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Researching New Products
New products and new technologies are being developed at lighting speed. Every time I open one of the top industry magazines, there are dozens of articles and advertisements touting new, exciting new developments in the world of remodeling.
But how do you stay on top of this ever-increasing number of "improvements?" Eddie Casanave, Casanave Construction Company, Raleigh, North Carolina says, "Trade shows are my best avenue for reviewing new products. I attend local shows but feel that the latest and greatest are typically found at the national shows such as the Builders Show or the Remodelers Show."
Before he leaves for the show, Eddie reads the top industry magazines -- Remodeling, Journal of Light Construction, or Professional Remodeler -- and creates a list of vendors to visit and products to research while at the show. "If I see something pertinent in a magazine, I'll first go onto the Web for more details, then I'll make it a point to learn more directly from a rep at the show."
In addition to those techniques, David Amundson, owner of TreHus Builders Inc., in Minneapolis, Minnesota, also learns about new products from architects or from the homeowners themselves. "Architects tend to stay at the front of the new product curve so they often specify state-of-the-art products," says David. "And homeowners are increasingly finding neat and groovy products on the Net. Not only do they tell you about the product, they know the price, where to buy it and have printed out the specs. If you're not on top of things, it's easy for your client to be one up on you."
Hearing and reading about new products is only one part of the equation. Taking the leap to actually using them is another. "There has to be a net benefit before I'll make a change," says Eddie. "I don't change for change sake. If a product offers a solution to a problem, a way to save money, save time, save labor hours or helps me create a better quality product, I'll consider it."
But changing products adds a new level of risk to the already-complex business of remodeling David says, "There are many nuances to using a new product and minimizing the risk: first is the product itself. Does it work? Is it made up to our standards? Does it hold up?
Next is the installation. Is it complicated? Will it require a long learning curve? What sort of support does the manufacturer offer? Then comes follow up. Do they offer a strong warranty? Will they help us if there's a problem down the road? Also, most new products are found through an unfamiliar network of people. Will all of the people involved be up to our standards in terms of knowledge, customer service, ordering and delivery processes and more? All of these elements need to be thought through and researched."
Also, because installing new products or using new procedures will take more time -- especially at first -- the costs will be higher initially. Most remodelers will involve the customer in the decision making process at this point. "If the client is pushing for a new product but it'll cost more to install because of our unfamiliarity, I'll give them the choice to go that direction or stick with the tried and true which may be more affordable but less exciting," says Casanave. "That way, we're not holding the ball by ourselves. They're aware of the risks too." David adds, "You can try to raise the price to cover the increased costs but you usually can't cover all of the time -- so you end up eating a bit too. But if it brings a benefit in the end, it"s worth paying for your part of the learning."
While using new products may be complicated, your knowledge of what's new and what's hot can say volumes about your expertise and greatly enhance your position in the eyes of your clients. David comments, "If you want to be a player, it's critical to know what's going on."
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Remodelers Advantage Inc.
535 Main Street, Suite 211
Laurel, MD 20707
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