A. Domco Inc
When Quality Investment Counts
DOMCO president and CEO Durand O'Meara (center) and vice president of operations Angelo Tropea (left) at pre-job conference with Greg Balbirnie of Robert Bruce Development Group, a high-end home builder on Philadelphia's prestigious Main Line.

any painting contractors regard the realm of new home upgrades as "no man's land" an inhospitable place that is best avoided. But Durand O'Meara, president and CEO of A. DOMCO, Inc., takes the opposite view. For him, new residential construction is an attractive market segment, where interior paint upgrades offer great potential for high margins, low business acquisition cost and steady repeat sales.
To capitalize on this market, O'Meara has married top quality craftsmanship and state-of-the-art business practices with a mission statement that strives for "100 percent customer satisfaction."
The formula has proven to be a potent combination, enabling O'Meara to forge strong, profitable
alliances with quality-conscious home builders in southeastern Pennsylvania and neighboring Delaware. Today, O'Meara's new construction department accounts for 22 percent of his firm's overall sales volume, much of it resulting from interior upgrades in homes.

Pilot Program
Founded in 1987 after O'Meara had spent 10 years with another painting firm, DOMCO was profitable from Day One. O'Meara's business was always heavily concentrated on conventional interior work. But it was a pilot program he conducted two years ago that opened his eyes to the potential in custom interior upgrades for new homes.
"As an experiment, we took on two residential projects. Together, they generated about $100,000 in paint

quality upgrades," O'Meara recalls. "From that moment on, I knew I wanted a piece of that market."
A savvy business manager, O'Meara applied his analytical skills to his new target market. "I outlined the concerns and the difficulties, trying to see things from the builder's perspective," he says. "From my experience, I know builders are fixated on cash flow, so I have to assure them they would not miss the settlement date. In the normal course of events, a lot of things can threaten the settlement maybe the contractor is not available to meet with the home buyers, maybe the homeowners are unable to decide on the color of paint they want. To be successful, I knew that I had to eliminate those concerns."
O'Meara fashioned a sales presentation to the home builder that
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