As part of our Opening Up with Wayne Dalton series we strive to provide you with tips and information that you can use from some of Wayne Dalton’s most successful dealers. Take a look at what Daniel Burguete, co-owner of Construction Specialties in Brownsville, Texas, has to say about his accomplishments in the commercial market.
Tell us a little bit about Construction Specialties – how long you’ve been in business; how long you’ve been with the company; and, the markets you serve.
As co-owner of Construction Specialties, I have been with the company since day one. We have been in business for almost 20 years and have continued to expand our reach. Our largest market is in Mexico, but we also serve the South Texas border region, Puerto Rico and Brazil.
Tell us about one of your biggest commercial jobs and how you won the business.
Because we are mainly a commercial and industrial dealership, we have accumulated a large number of high-profile projects over time, such as baseball and soccer stadiums like the new Omnilife Stadium for the Chivas, a Mexican football club in Guadalajara. This project required more than $500,000 in Wayne Dalton rolling doors and grilles, so it was a huge project for us. We’ve also installed commercial doors on large distribution centers and storage facilities for Walmart, Costco, H-E-B, and others.
Omnilife StadiumOmnilife Stadium
What is the most important thing to keep in mind when selling commercial doors?
Precision is extremely important in this business. Look at the blueprints for each project and make sure you are duplicating the design as closely as possible. On a similar note, do jobsite checks as much as you can to ensure that things are running smoothly. Before agreeing to do a job, make sure you have the capacity to do the install properly and safely. You should also have everyone in charge sign-off on your plan before moving forward. Finally, safety and quality control are extremely important if you want to be successful.
Do you have any tips for dealers who are interested in increasing their commercial door sales?
The first thing you’ll want to do is ensure that your sales team is properly trained on Wayne Dalton’s commercial product line. A dedicated and motivated sales force is very important for a dealership’s success in commercial door sales.
Next, make sure to keep extensive records of everything your business does. For example, create industrial sector databases and keep records of client information for future direct mail or email campaigns. Personalize these campaigns by designing materials that highlight products that would be of interest to these specific sectors.
Maintain your online presence by building a strong website and SEO strategy. Cultivate your presence within the contracting community by joining a local chapter of the Association of General Contractors (AGC) and staying in touch with your regional architects and commercial contractors.
When doing the bid work, pay personal visits and leave a company binder with your product lines. If this is not possible, campaign electronically to all potential clients frequently, making sure to include relevant and important information about your company.
Most importantly, focus on customer care and build relationships. Make each and every client feel like they are getting the best care from your company.
Tell us about the most interesting or unique commercial install you’ve done.
We’ve done many interesting installs over the years, and there are a few that stand out, either because of the size of the projects or the time constraints that we faced.
For example, we installed a 75-foot-wide Wayne Dalton aluminum and glass section door with four mullion separations for Ritchie Bros. Auctioneers, a company that auctions heavy construction and farm equipment.
Ritchie Bros. Auctioneers
Two Walmart jobs also standout. One project required us to install 56 sectional doors in Guadalajara, Mexico, in one night. We did it in 10 hours with four installation crews. This was definitely one of our biggest challenges, but we had a great crew and I was there to personally make sure the job was completed properly and on time. We also installed 200 dock positions and doors for Walmart in Mexico City.
Walmart, Guadalajara, MexicoWalmart, Mexico City
Why are Wayne Dalton commercial doors the best in the industry?
Wayne Dalton provides not only good, reliable products, but by far the best customer service in the industry. I always receive same-day responses on special pricing and technical questions. The company has a can-do attitude and builds great dealer relationships.