International Door & Operator Industry

NOV-DEC 2012

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.

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DOORDEALERDIALOG (continued from page 17) in Maryland is making a big difference in its community and what it envisions for the industry. Jane: What other benefi ts have you received from being an IDA member? David: Besides training thru IDEA, keeping our company current of new products, legislation, laws and trends in our industry. Julie: Expo is a big benefi t. Every time we go we learn so many new things and we make new connections. We meet dealers who have the same issues we do and to be able to talk through things – it helps you out. David: We've attended the last two Expo's and plan on attending the up- coming Expo in Nashville. Before that we attended about every other year. At this past Expo in Las Vegas I was invited to be a speaker on The Professional's Approach to Safety. Jane: What benefi ts have you received from being IDEA Accredited? David: We participate in a CHI Lunch and Learn program with architects and being a certifi ed fi re door technician and an IDEA accredited dealer gives me credibility. I'm in there for the Q & A portion of the program, and I get follow- up calls from architects with additional questions. We also advertise that we're IDEA accredited to give our business a little extra bump. There are only four accredited dealers in Maryland so it sets us apart. Julie: The way the economy is, Mount Garage Doors being IDEA accredited gives our customers the buying confi - dence they need. Customers know that we're serious about our business – that we're professionals and that we've gone the extra step. David: Our close ratio is tremendous, especially when we meet face to face with the customer. Potential customers meet- ing us and who see and hear what we're able to offer them, helps differentiate us from other dealers. Jane: What primary business issues does your company currently face? David: Costs associated with the industry keep rising, such as insurance, fuel, and materials. And as the industry evolves and more materials are becoming available, it's a challenge to keep up with their limitations as they relate to customers expectations. Julie: I have to make sure when I'm talking to customers that I'm talking 'apples to apples' because at the end of the day they want what they want but they also want the price where they want it to be. So I have to make sure that I know what the differences are and that the client understands it also. David: Another issue we face is that some bigger dealers are buying up smaller companies, or at least buying their phone numbers, to get access to the customers, and there are more com- missioned based service techs selling unnecessary items and services. Jane: What Industry changes (positive or negative for dealers) have you seen? David: There's more technology avail- able – that's positive for homeowners. There's also been a lot of consolidation of manufacturers, and I believe it will continue. This will have a big impact on smaller dealers especially in big markets. Julie: Another positive change is that garage doors are getting attention from homeowners, both energy-wise and curb appeal-wise, and that's been huge! Jane: Looking into your crystal ball, what will be the next major change in the industry? David: I think there will be a move- ment away from steel – manufacturers are looking for alternative products to steel that are more economical and stable. Continued on page 21 18 International Door & Operator Industry™

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