IDS: The Green Report: Music to their Ears

International Development Services, Inc
International Development Services, IncBusiness Consulting en International Development Services, Inc

International Development Service's company newsletter: Helping Clients See Immediate Results

Week Ending 9/12/15
Services, Inc.
I n t e r n a t i o n a l
Oneof the challenges we face in
Sales as the economy struggles
to find its footing in the wake of the Great Re-
cession is that many small business owners are
fearful of taking action to improve their business
operations.
	 Being cautious when facing a known risk is
prudent. Being cautious simply because one
is fearful of what might happen in the coming
months can result in poor management deci-
sions which threaten bottom line profits.
	 Business owners realize that making a deci-
sion carries with it a degree of risk. However,
business owners often fail to realize that making
no decision also involves even greater risk. If
other businesses are moving forward and de-
veloping plans to grow, a decision by a business
owner to “wait and see” what happens to the
economy before making a decision carries with
it the risk of falling behind one’s competitors.
	 Most business owners are not aware of the
risk which accompanies a “wait and see” at-
titude. Let’s take a look at some of the risks
associated with making no decision until the
economy gets better.
	 When a business owner decides to wait for
things to change, he risks failing to see new op-
portunities for his business. A decision to wait
for the economy to get better is like a decision
to unplug your computer from the Internet, turn
off the TV, and disengage. Instead of creating
fertile soil for new ideas to grow, the business
owner just waits for nature to run its course.
Instead of being in control, the business owner
gives up control. Giving up control is never a
good business strategy.
	 When a business owner decides to wait for
things to change, he risks failing to plan for the
future. Instead of seeking professional advice
to help him, he decides there is nothing which
can be done. Failing to seek professional ad-
vice to solve problems in a business is one of
—Tom Ryan, Director, Marketing
the most common reasons why
businesses fail. When a business
owner opens his mind to profes-
sional help, he has taken the first
step toward recovery by seeking
out an objective, third-party point of
view to expand the solutions which
can be implemented by going be-
yond what the business owner al-
ready knows.
	 When a business owner de-
cides to wait for things to change,
he is accepting the status quo.
Moreover, he fails to take advan-
tage of the opportunity which ex-
ists for making necessary changes
in his business to make it more
efficient or productive during the
economic slowdown.
	 When a business owner de-
cides to wait for things to change,
he misses an opportunity to find
ways in which he can gain a competitive advan-
tage during a market realignment.
	 The challenge facing each Senior Area Man-
ager is to show the business owner that waiting
for things to change is not an effective busi-
ness plan. Being dependent on the economy
for one’s business success is a recognition that
the business owner has lost control of his own
destiny.
	 The pitfall confronting a Senior Area Man-
ager is the thinking that he has to have the
answers for the business owner before he can
close the sale on a business analysis. When
the economy was booming, a Senior Area Man-
ager could generate sales simply because the
business owners were often willing to go for-
ward with little certainty of a benefit. They had
the money and their curiosity was enough to
close the sale.
	 Today, money—even for the limited cost of
the survey—has become a precious resource
for the business owner. Only those expen-
ditures which are certain to be of value to the
business are being made. The path to showing
a business owner the value in having a survey
run on his business comes from the process it-
self. A business owner needs to be convinced
that the process will produce a benefit.
	 We can provide the business owner with a
professional, third-party review of his business
to ensure that his own subjectivity is not stand-
ing in the way of the success of the business.
By definition, the business owner cannot pro-
vide that to himself. If there ever was a time
when the benefit of having an outside, profes-
sional review of the business operations by a
Senior Business Analyst can stand without re-
fute, it is surely now.
	 Moreover, we have developed proven solu-
tions to help business owners grow their busi-
nesses without requiring new investments of
BT & TT Seminar Inside Sales BC
Program ISBC Tax
Alex
Seviella
Consultant
Joseph
Welsh
Senior Bus. Anayst
Mike
Santa
Sr. Area Manager
Cindy
Wyatt
Sales Rep
Brian
Pratt
IS Sales Rep
Jamie
Bardales
Business Coordinator
Matt
Kopis
Great weekk!!!
Matt
Przybyla
Business Coordinator
Stacy
Glorioso
Tax Consultant
Consulting Survey Sales
Thank you for all of your hard work!
Meet WALLY! Wally Burgess is a 7 year old long haired Chihuahua. He was
named after the Boston Red Sox mascot, Wally the Green Monster. He has shown
incredible patience dealing with the hair pulling and chasing antics of the Burgess
children. He is sweet, playful, incredibly adorable, and just loves to lay anywhere
with you. All of these qualities make Wally the best dog ever!!!
ALL EMPLOYEES are invited to share their pet photos for The Green
Report. Do you have an adorable pet? Submit your photos/introduction
for our Pick of the Litter column!
capital, but by utilizing creative compensation plans to
increase productivity. The implementation of a “produc-
tivity-based excess profit” incentive plan allows a busi-
ness owner to incentivize key employees to work harder
to increase profits without having to pay out any additional
compensation for the work until the extra profits have been
realized. It’s the proverbial “carrot” approach to increased
production and compensation.
	 Under these dynamic compensation plans, employ-
ees who are internally motivated to make more money
drive profit-producing activities within the business and
are rewarded only when their hard work pays off with
increased profits. In other words, if the employee works
harder, but the work doesn’t result in any increase in the
profitability of the company, then no additional compen-
sation is paid.
	 The key to turning these compensation plans into
win-win situations for both the owner and the employee
is having a professional review of the relationship be-
tween activity and costs. Only then can the owner be
sure that the plans are financially sound rather than be-
ing nothing more than well-intentioned guesswork where
payouts are made without the certainty that profitability
has been increased.
	 Revealing to the business owner the idea that dur-
ing the survey the Senior Business Analyst can review
where the implementation of a “productivity-based, ex-
cess profit” incentive plan can drive revenue and profit-
ability, without increasing the upfront labor costs to pro-
duce the benefit, may just be what you need to open the
eyes of a business owner to take action now rather than
waiting for the economy to turn around.
	 By showing the business owner a tangible benefit
with an incentive plan built on the solid foundation of in-
creased productivity and profitability, you may find the
concept you describe is just what many business owners
are waiting to hear.
	 Sometimes to open a business
owner’s eyes, your presentation has
to become music to their ears!
Bulletin Board
MEMO From Larry Stolzenberg, SBA to Donna Brewer, Survey Services Director
Here are my summary notes from today and also from when I ran the original survey June 5, 2014. A lot has changed.
	 Tom’s testimonial letter was published in the Green Report and also on our web site and I carry it with me, showed it to him during our late afternoon
round table and now told him I can reflect to clients how this man’s life and business has changed from survival to a tax burden. I did sync the STS and the
numbers follow the 5 years plan we established and he has perpetuated and if you want to compare with last year you can pull the financial information
from my prior visit. Crazy better! It appears he’ll do $1.2M this year as has ytd over $800k with $400K work in process before year end and $400,000 signed
agreement to start 2016. His net has gone from breakeven to over 15% and the job estimation system we created takes into consideration his real cost and
adds profits.
	 As we discussed his only focus was tax savings as his projection will result in $187K K1 distribution this year plus his W2 $65,000 and wife’s income/
pension of $30,000. Nice tax bill and nice problem but he said these are issues that have been on mind and our timing is good. He is interviewing for a new
CPA but doesn’t know what to ask and that was the reason we spent a good amount of time talking about Circular 230 and the constraints the IRS has on the
people that sign tax returns.
	 We discussed asset protection and entity structure given he has a $3M net worth and only a trust with 3 grown children, no estate plan and a retired wife
a few years older and trucks driving on So California roads and owned by the S Corporation plus his own.
Survey Summary 2014
Tom is 62 and married to Christine (65) who is retired and worked for
a Heart MD. She get’s $24K/year social security and they have three
grown children (40, 38 and 34) and no family members involved in the
business.
	 Tom started to go to college (Glendale and Northridge) for music but
never graduated and had a pool service since 1971 to earn money as
he played in a band. In 1979 at age 27 he moved from L.A. to Encini-
tas for his son’s schooling and sold the service part of the pool service.
	 He was a pool plumber until 1987 when he got his pool contractor’s
license and began to enter to high end design/build market. Basically
he said they are electrician and plumbers and sub out the excavation,
gummite, plaster, masonry, etc. Tom’s business has been based upon
referrals and when the economy turn downward so did his business. I
said it’s like fishing and waiting for the fish to jump in the boat, how’d
that work for all those years?
	 He says this year he has lots of work with a proposal backlog of
$800K and wins 40% with the average contract being $200k. He cur-
rently has $150K work in process and $132K backlog but not profitable.
He doesn’t understand business and marks up subs and materials by
20-25% and sells labor at $108/hr/2 man crew and thinks his overhead
is 12%.
	 After all these years he has come to realize that “something is
wrong and he wants to go out on his terms and admits he’s lost”. His
music is still an important part of his life as he is classical guitarist and
singer and has a 9 man group. At age 62 with his wife retired, he said
he has to do something NOW.
	 We discussed the responsibilities of being and owner and busi-
nessman versus a plumber, contractor and entering information into
QuickBooks. He’d like to see sales grow to $1m next year with an 8%
net after he’s paid $1K/week and then $2m with a 12% net in three
years and able to have an absentee option. Only issue is he has no
clue how!!!
Survey Summary 2015
I first met Tom on June 5, 2014 and as his testimonial letter which wasin the green report and on our web site, says, “I met with the analyst,who showed he through numbers and graphs, just how badly thecompany was leaking revenue. It was a deciding point for me, Iunderstood that something was wrong but I couldn’t quite putmy finger on what the solution would be”. Tom is now 63 and didengage our services.
	 When I returned today, almost 15 months and aftera 180 hour project that ran 224 hours, Tom was veryhappy to see me. He’s happy and excited about thefuture, he’s calm and enjoying life and his business.He has continued the work we installed and even hasupdated the 5 year plan and is following it to the pointthat sales are up 42% and profit from virtually break-even to over 15% after his salary increased 25% to$65,000. His hours are reduced and he is even takingvacations. Currently he has $400,000 work in processthrough year end which will put him at $1.22M and anadditional $400,000 in contracts for 2016.	 This was the good news bad news though.	 As a single entity S corporation with the projected year end net prof-its of $187,000 and $65,000 W2 and $30,000 for your wife plus otherincome, how does a tax bill sound on $300,000 of income plus the941’s you’ve already paid. Also now at our age, what does the plan forsuccession and estate look like given you have a $3M net worth plusthe business and 3 grown children, none of which are active and yes comingled funds. Also now that you’re growing, that increases the needfrom asset protection with more subcontractors and potential employ-ees and also employee retention and acquisition of future managers.
Road Warriors
1. Be Nice!
As the TSA screening protocol has expanded, I’ve found small
ways to save time during airport screening; I make sure that metal
(watch, keys, change, phone, etc.) is in my computer bag - not on
my person. And since airport requirements differ, I always assume
the TSA will need to see my boarding pass a second time. Finally,
for those wearing dress shoes through airport security, consider
trading in your laces for a pair of slip-ons. You never know when
you may need those two minutes you’ll save.	 	
		 Thanks to: Steve Curtin of Steve Curtin LLC.
2. Key to a Great Room
When you arrive to check into your hotel, make sure you are up-
beat and smiling. Greet the hostess and say, “It has been a very
long day. I’m betting that you have a really nice room waiting for
me.” Normally, they smile and keep checking you in. At this point,
just keep quiet. I am betting you will be very pleased when you
open the door to your room. A smile and upbeat personality will get
you a long way.
Thanks to: Kathy Condon of Kathy Condon Executive Coach
1. Sleep & Eat FREE!
No trick here - use a credit card that gives rewards for your favorite
hotel chain and you can sleep and eat (breakfast) for free. We use
our Marriott and Hilton credit cards for lots of business expenses
and average around 24 free night stays each year - that’s about
$4500 worth of Residence Inn, Hampton Inn and breakfasts for
two. Better still, use the cards to pay for business expenses and the
rewards for personal trips. Pay yourself to take a long weekend off!
Thanks to: Steve Watson of Watson’s Streetworks.
Share your travel stories or tips with the Green Report!
Email Jenifer Meyer at jp@abomagazine.com
1. Travel Time, Productive Tim
I travel for business over 40 weeks a year. My travel time is my
most productive time. I write my blog posts on airplanes. I use ho-
tel time to write my books -- I’ve written over 15 business books.
When I check into a hotel, I always ask for local delivery menus. I
order in and get to work.
If I’m going to be away from home, I want to make the most of my
time. Local restaurants and bars don’t interest me. Of course, I
attend business dinners if that’s what the client wants.	 	
		 Thanks to: Bud Bilanich of The Common Sense
2. Carry On!
I always do carry-on luggage so there is no wait at the airport. I’m
at my hotel by the time other travelers are just getting their lug-
gage. And to do so, you must be a good packer. Clothes on the
bottom; suits separated by plastic from the dry cleaners (so nothing
wrinkles), shoes to match all outfits, toiletries on top. Pack clothes
a day ahead and put something heavy on top to get the air out so
you have room for even more.
Thanks to: Rosanne Dausilio PhD of Human Technologies Global Inc..
1. Stay Packed...
I do a lot of back-to-back business travel. To save time, I keep my
suitcase partially packed - with a full toiletries kit, basic jewelry,
makeup bag, snacks, heels, notebook, pens and business cards
always. When I get back from one trip, I repack the basics - paja-
mas, under-things. Then, I just have to top it off with some business
clothes and I’m out the door every time.
Thanks to: Erin Ferree of BrandStyle Design.
$300 CONTEST
#1SPOT THE DIFFERENCE - Can you spot the SIX things that are different in these two photos?
$
Send your six answers to jp@abomagazine.com to enter a drawing for a cash prize of $300
Congratulations
to last week’s
drawing
winner!
Carmen Morales
Assistant
won $300 in our
Spot the Difference
contest drawing!
There were only 26
entries in this drawing...
YOU CAN’T WIN
IF YOU DON’T
PLAY!
Get your entry in
by noon on
Thursday, September 24th
to enter the drawing!
Liza Vitello, Asst. Director BC
John Burgess
Have a fun Selfie? A self taken photo of yourself usually with a cell phone camera with an entertaining
or cool background, with family and children or famous people you’ve met--vacation ones are awesome!
Selfies or Shelfies
Craig Karr, Senior Area Manager
Kyle Black, Sales Senex
John Henson, Analyst
Donna Brewer, Survey Senex
Avalon Davis, Inside SalesJenifer Meyer, Creative, Nicole Beller, HR
Jason Miller, Sales Admin.
Charity Events
The deadline for donations is
October 1st.
Donate today at
I am changing the course of cancer!
Any race could be a life-changing event - but my next
race will be a lifesaving event. As part of the American
Cancer Society DetermiNation team, I am achieving
things I never imagined I could accomplish. Yes, train-
ing for the Chicago Marathon is tough, but for me the
finish line is just the beginning. My race victory will help
save lives from every cancer in every community. And
I’m hoping you’ll support me in my efforts.
It’s up to us to change the course of cancer - and I be-
lieve in the work the American Cancer Society is doing
to save lives. Every day, they’re helping people stay well
and get well, they’re funding and conducting research to
find cures, and they’re rallying communities to join them
in fighting back. More than 11 million Americans who
have a history of cancer will celebrate another birthday
this year. Please support me with a donation so that to-
gether, with the American Cancer Society, we can help
save lives and create a world with less cancer and more
birthdays.
Join Emily Guenther’s
fundraiser to fight Cancer!
Emily is a Business Valuation Editor
and is running in honor of her cousin
who is battling cancer.
http://main.acsevents.org/site/TR?px=33920135&pg=personal&fr_id=69178&s_
locale=en_US&et=lQCEbGRRpY9TFWblS4TDuQ&s_tafId=1661045
List of People Signed Up for
FIGHT CLUB!
The only rule of FIGHT CLUB is that we will fight
until there is a cure!
Below please find the names of everyone that we have who has
signed up for FIGHT CLUB, our corporate team (team captains:
Jim Gibson, Carrie Green, Jenifer Meyer and Dawn Siler), to
walk/donate or donate only for the ‘Make Strides Against Breast
Cancer’ 3.1 mile walk.
	 For those that we know who are only donating, a (D) has been
place by your name. Alert us if you only wish to only donate/not
walk and it has not been indicated on this list. All walkers should
register ASAP online via our team page, so that those who
are ‘donate only’ may support those walkers needing to reach
their $100 goal (per person) of donations collected.
	 To register (to walk or donate) go to http://ow.ly/PEnme and
please note that you do NOT need to donate to sign up to walk.
This is also a great time to invite friends or family to register in
order to walk with you!
	 The walk is scheduled for Sunday, October 18th, 2015 at 9am at
the Independence Grove Forest Preserve, 16400 W. Buckley Road,
Libertyville IL. Per request, as the event approaches, we will arrange
car pools from our corporate parking lots to take walkers to and from
the event (approximately 15 minutes away). If you are able to volun-
teer to car pool (mini vans/SUVs are especially welcome), please let
us know.
	 Thanks for the amazing turn-out to our launch of FIGHT CLUB,
benefiting the American Cancer Society!
Absi, Carlos
Aldebert, Jay
B., Chris
Beller, Nicole
Berghammer, Hilda
Biederer, Rick (D)
Block, Steve
Blouch, Ashley
Bogard, Melissa
Brewer, Donna
Burgess, John
Burgess, Tonia
Burgess, Tyler
Camarda, Sophia
Canady, Edward
Chung, Mike
Collins, William (D)
Cookbey, Mohammed
Craigwell, Kerry
Crymble, Sherri
Cunningham, Sean (D)
Damama, Darius (D)
Davis, Avalon
Davis, Hikesha
Demko, Marie
Dickson, Stephen
Dupuis, Carol
Evangelista, Mark (D)
Fermazin, Kelly
Fishman, Shawn
Fullington, Elizabeth
Garcia, Milton (D)
Goldman, Aaron (D)
Gray, Yuliya
Hansen, Scott
Haracz, Sue
Taylor (Robinson), Gwendolyn
Heerhold, Danny
House, DeNorris
Jacobson, Jordan
Jordan, Jim
Kamptner, Tina
Khan, Natasha
Khawaja, Ivy
Kimmell, Randi
Kristin, Miller
Kukral, David
Lane, Mershaun
Lawrence, Reed
Lewandowski, Karen (D)
Lilja, Tim
Link, Keith
Littles, Kenedi
Lucero, Hugo (D)
Marcus, Ross
Menkhaus, Michelle
Miller, Jason
Mitty, Charles (Chuck)
Moore, Sam
Napoli, Peter
Olsen, Breanna
Pannell, John
Parks, Kerri
Patrick, Yates
Pedro, Wonder (D)
Perry, Marc
Pratt, Brian
Pryputniewicz, Bart
Renard, Morgan
Rosol, Paula
Rush, Courtney
Schimenti, Ed
Stewart, Tony
Stewarts, Robert (D)
Taylor, Matthew
Thurman, Anita
Tillotson, Janice
Tillotson, Katie
Valentino, Nick
Wiles, Jennifer
Williams, Gustavia
Williams, Renee
Woodford, Debbie
Woodford, Tom
Woods, Kim
Worth, Joshua
Zelaya, Oscar
(D) by the name indicates this person is donating, only, not walking…
Top 26 Ranking
1	 Clements, Sean
2	 Yalda, Anita
3	 Mock, Michael
4	 Stafford, Nicholas
5	 Van Dygriff, Eric
6	 Kirchner, Matthew
7	 McAdams, Thomas
8	 Reed, Lawrence
9	 Eisner, Jennifer
10	 Longobardi, Robin
11	 Simmons, Derrick
12	 Smith-Ross, Nadia
13	 Khan, Natasha
14	 Baltimore, Victor
15	 Vaskovsky, Raymond
16	 Ross, Marcus
17	 Thomas, Markus
18	 King, Adriene
19	 Jenkins, Jennifer
20	 Cookbey, Mohammed
21	 Jackson, Corieonte
22	 Morgan, Renard
23	 Shunnarah, Pauline
24	 Berghammer, Hilda
25	 Richards, Candy
		
