This document contains information from a presentation given by Darry Stuart, President of DWS Fleet Management, about issues facing maintenance management in the trucking industry. It discusses common reasons why maintenance managers and technicians leave their jobs or don't stay long term, such as problems with senior management, unrealistic expectations, lack of respect and appreciation. It also provides tips on how companies can better retain maintenance staff and help them advance their careers.
The document discusses that SEO is not a silver bullet and requires a long-term strategy rather than quick fixes. While guest blogging can help with exposure, the focus should be on improving conversions. Metrics like views and links are meaningless if they do not translate to sales. Testing and optimizing the customer experience is more important than chasing arbitrary SEO tactics.
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
The document discusses the three phases of a SaaS startup's lifecycle: searching for product-market fit, scaling the business, and searching for a repeatable and profitable growth model. It emphasizes the importance of recognizing what phase a startup is in and taking the appropriate actions, such as not jumping ahead or expanding sales too quickly before completing the current phase. Cash conservation is also stressed until reaching the scaling phase. Aligning sales, marketing, and other functions is highlighted as important for predictable growth. The phases and lessons provided serve as a guide for SaaS founders to strategically navigate their company's development.
SMART Sales System - Module 3: Sales MessageSalesScripter
This document outlines the chapters and modules of a sales training program. It covers topics like building a consultative sales message, creating sales scripts and objection responses, managing the sales process, cold calling, email prospecting, voicemail strategy, and getting into new accounts. The specific section summarized discusses building value points, pain points, questions, name drops, and examples to include in a sales message when summarizing a product or service for a target buyer.
SMART Sales System - Module 6: Cold CallingSalesScripter
This document provides an overview of a cold calling process and modules for a sales training program. It includes sections on introducing yourself, establishing the purpose of the call, asking questions to understand the prospect's needs, providing information on products and services, attempting to close the call, and leaving next steps. Sample scripts are provided for each step of the cold calling process.
Chambers of Commerce and the Never Ending Tech RevolutionGIS Planning
In the age of Yelp! and other popular online social networking sites, providing member value is a 24/7 job. In this American Chamber of Commerce Executives Annual Conference session attendees learned how new digital tools and online strategies help chambers offer new member services, improve retention, grow online revenue and stimulate regional economic development.
Topics include:
- Disintermediation
- The new value of chambers of commerce
- Reducing transactional friction
- Tech companies disrupting chambers
- Five things chambers can do to win online
- The challenge of face-to-face networking
- Big businesses are a big problem for small businesses
- Online member services
- Online business assistance
- Market research
- Business intelligence and market research
- Search engine optimization
- Get your business online
- Chamber directories
- Online learning vs. training for online success
- Site selection and business attraction
- Economic development
- Online GIS
- Marketing effectiveness
- Membership drives
- Internet ambassadors
- Social media challenges
- Weaknesses of mobile apps
- Online advertising
- Freemium as a business model for chambers of commerce
Ecommerce UK Making Christmas Count eventPracticology
Slides from presenters at the Ecommerce UK LinkedIn Group's Making Christmas Count event:
- Martin Newman, Practicology
- John Bovill, Monsoon Accessorize
- Mo Syed, Amplience
- Nadine Sharara, Thomas Pink
- Kristian Bromley, Firebox
- Kerry Okikiade, Firebox
- Kana Butkovic, The Swiss Digital
- Neil Sansom, Moss Bros
- Myles Dawson, Adyen
SMART Sales System - Module 8: VoicemailSalesScripter
The document provides an overview of modules in a sales training program, with a focus on Module 8 about voicemail strategy. It discusses why prospects do not often call salespeople back after voicemails, and when salespeople should leave voicemails versus not leaving them. It also covers focusing on the right goals when leaving voicemails, tips for crafting voicemail messages, and examples of effective voicemail scripts that incorporate value points, pain points, naming prospects, and product details. Follow-up is discussed through sending a voicemail transcript email.
SMART Sales System - Module 11: GatekeepersSalesScripter
The document provides information on dealing with gatekeepers when making sales calls. It discusses understanding the gatekeeper's role of keeping salespeople out, and provides tips for getting past them. These include not sounding like a salesperson, trying to enlist their help, and treating the gatekeeper like a prospect by asking questions to understand their needs and concerns. It also covers common gatekeeper objections and responses, as well as the different types of gatekeepers. The key is to not take objections personally and understand the gatekeeper's difficult job.
The document discusses that SEO is not a silver bullet and requires a long-term strategy rather than quick fixes. While guest blogging can help with exposure, the focus should be on improving conversions. Metrics like views and links are meaningless if they do not translate to sales. Testing and optimizing the customer experience is more important than chasing arbitrary SEO tactics.
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
The document discusses the three phases of a SaaS startup's lifecycle: searching for product-market fit, scaling the business, and searching for a repeatable and profitable growth model. It emphasizes the importance of recognizing what phase a startup is in and taking the appropriate actions, such as not jumping ahead or expanding sales too quickly before completing the current phase. Cash conservation is also stressed until reaching the scaling phase. Aligning sales, marketing, and other functions is highlighted as important for predictable growth. The phases and lessons provided serve as a guide for SaaS founders to strategically navigate their company's development.
SMART Sales System - Module 3: Sales MessageSalesScripter
This document outlines the chapters and modules of a sales training program. It covers topics like building a consultative sales message, creating sales scripts and objection responses, managing the sales process, cold calling, email prospecting, voicemail strategy, and getting into new accounts. The specific section summarized discusses building value points, pain points, questions, name drops, and examples to include in a sales message when summarizing a product or service for a target buyer.
SMART Sales System - Module 6: Cold CallingSalesScripter
This document provides an overview of a cold calling process and modules for a sales training program. It includes sections on introducing yourself, establishing the purpose of the call, asking questions to understand the prospect's needs, providing information on products and services, attempting to close the call, and leaving next steps. Sample scripts are provided for each step of the cold calling process.
Chambers of Commerce and the Never Ending Tech RevolutionGIS Planning
In the age of Yelp! and other popular online social networking sites, providing member value is a 24/7 job. In this American Chamber of Commerce Executives Annual Conference session attendees learned how new digital tools and online strategies help chambers offer new member services, improve retention, grow online revenue and stimulate regional economic development.
