The HOLT CAT Continuing Journey Towards World Class Forecasting. Paul Hensley November 2014

Size: px
Start display at page:

Download "The HOLT CAT Continuing Journey Towards World Class Forecasting. Paul Hensley November 2014"

Transcription

1 The HOLT CAT Continuing Journey Towards World Class Forecasting Paul Hensley November 2014

2 The Holt family has been in the Caterpillar Dealership business for over 80 years. 5 th Generation in the business is actively working here today and will take over in next 3 years. Heritage back to the beginning of Caterpillar, Inc.

3 1904 Benjamin Holt invents a tractor with self laying tracks and names it the Caterpillar Stockton, CA Competitors include Best Tractor Company Moves Holt Manufacturing Company to Peoria, IL in 1925 Merges with Best Tractor Company and forms Caterpillar, Inc.

4 1925 William K. Holt starts South Texas Caterpillar Dealership Headquartered in San Antonio No Direct Heirs to Take Over Dealership Holt Atherton and B.D. (Pete) Holt (Nephews)

5 1961 B.D. Holt Company formed and headquartered in Corpus Christi, TX Smallest Caterpillar Dealer in the World Several Counties in South Texas Knew every Machine and Serial Numbered Unit in our Entire Territory Not Much Need for Forecasting We Had Personal Relationships with Every Customer

6 1983- Peter Holt joins B.D. Holt Company as President Peter Holt buys CAT Dealership in Western Ohio for diversification Looking for opportunities to grow Energy Industries in Corpus Christi, TX

7 1987 Atherton family sells Holt Machinery Company to B.D. Holt Company Corporate headquarters moved to San Antonio, TX Original William K. Holt Company territory put back together Values Based Leadership Program Instituted by Peter Holt New name Holt Company of Texas

8 1990 s Continued Growth as CAT Dealer Southern Louisiana Caterpillar Dealership Territory Purchased Peter Holt acquires San Antonio Spurs Basketball Franchise in 1995 (5 time NBA Champions) Southern Louisiana Caterpillar Dealership Territory Sold

9 2002 Darr Equipment Company Caterpillar Territory Acquired Territory north of Waco to Red River was part of this acquisition More than doubled the size of the old Holt Company of Texas David swallowing Goliath New Company name HOLT CAT

10

11 A More Complex Business Model 2002 acquisition created over 400 cost / profit centers Excel spreadsheets became unwieldy and hard to work with Had to break down sales and expenses into different files Still budgeting to line item detail Many months of work with no value creation Each year became harder to manage Every year we would beat budget and congratulate ourselves on a job well done

12 The First Step: Clarity Systems Began the search for a Budgeting System in 2005 Created a team to evaluate and propose a solution Assistant Controller, Accounting Manager, Business Systems Manger Collected Voice of the Customer with Surveys Involved several levels of management input Companies reviewed: Cognos Hyperion Clarity Systems Prophix Budget Maestro Used our processes (Decision Focus) - to determine our choice

13 The First Step: Clarity Systems Allowed us to move from a cumbersome method of budgeting to a more dynamic and flexible one Reliable data Efficiency Flexibility Reporting capabilities Rolling Forecasts

14 The First Step: Clarity Systems Early Acceptance All managers and supervisors entered their own budgets and ran their own reports Small amount of training Improvements Developed reports to assist managers and finance department for reporting Continued to refine input templates Stability of the product

15 The First Step: Clarity Systems 23 straight years of sales growth We started to believe that we were invincible and that growth would be endless Budgets were something that you put out there, beat every year, and we were all superstars And then.

16 The Great Recession of 2009 Caterpillar had warned us about trough planning Other parts of the country had been suffering for a year or two Texas was on fire We told Caterpillar to send us more equipment we needed more What we really needed was an intervention and a wake up call We got it in January of 2009

17 The Great Recession of 2009 By early February 2009, we were assembling a leadership team called the Sustainability Team to formulate a plan Everything was on the table new revenue ideas, expense control, inventory reduction The Plan was quickly formed and execution was set into place Reduced headcount by 25%, inventory / rental fleet reduced by $200 million in 18 months, overall expenses reduced by $50 million

18 The Move to Forecasting Accident or Opportunity We forecast a low, medium, and high scenario, but didn t set a formal hard number The budget was dead The Discussion Forecasting became a better tool for managing the banks and owner s expectations in an uncertain time than a budget would have been

19 The Move to Forecasting - Accident or Opportunity? The budget was and is like a cockroach it s almost dead, but we have to bring Raid out every once in awhile to spray on it Our President and COO do not want one we began managing the spend by not giving them a budget to hide behind

20 Forecasting 1.0 CAT Dealers have a benchmarking system called CDBG (Caterpillar Dealer Benchmarking Guide) that we use to see how we are doing relative to other dealers This system is helpful, however its just a relative system Our goal is to be world class in everything that we do, so the benchmarks are just a guide Many times we are at the top of these metrics, so we have to set our own targets

21 Forecasting 1.0 We still have managers that regularly ask for a budget Want to use this as protection to cover themselves like a blanket I only spent what you gave me to spend I already made my number I exceeded expectations, because I beat my number I don t want to put something out there that I can t make I might not make my bonus

22 Forecasting 2.0 We weren t sure how the year was going to turn out We set a target and in order to track how we were doing and we set a forecast to compare to that target Result a 33% increase over our 2009 results

23 Forecasting 2.0 A funny thing happened though our expenses were reduced by a full percentage point which fell to the bottom line We attribute at least part of this to not having a formal budget If we had a budget, spending patterns would have been different This is much like the Statoil case our people are responsible, accountable people and they did a good job of controlling expenses

24 Forecasting 2.0 Because we were forecasting the type of results that we were getting, we was able to influence our owners to accrue extra bonus dollars to reward people for the extra effort This was a huge boost for the organization. I m not sure whether the operations guys even realize what we did At first they hated the forecast, because it was scary for them..

