Continuing the series on successful selling of a tilt cab versus the conventional cab, the second most important advantage for me is the "footprint." By footprint, I mean how much space the truck takes up, with length being the main focus.
This is important because it has a lot to do with prospects making a decision on a truck. They may have maneuverability, job site size restrictions, parking issues, or other things in mind, and the footprint will settle those issues, or cause them to look further.
Here's an example of what I mean. Let's say the customer really needs a 16' flatbed to carry the right amount of cargo to their destination. If we took a conventional cab truck, the wheelbase for that is going to be about 200" (16.7 feet) and the overall length is approximately 316" (26.4 feet). That is a big footprint and were not discussing turning radius yet, but that is a huge issue here.
Now, let's look at how the tilt cab advantage will change this image. On the tilt cab, the wheelbase will be about 150" (12.5 feet), and the overall length is approximately 268" (22.4 feet). The difference is approximately 4 feet. That is a HUGE difference in footprint with the same size body to do the same job.
Being able to manage the overall footprint of a commercial truck, whether on the job site, city streets, or parking is a very important issue to customers. They may call it other things, but it all comes down to how big the thing is and how much space it takes up. This is where the tilt cab shines.
2/19/09
2/18/09
Tilt Cab Advantage #1
Adding a tilt cab franchise like Isuzu (includes Chevy, GMC badged counterparts), Mitsubishi, UD (Nissan), Ford LCF/International, is a very good thing. Learning how to sell them once you have them is another challenge for many. It's really easier than it seems, but a dealer has to change their thinking a little bit to make it work well. I've seen a lot of dealers get the tilt cab and then fail to make a go of it and then stop selling them. So, here is a series of short pieces that will help make adding a tilt cab to your commercial mix a success.
The first thing to change in thinking is to let go of the 84" CA ideal. With a conventional cab inventory mix at most stores in light duty upfitted trucks, the 84" CA is preferred and stocked heavily, especially in contractor bodies, flatbeds, combo bodies and service bodies. For the tilt cab, 108" and 120" CA will be the preferred length.
I know a lot think that putting a 12' unit on an 84" CA tilt cab makes it turn on a dime and is very impressive, but that short of a body on the tilt cab doesn't make effective use (generally speaking) of the virtues of the difference between the conventional cab and the tilt cab as it relates to wheelbase, overall length and CA.
Because of the design of the tilt cab, the engine is directly over the front axle, while it is well behind the front axle on the conventional cab. This allows the combination of the shorter cab and the placement of the cab over the engine to transfer the 4' of hood area of the conventional cab into cargo area on the tilt cab instead. So, to make it make sense, the cargo length is 4' longer on a tilt cab for the same overall length of the truck when comparing it to a conventional cab. Another way to look at it, is the 84" CA tilt cab has a 4' shorter (48"!!!!) overall length than the 84" conventional cab. Yet another way to look at it, is the body can be 4' longer on the tilt cab for the same overall length of a conventional cab with a 4' shorter body. So a 12' flatbed on an 84" CA conventional cab, means that a 16' flatbed on a 120" CA tilt cab with match (approximately) in overall length.
That is one of the biggest selling features of the tilt cab vs the conventional cab and why to stock 108" and 120" CA. To me, it is the number one selling feature.
Look at another. Take a 108" CA tilt cab and put a 14" service body on it. Park it next to a single rear 9' service body and they are very close to the same overall length! Take a 60" CA conventional cab with a 10' flatbed and they are within millimeters.
That translates to VALUE!! I can buy this truck and carry 4' longer material and still have the same overall length. That is huge. HUGE! Did I say Huge?
The first thing to change in thinking is to let go of the 84" CA ideal. With a conventional cab inventory mix at most stores in light duty upfitted trucks, the 84" CA is preferred and stocked heavily, especially in contractor bodies, flatbeds, combo bodies and service bodies. For the tilt cab, 108" and 120" CA will be the preferred length.
I know a lot think that putting a 12' unit on an 84" CA tilt cab makes it turn on a dime and is very impressive, but that short of a body on the tilt cab doesn't make effective use (generally speaking) of the virtues of the difference between the conventional cab and the tilt cab as it relates to wheelbase, overall length and CA.
Because of the design of the tilt cab, the engine is directly over the front axle, while it is well behind the front axle on the conventional cab. This allows the combination of the shorter cab and the placement of the cab over the engine to transfer the 4' of hood area of the conventional cab into cargo area on the tilt cab instead. So, to make it make sense, the cargo length is 4' longer on a tilt cab for the same overall length of the truck when comparing it to a conventional cab. Another way to look at it, is the 84" CA tilt cab has a 4' shorter (48"!!!!) overall length than the 84" conventional cab. Yet another way to look at it, is the body can be 4' longer on the tilt cab for the same overall length of a conventional cab with a 4' shorter body. So a 12' flatbed on an 84" CA conventional cab, means that a 16' flatbed on a 120" CA tilt cab with match (approximately) in overall length.
That is one of the biggest selling features of the tilt cab vs the conventional cab and why to stock 108" and 120" CA. To me, it is the number one selling feature.
Look at another. Take a 108" CA tilt cab and put a 14" service body on it. Park it next to a single rear 9' service body and they are very close to the same overall length! Take a 60" CA conventional cab with a 10' flatbed and they are within millimeters.
That translates to VALUE!! I can buy this truck and carry 4' longer material and still have the same overall length. That is huge. HUGE! Did I say Huge?
2/17/09
Do You Believe Price Shoppers?
