Wayne and Rob are joined by Ken Petersen with Woody's Hardwood Flooring to discuss starting a retail floor business after being a contractor. Follow Bona US Professional online: Website: https://www1.bona.com/en-us/professional/ Subscribe on YouTube: https://www.youtube.com/BonaProfessional Facebook: https://www.facebook.com/bonauspro/ Instagram: https://www.instagram.com/bonapro.us/
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Hello and welcome to
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another episode of On the Floor
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with Wayne and Rob.
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I'm Wayne Highlander.
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National Sales manager
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for Bona Adhesives.
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And I'm Rob Johnson from Bona Training.
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How are we doing, Rob?
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Pretty good, but how are you doing?
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I'm doing fantastic.
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I think you need to. Clear your throat.
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Me? Yeah.
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Give yourself a good throat. Clear?
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Or is there
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something wrong with my microphone?
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It must be your microphone or.
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Headphones or.
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Whatever.
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So today we have a special guest.
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And I think this is a
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this is
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an interesting topic for our
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for our audience
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is a about retail stores
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and starting a retail store
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and coming from being a contractor
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and moving towards
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being a retail store owner.
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Our special guest today is Ken Peterson.
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He's with Woolies Hardwood Floors Ltd..
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And Ken, I know you've been,
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I think,
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since 1994 in
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in Calgary, British Columbia, in
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that area. Yeah. We've had
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94 is when we
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we opened
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our first retail in Calgary,
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but I started wood floors in 86
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in, in the East Coast
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where we were raised, where I was raised.
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So I started my first retail store in
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by remote.
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I would say 90, 91 wasn't long after
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we got going contracting.
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So we yeah,
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we started our first retail there,
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then we sold out
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and then moved to the west Coast.
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Gotcha.
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So you've actually been styling
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since the late eighties, though, right?
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8686 is my first floor
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that we've installed. Yeah.
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A lot of a lot of experience there.
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And I want to give Wood Floor
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Business magazine
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credit for four for this.
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You wrote an article in that magazine
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and I read
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when I read it, it resonated with me
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so quickly.
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Just one thing that you said
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in that article, I thought.
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Yeah, I thought the same thing
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and something to the effect of that.
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If you're a contractor
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and you're going into
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owning a retail store,
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the best thing that can happen to you
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is that you hurt your back.
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So you can't do floors anymore.
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And I used to say when I was doing floors
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and I
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wanted to grow and get bigger
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and perhaps do a retail store, is that
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I think I'd be better off
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if my knees hurt so bad
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I couldn't do floors anymore.
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It wasn't even an option.
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Yeah. Yeah, you're right there.
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Yeah, no, it is.
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It's. It's the truth. It's a
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it.
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I don't
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know what it is,
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but if every, every, every flooring
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contractor, every guy that's
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swung a hammer or a sand in the floor,
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seems like they always
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want to have their own retail outlet.
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They want to sell their own floor
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and they want to do their own thing.
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And, hey, the hat's off to them.
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That's that's how we all grow
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and get bigger and do things.
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But it's a it's one business, this wood
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flooring business.
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There's one thing that
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it's a tough grind and you got
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you better know what you're doing
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when you when you change careers.
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So. Yeah.
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So in that article
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as well as the other meetings we've had
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I always say tell guys blessing.
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Best thing you can do is hurt your back.
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I know a guy that started a retail outlet
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and broke his Achilles tendon right.
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Right off the bat. So easy start.
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Listen, you know, I devastated.
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I thought that was the end of my retail.
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I thought
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what he says
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was the best thing that ever happened
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because he's said to rely on my guys.
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I learned to rely on my guys
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to do everything.
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And then I,
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I learned that
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I had to push pencil
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and I had to organize.
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And it taught me that sitting in a desk
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with a broken Achilles
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tendon is taught me how to organize.
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And he says that was the saving
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grace for my following. Start
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that.
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Learn to go back out with your tools and
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and work is very strong
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because you know it's.
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Yeah. Go ahead.
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I tell you, the problem is
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the reason you want to be in into retail
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is because you're good at what you do.
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You're good at installing,
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good at finishing. And
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and when you walk in, you
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and you'll get a customer
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come in the door
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and you look at the plans
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and you look at the job and you say,
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That's a good job.
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I want it. I'm going to get that job.
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And that customer just walked
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through three boring stores
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and you're the fourth one
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and you're the newest guy on the block.
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So there's only one way
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you're going to get that job
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out of a referral or you be the cheapest.
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So the first thing the installer says is,
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Man, I'll install it myself,
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I'll, I'll install it for myself
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and I'll knock a little bit of money
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off too and, and I'll get this job
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and, and now all of a sudden
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you're devastated
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because your flooring store is suffering,
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your rent is still there,
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your overhead is still there.
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You're out installing a floor that
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could it
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could be going
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sideways halfway through the job,
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but you got to stay there.
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Meanwhile, the phone is ringing.
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It's a downward spiral from there.
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We have seen it so many times.
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And that's why,
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you know,
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I spent a lot of coffee shop
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talks with guys and telling them,
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go for it, do it.
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But I'll tell you this,
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change your career.
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You are a changed career.
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You're not a flooring installer anymore.
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Yeah, you know,
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I can tell you,
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we manufacture here and sell
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to someone, some retail outlets.
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We don't want to categorize everybody.
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But, you know,
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I got a guy that's calling me right now
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from from Florida.
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He wants to open to flooring starts.
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So that's nice.
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I said, what's your history?
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You know, I'm an installer.
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I know my stuff.
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I've been installed for 25 years.
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I said, what?
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I'm not interested is what I said.
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I'm not interested
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in selling your product.
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Why is that?
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I know you have a good product.
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I want to know
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your success rate
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is so low
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that I don't want to sell your product
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because I don't want to get stuck
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and I want to get stung.
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And I says,
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You are still telling me
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about your installs
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and how you installed the biggest star
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and how he installed the nicest.
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That's gone. You are businessman.
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I could tell
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you are most successful
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foreign companies
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that we sell flowers to our guys, that
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they're businessmen.
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They're they
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they don't really know
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everything about install.
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They really don't know everything
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about finishing.
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But they're a businessman and that's
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that that's a tough thing for a tradesman
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to become a businessman,
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but it can be done.
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I did it.
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I fell on my face a few times,
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but I did it. And lots have.
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But it's it's a tough goal.
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And that's one thing I've
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come to realize, too,
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when I when I moved to my role
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as a sales rep
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and now sales manager, that
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it's been surprising to me
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that how many successful retail
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store owners that I know
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have never done floor in their life.
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They're business people.
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Yeah.
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So and you're speaking.
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Wow the reason why I like you on here
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because you're speaking from experience.
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I mean, you came from
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both sides of the world.
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So how do you change that mentality?
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Because you have to
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you've got to change your way
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of thinking altogether. Right.
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Still, here's an analogy
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that I come up with a while ago,
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because, you know,
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when we were running, cruising,
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when we had Woodies fine in Calgary,
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we had we're running 37 crews.
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We're doing an average of 9 to 12 houses
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a day.
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We're going through 80,000 square
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feet of wood a month.
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So we were moving, we moved volume.
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We did 276 builders.
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We controlled about 23% of the hardwood
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floors are going through that city
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and the city is over a million people.
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So we we moved a lot of product.
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We a lot of guys come through our doors
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and work for us.
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So here's something that
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I've told them all
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I get guys come to me
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as just be honest with me.
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You want to go on your own,
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come to me, talk to me.
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I'll tell you the pros and cons.
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So here's something that I tell the guys.
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I don't know
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if they listen or not,
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but I do know it works.
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And it
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not only works for the wood for business,
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but it works in all service business.
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If you're an
282
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installer or a
283
00:08:01,614 --> 00:08:02,281
finisher, let's say
284
00:08:02,281 --> 00:08:03,783
a sanding and finishing guy.
285
00:08:03,783 --> 00:08:05,852
So you're sending a finishing guy
286
00:08:05,852 --> 00:08:07,720
and you're working hard with your helper
287
00:08:07,720 --> 00:08:08,354
and you've got
288
00:08:08,354 --> 00:08:10,623
you've got a good reputation and
289
00:08:11,591 --> 00:08:13,226
works piling up.
290
00:08:13,226 --> 00:08:14,760
And if you do a good work,
291
00:08:14,760 --> 00:08:16,696
you will get you will get busier.
292
00:08:16,696 --> 00:08:18,831
That's just this business.
293
00:08:18,831 --> 00:08:20,199
So the first thing that comes to
294
00:08:20,199 --> 00:08:21,300
your mind is
295
00:08:21,300 --> 00:08:22,702
I need another crew,
296
00:08:22,702 --> 00:08:24,604
I need to get another crew going.
297
00:08:24,604 --> 00:08:27,273
So you lay out the money for the van
298
00:08:27,273 --> 00:08:28,508
and the tools and everything.
299
00:08:28,508 --> 00:08:29,475
So now
300
00:08:29,475 --> 00:08:30,443
just say
301
00:08:30,443 --> 00:08:32,111
when you were working with your helper,
302
00:08:32,111 --> 00:08:34,013
you were getting $100 a day.
303
00:08:34,013 --> 00:08:36,482
That's what you're making, $100 a day
304
00:08:36,482 --> 00:08:38,251
just for round numbers.
305
00:08:38,251 --> 00:08:40,653
Now, you brought on a second crew,
306
00:08:41,254 --> 00:08:43,890
but now you can only make 75 bucks a day
307
00:08:44,490 --> 00:08:46,926
because you're managing that second crew
308
00:08:46,926 --> 00:08:48,394
and that second crew.
309
00:08:48,394 --> 00:08:49,562
You got to pay them guys.
310
00:08:49,562 --> 00:08:51,230
So you're only making a 25%
311
00:08:51,230 --> 00:08:53,633
or $25 margin off them guys.
312
00:08:53,633 --> 00:08:55,635
So that crew's making it 25 bucks a day
313
00:08:56,402 --> 00:08:57,937
because you're working your own crew,
314
00:08:57,937 --> 00:09:00,006
you're making 75 bucks a day now.
315
00:09:00,006 --> 00:09:01,307
So you're making the same amount of money
316
00:09:01,307 --> 00:09:04,443
you're making when, when,
317
00:09:04,510 --> 00:09:06,279
when you had you worked by yourself.
318
00:09:07,513 --> 00:09:09,682
So work keeps piling up.
319
00:09:09,682 --> 00:09:11,350
You get busier.
320
00:09:11,484 --> 00:09:13,386
I got to get another crew.
321
00:09:13,753 --> 00:09:16,155
So you bring this third crew on.
322
00:09:16,155 --> 00:09:18,224
Now you have three crews yourself.
323
00:09:18,224 --> 00:09:19,158
The other two crews,
324
00:09:19,158 --> 00:09:21,327
they're each making you 25 bucks a day.
325
00:09:21,327 --> 00:09:23,229
You're managing three crews now,
326
00:09:23,229 --> 00:09:25,898
estimating, collecting, don't touch ups.
327
00:09:25,898 --> 00:09:27,233
It goes on and on.
328
00:09:27,233 --> 00:09:29,535
So you're only making 50 bucks a day
329
00:09:29,869 --> 00:09:31,571
because half your time is managing
330
00:09:31,571 --> 00:09:32,705
the other two crews.
331
00:09:32,705 --> 00:09:33,539
So you're still only
332
00:09:33,539 --> 00:09:35,575
making 100 bucks a day.
333
00:09:35,575 --> 00:09:37,910
So that happens for the third crew.
334
00:09:37,944 --> 00:09:39,378
The fourth crew is
335
00:09:39,378 --> 00:09:41,647
now all of a sudden you've got
336
00:09:41,647 --> 00:09:44,183
you've got four crews and yourself.
337
00:09:44,183 --> 00:09:46,085
So you have five crews,
338
00:09:46,085 --> 00:09:48,120
but you can't work anymore.
339
00:09:48,120 --> 00:09:49,755
You got four crew.
340
00:09:49,755 --> 00:09:53,225
Your day is is run ragged
341
00:09:53,292 --> 00:09:54,293
because you have four crews
342
00:09:54,293 --> 00:09:56,796
to take care of your estimating.
343
00:09:56,796 --> 00:09:57,697
You're collecting money,
344
00:09:57,697 --> 00:09:58,164
you're doing
345
00:09:58,164 --> 00:10:00,333
touch ups, you're fixing this, you're
346
00:10:00,333 --> 00:10:01,934
touching up that, you're fixing a Hummel,
347
00:10:01,934 --> 00:10:04,003
you're fixing a edger, you're
348
00:10:04,003 --> 00:10:05,771
running around, right?
349
00:10:05,771 --> 00:10:07,540
So you're only making a hundred
350
00:10:07,540 --> 00:10:08,040
bucks a day
351
00:10:09,609 --> 00:10:10,776
because each crew is
352
00:10:10,776 --> 00:10:12,378
giving you a 25 bucks a day.
353
00:10:12,378 --> 00:10:14,680
But you can't your production is done.
354
00:10:14,680 --> 00:10:15,715
With a lot more
355
00:10:15,715 --> 00:10:17,350
with a lot more liability, too,
356
00:10:17,350 --> 00:10:17,850
I should say.
357
00:10:17,850 --> 00:10:18,451
Four times
358
00:10:18,451 --> 00:10:19,652
the receivables, four times
359
00:10:19,652 --> 00:10:22,121
the payables, four times the headaches.
360
00:10:22,121 --> 00:10:24,223
So usually about this time,
361
00:10:24,490 --> 00:10:27,627
most contractors say, I'm done,
362
00:10:28,828 --> 00:10:31,030
I'm done, I can't do this anymore.
363
00:10:31,597 --> 00:10:34,066
And they do one or two things.
364
00:10:34,066 --> 00:10:35,935
They scale back
365
00:10:36,268 --> 00:10:37,870
to themselves
366
00:10:38,571 --> 00:10:40,473
or they go broke.
367
00:10:40,606 --> 00:10:43,509
And when they go broke, all the local
368
00:10:43,909 --> 00:10:45,211
wholesalers and everybody
369
00:10:45,211 --> 00:10:46,779
that's supported them
370
00:10:47,313 --> 00:10:49,181
feels the pinch, too.
371
00:10:49,181 --> 00:10:51,751
So that's that's the biggest thing
372
00:10:51,751 --> 00:10:54,153
that you guys got to be careful of.
373
00:10:54,920 --> 00:10:57,189
Now, how do you get past that?
374
00:10:57,423 --> 00:10:59,258
Well, it can be done
375
00:10:59,258 --> 00:11:01,093
well, when we when we are running
376
00:11:01,093 --> 00:11:01,694
big crew,
377
00:11:01,694 --> 00:11:03,229
one guy could run up to seven,
378
00:11:03,229 --> 00:11:05,131
six, seven, eight crews himself.
