Sometimes we all get so busy we can't make time to learn, to teach, and to smile. Here are two stories that might just remind you to take a moment to appraise a situation, and to remember those that have been there may be helpful to your glass business. This first story was sent to me by Heather Davis, a co-worker from the old Floral Glass. She knew it was fun, and brought forth a good lesson for all of us in business.
"One day I decided to go on a picture-taking safari in Africa, taking my faithful old golden retriever 'Ghost' along for company. One day Ghost started chasing rabbits, and before long discovers he is lost. Wandering about, he notices a leopard heading rapidly in his direction, with the obvious intention of having lunch.
Old Ghost thinks, "Oh, oh! I'm in deep doo-doo now!" Seeing some bones on the ground close by, he immediately settles down to chew on the bones, with his back to the approaching big cat. Just as the leopard is about to leap, old Ghosty exclaims loudly, "Boy, that was one delicious leopard! I wonder if there are any more around here...."
Hearing this, the leopard halts his attack in mid-stride. A look of terror comes over him and slinks away into the trees. "Whew, that was close!" says the leopard. "That old dog nearly had me!"
Meanwhile, a monkey who had been watching the whole scene from a nearby tree, figures he can put this knowledge to good use and trade it for protection from the leopard. So, off he goes, but Ghost sees him heading after the leopard, and figures that something must be up.
The monkey catches up with the leopard, spills the beans, and strikes a deal for himself with the leopard. The leopard is furious at being made a fool of and says, "Here, monkey, hop on my back and see what's going to happen to that conniving canine!"
Now, Ghost sees the leopard coming with the monkey on his back, but instead of running, the dog sits down with his back to his attackers, pretending he hasn't yet seen them. Just when they get close enough to hear, Ghost yells out: "WHERE'S THAT DAMN MONKEY? I SENT HIM OFF AN HOUR AGO TO BRING ME ANOTHER LEOPARD!!!
The moral of the story--of course--Wisdom and skills will overcome poor planning and treachery.
Second Act---
In 1930 there were two shoe manufacturers in New York City. One was old and well established, but here 'established' could be considered stuck in a leathery rut. The other company was on the lookout for new business and trained its employees to be creative.
Both companies sent a salesman to South America, because they heard there was a large population that could buy shoes. A week later the first salesman sent a telegram, "Coming home tomorrow...thirty million people here, none wear shoes, no market for us." The second salesman sent this note "Thirty million people here, none wear shoes...I'm staying here to sell each one of them a pair of shoes!"
Which one do you want working for you...Which type of company are you?
The moral of the story, again...Work smart and hard, you'll get ahead.
Monday, May 5, 2008
Sunday, April 27, 2008
The Recession Is Here
It's here. It doesn't matter that Mr. Bush says it isn't. It is. More and more people are losing jobs and many more people are cutting back spending on the fear of losing a job. It is this fear that is rippling through the economy and actually sending us further down the spiral into recession.
So, since this column's purpose is not to spread fear, but to help people and companies in the glass industry, let's see what we can do to help ourselves in the glass industry.
Look at your expenses. Scale back on some of the extras at work like, the new car for yourself and every non-working family member on the payroll. Sounds trite, but remember none of your perks exist without a viable company.
It is hard to reduce benefits or perks that everyone gets, but if you have some that only apply to a selected few, these should go first. If you have one or two people that get 45 hours per week, cut them back to 40 so that more people will work. You should never promise OT as a permanent part of income. It can and will fluctuate. Remind your crew of this every once and a while.
You should look at a hiring freeze. Across the board. When someone leaves, share the workload. This will force you to cross-train, to try giving people more responsibility, and will often help you to find a star in your existing work force. If your employees see you trying hard to control costs, they will pitch-in and help. If you still plan on buying a boat and storing it in the extra garage at your shop, your employees will not work hard to help you containing costs.
STOP! This column just turned negative. Let's save that for another day.
