Uncategorized
Learning is a big part of what I do. I wouldn’t be able to advise so many building materials companies if I wasn’t addicted to learning more about their customers,…
Building materials companies don’t compare their products to the competition often enough. And when they do, they usually do it for the wrong reasons. They use it to make their…
If you work in building materials, it’s time to put some BOOM!! back into your work. Since last March, we’ve been whipsawed from “We’re heading into a really bad recession”…
Many building materials companies forget why their dealers and distributors carry them. When they get replaced by a lower-priced competitor, they don’t understand why. It’s entirely preventable. You can protect…
Virtual sales are here to stay. Even when business travel, showing up at the office, trade shows, sales meetings and in-person sales calls return, virtual communication will be part of…
In 2013, I wrote Building Materials Channel Marketing based on 30 years of experience in an industry that has always been very slow to evolve. Well, the industry has changed…
