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Gateway Client Action Plan Template

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					Gateway Client Action Plan
Overview
Assessment - Gateway Questionnaire
Results Map
9 Ways Summary - From 9 Ways Alignment Consultation Questionnaire
Detailed GOAL Development
Strategy Selector
90 Day Plan
T&M
Open Issues
Closed Issues
5 Ways
Performance Review
                                   Action International
                            Gateway Assessment Questionnaire

          The following questionnaire is organized around the 6 steps, and acts as a gateway to the 374
      ACTION strategies in our 9 ways. Each of the statements/questions below will be mapped to one or
      more of our 374 Action strategies. Most importantly, the strategies we believe are most critical will
      be noted, and have coaching syllabus templates available to aid in the implementation of the strategy.

                                                                                                                      Yes = 1
                                                                                                                      NO = 0

     MASTERY - Chaos to Control
     TIME - Self Control
 1   I delegate or outsource most/all of the Admin and Low Value/Low Enjoyment work                                      0
 2   I regularly delegate routine activities                                                                             0
 3   I have a Default Diary that delivers maximum productivity                                                           0
 4   I work ON my business for at least 4 hours each week                                                                0
 5   I write a “To Achieve” list each evening for the next day                                                           0
 6   I do not operate in crisis mode and have good balance in my work                                                    0
 7   I prioritize well and understand Urgency & Importance with all my decisions                                         0
 8   I have good self discipline and manage myself well                                                                  0
                                                                                                              Total      0
     TEAM
 1   Our employees work well together with little friction and morale is good                                            0
 2   We have the right staffing for our workload and rarely work overtime                                                0
 3   We have a company organization chart and all employees have a copy                                                  0
 4   Individual responsibilities are clearly defined.                                                                    0
 5   We conduct regular Team meetings                                                                                    0
 6   I possess a vision of where the company is going which I share with the TEAM                                        0
                                                                                                              Total      0
     MONEY
 1                                                       Break Even
 2   I know how to calculate Break Even and know where my business stands in this regard                                 0
 3   I know my daily/weekly/monthly overhead costs                                                                       0
 4   I know on average, how much I MAKE on each sale                                                                     0
 5   I know how many sales, customers, or dollars I need to make per day/week/month to Break Even                        0
 6   I regularly measure my sales, customers, and dollars statistics                                                     0
 7   I have a Cash flow budget for the business                                                                          0
 8   I have a Break Even forecast for the business                                                                       0
 9   The company has an annual budget and reviews performance against it monthly.                                        0
10   I understand and have calculated the true cost of each of our products or services                                  0
11   I know my monthly cash flow requirements                                                                            0
12   I have appropriate internal financial controls for my business                                                      0
13   I monitor and track my receivables and payables on a regular basis                                                  0
14   Loans and bills are paid on time and according to supplier terms                                                    0
15   I regularly review key F/S trends (GP%, G&A %, Key costs, Rev Growth, Employee Productivity)                        0
                                                                                                              Total      0
                                                         Profit Margin
 1   We never discount prices                                                                                            0
 2   I regularly review my expenses and attempt to contain or drive down these costs                                     0
 3   I have a Profit and Loss budget for the business                                                                    0
 4   I plan for Profit and set daily/weekly/monthly Profit Goals                                                         0
 5   I know how to increase my Gross Profit                                                                              0
 6   I have more than 5 strategies in place to increase my Gross Profit                                                  0
 7   I know what Mark Up is and target levels                                                                            0
 8   I know what Margin is and have set Minimum Margin Goals                                                             0
 9   I ensure that all products/services I sell make a Profit                                                            0
10   I know how to increase my Margins                                                                                   0
11   I have more than 5 strategies in place to increase my Margins                                                       0
                                                                                                              Total      0
                                                          Reporting
 1   Inventories are monitored to ensure turnover with minimal financial outlay.                                         0
 2   I know my Average $$ sale                                                                                           0
 3   I regularly review these figures…..daily/weekly/monthly                                                             0
 4   I know my Margins                                                                                                   0
 5   I regularly review my Cash flow position……monthly                                                                   0
 6   I can predict my future cash flows                                                                                  0
 7   I regularly review my Profit & Loss position…..monthly                                                              0
 8   I can predict my future profits                                                                                     0
 9   I use these reports so I can make decisions for the future                                                          0
                                                                                                              Total      0
     DIRECTION - Goals
 1   We have goals which are reviewed at regular intervals                                                               0
 2   I have full clarity of where I am going and where I am driving my business                                          0
 3   I have a living business plan that I refer regularly refer to                                                       0
 4   I have a documented Vision for the business                                                                         0
 5   I have a documented Mission statement                                                                               0
 6   I have a Culture statement                                                                                          0
                                                                                                              Total      0
     DELIVERY - Service
 1   Customers generally have positive experiences in dealing with us                                                    0
 2   Our products or services are almost always delivered on schedule or as promised                                     0
 3   We track customer feedback                                                                                          0
 4   Consistency is our primary customer focus                                                                           0
 5   We deliver what our customers want                                                                                  0
 6   We deliver what our customers need                                                                                  0
 7   I have defined our customer service standards                                                                       0
 8   We consistently deliver in a way that exceeds our customer‟s expectations                                           0
 9   We regularly survey our customers to determine how we can better serve them                                         0
10   We analyze our mistakes and take active steps to remedy them                                                        0
11   I have a standard for dress code including the use of name tags                                                     0
12   We have a script/process in place for greeting customers                                                            0
13   We have a script in place for answering the phone                                                                   0
14   We have documented flow charts/procedures to ensure every customer experience is the same                           0
                                                                                                              Total      0
     SYSTEMS
 1   We keep an accurate database of our customers and prospects                                                         0
 2   We track our leads, our client conversion rate and the number of transactions per client, ongoing.                  0
 3   I use a financial software package and create and use financial statements monthly                                  0
 4   I have determined and monitor important KPI's(key performance indicator's) for my business                          0
 5   I understand my chart of accounts and have set it up to reflect management info needed                              0
 6   Our Sales Process is documented                                                                                     0
 7   Our Sales Process is followed                                                                                       0
                                                                                                              Total      0
     NICHE - USP and Great Cash Flow
     5 WAYS - The Business Chassis
 1   I know and understand the 5 Ways business chassis                                                                   0
 2   I know my numbers in each area                                                                                      0
 3   I have a growth target in each area                                                                                 0
                                                                                                              Total      0
     USP & GUARANTEE - Point of Difference
 1   I have completed a USP & Guarantee assessment                                                                       0
 2   I have defined what my business Uniqueness is and it is truly unique                                                0
 3   I have produced a Guarantee that is meaningful                                                                      0
 4   My team knows what our point of difference and Guarantee is                                                         0
 5   The company has a very good knowledge of it's competition and their practices.                                      0
 6   Our team has a very good understanding of our customer's needs and requirements                                     0
 7   The company has found a niche for it's product and no longer competes on price.                                     0
 8   We always educate clients on value and never market on price.                                                       0
                                                                                                              Total      0
     MARKETING RULES
 1   I believe that Marketing is an investment when I Test & Measure                                                     0
 2   I spend more time generating income than reducing costs                                                             0
     I put 50% of my time, effort and investment into delivery of my products/services and the other 50% on
 3   Sales & Marketing                                                                                                   0
 4   I Test & Measure everything                                                                                         0
 5   I know my Acquisition Cost and understand that buying customers is an investment                                    0
 6   I have a long term view of the value of our customers and know their Lifetime Value                                 0
 7   I always aim to reduce my Acquisition Cost and increase my Lifetime Value                                           0
 8   We have a marketing/sales plan with identified target accounts based on our ideal customer                          0
 9   We only advertise when we can test and measure the results. We do not advertise randomly.                           0
10   The sales force is equipped with quality marketing materials                                                        0
11   Our sales volumes are continuously increasing.                                                                      0
12   The sales team is responsible for regular sales projections and held accountable.                                   0
                                                                                                              Total      0
     MARGINS
 1   We promote our high margin goods or services                                                                        0
 2   We rank our customers and focus on eliminating D customers                                                          0
 3   I regularly review key industry trends (GP%, G&A %, Key costs, Rev Growth, Employee Productivity)                   0
 4   I have identified 5-10 Margin strategies that I will use in my business                                             0
                                                                                                              Total      0
     AVERAGE $$$ SALE - More Money Per Purchase
 1   I have an Average $$$ Sale target, and review progress towards it regularly                                         0
 2   I have scripts in place and have trained my team in up selling and down selling                                     0
 3   I have scripts in place and have trained my team in cross selling                                                   0
 4   I have identified 5-10 Average $$$ Sale strategies I choose to use in my business                                   0
 5   I have a plan for implementing & reviewing these strategies                                                         0
 6   We calculate our average dollar sale                                                                                0
                                                                                                              Total      0
     CONVERSION RATE - Getting Better Sales Performance
 1 I have a Conversion Rate target, and review progress towards it regularly                                             0
 2 My team use sale scripts                                                                                              0
 3 We have a sales process which is documented                                                                           0
 4 We have a benefits and features list for our products/services                                                        0
 5 Our sales team does regular training on products/services                                                             0
 6 Our sales team does regular sales skills training                                                                     0
 7 My sales team is responsible for regular sales projections and is held accountable                                    0
 8 I have identified 5-10 Conversion Rate strategies I choose to use in my business                                      0
 9 I have a plan for implementing & reviewing these strategies                                                           0
10 We know our conversion rates from lead to customer                                                                    0
11 We survey potential customers who do not buy our products to improve our product or service.                          0
                                                                                                              Total      0
     NUMBER OF TRANSACTION - Investing in existing customers
 1   I have a computerized customer database                                                                             0
 2   I have identified the key information I need about each client                                                      0
 3   I have Graded all of my customers and know who are my A,B,C & D clients                                             0
 4   I have strategies in place to move my customers up the ladder of loyalty                                            0
 5   I have active strategies to encourage my existing customers to purchase again (and again)                           0
 6   I make regular offers to my existing clients                                                                        0