Let's find things that we can do to help ourselves! When people start to spend less, this affects your inventory. You won't sell as many framed mirrors, so let your inventory dwindle down. People will fix things rather than replace with new. You will get more screen and storm door repairs than new ones being built. You will see more repair business of everything, rather than new construction sales. Be prepared to fix wheels on sliders or hinges on shower doors. You will replace more fogged IG units then putting in new windows.
You will have more time on your hands...start looking to doing things in-house rather than buying out. Maybe this is the time to look at making your own simple IG. CRL can set you up easily. You might want to polish shelves yourself. Look to doing your takeoffs in house rather than using an outside drafting service. It is a great time to get to know your vendors better. Since they are going to be looking harder for sales, meet with them to negotiate a fixed price for basic products that benefits you, and guarantees them a reliable customer. As money tightens up, talk with your vendors about cash discounts. Even though interest rates are low again, vendors are looking for quick payments to meet their cash flow. If you have the funds, a 2% discount is the best investment you will ever make.
If your vendor offers bill payment by credit card, take advantage. If your vendor offers no payment incentives, 30-45 days is OK.
Recessions also offer opportunities to hire people who have left other jobs, that ordinarily you couldn't afford to hire. Keep your ear open to scuttlebutt in the industry about who may be available. If you are near an AGC plant, there will be plenty of talent around!
It is also a good time to make the investments you had planned. One glass shop told me the edger he had planned to buy was now 5% lower, as the manufacturer was looking to increase sales. The value of the dollar is in the cellar, increasing purchase prices from overseas. Look to American made machinery, or purchases paid in dollars, with a fixed price.
Consumers are increasing their spending in one area--energy conservation.
Present Low-e on every job you go to...show thermal break aluminum to every building owner, and talk about the special blues, greens and grays in float glass that help reduce heat gain.
It seems that the very rich will still be the very rich. Upsell the expensive shower doors all you can. Be prepared to sell medium price doors on a lot of calls. Have your brag book show many styles of doors, including these mid-priced ones.
Purchasing rules are changing with the 'R' word now. It used to be that you would buy enough of a product to get the large quantity price breaks. While you inventory movement is going to slow down, start buying less.
Look at your insurance costs...if your sales or payroll will be less, insurance costs may go down. Talk to your broker and see how much you can reduce monthly payments.
Look at your competitors who may be really slow, and talk about consolidation. If someone is going out of business, I've found the best think you can buy is their phone number. Inventory usually goes for about 10-15 cents on the dollar, and equipment often is below 10 cents on the dollar.
Remember, things will not be the same for a year or two. Be prepared for change, prepare your employees for change without scaring them, but by being honest, and work as smart and as hard as you can in tough times.
So, since this column's purpose is not to spread fear, but to help people and companies in the glass industry, let's see what we can do to help ourselves in the glass industry.
Look at your expenses. Scale back on some of the extras at work like, the new car for yourself and every non-working family member on the payroll. Sounds trite, but remember none of your perks exist without a viable company.
It is hard to reduce benefits or perks that everyone gets, but if you have some that only apply to a selected few, these should go first. If you have one or two people that get 45 hours per week, cut them back to 40 so that more people will work. You should never promise OT as a permanent part of income. It can and will fluctuate. Remind your crew of this every once and a while.
You should look at a hiring freeze. Across the board. When someone leaves, share the workload. This will force you to cross-train, to try giving people more responsibility, and will often help you to find a star in your existing work force. If your employees see you trying hard to control costs, they will pitch-in and help. If you still plan on buying a boat and storing it in the extra garage at your shop, your employees will not work hard to help you containing costs.
STOP! This column just turned negative. Let's save that for another day.
Let's find things that we can do to help ourselves! When people start to spend less, this affects your inventory. You won't sell as many framed mirrors, so let your inventory dwindle down. People will fix things rather than replace with new. You will get more screen and storm door repairs than new ones being built. You will see more repair business of everything, rather than new construction sales. Be prepared to fix wheels on sliders or hinges on shower doors. You will replace more fogged IG units then putting in new windows.