25 Forecasting 2.0 But None of them gave back the extra bonus dollars that they put in their pocket

26 Additional Brands Added in Last 7 Years Linkbelt Cranes Holt Crane and Equipment Caterpillar Truck and Load King Trailer Business, plus truck accessories and service Agco Tractors Challenger, Massey Ferguson, Fendt Holt Agribusiness Screen Machine (Aggregates Handling Equipment) Numerous Other Ag Attachment Brands including Rogator, Terragator, and Claas Combines Global Mining Holt Mining

27 Forecasting Powering up for the Future New Stores / Locations (similar to an acquisition) Focus on Excellence Growing the Core Extending Brand / Diversifying

28 Forecasting Powering up for the Future Still have to constantly remind people of the virtues of forecasting and setting targets We need to revamp our incentive programs to encourage stretch growth, while focusing on a target and how we do relative to the rest of the market More development is needed to formalize system for forecasting getting better, but still much work to do

29 C u s to m e r E x p e r ie n c e I t s a b o u t th e C u s to m e r E x p e r ie n c e f o r u s h o w d o w e f o r e c a s t a c c u r a te ly s o C a te r p illa r b u ild s a n d d e liv e r s e n o u g h e q u ip m e n t s o o u r c u s to m e r s g e t w h a t th e y w a n t w h e n th e y w a n t it A r e y o u F u tu r e R e a d y to ta k e c a r e o f y o u r c u s to m e r s?

30 O th e r T o o ls W e A r e U s in g L e a g u e ta b le s a m o n g s to r e s to im p r o v e p e r f o r m a n c e in c u s to m e r e x p e r ie n c e / lo y a lty. B illy B e a n R e p o r t ( s e e e x a m p le ) ( W o r k in g to g e t th is b r o k e n o u t b y d e p a r tm e n t)

31 G a lt S tu d y ( P a r ts ) L o o k in g th r o u g h th e d a ta in s te a d o f a t it F o r e c a s tin g tr e n d s in c u s to m e r s w e a r e n o t s e llin g to r a th e r w h o w e a r e s e llin g to. L o o k in g a t p o te n tia l p r o f ita b ility o f th e s e c u s to m e r s a n d h o w w e c a n s e r v e th e m. H a s c a u s e d u s to d o u b le # o f P S S R s ( P r o d u c t S u p p o r t S a le s R e p s ) f r o m 2 2 to 4 5.

32 G a lt S tu d y ( M a c h in e S a le s ) L o o k in g a t P r o f ita b ility b y P r o d u c t T y p e b y C u s to m e r ( W e h a v e n e v e r d o n e th is b e f o r e ). W e h a v e b u ilt a P r o f ita b ility T o o l m e a s u r e s th e f u ll p r o d u c t lif e c y c le p r o f ita b ility ( S a le s, p a r ts, a n d s e r v ic e o p p o r tu n ity ) D r iv e s d e c is io n m a k in g a n d f o r e c a s tin g

33 C a te r p illa r s A c r o s s T h e T a b le I n itia tiv e A ll a b o u t b e tte r f o r e c a s tin g a n d p u ll th r o u g h o f b e tte r r e s u lts. R e q u ir e s d e a le r s to m e e t to p 2 5 o p e r a tin g p e r c e n ta g e p e r f o r m a n c e b y R e q u ir e s d e a le r s to f o r e c a s t a n d p e r f o r m to th a t f o r e c a s t.

34 A c r o s s T h e T a b le D e a le r s h a v e to b e c o m e b e tte r a t f o r e c a s tin g. M e tr ic s w ill b e d r iv e n e a c h y e a r d e s p ite m a r k e t f o r c e s. F o r e c a s tin g a c c u r a c y w ill b e c o m e e v e n m o r e im p o r ta n t. V a r ia b ility in m a r k e ts ( i.e. O il a n d G a s ) w ill f a c to r in to th e e q u a tio n.

35 Where Do We Go From Here? Forecasting is even more important today for us we are in many different markets, so we have to have a better line of sight to where we are going (Ag, Construction, Oil and Gas (lots of variability), Infrastructure) We are in a growth mode which means we have to manage resources to facilitate that growth new locations, new markets Markets are diverse and as a result we have multiple variables (ex PSD down, 2013 Machine up within our company)

36 7 Keys to Better Forecasting Your job of influencing is never done Someone will always want to go back to the good old days of how we used to do things. Use language that helps people to change their thinking forecast, target, plan (Try to eliminate budget from your vocabulary) Our desire to grow actually helps to facilitate the move to a forecast since it is forward looking not backward looking don t bungle away opportunities to promote change

37 7 Keys to Better Forecasting Change takes time Like turning a dragline slow and methodical Processes are getting formalized to drive the organization (i.e. measurement of forecasting accuracy, metrics, global leading indicators, etc.) We are a values based organization, so we already have a lot of the key principles of the Beyond Budgeting Round Table forecasting fits right in with this goal. You never stop learning!

38 Questions Paul Hensley (210) H o lt is a m e m b e r o f th e B e y o n d B u d g e tin g R o u n d ta b le ( w w w.b b r t.o rg )

39 A p p ly in g B B R T P r in c ip le s a t H O L T C A T

40 The 12 Beyond Budgeting Principles Holt s Checklist 1. Values 2. Governance 3. Transparency 4. Teams 5. Trust 6. Accountability 7. Goals 8. Rewards 9. Planning 10. Coordination 11. Resources 12. Controls

41 A Values-Based Company

A n d r e w S P o m e r a n tz, M D

A n d r e w S P o m e r a n tz, M D T e le h e a lth in V A : B r in g in g h e a lth c a r e to th e u n d e r s e r v e d in c lin ic a n d h o m e A n d r e w S P o m e r a n tz, M D N a tio n a l M e n ta l H e a lth D ir e c to r f

More information

CIS CO S Y S T E M S. G u ille rm o A g u irre, Cis c o Ch ile. 2 0 0 1, C is c o S y s te m s, In c. A ll rig h ts re s e rv e d.

