Let’s start off with the crazy idea that a blog is not a short story or a book. What a novel idea! It’s also important to note that a pun like that will put the reader in a certain type of mindset. Like, his writing is never funny but that doesn’t stop him from trying! And that, my friend, is exactly what this essay is about.

I’d like to begin with a quote by Ralph Waldo Emerson to get this dissertation rolling.

“People do not seem to realize that their opinion of the world is also a confession of character.”

Basically, it’s saying that our perceptions and/or judgements reveal more about ourselves than about the external world. Some lessons are best learned when you are watching it in action. This one happened about 30 years ago when I was sitting with a bunch of business owners from MDNDA. The conversation centered around how Home Depot and other new types of competition were ruining their business. The solution? Complain about it and find a wishing well to drop bags of coins in and hope it could bring back the good ole days. Sounds like a helluva plan to me. I felt frustrated and confused by the fact that we were even spending time reminiscing about those days. Then it struck me why the conversation had headed in that direction. They had already set their limitations as to what could be done about it so if they experienced failure, it would come from another source than themselves. That’s certainly a convenient way to look at it and one we are all guilty of at times.

When you have fear of change, you start inventing reasons why it won’t work. You become very conservative in your actions and even start moving into the realm of cynicism. And why not? Now you can respond to all new ideas with the standard, “that will never work” or “I certainly don’t have time to work on that nonsense” That sounds a lot better than, “I am scared of doing something that could disrupt the current chaos I live in.” It might be hard to understand but living in a tumultuous environment is more comfortable. A permanent home built inside the business where everything is cozy and secure.

It sounds crazy but it’s really not when you look at the history of owners in a Kitchen and Bath Dealership. Where did they start? Designer, contractor, salesperson? Or maybe it got passed down to them. In any event, these were all technical positions. (legacies work in the business designing or some other support position.) Wow! Did most of these owners come from a business background? I think not. That’s probably the reason they don’t like stepping out and working on the business. It’s unfamiliar ground.

I recently read part of the E-Myth series (thanks Steve!), and it really opened my eyes to seeing why Dealer’s had become the “unreachable.” I was looking in the wrong place. The book broke it down into very simple terms. There are three areas a business owner spends time in:

1. Technician – 70%

2. Manager – 20%

3. Entrepreneur – 10%

Well, that shouldn’t really be a surprise to anyone that works in our industry. Actually, it applies to almost all small businesses. Period. People spend time in areas that they enjoy and understand the most. When they decide to start a business and they know mostly the technical side, now they have to learn management, marketing, financials etc. It’s a lot to learn and build while still running the company. Crikey! That’s why 80% of small businesses fail in the first five years. Compare that to a small franchise business where the success rate after 5 years is 75%. Yowzah! That is a big spread between the two, but it all comes down to the franchise providing the structure and support for the business and the owner doesn’t have to re-invent the wheel.

Let’s just cut to the chase. You can do anything you set your mind to. These limitations that we see are mostly in our minds. It seems like there is a feeling among people that the game is rigged and there isn’t much you can do about it. That is the cynic speaking so that you can seek comfort, avoid change, and feel justified in doing so. That voice is the kiss of death for a business. It’s telling you to stay put and continue with your current processes that have always kept the company going. That smooth talker is telling you exactly what you were hoping to hear. Ignore the hype and keep pushing those rocks up the hill and everything will be fine…

So where does that leave us? The market is going to favor the most innovative coupled with the ability to change quickly… Not exactly a trademark of most dealers. I guess the only way to change the mind of conservative thinkers and maybe even cynics, is to prove it. When I decided to offer up a one-year course to help transform some of these models, I thought the line would be out the door. What the f was I thinking?! This long in the industry and to promote a program that takes time, commitment, and worst of all, accountability? I’d have better luck selling…… anything else…

So, I call out to any Dealers that would like to become Trailblazers! Yes, it takes time and money but what doesn’t? Maybe these examples of Dealer business models that show how much you can grow your bottom line might be able to remove the fence post that is holding you back. And these models are only the start. If you haven’t grown productivity by at least 50% over the next two years, you will be granted a front row seat to your talent flocking somewhere else where they make more, work less hours, and have a lot fewer stressful situations to deal with…

Here are the numbers that show what is possible:

If you are interested in becoming a trailblazer, then check out the program. Our goal is to turn our Dealers into Rockstars!

Learn More Here

Find a mirror and tell yourself that you have no fear and you’ll be damned if anybody thinks you aren’t capable of changing, growing, and kicking arse!

Take care and have fun! thad