Even competitors refer tough questions to southwest Florida's Brinker Brown
A framed news story reminds Jeff Brown of
the event that put Brinker Brown on the map when it
was just a fledgling company more than 20 years ago.
Big Orange is the company's Mobile Tool and Fastener Command Center. Outfitted to give the impression of a construction SWAT team vehicle on the outside — complete with flashing orange lights — its a showroom, demo center and roving classroom on the inside. It regularly appears at special events, including educational outtings at local schools.
Big Orange interior
Big Orange showroom
Warehouse manager Deb Park has her work cut out for her in the cramped headquarters building as inventory builds prior to the move into a more spacious new facility.
Juan Garay, left, and Jeff Brown share a brief break in the action during a typically busy day.
The Sprinter trucks are equipped with laptop computers offering wireless Internet connections, and they can carry a large load.
The company’s 20/20 epoxy is the product that opened the door to the major bridge project in the background for jobsite specialist DJ Uman, left, and sales manager Tom Barklow.
“We like to have fun with our private labels,” says Jeff Brown. Here, he shows off one of the company’s labels on the door of Big Orange. The unique graphics are part of the branding that Brinker Brown has been so successful with.
The goal is to have the Brinker Brown name in every tool box and on every jobsite.
"We know that a well-trained salesperson who can talk to a customer in the field and not have to refer to sales literature, manuals or catalogs is a real asset," Barklow points out.
"All of our inside salespeople use the STAFDA Counter Pro program, and we've had a lot of positive feedback on it," he adds.
"Initially, they start with small packets of information, maybe basic fastener facts, or something on the latest technology. We like to be sure each is cross-trained on everything we do and that takes a while."
Formal training sessions take place two evenings a month, but Barklow is quick to point out that "training is a daily, on-going thing."
"And, once a new hire has been with us about five months, we send them to Powers Fasteners' school in New York for some advanced training," adds Brown.
"Our emphasis on training and education is one of the reasons we get the amount of walk-in business we do," Brown continues. "We expect our phones to be answered within two rings and every person through the door to be welcomed before they take more than a few steps. There's nothing worse than being ignored and we want customers to know they're welcome."
Ambitious 2006
Brinker Brown has an outside sales force of seven and an inside sales force of six and growing rapidly.
