What if one sponsored Home Depot ad from a luxury home builder is a signal that some of your biggest assumptions about the LBM industry are becoming obsolete?

Home Depot’s acquisition of SRS, QXO’s aggressive expansion, and major shifts in national distribution are reshaping the competitive landscape and forcing LBM leaders to reconsider long-held beliefs about customers, competitors, and where value is headed.

In this episode, Bradley Hartmann uses an unexpected Home Depot ad featuring luxury builder Nick Schiffer to explore what happens when the assumptions behind your sales strategy, customer relationships, and business model no longer match the market.

For LBM sales professionals and leaders, preparing for disruption means learning from the past, considering multiple possible futures, documenting your assumptions, and strengthening customer relationships before the market forces your hand.

In this episode, you’ll discover:

• How major acquisitions and distribution changes across the LBM industry can challenge your assumptions about competitors, customers, and where value is headed.
• Why learning from the past, anticipating possible futures, and adapting in the present can help your team respond faster when the market shifts.
• How to stress-test your customer relationships and uncover whether you’re consistently delivering enough value to keep those relationships strong through disruption.

Play the episode to learn how to challenge outdated assumptions, strengthen customer relationships, and position yourself to compete as the LBM industry continues to change.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected] or visit our website and click on Increase Sales.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline, even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

New podcasts are dropped every Monday and Wednesday.