Passion for an industry can transform a job into a calling. That's exactly what happened to Rami, who describes himself as approaching the "healthy version of obsessive" when it comes to the shed and outdoor structure business. After 14 years immersed in everything from retail sales to manufacturing, he's developed insights that can benefit anyone in the industry.
What starts as a conversation about Rami's journey quickly evolves into a masterclass on the differences between selling traditional wooden sheds versus steel structures. While shed customers might make decisions quickly, steel structure buyers—especially those investing in larger 30x40 or 40x60 buildings—often engage in a more methodical process. They've frequently been planning and saving for these purchases for years. This requires salespeople to demonstrate deeper product knowledge and patience.
The geographical reach of competition creates another fascinating dynamic. While shed dealers typically compete within a 30-50 mile radius, steel structure competition can span 500 miles or more. With similar pricing across competitors, success hinges on expertise and eliminating friction from the buying process rather than simply offering the lowest price.
Perhaps most valuable is Rami's advice on inventory strategy. While having physical buildings on-site creates immediate sales opportunities, the financial burden of extensive inventory has pushed many dealers toward built-to-order models. Thankfully, 3D configurators arrived just in time, allowing customers to visualize custom buildings even without physical inventory present.
For anyone selling sheds or steel structures, Rami's perspective on honest communication resonates deeply. Saying "I don't know, but I'll find out" builds more trust than bluffing, and sometimes saying "no" helps customers overcome analysis by paralysis better than always saying "yes."
Ready to transform your approach to shed and steel structure sales? Listen now to gain insights from someone who's mastered both sides of this specialized industry.
For more information or to know more about the Shed Geek Podcast visit us at our website.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Shed Geek (00:07):
All right, welcome back to another episode of the
Shed Geek podcast on thisThursday afternoon in March, and
excited about today's episode,really hoping that we can engage
in some high-level conversationthat's super beneficial to all
you listeners out there thattake the time out of your day to
(00:28):
enjoy the Shed Geek podcast.
We really hope that we'rebringing you content that's
valuable, useful, helpful,educational and entertaining, if
nothing else.
So, Rami, do you care tointroduce yourself, who you are,
and just a little bit aboutwhat you do, maybe in the shed
(00:49):
industry, so people are a littlemore familiar with you if they
don't know you already?
Rami Al-Chacar (00:53):
Yes, sir, my name is Rami.
I've been in this shed industryfor oh goodness, right at the
14-year mark now.
I've done shed sales, and I'vealso worked like so retail, but
I've also worked on themanufacturing side, on the steel
side of things.
So, but yeah, it's kind of gotmy sunk my teeth into everything
(01:22):
early on and just kind of Iknow we were talking about it
before whatever the healthyversion of obsessive is just
right under uh, I know we weretalking about it before uh,
whatever the healthy version ofobsessive is, uh, just right
under.
That is where I am.
Just I really enjoy theindustry.
It's a lot of fun, but uh, butyeah, um, I appreciate you
inviting me yeah, glad to haveyou on here, and kind of how we
connected.
Shed Geek (01:39):
I mean, I've been, you're in North Carolina, I've
been out there so many times.
It's going to be coming backout, you know, fairly soon.
But one of the things that waskind of exciting is, you know,
we host the Shed SalesProfessionals page.
We were given that pagewhenever it was at about 500 or
so followers.
(01:59):
We've moved it up to.
I think it's got to maybe 2,500or so people on there now and
what we've tried to do with thehelp of Gavin Morley he helps
kind of moderate the page wetried to get a lot of the stuff
kicked off of there.
That was people trying to sellsheds on there Because, as you
know, people see sheds andthey're just like, oh, another
(02:22):
place to throw one marketplacewithout certain rules of the
private group.
But the purpose of that groupjust to be clear, and it states
it in the in the in the,whenever you sign up to be in
there is, you know thedescription of it is this is a
page dedicated to shed sellers,to help shed sellers through
(02:43):
shared experiences, mutualconversation.
That doesn't mean that itdoesn't get a little oh, what's
the word I'm looking for?
That doesn't mean that itdoesn't get a little chippy
every now and then or somethinglike that, but we try to keep
Creative.
Rami Al-Chacar (03:00):
Yeah, yeah, creative, I like that.
Shed Geek (03:02):
We try to keep some of that to as small, you know,
as small as we can or as healthyas we can.
But that's I mean you kind ofconnected, like I've been doing
some content out there recentlythat is really more thought
provoking than it is opinion.
It's just like asking questionsand you impressed me because,
like you went through and youlike, answered all 10 of these
questions in depth and I reallyappreciated that because it was
(03:25):
like hey, this is somebody whocares enough to really think
this through.
Rami Al-Chacar (03:31):
So, it's, it's funny.
Uh, I did not realize who I wasresponding to.
I was literally.
I asked him.
I asked a question, or really aset of questions, so I just
wrote this dissertation.
Yeah, oh it's good.
Shed Geek (03:46):
It's good yeah.
Rami Al-Chacar (03:47):
So, I was.
I was glad that we were able toconnect through that, but uh,
but yeah it was, there was a lotof uh, uh, there's a lot of
learning to do on in every rolein this industry.
So, it's always fun when youhave somebody that's trying to
kind of establish themselves andfigure some things out, they
have questions.
And just being able to kind ofestablish themselves and figure
some things out they havequestions and just being able to
(04:07):
kind of spitball back and forthis I always love it.
So, it's always fun to talkshop.
My wife doesn't alwaysappreciate it, but uh, but I do
I'll tell you what we're.
Shed Geek (04:18):
You know, when you're a shed geek yourself I mean 14
years, like you said just thisline, shy of obsessive, it just
kind of gets in your blood.
I believe, Rami, to me, likeanything you do, you want to do
it with zeal and you want to doit as the best of your ability,
so it wouldn't matter.
I mean, and I think about thatas I kind of think about you
(04:40):
know, Simon Sinek's Find yourwhy.
You know where he talks aboutthat in his book and he says you
know, apple just happened to bemaking computers.
If they were making bicycles,they would have the same
philosophy to be the bestbicycle maker out there.
Right, and I think that's theway we should approach anything
career wise.
At least my opinion is that thatwe should.
(05:01):
Why would I not want to haveaccess to as many resources as I
can and learn as much as Ipossibly can?
Um, so I?
I mean, that's kind of thethat's a little bit of the
nature of the podcast and why itbegan.
I was just so interested inother people, and I was like
let's talk.
And then, once we talked, I waslike hey, let's record this and
put it out there to otherpeople.
Rami Al-Chacar (05:21):
Let's immortalize it, yeah.
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Rami Al-Chacar (06:29):
Yeah, no, we on the East Coast and by the East
Coast I mean in Burlington wecall it Shed Heads, like we're
just Shed Geeks, shed Heads allthe same.
Yeah, all the same.
Yeah, well, the same thing, but, uh, but, yeah, it's again,
it's, it's, it's a.
It's a fascinating industry andit's always fun to just unpack
(06:49):
more because it's just it.
There's always something new tolearn, there's always something
new to explore, there's alwaysa new angle, there's always a
new product, there's alwayssomething new financing, I mean
just anything.
And so, I mean as soon as, assoon as, ask my supervisors, uh,
who will be listening, by theway?
Uh, they, they will all tellyou.
(07:10):
But I always have like 500questions because I mean, and
that's, that's the, that's thewhole key to this industry is
learning to ask as manyquestions as you can and not
just understand the what, butunderstand the why, because once
you answer that why foryourself, then you never have to
(07:34):
ask that question again.
And that's something I learned.
My granddad actually taught methat one.
But learning that why reallygoes a long way, because it's
like it's just piecing togetheryour foundation and just as I,
as I went, I just I reallystarted asking about, especially
(07:55):
, like on the carport side, allthose sort of steel structures.
Just I, just I wanted to know.
And so, I just went through andjust hey, why, why, why is the
rule this way?
Why does this happen?
And then it's just kind ofaccumulated and snowballed, and
here we are.
Shed Geek (08:14):
Yeah, Sometimes you find you start digging into why
and you discover that there's,there's just not a lot of
substance sometimes to the whyand a lot of the answers to why
sometimes ends up being becausewe've always done it that way.
