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    How a Strong Learning Curve Can Translate into Sales
    Let’s face it. When you get into internet marketing, there is a ton of information you have to process and learn in order to be successful at what you do. It can be overwhelming at the best of times, and your motivation to continue learning has to come from somewhere. Maybe you love learning, and you should, but sometimes it feels like an arduous task to sift through all the information before us to find what is truly important to focus our attention on, and then to remember it all! The thing to remember is that learning can make a huge difference to our bottom line. When you commit yourself to continuous learning, you keep on top of the ever-changing internet marketing game, and staying on top of it can mean more sales for you in the end.How can learning generate more sales for us? Particularly in the internet world, the only constant is change. If you don’t keep

    * Paying employees by cheque or direct deposit into specific accounts as this can be easily traced in the event that a fraud is uncovered.

    * Obtain independent verification of the qualifications of employees, check their references and confirm their experience from previous employers.

    * Conduct regular performance reviews personally on all employees that are listed on the payroll register.

    THEFT OF STOCK

    This fraud involves the theft of physical assets (e.g. stock and plant & equipment) from the business and usually occurs where there are large numbers of small inventory items. Examples include false write-off of stock in the accounting records, altering the stock-take records, and falsifying purchase orders or invoices to reflect the stock stolen.

    Suggested Controls

    * Limit access to stock and items of plant by physical security particularly after hours.

    * Independent authorisation of stock write-offs or scrapping of inventory items.

    * Purchas

    Need a Bank Merchant Account?
    It could be time for a bank merchant account. If you have been in business for a few years, enjoy a reasonably good credit history, and are poised to grow, why not apply for a merchant services account? There is no better way to implement new equipment and strategies that will maximize your profits while shrinking overhead costs.A bank merchant account will promote your business to the next level. Backed by a secure lender, you can expand your marketing efforts to take orders and process payments over the Internet, by telephone, and on-site at your local establishment. Never has there been so many different ways in which you could reach out to a diverse range of customers. Even if your business is doing fine right now without the aid of credit processing services, you may be able to make a good thing better when you increase the ways in which your customers can pay for y
    Small businesses are the most vulnerable to some form of employee fraud as they usually place trust in one or two people and therefore have fewer accounting and other internal controls.

    The festive and holiday period is typically the time of year when many frauds occur as business owners often hand over control of various tasks to more junior or temporary staff and they become less careful about monitoring procedures.

    Statistically the most likely person to commit a fraud such as embezzling money is a long standing and trusted employee.

    Business owners can protect themselves by developing reliable accounting and other internal controls and constantly monitoring the effectiveness of these controls.

    The most common frauds that are committed by employees including some appropriate controls that should be put in place include:

    THEFT OF MONEY

    Frauds that involve money can be very costly for small businesses and in some cases can lead to the closure of the business. Examples include stealing cheques sent by debtors directly from the mail, forging an endorsement on a cheque, stealing cash from the till, and falsifying signatories and amounts on cheques issued by the business.

    Suggested Controls

    * Separation and rotation of duties between cash/cheque handling, preparing the banking records and recording in the general ledger.

    * Having at least two persons sign all cheques.

    * Performing regular bank reconciliations.

    * Regular observation of employees handling cash or receipting debtors.

    * Issuing pre-numbered receipts for all monies collected and recorded in the debtors ledger. This notifies the customer that their money has been received and recorded.

    * Daily banking of cash and cheques and prompt recording of transactions in the accounting records.

    ELECTRONIC BANKING FRAUD

    Electronic banking is used increasingly by businesses for payroll, supplier payments and transfers of funds between bank accounts. Whilst this is a more efficient way of dealing with these types of banking transactions business owners often fail to implement appropriate safeguards.

    Banks will not reimburse businesses from losses arising out of electronic banking fraud where the business has contravened certain conditions (e.g. not keeping the password in a safe location).

    Suggested Controls

    * Having at least two persons approve all payments and transfers.

    * Maintaining security over passwords (i.e. ensuring that they are input without others observing, are not written down and are changed regularly).

    * Setting appropriate limits on the dollar value of transactions.

    * Confirming security arrangements with the bank on a regular basis.

    * Ensuring that bank authorities of terminated employees are removed immediately.

    * Installing virus and firewall protection to reduce the risk of access by third parties.

    * Ensuring that staff immediately delete any unsolicited or spam emails that request the banking details of the business.

