Wage and Labour demands in the B&C Industry

The latest wage Rider Levett Bucknall’s Oceania Report – RLB

has found that “All sectors of the building and construction industry are reporting increased demands for wage increases of up to 5 per cent per annum,” the report said. These wage increase are being passed on to the consumer by way of steeper construction costs.

“Further, the Sydney market is now experiencing a labour shortage in some fields. These include reinforcement fixers, form workers, bricklayers, carpenter/joiner and fire protection trades. These trades are reporting full order books and unable to accept new opportunities.”

Melbourne has seen the residential boom slowing down and contractors have found wages less of a burden, the report said.

“On detached housing sites, labour is inching up slightly in the ‘hard’ trades – bricklayers and carpenters,” it said. “Within the large commercial and residential projects, even though labour rates are coming under ever more pressure due to constant EBA rate increases, the volume of overtime being worked is diminishing, causing a net constant pricing of labour within the project.”

The Oceania report also stated that “Head contractors are asking subcontractors to increase labour rather than approve overtime.” This is a further effort to try and reduce labour costs.

From all accounts it appears that Brisbane has likely peaked and construction will slow. This is reflected in the skew of commercial projects completing in 2016/17. This has boosted CBD and fringe office vacancy rates.

The report forecasts “Construction cost increases appear to have peaked and we expect some softening of construction costs during 2017/18, however  “there is still a large pipeline of work under construction”. The report expects this will be a gradual process with structural trades being affected first.

All in all wages and labour costs on building projects continues to challenge B&C companies ever seeking to be competitive and profitable and reputable.

Henry Schafing: henry@crm-map.com

CRM Power Tips: How to get Data from Mobile Sales People

Getting CRM Off-site

CRM’s can really make a difference if used well or be a great Rolodex or Teledex for business.  What is yours being?

Only last week I heard an international manager discussing his expectations and costs of his CRM and he described it as an overpriced Teledex or Rolodex and could not understand why IT people kept pushing it.

To be honest, it was not the CRM’s fault – but the application of the CRM.  I did ask, what they were using and it was Saleforce, so an excellent example and flexible CRM.  What had happened was that the application was not been applied to the business needs very well – if at all.  This could be due to changed needs, or due to poor initial setup / training or even staff changes.

But what I have found to be a constant business expressed problem is “How to get the CRM to really work for a company, when the data is too cumbersome for a mobile environment”.  The problem is that most CRM’s let you define your pages, allow a mobile version of this, but the actual data that a person on the road needs is far more streamlined, and less in data entry than the main CRM’s can offer.  Now a few allow unique forms to be created for each log in, but management of that in itself can be really difficult.

So what do you need to work out?

  1. What data do my remote people need access to
  2. What data do I need my remote people to enter
  3. What equipment do my remote people have access to.

With this information, you will be able to get a good list of quality options.

Why is the data read and data entered necessarily different?

As person on the road may need contact details, past visits, existing products or services.  They may need to know any important notes or documents.  But as a company, you may need to know, who visited, when they visited, how long, what was discussed, quoted, photographed.  So as you can see these really can be quite different.

You may also have Zone locked users (they are only to see a specific area due to confidentiality).  Keeping your data safe at all times is important.  So even if the phone or tablet is lost, your data remains safe.  Even managers can lose their mobile devices, and if they can delete data remotely, then their access needs to be secure and easily secured in the case of an emergency.

Why does the equipment matter?

Some software will only work on certain browsers, or devices.  Only a tablet, not a phone.  Need a certain level of internet access to work.  You may have costs involved in the number of access times, or locations. This will impact on your ability to use this data cost effectively.  You may also have a variety of irregular users, (e.g. for a short time only).

It is no good if your CRM has a mobile option, but this option requires you to purchase the latest IPads, and you have no I-pads at this stage, and the cost is way above the available budget.  So flexibility on information is essential.

What is a possible Solution?

Products like CRM-Map can really solve this issue.

