0-2m 6 yrs

0-2M in 6 YearsDonnie Shelton

Raleigh, [email protected]

@donnieray3

mailto:[email protected]


Let’s take some time to focus

Turn off or do not disturb…. Don’t be offended!

© Triangle Pest Control LLC. All Rights Reserved

Disclaimers

1. This is what has worked for me and my company

a. That does not mean that it will work at yours

2. This presentation has both opinion* and facts

*The facts are well researched. The opinions are well… opinions


Part I: Before Pest Control


My Background

• 1993 - USAF - Aircraft Mechanic• 2002 - NCSU Grad - Computer Science• 2003 - Progress Energy - Software Engineer • 2005 - USAF - KC135R Pilot • 2006 - Triangle Pest Control


Why are we talking about Internet Explorer?

This is a logic fallacySometimes we have the tendency to confuse causation with correlation…

Causation ≠ Correlation**


**Interestingly… Apple products have been shown to improve productivity and overall “coolness” factors for users of their products….. as well as peace and love for the universe

I could show you what tactics I used to grow my business to 2M in 6 yrs

But…. I would be implying that is the cause….. and that would be lying.


Joe Kucik ● Grew his companies with telemarketing

and direct mail

Donnie Shelton● Grew my company with Inbound

Marketing

NOT REAL THE CAUSE OF SUCCESS


What I have learned so far

So… what do I think the cause(s) are/were


Real Causes of Success?

1. I have a vision where I want to go2. I plan and create goals to get there 3. I metric everything in my business4. I hold myself accountable


How I view my businesses

I manage my businesses by focusing KRAs

1. Leadership2. People 3. Financial4. Marketing 5. Customer Service

What I have learned and what I do….


Leadership

1. I am the only person getting paid to drive the boat2. Create and communicate a strategic objective 3. You cannot over communicate your Strat Obj4. School is never out. The more I learn and commit

to education, the greater my results5. Build the infrastructure, then grow (the opposite

method sucks!) 6. Culture is just as important (if not more) than

strategy


People

1. This is business that you are really in as the owner2. Hiring systems can save a marriage (and sanity)3. Feedback is the breakfast of champions4. Accountability is not a 4-letter word5. Disciplined people create a disciplined

organization6. Reviews, inspections and training are much easier

than dumb, out of control and mismanaged employees

7. Managing a 2M company is easier than managing a <1M company (if you do it right)


Financial

1. My profit is directly proportional to my ability to manage payroll

2. I openly communicate what is happening with money

3. I pay all sales on collection (not production)4. I got out of the banking business


Marketing

1. My ability to grow is in direct proportion to my ability to generate leads

2. I should always be learning about marketing3. Customer service is marketing4. People who cold call me… are usually a waste of

money5. Leads are my #1 stat that I track. It is that

important (conversion is #2).


Customer Service

1. An army of satisfied customers are the best salesmen you can ever hire (and they pay you)

2. It does not matter who is right3. Sometimes it is better to lose the battle4. I try to know my customer’s more than they know

themselves5. I train on customer service every week6. I highlight to my employees every letter, email,

phone call7. I incentivize customer service scores


One of my favorite quotes

"Successful People Do All The Things That Unsuccessful People Won't Do"


Resources to help you get started

Managers• Good to great, Jim Collins• E-Myth, Michael Gerber• Entreleadership, Dave Ramsey• How the mighty fall, Jim Collins• Who: Hiring “A” players, Geoff Smart & Randy Street

All Staff• Making yourself indispensible, Mark Samuel• Super Service, Val & Jeff Gee


Questions?Donnie Shelton

Raleigh, [email protected]

@donnieray3



0-2m 6 yrs

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