tips and advice

Early on in my career I became very acquainted with a man who sold consumable items to the automotive industry – car dealerships, fleet garages, and the like. He was a very likable person in his 50’s, balding, and smoked a pipe. One of the things I learned from him was, “Make your pitch and […]

I am sure at some point in time that you have gotten so involved in the day to day that you forgot your main goal. Years ago I heard the expression, “At times when you are waist deep in alligators, you forget your prime objective was to drain the swamp!” The day to day operations

Communication is the process by which we exchange information between individuals or groups of people. It’s a process where we try—as clearly and accurately as we can—to convey our thoughts, intentions, and objectives. In our business, we’re communicating with people all day, every day – talking with fellow employees, customers, vendors, and so on.  So,

We hear the terms mediocre and mediocrity frequently, but have you stopped to understand what that is? Being mediocre is being so-so and some people can live with so-so. I really don’t think your career goal was to be mediocre, was it? The meaning of mediocre is the state of low quality, value, ability or

“There is nothing in the world that some man cannot make a little worse and sell a little cheaper, and he who considers price only is that man’s lawful prey.” John Ruskin wrote this back in the 1800’s and I do believe he was speaking to plumbers. Excellent plumbers don’t give their work away. Quality

It doesn’t matter what your trade is on the sign in front of your office. We are in the customer service business. Satisfied customers are our key to success. When your company is small, you may know your customers on a first name basis. You become “their guy” for all types of repairs. As you

Is there a diner, or local family restaurant in your town or neighborhood that you frequent? When you walk in the door, they typically have a chalk board with the daily specials listed. Sometimes it is a new dish the cook (or chef in fancier places) is trying out. If it is received well, they

No one likes to go see the doctor. Generally it is unpleasant because you are not feeling well, or something hurts. You put it off as long as possible and attempt to treat yourself. Maybe you use some home remedy, or something over the counter, or try a method a friend told you about. Some

The New Year has started with a big freeze in most of the country. It is great for the plumbing business, but it is also a distraction. A sharp freeze makes you focus on the now, and you can lose sight and rhythm for changing your future. Have you actually written down the new goals

You know there is a big difference between, “I need more people because my business is growing” and “I need people because I can’t keep the ones I have.” I was speaking with someone recently who said, “Yes I have the marketing and the phone rings constantly with new business, but I can’t find enough