CO2 Presentation - The Technology Tipping Point

THE TECHNOLOGY TIPPING POINT Joshua Baker

Corporate Manager - Triangle Pest Control

Josh Baker - Triangle Pest ControlCorporate Manager

Started with Triangle Pest Control in 2011 as an Inside Sales Representative

Previously worked in the construction industry

Educational background in Industrial Management/Engineering

Josh Baker - Triangle Pest ControlCorporate Manager

Started with Triangle Pest Control in 2011 as an Inside Sales Representative

Previously worked in the construction industry

Educational background in Industrial Management/Engineering

Fun Fact: I do not have a background in anything technology related.

TECHNOLOGY

Technology has important effects on business operations. No matter the size of

your company, technology has both tangible and intangible benefits that will help you make money and produce the

results your customers demand.

TECHNOLOGY

Technological infrastructure affects the culture, efficiency and relationships of a

business.

TECHNOLOGY

LET’S THINK FOR A SECOND...What is the biggest expense a company faces every month?..

PEOPLE!The average company spends 30%-40% of

their monthly revenue on payroll. Sometimes more.

PEOPLE!People are great, and they are an essential

part of any business, but unfortunately people waste time.

PEOPLE!People are great, and they are an essential

part of any business, but unfortunately people waste time.

Eliminating inefficiencies will allow your reps to spend more time focusing on the most

important part of your business, your customers.

Know Your SystemsHere is something to think about.


When was the last time you picked apart your systems and procedures?



Are you 100% sure everyone is following procedure?




I am sure there is something that comes to mind right now that you know you need to change or update.




I am sure there is something that comes to mind right now that you know you need to change or update.

Sometimes even a simple change can have a dramatic effect on your business.

A Simple Change...Who here has an inbound sales staff?


Who knows how much time, down to the minute, each team member spends on the phone with customers?


Who knows how much time, down to the minute, each team member spends on the phone with customers?

How many calls do they answer in a day?

Get Your Calculators Ready!For easy math.. Let’s say we have 2 reps both taking 50 calls each day with 20 working days in the month.


Rep 1 has an average call time of 5 minutesRep 2 has an average call time of 4 minutes


Rep 1 has an average call time of 5 minutesRep 2 has an average call time of 4 minutes

Only a minute difference between them. Not too bad, right?

Get Your Calculators Ready!Over the course of a month Rep 1 spends roughly 83 Hours on the phone.

Can anyone tell me how much time Rep 2 spends on the phone?

Get Your Calculators Ready!Over the course of a month Rep 1 spends roughly 83 Hours on the phone.

Can anyone tell me how much time Rep 2 spends on the phone?

66 hours

ImplementationImplementing anything new is never easy, and every idea is not always the best idea. It has taken 10 years of trial and error to get where we are now as a company.

There are a few situations from my personal experience at Triangle Pest Control that I would like to share.

Implementation - Phone SystemNovember 2013

We had just purchased a new AVAYA phone system

Managed by a company called Telware

This came with a very cool tracking software called ChronicallThis was a turn key system, everything was installed and

working exactly like we wanted it.


We had just purchased a new AVAYA phone system

Managed by a company called Telware

This came with a very cool tracking software called ChronicallThis was a turn key system, everything was installed and

working exactly like we wanted it… I was joking here.


We had a good idea of what we wanted, but we no idea how to use it.

Months went by and all we really had was just a more expensive way to answer the phone.

Implementation - Phone SystemNow we are in 2014...

I was assigned the task of utilizing every aspect of the phone system.

I was dealing with 2 different companies. Xima and TelwareBoth provided great service individuallyI was getting conflicting messages on what features were

available.


I was on the phone with Telware for 2 weeksI was on the phone with Xima for another 2 weeksI was told 10 different times by both sides “the system can't do

what you are looking for..”


I finally was able to get them on the phone together.From that conversation we were able to open up features that

neither company was aware of.

Implementation - Report WriterWho here uses Pestpac?

The reporting can get pretty complexIf there is a field to enter information, it is searchable

Implementation - Report WriterReport Writer

Even more complexThere are far more reporting options availableWe started with a list of reports that we wanted to haveI started with some basic reports (nothing we didn't already

have)Luckily Report Writer has a cool feature where you can press a

magic button and it will build everything for you.

Implementation - Report WriterReport Writer

Even more complexThere are far more reporting options availableWe started with a list of reports that we wanted to haveI started with some basic reports (nothing we didn't already

have)Luckily Report Writer has a cool feature where you can press a

magic button and it will build everything for you.Jokes once again...

Implementation - Report WriterI worked for hoursAt homeOn my own timeFor 3 weeks I stayed up well past midnightWhy did I do this?

Implementation - Report WriterI knew the benefit this would bringWe were able to implement a whole new level of accountability

and visibility with this reportingExample: Lead System

Automated reports go out at certain times of the day2 reminders for leads due that dayA reminder for managers first thing the next morningA “PAST DUE” report goes out at 9am for anything still remaining on the list

ImplementationSo what is the moral of the story?

ImplementationSo what is the moral of the story?There is nothing easy about change. To get the most out of anything, you have to get your hands dirty.

YOU have to be the driving force behind any technology.

I can give you a road map, but you won’t get very far if you expect the car to drive itself.

Other ExamplesPestpac

Visual Route ManagerCallAheadSales Assistant

ForgelyQuality InspectionsNew Hire Training

Other ExamplesGoogle Drive

I can't imagine doing business withoutGoogle Drive.

ChecklistsProceduresEverything is shareable

Know Your Systems● What works for one company may not work for you.

● You have to put in the time to research what is best for your company.

● Take what you are using now and bend it until it breaks. Find the weak points.

CONCLUSION

Keep Thinking ● Just because something works now doesn’t mean it

always will.

● Keep thinking of new ideas.

CONCLUSION

Do The Math ● Run the numbers, make sure it works, then run

them again.

● Stretch it over days, months, years.

● Look at both sides. “What if I do”, and “What if I don’t”.

CONCLUSION

Don’t Be Afraid To Fail● Look at this as “what not to do next time..”

● Failure only happens when you stop trying.

● Some ideas may not be possible right now.

CONCLUSION

QUESTIONS?Don’t be shy.

THE TECHNOLOGY TIPPING POINTJoshua Baker, Corporate ManagerTriangle Pest Control

[email protected]

linkedin.com/in/joshua-baker

mailto:[email protected]

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CO2 Presentation - The Technology Tipping Point