I spoke with quit a few pool builders this past week and in nearly every case pricing came up very quickly. The discussions quickly turned to competition, everyone slashing prices etc, etc...
In the pool industry this has been experienced many times in the past through ups and downs, sure, many pool builders have really been beat up the past 3 years, however many companies continue to stay in business and find a way to make things work. This is a resilient industry and there are many good organizations and much very competent leadership out there. The current issue of Pool & Spa News talks about this.
The point I want to make is this, when top leadership talks about this so openly and you can see it on the faces of staff you are doing a disservice to your organization. It is my belief that value certainly needs to be sold but that you have to believe not only in your service and product but also maintain a positive optimistic attitude and leadership style. It is pretty hard to expect sales staff or employee's to go fight the battle if they feel that you or management already has a negative or pessimistic perspective. even worse is clients pick up on this quickly and easily.
The new year has began and it is up to management to lead the charge with a fresh, eager and highly motivated outlook. The year will be as good as you make it. Maybe not the levels a few years ago but you can make some big strides from last year and the year before.
As with any turn down, lessons are to be learned and those times are the best times to really focus on what your business will look like as things continue to get better. Operationally this is and has been a great time to assess everything your organization does. Processes, practices, procedures, plans, staffing you name it!
Let's be prepared for success! Cheers and good luck to you all in 2011!
Kevin...
Kevin...
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