One of the hardest things to get--and one must work at it all the time--is NOT to believe price shoppers when they say they are buying, or have bought because of a better price. It's hard to get because it is so easy to believe. Yet, I don't know about you, but I do a lot of shopping and although price is an issue, it is not my decision threshold. It may get my attention and it may look attractive, but I always look past that to see what it is and to see if the VALUE is there.
Another thing is that people hate to say the real reason they make a decision, especially if they feel they would say something unkind, like they don't like you or don't like the way you treated them. So, the easy and believable way out is, "I got a better price/deal/services." They are being kind, yet misleading.
If they bought elsewhere and you really want to know the truth, ask with sincerity of helping you become better at what you are doing. This way, they will feel okay to state more of the truth--yet not necessarily all of it.
When I was a brand new salesman in late 1972, I followed up with a lady who had come in. She said she bought one. I said, "Do you mind telling me why you bought from that dealer so that I might improve my skills?" She said, "you didn't call me until today. You should have followed up with me." It kind of took my breath away, but I got the message.
Price is always a consideration. It can cause movement. Some buy price, but only about 4%. The rest buy value. Value may be a combination of many things and much of that may be very, very human. Sell your value, your expertise, your way of solving their problems, your follow up, and your long term service, but don't ever believe the "price shopper." You may have to remind yourself daily.
Another thing is that people hate to say the real reason they make a decision, especially if they feel they would say something unkind, like they don't like you or don't like the way you treated them. So, the easy and believable way out is, "I got a better price/deal/services." They are being kind, yet misleading.
If they bought elsewhere and you really want to know the truth, ask with sincerity of helping you become better at what you are doing. This way, they will feel okay to state more of the truth--yet not necessarily all of it.
When I was a brand new salesman in late 1972, I followed up with a lady who had come in. She said she bought one. I said, "Do you mind telling me why you bought from that dealer so that I might improve my skills?" She said, "you didn't call me until today. You should have followed up with me." It kind of took my breath away, but I got the message.
Price is always a consideration. It can cause movement. Some buy price, but only about 4%. The rest buy value. Value may be a combination of many things and much of that may be very, very human. Sell your value, your expertise, your way of solving their problems, your follow up, and your long term service, but don't ever believe the "price shopper." You may have to remind yourself daily.
2/16/09
Ever Been Fired?
Have you ever been fired from a job? I have at least twice that I can remember. Heck, as a manager for over 25 years, I fired a few more than that myself. Being fired can be a bad day for many, but the times I got fired were among the best I've ever had. Certainly the last one was such a high, I felt as if I were on a cloud the weight being lifted from my back. It was a glorious day!
Regarding the people I had to fire, two of them were very difficult and very emotional, but everyone felt relief afterward.
There is nothing like a decision to get the blood moving back to the brain. Most of the time, I think people know that it is coming, they just don't want to have to deal with it, but after the first take your breath away moment or two, when you realize you're not only still alive, but breathing nicely, a wash of relief comes over you.
If one lets the fear of the unknown future out of the way, some very constructive things can take place. A new enthusiasm can be born. A new career. Finally the chance to do something different. There's nothing like that feeling. It is exciting. There are so many possibilities!
Some of my mentors from the past who got fired, went on to become one of the best in their field. Firing is just a decision and it can be a great one!
Regarding the people I had to fire, two of them were very difficult and very emotional, but everyone felt relief afterward.
There is nothing like a decision to get the blood moving back to the brain. Most of the time, I think people know that it is coming, they just don't want to have to deal with it, but after the first take your breath away moment or two, when you realize you're not only still alive, but breathing nicely, a wash of relief comes over you.
If one lets the fear of the unknown future out of the way, some very constructive things can take place. A new enthusiasm can be born. A new career. Finally the chance to do something different. There's nothing like that feeling. It is exciting. There are so many possibilities!
Some of my mentors from the past who got fired, went on to become one of the best in their field. Firing is just a decision and it can be a great one!
2/14/09
Rules Of Thumb Help You Think On Your Feet
I was invited to do some training at a Dodge meeting a few years ago. I put on a hour-long class called Commercial Trucks 101. This was the largest group I've done and there were over 65 sales people and managers in attendance as well as Dodge BusinessLink personnel. One of the people from Dodge was a stickler for details when it comes to giving quotes on payload. I get it. One wants to be as accurate as possible and so do I; however, one is far better off learning to think on your feet and guide the prospect long before you can sit down at your spec book.
As I got up and got into my presentation, my most important point is early in the class, and that is how to figure payload quickly. The rule of thumb, I told them is this: GVWR - GVW = Payload. It is very accurate if you know what the GVW is. If not, the inaccuracy would be in that number. Still, it is very effective on the lot. As I spoke this with emphasis, I could see the Dodge training rep cringing in his seat and then up and pacing. Not a good sign, but I kept on because I am from the street when it comes to this stuff.
The Dodge trainer wanted everyone to use curb weight, add the passengers, and all that stuff. In the meantime, the prospect is down the street buying from another dealer. He was probably thinking of everyone sitting at their desk with all their spec books and preparing a quote to go in the mail or fax or email. That's not an effective procedure for the lot. I think training should help teach you how to think for yourself, not follow a specific procedure.
You need to find a way to find payload quickly, so here's a system that works very well:
Do a little study and memorize a little chart on common truck empty weights. For example, a single rear wheel empty 56" CA chassis will weigh in roughly 5,500 lbs. That is plenty close enough. Just look at 3 or 4 invoices and you'll get the idea. Then move on to a few others like 60" CA dually, 84" CA dually, 450/550 84" CA and so on. You only need about 6-8. If you carry tilt cabs, do a similar thing with them. Then memorize the GVWR on most of your common models. So, for example, you might look at a Ford 84" CA F550 and see the empty weight (shipping weight on the invoice) is about 7700 lbs. Look at a few and just average it and that will be your number. This is a small amount to remember.
