It’s Only Common Sense: Have Courage to Do the Right Thing

They say that courage is the number one quality found in all successful companies. It takes courage to get anything done because it is a big, scary world out there and if you don’t have the guts—the courage—to face it, you will not survive.

The more I work with companies, the more I realize that all this talk about having courage and not being afraid to do the right thing when it needs to be done is true. Many managers will do anything to avoid doing the right thing, whether it’s In hiring, reprimanding, or even firing someone.

The best run companies are run by managers who are not afraid do what they need to do. Conversely, poorly run companies are managed by people who could not make a decision if their lives depended on it. They procrastinate until it’s too late, suffering from analysis paralysis, and they fool themselves into thinking that that’s actually doing something.

Great managers act. Great managers are not afraid of anything. They are not afraid to:

  • Get involved in new technology, even if buying the equipment is risky.
  • Hire that new process engineer, even if he is very expensive.
  • Have a hard talk with someone who is not doing his job.
  • Change the direction of the company.
  • Learn new things.
  • Change their minds.
  • Fire someone.
  • Act in the best interests of their customers, even if it hurts the company.
  • Put the customer first, whatever it takes.
  • Admit he was wrong.
  • Build that addition to the facility.
  • Handle cash flow issues head-on.
  • Say no, even when it’s hard.
  • Make difficult decisions.
  • Stand up against conventional wisdom.
  • Face his own flaws and fix them.
  • Hire people smarter than he is.

Years ago, I was working with a company that had cornered the market on fabricating high-tech PCBs from a material called LMR Kevlar because they were literally the only shop in the industry that had managed to build MLBs with this very quirky laminate. Every year for five years, we could count on at least $3 million of business from two milaero OEM customers. Our relationship with them was very good and the business was just about guaranteed.

Then one day, we were faced with a very difficult decision. We had been working with several laminate suppliers and had helped them develop a new product called Thermount. This Thermount material had all of the characteristics of LMR Kevlar, but it was much easier to work with and was only a quarter the price. This meant that just about any good board shop could now build boards that needed LMR Kevlar; we would lose our edge over our competitors, plus the price of the overall program would go down because the material was now much less expensive.

We asked ourselves, “So, what do we do? Do we tell our customers about Thermount and stand a chance of losing the business? Or, best-case scenario, keep the business at much lower price, or do we just stay mum about it?”

In this case, the best thing, and the right thing to do as good vendors and good people, was to tell our customers about this better solution. It was an easy decision, but a hard pill to swallow in the end. And yes, they used LMR Kevlar for only one more year and then switched to Thermount, which of course opened the program up to a much more competitive environment. We ended up losing the program a couple of years later.

But telling them was the right thing to do and we were not afraid to do it. It did take courage to face the fact that we were going to hurt our sales by a few million dollars of very profitable business a year. Now, looking back on this incident over 20 years later, I’m proud that we made that decision.

Never be afraid to do the right thing; even though it may hurt, it will pay off in the end. By the way, even though we lost that program, we did have a good ongoing relationship with those customers for years to come.

It’s only common sense.

 

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2017

It’s Only Common Sense: Have Courage to Do the Right Thing

04-24-2017

The best run companies are run by managers who are not afraid do what they need to do. Conversely, poorly run companies are managed by people who could not make a decision if their lives depended on it. They procrastinate until it’s too late, suffering from analysis paralysis, and they fool themselves into thinking that that’s actually doing something. Great managers act.

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It’s Only Common Sense: Putting Your Team Together

04-17-2017

What do the Boston Red Sox, the New England Patriots, and the Chicago Cubs all have in common? Besides all being winners (and my three favorite teams), they have won by building teams synergistically. By that I mean they build teams by putting the team in front of individual players, which makes the team much stronger.

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It’s Only Common Sense: Let’s Talk Leadership

04-10-2017

Do you ever sit back and wonder what kind of leader you are? Are the people who work for you inspired by you or do they work for you because you are the only game in town? Would they stay with you if a similar company opened across the street? How about if they could earn a dollar more an hour by moving across the street to that new company? Have you inspired them enough that they would follow you through hell, or have you beaten them up so badly that they would not follow you across the room to a free buffet?

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It’s Only Common Sense: We Must Work Together—or Else!

04-03-2017

Think about this. Should we be happy if one of the few shops left in this country goes out of business…really? We are already feeling the negative results of the steadily diminishing number of shops in our part of the world.

