CONSTANTLY "MOVING UP MARKET "
Within every target market, there is a high end and a low end market and everything in between. Successful entrepreneurs constantly stretch their marketing sights and target prospects. They constantly "move up market " to high end prospects ... a strategy that enables growth.
What specific prospects ... or kinds of prospects ... would you love to have as customers but think you will never be able to secure these types of customers? Think outside the box and think BIG. One strategy is to pick one high end prospect and build a marketing campaign to reach that one person or company. This strategy will require persistence but if properly executed it will be worth it. “Moving up market" will not only slowly build your current revenues and business exposure but it will multiply your profits for years to come – and that is your ultimate goal.
I want to wish everyone happy holidays. The blog postings will continue on January 3rd.
Next up……Adding Value.
Wednesday, December 23, 2009
Monday, December 21, 2009
THE 7 STEPS OF OUTRAGEOUSLY SUCCESSFUL ENTREPRENEURS # 3
IS MARKETING A “CONTINUUM” OR AN EVENT?
Sometimes entrepreneurs stop marketing at the end of the sale. Successful entrepreneurs know that marketing is an ongoing process. Successful entrepreneurs know that more than 50% of their marketing efforts should be “after the sale” and includes tactics as 'post sale’ follow-up, repeat business incentives, backend selling, referral marketing, etc. They know that the greatest revenues are generated ‘after the sale.’
How do you see and practice marketing in your business - as an event or a continuum? What ‘post sales’ and prospect follow-up activities can you incorporate into your marketing efforts? This one shift in marketing focus alone can increase revenues dramatically.
Next up…..Marketing Up.
Sometimes entrepreneurs stop marketing at the end of the sale. Successful entrepreneurs know that marketing is an ongoing process. Successful entrepreneurs know that more than 50% of their marketing efforts should be “after the sale” and includes tactics as 'post sale’ follow-up, repeat business incentives, backend selling, referral marketing, etc. They know that the greatest revenues are generated ‘after the sale.’
How do you see and practice marketing in your business - as an event or a continuum? What ‘post sales’ and prospect follow-up activities can you incorporate into your marketing efforts? This one shift in marketing focus alone can increase revenues dramatically.
Next up…..Marketing Up.
Friday, December 18, 2009
THE 7 STEPS OF OUTRAGEOUSLY SUCCESSFUL ENTREPRENEURS # 2
ALWAYS ASK THE MILLION DOLLAR QUESTION:
"Where is the opportunity in this situation?"
Over the years of being in different businesses I have found that within *every business challenge”, there is usually an opportunity. Even with the most difficult challenges, successful entrepreneurs never see the challenge. They ONLY see the opportunity. They constantly ask: "Where is the opportunity in this situation?"
Where is your focus in your business - on the challenge or on the opportunity? Make it a habit with every new challenge you face to ask: "Where is the opportunity in this situation?" that one question will open the doors to new solutions, new strategies and new possibilities for your business.
Next up….Marketing is a continuum, not an event.
"Where is the opportunity in this situation?"
Over the years of being in different businesses I have found that within *every business challenge”, there is usually an opportunity. Even with the most difficult challenges, successful entrepreneurs never see the challenge. They ONLY see the opportunity. They constantly ask: "Where is the opportunity in this situation?"
Where is your focus in your business - on the challenge or on the opportunity? Make it a habit with every new challenge you face to ask: "Where is the opportunity in this situation?" that one question will open the doors to new solutions, new strategies and new possibilities for your business.
Next up….Marketing is a continuum, not an event.
Wednesday, December 16, 2009
THE 7 SECRETS OF OUTRAGEOUSLY SUCCESSFUL ENTREPRENEURS
I read an article recently on the top ten secrets to a successful enterprise. For some reason seven of these resonated with me. It is good to stand back and review our own business in the light of some of these basic principles.
1. EXPECT TO SUCCEED
It is so easy to get beat up in the day to day operations of our business because it is made up of highs and lows. Yet, we need to keep in mind that we can succeed; in fact, we need to EXPECT to succeed over the long run. All of us have put everything on the line and success is the ONLY option.
Yet, sre the day to day operational issues clouding your vision and are your losing sight of your ability to succeed? Do you EXPECT to succeed in your business on a daily basis? You need to make a *decision* today to succeed today and "cut the cord" on all other possible outcomes. Hard to do? Sure it is.
