Remodelers' Thoughts On Success
Build Your Business: Partner With ProSource

Looking for new strategies for growing your business? Remodelers Jimmy Hunnicut and Mike Swanson have found that good customer relationships and communication are primary keys to success, no matter what the economic climate.

Hunnicut, a ProSource member since July 2007, owns Poplin Construction. The firm specializes in restoration work for water and fire damage in the Tucson area. In addition to his own active role in educating customers, he relies on ProSource Account Manager Rebecca "Becky" Borghi to help his customers learn about products they are considering.

"I send 50 percent or more of my customers to the ProSource showroom," says Hunnicut. "Their service is awesome, and I prefer sending customers there to taking samples to them. It is important for the customer to understand what they are buying. Becky knows the products very well and is extremely helpful."

Swanson, also of Tucson, has been a ProSource member since 2001. His company, Southwest Custom Services, specializes in wood and laminate tile.

"Specializing is important because in my experience, you can do one or two things well, but no more than that," says Swanson. "When you develop a reputation for top-quality work, your business keeps going even when the economy goes downhill. In an economic downturn, many companies that don't provide quality work disappear."

Like Hunnicut, Swanson also advocates strong customer education.

"I look at my job as not just installing products, but educating customers about them," he says. "They should know the strengths and limitations of each product, what will likely happen down the road depending on how it is treated and cared for, etc. Quality work and efforts to educate customers help produce good word-of mouth for your business. A large percentage of our work is referral and return business."

Hunnicut and Swanson also suggest staying on top of trends about specific types of products, which may influence customers' perceptions and interests.

"When you develop a reputation for top quality work, your business keeps going even when the economy goes downhill."
-Mike Swanson, Tucson.


"Customers today often ask about laminate wood, which unfortunately many people cannot afford," says Hunnicut. "Tile is a good alternative and also receives a lot of interest."

Swanson says many of his customers also are interested in environmentally friendly or "green" products.

"People often ask about bamboo, but I discourage customers from choosing it because of the climate in Arizona," says Swanson. "Bamboo requires moisture, and customers should know what happens to it after a few years in our dry climate. In areas with higher humidity, though, it's definitely worth considering."

To further educate customers interested in green products, check out the Product Knowledge section of prosourcefloors.com. It's a great source of information about sustainable products and manufacturers' efforts to minimize their environmental footprints.