CPSA News - Canadian Professional Sales Association (CPSA)

Beginning September 1, 2010, the Ontario government has introduced changes to the auto insurance system that are intended to provide greater price stability, and give drivers more control over the amount of coverage and price they pay for auto insurance. Key changes include:

Stop Bringing Down Your Team

Chances are you've worked with someone who drains all the intelligence and capability out of a team. Sometimes, despite your intentions, that person may be you. Here are three things you can do to get out of your team's way and let it shine:

1. Don't be a hero. You don't always need to have an answer. Give your people the opportunity to think things through themselves.

2. Don't make abrupt decisions. Quick decisions can short-circuit a team. Let your people in on your decision-making process and whenever possible, cultivate debate about an issue before coming to a conclusion.

3. Don't talk too much. You may think your excitement is infectious when in reality it is stifling. Try keeping your mouth shut and leave room for your employees to share their ideas.

Spending on Vehicle Maintenance Declines

Consumer-reported average annual expenditures on vehicle maintenance and repair services have decreased to $9.8 billion in 2010 from $11.2 billion in 2009.

The decrease stems from two main issues: a decline in the average amount spent per service visit and a decrease in the overall number of service visits, particularly for vehicles between four and seven model years old. Per service visit, spending averages $287 in 2010, compared with $352 in 2009—a decline of $65. While revenue from repair work has remained stable from 2009, revenue from routine maintenance has declined considerably in 2010.

3 Steps to Make Your New Hire Productive

The traditional approach to "onboarding" — sitting your new hire down with a stack of reading or a series of trainings — doesn't do much to explain how to help your new hire understand how work gets done and what he can do to add immediate value. Follow these three steps to get your new employee productive faster:

Onboarding starts with hiring. During interviews, expose all candidates to the organization's culture. Don't oversell your company; be honest about who you are and how you work.

Introduce him to the right people. Identify key stakeholders that your new hire needs to know. Broker early introductions so that he can begin building relationships right away.

Get him working. This shouldn't be a sink or swim approach. Put him on projects where he is supported by others and can start contributing right away.

Most Companies Don’t Pay for Inflight Wi-Fi

Despite the rapid proliferation of wireless Internet access on domestic aircraft, most companies do not reimburse travellers who elect to log on in the air, according to a recent Business Travel News survey.

Of the 230 respondents who guide corporate travel policy within their organizations, only 34% said it's okay for travellers to unsheathe their corporate cards to access Wi-Fi on all flights, though an additional 7% said they would reimburse wireless Internet access costs, but only for intercontinental or long-haul flights. The remaining 59% majority said travellers are on their own when it comes to paying onboard Wi-Fi expenses, regardless of the length of haul.

Canadians Forgo Customer Service for Low Prices

Customer service has been knocked off its perch by low prices as the leading factor driving shopper loyalty. The importance of customer service has plummeted by almost 20 per cent since 2008 as discount retailers make major gains in .

Since there can only be one low-price "leader" and given the risks to retailers associated with continuous price cuts, the survey suggests the following strategies for retailers:

• Be wise about where you can win. While retailers may not be able to beat Walmart on price, there are other places to win, from selection to in-store service. Better yet, retailers can win by knowing and understanding their most profitable customers and what they want.

• Deliver more value. While the recession hangs on, promotions aimed at a retailer's best customers and partnerships can augment the value customers receive in return for their loyalty.

• Collect the customer data you need to succeed. By casting the net wide and collecting customer data, retailers can ensure their communications, pricing and product selection hit the bull’s eye with their most profitable customers. Look local. Examine additional marketing opportunities within a tighter range of store locations to court nearby customers, and to attract new and previously infrequent shoppers.

3 Tips for Strengthening Your Big-Picture Skills

The ability to see the big picture is a critical skill for a rising leader. Detecting patterns and linking concepts help connect your work, or the work of others, to the larger goals of the organization and to the world more broadly.

Here are three ways to make those valuable connections: 1. Identify parallels. When faced with a new situation or project, ask yourself if it reminds you of anything. Are there elements that are similar to or relate to other situations in which you've been? 2. Expand your thinking. Look for non-obvious factors that may affect the situation. Seek out underlying causes or events. 3. Articulate analogies. To communicate what you are seeing, use metaphors and analogies to which others can easily relate.

