Often called the 80- 20 rule, Pareto’s Principle holds that 20% of our effort yields 80% of our results. This is often applied to other situations, such as 20% of our customers create 80% of our profits. While I don’t think this rule is literally true, there are elements of it worth considering.
There are many situations that can disrupt a painting contractor’s day. Many of these—such as a crew running short of paint at the end of a job, equipment that wasn’t taken to the job, customer complaints—can become minor emergencies that require immediate action. The time required to address these issues, in addition to the interruption, can sap energy as well as time.
If our day is dominated by crisis management it can be extremely difficult to work on our business. If we spend our time putting out fires we do not have time to address the true source of those fires. As soon as one is stamped out, another arises.
Imagine how your business might change if you spent 8 hours a week (or 20% of a 40-hour week) developing systems to prevent those fires. Those 8 hours would eventually save you hundreds of hours, not to mention the reduced stress and improved profitability. Further, by eliminating those fires would provide additional free time to address other issues.
Working on your business is simply one application of Pareto’s Principle. It is an application that can pay dividends for years to come.
© BEP Enterprises Incorporated 2008
Saturday, May 31, 2008
Friday, May 30, 2008
How Does Your Garden Grow?
A garden is a lot like a business. I should know. I own a business and I have a garden. Fortunately, my business is more successful than my garden, but that’s another issue.
In gardening, we must plant seeds. For example, if we want to grow beans, we plant bean seeds. If we want to grow cucumbers, we plant cucumber seeds. If we want to grow birds, we plant bird seed. See how that words?
In business, we must also plant seeds. But these seeds are figurative (I haven’t found any business seeds yet) rather than literal. For example, in marketing our seeds are our advertisements.
In gardening we must have good soil. The best seeds won’t grow in rocks. In business we also need a good foundation—sound business principles, our company culture, financial stability.
In gardening we must nurture our young plants. We must water them and provide fertilizer. We must also nurture our business, providing it with leadership and guidance.
In gardening we must fight off insects that seek to destroy our adorable little plants. In business we must also fight off pests, in the form of “special” customers and employees.
Both gardening and business can be frustrating at times. But when we pick that first vine ripened tomato of the year, all of that effort seems worthwhile. However, even that doesn’t beat a happy customer at the end of a profitable job.
© BEP Enterprises Incorporated 2008
In gardening, we must plant seeds. For example, if we want to grow beans, we plant bean seeds. If we want to grow cucumbers, we plant cucumber seeds. If we want to grow birds, we plant bird seed. See how that words?
In business, we must also plant seeds. But these seeds are figurative (I haven’t found any business seeds yet) rather than literal. For example, in marketing our seeds are our advertisements.
In gardening we must have good soil. The best seeds won’t grow in rocks. In business we also need a good foundation—sound business principles, our company culture, financial stability.
In gardening we must nurture our young plants. We must water them and provide fertilizer. We must also nurture our business, providing it with leadership and guidance.
In gardening we must fight off insects that seek to destroy our adorable little plants. In business we must also fight off pests, in the form of “special” customers and employees.
Both gardening and business can be frustrating at times. But when we pick that first vine ripened tomato of the year, all of that effort seems worthwhile. However, even that doesn’t beat a happy customer at the end of a profitable job.
© BEP Enterprises Incorporated 2008
Thursday, May 29, 2008
The Mob
I recently appeared on a panel to discuss a proposed high rise project in Houston. Home owners in the neighborhoods near the project don’t like it. They have been lobbying City Hall to stop the project, and City Hall has been attempting to do so.
I was the lone defender of the project appearing on the panel. The audience consisted primarily of home owners from the neighborhoods, with a few college students and a few of my friends.
Early in the discussion I pointed out that the tactics of the neighborhood civic associations were much closer to the Politburo than the free market. An audience member soon stood up and demanded that I be removed from the panel. And what was I saying about the Politburo?
Later, the same “gentleman” asked me a question, and before I could answer, launched into a long diatribe about the number of people who opposed this project, and how dare I say that they are wrong. My first inclination was to laugh, but since this was supposed to be a serious forum, I resisted the temptation.
I pointed out that he was saying that the majority is always right, a fact refuted repeatedly throughout history. He was also saying that might makes right, that the majority may do as it pleases because it is the majority. This is another fallacy. Of course, my answers provoked more hostility from the audience.
Many people feel very strong when they are a part of a group. They find comfort in knowing that others share their ideas. And when someone challenges those ideas they are quick to lash out in anger. They act solely on emotion, and any attempt at injecting reason and logic into the discussion is met with angry and ugly attacks.
I stood up to the mob that night. They didn’t like it. But that is their problem, not mine. The mob can be wrong, and on this particular night, they were.
Sometimes the same is true of our paint contracting companies. Sometimes what everyone else thinks is the right way to run a painting company is simply wrong. And when you consider that most contracting businesses will fail, chances are pretty good that they are wrong. Sometimes we need to stand up to the mob.
© BEP Enterprises Incorporated 2008
I was the lone defender of the project appearing on the panel. The audience consisted primarily of home owners from the neighborhoods, with a few college students and a few of my friends.
Early in the discussion I pointed out that the tactics of the neighborhood civic associations were much closer to the Politburo than the free market. An audience member soon stood up and demanded that I be removed from the panel. And what was I saying about the Politburo?
Later, the same “gentleman” asked me a question, and before I could answer, launched into a long diatribe about the number of people who opposed this project, and how dare I say that they are wrong. My first inclination was to laugh, but since this was supposed to be a serious forum, I resisted the temptation.
I pointed out that he was saying that the majority is always right, a fact refuted repeatedly throughout history. He was also saying that might makes right, that the majority may do as it pleases because it is the majority. This is another fallacy. Of course, my answers provoked more hostility from the audience.
