Those contractors who work in the middle portion of the USA are going to get some practice this weekend.  No….no…. not those in the mid-western United States… the MIDDLE of the country.  Upper Texas, Tennessee, Kentucky, lower West Virginia, Virginia, upper North Carolina.  These are areas where they don’t usually see an awful lot of snow.  Those near the nations capital who have been waiting for a good old fashioned snow storm (not related to a nor’easter) will be workin their butts off Saturday and Sunday.

So, let’s all wish our fellow snow fighters in the southern portions of snow country best of luck and hope they generate lots of revenues in the next few days.

Go Get ‘Em, Guys !!!!……. and ladies.

Are we asking for trouble when we say we’re fed up with how others are targeting our business ?  Isn’t that was competition is for – to keep everyone on an even playing field?

I hear a lot about how contractors feel like they are being unfairly targeted by “competition”.  Competition is good.  It’s good for customers.  It is good for us.  It is good for suppliers.   If you don’t like it – do something about it.

Snow contractors become more efficient when faced with competition.  They start learning “lean management”.  Those managing a sales force begin to understand why good sales people are paramount to our ultimate success.  Those sales people who are being continuously “outsold” need to be replaced with those who understand that selling is a profession and not a hobby.  Professional sales people know and understand that just having the “low price” is NOT considered a viable excuse for failure to sell properly.  Selling is a process – not a one day event.  The sales cycle (for high profile, well paying customers) may be as long as 18 months.  It takes time to cultivate a good customer to have the right perspective about the service we supply.  Thinking you can just go out and “get more work” without proper planning and preparation is foolish. 

So – rather than continuing to gripe about your misfortune, go out and learn to sell – or hire someone who is a professional at selling your services.

February is almost upon us.  Time to get ready for the next round.  The weather pattern of the past couple weeks has lead to some rest and downtime.  The extended forecast for February leads me to believe the snow gods are going to allow more of the white stuff to start flying again.  Equipment repairs all done – stockpiles replenished – much needed rest accumulated with some in reserve.

Bring it on.  The contractors are ready.

How about you ?  You ready for more revenue generating, equipment busting, customer grousing, snow ??

Are you plagued by “low-ballers” ?  Are they really low-ballers, or just guys with lower overhead ?  Or maybe, they are uneducated about the ways of the business world.

I tend to think both is true.  They may have low overhead, but don’t actually realize it – and just quote numbers they think they need to have in order to make a viable profit (at least in their minds).  Many of the high end contractors started out small.  I started by putting out flyers in the neighborhood (back in 1978) advertising for residential accounts.  I figured up how much I needed for the time to be spent, doubled it and shazaam, I had my price for the customer.  Unscientific at best.  Likely “low” too.  I was making a viable profit – or so I thought. 

Most small guys, just starting out, figure if they have money left over after gas and pizza, they made money.  No thoughts of overhead recovery – no potential equipment replacement costs – no thoughts for return on investment.  I’d venture to say, these guys don’t view it as a business and as such, don’t even know they are “lowballing” the pricing.

I was fortunate that after a couple years an established local guy took me under his wing and taught me about all the business stuff related to his snow business.  I listened and learned.

Then he said something I never, ever forgot – in response to my question “Why are you helping me?”  His response was – “Because you’ll never be a threat to me.”

Oops. 

Be careful what you say to “lowballers”.  Educate them if you can.  But do not belittle them.  If they DO become educated, they may be your next worst enemy.

Don’t abuse your people.  Treat them with respect and allow some time to “break” from the action…..

Click to this article for more :

http://www.snowmagazineonline.com/news/news.asp?ID=1153

We need them as much as they need us.

I was having a conversation with a man I respect, and he made reference to a particular type of attitude seemingly inherent in some employees.  Fear.

They are fearful of what can happen if they make a decision.  They are fearful of what can happen to them if they react a certain way.  They fear making a mistake.

FEAR.

For the most part such fears are unwarranted and unnecessary.  However, the human condition is such that often our own minds will mistreat us more than other peoples actions.

FEAR.

False

Evidence

Appearing

Real

FEAR.

