The Manufacturer's Guide to Business Marketing: How Small and Mid-Size Companies Can Increase Profits With Limited Resources

By Michael P. Collins

The Manufacturer's Guide to Business Marketing offers a wealth of practical, low-cost, do-it-yourself marketing tools-tailored specifically for companies that need large-scale results from small-scale... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 1556238371
• ISBN13: 9781556238376
• Release Date: January 1994
• Publisher: Irwin Professional Pub
• Length: 240 Pages
• Weight: 0.75 lbs.
• Dimensions: 9.5" x 0.8" x 6.5"

Customer Reviews

Simplicity of a complex topic at its best

This is one of the most pragmatic books written about marketing, specifically Industrial Marketing! Mike Collins provides a logical, step-by-step methodology for anyone to implement. This how-to manual lays out virtually everything a person would need to create a marketing system for any organization that functions in a business-to-business environment.Mike Collins dispels the myth that you need an exhaustive education in marketing or massive database skills...knowledge of spreadsheet and word processing software is all one needs to implement this straightforward protocol. This is a must for a business manager or owners bookshelf.

The best "how to" book on business-to-business marketing.

Collins presents to the small-to-medium size manufacturer a down-to-earth logical approach for solving the problem of finding new customers that possess the best potential for improving the bottom line. He provides many examples of "how-to" and demonstrates that effective industrial marketing can be accomplished in an economical manner with in-house personnel. It's really a matter of applying common sense systematically to good business practices.His concepts have allowed me to help clients focus on profitable niche markets, provide better sales coverage to existing and new territories, and move closer to attaining competitive advantage.

Making profit instead of relying on sales alone

I read this book and took a class from Micheal Collins which covered this book. I am currently putting this book in practice (1998) and have found significant improvements in our marketing efforts as well as profitability of our company. I would call this book the best unknown marketing book around. You don't have to take a class with Collins to put it in practice either.