379
00:11:05,131 --> 00:11:07,633
No, no. Without a problem. So
380
00:11:08,801 --> 00:11:09,035
you got
381
00:11:09,035 --> 00:11:11,137
to understand, you're done working
382
00:11:11,137 --> 00:11:13,105
your you're not working anymore.
383
00:11:13,105 --> 00:11:14,740
You're not touching tools.
384
00:11:14,740 --> 00:11:16,542
You know you are.
385
00:11:16,542 --> 00:11:18,377
And you better have a good bookkeeper.
386
00:11:18,377 --> 00:11:18,878
You better have
387
00:11:18,878 --> 00:11:20,212
a good accounting service,
388
00:11:20,212 --> 00:11:22,815
and you better not cheat your numbers
389
00:11:22,815 --> 00:11:24,183
because I don't know
390
00:11:24,183 --> 00:11:25,751
if the US is like Canada.
391
00:11:25,751 --> 00:11:28,020
Revenue Canada doesn't lose.
392
00:11:28,020 --> 00:11:29,822
So you got to know where you're at
393
00:11:29,822 --> 00:11:30,756
and you got to know where you're at.
394
00:11:30,756 --> 00:11:32,291
Every single day.
395
00:11:32,291 --> 00:11:33,092
Right now,
396
00:11:33,092 --> 00:11:35,261
we're probably top heavy on accounting
397
00:11:35,461 --> 00:11:36,962
just because
398
00:11:37,430 --> 00:11:38,831
I've learned my lesson late.
399
00:11:38,831 --> 00:11:40,900
We've we've we've been there.
400
00:11:40,900 --> 00:11:42,601
We've we've got spanked.
401
00:11:42,601 --> 00:11:45,271
But it's it's it.
402
00:11:45,271 --> 00:11:46,839
There is another way around it, though.
403
00:11:46,839 --> 00:11:47,540
You can
404
00:11:47,540 --> 00:11:48,841
you can keep going
405
00:11:48,841 --> 00:11:50,209
and you can go to four crews,
406
00:11:50,209 --> 00:11:51,811
five crew, six, crew seven
407
00:11:51,811 --> 00:11:53,779
and manage them yourself.
408
00:11:53,779 --> 00:11:57,383
But you have to be at career change.
409
00:11:57,383 --> 00:11:59,118
It has to be a career change.
410
00:11:59,118 --> 00:12:00,052
You know, when I
411
00:12:00,052 --> 00:12:02,555
when I saw what is out in Calgary
412
00:12:02,555 --> 00:12:04,323
and then I come to corner here
413
00:12:04,323 --> 00:12:04,790
to never,
414
00:12:04,790 --> 00:12:06,125
ever do what he did,
415
00:12:06,125 --> 00:12:07,460
never ever do hardwood floors again
416
00:12:07,460 --> 00:12:08,761
in my entire life.
417
00:12:08,761 --> 00:12:11,731
And and here we are doing wooden floors.
418
00:12:11,731 --> 00:12:13,099
But when I started
419
00:12:13,099 --> 00:12:14,667
when I started installing,
420
00:12:14,667 --> 00:12:16,302
sanding, finishing,
421
00:12:16,302 --> 00:12:18,370
and then we went on to manufacturing
422
00:12:18,370 --> 00:12:20,740
and retail and everything else, but
423
00:12:20,740 --> 00:12:23,542
I vowed that I want to start,
424
00:12:23,576 --> 00:12:24,643
but I'm too old, old
425
00:12:24,643 --> 00:12:27,980
and fat lazy anyways to to do it anyway.
426
00:12:27,980 --> 00:12:30,683
But I vowed I am not touching tools.
427
00:12:30,683 --> 00:12:32,418
I won't go
428
00:12:32,418 --> 00:12:32,785
any floor
429
00:12:32,785 --> 00:12:34,887
I laid was my daughter's house but
430
00:12:34,887 --> 00:12:35,988
I just won't do it.
431
00:12:35,988 --> 00:12:37,656
Just I I.
432
00:12:37,656 --> 00:12:39,658
And if you can discipline yourself,
433
00:12:39,658 --> 00:12:41,861
then it gives you the freedom
434
00:12:41,861 --> 00:12:43,662
to be able to manage.
435
00:12:43,662 --> 00:12:45,598
And that's that's the key.
436
00:12:45,598 --> 00:12:46,832
It's a proven fact.
437
00:12:46,832 --> 00:12:51,070
This is no it's no, it's no joke at all.
438
00:12:51,570 --> 00:12:52,772
It's less than 10%
439
00:12:52,772 --> 00:12:53,472
success rate
440
00:12:53,472 --> 00:12:55,741
of flooring companies that open up
441
00:12:55,741 --> 00:12:57,143
as a flooring contractors,
442
00:12:57,143 --> 00:12:59,478
less than 10% make it.
443
00:12:59,478 --> 00:13:00,679
It's not if you're
444
00:13:00,679 --> 00:13:03,048
if you're managing all your crews
445
00:13:03,716 --> 00:13:05,718
who's managing your store?
446
00:13:05,718 --> 00:13:07,653
Well, that's that's that
447
00:13:07,653 --> 00:13:08,788
that's the whole thing.
448
00:13:08,788 --> 00:13:11,023
So I'm just talking about
449
00:13:11,023 --> 00:13:12,758
if you're building crews now,
450
00:13:12,758 --> 00:13:16,495
if you want to open a store, you better
451
00:13:16,495 --> 00:13:20,132
you better be running at a lot of crews.
452
00:13:21,033 --> 00:13:22,735
You better be running a lot.
453
00:13:22,735 --> 00:13:25,437
A lot of a lot of the only reason I have
454
00:13:25,771 --> 00:13:27,640
two retail outlets right now
455
00:13:27,640 --> 00:13:28,974
like showrooms,
456
00:13:28,974 --> 00:13:30,176
is because we manufacture.
457
00:13:30,176 --> 00:13:32,511
There's no way I'd open a showroom
458
00:13:32,678 --> 00:13:34,480
if I had to buy the same product
459
00:13:34,480 --> 00:13:35,548
from the same wholesaler
460
00:13:35,548 --> 00:13:37,049
as a carpet store across the road
461
00:13:37,049 --> 00:13:38,450
and try to sell it.
462
00:13:38,450 --> 00:13:39,451
I wouldn't do it
463
00:13:39,451 --> 00:13:40,619
because the only way you can get
464
00:13:40,619 --> 00:13:41,453
you can beat that
465
00:13:41,453 --> 00:13:43,689
beat them is you have to be cheaper
466
00:13:44,456 --> 00:13:45,024
or you
467
00:13:45,024 --> 00:13:46,592
or you have to have a reputation
468
00:13:46,592 --> 00:13:47,660
where you can have a reputation
469
00:13:47,660 --> 00:13:48,360
because you're new.
470
00:13:48,360 --> 00:13:49,962
You're new at the game. So
471
00:13:52,097 --> 00:13:54,333
opening a store, is
472
00:13:54,333 --> 00:13:56,735
it that's a that's another that's an
473
00:13:56,902 --> 00:13:58,637
we call them to cancer.
474
00:13:58,637 --> 00:14:00,472
You just you just created a cancer
475
00:14:00,472 --> 00:14:03,275
and it's eating at you every day and.
476
00:14:04,310 --> 00:14:05,044
I'm going to.
477
00:14:05,044 --> 00:14:05,311
Wait.
478
00:14:05,311 --> 00:14:06,979
What, like opening a store?
479
00:14:06,979 --> 00:14:09,381
Like we're looking at a store in Calgary
480
00:14:09,381 --> 00:14:09,648
right now.
481
00:14:09,648 --> 00:14:10,216
We're saying,
482
00:14:10,216 --> 00:14:11,250
you know,
483
00:14:11,250 --> 00:14:13,085
this the showroom is not
484
00:14:13,085 --> 00:14:15,287
is not the expense.
485
00:14:15,287 --> 00:14:16,088
Three grand a month,
486
00:14:16,088 --> 00:14:17,690
I can have my showroom,
487
00:14:17,690 --> 00:14:19,158
but every person I put in there,
488
00:14:19,158 --> 00:14:20,626
five grand a month
489
00:14:20,626 --> 00:14:22,127
and I give them a sales car
490
00:14:22,127 --> 00:14:23,362
and a gas card
491
00:14:23,362 --> 00:14:25,231
and a commission on every job they make.
492
00:14:25,231 --> 00:14:26,732
And you have to have two salespeople
493
00:14:26,732 --> 00:14:28,901
to run the store because they all kid.
494
00:14:28,901 --> 00:14:30,302
One person can't be there all the time.
495
00:14:30,302 --> 00:14:31,370
How are they going to do their estimates
496
00:14:31,370 --> 00:14:31,904
and everything else?
497
00:14:31,904 --> 00:14:33,706
So you get two salespeople.
498
00:14:33,706 --> 00:14:35,040
So all of a sudden that store's
499
00:14:35,040 --> 00:14:37,543
$20,000 a month just to break even.
500
00:14:38,010 --> 00:14:40,779
Well, $3,000 was a showroom.
501
00:14:40,779 --> 00:14:42,414
That's a small part of it.
502
00:14:42,414 --> 00:14:43,449
And that's the problem.
503
00:14:43,449 --> 00:14:45,751
Every guy who walks, drives by
504
00:14:45,751 --> 00:14:47,086
the mini strip mall says,
505
00:14:47,086 --> 00:14:47,686
yeah, I can
506
00:14:47,686 --> 00:14:49,622
I can rent that place for 2500 bucks
507
00:14:49,622 --> 00:14:51,023
a month. I got my own store.
508
00:14:51,991 --> 00:14:52,591
Okay.
509
00:14:52,591 --> 00:14:54,360
How are you going to staff it?
510
00:14:54,627 --> 00:14:55,728
Who's going to keep the lights
511
00:14:55,728 --> 00:14:56,328
and everything on?
512
00:14:56,328 --> 00:14:58,097
Who's what about your sales cars?
513
00:14:58,097 --> 00:14:59,365
What about your escalators?
514
00:14:59,365 --> 00:15:01,333
What about your commissions?
515
00:15:01,333 --> 00:15:03,068
That's that's the killer.
516
00:15:03,068 --> 00:15:05,671
So it's
517
00:15:05,671 --> 00:15:07,539
and back to the same thing
518
00:15:07,539 --> 00:15:09,174
installer looks says
519
00:15:09,174 --> 00:15:10,409
2500 bucks a month man
520
00:15:10,409 --> 00:15:11,410
I make that in the first six
521
00:15:11,410 --> 00:15:13,646
seven days of my week.
522
00:15:13,812 --> 00:15:16,315
Have my months to cover my rent,
523
00:15:16,916 --> 00:15:19,218
but do all the rest of the numbers
524
00:15:19,451 --> 00:15:20,719
and everything else up.
525
00:15:20,719 --> 00:15:21,420
And all of a sudden
526
00:15:21,420 --> 00:15:22,922
you've got a big burden
527
00:15:22,922 --> 00:15:25,024
that you got to carry every month.
528
00:15:25,024 --> 00:15:26,525
And then and the problem is
529
00:15:26,525 --> 00:15:27,559
then you get into it
530
00:15:27,559 --> 00:15:29,328
and then they say, Man, I,
531
00:15:29,328 --> 00:15:30,696
I got to get these job.
532
00:15:30,696 --> 00:15:32,498
I got to lower my price.
533
00:15:32,498 --> 00:15:33,732
Now you lower your price.
534
00:15:33,732 --> 00:15:35,000
Now you're working cheap.
535
00:15:35,000 --> 00:15:37,136
Now you're working cheap now.
536
00:15:37,202 --> 00:15:38,971
Now the wolf is well,
537
00:15:38,971 --> 00:15:40,172
you have one screw up
538
00:15:40,172 --> 00:15:41,674
and you can't afford it.
539
00:15:41,674 --> 00:15:43,709
I got a job right now.
540
00:15:43,709 --> 00:15:46,111
It went sideways and you get jumped.
541
00:15:46,111 --> 00:15:47,246
Go sideways.
542
00:15:47,313 --> 00:15:48,280
That's this business.
543
00:15:48,280 --> 00:15:49,448
I got a job right now.
544
00:15:49,448 --> 00:15:51,550
It's a 40, 40, $2,000 job.
545
00:15:51,550 --> 00:15:54,153
It's sideways. It went sideways.
546
00:15:54,153 --> 00:15:56,488
And now we're in
547
00:15:56,488 --> 00:15:58,390
we're in a push pull match on this job.
548
00:15:58,390 --> 00:15:59,658
Now we'll start it out,
549
00:15:59,658 --> 00:16:00,893
I believe, in the long run.
550
00:16:00,893 --> 00:16:02,428
You just back off a while,
551
00:16:02,428 --> 00:16:03,896
let the customer calm down
552
00:16:03,896 --> 00:16:04,496
and then go out,
553
00:16:04,496 --> 00:16:06,198
sit down with them, talk to them,
554
00:16:06,198 --> 00:16:08,701
figure it out, come do it again. But.
555
00:16:08,701 --> 00:16:09,335
But they're sitting on
556
00:16:09,335 --> 00:16:11,136
$25,000 of my money.
557
00:16:11,136 --> 00:16:11,637
Well,
558
00:16:12,271 --> 00:16:13,539
if you're running things
559
00:16:13,539 --> 00:16:14,206
really, really,
560
00:16:14,206 --> 00:16:17,576
really tight, well, you're in trouble.
561
00:16:17,576 --> 00:16:19,678
You're in trouble. Big trouble.
562
00:16:19,678 --> 00:16:22,147
I think also that the game has changed.
563
00:16:22,147 --> 00:16:22,681
And I think there's
564
00:16:22,681 --> 00:16:23,983
a important distinction
565
00:16:23,983 --> 00:16:25,951
that we that's kind of related to this.
566
00:16:25,951 --> 00:16:28,454
And and I think it
567
00:16:28,454 --> 00:16:30,622
it goes to setting yourself up
568
00:16:30,622 --> 00:16:32,191
for success or failure.
569
00:16:32,191 --> 00:16:32,791
In the past,
570
00:16:32,791 --> 00:16:33,692
you needed a website
571
00:16:33,692 --> 00:16:35,794
to support your retail store.
572
00:16:35,794 --> 00:16:37,696
Now you need your retail store store
573
00:16:37,696 --> 00:16:39,064
to support your website.
574
00:16:39,064 --> 00:16:40,499
If you're if you're doing things
575
00:16:40,499 --> 00:16:41,200
if you're really,
576
00:16:41,200 --> 00:16:42,768
really touching a lot of people
577
00:16:42,768 --> 00:16:43,268
and what have I mean,
578
00:16:43,268 --> 00:16:45,270
I think that can help you a lot.
