If your builders could get pricing, takeoffs, and inventory instantly through AI… would they still choose YOU?

The construction sales world is changing fast. AI, automation, and real-time pricing transparency are stripping away the information advantage LBM sales reps once relied on. In this episode, Bradley Hartmann breaks down why many supplier relationships are built on habit instead of true loyalty and what sales professionals must do now to remain valuable, trusted, and profitable in a rapidly evolving market.

In This Episode, You Will Learn

• How to identify whether your customer relationships are built on loyalty, habit, or simple switching costs
• Why “great service” is no longer enough and how a hospitality mindset creates long-term trust and stronger margins
• The key questions every LBM sales rep and manager should ask to become a trusted decision-making partner instead of just another vendor

Play this episode now to learn how to become the kind of trusted advisor builders still rely on, even when AI can handle everything else.

The Craft of LBM Sales Podcast is presented by GenetiQ—the next evolution of ERP.

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.