[Printable Version]

December 2007
Volume 6, Issue 3

Joel Casaubon, PTRA'S President

President's Perspective
by Joel Casaubon, Canner Associations, Sturbridge, MA
PTRA President

I would like to take this opportunity to address an issue that has become near and dear to my heart, and I suspect this is an issue with many of us these days of electronic communications. That issue is e‑mail etiquette, or as I like to call it “netiquette.”

The Internet has brought a whole new meaning to the way we communicate with each other. In a way it is a wonderful thing, because it has made it extremely easy and inexpensive for us to communicate with our customers, our principals and our suppliers. The days of the “speed memo” are gone, and I for one do not miss those. However, I would like to say that e-mail has also brought about its own set of problems such as spam, viruses and an easy way of passing along bad news. This in turn actually increases the amount of time we spend each day going though our inbox. How many times have you heard someone say “When I logged on today, I had 137 e-mails in my inbox”?

I would like to share with you what I think are some of the key issues that we should all be aware of when we use this valuable tool. If we all take a few minutes to understand what is going on and to try and follow some of these simple rules, life will be so much simpler and our use of this tool will become more efficient. Remember, time is money, and the value of our time continues to increase every year.

Following is a list of e-mail issues we all should be constantly aware of:

• Subject — The Subject should be stated clearly and accurately. Many of us file messages in folders for later reference, but if the subject is incorrect, vague or imprecise, it makes it very difficult to retrieve the message at a later date.

• Reply to All — We should not reply to everyone on a message unless it is information that everyone really needs to have. Take the time to go through the list of “Cc”s and delete anyone that doesn’t need to see your reply.

• Forward — This is one that really gets to me because when you deal with large companies, you end up getting an e-mail that has been forwarded several times by numerous people on the “Cc” list. By the time you scroll down through every copy of each forwarded message, you find out that it is a message that you have already read three times. Also, every time you “Reply to All,” you are passing along everyone’s e-mail address to a host of people that may not even know who you are. 

• Signature — Along with the forward function is the Signature function. Since when does a “signature” include the “wisdom of the day”? I must say that there are times when I am scrolling down through a forwarded e-mail that it takes me some time to find my way to the actual message. I can appreciate that it is cute to tell everyone to “have a nice day,” but please limit your special comments in your signature box to a minimum so that I can scroll past them faster and get to the meat of the Replied/Forwarded message.

Also, I would like to suggest that you be concise and to the point. Use proper spelling and grammar (use a spell checker). Do not overuse the “High Priority” option, and DO NOT forward chain letters. 

• Lastly — whatever happened to picking up the phone and calling someone? With one‑rate phone service it really doesn’t cost any more. I remember hearing that “selling is a people business,” and “People buy from people.” Well, if that is truly the case, then people still like to talk to people too. Make it personal. Instead of sending an e-mail to tell someone their order is late or they screwed up, why don’t you call them? Sure, send them a message as confirmation, but wouldn’t you rather hear it personally than in an impersonal e-mail message? I know I would. Besides, that way you can be certain they got the message and understood it. Go ahead, give it a try.

I think everyone should take a class in e-mail etiquette or at the very least, spend some time trying to better understand what makes sense and what doesn’t. Think about it next time you get an e-mail and there is something about it that bothers you. If we were to all take these suggestions under advisement, I really think we could make a difference.

Help me clean out my Inbox. Think about the next e-mail you send.

Ask any PTRA member and I am sure they will agree that in addition to doing a great conference each year, membership most definitely has its privileges. The benefits of membership and the networking that our conference affords each of us is second to none and is most definitely worth the price of admission which at this point is a true bargain. Think of how much more we could do for you as an association if we were larger.

We are asking you to help us grow our ranks and plan to reward those who “get the sale” on the recruitment of new members. Here’s the deal:

Get a fellow rep or a principal to join PTRA and attend the 2008 conference and your dues for the following year will be FREE! Here’s how it works: 

• When you get the commitment from the rep or manufacturer that wants to join, have them fill out and submit the application form downloaded from the PTRA web site at www.ptra.org. Make sure they list you as the sponsor, then either call or e-mail PTRA letting us know the name of the new member.

• Once we’ve confirmed that they have joined and registered for the 2008 conference, we’ll send you a thank you and what we won’t send you is an invoice for next year’s $350 dues!

Good luck and good selling! 

Gord Jopling

Now that we have recovered from celebrating our 35th birthday at the 2007 conference, your PTRA leadership group has put together an excellent program and venue for your 2008 conference. The 2008 conference, to be held at the Portola Plaza Hotel ( www.portolahotel.com ) in Monterey, California, will be fun‑filled and packed with challenging sessions and exciting activities that will be sure to benefit you and your business.

In an attempt to improve networking and drive discussion topics amongst us all we have brought in engaging speakers with compelling topics. On Thursday, Dick Neumann of Grayhill, Inc., will speak to us from the manufacturers’ perspective on how a representative can bring more value to the principal.

Friday we will continue the town hall tradition with a bit of an added twist. This year, we will follow the separate manufacturer and representative breakouts with a joint town hall of manufacturers and representatives. Be sure to take part and ask lots of questions as this will surely lead to some great insight valuable to all involved.

Have you ever wondered how to deal with your newest young employee, or the fresh new 23-year-old buyer at your customer? Just what makes them tick? Or perhaps you need to work closely with someone much more “senior” and figure out how to invigorate them? On Saturday morning, Bob Wendover of the Center for Generational Studies ( www.gentrends.com ) will tackle some of these age‑differential issues that face us all.

New this year we have elected to slow down the traditional “Fun Run” to a walk and give it a real purpose. The women of PTRA will be spearheading a “Walk for the Cure,” a fundraising activity for Breast Cancer Research that we can all be proud of. Your support via donations and participation will certainly help to make this new event a great success.

Be on the lookout this year for some optional events like wine tasting, golfing and local tours. These additional optional events will allow you to take some time and enjoy the Monterey area. Let’s not forget about the closing banquet. This private event will be held at the world-famous Monterey Bay Aquarium ( www.mbayaq.org ). 

There is a lot that can be gained from the 2008 conference in Monterey. Be sure to take advantage of this great opportunity to “Improve your Networking Experience” amongst your peers and principals. We look forward to seeing you there. 

Engineered Industrial Products, Inc. (EIP) is pleased to announce the opening of a new warehouse and office in Tualatan, Oregon, and the addition of Brent Moldenhauer as a territory manager working out of Spokane, Washington. Moldenhauer comes to EIP with several years experience in the bearing industry and a thorough knowledge of the Pacific North West.

EIP provides sales, marketing, customer service, warehousing and assembly services to manufacturers who work with OEMs and distributors throughout the western United States. For more information visit their web site at www.eip-inc.com .

Bill Dabney passed away July 17, 2007. Bill, along with Howard Snyder, founded Robco Incorporated in Dallas, Texas in 1959. Bill served as president of PTRA from 1978 to 1979 and remained an active member after his retirement in 1991.

Homer Rodden was honored by Robco Inc. in recognition of his 40th anniversary with the company. Rodden has been an active member of PTRA since 1973 and served as president in 1989-1990.

Industrial Motor & Controls is pleased to announce that we have hired Brad Nicholl as a new outside salesman. Brad comes to IMC with 15 years of PT and motor sales experience in the Ohio territory. Please visit our web site: www.imcohio.com .