Sales is more than just a numbers game...

Posts in the hopper – more product and book reviews on the schedule

This is a bookmark post of sorts. I have a couple of new products that have been under evaluation that I plan to get into this blog as product reviews. The first two out of the chute will be a snake camera for plumbing, and an electrical wall outlet for charging USB powered devices.

Also, based on some emails from various PR representatives, I’ve been asked to read and review some new books from various authors on different topics - when they arrive, and I can carve out the time, I'll get the reviews posted soon thereafter.

In the meantime, I would like to call to your attention an updated report on Colony Collapse Disorder or CCD: “Honeybee die-offs linked to insecticide, study says”. If you are a regular reader, you have seen some of the past stories – going back to 2007 – which I wrote on this topic. Fascinated by our inability to narrow this down, especially considering how important bees are to our ecosystem and crop production, for me it’s the old, “If you can land a man on the Moon, then why can’t you…” discussion. Surely we should be able to figure this out and take some corrective action.

Lastly, I owe my friends at PeopleTowels an updated story. I have covered the company and their clever towel on a couple of occasions. Recently someone sent me a picture from their cell phone of a PeopleTowel purchase at a local store. It’s rewarding to have witnessed their growth and wider distribution since my first story in 2009.

Can Harvey Mackay add anything new in his latest book, The Mackay MBA Of Selling In The Real World?

That’s what I asked myself when I was offered a copy of the book for review. Since I lean more toward the systematic selling style, and profess that a disciplined process is needed for an accelerated sales cycle, I initially steered clear of the request. But, fortunately, I reconsidered and had it sent to someone I know who is not only a fan of Harvey Mackay, but also one who would be practicing what he has read from Mackay in the past.

Don Kusterer, who has written reviews of other books we sent his way, was willing to take this latest book under his wing. I say that not only as jest, but also as fact; he would need to read it during his many coast to coast trips for business. Don is a guy who is the consummate road warrior when it comes to close customer contact. Unlike many of today’s virtual sales encounters, Don likes to understand the customer’s needs firsthand.

To expedite the book review process, I talked to Don on the phone, and asked him for any first impressions or notes he might have made along the way.

Don was quick to say, “I’ve been a fan of his since “Swim with the Sharks”. Struggling with time, to get through the beginning of the book, I found the nuggets (of wisdom) and sayings coming back from earlier books to be a redo, or so I thought.” Continuing on, Don wanted to suggest in fairness to Mackay, that he has read many books on selling, motivation, and sales psychology, so he couldn’t be sure where he may have first seen or heard them. Also, “In the same vein, when you’ve written as many books as Harvey Mackay, it is equally hard to keep the material fresh for fans.”

In Don’s mind, that’s not a problem with Mackay’s latest book. “As I moved through the chapters, sometimes only one or two at a time, my position and thought changed, too. Perhaps this was his purpose; to stir up the well-known things that we just don’t use on a regular basis, and bring them back from memory.” 

Motivated to dig into the second half of the book with a new enthusiasm, Don emphasized “Following a breather in my business, when I reached Chapter 41 (“Watch Out for These Four Letter Words”), I felt this was definitely a must read for everyone who finds themselves engaged in any type of sales assignment or customer contact. It was here that I found a new stride; I found myself in a much more creative state of mind, jotting notes on paper and in the margins as I read.  After all, isn’t that what an MBA is for, to develop the creative side of the student reader?”

Don’s home turf of St Louis began to creep in as we talked. “I recall someone recently describing the manager of the World Series Champion St. Louis Cardinals, Tony LaRussa, as “Tony is always 2 innings ahead of everyone else.” That’s the way I felt about Mackay’s later chapters that bring forward today’s additional demands of CRM (Customer Relationship Management), and how to use the Internet and social networks to your advantage.”

Can someone like Don, with 40 years experience in sales and management in the health care industry, make use of this book? “It’s a book for both young salespeople and more seasoned pros alike. One could pick at the style, or perhaps the trite sayings, not to mention the staccato method of putting the book together, but in the words of the #1 Cardinal fan, the late Jack Buck, I would declare Mackay’s newest book as, "That's a Winner!” It’s an easy read; one that can be put down and picked up again without losing a beat.“

Backgrounder: Harvey Mackay

As the founder and chairman of the $100 million MackayMitchell Envelope Company, Mackay has become a well known author, syndicated weekly business columnist,  has written six New York Times bestselling books (three #1s), and likely known best for the blockbuster “Swim with the Sharks Without Being Eaten Alive”.