Many people feel very strong when they are a part of a group. They find comfort in knowing that others share their ideas. And when someone challenges those ideas they are quick to lash out in anger. They act solely on emotion, and any attempt at injecting reason and logic into the discussion is met with angry and ugly attacks.
I stood up to the mob that night. They didn’t like it. But that is their problem, not mine. The mob can be wrong, and on this particular night, they were.
Sometimes the same is true of our paint contracting companies. Sometimes what everyone else thinks is the right way to run a painting company is simply wrong. And when you consider that most contracting businesses will fail, chances are pretty good that they are wrong. Sometimes we need to stand up to the mob.
© BEP Enterprises Incorporated 2008
Wednesday, May 28, 2008
Pardon My French
I am not overly fond of the French. As a general rule they are very poor painters—Breton is a notable exception. That whole Impressionist movement is simply silly. Can you imagine painting a house with a series of dots? First, it would take forever. Second, it would look horrible, particularly if you used different colors.
Impressionism was but one step in the trend of art towards less representational painting. That trend has produced such painting “methods” as throwing paint at a canvas.
Fortunately, painting contractors have not adopted such methods. Doing so would be a complete evasion of the nature and purpose of our industry. It would amount to the declaration that there are no principles or standards guiding painting.
While most painting contractors recognize the need for standards regarding product selection, preparation, application, etc. they are less accepting of standards and principles on the business side of things. They recognize the need for a clean, dull, and dry substrate, but not the need for sound business practices.
In essence, they are embracing the same attitude as the Impressionists. Where the Impressionists thought that they do as they chose and call it art, such painting contractors believe that they can do as they choose and call it business. The Impressionists got away with their scam. Painting contractors who embrace the Impressionist model won’t be as lucky.
© BEP Enterprises Incorporated 2008
Impressionism was but one step in the trend of art towards less representational painting. That trend has produced such painting “methods” as throwing paint at a canvas.
Fortunately, painting contractors have not adopted such methods. Doing so would be a complete evasion of the nature and purpose of our industry. It would amount to the declaration that there are no principles or standards guiding painting.
While most painting contractors recognize the need for standards regarding product selection, preparation, application, etc. they are less accepting of standards and principles on the business side of things. They recognize the need for a clean, dull, and dry substrate, but not the need for sound business practices.
In essence, they are embracing the same attitude as the Impressionists. Where the Impressionists thought that they do as they chose and call it art, such painting contractors believe that they can do as they choose and call it business. The Impressionists got away with their scam. Painting contractors who embrace the Impressionist model won’t be as lucky.
© BEP Enterprises Incorporated 2008
Monday, May 26, 2008
Licensing Customers
The idea behind licensing is that customers can be assured that the contractor has met certain standards. But what guarantee does the painting contractor have that the customer has met certain standards? None.
Therefore, I hereby propose that customers must obtain a license before they can hire a contractor. They must demonstrate that they have the financial ability to pay for the work, that they will be decent and respectful, and that they don’t know more than the contractor they wish to hire (and recognize this fact). There should probably be more criteria, but that’s what I came up with off the top of my head.
Contractors often complain about nimrod customers who have no clue. Such people waste our time, create stress, and do as much to lower the image of our industry as the low-ball contractors they ultimately hire.
Many people argue that if we take away the incentive for illegal aliens—employers who will hire them—the “problem” will go away. Why don’t we do the same for low-ball contractors—i.e., do away with the people who will hire them?
Think about how great it would be to ask a customer for their license number when they call for an estimate. “I don’t have one,” she answers.
“Oh, I’m so sorry. But you aren’t qualified to be our customer.” Click.
I am opposed to any form of licensing. But I find it interesting that such policies are always aimed at the producers and never at consumers. In other words, such restrictions are always directed at only one party to the transaction. That should tell us something about the true motivations of those who advocate "protecting consumers". Why are there no "protections" for producers?
© BEP Enterprises Incorporated 2008
Therefore, I hereby propose that customers must obtain a license before they can hire a contractor. They must demonstrate that they have the financial ability to pay for the work, that they will be decent and respectful, and that they don’t know more than the contractor they wish to hire (and recognize this fact). There should probably be more criteria, but that’s what I came up with off the top of my head.
Contractors often complain about nimrod customers who have no clue. Such people waste our time, create stress, and do as much to lower the image of our industry as the low-ball contractors they ultimately hire.
Many people argue that if we take away the incentive for illegal aliens—employers who will hire them—the “problem” will go away. Why don’t we do the same for low-ball contractors—i.e., do away with the people who will hire them?
Think about how great it would be to ask a customer for their license number when they call for an estimate. “I don’t have one,” she answers.
“Oh, I’m so sorry. But you aren’t qualified to be our customer.” Click.
I am opposed to any form of licensing. But I find it interesting that such policies are always aimed at the producers and never at consumers. In other words, such restrictions are always directed at only one party to the transaction. That should tell us something about the true motivations of those who advocate "protecting consumers". Why are there no "protections" for producers?
© BEP Enterprises Incorporated 2008
Saturday, May 24, 2008
Don’t be a Crybaby
I can come up with hundreds of excuses why my paint contracting business might fail—illegals, the economy, cheap customers, the price of gas, bad employees, my hair hurts, and more. In fact, I could spend so much time making excuses that I would never have any time to market, sell jobs, or do anything else.
It’s easy to make excuses. It’s relatively easy to find things to complain about. It might take little effort, but it sure can waste a lot of time. And at the end of the day, what do we have to show for it? Absolutely nothing. Zip. Nada.
Few people would admit to being a crybaby. That’s not a particularly nice epithet. But I suspect that there are a lot more crybabies than is admitted. Oh course, you aren’t one and neither am I.
