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<title>Will Fultz - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Will_Fultz</link>
<pubDate>Tue, 14 Feb 2012 19:33:35 -0600</pubDate>
<image><title>Will Fultz - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Will_Fultz</link>
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<copyright>Copyright 2012 EzineArticles.com - All Rights Reserved.</copyright>
<description><![CDATA[Will Fultz is the author of Top Sales Blog (topsalesblog.com), a contributing member of the Sales Bloggers Union (salesbloggers.com), an Internet marketer, and a still a practicing salesperson for a Fortune 500 paint & coatings company. Will is a former Marine who was honorably discharged after serving from 1996-2001. In 2002, he started his outside sales career. Since 2005, Will has worked directly at the manufacturing level in sales. In his current industry, Will has achieved overwhelming success in both industrial and commercial coatings, becoming a trusted business advocate to his clients. He has received numerous sales awards for high ... ]]></description>
<lastBuildDate>Wed, 13 Aug 2008 10:37:28 -0500</lastBuildDate>
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<item>
<title>Replacing Lost Business in Sales</title>
<link>http://EzineArticles.com/1396286</link>
<guid>http://EzineArticles.com/1396286</guid>
<pubDate>Wed, 13 Aug 2008 10:37:28 -0500</pubDate>
<description><![CDATA[One of the most challenging duties you will face when working in sales is replacing lost business.    Whatever the case, this will happen to every salesperson on some level in his or her sales career.  Depending on the sales cycle within your industry, replacing this lost business might take up to 3 to 12 months.  Replacing lost business will never be easy (or welcomed), but it can be managed if you have an effective sales plan in place.]]></description>
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<item>
<title>Salespeople - You Didn't Lose the Sale Because of Price</title>
<link>http://EzineArticles.com/1387789</link>
<guid>http://EzineArticles.com/1387789</guid>
<pubDate>Mon, 11 Aug 2008 11:30:37 -0500</pubDate>
<description><![CDATA[A lot of salespeople end up coming back to the office at the end of the day with their heads down.  Stepping in front of their sales manager, they utter the famous phrase - "I lost the sale because of my price".  Really, are you sure?  I got news for you, rarely do you lose a sale because of price.]]></description>
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<item>
<title>You Must Like Your Customer Types If You Are in Sales</title>
<link>http://EzineArticles.com/1385933</link>
<guid>http://EzineArticles.com/1385933</guid>
<pubDate>Fri, 08 Aug 2008 16:06:25 -0500</pubDate>
<description><![CDATA[If you are in sales, you have to like the types of customers you will be doing business with on a regular basis.  This sounds easy enough, but many people who get into sales do not realize the types of customers or prospects they will need to forge relationships with to steady their ship towards a path of success.  Remember, no amount of money will make you happy if you are continually having to deal with a group of people you don't enjoy being around.  Before you accept that next sales position that comes along, think hard about whether or not you will enjoy being around the types of customers for that particular industry.]]></description>
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<item>
<title>The Rise of the &quot;Latte&quot; and &quot;Black Coffee&quot; Sales Authors</title>
<link>http://EzineArticles.com/1380183</link>
<guid>http://EzineArticles.com/1380183</guid>
<pubDate>Thu, 07 Aug 2008 11:13:06 -0500</pubDate>
<description><![CDATA[One thing that I am really concerned about these days are some of the latest sales authors I've seen out there on the net.  These authors may write some great material, but come from a position of being out of touch their audience.  They seem to be older or have the slicked back Wall Street hair look, and just present an overall image of someone who has not been in sales for a long time.]]></description>
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<item>
<title>The Tony Soprano Salesman</title>
<link>http://EzineArticles.com/1379718</link>
<guid>http://EzineArticles.com/1379718</guid>
<pubDate>Thu, 07 Aug 2008 10:13:37 -0500</pubDate>
