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<v Speaker 1>And welcome to Cindy Stumbo Toughest Nails on WBZ News Radio.

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<v Speaker 1>And I'm in the studio tonight. So I have the

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<v Speaker 1>group from Peller Windows and Doors, right, everybody introduced yourself.

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<v Speaker 1>This is Steve Whitney, Okay, what's your name?

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<v Speaker 2>Brad Kramer?

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<v Speaker 1>And who else do we have on with us?

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<v Speaker 3>David Haley?

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<v Speaker 1>Okay, David Hadley. I think this is probably I'm probably

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<v Speaker 1>your most interesting client you've ever had at Peller. I

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<v Speaker 1>don't care what you say. I'm taking all the credit

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<v Speaker 1>for being the most crazy stories with Peller. Okay. In

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<v Speaker 1>my thirty seven year career, I have never left Pella Windows.

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<v Speaker 1>Everybody knows that people have gone by my job site,

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<v Speaker 1>have stood out with their signs movin window reps andoson

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<v Speaker 1>window reps, local schmokels. Hey, Cindy, do I have your

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<v Speaker 1>attention now? Yeah, you have it, and I still can't

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<v Speaker 1>give you a window order, right. My loyalty to Peller

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<v Speaker 1>has always been the same, and my loyaltyat with all

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<v Speaker 1>my vendors have been the same. I don't jump venders

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<v Speaker 1>and that's just who I am. But when I think

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<v Speaker 1>back of the days, how we all started off like

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<v Speaker 1>it was pretty rocky at the beginning, right, So every

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<v Speaker 1>one of us has a story of something that happened

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<v Speaker 1>with one of us with Peller, and that's what makes

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<v Speaker 1>it fun. Like when I think back of the days

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<v Speaker 1>with Peller, Steve Whitney screaming at you, turn that goddamn

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<v Speaker 1>truck around, you deliver my windows right now. You didn't

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<v Speaker 1>have a check on the job site. The check's coming

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<v Speaker 1>out there, And then I think we can get to

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<v Speaker 1>that one. And another great story is when you guys,

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<v Speaker 1>Brad came to work at Peller and brag can probably

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<v Speaker 1>tell the story better than me, and then Steve and

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<v Speaker 1>I and somehow from the first couple of years of

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<v Speaker 1>trying to work out this relationship with some young girl

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<v Speaker 1>that's twenty three, twenty four to twenty five, and you

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<v Speaker 1>guys are rolling your eyes, going what is this girl

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<v Speaker 1>all about? Probably the first girl Builder you had. And

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<v Speaker 1>as the story goes, this girl Builder kept her loyal

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<v Speaker 1>with your company for thirty seven years and that you

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<v Speaker 1>can't take it away from me for sure. Start with

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<v Speaker 1>the thirty eight Sammy, I'm gonna go, I'm gonna I'm

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<v Speaker 1>gonna hurt my daughter okay, so go ahead. So we

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<v Speaker 1>have Pella in the house tonight. And the relationship between

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<v Speaker 1>Peller and Cindy Stumble and c Stumble has been one

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<v Speaker 1>hell of a great great ride. So Brad, you start

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<v Speaker 1>as a salesman, you go, you come to work for Pellaeah,

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<v Speaker 1>tell the story.

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<v Speaker 2>Thanks, Cindy. Happy to be here in the studio. I think, yes.

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<v Speaker 2>I was handed your account over from Steve and.

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<v Speaker 1>He and by the way, Steve was so happy to

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<v Speaker 1>get rid of me, but go ahead, okay.

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<v Speaker 2>Lots of smiles and taker, and he said, he's she's

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<v Speaker 2>not going to be your typical, ordinary builder. So that

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<v Speaker 2>was the first thing, and and he was right. I

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<v Speaker 2>had gone through, you know, several months of training on

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<v Speaker 2>the Pella job truck, knowing how a traditional builder thinks

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<v Speaker 2>and works.

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<v Speaker 1>And oh you were trained to deal with how builders are.

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<v Speaker 1>So you took a training course with Pella before they

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<v Speaker 1>stuck you out on the road and said, okay, now

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<v Speaker 1>go se windows correct, okay.

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<v Speaker 2>And I show up at your office and uh, you know,

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<v Speaker 2>I I was on time. I prepared prepared a quote

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<v Speaker 2>for you. I was very I'm a very black and

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<v Speaker 2>white person.

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<v Speaker 1>You think I think you guys are all trained. Can

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<v Speaker 1>you push his mike down? So, okay, because I don't

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<v Speaker 1>want to go ahead, just down a little further. Good, okay,

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<v Speaker 1>you're good. No, ites up, It's right, okay.

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<v Speaker 2>And yeah, So I came into your office, probably a

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<v Speaker 2>little nervous because I was prepared that you know.

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<v Speaker 1>That you're walking into Han's office or something. You didn't

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<v Speaker 1>know what together.

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<v Speaker 2>I didn't know what I was getting, right, So I

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<v Speaker 2>had my By.

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<v Speaker 1>The way, they didn't have Google back then, so you

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<v Speaker 1>couldn't even google what somebody look like. Right, you have

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<v Speaker 1>no idea what you're walking into.

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<v Speaker 2>No idea, okay, no idea. So I had my plans

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<v Speaker 2>in one hand, and I had my proposal in another,

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<v Speaker 2>and I had spent hours making sure that everything was

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<v Speaker 2>right because I wanted it to be right for you

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<v Speaker 2>and be thorough, thoroughly prepared. And you took one look

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<v Speaker 2>at me, you said, just give me the quote. You

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<v Speaker 2>ripped it from my hands, and you went right to

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<v Speaker 2>the last page. All you wanted to know is what

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<v Speaker 2>the price was. And once you saw it, yeah, I'm sorry.

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<v Speaker 1>Look at the bottom line.

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<v Speaker 2>Look at the bottom line.

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<v Speaker 1>So you prepared this whole proposal, Yeah, and all I

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<v Speaker 1>cared about was we're okay, flicking through probably twenty five pages, right, correct.

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<v Speaker 1>So you get to the bottom line and yeah, and.

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<v Speaker 2>You said this is ridiculous. Let me and you started

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<v Speaker 2>flipping through and said, I need to find out where

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<v Speaker 2>you're screwing me because this makes no sense at all,

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<v Speaker 2>and I didn't know how to take it. And next

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<v Speaker 2>thing you know, you start just again doing things your way,

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<v Speaker 2>and you start looking at elevation and you're like, how

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<v Speaker 2>much does that window cost? How much does that window cost?

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<v Speaker 2>And I didn't know because you had my quote in

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<v Speaker 2>your hand, so I'm asking for the quote back and

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<v Speaker 2>you start adding it up and you're like, this makes

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<v Speaker 2>no sense. And I think I was so flustered because

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<v Speaker 2>you threw me off my game and I didn't know

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<v Speaker 2>what to do, and I think I walked out of

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<v Speaker 2>there and I'm like, I have no idea what just

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<v Speaker 2>happened to me?

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<v Speaker 1>But those way, is that what you went back to?

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<v Speaker 1>Steven said, yeah, what did you go?

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<v Speaker 2>Probably because we're always supposed to come back knowing did

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<v Speaker 2>we get the sale or not? And I said, I

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<v Speaker 2>really don't know, but.

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<v Speaker 1>He's probably saying in the back of mine she's going

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<v Speaker 1>to stay here, She's going to give it to you.

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<v Speaker 1>It's just she's got to understand what she's paying for.

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<v Speaker 1>And that's really truly what it comes down to, right,

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<v Speaker 1>And that's when I realized, and we can go backwards

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<v Speaker 1>and we go forward on this. So look, there have

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<v Speaker 1>been companies that have come to me and said, we

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<v Speaker 1>service Pella right and we can give you a better number.

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<v Speaker 1>I'm sure you can, But can you sit as a

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<v Speaker 1>salesperson with me? And can you advise me when I

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<v Speaker 1>don't have these windows proportioned the way I want them?

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<v Speaker 1>Can you bring to me what Brad's been bringing to

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<v Speaker 1>me because Brad reads my mind? And that answer is nobody.

