Sales

Ep.19: Sales Compensation Plans & Impact on Company Culture with Ciro Giammona

When it comes to compensating remodeling sales professionals, there are so many different models or plans; each with its own set of incentives and sales performance metrics.

But have you ever considered the effect that your sales compensation plan has on company culture? We work so hard to create and maintain the right culture fit for our employees but something as simple as how we pay our salespeople can throw off that critical balance.

In Episode 19 Harrell Remodeling’s CEO, Ciro Giammona, joins Victoria and Mark to talk more about their award-winning firm’s unique approach to sales compensation and how it has impacted their company’s culture.

Since joining Harrell Remodeling as an estimator in 1996, Ciro’s attention to detail, exemplary customer focus and commitment to the company’s employee-ownership culture eventually led him to the role of General Manager in 2006, President in 2011 and CEO in June of 2014.

Harrell Remodeling is a very successful, 33-year-old, second generation full-service design + build residential remodeling company based in Mountain View, California. Harrell’s employee-owned company structure and culture is well-known and respected within the design + build and remodeling community.

Ciro shares some excellent points on how commission-based sales compensation plans can impact not only the bottom line, but company morale and culture as well. Harrell’s salary compensation for their design/sales team is explored and Victoria and Mark take a closer look at the sales management and tracking process.

A great episode for any remodeling firm looking to improve company culture, effectiveness of your sales payment plan and so much more… Enjoy!

If you would like to learn more about Ciro Giammona and his team at Harrell Remodeling you can visit their website here: https://harrell-remodeling.com

We love the feedback we have received so far!

As always, if you have a topic that you would like us to cover or know of an industry contact, author or thought-leader that you think others would like to hear from, let us know.

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Ep.08: Zero Punch List Production with Tim Faller

If you are going to have a podcast about the remodeling industry, it’s a no-brainer to have Tim Faller on your guest list, and I suspect he will be a frequent contributor to PowerTips Unscripted.

For the past 17 years, Tim has worked with remodeling companies, large and small, to help improve profits by creating smooth, efficient production systems. As a Senior Consultant and “Master of Production” for Remodelers Advantage, Tim’s field and business ownership experience is vital to his additional role as facilitator for Owner and Production Manager Roundtables Groups.

In Episode 8 Victoria and Mark welcome Tim Faller to the show as he covers a topic that he has been working on for the past 5-6 years as he tours the US & Canada, providing on-site production consulting – “Zero Punch List Production.”

Tim provides a great overview of the zero punch list strategy and describes in detail how he has seen companies successfully implement this process. According Tim, all-too-often remodelers put the onus or responsibility of completing a punch list on the client, thereby creating the perception that the job is being presented as incomplete.

As they explore the zero punch list theory and strategy, Victoria, Mark and Tim discuss:

  • Steps to successfully implement this within an organization
  • How this effects sales process, contracts, payment draws, etc.
  • Production Techniques & Checklists
  • How to handle Backorders
  • How to handle the final walk-through
  • Getting rid of Head Trash

…And then a Big Announcement!

As they wrapped up Episode 8, Tim announced that he and R/A’s Steve Wheeler have launched their own podcast, The Tim Faller Show … Episode Zero is online now and they will post new episodes starting on Monday, March 26thGo Check it out!

Ep.06: Behind the Scenes of an HGTV Pilot with John Huffman

Lights, Camera, Action! Getting the brand exposure of a TV pilot, aired on a national media channel like HGTV, can seem like every remodeler’s dream… But is it? What’s involved? Is it disruptive to your business? Do you get leads from it? Is it as exciting as it sounds?

In Episode 6, Victoria and Mark talk to John Huffman, CEO & Co-Owner of Black Door Renovation in Southlake TX. John runs Black Door with his wife, Elizabeth, and Rick Baker, a long time RA member, and together they focus on large-scale, high-end additions and whole house remodels.

John and Elizabeth, were approached by a production company in 2016 about pitching a show called “Lone Star Flip” to HGTV and their story of the ups and downs of that process is amazing and great insight to other remodelers considering a similar endeavor.

Often in business, timing is everything… and John talks more about how this opportunity occurred at about the same time as their merger with Rick Baker’s Stately Design & Renovation company.

John walks us through their experience and along the way Victoria and Mark cover:

  • How disruptive was it to your business?
  • How did this experience effect your brand and messaging for Black Door?
  • Did you see leads from it and were they qualified?
  • How did you handle the influx of leads?
  • How did you handle the pricing expectations we see mentioned on these types of shows on TV?
  • Knowing what you do now, would you do it again?

A great episode, not to be missed! Enjoy!

If you would like to know more about Black Door Renovation visit their website and they did an amazing job of documenting their HGTV experience on Instagram and Facebook.

Do you have a similar experience with any other media efforts? Cable shows? Radio broadcasts? We would love to hear about any of your experiences, positive or negative, in the comments section below.

Are you loving PowerTips Unscripted Yet?

If you’re enjoying our PowerTips Unscripted podcast, please spread the word and post reviews on iTunes and Stitcher.

And as always, if you have a topic that you would like us to cover or know of an industry contact, author or thought-leader that you think others would like to hear from, let us know.

Ep.02: Building an Effective Emergency Succession Plan with Philip Anderson

In our second episode of PowerTips Unscripted, Victoria and Mark spend some time with Philip Anderson, a long-time Remodelers Advantage member and well-respected industry leader. 

Philip Anderson is the President of HDR Remodeling, a successful Design + Build firm that he founded over 30 years ago in the Berkeley / Oakland / East Bay Area in California. 

The topic of this episode is Emergency Succession Planning, or how to plan ahead in the instance of a short or long-term absence of the business owner or key personnel. Philip discusses how his firm was able to build an effective succession plan, not only for the long-term once he retires, but in the case of a sudden departure from the business. 

Unfortunately, Philip’s plan was put to the test when he suffered a stroke a few months later and his business was able to continue during his extended leave. 

Some great advice shared by Philip: 

  • Don’t limit the plans to just the owner, include key personnel in sales, production, finance, etc.
  • Develop separate plans for short-term, intermediate and long-term or permanent absences.
  • Develop Standard Operating Procedures (SOPs) for each position so those stepping up have some direction and documentation to follow.

Philip does a great job with the “Lightning Round” and “Five Words of Wisdom” segments. Some great advice shared by one of our industry’s finest. Enjoy!

What about you?

Did you like the episode? Have you drafted an ESP yet? Please share your comments below and if you’re enjoying our PowerTips Unscripted podcast, please spread the word and post reviews on iTunes and Stitcher!

Free Download!

As you heard, Philip was kind enough to share his Emergency Success Plan with our community! If you’re a Remodelers Advantage member, click here to login to the Download Library.

Not a member? No worries, access Philip’s ESP right here!

And if you’re reading this in the show notes of a podcasting app that doesn’t include active hyperlinks, visit our website at powertipspodcast.com and find episode 02. 

Thanks for listening!