One characteristic that marks all crybabies is that nothing is ever their fault. They can’t help it, nobody ever told them, it isn’t fair, etc. No matter what happens, the blame always rests with someone else. (Ironically, they fail to realize that if their failures are not their fault, then their few successes aren’t their creation either.)
All of us have things happen over which we have little or no control. For example, I have no control over the price of gasoline. I do have control over how much gasoline I purchase. Sometimes we must accept what comes our way, dust ourselves off, and get on with life. Crying about it won’t make it better. And besides, it really isn’t wise to thin your paint with tears.
© BEP Enterprises Incorporated 2008
It’s easy to make excuses. It’s relatively easy to find things to complain about. It might take little effort, but it sure can waste a lot of time. And at the end of the day, what do we have to show for it? Absolutely nothing. Zip. Nada.
Few people would admit to being a crybaby. That’s not a particularly nice epithet. But I suspect that there are a lot more crybabies than is admitted. Oh course, you aren’t one and neither am I.
One characteristic that marks all crybabies is that nothing is ever their fault. They can’t help it, nobody ever told them, it isn’t fair, etc. No matter what happens, the blame always rests with someone else. (Ironically, they fail to realize that if their failures are not their fault, then their few successes aren’t their creation either.)
All of us have things happen over which we have little or no control. For example, I have no control over the price of gasoline. I do have control over how much gasoline I purchase. Sometimes we must accept what comes our way, dust ourselves off, and get on with life. Crying about it won’t make it better. And besides, it really isn’t wise to thin your paint with tears.
© BEP Enterprises Incorporated 2008
Friday, May 23, 2008
Maybe I’m Being Sarcastic
There is a lot of talk about the proper way to build your paint contracting business. All kinds of advice is offered regarding creating systems, proper accounting procedures, how to effectively market, etc. This is a bunch of bunk.
It really doesn’t matter what you do, your business will probably fail. Statistics show that 90% of small businesses fail within 5 years. So the chances are very high that your business will fail.
It’s nice to talk about systems and procedures. But why spend all of that time and effort when your business will likely close its doors? Why not just take it easy and wait for the inevitable? Think of the trees you will save by not using all that paper. Think of all the time you will have to spend with your family.
You might think you are different. You might think you have a solid plan for success. Who are you fooling? Statistics say that you have a 1 in 10 chance to last 5 years. Those aren’t very good odds. You might do better playing the lottery.
I know this sounds cynical, but I’m just being realistic. I think that each business is predestined to succeed or fail, and it doesn’t matter how much planning, systematizing, coaching, or anything elsing that the owner does. Either the stars line up for you or they don’t.
So instead of getting up early each morning to get ready for the day’s activities, sleep in a bit. You could probably use the rest. Instead of working on estimates after the kids go to bed, plop down in your Lazy Boy and watch television. Instead of developing systems and procedures, take your kids to the park. Instead of getting your books in order and setting up a proper accounting system, just hope you can pay this week’s bills. You’ll save yourself a lot of stress.
I know I’ve talked a lot about systems and procedures, but I’ve concluded that they are just a waste of time. Of course, I could be wrong about this new realization. Or maybe I’m being sarcastic. Maybe it really does matter what actions you take.
© BEP Enterprises Incorporated 2008
It really doesn’t matter what you do, your business will probably fail. Statistics show that 90% of small businesses fail within 5 years. So the chances are very high that your business will fail.
It’s nice to talk about systems and procedures. But why spend all of that time and effort when your business will likely close its doors? Why not just take it easy and wait for the inevitable? Think of the trees you will save by not using all that paper. Think of all the time you will have to spend with your family.
You might think you are different. You might think you have a solid plan for success. Who are you fooling? Statistics say that you have a 1 in 10 chance to last 5 years. Those aren’t very good odds. You might do better playing the lottery.
I know this sounds cynical, but I’m just being realistic. I think that each business is predestined to succeed or fail, and it doesn’t matter how much planning, systematizing, coaching, or anything elsing that the owner does. Either the stars line up for you or they don’t.
So instead of getting up early each morning to get ready for the day’s activities, sleep in a bit. You could probably use the rest. Instead of working on estimates after the kids go to bed, plop down in your Lazy Boy and watch television. Instead of developing systems and procedures, take your kids to the park. Instead of getting your books in order and setting up a proper accounting system, just hope you can pay this week’s bills. You’ll save yourself a lot of stress.
I know I’ve talked a lot about systems and procedures, but I’ve concluded that they are just a waste of time. Of course, I could be wrong about this new realization. Or maybe I’m being sarcastic. Maybe it really does matter what actions you take.
© BEP Enterprises Incorporated 2008
Thursday, May 22, 2008
Is Virtue Practical?
On occasion I read posts on forums for contractors that cast aspersions on businessmen. Those posts say, some more explicitly than others, that successful businessmen are dishonest crooks. I completely disagree with that characterization.
But more significantly, such claims imply that one must choose between virtue and success. According to that thinking, if success is evidence of dishonesty and evil, then poverty and failure are signs of virtue. Again, I completely disagree.
While there are certainly individuals who achieve material success through dishonesty and fraud, they are exceptions. And they are almost always exposed and brought to justice. (See Enron for an example.)
And there are many individuals who are very virtuous and do not achieve material success.
I hold that virtue—honesty, integrity, justice, productiveness, and pride for example—are the only legitimate means to material success. I hold that virtue is indeed practical, if happiness on earth is considered practical (which I do).
Business success is not an easy accomplishment. It takes years and years of hard work. It requires dedication and perseverance. It requires will power and self-motivation. It requires self-confidence. It requires treating others fairly.
A con man lives in the short term. He seeks easy prey. He does not create value, he only seeks to extort it. He lives for today, because tomorrow he needs another victim. And tomorrow he will be hiding from yesterday’s victim.
