Who’s the Customer? Rethinking Commercial Due Diligence in the Construction Products Sector

A new article has been published that looks at commercial due diligence (CDD) in the construction products sector and asks a deceptively simple question: who’s the customer? With buying decisions often influenced by specifiers, contractors, merchants and end users, traditional customer interviews may not always give private equity investors the full picture.

Published jointly by Built for Marketing and Armstrong Transaction Services the article explores how bringing expert marketing analysis into the CDD process could provide greater insight into a manufacturer’s market position, marketing capability and growth potential, particularly within the specifier market. Topics covered include:

• What’s different about the customers for construction products?
• The importance of the specifier market for growth in the construction products sector
• Bridging the knowledge gap: the potential of marketing analysis to add value to CDD
• The way ahead for CDD in the construction products sector

The article may be viewed and downloaded free of charge from the Built for Marketing website here.

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