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November 2015

Coalitions Help Advance NLBMDA’s Public Policy Agenda

NLBMDA actively works on many public policy issues that affect lumber dealers. However, with a small government relations staff and a constantly changing legislative...

Selling DOGS on Craigslist

Current Situation: Many dealers have products in their yards that aren’t easy to sell because they are DOGS (damaged or obsolete goods), returns or unneeded...

SELLING ENGINEERED LUMBER: Hitting the Target

Nail-base sheathing offers an efficient, cost-effective way to attach siding and trim—and an upsell for dealers.As builders apply more energy-efficient construction methods, proper siding...

Remodeler Q&A: MSC Enterprises, Inc.

Austin Cornell - SupervisorMSC Enterprises Inc. - Lee’s Summit, MissouriLast year’s sales: $1.2M Years in business: 15 Number of employees: 5Family owned and operated.Specialty: Kitchen, master...

SHOWROOM STRATEGIES: Stock Building Supply

Founded in 1922 in Raleigh, N.C. as Carolina Builders Corp., publicly-owned Stock Building Supply operates 65 locations in 13 states. In addition to its...

Being Bill Belichick: Talent Evaluation and the Personal Win

I don’t particularly care for New England Patriots coach Bill Belichick. The distressed hooded sweatshirt with the DIY sleeve removal. The self-righteous disdain for...

Mergers & Acquisitions: The Usual Suspects – Part 3

Part 3: “Hybrid” buyers.In the first two installments of this three-part series, we discussed strategic/industry buyers and financial buyers. Let’s talk about a blend...

5 Ways To Strengthen Your Deck Sales This Winter

Just like the weather, our business changes seasons too. With the winter months upon us, it is tempting to let decking sales take a...

Lazy Salespeople Lead with Price

Smart salespeople are partners who help their customers succeed.When prospecting for new business, it has been my experience that salespeople are most likely to...

Service as a Differentiator

Lumberyards account for the largest share of overall LBM distribution industry revenue with $45 billion, or roughly 30% of the total in 2014. As...

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