JLC: Don't you have to be a big volume
remodeler to make deals with distributors?
Tenhulzen: Not necessarily. If you're
asking for referrals, your primary selling
point is your ability to perform. We were
only in our second year when we
approached a window and door distributor
that was setting up here in Seattle.
That was nine years ago. Our volume
wasn't quite $250,000 at the time, and
our primary work was window and door
JLC: What's your volume now?
Tenhulzen: We'll write nearly $1 million
this year, and we've expanded
beyond that original niche to full-service
design/build. We have three twoman
crews in the field with a production
manager over them. I handle all sales