• Sign In
  • Create Account
  • Sign Out
  • My Account
  • NEWS
  • PRODUCTS
  • CONTRACTORS
  • ENGINEERS
  • RADIANT & HYDRONICS
  • INSIGHTS
  • MEDIA
  • RESOURCES
  • EMAGAZINE
  • SIGN UP!
cart
facebook instagram twitter linkedin youtube
  • CONTRACTORS
  • BATH & KITCHEN PRO
  • BUSINESS MANAGEMENT
  • HIGH EFFICIENCY HOMES
  • TECHNOLOGY
  • WATER TREATMENT
  • PMC COLUMNS
  • PMC COLUMNS
  • Dave Yates: Contractor’s Corner
  • John Siegenthaler: Hydronics Workshop
  • Kenny Chapman: The Blue Collar Coach
  • Matt Michel: Service Plumbing Pros
  • Scott Secor: Heating Perceptions
  • ENGINEERS
  • CONTINUING EDUCATION
  • DECARBONIZATION | ELECTRIFICATION
  • FIRE PROTECTION
  • GEOTHERMAL | SOLAR THERMAL
  • PIPING | PLUMBING | PVF
  • PME COLUMNS
  • PME COLUMNS
  • Christoph Lohr: Strategic Plumbing Insights
  • David Dexter: Plumbing Talking Points
  • James Dipping: Engineer Viewpoints
  • John Seigenthaler: Renewable Heating Design
  • Lowell Manalo: Plumbing Essentials
  • Misty Guard: Guard on Compliance
  • RADIANT & HYDRONICS
  • RADIANT COMFORT REPORT
  • THE GLITCH & THE FIX
  • INSIGHTS
  • CODES
  • GREEN PLUMBING & MECHANICAL
  • PROJECT PROFILES
  • COLUMNS
  • SPONSOR INSIGHTS
  • COLUMNS
  • Codes Corner
  • Natalie Forster: Editorial Opinion
  • Guest Editorial
  • MEDIA
  • PODCASTS
  • VIDEOS
  • WEBINARS
  • RESOURCES
  • INDUSTRY CALENDAR
  • DIRECTORIES
  • EBOOKS
  • PM BOOKSTORE
  • CE CENTER
  • MARKET RESEARCH
  • CLASSIFIEDS
  • EMAGAZINE
  • EMAGAZINE
  • ARCHIVE ISSUES
  • CONTACT
  • ADVERTISE
  • PME EMAGAZINE ARCHIVES
search
cart
facebook instagram twitter linkedin youtube
  • Sign In
  • Create Account
  • Sign Out
  • My Account
  • NEWS
  • PRODUCTS
  • CONTRACTORS
    • BATH & KITCHEN PRO
    • BUSINESS MANAGEMENT
    • HIGH EFFICIENCY HOMES
    • TECHNOLOGY
    • WATER TREATMENT
    • PMC COLUMNS
      • Dave Yates: Contractor’s Corner
      • John Siegenthaler: Hydronics Workshop
      • Kenny Chapman: The Blue Collar Coach
      • Matt Michel: Service Plumbing Pros
      • Scott Secor: Heating Perceptions
  • ENGINEERS
    • CONTINUING EDUCATION
    • DECARBONIZATION | ELECTRIFICATION
    • FIRE PROTECTION
    • GEOTHERMAL | SOLAR THERMAL
    • PIPING | PLUMBING | PVF
    • PME COLUMNS
      • Christoph Lohr: Strategic Plumbing Insights
      • David Dexter: Plumbing Talking Points
      • James Dipping: Engineer Viewpoints
      • John Seigenthaler: Renewable Heating Design
      • Lowell Manalo: Plumbing Essentials
      • Misty Guard: Guard on Compliance
  • RADIANT & HYDRONICS
    • RADIANT COMFORT REPORT
    • THE GLITCH & THE FIX
  • INSIGHTS
    • CODES
    • GREEN PLUMBING & MECHANICAL
    • PROJECT PROFILES
    • COLUMNS
      • Codes Corner
      • Natalie Forster: Editorial Opinion
      • Guest Editorial
    • SPONSOR INSIGHTS
  • MEDIA
    • PODCASTS
    • VIDEOS
    • WEBINARS
  • RESOURCES
    • INDUSTRY CALENDAR
    • DIRECTORIES
    • EBOOKS
    • PM BOOKSTORE
    • CE CENTER
    • MARKET RESEARCH
    • CLASSIFIEDS
  • EMAGAZINE
    • EMAGAZINE
    • ARCHIVE ISSUES
    • CONTACT
    • ADVERTISE
    • PME EMAGAZINE ARCHIVES
  • SIGN UP!
Columns

