Whatever It Takes

Clients are more conservative than in the past. When property values seemed to only be going up, it was easier for clients to justify investing in their homes because often the investment seemed to pay for itself with a commensurate increase in property value. Now, depending on the property and when they bought, some clients can’t justify that investment. That challenges us to find the clients who also value their quality of life and who are vested in their current home and plan to stay in it long enough to see it appreciate once again, as it undoubtedly will.
—Harrell Remodeling

Getting customers approved for financing is tougher than it was before the financial crisis. Other than that, the business is the exact same predictable business as it was from 1999-2007. If you work hard at creating opportunities for your sales reps, you will succeed.
—Pacific Coast Home Solutions

Remodeling consumers are expecting more for their money, and they’re expecting bargains.
—Dave Fox Design Build Remodelers

Sales and marketing have changed. Because so many people do their shopping and/or research online, SEO is critical for your website. You need to be found.
—Landis Construction Corp.

Q: In response to changing conditions, have you done something in your business, good or bad, that you thought you would never do?

I am pleased with our unforeseen ability to test and report promptly the effectiveness of our energy improvements and quality construction methods to our clients, mainly with blower doors. This is offering a way to prove quality and to differentiate ourselves.
—Mosby Building Arts

We started doing service work for new clients. In the past, that service was reserved only for established clients.
—Harrell Remodeling

We have been aggressively opening new satellite offices throughout the South and Northeast. We opened three new satellite offices in 2011, in addition to the three offices opened in 2009-10.
—Power Home Remodeling Group

Q: How is your business different than it was several years ago?

We diversified into other products that now represent about one-third of our volume.
—Statewide Remodeling

The single biggest difference is the positive mental attitude (PMA) that employees have or don’t have. The 6 o’clock news has nothing to do with our industry if you have the right PMA. Combating the negative media in the hearts and minds of people is the biggest hurdle today. All you have to do is believe in your system and others will follow.
—Pacific Coast Home Solutions

We are much more frugal and do more with fewer people.
—Dave Fox Design Build Remodelers

We have added installation and new product lines, such as roofing, which have allowed us to keep all aspects of exterior home renovation under one roof, so to speak. We also have continued to hire incredibly talented individuals who have allowed us to expand our minds and long-term objectives in ways we never thought possible.
—Power Home Remodeling Group

Every sale is harder with more bidding and value engineering. We are leaner and more organized with only the best employees left.
—Landis Construction Corp.

Q: Do you believe changes that have occurred are permanent or just part of a cycle the industry has seen before and will see again?

I wouldn’t be surprised if we never get back to the boom periods of the past but things will undoubtedly improve. We want to be one of the companies that is ready to make the most of it while preparing for the inevitable downturn that will follow. It will always be a cycle; it just might not swing as high or as low as it has in recent years.
—Harrell Remodeling

Although we would all love the economy to come back strong, regardless of its performance, we don’t believe we will change our business model because it is built on customer advocacy and talent acquisition—and always will be.
—Power Home Remodeling Group