Yes, Glenn is the ultimate businessman but not in the cliché ways that may spring to mind. He is more of the businessman you read about running the most successful companies. Up to date on tech, mindful of his employee’s lives, and passionate about doing the best job for his clients.
Join me in this week’s #Business #Success Interview and find out how a company with a solid leader can operate in any environment and be successful, even without a physical office!
What three words best describe you?
They go hand-in-hand, but they are knowledgeable, hardworking, and honest.
What motivates you to succeed?
I enjoy working. I like succeeding and being good at what I do. Every morning when I go out to work my goal is to do it perfectly and figure out how to improve it.
[pullquote]Another good habit is being able to do quick conferencing on the spot with clients and employees[/pullquote]
What habits keep you successful?
I think what has really made me successful is to have everybody I hire treat each other in a Christian like business manner. It doesn’t matter if you are a Christian or not. It makes you act ethically and do things in a positive manner. That sets the tone for the entire company. Not only does it help them in business but it helps them personally. It makes our employees better people so when they come to work they can provide better service to the customer.
Another good habit is being able to do quick conferencing on the spot with clients and employees. That way I can handle anything that comes up in a quicker and more efficient manner.
How do you developed key Partnerships?
I’d say 80% of our customers are people we knew in the past, but I go out and knock on doors too. There’s so much that goes into being a good service tech they’re hard to find. You have to be a good service tech. You have to be smart and able to work with your hands.
There’s a need in our industry for quality commercial companies and there’s not enough of them out there.
What is one thing you find true that other people may disagree with?
Working remotely. Lot of people say it doesn’t work.
[pullquote]After that they gave us the service contract.[/pullquote]
How did you make your first sale?
I did some consulting work on a large unit being installed. When it broke down the trained commercial company couldn’t repair it. They figured since we put it in we could. I called a friend that had his own business, he came out and did the work. After that they gave us the service contract. We kept it for 6 years, until they closed.
What was the major turning point for your company where it became profitable?
We’ve been profitable since day one. I had companies in the past so I know the pitfalls. I knew the key to being profitable was not to take a paycheck immediately. I was able to put money back into the company. I stay profitable by paying for everything as I go. We don’t buy anything if we don’t have the money.
[pullquote]I don’t know that I’ve ever thought I wouldn’t be successful.[/pullquote]
How do you overcome the moments of doubt this stop most entrepreneurs from becoming successful?
I don’t know that I’ve ever thought I wouldn’t be successful. I’ve never had a doubt. You have to sit down write the pros and cons. See what is going to make you money, improve your quality of life and what is going to take time. After weighing all those things if you get the right answers you move forward, otherwise you don’t.
How do you identify business opportunities and how do you determine what is worth your time?
We’re looking for partners, we are not looking for people who want to cut everything out. So if it looks like a partnership that will work, we are committed.
How do you define success in business?
At the end of the day when everybody is happy; we know we’ve done a good job.
Have you achieved it with your company here?
By hiring good techs, giving them a fair price and responding to them everyday.
[pullquote]I feel if I am going to have someone compete with me I may as well have trained them myself.[/pullquote]
What do you most attribute your company’s success?
When it comes down to it, it has to be hard work. Hard work and having the right people trained to do the job. We train people to be the best in the field. I feel if I am going to have someone compete with me I may as well have trained them myself. That way they are good competition. Good competition is good for me and for our customers. It keeps us on our toes and helps maintain industry standards.
What would you say are 3 to 5 key elements to running a successful business?
There’s a lot more than that. You have to do everything right in a specific order. When a call comes in you have to treat it properly and get a guy out there in a timely fashion. There is a flowchart that has to be followed. Everyone has to do their part otherwise it becomes a bottleneck and no one gets paid. I make everyone understand the importance of that flow. They know it doesn’t just affect me; it affects the whole company.
What do you think contributes the most to a company’s long-term success?
Long-term customers and long-term employees. They go hand-in-hand. Once the employees get to know the customer and the customer gets to know the employees it forms a trust. That is a key element to having customers and companies stay around for a long time. Keeping everyone connected by communicating consistently with email and conferencing has helped greatly with that success.
How important of your employees been to your success?
Extremely important; without employees we are not successful. That’s the bottom line.
How do you find people to bring on his employees that care for the organization the way you do?
We go to tech schools and hire young guys to get them started in the business. The longer we are in business and more people see our trucks around the more legitimate we become. That makes it easier to get people to want to work for us. They learn you are a good company and believe in you as a company.
[pullquote]You have to understand your employees so you can motivate them.[/pullquote]
How do you motivate employees to stay with you company?
You have to understand your employees so you can motivate them. Some are motivated with money, others with compliments or time spent together. You have to show your employees you appreciate them. Just by listening to what they have to say you can gain knowledge of what is needed to keep that employee happy. At the end of the day you want them to go home happy and if a pat on the back makes that possible that is what I do.
How do you go about marketing your company?
We don’t do much marketing, we don’t have to right now.
What’s your company growth been light for the past year?
We’ve increased about 20% each year. The only thing that’s holding us back is getting enough employees. We’re trying not to go too fast.
What do you think is responsible for this rate of growth?
The need that’s out there. There is just such a need for what we do right now.
What is been your most effective method for acquiring new clients?
By staying with one customer and maintaining a connection to them. As they buy and sell we are able to grow. We have the inside knowledge, so we know when to approach a new owner. By being already established we can maintain those former contracts.
[pullquote]It’s not really the mistake, it’s how you deal with it.[/pullquote]
What has been your biggest business mistake?
I’ve made them all and they’re all bad. It’s not really the mistake, it’s how you deal with it. Doing all the right things before making a mistake is key. That way when it happens it is less likely to cause a major problem. One of my bosses taught me, you are going to make mistakes. The real problem comes from making them again. So don’t make the same mistake twice. I will remember that for the rest of my life.
What has been your biggest business success and how did you contribute to it?
Everything we do contributes to the success. I guess I would say do everything as right as we possibly can every day. But nothing really sticks out that’s changed me. Maybe listening to my wife because she said I needed to slow down.
What is something you want people to know about your company that they don’t already?
That we are looking after their best interests. I don’t know if they appreciate that or even know. We spend a lot of time talking about their projects: how to move forward and save them money. Customers don’t see how much we are in it for them.
If you could travel back to the first day of this company and have 15 minutes with your self what advice would you want to give?
That’s a very difficult question to answer. There are so many times I could say I should have done this or I should have done that. Any one of those things may never happen again, so giving advice on it would be pointless.
I appreciate Glenn taking the time to speak with me and learned a lot from him. I have come to learn that his approach is very unique and I believe it is what truly sets his company apart. For more information on Air Alliance please visit their website http://www.airalliance-llc.com/.