In the competitive world of building materials distribution, price wars and product catalogs alone aren’t enough to win lasting business. The real differentiator? Strategic partnerships with contractors that go beyond the transaction.
This case study explores how Highridge Building Supply, a regional distributor with four locations across the Southeast, created a contractor partnership program that boosted loyalty, increased wallet share, and elevated service expectations across the board.
“What if we stopped selling to contractors—and started building with them?”
Their goal was to move from transactional selling to long-term, strategic partnerships by creating a structured program focused on mutual value, loyalty, and growth.
The Problem: Resources were spread thin across hundreds of accounts, many with minimal potential.
Segmented contractors by volume, payment reliability, growth potential, and service fit
Created a “Strategic Partner” tier for 40 contractors with high upside and relationship readiness
📊 More focused account management and higher-value conversations.
The Problem: Most contractor relationships lacked structure or differentiation.
Offered perks like dedicated account managers, early product access, custom pricing, jobsite delivery guarantees, and co-branded marketing
Added quarterly planning sessions to align on project pipelines and inventory needs
🏅 Contractors saw tangible value in the relationship—and began steering more volume to Highridge.
✅ Step 3: Provide Tools to Help Contractors Win More Jobs
The Problem: Contractors were asking for more than materials—they wanted to grow.
Introduced takeoff and estimating support for larger residential and multi-family jobs
Offered training sessions on new products, installation best practices, and project planning
📈 Contractor partners closed more jobs—and kept coming back.
✅ Step 4: Align Inside Sales, Delivery, and Credit Teams Around Partner Priorities
The Problem: Operational silos caused inconsistent service—even for top contractors.
Designated internal liaisons for each partner contractor (CSR, scheduler, credit contact)
🚛 Operational alignment created a seamless, repeatable experience for every partner project.
The Problem: Partnership wins were hard to track and often went unrecognized.
Tracked KPIs by partner: revenue growth, delivery accuracy, and repeat purchase frequency
Featured successful contractors in social media, email newsletters, and branch signage
🏆 Contractors became part of the brand—and the loyalty was mutual.
Partnership is a mindset shift. Strategic accounts need structure, planning, and executive attention.
Contractors want a partner—not just a supplier. Support them beyond the order.
Internal alignment is critical. Every department should serve partner goals.
Value isn’t just in price—it’s in reliability, support, and growth.
Highridge Building Supply’s transformation wasn’t about chasing more customers—it was about investing in the right ones. By building a formalized, scalable partnership program, they created long-term relationships that delivered better margins, smoother operations, and faster growth.
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