1 00:00:17,283 --> 00:00:19,719 Hello, this is The ProSource Podcast. 2 00:00:19,919 --> 00:00:20,453 I'm Kevin Devine 3 00:00:20,453 --> 00:00:21,654 Director of Digital 4 00:00:21,654 --> 00:00:22,822 Marketing content 5 00:00:22,822 --> 00:00:24,524 for ProSource Wholesale. 6 00:00:24,524 --> 00:00:25,492 In this series 7 00:00:25,492 --> 00:00:27,193 will focus on home remodeling, 8 00:00:27,193 --> 00:00:29,329 especially kitchens and bathrooms. 9 00:00:29,863 --> 00:00:31,364 You'll hear from those in the know, 10 00:00:31,364 --> 00:00:33,466 including our corporate merchandizers 11 00:00:33,466 --> 00:00:34,934 showroom team members 12 00:00:34,934 --> 00:00:36,169 and the trade professionals 13 00:00:36,169 --> 00:00:38,705 who ultimately make it happen. 14 00:00:38,705 --> 00:00:40,106 We're glad you've joined us. 15 00:00:40,106 --> 00:00:41,307 Enjoy 16 00:00:43,676 --> 00:00:45,478 today's episode of The ProSource Podcast. 17 00:00:45,478 --> 00:00:47,047 We are joined by Neal Ross. 18 00:00:47,047 --> 00:00:48,748 Neal, appreciate you being here today. 19 00:00:48,748 --> 00:00:50,583 Kevin Thank you for having me. 20 00:00:50,583 --> 00:00:52,252 Well, let's start with an easy question. 21 00:00:52,252 --> 00:00:53,420 why don’t you tell us who you are 22 00:00:53,420 --> 00:00:54,687 and specifically what you do 23 00:00:54,687 --> 00:00:56,556 for ProSource Wholesale. Sure. 24 00:00:56,556 --> 00:00:57,657 My name is Neal Ross. 25 00:00:57,657 --> 00:00:58,958 I'm the vice president of Product and 26 00:00:58,958 --> 00:01:01,428 Merchandizing, and I lead our entire team 27 00:01:01,528 --> 00:01:03,129 on the flooring side 28 00:01:03,129 --> 00:01:05,398 and flooring that includes all carpet, 29 00:01:05,799 --> 00:01:06,800 that includes 30 00:01:06,800 --> 00:01:08,835 vinyl, tile that includes 31 00:01:08,835 --> 00:01:11,104 ceramic, porcelain, includes 32 00:01:11,104 --> 00:01:12,439 wood floors, includes 33 00:01:12,439 --> 00:01:13,740 engineered wood floors. 34 00:01:13,740 --> 00:01:15,475 Anything that you stand on 35 00:01:15,475 --> 00:01:17,911 comes under my guidance. 36 00:01:18,178 --> 00:01:18,978 Okay. 37 00:01:18,978 --> 00:01:19,512 Well, 38 00:01:19,946 --> 00:01:21,214 so in that realm, 39 00:01:21,214 --> 00:01:22,382 how long have you been working 40 00:01:22,382 --> 00:01:23,283 for ProSource Wholesale 41 00:01:23,283 --> 00:01:24,818 and what got you into 42 00:01:24,818 --> 00:01:25,785 the flooring industry? 43 00:01:25,785 --> 00:01:27,120 So I like to tell people 44 00:01:27,120 --> 00:01:27,854 I've been in the flooring 45 00:01:27,854 --> 00:01:28,888 industry my entire life. 46 00:01:28,888 --> 00:01:31,157 I've been walking on it, crawling on it. 47 00:01:31,157 --> 00:01:32,725 But eighteen years ago 48 00:01:32,725 --> 00:01:33,693 was when I got into the business, 49 00:01:33,693 --> 00:01:34,394 and that is when I started 50 00:01:34,394 --> 00:01:34,961 with ProSource. 51 00:01:34,961 --> 00:01:38,064 I had zero flooring experience before 52 00:01:38,064 --> 00:01:39,299 coming to ProSource. 53 00:01:39,299 --> 00:01:40,834 I've been in specialty retail. 54 00:01:40,834 --> 00:01:42,635 I've done sales 55 00:01:42,635 --> 00:01:44,504 both on the retail side 56 00:01:44,504 --> 00:01:45,538 and on the commercial side. 57 00:01:45,538 --> 00:01:46,139 But man, 58 00:01:46,139 --> 00:01:47,607 when I didn't have any experience 59 00:01:47,607 --> 00:01:50,110 in flooring before walking into ProSource 60 00:01:50,110 --> 00:01:50,910 really? Yeah. 61 00:01:50,910 --> 00:01:53,546 Okay. Well, what makes flooring exciting? 62 00:01:53,546 --> 00:01:54,981 What motivates you with that? 63 00:01:54,981 --> 00:01:55,682 You know, 64 00:01:55,682 --> 00:01:57,083 when I first started the business, 65 00:01:57,083 --> 00:01:58,184 I kind of was like, 66 00:01:58,184 --> 00:01:59,219 Wow, this seems like a 67 00:01:59,219 --> 00:02:00,353 you know, it's a it's a it's 68 00:02:00,353 --> 00:02:02,255 a part of the commercial business. 69 00:02:02,255 --> 00:02:04,057 It's part of the contract business. 70 00:02:04,057 --> 00:02:05,492 I really didn't know much about it, 71 00:02:05,492 --> 00:02:07,093 but when I got here, I was like, 72 00:02:07,093 --> 00:02:10,096 you know, the the, the, the pure, 73 00:02:10,096 --> 00:02:11,664 you know, breadth of product 74 00:02:11,664 --> 00:02:13,066 that's available in flooring 75 00:02:13,066 --> 00:02:14,601 is what really drew me to it. 76 00:02:14,601 --> 00:02:15,602 And then 77 00:02:15,602 --> 00:02:16,469 and then really I was like, 78 00:02:16,469 --> 00:02:16,669 you know, 79 00:02:16,669 --> 00:02:17,504 but it's 80 00:02:17,937 --> 00:02:19,839 man it’s a style business 81 00:02:19,839 --> 00:02:20,440 every year 82 00:02:20,440 --> 00:02:21,674 they're coming out with new products 83 00:02:23,176 --> 00:02:24,177 technology. 84 00:02:24,177 --> 00:02:25,311 The the the the 85 00:02:25,311 --> 00:02:27,480 speed at that flooring changes 86 00:02:27,480 --> 00:02:28,748 just every year 87 00:02:28,748 --> 00:02:30,650 with new things that come out. 88 00:02:30,650 --> 00:02:31,651 That's what makes it exciting. 89 00:02:31,651 --> 00:02:32,218 It's just 90 00:02:32,552 --> 00:02:34,020 every day you're seeing new products 91 00:02:34,020 --> 00:02:35,622 come out from suppliers. 92 00:02:35,622 --> 00:02:36,856 So in that sense, 93 00:02:36,856 --> 00:02:38,691 what specifically have you seen evolve 94 00:02:38,691 --> 00:02:39,792 in the realm of flooring 95 00:02:39,792 --> 00:02:43,129 and maybe where you even see it going? 96 00:02:43,129 --> 00:02:43,796 Well, 97 00:02:44,664 --> 00:02:45,632 you know, when I started, 98 00:02:45,632 --> 00:02:46,933 I like to joke that, 99 00:02:46,933 --> 00:02:47,167 you know, 100 00:02:47,167 --> 00:02:47,934 most of the business 101 00:02:47,934 --> 00:02:49,402 that we were doing was carpet 102 00:02:49,402 --> 00:02:51,604 and and I was in charge of carpet 103 00:02:51,604 --> 00:02:52,472 and it was, you 104 00:02:52,472 --> 00:02:54,941 know, was over half our business. 105 00:02:54,941 --> 00:02:57,243 And I've managed it down to less 106 00:02:57,243 --> 00:02:58,711 than a quarter of our business. 107 00:02:58,711 --> 00:03:01,381 So I've done a really, you know, that. 108 00:03:01,447 --> 00:03:02,282 But that just shows you 109 00:03:02,282 --> 00:03:02,982 what the business has done 110 00:03:02,982 --> 00:03:04,651 not what Neal has done personally. 111 00:03:04,651 --> 00:03:05,451 But that's. 112 00:03:05,451 --> 00:03:06,419 Not at all a reflection of you. 113 00:03:06,419 --> 00:03:08,521 No, no reflection of what I do. 114 00:03:08,521 --> 00:03:09,956 But it's just the way 115 00:03:09,956 --> 00:03:11,858 the industry has changed over time. 116 00:03:11,858 --> 00:03:13,626 The what's great is, you know, 117 00:03:13,626 --> 00:03:15,228 we started out and, you know, 118 00:03:15,228 --> 00:03:15,428 you know, 119 00:03:15,428 --> 00:03:15,962 you got carpet 120 00:03:15,962 --> 00:03:16,930 just about in every 121 00:03:16,930 --> 00:03:18,798 in every house in the country. 122 00:03:18,798 --> 00:03:21,034 And then slowly it's been changed out for 123 00:03:21,201 --> 00:03:21,901 you know, 124 00:03:22,101 --> 00:03:22,468 obviously 125 00:03:22,468 --> 00:03:23,970 tile has been around for forever 126 00:03:23,970 --> 00:03:26,439 but you see a lot more tile these days. 127 00:03:26,439 --> 00:03:28,675 New product categories like luxury vinyl 128 00:03:28,675 --> 00:03:29,742 has really taken off 129 00:03:29,742 --> 00:03:31,711 over the past ten years or so 130 00:03:31,711 --> 00:03:32,679 and out to the point 131 00:03:32,679 --> 00:03:34,347 where it's the majority of our business. 132 00:03:34,347 --> 00:03:36,216 It's the largest product category 133 00:03:36,216 --> 00:03:38,484 that we're seeing being sold today. 134 00:03:38,484 --> 00:03:38,918 So, Neal, 135 00:03:38,918 --> 00:03:40,320 when it comes to flooring, 136 00:03:40,320 --> 00:03:41,321 what would you consider to be 137 00:03:41,321 --> 00:03:43,923 the ProSource advantage? Wow. 138 00:03:45,058 --> 00:03:47,160 I think in a nutshell, it's value. 139 00:03:47,393 --> 00:03:47,660 Yeah. 140 00:03:47,660 --> 00:03:48,928 You know, ProSource, 141 00:03:48,928 --> 00:03:49,229 you know, 142 00:03:49,262 --> 00:03:51,631 has claimed value and screamed value 143 00:03:51,631 --> 00:03:52,532 since its inception 144 00:03:52,532 --> 00:03:54,067 30 years ago, you know. 145 00:03:54,067 --> 00:03:55,335 But I think the 146 00:03:55,335 --> 00:03:57,203 that value comes from, you know, 147 00:03:57,203 --> 00:03:59,372 multi parts here. Right. 148 00:03:59,405 --> 00:04:01,241 The first is 149 00:04:01,241 --> 00:04:03,843 when a customer comes in, 150 00:04:03,843 --> 00:04:04,744 you can see the value. 151 00:04:04,744 --> 00:04:07,113 I mean, showrooms are not highly retail. 152 00:04:07,113 --> 00:04:09,916 They're in a in an area where you've 153 00:04:10,149 --> 00:04:12,619 you've got a little more industrial 154 00:04:13,253 --> 00:04:16,556 and then you've got the racking systems 155 00:04:16,556 --> 00:04:17,457 all that. 156 00:04:17,490 --> 00:04:19,125 It just has a perceived value up there. 157 00:04:19,125 --> 00:04:20,526 And the pricing 158 00:04:20,526 --> 00:04:23,029 you're going to see is actual value. 159 00:04:23,029 --> 00:04:23,896 Along with that, 160 00:04:23,896 --> 00:04:26,866 you've got this huge selection of product 161 00:04:27,033 --> 00:04:29,836 and that is an incredible amount of value 162 00:04:29,836 --> 00:04:31,271 to a customer walking in. 163 00:04:31,271 --> 00:04:32,338 They're going to walk in, 164 00:04:32,338 --> 00:04:34,307 probably somewhat be overwhelmed. 165 00:04:34,307 --> 00:04:35,408 The good news is that 166 00:04:35,408 --> 00:04:36,542 they've got an account manager, 167 00:04:36,542 --> 00:04:37,477 they've got an account manager 168 00:04:37,477 --> 00:04:38,411 that will walk them 169 00:04:38,411 --> 00:04:39,912 and guide them through the entire process 170 00:04:39,912 --> 00:04:41,648 of selecting product. 171 00:04:41,648 --> 00:04:43,049 I know you know, personally, 172 00:04:43,049 --> 00:04:43,916 my wife 173 00:04:43,916 --> 00:04:45,151 doesn't like to come into the 174 00:04:45,151 --> 00:04:45,718 ProSource showroom 175 00:04:45,718 --> 00:04:46,786 because people are like, 176 00:04:46,786 --> 00:04:47,820 Oh, she knows products 177 00:04:47,820 --> 00:04:49,122 kind of just like a tangently. 178 00:04:49,122 --> 00:04:50,957 Because she knows me 179 00:04:50,957 --> 00:04:52,091 and I'm like, she doesn't know anything. 180 00:04:52,091 --> 00:04:52,725 She needs help 181 00:04:53,860 --> 00:04:55,028 because it it's such a 182 00:04:55,028 --> 00:04:57,930 wide selection of product and, and, 183 00:04:58,031 --> 00:04:59,866 and I think that that is 184 00:04:59,866 --> 00:05:01,067 a huge value to customers 185 00:05:01,067 --> 00:05:03,336 because with ProSource, you know, if, 186 00:05:03,369 --> 00:05:05,872 if you don't see it, we can get it. 187 00:05:06,139 --> 00:05:07,040 If we can't get it, 188 00:05:07,040 --> 00:05:09,208 it probably doesn't exist. 