Episode #8: Interview With Pete Valence, CEO Of Valence Protective Coatings!

Transcript:

What is going on, everybody? Happy Friday. Hope everyone had a fantastic week. Welcome back to episode number eight of the Service Legend podcast and I have a real treat for you guys today. I’m basically stealing Bradley’s thing. Got a real treat. I don’t sound as cool as him, but I have a real treat for you guys today. Someone who I look look up to I admire. He’s a thought leader in our industry. He’s a legend in our industry, not just from a product standpoint or installation, but just from a leadership perspective and really understanding the entire business as a whole. For concrete coatings, Pete Johnson from Valens Protective Coatings. Welcome to the Pod, man.

Yeah, thanks for I appreciate you having me. I’m excited.

Yeah, man. Happy to have you here. Most of you, I’m sure, know who Pete is, have heard of Pete. And even if you haven’t, you’ve most likely heard of his, I guess, production strategies through other people. But they’ve a lot of times they stem from Pete. So just know if you haven’t heard of Pete directly, you’ve probably heard of his strategies indirectly, but he is the CEO of Balance Protective Coatings, Balance Supply. He’s been in the industry since 2006 former army. And I’m not sure when you got out of the Army, Pete, when was that?

2005. So basically I left active duty 2005, technically 2006. But then I got called back, actually did a deployment from 9 to 10. So then technically.

Wow. Okay. So right from the army into into the coating industry. And he’s just really just an expert in poly coatings, the production and really the business as a whole. He is a family man. So when he’s not working and crushing it, he is with his four kids doing sports, hunting, fishing, loves outdoors and loves to travel. So. Very cool, man.

Yeah, yeah. That’s us, man. That’s me in the short term, sir.

Very nice, man. Well, I’ve got a lot to talk to you about today. I want to dig in. I want to try to bring as much value to the table as possible. But if we could just first start out with like, you know, you obviously talk about like everything before the coating industry, like like why did you get into it? What happened prior to that? And obviously was the army maybe you could talk about that, but just talk to us about how things got started way before.

Vallance Yeah, well I mean to get into the industry was by chance, honestly. So when I was leaving Active Duty Army again I was kind of getting out of 2005. I reached out to a gentleman back here in Minnesota who is kind of connected and and he kind of put me in touch with another gentleman. And long story short, I came back and that gentleman didn’t have a job for me. And then eventually, two months later, he called me, said he was starting up a coatings company, a floater coatings company. Never heard of what a floor coding was. I had no idea, didn’t it? No clue. But that was early 2006 and it was the very first time I actually basically got it. I started there. He offered me $500 more a year than my current employer, and that kind of started my career. I started off as an installer and that was with Citadel for Finishing Systems 2006.

So. So the first experience was into Citadel. That’s cool. And they’re still around today, I think. And that’s that’s cool. So you’re so you went from army into into into technician. So at that time you didn’t really know anything about like the bigger side of the business and the sales and the marketing, all that and all that stuff, I imagine.

No, not at all. I mean, I started off as an installer, so I mean, we would just pretty much just get back. Then it was very, very fast poly aspartic and try to put a floor down. And that’s all we knew. You know, we worked year round in Minnesota, so we were doing floors and -2030 just to try to test it. And then kind of through all that and it’s a long story, but we kind of came across a different technology and stuff like that and kind of moved that company from an install company to a distribution company and then eventually into manufacturing and stuff like that. So I mean, there’s a lot to that. But no, I started off with the starter not knowing crap about anything.

I love that, man. That’s that’s one of the coolest things about you, in my opinion, is, you know, you were you know, I was watching Batman the other day and Batman and Bane. Right. And Bane, you know, Batman, turn the lights off. And Bane goes and he was like, oh, you think darkness is going to help you? He goes, I was born out of the darkness. And then he catches Batman right there. And like I referenced that with you, it’s like, you know, you came out of that the darkness, which is technician installing the production, the efficiency. And so I imagine everything that you’re doing now is really stems from that that knowledge that you picked up when you were in those trenches.

Yeah. I mean, that’s kind of I mean, I’ve installed for years and years and well beyond the Citadel Time had my own company installed and stuff like that. And so I mean, I do everything now from a company standpoint, especially like product development and building systems based off the installer, like build it off of the sales or anything like that. We build the product, we build a system of how it’s going to install and then the efficiency and into installing, making sure that we can be repeatable every single day. Profitable of course, more importantly, not have any callbacks or anything like that, and of course give the best quality product to the homeowner. So I do everything that I do, at least product development and training wise from the contractor, from the installation standpoint, not anything else.

Yeah, I love that, man. I love that. So we can kind of fast forward a little bit now and so just kind of get an intro to your company, the products that you offer, maybe like team size and just kind of like a general kind of bio from the company standpoint.

Yeah. So we basically started Valence Protective Coatings in 2020, so kind of of pandemic kind of stuff like that. I left my previous employer to go take another desk job, so I was going to go sit behind a desk, make good money. That wasn’t my option. That’s not.

Me. That wasn’t for you, man.

Army technician No, that’s not me. And I’m fortunate enough where I had enough people reaching out to me for weather consulting and products and stuff like that. And kind of the business was born kind of organically, just based off of my past. And so now we basically are a full scale chemical distribution company. So we kind of tote ourselves with valence protective coatings and valence applies to technically different companies, but we are.

I wasn’t aware of that by the.

Way. So yeah, yeah. And so and it kind of comes on for two different distribution models, right? So and when we say we’re a full scale chemical distribution company, I mean, we serve anything. If there’s concrete, we can touch it in some way, shape or form. So my background obviously in decorative coatings for coatings, poly poly Spartacus. But we, I mean, we sell everything from acetone to a chip brush to bucket to foundation, waterproofing air barriers. Hawkings Everything like that. And so company is kind of born out of coatings background, but now we’ve kind of diversified. We brought on other people, one another tech guy for me, Mike, he’s got 23 years of concrete sealer experience, other guy, Isaac’s got overlays. We’re distributors for sure, creek products. And so he’s a sure expert. And so we try to bring out people that have the industry expertise. They’re sales people, but they’re technicians at the same time. Yeah. And so the company is kind of a full scale thing. We specialize like floor coatings primarily. We’re going to specialize in polymer and poly. Typically a one day system is going to be our background. That’s the product I helped develop. We have some of our own proprietary blends with crack, repair based coat, top coats, and then we’re also distributors from everything in between different sealers, overlays, mercury. Tc Koval Everything on those lines as well. And we’re this is actually our fourth warehouse. We’ve outgrown the first three.

All righty. So in two years you outgrew three.

I figure three. We’ll hopefully all grow this one by next year. And then big news, we actually October 1st, we opened our second location for vacant supply in Dallas, Texas. October 1st.

Wow. In October.

October this year.