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<v Speaker 1>You can't because see, the architect's going to make mistakes,

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<v Speaker 1>but Brad's going to catch them every time. Be just

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<v Speaker 1>because Brad knows exactly what Cindy wants in a house,

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<v Speaker 1>and that is worth for me. If it's two percent

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<v Speaker 1>more I want to pay over here, why would I

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<v Speaker 1>give up having you that's going to come in there

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<v Speaker 1>and know this architect's got transoms. These windows are too short,

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<v Speaker 1>you're not going to be happy, or they're too long,

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<v Speaker 1>or they're too we've got to get them wider. I

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<v Speaker 1>know you're Cindy, you want that big window over the kitchen.

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<v Speaker 1>Who else is going to service me that way? It

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<v Speaker 1>took you and I probably two houses, maybe three to

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<v Speaker 1>get our groove together. And we've been together all this time,

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<v Speaker 1>so I can't give up that guy that's going to

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<v Speaker 1>do that. And Steve Whitney's the same thing. Steve knows

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<v Speaker 1>he can sit in my office. He knows exactly what

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<v Speaker 1>I want. So if somehow you retire, you decide, you

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<v Speaker 1>know what, I've had an off from stepping out of

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<v Speaker 1>the business. I know that there's guys that can stand

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<v Speaker 1>behind you, and you guys would never send me out

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<v Speaker 1>the wrong guy to handle my account service. I call

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<v Speaker 1>you and I say, look, I can't lock this. Doore

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<v Speaker 1>for the love of God, right. It's usually it's usually

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<v Speaker 1>a Cindy problem or a client problem. Typically you want

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<v Speaker 1>to get honest right. You pull it out, you turn it,

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<v Speaker 1>you twist it. You to do this sometimes well sometimes

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<v Speaker 1>it's a little out of alignment. You come right out,

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<v Speaker 1>grow you come right out, you come right out. You

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<v Speaker 1>try to fix it first, and then if we need service,

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<v Speaker 1>you get service out there. But you always say I'll

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<v Speaker 1>be out there tomorrow. You never give me I'll be

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<v Speaker 1>out in two weeks because that wouldn't work with my personality. Right.

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<v Speaker 1>So my presonal is I'm going to be loyal, but

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<v Speaker 1>you got to be loyal back, because that's how business

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<v Speaker 1>relationships work. It can't be I'm loyal, but you're not loyal.

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<v Speaker 1>And that's what's made Cindy and Brad be together as

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<v Speaker 1>a salesman. You're the salesman, right, and that's what's kept

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<v Speaker 1>us together all this time. And that's the truth. Like

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<v Speaker 1>I can always say, I don't care, like, well we

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<v Speaker 1>make a better window. Okay, great, but I'm not leaving Pella.

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<v Speaker 1>I don't care how good you into is. I'm not

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<v Speaker 1>going to mob and I'm staying with Pella. I'm not

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<v Speaker 1>going with Innocent. I'm staying with Peller. If you guys

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<v Speaker 1>saw how many times my phone rings throughout the last

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<v Speaker 1>thirty seven years, to jump me from Pella, hold that thought,

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<v Speaker 1>by the way, I would never jump, but hold that thought.

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<v Speaker 1>We're going to break. You're listening to Cindy Stumbo on

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<v Speaker 1>Toughest Nails on WBZ News Radio ten thirty and welcome

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<v Speaker 1>back to toughest nails on WBZ. And I'm Cindy Stumpo

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<v Speaker 1>and you're here with Sammy.

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<v Speaker 2>And Brad and Steve.

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<v Speaker 1>And do you know your name? David? I know we

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<v Speaker 1>get nobody. Okay, thank you. So that's the story of

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<v Speaker 1>Brad nin Now Steve, we've probably had the biggest blow.

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<v Speaker 1>It's at the beginning, right, a learning.

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<v Speaker 4>Curve was steeper for both for both of us. It

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<v Speaker 4>was early for you. It was you know, it was

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<v Speaker 4>relative literally in my sales career at Peller as well.

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<v Speaker 1>And Steve was the first guy that I met. It's like, David,

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<v Speaker 1>every guy at Pella had a certain look back then.

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<v Speaker 1>It was a very like checked shirt, very conservative. There's

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<v Speaker 1>just a look to Pella guys. If that makes any sense.

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<v Speaker 1>I don't know why every headlight blonde here, blue eyes

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<v Speaker 1>and and I'm the girl builder and you guys must

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<v Speaker 1>be shaking your head. Steve, in all honesty, was I

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<v Speaker 1>your first girl builder that you met out there?

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<v Speaker 4>Yes, yes, for sure, the first woman builder you know,

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<v Speaker 4>even in the in the business at that time. You know,

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<v Speaker 4>we certainly have homeowner connections and stuff, and we're interacting

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<v Speaker 4>with with you know, spouses and wives. But those and us,

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<v Speaker 4>but they're talking about the details of the project, which

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<v Speaker 4>but not to the way that you clearly were prepared

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<v Speaker 4>to do. And so that was the first time for

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<v Speaker 4>me for sure, and still somewhat unique in the business,

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<v Speaker 4>not exclusive, but somewhat unique for sure.

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<v Speaker 1>So the first time did you say to yourself, and

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<v Speaker 1>let's have an honest conversation because you can't hurt my feelings.

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<v Speaker 1>You said, she's roughing, she's rough and tough around the edges, right,

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<v Speaker 1>because I wasn't sure. Okay, she's says it. You're not

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<v Speaker 1>used to this now, this is this is a girl

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<v Speaker 1>that's in her twenties, right, early twenties, twenty four, twenty five,

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<v Speaker 1>twenty six, around that age, and coming after you and

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<v Speaker 1>you're at that you're about my age at that time, right.

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<v Speaker 4>Yeah, just a few years more, Okay, not much, So.

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<v Speaker 1>You had to walk. He would get stavid. He would

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<v Speaker 1>get so frustrated with me. He had no patience for me,

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<v Speaker 1>by the way, right, And that was just Steve. But

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<v Speaker 1>no matter how much he'd have the patience for me,

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<v Speaker 1>and I didn't have the patience for him, I wasn't

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<v Speaker 1>leaving because I go with my gut and I run

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<v Speaker 1>this business at C. Stumple Development for this length of

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<v Speaker 1>time on my gut feeling. And even though if I

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<v Speaker 1>can't groove with somebody right away, I don't throw the

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<v Speaker 1>towel in. I'll get there. I'll get there because this

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<v Speaker 1>is the product I want to work with now. Could

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<v Speaker 1>if I jump to another you know, Peller, Sure, But

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<v Speaker 1>the more you I'm funny, the more you push me

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<v Speaker 1>and I got to push you. It's like two kids

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<v Speaker 1>in high school get into a fight and then they

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<v Speaker 1>become best of friends. Or junior high school or elementary school,

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<v Speaker 1>those always seem to be the best relationships. You got

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<v Speaker 1>to be scrappy, get the fight out, have you a

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<v Speaker 1>few little go rounds, and then it always seems to

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<v Speaker 1>just well, time has proven that I'm still here. So

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<v Speaker 1>there's nothing that Steven and Steve and I went down

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<v Speaker 1>in dirty times. That one time I was down the

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<v Speaker 1>cape seam of you were a little girl, like you

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<v Speaker 1>a little girl, and it was like I want my windows.

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<v Speaker 1>You empty that truck out. But and I remember that

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<v Speaker 1>like it was yesterday, and that's a lot of that's

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<v Speaker 1>decades ago. But yeah, when you go back to Pella, now,

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<v Speaker 1>who do you have to tell he how to tell

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<v Speaker 1>you what happened with him? And I Brad, I sure,

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<v Speaker 1>Now who do you go back? You answered to Dave,

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<v Speaker 1>until David, this woman's crazy. This girl's crazy.

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<v Speaker 4>At that time, I'm not sure it was ninety or

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<v Speaker 4>ninety one. I think time it was. Yeah, it was

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<v Speaker 4>right out of the banking crash. And I remember the details.

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<v Speaker 4>You were over on Washington Street, up in the of

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<v Speaker 4>the old garage there where the car dealership was. You

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<v Speaker 4>were running that program, and I mean, I remember everything

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<v Speaker 4>about the dynamic of that first deal, sitting up in

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<v Speaker 4>that little office above the office above in the top floor,

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<v Speaker 4>and sitting there with Joe sitting on the desk kind

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<v Speaker 4>of looking down at me, and me sitting across from

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<v Speaker 4>you at the desk, and I just remember the entire dynamic.

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<v Speaker 4>And it was really quick to easily understand that you know,

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<v Speaker 4>you were in charge, and that was easy for me

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<v Speaker 4>to adapt, to understand and be respectful of. But it

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<v Speaker 4>was still also a unique dynamic. And clearly you.

