Gain a sales advantage by collecting info about your competitors

A s salgst't opt.E. \\'e love to cclm.ILpluitt lhoul the .rtmpctitiott. Unfortunately'. complainin-r docsn't dc'r us any -good. A better approach is ttr create a system to learn about thc competition. Knou'led-te of the competition-not onlv their stren-uths and wcaknesses. but also their patterns and tendencie s will providc 1'oLr with a distinct aclr"anta-re. and prel'cnt 1'ou frorr gctting blinclsidcd or scriously outmaneuvered.

That happened to nrc. To this clal-. I still get a sick tccling in nrv st<tIrach as I rcnrcnrber thc rlal' *'hcn I lost ttty largesl account to nrv arch conry-rctitor.

It was an account that rnade up 20% of my total vcllume. In my blissful ignorance, I was content to grow m1' business by calling on the end users and purchasing department. while nt1' competition was successfully' building a relationship with the administration.

The result'l My best account signecl a prime vendor. solc-source agreemcnt with nry conrpetitor. and w'ithin 60 clays. I was alrnost totllly out of that account. I was blinclsided.

That's a lcsson that sticks u"ith Itic. ancl or.rc fror-n which yor-l can learn. To bccomc goocl at kno'uvirtg uhat yttur conrpctition is up to, itttplcrncnt this

Whether grade markinq, nai pattern mark ng or l',1' -,t',,:-:.:.,..,,..,,..,,.i.,..,::":i':i'rrrrr' r0rnpany 0g0 mar( nq, ir"latthevrs specia tzes in equipment and _,,,,,,i.i,:rr:t:,'tr:'r':r" inks specific to ihe lvood ndusrry 0ur Drop on Demand (D0D) ink jet printers i .'. "'""""""' withstandevenrhetoughest,harshestenvir0nments,keepngupwththedemandsofthewood industry. l\4atthews'systems run at faster ine speeds ihan the compet t on. [4any of N4atthews'inks are 5pecif( to wood products and are approved by the Enq neered Wood Assoc atlon \!ater based, fast dry and VOt frcc nks are avai ab eL

Matthews is a so utions or ented supp ier, work nq with the mill to provide a turnkey insta lat on \N th r0mp ele systcm iftegrat 0n into cxistinq networks

Nail Patterns