<p>On a typical workday my alarm starts at 5:30 am. That means, I usually roll out of bed about 5:45 after the second snooze button goes off. I head downstairs, followed by the cat, who thinks she needs immediate attention. I read my daily devotional, meditate and get in a 30-minute workout. Then I hit the shower, put on makeup, do my hair and get dressed. That is my morning process and how I get ready to step out in the world. My commute even has a routine of its own via the same route every morning. When a wrench gets thrown into that routine, my entire day can seem off-kilter. Maybe I hit the snooze button one too many times and miss my workout. Perhaps I get sucked into social media instead of reading my devotional. Perhaps the clothes I wanted to wear are still in the washer from the night before. Perhaps there is construction or an accident that detours my regular travel route. One thing I know for sure is that my morning process dictates the productivity of the rest of my day.</p><p>The same principle exists in everyday activities. My husband is a contractor and builds large commercial rental properties. He starts with the foundation and follows the same process on every project. Imagine what a mess it would be if he tried to wire the electric in an entire building after the drywall was in place. The mailman, bus driver, hairstylist, or police officer also all have a specific process. Without the correct steps in the correct order, there would be chaos.</p><p>Now take a look at the dealership. Each employee has a unique set of actions to complete to create a productive and profitable end result. The Sales Person has a process - meet &amp; greet, investigate, vehicle demonstration, test drive, and turnover. The Sales Manager has a process - trade evaluation, incentive inquiry, desk the deal, presentation, objection handling, and turnover. The Finance Manager has a process - customer conversation, gather credit information, secure financing, present products, objection handling, and document signing. When these processes are correctly followed, there is a flow to the deal that creates an ideal customer experience and maximizes profit. When just one of the steps in the process is skipped over or left out - chaos can ensue. Maybe the Sales Person neglected to get a driver's license or insurance information. Maybe the Sales Manager entered the wrong VIN number or incentives. Maybe the Finance Manager sent the credit application with an incorrect address or income. Now you have an extended wait time for the customer, incorrect documents, or a deal that is a nightmare to get funded. The entire process comes to a screeching halt, and the profit just keeps going down like water in a drain.</p><p>I've been blessed recently to spend some time on the Sales &amp; Finance side of the Power Sports industry. At first, I was extremely nervous because I honestly did not know the first thing about motorcycles, ATV's or Side by Sides. It did not take long to realize that no matter what the product - there is still a process. Each employee still has a unique set of steps required to achieve the same result. Close the deal with a great customer experience and maximize profit. So whether you sell new or used cars, motorcycles, ATV's, RV's or boats - the process is still the same.</p><p>A consistent process can also build confidence. You know that anxiety that can creep up when multiple cash deals come in a row? Or the desk has given on the road numbers or buy rate without a turnover? Go back to your process. Even if the deal yields zero results, at least you know you followed the steps every time. I mentor several Finance Managers who struggle with the roller coaster of emotions in the office and possess zero to hero-to-zero mentality. The process can provide relief from the ups and downs of the month. We all get stuck in ruts and can often get discouraged, which leads to leaving money on the table. Go back to your process. It will never fail you.</p><p>When you find yourself eating lunch at your desk and spilling ketchup on your keyboard, pause for a second, and remember to follow it. Your profit and your paycheck depend on it.</p>