Topics include:
- Disintermediation
- The new value of chambers of commerce
- Reducing transactional friction
- Tech companies disrupting chambers
- Five things chambers can do to win online
- The challenge of face-to-face networking
- Big businesses are a big problem for small businesses
- Online member services
- Online business assistance
- Market research
- Business intelligence and market research
- Search engine optimization
- Get your business online
- Chamber directories
- Online learning vs. training for online success
- Site selection and business attraction
- Economic development
- Online GIS
- Marketing effectiveness
- Membership drives
- Internet ambassadors
- Social media challenges
- Weaknesses of mobile apps
- Online advertising
- Freemium as a business model for chambers of commerce
Ecommerce UK Making Christmas Count eventPracticology
Slides from presenters at the Ecommerce UK LinkedIn Group's Making Christmas Count event:
- Martin Newman, Practicology
- John Bovill, Monsoon Accessorize
- Mo Syed, Amplience
- Nadine Sharara, Thomas Pink
- Kristian Bromley, Firebox
- Kerry Okikiade, Firebox
- Kana Butkovic, The Swiss Digital
- Neil Sansom, Moss Bros
- Myles Dawson, Adyen
SMART Sales System - Module 8: VoicemailSalesScripter
The document provides an overview of modules in a sales training program, with a focus on Module 8 about voicemail strategy. It discusses why prospects do not often call salespeople back after voicemails, and when salespeople should leave voicemails versus not leaving them. It also covers focusing on the right goals when leaving voicemails, tips for crafting voicemail messages, and examples of effective voicemail scripts that incorporate value points, pain points, naming prospects, and product details. Follow-up is discussed through sending a voicemail transcript email.
SMART Sales System - Module 11: GatekeepersSalesScripter
The document provides information on dealing with gatekeepers when making sales calls. It discusses understanding the gatekeeper's role of keeping salespeople out, and provides tips for getting past them. These include not sounding like a salesperson, trying to enlist their help, and treating the gatekeeper like a prospect by asking questions to understand their needs and concerns. It also covers common gatekeeper objections and responses, as well as the different types of gatekeepers. The key is to not take objections personally and understand the gatekeeper's difficult job.
Salesforce vs zoho vs infusionsoft vs convergehubConvergeHub
The document compares the features of various CRM software products across categories like ease of use, sales force automation, data management, productivity, workflow, marketing automation, and target management. It lists whether each feature is available in the basic or premium versions of the different softwares using Yes, No, Add-On responses. There are over 50 products and 200 features compared in a large table spanning multiple pages.
Automatic Sales Lead Generation MachineCraig Klein
This document outlines sales and buying processes and how to generate qualified leads at lower costs. The sales process involves finding, connecting with, and qualifying leads before proposing, negotiating, and closing deals. The buying process involves awareness, engagement, and action stages where customers may not be actively looking. It then discusses lead generation options like outsourcing to websites or appointment setters that can provide "pre-qualified" leads for $150-800 each. The document proposes a sales ready lead starter kit involving automated emails and calls to pre-qualified leads to obtain warmer calls with higher qualification rates at a lower cost than traditional lead generation methods. It provides steps and pricing for using SalesScripter, SalesNexus, and LeadFer
The document discusses getting qualified leads into your sales funnel to increase conversion rates and sales productivity. It emphasizes that unqualified leads clog up the funnel and waste time. The key is to generate qualified leads through referrals from ideal clients who are a good fit. Having the right people in the funnel results in a faster moving funnel with higher velocity. The document provides tips for identifying ideal clients and criteria to qualify leads in order to focus on generating referrals from collaborative clients who value your work.
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
SMART Sales System - Module 7: Cold EmailingSalesScripter
This document provides guidance on cold emailing for sales purposes. It discusses dos and don'ts for building email messages, including using brevity, focusing on the prospect's needs and pain points rather than selling the product, and avoiding salesy language. It recommends a multi-touch email approach with different messages over time focusing on value, pain, name drops, questions, and the product. It also discusses tracking opens and clicks, scheduling emails, getting email addresses, and following up respectfully if no response is received.
Get inside your Buyers Head - Improve Funnel Conversion RatesDavid Skok
SaaStock 2018 Dublin.
Everyone wants more sales. In this presentation, David Skok unlocks the secrets to how he has been able to work with company after company and help them discover breakthroughs that drastically improve their conversion rates. The secret behind it all is become a master at understanding how your buyer thinks as they go through their purchasing journey, and as they experience your marketing and sales.
SaaStr AMA - Building an Outbound Sales Team w/ Brendon Cassidy and Kyle PorterAmy Weicker
Jason Lemkin of SaaStr, Brendon Cassidy, VP Sales at HackerRank, and Kyle Porter, CEO of Salesloft take a deep dive into Sales Development and discuss hiring, metrics, comps, churn, outsourcing and team building.
The First Steps to Successful Account-Based MarketingSangram Vajre
From Dreamforce 2016, Terminus CMO & Co-Founder, Sangram Vajre, presents with Jim Hopkins, Sr. Product Marketing Manager at Salesforce Data.com, on how to get started with account-based marketing by taking the #FlipMyFunnel approach: Identify, Expand, Engage, Accelerate, then Measure.
Building a High Quality WordPress Agency in South Asia - Rahul Bansal - WordC...rtCamp
This document discusses building a high quality WordPress agency in South Asia and outlines some of the key challenges and solutions involved, including finding top developers, offering competitive pay and perks to attract talent, securing good clients to build a reputation for high quality work, and leveraging open source software while also addressing potential limitations.
This document summarizes a presentation given at a California newspaper publishers conference on profit-first digital strategies. It recommends that newspapers run their websites like businesses by having one person in charge of digital operations, compensating them based on web profits. This person should think like an entrepreneur and focus on reducing costs while increasing digital revenue through tactics like bundling print and digital advertising, managing online inventory, and educating sales staff and local businesses on digital opportunities.
In this presentation from SaaSFest 2017, Guillame Cabane from Drift discusses the importance of leveraging automation and personalization to increase sales velocity.
Mark Roberge is a Senior Lecturer with Harvard Business School, former CRO of Hubspot and author of bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.
J. meil 2015 economic outlook for truckingAaron Heine
The document provides an overview and outlook of the economics, transportation, and commercial vehicle markets. It summarizes key indicators showing slow but steady economic growth is expected to continue for the next 3-5 years. Transportation and freight growth is satisfactory in 2014 and expected to improve in 2015. Commercial vehicle production and sales remain high and stable historically. While the driver shortage is the top operational challenge for carriers, the document argues it is a sign of prosperity rather than an obstacle to profits, as carriers can take actions to improve driver retention.
K. calhoun growing your own techniciansAaron Heine
This document discusses strategies for addressing the shortage of skilled technicians, including growing one's own technicians through an apprentice program. It outlines how the author's company crafted a curriculum combining classroom and hands-on training. It also details how they branded their apprentice graduates as a "High Gear Performance Team" to attract candidates and promote retention, developing career paths, recognition programs, and succession planning to keep skilled workers.
