Home Improvement Industry Factors: Real Vs. Imaginary

What are the key factors affecting the home improvement industry? From our experience, what our clients present as their primary problem(s) typically end up being far different from what they actually are.

Here are some of the notable issues that our clients reported that they are facing:

  • Leads are down, but the “cost per lead” is up
  • The demand on one’s time seems overwhelming
  • Interested parties are harder to get together (leading to one-leggers)
  • Keeping up with home improvement regulations is difficult
  • Hard to find workers without “baggage”
  • Higher turnover in sales force
  • Customers seem to complain more than ever

This is a wide array of issues that paints a picture far worse than what may actually be occurring. After conducting a client observation, we typically find that:

  • Selling methods are incongruent with the customer’s decision making process
  • Improper training is taking place, stemming from a lack of coaching
  • Salespeople are being hired with the wrong criteria
  • Business owners spend their time managing instead of leading
  • Improper compensation methods are in place

So what are the keys to improvement? Here are just a few that we stress our clients to abide by:

  • For every ¼ HOUR spent in planning – 1 hour is saved in operations
  • Find the right people and systems to improve the bottom line
  • Balance the amount of time spent on calculating the cost of your home improvement leads, the type of products/services being offered, the potential profitability of each, maintaining cash flow, and lowering the turnaround time of production. Putting these things in the order of importance is key for the company to prosper.
  • Remember the 4 P’s: Pricing – People – Products – Production

Contrary to what you might hear or believe, these elements do not change depending upon what geographical market you operate in or what products/services you offer. There is a proven formula for success within the home improvement industry, and by following specific guidelines you increase the likelihood that your company will flourish for years to come.

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million annually.

Wendy Patterson, Co-Owner
Patterson Homes & Construction

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

We are grateful to have Dave Yoho Associates work with our entire team. I firmly believe the improved performance of our event marketing team is directly tied to your coaching over the last couple of years.

Scott Barr, Steward
Southwest Exteriors

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

When it comes to consulting advice for the home improvement industry, Dave Yoho Associates has no equal. We have worked with them for over 15 years and we are ecstatic about the results!

Daniel Green, Sr. Vice President

Immediately after your training, I ran my first solo appointment and got the order for $16,088! I beat out a reputable local remodeling company whose bid was $4000 less and was referred to by the customer as a slightly ‘better’ product.

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

I’ve been a client of Dave Yoho Associates since opening my business six years ago. In that time, their training program and sales methods have helped us build a successful organization. Their system is the best I’ve seen so far in any industry!

Ken Sherman, Owner
Brookstone Windows & Doors

Your consultant introduced many thought-provoking, exciting concepts that were implemented and drove our net profit. We look forward to a long and prosperous relationship with Dave Yoho Associates!

Mark Watson, Owner
Exterior Medics

Recently, Dave Yoho Associates performed ‘role-play’ scenarios for three hours with our salespeople. The eye-rolling is gone and their confidence has grown substantially. Can’t wait for your visit next month!

Jason Phillips, CEO
Phillips Home Improvements

I want to thank the entire team at Dave Yoho Associates for meeting with our Canvassing Managers last week. The knowledge we learned in only one day was invaluable.

Jason Hollister, Proximity Marketing Manager
RbA Southard Corporation


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