i ntroduci ng dodge specshare suite - dodge data and analytics … · 2015-10-22 · - thomas...

Take Charge. Sell More.

I N T R O D U C I N GDodge SpecShare® Suite

Dodge SpecShare® Suite

Capture your best and most immediate sales

opportunities

• Actively pursue projects currently bidding where your products and

brands—or those of your competitors—are specified. Let McGraw-

Hill Construction accurately mine the 50K+ construction project

specifications it digitizes annually to deliver the best opportunities

Nail the competition by targeting the right firms and

improving your specifications

• Maximize your specification efforts by going after the most active

design firms, based on how often they specify you and your

competitors

• Take action by knowing the strength or quality of your specifications

versus competitive products, by design firm

• More effectively create and implement marketing, sales and product

strategies by understanding over time your specification share

position versus the competition

Close more sales

• Grow your business, even in a tough market, by directing your sales

team to your best current sales opportunities

• Generate more and better future sales opportunities by increasing

your company’s product specifications today

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Convert Data Into Intelligence

Your company’s success depends on your sales force’s ability to take

charge, pursue targeted current sales opportunities, and connect with

the people who ultimately influence specification decisions.

Your ability to easily identify these opportunities and focus your sales

efforts at the right time on projects and key specifying firms allows

you to beat the competition. The McGraw-Hill Construction Dodge

SpecShare® Suite of services makes this possible and gives you the

edge you need to take charge of your market.

Improve Your Immediate and Future Sales, Target the Right Firms to Increase the Numberand Quality of Your Specifications

The Dodge SpecShare® Suite was developed around your sales

organization’s selling process. Whether you’re trying to improve your

sales success rate by targeting projects currently bidding where your

products or your competitors’ products are specified, or looking to

get in front of firms that influence product specification, the Dodge

SpecShare® Suite gives you the project and design firm market

intelligence you need, the way you need it, when you need it—

enabling you to increase specifications and sell more product.

“The term ‘business intelligence’…encompasses a wide range of processes and software used to collect, analyze, and disseminate data, all in the interest of better decision making. Business intelligence tools allow employees to extract, transform, and load data for analysis and then make those analyses available in reports, alerts, and score cards.”

- Thomas Davenport“Competing on Analytics”

Harvard Business Review, January 2006

The MHC Dodge SpecShare® Suite “Business Intelligence” platform increases the value of the Dodge project and specification data by analyzing and presenting it in a manner that helps you more easily focus your sales and marketing activities to capture immediate sales opportunities and improve your firm’s specification position.


Dodge SpecShare® Suite Take Charge. Sell More.

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Putting the SpecShare® Suite to Work for Your Sales Team:

Targeting the Right Projects

Alerting your sales team to near-term opportunities is important to

your firm’s success, especially given current market conditions. The

SpecShare® Suite does this by appropriately searching the 50,000+

construction project specifications digitized annually by MHC Dodge.

Each individual member of your sales team—from field sales rep right up to

the VP of Sales—now has online access to these qualified, near-term sales

opportunities through the Dodge SpecShare® Suite.

The easy-to-use SpecShare® Suite business intelligence dashboards

allow your sales team to quickly identify these opportunities and view the

related plans and spec documents through a combination of the following:

• Quality of specification

• Overall project value

• Location of the project, as defined by your sales territories and/or

other custom geographic configurations

• Project type, e.g. office, education, retail, hotel, etc.

• Work type, e.g. new, additions, or alterations

• Ownership type, e.g. public or private

• Bid/negotiate date

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The SpecShare® Suite arms you with the intelligence you need to capture the low-hanging fruit—the immediate sales opportunities—based on your firm’s products being specified, or those of your competitors.

Project dashboards target leads identified in the specification pages

Identify Your Top Bidding Opportunities

Assess Your Most Immediate Opportunities by Size and Location of Project

Identify Your Top Bidding Opportunities

1. Select your Product Category

2. Quickly identify your best opportunities driven by the appearance of your Brand or your competitor’s Brand on the spec

3. Filter by your desired Geography and Project Valuation

1. Drill down and identify your best near-term sales opportunities

2. Additional Views allow for filtering by Geography, Building Type, and Project Stage

3. Alternative dashboards (not shown here) display Ownership Type, Work Type, and Bid Date

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Targeting the Right Firms

To more effectively increase the number and quality of your product and

brand specifications, it’s important for you to know which design firms are

friendly to you or to the competition. Knowing what projects these design

firms are working on that are still in the planning stages—i.e., prior to bid/

negotiate—is critical.

The MHC Dodge SpecShare® Suite allows your sales team—including

those reps who call on architectural firms—to effectively target the

appropriate firms and drill down to the individual projects they are working

on where specification decisions have yet to be made. Targeting these

design firms can be easily and quickly done based on a combination of:

• Number of projects in the pre-bid/negotiate, bid/negotiate, and post-

bid/negotiate stages they are working on

• Quality of the specs they write

• Frequency with which they specify your products and brands versus

your competitors’

• Location aligned to your sales territories

• Size and type of projects in which they are involved, e.g., hospitals

and office buildings over $5 million; public vs. private; or new/

additions vs. alterations

• Analysis over time

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With the SpecShare® Suite you can plant the necessary seeds now that will enable you to reap the rewards of future sales opportunities by increasing your company’s product specifications.