Rami Al-Chacar (08:29):
That is my least favorite answer and I refuse to
accept it.
Yeah, it's a.
Shed Geek (08:36):
It just seems like well, you know just because it's
always been done this waydoesn't mean it's always been
done the right way.
It doesn't mean that we don'tpay homage, though, to what got
us there.
Rami Al-Chacar (08:47):
You know that's important too.
Shed Geek (08:50):
But tell me a little bit about your journey.
You started 14 years ago.
It sounds like you've done somework in the steel side, but,
you know, give us a littlebackstory on who Rami is, or how
.
Did you wake up one day and saythat's it, I want to sell sheds
.
Rami Al-Chacar (09:11):
So I did not grow up saying I was going to be
a shed salesman.
But I got a call from a guy fromchurch, and I was living in
Georgia at the time.
I went down, I went to probablyhaven't heard of it but Emanuel
College in Franklin Springs,Georgia, and I had just
graduated and was trying to findmy place in the world and just
it was not happening.
And I got a phone call one dayfrom a guy from church at home
(09:34):
so I'm from Burlington and hewas starting this shed industry,
and I was like I don't knowanything about anything, but
let's do it.
And I remember getting startedand one of the first questions I
asked is I need a spec sheet.
I want to know.
I don't know anything aboutconstruction, I don't know
(09:56):
anything about sheds, I don'tknow anything about anything.
I need a spec sheet.
And sure enough they actuallyhad one, which is interesting
because not many manufacturersdid at the time and it was, I
mean, down to the screw.
They had stuff and I would gothrough, and I would study it,
and I would ask questions likeOK, what's a stud, you know?
(10:19):
I literally did not know.
And so, I mean I was, you know,low mid-20s at the time, and so
I started learning.
And then, about what?
Six months, eight months intoit, we brought in a manufacturer
(10:40):
for steel who's been atBuildings at the time, and they
started doing like the carports.
Well, uh, something about itclicked and I really started, uh
, just studying on that.
That was my next thing.
And so, um, it got to where Iwas, they would they'd call me
(11:00):
and say, hey, can you, can youtrain this person?
Well, yeah, sure I can, I cantrain them.
Then was another person andthen all of a sudden it was hey,
do you want to, you know, bethe sales manager?
And at the time I was a littletoo green Uh, they will attest
to this Like, I've made a lot ofmistakes and was not the best
at it, but I learned so much inthat time frame.
(11:21):
And then, um, then I took abouta year break, about five years
in, and then after that break, Iwent and worked for one of the
manufacturers.
I was a business developmentmanager, so I would go around as
a representative for thecompany and set up new business,
new dealers and whatnot, andthey would call me and ask me
(11:42):
questions.
So, again, I was able to learnmore and understand the why and
then communicate that to mysales team.
And at the time I think I hadaround 80 to 100 individual
dealers not individual companies, but physical locations that I
had to check in with andsomewhere in that neighborhood.
(12:05):
It was a ton of fun.
I learned a lot.
It was an absolutely greatcompany.
It had good benefits I mean thewhole nine yards but after a
while that what do they call it?
Windshield time Is that whatit's called?
I was done so I stepped downfrom that and a couple of months
later I transitioned back overto the retail side same company,
(12:27):
hometown Sheds, and I've beenthere since about.
I've been back there since 2021.
So, with this companycollectively it's been nine
years.
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Rami Al-Chacar (14:08):
So yeah, so I've done a lot of training, I've
done a lot of learning and a lotof questions and just and also
a lot of sales.
So it's, it's a, it's a blast,for sure.
Shed Geek (14:22):
The travel time definitely is something I can
relate to.
It is it's fun, it's nice and Ilove the independence and love
being able to see new places,meet new people, all of that.
Since our grandbaby came along,we have slowed down a little
bit but we're ramping up forthis year, getting ready going
(14:43):
to try to hit some places thatare a little bit.
But we're ramping up for thisyear, getting ready going to try
to hit some places that are alittle bit what I would consider
nontraditional places that cometo mind whenever I think of
sheds.
You know, Minnesota, NorthDakota, south Dakota there might
be more presence there than Irecognize but I just assume,
based on some of the rural areasand the big spaces there, based
on some of the rural areas andthe big spaces there, that.
(15:05):
But we want to get around tomeet as many people if they have
product services or if theysell products, manufacture, haul
, build whatever, whatever it is, sell whatever it is they do in
those areas.
We're putting a kind of kind ofa casting call out there that if
we can stop by and see you andmeet you, we'd love to do an
interview with you.
That'd be great.
But moving on, you know you're,you're definitely in that.
(15:27):
You know, um the state that isas much known for steel
structures as just aboutanything, and I don't know if
you know this, but this, this,this is, uh Thursday.
So, on Monday, the third, wejust launched, uh, the steel
kings podcast hosted by ShedGeek.
So, we actually have some guysout of out of Ohio who are?
(15:49):
bringing you content everyMonday morning, or, yeah, every
Monday morning, just specific tothe steel industry and kind of
how those overlap and your storyand mine kind of are similar in
that that like we've workedwith or in or around the steel
industry some and also in theshed industry and they're almost
like um, almost like uh,cousins, if you yeah they're,
(16:13):
they're very complimentary, um,so fun fact.
Rami Al-Chacar (16:17):
Um, I would not set up a new dealer when I was
doing working on themanufacturing side unless they
sold jets, because I it.
It's a commitment I and Ineeded.
I needed people that werebuilding minded.
I don't mind if they sell allthe products, obviously that was
not an issue.
(16:38):
What I minded was that they'renot going to be distracted
trying to sell a house or tryingto sell a car, where it's like
they're already distracted.
And then here it is wherethey're trying.
I've got a customer that needshelp.
I need them to be able to havethat attention that they need,
and so they're already outdoorproduct minded.
They already have rent to ownset up, they already have
(17:00):
financing set up, they alreadyhave that whole venue
established.
All we need to do is put up acouple demos and they're
cruising.
Uh.
So, uh, I always recommendalways uh, if you're selling
sheds, sell carports, likealways, because you will, I
promise you will you will beselling double whatever you made
(17:22):
if you were just focusing onsheds and it's not always just a
volume like a sales volumething.
You're looking at doublingcommissions as well, because
you're selling two types.
You're able to meet twodifferent customers' needs
instead of one, and it goes along way.
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Shed Geek (18:48):
What have you found to be like the biggest
differences in the shed industryand sort of that steel
structure world?
What are the things that stickout to you?
I've got a few things that Ifeel like has kind of been just
chipping at me the last coupleof months.
Rami Al-Chacar (19:04):
Yeah, so sheds are.
There's a faster turnaroundwith shed customers.
So, your customer comes in, youcan have, they can make up
their mind on a shed in one dayWith a carport same thing, same
thing.
Where it starts differentiatingis when they're trying to do
those 30 by 40s and the 40 by60s and the big stuff.
(19:27):
Where they've been, they'repaying cash, they've been saving
up for it.
I had a lady a couple weeks agopulling out of her 401k like
she'd been waiting for thismoment, and so it's a process
and so there's a little bit morepatience involved.
With the steel structures.
(19:47):
There's a lot more attention todetail because every, every
steel structure company has aslightly different set of
engineering drawings.
Interestingly, they usuallyhave the same engineer I haven't
understood that one but theyhave different rules for where
(20:08):
you can connect to and thespacing for things and things
like that.
So there's a lot more detailand a lot more scope, and so it
takes a little bit longersometimes for them to actually
pull a trigger on it.
There's also a lot morecompetition because you're not
limited to a 30 mile radius or a50 mile radius or even a
(20:30):
hundred mile radius.
You're talking about, honestly,500 miles, sometimes radius,
and it's the same price and it's, or basically, the same price.
So your competitor in Kentuckyis the same price as your
competitor in inucky, is thesame price as your competitor in
, and you know, right up thestreet and it's yours, it's the
same price as you.
So it's coming down to yourexpertise and it's coming down
(20:52):
to your ability to eliminatefriction that is, keeping your
customer from placing that order.
