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Don Carlino (L),
President,
Airgas Safety Telesales
Bob Hilliard (R),
President,
Airgas Mid America
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“We have
a very disciplined approach to the Airgas
Safety Telesales business. This year, in addition
to bringing in new customers, we worked hard
to get more business from existing customers.
We reviewed the product detail of what we
were selling to specific customers. This allowed
us to evaluate products and pricing, so if
customers of a certain type were buying two
or three products, we had the data to show us what that fourth
and fifth product should be and sell those
to them. As a result, safety telesales were
up 4% in a time when the overall safety business
was flat to down.” |
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“Since
I became president in 1995, our regional sales
have grown sixteenfold, yet we’ve also
focused on increasing our operating margins.
Our people are accountable for the top line
and the bottom line. We take every component of the business and work on it, whether it
is repairing our own cylinders or reviewing
motor freight charges. This is a nickel-and-dime
business, so we look at sales and margins
every day.” |
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