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It’s Only Common Sense: The Incredible Exploding Email

03-27-2017

Email is a great tool, but it can also be an exploding time bombs if you’re not careful. So, with a little help from Seth Godin, author of the book "Whatcha Gonna Do with That Duck? And Other Provocations, 2006-2012," here is a list of what you should consider before sending out that next email:

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It’s Only Common Sense: Five Things We Should Be Doing

03-20-2017

Look, I know that we are all busy. Running a board shop, or any business, is much more difficult today than it has ever been. But please take the time to read these five recommendations and spend some designated time implementing them. And if you make it a regular practice to spend time working on these five items, yours will become the outstanding company it truly deserves to be.

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It’s Only Common Sense: Choosing the Peak Performers

03-13-2017

Just think how much time and money you can save by choosing the right salesperson for your sales force. If you take the time to do it right by developing and implementing a hiring process that fully vets the candidate, it will pay off exponentially. Hiring too fast is almost always disastrous. Salespeople are good at selling themselves—because they are salespeople. Combine that with our pride in making fast decisions and it’s no wonder that sales managers consider finding and keeping the right salespeople to be one of our biggest challenges.

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It’s Only Common Sense: It’s in Your Hands

03-06-2017

So, what is my point? Where am I going with this? It’s simply that the success or failure of most board shops in this country is completely in their own control. The real factors they should be concerned with are simple business factors.

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It’s Only Common Sense: Marketing Is a Mosaic, Not Just One Ad

02-27-2017

Marketing is important. If you want people to know who you are and what you do, you must market your company. Think about it: if people don’t know your name, if they don’t know what you do, if they don’t know how to reach you, how are you going to get any business?

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It’s Only Common Sense: 9 Tips for Getting the Most out of IPC APEX EXPO

02-13-2017

So, you’re in San Diego attending IPC APEX EXPO. You spent money on a plane ticket, you’ve spent a fortune on a hotel room and car and everything else it takes for you to spend a week in San Diego.

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2016

It’s Only Common Sense: 7 Reasons to Fire Your Principal

12-27-2016

OK, so now it’s your turn. We have talked enough about making sure that as a rep, you make yourself invaluable to your principal. We have gone on ad nauseam about the various ways that reps disappoint the companies they represent. Now we are going to switch gears and put that proverbial shoe on the other foot and talk about when it’s time for you to check out, and tell your principal, “Adios, amigo.”

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It’s Only Common Sense: Seven Ways to Prospect for New Accounts

12-19-2016

We all know that companies must grow or they will die. The same thing applies to rep firms. You must keep growing your business, adding new customers, and increasing your sales.

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It’s Only Common Sense: 7 Ways to Get Your Principals to Brag About You

12-12-2016

If you’re a rep, the best way to be successful is to have your principals love you. Sad as it may seem, I almost never hear principals bragging about having a great rep. In fact, instead, I hear horror story after horror story about how reps aren’t doing anything, they are not bringing in the right stuff, they are hard to find when they are being signed and even harder to find after they are signed.

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It’s Only Common Sense: Seven Steps to Marketing Your Rep Company

12-05-2016

If you want to stand out as a rep company, you must get your name out there. The good news is that practically zero rep companies ever pay any attention to marketing their companies. This means that any company that invests a little time and money in marketing will stand out, and it’s not that hard to do.

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It’s Only Common Sense: So, You Want to be a Rep?

11-28-2016

You’re tired of working for someone else. You have a bunch of customers who just love you and would probably follow you wherever you go. And you want to sell more than what your company has to offer; you no longer want to be restrained by the limited capabilities of one company. And then there's the money...oh, the money. You want to be a rep. Are you sure? Read on.

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It’s Only Common Sense: ITAR—The Good, the Bad, the Ugly, and the Very Ugly

11-21-2016

Has there ever been a more nebulous qualification than ITAR? It’s one of those topics that everyone has an opinion about, but no one really understands. To some of us it’s a game with ever-changing rules, and to others it’s simply a hurdle to overcome. And for others, it is something to ignore altogether. Speaking of ignoring it, some large companies have been ignoring ITAR restrictions for years, flying right in the face of the DoD.

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It's Only Common Sense: Targeting the Ideal Customer

11-14-2016

To successfully sell your products and services, you first must figure out who wants them. To do so, you should develop and implement what I call an ideal customer template. This requires an honest evaluation of what you do. You should first understand exactly what it is you’re selling, and then analyze who you’re selling to right now so you can identify your ideal customers.