 7   I contact my entire customer database at least every 90 days                                                        0
 8   I have a system in place for innovating and adding value for my customers                                           0
 9   I have identified 5-10 No. of Transactions strategies I choose to use in my business                                0
10   I have a plan for implementing & reviewing these strategies                                                         0
11   We know our average number of transactions per customer                                                             0
12   The entire team is aware of the lifetime value of our customers                                                     0
13   Every member of our team is a walking, talking advertisement for the company.                                       0
                                                                                                              Total      0
     LEAD GENERATION - Finding more prospects
 1   I have identified my target market                                                                                  0
 2   I have a list of non-competing businesses that target the same market as I do                                       0
 3   I have several strategic alliances in place                                                                         0
 4   I have a systemized referral strategy in place                                                                      0
 5   I know what publications my target market read and what organizations they belong to                                0
6    I only advertise after I have done a complete marketing strategy analysis and Break Even calculation               0
 7   I have a folder of my previous marketing campaigns                                                                 0
 8   I have a folder of other peoples marketing pieces                                                                  0
 9   I have a list of Headlines for my marketing pieces                                                                 0
10   I have an annual marketing plan that is budget driven                                                              0
11   I have a marketing 10x10                                                                                           0
                                                                                                                Total   0
     LEVERAGE - Investing in Systems for improved productivity
     SYSTEMS - I have documented my systems so the business works without me
1    I have documented all sales and marketing systems…                                                                 0
2    I have documented and charted all information and work flow processes…                                             0
3    I have all key tasks and routines documented in a policies and procedures manual …                                 0
4    I have a process to track and control all updates to documentation …                                               0
5    I have a systems training & an orientation program…                                                                0
     I have identified up to 5 System strategies that I choose to use in my business, and have a plan for
6    implementing / reviewing these strategies…                                                                         0
7    We have reviewed our basic systems to determine which require upgrading                                            0
8    We have conducted a "Life of an Order" process study of our business                                               0
9    We schedule & complete regular maintenance on all equipment                                                        0
10   We have automated all important systems                                                                            0
11   We have documented all important systems                                                                           0
12   We run a regularly scheduled computer back up system                                                               0
13   We use rosters and schedules for repetitive tasks                                                                  0
14   We have security systems                                                                                           0
15   Terms are negotiated with all suppliers including early payment discounts.                                         0
16   We go through and regularly update QC and QA procedures                                                            0
17   We have comprehensive policy and procedure manuals that are updated regularly                                      0
                                                                                                                Total   0
     TECHNOLOGY - I understand that systems should run the business
1    I schedule & complete regular maintenance on all key items of equipment…                                           0
2    I run computerized systems for stock control, invoicing & credit monitoring…                                       0
3    I run a purpose designed computer database program to track customer details for sales and marketing…              0
4    I use up to date computer software and hardware…                                                                   0
5    I re-system as the business grows…                                                                                 0
     I have regular off site computer (minimum weekly) back ups and regularly test these off site
6    (minimum quarterly)…                                                                                               0
     I have identified up to 5 Technology strategies that I choose to use in my business, and have a plan for
7     implementing                                                                                                      0
8    We document information flow processes using a computer database program                                           0
9    We upgrade office equipment regularly                                                                              0
                                                                                                                Total   0
     KNOWLEDGE - I have read/watch/listen & made notes
1    I read at least 2 books a month                                                                                    0
2    I've read Instant Systems by Brad Sugars                                                                           0
3    I listen to tapes, CD's, etc on how to improve my business                                                         0
4    I watch DVD's, videos, etc on how to improve my business                                                           0
5    I go to seminars, conferences etc, to network with others in my field                                              0
6    I take courses or study aspects of my business                                                                     0
                                                                                                                Total   0
     PEOPLE
1    We manage our business so our people and our processes can change to meet our customers needs.                     0
2    We have a complete systems training and induction program                                                          0
                                                                                                                Total   0
     TEAM - Investing in People for Improved Productivity
     SIX KEYS TO A WINNING TEAM
 1   There are/is a strong leader(s) other than myself in the business                                                  0
 2   We have identified what kind of leadership qualities are needed in my business                                     0
 3   Our culture and values statement has been established, written down and is available                               0
 4   The team promotes and maintains the culture of the business                                                        0
 5   There is a clear common goal that my team are aiming for                                                           0
 6   I have positional descriptions and up to date contracts for every member of my team                                0
 7   The company and each team member has a 90 day SMART goal plan…                                                     0
 8   I have developed and implemented my company‟s „Rules of the Game‟.                                                 0
 9   I have implemented a strategy that lays down how results are to be achieved and measured (KPIS)                    0
10   My team have understand clearly what their roles and limitations are.                                              0
11   Each role has been systemized and documented                                                                       0
12   My whole team are involved and included                                                                            0
13   Our Team is aligned with our Vision, Mission, Values, & Culture                                                    0
14   Every team member believes that creating "raving fans" is their single most important responsibility               0
15   We conduct regular performance evaluations that focus on goal achievement & career planning                        0
16   We have a comprehensive contingency staffing system in place.                                                      0
17   The sales and production and/or service staffs operates as a team versus a group of individuals.                   0
                                                                                                                Total   0
     LEADERSHIP
1    I regularly review the individual and joint performance of my team with them                                       0
2    I have a strong clear vision that my team understand                                                               0
3    I consistently maintain the company vision                                                                         0
4    I am able to trust my team and allow them responsibility to make decisions fix any upsets (support risk taking)    0
5    My team works to their strengths                                                                                   0
6    We regularly schedule team recreational activities outside of the work environment                                 0
                                                                                                                Total   0
     COMMUNICATION
1    I hold regular team meetings…                                                                                      0
2    The team meetings have measurable outcomes                                                                         0
3    My team plays above the line                                                                                       0
4    I have a system for encouraging open communication amongst team members (WIFLE and others) …                       0
5    Staff communication is good and duplication of work rarely occurs                                                  0
6    We regularly survey our employees                                                                                  0
7    We have a conflict resolution and mediation system in place                                                        0
                                                                                                                Total   0
     RECRUITMENT
1    I have implemented and customized the action recruitment system to work in my business                             0
2    I employ people to “run the systems” in my business                                                                0
3    I hire on Attitude                                                                                                 0
4    I have a consistent recruitment system                                                                             0
5    I have a system for ensuring people continuity and succession                                                      0
6    Our recruitment and hiring process is systematized                                                                 0
                                                                                                                Total   0
     TRAINING
1    I have 5-10 KPI‟s for each position in my business                                                                 0
2    I have a program in place for ongoing training and team building                                                   0
3    I use behavioral style assessments for each team member                                                            0
4    Professional Development and Team Training is regularly scheduled and monitored                                    0
5    We have up to date "how to" and "positional" manuals to facilitate job/duties training                             0
6    We have an employee orientation welcome system in place                                                            0
7    I have a systemized training program for skills                                                                    0
                                                                                                                Total   0
     RETAINING
1    I have an up to date organizational chart…                                                                         0
2    I have an organizational chart for when the business is finished                                                   0
3    The company has a system for rewarding longevity and performance                                                   0
4    We are recognized by our employees as a great place to work                                                        0
5    We have a recognition system and incentive programs in place that honors our employee's achievements               0
                                                                                                                Total   0
     KNOWLEDGE - I have read and made notes
1 One Minute Manager                                                                                                    0
2 Instant Team Building                                                                                                 0
3 Fish                                                                                                                  0
4 Whale Done                                                                                                            0
5 Leadership - By Rudy G.                                                                                               0
  I have identified the “Team” strategies I choose to use in my business, and have a plan for
6 implementing / reviewing these strategies…                                                                            0
                                                                                                                Total   0
     SYNERGY Team Running Systems to Maximize Potential
     SYNERGY - Where if I add one and one I get three or more
1    I have an enrolling and inspiring company vision and mission                                                       0
2    My team knows about the vision, mission and rules of the game                                                      0
3    I have a system for career planning within the company                                                             0
4    I have an ongoing training system for staff including time management training, sales training and team skills     0
5    My staff all have job descriptions and I have a redundancy system that I have shared with staff                    0
6    My business has contingency staffing plans in the case of any absence and staff are cross-trained so as to         0
     I have identified, appointed and groomed a general manager so I can walk away from the business and still get
 7    massive results                                                                                                   0
 8   I don‟t have to show up at work every day…                                                                         0
 9   I enjoy and am motivated by my work…                                                                               0
10   My business fulfils my life goals…                                                                                 0
11   The company has a formal written business plan focused on growth strategies                                        0
12   Regular planning session are conducted with our team to assure input from all parts of the company                 0
13   Our customers are raving fans and regularly refer other customers to us                                            0
14   Our team engages in open communication and positive interactions at all levels                                     0
15   Our team produces top quality products and services the first time                                                 0
16   Team synergy is so advanced at all levels of the business that they function with minimal supervision              0
17   Our product and service delivery is consistently very high                                                         0
18   The business plan is a living document regularly referred to, tested and measured and updated quarterly            0
19   The company culture is defined, cooperative and forward thinking.                                                  0
20   No one area of the company is dependant on a single supplier.                                                      0
21   Every member of the team is contributing at their full potential.                                                  0
22   Every K P I in the business is improving and above industry norms                                                  0
23   Team and facilities are being utilized to at least 80% of their potential.                                         0
                                                                                                                Total   0
     KNOWLEDGE - I have read and made notes
1    Billionaire in Training by Brad Sugars                                                                             0
2    Our Team is highly engaged in advancing their personal and professional development                                0
                                                                                                                Total   0

