Positioned for the Upturn?

The Upturn in construction is coming.

Eventually.

The McGraw Hill-2011 Construction Outlook predicts “modest” improvement in 2011, with an 8% increase in construction starts, as compared with a predicted 2% decrease in 2010. Robert A. Murray, Vice President of Economic Affairs at McGraw-Hill Construction, commented, "We're turning the corner, slowly. 2011 will be the first year of renewed growth for overall construction activity, and 2010 becomes the final year of a very lengthy and unusual construction cycle."

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How Does CSI's Acquisition of BSD Affect Building Product Marketing?


I’m glad to see CSI's acquisition of BSD. Having been a part of the Strategic Planning Task Team last year, I'm personally gratified to see CSI putting the plan into action in such a concrete way, by becoming more involved in the tools our industry uses to organize information.

I do think it remains to be seen, though, how the marketing of building products will change as a result of CSI's move. 

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Creating New Words

Construction is a field where new technologies and practices often justify the invention of a new term. As an example, I coined the phrase, "studcast" to describe a new type of wall panel that consisted of a hybrid of prefabricated light-gage steel frame with a thin precast concrete veneer. I offered the term to all the manufacturers of this type of product, and most of them now use it to as a standardized, simple, and descriptive term.

However, some invented terms are unnecessary and can lead to confusion.  A case in point is the recently coined term, "civionics".

I first encountered the term in the article "New civionics technologies for structural health monitoring" in the November 2010 issue of CE News. While the article shares valuable information about the evolving science of structural health monitoring. I question whether the use of the term "civionics" was equally valuable.

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Emotions and Branding

Louis Sullivan was one of the most important architectural leaders of the late 19th Century. His well known maxim says:

Form follows function.

This has inspired generations of "modern" architects and justified designs seemingly stripped of ornamentation and excess. To satisfy market demands, most building product manufacturers have had to offer materials similarly devoid of ornamentation, allowing the function of the product to speak for itself.

But architecture can also borrow insight from other creative fields. Willie G. Davidson, Chief Styling Officer for Harley-Davidson -- a very successful brand -- proffers a small but significant twist on Sullivan. Davidson says:

Form follows function, but both report to emotion.

I see this expressed in the current issue of McGraw Hill's SNAP magazine - a publication that survives by appealing to architects. It's cover photo depicts a pair of trash receptacles, a product category not ordinarily considered exciting.

But without sacrificing functionality, the manufacturer of these trash cans added an entasis (architecture for "curvature"). showed sensitivity to color and texture, and created an object with emotional appeal to designers.

Svelte objects of sensual desire may not elicit the right emotion for your company -- many building products, for example need to appeal to emotions of safety and reliability, for example -- but you cannot afford to overlook emotion in your branding.

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Why Architects Need Sales Reps

Click on image to enlarge.
Right out of architectural school with a polished portfolio of design work and blazingly fast speed on the latest 3D drawing tool. But ready to select building materials? That's another question.

I was lucky in my first architectural job -- I had mentors in the firm that took time to train me. But most of what I have learned in those early days of architectural practice was taught to me by building product sales reps.

I remain grateful, example, to the architectural hardware consultant who explained that an office lock can be locked from the inside via a push button, but a classroom lock can only be locked from the exterior and requires a key to do so -- thus preventing students from locking the door when teacher steps into the hallway.

CeSill is cartoon strip by Larry Fredlund, Assoc. AIA, CSI, a sales rep for Pella Windows. Check out this and his other comments on architectural practice at www.cesill.wordpress.com.

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10 Tips For Producing “LEED” Specs

What can you do to make it easier for your customers to understand and specify green building products?  The following is advice from CSI's Sustainability Practice Group. It is a good guide for building product manufacturers to study when preparing any "green" marketing literature.

1. There is no absolute difference between a “LEED” spec and a normal spec. You can write a spec for a sustainable building and never use the words “sustainable,” “green,” or “LEED” in it. If the spec is written in a clear, concise, correct and complete manner, sustainability can be built in.

