4 day lead to diary

[RED]

I think there is one fundamental problem that is causing more harm than good for Hillarys at the moment.
That problem is the hard and fast rule of 4 days lead to diary booking.
What appears to be happening is that because of this rule diaries are forced to add one more slot. This causes stress for the advisor as lets face it, how many times have you rushed a possible sale and not got it simply because you know you have three more calls to go to and its almost 7.00pm now and your in a bad mood because 4 bookings in an evening is pressure, so not a good start.
So the lead times get a bit more than 4 days, what next.
Well, because of pressure from above FSMs are forced to take on another advisor. They have target to reach.
Lead-time drops again. Everything is OK.

Then the inevitable slack time comes along. Result, not enough work to go round and certainly not enough to make a living.
So the long-term full time advisor finds himself struggling to make ends meet, like now for instance. If it continues he must do something to alleviate the problem so he finds himself some other type of work.
Then the work picks up again, but instead of 1 full time and 1 part time advisor Hillarys now have 2 part time advisors so the lead to diary extends again.
So the FSM is forced to take on another advisor, and on it will go until no advisors are making a living or its not worth doing part time either.
Take this argument to its extreme and put one advisor in every street in every town and that gives you some idea of what I am trying to say.
I am not a businessman and I may be a little naive at times but even I can see this problem a mile off. Yes, customers do want to see someone asap, but to be honest, before diary booking came in my average lead to diary was at least a week and sometimes up to 3 weeks and it never did any harm, in fact I sold more then than I am now.
If I wanted a decorator in to do my room and out of 3 of them, one could come tomorrow but the other two were 2 or 3 weeks at the earliest, which one do you think I would not bother with and why? The first one as he could come so quick he must be crap as no one else wants him. It must be the same for us, as how many times have people said to you, I have 2 others coming out next week, they must be busy.
What are other people’s opinions of the 4 day lead to diary rule.

Red

[BlindWizard]

I agree.

The problem is that it is better for Hillarys to have loads of advisors as no extra cost and better for the advisor to be the only one and have too much work as doesn't cost them any extra not cover all the leads. BUT as you highlight why there has to be a proper balance, which if anything sways towards the advisor, is that if an advisor isn't making a good living then they go which means leads aren't covered big time. Also it's only the advisors who can't get another job that stay which means sales skills and quality goes down.

Why lead to diary expectations can't be 4 days nice, 1 week ok, 2 weeks only ok if were talking just for a few weeks. Demand in each area will go up and down that's life so it's an impossible target to always be 4 days and have all advisors always busy.

Plus - Been in sales (business to business) for long time and one of the basics is always go in last so you can find out what the others were offering (not only price) better the proposition - product, service, price etc. As your last in can close as not waiting other quotes and don't need to think about it.

[inkjet]

I think most advisor's enjoy the flexibility a job like Hillary's gives.

Can work around family etc.

The problem is when we are not busy we do not
earn.


Things have got a bit better for me this week one lead a day. out of 12 slots a day.

I could devote some of my time to other things indeed I do.

But to service one lead takes nearly as much time as to service 3 leads if it is a few miles away

I am looking forward to seeing what is improved but in honesty I can never see how an even pattern will occur

In the quiet times perhaps advisor's should start Door Knocking for leads

But would need to receive 30% commission

Other Public companies such as BT, British Gas, Bow water, Anglian Windows. do this.

Efficient Management is about making use of Assets and Advisor's are not being used effectively in all instances

.



.

[brazil]

In a nutshell Red.

[farmer]

stonehills said:

I think there is one fundamental problem that is causing more harm than good for Hillarys at the moment.
That problem is the hard and fast rule of 4 days lead to diary booking.
What appears to be happening is that because of this rule diaries are forced to add one more slot. This causes stress for the advisor as lets face it, how many times have you rushed a possible sale and not got it simply because you know you have three more calls to go to and its almost 7.00pm now and your in a bad mood because 4 bookings in an evening is pressure, so not a good start.
So the lead times get a bit more than 4 days, what next.
Well, because of pressure from above FSMs are forced to take on another advisor. They have target to reach.
Lead-time drops again. Everything is OK.

Then the inevitable slack time comes along. Result, not enough work to go round and certainly not enough to make a living.
So the long-term full time advisor finds himself struggling to make ends meet, like now for instance. If it continues he must do something to alleviate the problem so he finds himself some other type of work.
Then the work picks up again, but instead of 1 full time and 1 part time advisor Hillarys now have 2 part time advisors so the lead to diary extends again.
So the FSM is forced to take on another advisor, and on it will go until no advisors are making a living or its not worth doing part time either.
Take this argument to its extreme and put one advisor in every street in every town and that gives you some idea of what I am trying to say.
I am not a businessman and I may be a little naive at times but even I can see this problem a mile off. Yes, customers do want to see someone asap, but to be honest, before diary booking came in my average lead to diary was at least a week and sometimes up to 3 weeks and it never did any harm, in fact I sold more then than I am now.
If I wanted a decorator in to do my room and out of 3 of them, one could come tomorrow but the other two were 2 or 3 weeks at the earliest, which one do you think I would not bother with and why? The first one as he could come so quick he must be crap as no one else wants him. It must be the same for us, as how many times have people said to you, I have 2 others coming out next week, they must be busy.
What are other people’s opinions of the 4 day lead to diary rule.

Red

you are dead right Red.
I think i have posted this before.
The ex-Hillarys guy who set up on his own in my Town, asks the customer if they are having Hillarys in, and then books his appointment after us. Knowing what our prices are like, he knows he is onto a winner for a start.

Yes they are setting on 2 advisors in this town, but as i say, I will see what happens, but i am afraid, if i end up sat at the roadside, waiting to go to my next appointment thats it.
i know Hillarys have there own interests to think of, but by decimating my income, and working way of life, to benefit their needs,.just is not going to happen, like it has in the past.
My contract says they are to help BUILD my business, and if they don't then this time I will not let it happen again.
As of now I cannot grumble, with the amount of work i am getting, but I for one cannot go on living under a cloud of uncertanty.
I know there are no guarantees in life, but I will not be used as a pawn to benefit other people any longer.
As i say, o.k for now.

[mendipmagpie]

I had no leads today either but have one for next Saturday. That sort of knocks things to hell a bit. Tried to work out the impact of lead to diary time but finished up with a headache so gave up
MM

[RED]

mendipmagpie said:

I had no leads today either but have one for next Saturday. That sort of knocks things to hell a bit. Tried to work out the impact of lead to diary time but finished up with a headache so gave up
MM

You have to work out the mean average by adding all the days up that it takes to get to see a customer, then you divide it between the customers and you get the mean average.
For instance 1 customer takes 5 days and another one takes 3 days.
3 plus 5 =8 divided by 2 customers =4 days.
Then take 2 paracetamol and go to bed.

Red

[mendipmagpie]

Thanks Red
Dont know if its the equation or noise from your mad cat that gave the headache. Where did you get the avatar its brilll
MM

[mendipmagpie]

Thanks Red
Your reply just gave me my 3rd star now I feel all important or do I mean impotent
MM

[RED]

mendipmagpie said:

Thanks Red
Dont know if its the equation or noise from your mad cat that gave the headache. Where did you get the avatar its brilll
MM

Just do a search for avators, when you find one you like you can save it on your homepage and link to it or you can cheat by right clicking on it. Copy and paste the location onto your profile for avators and put width and hight at 100. Job done.

Red

[RED]

Have a look at my latest avator and tell me it does not make you laugh.
It makes me laugh the more I watch it, but then so do most things.

Red