Resources...they are as valuable as gold this day and age! The reason they are so precious is because they are limited in every facet of our business.
As the housing market starts the recovery process, we need to be aware of adding the proper resources to help support the company's growth initiatives.
Adding resources can be a tricky proposition. There are two determining factors you need to consider when deciding what resources to add.
- Generating revenue factor. Whether adding a sales person, a new engineer, or a marketing assistant, the overriding factor should be revenue impact. What is the immediate impact to the sales line? Understanding that this is not always easy to evaluate or justify, you need to start there. In the "new normal," adding resources must bring a revenue factor that enhances the company's ability to generate sales.
- ETDBW (Easy To Do Business With). Does adding a resource make it easier for your customer to do business with you? As you know, Windsor's focus is not to be the biggest, but to be the easiest to do business with. Could adding a new truck route, or a new quality inspector, or simply adding a new feature in Power Tools support your ETDBW initiative? You bet it can!
ETDBW has become a buzz phrase and in doing so, it can lose its meaning. In some areas of our business, Windsor is doing a good job with this initiative, but in others we are still trying to reach our goal. ETDBW is a journey, not a destination. It's like taking batting practice or infield practice every day: you have to master the basics.
So, as you move your business forward through this uncertain time, when adding resources, sales revenue impact and ETDBW should be considered. If you make it easier for your customers to buy from you, you will experience the positive impact to your sales results!