But what about the builder side of the equation? The best builders make sure that their plans are final, complete, and comprehensible. Their purchasing staff return phone calls promptly and create reasonable bid deadlines with easy-to-read plans and specs. Although demanding on price, the best builders want their trade partners to make money and will work for win-win solutions on everything from contract awards to jobsite dispute resolution. And they schedule work recognizing supplier lead times and how long it takes to execute special orders.
Builders also should consider regular tours of vendors' plants. What better way to learn what's in stock and to grasp the order entry and logistics process? A not-uncommon builder reaction at such tours: “I didn't know you had this.”
Why leave value on the table? Raise the expectations for your vendors and take advantage of those who can deliver. Today's well-trained sales reps can and should raise both the profit opportunities for their builders and the buying experience for the new homeowner.
Harry Seigle is chairman of Elgin, Ill.–based Seigle's, one of the largest regional manufacturers and distributors of building supplies and carpentry to builders.