• In Depth-Decks_1

    IN DEPTH: Decks

    New options continue to come to market, shifting from uncapped composites and expanding color and material options.
  • Product Picks - Deck (April 2015)

    PRODUCT PICKS: Decking

    Principia Consulting forecasts North American decking and railing demand to reach $4.13 billion in 2015. That represents a healthy increase over 2014.
  • REAL ISSUES. REAL ANSWERS: Firing Customers

    REAL ISSUES. REAL ANSWERS: Firing Customers

    When do you know that it is time, and how do you handle ‘firing’ a customer?

BOB HEIDENREICH: Customer Education

Part 2 of 3: Emphasizing urgency when making customer appointments. Read More…

BEHIND YOUR BACK: Target Stories. Not Stars.

You and your team are already doing the hard part – consistently solving your customers’ problems. Now it’s time to share the stories. Read More…

ASK THE EXPERT: April 2015

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions. Read More…

BILL LEE: Plant Seeds For Future Sales

How to use prospect calls to gain competitive business. Read More…

DECK BUILDER Q&A: Matthew Breyer

Breyer Construction & Landscape – A family-owned remodeling company focused on building custom decks. Read More…

SHOWROOM STRATEGIES: Friedman’s Home Improvement

An interview with Ken Wright, millwork specialty sales coordinator, Friedman’s Home Improvement. Read More…

REAL ISSUES. REAL ANSWERS: Firing Customers

When do you know that it is time, and how do you handle ‘firing’ a customer?” Read More…

PRODUCT PICKS: Decking

Principia Consulting forecasts North American decking and railing demand to reach $4.13 billion in 2015. That represents a healthy increase over the $3.94 billion reached in 2014. Read More…

IN DEPTH EXTRA: Deck Accessories

Railings, lighting, mouldings and other complements are growing rapidly as homeowners look to expand their outdoor-living space and blend interior and exterior. Read More…

IN DEPTH EXTRA: Deck Fasteners

Fastener options expand as deck compositions and safety concerns make customers evaluate what options provide the fastest, best-looking and most-efficient choice. Read More…

IN DEPTH: Decks

New options continue to come to market, shifting from uncapped composites and expanding color and material options. Read More…

BUSINESS INSIGHTS: Sell Systems, Not Products

When a wall is worth more than the sum of its parts. Read More…

SELLING ENGINEERED LUMBER: Meeting Fire Protection Requirements

Here are five methods the APA recommends to meet fire protection requirements. Read More…

BEHIND YOUR BACK: Who is Coordinating Your Offense?

How to ensure that you keep the upper hand in customer acquisitions. Read More…

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