The Phillip M. Perry Catalog

Current until May 31, 2017

Each of these thoroughly-researched articles includes quotes from people in our database of over 400 of the nation’s foremost management consultants, workplace psychologists, and employment law attorneys.

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ADVERTISING; EMPLOYEE; FINANCE; INSURANCE; INTERNET; LEGAL; MANAGEMENT; MERCHANDISING; MOTIVATION; RETAIL; SECURITY; TRADE SHOW


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Click here to go to the private, interactive catalog. Use your client password to browse close to 200 business articles with nearly 400,000 words of researched text. Download articles by clicking their titles. You’ll receive copy in plain text format, ready for your word processor. Don’t have a password? You may obtain one by signing a retainer agreement with Phillip M. Perry. Send email or call the author at (212) 274-8694.


New articles


April 15, 2017. WORKPLACE DRUG ABUSE: Reducing the Risk of Impaired Employees. More people than ever before are using drugs illicitly, presenting employers with the costly burden of identifying and responding appropriately to workplace impairment. The problem has become more difficult with the escalation of opioid addiction and the legalization of marijuana on the state level. Failure to maintain a drug free workplace can lead to an erosion of profits caused by everything from lower employee productivity to lawsuits by injured customers. 
Keywords: EMPLOYEE LEGAL


February 25, 2017. WORKERS COMPENSATION INSURANCE: How to Cap Costly Premiums. Workers compensation insurance plays a critical role in returning injured employees to health while protecting employers from costly civil lawsuits. When a workplace experiences too many accidents, though, escalating premiums can take a big chunk out of the bottom line. Employers need to train workers in safe work habits and shop for carriers who will partner in identifying fraudulent claims.
Keywords: INSURANCE


January 11, 2017. TRACKING THE ELUSIVE BUSINESS LOAN: How to Build a Case for a Successful Application. Thanks to a robust real estate market and rising interest rates, banks are more eager to lend than at any time in recent memory. Business borrowers, though, must lay the groundwork for a successful loan application by improving cash flows and initiating communications with bankers long before money is needed. Smaller banks can help fill the gap when larger ones refuse to extend credit.
Keywords: FINANCE


November 30, 2016. CHIP CREDIT CARDS: Retailers Grapple with Costly POS Upgrades. Most retailers want to reduce costly fraud associated with credit card use. Yet many are dubious about the new plastic that comes with embedded chips. The technology better protects personal data from theft, and that’s a good way to maintain customer good will. But the cards require costly investments in new POS technology. And retailers are angry that the card industry has shifted the burden for counterfeit card use from banks to merchants. How about your readers? Should they spend the money required to upgrade their systems—or wait for mobile payments to become the predominant transaction platform? This new story covers the many issues retailers need to know as they grapple with this issue.
Keywords: RETAIL FINANCE 


October 6, 2016. FORECAST 2017: Rising employment, confident consumers. Businesses should enjoy a healthy 2017, thanks to rising employment, higher wages, and continuing gains in housing and business investment. However, bottom line pressure will come from rising labor costs and a healthy dollar.
Keywords: FINANCE MANAGEMENT RETAIL


September 12, 2016. AVOID COSTLY PENALTIES FOR OVERTIME VIOLATIONS: New regulations raise stakes. Retailers failing to pay overtime to nonexempt workers face costly penalties. The stakes have been raised higher with new regulations from the U.S. Department of Labor which more than double the minimum salary for exemption. Employers must now review their workforce and reclassify individuals as required.
Keywords: EMPLOYEE FINANCE


August 1, 2016. GOOD VIBES: Create a Positive Workplace to Boost Profits. A positive work environment encourages higher customer satisfaction, revenues and profits. Unfortunately, it’s all too easy for negative thinking to permeate a business. The result is a toxic workplace where employees resist change, ignore customer needs and adopt an attitude of “look out for number one.” It’s possible to improve group attitudes and even turn around a toxic environment. In the attached story, “Good Vibes,” management experts tell how to encourage happy, productive employees.
Keywords: MOTIVATION


June 20, 2016. HIRING FOR THE SALES FLOOR: Get the Right Staff to Boost Profits. Hiring a new sales person is always difficult. It’s especially challenging today when tight profit margins accentuate the negative effect of any business error: One bad hire can have a devastating impact on the bottom line. How can your readers select the best candidate? Experts address that question in the attached story, “Hiring for the Sales Floor.”
Keywords: RETAIL EMPLOYEE

A version of this story is also available for non-retail business readers.