579
00:16:45,270 --> 00:16:47,840
I think that, you know, with COVID,
580
00:16:47,840 --> 00:16:53,445
I saw an 80, 84 year old lady at a diner,
581
00:16:53,779 --> 00:16:55,314
opened up her cell phone
582
00:16:55,314 --> 00:16:57,216
and using the QR code
583
00:16:57,216 --> 00:16:58,650
and showing the other lady
584
00:16:58,650 --> 00:17:00,853
how to use a QR code to look at the, the,
585
00:17:01,720 --> 00:17:03,522
the menu.
586
00:17:03,522 --> 00:17:05,591
That's how people are buying. Now.
587
00:17:05,591 --> 00:17:07,693
So I think you also have to look at
588
00:17:07,693 --> 00:17:08,594
if you're not
589
00:17:08,594 --> 00:17:09,928
on that side of the business,
590
00:17:09,928 --> 00:17:11,830
if you're not really savvy on that,
591
00:17:11,830 --> 00:17:12,598
I think they can
592
00:17:12,598 --> 00:17:14,400
also put you behind the eight ball
593
00:17:14,400 --> 00:17:15,801
because technology change.
594
00:17:15,801 --> 00:17:17,169
Absolutely.
595
00:17:17,236 --> 00:17:18,070
You know,
596
00:17:18,470 --> 00:17:19,671
I tell you what we tell,
597
00:17:19,671 --> 00:17:21,473
we tell people here, we're
598
00:17:21,473 --> 00:17:23,375
we're a marketing company
599
00:17:23,375 --> 00:17:25,711
that does hardwood floors.
600
00:17:25,711 --> 00:17:27,813
So we we're big in marketing.
601
00:17:27,813 --> 00:17:30,282
Our Google stuff is bang on up to date.
602
00:17:30,282 --> 00:17:32,117
I have a guy that he does work for.
603
00:17:32,117 --> 00:17:34,353
We hire him to do
604
00:17:34,353 --> 00:17:36,055
we are bang up to date
605
00:17:36,055 --> 00:17:37,389
on all our Google stuff.
606
00:17:37,389 --> 00:17:39,525
And I can tell you this,
607
00:17:39,525 --> 00:17:41,927
there's only two advertisements I do
608
00:17:41,927 --> 00:17:43,862
the only two ways advertising
609
00:17:43,862 --> 00:17:46,031
and one is I do billboards
610
00:17:46,031 --> 00:17:46,899
for the drive by
611
00:17:48,000 --> 00:17:49,268
and the only reason I do a
612
00:17:49,268 --> 00:17:51,470
billboard is for branding.
613
00:17:51,470 --> 00:17:53,572
So just to put that, that
614
00:17:53,572 --> 00:17:55,908
what is in that bird into their head
615
00:17:55,908 --> 00:17:57,109
every time they drive by.
616
00:17:57,109 --> 00:17:59,778
But the only other advertise we do
617
00:17:59,778 --> 00:18:01,447
is is Google.
618
00:18:01,447 --> 00:18:02,948
Google is the largest advertiser
619
00:18:02,948 --> 00:18:03,382
in the world,
620
00:18:03,382 --> 00:18:03,982
and they're not even an
621
00:18:03,982 --> 00:18:05,884
advertising company,
622
00:18:06,018 --> 00:18:07,086
but it's Google.
623
00:18:07,086 --> 00:18:10,322
So the way we do it is no secret.
624
00:18:10,322 --> 00:18:11,557
I tell you exactly how we do it.
625
00:18:11,557 --> 00:18:14,560
We hit, we hit the billboards to
626
00:18:15,160 --> 00:18:16,495
to put it into the air.
627
00:18:16,495 --> 00:18:18,063
So nobody drives down
628
00:18:18,063 --> 00:18:19,364
the road, looks at our billboard
629
00:18:19,364 --> 00:18:20,666
and says, Hey, honey,
630
00:18:20,666 --> 00:18:22,201
we should get hardwood floors.
631
00:18:22,201 --> 00:18:23,902
No, it doesn't happen that way.
632
00:18:23,902 --> 00:18:25,037
But what they do is they're home
633
00:18:25,037 --> 00:18:26,538
sitting on their couch in the evening
634
00:18:26,538 --> 00:18:28,173
and he says, you know,
635
00:18:28,173 --> 00:18:30,142
we should look and get new wood floors.
636
00:18:30,142 --> 00:18:30,909
Yeah,
637
00:18:30,943 --> 00:18:31,944
first thing they do,
638
00:18:31,944 --> 00:18:33,846
they grab their laptop or their iPhone
639
00:18:33,846 --> 00:18:34,880
and they go, boom, boom,
640
00:18:34,880 --> 00:18:37,382
hardwood floors, cloner, punch it in
641
00:18:38,350 --> 00:18:39,418
oh about
642
00:18:39,418 --> 00:18:42,721
six company oh woodies we know them well.
643
00:18:42,788 --> 00:18:44,423
You don't know us
644
00:18:44,890 --> 00:18:46,892
but you know our billboard every day
645
00:18:47,226 --> 00:18:49,461
on the way to work and back instantly.
646
00:18:49,461 --> 00:18:50,896
Who's going to get the first call?
647
00:18:50,896 --> 00:18:53,432
Yeah, we'll get that first call.
648
00:18:53,432 --> 00:18:54,299
There's what they call
649
00:18:54,299 --> 00:18:57,803
the tend to roll in and they figure now
650
00:18:58,670 --> 00:18:59,505
consumers will spend
651
00:18:59,505 --> 00:19:00,539
10 hours on the Internet
652
00:19:00,539 --> 00:19:02,407
researching into our shopping
653
00:19:02,407 --> 00:19:05,344
where they used to go like to 2.8 stores
654
00:19:05,777 --> 00:19:07,112
before making a purchase is now
655
00:19:07,112 --> 00:19:09,681
I think it's 1.2 stores
656
00:19:09,681 --> 00:19:10,516
which are the millennials
657
00:19:10,516 --> 00:19:11,850
which now up into the forties.
658
00:19:11,850 --> 00:19:12,751
That's an it's going to grow
659
00:19:12,751 --> 00:19:14,119
it's going to be a bigger
660
00:19:14,119 --> 00:19:15,954
audience than that even so,
661
00:19:15,954 --> 00:19:16,321
I mean,
662
00:19:16,321 --> 00:19:17,356
I think it's such an important
663
00:19:17,356 --> 00:19:18,457
part of the business.
664
00:19:18,457 --> 00:19:20,826
There is one person who who I know that
665
00:19:21,693 --> 00:19:23,795
that seemed to master this whole thing
666
00:19:23,795 --> 00:19:24,663
with retail stores.
667
00:19:24,663 --> 00:19:29,067
And it's Rob Johnson.
668
00:19:29,067 --> 00:19:30,836
You want to tell him how successful
669
00:19:30,836 --> 00:19:32,371
your operation was, Rob?
670
00:19:32,371 --> 00:19:33,472
So you want to talk about
671
00:19:33,472 --> 00:19:34,907
the wood floor corner.
672
00:19:36,275 --> 00:19:36,842
That was the name
673
00:19:36,842 --> 00:19:38,844
of our store, wood floor corner.
674
00:19:38,844 --> 00:19:41,313
It's funny because you were saying,
675
00:19:41,313 --> 00:19:43,348
you know, how are you going to staff it?
676
00:19:43,348 --> 00:19:45,450
So I got my partner
677
00:19:45,450 --> 00:19:47,519
and our two wives together
678
00:19:47,519 --> 00:19:49,188
and we're doing a lot of work
679
00:19:49,188 --> 00:19:51,123
and our name is getting pretty good.
680
00:19:51,123 --> 00:19:53,192
So I said, we got to have a store,
681
00:19:53,192 --> 00:19:55,494
found a place right on the corner
682
00:19:55,861 --> 00:19:57,095
in main Street.
683
00:19:57,095 --> 00:19:57,729
So it was good
684
00:19:57,729 --> 00:20:00,065
drive by traffic and everything.
685
00:20:00,065 --> 00:20:02,100
And they everybody was saying to me,
686
00:20:02,301 --> 00:20:03,202
How are we going to staff it?
687
00:20:03,202 --> 00:20:03,869
I go,
688
00:20:04,102 --> 00:20:05,270
Oh, you mean how are we going to stay?
689
00:20:05,270 --> 00:20:06,538
There's four of us.
690
00:20:06,538 --> 00:20:07,706
We'll be able to cover this.
691
00:20:07,706 --> 00:20:09,541
No problem.
692
00:20:09,908 --> 00:20:10,809
He had kids.
693
00:20:10,809 --> 00:20:11,610
I had kids.
694
00:20:11,610 --> 00:20:12,311
But I said, now
695
00:20:12,311 --> 00:20:16,682
the wives will do it will work well.
696
00:20:16,682 --> 00:20:18,951
Wow. Was that ever.
697
00:20:18,951 --> 00:20:19,518
We ended up
698
00:20:19,518 --> 00:20:22,754
being open Saturdays and Sundays
699
00:20:23,388 --> 00:20:25,290
and we tried to do nights
700
00:20:25,290 --> 00:20:26,959
and then we tried to do just
701
00:20:26,959 --> 00:20:29,728
calling in and it ended up really
702
00:20:29,728 --> 00:20:30,662
being like
703
00:20:30,662 --> 00:20:32,864
a hangout for our buddies to come and
704
00:20:33,732 --> 00:20:36,001
drink beer and watch the games and stuff.
705
00:20:36,001 --> 00:20:37,803
And it was a
706
00:20:37,803 --> 00:20:39,838
that was a complete disaster.
707
00:20:39,838 --> 00:20:41,373
Absolute disaster.
708
00:20:41,373 --> 00:20:43,742
One of the biggest mistakes I ever made.
709
00:20:43,742 --> 00:20:46,144
But we we were trying to
710
00:20:46,144 --> 00:20:48,880
run a store and go out every day
711
00:20:49,214 --> 00:20:50,415
and do the business
712
00:20:50,415 --> 00:20:52,718
and do the estimating and everything.
713
00:20:52,718 --> 00:20:54,052
So it just
714
00:20:55,187 --> 00:20:56,121
just didn't work.
715
00:20:56,121 --> 00:20:58,924
It's it's at the retail stores
716
00:20:59,424 --> 00:21:00,292
and it's not the rent.
717
00:21:00,292 --> 00:21:01,360
You probably never had a problem
718
00:21:01,360 --> 00:21:03,128
paying the rent at the river.
719
00:21:03,128 --> 00:21:03,962
No, no,
720
00:21:03,962 --> 00:21:04,997
that actually
721
00:21:04,997 --> 00:21:06,765
I think we were ticking people off
722
00:21:06,765 --> 00:21:08,834
more than we would have
723
00:21:08,834 --> 00:21:11,236
if we didn't have the store, because
724
00:21:11,970 --> 00:21:13,305
all we heard was,
725
00:21:13,305 --> 00:21:14,406
yeah, we stopped by the store
726
00:21:14,406 --> 00:21:15,240
and nobody was there.
727
00:21:15,240 --> 00:21:16,675
You weren't open. You never opened.
728
00:21:16,675 --> 00:21:16,942
What are your.
729
00:21:16,942 --> 00:21:18,377
Our yeah,
730
00:21:18,377 --> 00:21:19,578
that was just, you know,
731
00:21:19,578 --> 00:21:20,846
we thought we'd be able to cover it
732
00:21:20,846 --> 00:21:21,380
at night.
733
00:21:21,380 --> 00:21:23,181
Maybe the girls could cover it,
734
00:21:23,181 --> 00:21:26,318
but now we found out that right away
735
00:21:26,685 --> 00:21:30,088
you need to have regular store hours.
736
00:21:30,088 --> 00:21:30,856
Maybe you can go
737
00:21:30,856 --> 00:21:32,758
a little late into the night.
738
00:21:32,758 --> 00:21:35,060
The only thing I can say now, though, is
739
00:21:35,227 --> 00:21:36,728
I can tell you,
740
00:21:36,895 --> 00:21:39,197
because we make a high end product
741
00:21:39,197 --> 00:21:42,167
and we're not an impulse product
742
00:21:42,267 --> 00:21:44,870
like everybody that buys our product has
743
00:21:45,570 --> 00:21:47,939
Googled it and done their homework.
744
00:21:48,006 --> 00:21:50,208
They they didn't just drive by
745
00:21:50,242 --> 00:21:50,475
and then
746
00:21:50,475 --> 00:21:51,310
walk in and say,
747
00:21:51,310 --> 00:21:54,413
hey, didn't see you guys before here.
748
00:21:54,413 --> 00:21:54,813
Well,
749
00:21:54,813 --> 00:21:56,948
how much is the
750
00:21:56,948 --> 00:21:59,051
most people that come to our store
751
00:21:59,484 --> 00:22:01,953
have either emailed us,
752
00:22:01,953 --> 00:22:04,022
called us or texts already?
753
00:22:05,157 --> 00:22:07,259
And that is a bit of a benefit.
754
00:22:07,259 --> 00:22:09,661
Now, I can tell you that
755
00:22:09,661 --> 00:22:12,197
for every customer that does a $4,000
756
00:22:12,197 --> 00:22:14,333
purchase, they have Googled
757
00:22:14,499 --> 00:22:15,901
or searched you
758
00:22:15,901 --> 00:22:19,338
or LinkedIn or done something five times
759
00:22:19,471 --> 00:22:20,305
before
760
00:22:20,305 --> 00:22:22,207
they even made a phone call to you
761
00:22:22,207 --> 00:22:24,543
for anything over a $4,000 purchase.
762
00:22:24,543 --> 00:22:25,711
They'll try it.
763
00:22:25,711 --> 00:22:27,446
We do it too. We will have it.
764
00:22:27,446 --> 00:22:29,114
We'll have somebody come in to our shop.
765
00:22:29,114 --> 00:22:29,715
It's kind of funny
766
00:22:29,715 --> 00:22:30,782
because Tim and I'll sit there
767
00:22:30,782 --> 00:22:31,750
and they'll come in
768
00:22:31,750 --> 00:22:32,851
and they'll
769
00:22:32,851 --> 00:22:33,618
they'll speak
770
00:22:33,618 --> 00:22:35,287
like an interior designer or something.
771
00:22:35,287 --> 00:22:37,022
And I'm this, I'm that. I can do this.
772
00:22:37,022 --> 00:22:37,489
I can do that.
773
00:22:37,489 --> 00:22:38,156
And
774
00:22:39,257 --> 00:22:40,926
she hasn't hit the door
775
00:22:40,926 --> 00:22:41,760
and we both punch
776
00:22:41,760 --> 00:22:43,795
in her name into Google.
777
00:22:43,829 --> 00:22:45,297
But who is she?
778
00:22:45,297 --> 00:22:47,366
Is she is she what she says she is?
779
00:22:47,566 --> 00:22:47,966
Is he
780
00:22:47,966 --> 00:22:49,267
what he says is
781
00:22:49,267 --> 00:22:51,036
has he done what is that with.
