Prosales articles from February 2004

Prosales archives from February 2004

Face value: position your own company in the market before others do it for you.(Editor's Notes)
February 1, 2004... Remember when you were a kid stuck in the backseat of the car on long drives? If so you probably also recall playing "count the license plates," looking for cars from different states to combat the boredom endured on road trips before built-in...

Encore performance: anticipating another stellar year in 2004, pro dealers, are expanding their construction and installation services with gusto.(Pro Watch)
February 1, 2004... When home building activity climbed to its highest level in more than 17 years in October, 2003, building permits during that month also hit high notes that have not been heard since 1984. At the same time, economists expressed confidence that...

Lead time: for dealers looking to expand in the cabinet market, short-cycle delivery is critical.(Pro Watch)
February 1, 2004... It wasn't an accident that Colonial Heights, Va.-based Roper Bros. Lumber wound up hosting its annual sales meeting at a Timberlake cabinet plant in Winchester, Va. "We've grown into kitchens over the last three years through intent," says...

Speak up: head to NLBMDA's annual legislative conference and get your voice heard.(Pro Watch)
February 1, 2004... Next month hundreds of dealers from around the country will meet with representatives of Congress to get the industry's issues and concerns heard by those who matter most. On Sunday, March 21 through Tuesday, March 23, the NLBMDA will host...

Fake outs: counterfeit tools are showing up on U.S. jobsites.(Pro Watch)
February 1, 2004... Think that bargain-priced drill you're holding is the real deal? You may want to look again. On November 13, the Power Tool Institute (PTI) issued a warning that tool counterfeiting--a practice that began in Europe. is now starting to...

Stanley sells door business; acquires CST/Berger.(Yard Notables)
February 1, 2004... The Stanley Works has reached a definitive agreement to sell its $180 million residential entry door business to Mississauga, Ontario-based Masonite International Corp. "Our Tools and Security Solutions groups are our growth vehicles," said...

Builderscale.(Editor's Product Pick)
February 1, 2004... An extra set of measurement markings turns a basic tape measure into a nifty two-in-one tool. The PlanReader tape measure provides two print scales on its blade that indicate standard inch markings along one edge and the correlating architect's...

Reeb Millwork buys distributor.(Yard Notables)
February 1, 2004... Reeb Millwork Corp. announced in December that is has acquired Delmarva Sash & Door Co. of Maryland. Delmarva, founded in 1942 and based in Barclay, Md., distributes doors and door units from Therma-Tru, Jeld-Wen, and Morgan in Maryland,...

Save the date.(Pro Watch)(Calendar)
February 1, 2004... * Mountain States Lumber & Building Material Dealers Association Products Expo & Building Materials Buying Show / March 4-5 / Denver Merchandise Mart, Denver. Contact: 303.793.0859; www.mslbmda.org * NLBMDA Legislative Conference / March 21-23...

Spruce unveils new leaders and products.(Yard Notables)
February 1, 2004... During its 18th annual User Conference November 17 through 18 in Latham, N.Y., Spruce Computer Systems, a Latham-based provider of software for LBM dealers, introduced its new leadership. The company's new president, Rob Fitzpatrick, has served...

WBMA elects president, recognizes members.(Yard Notables)
February 1, 2004... During its 100th Annual Convention and Building Products Showcase in November in Seattle, the Western Building Material Association elected Jeff Swan as 2004 president. Swan is the owner of Evergreen Lumber in Port Orchard, Wash., where he...

Your value proposition: pro dealers need to stop the downward spiral of providing customers with more services for less and focus on improving their value proposition.(NLBMDA Briefings)
February 1, 2004... While many pro dealers have worked very hard in recent years to enhance the value they provide to customers, they often don't end up receiving quid pro quo for the effort. As a result, far too many LBM suppliers are now faced with an eroding...