189 00:05:09,208 --> 00:05:10,243 But account managers are 190 00:05:10,243 --> 00:05:12,045 kind of the key to this, this 191 00:05:12,045 --> 00:05:13,813 this selection process of of, 192 00:05:13,813 --> 00:05:15,815 of narrowing down this ProSource 193 00:05:16,516 --> 00:05:18,384 largest selection 194 00:05:18,384 --> 00:05:20,019 down to the products 195 00:05:20,019 --> 00:05:20,386 that they're going 196 00:05:20,386 --> 00:05:21,454 to need for their project. 197 00:05:21,454 --> 00:05:23,489 And so I think that that's a huge, huge 198 00:05:24,123 --> 00:05:25,291 amount of the value is 199 00:05:25,291 --> 00:05:26,893 is the account manager's 200 00:05:26,893 --> 00:05:29,195 ability and knowledge and expertise 201 00:05:29,395 --> 00:05:30,330 to help the customer 202 00:05:30,330 --> 00:05:31,998 through this whole process. 203 00:05:31,998 --> 00:05:33,333 In addition to that, you've got, 204 00:05:33,333 --> 00:05:33,933 you know, 205 00:05:33,933 --> 00:05:34,634 we've got 206 00:05:34,634 --> 00:05:36,703 a whole set of kitchen about designers 207 00:05:36,703 --> 00:05:38,404 that free design process 208 00:05:38,404 --> 00:05:40,306 as well as added value 209 00:05:40,306 --> 00:05:41,374 for this ProSource, 210 00:05:41,374 --> 00:05:43,343 you know, kind of full value proposition. 211 00:05:43,343 --> 00:05:45,011 So overall 212 00:05:45,011 --> 00:05:46,546 I think ProSource just provides 213 00:05:46,546 --> 00:05:47,246 great value 214 00:05:47,246 --> 00:05:48,881 to the customer, to the trade pro, 215 00:05:48,881 --> 00:05:50,950 and that's kind of where I hang my hat 216 00:05:51,017 --> 00:05:52,051 and I don't think it's just flooring. 217 00:05:52,051 --> 00:05:52,485 I mean, 218 00:05:52,752 --> 00:05:53,419 I believe that's 219 00:05:53,419 --> 00:05:54,220 just throughout the entire 220 00:05:54,220 --> 00:05:58,124 showroom, the, the selection process 221 00:05:58,124 --> 00:05:59,659 and the amount of selection 222 00:05:59,659 --> 00:06:00,193 that's available 223 00:06:00,193 --> 00:06:01,794 both in K and B of flooring, 224 00:06:01,794 --> 00:06:02,895 I think is unmatched 225 00:06:02,895 --> 00:06:03,896 anywhere in the industry 226 00:06:03,896 --> 00:06:05,732 and anywhere in any market. So. 227 00:06:05,732 --> 00:06:07,033 So what 228 00:06:07,033 --> 00:06:08,668 what advancements have really been made 229 00:06:08,668 --> 00:06:10,636 in the flooring industry and 230 00:06:10,636 --> 00:06:11,637 what efforts have you seen 231 00:06:11,637 --> 00:06:13,272 in that specific to the brands offer 232 00:06:13,272 --> 00:06:14,540 to ProSource Wholesale? 233 00:06:14,540 --> 00:06:16,876 So I think that, you know, you've 234 00:06:17,677 --> 00:06:19,112 when you look at our mix 235 00:06:19,112 --> 00:06:20,446 and how it's changed over 236 00:06:20,446 --> 00:06:22,582 time, you know, you've got, 237 00:06:22,582 --> 00:06:23,983 you know, technology 238 00:06:23,983 --> 00:06:24,751 as just a 239 00:06:24,751 --> 00:06:26,853 an overarching piece of flooring. 240 00:06:26,853 --> 00:06:28,855 Let's just let's just start there. 241 00:06:28,855 --> 00:06:30,123 Within every product category, 242 00:06:30,123 --> 00:06:31,391 you see technology changes, right? 243 00:06:31,391 --> 00:06:32,358 When I was 244 00:06:32,525 --> 00:06:33,259 when I was first 245 00:06:33,259 --> 00:06:34,794 when I first came on board, 246 00:06:34,794 --> 00:06:36,596 carpet was a big part of our business. 247 00:06:36,596 --> 00:06:38,064 And that's where people were looking for 248 00:06:38,064 --> 00:06:38,831 technology changes. 249 00:06:38,831 --> 00:06:39,632 They're like, in order for us 250 00:06:39,632 --> 00:06:41,200 to keep all this carpet business, 251 00:06:41,200 --> 00:06:42,034 how can we change? 252 00:06:42,034 --> 00:06:42,635 How can we 253 00:06:42,635 --> 00:06:44,504 how can we advance technologically? 254 00:06:44,504 --> 00:06:47,273 So you were getting new patterns, right 255 00:06:47,273 --> 00:06:47,907 new colors. 256 00:06:47,907 --> 00:06:48,841 There's new color, things 257 00:06:48,841 --> 00:06:49,609 that were happening. 258 00:06:49,609 --> 00:06:50,977 They were printing carpet right there, 259 00:06:50,977 --> 00:06:52,378 printing right on top of the carpet. 260 00:06:53,446 --> 00:06:54,013 I think 261 00:06:54,013 --> 00:06:54,881 some of the 262 00:06:54,881 --> 00:06:56,916 the the work that they did in patterns, 263 00:06:56,916 --> 00:06:58,751 it was like, you know, fully, 264 00:06:58,751 --> 00:07:00,486 fully dimensional things were happening. 265 00:07:00,486 --> 00:07:01,187 So you went 266 00:07:01,187 --> 00:07:02,588 from just a flat piece of carpet 267 00:07:02,588 --> 00:07:04,290 to having all this dimension in there. 268 00:07:04,290 --> 00:07:06,292 And there was loops and cut piles 269 00:07:06,292 --> 00:07:06,993 and all these different things 270 00:07:06,993 --> 00:07:07,560 that are happening. 271 00:07:07,560 --> 00:07:08,895 And, and finally people were like, 272 00:07:08,895 --> 00:07:09,629 Yeah, that's great now, 273 00:07:09,629 --> 00:07:11,330 but what else you got? 274 00:07:11,397 --> 00:07:12,331 And so I think that 275 00:07:12,331 --> 00:07:13,499 what you're seeing now 276 00:07:13,499 --> 00:07:15,601 is huge advancements 277 00:07:15,601 --> 00:07:17,670 in printing technology. 278 00:07:17,670 --> 00:07:18,871 And printing technology 279 00:07:18,871 --> 00:07:19,772 is one of those things. 280 00:07:19,772 --> 00:07:21,874 What's happening now is, is 281 00:07:21,874 --> 00:07:22,942 can be adapted 282 00:07:22,942 --> 00:07:24,043 to almost every product 283 00:07:24,043 --> 00:07:26,479 category, for example, luxury vinyl. 284 00:07:27,213 --> 00:07:28,748 The the better the printing, 285 00:07:28,748 --> 00:07:30,750 the more clarity you're going to see 286 00:07:30,750 --> 00:07:32,618 in the graining of the products that 287 00:07:32,618 --> 00:07:33,719 that you can find today. 288 00:07:34,887 --> 00:07:35,922 Tile tile 289 00:07:35,922 --> 00:07:36,222 is a great 290 00:07:36,222 --> 00:07:37,857 example of digital printing 291 00:07:37,857 --> 00:07:40,092 where they can make any look from a wood 292 00:07:40,092 --> 00:07:41,727 look to a marble look 293 00:07:41,727 --> 00:07:43,729 and have it look hyper realistic. 294 00:07:43,729 --> 00:07:44,964 So the customer with one 295 00:07:44,964 --> 00:07:45,765 type of product 296 00:07:45,765 --> 00:07:46,599 can have multiple 297 00:07:46,599 --> 00:07:48,768 looks throughout their house. 298 00:07:48,868 --> 00:07:50,136 So I think printing is one of those 299 00:07:50,136 --> 00:07:50,636 big things 300 00:07:50,636 --> 00:07:52,271 that's really taking 301 00:07:52,271 --> 00:07:53,773 a big part of the market 302 00:07:53,773 --> 00:07:55,741 and where suppliers are really focusing 303 00:07:55,741 --> 00:07:57,610 a lot of their R&D efforts. Okay. 304 00:07:57,610 --> 00:08:00,780 So I know one and one technology 305 00:08:00,947 --> 00:08:03,282 that it kind of amazes me and maybe 306 00:08:03,549 --> 00:08:04,217 and I'm curious 307 00:08:04,217 --> 00:08:05,651 if it amazes you as well, 308 00:08:05,651 --> 00:08:07,253 is the waterproof technology. 309 00:08:07,253 --> 00:08:09,255 But it's not just that it's out there, 310 00:08:09,255 --> 00:08:11,891 but it has found a way to touch seemingly 311 00:08:11,891 --> 00:08:13,926 every product category 312 00:08:13,926 --> 00:08:15,228 and especially in the realm of carpet. 313 00:08:15,228 --> 00:08:16,062 You would not think that 314 00:08:16,062 --> 00:08:17,430 that would be true. But there it sits. 315 00:08:17,430 --> 00:08:18,498 Yeah, absolutely. 316 00:08:18,498 --> 00:08:20,032 Waterproof 317 00:08:20,032 --> 00:08:21,400 is like the buzzword, 318 00:08:21,400 --> 00:08:23,402 you know, and has been for like the past. 319 00:08:23,402 --> 00:08:25,371 You know, obviously stain and soiling 320 00:08:25,371 --> 00:08:27,173 were really important things 321 00:08:27,173 --> 00:08:29,342 to identify in a product, 322 00:08:29,342 --> 00:08:31,143 especially carpet was big 323 00:08:31,143 --> 00:08:32,111 as we've moved on 324 00:08:32,111 --> 00:08:33,446 in a hard surface category. 325 00:08:33,446 --> 00:08:33,980 Waterproof. 326 00:08:33,980 --> 00:08:35,581 Waterproof is, is everything 327 00:08:35,581 --> 00:08:38,251 it it's something that it's a benefit 328 00:08:38,251 --> 00:08:40,019 that the customer can easily, 329 00:08:40,019 --> 00:08:40,386 you know 330 00:08:40,386 --> 00:08:41,420 imagine in their mind 331 00:08:41,420 --> 00:08:42,355 every time they've spilled 332 00:08:42,355 --> 00:08:42,989 something, right. 333 00:08:42,989 --> 00:08:44,524 They can be like, Oh yeah, I get it. 334 00:08:44,524 --> 00:08:46,592 I don't want that to ruin my floor. 335 00:08:47,460 --> 00:08:48,828 So you're going to see, you know, 336 00:08:48,828 --> 00:08:49,862 like I was mentioning earlier, 337 00:08:49,862 --> 00:08:50,696 about a decade ago, 338 00:08:50,696 --> 00:08:52,832 you see luxury vinyl really coming out 339 00:08:52,832 --> 00:08:54,100 and really becoming a 340 00:08:54,100 --> 00:08:56,168 the the leading product out there. 341 00:08:56,369 --> 00:08:57,703 And that was a product 342 00:08:57,703 --> 00:08:59,839 that everybody could easily say, hey, 343 00:08:59,839 --> 00:09:01,107 this is waterproof, 344 00:09:01,107 --> 00:09:01,774 Don't even worry 345 00:09:01,774 --> 00:09:03,476 about anything that you spill on it. 346 00:09:03,476 --> 00:09:05,978 It can actually take standing water 347 00:09:05,978 --> 00:09:07,513 and what suppliers saw. 348 00:09:07,513 --> 00:09:08,314 They were like, Yeah, 349 00:09:08,314 --> 00:09:09,649 all right, we can do that. 350 00:09:09,649 --> 00:09:10,416 What if we did that 351 00:09:10,416 --> 00:09:12,652 on other products like hardwood? 352 00:09:12,652 --> 00:09:13,953 So now you're starting to see 353 00:09:13,953 --> 00:09:15,588 that waterproof technology and hardwood 354 00:09:15,588 --> 00:09:16,322 where it's got that 355 00:09:16,322 --> 00:09:18,591 same wood veneer that you walk on. 356 00:09:18,591 --> 00:09:20,860 So it's actually a wood product, 357 00:09:20,860 --> 00:09:21,794 but the middle of it 358 00:09:21,794 --> 00:09:23,629 is made out of the same core 359 00:09:23,629 --> 00:09:25,097 that you're seeing in luxury vinyl. 360 00:09:25,097 --> 00:09:26,566 So they're just taking a wood veneer 361 00:09:26,566 --> 00:09:27,400 and pressing it on 362 00:09:27,400 --> 00:09:29,802 top of a luxury vinyl core. 363 00:09:30,236 --> 00:09:31,637 And because of that, 364 00:09:31,637 --> 00:09:32,872 they're able to say like that 365 00:09:32,872 --> 00:09:33,606 is waterproof, 366 00:09:33,606 --> 00:09:35,107 that and the clip technology 367 00:09:35,107 --> 00:09:36,676 that that it's installed with. 368 00:09:36,676 --> 00:09:38,044 So now you've got this 369 00:09:38,044 --> 00:09:39,512 this hardwood product 370 00:09:39,512 --> 00:09:40,479 that a customer can be like 371 00:09:40,479 --> 00:09:41,914 I've got real hardwood 372 00:09:41,914 --> 00:09:43,716 and it's waterproof. 373 00:09:43,716 --> 00:09:45,451 The trick is is the customer 374 00:09:45,451 --> 00:09:47,520 hasn't really taken off yet on that 375 00:09:47,520 --> 00:09:48,588 So they they've see it 376 00:09:48,588 --> 00:09:49,622 they understand it, 377 00:09:49,622 --> 00:09:50,389 but they're like, well, why wouldn't 378 00:09:50,389 --> 00:09:51,457 I just buy a hardwood product 379 00:09:51,457 --> 00:09:51,958 at that point? 