Glen Lumia (back row, center) knows his market by ZIP code, home and project type, client profession, and other details. Any way you slice it, the Creative Design Construction and Remodeling owner knows to whom he's selling, how to wow them, and how to maximize profits.
“We like to know who our clients are, what they want, where they live, and why they are buying from us,” says Lumia, who admits to starting slow in the business — “I didn't even understand markup and margin,” he notes —nearly two decades ago before he got serious.
Since he moved his office out of his home, put key managers in place, and defined the market, the business has been on an upward trajectory. Now, he says, “We build houses, kitchens, and careers.”
Every employee has an individual education budget and works toward written goals. Lumia says he wants to give his employees a “road map and a destination.” His vision is to have an employee-vested company with stable growth and stable earnings so “we can be the leading design/build company in our target market.”