Insights for Building Materials Companies

How to Sell Facilities Managers

For many products, like commercial roofing, the repair/replacement market is a larger opportunity than new construction.  The facilities manager is a key but very challenging audience you need to reach….

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How to Sell Showroom Dealers

Dealers with showrooms, such as kitchen and bath dealers, are a combination of retailer and contractor that require a special approach from building material manufacturers. 3 steps to success with…

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How to Sell Contractors

Contractors are critical to the success of most building product companies. 3 things to keep in mind about contractors. 1. They are resistant to change. 2. They are installers at…

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How Residential Building Materials Are Sold

There is no other industry as dependent on the channel as the building materials industry.  Yet time and time again building material marketers and their agencies ignore this reality.  They…

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How to Sell Lumber Dealers

Lumber dealers, like builders, can be challenging to reach and succeed with because they usually buy through distributors or buying groups instead of directly from manufacturers. If you want to…

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Wrestling with Home Depot and Lowe’s

Home Depot And Lowes Are 900-Pound Gorillas. You can refuse to sell to them, sell to them on their terms or sell to them on your terms.  So, what’s it…

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The Building Materials Sales and MarketingKnowledge Bank

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