Top Cash Collectors
Week Ending 9/12/15
1	 Landau, Sharon
2 	 Dupuis, Carol
3 	 Yates, Patrick
4 	 Jablonski, Richard
5 	 King, Adriene
6 	 Gipson, Leonard
7 	 Fortson, Jermaine
8 	 Dhont, Glenn
9 	 Morales, Jesus
10 	 Khan, Natasha
11 	 McAdams, Thomas
12 	 Berghammer, Hilda
13 	 Guerrero Blanco, Mireya
14 	 Carrabotta, Peter
15 	 Polinski, Taylor
16 	 Moore, Samuel
17 	 Hurckes II, Jeffrey
18 	 Warren, Kristen
19 	 Wright, Andrew
20 	 Morgan, Renard
Kopis, Matthew 	 8
Mitty, Charles 	 8
Mock, Michael 	 6
Oza, Dhaval 	 6
Perkins, Terrence 	 6
Stafford, Nicholas 	 6
Landau, Sharon 	 6
Fenton, Nolan 	 5
Street, Peter 	 5
Van Dygriff, Eric 	 5
Clements, Sean 	 4
Jablonski, Richard 	 4
Top BC’s/Program Sales
(In order) for the week ending 9/12
Hi Roller
Mike Mock
with 6 Sales;
He spun the wheel
for $210
High Volume Hero
Peter Street
won $50!
Business Coordination
Week Ending 9/12/15
OTHER NOTABLES
Peter Street
got a $246,800 Tax
GO with his rep
Colleen Crane
OTHER NOTABLES
Kris Warren
had a GO
hat trick on 9/9
OTHER NOTABLES
Peter Street &
Jamie Bardales
both had a
$100 mil sale!
business coordination
How do you feel about being selected as Employee of the
Month? Honored, accomplished, and proud of myself.
What managers and co-workers have helped you become
a stronger BC? Definitely Burt, Marc, Liza and Brian. There
are many more, but these people have helped me a lot
recently.
What is your secret to success with your rep match-up?
Constant communication. We talk all day, know personal
things about each other, and know each others financial goals
as well as bills.
What goals have you already accomplished this year?
I feel I am already on track. I meet my daily goal everyday
which is to do my best and stay dedicated.
Why did you decide to work here at ISI? For the income...
but the company seemed like a family and were all very
encouraging and upbeat. That is why I stayed past my first
week.
What is your favorite closing line? Grab a pen, jot down
her name.
What did you do in your previous career? Sales and
telemarketing
What would we be surprised to know about you, person-
ally? That me and my kids like to volunteer all the time, help
the needy.
Natasha Khan
APRIL
Dewon Howard
MAY
How do you feel about being selected as Employee of the
Month? It’s an honor to be selected out of a group of such
talented individuals.
What managers and co-workers have helped you become
a stronger BC? The list is so long but I have to say that
my recent success has come from the help of Lucas, David,
Kebeon, and Marc.
What is your secret to success with your rep match-up?
Communication is key! I know a lot about him, his goals, and
his family. When I write a lead I make sure to keep those
things in mind.
What goals have you already accomplished this year?
Improving my Sales to GO ahead ratio. It really helps my
bottom line.
Why did you decide to work here at ISI? The opportunity
is endless! You have no cap on your success here, sky is the
limit.
What is your favorite closing line? We work with compa-
nies that are looking to grow, drive sales, and penetrate more
profitable markets.
What did you do in your previous career? I did loading at
Value City warehouse.
What would we be surprised to know about you, person-
ally? I am a gentle giant.
business coordination
Nicholas Stafford
JULY
How do you feel about being selected as Employee of
the Month? Excited and proud!
What managers and co-workers have helped you
become a stronger BC? The main person would be
Sean, he taught me everything. Dhaval and Adam have
contributed a good amount as well.
What is your secret to success with your rep match-
up? Communication and trust. I can tell Mike anything
and he knows what I’m saying is the absolute truth. He
knows I do my job as a BC and I know he does anything I
recommend.
What goals have you already accomplished this
year? Being EOTM! Plus, being able to consistently
cover two SAMs.
Why did you decide to work here at ISI? Sean referred
me with the promise that if I applied myself I would make
good money.
What is your favorite closing line? I’ll have Mike swing
by; if you’re not busy putting out a fire or with a client say
hello to him and give him five minutes for me.
What did you do in your previous career? Every type
of physical labor that you can imagine; construction,
landscaping, warehouse work, ect.
What would we be surprised to know about you, per-
sonally? I was paid to snowboard when I was a teenager
and I was sponsored.
JUNE
Sean Clements
How do you feel about being selected as Employee of
the Month? It is a great honor and privilege to be recog-
nized for my success.
What managers and co-workers have helped you
become a stronger BC? Shawn Law, Mark Stuth, and Burt
Bucar have been in my corner through thick and thin. They
continue to help me grow on and off of the BC floor.
What is your secret to success with your rep match-up?
To me, communication is key in every relationship, espe-
cially professional relationships. Steve Burns and I have an
(emotional) personal connection with each other that I feel is
unmatched by any other BC/Rep combo in the company.
What goals have you already accomplished this year? I
graduated a life course that will benefit my life from here on
out and finally moved into my own place 2 months ago.
Why did you decide to work here at ISI? I was a troubled
teenager that had nowhere to turn and Shawn Law pre-
sented me with the opportunity to work for this company with
a promise that I would make a lot of money!! And I do!!
What is your favorite closing line? We are just looking to
develop a relationship with your company for future busi-
ness.
What did you do in your previous career? Private con-
tractor
What would we be surprised to know about you, person-
ally? Honestly, my life is an open-book so I don’t feel there
is much I could tell anyone here that they don’t already know
about me. I’ve been around this company for so long that
everyone here is like family to me.
business coordination
SEPTEMBER
Adriene King
How do you feel about being selected as Employee of the Month?
I’m ecstatic about it!
What managers and co-workers have helped you become a stron-
ger BC? David Soskin, Lucas Neuhaus, Ed Canady, and Alvin Fisher.
What is your secret to success with your rep match-up? I try to
write solid, dependable leads. I also talk to my rep to let him know if
there are unique circumstances about the lead he should be aware of.
What goals have you already accomplished this year? Within
2-months, I’ve made Top 25 and employee of the month, which were
all unexpected. I come to work to work hard and improve as a BC
every day. I’m happy with results.
Why did you decide to work here at ISI? I was at the last stages
if planning my wedding in June 2015 and was looking for a new job
opportunity. An offer to work here happened faster than I expected, but
I am happy it did.
What is your favorite closing line? Thank you for the opportunity
to meet with you. My Rep is a good & personable person with a
lot of years of experience. We look forward to meeting you on
(date & time).
What did you do in your previous career? 11 years in the pharma-
ceutical industry as a project development team member.
What would we be surprised to know about you, personally? I
married my college sweetheart two months ago after several years
apart. We are now a blended family with his two sons from his previ-
ous marriage. Marriage takes a lot of patience, compromise, and hard
work but it is worth it!!
Anita Yalda
AUGUST
How do you feel about being selected as Employee of the Month? I feel hon-
ored because after being with the company for over 10 years, it feels exceptional
to get the recognition. Also, Burt Bucar gave me this honor and we all know he’s a
big deal.
What managers and co-workers have helped you become a stronger BC?
There have been many successful people that have encouraged and supported
me along the way. Mark Stuth, Dhaval Oza, Michael Chung, Shawn Law, Liza
Vitello, Clarissa Hernandez, Heli Modi and most importantly, my rep Mike Santa. I
owe all of them much appreciation.
What is your secret to success with your rep match-up? Mike Santa and I
have an amazing relationship. Trust and communication play a major role in our
success. We have spent time with each other’s family and have become really
good friends. We genuinely care about each other’s well being. We set goals
together and stop at nothing to reach them as a team.
What goals have you already accomplished this year? I have accomplished a
few goals that I have set this year. Getting back together with Mike Santa as a BC/
REP match-up after he came in house was a major goal we both reached together.
My cash collect has improved dramatically since we started working together. I
also have had many weeks as high roller.
Why did you decide to work here at ISI? Wow! Well that was when I was 20
years old. I came across an ad in the paper and decided to give it a shot. I can
honestly say that it was one of the best decisions I have made for myself and my
family. I would also like to take this opportunity to thank John and Tyler Burgess
for everything that they have done for all of us here at SMS. The both of you have
gone above and beyond for your employees. I personally am very appreciative.
What is your favorite closing line? Keep in mind sir we called you, you did not
call us. We are not implying or suggesting that you have a need for our services
at this time. We just wanted an opportunity to introduce ourselves and hopefully
leave you with a good enough impression in hopes that if there is a need you can
contact us in the future.
What did you do in your previous career? I worked at a daycare facility for three
years prior to answering the ad for SMS.
What would we be surprised to know about you, personally? I love to gamble
on anything and everything...Tyler knows that very well. I never win, but at least I
don’t give up!
Daglis, John
Provancher, Brian
Sales Department
Top Cash Collect YTD
McFadden, Donna	 $786,835.00
Morris, John	 $786,606.44
Doubleday, Alan	 $786,093.33
Gore, Craig	 $773,925.18
Haass Sr., Robert	 $703,635.00
Willits II, Timothy	 $700,453.40
Borden, Mark	 $694,285.00
Nielsen, Michael	 $649,830.00
Perrilleon, Michael	 $649,338.00
Ingram, Brent	 $645,662.00
Riedeman, Michael	 $2,044,906.69
Crane, Colleen	 $1,659,525.00
Given, Christopher	 $1,576,124.00
Boyd, Brent	 $1,410,311.00
Charlesworth, Michael	 $1,196,659.00
Santa, Charles	 $1,111,365.00
Haskaj, Veton	 $978,792.20
Caudle, Steven	 $969,790.33
Durham, Sean	 $828,870.00
Karr, Craig	 $789,699.00
Platinum REPS
AC	 Burns, Steve
AC	 Durham, Sean
AC	 Oehlke, Gregg
AC	 Praileau, Mike
AC	 Tye, Gene
C	 Martin, Douglas
C	 Seon, Ken
C	 Westwood, Bill
MW	 Bauman, Jon
MW	 Morris, John
MW	 Santa, Mike
NE	 McCaffer, Matt
SE	 Conrad, David
SE	 Daglis, John
SE	 Gore, Craig
SE	 Ingram, Brent
SW	 Hines, Walter
SW	 Kolb, Kerry
SW	 McFadden, Donna
SW 	 Straw, Des
W	 Davidson, Mike
W	Gerwig,Phil
Platinum CC Reps
AC	 Given, Chris
AC	 Crane, Colleen
C	 Tzimas, Steve
MW	 Nielsen, Mike
MW	 Hall, Kent
MW	 LaBarbera, Jim
NE	 Provancher, Brian
SE	 Butterworth, Terry
SE	 Pizzino, Vinnie
SW	 Rakeeb, Rocky
SW	 Boyd, Kevin
SW	 Caudle, Steve
SW	 Shackford, Sean
W 	 Sawyer, CiCi
W 	 Riedeman, Mike
W 	 Karr, Craig
W 	 Charlesworth, Mike
W 	 Haass, Bob
Sales
8
Gore, Craig Bauman, Jon
Biggers, Bradford
Borden, Mark
Conrad, David
Crane, Colleen
Davidson, Michael
Durham, Sean
Henry, Dorothy
Luevano, Juan
McFadden, Donna
McLaurin, Raymond
Persaud, John
Pilkington, Timothy
Rakeeb, Omar
Sacerdote, Joseph
Sawyer, Cecilia
Shackford, Sean
Straw, DeWayne
Trujillo, Pedro
Tye, Gene
Young, Todd
Top sales Reps
Given, Christopher	 221
Gore, Craig	 220
Butterworth, Terry	 210
Provancher, Brian	 198
Burns, Stephen	 175
Straw, DeWayne	 170
Tzimas, Steve	 170
Praileau, Michael	 157
Tye, Gene	 148
Seon, Kenneth	 147
McCaffer, Matthew	 147
Haskaj, Veton	 144
LaBarbera, Jerome	 141
Kolb, Kerry	 135
Durham, Sean	 135
Pizzino, Vincent	 129
Daglis, John	 126
Conrad, David	 124
Santa, Charles	 124
Bauman, Jon	 121
Sawyer, Cecilia	 120
Charlesworth, Michael	119
Gerwig, Philip	 118
McLaurin, Raymond	 111
Borden, Mark	 109
Riedeman, Michael	 107
Morris, John	 106
McFadden, Donna	 104
Davidson, Michael	 104
Ingram, Brent	 103
Haass Sr., Robert	 97
Newman, Laurence	 96
Top Sales YTD
Week Ending 9/12/15
Sales
6
Sales
2
Boyd, Kevin
Hill, Walter
Kurtulus, Ahmet
Seon, Kenneth
Sales
4
UP & COMER
Ahmet
Kurtulus
Butterworth, Terry
Kolb, Kerry
Praileau, Michael
Sales
5
Boerio, James
Bond, Hubert
Burns, Stephen
Charlesworth, Michael
Chesnut, David
Given, Christopher
Griesedieck, Alvin
Haight, Stephen
LaBarbera, Jerome
Lottinger, Ryan
Martin, Douglas
Packer, Sean
Tzimas, Steve
Weber, David
Sales
3
Inside Sales
Marc Perry
was honored last week with
83% run rate, 3 GOs!
Top Cash Collect YTD
Bonaguidi, Daniel	 $121,860.00
Burns, Stephen	 $57,820.00
Davis, Avalon	 $53,290.00
Seebauer, Brian	 $40,830.00
Hansen, Scott	 $10,260.00
Jordan, Bryant	 $5,900.00
Pratt, Brian	 $2,237,937.40
Perry, Marc	 $2,042,444.83
Wilson Jr., Leo	 $1,748,162.39
Goldman, Aaron	 $953,190.91
Kohen, Keith	 $811,231.96
Damania, Darius	 $696,696.39
Malkus, Alan	 $143,043.30
Week Ending 9/12/15
Pratt, Brian	 24
Goldman, Aaron	 23
Kohen, Keith	 20
Damania, Darius	 14
Wilson Jr., Leo	 11
Perry, Marc	 8
McConnell, David	 7
Davis, Avalon	 4
Seebauer, Brian	 4
Sales w/e 9/12/2015
Goldman, Aaron	 1103
Kohen, Keith	 1006
Pratt, Brian	 782
Perry, Marc	 635
Damania, Darius	 424
Wilson Jr., Leo	 404
Davis, Avalon	 214
Bonaguidi, Daniel	 81
Hurckes II, Jeffrey	 65
McConnell, David	 54
Malkus, Alan	 35
Seebauer, Brian	 33
Sales YTD
“It is a most mortifying reflection for a
man to consider what he has done,
compared to what he might have done.”
~Samuel Johnson, in Boswell’s Life of Johnson, 1770”
Klein, David	 $2,878,240
Engelhardt, Patrick	 $2,788,925
Mitchell, Terry	 $2,609,967
Dorney, Carter	 $2,552,714
Tuttle, William	 $1,856,427
Kleinman, Todd	 $1,785,408
Rehak, Maryann	 $1,776,743
Arrieta, Chris	 $1,467,608
Rabinowitz, Michael	 $1,358,699
Fitch, Larry	 $1,314,572
Stanley, Gentry	 $1,236,812
Herb, Ronald	 $1,191,443
Stevens, Brandon	 $1,181,969
Ryan, Joel	 $1,152,615
Henson, John	 $1,074,905
Spicer, Chris	 $1,072,157
Smith, Gregory K	 $1,054,357
Kirk, Bruce	 $1,038,947
Welsh, Joe	 $1,015,061
Parker, James	 $988,135
Cash Collected YTD
Light, James	 56
Dorney, J. Carter	 44
Kleinman, Todd	 44
Mitchell, Terry	 43
Blackwell, Reginald	 42
Tuttle, William	 39
Engelhardt, Patrick	 37
Rehak, Mary Ann	 36
Dennison, Michael	 35
Klein, David	 33
Ryan, Joel	 33
Welsh, Joseph	 33
Parker, James	 32
Spicer, Christopher	 32
Clay, Christopher	 31
Rabinowitz, Michael	 30
Daly, Timothy	 29
Kelder, Harry	 29
Joe, David	 27
Stevens, Brandon	 27
Kirk, Bruce	 26
Tubeileh, Tarek	 26
Herb, Ronald	 25
Newcom, Guy	 25
Arrieta, Chris	 24
Byrne, Philip	 24
Lehmann, Michael	 24
Henson III, John	 23
Corneliusen, Justin	 22
Smith, Gregory K	 22
Top GOs (Net) YTD
Engelhardt, Patrick
Pineda, David
Klein, David
Mitchell, Terry
Stanley, Gentry
Dorney, J. Carter
Gabor, Geoffrey
Kleinman, Todd
Herb, Ronald
Tuttle, William
Henson III, John