Wow. That’s that’s incredible. So if you’re in Dallas, definitely hit up balance. And and then in Minnesota, you’re in. What’s the what’s the area again?

Yeah, it’s it’s called Mendota Heights. So right next to the airport, like 15 minutes from Minneapolis Saint Paul.

I think you’re next to dope. David Over there.

Dave Two doors down for me. Dave Marketing, yeah, yeah, no. Dave So yeah, we talk all the time. We always see each other every day.

Yeah, that’s cool, man. Yeah, I think it’s, I think it’s incredible just your, your history and we don’t have to get into, like, deep history there, but like, your history is like, like within our industry is pretty admirable. And I think, I think we can learn a lot from you in terms of humility, leadership, character, adapting, overcoming. And that’s that’s one of the biggest reasons why I admire you is seeing you go through that and then being able to adapt and overcome and come to this point, it’s it’s bad ass, man. And congratulations to you on that role. So balance. So there’s two different sides to it. So you get some decorative stuff with the overlays and polished concrete, sealed concrete, those products. And then you have like more of the residential coatings, which is really popular right now. You know, obviously one day floors or two day floors, what have you. So where can people find you just in case? You know, they’re listening right now. What’s the best, best place to go find you? Is it a balance coatings dot com.

Yeah. So the website code is dot com or Facebook valence protective coatings that’s Instagram Facebook valence coatings dot com or valence protective coatings or Facebook and Instagram. That’s give me your best. Send us a message, email, whatever that is. That’s going to come to everybody here at the team. And then either Mike or myself or Isaac or somebody, we’ll reach back out to you.

Okay, cool, cool, cool. So let’s dig into to like the more coding side. So I like what you mentioned. It’s not just selling product. Could you kind of elaborate on the on the, on the like the concept of being more than just selling product like from the production and like how do you guys help with that with that side of things?

Yeah. So that’s kind of my big thing. So I know when I first started a business and everybody should realize this or think about this, but like what’s your why? Like, why did you start a business and why did you get into this? And it took me a minute to kind of figure it out because I was helping so many people every time I thought about it. And I was like, what it’s like to help people? And so what we kind of do and one of our core values is giving back. And so what we do is not just necessarily about buckets out the door, it’s not about how much liquid I can push out the door. My why is trying to help small businesses grow in any way, shape or form within this industry. So. Our kind of niche in what we do is we take a guy who’s just either an owner operator, either you’ve been in the industry or you’re just switching products or you’ve never been anything within the industry. And we will basically give you every single tool you need to go and grow a successful floor coding business.

And so obviously it starts with training, making sure you understand the product, you can install it correctly, marketing, obviously giving all the leads and making sure that we can understand how to generate leads and then of course how to close. And then more importantly, how do you have the right mindset? How do you lead a team? How are you leading a crew, doing all that to build? And so we’re not just that one distribution company that’s going to say, hey, buckets out the door, A and B, hopefully you mix it together. Off you go. Now we’re following everything through. And so we definitely try to make sure that we are building brands with our customers, not just my brand, but we’re trying to build their brand. And so I’ve had a passion to that over 17 years. I’ve been a part of hundreds and hundreds of companies that have grown very successfully. And so I find a passion in that and that’s kind of our niche, is just giving them every single tool in the book to be successful.

Yeah, I think that’s like I think this could be overlooked right now. But you know, I want a chunk down because you know. I think there’s a lot of manufacturers out there, distributors not even just in our industry. I mean, you go into other ones too, like HVAC, roofing, I mean, you name it, in-home service, most manufacturers. I think they care about their bottom line more than their client, their clients bottom line. And which is counterintuitive because if you care about your client’s bottom line, like even for service legend, like we try to do so much more than just the marketing from the account management and the resources. And, you know, we really care and we try to be servant leaders because if our clients aren’t successful, then like they’re not going to use our product, not going to hire us. And same thing for manufacturers. It’s like or distributors or consultants or whatever. It’s like, I think it’s our duty to to serve and really care more about customer success than ours. Because if they’re successful, you know, we’re going to be successful, like we’re going to be fine. And it seems like you you really share that vision, too.

Yeah, 100%. You know, and and I think that’s obviously a CEO or a leader in anything. I mean, your your job is to serve the customer at the end of the day. I mean, I mean, my job is to lead a team and to serve the customers and make sure that they have every single thing that they need to go be successful. Whether that’s going to put the floor down today or how to build a business over the course of multiple years, that’s my job, is to lead them down the right path. And if I’m not doing that and if I’m looking into myself, I’m trying to build a business for myself just to buck it’s out the door to get wealthy. That’s that’s the complete wrong task. Because, again, if they’re not successful, then why the hell would they be loyal or buy from me?

Yeah, 100%. And they might buy for a little bit. But like you said, if they don’t know how to mix properly, they don’t know how to, you know, be efficient, talk to customers. Because our business, our our our industry here coding is much more than just selling some floors and installing them. And I had I’ve had my fair share of like, you know, having to learn the the importance of, of production. You know, I’m a marketing sales guy myself. And, you know, if I’m if I’m being honest, you know, I’ve had to learn a lot when it comes to production and the importance of it. You know, it’s easy for us to do it on the website side or on the on the marketing side, you know, but. I really like that about your company. Can you talk a little bit about about how you guys help? Is it is it is it in-person visits? Do people come to you to train? How do you guys help help with that side of things a little bit deeper?

Yeah. So initially so as I say, if somebody is looking to kind of come on board with us, they’re usually going to come to our location. So we have a training facility right here at our headquarters here in Minnesota. Classroom setting. And then we have about 2000 square feet of concrete. So we’re not just putting a little bit of coding on a four by eight board. We got 1000 square feet. We’re putting right on concrete. We’re grinding concrete, we’re cutting cracks, we’re filling we’re doing the complete system. So our classes are three days and so we’re going to do hands on with every three day class.

So those like half day classes that are like 2 hours, don’t, don’t cut it.

Right. I’m going to cut it. No, that’s not going to cut it. So and it’s sad to say that that happens, but I mean, it’s an even three days you’re only touching just a small amount of what’s really out there. And we understand that and you’re not going to know everything, but that’s going to get you the base idea. So again, if we’re talking to somebody who’s coming in who knows nothing about coding, we’re talking about what a pot life is and what a work working time is across. Roland M-W And more importantly, like in my teaching, like what I’ve been known for is like again, that two man dance. We’re working on efficiency. When we bring customers in and teams, we bring them in in teams of two or three so they can work together. And that’s what we do. We systematically have that company work hands on so they can figure out exactly what they want to do, why one guy squeegee the next guys rolling and stuff like that. And so we’re building that efficiency from day one and that’s everything that we talk about is building the whole system all the way through. So I would say the majority of guys come to class, they learn all through that. And then the most importantly is afterwards, right? So what’s happening afterwards? What are we doing after the fact? Because they can leave class.

