In Short:
- Stay top-of-mind with architects by providing clear specs, sustainability data, and high-quality images.
- Build strong relationships through events, responsiveness, and understanding architects' project needs.
- Leverage creativity and digital tools to offer unique solutions and track trends for better visibility.
Economic uncertainty is creating big challenges for the construction industry and building product manufacturers are feeling the impact too. Staying strong means using strategies that bring stability and growth. Here are five ways manufacturers and distributors like you can succeed in today’s market.
Make Sure Architects Remember Your Products
Architects play a key role in choosing which products are used in projects, so it’s important for manufacturers and distributors to capture their attention. Be ready to share these resources for your products:
- Clear specifications
- Technical information
- High-quality product images
Creating these resources can make your products stand out as reliable and important. For instance, including sustainability data can make your products more attractive since architects face growing pressure to lower carbon emissions.
Stay Visible and Build Strong Relationships with Architects
Staying visible helps architects think of your products first. Keep in touch with architects and firms by attending seminars, webinars, and industry events. If possible, host your own events and invite key architects to join.
Derek Guffey, Vice President of Sales for building product manufacturers at ConstructConnect and a former architect, stresses the importance of being not just visible but responsive. “If [an architect is] calling you with a question about your product or your industry, and you don’t respond to them, they’re going to move on to the next person,” he advises.
Understand Architects’ Projects and Start Meaningful Conversations
Learn what projects architects are working on and how your products can meet their specific needs. Once you’ve identified a target area, Guffey suggests using insights about these topics to have informed, impactful conversations with architects:
- Market trends
- Building types
- Regional activity
Being proactive like this ensures you’re always ready to showcase your products.
Offer New Solutions with Your Products
Creative, cost-effective alternatives can make your products stand out. For example, while the popular prescription drug semaglutide (Ozempic®, Wegovy®) was created to treat diabetes, it’s also being prescribed for weight loss. Similarly, consider how your product could offer benefits beyond its main purpose.
Solutions that save time or improve construction schedules are especially helpful when budgets are tight. Highlighting these advantages can build trust and loyalty with your clients.
Digital tools can simplify operations and improve decision-making. ConstructConnect Insight Analyze helps you track product specifications, spot competitors, and follow market trends.
SpecPoint, powered by AIA MasterSpec®, connects you with thousands of design professionals. It lets you showcase your products with customizable content, specification tools, and building information modeling (BIM) support.
These tools give you the visibility and insights to succeed in today’s construction industry.
By using the five strategies above, manufacturers can stay strong and adaptable in a fast-changing industry.
