Qualified Remodeler helps independent remodeling firms to survive, become more professional and more profitable by providing must-have business information, namely best business practices, new product information and timely design ideas.
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TOP REASONS FOR CHANGING MANUFACTURERS When a manufacturer wants to convert you from another manufacturer, what is the best way? Better quality Better service Lower price Other More recognized brand name 51.2% 43.0% 46.6% 24.4% 34.4% 31.7% 13.8% 13.3% 10.0% 7.3% 7.38% 9.7% 3.25% 1.6% 1.87% Switching product manufacturers is not undertaken lightly, but when done, quality and service are the top reasons. Source: Qualified Remodeler 2016 Supplier Survey 2015 2016 2014 Company or sales rep credibility Questionable installed quality Increased costs Happy with current product offering Installer training No perceived value Installer acceptance No customer requests Inspector acceptance Other 19.9% 23.7% 17.0% 14.7% 14.7% 13.3% 13.9% 13.5% 11.2% 13.9% 10.9% 8.3% 6.0% 9.6% 7.9% 7.5% 8.8% 7.5% 5.6% 7.2% 6.2% 4.1% 6.3% 5.8% 5.6% 6.1% 2.9% 4.9% 2.5% 20.5% TOP CONCERNS FOR PRODUCT TRIAL What are your concerns about new products? Hesitancy to try new products comes down to the credibility of the company and the individual representative. Installation questions also hang up the process. Source: Qualified Remodeler 2016 Supplier Survey 2016 2015 2014 2016 2015 2014 REASONS FOR PRODUCT TRIAL When a distributor wants to sell you a product you have not used, what is most likely to interest you? Differentiation from other remodelers Improved profit margin Improved image Other Creation of more leads Better results for your client 31.6% 17.2% 30.7% 14.8% 14.0% 7.4% 14.0% 4.1% 9.7% N/A 2.5% 54.1% 33.1% 25.5% 18.0% 14.6% 8.8% N/A Remodelers are most willing to try new products if they think it will offer a better result for their clients. Source: Qualified Remodeler 2016 Supplier Survey 2015 2016 PREFERRED MEANS OF COMMUNICATION What is your preferred method of communication with suppliers? Telephone call Email Face-to-face visits Online ordering system Facsimile (Fax) Text message Other Instant message applications 38% 34.9% 31.4% 32.6% 17.5% 17.8% 11.7% 10.1% 1.5% 1.6% 0% 1.6% 0% 1.6% 0% 0% Remodelers generally like to pick up the phone to place their order, but that is changing. Online means of ordering is now preferred by more than 10 percent. Source: Qualified Remodeler 2016 Supplier Survey I think the barrier for any large supplier, whether it be a chain like a BMC, Builder's First Source or Home Depot, is that they have to come up with a formula. Greg Brooks SPECIAL REPORT: Supplier Service 36 January 2017 QR QualifiedRemodeler.com