Beating the low-cost competitor
According to glassblog contributor Rod Van Buskirk, there are a few contract glaziers in every market that don't follow the rules. In an effort to cut costs, they might install improper product, underpay their employees, or disregard their union expenses. And with so many building owners focused on the bottom line, these companies sometimes win the job over their honest, quality, possibly higher-priced competitors.
Apparently, this is also true in the fabrication side of the business, where 48 percent of this year's Top Glass Fabricators said competing against low-quality companies would be their biggest challenge in 2013.
So how do you, as a high quality company, compete? How do you set yourself apart from competitors that rely on cutting corners to guarantee the lowest bid? And how does the extra effort affect your margins? As an industry, we're all looking for solutions to this problem. What is yours?
Chase is editorial director of Glass Magazine. Write her at email@example.com.