Marie Leapley from Celadon discussed their customer scoring system called OE2 which analyzes factors like origin and destination capacity, operating ratio, and modes of transit to determine which customers provide the most profitable freight for their network. The scoring system has led to improved results including a 6% increase in year-over-year rates, a 2% decrease in operating ratio, a 60% decrease in layovers, and over 5.6 million fewer weekly miles. Leapley outlined ongoing enhancements to the system such as pre-scoring electronic data interchange tenders and improved connectivity between scoring programs.
A. sandberg whats ahead on regulatory frontAaron Heine
This document outlines FMCSA's regulatory timeline and priorities for 2014-2015. Key items include finalizing rules on electronic logging devices and supporting documents by September 2015, increasing insurance minimums, and prohibiting coercion in the supply chain. The agency is also studying issues like hours of service rules and hearing impaired drivers. CSA safety measurement system remains under scrutiny, and its future use is uncertain as FMCSA focuses on other compliance review methods instead of public carrier ratings.
Point counterpoint heller ccj spring 2015Aaron Heine
This document summarizes discussions from a transportation conference on several key regulatory issues facing the trucking industry. The top issues included hours of service rules, the driver shortage, the CSA program, and electronic logging devices. There was discussion on proposed changes to entry-level driver training, the safety fitness determination program, using hair testing for drug screening, and establishing a drug and alcohol clearinghouse database. Concerns were also raised about the reliability of CSA scoring and the need to level the playing field with a final ELD rule and limit truck speeds.
J. elliott connecting with today's driversAaron Heine
Load One LLC is an expedited carrier founded in 2003 based in Detroit, Michigan that has experienced 22% annual growth. Most drivers today carry smartphones, tablets, or laptops, so Load One uses technology to connect with drivers for recruiting, retention, training, and marketing. They recruit through their website, blogs, and social media and train drivers through online safety videos and tests to reduce costs and increase customization. Load One also uses a driver portal and in-cab technology to improve the driver experience and engage drivers.
Steve Keppler - Minimizing Roadside InspectionsAaron Heine
The document summarizes the Commercial Vehicle Safety Alliance (CVSA), a nonprofit organization comprised of motor carrier safety enforcement agencies in North America. The CVSA works to promote uniformity in commercial motor vehicle inspections and regulations through committees and programs. Roadside inspections are a core CVSA activity, with over 4 million conducted annually across North America. Inspections focus on critical vehicle and driver issues to improve safety and compliance.
Durring this session at MarTech West 2019, Mediacurrent's Director of Marketing Adam Kirby shares his approach to transitioning a 2K person SaaS organization from almost no KPIs to a multi-touch attribution model supported by sales, marketing, and the technology departments. You'll learn from his mistakes and walk away with a clear set of next steps to guide your organization to marketing attribution.
The 1st Annual Leader Summit agenda focused on digital leadership topics. Speakers included Kevin Findlay who discussed busting technology myths, Liza Horan who presented a framework for creating a culture that supports innovation, and Chris Rivinus who emphasized that organizational culture has a strong influence on strategies and outcomes.
Salesforce vs zoho vs infusionsoft vs convergehubConvergeHub
The document compares the features of various CRM software products across categories like ease of use, sales force automation, data management, productivity, workflow, marketing automation, and target management. It lists whether each feature is available in the basic or premium versions of the different softwares using Yes, No, Add-On responses. There are over 50 products and 200 features compared in a large table spanning multiple pages.
Automatic Sales Lead Generation MachineCraig Klein
This document outlines sales and buying processes and how to generate qualified leads at lower costs. The sales process involves finding, connecting with, and qualifying leads before proposing, negotiating, and closing deals. The buying process involves awareness, engagement, and action stages where customers may not be actively looking. It then discusses lead generation options like outsourcing to websites or appointment setters that can provide "pre-qualified" leads for $150-800 each. The document proposes a sales ready lead starter kit involving automated emails and calls to pre-qualified leads to obtain warmer calls with higher qualification rates at a lower cost than traditional lead generation methods. It provides steps and pricing for using SalesScripter, SalesNexus, and LeadFer
The document discusses getting qualified leads into your sales funnel to increase conversion rates and sales productivity. It emphasizes that unqualified leads clog up the funnel and waste time. The key is to generate qualified leads through referrals from ideal clients who are a good fit. Having the right people in the funnel results in a faster moving funnel with higher velocity. The document provides tips for identifying ideal clients and criteria to qualify leads in order to focus on generating referrals from collaborative clients who value your work.
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
SMART Sales System - Module 7: Cold EmailingSalesScripter
This document provides guidance on cold emailing for sales purposes. It discusses dos and don'ts for building email messages, including using brevity, focusing on the prospect's needs and pain points rather than selling the product, and avoiding salesy language. It recommends a multi-touch email approach with different messages over time focusing on value, pain, name drops, questions, and the product. It also discusses tracking opens and clicks, scheduling emails, getting email addresses, and following up respectfully if no response is received.
Get inside your Buyers Head - Improve Funnel Conversion RatesDavid Skok
SaaStock 2018 Dublin.
Everyone wants more sales. In this presentation, David Skok unlocks the secrets to how he has been able to work with company after company and help them discover breakthroughs that drastically improve their conversion rates. The secret behind it all is become a master at understanding how your buyer thinks as they go through their purchasing journey, and as they experience your marketing and sales.
SaaStr AMA - Building an Outbound Sales Team w/ Brendon Cassidy and Kyle PorterAmy Weicker
Jason Lemkin of SaaStr, Brendon Cassidy, VP Sales at HackerRank, and Kyle Porter, CEO of Salesloft take a deep dive into Sales Development and discuss hiring, metrics, comps, churn, outsourcing and team building.
The First Steps to Successful Account-Based MarketingSangram Vajre
From Dreamforce 2016, Terminus CMO & Co-Founder, Sangram Vajre, presents with Jim Hopkins, Sr. Product Marketing Manager at Salesforce Data.com, on how to get started with account-based marketing by taking the #FlipMyFunnel approach: Identify, Expand, Engage, Accelerate, then Measure.
Building a High Quality WordPress Agency in South Asia - Rahul Bansal - WordC...rtCamp
This document discusses building a high quality WordPress agency in South Asia and outlines some of the key challenges and solutions involved, including finding top developers, offering competitive pay and perks to attract talent, securing good clients to build a reputation for high quality work, and leveraging open source software while also addressing potential limitations.
