Concrete Accessories Training Module - BlueLinx

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Selling Concrete Accessories Overcoming Objections Objection: “You cost is too high on tie wire, XXXX is selling me at 3% less than that.” Solution: Go weigh their product to make sure it is the same spec as ours. This could translate for most items...the less steel used in the final product, the less steel they are being charged for. This is a sample we got from a customer at only 2.75#, clearly out of spec This is a coil of our SteelLinx wire, meets tolerance at 3.25# This is our Premium wire which is a full 3.5# per coil Objection: “You don’t stock everything I need, I can get from XXXX in a week.” Solution: We have access to plenty of domestic fill-ins and possible transfer opportunities and have margin built in to cover until we get import. Objection: “BlueLinx is always in and out of metal products.” Solution: As a company, Bluelinx has put a focus on growing metal sales and taking market share of program business. We are committed to the SteelLinx brand and we control our own destiny. Objection: “You say you are focused on this but this is new business and products for you. We don’t want to be your guinea pig.” Solution: We have done testing in other markets and these mills have been supplying product for a long time. We have hired experts as Managers of Market Development to make sure we are bringing in good quality products into the right markets. Objection: “XXXX services me weekly, can you do that?” Solution: We are hiring while many others are firing. Our metals team is on a continual path of growth. Additionally, we have more locations than all our competitors. Our network of facilities and people make it so we can get to our customers and take care of them right. 22
Appendix Current Sets Current Lowe’s SteelLinx Set 4' Concrete Accessory Rack with Aadjustable Bins and Header Board 23
Page 1 and 2: Concrete Accessories Training Modul
Page 3 and 4: overview Types of Concrete Construc
Page 5 and 6: overview Concrete Accessories Produ
Page 7 and 8: product information Anchoring Produ
Page 9 and 10: product information Wire Products T
Page 11 and 12: product information Bar Supports De
Page 13 and 14: product information Plastic Bar Sup
Page 15 and 16: product information Lowes items / D
Page 17 and 18: Importing Import Sources Where Blue
Page 19 and 20: Importing Buyer Beware Brokers and
Page 21: Selling Concrete Accessories When t
Page 25 and 26: Appendix Packaging Note: all packin
Page 27 and 28: Appendix Containers Movable ramp at
Page 29: Appendix Do You Know The Capabiliti

Concrete Accessories Training Module - BlueLinx

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