August 2017 Issue

---

From The Editor

Understanding Customer Buying Behavior

---

West Texas Takeover

Part 1Mayfield Paper Company Grows Through Product Diversification
Part 2Stanley Mayfield Follows Father’s Path Into Jan/san Distribution
Part 3John Edward Mayfield Marks Third Generation Of Family Business
Part 4Mayfield Paper Find Right West Texas Business Growth

---

It’s Not The Comp

The Strategic Sell: Think Twice Before Modifying Sales Compensation

---

Approach Customers From The Outside In

Part 1Perception Of Value More Important Than Customer Relationships
Part 2Design Services To Meet Specific Customer Needs
Part 3Meeting, Not Exceeding, Customer Expectations

---

Seeing Is Believing

Part 1Tips For Selling Engineered Water Systems
Part 2Focus On Green Cleaning, Return On Investment
Part 3Janitor Training Leads To Engineered Water Sales

---

Grab A Larger Slice

Part 1Foodservice Disposables Market Primed For Growth
Part 2Jan/san Distributors Can Break In To New Market Through Existing Customers
Part 3Bundle Foodservice Supplies With Kitchen Sanitation Products

---

Winning On The Water

Freetime: Slalom Skiing With Richard Rones, Americo Manufacturing

---

Case Study: Switch To Backpack Vacuums Doubles Productivity

---