Education Step #5

Yesterday I talked about the changing approach being taken regarding University education. In the commercial world there has been a serious reduction in training at all job levels in companies. It has been determined that employee training is a discretionary expense. It can be deferred or discontinued.

Back in the 1990’s we started many of the equipment manufacturers stopped providing management training. It was costing too much money. We made the determination then that we could fill the void they left. We started our training business Quest, Learning Centers, Inc then. We felt that it was much more costly to have untrained employees than it was to spend money training them.

We were going along building the business and having some successes when the infamous 9/11 hit the economy. That put a serious hit on everything that involved travel. First it gave the traveler a cause to think about what they were doing. Then there was the added inconvenience of the travel and the cost. This hit the training business hard. People just stopped coming to our classes. Well we adjusted and adapted and slowly the business came back to life. We were rolling along quite nicely with 25 to 30 participants in each of our classes when the 2008 economic calamity hit.

We have gone through another move in the economic cycle, this one a very serious one. We were living on credit everywhere at a much too large degree. This was true for private citizens, companies and all levels of government. This was encouraged by easy money provided to consumers at interest rates kept artificially low by the Federal Reserve. It was exacerbated by legislators in changes to collateralization rules and banks who created exotic financial instruments, all of which became a house of cards and ultimately collapsed. We are still in a very serious situation, whether it be the age demographics in Japan, which will lead to a large reduction in the internal savings that has always funded Japan, to excessive government spending in Europe where in France more than 50% of the Gross Domestic Product of the country is taken by the federal government spending, to the US where uncertainty seems to be the calling card of the current economic and political landscape.

This caused the training business to explore even less expensive means for employees to have to learn because business was cutting back on employee training spending yet again. The classroom learning experience was deemed to be too expensive. Take out the travel and you can have a training experience that delivers results just as well as in the classroom if you use technology. This built a training experience called a Webinar. An instructor talks to a computer or a telephone with the computer screen of the instructor visible to students around the world on the phone watching the same screen and listening to the instructor talk and transfer knowledge. To a teacher, which I was at one point in my career, this was a false altar that was being worshipped. The learning component was overlooked as long as management could check a box that they provided training. Management never considered that the learning experience was degraded. You couldn’t see the students you didn’t know if they were paying attention, you didn’t know if they understood the messages. It was a false altar. Then technology has moved the bar. Now you can have an audio video learning experience so that now the students on the call can be seen and it can be interactive. This is progress but it is still quite early and as such I don’t want to conclude that this is the answer.

Next is the internet. This is the vehicle for which I have high hopes. We are currently developing a series of internet based self-study programs which we will start rolling out this year. I will explore that delivery vehicle in the next discussion we have on education. The time is now.

Technicians – how can we thrive without them?

Some of you will know I have been in Hawaii the past few weeks and Marlene and I are having a terrific time. Although we are three hours earlier than at home I am still getting up reasonable early and have had some time for reflection on the business and the Industry.

I have not been in a cocoon here I have been in contact with several people so I have not lost my complete sanity when I wrote the headline for this blog. I truly don’t believe that any dealer any where at any time will thrive without an ambitious and intelligent grooup of talented technicians. I know that I have felt this way for a long time and many of you have heard me make this point before. But it bears repeating now for a few fresh critical reasons.

The new fossil fuel interest. The shale oil developments, fracing techniques, deep well recoveries, natural gas abundance and other exciting things are happening in the oil and gas world. You might wonder what that is going to do to the technicians in our Industry. Well all you have to do is look to our Northern Neighbour, Canada, and you might get an idea. Ft McMurray in Alberta has been a boom town since the 1960’s as a result of the “OilSands” resource. They have wages in that area that will take your breath away. We are seeing similar results in North Dakota. Now the area from San Antonio to Corpus Christi is gaining serious interest. Check out Oklahoma for action. It is starting to be everywhere. Even the EPA can’t seem to stop this strong drive. Between Canada, the US and Mexico the US could satisfy All their oil and natural gas needs for well more than the next hundred years. Of course that is not politically correct these days. Our federal government wants wind and sun power and no more fossil fuels. It appears they are so serious they will kill job opportunities in the process. (Keystone – where for those of you not paying attention that additional oil from Canada is now being shipped by rail and truck which is much more risky than a pipeline) One other comment. The Exxon Valdez oil spill was caused due to us having to ship the Alaskan oil via tankers instead of the pipeline that the envirnmentalists killed at the time.

My point in all of this is that technicians are going to be in shorter supply than they are today in the very near future. The oil and gas industries will take a large number of these talented people and they will do it with higher wages. So I think the message is pretty clear.

