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BUSINESS RESOURCES + TOOLS | SCHMITT | CONTINUED FROM PAGE 38


getting behind is bad for the contractor and for the wholesaler. Some of the contractors who stayed current have thanked me, because they developed good business habits. Those who didn’t stay current are mostly out of business.” Pay attention to your truck. “A lot of the trucks that


come to our lot every day are pretty ratty looking. I’m not suggesting that you buy a new truck. On the wholesale side, we aren’t buying new delivery trucks, but we try to keep them clean and painted, even if it’s just using a can of spray paint. I think that contractors with clean trucks and their phone number on the side seem to do better overall. It isn’t a big thing, but in this economy, anything that can give you an edge matters.” Consider a basic website or at least get registered with


Google. “A lot fewer consumers seem to use the yellow pages these days, and the trend toward online shopping for services is increasing. People are using Google or online advisors like angieslist.com to look up local tradespeople.” (Rich’s note: For more information about using your free Google listing, e-mail us at InfoPHCNews@go-spi.com or go to google.com/places.) When a customer calls, answer the phone or return the


40


call. “In an effort to help our trade customers, we used to keep a list of area contractors on our website. We got calls from homeowners asking why they can’t get contractors


to return their call. They were mad at us for listing these guys on our site.” Hire better people. “Some of the techs who come to


our counter are pretty messed up. Some of these employees don’t know what they’re doing. Others have substance problems that we see when they come in hung over or under the influence. I bet some are stealing from the company’s owner. When the economy was booming, we all hired some lesser people to quickly fill a job. While most of those people are gone, there may still be instances where contractors should consider trading up.” (Rich’s note: As you make any changes be sure to check with your labor attorney.) The wholesalers who contributed to this column


certainly don’t know your specific business. Some of the ideas may not apply to you or your business, but maybe a couple of their suggestions can help you to raise the bar and to become a little better than your competition. In this economy, being just a little better can make a big difference on your bottom line. l


Rich Schmitt is president of Schmitt Consulting Group


Inc., manage-ment consulting firm focused on distribution and manufacturing clients for Pricing, Consulting, Seminars and Profit Improvement. For info, www.go-scg.com.


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Simply the Best


phc october 2011 www.phcnews.com


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