Cell Phone Ban Now in Effect in Manitoba

Under amendments to the Highway Traffic Act, drivers caught texting or using hand-held cell phones while driving will face a fine of almost $200 effective July 15, 2010.

Manitoba's legislation allows the use of cell phones while driving to make telephone calls, provided they are equipped as hands-free devices and used in a hands-free manner. The law also allows use of a hand-held cell phone to call the police, fire or ambulance service in an emergency.

British Columbia, Saskatchewan, Ontario, Quebec, Newfoundland and Labrador, Nova Scotia and Price Edward Island all have comparable laws and recently introduced legislation banning the use of hand-held cell phones while driving.

Tips for Managing Cash Flow—Getting Paid

As if getting the sale, delivering your product or service, and satisfying your customers wasn't hard enough...getting paid on time can be even harder! But implementing these tactics will make it easier.

Invoice Immediately: How often do you invoice? Many businesses use part- time bookkeepers to do their invoicing, and hence invoice only once per week or month. Instead, invoice as soon as the work is completed, even daily if possible.

Deposits and Progress Billing: If there are major upfront expenses for materials, or your services are being delivered over a long period of time, it is quite reasonable to require deposits and billing in stages before all the work is completed.

Use Specific Due Dates: The default due dates on many accounting systems are “Net 30”. Change the due date to be the exact date the invoice is due.

Print Invoices on Colour Paper: Invoices printed on plain white paper and mailed in window envelopes look just like everyone else’s. Colour paper makes your invoices stand out, and may encourage your customers to pay you ahead of others.

E-mail Invoices: This will get your invoice into your customer’s Accounts Payable system sooner. Be sure to use the “Request a Read Receipt” feature of your e-mail program.

Follow Up by Phone the Next Week: Don’t wait until an invoice is overdue to make your first call. A quick phone call the following week will ensure that the customer has received your invoice, agrees that everything is in order and that all work was performed to their satisfaction. If there is a problem you can fix it right away, and avoid additional delays in getting paid.

Offer Discounts for Early Payment: If you do offer terms, consider a “2 - 10 / Net 30” policy. Create the invoice as you normally would, and enter a comment line such as “2% discount for payment received by [specific date]” and include the revised total. Also let your client know by phone that you are offering the discount.

Deposit Cheques Immediately: It only takes a few minutes on your way elsewhere to stop at the ATM and make a deposit. (That being said, make sure you know your bank account’s hold policy as sometimes it is longer for ATM deposits!) The sooner you make the deposit, the sooner you will know that the cheque has cleared.

Accept Credit and Debit Cards: This can make it much easier for your customers, especially if your industry does not typically accept them. Collecting credit card points also motivates customers to pay. Many business organizations, including your local Chamber of Commerce, the CFIB, and even Costco, offer members preferred rates for processing.

Accounts Receivable Financing: This is an alternative form of financing also known as “factoring”. The factoring company essentially buys your receivables at a discount and pays you by direct deposit within two or three days of confirmation of product / service delivery. Some providers also take care of collecting from the customer, giving you more time to go after the next sale. This can be a great way to finance growth, for both established and start-up companies.

Purchase Order Financing: Similar to factoring, the lender advances you funds when you make your sale and receive a purchase order or contract. This type of short term funding allows you to purchase the materials necessary to fulfill an order you may not have otherwise been able to accept.

Reference Checks Remove One in Four Job Candidates From Consideration

A strong resume and interview may place job-seekers in the running for a position, but a new survey from OfficeTeam finds the results of a reference check can be the real deal maker -- or breaker. Managers interviewed said they remove more than one in four (26 per cent) candidates from consideration after speaking to their professional contacts.

Close Friendships Point to Higher Wages

A decades-long study of friendships shows that your earnings are likely to be 2 per cent higher as an adult for each person who considered you a close friend in high school — so if five people listed you as one of their three closest same-sex friends, your bump in wages would be 10%. Researcher Gabriella Conti at the University of Chicago says being identified as someone's high-school pal is an indicator of social skills that are helpful later on.

Myths about the Aging Brain

Who says you can't teach a mind new tricks at any age? Recent research shows that we have the power to positively influence our brain function throughout life—an important realization for the more than 14 million baby boomers in Canada.

