A.R.: We spend a significant amount of time explaining and training the contractor on how that sales presentation should feel to the customer in the home. The retailer signs off on the process and understands what it looks like and what we’re branding. The biggest thing that drives the retailer nuts is they want consistent branding and consistent customer service. Historically, this industry hasn’t provided that. HSS provides that retailer and his customer with an ability to participate in this industry and fulfill their needs.
RC: What kind of expense could a contractor expect to incur with an SFI lead through HSS/Sam’s?
A.R.: We deal with many types of products and companies, so I’ll give you a range. Typically, with all costs included, what we see is anywhere from 15% to 18%. Most of the time that depends on the efficiencies of the affiliate. We have some who have been doing it for several years and have gotten really good at it.