A businessman lives in the long term. He seeks to build relationships. He creates value for his customers, because that is how he achieves material success. He lives for the future, and delays today’s consumption so that tomorrow may provide a feast. And he stands proudly before the world, with his accomplishments as testimony to his virtue.
© BEP Enterprises Incorporated 2008
But more significantly, such claims imply that one must choose between virtue and success. According to that thinking, if success is evidence of dishonesty and evil, then poverty and failure are signs of virtue. Again, I completely disagree.
While there are certainly individuals who achieve material success through dishonesty and fraud, they are exceptions. And they are almost always exposed and brought to justice. (See Enron for an example.)
And there are many individuals who are very virtuous and do not achieve material success.
I hold that virtue—honesty, integrity, justice, productiveness, and pride for example—are the only legitimate means to material success. I hold that virtue is indeed practical, if happiness on earth is considered practical (which I do).
Business success is not an easy accomplishment. It takes years and years of hard work. It requires dedication and perseverance. It requires will power and self-motivation. It requires self-confidence. It requires treating others fairly.
A con man lives in the short term. He seeks easy prey. He does not create value, he only seeks to extort it. He lives for today, because tomorrow he needs another victim. And tomorrow he will be hiding from yesterday’s victim.
A businessman lives in the long term. He seeks to build relationships. He creates value for his customers, because that is how he achieves material success. He lives for the future, and delays today’s consumption so that tomorrow may provide a feast. And he stands proudly before the world, with his accomplishments as testimony to his virtue.
© BEP Enterprises Incorporated 2008
Tuesday, May 20, 2008
The Tortoise and the Hare
You’ve probably heard the story of the tortoise and the hare. Engaged in a race, the hare believes that he can dilly-dally and use his superior speed to catch the tortoise. He winds up waiting too late to start and the tortoise, though slow and methodical, wins the race.
The same can happen with our paint contracting business. We can put off doing the things that are necessary to succeed, believing that a mad dash at the end will suffice. In the meantime, the contractor who consistently does the right things, slowly and methodically, gradually moves forward step-by-step.
It can often be easy to put off mundane tasks. It can often be easy to feel overwhelmed and refuse to start a project because its immensity makes it seem impossible to finish. While starting a project will not guarantee its successful completion, failing to start will insure that it is never completed.
A cross-country road trip is not a small adventure. It involves lots of boring driving. It also involves periodic sights and experiences filled with excitement and grandeur. But if we never start we will not have those experiences, and we certainly won’t reach our destination.
The speed with which we get to our goals is far less important than accomplishing them. Sometimes it is much more effective in the long-term to be a tortoise rather than a hare.
© BEP Enterprises Incorporated 2008
The same can happen with our paint contracting business. We can put off doing the things that are necessary to succeed, believing that a mad dash at the end will suffice. In the meantime, the contractor who consistently does the right things, slowly and methodically, gradually moves forward step-by-step.
It can often be easy to put off mundane tasks. It can often be easy to feel overwhelmed and refuse to start a project because its immensity makes it seem impossible to finish. While starting a project will not guarantee its successful completion, failing to start will insure that it is never completed.
A cross-country road trip is not a small adventure. It involves lots of boring driving. It also involves periodic sights and experiences filled with excitement and grandeur. But if we never start we will not have those experiences, and we certainly won’t reach our destination.
The speed with which we get to our goals is far less important than accomplishing them. Sometimes it is much more effective in the long-term to be a tortoise rather than a hare.
© BEP Enterprises Incorporated 2008
Monday, May 19, 2008
Whence Your Leads Flow
One of the most powerful pieces of data a painting contractor should collect and track is the source of his leads. Without this information he is flying blind. He is spending money without the knowledge of its effectiveness or return.
You do not need an elaborate process to track leads. A simple form or spreadsheet will suffice. The important thing is to capture the data. Several pieces of information are important—the source of the lead, whether the job was sold or not, and the sale price.
Marketing is an investment, and like all investments it is prudent to calculate the return on that investment. Tracking our leads is a crucial part of making that calculation.
It takes time to accumulate meaningful data. Small samples can lead to erroneous conclusions. At least six months of data is needed for a reasonable analysis, and preferably a year of data would be used.
The most meaningful analysis is the return on investment. This is calculated by dividing the sales generated by an advertisement by the cost of that ad. For example, an ad costs $100 and generates $1,000 in sales—the return on investment is 10.
For most contracting businesses, a return on investment of 10 to 20 is desirable. Ads that fall below our target should be re-evaluated.
By tracking and analyzing our marketing, we can make wiser decisions. We can make decisions based on the facts rather than hunches.
© BEP Enterprises Incorporated 2008
You do not need an elaborate process to track leads. A simple form or spreadsheet will suffice. The important thing is to capture the data. Several pieces of information are important—the source of the lead, whether the job was sold or not, and the sale price.
Marketing is an investment, and like all investments it is prudent to calculate the return on that investment. Tracking our leads is a crucial part of making that calculation.
It takes time to accumulate meaningful data. Small samples can lead to erroneous conclusions. At least six months of data is needed for a reasonable analysis, and preferably a year of data would be used.
The most meaningful analysis is the return on investment. This is calculated by dividing the sales generated by an advertisement by the cost of that ad. For example, an ad costs $100 and generates $1,000 in sales—the return on investment is 10.
For most contracting businesses, a return on investment of 10 to 20 is desirable. Ads that fall below our target should be re-evaluated.
By tracking and analyzing our marketing, we can make wiser decisions. We can make decisions based on the facts rather than hunches.
© BEP Enterprises Incorporated 2008
Saturday, May 17, 2008
The N Word
Painting contractors frequently complain about niggardly customers. Actually, they don’t use that word. They usually call such customers cheap, but the meaning is the same.
