South Africa Touring and Sales Training

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I was invited to attend the African Construction Expo in South Africa, as I work in that industry. Thinking about it reminded me of the wonderful trips I had to that beautiful country over the years giving sales training to retail truck sales people. This is a presentation of those trips. If you have a chance to go to that country, I'm sure it will love it.

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Those are the areas and experiences I have had in South Africa.

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Here is my experience working in Australia and New Zealand. Those two countries have interesting contrasts and similarities to Japan. They have a wealth of natural resources, but Japan does not. They both have low populations for their land sizes, but Japan has a huge population. Japan and New Zealand have similarities in that they both have wonderful natural hot springs, are island nations and are very mountainous. Have a look.

Working in Australia & New Zealand

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If you think about it, the southern part of South America is the farthest place on earth from Japan, where I live. Therefore, if you travel there you much achieve as much as possible/trip. I usually made 1-month business trips there. It is an important region of the world though with Brazil in particular being a major global country. I have worked in Brazil, Paraguay, Argentina and Chile. I loved them all. Have a look at my travels there.

Working in & Traveling to Southern South America

Working in & Traveling to Southern South America

Working in & Traveling to Southern South America

During my sales training days, I traveled to the northern part of South America several times, only one time to Colombia though. Those countries are very dependent on the production and export of crude oil, particularly Venezuela (95% of exports). We hear in the news of all the problems of civil war and the drug trade regarding Colombia, but actually I think it is the most industrialized among Venezuela, Colombia and Ecuador. Also, Colombia has a good educational system and is one of the most biodiverse countries in the world. I've enjoyed my travels there. Have a look.

Northern region of South America

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Northern region of South America

Last week, I mentioned traveling in Central America. Although very close, the Caribean is very different. They countries are mostly tourism based, but there are very important raw materials in the region. Also, they have a mixture of some countries having a British colony history and others having a Spanish colony history. Mostly, it is a region to relax and have fun it. Here are my travels to Jamaica, the Dominian Republic, Puerto Rico, Barbados and Trinidad & Tobago.

Traveling & Working in the Caribbean

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Traveling & Working in the Caribbean

Traveling & working in Central America

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Developing a global strategy

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Developing a global strategy

Over the years, I've worked in the Canary Islands, Malta, Cyprus and Israel. The Canary Islands was the stopping point of Columbus on his way to discover America. It is part of Spain today and is a tourist destination for Europeans. Malta too is a tourist spot. Interestingly, it has its own language (Maltese) and culture. Cyprus is divided between Greek Cyprus and Turkey. It too is mainly at tourism economy. Israel is the holy land with all the Western religions represented there. All are wonderful places. I worked there mainly giving seminars on pick-up truck and RWD vehicle selling. I hope you enjoy the slides.

Working in the Mediterranean Sea

Working in the Mediterranean Sea

Working in the Mediterranean Sea

People say that international travel is fun, but it is far more than that. It opens your eyes to life around the world. My first international trip from California was in 1972. That experience was so impactful that it directed me toward the life I wanted to live, namely interacting with people around the global. To date I have worked with and been to over 80 countries. Here is my very first foreign trip.

Importance of International Travel

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We hear so much about all the problems in the Middle East, but my travels there have been wonderful, and I enjoyed working and interacting with the people there very much. This presentations starts with my background in going to Japan and then starting my global working career. I present the six countries I have worked in in the Middle East. Notice the percentage of foreigners in each country. Those foreigners are mainly who I gave training to when traveling there. I hope you find them enjoyable. If anyone would like to know more specifics in one of those countries, just let me know.

Middle East Working-Traveling

Middle East Working-Traveling

Middle East Working-Traveling

Too often when sales go down people start blaming the sales people, but there are many reasons why sales are made or not made. Only one reason is the activities of the sales people. Therefore, I created and have given a seminar on managing the selling process. It has been my most enjoyable seminar over the years. Here it is for you. I hope you find it informative and interesting. If you have any questions or comments, please let me know.