Rehak, Mary Ann
Fitch, Larry
Prince, Jace
Rabinowitz, Michael
Arrieta, Chris
Smith, Gregory K
Harris, Sandra
Stevens, Brandon
Spicer, Christopher
Top Job Billing
Avg.
Survey Services
Week Ending 9/12/15
Kleinman, Todd	 $36,000.00
Arrieta, Chris	 $33,500.00
Engelhardt, Patrick	 $29,100.00
Light, James	 $25,000.00
Rehak, Mary Ann	 $25,000.00
Moreau, John	 $21,500.00
Moore, Colin	 $20,100.00
Byrne, Philip	 $18,500.00
Stanley, Gentry	 $18,000.00
Barron, Arthur	 $18,000.00
Stolzenberg, Larry	 $18,000.00
Tubeileh, Tarek	 $17,500.00
Spicer, Christopher	 $15,500.00
Parker, James	 $15,500.00
Kleinman, Todd	 $15,500.00
Klein, David	 $15,500.00
Prince, Jace	 $15,500.00
Stevens, Brandon	 $15,500.00
Tuttle, William	 $15,500.00
Potts, Tedd	 $15,500.00
Helmers, Greg	 $15,500.00
Rehak, Mary Ann	 $15,000.00
Ryan, Joel	 $13,500.00
Carter, Dale	 $13,500.00
Croteau, Randel	 $13,500.00
GO Busters
Top TAX Dogs
	 Hours
Ryan, Joel	 425
Daly, Timothy	 375
Spicer, Christopher	 355
Tubeileh, Tarek	 350
Gabor, Geoffrey	 300
Rehak, Mary Ann	 300
Dorney, J. Carter	 300
Parker, James	 276
Kleinman, Todd	 220
Moore, Colin	 210
Clay, Christopher	 210
Klein, David	 200
Rabinowitz, Michael	 200
Welsh, Joseph	 175
Moreau, John	 173
Prince, Jace	 150
Azim, Mohammed	 150
UP & COMER
Larry
Gildea
CLIENT’S DESK...
“I must say that I was a pretty big skeptic when first approached by your company. I was determined to
give your representative a quick hearing and then scoot himout the door.
	 But after listening to Mel Saxton for just a few minutes, I began to think that maybe he was the
answer to my problems. Mel talked to me as though he knew my company, as though he understood who I
was, and the struggles I was having. He told me that I was a good candidate for your business services.
Fifteen minutes turned into 30 minutes, and then 30 minutes turned into an hour. Finally Mel asked me
if I would let him schedule a visit from one of your Analysts. I said okay, and retired to my office won-
dering, “What have I done?”
	 A few days later I met with your Senior Business Analyst, Russ Kruse. Russ, too, was able to spot many
of our vulnerabilities. He suggested that I take the next step and call in a Business Consultant who
would stay with us as long as needed. He stressed that participation in the program could be expensive,
but that if we were willing to change, we could reach the promised 2-·1 return on investment. Russ was
the key to our moving forward . He pointed out that a president’s job was to assure the financial health
of a corporation . We were just barely eking out a profit, and I needed help. Additionally, I was way too
involved in all aspects of the corporation. Russ re-arranged his departure the next day to meet with my
wife and me again, and encouraged us to move forward. Because of Russ, we signed up.
	 We met Jeff Dickinson along with Bill Molchan 10 days later. Daniel Donze was with them as a member
of STA. Russ had told us we were going to need Daniel’s tax strategies in
future years! I was all in at that point, so I agreed to sign up for STA’s
services as well. Again the promised return on our investment from STA
the 1st year was pivotal.
	 Three guys in our small office was a lot of people! Dan left in the
afternoon of the 2st day and Bill departed the next day. I questioned
whether our small business was a candidate for such an intensive (and
expensive) program. All three assured me that most of their business
came from small corporations like ours. The key was to be willing to
make changes and to stay with those changes, hard as they might be to
implement. If was co mmitted to change, then success would follow.
	 Working with Jeff was great! I’m an older guy and we seemed to
click. Jeff early on identified numerous areas where we needed to make
changes. Eventually, they boiled down to the following:
1. Increase Sales
2. Manage Cash Flow
3. Become a functional corporation.
Let me say here that I have learned a lot from Jeff! I don’t know how other business people come by
their acumen, but the knowledge that I gleaned from Jeff has been invaluable. It will be the key to our
success going forward. Our conversations focused on our customer base, how we increase sales to existing
customers, and how we find new sources of sales. I always figured that inventory was money in the bank.
Jeff pointed out otherwise, how excess inventory was draining us of profits.
	 We implemented a weekly cash management summary, a weekly “dashboard”, and monthly and yearly
sales goals. All of these would make it easier for me to manage the company, even when I was out of
town. (continued next page)
Consulting Services
“Where were you 10 years ago?”
Consulting Services
	(continued)
	 One of the things that I needed to do was to raise prices immediately. We had kept up with vendor
price increases over the years, but our overhead expenses had out-distanced our pricing. I had been
reluctant to make a “global” price increase in the past, but Jeff pointed out how important that was
to our overall profitability. Most of our customers would not even notice, and he was right.
	 We addressed deficiencies in our Great Plains software program. Jeff referred it to as “Great Pains
... “ I called our software consultants and found that by asking the right questions, we could get the
software to do more of what we wanted. Going forward, we will be able to tier price increases to indi-
vidual stores based on a number of factors, including pre-paid freight options and volume purchases.
	 We talked about a functioning corporation versus one that wasn’t functional. The light went on in
my mind when he pointed out in a review that corporations were built around positions, not people. As
part of my eventual exit plan, I didn’t know how I would sell the company down the road. Jeff helped
me understand that defining job responsibilities and implementing functional structure would make
that task a lot simpler.
	 We talked about the “burden of labor” when making a new hire. I knew that the key to future
growth and my eventual departure depended on us hiring an other full-time person to help with in-
side sales and data entry. My GM and I were so involved in the daily details of running the business
that it was hard for us to think about making new sales calls and expanding our internet presence.
Time-off to attend trade shows always resulted in a loss of sales. Jeff helped us to project how much
of a sales increase we would need to make a new hire, and how important that was to accomplishing
our overall business plan.
	 Finally, we implemented a business incentive plan for our employees and developed
evaluation forms to use in regularly scheduled meetings with our staff. These evalu-
ations will be part of our profit-sharing plan going forward.
	 Jeff has become a great resource to us and I hope that we can maintain contact in
the future. He has promised to be “just an email away.” I have enjoyed working with
him and consider him a friend. I am amazed at the effort that he has put forth to
understand both our company’s problems and our company’s potential. I always felt
that we could be better than we are now. Jeff’s expertise will help us to be a better,
more profitable company.
	 Lastly, I asked all of your people at various times, “Where were you 10 years ago?”
Would I have even recognized the need for your services? I don’t know the answer to
that question, but I can say that I’m glad I didn’t have to wait another 5 years for
you to knock on my door.
	 Your services do not come cheap, and I know nothing about the consulting business
or how it works. But ideas are a valuable commodity, and ones that are tailored to
my specific business are hard to come by. I can read all of the business guides that
come my way, but implementing ideas into action is difficult. Having someone like
Jeff on our premises has been a great benefit. He has been a good sounding board
and a great cheerleader for the changes that we are making.
	 This has been an exciting experience for me! We will have a better and more prof-
itable business going forward, and I am glad to have participated in the process.
Now let me get back to running my much improved company...
Thomas Elison
Henry Lloyd
Thomas Hager
Kevin McCullough
Andrew Tomlinson
Bruce Fuller
Donald Walsh
Jerold Weissberg
Alan Coe
Lawrence Guzowski
Laura Kelly
Peter Wallace
William Molchan
George Roller III
Gary Hobbs
Dennis Whitcomb
Allan Clark
Eric Cox
John Schaefer
William Scheyer
Top
Project Managers
“I’m glad I didn’t have to wait another
5 years for you to knock on my door.”
Mailbox
CLIENT LETTER:
“This second project with your company has opened the minds of my employees as
well as my own. The initial plan was to put together a standard operating proce-
dure and implement a marketing plan to ramp up sales revenue. We ended up get-
ting more than we bargained for. My team
now understands not only their roles in the company, but the entire company as
a whole and how the machine functions with each moving part. In addition, my
people because of their own ideas and suggestions have taken ownership in the
business and their responsibilities with a new, fiery attitude.
	 More so than ability, it was the fear of going outside of their comfort zones
and trying new things that were a few initial setbacks at the beginning of the
project. Once we got everyone to get out of their own way, the results were amaz-
ing! With the creation of our SOP, we were now able to flow through a sales order
from prospect customer to receiving funds for a completed order without a hiccup.
Before, incomplete files were being passed down the line and people were having
to chase paperwork. With more accountability in place, the baton is now being
passed instead of the buck.
	 The broker team is continuing to increase their sales with a new attitude. Also,
having implemented a sales activity tracker, the brokers now know how to measure
their efforts. They know when they are or are not doing a good job. With every-
one’s continued effort, there is no doubt in my mind that we can reach our goals
for 2016 and beyond. Glenn has a coach’s way of getting the best out of his play-
ers. I have and will continue to use and recommend the services provided by your
company!”
CLIENT LETTER:
“We are very satisfied with the consulting services provided by Howard
Rappaport. The experience and knowledge that Howard brought to us
was extremely worthwhile and beneficial to my staff. Howard quickly
observed, interviewed and identified key factors for improving op-
erations and profitability. As President of the Company, I thought I
understood my operations but soon realized that as a CEO I truly had
inconsistencies in my management abilities. Howard helped me to un-
cover these inconsistencies, to identify my weaknesses and how to fix
them. Most importantly; he showed us how to set weekly management
meetings that hold my staff actountable. I also had quite a few les-
sons in what it means to be profitable! The Breakeven analysis exer-
cises literally made me think differendy about pricing our product
and projects. Along with understanding my GPM on a historical level
and fixed costs, it will gready help me to reach target revenue goals
because I will. understand my costs and impact on profitability. 	
Gus and I both feel that we reached our expectations for the
changes we wanted to make at our Company, and have no regrets for
this engagement I feel much more secure in managing challenges we
will. face given our new management structure and the key metrics put
in place for measuring and managing our business.”
Mark Kiczula, BC
Richard McDowell, Sales Rep
Mark O’Leary, Sales Senex
Brandon Stevens, Analyst
Donna Brewer, Survey Senex
Dan Schneider, Consulting Dir.
Bruce Fuller, Project Manager
Howard Rappaport, Consultant
Leo Wilson, Inside Sales Rep
Karen Lewandowski, TO
Jay Aldebert, Survey Senex
Jace Prince, Analyst
Dan Schneider, CSD
Glenn Swick, Project Manager
Success Story
OUR
CLIENT
The clients who are brothers, own an LLC taxed as a general partnership in Louisiana. It
is engaged in industrial, commercial and secondary-framing steel building erection. The
company also provides remodeling services and it reported gross sales in excess of $2.5
million and net income of approximately $170,000.
However, the clients also own another LLC engaged in commercial and residential
rental which reported total rental income of $850,000. The real estate leasing company’s
holdings include strip malls, an industrial park, a four-unit townhouse, and other assets.
CLIENT’S GOALS:
1.	 Ensure that they are utilizing all applicable strategies to minimize business and per-
sonal taxes;
2.	 Develop an entity structure that will shield business and personal assets from liabilities
that may arise from the companies’ operations;
3.	 Review and recommend estate planning strategies that will minimize estate taxes and
avoid the cost and burden of the probate process;
4.	 Analyze fringe benefit programs for the companies, such as healthcare coverage and
retirement benefits, that will reduce company and employee taxes as well as encour-
age employee retention and participation; and
5.	 Recommend tax sensitive succession strategies so that each of the members can later
transition their individual membership interests at some point in the future under their
own terms.
HOW STA SURPASSED THE CLIENT’S EXPECTATIONS:
STA was concerned that the remodeling company’s depreciable assets and real estate
have not been segregated fully. Consequently the assets (including land with a book value
of approximately $200,000) were exposed to potential unforeseen future creditors. STA
recommended a comprehensive entity structure that would provide a significant layer of
protection for the business assets, including its real estate, beyond the level of any liability
insurance. Additionally, the recommended entity structure helped generate year one tax
savings in excess of $170,000.
Beyond asset protection and tax savings, STA also analyzed the clients’ parents’ estate
plans. Over a period of three years, the clients’ father transferred large portions of the
companies to his children. However, when the father shed his mortal coil, he did not have
a fully complete estate plan that would fully protect his surviving spouse and family from
additional estate taxes even though he developed a relatively comprehensive arrange-
ment. As a result, with the help of Hugo Lucero, Imran Sulaimana, Andrew Patton, Brian
Seebauer, and Gentry Stanley, STA was able to ensure that the clients’ were able to focus
their efforts in continuing to make the company grow while having the peace of mind that
their family’s wealth would not be eroded by unnecessary taxes.
BC: Hugo Lucero
BCT: Sulaimana, Imran
Rep: Andrew Patton
Senex: Mark O’Leary
Senior Business Analyst: Gentry Stanley
Survey Services Director: Jay Aldebert
Project Manager: Thomas Hager
Business Consultant: Leonard Kern
Consulting Services Director: Douglas DeRubeis
Strategic Tax Consultant: Bradford Mazo
Senior Tax Manager: Eric Lee
Tax Services Director: Donald Garner
GREAT JOB EVERYONE!

