Builders, no matter what size, are more sensitive to price than remodelers, who are most sensitive to on-time delivery. Small-volume (and even custom) builders tend to standardize their specifications; remodeling contractors require more special orders and oddball specs to match existing conditions. Collectively, small-volume accounts can make a significant impact on a dealer’s bottom line. Small-volume accounts appreciate loyalty programs that reward and recognize their business, enabling a more effective marketing effort to their needs. Small-volume accounts tend to purchase higher-margin products, consolidate purchases for logistical convenience, and are more flexible on price than larger-volume accounts—but expect extra services in return. A small-volume builder may have one or two jobs running simultaneously; busy remodelers often have several. Dedicate experienced sales staff to small-volume accounts, especially remodelers who tend to need special orders and sources. Take comments, concerns, and kudos seriously, as they tend to represent those of other small-volume accounts.
