Kitchen & Bath Business - February/March 2021 - 26

DEALER DISH
groups that offer a symbiotic team of fellow industry professionals for you
to regularly connect with. These people outside of your organization can act
as counselors, business coaches and friends when you are finding your way.
When I have ideas, I like to bring them to people outside of my company
first to get their take and thoughts. It helps to discover whether they have
done something similar, with the hope that they push you to further explore
or expand your idea.
For me, it started with small display ideas. I wondered if others had done
more mobile displays that could be rearranged to highlight different products
for clients who were coming into showrooms repeatedly and might appreciate a regular refresh.The concept started as a small idea, but after being given
examples from industry friends on their triumphs or failures, I was confident
my idea had been so fully flushed out that it could be successfully integrated
into my company.
FORWARD THINKING REQUIRES BOUNDARY PUSHING

Scaling Up
Expanding an independent showroom
WHEN I JOINED MY BROTHER AND SISTER as
the third generation to lead our family's business,
Central Arizona Supply, it took time to find my
place, gain the respect of our company's now 140
employees and grow our business to 13 locations.
Joining a family business is beyond daunting,
because you come into the company with preconceived notions about your family you grew up
with, and all your coworkers come with preconceived notions of who you are. You don't have the
luxury of anonymity and time to settle in and find
your footing; you are thrown in immediately and
aren't given much benefit of the doubt.
It has almost been two decades since that trial
period, and since then I have learned a few lessons
worth sharing that helped grow Central Arizona
Supply into the company it has been and is continuing to become.

MAKE FRIENDS QUICKLY

Collaboration is often the first spark for innovative ideas. While it may seem more beneficial to
focus your energy on your own enterprise, there
is a tactical benefit to joining trade and buying

26
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ABOVE The Central Arizona
Reserve showroom

In a client-based trade, business decisions have to make sense for the consumer first and foremost, but that doesn't mean that we have to be satisfied
with the status quo. For us, sustainable growth came primarily as a result of
expansion in two core areas: product offering and clientele base.
When I joined Central Arizona Supply, there was such a great opportunity
for us to shift our showroom presentations to make them all more cohesive
and distinct to the markets they were serving. Once that was nailed down,
the natural next step was to add more innovative and elevated products to our
offering in the hope that they would cast a wider net for new demographics
to find us.
Over time, we've stayed closely attuned to what brands are making splash
debuts or being looked at as major players for the future - because with each
addition to our lineup, there's a chance to tap into new audiences. Nothing
ever stays the same, companies are either growing or they are slowing. That
goes for the manufacturers you work with as well as yourself. Don't ever assume that your biggest, most treasured partner will always be that. People
change and businesses change, so you must be ready for that and have back-up
plans just in case, too. That sort of forward thinking and flexibility has been
critical for maintaining our steady clientele expansion.
It's going to require a little risk, but pushing these boundaries will create a
self-fulfilling prophecy. As the offering expands, so should your market, and
as your market expands, so should your offering - that lends itself to steady,
upward success.
KNOWING WHEN THE TIME IS RIGHT

By JEREMY SMITH,
Co-Owner & Director
of Showrooms for
Central Arizona Supply

It's incredibly important to keep in mind that the right kind of growth is rarely
linear. Whether you're looking to invest in a new location or a line for the
showroom, it's not uncommon for initially exciting opportunities to present
themselves only to ultimately fall through in the end for one reason or another.
It was a big goal of mine to continue expanding Central Arizona Supply's
product offering through appliances, and I thought that the right way to accomplish it would be through the acquisition of another company. Despite
the hard work and the time that was put in to reach a deal, the acquisition
wasn't able to proceed as expected, and a choice had to be made about cutting
the cord and re-strategizing. At the time, it felt immensely disappointing to
have gone through all the work with nothing to show for it. But in hindsight,
it was the right decision, as we've been able to expand in a more cost-effective
and successful way without that deal.
In the end, it is important to push to make your dreams come true, but
patience for the right moment to present itself and jumping when that
moment comes is the perfect mix of being methodical but also waiting for
the magic.


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Kitchen & Bath Business - February/March 2021

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