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EASA website guide

Download a helpful guide to resources on the EASA website.

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Resource Library

Evolution of Sales: Web Search Secrets to Find the Right Leads, At the Right Time, With the Right Message

Business Development for Any Economic Environment

  • June 2020
  • Number of views: 87
  • Article rating: No rating
FREE for Members of EASA
Convention presentation

The Evolution of Sales is not a new sales process – so you’re not starting over. Rather, it’s an evolution of how to identify opportunities and approach prospects in ways where your message is welcomed and appreciated – even in tumultuous times.

Sales Truth

The Truth About Creating More Sales Opportunities, and The Truth About Why We Get Commoditized (and what to do about it!)

  • June 2020
  • Number of views: 135
  • Article rating: No rating
FREE for Members of EASA
Convention presentation

The title says it all!! This highly-rated speaker on sales from the 2019 convention is back by popular demand.

Marketing Tip: Test Your Brand Quarterly

  • June 2020
  • Number of views: 136
  • Article rating: No rating
Article

At least once a quarter, spend a few minutes investigating your company as if you were a new customer. Remember, all your sales and marketing efforts must be backed up when customers hit your door, phone or website; otherwise your efforts are wasted.

Leading Through Crisis

Practical, Powerful Help to Increase Sales Management Effectiveness NOW

  • April 2020
  • Number of views: 962
  • Article rating: No rating
FREE for Members of EASA
Webinar recording

In this new webinar created specifically for owners, general managers and sales leaders, highly rated 2019 EASA speaker Mike Weinberg will share strong words of encouragement, practical coaching tips, and powerful best practices for leading (sales teams) through this unique time.

Surviving Today's Financial Challenges

  • April 2020
  • Number of views: 989
  • Article rating: No rating
FREE for Members of EASA
Webinar recording

Dr. Al Bates, renowned speaker and friend of EASA, reviews the financial challenges you're facing in these complicated times brought on by the pandemic.

Selling to Different Personality Types

  • May 2012
  • Number of views: 425
  • Article rating: No rating
FREE for Members of EASA
Webinar recording

Salespeople will tell you they encounter all sorts of individuals and personalities from one customer to the next. In fact, it’s not unusual to deal with different types of folks at one business! Learn more about selling to a diverse range of personalities.

Problem solvers: Our service technicians are also our salesmen

  • June 2010
  • Number of views: 287
  • Article rating: No rating
Article

I believe most EASAns would agree that the competitive advantage we have over others is our technical expertise. It's what separates us from some of the big power transmission (P.T.) houses and Internet sales companies. I know I'm the greatest service to my customers when they let me use my experience to solve their specific problems.

The true cost of a company's missed sales opportunities

  • March 2010
  • Number of views: 264
  • Article rating: No rating
Article

One of the realities of Management Information Systems (MIS) is that they only express what actually happened. In many instances, it is important to understand the financial and operating impact of what didn't happen. This is especially important with regard to missed sales opportunities.

Given the severity of the recession, many firms are making some major changes in their operations - lowering payroll, reducing inventory levels and tightening credit policies. Such actions have a very pronounced and very visible impact on financial performance. At the same time, all of these actions have the potential to decrease sales. Nowhere in the MIS is there a proper entry for the economic impact of sales that are not made.

The Profit Improvement Report will examine the impact of lost sales on industry profit performance. It will do that by addressing two key issues:

  • Understanding sales sensitivity - An examination of how even modest missed sales opportunities decrease profitability.
  • Rejuvenating sales results - A discussion of the alternative approaches available to management to drive higher sales volume without increasing operating expenses. 

The siren song of inventory reductions

  • October 2009
  • Number of views: 294
  • Article rating: No rating
Article

Editor's note: Some of the data used in this article came from the 2009 Operating Performance Survey (of 2008 data).

The downturn in economic activity caught many firms somewhat off guard. As a result of sales challenges, cash suffciency has become a very serious issue. For the typical EASA member, cash now represents only 6.7% of total assets. It is a cash position that does not leave a lot of room for error.

To offset the cash challenge, most firms have looked at reducing the "cash traps" in the business, particularly inventory. While reducing the investment in inventory is a laudable objective, it is fraught with some danger. It is possible, and maybe even likely, that the drive to lower investment levels will trigger further sales declines, through a higher occurrence of out-of-stock situations.

This report examines the trade-off between maintaining sales volume with an appropriate inventory investment versus having too much money tied up in non-productive assets. It will do that by addressing two key issues:

  • Inventory Versus Sales - An analysis of the relationship be-tween inventory reductions and sales declines.
  • Inventory Reduction Opportunities - A review of how inventory can be reduced without impacting sales volume.

Sales Force Compensation Manual

  • August 2009
  • Number of views: 364
  • Article rating: No rating
Booklet

A salesperson should not be viewed as a luxury affordable to only the big companies, but as a necessity for every EASA member who wishes to survive in the future. The right salesperson, properly compensated, is an investment even the smallest member firm can ill-afford not to make.

Getting The Most From Your Electric Motors

Getting The Most From Your Electric Motors - coverThis 40-page booklet provides a great marketing tool for your service center! Use it to provide end users with information that will help them obtain the longest, most efficient and cost-effective operation from general and definite purpose electric motors.

This booklet covers topics such as:

  • Installation, startup and baseline information
  • Operational monitoring and maintenance
  • Motor and baseline installation data
  • How to read a motor nameplate
  • Motor storage recommendations

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EASA Technical Manual

EASA Technical Manual cover

The EASA Technical Manual is the association's definitive and most complete publication. It's available FREE to members in an online format. Members can also download PDFs of the entire manual or individual sections.

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ANSI/EASA AR100-2015

ANSI/EASA AR100-2015 cover

Recommended Practice for the Repair of Rotating Electrical Apparatus
This is a must-have guide to the repair of rotating electrical machines. Its purpose is to establish recommended practices in each step of the rotating electrical apparatus rewinding and rebuilding processes.

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DESCARGAR - ESPAÑOL

EASA AR200

EASA AR200: Guide for the Repair of Power and Distribution Transformers cover

Guide for the Repair of Power and Distribution Transformers
This document establishes guidelines for each step of the repair of power transformers, describing record keeping, tests, analysis, and general guidelines for the repair of power transformers.

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