Applied Business Concepts

Ben Ragusa, whose unparalleled work ethic and unwavering dedication to his craft marked a professional career that spanned seven decades, passed away Dec. 19 at the age of 82. Mr. Ragusa served as CEO of Applied Business Concepts (ABC) in Baton Rouge, Louisiana, the company he Read More

Sales momentum is as much psychological as it is quantifiable. If an account representative has confidence, even if it’s a tad unwarranted, the upshot is a positive and aggressive push from quarter to quarter. We live in a world where perception is essentially reality, hard Read More

A dealer cannot survive by boxes alone; there’s a hell of a lot more to be found in the full catalog, and incentivizing behavior need not end with a meaty spiff. Cross-selling is the key to ensuring that MFP clients are well aware of your solutions, and vice versa. Let’s be Read More

Few people would debate that, in our personal and professional lives, artificial intelligence (AI) is only scratching the surface of possibilities. Then there’s the little matter of what exactly constitutes AI. For years, we have been using technology tools that have intuitive Read More

It’s not surprising that one of the barometers used to measure the success of a sales department is its ability to secure net-new business—taking down a client, and unseating either another dealer or a manufacturer direct in the process (that’s ample reason in itself to ring the Read More