CIS CO S Y S T E M S. G u ille rm o A g u irre, Cis c o Ch ile. 2 0 0 1, C is c o S y s te m s, In c. A ll rig h ts re s e rv e d. CIS CO S Y S T E M S A c c e s s T e c h n o lo g y T e le c o m /IT Co n n e c tiv ity W o rk s h o p G u ille rm o A g u irre, Cis c o Ch ile g m o.a g u irre @ c is c o.c o m S e s s io n N u m b e

More information

B a rn e y W a r f. U r b a n S tu d ie s, V o l. 3 2, N o. 2, 1 9 9 5 3 6 1 ±3 7 8

B a rn e y W a r f. U r b a n S tu d ie s, V o l. 3 2, N o. 2, 1 9 9 5 3 6 1 ±3 7 8 U r b a n S tu d ie s, V o l. 3 2, N o. 2, 1 9 9 5 3 6 1 ±3 7 8 T e le c o m m u n ic a t io n s a n d th e C h a n g in g G e o g r a p h ie s o f K n o w le d g e T r a n s m is s io n in th e L a te

More information

W h a t is m e tro e th e rn e t

W h a t is m e tro e th e rn e t 110 tv c h a n n e ls to 10 0 0 0 0 u s e rs U lf V in n e ra s C is c o S y s te m s 2 0 0 2, C is c o S y s te m s, In c. A ll rig h ts re s e rv e d. 1 W h a t is m e tro e th e rn e t O b je c tiv

More information

EM EA. D is trib u te d D e n ia l O f S e rv ic e

EM EA. D is trib u te d D e n ia l O f S e rv ic e EM EA S e c u rity D e p lo y m e n t F o ru m D e n ia l o f S e rv ic e U p d a te P e te r P ro v a rt C o n s u ltin g S E p p ro v a rt@ c is c o.c o m 1 A g e n d a T h re a t U p d a te IO S Es

More information

Getting Value from Big Data with Analytics

Getting Value from Big Data with Analytics Getting Value from Big Data with Analytics Edward Roske, CEO Oracle ACE Director info@interrel.com BLOG: LookSmarter.blogspot.com WEBSITE: www.interrel.com TWITTER: Eroske About interrel Reigning Oracle

More information

J a re k G a w o r, J o e B e s te r, M a th e m a tic s & C o m p u te r. C o m p u ta tio n In s titu te,

J a re k G a w o r, J o e B e s te r, M a th e m a tic s & C o m p u te r. C o m p u ta tio n In s titu te, 1 4 th IE E E In te r n a tio n a l S y m p o s iu m o n H ig h P e r fo r m a n c e D is tr ib u te d C o m p u tin g (H P D C -1 4 ), R e s e a rc h T ria n g le P a rk, N C, 2 4-2 7 J u ly 2 0 0 5.

More information

i n g S e c u r it y 3 1B# ; u r w e b a p p li c a tio n s f r o m ha c ke r s w ith t his å ] í d : L : g u id e Scanned by CamScanner

i n g S e c u r it y 3 1B# ; u r w e b a p p li c a tio n s f r o m ha c ke r s w ith t his å ] í d : L : g u id e Scanned by CamScanner í d : r ' " B o m m 1 E x p e r i e n c e L : i i n g S e c u r it y. 1-1B# ; u r w e b a p p li c a tio n s f r o m ha c ke r s w ith t his g u id e å ] - ew i c h P e t e r M u la e n PACKT ' TAÞ$Æo

More information

M P L S /V P N S e c u rity. 2 0 0 1, C is c o S y s te m s, In c. A ll rig h ts re s e rv e d.

M P L S /V P N S e c u rity. 2 0 0 1, C is c o S y s te m s, In c. A ll rig h ts re s e rv e d. M P L S /V P N S e c u rity M ic h a e l B e h rin g e r < m b e h rin g @ c is c o.c o m > M b e h rin g - M P L S S e c u rity 2 0 0 1, C is c o S y s te m s, In c. A ll rig h ts re s e rv e d. 1 W h

More information

Balanced Scorecard (BSC) Edited by IDMC

Balanced Scorecard (BSC) Edited by IDMC Balanced Scorecard (BSC) 1 Outlines Background What is a Balanced Scorecard? Why Balanced Scorecard? Steps to Build up a Balanced Scorecard Successful BSC Implementation Case Mobile How to Use BSC in E-Business?

More information

COMMITTEE ON FOREIGN AFFAIRS SUBCOMMITTEE ON TERRORISM NON-PROLIFERATION AND TRADE

COMMITTEE ON FOREIGN AFFAIRS SUBCOMMITTEE ON TERRORISM NON-PROLIFERATION AND TRADE TESTIMONY OF THOMAS J. RAGUSO EXECUTIVE VICE PRESIDENT AMEGY BANK N.A. Before the COMMITTEE ON FOREIGN AFFAIRS SUBCOMMITTEE ON TERRORISM NON-PROLIFERATION AND TRADE UNITED STATES HOUSE OF REPRESENTATIVES

More information

w ith In fla m m a to r y B o w e l D ise a se. G a s tro in te s tin a l C lin ic, 2-8 -2, K a s h iw a z a, A g e o C ity, S a ita m a 3 6 2 -

w ith In fla m m a to r y B o w e l D ise a se. G a s tro in te s tin a l C lin ic, 2-8 -2, K a s h iw a z a, A g e o C ity, S a ita m a 3 6 2 - E ffic a c y o f S e le c tiv e M y e lo id L in e a g e L e u c o c y te D e p le tio n in P y o d e r m a G a n g re n o su m a n d P so r ia sis A sso c ia te d w ith In fla m m a to r y B o w e l D

More information

Erfa rin g fra b y g g in g a v

Erfa rin g fra b y g g in g a v Erfa rin g fra b y g g in g a v m u ltim e d ia s y s te m e r Eirik M a u s e irik.m a u s @ n r.n o N R o g Im e d ia N o rs k R e g n e s e n tra l fo rs k n in g s in s titu tt in n e n a n v e n d

More information

B rn m e d s rlig e b e h o v... 3 k o n o m i... 6. S s k e n d e tils k u d o g k o n o m is k frip la d s... 7 F o r ld re b e ta lin g...

