Get certified
Whether it is the Construction Documents Technologist (CDT) designation or Certified Construction Product Representation (CCPR) accreditation, getting one of these certifications can go a long way. With these qualifications, a product representative can gain a full understanding and appreciation of the bigger picture of the project delivery methods and all that is required of the A/E team. Not only will this accreditation help A/E understanding, but it will also advance personal knowledge base and build career résumé and skills.

Understanding the full picture will always help when communicating with architects, engineers, specification writers, general contractors, and others in the industry. These certifications are well-respected—in many ways, they resemble getting an MBA. After obtaining these certifications, one should encourage others to do the same.

Bring relevance
The construction industry is constantly changing, as new products enter the market. If designers are not up to speed on the latest designs and products, the owners will move on. These designers depend on knowledgeable product representatives, so it is imperative reps bring relevant and effective educational presentations to the table. They should be networking with the up-and-coming designers and bringing them to chapter meetings. By speaking with architects, reps can hear what materials the designers are looking for.  By keeping an open ear, new topics may arise that can be brought to the chapter meeting. Some of these topics may even entice some new A/Es to attend a meeting or two.

To specify or not to specify?
Most product reps understand getting into the specifications is positive. However, being a member of CSI and going to meetings are not ‘sales tools’ to get into the specifications—they are networking tools. The meetings are a place to get to know others in the construction industry, and they act as an educational ground.

It is my firm belief building a network is more beneficial than just obtaining a simple specification written around your product.

It is more important to allow others to come to you. When a salesperson is pushy, people tend to avoid them. There is no harm in informing people of your position as a product rep, but try to avoid the ‘hard sell’ approach.

It is about the long-term benefits, the relationship verses the transaction. Eventually, others will refer to you as ‘the go-to person’ of your industry just because you were genuine and did not have an agenda when you interacted at a meeting. That is worth more than a sale—it is priceless.

Brian T. Conroy, CSI, is the northeast representative for Master Wall Inc., an exterior insulation and finishing system and stucco manufacture. With over 20 years of experience in the construction industry and a passion for networking, he continues to explore unique ways to improve project delivery. Conroy is president-elect of the Philadelphia chapter of CSI. He can be reached at briantconroy@masterwallne.com.