Prosales articles from April 2005

Prosales archives from April 2005

Land a big one with OSI Pro-Series.(SPECIAL ADVERTISING SECTION)(Advertisement)
April 1, 2005... In an inspired marketing decision, a little fun has been added to the OSI Pro-Series brand, and they're bringing their contractor and builder customers along for the ride. The Cleveland-based OSI Pro-Series Caulks, Sealants and Adhesives team...

High gear: supporting transportation improvement initiative should be one of your top priorities.(Editor's Notes)
April 1, 2005... For the past two years, April has marked the month in which we have published an exclusive study looking at how builders choose and evaluate their suppliers. It's interesting to note that both of these surveys, the Builder Revolution (2003) and...

Custom-home components.(Returns)(Letter to the Editor)
April 1, 2005... I was reading January's article "Component Craze" (page 79). My market is a high-end custom home market with growing large production builders moving into the area. We have focused our attention on the custom homes, which are still very strong,...

Deck expansion.(Returns)(Letter to the Editor)
April 1, 2005... I appreciate the article "Decked Out" (February, page 84), but it is the same old composite. I think everyone is tired of the confusion created by composites. How about talking about a product that is stronger and outperforms composites? Veka...

Installed expertise.(Returns)(Letter to the Editor)
April 1, 2005... I have become a regular reader of Mike Butts' "New Dimensions" articles on installed sales. Thank you, Mike, for passing on this knowledge of the installed sales business to not only your UBC stores (I hope employees are required to give it a...

Calendar.(Returns)(Calendar)
April 1, 2005... Kentucky Lumber and Building Material Dealers Association 100th Annual Convention & Product Expo / April 28-29 / Belterra, Ind. / Contact: 800.844.17743 www.klbmda.org... Hanley Wood's JLC Live / May 3-6 / Anaheim, Calif. / Contact:...

Keeping tabs: to remain successful serving big builders, dealers need to stay on top of trends that may cause sudden market shifts.(ProWatch)
April 1, 2005... When the Department of Commerce reported that housing starts in January rose to their highest annualized rate in 21 years, those estimates provided more ammunition to builders and industry watchers who are steadfast in their conviction that...

Production minded: pro dealer turnkey construction activity heats up in Chicago as BMHC enters the market alongside Seigle's Michael Nicholas Carpentry.(ProWatch)
April 1, 2005... San Francisco-based Building Materials Holding Corp. (BMHC) bolstered its already strong BMC Construction division with the Jan. 27 acquisition of a 51 percent interest in RCI Construction, a new firm formed in partnership with Residential...

Stock market debut: pro supplier action on the stock market heats up as Builders FirstSource plans an initial public offering that would put the pro dealer on the board alongside BMHC, Wolseley, and BlueLinx.(ProWatch)
April 1, 2005... After testing the private equity markets last fall, Dallas-based Builders FirstSource (BFS) announced Jan. 18 that it is preparing for an initial public offering (IPO) of its common stock, expected to be completed by the end of June. "We filed...

Board of education: focused on developing bilingual, standardized instructions for contractors and promoting full supply chain educational support, Simpson Strong-Tie receives first NAHB certification for contractor training materials.(ProWatch)
April 1, 2005... To fully appreciate the need for contractor training in the residential construction industry, it sometimes requires some thinking outside the box. Take Dublin, Calif.-based Simpson Strong-Tie, which this January was the first company in what...

Exceptions to the rules: how dealers are successfully managing inventory and distribution for special-order programs.(ProWatch)
April 1, 2005... Finding the handcrafted fireplace door or $2,000 glass bath lav their customers crave is no big deal for many pro dealers' purchasing departments that, out of competitive necessity, have become adroit at locating special orders. But the real...

Promotions within The Wolf Organization.(Yard Notables)
April 1, 2005... York, Pa.-based The Wolf Organization announced Jan. 20 new presidents within two of its divisions. The company promoted Geoff Brown to president of The Lumber Yard, a $170 million, 18-location pro dealer with operations in five states....

G.W. Smith celebrates 100 years.(Yard Notables)
April 1, 2005... G.W. Smith Lumber is celebrating 100 years in 2005. The Lexington, N.C.-based LBM dealer was founded in 1905 by Griff W. Smith and has been passed on through four generations. In its early years, the company manufactured lumber and...

Record numbers attend Builders' Show; Wilson elected NAHB president.(Yard Notables)
April 1, 2005... The NAHB began 2005 with record-breaking numbers. The annual International Builders' Show (IBS), Jan. 13-16 in Orlando, Fla., commanded the second-largest convention center in the country with attendance reaching close to 105,000, the largest...

