Memory Lane
Friday, July 19, 2024
Bruce Weber shares his journey as he heads to retirement
[Roswell, Ga.] After 52 years in the floor covering business, Bruce Weber, founder of American Home Surfaces Group (AHSG), Commercial USA and American Kitchen & Bath Affiliation (AKBA), is retiring. And while remaining as chairman of the board for the flooring groups, Weber has passed the leadership baton to son Joe Weber with the support of industry veteran Tony Wright.
Weber started AHSG 24 years ago with the mission to do things a bit differently. “I had been an employee with a couple other groups for a few years and I just decided with my national background full of dealer and supplier relationships that I could do this myself-especially in all hard surface categories (namely laminate and tile),” he told FCW’s publisher and editor in chief Amy Rush-Imber.
He coupled strong vendor support with a loyalty commitment to invest in merchandising and samples, for example. “It was a one-two punch,” he asserted. Soon, he added, he was looking for a corporate office and regional company employees. “We offered sales and member growth attainment to independent successful people with a history of success.”
Weber noted that his goal, in addition to putting focus on hard surface products, was, “most importantly, sell not tell,” he said.
Today, AHSG, Commercial USA and AKMA have more than 500 members representing more than 700 locations. AHSG, Weber described, “are retailers, with predominantly retail showrooms, stocking, remodel/replacement, multi-family and builder specialists. Plus, in many cases also Main Street commercial.”
Commercial USA, he added, “are hard core commercial flooring contractors. They primarily go after the corporate, hospitality, education, healthcare, senior living, retail and government sectors. Both bid and negotiated. These all result in major opportunities. They typically have a very seasoned installation staff capable of many specialty job requirements and subfloors versus general retailers.”
Here, Weber shares his insight gathered over decades with Rush-Imber.
FCW: After launching AHSG in 2000, you took on the commercial sector in 2013 with Commercial USA. How did it serve your members at the time?
Weber: Our Commercial USA Division has been a huge success story! Primarily created to address our over 275 specialty commercial businesses that have at least 100 additional branches. Our timing for introduction was just right.
Commercial was my first love in the flooring industry — Denver, Colo. back in the early 1970’s as a commercial specialist with Armstrong. It never left my blood and passion. From Denver, I moved to Portland, Ore. then on to Cincinnati, Los Angles and Atlanta always bringing my passion for commercial along with me.
I learned that commercial business was usually some part of most every flooring operation to some degree, especially commercial retro remodel opportunities. Which is now mostly referred to as ‘Main Street’ commercial for both refurbishment and new construction.
FCW: What was the opportunity you saw with AKBA and how have your members received this latest division?
Weber: AKBA has a lot of opportunity for growth and has been available to any of our AHSG members where it would be the right fit. We plan on investing more heavily in this division. AKBA supports NKBA (National Kitchen & Bath Association) as they have actively come and participated in our last two national conventions.
This new division recognizes the needs of two crucial rooms — kitchen and bath. We believe the volume opportunity for these two rooms is so high that it warrants its own division.
FCW: What are some of the defining industry moments that you have witnessed in your 52 years?
Weber: The huge hard surface growth and interest; installation leadership standouts; improved multi-location strategies; fresh new merchandise display ideas and flooring designed to attract the in-market consumer; the urge to belong to a group; in-home selling and sampling skills; conventions, conventions, conventions; and strength in guaranteed warranties.
FCW: What are the most dramatic changes you have seen the industry go through? How did that shape what you brought to your members?
• Education, education, education at all levels
• Professionally laid out flooring departments
• Everyone wants to belong to something.
• Convention competition
• Recruiting never stops at any level
FCW: What were the greatest obstacles you have encountered? How did you address them? Weber: People skills — attended Dale Carnegie courses, “How to Win Friends and Influence People,” many at night in Denver, Los Angles and Atlanta.
FCW: Advice to the next generation of floor covering leaders?Weber: Look to supply gratitude towards everyone, every day and everywhere you go. Offer your help — everyone needs it someway