380 00:09:51,958 --> 00:09:53,593 So it's, it's, it's, 381 00:09:53,593 --> 00:09:54,860 we feel like it's a growing piece. 382 00:09:54,860 --> 00:09:56,796 We've done some collections with it. 383 00:09:56,796 --> 00:09:57,930 I don't think the customers 384 00:09:57,930 --> 00:09:59,565 have gotten it as much of they've 385 00:10:00,566 --> 00:10:02,935 adapted to the luxury vinyl product. 386 00:10:03,102 --> 00:10:03,836 We're watching it. 387 00:10:03,836 --> 00:10:05,004 It's something we're watching constantly, 388 00:10:05,004 --> 00:10:06,272 but the hardwood we feel 389 00:10:06,272 --> 00:10:07,239 hasn't taken off yet, 390 00:10:07,239 --> 00:10:08,808 but waterproof 391 00:10:08,808 --> 00:10:09,976 products like luxury 392 00:10:09,976 --> 00:10:11,544 vinyl have just soared. 393 00:10:11,544 --> 00:10:12,578 And that is where 394 00:10:12,578 --> 00:10:13,746 all of our account managers 395 00:10:13,746 --> 00:10:14,714 have such 396 00:10:14,714 --> 00:10:17,049 a successful time selling because 397 00:10:17,783 --> 00:10:19,418 there's very few drawbacks 398 00:10:19,418 --> 00:10:21,020 from selling a luxury vinyl product. 399 00:10:21,020 --> 00:10:22,421 And that that piece 400 00:10:22,421 --> 00:10:23,055 in the customer's 401 00:10:23,055 --> 00:10:25,391 mind, you know, they see it, it's it's 402 00:10:25,391 --> 00:10:26,692 waterproof, it's 403 00:10:26,692 --> 00:10:28,260 it's somewhat dent proof, 404 00:10:28,260 --> 00:10:28,928 but they're 405 00:10:28,928 --> 00:10:30,062 they're adapting it 406 00:10:30,062 --> 00:10:31,998 to just about every room in their house. 407 00:10:31,998 --> 00:10:33,366 And I think that's the biggest piece 408 00:10:33,366 --> 00:10:33,933 that. 409 00:10:34,233 --> 00:10:35,001 What sort of efforts 410 00:10:35,001 --> 00:10:35,735 in the flooring industry 411 00:10:35,735 --> 00:10:37,069 have you seen with regard 412 00:10:37,069 --> 00:10:39,071 to being eco friendly or sustainable? 413 00:10:39,071 --> 00:10:41,540 The sustainability efforts 414 00:10:41,540 --> 00:10:42,375 in the flooring industry, 415 00:10:42,375 --> 00:10:43,442 in the products that they brought forth? 416 00:10:43,442 --> 00:10:44,243 Well, I guess you could say that 417 00:10:44,243 --> 00:10:44,944 both in 418 00:10:44,944 --> 00:10:46,012 how the products are made 419 00:10:46,012 --> 00:10:47,246 and then the products themselves. 420 00:10:47,246 --> 00:10:49,348 Yeah, you know, 421 00:10:49,348 --> 00:10:51,450 I think suppliers have kind of 422 00:10:51,450 --> 00:10:52,652 had to lead this in, 423 00:10:52,652 --> 00:10:55,554 in, in a lot of places where they're 424 00:10:55,788 --> 00:10:57,089 producing products that are 425 00:10:57,089 --> 00:10:58,724 environmentally friendly. 426 00:10:59,892 --> 00:11:01,460 It's been going on for years, right? 427 00:11:01,460 --> 00:11:02,461 We've got products 428 00:11:02,461 --> 00:11:03,529 that are made 429 00:11:03,529 --> 00:11:05,164 from let's start on the carpet side. 430 00:11:05,164 --> 00:11:08,467 You've got products that are recycled. 431 00:11:08,834 --> 00:11:09,669 So they've got product 432 00:11:09,669 --> 00:11:11,470 that is made from recycled product. 433 00:11:11,470 --> 00:11:14,073 They have products that are recyclable. 434 00:11:14,073 --> 00:11:15,841 So you've got both synthetic fibers 435 00:11:15,841 --> 00:11:16,075 there. 436 00:11:16,075 --> 00:11:18,210 We've got carpet that is made 437 00:11:18,210 --> 00:11:20,413 that is derived from corn. 438 00:11:20,413 --> 00:11:22,448 We've got natural products such as wool 439 00:11:22,982 --> 00:11:24,350 that is, you know, obviously 440 00:11:24,350 --> 00:11:25,084 made from a sheep. 441 00:11:25,084 --> 00:11:25,951 Where the sheep is 442 00:11:25,951 --> 00:11:27,253 is still kept alive 443 00:11:27,253 --> 00:11:28,654 as part of that process. 444 00:11:28,654 --> 00:11:30,690 So environmentally sound. 445 00:11:30,690 --> 00:11:31,290 Yeah. 446 00:11:31,724 --> 00:11:33,526 So there is 447 00:11:33,526 --> 00:11:35,528 there are a lot of products out there. 448 00:11:35,528 --> 00:11:37,229 What we found 449 00:11:37,229 --> 00:11:39,699 and obviously beyond that, you've got 450 00:11:39,699 --> 00:11:40,232 luxury vinyl. 451 00:11:40,232 --> 00:11:40,833 We've been talking a lot 452 00:11:40,833 --> 00:11:41,467 about luxury vinyl. 453 00:11:41,467 --> 00:11:43,335 It is most popular category right now, 454 00:11:43,335 --> 00:11:44,203 but a lot of that's made 455 00:11:44,203 --> 00:11:45,838 from recycled content. 456 00:11:45,838 --> 00:11:46,539 The core of it, 457 00:11:46,539 --> 00:11:46,872 a lot of 458 00:11:46,872 --> 00:11:48,207 that is either 459 00:11:48,207 --> 00:11:49,141 composite wood 460 00:11:49,141 --> 00:11:50,643 and a plastic polymer 461 00:11:50,643 --> 00:11:52,078 that they've all fuzed together 462 00:11:52,078 --> 00:11:54,647 or recycled contents or a stone 463 00:11:54,647 --> 00:11:56,882 composite polymer polymer 464 00:11:56,882 --> 00:11:58,451 stone composite as well, 465 00:11:58,451 --> 00:12:00,519 all from condensed product 466 00:12:00,519 --> 00:12:02,254 that's been reused from somewhere else. 467 00:12:02,254 --> 00:12:04,123 So there is a lot of that going on. 468 00:12:04,123 --> 00:12:05,591 And then you've got products 469 00:12:05,591 --> 00:12:08,427 like bamboo quick grow products, right? 470 00:12:08,594 --> 00:12:10,730 Then you've also got we've got a company 471 00:12:10,730 --> 00:12:12,498 also that's offering some hemp 472 00:12:12,498 --> 00:12:13,232 product as well. 473 00:12:13,232 --> 00:12:15,434 So these products that grow really fast 474 00:12:15,634 --> 00:12:17,503 and can actually be reused, 475 00:12:17,503 --> 00:12:19,038 utilize again. 476 00:12:19,038 --> 00:12:20,439 Then you've got on the hardwood side, 477 00:12:20,439 --> 00:12:22,174 you have a lot of suppliers 478 00:12:22,174 --> 00:12:24,777 that will actually tag their products 479 00:12:24,777 --> 00:12:26,679 because they're grown 480 00:12:26,679 --> 00:12:28,114 in sustainable forest. 481 00:12:28,114 --> 00:12:29,148 So there's there's 482 00:12:29,148 --> 00:12:30,716 there is all of that going on right now. 483 00:12:30,716 --> 00:12:31,584 But what we haven't seen, 484 00:12:31,584 --> 00:12:32,384 the customer 485 00:12:32,384 --> 00:12:34,253 is the customer that walks in 486 00:12:34,253 --> 00:12:36,021 and really asks for that type of product. 487 00:12:36,021 --> 00:12:37,890 Now they find the color, 488 00:12:37,890 --> 00:12:38,791 they find the design, 489 00:12:38,791 --> 00:12:40,059 they like the style, 490 00:12:40,059 --> 00:12:42,294 and then if it also is environmental, 491 00:12:42,294 --> 00:12:43,529 environmentally friendly, 492 00:12:43,529 --> 00:12:45,131 they will absolutely 493 00:12:45,131 --> 00:12:46,599 they feel better about the purchase. 494 00:12:46,599 --> 00:12:47,933 But we don't have a lot of people 495 00:12:47,933 --> 00:12:49,802 coming in just asking for it. 496 00:12:49,802 --> 00:12:51,971 And I think that is where the 497 00:12:51,971 --> 00:12:52,772 the consumer 498 00:12:52,772 --> 00:12:53,773 and the supplier 499 00:12:53,773 --> 00:12:55,441 have not seen eye to eye yet. 500 00:12:55,441 --> 00:12:57,343 So becomes more of an afterthought. 501 00:12:57,343 --> 00:12:59,078 Yeah, I think it's more what we've we've 502 00:12:59,078 --> 00:13:00,780 we've called the pass as a tiebreaker. 503 00:13:00,780 --> 00:13:02,248 So if a customer sees two products 504 00:13:02,248 --> 00:13:04,683 that they like equally and one is a buyer 505 00:13:05,518 --> 00:13:06,252 environmentally friendly 506 00:13:06,252 --> 00:13:07,486 and one is not, they're like, 507 00:13:07,486 --> 00:13:08,053 I'll go with that. 508 00:13:08,053 --> 00:13:08,854 That makes me feel 509 00:13:08,854 --> 00:13:10,923 better about my purchase. Okay, Yeah. 510 00:13:11,390 --> 00:13:13,526 So if you were to give one bit of 511 00:13:13,759 --> 00:13:14,560 bit of advice 512 00:13:14,560 --> 00:13:16,095 to either a trade pro or homeowner 513 00:13:16,095 --> 00:13:18,097 that's making a flooring decision, 514 00:13:18,097 --> 00:13:19,532 what sort of considerations 515 00:13:19,532 --> 00:13:20,399 would you suggest to them 516 00:13:20,399 --> 00:13:21,901 they keep in mind 517 00:13:21,901 --> 00:13:23,435 when making that selection? 518 00:13:23,435 --> 00:13:25,037 Oh, sure. 519 00:13:25,037 --> 00:13:25,437 You know, 520 00:13:25,437 --> 00:13:26,672 I think the 521 00:13:26,672 --> 00:13:30,810 one of the big ones is is don't skimp, 522 00:13:30,810 --> 00:13:32,311 pay a little extra 523 00:13:32,311 --> 00:13:34,613 and you're going to get a lot more. 524 00:13:34,613 --> 00:13:34,747 You know, 525 00:13:34,747 --> 00:13:36,515 I think in every single product category 526 00:13:36,515 --> 00:13:37,850 that's true. 527 00:13:37,850 --> 00:13:39,518 You've got certain, you know, 528 00:13:39,518 --> 00:13:40,886 let's say in the wood category, 529 00:13:41,954 --> 00:13:43,556 a upgrade a little 530 00:13:43,556 --> 00:13:45,491 bit for a thicker product, 531 00:13:45,491 --> 00:13:47,159 upgrade a little bit for a 532 00:13:47,159 --> 00:13:50,196 a product with a better 533 00:13:50,329 --> 00:13:51,030 finish on it 534 00:13:51,030 --> 00:13:52,698 that will provide more protection 535 00:13:52,698 --> 00:13:54,366 for your wood floor longer 536 00:13:54,366 --> 00:13:56,602 for a longer period of time. 537 00:13:57,002 --> 00:13:58,037 On the carpet side, 538 00:13:58,037 --> 00:13:58,871 you know, a little bit 539 00:13:58,871 --> 00:13:59,939 extra face weight, 540 00:13:59,939 --> 00:14:00,272 you know 541 00:14:00,272 --> 00:14:02,641 will make your product last 542 00:14:02,675 --> 00:14:03,542 look will last longer 543 00:14:03,542 --> 00:14:05,311 and feel better underfoot 544 00:14:05,311 --> 00:14:06,512 luxury vinyl same thing 545 00:14:06,512 --> 00:14:07,379 you can actually 546 00:14:07,379 --> 00:14:10,015 you buy a thicker product 547 00:14:10,349 --> 00:14:11,450 with a thicker veneer 548 00:14:11,450 --> 00:14:12,651 so that if you do happen 549 00:14:12,651 --> 00:14:14,019 to drop something on it 550 00:14:14,019 --> 00:14:15,721 or you know you move your your 551 00:14:15,721 --> 00:14:17,223 you move a refrigerator or something, 552 00:14:17,223 --> 00:14:18,624 you're not going to gouge the product 553 00:14:18,624 --> 00:14:20,125 so that it will last longer 554 00:14:20,125 --> 00:14:21,293 and will look better longer. 555 00:14:21,293 --> 00:14:22,761 So I think at the end 556 00:14:22,761 --> 00:14:23,996 is just making sure that 557 00:14:23,996 --> 00:14:25,164 you are not skimping 558 00:14:26,165 --> 00:14:27,499 pay a little bit extra 559 00:14:27,499 --> 00:14:29,368 and and just in your in 560 00:14:29,368 --> 00:14:31,270 your flooring will last a lot longer. 561 00:14:31,270 --> 00:14:32,338 So it's a little bit of 562 00:14:32,338 --> 00:14:33,739 you get what you pay for. 563 00:14:33,739 --> 00:14:36,275 100% and I think that's it's true 564 00:14:36,275 --> 00:14:36,809 and I think that's 565 00:14:36,809 --> 00:14:38,010 especially true in flooring. 