There are two types of modular home factories. The first
type is the custom modular factory that will do anything for the builder’s
customer. It may not be priced at what the home buyer is willing to pay but
they will do it. Adding a non-authorized option will probably impact the lead
time, sometimes by months.
The other type of modular factory is looking to keep the
line full and moving efficiently so adding a new option has to fit the overall
plan to meet that need. These are the factories that are reluctant to give Carte
blanche options to their builders.
Have you ever wondered what happens before a product can be
added to the standard option list from a factory? Don’t feel alone, hardly anyone does.
Let’s say that Acme Insulation Company introduces an R-30
batt for sidewalls made out of compressed dog hair. It’s environmentally safe
and fire resistant but costs 50% more than standard insulation.
First, Acme sends their rep to the factory and sells the
buyer on the idea of dog hair insulation. That is just the beginning of the
process. Now it has to go to several other people to get their thoughts. First
it goes to engineering to see if it creates any problems when used with other
products or construction. Don’t forget
that the third party inspectors have to sign off on it and also make sure that
it meets all national, state and local building codes.
Next it goes to operations where they must calculate what to
charge for dog hair by determining if will require special storage conditions,
extra work on the line, etc. After passing through this hoop, it heads off to
the training department to have procedures written as to how to install it. The
QA department will have to know the procedure for determining if it was
installed properly. Safety will look at
employee allergies because of the dog hair.
Then the inventory control person will have to establish initial
stock points, reorder points and anticipated usage.
Now it has to go to the Sales Manager who puts together
presentations to be used by the sales staff. One copy goes for the builder and
another for the builder’s customer. This is the “make or break” step. If the
sales rep does not convince the builder to talk to their buyer about it and the
buyer doesn’t see the benefit of it, the whole thing will fall flat on its dog
hair face. Nobody wins.
Attention Management: If you want something to succeed, the
people that need to buy into it are the BUILDERS! Getting them to on board
involves every step mentioned above.
Now the BIG question….How many modular factories in the
this? Maybe one or two. Some use a few
of the steps and there are some that just buy the dog hair and hope someone
will order it if they see it on the factory’s options list.
So the next time you ask your factory to carry something like dog hair
insulation, think about what should happen before they add it to their standard
option list.
