b'PAGE 22 / NATIONAL CLOTHESLINE / OCTOBER, 2019T HE R OUTE P ROBY J PAMES EUSTERSmall improvements that add upaisethebaron100 doesthishavetodowith the three main elements of a The manifest is the one tool place.R things1percentand drycleaning? route developer: driving, cus- that leads to success or failure, One tip is to simply start offyou can grow 100 per- Well,afterhavingtwore- tomer service and sales. They depending on if it is used cor- by handing the brochure rightcent. gional conferences with some have to learn how to be inven- rectly. If a driver says, I know away to the prospect. This willI am a huge baseball fan as of the best in our industry, I tory specialists, good drivers this like the back of my hand allow time for the prospect toas a well student of the laws of was able to take away many and focused on not hitting cars and doesnt use it as a refer- aestheticallylookoveryourprobability. You put the two to- littleadjustments,changes, while not missing bags or mis- ence, mistakes will be made. materialaswellastoholdgether and you see the differ- newideasandmotivational delivering clothes. Also,theyareholdingyou something in their handthenencebetweengoodandbad practices that I know will add They have to communicate hostage in regards to making staying in contact with you forluck, taking chances and mak- up to increased profits and de- with route customers from the sure they are irreplaceable. another 10 seconds. That coulding choices that all define the creased costs.very first bag they get to when When it comes to customer be very valuable.pathway to success. The key to all of this is the they are missing in action. service, make sure you are ad- Havingfreepick-upandMajorLeaguehittersand willingnesstolearnmoreto Third, they must strive to dressing new customers, core delivery on your van makespitchers listen to their coaches earn more, a key ingredient for make sales attempts and get customers, missing customers abigdifference.Somevansas they strive to get better and anyone who wants to succeed. new starts. and lost customers. leave off pick-up and that canbetter,whichinturnmeans One thing that I continue to That is a lot of responsibility Automatedremindersfor confuse some. This is anothermore financial success. What see in the success equation are for one individual to follow. communication are nice, but a example of how one or two lit-Themanifestisthekey. morepersonableinteraction tle things can make all the dif-Wether you still print or use a goes 10 times further. Every lit- ference in the world. mobile device to go from A to tle thing you can do with re- The bottom line is that cut-B to C To Z, having the mani- tention increases the probabil- tingcornerscancutyourfestinorderanddetailed itygrowinginternally. chances of growth.makes it more efficient and ac- Handwritten thank-you notescurate for the driver to use and tosimplehellosduringthe JamesPeusterisaconsultantthe manager to have access to. route add up. who specializes in route devel-From simple notes on deliv- Sales is the biggie. This is opment, management and main-ery instructions to making sure where some hit a grand slam tenance.Heoffersonsitethe piece count is correct, the while others get only the occa- consultingaswellasongoingdriver can eliminate many mis- sional hits. This is where its so coaching across the country. Hetakesduringthedelivery criticalforeachpartofthe also has cost groups to monitorprocess. If you have a driver sales cycle to be analyzed, cri- route efficiency. For information,The Route Pro conference in Richmond, VA, hosted by Puri- who refuses to use the mani- tiqued, coached and the neces- call(816)739-2066orvisit tan Cleaners, drew more than 20 participants. fest, then you write them up. sary adjustments to be put in www.theroutepro.com.See what everyones saying.See what everyones saying. Quality no one competes with. Move over Alliance. Yamamotos a QUALITY company. QUALITY company. Theyre raising the standards. Its the BEST machine Ive seenin my 40 year career! SCAN NOW career!PREMIUM QUALITY GUARANTEED SEE IT FORD5 YEAR PARTS WARRANTY YOURSELFYVisit Yamamoto-na.com or Call Today (309) 827-4303Visit Yamamoto-na.com or Call Today (309) 827-4303Yamamoto North America - PO Box 3264 Bloomington, IL 61702To learn more, see the Index of Advertisers on page 42 or visit www.natclo.com/ads'