Book Review - Strengths Based Selling

Strengths Based Selling: Based on Decades of Gallup's Research into High-Performing Salespeople
by Tony Rutigliano and Brian Brim

“The book includes action items and real-life examples that illustrate how using strengths produces high-impact sales results.” “Top salespeople from Microsoft, Pfizer, and U.S. Bank, among others, also share their insights in this book. STRENGTHS BASED SELLING is full of success stories, making this the essential handbook for every kind of salesperson in every industry.”

This was part of the pre-release announcement for the book; with a description like this, I welcomed their offer of an advance copy for review. Sounded a bit like “In Search of Excellence” from the 1980s, except it would be fully-dedicated to sales. Well, not exactly. What I discovered was a very quick read of sales tips and ideas, sprinkled with a story or two of someone from a larger company, all the while promoting the Clifton StrengthsFinder (Dr. Donald O. Clifton).

I had to think about this for a moment; why did this idea of putting salespeople into profile categories gnaw at me so much? Bing! The book “Now, Discover Your Strengths (2001)” – same concept, and interestingly enough the co-author was Donald O. Clifton, along with Marcus Buckingham.

Whereas Buckingham may refer to them as 34 distinct worker profiles or personality themes, Strengths Based Selling calls them “Talent Themes” They also share the same titles of "Achiever", “Arranger", “Includer”, "Learner", etc. And, each book provisioned a means to go to a website and do a “brief assessment” (profile) of your own to see where you fit -  the purchase of the Strengths Based Selling book and code will offer you the “top five talent themes” in return.

On a positive note, I liked the book, Now, Discover Your Strengths. It brought forth the idea that instead of working on weaknesses, capitalize on your strengths. I have recommended it to a number of people. But, in the case of Strengths Based Selling, the talent themes got old fast. In fairness to the authors, and in the spirit of full disclosure, I am a proponent of the H R Chally Group’s predictive assessments for job roles and responsibilities. I find myself judging most any other system of personnel assessment against Chally’s work.

With highlighter and pencil in hand, I was ready to dig deeper looking for some valuable nuggets of sales wisdom and time-tested techniques; the book opens with “…we will give you strategies and tips to help use your strengths to increase your sales performance and to achieve success.” I found my initial excitement of reading first-hand accounts of top salespeople’s experiences - from major, well-known companies - was soon forgotten.

Laboring through the chapters, each with its introductory “This Chapter’s Key Points”, I found myself longing for the hands-on examples of putting someone’s strengths to work in selling. Also, for some reason the chapters didn’t seem to build on each other; it felt more like a compilation of notes than a guided trip of “Decades of Gallup's Research into High-Performing Salespeople”.

In the first chapter, talking about Gallup’s research studying “performance in many professions”, the authors talk about, “We examined the data in every possible way to try to find an explanation for the startling variance in these sales results.” Immediately upon reading this, I reflected on my own career of over 30 years in sales – the research concluded “The difference was talent” (italics was in the book – do you see “talent theme” coming through?). What about territory assignments, team selling, poor product performance, etc.

I don’t recall anything being said about the trials and tribulations of territory assignments. I am confident there are a number of people who would be willing to talk about the quality of a sales territory, or product line (specialty), as performance criteria. It wasn’t until Chapter 9 that I saw something – actually quite little, as the chapter is only 7 pages long – about Team Sales. I am also an advocate of team selling and am often known to say, Selling is a Team Sport.

Book Review - Conquer CyberOverload

Conquer CyberOverload: Get More Done, Boost Your Creativity, And Reduce Stress
by Joanne Cantor, PhD, founder of Your Mind on Media

What is “CyberOverload”? According to Dr. Joanne Cantor, it occurs “…when our gadgets and constant electronic linkages interfere with our ability to lead the life we want.” Dr. Cantor implies that in some way the demands of being “…constantly linked to cell phones, computers, TV, and such.” may affect our ability to think and act in a more meaningful way. Many of us claim productivity and efficiency through the examples of ‘gadgets’ Cantor cites in her book.

When asked to review this book, after reading the advance material, I knew I would show a bias toward one’s own self-control to conquer overload. Like time management, it’s up to the individual to set the boundaries and take control of the situation. One of my favorite books – which I have recommended and sent to many friends and associates – is the time-tested “How to Get Control of Your Time and Your Life” (by Alan Lakein). Many years later, I still use Lakein’s A-B-C, 1-2-3 priority system for tasks and activities.

