Get certified
Whether it is the Construction Documents Technologist (CDT) designation or Certified Construction Product Representation (CCPR) accreditation, getting one of these certifications can go a long way. With these qualifications, a product representative can gain a full understanding and appreciation of the bigger picture of the project delivery methods and all that is required of the A/E team. Not only will this accreditation help A/E understanding, but it will also advance personal knowledge base and build career résumé and skills.
Understanding the full picture will always help when communicating with architects, engineers, specification writers, general contractors, and others in the industry. These certifications are well-respected—in many ways, they resemble getting an MBA. After obtaining these certifications, one should encourage others to do the same.
Bring relevance
The construction industry is constantly changing, as new products enter the market. If designers are not up to speed on the latest designs and products, the owners will move on. These designers depend on knowledgeable product representatives, so it is imperative reps bring relevant and effective educational presentations to the table. They should be networking with the up-and-coming designers and bringing them to chapter meetings. By speaking with architects, reps can hear what materials the designers are looking for. By keeping an open ear, new topics may arise that can be brought to the chapter meeting. Some of these topics may even entice some new A/Es to attend a meeting or two.
To specify or not to specify?
Most product reps understand getting into the specifications is positive. However, being a member of CSI and going to meetings are not ‘sales tools’ to get into the specifications—they are networking tools. The meetings are a place to get to know others in the construction industry, and they act as an educational ground.
It is my firm belief building a network is more beneficial than just obtaining a simple specification written around your product.
It is more important to allow others to come to you. When a salesperson is pushy, people tend to avoid them. There is no harm in informing people of your position as a product rep, but try to avoid the ‘hard sell’ approach.
It is about the long-term benefits, the relationship verses the transaction. Eventually, others will refer to you as ‘the go-to person’ of your industry just because you were genuine and did not have an agenda when you interacted at a meeting. That is worth more than a sale—it is priceless.
Brian T. Conroy, CSI, is the northeast representative for Master Wall Inc., an exterior insulation and finishing system and stucco manufacture. With over 20 years of experience in the construction industry and a passion for networking, he continues to explore unique ways to improve project delivery. Conroy is president-elect of the Philadelphia chapter of CSI. He can be reached at briantconroy@masterwallne.com.
Thanks for this. Would I have your permission to reprint this in our chapter newsletter?
yes
Well said Brian! Thanks for your time and effort to promote CSI and the Philadelphia chapter specifically. We are an example of how products reps can work together to contribute positively to the industry as a whole, even as competitors. A+
Brian, as an architect who is now on the building products industry, I can honestly say you get it! The best product representatives are those to educate and provide unbiased information from which an architect can make a decision. Product reps, brand yourselves as educators, not salesmen. Great interview.
Ts
Brian, as someone who started their CSI career in Phila. I want to echo Steve’s comments, you do get it. CSI is an information sharing professional organization, not a sales meeting.
Steve, I have modeled my business, now entering its’ 29th year, on the exact principles you have laid out. Over these many years I have put countless hours in to LUs and giving the absolute correct technical answer when asked, and the result is that I’m entering my 29th year as an Architectural Rep organization.
I acquired my CCPR in 1993, first CCPR Class, it has served me well and I’d like to see more Specifiers require these types of “certs” from their reps and I wish that our CSI would emphasize it a little more.
Brian, thanks for a great article and Steve, thanks for the reaffirmation.
See y’all in St. Louis!
Roy lets make sure we connect in ST. L
Great article! Really need to answer the question, “What’s in it for the architect/specifier” in order to get them to come to CSI meetings. If they come, the reps will also.
Brian – nice article. Do you mind if we share it in CSI Allentown’s newsletter?
Great read. I learned something here.