Managing the Selling Process

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Managing the Selling Process

In the first business management class I took in California in the late 1960's, the professor said that a manager can delegate authority but can never delegate responsibility. The manager always remains responsible. I think that is still true today and is still something many managers don’t fully understand. We all know organization charts where the president is at the top. He develops company objectives and passes them down to department managers. The department managers then pass assignments down to the staff in their departments. That is the normal flow. Imagine taking that organization chart and turning it upside down, where the president is at the bottom. He must provide support up to all department managers, so they can successfully achieve their objectives. Also, the department managers must support their staff in achieving each task assigned. This support is often forgotten. Have a look at this presentation I prepared on this subject. It is so often forgotten.

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How often have you desired to change a bad habit, but could not? Whether personal or within whole organizations, habits form. How do we change them? In organizations, how can you change the environment to encourage habit modification? After studing this, I have learned it all comes down to desire and identifying and modifying "triggers". If you analyze the environment in which a habit occurs you can put in an advance strategy to change it when the urge comes. I have successfully made changes using the advice in this presentation. I hope it gives you ideas too.

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Although my background is in sales, sales training and marketing, I have been influenced by production processes in two ways. One is fighting for deliveries for my customers. Another was working on a production set-up project in China for a customer several years ago. Through those experiences, I learned a great deal about process efficiencies and prepared material on it in this presentation. Have a look at it. Maybe there are some ideas in it that would be helpful in our processes.

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This is the second part of a 2-part presentation. Just like the first part, it offers suggestions to help a declining company survive, even if it is in a declining industry. You might find what I call a good competitor and bad competitor interesting with the attitudes as to what is correct and not correct behavior in the US Presidential election (slides 24-28). Armed with knowing which your competitors are, you can plan your strategies. Also, looking at your supply chain, exploring where you should find partners is interesting. I hope they get you thinking.

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If you see no future in your company or industry, I might be helpful. I have run into this problem in the past and researched what could be done. I found activities and strategies that could be helpful. I learned so much that one presentation would overwhelm anyone. Therefore, I prepared the presentation in two parts on this subject. Have a look at this presentation. It is the first of two. I’ll upload the second part in a week or two. Review the suggestions and decide what would be most helpful for you. Then, prepare and action plan using a Gantt chart with activity start and finish targets. Some could take just a few months, others years. In any case, they will get your company moving in the right direction. These ideas have turned many struggling organizations. I hope they generate some ideas as to what can be done.

For dying companies in dying industries – needing a turnaround strategy

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When I was giving sales training I found it difficult to get sales people to follow an active selling process to generate more sales when times were good. They simply didn’t have to work that heard. When a recession came, they had to get more active, as the customers where no longer just walking in and placing orders. That is when my seminars were the most fun and effective. Therefore, I LOVE RECESSIONS. There are methods for businesses to be very successful in recessions, so I am not alone in loving them. Have a look at this presentation that others have followed. These are just a few of the effective things you can do during economy downturns. They can even be quite enjoyable. I found them to be.

I LOVE RECESSIONS

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Japanese people have often told me they don't communication very well globally, particularly in English. Also, when I was giving overseas sales seminars, I noticed that communication was a problem, as many of the sales people did not have much education, and to make things worse, their first language was not English. Therefore, I used a lot of visual aids in all of my presentations. I have noticed my global communications have improved greatly as well. I studied how to be more persuasive global through these visual aids and prepared suggestions on it. Have a look at this presentation. It my benefit you as well.

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It used to be said that the customer was number one, because he pays us for his business. In recent times, consultants are saying employees are number one, because if you make them happy, they will make the customer happy automatically. If you say one group is number one, you could turn all the others into zero importance. I like to take a more balanced approach to this, and propose that all "stakeholders" are important. A company must identify each and work with each differently. I prepared some thoughts on this in the attached presentation. I hope it gives you some ideas as to what information a company should be presenting to each stakeholder and when.

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