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Distribution Reps as Full Business Partners

By: Patrick T. Malone
April, 2016

In the last few years, much has been written about distribution reps expanding their business expertise in order to participate as full business partners with their veterinarians and producers. Acquiring basic understanding of other business disciplines such as finance, operations, logistics, strategic planning, etc. have all been mentioned as advantageous credentials.

Categories: Sales and Marketing

Are You Selling or Are You Consulting?

By: Jim Whitt
December, 2015

In 1978 I took over a territory for Ralston Purina in the High Plains that included parts of Kansas, Oklahoma and Texas. The lion’s share of the market was made up of large cattle-feeding operations.

Categories: Sales and Marketing, jim whitt

Take “Yes But” Off the Table

By: Lisa Earle McLeod
December, 2015

Categories: Sales and Marketing, Lisa Earl McLeod

Tracking Your Progress

By: Dawn Singleton-Olson
December, 2015

As the year winds down, it’s an ideal time to take a look back over the previous months and evaluate what has worked successfully for both you and your customers, examine the key areas where you can continue to improve as an animal health representative, and plan a strategy for an even better 2016. Are you on track to hit your sales goals this year? Are you satisfied with your number of client contacts on a daily, weekly or monthly basis? Do those buyers continue to increase their business with you? Have you and your outside rep teamed up to turn a number of prospects into regular, satisfied customers? Are you regularly striving to increase your industry knowledge beyond just the products you offer?

Categories: Sales and Marketing, Dawn Singleton-Olson

Confidence is the Ultimate Emotion

By: Patrick T. Malone
July, 2015

A leader cannot inspire anyone to a higher point of view than his own viewpoint. That is why it is absolutely essential you believe in the goal you advocate and why confidence is the first criteria of a good decision goal to begin a business discussion.

Categories: Sales and Marketing, Pat Malone

Time Tested Success

By: Kirk A. Augustine
July, 2015

This issue pays tribute to two animal health leaders whose careers span 40 or more years. Yet in their retirement interviews both are current, engaged and well-aligned with the marketplace changes and needs.

Categories: Sales and Marketing, Kirk Augustine

Mapping Your Customer's Journey

By: Dawn Singleton-Olson
July, 2015

Mapping out a typical customer experience will help you to better understand your customers, address problems and discover opportunities

Categories: Sales and Marketing, Dawn Singleton-Olson

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