Strategy

  |  Posted in Sales, Strategy

Diminishing Returns in Building Materials

I first came across the Law of Diminishing Returns in building materials in the 1970’s while working with one of my first clients. My assignment was to develop a strategy…

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  |  Posted in Strategy

More Channel Conflict Coming to Building Materials

Definition: Channel conflict occurs when manufacturers (brands) disintermediate their channel partners, such as distributors, dealers, contractors and independent sales representatives, by selling their products directly to customers over the internet or through…

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  |  Posted in Sales, Strategy

The Wrong Question in Building Materials

When building materials companies are trying to find out how to grow their sales, they frequently ask the wrong questions.  An important question that they usually don’t ask, is what…

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  |  Posted in Builders, New Construction, Strategy

The Most Important Exhibit at IBS

Did you catch the most important booth at IBS this year? I bet not. Chances are you walked right by it and didn’t notice it. The most important audience for…

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  |  Posted in Sales, Strategy

7 New Year’s Resolutions for Building Materials

Some of these are focused on those common problems that never seem to change, kind of like those personal resolutions to lose weight (you won’t be the only one starting…

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  |  Posted in Marketing, Sales, Strategy

Have to Have Building Products

Whether your building product is for commercial or residential use, your goal should be to make your product indispensable. Customers should see it as a“Have to Have” instead of just a “Nice…

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