This document summarizes a presentation given at a California newspaper publishers conference on profit-first digital strategies. It recommends that newspapers run their websites like businesses by having one person in charge of digital operations, compensating them based on web profits. This person should think like an entrepreneur and focus on reducing costs while increasing digital revenue through tactics like bundling print and digital advertising, managing online inventory, and educating sales staff and local businesses on digital opportunities.
In this presentation from SaaSFest 2017, Guillame Cabane from Drift discusses the importance of leveraging automation and personalization to increase sales velocity.
Mark Roberge is a Senior Lecturer with Harvard Business School, former CRO of Hubspot and author of bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.
J. meil 2015 economic outlook for truckingAaron Heine
The document provides an overview and outlook of the economics, transportation, and commercial vehicle markets. It summarizes key indicators showing slow but steady economic growth is expected to continue for the next 3-5 years. Transportation and freight growth is satisfactory in 2014 and expected to improve in 2015. Commercial vehicle production and sales remain high and stable historically. While the driver shortage is the top operational challenge for carriers, the document argues it is a sign of prosperity rather than an obstacle to profits, as carriers can take actions to improve driver retention.
K. calhoun growing your own techniciansAaron Heine
This document discusses strategies for addressing the shortage of skilled technicians, including growing one's own technicians through an apprentice program. It outlines how the author's company crafted a curriculum combining classroom and hands-on training. It also details how they branded their apprentice graduates as a "High Gear Performance Team" to attract candidates and promote retention, developing career paths, recognition programs, and succession planning to keep skilled workers.
Marie Leapley from Celadon discussed their customer scoring system called OE2 which analyzes factors like origin and destination capacity, operating ratio, and modes of transit to determine which customers provide the most profitable freight for their network. The scoring system has led to improved results including a 6% increase in year-over-year rates, a 2% decrease in operating ratio, a 60% decrease in layovers, and over 5.6 million fewer weekly miles. Leapley outlined ongoing enhancements to the system such as pre-scoring electronic data interchange tenders and improved connectivity between scoring programs.
A. sandberg whats ahead on regulatory frontAaron Heine
This document outlines FMCSA's regulatory timeline and priorities for 2014-2015. Key items include finalizing rules on electronic logging devices and supporting documents by September 2015, increasing insurance minimums, and prohibiting coercion in the supply chain. The agency is also studying issues like hours of service rules and hearing impaired drivers. CSA safety measurement system remains under scrutiny, and its future use is uncertain as FMCSA focuses on other compliance review methods instead of public carrier ratings.
Point counterpoint heller ccj spring 2015Aaron Heine
This document summarizes discussions from a transportation conference on several key regulatory issues facing the trucking industry. The top issues included hours of service rules, the driver shortage, the CSA program, and electronic logging devices. There was discussion on proposed changes to entry-level driver training, the safety fitness determination program, using hair testing for drug screening, and establishing a drug and alcohol clearinghouse database. Concerns were also raised about the reliability of CSA scoring and the need to level the playing field with a final ELD rule and limit truck speeds.
J. elliott connecting with today's driversAaron Heine
Load One LLC is an expedited carrier founded in 2003 based in Detroit, Michigan that has experienced 22% annual growth. Most drivers today carry smartphones, tablets, or laptops, so Load One uses technology to connect with drivers for recruiting, retention, training, and marketing. They recruit through their website, blogs, and social media and train drivers through online safety videos and tests to reduce costs and increase customization. Load One also uses a driver portal and in-cab technology to improve the driver experience and engage drivers.
Steve Keppler - Minimizing Roadside InspectionsAaron Heine
The document summarizes the Commercial Vehicle Safety Alliance (CVSA), a nonprofit organization comprised of motor carrier safety enforcement agencies in North America. The CVSA works to promote uniformity in commercial motor vehicle inspections and regulations through committees and programs. Roadside inspections are a core CVSA activity, with over 4 million conducted annually across North America. Inspections focus on critical vehicle and driver issues to improve safety and compliance.
Durring this session at MarTech West 2019, Mediacurrent's Director of Marketing Adam Kirby shares his approach to transitioning a 2K person SaaS organization from almost no KPIs to a multi-touch attribution model supported by sales, marketing, and the technology departments. You'll learn from his mistakes and walk away with a clear set of next steps to guide your organization to marketing attribution.
The 1st Annual Leader Summit agenda focused on digital leadership topics. Speakers included Kevin Findlay who discussed busting technology myths, Liza Horan who presented a framework for creating a culture that supports innovation, and Chris Rivinus who emphasized that organizational culture has a strong influence on strategies and outcomes.
OppSource Tele-Qualification Best PracticesRon Corbisier
This document discusses the role of inside sales and business development representatives (BDRs) in developing qualified sales-ready leads. It notes that 70% of sales leads are disqualified and that marketing often generates many leads but pipelines are not growing. Inside sales can do the unclaimed work of engaging leads, having early conversations to qualify them, and delivering qualified sales-accepted leads using best practices like triage, account optimization, follow-up, and continuous improvement. This managed process is presented as a better way to build pipelines than relying on individual "superstar" sales reps or leaving lead qualification to chance.
Raja Saha is an experienced program management professional with over 20 years of IT experience, including 15 years in project management and 10 years as a leader in program management. He has led various programs across multiple industries, including oil and gas, logistics, consulting, banking, aviation, manufacturing, and government. He specializes in implementing corporate finance systems involving multi-country, multi-company requirements while ensuring localized compliance and central governance. Raja Saha is seeking new opportunities where he can utilize his expertise in developing financial IT systems to improve business processes and drive productivity, efficiency, quality, and results.
Developing Relationship with Channel Partners Rebecca Sanders
Strategic channel partnerships provide scale to an organizations sales efforts. Developing these partnerships is both an art and a science and requires on-going planning, measurements and alignment to adjust to market dynamics. The Association of Strategic Alliance Professionals, "ASAP" invited me to speak at the Silicon Valley Chapter meeting on channel partner development. I hope you enjoy the presentation. Rebecca Sanders
Only around half of businesses have a disaster recovery plan, and even fewer test their plans regularly. Downtime from events like cyberattacks, power outages, and employee errors cost small businesses a median of $3,000 per day and medium businesses $23,000 daily on average. Over half of customers will switch to new suppliers if their original providers shut down due to disasters. Therefore, businesses are encouraged to proactively understand their critical systems, protect data through backups and security measures, and regularly review and test their disaster recovery plans.
In this presentation you will discover how the PMO is vital to delivering real business results to companies that are seeking to maximized return on their investments and accelerate performance.
