ASA Central Network

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  • 1.  Conversion to house account

    Posted 02-18-2019 20:47
    Would anyone be willing to share how you determine when and how an account becomes a house account?

    Thank you in advance

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    Gary Glick
    COO
    Provenir LLC
    San Antonio TX
    (210) 479-3444
    gglick@provenirusa.com
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    Avionte Ad 1.26.23


  • 2.  RE: Conversion to house account

    Posted 02-19-2019 12:21

    Having managed a technical staffing firm for over 20 years, we tried several approached to converting accounts to house. After several attempts to get it right, we landed on converting after two years. If this is for purposes of encouraging sales to continue to build new business, this policy drove a potential complacent sales team to continue to focus on new sales. I have heard of several staffing firms converting after one year and depending on the segment of the industry you are in, it may make sense. Happy to discuss further if you wish. 

     

    Claudette Cunitz

    Sr. Staffing Consultant

    CC Advisors Group

    313-549-9640

     




    Original Message
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  • 3.  RE: Conversion to house account

    Posted 02-19-2019 13:01
    ​Account becomes house account when no sales person has reached out/contacted client in over 12 months.

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    Julie Brown CAC, CSP
    President
    SDI Staffing
    San Diego CA
    (619) 528-8434
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    Original Message
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  • 4.  RE: Conversion to house account

    Posted 02-20-2019 08:51
    We do not change to a House Account unless a the Sales Rep is no longer with the company.  We have a sliding bonus scale however, so the value of an account diminishes over time as it moves away from sales and into service.  After one year the bonus rates drop to half of the initial minimum, and at two years they drop to one third of that, so an account holds the most value for its first year of service.   We reset the clock and consider the account new again if there is no placement activity for 18 months, so the Sales Reps will actively try to regain any lost business.

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    James Mount CSP
    Franchise Owner - Westaff
    Williston, VT
    (802) 862-4278
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  • 5.  RE: Conversion to house account

    Posted 02-20-2019 09:38
    Thank you to everyone who has weighed in so far.  This is interesting how each of us work with our sales teams to optimize their successes.   Please keep the ideas coming

    Thank you

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    Gary Glick
    COO
    Provenir LLC
    San Antonio TX
    (210) 479-3444
    gglick@provenirusa.com
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    Original Message
    Avionte Ad 1.26.23


  • 6.  RE: Conversion to house account

    Posted 02-20-2019 16:01
    Even when I was running a much larger organization, I've never believed in the concept of "house accounts."

    What we do instead, and it has worked well for us, is reduce commissions on an account by 50% once it becomes a year old.  This keeps people scurrying to bring in new business in order to keep their overall  commission rate at a high level.  If an account goes dormant for one year, it comes back as a new account with full commission.

    Though we own what is widely considered a "blue collar" franchise, my background is technical/professional, and so is much of our business.​

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    Chris Stubbs
    President, Central Florida Franchise
    Link Staffing
    (407) 936-1536
    cstubbs@linkstaffing.com
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    Original Message
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