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The old saying asks if a glass looks half empty or half full. If
it’s half full, you’re an optimist; if half empty, a pessimist.
As I observe today’s economy, it looks to me like the glass
is half full. Landscape design/build contractors around the United
States are much more positive than before. I had a great opportunity
to meet and talk with many this fall, and the overwhelming majority
are suddenly much more optimistic about 2004.
Certainly, layoffs continue in the news, even today. Companies
struggle and some will not survive. I hope you’re not in that
group.
It wasn’t too long ago that people were predicting a slow,
hard road in business, and in many cases, they were right. For many
businesses, these past few years have been a lesson in working harder,
leaner and smarter. Those years have taught us how to compete more
effectively and how to bring more value to our customers. It’s
hard, but all of this benefits our businesses and makes us better.
But for some of you, these past few years have had very little
effect on your operations, or on the demand for your services. Good
for you! You have loyal customers and clearly defined value propositions.
Making it real
Don’t get the idea that just because we look for a glass
that’s half full, the economy will do the right thing and suddenly
take off, although I really hope it does. It’s a very positive
sign that so many people are just thinking positively. A look at
the latest economic figures gives many of us good reason to be optimists.
Just check out the economic and housing starts numbers shown on
page 5, if you want something specific. When we get consistent growth
numbers, we’ll have even more reason for optimism.
Are you prepared for business?
But what are you doing right now to prepare for growth in 2004?
What if the economy does recover next spring? Are you ready if demand
for your services becomes strong? Do you have in place any of the
following:
- 2004 hiring plan,
- 2004 marketing plan,
- 2004 sales strategy and
- 2004 production/operating system.
If not, now is the time to work out changes you need to make.
One simple way you can capture more profitability next year is to
change the way you look at landscape project change orders —
to see them as opportunities, rather than disruptions. You can find
out more about up-selling profitably in our article by industry
consultant Ed Wandtke on page 12. Simple changes like this can
result in thousands of dollars in profits by this time next year,
if you understand how to help everyone in your organization adapt.
Look for many more opportunities to grow and change in 2004, a
year that already looks pretty good to me.
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