B rn m e d s rlig e b e h o v... 3 k o n o m i... 6. S s k e n d e tils k u d o g k o n o m is k frip la d s... 7 F o r ld re b e ta lin g... V e lf rd s s e k re ta ria te t S a g s n r. 1 4 3 4 1 5 B re v id. 9 9 3 9 7 4 R e f. S O T H D ir. tlf. 4 6 3 1 4 0 0 9 s o fie t@ ro s k ild e.d k G o d k e n d e ls e s k rite rie r fo r p riv a tin

More information

PLEASE DO NOT PRINT.

PLEASE DO NOT PRINT. PLEASE DO NOT PRINT. CONTACT YOUR CAT FINANCIAL TERRITORY MANAGER TO ORDER. GET WHAT YOU NEED TO GET TO WORK Equipment Financing Our loans and leases for new, used and rental Cat equipment as well as complementary

More information

Creating a best fit between Business Strategy and Web Services Capabilities using Problem Frames Modeling approach

Creating a best fit between Business Strategy and Web Services Capabilities using Problem Frames Modeling approach Creating a best fit between Business Strategy and Web Services Capabilities using Problem Frames Modeling approach Anju Jha 1, Karl Cox 2 & Keith T. Phalp 3 1 School of Computer Science and Engineering

More information

«С e n tra l- A s ia n E le c tric - P o w e r C o rp o ra tio n», JS C

«С e n tra l- A s ia n E le c tric - P o w e r C o rp o ra tio n», JS C J o in t - s t o c k c o m p C E N T R A L - A S IA N E L E C T R IC P O W a n y E R C O R P O R A T IO N I n t e r n a l A u d i t P O L IC Y o f J o in t - S t o c k C o m p a n y C E N T R A L - A S

More information

L a h ip e r t e n s ió n a r t e r ia l s e d e f in e c o m o u n n iv e l d e p r e s ió n a r t e r ia l s is t ó lic a ( P A S ) m a y o r o

L a h ip e r t e n s ió n a r t e r ia l s e d e f in e c o m o u n n iv e l d e p r e s ió n a r t e r ia l s is t ó lic a ( P A S ) m a y o r o V e r s i ó n P á g i n a 1 G U I A D E M A N E J O D E H I P E R T E N S I O N E S C E N C I A L 1. D E F I N I C I O N. L a h ip e r t e n s ió n a r t e r ia l s e d e f in e c o m o u n n iv e l d

More information

M Mobile Based Clinical Decision Support System Bhudeb Chakravarti & Dr. Suman Bhusan Bhattacharyya Provider & Public Health Group, VBU-HL P S aty am C om puter S ervices L im ited Bhudeb_ C hak ravarti@

More information

We never can say goodbye

We never can say goodbye Equipment Dealers & Service We never can say goodbye How technology and software business systems can help equipment dealers find new opportunities. By Ron Slee, R.J. Slee & Associates It starts with market

More information

Leadership, Attitude, Performance...making learning pay!

Leadership, Attitude, Performance...making learning pay! AP Leadership, Attitude, Performance...making learning pay! Customer Relations LAP 2 Performance Indicator: CR:016 Know When to Hold Em Nature of Customer Relationship Management Built to last Keep em

More information

/* ------------------------------------------------------------------------------------

/* ------------------------------------------------------------------------------------ Pr o g r a m v a r e fo r tr a fik k b e r e g n in g e r b a s e r t p å b a s is k u r v e m e to d e n n M a tr ix * x M a tr ix E s ta lp h a B e ta ; n M a tr ix * z M a tr ix ; g e n M a tr ix X

More information

Dear Prospective Franchisee:

Dear Prospective Franchisee: Dear Prospective Franchisee: Thank you for your interest in an AAMCO franchise. AAMCO has been one of America s leading automotive repair brands for over 50 years, and has over 90% brand awareness among

More information

Designing and Implementing Your Communication s Dashboard: Lessons Learned

Designing and Implementing Your Communication s Dashboard: Lessons Learned Designing and Implementing Your Communication s Dashboard: Lessons Learned By Katie Delahaye Paine President, Paine & Partners Contact Information: Katie Delahaye Paine CEO KDPaine & Partners Durham, NH

More information

24/7 SERVICE HOTLINE HOUSTON, SAN ANTONIO, AUSTIN, DALLAS, FT. WORTH, LOUISIANA, OKLAHOMA (& anywhere in-between) 888-359-7237

24/7 SERVICE HOTLINE HOUSTON, SAN ANTONIO, AUSTIN, DALLAS, FT. WORTH, LOUISIANA, OKLAHOMA (& anywhere in-between) 888-359-7237 24/7 SERVICE HOTLINE HOUSTON, SAN ANTONIO, AUSTIN, DALLAS, FT. WORTH, LOUISIANA, OKLAHOMA (& anywhere in-between) 888-359-7237 Dear Fleet Owner or Manager, Please take a moment to review the following

More information

Morningstar Document Research

Morningstar Document Research Morningstar Document Research FORM8-K EMC INSURANCE GROUP INC - EMCI Filed: May 11, 2016 (period: May 11, 2016) Report of unscheduled material events or corporate changes. The information contained herein

More information

The Seven Deadly Sins Of Car Buying That Could Cost You Dearly, And How To Avoid Them

The Seven Deadly Sins Of Car Buying That Could Cost You Dearly, And How To Avoid Them The Seven Deadly Sins Of Car Buying That Could Cost You Dearly, And How To Avoid Them The Car Business 101... 2 Sin #1: Shopping Based On Monthly Payment Instead Of Price... 3 Sin #2: Putting Money Down

More information

EQUIPMENT RENTAL by George M. Keen, Senior Consultant

EQUIPMENT RENTAL by George M. Keen, Senior Consultant EQUIPMENT RENTAL by George M. Keen, Senior Consultant Rental is an interesting area to examine from a strategic point of view. Let's look at rental growth in the last 20 years. In 1987, did you consciously

