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| Providing You Tools To Make More Money! |
January 2010 |
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| Greetings!
 If I see another snow flake I am going to scream! I used to have a 3 rail fence on the farm, now I have a one rail fence. The picture to the right is show sliding off my copper roof looking out the back porch. We were totally closed for two days so far in February and people are just trying to dig their way out. I wish I sold snow shovels! I would make a killing.
On the Sewing and Vacuum Dealer Forum people discuss why people aren't posting anything new. It lead me to ask myself, "Is anything really new any more?" I think the answer is yes and no! You have to ask yourself, is there anything that I heard before that I haven't tried or need to try again? If you have tried everything then, no there is nothing new any more. However, if you can look at the "old" and tweak it a little or try it again with a new twist then there will be an unlimited supply of new and exciting things that you can use in your business.
The analogy of a business as thermostat or a thermometer is a great one. A thermometer allows outside forces to dictate what happens. If you think the economy is bad and people just aren't buying, you may be a thermometer. But if you look at what is happening and change things, you are a thermostat. Take control of your destiny. Embrace new things and don't be afraid of change. Change should be exciting not a destroyer of things known and comfortable. If you can be a little more proactive instead of reactive you will do great things.
I received very positive feedback from last month's Tip of the Month and The Print Concierge has received lots of calls. Everything can be done for well less than a buck a piece. We have continued to have very good success with our campaign.
Thanks to all of you why took the time to fill out the survey last month. I had a great response and it really helps me, help you, help me, help you ..... get the drift? If you did not get a chance to respond, here is the link. Click Here. One thing suggested many times was a section that readers could submit tips and ideas. If you would like to submit something, please email me at Howard@LongViewRetail.com . Look forwarding to using your input and ideas for all.
Happy Valentines' Day to all! See you next month.
Howard J. Anderson
Long View Retail Consulting |
Are you really listening?
Eliminate these bad habits
We have a tendency to just talk but we also have to listen. For better relations with your employees, customers, and managers, avoid these listening mistakes:
· Discounting the issue. We minimize the importance of what another person has said. Saying, "Oh, it's not that big of a deal," can make another feel that you think their concerns are trivial. The intent of a response should be to support and encourage.
· Offering unwanted advice. When you jump in to tell the other person what to do, you may be solving the wrong problem without understanding all the issues. You may also send the message that you don't think the speaker is capable of solving his or her own problems. Give advice only when asked.
· Interrogating the person. We often respond to a problem by analyzing it: asking a lot of probing questions and judging the other person's response. Be careful-don't alienate the person with too many questions and interruptions. Let him or her finish before searching for solutions.
Some listening gaffes to avoid:
· Interrupting.
· Avoiding eye contact.
· Rushing the other person.
· Letting your attention wander.
· Rushing ahead and finishing the other person's thoughts.
· Not responding when appropriate.
· Use of negating phrases such as "yes, but..."
· Trying to top the other person's story.
· Forgetting what the other person has already told you.
· Asking about too many details.
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Tip of the Month
Training should never end!

It is so important that as business owners we need to always be learning new things and constantly be honing our skills. Unfortunately we get busy and sometimes think we can not improve any more. One skill that we all need work on is working with employees. Zig Zigglar has the best explanation that I have ever heard about the subject. "Not even a bath is permanent."
Often we feel that if we tell our employees something, they should understand what we say and never forget. Our job is done ... we told them. The first hurdle is that they must want to learn something. If they either think they know it all or just don't want to learn, you might as well give up. All the good teaching in the world will not help. More often, we don't properly explain ourselves in a way that even a "caveman" could understand. Many times they just don't even understand what we are trying to show them. This is not only frustrating for us but also for them!
BIG TIP: Always have employees repeat back what you told them so that you are positive that they got it right! That applies to teaching and even when giving them simple instructions.
I got this note from a very successful vacuum dealer with multiple stores that I thought would be beneficial to all. It was a response to last month's newsletter. Your comments are always welcome and encouraged and with your permission, I will use them in upcoming newsletters as appropriate.