566 00:14:38,010 --> 00:14:40,012 So when we look at all 567 00:14:40,045 --> 00:14:41,146 those advancements 568 00:14:41,146 --> 00:14:42,982 that we've talked about here previously, 569 00:14:42,982 --> 00:14:44,183 how should a trade 570 00:14:44,183 --> 00:14:47,453 professional sort of balance their desire 571 00:14:47,620 --> 00:14:51,223 or want to be trendy or fashionable 572 00:14:51,457 --> 00:14:54,326 against what the homeowner's needs are or 573 00:14:54,326 --> 00:14:56,228 preferences are or lifestyle 574 00:14:56,228 --> 00:14:59,064 maybe dictates? Yeah, 575 00:14:59,531 --> 00:15:01,100 I think there's 576 00:15:01,433 --> 00:15:01,800 there doesn't 577 00:15:01,800 --> 00:15:03,502 have to be a balance either, 578 00:15:03,502 --> 00:15:06,538 you know, really because of number one, 579 00:15:06,839 --> 00:15:09,241 the flooring industry has so much product 580 00:15:09,241 --> 00:15:10,776 available to it that you 581 00:15:10,776 --> 00:15:12,778 if you look, you're going to find it. 582 00:15:12,778 --> 00:15:13,612 If you look hard enough, 583 00:15:13,612 --> 00:15:14,780 you're going to find the style 584 00:15:14,780 --> 00:15:15,547 they're looking for 585 00:15:15,547 --> 00:15:16,815 and the performance you're looking for. 586 00:15:16,815 --> 00:15:18,350 I don't think you have to skimp 587 00:15:18,350 --> 00:15:19,718 because the way that suppliers 588 00:15:19,718 --> 00:15:21,987 are really producing products today 589 00:15:22,254 --> 00:15:25,391 is that they realize that 590 00:15:25,691 --> 00:15:27,092 if it doesn't perform, 591 00:15:27,092 --> 00:15:29,395 no matter how good it looks, 592 00:15:29,395 --> 00:15:30,763 those customers are not going to keep 593 00:15:30,763 --> 00:15:31,830 are not going to be coming back, 594 00:15:31,830 --> 00:15:34,300 especially for ProSource that that's 595 00:15:34,300 --> 00:15:35,034 that's very important 596 00:15:35,034 --> 00:15:36,936 because our trade pros are repeat buyers 597 00:15:36,936 --> 00:15:39,772 and they know and our and our account 598 00:15:39,772 --> 00:15:40,439 managers know 599 00:15:40,439 --> 00:15:41,607 that if they sell something 600 00:15:41,607 --> 00:15:43,242 that doesn't perform, 601 00:15:43,242 --> 00:15:44,276 that that trade pro 602 00:15:44,276 --> 00:15:45,210 is going to remember that 603 00:15:45,210 --> 00:15:46,378 and maybe not come back, 604 00:15:46,378 --> 00:15:47,212 but at least say, I'm 605 00:15:47,212 --> 00:15:48,647 not going to buy that product, 606 00:15:48,647 --> 00:15:49,448 you know, in the future. 607 00:15:49,448 --> 00:15:50,482 And so account managers 608 00:15:50,482 --> 00:15:52,384 I think are great, a great barometers 609 00:15:52,384 --> 00:15:53,619 for what sells out there 610 00:15:53,619 --> 00:15:54,219 because they're not going 611 00:15:54,219 --> 00:15:56,021 to sell a garbage product. 612 00:15:56,021 --> 00:15:56,655 They're always going 613 00:15:56,655 --> 00:15:57,723 to sell the best product 614 00:15:57,723 --> 00:15:59,258 that looks the best for their customer. 615 00:15:59,258 --> 00:16:00,926 So I think there's 616 00:16:00,926 --> 00:16:01,961 you don't have to skimp. 617 00:16:01,961 --> 00:16:04,096 And and I think what's great is not only 618 00:16:04,096 --> 00:16:04,563 is that 619 00:16:04,563 --> 00:16:05,931 that wide breadth of product 620 00:16:05,931 --> 00:16:07,800 available in this industry 621 00:16:07,800 --> 00:16:08,467 out there, 622 00:16:08,467 --> 00:16:10,102 but ProSource is also 623 00:16:10,102 --> 00:16:11,370 that place to find it. 624 00:16:11,370 --> 00:16:13,138 Because you look in our showrooms, 625 00:16:13,138 --> 00:16:15,174 we have such a huge variety of products 626 00:16:15,174 --> 00:16:16,675 and showrooms 627 00:16:16,675 --> 00:16:18,310 like bringing new products 628 00:16:18,310 --> 00:16:19,011 in all the time. 629 00:16:19,011 --> 00:16:20,045 And so you're 630 00:16:20,045 --> 00:16:21,847 you're going to be able to find out 631 00:16:21,847 --> 00:16:23,582 or find the product that you need 632 00:16:23,582 --> 00:16:24,483 that that 633 00:16:24,483 --> 00:16:25,484 that you want 634 00:16:25,484 --> 00:16:27,419 and that it's going to perform 635 00:16:27,419 --> 00:16:28,320 year over year. 636 00:16:28,320 --> 00:16:29,955 Okay, good. 637 00:16:29,955 --> 00:16:30,723 Let's shift 638 00:16:30,723 --> 00:16:31,056 our focus 639 00:16:31,056 --> 00:16:32,391 specifically in the realm 640 00:16:32,391 --> 00:16:34,259 of kitchens and bathrooms. 641 00:16:34,259 --> 00:16:34,927 And when you're looking 642 00:16:34,927 --> 00:16:36,829 at a remodel in there, 643 00:16:36,829 --> 00:16:37,863 it's sort of a chicken 644 00:16:37,863 --> 00:16:39,431 and the egg sort of a question. 645 00:16:39,431 --> 00:16:41,233 What tends to come first? 646 00:16:41,233 --> 00:16:43,202 Does someone or should someone 647 00:16:43,202 --> 00:16:44,636 pick flooring first 648 00:16:44,636 --> 00:16:45,270 and sort of work 649 00:16:45,270 --> 00:16:46,305 their way up from the ground up? 650 00:16:46,305 --> 00:16:48,841 Or should flooring maybe be the 651 00:16:48,841 --> 00:16:49,742 the last choice 652 00:16:49,742 --> 00:16:51,076 after other products, 653 00:16:51,076 --> 00:16:53,178 cabinets, countertops or tubs, vanities 654 00:16:53,946 --> 00:16:55,314 when those are chosen, 655 00:16:55,314 --> 00:16:57,816 is there a particular pecking order? 656 00:16:57,816 --> 00:17:00,185 If you're doing it right, 657 00:17:00,185 --> 00:17:00,786 I think you're doing it 658 00:17:00,786 --> 00:17:01,620 all at the same time. 659 00:17:02,721 --> 00:17:04,590 You're you're really 660 00:17:04,590 --> 00:17:05,591 because you want to make sure 661 00:17:05,591 --> 00:17:08,427 that all of the styles and the colors 662 00:17:08,527 --> 00:17:09,995 that you're putting together 663 00:17:09,995 --> 00:17:11,063 all makes sense. 664 00:17:11,063 --> 00:17:12,398 So if you do, if you just, 665 00:17:12,398 --> 00:17:14,433 you know, create your, your your 666 00:17:14,433 --> 00:17:16,201 or you pick out your cabinet door 667 00:17:16,201 --> 00:17:17,469 color, you create your or 668 00:17:17,469 --> 00:17:18,737 you choose your backsplash, 669 00:17:18,737 --> 00:17:20,672 you choose your countertops, 670 00:17:20,672 --> 00:17:21,573 and all of a sudden you're like, 671 00:17:21,573 --> 00:17:22,841 Oh, yeah, we've got to do the floors. 672 00:17:22,841 --> 00:17:25,377 You’re still going to find something. 673 00:17:25,377 --> 00:17:26,845 But I think that the selection process 674 00:17:26,845 --> 00:17:28,580 is all done at the same time. 675 00:17:28,580 --> 00:17:30,482 And what we found is 676 00:17:30,482 --> 00:17:31,950 obviously the floors are always done 677 00:17:31,950 --> 00:17:32,951 last as far as 678 00:17:32,951 --> 00:17:34,987 the installation is concerned. 679 00:17:35,254 --> 00:17:37,689 But what we're finding is, is that, 680 00:17:38,457 --> 00:17:40,959 oh, I know this sounds crazy, but 681 00:17:42,327 --> 00:17:43,662 construction projects 682 00:17:43,662 --> 00:17:45,330 often go overbudget. 683 00:17:45,330 --> 00:17:46,532 Wow. I know. I know. That's 684 00:17:47,766 --> 00:17:48,734 shocking information 685 00:17:48,734 --> 00:17:50,436 you're hearing here first. 686 00:17:50,436 --> 00:17:51,470 But what happens is, 687 00:17:51,470 --> 00:17:54,073 is that because of the 688 00:17:54,073 --> 00:17:56,675 the availability of so many different 689 00:17:56,675 --> 00:17:57,242 looks in 690 00:17:57,242 --> 00:17:58,110 so many different 691 00:17:58,110 --> 00:18:00,846 kind of substrates of of flooring, 692 00:18:01,080 --> 00:18:01,680 you'll often 693 00:18:01,680 --> 00:18:02,381 see customers 694 00:18:02,381 --> 00:18:03,715 pick out a product that they like, 695 00:18:03,715 --> 00:18:04,049 you know, like, 696 00:18:04,049 --> 00:18:05,117 all right, well, this is the color. 697 00:18:05,117 --> 00:18:05,984 And then all of a sudden they're like, 698 00:18:05,984 --> 00:18:06,819 all right, we're over budget. 699 00:18:06,819 --> 00:18:07,653 Where can we 700 00:18:07,653 --> 00:18:10,389 where can we start to save a little bit? 701 00:18:10,522 --> 00:18:12,224 And sometimes it's the floor 702 00:18:12,224 --> 00:18:14,893 and they might have picked out a, 703 00:18:15,160 --> 00:18:16,295 you know, a hardwood 704 00:18:16,295 --> 00:18:18,063 that they want in their kitchen. 705 00:18:18,063 --> 00:18:19,364 Happens all the time. 706 00:18:19,364 --> 00:18:19,898 All of a sudden, 707 00:18:19,898 --> 00:18:20,599 they're like that 708 00:18:20,599 --> 00:18:22,634 hardwood was $5 a square foot. 709 00:18:23,035 --> 00:18:24,536 We're running over on budget. 710 00:18:24,536 --> 00:18:25,637 What else is there like? 711 00:18:25,637 --> 00:18:26,738 Well, we've got a luxury vinyl 712 00:18:26,738 --> 00:18:27,573 that might be, you know, 713 00:18:27,573 --> 00:18:28,874 three and a half dollars. 714 00:18:28,874 --> 00:18:31,176 And they may be able to find a similar 715 00:18:31,176 --> 00:18:34,346 look in and a similar color in a 716 00:18:35,013 --> 00:18:36,448 a manufactured product 717 00:18:36,448 --> 00:18:38,650 like luxury vinyl or even laminate 718 00:18:38,650 --> 00:18:42,221 that they can, you know, choose instead. 719 00:18:42,221 --> 00:18:44,256 And really and it saves them a few dollars. 720 00:18:44,256 --> 00:18:45,023 And, you know, 721 00:18:45,023 --> 00:18:45,924 we don't always like to hear 722 00:18:45,924 --> 00:18:46,692 that on the flooring side. 723 00:18:46,692 --> 00:18:47,493 We always like the 724 00:18:47,493 --> 00:18:49,061 the flooring budget to be high. 725 00:18:49,061 --> 00:18:49,628 But it is 726 00:18:49,628 --> 00:18:50,129 what happens 727 00:18:50,129 --> 00:18:51,430 just because of the pecking order 728 00:18:51,430 --> 00:18:52,965 of how things are actually installed. 729 00:18:52,965 --> 00:18:53,732 So but is it 730 00:18:53,732 --> 00:18:54,833 really that big of a drop off? 731 00:18:54,833 --> 00:18:55,300 Most times 732 00:18:55,300 --> 00:18:56,735 with performance in that regard? 733 00:18:56,735 --> 00:18:58,003 On the performance side, no, 734 00:18:58,003 --> 00:18:59,605 but some people will really like the 735 00:18:59,605 --> 00:19:00,139 you know, people 736 00:19:00,139 --> 00:19:00,906 like the feel 737 00:19:00,906 --> 00:19:03,308 and the look of an authentic piece 738 00:19:03,308 --> 00:19:05,277 of hardwood in comparison to vinyl. 739 00:19:05,277 --> 00:19:06,645 That is why it's more expensive. 740 00:19:06,645 --> 00:19:09,181 So so my next question is a little long, 741 00:19:09,181 --> 00:19:09,481 so much 742 00:19:09,481 --> 00:19:10,616 so that I'm actually going to read it. 743 00:19:10,616 --> 00:19:11,650 So kind of relax 744 00:19:11,650 --> 00:19:13,652 for awhile. Take a few. Yeah. 745 00:19:14,686 --> 00:19:15,554 So when 746 00:19:15,554 --> 00:19:16,722 you're choosing flooring, 747 00:19:16,722 --> 00:19:18,557 it's never just the floor. 748 00:19:18,557 --> 00:19:19,324 And what I mean by that 749 00:19:19,324 --> 00:19:21,260 especially focus again 750 00:19:21,260 --> 00:19:22,227 for kitchens and bathrooms. 751 00:19:22,227 --> 00:19:24,062 There are other considerations 752 00:19:24,062 --> 00:19:24,696 in a bathroom. 