The right candidate needs strong computer skills and must be well organized and personable with people over the phone. Porter said that such people can be hard to find. Porter argues that the most efficient response to this is to delegate tasks to qualified administrators. If the company has inadequate admin support and adds more sales and management personnel, it will simply make the inefficiency larger. The solution is not to hire more marketing and sales personnel, Porter said. Business owners need to focus on the tasks that bring the most value instead of on the scheduling, ordering and bookkeeping that can be handled by someone else. Porter said that if entrepreneurs want to grow their personal income, they need to delegate some of their administrative duties. In another session, Monroe Porter discussed “How to Survive, Prosper and Grow Profits in the Landscaping Business,” where he focused on the importance of business administration. If the customer were to say you had the perfect price, you would stay up all night worrying about what you left out of your estimate. It is the customer’s job to flinch at the price tag. Porter also discussed how it is important not to take the negotiation process personally. In the same way, landscapers must listen to the customer, diagnose their problem and build a working relationship around trust and competency. Patients don’t know the science behind the pill they are prescribed, but they trust that their doctor does. He compared the selling of landscaping services to a doctor’s visit.
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He said that a professional salesperson should adapt his or her communication style to match the customer’s personality, rather than expecting the customer to adapt to the salesperson’s way of communicating. Porter also said that selling is about trust and communication, not talking people into something. Monroe said that selling is nothing more than communicating your trade and craft to solve customer problems and fulfill their needs. In all cases, Porter said, the customer has demonstrated a need for the service, so the landscaper (or clerk or waiter) should not hesitate or feel as if they are being pushy. Porter illustrated the misconceptions of sales pressure by comparing the clerk booking your hotel room or the waiter taking your order at a restaurant to the landscaper asking for an order at the end of a presentation. Porter offered insights on sales in his light-hearted and fast-paced program. He joined Terminix in 1992 as a branch manager in Miami, Fla., and was promoted to division vice president in 1997 and eventually, president and COO in 2006.Īt the recent GIE+EXPO convention, Monroe Porter’s session on “How to Win Jobs and Close Deals” was jam packed. Now that he’ll be able to focus entirely on one business, I’m confident he’ll continue to identify opportunities to improve performance and accelerate growth at TruGreen.”ĭuring his 20-year career at Terminix, Brackett helped the business grow to become the first pest control company to surpass $1 billion in revenues. “I also appreciate Tom pulling double duty for us in our two largest businesses over the past six months.
“Tom’s operational expertise and experience at Terminix have been a huge advantage for us as we implemented necessary changes in TruGreen,” Mullany said. Mullany credited Brackett for serving in the interim role, and quickly laying out a plan to improve TruGreen’s performance, including the development of new branch standards and centralization of many core activities and administrative functions to improve customer service. With Tom leading TruGreen and Chuck now taking over at Terminix, we’ve filled the leadership roles in our two largest business units, representing more than $2 billion in annual revenues.”
“Chuck is a results-oriented leader with more than two decades of experience in driving business growth, transforming customer experiences and developing strong teams.
“I’m thrilled that an executive with Chuck’s background is joining ServiceMaster,” Mullany said. Both will report to ServiceMaster CEO Hank Mullany. Chuck Fallon, most recently president of Burger King North America, joined the company to serve as president of Terminix. Since Stephen Donly’s resignation from TruGreen in May, Brackett had overseen the lawn care company while continuing his role as president and CEO of Terminix. has named Tom Brackett the business unit’s permanent leader. – After nearly seven months as the interim president of TruGreen, The ServiceMaster Co.
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