Um, and and so it it it comesdown to not just price point,
although that is important, um,it's coming down to, uh, your
knowledge, your ability to getinformation they need and to
(21:15):
provide a product on a time, ina timely fashion, whereas with a
shed it's oh yeah, we havesheds and this is what we can do
, and you have, you know, insome cases, several competitors,
but they all have like theirlittle niche that they're kind
of trying to focus on, and soeverybody kind of keeps to
themselves is not like that withsteel structures.
(21:36):
So it's a big, big difference.
Shed Geek (21:39):
I've heard it said like the salesperson makes all
the difference in the worlddifference.
I've heard it said like thesalesperson makes all the
difference in the world.
You can take a A-plussalesperson in a C-minus
location and they'll outsell aA-plus location as a C-minus
salesperson Because you canovercome the differences right
with good sales process, goodcustomer service and really a
(22:02):
dedication to your profession iswhat I would call it.
And you know, I think about Idon't know people who have
discussed things.
You know about how salesprofessions almost kind of maybe
not look down upon, but I meanthere are there have been like a
lot of shysters in the past andthings like that.
You know that people feel likethey've just been kind of taken
(22:23):
advantage of through the salesprocess because things were
disclaimed.
Rami Al-Chacar (22:26):
Yes, there is a lot of stealing that goes on in
this industry and it frustratesme to no end because it brands
all of us with this badimpression and you'll have
actually some customers wantingto shop local because they would
rather pay maybe just a littlebit more than risk paying a lot
(22:52):
less sometimes and not know thecompany they're actually
purchasing the building from,not knowing the reputation of
that company, hoping they getall the screws put in right, the
reputation of that company, youknow, hoping they get all the
screws put in Right.
I mean it's just not sayingthat online industry, the online
side of the industry, isproblematic all the time.
But people are people are kindof tired of taking those risks.
(23:13):
So, being upfront, being honestand being knowledgeable on your
product, all checking all thoseboxes, it goes a really long
way in this industry.
Shed Geek (23:31):
Yeah, it's been so unusual and I'll tell you what
one of the things that I'vefound the differences in the
industries that kind of come tomind immediately for me is just
the fact that 100% of steelbuildings are built on site.
They're new construction buildsbuilt on site.
You know this isn't aninventory piece that you can
(23:53):
move, discount or sell.
They're basically sold off of adisplay model and the more I
think we focus on that and lookat how that affects the shed
industry.
That's why I've been askingsome of these questions right on
the Shed Sales Professionalspage.
So if you're a shedentrepreneur, a shed sales
professional, hauler, dealer,somebody who's involved in it,
why not join the page?
And, by the way, yes, if you donot list that you are in the
(24:17):
shed industry, we do not allowyou in, because we try to
protect the page and limit it asbest we can for that reason.
So that's why we ask thosequestions in the beginning, not
to be bothersome but to keepthis group as a beneficial group
to each other and we don't needa whole bunch of outside
influence coming in of peoplewho are not involved in any way,
(24:38):
shape or form in the industryspamming the page.
So Shed Sales Prof, salesprofessionals is the private
facebook group.
Go check it out, uh, ask tojoin.
We'll be happy to let you in ifyou are in the shed industry.
But, um, the reason I've beenasking some of these questions
is because I've noticed that,Rami, that, like you know, if
you take a look at some modelslike uh I asked the question,
(24:59):
did a poll, uh, recently youknow how many of your sheds are
sold that are new constructionbuilds or to be built or
whatever it is the terminologyyou use, versus an inventory
piece that sits on the lot.
I've been really surprised atsome of the data that we've been
able to find to support that somany people are selling new
buildings and it's like makes mewonder.
(25:21):
And it's like makes me wonderalways.
I always love to know that,because it's a, it's a good
challenge to sales people whohave inventory and they say I've
got to have triple, double,quadruple the inventory to be
effective.
Yeah, it just makes me wonder.
Right, it presents a goodargument and alternative point
of view.
What, what's your experience?
Rami Al-Chacar (25:40):
there.
So, there are differentapproaches to it.
It is great having inventorybecause someone can come in and
say I want that one, and let'sgo my personal experience with
Facebook Marketplace.
Now there are people that saytheir experience is different,
so I'll clarify there.
(26:00):
But my experience is when Ipost something on Facebook
Marketplace, it could be a stockphoto and clearly a stock photo
, and someone will still say Iwant this one right now and it's
just like you know.
Well, you gotta go through thewhole spill of well we can get
it in, you know, two to fourweeks or four to six, whatever
it is, and you know.
And so this is the whole thing,and they're needing something
(26:20):
yesterday, to which I kind offeel like saying, if you needed
it yesterday, you should havebought it two weeks ago.
But again, people will bepeople and customers will be
customers.
Shed Geek (26:37):
People are going to people is the way I heard
somebody say People are going topeople, they will.
Rami Al-Chacar (26:42):
They are creatures of habit too.
So, uh, in saying that thereare a lot of benefits to having
uh inventory, uh, on the flipside of things, it alleviates
pressure from your manufacturerswhen they're not having to
stock every building with 50buildings which is used to be
(27:02):
the model and you take, I meanas a retailer sometimes people
don't do this math, but ifyou're on consignment, for
example, I mean 50 times youknow if your average building is
$6,000, I mean that's a lot ofinventory and times that by.
(27:23):
You know you have dealers andit's just like you know who has
this kind of money in thiseconomy anymore.
So we had, we, as in retailersand manufacturers, had to kind
of reinvent the wheel a littlebit.
So, because inventory istechnically going to be down Now
, the flip side of that is, youknow, now there's more
(27:43):
opportunity for morecustomization.
Let's have fun with it and so,and then insert Idea Room stage
right kind of thing where youknow we can build it right here
on the screen, we can do ittogether.
Here's exactly what it's goingto look like, or exactly what it
should look like if Idea Roomwould fix the color schemes look
(28:06):
like, or exactly what it shouldlook like if idea room would
fix the color schemes, uh, butuh, but no, it's uh, it that
idea room in particular, uh,which is, you know, the shed
builder, um, uh, really changedthe dynamics of both shed, uh,
shed building and carport,especially on the carport side,
but also on the shed side, uh,to the point where it was almost
(28:26):
timed perfectly, because Ithink Idea Room started doing
their thing back in like 2018,19, somewhere in that
neighborhood, and then theeconomy kind of jumped
everything up, so we had theability to show a customer
exactly what they're looking forat the same time, where that
manufacturers couldn't get outconsignment inventory anymore,
(28:48):
and so it was really good timingon our part.
But, either way, if you're stuckin a situation where you can't
get inventory, use it to youradvantage.
If you can get inventory, great, you know, you know, you know
what the advantage is.
If you can't, then find a wayto um, uh, to use it to your
(29:11):
benefit.
Oh, we're fully customizable.
You know, everything is, youknow, uh, you know, spec'd out
the way, exactly how you want it, uh and it and just.
You can do that.
And if you're, if you'restruggling with the inventory
side of things and you have abig lot, for example.
That's another reason to getcarports back to that where you
(29:35):
know you can get a couple ofdemos out there and look full
again.
Now they're not going to sit up, you know.
Set you up with you up withfive, six, seven demos
necessarily, but even two orthree sometimes, or four really.
I mean they take up good space,they look good, they look clean
, you make some money off of itand your customers are attracted
to.
Yet another thing goes a longway and it really offsets your
(29:58):
again your problem with some ofyour inventory struggles.
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Shed Geek (31:12):
For people to be able to see you know, when you're
trying to write things down orshow them something or explain
it, it just makes such adifference.
Even our marketing segment thatwe promote at Shed Geek, we have
(31:34):
found it to be so dynamic forour customers to have the
utilization of a 3D configurator, because there's just so much
that you can do with it,especially as we move into a
retail world where, oh gosh,like I mean, it's not even just
3D configurators anymore, it'sAI, right, it's there's.
There's going to be so manydifferent changes coming up in
(31:56):
the industry over the nextseveral years and you're going
to see that technology and someare going to struggle and some
are going to thrive, and youknow it's just a matter of like
making sure to get your messageout there building a good
product, releasing it, providinggood customer service and it's
the same thing that we all haveto do.
(32:17):
You know, if you own a business.
I had a question for you and Iwanted to maybe try to get into
some of the questions that we weme and you had some
conversation about on there.
