1 00:00:17,317 --> 00:00:19,686 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 --> 00:00:24,557 for ProSource Wholesale. 6 00:00:24,557 --> 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 00:00:29,896 --> 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 --> 00:00:36,236 and the trade professionals 13 00:00:36,236 --> 00:00:38,705 who ultimately make it happen. 14 00:00:38,705 --> 00:00:40,173 We're glad you've joined us. 15 00:00:40,173 --> 00:00:42,742 Enjoy. 16 00:00:43,676 --> 00:00:45,211 In today's episode of The ProSource 17 00:00:45,211 --> 00:00:47,213 Podcast, we're joined by Mark Allen, 18 00:00:47,213 --> 00:00:48,048 who's an account manager 19 00:00:48,048 --> 00:00:48,982 with ProSource Wholesale. 20 00:00:48,982 --> 00:00:50,417 Mark, thanks for joining us here today. 21 00:00:50,417 --> 00:00:51,251 Glad to be here. 22 00:00:51,251 --> 00:00:52,252 And I appreciate you getting the 23 00:00:52,252 --> 00:00:54,821 attire memo that we be so matching there. 24 00:00:55,221 --> 00:00:56,356 That's nice. 25 00:00:56,589 --> 00:00:58,024 So let's start with an easy question. 26 00:00:58,024 --> 00:00:59,759 Once you tell us who you are 27 00:00:59,759 --> 00:01:00,827 and specifically what you do 28 00:01:00,827 --> 00:01:02,028 for ProSource in that role. 29 00:01:02,028 --> 00:01:03,530 So I'm Mark Allen. 30 00:01:03,530 --> 00:01:06,466 I'm here in the ProSource 31 00:01:06,466 --> 00:01:08,168 showroom here in Saint Louis 32 00:01:08,168 --> 00:01:10,203 and as account manager. 33 00:01:10,503 --> 00:01:11,571 So account 34 00:01:11,571 --> 00:01:12,372 as account manager, 35 00:01:12,372 --> 00:01:16,476 we work with members and members clients 36 00:01:16,943 --> 00:01:19,646 and their selection of the remodel 37 00:01:19,646 --> 00:01:20,947 products were anywhere 38 00:01:20,947 --> 00:01:23,383 from your flooring products to 39 00:01:23,383 --> 00:01:25,418 kitchen and bath. Okay. 40 00:01:25,418 --> 00:01:26,386 How long you've been doing this 41 00:01:26,386 --> 00:01:27,020 now for ProSource. 42 00:01:27,020 --> 00:01:27,954 So I've been here. 43 00:01:27,954 --> 00:01:30,790 On my fourth year here at ProSource. 44 00:01:30,790 --> 00:01:32,192 Been in ProSource for four years. 45 00:01:32,192 --> 00:01:33,126 How long have you been in the home 46 00:01:33,126 --> 00:01:34,861 remodeling industry as a whole? 47 00:01:34,861 --> 00:01:37,230 In the whole 15 years. 48 00:01:37,597 --> 00:01:38,131 Okay. 49 00:01:38,231 --> 00:01:39,899 In and out of the industry. 50 00:01:39,899 --> 00:01:41,901 But yes, 15 years is where I've been. 51 00:01:41,901 --> 00:01:43,203 The you and I were talking about earlier 52 00:01:43,203 --> 00:01:44,471 that you were actually in construction 53 00:01:44,471 --> 00:01:46,306 before it and before that. Correct. 54 00:01:46,306 --> 00:01:48,608 So from the framing side. 55 00:01:48,608 --> 00:01:49,509 Going into 56 00:01:49,509 --> 00:01:51,511 on the commercial supply side also 57 00:01:52,412 --> 00:01:54,914 and then doing the residential 58 00:01:54,914 --> 00:01:56,049 supply chain. 59 00:01:56,049 --> 00:01:59,052 So in those four years in this role 60 00:01:59,719 --> 00:02:01,187 coming from where you did, 61 00:02:01,187 --> 00:02:02,856 what have you learned in that time 62 00:02:02,856 --> 00:02:04,724 frame about account management? 63 00:02:04,724 --> 00:02:05,625 So what you learn. 64 00:02:05,625 --> 00:02:09,929 You know, every particular inside 65 00:02:10,797 --> 00:02:11,998 products, 66 00:02:11,998 --> 00:02:13,666 exterior products, interior products, 67 00:02:13,666 --> 00:02:14,534 they all are different. 68 00:02:14,534 --> 00:02:16,903 So you got timelines that are different. 69 00:02:16,903 --> 00:02:18,705 The start of the project 70 00:02:18,705 --> 00:02:19,839 started different times. 71 00:02:19,839 --> 00:02:22,342 A lot of times in the interior products, 72 00:02:22,342 --> 00:02:26,746 they are the last to be utilized for more 73 00:02:26,746 --> 00:02:28,148 and more of the finished products 74 00:02:28,148 --> 00:02:30,450 of versus say, the exterior products, 75 00:02:30,450 --> 00:02:31,384 which is more of the start 76 00:02:31,384 --> 00:02:33,319 of the projects. Okay. 77 00:02:33,319 --> 00:02:35,889 So when we talk about the project, 78 00:02:35,889 --> 00:02:37,690 every homeowner, they're different. 79 00:02:37,690 --> 00:02:39,259 Their project is different. 80 00:02:39,259 --> 00:02:41,828 The trade pro members that you deal with, 81 00:02:41,828 --> 00:02:42,862 they have different projects. 82 00:02:44,264 --> 00:02:45,165 When you're looking at those 83 00:02:45,165 --> 00:02:46,733 early steps in the process. 84 00:02:46,733 --> 00:02:48,434 What what questions 85 00:02:48,434 --> 00:02:48,968 you like to ask 86 00:02:48,968 --> 00:02:52,038 to probe about that project, to know 87 00:02:52,038 --> 00:02:53,173 where to start and where, 88 00:02:53,173 --> 00:02:55,308 where to guide people toward. 89 00:02:55,308 --> 00:02:56,676 In the process. 90 00:02:56,676 --> 00:03:00,346 What I like to do is to get, 91 00:03:00,613 --> 00:03:02,849 especially if it's a remodeling product 92 00:03:02,849 --> 00:03:03,349 project 93 00:03:03,349 --> 00:03:05,218 or even a new construction 94 00:03:05,218 --> 00:03:06,219 project, is 95 00:03:06,219 --> 00:03:07,921 find out what their inspiration is 96 00:03:07,921 --> 00:03:10,023 because that's going to be the key. 97 00:03:10,023 --> 00:03:12,392 Find out what their budget is, 98 00:03:12,392 --> 00:03:14,594 because you can have 99 00:03:14,594 --> 00:03:18,264 the same look within different budgets. 100 00:03:18,264 --> 00:03:20,433 And that's the key to 101 00:03:20,433 --> 00:03:21,935 a successful project, 102 00:03:21,935 --> 00:03:22,802 is to find out 103 00:03:22,802 --> 00:03:23,970 what their inspiration 104 00:03:23,970 --> 00:03:24,904 is, to get that look 105 00:03:24,904 --> 00:03:27,340 and to find out also what the budget is. 106 00:03:27,340 --> 00:03:28,808 When you ask about their inspiration, 107 00:03:28,808 --> 00:03:29,676 do you look to try to 108 00:03:29,676 --> 00:03:32,512 maybe get photos of that or is it more 109 00:03:32,879 --> 00:03:34,180 what's in their mind? 110 00:03:34,180 --> 00:03:35,148 Both. Okay. 111 00:03:35,148 --> 00:03:36,549 Every individual is different. 