be the louvers across the 18 lower floors of the building’s exterior.
But those louvers are special—custom-made so they fit the building’s unique design, while still doing their job of preventing wind-driven water and debris from entering the building, while also circulating air to the floors that are 100 stories up. Such sophisticated design not only helps minimize structural wear and tear, it also helps reduce the amount of energy the building uses.
Construction Specialties manufactures more than 10 different lines of building products—many of which are part of theproducts program—that make airports, hospitals, and commercial office buildings more sustainable. Yet, with demand for more environmentally-friendly building products surging, a wave of niche competitors has moved in with targeted, one-off offerings.
Staving off these competitors proved difficult, as many of them offered a single, specialty product that could be ordered and delivered within a few days. This fast-moving “one-off” parts business differed from the way Construction Specialties had traditionally sold its deep portfolio of products, a process that was built for large-scale projects that could take up to a year to execute a sales contract.
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