And then again, between the team and I, we’re working share making sure that they are bidding properly. They understand how to bid floors, what to look for. Obviously, moisture cracks, you know, putting the right coating down. Not one product is good for everything and then following it up. So my job is of course technical services and leading them. We have a private Facebook group. So I would say 90% of our information gets shared within a private Facebook group. So everybody’s interacting, sharing and doing that way. And then same thing, like I tell my customers too, it’s like we’re bringing so much value to them that they’re not going to leave. And like, that’s they’re loyal to me and I’m loyal to them. And so I’m offering a lot. I can have hundreds and hundreds, if not thousands and thousands of hours and teaching and trainings to these guys for free. And then essentially once you become a customer of ours, that’s what we do. We travel around on site visits, we’ll go train. If I’m local guys, I’ll go be on job sites, work with them, teach them how to be efficient. More importantly, hey, person is doing this. Person should be doing this just to get in and out. Cut your labor costs down, but still not losing quality.

Yeah, and it’s so important. I love this. I love it. I love it, I love it. I went to a training one time years ago when I was I was living in California and it was it was in Southern California. I won’t say any company names, but it was like California and it was like the advertising. It was a one day training. And you get there and it ends up being more like 4 hours, 6 hours. And I remember walking away like I feel like I didn’t learn anything, you know, maybe like a couple of little things, but like I feel like I didn’t learn much at all, you know? So I think that’s one of the biggest things that I think a company can offer is that is that that secondary support to your main product. So if you’re a marketing company, it’s like, okay, what are we providing after that? What type of account management and resources, etc.? If you’re a distributor, whatever, it’s like, okay, yeah, I sell product, but how are we going to use that product and how efficient are you going to be with this product? I think that’s amazing. Do you feel like that’s really helped your clients just be more successful and just be happier overall and have a better company?

Oh, 100%. I mean, it’s night and day. I mean, the amount of value that it’s not just me, but our other long term installers provide within that group or provide to other customers is game changer, because we might have somebody who’s fairly new and say he’s going to go bid on 5000 square feet. He might call a guy who’s used to doing 25 to 50000 square foot floors and he’ll be like, Hey, how the hell do I do this? You know, and. Is providing that value in that knowledge of how you’re going to do it. And people always think that they’re going to get over their head. But if they break it down, you know, 2000 square feet, if you break it down into small controlled joints and squares and stuff, it’s actually a small. So we’re breaking it down as small as we can and we’re providing as much value. And again, it’s not just me and the company, it’s everybody that we have within our company. And that’s another thing too, is when we bring on customers for us, I mean, we basically tell them, hey, you are going to be introduced into this group, but you’re going to give back, you’re going to give back value and everything like that.

And so if people don’t have that or if they don’t have a positive system knowing that they’re behind them, how are they constantly going out and selling a product, the system and standing behind it? Nothing in coatings is a short term gain. This isn’t just because it cured. It worked. This isn’t just because it looks beautiful in an after picture. It’s going to last. And if we stand behind it as a distribution company, we need to make sure that we stand behind the people that actually installed it. Then they have to physically stand behind it as well. And you know that as a owning an installation company, there’s a lot that goes into that. But if they have the confidence knowing that we’re telling them how to do it right and we stand behind it from sales to completing that project, they’re just going out and selling. And we’ve hired a tremendous amount of higher clothes rates just based on the information that we can give them.

Yeah, because that knowledge is going to help you be more educational and really serve your customers. And I like that that you mentioned that though like it helps with sales too because having a better production department and your insulation company in your concrete coating company, even in your painting company or different niches, your your sales team is going to be extremely confident knowing that that production department is going to crush it because it’s it’s hard to sell something when. You know, you know that the fulfillment isn’t there. I mean, it’s like, you know, I know that I couldn’t do it, you know? I mean, like, you know, eats at my soul. And there’s been times, I think, in business where you might have, you know, seasons where I guess your team’s learning you’re training or they’re new people or whatever. But I’m talking about really being confident about selling something and being confident that you’re selling something that’s a value your customers. So I love that that you hit on that.

Yeah, well, I think it’s important too is obviously all the salespeople need to go on floors. The owners understand the process and everything like that because if they understand the process and how it works and you know, it’s going to work a hell of a lot different than it in Phoenix and maybe it’s going to work in Minnesota. And they understand that the heat and the temperature and the like, a patio is a different installed in a garage is going to be a different install with a pool deck. And when they understand that and they have that knowledge now to go get back. So I teach a class technical sales, right? So like what kind of technical information can your sales guy give to the homeowner so it maximizes the benefit for the homeowner? Well, what that does is it builds value in the homeowner because when the the sales guy is going and doing the initial sale and hopefully close and then they go and see the product and they’re talking to these installation guys and the exact same terminology and usage, everything from there, the product is is sold from the time the phone rings to the time they finish putting the clear on. That’s the same message all the way through. And you’re going to have a hell of a lot more consistent message. And on the sales side, you’re going to be a hell of a lot more efficient closing products when you know how to use it.

That’s a big deal like. The the messaging like. You know, I think a lot of times what I see with with whether it’s clients of ours or just in the industry is there’s different messaging. So like sales guys are selling and saying X, Y and Z and then the office will schedule the install and then they’re saying something a little bit different. And then the production, the crew lead goes out there and they’re like, No, no, no, we’re actually going to do it this way. And that’s how you get bad reviews. That’s how you get upset customers. One of our core values here, I’m not sure if you guys can see it, is promises made, promises kept, you know, and like, that’s what it’s all about, right? It’s like, okay, if your sales team is more knowledgeable from a technical perspective and they’re saying the same messaging through and through as if like, because let’s break it down like this. If there was an owner operator company where the owner sells the jobs schedules or the schedules the jobs and installs the jobs, usually you have perfect customers every time because like you just, you know, the customer, you’re saying the same things all the way through. But as you scale, you know, you have to create processes and you have to create systems for that or whatever and in culture and messaging. So I think that that’s that’s actually something that’s extremely missed with this whole industry is like just I guess the the departments have to have this, this unison to him with messaging. And I like how you extend that from a production standpoint. Do you feel that the salespeople should be less salesy and more technical?

I do personally. You know, I don’t like a pushy sales guy. I wouldn’t want somebody walking into my house pushing on anything. And so my big thing is educating the customer and how this product or this system is going to best benefit them. Right. I don’t need to go and sell them. I need to educate them. And if we can educate them by using the technicalities of the product, right. So if if one product is more elastomeric than the other or one per one product is going to be more chemical resistant than the other, we can talk about that and tell them that, hey, if you’re using a lot of cleaner brake fluid, you should probably use this if it’s like we do a fair amount of parking decks, right? So you need an elastomeric coating, right? So not one thing’s good, but if we educate the customer, you don’t have to sell them now. You need to sell yourself and your company, your brand. But when you talk professionally, show a professional and you show up with a consistent message that you’re educated, then in theory you should be able to get the job if your price competitive.

