This week in Episode 101 of Delivering Marketing Joy! Kirby Hasseman interviewed Phil Martin, National Sales Manager at Warwick Publishing Company. During this session, Kirby asked Phil’s opinions on the pros and cons of innovations that have brought new features to the industry.Phil Martian mentioned internet’s positives and negatives. He said the World Wide Web has changed everything. On the plus side, the internet provides a vast quantity of tools that allow a business to operate more efficiently. In his opinion, the negative aspect of the internet allowing everyone to access all of a company’s information might be considered an undesirable extra. Expedited shipping, according to Phil is a bonus because it allows transactions to turn around at a faster rate, although this can put a demand on suppliers to turn out products more rapidly. In response, this can make the supplier add onto over time accounts, buy more equipment, in all driving up costs. Phil also thought that product diversity has grown over the last couple of years. In this day and age, there are new ideas everywhere, which allows people to view different promotional ideas. Phil Martin thinks sometimes it might muddy the water. Social Media is a remarkable item that has had a continuing positive effect on the industry in the last few years. We are communicating in ways now that companies could never have done before! One of the recent issues that bothers Phil the most is the fragmentation of the industry. He wishes that there was more interacting, during which people could share ideas. Kirby asked Phil tips he would recommend for new sales people. Phil stated the importance of getting involved in the industry by attending functions and events, even just to get to meet others in your market. Try to learn from of mature sales people in the industry; these seasoned employees have lots of insights to offer. He also suggested that you will sell more if you don’t focus on just selling a product, but instead start selling what the product does. During this video, Kirby and Phil also discuss the importance of American Made products.
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