You will have more time on your hands...start looking to doing things in-house rather than buying out. Maybe this is the time to look at making your own simple IG. CRL can set you up easily. You might want to polish shelves yourself. Look to doing your takeoffs in house rather than using an outside drafting service. It is a great time to get to know your vendors better. Since they are going to be looking harder for sales, meet with them to negotiate a fixed price for basic products that benefits you, and guarantees them a reliable customer. As money tightens up, talk with your vendors about cash discounts. Even though interest rates are low again, vendors are looking for quick payments to meet their cash flow. If you have the funds, a 2% discount is the best investment you will ever make.
If your vendor offers bill payment by credit card, take advantage. If your vendor offers no payment incentives, 30-45 days is OK.
Recessions also offer opportunities to hire people who have left other jobs, that ordinarily you couldn't afford to hire. Keep your ear open to scuttlebutt in the industry about who may be available. If you are near an AGC plant, there will be plenty of talent around!
It is also a good time to make the investments you had planned. One glass shop told me the edger he had planned to buy was now 5% lower, as the manufacturer was looking to increase sales. The value of the dollar is in the cellar, increasing purchase prices from overseas. Look to American made machinery, or purchases paid in dollars, with a fixed price.
Consumers are increasing their spending in one area--energy conservation.
Present Low-e on every job you go to...show thermal break aluminum to every building owner, and talk about the special blues, greens and grays in float glass that help reduce heat gain.
It seems that the very rich will still be the very rich. Upsell the expensive shower doors all you can. Be prepared to sell medium price doors on a lot of calls. Have your brag book show many styles of doors, including these mid-priced ones.
Purchasing rules are changing with the 'R' word now. It used to be that you would buy enough of a product to get the large quantity price breaks. While you inventory movement is going to slow down, start buying less.
Look at your insurance costs...if your sales or payroll will be less, insurance costs may go down. Talk to your broker and see how much you can reduce monthly payments.
Look at your competitors who may be really slow, and talk about consolidation. If someone is going out of business, I've found the best think you can buy is their phone number. Inventory usually goes for about 10-15 cents on the dollar, and equipment often is below 10 cents on the dollar.
Remember, things will not be the same for a year or two. Be prepared for change, prepare your employees for change without scaring them, but by being honest, and work as smart and as hard as you can in tough times.
Monday, April 21, 2008
How To Save Big Money on Your Medical Insurance
Here is the easiest money you ever saved. Honest. This week I set up to save $864 annually on medical insurance for my wife and myself. If you work for someone who gives you medical insurance you may save, and if you provide the insurance, you will definitely save.
Here is the simple path to these savings.
This all started last month when I went for my annual physical. Weight and cholesterol both down...the doctor is happy.
Between my wife and myself we take nine prescriptions for a variety of things. None serious, but still recommended by the Doctor. Our medical insurance, provided by my consulting company, covers Elaine and me. We have an average plan, with a drug co-pay of 10/20/40. Which means, we pay $10 for a generic pill, $20 for non-generics, and $40 for the heavy-hitters.
Just after seeing my Doc, I saw a commercial for the $4 drug plan at Wal-Mart. I had seen these commercials before and figured it was just a come-on to get people in the store. But, curiosity prevailed. I went to Wal-Mart's web site, clicked through to the pharmacy, and they listed almost 400 drugs that were on the $4 program. My jaw dropped. 8 out of 9 of our prescriptions were listed. I pay $150 a month on the deductibles, and the insurance pays hundreds of dollars more each month.
Paying just $4 for a prescription just didn't seem right. After all prescriptions cost up to hundreds of dollars a month. Now, I paid $72 for all of my prescriptions, with only one (the $40 drug) having to go through insurance. I saved $78 this month, and every month coming up, and my insurance company will save hundreds each month. The biggest savings is yet to come. Last year my insurance company paid over $3000 for our drugs. This year they will pay under $1000 for the one drug that will be submitted to them.
