Export Inquiries: Are They Really Worth The Effort?
In our experience here at Provincial Partitions we estimate that 1 in every 100 enquiries from other countries actually result in a sale. What does that mean? Well, in a nutshell, we take them “all” seriously. I'm reminded of a client who enquired about one of our less popular product lines. Oddly, it's a product that we have struggled with for various reasons. But he persisted and has become one of our most valued clients. After we did a few shipments with the customer one day at lunch I asked him, “Why did you choose us?” His answer was “I came to Canada to find a supplier and you were the only one who took me seriously!” Anyone with a product or service can export, or at least attempt to export. But success is far from guaranteed. At the best of times exporting can be a complex and challenging process. If you're willing to go the extra mile, it often pays off. That's why we try for them all even though our ratio is still 1 out of 100! Your thoughts?

Badmouthing The Competition...

Badmouthing your competition rather than defining your strengths of service or the quality of your product usually means you do not have anything worthy to talk about. And if not, why on earth would anyone want to buy anything from you?

One thing that can kill a sale faster than anything is when you have a somewhat sophisticated buyer and you rant and rave about how bad, dishonest, over priced or what junk that your competition is selling in the market. And here's the thing. We have a competitor who does exactly that. Their main sales approach is to badmouth us, and not just once and a while, but constantly! What he doesn't realize is that this week alone we signed three new orders from customers who do not like his approach to selling.

No wonder so many people dislike salesmen, me included. It's the way they act and the BS and badmouthing they promote. Look, anyone can badmouth the competition, but if there is going to be any badmouthing of the competition let the customer do it and simply say; I understand how you feel and then move on.

Badmouthing. I don't like it and I don't do it. I wonder when our competition will catch on? Your thoughts?

Introductory Blog...

I’m Todd Frankland, founder and CEO of Provincial Partitions Ltd. I’ve been involved in the Modular Building Industry for more than 27 years now, and have lots to say. I am hoping this post will stir your thoughts and inspire you to share your experiences in our industry with me. You can learn more about my company and me by visiting our corporate website here at www.pro-part.com.

And hey, this just in: Provincial Partitions was recognized recently with two awards from the MBI during their 25th annual convention and awards banquet held in Bonita Springs, Florida. We won first place in the "Permanent Modular Special Application" for an explosion proof building and were also recognized again for our corporate website. We're proud of the work we do here and it's nice to be singled out. To learn more about the MBI (Modular Building Institute) and the good work they do to promote this unique industry, visit their website here.

So there you have it. I intend to publish this blog on a weekly basis, so come back soon. My hope is that this will be a good resource for all who are involved in the Modular Building Industry.