Page 17 - The Compass 2017 | Volume 12 | Issue 8

David Gaeta Gabriel Cordova Robert Friese

figured on finding something in accounting or finance soon. many employees, it was Kyle Lavy
Cara quickly grew to understand the potential in A#1 Ser- mostly us. We figured, let’s
vices, even though it only generated $80,000 in revenue at get as much of the business
the time. She could see the potential in the people. Cara chose structured the way we want
to stay with A#1 Service as a full partner. it,” Delana reasoned. “It will be
“I have to tell you, my very first meeting with them was in easier to do it now than when
August of 2013 at a children’s playroom in a Burger King. we hire more people.”
I see them pull up in that 2000 Ranger! I thought, ‘Oh, my Augmenting the company’s
goodness!’” Cara said with a snicker. “Pretty quickly I real- image was among the first
ized this could be a very profitable business. When you see adjustments. Today, the com-
everyone’s work ethic and the quality of the guys’ work, I pany utilizes truck wraps and
knew this could be something special. We had to get some in- a uniform service, but back
frastructure in place.” Among the first infrastructural moves then money was tight. They
included protecting the principals by incorporating the com- purchased Dickie shirts, which Sal Saavedra
pany. they embroidered, and work
“I should probably interject something,” Cara said. “Daniel pants. Floor savers and red
and Delana lived in Texas for a bit; all of our families were carpets for inside customers’
there for a while. Daniel worked for an AirTime company homes also became a part of
there. He loved it. He loved the structure, the model, the ide- the new A#1 Services’ image.
als, how it was run. That’s what he wanted for us. It was his “Delana really pushed a cor-
dream and goal.” porate image even in our first
Only a month later Cara and Delana spent some time office, which I didn’t think we’d
brainstorming about business, and in the background Dan- be in long,” Cara said. “She had
iel began not so subtly mentioning AirTime. “In my mind, I it painted and looking sharp
always felt like we should be a million-dollar business before and clean. We felt like a profes-
joining. For some reason, Delana and I jumped online and sional company, even though
saw that AirTime was having a [Profit Day] meeting in Ve- we were small.”
gas. I told Delana, ‘Oh, my gosh! It starts Thursday, let’s go!’” Small also could be said of
Cara said and laughed. “We drove out there knowing we were their service fee. Everyone Zane Gillum
going to join.” agreed it needed to be elevat-
Profit Day didn’t leave the two disappointed. “I’ve been ed. “Before, we were trying to
around small businesses, around the $10 million to $15 mil- make a name for ourselves and didn’t charge much for it. We
lion range. I’ve learned that you should always have the wanted to get in the door. We realized that’s not the proper
mindset of being open to learn new things,” Cara explained. way,” Delana admitted.
“I anticipated [at Profit Day] to be a lot about marketing Pricing on service and replacement also needed to be
and finding leads. It’s really about maximizing the potential higher. As part of the pricing overhaul, the company print-
of the current jobs you have. That really impressed me. I
thought, let’s run with this.”
The ladies then found out the next bit of news: the next reward your employees with expos
Executive Perspective meeting, where they would learn the
bulk of the Success Group International system, was in four a#1 services enjoys investing in their team members, in-
days; of course, it was across country in Sarasota, Florida. cluding sending key personnel who’ve stood out the previ-
“Cara and I just signed up for it right then and there,” Delana ous six months by taking them to expo. “if they’ve really
said. “We came back, packed our bags, got tickets, and flew grown or stepped up their effort, we like to send them,”
out.” delana said. “that way they can experience it and talk to

Make tHings Happen everyone else about it. it gets everyone else fired up and
Delana and Cara left Executive Perspective ready and willing gives them something to reach for.”
to make immediate changes to A#1 Services. “We didn’t have

THE COMPASS | Issue 8 | 2017 17