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Last Update: Wednesday June 23, 2021

Key Idea: Do More For Your Customers Than They Ever Dreamed You Could Do

E. M. Rose Builders connects the homes they build to this server so it can take care of the house after it completes the building project.  More...

Key Question:


Eric's office stays connected to the house after the construction is completed. This is part of the service he provides and just one of the things that makes EM Rose Builders such a great company.

Q: How does a business determine its after-market and go after it?

A: Whether you sell goods or services, they are consumed. They have a shelf-life, they expire, and they need to be replenished. You know this, that's why you have repeat business from existing customers. Let's focus on what happens to your customer between your sales. Suppose you sell office supplies. You deliver an order and most likely you (1) wait for another order (bad) or (2) contact the customer after a reasonable amount of time and ask for another order (better).

Whoever you contact has to inventory the office supplies to find out what is needed and place the order. They probably haven't done this or they would be calling you. And they may not be too pleased to be reminded that they have to do it! This is not their only responsibility, after all. Wait a minute! What if you took on this responsibility?

What if you analyzed your customers buying habits and generated standing purchase orders for them to review? What if you determined safety stock levels for your customers, inventoried their supplies with each delivery, and went back to the office and wrote up a new sale? You just increased your sales and improved your service at the same time. Aren't you the smart one!

Think about it

What's your after-market and how do you go after it?

Clip from: EM Rose Builders on the Gold Coast of Connecticut

Failures Teach; Successes Build Confidence

Branford, Connecticut: Becoming a world-class builder does not happen overnight. Also, people who do become the best in their industry often learn the hard lessons the hard way. 

Thus, truly the better you get,  the more humility you have. 

This is the story of Eric Rose.  He is a world-class builder.   Today, with his huge network of the finest craftsmen in the world, he continues to learn how to balance his understanding of his gifts and talents with an openness to learn even more. Truly successful business people turn people power in positive actions to over achieve and do more than is required.

And in this episode, Eric's work and that of his many teams demonstrate that they are in touch with these essentials of life.

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E.M. Rose Builders, Inc.

Eric Rose, Founder

9 Business Park Drive
Suite 12
Branford, CT 06405

Visit our web site:

Business Classification:

Year Founded: 1997

Do More For Your Customers Than They Ever Dreamed You Could Do

HATTIE: Okay, here's Scott and I told you that he was going to come see your house.

ERIC: Hey Scott. How are you?

SCOTT: Good to see you.

ERIC: Good to see you.

HATTIE: (Voiceover) Scott DeGarmo CEO and Editor in Chief of Broadband House.

SCOTT: Well, clearly this is an exquisitely built house with immense care that's gone into it. And even more, Eric has accepted the responsibility for the way it's going to function technologically in the future. Some builders, and indeed this is happening right now, they will walk away. They figure their job is done when the house is built. People don't always know what they need.

And the terrific thing about Eric is that he has foreseen the evolution of technology, and the needs of customers and is able to supply them with the things that they will need down the road.

CHRIS: I think we all want speed because we don't know where it's going to lead us. And getting to the future for us as a society is what has always driven us to success, and what has always been the engine for the growth of our business community in our small businesses. We don't know exactly what lies ahead, but we all want to be there. We want to be able to take what ever speed may be available so that we can disintermediate space and time.

SCOTT: When you look at the technology in the past, people didn't say that they needed cell phones back in 1985. They didn't know that they would. In fact they said they didn't need them. And much the same is true now. And we're evolving into what will, in this decade, become an ultra connected society. And this house is really on the forefront of that evolution.

CHRIS: And even though we don't know where its necessarily going, we know that that technology will enable the applications of the future in the same way that we could get to the moon even though we did know how.

DONALD: This job here is special because it's unique. It's -- it's a smart house, and there's a lot of work involved in that and communications is big in this house. It's just a --a special house.

HATTIE: So when it comes to getting the job done, you have to turn it over to the young guys, right?

HATTIE: Roger, why is this house unique?

ROGER NIELSON: Well, it's a smart house for one. There's not a whole bunch of them out there. It's all computer-controlled.

ERIC: It's different in the sense that you're removing all the mechanical switches that you would run around a house and flick, and its all now incorporated into touch panels, and push button panels that do lighting enhancements and stuff like that rather than just flicking switches.

Wire. You need to get your house wired. No matter what your desire for a technology is, if you don't wire your house, you are leaving out a huge piece of value.

HATTIE: You don't have to have tons of money to do that.

ERIC: No. The wiring is the least expensive, and the most important. It's very easy to do, and you need the wire.

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