112 00:03:36,549 --> 00:03:38,151 So some will bring 113 00:03:39,385 --> 00:03:41,187 pages and pages of different stuff. 114 00:03:41,187 --> 00:03:43,890 Some will just use a phone 115 00:03:43,890 --> 00:03:45,658 that they've saved 116 00:03:45,658 --> 00:03:47,627 and everyone is different. 117 00:03:47,627 --> 00:03:49,596 So every process. 118 00:03:49,596 --> 00:03:50,997 So you got to look at, you know, 119 00:03:50,997 --> 00:03:52,599 sometimes it's 120 00:03:52,899 --> 00:03:54,867 they have no idea what they want. 121 00:03:54,867 --> 00:03:56,102 And you start pulling sections 122 00:03:56,102 --> 00:03:57,837 from things that they talk 123 00:03:57,837 --> 00:03:58,805 and then it might go 124 00:03:58,805 --> 00:04:00,773 completely an opposite way 125 00:04:00,773 --> 00:04:02,508 because it may be something that they see 126 00:04:02,508 --> 00:04:04,244 in the showroom that they like better. 127 00:04:04,244 --> 00:04:06,412 That wasn't even 128 00:04:06,713 --> 00:04:07,714 on their radar 129 00:04:07,714 --> 00:04:09,916 of doing that look, particular look. 130 00:04:10,817 --> 00:04:12,151 So we talked about how 131 00:04:12,151 --> 00:04:14,254 people are different. 132 00:04:14,254 --> 00:04:15,888 Projects are certainly different too. 133 00:04:15,888 --> 00:04:17,690 So when you start to look at that, 134 00:04:17,690 --> 00:04:19,859 what are some of the common problems 135 00:04:19,859 --> 00:04:21,794 that you've seen people run into 136 00:04:21,794 --> 00:04:23,997 and how do you maybe help 137 00:04:23,997 --> 00:04:24,330 help them 138 00:04:24,330 --> 00:04:25,298 address those problems, 139 00:04:25,298 --> 00:04:26,199 especially if they are 140 00:04:26,199 --> 00:04:27,734 going through a massive 141 00:04:27,734 --> 00:04:29,402 remodel, multiple rooms 142 00:04:29,402 --> 00:04:30,236 that they may be dealing with 143 00:04:30,236 --> 00:04:31,604 or even in the entire house, 144 00:04:31,604 --> 00:04:32,405 if that's the case? 145 00:04:32,405 --> 00:04:35,375 So you look at each individual room 146 00:04:36,609 --> 00:04:39,445 to really fit what they're wanting. 147 00:04:39,746 --> 00:04:40,546 So it may be 148 00:04:40,546 --> 00:04:41,814 that you have to create 149 00:04:41,814 --> 00:04:44,951 a flow between room to room, but 150 00:04:45,118 --> 00:04:47,453 at the same time, they may have 151 00:04:47,453 --> 00:04:48,087 one style, 152 00:04:48,087 --> 00:04:49,622 one particular room, 153 00:04:49,622 --> 00:04:51,124 and then a completely different style 154 00:04:51,124 --> 00:04:51,858 and another. 155 00:04:51,858 --> 00:04:53,159 So you have to kind of balance those. 156 00:04:53,159 --> 00:04:53,826 So they work 157 00:04:53,826 --> 00:04:54,761 and in the home 158 00:04:54,761 --> 00:04:56,396 and it's not just one room here 159 00:04:56,396 --> 00:04:58,431 and one room here and in the home. 160 00:04:58,431 --> 00:04:59,766 So you definitely have to get a flow 161 00:04:59,766 --> 00:05:01,968 for styles and colors 162 00:05:01,968 --> 00:05:03,269 to get what they want. 163 00:05:03,269 --> 00:05:04,137 But you know, 164 00:05:04,137 --> 00:05:04,937 some people 165 00:05:04,937 --> 00:05:06,873 they want particular looks in their room 166 00:05:06,873 --> 00:05:08,941 and it may not flow with another one, 167 00:05:08,941 --> 00:05:10,510 but that is what they want. 168 00:05:10,510 --> 00:05:11,911 Do you find that happening a lot? 169 00:05:11,911 --> 00:05:13,546 I can see different colors in 170 00:05:13,546 --> 00:05:14,280 from room to room. 171 00:05:14,280 --> 00:05:15,381 Do you find 172 00:05:15,381 --> 00:05:16,482 different styles 173 00:05:16,482 --> 00:05:17,550 trending from one room 174 00:05:17,550 --> 00:05:19,352 to the next in projects. 175 00:05:19,352 --> 00:05:20,386 You do sometimes, 176 00:05:20,386 --> 00:05:21,387 but you get a lot of homes 177 00:05:21,387 --> 00:05:22,655 now that are open concept. 178 00:05:22,655 --> 00:05:24,223 So with that open concept. 179 00:05:25,358 --> 00:05:27,327 Most of the time they're going to flow. 180 00:05:27,327 --> 00:05:30,129 But when you get into 181 00:05:30,129 --> 00:05:32,365 the primary suite, 182 00:05:32,465 --> 00:05:33,499 when you get into there, 183 00:05:33,499 --> 00:05:35,335 into the bathroom area, 184 00:05:35,335 --> 00:05:36,402 it's kind of its own space. 185 00:05:36,402 --> 00:05:39,238 So you can create that 186 00:05:39,238 --> 00:05:41,140 space that can be different 187 00:05:41,140 --> 00:05:43,643 than another space that say, the kitchen 188 00:05:43,943 --> 00:05:45,478 great room or the flooring 189 00:05:45,478 --> 00:05:47,013 that's in those other rooms. 190 00:05:47,013 --> 00:05:49,382 You create that space for them. 191 00:05:49,382 --> 00:05:51,117 How do you go about identifying 192 00:05:51,117 --> 00:05:53,152 the lifestyle within the home? 193 00:05:53,186 --> 00:05:55,221 Meaning are there pets? Are there kids? 194 00:05:55,221 --> 00:05:57,190 Is there a work from home situation? 195 00:05:57,190 --> 00:05:58,758 And how might that influence 196 00:05:58,758 --> 00:06:00,893 any products that you then suggest? 197 00:06:00,893 --> 00:06:02,395 So that's one of the first questions 198 00:06:02,395 --> 00:06:02,895 you do ask, 199 00:06:02,895 --> 00:06:04,931 especially in the flooring side, 200 00:06:04,931 --> 00:06:05,765 to find out, 201 00:06:05,765 --> 00:06:07,633 you know, how the floors 202 00:06:07,633 --> 00:06:08,968 are going to be used. 203 00:06:08,968 --> 00:06:11,170 So then that will kind of drive you 204 00:06:11,170 --> 00:06:13,406 to the correct material 205 00:06:13,406 --> 00:06:15,742 to be in the selection process. 206 00:06:15,742 --> 00:06:16,275 Okay. 207 00:06:16,642 --> 00:06:18,811 So just a thought that occurred to me 208 00:06:18,845 --> 00:06:19,345 here. 209 00:06:19,846 --> 00:06:21,381 As I've talked to other account managers, 210 00:06:21,381 --> 00:06:23,116 sometimes they find that 211 00:06:23,116 --> 00:06:24,751 a lot of the projects they do 212 00:06:24,751 --> 00:06:26,452 sit toward a sort of slant 213 00:06:26,452 --> 00:06:28,254 toward a particular product category. 