Rapid Expansion in a Seasonal Business
Sam Granados
President
Integrated Resource Systems
www.integratedsnow.com
TAB member since 2008.
On working with Blair Koch: “Blair is very dynamic and very motivating. The biggest thing is that she really gets what we’re dealing with. She has a high level of professionalism and understands business and our ultimate goals. It’s rewarding to communicate with someone who feels your pain and understands what you’re doing and why.”
The client: Sam Granados is President of Integrated Resource Systems. In operation since 1995, the company is one of the largest snow removal companies in North America. They also offer parking lot design and striping services. Their clients are Fortune 500 companies, airports, educational institutions, major distribution centers, warehouses, and industrial and retail businesses. Integrated Resource Systems employs 32 people full-time. During the winter, the workforce can expand up to 1,500 people, many of whom work in construction when the snow is not falling.
The business challenge: At the time Blair contacted Sam about becoming a TAB member, he was experiencing growing pains in his business. “We were expanding at such a rapid pace,” says Sam. “We had management and productivity issues and I was promoting people too soon and out of their comfort zones.” Sam had also realized that he was spending too much time working in his business, instead of on his business. “After meeting Blair, I knew TAB was a conduit to changing that.”
On considering TAB: Sam was impressed with not only the concept of TAB, but also the caliber of people who had been and were members. “Instead of trying to invent something, why not take what someone else is doing and use it to my advantage,” offers Sam by way of explaining his interest in TAB. “When I heard about the other people on the board who were respectable and successful, I knew I wanted to be part of that.”
The TAB experience: Sam appreciates the ongoing interaction with the like-minded business people on his Board. “One member will have an issue and we can all advise on how to deal with it,” he says. The consulting and strategic planning that goes on at the meetings make them more than worth the time invested. “I have peers at the same level – a sounding board – who give me their views and opinions without being partial to me because I’m the owner. The last thing you need around you is a bunch of ‘yes’ men,” says Sam, who adds that he leaves each meeting with at least one “golden nugget” and always feeling energized.
The results: For Sam, a significant benefit of being a TAB member is being held accountable. “You’ve got to show up and do your assignments and tasks. As the owner, there are not a lot of people to hold you accountable,” he says. As a result of learning to delegate more effectively and engage in strategic planning, Sam says that the unity and camaraderie within his company has improved. “In just over a year we have seen a 54% increase in sales while maintaining margins. These are real bottom line results,” Sam adds, noting that the foundation he is laying now is slated to pave the way for continued on-going growth.
