DEDICATED to doing it right

Tom Moore's Kitchen and Bath Cabinets Inc. gets 80 percent of its business from referrals.
By MARY ELLEN PELLEGRINI
VINDICATOR CORRESPONDENT
GIRARD -- The true craftsman who can transform a pile of lumber into beautiful, functional cabinets is a dying breed. Combine craftsmanship with the business acumen needed for a successful building enterprise and the pool of professionals shrinks further.
Tom Moore, president of Kitchen and Bath Cabinets Inc. in Girard has been a member of this limited pool for almost 40 years.
Moore, who grew up in Westlake, had a love affair with woodworking since the mid-1950s. A part-time job in high school introduced him to a new system of manufacturing cabinets.
Up until that time, kitchen cabinets were constructed on site. The HJ Scheirich Co. of Cleveland, Moore's employer, was one of the first national manufacturers to produce cabinets in a factory. "I got my feet wet in an emerging business. Nobody had done anything like it before," said Moore.
The teenager, who had been delivering The Plain Dealer to Sam Shepard, Otto Graham and Marion Motley, got hooked on a new venture.
Career
Still, after graduating from Westlake High School, Moore headed briefly for Ohio State University before entering the Army. Upon graduation from Officers Candidate School, he was commissioned a second lieutenant. A four-year stint completed his active duty military service, but Moore remained in the Army Reserves for another 20 years, when he retired as a colonel.
The disciplined, deliberate approach necessary to Army combat shaped Moore's character. "In the midst of battle, you make your best decisions," related Moore. That philosophy permeates his business career.
"I thought through decisions and knew what I wanted," he said.
After his military tour, Moore returned to Cleveland and his passion for carpentry. Armed with leadership skills from the Army, he established a construction firm that built more than 850 homes in the Cleveland area.
When he built his first house, Moore specified HJ Scheirich cabinets "because I knew what they were." Quality materials are Moore's trademark. "I've never gone with a cheaper product to maximize profits," he said.
The business-savvy entrepreneur enjoyed success but also felt the sting of economic downturns. "The cyclical fluctuations in the building industry can make for some very difficult times. It's something you have no control over," he relayed.
Moore said he survived the lean years with planning, fortitude and confidence in his ability to rebound.
Moves to area
Moore moved to the Mahoning Valley to be closer to his daughter. And because he "happened to catch an ad that seemed to be an appealing vocational fit."
An old friend, the HJ Scheirich Co., was looking for someone to represent and sell its cabinets locally. Moore worked as its sales representative for five years before giving in to his desire for self-employment.
His long history with the kitchen cabinet business and an uncertain economy are "the reasons today I find myself in the building industry but not as a builder," Moore explained. He established his niche in the local market with KBC.
At KBC, Moore builds specialized cabinets but primarily represents national manufacturers. The business began as a wholesale venture and has gradually evolved into a more retail-oriented enterprise.
"I feel more comfortable with what we're doing now," he said, adding that he enjoys the opportunity to focus on kitchen design.
Personal touch
KBC's computer-assisted-design capability enables Moore to merge his experience and craftsmanship with technology. However, he is quick to point out that true artistic design doesn't flow from the computer alone.
"The computer can design kitchens, but you have to know what the machine doesn't know," said Moore.
In addition to knowledge, Moore said success requires realistic goals, hiring qualified personnel and not overextending in any one area. "We also take a fairly proactive approach and try to plan 30-60 days in advance on all endeavors," he added.
Astute business practices along with customer satisfaction keep Moore afloat. "Very often what trips the difference between me and the next guy is how I respond to the needs of the customer," he said.
Moore prides himself on listening carefully to the customer before work begins. "I'm not interested in the quick, fast buck. If the customer isn't happy, money won't make me happy," he stated.
"I'm a dinosaur of sorts because I still employ some of the older business philosophies, which aren't always financially rewarding," Moore continued. Those philosophies include supporting a dealer who is struggling and providing extras such as design service at no additional cost.
Business success
As a result of this philosophy, 80 percent of KBC business comes from referrals, and gross sales topped $500,000 last year.
Moore equates success with personal satisfaction. "If I'm satisfied with how I'm doing, then I'm successful. Whether or not it's truly appreciated by the rest of the world isn't as important as knowing that I did all I could to satisfy the buyer."
Not surprisingly, he has no plans to retire. "I'd like to remain active in this business as long as I'm physically able. As long as I'm happy doing it why would I not want to do it."