Jan 29 2008 10:01AM | Permalink | Email this | Comments (0) |
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We all know that the housing industry and the economy is really bad, but the problem is that every day it seems to be getting worse!! At times we all just want to curl up in a fetal position and wait for it to all get better. But this is not a strategy that will work. Now is the time for us to sit down and look in the mirror and identify our current reality – what is the state of our business in this horrible market? Once this is done, we can make realistic plans on how we will run our businesses in the current market. 

Building material manufacturers must rethink their builder sales and marketing strategies. Have they focused too much on the public builders thus putting too many eggs in one basket? Do they need a more balanced builder “portfolio”? How do they reach the private builder segment? Do manufacturers really have a good understanding of the home builder’s business? Do they understand how builders make a profit or control their costs? Does the manufacturer understand how its product and service offering affects the builder’s bottom line? 

I believe that the timing is right for manufacturers to take stock of their strengths and weaknesses, what they know and what they should know about the home builder. My company, Builder Partnerships, has been assisting manufacturers to gain a better understanding of the builder as well as helping them develop new and more effective strategies. I urge all manufacturers to take action now!