When Cantor’s book arrived, I was surprised by its relatively small size – it’s 74 pages in length. From front to back, I easily finished the book on an airline travel segment from Dallas/Ft. Worth, TX to Sacramento, CA. At the end of each chapter is a summary page or two, so the actual subject matter is tight within the chapter, which makes for easy reading. This should not be seen as a deterrent from picking it up to gain some helpful tips that can easily be put into action when you set it back down.

Dr. Cantor claims the book is a result of her “…desire to know more (and to communicate more) about how the brain works and about how people can use that knowledge to make their lives saner and more productive in the Internet age.” In some ways, I wish she had spent more time on this part of the book. Rather than engage in some tips that seem obvious, e.g., take a break with physical exercise, master your interruptions, etc., I would have enjoyed learning more from her research in how the brain works, and why we think we are more productive than we actually are, especially around the notion of multitasking – think texting while driving.

According to Dr. Cantor, we don’t multitask; what we actually do is “Task-Switching”. Cantor says, “…we are rapidly switching our attention back and forth between tasks.” Introduced in Chapter 2, it would be interesting to learn more about how our brain balances the constant distractions and interruptions presented by the challenge of a quality work-life balance. Follow this link for some tips from the Mayo Clinic on: “Work-life balance: Tips to reclaim control”

When I think in terms of task switching, I envision how most of us jump between gadgetry and their applications in the course of a day. Cantor’s book offers some insight, exercises, and tips on how to manage these multiple demands and interruptions of our time, and how to work more efficiently. Also, by taking control of our interruptions, we will manage to get more done. She cites research that shows how our brain can be efficient at moving between two tasks, but can’t manage both of them skillfully when performed at the same time – I would think this holds especially true when things around us are not going well. This reemphasizes the need for us to concentrate on the task at hand vs. handling demands like the guy running back and forth trying to keep all the plates spinning at once.

Other parts of the book talk about creativity and stress reduction. Much of this is well known and fairly straightforward – not much new, here. However, when she launches into the “mirror neurons” research in Chapter 4, you may want to slow down and pay attention. She’s talking about emulating what we watch, and with television and movies, she throws a caution flag of warning, “…your hostility mirror neurons will be well exercised.” Curious, I did some digging around on the Web, only to find there is a great deal of research that points to both the positive and negative effects of mirror neurons – it pays to keep a smile on your face, and your company’s, too.

It seems this book is an outgrowth of Cantor’s workshops and seminars as well as her keen desire to know more about how the brain works. For those of you that serve in a Human Relations capacity for your company, or if you are a manager of a larger department, this book may prove useful as a handout to new employees, or you could offer this as a guide for team members who need to collaborate better on a project or with each other.

Cantor is a recognized expert on the psychology of media and communications, and offers a range of presentations and keynotes for a variety of audiences or events. You can learn more about Cantor’s presentations, as well as purchase the book, from her Web site.

Book Review - Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time

Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time
by Landy Chase, founder of Landy Chase Incorporated

A book review by Danny Rosin

Out-plan. Out-think. Out-sell. Powerful words are emblazoned on Landy Chase’s book, “Competitive Selling.” With a title like that, how could a salesperson not feel compelled to at least read a few pages? I did, and having put what he preaches into action, we are winning more deals, albeit learning some hard lessons along the way.

Want to learn the tricks of how to beat your competition and retain crucial margin integrity? In what truly is a new business climate, selling styles must adapt to the market’s condition. In fact, selling right now is downright hard! It takes a lot more thought and strategy. It takes networking skills, vision, and patience.

In our office, we have a saying, “Prepare and Prevent rather than Repair and Repent.” This is easy when said aloud but to make this mantra actionable, it takes a plan. Chase’s book will help you with a time-tested plan; his easy to understand AND executable step-by-step process truly should help you close more business. Beyond that, you get to look like a pro and act like a predator along the way.  

So, what is it that is in his secret sauce? Without giving too much away, here are a few bright-line takeaways that are helping my company:

a. Identify key players/inner circle, conduct needs analysis and access the person who controls decisions,
b. Be able to persuasively demonstrate what you have in terms of value,
c. Drive the meeting with effective/enjoyable presentations and agendas,
d. Research the hell out of your prospect and ask really good questions and let them elaborate,
e. Recognize and address the “games people play” in bid situations,
f. Do not proceed with a proposal until you are able to meet with everyone, 1:1, who has a vested interest in the outcome, and
g. Do not build a proposal around the given budget. Build a solution around the needs of the customer. Give two proposals – one with budget and one based on needs of the client.