There are certainly cheap customers. There are also cheap contractors. Customers who want high quality at a low price are cheap. Contractors who are not willing to invest in the marketing, image building, training, and systems are cheap.
If you were offered a brand new Ford F-150 for $10,000 you’d likely jump at the deal. You know that such a vehicle is worth a lot more, even if you hate Fords. Our customers however, do not always know the value of a professional paint job. And this is particularly true if the value we offer isn’t made clear.
Cheap contractors tend to attract cheap customers. Cheap contractors emit a certain aura—in their image, their demeanor, their marketing.
It may be cliché, but you have to spend money to make money. You have to invest in yourself and your business if you wish to grow and prosper. If you don’t, you are being just as niggardly as those customers you complain about. If you think customers are cheap, a good place to look for a solution is the mirror.
© BEP Enterprises Incorporated 2008
There are certainly cheap customers. There are also cheap contractors. Customers who want high quality at a low price are cheap. Contractors who are not willing to invest in the marketing, image building, training, and systems are cheap.
If you were offered a brand new Ford F-150 for $10,000 you’d likely jump at the deal. You know that such a vehicle is worth a lot more, even if you hate Fords. Our customers however, do not always know the value of a professional paint job. And this is particularly true if the value we offer isn’t made clear.
Cheap contractors tend to attract cheap customers. Cheap contractors emit a certain aura—in their image, their demeanor, their marketing.
It may be cliché, but you have to spend money to make money. You have to invest in yourself and your business if you wish to grow and prosper. If you don’t, you are being just as niggardly as those customers you complain about. If you think customers are cheap, a good place to look for a solution is the mirror.
© BEP Enterprises Incorporated 2008
Thursday, May 15, 2008
What to do with Your Rebate Check
It seems like everybody has a suggestion on how you should spend your tax rebate check, and it usually involves their store or their product. Since I am such a follower, and have a web site that sells stuff, I’ll make a similar suggestion. Go to Out of the Bucket.com and buy everything we have.
Seriously though, you should really consider investing some of the money into your business. Take a training class, or buy QuickBooks, or do something else to expand your business skills. If you spent $500 on learning something valuable about business, you could turn that investment into thousands before the end of the year.
I know, training is expensive. You don’t have time. Blah, blah, blah. To be blunt, these are silly excuses. Lots of things are expensive—spray rigs, trucks, a gallon of gas. But you buy these things because they help you make money. What about your brain? Does that help you make money? If so, why aren’t you investing in it?
As far as time goes, I hate to be the one to break the news to you, but there are 24 hours in every day. Always has been, always will be. I don’t have any more time in the day than you do. I just choose to use my time differently, that’s all. So when someone says, “I don’t have time” what they really mean is “I choose to use my time for other things.”
But I digress. Marketing is an investment. Equipment is an investment. Training is an investment. Invest your rebate check. You’ll thank me some day.
© BEP Enterprises Incorporated 2008
Seriously though, you should really consider investing some of the money into your business. Take a training class, or buy QuickBooks, or do something else to expand your business skills. If you spent $500 on learning something valuable about business, you could turn that investment into thousands before the end of the year.
I know, training is expensive. You don’t have time. Blah, blah, blah. To be blunt, these are silly excuses. Lots of things are expensive—spray rigs, trucks, a gallon of gas. But you buy these things because they help you make money. What about your brain? Does that help you make money? If so, why aren’t you investing in it?
As far as time goes, I hate to be the one to break the news to you, but there are 24 hours in every day. Always has been, always will be. I don’t have any more time in the day than you do. I just choose to use my time differently, that’s all. So when someone says, “I don’t have time” what they really mean is “I choose to use my time for other things.”
But I digress. Marketing is an investment. Equipment is an investment. Training is an investment. Invest your rebate check. You’ll thank me some day.
© BEP Enterprises Incorporated 2008
Wednesday, May 14, 2008
Dream On
One of my favorite Aerosmith songs is “Dream On”. It’s a song that inspires me, that reminds me that dreams can come true.
At the same time the song reminds me that living solely for the future and the achievement of those dreams can sometimes be folly. We must also enjoy the journey and celebrate the steps along the way:
Sing with me, sing for the year
Sing for the laughter, sing for the tears
Sing with me, if it's just for today
Maybe tomorrow, the good lord will take you away
Dreams are our vision of the life we want to have. They provide motivation. But a dream without action is just a fantasy.
The actions necessary to achieve our dreams can be dull and frustrating. It can take years, or even decades to achieve our dreams. We often face many challenges and set backs along the way. We may often want to give up and declare our dreams impossible.
While we are singing for the long-term, we must also sing for today. We must dream for the long-term, and enjoy the victories of each day. So dream on until your dreams come true.
© BEP Enterprises Incorporated 2008
At the same time the song reminds me that living solely for the future and the achievement of those dreams can sometimes be folly. We must also enjoy the journey and celebrate the steps along the way:
Sing with me, sing for the year
Sing for the laughter, sing for the tears
Sing with me, if it's just for today
Maybe tomorrow, the good lord will take you away
Dreams are our vision of the life we want to have. They provide motivation. But a dream without action is just a fantasy.
The actions necessary to achieve our dreams can be dull and frustrating. It can take years, or even decades to achieve our dreams. We often face many challenges and set backs along the way. We may often want to give up and declare our dreams impossible.
While we are singing for the long-term, we must also sing for today. We must dream for the long-term, and enjoy the victories of each day. So dream on until your dreams come true.
© BEP Enterprises Incorporated 2008
Monday, May 12, 2008
Procrastination
Since I started this blog I’ve wanted to write a post on procrastination, but I kept putting it off. At first I wasn’t sure where to start, and then I got other ideas that were more interesting. When I got back to the idea, it seemed like such a big topic that I could never actually complete the post.
