Letter From Sales: Your Top 10 Customers of 2015 Will Not be Your Top 10 of 2016

Level Monitoring & Pump Control with the ProVu PD6000

A Message for Precision
Digital Distributors

Your business is changing, and you need to make sure you are promoting the products, services, and selling techniques that will keep you growing in 2016.

At the time I am writing this, the price of a barrel of WTI oil is $38.50. A year ago, the price was $56.50; and even higher before that. While not everyone may be touched by this kind of change, I am sure that other changes such as municipal budgets, new technologies, or even winter weather patterns will affect your business.

Jonathan MacDonald, founder and speaker for TEN (Thought Expansion Network) is commonly quoted for his message: "Today is the slowest pace of change we'll ever experience." Not only is this true for people, marketing firms, and high tech companies, but for your business as well. What it means for your business may not all be clear, but one thing that is for certain is that you cannot count on your top 10 customers of 2015 being the top ten customers of 2016, and you cannot count on the same selling methods and sales calls resulting in the same business.

As the U.S. Distribution Sales Manager, I try to help our distributors figure out what to do about this. How do
you, as a distributor, plan for change?

My answer to that question is that you have to simply do more. You have to visit new customers, knock on new doors, and show existing customers new products. How many of your customers have seen a Precision Digital demo? How many of them have been walked through a catalog? Of your top customers, how many of them have you toured and discussed their processes with them on the plant floor, catalogs in-hand? You need to be able to answer these questions, and you must be motivated to change those numbers.

The only way to change with the changing world of 2016 and beyond is to change your approach. It's no longer good enough to sell the same products to the same people. Precision Digital can help you. We can provide you with the tools, the messaging, and the products you need in order to grow your sales in a changing market by helping you promote new products for your existing customers' applications. We can also open up new applications for you with existing customers. We make a great discussion point for bringing value directly to the operators at new facilities.

So, how do you plan for the changes of 2016? You have to make a commitment to doing more, and changing how you sell. If you do, you'll find some great changes can come this year to your bottom line.