Recent Articles
FEATURED ARTICLE  Five Ways to Succeed in 'The New Reality'
May, 2010
Training and Technology: They are the true “difference makers” in your new world.
(full article...)
June, 2010
The Future is Here, But Are You in It?
(full article...)
July, 2010
Interest Rates Are Your Next Big Challenge
(full article...)

 
July 2010
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Interest Rates Are Your Next Big Challenge

Get serious about cleaning out nonproductive parts inventory now, because time is not on your side.

 
July 2010 - NGWA Well Water Journal
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Eventually Yours

How long will you wait to get on the Internet?

 
June 2010
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The Future is Here, But Are You in It?

Technology is now “helping” technicians, and factory-authorized dealers should be leading the charge in bench-marking efficiencies.

 
June 2010 - NGWA Well Water Journal
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The Internet and You

Are you falling victim to the “Internet world”?

 
May 2010 - NGWA Well Water Journal
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Training and Technology

They are the true “difference makers” in your new world.

 
April 2010
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Sales Cover Lots of Sins
But did we really know how much the good markets in the past were hiding from us?
 
April 2010 - NGWA Well Water Journal
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The Most Important Resource You Have

It’s your employees. Just try doing your work without them.

 
March 2010
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Shop Costs: Breaking it Down for Your Customer
It may look like an obstacle course, but for some it may be the only path to gaining their repair business.
 
March 2010 - NGWA Well Water Journal
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Three Lists . . . That’s Not Too Much, Is It?

If we pay attention to our employees, we will learn the truth.

 
February 2010
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The Depth Chart Looks Pretty Shallow
Where are we going to find all of the talented people we will need in the future?
 
February 2010 - NGWA Well Water Journal
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Enthusiasm Is Contagious . . .Let’s Spread It Around

Move away from “demotivating” people and back to motivating them.

 
January 2010
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Welcome to the New World
It is time for action – time to develop the strategy to thrive not just survive.
 
January 2010 - NGWA Well Water Journal
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Let's Not Just Wait and Hope . . . Let's Get Doing

Managing debt has become one of the key drivers in your business.

 
December 2009
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That Was the Year That Was – Wasn’t It?
Every now and then it is good to kick a year out, not just welcome the new one in.
 
December 2009 - NGWA Well Water Journal
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That Was the Year That Was

Looking forward to 2010 is not a bad thing.


November 2009 - Feature Article
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Five Ways to Succeed in 'The New Reality'
Responding to reader feedback from recent CED ‘Aftermarket’ columns,
the author elaborates on his recommendations for aggressive, intentional product support outreach.
 
November 2009
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Clarity of Purpose is More Important Now Than Ever Before
There is too much noise around our world today – too much of everything, except business.
 
November 2009 - NGWA Well Water Journal
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Technology and Performance
With affordable technology, almost anything is possible.
 
October 2009
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Pragmatic Optimism – is that an Oxymoron?
Good news: You can get that parts market share up again, and the secret is in the right balance of personnel to keep customers happy.
 
October 2009 - NGWA Well Water Journal
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Internal Excellence and Innovation
How can good people do a great job without the tools, technology, and training in place?
 
September 2009
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How Are Your ‘Heroes’ Doing These Days?
Employees have been hurt by less pay, some furloughs.
It will be their turn soon.
 
September 2009 - NGWA Well Water Journal
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What You Must Excel At Will Determine Your Success
But who will tell you what it is that’s important?
 
August 2009
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The Difference Between Stupidity and Ignorance
We must move on the new market truths or face extinction.
 
August 2009 - NGWA Well Water Journal
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Pat Yourself on the Back
Rarely does anyone tell you what doing a good job looks like.
 
July 2009
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The New Reality in Our Dealerships
Continuing to do what we have always done is no longer sustainable.
 
July 2009 - NGWA Well Water Journal
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Positioning Your Products or Services
A presentation is from your point of view, positioning is from
that of the customer.
 
June 2009
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The Business Model is Dead – Long Live the Business Model
The tactics we employ must change with the times.
 
June 2009 - NGWA Well Water Journal
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Creating a Sales Machine to Improve Customer Support
Good selling is not just about being friendly and personable—it’s hard work.
 
May 2009 - NGWA Well Water Journal
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Let’s Get on Offense and off Defense
How about we shift our view from internal to external?
 
April 2009
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A Silver Lining Right Under Your Roof
After decades of a throw-away mentality, didn’t you expect this to happen sooner or later?
 
April 2009 - NGWA Well Water Journal
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What Drives Good Customer Service?
Attracting, developing, sustaining, and retaining customers is the key to profitability.
 
March 2009
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What’s in Your Tool Box?
If cutting costs means cutting professional education for employees, delivering best-in-class services is going to be a challenge.
 
March 2009 - NGWA Well Water Journal
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Good People with Good Products Prevail
Attract and retain quality people for your firm.
 
February 2009
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Does Your Software Make the Grade?
Parts and service people responding to customer calls need more information at their fingertips.
 
February 2009 - NGWA Well Water Journal
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Provide Additional Value to Your Customers and Win
How are we maintaining our infrastructure?
 
January 2009
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Ready to Face Your Sacred Cows?
The truth may hurt but confronting our myths is the only way to succeed these days.
 
December 2008
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A Challenge Only You Can Tackle
Listen to your customers’ real priorities, and make them yours.
 
November 2008
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How Much Are You Letting Go?
If you’re cutting personnel, you’re losing far more than you may realize.
 
October 2008
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The Shifting Sands of Time
Isn’t it about time we looked after capital equipment properly?
 
September 2008
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Your Selling Prices and Costs
Are you on auto-pilot when it comes to passing costs on to customers?
 
August 2008
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Absorption…. Isn’t this a perfect time for it?
Let’s get back to the basics of what it means.
 
July 2008
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The ABCs of Sales Campaigns
Thoughtful preparation is critical for success
in your parts and service campaigns.
 
June 2008
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Market Coverage with a Twist
Retain good customers and grow market share with a little help
from your managers.
 
April 2008
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Thinking Out of the Box
Who put us in this box in the first place? I want to talk to them.
 
March 2008
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What are We Really Doing About Customer Satisfaction?
They’ve told us what they need and want – the rest is up to us.
 
February 2008
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Assessing Customer Service
A survey of your customers tells a story you need to hear.

 

 
 
   
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