Author: Nancy Shawver
Source: articlecity.com

Sales Productivity is a factor of two things: Available time and effective use of time.

To increase a Sales Rep’s productivity we can:
Decrease time spent on non-selling activities
Increase time spent on selling activities
Make better use of selling-time

Salespeople like other professionals, have a fixed amount of available hours during the year. Although you may put in far more hours, I’ll base this number on 40 hours per week with 52 weeks in a year, and arrive at 2,080 hours total for the year. Your utilization of those 2,080 hours will determine your sales productivity and whether or not you’ll hit your revenue targets.

Non-selling Activities

All Salespeople are burdened with activities that don’t have a direct impact on revenue.

Sales forecasts, weekly sales meetings, chasing commissions, assisting with account receivables collection, travel and a myriad of other activities all contribute to a reduction in selling time.

Business-performance improvement firm Proudfoot Consulting conducts an annual survey with consistently shocking results. In their 2005 Proudfoot Productivity Report a whopping 79% of a salesperson’s time was spent on non-selling activities. Using the 2,080 hour/year figure, only 437 hours remain to be spent on actively selling to or prospecting for customers.

If you’re a Sales Rep or a Sales Manager, you won’t find this surprising. If you’re in marketing, this will give you more insight as to why Salespeople guard their time so judiciously, and chafe at following-up on leads of unknown quality.

Companies should take an inventory of tasks which divert Salespeople from being in front of customers. Then systematically create processes that will return valuable hours to the pool of selling-time. More time to sell is a good thing. However, it’s not just the amount of selling time that’s important, it’s how the time is used.

Selling time

What types of activities would you consider to be selling activities? Of the 21% of selling time found to be available by the 2005 Proudfoot study, only 11% was spent actively-selling while a full 10% was spent prospecting.

Why wouldn’t Salespeople spend all of their selling time with qualified prospects rather than prospecting? Why do they spend 10% of their available selling time cold-calling and following up with leads of un-known quality (think trade-show leads)?

Because there aren’t enough prospects!

Stuffing the funnel with leads

In an attempt to bolster the amount of time spent actively-selling, we generate leads. Leads are the life-blood of sales. Leads keep our pipelines full. Leads are the source of all revenue. As Martha Stewart might say “leads are a good thing.”

But leads aren’t necessarily prospects and if they aren’t prospects, they won’t be buyers anytime soon. Too many non-qualified leads will kill your sales productivity, lower your revenue potential and limit your ability to exceed sales quota.

Leads: The Sales Productivity Killer?

The answer isn’t to provide more leads, it’s to provide more qualified prospects. Don’t stuff the sales funnel with leads. Stuff the marketing funnel with leads. The marketing funnel is where leads should be shaken and sifted, helping qualified prospects fall through to the sales funnel where they can be closed. The more unqualified leads that make their way through to Sales, the less productive salespeople will be.

Lessons from the Gold Rush

I live in one of the historic California towns where the 49er gold rush took place. You couldn’t find gold unless you had good techniques either panning for gold in rivers, or blasting through vast layers of earth. Gold seekers were of course, known as “prospectors”.

Prospectors couldn’t find gold without a laborious search. And like prospecting for gold, finding qualified prospects requires the right techniques. However, a division of labor for executing those techniques is crucial if prospectors are to maximize their return. If assayers were asked to haul and mill the ore as well as inspect for content and quality – investors would receive far fewer gold coins at the end of the day.

Copyright © 2007 Smart About Sales, Inc.

Author: Amalia Illgner
Source: articleage.com

You Can afford a Legendary Stag Weekend
Do Not Proceed Until You Have Met the New Kids on the Bloc
When it comes to the perfect stag weekend, Prague is certainly having its moment in the sun. For the better part of ten years the Czech capital has been the ‘it girl’ of the former Eastern bloc. And just like ‘it girls’ from Essex to Primrose Hill, Prague is being done like a dinner. Those who aren’t already going there are thinking of going there and everybody else already went in the 80s before, like, it became so popular. Now there’s nothing wrong with abandoning Bournemouth and Skegness in favour of a bit of Iron curtain history and culture, in fact it’s where the smart money is. But listen up people, there’s a whole map out there filled with quirky, exotic and down right crazy locations that are just champing at the bit to show you a good time. So let’s start with the new kids on the Eastern Bloc. Think of them as best friends you’re yet to meet. Lovers you’re yet to kiss, you get the drift. So here are some handy hints, interesting facts, useless trivia and some slap-your-granny-you-can’t-be-serious exchange rates on places that you might want to consider upon organizing the mother of all stag weekends. Gentlemen, get your phrase books ready.
Riga
Right now the capital of Latvia is one of the brightest stars on the European Horizon. As a result of frequent and cheap flights, an excellent exchange rate and – if you happen to hail from a European Community country – visa-free travel, more tourists than ever packing their phrase books and flocking to sunny Riga. And courtesy of a smorgasbord of thrilling activities and a smokin’ nightlife Riga is also quickly becoming the stag weekend destination of choice. So don your pastalas* and head over to the Paris of the Baltics, where the party is only just beginning.
Jumping Juniper! They Sure Know How to Make Them There Drinks!
They sure do. Those crazy Latvians have been making their legendary Riga Black Balsam since the 18th Century to a strictly guarded recipe which, some say, contains over 99 individual ingredients mixed in pure Vodka. The liqueur is also said to have curative properties with Lativian grannies everywhere sneaking a sip to cure everything from toothache to cancer. At about 90 proof we can only attest that it certainly has properties of a most ‘transformative’ nature. Other than the blessed Balsam, Lativians know how to brew a decent beer with Aldaris being one of the national favourites.
Riga has never been this good! Just drop a line to Amalia Illgner, she is a copywriter for chillisauce.co.uk; a fully bonded tour operator specialising in memorable stag parties. And there’s a whole map of possibilities for a great stag weekend, for some excellent adventure filled ideas check out chillisauce where they will tailor a Stag Do in Riga just for you and any number of your best friends. Now that’s what we like to call service!

