Should We Cut Costs or Raise Prices?
Strong revenues can cover a lot of financial ills in a company. But as revenue growth becomes less certain, good
Read more
Author: Paul Starkey
Paul Starkey is a 28 year CI industry veteran who led ELAN from infancy to a 150 person company. He is a visionary, keen on innovation, pioneer of on-line training, and numerous product innovations. He is co-founder of VITAL MGMT, the BRAVAS cooperative and now PrepTech a workforce expansion service for CI.
Posts By: Paul Starkey
Sales Tools You Need Today
There appears to be momentum to simplify and streamline the CI selling process. Tools such as SalesToolz, SlatePlan, Mobile Quote
Read more
Does Your Business Test Positive?
In today’s environment, testing positive doesn’t sound like a good thing. But, is your business positively capable of weathering the
Read more
What Is Killing Your Sales Productivity?
Before we get into it: can we agree that the major objective is for your prospective client to adopt you
Read more
Monetizing Your Business
What does it mean to monetize your business? Simply stated, to get money out of it. And in our experience
Read more
Priority Setting – It’s the Ball Game!
I can’t tell you how many times we hear from CI dealers – “I just have other priorities”, or, “I
Read more
Which Is The Hardest Margin To Manage?
In CI, equipment margins are pretty easy to manage (if you don’t allow discounting). And parts (consumables) can be managed
Read more
Is Anyone Watching the Door?
When was the last time you walked into a store, grabbed a bunch of stuff, and walked out the door
Read more
Magic Decoder Ring
As a kid, we imagined there was a secret decoder ring that would open up the secrets of the universe,
Read more
These 5 Actions Improve Labor Margins
Ultimately, Labor Margin is the resounding best measure of productivity, since it combines all factors of productivity, pricing, cost and
Read more