<description><![CDATA[My favorite character, like most fans, was Tony Soprano.  Now Tony always made a lot of mistakes, but he also had some attractive qualities salespeople should pay attention to when it comes to selling.  No, I'm not talking about giving anyone a "beat down" nor "whacking" a prospect or customer (if you were thinking about that).  What I am talking about, however, is the power and respect that the Tony Soprano character carried through the series.]]></description>
</item>
<item>
<title>Sales Blogs</title>
<link>http://EzineArticles.com/1379250</link>
<guid>http://EzineArticles.com/1379250</guid>
<pubDate>Thu, 07 Aug 2008 09:46:57 -0500</pubDate>
<description><![CDATA[There are certainly a lot of sales blogs on the net these days.  With the new medium of blogging, it was only a matter of time before sales authors took this avenue to get their message to a wider audience.   Sales blogs present a great opportunity, however, for new authors to influence the art of selling.]]></description>
</item>
<item>
<title>Negative Sales Authors</title>
<link>http://EzineArticles.com/1321930</link>
<guid>http://EzineArticles.com/1321930</guid>
<pubDate>Wed, 16 Jul 2008 15:57:55 -0500</pubDate>
<description><![CDATA[Every sales author will certainly have a little negativity in their materials. After all, they are trying to sell you reading or audio materials. I find a certain amount of negativity acceptable; however, some of these authors are just plain mean and nasty.]]></description>
</item>
<item>
<title>Truth &amp; Honesty Will Take You Far in Selling</title>
<link>http://EzineArticles.com/1321949</link>
<guid>http://EzineArticles.com/1321949</guid>
<pubDate>Wed, 16 Jul 2008 15:17:45 -0500</pubDate>
<description><![CDATA[Thinking back about all the wonderful information and strategies that I have written about in my career, I decided I needed to take some time out to discuss the simpler aspects of what makes a good salesperson. If a salesperson is truthful and honest, this individual will go very far in the sales world. That means you might have to pass on a sale from time to time, take the high road instead of "bashing" your competitor, and give customers answers they don't want to hear.]]></description>
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<title>Can a Salesperson Increase Overall Sales and Gross Profit Margins at the Same Time?</title>
<link>http://EzineArticles.com/1315183</link>
<guid>http://EzineArticles.com/1315183</guid>
<pubDate>Mon, 14 Jul 2008 15:21:53 -0500</pubDate>
<description><![CDATA[A pretty common sales question is the following: Can I increase my overall sales and grow gross profit margins at the same time? That question has perplexed almost every CEO, business owner, executive, and top sales pro for centuries.  It is certainly one of the most difficult tasks to accomplish in sales, maybe even the most difficult.  Sales managers and top level executives try to rally the troops (salespeople) into believing is it very realistic, but in the real world it hardly ever happens.]]></description>
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<item>
<title>What Sales Guys Get Wrong When Dressing in Business Attire</title>
<link>http://EzineArticles.com/1312086</link>
<guid>http://EzineArticles.com/1312086</guid>
<pubDate>Fri, 11 Jul 2008 11:26:19 -0500</pubDate>
<description><![CDATA[This is one of my by biggest pet peeves in our current sales world. I want to go through some standard areas of "dress" that a lot of sales guys get wrong. I also don't want anyone to think of me differently because I am addressing this area. I'm no Rico Suave or latte drinker (coffee, straight up black)  I am not a "fashion" elite, either. I just want everyone to know some of the basic standards when it comes to business attire. I would hate to think that someone would lose a sale or credibility because nobody took the time to teach them about dressing properly.]]></description>
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<title>Why Do Great Salespeople Make Poor Sales Managers?</title>
<link>http://EzineArticles.com/1309069</link>
<guid>http://EzineArticles.com/1309069</guid>
<pubDate>Thu, 10 Jul 2008 13:58:29 -0500</pubDate>
<description><![CDATA[It is sort of a rule in the selling community to take your best salesperson and make this individual a sales manager. After all, if a salesperson is blowing away quotas, can you imagine what this person can do running an entire sales group? It makes sense, right? Making this assertion is a big mistake in most cases.]]></description>
