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September 2014

TOUGH CALL: A Yard Divided

Intercompany conflicts at your yard are causing you to lose customers—and sales. What would you do? Vote now.Who knew that your summer job at...

Real Issues Real Answers: The Vendor Advantage

As the consolidation of wholesalers has picked up, where does that leave the independent dealer?BY: RICK SCHUMACHERConsolidation has been a factor in our industry for...

BUSINESS INSIGHTS: The Engineered Lumber Opportunity

How a focus on specialty structural panels can generate higher margins.BY: LOU ROSSIIndustry 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 LEEThere’s a lot of responsibility that goes with the title, “manager.” Managers are charged with getting work...

PRODUCT PICKS: September 2014

Each month, hundreds of products hit the market. Here’s our picks for September 2014.Epicor® Introduces Eagle N Series™The Eagle N Series, Epicor’s next-generation retail...

SHOWROOM STRATEGIES: GORDON LUMBER

Insights from LBM Dealers who’ve grown their sales with a showroom refresh.BY: LBM STAFFAn interview with Chris Thornberry, manager for Gordon Design Gallery:Q: Your large...

NLBMDA: Senate Explores Online Sales Tax Fairness

BY: BEN GANNIn May 2013, the Senate passed the Marketplace Fairness Act (S.743) by a vote of 69 to 27. The legislation empowers states to...

BOB HEIDENREICH: New Deck vs. Re-Deck

Homeowners aren’t aware that it’s often more cost-effective to build a new deck than to repair an aging one.BY: BOB HEIDENREICHI’ve been in this industry...

PROFILE: A Change In The Wind

Short and Paulk Supply grows its business by embracing changeBY: ALYSSA SAMSONJay Short, president of Georgia based Short and Paulk Supply Company, was introduced to...

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