Business Corner
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Who Said “May the Sales Force Be With You”? No One!
What sales skills and knowledge do your salespeople need to sell your products and services and what can you do to make them succeed? These are the key questions any small to medium sized company manager must ask about his/her sales force, experts…Phil Phillip, Contributing Editor 09.01.18
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Prospects . . . . Talk, Listen, Measure & Act
I’ve always been a fan of Harry Beckwith, author of the bestselling books “Selling the Invisible” and “The Invisible Touch.” Many of Mr. Beckwith’s sage advice based on astute observations have been adopted by succ…07.03.18
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Raw Material Cost Increases Vs. Alternatives
Researching our industry dynamics over the past several months, we have learned that although the growth in sales & demand is at an all time high for paint, coatings, adhesives, sealants & the overall specialty chemical industry, there contin…Phil Phillips, Contributing Editor 06.04.18
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Becoming More Strategic – Three Directives for Executives
You don’t need a formal strategy role to help shape your organization’s strategic direction. Start by moving beyond frameworks and communicating in a more engaging way. Are we entering the age of the STRATEGIST? We are observing…Phil Phillips, Contributing Editor 05.04.18
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What Does the General Finishes Global Market Look Like?
The Global Coatings & Paints Segmentation has three Strategic Groupings . . . . Product OEM, Special Purpose and Architectural. Within the Product OEM Strategic Group, there are eight Industrial Coating Segments with 86 Sub-Segments. Of the…Phil Phillips, Contributing Editor 04.09.18
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Brand Strategy
How must marketers keep their brands unique while making them central to their selective groupings? Industrial branding and retail branding have common issues. While serving entirely different segments and supply chains, they still make similar mi…Phil Phillips, CHEMARK Consulting Contributing Editor 03.19.18
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Entrepreneuial Growth & Vision Gaps in Privately Held Industrial Companies
Why Do Some Industrial Companies Fail @ Certain Generational Positions? ROADMAP for Future DirectionPhil Phillips, Contributing Editor 02.09.18
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Some New, Some Old... Terms Used in Business in Today’s Economy
It wasn’t too long ago; say 2-3 years ago, that these terms were not used in everyday business to describe where we are; where we’re going; what limits presses upon us in achieving our business goals: analytics, guardrails, highways, head…Phil Phillips, Contributing Editor 01.08.18
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Leaders Make Mistakes... Really?
Part 2 of a 2-Part SeriesPhil Phillips, Contributing Editor 12.04.17
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Leaders Make Mistakes... Really?
There are four leadership behavior traps that once recognized and dealt with, can assist managers to perform better.Phil Phillips, Contributing Editor 11.06.17
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China - Changing Landscape & Priorities
Before you can begin to dissect, analyze and comprehend the status of the Chinese coating market you first should deal with the 800-lb. gorilla in the room, namely the Chinese Economy. We have watched the Chinese economy explode with annual GDP growt…Dan Watson, Contributing Writer 10.02.17
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Short Primer: Decisions, What to Do to Make the Best Ones?
Business leaders can modify the setting which decisions are made so that more probable decisions lead to solid results.Phil Phillips, Contributing Editor 09.04.17
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Disruptive Events & Innovation In Coatings & Paints
A disruptive technology or disruptive innovation is an innovation that helps create a new market and value network, and eventually goes on to disrupt an existing market and value network (over a few years or decades), displacing an earlier technology…08.09.17
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Chemark Interviews Steve Kawaja of IFS Coatings
In our travels through the coatings, adhesives, sealants and specialty chemicals industries over the past 40 years we have met many interesting people and we plan on bringing some of those interesting characters to you in the coming months. One such…Phil Phillips, Contributing Editor 07.05.17
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Powder Coatings for Heat-Sensitive Substrates
CHEMARK Interviews Chris Reding, manager, Business Development, DSM Powder Coating Resins, Inc. CHEMARK: Why should we be interested in powder coating for heat-sensitive substrates? Reding: The operational, environmental and performance benefit…Phil Phillips, Contributing Editor 06.05.17
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Scientific Methods Applied to Strategy Development (Part One of a Two Part Series)
Conclusions... operations managers hate the strategic planning annual ritual...it consumes enormous amounts of management time... it has very little impact on company actions... it does not produce novel results... it does perpetuates the status quo.…Phil Phillips, Contributing Editor 03.31.17
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Best Methods To Compensate Salespersons
Over the past 40 years we’ve had the opportunity to observe and participate in recommending various types of motivational sales strategies and their associated compensation tactics within the global paints, coatings, adhesives & sealants in…Phil Phillips, Contributing Editor 02.13.17
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Readiness-to-Serve
The concept of readiness-to-serve is very simple: have the capability to respond to reasonably unexpected requirements from customers or external situations. The bottom line is equally simple: more loyal customers, more revenue, and higher profits.…Ira S. Miller , Director, Organization Development CHEMARK 01.06.17
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Analytics, Dashboards and Data
It wasn’t too long ago that data was gathered, analyzed, conclusions drawn from them and dashboards were instrument panels in autos and trucks. Today, and in the future, analytics is a must and dashboards are the narrow end of the data funnel w…Phil Phillips, Contributing Editor 11.09.16
