Mission Valley Bank is Opening New Branch

Mission Valley Bank is months away from opening a new branch in Santa Clarita but is already hiring employees to work there, training them at two other branches.

If the bank doesn’t strike early in getting qualified people on the payroll, it risks losing them.

“There is an investment in time in finding the right person,” said Marianne Cederlind, senior vice president with Mission Valley, which also has branches in Sun Valley and Valencia.

Valley-area employers find that this investment of time is necessary because of the current troubling state of the labor pool locally, according to many employers. The pool is serving up applicants lacking necessary skills or qualifications, especially for positions requiring a college degree or some amount of advanced schooling.

Some industries – manufacturing especially – no longer can rely on high school and vocational training programs to provide the kind of trained workers that once filled their ranks.

Additionally, employers must deal with a different attitude toward work than what was found a generation or two ago.

Job applicants want to know what perks, beyond a paycheck, they receive for choosing one employer over another.

“While we’re trying to interview them, they are interviewing us most of the time, finding out about the work schedule,” said Robert Frazier, president of Frazier Aviation, Inc. in San Fernando.

This problem exists across many industries and no single answer exists for what employers can do to get the best people to work for them.

On the lower end of the job skills scale, the difficulty is not as acute as for positions needing a degree or those filled by senior management, said Ken Keller, who heads Renaissance Executive Forums, an organization for business professionals.

Compounding the problem is the cost of living in California. Employers often cannot pay a salary that allows a worker to own their own home. Restricted to hiring those who already own a home means having to steal away from another business, Keller said.

“Every employer wants someone to work for them, but if the person cannot afford a house, who wants to raise a family in an apartment or a condominium they don’t own?” Keller said.

John Duncan regularly fields calls from search firms looking to place people in the more skilled positions at eSolutions, a web hosting and development company he runs in Santa Clarita.

The entry-level positions are a different story.

Recent college graduates, Duncan finds, do not receive the skills and training he needs to use the most current programs for database design.

So what Duncan does is find the applicants who are the best qualified and demonstrate the best interest in learning and puts them through an internal training program that last from 4 to 6 months.

Duncan knows it is not the students’ faults for what they haven’t learned. Programming technologies move fast and as bureaucratic as schools can be they have a hard time keeping up.

“I’ve never been on the academic side but I imagine you have to move a few mountains to change a curriculum,” Duncan said

At least computer programmers still have a curriculum to choose from.

The same cannot be said for those wanting a career in the manual arts, where the remaining training programs are few and far between.

Prompt Machine Products owner Mark Wilkinson recalls his high school years when class offerings included metalworking, drafting, woodworking, and plastics. Shop courses for the most part have been eliminated.

The National Tooling and Machining Association closed its training center in North Hollywood last year due to low enrollment.

“It is not the dirty, oily, grimy business it used to be,” Wilkinson said of the machining industry. “There is a ton of opportunity out there to make a good wage.”

Wilkinson’s response to the labor crunch is on two fronts.

In the short term, Prompt has cut back on, or avoids altogether, certain types of machining jobs because the skills aren’t available to get them done.

Longer-term, Prompt and other area manufacturers are working with Los Angeles Valley College to create their own training programs to teach basic math, operational and language skills, Wilkinson said.

Frazier Aviation underwrites several area high schools which have students take part in the national FIRST robotics competition and has, in turn, gotten interns to come work at the company.

The downside, Frazier said, is these talented students leave to continue their education at out-of-state schools.

“We’re fortunate right now to have [interns] who have stayed close to home,” Frazier said.

It’s not just the manufacturing sector that faces a shortage of well-trained employees. Business banking has its challenges as well, as the environment changes to one of needing workers who specialize in, say, underwriting or business development.

Americas United Bank President and CEO Gil Dalmau traces the shrinking employee pool to when business banks eliminated internal training programs, cutting off a supply of qualified workers who could replace those of retirement age.

Getting around that shortage isn’t easy, Dalmau admits, and Americas United does it through referrals from its own employees.

“We even talk to our customers,” Dalmau added. “We ask, ‘Who are some of the good bankers who have called on you and tried to get your business and who impressed you?’ Based on those references you call those people as well.”

In taking on new hires, Mission Valley looks for the right attitude, someone who can fit into the culture and who wants a career rather than just a job.

“That is still a challenge – to find qualified people who have a passion for what they are doing,” Cederlind said.

Despite having openings, some employers are not quick to fill them. They take their time to find the right person and may have to go outside California to do it.

The owner of a Van Nuys printed circuit board manufacturer spent several months to fill a supervisor position to find the best person available.

“I had one guy who was looking for two years for management positions, and had to go to Florida and Virginia,” Keller said.

With applicants falling in the age range of Generation Y, employers face the challenge of a lack of training and experience with the added challenge of a different work ethic.

Those in their twenties tend to want to put in minimum effort but expect to get a lot in return, entering the workforce with a sense of entitlement, employers said.

Frazier tells of one applicant who wanted to make sure to have every third Friday off so he could have the time to pursue his hobby – surfing. Mission Valley’s Cederlind said that even high school graduates with no work experience want to make more than minimum wage.

A first job can take some getting used to and it’s not as idyllic as imagined when coming out of school, said Duncan, of eSolutions.

“For some people I’m sure it’s an adjustment,” Duncan said.

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Business Plans

Appeared in the July 12, 2006 in print edition of the Los Angeles Times

Q: I never wrote a business plan, but my company took off without one. Now I’ve hit a rough patch with reduced cash flow and almost no profit. How do I get back on track?

