Who Makes Money in Building Materials?

Building product companies who understand who makes the most profit on the sale of their products make better decisions.  A value chain analysis gives you a global view of your…

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How to Get Building Codes Adopted

New products and technologies continue to make it possible to build better homes and buildings. Improved occupant safety and energy efficiency are two of the main reasons that building codes…

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What’s Wrong With Big Boxes?

If the goal is to maximize sales, margins, and customer satisfaction, there’s a lot wrong.  There’s a lot of missed opportunity for both big boxes and building product manufacturers. Anytime…

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You Don’t Understand Your Customers

Whether it’s a contractor, builder or dealer, odds are you don’t really understand their business.  You probably lump them all together, as in a builder is a builder, and a…

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Succeeding With Fewer Sales People

How do you reach all those smaller building product customers with fewer sales people and not pull your hair out? Building material companies no longer have enough sales people to…

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How to Sell Design Build Contractors

Design Build is the fastest growing segment of commercial construction. Despite this, most building material manufacturers have not changed their marketing and sales practices to meet the needs of the…

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