by Lane Mangum, VP Business Services, The Concrete Countertop Institute
Dave Magnano of Evolution Architectural Concrete in Essex, CT recently completed a nice project in a contemporary lake house: white concrete countertops for three bathrooms and a kitchen. The 90 square foot project went smoothly and brought in about $9000.
While there were some technical challenges in coordinating all the details of sizes, reveals, and interaction with the custom cabinets, this was a relatively simple project. Although it was nicely profitable, it was not a huge project. And, the slabs were all the same basic color. The results were beautiful in their simplicity:
Subtle details called for careful craftsmanship. For example, the marine edge on the bathroom vanities required a lot of hand work to look good.
Besides the fine craftsmanship, what made this project remarkable is the relationships around it. Dave got the project after he met the architect at a LEED certification course. That one short meeting, and followup with samples, resulted in a $9000 project.
The relationships don’t stop there. While doing the project, he met a builder, a kitchen designer, a custom cabinet maker and a decorative plumbing and hardware (DPH) store owner. He’s already planning a display for the kitchen designer’s showroom, and he is meeting with the DPH owner about a display soon.
This project illustrates how important it is to get out and meet building and design professionals. Attend courses. Call an architecture firm and present a lunch and learn. Take samples to a kitchen design showroom. And with any project, be aware of the relationships you are building and actively work those relationships to build more business.
This is what I refer to as “relationship marketing” and what I teach in my self-study course Sales & Marketing 101. I’m so proud of Dave for hitting the jackpot with this perfect example of relationship marketing at its finest!
Dave has received extensive training in multiple techniques from The Concrete Countertop Institute, attending Precast and GFRC training in 2009 and 2010 and Advanced training in 2011. He is also an active member of the Guided Success program which provides personal support directly from Jeffrey Girard, president of The Concrete Countertop Institute. Combined with Dave’s business savvy and quality craftsmanship, this makes Evolution Architectural Concrete one of the premier sources for concrete countertops in New England.
Evolution Architectural Concrete is a trade name of Trident Builders, LLC, and more information and photos can be found at www.TridentBuildersLLC.com. You can reach Dave at (860) 227-7325 or Dave [at] TridentBuildersLLC.com.