Along these lines, RFPs (Request for Proposals) are a sales activity that can offer exciting business potential because it may reward you with significant new business generation. However, they often act as the biggest ‘resource suck’ in your company. Spending time and energy on an RFP often ends up as a letdown, because you did not do your homework in advance of the RFP and failed to offer a solid proposal to the customer. Often risky, most organizations abhor them despite the fact that RFPs are the gatekeepers to winning the bigger deals for your company.

The book comes with some suggestions that are a bit too cheesy for my taste, like the personal bio sheet with mug shot and list of credentials – I see that as a possible turn-off for some decision makers. But overall, Chase identifies and understands the host of personalities involved in a decision-making process, and he shows you best the approach for each. 

My recommendation to you, after reading Chase’s book, is to make the necessary changes in your plan to garner new business, so your company can be high-fiving rather than passing around the Kleenex(R).

Danny Rosin is the President of Brand Fuel, a full-service promotional products agency that helps its clients elevate their brand. Brand Fuel is consecutively listed in the Top 100 Promotional Agencies (out of 26,000), and is also recognized in the top 2% of the industry in revenues. Rosin's responsibilities include managing sales and marketing, employee recruitment, and providing tactical counsel to clients.

Outside of Brand Fuel, Rosin is President and co-founder of Band Together, a 100% volunteer organization that raises funds and awareness for local charities through live concert events.

NvestNtech eNewsletter - September, 2010 – Dave Baldwin, Non-profits, blogging, and more

In addition to the Sales Barriers blog, NvestNtech also publishes an eNewsletter. Although some content is shared with the Sales Barriers blog, we incorporate additional information in the form of ideas, business practices, and articles from other contributors, who often provide material to us not featured elsewhere.

From the Editor about the September, 2010 edition:

We are pleased to introduce Dave Baldwin - the Introverted Entrepreneur. For those of you who have always wanted to write a book, Dave brings us advice on how to overcome writer's block and finally get that first chapter from mind to paper.
 
What's it like to keep blogging after four years of banging away at the keyboard? In this month's "Is blogging a dying endeavor?", Peter Kusterer reflects on the merits to keep going while the more active blogosphere appears to be dwindling.
 
Our sister company N2tech has introduced a new Public Relations and Promotion service dedicated to the Non-profit sector. What they discovered in working with non-profits was, "Although an important component to the operation, it's difficult for some non-profits to hire someone in this communication capacity on a full-time basis." They will be working with small to medium size non-profits to increase awareness and improve communication to members and supporters.
 
From the Sales Barriers blog, we feature the AIA Triangle Homes Tour post. Visitors will be able to visit with architects and designers at ten award homes in and around the Raleigh, Durham, and Chapel Hill, NC area. The complete post offers insight into how homeowners can employ the services of an architect for a "...better utilization of (existing) space in their home; it's less about adding on to the home, and more about making the home work better for its occupants."
 
You can access this month's newsletter by clicking here.
 
The Editor

 NvestNtech's One Goal - Revenue Generation ® monthly newsletter

 p.s. Past issues of our eNewsletter can be found here.

You can also become a subscriber by following this link to the sign-up page. You will receive an email similar to the Editor comments above, with a link to a .PDF newsletter.

Reviews - how we decide what gets featured in this blog

We get a number of book review requests each week, primarily from PR firms that would like me to do a review of their client’s book, or they may ask me to interview their client as a professional speaker, coach, trainer, or industry specialist. Also, some requests center on a member of the client’s management team to offer answers about a new product introduction, or give an opinion on market developments and industry trends.

When it comes to books, I am fortunate to have a pool of business associates and industry professionals who are willing to take on the task, and then submit a book review – fortunately those who perform these reviews treat my edit of their work with kindness and are willing to come back for more.

Regular readers and subscribers know that some of the product reviews are generated by my own experience – the typical DIYer with use of a product, or the results of a repair. Also, there are some regular readers who share information on a product they have used, asking me to take a look at it, too;  our readers often find some very innovative ideas or products.

If you would like us to consider your book, software, product, or company news for review, you can email me with a detailed request. Please don’t send me Press Releases, or more general news bulletins – I get plenty of those from newswires, or without trying at all.

But, before you hit the Send button, take a moment to look through previous posts and reviews, and be sure there is a good fit as compared to what we have covered in the past. I can’t guarantee a reply to each request I get, but I do try and read most of the email I get for reviews, and take it into consideration for the future.

