Selling

 
Selling Points: Lighting Retrofits
by
Thomas E. Glavinich
| December 2012
| under

The lighting retrofit was one of the first services that electrical contractors (ECs) entering the energy services’ market offered their customers.

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Editors' Pick
Training Day: Lighting Solutions
by
Susan Bloom
| November 2012
| under

With lighting and communications technology evolving rapidly, lighting manufacturers are under pressure to determine how to best reach out to and train busy electrical contractors (ECs) on new and existing products.

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Editors' Pick
Stand Behind Your Work
by
Thomas E. Glavinich
| June 2012
| under

Everyone is selling something, whether it’s a physical product or an intangible, such as professional qualifications. As electrical contractors (ECs), it is your job to deliver solutions for electrical needs.

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Editors' Pick
Savvy Selling
by
Susan Bloom
| February 2012
| under

Surveying the current state of his market, Phil Rose, president of Milwaukee-based Roman Electric Co. Inc., painted a not-so-rosy picture.

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Editors' Pick
Making Sure the Customer Is Actually Right
by
John Paul Quinn
| October 2011
| under

Legend has it that, at the turn of the 20th century, the Chicago department store magnate Marshall Field instructed his salespeople that the customer is always right.

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Editors' Pick
Maximize Opportunity
by
John Paul Quinn
| January 2011
| under

The economic recovery, almost without exception, has been coming slower than snail’s pace for the construction industry.

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The Evolving Role of Electrical Contractors

The construction industry, as a whole, is changing

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