In part three of the SEMA Recession Survival Webinar Series, entitled "Increasing Profits With Fewer Customers," presenter Dan Kettelson of Performance Inc. revealed that by applying new methods of business intelligence, fewer customers don’t have to result in less profits.

One of the methods of business intelligence that Kettelson outlines is to acquire additional information from your suppliers, manufacturers and customers. To gain knowledge from suppliers and manufacturers, he advises attending trade shows where you can obtain product information and finding and attending cocktail parties that may provide inside information and accessing Dun & Bradstreet credit reports.

But Kettelson recommends sourcing customers as the best supply of information on such topics as discounts and policies. Once the information is collected, Kettelson states that it will provide evidence of your buying power.

"The only method to know that you have a fair deal is to compare your numbers with 10 other customers in non-competing markets," he said.

In addition to acquiring data from your suppliers and manufacturers, it is important to gather information from your customers.

"The best source of new business is from your current customer base," he said.

Ask yourself what products are they purchasing that are not from you, what new services you can provide that will induce them to spend more with you and whether you can charge your customers for a labor-only service that does not include any part sales. Also, make sure to perform quarterly updates on customers with credit terms.

Kettelson also revealed these quick cost-saving ideas:

• Cut back on food at manager/employee meetings
• Drop 50% of fax lines
• Arrange for two dumpster pickups instead of three
• Drop Z-medical supplies—do it yourself
• Check-signing party—have monthly meetings with managers to pay all checks
• Renegotiate leases on business properties
• Cut back corporate employees to four days or seven hours per day
• Bring your own coffee, water and tea mugs—eliminate Styrofoam
• Use high-efficiency light bulbs
• Eliminate laundry service for tech uniforms—have your employees wash them
• Take ownership of vending machines

To download an audio or PDF version of the complete webinar, click here. To download all past SEMA webinars, click here.

Don’t miss the upcoming webinars:

• "Job Costing Systems That Will Boost Your Cash Flow," Thursday, April 2, 2009, 10:00 a.m.–11:00 a.m. (PDT)
• "Tough Times Bring Change: Learn How to Manage and Move Forward," Thursday, April 9, 2009, 10:00 a.m.–11:00 a.m. (PDT)

To view the entire calendar of the SEMA Recession Survival Series Webinar program, click here.

In part three of the SEMA Recession Survival Webinar Series, entitled "Increasing Profits With Fewer Customers," presenter Dan Kettelson of Performance Inc. revealed that by applying new methods of business intelligence, fewer customers don’t have to result in less profits.

One of the methods of business intelligence that Kettelson outlines is to acquire additional information from your suppliers, manufacturers and customers. To gain knowledge from suppliers and manufacturers, he advises attending trade shows where you can obtain product information and finding and attending cocktail parties that may provide inside information and accessing Dun & Bradstreet credit reports.

But Kettelson recommends sourcing customers as the best supply of information on such topics as discounts and policies. Once the information is collected, Kettelson states that it will provide evidence of your buying power.

"The only method to know that you have a fair deal is to compare your numbers with 10 other customers in non-competing markets," he said.

In addition to acquiring data from your suppliers and manufacturers, it is important to gather information from your customers.

"The best source of new business is from your current customer base," he said.

Ask yourself what products are they purchasing that are not from you, what new services you can provide that will induce them to spend more with you and whether you can charge your customers for a labor-only service that does not include any part sales. Also, make sure to perform quarterly updates on customers with credit terms.

Kettelson also revealed these quick cost-saving ideas:

• Cut back on food at manager/employee meetings
• Drop 50% of fax lines
• Arrange for two dumpster pickups instead of three
• Drop Z-medical supplies—do it yourself
• Check-signing party—have monthly meetings with managers to pay all checks
• Renegotiate leases on business properties
• Cut back corporate employees to four days or seven hours per day
• Bring your own coffee, water and tea mugs—eliminate Styrofoam
• Use high-efficiency light bulbs
• Eliminate laundry service for tech uniforms—have your employees wash them
• Take ownership of vending machines

To download an audio or PDF version of the complete webinar, click here. To download all past SEMA webinars, click here.

Don’t miss the upcoming webinars:

• "Job Costing Systems That Will Boost Your Cash Flow," Thursday, April 2, 2009, 10:00 a.m.–11:00 a.m. (PDT)
• "Tough Times Bring Change: Learn How to Manage and Move Forward," Thursday, April 9, 2009, 10:00 a.m.–11:00 a.m. (PDT)

To view the entire calendar of the SEMA Recession Survival Series Webinar program, click here.

