All aspects of the construction business are competitive, perhaps none more so than those companies that want to provide materials to the contractor. With concrete blocks used in foundations and basements of many homes, developing a relationship with building contractors is an important method to generate sales.
To become the "go-to" choice for the construction trade in your area, all aspects of your business must be running efficiently.
1. Have a system in place for inventory control. Inventory control not only prevents unnecessary loss, but also allows you to see which products sell and which do not.
2. Keep adequate in-stock inventory. Construction is often a case of hurry up and wait. If you do not have the products that the contractor needs the first time they call, you may not receive another call.
3. Cinder block prices are important, but price is not the only factor. Often the company that can deliver the cement blocks the same day, even within a few hours of ordering, is the one who gets repeat business.
Action Steps
The best contacts and resources to help you get it done
Set yourself apart from the competition in cement block sales
For someone involved in the sale of concrete blocks, your competition is not only other concrete block dealers, but companies that pour concrete walls. As poured concrete walls become more widespread, you will increasingly have to sell the benefits of concrete block.
I recommend: Use a
concrete calculator to show the real cost of a poured concrete foundation. The cost savings of using cement blocks is substantial. To really drive the point home, prepare a complete cost estimate for a typical project in your area, taking into account basement or slab foundation and the average size of new construction. Use the same specs for both a concrete block foundation and a poured concrete one.
Add value to your cement and cinder block products to gain sales
To even out cash flow and increase business, encourage those other than your core customers to buy cinder blocks. You can do this by stocking decorative concrete block, offering weekend classes on building patios or retaining walls with concrete blocks, or brainstorming other ways to bring in retail customers.
Also, rent space at construction trade shows in your area. Make contacts with designers and architects. They are the ones who draw up the plans used by the construction crew.
I recommend: Look up the dates of
construction trade shows in your area, and come prepared with samples of your blocks, information the contractor will need if interested in buying cinder blocks, and enlarged and nicely displayed photographs of completed projects.
To increase your retail sales, plan your workshop well in advance, advertise in the local newspaper, and offer it free to the public. In addition to the workshop that you teach, have a variety of decorative cinder blocks available for the customers to view as well as a variety of photographs of completed projects.
Use technology to track inventory of concrete blocks
Construction losses count for millions each year. The only way to minimize losses is to know exactly what you have and how much of it you have. Often, the inventory process in a yard that sells concrete blocks can amount to eyeballing what you have through the window.
I recommend: SyntegraTech and
Microvision both offer portable, hand held inventory tracking systems. These products allow you to manage inventory in the field, generate reports and create invoices as well as sync the information to your office computers.
Tips & Tactics
Helpful advice for making the most of this Guide
- Cement and cinder blocks are a core part of the construction process, but require marketing efforts just like any other product.
- To be the go-to company for cinder blocks keep a large variety of blocks in stock, regularly ask your customers what products they like and dislike and keep your cinder block prices reasonable.
- Concrete block is used for many smaller projects. Set up your inventory so that you can easily sell to the home do-it-yourselfer or the large contractor.
The official source of Cement and Cinder Blocks is
the Cement and Cinder Blocks page at Business.com
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