the relationship and the better the outcome,” adds Douglas A. Awe, owner and partner of Elk Mound, Wis.-based Design Builders & Contractors, a Nucor authorized builder since 2007.
Building a network When building their authorized builder networks, manufacturers are looking for some very specifi c things. Manufacturers may look for local contrac- tors in markets where they do not already have a strong presence. Haslebacher notes that VP identifi es these markets and looks for successful local contractors through the quality, service and professionalism they provide to building owners. Behlen looks for builders who want to grow
and be involved with the projects they are provid- ing for clients, while also being diversifi ed and doing quality work. “The Behlen district manager
is an extension of their business, that will offer additional value and assist with winning success- ful projects that will keep both of our businesses united with work,” says Cattau. Carmean adds that it’s important to fi nd
someone that’s in the same business and works with metal buildings. “It doesn’t do any good to put a builder on and they’re in a different business and only occasionally dabble in metal buildings,” he says. “That’s not who we’re looking for.” Additionally, Carmean notes that it’s really
about setting expectations. “It’s about partnering together, understanding how we’re going to do business together and then committing to helping each other be better and successful.”
Quality manufacturers Awe explains that they were looking for an estab- lished American company with a good reputation
and quality product. A VP builder for 28 years, Matt Lock, president of Carrollton, Mo.-based Lock Steel Building Co., says they were also looking for a quality manufacturer with a good reputation. Along with being an asset to its sales plan, Lock feels anyone his company partners with is a good representation of his company. Similarily, Prahl was looking for “a recognized
leader in the manufacturing of quality building systems that is committed to selling through a network of authorized builders with sales, marketing and service departments that meet the builder’s needs.” Also important was having a strong corporate account sales department that promotes business for its builders to the Fortune 1,000-type fi rms. In addition to being a Behlen authorized
builder for the past 10 years, Big D Builders is also an authorized builder for Nucor. Durrant