What qualities, looking back, have distinguished your preferred suppliers and employees?
. . . personable people – hearty handshake, look you in the eye types (maybe I’m a bit old-school but I can’t feel like I’m getting taken!). I respect good salesmanship, but service is key. People who do what they say.
What qualities do your clients look for in you, in your firm, that distinguishes you or sets you apart from your competitors?
. . . quality products, they trust me. I check in regularly, I do what I say I will. I love the one-on-one relationships with our independent customers. I’m most valuable when I spend time with them. I’m a social butterfly! It’s why I love Lowe’s over Home Depot – the people care. Customers have a choice. My customers have a choice.
What do you lose sleep over, what do you worry about?
… making sure I did all the little things with my kids.
I asked Geoff how he sees business over the next 90 days?
… very strong, though our late winter has contributed to a slow start-up cycle on projects. At this point in the year, this year as it was last year, we have over 80% of our year’s target already booked – and we are well up on our budget year over year. So, yes, it is very busy meeting our customers’ needs!
. . . and over the next 5 years?
. . . B.C. is strong, Saskatchewan is booming (and less volatile than Alberta) while business in Alberta is very strong with no end in sight for us. Mostly we sell to dealers who in turn sell or rent our product to end users. Resource development and construction drive our business. The recession hurt us for a while, but we’ve come back with strong growth.
Who or what influenced you most – that has made a difference in your life?
… my dad, a lot, and a mentor from my Rima Tip Top days (14 yrs with them selling conveyors), friends from my time at Bosch selling industrial power tools – and a great sales manager with Genie. Lots of long term friendships.
What do you do for fun?
. . . drive my son to the golf course! (when you are 15 with a 6 handicap, you have to golf!). I do lots of things with my family. Vacationing in California (Oceanside/San Clemente) favourite spots with my wife – but mostly I like to build furniture. My wife will find something she loves in the Crate&Barrel catalogue – and I’ll build it. I have a buddy – 20 yrs – Don Gray with a great workshop. We build two of each. When you build something for someone else the satisfaction isn’t the same as when you build it for yourself. I just love going to my old friend Brad at Black Forest Wood Products, picking out some wood for a new project. If I won the lottery, I’d build a fabulous workshop . . .
What are you reading?
. . as a kid I ready Hardy Boys (had the whole series!), now I love biographies. Mostly work related reading. No Easy Day by Mark Owen (about U.S. Navy Seals who got Bin Laden).
His ride?
. . . work, my Silverado truck. But for fun, only on sunny days with no chance of rain, my 1973 TR6