Measure what matters: Growth vs. costs



Editor’s Note: This is the third part of a four-part series in which Dennis shares benchmarks that ensure his firm is on the path to growth. Read Part 1 and Part 2 now.

I am addicted to growth. I am a house follower that if you are not originating, you are declining. If “youre not” changing, it is harder to make a profit and offer your statutes. It is harder to find employees and stop patrons. And exactly in general, life is not much fun.

I shoot for double-digit growth every year, wandering from 15 percentage to 30 percentage depending on the circumstances. In a company’s early years, it is easier to grow at a higher rate; when you get bigger, the percentages generally are lower. The amount of swelling depends on countless influences, but the biggest factor is you, the owner.

I recommend becoming involved in our industry. People share at a national level way more than they do at a mood or local level, where some of those people gain “the consumers ” you lose. I desire having regional friends, but when you have buddies across the nation, they will open their openings to you and share exactly how they originated their businesses.

Remember, it is not about what you know, it’s about what the hell are you do with what you know.


Back in 1980, my pa speculated proletariat should be at a total of 40 percent. Honestly, we aren’t there anymore. But shooting for between 43 percent and 45 percent, depending on your service mix, is still attainable.

Remember that this has to include you. Owneds should never take a salary of more than 4 percent of gross revenue. When that is not enough for the owner to live on, the owner must “earn” more coin by providing services or performing sales to make a higher income. This is the No. 1 determining factor in whether your business is fruitful. You will find that for every 1 percent you are over 43 percent, it will cost you another 2 percent in other areas. Cloth, vehicles, assurance and more will go up incrementally when your proletariat costs are too high.


Many corporations are able to keep the number for materials and supplies lower than 6 percent. I have no beef with them, but I do feel it takes about 6 percentage to keep your service level high and purchasers happy because of the effectiveness of your service.

Keep in psyche that when you enter other paths of services that are, you will find that cloths in other areas may expenditure much more than 6 percent. In those cases, you blend labor and materials. As materials go up, your proletariat percentage comes down. For example, if you go into lawn fertilization, your cloths will be about 10 percentage, which means that you may only be able to pay about 17 percent for commissioned labor.

Chronicles RECEIVABLE: 30 Epoches OR LESS

Accounts receivable( A/ R) is the lifeblood of your business. Thirty daylights conveys the total that is owed to you is equal to the revenue( plus imposition) you make in 30 days.

Early on, I had a bunch of apartment complex histories that paid slowly at best. My A/ R was at 90 days. Those days were filled with dealers calling my power incessantly, expecting money I did not have. Why didn’t I have it? Because my customers still had it.

You deserve to be paid for the services you play, on a timely basis. If you are over 30 eras, life is difficult. Conversely, if you are under 30 daytimes, life is good! When your A/ R is healthy, banks will be much more likely to loan you fund for vehicles, for stretch and for surprising needs.

Aim to get to something in the low-2 0 days or better. How?

Offer deductions for paying early. Don’t take over customers without securing a charge card to bill for all assistances. Charge the customer each month for 1/12 of the total spend they will have with you all time. It becomes like a gym body, and you save money by not having to bill those people. Eliminations go down and roadway finish goes up when patrons are not making a decision as to whether they have the money to pay you this month.

JENKINS, who rotates this tower with two brothers Bobby and Raleigh, is president of ABC Home& Commercial Work, Dallas, Texas. He can be reached at djenkins @abcpest. com.

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