Pay For Performance – Getting the Most from Outside Parts Sales Pros 
- A Continuing Series of Articles on Increasing Profits and Cash Flows

Many of the yards that hire me to help them become more profitable want to begin by working on increasing sales. That’s not always the right way to go. Consider that it often takes months and requires the capital to buy more cars and pay for added marketing to give sales a boost. Often, the … Read more Pay For Performance – Getting the Most from Outside Parts Sales Pros 
- A Continuing Series of Articles on Increasing Profits and Cash Flows

Breaking the Inventory Bottleneck with Pay for Performance
 – A Continuing Series of Articles on Increasing Profits and Cash Flows

Increasing sales often takes months and requires the capital to buy more cars and absorb more marketing expenses. Want a quicker path to increased profitability? You can get back to the level of profitability that you once enjoyed by lowering your costs.  The beauty of increasing profits by cutting expenses is that it can be … Read more Breaking the Inventory Bottleneck with Pay for Performance
 – A Continuing Series of Articles on Increasing Profits and Cash Flows

Pay For Performance – Milking the Extended Warranty Cash Cow – 
A Continuing Series of Articles on Increasing Profits and Cash Flows

Some of the auto yard owners who come to me for advice ask for help increasing profits. Many have owned yards for years and are struggling to earn what they did a few years ago. Most of the time, they want me to give them a formula to sell more parts. They think the easy … Read more Pay For Performance – Milking the Extended Warranty Cash Cow – 
A Continuing Series of Articles on Increasing Profits and Cash Flows

Pay For Performance – Could Your Yard Become Twice as Productive Dismantling? A Continuing Series of Articles on Increasing Profits and Cash Flows

Increasing sales often takes months and requires the capital to buy more cars and absorb more marketing expenses. Want a quicker path to increased profitability? In past articles, I have discussed pay for performance for sales people, inventory people, parts pullers and order fulfillers, dismantlers and delivery drivers. You can get back to the level … Read more Pay For Performance – Could Your Yard Become Twice as Productive Dismantling? A Continuing Series of Articles on Increasing Profits and Cash Flows

Pay For Performance – Making Your Delivery Drivers Rock Stars of Hustle – A Continuing Series of Articles on Increasing Profits and Cash Flows

Increasing sales often takes months, and it requires the capital to buy more cars and to absorb more marketing expenses. Need a shorter path to boosting profits? You can be much more profitable by lowering costs. The beauty of cutting costs is that it can be done immediately and often produces better cash flow and … Read more Pay For Performance – Making Your Delivery Drivers Rock Stars of Hustle – A Continuing Series of Articles on Increasing Profits and Cash Flows

Pay For Performance – How to Make Your Dismantlers Twice as Productive – A Continuing Series of Articles on Increasing Profits and Cash Flows

Increasing sales often takes months. To do it, you need money to buy more cars and do more marketing. Want a shortcut to higher profitability? Think about cutting your costs.  The beauty of increasing profits by cutting costs is that it can be done now.  Smart cost cutting often produces better cash flow and profit … Read more Pay For Performance – How to Make Your Dismantlers Twice as Productive – A Continuing Series of Articles on Increasing Profits and Cash Flows

Pay For Performance – Make Your Parts Pullers and Order Fulfillers 30% More Productive (3 0f 9) – A Continuing Series of Articles on Increasing Profits and Cash Flows

Increasing sales often takes months and requires the capital to buy more cars and pay for new marketing efforts. Fortunately, there is a quicker way to higher profits. You can be as profitable as you once were by lowering your costs.  The beauty of increasing profits by cutting expenses is that you can take actions … Read more Pay For Performance – Make Your Parts Pullers and Order Fulfillers 30% More Productive (3 0f 9) – A Continuing Series of Articles on Increasing Profits and Cash Flows

Tips & Traps From Ron’s Book, Getting To Yes With Your Banker

There are certain things your banker isn’t going to tell you.  For the January issue, we are concluding the tips and traps from the article in the October issue of the Recyclers POWER SOURCE.  Hopefully, these tips and traps will save you time, money and headaches down the road. Tip No. 19 -Choose the Legal … Read more Tips & Traps From Ron’s Book, Getting To Yes With Your Banker

