Knowledge Based Articles - Management


'Four Quarters of Fun' — and increased sales

"If you go to work on your goals, your goals will go to work on you. If you go to work on your plan, your plan will go to work on you. Whatever good things we build end up building us." — Business philosopher Jim Rohm

To get the New Year started right, how about a little game that will last all year, teach discipline and instill good selling habits, increase sales and make everybody more money.
Here's how "Four Quarters of Fun" works:
First Quarter. Starting the first of the year, everyone has a chance to set individual and team sales goals, week by week and month by month for the first three months of the year.



Tips for Team Building

By Dave Baragrey


As football season begins we watch college teams prepare for another season of gridiron action. We see the news reports and speculations of what teams are expected to win the most games based on their talent, yet every year, despite a constant turnover of players some college teams are ranked in the top 25 regardless of the talent of their players. They have developed a winning tradition that follows year after year. What is the “magic” that keeps these teams in the top 25 every year? How can your paper, despite a frequent turnover of players, continue to be ranked in the “top 25” year after year? There are things we can learn from college football coaches.


Practice the Fundamentals


Everyday at football practice the players run through drills to make sure they




Expectations For a Manager


During the 22 years I spent running papers I discovered some characteristics that I found valuable for my department managers to possess. I didn’t want them to just be a boss. I expected them to be leaders. My expectation for the management staff was high and I was seldom disappointed. I always clearly shared my expectations with them and they responded. My staff and management were always highly regarded in the office, in the community and in the industry.

I want to share with you some of my expectations for managers and supervisors as they lead the people at your newspaper and shopping guide.


Be a Positive Leader – You will set the tone for the entire staff in your department. If you are down and acting as if you are fighting against the world your staff will feel that same way. Your example is the personality reflected throughout the entire department. I expect you to be a positive leader. You are always setting an example for your staff to follow. Is it a good example, or a bad example?





Role Models For Your Staff


Any department in your paper that has more than one person has a staff leader. This single person controls the attitude of most of the staff within the department. You may think (or hope) I am referring to the Department Manager. I am not. I am referring to that headstrong staff person within the department. In sales, it may be the top salesperson. In other departments it may be the veteran staff member.

Management doesn’t appoint these people as team leaders. This is either a self-proclaimed position or one that is thrust upon them because of their good performance or strong personality. These people set the pace for the department (good or bad). Their attitude and performance determines the outcome of a project more than the hard work of the department manager. They are the role models everyone else patterns their behavior after.




Dare to be Different When Planning Your Budget


As publishers are looking toward next year’s plan they may be feeling a little queasy. After looking at budget figures most of this year that have been lower than expectations you may be approaching next year with some caution. While that may be safer (and maybe more realistic) your shareholders are expecting you to lead the company to increased revenues and better margins of profit next year regardless of world economic conditions. Their other investments are going south so they are looking to you to perform. That’s why you get paid the big bucks.


Independent owner/operators of papers may have a more understanding shareholder, however, their task remains the same as publishers of chain owned papers




Leading the Way

By Dave Baragrey


Attitudes toward managers seem to fall in one of two categories. The staff either hates the manager or would follow them into battle on any front. The leadership characteristics the manager shows seems to be what determines the difference between the two attitudes?


In every part of our society we hear what people think of their boss. This is a critical relationship for most people. It determines the work attitude of the staff both inside and outside of the office.




Accomplish Your Most Important Goals

By Dave Baragrey


Everyone is Busy. Most of us work very hard, every day to improve the operation of our papers. But are we working on what is most important? Are we focusing on the primary goals of the organization that are going to have the best impact on our operation? Following are some methods to help you keep on track of accomplishing what is going to have the greatest impact on our business.




Someone They Can Trust

By Dave Baragrey


All they really want is to work for someone they can trust. That is what most employees at your business are looking for. If you have gained their trust and continue to show a high level of integrity in everything you do, your staff will do everything they can to accomplish any goal you set before them. Integrity is the greatest trait any leader can possess.




Coaching the Winning Team

By Dave Baragrey


I love sports. Not just the sport itself but also the lessons learned from sports that apply to business, family and life off the court or field. These lessons that work in sports can also be valuable tools to manage your business.


My youngest son plays on a high school football team that is headed toward the state championship game. After making the state playoffs for 3 consecutive years, the coaching staff has designed a program that seems to produce winning teams every year. Below I have broken down the program into six categories and drawn comparisons to business applications.




Everyone is Transferred to the Sales Department

By Dave Baragrey


Imagine you just received a memo from the CEO that you, along with everyone else who works at the paper, are transferred to the sales department. The memo states, “All staff members are immediately transferred to the Sales Department. Other departments at the paper have all been eliminated. Each staff member now shares the responsibility of increasing sales revenue. In addition, all staff members will no longer receive salary or an hourly wage. Effective Immediately, each staff member will now be paid straight commission, based solely on their contribution to improving sales revenue.” Signed, the Big Boss.




7 Ways To Keep Your Team Motivated

By Kelley Robertson


Many managers mistakenly think that money is the prime motivator for their employees. However, according to surveys by several different companies, money is consistently ranked five or lower by most employees.




Attracting New Business on a Shoestring Budget


In a recent marketing workshop I attended, I discovered that most business owners rely on just two or three strategies to attract new business. Even well-established companies tend to rely on one or two strategies. However, there is a multitude of ways to drive new business to your door. Here are a few:




Standing Above The Crowd


In today’s highly competitive business environment it is critical to find ways to separate yourself from the other companies who sell the same – or similar – product and/or service.





Make Next Year The Best Ever


Another year is just around the corner and if you are like most people you want to improve your results next year. Use the techniques outlined in this article to help you achieve your targets.


Ensure each of your goals follows the SMART concept: Specific, Motivational, Action-oriented, Relevant to your situation, and Time-bound. For example, “I will increase my sales by 15% compared to last year.” Be as specific about your goal as possible. “I will start my own catering business” is a lot stronger than “I want to go into business for myself.” Challenging goals are motivating. Set goals that will push beyond what you usually think you can accomplish. Remember to set a deadline. A goal without a deadline is simply a dream. Attach a realistic yet challenging deadline for accomplishment and post this where you can review it regularly.



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