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Business Solutions for Maximizing Your Profits

July 2009

Since 1992, NSPG has been providing the tools that allow contractors to increase profits and minimize business hassles. With our simple-to-use-tools, you can make being a business owner what you always wanted to it be - successful, profitable and rewarding.

What's My Motivation?  
The fate of your business rests with your employees.  Whether you're a one-man-band, or a large company, productive, motivated employees are critical for profitability and long term success.  Motivating your employees to continually perform at their best to meet and exceed your company's goals is a difficult challenge.

You expect your CSR to answer the phone efficiently every time to maximize the number of calls you can book.  You expect your technicians to not only complete the installation efficiently, but to be a good salesman.  You expect the office and other support staff members to perform their jobs well every day.  Winning, serving, and keeping your customers relies on the performance of you and all of your employees.

What motivates an individual to the high level of performance the business needs is often as unique as the individual. 

Most businesses rely on money as a key motivator.  Good performance is rewarded with higher pay and bonuses.  Unfortunately, studies have shown that money is only a short term motivator.  The extra cash quickly fades from memory, and has little effect on future performance.

For many people, the recognition of superior performance is the true motivator.  Many successful businesses combine the short term motivator of money with a system that recognizes and encourages superior performance.  By posting goals and achievements where employees can see them is an easy way to accomplish this.  Having the reputation as a "top gun" along with the financial rewards can provide both long and short term motivation for all employees.

Top employees enjoy the prestige provided by the public recognition.  Other employees have a scale to measure their own performance, and a system that can lead them to the top.  All employees can be motivated because they have a public system of clearly stated goals and rewards.

This type of system can provide the framework to motivate your employees in ways that really cover a broad range of proven motivational techniques.  Here are a few of the considerations to take into account when setting up a system to motivate your employees:

  • Clearly state goals and expectations for each type of employee.

  • Have a feedback mechanism so that the employee knows what he is doing right and where he needs improvement.

  • Maintain a system to support the employee through training and resources to achieve his stated goals.

  • Set up a mechanism to provide public praise for work that is well done.

  • Enlist the employees in the process so that they can help refine and expand their goals to create a more satisfying career with your company.

  • Base rewards on concrete performance results so the employee knows he will be rewarded for achieving the goals established for the position.

  • Show how each set of goals contributes to the success of the business, and that the rest of the organization relies on their performance.  Make everyone a part of the team.

The first step in setting up a "self motivating" performance system is to set reasonable goals.  You need to know how your business is really performing so you have a basis for your goals.  For example, if you do not measure your tech's performance, they can't know how they are doing. They will tend to focus on the last job they did not sell.  If they have a bad day, it can spill over into the next day, and affect how they present themselves to prospective customers.

Your system for field technicians, can include publicly posting performance information like close ratio, productive hours sold, and average invoice.  Short term numbers, and longer term averages should be posted.  These numbers can inspire under-performing techs to work harder, and can keep a few sub-par days from discouraging a high performing tech.

Business managers should not neglect their own motivation.  Managers must have goals, reviews, and rewards too.  Management sets the performance tone for the entire business.  Managers need to work hard to provide an example for employees.

The bottom line is that business performance goals must be set, actual performance should be measured and used as a motivator, and new goals must be set to keep top performers motivated.  It starts with performance measurement, and yields more satisfied and motivated employees, more satisfied customers, and a more profitable company.

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Give Mike Conroy a call to discuss your business, your numbers, your performance benchmarks, or your flat rate books.  Take advantage of his experience working with hundreds of companies like yours to help you achieve your own business success. 

Measure Monthly, Adjust Quarterly
 & Achieve Your Annual Profit Goals

News You Can Use
On July 24, 2009 the Federal Minimum Wage rose to $7.25 per hour.  I know most of our readers pay more than the minimum, but some may have temporary or new workers at this level.  This change also affects the overtime pay for over 40 hours of work in any seven day period.

You can see how today's minimum wage compares to the past here.  looking at the chart, $7.25 is about equal to the minimum wage in 1983 when Ronald Reagan was president.  It is lower than it was from 1960 to 1982.

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Periodically, the folks at HPH issue a notice of the price changes that they receive from their list of suppliers.  This list is available to anyone who has subscribed to their price update service. 

We have found over the last few years that these updates reflect current and future market conditions that are often hard to see from everyday news.  For example, shortly after the economy started to tank in 2007, many suppliers rolled back projected price increases.  Over the course of 2008, most price changes were sizable reductions.

The current report shows future price increases ranging from 3 to 5%.  This swing to price increases over the last few months probably reflects higher raw material costs, and improved product demand.  If the trend continues, it should translate into higher sales for our industries.

At NSPG, we are not projecting an increase in our prices in the near future.  However, some of our current discounts will expire soon.  Now is probably a good time to take a look at how we can help your business as the economy improves, and save some money in the process.  Getting your numbers in order, Flat Rate Books printed, and software updated before your business picks up might make sense for you.

Click Here to Crunch your Numbers Today!

