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2010 MID-ATLANTIC BUILDINGS & FACILITIES MANAGEMENT SHOW & CONFERENCE
Liberty Mechanical Contractors, Inc. Diversified Mechanical Contractor Grows Despite Recession!
Liberty Mechanical Con- tractors, Inc. is a diversified Mechanical Contractor, es- tablished in 1972, performing various maintenance and renovation projects for the private industrial sector and public works sector in N.J. and N.Y. In addition to their field services, Liberty pur- chased a 40 year old fabrica- tion shop in 1996 to handle “in shop fabrication projects” to round out their capabilities in both their “in shop” and “in the field” operations. During mid 2007 their busi- ness was humming along but there were signs that a reces- sion was brewing. As 2008 approached there were defi- nite indications that growth and / or survival would be critical in the next few years.
and gross sales actually in- creased during those years. Liberty also developed an advertising plan to stay in front of their customers and hot prospects. Every month Liberty would direct mail, via 1st class, 500 inexpensive flyers or memos about their services. These unique, col- orful positive messages let everyone know that Liberty Mechanical was alive and well and “open for their busi- ness.” The Liberty advertising bud- get was actually increased. They increased the amount of Thanksgiving and Christ- mas cards sent and actually added a New Years card and a “Thanks for sticking with us” card for those customers who gave them continued
business. Maintaining a profit- able and positive image was critical to their growth despite the recession. Liberty never took a job at cost just to keep their men busy. Some of their com- petitors did and that proved a recipe for disaster. They bid jobs conservatively, reduced mark-ups on sub-contractors and material vendors and worked with customers who could pay their bills. Having enough diversified work to maintain cash flow has been a key element of survival and growth at Liberty Mechanical Contractors, Inc. Contact Bob Roberti, Busi- ness Development Manager at (973) 344-6131 or email him at rroberti@liberty-mechanical. com.
Liberty took immediate steps to freeze employee wages and benefits at the 2007 rates. In addition, Liberty froze bill- ing rates to their existing customers. Liberty did more then just freeze billing rates. They developed a direct mail cam- paign that assured clients they could purchase their cur- rent services at 2007 prices. The results during 2008 and 2009 were amazing. While their competitors were drop- ping their rates to get work, Liberty was maintaining their prices and keeping work. Profit was down slightly but the volume remained high
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