With our consultative sales approach we ascertain the level of knowledge the specifier does and doesn’t have about the concrete industry and GreenUmbrella™ products through questions and interest in active projects.
INDUSTRY EXPERTISE is most the valuable asset available to product reps. Use and
application, sustainability, specification application, and detailing presented as an industry player is far more effective than presenting product as a peddler. Focusing on product knowledge, features and benefits, company history and capabilities are clear channels to failure.
GUIDE SPECIFICATIONS educate specifiers on product use, product application, and industry
(competitive) issues. From a specification point-of-view, product limitations are the most
important piece of information to communicate.
REVIEW SPECIFICATIONS for industry compliance and appropriate competitors.
Our team works to obtain office masters for review. Everything a rep needs and wants to know about a specific firm or specifier is contained in their specifications. A specification\analysis is the most knowledge management
tool available to reps.
In the final analysis, if your product is not specified or is specified incorrectly, the time and effort with the specifier is completely wasted, and worse,a relationship damaged.