
The Walking Stick Lesson: How Small Choices Create Big Impacts in Business and Beyond
Picture this: you’re halfway up a treacherous trail, narrow paths clinging to the side of a mountain, slippery steps below, and a dizzying drop beside you. Your heart races, your legs tremble, and you grip a simple walking stick. Without it, you might not have made it this far.
Now, rewind to the start of the hike. When the guide casually pointed to a bundle of sticks and suggested taking one for a small fee, I almost dismissed it. A stick? What could it add? But as I clung to that piece of wood on the narrow ridges of the Banaue rice terraces, I realised its value was far greater than its price. It was balance, stability, and confidence when I needed it most.
This experience got me thinking—not just about my trek but about how we work with you, our clients, and how you, in turn, work with yours.
Do We Truly Show the Value?
At Ultimate Floor Care, whether it’s Cameron recommending the latest durable consumables, Simon advising on a machine upgrade, or me discussing a premium-grade lacquer, our goal is always to help you deliver the best results for your clients. But sometimes, we might assume you’ll immediately see the value in our recommendations.
Maybe we rush past the “why,” worried about sounding pushy. Or perhaps we’re so eager to help that we skip over the deeper explanation. And that makes me wonder: do we truly show you the full value of the “walking stick” we’re offering?
And what about you?
How Are You Selling the Value to Your Clients?
As a floor sanding professional, you know the difference a two-component lacquer or repairing subfloor issues can make. But do your clients know? Have you ever stopped to ask yourself:
- Am I clearly explaining the benefits?
- Do I make it easy for them to see how this solution will protect their investment or save them frustration later?
- Am I rushing to list features instead of painting the picture of the value?
We’ve all had those calls—clients halfway through a project or months later, frustrated because a cheaper option didn’t deliver. Maybe the problem wasn’t their choice, but that they didn’t fully understand the difference your recommendation would have made.
Halfway Up the Terrace
It’s like being halfway up the rice terrace without the right stick to hold onto. The stick they chose—or didn’t choose—ends up being the wrong tool because they didn’t see its true value when it mattered most.
And that’s not just on them. It’s on us, too, for not taking the time to show why it matters.
A Call to Reflect and Refine
This message isn’t just for you; it’s for me, too. I’m committing to reviewing how we at Ultimate Floor Care explain the value of what we offer. Are we equipping you with the tools, knowledge, and confidence you need to deliver the best for your clients? Are we showing the “why” clearly enough?
And for you, it’s an opportunity to reflect on how you present your solutions. The next time you quote a job, ask yourself:
- Am I selling features—or the benefits that truly matter?
- Have I helped my client see how this investment makes their life easier and their floors better?
Let’s Raise the Standard Together
At Ultimate Floor Care, we’re here to support you—not just with top-tier products and machinery, but as partners invested in your success. Let’s commit to doing better together. Let’s make sure every client understands the true value of their “walking stick.”
If you’d like to discuss a tricky project, need advice on communicating value, or want to revisit a recommendation, Cameron, Simon, and I are always here for you.
Together, let’s make sure no one is left halfway up the terrace without the support they need.
Warm regards,
Pierre de Wet
Owner, Ultimate Floorcare