Texas Dealer Seeks Success

ffsH:;",ni"*111"ATv

This philosophy has produced outstanding results at International Builders Mart, Inc., of McAllen, Tx.

1979 sales of $3.5 million 1980 sales of $6.1 million l98l sales of $9.2 million 1982 projected sales of $13.0 million

A combination of high goals, aggressive prospecting and excellent service has created this success. Supporting it is a growing regional economy that-while down from previous levels-still offers opportunities for growth.

Gene Riley, executive v.p. and gen. mgr. of International Builders Mart, is aware of the U.S. business scene. Viewing the current recession, he terms International "blessed and fortunate" in its success.

International Builders Mart is a single location contractor-oriented yard at the southern edge of Texas. Only ten miles from the Rio Grande River and Mexican border, it is one of the southern-most lumber dealers in America. January temperatures there reach into the nineties.

Its 65-mile trading area spans Brownsville to Tapata, Tx., and includes some thriving Mexican border towns. Additional business comes from Padre Island development and retirement home and industrial construction in South Texas.

Because of the sparsely-settled territory, deliveries are sometimes made 3fi) miles away.

International employs 82 people and is open from 7:30 to 5 on weekdays and 7:30 to noon on Saturdays.

Primarily a lumber yard, it currently sells about $600,000 per month in lumber and building materials. But a second strong division is roof and floor truss manufacturing, with $125,000 monthly sales. The door plant accounts for $4O,000 per month and hardware and appliance sales for lesser amounts.

The ten-year-old company was purchased by several local businessmen in 1976.

Riley's philosophy is to set high goals, motivate his employees to reach or exceed tlem, then set even higher ones for the future. He challenges salesmen to hustle-move ahead-scout opportunities and grab them!

Under the banner of aggressiveness, his sales force checks Dodge Reports for business leads. They examine Associated Crcneral Contractor lists, Chamber of Commerce information and cityltown building permits. They belong to and support numerous business and development organizations. Riley himself supports the McAllen Chamber of Commerce and is vice president of the Valley Lumbermans Association and a Director of the Hidalgo County Homebuilders Association.

They aim to develop a market then keep it through excellent service. "Competitive prices are important, " Riley noted, "but service is what tru-

Story at a Glance

Growlng reglonal economy. aggressive prospecting . . competltlue prlcing build cont]actor-orlented yard.

ly counts. We offer our customers knowledgeable people. And we treat all customers fairly, large or small. We respond quickly. And we don't try to make a killing on one sale."

"We don't question the size or potential of any customer. Every one is handled in the same courteous manner. Every one is a potential repeat buyer," he said. "We try to care about each customer, aneighbor bunng a wrench or U.S. Homes outfitting a new development."

"Whether the sde is for $100 or $5000, we provide a high level of aid, service, delivery and information," he noted. "Every dollar adds up."

Among business factors for success, stocking a high inventory level is important. Riley invests heavily in inventory because its availability often closes sales.

Because of tight money and high interest rates, many customers wait until the last minute before placing orders. When they do, they need everything at once. Here, Interna-

(Please turn to page 44)