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Calling All Subs — And Hiring the Right One
 In busy times it’s often very tempting to play Yellow Pages “roulette” to find a specialty trade or vendor.
You may thumb through and pick a trade based on rate figuring that, as a qualified and professional remodeler, you will be able to make any subcontractor perform as required ― right?
But I think there might be a better way to find and work with qualified partners, associates and vendors.
Don’t Call Them ‘Subs’
First and foremost, don’t call them “subs.” If you use even just a slightly more considerate term than “sub,” you’ll be a step ahead when you start whittling down your choices.
Perhaps the best starting point is to think about the way you hope you are selected by a home owner and apply those same qualities to what you want from your trades.
Price Matters
You may brag that you don’t sell on price, but you’re only fooling yourself if you don’t think that price is a consideration and that being within a reasonable range for specified products or projects is important to your clients.
It should be the same with trades. In fact, you have a responsibility to your clients to bring them the best value and quality for the price of the job. Whether you’re charging a lump sum or cost-plus, you want to get them the biggest bang for the buck.
Consistency and Reliability Count
You probably promote consistency and reliability when dealing with your clients. These are traits that should also apply to the trade partners you choose to work with. If you establish up front what to expect from them regarding costs and inclusions, you might end up with a more streamlined and predictable estimating process.
If they can give you a reasonably accurate cost list, rather than asking your trades for a bid for every potential prospect, you can use the cost list for the estimate. Then once the client becomes a customer, you can go straight to negotiating the price.
At this point, it would seem reasonable — if you share information with your trades — that they would be willing to work with you in negotiating a better price to help land the client.
Standards Apply to Employees and Trades Alike
You probably have some sort of employee manual indicating what you expect from them in terms of behavior, response, written documentation, etc. Why not establish the same set of guidelines for your trades? After all, they come in contact with your employers, other trades and your customers.
A short two- or three-page document would probably be sufficient. It could cover procedures such as your change order policy, interaction with lead carpenters, how and when to deal with a home owner if you are not present ― it will happen, so prepare for it — job site behavior, appearance and, of course, payment terms, along with the requisite insurance and other basic business requirements.
Dealing With Warranties
Warranties can turn a potentially difficult situation into a sale, so define your warranty expectations with your trades. Get an agreement on acceptance of work, i.e., if after your painter is finished you notice that the drywall needs more attention, who does what and who bears the cost of the re-work. Also, be clear about what your policy is with your customers.
To sum up, look for those things in your potential trade partners that will help you convey value and successfully attract customers. Finding a not-so-sub trade partner can probably be a mirrored process.
Plus, if you use that same set of qualities, you’ll know that you have engaged a partner with similar values ― and that will only enhance your consistency and performance with your customers.
Nation's Building News Correspondent Greg Miedema, CGR, CAPS, is president of Dakota Builders in Tucson, Ariz. He is chair and founder of his local Remodelors™ Council, a member of the NAHB Remodelors™ Council Board of Trustees and currently serves as the chairman of the Remodelors™ Council Public Affairs Committee. The Southern Arizona Home Builders Association (SAHBA) has named Dakota Builders, Inc. Remodelor™ of the Year in 1998, 1999, 2000 and 2003. For more information, send him an e-mail.
'How to Find a Professional Remodeler' Available at BuilderBooks.com
"How to Find a Professional Remodeler," available at BuilderBooks.com, promotes the professionalism of your remodeling business by offering valuable advice to your customers on the process of selecting a remodeler. The brochure guides consumers from the dream to the reality of having their homes remodeled by skilled and trained professionals. Sections include what to look for in a professional remodeler, what questions to ask and signs of a professional remodeler. To view or puchase this publication online, click here, or call 800-223-2665 to order.
BuilderBooks.com Offers a Variety of Publications for Remodelers
BuilderBooks.com offers a variety of other publications about remodeling. To view or puchase these publications online, click here, or call 800-223-2665 to order.
The NAHB University of Housing Offers Designation Programs for Remodelers
The NAHB University of Housing offers CAPS, CGR, CGB and a variety of other professional designation programs and business management courses that set builders and remodelers apart from the competition. To learn more about NAHB’s designation programs, visit www.nahb.org/designations. For a complete list of all current education offerings, click here.
Who Will Be the Next Remodelor™ of the Month?
The Remodelor™ of the Month (this link is accessible to Remodelors™ Council members only) award program is underway. Don't miss your opportunity to be named the Remodelor™ of the Month.
The program groups local councils from different states into designated months. There will be two “wild card” months that will allow the council’s members-at-large to participate in the program. A winner will be chosen each month and that winner will then be automatically included in the nominations for the Remodelor™ of the Year award.
This is a great opportunity for local councils and members to get involved and submit their “best of the best” members to compete with other councils. The national Remodelors™ Council will send out press releases and highlight each winner in ReNews, the Remodelors™ Council e-newsletter.
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