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River Heights Consulting Newsletter
The River Heights View
June 2009

Dear Frank,
Temperatures are soaring.  Summer heralds its arrival. And while I prepare to enjoy the season, a list of summer season chores perches on my shoulder.  Failure to complete any one of them might cost me dearly this winter.
Similarly, signs of economic recovery appear daily.  For instance this week, building permits for new homes jumped 17.2% and the Americana Banks Association Economic Advisory Committee announce they felt recovery would start in the third quarter. 
How are these connected?  If I don't get my summer-time chores completed, I suffer financially in December.  Failure to plan now for the coming times ahead may cost us dearly.   In this issue, let's talk about our lists....
In This Issue
The 7-Point Channel Tune-up
The Mid-Recession Checklist
The Distributor Specialist
The Seven Point Channel
Tune UpManufacturers find themselves with a distribution channel that doesn't quite perform the way they hoped.  Needs change, companies change, the recession drives a whole new paradigm for distributors and customers.  Now is a great time for a Tune-Up.  Let me get you started.
Read the Seven Point Channel Tune-up
Why Measuring Value is Critical -  Right Now!
Measuring Value - Dollarizing what you do - Going Beyond Value-Add:  Most of us have heard someone talk about measuring value.  It sounds like a good idea, probably makes perfect sense.  But, we procrastinate.  Dollarizing takes time, we are in a recession, there are bigger fish to fry - the list goes on and on.  Recently, a group asked me to think about measuring value for them.  After a bit of research, I came away with a slightly different view.  
Read what I discovered about measuring value here 
The Mid-Recession Checklist
checklistMy how time flies when you are having a good time - The economists are forecasting an end to the recession.  I will not be the "hockey stick" growth of 2003 but growth none the less.  If the beginning of the recession caught you off guard, you can't miss reading this article which appeared first on
We at River Heights Consulting are dedicated to helping our clients make better decisions.  We believe it's not enough to talk about what needs to be done, we talk about how to get started.
Send us an email to ask how you can be a sales leader. 

Frank Hurtte
River Heights Consulting
The 1st Book 
benchmarking  the
Distributor Specialist 
Frank Hurtte - Founder

The Distributor Specialist:

Customer Champion,Profit Generator

The first book to focus entirely on this unique role within a wholesale distribution company, The Distributor Specialist takes you on a journey to look at the business results that specialists can help you achieve, potential pitfalls of specialist utilization, and ways to build from scratch or strengthen your specialist team. This book is a training manual, a benchmarking resource, and a formal process for improvement for the specialist. Wholesale distribution executives, managers, and specialists alike should read this book. Relevant case studies straight from the trenches pepper each chapter to show you not only what needs to be done, but how to get started.
Learn More
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Frank Hurtte's
TeleSales Prospecting
The E-Book
Prospecting is the Achilles Heel of many sales organizations.  The sales guys don't like it and, in many instances, they really aren't that good at it.  Telesales prospecting allows you to turn an entry level inside side sales person into your secret weapon.
This work in its e-book format allows you to quickly and easily plug some of the principles into your organization.
For less than the cost of a business lunch, you can cure your prospecting ails. 
River Heights Consulting
 (563) 514-1104
-what we do-


Distributor Training
Specialist Strategies
Sales Training
Measure Your Value
Telesales Prospecting
Executive Coaching
Strategic Planning
"Let's Target Some Accounts"
"The Lucky 13 of Customer Service"

Years of coaching relationships taught me four very important things:

Ø      Those with a formal coach relationship developed key skills faster than their counterparts.

Ø      Once up to speed on their job, they produced greater monetary results (more sales, bigger bottom lines, more marketshare).

Ø      Leaders who went through a coaching process are more likely to become coaches within their own environment and perpetuate the process.

Ø      Even after reaching high level executive positions, these folks still occasionally come back for "an outside perspective".


Call now and schedule an appointment.

(563) 514-1104

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