By Paul Deffenbaugh
After years of just trying to survive, the positive signs in the
economy indicate it's time to move to profitability.
Back in the mid-1980s, I spent a number of years doing historic
restoration in Fredericksburg, Va. On one of our projects, we
needed to add a standing-seam metal roof to a porch we built that
would match the existing roof. As smart, confident young
carpenters, we figured we could do it ourselves. We bought the
tools, bought the metal and bought nothing but trouble. That little
roof took us a couple of weeks to get right. It was a very cool
project, and we lost our shirts.
In the interim years, the products used in the construction
industry have become easier to install and more reliable. I can't
think of any part of construction where that is truer than in metal
construction. From wall panels to building systems to roofing
systems, there is very little in this industry that hasn't changed
in the last 25 years, and every one of those improvements has made
it easier for you-our readers-to complete projects on time and on
budget. What's not to like about this scenario?
"Once you do have a fish on the hook, he looks up at you and
negotiates the amount of hook he's willing to swallow."
Choosing the right supplier partner is still an essential part
of any construction company's success. At Metal Construction News
we see that as our role in helping the industry. We want to connect
you with the right products and people to make your business thrive
and grow.
Let's face it; these last years have been tough in construction.
The downfall of the housing industry has dragged down the whole
economy, with a special plummet over here in commercial
construction. The result is that everyone has been fighting to
survive. We've gone through two or three years when every task we
tackle is a struggle. What we used to take for granted changed and
now requires a different approach. Just consider how you approach
marketing. Before the downfall, marketing was a simple numbers game
of getting a fixed number of messages or impressions in front of a
group of prospects and being able to expect a mostly predictable
return on that effort. Today? Just finding prospects is hard, and
every buyer requires a customized message. Not to mention that once
you do have a fish on the hook, he looks up at you and negotiates
the amount of hook he's willing to swallow.
Still, we see signs of optimism. From what I hear, many of you
are seeing the same signs. 2011 is definitely going to be a better
year than 2010. That means one simple thing. If you've survived to
this point, it's time to shift gears and start thinking about
profitability.
Now, let me circle back, because I've wandered off a ways.
Profitability for metal construction companies requires good
construction processes, great sales people, a steady flow of work,
and supplier partners who support and help you grow your business.
My experience from the '80s? Not profitable. Thanks to the kind of
supplier partners we have here at Metal Construction News, you
don't have to repeat that experience.