Back from NYC, Off to Seattle and Philadelphia

We've been home just a couple of weeks and it's off again, this time to Seattle for family, and then to Pennsylvania for marketing. The book goes to the printer next week. A galley will be produced, which will be proof read and then indexed. Then the book will be printed.The cover is almost done, a beautiful thing by our printer's graphic artist, Kathy. Following is another excerpt, one that I finished this weekend.

The Workweek is 40-Hours Long

The Work the System methodology produces many system strategies that save time but I especially credit point-of-sale thinking for keeping our salaried management staff’s workweek to 40 hours, almost never more than 45. The principle allows staff to reach super-high efficiency so less overall time is required. My partner Sam and I say to our employees, “Here’s the deal: If you give us one hundred and ten percent, we will compensate you generously.” Yes, it’s a generalized promise but nonetheless it is our personal guarantee to staff that when they work hard and produce, we will provide them a healthy wage and great benefits.

Because of the point-of-sale methodology, and “the deal,” our people do not see the 60 hour and 80-hour workweeks that are typical in other small to medium service businesses like ours. They also earn double what they would make elsewhere.

Why do my partner and I require that well-paid, salaried employees work a limited number of hours? First, we want them to have a life outside the business. And second, when they have time to unwind, they are fresh and spunky when they return to work.

As I think about it, there’s a third reason, too, and it’s probably the one our salaried management staff thinks about most: Each is earning a set wage (and bonus) per month. So, dividing that figure by 260 hours (a month of 60 hour workweeks) or dividing it by 175 hours (a month of 40 hour workweeks) gives two seriously different dollar-per-hour earning figures.

Finally, the point-of-sale concept folds over into personal life decisions, too. Here’s an over-simplification but it captures the point: “I’m shopping. While I’m out, should I go ahead and make one more stop to buy groceries for tomorrow?” The answer is, of course, “Yes!”