Ease of Use: The remote person does not need to look for the client, as if they are near or at the client site, their Icon is showing on the google map, and the sale person need only click on it.

Own Designed forms and Custom Fields: So you can add the fields you need to match your CRM. Having only what you want to see or enter.  This is a really easy way for remote people to get access to the right data and fast.

AutoMatic and Seemless:The forms you design can be auto integrated with your data dynamically, e.g. so as you do alternations in the office – it transfers to the field and as people do changes in the field it can go to the main CRM database.

Data Protection: As this is not your core data, your core data is protected.  If a user loses their mobile device, even though it requires a password access, you can easily alter their password access and lock out the lost device.  Plus, as Zones are available in this product, you can limit a user to a specific zone and then they can only see the data in that Zone.

Flexibility: Products like CRM-Map are not limited to hardware.  Basically if your system can use Google maps it can use CRM Map.  So you can use whatever hardware is available on minimal bandwidth.

Cost: CRM-Map excels here also.  As you only pay per user that you need to use this product.  So a really low cost option.  IF you need extra users for a month, then you only pay for that month for the extra users.  A good low cost option.

“SELLING BECAUSE”: – Increase your Customers

Key to Success

This is going to be my first attempt at using BLOG technology to deliver a FREE BOOK as well as a special gift of a ‘SALES EARNINGS OPPORTUNITY: to anyone who sincerely seeks to become a professional in the field of ‘PROFESSIONAL SELLING”.

Now obviously, the business processes in selling are going to include many talents and tools and just like a carpenter, iron worker, or master mechanic cannot expect to use the same tools for every project and item they work with! The variations are nearly endless and so it is with selling, where different products, different business terms, different customers, business types & applications would create so many sales situations and scenarios, there’s no possible way to write a training script for each and every possible situation. Given these realities, I’m going to begin with a broad overview of the common STEPS of the SALE, the general TYPES of PROSPECTS that are encountered in the selling process, and how the steps of the sale may adjust to these different prospect types. In the last phase of this blog, I will offer you the opportunity to begin selling an exciting new business software product and then will define the recommended use of the steps and tools that are likely to fit the types of prospects you are likely to encounter.

Let me get right down to business and first explain the title of this blog:

Of normal course in your life, when anyone asks you WHY you are doing something, your first word of reply may likely to be… “BECAUSE”,

And of course, “Be-cause” suggests you are being – in, or at, a “cause”, intent, purpose, mission, etc. You get my point; and while this is such a simple point to see, the “WHAT OR WHY” query is almost immediately sluffed off with a terse remark or wisecrack, ie: “none of your business”, “to get it done”, “because I want to”, “it’s my job, that’s why” etc.  But the REAL question I have is’ “do you really know the REAL CAUSE about why you do so many things over and over again? Ok, “habits” come to mind for most of us. We generally don’t think about them, we just go ahead and do them automatically. Now if these are really wise and helpful things (such as exercise, or showering, or brushing our teeth, being generous, learned, or kind), then obviously, these are GOOD habits! It’s a shame that these good habits seldom ever get any positive comments or “atta-boys’! But then, it is truly surprising that so many people do remarkably stupid and harmful things in their lives, as habits while never considering the consequences thereof!! Worse yet, is the fact that any well-meaning friend that might offer a negative reflection on any of those habits may quickly learn that their advice is an unwelcomed mirror to that friend who simply does not want to face reality and has instead, has actually been insulted!

My first gift to you is the suggestion that you give sincerely focused concentration on the REAL REASONS you decide to do things in your life! Really ask yourself the most frank and deeply introspective question about WHAT you truly SEEK TO ACHIEVE, WHY this matters to you and, WHAT STEPS are necessary for you to finally ARRIVE AT YOUR GOALS?

Falling for “get-rich-quick” schemes or great advice from somebody with a sneaky shortcut or gimmick to save you from hard work or meaningful career commitment won’t get you there so:

DON’T DO THAT! This is important! Cause is enormously important! And Powerful! When you do something for a cause, it has ENERGY, the scope and dimension of that energy is related directly to your COMMITMENT OF POWER to Make that cause happen!