May 16, 2016. SUPER-SIZE YOUR SALES. Retailers have always used great sales techniques to drive revenues and profits. Today, though, it’s more important than ever to deal profitably with every customer who enters the store. There’s just too much competition from the Internet and rival stores. In my new story, “Super-Size Your Sales,” five retail experts offer 12 of their top sales tactics. Your readers can apply these techniques (along with the story’s extra dozen “bonus tips”) right away to their daily operations.
KEYWORDS: RETAIL


March 28, 2016. SAVING THE FAMILY BUSINESS: How to Balance People and Profits. For most family businesses, the transition to a new generation of ownership is fraught with emotion. Maybe several siblings expect to inherit the same presidential chair. Or Mom and Dad are distraught at the prospect of letting go. Or one child wants to assign a vital leadership role to a spouse other family members dislike. Any one of these or a host of other generational dysfunctions can scuttle the smooth passing of the baton. No wonder relatively few organizations survive the crisis. Your readers can obviate these conflicts by taking steps to establish a common vision among all stakeholders. Just how to do so is covered in “Saving the Family Business: Balancing People with Profits.”
Keywords: MANAGEMENT


February 29, 2016. HOW TO BUILD A GREAT ONLINE REPUTATION. More customers than ever before are checking out retailers online before making “buy” decisions. Positive reviews by previous shoppers can make your readers’ cash registers ring a merry tune. Negative comments, on the other hand, can send customers directly to the competition. Your readers can get ahead of the selling game by responding to negative reviews and encouraging positive ones. And more: The buying public will be impressed by helpful advice in the form of forum posts and videos. Just how to get it all done is covered in the new story, “How to Build a Great Online Reputation.”
Keywords: INTERNET RETAIL ADVERTISING

January 13, 2016. WORKPLACE WARS: Resolving Employee Conflicts Can Bolster Profits. Every workplace has its share of employee conflict. For the most part, simple disagreements and misunderstandings blow over in a day or so. Too often, though, things don’t work out so well. Emotions run high and performance starts to suffer. That affects the bottom line. When employee conflicts create a dysfunctional workplace, managers need to step in and help resolve the relevant issues. Just how to go about this daunting task is covered in this story.
Keywords: EMPLOYEE

November 30, 2015. LOCAL POLITICS: Pull the Strings Your Way. We’re entering an election year, and everyone’s focus will be on changes at the White House and in Congress. But the fact is that small businesses are affected more by what their town and city politicians do than by what happens in Washington. The good news: Your readers can make a difference by working closely with their local representatives. Here’s how.
Keywords: MANAGEMENT

October 14, 2015. FORECAST 2016. How will your readers fare in 2016? Will their business operations get a boost from a more favorable economic environment? Where will the employment figures be as the year progresses? How about wages? Will housing help drive growth? Will increasing confidence among consumers and corporations drive a stronger economy? Your readers will be asking those questions as they solidify their business plans for the coming year. They’ll get some answers in my article, “Forecast 2016.”
Keywords: FINANCE MANAGEMENT RETAIL

August 31, 2015. INDEPENDENT CONTRACTORS: The Rising Risks of Misclassification. Most employers would like to put a lid on the rising cost of labor. One way to avoid fattening the payroll is to hire independent contractors when their specific talents are needed. Utilizing these contingent workers can avoid costly increases in benefits and payroll taxes. Even so, employers must be careful to avoid falling afoul of the law. Classifying employees as independent contractors can spark costly penalties for violating regulations that protect employee benefits. This past summer the U.S. Department of Labor raised the stakes by announcing a new drive to identify and penalize improper personnel classification. Given this tougher enforcement environment, employers must take steps to ensure their own worker classifications comply with federal and state law. In this story attorneys and consultants tell how to utilize independent contractors without triggering costly legal land mines.
Keywords: EMPLOYEE LEGAL

July 13, 2015. SMART EMAIL MARKETING: Boost Your Sales by Building Your Brand. Your readers are always looking for new ways to promote sales. Sometimes, though, the old methods work best—when fine-tuned, that is, with new approaches. Example? Email marketing. Retailers everywhere can develop long term customer relationships and promote repeated purchases by designing email campaigns that capitalize on the unique potential of the medium to connect with shoppers and fine tune the store brand. Experts tell how in this article.
Keywords: RETAIL INTERNET

