June 2010 - Careers at DH Pace Company

June
2010
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The PaceSetter
A Publication for
DH Pace Employees
Top KAR by Month
Jan Jim Clem - $116K
Feb Steve Whitfield - $171K
Mar Ken Daegele - $107K
Apr Shaun Parker - $77K
May Scott Davis-$201K
In the Spotlight
If at First You Don’t Succeced
Ray Winkler
Tenacity in K-12
Scott Davis
Top TBR by Month
Jan John Armenta - $153K
Feb David Baumann - $126K
Mar David Baumann - $331K
Apr Jerry Barman - $111K
May David Baumann - $208K
1
THE POWER OF
%
Cost Savings
Program
Don’t forget the
Power of 1%. Keep
the suggestions
coming!!
Over the past several years Ray has made it a point to visit the
corporate offices of a potential customer while calling on a regular
customer across the street , each time with no luck. Ray has also
stopped at a number of their 39 Denver Metro Locations, where the
store manager invariably indicated that any work must be approved
by their Corporate Office. Ray’s counterpart in Colorado Springs,
Gary Lombard, has also made a number of calls on them over the
years, once again to no avail. During a visit to the neighboring
customer Ray again went across the street but this time was
informed they had a new facilities manager who was out of town. He
left an info packet and business card. Gary and Ray tag- teamed the
effort and Gary was able to make contact with the new Facilities
Manager. Gary and Ray made a joint call on this account. The new
facilities manager was still sorting out vendors and acclimating
himself to his new position but was very receptive. Ray continued to
follow up with him over the next couple of months. A few weeks ago,
the customer had Ray look at one of his stores and provide a quote
for replacement bottom sections and asked that we give him a price
for a PM program for their 6 OHD doors. Ray set up a meeting with
his new contact and the store manager and provided our PM
worksheet to point out how we do our PM’s. The customer was
pleased with the information Ray provided him and promptly issued
us a PO. This is our first order from them and it is relatively small at
only $2K, but with 38 more stores to go…you do the math!
Scott has worked with this particular school district
for several years, and during most of them the
district didn’t have the funding to pursue any
sizeable door replacement projects. Last year,
Scott won a $108,000 replacement project against
one of his toughest competitors only to learn shortly
thereafter that the project lost funding and was
eventually cancelled. Early this year the district was
once again concerned that they wouldn’t have the
funding, but after several contacts with the district
Scott learned that they were bidding out a door
package through an energy management company
that he had worked with in the past. During the
mandatory pre-bid meeting, Scott learned that he
was bidding the project against not one, but both of
KC’s toughest competitors and bid the project based
upon strategic information he had gained from
previous bids against both competitors. About two
weeks later he received his notice to proceed on a
project worth $118,000. K-12 is still a major focus
area for DHP, we just may need to work harder to
receive the dividends!
A Heartfelt Thank You
To all,
On May 6 th the lives of my family were irrevocably changed with the sudden death of Edgar Rieffel. His loss is something we will never overcome, but will
learn, in time, to live with. To me he was more than a son-in-law, he was a rare find in this industry. Someone with a contagious enthusiasm that loved his
work and learning new things. In him I saw the future and took immense pride in mentoring him. To my daughter Carla, he was everything and their time
together was too short.
In the minutes and hours after this tragedy unfolded I received countless e-mails and phone calls expressing shock and sympathy. Each and every one of
these thoughts and prayers were deeply appreciated and very much needed. E-mail, text messages and facebook took on a whole new meaning. Those that
apologized for using those mediums shouldn’t. At times we found it easier to compose our thoughts in writing rather than try and talk. If I was short in my
response or missed responding to anyone, please accept my apology. It was hard to find the words.
Thank you for all the kind words and understanding. They meant everything to us.
