This is an actual conversation I had with a successful owner of multiple franchises (not home improvements) in my town:
   "These are my boys--Jeff and Tom," the proud dad introduced me to his sons. "I've set them up in a remodeling business. Jeff here closes 93% of the sales calls he goes on. (Jeff beams!) The problem is that Tom can't get his production costs down, he's missing our completion deadlines and we're losing money on every job. (Tom hangs his head.) He just can't keep  up with Jeff. I guess that's a good problem to have!"
   That conversation was wrong on so many levels, that I didn't know how to comment...and seldom am I at a loss for words...or did he have it right? (To help me out with your thoughts, click here.)
   This is a confusing time to be in business. The rules have changed and they continue change on a daily basis. This is a time of good news/bad news. The good news is that some economic indicators are up--the bad news is that so is unemployment. Each piece of good news comes with an equally offsetting piece of bad news.
   Consumer attitudes have changed. Pricing has changed. Material and labor costs have changed. Vendors are more willing to negotiate...and so are you. The financial market has definitely changed. New regulations come with local, state and federal requirements. All these changes make business owners sit back and scratch their heads. What worked just yesterday has a different spin today. What works today may not work tomorrow.
   Some industry leaders have accepted the changing environment and have decided to play by new rules. These are the companies that will still be thriving in two to five years and beyond. What are the new rules? We are writing them every single day! Are you up to the challenge?
   Join with the major industry leaders and design your plan through expert collaboration.