In a market where price can often feel like the only driving force, fabricator businesses like MBS Building Supplies, led by Nathan and Bradley Rolls, are finding ways to set themselves apart. By offering more than just competitive pricing, they are adding tangible value to their customers, making them a preferred choice despite the ongoing price wars. The key? A strategic partnership with MiTek.
Nathan and Bradley, who have taken the reins of MBS Building Supplies after their father’s many years of leadership, understand that simply undercutting competitors isn’t a sustainable way to grow. “It’s a tough pill to swallow when you have to match lowball offers, knowing you’re not making a profit,” says Nathan. However, they are finding ways to differentiate themselves by focusing on innovation, efficiency and customer engagement—elements MiTek supports through its advanced construction solutions.
Adding Value Beyond Price
At the heart of MBS’s success is their ability to add value to builders through MiTek’s Posi-Strut systems. In a price-driven market, simply offering timber isn’t enough. Builders are looking for efficiency and long-term benefits. Nathan explains, “We’ve started pushing Posi-Struts more and more because they’re a point of difference—builders see the value once they understand the benefits, like easier access for plumbing and quicker installation times.“
MiTek’s solutions, such as the Posi-Strut, allow MBS to offer more than just a floor system. These systems provide builders with faster, more flexible construction processes. By demonstrating the efficiency of MiTek’s products, MBS turns what could be a price-based transaction into a value-added service. Builders don’t just buy materials—they buy into a smarter, more efficient way to work.
The Role of Education and Customer Engagement
Customer follow-up and education play an important role in maintaining relationships during times when prices fluctuate. Nathan makes it a point to stay in contact with his customers, ensuring they understand the full scope of what MBS can offer. “I follow up two weeks after a quote to see if there are any questions or if they need help understanding the differences between products,” he says.
This proactive approach, combined with MiTek’s reputation for quality, strengthens MBS’s customer relationships and builds trust. MBS is not just selling timber or trusses—they’re providing solutions that address the specific needs of builders, from simplifying installations to offering cost-effective alternatives.
Innovating with MiTek’s Technology
MBS also differentiates itself through innovation. Nathan highlights how investing in dedicated machinery, like the 1800 wide Beautpress Trojan press, has allowed them to expand their offerings and meet demand without compromising on quality. “Having a proper standalone jig for the Posi-Struts has helped us tremendously. Now, we’re doing more floor trusses than ever and builders are starting to recognise the advantages.”
MiTek’s Sapphire Suite is key to supporting this innovation. As an integrated software solution, it enables MBS to offer a seamless design-to-fabrication process, helping builders visualise and complete projects with greater precision and speed. Sapphire adds efficiency and value beyond just the initial price.
“MiTek Sapphire allows us to offer more than just materials—it helps us deliver value through precision and efficiency,” says Nathan “When we show builders how the software improves the design process, they see the real value we bring to their projects.“
This ability to offer Posi-Strut systems and leverage advanced tools like the MiTek Sapphire Suite has opened up opportunities for MBS to collaborate with other MiTek fabricators also. Collaboratively providing comprehensive solutions to builders, MBS has become a go-to partner for projects that require custom, high-performance flooring systems.
Setting Yourself Apart in a Tough Market
Ultimately, Nathan and his team are setting themselves apart by focusing on what really matters to their customers: quality, service and long-term value. While pricing will always be a factor, it’s the ability to offer something more—whether it’s a superior product, better service or simply a personal touch—that keeps customers coming back.
MiTek has been instrumental in supporting MBS’s strategy. From providing innovative building solutions like Posi-Struts to backing their customer-first approach, MiTek ensures that MBS can deliver on their promise of adding value beyond price.
For businesses like MBS Building Supplies, success isn’t just about competing on price—it’s about building lasting relationships, delivering innovative solutions and continually adding value for customers. Through their partnership with MiTek, Nathan and Bradley are proving that in a tough market, value always wins.