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It’s Only Common Sense: Salespeople Selling High Tech

11-07-2016

You may have been a director of engineering in your previous position before moving into sales; maybe you’re a full-blown technology guru. But the minute you switch over to sales, your credibility is immediately challenged. Tough and unfair as this may seem, it’s true. The reason for this is simple: If you have the word “sales” on your card, people assume you are trying to sell them something and will do anything to make that sale. Here are five guidelines for successfully selling high technology.

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It’s Only Common Sense: The Game of Sales

10-31-2016

Managing a sales team is just like managing a sports team. You strive to put the best team on the field and then manage them to greatness. It means dealing with all the team members as individuals, figuring out how to handle each of them, from the prima donnas to the underachievers and rookies. Then you must bring them together as one cohesive unit that will work together towards one common goal of winning the game, or making forecast.

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It's Only Common Sense: Why Best Buy Will go out of Business

10-24-2016

Have you been to Best Buy lately? If you have, you’ve seen a store that is going to go out of business, sooner than later. And it’s a shame, because it doesn’t have to happen.

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2015

Hiring a National Sales Manager

12-28-2015

Because of some of the major consolidations that have taken place this past year, especially one company in particular, this is also good time to be looking for direct sales people. And because so many companies are merging, there are going to be some great sales managers looking for work. Yes, folks, there are going to be some good ones out there looking, and they’re yours for the picking.

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It's Only Common Sense: The Weekly Sales Report

12-21-2015

If you hire and manage salespeople, you need to have them write up a weekly report for you. Actually, they need to do it for themselves, because one of the true tenets of reporting is that the report is at least as important to the person writing the report as it is to the manager reading it. I am talking about a good and thorough accounting of what the salesperson has accomplished in the past week and what his plans are for the coming week.

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It's Only Common Sense: You Can’t Make Sales Calls on Mondays!

12-14-2015

Everybody knows you can’t visit customers on Monday. And forget Friday. And you know that Wednesday is never ever a good day to visit customers, right? One guy told me that in New England they don’t like seeing vendors in the summer, so there is no reason to even try. Everybody in New York takes August off, so that’s out. If you've ever said any of these things, you don't really want to be a salesman.

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It’s Only Common Sense: Advertise Like you Mean It!

12-07-2015

Before you spend your hard-earned dollars on advertising, make sure that you know what you want to say and how you want to say it! Make sure that you know just exactly what message you want to get across and, finally, make sure that your ads are going to move your customers to do something. Here are 10 guidelines for developing a solid advertising campaign.

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With Twitter, Ignorance Is Not Bliss

11-30-2015

Twitter is the fastest way to get the word out about what's happening at your company. If you hire a new employee, buy a new piece of equipment, or develop a new technology, Twitter will reach the widest audience. If enough people retweet your post, then your Tweet can go viral, driving a bunch of people to your website. How else can you do that, old-timers?

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It’s Only Common Sense: Providing Super Customer Service

11-23-2015

I recently came across a terrific book on customer service by Flavio Martins. Win the Customer: 70 Simple Rules for Sensational Service is filled with new and innovative ideas and strategies for improving your customer service. I thought this would be a great time to pass on some of the more interesting, pertinent and instructive ideas from the book. And our industry needs all the customer service help it can get!

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It’s Only Common Sense: Go Where the Business Is

11-16-2015

Demand for sales training is on the rise lately. People are realizing that the number one problem for any company is a lack of sales (as if you’ve never heard me say that before!). So now individuals and companies are looking for ways to gain more customers, and of course the very best way to do that is to make sure that your sales team is operating on all eight cylinders. That is, they must be fully trained, armed, and prepared to get out there and win more business.

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It’s Only Common Sense: Cold Calling—There is No Short Cut!

11-16-2015

No matter what books you read, the important thing to remember is that in the end, the salesperson is the one who makes it happen. You can read all the sales books in the world, attend all of the seminars and webinars that money can buy; but in the end, it’s the person in the mirror who has to have the ambition, the passion and the diligence to make it happen.

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It's Only Common Sense: Encourage Freedom of Thought at Your Company

11-02-2015

Ask yourself this: Are your staff members allowed to think? Some of the new management techniques can encourage team members to leave their brains at the door. I know that my friends on the other side of this argument will strongly disagree, but I am going to stick to my guns on this one. When you start measuring every single step of an operation to the point where you are measuring minutiae, trying to save every half second of time on the manufacturing floor, you are squelching the very creativity that you claim to be encouraging.