How to do this is a part of my next blog posting.
1. EXPECT TO SUCCEED
It is so easy to get beat up in the day to day operations of our business because it is made up of highs and lows. Yet, we need to keep in mind that we can succeed; in fact, we need to EXPECT to succeed over the long run. All of us have put everything on the line and success is the ONLY option.
Yet, sre the day to day operational issues clouding your vision and are your losing sight of your ability to succeed? Do you EXPECT to succeed in your business on a daily basis? You need to make a *decision* today to succeed today and "cut the cord" on all other possible outcomes. Hard to do? Sure it is.
How to do this is a part of my next blog posting.
Sunday, December 13, 2009
The Magic 15 Minutes
A millionaire entrepreneur when asked what he attributed his success he replied, “There are a lot of things that resulted in my success; hard work, hiring the right people and a bit of luck but none of this would have been possible if I had not taken 15 minutes each day (without fail) to reflect and plan my day.’
This bit of wisdom has been repeated many times over in the lives of successful people. It seems that a few minutes to thought, reflection and planning is not only therapeutic but crucial to create an environment for success.
As you reflect about the things that you did right in the last twelve months, the things you would do differently and what you are going to do better in the next twelve months, perhaps making a commitment to allow the magic 15 minutes make a difference in your life and business in 2010.
This bit of wisdom has been repeated many times over in the lives of successful people. It seems that a few minutes to thought, reflection and planning is not only therapeutic but crucial to create an environment for success.
As you reflect about the things that you did right in the last twelve months, the things you would do differently and what you are going to do better in the next twelve months, perhaps making a commitment to allow the magic 15 minutes make a difference in your life and business in 2010.
Friday, December 11, 2009
California Positive DOT Drug Test Reporting 2009
(1) FMCSA Drivers
Regulation: California V.C. 34520 - positive FMCSA-authorized drug test "summaries" – notification (e.g., test date, reason for test, drug detected) without identifying the driver or motor carrier
“(c) Any drug or alcohol testing consortium, as defined in Section 382.107 of Title 49 of the Code of Federal Regulations, shall mail a copy of all drug and alcohol positive test result summaries to the department within three days of the test. This requirement applies only to drug and alcohol positive tests of those drivers employed by motor carriers who operate terminals within this state.”
Who Reports: Consortium
When: Within 3 days of positive test
How: Mail or Fax
To: California Highway Patrol, Commercial Vehicle Section, P O Box 942898,
Sacramento, CA 94298-0001
Re: Notice of Positive Urine Drug Test on CDL Holder Code: 34520 (c)
This letter will serve as notice to the California Highway Patrol that on October 11, 2007, a Commercial Driver License holder voided a breath/urine specimen, which produced a positive drug test result for ALCOHOL/MARIJUANA. The test type reason was: RANDOM
Sincerely,
ARCpoint Consortium
Note: California originally planned to maintain a database of positive drug test results. However, no such database was developed. For compliance with the law, consortia must report positive drug tests, but without names.
(2) School Bus Drivers, School pupil activity bus, Youth bus, General public paratransit vehicle, Vehicle used for the transportation of developmentally disabled persons.
Regulation: California DMV V.C. 13376(b)(3) positive or refusal FMCSA-authorized drug tests conducted on drivers of school buses and vehicles to transport developmentally disabled people
“(3) The carrier that requested the test shall report the refusal, failure to comply, or positive test result to the department not later than five days after receiving notification of the test result on a form approved by the department.”
Who Reports: Employers (DMV Form DS 334, “Positive Controlled Substance Test Result Report”) http://www.dmv.ca.gov/forms/ds/ds334.pdf
When: Within 5 days of receiving the test result
How: Mail the DS 334:
To: DMV, Driver Safety Actions Unit, Attn: MS-J256 Special Certificate, PO Box 187010-7010, Sacramento, CA 95818-7010; and submit a copy to your local California Highway Patrol Area Office, Attn: School Bus Office/Coordinator
Note: California revokes the driver's certificate for three years unless the driver complies with the DOT return to duty process.
Questions or comments?
