Offer competitive pricing with value-added services; use services to negotiate prices. Leverage large-volume purchases to negotiate prices and/or better services from wholesalers and distributors. Charge for additional services or upgraded product quality. Anticipate needs and issues in the market and offer solutions. Up-sell or offer upgraded options for higher-priced tracts. Maintain contact with small-volume customers to retain that business. Maintain a diverse customer mix to hedge market shifts and offset low margins from high-volume commodity sales. Dedicate sales associates to serve specific customer types (big or small). Provide a mix of products applicable to customers of all sizes. Become the local source for “fill-ins” on large one-step LBM orders. Build relationships with purchasing agents, subs, and superintendents alike. Investigate your market demographics for likely big builder activity or growth.