Recomendados

Exiting Your Business por
Exiting Your BusinessExiting Your Business
Exiting Your Businessthweatherford
287 vistas20 diapositivas
Business Owner Retirement Strategy por
Business Owner Retirement StrategyBusiness Owner Retirement Strategy
Business Owner Retirement StrategyRoy Innella
52 vistas26 diapositivas
Partner Training: The Small Business Sector por
Partner Training: The Small Business SectorPartner Training: The Small Business Sector
Partner Training: The Small Business SectorBizcentralUSA
692 vistas23 diapositivas
Exit: Selling Your Business for Maximum Price por
Exit: Selling Your Business for Maximum PriceExit: Selling Your Business for Maximum Price
Exit: Selling Your Business for Maximum PriceWilcox Swartzwelder & Co.
537 vistas21 diapositivas
Small business startup por
Small business startupSmall business startup
Small business startuplaburun
1.3K vistas40 diapositivas
The Business of the Family: Looking through the Lens of the Wealth Enterprise... por
The Business of the Family: Looking through the Lens of the Wealth Enterprise...The Business of the Family: Looking through the Lens of the Wealth Enterprise...
The Business of the Family: Looking through the Lens of the Wealth Enterprise...Investments Network marcus evans
1.3K vistas22 diapositivas

Más contenido relacionado

La actualidad más candente

The Family Business Power Point Presentation por
The Family Business Power Point PresentationThe Family Business Power Point Presentation
The Family Business Power Point PresentationRonaldFilian
6.1K vistas33 diapositivas
Entreprenuership assignment por
Entreprenuership assignmentEntreprenuership assignment
Entreprenuership assignmentKennedyMemba
26 vistas4 diapositivas
professional Planner article 1408-Forum por
professional Planner article 1408-Forumprofessional Planner article 1408-Forum
professional Planner article 1408-ForumAnne Graham
91 vistas5 diapositivas
Why businesses die before their 5th birthday by Serrainne Nyamori por
Why businesses die before their 5th birthday by Serrainne NyamoriWhy businesses die before their 5th birthday by Serrainne Nyamori
Why businesses die before their 5th birthday by Serrainne Nyamoriserrainne Nyamori
427 vistas3 diapositivas
Starting A Business por
Starting A BusinessStarting A Business
Starting A BusinessSiegfried57
135 vistas6 diapositivas
Challenges Facing Small Business por
Challenges Facing Small BusinessChallenges Facing Small Business
Challenges Facing Small BusinessLakesia Wright
3.1K vistas3 diapositivas

La actualidad más candente(20)

The Family Business Power Point Presentation por RonaldFilian
The Family Business Power Point PresentationThe Family Business Power Point Presentation
The Family Business Power Point Presentation
RonaldFilian6.1K vistas
Entreprenuership assignment por KennedyMemba
Entreprenuership assignmentEntreprenuership assignment
Entreprenuership assignment
KennedyMemba26 vistas
professional Planner article 1408-Forum por Anne Graham
professional Planner article 1408-Forumprofessional Planner article 1408-Forum
professional Planner article 1408-Forum
Anne Graham91 vistas
Why businesses die before their 5th birthday by Serrainne Nyamori por serrainne Nyamori
Why businesses die before their 5th birthday by Serrainne NyamoriWhy businesses die before their 5th birthday by Serrainne Nyamori
Why businesses die before their 5th birthday by Serrainne Nyamori
serrainne Nyamori427 vistas
Starting A Business por Siegfried57
Starting A BusinessStarting A Business
Starting A Business
Siegfried57135 vistas
Challenges Facing Small Business por Lakesia Wright
Challenges Facing Small BusinessChallenges Facing Small Business
Challenges Facing Small Business
Lakesia Wright3.1K vistas
Intro ent day_01 por jassitarun
Intro ent day_01Intro ent day_01
Intro ent day_01
jassitarun1.4K vistas
3 paths that will make startups consider a merger por Suzzanne Uhland
3 paths that will make startups consider a merger3 paths that will make startups consider a merger
3 paths that will make startups consider a merger
Suzzanne Uhland64 vistas
Business start up challenges por Nitin Gupta
Business start up challengesBusiness start up challenges
Business start up challenges
Nitin Gupta8K vistas
A simple introduction about a holding company por Jane Hayden
A simple introduction about a holding companyA simple introduction about a holding company
A simple introduction about a holding company
Jane Hayden4.3K vistas
Guide to Seling Your Business por Kirk Go
Guide to Seling Your BusinessGuide to Seling Your Business
Guide to Seling Your Business
Kirk Go69 vistas
Real Estate Investing for Realtors por Thinkademy
Real Estate Investing for RealtorsReal Estate Investing for Realtors
Real Estate Investing for Realtors
Thinkademy678 vistas
2010 09 08 Granum Presentation por Nathan Altig
2010 09 08 Granum Presentation2010 09 08 Granum Presentation
2010 09 08 Granum Presentation
Nathan Altig205 vistas
How to grow your startup por Planning-ness
How to grow your startupHow to grow your startup
How to grow your startup
Planning-ness2.3K vistas
Mel feller illustrates how to obtain a loan for your business startup by mel ... por Mel Feller
Mel feller illustrates how to obtain a loan for your business startup by mel ...Mel feller illustrates how to obtain a loan for your business startup by mel ...
Mel feller illustrates how to obtain a loan for your business startup by mel ...
Mel Feller12 vistas
48045_the-new-rules-of-getting-ahead por Bryan Huddleston
48045_the-new-rules-of-getting-ahead48045_the-new-rules-of-getting-ahead
48045_the-new-rules-of-getting-ahead
Bryan Huddleston758 vistas
Preparing ahead of time for Growth Finance por peterjohnduff
Preparing ahead of time for Growth FinancePreparing ahead of time for Growth Finance
Preparing ahead of time for Growth Finance
peterjohnduff139 vistas

Destacado

Phan 2 chuong 3 - may anh lap ban do por
Phan 2   chuong 3 - may anh lap ban doPhan 2   chuong 3 - may anh lap ban do
Phan 2 chuong 3 - may anh lap ban dobien14
712 vistas75 diapositivas
UK Community Feedback por
UK Community FeedbackUK Community Feedback
UK Community FeedbackLuke Slisz
139 vistas8 diapositivas
Каскад por
КаскадКаскад
Каскадgexarvest
218 vistas5 diapositivas
Question 6: Technology – What have you learnt about technologies from the pro... por
Question 6: Technology – What have you learnt about technologies from the pro...Question 6: Technology – What have you learnt about technologies from the pro...
Question 6: Technology – What have you learnt about technologies from the pro...ciaraoakes
249 vistas31 diapositivas
World Relocations Group - International Removalist Brochure por
World Relocations Group -  International Removalist BrochureWorld Relocations Group -  International Removalist Brochure
World Relocations Group - International Removalist BrochureTim Hibbard
342 vistas8 diapositivas
Vertigooooooooooooo por
VertigoooooooooooooVertigooooooooooooo
Vertigooooooooooooo09JohnsonJ
156 vistas7 diapositivas