Dr. Majid Fotuhi, M.D., Ph.D., a leading neurologist and author of The Memory Cure debunks five common myths about the brain and aging:

A decade ago, many experts would have scoffed at the idea that the brains of adults, particularly older adults, could grow or develop in any significant way. But that has changed. Research increasingly suggests that each time a new skill is learned, such as playing an instrument, speaking a foreign language or even dancing, new pathways are formed and areas of the brain may grow, even well into the later years. Physical and mental exercise can alter specific brain regions, making radical improvements in cognitive function. Brain growth isn't just for kids.

2. Once I start experiencing memory loss, it's all downhill and there's not much I can do.

Actually, research has shown that there are a number of things you can do to improve your memory throughout life, even if you are already noticing changes. Exercise, challenging mental activities, social engagement, and diet have all been shown to have positive effects on cognition and memory.

3. Memory problems must mean Alzheimer's disease.

Many people, young or old, worry that mild forgetfulness must be a sign of Alzheimer's disease. But most people are worrying needlessly – research shows that more than 80 per cent of us will never get Alzheimer's disease. The good news? We have the opportunity to influence our brain health and function by incorporating lifestyle factors like exercise, a healthy diet, stress reduction, and intellectual and social engagement. Regardless of family history, the choices we make in life may be able to slow the progression of age-related cognitive decline or help prevent it altogether.

The majority of legislators, CEOs, doctors, lawyers, judges, economists and CEOs are not in their 30s or 40s, but seasoned veterans who bestow several decades of experience and expertise. Along with gray hairs comes both knowledge and wisdom and you do not have to look far to find inspiring stories of accomplishment, creativity, and reinvention in the second half of life. See inspiring profiles of aging, and learn more about the actions we can take to ensure that we build and maintain minds that are healthy and beautiful for an entire lifetime online at beautiful-minds.com.

Source: www.newscanada.com

New Bankruptcy Rules in Effect

After years of waiting, new bankruptcy rules become effective in Canada on September 18, 2009.

The federal government implemented the new rules in two stages. The first set of rules came into effect on July 8, 2008 and key changes include:

The remainder of the rules became effective on September 18, 2009. The most significant changes include:

Using a Smartphone to Organize Your Summer Fun

Packed with features like e-mail, calendars, task lists and access to a wide variety of informational and entertaining mobile apps, a smartphone can serve as your all-in-one source for summer fun. Here are some ideas for how you can stay organized, connected and entertained this summer:

On vacation:

Explore new places with a GPS-enabled smartphone, like the BlackBerry Pearl. Map a route that hits key attractions and gets you to your hotel without getting lost. Not sure where to stop next? You can search a local guide and get turn-by-turn directions. You can also take GPS beyond the car with outdoor mapping apps that help you navigate hikes and walks.

* Don't risk losing small pieces of paper when you can store everything on your smartphone. Use the memo pad to save packing lists, important hotel information and confirmation numbers.

* Avoid hearing "are we there yet?" on your next road trip by loading your smartphone with music, videos and games for the kids before you go.

* With apps like Facebook for BlackBerry, you can keep your friends and family up to date on your latest vacation adventure by uploading pictures directly from your smartphone.

* Pack light by making the most of all the features your smartphone has to offer. Why carry a camera and media player when most smartphones have both built in?

Around town:

* Use your smartphone's calendar to juggle schedules anywhere, and set reminders so you don't miss anything. If you need more help keeping track of what's on your plate, use the task manager to organize activities.

* Not sure whether to bring the SPF 15 or SPF 45 when heading for a swim? Download a weather app to check the UV index. If clouds start rolling in while the kids are swimming, grab your BlackBerry smartphone to see if the weather app is flashing a thunderstorm warning. If so, come up with plan B - check the local movie schedule on your smartphone's web browser.

* Use instant messaging applications to quickly get in touch from anywhere. Effortlessly organize a group play date by adding all your child's friends' parents to a BlackBerry Messenger group - this will let you communicate with everyone at once.

* Plan a great staycation with guides like buzzd and Poynt, which can help you discover fun new destinations in your area.

Thinking of upgrading to a smartphone? Look for one with a long battery life, so you can be on the go longer.

Courtesy of ARAcontent

45 Per cent Consider Purchasing a Used Vehicle

Thinking ahead to their next vehicle purchase, nearly one half (45 per cent) of Canadians are considering purchasing a used car as their next vehicle, according to a new Ipsos Reid. In fact, eight in ten (78%) Canadians have bought a used car in the past, either from a private individual (19%), a used car dealer (34%) or from both of these sources (25%). Only two in ten (22%) Canadians have never purchased a used car: 10% never have but would consider doing so, and just 12% of Canadians would not consider purchasing a used car in the future.

