Episode 07: Michael Adcock
Hill Manufacturing: The Sales Perspective with Michael Adcock
Episode 7: Show Notes
In this episode, we are joined by our first sales rep on the show, Michael Adcock from Hill Manufacturing, to talk about the sales side of manufacturing! Hill is an American-made chemical manufacturing company that's been around for 90 years and does everything from soap and sanitizer to specialized lubricants and degreasers. Basically, “If you have a maintenance problem, we deal with it!” Michael oversees more than 153 of their accounts and today he shares what he does on a day-to-day basis at Hill and some of the challenges they face, as well as insights into the future of the company and the industry. Tuning in, you’ll hear some examples of their products and how they are applied at a multitude of public works they provide for, the coolest thing he's ever seen at a manufacturing facility using a Hill product, and the top advice he would give other manufacturing leaders. Michael also shares some sales gold on how he balances his attention between attending to his existing customers and bringing in new business, before diving into the impact of COVID and how it changed his way of operating with clients. Lastly, we talk about safety protocols, KPIs, and the sale that Michael is the proudest of! Tune in now to hear this conversation, jam-packed with learnable information from a respected industry professional.
Key Points From This Episode:
Michael talks about the products Hill provides and his favorite part of the work.
His day-to-day role as a salesman and the friction between production and sales.
Some of the challenges Hill faces and what Michael's sales process looks like.
Hear an example of one of the products and how you could apply it in your process.
Advice Michael would give to other manufacturing leaders.
What tools Michael can't live without in his day-to-day activities.
What capital expenditure Michael would wish for if he had a magic wand.
About his most valuable trainings, as well as certifications versus hands-on experience.
The future of the industry and the biggest challenges it faces as a whole.
Michael's favorite thing he ever saw regarding a customer at a public works.
How he balances cultivating his current accounts with finding new customers.
A little about the Hill facility, the company's KPIs, and the impact of COVID.
The coolest process he's ever seen that used Hill products to recycle aluminum.
Following different safety protocols at different facilities.
Hear about Michael's biggest and proudest sale, and going for the big guns!
Tweetables:
“What's nice about Hill is we guarantee every product we sell. So, if you don't like a product, we'll replace it, we'll put a product in that you like. We simply don't want product sitting around that you're not going to use.” — Michael Adcock [0:02:47]
“The truth is in sales, you're going to fire yourself. Because if you're not going to produce, you're not going to work, you're not going to stay there long enough anyway.” — Michael Adcock [0:21:19]
“I just try to make sure customers are taken care of, and if they’re taken care of, they're going to call you back. I look at overall volume. But at the same time, I'd like to have those big accounts.” — Michael Adcock [0:28:46]
Links Mentioned in Today’s Episode:
Call Michael Adcock on (864) 201-8723
The Industrial Movement on Twitter
The Industrial Movement on Facebook
The Industrial Movement on LinkedIn