b'Pay&ProfitisEARNED! : Have you ever noticed the employee who de will go as far over in what they think it will cost mands a pay raise is the same person whoas they did in their guess of profit, which they uwon\'t work overtime because he already hashonestly think you are making! The simple fact plans? He hardly ever feels like working on ais that many think you are making a fortune real hot orthe employee whoand few have a feel for costs! It will be an encold day? Yet, does his job and even takes care of the equip lightening session for everyone. Oh, by the I l l ment he uses doesn\'t really demand anything?way, be sure you are really prepared for this a.Even though he may deserve a raise? We evensession if you, decide to do it, because you may overlook him - why is that?not Wish to discuss actual profits. But if you do Do we as businesspeople and contractorsit, the exercise should be an honest one. Your VItake the time to explain to our employees thatworkers are not dumb, just misinformed. This without profit there are no raises, perks or ben exercise should notentered into unless you be efits? Isn\'t it about time we explained this factcan handle numberslnyour head, and you have I l l of life to those who don\'t even comprehend thea firm grip on costs. It helps to use a magic - principal? Their actions have a direct effect onmarker and a pointertoor blackon a flip chart us as employers, as ourboard. Generally, most employees don\'t even actions affect them a$ employees. Our business operates like a two have a feel for man hoursaccomplish a proway street, and whenever one party fails to doject, let alone the dollars involved in those mantheir job, both suffer.hours. Profit is not a dirty word!If you really wantYou can effectively do the above exercise on to be astounded, try a little experiment. Get aa $1.000, $10,000 orany $100,000 project -few employees together, lay out a theoreticalhigher is not practical. Keep it simple and in the job at whatever a fair charge would be. Thenrange ofyou do. Try it first in a small work ask them how much they think the company isgroup, or perhaps with key people, unless they going to make off that job. as well as how.are estimators or superintendents involved in Write down their answers on a flip chart. Theircost. If it works - get us a new Midwest Roofanswers will astoundObviously, the jobing Contractors Association member! The you! BYBoeHUNTINGTONshould be part of the range ofyour peopleMRCA is on the move, and we need more peojobs MRCAPRESIDENTnormally do, and you must be prepared to gople. Numbers mean more strength forYOU! over this job in detail. Use their numbers. They -; &SafetyPreview zIs the big sign over your shop door that says,"BE CAREFUL - SAFETY BEGINS HERE,"the only piece of your safety program that is in writing? !:iOfis theveri have a SAFETY PROGRAM, but whether anyone else course you all out there canfy its existence, and at times includes your own employees.question. All of us talk about SAFETY, hand out pamphlets, brochures, booklets. leaflets, hang posters, and have your employees sign the back page of a Clsafety manual purchased from the office supply store. But do you have a safety program that fits your company, written to include your own way of doing things, encompassing all of your employee needs, do you have a I l l WRITTEN SAFETY PROGRAM?do not bid the same way, roof theBYDENNIS RUNYAN zNo two companies are alike. YouyourBut when it comesMR(AHEALTH& same way, or market your products the same way.SAFETY to protecting your most valuable asset.people, you too often are willing to buy whatever safety program is commercially available. evenCOMMITTEE (HAIR CONTINUED ONPAGE7 MR May 963'