How to Deal with Competitors in the Industrial Market

his is part of a comprehensive report seeking to help industrial construction marketers create a much-needed new playbook to do just that with their brands in an ever-increasing competitive landscape. For more information, including the complete report, contact: info@a-i-m.com.  _______________________________________________________________________________________________________________________________________ Every GC (owner, architect, etc.) has competitors. When you can understand with whom they compete, […]

Working with General Contractorsin the Industrial Construction Market

This is part of a comprehensive report seeking to help industrial construction marketers create a much-needed new playbook to do just that with their brands in an ever-increasing competitive landscape. For more information, including the complete report, contact: info@a-i-m.com.  _______________________________________________________________________________________________________________________________________ In this “industrial” market in our dataset, there are 207 general contractors, none of which […]

How to Investigate the Industrial General Contractor Market

This is part of a comprehensive report seeking to help industrial construction marketers create a much-needed new playbook to do just that with their brands in an ever-increasing competitive landscape. For more information, including the complete report, contact: info@a-i-m.com.  _______________________________________________________________________________________________________________________________________ Here are the two charts similar to the other categories we just discussed, but for […]

RLC ARCHITECTS: a Profile

This is part of a comprehensive report seeking to help industrial construction marketers create a much-needed new playbook to do just that with their brands in an ever-increasing competitive landscape. For more information, including the complete report, contact: info@a-i-m.com.  _______________________________________________________________________________________________________________________________________ The RLC Architects website greets you with this announcement:             […]

How to Investigate the Architect Industrial Market

This is part of a comprehensive report seeking to help industrial construction marketers create a much-needed new playbook to do just that with their brands in an ever-increasing competitive landscape. For more information, including the complete report, contact: info@a-i-m.com.  _______________________________________________________________________________________________________________________________________ Architects are another important group to pursue in your new play book for the industrial […]

Words and What Words Mean are Important

This is part of a comprehensive report seeking to help industrial construction marketers create a much-needed new playbook to do just that with their brands in an ever-increasing competitive landscape. For more information, including the complete report, contact: info@a-i-m.com.  _______________________________________________________________________________________________________________________________________The industrial construction market presents a unique opportunity to look at such language, not only because […]

A NEW PLAYBOOK FOR PENETRATING THE INDUSTRIAL CONSTRUCTION MARKET

When the ConstructConnect® May 2022 Snapshot (based on April 2022 Starts Stats) was published, it contained the following statement: “April 2022’s +50.7% month-to-month increase in total nonresidential starts resulted primarily from a big surge in industrial (+751.3%).” What about the industrial construction market was spurring this type of increase? What about the industrial construction market […]

How to Investigate the Industrial Owner Market

This is part of a comprehensive report seeking to help industrial construction marketers create a much-needed new playbook to do just that with their brands in an ever-increasing competitive landscape. For more information, including the complete report, contact: info@a-i-m.com.  _______________________________________________________________________________________________________________________________________Breaking into an owner market is often called “key accounts” in organizations. Usually, someone is in […]

How to Reach Owners in the Industrial Construction Market

This is part of a comprehensive report seeking to help industrial construction marketers create a much-needed new playbook to do just that with their brands in an ever-increasing competitive landscape. For more information, including the complete report, contact: info@a-i-m.com.  _______________________________________________________________________________________________________________________________________ There were 996 “owners” of industrial projects in the dataset we examined. Sorting our file […]

How Building Professionals Use Social Media for Business

Overview: What building product manufacturers should know! Businesses have always utilized new technologies to enhance their performance and output. And social media in its many forms — blogs, forums, business networks, photo-sharing platforms, social gaming, microblogs, chat apps, and social networks — has emerged as such a technology and worked its way into business consciousness. […]

Data Center Construction: An Insatiable Market Update

We were recently asked questions about the Data Center Market, and thought we would share them with you. Please let us know how we can help your business development. Thank you. — Jim Nowakowski on behalf of AIM. What is the outlook for the data center sector in 2022? If you ask Google, you’ll get […]

Data Center Construction: An Insatiable Market

by Jim Nowakowski (see our latest update for 2020 on this market here) According to the Office of Energy Efficiency and Renewable Energy, there are about 3 million data centers in the United States.[1] You can see 1,269 of them at dataceters.com. And there is a map of 1,806 of them at datacentermap.com/usa. This doesn’t […]

Uncovering Opportunities for Door Hardware Through Specification Analysis

Using Mentions, Not Projects to Gain Share and Build Awareness with Architects   To say that specifying door hardware is complex is an understatement. Hinges, pivots and pivot hangers, mechanical locks and latches, door closers etc. can all be specified from different manufacturers! Worse, consider the following “specification” language: “Door hardware supplier with warehousing facilities […]