Randy
Send stories for future publications to tracie.folscroft@dhpace.com

Stories from the Winners Circle
Specialty LOB in the 2 nd Circle
Charlie Schloegel
When Competitors Drop the Ball, be There to Pick it Up
PHX-PSI
Charlie began contacting a big box retail distribution center target account
back in the first quarter of 2009. During one of his many contacts with the
distribution center manager, he uncovered the opportunity to recommend
an energy savings solution in their flatbed load out area. The retailer’s
existing door was a standard rolling steel door, and it opened so slowly that
the retailer typically left it open all day during normal business hours.
Charlie produced a ROI loaded solution with a high speed door, that had a
100% payback on the new door in less than three months.
During the sales process, he also introduced Mike Maloney from our PFG
division to help sell and to take this solution to their other distribution
centers across the nation. After approximately six months, the solution was
approved by their corporate office and Charlie received his purchase order
for $36,000. This is a nice high speed door win for KC, and a great
opportunity for PFG to further their relationship with this national retailer.
A Phx Air Force Base has a Hirsch Card Access System that was being
installed and serviced by one of our competitors. After much disappointment
with their current provider, the Base Personnel contacted Hirsch directly to ask
who in the Phoenix Area could satisfy their very demanding needs. Hirsch
gave them one name, DH Pace Systems Integration. After being contacted, we
were the only security provider invited out to the facility to propose a designbuild
retrofit to add card access to seven buildings. Once we created our scope
and pricing, the customer needed a way to purchase from us that would meet
their guidelines. Because we do not have an existing GSA or another type of
Federal contract that they could use to sole-source us, they assigned us under
their Simplified Acquisition of Base Engineering Requirements (SABER)
general contractor who performs much of their work on-site. This allowed them
to purchase from the vendor they wanted, at a price we did not have to
compete for. Even with no prior relationship or experience with the Base, they
were willing to hand a $156K contract to us base on just our reputation and
recommendation from Hirsch.
St Louis Division Hosts Lunch & Learn
Ken Daegele
On Tuesday April 27 th the Stl division held a four hour Lunch & Learn
Training seminar for a large retailer. There were 13 QMT Technicians as
well as the District Facilities Manager in attendance. We provided each of
them with a binder filled with AAADM information and product brochures,
an Overhead Door hat, a good lunch and plenty of information on several
different types of products.
Joe Cudzik and Bill Rosko from Bea spent the first 2-hours instructing the
group on how to walk test the safety and activation zones on automatic
swinging and sliding entry doors. They also discussed and passed around
examples of BEA products. Brian Thompson from Patterson Sales went
over Detex alarmed exit products and had a variety of samples on hand.
Joe Fisher, St Louis General Service Manager, finished the day by
discussing “do’s & don’ts” of preventative maintenance on sectional &
rolling steel doors and dock equipment. There were several questions by
the group that Joe answered but the best question was “How far will you
travel for service” and of course our answer was “ANYWHERE!”
The following day we received a purchase order to complete some repairs
that had been quoted and it also included our first official AAADM
inspection for the customer.
Cross Selling in ATL
Mark Meister
Mark, our high speed door specialist from ATL had a nice success recently at
one of North America’s largest Mexican food processors that specializes in corn
and flour tortillas. It started with multiple targeted prospecting calls in an effort
to promote our Albany high performance door line and resulted in an
introductory appointment to present all of ATL’s products and services. Mark
uses the old school method of presenting customized product binders with
selected brochures that are hot buttons for the food processing industry.
The customer zeroed in on four different offerings during Mark’s presentation:
stainless steel doors, access control to update their current system, high speed
doors, and storefront systems. Being fairly new to most of these scopes of
work Mark relied on ATL’s resources to help present or prepare the quotations.
Ken Hill, our PSI representative in ATL made a joint call for access control and
Mark Ritchey helped extensively on the storefront system, and stainless steel
doors.