How much would be saved if each person in your company went to Wal-Mart for their prescriptions? When your insurance broker comes to you, and the plan has laid out thousands less in expenses, you can look to lower premiums, or maybe no increase! This is a no-brainer.
To make it easier, I found out that many other reputable companies have the same $4 plans. Target Stores, for one does this in their in-store pharmacy. My local super market chain does it as well.
They undertake this to drive more business to their store. OK, it will work for me.
If you are a provider of insurance, make a few phone calls. Find out who does this in your area. Encourage your employees to go there. If you paid them the $4, and every one went along, you can only guess how much your premium will be lower in a year, but I bet it will get your attention. If you show your employees how to save money, you win again. If you are in a 'community-rated' plan, where your individual group's experience doesn't change the premium, still encourage your crew to use these discounts. The savings throughout the whole economy will eventually effect all insurance costs!
At the store I went to, they extend this program to pets too! If your pooch or kitty is on a human drug, which is fairly often, they will honor the $4 cost for pet meds as well!!!
I asked the Pharmacist about coverages throughout the country. I was told roughly half of all people take a prescription, with the heavy usage being in the older people. The odds are your medical insurance plan will save, and you will get lower premiums!
Here is the simple path to these savings.
This all started last month when I went for my annual physical. Weight and cholesterol both down...the doctor is happy.
Between my wife and myself we take nine prescriptions for a variety of things. None serious, but still recommended by the Doctor. Our medical insurance, provided by my consulting company, covers Elaine and me. We have an average plan, with a drug co-pay of 10/20/40. Which means, we pay $10 for a generic pill, $20 for non-generics, and $40 for the heavy-hitters.
Just after seeing my Doc, I saw a commercial for the $4 drug plan at Wal-Mart. I had seen these commercials before and figured it was just a come-on to get people in the store. But, curiosity prevailed. I went to Wal-Mart's web site, clicked through to the pharmacy, and they listed almost 400 drugs that were on the $4 program. My jaw dropped. 8 out of 9 of our prescriptions were listed. I pay $150 a month on the deductibles, and the insurance pays hundreds of dollars more each month.
Paying just $4 for a prescription just didn't seem right. After all prescriptions cost up to hundreds of dollars a month. Now, I paid $72 for all of my prescriptions, with only one (the $40 drug) having to go through insurance. I saved $78 this month, and every month coming up, and my insurance company will save hundreds each month. The biggest savings is yet to come. Last year my insurance company paid over $3000 for our drugs. This year they will pay under $1000 for the one drug that will be submitted to them.
How much would be saved if each person in your company went to Wal-Mart for their prescriptions? When your insurance broker comes to you, and the plan has laid out thousands less in expenses, you can look to lower premiums, or maybe no increase! This is a no-brainer.
To make it easier, I found out that many other reputable companies have the same $4 plans. Target Stores, for one does this in their in-store pharmacy. My local super market chain does it as well.
They undertake this to drive more business to their store. OK, it will work for me.
If you are a provider of insurance, make a few phone calls. Find out who does this in your area. Encourage your employees to go there. If you paid them the $4, and every one went along, you can only guess how much your premium will be lower in a year, but I bet it will get your attention. If you show your employees how to save money, you win again. If you are in a 'community-rated' plan, where your individual group's experience doesn't change the premium, still encourage your crew to use these discounts. The savings throughout the whole economy will eventually effect all insurance costs!
At the store I went to, they extend this program to pets too! If your pooch or kitty is on a human drug, which is fairly often, they will honor the $4 cost for pet meds as well!!!
I asked the Pharmacist about coverages throughout the country. I was told roughly half of all people take a prescription, with the heavy usage being in the older people. The odds are your medical insurance plan will save, and you will get lower premiums!
Monday, April 14, 2008
Happy Tax Day to You
Yes, April 15 carries a horrible connotation. Pay the piper. Cover the bill. Fork it over. But let's look at it another way. To me, paying income tax is the cost of living in our country. (We are not going to discuss if the tax revenue is well spent or not. ) Paying tax says, hey--I had a good year--or even better--I had a great year! Why do we, as independent wage earners feel we can evade taxes that people who work and get w-2's have to pay in full?