May 27, 2015. BUDDY TO BOSS: Helping Newly-Promoted Managers Succeed. Employers often promote their star employees into leadership positions.  The motivation to do so can arise from a desire to reward fine performance, or to enhance workplace morale by promoting from within. Too often, though, such promotions end up disrupting the workplace and harming profits. Why? To succeed, supervisors and managers require a mastery of “people skills” seldom possessed by those who have excelled in operational tasks. New leaders require training in such skills to effectively motivate their teams. The good news is that employers can take steps to prepare their best employees for the demanding task of leading other people. Just how is explained in this story.
Keywords: EMPLOYEE MANAGEMENT

April 13, 2015. HOW TO NEGOTIATE A BETTER LEASE. Smart Strategies Can Protect Your Bottom Line. In a real estate market characterized by rising prices, retailers must protect their profits by negotiating favorable terms at lease renewal time. A proactive approach can keep landlords from getting the upper hand. Retailers must get an early start, research their local markets for current pricing, and create fallback positions that provide negotiating leverage.
Keywords: RETAIL FINANCE

March 3, 2015. HOW TO GET A BETTER MERCHANT ACCOUNT: What to Look for When Comparing Credit Card Contracts. Retailers can save money and increase profit by negotiating favorable terms in their credit card merchant accounts. Industry consultants tell what to look for in good contracts, how to weigh competitive quotes on an “apples to apples” basis, and how to assess the quality of merchant account providers.
Keywords: RETAIL FINANCE

January 19, 2015. ALL IN THE FAMILY: How to Help Non-Family Employees’ Fit Into Your Family Business. When family businesses treat non-family employees like second class citizens, morale and productivity can suffer. This article offers insights into workplace practices that make “outsiders” feel like part of the team.
Keywords: EMPLOYEE MANAGEMENT

December 3, 2014. RX FOR HEALTH INSURANCE COSTS. Obamacare Brings Opportunities and Complexities. Finding great health insurance has always been a problem for employers. The Affordable Care Act (ACA) was passed nearly five years ago in an effort to make the task easier. Has the legislation helped or hindered? This article discusses the changes underway in the marketplace and the resources available to employers.
Keywords: EMPLOYEE MANAGEMENT

October 17, 2014. FORECAST 2015. As your readers approach the beginning of a new year they will be wondering about the economic environment ahead. A number of questions suggest themselves. Will consumers be more willing to open their wallets than they were in 2014? Will large corporations, such a critical element of the employment picture, hire more workers? Will banks be willing to lend money for expansion? These questions and more are tackled in the new article, “Forecast 2015.”
Keywords: FINANCE MANAGEMENT


September 3, 2014: ROMANCING THE LOAN: How to Court Banks for Better Terms. Five years have passed since the Great Recession, and the nation is gradually righting itself economically. Many small businesses, however, still struggle with the challenge of building productive banking relationships. Financial institutions, badly burned in 2008, are often reluctant to make loans. And many seem more interested in large corporations than Main Street enterprises. Yet banking experts say small business owners can take steps to improve matters. This story covers how your readers can deal productively with their banks.
Keywords: FINANCE


July 29, 2014: HOLIDAY STRESS BUSTERS: A Calmer Store can Mean Higher Christmas Profits. Retailers can enjoy more sales and higher profits this holiday season by reducing the amount of stress felt by employees and shoppers. Practical steps include rehearsing challenging customer scenarios and creating “fun” shopping environments. Managers must also reduce their own stress levels to deal effectively with the public.
Keywords: RETAIL


June 25, 2014: STOP, THIEF! Retailers large and small risk an erosion of profits from professional shoplifters. The prevalence of sophisticated thievery has increased with the Internet’s efficient connection of stolen goods with buyers. In this article security experts offer advice on how to stem the tide.
Keywords: SECURITY


May 8, 2014: IS YOUR WEBSITE PULLING ITS LOAD? As the Internet becomes more tightly integrated with marketing, business owners must renew their efforts to fine tune their websites for maximum effectiveness. Enter “web analytics,” a technology which, when employed in conjunction with Search Engine Optimization, can boost revenues and profits.
Keywords: INTERNET


March 31, 2014: BRAND ONE: How the Right Business Image Boosts Sales. Business owners can increase revenues by creating compelling business brands that tell unique “stories” about price, value and service. By speaking to customer needs successful brands differentiate operations and strengthen their market positions.
Keywords: MARKETING