The Profit Is in the Process

<p>There are two perspectives that we can take away from this pandemic. We can grow from a positive opportunity or succumb to a perceived threat. Whichever one you choose will dictate the end result for you personally and for your dealerships. Dave Anderson, Author of a bestselling book called <em>Unstoppable,</em> put it best when he explained mindset: “Thinking determines your behavior and your behavior determines your result.”</p><h3>It's Time to Adapt and Grow</h3><p>Think back to the first waves of information and shutdowns created by COVID-19. How did you react? How did you respond? What example did you set for your employees? Did you succumb to the threat and throw in the towel, or did you adapt and grow? As leaders in the automotive industry, your next moves are critical in determining your success navigating these unprecedented waters.</p><p>I’ve seen many dealerships hitting record sales numbers and finance profits despite having a closed showroom. Working with limited staff and resources, they still succeeded. How? Mindset! They took a negative situation, changed their thinking and behavior. Which in turn, changed their results. They revised processes and procedures. They learned how to navigate an uncertain world with increased transparency and customer service–shifting the focus from profit and commission to taking care of the customer. I’ve also seen many dealerships closing their doors, not just temporarily because of the Governor’s orders, but for good. They refused to adapt to a changing world by using the same familiar methods that were unsuitable to a new way of doing business.</p><p>As an industry, for years, we have been challenging the possibility of online sales and off site deliveries. The overwhelming fear of change and losing profit has created a stagnant environment. Throughout my career, I have been to numerous conferences addressing these exact topics. More recently, I’ve watched more webinars than I can count on how to adapt and grow. Some dealers have taken the advice and changed processes and procedures that have driven success. Others have constantly complained and thrown in the towel.</p><h3>Your Customers Are Online</h3><p>Technology companies have tried to convince us time after time, that the future of automotive sales revolves around the online customer. These theories have always been countered by dealership employees with a “never gonna happen” attitude. Then all of a sudden - BAM! An unseen, unpredictable virus has forced our hand. Very few have embraced the changes that customers have wanted all along. Aren’t we supposed to be serving the customer instead of refusing to change?</p><figure class="ql-card-editable ql-card-figure"><img src="https://cdn1.dealermarketing.com/wp/2020/05/dreamstimemedium_18131313-630x350.jpg?auto=format" class="lazyload" style="display: block; margin: auto;"></figure><p><br></p><h3>Are Your Staff Focused on Customer Service?</h3><p>Our “normal” way of doing business has taken on a new look. So take this time to re-evaluate and clean house. Start with your own mindset. Which did you choose? Are you leading or following? Then look at your employees–what behaviors are they displaying? Many people will not want to come back to work after layoffs because they are making more money staying home. These may not be the employees you want to bring back.</p><p>Do you have underachievers or staff members that are considered bad seeds? One bad apple can ruin the bunch, and you now have a fresh opportunity to start over. Recruiting new people can transform the future culture and success of your dealership. Hire people that go to work with a positive and encouraging mindset. The talent pool is larger than ever right now, with people who are ready, willing, and able to get back to work; even if that means making changes and possibly starting over.</p><h3>Navigating Uncertain Times</h3><p>The next few months are still in an unpredictable state. No one knows what will happen to the market once we are allowed to fully reopen. I’ve read articles that state we will experience a boom for the automotive business. While others are still speaking of fear over the uncertainty. Despite these two opposite opinions, one thing remains: the traditional way of doing business has changed.</p><p>So I challenge you to re-evaluate your employees, processes, and, most of all, mindset. Will you come out on the other side as a success or failure?</p><p>That choice is up to you and starts with the power of a positive mindset.</p>

