For the construction product manufacturer marketing to architects is a key business strategy; creating awareness of products so that they’ll be included in designs, thereby creating ‘demand pull’ through the supply chain, and eventually sales. The architect is one of the most important members of the design team, distilling the requirements and advice of other […]

The specification sales team is an expensive resource, but used effectively it can create demand, reduce the importance of price and transfer influence away from the supply chain to the manufacturer. Effective specification selling is an important skill for the construction professional, the benefits are: Reducing the focus and thus importance on price – By […]

The Construction Leadership Council (CLC) recently announced at its industry leaders’ briefing a vision for the industry. Stating that the industry cannot deliver the homes and infrastructure needed in the UK by continuing to do things the way it always has. This echoes the message from the Farmer Report which challenges the construction sector to […]

The mystery shopper as a means of conducting market research is often overlooked, but it is a cost-effective means of obtaining market feedback. When evaluating your construction product supply channel it is a great way of checking to see if what their senior management tell you is actually happening on the ground. Competitive Advantage have […]

Is it time for a collective effort to improve the image of construction and bolster recruitment to the sector? In recent weeks we have seen a call to collaborate and modernise the construction industry. The release of the Farmer Report, Modernise or Die has stimulated a lot of discussion amongst industry members. Indeed Construction News write […]

As we move towards the start of the next business year, building product manufacturer’s thoughts turn to planning and budgets. Here are some suggestions to help you with planning your construction sales and marketing strategy. Looking at how to review construction markets, building publications and use reports and research on the built environment to inform your decision making. […]

View our recent Twitter Chat with Barbour ABI, where we consider how best to engage with the Construction Decision Making Unit. [<a href=”//storify.com/CompetitiveA/engaging-with-the-construction-decision-making-uni” target=”_blank”>View the story “Engaging with the Construction Decision Making Unit” on Storify</a>]

What are the pros and cons of telephone interviews compared to online surveys when researching construction markets? Telephone Interviews – Pros Telephone interviews add an irreplaceable personal touch. For Clients wanting to demonstrate how they value their customers and their opinions, in a Customer Satisfaction survey for example, it is a must. It is a […]

The delivery of a construction project involves many different decision makers. Often this group of people are brought together for one project and then disbanded when the project is complete. Understanding the dynamic of the Decision Making Unit (DMU) is important, this is where knowledge of the market sector and contract types can be useful. […]

The construction marketer must keep informed about marketplace demand and customer requirements. Providing high levels of customer service means you can stay ahead of the competition. This blog presents three elements to consider when delivering effective customer service as part of construction markets. Identify opportunity in changing construction markets Construction markets can change, expand or […]