     RESULTS
     PERSONAL
1    I have financial and personal independence                                                                         0
2    I am investing and growing assets outside my business                                                              0
3    I am giving back to charity                                                                                        0
4    I am mentoring others                                                                                              0
     I have surrounded myself with a dream team (outside your business ) – Ideas person, prioritizing and planning
5     person, detail person, financial person etc.                                                                      0
     I have written a book, booklet or developed a business game. I own intellectual property that is earning me an
 6    income.                                                                                                           0
 7   I am actively putting on an exit strategy in place                                                                 0
 8   I regularly spend quality time with the people who are important in my life                                        0
 9   I live a healthy balanced lifestyle, communicate and express my feelings openly in a stress free environment       0
10   I work less than 50 hours per week.                                                                                0
11   I am engage in financial planning geared to financial independence                                                 0
12   I am proud of my team, business, contributions to community and personal and professional achievements.            0
13   I have the time and energy to pursue personal and professional goals outside of my business                        0
                                                                                                                Total   0
     BUSINESS
1    The business is generating passive income                                                                          0
2    I have groomed a general manager who runs the business for me                                                      0
3    Our business is achieving all revenue and profit goals                                                             0
4    I manage my time effectively and efficiently with more time to focus "working on my business"                      0
5    I am happy with the financial returns my business is awarding myself, my team and our families                     0
                                                                                                                Total   0
Mastery              Niche          Leverage          Team        Synergy        Results
      0%                      0%           0%                0%         0%           0%