Yeah. Yeah. I love that, man. That’s awesome. Okay. Switching gears here a little bit to the other products that you guys sell. So you have the overlay image and I see a lot on Instagram from you guys with polished concrete like is that a is that a big thing that you guys are pushing for as well is polished concrete and kind of I guess that’d be identifiers, sealers, all that stuff, right?

Guards. Yeah. So when I, I have a little bit of a background in Polish Concrete, so when I own my installation company, I was getting subbed out by a couple of different people, but I traveled the Upper Midwest, Polish and floor, so we polish primarily grocery stores and large squares from 5 to 50000 square foot floor. So I have a lot of knowledge in the polishing aspects, but what we’re finding it doesn’t matter because you can call it a recession or you can change the definition whatever you want. But if the residential market is going to slow down a little bit, guess what’s not commercial, right? So commercial buildings taken off like crazy. So a lot of people might struggle if you get a residential guy who’s struggling to get into a 20,000 square foot commercial job, that’s fine. 90% of the specs are either for epoxy or polishing. And if you don’t know how to do one or both of those, then you just eliminated 50% of your potential market. And so we teach classes. I just got done with doing a polishing class last week. All of our customers obviously have grinders. It’s just a matter of changing diamonds and kind of learning the nuances in that. And again, we’re bringing additional value to them, whether they want to take on polishing or not or some of the sealers and stuff. That’s up to them, of course. But we can at least say, Hey, we offer it. More importantly, we educate them on the process, right? So polishing, hey, you start here, you finish here, this is your cost and this is what it would look like. So if they want to bid that job or not or they want to bid a sub, say, hey, they should do a grind and clear or something else. Now they know exactly what they’re bidding against, how to bid against it, and more importantly, the pros and cons of each system.

I love that. And do you find that most of your customers that are buying like guards or identifiers, all that stuff, is it usually people that are getting into polished concrete like, hey, I want to figure this out, I’m residential. Or is it more of like these established companies or is it a mixture?

Yeah, I would say the majority of people that buy our, you know, densify or garden polishing stuff are are my current coding guys that are getting into polishing. You know, we don’t really do a ton of marketing after the big guys. You know, a lot of those big Polish guys, I mean they’re rolling around and gooseneck trailer semis you. Big trucks. They know what they’re getting into. They know their product. And there’s nothing wrong with that. That’s firing guard very, very few minor changes in different products no matter who sells it, you know, and it’s just a race to the bottom of some of those markets. But. We sell dense fire and guard to all of our guys. Not all, but of course, the ones who want to do it and because it’s a needed process. And so we talk to them about the needed processes and what they do, and we also sell a fair amount of identifier to just normal concrete guys because again, we’re just laying down concrete. You typically should put a identifier or some type of color on top of that. So it’s not necessarily just our guys that are getting the polishing like that, dense fires, guard sealers that could go to any concrete company that’s out there.

Yeah, that’s really cool. I know Cardinal, we we actually just finished up yesterday. It was like maybe a $30,000 job and it was a it was like a lawyer, firm office, something like that. And yeah, they wanted polished concrete. It’s a big demand out here in Phoenix. I mean, it’s nuts. Like it is nuts. Yeah. And we did one and it turned out phenomenal. But like, I can I can tell you, like, if you guys are in residential concrete coatings and you’re looking to get into Polish Concrete, I mean, hit it up because I mean, it is it is definitely a desirable solution and it’s an amazing solution for for commercial. And obviously, you hit up Pete and his team and they will take care of you on the training side and everything like that. Yeah, I love it and it looks really cool too. It’s like it’s an amazingly durable floor too. I mean, it’s completely durable.

Yeah. And that’s one of the biggest things that everybody’s going for is obviously they like the look and it’s dependent upon the concrete. And some people like that natural look, of course, whether attract or all your repairs. More importantly, there’s never anything for it to fail. Right? So our guards are burnished in. So I mean, we don’t have a topical code and that could ever have a potential issue. We eliminate any type of texture or anything like that. So when you talk about forklift traffic or nowadays like robots and like Amazon and stuff, a lot of these big companies or you talk about an auto scrubber going on any Home Depot or Lowe’s or anything like that, they need to have that clean ability and that sweep ability. So anything that’s going to be commercial that needs to be easy, clean and durable, maintenance free. For the most part. Polishing is the way to go.

Yeah. So if you’re thinking about, well, there’s a there’s a recession coming down economy, you know, maybe start to think about diversifying your business a little bit, you know, whether it’s 20% commercial, 70% residential, whatever it might be. Think about that. And if you have any questions, reach out to Pete. Reach out to me and we can get you guys pointed in the right direction. What about the overlays and like the shirt create all that stuff. Like just talk about that a little bit. Like like how popular is that right now for you guys and are you guys doing training for that? Like, how does all that work with yeah.

Yeah. Both Yeah. So we do trainings so typically like a, like our training schedule, like we’d have our flight classes like once a month. I actually stopped doing my flight classes because we started getting so busy and had some product shortages and stuff. So I kind of stopped that for a while. But then every month also we do a workshop, so it’s a free workshop. Everybody’s invited. Of course, if you’re out of town, fly on in and then we train on everything. Could be a seller, but lately it’s been on all the Shrewsbury products, right? So it’s been whether it’s a wood look overlay, it’s a stamp overlay. We built a fireplace that had the wall stamps we carved in stone, we casted countertops and did all that type of stuff. So the unique thing about Sure Creed is they offer a lot of the similar resins, right? So epoxies polymers, bonded exterior things and stuff like that. But the niche for us is going to be the overlays. And so I wouldn’t say we sell a ton of it. It’s definitely not my my leader by any means, but a complements a lot of things. And again, it’s another tool in the tool belt. And again for us it opens us up to a lot of guys who are in overlays, whether they’re using Elite Crete or NPC or something like that. They can use a different product, but it’s a completely different look than what most people are doing. Right, awesome. But now all of a sudden somebody wants a woodgrain finish on the floor, two completely different things. And so yeah, so we have trainings, we have workshops, either a day workshop, if it’s a smaller, easy to use product or like when we did our overlay class, that’s a three day class just coming in and teaching how to get a wood look and the staining and the texturing and the ceiling and everything. So. It’s a great opportunity. I mean, there’s pretty much endless now we’re starting to get into the walls, use a little bit finer texture now in the walls. Right. So we have wall accents. So wow.

I’ve seen some of that. Like at the world of concrete they were doing, I think it was Concrete Decor magazine was doing some things there last year.

