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Last Update: Monday December 9, 2019

Key Idea: Change

For years All Brand had been serving primarily the professional appliance repairman and also has a small counter space for the do-it-yourselfers.  It expanding by turning apartment building managers into customers.

Key Question:

A: 

Find a new stream of revenue.

Q: What is the newest customer category for All Brand?

A: Apartment maintenance people. By taking on one new salesperson who had experience in the field, All Brand has a whole new revenue stream. Next, Rick learned that to compete in the apartment business, he had to publish a catalog. He tried using a generic catalog but it didn't work. Now that he has his own, sales are up 20%.

Any company that has been doing business for more than five to ten years has been through many changes. We observe that strong, long-lived small companies have a culture that encourages and embraces change.

Think about it

What could be your next revenue stream? Who could you hire to make that happen? What tools would you give that person to insure their success?

Clip from: All Brand Appliances

Mount Ephraim, New Jersey: In this episode of the show we go to Main Street America (just outside Philadelphia) to look at a classic family business, one that exists in most communities in America but seems to be threatened by new distribution systems and mega-stores like Lowe's and Home Depot. Talk about pressure... Yet, these small businesses may actually thrive in our fast-paced, ever-changing business culture. Best practices is what they do.

If a washing machine breaks, the parts needed to fix it are on the shelf of their store. Owned and run by brothers, Rick and Jeff Presant, the pros, the handyman, and the weekend warriors (honey-do's), are all welcomed to buy appliance parts at All Brand Appliance. With 12 employees and hundreds of ever-faithful customers, these two are building a business on kindness. That's right, kindness.

To prepare to buy All Brand from their father, Rick had his own supply company in another territory and Jeff worked for others.

Go to all the key ideas and videos of this episode...

All Brand Appliance (JP)

Jeff Present, Co-owner

170 North Black Horse Pike
Mt. Ephraim, NJ 08059
800-736-5870

Visit our web site: http://www.allbrand.com/

Office: 800-736-5870

Business Classification:
Retail/Wholesale

Year Founded: 1984

Change

HATTIE: (Voiceover) Rick and Jeff are proactive about building the business and anticipating change.

RICK: We had steady growth through the '80s, but the industry itself was changing. It was a mature industry by then. There were parts stores wherever there should be a parts store. There were more distributors than ever fighting over the same customer base or a smaller base. So there really wasn't gonna be any more growth in the appliance parts business and, you know, we were looking for something else--you know, what could we do? Which way could we turn? And we really didn't know. That's when we met Jeff Stafford.

JEFF STAFFORD (Salesman, All Brand Appliance): OK, you got our fax, Steve?

STEVE: Yep. Yep.

JEFF STAFFORD: And did you get a release on the order?

STEVE: Yep. Good to go.

JEFF STAFFORD: OK, we're OK to ship that order?

STEVE: Yeah.

JEFF STAFFORD: And how about the calcium chloride...

RICK: Jeff had worked for an apartment supply firm. He had an inside job, and he was looking for a career change. And we became friends and, you know, I was telling him some of, you know, my problems and what I was looking for, and we decided to give it a try. We got into the multifamily housing business. We started calling on apartments.

JEFF STAFFORD: I felt that I wanted to get back to a smaller company and a more personal service. There's a strange sense of just satisfying a customer's need, whatever it is. If it's a small $2 part, it doesn't mean too much to us, but to that customer, it's very important. And we get it and get it shipped out to 'em, and they're very happy.
 

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