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<title>When Salespeople Should &quot;Cold Call&quot;</title>
<link>http://EzineArticles.com/1308973</link>
<guid>http://EzineArticles.com/1308973</guid>
<pubDate>Thu, 10 Jul 2008 13:56:32 -0500</pubDate>
<description><![CDATA[To me, cold calling is the last avenue of attack. Let's say you know of a prospect that absolutely could use your product or service. You have tried finding another method of getting in the "door", but all of your efforts have fallen flat. This is one of the few situations where cold calling is still applicable. Ok, now we have a prospect that we need to place a cold call on, right?  Well, not so fast. I happen to think the timing for yourself has to be in place also.]]></description>
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<item>
<title>What Most of Today's Sales Training is Lacking For Salespeople</title>
<link>http://EzineArticles.com/1308876</link>
<guid>http://EzineArticles.com/1308876</guid>
<pubDate>Thu, 10 Jul 2008 13:49:33 -0500</pubDate>
<description><![CDATA[I'm often very surprised at most of today's sales training. Sure they go over prospecting, presenting, and closing (what I call the "usual" suspects). Even if a sales trainer presents a unique way of selling, the trainer still tends to leave out one of the biggest changes that has come about in our business world. How can they do this with an 800 lb gorilla sitting in the room?]]></description>
</item>
<item>
<title>Why Salespeople Need Their Own Customer Testimonials</title>
<link>http://EzineArticles.com/1305500</link>
<guid>http://EzineArticles.com/1305500</guid>
<pubDate>Wed, 09 Jul 2008 14:34:53 -0500</pubDate>
<description><![CDATA[Chances are your company already has testimonials on their products or services you represent. I can tell you first hand, this will do very little for your sales results if decide to present these sort of testimonials to your prospects. Would do you need to have and present in the way of customer testimonials then?]]></description>
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<item>
<title>Sales Territory Mapping is Being Used Incorrectly</title>
<link>http://EzineArticles.com/1304152</link>
<guid>http://EzineArticles.com/1304152</guid>
<pubDate>Wed, 09 Jul 2008 14:09:17 -0500</pubDate>
<description><![CDATA[There are a lot of companies out there who have started incorporating sales territory mapping to list an individual salesperson's accounts.  While this software is pretty cool, I think a lot of companies and sales managers incorrectly use this information to manage their sales force. Sales territory mapping can be beneficial, and in the future I will publish several articles on how you can correctly use this information.]]></description>
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<item>
<title>The Politics of &quot;Change&quot; and What it Teaches Salespeople</title>
<link>http://EzineArticles.com/1303120</link>
<guid>http://EzineArticles.com/1303120</guid>
<pubDate>Wed, 09 Jul 2008 13:18:19 -0500</pubDate>
<description><![CDATA[As we enter yet another presidential election season, the politics of "change" have taken center stage (which they always do after eight years of any president). Both candidates are scurrying about trying to present a strong image of change. There is a lesson that we as salespeople can learn from this presidential election.]]></description>
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<item>
<title>Why Don't Prospects Trust Salespeople</title>
<link>http://EzineArticles.com/1304004</link>
<guid>http://EzineArticles.com/1304004</guid>
<pubDate>Wed, 09 Jul 2008 11:16:52 -0500</pubDate>
<description><![CDATA[We know we are trustworthy, we know we are excited about our product or services, and we know we could have benefited this prospect by doing business together. While we where sitting back talking a mile a minute thinking this person was ready, they had it in their head they were not going to be doing business with us all along. See, most salespeople out there are not trustworthy. We ended up being thrown in a pile with other untrustworthy salespeople, whether we deserve it or not. Can you blame these prospects, chances are they have been burnt from a salesperson in the past.]]></description>