Rami Al-Chacar (32:36):
But I got one question before I forget that I
wrote down and I wanted to ask,as a 14 year veteran, what is
your best piece of advice for ashed dealer, maybe even a new
shed dealer?
Oh, um, know the product.
Like the first thing I saidwhen I was kind of explaining
some things and that know yourproduct and know your
competitor's product.
Honestly, know your competitor.
You never know when.
(33:00):
That one random piece ofinformation, even if you have
the exact same brand, that onerandom piece of information that
you, that, that you're, even ifyou have the exact same brand,
even if you'd like, as yourcompetitor, even if you have the
exact same brand, it's theexact same buildings.
If you know your product andyou present your product, it
(33:20):
you're going to get that salebecause you're, uh, you're,
you're sounding moreknowledgeable and you're and
you're providing them withinformation.
The customer may not evenrecognize that it's the same
exact shed or steel building orwhatever, but because you talk
about your three-quarter inchflooring or your four by six
(33:42):
runners or whatever it is thatyou're doing, just mentioning
those things, uh, goes a milewith these customers.
Um, so, just knowing theproduct backwards and forwards,
upside downs and just it.
You can't beat it and it's.
It is an invaluable piece um inin any industry, but especially
(34:07):
this one.
Shed Geek (34:08):
So, I got to know people.
Honestly, Rami, I would go andsit down with the competitors
and try and understand them andtry and understand their product
and be friendly towards themand also do my best to know what
sets me apart.
Why am I different?
What is the reason?
Someone might you know, I'mgiving a sales presentation
(34:29):
tomorrow in Indiana and you knowthat's one of the things that
I've been asked to speak on islike why would a customer
purchase from the customer'sperspective, why would they
purchase one of our storagebuildings versus anybody else's?
I mean, there's so manyavailable, but what would set us
apart?
Why would be different?
Why would the customer chooseus?
(34:50):
So, I've really been digginginto this on the sales
presentation, I can't wait tospeak at their, their dealer
event.
Yeah and uh, it's just exciting, right, it's.
It's exciting because I took Itook that as a literal challenge
for me as I sold sheds anyway,it was like how do I know people
know processes, what you know?
(35:11):
Where can I learn from others?
I mean, I've not just, you knowdone this so that I can be a
megaphone to tell people how orwhy to do things.
I've, I've been a greatlistener, right.
Podcasting seems seems to be atalker, but it's.
It's because I've listened somuch.
I've really been a student ofother people.
I was taught that if you wantto know how the CEO got to where
(35:35):
he is, you take him to lunchInstead of being like, well,
I'll never make it there, or hegot an unfair, or I was always
like.
Go to them and be like successleaves clues.
You know that's what GaryVaynerchuk says.
You know success leaves clues,so I think that they appreciate
it.
You go and take them to lunchand say, hey, I want to be
(35:56):
better, I want to learn more, Iwant to do more and you've
already got the keys to thesuccess.
So how can you help me getthere?
And I think that goes a longway if you'll just get your ego
out of your own way.
Rami Al-Chacar (36:12):
It does.
Shed Geek (36:17):
Yeah, so great, great advice, product knowledge.
I can remember Andrew Woods.
I've talked about him severaltimes on the podcast.
God rest his soul.
He was an LP rep and thecompany that we used you know so
Gens4 used LP as a product andI never will forget him showing
up his first two weeks on thejob and I was so already
knowledgeable about certainthings that I was like I can't.
I couldn't wait for you to gethere.
(36:37):
I got all kinds of questions toask you and I asked that dude,
you know a million questions andhe wrote down to his credit.
He wrote down every one of themand he wrote down to his credit
.
He wrote down every one of themand he said I don't know the
answer now, but I'll get back toyou on that, and he did.
He followed up with me on everybit of it.
Rami Al-Chacar (36:52):
And that's kind of another point.
To transition, not transition,but to slingshot from that from.
My other one was if you don'tknow, then don't guess.
Shed Geek (37:04):
Yes, absolutely.
Rami Al-Chacar (37:06):
Yeah, guessing is the worst thing.
One thing I'd like to sleep,you know, is I don't like to
sleep as in all the time, butlike when I'm doing this, when
I'm asleep, I need to sleep, andI don't like stressing about
work.
So, if I've promised somethingand I've over promised something
, I'm going to be stressed outall the time.
(37:28):
So, rather than guessing, Ieither have studied to where I
already know the answer and I'mconfident about it, or I say I
don't know.
And there is something justbeautiful about being able to
say that, and it's also buildinga little bit of a rapport with
your customer as well in certainscenarios, because they don't
(37:51):
think you're.
You're the yes man you're not arobot.
You know what I mean.
Shed Geek (37:55):
Like you're not a robot who just always has the
answer.
I was.
You know I have a little bitdifferent philosophy.
I had a boss one time that saidtheir philosophy and it works
for them and that's great and Iencourage them using you know
what they feel like it'sbeneficial for them.
But they said the answer isalways yes until the answer is
no and I was like, ooh, I don'tknow if that sits well with me,
(38:15):
you know what I mean, like justtell them yes because you don't
want to create any problems,controversy, you don't want to
stand for nothing, you don'twant to disrupt the sale or
anything.
You just say yes until you haveto tell them no.
And I've kind of taken a littledifferent approach.
I don't, I don't, I'm notchastising that approach.
It's their approach, it's theirprerogative, you know.
(38:37):
But for me I've always been like, I don't know, I'm a maybe a
little bit more of a uh, almost,almost a cautious, almost a no
until it's a yes, to be honestwith you.
And yeah, I have normalized inmy life and encouraged others to
, whenever you're caught with aquestion that you feel obligated
(38:58):
to answer and you don't knowthe answer or don't feel
confident, that it is not anegative thing to say.
You know, I'm not sure aboutthat, but can I get back with
you on that?
I've normalized that in my life, even outside the shed industry
, whenever someone asks mesomething, I used to feel like I
had to have an opinion, or elseI didn't look educated on it,
(39:19):
or I looked.
Well, I'd lose this opportunitybecause, you know, I don't seem
like I'm in the, in the know,but I, but I have normalized
saying not only no to particularopportunities sometimes, but
I've also normalized just sayingI don't know the best answer
there, but I know someone whomight be able to.
Can I get back with you on that?
And people accept that they'reokay with that.
Rami Al-Chacar (39:42):
They do, and you will be surprised at how well
no is received, becausesometimes, sometimes they don't,
sometimes they just need toeliminate an option that I just
have anchored to it's.
Customers suffer from paralysis, from analysis, where they just
(40:09):
have so many options that theyjust they vapor lock, and so
introducing a no to the equationstarts neutralizing some of
those fears or some of thoseconcerns or some of the anxiety
that they have.
So, no is very, very powerfulin a sales industry.
Now, it can be used for good orbad, so don't mishear that, but
(40:34):
it is a very, very useful tooland it can save you a lot of
time.
For example, if you're prettysure that the steel structure
company isn't going to put alean to on the side of someone's
house, like as in you know, butyou're like, well, let me let
me check.
(40:55):
Now you're.
You already know what theanswer is going to be.
You already know that there'sno one, but now you're wasting
20 or 30 minutes of your lifewhich is money, and it's in a
commission world trying to findmaybe somebody where you could
have just gone to the next thingwith this customer just by
saying no.
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Shed Geek (43:04):
Great point, man.
I love the conversation.
You're such an easyconversationalist too, and I
know you're going to find thishard to imagine that we've been
speaking for 40 minutes already.
That's what I tell people onthe industry.
I tell people all the time.
You'd be surprised at howharmless this is.
Just hop on here and do apodcast for those who are for
those who would have really goodstories, offer really good
advice but are just a little bittimid.
(43:25):
It's always recorded.
It's you know, it's never, it'snever live, so we can edit
anything out.
But it's very simple, just toget on here and have a
conversation and it's verybeneficial.
Especially, I wish I couldshare with you guys all the text
, emails or messages that we'vegotten.
That said, I really enjoyedthat episode, or I want to reach
out to that person, or you know, that person probably felt like
(43:48):
they didn't have much to offerand it ended up being like the
most listened to podcast ever,you know, and they're like well,
I didn't really think I hadthat much and all of a sudden
they are just dynamic in termsof content.