Target design firms that have not yet made decisions with regard to products to be specified

© Jon Warren/World Vision

Identify Firms Who Do or Do Not Specify You

Assess Key Firms’ Spec Habits . . . Influence Their Future Projects

Identify Firms Who Do or Do Not Specify You

1. Select your Product Category

2. Identify Firms based on the frequency with which they specify Brands

3. Filter by your Geography and by Firm Activity

1. Target key Firms by their historical spec behavior

2. Additional Views allow for different visualizations of the data and alternative filter options

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Monitoring the Effectiveness of Your Sales and Marketing Efforts

Knowing over time how your firm’s specification share compares to

your competitors’ is critical market intelligence. It allows you to create and

implement more effective marketing, sales, and product strategies. You can

measure the results of marketing campaigns and sales programs targeted

to improve your specification position. Identify objectively if new products

or new attributes to existing products have been accepted favorably by

design professionals by tracking their specification incidence over time,

and respond accordingly.

The analytical component of the Dodge SpecShare® Suite enables you

to easily and quickly examine your firm’s specification share versus your

competitors’ over time by project type, geography, design firm, owner,

and other firms that influence specifications. The SpecShare® Suite’s

specification trends dashboards permit you to determine the effectiveness

of your specification efforts and gain intelligence about your competitors–in

short, to measure your own and your competitors’ performance. Marketing,

sales, and product decisions can thus be directed and implemented based

on this actionable market intelligence.

The market trends dashboards of the Dodge SpecShare® Suite offer up

the following elements to guide your sales and marketing strategy:

• Comparison of competitive specification trends by a combination of

geography, building type, value class, work type, and ownership type

• Ability to evaluate your sales territories’ specification position versus

the competition over time by month, quarter, and year

• Quick creation of a project or firm listing for those that have specified

your brand or your competitor’s brand

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Know the effectiveness of your current and past specification efforts by understanding over time their impact on how often your products and brands are being specified versus the competition. Modify, fine tune, or reinforce these existing efforts going forward to beat the competition and achieve your marketing and sales goals. Benefit from the easy-to-access market intelligence that the SpecShare® Suite’s analytic trends dashboards provide.

Identify Specification Trends to Measure Performance

Identify Specification Trends to Measure Performance

Assess Your Spec Rate vs. Your Competitors’ Over Time

Placement Only

1. Select your time period up to three years

2. Easily view your competitive spec rate by Geography, Building Type, Ownership Type, Valuation Class, or Work Type

3. Evaluate your Spec Rate Over Time and assess the matched Project Count by Brand

1. Analyze your spec rate change between Time Periods

2. Compare your competitive spec rate by Brand, Geography, Building Type, Valuation Class, Work Type, and Ownership Type

3. Visualize your spec rate change by year, quarter, or month over time

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Mapping Business Intelligence to Your Workflow:

How It Works

The Dodge SpecShare® Suite gives you 360-degree market

intelligence. Its online availability means that all of the key individuals

across your organization can easily access and benefit from the service.

Users access the SpecShare® Suite via a simple Login and

Application home page that displays the different report views available

to you based on the service to which your company has subscribed,

and that connects you to additional resources that add value to your

service.

You navigate from the home page through a series of visually clear,

easy-to-use dashboards displaying project and firm-specific reports

that you define based on your typical daily workflow for promoting

and selling products. You see only the information you need,

filtered by criteria you select. The end result is that you’ve

quickly targeted those projects and firms that present the best

opportunities for your sales team to win sales and improve

your products’ specification position.

Drill-down screens allow you to look more closely at the projects or

firms associated with your searches by displaying details from the

relevant Dodge Reports and specifications.

Enhanced export and print capabilities give you the flexibility of multiple

file types for the portability you need.

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The extremely friendly and intuitive user interface of the SpecShare® Suite enhances the value of the MHC Dodge content.

The McGraw-Hill Construction Dodge SpecShare® Suite was

developed to meet the needs of the building product manufacturer’s

sales force, sales management, marketing management, and product

management teams.

The examples illustrated in this brochure represent just a few of the

applications available in the service. Based on your sales organization’s

workflow and selling process, you define the level of service you

require, drawing from the full complement of reports that make up the

Dodge SpecShare® Suite. All are designed to enable you to take

charge of your market by selling more product and improving your

specification position.

For more information:

Contact your account manager or call 800.393.6343.

Or visit us online:

http://www.dodge.construction.com/Analytics/

“To get the edge in today’s highly competitive marketplace, it is critical to know your market and specification share versus the competition. One of the many steps in designing a growth strategy is understanding where pockets of opportunity exist and channeling your organization’s energy to pursue them. At SimplexGrinnell, we use customized, objective, up-to-the-minute research, market analyses and forecasts from McGraw-Hill Construction to help make informed sales and marketing decisions.”

-Christopher Gargas Manager, Marketing Intelligence

SimplexGrinnellA Tyco International Company



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About McGraw-Hill Construction DodgeMcGraw-Hill Construction Dodge provides access to the largest project news

database available in North America, powered by Dodge data. Plans and specs

are fully searchable by keyword to uncover new specification opportunities. Project

news is reported from the pre-planning, to planning, to bidding and start/construct

phases. Let Dodge empower your sales and marketing teams to make better business

decisions, focus on profitable opportunities—and increase sales.

About McGraw-Hill ConstructionMcGraw-Hill Construction connects people, projects and products across the

construction industry. For more than a century, it has remained North America’s

leading provider of project and product information, plans and specifications, and

industry news, trends and forecasts. McGraw-Hill Construction serves more than

one million customers in the global construction industry through Dodge, Sweets,

Architectural Record, Engineering News-Record, and GreenSource. To learn more,

visit www.construction.com or follow @mhconstruction on Twitter.

Take Charge. Sell More.



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i ntroduci ng dodge specshare suite - dodge data and analytics … · 2015-10-22 · - thomas...

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