Next, get an idea of what some of the different kind of bodies weigh. As a rule of thumb you could look at an 8' service body at about 1100 lbs and if it has a rack, add another 2-300 lbs. Look at a few. You can see from the weighmasters weight slip number minus the shipping weight and that will tell you what the body weighs. Once you see a few, it is very easy to estimate close enough. So I would figure an 11' steel dump with sub-frame hoist is going to be about 2,500 lbs. You'll get the idea.
Now, when you are on the lot and you don't have your inventory list with all the cargo capacities, you can still give the prospect a close estimate of payload that will be very effective and you can do it all in your head on any upfitted truck on the lot. This will help immensely to guide the prosepct to the right truck but not selling him too much truck. Very important to not sell too light a truck or too heavy a truck.
So, I would look at any make 56" SRW chassis at about 5,500 lbs, an 8' service body with rack at 1,400 lbs., so that is 6,900 lbs or 7,000 to round it off. The GVWR is easy to memorize, but if you need to open the door of the truck and get the GVWR, that is easy to do on the lot. Most SRW 56" CA chassis are around 9,200 GVWR in round numbers, so what is they payload? It's 2,200 lbs. Easy. And the best part is that you can think on your feet and make decisions quickly and reasonably accurately--certainly accurate enough to get the job done.
As I got up and got into my presentation, my most important point is early in the class, and that is how to figure payload quickly. The rule of thumb, I told them is this: GVWR - GVW = Payload. It is very accurate if you know what the GVW is. If not, the inaccuracy would be in that number. Still, it is very effective on the lot. As I spoke this with emphasis, I could see the Dodge training rep cringing in his seat and then up and pacing. Not a good sign, but I kept on because I am from the street when it comes to this stuff.
The Dodge trainer wanted everyone to use curb weight, add the passengers, and all that stuff. In the meantime, the prospect is down the street buying from another dealer. He was probably thinking of everyone sitting at their desk with all their spec books and preparing a quote to go in the mail or fax or email. That's not an effective procedure for the lot. I think training should help teach you how to think for yourself, not follow a specific procedure.
You need to find a way to find payload quickly, so here's a system that works very well:
Do a little study and memorize a little chart on common truck empty weights. For example, a single rear wheel empty 56" CA chassis will weigh in roughly 5,500 lbs. That is plenty close enough. Just look at 3 or 4 invoices and you'll get the idea. Then move on to a few others like 60" CA dually, 84" CA dually, 450/550 84" CA and so on. You only need about 6-8. If you carry tilt cabs, do a similar thing with them. Then memorize the GVWR on most of your common models. So, for example, you might look at a Ford 84" CA F550 and see the empty weight (shipping weight on the invoice) is about 7700 lbs. Look at a few and just average it and that will be your number. This is a small amount to remember.
Next, get an idea of what some of the different kind of bodies weigh. As a rule of thumb you could look at an 8' service body at about 1100 lbs and if it has a rack, add another 2-300 lbs. Look at a few. You can see from the weighmasters weight slip number minus the shipping weight and that will tell you what the body weighs. Once you see a few, it is very easy to estimate close enough. So I would figure an 11' steel dump with sub-frame hoist is going to be about 2,500 lbs. You'll get the idea.
Now, when you are on the lot and you don't have your inventory list with all the cargo capacities, you can still give the prospect a close estimate of payload that will be very effective and you can do it all in your head on any upfitted truck on the lot. This will help immensely to guide the prosepct to the right truck but not selling him too much truck. Very important to not sell too light a truck or too heavy a truck.
So, I would look at any make 56" SRW chassis at about 5,500 lbs, an 8' service body with rack at 1,400 lbs., so that is 6,900 lbs or 7,000 to round it off. The GVWR is easy to memorize, but if you need to open the door of the truck and get the GVWR, that is easy to do on the lot. Most SRW 56" CA chassis are around 9,200 GVWR in round numbers, so what is they payload? It's 2,200 lbs. Easy. And the best part is that you can think on your feet and make decisions quickly and reasonably accurately--certainly accurate enough to get the job done.
2/13/09
Foundation with No House Saves Money?
The pictures above were from the same dealers lot and there were even more empty chassis here. This is all too common at many commercial truck stores--especially medium duty truck stores. I could see this as opportunity because of the sheer volume of chassis available right away, yet I see this as a serious flooring issue and a sales issue. I see the dealer looking at this and wondering what is going on with his money.
To me this is like building a housing project of 35 homes, except only the foundations are built to sell from. This isn't an intangible market any more than the truck market. I have stocked empty chassis, but in quantities typically not exceeding 2-4 units and then only rarely.
Some dealers I have known think that an empty chassis is good for their bottom line. I argue the opposite. It is very bad for the bottom line because dollars are tied up with no possible way to sell the unit without a body. It is an incomplete unit. They might as well stock cars without any engine and transmission.
Installing a body gives a good opportunity to make a sale--on purpose. There is the case for the extremely rare person who has a body to transfer to a new chassis. No big deal, trade for a chassis or get one out of a pool. In the meantime, the dealers money isn't tied up in a car with no engine or a foundation with no house.
What is even more interesting to me is seeing ads in the Big Truck Trader and other places with an empty chassis being offered. This is a total waste of advertising money to me. An empty chassis might be trade bait, but little else.
