Summary

In this episode of Inside the Spec, hosts Megan Kacvinsky (CEO of Point To Point) and Vardhan Mehta (CEO of Acelab) are joined by Aaron Ayer, founder of Hunley, a Salesforce consultancy specializing in building materials and construction. Aaron shares the origin of Hunley, insights on the role of CRM systems in the industry, and how data integrity drives success in sales and marketing. The discussion explores how tools like Hunley’s SpecSuccess AI empower manufacturers to make data actionable—using automation and AI to turn project data into sales intelligence. Together, they unpack the evolving relationship between CRM systems, artificial intelligence, and the building products ecosystem.

Key Insights

• The biggest CRM challenge for manufacturers isn’t implementation—it’s adoption and industry-specific logic.
• Data quality is foundational to CRM and AI success; bad data produces bad results.
• AI’s power depends on clean, comprehensive, and well-structured datasets.
• Understanding specifiers’ workflows helps manufacturers engage architects more effectively.
• SpecSuccess AI, Hunley’s Salesforce add-on, automates the process of reading specs and qualifying projects—doubling sales rep productivity.
• AI tools can level the playing field by giving newer or multitasking reps access to best-practice insights.
• Manufacturers often suffer from data overload; organizing and targeting the right data is more valuable than having more of it.

Practical Takeaways for Manufacturers

• Treat CRM as a strategic sales tool, not just a database.
• Start AI transformation by cleaning your data—accurate, current, and non-duplicative.
• Integrate project data sources (like Acelab, Dodge, and ConstructConnect) directly into CRM to unify sales visibility.
• Focus marketing efforts through ruthless exclusion—target the right architects, not every potential specifier.
• Use AI-driven tools like SpecSuccess AI to automate data processing and free up reps for high-value engagement.
• Make CRM insights actionable—help sales teams know what to do and when to do it.
• Track specifications actively; being in the spec isn’t enough—you need to monitor through to bid and substitution stages.

About the Guest: Aaron Ayer

Aaron Ayer is the founder of Hunley, a Salesforce consultancy serving hundreds of building materials and construction clients. With over 30 years of experience, Aaron’s expertise bridges CRM strategy, sales operations, and marketing for manufacturers. He’s also the creator of SpecSuccess AI, a Salesforce-integrated platform that automates project qualification and specification tracking using artificial intelligence. Aaron’s career reflects a passion for helping manufacturers turn technology into measurable growth.

Next Steps for Manufacturers

• Audit your CRM for data health—look for duplicates, inaccuracies, and gaps.
• Define your ideal customer and project types to focus CRM and marketing efforts.
• Explore AI integrations that enhance—not replace—human sales strategy.
• Consider tools like SpecSuccess AI to make spec tracking scalable and repeatable.
• Invest in team training to ensure CRM and AI tools are adopted...

“The framework is a really meaningful and helpful tool to simplify that complexity”

Summary

In this episode of Inside the Spec, hosts Megan Kacvinsky and Vardhan Mehta speak with Laurel Chądzyński, VP of Engagement at Mindful Materials, about the transformative role of the Common Materials Framework (CMF). Laurel explains how CMF serves as a common language for sustainable building materials, rooted in the five impact areas of the AIA Materials Pledge. The discussion highlights how the framework simplifies a complex landscape of certifications, helps manufacturers connect with architects, and creates a pathway for widespread adoption across the industry. They also explore how CMF supports decision-making, fosters ROI, and prepares the building industry for the next wave of sustainable innovation.

Key Insights

• The Common Materials Framework translates over 600 data points into practical tools aligned with five impact areas: human health, climate health, ecosystem health, social equity, and circular economy.
• Adoption is growing, with major firms like Gensler embedding CMF-aligned requirements into product standards.
• CMF simplifies sustainability for both experts and newcomers, serving as a roadmap for manufacturers and an educational tool for architects.
• The TACO spectrum (Transparency, Assessment, Commitment, Optimization) guides manufacturers in setting goals for product development.
• Mindful Materials is shifting from hosting a central database to enabling connected ecosystems through tech partners like Acelab, bringing CMF data directly into project workflows.

Practical Takeaways for Manufacturers

• Use CMF to align sustainability investments with market demands and demonstrate ROI.
• Understand that architects increasingly require transparency documents (EPDs, HPDs, GWP data) as baseline expectations.
• Leverage CMF to simplify responses to client requests, streamline data management, and position products for specification by leading firms.
• Engage with CMF resources and the new toolkit (to be launched at GreenBuild) to structure data, optimize products, and communicate sustainability effectively.

About our Guest

Laurel Chądzyński is VP of Engagement at Mindful Materials, a nonprofit uniting manufacturers, architects, certifying bodies, and owners around a shared vision of healthier, more sustainable building materials. Laurel’s work centers on expanding adoption of the Common Materials Framework, aligning diverse stakeholders, and creating tools to accelerate industry transformation.

Quotable Moments

“If you were starting from the beginning, you could use the framework to look and say, what does optimized look like?” – Laurel Chądzyński

“We want the data connected so that it’s in front of people whenever they are making materials decisions.” – Laurel Chądzyński

“The water’s warm—everybody can jump in. We want to get more folks on board.” – Laurel Chądzyński

Next Steps for Manufacturers

This episode emphasizes the importance of moving beyond compliance toward optimization and long-term alignment with market leaders. Manufacturers are encouraged to engage with CMF, participate in Mindful Materials’ network, and prepare for the

GreenBuild 2025 toolkit release, which will provide guidance, case studies, and resources for integrating sustainability into product development and marketing. Show up at Greenbuild: Explore the CMF Toolkit sessions, data ecosystem talks, and industry networking to accelerate adoption.

In this episode of Inside the Spec, Megan Kacvinsky and Vardhan Mehta engage with John Crosby, the new president of the Window and Door Manufacturers Association. They discuss the challenges and opportunities within the window and door industry, focusing on overcommoditization, consumer preferences, and the importance of innovation and testing standards. John shares insights from his extensive experience in construction and policymaking, emphasizing the need for the industry to accelerate and adapt to changing market dynamics. The conversation highlights the significance of collaboration among industry players and the evolving expectations of consumers, particularly younger generations.