Your Mindset will Determine Your Outcome

<p>Webster's Dictionary defines a Professional as "a person engaged in a specified activity as one's main occupation rather than as a pastime." The world of Sales especially requires this desire because it takes time to build relationships, referrals, and longevity in the business. Throughout my career I've developed a discernment for people that just wanted a JOB versus those trying to establish a career and be a PRO. We all know the immediate paycheck will certainly not keep people invested that are just searching for a pastime. I've found that a true PRO possesses a combination of the following traits. So I challenge you to ask yourself - What is your PRO Level?</p><h3>PROfessional</h3><p>It all starts with you. Be the employee that shows up 15 minutes early every day instead of 15 minutes late. Take pride in your appearance because comfort exudes confidence. Whether it's a three-piece suit, skirt and heels, or a pair of jeans, pullover and boots. Just make sure you walk in dressed to impress and not wrinkled from the bottom of the laundry pile. Comb your hair, do your makeup if that's your thing and trim up those beards gentlemen.</p><p>Avoid the gossip circle at the water cooler and bring up the people around you instead of putting them down. Be the leader that everyone looks to as an example, instead of the person they all hide from and avoid. You have a responsibility as a PRO to serve the clients walking in the door and the employees around you. My friend, Tony Dupaquier of the Academy, defines a PRO as "Performing at the Highest Level Possible."</p><h3>PROactive in the PROcess</h3><p>Get involved early in the deal. My process starts with the trade appraisal. I want to know the W's of the trade purchase–What they are trading, When did they buy it, Where did they buy it, Why are they trading, and Who is on the registration. The answers to these questions can quickly speed up your process and address the customer's concerns immediately. The more information you know upfront, the faster you can accurately complete a transaction.</p><p>Then move to the sales desk. Find out how they are desking this deal and what other pertinent information you will need when addressing the customer. Are they shopping us with another dealer? Are they financing or paying cash? Were they shown 84 months or given on the road numbers? Are they a potential lease customer? Did the process create an opportunity for the F&amp;I department? When your approval comes with stipulations–did you verify them before contracting? Paying attention to the smallest of details can speed up contract funding, pay traded vehicles off in time, and reduce floor plan fees.</p><figure class="ql-card-editable ql-card-figure"><img src="https://cdn1.dealermarketing.com/wp/2020/05/dreamstimemedium_166517207-630x350.jpg?auto=format" style="display: block; margin: auto; user-select: auto;"></figure><p><br></p><h3>PROcure &amp; PROtect</h3><p>Procuring the sale of the vehicle while protecting the dealership is the main purpose of the finance manager. Our number one job is to get that vehicle signed, sealed, and delivered no matter what the method of payment or number of products they buy. Even if that means taking the dreaded zero profit deal. But most importantly we need to do it the RIGHT way–ethically and legally. If your deal ends up in a courtroom can you defend it and protect the dealership? Are the documents properly disclosed and signed? Did you present every option to every customer?</p><p>I've read a lot of comments on social media groups about finance managers only motivated by maximizing their pay plan. But I encourage you to take a different perspective - we are here to provide a service to the customer and the dealer. If you do that at a PRO level, the profit will follow. My friend Marv Eleazer explains it perfectly by saying "A PRO always does the job with excellence placing the customer and dealer needs ahead of his own."</p><h3>PROducts</h3><p>Product knowledge is a key component to being a PRO. It is difficult to explain the advantages of a product's coverage to a customer if you don't understand it yourself. Read your contracts, read your contracts, read your contracts. Believing in your product takes that principle one step farther. You may be able to "sell" anything, but are you matching the right products to the right customer, or are you just "selling" to make profit?</p><p>A true PRO would never sell a product to a customer that doesn't need it. I saw a quote once that said: "Don't sell a product, provide a solution to a problem." This has always stuck with me when presenting a menu and explaining options. Work with your service department, make the service writers and vehicle technicians your best friends. They have the most hands-on experience with the coverage, so use them. Create testimonials and monetary spiffs for leads that come from that department.</p><h3>PROduce</h3><p>No matter what your beliefs, judgments, or preconceived notions of a customer–an F&amp;I Manager has a critical role in producing an A+ customer experience. My friend <a href="https://www.dealermarketing.com/expert-panel/justin-gasman" rel="noopener noreferrer" target="_blank">Justin Gasman</a> of McCaddon Buick, GMC, Cadillac stated: "A PRO is someone who has focused intensity and sweats the details while being mindful of the timeframe and expectations that come with the career." Stop judging based on credit score, income and trade.</p><p>Sit down and have a conversation with the customer that has been brushed off by three other stores down the street. Listen to their story and get the information you need to truly help them. If you can produce a happy customer - they will listen and trust your advice when presenting their options. A bad customer experience can create higher chargebacks, costing the dealership and you money. A disgruntled customer can also affect your long term business with bad reviews. The online world of business reviews and survey information is consistently growing. In a media of FREE advertising, we can't afford to get it wrong.</p><h3>PROfit</h3><p>In recent years, the automotive industry has recognized a shift in dealer profit from the front end to the back end of a car deal. With mounting competition, educated car buyers, and legal ramifications, the Finance Office is rapidly becoming a major profit center for today's dealerships. Profit is a very serious term in this industry, and how we make it has changed drastically. That profit can also come at a substantial cost to your employees. Long hours and crazy schedules consistently disrupt the balance between work and personal life. Essentially, we are losing profit, by killing ourselves to make profit.</p><p>Now don't take me the wrong way, I know we all have bad days. So how do we make small changes in order to increase our PRO level? We start with ourselves. In the midst of the chaotic moments, remind yourself to BE A PRO! It is easy to get frustrated, throw in the towel, and yell at everyone in your direct path.</p><p>I never said being a PRO would be easy. Nevertheless...</p><h4><strong>If you want to increase your PRO level - Be PROactive in the PROcess, PROcure the sale and PROtect the dealer, know your PROducts, create PROfit and PROduce a positive customer experience and relationship that will create repeat business.</strong></h4>

