“Build It and They Will Come” is what I called my YKK AP architectural promotion in 2014. Using a consultative sales approach in my daily activities I work with architects as part of their design team. My experience allows me to provide advice for YKK AP products as well as glass, metal panels, louvers and whatever other materials might be required. My experience in the metal roofing and siding industry provides me with a better understanding of the building envelope and the integration of our products. This approach allows me to bring projects to our customers where YKK AP products are the basis of design and the upfront engineering work is complete. This has allowed me to increase market share by adding new customers which increased material sales significantly. My reputation in the architectural community is I am very responsive and knowledgeable, so my influence grows and the word spreads. I’ve been in the Western PA and WV markets for many years so most of the architects know my work. Customers and non-customers see YKK AP products as the basis of design in project specifications and they want to work with YKK AP. Since 2017 the closing ratio on basis of design projects is 48% and growing. I also work with owners, developers and general contractors to educate them about our industry and the benefits of YKK AP.I write and review specifications, supply and review project submittals and work with the owner, CM, GC, and subcontractors to resolve any issues that may arise. I stay with the job from beginning to end if needed.