More information

T ra d in g A c tiv ity o f F o re ig n In s titu tio n a l In v e s to rs a n d V o la tility

T ra d in g A c tiv ity o f F o re ig n In s titu tio n a l In v e s to rs a n d V o la tility T ra d in g A c tiv ity o f F o re ig n In s titu tio n a l In v e s to rs a n d V o la tility V. Ravi Ans human Indian Ins titute of Manag ement B ang alore Rajes h Chakrabarti Indian S chool of Bus ines

More information

Incent Perform Grow. Forecasting, Budgeting and Accruing Bonuses AN INCENTIVE COMPENSATION IMPERATIVE

Incent Perform Grow. Forecasting, Budgeting and Accruing Bonuses AN INCENTIVE COMPENSATION IMPERATIVE Incent Perform Grow Forecasting, Budgeting and Accruing Bonuses AN INCENTIVE COMPENSATION IMPERATIVE Overview For companies in all industries, incentive compensation and bonus structures are valuable tools

More information

Purpose of presentation

Purpose of presentation ECONOMIC REGULATION Purpose of presentation To provide the Status Quo on Economic Regulation To indicate the ideal situation WHERE DOES THE MANDATE COME FROM? Constitution Water Services Act Section 10

More information

AN EVALUATION OF SHORT TERM TREATMENT PROGRAM FOR PERSONS DRIVING UNDER THE INFLUENCE OF ALCOHOL 1978-1981. P. A. V a le s, Ph.D.

AN EVALUATION OF SHORT TERM TREATMENT PROGRAM FOR PERSONS DRIVING UNDER THE INFLUENCE OF ALCOHOL 1978-1981. P. A. V a le s, Ph.D. AN EVALUATION OF SHORT TERM TREATMENT PROGRAM FOR PERSONS DRIVING UNDER THE INFLUENCE OF ALCOHOL 1978-1981 P. A. V a le s, Ph.D. SYNOPSIS Two in d ep en d en t tre a tm e n t g ro u p s, p a r t ic ip

More information

Anaplan makes workforce planning strategic at a fast-growing cloud computing company

Anaplan makes workforce planning strategic at a fast-growing cloud computing company Use Case Workforce Planning Challenge Over reliant on IT support for gathering critical data across organization Change requests required days of turnaround time Managing input from over 30 people across

More information

TO NEW HEIGHTS. LIFTING YOUR CAREER WHO WE ARE

TO NEW HEIGHTS. LIFTING YOUR CAREER WHO WE ARE WHO WE ARE Originally established in 1896 as the Briggs-Weaver Machinery Company and later purchased by Charles A. Sammons in 1952, Briggs Equipment became a separate working operation of the Sammons Enterprises,

More information

Accruals and prepayments

Accruals and prepayments Accruals and prepayments Introduction These are adjustments which need to be carried out before the financial statements can be produced. The adjustments are necessary as accounts are prepared in accordance

More information

Create. Increase. Accelerate. TM. New Rules for Finding and Creating Leads

Create. Increase. Accelerate. TM. New Rules for Finding and Creating Leads New Rules for Finding and Creating Leads www.3forward.com 3forward, LLC Lead Gen Goals Haven t Changed Increasing wins from targeted new logo prospects Top of mind with prospects in buying mode Accelerating

More information

Preface to Mark Turner

Preface to Mark Turner Preface to Mark Turner I think it s only fair that I should start with me if I m gonna talk about other people. In this section of my website, I placed Florida Bar Complaints against the legal team that

More information

Executive overview. Table of Contents. Equipment service management: Opportunity and challenge

Executive overview. Table of Contents. Equipment service management: Opportunity and challenge White Paper Equipment service management Maximizing profit and customer value over the equipment lifecycle Executive overview Current market dynamics have put profitability and margins in equipment service

More information

I. Computer Consulting in the 21 st Century

I. Computer Consulting in the 21 st Century Managed Services in a Month 2 nd Ed. 9 I. Computer Consulting in the 21 st Century 1. What s Different About Technology Consulting Today? Without getting into a big When I was a kid we had to build our

More information

3 LEGS OF THE MOTOR FUEL INDUSTRY

3 LEGS OF THE MOTOR FUEL INDUSTRY 3 LEGS OF THE MOTOR FUEL INDUSTRY LEG 1: PETROLEUM EXPLORATION LEG 2: OIL REFINING LEG 3: FUEL MARKETING GASOLINE MARKET SCENARIO #1 OIL COMPANY / OIL REFINER Owns or Controls Retail Property (Franchisor)

More information

Grundfos: Propelled to the Next Level of Planning with SAP APO

Grundfos: Propelled to the Next Level of Planning with SAP APO 2013 SAP AG or an SAP affiliate company. All rights reserved. Grundfos: Propelled to the Next Level of Planning with SAP APO Company Grundfos Holdings A/S Headquarters Bjerringbro, Denmark Industry, products,

More information

UFPA Brazil. d e R e d e s Ó p tic a s e s e u s Im p a c to s n o F u tu r o d a In te r n e t

UFPA Brazil. d e R e d e s Ó p tic a s e s e u s Im p a c to s n o F u tu r o d a In te r n e t A v a n ç o s n o P la n o d e C o n tr o le d e R e d e s Ó p tic a s e s e u s Im p a c to s n o F u tu r o d a In te r n e t A n to n io A b e lé m a b e le m @ u fp a.b r Agenda In tr o d u ç ã o C

More information

The Case for Improving the B2B Customer Experience

The Case for Improving the B2B Customer Experience The Case for Improving the B2B Customer Experience How better customer experiences can help you drive profitable growth and create competitive advantage I preferred the Other Brand s product but I bought

More information

2015 JET FUEL PRICE FORECAST

2015 JET FUEL PRICE FORECAST 2015 JET FUEL PRICE FORECAST Airlines The prospects for airlines are dependant on economic recovery. There is little to indicate an early end to the downturn. It will be a grim 2009. And while prospects

More information

[Author Name] [Type the abstract of the document here. The abstract is typically a short summary of the contents of the document.]