214 00:06:28,254 --> 00:06:29,555 More often than not, 215 00:06:29,555 --> 00:06:31,090 they end up doing a lot more hardwood 216 00:06:31,090 --> 00:06:32,492 or a lot more tile projects. 217 00:06:32,492 --> 00:06:33,626 Has that been the case with you 218 00:06:33,626 --> 00:06:33,993 or is it 219 00:06:33,993 --> 00:06:36,996 pretty much spanned all flooring 220 00:06:36,996 --> 00:06:38,197 product categories? 221 00:06:38,197 --> 00:06:41,033 It spans through all of them. 222 00:06:42,201 --> 00:06:43,803 I think the biggest 223 00:06:43,803 --> 00:06:46,773 the hottest item that is out there is 224 00:06:47,106 --> 00:06:49,142 and it's marketed is the 100%. 225 00:06:49,409 --> 00:06:50,777 We want waterproof floors. 226 00:06:50,777 --> 00:06:52,745 We want something that's durable. 227 00:06:52,745 --> 00:06:55,415 So that goes into the LVT, LV plank 228 00:06:56,349 --> 00:06:59,051 lines, but it doesn't mean that 229 00:06:59,552 --> 00:07:00,920 that can't be used, 230 00:07:00,920 --> 00:07:02,688 and hardwood. 231 00:07:02,688 --> 00:07:03,256 So you just 232 00:07:03,256 --> 00:07:05,124 kind of look and drive and see, 233 00:07:05,124 --> 00:07:06,426 but you kind of want a feel 234 00:07:06,426 --> 00:07:08,661 for what their concern is 235 00:07:08,661 --> 00:07:10,997 and then drive that product to them. 236 00:07:10,997 --> 00:07:12,331 What then, you know, 237 00:07:12,331 --> 00:07:13,399 make that selection 238 00:07:13,399 --> 00:07:15,902 based on the selections that I give them. 239 00:07:16,836 --> 00:07:18,604 But actually you have to steer them 240 00:07:18,604 --> 00:07:20,606 to the correct product based on that. 241 00:07:20,606 --> 00:07:25,144 So how much may color that if a 242 00:07:26,212 --> 00:07:27,480 whether it be the homeowner 243 00:07:27,480 --> 00:07:27,980 or the trade 244 00:07:27,980 --> 00:07:29,749 pro has a certain color mind, 245 00:07:29,749 --> 00:07:31,017 how much does that 246 00:07:31,017 --> 00:07:32,552 preference come into the equation 247 00:07:32,552 --> 00:07:33,953 when when you're 248 00:07:33,953 --> 00:07:35,254 going through that product selection, 249 00:07:35,254 --> 00:07:35,922 does that 250 00:07:36,022 --> 00:07:37,023 come into play a lot 251 00:07:37,023 --> 00:07:37,890 or does it come into play 252 00:07:37,890 --> 00:07:39,692 with its particular products, 253 00:07:39,692 --> 00:07:41,294 like maybe more on the tile 254 00:07:41,294 --> 00:07:43,563 and carpet side of things, or? 255 00:07:43,563 --> 00:07:46,799 It's all about color and color, and then 256 00:07:48,134 --> 00:07:50,603 not just the color. 257 00:07:50,603 --> 00:07:50,870 I mean, 258 00:07:50,870 --> 00:07:51,737 you're going to get a lot of 259 00:07:51,737 --> 00:07:53,372 rustic looks, 260 00:07:53,372 --> 00:07:55,908 especially when you're in the woods, 261 00:07:55,908 --> 00:07:59,111 the tile not so much, but more stone 262 00:07:59,111 --> 00:07:59,712 look. 263 00:07:59,712 --> 00:08:02,415 Even though there's wood or wood tile, 264 00:08:03,783 --> 00:08:06,819 but the drive comes to 265 00:08:08,087 --> 00:08:10,089 what physically look, do they want? 266 00:08:10,089 --> 00:08:11,090 Is it going to be contemporary? 267 00:08:11,090 --> 00:08:12,959 Is it going to be rustic? 268 00:08:12,959 --> 00:08:14,160 They're color palette. 269 00:08:14,160 --> 00:08:16,095 What color walls? 270 00:08:16,095 --> 00:08:18,030 What color of furniture? 271 00:08:18,030 --> 00:08:19,198 So that's going to kind of drive 272 00:08:19,198 --> 00:08:22,668 your color range and it can fluctuate 273 00:08:22,668 --> 00:08:24,203 just a little bit of 274 00:08:24,203 --> 00:08:25,771 a little gray in a wood, 275 00:08:25,771 --> 00:08:26,272 a little bit 276 00:08:26,272 --> 00:08:29,108 more warm wood can drive if you're 277 00:08:29,342 --> 00:08:30,176 if you're in the wood. 278 00:08:30,176 --> 00:08:30,943 And that can really 279 00:08:30,943 --> 00:08:31,944 make a big difference. 280 00:08:31,944 --> 00:08:33,813 And then homes 281 00:08:33,913 --> 00:08:35,481 in the selection process. 282 00:08:35,481 --> 00:08:36,382 So we've talked a little bit 283 00:08:36,382 --> 00:08:37,383 about about this interaction 284 00:08:37,383 --> 00:08:38,618 between the trade pro member 285 00:08:38,618 --> 00:08:40,353 and the homeowner. 286 00:08:40,353 --> 00:08:42,255 How do you balance that interaction 287 00:08:42,255 --> 00:08:43,489 from your perspective? 288 00:08:43,489 --> 00:08:45,191 And then sort of a follow up 289 00:08:45,191 --> 00:08:46,626 question to that is, 290 00:08:46,692 --> 00:08:47,226 which is I know 291 00:08:47,226 --> 00:08:49,328 sort of a gimme question here, but 292 00:08:49,328 --> 00:08:51,097 how important, how critical 293 00:08:51,097 --> 00:08:52,498 is the communication 294 00:08:52,498 --> 00:08:54,033 in that sort of triangle 295 00:08:54,033 --> 00:08:55,701 that we have here? 296 00:08:55,701 --> 00:08:56,102 I'd say 297 00:08:56,102 --> 00:08:57,403 the biggest communication 298 00:08:57,403 --> 00:09:00,273 is going to be what type of materials 299 00:09:00,373 --> 00:09:01,340 selected so 300 00:09:02,341 --> 00:09:04,310 that member knows, hey, 301 00:09:04,310 --> 00:09:06,145 we have to do this type of prep 302 00:09:06,145 --> 00:09:07,513 for that type of installation. 303 00:09:07,513 --> 00:09:09,715 So there's going to be variables there 304 00:09:10,516 --> 00:09:13,653 from that aspect and it's timeline. 305 00:09:13,653 --> 00:09:15,021 So when it's product 306 00:09:15,021 --> 00:09:16,088 is going to be available 307 00:09:16,088 --> 00:09:17,056 to be an install. 308 00:09:17,056 --> 00:09:18,958 So it may be that 309 00:09:18,958 --> 00:09:20,493 this is the product that they like, 310 00:09:20,493 --> 00:09:22,895 but it doesn't fit that that timeline. 311 00:09:22,895 --> 00:09:25,131 So then we have to do a re selection 312 00:09:25,498 --> 00:09:26,999 to make the timeline 313 00:09:26,999 --> 00:09:27,900 that they're wanting to do. 314 00:09:27,900 --> 00:09:29,101 Do you find that happening a lot 315 00:09:29,101 --> 00:09:30,303 from a timeline perspective? 316 00:09:30,303 --> 00:09:32,538 Lately it's been pretty good, 317 00:09:32,538 --> 00:09:34,840 timelines have been good with product. 