Q: When and why would you accept a meeting from a new supplier/vendor?
A: I will say that I don’t like random suppliers just showing up unannounced. Sure, you might actually catch me, but I’m not
going to be happy about the intrusion. I would much rather set up a time when I can give you my full attention, and come to the meeting prepared to discuss a vendor relationship. That is the best way to earn our business—respecting us now, and building value from the first interaction.
Q: What is the number one problem that keeps you up at night?
A: Because we are focused on exterior remodeling projects, weather and seasonality issues have always been our biggest concern and challenge in business.
Q: What do you see as your biggest opportunity?
A: The outdoor “dream backyard” world hasn’t reached its apex yet. There is still substantial room for growth—not just in materials and construction options, but a vast amount of old work is well past-due to be replaced. With the ever-shrinking skilled trade workforce, we are in a fantastic place to build upon our history, and grow into the future.
Q: What do you wish LBM suppliers understood about your business?
A: Suppliers have come a long way. The last two recessions have been tough on them. You can no longer afford to be just behind the counter, and taking orders— you need to be proactive, yet unobtrusive, in getting to know each contractor that is your client, and find the “small frustrations” and remove them.
Q: What building products (if any) do you buy installed?
A: We buy very few items installed.
Q: Building Green is a growing trend. How does it affect you?
A: Green building isn’t going away. It’s finally matured as a concept, infiltrated every part of the process, and is a force
to be reckoned with. Look for client and employee awareness to continue, and we must look for new ways to reflect this concern in not only the raw materials we purchase, but also how we install them, and how we run our companies and interact with clients.