753 00:19:24,696 --> 00:19:26,732 You might have a backsplash, 754 00:19:26,732 --> 00:19:29,001 a tub, surround a shower, 755 00:19:29,635 --> 00:19:31,837 shower walls that are, that are tiled, 756 00:19:31,837 --> 00:19:32,938 it's flooring, It's 757 00:19:32,938 --> 00:19:34,373 just not underfoot per se. 758 00:19:34,373 --> 00:19:35,941 So what changes 759 00:19:35,941 --> 00:19:38,043 have you seen with those products, 760 00:19:38,043 --> 00:19:39,378 whether it be with trends 761 00:19:39,378 --> 00:19:40,712 or just technology 762 00:19:40,712 --> 00:19:42,714 advancements with them? 763 00:19:42,781 --> 00:19:43,515 Well, that's the 764 00:19:43,515 --> 00:19:46,151 coolest thing with with back splashes 765 00:19:47,019 --> 00:19:49,588 decos things like that tile is 766 00:19:50,589 --> 00:19:54,426 is changing by the day and you know it's 767 00:19:54,593 --> 00:19:55,294 one thing is 768 00:19:55,294 --> 00:19:57,029 is within actual tile products 769 00:19:57,029 --> 00:19:58,764 but you've also got this mix and match 770 00:19:58,764 --> 00:19:59,932 where you've got glass, 771 00:19:59,932 --> 00:20:02,367 you've got metals, you've got actual wood 772 00:20:03,101 --> 00:20:04,636 and all of those mixed 773 00:20:04,636 --> 00:20:06,171 in with tile products as well. 774 00:20:06,171 --> 00:20:08,373 And then of course stone and stone looks. 775 00:20:08,373 --> 00:20:11,276 So you can have a view 776 00:20:11,276 --> 00:20:13,445 of an entire variety of products 777 00:20:14,012 --> 00:20:15,013 as a backsplash 778 00:20:15,013 --> 00:20:16,682 to kind of bring out other colors 779 00:20:16,682 --> 00:20:17,683 and other materials 780 00:20:17,683 --> 00:20:19,518 that you might have in that room. 781 00:20:19,518 --> 00:20:20,352 What's cool is 782 00:20:20,352 --> 00:20:21,853 you've got some suppliers out there 783 00:20:21,853 --> 00:20:23,789 that can totally customize 784 00:20:23,789 --> 00:20:25,090 what products you want 785 00:20:25,090 --> 00:20:26,858 and in which design 786 00:20:26,858 --> 00:20:27,859 to do for your backsplash. 787 00:20:27,859 --> 00:20:29,861 So you can go on onto their website, 788 00:20:29,861 --> 00:20:31,530 choose which products you like, 789 00:20:31,530 --> 00:20:32,231 choose the pattern 790 00:20:32,231 --> 00:20:32,598 you like, 791 00:20:32,598 --> 00:20:33,465 and then fill 792 00:20:33,465 --> 00:20:35,734 in all of the different elements of it 793 00:20:36,001 --> 00:20:38,470 and then have a customized version 794 00:20:38,470 --> 00:20:39,871 created for your backsplash. 795 00:20:39,871 --> 00:20:40,672 Now, obviously 796 00:20:40,672 --> 00:20:41,306 there's a little bit 797 00:20:41,306 --> 00:20:42,207 more expense to that, 798 00:20:42,207 --> 00:20:44,276 but just from a general sense 799 00:20:44,543 --> 00:20:46,712 that there's such a huge variety 800 00:20:47,679 --> 00:20:49,114 of tile 801 00:20:49,114 --> 00:20:50,983 available, especially for, 802 00:20:50,983 --> 00:20:52,884 you know, these types of installations 803 00:20:52,884 --> 00:20:54,152 that there's not 804 00:20:54,152 --> 00:20:54,686 no one 805 00:20:54,686 --> 00:20:56,822 showroom could show the the, 806 00:20:56,822 --> 00:20:58,957 the spectrum that's available out there. 807 00:20:58,957 --> 00:21:00,025 But what's great is 808 00:21:00,025 --> 00:21:02,394 our showrooms are really good at is 809 00:21:02,394 --> 00:21:04,696 is taking products and selecting them 810 00:21:04,696 --> 00:21:05,230 that are 811 00:21:05,230 --> 00:21:06,031 that are current 812 00:21:06,031 --> 00:21:07,733 trending in their market. 813 00:21:07,733 --> 00:21:10,068 So whatever process you go into, 814 00:21:10,102 --> 00:21:10,802 they have 815 00:21:10,802 --> 00:21:11,503 they've taken 816 00:21:11,503 --> 00:21:12,804 what sells in their marketplace 817 00:21:12,804 --> 00:21:14,439 and they're showing those exact products 818 00:21:14,439 --> 00:21:15,841 because otherwise 819 00:21:15,841 --> 00:21:17,876 you would have to have, you know, a 820 00:21:17,876 --> 00:21:19,444 100,000 square foot showroom 821 00:21:19,444 --> 00:21:21,713 with just showing back splashes 822 00:21:21,713 --> 00:21:22,180 because there 823 00:21:22,180 --> 00:21:24,116 so many different suppliers out there 824 00:21:24,116 --> 00:21:25,550 and so many different looks in order 825 00:21:25,550 --> 00:21:27,619 to kind of appeal to everybody. 826 00:21:27,619 --> 00:21:29,621 So I just think there's it's variety. 827 00:21:29,621 --> 00:21:31,390 It's just this huge, huge variety 828 00:21:31,390 --> 00:21:32,491 that's available out there. 829 00:21:32,491 --> 00:21:33,358 And that's 830 00:21:33,358 --> 00:21:36,428 what's exciting is you can make any room 831 00:21:36,928 --> 00:21:38,597 just with those little details 832 00:21:38,597 --> 00:21:39,498 really pop. 833 00:21:39,498 --> 00:21:40,666 And I just 834 00:21:40,666 --> 00:21:42,701 it's just an exciting category. So. 835 00:21:42,701 --> 00:21:45,170 So when you say that, I wonder, 836 00:21:45,170 --> 00:21:45,971 is there a concern 837 00:21:45,971 --> 00:21:47,105 that it might be a bit 838 00:21:47,105 --> 00:21:48,140 overwhelming for people 839 00:21:48,140 --> 00:21:50,008 with that much choice or does it become. 840 00:21:50,008 --> 00:21:50,942 No, it's a good thing 841 00:21:50,942 --> 00:21:52,244 because it allows everyone 842 00:21:52,244 --> 00:21:53,879 to personalize to 843 00:21:53,879 --> 00:21:54,479 what their 844 00:21:54,479 --> 00:21:55,147 what their taste is, 845 00:21:55,147 --> 00:21:56,548 what their desire is in that room. 846 00:21:56,548 --> 00:21:57,649 The answer is yes. 847 00:21:57,649 --> 00:21:59,384 It's both of it's both those things. 848 00:21:59,384 --> 00:22:00,218 So, I mean, 849 00:22:00,452 --> 00:22:01,386 your great news is 850 00:22:01,386 --> 00:22:02,888 that we've got great account managers 851 00:22:02,888 --> 00:22:04,589 and we've got great trade pros out there 852 00:22:04,589 --> 00:22:06,024 that help in that selection process 853 00:22:06,024 --> 00:22:07,025 that are able to say, 854 00:22:07,025 --> 00:22:09,094 here, here's what we have, 855 00:22:09,094 --> 00:22:11,163 here's what's available to you right now. 856 00:22:11,163 --> 00:22:12,297 And, you know, 857 00:22:12,297 --> 00:22:13,699 and if you don't like any of these, 858 00:22:13,699 --> 00:22:14,333 we can get it. 859 00:22:14,333 --> 00:22:15,567 That's the other piece 860 00:22:15,567 --> 00:22:17,302 that's great about ProSource. 861 00:22:17,302 --> 00:22:18,637 We can also source 862 00:22:18,637 --> 00:22:19,805 so many different items 863 00:22:19,805 --> 00:22:20,672 that we may not be able 864 00:22:20,672 --> 00:22:22,307 to show in the showroom. 865 00:22:22,307 --> 00:22:24,443 But there's there is 866 00:22:24,443 --> 00:22:26,678 you know, there's a little bit of that 867 00:22:26,678 --> 00:22:28,680 that the issue with a customer that, 868 00:22:28,980 --> 00:22:29,314 you know, 869 00:22:29,314 --> 00:22:30,215 if you show them too 870 00:22:30,215 --> 00:22:32,551 many items, it's hard for them to decide. 871 00:22:32,718 --> 00:22:33,985 But if you've narrowed down 872 00:22:33,985 --> 00:22:35,687 some of the items into what they're into, 873 00:22:35,687 --> 00:22:37,155 what they've already told you 874 00:22:37,155 --> 00:22:37,556 through that kind 875 00:22:37,556 --> 00:22:38,957 of qualification process, 876 00:22:38,957 --> 00:22:39,391 they're going to be 877 00:22:39,391 --> 00:22:40,025 it's going to be easier 878 00:22:40,025 --> 00:22:41,193 for them to make that decision. 879 00:22:41,193 --> 00:22:42,527 And trade pros help with that 880 00:22:42,527 --> 00:22:43,762 process as well. Okay. 881 00:22:44,830 --> 00:22:46,164 Let's pivot for just a second 882 00:22:46,164 --> 00:22:48,333 to another particular area 883 00:22:48,333 --> 00:22:50,001 that's near and dear to your heart. 884 00:22:50,001 --> 00:22:51,069 You talked about all the flooring 885 00:22:51,069 --> 00:22:51,603 that you oversee, 886 00:22:51,603 --> 00:22:52,504 but there's something else 887 00:22:52,504 --> 00:22:53,472 that you oversee 888 00:22:53,472 --> 00:22:54,506 That's our sundries 889 00:22:54,506 --> 00:22:56,441 and our installation supplies category. 890 00:22:56,441 --> 00:22:58,377 So what we're talking about here is all 891 00:22:58,377 --> 00:22:59,778 think grout and tools 892 00:22:59,778 --> 00:23:01,046 and all the things that basically 893 00:23:01,046 --> 00:23:02,948 allow the pros to install those products 894 00:23:02,948 --> 00:23:05,417 and have them maintained afterwards. 895 00:23:05,417 --> 00:23:06,318 So let's talk a little bit 896 00:23:06,318 --> 00:23:07,419 about that piece of the puzzle 897 00:23:07,419 --> 00:23:08,854 and how that incorporates 898 00:23:08,854 --> 00:23:10,856 into the flooring selection process 899 00:23:10,856 --> 00:23:13,158 as well as being that all encompassing 900 00:23:13,158 --> 00:23:14,459 one stop shop. 901 00:23:14,459 --> 00:23:16,094 Yes, there is. 902 00:23:16,094 --> 00:23:16,294 Yeah. 903 00:23:16,294 --> 00:23:16,862 So, 904 00:23:17,095 --> 00:23:17,929 you know, a few years back 905 00:23:17,929 --> 00:23:19,197 we went 906 00:23:19,197 --> 00:23:20,532 big into the sundries 907 00:23:20,532 --> 00:23:22,601 as far as an initiative on our side. 908 00:23:23,101 --> 00:23:24,336 We have several showrooms 909 00:23:24,336 --> 00:23:25,737 that are deep into it 910 00:23:25,737 --> 00:23:27,639 that where the their sales 911 00:23:27,639 --> 00:23:29,341 mix is upwards of 20 912 00:23:29,341 --> 00:23:30,709 to 30% of their business. 913 00:23:31,710 --> 00:23:32,844 What's what 914 00:23:32,844 --> 00:23:34,913 it's that it's almost that 915 00:23:34,913 --> 00:23:37,315 it's kind of the man behind the curtain, 916 00:23:37,516 --> 00:23:39,217 all the things that have to get done 917 00:23:39,217 --> 00:23:40,085 in order for your floor 918 00:23:40,085 --> 00:23:40,952 to look as beautiful 919 00:23:40,952 --> 00:23:43,088 as it is when it's installed. 920 00:23:43,088 --> 00:23:44,389 That's what the customer doesn't see. 921 00:23:44,389 --> 00:23:45,791 I mean, let's 922 00:23:45,791 --> 00:23:47,726 I love carpet, always start with carpet, 923 00:23:47,726 --> 00:23:49,261 but I mean, just the 924 00:23:49,261 --> 00:23:51,296 those those things that happen 925 00:23:51,329 --> 00:23:52,831 kind of behind the scenes 926 00:23:52,831 --> 00:23:53,799 that you don't see that 927 00:23:53,799 --> 00:23:56,401 make your product better. 928 00:23:56,401 --> 00:23:57,302 Carpet, for example, 929 00:23:57,302 --> 00:23:59,438 you've got a cushion underneath there. 930 00:23:59,438 --> 00:24:00,572 The the the better 931 00:24:00,572 --> 00:24:02,374 the cushion that you've you've provided, 932 00:24:02,374 --> 00:24:03,742 the better it'll feel 933 00:24:03,742 --> 00:24:05,710 and sometimes the better it'll look over 934 00:24:05,710 --> 00:24:06,978 long term. 935 00:24:07,379 --> 00:24:07,913 You know, 936 00:24:08,113 --> 00:24:08,547 let's talk 937 00:24:08,547 --> 00:24:09,848 more in the sundries and insulation 938 00:24:09,848 --> 00:24:11,917 side for hard surfaces like tile. 939 00:24:11,917 --> 00:24:12,150 You know 940 00:24:12,150 --> 00:24:12,751 if you're doing wall 941 00:24:12,751 --> 00:24:15,053 tile all the waterproofing that's done, 942 00:24:15,053 --> 00:24:16,354 customer never sees any of that. 943 00:24:16,354 --> 00:24:17,722 But they have that kind of, 944 00:24:17,722 --> 00:24:19,724 you know, that sense of peace 945 00:24:19,891 --> 00:24:20,759 that I'm not going 946 00:24:20,759 --> 00:24:21,726 have to worry about this 947 00:24:21,726 --> 00:24:22,861 every time I take a shower. 