VANTAGE Windows & Doors
Roofing Industries
Dimond Roofing
Cabot's
XLam Cross Laminated Timber Panels
dormakaba
Techlam NZ
Proframe
Escea Fireplace Company
The number one reason products are substituted: availability and lead time issues.
This is even more of an issue right now in the current pandemic climate, builders we’ve spoken to in the last three months are frustrated at the lack of product availability and long lead times. Builders are even more likely to substitute now because they simply can’t get what they need.
This in turn raises the question: how accurate is your demand planning and forecasting? Freight is certainly an issue for products manufactured offshore, however products manufactured locally are also seeing increased demand and there are shortages in many categories. What are the market inputs you are using to formulate demand planning, and how accurate are these inputs?
Beyond availability and lead times, substitution is driven by:
- The wrong product being specified (what are you doing to ensure the right product is specified?)
- Cost savings – more likely seen in commercial applications (are you telling the value story to get over a pure cost argument?)
- Preference – more of a factor for residential builders (preference is built from familiarity and performance – what can you be doing to build both in the eyes of the builder?)
Builders expect product suppliers to be be responsive and easy to deal with if they need assistance regardless of the situation. Your website is the first line of defence in building your brand reputation, what else can you do to protect the specification?
If you’re interested in understanding more about specifier and builder preferences, register below to receive a copy of EBOSS Specifier Insights 2020.
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