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Category : Bob Heidenreich

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

BOB HEIDENREICH: Customer Education (part 3)

May 21, 2015

Part 3 of 3: Talking to homeowners about the importance of deck safety.

BOB HEIDENREICH: Customer Education (part 2)

April 17, 2015

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

BOB HEIDENREICH: Customer Education

March 17, 2015

Part 1 of 3: Ensuring you select the right customer for your appointment.

SELLING THE DECK PROJECT: Creating Separation

February 5, 2015

Distinguishing tactics that separate you from the rest of the pack.