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Cal Wilson / July 26, 2022

What makes a good salesperson?

The success of many businesses lies with the talent and intuition of salespeople. We’ve all had experiences with great salespeople, and poor salespeople, that stick out in our memory, and probably influenced our choice to buy a product or service.  

So what are the traits of a truly excellent salesperson? Not just someone who can close a transaction, but someone who will make your customers’ overall experience positive and memorable. In this issue of The Pulse, we examine those key characteristics your business should pay attention to when hiring or training salespeople.  

It’s a mix of qualities, habits, and skills.  

There are many components that make a great salesperson. From inherent qualities, like charm, to good habits and skills developed over time, it takes the right combination to achieve excellence.  

Habits and skills you can help train and develop in your employees; therefore, the underlying qualities are going to be really important to look for when hiring.  

What are those qualities? 

The best salespeople have the following qualities: 

  • Empathy – they’re able to genuinely understand their customers’ needs and feelings.  
  • Honesty – you don’t want a snake oil salesman representing your business; honest salespeople are the best direction for your team.  
  • Hunger – a drive to sell that goes beyond making money. 
  • Competitiveness – they’re constantly striving to not only be the best at what they do, but improve on their own performance.  
  • Confidence – this is self-explanatory, but is also a quality that can be built and boosted in employees with the right management.  
  • Enthusiasm – a good salesperson is motivated and ready when they’re working, always looking for possibilities.  
  • Resilience – the ability to bounce back after a dry spell or particularly bad outcome. Resilient salespeople find creative ways to turn things around, rather than giving up or becoming defeated.  
  • Multitasking capabilities – salespeople can juggle multiple opportunities at once, closing existing deals while following new leads, and responding to queries.  
  • Charisma and charm – the ability to create a great first impression and maintain relationships is a big asset in sales.  

This is by no means an exhaustive list, but top sellers and earners certainly possess these qualities and more. 

What skills can be learned and developed? 

Whether you’re hiring a salesperson and looking for a certain set of existing skills, or looking to develop key skills in your existing team, here are a great set to pay attention to: 

  • Listening skills – active, engaged listening is necessary to discovering a customer’s needs and satisfying them. 
  • Strong communication – communication and persuasion, both verbal and written, are imperative in sales. The importance of continuing development in this area cannot be understated.  
  • Networking – especially in the digital era, networking allows for building and maintaining strong relationships, creating leads, and closing deals.  
  • Understanding value – a good salesperson knows selling is more than just a price point, it’s about using value propositions to their full advantage.  

Again, this isn’t an exhaustive list. But if you’re looking to boost your sales team’s abilities, this is a great place to start.  

Strong salespeople practice strong habits.  

Habit and routine are often at the route of workplace success. This is just as true in sales as in any other kind of work.  

Some of the habits that are particularly successful in sales include: 

  • Developing a measurable, repeatable sales process designed to move as many prospects from connection to closing.  
  • Adopt an always learning attitude and continue to update product/service knowledge.  
  • Scheduling consistent follow ups. 
  • Creating a personalized message and approach.  
  • Shadowing your peers and learning from top earners.  
  • Asking for referrals.  

In conclusion… 

The quality of your sales team can make or break your business. Fortunately, the best salespeople have qualities, skills, and habits in common that you can identify.   

Cal Wilson / July 18, 2022

Strategies for reducing plastic waste in the workplace.

Plastic waste is bad for the environment and costs your business money to dispose of. Reducing it is a win-win and relatively simple to do.  

In this article, we look at the state of plastic waste in the workplace and suggest some reduction strategies.  

Plastic waste isn’t being recycled as often as it could be.  

The state of plastic recycling is unfortunately low. Roughly 8.7% of plastics in the United States are recycled. In Canada, the ratio is hardly better, at 9%. This means most plastics end up in landfills. Among the worst offenders are plastic bottles: 

  • 50% of plastic bottles are only used once before being thrown away.  
  • Only 23% of plastic bottles end up being recycled.  
  • Around 50 billion are purchased annually in the United States.  
  • They take over 450 years to degrade into microplastics, despite being used for only a matter of minutes. 

This is despite the fact that plastic recycling is a multi-billion dollar industry.  

What can you do to reduce plastic waste at work? 

