Content about Sales

JENSEN USA HIRES COLUCCIO, PROMOTES CHADSEY, NETUSIL

PANAMA CITY, Fla. — Jensen USA has added a new employee to its sales team and promoted two other employees, the company reports.

Carmen Coluccio has been hired as a regional sales manager,  Michael Chadsey has been promoted to regional sales manager, and David Netusil has been promoted to project manager.

Most recently, Coluccio was director of laundry for Gaylord Entertainers. His other industry experience came while working for Five-Star Laundry, Imperial Laundry Systems and Morgan Linen Services.

Chadsey graduated from the University of Florida with a bachelor’s degree in mechanical engineering. Previously, he was a system designer within Jensen USA’s Design and Engineering department, where he specialized in sorting bin and belt design for Futurail.

Netusil has been promoted to project manager. He has more than 24 years of industrial laundry equipment sales experience (including 20 years with two distributorships) and has been with Jensen for the past four years.

CONTINENTAL GIRBAU PROMOTES MARTIN, ANDERSON, HIRES HULL

OSHKOSH, Wis. — Continental Girbau has made some changes in its personnel, promoting Tari Martin to director of marketing communications and Laura Anderson to graphic designer while hiring Jodi Hull as advertising assistant.

Martin joined Continental in 2005 as Continental Creative Services (CCS) graphic designer. CCS provides advertising, public relations and marketing services to Continental distributors and their

customers across North

America.

In her new role, Martin is charged with overseeing all aspects of advertising, public relations and marketing for Continental, its divisions, subsidiaries and brands.

Anderson joined the Continental team in 2010. In her new role, she handles a mix of design and production

work, focusing on the development of print collateral and direct mail materials for CCS.

Hull comes to Continental with 16 years of graphic design, marketing and print production experience. Most recently, she served as a design specialist at Ep-Direct Printing.

AMERICAN DAWN STREAMLINES DIVISIONS UNDER SINGLE MANAGEMENT TEAM

LOS ANGELES — With renewed focus on customer solutions, American Dawn (ADI) is streamlining all current divisions (Institutional, Hospitality and Healthcare) under one management team, the company says.

Vyto Tozer has been appointed vice president of sales and marketing. The 25-year company veteran is charged with all areas of marketing, sales, product development and customer service.

“ADI plans to offer more application-specific products along with ready-to-market solutions for our customers,” Tozer says. “We are moving from an ‘us’ model to a ‘customer solutions’ model, which holds us all accountable for customer success in the marketplace.”

Steve Kallenbach has been appointed director of market solutions. The 35-year industry veteran will lead growth initiatives and retention dynamics.

“We see our customers’ markets changing and make it our responsibility to lead and respond to these ever-evolving needs, with relevant products and branded solutions,” Kallenbach says. “We are building talent to target new markets and help our customers grow. Simply put, it is our committed goal to be the market leader in providing customer-centric solutions that extend beyond just product.”

ARCO/MURRAY NATIONAL CONSTRUCTION CO. MAKES MATA PARTNER

OAKBROOK TERRACE, Ill. — Elliot Mata has become a partner and shareholder of ARCO/Murray National Construction Co., the firm reports. Mata is a director of operations, overseeing all operational responsibilities of the Process Division. He started with ARCO/Murray in 2005.

“Elliot is integral to our success,” says Brad Dannegger, vice president and regional manager. “He has led ARCO/Murray’s development into a predominant design builder in the process niches/industries we pursue.”

An AmericanLaundryNews.com exclusive.

CHICAGO — True marketing and selling is getting personal with your customers and buyers. You need to be able to capture the needs of your associates and develop profiles that will drive the success of your marketing endeavors.

Such a requirement goes well beyond demographics, those statistics being used as you gather data from forms, blanket surveys and conference contacts. They are unreliable at best.

You won’t achieve your contact goals by asking questions like, “What do you really purchase and from whom?” and “What interests you?” Most responses will be notoriously incorrect or even untrue.