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It’s Only Common Sense: Being Productive is Easier than you Think

10-26-2015

Start being more productive with your time today by removing the tasks that are not dictated by someone else. Plan your days ahead of time. Get in the habit of laying out your work week, and do so two weeks ahead of time. Make appointments with the tactical scrutiny and planning of a U.S. Army general.

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2014

It's Only Common Sense: Be a Great Leader

12-29-2014

Ask yourself: Are you the kind of leader you would want to follow? Are you proud of the way you lead your people? Are you proud of the way you carry yourself? Are you proud of the way your people react to you?

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A Conversation with... PNC Technologies' Sam Sangani

12-26-2014

PNC Inc. specializes in working side-by-side with visionary engineers and buyers in the high-frequency RF/microwave, audio, defense, and medical industries to create solutions for ever-advancing concepts and designs. Columnist Dan Beaulieu recently sat down with President Sam Sangani to learn what he has to say about being one of the industry's leading PCB suppliers.

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It's Only Common Sense: Ways to Ensure Failure in 2015

12-22-2014

"I know this sounds pretty brutal, but I have to use any method I can to get your attention: If you don't change your ways, you'll go out of business in the next 12 months," writes columnist Dan Beaulieu.

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A Conversation with... ASC's Dave Lackey

12-18-2014

American Standard Circuits' Vice President of Business Development and Technical Sales David Lackey is the company's resident guru when it comes to flex, rigid-flex, and military technology. Columnist Dan Beaulieu recently sat down with him to discuss the technology and its importance to ASC's growth and industry growth in general.

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It's Only Common Sense: It's Forecasting Time Again

12-15-2014

If you want to be successful you must do a forecast. You must understand your customers, their buying habits, and their ordering patterns. To predict what your customers are going to do next year you must know what they did this year and the year before that.

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It's Only Common Sense: Be Unreasonable

12-08-2014

To be great you must to be unreasonable. You must be the one to expect more from yourself and those around you than most are comfortable giving. You must get off your butt, get out of your comfort zone, and make things happen that no one thought possible.

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It's Only Common Sense: No MBA? You've Got TV!

12-01-2014

Who needs Harvard Business School when everything you need to get a full-fledged MBA can be found on your television set? That's right, everything you need to know about business is available with the click of a remote control.

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It's Only Common Sense: The Future is Now

11-24-2014

I love watching the future unfold right before my eyes. I've been on a technology kick lately--reading everything I can get my hands on about new and exciting innovations. I came across a piece in this month's copy of Wired that really blew me away.

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Saving the North American PCB Industry

11-19-2014

Enough is enough: It's time for us to take our industry back. I think we can do it. We have more than a good chance of earning our way back.

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It's Only Common Sense: Saving the N.A. PCB Industry

11-17-2014

Columnist Dan Beaulieu comments, "Enough is enough: It's time for us to take our industry back. I think we can do it. We have more than a good chance of earning our way back. As Thomas Friedman would say, the world is flat and things have equalized. We can now make our move and ensure we get the PCB industry in this country back up and running."

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2013

It's Only Common Sense: Predictions for 2014

12-30-2013

As 2013 comes to a close, Columnist Dan Beaulieu takes a look back at the past 12 months and reflects on what's happened, evolving trends, and what both mean for the coming new year.

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It's Only Common Sense: All I Want for Christmas is a 3D Printer

12-23-2013

While Christmas shopping this week, Columnist Dan Beaulieu writes, "I spied the future, something we've all heard and talked about for the past couple of years at the end of one of the aisle. It's called 'The Cube' and it is the first 3D printer I've ever laid eyes on."

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It's Only Common Sense: Take My Life, Please

12-16-2013

I'm done with passwords. I just don't care anymore; take anything you want from me. It's just not worth it. If you want to sneak into my house and steal $2.99 movies from my Apple account, do it! If you want to go to my audible account and steal a book, then be my guest--have a ball.

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It's Only Common Sense: What's Fair is Fair

12-09-2013

In the past month I have heard no less than three times about companies asking--demanding--that their PCB suppliers take 20% off the price of their boards. Not just the new part numbers, mind you, but the part numbers they've been building for years. Really?

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It's Only Common Sense: It's All About the Story

12-02-2013

A company's story explains what the firm does, what it stands for, why it's different from other companies, why it's better than other companies, and why people should choose its products over competitors.

