Prosales articles from February 2003

Prosales archives from February 2003

Reality check. (Editor's Notes).
February 1, 2003... In an ideal world, all of your customers would pay their bills on time, I-need-it-now delivery crises would not exist, and offering value-added services always would hammer down more business than the cheapest deals in town. Now get real. ...

Strength training: do you have a program to develop the intellectual muscle of young employees? (New Dimensions).
February 1, 2003... A comment that I recently overheard at the PROSALES Executive Summit in November reminded me of a simple fact facing our industry today. As one of the speakers at the conference summed it up: "There aren't too many people in this room on the...

The deal: even if the customer is incognito, your service should not be disguised. (Firing Line).
February 1, 2003... I'm a contractor, and I expect trade pricing." These were the first words out of Jeb's mouth when I approached him as he toured our showroom. So you're a contractor. Never mind that you don't have a business card or that you brushed off my...

Virtual highway: put your company into information overdrive with a Web site that meets your customers' needs. (Tech Trends).
February 1, 2003... One of the keys to a successful distribution operation is to have a great location. Today, that means not only having a strategically positioned yard, but a virtual headquarters as well. The reasons are simple. First, anyone who has access to...

History lessons: renovation work can be time consuming and technical, but for those who learn how to do it right it also can seal high-margin deals. (Perspectives).
February 1, 2003... Custom restoration projects can take up huge amounts of time. Done correctly, though, they can transform a customer into a client for life, establish a dealer's reputation as a custom solutions provider, and offer a source of high-margin...

Designing business: partnering with architects, particularly at the high-end custom home level, can act as a catalyst for adding supply chain value and increasing high-margin sales. (ProWatch).
February 1, 2003... They're the "bread-and-butter" accounts for many pro dealers across the country. Offering consistently higher margins and a thirst for the value-added services that progressive dealers pride themselves on, custom home builders consistently rank...

Peachtree renews dealer focus. (Yard Notables).
February 1, 2003... Peachtree Doors and Windows recently announced it is beefing up its product lines and marketing efforts in a renewed commitment to dealers and distributors on a national level. The manufacturer, now under new ownership, describes a rededicated...

Carter Lumber celebrates 70 years. (Yard Notables).
February 1, 2003... Carter Lumber, a 240-unit dealer based in Kent, Ohio, celebrated its 70th anniversary at the end of 2002. Founded by W.E. Carter and a partner as Carter-Jones Lumber Co., the company opened its doors in 1932 with a yard on Case Avenue in Akron,...

ABC acquires 29 distribution centers. (Yard Notables).
February 1, 2003... On November 27, ABC Supply, a wholesale distributor of roofing and siding, announced an agreement to purchase 29 Cameron Ashley Building Products distribution centers. The acquired distribution centers of roofing, siding, and other exterior...

Mold study calls for sponsors. (Yard Notables).
February 1, 2003... As the topic of mold continues to heat up, the Louisiana Forest Products Laboratory is one of many organizations hoping to help the industry find solutions. The organization will be conducting an industry-wide study entitled "Home Builder,...

Personnel changes at builders FirstSource. (Yard Notables).
February 1, 2003... Builders FirstSource has promoted Dan Carver, previously corporate purchasing manager for building materials and millwork, to vice president of purchasing. He replaces John Gunn. Carver, who will be responsible for all of the company's...

Wheeler's buys general supply. (Yard Notables).
February 1, 2003... Wheeler's has purchased General Supply Co. in Marietta, Ga., from Gary Wigington. The store has been closed and its customers are being served by Wheeler's other Atlanta stores. Wigington has joined the Wheeler's staff as north metro regional...

Pacific Coast Building Products acquires Winroc assets. (Yard Notables).
February 1, 2003... On November 18, 2002, Pacific Coast Building Products (www.paccoast. com) acquired certain assets of Winroc Corp's Sparks, Nev., location, including distribution equipment and leased space. The assets will become part of the company's...

