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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.

Happy Clients & Vendors

Testimonial Brace Lake

"It is our pleasure to partner with Associated Building Supply. This is primarily due to the fact that we share similar values and standards, and this is the most important feature when doing business with an organization. We know they will represent us and our product in a way that will be of great benefit to their clientele. Their team of associates are honest, thorough, and hard-working.

At Euroline Steel Windows & Doors, we strive to earn the repeat business of builders, designers, and architects. This can only be done by delivering product and service that not only meets, but exceeds expectations. The fine associates at ABSi are great partners in bringing beautiful design elements to full fruition by their obsession with detail and fulfilling the desires of their clients. We are very pleased and proud to be in association with ABSi."

Brace Lake    Sales Manager Euroline Steel Windows & Doors

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