Contractors

  |  Posted in Architects, Commercial, Contractors, Sales

Value Engineering in Construction

In commercial construction, the term “value engineering” is just a fancy way of saying “cost-cutting.” But no matter what you call it, it might mean you’re losing a sale. Architects,…

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  |  Posted in Contractors

Why Contractors Resist Change

Building materials companies tend to focus on the customers who are immediately in front of them. It makes sense—if you interact with builders, architects, facilities managers and homeowners, that’s who…

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  |  Posted in Contractors

Why Building Materials Contractors Are So Important

For many building materials companies, contractors are the biggest hurdle to sales growth.  Contractors can also be the hardest customers to reach and are the most resistant to change. Contractors…

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  |  Posted in Contractors

Problems With Contractor Loyalty Programs

Contractor loyalty programs are starting to rear their ugly head again in building materials. They were a bad idea in the past, and they are a bad idea today. On…

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  |  Posted in Contractors, Podcast

How to Sell Building Contractors

This is a transcription of my podcast.  As this is a transcript, you’ll have to deal with any grammar, typo or punctuation issues. It’s more like two friends having a…

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  |  Posted in Contractors, Dealers

Increasing Sales to Contractors and Dealers

If you sell residential building materials through contractors or dealers, they are probably very important to your success.  If the dealer doesn’t carry and prefer your product, it won’t get…

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