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Industry News

BUSINESS INSIGHTS: The Engineered Lumber Opportunity

How a focus on specialty structural panels can generate higher margins. BY: LOU ROSSI Industry pricing and margins on the lumber side of a pro dealer’s business are...

SELLING TO REMODELERS: Knowledge Trumps Price

Remodelers are a loyal group. If you educate us, we will be loyal to you. BY: DON VAN CURA SR. I’ve been in this business for more...

BILL LEE: To Manage Sales Is an Active Verb

Measuring activities to ensure growth and development. BY: BILL LEE There’s a lot of responsibility that goes with the title, “manager.” Managers are charged with getting work...

PROFILE: A Change In The Wind

Short and Paulk Supply grows its business by embracing change BY: ALYSSA SAMSON Jay Short, president of Georgia based Short and Paulk Supply Company, was introduced to...

IN DEPTH: Engineered Lumber Products

Dramatic changes in the market are boosting the ELP category. BY: CRAIG A. SHUTT A number of factors are boosting sales for engineered lumber products, including...

BEHIND THE NUMBERS: Building a Plan

Knowing up-to-date information about your market is a critical part of a solid business plan. BY: AL SHERMAN Last month, I was embarrassed to mention that,...

Sales Compensation and Benefits Report 2014

  Considering the expense and uncertainty of hiring new salespeople, the key is to retain your good associates, while offering a sufficiently attractive package to...

PRODUCT PICKS: July/August 2014

Each month, hundreds of products hit the market. Here’s our pick of the ones to watch for July/August 2014. Cambridge HD Shingles from...

BILL LEE: Not All Employee Turnover Is Bad

When is it the right time to initiate personnel changes? BY: BILL LEE When is it the right time to initiate personnel changes? When to terminate...

BOB HEIDENREICH: Deck Math II

Three easy math tricks to make deck estimating easier. BY: BOB HEIDENREICH In the past, I’ve discussed efficient ways that can help contractors estimate the cost...

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