Not a week goes by when I don’t hear from an installer or retailer that is upset because they are losing jobs, and as a result money to competitors that aren’t playing by the rules. Maybe unlicensed installers are working in the area. Maybe the footings they are digging are too small or too shallow. Maybe they are cutting corners on the anchoring of the homes they install. Maybe they are not performing the required testing. Maybe they aren’t doing all of the required paperwork. Maybe they aren’t having their installations inspected, or maybe they are forging the signatures on the installation forms.
How can you compete and still do a quality job?
Let me tell you, it is tough, very tough! Just as sure as there will always be speeders on the highway, there will always be a few dirty dogs in the manufactured housing industry. The end result is the reputation of the entire industry suffers, and opportunities and profits are lost!
Now, I will admit that I don’t have a perfect plan to stop cheaters from stealing your business, but I do have a few thoughts that I would like to share with you.
I contend it all starts with educating the consumer. One of the best ways to educate potential customers is by handing every person that walks into your sales lot a well-designed, easy to read, consumer disclosure brochure. You all should know that this consumer brochure is a national requirement, but far too many retailers/installers underestimate how powerful a tool these brochures can be. You can make these brochures serve a dual purpose: a regulatory requirement as well as an educational/marketing tool!
The brochure that I have made available is a good place to start, (see the blog post from November 13, 2017 or click: Consumer brochure). You will need to customize it for your own use. This installation brochure is step one to getting the customer to understand that you are a professional installer and/or retailer and that you are worth the extra cost.
Next, if you are lucky enough to have a working relationship with a building code official (yes, lucky enough), then educate them! A well-educated code official can stop the corner cutters right at the building permit application process! For years I have encouraged good installers and retailers to start showing code officials what documents should be expected for the permit application process. For decades, the manufactured housing industry has been reluctant to engage code officials and as a result, little has changed. We actually have a good product and a good program that protects the interests of everyone. It is time to start showing it to the code enforcement community. If the code official starts expecting every other manufactured home installer to come up to your quality of work, that will mean trouble for the competition. Remember, a rising tide lifts all boats!
What about enforcement? I know nobody likes being inspected or monitored, but just like going to the dentist for your regular visit, enforcement is a necessary evil. Start demanding that the folks that placed these costly requirements on your business take steps to assure that everyone complies. That can happen several different ways, but it needs to happen and it doesn’t have to be just inspections. It can begin with regular, on-going communication. Maybe regional meetings between regulators and installers. Quarterly newsletters on enforcement actions with maybe some input from home and product manufacturers on recent changes. How about a few installers working together to form peer review groups? Sounds crazy, but why not? Doing nothing, changes nothing.
A lot of requirements have been placed squarely on the shoulders of the installers and retailers, without much input or feedback. I can tell you there will only be more to come, and as professional manufactured home installers we need to get involved and have our concerns heard and start thinking outside of the box.
There is a Manufactured Home Consensus Committee (MHCC) meeting scheduled for October in Washington DC. I don’t know if any installers are invited, but I sure hope so. If you are interested in attending and speaking at this meeting, or just learning more and possibly become a member of the MHCC, CLICK HERE .
As I have said before, you’re either at the table or you are on the menu!