Sales

News & Analysis as of

How These Contract Provisions Can Reduce A Manufacturer’s Margins

One of the key aspects of any supply chain contract is the section regarding pricing.  Nothing is more important in a business deal than determining how much one manufacturer might pay another in a B2B transaction....more

Presentation Recap: Car Wars

“A [not so] long time ago in an automotive industry [not] far, far away,” John Murphy, Research Analyst for Merrill Lynch delivered his popular annual “Car Wars” presentation in Detroit on May 10th. This was the 26th year of...more

As Analysts Predict Slowdown In Sales Growth, Auto China 2016 Showcases Rise of SUVs in China

Many of the stories coming out of Auto China 2016 are showcasing the SUVs and luxury SUVs at the show. Highlights include SUVs and crossover SUVs concepts from VW (VW T-Prime Concept GTW), Infiniti (QX Sport Inspiration),...more

Law Firm Selling: It’s Important to Separate When You Are Selling and When You Are Lawyering

When you are pitching business and you hear “you gave the best presentation….but, we hired the other firm,” what happened? You likely educated the buyer and someone else closed the business. Remember to stay in “sales mode.”...more

Using Independent Sales Representatives to do Business in the United States

Domestic and foreign manufacturers and suppliers that sell their products at wholesale in the United States may benefit from contracting with local independent sales representatives in the United States to help promote sales...more

Automakers Report Increased March U.S. Sales, But is the Pace of Growth Slowing?

Automakers closed out the first quarter with a 3 percent increase over last year’s March sales and 1.59 million cars sold. Some highlights of the 2016 versus 2015 sales numbers include...more

Always Be Watching

Who can forget Alec Baldwin’s speech in Glengarry Glenn Ross on how salesmen should “Always Be Closing” and how coffee is for closers only? It was the highpoint of a great movie. I’m not going to go through a discussion...more

How to Ask for Work

“Teach me how to close…I need help with ‘the ask’.” This a common request from many of my new coaching clients. Many come to me with reasonably healthy lists of good quality contacts. They seem very well connected, go to...more

Construction due diligence: Sooner is always better than later

Non-payment of receivables is an ongoing problem for contractors, subcontractors and material suppliers notwithstanding the strength or weakness of the economy. Having knowledge of one’s alternative available legal remedies...more

American Car Manufacturers Benefiting From Surge in European SUV Sales

After closing out 2015 with over 9 percent sales growth year over year, European auto sales have continued to rise in January and February. Western Europe car sales rose 14 percent in February, following a January passenger...more

Finding Clients by Telling Stories

On the morning of Halloween 2003, 13-year-old Bethany Hamilton was surfing close to her home on the island of Kauai. Bethany had big plans. She was training for her next surf competition, a stepping stone for bigger...more

Seven Key Clauses in a Vessel Purchase Agreement

Vessel sales are a constant in the marine industry, even during downturns in the market. In fact, some see adverse market conditions as an opportunity to find bargains on vessels and other marine equipment. Once the buyer has...more

Auto Industry Record Breaking Sales Close Out 2015

The automotive industry ended 2015 with a bang, breaking the record with nearly 17.5 million sales of cars and light trucks. This tops the previous record of 17.35 million cars in 2000. In all, American consumers spent $570...more

Are Your Sales Practices Too Aggressive?

The Trade Descriptions Ordinance (TDO) prohibits traders from engaging in aggressive commercial practices, including harassment, coercion, or exerting undue influence on customers. DLA Piper explores what employers and...more

HIPAA Lessons from the Warner Chilcott Settlement

Last week, the US Attorney’s Office in Boston announced that drug company Warner Chilcott agreed to plead guilty to health care fraud and pay $125 million to resolve criminal and civil liability arising out of allegations...more

U.S. Auto Companies Report Best October in 10+ Years, Head Toward Record Year

The auto industry posted the strongest October sales in ten years—and even longer for some U.S. companies. The industry is capitalizing on low interest rates and low fuel prices across the U.S. to drive record sales....more

Deadline Extensions Possible for Expanded Retail Accountability Program

The rollout of the newly expanded Tennessee Retail Accountability Program is meeting with some opposition as the first reporting deadline under the 2015 changes in the program approaches. In response to these concerns, the...more

Potential Changes to Long-Term Care Licensure in Massachusetts

Regulations proposed by the Massachusetts Department of Public Health (“DPH”) may significantly change the procedure for state approval of nursing home sales and closures. Following public scrutiny around state inspection...more

European Auto Sales Remain Strong, While Chinese Auto Sales Continue to Sink

As we posted earlier this year, car sales in the European auto industry have been on the upswing for nearly two years. This continued in July as sales rose in Germany, France, Italy, and Spain. Spain posted the biggest gain,...more

The Maturing of China's Auto Market

The Center for Automotive Research held its 50th anniversary Management Briefing Seminars event last week in Traverse City, Michigan. The theme of the conference was “Competition Rules!” and featured an in-depth look at the...more

Privacy Policy Impacts RadioShack’s Sale of Customer Information

On April 10, 2015, RadioShack, and certain affiliated debtor entities, proposed a bankruptcy sale of certain assets, including Personally Identifiable Information (“PII”). Deposition testimony in the case revealed that, over...more

U.S.-Centered Negotiations for Product Made and Sold Outside United States Do Not Constitute Sale or Offer for Sale in United...

Halo Elecs., Inc. v. Pulse Elecs., Inc. and Pulse Elecs. Corp. - In a case exploring the limits of what constitutes a sale or offer for sale “within the United States” under 35 U.S.C. § 271(a), the U.S. Court of...more

ASIC reports on home insurance sales

Yesterday ASIC released two reports that highlight what we already thought we knew, that consumers generally don’t read the PDS to make a decision about taking out or switching insurance and that the regulatory framework is,...more

One Too Many: Oregon "Privatizes" Sale of Liquor, With Which North Carolina Has Also Flirted

North Carolina is an alcoholic beverage control state, meaning it is one of 17 states with a monopoly over the retailing of distilled spirits. North Carolina is also a "local option" state, which means that county and...more

Biobased Chemicals Market Expected To Grow By 15 To 18 Percent By 2025

A newly released analysis on the global chemical industry is predicting strong growth for the biobased sector. Consistent with findings released recently from Lux Research and RnR Market Research, Frost & Sullivan's analysis...more

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