To those who were on the webinar on Tuesday, I wanted to thank you personally for joining us online for another successful home improvement program. Over 1000 companies were registered for the event and nearly 85% of them were present – a remarkable amount for an online event. Also, huge kudos are in order to Hanley Wood and Marketsharp who …
Continue ReadingThis is not an easy question to answer, particularly when our economy is so turbulent. However, contrary to popular belief, the economy is not the biggest factor in the decline of entrepreneurial selling organizations. It is extremely complicated for most business owners to make the transition from an environment where they are at the heart of everything that goes on …
Continue ReadingContrary to popular belief, the call center is not dead. Some of the methods used to ascertain prospects may be outdated, but we have a number of clients who still effectively produce business through their call center. First, you have to hire the right people for the job. To assure maximum success we recommend the use of a behavioral profile. …
Continue ReadingWhat are the key factors affecting the home improvement industry? From our experience, what our clients present as their primary problem(s) typically end up being far different from what they actually are. Here are some of the notable issues that our clients reported that they are facing: Leads are down, but the “cost per lead” is up The demand on …
Continue ReadingThe following case study was conducted as an outgrowth of a turnaround effort by one of our Account Executives, Brian Smith. More than anything, what this shows is that a few minor tweaks in the sales and marketing system can have a dramatic effect on your bottom line. For more case studies from Dave Yoho Associates or information …
Continue ReadingRevenue is up. Your marketing costs are down. Employee morale is at an all time high. Despite all this, your business is barely staying afloat. How is this possible? Frequently, it has to do with a miscalculation in the pricing formula. From our experience, many business owners set their prices based upon arbitrary formulas, what the competition is pricing, or …
Continue ReadingIn continuation from my last blog posting we will examine the most common errors made by home improvement companies. Incredibly, the most common error that we find when we do a client observation is the lack of a business plan and operational model. Now, this is not to say that the company did not draw up some sort of a …
Continue ReadingOne of the topics that we covered at our recent home improvement program was the most common errors that we see companies make when we do client visits or conduct a business analysis. In most cases, these errors are easily fixed and can result in a major boost in both cost savings and profitability. In no particular order: Lack of …
Continue ReadingWe recently met with a client who was producing more business than he ever had. Revenue was up nearly 6% over last year (and they are not a small company). Nevertheless, profitability was down. Now if this was a function of increased marketing spending then that would be one thing, but upon examining the operating statements from the last 5 …
Continue ReadingOne of our business associates called me this morning asking me why I had not responded to his request for more information about our consulting services. He was very angry – and justifiably so. After all, if we pride ourselves in teaching others how to become more customer-oriented, it doesn’t reflect well on us if we don’t practice what we …
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