The remedy of course, is to install a body. With a complete unit, you now have something to sell--and, what's more important, it is something to sell with gross profit in it. I would now have a unit that I can market, demonstrate, put into a display, drive as a demo, and the most important thing of all: deliver it to a customer this very minute, deposit the contract and go sell another one. A somewhat faster turn, less expense and higher profits makes a happier, healthier commercial truck department.
To me this is like building a housing project of 35 homes, except only the foundations are built to sell from. This isn't an intangible market any more than the truck market. I have stocked empty chassis, but in quantities typically not exceeding 2-4 units and then only rarely.
Some dealers I have known think that an empty chassis is good for their bottom line. I argue the opposite. It is very bad for the bottom line because dollars are tied up with no possible way to sell the unit without a body. It is an incomplete unit. They might as well stock cars without any engine and transmission.
Installing a body gives a good opportunity to make a sale--on purpose. There is the case for the extremely rare person who has a body to transfer to a new chassis. No big deal, trade for a chassis or get one out of a pool. In the meantime, the dealers money isn't tied up in a car with no engine or a foundation with no house.
What is even more interesting to me is seeing ads in the Big Truck Trader and other places with an empty chassis being offered. This is a total waste of advertising money to me. An empty chassis might be trade bait, but little else.
The remedy of course, is to install a body. With a complete unit, you now have something to sell--and, what's more important, it is something to sell with gross profit in it. I would now have a unit that I can market, demonstrate, put into a display, drive as a demo, and the most important thing of all: deliver it to a customer this very minute, deposit the contract and go sell another one. A somewhat faster turn, less expense and higher profits makes a happier, healthier commercial truck department.
2/12/09
It's All About Solutions, Not Price
Solving problems, providing solutions is the name of the commercial truck game. Here's an example of this that we saw mid-year 2008. This customer replaced 5 Ford Cutaway units with steel plumber style bodies because they had to make a number of trips each day to and from the warehouse which cost them time and money.
In addition to that, they were having trouble with diesel engines that was also costing them time and money. The customer wanted to load up the truck full for the day and not have to come back to the shop. They wanted to keep moving from customer to customer. They are plumbing company.
The customer found a solution with a Hackney Aluminum Plumber body mounted on the new Dodge 4500 with the Cummins diesel. He replaced all 5 in one purchase with this arrangement. I asked how it was working out and he said he was thrilled with the change. He said that now he can load up with no overloading concerns and keep the trucks out all day. I asked him if he didn't mind telling me the cost of the bodies. He said $16,500 each.
It's not about the money, it's about the solution. He paid close to double what he was paying for the other trucks, yet feels the value was well worth the cost. Besides that, it is a great looking truck. I saw them after the signs were painted on the sides and they look great.
Even with sales off the mark, customers still need solutions to problems and will do what they need to in order to solve them. In this case, he replaced his entire fleet and all were special ordered and took time to arrive.
In addition to that, they were having trouble with diesel engines that was also costing them time and money. The customer wanted to load up the truck full for the day and not have to come back to the shop. They wanted to keep moving from customer to customer. They are plumbing company.
The customer found a solution with a Hackney Aluminum Plumber body mounted on the new Dodge 4500 with the Cummins diesel. He replaced all 5 in one purchase with this arrangement. I asked how it was working out and he said he was thrilled with the change. He said that now he can load up with no overloading concerns and keep the trucks out all day. I asked him if he didn't mind telling me the cost of the bodies. He said $16,500 each.
It's not about the money, it's about the solution. He paid close to double what he was paying for the other trucks, yet feels the value was well worth the cost. Besides that, it is a great looking truck. I saw them after the signs were painted on the sides and they look great.
Even with sales off the mark, customers still need solutions to problems and will do what they need to in order to solve them. In this case, he replaced his entire fleet and all were special ordered and took time to arrive.
2/11/09
Faster and Better
I enjoyed thinking about yesterday's post, How Easily We Grow Accustomed. Coincidentally, a friend on Facebook told me about a YouTube video that would interest me. After viewing it, I was amazed. If you haven't seen it, you will be amazed as well. Talk about a world moving faster and getting better. Here's the link:
http://www.youtube.com/watch?v=cL9Wu2kWwSY
http://www.youtube.com/watch?v=cL9Wu2kWwSY
2/10/09
How Quickly We Grow Accustomed
Television as we know it is just over 50 years young. When I was a child in the early 50's, we had a black & white TV (there were no color TV's until the 60's) and there were just a couple of channels and we lived at that time in Southern California. I guess my generation is the first to grow up on TV. Now there are hundreds of channels, you can't even find a black and white TV, but there HD-TV's everywhere. But, this is a long growth period.
The Internet. Although 1991 is kind of a start year in some respects, the Internet as we know it really began about 1994. There were no such thing as web pages, and now there are hundreds of millions of them. What a phenomenal growth period the last 15 years has been in this field. There appears to be no slowing down either. This blog didn't exist 10 years ago and even 5 years ago, they were uncommon. Amazing growth that we take for granted now.
Search engines. Google is so new it is hard to believe what this company has done to the Internet (I should say, for the Internet). Yet, we are so accustomed to Google searches that now Google is a generic name for Internet searching, like Kleenex is to tissues.
Think of the commercial truck market as we now know it. When I started my first commercial truck operation in 1989, you had to look long and hard to find a dealer who stocked commercial upfitted trucks. We were a leader just by stocking them. Chevrolet was a real leader in opening this market up by bringing a dealer focus to stocking upfitted trucks on purpose back in 1994 with their CSV program (Commercial Specialty Vehicle). Today it is so easy to find a dealer with upfitted commercial trucks in stock that it is a surprise if you don't find at least one in most larger towns or small cities. You may even find some in small towns.
