ORLANDO, FLA.—Since acquiring Wheeler Flooring approximately nine months ago, J.J. Haines has worked with the division to incorporate similar programs and benefits while maintaining key Wheeler traditions. The partnership aims to increase business and better prepare both companies for an industry turn around, and so far the venture has been meeting goals say company officials.

“We are very pleased with Wheeler joining the Haines family,” said Bruce Zwicker , president and CEO of J.J. Haines, who pointed to the reception of customers and support of suppliers as two key happenings during the merger— especially in a slow market.

Scott Wheeler, president of the Wheeler division, agreed sales could be better, but said in comparison to the rest of the Florida market—down 20% to 40%—Wheeler is still ahead and remains realistic. “We don’t expect conditions to improve for some time, but with the backing of J.J. Haines, we can get to the other side stronger than when we were alone.”

One way Haines’ influence has been felt is through the improvement of Wheeler employee benefits and new computers and software training.
“Wheeler’s benefits were the best in Florida,” said Richard Harris, senior marketing manager for the company, “but now the strength of Haines means our benefits are the best in thebusiness.”

On the technology side, new computers and training were brought in to build a strong infrastructure and provide value-adding customer solutions. Roasana Chaidez, vice president – supply chain for Haines corporate, said, “We will bring ‘Haines Online’ to Florida so customers can have 24/7 access to critical information such as inventory availability and price, as well as place orders at their convenience.” The company is actually planning to offer B2B solutions for customers who are set up for automatic electronic transactions.

Keeping tradition alive, Haines’ Zwicker and Chaidez supported Wheeler’s semi-annual (every 15 to 18 months) company trip— this year, Panama— in April by taking part. Bonnie Davis, Wheeler’s vice president and COO, explained the group excursion is popular among dealers as a relaxing, fun networking vacation. “We like to do one big trip as a way to say thank you rather than a lot of smaller ones over the course of the year.”

This year over 160 participants joined the group at the Intercontinental Hotel. Next stop, the Stein Ericksen Lodge in Park City, Utah, January 2010.

Meanwhile, the mutually beneficial relationship between Haines and Wheeler has unveiled many sales and marketing changes as well. Mike Thomas, western area sales manager, said the Florida office is now set up in a classic sales team structure, “which brings management closer to customers and provides the base upon which to grow with more sales representatives.”

Bruce Hammer, a marketing manager for Wheeler, said it’s always about the customer. And, with that, Wheeler plans to introduce the Haines Loyalty Club for customers next year. “We found a way to quickly open up the many new accounts who have joined the Wheeler family, and we are making it easier for them to do business with us—faster issuance of credits, including returns and pricing errors.”

Sheila Fleeman, Wheeler’s inventory and shipping manager, added that both distributors are dedicated to doing what’s best for customers and the company. She said all aspects of the company are undergoing changes for betterment of service to the customer— from better utilizing warehouse space to improving inventory accuracy.

And, looking to the future, Zwicker said that mentality is what will sustain the companies. “Haines will continue to grow within our strategic area—that includes Florida. Our goal is to be the best distributor from Pennsylvania and southern New Jersey down through the Sunshine State, and we are looking for partners to join us. But, above all, we will not change our customer focus, care for employees and commitment to get the job done for suppliers.”