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A few years ago, I decided to relocate my family and my business from Colorado to Oregon. Leaving an established customer base was a risky move, and when I told people we were moving, they thought I was crazy to leave and try something new. I guess I have always been a risk-taker, so I looked at the move as an opportunity to redevelop my business after I had earned my associates degree from the school of hard knocks.
The timing of my move to a new state couldn't have been more stressful. Murphy's Law was in process during our final days in Colorado: In the two weeks before my move, I had to complete four flooring projects and pack all of our stuff. In addition, on the day our movers were supposed to arrive, they didn't bother to call and tell us that the carrier had dropped the load and we were on our own. Everything got resolved, and looking back I have to laugh about it. I did learn that I wasn't going to let my business run me like that again, though. In hindsight, I think it is funny that once I got to Oregon, I expected that the phone would start ringing just because I was here and had a trailer full of flooring equipment. It didn't quite work that way, and after enjoying some time off, I realized I needed to earn some money and rebuild a business. The second time around, though, I decided that rather than "keeping busy," having a family life and owning a hardwood flooring business based on creativity and professionalism was the goal.
I once heard that one of the most successful war fighter pilots credited his success not to how often he went up in the air, but when he chose to fly. When I heard that and really thought about it, I realized that I needed to evaluate the type of clients I want to work for and what work I find most enjoyable and profitable.
It has been a lot of work to redevelop contacts and build a new business, but my education and the values I've acquired from networking in the NWFA have made it much better the second time around. I have found that the people I want to work with prefer a knowledgeable professional with good service over one who will just save them a few dollars.
Making strong business alliances and keeping good relationships has kept my business growing despite the current trend in the housing market. I've attended and helped teach several NWFA courses, and every time I leave a technical education school, it is a shot of professional adrenaline for my business. The people who have helped me through the years have really improved my business sense and instilled pride in me about being a craftsman and a professional. I find it's hard to sell and deliver a craftsman-level job if you aren't proud of what you do and enthused about improving this industry and sharing your knowledge with others. Too often when I am around other hardwood contractors at my local distributor, I feel that they aren't very friendly or willing to network. I get the sense they are going through the motions for a paycheck. I find that my business can only prosper when I share knowledge with my friends in this industry. One of my very good friends locally also owns a hardwood flooring business, and we talk on a weekly basis about new techniques, equipment and floor finishes.
If I had one wish for the contracting side of this industry, it would be that more flooring contractors would learn that simply being busy is not enough to succeed in this business. We work in a very physically and mentally demanding trade, and giving away your work is about as foolish as playing chicken with a freight train. When I started in this business, I thought that as long as I was working and not sitting at home that I was making money. That sort of thinking can get you into financial trouble quickly, especially with today's escalating prices for goods and fuel.
At an NWFA course, I heard someone say that it's easier to build your price and quality first, and then build your crews. That is one of the biggest pieces of advice I would share with people entering this industry or struggling with their business. Once you've developed the reputation for being affordable or cheap, you will find it hard to go upward in price. We aren't in this industry to be modestly paid servants to homeowners and general contractors; it can be a very profitable business when executed properly.
We are certainly a lucky group of people to be in the wood flooring profession, because it is a trade that really has no ceiling for how well it can be done or what can be created. One of my favorite sayings is, "Do you really have 20 years of experience? Or do you have one year of experience repeated 20 times?" Every day when I go to work, I think about the best wood flooring craftsmen I know and am thankful I joined the NWFA, because with their help I feel that my knowledge has grown year after year, and I've created the kind of business I really want.