Weathering the Storm: Recouping After a Punishing Winter

So, you've been punched in the mouth all winter long. Labour costs are up, equipment repairs are piling up, and you're way over budget on salt costs. The harsh reality of this winter season has left many smaller companies reeling, with all hands on deck just to fulfill their contract responsibilities. As spring peeks around the corner, the question looms: How do you recoup?

The truth is, most companies are caught in a bind. For smaller operations no one available to chase new sales, send out estimates, or prospect for clients. In an ideal world, your team would have locked down spring 2025 contracts well in advance. But let's face it – in Ontario, many property managers and facility managers tend to send everything out mid February and into March.

This winter's brutality has set the stage for a significant reset in the industry. Clients are looking to make changes after a harsh season. Some companies have folded, others have struggled, and even the best service providers will face scrutiny from clients who, rightly or wrongly, feel they weren't up to snuff.

The Race to Recover

Time management and task prioritization will be critical over the next month. There won't be the luxury of sending estimates days later – the early bird will catch the worm. Companies will be scrambling to load up maintenance routes to boost revenue and recoup winter losses. It's going to happen, and you need to be prepared.

But how do you navigate these choppy waters? Here are some strategies to consider:

1. Create a One-Team Atmosphere: Rally your troops. From sales to operations, everyone needs to be on the same page. Foster an environment where information flows freely and every team member understands the urgency of the situation.
2. Rethink Your Sales Messages: The pitch that worked last year might not resonate now. Keep your messages helpful, relevant, and sensitive to the current climate.
3. Focus on Value, Not Price: In tough times, clients are looking for solutions, not just the cheapest option. Highlight how your services can solve their problems and provide long-term value.
4. Leverage Technology: Use AI and automation tools to streamline your sales process. This can help you identify and prioritize the most promising leads quickly.
5. Upskill Your Team: Provide training and coaching to your sales team. Regular mentoring and oversight are crucial for success in challenging times.

The Importance of Sales Team Guidance

In these trying times, your sales team needs more support than ever. Regular check-ins, constructive feedback, and clear goal-setting can make all the difference.

As you push through these challenges, keep in mind that tough times don't last, but tough teams do. By creating a unified front, prioritizing tasks effectively, and staying agile in your approach, you can not only recover from this punishing winter but position your company for growth in the seasons to come.

The reset is coming. Will you be ready to seize the opportunity?

Greg Cranford