Executive Vice President & Owner
HIVEX Basement Finishing Co. / Fredericksburg, Va.
2019 Revenue: $5.2 Million
On referral programs: About 30% of our sales comes from referrals, and the HIVEX Gold Club is our way of investing in ongoing relationships with our clients. Just because their project is completed doesn’t mean that the client-contractor relationship has to end. Investing in our customers and helping them remember us and feel valued increases the likelihood they will refer us to their friends.
When adding a client to our Gold Club, we look at online reviews, referrals, and responses to the Guild Quality surveys that each client completes, among other criteria. We spend around $20K annually on our Gold Club members, particularly on gifts that could be used in basements.
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