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August 2009 Blog Posts (26)

Why are they called BDRs?

At POOLCORP the name for outside salespersons was changed about five years ago. Instead of Sales Representative the name was changed to BDR (Business Development Representative) I didn’t create it but I really like it! The new name focused outside sales people on their real function, growing their customer's business.

Think about it! If every sales person could help every customer and potential customers to achieve the development of their business based on their goals and… Continue

Added by Ken Rogner on August 28, 2009 at 5:11pm — 5 Comments

Aggressive Water VS Poorly Made Plaster

How aggressive does water need to be and how long does it take to visibly etch well-made plaster? And if plaster is not well-made, what can even balanced pool water do in terms of early deterioration and discoloration? The following are results of our study.

“Good” Plaster, “Bad” Water - The first part of our study was designed to determine the amount of calcium that can be dissolved or etched away from well-made pool plaster by aggressive water. Several plaster coupons were made… Continue

Added by Kim Skinner on August 27, 2009 at 4:19pm — 10 Comments

Secret Weapon For Competing On Price

There are recent opinions spreading around on the bad practice of competing solely on price. The problem of slashing prices to win deals comes from two sources:

1. Salespeople don’t understand how their company makes money (nor where it breaks-even) on clients.

2. Salespeople lack the sales training to properly handle premature price objections.

I’ve got thoughts on both of these, with a secret weapon at the end.

Salespeople who have never been taught how… Continue

Added by Rex Richard on August 25, 2009 at 1:52pm — 5 Comments

Writing an Effective Headline

A poorly written headline is fatal to online marketing efforts. Internet marketers must learn to write each of the following types of headlines -- or let their businesses die:

• Landing page headlines -- the large words that appear at the top of a landing page,

• Webpage titles -- the hyperlinked words displayed in search engine results,

• Pay-per-click (PPC) ads -- the first line in a Google AdWords ad, and

• Subject lines for e-mail promotions.

With… Continue

Added by Rex Richard on August 25, 2009 at 1:43pm — No Comments

Throwing Good Money After Bad

Have you ever heard the expression, "Throwing good money after bad?"

Have you ever worked on something you knew was a bad idea, yet continued to pour time and energy into it? And every time you tried to stop yourself from going forward, you said, "but I've got so much put into it!"

When we make decisions about the future, many of us base a good part of our analysis on the resources we have invested thus far. It's a natural thing to do; you've put time,… Continue

Added by Rex Richard on August 25, 2009 at 8:38am — 2 Comments

Hold on to your hat!!

It is a rough ride right now in the "seasonal pool business in the Midwest". We have found that you have to make cuts that you had not expected to make. One thing that was pretty helpful to us in June and 1/2 of July was to use the state offered Summer Youth Program. This was acquired through our Michigan employment agency called Michigan Works. They supply you with a youth aged 14 to 24 and also pay them to work for you. We got 3. I must say, the older the better. The younger ones require much… Continue

Added by Mike & Cathy Snyder on August 25, 2009 at 6:00am — No Comments

Need Your Help

Help! We need Old scaled pool tile, and old spa cartridge filters for our live demo at the international pool / spa expo or call 866-889-2583, we can work out a deal, maybe free product for old tiles and cartridges?


Added by Tony Roland on August 24, 2009 at 7:06am — No Comments

Where is the "Cash for Splash?"

Where is the Cash for Splash?

The government is taking many millions of dollars from all of us, and there seems to be unlimited funds for the favored in our struggling economy, but where is the cash for splash? Throughout the country, pool builders are selling pools, only to have trouble getting them financed. Yet today, it has come to our attention that our government is loaning two billion dollars to drill for oil in…Brazil! George Soros, coincidentally, holds the largest holding… Continue

Added by Merry Wise on August 20, 2009 at 2:30pm — 7 Comments

Leveraging Yourself!

Use the questions below to increase your focus, your reach, your power, and dramatically improve your “bottom line”

1) What business activities do you regularly spend time on at the

expense of other higher profit and/or higher enjoyment business

activities? List them.

