Page 5 Advertisements Column 4

Press, 23 January 1988, Page 5

f“ Mcllroy-Kelly — Associates ■ MANAGEMENT & EDUCATIONAL CONSULTANTS “Sales Solvency & Survival” A SEMINAR THAT IS CRUCIAL FOR YOUR SUCCESS IN 1988 ★ VENUE — Chateau Regency, Christchurch ★ DATE - Monday, 15 February, 1988 ★ TIME —9.00 am to 3.00 pm Seminar Objectives ★ Increasing sales and profitability ★ Control of cash flow resulting from increased sales ★ Improving solvency ★ Surviving the current and anticipated economic conditions Target Audience ★ Sole traders and small business managers I ★ Sales managers and branch managers of larger concerns ★ Other individuals requiring knowledge and expertise in rapidly expanding sales whilst not endangering cashflow Seminar Content ★ Marketing Do you need it? What is the difference between marketing and selling? How can a market size be judged? How will it change in the future? How can marketing intelligence be acquired from the opposition? ★ Advertising Why should you do it? How often? How much? How can its results be judged accurately? How can it be cheaper? How can it be better? ★ Selling Do we sell or just take orders? Do ‘tyrekickers’ exist or are they a figment of imagination? What is a prospect? When is a sale, a sale? When is a sale, not a sale? How do you calculate a conversion ratio and what should it be? What is a conversion ratio? How does selling price affect net profit? In a price war, should you compete or abstain? How should discounting be done? How can complaints be handled to your advantage? How far should you let customers push you? ★ Sales Staff Do we really need them? How much should they earn? What should they achieve? How do you control them? Can you control them? How do you motivate them? How do you train them? Are they bom or made? Should they be fired or can you make them better? How should they be recruited? Do we need sales managers? If so, what should they do? ★ Cash Flow What exactly is it? How do sales affect it? What is over-trading? Which should take priority, cash flow or profit? What actually is a cash flow ‘hiccup? How many cash flow ‘hiccups’ make a cash flow crisis? How do you get more cash? What credit terms should you receive? How do you get debtors to pay you quickly? How do you get creditors to accept being paid slowly? How do you handle bad debts? ★ Survival How solvent are we? How do we improve it? Where does money come from? How do you control bankers and accountants? Can you control bankers and accountants? How do bankers and accountants think? Do they . . . . ? Should you contract or expand? What is the difference between optimistic, pessimistic and realistic balance-sheets? Which should yours be? How imaginative should your accounting be? How predictable is the current marketplace? How far should you budget ahead? Are budgets really useful? Fees & Discounts ★ Single bookings - $290 per attendee ★ Two or more bookings are eligible for a 10% discount ★ A 20% discount is available to all members of “The Investment Club” ★ All fees are inclusive of GST at 10% and are tax deductible. Morning tea, lunch and a detailed workbook are included in the fee. Bookings ★ Bookings can be made by telephoning our office, collect, or writing to Box 4323, Christchurch. ★ Invoices will be issued with confirmation of booking. Payment terms are 7 days from date of invoice. (03) 792-343 j