Dear Friends,
Contractors matter! Melanie
Loftus posted an announcement of Michael Chusid's article on the power of
contractors and their suppliers in BuildSite News, but I thought it deserved
wider distribution.
Michael’s note begins “Architects, engineers, and other specifiers are powerful
gatekeepers for building product sales, but contractors make the actual
purchase.” The contractor's power is
particularly strong on products with "un-proprietary” specs – the most
typical.
This
resonates with us. Getting
"in the spec" has always been the "holy grail” for marketers, and
it has a huge payoff when it results in a proprietary spec on a big project. But proprietary specifications are the
exception, not the rule. That leaves
contractors, in their role as “last designer”, in the driver’s seat when it is
time to choose the right product for the job.
Read the article here; read more from Michael Chusid here. Comments are welcome. BuildSite will be writing more about this
important topic.
Ned
Ned
Trainor | President | BuildSite LLC