Author: Laura Fink
Source: articleage.com

The Derma Traveler

? 2001 Laura Fink / All Rights Reserved
http://www.clockdomain.com Episode One – The Lion Doesn’t Sleep
Tonight

The sculpted bushes and phosphorous fountains of Shiver Tower
Gardens began to fade, and Tock acquainted a aberrant active in his
head. He saw his duke ability in apathetic motion for his mouse, but
before he could blow it, he begin himself sitting in a dim
corner of a aphotic enclosure. It smelled musty, like a cave.
Beside him was his laptop. Although his cell-phone was nowhere
in sight, the computer appeared to be still on-line. Tock
puzzled over this for a moment, and afresh began to attending around.
He heard choir speaking agilely in a adopted tongue. As he
strained to listen, he begin that gradually he was able to
understand their language. The choir came from the centermost of
the room, area a accumulation of artlessly clothed men and women sat on
the floor, their active bowed.

“And Father, amuse yield abroad all fear, so that we may give
honor to Your Name,” one man said. “Amen!” the added voices
added in unison.

With shock, Tock noticed that he was dressed just like the folk
sitting on the floor. Quickly, he blimp his computer into a
spare bend of his shell, as the complete of acute metal filled
the room. It was afresh that he noticed the confined that bankrupt off
the far end of the room. A key angry in a lock, and the bars
swung open. The adumbration of a actual big man with a austere case of
body odor abounding the room. “All of you, rise!” he bellowed. The
small accumulation stood meekly. The beastly with the key acicular his
truncheon at Tock. “You, too! The lions are abnormally hungry,
today!”

Tock froze, diaphoresis active down his face. Mamma mia! This was not
the cruise he had planned! He wondered vaguely area the Tourist
Information Office was located.

The abominable smelling, over-muscled Roman bouncer led Tock and the
others into a baby captivation pen which led, through a gate, into
the accessible coliseum. A aside roaring complete came from the arena.
What, the lions were out there already? Tock wondered. His
stomach tightened. But no, it was just the barrage of the crowd.
They capital to see blood, guts, and ripped flesh. Tock wondered
if he had time to download the bivouac for “Gladiator” from the
Net. Would that amuse them?

Behind the aback of the guard, who stood Rambo-like at the gate
to the arena, Tock belted nearer to investigate a foul-smelling
hole in one bend of the room. Phew! The abatement of beastly waste
products absolutely had bigger in the endure millenium or two. A
little accepted lo-tech hygeine would be acceptable for these folks.
One of the prisoners drew abutting to Tock and leaned down to
whisper in his ear.

“Brother, I see you accept noticed something of interest.” Tock
looked up at him quizzically, afresh down at the archaic loo.
Ah, of course! “Being of such baby stature, you could acquisition your
way through this abysm down into the carrion tunnels that
criss-cross this city. And from there:”

“The catacombs! Yes, I could do it! But what about you and the
others?”

The captive befuddled his head. “We anniversary will serve God in his own
way. But you – yield this to the brethern.” From aural his cloak
he drew a baby annal fabricated of some beastly skin. “I anticipation it
would accept to be destroyed with me, but now it seems that is not
so. It’s a aboriginal bearing archetype of a letter from our brother
Paulus to his accompany in this city. Accord it to the others – they
will abundance it well!”

Tock tucked the annal into his carapace with reverence. Then,
before he could anticipate alert about it, he hopped into the slimy
pit. Oh, the stench! At atomic he had a bendable landing. (He tried
not to anticipate about the acumen why.) Tock crawled abroad as fast as
his legs would yield him. He fabricated brainy agenda to acknowledge George,
his claimed trainer, for alive him so harder on the treadmill
in contempo weeks.

