Sunday, October 03, 1999
SMALL-BUSINESS DIARY
Companies gain from hard sells
Companies that burn up the telephone lines for sales will get a big payoff, according to a study conducted by the Kauffman Center for Entrepreneurial Leadership.
Successful businesses that stick to an aggressive sales growth strategy had sharply higher gains in market share, efficiency, profitability and net worth, according to the survey of almost 700 growing businesses.
Maximizing sales growth was the No. 1 goal of just 37 percent of companies in the study, while maximizing profits, cash flow or net worth were cited by the remaining 35 percent, 15 percent and 13 percent, respectively.
Seminar focuses on family businesses
Kelin Gersick, a family business consultant, will speak to the Family Enterprise Institute from 8:30 to 11:30 a.m. Wednesday at Union Terminal.
The seminar on “Developing Strong Business Families” will address family styles and business culture; siblings and cousins working together; managing transitions from generation to generation; and marriage and in-laws.
The program costs $45 for members and $75 for nonmembers of the institute. For more information or to make reservations, call 621-6030.
Small companies still optimistic on economy
The National Federation of Independent Business reports that small-business optimism is holding firm through the fall. Its Optimism Index, a 10-component measurement of small companies' economic plans and expectations, rose a tenth of a point from July.
The report determined that 36 percent of the small firms reported sales gains over the previous three months. Also, inflation pressures took a break in August.
The federation survey of 579 small businesses found that few are bullish about the economic future. Only 12 percent of all firms expect the economy to strengthen during the next six months, unchanged from July. Wages continued to be strong with 29 percent of the companies offering raises — down 3 percentage points from the all-time high reached in June. Also, fewer businesses — 23 percent — reported that August was a good time to expand.
Business bookshelf
From Managing Smart by Lynne Milgram, Alan Spector and Matt Tregor (Cashman Dudley; $26.95): “Employee turnover is probably the best measure of morale. When there is a positive attitude in the work place, the turnover is low; with poor morale, you find high turnover. If you have selected the right employees and you still experience high turnover, then chances are that there is poor supervision or that good employees tend to be given the wrong jobs.”
Top private firms show the will to grow
Execs bullish on outlook for area's economy
Notable locals investing in R&D and technology
Signs of softening economy showing
Skilled, loyal employees are precious commodities
Traffic woes creep into gripes
How the list is put together
Ris Paper Co. No. 1 for 3rd year in row
List has room for 11 newcomers
10 companies come close to mark, but lag in revenue pace
Privately owned businesses face Y2K challenges
New device keeps mileage for IRS
Employers can guard against suits
SMALL-BUSINESS DIARY
E-auction plus seminars