Destacado(16)

Phan 2 chuong 3 - may anh lap ban do por bien14
Phan 2   chuong 3 - may anh lap ban doPhan 2   chuong 3 - may anh lap ban do
Phan 2 chuong 3 - may anh lap ban do
bien14712 vistas
UK Community Feedback por Luke Slisz
UK Community FeedbackUK Community Feedback
UK Community Feedback
Luke Slisz139 vistas
Каскад por gexarvest
КаскадКаскад
Каскад
gexarvest218 vistas
Question 6: Technology – What have you learnt about technologies from the pro... por ciaraoakes
Question 6: Technology – What have you learnt about technologies from the pro...Question 6: Technology – What have you learnt about technologies from the pro...
Question 6: Technology – What have you learnt about technologies from the pro...
ciaraoakes249 vistas
World Relocations Group - International Removalist Brochure por Tim Hibbard
World Relocations Group -  International Removalist BrochureWorld Relocations Group -  International Removalist Brochure
World Relocations Group - International Removalist Brochure
Tim Hibbard342 vistas
Vertigooooooooooooo por 09JohnsonJ
VertigoooooooooooooVertigooooooooooooo
Vertigooooooooooooo
09JohnsonJ156 vistas
2015 Android Game Revenue Saver por Jay Li
2015 Android Game Revenue Saver2015 Android Game Revenue Saver
2015 Android Game Revenue Saver
Jay Li667 vistas
Bangcle en-game por Jay Li
Bangcle en-gameBangcle en-game
Bangcle en-game
Jay Li578 vistas
Long Form Resume_Experience_Wheeler, John D-1 por John Wheeler
Long Form Resume_Experience_Wheeler, John D-1Long Form Resume_Experience_Wheeler, John D-1
Long Form Resume_Experience_Wheeler, John D-1
John Wheeler598 vistas
10 Common Health Insurance Terms Explained por Healthgram, Inc.
10 Common Health Insurance Terms Explained10 Common Health Insurance Terms Explained
10 Common Health Insurance Terms Explained
Healthgram, Inc.438 vistas
11 relatorio-gerencial por redeminastv
11 relatorio-gerencial11 relatorio-gerencial
11 relatorio-gerencial
redeminastv881 vistas

Similar a IDS: The Green Report: Music to their Ears

roadmap-successful-succession-plan - 2014 Fall SRR Journal por
roadmap-successful-succession-plan - 2014 Fall SRR Journalroadmap-successful-succession-plan - 2014 Fall SRR Journal
roadmap-successful-succession-plan - 2014 Fall SRR JournalAlex W. Howard
162 vistas5 diapositivas
E Book - 8 Tips for start ups por
E Book - 8 Tips for start upsE Book - 8 Tips for start ups
E Book - 8 Tips for start upsRoyston Benjamin CA(SA)
163 vistas11 diapositivas
Business Essay Writing por
Business Essay WritingBusiness Essay Writing
Business Essay WritingWhat Are The Best Paper Writing Services
4 vistas21 diapositivas
Exit Planning Opportunities for Advisors por
Exit Planning Opportunities for AdvisorsExit Planning Opportunities for Advisors
Exit Planning Opportunities for AdvisorsCenterPoint Business Advisors
887 vistas52 diapositivas
Business Challenges for 2019 por
Business Challenges for 2019Business Challenges for 2019
Business Challenges for 2019Roberto de Paula Lico Junior
2.3K vistas18 diapositivas
Business Basics1052010 por
Business Basics1052010Business Basics1052010
Business Basics1052010People Incorporated of Virginia
623 vistas96 diapositivas

Similar a IDS: The Green Report: Music to their Ears(20)

roadmap-successful-succession-plan - 2014 Fall SRR Journal por Alex W. Howard
roadmap-successful-succession-plan - 2014 Fall SRR Journalroadmap-successful-succession-plan - 2014 Fall SRR Journal
roadmap-successful-succession-plan - 2014 Fall SRR Journal
Alex W. Howard162 vistas
Seven Keys to Unlocking the Door to Your Dreams - Exit Strategies for Busines... por CBIZ, Inc.
Seven Keys to Unlocking the Door to Your Dreams - Exit Strategies for Busines...Seven Keys to Unlocking the Door to Your Dreams - Exit Strategies for Busines...
Seven Keys to Unlocking the Door to Your Dreams - Exit Strategies for Busines...
CBIZ, Inc.3.8K vistas
Doublingyourrevenueeveryyear 140915013106-phpapp02 por Nicola Van Hoff
Doublingyourrevenueeveryyear 140915013106-phpapp02Doublingyourrevenueeveryyear 140915013106-phpapp02
Doublingyourrevenueeveryyear 140915013106-phpapp02
Nicola Van Hoff166 vistas
nem Capability Document por jmcherry
nem Capability Documentnem Capability Document
nem Capability Document
jmcherry179 vistas
Business Research Strategies - The Business Plan por Opal Berry
Business Research Strategies - The Business PlanBusiness Research Strategies - The Business Plan
Business Research Strategies - The Business Plan
Opal Berry1.2K vistas
Business objectives and_stakeholders_objectives_presentation por Paul Oluoch
Business objectives and_stakeholders_objectives_presentationBusiness objectives and_stakeholders_objectives_presentation
Business objectives and_stakeholders_objectives_presentation
Paul Oluoch28 vistas
Business objectives and_stakeholders_objectives_presentation por Paul Oluoch
Business objectives and_stakeholders_objectives_presentationBusiness objectives and_stakeholders_objectives_presentation
Business objectives and_stakeholders_objectives_presentation
Paul Oluoch33 vistas
Benefits And Benefits Of Employee Employees por Meghan Howard
Benefits And Benefits Of Employee EmployeesBenefits And Benefits Of Employee Employees
Benefits And Benefits Of Employee Employees
Meghan Howard2 vistas
Danspresentationnpmaacademy09 12566688864796 Phpapp02 por TFMason
Danspresentationnpmaacademy09 12566688864796 Phpapp02Danspresentationnpmaacademy09 12566688864796 Phpapp02
Danspresentationnpmaacademy09 12566688864796 Phpapp02
TFMason256 vistas

Último

Charter Boat Business Plan por
Charter Boat Business PlanCharter Boat Business Plan
Charter Boat Business PlanJessica Larson
14 vistas46 diapositivas
Reports and Filters Basics_BLG Basics.pdf por
Reports and Filters Basics_BLG Basics.pdfReports and Filters Basics_BLG Basics.pdf
Reports and Filters Basics_BLG Basics.pdfBloomerang
161 vistas19 diapositivas
India's Leading Cyber Security Companies to Watch.pdf por
India's Leading Cyber Security Companies to Watch.pdfIndia's Leading Cyber Security Companies to Watch.pdf
India's Leading Cyber Security Companies to Watch.pdfinsightssuccess2
7 vistas40 diapositivas
See the new MTN tariffs effected November 28, 2023 por
See the new MTN tariffs effected November 28, 2023See the new MTN tariffs effected November 28, 2023
See the new MTN tariffs effected November 28, 2023Kweku Zurek
29.2K vistas2 diapositivas
Strategies for Responsible and Efficient Waste Disposal por
Strategies for Responsible and Efficient Waste DisposalStrategies for Responsible and Efficient Waste Disposal
Strategies for Responsible and Efficient Waste DisposalAlfredoRaylan
67 vistas7 diapositivas
How to get your business featured on Forbes - Business Show 23 por
How to get your business featured on Forbes - Business Show 23How to get your business featured on Forbes - Business Show 23
How to get your business featured on Forbes - Business Show 23Quibble
26 vistas61 diapositivas

Último(20)

Reports and Filters Basics_BLG Basics.pdf por Bloomerang
Reports and Filters Basics_BLG Basics.pdfReports and Filters Basics_BLG Basics.pdf
Reports and Filters Basics_BLG Basics.pdf
Bloomerang161 vistas
India's Leading Cyber Security Companies to Watch.pdf por insightssuccess2
India's Leading Cyber Security Companies to Watch.pdfIndia's Leading Cyber Security Companies to Watch.pdf
India's Leading Cyber Security Companies to Watch.pdf
insightssuccess27 vistas
See the new MTN tariffs effected November 28, 2023 por Kweku Zurek
See the new MTN tariffs effected November 28, 2023See the new MTN tariffs effected November 28, 2023
See the new MTN tariffs effected November 28, 2023
Kweku Zurek29.2K vistas
Strategies for Responsible and Efficient Waste Disposal por AlfredoRaylan
Strategies for Responsible and Efficient Waste DisposalStrategies for Responsible and Efficient Waste Disposal
Strategies for Responsible and Efficient Waste Disposal
AlfredoRaylan67 vistas
How to get your business featured on Forbes - Business Show 23 por Quibble
How to get your business featured on Forbes - Business Show 23How to get your business featured on Forbes - Business Show 23
How to get your business featured on Forbes - Business Show 23
Quibble26 vistas
chung chi tam compact chiu axit por MaiThiAnh
chung chi tam compact chiu axitchung chi tam compact chiu axit
chung chi tam compact chiu axit
MaiThiAnh14 vistas
ASSET-BASED LENDING VS BANK LOANS por MartinRowse
ASSET-BASED LENDING VS BANK LOANSASSET-BASED LENDING VS BANK LOANS
ASSET-BASED LENDING VS BANK LOANS
MartinRowse7 vistas
Car license plate holder.pdf por JAWADIQBAL40
Car license plate holder.pdfCar license plate holder.pdf
Car license plate holder.pdf
JAWADIQBAL4029 vistas
bookmyshow-1.pptx por 125071035
bookmyshow-1.pptxbookmyshow-1.pptx
bookmyshow-1.pptx
1250710358 vistas
Discover the Finest Interior Painting Services in Miami Elevate Your Space wi... por Florida Painting Miami
Discover the Finest Interior Painting Services in Miami Elevate Your Space wi...Discover the Finest Interior Painting Services in Miami Elevate Your Space wi...
Discover the Finest Interior Painting Services in Miami Elevate Your Space wi...
Concierge Services Business Plan por Jessica Larson
Concierge Services Business PlanConcierge Services Business Plan
Concierge Services Business Plan
Jessica Larson16 vistas

