March 13, 2019 – Peterson Trucks in San Leandro, California
Participants will get a complete overview of what The Great Game of Business is all about. The idea of this training is to teach attendees how open-book management works and how they can use the principles and practices of GGOB to build rapid financial results and lasting cultural change in their organizations.
Attendees will leave with a thorough understanding of how they can get started practicing open-book management as soon as they get back home!
1 attendee: $995
2+ attendees: $895
San Leandro, CA
When Peterson Trucks International (PTI) made the decision to begin playing The Great Game of Business, times were tough. The company was losing money, employee engagement scores were the lowest they've ever been and customer complaints were through the roof.
Everyone in the organization realized something had to change in order to turn things around. “The worst part was that management didn’t even know what the problems were, and the employees had no idea that PTI wasn’t doing well,” says Tom Bagwell, the Executive Vice President at PTI. “All they knew was that we had more business than we could handle.”
That was when Bagwell remembered a book he'd read back in business school: The Great Game of Business. The principles of open-book management tied well with the Brand Ambassador values that were already in place inside the business. Then, with the help of a GGOB coach, PTI began rolling out its new business operating system.
But when PTI opened its books, not everyone reacted well to the new cultural change, says Bagwell – especially when they saw how poorly the business was performing financially. “Employees felt that we were sharing the numbers to help them understand why there would soon be cutbacks,” he says. “While those cuts were far from my mind, fear is a powerful foe. In the absence of information, people come up with the worst case scenario.”
What Bagwell realized was that he needed to remove the negativity in how the team talked to each other. “People rely on cynicism and sarcasm to protect them from the fear of change,” he says. “We needed to create a more positive and collaborative environment if we wanted to turn things around. I told everyone I needed their help and support and that we are all in this together.”
Employees rallied to that cause with the help of regular Huddles, financial literacy training, and MiniGames™. “We found a way to talk about how we could get better, instead of what was wrong,” says Bagwell. “The Great Game of Business was our saving grace and we’ve dug ourselves out of the deep hole that was created,” says Bagwell.
Thanks to the Great Game of Business, PTI has begun a dramatic turnaround. One example is that the company’s return on assets increased from 1.7% in 2014 to 4.4% in 2015 – which equates to a 150% increase in operating profit.
Not only is the company profitable again, employee engagement and customer satisfaction scores have increased dramatically.
A great example of how engaged employees can make a difference is that the company use to suffer from scores of unanswered phone calls placed by current and prospective customers where each call represented hundreds if not thousands of dollars of potential business. Prior to opening the books, 25% of calls went unanswered. Today, it’s been cut to just 4%.
Another example of how engaged employees have driven bottom results came from PTI’s drivers charged with delivering parts to customers. Since they were constantly on the road, the drivers came up with a MiniGame to try and improve their fuel efficiency. If a single truck running 50,000 miles a year, at 7 miles per gallon at a fuel cost of $3 a gallon, could improve its efficiency just 10%, that would result in savings of some $2,000 a year. Once the game began, Bagwell says the drivers took to it immediately and found creative ways to cut back on their fuel consumption by, say, coasting to an exit or shutting off their engine while stopped at a red light.
“No one can push someone harder than they can push themselves,” says Bagwell. “When you give people the chance to shine, they will.”