Category : November 2015

Coalitions Help Advance NLBMDA’s Public Policy Agenda

2 years ago

NLBMDA actively works on many public policy issues that affect lumber dealers. However, with a small government relations staff and a constantly changing legislative and regulatory landscape, NLBMDA regularly partners … Read More

Selling DOGS on Craigslist

2 years ago

Current Situation: Many dealers have products in their yards that aren’t easy to sell because they are DOGS (damaged or obsolete goods), returns or unneeded special-order items. These items take … Read More

SELLING ENGINEERED LUMBER: Hitting the Target

2 years ago

Nail-base sheathing offers an efficient, cost-effective way to attach siding and trim—and an upsell for dealers. As builders apply more energy-efficient construction methods, proper siding and trim attachment has increasingly … Read More

Remodeler Q&A: MSC Enterprises, Inc.

2 years ago

Austin Cornell – Supervisor MSC Enterprises Inc. – Lee’s Summit, Missouri Last year’s sales: $1.2M Years in business: 15 Number of employees: 5 Family owned and operated. Specialty: Kitchen, master … Read More

SHOWROOM STRATEGIES: Stock Building Supply

2 years ago

Founded in 1922 in Raleigh, N.C. as Carolina Builders Corp., publicly-owned Stock Building Supply operates 65 locations in 13 states. In addition to its core residential building materials business operating … Read More

Being Bill Belichick: Talent Evaluation and the Personal Win

2 years ago

I don’t particularly care for New England Patriots coach Bill Belichick. The distressed hooded sweatshirt with the DIY sleeve removal. The self-righteous disdain for the media. And, of course, the … Read More

Mergers & Acquisitions: The Usual Suspects – Part 3

2 years ago

Part 3: “Hybrid” buyers. In the first two installments of this three-part series, we discussed strategic/industry buyers and financial buyers. Let’s talk about a blend of the two, what we … Read More

5 Ways To Strengthen Your Deck Sales This Winter

2 years ago

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

Lazy Salespeople Lead with Price

2 years ago

Smart salespeople are partners who help their customers succeed. When prospecting for new business, it has been my experience that salespeople are most likely to prematurely introduce the subject of … Read More

Service as a Differentiator

2 years ago

Lumberyards account for the largest share of overall LBM distribution industry revenue with $45 billion, or roughly 30% of the total in 2014. As home building accelerated in 2014, 46% … Read More