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Full Day Seminars
Grandy & Associates has developed nine, full-day seminar/workshops and even more keynote addresses over the past 25 years that are perfect for your next conference. Each one is specifically designed for the service and trades industry.
In addition to the full-day programs, we have also developed several additional presentations that have been specifically developed for conference settings (1-3 hour sessions).
Seminar Descriptions
Product & Service Pricing for a Profit
This program deals with the most basic, and critical of issues: labor pricing. Each contractor brings information with them (a list of what to bring is provided) and will determine what their “real” costs of doing business is - from a cash flow perspective. Once the cost of doing business is determined, each company will:
Determine what they must charge per hour for service and installation, to cover that cost while generating their predetermined profit margin.
Learn the pros and cons of flat rate pricing and how it can help thier business.
Cash Flow & Cash Flow Budgeting
Once proper labor pricing is determined, the next major obstacle is cash flow. Cash flow puts more companies out of business than any other single thing, except improper pricing. This full-day workshop “walks” the contractor through the process of developing a month by month, department by department, cash flow budget. The budget then tells each contractor what department is making money and which isn’t, and projects their monthly cash flow needs. During the session we discuss payables, receivables, and a formal collection's policy. Numerous cash flow tips are presented and the use of credit cards is discussed along with how to set up a line of credit.
Service Agreements - The Contractor's "Golden Goose"
Service agreements are the basic building block for profitable growth going into the 21st century. Service agreements build vital relationships between the contractor and their customer. This program walks the contractor through the process of designing, pricing and marketing service agreements. Like the other programs, this program is in a workshop format with each contractor using their own numbers.
Modeling Your Company On the Computer
During this full-day session, each student models their company on the computer using the Window's version “Labor Pricing for a Profit with Cash Flow Projections” software. All departments are modeled at once and all are interactive.
Once the model is completed, the user knows what to charge in each department to generate the profit they desire. PLUS the program generates a month-by-month, department-by-department, cash flow budget. There are over 20 reports generated, including reports telling the user what to use for an internal hourly rate, if they go to flat rate pricing. Once the company is modeled, they can click the “copy” button and make as many duplicates as they wish so the “what if” process can begin to MAXIMIZE PROFITABILITY! Since the students take the software home with them, it gives them the ability to change their model as things change in their company.
Fifteen Things All SUCCESSFUL Companies Have in Common
This is a wonderful introductory program because it touches on a portion of nearly every full-day program, plus a lot more. The morning session covers fifteen things all successful companies do. Each of the fifteen areas has point values assigned to it for the students to rate their company. Once the fifteen areas are briefly covered, the afternoon session goes into additional detail, using a sample company, on labor pricing and cash flow. Attendees walk away with all sorts of great ideas to increase company profits.
Service Manager's University
The service department “should be” the most profitable part of a company’s offerings……but it seldom is! Knowing what to track and how to track it, while holding technicians accountable for their productivity, can literally make the service departments profit skyrocket. This full day program covers the three basic foundation stones of service which are demand service, maintenance and ProfitSmart activities (add on sales and creating Qualified Sales Leads). The 24 Key Performance Indicators for running a profitable service department will be discussed along with the benefits of controlling each KPI. In order to keep the service techs engaged we will even cover a workable bonus system plus the implementation of “Attaboys” into the company culture. If you are a service manager, or owner acting as the service manager, you will not want to miss the program.
Twenty-Seven Practical Things You Can Do Today to Make More Money Tomorrow
Everybody wants to make more money. This full-day program is presented in a roundtable format. As each of the 27+ areas are covered, there is open discussion between contractors on what they do about the item being discussed. The twenty-seven money saving ideas are great but the discussion really begins to flow as the group shares their ideas! You may want to bring a recorder to this session to capture all the ways of saving money!
Providing Great Customer Service...In the Trenches
Your customers are the lifeblood of your company. Without them, there is no reason for you to exist! It is imperative that you make them feel like your most important customer - because to them, they are.
At the same time, your techs and installers got into this industry because they like to work with their hands, not deal with people. Consider this:
Are they giving your customers more information then they want to know? Or are they leaving them feeling like they are being kept in the dark?
How does your receptionist or dispatcher deal with an angry customer when they call in? Do they set the techs up for success? Or do they only serve to make the problem worse?
This program is fast moving, fun and applies to every employee in the contracting company.
Providing Great Customer Service...In theSupplyTrenches
Great Customer Service isn't provided by the company owner - It's provided In The Trenches!Life in wholesale distribution today is fast and furious. Your customers are the lifeblood of your company. Without them, there is no reason for you to exist! You depend on them coming back again an again. It's imperative that you make them feel like your most important customer - because to them, they are. The way your employees handle your customers will mean the difference between their increased loyalty or their shopping around. Providing Great Customer Service...In the Supply Trenches was created to help your people truly understand this important reality and learn how very small changes can have an enormous and profitable impact on your company. This program is fast paced and focuses on dealing with customers in the supply house environment.
Keynote Descriptions
Tax Tips That Can Save You Thousands of Dollars Every Year!
Every business owner is looking for ways to save money when it comes to paying taxes. Well guess what, you just hit the mother load! This session will literally save you thousands of dollars a year on your taxes. Topics covered will include ways to increase your deprecation, how to use your children as a tax deduction and ways the owner can take money out of the company without paying any Social Security or Medicare costs. We will also cover three ways of getting audited…..and you will never be audited again. Another section will cover setting out of multiple corporations so you can have the benefit package you have always dreamed of. If you want to save on your taxes BE SURE to attend this session.
Customer Response Cards Provide the Feedback You Need from Your Customer
It is imperative that today’s company owner/manager receive steady feedback from their customers. The company needs to know the customers opinion of your service, office staff and overall quality of work. Properly designed and presented Customer Response Cards provide the needed information to today’s contractor. Several cards will be reviewed along with information on how to present the cards to the customer and how to provide incentive systems for your technicians to give the cards out. Specific Learning Objectives: The objective of this class is to make the company owner/manager fully aware of the need to receive feedback from their customers. Once the “need” is established the “how to” will be provided.
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Thirteen (13) Proposed 60-90 Minute Programs for Conventions
