Sir Speedy Dallas » Acquisition

Preston Crum Takes Over Sales Position at Sir Speedy Dallas

Tyler Crum — Sat, 31 Jul 2010 19:56:57 +0000

Preston Crum will be assuming the duties of Sales Representative at Sir Speedy Dallas in northern Carrollton, TX. Preston has a varied background working in the printing industry which includes time spent running offset presses, all phases of bindery, and previous experience in a sales position at another Sir Speedy in Addison, TX. He is well-equipped for the task of not only taking care of existing clientele, but finding and developing new accounts.

His brother, and owner of the N. Carrollton location, Tyler Crum had this to say about his younger sibling’s newest challenge:

“Preston has always been very good at anything he’s decided to pursue; he can be very passionate. I’m very excited about him taking over this key role in our shop because I know he’ll excel at it, and it’s vital to both our short-term growth and our long-term financial health. He’s money-motivated. If there’s a dollar on the floor you’d better not be standing between the two of ‘em! “

Preston is especially happy to see the addition of vehicle graphics to the menu of offerings at this location.

“Vehicle graphics is another way we can help our clientele promote their businesses; it’s cutting edge marketing. It’s been around for 10 years or so but it’s really just starting to pick up steam. Adding this product to our offerings gives our clients not only another extremely cost-effective way to promote their businesses but lets them do it with a vendor-partner they’re already comfortable dealing with. That’s one less vendor! I’m looking forward to introducing this really cool service to all of our clients.”

Preston will be working with our existing clientele as well as targeting small businesses with their small fleets. He can be reached through the main number at 972-820-9963 or on his cell at 214-500-5050. Give him a call and ask him how he can generate more traffic for your business.

Car Wraps and The Cost of A New Account

Tyler Crum — Thu, 24 Jun 2010 15:03:26 +0000

Two critical metrics you should know about your business are your cost per new account and the value of a new account. If you know both of those factors then you can easily make sure that you’re spending ad funds on the right media. They’ll allow you to know if you’re pursuing the right types and sizes of prospects.

So for this discussion we need to assume that you know how much it’s costing you to obtain a new account (total ad spend and sales costs/# of new accounts attributable to that spend). Let’s also give you credit for knowing what the average profit your average new account will yield; the account value.

Now all that’s left to do is plug in your variable numbers into the equation. You spend $5000 (a high number for our example) on a car wrap that lasts 5 years. You realize one new account per month so that yields 60 new accounts over the life of the wrap. This calculation won’t yield an overall cost per account, but it will give us a cost per new account attributable to your car wrap. Divide $5000 by 60 new accounts and each of those accounts cost you $83.34.

If that number is lower than your overall cost per new account then car wraps is a good spend for your ad funds and you should continue. If not, then you need to re-evaluate your spend.

The profit value of your new accounts obtained from your vehicle wrap will take a bit longer to determine. Once sufficient time has passed and you can determine the profitability of those wrap generated accounts then simply compare that value to your overall account value. If it’s more than your overall average, keep wrapping! If it’s less then you should re-evaluate your strategy.

You see how this works? It eliminates all the guessing and “gut-feeling” from the evaluations. And it’ll show you that the accounts you garner from your vehicle wrap will be more highly profitable, at a lower acquisition cost than your benchmark numbers. I’ll betcha a dollar.

Why You Should Sell Based On Value Instead of Price

Tyler Crum — Sun, 10 Jan 2010 17:20:17 +0000

Dallas, TX – One of the oldest arguments in the book! Do I sell based on my price or try and convince my prospect there’s enough value to pay more for it than my competition is charging?

Selling based on price is for cowards. Reps that are absolutely convinced of the merits of their product/service, delivery, and support package don’t feel the need to give anything away. Why should they? The goose lays golden eggs, for cryin’-out-loud. I’ve seen her do it and it’s real gold! Why would I give that away at a discounted price??

But what if I lose the sale?

If you lose the sale you maintain your backbone, your pride, and your ability to sell your product or service to a smarter prospect that sees the value. If you make the sale by lowering the price you’ve given away any position of strength you may have had, a good portion of your pride, and a hefty percentage of your commission. Try paying your bills with “the sale”. You can’t. You pay bills with commission money and you’re giving it away as fast as your prospects can work their lame, flea-market bargaining, lingo on you.

Bottom line: there’s no money in selling based on price. As a sales rep you’ve got to learn how to make someone want something badly enough that they’ll pay your price to get it.

What kind of value, real or perceived, can you attach to your product so that taking a hatchet to your price doesn’t become the primary point of discussion?

9 Steps To A Successful C-Level Discussion

Tyler Crum — Sat, 09 Jan 2010 17:15:02 +0000

Dallas, TX – C-Level conversations got you baffled? They don’t respond in the same way as the “order-takers” downstairs, do they? So how do you talk to these people? They think about different things than the rank-and-file and they think about them from a markedly different point-of-view. Here’s 9 things to consider when talking to someone in the C-Suite.

Do your homework.
Don’t ask stupid questions, the answers to which you could have known had you done #1.
NO conversational chit-chat unless you intend to use up your 5 minutes in the spotlight talking about the stuffed bass on the wall. And make no mistake, if you fail to practice #2, you WILL only have 5 minutes.
Say something intelligent that shows you have a firm grasp of the problems he faces in his industry and perhaps specifically in his local market. In question form is probably preferable.
Know what you want out of the meeting before you go in.
Get agreement on something that you can provide that would make a positive impact on his Income Statement.
Clearly offer a logical next step, get agreement, and open it to any other players that may need to participate. (Or offer to draft a Proposal, or a Pre-Proposal for his consideration and get agreement to review it together.)
Set a date/time to get back together and do just that. Don’t be late because there is no adequate excuse. It’s over.
Get out before you screw it up.

Social Media Definitions

Tyler Crum — Fri, 08 Jan 2010 17:09:30 +0000

Dallas, TX – What is Social Media?

My answer? Social Media is that group of technology tools that allows anyone with a computer and internet access to participate in, and develop online communities of people with common interests. What you do with that opportunity determines everything about the outcome.

Here’s a solid collection of additional answers to the same question. Feel free to add a comment here with your own definition.

Sir Speedy Dallas » Acquisition

Preston Crum Takes Over Sales Position at Sir Speedy Dallas

Related Content:

Car Wraps and The Cost of A New Account

Related Content:

Why You Should Sell Based On Value Instead of Price

Related Content:

9 Steps To A Successful C-Level Discussion

Related Content:

Social Media Definitions

Related Content: