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        Preparing for disaster: How to stay afloat when catastrophe strikes By Kathleen Furore
        November 5th, 2011

        Imagine this scenario:

        You’ve just contracted for one of the biggest tile jobs your company has ever tackled. Papers have been signed and plans drawn. You’ve stored some materials while waiting for others to arrive before work can begin.

        And then it happens. A storm hits, downing trees, flooding homes and workplaces, and cutting off electricity to many businesses in your area.

        It happened to Mosaic Tile Company’s location in Raleigh, N.C.—one of 10 design centers the company owns throughout North Carolina, Maryland and Virginia—when violent tornadoes roared through the state April 16.

        “It tore the roof liner and some of the middle roof off, sucked the garage door into the space next door, and pulled the concrete block demising walls over so they were hanging by the roof trusses,” Chris Hughes, regional sales manager, recalls. The walls separated Mosaic Tile from Agricultural Granite & Marble’s (AG&M’s) space next door.

        “The tornado sucked up tiles, and hit the sprinkler system and gas pipes,” Hughes continues. “One of the air conditioning units on the roof was thrown off, others were rolling around, and gas was leaking. It was a bad day here.”

        Hughes’s story is one of myriad that have been told as tornados, hurricanes, floods and fires have wreaked havoc nationwide. Yet while these disasters have made headlines, most businesses have no plan in place to ensure they can continue operating if disaster strikes.

        Do you have a plan that will keep your company afloat?

        “Catastrophes are not selective about who they affect. They affect homeowners and business owners alike,” says Gail Moraton, business resiliency manager at the Insurance Institute for Business & Home Safety (IBHS). “But when a business is shut down by a storm, the owner loses his or her livelihood and the community loses a business. Taking steps now to prepare will improve a business’ chance of not just re-opening, but also remaining open.”

        And it isn’t only major, news-making disasters like the North Carolina tornados, Hurricane Irene or Hurricane Katrina that cause chaos. Even a local, short-lived power outage or flood could disrupt your business significantly and irreparably damage not only your workplace but also your bottom line.


        Creating a plan

        Being unprepared to cope with disaster is the biggest error companies commit, industry experts say.

        “One of the most common mistakes we’ve seen companies make is not having a contingency plan—not creating a list of emergency contacts for business services such as the utility company, a restoration contractor, electronics/computer services and insurance [claims],” Pete Duncanson, director of training at ServiceMaster Clean, says.

        Numbers for the police and fire departments also should be included, the IBHS notes.

        Making lists, however, isn’t enough, Moraton stresses. “If those lists are in the building that’s been damaged, how are you going to get it? Have copies of your key contact lists at home, in the trunk of your car, or on a thumb drive you keep somewhere safe—that is the best thing you can do for your business,” she says.

        Keeping customers informed about what is happening with the products or services they’ve ordered is another important step. “Put your status on your website and leave a call-in number where you can receive recorded messages,” Moraton suggest.

        You also should know if you have business interruption insurance (which helps replace the income your business would have generated if it hadn’t been temporarily shut down by the disaster), and fully understand the coverage before disaster strikes. If your insurance plan includes a business interruption clause, prepare a list of steps required for your business to promptly resume operations on a full or even partial basis. Financial considerations should include payroll and debt needs and obligations, the IBHS explains.

        Hughes admits he had no protocol in place to deal with such devastation. However, Mosaic Tile was fortunate to have not only insurance, but also staff from the company’s corporate office in Chantilly, Va. to help from almost the moment the storm subsided.

        “Of course no situation like this is ever ideal, but the crisis team was able to keep us functioning and open throughout the reconstruction process,” Hughes says. “They came out and videotaped the site for insurance purposes. Insurance covered some of the loss, and the building owner’s insurance paid for some of the damage…but it’s a never-ending battle.”

        “Think about what equipment you have, what your ordering process is,” Moraton says. “You need a business continuity plan. Your business might have burned or been flooded out, but perhaps you could partner with another like business. Whatever you decide, create and then save the plan now because you’re not thinking straight in the middle of a disaster!”


        Clean-up and recovery

        Once the initial shock of the disaster has subsided, the clean-up process can begin. One mistake many business owners make? “They think they can handle the situation themselves, causing more damage and delaying the restoration process,” Duncanson says.

        Water damage can be especially problematic if not dealt with promptly.

        “Do not wait to call for professional help. Damage from the water and bacteria growth can begin within hours,” Duncanson says. “After flooding, the potential for mold is there, and you have other bacteria that enter the building as the waters rise.”

        Duncanson suggest drying or discarding wet items within 24 to 48 hours to avoid mold.

        “Even after wet items are removed, mold may remain hidden in drywall, carpeting and HVAC systems. While bleach may be used to control mold, it does not kill it,” he says. “Removing mold requires cutting away damp drywall and sanding wood. The sooner a remediation expert can get to those things covered in mold the less long-term damage.”

        Mosaic Tile did not make the mistake of proceeding without professional help. The company hired Cary Reconstruction Company to clean up and move undamaged materials to a temporary showroom, where the team will remain until the original space is gutted and rebuilt to ensure structural stability.

        “Ironically, there was an empty location right next to us in a neighboring building owned by the same people who owned our building,” Hughes explains. We have been able to set up a temporary showroom and warehousing facility that has enabled us to maintain some sense of normalcy throughout the ordeal.”

        Ultimately being prepared for a crisis, then reacting quickly and decisively when a loss occurs, is vital to surviving when catastrophe strikes. As Duncanson cautions, “Every day a business is closed from a disaster is an opportunity for a customer to go to a competitor.”

        Having dedicated employees is another antidote to disaster.

        “We are happy to have a team of people dedicated to their jobs…people who go above and beyond every day. Seeing everyone pull together during this natural disaster was a true testament to their commitment,” Hughes concludes.



        Business continuity basics

        Want to create a business continuity plan but don’t know where to start? The Open for Business? Basic guide from the Insurance Institute for Business & Home Safety (IBHS) includes 13 forms that provide small and mid-sized businesses with the basics needed to create a customized business continuity plan. To download a free copy, visit www.disastersafety.org/ofbInfo?execution=e2s1&&type=ofb_basic.


        According to IBHS, every emergency preparedness plan should include four elements:

        ? Pre-disaster actions to protect people, facilities and contents.

        ? Emergency evacuation procedures and assignments.

        ? Essential facility operations (or shut down) procedures.

        ? Off-site storage (back-up) of information.



        Identify your risks!

        Just because you don’t live in Hurricane Alley, a wildfire zone or floodplains doesn’t mean your company is disaster-proof. As the Insurance Institute for Business & Home Safety (IBHS) notes, natural hazards that could significantly damage or even destroy your business exist no matter your location.

        To help you identify and prepare for possible problems, IBHS offers an online “Knowing Your Risks” tool that lets you enter your zip code to obtain a list of the natural hazards that may affect your area. In addition to natural hazards, it also covers man-made risks such as interior water-related losses.



        A disaster preparedness checklist

        The Insurance Institute for Business & Home Safety (IBHS) offered businesses the following checklist before Hurricane Irene hit the East Coast. The steps listed below can also be a guide to help you prepare for other weather-related disasters.

        1.Take pictures of your property/office.

        2.Get updated contact information from all employees. Find out where your employees plan on going if evacuated.

        3. Know where you will temporarily be located if unable to return to your place of business and how you will communicate the relocation to employees, customers and vendors.

        4. Have a plan in place to communicate with your customers.

        5. Have your key vendors’ contact information and if time allows, find out their plans to continue servicing you during and after the hurricane.

        6. Have a battery-operated radio and spare batteries to ensure you can receive emergency information.

        7. Obtain enough flashlights and other battery-powered lights to do essential work if a power outage occurs.

        8.?Decide what critical items that must be removed from your business.

        9. Identify essential business records that should be removed from the property and determine where you plan to take them. Check your backup process to make sure everything is backed up correctly. Protect the backup copy along with your other essential records.

        10. With possible power loss, unplug non-crucial electrical equipment being left behind to avoid shock and surges when power is restored. Move them to a well-protected interior room on floors above the level of potential flooding.

        11. Fill vehicle fuel tanks. Fuel may not be available during hurricane evacuation activities.

        12. Identify outside equipment and furnishings which could blow loose and cause damage.

        13. Ensure that backup personnel know how to turn off electrical power, water, gas and other utility services within your building at main switches.

        Breaking the Code
        November 1st, 2011

        QR Codes – those little black & white squares – are a tech-savvy way to deliver product information to customers, here, there and just about everywhere.

        By William & Patti Feldman

        Here’s a winning equation finding traction in the tile industry (and beyond): Smartphone +2D code scanning = detailed product information on the spot. The small two- or four-tone squares are printed on ads in most every trade magazine (including Tile Dealer), on product packaging, on in-store displays, and on all manner of marketing materials. The most popular 2D codes are QR codes (abbreviated from Quick Response codes) and Microsoft Tags, aka MS Tags.

        QR codes are open-source and can be generated by a number of different code generators, while Microsoft Tags are proprietary. There are some differences.

        MS Tag provides built-in analytics and enables the barcode targets to be changed on-the-fly without having to recreate the barcode. With QR codes, changing the barcode target requires additional software on the server-side or the “hiring” of a third party provider to manage the server-side software.

        Differences aside, the phrase “QR code” is actually becoming the generic term for 2D codes (but not in this article). And you may also hear the technology talked about as “mobile tagging.”

        Both the software to generate the codes (QR codes and MS Tags) and the scanning apps to access them are available free over the Internet.

        Here’s how it works: Scanning a 2D barcode with the camera of a Web-enabled smartphone running a compatible scanning app launches a link digital data attached to the code. The link can be to a website, a web page with specific product details, installation instructions or promotional offer, a warranty, YouTube how-to or other video, or to other digital content the manufacturer, retailer, or other business wants to share at that time.

        Some manufacturers have already launched special mobile websites configured for optimal viewing of the digital information on a smartphone screen.

        Smartphone users can even email on the linked data to themselves or others, for later reference or printing.

        According to ScanBuy, a leading global provider of mobile barcode solutions, about 25 million people in the U.S. already have barcode scanning capability on their smartphones – all that is needed is a phone with a camera and an Internet connection. Manufacturers and service providers of all types are taking advantage.

        Several early adopting tile and grout manufacturers are using QR codes or Microsoft Tags in a variety of ways.

        As of mid-October, 2011, Dal-Tile had QR codes on about 800,000 pieces of marketing materials – tile boards that go into displays and out to customers, notes David Warren, digital marketing manager, Dal-Tile Corporation, a manufacturer of tile products.

        Currently, Dal-Tile’s two brands, Daltile and American Olean, each use one code per product line. The code links the phone holder to a specific application attached to it for a period of time rather than to the company website. In this way, “the QR code does not ever become extinct. It is always active and up to date in terms of the material we want to present,” explained Warren. “We can change the information the code links to at any time without having to change the website page or code for that line.”

        For example, on the American Olean’s Torre Venato line of glazed porcelain, one QR code on the tile board in a display represents the whole line. The tile board displays the tile and all the colors available in the line in the same way all the color options are represented on the website, Warren said. “If someone scans the code on the board displayed at a dealer, that person can view product imagery and more detailed information and order a physical sample of any selected tiles.” So far, Warren noted, feedback from dealers on this is “overwhelmingly positive.”

        Between Daltile and American Olean, “about 10,500 of our top dealers have QR-coded tile boards in place,” Warren said.

        According to Sean P. Boyle, director, marketing and product management, Laticrete International, a manufacturer of installation systems for ceramic tile and stone, Laticrete has been printing Microsoft tags on its packaging since 2008. “When we added codes to our packaging, we used the opportunity to rearrange some of the elements on our packaging to enable prominent placement of the code in two places, for easy spotting and easy scanning.”

        “For consumers walking down an aisle in a retail setting, having the code positioned on the front of the bag maximizes the opportunity for scanning for more information geared to consumers. A different code, with information geared to contractors, is conveniently located on the back of the packaging, near the instructions. This dual placement of codes enables us to route both consumers and contractors to appropriate enhanced information,” he explained. Other Microsoft tags are printed on Laticrete’s sample boards and in print ads.

        “Each tag code is really specific as to where we direct the customer to go,” Boyle explained. “Depending upon the product and on the focus of strategy, the code can link to a specific landing page for that product, to a video, or even to a material safety data sheet.” (Laticrete uses its existing website, already configured for reading via smartphones and with specific landing pages for different products, without any modification, as the sources of information linked to the codes.)

        For example, for the company’s SpectraLock Pro Premium Grout, Laticrete generated a new page of information to which consumers are directed when they scan the 2D code on the packaging. At that page, consumers can view a video, learn about key features, get warranty information, MSDSs and sell sheets and find installation instructions.

        The company can track how many people clicked each, what time they clicked, and how long they stayed – data that can go a long way to ensuring Laticrete is providing information customers find useful, Boyle said. Based on that information and other feedback, Laticrete can change the location of where the code leads, for example switching away from the product data sheet if that proves not especially effective and to a how-to video, to see if that is more effective, he added.

        “If we see that a lot of people using the code are looking for more installation instructions, maybe that tells us we need to add more details to the instructions on the packages. We analyze the data every month to see how many snaps are happening, what products and where they’re going where people are looking to read.”

        Early on, Boyle reserved about 200 unique codes so new codes are ready whenever he wants to create a new link. Laticrete is currently using about 80 codes, which appear on the great majority of its marketing tools. Laticrete’s use of codes has been extremely successful and very well received by end users, split about evenly between contractors and consumers, Boyle noted.

        For contractors, the codes offer a lot of information right on the spot which the physical limitations of the packaging do not allow. For example, if the package is already on the jobsite, a contractor can scan the code and immediately have the ability to download the material datasheet, product instructions, and even Laticrete’s Green Guard certificate, Boyle said.

        The benefits to retail

        Some retailers are very excited about the possibilities created by mobile codes and in some cases encourage manufacturers to use them because they give customers in the store the ability to get product information themselves that can help with the purchasing decision. And, he added, “If a member of the sales staff scans the code, the information can augment his or her knowledge of the product and help with the sale.”

        Crossville, a manufacturer of porcelain stone tile, introduced its new Q2R app in January 2011. The app works with QR codes and is available on any smartphone. The “Quick to Request, Quick to Respond” app is used to? scan QR (Quick Response) codes on all Crossville sample materials, allowing users to immediately get product details, request samples in real time or share links to products through social networks.

        Q2R by Crossville allows anyone selecting tile products to create personal portfolios of favorite products right on their smartphones. When users create their individual Q2R accounts, they will be able to revisit their portfolios online anytime for easy viewing of product lists and more.

        Crossville Q2R was created as part of Crossville, Inc.‘s Sustainable Samples program, an approach to tile product sampling that lets interior designers, architects and specifiers get all the information they need immediately and quickly request “only the samples they really want just by using the smartphone app,” noted the company.

        To get a free QR reader for your phone, you can go to www.mobile-barcodes.com and click on QR Code Readers or just search for “QR reader” + the make and model of your phone. To get a free MS Tag reader, go to www.tag.microsoft.com. To download a free 2D code generator (to create 2D codes for use in your own ads and marketing materials), search for QR code generator or MS tag generator.


        For Further Information

        American Olean








        One-on-One with Rich Maggio of Primo Tools
        November 1st, 2011

        Looking behind the launch of Primo Tools.


        Jeffrey Steele

        When we report Rich Maggio has literally spent almost an entire lifetime in the tile tool field, it’s no exaggeration.? As he likes to say, tools are in his blood.

        The Maggio tool-making lineage had its genesis near the end of World War II, when his grandfather launched Superior Featherweight Tool Company in Los Angeles.? As a student, Rich worked in the factory, sweeping floors and packaging product. After graduation, he handled sales and later traveled extensively to source products in Asia.

        Together with other family members, Maggio helped build Superior Featherweight into one of the most recognizable and respected tool manufacturers in the tile, masonry, cement and drywall industries.? In 1999 when market conditions were favorable, the family-owned business was sold to Custom Building Products.? Initially, Maggio spent a few years working for CBP, assisting in the transition and learning how the tile tool business is conducted in larger organizations.

        But Maggio’s heart wasn’t in the corporate world, it was in entrepreneurial ventures.? He left CBP and headed out on his own, working with his one-time trading partner in China to build a new company from the ground up offering tools built to his own exacting specifications.? For the last nine years, he has worked as an OEM supplier to many domestic tool suppliers.

        “It became clear to me that many of the tool suppliers, particularly in the tile industry, were simply doing things the same way they have been done for years, with very little innovation,” Maggio has written.? “The only significant change is that tile tools are becoming cheaper . . . in many cases, both in terms of price and quality.? I saw that as an opportunity to truly differentiate my tools.”

        Maggio teamed up with Rick Baldini, another veteran of the tile and stone industry, who knew tile industry distributors, and knew how to grow the company.? Because both are Italian, they chose the name Primo Tools, to denote the number one slot they hope to someday occupy.