A: The reason a business plan is so important is that it lays out a road map to help navigate through difficult stretches like the one you are experiencing.

It’s never too late to go back and develop a business plan, but if you can’t do that immediately, you should at least write a simple, one-page growth plan, said Ken Keller, a Valencia-based small-business consultant. www.Invest-5-Hours.com

The growth plan should be action-oriented and should set realistic and measurable goals, he said.

“When we hit tough times, the tendency is to spend time wondering ‘What went wrong?’ instead of ‘Where are we going now, and how do we get there?’ ” Keller said. “Plans are great, but execution is more important – and that is where most businesses fail.”

You can find sample action plans online at www.onepagebusinessplan.com.

Your second step, Keller said, should be to find a peer group of fellow business owners “that has accountability as a component of its programs.” He recommends Renaissance Executive Forums, www.executiveforums.com.

The next step he suggests is to make a commitment to improve your business skills through entrepreneurial education. Although you don’t need to take a formal course, you can gain enormous savvy by reading business books and watching DVDs on entrepreneurship. Another avenue is to attend workshops or seminars offered through groups such as the government’s Small Business Development Centers, www.sba.gov/sbdc.

“If we don’t improve as individuals, our businesses won’t improve either,” Keller said. “Sooner or later you will hit a stretch of slow sales, and you will have to deal with it using the same set of tools you have now.”

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Times May Be Tough!

Times may be tough, but the people who are in sales for a living will tell anyone who is listening, “Times are GREAT!” but what they say on the inside and really want to say out loud is, “It sure is tough out there!”
If you are the one signing the paychecks for those on the payroll, specifically those in sales, you might be wondering what those people do all day. You might also be asking yourself: Where are the orders that were promised?

Take a few minutes and use this list of thought-provoking questions to measure how your sales team is doing, what they are not doing and what they should be doing.

1. Ask each sales person to answer the following:
n When was your last successful sale?
n When was the last time you received a referral from a current client?
n When was the last time you made a face-to-face sales presentation?
n When was the time before that?

The answers will tell you what you need to know about whether someone is actually in sales, or just pretending to be.

2. When was the last time the individual who has the title/position and responsibility as “sales manager”:
n Worked with each individual that reports to him or her?
n Conducted a formal performance appraisal on each individual that reports to him or her?
n Conducted a training or education session for the individuals that reported to him or her?
n Held a sales meeting with the entire team with an agenda for the meeting that included goals on it?
The answers might surprise you because the “sales manager” might not be actually managing anyone.

3. When was the last time that individuals in the company that could possibly come into contact with a customer (on the phone, via e-mail, face-to-face or via mail) participated in a product training session?

4. Do the sales people understand the sales process (prospect, present, handle objections, ask for the order, post order follow-up)? How do you know?

5. Make a list of everyone in sales. Ask each of them when they last:
n Read a book to improve their sales skills?
n Watched a video or DVD to improve their sales skills?
n Listened to a CD to improve their sales skills?
n Met with a successful individual in the field of sales to gain knowledge and perspective?

6. How many of the individuals on the sales team have a prospecting plan?

7. How many of the individuals on the sales team have ranked their customers according to the A-B-C method of revenue and profitability?

8. How much of a 50-hour work week is actually spent meeting with customers?

9. Are daily call reports required in your company?

10. Do your sales people complain of poor marketing materials? Are these the top performers or the less productive ones?

11. Have you asked each individual in sales “What is the follow up process once a prospect has been sent literature?”

12. Does the sales manager keep a list of all the excuses that sales people have for not making sales? Is this list reviewed with the top executive at least quarterly?

13. When someone in the sales team does not meet their sales objectives, whether it be for a month, quarter or year, what is the process management takes to resolve the situation?

14. Is your sales team hiding behind brochures, sell sheets, inserts and advertisements?

15. If your sales people were to give you a list of the reasons why they were not achieving their individual sales goals, would you agree with the list?

16. Has your team read “Selling for Dummies” by Tom Hopkins? How about “Swim With The Sharks Without Being Eaten Alive” by Harvey MacKay?

17. How much time does each sales person spend in the office?

18. When was the last time each sales person visited a former client?

19. What is your client retention rate by sales person?

20. What is the turnaround time is to deliver a client proposal once it has been asked for?|

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3 Tips to Attain SERPs search engine results improvements

3 Tips to Attain SERPs search engine results improvements. If you are looking for ways to attain SERPs search engine results improvements, you can learn a lot from reading through various resources that can help you regarding the topic. To help you with your quest, here are some useful techniques that can help you achieve SERPs search engine results improvements.

  1. Quality content. Even if you are offering products or your site contains information about certain topics, you must tell your readers something that they will be interested to. This way, there will be more chances that they will linger on you web site and tell other people about it.
  2. Relevant keywords. You must use keywords or key phrases that can help your site attain SERPs search engine results improvements. This way, when people search for the keywords that you have used on your sites, they will easily find you. This will happen when popular search engines include you on the top list of the results. But this will depend on your overall SEO strategy.
  3. Interlinking. You look for sites that contain topics related to what you have on your own site and are more popular in terms of page rank. You can ask the site owners to include you on their backlinks. You can also achieve this by submitting articles that contain links to your site to directories. You can also participate on online forums or comments on blogs to spread your expertise as well as links to your website.

There are many more ways that you can do to achieve SERPs search engine results improvements. And you will learn more about such as your website lasts in the cyberspace.

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