Pest Perspectives - September/October 2016 - 24

of the quarter. We review the individual's pay and bonus level quarterly in a one-on-one session. * The number of stops-no matter how many services were done at the stop. If you arrived to a property and did something, that is a stop * Total production, dollar value of the work completed for the week * Average hours at the job (We use a handheld computer to clock in to start a service or at the arrival at the property, and we clock out right before we drive off. This step catches people who hurry too much and can be compared to the Garmin statistics to check the honesty of the reporting.) * The miles per stop, which displays the efficiency of routing (the total mileage for the week divided by the number of stops; all miles on the vehicle count) * The dollars generated per mile driven (shows us the efficiency of routing; reflects pricing adequacy) * Route cancellations, regardless of reason (We measure the number and the dollars of recurring revenue lost. Technicians are allowed to try to save or win back the lost customers.) * Hours of vacation or other time off during the work week * Autopay added (when a customer starts allowing us to take out the fees automatically from a checking account or set up recurring payments on a credit card) * Paperless billing setups (billing customers via email instead of snail mail) * Recurring revenue sales made (we add the annual value of the recurring service fees) * New customer sales (new names and addresses added) * Upgrades and upsells to existing customers (added new services to current customers) Weekly, the whole team is advised about what is necessary in order to meet the monthly and quarterly goals for production and growth of our recurring revenue. Team members are shown how they are doing compared to their weekly, monthly and quarterly contribution to the company goals. Teamwork pays. At Harrell's, we're big on genuine relationships and taking care of our customers' needs. Our EARLY ORDER PROGRAM is a prime example. In fact, when you sign up today, you can haul in great credits and incentives tomorrow - all backed by a partner you can depend on through every growing season. What Overall Company-Wide Numbers Should the Company Measure Weekly? Save on trusted products you need most from: * BASF, Bayer, Syngenta, Dow and FMC * PLUS Harrell's premium branded products: Harrell's MAX , Bio-MAX , HydroMAX , SprayMAX and PROfertilizer blends with Polyon controlled-release fertilizer For our company numbers, we maintain a target and compare the results at our regularly scheduled weekly leadership team meeting. All of the numbers reflected in this list are company-wide. * Growth in recurring revenue (new after loss and gain) * Total recurring revenue as of this period * Total of work produced * New sales total * New sales acquired and implemented this week (initial treatments performed; other work completed that was a new sale) * Receipts (we deposited this money in the bank) Call your sales representative today or visit harrells.com com to find one in your ur area. Book your Early Order today and save on the products you'll need most next season. JAMES BARTLEY FL Panhandle 334-707-5134 jbartley@harrells.com TRISTAN ROSADO Southeast FL 954-815-6089 trosado@harrells.com STEVE WEBSTER North FL 352-443-2596 swebster@harrells.com BRAD BABICZ Southwest FL 863-581-9602 bbabicz@harrells.com 24 September | October 2016 817712_Harrells.indd 1 www.pestperspectives.com | www.flpma.org 7/28/16 3:55 PM http://www.harrells.com http://www.harrells.com http://www.pestperspectives.com http://www.flpma.org

Table of Contents for the Digital Edition of Pest Perspectives - September/October 2016

Presidential Perspective
FPMA in Paradise 2016 Highlights
Wearable Technology
Drivers and Your Fleet Safety Program
FPMA Corner
Controlling Virus-Spreading Mosquitoes
Operational Excellence
Marketing Matters
Advertiser Index
Pest Perspectives - September/October 2016 - cover1
Pest Perspectives - September/October 2016 - cover2
Pest Perspectives - September/October 2016 - 3
Pest Perspectives - September/October 2016 - 4
Pest Perspectives - September/October 2016 - 5
Pest Perspectives - September/October 2016 - Presidential Perspective
Pest Perspectives - September/October 2016 - 7
Pest Perspectives - September/October 2016 - FPMA in Paradise 2016 Highlights
Pest Perspectives - September/October 2016 - 9
Pest Perspectives - September/October 2016 - Wearable Technology
Pest Perspectives - September/October 2016 - 11
Pest Perspectives - September/October 2016 - 12
Pest Perspectives - September/October 2016 - Drivers and Your Fleet Safety Program
Pest Perspectives - September/October 2016 - 14
Pest Perspectives - September/October 2016 - 15
Pest Perspectives - September/October 2016 - 16
Pest Perspectives - September/October 2016 - 17
Pest Perspectives - September/October 2016 - 18
Pest Perspectives - September/October 2016 - FPMA Corner
Pest Perspectives - September/October 2016 - Controlling Virus-Spreading Mosquitoes
Pest Perspectives - September/October 2016 - 21
Pest Perspectives - September/October 2016 - 22
Pest Perspectives - September/October 2016 - Operational Excellence
Pest Perspectives - September/October 2016 - 24
Pest Perspectives - September/October 2016 - 25
Pest Perspectives - September/October 2016 - 26
Pest Perspectives - September/October 2016 - Marketing Matters
Pest Perspectives - September/October 2016 - 28
Pest Perspectives - September/October 2016 - Advertiser Index
Pest Perspectives - September/October 2016 - 30
Pest Perspectives - September/October 2016 - cover3
Pest Perspectives - September/October 2016 - cover4
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