All businesses evolve over the years. Changing the course of your firewood sales operation a number of times according to shifting markets and other factors is not only normal - it’s expected.
While the way we do business is constantly in flux, one thing always needed and always bought regardless of economy is firewood. Selling firewood stays the same but the processes by which you grow your team, expand your fleet, increase awareness and build your business will change.
Take a look at our advice for growing your firewood sales operation.
“Your company is only as good as your best employees.” Having a hard working team that also loves what they do, will translate into better customer relationships.
When it comes to expanding and adding more employees to your crews, always keep in mind that the best teams and bosses build on individual strengths. Don’t make someone operate a processor if they are better at splitting with an ax. Likewise don’t send an introvert, who enjoys time splitting alone in the woods, to find and make new sales. As your team grows, employees will tend to naturally find their roles if you let them. Then, almost always they’ll excel at what they do.
Some of the best ways to recruit new wood cutters and tree care employees are to reach out to high schools and technical schools, local workforce investment boards and your state department of labor. In building your team, make sure you offer opportunities for education and job growth. Certification and accreditation in trade skills from organizations like the Tree Care Industry Association will improve your capabilities and aid in educating your employees, your customers and yourself.
Whether you’re going from splitting by hand to checking out log splitters to investing in a processor, there’s a lot that can be done to grow your fleet of equipment. After your crews, changes in equipment can make the biggest impact in building your business.
Gradual expansion usually warrants taking a second look at your current fleet and adding better equipment as time goes on. Axes, chainsaws, and trucks come pretty standard. When your output and customer base starts to grow, consider adding things like a skid steer, kinetic log splitter, and in some large commercial cases, a processor.
Before you spend big bucks on a processor, make sure you have the market to support it. As an interim step, consider investing in smaller equipment that will impact your productivity. Adding a Split Second Log Splitter® to your lineup can help increase productivity, particularly in ‘typical’ down times like winter. It also gives you the ability to split and offer several different kinds of firewood.
According to Robert Roemer, who recently tested a Split Second, increased productivity is key to business growth.
Another option for additional revenue for wood cutters is to expand services beyond firewood sales. Everything from cleanup and tree trimming to tree removal and plowing bring opportunity for supplemental income, especially as firewood sales tend to be highly seasonal.
When expanding services, most business will come from residential clients but there is opportunity in these areas to take on commercial work as well.
Along with additional services, make sure your prices accurately reflect supply and demand in your area. When fossil fuel prices are up, demand for alternative, more affordable fuels go up and so goes the price - firewood is a good example.
After boosting your crews, equipment and services, there’s still work to do in spreading the word. You may be the best at what you do, but you still need some way to get your name out there, presenting your value to those who buy your services.
Marketing expenses can vary greatly, depending on time and materials. When deciding where to advertise, think about where your customers are. Most consumers today turn to the Internet when they want to research a product or choose a business - 90% of customers say buying decisions are influenced by online reviews and research prior to purchase.
This is why it is so crucial to always help educate your customers. In a recent article on TreeViews.com, ‘Tree Care Education Important To Success,’ tree care professional Tony Valenti talks about his philosophy of consistent customer education. “When bidding a tree care job, we know we are going to do it correctly and safely, supported by superior training and the best equipment. Since others can underbid us, we need to constantly educate the customer on the benefits of working with a well-established, TCIA-accredited business.”
Many people don’t know what it takes to do what you do or what firewood characteristics mean. Show them what a cord of wood stacked looks like; teach them that a true cord measures 4x4x8. Part of providing a top notch service is educating your customers on what value your business brings and usually, people respond positively to you taking a little time to teach them something.
