“Pace and Passion drive today’s business changes and tomorrow’s results” - Robert P. Currie
Matt Hick’s article entitled Service Department: Operating Expense Problem? Or is it really Gross Profit? is important reading for all key managers.
Prospects Don’t Call With Bad News, by George Keen is focused on buying objections and should be read by all members of the Sales Team.
Michelle Currie, in her article Leadership Development, describes how Currie Management Consultants, Inc. can help your company identify and develop its future top level management.
Felix Vanholsbeek, a Senior Consultant in our European office shares insights into current trends in the marketplace across the pond.
We hope you enjoy this edition of Currie Management Consultants, Inc.’s Newsletter and we welcome any questions and/or comments.
Service Department: Operating Expense Problem? Or is it really Gross Profit?
by Matthew Hicks
In completing dozens of expense reviews in 2007 for our dealer/distributor clients, I came across this issue on almost every occasion. When interviewing key managers, more often than not both the service managers and the controller were in agreement that they had an Operating Expense issue in the service department. They also were in agreement that they had no idea how to solve the problem. What I discovered on most of the reviews was the issue was not in expense control but was really a service gross profit challenge...
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Prospects Don’t Call With Bad News
by George M. Keen
This morning I made a “cold call.” This person and I had been talking over the phone. In fact he had contacted me by email and asked for a proposal which I had sent a while ago. I had been emailing him and leaving voice mails about getting together, and I was getting “not in” or “no reply.”
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Leadership Development pt. 2
by Michelle B. Currie
One of the themes that consistently arises at all of our dealer/distributor group meetings is how to develop leaders. At times it is your identified successor(s) of your dealer/distributorships, or it might be your current managers that have leadership potential. Many times the answer to developing these individuals is to bring them to dealer or distributor group meetings. What can happen is they become lost, or worse, frustrated with this environment...
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