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Compression Zone(s) –

compression-zone

Picture is early development of a Revenue Scatter Chart without any Compression Zone(s) of contractors. These are contractors with 5 million in total revenue in just the service market of a large city in US. Total contractors in this SIC code is just shy of 1,600 contractors. The horizontal line at the bottom of the Revenue Scatter Chart shows this. Read on –

Can’t win market share in enough concentrations without developing your locals/DC’s markets – Compression Zone(s)! CAN NOT! WTF is this. Here is a link to last blog, Riddle me this IP’s – Why do You Call Them Market Development Reps??  http://www.laborrising.com/2016/12/riddle-me-this-ips-why-do-you-call-them-market-development-reps/  In this blog, is a summary of the tools and tactics needed. We will be adding research plus building structure in this blog.

So, after the first blog – you understand that there are tools like http://resource.referenceusa.com/ and that when you build an understanding of how to use this tool and others like it; can then use SIC/NAICS codes too literally build your unions entire market. Not a partial and incomplete subsection of your market; but as complete a market as is currently available, almost FREE!  Here is a link to the SIC/NAICS table again. https://1drv.ms/x/s!AmKOi71GyLcgqzcIBPFf3RBJ1SJ8

Most organizers/market reps we train don’t know these codes what-so-ever when they first arrive at Labor Rising. But they learn to get base research. Those that don’t attend LR operate in some alternative universe of delusional market development which maintains that if they just are “professional” and “talk to everyone” certainly they will win the day. 20 years of devastating losses with this approach; and yet we continue to mint out RECRUITERS and not organizers/market development reps with incomplete training.  Next to zero org/MR/recruiters have participated in true professional training in Business Acumen! In the trades, we have quasi business professionals that need a job in the “good ole boy” network, teaching business acumen!

When you have command of what are fairly basic and highly trainable skills of using your trades codes – then and only then, can you formulate and develop a comprehensive strategy to build a trades market share.

200 to approx. 400 hours for a local/DC – and some serious research/training stands between you and a precise strategy to win!

Here is a link to an old Excel spreadsheet used for training, for our discussion today. These data bases and Excel spreadsheets are far more comprehensive today. However, we will only be able to scratch the surface here on what an org/MR can use these for. Call it Compression Zone(s) 101 research!

Also, BTW – these Excels are drawn from multiple sources of info like business filings, government, taxes, courts and far more. These data base groups compete on quality of info.