Be a PRO in Your Dealership

<p>COVID-19 blind-sided us with an uppercut, right hook and hard hit to the gut. We may be down and a little dizzy, but we are not out for the count. I'm so proud of this country and multiple industries for answering the call of duty. Our manufacturers have switched over entire assembly lines. Dealerships have created new processes to accommodate online sales and employees working remotely. And the patriotism and support I've seen nationwide are encouraging.</p><p>We have accepted the situation dealt to us that was beyond our control. We have adapted to the changes necessary and continued to conduct business. Now it is time to figure out what to do next. I call this Phase 3: Recovery. The road to recovery will be challenging and something none of us have encountered before. The market and the economy will need some time to bounce back. So what do we do when the stay-at-home orders are lifted, and non-essential businesses begin to slowly reopen?</p><h3>Leadership</h3><p>First and foremost, you need to return with a game plan. Now more than ever, your employees need strong leaders. Set a positive example and establish new goals. What did we do that worked? What didn't work? How can we grow from this experience? We have to look forward, not back. The uncertainty will not disappear overnight, but your leadership can dictate your future success.</p><h3>Communication</h3><p>In a time of uncertainty, people want information. We may not have all of the answers immediately. Talk to your floor plan rep and find out what programs they're offering. Talk to your manufacturers about inventory. With the assembly lines shut down, stocking<strong> </strong>product could be a challenge in the immediate future. Talk to your lenders. The situation moving forward is critical for your finance managers. Find out how the lenders are handling the unemployment situation and possible credit hallenges. And, ALWAYS be honest on your credit applications. Never take short cuts to get the deal done.</p><h3>Prioritize</h3><p>Most likely you have deals and title work pending for much longer than usual. With so much unfinished business, it can be overwhelming on where to start. Align your priorities with what your dealership needs most. Is it working capital or cash flow? Is it funding issues with contracts sitting in transit? Keep in mind, everyone else was also closed during the pandemic. So you won't be the only business trying to catch up.</p><h3>People</h3><p>Create an environment where they feel appreciated, safe, and possess the desire to persevere. Your employees have had life-altering changes recently. Some have transitioned from never being home to always being home. Others have small children that have adjusted to new routines and schedules. And don't forget our furry friends that have enjoyed our recent company. The transition back to full staff and working hours presents some level of difficulty for your employees. Be empathetic and allow them time to readjust to a full work week. It can be physically and emotionally draining for the ones that find change difficult.</p><figure class="ql-card-editable ql-card-figure"><img src="https://cdn1.dealermarketing.com/wp/2020/04/dreamstimemedium_91685253-630x350.jpg" style="display: block; margin: auto;" class="lazyload"></figure><p><br></p><h3>Profit</h3><p>Everyone is laser-focused on money, but the economy will need some time to rebound. This can create a mindset of desperation and could spiral out of control. It is critical to know how to cut your losses and move forward. Take a good, hard look at your inventory. It will take a while for the factories to swap back over to producing vehicles and parts. You may be currently stuck with last year's models or older units. The book values on used vehicles are all over the map. Re-evaluate your auction sites and wholesalers to determine which vehicles are costing you the most and liquidate. Work your service lane for vehicle service contracts. If you have an antimicrobial product - promote it to everyone in your CRM. The latter two options can generate immediate income.</p><h3>Process</h3><p>This season has certainly created a necessity for transparency. If you were not following a transparent, compliant and ethical process prior to Covid-19, you will be now! The online sales market is a different beast when it comes to honesty and compliance. Customers are shopping your competitors and the commitment to buy is not just based on price or payment. Did you sell yourself and your brand during the process? What changes did you make during the shutdown that were effective? What set you apart from the competition and how can you grow from the experience?</p><p>My usual response to full chaos or downtime in the showroom is "get back to basics." However, we are entering a new era of the auto industry that we need to embrace. The basics may take on a new look in the future. We must accept, adapt and grow. Take what you've learned through this situation and make it work for your future business. Some of us will push for <em>business as usual</em>; however, the path forward displays a unique set of new processes. Although these may differ greatly from our concept of what is normal, keep an open mind. There are lessons we can all learn from this experience.</p><p>The road to recovery will be our greatestmission.</p>

