Home January 2015

January 2015

ASK THE EXPERT: Vendors Behaving Badly

This new column by a seasoned industry veteran features thoughtful answers to tough reader questions.BY: SCOTT HARTMANNDear Mad, Know that this type of bad behavior from...

BOB HEIDENREICH: Combating Showrooming

Strategies and tactics to help avoid losing sales to online competitors.Technology has become a way of life. Long gone are the days where, if...

BEHIND YOUR BACK: A Buyer’s (Unfiltered) Perspective

New column with tell-it-like-it-is insights from the viewpoint of a major homebuilder’s former buyer.BY: BRADLEY HARTMANNWorking in the Purchasing Department at a national homebuilder is...

SELLING TO REMODELERS: Building Relationships

An award-winning Wisconsin remodeler talks about growing your sales with current customers. BY: PHIL R. SIMONMy family has been in the homebuilding and remodeling business for...

BILL LEE: Time to Evaluate All Sales Prospects

Those who don’t meet the criteria you’ve established need to be pruned.BY: BILL LEEOnly salespeople who continuously prospect for new business are in control of...

THE LUMBER MARKET: Is the Tight Credit Box Opening?

This Spotlight addresses some recent changes that should help open the mortgage credit spigot, which is one of the most significant constraints to the...

REAL ISSUES. REAL ANSWERS: Planning Your Company’s Future

Hundreds of readers weigh in on this discussion of company transitions and succession plans.BY: RICK SCHUMACHERConsidering how few companies survive the transition from generation...

SELLING ENGINEERED LUMBER: The Advanced Framing Opportunity

APA and Ohio’s Contract Lumber on helping builders meet new energy codes with 2x6 walls.BY: BOB CLARKAs energy codes grow more stringent around the country...

NLBMDA: 2015 Policy Agenda

The focus for 2015 includes EPA’s Lead Rule, Innocent Sellers Fairness Act, Online Sales Tax and moreBY: BEN GANNNLBMDA has finalized its National Policy...

IN DEPTH: Insulation

Code changes and growing awareness of insulation benefits are expanding the types and the ways that builders are using products in their projects.By: Craig...

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