Thank you for listening to partone of a two-part series.
Be sure to tune in next weekfor more engaging conversation
(44:10):
here at the Shed Geek podcast.
All right, welcome back to another episode of the
Shed Geek podcast on thisThursday afternoon in March, and
excited about today's episode,really hoping that we can engage
in some high-level conversationthat's super beneficial to all
you listeners out there thattake the time out of your day to
(00:28):
enjoy the Shed Geek podcast.
We really hope that we'rebringing you content that's
valuable, useful, helpful,educational and entertaining, if
nothing else.
So, Rami, do you care tointroduce yourself, who you are,
and just a little bit aboutwhat you do, maybe in the shed
(00:49):
industry, so people are a littlemore familiar with you if they
don't know you already?
Rami Al-Chacar (00:53):
Yes, sir, my name is Rami.
I've been in this shed industryfor oh goodness, right at the
14-year mark now.
I've done shed sales, and I'vealso worked like so retail, but
I've also worked on themanufacturing side, on the steel
side of things.
So, but yeah, it's kind of gotmy sunk my teeth into everything
(01:22):
early on and just kind of Iknow we were talking about it
before whatever the healthyversion of obsessive is just
right under uh, I know we weretalking about it before uh,
whatever the healthy version ofobsessive is, uh, just right
under.
That is where I am.
Just I really enjoy theindustry.
It's a lot of fun, but uh, butyeah, um, I appreciate you
inviting me yeah, glad to haveyou on here, and kind of how we
connected.
Shed Geek (01:39):
I mean, I've been, you're in North Carolina, I've
been out there so many times.
It's going to be coming backout, you know, fairly soon.
But one of the things that waskind of exciting is, you know,
we host the Shed SalesProfessionals page.
We were given that pagewhenever it was at about 500 or
so followers.
(01:59):
We've moved it up to.
I think it's got to maybe 2,500or so people on there now and
what we've tried to do with thehelp of Gavin Morley he helps
kind of moderate the page wetried to get a lot of the stuff
kicked off of there.
That was people trying to sellsheds on there Because, as you
know, people see sheds andthey're just like, oh, another
(02:22):
place to throw one marketplacewithout certain rules of the
private group.
But the purpose of that groupjust to be clear, and it states
it in the in the in the,whenever you sign up to be in
there is, you know thedescription of it is this is a
page dedicated to shed sellers,to help shed sellers through
(02:43):
shared experiences, mutualconversation.
That doesn't mean that itdoesn't get a little oh, what's
the word I'm looking for?
That doesn't mean that itdoesn't get a little chippy
every now and then or somethinglike that, but we try to keep
Creative.
Rami Al-Chacar (03:00):
Yeah, yeah, creative, I like that.
Shed Geek (03:02):
We try to keep some of that to as small, you know,
as small as we can or as healthyas we can.
But that's I mean you kind ofconnected, like I've been doing
some content out there recentlythat is really more thought
provoking than it is opinion.
It's just like asking questionsand you impressed me because,
like you went through and youlike, answered all 10 of these
questions in depth and I reallyappreciated that because it was
(03:25):
like hey, this is somebody whocares enough to really think
this through.
Rami Al-Chacar (03:31):
So, it's, it's funny.
Uh, I did not realize who I wasresponding to.
I was literally.
I asked him.
I asked a question, or really aset of questions, so I just
wrote this dissertation.
Yeah, oh it's good.
Shed Geek (03:46):
It's good yeah.
Rami Al-Chacar (03:47):
So, I was.
I was glad that we were able toconnect through that, but uh,
but yeah it was, there was a lotof uh, uh, there's a lot of
learning to do on in every rolein this industry.
So, it's always fun when youhave somebody that's trying to
kind of establish themselves andfigure some things out, they
have questions.
And just being able to kind ofestablish themselves and figure
some things out they havequestions and just being able to
(04:07):
kind of spitball back and forthis I always love it.
So, it's always fun to talkshop.
My wife doesn't alwaysappreciate it, but uh, but I do
I'll tell you what we're.
Shed Geek (04:18):
You know, when you're a shed geek yourself I mean 14
years, like you said just thisline, shy of obsessive, it just
kind of gets in your blood.
I believe, Rami, to me, likeanything you do, you want to do
it with zeal and you want to doit as the best of your ability,
so it wouldn't matter.
I mean, and I think about thatas I kind of think about you
(04:40):
know, Simon Sinek's Find yourwhy.
You know where he talks aboutthat in his book and he says you
know, apple just happened to bemaking computers.
If they were making bicycles,they would have the same
philosophy to be the bestbicycle maker out there.
Right, and I think that's theway we should approach anything
career wise.
At least my opinion is that thatwe should.
(05:01):
Why would I not want to haveaccess to as many resources as I
can and learn as much as Ipossibly can?
Um, so I?
I mean, that's kind of thethat's a little bit of the
nature of the podcast and why itbegan.
I was just so interested inother people, and I was like
let's talk.
And then, once we talked, I waslike hey, let's record this and
put it out there to otherpeople.
Rami Al-Chacar (05:21):
Let's immortalize it, yeah.
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Rami Al-Chacar (06:29):
Yeah, no, we on the East Coast and by the East
Coast I mean in Burlington wecall it Shed Heads, like we're
just Shed Geeks, shed Heads allthe same.
Yeah, all the same.
Yeah, well, the same thing, but, uh, but, yeah, it's again,
it's, it's, it's a.
It's a fascinating industry andit's always fun to just unpack
(06:49):
more because it's just it.
There's always something new tolearn, there's always something
new to explore, there's alwaysa new angle, there's always a
new product, there's alwayssomething new financing, I mean
just anything.
And so, I mean as soon as, assoon as, ask my supervisors, uh,
who will be listening, by theway?
Uh, they, they will all tellyou.
(07:10):
But I always have like 500questions because I mean, and
that's, that's the, that's thewhole key to this industry is
learning to ask as manyquestions as you can and not
just understand the what, butunderstand the why, because once
you answer that why foryourself, then you never have to
(07:34):
ask that question again.
And that's something I learned.
My granddad actually taught methat one.
But learning that why reallygoes a long way, because it's
like it's just piecing togetheryour foundation and just as I,
as I went, I just I reallystarted asking about, especially
(07:55):
, like on the carport side, allthose sort of steel structures.
Just I, just I wanted to know.
And so, I just went through andjust hey, why, why, why is the
rule this way?
Why does this happen?
And then it's just kind ofaccumulated and snowballed, and
here we are.
Shed Geek (08:14):
Yeah, Sometimes you find you start digging into why
and you discover that there's,there's just not a lot of
substance sometimes to the whyand a lot of the answers to why
sometimes ends up being becausewe've always done it that way.
Rami Al-Chacar (08:29):
That is my least favorite answer and I refuse to
accept it.
Yeah, it's a.
Shed Geek (08:36):
It just seems like well, you know just because it's
always been done this waydoesn't mean it's always been
done the right way.
It doesn't mean that we don'tpay homage, though, to what got
us there.
Rami Al-Chacar (08:47):
You know that's important too.
Shed Geek (08:50):
But tell me a little bit about your journey.
You started 14 years ago.
It sounds like you've done somework in the steel side, but,
you know, give us a littlebackstory on who Rami is, or how
.
Did you wake up one day and saythat's it, I want to sell sheds
.
Rami Al-Chacar (09:11):
So I did not grow up saying I was going to be
a shed salesman.
But I got a call from a guy fromchurch, and I was living in
Georgia at the time.
I went down, I went to probablyhaven't heard of it but Emanuel
College in Franklin Springs,Georgia, and I had just
graduated and was trying to findmy place in the world and just
it was not happening.
And I got a phone call one dayfrom a guy from church at home
(09:34):
so I'm from Burlington and hewas starting this shed industry,
and I was like I don't knowanything about anything, but
let's do it.
And I remember getting startedand one of the first questions I
asked is I need a spec sheet.
I want to know.
I don't know anything aboutconstruction, I don't know
(09:56):
anything about sheds, I don'tknow anything about anything.
I need a spec sheet.
And sure enough they actuallyhad one, which is interesting
because not many manufacturersdid at the time and it was, I
mean, down to the screw.
