Pest Management Professional, February 2013
S P O N S O R E D B Y IN EARLY JANUARY MAIL ALL TERMITE RENEWAL CUSTOMERS AN INCENTIVE DISCOUNT TO PRE PAY THEIR TERMITE RENEWALS BY MARCH 15 Celeste Hiciano our office manager oversees this project and generates about 150000 in revenue at a time when cash flow is at its lowest Even if customers miss the March 15 deadline we often extend it As the old saying goes One in the hand is better than two in the bush MONITOR PAYMENTS Flag or track all your large renewals over 1000 to ensure timely payment CONDUCT WEEKLY SALES TRAINING MEETINGS WHICH INCLUDE MARKETING AND STRATEGIC PLANNING Tom Greve our director of national sales reviews strategies geared toward generating termite work and motivates sales staff in weekly training meetings PROVIDE ONGOING TRAINING FOR YOUR SERVICE TECHNICIANS AND ADMINISTRATIVE STAFF COVERING ALL ASPECTS OF TERMITE CONTROL It is extremely important for your entire staff to be able to properly identify termites In our training meetings Branch Manager Tim Periard reviews termite identification workers soldiers swarmers etc termite damage documentation additional documentation support in software notes photos etc and any new technology that will keep us competitive We also invite industry experts to speak to our staff Recently an industry leader spoke to our entire staff about the latest termite sales and service trends We like to time these talks around high season before the onset of a particular pest Typically all of our training meetings are booked one year in advance We highly value the importance of keeping our staff trained and informed of the latest termite control techniques ENCOURAGE YOUR STAFF TO GIVE BUSINESS CARDS TO EVERYONE THEY MEET BECAUSE THIS CAN AND WILL LEAD TO NEW BUSINESS Were an aggressive company that gives out business cards and plenty of promotional items such as coffee mugs pens magnets writing pads hats T shirts etc Years back when Stuart stopped at the Lukoil gas station on Rt 208 S Fair Lawn N J for a fill up he handed the attendant a business card and said what he always says If I can ever be of assistance do not hesitate to call Not surprisingly he called and we treated his house for termites Continued on page S10 Decked out in the right gear for the job this Bug Doctor tech gets down and dirty in the hard to reach places Photo by Fred Miller fmfotofm@ aol com www mypmp net Pest Management Professional February 2013 S7
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