From Our President

Thank you for visiting our site. For over 25 years DEC International has delivered exclusive content to thousands of companies just like yours! What makes us different and of value to you is the wide breadth of services we offer that allow you to time your sales efforts more effectively than anywhere else. DEC has a unique outlook on researching; we believe it is a cooperative effort between our Members and ourselves. Finally, we know that we work at your pleasure.

Allan Feifer
President, DEC International

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Recent blog posts

mandeskphone

  • I don't know who you are.
  • I don't know your company.
  • I don't know your company's product.
  • I don't know what your company stands for.
  • I don't know your company's customers.
  • I don't know your company's record.
  • I don't know your company's reputation.
  • Now- what was it you wanted to sell me?"

Moral: Sales start before your salesman calls......... with business publication advertising.

 

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Grow or die is not just an old cliché!

track-runnerAlmost all of us like to read articles and lists that deal with superlatives. The best this, the largest that. Seeing that list of the 25 largest, biggest or most admired makes us aspire to be just like them. Too often though, that fame can be fleeting. Pick up any annual ranking of just about anything, go back 10 years and look at the same list. You’ll likely find that many of the companies and people mentioned are missing in action. Today’s star is tomorrow’s road kill.

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With all the conflicting signals which direction makes sense?

tealeavesWhat’s happening with residential and commercial construction in the Atlanta region and what to expect going forward? That’s our task for the day but first, a little bit of history to put things in perspective. Through the nearly 35 years we’ve watched the Atlanta region there has been a tendency for residential to lead commercial construction activity, but not always. At times, new arterial roads and highways become significant growth vectors that lead to commercial activity preceding residential construction. In the classic “build it and they will come” concept that’s all you need, but in practice that does not always work. This was particularly true on the south side of Atlanta where commercial got way ahead of residential construction with dire results for some. Commercial construction pulled way back but did not experience the expected foreclosure cliff forecasted by many pundits. We are still absorbing a lot of properties, even to this day. However, shortages are developing in more than a few geographic areas and a general shortage of land for homebuilding (again in specific areas) is putting some of those old metrics back into play. Commercial is not dead!

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Client Retention: The key to long term success and profitability

Golden GooseWork is booming right now. Particularly so in the single and multi-family sectors. This writer is pretty long in the tooth and remembers how cyclic our industry is. Boom today could be bust in just a few months. We don’t predict that happening; we just know that too many of us don’t keep in mind how important client retention is. Another trap some members are fighting is their dearth of available time leading to putting out whatever fire is most expedient at the time. Sooner or later, that kind of management will bite you. Staff appropriately or risk eventually losing that backlog.

With all the studies out there on the cost of finding a new customer, you would think that the relatively low cost of retaining a client would be a no-brainer. Oh, would it not be so! Today, we will spend a few moments pondering the obvious and not so obvious. Read along with me.

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Top of Mind

What does it take to be an ace salesperson? The perfect product that is in demand? Great training, an incredible script, superior leads, a wonderful team that delivers on time and perfectly? What about better pricing than your competitors and industry respect? Could you name some other factors that would ensure your success? I’ll bet you could. However, none of these factors by themselves or in combination will not ensure your success.

In over 40 years of buying and selling I’ve heard every reason for success or lack thereof. I’ve seen this or that surefire sales technique, method, strategy or fad and, I’ve seen them reborn and recast in different names and at different times. Ever since the first wine was sold by a merchant perhaps 20,000 years ago some were good at it and some were not. Why are some more successful than others?

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Products

Business Facts - Learn about new businesses.
Planning & Zoning - Early real estate development information.
Permit Facts - New construction and renovation permits.
Atlanta Housing Report - Permits for new construction.
Bid Facts - Private sector pre-bid & bid stage.
Prospect Facts - Early stage information.

Contact us

You can visit us here to contact us, or use the information below.

  • Address: 2850 Johnson Ferry Road Suite 200, Marietta, GA 30062
  • Telephone: (770) 578-0025
  • Fax: (770) 578-0249
  • Toll Free: (800) 718-5323
  • Email: sales@dec-international.com

Our Location

DEC International is located right in the heart of the Atlanta Metro.  This allows us to provide the best possible reporting!