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Tom:
Mike, what does success mean to you?
Mike:
Tom, over the years I’ve learned that success should not be based on what has been accomplished or accumulated but rather on what was given up over the years in order to achieve that success. There lies the true value and meaning.
Tom:
When you say accomplishments, obviously you have accomplished a great deal. Would you review a few of them for me?
Mike:
I started in the pool business while attending Bishop Gibbons High School in Schenectady . I worked at Carmen Goody Imperial Pools in Colonie in 1972. After graduating from Saint Michaels College in Burlington Vermont where I received my degree in Corporate Finance, I was promoted to General Manager there. In 1980 I purchased a small pool service company located in Latham named Concord Pools. The company installed about 40 pools that year.
Tom:
What happened after you took over?
Mike:
Wow, that’s a long time to recap in a few words. God has blessed me with the good fortune of attracting and retaining quality employees. Our team of men and women at Concord are second to none, and I mean none! This company has grown into a $15,000,000.00 organization that has received literally every top award in the pool industry. Our average length of stay for top management is over 25 years and 18 years for construction personnel, which is unheard of in this industry.
Tom:
That is impressive. Mike, I know Concord is synonymous with quality and innovation, could you tell me why that is so.
Mike:
Concord Pools is always thinking “outside the deck” as I put it. We pioneered Negative Edge pool construction and invented the world famous I-Brace as well as radiant heat for pools. After the downfall of most of the steel pool manufacturers back in the 80’s, we partnered with Pacific Pools and Latham International to create the strongest and most advanced pool structure available today. Total non-corrosive swimming pools to last for years of carefree enjoyment for our clients.
Tom:
Mike, your company has so many awards up on that wall, could you pick out a few of the most important and tell us a little about them.
Mike:
Well Tom, “our” company has been nationally as well as globally recognized by so many publications and organizations Concord is a “Hall of Fame Inductee” of the AQUA Magazine and “AQUA 100” recognizes us as an eight time winner of being in the “Top 100 Pool Company’s in the USA ”. We are also a Pacific Pools “Hall of Fame Inductee”. They are the largest swimming pool manufacturer in the country.
Tom:
That is impressive, however what took place this year I saw in the local news?
Mike:
2005-2006 was and is very surreal for me. This past year in Orlando and again in Las Vegas Concord Pools was named as a “Power 50” Company – one of the top 50 retailers in the country. Along with that we won the “Masters of Design” award, one of only two individuals in the USA . Then like living a dream, we won 1st Place in North America for vinyl liner swimming pool design. No other pool company in history has ever accomplished this.
Tom:
You need more walls!
Mike:
That’s my life up on those walls. I could never have done any of these things without my family at home and here at Concord .
Tom:
But isn’t there one more you are leaving out?
Mike:
Well, since you brought it up – in Orlando I was awarded “Pool Dealer of the Year” for 2005-2006 by Pool & Spa News for all of North America .
Tom:
That is the highest award in the industry is it not?
Mike:
Once again, the answer lies within your point of view. I would trade all of those for just these two smaller ones.
Tom:
And what are those?
Mike:
That one is a picture of my family and the other a plaque from my employees.
Tom:
Congratulations, that’s really great. Now this will link to the article and potential links.
Mike:
www.AquaMagazine.com go to Hall of Fame and Award Winners, www.PoolSpaNews.com, www.ConcordPools.com. We have four locations Guilderland, Latham, Clifton Park and 136 South Broadway in Saratoga Springs Dream Center .
Tom:
The South Broadway location seems to be very unique. Could you share a little bit about your South Broadway location and what you’re doing with it that’s different?
Mike:
The concept with dream centers came about on the west coast. Quite frankly, there are certain communities and locations where people have the money but they don’t have the time, they want to invest their hard earned money but they don’t have the time to visit pool, fence and landscape companies. With a single pass through the door here at Concord ’s Dream Center you can choose the swimming pool you’d like along with a spa. We can show you landscaping, fencing decorative decking, brick pavers, irrigation and financing all in one visit. That way a customer can come in, we can define and meet their expectations for their entire backyard living project and save them very valuable time, thus offering them a more in depth service for their dollar.
Tom:
Now back to the question, what makes you different form other pool dealers in this area?
Mike:
Many things, one is our longevity, we’re durable. Throughout the years we’ve learned to work hard and stay focused. My employees treat Concord right and we treat them right. I think number one is we’ve stayed together. We manufacture everything we sell. This means there is no room for error. Our consistency is true and predictable. We produce the finest pools that money can buy. Without advertising we dig from frost to frost. We are the largest pool company in Upstate New York. Since I’ve taken over along with this group of fine individuals at Concord , we have never been without a pool to install from the hardest of frost in the spring to the hardest of frost in the fall. We put in approximately 300 custom pools a year. This past January we were awarded to Latham Internationals “Lifetime Achievement” Presidents award in Orlando at the Grand Floridian at Disney. This award stands for a lifetime achievement in the pool business. Concord Pools was also the innovator and patent holder on the world famous I-Brace system, which all of our pools are built with. We also are the inventor of radiant in-floor pool heating. I traveled the continental United States and several off shore sites lecturing on the in-floor heating system construction process.
Tom:
As a company obviously volume wise, you are at a certain point and you’ve now finished your Dream Center for Concord . Are you going to change your other locations to the same type of center or are you going to stay the same?
