Continue to Site..

Selling the Deck Project

The Importance of Establishing Customer Expectations

Most anyone sho was trained in this business was taught at one point or another that, “the customer is always right.” Can’t you just...

Why You Should Create a Contractor College

A good way to strengthen your relationship with some of your best customers is to help them train their own employees. That is one...
Deck College

Deck Basics

Thinking about starting a Contractor College at your lumberyard? Download this sample syllabus from LBM Journal and Bob Heidenreich at The Deck Store. Please register...

Turn Your Re-Deck Projects Into New Deck Bids

A lot of customers come in this time of year looking for new decking materials to put over their old deck frame. In a...

Support The Innocent Sellers Act

You may have on LBMJournal.com recently that the National Lumber and Building Material Dealers Association (NLBMDA) has urged LBM dealers to contact their congressional...
Quality vs. Value

Teach Customers That Price Isn’t Everything

When a customer approaches with questions about pricing, too many dealers respond with a simple cost of the product and then let the customer...

Scout Your Competition at Trade Shows

SELLING THE DECK PROJECT Now that January is here, it’s time to hit the building show circuit. Like many of you, my area features a...

Deck Math Revisited: Part Three of a Three-Part Series

SELLING THE DECK PROJECT Over the past two months, I’ve written about what I call “Deck Math,” which encompasses teaching your contractors to properly estimate...

Deck Math Revisited: Part Two of a Three-Part Series

SELLING THE DECK PROJECT Last month, I offered a broad overview of what I’m calling Deck Math Revisited, a recap of a popular series I...

Deck Math Revisited

One of my most popular and informative columns for LBM Journal over the years has been a series I wrote on Deck Math back in...

What's New