Category : July 2015

REAL ISSUES. REAL ANSWERS: Salary Vs. Commission

August 10, 2015

Salary vs. Commission The Issue This month’s question was suggested by an Illinois dealer who wrote, “With the ongoing changes in business practices, an increase in business, and the need … Read More

NLBMDA: ‘WOTUS’ Rule = Bad News for Home Building

July 28, 2015

On May 27, the Environmental Protection Agency (EPA) and the Army Corps of Engineers (Army Corps) released the final version of a rule revising the definition of “waters of the … Read More

DIGITAL CASE STUDIES: How to Use Your Website as an Effective Marketing Tool

July 27, 2015

Current Situation: Many lumberyard websites are static. They give basic information about hours, location, phone number and little else. Too often, lumberyard managers and marketers may feel like they just … Read More

MARKET ANALYSIS: Outlook for Non-Residential Construction

July 24, 2015

FEA’s analysis reveals a few bright spots in this growing area. This month we wanted to bring you up to date on developments in the non-residential construction market. We have … Read More

SELLING TO REMODELERS: Exploring Growth Opportunities Via One’s LBM Dealer

July 23, 2015

At Traver Construction, we have used the same LBM supplier for over 20 years. Our loyalty to Ivey Lumber in Dallas is due to the personal relationships we’ve established with … Read More

SELLING ENGINEERED LUMBER: Simple Strategies to Help Homes Withstand High Winds

July 22, 2015

We’re well into the 2015 tornado and hurricane season, and already parts of the country have seen the devastation that high winds can bring. For builder customers, designing homes to … Read More

BEHIND YOUR BACK: Go “Around the Horn” with Your Team

How this baseball basic (and ESPN show) can prepare sales reps for purchasing managers. Coaching a baseball team full of eight-year-olds, I’ve learned you can’t take anything for granted. Baseball … Read More


July 21, 2015

The High Cost of Employee Turnover “The cost of employee replacement can be staggering when you stop to put a pencil to it. Employee retention is our biggest challenge. It … 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

BILL LEE: Is Poor Time Management Limiting Your Productivity?

July 17, 2015

How to double your sales via smarter time management. Forty-one% of the salespeople I interview tell me that TIME is the number one obstacle preventing them from doubling their current … Read More