b'Profit is Not a Dirty Word ( Continued from page 2) SincethereleaseoftheARI/NRCA/by Bob Huntington SMACNA document, I have seen someMRCA Director \'improvement inof the mountingequipment __ on the roof, butDr. Fails of it seems that many peoplethe Fails Institute (a motivational still have not received the word.and business management organization) has years by presented a program for a number of During inspectionsroofs throughout thethe same title.Profit is the name of ofthe game. countrythelastfewyearsinvolvingaIt\'s the reason we work the hours we do and numberprojects, I havetake the risks, obligations and responsibilities oftaken particular note ofthat weProfit isIt\'s equipment recently put into placedo.not a dirty word!the that was installed improperly, had a lowbasic reason that we go to work for anything curbing or bad flashing that could result inother than a wage! leaks through the membrane. All too often, we, as roofing contractors, get Therefore, I suggest obtaining a copythecaught in the "this is my job and I am going to of jointARI/NRCA/SMACNAdocumentdosyndrome. IfourweBob Huntington, MRCA Director it"this isapproach and these organizationswritingitus from any ofbyget the job,will probably costmoney! The toARIat1501WilsonBoulevard,very simple fact is that ifwe didn\'tweWe\'ve all been guilty make money,lost money! Arlington, Virginia 22209; the NRCA atatofofArereally wise to always one time or anotherthis basic bitindustry stupidity.we 10255 W. Higgins Road, Rosemont, Illinoisgetjob? Aren\'t thereout there that for whatever reason, our finnbe better thejobswould 60018;orSMACNAat8224OldoffDo we operatethe theory thatwegetoverheadfor the better without?onifjustourout Courthouse Road, Vienna, Virginia 22182.part ofwein the lesser portion ofwhen it\'s all profit? the year thencan make itthe year That\'s like Communism; it\'s a great theory - but it doesn\'t work! In conclusion, it is important that proper guidelinesbefollowedandproperInheof Dr. Fails\' programtells a humorous story concerning the productionchickens and each chickensolves the problemmaking it up applicationbe madeon anyequipmenthow the business is losing money onbutby installed onondoesn\'tIt\'s a finished roof.volume. Sounds like the Communism theoryit?a fast road to disaster! How can we make money when we think our competition is "buying the business" we are ~ With the many related problems that canbidding; since there is no way we could both be figuring the same job at the figure we happen due to weather and abuse after asubmitted onSome solutions could be that our competition is better than us, the project. goodapplication,a shamea roofmore \'productive than us, smarter than us,asasare, doesn\'t roofitisifnothonestwereally care about becomes a problem, or even fails, due toquality or profit or just to spite us is actually "buying the business" to get the work!I equipment improper installation ofon theseriously doubt any roofer reading this article has acompetitor who is "buying any roof.business" (knowingly)!"Insurance" and "Big Brother" from the various governmental agencies are problems for our competition too. It\'s doubtful that any valid competition has (Reprintedwithpermissionofa problem with honesty or quality ofany more than we do (in the vast majority of work Contractors Guidemagazine.)situations). This leaves productivity, overhead control, selective bidding, ability and talent and of Directorycourse,know thatare better than our competitionall these counts! Cash reserves, weweon a well trained and stable work force, solid organization and well maintained, varied Updateequipment can\'tthe answer because we meet that criteria too.Perhaps the difference be is the very basic and simple fact thatcompetitiona business plan. A planfollows, ourhashe modifies and maintains on a regular basis rather than shooting from the hip, working gut We have received the following change infeel, using outdated data for decision making or simply showing the competition who is the1990MRCAAnnualMembershipwho! Directory listings: Indon\'thow any successful commercial roofing contractor can today\'s market, I reallysee key contact for United Materials, Inc.,our extremely competitive environment without Thesurvive, let alone excel and expand inan Denver, Colorado (page 36) is Mr. Williamoperational and effective business plan, geared to profit! M. E. Kugler, President.Mr. JamesFacello isnolongeraffiliatedwithUnitedNo oneorIt\'sof item is the proven secret methodedge.a combinationmany factors with .___,concentrated and intense direction that shapes our profit picture - not - Materials, Inc .luck, being a good old boy, knowing the right people ( althoughcertainly helps), or just \'/ithaving been around (Continued on Page 4) Page3'