Partners or adversaries?

By Roy Burleson

f RECENTLY attended a workshop lin which the facilitators shared how alliances could help builders, suppliers and installers improve productivity and lower costs, while at the same time improving profits.

During the workshop, I witnessed an exercise that definitely illustrated the need for change. Many builders were asked to briefly describe trades people and vice versa. I watched in amazement as the descriptions were written on easels for all to view. I don't think there was a complementary word in either set of descriptions. In fact, most were offensive, insulting and derogatory. Some of the descriptions can't even be printed in this fine magazine.

Based on this exercise. it appears builders and installers are in an adversarial relationship. And they certainly don't trust each other. What's especially interesting about these relationships is neither the builder nor the installer can survive without the other.

Webster's Collegiate Dictionary uses several terms to define partners and partnerships, including "share,"

"associate," 'Joint principles in a business," and "close cooperation." Conversely, terms such as "antagonistic parties," "opposing interests," "resists," and even "enemy" are used to describe adversary.

With builder-installer relationships frequently acting adversarial, it is no wonder builders are constantly shopping for good installers. This relationship tends to create tension through the entire construction process.

The builder needs to complete the project on time and on budget. There are dozens of reasons why a schedule might be delayed. There are even more reasons why problems might develop between installers and builders. Pricing, supply issues, personnel problems. communication problems, change orders, and weather, just to name a few.

For whatever reason, when a component of the house is installed late, it puts pressure on the builder to make up time. The builder tries to play catch-up, frequently at the expense of the next sub in line. If the next component is being installed by a sub that is worth his salt, he can't arbitrarily make last minute schedule changes to accommodate the builder's nerv schedule. He is usually already scheduled to be somewhere else. The sub is thinking the builder lacks scheduling skills and the builder doesn't understand why he can't be accommodated. After all, the builder feels he is a good customer. Can't you just feel the tension building?

Frequently, the builder and the tradesperson are not really partners. nor are they really looking out for each other. Typically each is anempting to generate as much income as possible, frequently at the expense of the other. Real trust is not present, but since both entities need each other, the relationship. however tenuous remains intact for the time being. There has to be a solution.

There is an obvious need to improve the builder-installer relationship. Building materials dealers have an opportunity to offer solutions by becoming the installer as well as their supplier. Think about it. Who has a better, trusting relationship with the builder? Is it the subcontractor or you, the supplier? Let's ask the question a couple of other ways. Which entity has the best reputation for service quality? Which entity has a more trusting relationship with the builder? I bet _yor were the answer to each question.

Most building material dealers have been servicing their customers for years. You also see the big picture, and in all probability you supply materials for many home components for the builder. from start to finish. Once again, you are in a better position to partner with the builder when you can help with both supply and install functions, frequently with one phone call and one trip, saving time and money. When a builder can rely on one credible source for multiple deliveries and installations, the savings can be substantial, not to mention eliminating some of the builder's mental anguish.

Builders desperately need partners who can help with the construction process. They need reliable partners that they can trust. Real partnerships between builders and suppliers that install are gaining momentum across the country because they are truly win-win.