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Hungry for growth and more knowledge?

February 9th, 2014 No comments

Knowledge you can apply is a key to making more money. As I go through these examples, let me strongly suggest, that if you take two giant steps back for perspective, these could apply to YOU and YOUR location(s)!

Let's start by sharing the words of Ross Kinzler, from the Wisconsin Housing Alliance.

credit-linkedin-ross-kinzler-wha-manufactured-housing-posted-cutting-edge-blog-mhpronews-com-.jp.jpg

Then, lets layer in the following quote from Andy Gallagher, WVHI.

"This year’s event was a dynamic performance with a pantheon of excellent speakers, covering topics critical to the industry; an expanded floor showa-v-gallagher-executive-director with the latest models on display; and a handsome group of service and supply representatives on hand with their banter, wit and stockpile of knowledge."

– See Andy's full article at : http://www.mhmarketingsalesmanagement.com/blogs/industryvoices/#sthash.NluqUOIq.dpuf

continental-communities-logoThen think about these thoughts from an MHC operations manager, Ted Gross:

"Tony, Just wanted to leave a quick note about the educational seminar you spoke at regarding “Modern Marketing.” I brought a few community managers along for your presentation…it was a real eye opener for them and me."

– See more at: http://www.mhmarketingsalesmanagement.com/blogs/industryvoices/#sthash.NluqUOIq.dpuf

Are you beginning to see a pattern developing here?

If not, let's try another quote on why going to a trade show or educational event is a great idea for your business! This from a fellow who admits he missed a few years of going to a show:

"…I was wrong! It was not only interesting it was incredibly inspiring and eye-opening. At this time, our industry is undergoing tremendous tumult andjames-cook-mhc-manager-ma-posted-industry-voices-mhpronews.com-75x75pxl- change. Change does not have to mean impending disaster. Sometimes it takes rubbing elbows with our industry’s leaders – those on the front line – to better understand the opportunities that exist, the places where we need soldiers in the gaps (Washington DC,) and how to not just survive but thrive in the coming decades.

I probably received more education at Louisville in two days than I did in my first six months in my current position."

– See more at: http://www.mhmarketingsalesmanagement.com/home/featured-articles/february-2014/138-general-manufactured-housing-industry-topics/6979-louisville-2014-from-the-eyes-of-an-industry-newbie#sthash.h30j7u54.dpuf

tamas-kovach-right-handing-chet-kearny-business-card-soheyla-kovach-c-mhpronews-com-latonykovach-com-mhc-md-com-2014-louisville-show-booth-.pngThis one is near and dear to us, some of you at Tunica last year or Louisville this year saw this first hand; and yes, this IS an educational and inspiring example!

The photo and comments are courtesy of Gina Beasley, Tennessee Regional Manager and Ast. VP of Sales for UMH Properties.

Gina wrote in part: “Wow Tony, gotta to tell you how much I enjoyed seeing your son, he is absolutely adorable! Check out the picture of him handing out your business card to Chet Kearney, Chris Lindsey's assistant. So sweet and the fruit don't fall far from the tree!!!”

– See more at: http://www.mhmarketingsalesmanagement.com/blogs/bobstovall/#sthash.1VA1XLrK.dpuf

No one knows trade shows in manufactured housing better than Dennis Hill! Here is what he wrote, and these comments were being shared with permission. Dennis began by talking about the growth in attendance, thanks us and then shares this chart.

louisville-show-2014-total-.png

"…In addition, we would like to complement you on the phenomenal job you did in managing the seminar programming. The seminarswere well attended and well received by everyone who attended the show and went to the seminars."

– See more at: http://www.mhmarketingsalesmanagement.com/blogs/industryvoices/#sthash.hUjCKiFN.dpufdennis-hill-l-a-kovach-show-ways=unlimited-tunica-show-2012-mhpronews-com-.png

Now, let me wrap up all these comments, and many, many more we have had like them, and say that without a doubt, the lessons these and other pros learned apply to YOU.

  1. An upbeat attitude can be both taught and caught. A good Attitude will boost performance, especially when combined with facts and processes that support success.
  2. Be it the rapidly approaching Tunica Manufactured Housing Show, or April's MHI/NCC Congress and Expo, you will find that the modest investment and time and cost will reward you greatly!
  3. Do whatever good steps that it takes NOW to be at BOTH of these upcoming events! Why? Look at what the folks above and so many more had to say!

ignorance-costs-knowledge-pays-cuttingedge-ofmarketing-sales-manufactured-housing-mhpronews-com-.jpgJoe Kelly said this a couple of years ago, shared with permission:

“Tony,If we're going to talk special, you're it.  Your unabashed enthusiasm was really contagious.  Your belief in and knowledge of the industry is profound.  You have a unique manner of bringing people together.

