Day 7: To E-Commerce or Not to E-Commerce, that is the Question

There are so many places online that use ecommerce to reach their potential customers. I have been doing e-commerce for years but one thing I found was that if my customers are purchasing fence they want to talk to someone. Fence is a one time experience for most people. It is not likely that they will be buying a fence this year and then buy one in five years just to get the newest and best. So I thought why not make an estimator so they could get an idea of how much it might cost for a vinyl fence before they call.

It seemed logical to me and has worked but now in my constant search for “What is the True Reality” I am wondering if just having an e-commerce store would have been the choice. What really sold me was last night. I am in bed while my wife is at her computer. She made a list for me to go to the drug store to get some vitamins. I wasn’t looking forward to going out today with my list in hand wheeling in the 12 inches of snow to get vitamins! I much rather work then freeze. As I was laying there waiting for sugar plums to dance in my head she calls out and says, “Jon, you don’t have to go to the drug store tomorrow. I ordered the vitamins online.”

I ordered them online! Of course it makes some much sense to me now. I need them both! I need a convenient way to help my customers get an idea of their project will cost and a way to order if they know exactly what they want. So back to the drawing board! My customers are the life blood of Summit Fence Supply. I respect each project as the most important one I have. Serving the right way is an ever changing process. In order to reach the coveted goal of “735” I need to be flexible.

If a customer wants to talk they have our toll free number. If they want to get an idea of what a vinyl fence or an aluminum fence or even a stone like fence will cost they have our estimators and soon if a person wants to order online that to will be available.

What is the True Reality? I love serving others. Call me and see.

Jon, “Your Fence Man on Wheels”

SummitFenceSupply.com

jon@summitfencesupply.com

Call me anytime: 888.856.0551

735 The Adventure of a Lifetime

I am going on a business journey starting Monday which I am calling 735. I am going write in my blog the events and things I am learning on the way to 735. It will be about the one man’s journey to reach an unheard of goal for himself. This goal is not about miles but about people and business. It is a journey that will take 365 days to complete.

Along the way I am going to face a lot of failure (learning opportunities) and successes to reaching the goal of 735.

I am committing myself to write a blog about the journey every day for 1 year. I hope to share picture of people I meet along the way. Some of the individuals will be out to stop my adventure and others will be sent to encourage me to take just one more step.

Like any adventure the more I keep the goal in front of me the closer I will be to reaching it.

Some of you are asking what is the 735? Join me and see.

Oh and of course call or write me or comment on the passages to criticize, encourage, and just ask questions.

As Sailor Sam used to say... "Full step a head!"

Jon Mullender "Your fence man on wheels"

Summitfencesupply.com

jon@summitfencesupply.com

888.856.0551

A New Decade Begins

As the snow covers the ground on this last day of 2009 and my little space heater is warming me up... I am thinking about what I heard from Claudia this morning. "We are starting a new decade and it will be a great one!"

I love words of hope, excitement and motivation. Hope that our economy will turn around for all small business. That they will find success and be able to hire some of the many unemployed people who so desperately need a job.

Excitement because new things are being created each day and some of them are related to the industry we find ourselves in. We just add Apollo Gates to our website and are looking forward to many years of a great relationship together.

Finally, a new decade to be motivated in. It is true that we become what we think about all the time. We really do! If we want 2010 to be the best, we have to think of how we can help and improve the lives of others. When we help others we in turn help ourselves.

So as the hours tick away until tomorrow's New Decade begins, we at Summit Fence Supply want to thank all our wonderful customers and suppliers who have given us so much joy as we sought to assist others with their fencing needs.

Happy New Year...

Jon Mullender

"your fence man on wheels"

President -CEO

Summitfencesupply.com

Call anytime... 888.856.0551

19 Great Principles for Running your Bussiness

I love to read business books. Right now I am reading three:

“The Field Guide to Sales” by Debbie Mrazek
“52 Weeks to Sales Success” by Ralph R. Roberts
“Email Selling Techniques” by Stephan Schiffman

However the Book I love to read the most about working, sales, and management is the book of Proverbs of Solomon written between 960 and 922 BC. His thoughts were remarkable and if you read today’s writers like Tracy, Rohn, and Canfield you will find traces of Solomon in their writing. It is said in the Bible that Solomon was the wisest person of all times… not just of his time but all times.

