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IN DEPTH: Technology Tools

Estimating, Building Information Modeling (BIM) and More

DESIGN AND ESTIMATING SOFTWARE has been gaining popularity for some time. Now dealers want to add features to provide more complete customer service in more efficient ways.

Most dealers use estimating software today—but not all. “There are still quite a few who don’t care for it,” says Braven Blackwell, president of Seljax. “They prefer to do it by hand. The cost is the key stumbling block. They don’t recognize the value they can receive from it, and they put money ahead of value. Everyone knows that’s the wrong way to do it, but they still do it.” Programs can reduce estimating time by as much as 75%, he notes, but it can be difficult to convince dealers of that, even when documented.

The programs continue to provide upgrades and features. “We’re actually genuinely excited to see so many of our 2-D competitors say they intend to focus more on accuracy, because we see it as the key need in the industry,” says Brian McCormick, director of the residential supply chain for MiTek Inc. “Speed is important, but accuracy has become critical. And it has to be provable to the customer or it’s not credible.”

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Too often, estimates come in low, creating a bad reputation and causing builders to go over budget. Estimates need two key factors: traceability and repeatability. “Estimates for different materials have to be traced to their source so customers can see why you estimated the numbers the way you did,” McCormick explains. “If you can provide traceability, it has a lot of power.”

Repeatability arises as an issue because each estimator has his own rules of thumb about how much cushion to provide for waste and other factors. “Each one uses different assumptions, creating variables,” he explains. “Standardizing those portions so the estimates between two people are virtually the same is becoming more important.”

Mobility Options Grow
Many programs are becoming more mobile. “The desire for mobility through tablets and phones is growing,” says Greg Lentz, president of PrebuiltML. “Customers want to be able to do takeoffs on other devices as the devices become more important to their lives. We haven’t completely developed that opportunity and functionality, but we do have touch-screen capability, so it will be coming. Customers are asking about it, so it will come.”

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Adds MiTek’s McCormick, “Mobility has become an essential tool for component manufacturers. We’ve had it for their use for several years. But these are early days to be applying it to lumberyards.” Braven Blackwell, president of Seljax, agrees. “Mobility is definitely growing, but the entire program won’t go mobile, and it will only go to tablets. There’s no effectiveness in trying to adapt it for smart phones.”

Centralized Activities
A developing trend has been for regional dealers to centralize their estimating functions, working with local outside sales people. “Dealers don’t want their sales people bogged down doing estimating details, they want them out selling,” explains McCormick. “The goal is to relieve sales people of estimating details but not leave them in the dark about how the estimate is prepared and how the numbers are created.” It also adds repeatability by reducing the number of people compiling estimates. Lentz agrees. “We’re seeing a division of some of the responsibilities on estimating, with sales handling some parts and inside sales handling the details, such as extracts and quotes. That allows sales to focus on selling and creates a happy marriage of functions.”

Seljax is concentrating now on adding brand names into its program to make dealers more efficient. “It will allow dealers to sell products easier and with faster applications of all accessories and upgrades,” Blackwell says. “Manufacturers aren’t buying in yet. They aren’t convinced of the value they will receive. But a few key ones are moving ahead, and that will force others to look closer, especially as dealers ask for it.”

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A key advance is coming, notes McCormick. “We see BIM expanding beyond the structural perspective and strictly engineering aspects. We’ve already added some ‘flesh’ onto the structural framing ‘bones,’ by adding shingles, siding, windows and doors and other nonstructural parts. A good argument can be made that the next step will be to expand the design basis overall so the original design doesn’t have to be recreated. Designers can start by doing the initial designing with the estimating software and eliminate the middle man between the CAD drawings and estimating details.”

It’s a natural next step, he says. “It’s not going to be a 2016 thing, but it’s not too far off when that will arrive. We deal with fairly simple designs from an engineering standpoint, so taking it another step may not be too difficult. And it will be a game-changer.”

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