June 2010 - Careers at DH Pace Company

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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.
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June 2010 - Careers at DH Pace Company

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