I have gone through the book of Proverbs for about 3 years and have come up with 19 principles that can be applied to business. These are great principles to build a business around.

Here are just two...

Principle 1: When you work… Work hard! brian tracy says this a lot

• Pro. 14:23 All hard work brings a profit, but mere talk leads only to poverty.


• Pro. 10:04 Lazy hands make a man poor, but diligent hands bring wealth.


• Pro. 12:24 Diligent hands will rule, but laziness ends in slave labor.


• Pro. 28:19 A hard worker has plenty of food, but a person who chases fantasies ends up in poverty.


• Pro. 20:13 If you love sleep, you will end in poverty. Keep your eyes open, and there will be plenty to eat!

Principle 2: There are seasons of work for all companies. Discover yours and make a plan to accomplish your work when it is to be done.

• Pro. 10:05 He who gathers crops in summer is a wise son, but he who sleeps during harvest is a disgraceful son.

You can download the other 17 for free by going to http://bit.ly/Business-principles

I am looking for the 20th and thought someone else may have found one... Let me know and of course I will add it to the list.

Some things are to good to pass

Marketing is a big part of business. The Internet loves video and Facebook. I am always looking for new ways to get my message out. Well here is an example of someone who did.

A good friend of mine Sage Lewis, shared this on his video marketing daily tips and I just love it. Who ever did this is a genius.



You got to love the Internet.

Jon, "Your Fence Man on Wheels"
Summit Fence Supply, LLC
Summitfencesupply.com
jon@summitfencesupply.com

Zig was right!

When I think of Zig Zigglar one quote always comes to my mind, “You can get anything out of life if you help other people get what they want out of life.” Brian Tracy teaches that to sell more you have to listen. Listening to people lets them know you care. If you don’t listen you miss the clues they give you as to what is holding up the sale.

I had a week that just couldn’t get off the ground. I had the dreaded after 50 year old test on Wednesday and had to get ready for that test on Tuesday. The rest of the day on Wednesday I was asleep and most of Thursday I didn’t care to sit at my desk and work. However, by the late night on Thursday I said. Mullender enough!!! I made my way to the desk and started answering mail. For a person in sales your first sale is the hardest and this week if it were not for online sales I would not have had that.

I processed that order and headed off to bed. I wrote in my face book the next day,
“Sure hope Friday is a good working day... “Oooops! I choose what kind of day I will have. I forgot.

As the day went on I did my prospect calls, had fun making follow-up call to some new people I had met the previous week and was saying to myself, "Jon, you can’t live off of $150.00 in sales for the week. I was getting a little down and then the phone rang. Hi Jon, I want the privacy fence and I am ready to order however I want you to take care of the details of getting it to Canada. Now for someone who is experienced in shipping through customs no big deal just like driving a car or riding a bike but for me it meant… Ahhhhhhhhhh!!! How am I going to pull this off? Of course I said sure give me a half hour and I will call you back with the details.

I called Misty at Adelphia trucking and said, "Will you do this..." We don’t do that here but here is a list of numbers that will help. Thanks. Hanging up the phone the first part was done. I had some numbers to call to find out how I was going to do it. I called the first number and heard the words no one ever wants to hear. “If you know your parties extension you may dial blah blah now followed by the # sign.” I did not know so I hit the famous 0. I am sorry but you dialed the wrong extension. Good bye.

Good bye. I haven’t said hello to anyone yet.

Undaunted I dialed the next number. Hello you have reached the offices of… If you know your parties extension you may dial it now. If not press 2 followed by the 0 which leads to the X factor followed by the G to get to the person you may want to talk to. So I pressed on. 2 followed by 0 then X and G. I did it!

I was met by another message. This is the office of so and so and if you want to talk to me please leave me you Name… Time you called… short message… your phone number, the middle initial of your mother’s great grandfather and your social security number. I will call you back sometime before hell freezes over. So I did and hung up the phone.

I could see my half hour slipping away. I had one more number to get the sale of the week. Arthritis was taking over my knuckles and my elbow was cramping up as I dialed the last number.

Hello this is Bill can I help you? My fingers were positioned over the number on my phone ready to follow the direction I was sure I was going to get. After a brief second it dawn on me that I was talking to a human being. There was a real live person talking to me with a friendly voice.

