Tuesday, May 21, 2019

New Modular Factory Shopping? 7 Questions You Need to Ask

One of these days you will probably be looking for a new factory and the need to find one that’s compatible with your business is more important than ever. The day of lowball pricing is finally over. What you need now is stability and a good working relationship with a factory’s team.

Here are the 7 key questions you need to ask every factory you talk with: 1. What are the payment terms and are they negotiable? The modular housing industry is unique in how payment for product is made. Cash on delivery, certified check, prepay, assignment of funds and EFT are all common methods. What is not happening is any kind of delayed payment. Don’t be afraid to ask what their terms are. 2. What will my total costs be? Just because you’ve been a modular home builder for many years with a factory and completely understand how they work does not mean that every factory works the same. I have seen a lot of builders handed invoices after delivery, sometimes adding thousands to the total cost, that they never knew they owed. Talk to the factory’s CFO and nail down final cost and late invoices. 3. How do you work with their Service/Transportation department? Oh boy, this is one area that department where the gloves come off. If the factory delivers a product that has defects or shortages, many factory service managers try to minimize their costs by either dragging their feet or simply denying the chargeback. Why? Because their department is a cost to the factory rather than a profit center. Ask to speak to the service manager and ask the tough questions. 4. Who is the factory selling to in your area? If you're a builder buying their homes, you want to make sure they don’t sell it directly to the end user or to a competing builder in your market area. However if your area is Boston, Philadelphia or DC, then you should not expect to be able to handle 4 million people. Or even want to. Expect competition with builders buying from your new factory. 5. What happens if materials don't arrive? It's inevitable that materials will sometimes arrive late to the production line. But what happens then? You want to find out whether your new factory will hold the modules until the materials arrive and complete them in the yard or will they ship the house to you and then (hopefully) send a service truck to complete the module on site. 6. Under what circumstance might prices change? You need to be prepared for the factory to spring price increases on you. Ask them what determines a change in price. Is it tied to inflation or an industry index? If prices go up, how much notice will you receive? Conversely, if a supplier's own costs go down, will your price go down, too? 7. Do you have a volume discount or rebate? Often factories offer incentives. You want to ask about discounts you could be eligible for. If you agree on a certain purchasing goal and reach it, find out if you can receive a discount or a rebate.


Anonymous said...

Service and Shortages - ask the factory and ask the clients - these are critical areas that many factories fall short on

Bill Hart said...

I like number four the best..its the deal maker or breaker. Its other name is trust..mutual, that is! Bill Hart