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It's Only Common Sense: Murder in the Sky

11-25-2013

I was horrified to read in the papers the other day that the FAA is about to cancel its ban on cell phone use during flights. Soon we'll be able to make calls while the plane is flying, which means we are about to lose the last bit of silent sanctuary the world offers us.

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It's Only Common Sense: Get Out of the Box!

11-18-2013

Columnist Dan Beaulieu writes, "We do the same things over and over again expecting different results. Very little thinking is done outside the box in our industry; this is something I deal with all of the time."

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It's Only Common Sense: Social Media - It's Time

11-11-2013

Like some of you, Dan Beaulieu knows that social media is something that he needs to get involved in, but just doesn't know how to get started. One book can solve his problem, and yours.

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It's Only Common Sense: Bring the Orphans Home

11-04-2013

There are all kinds of reasons why we lose customers--it just happens. Should you just forget about these lost customers? Assume they are long-lost orphans and move on to greener, pastures? Dan Beaulieu says to do everything you can, whenever possible, to bring them home.

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It's Only Common Sense: Being the Best

10-28-2013

Where do you rank as a salesperson? Are you doing the best job you can? Whether you have been in sales for 20 days or 20 years there are things you should always be doing to ensure you're performing at a maximum.

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2012

It's Only Common Sense: A Great Time to Sell Your Shop

12-31-2012

There is a great deal of renewed interest in American board fabricators and, interestingly enough, those most interested are as we say in Maine, "from away." European companies are particularly interested in buying into the American market.

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It's Only Common Sense: Thank You, IPC

12-24-2012

Kudos to IPC for trying to raise awareness when it comes to International Traffic in Arms (ITAR) regulations. The association recently hosted a workshop with the country’s leading defense contractors in an attempt to educate them about ITAR in terms of PCBs.

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It's Only Common Sense: It's the Little Things

12-17-2012

A great company takes everything it does seriously. It considers everything important, from the way they answer their phone, to the way they handle customer issues, to the way they package and ship their boards.

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It's Only Common Sense: An Offer They Can't Refuse

12-10-2012

For the past couple of weeks, Dan Beaulieu's been talking about the rep/principal situation which, these days, he says is as polarized as the Republicans and the Democrats or the rivalry of all rivalries--the Red Sox and the Yankees. But now, he says, it's time to declare peace.

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It's Only Common Sense: Be Great

12-03-2012

Jean-Baptiste Alphonse Karr, a French critic, journalist, and novelist, once stated, "The more things change, the more they stay the same." When I look at our industry Karr's observation seems shockingly accurate.

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It's Only Common Sense: Ways to Make a Rep Love You

11-26-2012

Dan Beaulieu answers questions from his readers: How do I make the rep/principal relationship work? How do I create a successful partnership between these entities? How do I change things around so that instead of hating board shops, reps love board shops?

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It's Only Common Sense: Why Reps Hate Board Shops

11-19-2012

For the past couple of years, I've noticed that it's much more difficult to get independent sales reps interested in selling for board shops. One of my offerings, a task that is becoming my least favorite, is trying to find reps for shops. My fee for this is getting higher every year because it's getting more and more challenging.

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It's Only Common Sense: Focus on the Positive

11-12-2012

Poor salespeople also find a way to make themselves feel better for failing. They choose to believe what they see in the news. It's as if they hear about a recession and think, "Aha! That's why I'm failing; that's why I can't win any business." But when I talk to successful people, they don't even discuss such things.

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It's Only Common Sense: Can't We All Just Get Along?

11-05-2012

"DAM" thinking occurs when a person feels it is more important to push his or her own agenda than it is to contribute to the success of the company's agenda. A person or company with this type of thinking will end in failure.

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It's Only Common Sense: When Not on the Road

10-29-2012

The time you spend in preparation can be as important (if not more) than the time you spend selling. It's all about selling. Here are 10 things you should be doing on those days when you’re not on the road in front of customers.

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2011

Could Jack Welch run a Board House?

04-18-2011

No, I don't think Jack Welsh could run a board house. He would have a hard time dealing with the challenges that we in the board business face. First, he would have to face his own people. Then he would have to deal with cash flow. For the first time, he would know how much it costs to hire that admin. And he would have to pay bills on time.

