Reinventing the Sales Model

How one company repurposed its product and flipped its sales approach on its head

Written by Andrew Brown & Robert Gold

The construction industry is one of the slowest to change. So, when Glassopolis president Jordan Richards managed to sell his niche product directly to the contractors who would be using it, he was flipping a deeply entrenched sales model on its head.

In 2007, after 100 years of selling specialty glass products to the hearth industry, Richards’ company was facing the collapse of the U.S. housing market. With 90% of business coming from that market, the need to reinvent and repurpose their product was critical.

In this episode of the PROFIT BusinessCast, Richards talks about how Glassopolis teamed up with a German manufacturer, and has been able to sell architectural glass directly to glass contractors, rather than going through the big companies.

Richards talks about the market research Glassopolis did before getting started, innovation to its internal IT infrastructure, as well as their product, and overcoming cash flow issues.

Available on iTunes

Originally appeared on PROFITguide.com