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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.

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DEC Internatinal News

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Should I Stay or Should I Go?

StayOrGoLike the popular motel commercial you hear on TV; the question is also applicable to most of our customers who have clients not hundreds of miles away, but sometimes just down the street. Through the prism of over 30 years watching and participating in the Atlanta/Georgia market, we’ve rarely seen a period with so many people as frantically busy as at present.

While we are busy today, there will likely be a time in the not too distant future where business slows down or becomes more competitive. While the number of suppliers has been contracting, that trend will not continue indefinitely. Where there is profit, there is competition. The same goes for subs as well. Each month our Business Facts Report dutifully reports dozens and sometimes hundreds of new companies either being created or moving into our market that are construction centric. Today we have spot shortages; tomorrow there will be surpluses in labor and suppliers.

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Can Do!

body youcandoitDo you make excuses or get it done?

We run this article every year because it’s something we all need to hear and think about on a regular basis. For those not old enough to remember, "Can Do" was a popular 50's expression that articulated a nation's conviction that an individual’s will is pretty much all that’s needed to overcome life’s challenges. More than a cliché, "Can Do" is a statement of expectation. Expectation that you can rely on what I say and that I will do whatever needs to be done. Was life really so simple in times past and have we lost that expectation that anything is possible if we want it enough and are willing to work for that goal?

Managers assign work to their associates with an ever-increasing concern as to whether the assigned task will be completed without problems. More and more, people assigned tasks are not performing them in either a timely manner or to completion. This is even more of a problem when that person is also independent. If your company has this problem, whose fault is it, what can you do about it and what are reasonable expectations? Answers to these questions and others are vital to your sales success.

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DEC International May Newsletter Danger Close

Danger CloseHow to avoid your own blue on blue accidents

 

When our soldiers are fighting an enemy at very close quarters the term “Danger Close” is communicated to all the friendly forces coming to help. The idea of broadcasting “Danger Close” is to ensure that responding forces know there is little room for error; and to be careful not to target your own guys in the heat of battle. So called Blue on Blue fratricide.   After almost 40 years of working with residential and commercial contractors and subs I’m ready to stop blaming the vagaries of the market and instead identify the number one killer of profits and long-term viability is companies’ inability to recognize their own mistakes and dangerous trends.

A week or two ago our Permit Department entered approximately 1,400 permits for that week. A number we have not seen in about seven or eight years. Whether those numbers hold up on an ongoing basis or not, I can’t tell you for sure, but what it does do is to remind me that when we are most busy, we tend to also have the most blind spots. You see it in the frantic pace many of our members keep up and the issues we see in marketing. Not enough of our members are broadening their base at the moment as they seek to collect the low hanging fruit first with the resources they have on hand. I hear over and over again, how difficult it is to get someone on the phone or in person. You have got to ask the question; is the right information getting to the top and then acted on?

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An Awkward Start to a Short Relationship

Let’s start with the obvious…every salesperson wants to sell his/her services to their particular market. That’s a given. However, that’s all which is pretty much a certainty. Acquiring and holding profitable customers is the end game for Sales people, Business Owners and other Managers. Too often the optics is flat wrong. For many, the sales process winds up being a static two dimensional problem rather than the moving and three dimensional process that it is. At least every other blog entry I publish, I go out of my way to state that selling requires more planning, effort, smarts and dedication than probably any other position in your company. If it looks easy, it is because someone has spent a very long time figuring out the ins and outs of the process and continually puts his/her best foot forward. For most of us though, selling is a little bit like cornering that big game tiger only to find out that it is you and not he who is cornered.

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Message Received = More Money!!!!

Jack Nicholson played a scrappy no-nonsense Colonel in the movie “A Few Good Men.” When giving orders to his men the Colonel often asked “are we clear?” the correct answer was always “crystal” as in crystal clear. When communicating with our prospects being understood should not be something subject to interpretation. It should be clear, unambiguous and succinct. Unfortunately, most of us don’t have the military training that fosters this “in-your-face” type of communication. On second thought I am not sure that your prospects may be entirely ready for it either! Nevertheless, you and your prospects deserve to be understood. It’s a waste of everybody’s time and counterproductive for each party to a conversation to take away a different meaning. Today let’s talk about the ways we can ensure that your message is received.

There are three primary techniques to ensure your prospect and you are on the same wavelength:

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21 Proven Methods to Put More $ In Your Pocket

Sometimes I feel like the preacher with too few butts in the pews! As a whole (particularly for smaller operations) when it comes to sales we operate in a reactionary manner. When we enjoy good times, we focus on the work ahead and during bad times we save what we can. For over 20 years we’ve preached the importance of playing a reasoned game that most always moves the ball forward or at least minimizes your losses. This requires planning, good execution and constant attention to the action on the field so that you can make the adjustments that current conditions require. Today, we challenge our readers to take advantage of a market that still has many challenges to overcome. For too many of us, selling and profitability sometimes go in opposite directions. But, it all starts with sales and that’s what we’re going to talk about today. Here are some actionable points we’d like you to take to heart:

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The Hardest Job in the World

Years ago I attended a sales seminar that profoundly changed my view of salespeople. Prior to that I believed good salespeople were a mystery and quite a few were prima donnas. Did I mention they were a mystery? What I learned in that seminar completely changed my view of both the sales process and salespeople in general. I left with a new appreciation for the sales process and the professionals that master that process. Today, we’ll talk a bit on what it takes to be one of those professionals.

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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.

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