What End Users Want (from Architects and Engineers,That Is)

Architectural and engineering firms, like other businesses, operate in a climate of increasing flux. Relationships that existed between these firms and their clients have undergone profound changes due to the economy and technology, with construction being particularly devastated. Accountability Information Management, Inc. (AIM), a business-to-business research company, wanted to find out specifics about the relationship […]

Using Specification Analysis to Create a Marketing Strategy for Paint

Interior paints are used in every type of commercial facility. In fact, is there even one facility that does not use some type of paint on their walls or ceilings? For paint manufacturers to increase their position in the commercial market, they must continuously evaluate their presence in the designers’ specifications. The first obstacle is […]

What Architects Need to Know When They Specify Smoke Detectors

While smoke detectors are only one component of a complex building fire alarm system designed to provide safety, preserve health and protect buildings, some would argue it is the most important.   Smoke detectors are constantly working to detect the existence of smoke that could potentially endanger the lives of the building occupants by warning them […]

Specifying Ceramic Floors – The Battle Between Aesthetics versus Function

Ceramic flooring is one of the oldest types of floor covering and has been used for many years in commercial and residential properties. The decision on whether to use ceramic flooring verses other types of flooring by architects and designers requires a variety of considerations. According to an article published by Facility Executive[1] titled Choose […]

Quality is Key to Being a Player in Lighting Control Specifications. Or is it?

Most B2B manufacturing professionals will tell you that you have to be among the best in terms of quality in order to become a part of a designer’s or owner’s short list. In fact, manufacturers have to achieve a certain “level” of quality (the same or better than competitive brands) or they will likely never […]

Opening the Door to Metal and Steel Door Specification Preference

Metal and steel doors have been used in a number of different commercial buildings for years. Currently, out of over 500,000 projects going on right now, 13% contain specifications for those products (per ConstructConnect™). There are many options architects have when selecting the type and brand of metal or steel door they specify. According Steel […]

Maximize Success During the Metal Roofing Boom Through Specifications

Metal roofing has been used in a variety of commercial buildings for years. Retail centers, office buildings, public facilities and industrial properties have benefited from metal roof’s long-term performance, energy efficiency and low life cycle costs. In addition, new styles and shapes that are possible by using metal materials are boosting metal roofing’s design popularity […]

How Architects Specify Acoustical Ceiling Products

In order for manufacturers to get their product specified, they must begin to understand more about how architects or designers select and specify products. Learning how the specification process works can help a manufacturer provide the architects and specifiers with the key information they need to get their brand in the building specifications, or better […]

How Manufacturers of Interior Lighting Should Play the Specification Game

The rapidly changing and complex B2B marketplace today makes it difficult for manufacturers to know where to focus their marketing efforts. Complexity also makes measuring actual brand preference within the design market difficult. Take interior lighting products. Architects and interior designers have many choices when it comes to the brand and lighting options. It used […]

Tapping Into the Power Tool Market

Developing marketing priorities in any market is always a challenge, and the power tool market is no different. Any company looking to maintain their position, gain market share, or enter such a market has to do their due diligence or risk certain failure. It’s more complex today because of the way information flows. For example, […]

HVAC Specifications—The Importance of Brand

Architects have many factors to consider when selecting an HVAC system for the projects they are involved with.  Not only are there many different types of heating and cooling systems to choose from; architects must also weigh a myriad of other factors. For example, what is the appropriate size to maximize the temperature control given […]

Getting Wood Doors on the “Preferred” List of Brands in Your Designers’ Specification

Designers have many brands to choose from when selecting a brand of wood door to specify for a particular project. In fact, according to Allied Market Research, the interior wooden door market is driven by advancements such as eco-friendly doors, a surge in residential and non-residential construction, and increased expenditure on home remodeling in the […]

Influencing the Designer’s Selection in Textile Wall Finishes

Designers and architects make millions of decisions on products when it comes to designing new buildings or during major renovations. Many times, the decisions involve tradeoffs when balancing all the influencers’ needs. Do you put in a product that achieves the look you want? Should you select the product that best meets the building owner’s […]

How to Get Building Automation Systems in Specifications

Building Automation involves bringing mechanical and electrical systems and equipment together with microprocessors in order to communicate with each other and other equipment within a building or campus of buildings. With the advent of IoT, however, their value to building owners and operators is becoming enormous – and thus, specifications will be subject to changes. […]

Resilient Flooring: Taking the Right Path to Specification

Architects have thousands of choices to make when designing a building. On the other hand, they also make thousands of trade offs. However, there are always a few elements critical to them.  Maybe it is something that is performance-based, such as HVAC or a roofing system; or maybe aesthetics are prominent, such as the flooring […]

Who Calls the Shots in Specifications?