Not only is reducing plastic waste good for the environment, but it’s good for your bottom line, too. Waste disposal is expensive and filling up your bins with unnecessary plastics will cost you money in the long run. Taking measures and changing habits to reduce plastic waste is in everyone’s best interest. 

Provide clear and adequate recycling options.  

If your business isn’t recycling already, you should consider making the switch. Companies can see thousands of savings annually by recycling plastics, depending on their number of employees and volume of plastic waste created.  

Some best practices for recycling at your workplace include: 

  • Plan for one recycling bin per 50-75 people, depending on staff density.  
  • High traffic areas, like break rooms or bathrooms, may need more. 
  • Attach a list of what can and cannot be recycled.  
  • Train employees on proper recycling habits.  

Encourage reusables.  

Many of the plastics we use daily can be substituted for reusables. This is especially true when it comes to food and beverage containers.  

You can encourage the use of reusables by: 

  • Discouraging the use of plastic water bottles, in regions where access to safe tap water is reasonable. 
  • Providing employees with a filtered water source to refill reusable bottles.  
  • Provide your employees with a branded water bottle or coffee mug – not only is free swag always appreciated, but it will support brand awareness and make sure reusable options are present.  
  • Stock your break/lunchroom with reusable cutlery and dishes that employees can use and wash. 

Foster collaboration and brainstorming.  

Bring your staff into the conversation about reducing plastic waste. Likely, they will have additional insight that you may not have considered.  

Employees will be able to identify where the most plastic is being used and thrown out, as well as what would help alleviate those pain points. They will also be able to suggest alternatives and strategies that work best for them.  

Likewise, encouraging participation will also build a more sincere desire for success on an individual level.  

In conclusion… 

While no one person or business is responsible for eliminating global plastic waste, there are things you business can do to cut back, all the while saving money on your waste disposal expenses. Reducing plastic waste is a win-win for everyone.  

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Cal Wilson / July 12, 2022

The work week of the future might be shorter.

You’ve probably heard a lot of buzz about four-day work weeks this year. As more countries try it out, and researchers hail the benefits, the concept of a permanent three-day weekend has been at the forefront of many of our imaginations.  

In this issue of the Pulse, we take a look at this trend, and why some are calling for it to become a permanent solution.  

Some countries are headed towards a four-day work week.  

Workers across the globe have been asking to work a four-day work week for the same salary and benefits, while completing the same workload. Many have suggested this is the future of the work-life balance, productivity, and employee satisfaction.  

In 2022, the four-day work week is making waves in the following countries: 

  • Belgium, where workers won the right to a four-day week in March. Employees will be able to decide whether to work four or five days a week, with the same workload.  
  • The United Kingdom is launching a pilot program, involving 60 companies and approximately 3,000 employees, to test the “impact of shorter working hours on businesses’ productivity and the well-being of their workers” among other things.  
  • Scotland and Spain will also be launching a similar trials in the future. 
  • In Iceland, nearly 90% of the working population now having reduced hours or other accommodations.  
  • In Japan, Microsoft found that giving employees a three-day weekend for a month boosted productivity by 40%.  
  • Germans already work a shorter work week than the traditional 40 hours – on average 34.2 hours a week – but 71% of people working in Germany would like to have the option to only work four days a week. 

What about North America? 

While the gears are not in motion as much as they are elsewhere, North Americans are showing strong interest in a reduced work week.  

One study by Qualtrics found that 92% of U.S. workers support a reduced work week, even if it means working longer hours. Likewise, “three of four employees (74 per cent) say they would be able to complete the same amount of work in four days, but most (72 per cent) say they would have to work longer hours on workdays to do so.” 

Canada is feeling much the same. According to Maru Public Opinion, 79% of full-time workers are willing to shorten their weeks.  Indeed also found that 41% of Canadian employers were also considering alternative schedules.  

Does the world need shorter work weeks?  

You may be thinking, of course it would be nice to work a shorter week, but is it realistic? According to many, a reduced week may become a pressing need.  

Economists David Rosnick and Mark Weisbrot have argued that a reduction in working hours will naturally correlate with a much needed reduction in energy consumption. According to them, “if Americans simply followed European levels of working hours, for example, they would see an estimated 20% reduction in energy use – and hence in carbon emissions.” 

A four-day work week reduces: 

  • Commuting related consumption and emissions. 
  • Use of air conditioning and heating. 
  • Use of office lighting. 
  • Time spent running computers and other devices that generate a lot of heat. 

