Broomall

Editor in chief of Dealerscope

Technology Integrator: What are the biggest benefits that shading, drapery and lighting control bring to your clients, and to the interior design community and architects with whom you collaborate? What bottom-line benefits have these categories meant for you in the last year?

Access to Clients One Project at a Time By Janet Pinkerton For C-tailers, growing the builder business means negotiating a myriad of issues: What type of builder is the best fit? How do you approach them? Do you pay the builder a commission? Do you require an exclusivity contract? How do you bill to best circumnavigate homebuyer sticker shock? C-tailers who are experiencing success within the builder channel say that the most successful strategy boils down to the relationship thing: committing the necessary time and resources—from the initial sales call through the completion of each project—to understanding and catering to each builder's needs.

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