Your Sales Staff is on Commission, Right?
 Pay for Performance – Part One in a Series

You are paying your sales staff commission, right? I don’t mean some modest salary plus a commission. I mean 100% commission: As in eat what you kill, earn what you sell, low sales equals low pay! If your salespersons aren’t selling at least $50,000 per month and your parts sales storewide aren’t at least $20,000 … Read more Your Sales Staff is on Commission, Right?
 Pay for Performance – Part One in a Series

Pay For Performance – What Are You Waiting For? A Continuing Series of Articles on Increasing Profits and Cash Flows

Time and again, I have visited recyclers who realize that they have fallen behind and who are looking for ways to get to their former level of profitability. Usually, the owners want to try to increase sales, which is a great goal, but difficult to do. Increasing sales often takes months and requires the capital … Read more Pay For Performance – What Are You Waiting For? A Continuing Series of Articles on Increasing Profits and Cash Flows

Tips & Traps From Ron’s Book, Getting To Yes With Your Banker

This month, we will continue to learn from the tips that we mentioned last month.    From reading my previous articles, you realize that there is a lot of information that entrepreneurs need to acquire before approaching their banker. There are certain things your banker isn’t going to tell you.  Learning these tips and traps … Read more Tips & Traps From Ron’s Book, Getting To Yes With Your Banker

Tips & Traps From Ron’s Book, Getting To Yes With Your Banker

Learn from the tips in these continuing articles. From reading my previous articles, you realize that there is a lot of information that entrepreneurs need to acquire before approaching their banker. The prior articles had trips and traps noted, but some require more explanation, so we’ve added them here in this article. These are necessarily … Read more Tips & Traps From Ron’s Book, Getting To Yes With Your Banker

Getting To Yes With Your Banker – Part 12

This is the 12th in a continuing series of articles from Ron’s newest book, Getting to Yes with Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. In a Click and Clack format, from an entrepreneur’s and a lender’s perspective, the book is co-authored by Ron Sturgeon, a serial … Read more Getting To Yes With Your Banker – Part 12

Pay For Performance – What Are You Waiting For?

You have sat in class after class, talked to other yard owners about switching over to paying employees for performance, and you are still paying them hourly or salary, and or a small commission plus base (which doesn’t motivate them, though they count on it) thinking all your employees will walk out or might cause … Read more Pay For Performance – What Are You Waiting For?

Getting To Yes With Your Banker – Part 11

This is the 11th in a continuing series of articles from Ron’s newest book, Getting to Yes with Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. Presented in a Click and Clack format, from an entrepreneur’s and a lender’s perspective, the book is co-authored by Ron Sturgeon, a … Read more Getting To Yes With Your Banker – Part 11

Getting To Yes With Your Banker – Part 11

This is the 11th in a continuing series of articles from Ron’s newest book, Getting to Yes with Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. Please visit the Recyclers POWER SOURCE web site at www.rpowersource.com to see previous articles.  Presented in a Click and Clack format, from an … Read more Getting To Yes With Your Banker – Part 11

THE SKY IS NOT FALLING – 
PINNACLE ISN’T GOING AWAY!

I’ve fielded a few calls and e-mails from those who know I was the driving force behind the creation of URG in 1996 and the push to build Pinnacle after ADP/Hollander purchased AutoInfo. Solera Acquires Actual Systems: What Now? Seems like Déjà vu. Sixteen years ago, my yard was the largest single user of AutoInfo … Read more THE SKY IS NOT FALLING – 
PINNACLE ISN’T GOING AWAY!

