Published Articles

What’s the best way to sell builders? STOP selling them, at least until you know what they really want. Too often, selling builders turns into an adversarial game focused on issues like price. Instead, dealers can strengthen those relationships by exchanging their “selling” hats for curiosity and focusing on solving builders’ problems.

We’re beginning to see signs of the long awaited economic recovery, but beware; your business can fail just as easily during a recovery as a downturn. How do you protect yourself? Make sure your financial team is ready to meet the challenging demands that economic improvements and increased sales can put on cash flow.

Focusing on energy efficiency makes everyone a winner. For homeowners, they get a lower cost to maintain their home, added comfort, and research shows that a more energy efficient home can enhance its resale value. For the contractor, leading with energy efficiency expertise can differentiate them from other contractors, help them close more projects, and ultimately enhance their profits. Oh yeah, and the planet saves more natural resources.

The most successful businesses – large or small – are those that draw from the expertise and resources of others. So, when businesses look for a supplier partner, it’s best to evaluate those potential partners on how they define their success. Is it by maximizing their own profit each quarter, or through enabling their customers to be successful, which in turn leads to their own success?