DECEMBER 2013
In this issue: 1 2 4 6 7 8
Remember Why New members Increase Brand Awareness Top 10 Chart Toppers, Personal Best Words of Wisdom
SUN
T HE
SERVPRO® of Southern New England and New York
Remember why you “sit in the chair.” The reason you sit in the chair defines your legacy. Be sure you update your Personal Goals List for 2014 Heritage and Legacies are similar in concept. Usually, heritage refers to material and economical inheritance, while legacy refers to immaterial and cultural inheritance. Do you have a plan, goal, or objective to pass along either or both for posterity? Material wealth is only a small fraction of your legacy as your true legacy is sharing what you have learned, not just what you have earned, and bequeathing values over valuables. Your legacy, meaning a uniqueness, and heritage are meaningful contributions to your family and/or humanity at large, both materially and culturally. Both qualities can be created and passed on both while living, and after you have departed. Each one of us has a choice regarding our personal lives and business. A SERVPRO® Franchise, for example, may be viewed as just an option for just making a good living and moving on. Some may regard leaving the business as a heritage (material value) to family, employees, or to support charitable causes. The latter are financial and material rewards for building a successful business. However, the latter then also can create a constructive legacy; one that is based on improving the lives of others, through your experience, education, and life’s example; the intangibles that leave lasting positive impressions and a desire to emulate your actions with those they, in turn, work, socialize, or interact with, in their lives. Your legacy encompasses your core beliefs and principles, as your values are not solely measured by accomplishments, wealth, recognition, prestige, acclaim, power, or position. Your business and personal principles can be passed forward, even through generations, through positive influences. Defining, in writing your personal goals is a method of reinforcing the ultimate reasons you are in business. Therefore, we encourage you to update your personal goals and align them with your business objectives as you remember why you “sit in the chair”.
2 - SERVPROÂŽ SUN
New Class offerings to build your team and boost your business! By Kathryn A. Cohn Among our plans for 2014 are new class offerings that will be held at the Regional Training Center in Norwalk, Connecticut. One of these classes will be an IICRC WRT certificate class specifically for your Marketing and Administrative Teams. This class will be aimed at educating members of your Team by gearing content towards the participant’s level of knowledge. We encourage you to send members of your Team to this class. It is beneficial to your business to have informed and educated personnel. For your Administrative Team this knowledge will translate into a more comprehensive understanding of the audit process, thereby improving your cycle times. Your Marketing Team will benefit by gaining an increased awareness of what their production counterparts do in the field. Your Marketers can then use this knowledge to enhance relationships with your Centers of Influence and thus bolster your bottom line. Remember, an educated Team will help you to grow your business!
Welcome Lori Villardi Please join us in welcoming the newest member of our Distributorship Team, Franchise Business Consultant, Lori Villardi! Lori will be visiting all of you soon to discuss marketing plans and ideas for your business.
Lori Villardi, Newest Team Member
DECEMBER 2013 - 3
The Only Antimicrobial You’ll Ever Need! Sporicidin Disinfectant Solution Fresh Scent
OH
EE
C
OL F R
EE
H CO
AL
Kills Dangerous Mold, Mildew, Bacteria & Viruses • Provides continuous residual bacteriostatic activity for up to 6 months. • Non-corrosive, non-staining, non-flammable formula (7.9 pH). • EPA registered fungicide, bactericide, virucide, and tuberculocide. • EPA registered for use in HVAC systems. • Water & flood damage cleaning/restoration. • Air duct & HVAC system cleaning. • Mold & IAQ remediation.
AL
®
R OL F
#154F
#146
#158
Contact your SERVPRO® Sales Coordinator for more information or to place an order.
4 - SERVPRO® SUN
Increase the SERVPRO® Brand Name awareness and recognition An excellent method of promotion, on many levels, with one end goal: Get the phone to ring! Larry & Robert: CE Class Superstars!
One of the most effective methods of marketing is to ‘sell’ the benefits of using or recommending SERVPRO® for mitigation and restoration service through educational presentations. This can be accomplished by you and/ or your marketing staff utilizing both informal and accredited educational presentations to your key contacts. We have had numerous examples of immediate and even large-loss referrals as a direct result of these presentations. Remember that educational presentations are both proactive and defensive marketing techniques to offset your competitor’s marketing to your current and potential clients. We therefore urge you to use education and CE as part of your overall marketing strategy. Ensure you hire and train Servpro Marketing Representatives that have the ability to assemble and present educational seminars on whatever level is required; e.g., a 5-15 minute business-tobusiness overview, 15-30 minute ‘Lunch and Learn’ presentations, or presentation to property management or trade/business groups.
Robert Tedone and Larry Hackney may well have achieved “rock star” status! The facts support that attendees enthusiastically endorse the CE classes taught by Larry and Robert, whether the class is Biohazard, Fire, Mold, or Water related. Everyone agrees: these guys know their stuff!
