Spec Shaman

Spec Shaman: Getting Specified

Building product manufacturers who want to get specified by architects can find strategies and suggestions in our weekly blog posts. Building product specification is crucial for manufacturers and our team offers the best resources available. Blog post topics include: 3 part CSI guide specifications, AIA continuing education, and building product rep training. Building product manufacturers who want to get their products specified can check our platform every week for valuable information about the AEC industry. Guest bloggers are always welcome. Please contact us for submission information and requirements.

On: Dec 4, 2017 By: Brad Blank
The Secret to Increasing Participation for An AIA CE Course By 30%
Why is your competitor’s online education course outperforming your course by thirty percent or more? Why is your competition getting specified on more projects than you? AIA continuing education is an excellent tool to reach architects, specifiers, interior designers, engineers, and contractors.
On: Nov 29, 2017 By: Brad Blank
3 Reasons Why Your AIA Continuing Education Puts People to Sleep
Building product manufacturers with the best intentions can create a AIA continuing education course that does their product and brand a disservice. How many Powerpoint presentations have you witnessed that nearly put you to sleep? Death by Powerpoint is a common saying about presentations that are boring, uninspired, and drab. There are several reasons why AIA continuing education can fail to deliver it’s intended outcome. Let’s explore three of them-
On: Nov 27, 2017 By: Brad Blank
How to Hire Fiercely Competitive Building Product Reps
Building product manufacturers need competitive closers in good times and bad times. Many building product reps look good when the economy is good. But when the economy crashes, building product manufacturers quickly discover the underperformers. “The one performance factor that distinguishes the rainmaker from the ordinary sales person is that he or she sells more,” says Jeffrey Fox in his book How to Be a Fierce Competitor.
On: Nov 22, 2017 By: Brad Blank
Enemies of Building Product Specification
“Sales efficiency is quantitatively defined as the amount of selling time spent face-to-face with customer decision makers, or phone-to-phone with decision makers if you are a tele-marketer. Effective sales people who spend more time in front of customers sell more. Anything that steals selling time is a theft of organization revenues and usually of sales person compensation,” says Jeffery Fox in his book How to Be a Fierce Competitor.
On: Nov 16, 2017 By: GreenCE, Inc.
Home Depot is Leading the Way - Again
With sales of $94.6 billion and earnings of $8 billion in 2016, you would think the nation’s largest home improvement specialty retailer would be happy to leave well enough alone.
On: Nov 14, 2017 By: Brad Blank
6 Reasons Not to Fire Building Product Reps
“Profit-positive sales people are desperately needed by every organization,” says Jeffery Fox in his book How to Be a Fierce Competitor. Fox defines a sales person as someone who generates more gross margin dollars than his or her total cost to the organization. The total cost might include hiring and retirement costs, salary, commissions, car, phone, insurance, office expenses, travel expenses, and training.
On: Nov 1, 2017 By: Brad Blank
Signs of a Bad Building Product Manufacturer’s Meeting
“Meetings are one of the most pernicious thieves of selling and productivity in business. There are too many meetings and too many bad meetings. Good companies constantly rip out the root causes of inefficiency and waste in production, administration, distribution, and marketing. Good companies abhor waste, and because meetings are often huge time wasters, meetings are managed to make money and to overcome challenges,” says Jeffrey Fox in his book How to Be a Fierce Competitor.
On: Oct 30, 2017 By: GreenCE, Inc.
CSI CDT – What is it, Why Should Product Manufacturers Care?
According to the CSI website “The Construction Documents Technology (CDT) Program provides a comprehensive overview for anyone who writes, interprets, enforces, or manages construction documents.
On: Oct 23, 2017 By: Brad Blank
The Product Manufacturer Predicament: Costs Versus Investments
“Smart companies know the difference between costs, expenses, and investment. Smart management sees costs as money eaters. They see investments as money makers. They see expenses as nice but the first to go in tough times,” says Jeffrey Fox in his book How to Be a Fierce Competitor. Where does a building product manufacturer cut costs and where do they increase investments? Let’s examine a few recommendations-
On: Oct 18, 2017 By: GreenCE, Inc.
There Is Nothing Wrong with Earning Green While Doing Green
How can design professionals and product manufacturers work together to transition the built environment into a sustainable ecosystem for future generations? I spoke with with Allison Friedman, founder of the online green buiding directory, Rate It Green. We discussed the online platform, it’s impact, and what it can do for the green building community.