It's no secret. Business is getting tougher these days. It's difficult if not impossible to raise prices enough to compensate for rising costs. As if that weren't enough, today's demanding customers will defect to a competitor at the slightest provocation. OK, the fabricating business isn't all sweetness and light, but not to worry. Many (most, really) of your competitors have yet to recognize something that you don't ever want to forget: Metalworking is a people business. Metal fabricating professionals sell products to people, not to objects. Whether it's a custom railing, an entire structure, or just a little design advice, success depends directly on the satisfaction of the person on the receiving end of the transaction. All the business school expertise in the world is no substitute for an understanding of that basic business principle.
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