Business Chops Tip #93: Beyond QC/Quality Control: Manufacturers, What¹s Your "CQ"/Contractor Quotient?
Integrators' product selection criteria begins with features, functions,specs, integratability, fit, finish, performance and reliability. Supplier selection also includes business program elements like product availability, terms, customer and tech service--all important brand selection factors. In addition to these basics, a manufacturer's knowledge of the systems contracting world and business issues is very important.
Manufacturers that understand the project life cycle, how commercial and residential customers make systems buying decisions, and the challenges that keep integrators up at night are the suppliers with an edge in the market. Manufacturers, how well do you understand your integrator/contractor customers' businesses and challenges?
Author's Note: Creative and technical professionals (from musicians and actors to designers and engineers) rely on their "chops": those skills and techniques that they use to be successful on the job. Stiernberg Consulting coined the term Business Chops to encompass those skills, experience, and tactics that you rely on to be more successful. Whether you are a dealer, manufacturer, distributor, rep, or design firm, this series includes tips and techniques for optimizing sales, profits, and growth of your Custom Retail business.