Guest Blog Post By: University of Ceramic Tile and Stone (UofCTS)

Here is one of the key items you can expect to learn at the upcoming UofCTS live course at Coverings in April. If you’re a sales rep working on specifications with designers and architects, then no doubt you have run into your product getting substituted with something else. It may be coming from the tile sub-contractor or even the general contractor. The course will review several different ways to combat substitutions. Your competition will be working to substitute your product with theirs, so you need to be aware and defend your specifications.

 

Here are just a few ways to ensure you keep the specification and get the sale:

• Make sure the architect understands the differences between your product and the substitution.
• Substantiate the performance of your product with test data.
• Know your competition.  Be aware of what else is available as a substitution and know their features and benefits as it will allow you to anticipate and combat the situation.

The best defense is a good offense. To get more details and dive deeper into this topic, learn more at the live session presented by UofCTS at Coverings 2024 on Monday, April 22 from 1:00 – 5:00 pm.

See you there! #Coverings2024 #UofCTS