Huge expansion of this market has occurred in such a short time frame. This included the expansion of body companies and body manufacturers who became bailment pool dealers allowing and encouraging even more expansion. Even with sales being off considerably last year and this year, this market is still so much larger than it was 10-15 years ago. And, it is not nearly over with yet. Some dealers are leaving, but others will replace them that have even more of a vision of the possibilities of its success. There is much, much more to come. It is really only in a transition stage and it will become more and better than it ever was. I watched the improvements in chassis, marketing, bodies, dealers across the board in the last 20 years and I look forward with huge excitement to what possibilities lay in store.
The Internet. Although 1991 is kind of a start year in some respects, the Internet as we know it really began about 1994. There were no such thing as web pages, and now there are hundreds of millions of them. What a phenomenal growth period the last 15 years has been in this field. There appears to be no slowing down either. This blog didn't exist 10 years ago and even 5 years ago, they were uncommon. Amazing growth that we take for granted now.
Search engines. Google is so new it is hard to believe what this company has done to the Internet (I should say, for the Internet). Yet, we are so accustomed to Google searches that now Google is a generic name for Internet searching, like Kleenex is to tissues.
Think of the commercial truck market as we now know it. When I started my first commercial truck operation in 1989, you had to look long and hard to find a dealer who stocked commercial upfitted trucks. We were a leader just by stocking them. Chevrolet was a real leader in opening this market up by bringing a dealer focus to stocking upfitted trucks on purpose back in 1994 with their CSV program (Commercial Specialty Vehicle). Today it is so easy to find a dealer with upfitted commercial trucks in stock that it is a surprise if you don't find at least one in most larger towns or small cities. You may even find some in small towns.
Huge expansion of this market has occurred in such a short time frame. This included the expansion of body companies and body manufacturers who became bailment pool dealers allowing and encouraging even more expansion. Even with sales being off considerably last year and this year, this market is still so much larger than it was 10-15 years ago. And, it is not nearly over with yet. Some dealers are leaving, but others will replace them that have even more of a vision of the possibilities of its success. There is much, much more to come. It is really only in a transition stage and it will become more and better than it ever was. I watched the improvements in chassis, marketing, bodies, dealers across the board in the last 20 years and I look forward with huge excitement to what possibilities lay in store.
2/09/09
Success Is Never Ending. . .
Yesterday I went to my warehouse to pick up some books sold in my little eBay business. While there, I noticed a copy of Robert H Schuller's Success is Never Ending. . . Failure is Never Final! It was written in 1988 and it has been quite a while since I read it, so I opened to the table of contents and found even something so simple as that was inspiring and thought I would share it. Here it is:
For $7.99 on the link above, you can get a brand new copy via Amazon.com. What a bargain. You can get used copies for even less. There's no end to the possibilities you will find in this book from one of America's most positive thinkers!
Success or Failure--The Choice Is Yours!
Dream Your Way to Unending Success!
The Ten Levels in the Evolution of a Dream
If You Can DREAM It--You Can DO It!
Here's What You Need: Curiosity, Confidence, Courage, Constancy
Nothing Is Impossible!
Clear the Site for Building a Possibility-Thinking Faith
Remove the Word "Impossible" from Your Vocabulary
Creative Conditioning for Possibility Thinking
Turning Failure Thinkers into Success Thinkers!
Laying the Foundation with Eight Positive Mental Attitudes Toward
Change, Yourself, Leadership, Problems, People,
Emotional Well-Being, Creative Ideas, Decision Making
Packing the Power of Possibility Thinking into Your Life!
Sterilize Your Attitude!
Recognize Your Position!
Itemize Your Assets!
Prioritize Your Goals!
Visualize Your Objectives!
Energize Your Thinking!
Harmonize Your Conflicts!
Minimize Your Risks!
Finalize Your Plans!
Actualize Your Dreams!
Colonize Your Success!
Analyze Your Possibilities!
Scrutinize Your Values!
Capitalize On Your Experiences!
Reorganize Your Calendar!
Mobilize Your Resources!
Organize Your Network!
Neutralize Your Opposition!
Positivize Your Addictions!
Verbalize Your Expectations!
Maximize Your Results!
Revitalize Your Imagination!
Where Do You Go from "OUT"?
STAGE ONE: Damage Control
STAGE TWO: Renewal and Recovery
Now! Bounce Back! Become a---
Wow! Thinker
Now! Thinker
How! Thinker
Ow! Thinker
Vow! Thinker
Pow! Thinker
Every End Is a New Beginning!
The Parable of the Seed
Starting Over Again
Look at What You Have Left
There's Hope for a Breakthrough
Going Beyond the Limits
Don't Throw a Curtain Across Tomorrow
Tomorrow Is Today
Say, "Farewell to Failure!
Say, "Hello to Success!
FAITH--The Force That Sets Your FREE to Succeed!
Now--Come Alive--With HOPE!
For $7.99 on the link above, you can get a brand new copy via Amazon.com. What a bargain. You can get used copies for even less. There's no end to the possibilities you will find in this book from one of America's most positive thinkers!
2/07/09
Working the Net
Networking, let me count the ways. . . If you're not already networking on a regular basis, now would be a really good time to get more of that going. Here's some ideas.
Le Tip International is a combination of local networking groups, but it is much more than just networking, it is pretty much a guaranteed referral system. When you join, you are required to refer business (a tip) to another member or members of the group and vice versa. The more they know about your business, the easier that can be for them. Only one person from each career field is eligible to join so that all the referrals for the product or service you sell come only to you. There is a membership fee and a monthly fee, but the uniqueness of the system assures you a return. Consider the investment. They typically meet once a week in the lunch time frame.
