How to Sell Building Materials Directly to the End User Without Creating Channel Conflict

On this week’s episode, Zach talks to Jennifer Williams, Director National Strategic Accounts at Royal Manufacturing about how they’re growing direct sales while remaining a trusted partner in the channel. For building materials manufacturers, growth often means getting closer to the customer. But selling direct can create conflict with your channel partners. Today we’re talking to one manufacturer about how they’re managing their channel and growing customer relationships at the same time.