Management & Sales Strategies for Architectural Building Products Manufacturers
Let’s Knock One Out Of The Park!
Why on Earth would you settle for mediocrity in your management & sales processes?
As building product manufacturers, we know fundamental sales and management strategies are critical to the success of any business.
I’m Scott G. Kerman, Principal of The Kerman Group. What The Kerman Group provides is years of experience and expertise working with a variety of building product manufacturers. My goal is to help you define and refine sales, marketing, and architectural promotion in ways that are meaningful and add value.
Our Focus
The Kerman Group specializes in providing sales management, business development, and architectural specification assistance to building products manufacturers. We operate from our Phoenix, Arizona office, serving clients across the United States and Canada. Our compensation structure includes a fixed fee alongside a performance-based schedule.
Who can benefit from partnering with The Kerman Group?
The Kerman Group offers valuable assistance to building products manufacturers aiming to enhance their profit margins, sales revenue, market share, and brand awareness. Our services are suitable for those considering outsourcing to supplement or replace in-house staff.
How does The Kerman Group differ from traditional manufacturers' representative organizations?
While manufacturers' representatives focus on fulfilling sales needs within specific local territories, The Kerman Group operates on a broader scale. We provide outsourced services on international, national, or regional levels. Our approach involves mentoring, motivating, and monitoring local manufacturers' representatives and/or in-house sales teams to achieve broader goals.
What methods does The Kerman Group employ when working with clients?
We tailor our methods to each client's unique needs. Initially, we delve into your corporate culture, history, future objectives, and market strategies, encompassing people and products. Depending on requirements, we collaborate with top-level executives, managers, sales, and marketing personnel, including manufacturers' representatives. Our strategies could involve engaging the AEC community, key accounts, and targeted geographic and vertical markets.
Who typically comprises the client base of The Kerman Group?
While The Kerman Group serves any building product manufacturer, our services are often sought by independently owned companies or smaller divisions within larger organizations.
What are the core beliefs that guide The Kerman Group's approach?
Our guiding principles prioritize different aspects within an organization:
- Our foremost responsibility is human, the literal life of your organization including both direct employees and outsourced representatives. They represent the face, heart, and soul of your company—the "front line". While we are not a human resources consultants, we look at humans from the sales management and business development perspective. Our aim is to enhance existing personnel before considering any necessary changes.
- The second priority is your customers. Their consistent support generates revenue critical for your business's success.
- The final consideration is investors and shareholders. We recognize that the recipe for achieving maximum profit requires guiding company personnel to maximize return on continual customer engagement.
Can you provide an overview of Scott G. Kerman's background?
Scott G. Kerman, President of The Kerman Group, is a renowned expert in sales management, business development, and AEC promotion within the building products industry. With over 35 years of experience, he emphasizes skills, experience, and personal relationships while incorporating tools like systems and analytics. Scott has excelled in devising sales strategies, leading teams, and exceeding targets. He has conducted numerous product seminars and demonstrations for stakeholders in the industry. Before relaunching The Kerman Group in Winter 2023, his career spanned diverse roles across global manufacturers, local subcontractors, and construction-oriented organizations.
Learn more about Scott Here.