The Construction Source

FEBRUARY 2021 scratching and stuffing during installation, while UV finishes are not. Then there’s the colour – prolonged exposure to the sun and UV rays can make conventional solvent-based finishes turn yellow over time, while water-based UV finishes are cured with a UV light to begin with, so they hold their colour and clarity longer. “We have competition always asking us about what we do to make the doors on our cabinets look so awesome,” Pauly says. “That’s the answer. It’s costly, but we believe it’s worth it. It shows that we don’t take shortcuts in our finishing.” Springfield Woodworking also refuses to take shortcuts when it comes to selling and building relationships with clients. That focus on building trust and establishing lasting bonds with customers is another factor that sets the company apart. “I always tell my people, instead of selling the client a kitchen, build a relationship with them,” he explains. “Your wife doesn’t marry you on the first date. First you build a relationship. Same thing with a customer. Once you’ve built a relationship, then they’ll buy from you.” The key to building such a relationship, Pauly believes, is being up-front and honest. “We’ll tell the customer the truth,” he says. “We’ll explain the ups and downs of a product. If it’s not going to work for their needs, we’ll let them know, even if it costs us a sale. We won’t let them be surprised later.”