The Entrepreneurial Evolution...
Findex Purchasing's regional service not only served builders but also assisted suppliers. When signing on, Builder subscribers agreed to share their supply lists in order to build a 'best-of-the-best' roster (although I'm sure some were kept secret). Therefore, once an accredited supplier accepted Findex's role, it would gain new customers, offsetting any that may already be shared. All participating suppliers experienced improved marketing efficiencies, increased volumes and decreased cost of sales. Several of these suppliers viewed the relationship as an extra customer service team without the extra overhead.
Some of them appreciated the service so much a commission was offered. With a "thank you very much", these commissions were accepted and passed on to the individual builder-subscribers as Findex only worked" on one side of the fence"!
Findex Purchasing = Allwest Builder Buying Group:
In time, Findex sponsored a host of services and physical amenities. All addressed the needs of a rapidly growing and evermore demanding subscriber membership. As I previously presented (July 27th Post), conveniences soon included a small fleet of ‘auto-tel’ equipped, mobile offices (Dodge/GM Van conversions). These would visit job sites on a regular basis (or as needed), allowing builders to remain ‘on-site’ to supervise project activity, merely stepping into the Window Van/Office parked at the curb. There they could review supplier quotes and authorize order placement while keeping an eye on their site.
As mentioned when Findex Builder-Subscribers took on new projects (away from the infill neighbourhoods of Vancouver's North Shore), Findex followed. Communities to the east of Vancouver were expanding with large subdivision developers bringing utility services to huge tracts of land. As individual home lots became available, Findex subscribers sought to participate. Soon it was common for a Findex Mobile Office to move slowly through these subdivisions to pull up before a subscriber's latest project. Once the business with that subscriber was completed, and sometimes in the middle of it, a neighbouring job-site builder would come knocking. The "Sharpest in Town" pencil signage on each side of the High Top Office Van, having caught their attention.
This was where and when the Allwest "Pitch Book Binder" would be set up, the Rep giving his or her (yes, there were two) sales presentation on the features and benefits of "the System" and, more often than not, Findex Purchasing, by then Allwest Builder Buying Group, would have a new subscriber. [See: Excepts.]
Findex Purchasing Services Limited was uniquely positioned, constantly fully aware of what every service subscriber had on the go. Having this foreknowledge allowed Findex to pre-order larger quantities, where volume buying made a significant difference. For example, a box-car load of ‘shorts’ ...acquired directly from a sawmill or a re-manufacturing plant could be secured at a fraction of the usual price. This was complemented by the fact that Findex/Allwest held a special knowledge... Example: a 'rail car of shorts’ would typically yield 60% random length (much of it long lengths). And this, at up to 70% discount to lumberyard prices. Of course, 'deals’ such as this were always well-received. The only setback in this "shorts scenario" ...some resorting at the job site would be required.
By the end of year three, Findex Purchasing expanded. This coincided with a name change to Allwest Builder Buying Group Inc. and a move from Findex's small office space to a stand-alone warehouse building. Converted, this building established an industry-unique, centrally located (region) Showcase Facility (12,000 sq. ft.) holding a comprehensive, builder-need-focused Administration Centre.
The Showcase Space area boasted interior design-driven displays, such as model kitchens, bathrooms, and flooring exhibits. Door and window samples and catalogues populated the exhibits, while a wide range of exterior finishes (cedar/vinyl siding) were shown on feature walls. It was a place where professional builders could bring their home-buyer clients, viewing constantly updated exhibits.
There, they would see the 'latest and the greatest' as suppliers ensured their shared exhibits (with all compatible products co-existing) were regularly updated. Sharing the exhibits was a unique space-saving strategy that, instead of restricting one exhibitor (say carpets) to certain square footage, that exhibitor's product (carpets) would be part of all exhibits where (yes, carpets) would play an integral role. The same with lighting or tiles or 'you name it'.
These displays allowed all members to be far more market-savvy, better organized and competitive. Complemented by a substantial administrative support team, all subscribers, as small to mid-sized operators, could thereby compete far better against their corporate-based rivals.
Well-staffed by this team, the Centre's project administration section offered a range of builder-subscriber services. Featuring a wide 'Builder's Plan Counter' for visiting subscribers, these included material take-off services (full-time, certified Quality Surveyor), category-specific 'Requisition Forms' ensured no detail was missed, assisting material sourcing, project costing as itemized pricing, and order placement. The coordination of on-the-job-site shipment receiving supplemented the latter. For example, when a 'cement pour' was needed, a pump truck and concrete placers would be arranged to accompany the delivery. Or, a siding crew and scaffolding would be scheduled to go along with a load of cedar siding.
Finally, the Centre's small but convenient commercial ‘bid deposit’ counter was another popular feature, saving countless hours for tradespeople (bidding several jobs simultaneously) and builders. A full-time Interior Designer assisting builders and their Realtors with presentation and marketing completed this comprehensive builder-subscriber resource.
Steadfastly growing, the character and culture of this organization began to change. With the growth of its subscriber base, the “Purchasing Service” proposition slowly shifted, particularly as consolidated/bulk-material buying initiatives became ever more popular. The result:
Allwest Builder Buying Group Inc.
Sadly no pictures of the Allwest Showcase Centre remain, although, as I recall, few were taken. In 1979, this business was acquired by a Builder-Developer (an initial Subscriber).
In the next post, we'll explore the 'entrepreneurialism' of this venture and how what occurred then may still be applicable today.
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