NGA welcomed Jeff Phillips, PhillipsCG, for the free webinar “The Glazier Approach to Division 10 Projects” offered as part of NGA’s Thirsty Thursday series. In this webinar, Phillips, who has a 30-year career that includes sales and business leadership in the furniture industry, provided insights into how to glaziers and installers can compete for demountable wall installation work, which falls under Division 10. Division 10 work is $1.8 billion dollar market in North America, Phillips says.
Watch the video to learn more about:
- the main players in this market
- how to choose which manufacturers to work with, and
- ways to proactively build sales networks.
- To learn more about all of these aspects of Division 10, read Phillips' three-part blog series on the subject.
How to market yourself in Division 10
Phillips says that marketing yourself is critical to creating sales relationships in Division 10.
Here's a few tips:
- Show you’re in the demountable wall business on your website. Phillips recommends having process photos of projects that are in early, middle and finished stages so partners coming on your website can see how good your process is.
- Provide electronic brochures. Phillips recommends having examples or brochures that display your work, but warns that architects tend not to like print copies, but rather electronic versions or pdfs.
- Have product samples or mockups. “Having a small mockup of a product helps people that are tactile,” says Phillips. Samples can also help reassure customers about matching colors, he says.
- Take photos of your installed work. Phillips refers to this as having a “lookbook” which features all the elements of Division 10 work that you do, so partners or clients can see the full range.
- Make use of quoting tools. “Make sure you and your manufacturer are aligned on quotes so you can do them quickly,” Phillips says. He says it’s important to provide quotes quickly so that clients know you’re responsive.