782
00:22:51,036 --> 00:22:51,970
That's it.
783
00:22:51,970 --> 00:22:53,071
And we just look at each other,
784
00:22:53,071 --> 00:22:54,573
we start laughing like,
785
00:22:54,573 --> 00:22:56,274
what the heck, we're both doing this
786
00:22:56,274 --> 00:22:58,443
that see it.
787
00:22:58,443 --> 00:22:59,544
The tool is right
788
00:22:59,544 --> 00:23:01,179
there at your fingertips to find out
789
00:23:01,179 --> 00:23:03,014
about anybody and anything. Right.
790
00:23:04,182 --> 00:23:06,752
So the same thing with a store now.
791
00:23:06,752 --> 00:23:09,688
Yeah, that was the case for years.
792
00:23:09,688 --> 00:23:11,289
Like everything.
793
00:23:11,289 --> 00:23:12,791
Hey, the only advertising we did
794
00:23:12,791 --> 00:23:15,927
for years was Yellow Pages and our vans.
795
00:23:16,128 --> 00:23:16,862
That's it.
796
00:23:17,162 --> 00:23:18,263
But it's a different game
797
00:23:18,263 --> 00:23:22,067
now, I can tell you even even on.
798
00:23:22,067 --> 00:23:23,635
We used to do a house, we used to
799
00:23:23,635 --> 00:23:25,470
we used to do a floor on a house
800
00:23:25,470 --> 00:23:25,971
and it would
801
00:23:25,971 --> 00:23:28,607
and we automatically would get two
802
00:23:28,607 --> 00:23:29,040
or three
803
00:23:29,040 --> 00:23:31,009
calls for estimates on that street
804
00:23:31,009 --> 00:23:31,576
because
805
00:23:31,576 --> 00:23:33,545
and the first thing they'd say is, hey,
806
00:23:33,545 --> 00:23:35,414
you just did Bert's for man.
807
00:23:35,414 --> 00:23:36,481
Does it look nice?
808
00:23:36,481 --> 00:23:39,451
Can you come up and give us a quote now?
809
00:23:39,584 --> 00:23:42,487
Nowadays, 25 years, 30 years
810
00:23:42,487 --> 00:23:44,890
later, we'll get that same phone call.
811
00:23:45,524 --> 00:23:46,425
Yes.
812
00:23:46,591 --> 00:23:48,126
And they'll give their address
813
00:23:49,094 --> 00:23:50,996
and that's it.
814
00:23:50,996 --> 00:23:52,798
So we'll go do an estimate.
815
00:23:52,798 --> 00:23:54,065
We'll say, oh,
816
00:23:54,065 --> 00:23:56,201
we just done a job four doors up
817
00:23:56,501 --> 00:23:57,903
two weeks ago.
818
00:23:57,903 --> 00:23:58,804
And the customers say,
819
00:23:58,804 --> 00:24:00,439
yeah, we've seen your vans
820
00:24:00,439 --> 00:24:02,207
or We seen your sandwich board.
821
00:24:02,207 --> 00:24:02,808
Oh, yeah.
822
00:24:02,808 --> 00:24:04,609
Did you stop in and take a look at.
823
00:24:04,609 --> 00:24:07,145
Oh, no, no, no, no, no, no.
824
00:24:07,579 --> 00:24:08,680
We would never.
825
00:24:08,680 --> 00:24:09,981
Did you to call the homeowner?
826
00:24:09,981 --> 00:24:11,683
Did you stop in and ask the motor?
827
00:24:11,683 --> 00:24:14,286
No, no, no, no, no.
828
00:24:14,553 --> 00:24:16,021
But do you know what they did?
829
00:24:16,021 --> 00:24:17,122
They they read
830
00:24:17,122 --> 00:24:19,257
every one of my Google reviews,
831
00:24:19,257 --> 00:24:20,492
every one of them.
832
00:24:20,492 --> 00:24:21,693
But they would never go over
833
00:24:21,693 --> 00:24:23,929
to that homeowner and say, hey,
834
00:24:23,929 --> 00:24:25,564
how do you make it was Woody's
835
00:24:25,564 --> 00:24:26,431
was your floor good.
836
00:24:26,431 --> 00:24:27,432
Did they do good work there?
837
00:24:27,432 --> 00:24:29,367
But no, they won't do it.
838
00:24:29,367 --> 00:24:31,102
They're rather go on Google
839
00:24:31,102 --> 00:24:33,572
reviews and inserts the heck out of here
840
00:24:33,572 --> 00:24:34,673
on the Internet
841
00:24:34,673 --> 00:24:36,541
and then they'll make a phone call.
842
00:24:36,541 --> 00:24:39,411
It's it's a different game now.
843
00:24:39,411 --> 00:24:41,813
Okay. So a couple of things.
844
00:24:41,813 --> 00:24:43,915
One is like I
845
00:24:44,649 --> 00:24:46,351
this is not intended to be like negative,
846
00:24:46,351 --> 00:24:48,019
like to deflate somebody's
847
00:24:48,019 --> 00:24:49,721
guy's dreams or whatever.
848
00:24:49,721 --> 00:24:51,356
But I think you could also save
849
00:24:51,356 --> 00:24:52,624
a lot of people from a lot
850
00:24:52,624 --> 00:24:55,060
from heartache, number one.
851
00:24:55,060 --> 00:24:57,329
Number two is I remember in 2007
852
00:24:57,362 --> 00:24:58,530
when the economy crashed and I
853
00:24:58,530 --> 00:24:59,831
would talk to different contractors
854
00:24:59,831 --> 00:25:01,666
and it was two different camps,
855
00:25:01,666 --> 00:25:03,401
one group would say, man,
856
00:25:03,401 --> 00:25:04,970
I should have opened up a shell room.
857
00:25:04,970 --> 00:25:06,705
Now I'm slow, there's no work.
858
00:25:06,705 --> 00:25:08,707
And the other person would say,
859
00:25:08,707 --> 00:25:09,808
You know what?
860
00:25:09,875 --> 00:25:11,376
I open up the showroom as well.
861
00:25:11,376 --> 00:25:12,377
I should never have done it.
862
00:25:12,377 --> 00:25:13,044
I'm losing money
863
00:25:13,044 --> 00:25:14,613
on this and blah, blah, blah.
864
00:25:14,613 --> 00:25:16,181
But you know, as you say,
865
00:25:16,181 --> 00:25:17,816
the game has changed now
866
00:25:17,816 --> 00:25:19,885
and so what does work?
867
00:25:20,051 --> 00:25:20,852
What I mean,
868
00:25:20,852 --> 00:25:21,486
there's no
869
00:25:21,486 --> 00:25:22,587
I don't think there's any shame
870
00:25:22,587 --> 00:25:24,856
in working out of your out of
871
00:25:25,090 --> 00:25:26,558
your warehousing at home.
872
00:25:26,558 --> 00:25:29,327
And, you know, staying small.
873
00:25:29,327 --> 00:25:31,162
And, you know,
874
00:25:31,162 --> 00:25:32,697
I'll say that my brothers have done that.
875
00:25:32,697 --> 00:25:34,232
They have no desire to grow.
876
00:25:34,232 --> 00:25:34,533
They could
877
00:25:34,533 --> 00:25:35,534
they could have had
878
00:25:35,534 --> 00:25:36,902
many, many more people
879
00:25:36,902 --> 00:25:37,802
than they have working for them
880
00:25:37,802 --> 00:25:39,437
now, and they have no desire to.
881
00:25:39,437 --> 00:25:40,505
And I actually think
882
00:25:40,505 --> 00:25:41,806
it's a smart business plan
883
00:25:41,806 --> 00:25:43,108
in a lot of ways.
884
00:25:43,108 --> 00:25:45,877
Well, I'll tell you what, we're doing it
885
00:25:46,611 --> 00:25:48,346
we've rock the boat pretty bad here
886
00:25:48,346 --> 00:25:50,882
for people for contractors in Kona
887
00:25:50,882 --> 00:25:52,050
because we're it's a smaller
888
00:25:52,050 --> 00:25:52,617
market
889
00:25:52,617 --> 00:25:55,353
like in Calgary with 1,000,004 people.
890
00:25:55,954 --> 00:25:56,621
There's a lot
891
00:25:56,621 --> 00:25:58,590
we have quite a few contractors
892
00:25:58,590 --> 00:25:59,958
that we have no prices
893
00:25:59,958 --> 00:26:00,892
on any of our samples
894
00:26:00,892 --> 00:26:02,727
and they know where the manufacture. So
895
00:26:03,895 --> 00:26:04,996
like I know one or
896
00:26:04,996 --> 00:26:06,398
two different contractors right now
897
00:26:06,398 --> 00:26:08,333
they'll call up our salesgirl there
898
00:26:08,333 --> 00:26:09,301
and they'll say, Janine,
899
00:26:09,301 --> 00:26:10,969
I have a customer coming in there.
900
00:26:10,969 --> 00:26:13,104
Could you show them this business?
901
00:26:13,104 --> 00:26:14,739
And yeah, absolutely.
902
00:26:14,739 --> 00:26:16,207
And so when they come in, they say,
903
00:26:16,207 --> 00:26:18,910
hey, could could I see?
904
00:26:18,910 --> 00:26:20,345
Yeah, no problem.
905
00:26:20,345 --> 00:26:22,380
See, this is shows all the stuff.
906
00:26:22,380 --> 00:26:23,715
And then we give that contractor
907
00:26:23,715 --> 00:26:25,183
of course a reduced price.
908
00:26:25,183 --> 00:26:25,517
But we,
909
00:26:25,517 --> 00:26:25,884
they don't
910
00:26:25,884 --> 00:26:27,385
customer doesn't talk price to us,
911
00:26:27,385 --> 00:26:29,521
but we're letting them use our showroom.
912
00:26:29,821 --> 00:26:31,856
We, we just want to move product,
913
00:26:31,856 --> 00:26:32,657
we want to move product.
914
00:26:32,657 --> 00:26:33,758
That's all we want to do.
915
00:26:33,758 --> 00:26:35,060
And so and I don't care,
916
00:26:35,060 --> 00:26:35,994
it doesn't matter to me
917
00:26:35,994 --> 00:26:37,028
who the customer is and who
918
00:26:37,028 --> 00:26:38,129
or who has electric.
919
00:26:38,129 --> 00:26:39,464
So we have contractors,
920
00:26:39,464 --> 00:26:40,532
the foreign contractors
921
00:26:40,532 --> 00:26:42,734
that use our showroom to,
922
00:26:43,735 --> 00:26:45,036
to, to
923
00:26:45,036 --> 00:26:46,237
and then we sell them to wooden
924
00:26:46,237 --> 00:26:47,839
and they go ahead and do the job.
925
00:26:47,839 --> 00:26:49,507
We don't have nothing to do with the job.
926
00:26:49,507 --> 00:26:51,309
So I encourage that a lot.
927
00:26:51,309 --> 00:26:53,211
And even the wholesalers, like
928
00:26:53,211 --> 00:26:55,413
I don't know if I was a wholesaler
929
00:26:55,413 --> 00:26:56,314
and had a whole
930
00:26:56,314 --> 00:26:57,349
I would put a showroom in
931
00:26:57,349 --> 00:26:58,984
and tell all my customers
932
00:26:58,984 --> 00:26:59,951
in the wholesale
933
00:26:59,951 --> 00:27:01,987
there's a showroom for you use it
934
00:27:02,821 --> 00:27:04,923
and and and that way there
935
00:27:04,923 --> 00:27:06,124
because all the wholesaler wants to do
936
00:27:06,124 --> 00:27:07,459
is move product
937
00:27:08,026 --> 00:27:11,029
but if it sure helps the contractor.
938
00:27:11,630 --> 00:27:13,398
We have a distributor here in Albany.
939
00:27:13,398 --> 00:27:15,233
That's how he does it.
940
00:27:15,233 --> 00:27:18,103
He has a really nice showroom
941
00:27:18,103 --> 00:27:19,371
and everybody knows
942
00:27:19,371 --> 00:27:20,472
you send their customers there.
943
00:27:20,472 --> 00:27:21,773
They never talk price.
944
00:27:21,773 --> 00:27:22,741
They don't have prices
945
00:27:22,741 --> 00:27:24,776
on any of the samples
946
00:27:24,776 --> 00:27:26,011
or anything like that,
947
00:27:26,011 --> 00:27:28,313
but they get a really nice showroom
948
00:27:28,313 --> 00:27:29,047
and it's geared
949
00:27:29,047 --> 00:27:31,182
just exactly for that,
950
00:27:31,182 --> 00:27:32,651
for their contractors
951
00:27:32,651 --> 00:27:34,352
to send their homeowners,
952
00:27:34,352 --> 00:27:35,754
sometimes they'll meet them there
953
00:27:35,754 --> 00:27:37,656
and then sometimes they'll say, Hey,
954
00:27:37,656 --> 00:27:38,556
stop by here.
955
00:27:38,556 --> 00:27:39,357
They're open
956
00:27:39,357 --> 00:27:42,027
five days a week, stop by any time.
957
00:27:42,027 --> 00:27:42,560
And, you know,
958
00:27:42,560 --> 00:27:44,629
talk to one of these two guys
959
00:27:44,629 --> 00:27:46,531
and they'll take it from there.
960
00:27:46,531 --> 00:27:48,700
So no idea. That's a right way.
961
00:27:48,700 --> 00:27:49,801
Nice way to.
962
00:27:49,801 --> 00:27:52,037
Yeah, absolutely.
963
00:27:52,037 --> 00:27:53,071
And so we encourage that
964
00:27:53,071 --> 00:27:54,239
with our showrooms.
965
00:27:54,239 --> 00:27:55,073
Same thing
966
00:27:55,073 --> 00:27:55,640
like we'll sell
967
00:27:55,640 --> 00:27:56,908
wholesale to the contract.
968
00:27:56,908 --> 00:27:57,342
But you know,
969
00:27:57,342 --> 00:27:59,811
I also have a lot of contractors,
970
00:27:59,811 --> 00:28:01,846
I have a lot of contract all over
971
00:28:02,180 --> 00:28:03,448
Western Canada, guys
972
00:28:03,448 --> 00:28:04,949
that even used to work for us.
973
00:28:04,949 --> 00:28:07,352
But guys are really good operators
974
00:28:07,352 --> 00:28:09,187
and they work out of their garage
975
00:28:09,187 --> 00:28:11,156
and they have a good clientele
976
00:28:11,156 --> 00:28:12,357
and they do good work
977
00:28:12,357 --> 00:28:13,491
and they work by themselves
978
00:28:13,491 --> 00:28:16,061
or maybe one crew helping them.
