January 2013
Sales
a publication of wheaton van lines, inc.
suc·cess
[suh k-ses]
• n. 1 The accomplishment of an aim or purpose. 2 The attainment of popularity or profit.
Synonyms 1 hit, prosperity, luck, achievement, triumph, speed
“Some people dream of great accomplishments, while others stay awake and do them.” — Anonymous According to Zig Ziglar, only three percent of people in the United States set goals, and they are among the wealthiest people in the nation. Goal setting is critical to achieving success. What’s on your list for 2013? Maybe you want to invest in training or expand your networking opportunities. Or, perhaps your agency will simply work harder to earn customer loyalty. The van line is here to help with your sales success. We’re bringing back the monthly Sales Goal Report. To get started, we will provide all agents with an overall sales goal and a monthly report that lets you know how close you are to hitting the mark. The goals are based on net distributable linehaul and include COD and National Account sales only; however, other revenue streams also are reported on the goal reports such as Military. Eastern Sales Director Mike Feyen (317) 558-0167
SalesTrends
January 2013
The following report will be issued to agents on a monthly basis. It’s designed simply as a guide to make you aware of your monthly distributable linehaul versus your goal. PLEASE NOTE – IF YOU ARE NEW TO THE VAN LINE, AND/OR HAD NO ORDERS COMPLETED IN A GIVEN MONTH, YOU WILL SEE ZEROS IN THOSE MONTHS. FOR BEKINS AGENTS THAT IS LIKELY THE CASE BETWEEN JANUARY AND APRIL. We are aware that the result is less than ideal. Clearly, we’re not suggesting a goal of zero for the month – it’s a great opportunity to work with your Regional Sales Director to help fill in the blanks. The goal reports give us a place to start in 2013 as we lay the foundation for benchmarks and sales increases moving forward. Again, please contact your Regional Sales Director to discuss your goals and make adjustments. Happy selling!
Central Sales Director Jim Allen (630) 731-0300
Western Sales Director Steve Barnard (951) 852-6513
0001 ABC Moving, City, ST Actual sales for the month in 2012
Actual orders for the month in 2012
2013 sales goal in dollars for the month
2013 order goal for the month
2013 actual sales for the month
2013 actual orders for the month
2013 sales goal in dollars added to the previous month’s goal
2013 distributable sales in dollars added to the previous month’s dist. sales
Percent of 2013 monthly goal achieved
2013 actual military sales in dollars for the month
2012 actual sales in dollars for the month including all revenue streams
2013 actual sales in dollars for the month including all revenue streams
2012
Orders
2013 Goal
2013 Order Goal
2013 Actual Sales
2013 Actual Orders
YTD 2013 Cumulative Sales Goal
YTD 2013 Dist. Cumulative Sales Actual
% of Monthly Goal
YTD Military
2012 Total Sales
YTD Total Sales
January
$45,546
14
$55,111
17
$58,724
19
$55,111
$58,724
129%
$5,807
$54,964
$64,531
February
$52,865
16
$63,967
19
$0
0
$119,078
$0
0.0%
$0
$57,851
$0
March
$90,275
23
$109,233
28
$0
0
$228,311
$0
0.0%
$0
$90,275
$0
April
$60,082
20
$72,699
24
$0
0
$301,010
$0
0.0%
$0
$76,358
$0
May
$78,970
19
$95,554
23
$0
0
$396,564
$0
0.0%
$0
$94,451
$0
June
$82,845
20
$100,243
24
$0
0
$496,806
$0
0.0%
$0
$104,416