    PAYROLL FRAUD

    This is common where employees are not paid the same amount each week (e.g. shift workers and temporary staff) and the amount paid is calculated on some factor such as the number of hours work units produced, or the volume of sales.

    Common techniques include extending the number of hours worked and type of work done on time sheets, manipulating the clocking on and off times where a time clock is used and artificially increasing sales on which commissions are paid.

    Other common payroll frauds include inserting ghost employees on the payroll and where employees lie about their experience and qualifications

    Suggested Controls

    * Review and authorisation of time sheets and clock on and off times by a supervisor and/or manager.

    * Requiring all overtime to be authorised in writing beforehand.

    * Separation and rotation of duties between employees paying wages and recording in the payroll ledger.

    * Paying employees by cheque or direct deposit into specific accounts as this can be easily traced in the event that a fraud is uncovered.

    * Obtain independent verification of the qualifications of employees, check their references and confirm their experience from previous employers.

    * Conduct regular performance reviews personally on all employees that are listed on the payroll register.

    THEFT OF STOCK

    This fraud involves the theft of physical assets (e.g. stock and plant & equipment) from the business and usually occurs where there are large numbers of small inventory items. Examples include false write-off of stock in the accounting records, altering the stock-take records, and falsifying purchase orders or invoices to reflect the stock stolen.

    Suggested Controls

    * Limit access to stock and items of plant by physical security particularly after hours.

    * Independent authorisation of stock write-offs or scrapping of inventory items.

    * Purchase

    The Sales Training Series: Selling With A Better Strategy
    Prospecting Woes? Get A Better StrategyIn prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer’s first major buying decision is whether to buy you—the salesperson. They’ll never decide to buy your products before they’ve bought you.You must begin to “sell yourself” in your very first call on a new prospect.Here is a quick, four-step prospecting strategy that allows you to begin “selling yourself” immediately.1. Introduce yourself: Use your people skills to politely introduce yourself and your company. Say please, say thank you, and use the prospect’s name twice.Example:You: Hello, (first and last name) please?Answer: This is he/she.You: Thank you, (first name
    mples include stealing cheques sent by debtors directly from the mail, forging an endorsement on a cheque, stealing cash from the till, and falsifying signatories and amounts on cheques issued by the business.

    Suggested Controls

    * Separation and rotation of duties between cash/cheque handling, preparing the banking records and recording in the general ledger.

    * Having at least two persons sign all cheques.

    * Performing regular bank reconciliations.

    * Regular observation of employees handling cash or receipting debtors.

    * Issuing pre-numbered receipts for all monies collected and recorded in the debtors ledger. This notifies the customer that their money has been received and recorded.

    * Daily banking of cash and cheques and prompt recording of transactions in the accounting records.

    ELECTRONIC BANKING FRAUD

    Electronic banking is used increasingly by businesses for payroll, supplier payments and transfers of funds between bank accounts. Whilst this is a more efficient way of dealing with these types of banking transactions business owners often fail to implement appropriate safeguards.

    Banks will not reimburse businesses from losses arising out of electronic banking fraud where the business has contravened certain conditions (e.g. not keeping the password in a safe location).

    Suggested Controls

    * Having at least two persons approve all payments and transfers.

    * Maintaining security over passwords (i.e. ensuring that they are input without others observing, are not written down and are changed regularly).

    * Setting appropriate limits on the dollar value of transactions.

    * Confirming security arrangements with the bank on a regular basis.

    * Ensuring that bank authorities of terminated employees are removed immediately.

    * Installing virus and firewall protection to reduce the risk of access by third parties.

    * Ensuring that staff immediately delete any unsolicited or spam emails that request the banking details of the business.

    PAYROLL FRAUD

    This is common where employees are not paid the same amount each week (e.g. shift workers and temporary staff) and the amount paid is calculated on some factor such as the number of hours work units produced, or the volume of sales.

    Common techniques include extending the number of hours worked and type of work done on time sheets, manipulating the clocking on and off times where a time clock is used and artificially increasing sales on which commissions are paid.

    Other common payroll frauds include inserting ghost employees on the payroll and where employees lie about their experience and qualifications

    Suggested Controls

    * Review and authorisation of time sheets and clock on and off times by a supervisor and/or manager.

    * Requiring all overtime to be authorised in writing beforehand.

    * Separation and rotation of duties between employees paying wages and recording in the payroll ledger.

