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President:
Len Kopec, President, The Wolf Organization
Craig Danielson, President, Wolf Distributing Company
Major Products: Cabinets, Composite decking, Railing systems, PVC trim, Siding, Ceilings, Miscellaneous building supplies
Customer Focus: Independent Lumber Yards
Market(s): New England, Middle Atlantic, Virginia, MD, DC market.
A quick conversation with President and CEO Len Kopec, who is also a NBMDA board member:
How long has The Wolf Organization been a member of NBMDA? Why did it join?
Kopec: 40 years. We were looking for an association connected with the building supply industry.
In what ways does NBMDA provide value to your firm?
Kopec: Networking opportunities, education, industry surveys and a way to give back to an industry that has been so good to us over many years.
Did you attend the 2007 Annual Convention & Tabletop Business Session?
Kopec: Yes. I never walk away from one of these sessions without an idea I can implement upon my return home.
When did you join the Distribution Industry? Why?
Kopec: 1970. As a young man it seemed like a good way to make a living. I've never been sorry.
What do you think is the most exciting aspect of your position and/or the industry?
Kopec: The industry provides a continuous stream of new products that make the consumers' lifestyles better and that creates a nice feeling.
What do you think is the most difficult aspect?
Kopec: Dealing with cyclicality and seasonality challenges that force creativity to be a high-priority in dealing with these situations.
What industry topics is The Wolf Organization addressing on a regular basis?
Kopec: The rising costs of health care, fuel, pensions and a difficult housing environment are all focuses of our attention.
What does The Wolf Organization do to navigate the ever-changing workplace safety regulations within the Industry?
Kopec: We have a safety director who has done a marvelous job of accident prevention and cost containment.
What is the impact of the housing decline on your firm? How are you responding to these challenges?
Kopec: From what I can tell from benchmarking the industry is that we are outperforming our peer group in one of the most difficult periods the industry has ever seen and for that I am most thankful to all our employees for the extra effort they have put forth.
How is your firm addressing the growing trends focused on green building?
Kopec: We are adding green products to our mix and educating our employees and customers on green issues.
What does The Wolf Organization do to keep its sales team up-to-date on new products?
Kopec: We have regular sales meetings and have the sales force involved in product selection.
Does The Wolf Organization have a formal process for evaluating customer needs and handling feedback?
Kopec: Yes. We do customer surveys and hold customer advisory group meeting to get the voice of the customer.
What are the newest ways that you are leaveraging technology to add value to your customers or remove costs from the channel?
Kopec: We run SAP as our ERP system and have doubled our revenue with the same head count. Enough said!
Describe the current state of distributor-manufacturer relations from your viewpoint?
Kopec: This is an area of real opportunity with both parties guilty of sometimes not recognizing that partners with the same objectives will deliver the market far more efficiently and effectively than two parties with different agendas. Strictly from a distribution standpoint, when we find partners who understand that it takes a reasonable margin to cover costs associated with delivering the market with all the value-added activities a distributor can offer, we both benefit by the larger-than-normal share we are able to generate.
We have documented proof (that between) a partnership and a contentious relationship, the partnership wins out every time.
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Member Segment