John Lipp
email Jlipp@accudiagnostics.com
Regulation: California V.C. 34520 - positive FMCSA-authorized drug test "summaries" – notification (e.g., test date, reason for test, drug detected) without identifying the driver or motor carrier
“(c) Any drug or alcohol testing consortium, as defined in Section 382.107 of Title 49 of the Code of Federal Regulations, shall mail a copy of all drug and alcohol positive test result summaries to the department within three days of the test. This requirement applies only to drug and alcohol positive tests of those drivers employed by motor carriers who operate terminals within this state.”
Who Reports: Consortium
When: Within 3 days of positive test
How: Mail or Fax
To: California Highway Patrol, Commercial Vehicle Section, P O Box 942898,
Sacramento, CA 94298-0001
Re: Notice of Positive Urine Drug Test on CDL Holder Code: 34520 (c)
This letter will serve as notice to the California Highway Patrol that on October 11, 2007, a Commercial Driver License holder voided a breath/urine specimen, which produced a positive drug test result for ALCOHOL/MARIJUANA. The test type reason was: RANDOM
Sincerely,
ARCpoint Consortium
Note: California originally planned to maintain a database of positive drug test results. However, no such database was developed. For compliance with the law, consortia must report positive drug tests, but without names.
(2) School Bus Drivers, School pupil activity bus, Youth bus, General public paratransit vehicle, Vehicle used for the transportation of developmentally disabled persons.
Regulation: California DMV V.C. 13376(b)(3) positive or refusal FMCSA-authorized drug tests conducted on drivers of school buses and vehicles to transport developmentally disabled people
“(3) The carrier that requested the test shall report the refusal, failure to comply, or positive test result to the department not later than five days after receiving notification of the test result on a form approved by the department.”
Who Reports: Employers (DMV Form DS 334, “Positive Controlled Substance Test Result Report”) http://www.dmv.ca.gov/forms/ds/ds334.pdf
When: Within 5 days of receiving the test result
How: Mail the DS 334:
To: DMV, Driver Safety Actions Unit, Attn: MS-J256 Special Certificate, PO Box 187010-7010, Sacramento, CA 95818-7010; and submit a copy to your local California Highway Patrol Area Office, Attn: School Bus Office/Coordinator
Note: California revokes the driver's certificate for three years unless the driver complies with the DOT return to duty process.
Questions or comments?
John Lipp
email Jlipp@accudiagnostics.com
Wednesday, December 9, 2009
AdWord Campaign to Remain Local
Q: How will the switch over in the next month impact the CA/NV region?
A: The strategy CAMPA will pursue is to continue to optimize the existing local websites we currently have. These websites do not point to ACRpoint now or will they in the future because we optimized them by location and do not use the main domain of www.accudiagnostics.com for our optimization. We each optimize franchise by location. For example, www.accudiagnostics.com/lancaster .
In Ravi’s email sent out recently, he made the policy statement that local franchisees must manage their own AdWord campaigns. This strategy was being evaluated and now a decision has been reach for each franchisee in the system to be responsible for their own program, which for this region is a plus because we already have the momentum, expertise and experience to control our destiny with the local AdWord program.
Q: When will we begin using the www.ACRpointus.com website?
A: As of December 1, 2009 SEO began at a national level. We will watch the ranking of the ARCpoint website before we will have our local sites such as www.accudiagnostics.com/lancaster redirected to www.ACRpointus.com site. When we are confident that the site is getting as much or more traffic as we are currently getting with our local optimization we will have the redirect implemented and our current AdWord program migrate over to ARCpoint. This may be in February but could be much later, depending on their progress and ranking.
As the site is fine tuned over the next few months and suggestions from franchisees is incorporated into the www.ARCpointus.com website, we will wait until we are ready to make the shift.
Q: How will the AdWord program be funded?
A: The ASAP Fund has funded this program. As long as you have a balance in this fund, it will continue to fund each locations AdWord program. Once this fund is depleted, it is up to the local franchisee to set a budget and continue to fund this program. Some franchisees do not have an AdWords program while with others it is crucial in their revenue building strategy.
Q: How will the administration of the AdWord program be funded?
A: CAMPA has funded the administration of the program and based on the new policy of local franchisees responsible for the administration of their own AdWord program, CAMPA will continue to fund the Administration of the program. In order to get the most benefit out of the program, in my opinion, every franchisee should have at least a minimal AdWord program implemented. Dollar for Dollar, this has been proven to be the most effective use of advertising dollars.