In 2007, Utah “redefined the working week for state employees, with extended hours on Monday to Thursday meaning it could eliminate Fridays entirely. In its first ten months, the move saved the state at least US$1.8m.” 

This is all without even reducing the total number of hours worked from 40.  

Longer weekends are better for workers’ health.  

A permanent three-day weekend has been linked to better mental and physical health. An experiment in Sweden from 2015 found the shortened work week reduced sickness and increased productivity.  

In comparison, long working hours with less down time has been connected to an increased risk of stroke, coronary heart disease, and developing type 2 diabetes. 

Experts believe automation will make the four-day week necessary.  

Automation may leave us with no other choice but a reduced work week.  

As automation increases, and our daily processes become quicker and more seamless, many workers will find themselves filling redundant hours. Anthropologist David Graeber says this has left, and will leave, many employees underutilized in their workplaces – yet stuck with the traditional 40-hour work week due “to the persistent issue of ‘presenteeism’ – where workers are valued… for hours logged in the office rather than productivity.” 

However, increasingly there is predicted to be less working hours to go around, due to machine learning and advanced robotics. A reduced work week may be the only option.  

In conclusion… 

Across the world, workers, employers, and governments are considering the merits of a four-day work week. The results could be beneficial for workers’ health, the environment, business’ operational spend, and adjusting to increasing automation. While nothing is set in stone, it looks like the work week of the future may be shorter.  

Cal Wilson / July 4, 2022

Chargeback fraud – why it happens, and how to protect your business

If your business accepts card payments, you’re potentially vulnerable to chargeback fraud. Also called ‘friendly fraud’ – a less than accurate moniker – chargeback fraud is a growing problem for businesses, especially in the age of online shopping.  

In this article, we look at chargeback fraud; what it is, why it happens, and how to protect your business against fraudsters.

What is chargeback fraud?  

Chargeback fraud happens when a consumer makes a purchase – usually online – with their own credit card, then requests a chargeback from the issuing bank after receiving the goods/services. If the chargeback is approved, it cancels the transactions and refunds the consumer, sometimes at the merchant’s expense.  

Plainly, this is theft, just as much as pocketing an item and walking away with it is theft. However, the difference between in person theft and chargeback fraud, is that it’s not always intentionally malicious.  

Chargebacks911 – a company fully dedicated to helping merchants combat post-transactional fraud – advises that, “chargeback fraud is not a monolith. It encompasses a lot of different scenarios. Essentially, any occasion in which a cardholder might misrepresent the details of a dispute to their issuing bank can constitute chargeback fraud.” 

Every year, retailers worldwide lose billions due to chargebacks, a growing portion of which are a result of chargeback fraud. 

Why does chargeback fraud happen? 

There are both deliberate and unintentional examples of chargeback fraud. Deliberate examples include: 

  • The cardholder’s intent was to get something for free.  
  • They failed to return an item, chose to keep the merchandise, and filed a dispute instead.  
  • They filed a dispute for valid reasons, but then realized the process was simple, and decided to keep the item. 
  • They didn’t like the goods received, but the items were in no way defective or marketed in a misleading manner.  
  • They ordered the same item multiple times with the intent to file a chargeback and “warehouse” the stolen goods. 

Examples of unintentional chargeback fraud include: 

  • The cardholder did not understand the return or dispute process. 
  • They experienced buyer’s remorse, regretted the purchase, but did not want to contact the merchant.  
  • A family member, like a child, made the purchase, but the primary cardholder didn’t know or didn’t want to honor the charges.  
  • They didn’t recognize or forgot the charge when they saw it on their billing statement.  
  • They didn’t qualify for a return, so filed a dispute instead.  

Customers deciding to file a dispute rather than return or exchange an item is more common than you might think. A survey conducted by Chargebacks911 “found that 81% of cardholders have filed at least one chargeback out of convenience. Rather than contact the merchant, they decided it was easier and faster to simply call the bank.” 

Chargeback fraud is very costly to businesses. 

 A 2016 study by LexisNexis found that for every one dollar claimed in a chargeback, a merchant loses up to $2.40 due to product-loss, banking fines, penalties, and administrative costs. Likewise, if businesses face a high recurring rate of chargebacks, they may be subject to higher rates or lose the ability to accept credit cards altogether.  

There is little that can be done to hold the consumer accountable for this cost.  