Local Professional Business Clubs. Here's a local example: Vacaville Business Club. Go to Google and type in business club and your city and see what comes up. There are probably hundreds, maybe thousands of these clubs. The idea is to help each others business by referral prospects to each other. Where Le Tip is a requirement, many of these are probably more like network clubs where you have to work it more, but they probably cost less as well.
Chamber of Commerce. Here's a local Chamber site: Vacaville Chamber of Commerce. There is an annual fee to be a member, but they have quite a long list of events every month and the opportunity for you to network with other business people in your area is huge. Consider joining your local Chamber of Commerce.
Service Clubs. Lions Club, Kiwanis, Rotary, and other such clubs can be a great benefit for your business and your gifts. Most concentrate on being of benefit to their communities through their local chapters. This along with regular meetings and events allows you to get to know a lot of people and also be a part of something important. In the process, many people get a lot of business and referrals.
Start your own professional referral club. There are many ways to network locally and to improve your business and exposure and to be of value in your community as well. Many of these will take a little time each week, but the returns can be very beneficial.
Le Tip International is a combination of local networking groups, but it is much more than just networking, it is pretty much a guaranteed referral system. When you join, you are required to refer business (a tip) to another member or members of the group and vice versa. The more they know about your business, the easier that can be for them. Only one person from each career field is eligible to join so that all the referrals for the product or service you sell come only to you. There is a membership fee and a monthly fee, but the uniqueness of the system assures you a return. Consider the investment. They typically meet once a week in the lunch time frame.
Local Professional Business Clubs. Here's a local example: Vacaville Business Club. Go to Google and type in business club and your city and see what comes up. There are probably hundreds, maybe thousands of these clubs. The idea is to help each others business by referral prospects to each other. Where Le Tip is a requirement, many of these are probably more like network clubs where you have to work it more, but they probably cost less as well.
Chamber of Commerce. Here's a local Chamber site: Vacaville Chamber of Commerce. There is an annual fee to be a member, but they have quite a long list of events every month and the opportunity for you to network with other business people in your area is huge. Consider joining your local Chamber of Commerce.
Service Clubs. Lions Club, Kiwanis, Rotary, and other such clubs can be a great benefit for your business and your gifts. Most concentrate on being of benefit to their communities through their local chapters. This along with regular meetings and events allows you to get to know a lot of people and also be a part of something important. In the process, many people get a lot of business and referrals.
Start your own professional referral club. There are many ways to network locally and to improve your business and exposure and to be of value in your community as well. Many of these will take a little time each week, but the returns can be very beneficial.
2/06/09
Benefits From the Customers Perspective
In the first few months as a new salesman in late 1972, my manager loaned me some 33 1/3 records about sales to help me learn. I remember most of the messages today. One came to mind this morning. Here's the quote: ". . . last year in America, people bought one million quarter inch drills, but they didn't want quarter inch drills, they wanted quarter inch holes." I do not remember the person on this record, but have never forgotten that message. It's been well worn over the years, but is a great reminder to focus on the benefit of a product and not the product itself, because it's true that people don't want products, they want solutions and feelings.
I relate this to commercial truck inventory (or any other inventory) in that people don't want 8' service bodies, they want something else. If you focus on the something else, you will sell more service bodies and this is also a key in this message: you will make more gross!
Let's say that you have enough sales and normal stocking level of about five 8' service bodies. If you think of the service body, you might just buy 5 of the same thing, so that you have 5 on the ground ready to go. If you think of the benefits, you might stock one with horizontal compartments, one without a rack, a low pro, a colored unit, one with cargo bed enclosure and so on.
Ask yourself something like this: If I were an electrician, how would I want to use this body and what would be important to me? Or, you might ask, what are some of the benefits that I see in this body of how different people might make use of it? I used to do this and it caused me to stock different things and make a lot more sales than I would have otherwise. I could see solutions. I imagined it. It allowed me to give a different presentation to show enthusiasm and to show value. What are the benefits from the customers perspective.
If you stock items with the benefit to the customer in mind, you will have a more effective inventory. You will also be able to show different solutions for the same product. In scenario number one, we have 5 service bodies the same, in solution number two, we have quite a varied selection of solutions like cargo bed enclosure, color, low pro, horizontal compartments, no rack and so on. That just scratches the surface of options you can consider, yet each one offers a different solution that adds value.
This same approach is valid with all your commercial inventory. Stocking only 12' contractors on diesel F450 or GM 4500 chassis is ineffective and wasteful. The 9' and 10' and 14' should be considered carefully. In addition, there are many options that can be added here and there that will solve different problems and provide more value. Consider rear mounted underbed boxes with the wheel skirt, drawer assemblies in compartments, alternate box placement or alternate size boxes, color and many more.
The more creative you get, the more excited you will get because now you have something to sell! Solving problems is great fun. Seeing the prospect get excited with you is magical. You will also make substantially higher gross margins because you are solving problems that other dealers cannot solve. You are showing products the other dealers do not have. You are leading!
Will you make mistakes? I sure hope so. If you are not willing to make a mistake, your potential is severely diminished. You will learn from your mistakes. I guarantee you that the mistakes will most likely be very few and insignificant in comparison to your successes. The fruit is on the limb, not the trunk. Go on out there and remember to focus on the benefits from the customers perspective.
I relate this to commercial truck inventory (or any other inventory) in that people don't want 8' service bodies, they want something else. If you focus on the something else, you will sell more service bodies and this is also a key in this message: you will make more gross!