318 00:09:34,840 --> 00:09:38,010 You know, two years ago, kind of during 319 00:09:38,010 --> 00:09:41,013 the midst of COVID, 320 00:09:41,013 --> 00:09:42,248 you had a lot of struggles 321 00:09:42,248 --> 00:09:44,083 with timelines, 322 00:09:44,083 --> 00:09:46,252 but a lot of people adapted to that. 323 00:09:46,252 --> 00:09:47,019 And actually made me 324 00:09:47,019 --> 00:09:49,021 think of something else in that regard, 325 00:09:49,021 --> 00:09:50,122 and I don't remember what it was. 326 00:09:50,122 --> 00:09:50,957 So we'll come back to that. 327 00:09:50,957 --> 00:09:52,124 We'll just put a pin in that 328 00:09:52,124 --> 00:09:53,292 the thought that I had there. 329 00:09:54,360 --> 00:09:56,462 So one of the advantages 330 00:09:56,462 --> 00:09:59,065 from being being a member 331 00:09:59,065 --> 00:10:01,200 or homeowner who works with ProSource 332 00:10:01,200 --> 00:10:03,235 is the dedicated account manager. You. 333 00:10:03,536 --> 00:10:05,204 So what does it mean 334 00:10:05,204 --> 00:10:06,606 when we use that terminology? 335 00:10:06,606 --> 00:10:08,774 We refer to a dedicated account manager, 336 00:10:08,774 --> 00:10:10,810 but what do we mean by that? 337 00:10:10,810 --> 00:10:12,211 So what that means is 338 00:10:12,211 --> 00:10:14,180 they have that one contact 339 00:10:14,180 --> 00:10:16,549 that they come in every single time. 340 00:10:17,850 --> 00:10:19,885 You, you build that relationship. 341 00:10:20,086 --> 00:10:21,721 And that's very important 342 00:10:21,721 --> 00:10:24,390 in the way ProSource works. 343 00:10:24,390 --> 00:10:26,559 They come in, then we know as a 344 00:10:27,193 --> 00:10:29,762 as an account manager how each individual 345 00:10:29,762 --> 00:10:30,496 contractor works 346 00:10:30,496 --> 00:10:32,898 because they all work differently. 347 00:10:32,898 --> 00:10:35,334 And we focus, you know, their style 348 00:10:35,568 --> 00:10:36,535 with their clients. 349 00:10:36,535 --> 00:10:37,203 Their clients 350 00:10:37,203 --> 00:10:38,971 have selected them for a reason 351 00:10:38,971 --> 00:10:40,306 and they've selected us 352 00:10:40,306 --> 00:10:41,674 for the reason that we're here 353 00:10:41,674 --> 00:10:43,075 to help them 354 00:10:43,075 --> 00:10:44,610 and make their projects 355 00:10:44,610 --> 00:10:46,412 go a lot smoother. So 356 00:10:47,380 --> 00:10:48,447 especially on the member 357 00:10:48,447 --> 00:10:49,482 side of things, on the trade 358 00:10:49,482 --> 00:10:51,450 pro side of things, 359 00:10:51,450 --> 00:10:52,084 you're 360 00:10:52,084 --> 00:10:53,653 that's a lot of repeat business 361 00:10:53,653 --> 00:10:54,487 because they're constantly 362 00:10:54,487 --> 00:10:55,755 coming back to you. 363 00:10:55,755 --> 00:10:56,689 So do you find yourself 364 00:10:56,689 --> 00:10:57,723 really personalizing 365 00:10:57,723 --> 00:11:00,359 your service specific to them 366 00:11:00,359 --> 00:11:01,861 because you know how they operate 367 00:11:01,861 --> 00:11:03,963 and what their expectation levels are? 368 00:11:04,163 --> 00:11:05,798 No, not necessarily 369 00:11:05,798 --> 00:11:06,499 because you're going to 370 00:11:06,499 --> 00:11:07,767 have that expectation 371 00:11:07,767 --> 00:11:11,103 that the client that their client has 372 00:11:11,103 --> 00:11:12,238 and you're going to. 373 00:11:12,238 --> 00:11:13,572 So it gets influence on the other side. 374 00:11:13,572 --> 00:11:15,574 Absolutely it does. Absolutely. 375 00:11:15,574 --> 00:11:17,343 So all around 376 00:11:17,343 --> 00:11:20,913 you, you know, ProSource is dedicated 377 00:11:21,714 --> 00:11:23,749 to have that design, 378 00:11:24,083 --> 00:11:25,951 not just design, but 379 00:11:25,951 --> 00:11:27,186 a lot of choices to select 380 00:11:27,186 --> 00:11:28,654 from in our showrooms. 381 00:11:28,654 --> 00:11:31,791 And that does give them a lot of options. 382 00:11:32,792 --> 00:11:33,926 And I thought of my question. 383 00:11:33,926 --> 00:11:35,327 So now we're going to pull the pin out. 384 00:11:35,327 --> 00:11:36,862 I thought of the earlier question 385 00:11:36,862 --> 00:11:39,365 in which you just said helped me 386 00:11:39,365 --> 00:11:40,533 realize that 387 00:11:40,533 --> 00:11:42,668 when it comes to the product selection, 388 00:11:42,668 --> 00:11:44,336 do the does the trade pro 389 00:11:44,336 --> 00:11:45,337 and the homeowner, when they come 390 00:11:45,337 --> 00:11:46,772 in, do they really have an idea 391 00:11:46,772 --> 00:11:49,275 of what direction they want to go in? 392 00:11:49,275 --> 00:11:51,010 Therefore, you're just maybe helping them 393 00:11:51,010 --> 00:11:52,478 pick the specific product? 394 00:11:52,478 --> 00:11:54,480 Or is there a lot of, 395 00:11:54,480 --> 00:11:55,114 well, we could go 396 00:11:55,114 --> 00:11:56,215 this way, could go that way, 397 00:11:56,215 --> 00:11:57,750 and you sort of guide them 398 00:11:57,750 --> 00:11:59,452 or maybe you want to specifically go 399 00:11:59,452 --> 00:12:00,152 over it 400 00:12:00,152 --> 00:12:01,287 or you want to go ty 401 00:12:01,287 --> 00:12:02,755 or you want to go carpet, 402 00:12:02,755 --> 00:12:03,355 which I know 403 00:12:03,355 --> 00:12:04,590 that's a lot of variation there. 404 00:12:04,590 --> 00:12:05,558 It's probably more in the hard 405 00:12:05,558 --> 00:12:06,592 surface side. 406 00:12:06,592 --> 00:12:07,793 Do you guide them 407 00:12:07,793 --> 00:12:09,361 in toward a particular category 408 00:12:09,361 --> 00:12:11,263 or do they have more of an idea in mind 409 00:12:11,263 --> 00:12:12,598 and you're just maybe helping 410 00:12:12,598 --> 00:12:14,567 fine tune that a little bit? Both. 411 00:12:14,567 --> 00:12:16,635 So sometimes they come in specifically 412 00:12:16,669 --> 00:12:18,003 for that, 413 00:12:18,003 --> 00:12:20,072 that particular category of material, 414 00:12:21,240 --> 00:12:21,707 and then 415 00:12:21,707 --> 00:12:22,541 sometimes you're 416 00:12:22,541 --> 00:12:23,943 there kind of teeter 417 00:12:23,943 --> 00:12:25,578 in between different products. 418 00:12:25,578 --> 00:12:25,811 And then 419 00:12:25,811 --> 00:12:26,812 so you have to show them 420 00:12:26,812 --> 00:12:28,380 and tell them the pluses 421 00:12:28,380 --> 00:12:30,282 and minuses of the products. 