2. BUT you should state your goal for a spec in Division 01 - General Requirements. Is your project to be “LEED Certified” or “LEED Certifiable”? Knowing the design intent of the owner and architect helps the contractor.

3. A list of LEED requirements is not a spec. If the instructions to the contractor are unclear, you’ll pay for them to guess. Product selection and code compliance are the designer’s responsibility.

4. Do the legwork before you open bidding. Do not spec products that cannot meet your sustainable design requirements. You’ll pay for that, too.

5. Know what level of “Green” the owner wants. If the owner wants LEED certification, don’t waste time and money requiring floormats that are made of recyclable material as they don’t contribute a thing to your LEED goal.

6. There is no “maybe” in a contractor’s vocabulary. “Maybe” in a LEED Scorecard will be translated as “no.” Either you’re pursuing a credit or not. Tell the contractor what must be done, not what could be done.

7. Make data collection important. Contractors put off unimportant paperwork. If data for LEED credits must be handed in with Applications for Payment, it’ll get done.

8. Don’t overwork -- and thus overpay – the contractor. Limiting contractors to collecting and recording data for a few products also limits the time and resources they need to do the work. Target the products that will get you the credits you want.

9. Explain, explain, explain. Budget for site visits and meetings where you’ll explain what you’re doing to the contractor, the subcontractors and the facility managers.

10. Let CSI show you how to manage your construction documentation:

  • Join CSI’s Sustainability Practice Group – It’s FREE! The next meeting is scheduled for December 21, and the group will be discussing Sustainable products, standards and guidelines.
  • Post questions in CSI’s Sustainability Forum.
  • Learn to use CSI’s GreenFormat, a format for structuring product data.

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Privacy Issues with QR Codes

My basic philosophy of internet privacy is this: if you put it on the internet, it's not private. Period. Doesn't matter how many passwords, firewalls, or encryption keys you put in front of it, if someone somewhere can see it on their screen - including you - it can become front page news on Google tomorrow. As new internet technologies break out, it is important to remember this maxim applies to them as well. We may not understand what the privacy risks are with some new medium, but rest assured they exist; be careful about what you post, and as new privacy implications are discovered act accordingly.

Which is why this post on QR Code Magazine is a must-read; it highlights potential privacy risks in proprietary QR readers that most users may be unaware of:

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Satisfy architects’ cravings for product literature

 After several years selling engineering materials, I recently accepted a position with an architectural products manufacturer. Architects seem to have a stronger appetite for product literature than my previous customers had. They don’t want just my catalog, but product data sheets, test reports, installation manuals, and all the rest. But it seems as if they don’t really read the three-ring product notebooks I give them; they just want another binder for their shelves. Why are architects so keen on product literature?—L. R., District Manager

Architectural selling differs from other types of industrial or technical selling in many ways. Understanding the reasons for this will help you in your new position.

Typically, architects cannot buy your products; they can only “buy” your ideas. You are not selling them bricks or formwork but information and concepts. Architects generally are better at manipulating symbols, such as words and drawings, than people or objects. The idea of a product expressed on paper can take on a reality greater than the actual material or installation.

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App to Find People at Trade Shows

Nowadays, there seems to be a mobile phone app for everything.  The latest app I've come across seems to have a great implication for trade shows -- Fast Society.

Fast Society allows people at large chaotic events, such as trade shows, to communicate their exact locations and schedules with their team.  Of course you'd have to build your team first.  I'd suggest messaging a few contacts/prospects before a trade show, sending them your team information, and then connecting with them while you're there.

