Learn how to establish a successful builder focused sales process for your manufacturing company, and how to prepare your team to sell to builders.

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BUILDER PARTNERSHIPS
For maximum performance and profit.
Builder Engagement Process
Prepared
for:
How To Sell Builders

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Stephen Crouch
18 Years with Manufacturers
Finance & Operations
Residential Channel Marketing
National Accounts
Vice President of Operations
Builder Partnerships

3. Why Are Mid-Tier Builders Important?
• Largest Builder Category
• Innovation Drivers
• Strong Local Brands
• Important Customers for Trades
• Fewer Decision Makers

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Take Away
Actionable suggestions you can use to
improve the effectiveness of your builder
sales focus in 2016

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Setting Expectations
• Can Be a Long Sales Process
• Hard to Win, Hard to Lose
• Up Front Time Investment

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Organization & Training
• It’s a Team Effort
• Everyone Has a Role
• Coordination is Key
• Focus on Builder’s Needs

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Creating Opportunities
• Define Your Target Builder Segment
• Coordinate with Marketing
• Identify Targets
• Research
• Be Resourceful
• Patient Persistence

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Selling – Bring Solutions
• Research the Builder
• Research their Competitors
• Visit Job Sites
• Talk to Sales People
• Know Your Competition
• Be a Resource

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Selling – It’s Personal
• Credibility Matters
• Follow-Up Matters
• Do What You Say You Will Do
• Show You Care

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Selling – Define Success
• Understand the Opportunity
• Be Realistic
• Small Standard vs. Big Option
• Be Prepared to Negotiate

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Selling – Negotiating
• Product Supply
• Warranty
• Technical Support
• Design Support
• Sales Training
• Model Home Benefits
• Design Center Displays
• Product Drawings
• Price Notifications
• Research Facility Use
• Incentive $ Amounts
Bridge the Gap
Between
Lowest Price
and Best Price!

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Selling – Make “Yes” Easy
• Know the Installer Options
• Make Sure Product is Available
• Support Product Conversion
• Help the Builder Promote Your Product
• Train the Builder Sales Team

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The On-Going Process
• Identify Sales Targets
• Assign Responsibilities
• Track Progress
• Identify the Source for Engagement Feedback
• Operational Rhythm for Reviewing Builder Goals
• Manage Relationships

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In Summary
• Know Your Target Builder Segment
• Involve the Entire Team
• Builder Focused Sales Process
• Research
• Follow-Up

15. Ques1ons
and
Comments
Contact
Info:
Stephen
Crouch
Builder
Partnerships
7325
S.
Pierce
Street,
Suite
203
LiEleton,
CO
80128
303.884.3365
stephen@builderpartnerships.com