Balancing act: the days of out-of-sight, out-of-mind inventory control are over. To survive, today's dealers need to juggle the goods in the larger context of overall financial performance.
February 1, 2003... In the "good ol' days," inventory management tended to be a fairly casual business affair. "We thought about [inventory] turns [multiplied by] gross margin, and that kind of gave us a number," one dealer explains. "What we really did was walk...

Here to stay: Garris Evans lumber moves into a permanent location in Wilson, N.C., and sets its sights on doubled sales and no. 1 status in the growing market. (Profile).
February 1, 2003... Sandwiched between the Raleigh metro area and North Carolina coastal developments, Wilson, N.C., is as close to Main Street America as you're likely to get. The town of 42,000, nestled just off of I-95, boasts a strong industrial base, one of...

Custom job: as dealers position component operations to service contractors with more diversified and detailed home designs, the business is getting more complicated--and more profitable. (How To Sell Components).
February 1, 2003... When dealers manufacture roof trusses or factory-built framing components to complement their core lumber and building materials businesses, the general rule of thumb for success has been to punch out the same trusses or panels over and over...

Cut to fit: component saws are getting a productivity boost from computer automation. (Product Info).
February 1, 2003... In the manufacturing business, component saws are a production staple that, like much of the industry, is getting a boost from modern technology. And while the machinery itself hasn't changed all that much from the very first models...

Hold tight. (New Products).
February 1, 2003... Designed to bond PVC to PVC, Azek Adhesive cellular PVC cement is stronger than the PVC alone, says the maker, so joints will not open and trim pieces will maintain a finished look. The product sets in about 5 minutes and reaches full bonding...

Wet walls. (New Products).
February 1, 2003... Sterling's Ensemble shower receptors and wall surrounds are made from Vikrell and are manufactured in four light weight modular pieces that provide a seamless and water-tight system that does not need caulk. The receptors are offered in 36-,...

Lean and mean. (New Products).
February 1, 2003... Bosch Brute Tough cordless drill/drivers feature 1/2-inch chucks for continuous heavy use in high-torque drilling applications, steel-reinforced collars, and overload protection, including increased fan efficiency and improved brush quality....

Fitting in: windows with traditional details and concealed jamb liners lend a more authentic old-fashioned appearance to historical homes. (Product Info).
February 1, 2003... Restoring a home's windows raises any concerns and considerations for remodelers. Homeowners want lower maintenance, smooth operation, and energy efficiency, but they also want to maintain a cohesive interior and exterior style. On top of that,...

Gap-free. (New Products).
February 1, 2003... Simpson Strong-Tie's model IUS hanger allows contractors to attach subfloors flush to headers and to reduce gaps, bumps, and squeaks in I-joist construction. Funnel flanges guide the joist into place in the hanger, where a starburst in the seat...

All in the family. (New Products).
February 1, 2003... HAI Omni Family controllers and mounting plates can be installed in several structured wiring enclosures, including Leviton, OnQ. UStec, Siemon, and "open house"--type enclosures. Products on mounting plates for structured wiring enclosures...

Take a punch. (New Products).
February 1, 2003... Simonton's StormBreaker Plus impact-resistant windows and patio doors are formed with a piece of polyvinyl butyral (PVB) plastic interlayer sandwiched between two pieces of double-strength glass. The StormBreaker line is available in...

Matched set. (Product Info).
February 1, 2003... Composite and vinyl decks offer durability, low maintenance, and many aesthetic benefits, such as non-fading colors, and more and more homeowners and builders are taking notice. As the popularity of this product category continues to grow,...

Big cats: as large production builders prowl for growth opportunities, dealers must learn to supply their increasing volume needs without sacrificing smaller customers. (View from big builder).
February 1, 2003... When it comes to home building, 2003 might as well be dubbed the year of the tiger, according to BIG BUILDER magazine. "The industry's dozen largest players are expected to produce more, more, more" says Roberta Maynard in the opening editorial...