Expectations of a Manufacturer's Representative

Every design professional has probably been asked by a manufacturer's representative at some time, "Why weren’t my products included in the specification?" This could have occurred for reasons as simple as the design professional's lack of awareness of the manufacturer or for more compli­cated reasons. As we all know, the quality of the product is of the utmost importance, but the following are some factors that design professionals consider important in the relationship with a manufacturer's representative in addition to product quality. This was recently submitted by an architect in an article published by the Central Pennsylvania Chapter of CSI.

Product Availability. Do they have up-to-date information readily available for a particular product along with local contacts? A noticeable reduction in the number of personal contacts has occurred over the past 15 years since the Internet age has started.  Many manufacturers do not attempt to keep in touch with design professionals on a regular basis, thus leaving them wondering if the product information they have is accurate. Design professionals look to manufacturer representatives as resources to the design community by making themselves available to attend design meetings, available for pre-construction field observations and to make field inspections during construction when requested. Unfortunately, in this world of "I need it sooner than later", the availability of a manufacturer's representative is crucial. The old adage of "I'll return your call within 24 hours" does not work in today's world of technology. Most design professionals prefer and need a return response the day a response is requested.

Product Knowledge. Possibly the most important role in today's market is the knowledge of the products represented. Unfortunately, in the past five to ten years the knowledge base of many manufacturer

representatives has diminished. The trend today by many companies appears to have the manufacturer's representative act as marketing/promotional representative instead of a technical resource. Design professionals rely on manufacturer representatives' expertise in their particular product area, and they value their technical knowledge relative to product limitations, uses and installation.

Budget Costing. Ability to provide budget or square foot cost analysis without directing them to a supplier or distributor for that information. Being directed through a maze of distributors and suppliers when what is needed is a budget square foot cost is very discouraging to the design professional.

Detail and Specifications. It is vital that the information being provided to a design professional is accurate and complete. Inaccurate information can lead to embarrassing and confrontational situations between all parties involved. Providing assistance with product detailing and specifications is a valuable resource to the design professional. Also, since many projects require competitive bidding, it is appreciated when the manufacturer's representative suggests comparable acceptable alternative manufacturers in order to keep the specified manufacturers and products of comparable quality. This helps reduce the time required to identify other manufacturers which meet the specified product, keeping in mind that the design professionals are ultimately responsible for performing their own research and selecting appropriate comparable manufacturers. In order for manufacturers' representatives to foster strong relationships with design professionals, all the previously mentioned attributes are truly necessary. In conclusion, what is required of design professionals is simple:  "service". We at ConestogaTile truly believe this.

Happy New Year
from Central Virginia

Mark your calendars for a busy February. The Charlottesville Chapter of CSI will be hosting the CSI Show this year in Charlottesville on February 1, 2006. It will be held at the Doubletree Hotel from 3:00 p.m. to 8:00 p.m. ConestogaTile and Florida Tile will be there to highlight new offerings for the upcoming year. It is sure to be an exciting day with an opportunity to see what’s new in the industry.

ConestogaTile will also be hosting the February 21, 2006, CSI Meeting at our Charlottesville show-room facility. Larry Horton with Schulter Systems, Inc., will be the guest speaker. Dinner and beverages will be served.  Please contact Charles Hendricks of the Gaines Group at 434-979-5245 to reserve your spot.

We would like to highlight the great efforts of BCWH, SMBW and Baskervill Architects for donating their time to the food bank. ConestogaTile and many other companies in the Richmond area also contributed to this worthwhile cause. The cash donations helped to purchase canned goods for Canstruction.  The teams from the above firms spent many hours constructing statues from canned goods, and all teams won awards for their efforts.  When the judging was complete, all food was donated to the food bank.  Thanks for all your hard work.

We are pleased to be introducing several new lines this year.  Our new Italian lines are truly on the cutting edge.  We will also be introducing a new porcelain line that is domestically made.  Millie Whatley, our Charlottesville, Virginia, Architectural Representative, will be scheduling product seminars in your offices.  Please contact her directly at milliewhatley@cctd.com.

ConestogaTile
Now Offering
American Olean Products

ConestogaTile has been named the distributor for American Olean products in our Central Pennsylvania territory. The addition of American Olean to our product listing makes ConestogaTile a stronger and more extensive supplier in a number of areas. American Olean affords ConestogaTile the ability to offer additional sizes and colors of unglazed and glazed mosaics. In the glazed family, Satinglo mosaics have a soft satin appearance and are available in two-inch square as well as one-inch hexagon shapes. The Satinbrites mosaics come in a vivid array of colors and are available in a two-inch square shape. Another product in the glazed family is Sandy Ridge, which offers a rustic stone look. Unglazed mosaics are available in 30 colors in two-inch and one-inch square shapes and one-inch hexagon shapes. Egyptstones offers a terrazzo look available in two-inch square shapes and six colors; each may either be bright glazed or matte unglazed finishes. These mosaics also can be assembled in a wide variety of standard or custom patterns for pool areas, showers, toilet rooms, or company and school logos.

Other interesting available products which make projects stand out are Artistic Elements, which offers glass, metal and natural stone shapes that can be incorporated into any tile finish surface, Bijou de Verre, a Byzantine glass product, and a wide variety of porcelain, monocottura, quarry wall, and paver tiles.

Contact your ConestogaTile Architectural Representative to find out more about American Olean products and how ConestogaTile can continue to serve the needs of the architectural and design community.