Then I realized that so much has been written on the topic that I’d need to write the perfect post to say something original. So I decided I needed to wait some time until I learned more and then I could write a really good post. Just when I was ready to start my cat wanted to play.
Does any of the above sound familiar? These are the common excuses for procrastination. And they are excuses. Personally, I get real tired of excuses. I know people who keep telling me what they are going to do. They never seem to be able to tell me what they have actually done, because they spend most of their time making excuses about why they can’t do anything.
Here’s a tip: if you say you are going to do something, do it. If you aren’t serious about doing it, don’t waste my time telling me about your fantasies. Frankly, your fantasies aren’t all that interesting unless they involve Cameron Diaz, and even then I really don’t want to hear them.
I admire accomplishment. I respect people who work hard to achieve a goal. I feel nothing but pity for people who can only talk about what they are going to do—the dreamers who never act. Actually, there is one situation in which I would appreciate procrastination. If you are going to tell me about what you are going to do—and you aren’t serious about it—why don’t you just put it off for a few days.
© BEP Enterprises Incorporated 2008
Then I realized that so much has been written on the topic that I’d need to write the perfect post to say something original. So I decided I needed to wait some time until I learned more and then I could write a really good post. Just when I was ready to start my cat wanted to play.
Does any of the above sound familiar? These are the common excuses for procrastination. And they are excuses. Personally, I get real tired of excuses. I know people who keep telling me what they are going to do. They never seem to be able to tell me what they have actually done, because they spend most of their time making excuses about why they can’t do anything.
Here’s a tip: if you say you are going to do something, do it. If you aren’t serious about doing it, don’t waste my time telling me about your fantasies. Frankly, your fantasies aren’t all that interesting unless they involve Cameron Diaz, and even then I really don’t want to hear them.
I admire accomplishment. I respect people who work hard to achieve a goal. I feel nothing but pity for people who can only talk about what they are going to do—the dreamers who never act. Actually, there is one situation in which I would appreciate procrastination. If you are going to tell me about what you are going to do—and you aren’t serious about it—why don’t you just put it off for a few days.
© BEP Enterprises Incorporated 2008
Sunday, May 11, 2008
Mother’s Day
On this day, I’d like to honor someone I’ve known all of my life. Someone who coddled me when I was an infant, and spanked me when I was a brat. Someone who nurtured me when I was sick, and cheered me on the basketball court. That someone is my mother.
There are many things I can say about my mother, but the one thing I am most appreciative is the way she raised me. She taught me solid values. She taught me to think for myself. She hasn’t always agreed with my ideas, but she has always respected me.
While my mother was always concerned about my welfare, she was not a smothering woman. She gave me the freedom to fall out of trees, wreck my bike, and do other things that would lead to a law suit today. In other words, she let me get hurt, and in doing so, she taught me that life isn’t always easy. But no matter how bad things may seem, they will get better if we work at it. That has served me well in my business.
My mother still lives in the small city where she grew up. She is comfortable there. I “escaped” when I was 18—that city offered no opportunity or future for me. Ironically, it was my mother who essentially made me leave. She taught me that life offered more than our city offered, and she gave me the confidence to go out and find it.
My mother does not have internet access, and she may never read this. But on this Mother’s Day I send her my sincere thanks and love.
© BEP Enterprises Incorporated 2008
There are many things I can say about my mother, but the one thing I am most appreciative is the way she raised me. She taught me solid values. She taught me to think for myself. She hasn’t always agreed with my ideas, but she has always respected me.
While my mother was always concerned about my welfare, she was not a smothering woman. She gave me the freedom to fall out of trees, wreck my bike, and do other things that would lead to a law suit today. In other words, she let me get hurt, and in doing so, she taught me that life isn’t always easy. But no matter how bad things may seem, they will get better if we work at it. That has served me well in my business.
My mother still lives in the small city where she grew up. She is comfortable there. I “escaped” when I was 18—that city offered no opportunity or future for me. Ironically, it was my mother who essentially made me leave. She taught me that life offered more than our city offered, and she gave me the confidence to go out and find it.
My mother does not have internet access, and she may never read this. But on this Mother’s Day I send her my sincere thanks and love.
© BEP Enterprises Incorporated 2008
Saturday, May 10, 2008
Why Cats are Better in Business than Dogs
I realize that this may alienate some of you, but cats are better in business than dogs. I don’t have scientific evidence to support this claim, but I do have an abundance of anecdotal evidence.
First, I’ve never seen a dog operate a successful business. My cousin had a German Shepherd that opened a lemonade stand once and the stupid dog kept drinking all of the lemonade. A cat would never do that.
Second, cats have self-respect. You can kick a dog in the face and he’ll still love you. You even look at a cat the wrong way and he’ll poop in your shoes. Business success requires self-respect.
Third, cats have nine lives. Cats can survive all kinds of things, like falling 10 stories. Business often puts us in risky situations and the ability to survive them is crucial.
Fourth, cats are inquisitive. Cats, like successful business owners, seek to learn about the world around them. About the most curiosity dogs show is what another dog’s butt smells like. That might be fine for dogs, but it doesn’t fly in the business world. Try that with your next customer and see what happens.
Fifth, cats are better communicators. Sure, their vocabulary is limited to “mew”, “meow”, and “hsss”, but these “words” are spoken and understood by all cats. Admittedly, dogs have a larger vocabulary, consisting of “words” such as “arf”, “bark”, “roof”, “bow-wow”, “grr”, and similar noises. But I’ve yet to find a dog who can explain the difference between “arf” and “bow-wow”, though they continue to use redundant concepts. It just makes for a very confusing conversation.