TrendCentral.com describes Fast Society:

"Anyone who has attempted to organize a group outing knows how frustrating coordinating schedules can be, not to mention the difficulty of actually sticking together in a crowded public space once they’re hangin’. Enter Fast Society, a mobile chatroom-slash-friend locator that could change people’s (social) lives. The free app allows its users to group text, conference call, and share locations among groups of friends (known as “teams”) for specified time periods. (Mashable recommended it for concerts, but it can be used for any unruly excursion.) Although there are similar apps on the market, like GroupMe, Fast Society is emerging, um, fast as the category leader."

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Your web site's first impression

Your web site's first impression just got more important than ever. Google's Instant Preview allows users to see a small screen preview of your web site before they click through. Take a look at copyblogger's post on the subject:

With Instant Preview, potential visitors are going to make a judgment about whether or not to visit your site without even reading the content. It’s too small to see in the pop up window. They’re going to decide based purely on — (drumroll, please) — design.

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Business in Quebec

If you want to do business in Quebec, Canada, you better be able to parlez-vous Francais. (Actually, this means "Do you speak French?", so it just demonstrates my lack of knowledge of the language.) Here is a recent email from a friend in Quebec:

French is essential in Quebec - not in the rest of Canada. Legally required, and the French text needs to come first and be larger. If someone in Quebec goes to your client's website, I don't think it's required that it come up initially in French, but it needs to have a button for French. And if they really want to win Quebec business, the French should come up first when a Quebecois goes in, and the English be hard to find! I think the entire design and construction industry in Quebec is French speaking. You can get just about any product you need in Quebec from a French speaking source (or manufacturer even), so they can be picky, and are.

There's a website for the provincial government that lists the language requirements (see below).  
http://www.olf.gouv.qc.ca/english/infoguides/selling/selling.html
http://plushtext.com/blog/what-you-need-to-know-about-canada’s-language-laws-before-you-sell-your-products-here/
There are an estimated seven million French speakers in Canada. I suspect many of these are also able to read English, but others are militantly French-firsters. This is not an insignificant market, especially for building product manufacturers based in the North Eastern and parts of the Midwestern US.


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Taglines

A tagline can be an invaluable part of your brand. A good tagline has to be short, memorable, properly positioned, and on-target to communicate to your prospects and customers.

Here are examples of taglines developed by Chusid Associates:

A Step Up 
Zephyr Metalcraft
The tagline references their primary product, yet also captures the premium quality of their custom made monumental stairways.

The Renaissance of Fine Plasters
TexSton Industries
The use of the term, "renaissance" speaks to the Italian heritage of the firm's venetian plasters, and also to its role in reviving and updating an ancient craft.

Anchors that Hold Fast. Delivered Fast.
Heckmann Building Products
At a glance, a customer knows what the company makes and is reassured of the performance of both the products and the service.

Setting the Standard for Concrete Colors
Davis Colors
Their color cards used to say: Color Standards for Concrete. A minor change casts the firm as the industry leader.

Make Space for Grove Shims
Grove Products, Inc.
Little things on construction job sites are often overlooked, as are the companies that make them. Of course, making space is what shims are all about.

The Difference in Densifiers 
Lythic Solutions
For a brand new company with a new type of densifiers, we needed to emphasize that their products were different than all the established brands.

The Harder, Faster, Better Plaster
CTS Cement Manufacturing - Eisenwall Brand
The rhyme and meter of these product attributes flows like poetry.

Note that some of these taglines have been retired.  Each worked well in its day and helped the client advance to the next level.

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Recession Changes Where Designers Work

One result of the recession may be a further decentralization of architectural practice. This will create new challenges for sales reps wishing to make calls on design offices.

I began reflecting on this after receiving the following email from an architect that had closed his small office after 25 years of practice at the same location. While his direct impetus was a downturn in workload, he points out the shifting nature of practice as follows:

"We have seen the tools of the trade evolve from Phones, Pencils, Parallel Rules and Paper - to black and white computers, fax machines, and pagers - to color computers and mobile phones the size of bricks - to 3D CAD drawings, remote access, and multi-media cell phones. Over the past several years, staff and I have taken advantage of this technology to work more and more from homes where we have ready access to our server and speedy graphic communications. So we have now moved our operations into our home offices."

