Category : Bob Heidenreich
Independent lumber dealers need loyalty from distributors
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
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
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
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
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
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
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
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
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
Five steps to start selling online
At the LBM Strategies Conference last month, I sat on a panel discussion centered around e-commerce and how lumber dealers can get started selling online. Since then, I’ve fielded a … Read More