For those of you who have a suitcase of cash somewhere...how do you sleep at night? I would stay awake waiting for the letter from the IRS. No amount of savings could make that enjoyable for me.
There is a difference between user fees that target small businesses and income taxes. There are way too many of these fees, from sign permits for your showroom, to getting a building permit to replace a toilet in your shop. These are way out of control at the local and state level, and there is no good answer on how to control or limit them. Maybe cut the spending of every government bureaucracy, or make the spending responsible with oversight by a small business person, and we would save enough to get rid of the fees every business owner feels.
You are a glass shop owner and a customer pays you with a crisp new hundred dollar bill. It is so tempting to put this in your pocket. I know. But look around. Your employees will see this at one time or another. And all it takes is one upset employee to drop that dime to the IRS and you have costs and grief far exceeding the Ben Franklin you saved. If you have a profit sharing plan, an employee will remember that money and ask if it is included in this year's distribution. I would if I were your employee. How does your bookkeeper reconcile paying bills, if the cash is never brought through the books? Your employees will know what this is...and wonder when do they get their share. If they see you sneak a hundred, then is it OK for them to take a ten for a small screen on Saturday afternoon? After all, they have seen you do it.
But if they see you put a ten dollar bill in the till for a screen repair, they will too. How much do you loose through this shrinkage? Probably more than you save in your tax bill.
Talk with your accountant...he/she will show you how much each path benefits you. And the IRS does know that most small cash businesses, like ours, get creative on their accounting. It is probably not enough to trigger an audit, but if something else pops that red flag, be prepared for the worst.
For those of you who have a suitcase of cash somewhere...how do you sleep at night? I would stay awake waiting for the letter from the IRS. No amount of savings could make that enjoyable for me.
There is a difference between user fees that target small businesses and income taxes. There are way too many of these fees, from sign permits for your showroom, to getting a building permit to replace a toilet in your shop. These are way out of control at the local and state level, and there is no good answer on how to control or limit them. Maybe cut the spending of every government bureaucracy, or make the spending responsible with oversight by a small business person, and we would save enough to get rid of the fees every business owner feels.
You are a glass shop owner and a customer pays you with a crisp new hundred dollar bill. It is so tempting to put this in your pocket. I know. But look around. Your employees will see this at one time or another. And all it takes is one upset employee to drop that dime to the IRS and you have costs and grief far exceeding the Ben Franklin you saved. If you have a profit sharing plan, an employee will remember that money and ask if it is included in this year's distribution. I would if I were your employee. How does your bookkeeper reconcile paying bills, if the cash is never brought through the books? Your employees will know what this is...and wonder when do they get their share. If they see you sneak a hundred, then is it OK for them to take a ten for a small screen on Saturday afternoon? After all, they have seen you do it.
But if they see you put a ten dollar bill in the till for a screen repair, they will too. How much do you loose through this shrinkage? Probably more than you save in your tax bill.
Talk with your accountant...he/she will show you how much each path benefits you. And the IRS does know that most small cash businesses, like ours, get creative on their accounting. It is probably not enough to trigger an audit, but if something else pops that red flag, be prepared for the worst.
Saturday, April 5, 2008
What I Learned In A Restaurant
Last week I stopped in at the only restaurant in town for a cup of tea. It wasn't busy just then and I started talking with the owner. I asked her what nights she offered my favorite dish, Shepherd's pie. She told me it is made on Mondays or Tuesdays, usually selling out by Wednesday. I asked her why not on the weekends. She explained that this is a basic dish, ground hamburg, some veggies and mashed potatoes. She sells this dinner for $7.95 , but she creates weekend specials with lobster and steak, which are considerably more profitable.
What products or services are like this in our glass industry? Can we up sell products to help ourselves? Sure We Can!
