Friday, February 27, 2009

Keep on Truckin'

Check out a driver's record before you hand the keys to your truck over to a new employee. Every state has a Department of Motor Vehicles (DMV) which can generate a Motor Vehicle Record (MVR) on anyone with a driver's license. Most work in conjunction with other states so you can often obtain a report even on someone who has just moved to your locale from another state.

After ensuring their legality, check their credibility by riding with the new employee. In about five minutes you can tell if they are proficient and polite behind the wheel. If not, don't trust them with your company vehicle and the concurrent liabilities.

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Wednesday, February 25, 2009

Freedom

There are people in government who think the words "under God" should not be on our money and the Ten Commandments should not be on government property. That is their right as an American, so be it. But, they should not participate in holidays which honor God.

If atheists work for the post office, they should deliver the mail on Christmas and Easter and every Sunday. If they are in the Senate or House of Representatives, they should not go home for Christmas and should work every Sunday to try to make up for some of the waste in Washington.

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Monday, February 23, 2009

Handling mistakes

Mistakes have brought giant corporations to their knees. A cleaning service can be destroyed by employee (or owner) mistakes. Anyone who does anything worthwhile makes mistakes. The secret is to make fewer mistakes than everyone else.

Handling mistakes is critical. A “blow up” may lose an employee. An employee may bristle and get even for the chewing out. There may be ramifications from others who thought the errant employee was over penalized or was let off the hook too easily.

Punishment is the least used technique in dealing with mistakes today. More often, a supervisor just chews a little, stews a little and then tries to forget the matter. Meanwhile, the error producer sometimes doesn't even know the extent of the damage that resulted.

Three times when you should not say anything of importance to another person are when they are tired, angry or have just made a mistake. In baseball, a good manager hardly ever says anything to a player after an error is made. In fact, he won't say anything until a day or two later and then only in a constructive way.

Chewing a person out in front of others is a sure way to lose their confidence. Embarrassment can injure the self assurance of the person to a degree that they never recover from the experience. Think about the last time someone really chewed on you. No fun, was it?

Talk with the “guilty” party, a day or two after a mistake and define the way to do it right. You've cooled down by that time, and the initial embarrassment of the employee has waned. Handle the matter professionally, coolly and constructively. And above all never discuss the mistake, as a matter of gossip, with other people in the company.

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Friday, February 20, 2009

Sell The Sizzle

Elmer Wheeler made a fortune with the slogan, "Don't sell the steak; sell the sizzle." He told a manufacturer of drill bits that selling a 'round hole' was the key to more sales. Customers are motivated by different things. If you want to make friends with a horse, give him an apple. Give a dog meat, but it won't work the other way around.

Customers are interested in clean floors, carpets and furniture. In your sales presentation, make sure to mention "external extraction"® and tell the prospect about the benefits of removing soil, waste water and foul smelling air from the building or home.

Point out that your process leaves the carpet soft and residue free so it will not attract and hold dirt. Mention that you do not bring heavy, cumbersome equipment into the home where it may damage paint, wallpaper and furnishings.

And don't forget to stress safety. You don't generate carbon monoxide and you use gentle, safe pressures and temperatures. If a prospect has questions you can't answer, invite them to visit www.baneclene.com/.

©Bane-Clene® Corporation 2009 Reprinting or electronically publishing this article is strictly prohibited without permission from Bane-Clene Corp.

Wednesday, February 18, 2009

Tips for managing money*

  • Control spending. In a "Keep up with the Jones" society it is easy to get carried away and spend more than we can afford.
  • Finalize budgets for an entire year. Establish a budget you can afford and stick with it!
  • Limit Credit. Be wary of offers of 6 months to a year (same as cash) transactions. If accounts are not paid in full, interest rates can exceed 24% (retroactive to day one of the transaction)!
  • Pay Bills on Time. This is the first priority of a business. When there is a surplus we can buy those little extras that make life more pleasant.
  • Keep Debt to Income Ratio at 20% or less. This is the most difficult factor to achieve but also the most important.

* Too late for the feds.

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Monday, February 16, 2009

Be Competitive

Some think being competitive means working for a low price. That's wrong! We need to charge enough to make a net profit of 10 to 20 percent of our gross income. Being competitive means making very few mistakes while providing a level of service that will encourage customers to recommend us to their friends.

This strategy places us in a select market that is recession proof and takes us out of the realm of the pure price shopper. Bane Clene operators enjoy the rewards of lower operating costs, easier working conditions and virtually fool proof operation. That's a pretty good head start.