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A Green Virtual Trade Show

A trade show without travel does sound like an environmentally sound idea. Yet can a digital forum, a "virtual trade show," really provide the type of hands-on experience that a trade show provides?

Hanley Wood (HW) proposes to find out. They have partnered with a digital technology group to promote GreenExpo365.com, an "online community and virtual trade show."

The website is clearly advertising driven. That in itself is not a bad thing as most trade shows try to part manufacturers from their money. But can such an online forum really form a "community" of users? USGBC, CSI, AIA, and other organizations already offer real communities. Their online components are adjuncts to committees, chapter meetings, and real trade shows.

Here is an excerpt from an HW press release:

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CSI Webinar: BIM

CSI Webinar:
BIM for Building Product Manufacturers 

Thursday, December 09, 2010 

2 - 3PM EST


Robert Weygant, CSI, CDT, SCIP
Speaker:
Robert Weygant, CSI, CDT, SCIP
Join Robert Weygant, CSI, CDT, SCIP, leader of CSI’s BIM Practice Group, and let an expert on what architects are looking for and what manufacturers can deliver explain to you what your company needs to deliver to your design clients. Architects have made a wholesale change in how they develop projects, moving from 2D CAD software to 3D BIM software. Because a BIM project is driven largely by the elements used to build it, BIM is only as good as the components that are available. Making manufacturer specific components available to architects will allow them to specify exact products and leverage the information contained within them. BIM for Building Product Manufacturers will go through the expectations that Architects have regarding BIM Content, and provide a sense of what to do and what not to do when getting models developed.

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Greenwash of Week - Cement Industry

As an architect, I was trained that my first responsibility is to be a good steward of the environment. I believe this should also be the first responsibility of everyone involved in the construction industry.

I feel shocked and saddened, then, when I read a news story like the following:

N.Y. cement factory plans to fight new EPA regulations
A New York-based cement plant, LaFarge, along with other companies, opposes new EPA regulations that require mercury-emissions reductions at cement plants. Portland Cement Association, an industry trade group, says the emissions limits are too low and it will be difficult to meet the requirements. However, environmental groups say that noncompliance will lead to more toxic pollution. Public News Service (11/09/2010)

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Recycled products reincarnate as profits

Everywhere I look, recycling activity is accelerating. How is this affecting construction?— C.N.D., product planner

To make a point about a competitor’s product, a sales rep once told me, “Fresh, clean oats are one thing. But oats that have already been through the horse are something entirely different.”

In today’s ecologically aware market, however, that sales pitch could easily be reversed. A product’s recycled content or recyclability has become a marketable feature. This market change is fertile soil for those who know how to cultivate it.

While public concern about the environment is high, the real impetus for recycling comes from economic and regulatory forces affecting solid-waste disposal. Many existing landfills are reaching capacity, and new sites entail extra costs for hauling waste and for environmental protection.

Construction waste and demolition debris may account for as much as 25% of solid waste generated in the United States. Some communities have placed severe restrictions on accepting such materials, and landfill operators are raising their dumping fees.

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Hyperbole vs. Credibility

I received a bit of spam from an individual named Stephen Sands, who made me an offer I could so easily refuse.  His spam began:

“With stronger web placement on the major search engines, your online results could be infinite.” That was all I needed to read to know that I never want to do business with this guy, even if he’s right.   I have a kneejerk reaction to people who toss around promises with the concept “infinite” in them: I figure they’re probably just blowing smoke in the first place.  They’ve got nothing and they’re trying to hype into something, so it’s no worse a lie to hype it into ‘everything.’

Perhaps Stephen Sands actually has a lot to offer, I don’t know; but his opening line made me certain that I’ll never find out.

In an atmosphere of so much competition for communications channels, the temptation to speak ‘louder’ is more intense than ever.  But we also live in an atmosphere of consumerist defensiveness and distrust, where hyperbole often has a negative impact.  That means we need to be both careful and thoughtful about what we claim in ads, sales literature, and other statements about products. 

