May 14 2007 10:42AM | Permalink | Email this | Comments (2) |
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Over time I have observed that many manufacturers have a sincere desire to be a valuable partner to the home builder and they try to provide products and promotions to assist the builder in selling more homes and making more profit.  But I have also observed that a majority of these manufacturers are not successful in providing real value to the home builder.  Why?  It boils down to a lack of understanding of the builder’s business including cost structure, the building processes, organizational issues, etc.  It is difficult to provide value to a builder if you don’t truly understand his/her business.

This is the reason why my company, Builder Partnerships, has launched a seminar series for manufacturers to assist them to gain an in-depth knowledge of home builders and the home building industry, with the ultimate goal of helping manufacturers develop and implement strong, effective sales and marketing strategies that provide value to the builder and increased sales to the manufacturer.

It would behoove any building materials manufacturer to learn as much as they can about the total building process, the real role of the builder’s purchasing department and how the manufacturer can assist the purchasing manager do his job more efficiently.  I encourage manufacturers to attend as many seminars as possible to gain greater insight into the home building business because this knowledge will make them a more effective partner with the builder and, in doing so, they will increase their sales.