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2015

Building a National Accounts Network: Following the Bread Crumbs

By Bob Johnson, NAID CEO Unless you’ve been under a rock for the last year, you know there’s been a major shift in the market for national service providers. Any way you slice it; there are fewer options for customers looking for a one-stop shopping approach to their destruction needs. But here’s the rub, building […]

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What’s Happening with the Office Papers End Use Market?

By: Bill Moore, President Moore & Associates Editor’s Note: The author will be speaking at NAID 2016 on the near-term and long-term outlook on recovered office paper, which is such an integral factor in hard copy destruction. Here Bill shares his take on the immediate factors affecting that value. Those attending NAID 2016 will learn […]

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Thank you, NAID!

By Ray Barry, NAID Deputy Director As my time as a NAID staff member is drawing to a close, I wanted to take this opportunity to reflect on how NAID has helped those of us who have utilized NAID’s tools and resources. I have a bit of a unique perspective since I have been employed […]

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Not designating an accountable decision maker can be fatal

By Bob Johnson, NAID CEO From the dawn of sales, sales professionals have struggled with the task of getting to the decision maker. It’s frustrating to discuss the benefits of a solution, if the person is incapable (or resistant) of understanding the need or, too often, incapable of making the decision. But as frustrating as […]

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NAID 2016 wants your session ideas, mostly

By Bob Johnson, NAID CEO Earlier this week, the 2016 NAID Conference Committee sent out a call for presentations for the NAID 2016 Annual Conference. Though the event is still nine months away, the planning starts years in advance. Typically, session content is something we like to get pinned down by September. First of all, […]

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The market favors stronger qualifications: Success in RIM space comes from more scrutiny, not less

By Bob Johnson, NAID CEO In the span of 30 minutes of watching TV, there was commercial promoting Angie’s List as a source of qualified service providers from dentists to plumbers, another promoting the Trust Certified service providers for a wide range of consumer services, and finally one from the Better Business Bureau promoting the […]

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Are you connecting?

By Ray Barry, NAID Deputy Executive Director The key to accumulating a long list of loyal clients in the document destruction industry is “relationship-based” solution selling. It is no longer a transactional sale but more of a complex sale with moving parts. Anyone can quote a price for a specific service. If clients just wanted […]

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Clients are not data destruction experts

By Bob Johnson, NAID CEO Unfortunately, some clients have a troublesome and risky perspective on their data destruction requirements. Namely, they think they already know all they need to know. Here are symptoms of that risky perspective: The client is only interested in the price. The client views any discussion about qualifications as an attempt […]

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Feel the burn to build your business

By Amy Larrimore, Chief Executive Officer of The Gamechanger If you wanted to get into shape and you followed the path that most people pursued, you’d join a gym. The reason people join gyms is because a gym has some version of everything needed to supercharge the human physique in multiple variations to spark motivation. […]

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Excuses and blame prevent success

By Bob Johnson, NAID CEO Whose fault is it if a competitor is screwing up the marketplace with low pricing? Who’s to blame if a customer doesn’t care about service provider qualifications? I know a very successful guy in our industry who will tell you it doesn’t matter. First, he says, whining about things you […]

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