You were responsible for most of our programming this year.  We've had great meetings in the past.  However, this meeting will be hard to beat in that the perfect speakers were found for the precise topics we needed to hear…”

Joe Kelly

Iowa Manufactured Housing Association

– See more at: http://www.mhmarketingsalesmanagement.com/home/featured-articles/october-2013/6336-kudos-coffee-linkedin-growth-and-four-more-years-four-more-years#sthash.KkGU1mMd.dpuf

Want the secret? Want to know how to grow? Let me tell you my secret. We read! We go to meetings! Yes, I present and share at many of these events, but not all. I go to learn, and every single time I do learn, and you and your team can too!

Want to grow in 2014, in spite of the hurdles? Sure you do. Then make the time and treasure investment in yourself, your team and your location(s) to attend these two spring events, Tunica and Congress and Expo. I go to both every year, along with others, about 8 events a year in all.

I never regret a single trip to go to a trade show, educational meeting or event. When Joe Kelly says, "Your belief in and knowledge of the industry is profound." keep in mind, we can all learn when we make the DECISION to do so.

When we decide to turn lemons into lemonade, of course you too will find what Joe said could apply to YOU: "Your unabashed enthusiasm was really contagious." Then YOU can be the spark plug for YOUR organization or location.

Please come to these events. For your sake, for the sake of your team and operation. If you do, please swing by and say hi. ##

L. A. "Tony" KovachL. A. 'Tony' Kovach
ManufacturedHomeLivingNews.com | MHProNews.com |
Business and Public Marketing & Ads: B2B | B2C
Websites, Contract Marketing & Sales Training, Consulting, Speaking:

MHC-MD.com | LATonyKovach.com | Office 863-213-4090

Connect on LinkedIN:
http://www.linkedin.com/in/latonykovach 

Louisville Show Marketing and Sales Lessons

January 14th, 2012 No comments

I just returned from the manufactured housing show in Louisville. I was very pleased with the optimism and attitudes of both the exhibitors and attendees. Most, including myself, believe we have turned a corner and the industry is moving forward, once again.

In many of my conversations, the coming elections were a hot topic and much of what I heard got me thinking about marketing. I heard it often that the candidates have not defined themselves or that their messages were not consistent. I heard from a gentleman from Iowa that I’ve known for several years, that the recent caucuses were drastically different from 4 years ago, when he was consistently receiving calls, mailings and doorbell rings from candidates and their teams. The candidates were just not doing a good job of selling themselves was the over-riding theme.

Now, look at your business. Have you clearly defined your business? Is your message to your prospects consistent? Are you reaching out to those prospects?

Define your business. I spoke with a woman, who with her husband is opening a retail center selling mid to high range manufactured and modular homes. In her area, there is already a retail center that concentrates on the lowest priced, entry level homes. They know that their clients and products differ greatly. So, they have focused their energy on selling the higher grade construction, and real value of the homes they showcase to a different audience. They know that their display homes must be fully skirted, nicely furnished and have instant eye appeal. They’ve also produced high quality marketing materials and trained their staff to educate their prospects. She and her husband are working hard to clearly define their business in the community they live.

Consistency in Messaging. At the show I encountered several salespeople from one manufacturer, who I could tell had great training and did great pre-show prep work. Their answers to every question was carefully crafted to demonstrate their knowledge of their homes and to highlight the distinctive values within each. On top of that and maybe most importantly, each talked about their company and working for that company with a sense of great pride. No matter who a prospect spoke with, the message was consistent.

Out reach. An exhibitor I spoke with told me that he probably learned more about each of his booth visitors than they learned about his products this week. He said, “now when I get them one on one, I know a lot about their business, I know exactly what they’re looking for and how to sell them what I have.” He’ll follow up after the show with a thank you email, he’ll arrange meetings with those he’s not already scheduled some post show face to face appointments, and will extend invitations to demonstrations and new product rollouts. His purposeful and continued out reach will yield results.

If you clearly define your business, be consistent with your message and effectively and repeatedly make contact, your prospects will vote for you with their dollars. ##

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Jeff Templeton

Business Development and Advertising

www.MHProNews.com
www.MHMarketingSalesManagement.com or www.MHMSM.com
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