2019 Kick-Off Presentation, SBCA Update & Awards

Wednesday, October 23 | 7:30-9:15a

Getting Inside the Mind of a Builder: How to Sell Value Over Price in a Way That Resonates 

Bradley Hartmann, Behind Your Back Sales Co. 

Kick off this year’s show with candid ideas and insights from “the other side of the desk.” Bradley will help you think like a builder, sell value over price, and overcome builder biases to become an indispensable partner, not just another vendor.

The son of an LBM manager, Bradley began working in lumber yards at the age of 14 and experienced various segments of the LBM industry throughout high school and college. Upon graduating from the University of Illinois, Hartmann was hired by national homebuilder Pulte Homes and spent 8 years in the field, progressing from Superintendent to Project Manager to Area Manager. He then transitioned into an Area Purchasing role, buying material and labor in seven Midwestern markets from Ohio to Colorado.

Today, Bradley is the President of a training and consulting firm to help lumber and building material firms eliminate the frustration, confusion, stress, and lost time associated with selling to builders. His core services include consulting services on marketing and selling to national homebuilders, helping sales managers and general managers drive incremental sales, and much more. Hartmann has written six books for the industry and teaches at the university level. His “Behind Your Back” newsletter and podcast are enjoyed by thousands of business leaders each month.

Following Bradley's keynote, this session will include a few words from SBCA’s leadership and a presentation of annual awards.

More sessions on related topics:

• From Keynote Presentation to Implementation with Your Team
• What It Takes to Partner with a National Builder
• Learning Lab: Partnering with a National Builder

View full Sales Track Schedule