Yep. Yeah. And so sure it was with them. And then the concrete sisters are out there kind of stamping a wall and carving a wall and everything like that. So awesome. It’s awesome. And so we just shot a video, our how to video and kind of how to use the micro tech and stain it and create kind of that 3D texture kind of plastered kind of a look. So again, it’s just another one of those things that offers a decorative product in the industry that some of our customers weren’t doing previously. Some chose still not to do it, but other people, if they pick it up again for us in the wintertime, cast and countertops, we’ve got a really big project going on in Austin, Texas, right now for cast in place countertops.

So is it is it like epoxy countertops or is it like more like what’s the casting.

In concrete? It’s all concrete.

I got you. Is it now is it indoors or outdoors?

This one’s indoors, but it can be indoors, too. Yeah. So this is an interior kitchen for a new custom house that’s being built. It’s one of our contractors is down there doing that, pouring that, standing at creating vanes. So you can do the metallic overlays or metallic countertops. That’s fine. But this is more cement based products, right? So we’re just casting integral colors, creating veins, or creating this kind of a natural look on that. And then you’re still dealing with the durability of of concrete, right? So they’re heavy, but they’re strong. And so we do a lot of also exterior fireplaces or bar tops, cooktops and stuff because again, up here in the north, when it’s shitty weather for most of the year, it’s not going to hurt anything.

Yeah, it’s like, so you guys don’t want to be outside? It’s like us right now, you know, it’s 110, one 115. And I think you have customers out here. It’s like, you know, it’s like our winner for you guys. Like it’s like, man, we don’t want to we’re just doing garage trying to stay in the shade. But, but it is definitely more challenging here in the summer than, you know it’s it’s similar for you guys is winter and I know there’s a lot of we’ve been getting a lot of requests for interior polish, concrete. It’s been nuts. We’re just like, you know, just commercial polish, concrete, interior, polish, concrete. So that’s been fun to to kind of like dip into some of those things. I really like your diversification of of a product line. Do you guys have equipment and all that stuff as well?

Yeah. So we’re distributors for living equipment, so an Husqvarna. So pretty much anything.

We look at Brian. Look at Brian from SG 72 degrees all year long, okay? Brian Yeah. All right.

Man, you’re spoiled out there. Brian So we’re distributors for Husqvarna, which I’ve seen culprits is everything that they have from a saw blade to everything in between. Hc and Husqvarna Grinders. That’s 26 is vacuums. Lavena Vacuums, right. So our grinders, all that, all that stuff for distributors, for Niagara equipment, right? So that opens up to all the pro equipment and everything like that and vacuums, pulse back. So Matobo, anything like that. So we don’t sell everything, but we’re pretty much a one stop shop for everything. Codes related, right? So somebody again started to get into the industry, not really sure what they want to do. We have packages from the 20 inch, 30 inch propane grinders all the way down to a chip brush kind of thing.

So do you guys do financing for those things as well?

For the grinders we do, yep. Yep. We have financing for grinders, stuff like that. And you can kind of loop in like a vacuum, the big type of stuff, but pretty much everything else you could finance it, but it’s small.

Yeah, yeah. That’s really cool. And then so on the on the, on the equipment side, do you guys have generators as well?

We do.

Not. Those are a tough one right there.

The generators are I dealt with that back at Citadel. Honestly, we used to sell like full trailers. I mean, we’d basically build out the trailer form and put everything from a chip brush to a generator to a grinder, diamonds in between. And it seemed like the one problem we had all the time with the damn generator is having a problem. And back then we were selling generac 17 fives. Great grinder generator, sure. But when there was a problem, that contractor would then call us and it really has nothing to do with us. So it’s kind of my experience is the one piece of equipment that I’ll let you buy on your own.

Yeah. I don’t blame you on those ones, man. Those, those. And they all work to death in our industry, that’s for sure. So. Yeah, yeah. Okay. Yeah. I love all of this, man. I think. I think what you’re doing is amazing. What else are you guys doing and what else are you guys up to? That that could be a value to to our industry.

Yeah. So that’s kind of where, where we’re going and that’s kind of where the valence supply side comes in. So basically the supply side is like more of the the distribution for other people’s products, right? So like Sure Creed and T.K. and Koval and stuff like that. And that’s where the expansion to Dallas is coming in, because with those products that we’re doing, we’re starting to sell and broaden our market to more people that either want to get into different style coatings, right? So I mean, we basically have a line that can coat anything type of aluminum or steel, right? So now we have metal style coatings, we have roof style coatings and we have foundation waterproofing and air barriers. And so we’re basically diversifying that line of products to whether a floor guy wants to just spend a little bit extra money in a pump and a trailer and kind of still go after that work. But then now we’re pretty much going after anybody. So a large scale commercial work. Dallas is growing huge. The whole self is growing huge. So it’s commercial work. And when they’re spraying these buildings, they’re using anything from commercial waterproof or an air barrier, caulking, sealants, tapes, everything like that.

And so that’s kind of where the supply side is in the different locations and comes in. Now underneath that, obviously we have all the sealers, right? So now we’re starting to sell a lot more paver sealer, stamp, concrete sealers, real modification products, everything like that. And that’s a good product line to pick up for just a regular decorative guy. So we’re going to upsell. So for sale on a flat floor of the garage, they don’t want to flake on the patio. We’re offering three different four different options for sealers and stuff like that. It’s a little bit lower cost, but we’re changing the we’re still having a value add on to that. So, you know, at the end of the day, our business is is flat core systems kind of one day system to the core. But when you offer products that can be paver sealers to decorative stamp sealers, resellers and everything in between, they’re adding more value there. Their bottom line. At the end of the day, instead of selling a 5000 yard floor, they’re selling a 6000 foot patio altogether and the same close. So now we’re adding value that way.

Yeah, that’s awesome. I really like that. That whole concept. I know there’s, there’s obviously like a lot of people doing garage cabinets or there’s a lot of like upsell opportunities and I think with with down economies too, that’s an amazing opportunity to provide more value and really extend, I guess, the ability to fulfill on a on a customer. I want to I want to dig in a little bit more into the two man dance. Like, is there any like strategies that you could share for, for anyone? Obviously, you’ve got some very specific strategies that are going to be in your trainings, but just from high level, like, is there anything that you can share that could help our listeners here just be more productive and get get ahead of the game, like maybe getting prepared to hire you or something like that.

Sure. Well, I mean, the two man dance is obviously based around efficiency and it’s literally just to man. There’s nothing wrong with having a third or fourth guy on the job site. But at the end of the day, if we’re trying to try to maximize profits and streamline our efficiency and lower our labor cost, and for us in one day system should be done with two people. So when we look at that, right, so then we start looking at, hey, what’s the maximum amount of square footage can two people get done in a day?

And we’re talking about the big one. That’s a discussion right there.