I have confidence in Greenville and their team will continuously improve the site over the coming months and when the time is right we will move over to the new www.ARCpointus.com website.
A: The strategy CAMPA will pursue is to continue to optimize the existing local websites we currently have. These websites do not point to ACRpoint now or will they in the future because we optimized them by location and do not use the main domain of www.accudiagnostics.com for our optimization. We each optimize franchise by location. For example, www.accudiagnostics.com/lancaster .
In Ravi’s email sent out recently, he made the policy statement that local franchisees must manage their own AdWord campaigns. This strategy was being evaluated and now a decision has been reach for each franchisee in the system to be responsible for their own program, which for this region is a plus because we already have the momentum, expertise and experience to control our destiny with the local AdWord program.
Q: When will we begin using the www.ACRpointus.com website?
A: As of December 1, 2009 SEO began at a national level. We will watch the ranking of the ARCpoint website before we will have our local sites such as www.accudiagnostics.com/lancaster redirected to www.ACRpointus.com site. When we are confident that the site is getting as much or more traffic as we are currently getting with our local optimization we will have the redirect implemented and our current AdWord program migrate over to ARCpoint. This may be in February but could be much later, depending on their progress and ranking.
As the site is fine tuned over the next few months and suggestions from franchisees is incorporated into the www.ARCpointus.com website, we will wait until we are ready to make the shift.
Q: How will the AdWord program be funded?
A: The ASAP Fund has funded this program. As long as you have a balance in this fund, it will continue to fund each locations AdWord program. Once this fund is depleted, it is up to the local franchisee to set a budget and continue to fund this program. Some franchisees do not have an AdWords program while with others it is crucial in their revenue building strategy.
Q: How will the administration of the AdWord program be funded?
A: CAMPA has funded the administration of the program and based on the new policy of local franchisees responsible for the administration of their own AdWord program, CAMPA will continue to fund the Administration of the program. In order to get the most benefit out of the program, in my opinion, every franchisee should have at least a minimal AdWord program implemented. Dollar for Dollar, this has been proven to be the most effective use of advertising dollars.
I have confidence in Greenville and their team will continuously improve the site over the coming months and when the time is right we will move over to the new www.ARCpointus.com website.
Monday, December 7, 2009
REPORTING POSITIVE DOT DRUG AND ALCOHOL TESTS TO STATE CDL AGENCIES
The Office of Drug and Alcohol Policy and Compliance (ODAPC) published an Interim Final Rule (IFR) in the Federal Register [No. 73, Vol. 115, Pg. 33735], permitting state commercial drivers license (CDL) issuing authorities to receive commercial motor vehicle (CMV) driver positive and refusal drug and alcohol test results from employers without driver written consent. The IFR also permits these state licensing authorities to receive owner-operator positive and refusal results from Consortia/Third Party Administrators (C/TPA’s).
So, when a state law requires employers and C/TPA’s for owner-operators, to report the CMV driver ‘Positive’ and ‘Refusal’ results for tests conducted under FMCSA 49 CFR Parts 382 and FTA 655 to a state licensing authority, there are no barriers, real or perceived in part 40, preventing them from doing so. Hopefully, with these restrictions more states will be encouraged to adopt the reporting into law.
Seven States (AR, CA, NC, OR, SC, TX and WA) have enacted legislation or issued regulations that require employers, Medical Review Officers (MRO), or Breath Alcohol Technicians (BAT) to report positive DOT drug and alcohol tests to a State agency. The requirements apply to DOT drug and alcohol tests conducted on individuals who hold a Commercial Driver’s License (CDL) issued by the State.
In California, the licensing agency is the Department of Motor Vehicles (DMV). California requires that Consortium's provide a statistical summary report to the California Highway Patrol for every positive DOT drug and alcohol (>0.04 BrAC) test conducted on a CA CDL holder. The statistical report does not include any individual test identification information (e.g. driver name, CDL license number, SSN, etc.); only the date and reason for the test, the drug(s) detected, and the alcohol level >0.04 BrAC. California also requires additional employer reporting of several types of bus and transit vehicle drivers who receive positive drug and alcohol test results.
John Lipp
Operations
So, when a state law requires employers and C/TPA’s for owner-operators, to report the CMV driver ‘Positive’ and ‘Refusal’ results for tests conducted under FMCSA 49 CFR Parts 382 and FTA 655 to a state licensing authority, there are no barriers, real or perceived in part 40, preventing them from doing so. Hopefully, with these restrictions more states will be encouraged to adopt the reporting into law.
