Commercial and Pro channel strategy.
How to grow the commercial and Pro book, hold contractor loyalty, and compete as the national platforms consolidate. What to sell, to whom, at what margin, and what has to change to hold it.
Independent and regional dealers
What the big guys cannot copy is already on your payroll.
Commercial strategy and sales talent for independent and regional building and home products dealers competing against national players.
A contractor does not call a company. He calls a person. He calls the one who knows his job, picks up on the first ring, knows what is actually in the yard, and gets it to him today. That relationship is the only advantage in this business that scale cannot buy and a national account team cannot reproduce.
It is also the one most dealers are quietly letting expire.
The problem nobody puts on the agenda
Your best salesperson has been with you nineteen years and there is nobody behind them.
Your longest customer relationships live in one head. Your commercial and pro business is two years behind where you wanted it and you are being told to think about AI before you have a digital catalog.
None of that is a strategy problem. It is a people and sequencing problem, and it is fixable in that order.
We would not spend a dollar on AI before your customer can see your inventory and your price online. Technology is worth doing when it is finished, and most of what is being sold into this industry right now is not. What is finished, and what has always worked, is knowing the market faster than a company three states away and having someone trained to answer the phone.
What we actually do
The operator's read.
What national accounts and contractors actually want now, where a mid-size dealer still wins, and how to price and assort to hold margin against a bigger box.
A straight second opinion on the commercial operation.
Route to market, pricing, coverage, service levels, fill rate. Sometimes the answer is that the model is fine and the market moved. Sometimes it is that a specialization would beat matching a national competitor on breadth. We will tell you which one we think it is.
Sequencing.
Fix it in the right order. Commercial moves and people moves land in a sequence, and taken out of order the effort is wasted.
Sales organization, succession, and hiring.
Who is actually producing, who is coasting on relationships that will leave with them, and what the bench looks like. One arm of the work, run through Loom Haven Advisors when a seat has to be filled.
If you want it in writing
The Dealer Commercial Read.
The free read is a conversation. The Dealer Commercial Read is the engagement: the commercial channel, the pricing and coverage, the bench, and the order to fix them in, written down and defensible in front of your board or your family. We do it as a full-day Advisory Session, on site with your team.
Where the people work comes from
Loom Haven Advisors, a NovusMarc company, finds sales leaders and sales teams.
Need U.S. sales hires? Loom Haven Advisors, a NovusMarc company, runs the search.
Who
Twenty years inside the largest U.S. home-improvement company, across the seats that decide what gets stocked and what gets cut: retail, commercial and Pro, merchandising, supply chain, distribution and MRO. Board-level people leadership across the same business.
AJ Marcoz spent 20 years inside big-box retail and commercial distribution, and most of what he knows about what makes an independent dealer hard to beat, he learned from watching companies try and fail to reproduce it at scale.
We work from Tampa and Valencia, with European manufacturers on their U.S. entry and with dealers here on the commercial side. The two halves inform each other more than you would expect.
Tell me where the gaps are.
If your commercial channel is behind or your bench is thin, tell us where you are. We will give you a clear answer. No deck, no pitch.
Tell us where the gaps are