1,000 Reasons To Keep On Going

By Frank Blau
June 16, 2000
The seminar series sponsored by Gerber Plumbing Fixtures Corp. has reached a major milestone.

It gets harder and harder schlepping this old body through airports, along with the 50 pounds or so of handout materials and other luggage I typically bring with me. Only one thing keeps me going on the seminar circuit - the fabulous responses I've received from you, my beloved audience, and Gerber Plumbing Fixtures Corp., my equally beloved sponsor.

I have been in partnership with Gerber for four years now. We recently passed a notable milestone, that of reaching more than 1,000 contractors with my "Business of Contracting" message of professional service with pricing to match. The tally looks like this.

If you're wondering about the large boost in average attendance for 1999, it's a statistical artifact. In the early years of the program, we put on seminars for very sparse audiences, fewer than 10 persons in some cases. This naturally dragged down the average attendance. Lately, we have taken the more sensible route of canceling scheduled programs where registration lags.

Nonetheless, I am grateful to each and every one of you who have shown up - some of you more than once. I am especially grateful to those of you who have overcome your fears and "taken the medicine" to run your companies with pride and professionalism. I wish I could say this has been the case with all 1,078 attendees, but I know it's not. Probably no more than 10 percent of those attending my seminars have gone all out with the program I recommend, although larger numbers have adopted portions of my teaching.

More than a few have walked away shaking their heads saying, "This will never work in my market." Those who have had the courage to try, found out they were wrong. Others, I hope, will come around eventually. Some of those who repeat the course, I suspect, are searching less for knowledge than the courage to implement the program.

Kudos To Gerber

Special recognition is due to Gerber, and especially to Ila Lewis, Ron Grabski and Sue Beer for their tireless administrative work in support of my efforts. As you all know, part of my business message boils down to "support those who support you." No sense getting mad at all of the companies that sell direct to the home centers. The best way to get even with them is to give your business to the few remaining companies that sell solely through trade channels.

Gerber is one of those sticklers for industry tradition. This is a company that's been around since 1932, and has remained loyal to the plumbing contractor ever since. It is one of the few independent companies of any size left in the plumbing industry. Most important, it sells strictly through plumbing wholesalers.

Board chairperson Harriet Gerber-Lewis, daughter of founder Max Gerber, once said "Before my father passed away, I made a promise to him that I would continue to grow this company, and that I would do it in a fashion that he would support. Sticking by the trade has worked well for a long time, and we see no reason to believe it's any different now."

That attitude permeates through the entire company ranks, right down to the reps in the field. I respected Gerber as a company and was a loyal customer of theirs long before we teamed up on the seminar circuit. Now that I've gotten to know Gerber better as individuals and fellow plumbing professionals, it has grown even more in my eyes.

I should also make mention of my previous co-sponsors, Wolverine Brass and Bradford White, which co-sponsored me for several years in conjunction with Business News Publishing Co. (BNP) prior to my hooking up with Gerber. BNP eliminated its seminar division while Wolverine and Bradford White made business decisions to withdraw sponsorship, which I respect. These are other companies that have remained loyal to the trade, and employ many people whom I am happy to count among my friends.

Energized

Although the travel gets grueling, I love putting on my seminars. They energize me, and put me in touch with old friends and new ones from around the country. As enjoyable as this is, it is also a sad experience in some ways, because I see close up how behind the times many of the hard-working contractors in our field are.

