INDUSTRY NEWS Nexstar Network’s Owner Spotlight features business leaders
TWO-HUNDRED PLUMBING, HVAC and electrical contractors are headed for a new land of leadership. Presenters within Nexstar Network®’s Owners’ Spotlight Series connected Wall Street to Main Street. Twenty-five year Wall Street
business reporter Betsy Stark kicked things off by reminding all in
attendance that small business owners have the power to prevail. She said, “It is in your DNA as entrepreneurs — and Americans — to find a way. Our government is setting economic policy by triage, so it’s the entrepreneurial warriors who will get people back to work and figure out how to find money even when it’s tight — how to find opportunity among the ashes.” According to Dr. Dileep
Boaz Rauchwerger gets involved with the crowd. 12
Rao, that opportunity for improved business growth lies in identifying what people need, finding a way to deliver it conveniently, and doing it with your cash flow in control. Dr. Rao is author of Bootstraps to Billions — Proven Rules
From Entrepreneurs Who Built Great Companies From Scratch. In the shadow of Wall Street, he resized the leadership of corporate giants like Best Buy, Rapid Oil Change and Tastefully Simple. Rao made their business growth strategies relevant for small business owners who are members of Nexstar® Network. Rao revealed that Dick Schulze
started Best Buy with only $9,000 and built the electronics icon by managing cash flow. Joe Huck, owner of Williams
Comfort Air and Metzler’s Mr. Plumber in Carmel, Indiana called Rao’s strategies brilliant. “I’m walking away from this event with tangibles to help reach my goal of doubling revenues over the next five years.” Boaz Rauchwerger, an
internationally-known speaker and trainer, believes the root of success is a positive attitude and a focus on the basics, so repeatedly asked the question, “How’s business?” to which he encouraged all to positively reply,
“Unbelievable!” whether they believed it at that moment or not. The speaker, trainer and author focused his small business training around this series of questions and answers that he says when used with customers and employees, will positively build business by getting to the heart of the
matter inside and outside the shop: Five Questions of Engagement 1. Where are you from originally? 2. Have you lived here all your life? If not, what brought you here? 3. Do you have a family? 4. What do you do? 5. What did you want to be when you were growing up? The Four Rules of Answers — Sales team and technicians should watch for these signals:
1. An instant and strong answer = means “yes”
2. An instant answer with weak
words = means “no” 3. A pause usually = means “no” 4. Eyes darted away = means “no”
Rauchwerger also encouraged
contractors to go back to the basics. Sam Nantz, CFO and call center manager at F.H. Furr Plumbing, Heating and Air Conditioning in Manassas, Virginia said, “Boaz reinforced our company’s focus on customer and employee appreciation in 2011 and 2012. We’ve focused on growth for several years and we now need to focus on individuals. I’m going to buy a stack of thank-you notes and start thanking my customers for hiring us and employees for their service.”
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phc april 2011
www.phcnews.com
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