A Career in Project Management | APM London Branch Event | WellingtoneWellingtone
Vince Hines is the Managing Director of Wellingtone Project Management, a consulting firm that provides Microsoft Project Online, SharePoint, PM methodology, PMO, and training services. The document discusses career paths in project management, including starting as subject matter experts and developing PM skills, then advancing to roles like Project Coordinator, Project Manager, and higher levels of leadership. It also provides tips for developing one's career through education, experience on different types of projects, and using platforms like LinkedIn and professional associations to further one's career and networking. Charts from an APM salary study show average salaries by region, age, job title in the UK, and expectations for future growth in project management roles.
This document discusses optimizing marketing for niche business-to-business (b2b) clients compared to broad business-to-consumer (b2c) clients. It notes that b2b and b2c optimization differ because b2b deals have longer sales cycles, higher transaction values that vary greatly, and a smaller percentage of visitors are convertible leads. The document recommends optimizing for pipeline value (PVO) rather than conversion rate (CRO) for b2b. It provides examples of successful b2b landing page optimizations and emphasizes the importance of input from sales on lead quality for measurement.
Selling Marketing Automation to the C-SuiteMarketo
A marketing automation platform can be instrumental in helping you achieve business goals, work more efficiently, and increase the return on your marketing campaigns. But how do you make the case for marketing automation to your executive team?
Check out this presentation to discover how to create a strategy for getting your C-suite on board with marketing automation.
20150929 Playbook Transformational IT Run IT as a BusinessPaul Hoekstra
Presentation from the first Run IT as a Business Meetup
Your CIO decides to build a transformational IT organization. Now what?
This playbook explains how to understand the corporate needs, set expectations, balance your budget, look critically at your team, and set the execution plan to achieve objectives.
This document discusses tips and best practices for Salesforce CPQ implementations. It introduces the speakers and their experience with CPQ. Key considerations after going live with CPQ include user adoption, feedback, ownership and addressing missed requirements or incorrect calculations. Debugging CPQ issues can be challenging due to the complex rules engines, metadata-driven behavior, large number of artifacts and finding root causes. Adopting a solution like Panaya ForeSight can help simplify making changes to CPQ and reduce time spent fixing issues.
5 ways to convert your website visitors into customers presentation may 2020Xpand
In the current economic climate, you need to make the best possible use of digital marketing to ensure business continuity and, more importantly, profitability.
Your website is central to your digital marketing efforts. If you feel you could get more enquiries from your website, this webinar will provide you with valuable insight into suitable actions to take.
In this FREE session, we covered:
- What you need to consider when placing calls to action (CTAs) on each page of your website and how to get the best out of them. Sometimes it can be as simple as changing one word!
- Following ‘The Xpand Funnel’ to capture website visitor data
- Building credibility through testimonials and reviews, but not just any testimonials and reviews.
- The importance of concise, high-quality content that leads your website user to different pages on your website. Your goal should be to capture as much of their time as possible.
- Creating a landing page dedicated to your LinkedIn connections.
Join us this Thursday (register at http://clearedjobs.net/cleared-jobfairs) at the DoubleTree BWI to meet with cleared facilities employers, attend career seminars and have your resume professionally reviewed. The Job Seeker Handbook contains a listing of all employers and the cleared jobs they will be seeking to fill at the Cleared Job Fair. An active or current security clearance is required to attend.
You've heard about how SAFe is the de facto standard in scaling agile across enterprises around the world. But what's in it for you? How do you become a SAFe Program Consultant (SPC) and a leader and practitioner in the SAFe revolution? Listen in as we explore how the SPC certification can turbo-charge your career to new levels and open new opportunities for you! We'll talk about the process of becoming an SPC and how you can create value to your enterprise and various industries.
HR Process Powerpoint Presentation SlidesSlideTeam
Elucidate the core human resources operations with the help of our professionally crafted HR Process PowerPoint Presentation Slides. Knowing the organization orients operations with objectives, and our HR planning PPT theme helps you demonstrate company background concisely. This employee management PowerPoint template encompasses all the major elements of the human resources department. This recruitment process PPT presentation benefits the HR personnel to illustrate current workforce information and individual employee profile. Our recruitment process PowerPoint theme helps you portray the current vacancies, the hiring process, and sources through stirring visualization tools. Users can conveniently showcase the recruitment budget and recruitment operations through staff management PPT deck’s neat tabular format. Present office rules, and employment benefits as a part of an effective employee onboarding plan using this manpower management PowerPoint template. Use the performance metrics given in this workforce management or create your own and explain performance evaluation criteria and improvement plan. https://bit.ly/3kFgH2Y
HR Process PowerPoint Presentation SlidesSlideTeam
It has PPT slides covering wide range of topics showcasing all the core areas of your business needs. This complete deck focuses on HR Process PowerPoint Presentation Slides and consists of professionally designed templates with suitable graphics and appropriate content. This deck has total of seventy three slides. Our designers have created customizable templates for your convenience. You can make the required changes in the templates like colour, text and font size. Other than this, content can be added or deleted from the slide as per the requirement. Get access to this professionally designed complete deck PPT presentation by clicking the download button below. https://bit.ly/2YKUk2D
How to future-proof your SEO Strategy for SMEs - Anthony Barone.pdfStudioHawk
Learn about what an Small and Medium Size business is, what they always want from an SEO perspective, what may be stopping them from achieving their SEO goals, what on-page SEO strategies can be done to improve them and how to future proof to ensure those tasks get done.
This document discusses how web-to-print technology can help printing businesses increase sales by bridging the gap between online content and print production. It outlines common objections to web-to-print and provides tips on how to sell the benefits of the solution, such as centralized control, automated approvals, and customer convenience. The document advertises a free business strategy session and weekly print mastermind group call to help businesses implement web-to-print.
The document summarizes Donald Broughton's presentation at the CCJ Spring Symposium on May 20, 2015. Some of the key points discussed include:
- Fracking has led to plentiful and low-priced oil and natural gas supplies that can potentially last a long time.
- Trucking volumes have been growing but are showing signs of decelerating, especially for long-haul freight. Intermodal volumes have also decelerated due to cheaper diesel and economic factors.
- Railroads face issues like falling volumes of coal and exports due to cheaper natural gas and a strong dollar. Intermodal cargo is shifting back to trucks as diesel prices drop.
- Broughton predicts the driver
This document provides voluntary guidelines for good business relations between shippers, receivers, carriers, and drivers in the transportation industry. It outlines responsibilities and practices that each group should follow to expedite cargo movement safely and efficiently. Shippers and receivers are responsible for timely loading and unloading of freight, while carriers and drivers must meet service commitments and treat personnel with courtesy. All parties should strive for honest, fair, and open communication.