Mike:
No. Each one of our locations is geographically specific to our clientele. Our Latham store is a 25,000 square foot construction center; it’s an ultra modern showroom (Beautiful) however all of our construction originates there which is unique. We have a satellite store across from the entrance to Crossgates mall, which is specific for that location as well. Our pool and spa center located on Exit 10 Ushers Road and Route 9 is impressive as well. Concord Pools predicts to exceed $15,000,000 in gross sales this year, which will put us in the top 25 pool retailers in the United States. As I kid with my peers that travel with me, “We do it in 9 months”
Tom:
Explain how you staff your operations.
Mike:
We have all in-house employees for all retail operations. As far as construction, we are 60% in-house, 40% variable contractors. I don’t particularly like the term sub-contractor for variable contractors due to the fact that they truly work for us from frost to frost by their own choice. We always have enough work to keep any qualified pool builder busy. I like to think that if anyone is anything in the swimming pool industry, with the utmost respect they work for Concord Pools. We offer our employees security, consistency, compassion and concern. I kid my customers quite often. We take this business very seriously but I tell my sales associates, never take the fun out of it. I’ve been doing this for 35 years and I still love coming to work, because it’s fun. There are some times when it is trying but for the most part it’s a lot of fun. I joke with customers that there is no trailer hitch on the outside of my building. We’re still going to be here. The average life of a pool company since 1967 was 5.2 years, some as short as 6 months. Our competitors are boats, RV’s, summer homes and of course the weather. Quite frankly, I couldn’t name you most of the pool companies around us because we are oblivious to them. We know what we’re doing, we’re committed to it, we constantly train and recruit, we have a tremendous education budget every year. We do what we do our way and we do it the best that we can and therefore we are always ahead of the industry. I like to think we’re not leading our niche but rather have our own niche. We are the only pool company in Upstate New York (and this is a fairly gutsy statement I would think to someone reading it) that can build different projects at one time that are presented to us. We build pools that are $25,000 we build pools that are $250,000. We have the ability to perform. I don’t know of a quality builder that does not use us as a specific pool contractor of choice. It takes the worry off of things. We are a professional organization: we carry the proper insurance and bonding. Our presentation is top-shelf. Right down to etiquette and manners. Everyone at Concord Pools works on incentive, the company grows, you grow, the company does well, you do well. Our handbook is our bible it is tough and non negotiable. If you’re here 20 years, that touches my heart however, that does not necessarily mean you are inline for a promotion. If you are with me for 6 months and you have been stellar, you know you are inline for a promotion and you’ll climb the ladder fast. It’s all accountability.
Tom:
So you give incentive and inspire them. Since the company has longevity and security to someone who is mobile and wants to work for a living you have that available to them and that’s great.
Mike:
Success is where hard work and long hours meet. It’s funny how that works but I don’t remember the last time I was asked for a raise because they are self-given in our system.
Tom:
Obviously you’re doing a lot of hard work, with your schedule and traveling. And I know your son used to work with you. Was it Anthony?
Mike:
Yes, as a summer job. Now he’s headed to med school.
Tom:
When you’re traveling, does your wife travel with you?
Mike:
Yes. I’ve been married for 26 years, and together for 30 years. We travel together. She grew up with me in the industry. She knows all the other members of this industry. I’m a level 400 instructor for A.P.S.P. which is the International Association of Pool and Spa Professionals. I travel giving lectures on in-floor radiant heat and advanced vinyl liner pool construction techniques such as; negative edge pool construction. I am also the Chairman of the Showcase Builder’s Counsel of Latham International.
Tom:
What is Latham International?
Mike:
Latham International is the parent company of Pacific Pools based in Latham , NY who is currently celebrating their 50th Anniversary. They are the largest pool manufacturer in the United States . And we are their largest dealer in the United States . And the Showcase Builders Counsel represents hundreds of nationwide dealers, the “best of the best” in the pool industry. We travel extensively giving educational tutorials to different pool companies throughout the nation. We are big on education. At this stage in my career, it’s time to give back a bit. The industry has been very good to me as well as my family and the employees at Concord Pools. It’s nice to give back. It’s very rewarding.
Tom:
You had mentioned that you had work with Saratoga Hospital .
Mike:
Yes, the Saratoga Care Foundation, along with many other great companies.
Tom:
Talking about giving back to society.
Mike:
Yes, when my accountant at the end of each year looks at our books he gives me a slanted look at our donation line item. And as time goes on and the company grows, we do give back. And they say give until it hurts and we really do, and it’s with a great amount of pride. This past year just to give you an example, we donated a dream backyard which was the largest single item ever auctioned off at the Saratoga Care Foundation Auction.
We were happy to be the company to put that together. This past summer Concord Pools donated $40,000 gift-in-kind to the city of Saratoga Springs Splash Parks that were newly installed for the children of Saratoga Springs . Being an active business member and resident of Saratoga Springs, I found that the need greatly outweighed the expense. We were happy to be a part of that as well, an honor.
Tom:
What was the value of the dream backyard that you mentioned?
Mike:
$68,000 was raised for a single bid item. We support the Saratoga Care Foundation Auction every year and are honored to be a part of it.
Tom:
What’s next Mike?
Mike:
Living long enough to watch our company grow even further, watch my children develop into happy and healthy adults and maybe even play some more golf, God knows, I need the practice.
Visit Concordpools.com and click on “Meet the Staff” to meet all of the members of Concord Pools and Spas.
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Executive of the Month