 Interesting Online Items

Solar Drain Back System

Smart Power Outlets

Ford's new Transit Connect

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Recovered Diamond

The Oldest Plumber

The Best in his Field



Call 800 841-8542 today
to learn about our
easy, subscription plans for NSPG software products.

In This Issue

Phone 800 841-8542

Call 800 841-8542 today
to learn about our affordable, subscription plans for NSPG software.

Freebie of
the Month

The freebie of the month is a web site or product that we feel gives you something worth looking at or using that costs you little or nothing.

Google on the Moon

Google has released a new version of its free Google Earth program that includes updated 3D moon information and pictures.  There are now high resolution photos, videos, and even narrated tours of two of the moon landings.

After you install the updated software, you need to select the moon from the planet locator button on the tool bar at the top of the screen.  The layers that you can see includes maps, video tours, and the locations of artifacts left on the moon by man.

Most locations have links to additional information and pictures on the web.  The Apollo 17 location includes videos of the astronauts setting up the American flag, and the lift off of the lunar module.

If you don't want to install the Google software, you can access more limited information on the web using Google Maps.  That site includes very high resolution photos, information, and links to more detailed information and photos.

If you have a favorite Free site, let us know.


I not only use all the brains that I have, but all that I can borrow.
             Woodrow Wilson

I haven't spoken to my wife in years. I didn't want to interrupt her.
         Rodney Dangerfield

I hope that when I die, people say about me, 'Boy, that guy sure owed me a lot of money.
                 Jack Handey

It's not the voting that's democracy, it's the counting.   Tom Stoppard

All things are difficult before they are easy. 
            Dr. Thomas Fuller

It was beautiful and simple, as truly great swindles are.      O. Henry

If it weren't for my lawyer, I'd still be in prison. It went a lot faster with two people digging.
                    Joe Martin

What's another word for Thesaurus?
               Steven Wright

The next Money Masters® will be at The Inverness Hotel and Conference Center in Englewood, CO on
August 21-22, 2009 with a visit to Plumbline Services.

This Money Masters will cost you just one business day and one weekend day to visit with owners of successful contracting businesses who will openly and honestly answer all questions you have about running a contractor business. Ask the employees any questions you have. 

You’ll learn about Nexstar - a world-class business development and best practices organization that is helping companies like yours in plumbing, heating cooling and electrical trades. You'll see a shop run on Nexstar systems. Here are a few facts you should know about Plumbline Services:

  • Their business is focused on the service & repair sector
  • Their technicians earn between $65,000 to $130,000 a year
  • 2008 sales were $6.4 million, a 533% increase since joining Nexstar
  • The top 5 technicians last year averaged over $435,000 in sales - EACH!

All the training, materials and new friends you find at Money Masters are yours whether you join Nexstar or not.

7:00 - 7:30 a.m. Breakfast & Registration
7:30 - 12:30 Money Masters Seminar
12:30 - 1:30 Lunch
1:30 - 5:30 Tour of Plumbline Services
6:00 - 10:00 Dinner & Entertainment
7:00 - 7:30 a.m. Breakfast
7:30 - 12:00 Money Masters Seminar
12:00 - 1:00 Lunch
1:00 - 3:00 Money Masters Seminar

Register for Money Masters Here

Connect 2009—PHCC Convention

Connect 2009


Oct. 21-23, 2009
New Orleans


Register Now 

Position Your Company for the Economic Upturn
at PHCC’s CONNECT 2009

Learn how to confidently position your company for an economic upturn at the Oct. 21-23 PHCC convention—CONNECT 2009 in New Orleans.

You’ll hear about the hottest topics of the day and the latest trends and business management practices so that you’re prepared for the future.  Here are some highlights:

  • Keynote speaker Stuart Varney, business and financial journalist for FOX News, will talk about “21st Century America: A New Day in Politics, Culture, and Business;”
  • Richard Trethewey of This Old House will discuss “The Future of Comfort and Efficiency.”  
  • Seminars will be offered on green plumbing, pre-fabrication, residential fire sprinklers, understanding overhead and year-end tax planning
  • An industry panel will help contractors learn what to expect from the manufacturers as they weather the current economic climate and prepare for the upturn.  
  • Contractors, manufacturers and others vendors will gather during a full-day Product and Technology Showcase to learn and exchange ideas about products, technologies and advancements in the p-h-c industry.

Click here for a complete listing of all the business-building educational seminars.

QSC Professional Logo                                  


Click a product for more information:

Numbers Cruncher - Breakeven Calculator, Performance Monitor

National Standard Price Guide - Flat Rate Price Books

Performance Dispatch Plus - Dispatch, Benchmarks, Flat Rate, Invoice, QuickBooks


Numbers Cruncher and NSPG Flat Rate Price Books training


Wrench Magnet - Get them to call you again.
Truck Magnet - Get them to call you again. 

Ever Wonder

Where Did the Money Go?


HVAC Service Invoice                      Portable Desk for forms and invoices


Call 800-841-8542 now so we can answer your questions and show how we can help you build a more profitable business.

NSPG, Inc. PO Box 1168, Manahawkin, NJ 08050

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