979
00:28:16,061 --> 00:28:17,162
And they'll call me up to say,
980
00:28:17,162 --> 00:28:18,697
Can I got a seven and a half
981
00:28:18,697 --> 00:28:20,065
inch white oak floor
982
00:28:20,065 --> 00:28:21,533
that I need, but I need like a
983
00:28:23,535 --> 00:28:24,903
mocha stain on it.
984
00:28:24,903 --> 00:28:26,905
Can you, can you fire me some samples up?
985
00:28:26,905 --> 00:28:27,572
No problem.
986
00:28:27,572 --> 00:28:29,107
So I'll just I'll call in in the back.
987
00:28:29,107 --> 00:28:30,041
They call runs, run
988
00:28:30,041 --> 00:28:33,111
a 2 to 4 boards for mocha, stand.
989
00:28:33,111 --> 00:28:35,513
We're going to send it off to so-and-so
990
00:28:35,513 --> 00:28:36,014
next day.
991
00:28:36,014 --> 00:28:37,082
We peer later to him.
992
00:28:37,082 --> 00:28:38,717
He's got it in front of his customer
993
00:28:38,717 --> 00:28:40,218
within about three or four days.
994
00:28:40,218 --> 00:28:41,252
And then
995
00:28:41,986 --> 00:28:43,588
lots lot of times that doesn't work
996
00:28:43,588 --> 00:28:44,389
because on the first call,
997
00:28:44,389 --> 00:28:46,291
he'll call me up. Say, Ken, it works.
998
00:28:46,291 --> 00:28:48,093
But we need two shades later.
999
00:28:48,093 --> 00:28:50,228
No problem. Run two boards. Ship them up.
1000
00:28:50,228 --> 00:28:50,462
What?
1001
00:28:50,462 --> 00:28:52,630
25, 30 bucks a ship each time
1002
00:28:52,630 --> 00:28:53,465
it's a ship,
1003
00:28:53,465 --> 00:28:54,999
a showroom he's ever had,
1004
00:28:54,999 --> 00:28:56,634
and he's got a product
1005
00:28:56,634 --> 00:28:59,204
that nobody else around him has.
1006
00:28:59,971 --> 00:29:01,306
But and that's
1007
00:29:01,306 --> 00:29:03,041
and that's partly why we decided
1008
00:29:03,041 --> 00:29:04,843
to start manufacturing and finishing
1009
00:29:04,843 --> 00:29:05,610
it is
1010
00:29:05,610 --> 00:29:07,178
because I think
1011
00:29:07,178 --> 00:29:08,613
there's room for the little,
1012
00:29:08,613 --> 00:29:10,348
the little manufacturer
1013
00:29:10,348 --> 00:29:11,916
that does specialty stuff
1014
00:29:11,916 --> 00:29:13,451
to service the contractors.
1015
00:29:14,519 --> 00:29:16,187
So we talk about
1016
00:29:16,187 --> 00:29:18,022
we're going to have a conversation here
1017
00:29:18,022 --> 00:29:19,557
with Sprague
1018
00:29:19,557 --> 00:29:20,992
Lane on another show coming up soon.
1019
00:29:20,992 --> 00:29:21,459
And we're talking about
1020
00:29:21,459 --> 00:29:23,461
how important relationships are.
1021
00:29:23,461 --> 00:29:25,396
And you see retailers
1022
00:29:25,396 --> 00:29:27,799
and guys that work in,
1023
00:29:27,799 --> 00:29:29,868
you know, in their in their garage,
1024
00:29:29,868 --> 00:29:30,769
I'd say,
1025
00:29:30,935 --> 00:29:33,571
are two different audiences altogether.
1026
00:29:33,571 --> 00:29:35,173
And sometimes they miss each other,
1027
00:29:35,173 --> 00:29:35,373
you know,
1028
00:29:35,373 --> 00:29:36,241
and sometimes they like
1029
00:29:36,241 --> 00:29:38,309
they resent each other,
1030
00:29:38,309 --> 00:29:40,712
but they really can work together
1031
00:29:40,712 --> 00:29:41,546
very well.
1032
00:29:41,546 --> 00:29:43,681
And and so they're both there benefits.
1033
00:29:44,115 --> 00:29:46,918
Absolutely. Absolutely.
1034
00:29:47,418 --> 00:29:48,353
For sure.
1035
00:29:48,353 --> 00:29:48,953
Yeah.
1036
00:29:49,020 --> 00:29:53,091
But, you know, it's the same thing.
1037
00:29:53,091 --> 00:29:54,926
There's the one contractor who just
1038
00:29:54,926 --> 00:29:55,827
who wants everything
1039
00:29:55,827 --> 00:29:56,761
and the other contractor
1040
00:29:56,761 --> 00:29:58,463
who charges his rate,
1041
00:29:58,463 --> 00:29:59,164
who is right
1042
00:29:59,164 --> 00:30:01,432
price and makes margins and is.
1043
00:30:01,533 --> 00:30:02,567
Yeah it's hard to school
1044
00:30:02,567 --> 00:30:03,902
everybody on everything
1045
00:30:03,902 --> 00:30:05,103
but I do know
1046
00:30:05,103 --> 00:30:06,371
going back to the showroom
1047
00:30:06,371 --> 00:30:09,541
and how to on how to build crews
1048
00:30:09,741 --> 00:30:10,708
multiple crews
1049
00:30:10,708 --> 00:30:14,312
I will I when we started building
1050
00:30:14,312 --> 00:30:17,148
multiple crews and having a showroom and
1051
00:30:17,315 --> 00:30:18,483
and doing
1052
00:30:19,484 --> 00:30:21,085
doing what we did every day
1053
00:30:21,085 --> 00:30:22,353
with as many houses.
1054
00:30:22,353 --> 00:30:25,456
We I did realize that
1055
00:30:25,456 --> 00:30:26,858
you need dispatchers,
1056
00:30:26,858 --> 00:30:28,593
you need guys to run crews.
1057
00:30:28,593 --> 00:30:31,162
And I tried to bring in a sanding crew,
1058
00:30:31,162 --> 00:30:32,497
a sanding guy to do that.
1059
00:30:32,497 --> 00:30:34,098
And that was a disaster.
1060
00:30:34,098 --> 00:30:35,033
He all he wanted to do
1061
00:30:35,033 --> 00:30:35,600
is reteach
1062
00:30:35,600 --> 00:30:36,501
everybody, retrain
1063
00:30:36,501 --> 00:30:38,102
everybody and do it all.
1064
00:30:38,102 --> 00:30:38,903
Had to do it his way.
1065
00:30:38,903 --> 00:30:40,538
So and I brought an installer in
1066
00:30:40,538 --> 00:30:41,439
it was the same thing.
1067
00:30:41,439 --> 00:30:42,473
He didn't want to be there
1068
00:30:42,473 --> 00:30:43,975
and they didn't want to listen to him
1069
00:30:43,975 --> 00:30:46,077
because he was just an installer.
1070
00:30:46,077 --> 00:30:48,479
So what I did was
1071
00:30:48,479 --> 00:30:51,716
I just I looked at all the builders I did
1072
00:30:52,417 --> 00:30:52,951
and I thought,
1073
00:30:52,951 --> 00:30:55,153
who's the best project manager
1074
00:30:55,153 --> 00:30:56,221
of all these builders?
1075
00:30:56,221 --> 00:30:57,889
And that guy's name come to my head
1076
00:30:57,889 --> 00:30:58,489
and I phoned him up.
1077
00:30:58,489 --> 00:30:59,858
Next day I says, Hey,
1078
00:30:59,858 --> 00:31:00,992
will you come work for me?
1079
00:31:00,992 --> 00:31:02,360
He says, Doing what?
1080
00:31:02,360 --> 00:31:03,661
I says, Dispatching crews.
1081
00:31:03,661 --> 00:31:04,963
He says, I work for a builder.
1082
00:31:04,963 --> 00:31:05,296
I'm it.
1083
00:31:05,296 --> 00:31:06,831
I'm a project manager as well.
1084
00:31:06,831 --> 00:31:09,100
When you get pissed off, call me.
1085
00:31:09,100 --> 00:31:09,634
So anyways,
1086
00:31:09,634 --> 00:31:10,034
he did
1087
00:31:10,034 --> 00:31:10,969
well six weeks later
1088
00:31:10,969 --> 00:31:12,170
or so he called
1089
00:31:12,170 --> 00:31:13,438
for six weeks or something.
1090
00:31:13,438 --> 00:31:15,173
He called and I know what he wanted.
1091
00:31:15,173 --> 00:31:16,074
Let's go for lunch
1092
00:31:16,074 --> 00:31:17,709
and he come and work for us
1093
00:31:17,709 --> 00:31:20,511
and he refresh for years and he dispatch
1094
00:31:20,511 --> 00:31:21,279
crews, he run
1095
00:31:21,279 --> 00:31:21,946
jobs,
1096
00:31:21,946 --> 00:31:22,780
dispatch crew
1097
00:31:22,780 --> 00:31:25,083
and did a heck of a good job of it.
1098
00:31:25,083 --> 00:31:26,684
But he didn't know hardwood.
1099
00:31:26,684 --> 00:31:27,685
He didn't know hardwood floor.
1100
00:31:27,685 --> 00:31:29,187
He he knew that.
1101
00:31:29,187 --> 00:31:30,255
But he couldn't lay a floor.
1102
00:31:30,255 --> 00:31:31,556
He couldn't finish a floor.
1103
00:31:31,556 --> 00:31:33,424
But, you know, the guys respected him
1104
00:31:33,424 --> 00:31:35,860
because he wasn't trying to teach them
1105
00:31:36,027 --> 00:31:37,462
and he wasn't trying to tell them.
1106
00:31:37,462 --> 00:31:39,297
And he was a he wasn't
1107
00:31:39,297 --> 00:31:40,832
he was a project manager
1108
00:31:40,832 --> 00:31:42,166
and he knew how to manage
1109
00:31:42,166 --> 00:31:43,201
and he knew how to schedule
1110
00:31:43,201 --> 00:31:44,569
and he knew how to coordinate.
1111
00:31:44,569 --> 00:31:45,136
And man,
1112
00:31:45,136 --> 00:31:47,372
did he make our life a lot easier.
1113
00:31:47,372 --> 00:31:49,407
And it's the same thing.
1114
00:31:49,641 --> 00:31:52,143
Is it him?
1115
00:31:52,143 --> 00:31:53,645
You can't bring a contractor in
1116
00:31:53,645 --> 00:31:55,280
and make him a business
1117
00:31:55,280 --> 00:31:56,481
man is tough to do.
1118
00:31:56,481 --> 00:31:58,449
You can't make a sanding guy or
1119
00:31:58,449 --> 00:32:00,685
being a dispatcher. A guy
1120
00:32:01,653 --> 00:32:02,553
is an old saying you
1121
00:32:02,553 --> 00:32:03,187
are in your life
1122
00:32:03,187 --> 00:32:05,623
and Zachary is supposed to be
1123
00:32:05,623 --> 00:32:08,059
like, yeah, that's why you're there.
1124
00:32:08,059 --> 00:32:09,994
Is because that's.
1125
00:32:09,994 --> 00:32:12,263
But you know, like you said, though,
1126
00:32:12,297 --> 00:32:13,765
you don't want to discourage everybody.
1127
00:32:13,765 --> 00:32:14,499
You don't want to say,
1128
00:32:14,499 --> 00:32:15,533
boy, don't ever do
1129
00:32:15,533 --> 00:32:15,967
freak out
1130
00:32:15,967 --> 00:32:18,002
because some of us have done
1131
00:32:18,002 --> 00:32:19,404
very well at retail.
1132
00:32:19,404 --> 00:32:22,006
But it's the biggest thing is
1133
00:32:22,640 --> 00:32:23,608
it's a career change.
1134
00:32:23,608 --> 00:32:26,044
It's a complete career change.
1135
00:32:27,011 --> 00:32:27,745
Craftsman.
1136
00:32:27,745 --> 00:32:29,814
Craftsman want to do craftsman stuff.
1137
00:32:29,814 --> 00:32:30,782
Exactly.
1138
00:32:30,782 --> 00:32:31,816
Craftsman don't want to be
1139
00:32:31,816 --> 00:32:34,485
sitting at a desk and pushing pencil and
1140
00:32:35,620 --> 00:32:37,655
they want to do craftsman things.
1141
00:32:37,655 --> 00:32:38,523
But the problem is,
1142
00:32:38,523 --> 00:32:40,591
I don't think they manage it good enough
1143
00:32:40,959 --> 00:32:41,726
where they're
1144
00:32:41,726 --> 00:32:42,961
they should be getting paid
1145
00:32:42,961 --> 00:32:44,629
the way that they should be
1146
00:32:44,629 --> 00:32:45,496
because they're out there
1147
00:32:45,496 --> 00:32:46,230
doing the craft.
1148
00:32:46,230 --> 00:32:49,334
So why is it every flooring contractor
1149
00:32:49,334 --> 00:32:50,268
I know
1150
00:32:50,268 --> 00:32:51,836
thinks he has to give a deal
1151
00:32:51,836 --> 00:32:53,137
to get a job?
1152
00:32:53,304 --> 00:32:55,506
It drives me crazy.
1153
00:32:55,506 --> 00:32:57,108
Yeah, well, okay.
1154
00:32:57,108 --> 00:32:57,742
This job.
1155
00:32:57,742 --> 00:32:59,577
Okay, back to square foot to Stanford.
1156
00:32:59,577 --> 00:33:01,179
Oh, it's really good.
1157
00:33:01,179 --> 00:33:02,213
And I really want the job.
1158
00:33:04,215 --> 00:33:04,816
Where I can.
1159
00:33:04,816 --> 00:33:06,184
We're going to ask you to go back
1160
00:33:06,184 --> 00:33:07,986
and listen to a bunch of our episodes.
1161
00:33:07,986 --> 00:33:08,720
Okay.
1162
00:33:09,087 --> 00:33:11,222
We don't talk like that on this show.
1163
00:33:11,389 --> 00:33:12,123
No,
1164
00:33:12,924 --> 00:33:15,393
everybody's in a race to the top.
1165
00:33:15,393 --> 00:33:17,161
Who's listening to this show?
1166
00:33:17,161 --> 00:33:18,796
That's right. Yeah.
1167
00:33:19,664 --> 00:33:21,833
Yeah, I wish.
1168
00:33:21,833 --> 00:33:23,801
Well, how?
1169
00:33:23,801 --> 00:33:25,470
Tell me how important a bookkeeper is.
1170
00:33:25,470 --> 00:33:26,504
And a lot of people think
1171
00:33:26,504 --> 00:33:27,271
that's an expense.
1172
00:33:27,271 --> 00:33:27,839
Oh, gosh.
1173
00:33:27,839 --> 00:33:28,172
Another
1174
00:33:28,172 --> 00:33:29,340
I got to add another expense to it.
1175
00:33:29,340 --> 00:33:30,541
But why don't you talk a little bit
1176
00:33:30,541 --> 00:33:31,042
about that?
