April 2015

ASK THE EXPERT: April 2015

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions. Keeping Top Salespeople “Our business is...

BILL LEE: Plant Seeds For Future Sales

How to use prospect calls to gain competitive business. If there’s one thing that’s often missing among the sales approaches many of our industry’s salespeople...

DECK BUILDER Q&A: Matthew Breyer

Breyer Construction & Landscape, LLC Reading, Pa. • Family-owned remodeling company focused on building custom decks. (About 150-200 clients a year.) • Breyer serves on the...

SHOWROOM STRATEGIES: Friedman’s Home Improvement

Insights from LBM dealers who’ve grown their sales with a showroom refresh. The third-generation, privately-held Friedman’s Home Improvement has been in business for 69 years. Location:...

REAL ISSUES. REAL ANSWERS: Firing Customers

When do you know that it is time, and how do you handle ‘firing’ a customer? They go by many names (Customer from Hell, Harley...

PRODUCT PICKS: Decking

Principia Consulting forecasts North American decking and railing demand to reach $4.13 billion in 2015. That represents a healthy increase over the $3.94 billion...

IN DEPTH EXTRA: Deck Accessories

Railings, lighting, mouldings and other complements are growing rapidly as homeowners look to expand their outdoor-living space and blend interior and exterior. As the outdoor...

IN DEPTH EXTRA: Deck Fasteners

Fastener options expand as deck compositions and safety concerns make customers evaluate what options provide the fastest, best-looking and most-efficient choice. By: Craig A. Shutt As...

IN DEPTH: Decks

New options continue to come to market, shifting from uncapped composites and expanding color and material options.   As the market rebounds and homeowners look to...

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