Time                 5 Ways            Systems      6 Keys to a Win Synergy      Personal
                0%                  0%           0%              0%           0%          0%
Team                 USP & Gurantee Technology      Leadership      Knowledge    Business
                0%                  0%           0%              0%           0%          0%
Money                Marketing Rules Knowledge      Communication
                0%                  0%           0%              0%
Break Even           Margins           People       Recruitment
                0%                  0%           0%              0%
Profit Margin        Ave $$ Sale                    Training
                0%                  0%                           0%
Reporting            Convers. Rate                  Retaining
                0%                  0%                           0%
Direction            # of Transactions              Knowledge
                0%                  0%                           0%
Delivery             Lead Generation
                0%                  0%
Systems
                0%
Total   Average
 0%       0%
9 Ways Questionnaire Summary                                    Client Responses
     YOUR PERSONAL GOALS
1    Leisure Time
2    Top 5 words that describe you
3    Personal Role model and why
4    Business Role Model and why
5    Personal Goals
6    Partner‟s goals
7    Means of achieving these goals
8    Your Dream
9    Passive income from your business?
10   Why not

     YOUR BUSINESS GOALS
1    In business because
2    Initial goals and ambitions
3    Realized goals
4    Goals now and how they changed
5    Hours per week working
6    Happy?
7    Happy with money?
8    Desire to make $ _______
9    What do you want from the mentor program

YOUR BUSINESS CHALLENGES
1    Feel you are good at
2    Feel you need to improve
3    Current systems or team challenges
4    New systems and team challenges if you expand
5    Frustrations in industry
6    Frustrations in your business
7    Team members understanding of your goals
8    Rate communication

YOUR BUSINESS CHALLENGES
1    Different Target Markets
2    Description of each
3    Important factors
4    Papers/Magazines
5    Potential Alliances
6    Other targets

LEAD GENERATION
1    Test and measure leads q Yes How many
2    q No How many potential
3    Current advertising or marketing
4    Current number going now
5    Done in the past didn‟t work
6    Why didn‟t work
7    Competitors doing well
8    What competitors do that affect you
9    3 things come to mind……..Clients
10   What limits advertising and marketing
11   List of un-converted prospects q No q Yes
12   Details do you keep

CONVERSION RATE
1    T&M Conversion rates for current advertising q Yes It is
2    q No What it could be
3    More than one type of conversion rate q No q Yes
4    They are
5    People tend to q Walk in q Phone In
6    They ask
7    Basic prospect contact process is
8    # of Strategies to increase conversion rate
9    Sales scripts q No q Yes
10   They are
11   Formal sales training for team q No q Yes
12   Type of training
13   3 things come to mind when I say “Salesperson”
14   Things that stop people from buying
15   Meaning in $$ of increasing conversion rate by 10%

NUMBER OF TRANSACTIONS
1    Test and measure your number of transactions q Yes
2    # of people who come back?
3    q No Estimate Frequency you think your customers come back
4    % that never come back?
5    Database of past customers q No q Yes
6    Information kept in your database
7    Frequency of contact your past customers
8    Method employed
9    Those that work are
10   Those that have not worked are
11   Why they didn‟t work
12   Benefit of regular contact Yes q No
13   Reason why not

AVERAGE DOLLAR SALE
1    Test and measure average dollar sale q Yes It is
2    q No You Think it is
3    Current strategies to improve it q No q Yes
4    They are
5    Offer package deals q No q Yes They are
6    Accept credit cards/Debit Cards q No q Yes
7    Because
8    Current cross-selling or on-selling
9    Currently stock or offer clients aren‟t buying

PROFIT MARGINS
1    Know your true margins q No q Yes
2    They are calculate by
3    Include freight q Yes q No
4    Date prices increased
5    Increase by
6    Costs that should be reduced q No q Yes
7    They are
RETAIL OUTLET ONLY
1    Buying in bulk q No q Yes
2    Bulk items are
3    Slow moving items q No q Yes They are
4    Know Stock turns over q No q Yes It is
5    Tried negotiate a better deals q No q Yes Able to negotiate
6    3 things come to mind when I say “Money”
7    Asked for supplier subsidy q No q Yes Able to get a subsidy of