February 28, 2014: ATTITUDE CHECK: How to Turn Negative Workers into Positive Performers (1,500 words, plus 330 words in one sidebar). Businesses more money when employees interact productively with customers. A positive thinking workforce can sell more goods–and create longer lasting bonds with custmers. On the other hand, workers with negative attitudes can cause real damage to the bottom line when mistreated customers jump to the competition. How can your readers cultivate positive thinking among their own employees? Experts answer that question in this story.
Keywords: EMPLOYEE MANAGEMENT MOTIVATION


January 30, 2014: PART TIME WORKERS–FULL TIME CHALLENGE: How to Hire and Keep the Best Applicants.  Faced with escalating labor and benefits costs, business owners are protecting profits by utilizing more part time workers. This story tells how to find the most productive part timers, motivate them for peak performance, and keep the best from jumping ship to the competition.
Keywords: EMPLOYEE MANAGEMENT MOTIVATION


December 12, 2013: FAMILY FEUD: How a Buy-Sell Agreement Can Save Your Family Business. Conflicts inevitably arise when family businesses attempt to accommodate personal goals to the demands of the enterprise. Left unattended, these domestic dogfights can erode the bottom line. Too often the issues escalate until family members depart, taking with them valuable skills or even causing the dissolution of the enterprise. Your readers can take steps to obviate the costliest disasters by creating “buy-sell agreements.” These documents mandate procedures for disposing of the stock of departing family members and resolving internecine disputes. In my new article, “Family Feud,” experts tell how to put together a buy-sell agreement that can help preserve the future of the family enterprise.
Keywords: MANAGEMENT


November 26, 2013: PROTECT YOUR CUSTOMERS’ DATA: Don’t Get Fined for Credit Card Security Breaches. Everyone loves credit cards. But retailers face costly penalties for mishandling customer data–especially when that information lands in the hands of criminals. In this article security experts tell how your readers can protect themselves.
Keywords: SECURITY RETAIL


 


September 22, 2013: PINTEREST: Picture Perfect Profits. Retailers large and small are posting photographs of their merchandise on Pinterest to drum up more sales. What are the best ways to use this social network to best advantage? Consultants around the country offer advice your readers can put to immediate use.
Keywords: MERCHANDISING INTERNET


August 19, 2013: ARE YOU A GREAT MANAGER? Test yourself in these 10 vital areas. Managers are experienced at assessing employee performance. But what if they look in the mirror? Do they have a good idea of how well they are doing and of what supervisory areas need improvement? The question is important, since business profits depend on great management techniques. Here’s something that will help them come up with an answer. “Are You a Great Manager?” is a self-assessment quiz that judges performance in 10 areas critical to success. Performance consultants weigh in with their advice on how to upgrade management techniques for the best results.
Keywords: MANAGEMENT

July 15, 2013: RETIREMENT PLANS: Honey Pots for Top Talent. Most of your readers agree that hiring and retaining the right people is essential for a profitable enterprise. Unfortunately, other employers are pursuing the very same goal. As a result, the most productive sales and service people have their pick of whom to work for. How can business owners get ahead of the pack in the race for the best employees? The answer lies largely in offering the best benefits package. And in a world where Obamacare promises to level the health insurance playing field, more attention is being paid to what many employees consider the second most important benefit: a good retirement plan. Your readers want to offer attractive retirement plans without getting bogged down in legal and accounting minutia. How to do so is covered in this article.
Keywords: EMPLOYEE MOTIVATION

June 10, 2013. SHOWROOMING: How to Turn Enemies into Advocates. Visit a brick and mortar store to examine merchandise. Then buy items online for a cheaper price. That’s “showrooming,” and it’s becoming a significant problem for many retailers. It’s tough to compete with vendors who don’t have to pay for rent and sales staffs. In this article, experts around the country offer advice on how to turn the problem into an opportunity.
Keywords: RETAIL SELLING

April 29, 2013: DISASTER RECOVERY: When Bad Things Happen to a Good Business. Disasters have been much in the news in recent times, with an exploding plant in Texas, a bombing in Boston and hurricanes devastating much of the east coast. In addition to the human tragedies caused by such events, businesses can be seriously harmed or destroyed. Your readers can take steps to mitigate their losses when crises such as these strike. How to go about designing an effective recovery plan is covered in the attached article, “Disaster Recovery: When Bad Things Happen to a Good Business.” Three security consultants offer advice on what goes into a good plan and the importance of maintaining it.
Keywords: SECURITY