Sixth, dogs have no respect for others. They will bark all night, not caring that the neighbors have an actual job. Have you ever heard a cat bark all night? I rest my case.
In conclusion, if you want to own a successful painting business, act more like a cat than a dog. Be a cute, fuzzy little feline and your customers will rub your chin and scratch your head. And that will make you purr all the way to the bank.
© BEP Enterprises Incorporated 2008
First, I’ve never seen a dog operate a successful business. My cousin had a German Shepherd that opened a lemonade stand once and the stupid dog kept drinking all of the lemonade. A cat would never do that.
Second, cats have self-respect. You can kick a dog in the face and he’ll still love you. You even look at a cat the wrong way and he’ll poop in your shoes. Business success requires self-respect.
Third, cats have nine lives. Cats can survive all kinds of things, like falling 10 stories. Business often puts us in risky situations and the ability to survive them is crucial.
Fourth, cats are inquisitive. Cats, like successful business owners, seek to learn about the world around them. About the most curiosity dogs show is what another dog’s butt smells like. That might be fine for dogs, but it doesn’t fly in the business world. Try that with your next customer and see what happens.
Fifth, cats are better communicators. Sure, their vocabulary is limited to “mew”, “meow”, and “hsss”, but these “words” are spoken and understood by all cats. Admittedly, dogs have a larger vocabulary, consisting of “words” such as “arf”, “bark”, “roof”, “bow-wow”, “grr”, and similar noises. But I’ve yet to find a dog who can explain the difference between “arf” and “bow-wow”, though they continue to use redundant concepts. It just makes for a very confusing conversation.
Sixth, dogs have no respect for others. They will bark all night, not caring that the neighbors have an actual job. Have you ever heard a cat bark all night? I rest my case.
In conclusion, if you want to own a successful painting business, act more like a cat than a dog. Be a cute, fuzzy little feline and your customers will rub your chin and scratch your head. And that will make you purr all the way to the bank.
© BEP Enterprises Incorporated 2008
Friday, May 9, 2008
Can You Spel Dissasster?
Some painting contractors don’t write so good. This may not seam like a big deel. After all, they ain’t been hired to wryte and spel. They been hired to pante. So wat if they wryte badly?
It is true that painting a house is not a spelling bee. Nor is it a math contest, but I doubt few contractors would argue that they do not need to possess and use some basic math skills. How else will they calculate a price or count their money? (On second thought, maybe they are just guessing at a price and have no money to count.)
Verbal and writing skills are not luxuries that we can do without. They are crucial business skills. They are the means by which we communicate with customers, employees, and vendors. They are the means by which we express our goals and desires.
There are a multitude of ways we can differentiate our company. Speaking and writing well is one way to do so. These skills allow us to communicate clearly and accurately. If you think this is mere rhetoric, I once was awarded a job because I was the only contractor who correctly spelled fascia. The customer told me that he figured if I can spell correctly, I can do the work correctly.
In a competitive environment, we must utilize every advantage at our disposal. Speaking and writing well will provide an advantage. If you don’t believe me, try writing your next contract in Latin. That would be just as unintelligible as writing poorly in English. And it would give an entirely new meaning to caveat emptor.
© BEP Enterprises Incorporated 2008
It is true that painting a house is not a spelling bee. Nor is it a math contest, but I doubt few contractors would argue that they do not need to possess and use some basic math skills. How else will they calculate a price or count their money? (On second thought, maybe they are just guessing at a price and have no money to count.)
Verbal and writing skills are not luxuries that we can do without. They are crucial business skills. They are the means by which we communicate with customers, employees, and vendors. They are the means by which we express our goals and desires.
There are a multitude of ways we can differentiate our company. Speaking and writing well is one way to do so. These skills allow us to communicate clearly and accurately. If you think this is mere rhetoric, I once was awarded a job because I was the only contractor who correctly spelled fascia. The customer told me that he figured if I can spell correctly, I can do the work correctly.
In a competitive environment, we must utilize every advantage at our disposal. Speaking and writing well will provide an advantage. If you don’t believe me, try writing your next contract in Latin. That would be just as unintelligible as writing poorly in English. And it would give an entirely new meaning to caveat emptor.
© BEP Enterprises Incorporated 2008
Wednesday, May 7, 2008
Everybody Wants to go to Heaven
When I was younger I spent a number of years heavily engrossed with reggae music. I bought lots of albums, went to reggae clubs, and had my own version of dreadlocks—a pony-tail down to my butt.
One of my favorite songs (I no longer remember the title) was by Peter Tosh. He sang that everybody wants to go to heaven, but nobody wants to die. I’m tempted to comment on the philosophical implications of this, but since this blog is about paint contracting, I will resist.
After working with hundreds of contractors over the past years, I have my own version of those lyrics: Everybody wants to make more money, but nobody wants to do what it takes.
I realize that this is a generalization, and is not literally true. Many are willing and able to do what it takes. But I continue to be amazed at the number of contractors who repeatedly fail to follow simple and proven business principles.
They might as well beat their head on the wall. Why re-invent the wheel? It’s fine to make a better wheel, but first you must know how to make a basic wheel. Do the same with your business.
© BEP Enterprises Incorporated 2008
One of my favorite songs (I no longer remember the title) was by Peter Tosh. He sang that everybody wants to go to heaven, but nobody wants to die. I’m tempted to comment on the philosophical implications of this, but since this blog is about paint contracting, I will resist.
After working with hundreds of contractors over the past years, I have my own version of those lyrics: Everybody wants to make more money, but nobody wants to do what it takes.
I realize that this is a generalization, and is not literally true. Many are willing and able to do what it takes. But I continue to be amazed at the number of contractors who repeatedly fail to follow simple and proven business principles.
They might as well beat their head on the wall. Why re-invent the wheel? It’s fine to make a better wheel, but first you must know how to make a basic wheel. Do the same with your business.