SYSTEMS
People
1    Areas your staff performs better
2    Key skills & knowledge that is lacking
3    Staff training & development initiatives are
4    Work/responsibilities not currently delegated
5    Skills your team needs so you would delegate
6    Clear organizational chart with roles, responsibilities and areas for growth?
7    Succession plans and how they are regularly updated
8    Regular schedule of meetings are
9    They cover
     ▪    Operational Performance
     ▪    Strategy
     ▪    Personnel Planning/evaluation
     ▪    Finance
     ▪    Improvement Initiative/programs
10   Functional barriers are
11   Meeting discipline is like
12   Ground rules for meetings are
13   Our Mission/Vision and Culture statements are
14   We live by them?
15   HR systems e.g. recruitment system is
16   Job descriptions and KPI‟s are in line with company strategy?
17   Targets are updated every

Delivery & Distribution
1    Most inefficiencies are in
2    Process improvement initiatives are
3    Not implementing
4    Service is systematic, high quality and consistent?
5    It is measured/ recorded/by/every/ and is reported every
6    Actions are taken from these every
7    Formal feedback from customers is done by
8    Improvements in efficiency are you looking for are
9    Most useful productivity information
10   Information would be used for

Testing & Measuring
1    The numbers/KPI‟s that I need to know are
2    Information can be accessed now?
3    It takes this much time to access it
4    The person responsible for getting that information together is
5    The financial information I need is
6    I need this information every
7    The financial systems I think would save me time, money and cost are
8    Other useful measurements are

Systems & Technology
1    The person responsible for updating and modifying systems is
2    Changes are logged?
3    Procedures that are regular and repetitive are
4    Procedures are supported by a paper or technological system?
5    We use IT systems for
6    Our IT processes support/replace

FINALLY
1    The one thing I can do for you right now is
                                       Detailed GOAL Development
              1 Year GOALS                                   3 Year GOALS                                    5 Year GOALS                                         Why is it meaningful?
                                                                                                                                            If I do not reach at least $40,000 in profits in the first year,
Example : To generate 1M in revenue with the   Example : To generate 3M in revenue with the   Example : To generate 5M in revenue with the
                                                                                                                                           I promised my wife I would sell the business and get a job. I
     stretch goal of $50,000 in profits            stretch goal of $150,000 in profits            stretch goal of $300,000 in profits
                                                                                                                                                     do not want to return to corporate America.
                   The Following Action Strategies are some of the most used of the 374 strategies
                 listed on the 5 Ways and 4 Ways sheets. They are here for the convenience of the
                  coach, but may not represent all of what a particular client needs. For a complete
                             list of all strategies, please refer to the 5 and 4 Ways Sheets.

