Rick Hill

On the last leg of my sales trip, I met with another woodworking manufacturer that used local suppliers of wood products, allowing them greater control and to keep pricing competitive.

Searching for wood products made in America, Rick Hill recently took a recent 1,500 mile, 3-day sales trip in Ohio and IL.

Rick continues his travels across the heartland, on a discovery of thriving woodshops bound and determined to succeed.

Whether you have a huge showroom or just work out of your basement, videos can increase your business creating movement that builds the emotion and passion of your design or product.

It is time for the woodworking wholesale market to take note of the new reality. Forget rebates, spiffs, regional promotions, distribution territories, and negotiated special pricing. The market knowledge has moved beyond the promotional systems of the last decade.

Regional sales promotions do not have the same impact as they did a decade ago as a result of increased market knowledge.

A good way to reward customers, who refer friends, is to first write them a thank-you note for the help. If the referral turns into business, and you want to send more than just a thank-you note, make it a non-monetary gift, like a dinner coupon or a donation to their favorite charity.

Don't let excessive rules become a roadblock. Take a look at your sales policies, warranties and hiring practices, eliminate the ones that hinder service and you will see more sales.