News & Opinions
The latest news and insights from Hanley Wood’s outspoken experts and key thought-leaders throughout the residential and commercial design and construction industry.
Brian Solis / June 18, 2013
Did you know that the 23 million small businesses in America account for 54% of all U.S. sales?
Did you know that small businesses provide 55% of all jobs and 66% of all net new jobs since the 1970s?
While big business has eliminated four million jobs since 1990, small businesses added eight million.
Why the focus on small business today? It’s National Small Business Week in the United States and to commemorate the occasion, I partnered with Cox Business to discuss the importance of connected consumerism amidst the release of its inaugural small business survey (#SBWSurvey).
Available at CoxBLUE.comRead More
Nina Patel / REMODELING / April 24, 2013
According to Andrew Davis, author of Brandscaping, all companies sound the same in the digital world. All remodelers use phrases such as “high-quality craftsmanship,” “great reputation,” and “professional” on their websites. So how, in this sea of quality and professionalism, do you go about differentiating your company as somehow better or different?
To differentiate your brand, he says, business owners need to define their core value and build their sales and marketing around that concept. And to find that core value, you need to ask yourself why you do what you do. “WhenRead More
Jim Cory / REMODELING / May 14, 2013
Confident selling sends a strong message that your company will deliver value
“You love what you do,” Mark Hunter told his audience at the Remodeling Leadership Conference on May 10. “But you’re [often] not comfortable selling it.”
Remodelers, Hunter points out, are often people who come from building or design and are, typically, uninterested in sales. But here’s where the profit outcome begins to take shape: Selling well requires using what you know to take charge of that sales conversation. “We can make great money,” Hunter says, “when we sell what we do well.”
Diane Kittower / REPLACEMENT CONTRACTOR / May 1, 2013
Bidding on competitors’ names is legal, but is it effective?
A recent Google search by Durante Windows & Siding, in Irondale, Ala., yielded a startling result: An ad popped up offering a free estimate from “Durant Windows.”
“We clicked on it,” marketing manager Daniel Gallegly says, “and it took us to a landing page asking for contact information.” Gallegly figured out that the overseas company behind the ad generated leads and sold them to home improvement companies.
After being confronted, the company apologized and removed the ad. But who knows how many leads that tacticRead More
Stacey Freed / REMODELING / April 23, 2013
Consumer-driven sites leave contractors no choice but to play the game
Simply put, online review sites ask consumers to rate businesses from which they have received services or purchased products. Other consumers read those reviews and use the information to make informed decisions — turning those sites into lead generators.
Angie’s List and Yelp are the two largest, most widely known sites, but there are others such as Manta, Google+, and Hotfrog (international); remodeling industry–specific sites such as HomeAdvisor (formerly ServiceMagic); local/regional sites such asRead More