Horacio Kusnier, originally from Argentina, says that he came to the U.S. because the economy in his native country was in such lousy shape. “If you think what we’ve had here in the last few years is bad,” he says, “that was the norm” in the Argentina he left more than 15 years ago. Kusnier moved from the country after graduating from vocational school with a focus in a wide range of disciplines, including carpentry, electrical, welding, plumbing, and physics.
Once stateside, Kusnier began installing siding and roofing for area contractors. Making the move to general contractor was a natural, and the company’s sales have grown exponentially in the last three years.
Kusnier’s growth has also paid off for his staff. The business owner pays 100% of health insurance costs for employees. “If you treat people right, they will go the extra mile for you,” he says.
- Uses a two-step no pressure selling system which begins with a measure call and a prospect interview before salespeople return to the house with a proposal and photos, a relief to homeowners who feel beleaguered by siding salespeople using Now Or Never closing techniques. “I don’t want to put anybody through that experience,” Kusnier says.
- This highly tech-aware company uses iPads for all sales presentations, but above and beyond that its salespeople are adept at showing clients how proposed roofing, siding, or window products will actually look on the house, using Renoworks software while competitors still insist on carrying product samples into the house.
- K&B Home Remodelers is working to solve the manpower problem by developing a training program whereby newcomers work with foremen “on a step by step basis” learning roofing, siding, and window installation. “We let them do their own thing little by little. So they’re prepared to start on one side of the project. That way we can train them to install the way we want to install.” That training, he says, includes, how to interact with clients in a way that ensures referrals, also takes place “on a personal level.” That is, installers are trained in how to present themselves in the house. “I want my people to make the customer feel comfortable,” Kusnier says. “We don’t have guys that get mad.”