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<v Speaker 1>So did you think, because Joe was sitting in that meeting,

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<v Speaker 1>that he's the one that owns the team, he owned

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<v Speaker 1>the dealership. Is he the one that owns the building company.

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<v Speaker 4>Not No, it didn't feel that way at all, because

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<v Speaker 4>it was clearly I mean, I guess you know, No,

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<v Speaker 4>you knew that you were running the program there, so

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<v Speaker 4>I felt like, you know, he may have some involvement

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<v Speaker 4>on some level, but it was clearly I understood very

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<v Speaker 4>quickly that this this was your show to run, and

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<v Speaker 4>that was easy for me to like theain. I felt

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<v Speaker 4>like it was comfortable to adapt to. But then it

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<v Speaker 4>was questioned, I think, as I said, I think you

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<v Speaker 4>were still in the learning curve of the construction business. Yes,

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<v Speaker 4>and I was still relatively early in my business as

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<v Speaker 4>well and very much learning the construction businesses at the

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<v Speaker 4>same time as a supplier. So it was important for

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<v Speaker 4>me to understand that. And you were just one more

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<v Speaker 4>builder developer in a sense for me to come to

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<v Speaker 4>understand the terms. But that was, like I said, you

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<v Speaker 4>or someone who clearly knew what you wanted and understand

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<v Speaker 4>was starting to understand that. But was, as Brad described,

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<v Speaker 4>just kind of asking pointed questions and you know, and

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<v Speaker 4>being who you are at the time. It's really funny,

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<v Speaker 4>as you know, after thirty seven years, you're still you

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<v Speaker 4>and you were that you were that back then, Yes,

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<v Speaker 4>just with a great deal more knowledge today correct as

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<v Speaker 4>we have too. But but you were who you were

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<v Speaker 4>back then and that was recognizable. So it was easy

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<v Speaker 4>whatever that was three or four or five years later

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<v Speaker 4>for me to transition the account to Brad when my

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<v Speaker 4>role changed, and for Brad to kind of understand what

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<v Speaker 4>we're dealing with, and for me to help kind of

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<v Speaker 4>guide that and give them a little bit more understanding

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<v Speaker 4>of what and who you were at the time. And David,

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<v Speaker 4>as I said that experience with the delivery and so forth,

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<v Speaker 4>was house number three or four or something on Dudley Road.

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<v Speaker 1>And that I think that was Hollywood Drive, guys.

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<v Speaker 4>The first one was Hollywood Drive.

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<v Speaker 1>You on Hollywood Drive. Then I came right out of

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<v Speaker 1>the listen that first house was seven thousand square feet

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<v Speaker 1>that I built, and the second one was ten. Yeah,

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<v Speaker 1>and I'm in my early twenties, and everybody's going, does

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<v Speaker 1>this goo crazy? That's that coming out of the coming

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<v Speaker 1>out of the box building those I didn't start with

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<v Speaker 1>twenty five hundred square for track homes. Here. I went

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<v Speaker 1>out on the big boys, and my father's going, hey,

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<v Speaker 1>do you read the newspaper, like there's a recession out here.

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<v Speaker 1>Think about it, right, I'm like, yeah, no problem, Newton

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<v Speaker 1>adjusted by five percent. We're going to be good. I'm

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<v Speaker 1>gonna be good. Don't wry about dad, and yeah, cocky right, yeah,

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<v Speaker 1>well there's no question. But it was a cocky'st. But

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<v Speaker 1>I remember saying to you one time, Steve, Steve, Steve, Steve,

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<v Speaker 1>and you're like, what's it. I'm like, you got to

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<v Speaker 1>teach me. You got to teach me the difference of

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<v Speaker 1>the line of the windows. You're telling me we got

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<v Speaker 1>designal line, architecture series line. So I would come off,

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<v Speaker 1>but I had to learn what's the difference between the

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<v Speaker 1>pro line, what's the difference between this line that line?

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<v Speaker 1>Why am I paying more for this? What explained to me?

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<v Speaker 1>And then you would then I'd understand, okay, we have

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<v Speaker 1>a price difference. Because so when I didn't understand something,

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<v Speaker 1>I would always be the first to say, I don't understand. Explain.

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<v Speaker 1>Now let me wrap my arms on. Do I need, Steve?

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<v Speaker 1>Do I need the architectural series line on this? Do

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<v Speaker 1>I need the designer? And you'd say, okay, Sydney, Yes,

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<v Speaker 1>there were some places you need the designer because they're

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<v Speaker 1>custom and bump up bar the architecture I can't remember anymore,

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<v Speaker 1>and then yes, you can fill in with pro line here.

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<v Speaker 1>So that's when I realized, Okay, they're not shoving the

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<v Speaker 1>most expensive windows down my throat. They're mixed matching where

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<v Speaker 1>I can save and where I have to step up,

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<v Speaker 1>and I'll never forget. I said, why are these windows

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<v Speaker 1>so much money? They were curved transoms and you said

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<v Speaker 1>they are transom windows. I go, well, what does that mean?

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<v Speaker 1>What does that mean? Right? What do you mean? Like

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<v Speaker 1>he said, it's a curve transom windows, so it's going

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<v Speaker 1>to be built in whatever, the architectural design whatever. And

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<v Speaker 1>I'm like, well, maybe we should square those off. And

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<v Speaker 1>you said to me, the plans say they round, Well

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<v Speaker 1>we're going to change those. And you said, well, maybe

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<v Speaker 1>you might want to talk to your architect and make

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<v Speaker 1>sure that you want them square it off. And I'm like, well,

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<v Speaker 1>give me the price difference between the square transom in

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<v Speaker 1>the round. So even back then, I would look at

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<v Speaker 1>the difference of money, not the transom. So if I

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<v Speaker 1>really want the round transom, what was the difference between

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<v Speaker 1>the square transom and the round If we're talking one

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<v Speaker 1>hundred dollars more window, then I said, oh no, I

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<v Speaker 1>want the round and the whole way. I'd always say

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<v Speaker 1>to Brad, how much is it this to this? And

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<v Speaker 1>what people don't ever do is they don't look at

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<v Speaker 1>the difference. Do you really want to say that two

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<v Speaker 1>hundred dollars a window when you it's not worth it

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<v Speaker 1>to me. That's why I always need to see what's

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<v Speaker 1>the difference, Brad. I always say to you, what's the

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<v Speaker 1>difference between this window and this window? Then I'll make

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<v Speaker 1>a decision if I should step it up. But sometimes

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<v Speaker 1>when you look at the difference, see some people just go, oh, okay,

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<v Speaker 1>that windows one thousand and fifty nine. Okay, but the

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<v Speaker 1>other window's nine to twenty. So we just step up

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<v Speaker 1>the extra money to have the thousand and fifty nine window.

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<v Speaker 1>You know, I'm just using an example, right, get it

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<v Speaker 1>and anybody that the half of brain would, even if you're

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<v Speaker 1>on a budget, because it's worth it, right, because you

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<v Speaker 1>might want your mullion is a certain way you might

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<v Speaker 1>There's so many different things, so I'm I'm inquisitive, but

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<v Speaker 1>I still play the same games with Brad all these

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<v Speaker 1>years later. Sit down with me, explain let's do this.

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<v Speaker 1>Oh now he asked me. Now he says, I have

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<v Speaker 1>your quote? Can we sit down? Yeah, he did that

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<v Speaker 1>the other day. Because no, he always did that. No,

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<v Speaker 1>because he knows you're going to go through the whole

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<v Speaker 1>thing with him. So never once does Brad not say

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<v Speaker 1>I have your quote? Can we sit down? Send me

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<v Speaker 1>the quote and then we'll sit down. That's how it's

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<v Speaker 1>always been. Send me the quote and we'll sit down,

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<v Speaker 1>and we go through window by window by window. Hold

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<v Speaker 1>that thought. I'm sitdy stumping and listen at Toughest Nails on WBZ.

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<v Speaker 1>Will be right back and welcome back to Toughest Nails

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<v Speaker 1>on WBZ. And I'm Cindy and I'm here with Sammy. Sammy. Sorry,

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<v Speaker 1>go ahead, Brad Kramer and Steve and David Hadley. David,

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<v Speaker 1>So you're the CEO of Pella of what New England?

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<v Speaker 3>Over there, I'm the CEEO and owner of Powella, New England.

