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| CVSN SmartBrief |
| April 8, 2008 |
Some U.S. truckers halt engines, seek government relief
Soaring fuel prices and an inability to get higher rates of pay from their customers have driven some small trucking companies and independent drivers to the edge of bankruptcy. Truckers who have answered the call for a national strike are lobbying the government for subsidies to help them cope with diesel prices. The Guardian (London)/The Observer (4/6)
Gas prices force small operators out of business
Gasoline station real estate prices have dropped for the first time in 10 years, giving entrepreneurs who can manage financing an opportunity. Many small operators are closing shop because high gas prices have cut their profits, and at the same time the credit crisis is nudging property prices down. The News & Observer (Raleigh, N.C.) (4/7)
Manufacturing orders decline in February
The Department of Commerce's February report shows declines in factory orders for the second consecutive month. Orders for manufactured goods dropped 1.3%; durable goods declined 1.1%; and capital goods excluding aircraft fell 2.4%. The Wall Street Journal (4/3)
When to cut loose low-paying customers
Many companies are ending services to low-paying customers rather than devoting more staff time to trying to coax them into paying up. The Harvard Business Review studied customer divestment and provides a guide to deciding whether it is the appropriate strategy. Harvard Business Review (4/2008)
Boost profits by adding to each sale
One of the primary ways a company can boost its profit is to make more money from each sale, especially for startups with small customer bases. Entrepreneur.com offers tips for increasing sales, including changing the product or service mix, bundling offerings, asking customers if they want additional products at checkout and rotating special offers for impulse buys. MSNBC/Entrepreneur.com (4/2)
Women excel at sales
Data suggest that women are the fastest growing segment in sales, and sales expert Greg Winston says they tend to excel at the job because they frequently possess the skills and qualities -- including the ability to listen and forge strong relationships -- that make sales professionals successful in their field. Inc.com/Sold! blog (3/30)
Study: Most managers overestimate their listening skills
New research indicates that not only do managers typically rate themselves higher than their colleagues do on measures of performance, but the gap between self-evaluations and colleagues' assessments is highest when it comes to gauging receptiveness to hearing about difficult issues. The researchers conclude that most managers overestimate their openness to listening to difficult messages and underestimate their impact on subordinates' comfort in speaking honestly. Harvard Business Review (4/2008)
Look beyond emotions in picking business partner
In picking a business partner, take more into consideration than just emotional ties or friendship. Instead, consider the skills you really need in a partner, try not to duplicate your own skills and don't rush your decision. BusinessWeek (3/31)
Readers offer tips for networking at conferences
Industry conferences are a great place to network and meet potential customers, but not everyone is adept at socializing in a crowd of strangers. Networking-savvy bloggers respond to this inquiry about strategies they use to make the most of their conference experiences. Lifehacker (4/4)
AFTERMARKET2020: Is your business model ready for the future?
Go to www.aftermarket2020.com for information about the CVSN 2008 Annual Meeting, at the Omni Interlocken Resort, from Sept. 21 to 24.
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