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Special Edition - It's Only Common Sense: Not Leaving Japan

03-21-2011

The events in Japan quickly became very personal for Dan Beaulieu last week. His son, Damon, a teacher in Morioka, Japan, gives his first-hand account of the events that followed the record-breaking earthquake and tsunami that changed an entire country.

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It's Only Common Sense: A Simple Plan

01-17-2011

If you want to be successful in sales you have to know your customers. You have to know what their needs are, what problems they face and what they consider a good vendor.

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Multilayer Takes Aim at Military, Niche Products

01-04-2011

Multilayer Technology has seen some good years and some tough years. But while other companies chose to hunker down and merely weather the recession's storm, Multilayer chose to enhance the firm's technologies and capabilities. The company recently achieved AS 9100 certification, and management continues to plan technology upgrades.

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2010

It's Only Common Sense: Success Is Up To You

08-16-2010

This week, Dan Beaulieu gives you the cold, hard facts: Success in sales is entirely up to you. That's right, success or failure all depends on only one person--you.

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2009

It's Only Common Sense: Getting Great Reps

03-15-2009

Do you want to find some great representatives? Its not easy, but Dan can tell you how in this week's new column. This weeks is a must-listen: Listen for the free offer Dan mentions inside!

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It's Only Common Sense: Get New Customers

03-02-2009

The key to success in the current economy is winning new customers. Current customers are ordering less, so you've got to grow your customer base. American companies are realizing that they have to look out for one another if things are going to improve--creating a new sense of nationalism in this country.

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It's Only Common Sense: Cancel Sales Travel, Indeed!

01-19-2009

Companies need business now more than ever, but many are actually canceling sales travel! Dan Beaulieu has a serious problem with this senario. Sales travel is essential to the health of your company--it also lets your customers know that you're still alive and kicking. Be assured: There is business out there for companies willing to make a show of force and go after it aggressively.

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2008

It's Only Common Sense: Getting That Story Out

10-13-2008

You can have a great product and still not succeed in this industry. This week, Dan offers three economical and effective ways during these tough times to get the story of your products out to the rest of the world.

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It's Only Common Sense: The Annual Meeting

08-26-2008

Its that time of year again--if you're going to have a successful 2009, you'd better start working on it now...right now. This week's edition of It's Only Common Sense tells you how to get prepared for a successful 2009!

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It's Only Common Sense: What About This Price Thing?

08-11-2008

Dan Beaulieu asks, "What are we going to do about always going for the lowest price at any cost?" The real cost of going for the lowest prices are real--very real, indeed. The customer may always be right, but when that customer insists on the lowest priced product, at the expense of quality, then that customer is not putting out the best product possible.

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Column: It's Only Common Sense from Dan Beaulieu "How to Motivate Your Salespeople"

02-11-2008

Want to get the most from your sales team? Listen to this week's "Its Only Common Sense: How to Motivate Your Salespeople" and find out.

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2007

Dan Beaulieu Column: "The Great Solution Is Staring You in the Face"

12-10-2007

Why do we refuse to buy into a great solution to our problems even when it's staring us in the face?

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Dan Beaulieu Column: Be the Best You Can Be

11-27-2007

Are you the best salesperson you can be? If not why not...its your choice.

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Dan Beaulieu: It's Only Common Sense "From Cold Call to Customer Base"

11-19-2007

Do you hate cold calling?

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Dan Beaulieu's "It's Only Common Sense": This Is What I believe

11-14-2007

Listen to this week's It's Only Common Sense column from Dan Beaulieu "

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Dan Beaulieu's "It's Only Common Sense": Yes, You Still Need a Brochure!

10-29-2007

o you think the web site takes care of everything? That you no longer need a brochure? Think again my friend.

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Dan Beaulieu's "It's Only Common Sense": Old School vs. New School

10-22-2007

Some companies are old school and losing while other companies are new school and thriving

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New Column from Dan Beaulieu: There's A New World A-Comin'

10-15-2007

The world is changing -- are you ready?

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Column by Dan Beaulieu: Are YOU the problem? Making that plan work.

10-08-2007

Learn how to succeed in making your business plan work.

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Want to hire great reps? Listen to Dan Beaulieu's latest column.

09-10-2007

Want to hire great reps? Dan Beaulieu takes the mystery out of finding and signing the right sales reps for your company.

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Listen to Dan Beaulieu: "Beware of the bad guys."

04-09-2007

Listen to Dan Beaulieu's column ths week. Beware the bad guys. Be careful, be very very careful, if that job offer seems too good to be true...it is...

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