Letters, feedback, get it off your chest: 1 April 2009

Readers have their say over recent news.

Re: Digital navigators drive Sensis sackings

Interesting. Not totally unexpected unfortunately. The thing about satellite navigation devices is that I have yet to come across one that is totally reliable and they seem to create a lot of angst for users – no doubt this will improve over time. And then there is the question of how good the coverage is depending on where you are.
 
The good old printed directory under the front seat never lets me down (provided you have a recent edition). So, while the tide may well be flowing strongly in the digital direction, there is definitely still a place for the printed edition as fail-safe back up.
 
Thanks for the article.
Gordon Cole

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Re: Death of the print salesman: Print 21 magazine article

When will company owners get it?
 
The client list is part of your balance sheet. It is your goodwill and what makes the company grow. In this economic environment, it will often be the only asset of value left if you want to sell the company.
So why are we happy to let our reps waltz off with the clients and hand them over to someone else?
 
All business-owners must invoke a strategy in customer service that ensures the client stays with the company and not the other way around.
It is obvious that that when you make the investment in equipment and staff, you are entitled to own the client. Whilst sales is an important aspect of the business, you must factor in the rest of the team and how they respond to client needs, which will then show a cohesive organisation rather than a reliance on one individual.
 
I see too many recruiters relying on what the salesperson will bring to the prospective employer, not how the professional will add value.
 
If the rep (regardless of gender) leaves and takes half of your business, depletes your asset base and ongoing profits it will be the company's fault only.
 
Happy days!
 
Fred Mayers