Having worked on the inside of a pre-engineered steel building company as well as in the field as a District Sales Manager (DSM), I am frequently asked for my opinion on what to look for when selecting a metal building supplier. Choosing a metal building supplier is an important decision, and it’s critical to consider a number of factors to ensure the success of your project.
Is the supplier accredited and is its focus on quality evident?
A supplier that has received AC472 accreditation through the International Accreditation Service (IAC) has demonstrated its ability to fabricate high-quality metal building systems. In addition to being certified, I would also look for a supplier with a commitment to producing high-quality products that fit together in the field. The impact of missing parts/pieces, mis-fabrications or poorly designed products can very quickly turn the schedule and profitability of a project upside down. I understand mistakes happen, but if the supplier doesn’t have an intentional focus on quality, along with a commitment and process to respond quickly when problems arise, I would not be interested.
Is the supplier financially secure?
A strong consideration of any purchase decision must be the ability of a company to stand behind the products they sell. Be sure to review your building manufacturer’s financial statement to ensure it’s a well-managed, financially stable company that you can depend on staying in business well into the future.
Does your supplier have a full-service team overseeing your project?
Look for a company that has clear points of contact throughout each phase of the project. This will make for a much smoother process and allow you to easily get questions answered; changes made, and issues resolved when the entire internal team is coordinated and dedicated to providing excellent service.
Will your project be outsourced?
I would be wary of a supplier that chooses to outsource its design, engineering or fabrication services rather than employing a dedicated in-house team. Without single-source accountability throughout your project, you could encounter quality issues, schedule delays and difficulty in communicating or making necessary changes.
Are they in it for the long haul?
Too often I see suppliers abandoning their loyal builders, along with their integrity, to pursue projects directly with end-owners or competing contractors. Your supplier should be committed to developing a long-term partnership with you built on honesty and trust, or I would go a different direction.
When things slow down, how do they respond?
Some companies layoff staff and shutdown plants to reduce operating costs when the market slows down, leaving them with a lack of quality resources. A company that instead chooses to retain its team to continue investing on improving products and processes during a downturn will be much better positioned to quickly respond to your needs when the market comes back.
What is included in the price?
Sure, most companies will give you a price, sometimes even the lowest one, but is it a good number? To me, a good number is not only competitive, but one that the supplier will stand behind. Limited price protection with a “must order by date” of one to two weeks out just doesn’t cut it anymore. You should expect your supplier to provide you enough time to go to market, secure a project, get the contract signed and receive a commitment from them locking in the price so you’re not hit with price increases down the road.
Does the supplier have a reputation for predictability and honoring commitments?
In a business like construction, risk must be managed every day and having a predictable supplier can make or break your project. You must be confident your supplier will meet delivery commitments every time so your building crews can stay on schedule.
Is your supplier a trusted advisor?
Don’t underestimate the value of a strong DSM representing your supplier. You should be able to turn to your DSM for valuable local market information as well as technical support to provide creative building solutions for your projects. A DSM who is knowledgeable and responsive to your needs can be the difference in landing a project and successfully executing it with ongoing support throughout the entire sales process.
Whether you are taking a step back and looking at your current supplier or actively looking to partner with a company, I believe that the most important question to ask yourself about the supplier is: “Are they the best fit for me?”
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Ben Parks is a district sales manager for Nucor Building Systems, Terrell, Texas. He has nearly 10 years experience in the pre-engineered building systems industry encompassing detailing, estimating, builder training and sales. You can contact him at parks@nbsin.com and learn more about Nucor Building Systems by visiting their website at www.nucorbuildingsystems.com.
