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Construction

Construction companies buy from those they know, and they always know the same ones

Those who sell products, machinery or services to construction companies know the industry is built on long relationships and decisions made on site. The company owner is often out of the office, the technical director rushes from one site to another. Reaching them with the right message is half the job.

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Industry Construction

The starting point

The challenges we meet most often

  • Challenges 1

    Decision makers always on site

    Owners and technical directors read their mail in the evening or at the weekend. A long or vague message is deleted without a second thought.

  • Challenges 2

    Purchases tied to contracts

    The company buys when it wins a tender or opens a site. Outside those moments it has neither budget nor attention.

  • Challenges 3

    Suppliers chosen out of habit

    They work with whoever was on the previous site. To get in, you have to arrive before the order goes out automatically.

The method in the industry

How we work in this industry

We segment by type of work and size: an infrastructure contractor, a renovation firm and a general contractor buy differently. We use awarded tenders, new site openings and registrations in higher SOA categories as triggers. The messages are short, go to the owner and the technical director, and talk about site timelines and a practical problem. On the most promising firms we add a phone call, because in this industry the phone is still the most direct channel.

Who we talk to

  • Business Owner

    In medium-sized businesses they decide on machines and main suppliers. They want reliability, fast service and someone who answers the phone.

  • Technical or Site Director

    Chooses materials and equipment based on site schedules. Interested in what saves days, not in the price list.

  • Purchasing Office or Procurement Manager

    In the larger companies and general contractors they manage suppliers by job and compare offers.

  • Fleet manager

    Decides on rental, purchase and maintenance of cranes, platforms and earthmoving equipment. Looks at machine downtime and hourly cost.

The objection we hear most often

«Manufacturers don't read emails and aren't on LinkedIn.»

Many say no, it's true, but fewer than you would think. Medium-large companies and general contractors have technical and purchasing offices that do read. With Skylift we delivered 87 opportunities and 42 meetings with construction companies and general contractors. And where the email does not reach, the phone call does.

Case studies

The method in this industry

Recommended services

The channels we use here

Frequently asked questions

Questions about the industry

All questions
  • How to sell to construction companies and general contractors?

    By showing up when they have a contract to manage. Awarded tenders and new construction sites are public or nearly public information, and they show who is about to buy. At that point a short message to the technical director, followed by a phone call, is worth more than any brochure.

  • Does outbound work for selling construction machinery and rental?

    Yes, towards firms with their own fleet or that rent often. The message works if it talks about machine downtime, availability and service, which are the real problems. CGT, in earthmoving, got 70 opportunities and 44 meetings with this work.

  • Does it make sense to book meetings for fairs like Samoter or Made Expo?

    Yes, it is a good way not to leave the fair to chance. In the weeks before, we contact the firms on the list and propose a meeting at the stand. Those who accept arrive knowing what they want to see.

Your market is in the industry construction? Let's talk.

In the Feasibility Study we tell you honestly whether it makes sense to get started in your industry, and how.

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