In part three of the SEMA Recession Survival Webinar Series, entitled "Increasing Profits With Fewer Customers," presenter Dan Kettelson of Performance Inc. revealed that by applying new methods of business intelligence, fewer customers don’t have to result in less profits.

One of the methods of business intelligence that Kettelson outlines is to acquire additional information from your suppliers, manufacturers and customers. To gain knowledge from suppliers and manufacturers, he advises attending trade shows where you can obtain product information and finding and attending cocktail parties that may provide inside information and accessing Dun & Bradstreet credit reports.

But Kettelson recommends sourcing customers as the best supply of information on such topics as discounts and policies. Once the information is collected, Kettelson states that it will provide evidence of your buying power.

"The only method to know that you have a fair deal is to compare your numbers with 10 other customers in non-competing markets," he said.

In addition to acquiring data from your suppliers and manufacturers, it is important to gather information from your customers.

"The best source of new business is from your current customer base," he said.

Ask yourself what products are they purchasing that are not from you, what new services you can provide that will induce them to spend more with you and whether you can charge your customers for a labor-only service that does not include any part sales. Also, make sure to perform quarterly updates on customers with credit terms.

Kettelson also revealed these quick cost-saving ideas:

• Cut back on food at manager/employee meetings
• Drop 50% of fax lines
• Arrange for two dumpster pickups instead of three
• Drop Z-medical supplies—do it yourself
• Check-signing party—have monthly meetings with managers to pay all checks
• Renegotiate leases on business properties
• Cut back corporate employees to four days or seven hours per day
• Bring your own coffee, water and tea mugs—eliminate Styrofoam
• Use high-efficiency light bulbs
• Eliminate laundry service for tech uniforms—have your employees wash them
• Take ownership of vending machines

To download an audio or PDF version of the complete webinar, click here. To download all past SEMA webinars, click here.

Don’t miss the upcoming webinars:

• "Job Costing Systems That Will Boost Your Cash Flow," Thursday, April 2, 2009, 10:00 a.m.–11:00 a.m. (PDT)
• "Tough Times Bring Change: Learn How to Manage and Move Forward," Thursday, April 9, 2009, 10:00 a.m.–11:00 a.m. (PDT)

To view the entire calendar of the SEMA Recession Survival Series Webinar program, click here.

Economy and shifting consumer tastes be damned.

Although Ford revealed the all-new 2010 Ford Harley-Davidson F-150 at the Chicago Auto Show (the 14th F-Series pickup to wear the HD livery), it looks like the automaker has another rig ready to make the Sturgis run. Brenda Priddy's spy photographers caught what appears to be the 2010 Ford Harley-Davidson F-250 Super Duty.

The 3/4-ton Harley-Davidson F-250 exterior is a bit more subtle than the half-ton F-150’s, letting its 362 hp/457 lb.-ft. V10 do the talking. Blue flames run the length of its tuxedo black paint job from the chromed plastic engine vents just behind the front wheels. The tailgate wears a Harley-Davidson badge and is spelled out in blue lettering on the sides of the cargo box.

Inside, the Harley look and feel continues with black leather seats, door panels and a center console, with strategically placed HD tags, plaques and jewelry. Priddy says to expect the new truck to debut before the August gathering of Harley-Davidson owners in Sturgis, South Dakota.

Photos copyright Brenda Priddy & Company. Reuse or reproduction without copyright holder's consent is prohibited.

Economy and shifting consumer tastes be damned.

Although Ford revealed the all-new 2010 Ford Harley-Davidson F-150 at the Chicago Auto Show (the 14th F-Series pickup to wear the HD livery), it looks like the automaker has another rig ready to make the Sturgis run. Brenda Priddy's spy photographers caught what appears to be the 2010 Ford Harley-Davidson F-250 Super Duty.

The 3/4-ton Harley-Davidson F-250 exterior is a bit more subtle than the half-ton F-150’s, letting its 362 hp/457 lb.-ft. V10 do the talking. Blue flames run the length of its tuxedo black paint job from the chromed plastic engine vents just behind the front wheels. The tailgate wears a Harley-Davidson badge and is spelled out in blue lettering on the sides of the cargo box.