Develop your own technicians with good training programs, apprenticeship programs and mentoring programs. Provide a career path that is meaningful and followed for each individual technician. Pay higher wages either with a straight wage or with a strong meaningful incentive program. Manage and supervise the techncians with adequate supervisory density and “good” direct supervision. Operate a “best practices” business unit in service with current and workable tooling and good technological support with tablets and PDA’s and laptops. You have to attract and retain these talented people or you will continue to struggle.

The headline is clear. You need technicians, you need very good technicians if you are going to thrive. The time is now.

Books in the Bin

Hi I will be writing a seeries of books in the coming years on subjects near and dear to my heart.

Several of you have commented that books would be more of interest than a monetized blog.

parts

  1. instore selling
  2. inventory management
  3. warehouse layouts and design
  4. backorder analysis
  5. pricing as a marketing tool
  6. purchasing
  7. metrics and dashboards
  8. instore merchanidising
  9. call centers
  10. the internet as a tool for a parts department
  11. teleselling
  12. technology as a process foundation

 

Service

  1. shop floor management
  2. field service
  3. flat rate systems
  4. service administration
  5. job flow and scheduling
  6. the internet as a tool for a service department
  7. inspection programs
  8. maintenenace programs
  9. service sales programs
  10. pricing and standard charges
  11. metrics and dashboards
  12. technology as a process foundation

 

Product Support Selling

  1. parts and service Selling is a science not an art
  2. territory management
  3. territory theory and design
  4. commission and compensation systems
  5. customer business management for parts and service

 

Marketing

  1. business development for parts and service
  2. market segmentation
  3. customer retention

 

management

  1. the balanced scorecard as a management tool
  2. activity-based management for parts and service
  3. personnel leadership

Education Version 3.1

Last week I met a wonderful enlightened man. (I don’t mean to sound arrogant with that start but he was a breath of fresh air)  He is running a store for a construction equipment dealership. We were talking about books and learning and he gave me two wonderful gifts.

The first was TED.com. Please check out this site. It is a terrific blend of thinkers and topics put together in a way that should stimulate some introspection and thinking.

The second was the Kahn Academy. Now please understand I am not promoting this group or product just bringing it to your attention. Have a look you will understand my excitement. Thanks Tim.

The time is now.

The answer to the question is….

The question that most of you thought of when during the afternoon discussion between the supervisor and the technician the technician says he is not going to finish all the work that you gave him to do today is “why not.” That is not the right question. You are all thinking like production managers from the old school.

The question that I believe is right is “how much longer will it take to complete the work?”

Once we have the length of time required we can ask the next most important question “can you stay.”

We have established that the technician will miss the standard time for the job – that might be #1 (remember) now if they can’t or won’t stay to make it right – that might be #2 all in one event.

If they can’t stay then the labor efficiency will drop precipitously as the following morning when he starts up on that job again he will have to take between thirty minutes and an hour to get to the point where he was when he left last night. That is either a 6.25% drop in labor efficiency or a 12.5% drop. Neither one is good.

If the technician can stay you will eat a little overtime but your schedule is intact and the completion date for the work is still in line. The time is now.

Change is compelling….change and hope.

The Canadian Economist John Kenneth Galbraith once said “When mankind is confronted with making a change or proving why they shouldn’t change…. why do people get busy with the proof?” The common excuse for resisting change is the same everywhere – fear. A lot of fears – fear of the unknown, fear of failure, fear that others will be better than we are, a bunch of fears – to the point there is another interesting question to pose to yourselves “what would you do if you weren’t afraid?”  That is the more interesting question.

In our Unit I management training we deal with change and paradigms and I try and get people to understand that resistance to change is both natural and normal. Most of us are settlers not pioneers. The pioneer is the risk taker. They blaze the trail for the settlers. When the pioneer is finished with their explorations the settler will ask “is it safe out there?” Then if the answer is yes off they will go to the new lands. But the options available for the settlers are limited because the pioneer had the first choice.

I submit to you that your customers want you to be leading not following. They want you to lead the changes. And in this world in which we live change has become a fact of life. Change comes in waves it is not incremental. If you don’t get in on the initial waves you want to hope that you can enter later without a large loss. That is an interesting word – hope. Put with the subject of change it is really interesting. How has that worked for you so far? Not all change is good. So you have to be pretty discerning don’t you. You have to be able to evaluate the situation, consider the options and then make a decision. It doesn’t get easier over time. It might in fact lead you to missing out on chances. How do you view change? The time is now.

Generational Changes

Some time back I looked around a room I was in and noticed that I was no longer the youngest person in the room. Of I course I still felt like the youngest in the room. But think back to when you started your first job. What did you think of the older people around you? Were they to be respected for their age and knowledge? Did you look at them wondering why they did things that particular way? Do you remember working with your father and how he was always telling you how to do things?