They had stuff and I would gothrough, and I would study it,
and I would ask questions likeOK, what's a stud, you know?
(10:19):
I literally did not know.
And so, I mean I was, you know,low mid-20s at the time, and so
I started learning.
And then, about what?
Six months, eight months intoit, we brought in a manufacturer
(10:40):
for steel who's been atBuildings at the time, and they
started doing like the carports.
Well, uh, something about itclicked and I really started, uh
, just studying on that.
That was my next thing.
And so, um, it got to where Iwas, they would they'd call me
(11:00):
and say, hey, can you, can youtrain this person?
Well, yeah, sure I can, I cantrain them.
Then was another person andthen all of a sudden it was hey,
do you want to, you know, bethe sales manager?
And at the time I was a littletoo green Uh, they will attest
to this Like, I've made a lot ofmistakes and was not the best
at it, but I learned so much inthat time frame.
(11:21):
And then, um, then I took abouta year break, about five years
in, and then after that break, Iwent and worked for one of the
manufacturers.
I was a business developmentmanager, so I would go around as
a representative for thecompany and set up new business,
new dealers and whatnot, andthey would call me and ask me
(11:42):
questions.
So, again, I was able to learnmore and understand the why and
then communicate that to mysales team.
And at the time I think I hadaround 80 to 100 individual
dealers not individual companies, but physical locations that I
had to check in with andsomewhere in that neighborhood.
(12:05):
It was a ton of fun.
I learned a lot.
It was an absolutely greatcompany.
It had good benefits I mean thewhole nine yards but after a
while that what do they call it?
Windshield time Is that whatit's called?
I was done so I stepped downfrom that and a couple of months
later I transitioned back overto the retail side same company,
(12:27):
hometown Sheds, and I've beenthere since about.
I've been back there since 2021.
So, with this companycollectively it's been nine
years.
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Rami Al-Chacar (14:08):
So yeah, so I've done a lot of training, I've
done a lot of learning and a lotof questions and just and also
a lot of sales.
So it's, it's a, it's a blast,for sure.
Shed Geek (14:22):
The travel time definitely is something I can
relate to.
It is it's fun, it's nice and Ilove the independence and love
being able to see new places,meet new people, all of that.
Since our grandbaby came along,we have slowed down a little
bit but we're ramping up forthis year, getting ready going
(14:43):
to try to hit some places thatare a little bit.
But we're ramping up for thisyear, getting ready going to try
to hit some places that are alittle bit what I would consider
nontraditional places that cometo mind whenever I think of
sheds.
You know, Minnesota, NorthDakota, south Dakota there might
be more presence there than Irecognize but I just assume,
based on some of the rural areasand the big spaces there, based
on some of the rural areas andthe big spaces there, that.
(15:05):
But we want to get around tomeet as many people if they have
product services or if theysell products, manufacture, haul
, build whatever, whatever it is, sell whatever it is they do in
those areas.
We're putting a kind of kind ofa casting call out there that if
we can stop by and see you andmeet you, we'd love to do an
interview with you.
That'd be great.
But moving on, you know you're,you're definitely in that.
(15:27):
You know, um the state that isas much known for steel
structures as just aboutanything, and I don't know if
you know this, but this, this,this is, uh Thursday.
So, on Monday, the third, wejust launched, uh, the steel
kings podcast hosted by ShedGeek.
So, we actually have some guysout of out of Ohio who are?
(15:49):
bringing you content everyMonday morning, or, yeah, every
Monday morning, just specific tothe steel industry and kind of
how those overlap and your storyand mine kind of are similar in
that that like we've workedwith or in or around the steel
industry some and also in theshed industry and they're almost
like um, almost like uh,cousins, if you yeah they're,
(16:13):
they're very complimentary, um,so fun fact.
Rami Al-Chacar (16:17):
Um, I would not set up a new dealer when I was
doing working on themanufacturing side unless they
sold jets, because I it.
It's a commitment I and Ineeded.
I needed people that werebuilding minded.
I don't mind if they sell allthe products, obviously that was
not an issue.
(16:38):
What I minded was that they'renot going to be distracted
trying to sell a house or tryingto sell a car, where it's like
they're already distracted.
And then here it is wherethey're trying.
I've got a customer that needshelp.
I need them to be able to havethat attention that they need,
and so they're already outdoorproduct minded.
They already have rent to ownset up, they already have
(17:00):
financing set up, they alreadyhave that whole venue
established.
All we need to do is put up acouple demos and they're
cruising.
Uh.
So, uh, I always recommendalways uh, if you're selling
sheds, sell carports, likealways, because you will, I
promise you will you will beselling double whatever you made
(17:22):
if you were just focusing onsheds and it's not always just a
volume like a sales volumething.
You're looking at doublingcommissions as well, because
you're selling two types.
You're able to meet twodifferent customers' needs
instead of one, and it goes along way.
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Shed Geek (18:48):
What have you found to be like the biggest
differences in the shed industryand sort of that steel
structure world?
What are the things that stickout to you?
I've got a few things that Ifeel like has kind of been just
chipping at me the last coupleof months.
Rami Al-Chacar (19:04):
Yeah, so sheds are.
There's a faster turnaroundwith shed customers.
So, your customer comes in, youcan have, they can make up
their mind on a shed in one dayWith a carport same thing, same
thing.
Where it starts differentiatingis when they're trying to do
those 30 by 40s and the 40 by60s and the big stuff.
(19:27):
Where they've been, they'repaying cash, they've been saving
up for it.
I had a lady a couple weeks agopulling out of her 401k like
she'd been waiting for thismoment, and so it's a process
and so there's a little bit morepatience involved.
With the steel structures.
(19:47):
There's a lot more attention todetail because every, every
steel structure company has aslightly different set of
engineering drawings.
Interestingly, they usuallyhave the same engineer I haven't
understood that one but theyhave different rules for where
(20:08):
you can connect to and thespacing for things and things
like that.
So there's a lot more detailand a lot more scope, and so it
takes a little bit longersometimes for them to actually
pull a trigger on it.
There's also a lot morecompetition because you're not
limited to a 30 mile radius or a50 mile radius or even a
(20:30):
hundred mile radius.
You're talking about, honestly,500 miles, sometimes radius,
and it's the same price and it's, or basically, the same price.
So your competitor in Kentuckyis the same price as your
competitor in inucky, is thesame price as your competitor in
, and you know, right up thestreet and it's yours, it's the
same price as you.
So it's coming down to yourexpertise and it's coming down
(20:52):
to your ability to eliminatefriction that is, keeping your
customer from placing that order.
Um, and and so it it it comesdown to not just price point,
although that is important, um,it's coming down to, uh, your
knowledge, your ability to getinformation they need and to
(21:15):
provide a product on a time, ina timely fashion, whereas with a
shed it's oh yeah, we havesheds and this is what we can do
, and you have, you know, insome cases, several competitors,
but they all have like theirlittle niche that they're kind
of trying to focus on, and soeverybody kind of keeps to
themselves is not like that withsteel structures.
(21:36):
So it's a big, big difference.
Shed Geek (21:39):
I've heard it said like the salesperson makes all
the difference in the worlddifference.
I've heard it said like thesalesperson makes all the
difference in the world.
You can take a A-plussalesperson in a C-minus
location and they'll outsell aA-plus location as a C-minus
salesperson Because you canovercome the differences right
with good sales process, goodcustomer service and really a
(22:02):
dedication to your profession iswhat I would call it.
And you know, I think about Idon't know people who have
discussed things.
You know about how salesprofessions almost kind of maybe
not look down upon, but I meanthere are there have been like a
lot of shysters in the past andthings like that.
You know that people feel likethey've just been kind of taken
(22:23):
advantage of through the salesprocess because things were
disclaimed.
Rami Al-Chacar (22:26):
Yes, there is a lot of stealing that goes on in
this industry and it frustratesme to no end because it brands
all of us with this badimpression and you'll have
actually some customers wantingto shop local because they would
rather pay maybe just a littlebit more than risk paying a lot
(22:52):
less sometimes and not know thecompany they're actually
purchasing the building from,not knowing the reputation of
that company, hoping they getall the screws put in right, the
reputation of that company, youknow, hoping they get all the
screws put in Right.
