Tom Grandy

Tom Grandy is the founder and president of Grandy & Associates. Tom is an industrial engineer by training, has worked as the general manager of a service company and was previously the Director of Company Development for Dial One franchise.

Sales Up, Profits Down? Wondering Why?

Author: Tom Grandy

January 11, 2013

To understand the phenomenon of sales being up and profits being down, you first have to understand how 90–95% of current company owners in our industry got started. This may not be your story, but ... [continue reading]

Is Cash Flow a Problem in Your Company?

Author: Tom Grandy

WEB ONLY

September 25, 2013

It's a simple question: Do you send monthly statements to customers who have not yet paid their bill? The obvious answer is, Of course we do. Doesn't everyone? Well the answer is, Actually, no; everyone ... [continue reading]

Now THAT'S How to Sell Replacement Systems

Tom Grandy

A few weeks ago I was performing a two-day Company Overview for Reliable Air Conditioning in Jasper, AL. When I arrived I was introduced to the office staff , including two individuals who focused on nothing but telemarketing. That immediately got my attention. Few trades companies utilize a telemarketing program. Telemarketing can be irritating when total strangers are called; however, when utilized on one's current customer base, it can be very effective. [continue reading]

Persistence Pays Off

Tom Grandy

Many years ago I worked for a boss that would occasionally ask me questions that he already knew the answers to. Why? He wanted to know if I knew the answer. A couple of years ago I started asking contractors in my seminars a question. Like my old boss, I thought I knew the answer to the question before I asked it. I was wrong! The simple question involved how many times the contractor called ... [continue reading]