Pella.(Editor's Product Pick)
April 1, 2005... Pella Designer Series sliding and hinged patio doors, as well as windows and transoms, feature a hinged glass panel that swings open to allow homeowners to change the integrated between-the-glass blinds and shades. The blinds and cellular...

Enterprise to continue Bill Darling seminars.(Yard Notables)
April 1, 2005... Enterprise Computer Systems announced that it has licensed the rights to Bill Darling's estimating seminars and will offer them through the company's Professional Estimating Department. Darling, who passed away last year, was a popular...

ProSales honors 2004 Excellence Awards winners.(Yard Notables)
April 1, 2005... ProSales honored the five winners and five honorable mention recipients of the 2004 Excellence Awards on Jan. 14 at a special breakfast during the International Builders' Show in Orlando, Fla. All of the winners were present for the...

Shelter Systems opens plant.(Yard Notables)
April 1, 2005... Westminster, Md.-based component manufacturer Shelter Systems opened a 131,000-square-foot state-of-the-art component manufacturing facility in February. The facility includes nine roof truss stations and four floor tress stations, a...

O'Hara appointed president of LDAC.(Yard Notables)
April 1, 2005... Aileen O'Hara was appointed president of the Lumber Dealers Association of Connecticut, the first female president in the association's 113-year history. O'Hara is president of Northwest Lumber (www.nwlumber.com), in Cornwall Bridge,...

The Northeastern Retail Lumber Association.
April 1, 2005... The Northeastern Retail Lumber Association reported that it was awarded two 2004 awards from the Empire State Society of Association Executives. Rensselaer, N.Y.-based NRLA received the Association Excellence in Publications award for The...

Emery-Waterhouse.
April 1, 2005... Portland, Maine -- based hardlines distributor Emery-Waterhouse awarded its President's Award to AI D'Ambrosio, an 18-year company veteran. Presented at Emery's Marketplace 2005 in January, the award is awarded annually to the company's top...

Ace Hardware.
April 1, 2005... Oak Brook, III. -- based co-op Ace Hardware announced its second consecutive year of record net earnings: $101.9 million or] consolidated wholesale sales of $3.289 billion in 2004.

Universal Forest Products.
April 1, 2005... Grand Rapids, Mich. -- based manufacturer and distributor Universal Forest Products has been ranked for the sixth time by Forbes in the magazine's annual Platinum 400 listing of "America's Best Big Companies." The list's rankings measure...

Truss Plate Institute.
April 1, 2005... Michael A. Cassidy was named executive director of Washington, D.C. based Truss Plate Institute. He previously served as director of technical programs & services at Alexandria, Va.-based Construction Specifications Institute.

Huttig Building Products.
April 1, 2005... St. Louis -- based Huttig Building Products was awarded with a 2004 Greater St. Louis Top 50 Company award, which highlights local employment, enhancement of the community, revenue, acquisitions, and expansion excellence.

Whirlpool Corp.
April 1, 2005... Whirlpool Corp. has been named an Energy Star Partner of the Year by the EPA and the Department of Energy. The Benton Harbor, Mich. -- based home appliance manufacturer was recognized for its contributions to making and promoting energy...

CertainTeed Corp.
April 1, 2005... Valley Forge, Pa. -- based CertainTeed Corp. is the first roofing manufacturer to offer comprehensive insurance to roofing contractors, the company says. The manufacturer is working with Norman Spencer McKernan to make competitively priced...

Combilift.
April 1, 2005... Multi-directional lift truck manufacturer Combilift has brought its C5000 compact truck to the U.S. market. Manufactured in Ireland, the unit has a capacity of 5,000 pounds, can operate in aisles and drive through doorways as narrow as 75...

Chicago-based gypsum wallboard manufacturer USG announced that it has partnered with Scandinavian wallboard recycling firm Gypsum Recycling International.
April 1, 2005... Chicago -- based gypsum wallboard manufacturer USG announced that it has partnered with Scandinavian wallboard recycling firm Gypsum Recycling International. Gypsum Recycling International will collect gypsum wallboard scrap from commercial...

ODL.
April 1, 2005... Zeeland, Mich.-based decorative door glass manufacturer ODL has begun construction of a new manufacturing facility in Zeeland. The project includes demolition of an old plant and construction of a new 107,203-square-foot plant with offices and...

Are you selling the next asbestos? Join NLBMDA's Advocacy Network to protect your business.(NLBMDA Briefings)
April 1, 2005... The reelection of President Bush and increased pro-business majorities in both chambers of Congress have the business community expecting great things from the 109th Congress. The president has laid out an ambitious second-term agenda,...

Dealers farming for green: NLBMDA works to ensure dealers are an integral part of green building initiative planning.(NLBMDA Briefings)
April 1, 2005... Back when I was an Agriculture and Animal Science student in college, the hot topics were organically grown crops and naturally raised livestock. The term "organic" was loosely defined as grown without pesticides, herbicides, or petroleum-based...

