6. Product availability
Where the product is manufactured can be almost as important as the product itself. For instance, if the project is on a tight schedule, if the shipping costs are prohibitive, and sustainability is a project criterion, chances are lower an overseas material will be specified.
One should explain honestly where the product is manufactured and where it will be shipped from when ordered. Relaying inaccurate information about delivery in the hope that the product will be selected over a more available option never ends well. If the product is everything promised, being transparent about the logistics will help build a long-term relationship with the designer and pave the way for future business.
While a local warehouse or storage facility within North America is optimal, remote facilities and longer delivery times can be accommodated in many cases for the right product.
One should consider providing a list of distributors available to assist and answer designer’s questions as well as installers in the area who are familiar and expertly qualified to install the product.
7. Photos
A picture says a thousand words. A designer is more confident specifying a product if they have an idea of how it will look when installed. A representative should bring plenty of images accurately representing the installed product—the more applications the better. Passing a small sample around the room and having the designer rely solely on their imagination is not as effective as a picture of a completed project. Samples should be displayed after the presentation. One should take the time to note any local installations of the product that the design team could visit. This is more valuable than a sample in a product library. It allows the designer to get a better sense of how the product looks, feels, wears over time, and appears under different lighting conditions.
Sharing contact information of existing clients is another helpful tool a product representative could consider. The opinions of those who live or work in the space with the installed product is incredibly valuable.
8. Application limitations
Product developers invite designers to explore the possibilities of their product. However, it saves valuable time
and avoids costly mistakes—in terms of material resources and a client’s money—when product limitations are made clear, comparable, and understandable. This enables designers to make good decisions and provide the end user with appropriate products serving their needs. Having the courage to disclose limitations fosters good relationships for ongoing business opportunities.
9. Testing
Data to support the performance and durability of the product plays a significant part in the selection criteria for any specification. If third-party testing cannot be provided, demonstrating a product meets all required performance criteria is required. Many notable recognized national testing bodies in the industry, regulate the criteria and provide licensing to the product to guarantee required performance criteria have been met. Designers rely on these standards to ensure products they specify will be suitable to the application.
10. Take aways
It is imperative for representatives to leave something behind to remind the designer of the company. It can be money well spent, but typically the only valuable take away is something displaying the company’s logo, and is practical and may get used. Speaking about the company’s great green record and then handing out landfill-destined swag is counterproductive. Anything that prompts a presentation attendee to further investigate the products is key. Displaying website information and directions to any online tools is informative. However, this does not have to be anything more than a well-designed business card with current information.
Conclusion
Manufacturers are keen to have their products seen by the professionals who are responsible for specifying them, and product presentations are a great way to accomplish this. With a little planning and consideration, a product representative can maximize the effectiveness of this selling tool to the benefit of everyone involved.
The authors of this article would like to thank the members of the interior design team at ft3, including: Allison Shevernoha, Erika Sammons, Esther Engbrecht, Lisa Shelton, Liz Holl, Lorilee Penner, and Tali Shapera. This article was a group effort.