$0
July
$133,174
29
$161,141
35
$0
0
$657,947
$0
0.0%
$0
$143,936
$0
August
$105,550
27
$127,716
33
$0
0
$785,663
$0
0.0%
$0
$109,818
$0
September
$63,345
14
$76,648
17
$0
0
$862,311
$0
0.0%
$0
$64,226
$0
October
$83,176
22
$100,643
27
$0
0
$962,953
$0
0.0%
$0
$96,416
$0
November
$73,363
19
$88,679
23
$0
0
$1,051,723
$0
0.0%
$0
$86,366
$0
December
$55393
18
$67,025
22
$0
0
$1,118,748
$0
0.0%
$0
$59,139
$0
TOTALS
$924,585
241
$1,118,748
292
$0
0
$0
0.0%
$0
$1,038,215
$0
Description of Total Figures
*2012 total for 12 months
2013 total orders for 12 months
2013 total sales goal in dollars
2013 total sales goals in orders
2013 actual sales total YTD
2013 actual orders YTD
2013 distributable sales total YTD
Percent of 2013 TOTAL sales goal
2013 actual military sales YTD
2012 actual sales for all revenue streams for 12 months
2013 actual sales for all revenue streams YTD
n/a
Goals are based on distributable linehaul and will be provided via agent mail at the beginning of every month. Billed revenue is provided for comparison. Please contacgt your Regional Sales Director with questions pertaining to your agency sales goals. • Eastern Region, Mike Feyen (317) 558-0167 • Western Region, Steve barnard (951) 852-6513 • Central Region, Jim Allen (630) 731-0300
2013 Sales Goal %: 21% 2013 YTD Sales %: $0 Percentage of 2013 Sales Goal: 5.25%
Tuesday, January 15, 2013
SalesTrends
COD/NAT Sales Goal Data:
January 2013
*New agents will see zeros in months with no orders
COD/NAT snapshot, including COD/NAT sales goal set for agency by Wheaton, YTD sales, percentage of overall goal met YTD
save the date Reserve your spot at Wheaton | Bekins Regional Meetings
Click here to reserve your spot at the van line’s regional meetings in Atlantic City, Indianapolis and Las Vegas. While you’re welcome to attend multiple meetings, the agenda and presenters will be the same for each location. We will send you more info about the agenda and presenters shortly. Here is the tentative schedule:
While there is no charge to attend the regional meetings, attendees are responsible for their hotel and travel arrangements. Cocktails and light appetizers will be provided the evening of Day 1. Breakfast and lunch will be provided on Day 2. Each person who plans to attend any portion of the regional meetings should register as an attendee so enough space and materials are secured to accommodate all attendees. Click here to reserve your spot.
DAY 1 1-5 p.m. – Meeting 6:30-8:30 p.m. – Awards reception
Contact Nicole Munoz in the Sales and Marketing Department (317.558.0728 or nicole_munoz@wvlcorp.com) with questions.
DAY 2 7 a.m.-12 p.m. – Breakfast and meeting 12-1 p.m. – Lunch
March 4-5
INDIANAPOLIS Marriott Indianapolis North Room rate: $124/nt.* 800-228-9290 Cut-off: Feb. 10
February 25-26
ATLANTIC CITY Caesars Atlantic City Room rate: $89/nt.* 888-516-2215 Cut-off: Feb.1
March 7-8
LAS VEGAS Treasure Island Room rate: $85/nt.* 888-503-8999 Reserve now! Cut-off: Feb. 6
SalesTrends
January 2013
*For each hotel, tell the reservationist you’re with Wheaton | Bekins to receive the special room rate.
SALES STATISTICS FOR
DECEMBER 2012
Top 35 Overall Agents In COD & National Account Sales In All Regions 1. Preferred Movers of Nashville, Nashville, Tenn. (0133) 2. Crown Moving & Storage, Inc., Indianapolis, Ind. (0222)
