The Power of Negotiation

Monthly Briefing

Profits | Relationships | Knowledge

February 2022 Volume XVII, Issue 2

By Ed Hauck

Senior Consultant, Shinn Consulting

In the aftermath of COVID-19, home builders have been busy making up for lost time, profits, and opportunities. In challenging times, negotiating with manufacturers and trade partners can take a back seat to more pressing issues. However, it’s when circumstances are less than ideal that the power of negotiation can deliver the biggest reward.

To maximize success, it’s imperative for profit-oriented home builders to place a high priority on negotiating with manufacturers and trade partners while ensuring purchasing teams possess strong negotiation skills. Improving the purchasing team's understanding of the negotiating process is one of the most worthwhile endeavors a home builder can pursue to improve profitability.

Lennox Industries, an industry leading manufacturer of residential air conditioning and heating, has received the 7th Annual Builder Partnerships Partner of the Year award. The award was presented during Builder Partnerships' 16th Annual Networking Reception at the International Builders' Show.

This award is presented each year to a manufacturer demonstrating excellence in supporting our builder members. Lennox has been a long-time manufacturing member of Builder Partnerships and fully engaged, offering strong incentive programs, participating in our seminars, and sponsoring our events.

In the second half of 2021, the supply chain, transportation and staffing issues were very challenging across most industries. Amarr Company was no different. The combined effect of these factors and more pushed us to extend our manufacturing lead-times to all-time highs.

Due to the combined efforts of many departments over the past few months, we recently announced a lead-time reduction to 10 weeks for most of our residential product lines. We will continue to focus efforts on further reductions in the coming months.

For product information, visit amarr.com.

Headquartered in Racine, Wisconsin, InSinkErator® is the world's largest manufacturer of garbage disposals and instant hot water dispensers for home and commercial use.

For over 80 years, the company has delivered long-lasting innovative products, with superior grind and sound performance, trouble-free operation, fast, easy installation, and a We Come To You® In-Home Limited Warranty.

Life at home has changed a lot and for many people, being “on trend” has taken a backseat as more people are designing around their needs. Our Delta designers and Delta Faucet company lighting partner, Kichler, share the kitchen and bathroom trends they’re seeing in real customer’s homes that have a timeless quality and will last past the next trip around the sun.