Category : Bob Heidenreich

Make time for trade shows and industry events

September 17, 2018

Now is the time of the year that a lumber dealer can learn the most about his business. That’s because after a busy summer of sales, fall often brings about … Read More

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

High lumber prices can actually be good for business

July 16, 2018

With the cost of lumber rising due to the tariffs on Canadian softwoods, every lumber dealer you talk to is spending more for inventory. Yet any dealer who doesn’t see … Read More

Educate customers on the cost of treated lumber

June 15, 2018

I want to talk about something that happens at our store all the time, and I bet it happens at yours too. It plays out like this: A customer calls … Read More

Lighting and stairs training for deck contractors

May 11, 2018

Last year around this time, I wrote about how The Deck Store hosts a Contractor College each spring before the deck season. It’s an opportunity for us to spend a … Read More

Have contracts in place when selling installed decks

April 19, 2018

If you’re a retailer who is thinking of going into the installed sales side of decks, there are really two ways you can do it. You can hire your own … Read More

Train your customers for deck season

March 13, 2018

Over the winter months, you’ve no doubt spent a significant amount of time determining which decking products your lumberyard will carry. You’ve reviewed your vendors and you’ve gotten rid of … Read More

Exclusivity and buybacks are keys to winter buy deals

February 20, 2018

As dealers are working on winter buys, it’s important to keep in mind that the lowest price from a manufacturer doesn’t always equal the highest profit potential for your lumberyard. … Read More

Winter is a good time for vendor reviews

January 17, 2018

It seems that the only time you notice major issues with a vendor is when you’re just too busy to deal with it. That’s why I recommend taking some time … Read More

How national trade shows grow your business

December 4, 2017

I think that too often LBM dealers get comfortable in their own region and miss out on trade shows that are outside of their local market. Some of the best … Read More