DEALER INTERVIEW | MARCH 5, 2018 LATHAM & WATKINS...LATHAM & WATKINS BILLING We will work with...
Transcript of DEALER INTERVIEW | MARCH 5, 2018 LATHAM & WATKINS...LATHAM & WATKINS BILLING We will work with...
DEALER INTERVIEW | MARCH 5, 2018
LATHAM & WATKINS
How we work is changing.
Furniture is changing.
Our process has not changed.
We have mastered the art of designing, producing and delivering furniture, however, what we have not mastered is the client experience.
“ “THE STATE OF OUR INDUSTRY:CBRE FURNITURE FORUM FINDINGS
WHAT MAKES US DIFFERENT
Simply put, our industry is due for change in a major way. At Empire, we strive to be the pioneers of change within our industry.
Yes, we are the largest dealer in the country, with 72+ years of experience, 400+ employees across the country and $450 million in annual sales volume.
But it’s not just our size that makes us the best partner for Latham & Watkins, it’s our desire to use our experience and insights to drive toward a simpler, more
transparent and consultative client experience.
$450min annual sales
400+full-time employees
450+ manufacturers represented
50% of our clients have been with us for 20 years or more
3RDgeneration family-owned
71+years of experience
WHAT MAKES US DIFFERENT
There’s a reason why 50% of our clients have been with us for over 20 years.
Our goal is to be the change agent our industry so desperately needs, and to flip the traditional dealer model on its head.
We have been doing this for years already, and continue to do so today with several new initiatives we are excited to share with you.
Annual Trends BriefingA look at the trends
impacting and shaping our workplaces in 2018.
Due to be published next month.
New Division Launch and Company Rebranding
An initiative to continue to evolve as a company and strengthen the value we
bring to our clients.Due to launch in April 2018.
SUPPORTING LATHAM & WATKINS NATIONWIDE
We are headquartered in New York, with offices across Florida, and have employees strategically placed throughout US.
We regularly partner with our large, national clients on their projects located across the country and have developed industry best practices for managing projects of this size and scope.
With Empire, Latham & Watkins can count on:
• An Empire project manager present on every job site—no matter where it’s located
• Seamless support throughout the process, including local Day 2 requests
• ONE team at Empire, make just ONE phone call, and no matter where in the country the request is coming from, it will be handled as though we are right down the street
We Are Where You Are
We successfully
complete numerous
projects every year in the
states where Latham has
an office location.
Volume Per Year
NY $319M
CA $50M
TX $34M
IL $24M
MA $12M
DC $2M
THE LATHAM & WATKINS TEAM
Our team is comprised of experts in every field with years of practical, hands-on experience. We strive for the best, and it starts with employing the best.
With Empire, Latham & Watkins will have a team from start to finish that understands your key issues and can consult on solutions.
We will seamlessly fold into your assembled project team, regularly communicating with you, as well as with any other project consultants you may have.
We will attend all job meetings, create project milestones dates and develop critical paths.
MAIN PROJECT TEAM
PETER GASLOW President / CEO
DAVE SCHERFF COO
JOCELYN CORRIGANEVP Sales & Strategy
KENNETH KLEIMAN Vice Chairman
ANDREW KLEIMAN VP of Strategic Accounts
JUDY FIELDSVP Specifier PM Services
SARA COHENSenior Project Manager (NY-based)
FRANK MCENANEYVP Service & Installation
PROJECT MANAGEMENT DEPT.
NATIONAL INSTALL DEPT.
NY & FL OPERATIONS
DESIGN DEPT.
VIOLA FUSCHILLOAccount Manager
MAREK MIROTADesign Director
LATHAM & WATKINS, LLP
NATIONAL PROJECT MANAGEMENT DEPT.
CORE SERVICES
DEDICATED TEAM
Account Manager, Account Administrator, Design Specifier, Project Manager
DELIVERY + INSTALL
Cost calculations based on scope of work and labor requirements
QUOTE + ORDER ENTRY
Creation of quote from specification package to order entry and tracking
ON-GOING SUPPORT
On-going day-2 support with consistent sales team to ensure ease of service
PUNCHLIST + PROJECT CLOSEOUT
Formal walk through with client to ensure product is complete without damage
FURNITURE LAYOUT
Development in CAD drawing
No one else sources, delivers and installs office furniture the way we do. That’s because no one else has our experience, scale and expertise.
We have a smart ordering system and proven best practices for getting the job done right—regardless of size, scope or location. Our proprietary processes and
innovative techniques, based on thousands of successful installations across the country, allow us to deliver on projects that others simply can’t.
Included in our scope of work for every project are the following core services:
PUSHING THE BOUNDARIES OF CHANGE:DIFFERENTIATING SERVICES
ANCILLARY FURNITURE DESIGN SPECIALIST
• Extension of the design firm team
• Fully surround each project deliverable
• Curate unique ancillary furniture packages to meet the needs of each individual Latham & Watkins location
CUSTOM FURNITURE DESIGN SPECIALIST
• Custom “furniture-like” pieces
• Ensure a level of consistency in the packages developed to be able to utilize for larger-scale projects like Latham locations across the country
• Manufacturers such as BOLD, MASH Studios, UHURU, among others
DESIGN BUILD WITH LICENSED ARCHITECT
• Smaller-scale con-struction repairs and design changes
• Single source, consis-tent team
• Specializing in: drywall changes, lighting & electrical, ADA compliance retrofit, maintenance & repairs, and emergency hazard removal, among others
FACT: Ancillary sales have jumped from 20% of overall sales on furniture projects to close to 60%
“I actually think we need a new word for ancillary at this point!Ancillary can’t be called that anymore if it outsells primary!”
-Amanda Schneider, Contract Consulting Group
TRANSPARENT PRICING LEADS TO SAVINGS
When brought in early on in the process, we have helped our clients realize significant savings.
By negotiating upfront, we can ensure transparency with a cost-plus pricing model, allowing us to add more value and flexibility while ensuring we meet project deadlines.
CITIZENS BANK
• $1M• Ancillary
BARCLAYS
• $5-6M• Workstations & Ancillary
METLIFE
• $10M• Ancillary
CITIBANK
• Standards across the country
CONDENAST
• $6M• Ancillary
Examples of recent projects where we successfully implemented cost-plus pricing structure.
SCHEDULES
We believe in the power of having a clear and mutually agreed upon schedule from the outset of a project, and work everyday to ensure alignment and effective communication amongst all team members.
We will work with Latham & Watkins to co-develop mutually agreed upon schedules containing deliverable deadlines for Project Milestones, Delivery & Installation and Punchlist. Status Progress Reports will also be updated regularly and shared with the team at large.
TOOLKIT
We have developed many tools and implemented different technology platforms over the years to help our teams at large better manage their projects, and we’re always on the lookout for more.
With Empire, Latham & Watkins has access to our expert toolkit including:
• Budgeting Template designed for high-level price per sqft analysis
• E-Procure Website
• Design Public Ancillary Trade Portal
• Plangrid Project Management tool
LATHAM & WATKINS BILLING
We will work with Latham & Watkins to develop a billing structure that works for all parties involved.
Our standard terms are 50% deposit at the time of order placement, with all invoices due net 30 days from the date of delivery or installation.
For any volume over $500,000, Empire will offer a 1.5% rebate off of the ordered product.
A budget tracking spreadsheet will be developed at the onset of the project and will be used to reconcile the final invoice including all change orders against the original approved sign-off.
THANK YOU
WEBSITE ACCESS:SECURE.EMPIREOFFICE.COM
UN: LATHAMPW: LATHAM123