Point counterpoint van steenburg ccj spring 2015Aaron Heine
The document provides an overview of FMCSA's regulatory update and safety initiatives presented by Jack Van Steenburg at a commercial carrier symposium. It discusses (1) FMCSA's mission of prioritizing safety and preventing crashes involving commercial vehicles, (2) data showing that while commercial vehicles represent a small percentage of vehicles, they are involved in a large percentage of crashes and fatalities, and (3) FMCSA's CSA program and its safety benefits in identifying high-risk carriers for intervention and reducing roadside violations.
The document discusses advanced safety technologies being adopted by transportation companies. It provides timelines of technologies adopted from 2007-2015 and describes features of collision avoidance systems, electronic onboard recorders, video event recording, and other technologies. Speakers at a panel discussion on adopting advanced safety technologies include representatives from Saia LTL Freight, Cargo Transporters, and PITT OHIO who discuss their companies' implementations of technologies like side collision avoidance, lane guidance, electronic logs, and in-cab cameras.
Dave Williams, Vice President of Knight Transportation, discusses factors that fleets consider when buying trucks and how government regulations have impacted their decision making. Operating costs such as fuel and downtime are now more substantial factors compared to historically only considering acquisition price and residual value. Both federal and state regulations around emissions, fuel economy, and hours of service have influenced the calculation of total cost of ownership that fleets use which considers acquisition price, operating costs, and residual value. Williams also outlines upcoming trends in trucking technology and features as well as trends that are declining.
Rich Glasmann discusses how real-time data from trucks can transform the trucking industry. Data is collected from various sources on the truck including the engine, transmission, sensors, and telematics. This data provides valuable insights and allows for informed decisions, real-time actions, and more efficient use of fleet resources. New technologies are emerging such as data analytics, prognostics, over-the-air programming, vehicle-to-vehicle communication, and autonomous driving with the goal of improving safety, efficiency, and collaboration across the industry.
The document discusses Paul Menig's career leading technology development teams in various industries including medical equipment, aerospace, industrial automation, and trucking. It notes that he currently leads Future Truck efforts at Tech-I-M and is involved in activities regarding future fuel economy regulations and truck partnerships.
The next section discusses various technologies being used or considered for use in trucking, including driving simulators, onboard cameras, handheld devices, fleet management systems, collision mitigation radar, and automated transmissions.
The final section introduces Gerard DeVito, who assumed responsibility for Eaton's global heavy duty automated transmission development. It notes his 28 years of experience at Eaton in various engineering, planning, strategy, and
The document discusses trends in the global medium and heavy-duty truck market through 2022. It forecasts that global truck sales will reach approximately 4.6 million units by 2022, driven by growth in emerging markets. Natural gas and alternative fuel trucks are expected to see strong increases, while advanced diesel technologies will continue to improve efficiency and emissions. The use of telematics and predictive maintenance solutions will also expand significantly.
Regulations and costs are changing equipment lifecycles and the used truck market. Stricter emissions standards pre-2010 increased costs and decreased reliability and fuel economy, while post-2010 improvements have led to better fuel economy and improving reliability of emissions technologies. For OEMs, aligning fuel economy goals with emissions regulations creates incentives for fuel efficiency. Fleets now prioritize total cost of ownership, with operating costs and fuel economy as top factors in purchase decisions. The used market also reflects these changes, as resale value is less important and better fuel economy enables shorter trade cycles.
The document discusses real-time data from trucks and how it can be used. It describes various data sources from vehicle components and sensors. This data provides information to help fleet managers and drivers make informed, real-time decisions to improve efficiency and productivity. While privacy was initially a concern, new laws and standards have addressed this. Telematics services now use data for applications like navigation, hours of service tracking, and performance monitoring. Future opportunities include data analytics, prognostics, over-the-air programming, and vehicle-to-vehicle or vehicle-to-infrastructure communication to enable autonomous driving through collaboration between vehicle manufacturers, suppliers, and telematics providers.
Wabash National Corporation is a $1.6 billion manufacturer of truck trailers and related transportation equipment with 5,700 employees across 12 manufacturing locations. The document discusses Wabash's evolution of trailer designs from the 1930s to today to improve efficiency through lighter weight materials and aerodynamic designs. It also outlines fleet buyers' criteria of optimizing weight, fuel economy, life of equipment, and regulatory compliance and safety. The document provides examples of lightweight and technology options that can reduce trailer weight and improve fuel efficiency.
The document discusses the impacts of new vehicle technology, noting that it can help reduce pollution when properly used and maintained, but can cause issues like decreased fuel economy and downtime if not properly handled. It emphasizes the need to educate drivers, dispatchers, and technicians on monitoring vehicle systems and not ignoring issues. Charts show average vehicle age has risen nearly a year over the last decade, while mileage patterns and residual values have remained consistent with previous technology. Each new generation of EPA compliant engines has improved but also increased maintenance costs and downtime due to greater complexity challenging drivers and technicians.
This document provides an analysis of macroeconomic and transportation industry trends by Donald Broughton, Senior Transportation Analyst at Avondale Partners. It includes charts and commentary on topics like inflation, interest rates, tonnage growth across transportation modes, capacity constraints in trucking and rail, and the relationship between freight demand, pricing, and trucking company failures. The overall message is that while macroeconomic indicators appear weak, transportation data tells a different story of recovery and tightening capacity that supports continued improvement in freight rates.
The document discusses trends in the freight transportation industry and what they may indicate about the economy. It finds that demand is increasing across truck, rail, and air freight while capacity is tightening. This is driving increased pricing power across all modes of freight. The document also notes that fracking is contributing to increased oil and gas production and rail and trucking companies are increasing capital expenditures to expand capacity.
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Equipment Breakout: Who’s really
running your maintenance
department?
Darry Stuart, President, DWS Fleet Management
www.darrystuart.com
dws@darrystuart.com
508-384-9021
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Limited Time Executive Services
• Established 1998
• Fleet Management Services
– Various vocations
• Maintenance Management Employee Transition
• Dealer Advisement Services
• Manufacturer Support Services
• Litigation Support Services
• Management Coaching & Advisement
• Training Presentations & Industry Guidance
• More than consulting, staff extension
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Available Education
• Pres & CEO
• COO or VP of Ops
• CFO or VP of Finance
• CSO or VP of Sales
• CIO or VP of Info
• EVP of Something
• SVP of Something
• VP Human Resources
• VP Strategic Sourcing
• VP Transportation
• VP of Maintenance
• Director Of Maintenance
• Business Mgt/Finance
• Business Mgt
• Business Mgt/Finance
• Business Mgt/Marketing
• Computer Science/Finance
• Business Mgt
• Business Mgt
• Business Mgt/Psychology
• Business Mgt/Accounting
• Business/Transportation
• OJT None Available
• Internal Growth
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Expertise Requirements
DIRECT SUPPORT OF DAY TO DAY FUNCTIONS OF THE BUSINESS
There are many duties
and responsibilities that
each position has to do
on a day to day function
but most are subject to a
small circle of necessity in
their world of support.
