The first 2009 Regional CAMPA meeting is scheduled at the Sacramento Regional Training Center on January 17-18, 2009. The meeting will begin on January 17th at 10:30 am and end at 6:00 pm. Dinner will be at 7:15 pm.
and ending at 1:00 pm. All franchisees are invited, as well as Lab Techs. Lab Techs may attend the Saturday meeting and return home the evening of January 17th. The Sunday meeting is for franchisees only.
December’s CAMPA Conference Call is scheduled for Thursday, December 18th at 8:00 am. The call in information is 312-878-0202, Access Code 238-973-043, Audio Code 45#. The agenda for this meeting will be to discuss the CAMPA Regional Meeting topics. We have Bill Judge joining the meeting to discuss drug policies development, review, and the marketing of these services.
Other topics for consideration:
• DOT training program for the region
• DOT training venues, i.e., in person, webinars, conference calls, manuals, video, etc.
• Google AdWord campaign 2009 budget and program.
• Field Sales and Operations Support for 2009
• Audits for 2009 and implementation of procedures
• Leslie Allen presentation on DOT Auditing
• DrugPak training for 2009
• AccuDiagnostics.com Website review
• Practice Management
• Other topics
If you have questions prior to our conference call on December 17th at 8:00 am, please do not hesitate in giving me a call at 925-376-2900, x 201.
Wednesday, December 10, 2008
Tuesday, December 9, 2008
Securetec Drugwipes Found For Sale Online
Q: Every once in a while I do a competitive test to see what online sources are charging for drug testing products. Securetec Drugwipes were found on Ebay for $14.99 a test. Is this authorized by Securetec? --asked by Carol Hastings.
A: Sherry Diehl from Securetec replied: Yes, we are aware of this listing…it is unauthorized. An agency in Missouri had Drugwipes which were close to the expiration date. This firm decided to list them on eBay. They have been notified to remove the listing as we do not authorize any on-line sales of Drugwipe.
Q&A’s are posted on FranConnect/Support/FAQ/Products
A: Sherry Diehl from Securetec replied: Yes, we are aware of this listing…it is unauthorized. An agency in Missouri had Drugwipes which were close to the expiration date. This firm decided to list them on eBay. They have been notified to remove the listing as we do not authorize any on-line sales of Drugwipe.
Q&A’s are posted on FranConnect/Support/FAQ/Products
Monday, December 8, 2008
Upcoming Audit
As we approach the end of the year, the first financial and procedural audit will be performed. You will be receiving a call from Cameron Shafie in the next week. He will provide you with a list of things that need to be done in order to prepare for the audit.
The audit has three purposes:
1. Verify the financial information and reconcile your books.
2. Assist you in properly closing the books at year end and prepare your financial information for submission to your CPA or Tax Accountant.
3. Accumulate data and information to prepare recommendations for standardizing the accounting and operational systems, in order to ensure that all locations are uniform in their operational procedures. Over time this will greatly increase our ability to benchmark and improve profitability.
The audit will begin in early January and should be completed by the end of January. If you have any questions, please do not hesitate in giving me a call.
The audit has three purposes:
1. Verify the financial information and reconcile your books.
2. Assist you in properly closing the books at year end and prepare your financial information for submission to your CPA or Tax Accountant.
3. Accumulate data and information to prepare recommendations for standardizing the accounting and operational systems, in order to ensure that all locations are uniform in their operational procedures. Over time this will greatly increase our ability to benchmark and improve profitability.
The audit will begin in early January and should be completed by the end of January. If you have any questions, please do not hesitate in giving me a call.
Friday, December 5, 2008
Circling Back Around
Doug Kimball has been calling on companies that he talked to several months ago and bringing information that he thought might be of interest to them. The strategy is to get in front of the decision makers again to re-emphasize our value proposition of “better, cheaper, faster”.
With several of these companies that he re-established contact, Doug has moved them to the next step, signed some and is close to signing others as clients. A catch phrase that has worked for Doug is: “What would your boss think if you could save 20%”. This grabs the attention of the person he is talking to – for obvious reasons.
Is it time you called back on some of the sales calls you have made in the last few months?
With several of these companies that he re-established contact, Doug has moved them to the next step, signed some and is close to signing others as clients. A catch phrase that has worked for Doug is: “What would your boss think if you could save 20%”. This grabs the attention of the person he is talking to – for obvious reasons.
Is it time you called back on some of the sales calls you have made in the last few months?
Thursday, December 4, 2008
Downturns in the Economy Represents Opportunity
In every economic downturn, many businesses shrink, and some go out of business. While this may be grim news for some, a shakeout can spell opportunity for the survivors. For companies that are on top of their game and react quickly, economically challenging times make well managed companies stronger, and in the future, puts them in a much stronger position to compete and dominate.