The Road to Recovery

<p>It is no secret that the automotive industry has historically been dominated by the male gender. The NADA Work Force Study of 2015 stated that women make up 47% of the US Labor Force. However, only 23.6% of those women are employed in the automotive industry. Of that 23.6%, only 8% were in key leadership roles, and the other 91% held positions in either administrative or clerical roles.</p><p>Over the last several decades, there has been little change in these numbers. I find these statistics quite alarming and worth further investigating.</p><p>So why are we not recruiting, hiring and marketing to more women? Is it the stereotype that women are emotional and cannot make clear decisions? Do employers feel that women are incapable of conducting business on a day-to-day basis, in a professional and productive manner? Do females come across as weak and inferior to men?</p><h3>Capitalize on the Differences Between Men and Women</h3><p>It concerns me that people are quick to point out the differences between men and women in a negative manner. Instead, we should capitalize on these differences and use them to our advantage. The NADA study stated that women influence 85% of the automotive buying decisions. In addition, 65% schedule the service work for their household. Most importantly, 47% of women prefer to buy from other women.</p><p>Their reasoning included several traits they felt women possessed that men did not: respect, honesty, compassion and better listening skills. At the time of that study it was noted that only 1% of customers were satisfied with the car buying experience. In order to diversify the workplace, increase profit margins, and change the buying experience, we must start with our own perceptions. Imagine the increase for your business with more deals closed, higher customer survey scores and a positive, productive work environment.</p><figure class="ql-card-editable ql-card-figure"><img src="https://cdn1.dealermarketing.com/wp/2020/04/dreamstimemedium_152637735-630x350.jpg?auto=format" style="display: block; margin: auto; user-select: auto;"></figure><p><br></p><h3>How do we make the industry more attractive to women?</h3><p>It is imperative that we start encouraging more women to enter the automotive industry. Although proven to be a challenge so far, it is possible. In recent years women have been making their voices heard and proving themselves worthy of the same respect as their male counterparts. In January of 2014, Mary Barra became the first woman to hold a CEO position at a major manufacturer and started with the company in 1980. She initially worked for 5 years as a Co-op student for Pontiac. It took 34 years and several positions to finally reach the top level.</p><p>In October 2018, Deloitte released a study called "<em>Women at the Wheel</em>." It stated that 65% of women were dissatisfied with the unattractive work environment. This included unwanted sexual advances and feeling unsafe at work. The other issue facing 59% of the women polled was a disparity between the balance of work and life. The long hours and commute times were stretching them thin and taking away quality time from themselves, their families and their friends. The void of flexible schedules accounted for another 46% that deterred women from taking a job at a dealership. The lack of advancement opportunities was noted by 39% of those polled. Obviously, the changes needed are small but significant.</p><h3>Where and How Do You Hire Women?</h3><p>The talent level and profit potential of adding women in automotive are being extremely overlooked. So let's talk recruiting - how and where do you hire great female employees? Start within your organization and promote. Go to the 91% of the women currently working in automotive in administrative or clerical roles. They already know the business and culture of your dealership.</p><p>Maybe your receptionist is a better fit for your BDC. It's entirely possible your title clerk would make a great salesperson. Warranty clerks are a wealth of knowledge in regards to the manufacture coverage, so consider promoting them to finance managers. You can also find incredible talent in similar service industries; restaurant servers, bank reps, and real estate agents already focus on serving customers to close a sale. The bottom line is there are people around you every day that have been overlooked. I encourage you to look for the positive sides to promoting and hiring more women.</p><h3>Let's Break Down the Stereotypes</h3><p>Surveys have shown customers are more trusting of a female in the finance office than a man. Does that mean a guy cannot be empathetic or trustworthy? No! I have seen both men and women perform at top levels, and I have also seen others become victims of the gender labels. Eleven years ago when I started in the Automotive Finance Industry, I made it my mission to break down these stereotypes. The secret to my success is that I don't see myself as any different than the gentlemen that I go head-to-head with every day.</p><p>At the end of the month we are all measured by the same standard of performance. The role of the F&amp;I Manager is the same, no matter whether you wear a skirt and heels or a suit and tie. Protect the dealer, deliver the vehicle, present the options and maximize profit.</p><p>I challenge you to break down the stereotype. Change your perception. Treat each other with respect without seeing gender. Continue to perform at the highest level possible despite judgment from customers and co-workers. Bridge the Gap so we can all achieve greater success and change this industry.</p>