Without trucks rolling
there is no business.
Budgeting
HR
Sales&SupportCustomerServiceTiresandRoadcallMaintenanceControlMgt
Asset&VehiclesManagement
RefrigerationMontering&Control
DOTRegulationsKnolwedge
StatesRegulationsEnvironmentEmissionManagement
ControlsSpending$$$
FuelManagementDaytoDayprocesses
AccidentrepairManagement
Available
Formal
Education
Pres / CEO Y Y Y Y N N N N N N N N Y Y N N Yes
CFO / VP Finance Y Y Y N N N N N N N N N N Y N N Yes
COO / VP Operations Y Y Y Y N N N N N N N N Y Y Y Y Yes
CIO Y Y Y N N N N N N N N N N N N N Yes
CSO / VP Sales Y Y Y Y N N N N N N N N N N N N Yes
VP Marketing Y Y Y N N N N N N N N N N N N N Yes
VP Human Resources Y Y Y N N N N N N N N N N N N N Yes
VP Maintenance Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y Y No
Director of Maintenance Y Y N Y Y Y Y Y Y Y Y Y Y Y Y Y No
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Potential Compensation
• Pres & CEO
• COO or VP of Ops
• CFO or VP of Finance
• CSO or VP of Sales
• CIO or VP of Info
• EVP of Something
• SVP of Something
• VP Human Resources
• VP Strategic Sourcing
• VP Transportation
• VP of Maintenance
• Director of Maintenance
• $XXX++
• $XX+
• $XYZ+
• $250+
• $200+
• $200+
• $190+
• $185+
• $145+
• $175+
• $110
• $75+
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Career Growth
Trucking Industry
Director or VP
Regional Manager
Shop Manager
Foreman
Shop Foreman
Leadman on Shifts
Technician
Mechanic
Educational Training
$95000+
$78000
$65000
$60000
$55000
$48000
$45000
$42000
-$20000 per Year
15-Year Plan
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Why a Short Shelf Life
• Frustrated with Senior
Management
– Lack of solid direction, wishy washy
• Fights over budgets
• Fights over head count
• Personality Conflicts
• Lack of Appreciation
• Lack of Personal Performance
• Other Perceived Opportunities,
Head Hunters. Internet
• Compensation package,
unachievable manipulated goals
• Committee leadership
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Why a Short Shelf Life
• Finance Dept unrealistic
controls & expectations
• Excessive busy work
reporting
• ROI, ROI, ROI or Rounds
of Insanity
• Constant challenging
questions beanies
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Why They Quit
• Meddling by fellow management,
maintenance is easy
• HR involvement and over controlling
handcuffs
• Forced cuts in staff levels
• Supplying techs to drive trucks
• Look down upon, lack of respect, still a
“Grease Monkey”
• Unable to meet expectations
• Unachievable operating goals
• Decentralization of controls
• Lost the magic wand.
• Not allowed to do the job
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Structural Roadblocks
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Why They Give Up
• Frequent changing of
direction
• Paddling up stream,
fighting the tides
• To much work, Peter
principle
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Why They Stay
• Lost the fire
• Passion is gone
• Sercombe to the battle
• Winning is no longer important
• Vacation time & paychecks
• Easy than the alternative
• Laying low, wait to get asked to leave
• Grown Weak and lazy
• Scared of the alternative
• Unclear on what to do?
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Why They Stay +
• The constant challenges
• Loyalty to the company, the man
• Great leadership and fellow team
members.
• Part of the processes.
• Involved in all related areas.
• Respected & treated as the leader.
• Required input from above.
• Compensated well for the
responsibility and results.
• Just plain feels appreciated,
respected and involved
• Unchallenged for menarche
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Why VPs Get Fired
• Did not make it happen
• Could not sell their program
• Continues to interview for the job
• Over sold upon hiring
• Under estimated loyalty
• Spoke loosely feeding the pipeline
• Fleet grows, employee does not
• Over analyses with no action
• Chemistry
• Moved to fast or not at all
• Did not look in closets for skeletons
• Unethical practices
• Insults and changed vendors to fast
• Missed the obvious signs
• Too many emails, too many charts, too many insults
• Just not a cultural fit
• Believed not replaceable, arrogant, sarcastic, dictator
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New Maintenance Management
Candidates for Fleets
• In Coming Candidates from
– Dealership
– Long term Leasing
– Tire Business
– Car Dealership
– X Military
– X Government
– Son in Law
– Son
– Mechanic/Tech/Forman
– Regional Manager
– Grad/ Business/Finance
• Will Survive in a fleet?
– No
– No, short term, possible
– No
– No
– Possible
– No
– No
– Not likely
– With Coaching
– With Coaching
– Possible with Coaching
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Why New Guys Fail Early
• Moves too Fast
• Constant bragging of previous jobs
• Does not build a team
• Hides in the office, data, data, data
• Too many meetings, continues to interview
• Moves nowhere too fast
• Does not coach or adapt to the current team
• Change team members to quickly
• Oversell potential opportunities
• Does not understand current culture
• Tries to over sophisticate to quickly
• Misses and forgets the basics
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Maintenance Leaders Value
in the world of vehicles and equipment
• In most annual reports there are many Executives listed but no
Executives in the Maintenance area.
• In most web pages there are many executives like as who we
are, but no maintenance executives
• In most company’s propaganda there are numerous VP’s and
Directors but nothing about Vehicle maintenance leaders.
• What am I missing, perceived value?
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Why Technicians,
have short shelf lives?
Why They Leave
Why They Stay
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Technician Shortage?
• Do We have a shortage?
• Do we have a lack of training?
• Lack of compensation?
• Lack of compensation progression?
• Lack of management?
• Generation gap???? XYZ
• “I do not believe we have a shortage of technicians, only a
lack of investment in developing and pay progression to
retain them.”
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Why Job Hopping
Career Progression
• Interpretations
• Disadvantages
– New environments
• Advantages
– Increased pay
– Education accelerations
– Career movement
– Quicker experiences
– Life adaptations
• 2-3 year plan
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Automotive
Industries, BMW Type Dealerships
Happy Technician
Technician
Technician
Technician
Technician
Technician
Technician
Mechanic
Educational Training
$95000+
$85000
$80000
$70000
$65000
$60000
$50000
$38000
-$20000 per Year
8-Year Plan
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Why they leave…
Management
Or the Lack thereof.