The aphotic access askance and turned. Tock anesthetized through a
broken alembic area he was able to ablution off a lot of of the muck
covering his body. Afterwards added abnormality in the dark, Tock
entered a alveolate allowance dimly lit by sunlight animated through
cracks in the top ceiling. There were signs that humans had
been there recently, but not a body was to be found. Alone and
lost, Tock sat down in despair. From aural his shell, he pulled
out the annal and his laptop. “I admiration how continued I’ve been down
here”, he muttered. Then, for the aboriginal time, he noticed that
the characterization on the centermost face in his Alarm Domain.com Trizoner
clock apprehend “Italy”.

“Of course!” Tock slapped his carapace with the approach of his hand.
He remembered now that he had set one of the three alarm faces
for Shiverbrook time, one for Eastern Accepted (he generally phoned
his sister in Virginia), and one for the agnate time in
Italy (Trik-Tech was sending him there next anniversary on business).
He approved to actuate the Shiverbrook alarm face, but it didn’t
respond. But the alarm face labeled “Virginia” was active! With
a convulsion in his blooming belly, Tock clicked Apply. Immediately, he
felt a active in his arch afresh (”Got to cut aback on coffee
after 10 p.m.”, he thought) and his ambience began to fade.

“Oh no, the scroll!” Tock cried. Drat. It would apparently sit in
that cavern for all of history. Nothing to be done about it now.

In every affair of “Just a Minute”, accompany Tock the Turtle for an
adventure in time and space. No one knows just area or when
he’ll acquisition himself next, not even the association at Alarm Domain .
com! http://www.clockdomain.com/cgi-bin/subscribe.cgi?id=28

Author: Tony Hackerott
Source: ezinearticles.com

Evala Wrestling

Most commonly practiced by the Kabye people in Togo, Evala is a traditional wrestling art from west Africa. For young men in the area, it is considered the penultimate element in a rite of passage into adulthood, which includes climbing three mountains, intensive mental and physical training, and circumcision. Those who fail the training are not initiated into adulthood. Fights take place on a yearly basis at the Evala festival.

Although wrestlers are initiated regardless of whether they win or not, winning the fight is of primary importance-a loss is considered to bring shame on the participant and his family. This encourages the fighter to train hard and focus on his master’s teachings.

Dambe

Also known as “Hausa boxing,” Dambe is practiced by the Hausa people, who reside mainly in Nigeria, but are also prevalent in large groups across Chad, Ghana, Sudan, and Cameroon.

Predominantly a brutal fist-fighting art, in the past it included a wrestling component-known as “Kokawa”-but many of the original wrestling moves have now been lost. Accompanied by percussive music, contests consist of three rounds and take place on a flat, mud-baked surface; the fighters create plumes of dust as they brawl.

Traditionally, participants wrap their dominant leg in a metal chain and bind their fighting fist, called the “spear,” in rough twine. Fighters are taught to adopt a wide stance, with their guard raised high above their heads. They aim to use a single strike with the spear to knock down their opponent, known as “killing.” Usually the left hand, referred to as the “shield,” is used to parry or block. Roundhouse-style kicks are also sometimes employed. A mate is won when a fighter forces his opponent to touch the ground.

Fights usually occur during harvest time, when competitors-often farmers or butchers-come together and fight, wearing traditional loincloths. There is a spiritual element to the art and practitioners wear amulets, which they believe give them supernatural protection.

Dambe is starting to gain commercial interest and is often used to advertise products. With money now on offer for some bouts, fighters travel from far and wide to compete.

Nuba Fighting

Nuba fighting includes both wrestling and stick-fighting elements, and is practiced by the Nuba people, who live in the Kurdufan hill country of central Sudan. Contests are regularly organized between male members of neighboring communities, who aim to bring honor to their village, rather than to achieve personal success. When wrestling, a fighter wins the match by throwing his opponent to the ground; pinning is not allowed and there are no submissions.

Tournaments are usually held after the harvest to offer thanks to the spirit world for a plentiful crop, and are accompanied by feasting.

If you enjoyed reading this article on the wrestling and the ground game, please go to The MMA Zone to read more.

thacker
Taekwondo Uniforms.

Author: Editor123
Source: articlesbase.com

Getting around can be a bit intimidating when you’re visiting a new place and you don’t know exactly where you’re going. The street names are unfamiliar. Drivers wheel around way too fast. And what are all those people doing in the crosswalk, anyway? Not to worry

Author: Michelle W
Source: articleage.com

Purchasing a crib is a critical decision for new parents. A baby crib is the focal point of the nursery, but more importantly it must be a safe place for the baby to rest while mom and dad are not in the room. Think about it! Your infant will spend most of her time away from caregivers in the crib. So selecting the safest crib for your newborn is of utmost importance; it will become the centerpiece of a warm, inviting nursery as well as the safest place when not in mommy’s arms.