Create a More Diverse Workforce to Achieve Greater Success

<p>Entering 2020, many people are talking about vision, hindsight and future potential. I often wonder how my career would have been different if I had the same knowledge 11 years ago that I have today.</p><h2>Being a Finance Manager is Difficult</h2><p>I definitely would have told myself in the beginning that being a Finance Manager can be highly stressful. The hours are long, and the responsibilities of the office are demanding. Learning to balance your work life and your home life becomes a necessary skill. You are going to miss out on things with your family and friends, but the long-term rewards will be worth it.</p><p>A strong support system outside of the dealership is critical. Don't be too hard on yourself or give up in the first 6 - 12 months. It takes a significant amount of time to learn the products and processes and to build a career, not just a job. You are going to see the industry from a different perspective than salespeople or sales managers. Build strong, healthy relationships with everyone including your sales staff, service department, lenders and product representatives. You are a leader in your dealership so lead by example.</p><h2>Be Genuine and Believe in Your Product</h2><p>Go to your product training classes and listen. Knowing the products and the benefits they provide for your clients is the first step in succeeding with your presentation. You must also believe in those products in order to build trust and speak confidently. A client in your office will know immediately whether you are trying to sell to them or help them. Even though this may be the first deal you are doing with them, it is usually not the first car they have ever bought. They have heard sales pitches since the first time they walked onto a lot and they expect it from you too.</p><p>One of the most common mistakes that rookies make in the Finance office is pre-judging customers. Whether it's based on appearance, credit score or attitude, everyone has a story, so take time to listen. The possibility of changing a client's current situation with the ability to buy a vehicle can be the most rewarding part of your job. Often we try to select what we think they need or want. Instead, present them with all the options and let them choose. Clients like to be in control of their deal and your office is no different.</p><p>Establish a process and stick to it–meet the customer, verify information, talk to your lenders, create a relevant menu, handle objections and print paperwork. Get involved as early as possible in the deal and pay attention to details. Get used to rejection because you are going to hear the word <em>'No'</em> often. Get comfortable with a few simple objection handling techniques and use them well. This is not a position that reaps benefits immediately but it can turn into amazing relationships and repeat business if you are honest and genuine. You will be more effective and sincere once the client enters your office if you have done your due diligence upfront.</p><figure class="ql-card-editable ql-card-figure"><img src="https://cdn1.dealermarketing.com/wp/2020/03/dreamstimemedium_140246915-630x350.jpg?auto=format" style="display: block; margin: auto; user-select: auto;"></figure><p><br></p><h2>Stay Humble and Always be Willing to Learn</h2><p>Once you get your bearings, get industry certified. As finance managers, we have a legal obligation to protect our dealerships, employees and customers. Contact the Association of Finance &amp; Insurance Professionals (AFIP). This organization will educate you on the legal and ethical side of the finance manager role. Every deal you sign off on could potentially end up in a courtroom so make sure you can defend it. Invest in yourself early and often. Attend conferences that focus on the content of your office. The Ethical F&amp;I Managers Conference is held in Denver in April and is a limitless source of information that will guide you through changes in the market, laws and techniques to increase your success, and ultimately profit, in the finance office.</p><p>Find a mentor, a veteran in this business that will support and encourage you. The Ethical F&amp;I Managers, EFI<sup>TM</sup> group on Facebook is a great place to start. The vast amount of knowledge and resources provided by the members of this group can be instrumental in achieving your goals. True professionals in this industry will be honored to share their experiences and help guide you. The impact of shared knowledge can exponentially increase your success, both personally and professionally.</p><p>The daily role of the finance manager can be a roller coaster ride. You can experience extreme highs on good days or extreme lows on bad days that can create a spiral of self-doubt and destroy your attitude. Trust me when I tell you that attitude is everything! Be grateful, stay humble and always be willing to learn. The day you think you know everything there is to know, you have failed yourself and your clients.</p><p>Practice your presentation with everyone and anyone that will listen. Carl Grane, Director of Training at EasyCare/APCO, put it best when he said, "become a student of the industry and train every day." We can all learn something new whether we've been in the business for five years or 25 years. Keep an open mind to all the information shared by those that have trudged this path before you. Take advantage of the vast amount of resources available.</p><p>Some of us learn the hard way by thinking this position is a short term paycheck and not a long-term career. Be ethical and efficient and start your career on the right foot.</p><p>Success will come to those who are willing to work for it.</p>

Articles by:STEPHANIE COOPER