I was like, Hey, how much square footage can you get done in a day? Well, I probably work a lot faster than somebody else does. And more importantly, the two man dance is based on how well two people work together. Right? Because at the end of the day, if two people come together, that might be efficient encoding but don’t gel and work together, we still aren’t efficient. Right? So the whole thing kind of stemmed for when I was working with another guy. We just knew exactly what needed to be happened next. And more importantly, excuse me, you know, the system or you know the process so well that you can leapfrog that next person without having to stop, talk or do anything like that. And so we try to eliminate the dead spots within the floors, right? So if if this product is carrying, I can do this. If this person is vacuuming, I can do this. And we break it down with a person, a person B and a crew lead and then an assistant. We break it all the way down from the very beginning. So how are they physically pulling up to the job site? Who talks in the homeowner while this is pulling out equipment and we just try to maximize the efficiency so we’re not losing any quality of our installation, we’re not rushing to get the job done. But if we can eliminate 15 to 30 minutes a day with two guys, make an X amount of dollars, that adds up over the course of a week, a month, in a year.

And as a business owner, that’s a big deal. And so and that comes with time. And so you’re never going to get two guys that’s right out of the box that are fresh in the code and they’re going to work well together. So we always tell people, hey, once you find a couple of good guys, again, I’m a production guy, so I say Pay them what they’re worth, right? Give me that. The end of the day, if you don’t have your production guys putting down good quality work, you either have callbacks or you’re having crappy work. It doesn’t matter how many sales you bring in, right? So that a lot of people don’t look at the production guys as that important, but they’re extremely important. So when you pay them what they’re worth and you keep them around, it’s just going to make your job busier because, you know, as an as an owner, you bring on a new installer. It’s going to take three, six months before they’re really starting to become efficient and fast with within the system. And when you find two people that work well together, keep them together, a lot of people will break up that team to go start another team. Nothing wrong with that. Bring on a third person, but still then bring on a fourth and keep those two guys together because now you have two teams of two that are being a lot more efficient than a broken up pair.

How so? If if you have two guys that are gelling well together, how many square feet do you think they could handle? Like if it’s like, let’s say flake floor can be patio garage, driveway, whatever, like let’s say it’s not horrible conditions. Like, what do you think is like a, like a doable number?

Yeah. So I break it down in about 1000 square feet. Right. So I would just say 1000 square feet or less is probably doable in a day minus repairs. Right. So we don’t do driveways up here, but to say a garage, it’s got a lot of repairs implemented in the whole thing. And then that’s going to prolong if it’s a 1000 square foot job, that might be a third guy or a second day. But let’s just say perfect world scenario. I typically say to people should be able to complete 1000 square feet or less in one day. And then typically, if it’s going to be a complex job or 1000 or more, I tell everybody, bring on a third person. Either if they’re just mixing, running, whatever that is, you can still get that job done in a day.

Like a floater or something, because I know for us we have three crews, but as a floater. And so our concept was okay, every, every, every two crews we should have a floater, you know, to like float around and to help out with a larger job or things like that. And so it sounds like that’s something that you believe in to like.

Yeah, yeah, absolutely. And it’s almost like depends upon what they do in their business and where your growth is in your business. We almost refer to them as like an operations manager, basically, right? So your operations guy could do anything at any given time minus physically probably run the company. Right. But he should be able to be efficient. Probably a guy who started off as an installer that you promoted into either sales or operations. But if you need to get him to run a sales call, he can if you need to go jump out on 2000 square feet, he can. And he’s going to be running the day to day operations, but he’s also more efficient in installing as well. So instead of just having an installer as a floater, that bounces around because you might have three jobs a day that are all 500 square feet and that guy is just there on another job. But once you get to a point of hiring, say, an operations guy who can do any one of those tasks at any given day, and when you build your schedule out, you know exactly where that guy is going to be on every day.

What are your thoughts on? Multiple crews on larger jobs. Like, is that something that you think is important? The reason why I ask is because when we started out, we put like just didn’t, I guess just not knowing but like 3000 square feet and like if you got three crews, put all the crews on there or like how do you look at larger jobs like that?

Yeah, well, it all breaks it down to obviously how big it is, what system I’m putting down, and then what the rest of my schedule looks like. So if I can schedule a job, it’s 3000 square feet and I got my three crews. Do I need to schedule all three crews for those two or three days? And I personally wouldn’t. I might put two crews on there, but I’m still keeping my third crew, knocking out garages or whatever it is. And God forbid something happens and maybe it’s a long day, then you can pull that third crew into it. And so I kind of leave at least my schedule one crew doing the same because chances are if you got six guys installing, I hate to say it, but probably you’re going to have some guys that are better than others. Right. And it’s just the way it is. And you’re going to probably put your best guys on your higher paying jobs. And so if you have to bring them in, that’s fine. But you need to traditionally put multiple crews on a job site, but still keep depending upon how you have other crews running your business, just like usual, but have them accessible to help out when needed. And then when I look at commercial jobs, too, I look at like, how many mobilizations do I need? So if it’s 3000 square feet and I can knock that out in two days with two crews, beautiful.

If it’s 20,000 square feet and they’re only given me 10,000 feet at a time this three days, and then I have to come back in a month and do my other 10,000 square feet. How am I actually juggling that? And how many crews am I putting to knock out that 10,000 square feet within efficiency? Because at that point, you might have to get all three guys on it because return to service, right? So if it’s a commercial building that they’ve got to turn and flip and get back on to it, you only get in two days, you damn well need all hands on deck. But if they’re giving you a little bit of flexibility, let those guys that are good at garages stay there and then put your high end guys on your job. You’re still going to get the same amount done, but you’re still knocking out that garage floor because again, if you’re collecting a check at the end of every garage floor, that’s that’s money coming in. You might not collect on that commercial job for 1 to 3 days, maybe a week or two a month. Who knows?

Yeah, it’s so smart, man. This is one of the biggest things I’ve had to, like, come to realize, too, is like the production side. Hey, I can run an agency, I can run it, you know, website development, you know, different things. But I’ve had to learn a lot and I and I’m nowhere near where I know where, where we should be. And so, but. My policy was thinking, okay, if it’s more than 500 square feet to Cruz, you know, does that sound dumb or is that sound?

Update It’s your business model, right? And so then it’s a matter of. If they can get it done efficiently. Right. Because think about your labor costs. That’s the most important thing. So if you have four guys wrapped up at X amount of dollars, what’s your labor cost in that? So that that goes right to your bottom line. So you might know what your product cost is now your labor cost is and you only sold it at X amount. You got to figure out where your bottom line is. If you want to make a 40%, 50%, whatever your profit margin is you’re trying to make, the more guys you put on that job that’s going to slowly come out. And then what is your schedule look like? Do you have so many jobs you need other people funneling or are you an owner operator one or two guys where you booked off a whole week for 5000 feet or whatever that is. And so I just kind of judge, Hey, where do my crews need to be? Where does my business need to go to keep operating as smooth as possible while incorporating a larger job?