                                                   Mastery Strategies                                    Rank Order
  # of Tran      Better Service & Make Customers feel Special, Give them Magic Moments (NT1)
  # of Tran      Keep in regular customer contact (NT5)
Profit Margins   Increase Your Margins/Prices (PM1)
Profit Margins   Sell more big margin goods or services (PM2)
Profit Margins   NO Discounting (PM3)
Profit Margins   Sell Only Quality (PM4)
Profit Margins   Sack C and D Clients (PM7)
Profit Margins   Keep An Accurate Database (PM8)
Profit Margins   Efficiency, Productivity & Time Management (PM17)
Profit Margins   Team Incentives based on Margins (PM19)
Profit Margins   Know Your Actual Costs (PM21)
Profit Margins   Work Costs As A Percentage of Sales (PM 22)
Profit Margins   Reduce ALL Costs by 10% (PM26)
Profit Margins   Do It Right The First Time (PM27)
Profit Margins   Lower $$ Tied Up In Inventory (PM31)
Profit Margins   Regular Review of Outsourcing Opportunities (PM55)
Profit Margins   Regular/Timely Accounts, especially receivables (PM66)
   T&M           Complete & Keep To Monthly & Yearly Budgets (T&M1)
   T&M           Measure Conversion Rate for each sales person (T&M2)
   T&M           Complete a Purchasing System for all Internal Purchases (T&M3)
   T&M           Always Complete a Marketing Campaign Profit Analysis (T&M4)
   T&M           Keep A Record Of Your Profit Margins (by product or categories as appropriate) (T&M6)
   T&M           Continuously measure number and origin of all leads (T&M7)
   T&M           Measure Your Average Dollar Sale for Every Team Member (T&M9)
   T&M           Complete Monthly Financial Statements, preferably computerized (T&M11)
 T&M       Measure Key Performance Indicators In All Areas Of The Company (T&M12)
 T&M       Daily Or Weekly Update Your Cash Flow Statements (T&M14)
 P&E       Hold Regular Team Meetings (P&E13)
 P&E       Develop A System For Conflict Resolution (P&E9)
 P&E       Set the Company Vision and Write Your Mission Statement (P&E16)
 P&E       Set Company and Individual Team Member Goals (P&E18)
 D&D       Deliver your product / service with systematic consistency (D&D2)
 D&D       Measure Quality and Professionalism of Service Delivery (D&D11)
 S&T       Run a Computer Backup Program (internal controls) (S&T9)
 S&T       Prioritize Extraordinary Tasks (S&T21)
Gateway    To Do Lists (GA14)
Gateway    Free Time (GA15)
Gateway    Calculate Break-even Analysis (GA8)
Gateway    Review Chart of accounts for management use (GA16)
Gateway    Complete an Organizational Chart for the Company (GA13)
Gateway    Employ a hiring system identifying ideal staff (GA12)
Gateway    Understand Acquisition Cost Of Customers (GA25)
Gateway    Understand Delegation Vs Abdication (GA11)
Gateway    Review and/or implement a system of internal financial controls (GA30)
Gateway    Perform an 80/20 Analysis (GA25)
                                              Niche Strategies
Lead Gen   Direct Mail (LG21)
Lead Gen   Internet/Web Pages (LG31)
Lead Gen   Network Functioning (LG49)
Lead Gen   Salespeople (LG50)
Lead Gen   Telemarketing System (LG51)
Lead Gen   Cold Calling (LG52)
Lead Gen   Host Beneficiary (LG54)
Lead Gen   Strategic Alliances (LG55)
Lead Gen   Seminars & Events (LG57)
Lead Gen   Test Material and Measure (LG70)
Lead Gen   Referral System (LG73)
Conv Rate   Written Guarantee (CR1)
Conv Rate   Define your Uniqueness (CR2)
Conv Rate   Provide Quality Products (CR6)
Conv Rate   Print A Benefits List (CR7)
Conv Rate   Use a Testimonial List ((CR8)
Conv Rate   Quality Brochures (CR11)
Conv Rate   Point of Sales Displays (CR25)
Conv Rate   Re-write Quotes, Tenders & Proposals into Action Plans (CR32)
Conv Rate   Print Your Company‟s Vision Statement (CR33)
Conv Rate   Use Prospect Questionnaires (CR34)
Conv Rate   Sales Scripts (CR38)
Conv Rate   Educate on Value not Price (CR44)
Conv Rate   Increase Product Knowledge (CR46)
Conv Rate   Sell on Emotion and Dreams (CR50)
Conv Rate   Follow-up Prospects Again and Again (CR51)
Conv Rate   Ask for the Sale, Confirm the Sale (CR52)
Conv Rate   Measure Conversion Rates (CR58)
Conv Rate   Train Your Entire Team in Sales/Service (CR59)
Conv Rate   Survey Your Past Customers (CR61)
Conv Rate   Survey People Who Don't Buy (CR62)
Conv Rate   Target Better Prospects (CR75)
Conv Rate   Set Sales Targets (CR83)
# of Tran   Under Promise & Over Deliver (NT2)
# of Tran   Inform Customers of Entire Range (NT6)
# of Tran   Ask Clients to Come Back (NT14)
# of Tran   Create a Membership / VIP Program (NT18)
# of Tran   Collect a Database of Past Clients NT19)
# of Tran   Reminder System (NT28)
# of Tran   Educate on Full Value (NT34)
# of Tran   Direct Mail Special Offers (NT50)
# of Tran   Continually Clean Up Your Database (NT55)
Av $ Sale   Up-sell (AS2)
 Av $ Sale       Cross or Add-on Sell (AS3)
 Av $ Sale       Use a Checklist (AS5)
 Av $ Sale       Use a Questionnaire (AS6)
 Av $ Sale       Create bulk buy deals (AS17)
 Av $ Sale       Only Service “A” Grade Customers (AS29)
 Av $ Sale       Sack C & D Grade Customers (AS30)
 Av $ Sale       Build Rapport & Treat as Special (AS34)
 Av $ Sale       Set an Average $$$ Sale Goal (AS35)
 Av $ Sale       Measure The Average $$ Sale (AS36)
 Av $ Sale       Give away Perceived Value (AS41)
 Av $ Sale       Set Sales Targets (AS83)
Profit Margins   Stop Running Ads that Don't Work (PM64)
  T&M            Record the number of Transactions for each customer (T&M10)
 Gateway         Life Time Value Of Customers (GA50)
 Gateway         Build a 10X10 (GA43)
                                                      Leverage Strategies
   S&T           Schedule and Complete Regular Maintenance on All Equipment (S&T1)
   S&T           Use Computer Invoicing & Credit Monitoring (S&T2)
   S&T           Document & Picture All Tasks In An Operations Manual (S&T3)
   S&T           Complete Systems Training & Induction Program (S&T5)
   S&T           Use The Latest Computer Programs S&T6)
   S&T           Go Through & Regularly Update Quality Control/Assurance (S&T8)
   S&T           Document & Chart All Work-Flow Processes (S&T11)
   S&T           Document All Sales & Marketing Systems (S&T12)
   S&T           Document Information Flow Process (S&T13)
   S&T           Use a Purpose Designed Computer Database Program (S&T14)
   S&T           Use Rosters & Schedules For Repetitive Tasks (S&T16)
   S&T           Complete A Policies & Procedures Manual (S&T17)
   S&T           Complete a Machinery Automation an Upgrade Schedule (S&T18)
   S&T           Document All Accounting Systems (S&T19)
   S&T           Upgrade Office Equipment Regularly (S&T20)
   S&T           Re-System As your Company Grows (S&T22)
Profit Margins   Daily Or Weekly Update Your Cash Flow Statements (T&M14)
Profit Margins   Buy in Bulk, Pay & Receive Over Time (PM33)
Profit Margins   30 Day Terms to 7 Days (PM46)
Profit Margins   Automate as Much As Possible (PM49)
    P&E          Develop an induction training program (P&E7)
  D&D            Run a Paperless System (D&D1)
 Gateway         Opening, Closing - Daily Checklist (GA63)

                                                             Team Strategies
    P&E          Complete team member positional contracts (P&E2)
    P&E          Develop a Team Social Club (P&E5)
    P&E          Run Team Building Training Programs (P&E8)
    P&E          Develop Your Company‟s Rules Of The Game (P&E10)
    P&E          Complete A Consistent Recruitment System (P&E11)
    P&E          Develop A System For Recognition & Remuneration (P&E14)
    P&E          Use Behavioral, Personality & Communication Analysis With All Team Members (P&E15)
    P&E          Complete Positional „How To‟ Manuals (P&E20)
    P&E          Team Development (P&E21)
                                                         Synergy Strategies
 Av $ Sale       Train Entire Team In Sales and Service (AS59)
  # of Tran      Deliver Consistently & Reliably (NT4)
  # of Tran      Build a Relationship (NT58)
Profit Margins   Reduce Unnecessary Management (PM15)
Profit Margins   Join/Start A Buying Group (PM43)
Profit Margins   Measure Everything (PM65)
    P&E          Run An Ongoing Training System (P&E1)
    P&E          Complete Team Skill-Based Training Sessions (P&E3)
    P&E          Have A Redundancy System (P&E4)
    P&E          Subscribe to Educational Newsletter, Magazines Etc.(P&E6)
    P&E          Develop Contingency Staffing Plans (P&E13)
    P&E          Set The Company Vision & Write Your Mission Statement (P&E16)
    P&E          Build Career Planning Within The Company (P&E17)
 P&E      Run Time Management Training (P&E19)walk away from the business and still get massive
          Groom and install a GM so the owner can
Gateway   RESULTS…(GA113)
                                                                  The '90 Day Plan' SMART Goals
                                                                   as stated on (m/d/y):                10/14/2004