Every glass shop should change their show room around every other month. Coming now into spring, put up signs about screen repairs. Hang some old screens, and show what a new one looks like...people will ask! Try to increase the sale by using charcoal screen, or wire to replace plastic! Do you sell screen rooms? If you don't--you should, and this is time to do it. (Google 'screen rooms' for manufacturers who sell to the trade) For spring cleaning, you will sell more IG replacement units where you should promote the benefits low-e. Speaking of spring cleaning, sell professional grade glass cleaner and your lint-free towels. You'll clean up with this one.
Do you do window tinting? Spring is the busiest season for reflective tinting to reduce heat gain. Go to 'windowfilmmag.com', start reading and find out why this is a great tool for profits at a glass shop.
With swimming pool season coming up, look at the outdoor railing systems offered by CRL. A glass company that offers this will make more money than a glass shop that sits around waiting for business to come in the door. Call on every swimming pool dealer in your area; ask them if they want to install glass wind screens, and if you only get one order, it sure is better than sitting around.
What was that you said "there is a recession out there, housing starts are down!" So go where the money is! Emphasize repair and remodel rather than new installs. Call on the remodeling contractors and you'll find the business you are missing from the new house builders.
Place an order for tempered, and for IG for the popular patio door sizes in your market, so you can replace ASAP for spring openings.
Baseball season is here. Major League tickets require a home equity loan, but if you lie near a minor league park, hook up some kind of promotion. Maybe, 2 seats with every low-e IG unit...or anything that you think goes along with spring.
Don't sit there playing solitaire waiting for business to walk in the door...go out, with your best foot forward, and you will gain business.
What products or services are like this in our glass industry? Can we up sell products to help ourselves? Sure We Can!
Every glass shop should change their show room around every other month. Coming now into spring, put up signs about screen repairs. Hang some old screens, and show what a new one looks like...people will ask! Try to increase the sale by using charcoal screen, or wire to replace plastic! Do you sell screen rooms? If you don't--you should, and this is time to do it. (Google 'screen rooms' for manufacturers who sell to the trade) For spring cleaning, you will sell more IG replacement units where you should promote the benefits low-e. Speaking of spring cleaning, sell professional grade glass cleaner and your lint-free towels. You'll clean up with this one.
Do you do window tinting? Spring is the busiest season for reflective tinting to reduce heat gain. Go to 'windowfilmmag.com', start reading and find out why this is a great tool for profits at a glass shop.
With swimming pool season coming up, look at the outdoor railing systems offered by CRL. A glass company that offers this will make more money than a glass shop that sits around waiting for business to come in the door. Call on every swimming pool dealer in your area; ask them if they want to install glass wind screens, and if you only get one order, it sure is better than sitting around.
What was that you said "there is a recession out there, housing starts are down!" So go where the money is! Emphasize repair and remodel rather than new installs. Call on the remodeling contractors and you'll find the business you are missing from the new house builders.
Place an order for tempered, and for IG for the popular patio door sizes in your market, so you can replace ASAP for spring openings.
Baseball season is here. Major League tickets require a home equity loan, but if you lie near a minor league park, hook up some kind of promotion. Maybe, 2 seats with every low-e IG unit...or anything that you think goes along with spring.
Don't sit there playing solitaire waiting for business to walk in the door...go out, with your best foot forward, and you will gain business.
Monday, March 31, 2008
How Much Is That Doggy In The Window?
A great song, but an even better lesson for glass shops! If the singer couldn't see in the window, he doesn't ask how much is the puppy, and the dog store doesn't make the sale. As you travel in your service area, take a look at retail stores--can you easily see in their windows? If customers can't see in, no sale! Stop, look and think how you could improve the look of their storefront.
If they have a fogged unit, jump in there and show what you can do. If their glass is scratched, it is an opportunity for you. If there is condensation around the window, with finger paintings on the glass, explain that IG will reduce the moisture, and more customers will be able to look in their windows. When you see a sun screen pulled down to prevent glare in the shop, point out how a blue, green or bronze glass would reduce glare without the reflective look, letting more customers see in.
