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2020 - ABSi Recognized “Westcoast Dealers Lean on Financial Strength to Gain Markets”

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2020- ABSi Recognized “Westcoast Dealers Lean on Financial Strength to Gain Markets”

Publication date: Feb 27, 2020  DWM Magazine

According to year-end housing data, on a regional and year-to-date basis, combined single-family and multifamily housing starts were lower in the Midwest and West regions. While the West was hit the hardest, at -4.7%, data collected by [DWM] shows that some door and window dealers have landed strategies that more than make up for those losses. Top dealers in California, for instance, saw anywhere from $1 to $3 million increases in revenues for 2019—averaging an 8% increase. “Much of our growth in 2019 was attributed to a maturing salesforce choosing to sell more ultra-high-end products, complimented by some unique corporate strategies,” says Scott Thurber, president of Associated Building Supply Inc. (ABSI) in Auburn, Calif.

That strategy led to $3 million worth of growth—a figure that Thurber says his company plans to stretch even further this year, aiming for $50 million in revenue. It’s also a strategy that he says doesn’t come easy.“Selling ultra-high-end products is not for every company,” he says. “Due to the extensive sales cycle and lead times, selling high-end window and door products requires ample cash-flow and reserves.” As a result, many competitors rely heavily on products that present shorter lead times for the sake of snappier payment and cash flow, he says. Those same commodity-oriented products are less complicated also easier to sell with a shorter sales cycle, he suggests. By adapting to higher skill sets, ABSI’s veteran sales consultants have learned to work through what he says are the more technical issues accompanying high-end luxury home projects. Challenges include, “an onslaught of business tasks and working with a multitude of decision influencers and personalities; exchange rates; international shipping and logistics; and metric to imperial conversions,” he says, as well as installation challenges, product application, on-site project management and proactive architectural specification assistance.

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Testimonial by JLS Construction

I have worked with Rich Mathieu and ABS for a few years now from the time I supervised projects under a GC, and continue now Contracting on my own. As a contractor, I require quick and competitive pricing from a supplier who has a true knowledge of their product to which Rich has always exceeded my expectations. In addition, Rich has delivered on time, every time, which is rare in this industry. Rich and his team at ABS are my "go to guys" when it comes to sash and door. Thank you ABS!

JLS Construction | Project Date: April 2015 | Project Price Range: $50,00-$100,000 [Review on Houzz]

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