So we are initially focused on the smaller-volume contractors who are looking for a good reliable source, with service, selection, quality, price, and technical expertise. A coda on changing industry trends comes from Morris Hursh. If we're doing a large retirement home, we have our supplier make a 1,000-gallon vat of each color we're using. When it comes time to go out on the job, we've got a thousand gallons we know is always going to be the same, and it's going to be there when we need it. Furthermore, Hursh has a straightforward rule about bids.
Suppliers get one chance, and one chance only.
I tell them they have one time to bid. That has earned us a lot of respect. It's been very successful for us, and it takes a lot of hassle out of the bidding process.