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<v Speaker 1>Now we can hear you. Okay, now we can hear you.

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<v Speaker 1>That's good, Okay, all right, So we just left off.

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<v Speaker 1>I was saying that the way Brad and I do business, right, Brad,

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<v Speaker 1>Look if Brad retired tomorrow would I be lost, No,

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<v Speaker 1>because I would say to David and Steve, get me

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<v Speaker 1>a guy out here, and he better be just like

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<v Speaker 1>Steve right, which sometimes hard to do. But I have

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<v Speaker 1>faith that you guys would step in and do what

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<v Speaker 1>we need to do. But David, I have a question

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<v Speaker 1>for you, as long as all of you, how many people,

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<v Speaker 1>how many developers or builders would sell you guys out

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<v Speaker 1>to save a thousand or two thousand or three thousand

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<v Speaker 1>dollars on a bid? Honestly?

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<v Speaker 3>Too many?

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<v Speaker 1>Too many? So there's the difference, right, You got, Cindy,

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<v Speaker 1>that was in your face little you know I'm not.

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<v Speaker 1>I'm definitely rough around the edges, no one can you know.

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<v Speaker 1>It's where I was raised and that's who I am,

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<v Speaker 1>and Steve said it, but I'm loyal. And if every

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<v Speaker 1>client stayed loyal and wasn't looking for always just the

399
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<v Speaker 1>bottom line number and doesn't realize how important services it's said,

400
00:20:14.119 --> 00:20:17.920
<v Speaker 1>it's sad everybody that walks and says, well, you know

401
00:20:17.960 --> 00:20:19.720
<v Speaker 1>what I'm going to go with this? You might want

402
00:20:19.759 --> 00:20:22.920
<v Speaker 1>to call Cindy Stump. You'll explain why. Right. So there's

403
00:20:22.960 --> 00:20:25.640
<v Speaker 1>the problem not at the narration coming out our industry

404
00:20:26.359 --> 00:20:30.119
<v Speaker 1>are they loyal or they're not loyal either. In your opinion,

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<v Speaker 1>I think more people.

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<v Speaker 3>It depends on what they're looking for, and it depends

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<v Speaker 3>on what they value. A partner who is going to

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<v Speaker 3>have their back and be in the foxhole with them

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00:20:42.160 --> 00:20:46.279
<v Speaker 3>thick and thin. Then then you know, loyalty and trust

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<v Speaker 3>is a huge issue and something that's not to be

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<v Speaker 3>taken lightly. But if they don't have the wisdom to

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<v Speaker 3>value loyalty and trust, then they're going to make some

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<v Speaker 3>mistakes along the way.

414
00:21:03.480 --> 00:21:07.960
<v Speaker 1>You know. The crazy part is we all know, especially

415
00:21:07.960 --> 00:21:10.119
<v Speaker 1>in the Newton on the south side, Brad, you noticed

416
00:21:10.160 --> 00:21:12.559
<v Speaker 1>to be fit. To be honest, you've picked up a

417
00:21:12.640 --> 00:21:16.319
<v Speaker 1>lot of builders from my name thousand percent. Pella has

418
00:21:16.319 --> 00:21:19.160
<v Speaker 1>picked up a lot of builders in my area from

419
00:21:19.240 --> 00:21:22.680
<v Speaker 1>my name. Okay, Now, whether you got them as clients

420
00:21:22.759 --> 00:21:25.400
<v Speaker 1>or somebody else got them as clients. But those builders

421
00:21:25.440 --> 00:21:28.160
<v Speaker 1>that came in the last ten, twelve years or fifteen,

422
00:21:28.839 --> 00:21:31.960
<v Speaker 1>they came in copying Cindy Stumpo's look. So the copy

423
00:21:32.039 --> 00:21:35.480
<v Speaker 1>Sydney Stumpos look. You had to go with her windows too, right,

424
00:21:35.640 --> 00:21:39.039
<v Speaker 1>So Pella, when I drive by all those houses, those

425
00:21:39.079 --> 00:21:41.640
<v Speaker 1>guys used to come by my job sites, before we

426
00:21:41.680 --> 00:21:45.480
<v Speaker 1>had Instagram and Facebook and social media and literally take

427
00:21:45.519 --> 00:21:47.400
<v Speaker 1>pictures of everything, right, and I have to throw them

428
00:21:47.400 --> 00:21:50.319
<v Speaker 1>out of my houses. Whip falls out of their hands. Yeah,

429
00:21:50.359 --> 00:21:52.440
<v Speaker 1>it's crazy. Get out of my house. You got noise

430
00:21:52.480 --> 00:21:56.359
<v Speaker 1>to be here. But I know from other builders that

431
00:21:56.559 --> 00:22:00.079
<v Speaker 1>they went with you guys because if Cindy Stumpos do

432
00:22:00.119 --> 00:22:02.920
<v Speaker 1>in it, We're going to use them, right. So a

433
00:22:02.960 --> 00:22:06.200
<v Speaker 1>lot of these guys have built their careers off my

434
00:22:06.359 --> 00:22:10.039
<v Speaker 1>back of my hard work getting my connections made. And

435
00:22:10.119 --> 00:22:12.200
<v Speaker 1>a lot of my subs would say, look at Cydy

436
00:22:12.359 --> 00:22:14.519
<v Speaker 1>without you, we went to made it out here. We

437
00:22:14.640 --> 00:22:18.519
<v Speaker 1>use your name wherever we go. And you know, framers

438
00:22:18.559 --> 00:22:21.480
<v Speaker 1>down to framers whatever. They say it all the time

439
00:22:22.279 --> 00:22:24.640
<v Speaker 1>when a builder goes, who do you work for? Give

440
00:22:24.680 --> 00:22:26.519
<v Speaker 1>me some names I work for. The first name is

441
00:22:26.519 --> 00:22:28.720
<v Speaker 1>Sydney Stemple. If you can work for her, then you

442
00:22:28.759 --> 00:22:32.759
<v Speaker 1>can there. I'll hire you because she's tough, right. I'm

443
00:22:32.759 --> 00:22:36.400
<v Speaker 1>not tough. I just want a good job. I want

444
00:22:36.440 --> 00:22:40.759
<v Speaker 1>to deliver the best of the best, and that's why

445
00:22:40.799 --> 00:22:43.480
<v Speaker 1>I'm with Pella. It's very simple. I don't push products.

446
00:22:44.079 --> 00:22:46.799
<v Speaker 1>I can sit here on my radio show and have

447
00:22:47.359 --> 00:22:50.720
<v Speaker 1>a million commercials. I will not allow it on my show.

448
00:22:51.079 --> 00:22:54.599
<v Speaker 1>I only want and will only push on my social media.

449
00:22:54.640 --> 00:22:56.920
<v Speaker 1>I can't stop by heart media. They want to push

450
00:22:57.000 --> 00:22:59.359
<v Speaker 1>some metapause, go push you on somebody else's show, because

451
00:22:59.400 --> 00:23:01.920
<v Speaker 1>for those while say well, I'm having a metopause moment.

452
00:23:02.240 --> 00:23:03.559
<v Speaker 1>And then all of a sudden we had cases of

453
00:23:03.640 --> 00:23:06.599
<v Speaker 1>this stuff from CBS and Walgreens. I'm like, yep, I'm

454
00:23:06.599 --> 00:23:09.400
<v Speaker 1>not pushing that, and they're like, but Cindy, Nope, doesn't work.

455
00:23:09.720 --> 00:23:11.559
<v Speaker 1>I'm not Nope, it doesn't work. I don't push stuff

456
00:23:11.559 --> 00:23:15.039
<v Speaker 1>I don't work. That doesn't work. Nobody can deny our relationship.

457
00:23:15.440 --> 00:23:19.480
<v Speaker 1>Nobody out there. Everybody knows that. And even some of

458
00:23:19.519 --> 00:23:22.160
<v Speaker 1>the old guys from Marvin that start to retire and

459
00:23:22.240 --> 00:23:25.440
<v Speaker 1>now they'll call me. They're all on my social media

460
00:23:26.000 --> 00:23:29.240
<v Speaker 1>and they'll say, Cindy, if I only had that loyalty

461
00:23:29.240 --> 00:23:32.319
<v Speaker 1>that you gave Pella with my guys throughout the years,

462
00:23:32.839 --> 00:23:35.559
<v Speaker 1>you know, and a lot of times they'd say, you know,

463
00:23:35.559 --> 00:23:38.079
<v Speaker 1>they'd push hard, and I'd say, God, what are you

464
00:23:38.160 --> 00:23:41.799
<v Speaker 1>not listening to? I'm not gonna waste your time. Have

465
00:23:41.920 --> 00:23:43.720
<v Speaker 1>you been a job that you're never going to get?

