3 Reasons Manufacturers Should Target Builders Directly [Plus On-Demand Webinar]
July 14, 2020
Pitching your home building products directly to builders isn’t always the go-to-market strategy for building product manufacturers. We think that needs to change, so we’ve got three reasons why you should start targeting builders to take your brand to new heights.
Our rationale comes straight from Business Development Executive Mark Muecke who works closely with manufacturers every day to help sell their products better. He’s heard from plenty of manufacturers that their go-to-market strategy revolves around selling to distribution channels. While it's important to work with distributors in your sales regions, there’s more opportunity out there.
Here are our three reasons for why you should reach out to builders directly. Keep in mind that when we say "reach out to builders directly" we mean talk to them directly about your products, while continuing to work the distribution channel. The end goal is to get builders requesting your products through their local suppliers — and you can help them get there.
[1] Nobody can pitch your product better than you.
That's not an empty compliment — it's the basic facts. You know your products and your brand better than anyone else. It only makes sense that you’d also be the best person to convince a home builder to use your brand.
As any marketer will tell you, being able to control your message is key. It’s hard to know how your products are being discussed to home builders when you’re not in the room. By pitching directly to builders, you can influence them to request your products at their local suppliers.
Not yet a HomeSphere partner?
HomeSphere manufacturer partners have access to the largest community of home builders in the United States.
[2] It’s your chance to build lifetime relationships with the ultimate decision makers.
Building relationships with distributors is great, especially because of how closely builders work with them. They can be a fantastic lead source and are key players in the residential construction industry. Building relationships with builders takes it a step further and gives you the opportunity to create lasting partnerships that are beneficial to you both.
When it comes to maximizing profits, customer acquisition and customer retention are both necessary components. Retention is much easier when you know exactly who your customers are. And when you have a relationship, it’s also easier to learn useful information like when a builder is unhappy and ready to look elsewhere.
[3] You’ll unlock key insights that otherwise aren’t available.
When you build a relationship with home builders, it’s amazing how quickly your supply chain becomes visible.
For one, you’ll gain data on who your customers are, where they build and how they operate. You’ll also learn exactly where your products end up. That’s useful not only for supply chain insight, but so you can build a relationship with a home’s new owner and be there when it’s time for servicing, upgrading or replacing your product.
How HomeSphere can help
HomeSphere partners with building product manufacturers to help you gain access to the largest community of home builders in the country.
Through the power of our platform, HomeSphere-IQ®, manufacturers uncover behavioral and demographic data on highly-profitable, midsized builders so you can grow your residential new construction sales incrementally. Learn more about our solutions.
[Webinar] Grow Revenue by Targeting Builders Directly
Hear more on this topic in our free, on-demand webinar, "Grow Revenue by Targeting Builders Directly." Register now and receive immediate access.
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