Insights for Building Materials Companies

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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How Commercial Building Materials Are Sold

The channel is especially important in the commercial building materials market.  The owner or end user is even more unlikely to worry about an individual product than a residential homeowner….

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Where Did All The Contractors Go?

In the recession many contractors left for jobs like truck driving. I don’t think they will return to construction even as their prospects improve. I’m not talking about the large…

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The Building Materials Sales and MarketingKnowledge Bank

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