Metal building manufacturers often partner with builders around the country to form authorized builder networks. While these networks of partner builders are instrumental in the success of the manufacturer, the partnership works both ways.
The makings of a good partnership Like any good partnership, there must be trust between a manufacturer and builder, says Chuck Haslebacher, president of Varco Pruden Buildings, Memphis, Tenn. “The builder must be able to trust that his manufacturer is going to support his efforts to be successful in his market,” he explains. “The builder expects the manufacturer to supply quality competitive products that meet the needs of build- ing owners. Likewise, the manufacturer must trust the builder to professionally represent its brand in the local market.”
20 METAL CONSTRUCTION NEWS October 2012
A look at authorized builder networks and the manufacturer-builder relationship By Marcy Marro, Managing Editor
Jeff Carmean, president of Waterloo, Ind.-
based Nucor Building Systems, agrees trust and respect for each other are keys to making a good partnership. He notes that open and honest com- munication, along with honoring and meeting each other’s commitments are also important aspects of a great partnership. Sheryl Cattau, sales manager at Behlen Build-
ing Systems, Columbus, Neb., says the Behlen team works with its builders to achieve profi table common purposes and specifi c tasks, allowing for both parties to grow. “We share together the responsibilities, resources, risks and benefi ts of this respected and trusted relationship,” she notes. “Building strong relationships that last for many years has proven to be a strength. We have several builders that are third generation families that have been with Behlen for more than 50 years, as well as many new builders that have joined the team.”
John D. Prahl, president and owner of VP
authorized builder Canco General Contractors Inc., Plant City, Fla., agrees, saying, “a good partnership is one in which both the builder and the manufac- turer are totally committed to working together with a goal of making a reasonable profi t in the sale and completion of quality building products.”
Open communication is key Builders especially realize the importance of open communications with their manufacturer partners. According to Dennis Durrant, owner and general manager of Big D Builders Inc. in Meridian, Idaho, a good partnership is built on “the ability to com- municate openly, meet performance deadlines, help one another see both opportunities in the market, as well as weakness that we can improve on collectively to gain market share and better serve our customer.”