I mean it's just not sayingthat online industry, the online
side of the industry, isproblematic all the time.
But people are people are kindof tired of taking those risks.
(23:13):
So, being upfront, being honestand being knowledgeable on your
product, all checking all thoseboxes, it goes a really long
way in this industry.
Shed Geek (23:31):
Yeah, it's been so unusual and I'll tell you what
one of the things that I'vefound the differences in the
industries that kind of come tomind immediately for me is just
the fact that 100% of steelbuildings are built on site.
They're new construction buildsbuilt on site.
You know this isn't aninventory piece that you can
(23:53):
move, discount or sell.
They're basically sold off of adisplay model and the more I
think we focus on that and lookat how that affects the shed
industry.
That's why I've been askingsome of these questions right on
the Shed Sales Professionalspage.
So if you're a shedentrepreneur, a shed sales
professional, hauler, dealer,somebody who's involved in it,
why not join the page?
And, by the way, yes, if you donot list that you are in the
(24:17):
shed industry, we do not allowyou in, because we try to
protect the page and limit it asbest we can for that reason.
So that's why we ask thosequestions in the beginning, not
to be bothersome but to keepthis group as a beneficial group
to each other and we don't needa whole bunch of outside
influence coming in of peoplewho are not involved in any way,
(24:38):
shape or form in the industryspamming the page.
So Shed Sales Prof, salesprofessionals is the private
facebook group.
Go check it out, uh, ask tojoin.
We'll be happy to let you in ifyou are in the shed industry.
But, um, the reason I've beenasking some of these questions
is because I've noticed that,Rami, that, like you know, if
you take a look at some modelslike uh I asked the question,
(24:59):
did a poll, uh, recently youknow how many of your sheds are
sold that are new constructionbuilds or to be built or
whatever it is the terminologyyou use, versus an inventory
piece that sits on the lot.
I've been really surprised atsome of the data that we've been
able to find to support that somany people are selling new
buildings and it's like makes mewonder.
(25:21):
And it's like makes me wonderalways.
I always love to know that,because it's a, it's a good
challenge to sales people whohave inventory and they say I've
got to have triple, double,quadruple the inventory to be
effective.
Yeah, it just makes me wonder.
Right, it presents a goodargument and alternative point
of view.
What, what's your experience?
Rami Al-Chacar (25:40):
there.
So, there are differentapproaches to it.
It is great having inventorybecause someone can come in and
say I want that one, and let'sgo my personal experience with
Facebook Marketplace.
Now there are people that saytheir experience is different,
so I'll clarify there.
(26:00):
But my experience is when Ipost something on Facebook
Marketplace, it could be a stockphoto and clearly a stock photo
, and someone will still say Iwant this one right now and it's
just like you know.
Well, you gotta go through thewhole spill of well we can get
it in, you know, two to fourweeks or four to six, whatever
it is, and you know.
And so this is the whole thing,and they're needing something
(26:20):
yesterday, to which I kind offeel like saying, if you needed
it yesterday, you should havebought it two weeks ago.
But again, people will bepeople and customers will be
customers.
Shed Geek (26:37):
People are going to people is the way I heard
somebody say People are going topeople, they will.
Rami Al-Chacar (26:42):
They are creatures of habit too.
So, uh, in saying that thereare a lot of benefits to having
uh inventory, uh, on the flipside of things, it alleviates
pressure from your manufacturerswhen they're not having to
stock every building with 50buildings which is used to be
(27:02):
the model and you take, I meanas a retailer sometimes people
don't do this math, but ifyou're on consignment, for
example, I mean 50 times youknow if your average building is
$6,000, I mean that's a lot ofinventory and times that by.
(27:23):
You know you have dealers andit's just like you know who has
this kind of money in thiseconomy anymore.
So we had, we, as in retailersand manufacturers, had to kind
of reinvent the wheel a littlebit.
So, because inventory istechnically going to be down Now
, the flip side of that is, youknow, now there's more
(27:43):
opportunity for morecustomization.
Let's have fun with it and so,and then insert Idea Room stage
right kind of thing where youknow we can build it right here
on the screen, we can do ittogether.
Here's exactly what it's goingto look like, or exactly what it
should look like if Idea Roomwould fix the color schemes look
(28:06):
like, or exactly what it shouldlook like if idea room would
fix the color schemes, uh, butuh, but no, it's uh, it that
idea room in particular, uh,which is, you know, the shed
builder, um, uh, really changedthe dynamics of both shed, uh,
shed building and carport,especially on the carport side,
but also on the shed side, uh,to the point where it was almost
(28:26):
timed perfectly, because Ithink Idea Room started doing
their thing back in like 2018,19, somewhere in that
neighborhood, and then theeconomy kind of jumped
everything up, so we had theability to show a customer
exactly what they're looking forat the same time, where that
manufacturers couldn't get outconsignment inventory anymore,
(28:48):
and so it was really good timingon our part.
But, either way, if you're stuckin a situation where you can't
get inventory, use it to youradvantage.
If you can get inventory, great, you know, you know, you know
what the advantage is.
If you can't, then find a wayto um, uh, to use it to your
(29:11):
benefit.
Oh, we're fully customizable.
You know, everything is, youknow, uh, you know, spec'd out
the way, exactly how you want it, uh and it and just.
You can do that.
And if you're, if you'restruggling with the inventory
side of things and you have abig lot, for example.
That's another reason to getcarports back to that where you
(29:35):
know you can get a couple ofdemos out there and look full
again.
Now they're not going to sit up, you know.
Set you up with you up withfive, six, seven demos
necessarily, but even two orthree sometimes, or four really.
I mean they take up good space,they look good, they look clean
, you make some money off of itand your customers are attracted
to.
Yet another thing goes a longway and it really offsets your
(29:58):
again your problem with some ofyour inventory struggles.
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Shed Geek (31:12):
For people to be able to see you know, when you're
trying to write things down orshow them something or explain
it, it just makes such adifference.
Even our marketing segment thatwe promote at Shed Geek, we have
(31:34):
found it to be so dynamic forour customers to have the
utilization of a 3D configurator, because there's just so much
that you can do with it,especially as we move into a
retail world where, oh gosh,like I mean, it's not even just
3D configurators anymore, it'sAI, right, it's there's.
There's going to be so manydifferent changes coming up in
(31:56):
the industry over the nextseveral years and you're going
to see that technology and someare going to struggle and some
are going to thrive, and youknow it's just a matter of like
making sure to get your messageout there building a good
product, releasing it, providinggood customer service and it's
the same thing that we all haveto do.
(32:17):
You know, if you own a business.
I had a question for you and Iwanted to maybe try to get into
some of the questions that we weme and you had some
conversation about on there.
Rami Al-Chacar (32:36):
But I got one question before I forget that I
wrote down and I wanted to ask,as a 14 year veteran, what is
your best piece of advice for ashed dealer, maybe even a new
shed dealer?
Oh, um, know the product.
Like the first thing I saidwhen I was kind of explaining
some things and that know yourproduct and know your
competitor's product.
Honestly, know your competitor.
You never know when.
(33:00):
That one random piece ofinformation, even if you have
the exact same brand, that onerandom piece of information that
you, that, that you're, even ifyou have the exact same brand,
even if you'd like, as yourcompetitor, even if you have the
exact same brand, it's theexact same buildings.
If you know your product andyou present your product, it
(33:20):
you're going to get that salebecause you're, uh, you're,
you're sounding moreknowledgeable and you're and
you're providing them withinformation.
The customer may not evenrecognize that it's the same
exact shed or steel building orwhatever, but because you talk
about your three-quarter inchflooring or your four by six
(33:42):
runners or whatever it is thatyou're doing, just mentioning
those things, uh, goes a milewith these customers.
Um, so, just knowing theproduct backwards and forwards,
upside downs and just it.
You can't beat it and it's.
It is an invaluable piece um inin any industry, but especially
(34:07):
this one.
Shed Geek (34:08):
So, I got to know people.
Honestly, Rami, I would go andsit down with the competitors
and try and understand them andtry and understand their product
and be friendly towards themand also do my best to know what
sets me apart.
Why am I different?
What is the reason?