466
00:23:44.319 --> 00:23:46.119
<v Speaker 1>Why do you want to bid something that I'm never

467
00:23:46.160 --> 00:23:50.240
<v Speaker 1>going to give you ever. And they'd be like, just

468
00:23:50.279 --> 00:23:52.920
<v Speaker 1>give us a shot. No, I'm not gonna even look

469
00:23:52.960 --> 00:23:55.000
<v Speaker 1>at it. So Julie one time, let you know, the

470
00:23:55.039 --> 00:23:58.480
<v Speaker 1>guy was on Julia and Julia and then Rob, you know,

471
00:23:58.519 --> 00:24:00.880
<v Speaker 1>at National he said, let me, you know, bit out

472
00:24:00.880 --> 00:24:05.680
<v Speaker 1>the pillar. Okay, you're not going to get it. He said,

473
00:24:05.759 --> 00:24:08.079
<v Speaker 1>just give me one. I said, you can have the

474
00:24:08.160 --> 00:24:11.000
<v Speaker 1>client that we're doing a renovation up the street. I'll

475
00:24:11.039 --> 00:24:15.880
<v Speaker 1>never forget the Sammi. They delivered Pella windows that didn't open.

476
00:24:16.319 --> 00:24:21.240
<v Speaker 1>Rad do you remember that on Countryside Road? Not one

477
00:24:21.240 --> 00:24:24.880
<v Speaker 1>window open. I go, well, good move. There was people

478
00:24:24.880 --> 00:24:28.440
<v Speaker 1>gonna have windows that don't open. Not one Haskell's house, Sammika,

479
00:24:29.000 --> 00:24:32.480
<v Speaker 1>not one window open, right, And I said, Rob, you

480
00:24:32.480 --> 00:24:35.680
<v Speaker 1>see why don't use you? Now take all these windows back, Brad,

481
00:24:35.720 --> 00:24:39.359
<v Speaker 1>get your ass up to Countryside Road and get me

482
00:24:39.400 --> 00:24:40.880
<v Speaker 1>my windows as fast as you can. Right.

483
00:24:41.160 --> 00:24:41.680
<v Speaker 3>Oh.

484
00:24:41.759 --> 00:24:43.359
<v Speaker 1>But I let him fall in his face. But he

485
00:24:43.440 --> 00:24:45.720
<v Speaker 1>was my lumber salesman, right. And again, I've been with

486
00:24:45.759 --> 00:24:47.880
<v Speaker 1>them for as long as I've been with you. But

487
00:24:48.519 --> 00:24:51.519
<v Speaker 1>it was I knew he would fall, and that was

488
00:24:51.559 --> 00:24:54.880
<v Speaker 1>a job. I could allow it. And then say, okay,

489
00:24:55.039 --> 00:24:57.440
<v Speaker 1>now you see why I'm with Pella. Now do you

490
00:24:57.480 --> 00:25:01.119
<v Speaker 1>see why you can't haul the windows out and you

491
00:25:01.160 --> 00:25:04.000
<v Speaker 1>couldn't even get them correct that they don't open. Who's

492
00:25:04.000 --> 00:25:05.359
<v Speaker 1>going to live in a house no windows that open?

493
00:25:06.480 --> 00:25:09.400
<v Speaker 1>You can't make this up? Right? So I didn't know

494
00:25:09.559 --> 00:25:12.079
<v Speaker 1>that story. Oh yeah, oh you remember that story, don't you?

495
00:25:12.079 --> 00:25:14.559
<v Speaker 1>Because you had the two houses on Countryside, and the

496
00:25:14.599 --> 00:25:18.039
<v Speaker 1>Haskells had the third, and we were renovating and helping

497
00:25:18.079 --> 00:25:20.279
<v Speaker 1>them out. She was your friend. That's why I stepped in,

498
00:25:20.319 --> 00:25:21.640
<v Speaker 1>because you were going to high school and we were

499
00:25:21.680 --> 00:25:23.680
<v Speaker 1>on that street. So I said, okay, you know what

500
00:25:23.720 --> 00:25:26.400
<v Speaker 1>they're paying directly, will give it to Rob.

501
00:25:26.480 --> 00:25:26.640
<v Speaker 3>Right.

502
00:25:26.680 --> 00:25:28.920
<v Speaker 1>It's like it was ten windows they needed, but the

503
00:25:28.960 --> 00:25:33.279
<v Speaker 1>ten windows didn't open, not one, Okay, And that's a

504
00:25:33.319 --> 00:25:36.759
<v Speaker 1>good reason. But I think as all those guys have

505
00:25:36.839 --> 00:25:40.279
<v Speaker 1>now retired out, you know now they're riding their boats

506
00:25:40.279 --> 00:25:43.920
<v Speaker 1>and their fishing, and they literally always send me you know,

507
00:25:43.960 --> 00:25:47.799
<v Speaker 1>they watched my stories and they'll send me messages, Cindy.

508
00:25:47.880 --> 00:25:49.400
<v Speaker 1>If we just like I said, if we just had

509
00:25:49.440 --> 00:25:51.920
<v Speaker 1>that same type of loyalty from all the guys, it

510
00:25:51.920 --> 00:25:55.720
<v Speaker 1>would have been great. It would have been great. So

511
00:25:56.000 --> 00:25:59.240
<v Speaker 1>I believe in loyalty. I believe in Pella, and I've

512
00:25:59.240 --> 00:26:03.799
<v Speaker 1>never had a situation, David. I've never had a problem,

513
00:26:03.920 --> 00:26:07.160
<v Speaker 1>you know, Yeah, of course, you know the delivery guys

514
00:26:07.200 --> 00:26:11.720
<v Speaker 1>pull up. Okay, that's not a problem. I don't know, Like,

515
00:26:11.799 --> 00:26:15.160
<v Speaker 1>I can't. There's nothing I can say, David. Was there

516
00:26:15.240 --> 00:26:17.880
<v Speaker 1>one point that you had walked onto Pella and then

517
00:26:17.920 --> 00:26:20.039
<v Speaker 1>came back or you've been there?

518
00:26:20.200 --> 00:26:23.440
<v Speaker 3>Yeah, I sold a portion of the business for a

519
00:26:23.480 --> 00:26:26.400
<v Speaker 3>bit and uh, but it didn't work out and now

520
00:26:26.400 --> 00:26:28.519
<v Speaker 3>I'm back for good. So you're stuck with me.

521
00:26:29.200 --> 00:26:31.480
<v Speaker 1>That's not a bad person to be stuck with because

522
00:26:31.559 --> 00:26:33.519
<v Speaker 1>I can go bang my hand on your on your

523
00:26:33.559 --> 00:26:35.759
<v Speaker 1>desk and say I want what I want right, Like,

524
00:26:36.200 --> 00:26:37.920
<v Speaker 1>I'm not really that bad of a pro.

525
00:26:38.839 --> 00:26:42.880
<v Speaker 3>Actually, well, you know, Cindy, owner to owner, it is.

526
00:26:42.960 --> 00:26:46.640
<v Speaker 3>It is a really unique, uh dynamic that you and

527
00:26:46.640 --> 00:26:50.960
<v Speaker 3>I know each other well and that we've done business

528
00:26:51.039 --> 00:26:53.920
<v Speaker 3>for so long. First of all, it's unique to have

529
00:26:53.960 --> 00:26:56.839
<v Speaker 3>a business be in business and owned by the same

530
00:26:56.960 --> 00:27:01.160
<v Speaker 3>person and managed by the same person for over three decades.

