- Don't arrive at their office or job site unannounced. Make an appointment and do your "homework" first
- Research the builder before you show up, including the history of the builder, types of homes they build and where, and the price point
- Walk their job sites and talk to superintendents and contractors. Utilize your company's resources, such as mobile showrooms
- Know your competition. What manufacturers are they using now? Why are they using them?
- Know who their installers/contractors are. Do you have a relationship with their current trades? Are the trades using your products on any other jobs? Do the trades currently buy from one of your stocking distributors?
- Be there when the builder needs you. Don't disappear after you make the sale. You need to be in contact with the builder on at least a monthly basis moving forward
In today's market, everyone wants to lower costs. Show the builder you are interested in their business by negotiating a win-win deal.
Builder Partnerships can be a valuable resource for the manufacturers looking to connect with the largest builder category: mid-tier builders. Bringing manufacturers and builders together is one of the things we do best!