The first choice you’ll need to make is which style baby crib you would like for the d?cor of your baby’s nursery. There are a variety of styles of cribs available nowadays.
The first and most common is the standard crib. When selecting the standard baby crib you need to be mindful of the two types of models.

Standard baby cribs either have a single drop side or a double drop side where both sides drop down. It depends on your needs and where you would like to position the baby crib in your nursery.

The standard baby crib will provide the classic baby nursery look; however it will not provide the longevity on the next option, the convertible baby crib.

Convertible cribs convert to a toddler bed from standard crib. These cribs even have the possibility to change from a toddler bed into a day or full sized bed. This long lasting feature offered by convertible cribs makes them a very attractive choice for new parents. Although they are a more costly item when new baby expenses are all ready piling up the convertible baby crib can ideally save you money in the long run.

Next in line would be canopy cribs have four posts on the corners of the bed. These posts hold up a usually metal frame on which you can place fabric canopies. Parents who buy canopy cribs want a more elegant & sophisticated design for their nursery. Round cribs are gaining popularity. Round cribs come with a canopy frame and they add a touch of class to your baby’s nursery. Round Cribs usually have large double wheel casters which make the round crib easy to move when you need to move to another area.
Let’s say you have guests and you want to have them sleep in peace and quiet, you can roll the baby in his/her round crib in your bedroom. Round Crib locks into place when you have found the perfect spot for it. Round baby cribs give the look and feel of a canopy yet round baby cribs add mobility for the parents.
For the traveling parents, a portable crib is an option. Portable Cribs give parents the flexibility of taking their child anywhere to get a good night sleep. The portable crib goes anywhere and everywhere you go. Bring the comforts of home when you travel – whether on vacation or just visiting Grandpa. The portable crib folds compactly to easily carry with you. Some portable cribs, convert into a comfortable crib mattress when your child outgrows the bassinet. Parents who travel often may consider the standard baby crib for home and opt for a portable crib when out and about.

Once you have decided the type of baby crib you’d like begin to shop around. For starters, research the names of reputable furniture stores and crib manufacturer.
Your shopping experience for baby cribs is one that is propelled by finding the best for baby. This isn’t a time to bargain hunt. Locate a store or showroom browse around and inspect the construction of the available cribs. Any crib worth considering should be made with a sturdy construction. The frame of the baby crib must be solid and secure. If possible check to see if the crib is stable in all positions as most baby cribs on the market today convert and adjust to grow along with the child. Inquire about when and where the baby crib was manufactured. If interested, learn the type of wood from which the baby crib is constructed. Be sure to verify that the baby crib comes complete with instruction and warranty.
When your choice is finalized and the crib arrives in your home there are a variety of safety matters that need to be put in place. The first begins with assembly. Be sure to follow all instructions. Test again to ensure that the crib is sturdy and secure as it was in the furniture store where you purchased it. If you opted for a crib with movable parts be sure all sides or rails lock into place. Nothing could be worse than the thought of the baby injuring himself while holding onto ill-assembled crib rails. When placing the mattress inside the frame of the baby crib make sure they are right against all of the sides of the crib sets. You would not want your child’s foot to get lodged between the crib and mattress. Over time any mattress that appears worn or ill-fitted to the crib frame should be replaced immediately.
Before long, the time will come when you can adorn your crib with the bedding. Some safety rules will apply here as well. You should always take off any jewelry, pillows or stuffed animals from the baby when you place them into the baby cribs. This will keep the baby safe from any choking or suffocation hazard. Do not place the crib sets close to windows, lamps, electrical plugs or curtains. Soft pillows, mattresses, comforters, stuffed toys and bumper pads are not be used in cribs sets. When babies play with toys in the crib they should be supervised. As your child grows it is important to reassess the safety of the baby crib.
For example, when the baby can sit up, make sure you move the mattress down to the lowest point. As your bundle of joy starts teething you may need to affix a plastic guard to the bed rail as many growing youngster develop the habit of gnawing on the crib frame. Some baby cribs are designed with non-toxic finishes. Selecting and using a baby crib for your infant is challenging task, but one that will provide safety and design to your baby’s nursery.

Author: S Duncan
Source: ezinearticles.com

Disabled Beach-Goers Have Options

Have you looked around for somewhere to take your family to the beach, but because of disability concerns, you questioned whether to visit a beach at all? Well, the Grand Strand area would like to assure you that vacationers of all capabilities have a fair chance of having a good time here at the beach. Many organizations, public and private, offer resources, such as the City of Myrtle Beach which endeavors to make certain that Grand Strand beaches are accessible.

