you almost always make profit working with and which ones you frequently lose money work- ing for. This is simple and easy to figure out, and you can prob- ably name the good customers off the top of your head. All you need to do now is stop working for those that cost you money on every job. Analyze your approach to busi- ness and see if you are scattering your resources or homing in with laser-like focus. If you scatter your resources aiming at everything that moves, you will sell less and efficiency in your organization will only be a dream. The more focused you can be in directing your job procurement efforts, the more efficient and effective the results, with a higher return on investment. The goal is to know your strengths as much as possible and put your- self in position to capitalize on them more frequently. This requires some analysis and study of where you have been in the last year or two so that you can chart a course toward higher profitability, team morale and success. This is a trait of “Best in Class” contractors. My goal is to help every NTCA mem- ber raise the bar in professional- ism, craftsmanship and integrity to become more successful. Keep on tiling! Martin Howard, NTCA President Committee member, ANSI A108 mhoward@davidallen.com PRESIDENT'S LETTER ––––––––––––––––––––––––––––––––––––––––––––––––– 20 TileLetter | April 2018