422 00:12:30,282 --> 00:12:32,618 And even inside each category, 423 00:12:32,618 --> 00:12:33,452 you're going to have pluses 424 00:12:33,452 --> 00:12:37,723 and minuses to what they're expecting. 425 00:12:38,891 --> 00:12:41,794 And and it may be that there may be a 426 00:12:42,061 --> 00:12:44,196 or particular product that they think 427 00:12:44,196 --> 00:12:46,532 will perform a certain way. 428 00:12:46,532 --> 00:12:48,467 And once they learn 429 00:12:48,467 --> 00:12:50,870 more about the product, 430 00:12:52,204 --> 00:12:54,373 how it the actual products made, 431 00:12:55,007 --> 00:12:56,142 how it performs. 432 00:12:56,142 --> 00:12:56,642 A lot of times 433 00:12:56,642 --> 00:12:58,511 that will change the direction 434 00:12:58,511 --> 00:13:00,179 that they're going on 435 00:13:00,179 --> 00:13:01,514 just by learning 436 00:13:01,514 --> 00:13:02,882 about the products themselves. 437 00:13:02,882 --> 00:13:04,150 How difficult is it for you 438 00:13:04,150 --> 00:13:06,352 to stay on top of all these changes 439 00:13:06,352 --> 00:13:07,453 that occur with products 440 00:13:07,453 --> 00:13:08,821 and to be able to guide them 441 00:13:08,821 --> 00:13:09,421 that way, to say, 442 00:13:09,421 --> 00:13:11,223 here are the pros and the cons of that. 443 00:13:12,658 --> 00:13:13,092 It's a 444 00:13:13,092 --> 00:13:15,327 lot of it's going to be just 445 00:13:15,327 --> 00:13:16,262 product knowledge. 446 00:13:16,262 --> 00:13:16,629 You know, 447 00:13:16,629 --> 00:13:18,264 you learn in-depth 448 00:13:18,264 --> 00:13:20,232 about each particular product, 449 00:13:20,232 --> 00:13:22,501 the locations that can be used, 450 00:13:22,501 --> 00:13:23,702 because there's some products 451 00:13:23,702 --> 00:13:25,771 that can be used in three season rooms 452 00:13:25,771 --> 00:13:27,072 and there's some vinyl products 453 00:13:27,072 --> 00:13:28,407 that can't be 454 00:13:28,507 --> 00:13:31,510 so dependent on how those rooms are. 455 00:13:32,678 --> 00:13:34,747 Really on how it's being used is really 456 00:13:35,581 --> 00:13:36,782 going to drive 457 00:13:36,782 --> 00:13:38,851 projects to go using certain products 458 00:13:38,851 --> 00:13:39,185 in there. 459 00:13:39,185 --> 00:13:41,086 But overall, 460 00:13:41,086 --> 00:13:44,123 most of like the LVT products 461 00:13:44,123 --> 00:13:46,158 they they're going to perform 462 00:13:46,292 --> 00:13:47,426 very similar. 463 00:13:47,426 --> 00:13:50,429 There's obviously different between 464 00:13:51,430 --> 00:13:52,798 product to product, 465 00:13:52,798 --> 00:13:57,036 but they're going to perform in a 100% 466 00:13:57,036 --> 00:13:58,871 or a waterproof situation 467 00:13:58,871 --> 00:13:59,538 that their client's 468 00:13:59,538 --> 00:14:02,141 coming in and asking for. All right. 469 00:14:02,141 --> 00:14:03,042 So we talked a little bit 470 00:14:03,042 --> 00:14:04,143 earlier about timeline. 471 00:14:04,143 --> 00:14:07,413 So how do timelines from product delivery 472 00:14:07,413 --> 00:14:09,648 to the project projection 473 00:14:10,416 --> 00:14:11,951 from that standpoint? 474 00:14:11,951 --> 00:14:13,385 What's sort of that impact on 475 00:14:13,385 --> 00:14:14,954 both a customer service aspect 476 00:14:14,954 --> 00:14:16,956 as well as the homeowner expectations 477 00:14:17,256 --> 00:14:20,259 when it comes to the overall timelines, 478 00:14:20,893 --> 00:14:21,961 both both with the product 479 00:14:21,961 --> 00:14:24,063 and how that impacts the project 480 00:14:24,063 --> 00:14:24,964 as a whole. 481 00:14:24,964 --> 00:14:27,533 So what I try to do is when 482 00:14:28,200 --> 00:14:29,802 selections are made earlier 483 00:14:29,802 --> 00:14:30,903 looking at different options 484 00:14:30,903 --> 00:14:31,503 and selections. 485 00:14:31,503 --> 00:14:34,974 So what I try to do is to check 486 00:14:34,974 --> 00:14:35,774 the availability 487 00:14:35,774 --> 00:14:36,942 of those particular products 488 00:14:36,942 --> 00:14:38,277 to make sure that, hey, 489 00:14:38,277 --> 00:14:39,378 this will 490 00:14:39,378 --> 00:14:40,679 fit your timeline of your 491 00:14:40,679 --> 00:14:42,214 product because it can it can 492 00:14:43,515 --> 00:14:45,150 affect the 493 00:14:45,150 --> 00:14:47,686 the timeline because in certain products, 494 00:14:47,686 --> 00:14:49,021 if it's a tile 495 00:14:49,021 --> 00:14:49,555 and there's certain 496 00:14:49,555 --> 00:14:50,656 cabinets on top of tile, 497 00:14:50,656 --> 00:14:52,358 so now you're flooring 498 00:14:52,358 --> 00:14:54,393 and tile is going to hold up 499 00:14:54,393 --> 00:14:57,062 other parts of that project. 500 00:14:57,062 --> 00:14:59,765 So that's really important to 501 00:14:59,965 --> 00:15:00,799 kind of find out. 502 00:15:00,799 --> 00:15:02,635 And if they need make re selection, 503 00:15:02,635 --> 00:15:04,370 do it as early as possible. 504 00:15:04,370 --> 00:15:04,837 That way 505 00:15:04,837 --> 00:15:06,872 they know the expectations of, hey, 506 00:15:08,607 --> 00:15:10,843 it's going to meet the timeline versus 507 00:15:10,843 --> 00:15:11,810 you place your order 508 00:15:11,810 --> 00:15:13,112 and they're expecting a timeline 509 00:15:13,112 --> 00:15:14,580 that said tile is going to be in and 510 00:15:14,580 --> 00:15:16,348 two weeks and all of a sudden now 511 00:15:16,348 --> 00:15:18,083 it's been pushed out to four weeks. 512 00:15:18,083 --> 00:15:19,285 So now I give you a chance 513 00:15:19,285 --> 00:15:21,220 to maybe brag a little bit here, but 514 00:15:21,220 --> 00:15:22,521 how does effective customer 515 00:15:22,521 --> 00:15:23,822 service impact 516 00:15:23,822 --> 00:15:25,324 the final result of the project? 