Unfortunately, chargebacks are a grey area when it comes to the law.  

Chargeback911 explains, “while there have been cases in which cardholders were charged with wire fraud as a result of chargeback abuse, such cases are exceedingly rare… Tracking chargeback fraudsters across state lines would require cooperation from banks, card networks, and multiple local and federal law enforcement agencies. Depending on the circumstances, the Federal Bureau of Investigation (FBI) may even need to get involved.” 

Sometimes, a merchant’s only option is to take the cardholder to civil court.  

Canada is a good example of the rising concern of chargeback fraud.  

Moneris alone recorded over 300,000 cases of chargeback in Canada in 2021, which collectively cost Canadian businesses tens of millions of dollars. Only 15% of small businesses attempted to dispute these claims.  

Moneris says that fraudsters are able to get away with this by using merchants’ lax card security measures against them. And that is an issue that unfortunately extends far beyond Canada.  

What can businesses do to protect against chargeback fraud? 

While chargebacks will always happen to some extent, there are precautions you can take to lower your overall chargeback rate and reduce the risk of fraud.  

You can reduce the rate of overall chargebacks by utilizing strong authentication tools. As Payments Journal explains, “if any of your customers find that their accounts — with stored payment methods — have been taken over and had orders placed without their consent, they’ll file chargebacks.” 

Strong authentications tools include: 

  • Multi-factor authentication (MFA)  
  • CVV validation 
  • Address verification service (AVS) 

Likewise, to prevent specifically fraudulent chargebacks, you can add real-time decisioning to your eCommerce platform. Real-time decisioning allows for accurate fraud decisions before the user goes through checkout and payment authorization. Many vendors also offer protection for chargebacks – essentially insurance for fraud losses.  

In conclusion:  

Chargeback fraud – or friendly fraud – is a big threat to a business’ bottom line and longevity. Unfortunately, it is inevitable, and only growing in popularity as eCommerce grows in popularity. However, there are protections a merchant can take to protect themselves.  

 

Cal Wilson / June 28, 2022

Dynamic Pricing Explained

You’ve probably seen dynamic pricing in action before – even if you didn’t realize it. It’s a common pricing model for goods like motor fuel or airline tickets. 

But is dynamic pricing becoming more and more common with household and other everyday products? This video from the Wall Street Journal investigates dynamic pricing.

Cal Wilson / June 20, 2022

Alternate delivery locations: a cost effective, sustainable delivery solution

Home delivery for online purchases is still on an upwards trend with no signs of slowing down. However, while this has been great for some businesses, it hasn’t been without its consequences. Namely, higher shipping expenses for retailers, traffic congestion, parking violations, and even increased air pollution.  

One option to combat these negatives is Alternative Delivery Locations, or ADLs. In this article, we take a look at ADLs, their pros and cons, and how they could be a cost-effective option for your business.  

What is an ADL? 

An ADL is a brick-and-mortar location where a delivery provider can drop multiple packages and customers can pick up their orders close to home.  

According to the Rensselaer Polytechnic Institute, “alternative delivery locations (ADLs) such as delivery lockers like Amazon’s Hub Locker, postal stores, or partnerships between brick-and-mortar stores and delivery companies such as the UPS Access Point have been developed as viable solutions” to the negative impacts of home delivery.  

You may never have heard of the term Alternative Delivery Location before, but chances are that there is one near you. For example, UPS alone has more than 21,000 Access Point locations in the U.S. and 90% of the nation’s consumers live within five miles of a location. 

Why are ADLs beneficial? 

ADLs have a number of benefits to the consumer, delivery provider, and retailer. These can include:  

  • Reducing the overall fuel used to fulfill orders. 
  • Reducing congestion in urban areas. 
  • Lowering the consumer cost of goods. 
  • Allowing consumers to order without giving their address. 
  • Giving purely online stores access to a physical location. 
  • Reducing shipping expenses for the retailer by as much as 30%.  
  • Reducing a delivery’s CO2 emissions by up to 40%. 

What do customers think of ADLs? 

Research suggests that while some customers will choose an ADL if the option is present, many will still prefer to have packages shipped directly to their home. Unfortunately, it’s the customers who receive the most packages that are among the least likely to use ADLs. Meaning, the customers putting the most pressure on the system are not going to be the ones to take measures to relieve that pressure.  