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<item>
<title>&quot;Sharpening Your Pencil&quot; a Little is Alright to Close a Sales Deal</title>
<link>http://EzineArticles.com/1303970</link>
<guid>http://EzineArticles.com/1303970</guid>
<pubDate>Wed, 09 Jul 2008 11:16:29 -0500</pubDate>
<description><![CDATA[Many times, when a customer is right on the edge of doing business with you, they might ask you to sharpen your "pencil" just a little.  Especially if it is large business deal, you will have to think really hard about whether or not you need to do this.  I'm not talking about a huge price drop here, either. When I refer to sharpening the pencil, it requires a reduction in price by less than 5%.]]></description>
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<title>Not Every Customer is Worth Having For Salespeople</title>
<link>http://EzineArticles.com/1303099</link>
<guid>http://EzineArticles.com/1303099</guid>
<pubDate>Wed, 09 Jul 2008 09:38:52 -0500</pubDate>
<description><![CDATA[We all need to remember that not every prospect is good for us to do business with.  I have found, where there is smoke there is always fire.  It seems like a beat-down on pricing, weekend visits, constant problems with products or services, and very slow or non-payments usually always go together.]]></description>
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<title>Putting the Last Nail in the Coffin of Your Competitor</title>
<link>http://EzineArticles.com/1303049</link>
<guid>http://EzineArticles.com/1303049</guid>
<pubDate>Wed, 09 Jul 2008 09:30:06 -0500</pubDate>
<description><![CDATA[Oh no, the most dreaded words we could possibly hear. "William, well I know I said I was going to go ahead with the order, but...I just feel like we been with this vendor so long, I really...uh...maybe things will change down the road. I'm going to give them another chance."  You got in the door with the prospect. You gave them a good price, a profit justified solution, and got a "yes" answer. Heck, you didn't even close, the deal closed itself.  The bottom line here is you could have prevented this from happening.]]></description>
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<item>
<title>The Best Sales Books Are Yet to Be in Book Stores</title>
<link>http://EzineArticles.com/1302998</link>
<guid>http://EzineArticles.com/1302998</guid>
<pubDate>Wed, 09 Jul 2008 09:17:11 -0500</pubDate>
<description><![CDATA[Without a doubt, my belief is that the best sales books for top professionals are not in book stores yet.  The main reason is that our sales world is changing faster than it ever has before.  Companies are still trying to make the "old school" methods of activity level planning successful in the face of an ever changing business environment.   With $4 a gallon gas and expenses going up at record rates, companies will eventually make the move themselves towards a new selling future.]]></description>
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<item>
<title>Salespeople Are Punishing Honesty</title>
<link>http://EzineArticles.com/1303031</link>
<guid>http://EzineArticles.com/1303031</guid>
<pubDate>Wed, 09 Jul 2008 09:13:47 -0500</pubDate>
<description><![CDATA[When buyers mislead or deceive salespeople, we tend to get frustrated. With the accuracy of hindsight, however, I readily understand why buyers do this. Look at my actions with the prospect in the above paragraph. Here was a guy just being honest, and I punished him for his honesty by firing back with a product dump along with a boring company story. Later on, I actually did devise a different strategy and ended up selling to this account. But imagine if I wouldn't have reacted like a typical salesperson. I might have ended up doing business with this company sooner.]]></description>
</item>
<item>
<title>The Products Or Services Salespeople Represent Greatly Determine How They Are Viewed</title>
<link>http://EzineArticles.com/1303029</link>
<guid>http://EzineArticles.com/1303029</guid>
<pubDate>Wed, 09 Jul 2008 09:13:36 -0500</pubDate>
<description><![CDATA[The primary buzzword in sales for the 21st century has been "consultative selling".  This type of selling has been applied to everything from telesales to actual consultants.  While I have a few problems this idea of selling, (this implies you will recommend the best product or service, even if it is a competitor), I'll save that for another article.  In short, the more technical and overall business ability the salesperson is perceived in having, the more likely the prospective customer will view this person as "credible" and "worthwhile".]]></description>
