What Specifiers Want – a guide for the Building Product Manufacturer In their 2023 report What Specifiers Want NBS have provided a useful quantitative confirmation of many qualitative issues that product manufacturers and those, like Competitive Advantage who observe and comment on the specification process, […]
Independent Review – UK Construction Market Handbook UK Construction Market Handbook A guide to opportunities in the UK construction market It will come as no surprise, to those with even a modicum of export experience, that many international businesses, not just those in construction, have […]
Measuring Market Share and Demand For many construction product manufacturers the quarterly forecasts from organisations such as the Construction Products Association and our partner Hewes & Associates are a key indicator of how the market is moving and the impact it could have on their […]
Improve your training and development In today’s increasingly competitive environment, to effectively engage with architects and engineers, sales and marketing staff working for product manufacturers must update their skills, here’s why: Construction is a complex industry and many people new to the industry have trouble […]
Engaging with Specifiers using Telephone Conversations If your company has decided on a value approach, engaging with specifiers to create awareness and hence demand, you will have a programme involving the key elements; an Effective Website, a presence amongst different sources of product information, an […]
Specifier Engagement Webinar Every building product manufacturer needs to make a simple choice. Are they going to approach the market with a lowest price offering, or a value approach? A value approach requires that they make specifiers – architect, engineer, contractor and sometimes client – […]
A guide to entering the UK Market Webinar The UK construction market offers many opportunities for overseas product manufacturers who currently have limited or no presence there. Although the forecast for 2023 UK construction activity shows a decline, this is primarily in new housebuilding, with […]
For manufacturers of building products, the specifier sector is extremely influential and important. With over 18,000 architects’ offices in the UK, employing around 57,000 specifiers it represents a large group of decision makers who you need to understand and engage with. It is also a […]
Adopting a Key Account Management Approach Professor Malcolm McDonald described Key account management as “a natural development of customer focus and relationship marketing in business-to-business markets”. This was more than 20 years ago. Today it is just as relevant, but with the range of marketing […]
Measuring Customer Satisfaction In the last few years, as product manufacturers have coped with the challenges of material shortages against a background of rising prices, the focus on customer satisfaction may have slipped as they strive to make sure product is available to their key […]