Within minutes I knew about:

• Customs brokers
• NAFTA certifications,
• GST’s
• Canadian taxes
• Exchange rates.

I called my customer back and said Brian, I would be happy to take care of it all. All I need to know is will this be MasterCard or Visa.

I was glad to help my new customer and friend get the resolution he expected and the privacy stone-like fence material he wanted before the Canadian bad weather set in. This is sales, listening to your customer and finding workable solution to help them get what they want.

Thanks Zig, any advice on getting through answer devices?

Jon "Your Fence Man on Wheels"
jon@summitfencesupply.com
summitfencesupply.com

Visit with Nick

I love to serve and Nick of Highland Hts wanted to replace his fence. However there were problem using the normal section.

Breadloaf Railing:

What is a deck with out a railing? However you do not have to have a wooden railing on a wooden deck. Why not try aluminum railing… Here are some 5 reason to use aluminum railing

1. No splinters
2. No maintenance
3. Strength/Safety
4. Ease of installation
5. Will give a richer look to your patio or deck.
   
   Imagine having friends over for a cookout and having Little Billy running his little red car on the top of your wooden rail. All of the sudden you hear this loud cry. Little Billy’s mom runs over to see what is happening to her little baby and notices a big sliver of wood sticking out of his hand. She pulls it out and the evening events are continued but a little tense for some time. Three week later you hear that your friend had a party at their house however, you were not invited? Did the accident have to happen? Not with aluminum hand rail from Summit Fence Supply.
   
   Send us your drawing and we will assist you in laying out your beautiful handrail help you lay out exactly what you want.
   
   What would you like to know about fence? Email me at jon@summitfencesupply.com and I will include it in a future video conversation.

Why Didn't he Think Ahead?

Imagine!

Two neighbor entering their driveways one cold and stormy winter night. One puts the car in park with the children in the back seat, gets out of the car and runs through the pouring rain to the gate. After about a minute she is able to get the gates unlocked and pushes them open, first one and then the other. Slopping through the water and ice, she fumbles with the door and hurriedly gets in dripping wet and freezing. She reaches into her purse to get a tissue saying a few words under her breath,"Why didn't he pick up the kids. It was his turn." She pulls into the garage and putting the car and park sits there in a watery mess.

“Wait until he comes home.” Are the only words spoken that night.

She walks into the house, spending the next thirty minutes drying and changing clothes. As she finishes her hair and pulls the old sweat shirt over her head the door opens. Honey, “What’s for Dinner?”

***

The neighbor also drives into her driveway on a cold stormy winter night. She smiles at her children in the back seat as she pushes the transmitter to open her new Apollo 3600ETL swing gate operator. The gates swing open as one would open their arms to receive a friend.

She pulls into the garage and smiles thinking how lucky she is to have the security and safety of a front entrance gate.

As she slowly works in the kitchen putting the final touches on the roast and potatoes she hears the front door open. She smiles as she hears the familiar words, Honey, “What’s for Dinner?”

“Thank you, Darling.” She utters as she wraps her arms around her husband's neck.

You’re welcome…

***

“Every gate needs an opener and we have an opener for every gate.”

Call us today. 888-856-0551.

Where is Your Million?

After church on Sunday a friend was telling me his idea for a stimulus package that I could buy into in a heartbeat. His idea was to give all 3,000,000 Americans a million dollars. It would be cheaper than the stimulus package the government is using to bail out greed and there would be a lot of purchases made which in hand would stimulate the economy.

However if we all had a million dollars (I love the sound of that) who would work in the stores? Who would make the products I want to buy? Who would work behind the counter of Starbucks? Who would sell me a house in Florida? We would all be off spending our million dollars.

I wonder what impact that would have on the supply and demand of products. What would the cost of bread be? Humm! This is getting interesting? I would want to buy and new wheelchair sports car… I can do that because I have a million dollars, how much would that cost?

I guess I would have to leave the country and spend my million dollars in another country. Oooops? That defeats the US stimulus plan. Now I am spending my money in another country. But isn’t that what our government has been encouraging since NAFTA!

This is getting more difficult. If we all have a million we won’t find anyone to serve us, the cost of simple products will go up? If we spend our money in other country it hurts the restructuring of the American Economy. This is way over my head.

