Home March 2015

March 2015

MERGERS & ACQUISITIONS: The Trouble with ‘Fishing’

Taking unsolicited calls from those looking to buy your business may feel good, but rarely makes sense. Many LBM dealers have been peppered with inquiries...

IN DEPTH: Doors and Windows

Energy efficiency, privacy, security and aesthetics drive purchase decisions, but trends are evolving as upgrades become expectations.Entry doors, patio doors and windows work together...

BUSINESS INSIGHTS: Sell Systems, Not Products

When a wall is worth more than the sum of its parts…Many of my business musings here focus on selling value through specialty building...

BEHIND YOUR BACK: Who is Coordinating Your Offense?

How to ensure that you keep the upper hand in customer acquisitions.By: Bradley HartmannYou’ve now had a month to come to terms with the...

SELLING ENGINEERED LUMBER: Meeting Fire Protection Requirements

In some states and jurisdictions around the country, dealers and their builder customers are facing tougher restrictions related to floor systems. Both the 2012...

TOUGH CALL: Big Builder. Big Problem.

Your company’s biggest account is way past due. What would you do? Your lumberyard has never been the biggest in your market, nor has it...

BOB HEIDENREICH: Customer Education

Part 1 of 3: Ensuring you select the right customer for your appointment.In the past, I have discussed how proper education about premium products...

GIVING BACK: The Renewable Backyard

Inspiring children to consider green options. The world is a curious place — especially if you’re a kid. That’s why The Building for Kids Children’s...

NLBMDA Makes Plans for the 2015 Legislative Conference

On March 24, National Lumber and Building Material Dealers Association (NLBMDA) members will be on Capitol Hill, in Washington, D.C., to meet with lawmakers...

SELLING TO REMODELERS: Schedules Matter

The importance of delivering materials on time and in full.Since our average projects at Timeline Renovations Inc. take several months to complete, we spend...

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