948 00:24:22,861 --> 00:24:24,629 That is my is my shower leaking 949 00:24:25,897 --> 00:24:26,431 and then, 950 00:24:26,431 --> 00:24:26,698 you know, 951 00:24:26,698 --> 00:24:27,399 all the other work 952 00:24:27,399 --> 00:24:28,500 that goes in installation 953 00:24:28,500 --> 00:24:30,735 the the floor leveling that 954 00:24:30,802 --> 00:24:31,903 that the thin set 955 00:24:31,903 --> 00:24:33,138 that happens down below 956 00:24:33,138 --> 00:24:35,140 before any tiles install 957 00:24:35,740 --> 00:24:38,176 any ceiling that's done 958 00:24:38,176 --> 00:24:41,346 those those things that that happen are 959 00:24:41,346 --> 00:24:45,283 what make it key to a long term 960 00:24:45,484 --> 00:24:47,452 flooring installation being right 961 00:24:47,452 --> 00:24:48,787 and I know that it's hard 962 00:24:48,787 --> 00:24:50,021 for to 963 00:24:50,021 --> 00:24:51,823 to explain that sometimes to a customer 964 00:24:51,823 --> 00:24:52,324 because it's 965 00:24:52,324 --> 00:24:53,792 it's it's not really a 966 00:24:53,792 --> 00:24:55,560 a perceived value from 967 00:24:55,560 --> 00:24:57,128 from what they can see 968 00:24:57,128 --> 00:24:59,431 because it's all underneath the flooring 969 00:24:59,431 --> 00:25:01,099 and it's just kind of a 970 00:25:01,099 --> 00:25:02,200 it's your insurance policy 971 00:25:02,200 --> 00:25:04,536 for anything that bad that can happen 972 00:25:05,136 --> 00:25:07,405 has been taken care of by the installer. 973 00:25:07,405 --> 00:25:07,939 Okay. 974 00:25:08,840 --> 00:25:09,574 So what do you see 975 00:25:09,574 --> 00:25:11,009 as some of the toughest challenges 976 00:25:11,009 --> 00:25:12,244 for the flooring industry, 977 00:25:12,244 --> 00:25:13,011 whether it be now 978 00:25:13,011 --> 00:25:13,678 or even 979 00:25:13,678 --> 00:25:14,446 a few years into 980 00:25:14,446 --> 00:25:17,816 the future is what we're moving toward? 981 00:25:17,816 --> 00:25:18,383 You know, 982 00:25:18,383 --> 00:25:20,919 I think one of the big ones is managing 983 00:25:20,919 --> 00:25:21,486 sales mix. 984 00:25:21,486 --> 00:25:22,787 I mean, as I mentioned earlier, 985 00:25:22,787 --> 00:25:23,455 you've got 986 00:25:23,455 --> 00:25:25,190 we've had carpet go from, 987 00:25:25,190 --> 00:25:25,557 you know, over 988 00:25:25,557 --> 00:25:28,527 half our business down to, you know, 25%. 989 00:25:29,227 --> 00:25:30,762 And then out of nowhere 990 00:25:30,762 --> 00:25:32,063 in the last ten years, 991 00:25:32,063 --> 00:25:33,798 luxury vinyl was luxury 992 00:25:33,798 --> 00:25:34,866 vinyl wasn't even a category. 993 00:25:34,866 --> 00:25:36,601 It was a new technology that happened 994 00:25:36,601 --> 00:25:37,502 ten years ago. 995 00:25:37,502 --> 00:25:39,538 It got introduced. Today, 996 00:25:39,538 --> 00:25:40,772 it's our largest product category. 997 00:25:41,806 --> 00:25:43,508 So it's managing that because 998 00:25:43,508 --> 00:25:44,476 what happens is, 999 00:25:44,476 --> 00:25:44,910 you know, 1000 00:25:44,910 --> 00:25:46,111 you've got suppliers 1001 00:25:46,111 --> 00:25:47,345 coming in and out of the marketplace. 1002 00:25:47,345 --> 00:25:48,380 You've got products coming in 1003 00:25:48,380 --> 00:25:49,648 out of the marketplace. 1004 00:25:49,648 --> 00:25:52,183 The showroom has to 1005 00:25:52,183 --> 00:25:53,585 has to update their showroom 1006 00:25:53,585 --> 00:25:55,754 continuously in order to make sure 1007 00:25:55,954 --> 00:25:57,889 that they're showing their customers 1008 00:25:57,889 --> 00:26:00,892 the newest products, the newest styles. 1009 00:26:01,560 --> 00:26:04,129 So it's that kind of continuous turnover. 1010 00:26:05,030 --> 00:26:05,564 Our showrooms 1011 00:26:05,564 --> 00:26:06,865 do it on a year by year basis 1012 00:26:06,865 --> 00:26:08,099 because of new styles 1013 00:26:08,099 --> 00:26:08,867 coming out all the time. 1014 00:26:08,867 --> 00:26:10,735 So new colors, new trends. 1015 00:26:10,735 --> 00:26:12,904 And then as new technology comes in, 1016 00:26:13,438 --> 00:26:14,673 there's a little bit more of an overhaul 1017 00:26:14,673 --> 00:26:15,340 that needs to happen. 1018 00:26:15,340 --> 00:26:15,674 I mean, if, 1019 00:26:15,674 --> 00:26:16,942 you know, before 1020 00:26:16,942 --> 00:26:19,344 luxury vinyl came into the marketplace, 1021 00:26:19,344 --> 00:26:20,145 laminate, laminate 1022 00:26:20,145 --> 00:26:22,080 was a, ah, manufactured 1023 00:26:22,080 --> 00:26:23,481 hard surface product. 1024 00:26:23,481 --> 00:26:26,017 And then suppliers 1025 00:26:26,017 --> 00:26:26,851 started making it 1026 00:26:26,851 --> 00:26:28,053 cheaper and cheaper and cheaper 1027 00:26:28,053 --> 00:26:28,620 by making it 1028 00:26:28,620 --> 00:26:30,121 thinner and thinner and thinner. 1029 00:26:30,121 --> 00:26:30,689 Eventually, 1030 00:26:30,689 --> 00:26:32,791 you can snap those boards over your knee 1031 00:26:32,791 --> 00:26:33,658 and you're like, 1032 00:26:33,658 --> 00:26:35,327 Is this a product I want on my floor? 1033 00:26:35,327 --> 00:26:36,595 But it was cheap, right? 1034 00:26:36,595 --> 00:26:38,630 And it was the it was 1035 00:26:38,630 --> 00:26:39,731 and then it 1036 00:26:39,731 --> 00:26:40,999 laminate got a bad name 1037 00:26:40,999 --> 00:26:43,101 and it was the death of the 1038 00:26:43,101 --> 00:26:44,269 of the product category. 1039 00:26:44,269 --> 00:26:45,637 And now 1040 00:26:45,637 --> 00:26:47,138 we're actually starting to see a, 1041 00:26:47,138 --> 00:26:47,439 you know, 1042 00:26:47,439 --> 00:26:49,708 kind of Phoenix from the ashes here 1043 00:26:49,708 --> 00:26:50,442 with laminate 1044 00:26:50,442 --> 00:26:52,010 and you're seeing the better products 1045 00:26:52,010 --> 00:26:54,779 being made the way that they used to be 1046 00:26:54,779 --> 00:26:56,147 and not thinner and thinner. 1047 00:26:56,147 --> 00:26:57,482 They're actually making them thick 1048 00:26:57,482 --> 00:26:59,184 and they're making the veneers better 1049 00:26:59,184 --> 00:26:59,584 and they're make 1050 00:26:59,584 --> 00:27:01,353 and they're hyper realistic. 1051 00:27:01,353 --> 00:27:02,120 So we're starting to see 1052 00:27:02,120 --> 00:27:02,988 this kind of renaissance 1053 00:27:02,988 --> 00:27:03,555 with laminate, 1054 00:27:03,555 --> 00:27:04,322 which is pretty exciting 1055 00:27:04,322 --> 00:27:05,757 because it's a great product category 1056 00:27:05,757 --> 00:27:06,958 that I think a lot of people 1057 00:27:06,958 --> 00:27:08,393 had a bad taste in their mouth over 1058 00:27:08,393 --> 00:27:09,661 how how terrible 1059 00:27:09,661 --> 00:27:10,962 it was being made for a while. 1060 00:27:10,962 --> 00:27:12,497 I do remember the popularity of it 1061 00:27:12,497 --> 00:27:13,832 and how it did 1062 00:27:13,832 --> 00:27:14,766 sort of disappear 1063 00:27:14,766 --> 00:27:16,167 and yeah, into the wasteland. 1064 00:27:16,167 --> 00:27:17,602 Adjusting that, you know, 1065 00:27:17,602 --> 00:27:19,904 adjusting your sales pitch, 1066 00:27:19,904 --> 00:27:20,872 you know, year over year 1067 00:27:20,872 --> 00:27:21,539 for account managers 1068 00:27:21,539 --> 00:27:22,240 have been around for a while. 1069 00:27:22,240 --> 00:27:22,841 It's like, 1070 00:27:22,874 --> 00:27:23,875 yeah, you know, it's like, 1071 00:27:23,875 --> 00:27:24,909 here's the new laminate and you're like, 1072 00:27:24,909 --> 00:27:25,243 wait a minute, 1073 00:27:25,243 --> 00:27:26,811 You told me you were badmouthing laminate 1074 00:27:26,811 --> 00:27:28,113 just a few years ago. Yeah, yeah. 1075 00:27:28,113 --> 00:27:28,913 But this is new. 1076 00:27:28,913 --> 00:27:31,116 And so those are the things that happen 1077 00:27:31,116 --> 00:27:32,550 and just change over time. 1078 00:27:32,550 --> 00:27:33,551 And, you know, 1079 00:27:33,551 --> 00:27:34,552 we didn't see luxury 1080 00:27:34,552 --> 00:27:35,687 vinyl happening at all, 1081 00:27:35,687 --> 00:27:37,689 and now it's a full product category. 1082 00:27:37,689 --> 00:27:38,456 What's happening? 1083 00:27:38,456 --> 00:27:39,858 What's going to happen in the future? 1084 00:27:39,858 --> 00:27:41,459 You know, we don't see any 1085 00:27:41,459 --> 00:27:43,261 we don't have anything in new in R&D. 1086 00:27:43,261 --> 00:27:44,996 That's a brand new product category. 1087 00:27:44,996 --> 00:27:46,665 But we're definitely seeing 1088 00:27:47,799 --> 00:27:49,634 improvements to all 1089 00:27:49,634 --> 00:27:50,669 of the product categories. 1090 00:27:50,669 --> 00:27:51,136 And I think, 1091 00:27:51,136 --> 00:27:51,736 you know, with 1092 00:27:51,736 --> 00:27:53,371 luxury, vinyl is one of those 1093 00:27:53,371 --> 00:27:54,072 is that, you know, 1094 00:27:54,072 --> 00:27:57,842 I think the hottest trend is the new new 1095 00:27:57,842 --> 00:27:58,777 bevel edge 1096 00:27:58,777 --> 00:27:59,978 bevel edge technology 1097 00:27:59,978 --> 00:28:00,812 that's coming out right now. 1098 00:28:00,812 --> 00:28:01,846 You've got a lot of natural 1099 00:28:01,846 --> 00:28:03,882 looking bevels that will help 1100 00:28:05,050 --> 00:28:07,952 really more of a compare it to hardwoods 1101 00:28:07,952 --> 00:28:08,820 that's out there. 1102 00:28:08,820 --> 00:28:10,622 So you're seeing that happen right now. 1103 00:28:10,622 --> 00:28:12,691 I think the last year 1104 00:28:12,691 --> 00:28:14,759 that that has been the hottest thing. 1105 00:28:14,759 --> 00:28:15,627 And I know Bevels 1106 00:28:15,627 --> 00:28:16,428 aren't that exciting, 1107 00:28:16,428 --> 00:28:18,063 but they are for for a customer 1108 00:28:18,063 --> 00:28:19,230 that wants that look 1109 00:28:19,230 --> 00:28:21,266 and and I think it makes it 1110 00:28:21,266 --> 00:28:23,802 that that sale to a customer 1111 00:28:23,802 --> 00:28:24,602 that might be 1112 00:28:24,602 --> 00:28:25,236 you know questioning 1113 00:28:25,236 --> 00:28:26,438 like do I really want you know 1114 00:28:26,438 --> 00:28:28,173 a plastic product in my home. 1115 00:28:29,441 --> 00:28:30,942 If it's that realistic, it's 1116 00:28:30,942 --> 00:28:32,610 hard for them to say no. 1117 00:28:32,610 --> 00:28:34,412 So those are some of the challenges 1118 00:28:34,412 --> 00:28:35,747 on the higher level 1119 00:28:35,747 --> 00:28:37,182 as far as the industry as a whole, it 1120 00:28:37,182 --> 00:28:38,083 what if you bring it down? 1121 00:28:38,083 --> 00:28:39,984 And what about the challenges 1122 00:28:39,984 --> 00:28:41,019 on a project level 1123 00:28:41,019 --> 00:28:41,853 when some of those 1124 00:28:41,853 --> 00:28:44,089 or even other challenges hit 1125 00:28:44,089 --> 00:28:45,056 on the project level 1126 00:28:45,056 --> 00:28:46,825 for an individual remodel, 1127 00:28:46,825 --> 00:28:47,592 what what 1128 00:28:47,592 --> 00:28:49,728 recommendations you have for addressing 1129 00:28:49,728 --> 00:28:50,795 those are what challenges 1130 00:28:50,795 --> 00:28:52,197 that you know exist? 1131 00:28:52,197 --> 00:28:53,932 Yeah, well, I think 1132 00:28:54,899 --> 00:28:57,001 bringing back the industry part of this 1133 00:28:57,001 --> 00:28:58,603 is that and because the customers 1134 00:28:58,603 --> 00:28:59,637 were impacted as well 1135 00:28:59,637 --> 00:29:01,206 over the last couple of years, 1136 00:29:01,206 --> 00:29:02,707 we've had, you know, a lot of 1137 00:29:02,707 --> 00:29:03,608 we had a lot of issues 1138 00:29:03,608 --> 00:29:05,643 with continuous price increases 1139 00:29:06,211 --> 00:29:07,378 due to labor increases, 1140 00:29:07,378 --> 00:29:08,813 freight increases. 