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<item>
<title>Buying Vs Selling Broken Down</title>
<link>http://EzineArticles.com/1303020</link>
<guid>http://EzineArticles.com/1303020</guid>
<pubDate>Wed, 09 Jul 2008 09:13:19 -0500</pubDate>
<description><![CDATA[I often find that prospective customers would rather buy than to be put through some sort of sales process. Don't get me wrong, some situations require a little "push" to get the job done and put a sale on the board. A salesperson, however, should not have to continually fight an uphill battle with every prospect on "what's your best price" and "I am happy with my current vendor".]]></description>
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<item>
<title>The &quot;Blue Collar&quot; Salesperson in Review</title>
<link>http://EzineArticles.com/1303017</link>
<guid>http://EzineArticles.com/1303017</guid>
<pubDate>Wed, 09 Jul 2008 09:12:54 -0500</pubDate>
<description><![CDATA[The blue collar salesperson is certainly a hard worker. This individual makes the extra sales calls, relies on cold calling for almost all new business, and typically works over 60 hours a week in maintaining & developing their customers. This individual usually never reads books and may have come from a background outside of sales. They rarely ever make important contacts (non-customers, but important people like mentors or folks that are in a great position to give referrals) that can improve their sales numbers with less work. In short, the blue collar salesperson is very dedicated, but is certainly headed for a huge burnout in their selling career.]]></description>
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<item>
<title>Steel Fabrication &amp; Industrial Paint Companies - How to Select a Quality Paint Vendor</title>
<link>http://EzineArticles.com/952647</link>
<guid>http://EzineArticles.com/952647</guid>
<pubDate>Thu, 31 Jan 2008 09:56:59 -0600</pubDate>
<description><![CDATA[I have listed below the most relevant items you need to consider when selecting a paint vendor if you are a steel fabrication or industrial paint company.  Is the paint vendor / representative knowledgeable about your business or industry?]]></description>
</item>
<item>
<title>Shop Primer - How to Purchase &amp; Apply This Coating to Be More Profitable in Your Painting Operation</title>
<link>http://EzineArticles.com/938084</link>
<guid>http://EzineArticles.com/938084</guid>
<pubDate>Tue, 22 Jan 2008 13:27:28 -0600</pubDate>
<description><![CDATA[Steel fabricators and industrial painting operations in general usually purchase a great deal of one product, which is shop primer. There are three ways to increase your profitability when it comes to purchasing and applying shop primer. With just a little effort, you can increase your profitability greatly in your painting operation.]]></description>
</item>
<item>
<title>How to Select the Right Coating-Paint System - A Guide For Steel Fabricators &amp; Industrial Painters</title>
<link>http://EzineArticles.com/924586</link>
<guid>http://EzineArticles.com/924586</guid>
<pubDate>Tue, 15 Jan 2008 15:07:18 -0600</pubDate>
<description><![CDATA[For steel fabricators and industrial painters, one of the most difficult tasks for management is selecting a paint or coating system for an upcoming project.   Selecting a quality individual to do business with on your paint & coatings can increase your bottom line and save your company so much time in dealing with these issues.  Make sure when choosing a new paint supplier you always get an expert individual who is always looking at speeding up your production times and increasing your overall productivity.  This will always trump a gallon price at the end of the day.]]></description>
</item>
<item>
<title>Universal Metal Primers - A Huge Benefit For Steel Fabricators and Industrial Painters</title>
<link>http://EzineArticles.com/924488</link>
<guid>http://EzineArticles.com/924488</guid>
<pubDate>Tue, 15 Jan 2008 15:04:47 -0600</pubDate>
