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Milestones2014
Our site visits are up over 40%, we receive almost twice as many calls from it and we have gone from the 6th page to the first in a very short time. To say they have done a good job does not do it justice. They have done a fantastic job!
Ray HoffmanMarketing Director, RbA
Milwaukee
“ “ I really like SurePulse. It’s an intuitive tool and I like that everything is in one place. It's useful, easy to use and I have a much better understanding of how we are performing.
Amy LindholmBrand Manager, LP Siding
“ “AWARDS
Tis the season of giving!
One lucky attendee will win a Pixel C Tablet by Google today!
A stocking stuffer compliments of Surefire & Mark
Richardson
Send an email your mailing address to [email protected]
Happy Holidays!
Today’s Speaker
Mark Richardson
Renowned author, speaker, and influencer in the remodeling world
TODAY’S EnvironmentUp or Down Home Appreciation
Up or Down Interest Rates
Up or Down
Up or Down Employment
Homes Under Water
Up or Down Stock Market
Up or Down Consumer Confidence
Change is an option
Good culture
Project focused
Good Team
Change is Not an option
Satisfied clients
Watch it happen
Great culture
Client centric
Aligned Team
Raving fan clients
Make it happen
Good to Great CompaniesGood Great
Remodeling Industry Make Up
Business Size$$$
•Windows•Siding•Roofing
•Kitchen•Bath •Basements •Deck
•Gutters•Glass•Garage Doors•Skylights•Small Products
Small Jobs HM
Medium Jobs Traditional
Larger Jobs D/B
Insurance Restoration
$250K to $750K X X X$750K to $2.5 mil X
Xx
XX
X X$2.5 mil to $15 mil X X X X$15 mil and Above X X A Few A Couple
Franchising/ Dealer Examples
AndersenOthers
•Dream Maker•Owens Corning•Archideck
Many•Mr. HM•House Dr.•Others
Paul DavisOthers
Specialty
Full Service Other
“Construction Categories are not created equal.”
Design/Build
Handyman
BathKitchen
Level Economy
New Construction
Larger Contractors Reported Stronger Growth Last Year, with K&B and Design/Build Firms Leading the Way
All Kitchen & Bath
Design/Build Insurance Restoration
Full-Service Exterior Replace-
ment
0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
20%
10.8%
18.0%
15.6%
12.7%
9.4% 8.6%
Median annual rate of change in remodeling revenue, 2013
Note: Analysis uses firms reporting revenue in 2012 and 2013 that were ranked in the top 400 in at least one year.
Source: JCHS tabulations of Qualified Remodeler magazine’s Top 500 Remodelers.
Key Business Structure Considerations
• Client demographics
• Specialty vs. Full Service
• Practice vs. Business (owner’s role)
• Showroom vs. In-Home Sales
• In-House Crews vs. Subcontract
• Size/type of remodeling projects
• Lead generation methods (marketing vs. word of mouth)
• Who provides the financing?
• The sales process ( one sit vs. multiple )
• The Owners Motivation ???
Owners Motivations
Owners’ Motivations
Legacy A Job!
Evangelist
The Business EntrepreneurInvestor Ego
Defining Growth?• Top Line Growth• Market Share• Portfolio Blend• The Team• Profitability• Client Experience• Predictable or sustainable results• Strategic Alliances
Smaller Remodeling Contractors Experience Much Higher Rates of Business Failure
<$50K($250K)
$50-249($250-999K)
$250+($1M+)
All0
5
10
15
20
25
30
35
2003-04 2007-08 2008-09 2009-10 2011-12
Payroll Expenditures (Estimated Equivalent Receipts)
Share of residential remodeling establishments to cease operations (Percent)
Source: US Census Bureau, Business Information Tracking Series.
16
Why do Businesses(Divisions)
Fail?
Why do Remodeling Businesses Fail?
• Focus• Commitment• Capital
Key Ingredients
For Success
The Right Mind Set
“If You Think You Can or Think You Can’t, You’re Right”
Henry Ford
The “RIGHT” Business Mindset
• Positive Attitude• Work Ethic• Team Sport• Pace
Business Fitness
HOW FIT IS YOUR BUSINESS? YOUR BUSINESS FITNESS CRITERIA
NumbersSCORE
Processes
TeamProductProfitabilityStressReputationPositioningRelationships
Leadership
TOTAL :
CHANGEor Become Irrelevant
“Just do it”
Willing to take risk
Clients found you
High Touch Marketing
Just discuss it
Follow the Fantasy
Focus on the “what”
Want balanced risk
You find the clients
And High Tech Marketing
Control the Fantasy
Also Focus on the “how”
10 YEARS AGO TODAY
YOUR CLIENT...YOUR MARKETING...YOUR SALES
Master The
Labor
Five Keys to Mastering the Labor
YOUR BUSINESS
4. Train2. Find 5. Alliances3. Retain1. Culture
The “Right” Client
18 % Rule
The “Right” Client Checklist• Do they allow you to control the process?• Are they honest?• Are they committed to the project?• Do they have realistic expectations?• Can they make decisions?• Do they communicate well?• Are they emotionally stable?• Have they experienced living through a remodel?• Do they trust you?• Do they respect your professional advice?
Positioning your Business for the Future
YOUR BUSINESS
4.Technology2.Your Team
5. Strategic Partnerships
3.Your Client
1.Your Product
1. Your Product
How vs. WhatEasy Relevant
2. Your Team
All “A” Players Training Team Sport
3. Your Client
Client RetentionWorld Class ExperienceData/Demographics
4. Technology
Benefit to the ClientInvest Time & Money Transparency
5. Strategic Partnerships
Allies Not Competitors Contractor Programs Vendor
And You?
Positioning For The Future Requires Your Leadership
Balance Long TermStudent of SuccessThe Right Mindset
Get a Complimentary Digital Marketing
Consult Call(703) 788-6730
Email [email protected]
...and a Google Chromecast!
A stocking stuffer compliments of Surefire & Mark
Richardson
Send an email your mailing address to [email protected]
Happy Holidays!