Additional resources, below, can help you find your “kingdom by the sea” here along the Myrtle Beach coast line:

? Beach-going wheelchairs with soft wheels (free but limited to 1-hour use) at 22 different life guard stations in Myrtle Beach in summer (off season available at the police station). Beach going wheelchairs and handicapped parking are available at the following locations: 77th Ave. N., 72nd Ave. N., 54th Ave. N., 24th Ave. N., 8th Ave. N., 5th Ave. N., 8th Ave. S. In North Myrtle Beach, go to 1st Avenue South. Call North Myrtle Beach Parks and Recreation Department, 843.280.55784 or 843-626-7645×129 to reserve a beach chair.

? Golf cart rental. If you display your handicap parking sign on your golf cart, you can drive the cart on Grand Strand beaches (not touring but driving it to a spot on the beach). Golf cart rentals are available through Jack’s, 843.249.6445. One golf cart access with van parking is at 9th Avenue, and others are available, as well.

? Beach access points: Myrtle Beach and North Myrtle Beach — 27 handicap-accessible sites) enjoymyrtlebeach.com — Some are pathway only (widths vary); others are free parking. ADA-compliant beach access crossover at 15th Avenue North.

? Van-access handicap parking places vary. See 9th Avenue South (crossing Ocean Drive). Wheelchair-accessible van rentals: Wheelchair Getaways of South Carolina, 866-288-8118.

? The Cherry Grove Pier, located at the front door to the Prince Resort, is wheelchair accessible, but bathrooms do not include grab-bars (call 843.249.1625 for further details).

? Mini-Golf: Dragon’s Lair Fantasy Golf at Broadway at the Beach has a wheelchair-accessible course (the one through the castle) and features a special putter for users of wheelchairs. If off season, ask for a special seasonal discount. (843) 444-3215.

? Ripley’s Aquarium: Exhibits at a go-at-your-own pace, stingrays and crabs to touch, wheelchair accessible. Call 800.734.8888.

? Broadway at the Beach. Miles of boardwalk over and around water for viewing and strolling. Park your wheelchair by the bridge and use the vending machines for food to feed the ducks and large koi. Also, check out the IMAX Theater for a virtual experience into many options. Call 843.444.3200.

? Hard Rock Park. The Park offers wheelchair rentals for the convenience of Park guests with disabilities. Both wheelchairs and Electric Convenience Vehicles (ECV) are available for rent at the Rentals Office located at the front of the All Access Entry Plaza. Wheelchair Rental Fee: $10.00/day; ECV Rental Fee: $35.00/day. You must be at least 18 years of age. Valid photo ID required. Rentals must be returned to the Rental Office.

Another enjoyable activity to consider is fishing. The Cherry Grove Pier features public parking spaces only a few feet from the pier. With ramps you can roll right out to the pier and fish to your heart’s content while seeing the beach and rolling surf, meeting new friends and sharing similar interests with other people. Everyone of all capabilities is out there. Although some anglers can be on the serious and intense side when they are on the hunt for their catches, most people are quite helpful and friendly. The Cherry Grove web site is cherrygrovepier.com. Also, check out the web site for anglers who need options in fishing gear — adaptiveoutdoorsman.com.

Additionally, because this Grand Strand area has so many activities, people of all capabilities come for a wide range of in- and outdoor interests. If you have not already looked for information, perhaps our article will help you understand how wide your options are:

? makoa.org/travel.htm Resources for disability travel and recreation
? newdirectionstravel.org For people with developmental disabilities
? usatechguide.org/index.php An information site from the United Spinal Association

So, to answer the question we mentioned at the beginning of the article, it’s a resounding “YES” that everyone with every capability can come to the beach.

Winter or summer, there is plenty to see and do! We look forward to seeing you here at the beach!

Authored by the creative staff at Myrtle Beach Seaside Resorts in North Myrtle Beach.

