Top Seven Sales Tips for the Construction Industry
- Ask information-gaining questions to fully understand the project type. By doing so, this will give you a better indication of the solutions you can offer and will therefore help you to plan an approach that supports the project, whether it be a design and build, managed contract or traditional build.
- Find out who the key decision makers and influencers are within the client organisation, then create an influence matrix and ensure that where possible, all of them are contacted so that you can introduce your organisation and describe how you can offer them true value.
- At all stages of the tender, ensure that you remain fully aware of all details of the project that you are tracking including the key influencers, changes in timescales and design. This will help to protect the project specification as much as possible by making sure you are still fully able to meet the needs of the project.
- Prepare and plan fully before every visit to the potential client so that the decision makers can see that you are truly aware of the details of the project and that your company is professional in its approach. Don’t make the mistake of relying upon anyone else to give you the necessary information. This will help to reassure the contractor during the decision-making process.
- When visiting a client site, make sure you are fully equipped with your CSSS card, PPE including hard hat, high visibility jackets and correct site footwear. This shows you understand what is required in such an environment and that you are professional in your preparations.
- The design to order process can often be lengthy and complicated, which in turn can present a number of opportunities for changes to occur in the specification. To try and counteract this, simplify the sales process as much as possible by providing explanations and quality demos from the outset.
- Make sure you ask for details of the budget for the various elements of the construction project. This information is critical. Remember that the specification can always be altered, right the way along the supply chain. This information will help you to offer a realistic and relevant solution to the particular challenges and objectives of the potential client organisation.
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China’s Broad Group builds 10-storey apartment in 28 hours
The China-based manufacturing enterprise Broad Group has managed to construct a 10-storey steel apartment building in just over a day. Constructed in the city of Changsha in China, the company used bolt-together modular units known as its “Living Building System”.
A video time-lapse showing the build process. Video: Broad Group.
Broad Group, a manufacturing company based in Changsha, constructs a range of air-conditioning, heating, and prefabricated structural units. It accomplished the challenge in 28 hours and 45 minutes, enlisting help from three cranes and an on-site workforce.
Broad Group’s “Living Building” system
Designed to be easy to transport and install, Broad Group’s “Living Building” system uses components that are able to fit into a standard shipping container, and then be bolted together when they reach the site. Ductwork and wiring are fitted directly by the factory, the company said.
As part of the system, Broad Group’s B-Core steel slabs are used as structural elements which, the company claims are 10-times lighter and 100-times stronger than conventional slabs. The company also says they have the ability to resist earthquakes and typhoons, and that it costs less than a carbon steel building and has low energy consumption.
Broad Group also says that buildings of up to 200 storeys, supertall towers, could be built using the same modules due to the B-Core steel slabs’ strength and lightness.
Other Broad Group projects
Broad Group has completed other significant projects in the past. In 2012, for instance, it attempted to build the tallest tower in the world in Changsha at 838m, which would have made it 10m taller than the Burj Khalifa in Dubai. The company claimed it could have made the building, named Sky City, in just eight months. However, due to not receiving approval, it was never built.
In 2015, the company accomplished another “speed-build” challenge, constructing a 57-story tower using the “Living Building system”. It was completed in just 19 days.