Mackay, whose books include “Swim With the Sharks Without Being Eaten Alive†and “We Got Fired and It’s the Best Thing That Ever Happened to Us,†reminded dealers to do their research before approaching customers, pay attention to the details, build long-standing relationships not just with customers but prospects, and avoid being boring or predictable.
At the closing session, Ben Cornett, president of Honeywell Security, Syosset, N.Y., which owns First Alert Professional Security Systems, encouraged dealers to specify Honeywell products for their installations. He was preceded by details about programs that could help dealers increase their sales.