BBQ Safety

There’s nothing quite like the mouth-watering aroma of a backyard BBQ! Here are a few BBQ safety tips to keep in mind so that your food sizzles -- not your yard!

Now that the safety stuff’s out of the way, it’s time to think food! Why not tantalize your taste buds this year by creating some new BBQ recipes. Grilled fruit with a side of ice cream is an excellent way to top off a backyard feast!

Long Hours At Work Harm Heart

People who work 10 to 12 hours a day are 56 per cent more likely to develop heart disease or have a heart attack than people who work less than 10 hours, according to Marianna Virtanen of the Finnish Institute of Occupational Health. To isolate the effect of number of hours worked, researchers factored out stress, personality, and behaviors such as smoking. Virtanen speculates that more hours on the job means less time to unwind.

Air Canada Ranked as Best Airline

Air Canada has been ranked 'Best Airline North America' in a worldwide survey of more than 17 million air travellers at the Skytrax World Airline Awards

Sales Motivation Differs Sharply by Country

A major new study of sales motivation asked almost 41,000 people across nine nations what they hope to obtain from their sales careers. Motivations assessed included opportunities to use talents, make money, work creatively, obtain status, interact with people, be self-managed, progress into management, freedom from routine, and opportunities to be of service to others. The nations studied include Australia, Canada, New Zealand, Norway, Singapore, Sweden, U.K. and U.S.A.

Thirty-three percent of U.S. salespeople and 36% of the salespeople in the U.K. say they work primarily to earn substantial incomes. This compares to only 9% in Norway and 11% in New Zealand, where “lifestyle” considerations such as opportunities to use their abilities and freedom from routine are considered more important. Many successful U.S. salespeople often shun advancement into management because they can usually make much more money in sales. That further distinguishes U.S. salespeople from those of other nations, where sales is frequently viewed as a temporary step on the way to management. Over 12% of Australian salespeople actually seek a career in management.

For the majority of Australian salespeople, opportunities to use their abilities and freedom from routine are more important motivators than making money, a preference shared by salespeople in New Zealand. However, only 17% of the salespeople in Singapore are similarly motivated. Like their U.S. counterparts, Singaporean salespeople sell primarily to make money.

U.S. salespeople are more money-motivated than salespeople in other countries. But, they are also more service oriented. Fourteen percent of American salespeople say being of service to others is their primary motivation. Only one other country, New Zealand (11.5%), even approach that level.

JPL Vehicle Leasing Program Ended

We wish to announce that the CPSA/JPL Vehicle Leasing program has ended. Over the last two years, JPL Vehicle Management Services has decided to focus on their core business, which is fleet management.

As JPL Vehicle Management Services has continued to grow and expand their fleet management business, they have made the business decision to formally exit the individual leasing business.

JPL says, “We have valued our long standing relationship with CPSA and its members and thank all who have participated in this program.

While we will not be taking on any new individual leases you can be assured that if you presently have an individual lease through JPL, you will still receive the same quality service and dedication that you have become accustom to until the expiry of your lease.”

If you have any questions, feel free to call Kent Bennett at CPSA 1-888-267-2772 ext. 225

Sales Identified as Second Most Difficult Position to Fill

Manpower’s Talent Shortage Survey asked 35,000 employers across 36 countries and territories to determine the extent to which talent shortages are impacting today's labour markets. Sales representatives were identified as being the second most difficult position amongst global employers to fill and that also holds true for Canadian employers:

Do you mind interruptions?

Forty-nine per cent of people under age 25 say they don't mind being interrupted by electronic messages during meals, and 11% say they don't even mind such interruptions during sex, according to a study by Retrevo, a consumer-electronics shopping site. In fact, only 33% of under-25s agreed with the general statement "I don't like interruptions," compared with 62% of over-25s.

3 Tips for Making Small Talk with the Boss

Having the chance to talk with someone high up in your organization can be a great opportunity to share your ideas and gain exposure. But it can also be nerve wracking — what if you say the wrong thing? Here are three tips for preparing for your next chat with a head honcho:

Different cooling for different areas of the home

In a multiple-storey home, the top floor may require more cooling than the main floor, which in turn requires more cooling than the basement. As well, different people have different comfort levels. A comfortable temperature for one person might be too warm or too cool for another.

