Our friend, Mark Mitchell, is a whizard at helping building materials companies solve their tough sales & marketing problems. Like us, he shares his views on how to win in the marketplace with his Whizard Strategy Blog.
Not too long ago he wrote a post on What’s Wrong with Big Boxes? He points out that big box retailers like Lowe’s and Home Depot are playing not to lose – instead of playing to win – and that is creating opportunity for you to shine in your sales and marketing efforts.
He starts his blog off by saying: “If the goal is to maximize sales, margins and customer satisfaction, there’s a lot wrong. There’s a lot of missed opportunity for both big boxes and building product manufacturers. Anytime someone is as successful as big boxes are, they start to avoid risk and blind spots develop. This results in big boxes settling for growth that is lower than what’s possible in category after category – including yours.”
Gaps that seem as obvious as the nose on your face
He shares eight glaring gaps that seem as obvious as the nose on your face. Of course, these blind spots are all opportunities for you to capitalize on and help grow their sales while growing yours as well.
He wraps up with: “If you change your mentality from “those big box stores are killing me” to “how can I change the game by growing their business”, you will be rewarded with more sales, new product placement and, ultimately, higher margins.”
Be sure to also check out the Channel Instincts post 5 Tips to Succeed with Big Boxes for more tips on how to win with Lowe’s and Home Depot.