News & Opinions
The latest news and insights from Hanley Wood’s outspoken experts and key thought-leaders throughout the residential and commercial design and construction industry.
Craig Webb / ProSales / August 21, 2013
Net sales relatively steady at $16.5mln
One of the largest annual surveys that collects bottom-line numbers from dealers nationwide suggests building material suppliers last year posted their first operating profit since at least 2008.
The Building Material Operations Comparison (BMOC) report found that the roughly 150 reporting dealers posted average operating income of $70,971 in 2012, rebounding from operating losses of $176,820 in 2011, $228,882 in 2010 and $1.5 million in 2009. The turnaround came even though average sales dipped to $16.5 million in 2012 from $16.9 millionRead More
Hallie Busta / PROSALES / April 5, 2013
Explaining the dramatic hikes in material prices will test sales reps
As if dealers weren’t already doing a lot more work with a lot less manpower, they have an extra challenge: calming builders surprised by hikes in building material prices, especially lumber.
“The landscape has changed rapidly during the past few months,” industry consultant Dena Cordova notes. “During the past few years, builders have gotten used to the idea of rock-bottom pricing and prompt shipments.” Now, she says, they’re suffering from sticker shock.
A recent survey by the National Association of HomeRead More
Jessica Best / Hanley Wood Marketing / January 17, 2013
So here’s a question for B2B dealers and distributors: Where’s your place in this new world of content marketing?
Answer: How about smack dab in the middle, where you’re already accustomed to adding value?
As a content marketing middleman between suppliers and end-user customers, your brand might not be as big or as well-known as the manufacturers whose products you represent. But if you operate in a one- or two-step distribution channel, you are perfectly situated to create killer content. And that content strategy, done well, can be a major win-win for your business,
The residential and commercial design and construction industry has seen tough times. In 2012, economists stated that the housing industry has at long last seen the bottom. All the fundamental numbers that point at a strong U.S. economy appear to be going in the right direction. But what are the people working on the frontlines of the industry experiencing? What do the commercial and residential architects say about the economy? What do the single-family and multifamily builders say? How about the dealers, distributors, and remodelers?
To help determine the real state of the economy, HanleyRead More