Maybe if we have to spend the billions of dollars we should give the money to Wall Street, and the Banks, and the US Auto Companies. The CEO’s of these companies certainly know how to use money effectively. RIGHT?

Next week after the sermon I should talk to my friend Donald about the message and leave the Stimulus Package to wiser men.

Our Politicians :)

There is Always a Spring!

Yesterday was the Northern Ohio American Fence Association Trade show where contractors and manufacturers talk there stuff. It was great spending time with people you talk to on the phone all year and seeing what new products are available for the fencing industry.

I got great advice from a guy that called himself and ol’ peddler, “There is always a spring.”

It does come! Trees will bud, snow will melt and people will move out of the three story caves into the fresh air of hope for the future, the ability to make profits, to put a little money in the bank and most of all the ability to see your hard winter work start to pay off.

I also noticed something else; the creative spirit of the true entrepreneurs. There was a sense of creativity in the air as people talked to me about how carrying this product would produce profits beyond my wildest dreams. I even had a guy tell me that if I would sell his product on the Internet he wouldn’t venture into that aspect of the business. I got great idea that Monday I will start to move on. Never sit on an idea. Move forward!

At the end of the show was the grand price. A Flat Screen TV! I knew I was there to win it so that I could watch “Frasier” re-runs before going to sleep.

My ticket was 127396…

Call mine please!

Money, Money, Money, Money.... Money!

Running a business is a ton of work but very gratifying. One of my big tests comes however, when customers do not pay. I personally do not understand how a person can purchase something from a supplier and then not think there is an obligation to pay for the material. I suppose all business go through this but I feel taken. It hits me as theft.

So what do the experts say?

1. Have a credit policy in place: and get a signature before doing any terms.


2. Do not ignore overdue bills. When it is getting close to due have a warning light go off.


3. Re-bill promptly with late charge added. 1.5% is what I charge.


4. Pick up the phone. (It is your money and the money of your employees that is at stake)


5. Never apologize when you call or write. “Hi ____. Show me the money!”


6. Be friendly. Yeah, yeah, yeah!


7. Ask for the full amount. And when they give you part of it don’t congratulate them.


8. Never negotiate the amount, just the terms. You know like pay now, pay now, pay now.


9. Take them to small claims.


10. Sick the creditor dogs on them. Something is better than nothing. You already have lost that amount by this time find a company that only gets paid a percentage of what they collect.
    (some of this came from New York Life)

Always remember you have to pay the bill whether or not your customer pays. It is your promise to the manufactures that give you terms.

I am glad for the majority of people that their word is honorable. Doing continued business with people like that is totally worthwhile and enjoyable. Some of my best friends today are customers that I purchase from or that purchase from me.

Tell me what you have done to collect money from dead beats in the comment section. I would love to hear from you.

Jon Mullender
Summitfencesupply.com
blog: summitfencesupply.blogspot.com

"Primetime all the time!"

Let Me In!

Starbucks and I have a lot in common. They have mochas and I love to drink Grande Mochas… They have frappuccino and I drink frappuccino. I stop at my neighborhood Starbucks all the time. I have spent hundreds of dollars there this past year. I love the people I meet there and the atmosphere. Over the last year I have sat outside in the warmth of the sun drinking and talking to friends. I have sat inside working on business plans or meeting with contacts or interviewing part time employees. I have drawn up plans for marketing campaigns and laughed with my grandson.

But now while the winds blow and the snow is here I am stopped in my tracks. Not by mother nature, not by inability to get out in 8 degree weather but by the 6 feet of unshoveled snow.

Not until the snow melts can I look forward to sipping the fruit of the bean. No more will the chocolate flavor slip through my lips warming me in the middle of the morning commute. I have been set apart with a symbol that says, “No longer welcome!”

Yes it is the snow pile that covers the ramp onto the sidewalk. Yes, as the snow shovel sits by the door showing how they have shoveled the entry for the walkers but not the wheelers.

Is it intentional? I am sure the answer is no... However, am I inside drinking coffee? Again the answer is no.

So as I sit outside in my wheelchair I long for the spring or a person who will lift a shovel and clear a path to the doorway of paradise or at least to a no whip, extra hot, Grande mocha.

