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Maximize Manufacturer Relationships and Increase Your Profits
Most builders utilize the rebate portion of the Builder Partnership program. This is a great place to find a percent or two off your costs. However there are more savings to be found.
The buying process starts before the build process and so should your relationship with manufacturers. If you log onto the BP website you will find the contacts for each of the manufacturers. When you start product design you should reach out to the manufacturers and use their expertise in specifying the most cost effective product for your needs.
The manufacturers are also a great source to help develop the best scope of work. It's their product and they know best how it should be installed. They will help you get the most out of their product. Working with them, you can increase the performance of your homes and increase customer satisfaction while keeping your cost in check.
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The 10 Biggest Sales Staff Deficiencies and Solutions
By Tom Richey, MIRM, CAASH, Richey Resources
It's a fact! Sales teams are poorly managed. This came out of a recent Builder Partnership staff discussion. So, what do we do to change the "Here's a brochure-the models are that-a-way" monologue to "Let's sit down and discuss your very real housing requirements?" The difference between proactive and reactive selling is monumental-and ultimately shows up at the bottom line.
Following are the ten biggest sales staff mismanagement malfunctions coupled with the appropriate solutions.
- Selecting the wrong sales people. Beware of real estate agents. They are taught to negotiate away your precious profits, and ultimately, you will lose control of your sales function.
Solution: Use real estate agents for cooperation selling, hire an in-house staff with positive mental attitudes, work ethic, trainability. Look to hire the "A-Natural" salesperson who will sell 1½ to 3 times market average. They are out there!
Read more...
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Product News
Shining a Light on the Science of Selling By Robb Best, Director of Education and Design for Elkay
 | | Robb Best delivers another great training session |
"What do the light bulb in your garage and your brain have in common? They both operate on about 60 watts of power. Now this is a problem for two reasons: first, your garage tends to be under-lit, and second, your brain doesn't have enough processing power to maneuver in today's environment. You see, the human brain blueprint was built 40,000 years ago and hasn't had any serious upgrades since. Among some of the bugs in the system; it's easily overloaded, it periodically shuts down to conserve energy, and the emotional part of the brain often takes action before the rational part is even aware."
So begins one of the most entertaining and innovative presentations you're likely to experience. Robb Best, CKD, a 27-year veteran of the kitchen and bath industry is also, as of late, a student of neuroscientific research. What he's learned from tapping into this evolving field has led to the phenomenon known as The Science of Selling.
Read more...
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Innovate: The $100 Difference
By Homes for Hope
Homes for Hope and Builder Partnerships are honored to be the link for builders across America to effectively fight against poverty worldwide.
 | | A trade partner meeting with Homes for Hope |
Just like manufacturing, philanthropy must be innovative in order to accomplish its goals. As an industry we have come to expect more out of charity... and rightfully so! As business owners we operate to accomplish; therefore, we give to accomplish. We are celebrating the recent groundbreaking of our 1st Home for Hope in Northern Colorado through Baessler Homes, and when this house is sold, it is expected to help over 1,000 struggling entrepreneurs around the world by providing Bible-based business training, micro-loans and SCA's in 16 countries.
Builders are actively looking for help from manufacturers in their process. To get connected to those builders please contact Christi Woodard at (717) 584-4515. For more information go to www.homes4hope.org or meet with Jack Nulty at PCBC
 | | Ground Breaking with Baessler Homes |
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Estimating, Purchasing and Job Costing Seminar
On April 24-26 in Denver, Builder Partnerships presented a seminar on Estimating, Purchasing and Job Costing, designed to help builders improve their profitability through more accurate and efficient estimating systems.
 | | The sponsors got lots of love at the reception after the seminar. The bartender was lonely. |
The seminar capped with a reception that demonstrated the strong engagement of Builder Partnerships members. As one attendee said, "The interesting things is that the builders spent the hour and a half with the manufacturers and ate very little food and drank very little beer and wine. The loneliest person at the reception was the bartender."
Thank you to the sponsors of the reception:
- Broan NuTone
- Formica
- Kwikset
- Insinkerator
- DuPont Tyvek
Builder Partnerships will run this seminar again September 23-25 in Denver. Click here for more details.
