Building Material Distributors & Dealers: What’s Your 5-Year Plan for Relevance?

If you and I have talked about the building materials industry before, then you’ve likely heard me describe the “path” between where products are manufactured and the buildings in which they’re installed.  This “path” represents a value chain and whoever owns the greatest part of it also owns the greatest potential for profit. So how do you “own it?”  Do […]

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Here’s to Everyone Who Tells a Story About Their Company

Brochures. Websites. Introductory sales calls. Presentations to a broad industry audience. These opportunities are far too often used by sales reps, marketing departments, and company leaders to provide a picture about themselves, what they make or do, how big they are, how many pins in the map they have. And not often enough do the messages make a statement to […]

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The Big Miss

The goals and targets: Beating your competitor in the same market for the same customers under the same conditions. Executing successfully against a strategic initiative. Attracting great employees. Hitting the top line and bottom line numbers. Why do some “miss” on these while others hit it out of the park? Beating the Competition in the Battle for Customers Companies often plod ahead […]

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