IDS: The Green Report: Music to their Ears

  • 1. Week Ending 9/12/15 Services, Inc. I n t e r n a t i o n a l Oneof the challenges we face in Sales as the economy struggles to find its footing in the wake of the Great Re- cession is that many small business owners are fearful of taking action to improve their business operations. Being cautious when facing a known risk is prudent. Being cautious simply because one is fearful of what might happen in the coming months can result in poor management deci- sions which threaten bottom line profits. Business owners realize that making a deci- sion carries with it a degree of risk. However, business owners often fail to realize that making no decision also involves even greater risk. If other businesses are moving forward and de- veloping plans to grow, a decision by a business owner to “wait and see” what happens to the economy before making a decision carries with it the risk of falling behind one’s competitors. Most business owners are not aware of the risk which accompanies a “wait and see” at- titude. Let’s take a look at some of the risks associated with making no decision until the economy gets better. When a business owner decides to wait for things to change, he risks failing to see new op- portunities for his business. A decision to wait for the economy to get better is like a decision to unplug your computer from the Internet, turn off the TV, and disengage. Instead of creating fertile soil for new ideas to grow, the business owner just waits for nature to run its course. Instead of being in control, the business owner gives up control. Giving up control is never a good business strategy. When a business owner decides to wait for things to change, he risks failing to plan for the future. Instead of seeking professional advice to help him, he decides there is nothing which can be done. Failing to seek professional ad- vice to solve problems in a business is one of —Tom Ryan, Director, Marketing the most common reasons why businesses fail. When a business owner opens his mind to profes- sional help, he has taken the first step toward recovery by seeking out an objective, third-party point of view to expand the solutions which can be implemented by going be- yond what the business owner al- ready knows. When a business owner de- cides to wait for things to change, he is accepting the status quo. Moreover, he fails to take advan- tage of the opportunity which ex- ists for making necessary changes in his business to make it more efficient or productive during the economic slowdown. When a business owner de- cides to wait for things to change, he misses an opportunity to find ways in which he can gain a competitive advan- tage during a market realignment. The challenge facing each Senior Area Man- ager is to show the business owner that waiting for things to change is not an effective busi- ness plan. Being dependent on the economy for one’s business success is a recognition that the business owner has lost control of his own destiny. The pitfall confronting a Senior Area Man- ager is the thinking that he has to have the answers for the business owner before he can close the sale on a business analysis. When the economy was booming, a Senior Area Man- ager could generate sales simply because the business owners were often willing to go for- ward with little certainty of a benefit. They had the money and their curiosity was enough to close the sale. Today, money—even for the limited cost of the survey—has become a precious resource for the business owner. Only those expen- ditures which are certain to be of value to the business are being made. The path to showing a business owner the value in having a survey run on his business comes from the process it- self. A business owner needs to be convinced that the process will produce a benefit. We can provide the business owner with a professional, third-party review of his business to ensure that his own subjectivity is not stand- ing in the way of the success of the business. By definition, the business owner cannot pro- vide that to himself. If there ever was a time when the benefit of having an outside, profes- sional review of the business operations by a Senior Business Analyst can stand without re- fute, it is surely now. Moreover, we have developed proven solu- tions to help business owners grow their busi- nesses without requiring new investments of
  • 2. BT & TT Seminar Inside Sales BC Program ISBC Tax Alex Seviella Consultant Joseph Welsh Senior Bus. Anayst Mike Santa Sr. Area Manager Cindy Wyatt Sales Rep Brian Pratt IS Sales Rep Jamie Bardales Business Coordinator Matt Kopis Great weekk!!! Matt Przybyla Business Coordinator Stacy Glorioso Tax Consultant Consulting Survey Sales Thank you for all of your hard work! Meet WALLY! Wally Burgess is a 7 year old long haired Chihuahua. He was named after the Boston Red Sox mascot, Wally the Green Monster. He has shown incredible patience dealing with the hair pulling and chasing antics of the Burgess children. He is sweet, playful, incredibly adorable, and just loves to lay anywhere with you. All of these qualities make Wally the best dog ever!!! ALL EMPLOYEES are invited to share their pet photos for The Green Report. Do you have an adorable pet? Submit your photos/introduction for our Pick of the Litter column! capital, but by utilizing creative compensation plans to increase productivity. The implementation of a “produc- tivity-based excess profit” incentive plan allows a busi- ness owner to incentivize key employees to work harder to increase profits without having to pay out any additional compensation for the work until the extra profits have been realized. It’s the proverbial “carrot” approach to increased production and compensation. Under these dynamic compensation plans, employ- ees who are internally motivated to make more money drive profit-producing activities within the business and are rewarded only when their hard work pays off with increased profits. In other words, if the employee works harder, but the work doesn’t result in any increase in the profitability of the company, then no additional compen- sation is paid. The key to turning these compensation plans into win-win situations for both the owner and the employee is having a professional review of the relationship be- tween activity and costs. Only then can the owner be sure that the plans are financially sound rather than be- ing nothing more than well-intentioned guesswork where payouts are made without the certainty that profitability has been increased. Revealing to the business owner the idea that dur- ing the survey the Senior Business Analyst can review where the implementation of a “productivity-based, ex- cess profit” incentive plan can drive revenue and profit- ability, without increasing the upfront labor costs to pro- duce the benefit, may just be what you need to open the eyes of a business owner to take action now rather than waiting for the economy to turn around. By showing the business owner a tangible benefit with an incentive plan built on the solid foundation of in- creased productivity and profitability, you may find the concept you describe is just what many business owners are waiting to hear. Sometimes to open a business owner’s eyes, your presentation has to become music to their ears!
  • 3. Bulletin Board MEMO From Larry Stolzenberg, SBA to Donna Brewer, Survey Services Director Here are my summary notes from today and also from when I ran the original survey June 5, 2014. A lot has changed. Tom’s testimonial letter was published in the Green Report and also on our web site and I carry it with me, showed it to him during our late afternoon round table and now told him I can reflect to clients how this man’s life and business has changed from survival to a tax burden. I did sync the STS and the numbers follow the 5 years plan we established and he has perpetuated and if you want to compare with last year you can pull the financial information from my prior visit. Crazy better! It appears he’ll do $1.2M this year as has ytd over $800k with $400K work in process before year end and $400,000 signed agreement to start 2016. His net has gone from breakeven to over 15% and the job estimation system we created takes into consideration his real cost and adds profits. As we discussed his only focus was tax savings as his projection will result in $187K K1 distribution this year plus his W2 $65,000 and wife’s income/ pension of $30,000. Nice tax bill and nice problem but he said these are issues that have been on mind and our timing is good. He is interviewing for a new CPA but doesn’t know what to ask and that was the reason we spent a good amount of time talking about Circular 230 and the constraints the IRS has on the people that sign tax returns. We discussed asset protection and entity structure given he has a $3M net worth and only a trust with 3 grown children, no estate plan and a retired wife a few years older and trucks driving on So California roads and owned by the S Corporation plus his own. Survey Summary 2014 Tom is 62 and married to Christine (65) who is retired and worked for a Heart MD. She get’s $24K/year social security and they have three grown children (40, 38 and 34) and no family members involved in the business. Tom started to go to college (Glendale and Northridge) for music but never graduated and had a pool service since 1971 to earn money as he played in a band. In 1979 at age 27 he moved from L.A. to Encini- tas for his son’s schooling and sold the service part of the pool service. He was a pool plumber until 1987 when he got his pool contractor’s license and began to enter to high end design/build market. Basically he said they are electrician and plumbers and sub out the excavation, gummite, plaster, masonry, etc. Tom’s business has been based upon referrals and when the economy turn downward so did his business. I said it’s like fishing and waiting for the fish to jump in the boat, how’d that work for all those years? He says this year he has lots of work with a proposal backlog of $800K and wins 40% with the average contract being $200k. He cur- rently has $150K work in process and $132K backlog but not profitable. He doesn’t understand business and marks up subs and materials by 20-25% and sells labor at $108/hr/2 man crew and thinks his overhead is 12%. After all these years he has come to realize that “something is wrong and he wants to go out on his terms and admits he’s lost”. His music is still an important part of his life as he is classical guitarist and singer and has a 9 man group. At age 62 with his wife retired, he said he has to do something NOW. We discussed the responsibilities of being and owner and busi- nessman versus a plumber, contractor and entering information into QuickBooks. He’d like to see sales grow to $1m next year with an 8% net after he’s paid $1K/week and then $2m with a 12% net in three years and able to have an absentee option. Only issue is he has no clue how!!! Survey Summary 2015 I first met Tom on June 5, 2014 and as his testimonial letter which wasin the green report and on our web site, says, “I met with the analyst,who showed he through numbers and graphs, just how badly thecompany was leaking revenue. It was a deciding point for me, Iunderstood that something was wrong but I couldn’t quite putmy finger on what the solution would be”. Tom is now 63 and didengage our services. When I returned today, almost 15 months and aftera 180 hour project that ran 224 hours, Tom was veryhappy to see me. He’s happy and excited about thefuture, he’s calm and enjoying life and his business.He has continued the work we installed and even hasupdated the 5 year plan and is following it to the pointthat sales are up 42% and profit from virtually break-even to over 15% after his salary increased 25% to$65,000. His hours are reduced and he is even takingvacations. Currently he has $400,000 work in processthrough year end which will put him at $1.22M and anadditional $400,000 in contracts for 2016. This was the good news bad news though. As a single entity S corporation with the projected year end net prof-its of $187,000 and $65,000 W2 and $30,000 for your wife plus otherincome, how does a tax bill sound on $300,000 of income plus the941’s you’ve already paid. Also now at our age, what does the plan forsuccession and estate look like given you have a $3M net worth plusthe business and 3 grown children, none of which are active and yes comingled funds. Also now that you’re growing, that increases the needfrom asset protection with more subcontractors and potential employ-ees and also employee retention and acquisition of future managers.
  • 4. Road Warriors 1. Be Nice! As the TSA screening protocol has expanded, I’ve found small ways to save time during airport screening; I make sure that metal (watch, keys, change, phone, etc.) is in my computer bag - not on my person. And since airport requirements differ, I always assume the TSA will need to see my boarding pass a second time. Finally, for those wearing dress shoes through airport security, consider trading in your laces for a pair of slip-ons. You never know when you may need those two minutes you’ll save. Thanks to: Steve Curtin of Steve Curtin LLC. 2. Key to a Great Room When you arrive to check into your hotel, make sure you are up- beat and smiling. Greet the hostess and say, “It has been a very long day. I’m betting that you have a really nice room waiting for me.” Normally, they smile and keep checking you in. At this point, just keep quiet. I am betting you will be very pleased when you open the door to your room. A smile and upbeat personality will get you a long way. Thanks to: Kathy Condon of Kathy Condon Executive Coach 1. Sleep & Eat FREE! No trick here - use a credit card that gives rewards for your favorite hotel chain and you can sleep and eat (breakfast) for free. We use our Marriott and Hilton credit cards for lots of business expenses and average around 24 free night stays each year - that’s about $4500 worth of Residence Inn, Hampton Inn and breakfasts for two. Better still, use the cards to pay for business expenses and the rewards for personal trips. Pay yourself to take a long weekend off! Thanks to: Steve Watson of Watson’s Streetworks. Share your travel stories or tips with the Green Report! Email Jenifer Meyer at jp@abomagazine.com 1. Travel Time, Productive Tim I travel for business over 40 weeks a year. My travel time is my most productive time. I write my blog posts on airplanes. I use ho- tel time to write my books -- I’ve written over 15 business books. When I check into a hotel, I always ask for local delivery menus. I order in and get to work. If I’m going to be away from home, I want to make the most of my time. Local restaurants and bars don’t interest me. Of course, I attend business dinners if that’s what the client wants. Thanks to: Bud Bilanich of The Common Sense 2. Carry On! I always do carry-on luggage so there is no wait at the airport. I’m at my hotel by the time other travelers are just getting their lug- gage. And to do so, you must be a good packer. Clothes on the bottom; suits separated by plastic from the dry cleaners (so nothing wrinkles), shoes to match all outfits, toiletries on top. Pack clothes a day ahead and put something heavy on top to get the air out so you have room for even more. Thanks to: Rosanne Dausilio PhD of Human Technologies Global Inc.. 1. Stay Packed... I do a lot of back-to-back business travel. To save time, I keep my suitcase partially packed - with a full toiletries kit, basic jewelry, makeup bag, snacks, heels, notebook, pens and business cards always. When I get back from one trip, I repack the basics - paja- mas, under-things. Then, I just have to top it off with some business clothes and I’m out the door every time. Thanks to: Erin Ferree of BrandStyle Design.
  • 5. $300 CONTEST #1SPOT THE DIFFERENCE - Can you spot the SIX things that are different in these two photos? $ Send your six answers to jp@abomagazine.com to enter a drawing for a cash prize of $300 Congratulations to last week’s drawing winner! Carmen Morales Assistant won $300 in our Spot the Difference contest drawing! There were only 26 entries in this drawing... YOU CAN’T WIN IF YOU DON’T PLAY! Get your entry in by noon on Thursday, September 24th to enter the drawing!
  • 6. Liza Vitello, Asst. Director BC John Burgess Have a fun Selfie? A self taken photo of yourself usually with a cell phone camera with an entertaining or cool background, with family and children or famous people you’ve met--vacation ones are awesome! Selfies or Shelfies Craig Karr, Senior Area Manager Kyle Black, Sales Senex John Henson, Analyst Donna Brewer, Survey Senex Avalon Davis, Inside SalesJenifer Meyer, Creative, Nicole Beller, HR Jason Miller, Sales Admin.