Winning at anything in life is all about “commitment” and commitment is not possible without purpose. Purpose creates Passion, Passion creates Energy and these ‘CREATIONS’ create ‘OUTCOMES”! ….and: YOUR GOD-GIVEN GIFT IS THAT:


Every breath you take and every thought you have is a creation!! Think about it! Creations are “energies” they have meaning and power and you have another gift that allows you to be responsible for your creations! It’s called “FREE WILL”. That’s your sole choice to choose what you think, what you express from those thoughts, and what VALUES you choose to establish and guide the Character and Purpose of YOUR LIFE!

Your honest purpose for selling must be clear before you simply jump into this very honorable (but often maligned) profession.  It is often maligned because so many people regard sales people as only being “money-driven” and having no real meaning otherwise for what they do. Sales people are often considered ruthless and even ‘liars” that will say and/or do anything necessary to get you to buy their product or service, no matter what it takes, just to take home those big bucks!     If that’s you, that’s a problem! You will NOT succeed with this single purpose and you now have three choices: Quit reading this and find another profession, quit reading this and waste your life trying to be successful at selling or:


If that’s your choice…..then let’s get started in SHARING THAT CAUSE!  I am committed to writing this blog beeeee-cause:

“I truly want to help YOU become successful and grateful” for the work YOU do in selling”AND “I’m Positive that I know how to help you do it!

So let’s get started with just one more philosophical fundamental (from my perspective anyway); I personally believe that “gratitude” is equal to or perhaps even greater than commitment” when it comes to defining a state of mind that is virtually “bullet-proof” i.e.: insulating you from outside fears and distractions. I think “Gratitude” actually contains more energy when you give something to someone or help them than when you get something unexpected….but that’s for you to decide on your own…. It works for me!  So that’s my purpose for writing this blog and I’m grateful to be able to do it!

I hope your life is truly enriched in many ways by reading it and applying what I have to share with you! So right now, let’s take a break and give you some time to really think about your goals and if you really want to be a PROFESSIONAL SALESPERSON? If so, will that profession lead you to where and what you want to achieve in your life’s work? If the answer is truly YES!  Then send me an email or: usasales@crm-map.com how to connect on the next blog? come back and visit me at the next blog:……… for chapter 1 of “Selling Because”
by Vance Seagle “Master Salesman and Sales Trainer”


Sales Manager Insights: Use Door to Door sales people the smart way

How often as a Manager have you wished for a magic wand, you know that wand that would:

Magic Sales Solutions

  • Gain new Customers
  • Increase Sales
  • Decrease employee problems
  • Decrease customers problems
  • Fix all the management demands
  • Decrease costs

Well I may not be your fairy godmother, but I hope that what I have to share here, will be equal to taking you to “Ollivander’s” from Harry Potters Stories, and allow you to find the magic you seek.

Information is the magic want for business solutions in the 21st century.  This has proven itself over and over again. It is why we must approve of our phone calls being recorded.  It is why when we create websites and have google analytics.  Every day, in every way, we are part of the big wheel in data collection.  Now, this sounds really easy, but with Door to Door salespeople, collecting useful data that can be collected, and used easily, viably and cost effectively – is easier said than done.

No!  It was easier said than done, but with the latest release of technology, the IS is now a WAS.

So now as an experienced Sales Manager, you want to know, what, how, cost and what’s the catch. 

What is this new technology?

Google Maps.  New? You are right, it is not new, it has been around for ages, available on every device you can think of.  But what is new is that Google Maps has released some IT magic – known as an API – Active Page interface. OK, now I sound like a geek.  So in English, Google allows products and tools to interface with it.  You know this because you have a google map on your web site.  True.  But some companies have gone to a new level, and allow any of your sales people to use this technology to add, edit, photograph, keep documents etc. in Google Maps.