Author: Don Philpott
Source: articleage.com

As the devastation and death toll from deadly Hurricane Katrina becomes more apparent, it is a grim reminder that we live in dangerous times.
Every year, millions of people around the world lose their lives or have them seriously disrupted because of floods, tsunamis, wildfires, earthquakes, blizzards and hurricanes.
In today’s troubled world, we face even greater threats from terrorism, civil unrest, explosions and the possibility of chemical, biological or even nuclear attack.
In the United States, the terrorist threat is not only from overseas groups; domestic terrorism has been with us for decades. Violence on the road and in our places of work and schools is another growing area of concern.
?In the last 25 years there has been more than 320 domestic terrorist incidents and suspected incidents – an average out of one every month over this period.
?Over a quarter of the U.S. population are children. In the last eight years more than 40 students, teachers and custodians have been shot dead at incidents in schools.
?More than 1.7 million people are the victims of violent crime while at work.
?There are 1,200 road rage related deaths every year with a further 40,000 people killed in traffic crashes and half a million hospitalized,
“The threat is real and it is growing,” warns Is America Safe.com, a new website dedicated to protecting Americans and the Homeland from natural disasters and terrorist attacks.
Every year about 1.7 million people are victims of violent crime while working or on duty. About 75% of these incidents – around 1.3 million – are simple assaults while an additional. However, over 800 workplace homicides occur every year – more than two every day somewhere in the country.
“Not only are many Americans not safe at work, many bosses are doing little to protect their workers in the event of an emergency – whether from natural causes or man-made such as violence and terrorism,” says Is America Safe.com spokesperson Don Philpott,
“It is a disturbing thought that more than half the businesses in the United States do not have a crisis management plan – what to do in the event of an emergency – and many that do, do not keep it up to date. Even fewer businesses and organizations have a physical security plan to protect their building and people who work in it,” he says.
“How many of these buildings are safe from terrorist attack or natural disaster. And what about the nation’s 110 million households? How many families would know what to do in the event of another Katrina or other emergency,” says Philpott.
“Terrorism is not a new challenge and it is not going to go away any time soon so we have a duty to our families, friends and loved ones to ensure that the places where we live, work, learn and play are secure and that the people using them are safe,” he says.
Is America Safe.com has launched a series of practical handbooks on how to plan for and survive a major emergency whether it is a natural disaster like a hurricane or flooding, or a man-made incident, such as a terrorist attack.
“Our aim is not to alarm people but to prepare and protect them so that they have the tools they needed to survive, get on with their lives and preserve the freedoms that we all hold so dear,” he adds.
Ends
For more information go to www.isamericasafe.com or contact Don Philpott at 407.862.5477
Don Philpott has been writing, reporting and broadcasting about security, civil unrest and terrorism for almost 40 years. For 20 years he was a senior correspondent with Reuters-Press Association, the wire service, traveling the world reporting on major events and trouble spots including Northern Ireland, Lebanon, Israel, South Africa and the Far East. He is now senior correspondent with Homeland Defense Journal, the leading homeland security publication in the U.S. , and he writes for magazines and newspapers in the United States and Europe.
He is the author of more than 50 books and is a regularly contributor to radio and television programs on security issues. His latest book to be published this fall is The Building Security Handbook.
He has produced special reports on Protecting the Athens Olympics, The Threat from Dirty Bombs, Anti-Terrorism Measures in the UK, The National Guard , Nanotechnology and the U.S, Military and The Global Impact of the London Bombings, published in August, and which resulted in a number of radio interviews in the U.S. and UK