  • 7. Charity Events The deadline for donations is October 1st. Donate today at I am changing the course of cancer! Any race could be a life-changing event - but my next race will be a lifesaving event. As part of the American Cancer Society DetermiNation team, I am achieving things I never imagined I could accomplish. Yes, train- ing for the Chicago Marathon is tough, but for me the finish line is just the beginning. My race victory will help save lives from every cancer in every community. And I’m hoping you’ll support me in my efforts. It’s up to us to change the course of cancer - and I be- lieve in the work the American Cancer Society is doing to save lives. Every day, they’re helping people stay well and get well, they’re funding and conducting research to find cures, and they’re rallying communities to join them in fighting back. More than 11 million Americans who have a history of cancer will celebrate another birthday this year. Please support me with a donation so that to- gether, with the American Cancer Society, we can help save lives and create a world with less cancer and more birthdays. Join Emily Guenther’s fundraiser to fight Cancer! Emily is a Business Valuation Editor and is running in honor of her cousin who is battling cancer. http://main.acsevents.org/site/TR?px=33920135&pg=personal&fr_id=69178&s_ locale=en_US&et=lQCEbGRRpY9TFWblS4TDuQ&s_tafId=1661045
  • 8. List of People Signed Up for FIGHT CLUB! The only rule of FIGHT CLUB is that we will fight until there is a cure! Below please find the names of everyone that we have who has signed up for FIGHT CLUB, our corporate team (team captains: Jim Gibson, Carrie Green, Jenifer Meyer and Dawn Siler), to walk/donate or donate only for the ‘Make Strides Against Breast Cancer’ 3.1 mile walk. For those that we know who are only donating, a (D) has been place by your name. Alert us if you only wish to only donate/not walk and it has not been indicated on this list. All walkers should register ASAP online via our team page, so that those who are ‘donate only’ may support those walkers needing to reach their $100 goal (per person) of donations collected. To register (to walk or donate) go to http://ow.ly/PEnme and please note that you do NOT need to donate to sign up to walk. This is also a great time to invite friends or family to register in order to walk with you! The walk is scheduled for Sunday, October 18th, 2015 at 9am at the Independence Grove Forest Preserve, 16400 W. Buckley Road, Libertyville IL. Per request, as the event approaches, we will arrange car pools from our corporate parking lots to take walkers to and from the event (approximately 15 minutes away). If you are able to volun- teer to car pool (mini vans/SUVs are especially welcome), please let us know. Thanks for the amazing turn-out to our launch of FIGHT CLUB, benefiting the American Cancer Society! Absi, Carlos Aldebert, Jay B., Chris Beller, Nicole Berghammer, Hilda Biederer, Rick (D) Block, Steve Blouch, Ashley Bogard, Melissa Brewer, Donna Burgess, John Burgess, Tonia Burgess, Tyler Camarda, Sophia Canady, Edward Chung, Mike Collins, William (D) Cookbey, Mohammed Craigwell, Kerry Crymble, Sherri Cunningham, Sean (D) Damama, Darius (D) Davis, Avalon Davis, Hikesha Demko, Marie Dickson, Stephen Dupuis, Carol Evangelista, Mark (D) Fermazin, Kelly Fishman, Shawn Fullington, Elizabeth Garcia, Milton (D) Goldman, Aaron (D) Gray, Yuliya Hansen, Scott Haracz, Sue Taylor (Robinson), Gwendolyn Heerhold, Danny House, DeNorris Jacobson, Jordan Jordan, Jim Kamptner, Tina Khan, Natasha Khawaja, Ivy Kimmell, Randi Kristin, Miller Kukral, David Lane, Mershaun Lawrence, Reed Lewandowski, Karen (D) Lilja, Tim Link, Keith Littles, Kenedi Lucero, Hugo (D) Marcus, Ross Menkhaus, Michelle Miller, Jason Mitty, Charles (Chuck) Moore, Sam Napoli, Peter Olsen, Breanna Pannell, John Parks, Kerri Patrick, Yates Pedro, Wonder (D) Perry, Marc Pratt, Brian Pryputniewicz, Bart Renard, Morgan Rosol, Paula Rush, Courtney Schimenti, Ed Stewart, Tony Stewarts, Robert (D) Taylor, Matthew Thurman, Anita Tillotson, Janice Tillotson, Katie Valentino, Nick Wiles, Jennifer Williams, Gustavia Williams, Renee Woodford, Debbie Woodford, Tom Woods, Kim Worth, Joshua Zelaya, Oscar (D) by the name indicates this person is donating, only, not walking…
  • 9. Top 26 Ranking 1 Clements, Sean 2 Yalda, Anita 3 Mock, Michael 4 Stafford, Nicholas 5 Van Dygriff, Eric 6 Kirchner, Matthew 7 McAdams, Thomas 8 Reed, Lawrence 9 Eisner, Jennifer 10 Longobardi, Robin 11 Simmons, Derrick 12 Smith-Ross, Nadia 13 Khan, Natasha 14 Baltimore, Victor 15 Vaskovsky, Raymond 16 Ross, Marcus 17 Thomas, Markus 18 King, Adriene 19 Jenkins, Jennifer 20 Cookbey, Mohammed 21 Jackson, Corieonte 22 Morgan, Renard 23 Shunnarah, Pauline 24 Berghammer, Hilda 25 Richards, Candy Top Cash Collectors Week Ending 9/12/15 1 Landau, Sharon 2 Dupuis, Carol 3 Yates, Patrick 4 Jablonski, Richard 5 King, Adriene 6 Gipson, Leonard 7 Fortson, Jermaine 8 Dhont, Glenn 9 Morales, Jesus 10 Khan, Natasha 11 McAdams, Thomas 12 Berghammer, Hilda 13 Guerrero Blanco, Mireya 14 Carrabotta, Peter 15 Polinski, Taylor 16 Moore, Samuel 17 Hurckes II, Jeffrey 18 Warren, Kristen 19 Wright, Andrew 20 Morgan, Renard Kopis, Matthew 8 Mitty, Charles 8 Mock, Michael 6 Oza, Dhaval 6 Perkins, Terrence 6 Stafford, Nicholas 6 Landau, Sharon 6 Fenton, Nolan 5 Street, Peter 5 Van Dygriff, Eric 5 Clements, Sean 4 Jablonski, Richard 4 Top BC’s/Program Sales (In order) for the week ending 9/12 Hi Roller Mike Mock with 6 Sales; He spun the wheel for $210 High Volume Hero Peter Street won $50! Business Coordination Week Ending 9/12/15 OTHER NOTABLES Peter Street got a $246,800 Tax GO with his rep Colleen Crane OTHER NOTABLES Kris Warren had a GO hat trick on 9/9 OTHER NOTABLES Peter Street & Jamie Bardales both had a $100 mil sale!
  • 10. business coordination How do you feel about being selected as Employee of the Month? Honored, accomplished, and proud of myself. What managers and co-workers have helped you become a stronger BC? Definitely Burt, Marc, Liza and Brian. There are many more, but these people have helped me a lot recently. What is your secret to success with your rep match-up? Constant communication. We talk all day, know personal things about each other, and know each others financial goals as well as bills. What goals have you already accomplished this year? I feel I am already on track. I meet my daily goal everyday which is to do my best and stay dedicated. Why did you decide to work here at ISI? For the income... but the company seemed like a family and were all very encouraging and upbeat. That is why I stayed past my first week. What is your favorite closing line? Grab a pen, jot down her name. What did you do in your previous career? Sales and telemarketing What would we be surprised to know about you, person- ally? That me and my kids like to volunteer all the time, help the needy. Natasha Khan APRIL Dewon Howard MAY How do you feel about being selected as Employee of the Month? It’s an honor to be selected out of a group of such talented individuals. What managers and co-workers have helped you become a stronger BC? The list is so long but I have to say that my recent success has come from the help of Lucas, David, Kebeon, and Marc. What is your secret to success with your rep match-up? Communication is key! I know a lot about him, his goals, and his family. When I write a lead I make sure to keep those things in mind. What goals have you already accomplished this year? Improving my Sales to GO ahead ratio. It really helps my bottom line. Why did you decide to work here at ISI? The opportunity is endless! You have no cap on your success here, sky is the limit. What is your favorite closing line? We work with compa- nies that are looking to grow, drive sales, and penetrate more profitable markets. What did you do in your previous career? I did loading at Value City warehouse. What would we be surprised to know about you, person- ally? I am a gentle giant.
  • 11. business coordination Nicholas Stafford JULY How do you feel about being selected as Employee of the Month? Excited and proud! What managers and co-workers have helped you become a stronger BC? The main person would be Sean, he taught me everything. Dhaval and Adam have contributed a good amount as well. What is your secret to success with your rep match- up? Communication and trust. I can tell Mike anything and he knows what I’m saying is the absolute truth. He knows I do my job as a BC and I know he does anything I recommend. What goals have you already accomplished this year? Being EOTM! Plus, being able to consistently cover two SAMs. Why did you decide to work here at ISI? Sean referred me with the promise that if I applied myself I would make good money. What is your favorite closing line? I’ll have Mike swing by; if you’re not busy putting out a fire or with a client say hello to him and give him five minutes for me. What did you do in your previous career? Every type of physical labor that you can imagine; construction, landscaping, warehouse work, ect. What would we be surprised to know about you, per- sonally? I was paid to snowboard when I was a teenager and I was sponsored. JUNE Sean Clements How do you feel about being selected as Employee of the Month? It is a great honor and privilege to be recog- nized for my success. What managers and co-workers have helped you become a stronger BC? Shawn Law, Mark Stuth, and Burt Bucar have been in my corner through thick and thin. They continue to help me grow on and off of the BC floor. What is your secret to success with your rep match-up? To me, communication is key in every relationship, espe- cially professional relationships. Steve Burns and I have an (emotional) personal connection with each other that I feel is unmatched by any other BC/Rep combo in the company. What goals have you already accomplished this year? I graduated a life course that will benefit my life from here on out and finally moved into my own place 2 months ago. Why did you decide to work here at ISI? I was a troubled teenager that had nowhere to turn and Shawn Law pre- sented me with the opportunity to work for this company with a promise that I would make a lot of money!! And I do!! What is your favorite closing line? We are just looking to develop a relationship with your company for future busi- ness. What did you do in your previous career? Private con- tractor What would we be surprised to know about you, person- ally? Honestly, my life is an open-book so I don’t feel there is much I could tell anyone here that they don’t already know about me. I’ve been around this company for so long that everyone here is like family to me.
  • 12. business coordination SEPTEMBER Adriene King How do you feel about being selected as Employee of the Month? I’m ecstatic about it! What managers and co-workers have helped you become a stron- ger BC? David Soskin, Lucas Neuhaus, Ed Canady, and Alvin Fisher. What is your secret to success with your rep match-up? I try to write solid, dependable leads. I also talk to my rep to let him know if there are unique circumstances about the lead he should be aware of. What goals have you already accomplished this year? Within 2-months, I’ve made Top 25 and employee of the month, which were all unexpected. I come to work to work hard and improve as a BC every day. I’m happy with results. Why did you decide to work here at ISI? I was at the last stages if planning my wedding in June 2015 and was looking for a new job opportunity. An offer to work here happened faster than I expected, but I am happy it did. What is your favorite closing line? Thank you for the opportunity to meet with you. My Rep is a good & personable person with a lot of years of experience. We look forward to meeting you on (date & time). What did you do in your previous career? 11 years in the pharma- ceutical industry as a project development team member. What would we be surprised to know about you, personally? I married my college sweetheart two months ago after several years apart. We are now a blended family with his two sons from his previ- ous marriage. Marriage takes a lot of patience, compromise, and hard work but it is worth it!! Anita Yalda AUGUST How do you feel about being selected as Employee of the Month? I feel hon- ored because after being with the company for over 10 years, it feels exceptional to get the recognition. Also, Burt Bucar gave me this honor and we all know he’s a big deal. What managers and co-workers have helped you become a stronger BC? There have been many successful people that have encouraged and supported me along the way. Mark Stuth, Dhaval Oza, Michael Chung, Shawn Law, Liza Vitello, Clarissa Hernandez, Heli Modi and most importantly, my rep Mike Santa. I owe all of them much appreciation. What is your secret to success with your rep match-up? Mike Santa and I have an amazing relationship. Trust and communication play a major role in our success. We have spent time with each other’s family and have become really good friends. We genuinely care about each other’s well being. We set goals together and stop at nothing to reach them as a team. What goals have you already accomplished this year? I have accomplished a few goals that I have set this year. Getting back together with Mike Santa as a BC/ REP match-up after he came in house was a major goal we both reached together. My cash collect has improved dramatically since we started working together. I also have had many weeks as high roller. Why did you decide to work here at ISI? Wow! Well that was when I was 20 years old. I came across an ad in the paper and decided to give it a shot. I can honestly say that it was one of the best decisions I have made for myself and my family. I would also like to take this opportunity to thank John and Tyler Burgess for everything that they have done for all of us here at SMS. The both of you have gone above and beyond for your employees. I personally am very appreciative. What is your favorite closing line? Keep in mind sir we called you, you did not call us. We are not implying or suggesting that you have a need for our services at this time. We just wanted an opportunity to introduce ourselves and hopefully leave you with a good enough impression in hopes that if there is a need you can contact us in the future. What did you do in your previous career? I worked at a daycare facility for three years prior to answering the ad for SMS. What would we be surprised to know about you, personally? I love to gamble on anything and everything...Tyler knows that very well. I never win, but at least I don’t give up!
  • 13. Daglis, John Provancher, Brian Sales Department Top Cash Collect YTD McFadden, Donna $786,835.00 Morris, John $786,606.44 Doubleday, Alan $786,093.33 Gore, Craig $773,925.18 Haass Sr., Robert $703,635.00 Willits II, Timothy $700,453.40 Borden, Mark $694,285.00 Nielsen, Michael $649,830.00 Perrilleon, Michael $649,338.00 Ingram, Brent $645,662.00 Riedeman, Michael $2,044,906.69 Crane, Colleen $1,659,525.00 Given, Christopher $1,576,124.00 Boyd, Brent $1,410,311.00 Charlesworth, Michael $1,196,659.00 Santa, Charles $1,111,365.00 Haskaj, Veton $978,792.20 Caudle, Steven $969,790.33 Durham, Sean $828,870.00 Karr, Craig $789,699.00 Platinum REPS AC Burns, Steve AC Durham, Sean AC Oehlke, Gregg AC Praileau, Mike AC Tye, Gene C Martin, Douglas C Seon, Ken C Westwood, Bill MW Bauman, Jon MW Morris, John MW Santa, Mike NE McCaffer, Matt SE Conrad, David SE Daglis, John SE Gore, Craig SE Ingram, Brent SW Hines, Walter SW Kolb, Kerry SW McFadden, Donna SW Straw, Des W Davidson, Mike W Gerwig,Phil Platinum CC Reps AC Given, Chris AC Crane, Colleen C Tzimas, Steve MW Nielsen, Mike MW Hall, Kent MW LaBarbera, Jim NE Provancher, Brian SE Butterworth, Terry SE Pizzino, Vinnie SW Rakeeb, Rocky SW Boyd, Kevin SW Caudle, Steve SW Shackford, Sean W Sawyer, CiCi W Riedeman, Mike W Karr, Craig W Charlesworth, Mike W Haass, Bob Sales 8 Gore, Craig Bauman, Jon Biggers, Bradford Borden, Mark Conrad, David Crane, Colleen Davidson, Michael Durham, Sean Henry, Dorothy Luevano, Juan McFadden, Donna McLaurin, Raymond Persaud, John Pilkington, Timothy Rakeeb, Omar Sacerdote, Joseph Sawyer, Cecilia Shackford, Sean Straw, DeWayne Trujillo, Pedro Tye, Gene Young, Todd Top sales Reps Given, Christopher 221 Gore, Craig 220 Butterworth, Terry 210 Provancher, Brian 198 Burns, Stephen 175 Straw, DeWayne 170 Tzimas, Steve 170 Praileau, Michael 157 Tye, Gene 148 Seon, Kenneth 147 McCaffer, Matthew 147 Haskaj, Veton 144 LaBarbera, Jerome 141 Kolb, Kerry 135 Durham, Sean 135 Pizzino, Vincent 129 Daglis, John 126 Conrad, David 124 Santa, Charles 124 Bauman, Jon 121 Sawyer, Cecilia 120 Charlesworth, Michael 119 Gerwig, Philip 118 McLaurin, Raymond 111 Borden, Mark 109 Riedeman, Michael 107 Morris, John 106 McFadden, Donna 104 Davidson, Michael 104 Ingram, Brent 103 Haass Sr., Robert 97 Newman, Laurence 96 Top Sales YTD Week Ending 9/12/15 Sales 6 Sales 2 Boyd, Kevin Hill, Walter Kurtulus, Ahmet Seon, Kenneth Sales 4 UP & COMER Ahmet Kurtulus Butterworth, Terry Kolb, Kerry Praileau, Michael Sales 5 Boerio, James Bond, Hubert Burns, Stephen Charlesworth, Michael Chesnut, David Given, Christopher Griesedieck, Alvin Haight, Stephen LaBarbera, Jerome Lottinger, Ryan Martin, Douglas Packer, Sean Tzimas, Steve Weber, David Sales 3
