A new computer and a bright future in sales

I would like to wish an especially happy new year to all the salespeople reading BizMojo Idaho. Nobody faces a greater challenge in this economy.

Here are some bullet points from a book review of "Up Your Sales in a Down Market," by Ron Volper. I found them interesting, and maybe you will, too.

• “Top performing salespeople ask four times as many questions as their less-successful colleagues.”
• “If you call prospects cold there is only a 2 percent chance you will speak to them, if you have a referral your odds jump to 20 percent, but if you have an introduction they jump up to 60 percent.”
• “Top salespeople write out and practice their sales presentations three times more often than less successful salespeople.”
• “Seventy percent of salespeople said they failed to close business because of price, whereas only 45 percent of their customers said price was their main objection.”

That last point sounds particularly intriguing. Here's a link to the full review: http://smallbiztrends.com/2012/01/review-up-your-sales-in-a-down-market.html.

Don't say I never did anything for you.

Reader wants Dunkin' Donuts in Idaho Falls; who wants to help her out?

Lise Pinkham of Idaho Falls wants to know what it's going to take for Idaho Falls to get a Dunkin' Donuts. Having grown up with one within walking distance of my home, I would not mind this either.

More than 25 years ago, at my father's urging, I actually looked into what it would take to bring Dunkin' Donuts to Idaho. My dad, a teacher, had a colleague who'd taken out a second mortgage to buy the Dunkin' Donuts on Concord Pike, Brandywine Hundred's own 17th Street. It was a home run for him, although the downside was he was usually up at 2 a.m. getting things ready for the day. Still, you can't argue with success.

What I learned then was that for Idaho the company wanted a franchisee who would agree to take on three stores. I don't know if it's that way it still is.

Looking online, I see that there are four in Washington but none in Idaho. I can't understand why some investment company hasn't picked up on Dunkin', especially considering the aggressive job it has done marketing its coffee. The devil is in the details, I suppose.

Now that Carl's Jr. and Chick-fil-A are both open, what is going to be the first chain restaurant news of 2012? Let me assure you we will be watching the T.G.I. Friday's location on Hitt Road with an eagle eye.

Pocatello Hoku plant in jeopardy over power bill

Hoku Materials' Pocatello polysilicon plant, in a photo from 2010.

Hoku Materials' polysilicon plant in Pocatello, a great green energy hope for southeastern Idaho, is in trouble again. The Honolulu company is fighting a termination notice from Idaho Power Co., which is threatening to cut power to the plant next week unless a $1.9 million electricity bill from November is paid.

Hoku filed a protest with the Idaho Public Utilities Commission against the Dec. 27 final termination notice, saying that cutting electricity to the plant would cause Hoku to stop work on the plant and delay indefinitely the plant from becoming fully operational. Such delays would make it difficult for Hoku to fund its operations and keep its 160 employees, the company’s attorneys said in the protest.

In the past three years, Hoku has invested approximately $600 million in the construction of its facilities, including piping systems, pumps, motors and sensitive electronic equipment. "If service is terminated, these high-value systems may freeze, causing irreparable and material damage to Hoku’s plant assets,” the protest said.

Hoku is proposing that Idaho Power take the $1.9 million owed for the November invoice from a $4 million deposit the company made with the utility earlier this year. But in a response Friday, Idaho Power said it could not apply the deposit to the monthly charges because that would violate tariff rules. The electric utility called Hoku’s protest with the IPUC a stalling tactic.

China's Baoding Tianwei Group took a majority ownership in Hoku Materials in 2010 after the plant ran into financial difficulties. Economic development officials have said the plant, dedicated to making materials for solar panels, could create up to 200 green energy jobs in the region.

The city of Pocatello offered a number of incentives for Hoku to locate its site there. For a story about the agreement, follow this link: http://www.bannockdevelopment.org/content/city-hoku-reach-agreement.

Delta Dental names Smith-Putnam to board

Delta Dental of Idaho has named Cindy Smith-Putnam as the newest member of its board of directors.


Cindy Smith-Putnam

 Smith-Putnam, executive director of business development, marketing and community relations for Eastern Idaho Regional Medical Center, was appointed by Delta Dental’s 13-member board in November.

Smith-Putman brings more than 12 years experience in the health care industry to the position, as well as knowledge and experience in business, communications and strategic planning.

“Cindy’s background and expertise will help to expand our board’s collective knowledge and strategic vision for the company,” said Jean De Luca, Delta Dental of Idaho president and CEO.

Idaho Falls Sears, Ammon Kmart spared in first round

Sears Holdings Corp. has released a preliminary list of Sears and Kmart stores to be closed, and the only one in Idaho was a Sears store in Lewiston.

The list, released this afternoon, named 79 stores. The company announced Tuesday it would be closing 100 to 120 stores because of poor performance. Through Christmas, Kmart sales were reported down 4.4 percent and Sears sales were down 6 percent.

The press release said the stores being closed typcially employ 40 to 80 people. Here is a link:

http://searsholdings.com/about/122711_close.pdf