Get Our Email Newsletter

DEALER PROFILE: HEP Sales

Now, HEP supports 190 employees, including 14 outside sales reps. John’s wife, Chris is a kitchen designer at the company’s Canandaigua yard. Their oldest son, Max, is the store manager of the Newark yard.

“Max is 26, and has worked in yards since he was 14. He’s pretty much done everything just like I did,” John said. “I’ve exposed him to a lot of areas of the business, and he graduated with a business degree as well.”

Big Box Competition
When a big box store opened its second New York location just a quarter mile from his Auburn, N.Y. store, John knew quickly in which areas he could compete.

LBM Resources

White Paper: Paving the Way Forward in a Touchless Environment: How building suppliers and distributors are doing business

In light of states opening back up, learn what LBM businesses are doing right now to thrive in a contact-less environment regarding employee safety, business operations, and communication.

“I don’t try to battle them with price,” he said. “There’s way more than price. They’ve always got something cheaper than me. It may be a piece of (junk).”

Hep-Sales-Employee-maleAs a small, privately owned company, John won even more business by reacting to situations on a local level and making decisions quickly.

John said the big box store made him “get smart really fast.” He bought delivery vehicles and hired outside sales reps. He learned to compete early on, which is good because now, HEP has big box stores in the area of all but three of its locations.

- Advertisement -

“They could build across the street from me,” John said. “That tells me I’m in good locations.”

John said the big box moving in anticipated doing $25 million to $28 million in sales annually, and “if you take the sales of me and every one of my competitors, you couldn’t get to $25 million if you tried.”

Get our free newsletter

Join thousands of other lumber and building material industry leaders and keep up with the companies, people, products and issues shaping the industry.

What's New

Digital Partners

Become a digital partner ...

Sales Comp Study

Download this 55-page, in-depth study by LBM Journal of industry trends in sales force compensation and benefits. See how your organization stacks up.

Webinars

- Advertisement -

White Papers

View all ...

- Advertisement -

Partner Content

View all ...

- Advertisement -

Registration is now open for the LBM Strategies 2024 Conference