Careful, because some statements may have legal implications such as an implied warranty. 

Thoughtful, because inflated claims create a credibility problem.

The first job of advertising and sales literature is, certainly, to get attention.  But we all know from grade school that there are both productive and unproductive ways to get attention.  Don’t choose a way that torpedoes the second job, which is to create the foundation for trust.  If the nature of your claims is too good to be true, people won’t believe them.  If the tone you set is over the top, people will  be suspicious.  If the crafting of the message impairs your credibility, it doesn’t matter how good your product is.

If, on the other hand, you can state some significant truths in an interesting manner, readers may trust you long enough to find out more.

Resist the temptation to hype, for truly, it is a fate worse than death.  (Oops!  I mean, resist the temptation to hype because you’ll probably do yourself more harm than good.)

The simplest test is to step back, look at your literature, and ask yourself, “If my competitor were saying this, would I believe it?”

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Cutting out Cut Sheet? Don't hold your breath.

The National Institute of Building Sciences has issued a press release claiming that "it won't be long until product specification sheets are a thing of the past" thanks to the Specifiers’ Properties information exchange, (SPie), a new digitized information exchange is being developed. My response: Don't hold your breath.

Proprietary product data sheets will continue to be required for as far as I can see into the future. I offer five reasons why this will take so long:

  1. Consensus standards always take a long time to develop. 
  2. The user-interfaces (BIM systems and mobile platforms, for example) will continue to change faster than the consensus standards can be implemented.
  3. Retraining an industry takes decades, even generations.
  4. Consensus standards work by defining minimum requirements, but designers, code bodies, and other industry forces constantly create new requirements that go beyond the minimum.
  5. Unless you manufacture a commodity product, you will want to compete on unique features and benefits that are not expressed in a standardized database.
I wish NIBS and their collaborators well, and will do what I can to support their effort as a worthwhile research project. But I remember when NIBS was saying that the construction industry's conversion to metric was eminent.

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ACI Launches Mobile-Optimized Website

The American Concrete Institue now has a mobile website for their on-the-go users. From the email announcement:

ACI announces mobile.concrete.org, a mobile-optimized version of its website. The mobile.concrete.org site transforms the most popular areas on ACI’s website into a format more convenient for users with mobile devices.
The site is very bare bones, but that's fine for now. I expect it will get more fleshed-out as traffic increases, and I would rather a minimalist, easy-to-load, functional site than a highly designed, flashy, and hard to use one.

ACI's mobile website features a
glossary of important concrete terms.

It is notable that this is coming from ACI, an established and well-entrenched organization, as opposed to some new startup; it shows both how widely adopted mobile web browsing now is, and an understanding that their members are not always at a desk when they need information.

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Direct and Indirect Barcodes

Roger has a great explanation of the difference between direct and indirect 2D barcodes. In brief, direct embeds the data in the code, while indirect stores the data on a server and just embeds a link in the code, which means you need an internet connection (and probably proprietary software) just to read it.

It's a short article and worth a read. I agree with Roger's conclusion:

Given this limitation of requiring an internet connection you may wonder why anyone of sound mind would want to use the indirect method? However the proponents claim that it is both more secure and also results in a smaller code. All I have to say is that in Japan where QR Codes are ubiquitous I have never seen or heard of an indirect code. Both direct and indirect methods fail to “switching” or “code-jacking” and as to size there are easy options for direct codes such as using the Bitly shortener.
Some indirect code providers, most notably Microsoft's Tag, are doing some very cool things with the art for their codes and back-end campaign tracking capabilities. You will have to decide for yourself if the benefits outweigh the costs for your 2D barcode campaigns.