    * Paying employees by cheque or direct deposit into specific accounts as this can be easily traced in the event that a fraud is uncovered.

    * Obtain independent verification of the qualifications of employees, check their references and confirm their experience from previous employers.

    * Conduct regular performance reviews personally on all employees that are listed on the payroll register.

    THEFT OF STOCK

    This fraud involves the theft of physical assets (e.g. stock and plant & equipment) from the business and usually occurs where there are large numbers of small inventory items. Examples include false write-off of stock in the accounting records, altering the stock-take records, and falsifying purchase orders or invoices to reflect the stock stolen.

    Suggested Controls

    * Limit access to stock and items of plant by physical security particularly after hours.

    * Independent authorisation of stock write-offs or scrapping of inventory items.

    * Purchas

    Voice Commications is Essential
    Why are voice systems so special?In most businesses that are considered medium size (that is more than 8 - 10 people). Phone systems typically include additional equipment. I will address that shortly.In a small office it is usually cheaper to install analog lines and the ability can be built into a special Operator phone so transferring calls can be made at a very minimum. Minimal equipment is needed and it is considered the cheaper alternative.Now here is where the big differences are.Without going into great detail there are basically two types of phone service (I am excluding VOIP here). Analog which comes over the traditional phone lines. And Digital which comes in through a special line. The main difference is that Digital is a much cleaner line with virtually zero noise.Now to graduate to a bigger phone system a switch is needed. This w
    his is a more efficient way of dealing with these types of banking transactions business owners often fail to implement appropriate safeguards.

    Banks will not reimburse businesses from losses arising out of electronic banking fraud where the business has contravened certain conditions (e.g. not keeping the password in a safe location).

    Suggested Controls

    * Having at least two persons approve all payments and transfers.

    * Maintaining security over passwords (i.e. ensuring that they are input without others observing, are not written down and are changed regularly).

    * Setting appropriate limits on the dollar value of transactions.

    * Confirming security arrangements with the bank on a regular basis.

    * Ensuring that bank authorities of terminated employees are removed immediately.

    * Installing virus and firewall protection to reduce the risk of access by third parties.

    * Ensuring that staff immediately delete any unsolicited or spam emails that request the banking details of the business.

    PAYROLL FRAUD

    This is common where employees are not paid the same amount each week (e.g. shift workers and temporary staff) and the amount paid is calculated on some factor such as the number of hours work units produced, or the volume of sales.

    Common techniques include extending the number of hours worked and type of work done on time sheets, manipulating the clocking on and off times where a time clock is used and artificially increasing sales on which commissions are paid.

    Other common payroll frauds include inserting ghost employees on the payroll and where employees lie about their experience and qualifications

    Suggested Controls

    * Review and authorisation of time sheets and clock on and off times by a supervisor and/or manager.

    * Requiring all overtime to be authorised in writing beforehand.

    * Separation and rotation of duties between employees paying wages and recording in the payroll ledger.

    * Paying employees by cheque or direct deposit into specific accounts as this can be easily traced in the event that a fraud is uncovered.

    * Obtain independent verification of the qualifications of employees, check their references and confirm their experience from previous employers.

    * Conduct regular performance reviews personally on all employees that are listed on the payroll register.

    THEFT OF STOCK

    This fraud involves the theft of physical assets (e.g. stock and plant & equipment) from the business and usually occurs where there are large numbers of small inventory items. Examples include false write-off of stock in the accounting records, altering the stock-take records, and falsifying purchase orders or invoices to reflect the stock stolen.

    Suggested Controls

    * Limit access to stock and items of plant by physical security particularly after hours.

    * Independent authorisation of stock write-offs or scrapping of inventory items.

    * Purchas

    Networking: Beyond the Elevator Speech
    “Networking” has become one the sales bywords in recent years. Many will tell you that the key to building your sales is to “network” effectively. There is no question that building a strong network can be incredibly helpful to your sales efforts. Nevertheless, many people in sales face the same difficulties in networking that they face in cold-calling. It sounds great, yet for some reason they just don’t seem to be able to do it effectively. Let’s look at some of the factors and see if we can debunk some of this.Exactly what is “networking?” The first thing comes to mind for many salespeople is that networking about finding customers without having to make cold calls! A common perception is that networking means going to a lot of events, meeting as many people as you can (also called “working the room”), handing out your business cards to “qualified” prospects, a
    request the banking details of the business.

