NEWS AND INSIGHTS
Get a behind-the-scenes look at how we understand data, market more effectively, and optimize sales.
Over the past 50 years, technology used to do business has changed dramatically.
The multistep distribution sales process has its fair share of pros and cons, and within the building products market is no exception.
Within the building products industry, the goal of every player in the multistep distribution system is essentially the same: to increase sales, lower costs and increase profitability.
Even in good times, building product manufacturers face a myriad of challenges throughout the specification process.
In today’s competitive marketplace, sales organizations are often forced to re-engineer processes to ensure success...
Manufacturers of specifiable products know having a quality product with clear differentiators is often not nearly enough to gain and hold specification...
Every year it seems that a new "silver bullet" software package emerges, promising to automate critical marketing practices to increase sales.
Sales methodologies in the building products market haven't changed much in the last 50 years. The challenge is field sales alone are not enough.
Building the most effective, highest achieving set of marketing and sales capabilities is essential for companies to remain competitive.
Relying solely on traditional promotional tools, such as brochures and mailings, is only part of what may be holding back B-to-B.
Whether it's your home or your business, a building becomes part of your identity, and your identity becomes ingrained in that building.
Modern Marketing Concepts was hired as a channel partner to diversify the business of a world leader in building products distribution.
At the turn of the 20th century, economist Vilfredo Pareto determined that 80% of the land in Italy was owned by 20% of the population.
This is our second white paper on the Pareto Principle, or 80/20 Principle.
Over the course of the last fifty years, most industries have undergone revolutionary change.
A national building products distributor was facing a loss of revenue within high value accounts that were historically assigned to field sales, due to turnover and subsequent lack of field sales coverage.
One of the leading manufacturers of premium building products used in residential and multi-family homes offered a number of specialty brands; however, over the years each brand had become its own entity with its own separate marketing practices.
Every major manufacturer has core products that receive the most attention and share of budget.
A technology company developed an aerial imaging tool to allow high resolution viewing and measurement of maps and images.
A leading manufacturer of performance synthetic materials and premium finished products needed to grow sales.
A major manufacturer of building materials and engineered wood products developed a radiant shield barrier that offered an easy, cost-effective way to reduce the amount of energy needed for cooling or heating.