Qualified Remodeler Magazine

AUG 2014

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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Page 49 of 59

Y our most impor- tant design/build customer is the one sitting in front of you right now — the one with whom you are currently working. When a cli- ent hires you for design/build, they book your valuable and lim- ited resources. Time spent with one customer is time not spent with another, which is why it is so important for design/build firms that the clients working with you during the design stage stay with you into the produc- tion stage. During the recession, many of you probably noticed an increase in dropouts from design to production. Our dropout rate remains higher than before the recession, so we set out to analyze the reasons for the dropouts to see if there were lessons to be learned and variables we could control. Here are some things we learned that might be helpful to you: SALES STAGE • Make it clear to clients through all stages of design that your company is set up to build what you draw. Explain the benefits of this model to the clients early in the sales process and remind them of this several times during the design process. • Clients who do not have real need are less likely to move from design to construction. Ask your salespersons how they can identify these clients early on in the sales process. • Check the home's sale price and compare it to home values in the neighborhood. We find that new home buyers who pay a premium for their house are less likely to move forward from design to construction. • Listen closely so you can get a feel for clients who do not want to be upsold, and do not Who is your most important customer? Christopher K. Landis, AIA, is a licensed architect in three states and partner in Landis Construction Corp., Washington, D.C. 1-800-874-2333 www.trim-tex.com Vault ceiling cracks are preventable with two products from Trim-Tex that take control of the situation. Vault Backing Angle allows the drywall and rafters to move independently of each other eliminating the movement that causes cracking. Finish the off-angles with Magic Corner, an expansion bead that features a fl exible center that allows up to 3/8" in controlled movement, eliminating edge cracking. Vault Ceiling Solutions ault Ceiling Solutions Magic Corner Vault Backing Angle For more information circle 49 ? PROFITS: On Your Business | By Christopher K. Landis

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