Four Overlooked Revenue Opportunities in Building Supplies

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Four Overlooked Revenue Opportunities in Building Supplies

You’ve hit your numbers before. You’ll hit them again. But what could you do differently –in an industry where margins are tight and customer acquisition is pricey – to hit those numbers without stressing your team or budget?

If you’re like so many other leading manufacturers and distributors, some of your best revenue opportunities are already inside your existing accounts and relationships. This potential hasn’t been overlooked. It just hasn’t been visible. It’s not part of standard reporting.

In the 40 years that Linqd has supported the building supply industry, we’ve identified numerous revenue opportunities for our clients, usually amounting to $1 million or more. Here are four of the most commonly overlooked.

Dormant accounts.

This opportunity speaks for itself. Why wouldn’t a business choose to reach out to existing customers rather than trying to convert prospects? Because, reviving these accounts is easier said than done. The idea is solid, but identifying “dormant accounts” isn’t. These accounts aren’t flagged in standard reports. Customers don’t raise their hands to let you know they’re inactive. And as simple as that, the potential goes untapped.

The solution: More comprehensive, usable and actionable reporting – that can span multiple systems and teams.

Overlooked relationships.

The idea here is similar to “dormant accounts” – boost loyalty and sales by nurturing promising accounts that, for one reason or another, have fallen between system gaps. The problem, though, is that few businesses have the systems or budget for identifying such accounts – much less for activating them. The issue is compounded by the assumption that engaging these accounts requires significant increases in headcount and budget. This thinking can lead many businesses to assume that “overlooked relationships” are a lost cause. (Spoiler: They’re not “lost.” With the right partner, they can be “found.”)

The solution: A proven, scalable system for identifying and helping these accounts reach their potential, without adding headcount or budget.

At-risk relationships.

“Retention” is always a winning approach. But the reality of identifying at-risk customers can seem like an impossibility. And often, when you do identify vulnerable accounts, it’s too late. There’s hope, though. Most of these accounts don’t actually want to abandon their relationship with you. But if their concerns aren’t acknowledged and addressed in real-time, they may feel they have no other choice.

The solution: Identify and engage with at-risk relationships weeks before they can be lost to the competition.

Untapped markets.

Markets are fluid. But traditional reporting looks back. It’s easy to see what happened last quarter. But what about next week? Next month? Next quarter? Few businesses have this essential knowledge. And fewer still have insights into Pros outside of their own systems. But what if you did? What could you achieve?

The solution: A partner with deep industry experience and essential intelligence about market newcomers and an understanding of who’s ready to buy, and who’s ready to buy next week.

Taking the Next Step

Standard reporting can tell you what happened last quarter. But it can’t tell you which accounts are slipping away, which relationships are ready to grow, or which markets are opening up right now. Closing that gap requires a different kind of intelligence.

Linqd’s Hidden Growth Channel layers multi-dimensional scoring data on top of your existing customer records — continuously updated signals that tell you not just who your customers are, but how engaged they are, how satisfied they are, and how much revenue potential they represent. Every record is also matched against our proprietary database of 3M+ verified Pros, complete with trade type, preferred brands, licenses, and more.

The result: a clear, ranked picture of your dormant accounts, overlooked relationships, at-risk customers, and untapped markets — and the capability to activate them before they’re lost to the competition.

Want to know more? Reach out for a 30-minute working session. Bring your data, and we’ll show you exactly where your opportunities lie.

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