2010 | Accessa

2011: A wake-up call to [successful] coating business managers

In a few weeks the arrival of 2011 will also mark the end of a tumultuous decade. It’s bittersweet. You and your business have survived, though it wasn’t easy. On the other hand, each new year brings with it opportunity and a fresh start. We all get another chance to find the onramp to any number of virtues associated with being in the coatings business: earning a fair profit; choosing your wo...
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Drill deep to see the new face of market demand

Embrace the differences that will drive innovation If you want to know what’s driving business, you have to drill down deep. Of course, demand drives customer orders and, as it follows, your customer’s customer orders and so on. But when you finally get to the bottom of it, you’ll see a new face of change—a nonconforming consumer that’s younger, and more powerful than any previous generation. He ...
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Set the score straight with your offer to coatings customers

When profit margins are shaky thin, you can blame it on assumptions. When we lose business we deserved to have, again, blame it on assumptions. Assumptions are dangerous but they are avoidable. Instead, take less for granted and swiftly shift the spotlight on your proposals from cost to unquestionable value. By taking the road less traveled you’ll win more business and make more money doing it...
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PPG SELECTS ACCESSA COATINGS SOLUTIONS AS DISTRIBUTION PARTNER

INDIANAPOLIS – PPG has entered into an agreement with ACCESSA Coatings Solutions on its line of TrueFinish® Industrial Coatings. ACCESSA will serve as PPG’s sales and distribution partner. PPG joins the current general industrial segment of ACCESSA’s product segment offerings. The PPG TrueFinish line offers a variety of solvent-based primer and topcoats, water-based primer and topcoats, and pow...
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How a word like “metalwork” could spell online success

2 big ways to enhance Google-search “pretreatment” How well is your website working for you? If you’re not getting consistently good search engine rankings, your audience is not finding you when they need you most. It would be well worth your time to take a hard look at your entire online strategy. Start with a view from 10,000 feet. What if the addition of a few key words at the top level increas...
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Put your coatings business on the road. Five practical steps

Do you want to ratchet up your sales? Increase potential new business opportunities? Build your network? Explore new vertical markets? Consider event marketing. Take your company on a road trip and explore new territory. Forget “visitor,” you can become a trade show exhibitor—think of the badge upgrade. Imagine your logo on that big vinyl banner. Seriously, trade shows mean business and this k...
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Engage your peers with words of wisdom

Industry jargon barely scratches the surface No one is more comfortable creating jargon and buzzwords than industry. (So many examples … I’ll spare you the list.) So then why hasn’t industry developed its own terminology for Internet media marketing strategies, social networks and the like? The lack of industry specific terms could be an indication for the level of our acceptance and adoption in t...
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Customer perspective offers direction to more valuable coating solutions

Seize a ship of fools and commandeer a slight shift in your sales process. The maneuver could help you attract more business and build longer-lasting relationships. Adopt a more analytical approach with your customers. Aim for proposing solutions that better connect to your customer’s real needs and thus their very present reality. To do this, examine what you’re doing: do you spend more time with...
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Get more “go” out of your coatings business

Believe it or not, coatings contracts has been won and lost based on whether or not the customer “had a good feeling” about your business and its employees—particularly in the beginning during the kick-the-tires stage. When everything else is equal, and geographic location is of little consequence, the gut feeling your company generates will motivate customers to choose, rather quickly, whether to...
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