517 00:15:26,458 --> 00:15:27,226 I think it 518 00:15:27,226 --> 00:15:30,062 makes a big impact because 519 00:15:30,062 --> 00:15:32,765 if you're meeting the deadlines that they 520 00:15:33,065 --> 00:15:34,366 that they're wanting, you're 521 00:15:34,366 --> 00:15:36,001 guiding them with the right products 522 00:15:36,001 --> 00:15:37,503 to meet that. 523 00:15:37,503 --> 00:15:38,604 So that kind of gives you that 524 00:15:38,604 --> 00:15:40,606 that expectation is as high. 525 00:15:40,606 --> 00:15:41,206 Then 526 00:15:41,407 --> 00:15:42,975 once you do that, then you're 527 00:15:42,975 --> 00:15:43,676 definitely going 528 00:15:43,676 --> 00:15:44,977 to get a lot of referral business 529 00:15:44,977 --> 00:15:45,711 from that. 530 00:15:45,711 --> 00:15:47,947 And that's important 531 00:15:47,947 --> 00:15:49,415 as an account manager. 532 00:15:49,415 --> 00:15:50,749 So this may be a bit of 533 00:15:50,749 --> 00:15:52,451 an unfair question 534 00:15:52,451 --> 00:15:53,819 from a comparison standpoint, 535 00:15:53,819 --> 00:15:55,254 but when you're coming in 536 00:15:55,254 --> 00:15:56,989 to ProSource Wholesale 537 00:15:56,989 --> 00:15:58,123 private showroom 538 00:15:58,123 --> 00:15:59,124 for trade pros 539 00:15:59,124 --> 00:16:01,493 and their homeowner clients 540 00:16:01,493 --> 00:16:02,461 is do you find that there 541 00:16:02,461 --> 00:16:04,029 maybe is a higher expectation 542 00:16:04,029 --> 00:16:05,531 level from from a customer service 543 00:16:05,531 --> 00:16:07,166 standpoint because you're able to offer 544 00:16:07,166 --> 00:16:09,368 that dedicated service? 545 00:16:09,368 --> 00:16:11,971 I think so. 546 00:16:11,971 --> 00:16:14,039 But I think right off the bat, 547 00:16:14,039 --> 00:16:15,808 the way we operate as a company, 548 00:16:17,009 --> 00:16:19,278 ProSource really takes care 549 00:16:19,278 --> 00:16:22,214 of their clients 550 00:16:22,214 --> 00:16:24,116 that come in, the members that come in, 551 00:16:24,116 --> 00:16:25,584 and we dedicate ourselves 552 00:16:25,584 --> 00:16:27,419 to helping them straight 553 00:16:27,419 --> 00:16:28,253 up, right upfront, 554 00:16:28,253 --> 00:16:29,655 guide them to the right product, 555 00:16:29,655 --> 00:16:30,823 guide them to what product 556 00:16:30,823 --> 00:16:32,658 they're looking for when they come in 557 00:16:32,658 --> 00:16:33,759 and steer them 558 00:16:33,759 --> 00:16:35,260 to where this is the product 559 00:16:35,260 --> 00:16:37,262 that really fits their project, 560 00:16:37,262 --> 00:16:38,764 their needs 561 00:16:39,331 --> 00:16:39,732 on the 562 00:16:39,732 --> 00:16:40,933 on the use on how products 563 00:16:40,933 --> 00:16:43,535 are going to be used in the home. Okay. 564 00:16:43,535 --> 00:16:44,303 So my next 565 00:16:44,303 --> 00:16:45,404 question is a little bit longer, 566 00:16:45,404 --> 00:16:46,638 so I'm actually going to read it here. 567 00:16:46,638 --> 00:16:47,806 So that's fine. 568 00:16:47,806 --> 00:16:48,374 You could take a break 569 00:16:48,374 --> 00:16:49,274 for a moment there, 570 00:16:49,274 --> 00:16:50,943 but so ProSource offers 571 00:16:50,943 --> 00:16:51,910 a variety of products. 572 00:16:51,910 --> 00:16:53,846 We're talking, you know, flooring. 573 00:16:53,846 --> 00:16:54,480 You've got 574 00:16:54,480 --> 00:16:56,915 hardwood, laminate, carpet, tile, 575 00:16:58,017 --> 00:16:59,518 luxury vinyl. 576 00:16:59,518 --> 00:17:00,886 You got bathroom products, 577 00:17:00,886 --> 00:17:03,288 tubs, toilets, vanities, showers 578 00:17:03,655 --> 00:17:05,357 and, of course, kitchen cabinets, 579 00:17:05,357 --> 00:17:07,926 countertops, faucet, sinks, All of this 580 00:17:08,961 --> 00:17:09,661 we talked 581 00:17:09,661 --> 00:17:11,296 mostly here in this discussion 582 00:17:11,296 --> 00:17:12,865 about the flooring side of things, 583 00:17:12,865 --> 00:17:13,632 how involved 584 00:17:13,632 --> 00:17:15,167 you get on all of the product 585 00:17:15,167 --> 00:17:15,567 sections, 586 00:17:15,567 --> 00:17:17,536 especially in the realm of the kitchen 587 00:17:17,536 --> 00:17:19,138 and the bathroom products that we offer. 588 00:17:19,138 --> 00:17:21,306 So in our showroom, 589 00:17:21,306 --> 00:17:22,374 we were kind of unique. 590 00:17:22,374 --> 00:17:23,042 So I know 591 00:17:23,042 --> 00:17:24,610 some showrooms will 592 00:17:24,610 --> 00:17:25,711 when you get into that kitchen 593 00:17:25,711 --> 00:17:26,945 and bath design, 594 00:17:26,945 --> 00:17:28,313 the kitchen of bath designers 595 00:17:28,313 --> 00:17:31,884 do a lot of the work. In our showroom 596 00:17:32,217 --> 00:17:33,419 we work still hands on 597 00:17:33,419 --> 00:17:34,620 hands with the selection 598 00:17:34,620 --> 00:17:35,220 process 599 00:17:35,220 --> 00:17:39,158 of cabinets, plumbing, countertops, 600 00:17:39,158 --> 00:17:40,426 and we balance all of that 601 00:17:40,426 --> 00:17:42,494 with the flooring, 602 00:17:42,661 --> 00:17:44,663 the tile, especially if it's a bathroom. 603 00:17:44,663 --> 00:17:45,497 You're going to have tile, 604 00:17:45,497 --> 00:17:47,733 maybe in the shower on the floor. 605 00:17:48,067 --> 00:17:50,302 Those all products have to tie together. 606 00:17:50,302 --> 00:17:52,438 So when in the selection process, 607 00:17:52,805 --> 00:17:54,339 we go through all that, we lay it out. 608 00:17:54,339 --> 00:17:55,607 So they actually see what it's going 609 00:17:55,607 --> 00:17:57,376 to look like from that. 610 00:17:57,376 --> 00:17:59,578 And then we turn all of that information 611 00:17:59,578 --> 00:18:02,981 over to the designers 612 00:18:03,415 --> 00:18:06,452 and they layout the bathroom cabinets, 613 00:18:06,819 --> 00:18:09,288 the kitchen cabinets, the design 614 00:18:09,288 --> 00:18:10,789 that fits that particular 615 00:18:10,789 --> 00:18:11,557 cabinet line 616 00:18:11,557 --> 00:18:13,525 that the homeowner 617 00:18:13,525 --> 00:18:15,294 or contractor has selected. 618 00:18:15,294 --> 00:18:16,061 So it's almost like you're 619 00:18:16,061 --> 00:18:17,262 putting together a little mini 620 00:18:17,262 --> 00:18:18,163 design board 621 00:18:18,163 --> 00:18:18,964 with all these different products 622 00:18:18,964 --> 00:18:19,531 so they can kind of 623 00:18:19,531 --> 00:18:21,166 see how they would all interact. 624 00:18:21,166 --> 00:18:23,035 And that sense of the space 625 00:18:23,035 --> 00:18:23,502 in the kitchen 626 00:18:23,502 --> 00:18:24,403 bath designer step in 627 00:18:24,403 --> 00:18:26,505 and could show the layout, correct? 628 00:18:26,505 --> 00:18:27,473 Absolutely. 