11-03-08
Welcome
Now that your receiving the weekly NRGCA newsletter it's time to prepare your gutter business for new and greater things; things that will challenge conventional methods and, yes, perhaps even shake you up some. But, don't worry we're here to help and support you & your business to become more profitiable and your customers more satisfied with the services you provide.
We hope that you can gain new insights from the information provided in the newsletter in the following weeks, months and years.
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In This Issue
Stratagies for Success in Troubled Economic Times
Bundling Your Products and Services
Installation Tip
Weekly Safety Focus
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Strategies for Gutter Contractors to Survive in Troubled Economic Times
Running a gutter business is never a sure bet, it can get overwhelming at times. You feel as though you might be loosing that tug of war between you and the myriad of other forces pulling against you. Your best efforts seem to fall short even though you've put all your strength into it. Well, here are some things that you can do to that can help your bottom line.
Reinvent Your Gutter Business
Are you too focused on Residential business only? Try establishing relationships with local builders in your area. If you already are working with builders; is more than 20% of that business from one builder or big box customer? Be careful about putting all your eggs is one basket Make efforts to diversify your network of builders.
Be willing to trim the excess from your business. This will take some serious fortitude on your part and hard decisions may need to be made. The fact is, the smaller and leaner your gutter business is, the faster you can shift gears and zoom into action.
What are the hot new products that you could sell and install? Do you need to develop new products or services? Don't guess at what customers want and will pay for. Analyze your existing sales and talk to living, breathing prospects. What do they need? What can you provide? What's the best way to deliver solutions to them? What's going to bring in the most profit?
Put it all down in black and white and look at the numbers. What are the easiest ways to make the most profit quickly? What should you be doing on a longer term basis to ensure your business continues to grow and prosper? Revise your business plan based on your answers, then start to work your plan.
Contact Former Prospects
Don't assume that a prospect who was given a quote to in the past, but didn't have the work done, is not interested. Customers' needs and circumstances change, just as yours do. They may be a good prospect now. If, when you contact the prospect, you find out they went with a lower-priced competitor they may be dissatisfied with the quality or service or having trouble with the installation. Take that as an opportunity to offer your repair services and or suggest some gutter protection options.
Thanks Uncle Sam!
Utilize the tax return season...Home owners with some extra cash on hand are more willing to put that extra money towards their home repair needs than not. Be on the ball about it; have a plan in place around the spring to call your prospects and reintroduce your gutter service to them, refresh their memory. Some companies offer discounts if customers use their tax return money at their store or place of business.
Call Builders Frequently
The project that was put on indefinite hold last summer, may become urgent this spring. Or, some other project the company is working on may be right up your alley. So touch base periodically. The more recently you've contacted a builder, the more likely they'll be to remember your name - and your phone number - when they are ready for your services.
Sell Additional Products & Services to Previous Customers
Often the easiest way to bring in new business is to sell more to your previous customers. You may be able to sell related products and services to a previous customer. Keep your eyes and ears open for new opportunities and be sure your customers are aware of all of your capabilities.
Offer Payment Plans
A prospective customer may be more willing to sign on the bottom line if they can spread out payment over a short time period. Look into programs that you can offer them that will best suit their financial and gutter needs.
Team up with other vendors for joint sales
Recommendations and referrals are among the leading sources of new business for small businesses. An easy way to get more referrals is to team up with other businesses who sell to the same market but don't directly compete with you. Agree to refer business to one another and link to each others' web sites. Look at possibilities for joint sales, as well. Doing so may allow you to bid on and win bigger projects than either of you could on your own.
Develop multiple revenue streams
Don't just sell Rain Gutters & Gutter Protection, look at things such as Underdeck Drainage, Drain Tile Installations, Christmas Tree Lighting, Gutter Cleaning, Roof Snow and Ice removal, Mold & Mildew Removal, Power Washing etc. It's the age old capitalist mantra: find more ways to make more money! Remember, the more creative you can be the more successful you will be.
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Bundling Your Products & Services
All of us involved in the gutter business have been asked "How much are your gutters and gutter protection per ft." By answering that question the potential customer now has what they are looking for. Now you have given them something to compare to when they talk to the next guy. To help avoid the notorious price per ft. question try bundling your products and services.
When you bundle your products and services and offer a total package it steers the potential customer away from the price per ft. quick evaluation. Cell phone stores do a good job of bundling their prices. Not only do they sell you a cell phone but also a car charger, an upgraded belt clip, Bluetooth headset, etc. It also helps when you can bundle products and services that are exclusive to you within a market. During your next sales meeting discuss bundling your products and services and make sure to have your sales people practice delivering a bundled price.
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Installation Tip
To ensure that the gutter system flows properly it is important to
check the gutter slope with a level every 10 feet. There should be
at least a ΒΌ" drop every 10 feet of running gutter. When the run
is complete it should then be checked with water to ensure proper
flow. Levels can lie about the slope but water only will lie to you when the wind blows.
Have your installers use a small water bottle with
them to make the flow check quick and efficient.
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CLICK HERE TO VIEW THE SAFETY TIP FOR THIS WEEK
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Each week we bring relevant information on 3 subjects that are pertanent to Gutter contractors; Sales/Marketing, Installation/Production & Managing your company. Also we provide a weekly Safety Training Outline to help you comply with your Local, State & Federal safety regulations.
We are excited about bringing this informative newsletter to you and hope that you enjoy it. If you have question we can help you find the answers
Sincerely,
Tony Cobb
National Rain Gutter Contractors Association
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Quote of the Week
Always bear in mind that your own resolution to succeed is more important than any other.
Abraham Lincoln