Fundbox: Would you say that the majority of your clients are construction and building industry clients?
TM: I would say the majority of them are. I do the occasional restaurant here and there. Manufacturing is big for us right now, too. With construction, I dive deep into segmentation, I think segmentation is key to success. Knowing your products and how they affect your clients gives you a competitive edge in our industry.
When I’m talking to customers, I’m not just trying to sell them. I want to understand how they’re making money, how the equipment’s going to work for them, what their invoicing process is like. Put me in your shoes so I can walk through the entire start-to-finish of your business. The better I know their business, the better I can align them with products that are going to help propel their business into the future.
Construction is a fun industry, and I like it because every company is different. No business is the same.
That’s what drives me out of the bed in the morning: learning all the different ways that people make money and how I may help them improve their business and improve their cash flow.
Fundbox: Would you say that’s your favorite part of the job?
TM: Problem-solving is the best part, absolutely. It’s rewarding when a customer comes to me through a vendor or a dealer and says, “I want to buy a dozer.” I start to ask them why they want the dozer. They say they need more money, and I say, “Okay, how do you get paid?” They say, “Well, I get paid net-30 and right now, we’re pushing net-60. If I get another dozer, I can make more money and get caught up.” I say, “Ah, you don’t really need a dozer, you need to solve your delay in accounts receivable. Let’s address this together and evaluate how these may affect your bottom line.”
Then once we have that conversation, if they’re willing to listen, the light bulb goes off for them: “Taylor really cares about our business. He’s solved a problem that I didn’t even see that was there and gave me the option of how to move forward and solve that hole.” I think that’s something that separates the average consultant, and allows us to stand out in our industry.