why hughes? - Selling specifications sells product

The numbers don’t lie. As a building material manufacturer you’ve seen these figures before, and you know what they mean. Architectural marketing is important to the success of your company. Consider the following:

66% of product specifications are brand specific.
87% of the specified brands are used in the project.
20% of architectural firms do 80% of the work.

How does your company answer these questions?

Are product specifications important for your product
Are specifications important for new product introductions?
Are your specs written in a proprietary method?
Do we have and understand the tools needed for an effective architectural program?
Is your sales team properly trained to present your product architecturally and “Sell Specifications”?
Is calling on architects and specifiers the best use of time for your sales team?
Are they calling on the right architectural firms for your product?
Are they communicating with the proper individual for specifications?
Are they making calls on the type of architect that specializes in the type of construction for your product?
Are they calling at the proper time in the project phase development?
Do they know how to write the specification and maintain the integrity of the specification?
Do they know the proper documentation for product substitution?
Are they calling on architects for specific projects?
Will other current and future projects be identified?

The bottom line is that specified products are higher margin products. The problem is that it can be difficult to change an existing product to include your quality product. At Hughes and Associates , we’re committed to providing manufacturers of building products with individually focused and cost-effective programs that position their products and services in the architectural and builder community for optimum profitability.