1141 00:29:08,813 --> 00:29:09,848 Then we had, 1142 00:29:09,848 --> 00:29:10,615 you know, a 1143 00:29:10,615 --> 00:29:11,449 consider amount, 1144 00:29:11,449 --> 00:29:13,551 a considerable amount of the products 1145 00:29:13,551 --> 00:29:16,221 that purchase ourselves are imported. 1146 00:29:16,588 --> 00:29:18,323 And so you have a 1147 00:29:18,323 --> 00:29:20,225 we had an import problem 1148 00:29:20,225 --> 00:29:21,960 and so there was a hard 1149 00:29:21,960 --> 00:29:22,694 there was a time there 1150 00:29:22,694 --> 00:29:23,428 for the last couple of years 1151 00:29:23,428 --> 00:29:25,330 where it was difficult to get products 1152 00:29:25,330 --> 00:29:26,598 in, at least get a promised 1153 00:29:26,598 --> 00:29:28,266 date for customers 1154 00:29:28,266 --> 00:29:30,201 to have their product installed. 1155 00:29:30,201 --> 00:29:31,402 That was really, really 1156 00:29:31,402 --> 00:29:32,437 challenging for account managers 1157 00:29:32,437 --> 00:29:33,738 manage that, managing 1158 00:29:33,738 --> 00:29:35,073 that on a day by day basis. 1159 00:29:36,207 --> 00:29:36,875 So we're 1160 00:29:36,875 --> 00:29:38,877 we're definitely seeing less of that. 1161 00:29:38,877 --> 00:29:40,812 There's a lot more product 1162 00:29:40,812 --> 00:29:41,679 available on 1163 00:29:41,679 --> 00:29:43,214 on warehouse shelves right now. 1164 00:29:43,214 --> 00:29:44,282 So that's a good thing. 1165 00:29:44,282 --> 00:29:46,151 So customers aren't waiting as long 1166 00:29:46,151 --> 00:29:48,520 there's a lot more stability and pricing. 1167 00:29:48,520 --> 00:29:49,420 So you're not seeing this 1168 00:29:49,420 --> 00:29:50,755 huge price increases 1169 00:29:50,755 --> 00:29:52,490 or huge price decreases right now. 1170 00:29:52,490 --> 00:29:52,891 Right now 1171 00:29:52,891 --> 00:29:55,126 we're seeing a little bit of that 1172 00:29:55,126 --> 00:29:56,961 of some stabilization of pricing. 1173 00:29:56,961 --> 00:29:58,530 So I think that's good. 1174 00:29:58,530 --> 00:30:01,266 So I think those are the two biggest 1175 00:30:01,266 --> 00:30:04,035 challenges with a customer is making sure 1176 00:30:04,035 --> 00:30:05,770 that they can 1177 00:30:05,770 --> 00:30:06,938 pay for the product that they 1178 00:30:06,938 --> 00:30:07,939 that they were promised 1179 00:30:07,939 --> 00:30:10,275 and that that product will will come in 1180 00:30:10,275 --> 00:30:11,142 in the time that 1181 00:30:11,142 --> 00:30:12,477 that the account manager promised. 1182 00:30:12,477 --> 00:30:14,779 So getting hitting timelines, 1183 00:30:15,213 --> 00:30:17,515 making sure that those timelines 1184 00:30:17,515 --> 00:30:19,083 hit by the trade pro, 1185 00:30:19,083 --> 00:30:20,251 that is where we saw 1186 00:30:20,251 --> 00:30:21,085 the most challenges 1187 00:30:21,085 --> 00:30:22,754 over the last couple of years. 1188 00:30:22,754 --> 00:30:23,788 We're like I said, now 1189 00:30:23,788 --> 00:30:24,522 we're starting to see those 1190 00:30:24,522 --> 00:30:25,590 all kind of go away where 1191 00:30:25,590 --> 00:30:25,924 I feel like 1192 00:30:25,924 --> 00:30:28,626 we're kind of back to business as normal. 1193 00:30:28,626 --> 00:30:31,696 And so that's that's been a good change 1194 00:30:32,363 --> 00:30:33,731 within our 1195 00:30:33,731 --> 00:30:34,465 within our industry 1196 00:30:34,465 --> 00:30:36,334 and within process itself. 1197 00:30:36,334 --> 00:30:40,405 How much do you see what the trends 1198 00:30:40,705 --> 00:30:41,406 that are out there 1199 00:30:41,406 --> 00:30:42,907 and everybody talks about 1200 00:30:42,907 --> 00:30:46,377 publications streaming and networked TV 1201 00:30:46,377 --> 00:30:48,947 shows, publications, 1202 00:30:48,947 --> 00:30:50,248 a lot of talk about different trends. 1203 00:30:50,248 --> 00:30:52,951 How much of the of that aspect of it 1204 00:30:52,951 --> 00:30:54,385 do you feel impacts 1205 00:30:54,385 --> 00:30:56,688 the product selection itself, 1206 00:30:56,688 --> 00:30:57,755 or do you think. 1207 00:30:57,755 --> 00:30:59,224 You mean like the HGTVs 1208 00:30:59,224 --> 00:31:00,859 and the home improvement? Sure, yeah. 1209 00:31:00,859 --> 00:31:01,259 All that. 1210 00:31:01,259 --> 00:31:02,727 I wish Bob Vila would come back. 1211 00:31:02,727 --> 00:31:03,761 I wish he was as well 1212 00:31:03,761 --> 00:31:04,362 because feel 1213 00:31:04,362 --> 00:31:05,964 it was all about like this old house 1214 00:31:05,964 --> 00:31:06,431 and he was 1215 00:31:06,431 --> 00:31:09,267 he was all about either restoring or, 1216 00:31:09,934 --> 00:31:10,168 you know, 1217 00:31:10,168 --> 00:31:10,835 and he was also doing 1218 00:31:10,835 --> 00:31:11,703 a lot of historic homes. 1219 00:31:11,703 --> 00:31:12,070 And so 1220 00:31:12,070 --> 00:31:13,638 a lot of hardwood was being installed. 1221 00:31:13,638 --> 00:31:14,372 And we like hardwood. 1222 00:31:14,372 --> 00:31:15,773 I mean, it's it's 1223 00:31:15,773 --> 00:31:18,376 it's a great product category. 1224 00:31:18,376 --> 00:31:22,046 But in those a lot of those those home 1225 00:31:22,046 --> 00:31:23,882 improvement shows you see nowadays, 1226 00:31:23,882 --> 00:31:25,049 a lot of luxury vinyl going. 1227 00:31:25,049 --> 00:31:26,084 And I'm not going to talk about it, 1228 00:31:26,084 --> 00:31:27,518 but I do love the product category. 1229 00:31:27,518 --> 00:31:28,219 It's actually we've done 1230 00:31:28,219 --> 00:31:29,854 very well with it, 1231 00:31:29,854 --> 00:31:32,390 but I think we've done it as at a 1232 00:31:32,991 --> 00:31:33,558 at the 1233 00:31:33,558 --> 00:31:34,292 at a reduction 1234 00:31:34,292 --> 00:31:35,760 in our hardwood business 1235 00:31:35,760 --> 00:31:36,961 and and hardwood, 1236 00:31:36,961 --> 00:31:37,362 I think 1237 00:31:37,362 --> 00:31:37,762 is still one 1238 00:31:37,762 --> 00:31:38,897 of the greatest categories out there. 1239 00:31:38,897 --> 00:31:41,132 So I think there is some of that. 1240 00:31:41,132 --> 00:31:42,400 So people come in asking for 1241 00:31:42,400 --> 00:31:43,468 a certain type of product. 1242 00:31:44,569 --> 00:31:45,570 There's definitely some 1243 00:31:45,570 --> 00:31:48,840 trends that have been, 1244 00:31:48,840 --> 00:31:50,041 you know, jettisoned out 1245 00:31:50,041 --> 00:31:51,376 of, out of those, 1246 00:31:51,376 --> 00:31:52,677 you know, barn wood, 1247 00:31:52,677 --> 00:31:55,680 you know, the cottage type looks. 1248 00:31:55,680 --> 00:31:57,415 And I think I feel like there's 1249 00:31:57,415 --> 00:31:58,182 some of that 1250 00:31:58,182 --> 00:32:00,318 that that the home improvement 1251 00:32:01,552 --> 00:32:04,589 has has waned a little bit from a 1252 00:32:04,689 --> 00:32:06,090 from the customers 1253 00:32:06,090 --> 00:32:06,491 coming in 1254 00:32:06,491 --> 00:32:08,493 and asking for those types of things. 1255 00:32:08,493 --> 00:32:10,061 I don't feel like they're as popular as 1256 00:32:10,061 --> 00:32:11,262 they were, 1257 00:32:11,262 --> 00:32:13,631 but you've got so many new social media 1258 00:32:14,432 --> 00:32:16,734 avenues for people to really to 1259 00:32:16,768 --> 00:32:17,702 to touch base. 1260 00:32:17,702 --> 00:32:18,369 So you've got 1261 00:32:18,369 --> 00:32:19,170 I follow 1262 00:32:19,170 --> 00:32:19,871 several in 1263 00:32:19,871 --> 00:32:21,272 just pure installers 1264 00:32:21,272 --> 00:32:22,974 on social media sites 1265 00:32:22,974 --> 00:32:25,810 that are just doing cool installations. 1266 00:32:25,810 --> 00:32:26,244 And so 1267 00:32:26,244 --> 00:32:27,312 but they're not famous, you know, 1268 00:32:27,312 --> 00:32:28,246 it's like they're just like, 1269 00:32:28,246 --> 00:32:28,546 you know, 1270 00:32:28,546 --> 00:32:29,981 it's like Joe in Texas 1271 00:32:29,981 --> 00:32:31,416 and I'm following his installations 1272 00:32:31,416 --> 00:32:33,184 as opposed to, you know, the 1273 00:32:33,184 --> 00:32:34,018 the brand names 1274 00:32:34,018 --> 00:32:35,853 that have been out there on in the HGTV 1275 00:32:35,853 --> 00:32:36,487 and this home improvement 1276 00:32:36,487 --> 00:32:37,355 shows for so long. 1277 00:32:38,523 --> 00:32:40,391 I think people are starting to follow 1278 00:32:40,391 --> 00:32:41,225 a lot more regular 1279 00:32:41,225 --> 00:32:42,193 people like, you know, 1280 00:32:42,193 --> 00:32:44,329 following their process of, 1281 00:32:44,562 --> 00:32:45,163 you know, hey, 1282 00:32:45,163 --> 00:32:47,532 we bought a 1920s farmhouse 1283 00:32:47,532 --> 00:32:49,467 and you're going to watch us on Instagram 1284 00:32:49,467 --> 00:32:50,335 just update it. 1285 00:32:50,335 --> 00:32:51,135 So and these are 1286 00:32:51,135 --> 00:32:52,136 just run of the mill people. 1287 00:32:52,136 --> 00:32:52,904 I mean, they have some 1288 00:32:52,904 --> 00:32:55,039 may might have some remodeling back 1289 00:32:55,039 --> 00:32:55,974 background experience, 1290 00:32:55,974 --> 00:32:56,941 but they're not the, 1291 00:32:56,941 --> 00:32:58,142 you know, the branded, 1292 00:32:58,142 --> 00:32:59,444 you know, celebrities 1293 00:32:59,444 --> 00:33:01,779 from the HGTV days that we saw in the past. 1294 00:33:01,779 --> 00:33:02,347 So I don't 1295 00:33:02,347 --> 00:33:04,115 I feel like that's kind of the new trend 1296 00:33:04,115 --> 00:33:06,617 and that I'm watching that I'm seeing 1297 00:33:06,617 --> 00:33:07,318 and I'm excited about 1298 00:33:07,318 --> 00:33:08,853 because I think it's like regular people 1299 00:33:08,853 --> 00:33:09,787 kind of doing the work out there 1300 00:33:09,787 --> 00:33:10,321 and I like it. 1301 00:33:10,321 --> 00:33:11,356 Okay, Yeah. 1302 00:33:11,356 --> 00:33:13,591 Well, let's let's close it up with this. 1303 00:33:13,591 --> 00:33:15,927 Where do you see flooring going? 1304 00:33:15,927 --> 00:33:16,961 Maybe not just for the industry, 1305 00:33:16,961 --> 00:33:18,296 but for ProSource Wholesale. 1306 00:33:18,296 --> 00:33:20,298 What's what's next for us? 1307 00:33:20,298 --> 00:33:24,402 Oh, that's a great question. 1308 00:33:24,402 --> 00:33:25,603 You know, we've we've, 1309 00:33:26,871 --> 00:33:28,773 I feel that 1310 00:33:28,773 --> 00:33:29,707 the like looking 1311 00:33:29,707 --> 00:33:31,242 at our sales mix and kind of 1312 00:33:31,242 --> 00:33:31,576 and that's 1313 00:33:31,576 --> 00:33:32,910 kind of how we look at trends 1314 00:33:32,910 --> 00:33:33,311 and how things 1315 00:33:33,311 --> 00:33:35,346 that we start there. Carpet. 1316 00:33:35,346 --> 00:33:37,949 I feel like it's stabilized a little bit. 1317 00:33:37,949 --> 00:33:40,785 We're seeing huge increases in tile 1318 00:33:42,186 --> 00:33:45,189 and I think that that is mainly in part 1319 00:33:45,189 --> 00:33:46,124 because of that. 1320 00:33:46,124 --> 00:33:47,158 It's a complementary product 1321 00:33:47,158 --> 00:33:48,893 to our kitchen and bath business. 