If you see clothes or furniture in the window, they should be using lami because of it's great level of reducing ultra-violet rays. If you see a faded red chair that has to be sold at reduced prices, lami could pay for itself real quick.
You have seen many storefronts with no merchandise in them--the shop owner is afraid of the smash and grab--he is also not drawing in customers. Suggest Laminated glass to prevent a break through; you'll sell lami, and the shop owner will sell more of their product.
Starphire, by PPG, looks great in storefronts of jewelry stores and clothing stores. You can get laminated, tempered, insulated, or low-e Starphire that will improve the look of every retail shop.
On the other hand, if you see a sleek new store, glazed with a reflective glass, it may look great architecturally, but reflective glass scares away customers. People don't like to walk into stores where they can's see in. If there is a reflective glass in the door, there will be no traffic coming in.
So what is a glass guy going to do? Stop in at any store that is a candidate for a glass overhaul. Carry a brag book with you showing various store fronts that you have worked on, or and any good looking front in your town. Explain to these shop holders that you can give them a store front like this, a front that will be inviting to their customers to come in and shop.
If you are walking through a mall, stop in at the mall office and ask what the mall's rules are for replacing fronts. Can each store do what they want, or is there a policy of a certain look? Where creativity is allowed, go for it...this is an invitation for you to help these shops, and help your own business.
By the way--look at your own front...start at home and give yourself a makeover...someone coming in for a picture frame repair or a windshield may be a shop owner...let your own front be your display sample. Put a sign by the front, showing before and after pictures, and describing how a front can be put in with little inconvenience. Contact your main glass supplier and your main aluminum supplier to set you up with a special front in your store. It is the best advertising you can do!
If they have a fogged unit, jump in there and show what you can do. If their glass is scratched, it is an opportunity for you. If there is condensation around the window, with finger paintings on the glass, explain that IG will reduce the moisture, and more customers will be able to look in their windows. When you see a sun screen pulled down to prevent glare in the shop, point out how a blue, green or bronze glass would reduce glare without the reflective look, letting more customers see in.
If you see clothes or furniture in the window, they should be using lami because of it's great level of reducing ultra-violet rays. If you see a faded red chair that has to be sold at reduced prices, lami could pay for itself real quick.
You have seen many storefronts with no merchandise in them--the shop owner is afraid of the smash and grab--he is also not drawing in customers. Suggest Laminated glass to prevent a break through; you'll sell lami, and the shop owner will sell more of their product.
Starphire, by PPG, looks great in storefronts of jewelry stores and clothing stores. You can get laminated, tempered, insulated, or low-e Starphire that will improve the look of every retail shop.
On the other hand, if you see a sleek new store, glazed with a reflective glass, it may look great architecturally, but reflective glass scares away customers. People don't like to walk into stores where they can's see in. If there is a reflective glass in the door, there will be no traffic coming in.
So what is a glass guy going to do? Stop in at any store that is a candidate for a glass overhaul. Carry a brag book with you showing various store fronts that you have worked on, or and any good looking front in your town. Explain to these shop holders that you can give them a store front like this, a front that will be inviting to their customers to come in and shop.
If you are walking through a mall, stop in at the mall office and ask what the mall's rules are for replacing fronts. Can each store do what they want, or is there a policy of a certain look? Where creativity is allowed, go for it...this is an invitation for you to help these shops, and help your own business.
By the way--look at your own front...start at home and give yourself a makeover...someone coming in for a picture frame repair or a windshield may be a shop owner...let your own front be your display sample. Put a sign by the front, showing before and after pictures, and describing how a front can be put in with little inconvenience. Contact your main glass supplier and your main aluminum supplier to set you up with a special front in your store. It is the best advertising you can do!
