Conference Presentations

In addition to the full & half-day programs, we have also developed several Conference Presentations that have been specifically designed for the meeting setting of 1-3 Hours.

 


Successionplanning Full Day

Succession Planning

Succession planning is a vital step in ensuring the future success of your company. But, given the impact on the owner and the organization, succession palnning is also one of the most difficult processes to undertake.

That's where we can help. Through our training, tools and resources, we will guide you in making the best succession planning decisions for you and your business.

 



 Building Leadership

 

Building Effective Management Skills

There is a tremendous difference in being a manager and being an effective manager!

This presentation will cover some very practical tips on how to be a very effective manager.  During the presentation we will cover things like:

  • Attributes of effective managers
  • Ways to increase communications
  • Specific goals to meet
  • Great ways to motivate your people
  • And much more........

It matters not if you are a new manager or have been in the position for some time; you will find great value in this presentation.

 


 

Cash Flow Faucet

 

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.


 

Customer Definition

Customer Driven Sales

Selling up is all about communicating with your customer. In the trades, we have a language all our own and we think the customer talks our same language. WRONG! They don’t – and if your customers don’t understand what you are telling them, there is no value. No value equals no money. Without that value, the only thing left to sell is price. We will also cover the five buying principles and the affect they have on how your customers are buying from you. During this program, we will take a look at the words we use and how the customer will hear them. We will also take a look at how we communicate and how to recognize the four different communication styles of our customers and how to communicate with them in the way that they need us to.

Each participant will complete a behavioral communication assessment and will learn how to recognize the style of others. We will also look at what each customer wants and needs during the sales process.

 


 

Number 15 Blue Square

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.


 

 Success Road Sign

How To Be Wildly Successful In Today's Economy

Who says things have to be slow in today's economy?  Many companies are not only making it, they are growing and prospering and your company needs to be one of them!

The key is really quite simple, be the best at what you do.  Stop looking at the problems and start looking for opportunities.

This session will help you to gain a new perspective on working in today's economy.  You will also take home dozens of ideas of how to best utilize your time, talents and resources during a slow economy.

If you want your company to experience profitable growth in any economy; including this one; don't miss this session!


 

 Handshake _money _exchange _1600_clr _13216

How To Collect Your Money While Keeping Happy Customers

The biggest problem with collections is fear.  Fear of telling the customer how you want to be paid.

This session will take the fear out of collections by helping the contractor realize that collections is no different than any other area of their business.  Plans must be made with systems being put in place.  The end result being money collected in a timely manner.

You will learn dozens of ways to get paid while keeping happy customers that will continue to buy from you.

After this session, you will know how to collect your money and keep your customers happy.


 

 Profit Loss Dice Guy

Identifying & Controlling The 5 Profit Killers In Your Service Department

Are you priced right in service but still losing money?  This is not uncommon in the industry.  Service should be the most profitable department in your company, but usually isn't.

Profitable service begins with proper pricing followed by proper management.  Being priced right is step one.  However, five profit killers exist in every service department. 

Any of these five areas have the ability to suck all the profit out of the department even though pricing is correct.  Each of these five areas will be identified with specifics of how to be sure it is not happening in your company.

This session will uncover these enemies, therefore allowing your service profitablilty to soar!  Don't miss this session!


 

 Flat Rate Price Quote

Is Up Front Pricing Right For Your Company?

All contractors have preconceived ideas about up front pricing.  Most either love it or hate it.

The mystery of up front pricing will be revealed.  You will learn the pros and cons of up front pricing during this session so you can fully understand what it really is and if it's right for your company.

Up front pricing is going to become the standard of the industry.  Not because it's a great program (although it is) but because the cost of doing business is increasing every year. 

If you want to see your service department profits soar; especially in a slow economy; then you better learn all you can about up front pricing.  Attend this session!


Profit Arrow Bluegreen

Labor 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 their business.


 

Customer Service Image

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.


 

Service Dollar Sign

Providing Great Customer Service...In the Supply Trenches

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 they are 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.

 


 

SMU Logo Blue Outline

Service Managers' 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.

This program is fast paced and focuses on dealing with customers in the supply house environment.


 

Secret Tax Tips 

Tax Tips Your Accountant Never Told You About!

Every business owner is looking for ways to save money when it comes to their taxes.  When attending this session, you will learn dozens of ways to reduce your taxes. 

This session will literally save you thousands of dollars a year on your taxes.  Earn the same income but learn to pay substantially less taxes on it.  That means you get to keep more of your hard earned money.

If you want to save on your taxes, BE SURE to attend this session!


 

Why Charge LOGO

Why Do We Need To Charge So Much? (For All Employees)

The thinking of nearly every technician is that the difference between what they are getting paid, and what the customer is charged, is all profit.

Attendees wil learn, via use of a Sample Company, what it really costs to run a profitable business.  Basic costs of doing business will be covered and then attendees will be shown how those costs must become part of the required hourly rate.

By the end of this session all technicians and/or employees will have a full understanding of why the company needs to charge what it does.  It is a real eye-opener to most technicians and /or employees.


 

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For pricing and details about any of these programs.