This is easily achievable today, thanks to a technology called “zoning.” Any central air conditioning system can be zoned. Dampers are installed in the ductwork to automatically open and close to direct the cooling where it is needed. If your home has one of the new ductless or “mini-split” systems, a separate indoor unit would be installed in each zone.

One of the common reasons for zoning today is to save energy. It makes sense to cool only those rooms that are actually in use – the living room or family room and kitchen during the day; the bedrooms at night. A programmable thermostat can be set up to automatically change the cooling emphasis through the day and night.

While it is possible to create a separate zone for every room in a home, the result would be an extremely complex and expensive system. A more common approach is to divide a home into individually cooled zones by floor. In a two-storey house, the basement, main floor and upper floor would each have their own thermostat or programmable control.

Your professional air conditioning contractor can explain how zoning your air conditioning system will make your home more comfortable and energy efficient.

Tips for Saving on Car Rentals

Canadians took more than 3.8 million trips abroad in January 2009 alone, and without a doubt many of these travellers rented vehicles for their expeditions. In order to be prepared for the wide array of options that car rental agencies offer, it's necessary to do a little bit of research on your own.

Consider the following next time you are renting a car:

• Save on insurance: Getting coverage from the rental agency can cost up to $25 a day for two drivers, but talk to your insurer or broker as your existing policy may cover you on rentals as well. Also speak to your credit card company as some providers will cover you if the rental is made on their card.

• Get the best rate: The Internet makes it easy to compare rates. Keep an eye out for discounts and deals.

• Bring your own GPS: A GPS can be very handy when driving in unfamiliar areas. If you don't have one yourself, borrow a GPS from a friend as car rental agencies can charge up to an extra $12 a day for the convenience.

More information about rental car insurance is available from your insurance broker or online at avivacanada.com.

Source: www.newscanada.com

Use the Three-Minute Rule to Better Understand Your Customers

Surveys and focus groups can tell you a lot about your customers. But there are indirect analyses that can be equally revealing. Try using the three-minute rule to better understand the broader context in which your customers use and interact with your products and services. Ask what your customer is doing in the three minutes immediately before and after using your product. By doing this, you may discover an unnecessary complexity they have to overcome. Or you may identify a cross-selling opportunity if they interact with another product or service right before interacting with yours. This rule is a great way to see the big picture and identify adjacent opportunities.

3 Tips for Communicating the Numbers

Many financial communications are dry and boring at best, confusing and unreadable at worst. The best communicators are able to talk about the numbers in a way that is clear, engaging, and compelling. Here are three tips for more effective fiscal messages:

Packing Your Troubles Away Actually Works

Just can't get details of a bad financial move out of your head? A new study from the Rotman School of Management suggests you might want to stick something related to your disappointment in a box or envelope if you want to feel better.

In four separate experiments researchers found that the physical act of enclosing materials related to an unpleasant experience, such as a written recollection about it, improved people's negative feelings towards the event and created psychological closure.

Automobile Addiction

When asked what most spices up their relationship with their car, respondents put technology accessories at the top of the list. The top two choices were music players, such as MP3 players or satellite radio, and GPS devices. Interestingly enough, despite recent legislative changes in many provinces, Bluetooth gadgets were tied with floor mats as the third most popular accessory option.

--Pet Names: 14 per cent of car owners admit to naming their cars, with "Baby" or "Mon Bebe" topping the list as most popular names.

- DIY Approach: Canadian car owners are hands-on when it comes to
       washing the exterior of their cars, whether doing it at home (40 per
       cent) or at a drive-through (49 per cent). Only six per cent have
       their cars professionally cleaned.

    - Total Car Protection: 22 per cent of owners say they will not let
       anyone eat or drink in their car at all, in order to keep it looking
       great.

Do you have a gambling problem?

In a recent survey 92 per cent of Ontario adults could recognize at least one risky gambling behaviour in someone else. But when reflecting on their own gambling experience, one in five gamblers report that they have engaged in at least one of these risky behaviours themselves in the past 12 months.

The Responsible Gambling Council (RGC) research has identified six blind spots, or behaviours that, if left unchecked and ignored, could, in some cases, lead to a problem in the future:

Check Your Blind Spot: RGC suggests deciding how much time you can afford to spend gambling. When you hit that limit - quit.

Check Your Blind Spot: RGC experts recommend only using money you've set aside for entertainment. Never use money for necessities like rent, groceries or bills.

