Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors, Big Boxes, Dealers and Contractors

Many of the marketing books you come across can be quite voluminous and full of fluff. Mark's book, though relatively short, delivers everything succinctly, and his insights are each packaged in an easily digestible chapter.I read the whole thing through the evening it arrived on my doorstep, and it now sits on my desktop for quick reference. It is organized so you can quickly find the appropriate channel you might need advice on at any given time.As an architect myself, the first chapter I opened to was "How To Sell Architects." Admittedly, I had a bit of a chip on my shoulder, hoping to find fault in Mark's assessments. Wrong. I found myself nodding along with each point he made, and was pleasantly surprised at how he got it right.I'd highly recommend this book to anybody in the building materials industry, as well as any B2B company selling their products or services to (and through) these different channels.

I am the marketing director for a sustainable commercial lighting company based in Boulder. I met Mark in passing a few years ago and got a huge download of useful information in just a few minutes of conversation. When I saw his new book, I rushed to Amazon to buy a copy. After reading a few chapters, I bought two more for my partners. The book is small in size and big in wisdom (a great reading ROI).I've decided to review my Q4 marketing plan and am about to take another look at our company's 2014 financial model with fresh eyes.Some of Mark's advice just reinforced what I already suspected, and other advice was truly eye opening. For me, the chapter on "How to sell to Facility Managers" was well worth the price.I highly recommend this easy-read for anyone responsible for marketing of building products.

Mark is one of the most insightful experts in the area of building materials marketing. I can’t wait for the next book

I work within the building materials space and bought this book hoping to gain a greater understanding of the industry as well how to navigate this channel and definitely wasn't disappointed. I read it over the course of a couple flights and found myself constantly making notes throughout the book.Mark's thoughts and insights are some of the best I've found and have passed it along to a few colleagues. I found the information on how to sell to contractors especially helpful considering how they are creatures of habit and tend to not like to try new products.If you're looking for tactics and insights on how to market to the different audiences in space then this book is a must-have.

Best used for sales/ marketing teams working for a product manufacture. I was hoping for more information regarding tactics selling on behalf of a distributor to a contractor but this is focused for product reps to all channels. Still great information that any one can benifit from.

First of all the book was sold out when I first tried to purchase it, but Mark personally made sure I got a copy, and even inscribed the copy he mailed to me. After reading the book, I purchased another copy as soon as it was available on Amazon for my co-founder. This is a great reference for anyone trying to sell building materials, but also offers insight to a broader range of players in the building materials field, whether it be the top manufacturer in their segment, or the neighborhood hardware store. This book has been indispensable in developing our online building materials marketplace.

Very average book. You will be surprised by how short it is. Some chapters last a page and a half. Extremely simplistic. I'm very suspicious of all of the FIVE star ratings. Absolutely no one should be giving this a PERFECT score. Having said that it gives you very broad strokes about some very general ideas to think about. I've been in the building materials industry for 2 months and have naturally been exposed to many of the ideas in this book through sources at work and through random online searches. 8 bucks would be a fair price.

I would call this a must have compendium for any building products professional. Our organization has engaged with Mark on several successful projects and this book serves as a great reminder of the best practices Mark preaches. If you're looking for a well-written, straightforward guide to marketing and selling building products, you can't go wrong buying this book for yourself and everyone on your team.The book is well organized so you can refer back to specific situations that may arise in the course of business, making it all the more useful to have on hand.