Where is Your Niche? If you don’t (= know where your f niche is, you’rere- & ally in trouble today. | No one can supply || everything toevery | iy customer. No one calls on all levels of possible sales. It’s already too late for some rebuilders because they waited until they were too far back to ever catch up. So what do you do? It’s easy to find your niche. First, find out what your real costs are. Then calculate your gross profit and subtract your overhead and labor. If you’re not making any money, stop rebuilding that unit or units and buy and resell them instead. Secondly, don’t be driven by must complete pricing. This will kill your business. After knowing your costs and profit per unit, you are now in the driver’s seat. Push what is profitable and aggressively go after businesses that use those units. Thirdly, look into doing on-the-car repair. This could add as much or more profit than what was made on a rebuilt untt. Don’t stop once you find your niche. Keep track of your real profit units because they will change. This must drive your business and sales di- rection. You are now in control of your business destination. eS Richard Vensel is owner of Vensel Enter- prises, Crystal Lake, IL. FEBRUARY, 2000 Page 1 of 1