629 00:18:27,473 --> 00:18:28,140 And then you know, 630 00:18:28,140 --> 00:18:30,175 we introduce the designer at that point 631 00:18:30,542 --> 00:18:34,246 and then they might have questions 632 00:18:34,246 --> 00:18:36,348 or selections 633 00:18:36,348 --> 00:18:38,684 or or suggestions in the selection 634 00:18:38,684 --> 00:18:39,952 process saying, hey, 635 00:18:39,952 --> 00:18:41,687 you might want to look at this 636 00:18:41,687 --> 00:18:43,622 because of the particular layout. 637 00:18:43,622 --> 00:18:44,756 So right off the bat 638 00:18:44,756 --> 00:18:45,724 with that introduction, 639 00:18:45,724 --> 00:18:47,226 we might be able to 640 00:18:47,226 --> 00:18:48,293 take one step out 641 00:18:48,293 --> 00:18:49,862 and that particular line 642 00:18:49,862 --> 00:18:51,363 may not offer a cabinet. 643 00:18:51,363 --> 00:18:52,564 So then, you know, 644 00:18:52,564 --> 00:18:53,866 you're again, 645 00:18:53,866 --> 00:18:55,501 you're offering a different selection 646 00:18:55,501 --> 00:18:57,002 for them to look at immediately. 647 00:18:57,002 --> 00:18:58,203 So it's it's 648 00:18:58,203 --> 00:19:00,139 not a item 649 00:19:00,139 --> 00:19:01,507 or that you're having to select 650 00:19:01,507 --> 00:19:02,941 later on down the road. 651 00:19:02,941 --> 00:19:04,576 It's at the beginning of that process. 652 00:19:04,576 --> 00:19:06,011 And because of how you position 653 00:19:06,011 --> 00:19:06,578 that this is not 654 00:19:06,578 --> 00:19:08,213 just how you operate within the showroom, 655 00:19:08,213 --> 00:19:09,648 this is how all account managers, 656 00:19:09,648 --> 00:19:11,550 this is how the showroom operates. 657 00:19:11,550 --> 00:19:12,184 Other showrooms 658 00:19:12,184 --> 00:19:13,752 may operate a little bit differently, 659 00:19:13,752 --> 00:19:16,155 but here at the showroom, 660 00:19:16,155 --> 00:19:18,056 that's the service you can expect for 661 00:19:18,056 --> 00:19:18,657 and the approach 662 00:19:18,657 --> 00:19:19,458 from all account managers. 663 00:19:19,458 --> 00:19:20,826 Absolutely. Absolutely. 664 00:19:20,826 --> 00:19:23,495 We work in our showroom as a team. 665 00:19:23,662 --> 00:19:24,663 We really do. 666 00:19:24,663 --> 00:19:25,831 Even though each account 667 00:19:25,831 --> 00:19:27,266 manager has you know, you work 668 00:19:27,266 --> 00:19:29,234 with your clients and particular members, 669 00:19:29,234 --> 00:19:30,402 but we actually act, 670 00:19:30,402 --> 00:19:32,404 we work as a team in a whole 671 00:19:32,738 --> 00:19:34,573 and that really makes a good flow. 672 00:19:34,573 --> 00:19:36,575 And when members come in 673 00:19:36,575 --> 00:19:38,043 or the clients come in, 674 00:19:38,043 --> 00:19:39,711 they're comfortable that, hey, 675 00:19:39,711 --> 00:19:42,381 that we all can step in and help. 676 00:19:42,381 --> 00:19:43,982 We everybody knows everybody 677 00:19:43,982 --> 00:19:45,384 and it has a great feeling. 678 00:19:45,384 --> 00:19:46,752 And yeah. 679 00:19:46,752 --> 00:19:49,321 So now let's pick one particular project. 680 00:19:49,354 --> 00:19:50,822 Think of one and one in your mind, 681 00:19:50,822 --> 00:19:51,890 is there a particular project 682 00:19:51,890 --> 00:19:53,492 you've done that stands out in your mind? 683 00:19:53,492 --> 00:19:55,761 And it was like the most fun 684 00:19:55,761 --> 00:19:57,930 or at least one of the more fun projects 685 00:19:57,930 --> 00:20:00,098 that you've done. So why? 686 00:20:00,098 --> 00:20:02,134 So there's one that I did, 687 00:20:02,134 --> 00:20:05,971 and it was actually the client 688 00:20:05,971 --> 00:20:09,808 that was this was her home 689 00:20:09,808 --> 00:20:10,609 that she grew up in. 690 00:20:10,609 --> 00:20:14,046 And so she actually they tore it 691 00:20:14,079 --> 00:20:15,247 down to the foundation 692 00:20:15,247 --> 00:20:17,149 and left the main home because. 693 00:20:17,149 --> 00:20:18,784 The home she grew up and they. Left. 694 00:20:18,784 --> 00:20:19,985 They tore down but left the 695 00:20:19,985 --> 00:20:21,787 foundation, okay. And built 696 00:20:22,988 --> 00:20:24,756 the home off of that foundation. 697 00:20:24,756 --> 00:20:26,725 And a couple different wings 698 00:20:26,725 --> 00:20:29,161 and the uniqueness and the style. 699 00:20:29,161 --> 00:20:30,162 So there was a designer 700 00:20:30,162 --> 00:20:32,130 involved and going through 701 00:20:32,130 --> 00:20:33,165 and doing the selection 702 00:20:33,165 --> 00:20:36,401 process of each room was unique, 703 00:20:36,969 --> 00:20:38,203 but they all flowed together. 704 00:20:38,203 --> 00:20:39,705 And 705 00:20:40,105 --> 00:20:41,673 so you kind of walked into more 706 00:20:41,673 --> 00:20:43,275 of a kind of a grand entrance, 707 00:20:43,275 --> 00:20:46,445 and then you had kind of a East wing 708 00:20:46,445 --> 00:20:46,878 and a West 709 00:20:46,878 --> 00:20:48,747 Wing with a herringbone floor 710 00:20:48,747 --> 00:20:50,782 been installed, really unique. 711 00:20:50,782 --> 00:20:51,984 And then 712 00:20:52,084 --> 00:20:52,818 it just 713 00:20:52,818 --> 00:20:53,852 everything flowed well 714 00:20:53,852 --> 00:20:56,221 and it was neat to see that process. 715 00:20:56,221 --> 00:20:56,855 And 716 00:20:57,723 --> 00:20:59,024 from the original, 717 00:20:59,024 --> 00:21:01,193 the story of this home, you know, 718 00:21:01,226 --> 00:21:02,794 it was a home that she grew up in 719 00:21:02,794 --> 00:21:04,263 and she still, 720 00:21:04,263 --> 00:21:04,863 you know, 721 00:21:04,863 --> 00:21:06,398 brought it to life again, 722 00:21:06,398 --> 00:21:08,834 you know, and a completely different 723 00:21:08,834 --> 00:21:09,701 aspect for, 724 00:21:09,701 --> 00:21:11,103 you know, generations to come. 725 00:21:11,103 --> 00:21:13,071 And, you know, so it's kind of 726 00:21:13,071 --> 00:21:14,406 neat process in. 727 00:21:14,406 --> 00:21:15,540 The foundation of that house 728 00:21:15,540 --> 00:21:16,441 was still there, at least. 729 00:21:16,441 --> 00:21:19,444 So really that was it literal from that 730 00:21:19,945 --> 00:21:20,579 you were saying 731 00:21:20,579 --> 00:21:22,147 that's from the ground up, right, from 732 00:21:22,147 --> 00:21:23,815 from where that project went right. 