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  June 28th, 2011
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buildsite.com

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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

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