Want a practical playbook for how independent dealers can outmaneuver bigger competitors? I sat down with Gabe Arnold at the Do it Best Market to dig into the moves that matter: consultative selling, smarter buying, and turning human visibility into a real advantage on the yard and online.

Gabe’s story spans from Millwork Account Executive to Northeast Regional Sales Leader, and his perspective is grounded in over twenty years of helping members win. We break down why partial truck buys often cost more than they save, how reload and full-truck strategies unlock scale, and where vendor partnerships can remove friction all the way to the jobsite. You’ll hear how strong communication turned pandemic shortages into closer member relationships and why soft pricing today demands proactive planning rather than reactive buys.

We also talk about the new leverage hiding in plain sight: LinkedIn. No fluff, no “go viral” fantasy, just consistent, helpful posts that show your yard, your people, and your capability. In B2B, one well-placed post can land a $20,000 door package or a $200,000 custom home order. Let your team be the face, and let your feed prove what you do every day. Looking ahead, Gabe outlines a bold five-year vision for LBM growth in the Northeast, including creative reload capacity and species mix that allow independents to compete directly with distributors in dense metro markets.

Topics we covered:
• Career path from millwork to regional sales leadership
• Leading a young Northeast team and building capability
• Consultative selling that removes friction for members
• Using partnerships and reload strategy to beat distributor pricing
• Humanizing brands through LinkedIn and consistent posting
• B2B wins without chasing virality
• Lessons from shortages, soft pricing, and constant communication
• Five-year outlook for LBM growth in the Northeast
• Creative moves to add reload capacity and take share

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Grit Blueprint is a media and growth company for the building industry. We help ambitious businesses in the building materials and construction industries grow through visibility, storytelling media, and smart systems.

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