Tactics that Spell Success
1. Look to gain market share by reacting quickly to better serve existing customers.
2. Selling is better than ever in a downturn. Potential customers who wouldn't have picked up the phone a year ago will hear you out and be open to competitive quotes. However, to capitalize on this – you need to spend time in the field selling. When the fish are biting, it is time to fish.
3. By knowing customers and offering the right product/service at the right price, and then promoting these differentiators in a down economy, is an opportunity to attract new business by bringing value to your clients.
4. Differentiation is more vital when the economy is soft. Offer value by bundling services. This may mean a small gross margin, but is well worth the effort.
5. Service counts extra during a downturn. By focusing on customer service to keep existing clients, you protect them against price poachers. This will put you in a position to up sell in more stable times in the future.
6. You have to make an impression with new customers. This starts with product knowledge and understanding the customer's needs.
7. Keep an eye on expenses and act sooner rather than later to manage costs.
Downturns are a part of economic cycles. The best way to weather a downturn is to form a realistic plan. While it's tempting to hope for improved economic conditions, "hope is not a strategy." Most importantly, do not get caught in the “black hole” of operations, because it is tempting to be pennywise and pound foolish and cut back too much, leaving the franchisee doing all of the “work work” of the business. Remember your job description: business development director. Remember….top line revenue solves almost any problem.
Staying focused on selling new customers and servicing existing ones is the key to prospering during a downturn.
Tactics that Spell Success
1. Look to gain market share by reacting quickly to better serve existing customers.
2. Selling is better than ever in a downturn. Potential customers who wouldn't have picked up the phone a year ago will hear you out and be open to competitive quotes. However, to capitalize on this – you need to spend time in the field selling. When the fish are biting, it is time to fish.
3. By knowing customers and offering the right product/service at the right price, and then promoting these differentiators in a down economy, is an opportunity to attract new business by bringing value to your clients.
4. Differentiation is more vital when the economy is soft. Offer value by bundling services. This may mean a small gross margin, but is well worth the effort.
5. Service counts extra during a downturn. By focusing on customer service to keep existing clients, you protect them against price poachers. This will put you in a position to up sell in more stable times in the future.
6. You have to make an impression with new customers. This starts with product knowledge and understanding the customer's needs.
7. Keep an eye on expenses and act sooner rather than later to manage costs.
Downturns are a part of economic cycles. The best way to weather a downturn is to form a realistic plan. While it's tempting to hope for improved economic conditions, "hope is not a strategy." Most importantly, do not get caught in the “black hole” of operations, because it is tempting to be pennywise and pound foolish and cut back too much, leaving the franchisee doing all of the “work work” of the business. Remember your job description: business development director. Remember….top line revenue solves almost any problem.
Staying focused on selling new customers and servicing existing ones is the key to prospering during a downturn.
Tuesday, December 2, 2008
DOT Training
Nearly three weeks ago, we began a process to provide a DOT program and to establish a format for ongoing training needs. The last discussion on this topic was a conference call discussing the contents of a DOT program, the need for a training process, and what should be included in this training. Our assignment was to provide each franchise location with a written list of items to be included in the DOT program which John Lipp subsequently sent to each of you. Once this list is returned by all locations, all of the items will be put into a summary list of training subjects and criteria will be developed for the ongoing training.
The next step is to decide on a training format and a training schedule.
We discussed a January Regional Training to be held on January 17-18th in Sacramento, in order to begin this training program, followed up with Webinars, if necessary. We need to know if this is something that everyone wants and will attend. We have a deadline for the scheduling of this meeting, because of travel schedules, by this Thursday, December 4th, at 5:00 pm. If you would like to have this type of training session on this date, please drop me an email with your thoughts at mstorm@accudiagnostics.com or give me a call at my office at 925-376-2900, x 201.
If these dates do not work, we can always schedule alternative dates. However, I have Mr. Judge scheduled for this time window and he may or may not be available at another time. We can also hold this training via Webinars, in which Mr. Judge would host.
The next step is to decide on a training format and a training schedule.
We discussed a January Regional Training to be held on January 17-18th in Sacramento, in order to begin this training program, followed up with Webinars, if necessary. We need to know if this is something that everyone wants and will attend. We have a deadline for the scheduling of this meeting, because of travel schedules, by this Thursday, December 4th, at 5:00 pm. If you would like to have this type of training session on this date, please drop me an email with your thoughts at mstorm@accudiagnostics.com or give me a call at my office at 925-376-2900, x 201.
If these dates do not work, we can always schedule alternative dates. However, I have Mr. Judge scheduled for this time window and he may or may not be available at another time. We can also hold this training via Webinars, in which Mr. Judge would host.
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