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Loyalty and MAGIC

It seems that nearly every conversation that transpires between manufacturers (brands) and retailers includes some acknowledgement of the need to build customer loyalty. The manufacturer wants to
Categories: General

Cap at Your Own Peril

Given that we are entering the fourth quarter of the year for those companies that work on a calendar year basis, now is the time when some clients contact me to talk about redesigning their sales
Categories: General

Community Connection Counts for Collision Specialists

As a viewer of Connecticut local television, you may have come across a very powerful commercial discussing the perils of texting and driving.  What makes this “public service announcement” seeming
Categories: General

Win-Win is Often Wrong Wrong

Talk to business executives and sales people across every industry and you will hear them sum up their approach to account management, sales, and negotiation as being focused on “win-win” outcomes.
Categories: General

Is Stevie Wonder Your Business Mentor?

When most people think of Stevie Wonder, they think of his amazing talent musically. However, very few of us think of Stevie Wonder as a person to turn to for business advice. While Stevie Wonder may
Categories: General

Go Ahead, Wear White!

All of our lives it seems that people have been telling us what we should and should not do, what is correct and what is not, and how to do things and how not to do things. Sometimes, this list of
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What Will It Take Before You Learn?

The excitement and dread of school-aged children is palpable this time of the year. It is “Back to School” time and all of the hopes and promises of good outcomes still have the potential to come true
Categories: General

Do Assumptions Belong in Business?

When we think of business executives and leaders, we tend to think in terms of people who are quite comfortable with facts and data.  They are facile with spreadsheets, financial analysis, and base
Categories: General