The last few years have presented so many new business challenges, it has been hard to focus on anything other than survival. While construction activity remains soft, eventually we will see a rebound, and new opportunities will develop. When they do, your relationships with the local architectural community could play a key role in your ability to capture market share.
Windsor has recently developed several ways to support your marketing efforts to those who specify products in the residential building industry. Now is a good time to make sure you understand the tools that are available for developing relationships with architects and home planners in your local markets:
Website (www.windsorwindows.com) – Click the blue button labeled “For Professionals” in the upper right hand corner of the homepage to access up-to-date architectural files, performance information, literature files, and case studies. This section of the website can provide quick answers to important project questions.
New Products and Options – Architects and designers are eager to learn about what is new and improved. They’re always interested in seeing something unique or special to help them create their vision. Or, on projects with a tight budget, they need to know how they can value-engineer a project to meet those constraints. Windsor offers many ways to customize our products, including cladding colors, wood species, hardware finishes, grille styles and glazing options. We’ve developed sales tools to help you present these choices to your customers. And, we just announced an exciting new series of high-end window products called Pinnacle Select that will create new sales opportunities for distributors who call on architects and designers.
Accredited Presentations – Windsor has developed two presentations that have been approved by both AIA (American Institute of Architects) and AIBD (American Institute of Building Design) for continuing education credits:
- Architectural Coatings for Aluminum Clad Wood Windows & Doors
- Cellular PVC Window Extrusions - A Decay Resistant Alternative in Building Materials.
Review these presentations with your RSM and develop a strategy of how you can impact the architectural specifications in your market.
Make a list of qualified firms in your region and develop a sales presentation directed specifically to meet their needs. Set aside a few days each quarter and partner with your RSM to conduct a “sales blitz.” Architects and home planners are obviously a very important component in the building process. With routine visits, you will become a reliable resource and they’ll come to depend on you for product expertise. Lasting relationships are likely to develop and the resulting specification will lock-in the sale of our windows and doors. Not all calls will lead to success, but you’re likely to develop a few key relationships that will pay big dividends.
Current economic conditions have created an entirely new playing field. Change your strategy and get back in the game. A long-term plan is essential to winning marketing share and developing relationships with key specifiers will result in additional sales. This is the perfect time to build relationships with your local architectural community and Windsor provides tools to help you do that.