1322 00:33:48,893 --> 00:33:49,560 And as our kitchen and 1323 00:33:49,560 --> 00:33:50,461 bath business grows, 1324 00:33:50,461 --> 00:33:51,295 I think we're going to continue 1325 00:33:51,295 --> 00:33:53,398 to see tile grow along with it. 1326 00:33:53,498 --> 00:33:55,700 So I think that's a major, major 1327 00:33:56,100 --> 00:33:57,702 growth category for us, 1328 00:33:57,702 --> 00:34:00,004 even though it's a very mature category. 1329 00:34:00,938 --> 00:34:03,007 Luxury vinyl, I think will still 1330 00:34:03,007 --> 00:34:04,909 is still is seeing some growth there. 1331 00:34:04,909 --> 00:34:06,411 But we got into the category 1332 00:34:06,411 --> 00:34:07,412 so long ago 1333 00:34:07,412 --> 00:34:08,913 and so, so much earlier 1334 00:34:08,913 --> 00:34:10,381 than the rest of the industry 1335 00:34:10,381 --> 00:34:12,817 that we are not seeing the huge year 1336 00:34:12,817 --> 00:34:13,918 over year growth 1337 00:34:13,918 --> 00:34:15,887 that that the retail 1338 00:34:15,887 --> 00:34:17,555 companies are seeing now 1339 00:34:17,555 --> 00:34:18,856 just because we've been in it so long. 1340 00:34:18,856 --> 00:34:19,590 And so we just don't 1341 00:34:19,590 --> 00:34:20,658 see those huge spikes. 1342 00:34:20,658 --> 00:34:22,026 We're we're still seeing an increase, 1343 00:34:22,026 --> 00:34:23,161 but it's more of a 1344 00:34:23,161 --> 00:34:24,395 we're plateauing a little bit. 1345 00:34:25,563 --> 00:34:27,899 So I think that's that's 1346 00:34:27,899 --> 00:34:29,300 those will continue 1347 00:34:29,300 --> 00:34:31,169 as our growth categories, 1348 00:34:31,169 --> 00:34:32,670 hardwood, hardwood seeing 1349 00:34:32,670 --> 00:34:34,872 is still not having the growth 1350 00:34:34,872 --> 00:34:36,374 that or the it's 1351 00:34:36,374 --> 00:34:37,742 it's seeing a little bit of shrinkage 1352 00:34:37,742 --> 00:34:39,110 mainly because of 1353 00:34:39,110 --> 00:34:40,445 you're seeing obviously 1354 00:34:40,445 --> 00:34:42,480 very realistic wood looks in luxury vinyl 1355 00:34:42,680 --> 00:34:43,581 and you're in the wood 1356 00:34:43,581 --> 00:34:44,615 look tile 1357 00:34:44,615 --> 00:34:45,283 that dominated 1358 00:34:45,283 --> 00:34:46,684 over the last few years as well. 1359 00:34:46,684 --> 00:34:48,453 That's sort of waning a little bit too, 1360 00:34:48,453 --> 00:34:49,053 but it was 1361 00:34:49,053 --> 00:34:50,021 kind of eating into that 1362 00:34:50,021 --> 00:34:51,022 hardwood business. 1363 00:34:51,022 --> 00:34:52,723 So I would like to see some, 1364 00:34:52,723 --> 00:34:53,024 you know, 1365 00:34:53,024 --> 00:34:54,659 some of that waterproof technology 1366 00:34:54,659 --> 00:34:55,726 we talked about earlier 1367 00:34:55,726 --> 00:34:56,027 kind of 1368 00:34:56,027 --> 00:34:57,061 come back and 1369 00:34:57,061 --> 00:34:59,330 and customers really demand it 1370 00:34:59,330 --> 00:35:00,431 because at the end of the day, 1371 00:35:00,431 --> 00:35:01,332 they are walking 1372 00:35:01,332 --> 00:35:02,800 on a real hardwood floor. 1373 00:35:02,800 --> 00:35:03,434 It's just that 1374 00:35:03,434 --> 00:35:04,769 the supplier has, 1375 00:35:04,769 --> 00:35:06,370 you know, as has upgraded 1376 00:35:06,370 --> 00:35:07,839 the core of the center of it 1377 00:35:07,839 --> 00:35:09,340 with some waterproof technology 1378 00:35:09,340 --> 00:35:11,709 just so that they can have it in more, 1379 00:35:11,876 --> 00:35:12,710 you know, in 1380 00:35:12,710 --> 00:35:14,946 more higher water use areas of their home 1381 00:35:14,979 --> 00:35:16,080 kitchens and bath. 1382 00:35:16,080 --> 00:35:18,116 So excited about that 1383 00:35:18,649 --> 00:35:20,852 As far as new things, 1384 00:35:20,852 --> 00:35:21,819 like I said, laminate, 1385 00:35:21,819 --> 00:35:23,988 laminate is having a revival right now. 1386 00:35:23,988 --> 00:35:25,056 We're excited about it 1387 00:35:25,056 --> 00:35:26,290 and we'll continue to push. 1388 00:35:26,290 --> 00:35:27,892 It's our largest growth category 1389 00:35:27,892 --> 00:35:29,760 on a very small base. 1390 00:35:29,760 --> 00:35:31,262 So we'll continue to do that. 1391 00:35:31,262 --> 00:35:33,464 But one thing that we 1392 00:35:33,464 --> 00:35:34,198 are excited about 1393 00:35:34,198 --> 00:35:35,733 is going outside the home. 1394 00:35:35,733 --> 00:35:37,101 So inside the home 1395 00:35:37,101 --> 00:35:38,102 that has been residential 1396 00:35:38,102 --> 00:35:39,303 replacement has been ProSource 1397 00:35:39,303 --> 00:35:41,305 kind of bailiwick for years and years 1398 00:35:41,305 --> 00:35:43,007 for over 30 years. Right? 1399 00:35:43,007 --> 00:35:45,643 As over the last few years, we've seen 1400 00:35:45,643 --> 00:35:47,612 a enormous growth 1401 00:35:47,612 --> 00:35:49,647 in the outdoor living category. 1402 00:35:49,647 --> 00:35:50,815 And we want to 1403 00:35:50,815 --> 00:35:52,083 you know, we want our piece of the pie 1404 00:35:52,083 --> 00:35:52,950 there too as well. 1405 00:35:52,950 --> 00:35:54,452 So we we've 1406 00:35:54,452 --> 00:35:55,887 we already have access to 1407 00:35:55,887 --> 00:35:58,956 and have been selling outdoor tile 1408 00:35:58,956 --> 00:36:00,391 products, pavers 1409 00:36:00,391 --> 00:36:02,560 and outdoor tiles made from porcelain. 1410 00:36:02,560 --> 00:36:04,862 And so there's already access 1411 00:36:04,862 --> 00:36:05,563 to those products. 1412 00:36:05,563 --> 00:36:06,364 And right now 1413 00:36:06,364 --> 00:36:08,966 and we are seeing showrooms 1414 00:36:08,966 --> 00:36:10,101 better merchandise 1415 00:36:10,101 --> 00:36:11,602 and so that the customer can see 1416 00:36:11,602 --> 00:36:12,370 they actually have 1417 00:36:12,370 --> 00:36:14,272 these types of outdoor products. 1418 00:36:14,272 --> 00:36:16,741 So we're seeing a lot of that right now 1419 00:36:16,741 --> 00:36:17,475 in addition 1420 00:36:17,475 --> 00:36:19,510 to those outdoor products 1421 00:36:19,510 --> 00:36:21,746 that we already have access to, 1422 00:36:21,746 --> 00:36:24,348 we have partnered with an additional 1423 00:36:24,582 --> 00:36:26,317 a new supplier to 1424 00:36:27,351 --> 00:36:28,920 get into the decking business. 1425 00:36:28,920 --> 00:36:31,055 So we are piloting that program right now 1426 00:36:31,055 --> 00:36:32,790 because decking is flooring, right? 1427 00:36:32,790 --> 00:36:34,025 It's outside 1428 00:36:34,392 --> 00:36:36,961 and so we are excited about it. 1429 00:36:36,961 --> 00:36:38,563 We think that there's 1430 00:36:38,563 --> 00:36:39,664 a big opportunity there. 1431 00:36:39,664 --> 00:36:41,532 We have several showrooms 1432 00:36:41,532 --> 00:36:42,466 already in the business. 1433 00:36:42,466 --> 00:36:44,101 We have about another ten showrooms 1434 00:36:44,101 --> 00:36:46,070 that are getting into the business 1435 00:36:46,070 --> 00:36:47,271 from pilot standpoint. 1436 00:36:47,271 --> 00:36:49,140 They've got displays coming. 1437 00:36:49,140 --> 00:36:51,209 They've got actual live decks 1438 00:36:51,209 --> 00:36:51,943 in their showroom 1439 00:36:51,943 --> 00:36:52,710 that they're going to be able 1440 00:36:52,710 --> 00:36:53,311 to kind 1441 00:36:53,311 --> 00:36:54,178 of show a customer 1442 00:36:54,178 --> 00:36:55,179 what a deck might look like 1443 00:36:55,179 --> 00:36:57,081 if they were to do this at their home. 1444 00:36:57,081 --> 00:36:58,950 It's a composite product. 1445 00:36:58,950 --> 00:37:01,052 So it's not it's not a wood product, 1446 00:37:01,052 --> 00:37:02,853 but it's a very realistic wood 1447 00:37:02,853 --> 00:37:04,522 wood looking product. 1448 00:37:04,522 --> 00:37:06,991 It's an upgrade from other composite 1449 00:37:07,858 --> 00:37:10,127 deck systems that are out there. 1450 00:37:10,127 --> 00:37:12,964 And we feel that it is by far 1451 00:37:12,964 --> 00:37:14,498 the coloration, 1452 00:37:14,498 --> 00:37:16,133 the actual graining of it, 1453 00:37:16,133 --> 00:37:18,269 and that it's gorgeous. 1454 00:37:18,269 --> 00:37:19,503 And I think that customers 1455 00:37:19,503 --> 00:37:20,705 are really going to like it. 1456 00:37:20,705 --> 00:37:21,906 So kitchens, 1457 00:37:21,906 --> 00:37:23,274 for example, will start to head outdoors. 1458 00:37:23,274 --> 00:37:24,442 They should see more outdoor kitchens. 1459 00:37:24,442 --> 00:37:26,244 ProSource becomes the source 1460 00:37:26,244 --> 00:37:27,211 to make that a reality. 1461 00:37:27,211 --> 00:37:27,511 Yeah, 1462 00:37:27,511 --> 00:37:29,747 we we've we've really 1463 00:37:29,947 --> 00:37:30,982 are going to take a dive here 1464 00:37:30,982 --> 00:37:32,783 into this and between 1465 00:37:33,751 --> 00:37:34,452 the the 1466 00:37:34,452 --> 00:37:35,152 outdoor kitchens, 1467 00:37:35,152 --> 00:37:35,419 which I'm 1468 00:37:35,419 --> 00:37:36,787 sure you talked about 1469 00:37:36,787 --> 00:37:38,022 in prior episodes 1470 00:37:38,022 --> 00:37:39,657 and in between that 1471 00:37:39,657 --> 00:37:42,159 and the decking material, artificial turf 1472 00:37:42,693 --> 00:37:43,894 has been another one 1473 00:37:43,894 --> 00:37:44,528 where, you know, 1474 00:37:44,528 --> 00:37:45,997 you've got so many 1475 00:37:45,997 --> 00:37:48,332 markets that are very water restricted 1476 00:37:48,866 --> 00:37:49,800 and people still want that 1477 00:37:49,800 --> 00:37:51,902 look of grass around their home. 1478 00:37:51,902 --> 00:37:53,671 We can do that now with artificial turf. 1479 00:37:53,671 --> 00:37:55,973 And it is it's a great product. 1480 00:37:55,973 --> 00:37:57,008 It's got a great feel to it. 1481 00:37:57,008 --> 00:37:58,442 It's got a beautiful 1482 00:37:58,442 --> 00:38:00,745 look to it, very realistic. 1483 00:38:00,745 --> 00:38:01,612 So between, 1484 00:38:01,612 --> 00:38:04,849 you know, turf, between decking 1485 00:38:05,616 --> 00:38:07,652 and the outdoor paver 1486 00:38:07,652 --> 00:38:09,854 tile system systems that are out there, 1487 00:38:10,321 --> 00:38:10,855 we feel 1488 00:38:10,855 --> 00:38:13,324 we can create these outdoor living spaces 1489 00:38:13,524 --> 00:38:15,426 that not just kitchens, 1490 00:38:15,426 --> 00:38:17,161 but really, you know, dens 1491 00:38:17,161 --> 00:38:17,795 and that 1492 00:38:17,795 --> 00:38:19,697 that really bring that outdoor living 1493 00:38:19,697 --> 00:38:20,998 or the indoor living feel 1494 00:38:20,998 --> 00:38:21,932 right to the outdoor. 1495 00:38:21,932 --> 00:38:22,633 So we're excited 1496 00:38:22,633 --> 00:38:23,934 about the category overall. 1497 00:38:23,934 --> 00:38:24,702 Looking forward to it. 1498 00:38:24,702 --> 00:38:26,170 Good. Well, that's all I had. 1499 00:38:26,170 --> 00:38:27,371 So I appreciate you taking the time 1500 00:38:27,371 --> 00:38:28,139 to talk to us today. 1501 00:38:28,139 --> 00:38:29,407 Absolutely. Thanks for having me. 1502 00:38:29,407 --> 00:38:31,108 Thanks, Neal. All right. 1503 00:38:31,309 --> 00:38:32,543 We appreciate you joining 1504 00:38:32,543 --> 00:38:34,412 us on The ProSource Podcast. 1505 00:38:34,412 --> 00:38:35,112 Please 1506 00:38:35,112 --> 00:38:36,514 like and subscribe to us 1507 00:38:36,514 --> 00:38:38,182 wherever you get your podcasts. 1508 00:38:38,182 --> 00:38:40,217 Plus follow us on social media. 1509 00:38:40,518 --> 00:38:41,419 Visit our website 1510 00:38:41,419 --> 00:38:43,487 1511 00:38:43,487 --> 00:38:45,423 and visit your local ProSource 1512 00:38:45,423 --> 00:38:46,457 Wholesale showroom 1513 00:38:46,457 --> 00:38:49,927 for all your home remodeling needs.