Garage door industry magazine for garage door dealers, garage door manufacturers, garage door distributors, garage door installers, loading docks, garage door operators and openers, gates, and tools for the door industry.
Issue link: https://idoi.epubxp.com/i/105596
DOORDEALERDIALOG As for the commercial markets, John estimates that they enjoy a 50% share. The local residential contractors like to send their customers to Steve's Overhead Door Company in order for them to select a garage door from the company's extensive product display; it makes it easy and convenient for the homeowner and the builder. John noted that once the potential customer walks into their showroom, they have the opportunity to see a wide variety of products. "They may have visited manufacturer websites and have a good idea as to what they want, but when they visit us, we become their source of information and supply," stated John. "They can actually see and experience an actual garage door system in action," he added. Normally the company does not sell bottom of the line products…it just not what the average buyer wants once they've experienced a higher quality door and opener system. When I inquired about sharing tips for other dealers, he was happy to offer the following comments. "Be honest with your customers and discuss what their needs are and then offer the available options. Most importantly, let the customer make the decision." (continued from page 17) "Develop a set of financial guideposts for your business and then adhere to them. As an example, you might establish a ratio of accounts receivables versus accounts payables. For me, I always keep my accounts receivables twice as much as my accounts payables. Another thing to consider is the financing of vehicles. For example, we never finance more than two vehicles at a time, and if it is tool we use twice, we buy it." With 24 full time employees, John has extensive experience in personnel management. Although he agrees with most dealers who rank finding quality employees who have values that match the company is a challenge, his company has been quite successful in doing so. He stated, "It is important to make your employees accountable both in how they complete a job, and how they complete their paperwork." He also enjoys giving credit to employees for doing a good job in front of their peers, but cautions dealers to discipline employees in private. Steve's Overhead Door Company is a certified EPA Lead Based Paint Renovator, and his company is in full compliance with EPA requirements. According to John, being compliant takes a great deal of time and effort, but is for the most part understood and appreciated by his customers once the requirements are communicated. Four employees have successfully completed the required classes and passed the tests. The company videos every applicable door removal, door disposal, and installation they perform. The company supports several humanitarian efforts in their community including Habitat for Humanity, a local domestic violence house, and helping a local builder provide a house for a disabled veteran. Continued on page 21 "Develop a set of financial guideposts for your business…" 18 International Door & Operator Industry™