NLBMDA investigates builder contracts.(NLBMDA Briefings)
April 1, 2005... After several discussions and meetings with dealers, it is clear that there is a growing concern about emerging trends in contracts between builders and dealers, including indemnity provisions, additional insured clauses, and warranties that...

Announcing NLBMDA's safety awards program.(NLBMDA Briefings)
April 1, 2005... NLBMDA is proud to announce its first safety awards program. The awards promote safe practices, recognize the safety achievements of dealers, and encourage continued safety improvements throughout the industry. Award winners will be recognized...

Urban myths: tall tales of installed sales still run rampant on both sides of the counter.(New Dimensions)
April 1, 2005... "I don't use any installed in my business." Ever hear that comment? "I don't want to compete with my customers." Ever say that one? Even now, as installed sales continues to grow rapidly around the country, urban myths and...

Stock marketing: is your inventory telling customers what you want them to hear?(Firing Line)
April 1, 2005... "Watch him," Fred, the hardware manager whispered. "He's going right down the tool aisle." Fred, Matt (the store manager), and I were huddled in Fred's office, peeking out the window that overlooked the store to spy on a customer. ...

Improving the odds: component manufacturers that integrate their business models and embrace whole--building concepts will have the best chance of winning more business as the industry evolves.(Dispatch)
April 1, 2005... For the last year, the components manufacturing industry has been in "heads-up" mode because the way we do business is rapidly changing. There is an important trend taking place revolving around integrating our industry's truss design work into...

The price is right: help your salespeople overcome the pressures of price objections by teaching them the fundamentals of your finances.(Sell Sheet)
April 1, 2005... Of all the challenges salespeople face in our industry, none is more pervasive than the "price objection." The true challenge lies not in the objection itself, but rather in the expectation that salespeople should always be able to do something...

Supporting roles: an exclusive ProSales study reveals that pro suppliers and product manufacturers are forming high-level partnerships to embrace full supply chain services and symbiotic business growth.(Cover Story)
April 1, 2005... Value-added customer service. Pro dealers and distributors pride themselves on it--from training and quick problem resolution to availability of product and accurate deliveries to strategic branding and market penetration. And it's exactly what...

Integrity celebrates its red diamond achievers.(SPECIAL ADVERTISING SECTION)(Advertisement)
April 1, 2005... Lyon & Billard Lumber Co. has been in business over 150 years. Still family-owned and operated, Lyon & Billard now have six locations across the state of Connecticut. Its unique flagship showroom is a 1,000 sq. ft. house that is built inside an...

Blazing technology trails: Williams Bros. Lumber and Standale Lumber are staking out leadership positions with key IT platforms focused on improving customer service, streamlining operations, and boosting the bottom line.(ProFile)
April 1, 2005... Business improvements through the use of technology require that a small group of pioneers get out in front and begin using a technology to determine--and exploit--its true potential. Those that follow learn from the successes, and mistakes, of...

Sub culture: specialty contractors are doing more of the work, but their influence over product selection and purchasing depends on the trade and the market.(Market Matters)
April 1, 2005... There's little debate within the housing industry that trade and specialty contractors are increasingly responsible for the actual work done on jobsites. While custom builders and remodelers rely on subcontractors to supplement their...

Moving up: synthetic roofing materials provide a lightweight, low-maintenance alternative: synthetic roofing replicates the appearance of natural wood or slate roof, but offers easier installation, longer life, and longer warranties, manufacturers say.(Product Monitor)
April 1, 2005... The high-end look of premium roofing materials such as wood shake and slate shingle is popular among custom home buyers and owners. However, there is a growing interest in low-maintenance building products even from the high end of the market,...

Wall to wall: some of the newest gypsum panels, as well as wallboard finishing products and accessories, are designed for easy application and improved performance.(Product Monitor)
April 1, 2005... A variety of new gypsum wallboard, finishing products, and accessories are designed for easier installation and better performance. Here are some of the latest introductions. Lafarge North America's new Rapid Deco L5 Level 5 skim-coated...

Simpson Door.(Hot Finds: Interior & Entry Doors)
April 1, 2005... A Simpson Door Mahogany Collection entry doors feature three designs: decorative glass, French, and panel. All are constructed of genuine mahogany with natural color variations and are available with matching sidelights. The doors are 1 3/4...

Speed demons: even when business is moving at breakneck speed, fast companies find the time to implement new ideas, refresh facilities and services, and turn good insights into great business strategies.(Viewpoint)
April 1, 2005... With contractors large and small continuing to build at record levels, pro construction suppliers are in the midst of another busy sales year in 2005. For most lumberyards and distributors, the last several years have been fast--rapid sales...