Employee Hiring Plan: Auto Repair Business in 2022

Employee Hiring Plan

This week I’m writing about using an Employee Hiring Plan in an Auto Repair business. An Employee Hiring Plan helps you to win the battle for the top talent by consistently generating more than enough leads, screening out non-performers, and using a skills-based test-drive process and psychometrics to choose team members that deliver results.

Employee Hiring Plan In An Auto Repair Business

 

36 Business Coaching Modules

I have been writing about some of my hero clients and how we are able to achieve significant results from our work together. We have 36 Business Coaching Modules, which are areas within your business that when we improve your performance in these areas, your business will run better.

Mark, Owner of Auto Repair Shop

Mark is this week’s small business hero. He owns an auto repair business that he started about 5 years ago. When I met Mark his business had grown, but the business was “running him.” He was working very long hours and was constantly interrupted by customers and employees. This was affecting his health and personal relationships with his family; he was spending very little time with them.

Tactical Marketing, Time Management, and Key Performance Indicators

We decided to implement several of our Coaching Modules to address his situation. These included a Strategic Plan, Team Deployment Meetings, Tactical Marketing Plan, but most importantly an Employee Acquisition Plan, Time Management Plan, and a Key Performance Indicator System.

Employee Hiring Plan: Auto Repair Shop

An Employee Hiring Plan is all about marketing. You are simply marketing to prospective employees. Of course, you need something attractive and compelling to market to job candidates. This is one of the things that a Strategic Plan does for you.

A Strategic Plan for Your Team

Even if your business is not the most attractive workplace now, a compelling Vision, Values, and Mission can help you to attract great employees. You are taking your team on an exciting journey to a great job and workplace. The team deployment meeting helps all your employees to know where you are going, how they are to act, and what they are to do every day.

Time Management and Reducing Time Screening Employees

Back to an employee hiring plan, you want to bring in a large number of candidates, but have a system that screens them without taking your time and you end up with the very best prospective employees. That’s what we helped Mark do. We also conducted a time management study and delegated less important duties to his team members. Finally, we installed a door between his office and the customer lobby to reduce interruptions.

Results for Mark and his Auto Repair Shop

As I write this blog post Mark is on a 3-week vacation in Europe. He has opened a second location, purchased a lot for a 3rd location, built a spectacular house on the lake, is working 4 hours a day, and is in some of the best physical condition of his life! Here’s what Mark said:

testimonial5With Alan’s help I have less stress and I’m able to conduct meetings without any interruptions. Alan helped me to evaluate the costs/benefits of hiring new employees and gave me the assurance that I could justify the additional expense. My sales and profits have grown even with the new hires.  Alan has coached me on how to motivate my employees to meet my business goals. With Alan’s help by next summer I plan to have my business running without my day-to-day involvement.

Conclusion

Congratulations Mark on your amazing accomplishments using among other things an Employee Hiring Plan in your auto repair business! You are one of my business heroes and an inspiration to other business owners. You can view another case study using a Team Building System in a landscaping company here.

 

small business coach

Using a Cash Gap Plan in a Service Company in 2022

Cash Gap Plan

A Cash Gap Plan In A Service Company

This week I’m writing about using a Cash Gap Plan in an service company. A Cash Gap plan will help you to quickly collect your outstanding receivables, get your customers to pay faster, and negotiate better terms with your vendors to improve your cash. I have been writing about some of my hero clients and how we are able to achieve significant results from our work together. We have 36 Coaching Modules, which are areas within your business that when we improve your performance in these areas, your business will run better.

Robert’s Service Company Challenges

Robert is this week’s small business hero. He owns an service business that has been in business for over 50 years. When I met Robert he was interested in selling his business. Although he had been successful in growing his business, it was having financial problems. To make things worse a very large customer had defaulted on a payment of nearly $200,000. This event had him thinking about filing bankruptcy. He was working very long hours and was constantly interrupted by customers and employees. This was affecting his health and personal relationships with his family, in particular, his wife. He was spending very little time with them.

Solutions for Service Company: Strategic Plan, Team Deployment, Tactical Marketing, Lean Program

We decided to implement several of our Coaching Modules to address his situation. These included a Strategic Plan, Team deployment meetings, Tactical Marketing Plan, but most importantly a Cash Gap Plan, Time Management Plan, and a Lean Program.

