A Roaring Good Event!

With the thick of spring upon us, and summer right around the corner, now is the perfect time to not only have your family partake in spring cleaning, but it’s also the perfect time of the year to update the flooring in your home.

From now until June 26th, stop in to our showroom to take advantage of our Roomful of Savings event. Not only can you save on roaring big markdowns on select Tigressa products, but you can also enter to win an iRobot to make spring cleaning a bit easier!

We have your flooring needs covered with the range of our Tigressa line. Whether you need carpet that’s waterproof, soft, or strong, we have a carpet that will fit your family’s flooring needs.

Visit our Facebook page today to enter to win an iRobot!

Monday Morning Memo 5-23-16

JLG,

Good morning!  I was asked recently, “What kind of company is JLG?  What do you do?”  That got me thinking.  What we DO and what we ARE are two very different things.  We know that back in 1950, we were a commercial flooring contractor.  We know that now we offer services in interiors, specialty surfaces, cleaning & maintenance, and both commercial and residential flooring.  Are we still a contractor?  Well, we DO contracting work.  But is that what we ARE?  The answer is NO, we are not a contractor.  Sure we do that work, but that is not what defines us.  A contractor is not what we ARE.  Contractors are very transaction focused.  Contractors are specialized.  Yes, we have 6 different divisions (specialties) in 3 different cities, but remember . . . we are ONE COMPANY.

JLG

So how do we encapsulate this into what we ARE?  We are a Contract Based Solutions Provider.  A WHAT?  It may sound like just a play on words, but once you really understand it, it makes all the difference in the world.  It means that we don’t have flooring customers or cleaning customers or residential customers or interiors customers or specialty surfaces customers.  We have customers with potentially all of these needs.  And we want to be their solutions provider for all of that . . . and who knows what else.  We want to so completely infiltrate the customer that they are dependent on us for every interiors decision.  We don’t want to just be on their “bid list”.  We don’t want to be their “contractor of choice”.  We want to be their ONLY choice.

I realize that this is outside the box sort of stuff, but this will be our future.  Yes, we will continue to DO everything that we currently do.  The difference is that our focus needs to shift to those customers who see the value of us maintaining their products, maximizing the life, and specifying future replacements and remodels.  The Preferred Customer Agreement is the launch pad for this relationship.  Our goal needs to be to convert every one of our customers to a PCA.  I realize that this doesn’t happen over night, but we can make a huge impact immediately.  This is the first step in locking these customers in, and more importantly . . . locking our competitors out.

Start this week by looking at our customers differently.  What do they value in us?  What can we do to mold that perception?  How can we improve a customer’s plan for their interiors?  How can we offer all of their employees special benefits for their home?  Don’t get me wrong.  We still need to be very focused at the execution side of the business.  It is still about the jobs, the jobs, the jobs.  What I’m talking about is how we market ourselves to our customers.  We are changing the game.

Have a great week!

Dave Foellinger
President / Chief Operating Officer
Jack Laurie Group

Monday Morning Memo 5-16-16

JLG,

Good morning!  Today we explore our fourth Core Competency . . . Field Execution.  This is all about doing what it is that we do.  It is giving the customer the end product that they have been looking forward to.  Without executing in the field, we have nothing to deliver.

This is also the area where we spend most of our people dollars.  We currently have over 200 people in the field, delivering our different services.

This is also the area of greatest risk for our company.  And that makes it the area of greatest opportunity.  Labor productivity can make or break our company . . . literally.  Just a 10% increase in field productivity DOUBLES our net profit as a company.  However, a 10% decrease in field productivity takes us to the brink of going out of business.  When you think of it, 10% of an hour is just 6 minutes.  6 minutes an hour can mean the difference between wild success or failure.  It is hard to fathom, but it is the absolute truth.

That is where all of us have a responsibility to the field.  If we are looking for just 6 minutes per hour, what do you think is wasted when our field has poor work instructions?  Or when the material doesn’t arrive on time?  Or when their paycheck is wrong?  Or when what the customer heard in the sales process is different than what the field came to do?  Every person in the company who does not work in the field is in place to set the table for the field’s success.  Think about it.  If we don’t have people in the field, we don’t need customers.  We don’t need suppliers.  We don’t need anything, because we don’t have anything to offer.

Take the time to think about how what you do affects our productivity, quality, and customer service in the field.  Where can you save us 6 minutes an hour?  Have a great week!

Dave Foellinger

President & Chief Operating Officer

Monday Morning Memo – 05.16.2016

Hard Hat

Good morning!  Today we explore our fourth Core Competency . . . Field Execution.  This is all about doing what it is that we do.  It is giving the customer the end product that they have been looking forward to.  Without executing in the field, we have nothing to deliver.

This is also the area where we spend most of our people dollars.  We currently have over 200 people in the field, delivering our different services.

This is also the area of greatest risk for our company.  And that makes it the area of greatest opportunity.  Labor productivity can make or break our company . . . literally.  Just a 10% increase in field productivity DOUBLES our net profit as a company.  However, a 10% decrease in field productivity takes us to the brink of going out of business.  When you think of it, 10% of an hour is just 6 minutes.  6 minutes an hour can mean the difference between wild success or failure.  It is hard to fathom, but it is the absolute truth.

