THE MID YEAR REVIEW

As we close out May 2012 and move into June we are also closing in on the halfway point of the year. If your company is on a fiscal year you have already passed the halfway point. So...how you doing on your projections and goals for this year? Let's take a look,

Sales---Have you reached the half way point in what you projected your sales would be? Are you on target with contacting the prospects you put on your list to focus on this year. Each year we would target a group of suspects that we wanted to become prospects and then customers. We would send them periodic "hit list" mailers that really got there attention and then we followed up with a phone call to ask for a 20 minute appointment to discuss how we could mutually benefit each other. We always kept that initial appointment to 20 minutes unless the they asked us to stay. In fact, I took my watch off and laid it on the desk and told the prospect I asked for 20 minutes and would not stay past that time unless they asked me too. I only had one person ever tell me my 20 minutes was up and I could leave. I did.

Our mailings ranged from a baby metal trash can with our message inside to a pill bottle with a prescription to contact our company for relief, to a small first aid kit for the summer sun and insect bites. All of these grabbed their attention and most always got us "in the door" for an appointment. Our book, Selling Contract Cleaning Services 101 describes in detail each of these mailings and their effectiveness. If you have not tried such a campaign let me recommend you start thinking about doing it. It works. We had a criteria established for a suspect to make our list such as gross volume, profitability projections etc. Not only are these mailings effective at bringing new business in the door they are fun to do.

Operations--How you doing on keeping your labor expenses on budget? Do you have a budget? Are you monitoring the labor costs EVERY DAY or do you just look at the profit and loss each month and then cry? If you have several accounts I am suggesting that you create a report EVERY DAY that will give you the over and under on each account. Looking once a month at the labor is to late. This is your biggest expense and you need to monitor it every day.

Now, how about your supplies? I realize this is a small amount compared to labor and many contractors don't really pay much attention to this item. But, if you are running 5% and the average is 3%, what could you do with an additional 2 points on your bottom line. Two percent of a $250,000 per year contractor is $5,000. Great shopping money or look at it this way. $5,000 will pay your expenses and then some to attend the annual BSCAI convention and ISSA trade show so you can learn more about your industry.

Speaking of money and the convention, have you checked into the BSCAI Purchase Advantage Program through NSA. From what I have seen it can save you SUBSTANTIAL dollars in your supply and equipment purchases. I picked up some price comparison information at the recent Executive Seminar in Scottsdale and was really impressed at the savings available through this program. I suggest you check it out at your earliest convenience by going to the BSCAI web site and clicking on the proper icon. They provide monthly webinars where you can get the information and see if it will work for your company. It's certainly worth investigating.

Looking at the numbers is not always fun but extremely necessary. If you aren't into budgeting I want to suggest that you work hard to establish one for the upcoming year. You will learn a great deal about your own organization. I went through the process every year with each one of my district managers and thought I knew what was going on but learned something new about my company every time I did the process. You'll also find that you get better at it each time you do it.

So check your numbers and your processes. If you're not where you want to be there is still time to make a u turn and get on the right track. This business is exciting as well as fun but does need your constant attention to make sure it is doing what you want it to do for you. Your future may depend on it.

Till next time.MAKE IT A GREAT DAY.