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The Spec Shaman - Getting Specified
Building product manufacturers who want to get specified by architects can find strategies and suggestions in our weekly blog posts. Building product specification is crucial for manufacturers and our team offers the best resources available. Blog post topics include: 3 part CSI guide specifications, AIA continuing education, and building product rep training. Building product manufacturers who want to get their products specified can check our platform every week for valuable information about the AEC industry. Guest bloggers are always welcome. Please contact us for submission information and requirements.
On: Nov 27, 2017
 Building product manufacturers need competitive closers in good times and bad times. Many building product reps look good when the economy is good. But when the economy crashes, building product manufacturers quickly discover the underperformers. “The one performance factor that distinguishes the rainmaker from the ordinary sales person is that he or she sells more,” says Jeffrey Fox in his book How to Be a Fierce Competitor. |
On: Nov 22, 2017
 “Sales efficiency is quantitatively defined as the amount of selling time spent face-to-face with customer decision makers, or phone-to-phone with decision makers if you are a tele-marketer. Effective sales people who spend more time in front of customers sell more. Anything that steals selling time is a theft of organization revenues and usually of sales person compensation,” says Jeffery Fox in his book How to Be a Fierce Competitor. |
On: Nov 16, 2017
 With sales of $94.6 billion and earnings of $8 billion in 2016, you would think the nation’s largest home improvement specialty retailer would be happy to leave well enough alone. |
On: Nov 14, 2017
 “Profit-positive sales people are desperately needed by every organization,” says Jeffery Fox in his book How to Be a Fierce Competitor. Fox defines a sales person as someone who generates more gross margin dollars than his or her total cost to the organization. The total cost might include hiring and retirement costs, salary, commissions, car, phone, insurance, office expenses, travel expenses, and training. |
On: Nov 1, 2017
 “Meetings are one of the most pernicious thieves of selling and productivity in business. There are too many meetings and too many bad meetings. Good companies constantly rip out the root causes of inefficiency and waste in production, administration, distribution, and marketing. Good companies abhor waste, and because meetings are often huge time wasters, meetings are managed to make money and to overcome challenges,” says Jeffrey Fox in his book How to Be a Fierce Competitor. |
On: Oct 30, 2017
 According to the CSI website “The Construction Documents Technology (CDT) Program provides a comprehensive overview for anyone who writes, interprets, enforces, or manages construction documents. |
On: Oct 23, 2017
 “Smart companies know the difference between costs, expenses, and investment. Smart management sees costs as money eaters. They see investments as money makers. They see expenses as nice but the first to go in tough times,” says Jeffrey Fox in his book How to Be a Fierce Competitor. Where does a building product manufacturer cut costs and where do they increase investments? Let’s examine a few recommendations- |
On: Oct 18, 2017
 How can design professionals and product manufacturers work together to transition the built environment into a sustainable ecosystem for future generations? I spoke with with Allison Friedman, founder of the online green buiding directory, Rate It Green. We discussed the online platform, it’s impact, and what it can do for the green building community. |
On: Oct 16, 2017
 Earlier this year, the American Institute of Architects (AIA) released a landmark study about the architect’s role in specification. The Architect’s Journey to Specification evaluates the cultural, technical, and informational influences in the choices made by building design professionals. |
On: Oct 9, 2017
 “Pay for knockouts, not for punches. Pay for sales revenues generated, nor for sales calls made. Pay for packages delivered, not for miles driven,” says author Jeffrey Fox in his book How to Be a Fierce Competitor. Should your company be paying for outcomes or activities? Let’s examine a few scenarios. |
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GreenCE offers AIA HSW online continuing education, LEED online courses, ADA online courses, and LEED Exam Prep. GreenCE helps design professionals obtain their AIA HSW hours, LEED-specific hours, barrier-free hours, and IDCEC CE hours. The website delivers LEED Exam Prep for the LEED Green Associate exam, LEED BD+C exam, and LEED O+M exam. The online LEED certification courses educate architects, engineers, interior designers, contractors, and students.
GreenCE is a USGBC Education Partner that offers the only free LEED exam prep in the country. The LEED certification course includes a free LEED exam study guide, free LEED practice questions, and LEED certification tips and strategies. In addition, GreenCE offers free courses for LEED APs to obtain their LEED BD+C hours, LEED ID+C hours, and LEED O+M hours. Most GBCI courses are free and in video format.
GreenCE is an AIA Education Provider and offers free AIA online courses. The free AIA courses are sponsored by building product manufacturers. In addition, the platform offers barrier-free ADA courses for Texas and California architects. Texas barrier-free online courses and California Accessibility courses meet state requirements. TX ADA courses and CA ADA courses are created by the top ADA experts in the country.
Building product manufacturers can get specified by using GreenCE services. GreenCE develops AIA and LEED courses for product manufacturers to educate architects. The online architect courses help build brand awareness about building products. In addition, GreenCE hosts manufacturer webinars for 200-300 architects at a time. The AIA webinars and LEED webinars are free for architects who can learn about various products.
Finally, GreenCE helps manufacturers develop Health Product Declarations (HPDs), LEED v4 product documentation, mindful MATERIALS documentation, Google Portico documentation, and Declare Labels. We value our relationships with design professionals and building product manufacturers. They are crucial to our success.
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Communications Specialist NS BlueScope Coated Products |
The Spec Shaman
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Posted On Sep 22, 2022 |
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Posted On Aug 17, 2022 |