More and more manufacturers today are concentrating their sales and marketing efforts on becoming and being the “basis of design.” There is a belief that if your product is “tagged” as the “basis of design,” the company has more of a chance of getting their product purchased and installed. While for some products and in […]

What Are Advertisers Buying? Part 2: Who Are The Readers, and How Can You Tell?

  Here is part 2 of our ongoing series of white papers examining an overall lack of accountability on both the publisher and advertiser sides of B2B. Every magazine sales rep will claim that their print publication is still their premier asset — which is not surprising given the higher revenues that print vehicles generate […]

What Are Advertisers Buying? Part 1

    Disappearing audits and reader service cards, questionable e-circulation counts, and an overall lack of accountability on both the publisher and advertiser sides are keeping the B2B market in the dark in terms of what is being bought and sold. Publishers do not have a consistent selling proposition or differentiation, and surprisingly, they don’t […]

Brand Familiarity and Preference – The Ongoing Struggle

  You can’t really open up a business magazine these days without coming across something about brand. Books are written about it, websites are created around it, the reading list is endless because the study of a brand seems to be what marketing is all about: creating it, enhancing it, using it to generate revenue. […]

The Response Card in Magazines: To Keep It or Not to Keep It? Is that the real question?

The response card as a vehicle to communicate has been debated for many years, especially with the advent of the Internet, which accommodates inquiries to websites directly. Many publishers dispense with the card. Others keep it, and continue the debate. Some, like I&S, re-institute it as a test or in conjunction with an advertiser investment. […]

What Are Advertisers Buying?

Disappearing audits and reader service cards, questionable e-circulation counts, and an overall lack of accountability on both the media outlet and advertiser sides are keeping the B2B market in the dark in terms of what is being bought and sold. It is time for advertisers to take responsibility and demand accountability for what they are […]

Inquiry Behavior In Buildings Magazine

The purpose of this white paper is to explore lead generation in BUILDINGS magazine. The paper will discuss advertising response behavior within that publication through various channels and, therefore, demonstrate the Internet’s impact on lead generation. Besides focusing on BUILDINGS, the report draws on Accountability Information Management, Inc.’s (AIM) studies of thousands of magazines over […]

Findings from the Comprehensive Interviews of Attendees at the 2011 KBIS* Show

Introduction Interline Creative Group, Inc., a full-service marketing organization, exhibited at the 2011 KBIS show for the second year. Our intention was to gather information useful to our clients – and to us. We commissioned Accountability Information Management, Inc. (AIM) once again and conducted over 100 interviews with designers, architects, showroom consultants and others. We […]

Inquiry Behavior In Trade Publications

The subject of inquiries to advertising is a topic that is always interesting. With the advent of the Internet, the topic has gained another emphasis and subsequent debate over their quantity and value “in the electronic age.” This is especially true in trade publications in the business-to-business environment. This is because of the “value” that […]

Findings from the Comprehensive Interviews of Attendees at the 2010 KBIS* Show

Introduction Interline Creative Group, Inc., a full-service marketing organization, exhibited at the 2010 K/BIS show. Their intention was to gather information useful to their clients. For this purpose, Interline retained Accountability Information Management, Inc. to conduct research in their booth. The offer was simple: $5 for 5 Minutes. Over the three days of the show, […]

How We Study Advertising

  The study of advertising has been going on since advertising began. At its most rudimentary form, measurements of advertising are comprised of responses to the messages. At its most sophisticated form, research attempts to study the hidden influences of the messages, which can take place psychologically well after that message was received by the […]

What Are Advertisers Buying? Part 3: Why Circulation Matters

  Here is part 3 of our ongoing series of white papers covering the disappearance of audits and reader service cards. Our meetings with magazines and AIM’s own internal media analysis show that the percentage of circulation at B2B publications that is one-year qualified vanished (perhaps one of the reasons rep knowledge about circulation disappeared). […]

What Are Advertisers Buying? Part 5: Tracking Reader Inquiries

  So you think you know response? Part 5 of our series tells you the impact of disappearing reader service cards — and what you can do about it. Up until recently, most B2B publications bound a reader service card, or “bingo” card, in each issue. Each ad would have an inquiry number printed at […]

What Are Advertisers Buying? Part 4: Audit versus Publisher Statements

  Here is Part 4 of our series of white papers covering the disappearance of audits and reader service cards. From the publishers’ perspective, perhaps it’s largely a matter of cost why BPA or ABC isn’t pursued at the level it used to be: Paying for a full audit to be conducted by BPA or […]