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May Partner Notes
Gerber/Danze Offers BP Members Extra Incentives
Builder Partnerships is pleased to announce that Gerber/Danze have designed a special program for our members, which includes double incentives for converting before the end of the year.
Members can earn:
- DOUBLE cash back on total home faucet specifications
- Conversion support
- Plumber reimbursement for model conversion costs
- Free Model Home Faucets
- No Charge Design Center product display
- Personalized literature, flyers or selection books
Contact Melissa Berecek (melissa.berecek@globeunion.com) by July 31, 2013 to take advantage of this offer.
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PCBC
For the first time in the 50-year history of the show, PCBC will be held the San Diego Convention Center in San Diego. The show runs from June5-6 and will feature many of the Builder Partnerships members. If you're in San Diego, please stop by their booths and tell them you're with Builder Partnerships.
- Bonded Builders Warranty-SDF-5-h
- DuPont Tyvek-SD-135
- Emser TileSD-436
- Environmental StoneWorks-SD-1238
- Gerber Plumbing Fixtures-SD-208
- Goodman Global-SD-239
- Kwikset Corporation-SD-1139
- LSP Products-SD-1126
- Masco Contractor Services, Inc.--SD-725
- Professional Warranty Corporation-SD-515
- Progress Lighting-SD-622
- Shaw Industries-SD-1328
- Sherwin Williams-SD-428
- TracPipe CounterStrike-SD-240
- Tyco Fire Protection ProductsSDF-14
- Uponor-SD-1223
To learn more, visit www.pcbc.com.
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Builder Magazine Announces Readers Choice Awards
Builder Magazine looked to its readers to find the top products and technologies for 2013. The list of top 50 products features many Builder Partnerships members.
- Dow Corning insulation panel
- Dupont Thermawrap
- Uponor plumbing system
- Trane air conditioner
- Kichler Lighting outdoor lighting
- Baldwin Hardware door levers
- Broan / Nutone ventilation fan
To learn more, click here.
Read more...
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Estimating, Purchasing and Job Costing
September 23-25, 2013
Embassy Suites-DTC
Centennial, Colo.
A comprehensive seminar designed to improve profitability through a more accurate and effective estimating and purchasing department. Good estimating and purchasing is critical to obtaining superior profitability, and can increase your bottom line by as much as 5%.
Click here to learn more
Superintendent's Job: Front Line Manager
October 3-5, 2013 Embassy Suites-DTC Centennial, Colo. Learn the necessary tools to increase overall profitability and customer satisfaction. Click here to learn more The Executive Summit November 6-8, 2013 The Broadmoor Colorado Spring, Colo. This seminar is designed to help yo stay on the cutting edge of industry issues. It is an intensive, interactive experience with an emphasis on economics, management, marketing, production and current issues. Managing for Profit December 4-6, 2013 Embassy Suites--DTC Centennial, Colo. Managing for Profit is an intesive seminar designed by Charles C. Shinn, Jr., PhD, to show you the road map to improved profitability. Webinars Decrease Costs and Improve Performance in Your Homes
Friday, May 24 at 11am EDT
In this webinar, Ed Hauck discusses several simple key steps you can take to modify the inside of your homes that will save you money, improve energy efficiency and STILL provide a high quality home to your buyers.
To Register, click here
Social Media for Home Builders: A Winning Plan
Friday, June 07 at 11am EDT
What really works for Home Builders and what does not. In this webinar, Brad Bombadiere discusses real world examples of home builder strategies focusing on what has worked with their efforts. Join us as Brad Bombardiere explains the latest changes in internet marketing and how they can impact your business and the building industry overall.
To Register, click here
Build a Better Website: Selling Homes through the Internet Friday, Nov. 1 at 11am EST Internet marketing is challenging. Join us as Brad Bombardiere explains the latest changes in internet marketing and how they can impact your business and the building industry overall. To Register, click here |
Builder Partnerships manages highly competitive rebate and incentive programs and works to strengthen relationships between builders, manufacturers and other service providers in the home building industry. Currently, we have more than 500 builders, more than 75 manufacturers and several service providers associated with our program.
For more information, visit www.builderpartnerships.com
The Shinn Group has more than 500 builder clients located across the U.S. and Canada, including top performers among regional homebuilders. We offer sound management and financial principles and practices to home builders across the U.S. and Canada.
For more information, visit www.theshinngroup.com
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