In this episode, Zach talks to Jim Edgeworth, Director of Sales and Marketing at Bilco about their tactics and strategies, as well as what messaging actually works to cut through the noise to reach the contractor.

To avoid racing to the bottom on price, you want to sell your brand, not your product. But what happens when your brand is so well-established that your company name becomes synonymous with similar products, even from the competition? We talk to one manufacturer on how they keep selling to contractors, even as the market around them evolves.