Whole Foods

Taking Your Business
to the Next Level
You are walking in the mall one day and notice a beautiful concrete floor in a national retail store. You think, "I could do that." But how do you get those accounts? How do you expand your service area?

Why you should, and when
You already have the expertise in decorative concrete. You have many projects in your local area that people always comment on. You have even received inquiries from a large retail chain that is opening a location in your area. You have many projects on your schedule for the next few months, but they are on the small side.

Decorative concrete is a growing trend all across the country. From retail to restaurants to homes, it is more in demand. How can you tap into this exciting trend?

Samaritan Medical Building, Los Angeles

Research your target audience. Are they general contractors, architects or designers? Who makes the ultimate decision regarding who does the work? It has been my experience that unless a particular decorative concrete contractor has been requested by either the owner or the architect, the general contractor makes the decision.

Try to find the top 100 general contractors in the country. These are usually the ones with larger national clients. Send them information on your company. Call and speak with the head estimator. Getting your name out there is the biggest step.

Ready, willing and able
All your hard work has paid off. A national retail chain is opening 14 stores in the next 12 months and they want all their floors to look the same. They want you to do them. The new stores are spread out across the country. You think, “This is what I have been waiting for!” But are you ready?

You have landed that big account. Now, logistically, how do you do this job? You could use all your own employees. They are experienced, and they can get the job done. But one has a new baby and can’t leave home, and another is afraid to fly. This certainly puts a damper on your excitement.

You could call a supply house in the area near the new project and get some recommendations on help. Most supply house reps know their customers and what they do. An employment services company is another good alternative. They can match you with skilled or unskilled labor to help out.