ࡱ> CBO( b/ 0DTimes New Roman(0(z[ 0 DArialNew Roman(0(z[ 0  A .  @n?" dd@  @@`` 8&.      0AA3@w ?O ʚ;U_8ʚ;g4LdLd@z[ 0ppp@ <4ddddl 0,<4!d!dl 0,80___PPT10 ?  %B "Yeah, Yeah, Yeah& 0 V Your Industry is different. Your Company is different. The economy is killing you. 4T Your client market is shrinking, consolidating or dying. You are trying to diversify your operations. Your sales are down, and to meet your forecasted plans you are starting to renegotiate your COGS, and re-visiting your operating expenses. @9ZZZZ  WRONG MOVE( H H >You are not operating in a vacuum from the rest of the business world. Think about your sales results from the past 5 years. & the past 10 years.ZGC Adjust these sales figures for market and inflation& get to something measurable. This is pure sales revenue. Is it increasing or decreasing? Is it exceeding your expectations, barely making it, or trending negative?@QZZZnZ  It is your company, but who is running it? Is it your outside sales force? Let s break it down&  Mb  6Take your average clerical/support compensation. Multiply that by three. What percentage of your outside sales force s compensation exceeds that figure?   OK, now make a cross section of your outside sales force with the following criteria: How long with you? How long in the industry? How many new clients have you acquired in the past 12 months? How many have you lost?   There are no right or wrong answers, but you need to ask some simple questions& Are they selling you and your product, or transacting as a vendor? Are you a  sales organization or a  service organization?PC<Z    WIf you answered both equally you are heading for or already are in TROUBLE.(N X(  QPutting this all together, you are simply working at fixing the wrong side of your balance sheet. Are you a second or third generation owner? 80-90% of these fall into the same category: They have gotten away from the core practices that their fathers and grandfathers used to build this business: They have forgotten how to sell.`b-!1!  cContact Baron & Snow Milwaukee Chicago 262-242-3350 312-259-3350 To continue this presentation0d2  ` ̙33` ` ff3333f` 333MMM` f` f` 3>?" dd@,|?" dd@   " @ ` n?" dd@   @@``PR    @ ` ` p>>K0 *"(    6,v P  T Click to edit Master title style! !  0x   RClick to edit Master text styles Second level Third level Fourth level Fifth level!     S  0p ``  Z*   04 `   \*   0 `   \* H  0޽h ? ̙33 Default DesignEK0 D< (  r  S ,`  ,   <$ ,@  :Done t  <4#,p  The slides will load automatically, But you will need to advance Manually when you see the word  done :i i 3H  0޽h ? ̙33___PPT10i.)d@+D=' = @B + K0 0X(  r  S l,@`  ,   <'@  :Done H  0޽h ? ̙33___PPT10i.)d@+D=' = @B + K0 PX(  r  S d,  ,   <l,@  :Done H  0޽h ? ̙33___PPT10i.*dG:+D=' = @B +  K0 ` (     S Ț,0 <$@ 0 ,   <\,@  :Done H  0޽h ? ̙33Z R ___PPT102 .*d$$^+;Y"vD ' = @B D ' = @BA?%,( < +O%,( < +D ' =%(%(D ' =%(D' =4@BB1BB%())?)D' =1:Bvisible*o3>+B#style.visibility<* %(D' =+4 8?RCBBCB#ppt_wB*Y3>B ppt_w<* D' =+4 8?RCBBCB#ppt_hB*Y3>B ppt_h<* D' =+4 8?HCBCBCBB*k3>'Bstyle.rotation<* D' =-g6B fade*<3<* D' =4@BB1BB%())?)D' =1:Bvisible*o3>+B#style.visibility<*  %(D' =+4 8?RCBBCB#ppt_wB*Y3>B ppt_w<*  D' =+4 8?RCBBCB#ppt_hB*Y3>B ppt_h<*  D' =+4 8?HCBCBCBB*k3>'Bstyle.rotation<*  D' =-g6B fade*<3<*  + K0 p$X(  $r $ S ,  ,  $ <l,@  :Done H $ 0޽h ? ̙33___PPT10i.*dDvf+D=' = @B + K0 (X(  (r ( S ܬ,@  ,  ( <|,@  :Done H ( 0޽h ? ̙33___PPT10i.*dCs+D=' = @B + K0 ,X(  ,r , S  , ,  , <,@  :Done H , 0޽h ? ̙33___PPT10i.*d+D=' = @B + K0 0X(  0r 0 S ,0P  ,  0 <Ӭ@  :Done H 0 0޽h ? ̙33___PPT10i.*d+D=' = @B + K0 4X(  4r 4 S l,p  ,  4 <,@  :Done H 4 0޽h ? ̙33___PPT10i.*d >+D=' = @B + K0 8X(  8r 8 S H,0 ,  8 <,@  :Done H 8 0޽h ? ̙33___PPT10i.*d0+D=' = @B + K0 <X(  <r < S |1W W  < <3W@  :Done H < 0޽h ? ̙33___PPT10i.*dx+D=' = @B + K0 @X(  @r @ S (;W W  @ <?@ADRoot EntrydO)Current User:SummaryInformation(*PowerPoint Document(SDocumentSummaryInformation82