Business has changed - dramatically. We do almost nothing that we did 5 years ago and change isn't something new but something we expect or we would be gone by now. We never stop looking at what we can do to improve, change, stop, start, steal from someone with a better idea, clone from a business that is screaming ahead, startling in their creativeness or just a plain great idea.
In August I terminated all the staff at one of my stores. It was formerly my #2 store and had fallen to last place. After taking over the store myself I hired a new technician and we went to work. It took about 3 weeks to clean up all of the issues from the prior team but we did it...and the store became my #1 volume and #1 increasing store. I have since hired a new manager who is continuing the process - and I did all of the training myself - and he is doing it right with enthusiasm and energy each time he comes in contact with any customer anywhere...over the phone or in person.
The success of the move in that store motivated me to move on to the next store and I have now replaced the management personnel in two other stores returning awesome results. ..and now onto the next store. I didn't want to do this but feel it was absolutely necessary - people were stale, slow, lacking energy, unenthusiastic with customers in person or on the phone and presenting an attitude as if the really didn't care...and customers were responding to it with poor sales results. One store's service was off by over 50% until I started challenging the store...it's recovering but will not stay there until I remove the real issue - my manager. I now have better personnel in all of these stores and my payroll dollars and percentage have dropped considerably - amazing isn't it?!
You must keep up with training. I know, it is hard but there is no other option! Sometimes, you even have to start over. When you do, you will always build a better team with more sales because you will build from experience. |
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If You Put Sausage in Anything, Real Men Will Eat It!
Sausage Quiche
1 unbaked pie crust
1/3 lb. pork sausage, chopped
1/2 cup onion, grated
1 1/2 cups cheddar cheese, shredded
2 tablespoons flour
2 teaspoons fresh parsley, chopped
2 eggs, beaten
1 12-oz can of evaporated milk
Preheat oven to 375 degrees. Cook sausage and drain. In a bowl, combine sausage, onion, cheese, flour, and parsley. Spread in unbaked pie crust. Beat together eggs and two-thirds of the canned milk. Slowly pour over sausage mixture. Pour the remaining milk over the top. Bake 35 to 40 minutes or until filling is set.
(For vegetarians or those who would prefer to skip the pork, a cup of chopped artichoke hearts, tomato slices, or broccoli can be substituted for the sausage.) |
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Did you miss one of the newsletters?
Announcing, newsletter archive!
There is tons of great information that you can use in your business in the newsletter archive. If you missed one of the past newsletters or are just new to Long View Retail Consulting, you can now view what you missed.
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Why People Fail A Series of No B.S. Articles from Dan Kennedy
 The Complaint Department
"Every year back spring comes, with nasty little birds yapping their fool heads off and the ground all mucked up with plants."
So said: (a) W.C. Fields or (b) Dorothy Parker or (c) Woody Allen.
The correct answer is
Dorothy Parker, and if you haven't read her, you've missed one of the most vicious biting wits and grand cynics of all time. When you visit NYC, you can stay at or have a drink at the Algonquin Hotel, home for years of Dorothy Parker's famous roundtable, where literary lions met to drink and spar.
"You can be married and bored or single and lonely. Ain't no happiness nowhere." So said: (a) Chris Rock or (b) Elizabeth Taylor or (c) Ann Landers.
The correct answer is Chris Rock.
