In today's market you want to stand out and differentiate yourself by being the company that offers the most valuable relationship, not necessarily the least expensive product.

Manufacturers of building products spend countless hours each year researching the needs and wants of the home builder with focus groups, surveys, consultations with experts and analysis on new product development.

In this four-part series, we will reveal several ways you as the manufacturer can become invaluable to your builder customers without sacrificing profitability.


September 2020 | Tip #1: Offer cost-savings ideas. Reducing costs is an ongoing challenge for builders. Manufacturers can strengthen relationships with builders by sharing ideas on how to reduce costs. Become a trusted resource of valuable information and provide builders with effective methods for increasing efficiencies in product development and construction.

 

We often talk to our builder members about the importance of being the “Builder of Choice.” These builders focus on excellence and their suppliers see the difference. In the same way, operate as a “Supplier of Choice” and let builders see that you operate at a superior level. Show the builder that you put them first. Be a true partner.

October
2020 | Tip #2: Show the field staff you appreciate their business. Get out there and connect. Show up on the job site with coffee and bagels. Foster a relationship with the field team and they will be an advocate for you with their purchasing department.