The New Middleman in Building Materials

Distributors, dealers, and big boxes have been the traditional middlemen in building materials. They enabled manufacturers to efficiently sell and ship larger quantities of products. Products are available where and…

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BlueLinx is Smart

Distributors like Ferguson and ABC continue to become marketing powerhouses in their categories.  In many cases, they are doing a better job than the manufacturer.  The result is that they…

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How to Win at Distributors Order Desks

I frequently visit distributors while riding along with my client’s sales reps. I recently spent a week calling on several distributors a day and I saw the same missed opportunity…

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How to Sell Distributors

It’s time to change how you think about building material distributors. Distributors are more than just order takers. They are an asset, not an expense and can even become champions…

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