Review from the Summit: S.F.I. Programs – – The Promise and the Problems (Part 3)

The final presenter on S.F.I. Programs at the Home Improvement Economic Summit was Rob Levin. Mr. Levin holds a degree in Accounting and a CPA certificate, and moved through public accounting to became the controller at a large wholesale building supply company. In 1982 he became part of a newly founded retail siding and window company (American Remodeling) which became a licensee for Sears under their SFI program. AMRE eventually became a public company with average annual volume ranging from $250 to $300 million with 65 offices. He is currently president of Statewide Remodeling of Grand Prairie, TX, which was established in 1994, and is today listed as the 24th largest company in Remodeling Magazine.

Mr. Levin’s extensive background in S.F.I. Programs made him an ideal choice to conclude this part of the program. A summary of his key points regarding S.F.I. included:

Positives:

  • Brings a good lead flow
  • National name gives credibility
  • Excellent financing options are frequently available
  • Can add income to your bottom line

Negatives:

  • You are creating your own competition
  • Seasonality of traffic
  • Higher marketing cost due to licensing fees
  • Cash flow difficulty at beginning
  • Cash flow can be slower
  • May affect core business

Steps for Success:

  • Start slowly
  • Keep the hours down
  • Understand the seasonality factor
  • Analyze S.F.I. business separate from core business
  • Assign separate salesmen when possible
  • Make one person responsible for in-store activities
  • Build relationship with the store manager

If you did not have the opportunity make sure to read the previous two posts on S.F.I. Programs. You will discover that all of the presenters shared many of the same key points. The key take-away was that S.F.I. programs can be effective if the right elements are in place; however, they are not for everyone.

The next topic I will review from the Summit will be how to get the most out of shows and events.

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Daniel Green, Sr. Vice President
Solarshield

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Aaron Heth, Director of Sales
Freedom-Solar

I’ve been a client of Dave Yoho Associates since opening my business six years ago. In that time, their training program and sales methods have helped us build a successful organization. Their system is the best I’ve seen so far in any industry!

Ken Sherman, Owner
Brookstone Windows & Doors

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Jason Hollister, Proximity Marketing Manager
RbA Southard Corporation

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – we are headed for over $35 million this year.

Vince Nardo, President
Reborn Cabinets

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Michael Hoy, President
Great Day Improvements

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Dave Cerrone, President
Fitch Construction

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Joe Francis, President
Shiner Roofing, Siding and Windows

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Jason Phillips, CEO
Phillips Home Improvements

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Re-Bath of Illinois

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