[Author Name] [Type the abstract of the document here. The abstract is typically a short summary of the contents of the document.] [Author Name] [Type the abstract of the document here. The abstract is typically a short summary of the contents of the document.] Effective Remarketing Case Study Making the best choices for vehicle resale

More information

Selling Subscription Apps through Apple. 3 Case Study Examples, Best Practices and Step-by-Step Instructions

Selling Subscription Apps through Apple. 3 Case Study Examples, Best Practices and Step-by-Step Instructions Selling Subscription Apps through Apple 3 Case Study Examples, Best Practices and Step-by-Step Instructions Why Sell Apps? Table of Contents 3 Case Study Examples Apple s Terms Best Practice: Sell through

More information

How to make the most of ebay Motors.

How to make the most of ebay Motors. autorevo.com 2013 Guide #06 How to make the most of ebay Motors. an ebay Motors guide by AutoRevo. Boost exposure and get more leads... With ebay Motors, even the smallest local dealer with a handful of

More information

Dealership Profitability Financial Metrics and Analysis

Dealership Profitability Financial Metrics and Analysis PLANTE & MORAN ESSENTIALS OF Dealership Profitability Financial Metrics and Analysis This profitability improvement work aid was designed by Plante & Moran s auto dealership industry consultants to be

More information

MUSC 2286 Internship: Recording Arts Technology, Syllabus Addendum, McLennan Community College, Waco, TX

MUSC 2286 Internship: Recording Arts Technology, Syllabus Addendum, McLennan Community College, Waco, TX MUSC 2286 Internship: Recording Arts Technology, Syllabus Addendum, McLennan Community College, Waco, TX Instructor Brian Konzelman Office PAC 124 Phone 299-8231 WHAT IS THIS COURSE? Practicum in Audio

More information

POWERING THE WAY Rental Power Planner

POWERING THE WAY Rental Power Planner POWERING THE WAY Rental Power Planner PLANNING FOR TEMPORARY POWER: A Critical Management Duty As a facility manager, you know better than anyone that electrical power is the lifeblood of business. Without

More information

Double Entry Accounting Workbook. Erin Lawlor

Double Entry Accounting Workbook. Erin Lawlor Double Entry Accounting Workbook Erin Lawlor Double Entry Accounting Workbook Table of Contents Introduction... 2 Financial Statement Introduction... 3 Financial Transactions... 4 Debits and Credits...

More information

ZCorum s Ask a Broadband Expert Series:

ZCorum s Ask a Broadband Expert Series: s Ask a Broadband Expert Series: The Advantages of Network Virtualization An Interview with Peter Olivia, Director of Systems Engineering ZCorum 1.800.909.9441 4501 North Point Parkway, Suite 125 Alpharetta,

More information

Beverlin Allen, PhD, RN, MSN, ARNP

Beverlin Allen, PhD, RN, MSN, ARNP Pressure Ulcers & Nutritional Deficits in Elderly Long-Term Care Patients: Effects of a Comprehensive Nutritional Protocol on Pressure Ulcer Healing, Length of Hospital Stay & Health Care Charges Beverlin

More information

(market value stock grant price) number of shares you buy = compensation element

(market value stock grant price) number of shares you buy = compensation element NON-QUALIFIED STOCK OPTIONS One strategy companies use to reward employees is to give them options to purchase a certain amount of the company s stock for a fixed price after a defined period of time.

More information

GET THE CAR YOU LOVE THE SMART AND EASY WAY

GET THE CAR YOU LOVE THE SMART AND EASY WAY GET THE CAR YOU LOVE THE SMART AND EASY WAY What is Novated Leasing? NOVATED LEASING MADE EASY A Novated Lease is a three way agreement between you, Custom Fleet and your employer. It can potentially save

More information

SIMPLE FINANCIAL ANALYSIS FOR A SMALL FISH PROCESSING PLANT

SIMPLE FINANCIAL ANALYSIS FOR A SMALL FISH PROCESSING PLANT SIMPLE FINANCIAL ANALYSIS FOR A SMALL FISH PROCESSING PLANT by Gunnar Knapp Professor of Economics Institute of Social and Economic Research University of Alaska Anchorage 3211 Providence Drive Anchorage,

More information

Inbound Marketing. Donnie R. Shelton

Inbound Marketing. Donnie R. Shelton Inbound Marketing Donnie R. Shelton Overview 1. Inbound Marketing 2. Converting Prospects 3. Getting Found By Prospects 4. Making Better Decisions 5. Moving forward Inbound Marketing Part 1: What exactly

More information

Improving on a Good Idea from Employee Survey to Measurecom tm

Improving on a Good Idea from Employee Survey to Measurecom tm Improving on a Good Idea from Employee Survey to Measurecom tm Theresa M. Welbourne, Ph.D. Associate Professor of Organization Behavior and Human Resource Management University of Michigan Business School

More information

Implementing an effective sales compensation plan. Accion Venture Lab

Implementing an effective sales compensation plan. Accion Venture Lab Implementing an effective sales compensation plan Accion Venture Lab Your sales compensation plan is a critical component of effectively growing your business Your sales staff will drive the growth of

More information

Preseason Planning and Cash Flow Management. Mike Barnidge Credit Manager

Preseason Planning and Cash Flow Management. Mike Barnidge Credit Manager Preseason Planning and Cash Flow Management Mike Barnidge Credit Manager This seminar provides a planning and forecasting tool you can use throughout the year to fine-tune your financials, plan for anticipated

More information

Executive overview. Table of Contents. Equipment service management: Opportunity and challenge.

