When the sun is shining don’t make moves that leaves you cold and wet when the rain comes.

Good evening guys! It’s about 7:40. Just pulled out of the office. I’m heading to go and pick up a friend. We’re going to go grab a dinner. Probably go to Bojangles or some kind of cheap. We might get a kind of some ribs. I get long order to get some ribs. What I wanted to touch base on. We’ve had a pretty busy week. Last week wasn’t all that good. We were one of the junk removal companies that were slow. I guess that’s relative. We were still doing about 20 jobs a day. Our slow is busy to a lot of companies, but relatively we were slow. This week has been much busier. We’ve had some big jobs. We got about a 20-load job coming up in Charlotte at the end of the month. I got some sun going on here. I don’t think it’s messing up the camera a little bit, but we got about a 20-load job coming up at the end of the month in Charlotte. That will be a real large job.

I’m looking forward to hitting it. What you always got to remember is whenever you’re slow, you’re going to pick back up. When you’re slow, stay busy and stay selling. Make sure your trucks are fixed up. Be out there trying to get more business. One, maybe you’ll get a couple jobs to keep you from being quite as slow too. Two, when you do get busier, you’ll be even busier. Remember when it’s rainy outside, eventually the sun is going to come back out and then you’re going to get busy. When it’s sunny outside, it isn’t going to get you in trouble. When it’s sunny outside, you will think it’s going to stay that way and that’s when you get in trouble.

You want to be able to keep up with business. You want to be able to offer same-day service. You should never be booked out more. You really should never be booked out, you should always be able to offer same-day service. Those of you have booked out 4 or 5 days or a week or something like that. You all should add another truck and another crew, a long time ago. We always add as soon as we get to the point we are booking consistently one day out even before then. When we were first building our company, we added a second truck as soon as we couldn’t do same-day. So, if we got to the point where we were busy on one truck, we added a second truck immediately. Same thing for the third, fourth, fifth and the sixth. We added the seventh, eighth, ninth, and tenth.

We’ve recently sold one of those dump trucks and then we’ve got two pickup trucks and dump trailers. The seventh, eighth, ninth and tenth, we’re added a little bit in advance of that because at that point we had more income coming in. We had enough people. We could put them in there as crews. That would have shortened people’s days. We we’re able to accomplish as many jobs short people’s days and ensure we can still do same-day service. At the same time, keep everybody as happy as possible. You got to add when you can, but don’t when your things are going really well. When the sun is shining, don’t go out there and buy stuff you don’t really need. Pickup trucks you don’t need. New cars you don’t need. Boat, toys and stuff like that. Because when the sun is out, you always have to remember the rain is going to be coming. The weather is constantly changing, just like the business climate is constantly changing. In order to stay in business. In order to not go out of business. Whether that changing climate, you need to be in the position where you’re not buying a bunch of crap that you don’t really need at the start.

When you’re buying that stuff, think about how slow you were at one point. Recently, how slow you’re at one point? Can you afford that stuff? Can you make the payment? Can you afford that stuff when it gets slow because it is going to get slow again? Just trying to help everybody avoid some of the pits that we’ve gone through because we’ve certainly made mistakes like that before. At the same time, don’t be afraid to spend money on stuff that’s going to make you money. It’s the crap that doesn’t make you money that’s going to get you into trouble.

Hopefully that helps everybody out. That helps you avoid some of the issues we’ve had in the past. Make sure you’re buying new trucks and expanding crews as soon as you can. I don’t want to hear anybody being booked a week out, two days out and a day out. You need to have your stuff straight where you can get the people immediately. Otherwise, your leaving hundreds of thousands of dollars on the table. You might not even know it, but every time you turn somebody away, you’re turning away several thousand dollars in lifetime value on that customer. Several thousand being turned away, throwing out the door right there. You got to get to people quit. Talk to everybody real soon. You all have a great night.