Most organizations need to ask common-sense questions to uncover the customer’s role, i.e. business issues, buying habits, types of purchasing formats utilized, etc. Such information, if gathered correctly, should create a highly customized profile that could positively impact selling and purchasing.

Purchasing is a measured, deliberate process. The selling of products is a journey, not a sprint to the finish line. Organizations, particularly those in the healthcare arena, must be transparent with customers and sales groups. Profile customers and develop this information so that it can be tailored to provide an understanding of a product’s influence and true purpose.

Take small steps in developing targeted projects, obtain customer feedback, and relay this information to the manufacturing and distribution arm. Then, and only then, will you be able to sell a product at the right time and the right price. These assessments and tasks are essential and critical. Otherwise, your group will become bogged down in creating something that is not beneficial to your organization—think spinning wheel that never stops.

Many groups fail to automate the marketing and sales portion of their business. Automating and customizing programs that depict customer preferences—what they want, what they purchase, and why—is equally essential. If you develop reliable content that is geared toward the tasks and true objectives, then sales and revenue should follow.

Any advertising must incorporate customer and organizational profile information so that readers can judge if the item is worth their time to consider. If not done, then you’re publishing information that might as well be an insert in the Sunday newspaper—seldom read and never understood.

Those responsible must push for integration of both marketing and sales automation, which will hopefully avoid creating stovepipe situations from which recovery is difficult. Creation of a content strategy that conserves cost and increases intensity to purchase should be the goal for any marketing endeavor.

Marketing efforts must address business goals, automation of web goals, strategic goals, measurement of success/failure, as well as what actions you desire customers to take and what actions you will take once you develop such information—a game plan. Gather the troops to decide when your customers are most engaged and uncover your most influential and active advocates outside of your organization.

Never put your customers “on hold.” If you do, you will eventually have no customers. Give the customer what they want, not what you think they may want.

Seldom are sales achieved at conferences. These events should be where you develop personal relationships with existing and potential customers. No matter if you are a customer, buyer or working in sales, always take notes at these conferences. Establish targets for products if you are in purchasing, targets for personal relationships if in sales.

CHICAGO — Chicago Dryer Co. recently recognized its outstanding distributors and salespeople with several awards. Ron Hirsch of Direct Machinery Sales Corporation nabbed top honors with the President’s Award for his continuing personal dedication, positive contributions, and outstanding sales, Chicago® says.

The following individuals and companies were selected from a group of more than 150 candidates, and recognized for their contributions in the following categories:

President’s Award

Ron Hirsch, Direct Machinery Sales Corp.

Rising Star — Outstanding Sales and Potential

Kyle Zabrin, Equipment International Ltd.

Best of the Best — Distributor Organizations for Outstanding Sales and Support

Tri-State Technical Services
Steiner-Atlantic Corp.
Pellerin Laundry Machinery Sales Co.
PAC Industries
Western State Design
Equipment International Ltd.
Direct Machinery Sales Corp.

Outstanding Individual Sales Performance

Phil Charlton, Western State Design
Ralph Tuccillo, Steiner-Atlantic Corp.
Barry Speizman, Tri-State Technical Services
Stephen Helms, Pellerin Laundry Machinery Sales Co.
Derek Ward, Pellerin Laundry Machinery Sales Co.

Export Sales Achievement

D.J. Giancola Exports

“Our facility’s linen and uniform losses are becoming a real issue, and I need to develop a strategy to improve security. Where do you suggest I begin? Item tracking, surveillance, keep it all under lock and key? How far should I go?”

Commercial Laundering: Richard Warren, Linen King of Central Arkansas, Conway, Ark.

FAIRFIELD, N.J. — In response to member requests, the Textile Care Allied Trades Assn. (TCATA) is ramping up its educational offerings starting next month.

Beginning March 8, it will offer one-day, intensive sales training seminars in select major cities around the country, focusing on sales negotiations, selling on more than price and business prospecting. On March 28, it will co-sponsor the first in a series of webinars on various topics in 2007.