Seven States (AR, CA, NC, OR, SC, TX and WA) have enacted legislation or issued regulations that require employers, Medical Review Officers (MRO), or Breath Alcohol Technicians (BAT) to report positive DOT drug and alcohol tests to a State agency. The requirements apply to DOT drug and alcohol tests conducted on individuals who hold a Commercial Driver’s License (CDL) issued by the State.
In California, the licensing agency is the Department of Motor Vehicles (DMV). California requires that Consortium's provide a statistical summary report to the California Highway Patrol for every positive DOT drug and alcohol (>0.04 BrAC) test conducted on a CA CDL holder. The statistical report does not include any individual test identification information (e.g. driver name, CDL license number, SSN, etc.); only the date and reason for the test, the drug(s) detected, and the alcohol level >0.04 BrAC. California also requires additional employer reporting of several types of bus and transit vehicle drivers who receive positive drug and alcohol test results.
John Lipp
Operations
Friday, December 4, 2009
Fruit From Cold Calling
A note from Jill in Martinez……
I thought you might enjoy the note I rec'd this morning after a 15 minute visit with the new owner of a new division of National Scaffolding Service.
Jill,
Thank you for all your information and like I say to you this morning I will send all my guys to your company for any drug test.
Thanks
Miguel Ayala
Area Manager
As Paul Harvey would have said, “Now for the rest of the story:”
This all started with a cold call. I walked into the office of National Scaffolding Service and met the brother of the owner who informed me that the boss (the owner of the business) would be back in two weeks. A few weeks later I followed up with a phone call to set up an appointment. The appointment went very well and I now have a new client.
Selling is so much fun!
Moral of the story: Cold calls only take a few minute and when mixed in with your daily selling activities will bear fruit. The key is always be selling and looking for opportunities – where ever they may be.
I thought you might enjoy the note I rec'd this morning after a 15 minute visit with the new owner of a new division of National Scaffolding Service.
Jill,
Thank you for all your information and like I say to you this morning I will send all my guys to your company for any drug test.
Thanks
Miguel Ayala
Area Manager
As Paul Harvey would have said, “Now for the rest of the story:”
This all started with a cold call. I walked into the office of National Scaffolding Service and met the brother of the owner who informed me that the boss (the owner of the business) would be back in two weeks. A few weeks later I followed up with a phone call to set up an appointment. The appointment went very well and I now have a new client.
Selling is so much fun!
Moral of the story: Cold calls only take a few minute and when mixed in with your daily selling activities will bear fruit. The key is always be selling and looking for opportunities – where ever they may be.
Wednesday, December 2, 2009
More States Considering Prescription Laws to Battle Meth
The state of Oregon requires a prescription to purchase certain formerly over-the-counter medications that can be used to make methamphetamine, and now other states are considering similar laws, the Wall Street Journal reported Oct. 21.
The 2005 Oregon law applies to drugs that contain pseudoephedrine, which in other states can be sold without a prescription but only in limited quantities and from behind the pharmacy counter.
Meth-related arrests in Oregon have fallen 43 percent since the law went into effect, and the number of meth-lab seizures has plummeted as well. In other states, however, the number of meth labs has increased, and meth producers have sent groups of people into pharmacies to buy the maximum legal amount of pseudoephedrine drugs in order to get the raw materials they need.
The Oregon law was the basis of ordinances recently passed in Washington, Mo., and Union, Mo., and state lawmakers in Missouri, California, Oklahoma and Montana are considering similar proposals. Sen. Ron Wyden (D-Ore.) has drafted federal legislation that could be introduced in Congress later this year.
"To me, [what Oregon did] is the answer," said Richard Stratman, mayor of Washington, Mo. "If you can tie up the pseudoephedrine and make it difficult to obtain, you can get the job maybe not completely done, but you can put a pretty good dent in those labs."
Pharmaceutical companies oppose the laws, saying they are inconvenient and expensive for consumers. As an alternative, the Consumer Healthcare Products Association, a trade group, is proposing an electronic monitoring system for drug sales, funded by manufacturers. The system would alert local authorities about attempts to exceed the legal purchase limits.
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