In urban areas, where congestion needs to be cut down the most, this discrepancy is particularly problematic; data indicates residents of apartment buildings and elderly shoppers will likely travel a maximum of about two city blocks to pick up a delivery. In general, younger customers are more likely to use ADLs.  

For the customers who do choose to use ADLs, research has found: 

  • 50% chose to do so for cost savings. 
  • 15% chose to do so for the added security.  
  • 15% chose to do so for gifts they wished to keep secret.  

North America is behind on the use of ADLs.  

While ADLs are becoming more and more commonplace in Europe, they’re not nearly as widely used in North America. In some European countries, ADLs account for up to 70% of deliveries. In the United States, that number is closer to 18%.  

Why are Europeans so much more willing to use ADLs than North Americans? Well, according to experts, it’s a matter of convenience. It stands to reason that if consumers can get the same package delivered to their home for free, they won’t want to drive to a store or alternative location to pick it up. Meaning, retailers must look into offering incentives for consumers to choose ADLs.  

Can rural consumers access ADLs? 

While ADLs work best in dense, urban areas, they’re not a complete write off for rural consumers. One of the big sells for ADLs is the lower price point, and that can often be a big priority for those in rural, less affluent communities, where distance is considered less of a problem to begin with.  

In conclusion… 

Alternative Delivery Locations (ADLs) offer consumers, shippers, and retailers many benefits and are significantly more environmentally sustainable than home deliveries. However, many consumers in North America will forgo using them, as they’re viewed as less convenient. In order to promote ADLs, retailers must incentivize consumers choosing this option.  

Cal Wilson / June 17, 2022

Toll-free numbers – why your business needs one, and how to find a good rate.

Depending on the size and industry of your business, a toll-free number is a solution that might be on your radar. In this article, we take a look at the reasons why a toll-free number could be a good choice for your business, and how you can find and implement a solution that is cost effective.  

Why choose toll-free? 

The main benefit of a toll-free number is that it can be called by customers across the country without them incurring a charge. They are often used for customer service purposes, like help and information lines, so customers can freely access a business. 

Toll-free numbers work by using specific toll-free codes, made up of the initial three-digit prefix. These include, 800, 833, 844, 855, 866, 877 and 888. 

On top of the ease of access that toll-free numbers bring your customers, benefits of using one include: 

  • They make your business look professional and credible. Since these numbers are recognizable, customers are more likely to trust them.  
  • They allow you to build your brand with a memorable number, that can even include vanity numbers to reinforce your brand. Think 1-800-NEW-CARS.  
  • A toll-free number can unify your image if you have multiple locations, remote workers, or call centers across multiple regions.  
  • They can broaden your exposure, by conveying a bigger presence beyond your local area code – this is especially helpful if you’re looking to expand your business’ reach.  

For a lot of businesses, depending on call volume and needs, this decision is a no-brainer.  

When wouldn’t you use a toll-free number? 

Say you’re a single-location veterinary practice or hair salon – you don’t serve customers outside your direct region. In this case, you’re likely not receiving a lot of calls from long distance numbers, and the cost of the toll-free number wouldn’t be worth the services included. You can probably make do with a more traditional set up and a local number.  

With cloud telephony, toll-free is easier than ever.  

Toll-free numbers have been in circulation since 1966. Today, with the rise of Voice over Internet Protocol (VoIP) phone systems, and cloud solutions in general, toll-free lines for your business are easier and more affordable than ever.  

From being able to use any device, anywhere, to adding more numbers, and scaling the size of your solutions, VoIP toll-free numbers allow for seamlessly implemented solutions that can be customized to your business’ needs.  

Find the right solution for your business.  

Many providers offer toll-free numbers. For a VoIP option, you can expect to pay roughly ten to fifteen dollars a month per toll-free number.  

Be sure to shop around. Different providers will have different options for you, that might be more worth the cost depending on your needs. For example, some providers “require a minimum monthly payment and have a specific number of minutes while many others need no monthly payment but charge per minute.”  

Or perhaps you’re looking for a specific feature that some packages offer. Some that virtually all providers will offer include: 

  • Caller ID 
  • Voice mail 
  • Call forwarding 
  • Auto-attendant 

Some features will be more provider-specific, such as: 

  • International incoming calls, and their subsequent rates 
  • Outbound calling 
  • Video conferencing 
  • Smartphone app compatibility 
  • Call analytics 
  • Built-in hold music 
  • Call recording or transcription 
  • Call blocking 
  • SMS compatibility 

The best thing you can do is be aware of your needs and make the choice that is most cost-efficient for your business.  