In 2010 the customer has already exceeded their purchases with ATL for the
last three years combined with the purchase of (3) stainless steel doors, and a
$20K storefront system to encase an existing patio and turn it into a climate
controlled break area. In addition, the $30K access control upgrade is
approved as part of next year’s budget. What started out as a solid potential
high performance door customer has already turned into a $25K CED customer
and hopefully more when their new budget is approved in June.
Time to make the Tortillas!

The Dynamic Duo
Stan Fitch & Keith Lawrence
This story begins with Mr. Stan Fitch and his ability to have a
business conversation at a trade show. Stan had a conversation
with one of the large school districts in Colorado at our CASBO
show back in the second quarter of 2009. He saw the opportunity
to use this format in order to have an informal yet productive
conversation about the needs this school district has while in turn
letting them know of all the services D.H. Pace could offer.
Keith took this lead and continually called on this account over
the past year. Due to his experience and professionalism Keith
established himself as not only an expert in his field, but also as
a tremendous resource for this school district when budgeting for
their facility in 2010.
Last week Keith won a bid to perform fire door drop tests at all
school buildings within the district, 60 doors in all. While this
initial win is not a huge dollar win, it certainly is a huge
opportunity when you take into account the amount of revenue
the fire door drop testing will generate with replacements,
service, etc. Keith has set himself up for a nice revenue
generator in the coming months but more importantly he has
formed a solid foundation with a school district that is poised to
do business with Pace for the foreseeable future. A school district
that has never done any business with Pace in the past, may I
add. In addition the Fire Door Drop Testing the decision maker let
Keith know that all service work in the coming summer months
will be awarded to Pace. Thank you Stan and Keith, your hard
work has paid off again!
Another High Speed Win in Stl
The PSI/Gate Division recently won first
place most professional Booth at the
2010 Atlanta Apartment show.
Tom Harvey
We had a service call to work on a High speed door that
was damaged. The door really needed a lot of repairs and
we realized that it would be a better solution for the
customer to replace the entire door. With the help of Mike
Burger and Joann Schuessel, and through constant contact
with the customer, we were able to determine exactly what
the customer needed & that it was a competitive bid
situation. As a result of all of this, we were able to sell a
$32,000 High Speed Door.
School District Restoration Success Story
Last year Pat met with the grounds foreman for a local
Pat Arman
school district to replace all the doors at the grounds shop.
Pat gave him a budget number for the doors and adding
operators as well. Due to the relationship that Pat has built
with the district’s facilities and maintenance dept over the
last several years, we have their business for the next 3
years for all doors and frames. They did not have to get any
more prices and are going to be able to push this project
through on the basis of the door bid and will be ordering the
$12K in doors and operators after the next board meeting.
A Perfect “6”
H e r e ’s w ha t j us t a fe w
c us t om e r s h av e s ai d
a f t e r g iv i ng us as a t op
r a t i n g on t h e C us t om e r
S a t is f ac t io n S u r v e y …
“I am extremely satisfied with
quick response from my call.
The day after I called, the
sales rep was at my home to
give quote and within a day my
new garage door was installed.
I'm impressed! Thanks for the
great service.”
“After the experience, would
recommend Overhead door to
others. Have seen some
installs that were less
expensive from large retailers
that sub-contract work. The
quality of the products of the
large retailers was not
consistent and varied. The
installer from Overhead Door
was very experienced, did an
excellent timely job and left the
work site clean after the
installation. Great job
Overhead Door!”
Great job Stl team!
Communication Retains Customer
Kathleen Avery
Growing the business is essential. But not only acquiring new
business to but also maintaining and growing existing
customers. Our main focus with all of our customers is
exceeding expectations and developing a great working
relationship. So Kathleen was surprised to find out from the
Dispatch Manager, Lisa Marlow that one of our good customers
was bidding out their preventative maintenance this year.
Kathleen walked the facility and mapped out their doors and rebid
them a Preventative Maintenance. But because of the
relationship with our customer and knowing their needs, we were
able to propose a more comprehensive account of his openings
and were able to retain their maintenance business.