  • 14. Inside Sales Marc Perry was honored last week with 83% run rate, 3 GOs! Top Cash Collect YTD Bonaguidi, Daniel $121,860.00 Burns, Stephen $57,820.00 Davis, Avalon $53,290.00 Seebauer, Brian $40,830.00 Hansen, Scott $10,260.00 Jordan, Bryant $5,900.00 Pratt, Brian $2,237,937.40 Perry, Marc $2,042,444.83 Wilson Jr., Leo $1,748,162.39 Goldman, Aaron $953,190.91 Kohen, Keith $811,231.96 Damania, Darius $696,696.39 Malkus, Alan $143,043.30 Week Ending 9/12/15 Pratt, Brian 24 Goldman, Aaron 23 Kohen, Keith 20 Damania, Darius 14 Wilson Jr., Leo 11 Perry, Marc 8 McConnell, David 7 Davis, Avalon 4 Seebauer, Brian 4 Sales w/e 9/12/2015 Goldman, Aaron 1103 Kohen, Keith 1006 Pratt, Brian 782 Perry, Marc 635 Damania, Darius 424 Wilson Jr., Leo 404 Davis, Avalon 214 Bonaguidi, Daniel 81 Hurckes II, Jeffrey 65 McConnell, David 54 Malkus, Alan 35 Seebauer, Brian 33 Sales YTD “It is a most mortifying reflection for a man to consider what he has done, compared to what he might have done.” ~Samuel Johnson, in Boswell’s Life of Johnson, 1770”
  • 15. Klein, David $2,878,240 Engelhardt, Patrick $2,788,925 Mitchell, Terry $2,609,967 Dorney, Carter $2,552,714 Tuttle, William $1,856,427 Kleinman, Todd $1,785,408 Rehak, Maryann $1,776,743 Arrieta, Chris $1,467,608 Rabinowitz, Michael $1,358,699 Fitch, Larry $1,314,572 Stanley, Gentry $1,236,812 Herb, Ronald $1,191,443 Stevens, Brandon $1,181,969 Ryan, Joel $1,152,615 Henson, John $1,074,905 Spicer, Chris $1,072,157 Smith, Gregory K $1,054,357 Kirk, Bruce $1,038,947 Welsh, Joe $1,015,061 Parker, James $988,135 Cash Collected YTD Light, James 56 Dorney, J. Carter 44 Kleinman, Todd 44 Mitchell, Terry 43 Blackwell, Reginald 42 Tuttle, William 39 Engelhardt, Patrick 37 Rehak, Mary Ann 36 Dennison, Michael 35 Klein, David 33 Ryan, Joel 33 Welsh, Joseph 33 Parker, James 32 Spicer, Christopher 32 Clay, Christopher 31 Rabinowitz, Michael 30 Daly, Timothy 29 Kelder, Harry 29 Joe, David 27 Stevens, Brandon 27 Kirk, Bruce 26 Tubeileh, Tarek 26 Herb, Ronald 25 Newcom, Guy 25 Arrieta, Chris 24 Byrne, Philip 24 Lehmann, Michael 24 Henson III, John 23 Corneliusen, Justin 22 Smith, Gregory K 22 Top GOs (Net) YTD Engelhardt, Patrick Pineda, David Klein, David Mitchell, Terry Stanley, Gentry Dorney, J. Carter Gabor, Geoffrey Kleinman, Todd Herb, Ronald Tuttle, William Henson III, John Rehak, Mary Ann Fitch, Larry Prince, Jace Rabinowitz, Michael Arrieta, Chris Smith, Gregory K Harris, Sandra Stevens, Brandon Spicer, Christopher Top Job Billing Avg. Survey Services Week Ending 9/12/15 Kleinman, Todd $36,000.00 Arrieta, Chris $33,500.00 Engelhardt, Patrick $29,100.00 Light, James $25,000.00 Rehak, Mary Ann $25,000.00 Moreau, John $21,500.00 Moore, Colin $20,100.00 Byrne, Philip $18,500.00 Stanley, Gentry $18,000.00 Barron, Arthur $18,000.00 Stolzenberg, Larry $18,000.00 Tubeileh, Tarek $17,500.00 Spicer, Christopher $15,500.00 Parker, James $15,500.00 Kleinman, Todd $15,500.00 Klein, David $15,500.00 Prince, Jace $15,500.00 Stevens, Brandon $15,500.00 Tuttle, William $15,500.00 Potts, Tedd $15,500.00 Helmers, Greg $15,500.00 Rehak, Mary Ann $15,000.00 Ryan, Joel $13,500.00 Carter, Dale $13,500.00 Croteau, Randel $13,500.00 GO Busters Top TAX Dogs Hours Ryan, Joel 425 Daly, Timothy 375 Spicer, Christopher 355 Tubeileh, Tarek 350 Gabor, Geoffrey 300 Rehak, Mary Ann 300 Dorney, J. Carter 300 Parker, James 276 Kleinman, Todd 220 Moore, Colin 210 Clay, Christopher 210 Klein, David 200 Rabinowitz, Michael 200 Welsh, Joseph 175 Moreau, John 173 Prince, Jace 150 Azim, Mohammed 150 UP & COMER Larry Gildea
  • 16. CLIENT’S DESK... “I must say that I was a pretty big skeptic when first approached by your company. I was determined to give your representative a quick hearing and then scoot himout the door. But after listening to Mel Saxton for just a few minutes, I began to think that maybe he was the answer to my problems. Mel talked to me as though he knew my company, as though he understood who I was, and the struggles I was having. He told me that I was a good candidate for your business services. Fifteen minutes turned into 30 minutes, and then 30 minutes turned into an hour. Finally Mel asked me if I would let him schedule a visit from one of your Analysts. I said okay, and retired to my office won- dering, “What have I done?” A few days later I met with your Senior Business Analyst, Russ Kruse. Russ, too, was able to spot many of our vulnerabilities. He suggested that I take the next step and call in a Business Consultant who would stay with us as long as needed. He stressed that participation in the program could be expensive, but that if we were willing to change, we could reach the promised 2-·1 return on investment. Russ was the key to our moving forward . He pointed out that a president’s job was to assure the financial health of a corporation . We were just barely eking out a profit, and I needed help. Additionally, I was way too involved in all aspects of the corporation. Russ re-arranged his departure the next day to meet with my wife and me again, and encouraged us to move forward. Because of Russ, we signed up. We met Jeff Dickinson along with Bill Molchan 10 days later. Daniel Donze was with them as a member of STA. Russ had told us we were going to need Daniel’s tax strategies in future years! I was all in at that point, so I agreed to sign up for STA’s services as well. Again the promised return on our investment from STA the 1st year was pivotal. Three guys in our small office was a lot of people! Dan left in the afternoon of the 2st day and Bill departed the next day. I questioned whether our small business was a candidate for such an intensive (and expensive) program. All three assured me that most of their business came from small corporations like ours. The key was to be willing to make changes and to stay with those changes, hard as they might be to implement. If was co mmitted to change, then success would follow. Working with Jeff was great! I’m an older guy and we seemed to click. Jeff early on identified numerous areas where we needed to make changes. Eventually, they boiled down to the following: 1. Increase Sales 2. Manage Cash Flow 3. Become a functional corporation. Let me say here that I have learned a lot from Jeff! I don’t know how other business people come by their acumen, but the knowledge that I gleaned from Jeff has been invaluable. It will be the key to our success going forward. Our conversations focused on our customer base, how we increase sales to existing customers, and how we find new sources of sales. I always figured that inventory was money in the bank. Jeff pointed out otherwise, how excess inventory was draining us of profits. We implemented a weekly cash management summary, a weekly “dashboard”, and monthly and yearly sales goals. All of these would make it easier for me to manage the company, even when I was out of town. (continued next page) Consulting Services “Where were you 10 years ago?”
  • 17. Consulting Services (continued) One of the things that I needed to do was to raise prices immediately. We had kept up with vendor price increases over the years, but our overhead expenses had out-distanced our pricing. I had been reluctant to make a “global” price increase in the past, but Jeff pointed out how important that was to our overall profitability. Most of our customers would not even notice, and he was right. We addressed deficiencies in our Great Plains software program. Jeff referred it to as “Great Pains ... “ I called our software consultants and found that by asking the right questions, we could get the software to do more of what we wanted. Going forward, we will be able to tier price increases to indi- vidual stores based on a number of factors, including pre-paid freight options and volume purchases. We talked about a functioning corporation versus one that wasn’t functional. The light went on in my mind when he pointed out in a review that corporations were built around positions, not people. As part of my eventual exit plan, I didn’t know how I would sell the company down the road. Jeff helped me understand that defining job responsibilities and implementing functional structure would make that task a lot simpler. We talked about the “burden of labor” when making a new hire. I knew that the key to future growth and my eventual departure depended on us hiring an other full-time person to help with in- side sales and data entry. My GM and I were so involved in the daily details of running the business that it was hard for us to think about making new sales calls and expanding our internet presence. Time-off to attend trade shows always resulted in a loss of sales. Jeff helped us to project how much of a sales increase we would need to make a new hire, and how important that was to accomplishing our overall business plan. Finally, we implemented a business incentive plan for our employees and developed evaluation forms to use in regularly scheduled meetings with our staff. These evalu- ations will be part of our profit-sharing plan going forward. Jeff has become a great resource to us and I hope that we can maintain contact in the future. He has promised to be “just an email away.” I have enjoyed working with him and consider him a friend. I am amazed at the effort that he has put forth to understand both our company’s problems and our company’s potential. I always felt that we could be better than we are now. Jeff’s expertise will help us to be a better, more profitable company. Lastly, I asked all of your people at various times, “Where were you 10 years ago?” Would I have even recognized the need for your services? I don’t know the answer to that question, but I can say that I’m glad I didn’t have to wait another 5 years for you to knock on my door. Your services do not come cheap, and I know nothing about the consulting business or how it works. But ideas are a valuable commodity, and ones that are tailored to my specific business are hard to come by. I can read all of the business guides that come my way, but implementing ideas into action is difficult. Having someone like Jeff on our premises has been a great benefit. He has been a good sounding board and a great cheerleader for the changes that we are making. This has been an exciting experience for me! We will have a better and more prof- itable business going forward, and I am glad to have participated in the process. Now let me get back to running my much improved company... Thomas Elison Henry Lloyd Thomas Hager Kevin McCullough Andrew Tomlinson Bruce Fuller Donald Walsh Jerold Weissberg Alan Coe Lawrence Guzowski Laura Kelly Peter Wallace William Molchan George Roller III Gary Hobbs Dennis Whitcomb Allan Clark Eric Cox John Schaefer William Scheyer Top Project Managers “I’m glad I didn’t have to wait another 5 years for you to knock on my door.”
  • 18. Mailbox CLIENT LETTER: “This second project with your company has opened the minds of my employees as well as my own. The initial plan was to put together a standard operating proce- dure and implement a marketing plan to ramp up sales revenue. We ended up get- ting more than we bargained for. My team now understands not only their roles in the company, but the entire company as a whole and how the machine functions with each moving part. In addition, my people because of their own ideas and suggestions have taken ownership in the business and their responsibilities with a new, fiery attitude. More so than ability, it was the fear of going outside of their comfort zones and trying new things that were a few initial setbacks at the beginning of the project. Once we got everyone to get out of their own way, the results were amaz- ing! With the creation of our SOP, we were now able to flow through a sales order from prospect customer to receiving funds for a completed order without a hiccup. Before, incomplete files were being passed down the line and people were having to chase paperwork. With more accountability in place, the baton is now being passed instead of the buck. The broker team is continuing to increase their sales with a new attitude. Also, having implemented a sales activity tracker, the brokers now know how to measure their efforts. They know when they are or are not doing a good job. With every- one’s continued effort, there is no doubt in my mind that we can reach our goals for 2016 and beyond. Glenn has a coach’s way of getting the best out of his play- ers. I have and will continue to use and recommend the services provided by your company!” CLIENT LETTER: “We are very satisfied with the consulting services provided by Howard Rappaport. The experience and knowledge that Howard brought to us was extremely worthwhile and beneficial to my staff. Howard quickly observed, interviewed and identified key factors for improving op- erations and profitability. As President of the Company, I thought I understood my operations but soon realized that as a CEO I truly had inconsistencies in my management abilities. Howard helped me to un- cover these inconsistencies, to identify my weaknesses and how to fix them. Most importantly; he showed us how to set weekly management meetings that hold my staff actountable. I also had quite a few les- sons in what it means to be profitable! The Breakeven analysis exer- cises literally made me think differendy about pricing our product and projects. Along with understanding my GPM on a historical level and fixed costs, it will gready help me to reach target revenue goals because I will. understand my costs and impact on profitability. Gus and I both feel that we reached our expectations for the changes we wanted to make at our Company, and have no regrets for this engagement I feel much more secure in managing challenges we will. face given our new management structure and the key metrics put in place for measuring and managing our business.” Mark Kiczula, BC Richard McDowell, Sales Rep Mark O’Leary, Sales Senex Brandon Stevens, Analyst Donna Brewer, Survey Senex Dan Schneider, Consulting Dir. Bruce Fuller, Project Manager Howard Rappaport, Consultant Leo Wilson, Inside Sales Rep Karen Lewandowski, TO Jay Aldebert, Survey Senex Jace Prince, Analyst Dan Schneider, CSD Glenn Swick, Project Manager
  • 19. Success Story OUR CLIENT The clients who are brothers, own an LLC taxed as a general partnership in Louisiana. It is engaged in industrial, commercial and secondary-framing steel building erection. The company also provides remodeling services and it reported gross sales in excess of $2.5 million and net income of approximately $170,000. However, the clients also own another LLC engaged in commercial and residential rental which reported total rental income of $850,000. The real estate leasing company’s holdings include strip malls, an industrial park, a four-unit townhouse, and other assets. CLIENT’S GOALS: 1. Ensure that they are utilizing all applicable strategies to minimize business and per- sonal taxes; 2. Develop an entity structure that will shield business and personal assets from liabilities that may arise from the companies’ operations; 3. Review and recommend estate planning strategies that will minimize estate taxes and avoid the cost and burden of the probate process; 4. Analyze fringe benefit programs for the companies, such as healthcare coverage and retirement benefits, that will reduce company and employee taxes as well as encour- age employee retention and participation; and 5. Recommend tax sensitive succession strategies so that each of the members can later transition their individual membership interests at some point in the future under their own terms. HOW STA SURPASSED THE CLIENT’S EXPECTATIONS: STA was concerned that the remodeling company’s depreciable assets and real estate have not been segregated fully. Consequently the assets (including land with a book value of approximately $200,000) were exposed to potential unforeseen future creditors. STA recommended a comprehensive entity structure that would provide a significant layer of protection for the business assets, including its real estate, beyond the level of any liability insurance. Additionally, the recommended entity structure helped generate year one tax savings in excess of $170,000. Beyond asset protection and tax savings, STA also analyzed the clients’ parents’ estate plans. Over a period of three years, the clients’ father transferred large portions of the companies to his children. However, when the father shed his mortal coil, he did not have a fully complete estate plan that would fully protect his surviving spouse and family from additional estate taxes even though he developed a relatively comprehensive arrange- ment. As a result, with the help of Hugo Lucero, Imran Sulaimana, Andrew Patton, Brian Seebauer, and Gentry Stanley, STA was able to ensure that the clients’ were able to focus their efforts in continuing to make the company grow while having the peace of mind that their family’s wealth would not be eroded by unnecessary taxes. BC: Hugo Lucero BCT: Sulaimana, Imran Rep: Andrew Patton Senex: Mark O’Leary Senior Business Analyst: Gentry Stanley Survey Services Director: Jay Aldebert Project Manager: Thomas Hager Business Consultant: Leonard Kern Consulting Services Director: Douglas DeRubeis Strategic Tax Consultant: Bradford Mazo Senior Tax Manager: Eric Lee Tax Services Director: Donald Garner GREAT JOB EVERYONE!