© BEP Enterprises Incorporated 2008
Sunday, May 4, 2008
Tacos al Carbon
When I first moved to Houston, several co-workers took me to an authentic Mexican restaurant. I don’t mean one of those Americanized chains that are really Tex- Mex. I mean a restaurant owned by Mexicans, staffed by Mexicans, and serving the same kind of food they serve in Mexico City. (Or so I was told).
Since I was a transplanted Yankee, my co-workers wanted to enjoy the sight of me sweating profusely when I bit into my first jalepeno pepper. I didn’t disappoint them. But I’m an adventerous guy, and despite their obvious pleasure in my discomfort, I took their advice and ordered tacos al carbon.
I immediately fell in love with Mexican food. The flavors were new and exciting. A whole new world of culinary treats had opened up.
Sometimes it is easy to get locked into the same old thing. Sometimes meatloaf and mashed potatoes is great, but not all of the time. Sometimes we need to try something different. Sometimes we need to get out of our comfort zone.
If we want our painting business to grow, to be better, we must do something different. The same actions invariably get the same results. If we want to grow, we must test ourselves. We must order something different. We may sweat profusely. Or we may just learn something that will change our life.
© BEP Enterprises Incorporated 2008
Since I was a transplanted Yankee, my co-workers wanted to enjoy the sight of me sweating profusely when I bit into my first jalepeno pepper. I didn’t disappoint them. But I’m an adventerous guy, and despite their obvious pleasure in my discomfort, I took their advice and ordered tacos al carbon.
I immediately fell in love with Mexican food. The flavors were new and exciting. A whole new world of culinary treats had opened up.
Sometimes it is easy to get locked into the same old thing. Sometimes meatloaf and mashed potatoes is great, but not all of the time. Sometimes we need to try something different. Sometimes we need to get out of our comfort zone.
If we want our painting business to grow, to be better, we must do something different. The same actions invariably get the same results. If we want to grow, we must test ourselves. We must order something different. We may sweat profusely. Or we may just learn something that will change our life.
© BEP Enterprises Incorporated 2008
Friday, May 2, 2008
It Doesn’t Have to be That Way
It’s never too early to start thinking about winter work. And if you aren’t happy with how this past winter went, start planning now while the pain is still fresh.
There are 2 approaches to take to the seasonality of our industry. You can accept it and go with the flow. Or, you say “it doesn’t have to be that way” and act accordingly. You can be reactive, or you can be proactive.
There are many things that can be done to overcome the winter doldrums, but they all come down to marketing. Marketing makes the phone ring, and the phone must ring before we can sell jobs. The time to market isn’t in the middle of winter. The time to market is before winter. Squirrels don’t wait until the winter to hide their acorns. You shouldn’t either.
Squirrels prepare for the winter long before the winter. In this regard, squirrels seem to have a better grasp on reality than some painting contractors. This may come as a shock to some, but later this year winter will arrive. I checked my calendar. In fact, winter will come every year for the remainder of your career.
So you can begin preparing, or you can act surprised when the inevitable occurs. But if next spring you are lamenting another slow winter, just remember that it doesn’t have to be that way.
© BEP Enterprises Incorporated 2008
There are 2 approaches to take to the seasonality of our industry. You can accept it and go with the flow. Or, you say “it doesn’t have to be that way” and act accordingly. You can be reactive, or you can be proactive.
There are many things that can be done to overcome the winter doldrums, but they all come down to marketing. Marketing makes the phone ring, and the phone must ring before we can sell jobs. The time to market isn’t in the middle of winter. The time to market is before winter. Squirrels don’t wait until the winter to hide their acorns. You shouldn’t either.
Squirrels prepare for the winter long before the winter. In this regard, squirrels seem to have a better grasp on reality than some painting contractors. This may come as a shock to some, but later this year winter will arrive. I checked my calendar. In fact, winter will come every year for the remainder of your career.
So you can begin preparing, or you can act surprised when the inevitable occurs. But if next spring you are lamenting another slow winter, just remember that it doesn’t have to be that way.
© BEP Enterprises Incorporated 2008
Thursday, May 1, 2008
Window Salesmen and Painters
I recently met with the owner of a window company. He is expanding the services his company offered and wanted to talk to me about being his installer for one particular product.
This man has been in the home improvement industry forever. He once sold vinyl siding, and now he sells windows, insulation, and solar water heaters. On the surface, it would seem that I would have little in common with him.
As we talked it became obvious how much we have in common. “I just want leads,” he said. “I can’t sell without leads.” I replied that I couldn’t agree more.
“I want everyone who works for me to make more money than they can anywhere else,” he explained.
“If they do, they won’t do anything to jeopardize their job,” I replied. “If they are making the same money they could get down the road, working for you isn’t a big deal.”
“I like to keep it simple,” he said. “Tell people what you are going to do, and then do it.”
In short, this window salesman stated sound business principles. Those principles apply to any business, in any industry. Even paint contracting.
© BEP Enterprises Incorporated 2008
This man has been in the home improvement industry forever. He once sold vinyl siding, and now he sells windows, insulation, and solar water heaters. On the surface, it would seem that I would have little in common with him.
As we talked it became obvious how much we have in common. “I just want leads,” he said. “I can’t sell without leads.” I replied that I couldn’t agree more.
“I want everyone who works for me to make more money than they can anywhere else,” he explained.
“If they do, they won’t do anything to jeopardize their job,” I replied. “If they are making the same money they could get down the road, working for you isn’t a big deal.”
“I like to keep it simple,” he said. “Tell people what you are going to do, and then do it.”
In short, this window salesman stated sound business principles. Those principles apply to any business, in any industry. Even paint contracting.
© BEP Enterprises Incorporated 2008
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