I think we in North America have a perverse method of teaching people at an early age. We teach them to be obedient. Now don’t get me wrong there is nothing wrong with obedience and manners. In fact I quite like them both. I do want to take issue with the fact that we are creating robots to some degree. We don’t teach people well enough to be critical thinkers. We don’t teach them to think on their own. And when they do think on their own we label them something – rebels, trouble makers and other names.

I think we need to embrace the younger generation in a more positive manner. Every younger generation gets a bad rap including the current crop of kids (maybe I shouldn’t call them kids). Imagine. They are better educated. They have more computer skills than were dreamt of when I was entering the work force. The attribute that I like the most is that they are not as patient as we were. They won’t put up with the nonsense that some of us endured. Are you ready to listen to what they have to say? Can you imagine that they might have a better way to do something? I get excited when someone asks the question “why do you do it that way?” I want to know what they mean, what they are thinking. There is always the possibility to do things better. You have to embrace these changes as never before. The time is now.

The New Reality – Part Deux

The juxtaposition of the last two blogs is intriguing. I couldn’t ignore it. I have received a lot of flak about my pronouncement of the New Reality. People suggested that I need to be more careful in how I communicated things. That it could be dangerous, I might frighten some people.

Remember Jeff Bezos – social cohesion at the expense of the truth.

I don’t think anything will get better if we ignore it. I had a wonderful teacher in Grade 8 for geometry. My majors at University were Mathematics and Physics so I rather enjoy arithmetic. But I was stubborn as heck and had a hard time with Geometry. Why??  – Because I refused to memorize the theorems. Sound familiar to any of you? Well I had a special grandmother who I call “Granny the Great” who got her Master’s degree in the 1910’s – a truly amazing woman. She got me in line and by the end of the year I was near the top of the class. I learned to memorize things. Well this teacher told me that it wasn’t going to get any better if I kept putting it off. It was going to get worse. Of course she was right.

Lou Holtz says it well.

  • You have to do your best.
  • You have to do what’s right
  • You have to honor the Golden Rule

I want to add a corollary to this list. You have to know what to do and how to do it. So there is another chapter on the New Reality. Nothing will change until we change. The time is now.

The New Reality

To properly address the New Reality we have to look backwards. From the 1960’s to 1980 management felt pretty good about things. Sales revenues had increased, profits were up, life was good. We thoguht we must be the greatest generation of business managers ever. But it was all inflation.

When Paul Volcker and the Federal Reserve raised interest rates to kill inflation there was a serious adjustment. Businesses reinvented themselves. Operating metrics became all the rage and we developed business models for everything.

Well in a few years we felt pretty good again. With a couple of exceptions sales went up and profits went up and things were good again. But it was all leverage. With George W Bush at the helm we witnessed some of the most severe disruptions in our lifetimes. But we had to lick leverage and he and his Treasury Secretary Hank Paulson started to get it done.

In 1980 for every dollar of US GDP there was $3.70 of debt. By 2005 that debt had grown to $30.00 (The Trillion Dollar Meltdown). I shudder to think what it is today with our deficits and spending seemingly totally out of control. We are clearly in a new era when the Federal Reserve keeps printiing money and the currency continues to be debased. We have to reinvent our businesses again. We have to repair balance sheets and we have seen that happening. For everyone BUT the goverenments, all governments. Don’t forget I live in California and we make Greece look good.

We have seen encouraging signs in the equipment world. Equipment sales have been up dramatically – 30%+ to 40%+ for two years in a row. But we still have a big hill to climb to get back to the previous peak. This is not going to change for a long, long time – that is the new reality. You will survive and perhaps thrive IF your focus is on Parts and Service and for some of you Rentals. If you don’t have that focus….there is a significant risk to you. The time is now.

The Pursuit of Performance – Change

Last week on the airplane catching up on my reading I was struck by a quote from Jeff Bezos, the founder and creator of Amazon. “Social cohesion at the expense of truth” This took my mind to the world we live in and change.

Do you remember when Jack Welsh said “when the world around you is changing at a rate that is faster than yours…. the end is near.” Do you remember that? Many of you know that I believe we are in an era of change equally as significant as the Industrial Revolution. And most people resist the changes in their lives either at work or at home.

Joel Barker, the famous futurist, calls it “rocking the boat” using the image of a canoe with three paddlers where one of them uses a kayak double blade paddle – rocking the boat. The double blade paddle is clearly more efficient and effective but it sure rocked the boat with the other two paddlers.

The thing I liked about Mr. Bezos’ comment is how it points out that we are hiding from the truth or hiding the truth in our stubborn determination not to change. In my professional life I have been calling these times the times of the “New Reality.” This not to say that the PIMCO “New Normal” isn’t also an apt phrase to describe the times but I like the “New Reality” better. We have to face the truth not hide it. We have to embrace change not resist it. We have to be open to new ideas not shut them down. There is only one way forward and that is being like the turtle – sticking your neck out. The time is now.