  From your GOALS - Select the key GOALS you want to Focus on first that will Leverage Your Business the Most
           Make your Goals SMART: Specific Measurable, Achievable, Results Oriented, and Time Framed

                            Goal No. 1:
                                             (e.g.. To Attract 8 Perfect Clients by January 12, 2005)
                                                                                                                     (e.g.: January 1,
                                             January 1, 2005
                       Goal Start Date:                                                                              2005)


Strategy (e.g.. Referral System LG73 )
                Actions




  (e.g.. Write a referral letter to all my
     business associates, provide gift
 certificates to my current clients, etc…)




             Due Date                        April 1, 2005
          Success Markers




                 Results




                            Goal No. 2:
                                                                                                                     (e.g.: January 1,
                                             January 1, 2005
                       Goal Start Date:                                                                              2005)

                Strategy
                Actions




             Due Date                        April 1, 2005
          Success Markers




                 Results




                            Goal No. 3:
                                             (e.g.: January 1,
                           January 1, 2005
        Goal Start Date:                     2005)

   Strategy
   Actions




   Due Date                April 1, 2005
Success Markers




    Results
              KPI's for

                                          Hot Knocking




                                                         Networking
                            Direct mail




                                                                                             Referrals
                Seminars




                                                                                  Host Ben
                                                                      Alliances
                                                                      Strategic
  Year 2005
YTD              3         1904           23             32              5         0          2

Week 1           0            0             0             0            0%          0          0
Week 2           0            0             0             0            0%          0          0
Week 3           0            0             0             0            0%          0          0
Week 4           0            0             0             0            0%          0          0
January          0            0             0             0             0          0          0
Week 1           0            0             0             0            0%          0          0
Week 2           0            0             0             0            0%          0          0
Week 3           0            0             0             0            0%          0          0
Week 4           0            0             0             0            0%          0          0
February         0            0             0             0             0          0          0
Week 1           0            0             0             0            0%          0          0
Week 2           1            0             0             0            0%          0          0
Week 3           0            0             0             0            0%          0          0
Week 4           0            0             0             0            0%          0          0
Week 5           0            0             0            10            0%          0          0
March            1            0             0            10             0          0          0
1st QTR          1            0             0            10             0          0          0

Week 1           0          0              0              0            0%          0          0
Week 2           1         850            13              0            0%          0          0
Week 3           0          0              0              0             0          0          0
Week 4           0          0              0              0             0          0          0
April            1         850            13              0             0          0          0
Week 1           0          0              0              0             0          0          0
Week 2           0          0              0              0             0          0          0
Week 3           0          0              0              0             0          0          0
Week 4           0          0              0              1             0          0          1
May              0          0              0              1             0          0          1
Week 1           0          0              0              0             2          0          0
Week 2           0          0              0              0             0          0          0
Week 3           0          0              0              0             1          0          0
Week 4           0          0              0              0             0          0          0
Week 5      1    0      0   2    0   0   1
June        1    0      0   2    3   0   1
2nd Qtr     2   850    13   3    3   0   2

Week 1      0     1    3     0   0   0   0
Week 2      0   1053   7    19   2   0   0
Week 3
Week 4
July        0   1054   10   19   2   0   0
Week 1
Week 2
Week 3
Week 4
August      0    0     0    0    0   0   0
Week 1
Week 2
Week 3
Week 4
Week 5
September   0     0     0    0   0   0   0
3rd Qtr     0   1054   10   19   2   0   0

Week 1
Week 2
Week 3
Week 4
October     0    0     0    0    0   0   0
Week 1
Week 2
Week 3
Week 4
November    0    0     0    0    0   0   0
Week 1
Week 2
Week 3
Week 4
Week 5
December    0    0     0    0    0   0   0
4th Qtr     0    0     0    0    0   0   0
Advertising




               Telemkting




                                                         Conv Rate                   Conv Rate
                                    Total   Total Sales                  Total new
                                                        Leads to Sales               Sales Level
                                    Leads     Level 1                     Clients
                            Other




                                                           Level 1                   1 to Clients

  2           1030          31      3032        3           0.1%            1          33.3%

  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        1          1          100.0%           0          0.0%
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0            0            0        0          0          #DIV/0!          0         #DIV/0!
  0           850           0       860         0           0.0%            0         #DIV/0!
  0           850           0       861         1           0.1%            0          0.0%
  0           850           0       861         1           0.1%            0          0.0%

  0             0           0        0          0          #DIV/0!          0         #DIV/0!
  2             0           0       866         1           0.1%            1         100.0%
  0             0           0        0          0          #DIV/0!          0         #DIV/0!
  0             0           0        0          0          #DIV/0!          0         #DIV/0!
  2             0           0       866         1           0.1%            1         100.0%
  0             0           0        0          0          #DIV/0!          0         #DIV/0!
  0             0           0        0          0          #DIV/0!          0         #DIV/0!
  0             0           0        0          0          #DIV/0!          0         #DIV/0!
  0             0           0        2          1          50.0%            0          0.0%
  0             0           0        2          1          50.0%            0          0.0%
  0             0           0        2          0           0.0%            0         #DIV/0!
  0             0           0        0          0          #DIV/0!          0         #DIV/0!
  0             0           0        1          0           0.0%            0         #DIV/0!
  0             0           0        0          0          #DIV/0!          0         #DIV/0!
0   0     24    28    0    0.0%         #DIV/0!
0   0     24    31    0    0.0%     0   #DIV/0!
2   0     24   899    2    0.2%     1   50.0%

0    5    7      16   0    0.0%         #DIV/0!
0    0    0    1081   0    0.0%         #DIV/0!
    175         175        0.0%         #DIV/0!
                  0       #DIV/0!       #DIV/0!
0   180   7    1272   0    0.0%     0   #DIV/0!
                  0       #DIV/0!       #DIV/0!
                  0       #DIV/0!       #DIV/0!
                  0       #DIV/0!       #DIV/0!
                  0       #DIV/0!       #DIV/0!
0   0     0       0   0   #DIV/0!   0   #DIV/0!
                  0       #DIV/0!       #DIV/0!
                  0       #DIV/0!       #DIV/0!
                  0       #DIV/0!       #DIV/0!
                  0       #DIV/0!       #DIV/0!
                  0       #DIV/0!       #DIV/0!
0    0    0       0   0   #DIV/0!   0   #DIV/0!
0   180   7    1272   0    0.0%     0   #DIV/0!