Yeah, that makes a lot of sense right there, man. This is this is some good information. Hey, if you are listening live, if you could just type in comments, hashtag live. And then if you are catching the replay type in hashtag replay. Also, if you could like the post that you guys see and share it as well so we can reach more people, we can elevate this industry together. This information right here is is in my opinion, absolute gold. And if and if you’re struggling at all with production efficiency, whether it’s product or whatever it may be, reach out to Pete. He’s going to help you out. His team is going to help you out. They’re ready to help you out right now. And not just in selling product, but really the like the overall concept of of the business. Anything you also anything else you want to add on the production side from from the command dance? Like just any value there.

Yeah. I mean. It doesn’t matter like who you are within the thing, right? Because obviously if you’re a person, be right. So if I say person is lead, person needs to be. Well, at the end of the day, your person A can’t just be a lead. He needs to be a leader. He needs to actually lead person, be more importantly educated person, be so person be can be equal or superior to person. A So we tell everybody just because you might be A or B or whatever it is, it doesn’t matter who you are in your team. You both need to be leaders. And that’s the biggest thing coming from no matter who you are within your company. I think education is key. I think it’s one of the things that this industry needs more of. It’s education. So if I can lead from, say, my point of view from a CEO and then that goes all the way down to person, a leading my crew one, well, that needs to then lead through everything because again, if you run three crews, you got six installers. Chances are you probably got one guy who might be just at least, at least a little bit above the rest, right? Yeah. So then why is he not saying you, but why is he not sharing all that information back to these guys? Right. Because you want six even guys, that’s what you want.

And then that just shares and spreads the word. And so. If we’re not leading on a job site and not learning every single day, then we’re not we’re not growing. And I tell everybody in this industry, if you’re just doing flake floors, it’s wash, rinse and repeat everything that every single day, the only thing that changes is the size of the floor and the scenery. And when you get efficient like that, that’s when your your labor costs are going to dramatically come down. Instead of doing a ten hour floor or doing an eight hour an hour or maybe doing a seven hour or whatever that is. And as an owner, that’s going to add up dramatically for your guys. And today we did some math, I think forgot exactly what it was. But if you got more efficient, right, if two guys got efficient where they cut out an hour a day and you say that it’s like a 40 to 50000 labor savings, what what would that do that just paid for your salary for your next guy, right? So that one being efficiently just automatically gave you so much more profit to add your certain guy. So when you can be efficient with that, you’re not wasting product and doing all that, you automatically just grew your company to two crews just by getting your first to that much more efficient.

Yeah, it’s incredible. And, you know, it really allows you to, you know, those savings you could just put towards that next crew, like you said, you know, grow the company. And so it’s almost like I mean, like I’m I’m feeling a conviction. It’s actually our duty to do this because, you know, you can’t grow your company without doing this.

I’m huge into that. So I’m huge in giving back. You can talk to any one of my customers. I mean, I’m huge and giving back to them and more importantly, my company. Like, I don’t take money. I don’t I don’t try to grow the company. I don’t try to grow myself. I try to give everything back into this company because at the end of the day, the the larger or the more that my value, my company grows, the more value everybody else company grow. So I agree. So you as a an owner of an installation company, the value or what your duty is. Yeah. To give back to your installers once they can have a good life. At the end of the day, you want all your employees to have the best life possible. Yeah, we provide jobs, right? I want to provide as many jobs as I physically can. So if I can take an extra 50 grand because that’s my profit from my first two guys being successful, I’m not going to put it my pocket. I’m not buying a car and I’m taking a trip. I reinvested that back into a truck, a trailer, a piece of equipment, whatever that is, to make those guys more efficient. Or more importantly, I’m investing into two more jobs because yeah, those two jobs, guess what it’s going to do. It’s going to also bring in you another 50 grand. Right. And the third and third. And it depends upon how big or fast you want to grow, but if you invest back in your company, it only comes back to you tenfold, I think.

I think a lot of times companies, whether it’s in concrete coatings or painting, but it’s and you know, I learned this from Tommy to one of my mentors. Tommy is I think most companies, you know, the owners or the leadership team take the profits and usually try to invest all of that into marketing or into sales or keep it for themselves. Like you said, they’re buying cars and doing whatever. Right. And you don’t see a lot of people investing into production. You know, it’s it’s usually the last thing people invest into. And I saw what Tommy everything’s into training. I mean, it’s just insane. He’s got seven corporate trainers and he’s got a brand new multimillion dollar training facility that he put in place. And and, you know, obviously, they probably spend a lot of money into marketing, things like that, of course. But like, I mean, I could probably ask Tommy here, but like, I bet you they they spend more money into training team members. The best product, the best equipment. They’re always optimizing for that. And it’s it’s it’s a reflection of their company now because their technicians and their and their installers and everything are, are so well taken care of and then the customers are taking care of and the customers pay the bills, you know. And so it’s just this circle.

Yeah, well I tell everybody to like if you got extra profits or if you want to maximize your profits for your company, you need to reinvest. So it might be the difference in the difference in buying a 15,000 grand versus a $30,000 grinder. Right. Or buying a 16 inch grinder versus a 30 inch grinder. Yeah. You initially are going to save money by buying something smaller and more importantly, but mixing, you know, you can do a larger job or whatever it is that bigger grinder is going to get you done that much faster. So not everybody can afford the best equipment or whatever it is, that’s fine. But as you grow and get money, reinvest into equipment that are going to make your guys that much more productive and make their job easier. So if another day, if your guys are pissed off working eight, 10 hours because their grinder didn’t work or diamonds and cut whatever it is, they sure as hell aren’t going to show up Monday through Friday every single week, giving you the same service that they should. And then they’re cutting corners on the homeowner and then they’re just pissed off. So the training, like you said, with Tommy training, with Training Center and all that, that’s huge. And I think that goes from everybody in Stance because I know you do a lot of training, personal development stuff. I do a lot of that. I’m part of a lot of coaching groups and give back and listen to people that are way smarter than I am because I need to be better as a person, as a leader. And I think that goes for every single customer. And unfortunately, I think. Some people don’t look at their production staff the way they should invest in them in the way they should, because if they’re not giving back to them, you’d be surprised how much that production crew actually gives back to you.

Yeah, there’s something fun that we do. We’re going on on the 18th for production. And I actually took them to the to these to a speedway and I actually won first place. You can see the one there. And this is for all my guys. So hopefully they’re watching and they and they and they know that I’m on the winner right now of the race.

But they’re coming for you.

The other hunting for.

Me.

On the 13th. We’re going to Topgolf. And I got to tell you. There are our technicians are the most excited about doing things like that, you know, and versus the sales guys you think the sales guys are, you know, would be more excited about that stuff, right? But the technicians love the idea around, you know, being a part of a team and going out and doing fun things and working together. They’re the most excited about it. And, you know, I love this this concept of investing into, oh, I think I got one of my team members here who is I got last both times. Who is the who is this?