• Leadership styles.
• Directional guidance.
• Structure? Chain of command?
• Sarcastic styles of communication?
• Communication, for them not you?
• Discipline, firm and fair? verbal or paper?
• Shop meetings? With pizza, a barrier breakdown.
• Recognition? Publicly and professionally.
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Management Allows…
“Will Fit” Parts
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Management Allows Organization
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Why they leave…
Owners/Bosses
• Fancy Cars
– Porsche Boxter, red 2-seater convertible
• Golf Outings
– Coming to work with golf attire and clubs
• Vacations, trips and travel
– Many flaunt
• Personal schedules
– leaving early on Friday’s, long holidays
• Non-Essential Activities
– washing wife's car
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Why they leave…
Facilities
• Heat, or the lack of
• Lighting, lack of or not repaired
• Floor, with holes, cracks, dirty or slippery
• Garage doors, broke, damaged, unsealed
• Shop clutter, no working space
• Vises , not enough, jaws missing or to small
• Bench grinders, worn stones or wire wheels
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Why they leave…
Shop Design
• No place to store tool boxes.
• No space between bays.
• No space for transmission jacks, and
other floor tools, etc.
• Length of building.
• Locker rooms, seats, storage,
housekeeping.
• Lunch facilities.
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Why they leave…
Tools and Equipment
• Dirty shop environment.
• Lack of proper tools.
• Worn out tools—
(replacement not in the budget).
• Questionable jackstands, or not
enough.
• Creepers, can never find them.
– Should be supplied by Employee
• Drop Lights, always broken.
– Should be supplied by Employee
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Tool Storage
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Labor and Back-Saving Tools
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• Equipment too old.
• Not learning anything new.
• Dirty equipment?
• Would like to work on new trucks.
• Some want variety.
• I Graduated as a “DIESEL TECHNICIAN / MECHANIC!”
Why they leave…
Vehicles
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Why they leave…
Procedural Changes
• New PM programs.
• Computer data entry.
• Checking fluids, drivers job.
• Signing every document, PM sheets
etc.
• Inventory every month?
• I did post all of the parts.
• Sure, all my labor is on the job.
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Current Computers
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Productive Tools
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Why they leave…
Productivity Pressures
• Accountability
• Repair order documentation.
• PM and repair expectations.
• Always seeking productivity gains.
• Drivers needs and constant complaint styles
(P & Moaning).
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Detail Repair Document
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100% Accountability
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Detailed PM Work Instructions
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Why they stay…
Country Club Atmosphere
Budget Review Meeting
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They leave…
Dirty Parts Cleaning Fluids
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Productivity Tools Needing Repair
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Why they stay…
Changing the Environment
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Why they leave…
Parts and Supplies
• Lack of parts.
• Organization of parts.
• Incorrect parts.
• Not what I ordered.
• Brands they don’t like.
• Posting of parts on RO's.
• Parts when they need them.
• What is the price, what is the part
number?
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Why they leave…
Personal Issues
• Family activities.
• Sports for the kids.
• Shift work, spousal issues.
• Religion
• Personal growth opportunities.
• Investment in tools.
• Tool insurance.
• Air tool repair or replacement policies.
• Trade requirements, shoes, rain gear etc.
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Why they stay…
They Want a Little Training
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Why they leave… AND STAY.
Things They Fight For
• Microwave
– They never clean it.
• Refrigerator
– They never defrost it.
• Showers
– They never use them.
• Hand Soap
– We never buy what they like.
• Scrap Steel and Aluminum
– The Xmas party fund.
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Why they leave…
Duties No One Else Does
• Plow or shovel snow.
• Go to the airport.
• Mow the grass, at the owners summer home
• Pull weeds, at the owner summer home also
• Paint the offices, change light bulbs.
• Put up signs, VP of, Director of, Janitor, Office manager today.
• Put permits on the trucks. Weekends.
• Installs plates the day they expire.
• Clean the toilets.
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Why they leave…
Compensation
• Benefits, health, dental, glasses, disability?
• Hours, shift work.
• Holidays, less than the office staff.
• Weekends.
• Overtime, none, straight time pay only.
• No Overtime, when I need it.
• Uniforms, not enough, old or none.
• “Day Shift”, not a chance to get there.
• Shift pay too small, $.25 2nd $.35 third shift.
• Call in or on call pay, if any.
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Why they think they should leave…
Fears
• Drug screening,(believe that’s private).
• New leadership.
• Company rumor of sale or merger.
• Rumor of benefit changes.
• Rumor of no increases for the year.
• Rumor of terminations or layoffs.
• Personal productivity fears.
• They know rumors always come true.
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Requirements
• Tools Appox $7500.
• CDL License.
• Safety Shoes.
• D.O.T. Physicals.
• Tool Insurance.
• Periodic Training, on his own time.
• Computer Skills.
• Common Sense.
• Mechanical Knowledge, requires a lot.
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Additional Requirements
• Driving Skills, forward and backwards.
• Tire repair skills.
• A/C Certification, Brake Certification.
• Cutting and Welding skills.
• Electrical skills and ABS Knowledge.
• People, internal and external customer skills.
• Accept low wages, increases and lack of trade
acceptance as a professional.
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They Don’t Want Much
• Solid Company.
• Clean, Safe Environment.
• Structure and Security.
• Professional and Active Leadership.
• Appreciation and Recognition.
• Balanced Family and Employment Situation
• Reasonable and Flexible Work Schedules.
• Good Benefits.
• Competitive or slightly above Hourly Pay.
• Stability and Growth.
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Why they stay…
Plus
• A good boss / great owner
• Meaningful work.
• Feed back on performance.
• A HAPPY spouse or friend.
• Appreciation, pat on the back
• And a VOICE.
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Benches and Reels Like This
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Supervision Where They Can Be
Found
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To connect to Wi-Fi use access code CCJSPRING.
Clean Shop, Floors, & Well Lighted
58. Join the conversation. #ccjsymp @CCJnow
To connect to Wi-Fi use access code CCJSPRING.
It’s NOT ALL About
MONEY
It’s about being happy, proud & secure.
with
PAY
PROGRESSION
59. Join the conversation. #ccjsymp @CCJnow
To connect to Wi-Fi use access code CCJSPRING.
“Retention!”
“It’s Not Rocket Science”
Its about leadership, good management & pay progression
Darry W Stuart
DWS Fleet Management Services
21 Lake Street, Suite 2101, Wrentham, MA 02093
508-384-9021
dws@darrystuart.com
www.darrystuart.com
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