Dear David: Sales associates vs. measure guy

February 3, 2017 | Comments Off on Dear David: Sales associates vs. measure guy

January 30/February 6, 2017: Volume 31, Number 17 By David Romano Dear David: I lost one of my sales associates and if I continue to have the salespeople measure their own jobs I am afraid the floor will be short until I find someone and get them trained. I have a retired installer I can get to go out and do the measures for my whole team. If I use him I won’t have to...

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Dear David: Transitioning the business to your kids

January 16, 2017 | Comments Off on Dear David: Transitioning the business to your kids

January 16/23, 2017: Volume 31, Number 16 By David Romano Dear David: I am now 63 years old, have owned my business for over 30 years, have two sons who grew up and are working in the business. I am ready to walk away but don’t know where to get started. Can you please help me? Dear Worried Owner, Only about 30% of family businesses survive into the second generation, 12% are still viable into...

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Dead David: The secret to holding more effective meetings

January 9, 2017 | Comments Off on Dead David: The secret to holding more effective meetings

January 2/9, 2017: Volume 31, Number 15 By David Romano Dear David: I am so tired of my employees complaining every time I hold a meeting, saying that nothing gets accomplished and they are just a big waste of time. I know holding these meetings are important but at this point I am considering not having them anymore. Before these meetings become a thing of the past, can you please provide some pointers to save...

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Dear David: How to accomplish more work in one day

December 16, 2016 | Comments Off on Dear David: How to accomplish more work in one day

December 5/12, 2016; Volume 31, Number 13 By David Romano Dear David:   I read in one of your columns the No. 1 motivating factor to happy employees is a sense of accomplishment. I guess that is why I feel so burnt out and frustrated. It seems the longer I own my business the less I get marked off my to-do list each day. Any advice you can give on how to get more done...

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Dear David: Creating an exceptional customer experience

November 28, 2016 | Comments Off on Dear David: Creating an exceptional customer experience

November 21/28, 2016: Volume 31, Number 12 By David Romano Dear David: Recently I was talking to a fellow WFCA affiliate member who was a previous manager at Home Depot. She told me that during her training she was presented with a story about a customer who went into Home Depot to return a set of tires, although, obviously, they don’t sell tires. She went on to tell me that Home Depot took back the...

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Dear David: Is training really a good investment?

November 14, 2016 | Comments Off on Dear David: Is training really a good investment?

November 7/14, 2016: Volume 31, Number 11 By David Romano Dear David: I am having such a hard time when it comes to training my staff. I know everyone needs training, but how do I justify the investment? And if I send someone off to training, who is going to help with customers?   Dear Short-Term Focused Owner, When thinking how to properly answer your email I was reminded of something I learned when training to...

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Dear David: How to accurately calculate close rates

October 31, 2016 | Comments Off on Dear David: How to accurately calculate close rates

October 24/31, 2016: Volume 31, Number 10 By David Romano Dear David: I am trying to do a better job calculating my close rates but I am not sure what to do. I hear you are supposed to count everyone who walks in the door, but I’m also told you need to leave out any return customers in the denominator. Doing it either way will make a big difference in my numbers when comparing to...

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Dear David: Weeding out the rotten apples in the workplace

October 17, 2016 | Comments Off on Dear David: Weeding out the rotten apples in the workplace

October 10/17, 2016: Volume 31, Number 9 By David Romano Dear David: The very first week I hired my “rotten apple” I knew it wasn’t going to work out. I was so enamored with what she could do for me that I lost sight of what she could do to me. After nearly 13 months of declining performance and increased negativity, I finally decided to let her go. On her way out she told the...

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Dear David: Why employee manuals are essential tools

September 19, 2016 | Comments Off on Dear David: Why employee manuals are essential tools

September 12/19, 2016: Volume 31, Number 7 By David Romano Dear David: I’ve been reading articles about how important employee handbooks are for these new millennial employees. I don’t have a manual and the truth is I don’t know if it is really necessary. Is it worth going through the process of creating one when we do a pretty good job of training and setting expectations with our employees? Dear Concerned Owner, Creating an official...

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Dear David: Making the most of your management meetings

September 8, 2016 | Comments Off on Dear David: Making the most of your management meetings

September 5, 2016; Volume 31, Number 6 By David Romano Dear David: I find whenever I hold a management meeting, nothing seems to get accomplished. Everyone seems to have their own agenda and we never get to everything. Do you have any advice on how to hold a productive management meeting? Dear Distracted Meeting Leader, The purpose of a management meeting is to inform managers, exchange information and collaborate to reach business goals. Properly run...

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