DateTime Object ( [date] => 2022-08-09 04:42:58.625028 [timezone_type] => 3 [timezone] => UTC )
  • VC 3-010 Duncan Blowers and finding all of the wins, and everyone's wins

    Duncan Blowers is the Managing Director for Henkelman USA (, who is the major producer of commercial grade vacuum sealers, used mostly in food service. Before the pandemic, Henkelman was engaged in changing hearts and minds about extending food shelf life. The pandemic shook the food industry deeply, and the same product became a solution to a much larger set of problems, which Henkelman had to become adept at articulating. In addition, they use a complex channel of manufacturers reps, distributors, and dealers who also need to articulate additional value. What a great lesson in learning the importance of finding all the wins for all the players. Thanks Duncan!

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    DateTime Object ( [date] => 2022-08-09 04:42:58.831178 [timezone_type] => 3 [timezone] => UTC )


Customer-perceived value drives all commercial activity, from deciding to click a link, to accepting a requested sales appointment, all the way to the final buying... Read More