Remodeling: Upscale Sales

Been There, Bought That

Thu, 7 Feb 2013 11:00:06 EST

Overcoming the real but surmountable hesitations of the post-recession consumer.

Upscale in a Dowturn

Wed, 29 Dec 2010 05:23:26 EST

Remodelers must work harder and smarter to capture the discretionary spending dollars of high-end clients in a down economy.

Staying Power

Mon, 5 Apr 2010 02:28:04 EST

These remodeling companies have been in business for 25 years or more. What’s the secret to their long-term success?

Second-Home Sales

Thu, 7 Feb 2013 10:29:32 EST

2008 Investment and Vacation Home Buyers Survey by the National Association of Realtors

Start Right

Mon, 5 Apr 2010 02:23:58 EST

Laying a solid foundation for a working relationship during the first sales meeting.

Growing Your Company by Acquisition

Mon, 5 Apr 2010 03:45:01 EST

Tom Kelly is no novice when it comes to buying other businesses. Two decades ago, the Portland, Ore.–based Neil Kelly Co. acquired a kitchen and bath dealership in nearby Beaverton.

Closely Monitoring Marketing to Generate Leads That Offer Best Fit

Mon, 5 Apr 2010 03:40:06 EST

Five-year-old Heritage Construction Services, in Houston, has all the work it wants, but founder and president Jeff Hunt wouldn’t change his sales approach even if that weren’t the case. It’s not because Hunt tries to close as many sales as possible.

When Rivers Run Dry

Thu, 8 Apr 2010 02:47:36 EST

Are referrals a point of pride, or a slippery slope?

Building a Sales Team

Thu, 8 Apr 2010 02:46:59 EST

Andrew Shore did all the selling for his company, Sea Pointe Construction, for the first decade or so that it was open for business. That changed, the Irvine, Calif., remodeler says, when “I realized that the size of the company was dependent on me doing sales forever — and that there's a finite amount of sales that any one person can do.”

Trusted Handoff

Thu, 8 Apr 2010 02:47:32 EST

The day that Jim Fisher met and hired Pete Valentino — the man who would ultimately buy his remodeling business — came about as a result of two factors: analysis and enterprise. The analysis was done by Fisher in the mid-1990s after he observed the manner in which most contractors retired: by simply selling their tools and walking away from their businesses. “That ran counter to my thought process,” says Fisher, who began to analyze what a successful remodeling company is worth and what increases its value.

Green building proliferates

Wed, 9 Dec 2009 05:16:52 EST

The diligent remodeler launches into the vast world of green building.

HammerSmith Company Profile

Mon, 5 Apr 2010 04:23:01 EST

Warner McConaughey’s drive and strong design/build program serve Atlanta’s upper-end remodeling market well.

Hiring a Sales Manager

Mon, 5 Apr 2010 04:23:15 EST

Remodelers discover that casting off their sales manager hat can be a way to grow their business.

Hiring a Professional Photographer

Mon, 5 Apr 2010 04:23:25 EST

A picture is worth a thousand words, so when it comes to marketing your work, take the time and money to hire a professional photographer to create a picture that really helps potential clients understand your company’s strengths.

Adjusting a Training Plan to Improve Sales Communication

Mon, 5 Apr 2010 04:23:23 EST

What began as a way to improve communication between employees at Mitchell Construction evolved into sales training to improve communication with clients.

Slow steady growth for Merrick Construction

Mon, 5 Apr 2010 03:59:12 EST

Tim Cross went into business for himself right out of high school. This was back in 1989, when a recession was wiping out construction firms like a plague in Rumson, N.J., and nationwide. Not an ideal time for a beginner to start his own company, but Cross made it happen.

Know client profile

Mon, 5 Apr 2010 03:59:03 EST

Sheila Ward, a designer at Harrell Remodeling, in Mountain View, Calif., had as clients a couple doing a whole-house remodel.

Picking up incomplete remodel projects

Mon, 5 Apr 2010 03:58:52 EST

Picking up the pieces — literally and figuratively — after another remodeler has left a project or been fired is one of the toughest jobs out there.

Time management for sales administrative staff

Mon, 5 Apr 2010 03:59:04 EST

A full-service remodeling firm with annual sales of $3 million likely has a sales and office staff of six, including the production manager. Six people working 40 hours per week for 49 weeks per year (allowing 3 weeks for vacation/holidays) is a total of 11,760 hours.

Grow company with business coach

Mon, 5 Apr 2010 03:59:05 EST

Two years ago, a consulting program peer mentioned to Mike Powell how advantageous it would be for him to retain a business coach to help grow his company.