Prosales articles from December 2003

Prosales archives from December 2003

Opportunity knocks: whether you're looking to buy or sell a business, the market is hot.(Editor's Notes)
December 1, 2003... Right now the stars definitely are aligned for residential construction. Business is booming, interest rates are low, and construction spending is at an all-time high. It's a robust market by all accounts--and in the construction supply...

On the ball: selling is not a spectator sport--it requires action.(New Dimensions)
December 1, 2003... Dictionary.com defines selling in part as "The exchange of goods for an agreed sum of money. To transfer to another for an equivalent; to give up for a valuable consideration; to dispose of in return for something, especially for money." This...

New kid on the block: startups are worth a chance if they once worked for dependable customers.(Firing Line)
December 1, 2003... Robert's credit application looked a little on the thin side. He had a credit card and a loan on his truck that currently was up to date, but he had only been in business for about 12 days. He was asking for a $25,000 line of credit. I may as...

We deliver: hot coffee in hand, Pennsylvania contractors are warming up to John H. Myers & Son's special brand of jobsite delivery.(Pro Watch)
December 1, 2003... Dwayne Forbes, a builder for Home-Way Construction in Thomasville, Pa., is scanning the streets near one of his jobsites for any sign of the van from York, Pa.-based pro dealer John H. Myers & Son. It's a little bit after 8 a.m. and his framing...

The main event: IBS product preview.(Pro Watch)
December 1, 2003... The new year signifies more than just "Auld Lang Syne" and resolutions--it also means that the International Builders' Show (IBS) is only a few weeks away. The 2004 show returns to Las Vegas January 19 through 22 for a week of new products,...

NLBMDA presents HR awards.(Yard Notables)
December 1, 2003... Ward Lumber and Dixie Lumber Co. have received the NLBMDA's 2003 Award for Excellence in Human Resources. Announced at the NLBMDA 2003 Industry summit in October, the awards recognize building materials dealers "that have created a corporate...

Builders FirstSource acquires Davidson, Adams, Bond.(Yard Notables)
December 1, 2003... During early October, Dallas-based Builders FirstSource (BFS) made two acquisitions: Davidson Lumber Co. and Space Concepts on October 7 and Adams Building Supply on October 13. Indianapolis-based Davidson Industries and Davidson-owned...

Georgia-Pacific may sell distribution division.(Yard Notables)
December 1, 2003... Georgia-Pacific (G-P), the nation's largest building products distributor, announced that it is exploring strategic alternatives for its building products distribution business, including a potential sale. G-P's (www.gp.com) building products...

BMHC enters Mid-Atlantic joint venture.(Yard Notables)
December 1, 2003... BMC Construction, a subsidiary of Building Materials Holding Corp. (BMHC), is partnering with ANM Carpentry of Stafford, Va., to establish WBC-Mid Atlantic, LLC, a joint venture construction business that will serve high-volume production...

Lumbermens acquires Olympic.(Yard Notables)
December 1, 2003... Olympia, Wash.-based Lumbermens has acquired Olympic Lumber in Sequim, Wash. A full-service lumberyard serving pro builders, Olympic began operating as Lumbermens on October 13. According to Lumbermens president M. David Dittmer, the...

CCITRIAD becomes Activant Solutions.(Yard Notables)
December 1, 2003... CCITRIAD, the Austin, Texas-based provider of business management solutions for specialty wholesale, retail, and manufacturing companies, announced on October 9 that it is changing its name to Activant Solutions. According to the company, the...

Do it Best named innovative IT user.(Yard Notables)
December 1, 2003... Do it Best, the Fort Wayne, Ind.-based hardware and LBM co-op, was named one of the 500 most innovative users of information technology (IT) by Information Week magazine. Do it Best ranked No. 159 on the list this year, up from No. 316 last...

Lee Lumber opens yard.(Yard Notables)
December 1, 2003... Lee Lumber & Building Material Corp. opened a showroom in Oakbrook Terrace, Ill, on October 3. Lee Lumber's Spaces and Views is the company's fifth location and its largest showroom. It will feature windows and doors, cabinetry, and custom...

Kuiken Bros. acquires Elmwood Supply.(Yard Notables)
December 1, 2003... Fair Lawn, N.J.-based Kuiken Bros. Co. announced on September 5 that it has acquired Elmwood Supply Co. in Garfield, N.J. Elmwood is a specialty supplier of interior products such as drywall, steel studs, and commercial ceiling tiles and grids,...

Cashing out: the market for selling lumberyards has picked up, and creative deals abound as some dealers look to tap the benefits that new owners can offer while others hunt for exit strategies.(Cover Story)
December 1, 2003... During the early decades of the 20th century, Cranmer Lumber sold commodities that arrived by boat onto Long Beach Island, a vacation community off the coast of southern New Jersey. But this small lumberyard's ship really came in this past...

A cut above: with new leadership, a revitalized employee Corps, and a commitment to fiscal discipline, Orco Construction Supply is unleashing new potential.(Profile)
December 1, 2003... "I'm not interested in satisfied customers," says Bill Kern, newly minted president and CEO of Livermore, Calif.-based Orco Construction Supply. "I'm interested in absolutely drop-dead delighted customers that can't stop talking about you....

Above average: offering distinctive services that run the gamut from just-in-time delivery to educational programs to financing can help you become a trusted consultant and problem solver in the eyes of contractors.(How To Sell Value-Added Services)
December 1, 2003... William Plant and Dorian Benn are so dedicated to providing pro customers with high-quality services that they opened a business exclusively for that purpose. Building Products Plus (BPP) in Houston doesn't sell anything, per se; rather, the...

The natural alternative: tips for selling wood siding in markets that favor man-made materials.(Product Info)
December 1, 2003... While natural wood siding has long been a favorite of builders homeowners in some regions, it's facing a decline nationwide. A recent NAHB Research Center study shows the overall market for wood siding (shakes, shingles, and clapboard styles in...

New softy.(New Products)
December 1, 2003... CertainTeed's SoftTouch fiberglass insulation provides increased installer comfort and ease of handling, due to an improved manufacturing process that produces a softer, less abrasive product, the company says. Stapling flanges on Kraft...

Mix it up.(New Products)
December 1, 2003... ConProTec's hand-held MIXPAC S-50 System dispenses two-component adhesives from manually operated dispensers from the maker and from DTIC Dispensing Technologies. Thicker materials can be dispensed safely, says the maker, at a high flow rate....

Mirror image.(New Products)
December 1, 2003... The new Decorative Collection of Mirror Doors from Stanley Door Systems is designed to act as part of a home's decor with four embellished styles: Silver Leaf, Brushstroke, Ornamental Wood, and Floral Leaf. All styles feature 3-inch-wide frames...

Power plays.(Product Info)
December 1, 2003... Power tool manufacturers have been busy improving their designs r increased power, durability, and user comfort. Here are some of the latest introductions. Ridgid has introduced its first-ever line of handheld corded and cordless power...

Lock down: pro dealers can add value by providing on-site security.(View From Remodeling)
December 1, 2003... During a recent townhouse build-out down the street from my house, some local high school geniuses staked claim to the construction site, loitering after school and on the weekends to smoke cigarettes and pass around a can of beer away from the...