Executive overview. Table of Contents. Equipment service management: Opportunity and challenge. White Paper Equipment service management Maximizing profit and customer value over the equipment lifecycle Executive overview. Current market dynamics have put profitability and margins in equipment service

More information

A Guide to Resolving Key Mobile Workforce Challenges in the oil and gas sector

A Guide to Resolving Key Mobile Workforce Challenges in the oil and gas sector A Guide to Resolving Key Mobile Workforce Challenges in the oil and gas sector Managing a mobile workforce in the Oil and Gas industry is not easy. Whether it is liquid transportation, pipeline and facility

More information

COLD EMAIL TEMPLATE THE SECRET TO WRITING ONE EMAIL TO LAND A MEETING WITH ANYONE

COLD EMAIL TEMPLATE THE SECRET TO WRITING ONE EMAIL TO LAND A MEETING WITH ANYONE COLD EMAIL TEMPLATE THE SECRET TO WRITING ONE EMAIL TO LAND A MEETING WITH ANYONE You are about to learn how to write one short email that will land you a meeting with anyone. You will learn how to reach

More information

How to Successfully Integrate with ERP and Expense Management Systems

How to Successfully Integrate with ERP and Expense Management Systems Treasury and Trade Solutions Citi Commercial Cards Innovation, Efficiency, Simplicity. 2015 Commercial Cards Conference May 18-20, 2015 How to Successfully Integrate with ERP and Expense Management Systems

More information

John Deere and you. You ll look good in green.

John Deere and you. You ll look good in green. John Deere and you. You ll look good in green. 2 When you work with John Deere, we invest in our relationship with you a bond that is made to grow with you into the future. MORE THAN JUST IRON. Committed

More information

Google Lead Generation for Attorneys

Google Lead Generation for Attorneys 1 Google Lead Generation For Attorneys Leverage The Power Of AdWords To Grow Your Law Business FAST You re about to discover the secrets of fast legal practice success with Google AdWords. Google AdWords

More information

SALES INCENTIVE COMPENSATION 101: FOR EMERGING COMPANIES

SALES INCENTIVE COMPENSATION 101: FOR EMERGING COMPANIES SALES INCENTIVE COMPENSATION 101: FOR EMERGING COMPANIES Incentive compensation can be a very effective motivational tool for any business. With a system of bonuses based on performance in place, you can

More information

ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-CAR DEALERSHIPS. 2014 www.nada.org/nadadata

ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-CAR DEALERSHIPS. 2014 www.nada.org/nadadata ANNUAL FINANCIAL PROFILE OF AMERICA S FRANCHISED NEW-CAR DEALERSHIPS 2014 www./nadadata Overview NADA Data 2014 the annual financial profile of America s franchised new-car dealerships shows a robust and

More information

San Antonio s Current Market Conditions

San Antonio s Current Market Conditions Why You re Probably Wrong About San Antonio s Current Market Conditions I ve been receiving several rather frantic calls from sellers in San Antonio who want me to buy their homes. They ve listed their

More information

Extracts from: Residential Solar Marketing Effectiveness

Extracts from: Residential Solar Marketing Effectiveness M a n a g e m e nt C o n s u l t i n g Extracts from: Residential Solar Marketing Effectiveness March 2012 (First Revised Edition, Mk II) For more information or to purchase the full version of this report,

More information

REAL ROI REPORT MICROSOFT DYNAMICS NAV

REAL ROI REPORT MICROSOFT DYNAMICS NAV REAL ROI REPORT MICROSOFT DYNAMICS NAV Corporate Headquarters Nucleus Research Inc. 36 Washington Street Wellesley MA 02481 Phone: +1 781.416.2900 Fax: +1 781.416.5252 Nucleus Research Inc. www.nucleusresearch.com

More information

HOW DO YOU DOMINATE THE PRIVATE TRUCKING INDUSTRY USING M2M TECHNOLOGY?

HOW DO YOU DOMINATE THE PRIVATE TRUCKING INDUSTRY USING M2M TECHNOLOGY? HOW DO YOU DOMINATE THE PRIVATE TRUCKING INDUSTRY USING M2M TECHNOLOGY? We sat down with Tom Flies, Senior Vice President of Product Management at XATA Corporation, to discuss how innovation and collaboration

More information

CHAPTER 10 RISK AND RETURN: THE CAPITAL ASSET PRICING MODEL (CAPM)

CHAPTER 10 RISK AND RETURN: THE CAPITAL ASSET PRICING MODEL (CAPM) CHAPTER 10 RISK AND RETURN: THE CAPITAL ASSET PRICING MODEL (CAPM) Answers to Concepts Review and Critical Thinking Questions 1. Some of the risk in holding any asset is unique to the asset in question.

More information

Incentive compensation management

Incentive compensation management Steve Darcy, Incentive Compensation Management 6 June 2013 Incentive compensation management Automate incentive processes to align strategy, reduce errors and improve compliance Four key questions answered

More information

Just 30 Minutes A Day = More Money Than You're Thinking

Just 30 Minutes A Day = More Money Than You're Thinking I've been making money with cell phones for nearly 3 years and will teach you everything I know. You aren't making money with your cell phone?! I've been making money with cell phones for nearly 3 years

More information

Marketing Variance Analysis

Marketing Variance Analysis Marketing Variance Analysis This module introduces the tool of marketing variance analysis to aid a manager s understanding of the underlying reason(s) why a marketing plan s objectives were or were not

More information

MORE PROFITABLE SALES STRATEGIES.

MORE PROFITABLE SALES STRATEGIES. 1 MSXI SALES EXCELLENCE SOLUTIONS MORE PROFITABLE SALES STRATEGIES. fueled by challenge. powering success.sm 2 GLOBAL AUTOMOTIVE EXPERTISE. MSXI s Sales Excellence Solutions systematically optimize your

More information

Obama vs. McCain. The United States economic growth has slowed and many fear that we are headed toward

Obama vs. McCain. The United States economic growth has slowed and many fear that we are headed toward Ben Faanunu Econ 430 Obama vs. McCain The United States economic growth has slowed and many fear that we are headed toward a recession. From higher gas prices to failure in the housing sector, Americans

More information

Club Accounts. 2011 Question 6.