1177
00:33:31,042 --> 00:33:33,378
Because I think it's it's a game changer.
1178
00:33:33,611 --> 00:33:35,313
Well, I'll tell you how we do it.
1179
00:33:35,313 --> 00:33:35,780
We do it.
1180
00:33:35,780 --> 00:33:37,348
We're a little top heavy
1181
00:33:37,348 --> 00:33:37,982
in him,
1182
00:33:37,982 --> 00:33:38,783
sits at the desk
1183
00:33:38,783 --> 00:33:39,150
and he does
1184
00:33:39,150 --> 00:33:39,751
data entry
1185
00:33:39,751 --> 00:33:40,151
all day
1186
00:33:40,151 --> 00:33:42,186
and takes care of all of our admin stuff.
1187
00:33:42,387 --> 00:33:43,421
But then we have a bookkeeper
1188
00:33:43,421 --> 00:33:44,389
that comes in every month
1189
00:33:44,389 --> 00:33:46,124
and picks up everything for that month
1190
00:33:46,124 --> 00:33:48,059
and through the QuickBooks
1191
00:33:48,059 --> 00:33:49,060
and make sure it's right.
1192
00:33:49,060 --> 00:33:49,727
And then everything
1193
00:33:49,727 --> 00:33:53,498
from there is handed on to accountant.
1194
00:33:53,498 --> 00:33:55,733
I know it's probably top heavy,
1195
00:33:55,733 --> 00:33:56,934
but I've learned in the past
1196
00:33:56,934 --> 00:33:58,202
that you need to know your numbers.
1197
00:33:58,202 --> 00:33:58,803
You need it.
1198
00:33:58,803 --> 00:34:00,238
Good numbers or bad numbers
1199
00:34:00,238 --> 00:34:02,173
you need to know and you know,
1200
00:34:03,574 --> 00:34:03,941
if we're
1201
00:34:03,941 --> 00:34:04,709
contractors and
1202
00:34:04,709 --> 00:34:06,978
we're working and we're doing stuff,
1203
00:34:06,978 --> 00:34:08,546
we like to fudge our numbers,
1204
00:34:08,546 --> 00:34:09,881
we like to think we made more
1205
00:34:09,881 --> 00:34:10,815
than we really did
1206
00:34:10,815 --> 00:34:12,884
where we like to think we did a little.
1207
00:34:12,884 --> 00:34:15,453
But if you give that to a bookkeeper,
1208
00:34:15,453 --> 00:34:16,254
she's going to give you
1209
00:34:16,254 --> 00:34:17,889
your real numbers.
1210
00:34:17,889 --> 00:34:18,723
She's going to tell you
1211
00:34:18,723 --> 00:34:20,024
exactly what you did.
1212
00:34:20,024 --> 00:34:21,092
And I remember
1213
00:34:21,092 --> 00:34:22,693
arguing with, oh, no, no, no.
1214
00:34:22,693 --> 00:34:24,862
I know I made more money, but.
1215
00:34:25,129 --> 00:34:26,931
No, no, no, not here it is.
1216
00:34:26,931 --> 00:34:27,698
Count. Here it is.
1217
00:34:27,698 --> 00:34:28,533
Is black, white
1218
00:34:28,533 --> 00:34:29,700
where you made more money?
1219
00:34:29,700 --> 00:34:30,968
Where the money go.
1220
00:34:30,968 --> 00:34:32,403
But no, I know, I know.
1221
00:34:32,403 --> 00:34:34,806
I was so busy and we did this job.
1222
00:34:34,806 --> 00:34:35,973
No, this is it.
1223
00:34:35,973 --> 00:34:37,241
This is what it is.
1224
00:34:37,241 --> 00:34:39,777
And if why it's important, it's
1225
00:34:39,777 --> 00:34:42,447
really, really, really important.
1226
00:34:42,547 --> 00:34:44,816
Well, you know what? It just.
1227
00:34:44,816 --> 00:34:46,350
Just screw up and let the government
1228
00:34:46,350 --> 00:34:47,385
come after you. It
1229
00:34:48,519 --> 00:34:49,620
is game over.
1230
00:34:49,620 --> 00:34:51,422
Here's why that is so important.
1231
00:34:51,422 --> 00:34:52,090
And that's one of the
1232
00:34:52,090 --> 00:34:53,124
I think the most important thing
1233
00:34:53,124 --> 00:34:54,092
you said today of
1234
00:34:54,092 --> 00:34:56,794
and it's been great information.
1235
00:34:56,894 --> 00:34:58,996
You can fall into the trap of thinking
1236
00:34:58,996 --> 00:35:00,198
you made more money than you
1237
00:35:00,198 --> 00:35:01,232
than you have.
1238
00:35:01,232 --> 00:35:03,501
I think I'd say 80% of the people do it.
1239
00:35:03,901 --> 00:35:06,270
And then the problem is that compounds.
1240
00:35:06,270 --> 00:35:07,605
And if you start thinking, oh,
1241
00:35:07,605 --> 00:35:08,773
I made this much on this job
1242
00:35:08,773 --> 00:35:10,875
and you start adding all that up.
1243
00:35:10,875 --> 00:35:11,876
So a lot of money
1244
00:35:11,876 --> 00:35:12,677
and it would have gave you
1245
00:35:12,677 --> 00:35:13,344
an opportunity
1246
00:35:13,344 --> 00:35:14,712
to capture that money and find out
1247
00:35:14,712 --> 00:35:15,613
what am I doing wrong,
1248
00:35:15,613 --> 00:35:16,581
where I where I'm not?
1249
00:35:16,581 --> 00:35:17,815
What do I need to do?
1250
00:35:17,815 --> 00:35:18,950
I need to raise my prices.
1251
00:35:18,950 --> 00:35:20,151
I need to change my process.
1252
00:35:20,151 --> 00:35:20,718
Do I do
1253
00:35:20,718 --> 00:35:22,920
I look at smaller, bit smaller jobs
1254
00:35:22,920 --> 00:35:24,388
and build them completely differently?
1255
00:35:25,690 --> 00:35:28,259
And that's so important that you do that.
1256
00:35:28,659 --> 00:35:29,927
So we're the same thing.
1257
00:35:29,927 --> 00:35:31,496
We have a male workshop
1258
00:35:31,496 --> 00:35:32,430
that knows all our wood
1259
00:35:32,430 --> 00:35:33,331
and it's
1260
00:35:33,331 --> 00:35:34,632
it's a down the road as a ways
1261
00:35:34,632 --> 00:35:36,901
away from our pre finished plant.
1262
00:35:36,901 --> 00:35:39,337
And we're looking at the numbers,
1263
00:35:39,337 --> 00:35:41,706
you know,
1264
00:35:41,706 --> 00:35:43,641
the operating numbers are just too high.
1265
00:35:43,641 --> 00:35:45,109
So we look at the rent,
1266
00:35:45,109 --> 00:35:47,712
the rent 6000 a month for that warehouse.
1267
00:35:48,346 --> 00:35:49,080
Right.
1268
00:35:49,280 --> 00:35:50,314
And we're saying, man,
1269
00:35:50,314 --> 00:35:51,916
how can we cut that rent down
1270
00:35:51,916 --> 00:35:53,217
and get looking at
1271
00:35:53,217 --> 00:35:55,386
I pay one guy 7000 a month
1272
00:35:56,787 --> 00:35:59,023
whose rent is not my problem.
1273
00:35:59,023 --> 00:36:01,192
Staffing is my problem.
1274
00:36:01,192 --> 00:36:04,629
I you got to watch every nickel
1275
00:36:04,829 --> 00:36:06,464
and you can't just zone in on something
1276
00:36:06,464 --> 00:36:07,765
because you think that's your problem.
1277
00:36:07,765 --> 00:36:08,299
You got to
1278
00:36:08,299 --> 00:36:09,400
you've got to know where you're not.
1279
00:36:09,400 --> 00:36:12,303
I look at my staff on my own staffing,
1280
00:36:12,303 --> 00:36:13,604
that email workshop.
1281
00:36:13,604 --> 00:36:16,140
I'm like, Who helped me
1282
00:36:17,008 --> 00:36:18,409
make this a little more rare?
1283
00:36:18,409 --> 00:36:19,944
But going into it
1284
00:36:19,944 --> 00:36:21,112
the first, you think, Oh, rent's
1285
00:36:21,112 --> 00:36:23,281
my problem. No, rent ain't my problem.
1286
00:36:23,281 --> 00:36:24,882
I got guys make more.
1287
00:36:24,882 --> 00:36:26,284
Half my guys are making more money
1288
00:36:26,284 --> 00:36:27,485
than the rent bill.
1289
00:36:27,485 --> 00:36:29,220
Yeah, well,
1290
00:36:29,220 --> 00:36:29,987
and then the other thing
1291
00:36:29,987 --> 00:36:31,789
you kind of fall into the trap of.
1292
00:36:31,789 --> 00:36:35,026
I work my, my, my butt off in this job.
1293
00:36:35,026 --> 00:36:37,361
I deserve this nice Denali truck.
1294
00:36:37,361 --> 00:36:38,462
I deserve this thing
1295
00:36:38,462 --> 00:36:39,730
because I'm working
1296
00:36:39,730 --> 00:36:42,233
90 and 90, 100 hours a week.
1297
00:36:42,233 --> 00:36:44,969
And, you know, all that plays into a man.
1298
00:36:45,770 --> 00:36:47,305
So you'll see it every time,
1299
00:36:47,305 --> 00:36:50,174
every time a guy opens a foreign store,
1300
00:36:51,242 --> 00:36:53,377
he buys himself a new truck.
1301
00:36:54,045 --> 00:36:56,981
Me to a donut.
1302
00:36:57,648 --> 00:36:58,382
You do it.
1303
00:36:58,382 --> 00:36:59,684
It's out of my head.
1304
00:36:59,684 --> 00:37:01,619
I go and you sell it to yourself.
1305
00:37:01,619 --> 00:37:02,820
You sell yourself.
1306
00:37:02,820 --> 00:37:04,322
I got to have that image.
1307
00:37:04,322 --> 00:37:05,690
I got to get the sticker on the truck.
1308
00:37:05,690 --> 00:37:06,090
I got
1309
00:37:06,090 --> 00:37:07,458
I can't drive around
1310
00:37:07,458 --> 00:37:08,726
in a van doing estimates.
1311
00:37:08,726 --> 00:37:10,127
I got to have a nice truck.
1312
00:37:10,127 --> 00:37:12,029
And I'm not just having a little drive
1313
00:37:12,029 --> 00:37:12,830
a big truck,
1314
00:37:12,830 --> 00:37:15,032
and I'm going to have a lesson.
1315
00:37:15,032 --> 00:37:15,900
I wrote the book on it.
1316
00:37:15,900 --> 00:37:17,468
I've got the T-shirt,
1317
00:37:17,468 --> 00:37:18,569
lost the t shirt on that one
1318
00:37:18,569 --> 00:37:19,170
too many times.
1319
00:37:19,170 --> 00:37:21,706
But it's the truth.
1320
00:37:22,373 --> 00:37:23,274
I always say
1321
00:37:23,274 --> 00:37:25,009
We all want to be the big shot.
1322
00:37:25,009 --> 00:37:26,143
Not dumb.
1323
00:37:26,577 --> 00:37:28,079
It's just it's our nature.
1324
00:37:28,079 --> 00:37:28,546
It's.
1325
00:37:28,779 --> 00:37:30,881
It's we all want to have
1326
00:37:30,881 --> 00:37:32,016
the biggest cruise,
1327
00:37:32,016 --> 00:37:34,418
the biggest jobs to be missed.
1328
00:37:34,485 --> 00:37:36,053
It's. It's our drive.
1329
00:37:36,053 --> 00:37:37,255
It's. It's just our nature.
1330
00:37:37,255 --> 00:37:39,957
It's it's western world thinking.
1331
00:37:39,957 --> 00:37:40,858
Yeah, yeah.
1332
00:37:40,858 --> 00:37:41,192
You know,
1333
00:37:41,192 --> 00:37:41,759
you were talking
1334
00:37:41,759 --> 00:37:44,161
about hiring accountants, and
1335
00:37:44,161 --> 00:37:45,229
I got a pretty good story
1336
00:37:45,229 --> 00:37:46,697
about the accountant that we hired.
1337
00:37:46,697 --> 00:37:47,632
Right around the same time
1338
00:37:47,632 --> 00:37:48,566
we opened the store,
1339
00:37:50,001 --> 00:37:51,836
we finally got audited.
1340
00:37:51,836 --> 00:37:54,772
About four years of this guy.
1341
00:37:54,772 --> 00:37:57,341
We got called into the IRS building
1342
00:37:57,341 --> 00:37:59,877
and they started off the whole
1343
00:38:01,412 --> 00:38:02,847
meeting with.
1344
00:38:02,847 --> 00:38:03,914
The good news is
1345
00:38:03,914 --> 00:38:04,749
there's not going to be
1346
00:38:04,749 --> 00:38:07,251
any jail time for you or your partner.
1347
00:38:07,251 --> 00:38:09,520
Oh, that's a good yeah.
1348
00:38:10,421 --> 00:38:11,822
That that was
1349
00:38:11,822 --> 00:38:13,891
that was the good news of the day.
1350
00:38:13,891 --> 00:38:15,426
So you must have
1351
00:38:15,426 --> 00:38:17,295
some pretty good stories, too.
1352
00:38:17,295 --> 00:38:18,062
Well, first of all,
1353
00:38:18,062 --> 00:38:19,230
you know how to hire an accountant
1354
00:38:19,230 --> 00:38:21,532
right now. No, I don't.
1355
00:38:21,699 --> 00:38:23,267
Okay, number one, this is.
1356
00:38:23,267 --> 00:38:24,168
No person.
1357
00:38:24,168 --> 00:38:26,304
First word interview with the accountant.
1358
00:38:26,304 --> 00:38:29,907
What's two plus two?
1359
00:38:29,907 --> 00:38:32,076
And he says four.
1360
00:38:32,076 --> 00:38:34,111
He's fired right there.
1361
00:38:34,111 --> 00:38:34,879
Yeah.
1362
00:38:34,945 --> 00:38:36,314
His answer is supposed to be,
1363
00:38:36,314 --> 00:38:40,618
what do you need it to be?
1364
00:38:40,618 --> 00:38:42,119
That's a good at count.
1365
00:38:42,119 --> 00:38:43,487
There you go.
1366
00:38:43,587 --> 00:38:44,822
Oh, yeah.
1367
00:38:44,822 --> 00:38:45,923
You know what?
1368
00:38:46,991 --> 00:38:49,193
When you rotate as much floors
1369
00:38:49,193 --> 00:38:50,661
in as many jobs and stuff
1370
00:38:50,661 --> 00:38:53,531
as we have things, crazy things happen.
