“The days of suppliers dropping into our office and leaving a brochure in the hope we will use that product are over – products will increasingly get specified and used as relationships are built and trust is formed. Architects need to know the suppliers will back their early assurances through to the end when the product is enduring in its environment and performing as required. It is all about enduring relationships and very little about sales pitches. We need to have confidence that when we specify your product, you will be available and sufficiently knowledgeable about the technicalities of your product to join us as part of the team, working towards consent and construction.”
Michael Boyce recently presented to a conference of 200+ specifiers at the Annual “Specified” Eboss conference at Villa Maria Winery. Michael saw this as an opportunity to share insights of how an design team approach product selection in the current high-speed market. The essence of the message was that the days of sales reps dropping off some brochures and cold calling to get their products specified are over. The suppliers need to step-up and commit technical support for the life of the project and to be successful in this role, they have to put some skin in the game and back their products with council and on site.
“The complexity of qualifying products for use on our buildings requires in-depth collaboration – not only between supplier and specifier but between suppliers where products touch and integrate.
It takes a team of specifiers, suppliers, contractors and experts committed over a number of years to see a building built in the current environment. We need to change the way you partner with us and how suppliers need to consider their approach to sales and marketing for architects.”