14. Olympia Moving & Storage Company, Alexandria, Va. (0058)
26. Azar Storage, Inc., Annapolis, Md. (0192)
3. Olympia Moving & Storage Company, Watertown, Mass. (0254)
15. All Brunswick Van Lines, Inc., Dayton, N.J. (0442)
27. Sopko Moving & Storage, Inc., Manville, N.J. (0350)
4. Bell Moving & Storage, Inc., Fairfield, Ohio (0038)
16. American Relocation and Storage Systems, Austin, Texas (0205)
28. Lake Country Moving & Storage, Waterloo, N.Y. (0079)
5. La Habra Relocations, Inc., Anaheim, Calif. (0003)
17. Crown Relocations, Keasbey, N.J. (0364)
29. Bernardo Moving, Inc., San Diego, Calif. (0250)
6. Colorado Hi-Tec Moving & Storage, Inc., Denver, Colo. (0391)
18. Family Relocation, Portage, Mich. (0162)
30. Anchor Moving & Storage, Edgewater Park, N.J. (0457)
7. Crown Relocations, Houston, Texas (0235)
19. Move-Pros, Fremont, Calif. (0249)
31. Willie’s Transfer & Storage, West Palm Beach, Fla. (0405)
8. Delaware Moving & Storage, Inc., Bear, Del. (0168)
20. Von Sydow’s Moving & Storage, Palatine, Ill. (0416)
32. Central Moving & Storage, Orlando, Fla. (0496)
9. Gold Service Movers, Inc., White Plains, N.Y. (0077)
21. DeVries Family Moving & Storage, Inc., Port St. Lucie, Fla. (0483)
33. Moving Man, Inc., New York City, N.Y. (0268)
10. Preferred Movers of TN, Inc., Crossville, Tenn. (0132)
22. Capital City Transfer, Verona, Wis. (0326)
34. Mullen Moving & Storage Co., Inc., Pittsfield, Mass. (0228)
11. Priority Moving, Inc., San Diego, Calif. (0152)
23. Desert Sun Moving Services, Inc., Phoenix, Ariz. (0197)
35. Carolina Moving & Storage Co., Inc., Beaufort, S.C. (0065)
12. Crown Relocations, Huntington Beach, Calif. (0056)
24. Breda Moving Co., Inc., Roselle, Ill. (0051)
13. Smoldt Moving & Storage, Inc., Des Moines, Iowa (0351)
25. Desert Sun Moving Services, Inc., Tucson, Ariz. (0463)
SalesTrends
January 2013
Top 10 Agents In COD Sales 1. La Habra Relocations, Inc., Anaheim, Calif. (0003) 2. Colorado Hi-Tec Moving & Storage, Inc., Denver, Colo. (0391) 3. Delaware Moving & Storage, Inc., Bear, Del. (0168) 4. Gold Service Movers, Inc., White Plains, N.Y. (0077) 5. Priority Moving, Inc., San Diego, Calif. (0152) 6. Olympia Moving & Storage Company, Watertown, Mass. (0254) 7. DeVries Family Moving & Storage, Inc., Port St. Lucie, Fla. (0483) 8. Von Sydow’s Moving & Storage, Palatine, Ill. (0416)
Top 10 Agents In National Account Sales 1. Preferred Movers of Nashville, Nashville, Tenn. (0133) 2. Crown Moving & Storage, Inc., Indianapolis, Ind. (0222) 3. Olympia Moving & Storage Company, Watertown, Mass. (0254) 4. Bell Moving & Storage, Inc., Fairfield, Ohio (0038) 5. Crown Relocations, Houston, Texas (0235) 6. Crown Relocations, Huntington Beach, Calif. (0056) 7. Crown Relocations, Keasbey, N.J. (0364) 8. Preferred Movers of TN, Inc., Crossville, Tenn. (0132)
9. Move-Pros, Fremont, Calif. (0249) 10. Breda Moving Co., Inc., Roselle, Ill. (0051)
9. All Brunswick Van Lines, Inc., Dayton, N.J. (0442) 10. Family Relocation, Portage, Mich. (0162)
SalesTrends
January 2013
Top 10 Agents In Hauling 1. Rainbow Moving & Storage, Waldorf, Md. (0378) 2. City Moving & Storage Co., Lawton, Okla. (0138) 3. La Habra Relocations, Inc., Anaheim, Calif. (0003) 4. Olympia Moving & Storage Company, Watertown, Mass. (0254) 5. Crown Moving & Storage, Inc., Indianapolis, Ind. (0222) 6. Capital City Transfer, Verona, Wis. (0326) 7. Preferred Movers of TN, Inc., Crossville, Tenn. (0132) 8. Coast to Coast Moving & Storage, Key West, Fla. (0224) 9. Bell Moving & Storage, Inc., Fairfield, Ohio (0038) 10. Mather Brothers Moving Company, Garner, N.C. (0313)
