Beyond Selling: Roger Atkins on Service, Sales, and the Future of Manufacturing

keywords

manufacturing, small business, sales strategies, customer relationships, digital marketing, workforce development, industry trends, global market, service over sales, buyer dynamics

summary

In this conversation, David Turner interviews Roger Atkins, a seasoned leader in the manufacturing industry, discussing the challenges and changes faced by small and medium manufacturers. Roger shares insights on the evolution of the industry, the importance of adapting sales strategies in a digital world, and the necessity of building strong customer relationships. He emphasizes the shift from traditional selling to a service-oriented approach, highlighting the need for manufacturers to market themselves effectively in a competitive global market.

takeaways

Roger Atkins has over 35 years of experience in manufacturing.

Small and medium manufacturers must adapt to a global market.

Sales strategies have shifted to digital platforms.

Building long-term relationships with customers is crucial.

Manufacturers need to market their services effectively.

The best time to seek new customers is when you don't need them.

Service is more important than selling in today's market.

Buyers often lack knowledge about the products they purchase.

Honesty and communication are key to customer retention.

Understanding buyer dynamics is essential for success.

Sound Bites

"You're in the world market."

"You have to market your company."

"Honesty is the best policy."

Chapters

00:00

Introduction to Roger Atkins and NTMA

01:08

Challenges for Small and Medium Manufacturers

04:33

Adapting Sales Strategies in a Digital World

08:32

The Importance of Customer Relationships

11:16

Service Over Selling in Manufacturing

12:51

Understanding the Modern Buyer

14:31

Conclusion and Invitation to Join NTMA