The Main Contractor oversees and manages the construction of a building project. The work is delivered under a contractual agreement. The Main Contractor is looking for products that offer ease of installation, good availability and represent value. They want confidence that their Sub-Contractors are familiar with installation, to avoid complications. They need to know that building work will not be delayed by lack of product availability and that the product cost remains within the estimate, so they can remain profitable.

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Understanding The Contractor
Getting your construction product specified

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The Main Contractor
The Main Contractor is responsible
for the day-to-day oversight of a
construction site, management of
vendors and trades, and the
communication of information to all
involved parties throughout the
course of a building project.

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The Main Contractor
There are now more firms with
a turnover of £1bn than at any
time since the recession. The
top 10 alone account for
£30.65bn of turnover –
representing nearly half (48 per
cent) of the entire top 100’s
revenue (Source CN100)
The Main Contractor is responsible
for the day-to-day oversight of a
construction site, management of
vendors and trades, and the
communication of information to all
involved parties throughout the
course of a building project.

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The Main Contractor
The total revenue of the UK’s
100 largest Contractors has
risen by 6.6 per cent to reach
£64.40bn. (Source CN100)
There are now more firms with
a turnover of £1bn than at any
time since the recession. The
top 10 alone account for
£30.65bn of turnover –
representing nearly half (48 per
cent) of the entire top 100’s
revenue (Source CN100)
The Main Contractor is responsible
for the day-to-day oversight of a
construction site, management of
vendors and trades, and the
communication of information to all
involved parties throughout the
course of a building project.

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@CompetitiveA
The Main Contractor
The total revenue of the UK’s
100 largest Contractors has
risen by 6.6 per cent to reach
£64.40bn. (Source CN100)
There are now more firms with
a turnover of £1bn than at any
time since the recession. The
top 10 alone account for
£30.65bn of turnover –
representing nearly half (48 per
cent) of the entire top 100’s
revenue (Source CN100)
The Main Contractor is responsible
for the day-to-day oversight of a
construction site, management of
vendors and trades, and the
communication of information to all
involved parties throughout the
course of a building project.
Design and Build Contracting,
PFI and BIM mean the
Contractor has more
involvement in Design, and
therefore product selection.

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@CompetitiveA
The Main Contractor
The total revenue of the UK’s
100 largest Contractors has
risen by 6.6 per cent to reach
£64.40bn. (Source CN100)
There are now more firms with
a turnover of £1bn than at any
time since the recession. The
top 10 alone account for
£30.65bn of turnover –
representing nearly half (48 per
cent) of the entire top 100’s
revenue (Source CN100)
The Main Contractor is responsible
for the day-to-day oversight of a
construction site, management of
vendors and trades, and the
communication of information to all
involved parties throughout the
course of a building project.
The Construction News
website is the most popular
for industry news and
opinion, the IHS website for
product ideas. (Source:
The Construction Media
Index)
Design and Build Contracting,
PFI and BIM mean the
Contractor has more
involvement in Design, and
therefore product selection.

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What Keeps the Contractor up at Night?
Building regulations
Sustainability
Health and safety
Logistics and timeframes
Complexity of supply chain
Incorporating BIM
Avoiding delays
Balancing speed with quality
Cost – coming within estimate
Reduced workloads, low margins
and increased skills shortages
Margins squeezed by low bidding
and excessive competition
Reputation

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The Challenge
You need to find a way of engaging
with the Main Contractor with
messages that meet their concerns

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The Challenge
Reassure that your product is
available, meets legislation and is
within estimate and can help
achieve build quality
You need to find a way of engaging
with the Main Contractor with
messages that meet their concerns

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The Challenge
Reassure you can deliver to their
timeframe
Reassure that your product is
available, meets legislation and is
within estimate and can help
achieve build quality
You need to find a way of engaging
with the Main Contractor with
messages that meet their concerns

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What construction product manufacturers can do
Case studies published in trade and technical magazines are a good means of
creating awareness and interest.

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What construction product manufacturers can do
Case studies published in trade and technical magazines are a good means of
creating awareness and interest.
Provide great easy to access technical advice on your company website

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What construction product manufacturers can do
Case studies published in trade and technical magazines are a good means of
creating awareness and interest.
Provision of BIM content
Provide great easy to access technical advice on your company website

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What construction product manufacturers can do
Case studies published in trade and technical magazines are a good means of
creating awareness and interest.
Provision of BIM content
Provide great easy to access technical advice on your company website
Provide a customer focussed technical helpdesk

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@CompetitiveA
What construction product manufacturers can do
Case studies published in trade and technical magazines are a good means of
creating awareness and interest.
Provision of BIM content
Provide great easy to access technical advice on your company website
Provide a customer focussed technical helpdesk
Comprehensive installation guidance or training

16. www.cadvantage.co.uk
@CompetitiveA
What construction product manufacturers can do
Case studies published in trade and technical magazines are a good means of
creating awareness and interest.
Provision of BIM content
Provide great easy to access technical advice on your company website
Provide a customer focussed technical helpdesk
Comprehensive installation guidance or training
Guaranteed availability

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Conclusion
Contractors manage a complex supply chain, in a
competitive tendering environment

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Conclusion
Contractors manage a complex supply chain, in a
competitive tendering environment
Reassure them that you can meet their
requirements: cost, availability and performance

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Conclusion
Contractors manage a complex supply chain, in a
competitive tendering environment
Reassure them that you can meet their
requirements: cost, availability and performance
Build strong relationships:
• Provide installation support
• Delivery guarantee
• Product specifications
Become the Trusted Advisor

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What we do
Market research
Specification strategy development
Sales & marketing training
Specific to the construction industry
If you have a requirement for market research and training or would like help with
your specification strategy development we would welcome the opportunity to
discuss this with you.
Contact us:
talk@cadvantage.co.uk
01252 378053