I often work and talk with shop owners from both camps, and it's not going to be long before hard decisions will be needed for those that are not going to do what's necessary to keep their business sustainable.
I've also learned and advocate that to be successful at any business, examine what the "best of the best" are doing, and replicate that to achieve similar success. This simple behavior is most often lacking in the "Be Nots" that are in business today.
The "To Bes" are those who understand that their business is its own entity, and should be treated as at least an equal partner. They continue to prepare for their business future, seek out knowledge about what others are doing to maintain and continue their success, and strive to be all they can be. They understand that without engagement and involvement, they and their business will soon stagnate and be at a disadvantage.
The "To Bes" are those who actively support national, state and local associations working on their behalf, attend industry events, continually learn and train their employees. They know that business requirements and technology will constantly change, and seeking information on a daily basis, and preparing their staff for the future is their key responsibility to the business. You can go to any industry event such as NACE, SEMA, and state and local association meetings and see the "To Bes" actively involved and engaged in the Industry.
For the most part, they also have continued to grow their business through these last few unsettling years, and continue to solidify their markets through innovations and operational changes.
The "Be Nots" on the other hand, have a tendency to be locked into the past, oblivious to all of the changes around them. Their involvement and engagement in the industry is in stealth mode. Everything being done in their business is focused on staying under the radar, doing the minimum and never reinvesting in their business future. Their knowledge of business and commitment to understanding the business is often so lacking, I wonder how they have survived as long as they have. What's more revealing is their lack of awareness that they are in this troubling position or their desire to change their course.
Talking with them is as depressing as analyzing our national debt, but for years I have observed and even worked with many that showed a glimmer of hope. At some point they had an epiphany and realized before it was too late, the changes necessary and have realigned their commitment to their business health and industry. Of course, this has not happened as often as it should.
So are you and your business a "To Be" or a "Be Not?" Since you have spent time reading this column, you probably are a "To Be" or at least are showing that glimmer of hope necessary to change your course before it becomes impossible to do so. You also probably represent less than 10 percent of our industry, which in itself is depressing. Most of the "Be Nots" don't take the time to read ABRN or other industry publications or websites, or look for help and support even when they desperately need it.
As the end of 2011 nears, take time to reflect on the state of your business and on your commitment to the industry. Prepare for 2012. It appears that the industry's economy is improving slowly but noticeably, and your business can grow if you do the right things and focus on continuous improvement. At some time there will be those who will "Be Not" there hindering your business and our industry's future.
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