After
discussing what changes that were needed with this customer, I gave him a few
things to think about. His change was a major operational shift, from a two
grind mulch operation, to a grind and screen to size operation. These changes
would be the same as if you were demoing a new grinder or screen, or Wheel
Loader for that matter. When do you do it?
In the
northern tier of States, Winter Season makes obvious sense. Way down south,
Mulch Season starts in October. The Southern Folk plant their annual flowers
around then, and mulch is shortly behind. So the 90-95 degree Summers are the
same as Winter up north. So are these the best times? What do you do?
·
Making the switch in the almost no sales season
doesn’t really tell you if your new operations and production are sufficient
for Prime Season.
·
It is the same if you are demoing a new grinder
or screen. Is the production sufficient?
It makes much more sense to try your new operations in the
secondary season, like Fall up North or late Spring in the South. Why? What
does this do for you?
·
You are still in full production mode, but not
your prime season that you cannot afford to fall behind in.
·
If your new setup cannot keep up with production
needs in the secondary season, then you can assume it definitely won’t be
sufficient for Prime Season.
This will give you a lot more time from the off-season to
come and still allow you to make additional changes to your operational plan
long before Prime Season is upon you.
Same as if you were demoing, for example:
·
Is a 765HP grinder adequate or do you need
1000HP?
·
Is a 1 ½” screen giving you enough production,
or do you need to try a 2”?
Whatever the case may be, you tried in full production mode
and have time to try again in off-season mode.
EVERYONE
SHOULD BE TRYING SOMETHING NEW! If not, how are you improving your operations?
In
closing, I want to add one more off-season, slow-season to do.
Many of the Equipment
Manufacturers or Suppliers have some sort of Demo Day, Open House, etc. these
Companies spend a lot of money showing customers a good time but also giving
them valuable operational and Maintenance information. In October, Amerimulch,
a Mulch Colorant producer and Mulch Coloring Equipment Manufacturer, is having
their 9th Annual Customer Appreciation Event. I have attended this Conference
on numerous occasions. This year is in New Orleans, but it has been in many
different Tourist Cities.
Aside from covering the
accommodations and meals for their Customers, the premise is to thank Customers
for their business and offer additional support to help grow their businesses.
It is run as a Conference for the attendees with Speakers who are Experts in
the business of Transportation, Business Labor, Workers Comp and Equipment
amongst others.
But the number one reason on
attending these events is to discuss your operational and business issues with
other customers and attendees during dinners and social hours. Do your best to
attend these events as the benefits definitely outweigh the time away from your
operations. The advice, ideas and knowledge you gain will only help you be more
profitable. The industry experts you meet, especially those that have or sell
or service your equipment will give you more options to call when you do have
issues. If you cannot leave the operations at home for a day or two, you really
need to attend to get advice on developing your personnel.
Get out there and try it. You will never get anywhere
standing still.
My motto has always been,
" You don't get anywhere without trying."
Dave Whitelaw The GrinderGuy Grinderguy@askthegrinderguy.com