It just seems few people are really happy or even content with much. We are all too eager to complain, myself included - and I stop myself often. Truth is, everybody does have something to complain about because no business, no career, no relationship, no one's health, no life is ever free of problems, hassles, annoyances or disappointments for very long. Having a lot of money helps but I doubt there's enough money, period, to insulate somebody from things worthy of complaint. I certainly have been willing to spend any sum, have spent quite a bit, and brought in a dozen experts, technicians, people from the manufacturer to fix my fireplace but, after 5 years trying, I still have a gas fireplace that sometimes works and sometimes doesn't, with no rhyme or reason. It's not as worthy of complaint as, say, coming home from Iraq missing a leg. But it's still worthy of complaint. Right now, everybody's complaining incessantly about gas prices - even though they pay more per gallon for bottled water and Starbucks, even though our prices are a bargain vs. other countries, even though we could easily go out less and cluster errands but don't, and even though the economy's booming. Nuts. Well, we're never going to stop others or ourselves from complaining at times we should be celebrating and giving thanks. To a degree, our ever-restless dissatisfactions and complaints are the forces leading to invention, innovation and, in some cases, improvement. But I would offer this observation, for whatever it's worth - the most successful people I know keep more of their complaints to themselves than they air and operate in a broad, general way, happy and enthusiastic, "on fire" about what they are doing and where they are going.
I talk to a lot of people who complain about parts of their businesses, some of the work they must do. Charlie 'Tremendous' Jones says: "If you can't get excited about the miserable job you've got right now, you'll never get a good job worth being excited about." I think that's true hour by hour, day by day. Certainly there are lots and lots of people who would follow you into your lucrative business if they could only do the pleasant tasks - like kids licking the crème filling out and discarding the rest of the cookie or cake. The reason there's so little competition at the top levels of the prosperity pyramid in America is NOT barriers erected to keep riff-raff out and the elite small in number; it's mostly because most people won't get their hands filthy doing all the ugly tasks that are required in order to get to do the pleasant ones. When I was speaking a lot, I got approached at least 1,000 times by people who wanted to be on stage and speak to thousands and make $100,000.00 in an hour or two. I found none were eager to learn the craft, create and perfect a presentation; study the 100 or so speakers and stand-up comedians I pointed them to; go find inconsequential venues like local car dealership sales meetings and Chamber meetings to practice; to create their own business filling seats so they could prove they could sell from the platform before asking someone to give them a valuable slot; then develop marketing materials; relentlessly mail to people who might hire them; write books and articles and newsletters to create prominence. And it doesn't take long for most people to complain a lot about the endless hours in airports, the delayed or missed flights, the bad hotels, the bad food. Everybody'd love to be rich. Most people just aren't willing to put up with all the crap you have to shovel and occasionally swallow for the privilege. In this American life, you pick your place and the prices you will pay for admission - so you really have little right to complain about either.
So if this is one of those days, think twice before complaining. Because the secret of secrets that we know and never speak of is that our exceptional success and prosperity has only a little to do with all the things those wishing they had what we have think it does - with education or expertise or who-you-know or luck, etc. What we know that we won't speak of is it mostly has to do with a willingness to do a lot of things others can do but won't.
The WHY PEOPLE FAIL articles are provided by Dan S. Kennedy, serial entrepreneur, from-scratch multi-millionaire, speaker, consultant, coach, author of 13 books including the No B.S. series (www.NoBSBooks.com), and editor of The No B.S. Marketing Letter.
I HAVE ARRANGED A SPECIAL FREE GIFT FROM DAN FOR YOU including a 2-Month Free Membership in Glazer-Kennedy Insider's Circle, newsletters, audio CD's and more: for information and to register, click here.
Articles © 2010/Glazer-Kennedy Insider's Circle LLC. All rights reserved. |
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On the Lighter Side:

Faster than a speeding bullet
A state trooper noticed a car driving along the highway very slowly. His radar clocked the vehicle at 22 mph. The trooper, worried that the driver might be in trouble, turned on his siren and brought the slow-moving car to a stop.
The driver was an elderly man. In the back seat sat two old ladies, both trembling with fright. "What's wrong, officer?" asked the driver. "I was driving the speed limit. It was on the sign back there."
The trooper realized what had happened. "Sir, that wasn't the speed limit sign, that was the route number. The speed limit is 65. You're on Highway 22."
"Oh," the man said with a nod. "Sorry about that."
The trooper looked into the back seat. "Are they all right?"
"Those are my sisters," said the driver. "They'll be fine. We just got off Highway 175."
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