Often unwarranted.  Probably unnecessary.  Generally unjustified – except in our own minds.

We watch a movie – and get scared.  Why ?  It’s up on the screen.  Most of the time we know the actor survives the ordeal because we’ve seen them in the magazines well after the movie was made.  Emotions intercede.

Sometimes, we are afraid if we discipline front line workers, they might quit on us.  We have a person who is continually making mistakes (often severe mistakes) and we agonize a very, very long time about whether or not to “cut ‘em loose” or put up with the grief created by the havoc they wreak in our companies.  Then, when we finally pull the plug – we feel better.  Sometimes it feels as if a huge weight has been lifted from our shoulders. Most of the time we hire in a replacement who makes us wonder why we took so very long to make the decision.

Fear.

False Evidence Appearing Real.

Think about it.

Are you missing out on phantom profits ??  By this I mean, are your crews over-servicing sites and cheating your company out of justifiable revenues?

Snow pushers have revolutionized the snow industry’s productivity quotients.  Everybody knows that.  However, have they become an instrument that also has been detrimental to potential profits derived from “pushing back” and/or “stacking” snow?  After all – they are not “snow stackers”…..they are “snow pushers”…..

Let’s face it – guys in loaders are basically “boys with toys”, albeit very big toys as compared to snowblowers and snowplows.  They get to the end of the run and delight in seeing just how high they can make the piles.  Instead of allowing the piles to creep out into the parking lot or ring road or driveway, they inadvertently save the customer from needing you to go out there with a loader (designed for stacking or relocating) and generate additional revenues from such stacking activities.

Piles should not be any higher than the roof of your truck.  Above that you are losing money from future stacking revenues. 

So, next time you’re out on the sites you service, take a looksee at the piles at the end of the lot.  Are they huge and impressive?  If so – those huge piles may equate to thousands of lost dollars in potentially lucrative revenue - lost forever…..

Think about it.

Are you thinking about next season yet ?

No ?  You should be.

As you drive around checking sites to see if they need any touch-up work, look around.  Drive through a couple sites you do NOT currently service.  Take a look at how the place is plowed.  Make mental note so you can properly price out the job should the opportunity arise. 

Is it sloppy ?  Is it pristine ?  Is the parking lot stark white (meaning over application of salt).  Over application can indicate possible over pricing or over servicing issues.  Make note because if you find out they are paying “by the ton”, somebody is getting bills for way more salt than is necessary.

Does it appear the customer is having the snow stacked, or relocated off site ?

If you have a digital camera with you – take a few pictures (one should include the sites signage so you can identify the site later after you have had a couple of good nights sleep).  You might be able to use these pictures in your initial presentation to this potential customer – not for stating “This place looks like crap” – but to ask “Is this the service quality you expect?” You have to be careful how you say it because the customer may think the site is just fine, and then you could look foolish for badmouthing the incumbent plower inadvertently.

Pay attention to more things than just your own sites when you’re out there.

I mentioned, off hand, to my wife Peggy – that I really wished I had archived all the articles, columns and writings I’ve done over the years.  New Years morning she was up very early – as she always is – and when I finally rolled out of bed I found her with magazines galore spread out all over our little office (in the spare bedroom).  She was reading through them (I didn’t even know she’d kept them all these years).  With some online research, in about 10 hours she was able to locate danged near everything I had ever authored.  Over 125 different writings, published over the past 20 years in various newspapers, trade publications and periodicals. 

I am compiling a folder (paper and computer) of my writing history.  For some of the expert witness work I do, I get asked for what I’ve published in addition to my book (Managing Snow and Ice).  Often I just supply a few articles and just let it go.  I don’t imagine I’ll ever be asked to supply every single published item – but it’s nice to have it all.

And, it was fun to reread a lot of it as she sorted ‘em all out.  I didn’t realize there were so many.

It is going to happen.  Sooner or later.  You will get the documents in the mail.  Somebody has enjoined you in a slip and fall lawsuit.  It eventually happens to all of us.

You can protect yourself.

Go here and read this article……

http://www.snowmagazineonline.com/articles/article.asp?MagID=3&ID=2403&IssueID=148

Protect yourselves……..