Top Agents In Government Sales 1. District Moving Companies, Inc., Waldorf, Md. (0460) 2. Mather Brothers Moving Company, Garner, N.C. (0313) 3. My Movers Moving & Storage, Springfield, Mo. (0431) 4. Crown Relocations, Dallas, Texas (0311)
Top 35 Overall Sales Representatives In COD & National Account Sales In All Regions 1. Bob Krumpols, Preferred Movers of Nashville, Nashville, Tenn. (0133) 2. Dave Belford, Crown Moving & Storage, Inc., Indianapolis, Ind. (0222) 3. Mark McEwen, Olympia Moving & Storage Company, Watertown, Mass. (0254) 4. Rebekah Hill, Crown Relocations, Houston, Texas (0235) 5. Phil Beanblossom, Crown Moving & Storage, Inc., Indianapolis, Ind. (0222) 6. Lori Krumpols, Preferred Movers of TN, Inc., Crossville, Tenn. (0132) 7. Neil Coakley, Bell Moving & Storage, Inc., Fairfield, Ohio (0038) 8. Guy Gershoni, Priority Moving, Inc., San Diego, Calif. (0152)
SalesTrends
January 2013
9. John Golden, Colorado Hi-Tec Moving & Storage, Inc., Denver, Colo. (0391)
23. Mick Javitt, Willie’s Transfer & Storage, West Palm Beach, Fla. (0405)
10. Scott Smoldt, Smoldt Moving & Storage, Inc., Des Moines, Iowa (0351)
24. Maggie Sopko McConnell, Sopko Moving & Storage, Inc., Manville, N.J. (0350)
11. Richard Pryor, Family Relocation, Portage, Mich. (0162)
25. Teresa Punt, Desert Sun Moving Services, Inc., Tucson, Ariz. (0463)
12. Dianne Woodward, Crown Relocations, Huntington Beach, Calif. (0056)
26. Dan Sheehan, Olympia Moving & Storage Company, Alexandria, Va. (0058)
13. Jeanie Scott, Desert Sun Moving Services, Inc., Phoenix, Ariz. (0197)
27. Steve Morgen, All Brunswick Van Lines, Inc., Dayton, N.J. (0442)
14. Mark Huff, American Relocation and Storage Systems, Austin, Texas (0205)
28. David Sterling, Delaware Moving & Storage, Inc., Bear, Del. (0168)
15. Linda Kuker, Azar Storage, Inc., Annapolis, Md. (0192) 16. Rudy Zontini, La Habra Relocations, Inc., Anaheim, Calif. (0003)
29. Shellie Law, Crown Moving & Storage, Inc., Indianapolis, Ind. (0222) 30. Craig Breda, Breda Moving Co., Inc., Roselle, Ill. (0051)
17. Steven Gold, Gold Service Movers, Inc., White Plains, N.Y. (0077)
31. Mike Pink, Mullen Moving & Storage Co., Inc., Pittsfield, Mass. (0228)
18. Ronald DeVries, DeVries Family Moving & Storage, Inc., Port St. Lucie, Fla. (0483)
32. Mike Larsen, Carolina Moving & Storage Co., Inc., Beaufort, S.C. (0065)
19. Dale Hintz, La Habra Relocations, Inc., Anaheim, Calif. (0003)
33. James Gilmartin, Olympia Moving & Storage Company, Alexandria, Va. (0058)
20. Karen Price, Bernardo Moving, Inc., San Diego, Calif. (0250) 21. Rolf Olson, Capital City Transfer, Verona, Wis. (0326) 22. Kristy Scarpa, Crown Relocations, Keasbey, N.J. (0364)
34. Frank Landino, Olympia Moving & Storage Company, Watertown, Mass. (0254) 35. Steve Guyton, Eureka Van & Storage Co., Inc., Herndon, Va. (0120)
Top 25 Sales Representatives In National Account Sales 1. Bob Krumpols, Preferred Movers of Nashville, Nashville, Tenn. (0133) 2. Dave Belford, Crown Moving & Storage, Inc., Indianapolis, Ind. (0222)