Club Accounts. 2011 Question 6. Club Accounts. 2011 Question 6. Anyone familiar with Farm Accounts or Service Firms (notes for both topics are back on the webpage you found this on), will have no trouble with Club Accounts. Essentially

More information

"Increasing the profits of the companies that pay for their employees to attend our seminars"

Increasing the profits of the companies that pay for their employees to attend our seminars Seminar Title: Duration: Fundamentals of Sales Management 3 Days Price: $2,695 Why Seminars by The Taylor Group? We have designed all of our seminars to focus on only one, key, objective: "Increasing the

More information

New MF 2200 Series Large Square balers from Massey Ferguson build on rock solid foundations

New MF 2200 Series Large Square balers from Massey Ferguson build on rock solid foundations NEWS RELEASE www.masseyferguson.com New MF 2200 Series Large Square balers from Massey Ferguson build on rock solid foundations With the introduction of the new MF 2200 Series large Square Balers, Massey

More information

OBJECTIVES. The BIG Idea MONEY MATTERS. How much will it cost to buy, operate, and insure a car? Paying for a Car

OBJECTIVES. The BIG Idea MONEY MATTERS. How much will it cost to buy, operate, and insure a car? Paying for a Car Paying for a Car 4 MONEY MATTERS The BIG Idea How much will it cost to buy, operate, and insure a car? AGENDA Approx. 45 minutes I. Warm Up (5 minutes) II. What Can You Spend? (15 minutes) III. Getting

More information

VSCs and The Buyers That Love Them

VSCs and The Buyers That Love Them A consumer insight study sponsored by Assurant Solutions. VSCs and The Buyers That A Guide to VSC Plan Fans... and how to win them over. Vehicle protection programs deliver more than just revenue-producing

More information

Before a Form: Predictive Analytics for Sales

Before a Form: Predictive Analytics for Sales Before a Form: Predictive Analytics for Sales Scott D. Meyer, CEO/Brofounder 9 Clouds Sioux Falls, SD scott@9clouds.com 855-925-6837 1 The views and opinions presented in this educational program and any

More information

We are here to help you...

We are here to help you... We are here to help you... Hi Scott Wilson here the Founder of Digital Influence. I just wanted to say thanks for taking the time to read this short report. As a business owner that has been lucky enough

More information

Small Business Credit Outlook

Small Business Credit Outlook 2015 Q1 Small Business Credit Outlook Small Business to the Rescue Small business came to the rescue for the U.S. economy in Q1 2015. GDP surprised on the low side at 0.2% in the 1st quarter and demand

More information

PUT YOUR FUTURE in GOOD HANDS

PUT YOUR FUTURE in GOOD HANDS DAVID GONZALEZ Norwalk, CT PUT YOUR FUTURE in GOOD HANDS CARLY HITEMAN Naperville, IL DAMION ANGLIN San Diego, CA See what goes into building a good life, every step of the way. ALYSON SABATINI Vestavia

More information

Leading Financial Services firm overhauls Corporate Performance Management Ecosystem to Achieve Predictability in Financial Performance

Leading Financial Services firm overhauls Corporate Performance Management Ecosystem to Achieve Predictability in Financial Performance Leading Financial Services firm overhauls Corporate Performance Management Ecosystem to Achieve Predictability in Financial Performance Abstract A leading financial services firm in the Asia-Pacific region

More information

Google Lead Generation For Attorneys - Leverage The Power Of Adwords To Grow Your Law Business FAST. The Foundation of Google AdWords

Google Lead Generation For Attorneys - Leverage The Power Of Adwords To Grow Your Law Business FAST. The Foundation of Google AdWords Google Lead Generation For Attorneys - Leverage The Power Of Adwords To Grow Your Law Business FAST You re about to discover the secrets of fast legal practice success with Google AdWords. Google AdWords

More information

imagdent Management & Development Services, L.L.C.

imagdent Management & Development Services, L.L.C. imagdent Management & Development Services, L.L.C. 2 imagdent Management & Development Services, L.L.C. Thank you for your interest in imagdent Management and Development Services (imdds). imdds was created

More information

Best practices for planning and budgeting. A white paper prepared by Prophix

Best practices for planning and budgeting. A white paper prepared by Prophix A white paper prepared by Prophix Executive summary The continual changes in the business climate constantly challenge companies to find more effective business practices. However, common budgeting limitations

More information

The Real ROI from SAP

The Real ROI from SAP RESEARCH NOTE ROI ANALYSIS YOU CAN TRUST TM The Real ROI from SAP THE BOTTOM LINE Fifty-seven percent of SAP customers interviewed did not believe that they had achieved a positive ROI, after having used

More information

How to Improve your Student Loan Payment, A guide to the best ways to save on your student loans

How to Improve your Student Loan Payment, A guide to the best ways to save on your student loans Welcome to today s webinar. I am really excited to pass this information on to you and think you will find it wildly beneficial. The title of our presentation is How to Improve your Student Loan Payment,

More information

Fuel Company Uses Online Tools to Energize Employee Communications, Drive Mobility Online Tools

Fuel Company Uses Online Tools to Energize Employee Communications, Drive Mobility Online Tools Microsoft Office 365 Customer Solution Case Study Fuel Company Uses Online Tools to Energize Employee Communications, Drive Mobility Online Tools Overview Country or Region: Australia Industry: Other services

More information

Best Practices for Planning and Budgeting. A white paper prepared by PROPHIX Software October 2006

Best Practices for Planning and Budgeting. A white paper prepared by PROPHIX Software October 2006 A white paper prepared by PROPHIX Software October 2006 Executive Summary The continual changes in the business climate constantly challenge companies to find more effective business practices. However,

More information

Stocks and Mutual Funds

Stocks and Mutual Funds LESSON 14 Stocks and Mutual Funds I ntroduction One characteristic of a market economy is private ownership of property. Property is not just land and real estate; it is anything of economic value that

More information

Annuities. No Free Lunch. What You re Not Told

Annuities. No Free Lunch. What You re Not Told Annuities June and Larry, both in their 70s, got a postcard in the mail inviting them to a free dinner and financial seminar at a local hotel. The speaker was so persuasive they immediately signed up to

More information