Let's say that you have enough sales and normal stocking level of about five 8' service bodies. If you think of the service body, you might just buy 5 of the same thing, so that you have 5 on the ground ready to go. If you think of the benefits, you might stock one with horizontal compartments, one without a rack, a low pro, a colored unit, one with cargo bed enclosure and so on.
Ask yourself something like this: If I were an electrician, how would I want to use this body and what would be important to me? Or, you might ask, what are some of the benefits that I see in this body of how different people might make use of it? I used to do this and it caused me to stock different things and make a lot more sales than I would have otherwise. I could see solutions. I imagined it. It allowed me to give a different presentation to show enthusiasm and to show value. What are the benefits from the customers perspective.
If you stock items with the benefit to the customer in mind, you will have a more effective inventory. You will also be able to show different solutions for the same product. In scenario number one, we have 5 service bodies the same, in solution number two, we have quite a varied selection of solutions like cargo bed enclosure, color, low pro, horizontal compartments, no rack and so on. That just scratches the surface of options you can consider, yet each one offers a different solution that adds value.
This same approach is valid with all your commercial inventory. Stocking only 12' contractors on diesel F450 or GM 4500 chassis is ineffective and wasteful. The 9' and 10' and 14' should be considered carefully. In addition, there are many options that can be added here and there that will solve different problems and provide more value. Consider rear mounted underbed boxes with the wheel skirt, drawer assemblies in compartments, alternate box placement or alternate size boxes, color and many more.
The more creative you get, the more excited you will get because now you have something to sell! Solving problems is great fun. Seeing the prospect get excited with you is magical. You will also make substantially higher gross margins because you are solving problems that other dealers cannot solve. You are showing products the other dealers do not have. You are leading!
Will you make mistakes? I sure hope so. If you are not willing to make a mistake, your potential is severely diminished. You will learn from your mistakes. I guarantee you that the mistakes will most likely be very few and insignificant in comparison to your successes. The fruit is on the limb, not the trunk. Go on out there and remember to focus on the benefits from the customers perspective.
2/05/09
The Best Question
In times when business is down, or when business is up; in fact, anytime is a great time to consistently ask the best question: What can I/we do to improve my/our business?
Have you ever heard the phrase, "you're either growing or your dying"? It is a really good phrase to remember. Here's the main reason it is good to remember: because it's true. I'll give you some examples.
Mervyns. It is dead. It has been dying for the last ten years. They just didn't know well enough to fall over until late last year. Circuit City. It's been dead for years. Now almost gone completely. The current economy was just the straw. Their lack of asking the best question every day is what killed them. They had an idea and just kept repeating it. Reminds me of the story of the 20-year veteran car salesman. I've known quite a few. He had one year experience repeated 20 times. Just doesn't know enough to fall over, but he's dead. The lack of the best question every day killed him. It kills them all.
I go to a certain place to have my oil changed, minor repairs and even some major repairs on all my vehicles. I've done business with them for well over 25 years. I love the people. If it weren't for the fact that their property is probably paid for and they keep their expenses low, they would already be gone, but they are absolutely dying. I had a meeting with one of the owners to discuss some things they could do to improve business because I don't want them to go out of business, but it falls on deaf ears. They don't want to know because they have one years experience repeated 30 times. Great ideas are all around them--indeed, even offered up in person and they pay no attention. Less and less repeat business, very little new business. Competition just sucking them dry. Why? They are standing still. It's not the competition, it's their complacency. Sad, don't you think?
I just heard of a Chevy dealership being sold off today. Know it well--used to know it rather. Dying and going to another contestant. It's been dying for a good while. Could have been a contender! At one time it was a market leader. So many ways to improve, so little time and so little interest. One year experience repeated again and again. This person owns two stores, and I'm sure the other is going the same way soon. Head in the sand. Old ideas repeated with less results. Running ads in the paper doesn't do it now and hasn't for a lot of years. What hope have they? Just one: Pull their head out and start asking the tough and best question: What can we do to improve our business? Start getting some fresh, talented people in on the answers to that question. That will change everything.
So, I can hear it now. . . what has this to do with me? I'm just a fleet/commercial manager--just one person, this doesn't help me. Wrong. The question still applies. How can you improve your business? What can you do differently that will make a positive difference? How can you get new customers? More important than that is, how can you keep the highest percentage of the customers you already have and to sell their relatives, friends, business associates--in fact, everyone they know? How can you work your business so that you never have to prospect again? What tools will you need? Who can help you brainstorm this topic? Who can you partner with? How can you expand your inventory without running up the costs? How can you close more sales? How can you take more time off and still improve your business? How can you have a whole lot more fun everyday and build a better business at the same time? How can you become a real leader in your market? How can you add so much value that your customers will never want to go anywhere else ever again? What can I do to improve my business?
Questions are the catalyst and the answers will change your world. So, what are your questions?
Have you ever heard the phrase, "you're either growing or your dying"? It is a really good phrase to remember. Here's the main reason it is good to remember: because it's true. I'll give you some examples.
Mervyns. It is dead. It has been dying for the last ten years. They just didn't know well enough to fall over until late last year. Circuit City. It's been dead for years. Now almost gone completely. The current economy was just the straw. Their lack of asking the best question every day is what killed them. They had an idea and just kept repeating it. Reminds me of the story of the 20-year veteran car salesman. I've known quite a few. He had one year experience repeated 20 times. Just doesn't know enough to fall over, but he's dead. The lack of the best question every day killed him. It kills them all.