        They decided to keep the private label operation, but branch out under the Primo Tool name, giving distributors the option of offering their own branded tools, Primo Tools, or both.

        Recognizing changing old buying habits can be a challenge, Maggio and Baldini developed a merchandising system to help launch Primo Tools.? With the help of Atlanta-based merchandising specialist Retail One, Primo Tools created the “Innovation Station” display system, which puts actual working products, such as Primo Tools’ new Bucket Brush and WringMaster tools on display.


        In September, Rich Maggio sat down with TileDealer to discuss his new initiative.

        Tiledealer:? Why did you believe the tile and stone industry was in need of another tool company?

        I really gave it a lot of thought before I decided to start Primo Tool Company.? I did it for two primary reasons.? First, I believe there is a huge opportunity in today’s marketplace to do something innovative and different with tools, and second, I can’t help myself, tools are in my blood.

        Tiledealer:? How do Chinese-made tools compare to American made?

        For the most part, Chinese tools are substantially different than American made tools.? But our product is the exception.

        We manufactured tools for 60 years, so when I went to China to have tools made, I didn’t go in with the idea of ordering tools they were already making.? I went in with the specs I wanted for the specific tool, and they made it to my specs.?? So our Chinese made tools are of at least the same quality as our American-made tools, because they’re made to our specifications.

        Tiledealer:? How are you countering the perception that imports are not always the same quality?

        We’ve overcome the perception by telling our story, and by giving our customers and their customers samples of our tools so they can see firsthand the quality, and compare it to tools they‘re used to buying in the United States.

        Tiledealer: ?How are you managing the manufacturing process there?

        Besides traveling over there several times a year, I have an office in Taiwan with English-speaking employees who spend weeks in the factories monitoring the quality of the manufacturing.? I have spent almost 20 years working with these Chinese representatives, and when I’m not there, they have the ability to monitor the quality themselves.

        They are veterans of the tool business for decades, and I’ve trained them myself to understand the difference between an ordinary and a quality tool.

        Tiledealer: ?Can you walk us through the product launch process?

        The “official” kickoff will take place November 1.? We are already selling some of the new products like Bucket Brush and Wringmaster in select areas.? In the initial launch, we will have more than 100 new products available.? To get them in the marketplace, we have a network of independent sales reps that will be calling on the wholesale and tile distributors.

        In conjunction with our sales reps, we will be attending the contractor events put on regularly at our distributors’ facilities.? We will continue to exhibit at industry shows like Coverings and Total Solution Plus.? And we will be giving samples out for the contractors to use and test.? This effort will be supported by extensive advertising.?

        Another key component will be our packaging and the way we are simplifying the tool selection process, specifically in the price-quality relationship.? We know that the marketplace wants tools in varying performance levels — typically good, better and best.? So we have assigned our Primo P1 to the “best” quality, P2 to the “better” quality and P3 to the “good” quality.

        The majority of our products are P1 “best,” but there are offerings of P2 “better” and P3 “good” quality to meet market demands.? We think the result is an attractive, effective and innovative package, especially for the tool industry.? This packaging makes it easy for the contractors and distributor counter sales people to identify the relationship between price and quality.

        We will continue to offer a private-label tile tool program for the larger distributors that recognize the value of having their company names on quality tools.??? We have put a fair amount of effort into our website, www.primo-tools.com, to help tell our story, especially [by means of] the product videos.

        We still have a lot of work to do, but we are already getting people contacting [Primo Tools] to find out where they can buy products like Wringmaster and Bucket Brush.

        Tiledealer: ?Where has it been smooth, and where has it been rough?

        Great question.? It has been smooth getting input from distributor and contractor “friends” on things like product offerings, packaging layout and display design.? Having been in the industry so long, we know a lot of very smart, helpful people willing to take the time to give us constructive feedback.

        It’s been rough in the length of time it takes to get it all done.? Sort of like the old adage when you start something new, you take your original estimate of time and expense, and double it. It has not been quite that bad, but pretty close.

        Tiledealer: ?What would you do differently next time?

        There are always things you can do differently.? But I’m pretty happy with how things are turning out, though I wish it could have happened faster.

