Industry

Keep Your Workday Sanity
With all the recent layoffs and the unemployment rate hovering around the double-digit mark, those who are still employed face a tough dilemma.

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Leadership’s No. 1 Sin
Good business leaders often say they’ve learned more from their failures than successes. These leaders have the confidence to know they can’t be right all the time and that mistakes come with the territory.

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Emphasize Features And Benefits
One of the most common errors that salespeople commit is not selling their product, service or equipment’s features and benefits. Most representatives will mention features and benefits along the way while presenting, but they do not go out of their way to emphasize “F & B.”

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CAMA connection
It is easy to say that office coffee has changed. We are now inundated with single cup coffee brewers from almost every manufacturer and every roaster! Keeping up with these changes is a challenge.

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Coffee trends: July-August 2010
Every once in a while the ICE goes a little crazy. I’m not talking about the big ’berg that recently slid off of the Greenland ice shelf, I’m referring to the InterContinental Exchange.

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Coffee trends
Back in April of 2004, I wrote about the new wave that was hitting the retail shelves of Europe with the hopes of it spreading to North America and filtering into the OCS market: pods.

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Guest Column: Are You Too Busy To Be Productive?
Let’s be frank; if you work for a company, then your primary goal is to make money. Period. You may have secondary goals to serve the interests of your customers, employees, and be a good corporate citizen, but your number one priority is strictly return on investment. Profit.

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Guest Column: Credibility In The Selling Process
My last column described what you have to do to create credibility in the eyes of the coffee buyer. Decision makers want to deal with professional salespeople and a company who they can trust and like.

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