Corporate Sales Manager, Hoover’s OnLine

It’s an old saying that when the student is ready to learn, the teacher appears. Lita Rosario, a highly accomplished sales manger at Hoover’s Online (one of the most subscribed to business intelligence services), was looking for ways to increase her sales productivity.

Understanding sales is a numbers game, she wanted to increase her percentage of return responses on both voice mails and e-mails. She typically leaves a message such as, “This is Lita from Hoovers and I want to talk to you about business intelligence. Please call me back”. Basically your name, rank and file message. The response rate to these messages was to Lita’s best recollection less then 1%.

And then lightening struck! Lita picked up the book The Titan Principle® and was struck by the concept and power of the Resource Proclamation. She realized her original message were all self-focused and lacked any information regarding the value one would receive from returning her calls.

She proceeded to insert her Resource Proclamation into her e-mails and voice mails and the results were spectacular. She now gets a return closer to 10% . Think about it. If Lita makes 100 calls, she now gets 10 people calling her back. With her 30% closing ratio, she now gets 3 sales per 100 calls, versus one sale per 300 calls.

Lita realizes it’s the little things that lead to big results. Little things like getting people to call you back. If you want to know what her Resource Proclamation is, it’s “Hoover’s Online can improve your teams productivity, profitability and increase your competitive advantage”.

Congratulations Lita Rosario, our Titan Profile of the month.

If you want more information on the concept of a Resource Proclamation, read our free article on 7 Ways to Position Yourself………

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Bill Fargie & Spencer Brown
2002 Distributors of The Year
Wright Medical

Recently I attended the annual awards banquet for a valued client, Wright Medical. Two distributors cleaned up that night and received the most awards including Best in Customer Service, best in various product groups and the big recognition, Distributor of the Year.

Normally, only one distributor is given the prestigious award of Distributor of the Year. This year, both gentlemen, Bill Fargie and Spencer Brown, were in a dead heat and therefore were name co-winners of this award.

These same two gentlemen attended two programs I presented for the company in the last 4 months. They took the most notes, asked many questions, and really worked hard on trying to figure out how they can do things different and better. They are true veterans of the industry and do not let their expertise and years in the business cloud their judgment by feeling they know it all. In fact, they live their lives as most successful people do, always in search of what they don’t know.

Success does not happen by accident. It happens through commitment, enhancing one’s skills and making things happen.

Congratulations to Bill Fargie and Spencer Brown, our Titan Profiles of the Month. I am confident that if invited to your awards banquet again next year, I will once again be standing and celebrating your success. After all, you are already hard at work in making this result become reality.

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The Rolling Stones are a great study in marketing, packaging and longevity. They are currently on another worldwide tour including a live performance shown on HBO. Even after 40 years, many of the concerts sold out within 15 minutes of when the tickets went on sale! Ask yourself how they do it when they have only come out with 4 new songs in the last couple of years? Their newest CD is basically a re-mix of old songs spiced in with a couple of new songs.

These old fellas (hey, I am right behind them so I can call them old) continue
to gyrate on stage and entertain audiences with rock classics. And all the while the cash register just keeps on ringing! This is a classic example of how you don’t have to always come up with something new to succeed. All you have to do is continue to provide your goods and services in the manner your customers want to receive them.

Did you know Mick went to school and received his degree in economics? Economists are generally stereotyped as reserved individuals. Mick obviously broke the mold on this stereotype and he continues using what he learned in school to help turn the Rolling Stones into a perpetual money making machine. Congratulations to the Rolling Stones, our Titan Profile of the month. Next time you want to complain that you don’t have anything new to sell, just think of the Rolling Stones. They may sing about getting no satisfaction, but they are laughing all the way to the bank.

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Roy Putrino
President-Owner, Basic Home Health Care
www.basichhc.com

Insurance companies want patients out of the hospitals as fast as possible to reduce costs. Patients would rather recuperate at home than in a hospital. Hospitals want their beds back for the patients waiting in the ER. These three dynamics are the winning formula behind the success of Basic Home Health Care.

Basic Home Health Care provides in-home nursing and is expanding rapidly. According to it’s founder, Roy Putrino, the underlying essence of their success is doing the little things right.

For example, insurance companies want home health care agencies to reduce the amount of time it takes to intake a new case. Basic Home Health Care has gotten this process down to a manageable 10 minutes or less.

Unlike competitors who have regional offices, Basic Home Health Care has established local offices so they can establish tight relationships with the local hospitals. This translates into a team effort that generates a higher level of care for the patient.

These two scenarios are classic examples of giving your customers what they need the way they want it. In a period where health care dollars have dried up, is there any wonder why Basic Home Health Care is one of the very few players in this industry that is thriving?

Congratulations to Roy Putrino and Basic Home Health Care, our Titan Profile of the Month. They are living proof that any organization can make it happen in any market, if they are willing to do the little things that count.

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Jay D. Silver- CPA
Mahoney Cohen & Company CPA, P.C.
www.mahoneycohen.com

According to Jay Silver, Audit Partner of Mahoney Cohen ,“ In today’s environment, reviews and certifications of financial statements is a commodity business. To excel as an accounting firm today, the firm must provide services that are proactive in assisting clients with overall business solutions.”

To illustrate his point he provides us with a classic example, the suppliers of “Big Box Retailers”. You know, those little Wal-Mart Stores on your favorite street corner. To supply a Wal-Mart and any other mass market retailer, you need to coordinate design, production and warehousing/distribution systems in order to meet the stringent inventory requirements of the Big Box Retailers.

For example, Wal-Mart may e-mail an order on a Sunday for delivery by Wednesday on a store- by- store basis. In order to meet this requirement, a supplier must be able to maintain a 90-95% replenishment factor.

As the mass retailers grew in size, so did the suppliers and their challenges of meeting this growing demand. This is where proactive firms like Mahoney Cohen get to put their expertise to use. Besides doing the commodity side of accounting, they go into a supplier and assist the company in design and production calendars as well as logistic expertise in coordinating supply chains whereby inventory levels are maintained at the most efficient levels. Lower levels of inventory will reduce the amount of capital required and borrowing costs while increasing overall profitability.

Imagine importing products from Asia. The simple idea of utilizing a third party warehouse on the west coast can save two weeks of freight which translates into savings of two weeks of financing.

Moving from a commodity business of accounting to one that includes advising clients on practical business solutions in a pro-active manner has dramatically increased the revenues and profitability of Mahoney Cohen. They have differentiated themselves from the clutter of commodity accountants to specialists in strategic markets.

Congratulations to Jay Silver and Mahoney Cohen , our Titan Profile of the Month. Their approach to business is a case study on how one must excel in adjusting to the market place. It is the only way to survive in highly competitive times.

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