        I’ve been fortunate to have the background of a family business that has been sustained for 60 years.? I grew up in the business, working in the shop floor sweeping and packaging at the age of 13. By the time I was out of school, I started selling to customers, and grew that in the late 1980s into traveling overseas and starting to source products in Asia.? I’ve had 25-plus years to really build that side of the business. So deep down, I knew it would take as long as it did.? But I guess I just did not want to admit it to myself.

        Tiledealer: ?How big is the marketplace for tools?

        There are various estimates of its size. A couple of issues make it difficult to arrive at an accurate number.? Unlike some other industries, we do not have an independent agency [to which] all manufacturers confidentially report their sales, so an aggregate number is available.

        And second, there are really several different channels to market for tile tools: home centers, online sales and wholesale distribution.

        At Primo Tools, we are only focusing on the wholesale distribution.? So if we can get the same share wholesale distribution we had with Superior Featherweight, I will be very happy.
        Tiledealer: ?How expendable are tools?

        It depends on the tool.? For the most part, contractors are looking for tools that will last them a long time.? They’re not looking for tools that will wear out easily or fall apart.? They’re willing to spend a little more for a tool that will last and ours will do that.

        I would say the true contractors are looking for quality more than ever.? They want to stretch their dollar farther than they did before.

        But your question speaks directly to our rationale for developing the “good, better and best” product offering

        Tiledealer:? Can you give a few examples of your line?

        Our tagline is “Innovative Tools, Professional Results.”? Because of my history in this industry, I’ve had contractors on a regular basis contact me with ideas they’ve come up with for “better mousetraps.”? I’ve helped them develop, manufacture, and market those tools.? That’s a point of differentiation for our company versus others.

        One example is our Bucket Brush.? The product was invented by Grant Jones, a successful Californie tile and stone contractor, who wanted a faster and better way to clean mixing buckets.? This product will truly revolutionize bucket cleaning.? With just a few inches of water and a variable speed drill, the Bucket Brush eliminates the tedious and time-consuming hand-cleaning process.

        WringMaster is another innovative product developed to make cleanup of newly installed grout faster and easier.? Steve Putnik, an Australian stone installer, is the inventor.? He came up with a fast and efficient system to rinse and clean grout sponge floats.? While there are mop-and-bucket grout cleanup systems on the market, there is nothing like Wringmaster.

        The wringing system attaches to virtually any three-gallon or five-gallon bucket with a few twists of the handles.? That’s one of the Wringmaster differences.? Contractors can line up several buckets with clean rinse water and simply transfer the wringing system to another bucket when the water gets dirty.? This saves a tremendous amount of time.? The other really cool thing is that the opposing rollers get the sponges much cleaner and drier than other roller systems, and much, much drier than does hand wringing.

        Tiledealer:? ?In today’s economy, is the tool marketplace faring any better than tile or than other tools?

        That question I really can’t answer.

        But with tile tools, even if it is not necessarily a good idea, a contractor can possibly “stretch” the use of a worn tool until he replaces it.? So in today’s difficult economy, I would say, overall, tools may be doing a little worse than tile.?? That said, I believe the tile tool marketplace is healthier than the market for other construction-oriented tools.? I believe 100 percent that right now there is a greater market for rehabbing and remodeling than there is for new construction, and that the rehab and remodeling market is growing.

        Tiledealer: ?So you have already rolled out the private-labeled idea to customers?

        Yes, we have.? We started going to some of the larger distributors in the U.S. that we’ve known for years, and talked to them about a tile tool program.

        Tiledealer:? How has it been received?

        That’s been fairly well received.? With the flexibility we have in our factory, we can produce tile tools with the distributors’ logos either molded into the soft grip handles of the trowels and floats, or the logos can simply be on packaging and labeling.? That’s how we started.? There was something of a test of the concept before we rolled out with our own line of Primo Tools.

        Tiledealer: ?Are there other private-label related products in the marketplace?

        There are not other private-label companies doing it the way we do it, at least to the best of my knowledge.

        Tiledealer:? Where would you like Primo Tools to be in five years?

        Well, as stated in our name Primo, we would like to be in the number one position in the wholesale distribution channel.? And I would base that on both tool sales volume and reputation.

        Relationships in the industry are very important, and both my partner and I value and enjoy the relationships we have developed over the years.? So five years from now, I would expect to see us working hard, being very successful and having fun working with our distributor and contractor friends. ###



        Rich Maggio, co-founder with

        Primo Tools, Rancho Santa Fe, CA


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