531
00:27:01.240 --> 00:27:05.880
<v Speaker 3>That's unique to have two people who are doing business together,

532
00:27:06.440 --> 00:27:09.559
<v Speaker 3>who are walking that path parallel for that length of

533
00:27:09.680 --> 00:27:13.000
<v Speaker 3>time and still and then have the trust and the

534
00:27:13.079 --> 00:27:16.319
<v Speaker 3>loyalty between the two of us that we have built

535
00:27:16.519 --> 00:27:20.880
<v Speaker 3>over over three decades. That's a really unique story. And

536
00:27:20.960 --> 00:27:25.119
<v Speaker 3>you know you and I my first interaction with you

537
00:27:25.319 --> 00:27:29.640
<v Speaker 3>directly was scary. I don't know if you remember this,

538
00:27:30.160 --> 00:27:37.400
<v Speaker 3>but ahead, well, no, So when I first became aware

539
00:27:37.400 --> 00:27:41.400
<v Speaker 3>of you as a person and as a C STUMPO development,

540
00:27:42.119 --> 00:27:48.400
<v Speaker 3>you were a unique set of extremes. You were very young,

541
00:27:49.599 --> 00:27:54.480
<v Speaker 3>you were very talented, you were very aggressive, you were

542
00:27:55.000 --> 00:27:59.400
<v Speaker 3>very female, and you were very attractive, and you were

543
00:27:59.480 --> 00:28:02.359
<v Speaker 3>very tough than you were very smart and street savvy,

544
00:28:03.079 --> 00:28:06.039
<v Speaker 3>and the industry had not seen anything quite like you.

545
00:28:06.160 --> 00:28:07.839
<v Speaker 1>El well, that thought hold, that thought was going to break.

546
00:28:07.839 --> 00:28:10.400
<v Speaker 1>Eme Sanney Stumpy listened to Toughest Nails on WBZ. We'd

547
00:28:10.400 --> 00:28:12.759
<v Speaker 1>be right back and welcome back to Toughest Nails. I'm Cindy,

548
00:28:12.799 --> 00:28:14.720
<v Speaker 1>and we're here with Sammy, We're here with Brad, we

549
00:28:14.759 --> 00:28:16.240
<v Speaker 1>here with Steve, and go ahead, David.

550
00:28:17.279 --> 00:28:22.519
<v Speaker 3>And so you were a very disruptive force in a

551
00:28:22.839 --> 00:28:28.200
<v Speaker 3>what is traditionally a male dominated industry. And my first

552
00:28:28.200 --> 00:28:31.200
<v Speaker 3>direct encounter with you was well over thirty years ago.

553
00:28:31.359 --> 00:28:35.119
<v Speaker 3>We had a disconnect on a delivery and our truck

554
00:28:35.200 --> 00:28:37.759
<v Speaker 3>did not make the delivery. It started its way home,

555
00:28:38.480 --> 00:28:42.119
<v Speaker 3>and I was in a two hour, not to be

556
00:28:42.240 --> 00:28:48.160
<v Speaker 3>disrupted interrupted meeting with Pella Corporation executives on the phone,

557
00:28:48.519 --> 00:28:53.839
<v Speaker 3>and my seventy five year old little receptionist kept sliding

558
00:28:53.880 --> 00:28:56.599
<v Speaker 3>these notes in front of me. The first one said,

559
00:28:56.759 --> 00:28:58.920
<v Speaker 3>Cindy Stumple really wants to speak to you, and I

560
00:28:58.920 --> 00:29:02.519
<v Speaker 3>shook my head no. And then five minutes later, ten

561
00:29:02.559 --> 00:29:06.720
<v Speaker 3>minutes later, Cindy Stumpo says it's urgent. I said no,

562
00:29:07.279 --> 00:29:11.160
<v Speaker 3>And then five minutes ten minutes later, Cindy Stumpo is

563
00:29:11.279 --> 00:29:16.000
<v Speaker 3>scaring me. And then the last one was the most

564
00:29:16.000 --> 00:29:19.640
<v Speaker 3>experience that Cindy Stumpo is sending two men to our

565
00:29:19.720 --> 00:29:23.400
<v Speaker 3>warehouse to put you on the phone, and.

566
00:29:25.000 --> 00:29:26.279
<v Speaker 1>Me, yep.

567
00:29:27.319 --> 00:29:32.119
<v Speaker 3>In the meantime, you had instructed your project manager to

568
00:29:32.240 --> 00:29:36.119
<v Speaker 3>go jump in his truck and force our delivery crouc

569
00:29:36.240 --> 00:29:39.039
<v Speaker 3>off the road so that he could hand his cell

570
00:29:39.039 --> 00:29:42.240
<v Speaker 3>phone to my driver. And you were on the other

571
00:29:42.319 --> 00:29:44.440
<v Speaker 3>end of that phone call, and that was not a

572
00:29:44.480 --> 00:29:49.200
<v Speaker 3>pleasant phone call. And all this happened while I was

573
00:29:49.240 --> 00:29:51.839
<v Speaker 3>in this meeting, so I was kind of fat, dumb,

574
00:29:51.839 --> 00:29:54.960
<v Speaker 3>and happy, didn't know what was going on exactly, and

575
00:29:55.000 --> 00:29:58.279
<v Speaker 3>by the time I got off that call, it was

576
00:29:58.400 --> 00:30:00.279
<v Speaker 3>it was all over. It was the end of the day.

577
00:30:00.400 --> 00:30:02.279
<v Speaker 3>And you and I spoke, I think first thing the

578
00:30:02.319 --> 00:30:07.079
<v Speaker 3>next morning, and you were extremely pleasant, extremely professional, and

579
00:30:07.400 --> 00:30:12.000
<v Speaker 3>we worked it out. And so it was then that

580
00:30:12.119 --> 00:30:14.880
<v Speaker 3>I realized that we were dealing with a very different

581
00:30:14.960 --> 00:30:17.599
<v Speaker 3>cat in the marketplace, and this was going to be

582
00:30:17.640 --> 00:30:21.640
<v Speaker 3>a really fun, different kind of ride with a what

583
00:30:21.880 --> 00:30:25.359
<v Speaker 3>has turned out to be one of our very most

584
00:30:25.480 --> 00:30:31.920
<v Speaker 3>valuable long term customer partners. And as loyal as you

585
00:30:32.000 --> 00:30:34.200
<v Speaker 3>are to us, we are to you. And I want

586
00:30:34.279 --> 00:30:38.119
<v Speaker 3>you to know that. And our relationship is between our businesses,

587
00:30:38.119 --> 00:30:42.680
<v Speaker 3>but it's also between you and I personally, and you

588
00:30:42.759 --> 00:30:46.000
<v Speaker 3>do have a direct line to me twenty four to seven.

589
00:30:46.119 --> 00:30:48.240
<v Speaker 3>You could call me anytime, night or day, and I

590
00:30:48.279 --> 00:30:49.440
<v Speaker 3>will pick up the phone.

591
00:30:49.680 --> 00:30:51.480
<v Speaker 1>And I know that, and I know that, and I

592
00:30:51.559 --> 00:30:54.440
<v Speaker 1>never bought you know, I bother the brand. And then

593
00:30:54.480 --> 00:30:55.240
<v Speaker 1>everyone swell.

594
00:30:55.200 --> 00:30:56.960
<v Speaker 3>And you're waiting for you to call. You'd never called,

595
00:30:57.079 --> 00:30:58.119
<v Speaker 3>I know, because.

596
00:30:57.880 --> 00:30:59.880
<v Speaker 1>You know what where I go wrong. I'll tell you why.

597
00:31:00.000 --> 00:31:02.039
<v Speaker 1>Because your front end boys take care of everything right,

598
00:31:02.079 --> 00:31:04.440
<v Speaker 1>so they don't have to bother you. But oh my god,

599
00:31:04.480 --> 00:31:07.680
<v Speaker 1>I must I remember, I want him on the phone now,

600
00:31:07.720 --> 00:31:11.000
<v Speaker 1>and the pool woman kept going, I'm trying, Cindy, I'm trying.

601
00:31:12.200 --> 00:31:14.960
<v Speaker 3>You scared her. She was scared for me.

