Beyond Price: What Procurement Really Delivers

When people hear the word procurement, they often think about purchasing products at the lowest possible price. But according to Bob Kerr, who leads procurement at Alair, procurement is much more than that.

As Alair continues to grow across North America, Kerr is focused on strengthening the supplier relationships, programs, and insights that help partners build better businesses while delivering exceptional experiences for homeowners.

From Film School to Procurement Leadership

Kerr’s path to procurement wasn’t a traditional one. After taking Film and Television Production in college, he got a job at a small Canadian entertainment distributor. Over time, that company grew into the largest independent content distributor in the world.

As the company’s Director of Purchasing and Vendor Sales Planning, Kerr was responsible for managing the annual purchasing budget, overseeing vendor relationships, and delivering on annual revenue contribution targets.

The experience helped shape his view of procurement as a strategic function rather than a transactional one.

“It taught me that procurement is about much more than buying products. It’s about building strong partnerships, leveraging data to make informed decisions, and creating value for both the business and its suppliers,” says Kerr.

Relationships First: The Foundation of Procurement

If there’s one theme that runs through Kerr’s approach to procurement, it’s the importance of relationships.

“I think of supplier relationships as partnerships first and foremost. For any partnership to be successful, there needs to be trust on both sides, and trust is built over time through consistency, transparency, and delivering on commitments.”

For Kerr, building that trust starts with honesty and clear communication.

“One of the most important things I do is manage expectations and avoid overpromising. I’d rather be upfront and honest about what we can deliver than create expectations that can’t be met. I expect the same from our suppliers.”

He also believes in looking beyond immediate opportunities and taking a long-term approach, encouraging both sides to focus on mutual success rather than the next transaction.

“For me, a good supplier relationship is one where there’s trust, accountability, and shared value. We’re firm when necessary, flexible when possible, and both sides feel comfortable having honest conversations. When that exists, suppliers become more than vendors, they become partners invested in helping Alair and our partners succeed.”

Challenging Procurement Misconceptions

One of the biggest misconceptions about procurement is that it’s only concerned with finding the lowest price.

“While price is always a focus, managing procurement properly is first and foremost building a relationship with a vendor based on trust. Everything from there is built upon that relationship, better pricing, better service, better quality, and revenue contribution.”

Kerr goes on to stress that the goal of procurement is not to dictate purchasing decisions, but to make purchasing easier.

“I say this over and over, I am not going to tell you what you have to buy. I will make a case by providing the benefits of one vendor over another, but I will not make you purchase from certain vendors. The goal is to make it easier to purchase products from wherever you choose.”

Influencing Success Before the First Shovel Hits the Ground

Long before construction begins, procurement can play a critical role in project success.

With strong vendor partnerships, Alair Partners and Project Managers gain access to product expertise, training, samples, and responsive support when challenges arise. And when they engage these vendors early, they gain valuable information about pricing, lead times, product availability, and product selection. 

This allows partners to plan projects more effectively. Early procurement planning reduces risk by helping teams anticipate supply chain challenges and make informed product decisions before construction begins. Familiarity with products simplifies installation, reduces errors and callbacks, and creates a smoother construction process from start to finish. 

Ultimately, procurement contributes to stronger planning, helping reduce the likelihood of budget overruns and unexpected delays, resulting in better project outcomes. 

Of course, financial benefits remain important as well. Negotiated discounts, rebate programs, and sponsorship opportunities all contribute to stronger project margins and healthier businesses.

Balancing National Strength with Local Expertise

One of procurement’s ongoing responsibilities is balancing the advantages of national purchasing power with the realities of local markets.

Kerr recognizes that construction remains a relationship-driven business, and that local partners need the flexibility to work with suppliers, trades, and products that best serve their communities.

“The goal isn’t to eliminate local relationships, it’s to provide strong preferred options that add value while allowing room for local decision-making when it makes sense. The most successful procurement programs don’t replace local expertise; they enhance it.”

By combining national leverage with local market knowledge, Alair Partners can benefit from stronger pricing, better support, and stronger vendor programs while still delivering solutions tailored to their clients.

How Homeowners Benefit From Procurement

While procurement is often viewed as an internal business function, its impact extends to the homeowner experience.

“Ultimately, homeowners benefit from the above by creating a more predictable process, better quality workmanship, and a finished project that meets expectations with fewer surprises along the way.”

When projects are better planned, products are sourced more effectively, and trusted supplier relationships are in place, clients benefit from a smoother and more consistent experience.

Turning Purchasing Data Into Strategic Insight

Another benefit of a strong procurement system? Data. 

Historically, inconsistent purchasing data has made it difficult to identify spending patterns, measure program adoption, and clearly demonstrate value to suppliers. Purchasing activity now results in meaningful business intelligence, identifying purchasing trends across the network.

As data visibility improves, Alair will be able to better understand purchasing trends, strengthen supplier relationships, identify growth opportunities, and improve forecasting accuracy. Suppliers will also gain deeper insight into product adoption and opportunities to better support partners.

“Strong procurement helps turn purchasing data into actionable insights. It leads to stronger supplier relationships, better programs, more rebate opportunities, and smarter decisions that create value for both partners and homeowners.”