Frontline Profit Machine: The Khoury Blueprint for Exploding Profits at the Point of Sale [Hardcover]

Ziad Khoury (Author)

Book Description

Publication Date: August 1, 2009

As a business owner, you have no control over your competitors, the economy or the litany of outside influences that affect the health of your business. What you do have control over is the performance of your team, the environment you create, and the people you invite to join your team.

For many businesses, improving the service and sales ability of the frontline -those who deal directly with customers--provides the largest opportunity for profit gains. This is because for many businesses, a 5% to 10% improvement in top line revenue can result in 100% improvement in bottom-line profit. Frontline Profit Machine provides an in-depth summary of how businesses can increase profits by improving service and sales at the frontline. This is not simply a matter of up-selling customers; it requires a cultural transformation encompassing training, a sense of ownership and empowerment among frontline employees, measurement, and appropriate financial incentives--all parts of the Khoury Performance Equation blueprint.

Frontline Profit Machine is a revolutionary business book that outlines how your organization can achieve these goals!

Editorial Reviews

From Publishers Weekly

A vehicle for consultant Khoury's "Khoury Performance Equation," this business title pushes the idea that companies can maximize profits by concentrating on the "frontline," where the company meets the customer. Though "frontline sales" may conjure visions of used car dealerships, Khoury points out unlikely businesses, like Starbucks and Southwest Airlines, that have achieved their remarkable success by creating an environment in which every employee considers himself a salesperson and, essentially, an important team member: "Happy employees ... result in happy customers." Khoury doesn't downplay the difficulties of transforming a corporate culture, addressing obstacles from politics to inertia to insecure managers. Still, it seems likely an individual armed with this book won't be able to turn around a large company without hiring the Khoury Group to help. Khoury provides more substance than many management gurus, but his case studies for improved performance through the Khoury Performance Equation give hypothetical outcomes, not actual results (Khoury cites the examples of Enterprise and Nucor, neither of which used Khoury or his methods). An above-average entry in a crowded field, this leadership training manual over-promises but contains solid insight and instructive advice.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

About the Author

Ziad Khoury, founder and president of Frontline Performance Group, is the originator and developer of the Khoury Performance Equation (KPE), a comprehensive and proven blueprint on how to create a high-performing, service-based sales culture. The phenomenal results his firm has generated over the past 17 years led him to write Frontline Profit Machine. For more information, please visit www.frontlineperformancegroup.com

Product Details

• Hardcover: 272 pages
• Publisher: Select Books (August 1, 2009)
• Language: English
• ISBN-10: 159079186X
• ISBN-13: 978-1590791868
• Product Dimensions: 9.3 x 6.3 x 1 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #784,073 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

4.0 out of 5 stars Revealing guide to optimizing frontline sales, May 25, 2010

By 

Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
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This review is from: Frontline Profit Machine: The Khoury Blueprint for Exploding Profits at the Point of Sale (Hardcover)

The retail sales floor and your other customer contact points are your company's "Frontline." Most of your sales happen here as your staffers interact with your clients. Yet many companies fail to take full advantage of this potential. To maximize your sales, first motivate and train your frontline employees. Sales performance consultant Ziad Y. Khoury provides a blueprint (somewhat grandly named the "Khoury Performance Equation" or KPE) that your company can use to optimize its sales. He designed his program to help businesses create the best environment for frontline employees to enable and encourage them to sell more. His system is detailed, if not highly original. Its major benefit is Khoury's practical advice on building point-of-contact sales. getAbstract finds that this specificity makes the book useful to retail store managers and other executives who deal with the buying public.

5.0 out of 5 stars Frontline Profit Machine, October 19, 2009

By 

Derrick L. Hawkins "D NICE" - See all my reviews
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This review is from: Frontline Profit Machine: The Khoury Blueprint for Exploding Profits at the Point of Sale (Hardcover)

Wow! This book is one that should be a must read for anyone willing to take their company's P&L to the next level. The author makes a clear case for the need to change "the way things are done around here". Not only is the case made, but Frontline Profit Machine shows how to influence others in your business to see that there is no growth without change. To take it a step further, Ziad Khoury shows you how to not only improve but to reach your company's true potential (there is a huge difference!). Highly recommended.

5.0 out of 5 stars A "Win-Win" Approach To Profitability, October 14, 2009

By 

Lorraine Diaz (San Antonio, TX) - See all my reviews
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This review is from: Frontline Profit Machine: The Khoury Blueprint for Exploding Profits at the Point of Sale (Hardcover)

Khoury's Frontline Profit Machine provides the solution for increased profitability with his "how-to" approach for transforming a "vanilla" order taking organization to one based on superior customer service. He outlines, in a clear and concise manner, steps for recruiting top talent, creating the right environment, and motivating sales staff that will increase employee satisifaction and ensure customers keep coming back. I highly recommend this book to anyone who's on the frontline, managing one, and to anyone who owns a business.