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Signs of Change: Service Providers as App Providers

I have been predicting for a while now that apps would be as revolutionary to the internet as websites originally were.This week an article called "Why Consultants Need to Build Apps" shows we're one step closer to that point:

Services firms...are adapting in new ways to the fast-paced [application] development world. It's not simple but by no means is it as complex as it once was to develop applications. And from our estimations, it will become increasingly important as apps offer increasing business intelligence and the ability to provide self-serve tools any customer can use.
Bullseye. People are increasingly turning to smartphone or webapps as their primary tools for many of their daily activities, and building product manufacturers that understand this trend will have a strong advantage.

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At Least it's Not Politics

Building product marketing can be fierce, but at least its not as nasty as the marketing of political candidates. 

Continuing a family tradition of marketing excellance, my son, Andrew Chusid, managed the successful reelection campaign for Illinois State Representative Carol Sente. In the closing weeks of the campaign, unidentified parties placed posters throughout Sente's district that linked her to an unpopular local politician facing recall.

According to the local newspaper, "'Carol was disgusted by these dirty tricks,' Chusid said."

There may be dirty tricks played between bidders or subcontractors, and building product manufacturers often make technical or judgment errors in their marketing collateral. Overall, however, I am grateful for the integrity shown across the board by building product marketing. At least it isn't like politics.

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Help Wanted - Professional Sales Rep.

Chusid Associates is seeking a sales representative to sell services to the multi-billion dollar building products industry. Our 25-year old firm has kept growing despite the recession, and is now poised for breakthrough growth. This nationwide opportunity offers six-figure commission-only income potential.

You will be selling professional consulting services to executive-level managers of building product manufacturers. Services include strategic business planning, technical product evaluation, and marketing communications. The ideal candidate has worked with the building product industry and knows how to sell intangibles. Must have exceptional communication skills. Experience selling advertising, public relations, branding, design, engineering, or similar services is a plus.

Visit www.chusid.com/salesrep.html for additional information and instructions on how to apply.

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Turn your facility into a product showcase

 My office and warehouse is a plain, inexpensive building on a side street. My partner thinks we should move to a more visible location and add a showroom. Since we don’t depend on walk-in trade, does it make sense for us to spend the extra money?—J. P. S., distributor

Some building product distributors and manufacturers run successful businesses out of unattractive, out-of-the-way plants and offices. As one company president once told me, “If you have time to notice what the place looks like, you aren’t busy enough.”

Other firms, however, rely on elaborate showrooms to merchandise their products to a retail or designer customer base. But even if you don’t have much walk-in trade, you should consider how your building affects your public image and explore ways of using the facility to market your products.

One company I know of makes specified lighting fixtures but uses generic industrial lighting throughout its offices and plant. The illumination is dim and the fluorescent fixtures have yellowed with age. What message does that send to prospective customers, job applicants, suppliers, and other visitors? It would cost the firm almost nothing to install some of its new and innovative fixtures.

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Signs of Change: Smartphones More Personal Than the PC?

For years my daily end-of-work-day routine was power off the laptop, pack it up, go home, unpack it and turn it back on. Now I do this so rarely that I can leave the laptop at the office (wouldn't that be a great marketing slogan?) most nights and never even miss it. And the 7-year-old desktop in our home library gets booted up so rarely I keep forgetting the password.

How is this possible? What changed so much that these once indispensable tools are becoming so peripheral to my life? 

According to Lifehacker editor Adam Pash, Your Smartphone Is a Better PC than Your PC Ever Was or Will Be. His premise is controversial and debatable, but has an undeniable nugget of truth to it. And it has huge ramifications for our industry.

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Go-to guys

by Sheldon Wolfe, RA, FCSI, CCS, CCCA, CSC

I recently received an e-mail from my local IMI (International Masonry Institute) representative, saying that she would be retiring in a few weeks. Even though I had known her all the twenty-plus years I have been a CSI member, and knew we were about the same age, it was a bit of a shock. After trying to convince her not to retire (not very hard), I thought about other favorite product reps - my go-to guys, some of whom retired or lost their jobs in the past couple of years.

