Prosales articles from August 2002

Prosales archives from August 2002

Share the news: it's important to promote your company's achievements and milestones to both employees and industry peers. (Editor's Notes).
August 1, 2002... I imagine that your organization is similar to Hanley-Wood, LLC, the parent company of PROSALES. There is a sense of community and belonging and an atmosphere of constant change. There are accomplishments and milestones, as well as challenges....

A better bargain: train your reps to sell information and service, not the lowest price on the block. (New Dimensions).
August 1, 2002... Let's assume you've completed the first three steps required to establish a successful training program: developing a strategic plan; putting an action plan into place; and implementing a multidimensional approach to educating all employees....

Tricky business: when it comes to making timely, accurate deliveries, even when you're right, you still can be wrong. (Firing Line).
August 1, 2002... "You better get over here quick, your driver just dumped the lumber in the wrong spot and it's a big problem," barked one of our largest builder customers. "What happened?" "The bonehead dropped the load on top of the in-ground...

Fond farewells: retiring after nearly 30 years at Do it Best, former president and CEO Mike McClelland offers some thoughts on the past, present, and future of the co-op landscape. (ProWatch).
August 1, 2002... Mike McClelland officially retired from Ft. Wayne, Ind.-based Do it Best Corp. on Aug. 1, after 28 years with the co-op and a decade serving as its president and CEO. Under his leadership, Do it Best doubled its volume to more than $2.2 billion...

Consider the alternative: with an EPA on CCA-treated lumber, what's your alternative? (ProWatch).
August 1, 2002... For as long as most of us can remember, CCA-treated wood has been the staple for building decks and other structures exposed to the elements. But on Feb. 12 the EPA announced its decision to ban the use of CCA in most residential applications...

Supply and demand: from manufacturers to pro dealers to builders, roles in the supply channel are evolving rapidly, and getting building materials to jobsites and into homes is becoming an increasingly discerning business. (Cover Story).
August 1, 2002... Will only the strong survive as vendors, dealers, and builders look to abandon price-based competition and search for ways to differentiate their products and services? "You're not in this industry anymore if you want to be...

Masters of change: over the past 154 years, Hancock Lumber's employees and culture have propelled the company from a portable Sawmill to a diversified conglomerate spanning the supply chain from timberlands to installed products. (Profile).
August 1, 2002... Kevin Hancock, president of Hancock Lumber in Casco, Maine, is a living example of his company motto: "Always changing to remain the same." The sixth generation to run the family-owned company, Hancock grew up around the business but never had...

Up up and away: the current construction bubble won't float in the economic atmosphere forever. When it bursts, only the lean dealers will survive.
August 1, 2002... The home construction market has not only held its ground during this recession, it actually has zoomed. The question now is how long the boomtown will last. Home prices have increased between 6 percent and 8 percent nationally for the...

Profit centers: committing to a line of exterior siding--and making it a lucrative investment--requires digging deep to identify and market its true value to contractors. (How To Sell Siding).
August 1, 2002... Of all the exterior finish products he could have stocked at Klinger Lumber, Gary Reed chose vinyl siding for one simple reason: Customers of the Elizabethville, Pa., store demanded it. And after 20 years of dealing with the material, he knows...

ProSales Executive Summit * November 7-9, 2002 The Ritz Carlton Laguna Niguel * Dana Point, CA.
August 1, 2002... The annual PROSALES Leadership Conference--the 2002 Executive Summit--is the only top-level industry event of its kind for residential construction supply, bringing together movers and shakers from the industry's leading dealers nationwide. ...

Level headed: the latest laser levels continue to offer contractors new features, greater accuracy, and more efficiency. (Product Info).
August 1, 2002... Lasers have found their way into our lives in countless ways, from CD-ROMs to supermarket scanners. And just as dealers have come to rely on speedier checkouts, contractors are more dependent on laser levels that save time, measure more...

Act fast. (New Products).
August 1, 2002... Duo-Fast has introduced three new industrial fine wire staplers, designed to provide reliable operation for high-cycle applications, such as panel installation and tight wood assembly. The tools feature a working pressure of 60 to 100 psi, a...

Rustic appeal. (New Products).
August 1, 2002... Craftsman doors from Kolbe & Kolbe ate hand crafted with Douglas fir, knotty alder, or knotty pine, providing a warm, Northwestern style. According to the firm, door stiles and rails are held together with 5/8-inch splined hardwood dowels that...

Grain stain. (New Products).
August 1, 2002... WeatherBoards Stain fiber-cement siding from CertainTeed offers the took of stained wood without the maintenance. The 100 percent acrylic latex stain highlights the siding's deep grain patterns and is guaranteed not to crack, peel, or flake....

Looking up. (Product Info).
August 1, 2002... The next time you visit a model home, crane your neck slightly to catch a glimpse of the ceiling. Though often left white and plain, the so-called "fifth wall" has been gaining more attention lately as manufacturers introduce more decorative...

Life line. (New Products).
August 1, 2002... Designed to reduce the likelihood of hurricane-driven debris penetrating a home's openings, LifeGuard impact-resistant windows from Weather Shield feature KeepSafe Maximum laminated glass, ah upgraded glazing bead, slave lock reinforcement, and...

Next generation. (New Products).
August 1, 2002... The Generations composite decking line from Owens Corning comes in khaki, white. tan, and gray with matching accessories The line also includes low-maintenance fencing and railing. All three lines, which are being rolled out regionally, come...

Lock jaw. (New Products).
August 1, 2002... New from Wolfcraft, Quick-Jaw PowerCam clamps combine more than 1/4-ton of clamping power with an ergonomic lever handle that allows for faster, easier activation. The tool comes in 6- and 12-inch lengths and has a 4-inch clamping throat depth....

Lock down. (Product Info).
August 1, 2002... As more people look to their homes as a safe haven, security has moved to the forefront as a complement to design options. The majority of residential locksets feature Grade 3 and Grade 2 security And while Grade 2 is the highest residential...

Mission possible: cracking the remodeling market requires dedicated jobsite service, product selection, and an open ear to this savvy customer base. (View From Remodeling).
August 1, 2002... When it comes to the professional remodeling contractor, diversification is the name of the game. The industry sector has shed its handyman image of olden days, as remodeling projects now involve increasingly sophisticated design and...