In too many offsite construction factories, financial success rests solely on the shoulders of the sales department. Management clings to the belief that if salespeople just ‘hustle harder,’ everything will work out. Meanwhile, marketing—the one department that could generate a steady stream of pre-qualified leads and build brand authority—is often an afterthought. In some cases, it’s even handed off to the boss’ niece, the receptionist, or the intern, simply because they have a TikTok account.

This outdated approach is a major reason why most offsite factories live paycheck to paycheck, with only a month’s worth of expenses in reserve. Instead of empowering a real marketing strategy, upper management relies on sales teams using decades-old tactics to drive revenue. But in an industry that’s rapidly evolving, this kind of thinking is setting companies up for failure.

Marketing: The Undervalued Workhorse

In most industries, marketing plays a leading role in customer acquisition, brand positioning, and revenue generation. In offsite construction, however, marketing is often viewed as a ‘nice to have’ rather than a necessity. Many factories invest millions in production lines but balk at the idea of hiring an experienced marketing professional. Instead, they hand marketing responsibilities to someone who knows how to post on social media, assuming that will be enough to generate sales.

The reality? Marketing isn’t just about flashy posts or cute TikTok videos. It’s about driving long-term business growth by identifying target audiences, crafting compelling messages, leveraging data analytics, and optimizing digital outreach strategies. When marketing is left in the hands of someone without expertise, the company’s ability to reach new customers and retain existing ones suffers.

Sales Can’t Do It Alone

Sales teams often work tirelessly to convert leads into customers, but without a strong marketing strategy fueling that pipeline, they’re left scrambling. The traditional ‘hustle harder’ approach means chasing cold leads, relying on outdated trade show connections, and making endless phone calls to uninterested buyers.

Without marketing providing a steady influx of warm leads, sales teams waste time convincing skeptical prospects who don’t even know why they should care. This results in low conversion rates, inconsistent revenue, and a factory that’s constantly teetering on the edge of insolvency.

The Cost of Entrenched Thinking

Upper management’s resistance to prioritizing marketing comes from deeply ingrained beliefs that have been passed down for generations. The idea that ‘sales drive business, marketing is just fluff’ is an outdated mindset that doesn’t hold up in today’s digital economy.

Factories that refuse to invest in marketing often struggle to:

Differentiate themselves from competitors – Without a clear brand message, customers have no reason to choose one factory over another.

Generate inbound leads – Instead of customers seeking them out, sales teams are forced to do all the work finding potential buyers.

Adapt to market changes – With no marketing strategy in place, companies fail to pivot when economic conditions shift.

A Marketing-First Approach to Growth

If offsite factories want to break free from the constant cycle of financial instability, marketing needs to take center stage. This means hiring experienced marketing professionals who understand the industry—not just assigning it to someone because they have a big Instagram following.

A real marketing strategy includes:

Content marketing – Making sure potential customers find the company online when they search for offsite construction solutions.

Email marketing and lead nurturing – Keeping prospects engaged so they’re ready to buy when the time is right.

Data-driven campaigns – Using analytics to track customer behavior and refine messaging.

Brand positioning – Establishing the factory as a trusted industry leader rather than just another manufacturer.

It’s Time to Get Serious About Marketing

For too long, offsite factories have placed the entire burden of financial success on sales while treating marketing as a side project. The result? Inconsistent revenue, outdated strategies, and a reliance on the same old trade show handshakes.

If factories want to build a sustainable future, they need to stop delegating marketing to the boss’ niece or the receptionist and start investing in real marketing professionals. Because in today’s fast-moving construction landscape, the companies that embrace strategic marketing will be the ones that survive—and thrive.

Gary Fleisher

Contact Gary

Gary Fleisher is the Leading Observer of the Offsite Housing Construction Industries. He has been actively involved in researching and writing about the latest trends and developments in the industry for over a decade now.

With his extensive knowledge and experience, Gary has emerged as a go-to expert for businesses looking to stay ahead of the curve in the modular construction industry. In addition to his work as an editor, he is also a sought-after speaker and consultant who has helped numerous companies achieve strategic and operational success.