Learning Experiences

Sep 17th, 2013

As a stereotypical, overprotective father of two daughters, I often reflect on the things I try and protect them from and the situations I have them avoid. I want to use my experiences to help them become more successful as students in school as well as in everyday life. However, as I look back at […]

Personal Communication

Aug 29th, 2013

With the Internet, email and now texting, customers now have “light speed” response expectations. Email has almost gotten too slow, and texting is taking over as a faster way to communicate. When a customer texts you, a prompt response is expected. But what has happened to the personal touch customers used to get? Has the […]

The Power of Twitter: A Real-World Example

Aug 6th, 2013

I seem to find myself in an airport most weeks. As many fellow travelers know, things rarely go perfectly when “on the road.” Between flight delays, hotels not having your reservation and inclement weather, there always seems to be something that can throw off your schedule. This said, Roy Anderson, my friend and boss, sent […]

Exploring Event Marketing

Jul 18th, 2013

Home show leads have fueled our industry and many of our businesses for years. Several home improvement companies would simply do a handful of home shows during the course of a year, and this would take care of all the entire year’s worth of leads. But over time, home shows have evolved. The spaces became […]

Leads, Leads and More Leads

Jun 25th, 2013

Everyone seems to be talking or thinking about the recent drop in the stock market. I am not going to pretend to be an investment expert, but is a 350-point market drop today really the same as a 350-point market drop a few years ago? I don’t believe it is and let’s face it; there […]

LRRP Opt Out Back in Play?

Jun 21st, 2013

Since the “opt out” clause was eliminated from the Lead Remodeling Repair Paint (LRRP) regulations, there has been a tremendous amount of energy expended trying to get the clause put back into the regulations. When the “opt out” was first eliminated, I do not think anyone was absolutely certain what would happen to our industry. […]

This is FINALLY THE YEAR!

May 28th, 2013

It’s hard to believe, but we have about half of 2013 already in the books. It is finally great to realize that this is the year for revenue and profit growth. The last several years have been challenging for our industry. However, the forecasts and prognostications seem to be accurate and perhaps even a little […]

Personality Profiles

Apr 22nd, 2013

Have you ever asked yourself questions or made statements like: “How could I have gotten this hire so wrong?” or “They interviewed great, but just didn’t pan out.” Believe me, you are not alone. Many organizations can go through different candidates or hires until they find the “right one.” It’s almost as if luck plays […]

Do you Have Credibility?

Apr 9th, 2013

I have heard from more than one industry expert that home improvement companies rank at or near the bottom when it comes to credibility with consumers. I am not sure if this stems from that old classic movie ‘Tin Men’ or just legitimate concerns about past and current practices of some poor salespeople. With the […]

Perception vs. Reality

Mar 12th, 2013

How good do you think your sales presentation is? All of us “sales types” think we are gregarious and friendly, motivated and understand the customer perfectly. We have done a million presentations so therefore we have to be perfect. Most of us would give ourselves an A+ on our skills. But have you ever videotaped […]