NCI Building Systems Acquires Able Door Co.
IF YOU HAVE THE CHANCE to visit the headquarters of Able Door Co., you will witness a business environment filled with employees who are upbeat and positive about the future. When your curiosity finally gets the best of you, and you ask an associate why all the good karma, he would more than likely attribute it to the recent acquisition of the company by NCI Building Systems.
Houston-based NCI is the largest consolidated group of manufacturing companies marketing a variety of metal building products and services to the construction industry. Able Door, also based in Houston, has always had a good reputation in the residential and commercial door industry as a quality supplier of steel sectional doors.
Also under the NCI company umbrella is DBCI, a major manufacturer of steelcurtain, roll-up doors for the self-storage and commercial door markets. “The addition of Able is a critical, strategic advancement,” says Sam Stone, director of business development and marketing for DBCI’s commercial door division. “It supports our strategy to use any opportunity that will augment our dominance in the steel-curtain, roll-up, commercial door market.”
With corporate headquarters and a manufacturing facility in Houston, Able services its dealer network through distribution centers in Atlanta, Dallas, Oklahoma City, Okla., and Ontario, Calif. The company began in 1981, and is a member of the International Door Association.
Atlanta-based DBCI operates three, full-service manufacturing facilities in Atlanta, Chandler, Ariz., and Houston. The company also has a satellite distribution center in Sante Fe Springs, Calif. This parallel of facility locations will allow Able and DBCI the opportunity to tandem resources as well as provide a more effective and efficient service venue for its network of dealers to buy commercial and residential door products.
Don Odom, Able’s national sales manager, is a highly respected veteran of the garage and commercial industry. “I am very excited and optimistic about the future for Able Door Co.,” he says. “The resources and support we now have at our disposal as an integral part of the NCI Building Systems group will enable us to reinforce and enhance the prominence of Able products in the marketplace. Initially, our focus will be on reviewing present and new product development issues and broadening our distribution efficiencies.”
Odom compared the new Able Door to a locomotive that just received a new engine and fancy paint job, waiting at the station while being fueled and loaded up for new horizons. On the side of the locomotive is a big banner that reads, “Attention door dealers, if you want to be a part of the new ‘A’ train, you need to get on board now.”
The Able product line of commercial steel-sectional doors includes ribbed steel, insulated-ribbed steel with bleached liner backer, and insulatedribbed steel with steel backer. “Our marketing strategy is to competitively establish long-term business relationships with our existing dealers, as well as new dealers and distributors in the geographical markets surrounding their distribution centers,” Odom says.
There are other marketing correlations between Able and DBCI that go beyond product infusion. The two companies also share the same marketing strategy. Over the past two years, DBCI has built a strong, door-dealer network and eliminated the DBCI “deal du jour” sales approach. “Our new marketing approach is far from conventional,” Stone says. “Our growth with the dealer network is not just the result of having the best product and services. Our dealers trust us because they know at DBCI, ‘commitments made are commitments met.’ Since 2002, our commercial door business has been in a steady upward trend, and the outlook for the next two years looks even better.”