My Courses

With many decision makers set to be working from home for some time, and the drive for information will become increasingly digital. This is an opportunity for construction product marketing teams to improve engagement with decision makers. The ongoing Covid-19 situation means that specifiers of […]

As building product manufacturers restart their businesses after lockdown, with the prospect of a record fall in construction spend, budgets are coming under close scrutiny. Automating the sales process is an option to consider. As a sales trainer, I have been disappointed to see that […]

Construction sites are operating with new social distancing procedures, stockists have reopened and companies are taking staff off furlough. Has the New Normal arrived? The construction industry is coming out of lockdown and with-it product manufacturers should be getting ready for the new normal. There […]

Martin Hewes, Managing Director of Hewes Associates is one of the industry’s foremost forecasters, he publishes Construction Outlook which provides three years of forecast data for Housing, Infrastructure, Public non-Housing, Industrial, Commercial, Repair & Maintenance. Here he gives his view on what Coronavirus means to […]

Martin Hewes, Managing Director of Hewes Associates is one of the industry’s foremost forecasters, he publishes Construction Outlook which provides three years of forecast data for Housing, Infrastructure, Public non-Housing, Industrial, Commercial, Repair & Maintenance. Here he gives his view on Post-Lockdown and what it […]

This webinar gives a brief overview of some of the key issues of importance to achieving an effective specification strategy. Contract Types and decision makers, supplier positioning, market drivers, specifications, sales tools and specifier engagement. Programme duration: 19 minutes

Is your specification strategy and tactics ready for the future?  Here are 3 points for you to review. For manufacturers of non-commodity building products, creating demand by engaging with specifiers and influencers is really important. It creates awareness of your product range and the benefits […]

Every organisation spends significant amounts on its recent history – measuring what’s happened with its finances. But too few invest in research to tell them what their markets and customers are doing and the opportunities or threats these represent. Here is an explanation of the […]

Nyssa Patel, Industry Analyst and Economist at the Builders Merchants Federation explains how they have developed a unique method of forecasting demand. Launched in the spring of 2019, the quarterly Builders Merchants Forecast Report, uses a unique forecasting model specifically developed for the UK merchant […]

A section covered in the CPA’s Construction Product Information Survey looks at the frequency of specification switching. This provides a useful reminder to building product manufacturers about the importance of publishing well written product specifications. Much of the work Competitive Advantage undertakes for our building […]