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Thank you for visiting our site. For over 25 years DEC International has delivered exclusive content to thousands of companies just like yours! What makes us different and of value to you is the wide breadth of services we offer that allow you to time your sales efforts more effectively than anywhere else. DEC has a unique outlook on researching; we believe it is a cooperative effort between our Members and ourselves. Finally, we know that we work at your pleasure.

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Recent blog posts

StayOrGoLike the popular motel commercial you hear on TV; the question is also applicable to most of our customers who have clients not hundreds of miles away, but sometimes just down the street. Through the prism of over 30 years watching and participating in the Atlanta/Georgia market, we’ve rarely seen a period with so many people as frantically busy as at present.

While we are busy today, there will likely be a time in the not too distant future where business slows down or becomes more competitive. While the number of suppliers has been contracting, that trend will not continue indefinitely. Where there is profit, there is competition. The same goes for subs as well. Each month our Business Facts Report dutifully reports dozens and sometimes hundreds of new companies either being created or moving into our market that are construction centric. Today we have spot shortages; tomorrow there will be surpluses in labor and suppliers.


Efficient selling meets the new world order

I grew up like most of us did. I learned that there is essentially nothing new under the sun when it comes to human relations. We relabel it; we package old ideas and sell them as new. People are people after all; right? And, so I believed for almost all of my adult life. I listened to a new book over the last few weeks that changed my perspective in a couple of important ways. The book is “To Sell is Human” by Daniel Pink. This is easily the most complex sales book I have ever read/listened to. Many thoughts, many examples, many conclusions, all carefully laid out for you to understand and implement. Somewhere between the old prospect, qualify, interact and close methodology and Pink’s version of a Brave New World is where I fall right now (subject to change) and I wanted to share some of his key concepts that I took away on first listen.

  • The information revolution, and particularly social media, have made a profound change in both consumer and business to business selling by empowering your customer with knowledge, advice and alternatives never before available so easily. From technocrats to the 80 year old granny at home, all have access to the world; and they are doing so frequently.

body youcandoitDo you make excuses or get it done?

We run this article every year because it’s something we all need to hear and think about on a regular basis. For those not old enough to remember, "Can Do" was a popular 50's expression that articulated a nation's conviction that an individual’s will is pretty much all that’s needed to overcome life’s challenges. More than a cliché, "Can Do" is a statement of expectation. Expectation that you can rely on what I say and that I will do whatever needs to be done. Was life really so simple in times past and have we lost that expectation that anything is possible if we want it enough and are willing to work for that goal?

Managers assign work to their associates with an ever-increasing concern as to whether the assigned task will be completed without problems. More and more, people assigned tasks are not performing them in either a timely manner or to completion. This is even more of a problem when that person is also independent. If your company has this problem, whose fault is it, what can you do about it and what are reasonable expectations? Answers to these questions and others are vital to your sales success.


Danger CloseHow to avoid your own blue on blue accidents


When our soldiers are fighting an enemy at very close quarters the term “Danger Close” is communicated to all the friendly forces coming to help. The idea of broadcasting “Danger Close” is to ensure that responding forces know there is little room for error; and to be careful not to target your own guys in the heat of battle. So called Blue on Blue fratricide.   After almost 40 years of working with residential and commercial contractors and subs I’m ready to stop blaming the vagaries of the market and instead identify the number one killer of profits and long-term viability is companies’ inability to recognize their own mistakes and dangerous trends.

A week or two ago our Permit Department entered approximately 1,400 permits for that week. A number we have not seen in about seven or eight years. Whether those numbers hold up on an ongoing basis or not, I can’t tell you for sure, but what it does do is to remind me that when we are most busy, we tend to also have the most blind spots. You see it in the frantic pace many of our members keep up and the issues we see in marketing. Not enough of our members are broadening their base at the moment as they seek to collect the low hanging fruit first with the resources they have on hand. I hear over and over again, how difficult it is to get someone on the phone or in person. You have got to ask the question; is the right information getting to the top and then acted on?


five monkeysGail Riegelmayer is a close friend and a business coach. She wrote the following metaphor that seeks to explain why we sometimes institutionalize dumb policies and procedures. I hope you read along and enjoy this piece as much as I did.

Start with a cage containing five monkeys. Inside the cage, hang a banana on a string and place a set of stairs under it. Before long, a monkey will go to the stairs and start to climb towards the banana. As soon as he touches the stairs, spray all of the other monkeys with cold water. After a while, another monkey makes an attempt with the same result, and all the other monkeys are sprayed with cold water. Pretty soon the monkeys will try to prevent it.

Now, put away the cold water. Remove one monkey from the cage and replace it with a new one. The new monkey sees the banana and wants to climb the stairs. To his surprise and horror, all of the other monkeys attack him. After another attempt and attack, he knows that if he tries to climb the stairs, he will be assaulted.

Next, remove another of the original five monkeys and replace it with a new one. The newcomer goes to the stairs and is attacked. The previous newcomer takes part in the punishment with enthusiasm! Likewise, replace a third original monkey with a new one, then a fourth, then the fifth.

Every time the newest monkey takes to the stairs, he is attacked. Most of the monkeys that are beating him have no idea why they were not permitted to climb the stairs or why they are participating in the beating of the newest monkey. After replacing all the original monkeys, none of the remaining monkeys have ever been sprayed with cold water. Nevertheless, no monkey ever again approaches the stairs to try for the banana. Why not? Because as far as they know that’s the way it’s always been done around here.

And that, my friend, is how a company policy begins.

Note:  This is not an actual experiment but rather, it is a metaphor for what happens in

             business, families and other groups when policies or procedures are not questioned. 

             What’s important to remember is that some things outlive their relevance, so it’s okay

             to ask  “Why?”



Business Facts - Learn about new businesses.
Planning & Zoning - Early real estate development information.
Permit Facts - New construction and renovation permits.
Atlanta Housing Report - Permits for new construction.
Bid Facts - Private sector pre-bid & bid stage.
Prospect Facts - Early stage information.

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