Straight Talk with Davies Hood

2011 has been a good year at Induron. Yes, it’s been a good year in sales, but it’s also been good in a way less easily quantified – culture.

Throughout our organization I can point to specific business changes that have affected our culture in a positive way. I feel the good year in sales is directly correlated to the great culture throughout our organization.  Continue reading

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Straight Talk with Davies Hood

At Induron, we have a relationship based sales model and process. That’s the way we sell our products. I was in sales for years, and now I’m being sold to a lot, so I’ve seen both sides, and it’s the people I’ve really clicked with and become friends with who I like to buy from and who I sold a lot to.

What we’ve learned in 60 plus years of trying at Induron is that the influencers in our business, the water business, are civil engineers. The one’s that trust us and with whom we have a genuine friendship with are the one’s that we do the most business with. That’s how we’ll continue to do business in the future as well; business based on long term relationships.

I don’t like playing sales games, such as mirroring, and I sure don’t want to ask our sales team to do anything like that. Mirroring is when you go in to meet someone and you cross your arms because theirs are crossed, you make eye contact only because they do or you lean up on the table as they do. I consider that more in the field of manipulation than relationship building. Another game people play is looking for signs that tell them about the person they are meeting with when they first go into their office. I have a piece of artwork in my office of hand-tied flies. Now, I am not a fly fisherman, I just like the piece, so when people come in and automatically start talking about it, I’m not very impressed or interested. You have to take the time to really find out what people are truly interested in.

It’s not usually too difficult to find out these kinds of things about people when you are genuinely engaged with them, because everyone likes to talk about themselves, their hobbies and their interests. As you each exchange this personal information and connect to each other on various levels, a real relationship will be formed. What I personally need to work on is talking less and listening more!

At Induron, We try to make friends first and then make the sale. I want my guys to be genuine and have integrity. Of course we want to make the sale and get the commission today, but we also want to make the sale in five years and in 15 years.

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When the Going Gets Tough…

By Tex Enoch, Induron Sales Representative

Some projects move right along and stay on course from the beginning, with little or no challenges or complexities. But what’s the fun in that? One of our recent projects proved to be an opportunity for forward thinking and innovation in the midst of complexities.

When I.K. Stoltzfus was hired to repaint a wash water tank and a 2 million-gallon clearwell for Aqua Pennsylvania at their Pickering treatment facility, they contacted Induron for the tools for the job. Continue reading

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Cezanne, Van Gogh or Monet?

By Davies Hood, Induron Executive VP

If you happen to own a painting by one of the Modern Masters Cezanne, Van Gogh or Monet, and are looking for some interior flat latex house paint for your own personal art gallery, here’s your lead – check out Durability + Design’s article about a new paint collaboration between the Guggenheim museum and Fine Paints of Europe. These colors will also work if you happen to live inside a house designed by Frank Lloyd Wright. It’s fun to dream isn’t it?

 

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Specifications

By Davies Hood, Induron Executive VP

I’ve said it here before and have discussed it at length with co-workers, clients and friends in the business – the Specification is the single-most important component of a quality coating or lining project. I know that might sound strange coming from a paint manufacturer, but the truth is when the jobs’ parameters – including workmanship, quality of materials and time standards – are clearly laid out at the beginning of a project, the chance for success is immeasurably better.  Continue reading

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Zero Defects!

By David Hood, Induron President

“Zero Defects!” So proclaimed a huge sign over the entrance to Lockheed- Martin’s production facility in Marietta, Ga. It was 1966, and I was a newly minted junior engineer doing structural analysis on the forward bulkhead of the C-5A Galaxy. It seemed pretty obvious that defects in manufacturing an aircraft capable of lifting 800,000 pounds into the air were not well tolerated.  Continue reading

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It’s the Economy, Stupid

By Davies Hood, Induron Executive VP

That was the battle cry Bill Clinton used two decades ago to get the keys to the White House. It’s also a lot of what we’re hearing today, not only when we discuss politics, but, as we are all learning, also when we discuss just about everything else, from our careers to everyday household decisions. Continue reading

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