Book Review - Put the Win Back in Your Sales

Put the Win Back in Your Sales
by Dan Kreutzer, sales expert and partner at the Samurai Business Group LLC

A book review by Don Kusterer

Out of the wrapper, and sans a little of the glitz, “Put the Win Back in Your Sales” is perhaps the most refreshing look at the techniques and understanding of my profession in years.   While one must market a “system” for the learning side of selling, this is a book that I would want to pass along to my troops, and to good friends, but not one I want my competitors to even be aware of. 

In his book, Dan Kreutzer frames and stresses, in this reviewer’s humble opinion, virtually all of the components and skill sets necessary for success in today’s data-rich, yet relationship-driven marketplace, with secrets from the past that have been overlooked for the past 20 years, or more.   This is done in a short, thin, and easy to read 110-page format that can be skimmed and highlighted, read, then skimmed again in coaching mode; you can coast through the learning curve with only a little effort. 

The author spends the first two chapters describing today’s selling environment and contemporary sales processes. Then additional chapters include why we buy, cognitive thinking, reasoning and the emotional part of sales, his method - the new science of selling - and his decision model in action. Kreutzer closes with an overview of the process and a variety of “case studies”.  A lot of information in a tight space, this is perfect for the sales person of today who is overcome with emails, conference calls, and drinking from a fire hose on product changes, who also seems to have absolutely no time to educate himself or herself on their profession.  I’ve lost count of the many times I have heard, “I haven’t got the time to be out of the field for training”.

Naturally, much like Kreutzer, most of us feel that everyone in our marketplace needs what we have to sell, that we need to build a better product, etc.  The only component that might be considered glossed over in Kreutzer’s tome is “buy-in” on the part of the salesperson. While the objective is the sale, there are times that the WIIFM (what’s in it for me) is not completion of that sale, but a seed in the buyer’s mind garden that will take time and follow-up to mature.  This perhaps could be loosely construed to be a part of the trust relationship that becomes the Kruetzer centerpiece.  His premise is that the salesperson must add value to the transaction.  I couldn’t agree more.  Most of the time today, as in the past, the inherent drive of new people in the field, and the direction of sales management, is instant sales and income, with the resultant gratification in the things commissions will purchase.  The trust relationship is what is lacking for many companies in this time of high turnover and constant effort spent training new people.  There’s a thought here on job satisfaction; it’s not all about the money.

Kreutzer’s “Put the Win Back in Your Sales” is a sales manual that the seasoned veteran should read as a part of (in the words of Stephen Covey) “sharpening the saw”.  The person new to our profession should read this book as a primer, and those in management should read it to make sure they are aware of what is current - though the concepts lend themselves to my humble beginnings in sales more than 40 years ago.   This is a must read for all sales executives who are interested in developing their people.  It is amazing how many packages that are labeled training, have roots in the past, yet still refresh those who have been on the road to sales success for many years.  

The book, while a short course in sales skills, is obviously the catalyst to generate interest in looking at the Samurai Sales Mastery series, and the management program of Samurai Business Group LLC.  A sales trainer would be remiss in not investigating this more. Kreutzer goes on to discuss that education must be a process, not an event; as Kreutzer comments, “within 60 days of the training event 87 percent of the content has been lost”.  While ongoing training is not my primary assignment, I plan to look closer at the outlines of the two programs in the near future. 

“Don’t look for the leader; instead let the line form behind you”. – Don  Kusterer

Don Kusterer is a sales and marketing executive with Care Line Inc., an industry leading custom packaging and medical pillow manufacturing company headquartered in Greenbrier TN.  He has over 40 years experience in sales, recruiting, training and management in the health care industry.

Crisis Management – An essential in Public Relations and crisis communication

One of the best books I have read for business - and applied to my personal life as well - is the book “Crisis Management: Planning for the Inevitable” by Steven Fink. Having served on the Three Mile Island crisis management team, Fink takes you through a number of crises in a case study manner that serves as an excellent coaching tool for business owners, managers, and individuals.

Part of the book outlines the need for a clear plan of crisis communications. Where we think in terms of reacting in a time of need, Fink draws out the necessity to be proactive. Many could make the case that the recent event of volcanic eruption in Iceland, and the impact not only to Europe but also around the globe, would qualify for similar proactive planning, especially in the form of crisis communications.

In attempting to monitor the situation, I found the US Media coverage paled by comparison to the coverage overseas. By routinely visiting the BBC Web site, and specific airport sites, I was able to develop a clearer picture of what was going on. Also, staying in touch with business associates and friends overseas via email allowed me a peek into a smaller window of events and activity. I could now get a feel for the impact on both people (stranded travelers) and business – the losses will be staggering when the totals come in.

