What is the real purpose of our businesses? Is it to make money? Is it for personal satisfaction? Is it to take care of people and things we have a responsibility toward?  All of the above and one more foundation stone.

To help people!

Ultimately any business that does not help people does not last. Who is that you are to help? The obvious answer is the customer. Without helping a customer get ahead of where they are today your business would not be able to open the doors. Without consistently helping new customers brought to you by referrals that source of business would dry up as would your business.

It is more than helping just the customer that we have to help in this time period. You need to be helping your employees, referring partners, past customers, new customers and even customers that are still potential but not yet real customers.

What’s that you say? People that are not my customers? That is right! Everyday people come to your office and they do not have a clue as to what they are doing. If they knew what they were doing they would not be walking in and asking for an estimate of damage to their vehicle. Think about it! You know the claims process. Would you go around and get estimates if you were in an accident? No way!! You would tell the insurance company where the car is and to send an appraiser to see it so you could get it fixed. Is it not what your potential customer wants, to get their car fixed? Help them with that and they will buy from you. How do I know? That is what our clients are doing daily with the visitors to their shops. Helping them get what they truly want. How do we measure that? Through their closing ratios (see success stories in this and past issues).

Sometimes those visitors are not going to buy from you today. You can differentiate yourself from the competition by helping that visitor. The competition is just "doing business as usual" writing estimates. Why don’t you stop the cycle and help those visitors?

Speaking of competition, sometimes you even need to help the competition. Educate them. By contributing to your competition you will be competition! If they do not know what they can get paid for, show them!

How are you to help the employees? By doing for them what they are not willing to do for themselves. Look out for their interests whether those interests are long term financial security like retirement funds or shorter term things like benefits. What? Can’t afford them? Look around you cannot not afford them! Get creative on your own or consult with us or another firm on how to accomplish these things. It is that important!

And that my friends, is a little on the purpose of business. Don’t you feel better about counting the rewards of helping?

Another New Arrival at Clayton’s!We had no idea that when you did the program that not only would you expand the business (profits are up, closing ratio is improved, average ticket price increased by over 30%) but also the extended family in Jen had a baby girl! Congratulations!!!

One of the Best Years For Wally’s Co.!!!Since starting the program, the crew has posted some of the best months with an average ticket price up by over 20% and a closing ratio up over 30%!!

Joe of the Great White North.!!!Since starting the program Joe and Mazzan have steadily made improvements to closing ratio (up over double), the negotiated prices being paid and they have increased their accounts!!!

More Good News at Clayton’s!We are very pleased to announce that an all-time record was set at the shop in the areas of closing ratio (up 20%) and negotiated pricing (ATP up 55%) Clayton & Ryan with the support of Kathy, Jen & Lisa are reaching out to help people and the rewards are rolling in! Keep up the good work!!!

Wally’s Group Set New Heights New performance levels have been achieved by the staff in suburban Chicago. By diligently applying the ABC Program a higher ATP, closing ratio and productivity levels have risen to levels that are producing big smiles! Stick with it!!!

Riding High in the High Desert! Steve & Tim have been really working it and are headed for on eof the best months in sales for the company. Staffing requirements are fewer due to the efficiencies they have achieved by applying the 2^nd Course principles. With fewer overheads and higher sales you can guess which way profit is going! You deserve it guys!!!

Hollywood Heights! Harry is achieving new heights of performance in LA. Average Ticket Price is up ($100)! Closing Ratio is up(30%)! Production Ratios are up(22%)! All is due to the commitment he shows to the Program. Quick application of the principles have helped accomplish these result in less than 30 days!