The more things change, the more they stay the same — nothing could be more true in these unprecedented days. For Metrie Ambassador Marc Duprat and his dealer customers, navigating building materials sales in 2021 means staying innovative while relying on the sales mainstays that have built relationships for years.
Marc is Metrie’s Winnipeg Territory Manager. His region covers southern Manitoba, as well as much of northwestern Ontario down to Thunder Bay. It’s a big region to cover at the best of times, and as Canada continues to deal with COVID-19, new challenges have arisen.
Navigating Pandemic Waters
Any salesperson knows that the last two years have been challenging. Whether it’s learning to make a sales pitch on Zoom or working in uncertain economic conditions, everyone has had to adapt.
For Marc, the pandemic has brought challenges, both good and bad. He’s dealing with clients across two provinces, meaning everything down to day-to-day sales visits has to be adjusted to accommodate different provincial and even municipal public health requirements.
But on the upside, business has never been busier. “Our materials are flying off the shelf because there's tons of construction still going on. People who are now working from home are wanting to renovate their houses,” says Marc.
This surge in demand has run into problems, as building materials manufacturers and dealers around the world face shortages and supply chain disruptions. Lower supply drives prices up, leading to a careful balance for everyone trying to make a living in the industry.
Marc thinks one of the keys to not only surviving but also thriving is proactively embracing these challenges.
“The customers who succeed are the ones who not only have open lines of communication, with timely quotes and readily available sales materials, but also the ones who are willing to pick up the phone and have tough conversations when it comes to supply chain issues.”
Even in an evolving industry, values like honesty and trust never go out of style. Working with dealer customers and letting them know in advance about challenges on the horizon is what customers appreciate about Marc.
An On-Call Partner
One of those customers is Stefan Rzepczynski, Contract Sales Manager and Purchaser for Interior Finishes at Matix Lumber in Headingley, just outside Winnipeg. He’s known Marc since 2009 — Marc’s entire Metrie career.
Stefan says, “Marc’s always got the answer and if he doesn't, he's going to get it to me right away.” He appreciates Marc’s responsiveness and is confident that whether Stefan’s sending a quick text in the middle of the day or after hours, he’ll get a reply from Marc ASAP. “There's not many reps that do that. With others, I'll be waiting until the next morning.”
For Marc, it’s part of the job, and it helps to build those relationships that last a decade or more. “I've really enjoyed seeing customers grow and how I'm able to help them in achieving that. Whether that's increasing their sales or increasing their profitability, if I've been a part of that, it makes me feel great.”
Using New Tools
Still, just like the industry, Marc and Stefan’s relationship is evolving to use the tools that are available to them and make sure materials are available, even if Marc can’t always be there in person. Print marketing materials like brochures and face-to-face sales events may not always be possible, but Metrie is still available to help dealers highlight the best products they have to offer.
“Stefan and Matix Lumber wanted to showcase some products of Metrie’s. I was able to connect them with our marketing team, and they were able to help them do that digitally [instead of using print material]. And it was a win-win. Metrie came out looking great, and it was a huge benefit for Matix to have those resources available,” says Marc.
Metrie’s sales team even uses digital technology and social media to connect directly with homeowners and builders. Marc describes Instagram as “a forest” of inspiration. He regularly gets forwarded Instagram posts sent from customers to dealers, asking what a specific product is and where they can get it.
Tools like Instagram and Pinterest mean homeowners are becoming more and more aware of individual door, trim and moulding brands. Making sure Metrie’s products are present on these sights and looking great is becoming a vital step in the sales process for both companies like Metrie and dealers like Matix.
As Marc puts it, “It really helps the customer achieve their end goal, which is making their houses into homes.”
Metrie aims to help all customers achieve their goals and wants to help push their partners towards greater success. Want to work with Metrie on an upcoming project? Contact us today.
