A Changing Economy

 

“Insanity is doing the same thing repeatedly and expecting a
different outcome” – Albert Einstein

In 1982 the unemployment rate was over 10%. Residential mortgages were loaded at 15-20% interest. Auto loans were – 14.8% – and – almost 30% of the automobiles and appliances sold in the United States were produced in Japan or Korea.

The media said it was the worst economy since the Great Depression. Home improvers claimed customers “were reluctant to buy until the economy changed.”

Companies who survived (and many thrived) effectuated change and stimulated prospects with themes such as “don’t move – improve” – or – “You auto buy now” (auto industry). Home improvers created outbound tele-marketing centers. They retrained their salespeople with more effective sales methods to convince home owners to buy now.

Check the record – replacement window sales soared. Double and triple pane units sold at a premium. It was the halcyon days of vinyl siding. Sunrooms had their biggest period of growth. Kitchen cabinet refacing became the option for kitchen remodeling.

Companies cut back on media advertising and yellow pages. In exchange, direct and marriage mail created abundant leads. Sears increased their SFI representation and fostered the (then) largest SFI program ($250 million annual sales) via a company called AMRE. Call centers properly developed without offensive call techniques became the low-cost lead form.

The critics and the nay-sayers lampooned the efforts of the more aggressive sales organization.Tele-marketing became the basis of joke and ridicule – so, what happened?

By grit and sustained effort, many companies sold more, found new ways to get low-cost leads, hired salespeople who did not come from the industry and trained them to be world-beaters.

It’s your choice. If the economy won’t change, it’s time for you to change. In the last month, Home Depot’s sales remained flat versus last year. Lowe’s had increases of about 1%. If this is sad news in the world of retailing, there’s a message. Consumers will spend less and maybe – just maybe – are reserving their spendable dollars for their most important investment – their home. Change —- if it is to do, it’s up to you.

Regards,
Dave Yoho

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Michael James, CEO
Classic Exteriors

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Rick Otto, VP of Sales
Coach House Garages

I’ve been a client of Dave Yoho Associates since opening my business six years ago. In that time, their training program and sales methods have helped us build a successful organization. Their system is the best I’ve seen so far in any industry!

Ken Sherman, Owner
Brookstone Windows & Doors

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million annually.

Wendy Patterson, Co-Owner
Patterson Homes & Construction

The advice we received from Dave Yoho Associates enabled us to increase our volume with 19% less leads in the first year alone!

Joe Francis, President
Shiner Roofing, Siding and Windows

Dave Yoho Associates produced amazing results for us! Every percentage point of improvement in our lead issue rate translated to an additional $500,000 in business.

Brian Leader, Founder
Improveit! Home Remodeling

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

One of the primary takeaways from your most recent visit to our company was that the words, promises, and tone of our call center reps need to speak directly to the prospect’s needs, followed by a professional, systematic sales presentation which builds immediate rapport and trust.

Dave Cerrone, President
Fitch Construction

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Lynann Everett, Interactive Marketing Manager
RbA of Northeast PA

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Aaron Heth, Director of Sales
Freedom-Solar

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