A few of our large customers are struggling in the current difficult economy. We are using our customer business resource concepts to do all we can to help them. It is during these difficult time that being a true customer business resource shows its true value for OPSA and our customers. Because we ask and learn about their entire business, not just the portions our services touch directly, we are able to offer suggestions, referrals, and ideas. It is during tough times that real strong relationships are built.
There's no sugar coating it - this is a difficult time. We'll get through it, but it will take a while.
If you are interested in learning more about becoming a customer business resource, check out Jerry Stapleton's book From Vendor to Customer Resource. It embodies many concepts I learned and have honed during my career at Little Rapids and OPSA. I believe strongly that becoming a customer business resource is the best method for a sales team. I've seen it generate excellent returns and I've seen the alternatives generate lackluster results.
Have a great week!
Monday, June 8, 2009
Friday, June 5, 2009
China Claims Stimulus Will Not Harm Environment
An interesting story out of the AP today quotes a Chinese official comforting the world that the huge Chinese stimulus program will not be used for projects that are not environmentally sound. He claims several projects have already been rejected because of their negative environmental impact. Also, there is $30B US in the stimulus specifically for projects that help the environment.
The end of the article mentions some progress China has made in reducing pollution this year. The amount of sulfur dioxide, an air pollutant tied to acid rain, fell as did the amount of chemical oxygen, a measure of water pollution.
The amount of money the Chinese are spending on environmental clean-up is a huge opportunity for US firms. I've mentioned several times that environmental projects are a great fit for the US economy.
Also, one of my big problems with visiting China is seeing the pollution. It must get better, and I'm confident it will. Here's the article. Have a great weekend!
http://news.yahoo.com/s/ap/20090605/ap_on_re_as/as_china_environment_2
The end of the article mentions some progress China has made in reducing pollution this year. The amount of sulfur dioxide, an air pollutant tied to acid rain, fell as did the amount of chemical oxygen, a measure of water pollution.
The amount of money the Chinese are spending on environmental clean-up is a huge opportunity for US firms. I've mentioned several times that environmental projects are a great fit for the US economy.
Also, one of my big problems with visiting China is seeing the pollution. It must get better, and I'm confident it will. Here's the article. Have a great weekend!
http://news.yahoo.com/s/ap/20090605/ap_on_re_as/as_china_environment_2
Wednesday, June 3, 2009
Communication Is the Key in Tough Times
One of our larger customers is really in trouble. Unfortunately they've taken to not responding to questions or providing information. This means we can't respond correctly to questions from the factories we manage for their products. This is absolutely the opposite tactic to take when times are tough.
US companies need to communicate even more often and thoroughly when things are difficult. The Chinese culture is very collective and the Chinese people will respond positively to honest communication about difficulties. With a long-term view it can be an opportunity to build your relationships with your Chinese suppliers.
I suggest supplementing e-mail communication with skype calls and even video calls. A handwritten note of thanks for support and partnership can also go a long way. Using multiple forms of communication will build rapport and trust.
Things overall with the economy are improving and better times lie ahead. Build relationships now when things are difficult so you and your partners can react quickly to the opportunities the improved economy of the near future will bring.
US companies need to communicate even more often and thoroughly when things are difficult. The Chinese culture is very collective and the Chinese people will respond positively to honest communication about difficulties. With a long-term view it can be an opportunity to build your relationships with your Chinese suppliers.
I suggest supplementing e-mail communication with skype calls and even video calls. A handwritten note of thanks for support and partnership can also go a long way. Using multiple forms of communication will build rapport and trust.
Things overall with the economy are improving and better times lie ahead. Build relationships now when things are difficult so you and your partners can react quickly to the opportunities the improved economy of the near future will bring.
Monday, June 1, 2009
June Starts with Upbeat News
There is data out today that shows manufacturing activity in China grew in May. Two different purchasing managers' indexes were above 50 which means growth in activity. This is good news for the global economy as China appears to be coming out of the recession which will eventually mean most of the rest of the world will as well. The stimulus program in China is being touted as having an impact on this growth.
The global stock exchanges certainly think we are moving out of recession. The Hong Kong market was up 4% overnight and the Dow is up significantly today despite GM's bankruptcy filing.
I believe we will look back on this recession as a very difficult time, but a time that set the stage for further growth and prosperity long-term. Here's a link to a Newsweek article on the above data. Have a great Monday afternoon!
http://www.businessweek.com/ap/financialnews/D98HKJQG0.htm
The global stock exchanges certainly think we are moving out of recession. The Hong Kong market was up 4% overnight and the Dow is up significantly today despite GM's bankruptcy filing.
I believe we will look back on this recession as a very difficult time, but a time that set the stage for further growth and prosperity long-term. Here's a link to a Newsweek article on the above data. Have a great Monday afternoon!
http://www.businessweek.com/ap/financialnews/D98HKJQG0.htm
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