Supplier Team - Dual Nature of Representation Flashcards
-Primary role of product representatives is that they offer consultation for the purpose of selling their materials and products to the contractors and subcontractors of the project
-Also act as subcontractors and may install their products
SALES
SALES
-Primary role of product representatives is that they offer consultation for the purpose of selling their materials and products to the contractors and subcontractors of the project
-Also act as subcontractors and may install their products
-Most active aspect of the role of product representatives is that they function as providers of technical information necessary to allow materials and products to be incorporated into the project
-Can do the following:
*Provide skills necessary to promote a product for its intended purpose and then offer advice on its proper installation
*Advise owners, architects/engineers, contractors, and subcontractors on product options, limitations, costs, and maintenance. These services carry a burden of responsibility because owners, architect/engineers, contractors, and subcontractors rely on the product reps’ advice
*Provide technical assistance and information during design; offer estimates during bidding, negotiating, and purchasing, and make recommendations and observations during product installation
*Provide maintenance and warranty requirements at contract closeout
CONSULTANTS
CONSULTANTS
-Most active aspect of the role of product representatives is that they function as providers of technical information necessary to allow materials and products to be incorporated into the project
-Can do the following:
*Provide skills necessary to promote a product for its intended purpose and then offer advice on its proper installation
*Advise owners, architects/engineers, contractors, and subcontractors on product options, limitations, costs, and maintenance. These services carry a burden of responsibility because owners, architect/engineers, contractors, and subcontractors rely on the product reps’ advice
*Provide technical assistance and information during design; offer estimates during bidding, negotiating, and purchasing, and make recommendations and observations during product installation
*Provide maintenance and warranty requirements at contract closeout
-Knowledge of products, including cost information, manufacturing processes, and distribution
-Knowledge of the decision-making process by the design team
-Knowledge of the construction process, documents, procedures, and participants
-Sales skills
EFFECTIVE PRODUCT REPRESENTATIVES TYPICALLY POSSESS THE FOLLOWING BROAD AREAS OF KNOWLEDGE AND SKILLS
EFFECTIVE PRODUCT REPRESENTATIVES TYPICALLY POSSESS THE FOLLOWING BROAD AREAS OF KNOWLEDGE AND SKILLS
-Knowledge of products, including cost information, manufacturing processes, and distribution
-Knowledge of the decision-making process by the design team
-Knowledge of the construction process, documents, procedures, and participants
-Sales skills
-Expert knowledge to educate the other project team members about available products, systems, and installation methods
-Offer technical assistance during project design and construction
-Ensure proper installation and use of products and systems
-Work with owner and design teams to identify products that are suitable for particular projects
-Also work with the contractor team by providing information necessary for proper delivery, storage, and installation of products and systems
FOR THE SUPPLIER TEAM TO EFFECTIVELY ACT AS A TRUSTED ADVISOR REQUIREMENTS
-Expert knowledge to educate the other project team members about available products, systems, and installation methods
-Offer technical assistance during project design and construction
-Ensure proper installation and use of products and systems
-Work with owner and design teams to identify products that are suitable for particular projects
-Also work with the contractor team by providing information necessary for proper delivery, storage, and installation of products and systems
