Category : Bob Heidenreich

Support The Innocent Sellers Act

1 week ago

You may have on LBMJournal.com recently that the National Lumber and Building Material Dealers Association (NLBMDA) has urged LBM dealers to contact their congressional representatives to request support for Rep. … Read More

Teach Customers That Price Isn’t Everything

1 month ago

When a customer approaches with questions about pricing, too many dealers respond with a simple cost of the product and then let the customer sort out how that fits into … Read More

Scout Your Competition at Trade Shows

2 months ago

SELLING THE DECK PROJECT Now that January is here, it’s time to hit the building show circuit. Like many of you, my area features a couple of large shows and … Read More

Deck Math Revisited: Part Three of a Three-Part Series

4 months ago

SELLING THE DECK PROJECT Over the past two months, I’ve written about what I call “Deck Math,” which encompasses teaching your contractors to properly estimate deck costs, and helping them … Read More

Deck Math Revisited: Part Two of a Three-Part Series

5 months ago

SELLING THE DECK PROJECT Last month, I offered a broad overview of what I’m calling Deck Math Revisited, a recap of a popular series I wrote a couple years ago. … Read More

Deck Math Revisited

7 months ago

One of my most popular and informative columns for LBM Journal over the years has been a series I wrote on Deck Math back in the summer of 2014. I’ve revised and … Read More

Utilize Your Existing Staff for Deck Installs

7 months ago

In the past few issues, we’ve talked about the benefits of offering installed deck sales at your lumberyard, and we’ve included some of the pros and cons of hiring out … Read More

How to Select a Contractor for Installed Deck Sales

8 months ago

If you want to get into installed deck sales by hiring a contractor to do the installs for you, then the best contractor you can get is likely already one … Read More

Three Things You Need To Know About Selling Deck Installs

9 months ago

I’ve made my living building decks and selling decks, but at The Deck Store, in Apple Valley, Minn., I’ve done the opposite of what most lumberyards do. I started as … Read More

Deck Estimates: Part 3 – It all comes down to price.

10 months ago

Here’s the most important thing you should know about pricing a deck: The best way to know how much a deck is going to cost you is to add up … Read More