2) Operation "Money Suck" is when entrepreneurs find themselves doing

$10/hour tasks when they could be doing $100+/hour tasks – so they

are essentially throwing away $90+ with every hour.… Continue

Added by Rex Richard on August 20, 2009 at 2:30pm — 2 Comments

Military strategies for sales success by Ken Rogner, POOLCORP

When I sent the following article to Rex Richards, he agreed that we have a lot to learn about success in business strategies by emulating military strategists. A few years ago my wife and I took a trip to China and Mongolia. We spent time living in gers, riding camels and horses and traveling across the Gobi desert. It was the beginning of my fascination with (and study of) Genghis Khan. I also used Genghis Khan's strategies as an outline for "parallels", a theme for my POOLCORP Sales Boot… Continue

Added by Ken Rogner on August 20, 2009 at 8:00am — 2 Comments

Making Durable Pool Plaster #2 of 2

For one through seven, see "Making Durable Pool Plaster #1"

Eighth, once the pool has been plastered and is finished, the filling of the pool with water should not be started too early. Conditions vary, but as a general rule the water should not be turned on for at least 6 hours after finish troweling. This allows the plaster to properly harden before being submerged in water. Even balanced tap water can dissolve certain plaster components from an insufficiently hardened plaster… Continue

Added by Kim Skinner on August 18, 2009 at 12:35pm — 1 Comment

Competitor's lack morality!

I found out last week that a competitor had copied the proposal that I provide to each and every customer that I give a quote for a new swimming pool.

I am not saying that they copied the way that I quote I am saying that they copied it word for word with only about 5% of it changed to suit them.

I have been using this method of quoting since 1992 and now they have copied it.

This proposal is a very thorough scope letter which details the construction and plainly states and… Continue

Added by Ben Tipton on August 18, 2009 at 6:25am — 5 Comments

Beware of Customers!

Here is our answer to deadbeat customers! Sorta like a BBB for business'....and only a $5 registration fee! Check it out....

Added by Wendy Purser on August 14, 2009 at 10:20am — 1 Comment

Making Durable Pool Plaster - Lessons Learned #1 of 2

Our field and lab research, coupled with consulting and analysis services from two of the best cement failure-analysis labs in the country, has led to newer and better explanations for the causes and mechanisms of many plaster failures, including etching, scaling, nodules, delaminations, spotting, streaking, staining, discolorations, and general surface deteriorations. Together with the professional labs, we have been able to demonstrate that known concrete/cement science applies to pool… Continue

Added by Kim Skinner on August 12, 2009 at 11:00am — 6 Comments

How to Purchase Eco-Friendly Sun Lotions

Our environment is very precious to us. We have learned the importance of air-quality and more efficient natural cleaners. Equally important and perhaps more critical to our beautiful oceans and lakefronts is the choice of eco-friendly lotions. While we cannot sacrifice the protection of our skin from harmful UVA and UVB rays, there are many products now available on the market that will not harm our environments.

We have learned over the years, UVA rays play an important role in… Continue

Added by Kelly Kline Engaldo on August 11, 2009 at 11:03am — No Comments

Rough Plaster?

I have a customer with an indoor 10,000 gallon heated pool with a cartridge filter that's about 7 years old. They installed a salt system about 2 years ago and have always kept the pool chemistry inline themselves. This is an elderly couple and they use the pool for physical therapy. Within the past month the plaster on the pool has become extremely rough. Think 60 grit sandpaper or worse. The problem is over the entire pool and not alocated to one area. the pH hasn't been below 7.2 and the… Continue

Added by Jeff Woods on August 10, 2009 at 8:59pm — 9 Comments

WAVE philosophy in distribution sales. Ken Rogner

When I was growing up, WAVES was an acronym for Women Accepted for Volunteer Emergency Service and they were the navy’s version of the army’s WACs. “Doing the wave” in the stadium at a University of Michigan football game was a completely different event and “new wave music” added another dimension to the term. But after dozen’s of years of educating distribution sales reps, I have begun to dub them as my WAVEs, that is, my “Wholesale Added Value Engineers”. “Being a WAVE” is my way of teaching… Continue

Added by Ken Rogner on August 10, 2009 at 7:48pm — No Comments

Pride in America is Pride in yourself

Buy american made products. Keep jobsin the US

Added by Kurt Ritter on August 10, 2009 at 11:06am — 2 Comments

Are you throwing your leads away?

Chances are you are if your writing them down on a form or post it note and handing them over to your sales staff, or even worse if sales staff takes your leads down the street to brand X.

In these tough economic times when customers are not knocking down our doors these leads are GOLDEN. They are your continued existence in this industry, they are yours and your employees livelihood and should be treated as such by all in your office.

In my conversations with many pool builders on… Continue

Added by Pool Pro Office on August 7, 2009 at 1:16pm — 2 Comments

Is your business sustainable?

This group is for those that believe or want to learn how we can do well by doing good. How we can participate in the construction of a restorative economy. How we can cease the pursuit of doing less bad and confirm our ability to do net good. How the good of the many in all that we do is also our self-interest. We must be the change we want to see in the world but must first embrace the need to change. The group is here:…


Added by Frank May on August 7, 2009 at 9:00am — 2 Comments

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