Category : Articles

Independent lumber dealers need loyalty from distributors

August 17, 2018

The most common question distributor reps ask is how they can help me sell more of the products they carry. Here’s the deal: There are a lot of deck products … Read More

When hiring, experience can be overrated

August 16, 2018

The highest odds of hiring a highly productive salesperson is to hire a person with the raw talent to do the job, someone who has done the job before and … Read More

From product peddler to sales concierge, Part III

August 15, 2018

Part 3 • Introduction to sales concierge in Part I • From product peddler to sales concierge, Part II Be a business development consultant to develop sales. If you think … Read More

Five Questions With: Gus Stallings, Boise Cascade

August 14, 2018

1 Q: New construction and remodeling continue to be red-hot in most markets. What do you see as the biggest challenge facing LBM dealers? A: The most obvious challenge for … Read More

Product Picks: August 2018

August 13, 2018

Each month, hundreds of products hit the market. Here’s our pick of the ones to watch. Sherwin-Williams Extreme Block Sherwin-Williams introduces Extreme Block Primer/Sealer, a versatile indoor/ outdoor formula, to … Read More

Fresh perspectives and hat tricks

August 10, 2018

A few weeks ago, my son’s first season of traveling soccer was nearing its end, and he had yet to score a goal. That’s okay unless, like my son, you’re … Read More

Tough Call: The hassle of the haggle

August 9, 2018

Back when you launched your lumberyard in the early 1990s, you figured the path to success was to make your company an invaluable resource. After all, the more you can … Read More

Real Issues. Real Answers. Lumber Quality

August 8, 2018

Many readers cite quality products as a defining difference that separates their company from the competition. So what to do when the lumber you’re purchasing doesn’t stack up to the … Read More

In Depth: caulks, sealants and adhesives

Dynaflex Ultra Advanced Exterior Sealant from DAP has a tough, hydrophobic surface that repels water absorption for a 100% waterproof seal that also resists dirt and dust build-up. Its UV ... Read More

2018 LBM outside sales compensation and benefits report

August 7, 2018

How much should you pay your salespeople? How should you structure their pay—base, commission, or a combination of both? Should commissions be paid on straight or variable percentages? Should the … Read More