Articles

At WoodReps, we feel it important to help you stay informed of new marketing ideas, sales strategies and new business tools. Below you will find links to numerous articles that Rick Hill has written for the woodworking trade journals. We are sure you will find these articles valuable.

Turn Woodworking Bids Into Sales by Increasing Closing Rate
(Article appeared in Woodworking Network blog on February 7, 2012)
While cutting the receptionist, six plant people and design, Parent revamped the manufacturing process. The shop went to just-in-time delivery of all its goods. By talking to new vendors and establishing relationships with key suppliers, they eliminated the bunks of inventory and cases of hardware that ate into profit. But the real key to survival and success was increasing the sales closing rate. Read more.

Mapping Out a Plan
(Artilce appeard in Woodworking Network blog on March 9, 2011)
As change is not always easy, the carrot for the production department is that true sales forecasting eliminates much of the “Crystal Ball” planning that happens with other forecasting methods. When working with a good Mutual Action Plan, turnaround can be quicker, inventory is smaller and product volumes fluctuate less. Production departments like that. Read more.

Building New Sales Without Selling
(Article appeared in Woodworking Network blog on May 19, 2010)
There is no better way to get your name and product in front of people than to donate and show them your creativity. It is important that the customers see you helping the causes they believe in, this builds a rapport and trust before they have even met you. Track the amount of leads you receive from each group you work with so that you know where your efforts are having the most effect Read more.

Differentiate Your Company or Die
The key is to differentiate your company from the competition in the three main categories of promotion, product, and performance.  To differentiate your company you need to first have a unique selling proposition.  Something in your company name or promotion, product or performance that will grab the prospects’ attention and make them call.  This unique selling proposition is based on the special strengths of your company. Read more.

Why Do Salespeople Get Paid Extra To Make Sales?
Sales jobs focus on bringing the company more profits through more sales, or higher margins.  The company rewards the sales person based on what amount of sales they are maintaining or achieving.   If a salesperson brings unprofitable sales to your door, you are not going to reward them.  The sales job focus is profit and the sales scorecard is money.  Read more.

Forest Product Society Presentation - May 2009
"... openness is our one policy.  People take as much vacation as they want, when they want.  When bringing on a new hire, we show them how much everyone else is making and let them know that they will need to discuss their expected salary with everyone in the company.  The bonus program is easy to figure out because it is based on total income, minus expenses. The remaining profit is split between the company, and the employees." Read more.

Magazine Articles (by Rick Hill)

Building Word of Mouth - February '09
To hear about a successful shop with no salespeople, busy in a time when the housing market is nonexistent peaked my curiosity. Why was one shop doing so well, yet 10 miles away the other shop was dying? What were they doing right? How did they build their reputation and word-of-mouth business?"Read more.

How to Hire a Salesperson, or Don't Do What I Did - October '08
"First impressions mean little when hiring long-term salespeople. When hunting for good employees, look outside your own mental picture of how they should appear. A plant manager for a Wisconsin cabinet company once told me that he always hired his best people in restaurants. I asked, 'You have lunch with them?' And he said no, that he hires the waitresses. Read more.

Selling: Timing is Everything - September '08
When you have spent the time to understand the customer's need, then you do not need to be pushy. They will ask you to help them. It is essential that as a woodworker, you delve into the true need of the customer. The more questions you have about style, placement, finish and use, the more the customer will see that you understand their need. Once they see that you understand... Read more.

Keeping the Funnel Full - May '08
In sales, we are always looking at what's in our funnel. The funnel represents all the possible projects, quotes and prospects that have a good likelihood of turning into business. Since the average sales cycle in the store fixture market takes about six months to close, the funnel is a good indicator of how much business we will have six months from now. If everyone is focused on the current business... Read more

How to Avoid Sales Meeting Headaches - February '08
Sales meetings are a massive expense in both time and money. They take every salesperson out of the field, along with many of the inside support and management staff. Even if you... Read more

The New Product Checklist - January '08
Before you venture into creating a new product, stop and ask yourself the following questions. Why are we making this product? Are we replacing... Read more

We All Hate Goals So Think Small - November '07
People tend to rebel against what others force on them. Goals only work if they are personal to and decided by the .... Read more.

Information Overload - October '07
Emails, blogs, podcasts, Customer Relationship Managers, (CRM) Blackberry devices, iPhones, they all offer a new path to doing the same work. But do they make our jobs easier or more... Read more.

Trained to Listen - August '07
Consultative selling works best on long-term sales where relationship building is the key to future business. Establishing your reputation as an ally to your customer makes every sale, even the commodities, easier. There are several ways to increase your consultative selling skills; the first is through better... Read more.

If Everyone is Going to Eat, Someone Has to Sell - July '07
Prospects and customers are not looking for the smoothest talking, best dressed sales person. They do not care if you are the most technical guy to walk in their door. What they want to know is that you understand what they are trying to create. When you follow up quickly with a summary, note or email, you show them that you follow through, that you understand and that you care about... Read more.

Lean for the Sales Team - May '07
Lean methods are focused on reducing cost by eliminating any action that does not add value to the customer; therefore, all call reports, activity reports, forecasting and even expense accounts are not... Read more.

Motivating Sales for Higher Margins - March '07
To include everyone in a sales incentive is essential to success. Take the time to set up a program that shows everybody in the company how they profit from these new orders. The goal is to get the whole company thinking about supporting the sales team by doing their part to... Read more.

Business Slow? Get it Together - December '06
You have no control over the market; you only have control of your reaction to it. No matter what you think or say, the market will do as it wants. The question is: How do you prepare for it? Do you pull back or do the same as you always have? Do you layoff staff or add... Read more.

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