Getting To Yes With Your Banker – Part 10

This is the 10th in a continuing series of articles from Ron’s newest book, Getting To Yes With Your Banker, which  includes 93 secrets you likely didn’t know about dealing with your banker. In a click and clack format, it is from an entrepreneur and a lenders perspective. It’s co-authored by Ron Sturgeon, a serial entrepreneur, … Read more Getting To Yes With Your Banker – Part 10

Using the Internet to Build Your Business 
(Part 6 in a series)

If You Build a Web Presence, They Will Come It would be nice if that were true.  If you build a website that follows best practices for Search Engine Optimization (SEO), keep measuring your results, keep adding good material to it and keep working at improving its performance in the search engines; visitors will probably … Read more Using the Internet to Build Your Business 
(Part 6 in a series)

Using the Internet to Build Your Business
 (Part 5 in a series)

What Your Web Designer Doesn’t Know Costs You Most web designers have a basic idea about business, but they don’t know much about your business. They don’t know what’s important to your customers.  If your site is going to be successful, you need to make sure that the people building it understand your business and … Read more Using the Internet to Build Your Business
 (Part 5 in a series)

Using the Internet to Build Your Business 
(Part Four in a Series)

Is Expanding Your Web Presence Too Expensive? Most everyone I talk to doesn’t want to spend much money to expand their web presence. I don’t get it. If you opened a new trade area, you would buy a new delivery truck and hire an employee, right? If you opened a new location, you would spend … Read more Using the Internet to Build Your Business 
(Part Four in a Series)

Using the Internet to Build Your Business 
(Part Three in a Series)

Does Your Web Designer Know SEO? SEO is Search Engine Optimization. SEO is an ongoing effort to secure rankings for the words that searchers use to find businesses like yours in Google, Bing and Yahoo. As you contemplate building a web site or revamping an existing one, you need to work with a web designer … Read more Using the Internet to Build Your Business 
(Part Three in a Series)

Using the Internet to Build Your Business 
(Part of a Series)

Brand Building On The Web Take the time to make sure that you get a web designer who has the skills to make your website a place that generates qualified prospects or direct sales. Many web designers are very good at graphic design, but less good at content issues. A website that looks good but … Read more Using the Internet to Build Your Business 
(Part of a Series)

Getting to Yes with Your Banker – Part 8

This is the eighth in a continuing series of articles from Ron’s newest book, Getting to Yes with Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. Presented in a Click and Clack format, from an entrepreneur’s and a lender’s perspective, the book is co-authored by Ron Sturgeon, a … Read more Getting to Yes with Your Banker – Part 8

Getting to Yes with Your Banker – Part 7

This is the seventh in a continuing series of articles from Ron’s newest book, Getting to Yes with Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. Presented in a Click and Clack format, from an entrepreneur’s and a lender’s perspective, the book is co-authored by Ron Sturgeon, a … Read more Getting to Yes with Your Banker – Part 7

Getting To Yes With Your Banker – Part 6

This is the 6th in a continuing series of articles from Ron’s newest book, Getting To Yes With Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. Presented in a Click and Clack format, from an entrepreneur’s and a lender’s perspective, the book is co-authored by Ron Sturgeon, a … Read more Getting To Yes With Your Banker – Part 6

Getting to Yes with Your Banker – Part 5

This is the fifth in a continuing series of articles from Ron’s newest book, Getting to Yes with Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. Presented in a Click and Clack format, from an entrepreneur’s and a lender’s perspective, the book is co-authored by Ron Sturgeon, a … Read more Getting to Yes with Your Banker – Part 5

How to Choose Your Banker – 4th of a series

This is the fourth in a continuing series of articles from Ron’s newest book, Getting to Yes with Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. Presented in a Click and Clack format, from an entrepreneur’s and a lender’s perspective, the book is co-authored by Ron Sturgeon, a … Read more How to Choose Your Banker – 4th of a series

Business Plan Basics -
 Second of a Series

This is the second in a continuing series of articles from Ron’s newest book, Getting to Yes with Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. In a Click and Clack format, from an entrepreneur’s and a lender’s perspective, the book is co-authored by Ron Sturgeon, a serial … Read more Business Plan Basics -
 Second of a Series

Preparing and Projecting Growth 
(First of a series)

This is the first in a continuing series of articles from Ron’s newest book, Getting to Yes with Your Banker, which includes 93 secrets you likely didn’t know about dealing with your banker. In a Click and Clack format, from an entrepreneur’s and a lender’s perspective, the book is co-authored by Ron Sturgeon, a serial … Read more Preparing and Projecting Growth 
(First of a series)