Jon Mullender
President
Summit Fence Supply, LLC
summitfencesupply.com
summitfencesupply.blogspot.com

Edifice Complex:

Even today there is a strong love for buildings. I want my space and you stay off. I have seen people ask a neighbor to move his fence 1 foot because that one foot was on their property. I saw an ad recently, “buy your internet material from me because I have a warehouse and a showroom.” Wow! If you live in Minnesota I am sure you care about a showroom in Ohio.

I remember watching a TV commercial where a young man drove his father out into the middle of the desert to show him the location of the new warehouse. His father said, “How can we run a business way out here.” His wise son said, “The Internet!”

According to Jargon Database.com an Edifice Complex is defined as “The tendency of politicians to have large buildings and stadiums built as a concrete reminder of their "Legacy". Look around and you don’t have to look far to see business with the same mentality. What they are saying is I want a place where I can bring people to show my importance, control and power. The interesting thing is who is paying for that building?

Well let’s take a look at it from my point of view. YOU! The consumer pays the loan off, the utilities, the open space where products sit and sit and sit allowing you to buy material that may be 2 or 3 years old. You pay for the tow motor that is only used two or three time a week and the driver. You pay for the person stuck behind a desk to answer the phone. Your hard earned dollars pay so some guy or gal can say, “We have a brick and mortar facility with a warehouse.”

Now let’s look at the other side. In today’s market if you are not a manufacturer you can cut the price to a realistic number by keeping your “Edifice” to a realistic space. Yes, I have a warehouse but it is small. It is for bringing in stock for local repeat customers who want to pick it up, but I would not call it a building to the glory of Jon or Steve. It is a small facility to serve those who need it.

I and my office are on the move along with millions of people around the world. In other words where I take my computer I am taking the office. I deal with people from Vermont to Florida, Washington to the tip of California every week. I want them to see http://www.summitfencesupply.com/ as the showroom of the future. If you need to touch the product FedEx will bring a sample it to your door. If you want a load of vinyl fence or a truckload of snow fence it will be shipped to your facility or your home.

I love the future of commerce in the world. I can do business with you anywhere in the world through e-mail or, in some cases, video feed. Let us come to you when and where you are by the touch of your finger.

I would love to hear from you as to your feeling about e-commerce in the now!

Jon Mullender
President
SummitFenceSupply.com
e-mail jon@summitfencesupply.com
Blog summitfencesupply.blogspot.com

Is 10% Still Costing You Money

I am amazed at how many people have not realized that 10% off doesn’t always mean 10% off. In reality it means, companies will mark the price up 30% and then give 10% off. You are still paying 20% more than some places sell their items but you walk away with the feeling, “I saved 10% wow I am the greatest shopper!”

The other one I love is, “Guaranteed lowest price” In essence that means if you are not fooled by that tagline and are willing to pay our higher price then companies still get you by getting you to call us back after you’ve done all the work.

Here are 5 things to think about when shopping anywhere, not just online.

1. Find someone you feel safe with. Talk to them! You get a sense of their willingness to work with you as a person first.
2. Check pricing with other people selling the same product.
3. Remember anything times zero is still zero. That is to say that many companies will come down in price to some extent just to get your business.
4. If someone’s website is covered with 10% off and “guaranteed lowest price” they don’t have confidence in their abilities and pricing and are trying to trick customers into buying.
5. Shop around, shop around, shop around.
   

Our philosophy as Summit Fence Supply, LLC is that we have margins we have to sell products in order to make a living and to be there in the long run. But to lie to a customer or mark up our price so that they will think that a discount is a true savings makes the Internet Market place the same as a used car lot.

I would love to hear from you. If you have had an experience in Internet shopping good or bad… please feel free to comment.

Jon Mullender
President
Summit Fence Supply, LLC
jon@summitfencesupply.com
summitfencesupply.com
http://www.summitfencesupply.blogspot.com/

Follow the Business Plan

My gosh! How many times have I heard that! Follow your business plan or when you get ready to pull the plug you will unless you have a plan to follow.

Well some days it gets heavy. People talking to you on while your working... Your bids come in just slightly over your competition and you lose the big job you were counting on. Frustration comes and you need a plan to work.

Make a plan and work a plan. That is the secret to success.

So….

Today I have a plan.

Today I will do the things most important and move down the list.

At the end of the week I will take time to evaluate how my plan is working in conjunction with my business plan and go from there.

Jon Mullender

www.summitfencesupply.com

Please share with us how you work your plan.