Likewise, there is no limit to how many toll-free numbers a single business can use. If your business needs multiple, search for packages that can accommodate that need.  

In conclusion… 

Depending on your business, a toll-free number might be a necessary solution for customer service. Although this solution has been around for nearly six decades, the advent of VoIP and other cloud technologies has made it easier and more affordable to find the best solutions for your business’ individual needs.  

Cal Wilson / June 17, 2022

What’s the hold up on electric transportation?

In 2022 we’ve already experienced record-breaking gas prices and concerns about the growing cost of fuel. As the rest of the world pushes for the adoption of electric vehicles, North America seems to be behind the curve. In this article, we look at why this might be, and how the future of electric transportation might affect that.  

Electric vehicles around the world.  

Around the world, electric vehicles (EVs) are growing in popularity. In December of 2021, Europe saw the sales of EVs overtake the sale of diesel cars for the first time. China is experiencing similar growth in the EV industry.  

In the United States, growth is more stagnant. According to Wired, EVs “made up just 4 percent of vehicles sale last year. While the world falls in love with electric cars, the US is holding out.” 

Projections aren’t great, either. Bank of America forecasts that EVs will make up just 20% of the U.S. car market by 2030, rather than the nation’s public goal of 50%.  

EV adoption is pressing, but not simple.  

With the rising price of gas, and the reality that transportation is a huge contributor to greenhouse gas emissions, adopting electric vehicles sounds like a great solution. However, EV adoption has not proven as simple as it sounds.  

Some of the barriers include: 

  • Social resistance, and reluctance to change from the familiarity of “fill up with gas and go” vehicles.  
  • The price of individual electric vehicles – an electric Ford Focus, for example, is nearly twice the cost of a gas-powered one.  
  • A lack of overall awareness among consumers regarding the strengths of EVs.  
  • Lack of governmental enforcement regarding carbon emissions initiatives.  
  • Lack of accessible charging point infrastructure across the country.  

Despite all these barriers, research has shown that Americans want electric vehicles, and would be more likely to adopt them quickly if they were more affordable. The reality is similar in Canada, with 71% of consumers saying they’d consider an EV for their next vehicle, but 90% feeling they still have to do more research to address their concerns. 

Cars aren’t the only transportation pushing towards electrification.  

While your business might not be able to afford purchasing electric company cars, what about a ticket on an electric plane for future business trips? Believe it or not, this reality might be sooner than you think.  

In fact, according to Afar, “ airlines like United and EasyJet are onboard as early adopters, with the first U.S. commercial routes slated for 2026.” 

Again, with electrified planes, the U.S. is slated to be a bit behind global electric leaders in regards to adoption. For example, Denmark and Sweden plan to make all domestic flights fossil fuel-free by 2030.  

What will flying electric be like? 

There are still some kinks to work out of electric planes. As Afar explains, “today’s batteries aren’t nearly as energy-dense as jet fuel, requiring bulk and weight that pose significant aerodynamic challenges.”  

What this means is, smaller batteries – suitable for shorter flights – shouldn’t pose much of an issue. Short domestic flights are very doable with electric planes. However, larger planes and longer routes will be more difficult, and farther away in the future.  

Even with just shorter flights being covered by electric planes, this has the potential to reduce fuel expenses and carbon emissions for the aviation industry significantly. Roughly half of the flight routes operated worldwide today are less than 500 miles. 

Electric fleets are a transnational conundrum.  

Like planes, long-haul trucks are another transportation sector headed in the direction of electrification. But how quickly and smoothly will that transition happen? 

In North America, that will entirely depend on transnational cooperation. Because so much of long-haul trucking involved crossing borders, there will need to be some uniformity between American and Canadian policy on electric trucks in order for it to be worth it for operations on both sides of the border.  

However, Canada plans to electrify all heavy-duty trucks by 2040.  

In conclusion… 

Despite its varying speed across the globe, electrification is inevitable. The events of 2022 so far have shown the difficulties of relying on fuel, despite the existing challenges that still remain in EV adoption. However, as the decade continues, we can expect to see more progress towards electrification.  