Having lived in California for seventeen years, I witnessed firsthand the effect of earthquakes, floods, fires, and mudslides. What I felt locally was completely different than what people outside the state thought was happening, or the degree of impact it was having on me.

It was this reflection on California that made me realize I wasn’t taking into consideration the impact to Iceland from the volcano’s eruption. Yes, I saw coverage of the devastation in Iceland, but I had little perspective on what that could mean for businesses and companies that operate from Iceland on a global scale. I was too focused on Europe to even take notice.

In her blog Post “Going with the Volcanic Flow”, Joyce Wady of Connect2 Communications tells the story of one of their clients who utilizes the “natural geo-thermal resources of Iceland to build a green wholesale data center in the country”, and the need for Connect2 Communications to be proactive in order “to help the client message to their customers about the impact of the volcano as well as prepare for any broader stories in the press that may begin to emerge.”

Wady lays out a series of steps and events that other companies could use as a model for crisis communications. Her advice could easily be summed up in her closing remarks, “The key to managing these types of stories is to be prepared and be proactive. Use the current event or industry announcement or regulatory ruling as a means to think about the impact to your company, create messaging that puts the event into the appropriate context for your customers and know when to begin talking to the press. Missing one of these steps could take an opportunity and turn it into a disaster of your own.”

When you think retail, quality racks can make or break a sale

Many of us who are now in the profession of Sales, ‘cut our teeth’ by starting out somewhere in a Retail business. For me, it was Women’s and Children’s clothing (independent retail store). One thing that needed attention was restocking the shelves and the various display racks. I recall when we remodeled the store, we met with the architect to select new displays for clothing and accessories. It was not much different from selecting appliances in a kitchen remodel.

As time went on, and I changed jobs, racks and displays popped up in a variety of places. We needed revolving racks for trade show displays for easy access and the presentation of collateral and brochures. Coming into the hotel at night, I would see racks stocked with regional tourism or event information. As a manufacturer, when working with distributors and wholesalers, we often provided racks for them to display our product, or marketing materials.

As I look at today’s market and economic climate, I got to thinking about this niche industry of manufacturing displays and racks. The manufacturing side is suffering the same pressure as any other manufacturer located in the United States. Also, there is the wide range of materials and designs available for the same application, i.e., why choose wire racks over acrylic/plastic ones?

When the announcement was made on Monday that Blockbuster would be closing more stores (“Blockbuster more than doubles planned store closures to nearly 1,000”), I began to think about all those racks that would be re-sold, or discarded. Looking at how thin my local newspaper is – not to mention the giant leap in price at the newsstand ‘rack’ – I have to believe the number of racks built for newspapers and magazines is on the decline. How about the declining numbers of independent, local bookstores –the movie “You’ve Got Mail” quickly comes to mind. Enter the momentum of the digital book and e-readers for the classroom, or reading for leisure with a handheld device or Smartphone – I still like ink on my hands.

With all these market forces, if you were in the display and rack business as a manufacturer, I am betting you wish there was a “Cash for Clunkers” program for racks of all kinds. Some of the display racks I see in stores or outdoors would definitely qualify and not require a means to disable them; they are nearly DOA already.

Although the above may seem bleak, there is one manufacturer I know, with over 30 years in the industry, which is far from tossing in the towel. R WIREworks, Inc, based out of Elmira, NY, offers a wide range of wire racks and displays, where “most items proudly carry a Made in the USA label “. When you look through the selection of categories and individual racks, it reminds me of one of my favorite phrases I used during my time with Unisource; “If we don’t have it, you don’t need it.”

Selection is not always enough in their industry. Product innovation and quality are equally important to survive. They use high quality materials and pay attention to creative designs. Knowing the construction and wholesale lumber & building material dealer industries well, I could appreciate their venture into Roofing Displays. Not only do they design and manufacture these displays, but they assist their customer with layout and installation needs, too. They are taking a full-service approach to a product that can easily be seen as nothing more than a commodity in a catalogue.

Small businesses like R WIREworks are under a great deal of pressure from many directions. Pricing in the business of racks and displays is very competitive, and the cost to manufacture is not going down. To survive, manufacturers will need to not only serve their existing markets well, but also look for new markets with innovative, high-quality products. Recognizing that supplying retailers is a partnership, quality racks can make or break a sale.