Thirty-one-year-old Craig Durosko (right) has been working around construction ever since junior high school. In 1998, Bob Gallagher, a classmate from architecture school, joined his general remodeling company as part owner, and a year later the pair found a niche filling the gap left by sunroom manufacturers driven out of business by disappearing energy tax rebates. In April of 2001, they launched a design/build profit center, which involved making five new office hires and retooling their marketing program, on which they spent more than 6% of revenue. The move paid off with $1 million in first-year design/build business that nearly doubled the company's revenue. Next up: Prepackaged sales for sunrooms, porch enclosures, and one-room additions.
"We don't implement anything until all our employees understand how it will affect the entire company and bottom line," Durosko says. "We get in front of them constantly, saying, 'This is where we are, these are the changes, ... this is why we're doing it, and this is why it's good for you.'"