Builders’ merchants get to grips with self build market
I had an interesting morning with a group of builders’ merchants recently. They’d asked me to give a presentation on self and custom build, focusing on how they could position themselves to meet the needs of the industry. It was a useful session, and I learnt a fair bit about how these firms operate. They also picked up a few tips from me about how to approach selling to self builders.
For old-school contractors and tradesmen, builders’ merchants are a home away from home, often full of all sorts of weird materials and tools that few outsiders would recognise. You never see a price tag on a pallet of bricks and for most of us, the first time you know what the actual cost will be is when the printer spits out the sales receipt. Regular trade customers will be expecting a significant discount, while those of us who only venture in there occasionally will be paying full whack – or will possibly be delighted with 10% off.