A Cash Gap Plan for Robert’s Business

A Cash Gap Plan is all about carefully monitoring your plan to improve collections, lengthening your payments with vendors, increasing your prices aggressively as possible, and eliminating operational efficiencies. In all things in life, we tend to get what we focus on. During our coaching sessions, we focused on his cash flow.

Time Management for Robbie’s HVAC Company

We developed his Strategic Plan and held team deployment meetings. Additionally, we discovered a serious time management problem. Employees and managers were constantly interrupting one another during the day. This wasn’t causing chaos and stress in the business. We began to track interruptions and developed policies and strategies to reduce distractions. We also implemented team meetings in the business.

Results for Robert’s service Company

As a result of these strategies, his results were immediate and dramatic. Here’s what Robert said:

Alan first worked with me one-on-one, then met with me and my managers, and finally with all of the employees. Our cash flow has started to improve and continues to improve daily. After six months our profits had increased over $152,000, which annualized is over $300,000 per year! We have started paying off our accounts payable to our vendors. We have reorganized our office and improved our staff with Mr. Melton’s help. We are starting to achieve many of the actions in our action plan. I have a clearer vision of where we are going and what it takes to get us to the next level. With this clearer vision comes renewed hope. Most importantly, I am working less and have started taking my wife out on dates. I would like to thank Alan for seeing hope in me and my company, and helping us through this difficult time.

 

Congratulations Robert for your remarkable success in using a Cash Gap Plan and other strategies to improve your company! You are one of my business heroes and an inspiration to other business owners. You can view another case study using a Team Building System in a landscaping company here.

 

small business coach

Using a Tactical Marketing Plan in a Law Firm in 2022

Tactical Marketing plan in a law firm

Using a Tactical Marketing Plan in a Law Firm

This week I’m writing about using a Tactical Marketing Plan in a Law Firm. A Tactical Marketing Plan is an aggressive, measurable plan to increase your leads, improve your sales conversion rates, and increase your annual revenue per customer so that your profits increase exponentially.

I have been writing about some of my hero clients and how we are able to achieve significant results from our work together. We have 36 Coaching Modules, which are areas within your business that when we improve your performance in these areas, your business will run better.

David’s Law Practice

David is this week’s small business hero. He owns a Law Firm that has been in business for over 30 years. I met David in one of our marketing focus groups. He has been successful in establishing a niche legal practice. His firm helps individuals negotiate tax liabilities with the IRS. David was interested in improving his practice in the area of marketing. His law firm had provided a consistent income to David over the decades. However, I saw an opportunity to grow his cash flow considerably.

Law Practice Cash Flow Improvement

We decided to implement several of our Coaching Modules to address his situation. These included a Strategic Plan, Tactical Marketing Plan, Key Performance Indicators, Pricing Plan, Employee Acquisition Plan, and an Organizational Plan.

A Tactical Marketing Plan for A Law Firm

A Tactical Marketing Plan entails developing 5 to 6 revenue streams. We make sure each revenue stream is providing an acceptable return on investment. David began to provide weekly Key Performance Indicators which included his marketing results. David compiled marketing results that we reviewed to give us the information we needed to eliminate marketing that was not providing a strong return on investment.

Strategic Partners and a Strategic Plan for a Law Firm

We decided to pursue some strategic partners. We developed his Strategic Plan and implemented pricing changes. We developed job descriptions for employees and hired some new team members.

Results for David’s Law Firm

As a result of these strategies, his results were immediate and dramatic. Here’s what David said:

David Greene Attorney“I was initially hesitant to take on a business coach, but now I’m glad I did. Since Alan and I began working together my sales have increased significantly and I’m glad to use his services. My profits have increased an average of 50%.” David, Founder, Law Firm

 

Congratulations David for your remarkable success in using a Tactical Marketing Plan to improve your company! You are one of my business heroes and an inspiration to other business owners. You can view another case study using a Team Building System in a landscaping company here.

 

small business coach

Team Building System in 2022: Landscaping Company

Team Building System

Team Building System in a Landscaping Company

This week I’m writing about using a Team Building System in a Landscaping Company. A Team Building System is a reliable system for placing your team members in roles best suited to their strengths and building them into a powerfully cohesive and committed team that delivers business results.

