Whatever industry you operate in, suppliers are essential. The lumber and building materials (LBM) industry is no different. Whether you’re buying for a construction supply company, or specifying or ordering materials, consistency, trustworthiness, and reliability are paramount. Of course, product quality is vital too.
Pro dealers in the LBM industry are successful for different reasons. Many form relationships with the people who matter – the specifiers. They understand how products work and what makes them better than competitor products.
But when engineers specify materials, they come to the table with precise requirements and they demand precision in return. So, how can LBM pro dealers influence and manage dealings with engineers?
Traditional Buying and Selling
In the good old days, the LBM sales industry relied heavily on building relationships with key buyers from companies to grow sales. They would often forge friendships with engineers and try to sell products and concepts that would achieve “the best” possible engineering solutions.
That generally doesn’t work any more. Instead, professionalism is key. Pro dealers are expected to have thorough knowledge. They need to build their credibility substantially so that engineers trust them and value their advice. Just because an engineer is your friend doesn’t mean he will accept that the LBM products you sell are the best in the market.
Additionally, the Internet has opened up the shopping options of anybody tasked with buying LBM. Even if they don’t actually buy online, the opportunities for research are simply incredible. The LBM pro dealer needs to be one step ahead and be able to anticipate what product might be specified by an engineer rather than the one she is selling.
Role of Engineers in LBM Purchases
Like all markets in the construction industry as a whole, the LBM market relies on professionals to specify designs, systems, and materials. This is always done within the realms of the various codes and legislation that regulate the building industry as a whole, depending, of course, on the state or country in which construction is to take place. Civil engineers plan, design, and oversee the construction of building structures of all types. Mechanical, electrical, and plumbing (MEP) engineers have more specific responsibilities relating to building services.
We decide exactly what is required and rely on our knowledge and experience using the materials and systems we have either used previously, or that are proven in terms of similar structures we know. We are aware that there may be other materials or systems with similar qualities that might meet our specifications, but why reinvent the wheel? When we know something works and complies with our strictest needs, we stick with it.
Role of a Successful LBM Pro Dealer
When engineers design buildings and elements of buildings and specify the LBM required, we don’t necessarily have any contact at all with pro dealers, even if they are involved in a project. But it doesn’t mean we can’t communicate with pro dealers.
For anyone buying LBM today, there is a general expectation that pro dealers will know about basic issues like estimating, distribution, and project management. If a pro dealer doesn’t have the information to provide immediate answers to buyers, he needs to know where to find it – and fast!
There is no doubt that successful LBM sales still revolve around trust, relationships, service, communication, and all the other factors that have always been important. But, today, a successful pro dealer also needs to formally target engineers outside of the project, drawing attention in a passive way to information about products. Ultimately, engineers often make the decision in terms of which materials and systems to buy. So, try sharing information about improved materials and technology without trying to constantly sell. Targeted customer marketing campaigns really do help increase customer loyalty.