What Are Your Customers Saying About You Online? The Tools to Keep Track

Whenever I think of the importance of the Internet to small businesses, I think of a USA Today article I read in November 2009 about start-up airlines.  Kent Craford and his partners started SeaPort Airlines in June 2008. Since the aircrafts were small, passengers didn’t have to pass through TSA checkpoints. Instead of going through … Read more What Are Your Customers Saying About You Online? The Tools to Keep Track

Only if You Like Money: The Power of Proactive PR Backed by a Professional Web Presence

I would like to share a story about an acquaintance who asked me for business advice. She runs a terrific family restaurant not far from my office. I’d like to see her business thrive, and it can. She started doing press releases but became discouraged because getting them out was time consuming. It was difficult … Read more Only if You Like Money: The Power of Proactive PR Backed by a Professional Web Presence

What to Do When Your Boss Gives You Too Many Tasks – And How to Increase Your Productivity

First, don’t complain about it. Not to your boss. Not to your fellow workers. Not to your spouse. And not to anyone else. Instead, take charge of your own schedule. Take an inventory of the work you are assigned over a week’s time and sort the tasks into four groups: 1. important-and-urgent 2. important-but-not-urgent 3. … Read more What to Do When Your Boss Gives You Too Many Tasks – And How to Increase Your Productivity

Why You Should Always Be Hiring Salespeople – and How to Hire Them For Free

A client from my consulting business asked me a question recently that surprised me. It was a question that revealed a deeper problem. Their business had experienced a drop in monthly sales from $180,000 to $137,000. That kind of drop affected his ability to buy inventory and keep momentum. His sales dropped because he lost … Read more Why You Should Always Be Hiring Salespeople – and How to Hire Them For Free

Choosing a Web Domain and Understanding Organic Vs. Direct Traffic

Choosing a good domain name for a new or existing business website is not easy. Generally, your domain name should be memorable, short and tied closely to your product or service. The length is much less important if you want organic traffic, which is usually the case. In previous articles, we talked about the importance … Read more Choosing a Web Domain and Understanding Organic Vs. Direct Traffic

Your Web Site (New or Old) Can Earn You More Money
 Management Article – Part 3 of 3

In prior articles, I discussed how clients don’t typically understand the web, and webmasters don’t typically understand your business. So, both parties don’t know what they don’t know (one of my favorite sayings), and the end result is a web site that disappoints the business owner and doesn’t produce sales. Most of the time, it’s … Read more Your Web Site (New or Old) Can Earn You More Money
 Management Article – Part 3 of 3

Your Web Site (New or Old) Can Earn You More Money
Management Article – Part 2 of 3

Last month, I discussed how clients don’t typically understand the web, and webmasters don’t typically understand your business. So, both parties don’t know what they don’t know (one of my favorite sayings), and the end result is a web site that disappoints the business owner and doesn’t produce sales. Most of the time, it’s about … Read more Your Web Site (New or Old) Can Earn You More Money
Management Article – Part 2 of 3

So Obama is going to free up the loans to small businesses? The Banking System Doesn’t Need More Money

As a small business owner with a lot of friends who also own small businesses, I get tired of hearing all the news stories about how small business lending is going to get a shot in the arm from President Obama’s programs or any other source in the foreseeable future. Yesterday, I listened to a … Read more So Obama is going to free up the loans to small businesses? The Banking System Doesn’t Need More Money

It’s 2010! If You Are Looking for a Job, Make Sure You Are Ready.

I am flabbergasted. I have been interviewing, trying to hire a property and leasing manager. The applicants are so unskilled, unprepared, it’s really does amaze me. I wrote several articles last year about resumes and looking for a job, and I am amazed at the crappy resumes I get, but that’s all BEFORE the interview. … Read more It’s 2010! If You Are Looking for a Job, Make Sure You Are Ready.

Is Your Advertising Working? Calculating Customer Acquisition Cost

Whenever you are wondering whether you should continue to run an advertisement or whether your last mailer was worth the cost, you need to consider customer acquisition costs. Customer acquisition cost is not hard to understand, but few businesses do the math required to evaluate their advertising efforts. I first learned about calculating customer acquisition … Read more Is Your Advertising Working? Calculating Customer Acquisition Cost