THE SAVVY CONTRACTOR BLOG

Review from the Summit: S.F.I. Programs – – The Promise and the Problems

Continuing on in our review of the Home Improvement Economic Summit – our next panel discussed S.F.I. (Sell – Furnish – Install) Programs and what the primary issues are that arise when home improvement companies work with a large, nationwide retail services network like The Home Depot or Sam’s Club. S.F.I. Programs have a longer history within the home improvement 

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Review from the Summit: Should You Acquire or Be Acquired? (Part 3)

Now I am going to continue to summarize Hobson Hogan’s presentation on whether you should consider being acquired or whether you should acquire another company from Day 1 of the Summit. If you have not read part 1 or part 2 please do so first. The next topic discussed was the value drivers that affect the outcome of an acquisition 

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Audios and Videos and Books, Oh My!

Okay, so that’s a take off on Dorothy’s line from the Wizard of Oz. But this isn’t Oz, this is the 21st Century and audios and videos and books (especially e-books and audio books) are becoming a much bigger force then radio, television, cable and satellite radio and TV and the traditional bookstore trade book. Sure, there are still millions 

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Making Your Day

In this time of economic uncertainty, more than ever you (and those around you) need to “start your day” with something stimulating. The level of pessimism and negativity has become rampant. Daily newspapers and the airwaves are cluttered with headlines which do not bode well for positivity and without caution, you will respond to most of what you hear and 

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Wrapping up a Successful 2009

As Christmas rounds the corner and the New Year beckons, I would like to be among many to wish everyone a happy and prosperous New Year. 2009 has been a remarkable year in the home improvement industry. While the press and naysayers will continue to report “newsworthy” items such as job losses we at Dave Yoho Associates tend to focus 

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Review from the Summit: Should You Acquire or Be Acquired? (Part 2)

Now I am going to continue to summarize Hobson Hogan’s presentation on whether you should consider being acquired or whether you should acquire another company from Day 1 of the Summit. If you have not read part 1 please do so first. Let’s pick it up with your selling/liquidity options: Majority/controlling interest sale: To competitor or investment firm/private buyer Internal 

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Customer Dis-satisfaction Selling

One of our long-time employees told me a story this afternoon that shocked me – although it probably shouldn’t have. He is a Chinese food fanatic and probably eats it at least three times a week. He is also intensely loyal and when he finds a product or service that he enjoys he sticks with it. He has been frequenting 

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Review from the Summit: Should You Acquire or Be Acquired?

Day 1 of the Summit continued with Hobson Hogan who is a member of FMI’s investment banking practice. He specializes in building products manufacturers and distributors, as well as other construction industry firms, focusing on mergers and acquisitions, ownership transfer issues and strategy development. He has an extensive background in finance, strategic planning, consulting and engineering. His experience provides him 

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Review from the Summit: Why Most Sales Training Ultimately Fails

Day 1 of the Summit continued as Brian Smith discussed the most common reasons that lead to the failure of sales training within most organizations. These included: Training the wrong person Typical training is not the right type of training No in-place field training or supervision No lead controls in-place Examine your own sales training and if you are not 

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Review from the Summit: What’s Wrong With Canvassing

My son David took on the next topic at the summit which covered the primary problems that exist when companies attempt to implement a canvassing program. These include: Failure to control the herd: Your canvassers need to be given strict guidelines for their dress, behavior and actions as part of the canvassing team. You expect your salespeople to conform to 

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