For the average service company, approximately 30% of all revenue goes to outside suppliers or workers. Think about it: an average of one-third of your business execution relies on people and services outside your company. Is that such a bad thing? Continue reading
Sales Tax and Labor compliance issues are not for the faint of heart. These Live Event/Production Rental CEO’s have been through the ringer and share what they have learned and how you can be better prepared when it’s your turn. Plus Tom Stimson summarizes the biggest takeaways and your Must-Do list to remain in compliance.
InfoComm Live was Feb 25-26 in lovely San Diego, CA at the Catamaran Resort, which is right on Mission Bay. It’s hard to top last year’s location at the Aquarium in downtown Atlanta (after all, we did have Beluga whales swimming up to our meeting room window!), but San Diego in February is a whole lot better than where most of us were traveling from. Continue reading
Learn how to Qualify customers and eliminate useless bidding exercises. Turn marginal prospects into major opportunities. Eliminate the competition by closing before its their turn to sell.
Were your 2014 results in sync with the industry? Does your forecast for 2015 include any industry data? The Stimson Group Business Forecast Survey can help you prepare for what’s ahead. It’s free when you register at
Traditional marketing techniques attempt to highlight a company’s differentiation, which for many of us quickly devolves into saying “We have the best people, best technology, and really care about what we do.” Unfortunately, this self-centered approach just makes everyone look more alike.
In this keynote address from 2014, Tom Stimson outlines seven key strategies for improving profit and cash in rental companies. This four-part video series takes a realistic and humorous look at some worn-out business assumptions.
Growing your sales is a process that begins with the basics. At a minimum you need a target audience, accurate contact information, and a plan for what to do when you speak to folks. Too often even mature companies have skipped all three steps.
This was probably the most intellectually challenging educational business conference I have ever attended. Continue reading
At the risk of winding everyone up (or perhaps because it will), I want shed some light on the current discussions regarding exclusivity clauses and fees designed to keep revenue and control of various services with the hosting venue. I see failure on all sides of the issue to make a compelling case for their cause.