I’ve been writing about some of my hero clients and how we achieving significant results. We have 36 Business Coaching Modules, which are areas within your business under the categories of growth, profits, and freedom. When we improve your performance, your business will run better.

Wendell’s Large Landscaping Business

One of my contacts referred me to Wendell, the president of a large landscaping company. At that moment, his business had suffered from an economic turndown in the residential construction industry. Most of his revenues were coming from large track home building contractors. Some of these builders had squeezed his business on pricing and were competing with him.

Operational Changes in Wendell’s Landscaping Business

Since Wendell had some differences with an investor he wanted to take control of the business operations. Furthermore, his employees were not engaged and helping to improve the business. We wanted them to be empowered and involved in planning and decision making. In his personal life, Wendell’s life was also about to change. He wanted to spend plenty of time with his family since his children were nearing college age.

Strategic Plan, Team Deployment, Tactical Marketing, and Sales Training

We started by performing a profit analysis of Wendell’s business. We were able to determine that we needed to put in place several Coaching Modules. These included our Strategic Planning, Team Building System, Team Deployment, Tactical Marketing Plan, and Sales Training. Our main focus was on marketing on high-end residential clients. These clients wanted outdoor rooms.  We also held margins on the lower to mid-size home builders. We determined that the warranty department was providing too many free services. This represented a significant loss and we saw some upsell opportunities.

Team Building System for Wendell’s Landscaping Business

Our plan was to focus on the Team Building System. At that point, employees were not engaged. We wanted more buy-in from the employees so that they could be empowered to provide resolutions to customer problems and care about the machinery they were operating.  So we began to involve all employees in meetings and brainstorming sessions. We developed a vision for the business that offered more benefits and profit sharing for the employees. As we deployed these strategies we saw dramatic improvements in many areas.

The Results for Wendell’ s Landscaping Company

Here’s what Wendell said about our Coaching Process:

Our annual sales have grown from $3.6million to $13million and our profits have grown by 400 percent. Alan helped create a stronger team atmosphere and was able to get great team “buy in.” This was after helping us to make some tough decisions necessary to initiate the turn around. Alan helped us to develop and deploy key marketing and branding strategies, grow our design-build division by 700% and turn our warranty department from an expense to a 30% profit.

 

Congratulations Wendell on your dramatic improvements in using among other things a Team Building System in your landscaping company! You are one of my business heroes and an inspiration to other business owners. You can view another case study of using a break-even plan in a school bus company here.

 

small business coach

Using a Revenue and Profit Budget: Pest Control Business

revenue and profit budget

Revenue and Profit Budget: Pest Control Business

This week I’m writing about using a Revenue and Profit Budget in a Pest Control Business. Your budget should forecast discretionary cash-flow, identify your required working capital, and demonstrate your ability to service debts and deliver a return to investors(which may be you).

I have been writing about some of my hero clients and how we are achieving significant results. We have 36 Coaching Modules which are areas within your business under the categories of growth, profits, and freedom. So, when we improve your performance, your business will run better.

Jonathan’s Pest Control Business

After reading one of our social media posts about budgeting, Jonathan contacted me. As the owner and founder of the business, he had been able to grow it steadily. Yet, Jonathan wanted to learn about budgeting and how to put in place a Revenue and Profit Budget in his business. He had had some financial setbacks throughout the years. At that moment, his daughter would soon be leaving for college. So, he wanted to take his large family to Hawaii for several weeks. Additionally, he planned to travel frequently with his daughter to her volleyball tournaments.

The Revenue and Profit Budget Implementation

We took Jonathan through a coaching module and provide a revenue and profit budget template for him to fill out. After a couple of iterations, we had the budget finished, which included sales, gross profit, expenses, net profit, and cash flow.  This is a great tool to set goals for all the above and then monitor your actual performance against your goals. It also serves as a great check and balance for surprise sales and expenses. It helps you to “know the story” of your business’ financial performance.

Other Coaching Modules for Jonathan

As we began to review his business, we saw an opportunity to put in place some of our other Coaching Modules in his business. At first, we decided that a Tactical Marketing Plan and a Break-Even Plan could help Jonathan. But we also decided to increase his pricing and standardize his billing. We were able to develop his Strategic Plan and then held a plan deployment meeting with his team. We worked weekly on deploying these strategies.

