Insights for Building Materials Companies
This week’s newsletter contains my review of the good and bad of the 2017 IBS show exhibitors. I also cover the next steps you should take to get the most…
If you are exhibiting at the IBS builder’s show, your priorities should be, first, to gain new customers and, second, to keep current customers happy—not the other way around. Unfortunately, many…
How to Break Out from “How We’ve Always Done It” for Real Growth The wood in this photo reminds me of how so many building materials companies and their competitors are…
I know I’m stepping into dangerous territory here but, please, bear with me. Building materials companies can learn some very important lessons from our Presidential elections. The success or failure…
Better Customer Service is Also the Greatest Gift You Can Give Yourself Whenever I meet with builders, architects, dealers, contractors or distributors, I always ask them, “Who are your best three…
If you sell a building product that is regularly used in construction and business is “good enough,” you may be losing sales because your sales people have an informal agreement…
The Building Materials Sales and MarketingKnowledge Bank