Specifiers have a simple job: to know everything about everything. Which is interesting, given that they not only must try to keep up with new products and changes in old ones, but must somehow divine what it is that the rest of the project team has in mind. Of course it's impossible to know everything, so what they do know is phone numbers for their go-to guys. These are the people who have the right answer or know where to get it, help extract information from manufacturers' labyrinthine websites, respond quickly, and appear to remain unfazed by calls made just days - or hours - before bidding documents are issued. They're the ones who know not only their own products but those of competitors, and are able to offer advice about installation, maintenance, potential problems, and corrective measures for defects or failures beyond their control.

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CSI Acquires BSD

The Construction Specifications Institute (CSI) has acquired Building Systems Design, Inc. (BSD). BSD is a leading publisher of master specifications and software productivity tools for designers. They also offer a variety of services to building product manufacturers.

What does this mean to the future of building product promotion?  Good question.

Stay tuned for further analysis.

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How to Lose Sales

Are your sales reps following up in a timely manner? Are you?

Many building product sales reps can tell stories about design professionals that took advantage of the rep's services. But the reverse also occurs too frequently.


An example of a sales rep taking advantage of a design professional's  The following is from an email I got from Mr. Specifier (not his real name), the Director of Specifications a large A/E firms:

Michael:

Here is another example of a product representative dropping the ball.

Mr. Rep (not his real name) wanted to meet with me and the other spec writers here.

I checked with our other spec writers to find a date and time acceptable to all of us (not an easy task). Within 24 hours of his request for a meeting, I was able to recommend a date and time when we could all meet with the rep. But 4 business days (6 calendar days) have passed without a reply from Mr. Rep. I am irritated and have canceled the proposed meeting.

This interaction does not leave a good taste in my mouth. While it is nice that the product rep. is willing to bring lunch, it still is our time we are giving him for the presentation and to arrange the meeting. Is this product rep always going to take 4+ days to respond to me? How do I go back and ask the 4 spec writers for their second available date?

This rep. is getting off to a bad start with us. I would just blow him off - but I am very interested in his product and think the other spec writers might learn something, He is a CSI member, so I may give him another chance.

Do you think it is unreasonable to expect a quicker response?
Being generous, one might give the rep some slack. Perhaps the emails got lost in his spam filter, or maybe the rep is sick. But in this day of electronic communication, the rep can white list prospects to keep them out of the spam filter, and can set an auto-responder to let prospects who is taking care of business in his or her absense.



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Using education as a marketing tool

My brother-in-law, who works for a major drug company, says his firm is always sponsoring conferences and workshops to help promote their products to doctors. How can we adapt this approach for our architect customers?—S.N.T., president

New continuing education requirements for architects will create opportunities for building products manufacturers to reach architectural markets. Architects traditionally have not pursued continuing education as aggressively as have some other professionals, such as those in the medical field. They tend to learn about new materials, technology, and architectural fashions through on-the-job experience and by scanning trade publications.

This is changing, however, as new requirements take effect. In Iowa and Alabama, for example, architects must now take continuing education courses before they can renew their licenses. Other states are considering similar requirements. The impact goes beyond those few states because out-of-state architects who wish to design projects there must also comply.

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Email Design: Have you seen your email? I haven't.

In a recent episode of the BeanCast, the panel seemed discussed an eMarketer report that found 60% of link forwarding still happens via email. At first they seemed almost surprised by the discovery, but as they discussed it more it came to make sense.

And why not? Email is still the most widespread universal "social" media; universal because even though people are spending more time on social networks now, but while it can be difficult to cross-post something interesting from LinkedIn to Facebook, I can easily send something from my Gmail account to one at AOL, Yahoo, or any custom domain. Which is why good design is crucial to the success of your email campaign.

Today I got an email that does several important things right, but got one major piece wrong. Let's take a look at why:

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About Chusid Associates

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