The Results for Jonathan’s Pest Control Business

As a result of these strategies, we saw a significant increase in Jonathan’s sales and profits. Here’s what Jonathan said:

testimonial9

“Using Small Business Coach Associates has been a real benefit to my company. Alan has the perfect combination of business knowledge and real world experience. His willingness to help and hold me accountable have helped me in positive ways that I couldn’t have anticipated. After only working together for 3 months we have deployed 3 strategies that will increase my small business profits by 90% in the next 12 months.”

Conclusion

Congratulations Jonathan on growing your sales and profits using a revenue and profit budget in your pest control business. You are a business hero and an inspiration to all of us!

 

small business coach

Developing and Deploying a Strategic Plan: an Entertainment Company

Strategic Plan

This week I am writing about Developing and Deploying a Strategic Plan. A Strategic Plan is an evolving, written plan that sets forth the vision, mission, and values of your company, long and short-range goals, and KPI’s to measure progress.

I have been writing a few posts about some of my hero clients and how we are able to achieve significant results from our work together. We use 36 Coaching Modules, which are areas within your business under the categories of Growth, Profits, and Freedom. When we improve your performance in these areas your business will run better.

Brian’s Entertainment Business

I have been working with Brian, this week’s business hero, the owner of an Entertainment Company (and several other of his businesses) for a few years now. When I met Brian he was relatively new in his business and he was considering the possibility of selling it due to low performance. Brian filled out our Coaching Module Scorecard which measures businesses in 36 areas under the categories of Growth, Profits, and Freedom. We determined that we should immediately develop and deploy a Strategic Plan. This is a tool that we develop for nearly every client that we work with.

The Strategic Planning Process for an Entertainment Business

Brian filled out a personal and business questionnaire and returned it to me prior to our planning session. Then we met for 2 hours to work on his personal vision and values and life goals for him and his family. Then we developed his business vision, values and mission, one year and five-year goals, and action plan for reaching his goals. Finally, we met with his team so that we could deploy Brian’s vision, values, and mission to them and get their buy-in and involvement.

Tactical Marketing For Brian’s Entertainment Company

We decided to target large corporations that do events; Brian began doing pro-bono work for large charities. We also focused on working in hospitality industry associations and with city officials to develop relationships and joint venture partnerships.

Employee Acquisition for Brian’s Entertainment Company

Finally, we worked on developing an employee hiring plan to allow his business to grow without overworking Brian. Since Brian’s business was very small at that point, and Brian had some relatives who had available time and skills to help his business, we recruited them. We also added some independent contractors to help with Brian’s events.

Results for Brian’s Entertainment Company

The result was dramatic growth and more time off for Brian. Here’s what Brian said;

testimonial14“I’ve tripled my revenues and my infrastructure allows me to travel out of town without worrying about the business.”

Conclusion

Congratulations to business hero Brian for his rapid success! He is enjoying more time for his passion of traveling while his business generates a good income for him. Developing and Deploying a Strategic Plan was a crucial key in reaching his personal and business goals.

 

small business coach

Marketing Strategy Definition- Win More Clients!

Marketing strategy

Any small business owner knows they must create a marketing strategy and update it regularly. This is an extremely important tool to plan how to sell and to track your sales performance.

Marketing Strategy Definition- Win More Clients!

Whether this a start-up plan or one created after you’ve launched your business, the fundamentals remain the same.

When tackling the subject of marketing, you must first understand the difference between the strategies and tactics of a general marketing plan.

Strategic Marketing Vs. Tactical Marketing

Strategy refers to the overall vision and approach you want to follow towards your goals, while tactics involve the actions needed to fulfill your strategy.

A sampling of marketing strategies might include:

  • Create a strong and consistent online marketing campaign via social media most used by target audience
  • Build loyalty and trust with free webinars, content, and videos
  • Negotiate with large-scale retailers to sell products
  • Bring product quickly to market to take advantage of a new trend

Marketing is what allows you to place your product or service in front of prospects. It’s also how you create brand awareness. Your approach to marketing is to ultimately pull in potential clients, make sales, and bring in the cash flow needed to make a profit.