©Bane-Clene® Corporation 2009 Reprinting or electronically publishing this article is strictly prohibited without permission from Bane-Clene Corp.

Friday, February 13, 2009

Sapientia Romana

"The budget should be balanced, the Treasury should be refilled, public debt should be reduced, the arrogance of officialdom should be tempered and controlled, and the assistance to foreign lands should be curtailed lest the government become bankrupt. People must again learn to work, instead of living on public assistance." Cicero 55 BC

And so it was and so it has always been. The Roman empire collapsed even with this ominous warning. Watching the Super Bowl and seeing the refused PETA commercials that got free exposure on all the news channels, reminds me of a story about the decadent Romans. They had replicas of genitals for door knockers as the Empire stood on the doorstep of oblivion.

Is there a lesson for the U. S.A. here?

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Wednesday, February 11, 2009

Kevin Stark on Floor Radio

This link will take you to one of the best interviews I've heard in a long time. Dave Foster on WBLJ radio interviewed Kevin Stark. Click on the link below for some really good information that will be interesting to people in the cleaning business and especially to carpet retailers.

www.talkfloor.com/uploads/interviews01 09/kevinstark 0127 9 4531.mp3

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Monday, February 09, 2009

An interesting day

There's an old story about a sailor renting a rowboat while on shore leave! On February 4th, I was on vacation, but I spent the day looking at carpet with Eddie Flicker. He's legend in an industry that has become anti-carpet. He's with Pasco County schools in Florida and is proud of his carpet care program. And he should be proud. His properties looked great.

Several people had asked me to visit Eddie to see how he promotes and cares for carpet. All of those folks share a common goal of making carpet "THE" floor covering of choice. A sad testimonial is that some asked to remain nameless for fear of industry politics and reprisals.

Eddie does his own testing on products he uses and in a note of full disclosure, none of them come from my company. I didn't agree with the HWE portion which was poorly represented by the equipment chosen, but his testing protocol was simple and flawless.

Eddie Flicker is a proponent of good training and a staunch believer in communicating with his staff. Isn't that a novel approach to getting the job done right? I met several of his employees and saw a thread that obviously starts at the top. They all want nice looking carpet.

In a high school I saw sixteen year old carpet that had been flooded by a leaking air conditioner and it looked good after service. We went to a kindergarten where five year old children were sitting on six year old roll goods on the class room floor. That carpet looked like new.

It may be prudent for CRI to take a hard look at this project and forget their complicated and costly equipment testing program. Approving cleaning industry schools, which was the backbone of the original SOA program, would be a breath of fresh air in a stagnant industry.

©Bane-Clene® Corporation 2009 Reprinting or electronically publishing this article is strictly prohibited without permission from Bane-Clene Corp.

Friday, February 06, 2009

Advertising Costs

It may cost six times more for a business to acquire a new customer than to keep one it already has. Always remember that others are trying to win their business. A brochure mailed to your customer list periodically is a good way to let them know you are thinking of them.

Rotate three or more good quality brochures so the same one is not mailed two times in succession. Mail your customer list at least three times each year. A special offer which is not made to the general public is a good public relations gesture. Do this once each year.

The quality of the mailing piece is important, too. A cheap flyer may subconsciously be perceived by the customer as the image of your company. High quality, full color mailing pieces are most effective.

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Wednesday, February 04, 2009

Thank you

Today is a very special day for my family. Forty seven years ago the four Banes (Elizabeth, Bill Jr., Don and myself followed the "American Dream." We went on the very first job for our new little company and all these years later, the four of us are still working together. What a blessing!

We've been blessed with good health, terrific employees and great vendors for which we're so grateful. But most special to us are our customers. Without you we would have no business.

Thank you!

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Monday, February 02, 2009

* Follow the money!

"It began in 1921 as a front organization for J. P. Morgan & Co. By WWII it had acquired unrivaled influence on American foreign policy. Hundreds of U. S. government administrators have been drawn from its ranks, regardless of which party occupied the White House. But what does the Council of Foreign Relations stand for? Why do the major media avoid discussing it? What has been its impact on America's past and what is it planning for the future?" James Perloff

* In 1988 James Perloff wrote, The Shadows of Power. Read it for some shocking answers to today's political and economic mess. The book is still in print. If you understand why this is happening, it will help you devise a plan for the future.

©Bane-Clene® Corporation 2009 Reprinting or electronically publishing this article is strictly prohibited without permission from Bane-Clene Corp.