As many of you know, I begin every seminar with a simple exercise in arithmetic asking the audience to calculate a correct selling price based on certain variables. I've been using the same problem ever since I began teaching in the mid-1980s, as follows:

    Material & Labor Direct Cost = $1,000

    Overhead Percentage = 15%

    Net Profit Desired = 10%

Go ahead and try to figure it out yourself. (Hint: if you come up with $1,250, the most common answer, you're wrong!)

Sadly, only about 10 percent of any given audience is able to come up with the correct answer - and some of them were at previous seminars. This despite the fact that I have solved this problem in print numerous times over the years. Too many contractors either fail to read this magazine, or fail to retain what they've read. That's a shame.

But I don't want to dwell on the negatives. On the whole, teaching has been one of the most positive experiences in my life. I am long past the point where I need to do it for the money. What motivates me is the chance to make a contribution to this wonderful profession of ours, but which has treated me better than it has most of you.

Between my Gerber seminars and the previous ones, I have taught the Blau methodology to upwards of 2,000 contractors in this industry. At least a few hundred of them have learned and implemented my techniques, enriching themselves, their families and employees along the way. I am proud to leave that as a legacy.

But I'm not done yet. As the poet Robert Frost once wrote, "I have miles to go before I sleep." Gerber and I will be going around the country with a new seminar series this fall. Keep your eyes peeled for announcements.

Share This Story

Looking for a reprint of this article?
From high-res PDFs to custom plaques, order your copy today!

Frank Blau can be reached at Frank J. Blau Jr. & Associates, 12221 W. Fairview, Milwaukee, WI 53226. 1-800-FLAT RATE. Fax: 414/258-3307. Web site: www.blauplumbing.com

Recommended Content

JOIN TODAY
to unlock your recommendations.

Already have an account? Sign In

  • Worker using the Milwaukee Tool SWITCH PACK drain cleaner

    Pipeline profits: Drain cleaning, pipe inspection create opportunities

    Drain cleaning and inspection services offer lucrative...
    Green Plumbing and Mechanical
    By: Nicole Krawcke
  • Uponor employee, Arturo Moreno

    The reinvestment in American manufacturing and training

    Plumbing & Mechanical Chief Editor Nicole Krawcke and...
    Plumbing News
    By: Nicole Krawcke and Natalie Forster
  • March 2024 Women in Plumbing hero image of woman engineer overlayed by circle of hexagon shapes with numbers from 1 to 10

    Celebrating 10 Influential Women in the Plumbing Industry

    Celebrating Women's History Month and Women in...
    Plumbing News
    By: Nicole Krawcke
close

1 COMPLIMENTARY ARTICLE(S) LEFT

Loader

Already a Registered User? Sign in now.

Subscribe For Free!
  • eNewsletters
  • Online Registration
  • Subscription Customer Service
  • eMagazine
  • Manage My Preferences

AI can boost efficiency and profitability for plumbing, HVAC contractors

AI can boost efficiency and profitability for plumbing, HVAC contractors

IPEX celebrates grand opening of new Florida distribution center

IPEX celebrates grand opening of new Florida distribution center

NIBCO Press Solutions

NIBCO Press Solutions

Bell & Gossett Illustrates Path to Net-zero at AHR Expo

Bell & Gossett Illustrates Path to Net-zero at AHR Expo

More Videos

Sponsored Content

Sponsored Content is a special paid section where industry companies provide high quality, objective, non-commercial content around topics of interest to the Plumbing & Mechanical audience. All Sponsored Content is supplied by the advertising company and any opinions expressed in this article are those of the author and not necessarily reflect the views of Plumbing & Mechanical or its parent company, BNP Media. Interested in participating in our Sponsored Content section? Contact your local rep!

close
  • J.J. Keller CMV vehicles on road
    Sponsored byJ. J. Keller & Associates, Inc.

    The dash cam game-changer for small business safety

Popular Stories

The interior of a government building.

President Trump signs executive order promoting skilled trades and apprenticeships

Figure 1 is a sketch of the flow problems of the current plumbing system.

Hydronic heating glitch solved: Why adding a circulator won't fix primary loop flow issue

Underfloor heating installation with drain sewer hole in bathroom close up on water floor heating.