    PAYROLL FRAUD

    This is common where employees are not paid the same amount each week (e.g. shift workers and temporary staff) and the amount paid is calculated on some factor such as the number of hours work units produced, or the volume of sales.

    Common techniques include extending the number of hours worked and type of work done on time sheets, manipulating the clocking on and off times where a time clock is used and artificially increasing sales on which commissions are paid.

    Other common payroll frauds include inserting ghost employees on the payroll and where employees lie about their experience and qualifications

    Suggested Controls

    * Review and authorisation of time sheets and clock on and off times by a supervisor and/or manager.

    * Requiring all overtime to be authorised in writing beforehand.

    * Separation and rotation of duties between employees paying wages and recording in the payroll ledger.

    * Paying employees by cheque or direct deposit into specific accounts as this can be easily traced in the event that a fraud is uncovered.

    * Obtain independent verification of the qualifications of employees, check their references and confirm their experience from previous employers.

    * Conduct regular performance reviews personally on all employees that are listed on the payroll register.

    THEFT OF STOCK

    This fraud involves the theft of physical assets (e.g. stock and plant & equipment) from the business and usually occurs where there are large numbers of small inventory items. Examples include false write-off of stock in the accounting records, altering the stock-take records, and falsifying purchase orders or invoices to reflect the stock stolen.

    Suggested Controls

    * Limit access to stock and items of plant by physical security particularly after hours.

    * Independent authorisation of stock write-offs or scrapping of inventory items.

    * Purchas

    Change Management Issues in the Car Wash Business
    We hear a lot about the new buzzword; change management all throughout the trade journals in almost every industry and every industry sector in corporate America. Seldom do we realize that change management issues do also affect smaller businesses.Having been in the auto services industry for over 27 years I can tell you that the car wash business is one business which is always concerned with change management and often they lack succession plans as well. In fact car wash industry consolidators who go around and buy up used carwashes often buy them from car wash owners who are retiring and either do not have kids to run them or wish to get out of the business completely rather than hiring a manager to run it for them.This is because car wash businesses are generally a cash business and it is really hard to trust the labor or management from stealing the cash. C

    * Paying employees by cheque or direct deposit into specific accounts as this can be easily traced in the event that a fraud is uncovered.

    * Obtain independent verification of the qualifications of employees, check their references and confirm their experience from previous employers.

    * Conduct regular performance reviews personally on all employees that are listed on the payroll register.

    THEFT OF STOCK

    This fraud involves the theft of physical assets (e.g. stock and plant & equipment) from the business and usually occurs where there are large numbers of small inventory items. Examples include false write-off of stock in the accounting records, altering the stock-take records, and falsifying purchase orders or invoices to reflect the stock stolen.

    Suggested Controls

    * Limit access to stock and items of plant by physical security particularly after hours.

    * Independent authorisation of stock write-offs or scrapping of inventory items.

    * Purchase orders crosschecked to the invoice and appropriately authorised.

    * Separation and rotation of duties in the ordering, receiving and recording areas.

    * Conducting proper and regular stock takes using pre-numbered stock sheets.

    BILLING SCHEMES

    These schemes attack the payments system of the business and occur as most payments are made by cheque so there is limited scope to steal cash.

    A typical billing scheme involves the person creating a false purchase invoice from a fictitious business, or an accomplice business and then having this false invoice approved and paid.

    Suggested Controls

    * Separation and rotation of duties between the person making the purchase orders and submitting the orders for payment, the person preparing the cheques and banking journals and the person recording the transactions in the accounting records.

    * Invoices approved by one person and that person should not draw the cheques or have the authority to order goods or services.

    * Using pre-approved suppliers limits the opportunity of using a fictitious business to conduct the fraud. Any invoice from a supplier that is not pre-approved should be verified before payment is made.

    FALSE EXPENSE CLAIMS

    These frauds involve the person inflating expense claims, making false or multiple claims for the one expense, or claiming a personal expense as a business expense. Whilst the amounts are usually so small to be noticed individually they should not be regarded as insignificant as they can have a large cumulative effect on the business.

    Suggested Controls

    * Require employees to submit detailed expense reimbursement requests including original receipts and supporting documentation and provide proof that the claim is for business purposes.

    * Authorisation of expenditure reimbursements claims by the employee's supervisor or manager before it is submitted for reimbursement.

    * Randomly checking expenditure directly with the supplier and verifying the invoice and payment.

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