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REAL ISSUES. REAL ANSWERS: Managing Growth

“We have been rebuilding our fleet of trucks and forklifts, saws and equipment for two-three years now, so we are okay there. The problem plaguing our company, and our industry in general, is a lack of qualified help. At our company, we have finally concluded that we have no choice but to bring in ‘green peas’ and train them up. Considering the time and money we invest to train new people, we are very focused on retention. Also, we are more careful than ever on the vetting process. We strongly believe that attitude trumps experience, and we are working hard at creating an environment that is exciting, challenging and character-shaping. You can give a young person a broom and watch him push dirt around, or you can teach him how to sweep correctly—to do the job right. Holds true with flat stacking or any entry level function.”


“Our strategy is to focus less on marketing, and focus more on customer service.”


“We are keeping a much closer eye on receivables. Keeping our customers current with their accounts is the key to healthy cash flow.”

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“Our strategy is to stay the same.”


“Staffing is our big issue. We are looking to hire college students who are home for summer to help work in the yard. Finding the right person to manage the office/front desk is a large concern. We’re trying to work a yard man into that spot.”


“Our company has been fortunate that people who are a good fit have become available when we have needed them. We are continually on the lookout for individuals who look to potentially blend into our culture. As our sales and profits grow, hopefully our long-term bank will make a higher credit line available to us to support our growth in inventory and receivables.”

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“We will continue to evaluate our staff. Payroll at 55% of gross profit remains our goal. Inventory control is always an issue. We constantly evaluate our inventory dollars. We are eliminating some product lines (such as decking) in lieu of special orders because of better relationships with vendors to provide product quickly. More dollars are invested in product lines that can return higher profits. Our bank has worked very well with us by raising our line of credit according to our inventory and A/R values. We carry no long-term debt.”


“Our strategy is to pick and choose the jobs we want, instead of chasing after all types of business!”


“We are trying to keep inventory growth to a minimum by utilizing just-in-time shipments from our vendors, forcing them to inventory more and keep our dollars for receivables. Staffing is the biggest problem, especially boom truck drivers. Every yard in town is advertising for drivers right now. We hope to find the best by offering the best overall package (wages, insurance, pension, paid vacation and holidays, etc.).”

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