Check Your Blind Spot: Keep your life balanced with other activities - don't look at gambling as your only source of entertainment.

Check Your Blind Spot: Ask yourself why you feel it's necessary to hide this information. Are you spending too much time or money gambling? Are there other blind spots you're not seeing?

Check your Blind Spot: Never chase losses: If you lose money, never try to get it back by going over your limit. This usually leads to even bigger losses.

Road Rage in Canada

According to a new poll by Globe Drive,Canadian drivers reveal that traffic and congestion (13 per cent) followed by being cut off by another driver (12%) infuriate them most when they are behind the wheel. But when road rage triggers, how we rant varies from passive behaviour to leaning on the horn.

According to the survey, almost two-thirds of Canadians (62%) claim if cut off by another driver, they'd simply let it go. The most passive drivers are those in Manitoba and Saskatchewan, with 74 per cent reporting they avoid road rage. Yet, less than half of drivers between the ages of 25 - 34 (48%) will accept being cut off. One-third (32%) of this age group honk the horn in frustration; one-quarter (25%) are significantly more likely than all other age groups to shout or gesture to relieve the aggravation.

Almost one in five (17%) Albertan drivers rely on words and gestures to express their anger, compared to those driving in Atlantic Canada (7%). However, Ontarians (29%) are more likely to honk their horn if cut off compared to those in Manitoba and Saskatchewan (18%) or Albertans (19%).

Drivers were also asked about which category of drivers concerns them most when they're in the driver's seat. According to the survey, drivers are most concerned with drivers who talk and text at the wheel, which may divert their attention from the road (58%). In Alberta, 76 per cent of the drivers surveyed cited talking or texting as a concern. The figure drops to 56 per cent in Ontario and 44 per cent in Quebec. The Ontario numbers may reflect the new laws in place to ban the use of handheld devices while driving.

Splish Splash – Fun and Safe Swimming Pools

With warmer weather fast approaching, many of us will soon be enjoying the weather next to a swimming pool. If you’re thinking about purchasing a pool, or buying a home with one already installed, you’ll need to know some key items on how a pool will affect your insurance.

A swimming pool is traditionally covered under the ‘dwelling’ and ‘liability’ portion of your home insurance policy. Adding a pool increases your home liability, as you are at an increased risk of being sued due to bodily injury in and around your pool. You may need to increase your amount of liability insurance to ensure that you’re properly covered in the event of an accident.

To keep your backyard a safe and happy place while minimizing your risks, you may consider the following:

• Check your town or municipality rules for putting fences around your pool, as some places require enclosures. Even if not required, you may consider installing a fence with a locked gate.
• Establish safety rules for family and friends, such as no running near the pool and no diving.
• Always ensure that an adult is present and watching when children are swimming.
• Keep lifesaving equipment and a first aid kit handy.
• Consider taking a course on pool safety, including CPR and first aid, to ensure you are ready in the event of an accident.

Please note that insurance varies from province to province. The information above reflects Ontario insurance. Be sure to inquire if you have any questions on your specific situation.

Check with Pottruff & Smith Insurance Brokers, the endorsed administrator for the CPSA member insurance program. Simply contact 1-888-281-2772 and speak with your Account Manager.

New Promo Code for Porter Airlines

Porter Airlines has issued a new seasonal promo code for usage by members to access the discounted fares when booking on www.flyporter.com. Log in to www.cpsa.com as a Member, click on Savings, then Porter to access the new code. The new code will be valid until October 31st, 2010.

Hertz in Billion Dollar-plus Acquisition

Hertz is the world’s largest car rental company. The deal will give it a third more locations around the globe, boosting its total to 9,800 sites.

Hertz's business is roughly split between vacation and business travellers, while Dollar Thifty's customers are mostly vacationers hunting for inexpensive rentals.

Under the terms of the deal, Dollar Thrifty will become a wholly owned unit of Hertz.

Personal Connections Improve Sales

If a salesperson shares a birthday or a birthplace with you, you're more likely to make a purchase and feel good about it, according to a new study in the Journal of Consumer Research.

The researchers concluded that revealing personal information helps service providers create connections and initiate conversations with customers. When information is provided on nametags (as Disney does with employees' hometowns) or on websites (as many health organizations and fitness centers do), most consumers react positively. However, when service providers exhibit negative behaviour, like rudeness, the shared similarity loses its positive influence.

News and Events

Auto Insurance Reforms in Ontario