Sample educational presentations and materials can be found on ServproNET® and from your Trainer/ Director. However, the best material should be examples and pictures of your own work for which you become the ‘subject matter expert’. The Emergency READY Program (ERP) is also an ideal type of presentation as it is designed to reinforce the need for an emergency program for mitigation and business recovery after a disastrous and perhaps a catastrophic event.
Encourage your Marketing Department to plan your Marketing Calendar and ‘sell’ the benefits of using your SERVPRO Franchise to your Centers of Influence. Then, because the available CE dates will be limited to only thirty-five (35) days in the spring, contact Larry Hackney early to host your CE Class or Education Seminar.
DECEMBER 2013 - 5
With 25 CRDN facilities in NY, NJ, CT, RI and MA, our emergency response isn’t just fast...
It’s Immediate CRDN of New Jersey Bound Brook, 732-356-2642 CRDN of Western New York Buffalo, 716-332-0958 CRDN of Upstate New York Schenectady, 518-779-3406
When Your Reputation is on the Line,
Lean on CRDN
24-Hour Claim Assignment 800-963-CRDN (2736) | www.crdn.com
CRDN of the Five Boroughs New York City, 631-465-9600 CRDN of Westchester/ Fairfield & Long Island Pleasantville, 566-273-6696 CRDN of Central Connecticut Farmington, 860-606-0055 CRDN of Rhode Island, Eastern CT & Northeast MA Warwick, 401-640-3844 CRDN of Greater Boston & Southeast MA Taunton, 508-822-6161
6 - SERVPRO速 SUN
Top Ten Volume Leaders GROSS VOLUME LEADERS AUGUST 2013
PER LICENSE AVERAGE VOLUME LEADERS
AUGUST 2013
1
Dave Kluger
1,313,256
Anthony & Danielle Palumbo
265,156
2
Allen & Susan Randolph
766,031
Lisa & Doug Jameson
242,128
3
Lou & Michelle, Danielle, Justin Sepe & Nicole Travis
423,325
Richard Fevola
222,383
4
Joe Pelli
416,119
David Kluger
218,875
5
Frank Mattos
406,157
Allen & Susan Randolph
191,507
6
Gil & Sheryl Morrissey
367,242
Frank & Daria Solano
184,851
7
John Maughan
352,123
Gil & Sheryl Morrissey
183,621
8
Lance & Jennifer Harvey
337,449
Lance & Jennifer Harvey
168,724
9
Charles & Donna Vingoe
326,915
Mitch Kaikow & Stuart Cleary
162,697
10
Greg & Allison Geaski
318,659
Dion & Lynn Luzzi
151,355
Chart Toppers
March 2013
DECEMBER 2013 - 7
PERSONAL
BEST
Personal Best Volume Month October 2013
Chart Toppers August 2013 Fire Commercial O’Donnell Gibbs Fire Residential Jameson
PERSONAL BEST VOLUME MONTH OCTOBER 2013 Anthony & Danielle Palumbo SERVPRO® of Paramus # 9475 $256,156.14
In-house Construction Randolph Mold Commercial Majeski Reilly Mold Residential Maughan Fevola Harvey Resale Rookie Randolph Subcontract D. Kluger Water Commercial Halko D. Kluger Water Residential Mattos Total Volume D. Kluger
8 - SERVPROÂŽ SUN
Words of Wisdom There are certain things that are fundamental to human fulfillment. The essence of these needs is captured in the phrase 'to live, to love, to learn, to leave a legacy'. The need to live is our physical need for such things as food, clothing, shelter, economic well-being, health. The need to love is our social need to relate to other people, to belong, to love and to be loved. The need to learn is our mental need to develop and to grow. And the need to leave a legacy is our spiritual need to have a sense of meaning, purpose, personal congruence, and contribution Stephen R. Covey No legacy is so rich as honesty. William Shakespeare Every worthwhile accomplishment has a price tag attached to it. The question is always whether you are willing to pay the price to attain it – in hard work, sacrifice, patience, faith, and endurance. John C. Maxwell The real source of wealth and capital in this new era is not material things... it is the human mind, the human spirit, the human imagination, and our faith in the future. Steve Forbes There is no Challenge more challenging than the challenge to improve yourself. Michael F. Staley Success is not final, failure is not fatal: it is the courage to continue that counts. Winston Churchill We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up, seeing it is not as dreadful as it appeared, discovering we have the strength to stare it down. Eleanor Roosevelt Four short words sum up what has lifted most successful individuals above the crowd: a little bit more. They did all that was expected of them and a little bit more. A. Lou Vickery Now and then it's good to pause in our pursuit of happiness and just be happy. Guillaume Apollinaire Life is what we make it, always has been, always will be. Grandma Moses I had an inheritance from my father, It was the moon and the sun. And though I roam all over the world, The spending of it’s never done. Ernest Hemingway, For Whom the Bell Tolls