Author: Lance Winslow
Source: articleage.com

Intangible Corporate Assets such as Organizational Capital, Blue Sky and Brand Name Capital, actually they all have a common thread in my opinion. Here are some thoughts on these issues. And first I would like to comment on a couple of UCLA, Anderson School of Business items which are of interest. And I must say these research pieces are somewhat cutting edge, in business management theory.
This is particularly interesting to me as one of my family tree offshoots was Friedrich Winslow Taylor, whose mom, Emily Winslow was an offshoot of the Winslow’s in the Philly area, which are my direct ancestors after they had moved from the Mass and Maine areas. Thus Freidrich Winslow Taylor had similar beliefs in organization which also I had nurtured into my upbringing and therefore find such items fascinating and apropos to running a nationwide service business like the Car Wash Guys http://www.carwashguys.com, which is my company.
Here are some thoughts of value to add to the comments and findings in these research projects of the UCLA Anderson School of Business. First item to be discussed is an article by Bhaqwan Chowdhry a Professor PhD (not to be automatically granted superior expert status as Einstein said-Pile higher and deeper comes to mind) although in this case the work is relevant and very good, so the PhD in this case has been noted as such social norms dictate. I thoroughly enjoyed Bhaqwan’s research on Organizational Capital (OC). This is quite good.
http://www.anderson.ucla.edu/faculty/bhagw…dhry/orgcap.pdf
I think when teaching this concept to future executives, governmental leaders, non-profit leadership personal, coaches and military top brass that a few points of value might be added in summary, for instance: First and most basic is: “Bet on the Jockey not always the horse” might be looked at a little closer. Winners usually win and therefore bet on a winner. In a team atmosphere the best team can beat a team made up of superior single players with better skills. Bet on the team or jockey and not necessarily the horse or industry. Another comment might be “Chainsaw AL destroys OC”, cutting organizational capital that it took time to build destroys rather than builds and we should be looking at companies such as Microsoft and Bill Gate’s theory of organizational and intellectual capital in this realm. When other companies cut back he continued supporting and advancing his team on new projects. Another point is that of competition during periods of OC flux of the opponent, whether it be generals of a hostile country, downsizing of military due to economic situations of your potential adversary and with that theories of Von Clauswitz on first strike and reciprocal response to serve your political will. Look at China and other countries forcing their hands at times of our military down sizing?
So this comment is worthy of note to add to the cliffs notes of such a research report on OC; “The best time to try new products or marketing techniques is when your rival competitors are going through transitions such as lay offs, large department cost cutting, mergers or changing of the guard due to retirements. Their OC is at an all time low as it is readjusting and cannot adapt to chase you into the newly opened market sector”. OC is also exponential in many cases depending on it’s usage. Try this concept to be added to the debate on OC. “The longer a groups works together, the greater the chances of increased OC provided primate politics and innate human characteristics to not impede the flow of information and rapid transfer of communication”. All these items and the OC of any company is critical when discussing flow of information for good decision making in a non-linear fashion. Here are some thoughts on flow, which will increase your ability to convey these concepts and this message to future leaders. I have always determined that the OC as is called in this report, which is appropriately named was far more important than the Physical Capital. For instance our company runs our entire business and operates in many states from this unit.
http://www.carwashguys.com/blitz.html
And with that said our physical capital besides the service vehicles is nearly unworthy of mention from a Balance Sheet perspective. But the rapid ability to adjust to new markets and take them is our strength as the game becomes faster and theories such as the Fast eat the Slow abound, I to am a firm believer and perfect case study for this most recent evolution in management theory and OC enlightenment. This research paper is correct in that regard for the building of teams. And I submit of further value for the new leadership, which will be taking over CA from Gray Davis. CA is a large state and needs a team akin to that of the White House team with top notched brilliant visionaries and people with incredible strength of character and passion. I would also submit that part of our problem in this country is it takes a while to get adjusted as a team to work smoothly, this president was lucky in that he was able to bring on many experts who had worked before under his fathers administration and had become ego-less in their many years of taking hard knocks of politics and media attacks in stride.
But as we are witnessing currently the country is dividing and the current population is divided about 55% – 45%. And the nine opposing candidates are blasting the team and the team is forced to defend itself instead of focusing maximum efforts on the future and strategic positioning of this great nation for the rapidly increasing rate at which we must deploy our efforts to stay at the top of the game. We can tell by the poles of the people and approval ratings that the country is divided on the means, but still believes in the ends. Keeping a team together means the time needs to allowed for the leadership to work together for the betterment of the American people, the more chaos is involved and the every four years attempts to change the guard is at issue, just as it would be in any company. As we watch the divisiveness of the Maryland Senator Sarbaines attack the Forbes gal appointed for the economic team in the white house you have to wonder what would happen if every company executive of GE, first had to have all the applicants reviewed and voted on by the competing companies before they could serve as a officer, middle manager, board member or janitor? See the problem, the opposition is trying to destroy appointments to the team and therefore threaten them and influence their future decisions on capital hill.
How can they then be able to do their best and use those skills to help us, the people, in the case of a Sports team the fans, in the case of the Military the people you are liberating, in the case of a company the customer, which is the reason that they are allowed to make money. How many levels of disruption should be allowed to build a strong team. In the government they are attacked as appointees, Supreme Ct, Secretaries, department heads and advisors to the leadership. Then they are attacked by frivolous lawsuits, then by the media, then again by the wannabe incoming politicians throwing stones who live the terrariums of glass, who are not even a half a step away of Hurricane Isabel? All this hurts a team. And since we are all on the same team, in that we are all Americans, why do we allow the flow of information, the recruiting of the best of the best and the guidance of the most qualified and passionate of those who serve to be attacked?