https://1drv.ms/u/s!AmKOi71GyLcgq0yXBWVCnONeE5nL

  1. First, it is on an Excel spreadsheet. By our numbers & experience, the overwhelming majority of current org/MR’s can’t use this format to do the needed work. Back to school – or you’re going nowhere! Internationals could teach this – they don’t. They could teach online – but won’t. This is a powerful tool for line org/MR. An org/MR could actually have real and factual info to then have a true discussion on why we do specific actions with the players in the construction world! Can’t have that when the Internationals have done deals past our view! Internationals are imposing deals on Western/Eastern Canada and throughout the US. IMPOSING! Structured market facts mean nothing to them! This database is totally searchable, transferable, downloadable, shareable, mobile and so much more! Just the terms above, once you have competence with them; would create functioning structure. This is a big deal. Most of us use a yellow legal pad and/or BS proprietary internal system that was/is obsolete the day it was rolled out compared to the customizing abilities of Excel. So, huge bucks to develop propriety garbage.
  2. Date of records – not on this training model. It is on the first column. You will see dates are in very current times on searches you run.
  3. Name of contractors, huge wealth of info in this column as in almost all Columns. Multiple listed names of contractors in not an error. When you do your homework, you will see all/some facets of families of companies. So, maintenance, service, fabrication, installation, etc. In Columns R&S, are sales volume for location and company total. Small companies are in revenue buckets depending on markets for ease of data formation. So, look at Line 17 – $236,000 with 1 – 4 employees. You’ll see most/all companies in this range in a bucket. As companies get bigger actual dollars are listed. Revenue Columns can help in so many ways, space does not permit anything close to a full discussion. One thing that can be done is an actual comparison of total revenue of non-union vs. union. All the BS stops once an org/MR knows how to use these features in Excel. Areas that have blank Cells on the Excel, are little/big red flags. Incomplete info that doesn’t reconcile with sources.
  4. We get hard addresses not PO Boxes. Addresses, names, phone numbers and more can be cross researched. You will find union companies with overlapping info with non-union companies and far more. Can’t hide on an Excel!
  5. Employee numbers in Columns P&Q must be reconciled against what is seen in the field and on credit reports. Real credit reports, not the reams of mostly worthless paper we get from our Internationals. So, for example, we see in reports that a company has 15 employees. However, in the field and discussion with workers we know they have approx. 26. How would you the reader account for the differences? Temp workers, 1099’s, labor broker, illegal, cash and others. This plays into a fuller discussion of strategy of how to win with this company or send them packing.
  6. SIC code company runs under is in Column T. Primary NAICS code is in Column Y. We can also check secondary codes. Hard for companies/contractors to hide here. Banks, comp carriers, insurance and other companies do not like it when a company/contractor tries to manipulate these codes. They are like bedrock by and large to them. We in the trades waste our time with government, with abuses of comp and mis-classifications. Our hitters from Labor Rising are very effective by-passing the BS and going right to the money – honey. Once we do effective and verifiable homework – things change. For example: Almost none of the locals we trained have ever done EXIT INTERVIEWS of stripped/recruited ex non-union workers. My god this is unbelievable! Structured EXIT interviews to get very needed and germaine info on the company the non-union worked for. So, if they perhaps saw workers listed as helpers on time sheets that where in fact full time workers on the work – big deal here. It is also firsthand direct testimony. There are so many items to learn in an exit interview on company and operations and relationships – AND WE DON’T DO THEM!
  7. Credit rating. Just a little thing! There are several types of hard hitting credit reports. Internationals use the D&B report, which is good for risk formation – but is hard to read without training (which the Internationals don’t provide) and many numbers don’t jive with real and full credit reports. Columns AA & AB. Real Experian credit reports as of date of records. This is 2 hours of instruction by itself and that’s just Credit 101. How to get. How to use. How to lay over other germaine info. Just on this excel – you the reader can get a glimpse of who a player is, and which companies are noise, based on their credit score. NOISE” are contractors/companies that can’t stand on their own. It is the majority of those we try to organize – which is a big reason we fail. NOTE: a credit score of “B” IS NOT GOOD! A score of “U” – the trades win. Our guys and gals don’t know a given company and maybe even an entire market is vulnerable, and the company slides by. Most of our org/DC’’ have never run and/or seen genuine credit reports. So how the frick are you going to understand strengths/weaknesses. Pecking order. Creditors, payments, loans, bankruptcies and my god so much more! We in the trades are so underprepared to take on market development. We at Labor Rising know it is by the INTERNATIONALS design. They can teach this uniformly across their trade. THEY DON’T! OUR Guys/gals are not the problem, how are they expected to win? Show a written developed plan. Not taught to do this across true market development.
  8. Many other aspects of the Excel spreadsheet we haven’t even touched on – germaine to market development/organizing.

As an example, on the Excel you see hundreds of small contractors. So, look at Lines/Rows 5 & 8. Noise to the greater market. However, these typically are the rank & file of the 1099’s that support this market. 47 of our trade unions have developed non-union workers outreach now that they have a name and address, phone number. Phones are usually cells and most are working numbers. Organizers that come thru the program place an introductory call and then stayed linked with a mass texting program. In some of these worker’s outreach/organizing campaigns an organizer can talk to scores to hundreds on a Go 2 Meeting or Join Me video phone conference. Send along a link and small training video and many non-union workers throughout a region/state can be connected. When questions are asked – downloads with relevant info can be sent to them and/or all participants. Average org/MR cannot do this because of lack of training, lack of info and lack of will in many cases.

So, in today’s blog a very small overview of some of the research needed to then get to the next phase which is BUILDING a SPECIFIC AND PRECISE COMPRESSION ZONE(s)! We will work on that in next blog.

A Compression Zone(s) is hard targets with actual contractor’s names to then work on. It is researching that group(s) relationships and establishing an order of targeted market development that has an excellent chance of winning. It takes non-union contractors and puts them in a situation to sign a CBA regardless if they want to or not. It also identifies hard core anti-union contractors and their relationships to either limit and/or collapse their business model and by extension there work.

“if you see a good fight – get in it”

Danny L Caliendo
Organizer
Labor Rising/Labor Combat

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