Marty Grunder: State of the Industry

Marty Grunder

Landscapers have been through a lot the last couple of years. Small business in general has been through a lot. Those who still have their businesses after all the economic strife are to be commended for finding a way to survive. My business has changed too. In some ways, the downturn has helped all of us be more appreciative of what we have and less concerned about what we don't have. Today, there is little coming from Washington, D.C., that makes you feel like great days are right around the corner. However, I think now is the time to think about the future and make some strategic decisions.

New home construction is at least two years away from being remotely close to "strong" again. It might take more like five years to pick back up. In my area, there are hardly any new homes going up, in part because of fears, but also because consumers can't sell the ones they are in right now. The stock market has been on a roller coaster and many of the clients all of us work with are much more inclined to install a patio when the market is doing well than the contrary. Building owners are much more likely to select a contractor known for quality rather than price when their buildings are fully occupied. I could go on and on. There is much to learn and absorb from all this.

If you're like me, you're not going out of business; you're not even thinking about it. So, you have to make the most of what you've got right now. In my travels around the country speaking, teaching, and coaching, I find entrepreneurs are looking for two big things. They want to find more ways to sell and find more ways to cut costs. So, salesmanship and efficiency are what we must focus on.

There is still great potential for landscapers to sell work, even in a tough economy. But, you must get back to people quickly, show good ideas, listen, solve problems and most of all, give the client value. If you do all these things consistently, you can and will be successful.

There are also great opportunities to improve the bottom line by improving efficiencies. Think through how you execute all your services. Are they set up the best possible way? Have you eliminated any and all waste? If you look at your work from this perspective daily, you are bound to put more money in your pocket.

The bottom line is neither you nor I can control what goes on in Washington, D.C., nor how the economy is doing. The best thing you can do is to make sure you are doing everything you can the best possible way you can do it. Work closely with your clients; make sure they are happy. Don't take them for granted, show them you appreciate them; don't just tell them.

Complaining doesn't help. Instead, put that energy into getting better. You'll be glad you did and so will your checking account.
 

Marty Grunder is a speaker, consultant and author; he owns Grunder Landscaping Co. See www.martygrunder.com; mail
marty@gie.net.