Zuern Building Products is no stranger to success. The company achieved record sales for six consecutive years, including 5.46% annual growth in 2019, boosting its ranking four spots to No. 81 on the ProSales 100 leaderboard. Zuern’s success stems from its ability to have a broad view of its business, which influences how the company sells and retains valuable employees.
For example, Zuern salespeople don’t focus on selling products; they focus on selling solutions, according to vice president and sales manager Tom Zuern. This requires each Zuern salesperson to take a consultative approach to selling that enabled Zuern to grow its roofing and siding categories by 20% in 2019.
Focusing on solutions also fosters more creative approaches to selling. Zuern developed a specialized commercial projects team in 2019 and focused on the remodeling sector with a group of sales reps that exclusively call on remodelers. The company also frequently hosted education and knowledge-building events for team members and customers, which drove organic growth for the company.
Zuern’s big-picture view shaped the approach to its showroom experience, as well, which Tom Zuern likens to a college football team wanting to create an impressive on-campus experience for a recruit. He says the company created “inspiring selection centers” on its showroom floors, which have attracted more customers in profitable decor categories such as millwork and cabinetry.
The company’s broad business view has also prompted investments into its culture. Zuern coordinates get-togethers for birthdays, work anniversaries, weddings, and baby showers. Each of Zuern’s branch locations hosts chili cook-offs, Christmas tree decorating contests, and Women’s Build Habitat events. These efforts improve employee satisfaction and morale. They also turn employees into talent scouts who promote Zuern as a desirable employer and recruit job candidates for its employee referral program. For these efforts, the Milwaukee Journal Sentinel recognized Zuern as a “Top Employer” in Milwaukee, Wis.