9. Diane Woodward, Crown Relocations, Huntington Beach, Calif. (0056) 10. Scott Smoldt, Smoldt Moving & Storage, Inc., Des Moines, Iowa (0351) 11. Steve Morgen, All Brunswick Van Lines, Inc., Dayton, N.J. (0442)
18. Bill Kissel, Bell Moving & Storage, Inc., Fairfield, Ohio (0038) 19. Linda Peger, All Brunswick Van Lines, Inc., Dayton, N.J. (0442) 20. Mick Javitt, Willie’s Transfer & Storage, West Palm Beach, Fla. (0405)
12. Kristy Scarpa, Crown Relocations, Keasbey, N.J. (0364)
21. Todd McCorkle, Movemart Relocation, Inc., Fort Smith, Ark. (0085)
13. Faye Kennedy, Preferred Movers of Nashville, Nashville, Tenn. (0133)
22. Rodger Coubrough, Crown Relocations, Hollywood, Fla. (0466)
5. Phil Beanblossom, Crown Moving & Storage, Inc., Indianapolis, Ind. (0222)
14. Teresa Punt, Desert Sun Moving Services, Inc., Tucson, Ariz. (0463)
23. Steve Garcia, Crown Relocations, Huntington Beach, Calif. (0056)
6. Neil Coakley, Bell Moving & Storage, Inc., Fairfield, Ohio (0038)
15. Lawrence Sanders, Crown Relocations, Dallas, Texas (0311)
24. Tracy French, Crown Relocations, San Leandro, Calif. (0139)
7. Richard Pryor, Family Relocation, Portage, Mich. (0162)
16. Dan Sheehan, Olympia Moving & Storage Company, Alexandria, Va. (0058)
25. Brian Lambert, Lambert Relocation, Huntsville, Ala. (0336)
3. Rebekah Hill, Crown Relocations, Houston, Texas (0235) 4. Mark McEwen, Olympia Moving & Storage Company, Watertown, Mass. (0254)
8. Lori Krumpols, Preferred Movers of TN, Inc., Crossville, Tenn. (0132)
SalesTrends
January 2013
17. James Gilmartin, Olympia Moving & Storage Company, Alexandria, Va. (0058)
Top 25 Sales Representatives In COD Sales 1. Guy Gershoni, Priority Moving, Inc., San Diego, Calif. (0152) 2. John Golden, Colorado Hi-Tec Moving & Storage, Inc., Denver, Colo. (0391) 3. Jeanie Scott, Desert Sun Moving Services, Inc., Phoenix, Ariz. (0197) 4. Ronald DeVries, DeVries Family Moving & Storage, Inc., Port St. Lucie, Fla. (0483) 5. Karen Price, Bernardo Moving, Inc., San Diego, Calif. (0250) 6. Dale Hintz, La Habra Relocations, Inc., Anaheim, Calif. (0003) 7. Steven Gold, Gold Service Movers, Inc., White Plains, N.Y. (0077) 8. David Sterling, Delaware Moving & Storage, Inc., Bear, Del. (0168) 9. Rudy Zontini, La Habra Relocations, Inc., Anaheim, Calif. (0003)
SalesTrends
January 2013
10. Mark Huff, American Relocation and Storage Systems, Austin, Texas (0205)
19. Jim Schwantz, Von Sydow’s Moving & Storage, Palatine, Ill. (0416)
11. Mike Pink, Mullen Moving & Storage Co., Inc., Pittsfield, Mass. (0228)
20. Kelli Schmidt, Norwood Moving Systems, Inc., Mountain Home, Ark. (0178)
12. Mike Larsen, Carolina Moving & Storage Co., Inc., Beaufort, S.C. (0065)
21. Steve Guyton, Eureka Van & Storage Co., Inc., Herndon, Va. (0120)
13. Craig Breda, Breda Moving Co., Inc., Roselle, Ill. (0051)
22. Anne Marquette, Gold Service Movers, Inc., White Plains, N.Y. (0077)
14. Eric DeVries, DeVries Moving & Storage Solutions, Inc., Jupiter, Fla. (0492) 15. Jackie Kavanaugh, Move-Pros, Fremont, Calif. (0249) 16. Linda Kuker, Azar Storage, Inc., Annapolis, Md. (0192) 17. Ed Kulesza, Delaware Moving & Storage, Inc., Bear, Del. (0168) 18. Pam Nelson, Merchants Moving & Storage, Inc., Hamilton, Mont. (0236)
23. John Sturm, Coast to Coast Moving & Storage, Tampa, Fla. (0529) 24. Mike Jenkins, Anchor Moving & Storage, Edgewater Park, N.J. (0457) 25. Debbie Bowsher, Guyer The Mover, Inc., Peru, Ind. (0402)