As we close out 2021 in what may very well be the strangest year ever for the economy, there is a very strong demand for capital projects but a lack of labor to support production and installation. On the demand side, the US federal government has passed three stimulus programs exceeding $1 trillion each since March 2020. The extra money has supported homeowners, government, and industry alike, making it possible to purchase more hard goods. Many people who lost their jobs early after covid hit have not returned to the workforce on the labor side. As a result, several million fewer people are employed in the workforce than before 2020. The shortage of employees has become so significant that we have entered what is being called The Great Resignation, where record numbers of people quit to get a new job. Another trend in government and big business is that many employees work remotely. It makes emails and Zoom meetings more important but in-person meetings less common. But a problem starting to be recognized with remote work is that work productivity tends to decline over time, and innovation slows. Understanding the nature of this new remote work environment can create great [...]

What a year! As we prepare to leave 2021 behind and greet 2022 with enthusiasm and anticipation for the challenges we will undoubtedly face and successes we will surely achieve, I find myself sitting in my office reflecting on my first year at Sullivan-Palatek. On the bright side, the demand for compressors was rebounding as the country and world emerged from the pandemic giving salespeople the hope of making up some of the losses they had endured. Sadly, the positive beginning of the year was quickly diminished by the unprecedented supply chain difficulties that slowed everyone’s ability to deliver a product as they had routinely done. This affected every aspect of sales, including the customer relationships that salespeople had spent years developing on all levels. Suddenly we were unable to give customers the product they demanded in a timely fashion. Add to this the crippling inflation of prices for everything, and it is easy to lose focus on anything else. We have all heard the old saying, “control your controllables,” and I have always tried to follow this tenet. I’ve never given a lot of effort or energy to the things over which I have no control, and the supply [...]

It's showtime! Once again, it is time to take the sales team to Las Vegas to showcase our company and products at the ARA show. The American Rental Association is an extensive group covering a wide variety of rental equipment from party tents to heavy construction, and portable air compressors are a part of this. Sullivan-Palatek maintains a presence in several shows each year, and ARA is one of the largest annual events. Our purpose for attending these shows is primarily centered around maintaining the relationships we have with our current customers by listening to their feedback about any issues they may have and sharing with them news of new products or enhancements designed to give them a competitive edge over the competition. These shows are invaluable to the sales team as far as deepening relationships by continuing to tell the Sullivan-Palatek story. The ARA show is a little different because a significant number of the people attending are distributors who rent compressors to end-users. They supply businesses and contractors that use our equipment but prefer to rent rather than own it. This gives the sales team a chance to introduce them to Sullivan-Palatek and show them our new products. [...]

As a local distributor of industrial products, competing in a world of remote sellers is becoming more and more commonplace. Not only can buyers get competitive pricing through online stores, but they also can easily find out-of-state distributors that handle products similar to yours. While there is never a one size fits all solution, knowing how to use your on-site presence can provide you with advantages over any remote seller. One of the biggest advantages might start with helping the customer specify the right compressor system for capacity, air quality, and maintenance. However, there is a dilemma in the up-front work; you want to make sure you don't give away your consulting expertise for free. The first step of avoiding this mistake is recognizing the danger. If there is no up-front agreement to use your company, what will stop a purchasing department from getting competitive bids on your specification? Your local presence can help you size out the purchasing process. Is the decision-maker an owner/operator? Is it the engineer, maintenance manager, or purchasing agent? Is it a committee? Are bids required? Knowing this information can help you decide how much information to give up-front. A common quoting strategy for local [...]

As Director of Field Sales, I have been tasked with managing the outside regional sales managers for both portable and industrial products. Outside sales is a critical component of our strategic plan for growth providing us with the face-to-face contact with our direct customers necessary for building and maintaining our relationships. One of the foundation blocks of our value proposition separating us from other manufacturers in this industry is our commitment to our customers and this begins with our sales managers. Building a relationship with you begins with them understanding your business, always looking for ways that Sullivan-Palatek can help add value for you, or make your job easier even if in some small way. Earlier this year, we conducted the most intensive internal sales training in our company’s history broken into two groups, industrial and portable. The primary purpose for this training was to better define and enhance our value proposition for our customers and to then incorporate this into our day-to-day processes. During this training, the complex nature of our industry as well as the changes impressed on us by social issues such as the COVID 19 pandemic made us think about new ways we can work with [...]

As we are coming out of COVID, Sullivan-Palatek has a new vision for its partnerships with distributors. We believe most sales of compressor products should go through distribution or a trained OEM because compressed air systems are complex. End customers should obtain substantial benefits by having a local trained professional participate with them in the product selection, installation, operation, and ongoing post-sale needs. A the manufacturer, our role is to fully support the distributor through quality products and support. Our support team includes inside salespeople to help with product ordering, service people to help with warranty and technical issues, and a parts department to help you select replacement components no matter how old your machine might be. These are long-term staff people, knowledgeable in our business and they are available by email or phone. We are a company with people you can talk to. We also employ several outside regional sales managers who advise you on sales strategies, applications, and local issues. The groups are separated by specialty, some are dedicated to the industrial product line whereas the other half specialize on our portable line. As a distributor, you are responsible for acquiring customers, specifying the products in their complete [...]