MANAGEMENT | By Michaelle Bradford
Tips for working
with home builders
Angel Martin, Affordable Closets Plus, discusses how
she developed a one-on-one relationship with a local
While there may be many
challenges to working with builders,
there are also major bene;ts. The key is
to develop a process that is sustainable
for your closet business and helps your
company reap measurable dividends.
Angel Martin, Affordable Closets Plus,
located in Bangor, Pennsylvania, says
her goal is to partner with local home
builders – preferably more than one.
Although you can initially start out with
one depending on how many homes
they build a year, ideally the plan is to
become a true resource and vendor for
that builder’s design centers.
“My goal is always to be not just a
one-shot deal,” she says. “I want to be
their go-to person whenever they think
of custom home organization solutions
– and not just the closets, but for the
laundry room and garage as well. That’s
It is important to emphasize to the
builder that your solutions go far beyond the closet, she adds. The builder
may not realize your capacity so the
sales pitch should encompass all of the
services you provide.
Martin says she is ;nding, at least in
her market, that many of the custom
home builders are trying to expand
their partnerships with suppliers in
a way that can increase the diversity
of the consumer in terms of not just
getting high-end clientele, but also me-dium-priced clients who generally opt
for just the basics.
“A lot of these home builders are trying to set themselves apart from other
standard builders,” Martin notes.
Home builders want to work with
customers beforehand and have many
of the custom upgrades tied into their
mortgage, making the home completely
“You have all the upgrades that you
want, so it’s turnkey,” she says.
This approach by home builders provides valuable opportunities for closet
design businesses, bringing in more
customers overall and providing a path
to a more sustainable partnership as
opposed to sporadic business.
“Our goal is to be a part of a true
partnership with home builders and
that’s what I would encourage all closet
companies to try to be in their market,”
“If you can become partners with at
least one custom home builder and become a true resource for home organization for the go-to person at their design
center, it’s key. They can then go and sell
the solutions that we can offer to home
buyers that drastically [differentiates the
builder] from what other standard home
builders are offering. It makes the homes
much more attractive.”
Affordable Closets Plus has been
working with one such local custom
home builder over the last year. They
were referred to the project by another
local custom kitchen cabinet company
– a medium-sized business with which
they often work. The project consists of
eight townhome units priced at over $2
million each. The building is located in
New Jersey near a train station, making
it practical for commuters going into
Ne w York City.
Learn more about Affordable Closets
Plus’ experience with home builders
as well as details about the project at
Relationships between home builders
and closets manufacturers results in a
win-win situation for all.