Cal Wilson / June 17, 2022

Gas prices are climbing. What can your business expect to see reflected on its fuel bill?

It doesn’t come as a surprise to anyone that when prices are climbing, gasoline is included. Experts are divided as to whether gasoline prices are going to keep increasing, or finally drop. In this article, we look at the state of gas prices, and what your business can do to help reduce your fuel spend.  

Gas prices are at a record high.  

As of February, gas prices are the highest they’ve been since September of 2014, with no immediate prospects of relaxing. In the United States, gas prices are nearly a dollar higher per gallon than they were in February of 2021.  

In fact, conditions are so grim that head of petroleum analysis at GasBuddy, Patrick DeHaan, believes ”the national average could be pushed to record territory by the start of the summer driving season.” 

The rates in Canada are much the same. For example, Metro Vancouver saw gas prices hit a record high in January, with prices reaching 176.9 cents per litre. In Newfoundland & Labrador, residents are comparing gas prices to a second mortgage.  

And while demand is also falling across the continent for consumers, hopefully leading to an eventual decline in prices, this does little in the meantime for the businesses who rely on motor fuel for their daily operations.  

This is abnormal for winter months.  

The surging prices across winter months, in colder regions, has been especially surprising.  

As explained by the publication Money, in colder months, “gas stations generally switch to a different blend of fuel that is more suited to colder weather. Because that winter blend is cheaper than the fuel blend sold in the warmer months — and because the demand for gas also tends to decrease when the weather is colder since fewer people are traveling — the price of gas usually falls at this time of year.” 

What is behind the climb in prices? 

Oil industry struggles at a global level are part of the reason prices are so high. Conflict in oil producing regions, COVID-related restrictions impacting the industry, and supply chain issues all account for these struggles.  

Likewise, in mid-February, the Energy Information Administration reported declines in inventories of both crude oil and petroleum, despite gasoline reserves being on the rise. Why does this matter? Well, 52% of the retail price of gasoline is based on how much the wholesale crude oil costs.  

 “As long as the price [of] oil remains elevated, consumers will be feeling it at the pump,” said AAA spokesperson, Andrew Gross in a statement. 

Now is not the time to be lax with your fuel spending.  

While different experts have different predictions for the price of gas in coming months, your business needs a more concrete strategy to save than hoping costs will come back down. Whether prices are going to rise more or finally fall during the coming months, your business should be prioritizing optimizing this spend where possible.  

Let’s look at a few different strategies you can use to bring down your gas spend.  

Fleet cards.  

A fleet card (or fuel card) is a type of payment card that allows for easy management of expenses associated with company-owned vehicles. Fleet cards are designed to be used specifically for expenses related to managing vehicles. Businesses such as trucking companies, ridesharing services, or delivery providers will often issue fleet cards to employees who use and operate corporate vehicles. This helps to cover fuel, vehicle repairs, and maintenance expenses.  

Fleet cards will help your fuel spend in the following ways: 

  • Accurate records and flexible reporting – fleet cards enable owners/managers to stay informed of all business-related expenses via real-time purchase reports. 
  • Spending history and budget control – because each fleet card is linked to an individual employee, a business can use their transaction information to monitor spend efficiency and fuel consumption, potentially reducing overall company fuel expenses and allowing for more accurate budgeting estimates.  
  • Fuel discounts – many fleet cards that are currently on the market offer additional fuel discounts and regular promotions. 

Fleet cards are also accepted at most gas stations, so your drivers will be able to fill the tank when and where they need to.  

Route optimization. 

Route optimization is a solution offered by several providers which uses software to determine the most cost-efficient route for a vehicle or fleet of vehicles. A good provider’s solutions will factor in every variable that could affect a driver’s route, including, but not limited to: 

  • Number and location of stops 
  • Number of deliveries 
  • Time windows 
  • Number of turns and intersections 
  • Traffic patterns 

This is difficult work for a computer to do, let alone a human brain. As Verizon puts it, “[w]ith just one vehicle and 10 stops, the number of possibilities is 3,628,800. But if you have a fleet of five vehicles, that number jumps to a whopping 37,267,043,023,296,000. This is why route optimization is mostly performed by computer algorithms and advanced heuristics that can quickly narrow down the options.” 

Optimizing your fleets’ routes means less time driving, reduced fuel costs, and increased productivity. All of these things improve your bottom line and make the job easier on your drivers.  

