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From time to time, we’d like to share stories and tips from our sales reps in the field. For this month’s issue we talked to Peter Elliott of Elliott & Associates in Golden, Colorado. Peter has been a Total Door sales rep since September 2014. Besides running his own agency, he is also a member of your Total Door Systems Rep Advisory Council. Here’s what he had to say:

I think as sales reps, we tend to get very focused on our products. Rightfully so, but if you want to sell more product, I would say to be more solution oriented, regardless of product.

When you’re talking to an architect or design professional, we often want to rush in and show them our product and how knowledgeable we are. But, they’re often worried much more about an overall solution, versus a product. They often don’t care if the end result is a door or a curtain or whatever. Their goal is to ensure code compliance, show their clients that they’re spending their money wisely and if they can achieve aesthetics, too – that’s great. So, if you can supply them with a solution first and it happens to also include your product, they’re going to be more apt to embrace that because it fits into their overall solution.

That’s my tip for selling product overall. For Total Door, specifically, I always try to emphasize the design aspects. So, for instance, in the case of cross corridors or corridor separation, the code’s going to tell you that you need a door here that has these specifics and ties into the life safety and security systems, etc. So, if the code’s telling you that you must do this, wouldn’t you prefer to have something that is more acceptable from a design aspect and more integrated into your overall design concept?

So, for Total Door, you can lead with design and help the architect or designer to arrive at the point where they’re thinking, yeah I have to put a door there, but wouldn’t it be great if it looks just like a wall instead of a door? So, it’s presenting a combination of solutions: it’s code, it’s design intent, it’s presenting the design as a code compliant architecturally correct solution. To me, that’s the essence of Total Door.

If you have a story or tip you’d like to share, let us know, we’d love to talk to you.

The council, formed in 2016, is a vital resource for insights and perspective. The Rep Advisory Council has been invaluable in sharing your feedback and creating new tools and resources to support your efforts. They are the best way for you to communicate your needs directly to us.

If you have an idea or see something that either isn’t working or could work better – pass your thoughts on to a member of the Rep Advisory Council. They will gather your feedback and then recommend what additional tools are needed to help you market Total Door Systems. With your help, they can also identify product opportunities, as well as identify and prioritize unmet customer needs. Once the ideas are gathered and are put into the works, the Council will provide oversite during the execution of the assigned projects.

Your Rep Advisory Council consists of:

Jeff Addis
Mayo Associates
Phone: 678.576.5753 | email: jaddis@teammayo.com
His constituents include: PJ Polke Company, Rittner French & Associates and J Horth & Associates

Gary Deter
Architectural Door Consultants
Phone: 714.851.0303 | email: gary.deter@gmail.com
His constituents include: Oberting & Associates, Smoot & Associates, Stewart D. Walker, Inc. and Architectural Sales & Associates

Peter Elliott
Elliott Associates
Office Phone: 303.429.0133 ex 12 | Cell Phone: 303.817.3388 | email: peter@easales.com
His constituents include: Mitchell Sales & Associates, D.A. Loss Associates, Inc. and Connection
Network Agencies

Sam Haggard
Southwest Architectural Sales, LLC
Phone: 972.839.6901 | email: shaggard@swas.build
His constituents include: Architectural Marketing Associates, P.B. Walker & Associates, The Bekon Group and Hardware Specialty Group.

When we all work together, playing off our strengths, we all do better. The factory, the sales reps and the distributors all have a critical role to play.

Here are the roles and expectations for each of us:

The Factory:

• Provide the tools you need, such as DoorBuilder, Construct Connect, presentations and others, and make them easy to access and use
• Support for both reps and distributors with training (at the factory and in the field), our website, quoting services, answers when you need them, etc.
• Provide expertise in manufacturing, code compliance, fire rating and more

Sales Rep:

• Identify and open distribution channels
• Develop and train your distributor network
• Promote Total Door Systems through AIA and other “Know Your Code” presentations
• Monitor your close rates
• Provide feedback to the Rep Advisory Council

Distributor:

• Attend factory sales and installation training
• Close projects
• Project manage projects, including proper installation
• Service existing projects in the area

UL 1784 covers the testing of air leakage through door assemblies and other opening protectives installed in wall openings where air leakage is intended to be controlled.

One of the most powerful questions we can ask is: Does Your Door System Meet the Standard? Knowing the code in your territory, and understanding it well enough to ask local code officials if they are (or are not) enforcing it, or to educate architects and other customers what needs to be done to meet the standard can be a great way to get in front of key audiences.

Total Door Systems is the only integrated assembly that exceeds the testing and rating requirements for elevator, hoistway, and elevator lobby codes. We will be making informative cut sheets like this UL 1784 available on a consistent basis for your use. 

Download the UL 1784 Sheet