KEEP CONTROL OF THE AGENCY UNDER CONTROL by Grace Bauer In these times, agency principals and owners are working lean. It's difficult to find good help, and agency numbers force com...

Recently, I came across an interesting column in a national marketing publication. The writer indicated that marketing programs don't perform well because of 'business marketers' dogmatic belief that 'selling is the only form of marketing I need to do.''
This is an amazing statement because our experience at Graham Communications is quite different. As we see it, the problem is failing to achieve the benefits of marketing because the emphasis is always on sell, sell, sell.

Gunther Gunderson had doubled the sales staff in his ski shop. Heidi Svenson, the shop's thermal underwear buyer, suggested that Gunderson might save money and take charge of his employees' medical insurance coverage by opening a Medical Savings Account (MSA). Gunderson was skeptical until Svenson showed him Section 105 (h) of the Internal Revenue code which allows employers to start MSAs for their employees' welfare.

Are you trying to figure out how much to pay your producers by asking, 'What's the agency down the street paying?' Beware!

SAVING JOBS FOR EMPLOYEES WORKING PARTNERS Good employees are in high demand. This is especially true in the manufacturing belt that weaves through the hills of Catawba County, North Carolina. T...

SIX WAYS TO lsquo;WOW' YOUR CUSTOMERS by Vicki Lenz The problem with many businesses today is that they strive to satisfy cus...

TARGETING THE ETHNIC CONSUMER by Jack Burke In the marketing field, the debate continues as to which is better, a well-aimed shot with a 22-caliber rifle or a broad spray of buckshot fr...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.

VERTICAL RELATIONSHIPS BUILD BUSINESS by Emily Huling Its no secret that strong personal relationships with clients help businesses grow and prosper. All too often client re...

Is selling the same as prospecting? Is selling the same as quoting?

No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.