Monday, March 24, 2008
How the Glass Business is Like The Start of the Baseball Season
Thirty teams start playing ball about now. It is the start of the season, last year is forgotten (unless you are a Mets fan), and everyone's batting average is the same. There are fresh faces to learn and seasoned pros handing down the secrets of their success. Everyone cheers on opening day, every team has a chance at the World Series (this year it will be Red Sox and Mets--trust me) and players and teams have a clean slate.
Can you start your glass business over, wiping the slate clean? Yes.
You can build a new enthusiasm with your employees and your customers which will translate to a higher level of success...here's how!
There will be some small amount of pain here, just like working out after a winter of hangin' around. Look at your customer list and change the terms on customers that pay later than 90 days. Change them to 1/3 with the order, 1/3 as you begin the job, and 1/3 at completion. Look at your small dollar and high maintenance accounts. Let's pick $200 as a cutoff, and all orders less than your cutoff point must be COD. You don't have the time to create an invoice, make three phone calls to check on payment, and be happy when the customer pays at 75 days, and takes a discount.
If you don't take credit cards, now is the time to start. Tell your customers that they can put their deposit on a card, and you will bill the final amount after the service is performed.
Also look at your small accounts to see, even if they pay promptly, if you are losing money. No matter how you slice it, sending a man and a truck to someone's home to repair a garage door window costs more than you are billing! Look at your minimum service charge...is it at least $75 in the center of the country, and at least $95 on either coast?
Now is the time to steer your company towards a niche. What do you enjoy doing, and can make a profit on? Shift your advertising towards this area of the business.
Look at your vendor lists. Every business in America has too many vendors. Begin to wean yourself off of most of the small vendors, even if you pay 5% more on your small purchases, you'll save in bookkeeping and transactional costs.
Go to your problem child employee. Sit down and explain that this is the start of baseball season, and last year is history. Give them a clean slate to start, whether on attendance or anything else. Give them a pep talk, that you want them to keep playing on your team, but now they have to step up to the plate and perform. You can't lose. If they perform you have a good employee. If they don't, send them to the minor leagues, away from your business, and go out and hire a free agent that wants to be on your team!
The single most important thing in your business, just like baseball, is attitude. Make yours happy and proud to be in the glass business. Your employees will mirror this and you and them will become better for it.
Can you start your glass business over, wiping the slate clean? Yes.
You can build a new enthusiasm with your employees and your customers which will translate to a higher level of success...here's how!
There will be some small amount of pain here, just like working out after a winter of hangin' around. Look at your customer list and change the terms on customers that pay later than 90 days. Change them to 1/3 with the order, 1/3 as you begin the job, and 1/3 at completion. Look at your small dollar and high maintenance accounts. Let's pick $200 as a cutoff, and all orders less than your cutoff point must be COD. You don't have the time to create an invoice, make three phone calls to check on payment, and be happy when the customer pays at 75 days, and takes a discount.
If you don't take credit cards, now is the time to start. Tell your customers that they can put their deposit on a card, and you will bill the final amount after the service is performed.
Also look at your small accounts to see, even if they pay promptly, if you are losing money. No matter how you slice it, sending a man and a truck to someone's home to repair a garage door window costs more than you are billing! Look at your minimum service charge...is it at least $75 in the center of the country, and at least $95 on either coast?
Now is the time to steer your company towards a niche. What do you enjoy doing, and can make a profit on? Shift your advertising towards this area of the business.
Look at your vendor lists. Every business in America has too many vendors. Begin to wean yourself off of most of the small vendors, even if you pay 5% more on your small purchases, you'll save in bookkeeping and transactional costs.
Go to your problem child employee. Sit down and explain that this is the start of baseball season, and last year is history. Give them a clean slate to start, whether on attendance or anything else. Give them a pep talk, that you want them to keep playing on your team, but now they have to step up to the plate and perform. You can't lose. If they perform you have a good employee. If they don't, send them to the minor leagues, away from your business, and go out and hire a free agent that wants to be on your team!
The single most important thing in your business, just like baseball, is attitude. Make yours happy and proud to be in the glass business. Your employees will mirror this and you and them will become better for it.
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