Someone might you know, I'mgiving a sales presentation
(34:29):
tomorrow in Indiana and you knowthat's one of the things that
I've been asked to speak on islike why would a customer
purchase from the customer'sperspective, why would they
purchase one of our storagebuildings versus anybody else's?
I mean, there's so manyavailable, but what would set us
apart?
Why would be different?
Why would the customer chooseus?
(34:50):
So, I've really been digginginto this on the sales
presentation, I can't wait tospeak at their, their dealer
event.
Yeah and uh, it's just exciting, right, it's.
It's exciting because I took Itook that as a literal challenge
for me as I sold sheds anyway,it was like how do I know people
know processes, what you know?
(35:11):
Where can I learn from others?
I mean, I've not just, you knowdone this so that I can be a
megaphone to tell people how orwhy to do things.
I've, I've been a greatlistener, right.
Podcasting seems seems to be atalker, but it's.
It's because I've listened somuch.
I've really been a student ofother people.
I was taught that if you wantto know how the CEO got to where
(35:35):
he is, you take him to lunchInstead of being like, well,
I'll never make it there, or hegot an unfair, or I was always
like.
Go to them and be like successleaves clues.
You know that's what GaryVaynerchuk says.
You know success leaves clues,so I think that they appreciate
it.
You go and take them to lunchand say, hey, I want to be
(35:56):
better, I want to learn more, Iwant to do more and you've
already got the keys to thesuccess.
So how can you help me getthere?
And I think that goes a longway if you'll just get your ego
out of your own way.
Rami Al-Chacar (36:12):
It does.
Shed Geek (36:17):
Yeah, so great, great advice, product knowledge.
I can remember Andrew Woods.
I've talked about him severaltimes on the podcast.
God rest his soul.
He was an LP rep and thecompany that we used you know so
Gens4 used LP as a product andI never will forget him showing
up his first two weeks on thejob and I was so already
knowledgeable about certainthings that I was like I can't.
I couldn't wait for you to gethere.
(36:37):
I got all kinds of questions toask you and I asked that dude,
you know a million questions andhe wrote down to his credit.
He wrote down every one of themand he wrote down to his credit
.
He wrote down every one of themand he said I don't know the
answer now, but I'll get back toyou on that, and he did.
He followed up with me on everybit of it.
Rami Al-Chacar (36:52):
And that's kind of another point.
To transition, not transition,but to slingshot from that from.
My other one was if you don'tknow, then don't guess.
Shed Geek (37:04):
Yes, absolutely.
Rami Al-Chacar (37:06):
Yeah, guessing is the worst thing.
One thing I'd like to sleep,you know, is I don't like to
sleep as in all the time, butlike when I'm doing this, when
I'm asleep, I need to sleep, andI don't like stressing about
work.
So, if I've promised somethingand I've over promised something
, I'm going to be stressed outall the time.
(37:28):
So, rather than guessing, Ieither have studied to where I
already know the answer and I'mconfident about it, or I say I
don't know.
And there is something justbeautiful about being able to
say that, and it's also buildinga little bit of a rapport with
your customer as well in certainscenarios, because they don't
(37:51):
think you're.
You're the yes man you're not arobot.
You know what I mean.
Shed Geek (37:55):
Like you're not a robot who just always has the
answer.
I was.
You know I have a little bitdifferent philosophy.
I had a boss one time that saidtheir philosophy and it works
for them and that's great and Iencourage them using you know
what they feel like it'sbeneficial for them.
But they said the answer isalways yes until the answer is
no and I was like, ooh, I don'tknow if that sits well with me,
(38:15):
you know what I mean, like justtell them yes because you don't
want to create any problems,controversy, you don't want to
stand for nothing, you don'twant to disrupt the sale or
anything.
You just say yes until you haveto tell them no.
And I've kind of taken a littledifferent approach.
I don't, I don't, I'm notchastising that approach.
It's their approach, it's theirprerogative, you know.
(38:37):
But for me I've always been like, I don't know, I'm a maybe a
little bit more of a uh, almost,almost a cautious, almost a no
until it's a yes, to be honestwith you.
And yeah, I have normalized inmy life and encouraged others to
, whenever you're caught with aquestion that you feel obligated
(38:58):
to answer and you don't knowthe answer or don't feel
confident, that it is not anegative thing to say.
You know, I'm not sure aboutthat, but can I get back with
you on that?
I've normalized that in my life, even outside the shed industry
, whenever someone asks mesomething, I used to feel like I
had to have an opinion, or elseI didn't look educated on it,
(39:19):
or I looked.
Well, I'd lose this opportunitybecause, you know, I don't seem
like I'm in the, in the know,but I, but I have normalized
saying not only no to particularopportunities sometimes, but
I've also normalized just sayingI don't know the best answer
there, but I know someone whomight be able to.
Can I get back with you on that?
And people accept that they'reokay with that.
Rami Al-Chacar (39:42):
They do, and you will be surprised at how well
no is received, becausesometimes, sometimes they don't,
sometimes they just need toeliminate an option that I just
have anchored to it's.
Customers suffer from paralysis, from analysis, where they just
(40:09):
have so many options that theyjust they vapor lock, and so
introducing a no to the equationstarts neutralizing some of
those fears or some of thoseconcerns or some of the anxiety
that they have.
So, no is very, very powerfulin a sales industry.
Now, it can be used for good orbad, so don't mishear that, but
(40:34):
it is a very, very useful tooland it can save you a lot of
time.
For example, if you're prettysure that the steel structure
company isn't going to put alean to on the side of someone's
house, like as in you know, butyou're like, well, let me let
me check.
(40:55):
Now you're.
You already know what theanswer is going to be.
You already know that there'sno one, but now you're wasting
20 or 30 minutes of your lifewhich is money, and it's in a
commission world trying to findmaybe somebody where you could
have just gone to the next thingwith this customer just by
saying no.
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only high in quality but alsorich in innovation.
You might recall my friend, DanRheaume, one of my early
(41:35):
podcast guests, who introducedSolar Blaster fans, specifically
the Solar Roof Blaster.
Dan has been busy handlingorders and he's eager to speak
directly to shed builders abouthis groundbreaking products.
What stands out to me aboutDan's products, designed
specifically for sheds like theSolar Roof Blaster and the Solar
(41:56):
Light Blaster, is how theyenhance the shed owner's
experience.
With the focus on quality, it'stime to start thinking about
adding features and benefits forthe end user.
Here at Shed Geek, wewholeheartedly recommend Solar
Blaster as the solution.
My favorite thing about theentire line of products the
support you'll receive from Dan.
(42:17):
Not only is he incrediblyknowledgeable about these
products, but he's also one ofthe most customer-focused
individuals I know.
He truly stands behind both hisproduct and his service.
We're searching for companiesready to elevate customer
satisfaction to the next level.
To learn more, just visitsolarblasterfans.
com and fill out some basicinformation for a callback or
(42:40):
connect directly at 480-747-7097.
You can also check out the ShedGeek newsletter, where a click
on the Solar Blaster ad willguide you to a form for more
information and some cool videosshowcasing the products.
Let's power up innovation andelevate customer experiences
(43:01):
together.
Shed Geek (43:04):
Great point, man.
I love the conversation.
You're such an easyconversationalist too, and I
know you're going to find thishard to imagine that we've been
speaking for 40 minutes already.
That's what I tell people onthe industry.
I tell people all the time.
You'd be surprised at howharmless this is.
Just hop on here and do apodcast for those who are for
those who would have really goodstories, offer really good
advice but are just a little bittimid.
(43:25):
It's always recorded.
It's you know, it's never, it'snever live, so we can edit
anything out.
But it's very simple, just toget on here and have a
conversation and it's verybeneficial.
Especially, I wish I couldshare with you guys all the text
, emails or messages that we'vegotten.
That said, I really enjoyedthat episode, or I want to reach
out to that person, or you know, that person probably felt like
(43:48):
they didn't have much to offerand it ended up being like the
most listened to podcast ever,you know, and they're like well,
I didn't really think I hadthat much and all of a sudden
they are just dynamic in termsof content.
Thank you for listening to partone of a two-part series.
Be sure to tune in next weekfor more engaging conversation
(44:10):
here at the Shed Geek podcast.
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