Somebody had to. Somebody had to ask last time.

So I guess tuning in that’s awesome is probably one of our our techs or something like that. I’m not sure it’s my little brother. Oh, it’s Caleb. Okay. Caleb, he’s. He’s the senior project manager at Service Legends, so. Yeah, Caleb did lose. But, Caleb, you’re still a legend to me, bro.

So, you know.

But, you know, just the concept standpoint of investing into into your production is not just training, it’s not just equipment. It’s also that that the culture, you know, and I know you’re a big culture guy as well. Could you speak to that a little bit about how can companies like Cardinal companies similar to Cardinal really build an amazing culture in the production department?

Yeah, I think culture is probably one of the biggest things and almost number one, what you need in your thing. Because if you have a shitty culture, if you don’t build a positive culture with everybody inside and nobody wants to work there, right? So I hear a lot of people say that they’re having a hard time find a worker. Doesn’t matter if it’s sales guys or production guys, whatever it is. I can probably show a list of 15 guys right now that want to work for me at any given time. Why? Because we’re a positive company. We build a very positive culture. Can’t see it now. You probably. People have probably seen it in my pictures or anybody that’s been here. I have my core values painted right on my wall. It’s in my training center. You walk in my office, you can’t miss it. And that’s it is bad ass.

I’ve seen it.

Yeah. I mean, it’s what we live by honesty, integrity, passion and innovation. And so when we build everything we do around our core values, then we build a culture. It’s a fun place to work at. We’re innovative. We’re trying to be as cutting edge as we can, and more importantly, we’re helping. My big thing is giving back. I want to give as much as I can from a best product to information back to my customers so I can literally build a brand in everything around culture. I personally believe that it doesn’t matter who you are within your company. If you’re the CEO to a sales guy, to you’re the production guy, a warehouse guy, we bring in every one of our employees and we have the same exact meeting. I don’t have a production meeting. I don’t have an executive meeting unless I absolutely have to. I have a meeting and everybody is on the same page. It doesn’t matter if we’re talking about sales, what it is for, hey, what do we need to reach goals, production, whatever that is, and if it’s a shipping error or something like that, guess what? We’re all as a team. So we’re building a company culture that everybody’s together. I’m not better than anyone on my team members or anything like that. We have our meetings on Monday. Today it happened to be today. We had a meeting this morning.

Everybody sat at the table. Everybody listened to what every thing we had to talk about. And so everybody was part of that team and everybody does every single part of their job based around those core values, like those are the company’s core values. And then I have my personal you have your personal stuff like that. But if we’re not operating underneath those core values, you won’t be a part of the team. And when everybody’s on the same page and we have that culture, then everybody wants to show up to work. We’re excited to do the job. It doesn’t matter. Trust me, as a business owner, you’re kicked in the ass a fair amount of times. But guess what? You just figure it out. And I can go to any one of my team members and they’re going to try to help pick me up or vice versa. So I’m a huge guy on culture. I mean, I think that’s huge and it starts from the top, it starts from us and you walk in, we’re positive every day and we’re leading every day. And if we’re not leading from the front, everybody below us. And I think it’s a huge thing that our employees are a direct reflection on how we are. And if we come in pissed off and crabby, guess what? They’re going to be the same exact way.

God, it’s so true. And I was I was telling John, our office manager and our and our production manager, Darren, that, you know, I noticed, too, like when our techs get in from the day and we’re in here working, right? We’re an AC and even though we have hard days and we’re just as busy and things like that, we’re in here and we’re working and the guys come in, you know, in the afternoon, they’re finished up, they’re dog tired, it’s hot there. They’re just wanting to get home. They’re thirsty, whatever it is, they’re hungry, whatever it is. Right. And when they get back here, it’s like, you know, it’s our duty to be like, hey, what’s going on, guys? Knox, man, how was, you know, and versus being like, hey, hey, how’s it going? And it just brings that morale down. And I feel like our production, they’re out there fulfilling our promises, like we’re selling. We’re going to be amazing. We’re going to show up on time. We’re going to do this X, Y and Z. And they go out there and they’re fulfilling those promises. And when they come back and back in here into the office, like it’s our duty, you know, to serve them as they get back because, you know, the thirsty. So it’s like, hey, make sure there’s waters, they’re cold, you know, make sure they’re snacks for them when they get back. Make sure, you know, that there’s parking. Just, you know, I think it’s so important to really serve the people that are actually fulfilling on the work. And I’m not saying that they’re more important than salespeople. Everyone is important like you’re saying, you know, but there’s just something special about people that are out there busting their tail, fulfilling on our promises. And they they really deserve our utmost respect.

And I mean, that’s awesome. I love what you’re doing for the guys and stuff like that because again, they’re excited then to come back, right? It’s not just, Hey, where’s my check for the day? And more importantly, you’re not better than them, you’re relatable to them, you’re still part of them as a team. They’re not looking at you like you’re just sat in the office all day and didn’t do anything while you went and they went and made you money. That’s not that’s not how this works. Like everybody’s all together. And when you can greet them and create that environment, guess what? They’re going to show up Monday through Friday early, stay late and do what you ask them to do, because that’s in the day. There’s probably one or two times that you’re going to have to ask them to do something that they either didn’t want to do or go above and beyond.

Yeah, yeah, 100%. And that culture can really come through there. So super cool, man. So we’re at our time here a little bit here. I’m sure you got things to do, but is there anything that you want to leave our listeners with, just anything from your from your company, from you at all?

Yeah. Well, I mean, thanks again for having me on. Anybody’s listening at any point, whether you’re a customer of ours or not, don’t hesitate to reach out to me. I help. I wouldn’t say 100, but dozens of companies that don’t buy it. For me, it’s just whether it’s from technical support or consulting coaching, I do some business coaching and stuff like that as well, or I’m just connected enough within the industry that I can point you in the right direction. So I have enough connections within our industry that there’s really not much that we can’t do within this industry. So more importantly for me, I want to be a resource to give back to you. So again, as Brian said, I appreciate the feedback of how he works with us and everything like that. I want to be able to do that for everybody. My big thing is giving back and I’m a huge proponent for knowledge and I want to advocate for doing the right thing, being a good person and putting down the right system that’s best for the homeowner. So if there’s anybody that has any questions for that, that’s me. That’s who I am. That’s my company. That’s what we stand behind. So if you guys have anything to do with that, we are the ones.

It’s awesome, man. So reach out to Pete Facebook. You can DM him. If you need access to him, you can reach out to me and I can point you there. You can also go to Valence Coatings Dotcom and get in touch with him there and his team outside of that man. Thank you so much for being here and we’ll see you guys next week.

Sounds good. Thanks, guys.