Marketing Can Dramatically Grow Your Business

Not surprisingly, the topic of marketing can be intimidating to a business owner because of all the daunting research, data, and choices. As any small business coach will tell you, the typical self-employed owner has to wear many hats to get their company off the ground >  designer, pitchman, social media maven, copywriter. Unfortunately, most are not marketing geniuses.

Once you have an overall marketing strategy, you’ll need to consider the tactical marketing actions needed to achieve those strategic goals.

First, find out what should be in your Strategic Marketing Plan.

Strategic Marketing

As you develop your plan to market your company’s products and services, it all begins with your marketing strategy. This is what determines the direction that your business will follow. Usually it addresses a broad view of the long term, but there’s no reason you can’t start with a high-level vision and narrow it down whenever you want.

Both management and operations should engage in developing this key element.

A strategic marketing plan generally covers:

  • Mission Statement or Goals. Defining what the company wants to accomplish. Write out your USP (unique selling proposition).
  • Market Trends. Spelling out current market drivers that are happening now. Maybe your furniture store decides to sell trendy upcycled furniture in addition to standard inventory.
  • Target Audience. Discerning the demographics of who wants or needs your offerings. If you’re a business coach, then this group would include entrepreneurs, small business owners, and independent business owners.
  • Budget. You have to consider the numbers. Set a limit on how much to spend on:
    • Social media or landing pages or newspaper ads
    • Printed materials, business cards, or banners
    • A consultant, copywriter, or website designer
    • Networking or club fees (have to get out there face-to-face)
    • Associated technology or software (iPad, projector, security)
  • Customer Retention. A plan to ensure repeat customers, thus repeat sales. Possibilities are rewards programs, special promotions, and regular clearance sales. You could give away hats, bumper stickers, or the like.
  • Pricing. Assign a price to your products and services which reflect not only their quality and worth but also on the cost to produce and what the market will bear. You should also consider special pricing:
    • Will there be discounts for large volume bundles?
    • Does the price include guarantees or warranties or can they be sold separately?
    • Will you have special sales or offers at certain times of the year?
  • Promotional strategy. The general approach to sales such as radio and television ads, teleseminars, trade shows, social media, email campaigns, and networking.
  • Distribution. Delineate your high-level strategy for getting products and services to the customer. Will they buy online or in a retail shop? Will customers be able to purchase at special venues/events or at face-to-face meetings? If shipping is needed, how will that be done economically?
  • Your Competitive Edge. Identifying and assessing your competition will be crucial in figuring out where your company stands in the marketplace. If you open a hardware store, you must know how your company will compete against giants like Lowe’s and Home Depot.
  • Partners, Referrals, and Joint Ventures. There could be strong benefits in collaborating with peers, contacts, and other business owners:
    • Referrals for your products or services
    • Sharing email address lists for promotional campaigns
    • Cross-promoting events like showcases, workshops, and tele-seminars.
  • Whether you see them as weaknesses, shortcomings, threats, or roadblocks, you must be aware of the potential risks to your success, like:
    • insufficient or inconsistent income
    • inability to find a skilled workforce
    • lack of business experience
    • being new to a saturated market

You should now be able to confirm if your small business has the finances, resources, and foundation to grab market opportunities while tackling those threats that will pop up.

After defining your overall marketing strategy and goals, you’ve gotten a better grasp on elements like demographics, trends, costs, risks, and logistics. Now, you can then start to develop the actual tactics to reach those goals.

marketing strategy

Tactical Marketing

As mentioned, tactical marketing refers to the actions to take towards reaching your strategic goals.

Tactical marketing should address the steps needed to reach goals such as building websites, generating leads, placing ads, and promoting sales.

Set your tactics according to your available resources > primarily budget, personnel, vendors, partners, materials, inventory, and facilities.

Developing Your Tactical Marketing Plan

You will find yourself needing two different tactics: foundational and ongoing. Foundational tactics are the ones that you just do once (such as creating your website), while ongoing tactics are the ones that are used in different ways over time (such as promoting a product).

A tactical marketing plan doesn’t have to be a specific size or shape. The main point is that it adapts to your needs, resources, and business objectives.

