Building Materials Sales & Marketing

I interview Shane Parr, Managing Director of TGP Investments about what investors look for when they invest in building materials companies. Shane has successfully invested in and grown a number of building materials companies including DaVinci Roofing.

Brian Baker and I discuss what we have learned about dealer locators and how they can help or hurt your sales.

I interview Scott Richardson, President and CEO of RevBase a digital asset management software company. I learned a lot about how building materials companies are using digital asset management to grow their business, save employee time and reduce costs.

The dealer locators that most building materials companies are using are not keeping up with demands of today's customers. Learn how new locator technologies can grow your business.

The pandemic has put a lot of stress on the building materials industry. Many manufacturers are not handling that stress very well. This is creating an opportunity for competitors to gain new customers when they have product to sell.

Melanie Towey an EOS consultant and coach joins me to discuss how EOS can help small to medium sized building materials companies outperform the competition. You can learn more about her at https://www.bymelanieanne.com/  

This is the third in a series of podcasts I did with Mark Allen Roberts from OTB Sales Solutions on selling. There are four types of sales people in building materials, the Hunter, the Fisherman, the Farmer and the Babysitter. In this episode we describe the Farmer and the Babysitter.

Kevin Dean of Manobyte joins me in a discussion on the importance of selling your customer's customers. We also discuss how digital marketing and data can help you to reach your customer's customers.

There are different roles in building materials sales. There is the Hunter, the Farmer, the Fisherman and the Babysitter. The last episode was about the newest type of sales person, the Fisherman. This week is about the Hunter. Mark Allen Roberts of OTB Solutions joins me again to discuss the role of the Hunter.

We are used to thinking of building materials sales people as hunters or farmers. We now have two more types of sales people, the babysitter and the fisherman. Mark Allen Roberts from OTB Solutions joins me to discuss the fisherman.

Mark Mitchell interviews Brad Rollo, CEO and Co-founder of GoFor Delivers, a leading provider of delivery services to the building materials industry. We discuss the benefits of outsourcing jobsite deliveries as a way to create a better customer experience and lower costs.

Carolina Albano of howtojobsite.com and industruct.com takes us through the importance of jobiste visits and how to do them correctly.  Jobsite visits can help you to grow your sales and to keep you from losing sales to value engineering.

I interview Alison Raes, founder of the ILA Marketing Group and Katabatic Manufacturing. ILA is an independent rep firm that represents a number of US manufacturers in Canada. Katabatic is a Canadian based manufacturer of construction adhesives. Alison has helped a number of building materials companies to grow their sales in Canada. In this episode, Alison shares the most important things you need to do to be successful in Canada.

Building materials dealers and distributors should consider the real costs of operating their own delivery service. To reduce unnecessary costs and keep them focused on the most important parts of their business, they should explore outsourcing their delivery. Go Four Delivers has the experience and capabilities to meet the needs of the building materials industry.

Successfully launching new is very difficult. Even the best companies don't always succeed. The building materials industry is not very good at launching new products because they develop new products very often. I interview David Daniels from Brainkraft, an expert in new product launches about what it takes to successfully launch a new building materials product.

I interview Brian Baker, who was previously Senior Manager for Digital Strategy at GAF We discuss the history and future of digital marketing. We also discuss how building materials companies can make best use of digital marketing.

I interview Chris Jarvis, Director of Logistics, GoFor Delivers that has been improving the delivery experience of building materials dealers and distributors while lowering their costs.

I interview, Simon The Uneducated Economist who works in a lumber yard. He shares his experiences on how building materials companies can be more successful with lumber dealers.

If you have thought about having a podcast for your company, this is the podcast for you.

Another example of how the building materials industry is years behind other industries is the over reliance on outbound sales. The sales person identifies a prospect and pursues them. In the worst case it's a cold call. While outbound sales can be an effective way to grow, companies who have focused on growing their inbound leads are outperforming companies who focus on outbound. Ideally there is a balance of outbound and inbound sales opportunities.