People only buy on price, right?

“People always go for the lowest price” is a comment I hear too often in the building trade. Is this true or just the perception of some builders?  What do the facts say? In the BRANZ New House Owners Satisfaction Survey of 2013 the factors that lead someone choosing one builder over another were researched.…

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Need Good Staff? Consider Overseas

I have a client who owns a small-ish building company in Auckland with about 10 team members, all up.  Like a lot of builders he laments the lack of quality builders, has had a couple of his guys poached and another leave to start his own operation. Frustrated with advertisements that don’t get much response…

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The Formula to Better Sales

When selling services the key to achieving a better sales conversion rate of quality, profitable clients is to increase the level of trust that the prospect has in you. Lets face it, most trades businesses are service-based first and product-based second, despite what you may think.  People do business with people that they know, like…

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Systems = Freedom

Many business owners hear and read about how systems are essential in business to help free up their time, but they are not sure where to start. I have put together a few thoughts about beginning to systemise a business that will help clarify your mind, if you are in the same position to those…

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How to Find Staff in Tight Labour Market

If I could have earned a dollar for every time I heard the plea, “I can’t find decent guys”, I would be a wealthy man. There is no doubt that the building booms in Auckland and Christchurch have lead to a major shortage of skilled staff and the years of low or no activity in…

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Stressed? Be grateful for what you have

Tomorrow is ANZAC Day. I will be taking my 96 year , WWII veteran father to the 11am parade and service at Silverdale RSA, as I have done for many years.  The service will be predictable and even a bit boring, but it does serve to remind me of the sacrifice that many servicemen and…

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And the winner is…

An overlooked tool in your marketing toolbox is likely to be industry awards or business awards marketing. Marketing consists of many techniques and channels, from advertising and direct response, to radio and trade shows. Entering an award and becoming a finalist, or possibly even a winner, can be a powerful addition to your marketing activities…

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Dig the well before you are thirsty!

I was talking to new client not so long ago on the subject of his order book and what the next year was looking like. “Not good”, was the response. I was a bit shocked because he gave the outwards signs of being a pretty successful builder and had not raised the issue of marketing…

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