This does not pave the way for future communication on the team, which is suppose to serve free men. The people, damn it, you and I. At one point Sarbaines laid into the Mrs. Forbes for going to a benefit, $5,000 hot dog gig where the President would be along with all the leadership. She would soon be appointed to help on the economic committee, which we need the best and brightest. By attending such an event she could get a good feel of who she will be working with a noble cause indeed, what is wrong with that? Nothing and this liberal school we call UCLA even has a study on why this is the best. So we have an opposition party attacking a future team member who will be serving us, while they attack the Corporate world and cause 7 trillion to exit the market and slow the flow of returns of capital into markets which would allow me to grow our company and provide jobs? Meanwhile calling all businessmen evil, complain there are no jobs? What is going on here, there is an incredible lack of communication, ego games, politics as usual and you and I have to listen to these idiots grandstand while we are wondering how on Earth we are going to make our payments while we are laid off and why our insurance was cancelled and credit cancelled due to traffic tickets because the strapped state budgets are increasing fines and the number of tickets quota to be written per period to help out the budgets?
Excuse me but no one is communicating. The Liberals or the Conservatives, meanwhile we attack the team members destroy teams of doers for photo-ops and pay backs in politics. Obviously mother nature is pissed too after you saw what happened with Isabel in the Washington area. What is the difference between a company run by leaders and leaders who run a country, from an MBA standpoint, like a company? Or a team, or a military or a Bee Hive for that matter?
It is interesting to watch such research papers in modern management theory try to mathematically quantify it on paper. This is because of the publish or perish rules and modern academia standards of quantification of all theories even though the mathematics used to describe such theory will not work on a case by case basis, since there are too many factors and simple or even complex equations cannot adequately describe many simultaneous relationships of simplicity drawn out into complexity by the order of ever increasing magnitudes of Government Intervention, regulations, types of individuals, market regions, East-West, Mid East, etc civilization differences in hierarchy and culture. In that regard these simple observations cannot be rendered absolute and therefore much of the mathematics involved in these things are best guess at best, which is certainly not better than natural observations of the uninhibited and open mind in an out of the box viewpoint of the interactive dynamics of egos, pecking order, Machiavellian competitiveness and/or relationship building personalities.
You do not have to be on a team very long to under stand you need to stroke the egos of those who hog the ball. I believe that their is an exponential grouping not mentioned in that companies which divide and continue such a nurturing of new managers which operate in that realm, produce offshoots of other market sectors with the mentors of the previous whole for the individual divisions. Such as GE, 3M, Battelle, Fed EX, etc. I see this happening with our team (the company I run).
I believe that such an observation also servers well in coaching, military leadership, Presidential Administration and R and D non-profit efforts. As you probably have also looked at the benefits of such OC management theory for things like NASA, UN, NATO, etc. I grant Continued success to those PhD research people at the UCLA Anderson School of business and surely applaud those who walk the walk and are able to practice such theories in the real world and not only on the Meade Paper water mark, this research is definitely onto something big and it is correct and a good paper.
Each month I receive the Books of the month audio book summaries on tape of the best business books, each month one or more are about Organizational Psychology, Leadership, Management and you know what all the books are looking the same. I can tell you the old professor who comes every night and eats on the waterfront in George Town drunk off his ass may as well be running things if we cannot get our act together and get on the same page, because this infighting Beltway buzz BS is hurting America. It is not solving the problems we face, the team must be strong, every one who is elected or appointed to such capacities must be on the team. In it to win it. Darn it. Any comments of my observations are welcome in my efforts to beat the best efforts of the past period leaders in all sectors. Too many people are not studying the whole game out there.
Now then I would Also like to comment on another research project which is quite good. So with regards to Bart Bronnonberg’s research on multi-branding of retail consumer goods. I must say I thoroughly enjoyed Bart’s on the Multi-brand issues and having purchased Salsa at Wal-Mart last night and last week at an Albertson’s, these thoughts went through my mind. And as I build my business across the country, I see things and think of such issues often. I enjoyed Bart’s Bronnonberg’s paper:
http://www.anderson.ucla.edu/faculty/bart…./sustain_v1.pdf
Having traveled to every city in the US over 10,000 population, I find it interesting that this paper comes to my similar conclusions, about these same topics and even goes further into quantifying mathematically the truths that we observe and the reasons behind the decisions. I therefore applaud Bart’s efforts as this is important information to any Entrepreneur. Also I have to wonder what Bart’s thoughts about the article in CFO Magazine about these manufactures amortizing the shelf space costs over 40 years as brand capital? If the product fails they keep the cost against the Brand Capital for the forty years even if the particular product is a dud, or that sub-brand did not take hold in the minds of consumers and the product was therefore cancelled. Estimated in one study I have read 60% of new products are duds and even the ones, which survive a small test market often when rolled out are mistakes. By separating out the shelf space costs to get at eye level of the consumer, and calling the product successful when it sells, maybe a way such a company can bring out more products faster and still retain operational profits to keep up stock valuations thus giving them the edge to go into new markets or cause greater market share in Duopolies where the other competitor does not use such creative accounting. Whereas there maybe good enough reason initially for such off P and L accounting techniques, once it starts when would it ever stop?
So then, I would like to know other people’s and Bart’s thoughts on this as well. And what are your thoughts with newer Web Based operations, which are run by large retailers for home delivery, the basic WebVan concept, but done by the grocery chains themselves? I was recently in Jacksonville, FL and Piggly Wigglies and Publix are both considering if they should ditch these efforts or continue while it takes hold. Safeway and Albertson’s as well as Bashams in AZ are also going after these niches. If these retailers continued the symbiotic relationships with Manufactures of let’s say salsa, then the web listing space placement would be of significant value thus offsetting costs to consumers for delivery and thus the consumer wins from this symbiotic relationship. However, the accounting for such is at issue also as well as your thoughts and numbers and equations are called into question since the bidding for space would be more instantaneous and product testing faster. Has anyone considered these things yet?
“Lance Winslow” – Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/

Author: paul waters
Source: articlesbase.com

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