Best driving practices.  

While it seems mundane, keeping your drivers up-to-date on best driving practices can also help save on fuel. A change to everyone’s day-to-day habits may not have an immediate effect, but over time, it will result in less fuel wasted.  

In fact, according to the Government of Canada, adopting fuel-efficient driving techniques can “lower your vehicle’s fuel consumption and carbon dioxide emissions by as much as 25%.” 

The government’s five main tips for fuel efficiency are: 

  1. Accelerate gently 
  2. Maintain a steady speed 
  3. Anticipate traffic 
  4. Avoid high speeds 
  5. Coast to decelerate  

Other practices to consider implementing include: 

  • Reducing time spent idling – make it a habit to turn off your engine if you’re stopped out of traffic for more than 60 seconds. 
  • Keep an eye on tire pressure – underinflated tires can increase fuel consumption up to 4%!  

In conclusion… 

Right now, there’s very little we can do to control or predict the price of filling up our tanks. However, business must go on. The best thing businesses with fleets can do is be aware, and practice other strategies to help reduce their fuel spend.  

Cal Wilson / June 14, 2022

Struggling to complete a bigger project? Try the Pomodoro method.

We’ve all been there. Maybe it’s a project you’re struggling to make headway on, or maybe there’s a set of circumstances distracting you from being productive. Whatever it is, don’t stress about not being able to focus – instead, try a new technique.  

In this issue of the Pulse, we take a look at one method to help boost productivity, the Pomodoro Method. Or, if you translate it from Italian, the Tomato Method!  

What is the Pomodoro Method? 

According to Todoist, “the Pomodoro Technique was developed in the late 1980s by then university student Francesco Cirillo. Cirillo was struggling to focus on his studies and complete assignments. Feeling overwhelmed, he asked himself to commit to just 10 minutes of focused study time. Encouraged by the challenge, he found a tomato shaped kitchen timer, and the Pomodoro technique was born.” 

You might have heard of the Pomodoro method before because several different versions of it are becoming very popular both online and in student circles.  

The method asks its users to alternate between focused work sessions while also enjoying frequent breaks to promote concentration and prevent fatigue or defeatism.  

Who is the Pomodoro Method best for? 

While anyone can use this method, it’s particularly helpful for those who: 

  • Find little distractions can derail their whole workday.  
  • Work past the point of optimal productivity – meaning, they don’t know when to stop. 
  • Have many open-ended tasks that they can easily sink many hours into, like writing, research, etc.  
  • Have set too much for themselves to accomplish in a given day.  
  • Enjoy gamifying their work processes.  

If any of these sound like you, the Pomodoro Method might be worth a try.  

Try the Pomodoro Method in five steps.  

  1. Pick a task – one task that you’re committing to working on for the length of this exercise.  
  2. Set a timer – the standard recommendation is 25 minutes.  
  3. Work on your chosen task until the timer is up.  
  4. Once the timer is up, take a small break – between two to five minutes – and then repeat.  
  5. Every four to five repetitions, allow yourself a longer, but still structured, break. 

In addition to these five simple steps, Francesco Cirillo – who also went on to publish a book about his method – offers three suggestions to get the most out of each work session: 

  • Break down complex projects into smaller, actionable steps. 
  • Combine the simplest, shortest tasks into one Pomodoro – or timed session.  
  • Follow through with the timer no matter what comes up – ideas, tasks, or requests that come up should be taken note of to come back to later 

These steps and best practices combined should lead to productivity without burnout!  

Why does the Pomodoro Method work? 

In short, the Pomodoro Method is successful because of its simplicity. It requires very little setup, making it easy to get started, and allowing for the breakup of intimidating, larger projects.  

Another reason why the Pomodoro Method tends to be helpful is that is recognizes that distractions are inevitable, and instead of trying to compel you to push through them, allows you to channel them into an organized structure. This can be especially successful for people with attention deficits or a distracting environment, where pushing through distraction takes too much mental energy.  

Even for chronic procrastinators, this method can help revamp your workday. Researchers have found that procrastination is linked to avoidance, uncertainty, and negative feelings, rather than laziness or lack of self-control. Breaking down projects into smaller steps makes it easier to get started.  

In conclusion… 

We all have days where distractions are abundant and it’s harder to get work done. The Pomodoro Method is one tool in your tool belt for combatting distractions and being productive without stressing yourself out.