Material Insights

When to apply sugar coating

We all make mistakes. Sometimes they’re not our fault but we still have to take the wrap. They can cost the company lots of money, involve loss of time, productivity, incur injury or cause embarrassment. But perhaps the most potentially expensive missteps are those that negatively impact your customer, or at least their perception. Clearly, the most difficult are those cool-gray-toned ones where t...
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Change your view of the market to achieve success

You’ve probably developed a low tolerance for reading much more on the topic of Branding. You’ve been there; done that. I know, it seems like enough’s enough. Besides, you’ve got a business to run and there’s little time to mess around. On the other hand, I happen to believe branding is extremely important to your business. In fact, more important to business and industry than it is to consumer ma...
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What’s missing in news of recent change in formaldehyde emissions standards?

Here’s a message for all coatings businesses: Get out of your box and rise above any type of legislation that forces you to do things differently. Instead, feel the gravity—see only opportunity. Ask yourselves, what can we do with this one? We’re all so busy with the minutia of keeping our businesses going. Then, when industry news breaks, it always focuses on “what you gotta do now.” So we...
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Signs outside directors can help you grow.

Call me overly optimistic but I predict the next challenge on the horizon will be figuring out how to manage growth opportunities. The markets will eventually ramp up with fierce activity from pent up demand created during this long recession. There will be opportunity for every small coatings operation—a select few will make the most of it. If you’re not sure how to take the next step, it’s tim...
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You have to be (true to) your own brand

  Because most coatings businesses are small, the company brand is closely tied to the character of its leader or ownership. When you think of the company you get an image of the leader—the two can be somewhat inextricable. Here we briefly discuss the importance of the brand called YOU. After all, getting the business often depends upon people buying just that, YOU. It really doesn’t matter who y...
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Is your coatings business chasing the wrong metrics?

Operating a coatings business has its rewards, but it rarely offers comforting reassurance that you’re doing things right. We’re running in a new playing field. Standards by which we measure excellence have shifted. The environment, more volatile and less predictable. Add a downturn economy and it’s easy to find yourself bumped onto the fast lane of frenzy, requiring even more confidence that you’...
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The path to profits, passion and purpose lead CEO to unprecedented success

A new book, released this week, is an inspiration for any business that believes what they do is hard work. Delivering Happiness is a true story of how perseverance, focus and a little irreverence for the status quo pay off when you also treat people right. I was invited to review an advance copy of the book penned by Zappos chief, Tony Hsieh (pronounced: Shay). I highly recommend that you read ...
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B2B purchasers claim bad sales habits can be very destructive

Hypothetically speaking, if your customers had to pay less at the door to do business with you, doesn’t it stand to reason they might be willing to pay more for your products and services at the check out? If they suffered less pain during the entire sales process, would they be more likely to come back? A new study affirms, B2B buyers are not telling us how they really feel. Ignoring potential ...
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Step back, find your way to greater value

Did you know that developing a value proposition is one of the most difficult of all marketing activities? It’s why many companies let their sales departments make up stuff and sell on hype. But most businesses don’t even try. Instead, they choose the middle of the road—without one at all. It’s easier but like most things easy, it is also a mistake. When you walk down the middle of the road yo...
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Find hidden value in trade shows like ECOAT 2010

How to do it differently and develop a competitive mindset. Attending trade shows and conferences can be good for your business health but they also have the potential to give you a rare look at your own business in a different light. To grow in an ever more crowded environment, you must look for opportunity in ways your competitors aren’t—trade shows are a great place to practice. If you a...
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