Following are typical elements of a tactical marketing plan:

#1 Tactical Decisions With Products and Services

This section covers what you want to do with new products and services. It’s the right place to include all the related aspects around decisions needed to market your offerings. It is also important to brainstorm any downstream effects or changes that this may bring, such as changes to your manufacturing process or the need for a new distribution channel.

Begin with an overview of current offerings, which might include:

  • Product and service descriptions
  • Key features
  • Main benefits
  • Manufacturing/development processes
  • Branding
  • Packaging
  • Distribution

#2 Tactical Decisions With Promotion

Describe how your products and services are going to be promoted. This part of your Tactical Marketing Plan usually includes four potential promotional approaches: (1) advertising, (2) sales promotion, (3) personal selling, and (4) public relations.

For this section, timetables are incredibly important. Let’s say that you are considering setting up at a trade show or buying magazine ads. These types of promotions can require long lead times.

In the case of buying magazine ads, lay out time frame and milestones for:

  • researching which magazines reach your target demographic
  • comparing pricing among magazines
  • choosing the ad size, copy, and imagery
  • deciding on the perfect time (month, season) to place the ad

The majority of section should employ graphs and tables to represent key information with a glance.

Include special promotion programs that you define for holiday, seasonal, local events, or other benchmarks.

  • Advertising Objectives: Can address a range of objectives like respond to competitor promotion, encourage product trial, build traffic, increase use or purchase rate, and branding. You should also clarify the ad type to employ, such as direct mail, billboards, social media posts, or television spots.
  • Sales Promotion Objectives: May include goals such as build traffic, encourage repurchase, increase product trial, support other promotions, and build inquiries. You should also clarify the sales promotion type that you’re going to use – it may be product demonstrations or coupons, for instance.
  • Personal Selling Objectives: Could involve aims like encourage purchase, develop new accounts, build traffic, increase product trial, and support accounts. You should also clarify the selling type that you’re going to adopt, like a call center or a sales force.
  • Public Relations Objectives: Might cover actions such as respond to negative news, report an upcoming activity such as a new product release, build inquiries or traffic, or promote a sale or event.
    Spell out the possible PR choices – a press release, social media post, pitch to media, or any other.

#3 Tactical Decisions With Pricing

To write this section of your Tactical Marketing Plan, you need to have good knowledge about economic conditions, the market, your competitors, and your customers.

You may want to use both graphs and tables that allow you to display the different pricing decisions and trends in each one of the categories that you plan to define.

Other Important Areas in Marketing 

There may be less major decisions to make such that your small business reaches its goals, which might cover:

  • Marketing research
  • Customer support service
  • Calls-to-action (Ex. driving potential customers to download a PDF, go to your website, etc., sign up for a teleseminar)
  • On-hand inventory
  • Focus groups, surveys, or other means of customer feedback
  • Thresholds, metrics, and measurements

Drilling Down With Your Marketing Strategy

This is the moment to lay out the details on accomplishing your tactical goals – it’s time to drill down what, who, when, where and how.

WHAT          You need to outline all the tasks that need to be completed to reach the business goals that you defined in your strategic marketing plan.

WHO           Identify the human resources with the skills and knowledge to accomplish the tasks – will it be you, an employee, temporary, consultant, vendor, or intern? If staff not yet in place, use a title (Lead Mechanic, CEO, Editor, Salesperson).

WHERE       Specify if tasks are done on-site or off-site (at a networking event or trade show, or by a third-party vendor or remote worker).

WHEN         Know the timing and order of when things must happen – i.e., a website host site must be in place prior to hosting a webinar.

HOW           Develop the procedures or processes for personnel to execute by.

As always, you know that you can count on our Small Business Consultation Services to ensure that you are on the right track for growing your small business.

Conclusion: Getting Results From Your Marketing Plan

Your Marketing Plan allows you to know your company’s direction, the course that you are following, and your planned destination.

With a well-detailed Tactical Marketing Plan, you will have a measurable plan that includes your estimates in terms of product and service offerings, promotions, pricing, and other relevant areas.

It’s important to check regularly that your plan is on track and to make adjustments as trends, costs, and resources change.

Do you have a marketing strategy? If so, how is your plan impacting your business? Let us know your thoughts in the comments area below.

 

small business coach