<description><![CDATA[Universal metal primer has been out on the market for sometime now for steel fabricators and industrial painters to purchase.  While shop primers are usually only able to receive an alkyd industrial enamel topcoat, universal metal primers can receive a variety of topcoats.  Universal metal primers can also be purchased at very good price points, which allow your operation to keep costs down when it comes to priming.]]></description>
</item>
<item>
<title>Low Temperature Cure Epoxy - You No Longer Need an Accelerator For Cold Weather Painting</title>
<link>http://EzineArticles.com/906629</link>
<guid>http://EzineArticles.com/906629</guid>
<pubDate>Fri, 04 Jan 2008 11:08:44 -0600</pubDate>
<description><![CDATA[Many steel fabricators and industrial painting operations are not aware of some of the recent changes in epoxy technology.  There are now low-temperature cure epoxies from paint manufacturers on the market which do not require an accelerator.  Some of these epoxies can now cure all the way down to 0?F without any use of an accelerator.  Others can dry as quickly as 90 minutes to the touch with surface temperatures at 20?F.]]></description>
</item>
<item>
<title>Urethane Mastic - The Next Generation in Urethane Technology</title>
<link>http://EzineArticles.com/905077</link>
<guid>http://EzineArticles.com/905077</guid>
<pubDate>Thu, 03 Jan 2008 14:39:54 -0600</pubDate>
<description><![CDATA[A recent shift has taken place towards a product with new urethane technology.  This product is call a urethane-mastic, and is available from several paint & coating manufacturers.  These are also self-priming urethanes and are available in a wide variety of colors.]]></description>
</item>
<item>
<title>One-Pack - One-Part Inorganic Zinc Rich Primers - How They Can Help Your Business</title>
<link>http://EzineArticles.com/905410</link>
<guid>http://EzineArticles.com/905410</guid>
<pubDate>Thu, 03 Jan 2008 13:44:27 -0600</pubDate>
<description><![CDATA[Now enters into the industrial painting world the one part / one pack inorganic zinc rich primer.  You don't have to worry about mixing the dust or getting the mixture correct, because you have a one-part product that only needs aggressive agitation before application.  For those steel fabricators and industrial painters that have used multiple-component zinc rich primers, you know how difficult the mixing process of components can be.  You also know that if your mixture is not correct, a failure in the total coating or paint system can occur.]]></description>
</item>
<item>
<title>Steel Fabrication &amp; Industrial Facilities - Choosing the Correct Surface Preparation Before Painting</title>
<link>http://EzineArticles.com/901542</link>
<guid>http://EzineArticles.com/901542</guid>
<pubDate>Wed, 02 Jan 2008 14:24:43 -0600</pubDate>
<description><![CDATA[There are two primary ways for steel fabricators and industrial facilities to perform surface preparation before painting.  These two most common ways are SP2/SP3 (hand & power tool clean) and SP6 (Commercial Blast or Sand Blast).  I will go through each one in regards to their relation to the coating that will be applied.]]></description>
</item>
<item>
<title>Metal Primers For Steel Fabrication and Industrial Facilities - How to Select the Right Product</title>
<link>http://EzineArticles.com/898569</link>
<guid>http://EzineArticles.com/898569</guid>
<pubDate>Fri, 28 Dec 2007 13:20:56 -0600</pubDate>
<description><![CDATA[There are now many other metal primers on the market other than the old "shop primer" most steel fabrication and industrial facilities use. For a product that you can buy for a very minimal price per gallon, you can get a minimal amount of protection needed for structural metal that will be covered up at some point. Universal metal primers have certainly made a big splash. Fast dry epoxy primers have become popular selections to put under urethane and epoxy topcoats. "Wet on wet" metal primers have also been in the mix here recently.]]></description>
</item>
<item>
<title>Epoxy Vs Urethane Coatings - Why Should You Go With Urethane?</title>
<link>http://EzineArticles.com/896999</link>
<guid>http://EzineArticles.com/896999</guid>
<pubDate>Fri, 28 Dec 2007 10:49:10 -0600</pubDate>
<description><![CDATA[Ask yourself this the next time you select a paint system on steel. Why in the world would you use a lesser quality coating system when you can use a superior paint system for the same price?]]></description>
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