1371
00:38:53,564 --> 00:38:55,232
Like really, really crazy.
1372
00:38:55,232 --> 00:38:55,900
I'll tell you one,
1373
00:38:55,900 --> 00:38:58,402
we wrote an article for here a while ago
1374
00:38:58,569 --> 00:38:59,804
and I tell you what,
1375
00:38:59,804 --> 00:39:02,940
but so we did a job, this guy,
1376
00:39:02,940 --> 00:39:04,842
and he wanted us to do his house
1377
00:39:04,842 --> 00:39:07,311
to the two floors, the top floor,
1378
00:39:07,311 --> 00:39:07,912
main floor,
1379
00:39:07,912 --> 00:39:09,380
and the top floor of his whole house.
1380
00:39:09,380 --> 00:39:10,381
And that's back in the old sand
1381
00:39:10,381 --> 00:39:11,315
and finish two and a quarter
1382
00:39:11,315 --> 00:39:12,450
Red Oak select and better
1383
00:39:12,450 --> 00:39:13,651
stand and finish the whole thing.
1384
00:39:13,651 --> 00:39:14,118
He says, I'm
1385
00:39:14,118 --> 00:39:16,420
going to Florida for a month, he says.
1386
00:39:16,887 --> 00:39:18,422
I'm going to take all my furniture
1387
00:39:18,422 --> 00:39:19,323
and put it in the basement.
1388
00:39:19,323 --> 00:39:20,758
The whole everything
1389
00:39:20,758 --> 00:39:22,059
is, I want you to come in here
1390
00:39:22,059 --> 00:39:23,260
and I want you to hardwood
1391
00:39:23,260 --> 00:39:25,296
the whole thing,
1392
00:39:25,296 --> 00:39:26,464
except for
1393
00:39:26,464 --> 00:39:28,833
the bathroom in the laundromat.
1394
00:39:28,833 --> 00:39:30,868
So we said, sure, absolutely.
1395
00:39:30,868 --> 00:39:32,536
So where we get going
1396
00:39:32,536 --> 00:39:33,371
there, one of our crews,
1397
00:39:33,371 --> 00:39:34,405
we had multiple crews
1398
00:39:34,405 --> 00:39:36,040
and so
1399
00:39:36,040 --> 00:39:37,241
they laid all the floors
1400
00:39:37,241 --> 00:39:38,376
and got it all done.
1401
00:39:38,376 --> 00:39:40,244
And then they're sanding away
1402
00:39:40,244 --> 00:39:41,746
on the top floor
1403
00:39:41,746 --> 00:39:43,781
around a toilet flange and a half bath.
1404
00:39:44,648 --> 00:39:47,485
The edger tilted down into us
1405
00:39:47,785 --> 00:39:48,386
toilet flange
1406
00:39:48,386 --> 00:39:49,820
a little bit and jumped across the floor
1407
00:39:49,820 --> 00:39:51,589
and cut the waterline right off
1408
00:39:52,690 --> 00:39:54,759
the rate off flush for the floor.
1409
00:39:55,159 --> 00:39:57,361
So now we got a half inch waterline
1410
00:39:57,862 --> 00:39:58,562
hitting the roof,
1411
00:39:58,562 --> 00:39:59,730
straight water coming
1412
00:39:59,730 --> 00:40:01,165
straight up out of the room.
1413
00:40:01,165 --> 00:40:03,634
So the guys for me
1414
00:40:03,634 --> 00:40:05,436
can this is what happened.
1415
00:40:05,436 --> 00:40:07,405
I said, well, shut the water off.
1416
00:40:07,405 --> 00:40:08,172
Well, we can.
1417
00:40:08,172 --> 00:40:09,440
The base was full of furniture.
1418
00:40:09,440 --> 00:40:11,609
We can't even open the door that full
1419
00:40:11,609 --> 00:40:12,943
and we'll go round in the water
1420
00:40:12,943 --> 00:40:14,912
out of the walker. We go in.
1421
00:40:14,912 --> 00:40:16,414
We tried it. We can't.
1422
00:40:16,414 --> 00:40:17,615
It's full.
1423
00:40:17,915 --> 00:40:20,284
This is what I call the fire department.
1424
00:40:20,551 --> 00:40:22,787
So they call the fire department.
1425
00:40:22,787 --> 00:40:24,722
Fire department comes out,
1426
00:40:24,822 --> 00:40:26,791
looks around.
1427
00:40:26,791 --> 00:40:29,126
Well, we got to show up on the curb.
1428
00:40:30,127 --> 00:40:32,463
Can't find it, can't find a water shop.
1429
00:40:32,463 --> 00:40:35,433
So they call down to the apartment.
1430
00:40:35,599 --> 00:40:37,368
They bring up a metal detector.
1431
00:40:37,368 --> 00:40:39,470
They find it under the concrete driveway.
1432
00:40:40,371 --> 00:40:41,972
So they can't they can't shut the way.
1433
00:40:41,972 --> 00:40:43,107
We're talking hours
1434
00:40:43,107 --> 00:40:44,542
later, water still running.
1435
00:40:44,542 --> 00:40:46,277
There's nothing you can do.
1436
00:40:46,277 --> 00:40:48,412
So they call the city.
1437
00:40:48,479 --> 00:40:49,380
The city comes out,
1438
00:40:50,714 --> 00:40:51,482
does the same thing.
1439
00:40:51,482 --> 00:40:53,184
What they do, try to find out what?
1440
00:40:53,184 --> 00:40:54,151
No, can't find it.
1441
00:40:54,151 --> 00:40:55,653
These walls start empty in the basement.
1442
00:40:55,653 --> 00:40:57,721
Well, that basement was jammed.
1443
00:40:57,721 --> 00:40:58,556
They'd be half a day
1444
00:40:58,556 --> 00:40:59,857
emptying the basement.
1445
00:40:59,857 --> 00:41:01,559
Well, water was coming down the stairs
1446
00:41:01,559 --> 00:41:02,760
like a waterfall
1447
00:41:02,760 --> 00:41:04,094
and the ceilings were dropping.
1448
00:41:04,094 --> 00:41:06,363
The cabinets are falling, everything.
1449
00:41:06,363 --> 00:41:06,997
But anyways,
1450
00:41:06,997 --> 00:41:07,531
the city says
1451
00:41:07,531 --> 00:41:08,599
we have to water off
1452
00:41:08,599 --> 00:41:10,601
for the subdivision, so.
1453
00:41:10,601 --> 00:41:11,902
Well, that's a bigger key.
1454
00:41:11,902 --> 00:41:13,604
So we get down to the dispatcher,
1455
00:41:13,604 --> 00:41:15,473
get this key, come back up,
1456
00:41:15,473 --> 00:41:16,440
shut the water off.
1457
00:41:16,440 --> 00:41:17,041
We're talking
1458
00:41:17,041 --> 00:41:17,441
like four
1459
00:41:17,441 --> 00:41:18,676
and a half hours later,
1460
00:41:18,676 --> 00:41:19,710
we got the water turned off
1461
00:41:19,710 --> 00:41:21,679
to that whole subdivision.
1462
00:41:21,679 --> 00:41:24,181
Well, we wrecked that house.
1463
00:41:24,548 --> 00:41:25,416
It wrecked it.
1464
00:41:25,416 --> 00:41:27,451
It wrecked everything in that house.
1465
00:41:27,451 --> 00:41:29,353
No, there was no
1466
00:41:29,353 --> 00:41:32,189
the water basement, was it.
1467
00:41:32,189 --> 00:41:34,325
The ceilings all fell down there.
1468
00:41:34,325 --> 00:41:36,560
It is the worst as well.
1469
00:41:36,560 --> 00:41:37,761
I guess we're not getting paid for that.
1470
00:41:37,761 --> 00:41:38,295
One was.
1471
00:41:39,430 --> 00:41:40,431
No answer.
1472
00:41:40,431 --> 00:41:40,931
And stepped
1473
00:41:40,931 --> 00:41:43,300
in and took care of the whole thing.
1474
00:41:43,300 --> 00:41:44,034
They just yeah.
1475
00:41:44,034 --> 00:41:46,203
They our insurance did the whole thing.
1476
00:41:46,203 --> 00:41:47,071
It was,
1477
00:41:47,471 --> 00:41:47,705
you know,
1478
00:41:47,705 --> 00:41:52,276
I called that guy down in Florida.
1479
00:41:52,276 --> 00:41:53,978
He actually was a former drummer
1480
00:41:53,978 --> 00:41:55,779
of Bryan Adams.
1481
00:41:55,779 --> 00:41:56,480
Right.
1482
00:41:56,514 --> 00:41:57,214
So he had
1483
00:41:57,214 --> 00:41:59,116
he was a really, really good guy.
1484
00:41:59,116 --> 00:42:01,352
They he he says Ken, exactly.
1485
00:42:01,352 --> 00:42:03,354
This happened. I get it. I get it.
1486
00:42:03,354 --> 00:42:04,755
This is you know,
1487
00:42:04,755 --> 00:42:06,991
I don't like it, but I get it.
1488
00:42:06,991 --> 00:42:09,226
So and he was really good about it.
1489
00:42:09,260 --> 00:42:11,028
I just told him, I said, you know, a
1490
00:42:11,028 --> 00:42:12,096
whole bunch of multiples.
1491
00:42:12,096 --> 00:42:12,696
One is
1492
00:42:12,696 --> 00:42:14,398
if the basement wasn't full of water,
1493
00:42:14,398 --> 00:42:14,732
first of all,
1494
00:42:14,732 --> 00:42:15,933
we hadn't hit the water line.
1495
00:42:15,933 --> 00:42:17,167
The basement wasn't
1496
00:42:17,668 --> 00:42:18,936
full of furniture.
1497
00:42:18,936 --> 00:42:20,471
If the concrete wasn't overtop of
1498
00:42:20,471 --> 00:42:21,405
the water shut off.
1499
00:42:21,405 --> 00:42:23,674
If they just one, two, three, four,
1500
00:42:24,241 --> 00:42:26,343
and yeah, it hits it.
1501
00:42:26,343 --> 00:42:27,344
All of a sudden, you
1502
00:42:28,445 --> 00:42:30,447
you're swallowing it.
1503
00:42:30,447 --> 00:42:32,116
But it's not that
1504
00:42:32,116 --> 00:42:34,051
Pete and I had the almost same
1505
00:42:34,051 --> 00:42:35,452
thing happened to us.
1506
00:42:35,452 --> 00:42:36,720
We nicked a water line
1507
00:42:36,720 --> 00:42:38,689
going through a refrigerator.
1508
00:42:38,689 --> 00:42:41,225
So we go downstairs to turn it off.
1509
00:42:41,225 --> 00:42:43,961
But a contractor, like a month
1510
00:42:43,961 --> 00:42:45,362
before we get in there,
1511
00:42:45,362 --> 00:42:47,765
had finished the basement.
1512
00:42:47,765 --> 00:42:48,866
So they put sheetrock
1513
00:42:48,866 --> 00:42:49,733
on the whole ceiling.
1514
00:42:49,733 --> 00:42:51,201
Everything was completely covered.
1515
00:42:51,201 --> 00:42:53,671
So we couldn't find the water.
1516
00:42:53,671 --> 00:42:55,239
We had to call the fire department.
1517
00:42:55,239 --> 00:42:56,840
And they came, turned it off.
1518
00:42:56,840 --> 00:42:59,276
They found the place outside to turn off.
1519
00:42:59,276 --> 00:43:01,712
But yeah, I mean,
1520
00:43:01,712 --> 00:43:04,515
I'm not I bet it was less than an hour
1521
00:43:05,215 --> 00:43:07,351
before they turned the water off, but
1522
00:43:07,351 --> 00:43:08,018
I couldn't
1523
00:43:08,018 --> 00:43:09,420
believe the amount of water
1524
00:43:09,420 --> 00:43:11,855
that was in that house in that one hour.
1525
00:43:11,855 --> 00:43:13,891
I mean, it was just brutal.
1526
00:43:14,825 --> 00:43:15,559
You know,
1527
00:43:16,160 --> 00:43:18,596
one time we were
1528
00:43:18,829 --> 00:43:21,565
and we did this job for this guy,
1529
00:43:21,699 --> 00:43:22,333
and we
1530
00:43:22,333 --> 00:43:23,167
we sanded and finished
1531
00:43:23,167 --> 00:43:24,034
this whole main floor
1532
00:43:24,034 --> 00:43:25,636
of his bungalow house.
1533
00:43:25,636 --> 00:43:27,304
And he says, I don't
1534
00:43:27,304 --> 00:43:29,940
I don't really care about anything here,
1535
00:43:30,240 --> 00:43:31,475
he says, except for one thing.
1536
00:43:31,475 --> 00:43:33,711
And he holds up this team Canada jersey
1537
00:43:34,211 --> 00:43:34,778
that's signed
1538
00:43:34,778 --> 00:43:38,349
by every hockey player in Team Canada.
1539
00:43:38,349 --> 00:43:39,383
What year?
1540
00:43:39,483 --> 00:43:41,051
I don't well,
1541
00:43:41,051 --> 00:43:44,321
this would have been about 98, 99.
1542
00:43:44,321 --> 00:43:46,824
So whatever was just around
1543
00:43:46,824 --> 00:43:48,058
that timing
1544
00:43:48,058 --> 00:43:50,027
could have been 2000 in there.
1545
00:43:50,027 --> 00:43:51,362
So anyways, he's
1546
00:43:51,362 --> 00:43:52,062
got this jersey
1547
00:43:52,062 --> 00:43:53,731
with every player's signature.
1548
00:43:53,731 --> 00:43:54,632
He says,
1549
00:43:55,366 --> 00:43:56,834
I just don't want this.
1550
00:43:56,834 --> 00:43:57,935
He had to show me this jersey.
1551
00:43:57,935 --> 00:43:59,003
I don't want this jersey here.
1552
00:43:59,003 --> 00:44:00,671
Is that okay? No problem.
1553
00:44:00,671 --> 00:44:02,272
So here we go in the sand.
1554
00:44:02,272 --> 00:44:03,474
The whole main floor was
1555
00:44:03,474 --> 00:44:04,508
he had all the furniture
1556
00:44:04,508 --> 00:44:05,709
cleaned out, everything cleaned out,
1557
00:44:05,709 --> 00:44:06,377
ready to go.
1558
00:44:06,377 --> 00:44:06,810
We re
1559
00:44:06,810 --> 00:44:07,711
sat in and finished a
1560
00:44:07,711 --> 00:44:09,913
whole main floor and
1561
00:44:10,881 --> 00:44:11,582
he come into the
1562
00:44:11,582 --> 00:44:13,350
shop the next day after we're done
1563
00:44:13,350 --> 00:44:14,785
and I thought he's going to kill us.
1564
00:44:14,785 --> 00:44:16,120
He was so mad.
