Category : Bob Heidenreich

Deck Estimates: Part 2 – Talk design before cost

April 18, 2016

Now that deck season is getting into full swing, you are bound to find more customers coming in for decking estimates. Some are of course contractors or handy DIYers looking … Read More

Deck Estimates: Part 1 – Gather The Right Information

March 15, 2016

When a customer comes in for an estimate on decking materials, they don’t realize that what they are asking for involves so much more than a lumber dealer adding up … Read More

It’s Spring Training for Deck Season

February 17, 2016

Can you imagine a Major League Baseball team going into the season without first gathering for spring training? No matter how many times they’ve played the game before, it only … Read More

Three Keys to Winter Home Show Success

January 19, 2016

As soon as we think the busy summer building season is behind us and it’s time to slow down just a bit, the winter home shows are upon us. I … Read More

5 Ways To Strengthen Your Deck Sales This Winter

November 25, 2015

Just like the weather, our business changes seasons too. With the winter months upon us, it is tempting to let decking sales take a backseat to more active-selling categories. But … Read More

Why Dealers Need to Understand Building Codes

October 20, 2015

In recent columns I have discussed building code changes and the need to be up-to-date on the latest International Building Code regulations, as well as understanding how your individual state … Read More

BOB HEIDENREICH: Understanding Building Codes Pays Off

September 17, 2015

If you want to grow your sales while ensuring that customers leave your store with everything they need to build a safe deck, understanding your state’s building codes is a … Read More

BOB HEIDENREICH: Selling The Complete Deck Project (Part 3 of 3)

August 13, 2015

Read: Selling the Complete Deck Project (part 1 of 3) Read: Selling the Complete Deck Project (part 2 of 3) Part 3: Understand rail and frame installation early. Once we … Read More

BOB HEIDENREICH: Selling The Complete Deck Project (Part 2 of 3)

July 20, 2015

Read: Selling the Complete Deck Project (part 1 of 3) Part 2 of 3: How to demonstrate deck installation. You can’t fully plan a completed deck project without first understanding … Read More

BOB HEIDENREICH: Selling The Complete Deck Project

June 26, 2015

Part 1 of 3: Building a deck is like planning a trip. The key to selling a complete decking project is to make sure you are working with the right … Read More