733 00:21:23,815 --> 00:21:25,183 Okay, great. 734 00:21:25,183 --> 00:21:27,452 So let's go the other way. 735 00:21:27,452 --> 00:21:28,887 What was one of the projects 736 00:21:28,887 --> 00:21:29,288 you worked on 737 00:21:29,288 --> 00:21:30,589 that was the most challenging 738 00:21:30,589 --> 00:21:31,890 and how did you overcome 739 00:21:31,890 --> 00:21:32,758 some of those obstacles 740 00:21:32,758 --> 00:21:33,659 that you might have faced? 741 00:21:33,659 --> 00:21:34,092 Well, you know, 742 00:21:34,092 --> 00:21:35,560 you have a lot of a lot of projects 743 00:21:35,560 --> 00:21:36,495 are really challenging 744 00:21:36,495 --> 00:21:39,197 because there's so many different aspects 745 00:21:39,598 --> 00:21:40,365 or variables. 746 00:21:40,365 --> 00:21:43,268 And in those projects, 747 00:21:43,268 --> 00:21:44,069 I really don’t have one 748 00:21:44,069 --> 00:21:44,970 that just doesn't 749 00:21:44,970 --> 00:21:47,806 stand out the most that is like that. 750 00:21:48,106 --> 00:21:49,308 But every one has a challenge 751 00:21:49,308 --> 00:21:50,742 because you have 752 00:21:50,742 --> 00:21:52,511 the variables of timelines, 753 00:21:52,511 --> 00:21:53,345 you have the variables 754 00:21:53,345 --> 00:21:54,813 of product selection, 755 00:21:55,981 --> 00:21:56,581 or it may 756 00:21:56,581 --> 00:21:57,916 be a product that 757 00:21:57,916 --> 00:21:59,685 really shouldn't be used in that aspect, 758 00:21:59,685 --> 00:22:00,952 but that's what they want 759 00:22:00,952 --> 00:22:04,022 and they do it and so that's, you know, 760 00:22:04,022 --> 00:22:05,223 some of the things that 761 00:22:05,223 --> 00:22:06,091 and all you can do 762 00:22:06,091 --> 00:22:08,460 is steer them to the correct product. 763 00:22:08,460 --> 00:22:09,361 But there's times 764 00:22:09,361 --> 00:22:10,896 that that particular product 765 00:22:10,896 --> 00:22:14,066 may not be the best product for that use, 766 00:22:15,300 --> 00:22:17,703 but it occasionally does happen. 767 00:22:18,003 --> 00:22:18,737 Okay. 768 00:22:18,937 --> 00:22:21,206 So now last question. I’m going to elevate 769 00:22:21,206 --> 00:22:22,174 you here a bit, okay. 770 00:22:22,174 --> 00:22:23,041 You've got your 771 00:22:23,041 --> 00:22:24,543 finger on the pulse of what's 772 00:22:24,543 --> 00:22:25,377 going out there with flooring, 773 00:22:25,377 --> 00:22:26,611 kitchen and bath. 774 00:22:26,611 --> 00:22:28,180 Give us the inside scoop. 775 00:22:28,180 --> 00:22:29,848 What does the future hold 776 00:22:29,848 --> 00:22:30,582 for the products 777 00:22:30,582 --> 00:22:31,717 and across those categories, 778 00:22:31,717 --> 00:22:33,618 where do you see things going? 779 00:22:33,618 --> 00:22:34,820 I think they're going 780 00:22:34,820 --> 00:22:37,856 to stay pretty similar 781 00:22:37,856 --> 00:22:39,524 to where they're at now. Okay. 782 00:22:40,659 --> 00:22:40,826 You're 783 00:22:40,826 --> 00:22:43,862 going to have color changes, 784 00:22:43,862 --> 00:22:46,131 but I think most of them are going to be 785 00:22:46,732 --> 00:22:48,967 kind of in the neutral colors. 786 00:22:48,967 --> 00:22:49,901 So I don't think anything 787 00:22:49,901 --> 00:22:50,969 is going to be really extreme. 788 00:22:50,969 --> 00:22:53,372 You will have those that do 789 00:22:53,372 --> 00:22:54,573 kind of I'm going to say 790 00:22:54,573 --> 00:22:57,275 that outside the normal box 791 00:22:57,676 --> 00:22:58,910 of of selection, 792 00:22:58,910 --> 00:23:01,012 and that's every individual's choice 793 00:23:01,413 --> 00:23:02,280 that would do that. 794 00:23:02,280 --> 00:23:04,616 But I you know, I think 795 00:23:06,017 --> 00:23:08,420 where the market is now and I think, 796 00:23:08,453 --> 00:23:09,521 you know, 797 00:23:10,288 --> 00:23:12,257 the last few years have really made 798 00:23:12,257 --> 00:23:14,459 a big change in our industry. 799 00:23:15,727 --> 00:23:16,728 I think some products 800 00:23:16,728 --> 00:23:19,731 have been streamlined because they saw, 801 00:23:20,198 --> 00:23:20,999 you know, 802 00:23:20,999 --> 00:23:23,435 when a high demand comes available 803 00:23:23,435 --> 00:23:25,637 or is a need for products 804 00:23:25,637 --> 00:23:27,272 and they can't supply it, 805 00:23:27,272 --> 00:23:29,608 I think that you saw products 806 00:23:29,608 --> 00:23:30,675 kind of go away. 807 00:23:30,675 --> 00:23:32,210 They streamline the products. 808 00:23:32,210 --> 00:23:34,112 And I think that's where 809 00:23:34,112 --> 00:23:35,714 we'll still have some changes 810 00:23:35,714 --> 00:23:37,382 and products. 811 00:23:37,382 --> 00:23:39,217 I think performance wise, 812 00:23:39,217 --> 00:23:40,685 especially in the flooring, 813 00:23:40,685 --> 00:23:43,588 I think it's it's really good right now. 814 00:23:43,588 --> 00:23:44,489 I don't think there's going to be 815 00:23:44,489 --> 00:23:46,091 a whole lot more changes 816 00:23:46,091 --> 00:23:48,160 and maybe just styles. 817 00:23:48,160 --> 00:23:49,861 Improving on what we have. Yeah. 818 00:23:49,861 --> 00:23:51,029 So they've really the products 819 00:23:51,029 --> 00:23:51,396 that we have 820 00:23:51,396 --> 00:23:53,432 are superior from just say, 821 00:23:53,465 --> 00:23:55,300 five, ten years ago 822 00:23:55,300 --> 00:23:56,201 and the different lines. Okay. 823 00:23:57,469 --> 00:23:58,703 I appreciate that. 824 00:23:58,703 --> 00:23:59,805 That was Mark Allen, everyone. 825 00:23:59,805 --> 00:24:03,041 Thanks for joining us here today. 826 00:24:03,041 --> 00:24:03,975 We appreciate you 827 00:24:03,975 --> 00:24:06,178 joining us on The ProSource Podcast. 828 00:24:06,178 --> 00:24:06,812 Please 829 00:24:06,812 --> 00:24:08,280 like and subscribe to us 830 00:24:08,280 --> 00:24:09,948 wherever you get your podcasts. 831 00:24:09,948 --> 00:24:11,983 Plus follow us on social media. 832 00:24:12,284 --> 00:24:13,185 Visit our website 833 00:24:13,185 --> 00:24:15,220 834 00:24:15,220 --> 00:24:17,222 and visit your local ProSource 835 00:24:17,222 --> 00:24:18,223 Wholesale showroom 836 00:24:18,223 --> 00:24:20,992 for all your home remodeling needs.