That is right.  On a simple smart phone, your door to door collector or sales person, could record their meeting, take a photo, select a signature, get information – all on their phone, and it instantly is available to you in your office.  You know where your sales people are, what sales they are doing, seeing and hearing their sales (if you wish).

By the assessment of sales demonstrations, you can see the problems and help your staff overcome them. You don’t have to be on the road, you can do this in your office.  So enabling yourself to be fair more efficient.

It will not damage or compromise any of your current systems, as it is external to them, and you can control what data is entered and added, and how automatically you want this data to transfer.  This is in your control.

An example of such a product is CRM-Map.com

Now you know the WHAT the next question is HOW.

Data can be collected by a range of methods.  You could collect data by keying it in.  You can collect data by requesting reports – e.g. Google analytics.  You can collect data by ‘outsourcing’ this data entry and either purchasing the data, or having someone enter this for you.  Finally you can collect data as part of a process.

In the context of working smarter, we will discuss the how in a couple of methods.

Method 1.  Internal lead generation.

Current Lead generation if internal, would already be entered ‘somewhere’.  If this somewhere, linked to CRM Map, then you have your leads , icons and coding already in Google Maps, so your sales staff can update this information.

If however you educate your sales people to work ‘smarter’ .  Then as they go to and from appointments, they could collect other data that would lead to prospects.  As Google Maps is so easy, this can be done by clicking a location on the phone, and applying a product of note, and a status.  This could be competitors products, no products, etc.

Method 2. External Lead Generators

Either their systems, or the spreadsheets they send you can be imported into products like CRM Map so that your sales people can update and track their prospects.  This also saves you data entry time, as this will integrate directly to your CRM under your own rules.

You can now see, that duplication of work can be minimized (if not removed), and that smarter sales people can actually assist in getting new prospects.  So the obvious question would be:


You are right, this sounds to be a very costly exercise and until this November, this would have been.  However, with recent software releases, you can rent this technology purely on a low cost monthly basis.  How low, well about $8 per month – average.  Obviously the more users, the cheaper it gets, but it is still a very low cost charge, for what this can return to your company.  Even the capture of one single qualified lead by your sales person a month, is cheap at $8 per month.  Excluding the wasted time in double entry, lost data, non-recording of information – the list goes on.  So the ROI, in my opinion renders this new technology quite cheap.

One major advantage with CRM Map, is that if a user has access to more than one application of CRM Map, you are not charged twice, only once – as the user is only registered once.  This CRM Map refers to as crowd leverage costing.

What’s the catch?

Most great products have a catch, e.g. a locked in contract or a price rise after your hooked.  Well some of the google API interface products do have catches and lock in contracts, as the host company is “locked” in with google for 12 months.  However, CRM-Map, has allowed companies to leverage together and use this product without the locked in contract.

The biggest catch, is that you need to decide what data you wish to capture, how you wish to interface and how you wish to use this technology to work smarter, and gain new customers.

Why have you never heard of CRM Map?

CRM Map is the first of its kind and has only been released in November 2015. So technologically it is “hot” and new.

Think it might be better to wait and see?

My answer to this is that 15 years ago, I heard almost every main department store and supplier curse e-marketing companies for ruining the retail market.  Yes, they changed it.  However, every single still existing main company now offers e marketing.  They have e stores, or they allow e ordering and deliveries etc.  Those that have not moved to this, are now either out of business or well on the way to being out of business, especially if metropolitan located.

What e-marketing has done to the retail sector, Google maps API is now doing to the Door to Door sector.  The question therefore is really how long you will wait to see.  Remember a lot of companies tried to get into the E marketing too late.  They are now either smaller, or gone.  Timing is essential. But one reason not to wait, is that currently quite a few of these new products offer free trials.  So you can try the product, learn, gear up, and then decide to implement or not.  You are then make a wise choice, than just watching others going ahead and then deciding to join the market movement.

Getting New Customers, Increase Profits, Decrease Employees and Customers Problems.

Just like Magic!

If you had a magic wand as a Manager, what would you like it to do for your company?