That is where all of us have a responsibility to the field.  If we are looking for just 6 minutes per hour, what do you think is wasted when our field has poor work instructions?  Or when the material doesn’t arrive on time?  Or when their paycheck is wrong?  Or when what the customer heard in the sales process is different than what the field came to do?  Every person in the company who does not work in the field is in place to set the table for the field’s success.  Think about it.  If we don’t have people in the field, we don’t need customers.  We don’t need suppliers.  We don’t need anything, because we don’t have anything to offer.

Take the time to think about how what you do affects our productivity, quality, and customer service in the field.  Where can you save us 6 minutes an hour?  Have a great week!

Monday Morning Memo 5-10-16

JLG,

Good morning!  Today, I want to explore our third Core Competency – Project Management.  The term “Project Management” is one of the most widely used in our industry, and it means different things depending on the company.  For us at JLG, it is another of our core competencies, and therefore it must provide us competitive advantages.  Project Management in our company does not simply refer to the folks in our company with that title.  It is the system and process that we follow to take a project from cradle to grave.  While the Project Managers in our company drive much of the process, almost every employee touches it in some way.

Our Mission states, “We deliver great service experiences to our customers!”  In order to accomplish this, we need to manage every aspect of our customers’ projects with precision and passion.  Project Management is about bringing order to the chaos of our industry, so we thrill customers and create a profit for the company.

What do you do that impacts the Project Management of our company?  Do you receive materials in the warehouse?  Do you generate and mail an invoice to the customer?  Do you assemble a work order?  Whatever it is, our Project Management process is dependent on all of those functions.  When we have breakdowns, the customer feels it.  And when we execute it precisely, we outshine our competition.

Think about your role today, and think about how it impacts the customer’s project.  Project Management isn’t just the job of the PMs.  We all play a roll.

Have a great week!

Dave Foellinger

President & Chief Operating Officer

Monday Morning Memo – 5.9.2016

Project Management

Good morning!  Today, I want to explore our third Core Competency – Project Management.  The term “Project Management” is one of the most widely used in our industry, and it means different things depending on the company.  For us at JLG, it is another of our core competencies, and therefore it must provide us competitive advantages.  Project Management in our company does not simply refer to the folks in our company with that title.  It is the system and process that we follow to take a project from cradle to grave.  While the Project Managers in our company drive much of the process, almost every employee touches it in some way.

Our Mission states, “We deliver great service experiences to our customers!”  In order to accomplish this, we need to manage every aspect of our customers’ projects with precision and passion.  Project Management is about bringing order to the chaos of our industry, so we thrill customers and create a profit for the company.

What do you do that impacts the Project Management of our company?  Do you receive materials in the warehouse?  Do you generate and mail an invoice to the customer?  Do you assemble a work order?  Whatever it is, our Project Management process is dependent on all of those functions.  When we have breakdowns, the customer feels it.  And when we execute it precisely, we outshine our competition.

Think about your role today, and think about how it impacts the customer’s project.  Project Management isn’t just the job of the PMs.  We all play a roll.

Have a great week!

Monday Morning Memo 5-2-16

JLG,

Good morning!  Today I continue with my series on our four core competencies and explore the second of these, Data Collection / Distribution.  Data . . . it is everywhere.  We’ve got tons of data at JLG as well.  Emails, smart phones, management reports, Goldmine & ZOHO, online prints . . . the list could go on and on.  These are just a few of the tools that we have to receive, process, and review the data in our business.  Believe it or not, just 16 years ago, we didn’t have email, and the only person in the company with internet connectivity was Steve Klinger through his AOL dial up account.  But, so what?  Today, everyone has access to data.  Well, you’re right.  But what do they do with it?

big-data-scientist

As you might remember, our core competencies are not just things that we have or that we do.  These are four areas that we focus on and leverage to create competitive advantages.  How do we leverage the data that we have into a competitive advantage?  Well, a lot of that is up to you.  Getting the data and presenting it is the easy part.  It is worthless until you utilize that data and incorporate it into your daily decisions.  The data also has to be timely and accurate.  Many of us recently experienced the chaos that inaccurate date can create when our job costing was not reporting all of our true job cost.  I truly believe that we now have more accurate and timely job costing, productivity reporting, customer data, market and buying trends data, financial reporting, etc, etc, etc.  But having the data is sort of like having a membership at the most high tech fitness club in town.  If you don’t go work out, if you don’t practice and put the sweat into it, you won’t get better.  Every evening, my phone tells me how many steps I’ve taken (never mind the fact that I have no idea how it got turned on, and I can’t seem to find a way to turn the app off.  But that’s another story).  The point is that every day, I have the data to tell me how active I’ve been.  So now I’m a lot healthier, right?  Not at all.  Even with this data, I skip workouts and eat poorly.  Just having my phone deliver the data doesn’t do anything unless I change my behavior.  I’ve got to use the data to change my daily decisions.

What makes Data Collection / Distribution a core competency is not the collection and distribution.  It is you!  It is what YOU do with the data.  We want to supply you with the most relevant data in our industry, but until you use it, it is just a bunch of 1’s and 0’s in the Matrix.  So here is my challenge to you this week . . . are you fully trained and proficient on all of our data and technology tools?  If you use Measure, are you an expert?  If you use ZOHO, are you an expert?  If you analyze productivity reports, are you an expert?  If you are not, you need to get to the gym.  We’ve got an incredible staff of personal trainers:  John Laurie, Dave Foellinger, Steve Klinger, Jeff Capuano, Tom Postell, Tony Shepard, and Brian Collins want to . . .  PUMP YOU UP!  Use the data and technology that we have for you, and use it to be better at your job.

Have a great week!

Dave Foellinger

President & Chief Operating Officer