Inside, the Harley look and feel continues with black leather seats, door panels and a center console, with strategically placed HD tags, plaques and jewelry. Priddy says to expect the new truck to debut before the August gathering of Harley-Davidson owners in Sturgis, South Dakota.

Photos copyright Brenda Priddy & Company. Reuse or reproduction without copyright holder's consent is prohibited.

Utah lawmakers (from left), Representative Ken Sumsion, Senator John Valentine, Representative Patrick Painter and Representative Neal Hendrickson give the thumbs up just minutes after the bill passed the legislature.

SEMA-model legislation to create a vehicle registration classification for street rods and custom vehicles was approved overwhelmingly by the Utah State Legislature and signed into law by Governor Jon Huntsman Jr. The new law defines a street rod as an altered vehicle manufactured before 1949 and a custom as an altered vehicle at least 25 years old and manufactured after 1948.

The law allows kit cars and replica vehicles to be assigned a certificate of title bearing the same model-year designation as the production vehicle they most closely resemble.

Thank you and congratulations to all who participated in this effort.

For further details, contact Steve McDonald at stevem@sema.org.

Utah lawmakers (from left), Representative Ken Sumsion, Senator John Valentine, Representative Patrick Painter and Representative Neal Hendrickson give the thumbs up just minutes after the bill passed the legislature.

SEMA-model legislation to create a vehicle registration classification for street rods and custom vehicles was approved overwhelmingly by the Utah State Legislature and signed into law by Governor Jon Huntsman Jr. The new law defines a street rod as an altered vehicle manufactured before 1949 and a custom as an altered vehicle at least 25 years old and manufactured after 1948.

The law allows kit cars and replica vehicles to be assigned a certificate of title bearing the same model-year designation as the production vehicle they most closely resemble.

Thank you and congratulations to all who participated in this effort.

For further details, contact Steve McDonald at stevem@sema.org.

Utah lawmakers (from left), Representative Ken Sumsion, Senator John Valentine, Representative Patrick Painter and Representative Neal Hendrickson give the thumbs up just minutes after the bill passed the legislature.

SEMA-model legislation to create a vehicle registration classification for street rods and custom vehicles was approved overwhelmingly by the Utah State Legislature and signed into law by Governor Jon Huntsman Jr. The new law defines a street rod as an altered vehicle manufactured before 1949 and a custom as an altered vehicle at least 25 years old and manufactured after 1948.

The law allows kit cars and replica vehicles to be assigned a certificate of title bearing the same model-year designation as the production vehicle they most closely resemble.

Thank you and congratulations to all who participated in this effort.

For further details, contact Steve McDonald at stevem@sema.org.

Utah lawmakers (from left), Representative Ken Sumsion, Senator John Valentine, Representative Patrick Painter and Representative Neal Hendrickson give the thumbs up just minutes after the bill passed the legislature.

SEMA-model legislation to create a vehicle registration classification for street rods and custom vehicles was approved overwhelmingly by the Utah State Legislature and signed into law by Governor Jon Huntsman Jr. The new law defines a street rod as an altered vehicle manufactured before 1949 and a custom as an altered vehicle at least 25 years old and manufactured after 1948.

The law allows kit cars and replica vehicles to be assigned a certificate of title bearing the same model-year designation as the production vehicle they most closely resemble.

Thank you and congratulations to all who participated in this effort.

For further details, contact Steve McDonald at stevem@sema.org.

The United States Treasury Department will provide auto suppliers with up to $5 billion in credit to help them continue operating while automakers restructure their businesses during a time of reduced sales. The program is limited to automakers that have received loans through the Treasury’s Troubled Assets Relief Program (TARP), currently General Motors and Chrysler and their direct suppliers.

The program is intended to make sure auto suppliers have access to cash while the automakers and the Obama administration weigh a broader plan to aid the car companies. The “Supplier Support Program” will be administered by the participating automakers since they have a direct relationship with their Tier 1, 2 and 3 suppliers and should know which suppliers need the most aid.

Suppliers interested in participating should contact their lenders to determine whether they can obtain requisite consents to sell their receivables. Once they have done so, they should contact the procurement officer at the participating auto company. Click here for more information.

Most SEMA members are not direct suppliers to the automakers. Nevertheless, the Obama administration has taken other steps to provide credit relief to the small-business community. While the relief is through Small Business Administration loans, it is expected to help unfreeze the broader credit markets as well.

For more information, click here.