1565
00:44:16,120 --> 00:44:18,055
He was five feet high and climbing.
1566
00:44:18,055 --> 00:44:20,991
He was just below and holding this jersey
1567
00:44:21,959 --> 00:44:22,593
and that was back
1568
00:44:22,593 --> 00:44:24,762
when you use oil based finishes and
1569
00:44:24,762 --> 00:44:26,063
and he hung that jersey
1570
00:44:26,063 --> 00:44:27,531
in the middle of that basement
1571
00:44:27,531 --> 00:44:28,899
so it wouldn't get and down.
1572
00:44:28,899 --> 00:44:30,601
And, you know, all of us
1573
00:44:30,601 --> 00:44:31,935
guys had done it a little bit
1574
00:44:31,935 --> 00:44:33,237
extra finish at the front door.
1575
00:44:33,237 --> 00:44:35,339
You just drop it into the hot air
1576
00:44:35,339 --> 00:44:36,874
vent and down it goes.
1577
00:44:36,874 --> 00:44:38,776
And it hit the seam in that hot air
1578
00:44:38,776 --> 00:44:39,677
vent and dripped
1579
00:44:39,677 --> 00:44:40,544
out of the bottom of there
1580
00:44:40,544 --> 00:44:42,680
and all and right underneath it.
1581
00:44:44,381 --> 00:44:46,817
And it went down to his jersey
1582
00:44:47,117 --> 00:44:48,519
and run down and hardened
1583
00:44:48,519 --> 00:44:49,586
about 4 to 4
1584
00:44:49,586 --> 00:44:50,754
inches off the bottom of that.
1585
00:44:51,889 --> 00:44:53,691
And it wrecked the jersey.
1586
00:44:53,691 --> 00:44:54,425
And like,
1587
00:44:54,425 --> 00:44:56,160
what is the chances
1588
00:44:56,160 --> 00:44:58,128
of that whole basement?
1589
00:44:58,128 --> 00:44:59,630
He hung right under.
1590
00:44:59,630 --> 00:45:02,633
And I'm like, oh, man, we're dead.
1591
00:45:02,966 --> 00:45:05,402
Horrible. Oh, my gosh.
1592
00:45:05,402 --> 00:45:06,537
I know.
1593
00:45:06,537 --> 00:45:08,706
That creates some crazy stuff. Happens.
1594
00:45:08,772 --> 00:45:10,407
It's stories like that.
1595
00:45:10,407 --> 00:45:11,442
That's why you
1596
00:45:11,442 --> 00:45:12,576
you keep all the hangers
1597
00:45:12,576 --> 00:45:13,877
face in the same direction
1598
00:45:13,877 --> 00:45:16,080
and in your closet
1599
00:45:16,080 --> 00:45:17,981
if you got to get out in a hurry.
1600
00:45:17,981 --> 00:45:19,650
I had one of my guys go, this is
1601
00:45:19,650 --> 00:45:20,884
this is quite a few years ago back
1602
00:45:20,884 --> 00:45:22,519
when back when your oil.
1603
00:45:22,519 --> 00:45:23,721
But that's one thing
1604
00:45:23,721 --> 00:45:25,756
I really really like about the water base
1605
00:45:25,756 --> 00:45:26,890
is you don't get the
1606
00:45:26,890 --> 00:45:28,459
you don't get the internal combustion
1607
00:45:28,459 --> 00:45:29,760
in the sandbags anymore.
1608
00:45:29,760 --> 00:45:32,162
Again, I think I've lost three vans.
1609
00:45:32,162 --> 00:45:34,531
I've, we've, we've lost a few houses. We.
1610
00:45:34,531 --> 00:45:36,033
Yeah, we've had some
1611
00:45:36,033 --> 00:45:37,801
but we're working in an area.
1612
00:45:37,801 --> 00:45:39,737
I'm not going to say the area in case
1613
00:45:39,737 --> 00:45:41,972
they figured it out looking.
1614
00:45:41,972 --> 00:45:42,573
Yeah.
1615
00:45:42,573 --> 00:45:43,574
But you know one of my guys
1616
00:45:43,574 --> 00:45:44,508
shows up at the shop
1617
00:45:44,508 --> 00:45:45,943
a car after seven in the morning and
1618
00:45:45,943 --> 00:45:47,144
and I'm sitting at my desk
1619
00:45:47,144 --> 00:45:47,611
and he comes
1620
00:45:47,611 --> 00:45:49,847
in, his eyes are like saucers.
1621
00:45:50,114 --> 00:45:51,582
I says, What are you doing, Kevin?
1622
00:45:53,150 --> 00:45:53,383
And he
1623
00:45:53,383 --> 00:45:56,620
says, I need I need to talk to you.
1624
00:45:57,187 --> 00:45:58,388
I says, What's going on?
1625
00:45:58,388 --> 00:45:59,189
You're supposed to be
1626
00:45:59,189 --> 00:46:01,258
putting a last coat on that floor.
1627
00:46:01,258 --> 00:46:02,025
He says,
1628
00:46:02,993 --> 00:46:06,130
There's no holster, no more.
1629
00:46:06,130 --> 00:46:06,663
Right?
1630
00:46:06,997 --> 00:46:09,166
He says, I pulled out of the street
1631
00:46:09,166 --> 00:46:11,001
and there was nothing but fire
1632
00:46:11,001 --> 00:46:13,837
trucks and police cars.
1633
00:46:13,837 --> 00:46:15,272
So what happened?
1634
00:46:15,606 --> 00:46:16,440
I don't know.
1635
00:46:16,440 --> 00:46:18,442
I says you left your sandbags
1636
00:46:18,442 --> 00:46:20,144
in that house, didn't you?
1637
00:46:20,144 --> 00:46:21,745
Yeah, he says.
1638
00:46:21,745 --> 00:46:23,113
I left him at the front entry.
1639
00:46:23,113 --> 00:46:24,414
Just on the inside of the door.
1640
00:46:24,414 --> 00:46:26,216
In the front entry.
1641
00:46:26,216 --> 00:46:27,417
And I says,
1642
00:46:28,585 --> 00:46:29,987
You got all your equipment out of there?
1643
00:46:29,987 --> 00:46:31,455
Yeah, everything is out.
1644
00:46:31,455 --> 00:46:33,991
I said, Well, then shut up and don't step
1645
00:46:35,726 --> 00:46:37,394
anymore. We met.
1646
00:46:37,394 --> 00:46:39,196
We even got paid for the job.
1647
00:46:39,196 --> 00:46:42,032
But we never, we never, nobody
1648
00:46:42,065 --> 00:46:45,202
ever, ever figured out that.
1649
00:46:45,202 --> 00:46:47,371
That is why that house burned. Nobody.
1650
00:46:47,371 --> 00:46:49,640
I never heard another thing about it.
1651
00:46:50,040 --> 00:46:51,942
You know, I got.
1652
00:46:51,942 --> 00:46:53,177
In a million years, you
1653
00:46:53,177 --> 00:46:54,812
and it would never happen again.
1654
00:46:54,812 --> 00:46:56,980
No, no, no, no, no.
1655
00:46:57,014 --> 00:46:58,215
Oh, that's too funny.
1656
00:46:58,215 --> 00:47:00,250
Yeah, but, like,
1657
00:47:00,250 --> 00:47:01,552
when you rotate as much work
1658
00:47:01,552 --> 00:47:02,986
as we rotated it.
1659
00:47:02,986 --> 00:47:04,788
Yeah, stuff happens, right?
1660
00:47:04,788 --> 00:47:05,422
Yeah.
1661
00:47:05,422 --> 00:47:07,858
You, you're in and out of a lot of,
1662
00:47:08,192 --> 00:47:10,661
a lot of situations. Well
1663
00:47:12,229 --> 00:47:13,297
and that's a good place to leave.
1664
00:47:13,297 --> 00:47:15,165
It is. We're running up on the hour.
1665
00:47:15,165 --> 00:47:16,767
A lot of a lot of cautionary tales
1666
00:47:16,767 --> 00:47:18,001
there, a lot of experience.
1667
00:47:18,001 --> 00:47:19,203
And I love the stories, man.
1668
00:47:19,203 --> 00:47:22,039
Everybody's got I mean, the water story.
1669
00:47:22,039 --> 00:47:23,106
I was getting anxious
1670
00:47:23,106 --> 00:47:24,141
as you were telling it,
1671
00:47:24,141 --> 00:47:26,210
because I can picture myself
1672
00:47:26,210 --> 00:47:27,778
that same situation.
1673
00:47:27,778 --> 00:47:29,313
It's everybody's nightmare.
1674
00:47:29,313 --> 00:47:30,047
Yeah,
1675
00:47:30,814 --> 00:47:33,050
but I really thank you for coming on.
1676
00:47:33,050 --> 00:47:34,651
I actually I'd love to have you
1677
00:47:34,651 --> 00:47:36,153
come on again as a guest sometime.
1678
00:47:36,153 --> 00:47:36,653
I mean,
1679
00:47:36,653 --> 00:47:37,621
you've got a lot of knowledge
1680
00:47:37,621 --> 00:47:38,288
and experience
1681
00:47:38,288 --> 00:47:39,389
and I appreciate you sharing
1682
00:47:39,389 --> 00:47:39,957
with everybody.
1683
00:47:39,957 --> 00:47:40,858
And again,
1684
00:47:40,858 --> 00:47:42,759
we're not trying to scare anybody off,
1685
00:47:42,759 --> 00:47:43,794
but just, you know,
1686
00:47:43,794 --> 00:47:44,528
I think you're better off
1687
00:47:44,528 --> 00:47:46,763
going into anything. Eyes wide open.
1688
00:47:46,763 --> 00:47:49,233
No, you're absolutely right.
1689
00:47:49,233 --> 00:47:50,400
And the last thing we want to do
1690
00:47:50,400 --> 00:47:51,468
is not have no reach out.
1691
00:47:51,468 --> 00:47:52,436
Oh, that's right.
1692
00:47:52,436 --> 00:47:52,970
Yeah.
1693
00:47:52,970 --> 00:47:53,403
So we're not
1694
00:47:53,403 --> 00:47:55,072
we're not trying to discourage you,
1695
00:47:55,072 --> 00:47:57,074
too, but but but you know,
1696
00:47:58,275 --> 00:47:59,142
hey, we're only a
1697
00:47:59,142 --> 00:48:01,111
phone call away, too, right?
1698
00:48:01,111 --> 00:48:02,613
Just pick up the phone.
1699
00:48:02,613 --> 00:48:04,448
Hey, Ken, we got this idea or.
1700
00:48:04,448 --> 00:48:06,350
Hey, but we're whoever, right?
1701
00:48:06,350 --> 00:48:08,285
We've we've what's the.
1702
00:48:08,285 --> 00:48:09,052
What do you think? What.
1703
00:48:09,052 --> 00:48:10,520
Let's look at numbers on the.
1704
00:48:10,520 --> 00:48:12,122
I've sat across a lot of coffee
1705
00:48:12,122 --> 00:48:14,524
shop tables and
1706
00:48:14,524 --> 00:48:16,260
and I'm not changing their idea,
1707
00:48:16,260 --> 00:48:16,727
their plan.
1708
00:48:16,727 --> 00:48:18,695
I'm just saying this is what it is.
1709
00:48:18,695 --> 00:48:19,563
This is where it's at.
1710
00:48:19,563 --> 00:48:21,298
This is what I can tell you.
1711
00:48:21,298 --> 00:48:22,799
If I wasn't manufacturing,
1712
00:48:22,799 --> 00:48:24,968
there's not a chance in heck
1713
00:48:24,968 --> 00:48:26,036
I'd have a showroom.
1714
00:48:26,036 --> 00:48:27,704
There's no way
1715
00:48:27,704 --> 00:48:29,373
my our margins are good enough
1716
00:48:29,373 --> 00:48:30,107
because we're cutting out
1717
00:48:30,107 --> 00:48:31,174
all the middlemen
1718
00:48:31,174 --> 00:48:32,209
and the guy across
1719
00:48:32,209 --> 00:48:34,411
the road is not selling what I got.
1720
00:48:34,411 --> 00:48:34,912
Yeah,
1721
00:48:35,012 --> 00:48:36,346
and that's the only reason
1722
00:48:36,346 --> 00:48:37,948
that I have showrooms.
1723
00:48:37,948 --> 00:48:39,316
Interesting.
1724
00:48:39,483 --> 00:48:41,919
Well, hey, can I again,
1725
00:48:42,653 --> 00:48:43,620
thank you very much.
1726
00:48:43,620 --> 00:48:46,823
It's been a great hour of discussion,
1727
00:48:46,823 --> 00:48:48,558
and I think it'll help a lot of guys out
1728
00:48:48,558 --> 00:48:49,493
and appreciate it.
1729
00:48:49,493 --> 00:48:50,060
If you don't mind,
1730
00:48:50,060 --> 00:48:51,695
I might give you a shot
1731
00:48:51,695 --> 00:48:52,729
one day to come back on.
1732
00:48:52,729 --> 00:48:53,830
And and there's I'm sure
1733
00:48:53,830 --> 00:48:55,299
there's a whole lot of years,
1734
00:48:55,299 --> 00:48:56,233
years experience
1735
00:48:56,233 --> 00:48:58,068
blessing I want to talk about
1736
00:48:58,068 --> 00:48:59,403
down the road
1737
00:48:59,469 --> 00:49:01,371
Canada and bears up there
1738
00:49:01,371 --> 00:49:03,473
and all kinds of other stuff.
1739
00:49:04,207 --> 00:49:05,008
We have our bears.
1740
00:49:05,008 --> 00:49:06,310
And you guys got your alligators?
1741
00:49:06,310 --> 00:49:07,277
Yeah, yeah, yeah.
1742
00:49:08,578 --> 00:49:09,012
Is funny.
1743
00:49:09,012 --> 00:49:10,280
I go to Florida and they say,
1744
00:49:10,280 --> 00:49:11,315
where are you from?
1745
00:49:11,315 --> 00:49:13,250
Wow. Grizzly bears.
1746
00:49:13,250 --> 00:49:15,319
I'm say, where are you from? Florida.
1747
00:49:15,319 --> 00:49:16,086
Wow.
1748
00:49:16,086 --> 00:49:19,222
Alligators.
1749
00:49:19,222 --> 00:49:20,590
There you go.
1750
00:49:20,624 --> 00:49:21,625
All right.
1751
00:49:21,625 --> 00:49:23,560
Good stuff. Good stuff.
1752
00:49:23,560 --> 00:49:24,995
This has been another episode
1753
00:49:24,995 --> 00:49:26,530
of On the Floor with Wayne and Rob
1754
00:49:26,530 --> 00:49:29,533
and Ken Peterson with what his flaws.
1755
00:49:29,533 --> 00:49:31,335
And please do stay tuned
1756
00:49:31,335 --> 00:49:40,043
for another episode.