602
00:31:15.519 --> 00:31:18.440
<v Speaker 1>Seemy. I literally was sending to you guys. I'm like,

603
00:31:18.440 --> 00:31:22.599
<v Speaker 1>if you believe, I'll put the phone. Welcome to nineteen

604
00:31:22.680 --> 00:31:25.920
<v Speaker 1>crazy days, right, but I want I want that truck

605
00:31:25.920 --> 00:31:27.599
<v Speaker 1>turned around and we caught up to the truck and

606
00:31:27.640 --> 00:31:29.920
<v Speaker 1>I'm like, you stop that truck right now. You get

607
00:31:29.960 --> 00:31:32.039
<v Speaker 1>your boss on the phone. No, I I gotta deal

608
00:31:32.039 --> 00:31:34.359
<v Speaker 1>with dispatch. I don't care who you gonna deal with, right,

609
00:31:34.440 --> 00:31:36.920
<v Speaker 1>I'm like, get that person on the phone, Simmy with

610
00:31:37.039 --> 00:31:38.920
<v Speaker 1>Chase the Pellow truck up the street, like your mom

611
00:31:39.039 --> 00:31:43.359
<v Speaker 1>was still google crazy back then. But you guys, you

612
00:31:43.480 --> 00:31:46.599
<v Speaker 1>have to these are like you have legendary stories, all

613
00:31:46.599 --> 00:31:48.279
<v Speaker 1>of you guys. I don't know if they can be

614
00:31:48.319 --> 00:31:50.920
<v Speaker 1>as legendary with any other one of your guide builders,

615
00:31:51.519 --> 00:31:54.519
<v Speaker 1>but this one is probably when you guys have parties

616
00:31:54.519 --> 00:31:57.759
<v Speaker 1>and things, these stories must come up somewhere along the line.

617
00:31:58.319 --> 00:32:03.599
<v Speaker 3>It's it's that's particular event is iconic in our company's history,

618
00:32:04.359 --> 00:32:09.119
<v Speaker 3>and it also speaks to why you are considered tough

619
00:32:09.119 --> 00:32:09.960
<v Speaker 3>as nails.

620
00:32:10.240 --> 00:32:12.680
<v Speaker 1>I mean, let's go to my headstone, you know there, Right, David,

621
00:32:12.759 --> 00:32:13.519
<v Speaker 1>I think it's gonna go.

622
00:32:13.640 --> 00:32:16.799
<v Speaker 3>I hope, So, I hope. So, I mean, listen what

623
00:32:16.880 --> 00:32:22.519
<v Speaker 3>you've accomplished. And you know, you're a developer, you're a builder,

624
00:32:22.599 --> 00:32:27.000
<v Speaker 3>you're an influencer, you're a syndicated podcaster, you're you know,

625
00:32:27.319 --> 00:32:32.119
<v Speaker 3>a bonafide reality TV star. I mean, and and we're

626
00:32:32.160 --> 00:32:37.279
<v Speaker 3>still going strong. And it's three decades later. That is

627
00:32:37.319 --> 00:32:42.960
<v Speaker 3>so unique in any industry. So whatever you're doing, it's

628
00:32:43.000 --> 00:32:45.000
<v Speaker 3>worked very very well for you.

629
00:32:45.519 --> 00:32:48.000
<v Speaker 1>So, David, when do we sit back and enjoy our lives?

630
00:32:48.039 --> 00:32:50.039
<v Speaker 1>Because I don't see that anytime in my near future,

631
00:32:50.079 --> 00:32:50.240
<v Speaker 1>do you.

632
00:32:50.839 --> 00:32:51.839
<v Speaker 3>We're not built that way.

633
00:32:52.119 --> 00:32:52.799
<v Speaker 1>We're not built that.

634
00:32:52.920 --> 00:32:54.920
<v Speaker 3>We're not built that way. You know, it's not how

635
00:32:54.920 --> 00:32:55.519
<v Speaker 3>we're wired.

636
00:32:56.839 --> 00:32:59.960
<v Speaker 1>I mean, I mean, we have waiting for approvals for

637
00:33:00.279 --> 00:33:04.960
<v Speaker 1>seventy townhouses that hopefully, by the summertime will be out

638
00:33:04.960 --> 00:33:08.079
<v Speaker 1>of special permit and approved. Right And I don't care

639
00:33:08.119 --> 00:33:11.319
<v Speaker 1>what economy we're rolling into, those are getting built. Those

640
00:33:11.319 --> 00:33:12.000
<v Speaker 1>are getting built.

641
00:33:12.160 --> 00:33:12.359
<v Speaker 3>Right.

642
00:33:14.680 --> 00:33:17.319
<v Speaker 1>Look, We've think about how many ups and downs we've

643
00:33:17.319 --> 00:33:20.759
<v Speaker 1>been through. Right, I started in the worst market that

644
00:33:21.039 --> 00:33:24.640
<v Speaker 1>eighty seven Black Monday and built up, learned to live

645
00:33:24.680 --> 00:33:27.319
<v Speaker 1>through that recession. Then we had a hiccup in ninety nine,

646
00:33:27.680 --> 00:33:29.319
<v Speaker 1>and then we had another one to No. Eight, and

647
00:33:29.359 --> 00:33:32.599
<v Speaker 1>we're all still standing here together. We're all still standing together,

648
00:33:32.759 --> 00:33:37.680
<v Speaker 1>so we must all be doing something right. The point is, well,

649
00:33:37.799 --> 00:33:39.119
<v Speaker 1>one thing we share good.

650
00:33:40.319 --> 00:33:45.240
<v Speaker 3>One thing we share is we both attack a down market. Yes,

651
00:33:45.279 --> 00:33:48.240
<v Speaker 3>and I see that in you clearly, And it's something

652
00:33:48.279 --> 00:33:51.279
<v Speaker 3>I've always believed in because when everybody else is on

653
00:33:51.319 --> 00:33:52.519
<v Speaker 3>their heels, that's the best.

654
00:33:52.279 --> 00:33:56.200
<v Speaker 1>Time to charge forward. And you saw what I did

655
00:33:56.759 --> 00:34:01.119
<v Speaker 1>in those bad years. Ten eleven slowed out. We were

656
00:34:01.119 --> 00:34:03.359
<v Speaker 1>building a street on Heat Street at the time, and

657
00:34:03.440 --> 00:34:06.759
<v Speaker 1>I kept moving and going. Yeah, product was taken longer

658
00:34:06.839 --> 00:34:10.159
<v Speaker 1>to sell, but our product was selling and nothing was

659
00:34:10.159 --> 00:34:12.920
<v Speaker 1>gonna start me like what people do. And I will

660
00:34:12.960 --> 00:34:15.960
<v Speaker 1>say this all the time. As long as you don't

661
00:34:15.960 --> 00:34:19.960
<v Speaker 1>get over leveraged and underfunded, okay, you will keep yourself

662
00:34:20.000 --> 00:34:23.159
<v Speaker 1>in the game. When you stop robbing Peter to pay

663
00:34:23.199 --> 00:34:27.079
<v Speaker 1>Paul to carry these houses, then you're gonna get yourself.

664
00:34:27.119 --> 00:34:31.000
<v Speaker 1>You're gonna gem yourself up. Right. So I figured away

665
00:34:31.159 --> 00:34:34.480
<v Speaker 1>and the greatest thing that I learned in my twenties,

666
00:34:34.760 --> 00:34:37.360
<v Speaker 1>and maybe I just have this natural ability to live

667
00:34:37.440 --> 00:34:40.800
<v Speaker 1>vicariously through other people. As I watch those other builders

668
00:34:40.880 --> 00:34:43.840
<v Speaker 1>go down in ninety ninety one ninety two, I try

669
00:34:43.880 --> 00:34:45.719
<v Speaker 1>to figure out, as a young girl, what did they

670
00:34:45.760 --> 00:34:49.480
<v Speaker 1>do wrong? So I don't do that. And I remember

671
00:34:49.519 --> 00:34:52.719
<v Speaker 1>I drove around and said, okay, and my dad said, Cindy,

672
00:34:53.000 --> 00:34:56.280
<v Speaker 1>what's bringing them to their knees? As interest? Interest will

673
00:34:56.400 --> 00:34:58.559
<v Speaker 1>kill you. It'll eat you up and spit you out.

674
00:34:59.280 --> 00:35:02.599
<v Speaker 1>You build what you can afford to build you. You

675
00:35:02.679 --> 00:35:05.000
<v Speaker 1>build what you can afford that won't change your lifestyle

676
00:35:05.039 --> 00:35:08.599
<v Speaker 1>if you're holding onto products. So I never want to

677
00:35:08.599 --> 00:35:11.639
<v Speaker 1>be the biggest guy in the room. I want to

678
00:35:11.679 --> 00:35:14.480
<v Speaker 1>be the most consistent guy in the room. And that's

679
00:35:14.480 --> 00:35:17.000
<v Speaker 1>what I set out to do and that's what I've done.

