Insights for Building Materials Companies

Does Your CEO Believe in Marketing?

John Wanamaker famously said, “I know half the money I spend on advertising is wasted, but I can never find out which half.”   This pretty much sums up how CEO’s…

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How to Sell Distributors

It’s time to change how you think about building material distributors. Distributors are more than just order takers. They are an asset, not an expense and can even become champions…

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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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The Building Materials Sales and MarketingKnowledge Bank

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