Using hydronics to leverage time-of-use electrical rates

PM BEMIS June 25 Free Webinar: Optimizing Plumbing Solutions for Single-Family, Multi-Family & Public Spaces

Events

November 13, 2024

Future Proofing MEP: Navigating the 2026 High Efficiency Water Heating Standards

Join our deep dive into DOE’s new standards so you can future-proof your MEP practice.

EARN: 0.1 ASPE CEU; 1 AIA LU/HSW; 0.1 IACET CEU*; 1 PDH

View All Submit An Event

Poll

Will business be up or down in 2025?

Do you anticipate business in 2025 to be up or down in comparison to 2024?
View Results Poll Archive

Products

The Water Came To A Stop

The Water Came To A Stop

See More Products

Download the FREE Water Conservation, Quality & Safety eBook: Plumbing Trends Increasing Safe Water Availability

Related Articles

  • Forget Dollars -- Zoom In On Percentages
    Frank Blau

    See More
  • Why I Don't Like Commissions, Either

    See More
  • The Ultimate Profit & Loss Statement

    See More
×

Keep your content unclogged with our newsletters!

Stay in the know on the latest plumbing & piping industry trends.

JOIN TODAY!
  • RESOURCES
    • Advertise
    • Contact Us
    • Directories
    • Store
    • Want More
    • Supply House Times
  • SIGN UP TODAY
    • Create Account
    • eMagazine
    • eNewsletter
    • Customer Service
    • Manage Preferences
  • SERVICES
    • Marketing Services
    • Reprints
    • Market Research
    • List Rental
    • Survey/Respondent Access
  • STAY CONNECTED
    • LinkedIn
    • Facebook
    • Instagram
    • YouTube
    • X (Twitter)
  • PRIVACY
    • PRIVACY POLICY
    • TERMS & CONDITIONS
    • DO NOT SELL MY PERSONAL INFORMATION
    • PRIVACY REQUEST
    • ACCESSIBILITY

Copyright ©2025. All Rights Reserved BNP Media.

Design, CMS, Hosting & Web Development :: ePublishing

search
cart
facebook instagram twitter linkedin youtube
  • Sign In
  • Create Account
  • Sign Out
  • My Account
  • NEWS
  • PRODUCTS
  • CONTRACTORS
    • BATH & KITCHEN PRO
    • BUSINESS MANAGEMENT
    • HIGH EFFICIENCY HOMES
    • TECHNOLOGY
    • WATER TREATMENT
    • PMC COLUMNS
      • Dave Yates: Contractor’s Corner
      • John Siegenthaler: Hydronics Workshop
      • Kenny Chapman: The Blue Collar Coach
      • Matt Michel: Service Plumbing Pros
      • Scott Secor: Heating Perceptions
  • ENGINEERS
    • CONTINUING EDUCATION
    • DECARBONIZATION | ELECTRIFICATION
    • FIRE PROTECTION
    • GEOTHERMAL | SOLAR THERMAL
    • PIPING | PLUMBING | PVF
    • PME COLUMNS
      • Christoph Lohr: Strategic Plumbing Insights
      • David Dexter: Plumbing Talking Points
      • James Dipping: Engineer Viewpoints
      • John Seigenthaler: Renewable Heating Design
      • Lowell Manalo: Plumbing Essentials
      • Misty Guard: Guard on Compliance
  • RADIANT & HYDRONICS
    • RADIANT COMFORT REPORT
    • THE GLITCH & THE FIX
  • INSIGHTS
    • CODES
    • GREEN PLUMBING & MECHANICAL
    • PROJECT PROFILES
    • COLUMNS
      • Codes Corner
      • Natalie Forster: Editorial Opinion
      • Guest Editorial
    • SPONSOR INSIGHTS
  • MEDIA
    • PODCASTS
    • VIDEOS
    • WEBINARS
  • RESOURCES
    • INDUSTRY CALENDAR
    • DIRECTORIES
    • EBOOKS
    • PM BOOKSTORE
    • CE CENTER
    • MARKET RESEARCH
    • CLASSIFIEDS
  • EMAGAZINE
    • EMAGAZINE
    • ARCHIVE ISSUES
    • CONTACT
    • ADVERTISE
    • PME EMAGAZINE ARCHIVES
  • SIGN UP!