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Yearly Archive for 2012

: 2012

Does the shopper, manufacturer, or retailer have the responsibility for outcomes?

Is Business Culpable for Sandy Hook?

In the tremendous sadness, shock, outrage, and political positioning that is occurring around the Sandy Hook Elementary School massacre, there is the search for explanation as to how it could have

Lessons from the Bench

When the mail brought a notice alerting me that I was chosen to show up to the courthouse and possibly participate in a jury, I did what many have done – tried to think of ways to get out of it.
Categories: General

Avoiding Bad Apple Employees

Businesses are fond of claiming that employees are their best assets or biggest competitive advantage over other companies in the market. Yet, when it comes to properly practicing “due diligence” with
Categories: General

HR is More Than “Sick Visits”

One of my close friends works for a company that has nearly tripled in size over the last couple of years due to a rather large contract that allowed for almost exponential expansion. As we visited

P-O-Inted Observations on Collaborative Promotion Optimization

The Promotion Optimization Institute (P-O-I) just concluded their Fall Joint Business Planning Summit in Chicago, IL and attendees and participants left with as many questions as they received
Categories: General

Loyalty, Customer Service, and Sales

I recently completed delivering a training session at a client site that took me nearly fully across the country. Using the opportunity to visit friends I don’t get to see too often on the West Coast,
Categories: General

Aiming the Arrow at the Target

Business results are down, sales are in decline, errors are creeping into production, profits are in decline, margins are in a freefall, and things just aren’t being done as effectively and

Do You Measure Customer Equity?

As a business person, executive, or entrepreneur there are many specific measures employed to gauge business success. Some of them are quite familiar to business people; profit, sales dollars, market

Should we Give Cold Calls the Cold Shoulder?

As a trainer and consultant, I often am asked to help sales forces hone their skills in prospecting, sales methods, sales call techniques, etc.  Among the clients or prospects that inquire about those

How to Employ Different Decision-Making Styles

The average entrepreneur or businessperson has expertise insome mixture of the following:  a function (Accounting, Information Technology, Engineering, Human Resources, Customer Service, etc.), a