Bob Heidenreich, Author at LBM Journal - Page 4 of 7
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Bob Heidenreich

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Bob Heidenreich, owner of The Deck Store, in Apple Valley, Minn., has been selling decking and home improvement projects for 30 years. Follow Bob on Twitter: @TheDeckStore.
Quality vs. Value

Teach Customers That Price Isn’t Everything

When a customer approaches with questions about pricing, too many dealers respond with a simple cost of the product and then let the customer...

Scout Your Competition at Trade Shows

SELLING THE DECK PROJECT Now that January is here, it’s time to hit the building show circuit. Like many of you, my area features a...

Deck Math Revisited: Part Three of a Three-Part Series

SELLING THE DECK PROJECT Over the past two months, I’ve written about what I call “Deck Math,” which encompasses teaching your contractors to properly estimate...

Deck Math Revisited: Part Two of a Three-Part Series

SELLING THE DECK PROJECT Last month, I offered a broad overview of what I’m calling Deck Math Revisited, a recap of a popular series I...

Deck Math Revisited

One of my most popular and informative columns for LBM Journal over the years has been a series I wrote on Deck Math back in...

How to Select a Contractor for Installed Deck Sales

If you want to get into installed deck sales by hiring a contractor to do the installs for you, then the best contractor you...

Three Things You Need To Know About Selling Deck Installs

I've made my living building decks and selling decks, but at The Deck Store, in Apple Valley, Minn., I’ve done the opposite of what...

Deck Estimates: Part 3 – It all comes down to price.

Here's the most important thing you should know about pricing a deck: The best way to know how much a deck is going to...

Deck Estimates: Part 2 – Talk design before cost

Now that deck season is getting into full swing, you are bound to find more customers coming in for decking estimates. Some are of...

Deck Estimates: Part 1 – Gather The Right Information

When a customer comes in for an estimate on decking materials, they don’t realize that what they are asking for involves so much more...

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