                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
0   0     0     0     0   #DIV/0!   0   #DIV/0!
                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
0   0     0     0     0   #DIV/0!   0   #DIV/0!
                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
                0         #DIV/0!       #DIV/0!
0   0     0     0     0   #DIV/0!   0   #DIV/0!
0   0     0     0     0   #DIV/0!   0   #DIV/0!
Conv Rate
 Leads to
 Clients
            le




  0.0%

 #DIV/0!
 #DIV/0!
 #DIV/0!
 #DIV/0!
 #DIV/0!
 #DIV/0!
 #DIV/0!
 #DIV/0!
 #DIV/0!
 #DIV/0!
 #DIV/0!
  0.0%
 #DIV/0!
 #DIV/0!
  0.0%
  0.0%
  0.0%

 #DIV/0!
  0.1%
 #DIV/0!
 #DIV/0!
  0.1%
 #DIV/0!
 #DIV/0!
 #DIV/0!
  0.0%
  0.0%
  0.0%
 #DIV/0!
  0.0%
 #DIV/0!
 0.0%
 0.0%
 0.1%

 0.0%
 0.0%
 0.0%
#DIV/0!
 0.0%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
 0.0%

#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
                                                         OPEN ISSUES TRACKING
                                                       SUCCESS THROUGH COMPLETION                                                                  ACTIVE OPEN ISSUES
                                                                                                              Your Action Business Coach is :
                                                                                                                Your Coach's Phone Number:
                                                                                                                Your Coach's e-mail address:


                           CRITICAL DATES                                        STATUS                                       CONTACT/CLIENT INFORMATION
  Start Date for OPEN ISSUES                           Total # of Open Issues to Date                                 Company Name
           Date of This revision:                                Past Due Open Issues                                 Primary Contact
      Date of Latest Open Issue:                                 Closed Issues to Date                                Contact Phone #
                                                      Number of Critical Open Issues                                  Contact e-mail address

                                                                                                                                                     Status:
                                                                          Individual                                                               On Schedule      Actual
Item #        TITLE of ACTION               Details   Date Initiated     Responsible      Notes/Information            Committed Completion Date    Past due     Completion Date

  1

  2

  3

  4

  5

  6

  7

  8

  9

 10

 11

 12

 13

 14

 15

 16

 17

 18

 19

 20


 Action International Coaching                                            Rev. May 2004                                                                  Open Issues redopco-512
                                                        CLOSED ISSUES TRACKING
                                                        SUCCESS THROUGH COMPLETION                                                                    CLOSED ISSUES
                                                                                                               Your Action Business Coach is :                    0
                                                                                                                 Your Coach's Phone Number:                       0
                                                                                                                 Your Coach's e-mail address:                     0


                           CRITICAL DATES                                         STATUS                                            CONTACT INFORMATION
  Start Date for OPEN ISSUES                00-Jan-00    Total # of Open Issues to Date            0                   Company Name                               0
          Date of This revision:            00-Jan-00           Past Due Open Issues               0                   Primary Contact                            0
   Date of Latest Open Issue:               00-Jan-00            Closed Issues to Date             0                   Contact Phone #                            0
                                                        Number of Critical Open Issues             0                   Contact e-mail address                     0

                                                                                                                                                      Status:
                                                                           Individual                                                               On Schedule      Actual
Item #       TITLE of ACTION                 Details                      Responsible      Notes/Information            Committed Completion Date    Past due     Completion Date




 Action International Coaching                                             Rev. May 2004                                                                 Closed Issues redopco-512
         5 Ways of your Business
                                Per Year   Takes 2 Years
                                 10%           100%
                       2004      2005          2005
Number of Leads        3,000     3,300         6,000
          X             X          X            X
Conversion Rate       50.00%    55.00%       100.00%
          =             =          =            =
No. Of Customers       1500      1815          6000
          X             X          X            X
No. Of Transactions     1         1.1           2
          X             X          X            X
Ave. $$$ Sale           89        98           178
          =             =          =            =
Revenues              133,500   195,457      2,136,000
          X             X          X            X
Margin                 80%        88%          160%
          =             =          =            =
Profit                106,800   172,002      3,417,600
Per Year   Takes 2 Years   Per Year    Takes 3.5 Years
 10%           100%          10%           100%
 2006          2007          2007          2011
 3,630        12,000         3,993         24,000
   X            X             X              X
60.50%       200.00%        66.55%        400.00%
   =            =             =              =
2196.15       24000        2657.3415       96000
   X            X             X              X
  1.21          4            1.331           8
   X            X             X              X
  108          356           118            712
   =            =             =              =
286,169     34,176,000      418,980     546,816,000
   X            X             X              X
  97%          320%          106%          640%
   =            =             =              =
277,012     109,363,200     446,130     3,499,622,400
Action#     ACTION or Goal                      Planned Objective                           Actual Achievement                            Action/Status
          Improve Ave. Dollar- Sale Increase by $2.46 or 6% on items not included   Ave $ increased from $41.00 to $43.66 or   OBJECTIVE MET!
                                    in the 32% price increase in item #14           6.5%
                                                                                                                               Restate next 90 day target.


          Improve Team Attendance Improve Team participation such that              Total lost hours due to unauthorized       Target not met, but improvement is
                                  absenteeism is improved to 4.2% of hours          absences has been reduced by 22 hours      substantial.
                                  worked, from current 5.4% hours worked            over 90 days.

                                    168 unauthorized hours absenteeism for past     Of 3120 hours worked in last 90 days, 146 Continue to improve and focus on
                                    90 days                                         hours for lost, or 4.68%                  TEAM and FUN. This is a great WIN!
                                                                                                                               Saved Labor of $2000.00
                                                                                                                               Annualized =$24,000.00
          Increase prices for low   Increase price by 24% of bottom 32% of total    Increase completed.                        Lost 13.4 % in volume of the bottom 32
          margin products by 24%    product items sold across the board to                                                     % of product.
                                    eliminate loss leaders from sales mix

                                    Anticipated improvement to margin is estimated Total units sold: 1728                      Overall impact is margin improvement
                                    to be 46%                                                                                  of 31%

                                                                                    Increase $ = $9,538 over 90 day period.    This is a great WIN!


                                                                                    Annualized impact at current levels =      No more unknown loss leaders
                                                                                    $38,154

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