It’s really great to see relationships “take hold”. The relatively long time that it has taken to gain a foothold in the U.S. market for Winning Colours does have something to do with this factor. It has taken time to find the key influencers – decision makers who can make a material difference just because of who they are and their positive conviction in what you are doing.
That’s why it is a nice experience to (be invited to) attend this year’s Lancaster National Sales Conference, going on right now in Spartanburg, South Carolina. Naturally, a great deal is commercially private, but the tone of the experience makes it clear to us at Winning Brands that we are gaining traction with good partners. This took time, but is a good indicator of the ground getting solid under our feet.
A brief extract from a Winning Brands participant report touches upon this:
- Today marked the first day of the Lancaster Sales conference held in Spartanburg, SC. The format or theme this year is “survivor” as Lancaster has adopted the position that given the recent impact of the economy, they have positioned themselves as “Survivors” in the paint and sundries sector. This is in part demonstrated by the acquisition of Five Star in 2010. The sales reps brought a strong desire to continue their learning and they also brought some experience this year as they have had one year to obtain in-market experience. The Five Star reps were able to use this training opportunity to integrate into the Lancaster culture and the common theme amongst their team was…Lancaster does this right. Additionally, the Five Star team were open with their appreciation for Winning Colours which seemed surprising given the challenge of getting started earlier. There is a positive new attitude amongst Five Star’s new management that is making the possibilities real. Many Five Star were actually relieved to know that Winning Colours was available now and that they could revitalize their prior interest. One rep actually said…”Did we know that some people called Winning Colours the mystical product from Canada that actually works!” There was no time to discuss it further, but the sincerity was appreciated. 26 sessions were conducted today and the manager X dropped by and stated that he wants to see Lancaster build on what has been done so far to honour the level of commitment that Winning Brands has shown so and that we can prosper together.
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That’s a real relationship.
