Be Enabled: The Future of the Office—Winning Large Projects as an Unaligned Dealer

Do large project bids exclude those office furniture dealers not aligned with a national distributor? Not according to Robert Cotton and Maurele Lehman. Cotton, the owner of Logical Office Furniture in Austin, Texas, and Maurele Lehman, President of Innerspace Systems in Valencia, California, dropped by Be Enabled to share their experiences as independent dealers. They offered insights and strategies that unaligned dealers could use when competing for those larger office furniture projects.

During the pandemic, both Cotton and Lehman remained busy working on projects for companies with essential workers. While Lehman said her company did not experience many changes resulting from the pandemic in terms of the types of projects they worked on, Cotton’s experience was a little different.

“In Austin, we saw a lot of different growth and change over the pandemic, especially with a lot of the labs that were coming in and what they wanted and needed,” Cotton said. “I saw a lot of growth in the R&D fields where it was more tech-based before.”

In terms of winning large office furniture projects, Lehman said her company’s approach was different from that of a typical large dealer.

“I’m part of a design-build team, which includes a general contractor, architect, and myself,” Lehman said. “I handle the interior design as well as the furniture. So, as much as we possibly can, based on the opportunities, we all try to travel together as a team.” Sometimes Maurele’s company takes the lead in the project opportunity, and other times the general contractor is the one pursuing the initial project request and bid.

Cotton said his approach to winning business is a little different. “I market like crazy. I try to be out in front of everybody that’s gone to the big dealer and got the big shock of how much office furniture is from the big dealer. And they want something that looks like the big dealer has but don’t want to pay quite as much money for it and don’t want to wait. They are looking for the alternative.”

Follow us on social media for the latest updates in B2B!

Image

Latest

AI in content marketing
Generative AI in Content Marketing: Why Creativity & Authenticity Will Make it Work
July 11, 2024

Will 2024 be known as the year AI made waves in content marketing? It sure seems so, with recent AI-driven ads from Toys R Us and Under Armour generating significant buzz online. Not just this: Despite having no official ties to the brand, a mock Volvo ad created entirely by AI has also gone…

Read More
Hiring Made Human: Hiring When You’re a Start-Up
July 11, 2024

The challenges of hiring for a startup have become more pronounced these days than ever. With technological advancements and evolving market demands, startups must be agile and strategic in their hiring practices to ensure success. According to some studies, nearly 90 percent of startups fail, with a significant factor being the inability to attract…

Read More
Focus on the Customer
Fifth Inning – Focus on the Customer
July 11, 2024

In a compelling narrative by Jesse Cole, the Savannah Bananas, a baseball team known for its unconventional approach, has declared advertising dead. Cole emphatically asserts that while advertising may attract customers, it is the fan experience that fosters lasting loyalty. In a bold move, the Savannah Bananas have eliminated all forms of advertising at…

Read More
Dr. Mark Manera talks Trucking Industry
The Trucking Industry Needs a Fitness Overhaul to Jumpstart a Trucking Health Revolution
July 11, 2024

With the trucking industry seeing many changes that prioritize efficiency and productivity, the health of truck drivers has increasingly peaked as a critical concern. With life expectancies for truck drivers averaging 16 years less than the general population, there is an urgent need to address health issues within the industry. Recent initiatives, like the…

Read More