Years ago, when we first started coming to the Builder EXPO, we really wanted to cultivate new builder accounts and hopefully sell product. It’s been about 10 years now and what we’ve learned is not to expect or push the builder relationship to happen; it happens over time. Time meaning, “time in.” We have been at the GHBA Expo year after year, and every time the builders and remodelers come through, they see us and our booth. It’s time in that gave us the credibility to establish new builder relationships.
This year, we added four new builders and received two work orders by the end of the week. Now, it helps obviously to be at the top of the industry when it comes to product and pricing, but it’s the “time in” that truly makes the difference.