April 2020

If we are doing nothing extra for the customer, if we are providing no additional value to the transaction or relationship, and if we charge more because the customer is not paying attention, we may be acting like hogs.

For successful, growing companies, there is simply no need to allow an acquirer to pay you with your own money.

As vice president of sales, residential and light commercial, for Henry Company, Jeff Wedge offers insight into what building industry professionals want from weatherization materials and how Henry helps builders and dealers find the solutions they need.

Here are two pieces of advice to consider that can drastically improve your chances of making a great hire.

As lumberyards are adjusting to the impact of the COVID-19 pandemic, many are pivoting to online retail as a means of continuing to serve their local markets while practicing all of the safety guidelines established for essential service businesses.

You don't have to “overcome objections.” This is the conclusion I reached many years ago in spite of the standard sales doctrine which insists it is a vital step in the sales process.

While decks become more sophisticated, manufacturers seek ways to simplify.

Knowing the code implications and installation details about the products you sell is a critical step to building trust with your customers. 

Railings and accessories provide distributors and contractors alike with profit-turning potential.

Each month, hundreds of products hit the market. Here’s our pick of the ones to watch.