How you respond will, to a large extent, determine
your success. That response could be anything from
pursuing new equipment opportunities for electric
vehicle charging systems or compressed natural
gas (CNG) fueling to going deeper on service to
offset declining construction revenue.
4. Winners Never Stand Still. In four years, Mayberry’s
clothing business went from zero to $3 million, and
in three more years from $3 to $7 million. How did
he do it? By developing and moving forward with an
innovative pricing structure: $10 or less for anything
in the store. It was a strategy that perfectly matched
his customers’ needs.
Golfers also have to keep moving forward on their
next shot, no matter what they did (right or wrong)
on their last shot.
“Moving in a somewhat unorthodox direction is
better than standing still,” according to Mayberry.
After all, your customers aren’t standing still. Find
out what they need to keep them satis;ed and active.
And then deliver just that.
Moving in a somewhat unorthodox
direction is better than standing still.”
5. Find Time to Play. The most successful golfers stress
the importance of having fun when they play.
When a recent business survey asked ;ve-year-plus
employees what they least liked about their jobs, the
most common answer was, “It’s not as much fun as it
used to be.” And that’s a problem. A happy employee
is a productive, more creative and less-likely-to-leave
6. You’ve Got to Keep Score. Honestly. Accurate
scorekeeping means management always will know
where it is now and where it is going. “Don’t kid
6 | PEI.ORG | First Quarter 2012
yourself or anyone else by miscounting your strokes,”
said Mayberry. “Miscounting your strokes doesn’t
get the company anywhere.”
7. You Have to Believe. Golf legend Tom Watson
said the sand wedge should be illegal since it makes
it so easy to get out of a sand trap. Too many golfers
make things harder than necessary. You have to
believe. First, you have to acknowledge that getting
in the sand is not so bad. Second, you must believe
that you can get out. Third, you must be proactive
and learn skills to get out of the sand before you get
in it. Businesses can—and should—adopt a similar
You must be proactive and learn skills to
get out of the sand before you get in it.
Businesses can—and should—adopt a
similar belief system.
8. One Is the Loneliest Number. Leaning on others is
always important. Golf may seem like a solo game.
But top-tier players tap the expertise of swing coaches,
personal trainers and other professionals to be the
best they can be.
This, said Mayberry, is what PEI does for its member
companies and what businesses should remember.
Help is there when you need it. PEI brings the industry valuable information through the TulsaLetter, the
PEI Journal, Recommended Practices, the PEI
website, safety newsletters, networking, statistical
reports and other essential resources. PEI is here