I go to a certain place to have my oil changed, minor repairs and even some major repairs on all my vehicles. I've done business with them for well over 25 years. I love the people. If it weren't for the fact that their property is probably paid for and they keep their expenses low, they would already be gone, but they are absolutely dying. I had a meeting with one of the owners to discuss some things they could do to improve business because I don't want them to go out of business, but it falls on deaf ears. They don't want to know because they have one years experience repeated 30 times. Great ideas are all around them--indeed, even offered up in person and they pay no attention. Less and less repeat business, very little new business. Competition just sucking them dry. Why? They are standing still. It's not the competition, it's their complacency. Sad, don't you think?
I just heard of a Chevy dealership being sold off today. Know it well--used to know it rather. Dying and going to another contestant. It's been dying for a good while. Could have been a contender! At one time it was a market leader. So many ways to improve, so little time and so little interest. One year experience repeated again and again. This person owns two stores, and I'm sure the other is going the same way soon. Head in the sand. Old ideas repeated with less results. Running ads in the paper doesn't do it now and hasn't for a lot of years. What hope have they? Just one: Pull their head out and start asking the tough and best question: What can we do to improve our business? Start getting some fresh, talented people in on the answers to that question. That will change everything.
So, I can hear it now. . . what has this to do with me? I'm just a fleet/commercial manager--just one person, this doesn't help me. Wrong. The question still applies. How can you improve your business? What can you do differently that will make a positive difference? How can you get new customers? More important than that is, how can you keep the highest percentage of the customers you already have and to sell their relatives, friends, business associates--in fact, everyone they know? How can you work your business so that you never have to prospect again? What tools will you need? Who can help you brainstorm this topic? Who can you partner with? How can you expand your inventory without running up the costs? How can you close more sales? How can you take more time off and still improve your business? How can you have a whole lot more fun everyday and build a better business at the same time? How can you become a real leader in your market? How can you add so much value that your customers will never want to go anywhere else ever again? What can I do to improve my business?
Questions are the catalyst and the answers will change your world. So, what are your questions?
2/04/09
Keep Your Sanity
The way to keep your sanity is to not do the same thing and expect a different result. In other words, if you choose to do the same thing, you would be wise to expect the same result you've been getting. Don't be surprised. Frustration comes from expecting a different result along with a number of less appealing emotional responses.
Here's another way to keep your sanity. I learned this many years ago and it continues to serve me: There is no right or wrong way. That is purely and simply a judgement. There is only your way, my way and their way. Each way is a way and each has its merits and each has its consequence. It is only a way. It may not be your way, but it is a way. Someone pulls a stupid (judgmement) move in front of you with their car in heavy traffic. Well, that's interesting! I wouldn't have thought of doing it that way, but they obviously have . . .
The best way to keep your sanity. Feel good. You get to choose how you feel about anything and at all times. Choose to find a way to feel good. Pump yourself up. You can be of little value to anyone else if you aren't of value to yourself. Smile. Sing Jingle Bells in July. Have fun.
Here's another way to keep your sanity. I learned this many years ago and it continues to serve me: There is no right or wrong way. That is purely and simply a judgement. There is only your way, my way and their way. Each way is a way and each has its merits and each has its consequence. It is only a way. It may not be your way, but it is a way. Someone pulls a stupid (judgmement) move in front of you with their car in heavy traffic. Well, that's interesting! I wouldn't have thought of doing it that way, but they obviously have . . .
The best way to keep your sanity. Feel good. You get to choose how you feel about anything and at all times. Choose to find a way to feel good. Pump yourself up. You can be of little value to anyone else if you aren't of value to yourself. Smile. Sing Jingle Bells in July. Have fun.
2/03/09
Keep Your Focus
It is harder to keep your focus when you turn on the news or pick up a paper and see that the world is coming to an end. The more of that one sees, the more easily it is believed to be true. Logic says that if it is true for them, it could be and most likely will be true for you. Balderdash!
Here's how I get through:
Here's how I get through:
- I don't read the paper. Every once in a while in a place where one is available like a hotel or something, I'll browse a USA Today, but that is it. We take the paper so my wife can read it, but I don't even open it. I haven't for over 5 years. Don't miss it one bit. If a tree falls in the forest and no one is there to hear it, does it make a sound?
- No regular TV news. I used to watch the 10 or 11 o'clock news plus CNN, Fox and all that. Hardly every watch any of it now, but once in a while a few minutes only. They always accentuate the negative side of things.
- I listen to positive, uplifting, instructional audio or positive, uplifting music when I am driving. Feeding myself and choosing what I feed myself is critical.
- I keep focusing on what I want as if I already have it. The way I want things to be, the things, the fun, the lifestyle. Eyes on the goal. Tiger Woods pictures the ball landing where he wants it to land.
- I rarely get upset about anything. I used to get upset about almost everything. I feel a peace about life and am happy where I am with what I now have in pursuit of what I want. This is so important. If I'm upset, I'm focusing on what I don't want.
- I think about people I admire, many who are long gone, whose stories I have read that inspire me. Some are great business leaders like Andrew Carnegie, Conrad Hilton, J Paul Getty, Wallace Johnson, Jim Rohn, Anthony Robbins, and many more.
- I don't think about quitting. I used to quit a lot. Now I feel like a bulldozer going through. Persistence is omnipotent.
- I laugh as much as I can. You Tube helps me do that any time I want. I love comedies.
- Last, and this is the most important: I try to uplift other people. I want to see the positive and remind them of that. I used to keep it to myself, and now I tell them often. If I can inspire someone else a tenth as much as I am inspired every day, that is a wonderful accomplishment.
It's really not even about getting through. It is about enjoying (even relishing) every moment of every day. It goes by so fast. I finally can truly say that I do enjoy every day and I'm 95% there on every moment of every day. I call that success. If I can do it, anyone can.
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