March 25, 2013: UPSELL! How to Fuel More Sales from Every Customer. Good sales people engage customers from the time they walk through the door to the time they pull out their wallets. The best of those sales people engage in “upselling”—encouraging customers to enjoy more benefits from higher quality, higher priced merchandise. Your readers can train their employees to serve more customer needs with the best merchandise.
Keywords: RETAIL SELLING

February 15, 2013. WORKERS COMPENSATION INSURANCE. Employers face higher costs as the insurance industry changes its calculation for the “x-mod,” that critical element of the premium calculation formula. In response to higher medical costs and a diminishing number of carriers, business owners are instituting programs to control the impact of workplace accidents.
Keywords: INSURANCE

 

Articles from 2012

November 26, 2012: GET MORE FROM YOUR NEXT TRADE SHOW. Every trade show presents attendees with a conundrum: On the one hand the presence of so many industry leaders and vendors provides opportunities for boosting business profits. But that same variety of opportunity can lead to costly confusion. Every attendee must solve the puzzle of how to work the show in a profitable way without getting bogged down by crowded booths, talkative vendors and ineffective concurrent sessions. Four trade show experts offer some assistance in the new article, “How to Get More from Your Next Trade Show.” A sidebar discusses how social media are making such shows more effective.
Keywords: TRADE SHOW

October 18, 2012. FORECAST 2013 A new year is around the corner. Small business owners everywhere will be wondering what the future holds in terms of the economic environment. Will the nation finally recover completely from the recession? Will consumers show signs of greater confidence? Will corporations start hiring and investing in new capital goods? What’s it all mean for revenues and profit? See the answers from market watchers in this article.
Keywords: FINANCE MANAGEMENT

September 19, 2012. GET HAPPY: Positive Attitudes Boost Profits (1,000 words plus 700 words in two sidebars). Tough times take a big toll on workplace attitude as business owners and employees alike descend into a funk. That’s bad for sales and profits. In this article management consultants describe the importance of a good attitude and offer advice on renewing the workplace spirit.
Keywords: EMPLOYEE MANAGEMENT MOTIVATION

August 4, 2012: HACK ATTACK: Protect Your Online Bank Account from Fraud. Business owners use online banking for everything from vendor payments to payroll. The convenience of the Internet, though, carries risk. Banks do not indemnify commercial bank account holders for theft. There’s no recourse when cyber-thieves remove funds through fraudulent wire transfers. How can your readers protect themselves? The answers are in this article. The story includes a sidebar quiz so readers can test themselves on their current levels of cyber-safety.
Keywords: SECURITY INTERNET

July 6, 2012: GIFT CARDS: Plan Now for Christmas Profits. Retailers can increase their profits this Christmas season with carefully designed gift card programs. Success depends on imaginative promotional strategies, policies that reward employees for selling cards, and premiums for customers who reload. Retailers must also comply with relevant federal and state regulations.
Keywords: RETAIL MERCHANDISING

May 30, 2012: THE COST OF TALK: How to Cap the Monthly Phone Bill. Increasingly used as a power base for successful retailing, the smart phone comes with a cost: Surprise charges for voice and data overages. Retailers can take steps to limit the damage by monitoring their invoices, selecting their plans carefully, and having employees use their own phones for company business.
Keywords: FINANCE

April 29, 2012: CASHING OUT: How Much Can You Get for Your Business? Good news for anyone looking to sell a going enterprise: Thanks to changing economic conditions, buyers are paying the highest rates since the 2008 recession. How can your readers facilitate quicker sales at better prices? Several experts in commercial real estate offer advice.
Keywords: FINANCE

March 27, 2012: MERCHANT ACCOUNTS: How to Negotiate a Better Deal. Retailers can reduce the costs of their credit card merchant accounts by shopping for quality providers and vetting their contracts. Thanks to a more competitive marketplace merchant account providers are more willing than ever to deal.
Keywords: RETAIL FINANCE

January 17, 2012: MANAGE YOUR ONLINE REPUTATION. Abstract: Business owners must protect their reputation and their profits by monitoring customer reviews on social media sites. Effective steps include responding in a productive way to negative and positive reviews, and arranging to receive an alert each time a business is mentioned in an Internet post.
Keywords: INTERNET
 


 

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