680
00:35:17.880 --> 00:35:21.039
<v Speaker 1>So I wasn't living through the EKG five years like

681
00:35:21.039 --> 00:35:23.360
<v Speaker 1>I always say to Samantha, Okay, we'll be living last

682
00:35:23.360 --> 00:35:25.880
<v Speaker 1>for five years, and then three years later we're bankrupt,

683
00:35:25.920 --> 00:35:27.840
<v Speaker 1>and then five years you know, goes by again and

684
00:35:27.880 --> 00:35:30.039
<v Speaker 1>you're you're up and down. Like I don't want. I

685
00:35:30.079 --> 00:35:33.800
<v Speaker 1>can't meet personally live that way. So I don't mind

686
00:35:33.880 --> 00:35:38.159
<v Speaker 1>being the turtle. The turtle has showed that longevity can

687
00:35:38.280 --> 00:35:42.639
<v Speaker 1>survive what's the sense when you're worth twenty million today

688
00:35:43.000 --> 00:35:46.400
<v Speaker 1>and then you're worth negative and you owe and you're

689
00:35:46.440 --> 00:35:50.480
<v Speaker 1>out of the game. Right, It doesn't work right. So

690
00:35:50.519 --> 00:35:53.400
<v Speaker 1>that's what I took from the older guys. That was

691
00:35:53.440 --> 00:35:56.719
<v Speaker 1>their mistake. And then they come back, you know, back

692
00:35:56.719 --> 00:35:59.960
<v Speaker 1>out of a into a good economy again after they

693
00:36:00.159 --> 00:36:02.559
<v Speaker 1>credit cleaned up, and back and doing the same thing

694
00:36:02.639 --> 00:36:06.239
<v Speaker 1>over and over again, expecting a different result. And Sammy,

695
00:36:06.320 --> 00:36:08.960
<v Speaker 1>you see the same guys out there still doing the

696
00:36:08.960 --> 00:36:11.599
<v Speaker 1>same thing. It's like they never learned from their past mistakes.

697
00:36:12.079 --> 00:36:14.480
<v Speaker 1>I only have to make one mistake one time, and

698
00:36:14.559 --> 00:36:17.400
<v Speaker 1>I'll make thirty more, but there'll be thirty different other mistakes.

699
00:36:17.400 --> 00:36:19.320
<v Speaker 1>They won't be the same mistake over and over again.

700
00:36:20.159 --> 00:36:23.719
<v Speaker 1>So look, we have a long way to go still.

701
00:36:23.760 --> 00:36:25.800
<v Speaker 1>We got a lot of projects coming up out of ground.

702
00:36:26.119 --> 00:36:28.119
<v Speaker 1>I'm sitting here waiting for Brad to bid. I don't

703
00:36:28.119 --> 00:36:30.119
<v Speaker 1>know how many you bidding right now. Did you get

704
00:36:30.840 --> 00:36:32.000
<v Speaker 1>you got Lineman's plans?

705
00:36:32.360 --> 00:36:32.679
<v Speaker 3>I did.

706
00:36:32.840 --> 00:36:36.800
<v Speaker 1>Did you get Cabins plans yet? No? No, So you

707
00:36:36.880 --> 00:36:39.000
<v Speaker 1>got to get those. You got the other one that

708
00:36:39.119 --> 00:36:45.159
<v Speaker 1>I sent you? And then what's that? And then the

709
00:36:45.519 --> 00:36:49.000
<v Speaker 1>crazy part here, David is what's holding us up is

710
00:36:49.039 --> 00:36:53.400
<v Speaker 1>the citas and towns are just ridiculous. They've got our hands.

711
00:36:53.840 --> 00:36:56.039
<v Speaker 1>We have nine build outs that we should be working

712
00:36:56.039 --> 00:36:59.679
<v Speaker 1>on right now, right at this moment, and we're sitting

713
00:36:59.719 --> 00:37:03.280
<v Speaker 1>waiting for special permits. We're waiting for building permits, but

714
00:37:03.360 --> 00:37:08.079
<v Speaker 1>we're not getting building permits for thirty sixty days. Right,

715
00:37:08.119 --> 00:37:10.800
<v Speaker 1>these could be I'm sorry, sixty ninety days. It used

716
00:37:10.840 --> 00:37:12.559
<v Speaker 1>to be thirty days in and out.

717
00:37:13.079 --> 00:37:14.280
<v Speaker 3>Why are they okake us so long?

718
00:37:14.639 --> 00:37:17.519
<v Speaker 1>Welcome to Massachusetts. Now it's a new you know it's

719
00:37:17.519 --> 00:37:20.039
<v Speaker 1>a new I don't know since COVID. It's just the

720
00:37:20.079 --> 00:37:22.960
<v Speaker 1>way it is. But see the problem is we have

721
00:37:23.039 --> 00:37:26.199
<v Speaker 1>to follow codes, we have to do everything. But then

722
00:37:26.440 --> 00:37:29.320
<v Speaker 1>they don't have to follow codes, right, so it's just

723
00:37:29.440 --> 00:37:32.880
<v Speaker 1>a short of help. Who knows. You know, We've got

724
00:37:32.920 --> 00:37:36.320
<v Speaker 1>so much stuff coming at us here. No more fossil fuel, right,

725
00:37:36.400 --> 00:37:38.559
<v Speaker 1>so that's going to put a heart on me. No

726
00:37:38.639 --> 00:37:41.000
<v Speaker 1>more gas in where I build a Newton Brookline. If

727
00:37:41.000 --> 00:37:42.920
<v Speaker 1>you go to Revere Chelsea, you can have gas. You

728
00:37:43.000 --> 00:37:45.119
<v Speaker 1>come to Newton brook Line you can't have gas. Right,

729
00:37:45.719 --> 00:37:48.440
<v Speaker 1>And now they change the tree ordans in both they

730
00:37:48.599 --> 00:37:51.880
<v Speaker 1>changed the grade average. You can't change the grades. So

731
00:37:52.480 --> 00:37:53.960
<v Speaker 1>some of these deals that we want to buy, we

732
00:37:54.000 --> 00:37:56.880
<v Speaker 1>can't even buy because they don't make sense to buy.

733
00:37:56.960 --> 00:38:01.039
<v Speaker 1>They're just making it very tough on developers. But we

734
00:38:01.079 --> 00:38:05.039
<v Speaker 1>need houses. But we're gonna put your hands behind you're back.

735
00:38:05.679 --> 00:38:07.400
<v Speaker 1>It's the craziest thing I've ever seen. So you have

736
00:38:07.440 --> 00:38:09.960
<v Speaker 1>to have money to carry the cost of this stuff

737
00:38:10.440 --> 00:38:12.639
<v Speaker 1>all that time. I'm Sinny Stumpy listening to Toughest Nails

738
00:38:12.639 --> 00:38:15.360
<v Speaker 1>on WBZ News Radio ten third and welcome back to

739
00:38:15.360 --> 00:38:19.440
<v Speaker 1>Cindey Stumbo Toughest Nails on WBZ. David take us out, Buddy.

740
00:38:19.559 --> 00:38:21.960
<v Speaker 3>So the reason thoughhy I coll In New England and

741
00:38:22.280 --> 00:38:25.639
<v Speaker 3>see Stumbled Development are such great long term partners because

742
00:38:25.639 --> 00:38:30.519
<v Speaker 3>we share the same core values. We are world class products,

743
00:38:30.599 --> 00:38:34.440
<v Speaker 3>world class service, world class people, all at a competitive price,

744
00:38:35.159 --> 00:38:37.519
<v Speaker 3>and at the end of the day, creating very satisfied

745
00:38:37.519 --> 00:38:39.559
<v Speaker 3>customers is our number one priority.

746
00:38:40.800 --> 00:38:43.039
<v Speaker 1>That's the best you got, I got one better. You

747
00:38:43.119 --> 00:38:47.000
<v Speaker 1>guys are phenomenal. You're fantastic. There for your clients. That's

748
00:38:47.039 --> 00:38:50.119
<v Speaker 1>what makes you different, that's what stands up you apart

749
00:38:50.360 --> 00:38:52.159
<v Speaker 1>when you add there for your clients. You guys have

750
00:38:52.280 --> 00:38:54.199
<v Speaker 1>never not been there for me or any of my

751
00:38:54.360 --> 00:38:58.159
<v Speaker 1>end users I appreciate. I love PELL, the Windows. Everybody

752
00:38:58.159 --> 00:38:59.960
<v Speaker 1>have a great safe wee get. This is Cindy Stumble.

753
00:39:00.119 --> 00:39:01.079
<v Speaker 1>We'll see you next weekend.