In other words: some expert advice on employee performance testing--straight from the source.(New Dimensions)
February 1, 2004... I could ramble on for pages about the importance of baselines and performance benchmarking, but I won't. Instead, I'd like to introduce you to an individual who can shed some light on an important but often overlooked use for benchmarking:...

Tight measures: sometimes when you give an inch the customer tries to take a mile.(Firing Line)
February 1, 2004... "We're this close to making a deal," Barry said, holding his hands about an inch apart. "I'm just not happy with the kitchen cabinets." It had taken us about six months to get to that inch away from closing a nice sale on trim and millwork...

Safe keeping: we need to develop the will to completely eliminate workplace accidents.(Dispatch)
February 1, 2004... As industry leaders, we have a responsibility to create a safe work environment, and the way that we uphold that duty will significantly affect our employees' quality of life. When it comes to protecting the health and wellbeing of our...

Formula for success: to become a sales leader you must be able to calculate what activity is required to achieve you goals.(Sell Sheet)
February 1, 2004... If you have experienced fear or anxiety regarding your sales performance, take heart: A systematic approach to goal setting will alleviate the pressure while ultimately improving your sales results. The key to success begins when you accept an...

Wired for service: Interstate Lumber and Mill Corp. is plugging in for better customer service with a new online account information and e-commerce system.(Perspectives)
February 1, 2004... For many dealers, the buzz surrounding the Interact and e-commerce has been muffled lately by the mar of other new business initiatives, from installed sales to construction services to manufacturing operations. However, many experts believe...

Developing corporate culture.
February 1, 2004... Recognized for creating a corporate culture that develops outstanding people and sets a national standard for human resources excellence, Ward Lumber and Dixie Lumber Co. were named the NLBMDA's 2003 Excellence in Human Resources Award winners...

Niche strategies: just like builders, local, regional, and national pro dealer competitors can coexist and grab a piece of the residential construction pie by tapping the strengths of their distinct business models.
February 1, 2004... The era of being all things to all customers clearly is over. Big boxes have stolen most of the consumer dollar, national pros are courting the production builders, regional dealers are super-servicing the general contractors and custom guys,...

Brand identity: effective marketing and public relations plans focus on building and communicating a brand to sustain pro sales and even attract retail customers.(Market Matters)
February 1, 2004... Marc Schneider never intended to have his voice recognized at cocktail parties or be interviewed by the local paper as a quasi-celebrity. He was surprised when asked by the school board to speak on behalf of an upcoming levy, and he certainly...

Rising tide: waterproofing membranes help manage underground moisture and protect foundations.(Product Monitor)
February 1, 2004... As the push to control moisture intrusion continues, it's important to remember that what's under the house is just as important as the house-wrap and the window flashing. Basements are prone to dampness, mustiness, and mold growth due to...

Decked out.(Product Monitor)
February 1, 2004... Composite decking manufacturers continue to expand design possibilities by offering new and more-sophisticated decking components. Kroy Building Products' Timberlast Fair Bluff Designer Series composite railings have a polymer capstock...

Metabo.(Product monitor: hot finds)
February 1, 2004... A rubber-coated top deadens vibration on the Sr356 1/3-sheet orbital finishing sander, and a two-position side handle provides increased control. The sander fits into corners or against vertical sidepieces. The Sr356 features a quick-action...

Lenox.(Product monitor: hot finds)
February 1, 2004... Lenox Edge utility knife blades have a patent-pending bi-metal construction, combining flexible spring steel and a Matrix high-speed steel edge with a honed edge angle, allowing for durability and shatter resistance. The maker says the edge...

Simpson Strong-Tie.(Product monitor: hot finds)
February 1, 2004... New stud plate ties can be used as plate-to-stud and top-plate-to-stud connections, providing increased flexibility, the maker says. The double stud plate design (Model DSP) can be installed on either or both sides of the wall. The single-stud...

Hilti.(Snap to It)
February 1, 2004... The Hilti SD 2500 Screwdriver fea-tures a unique snap-on connection that allows the user to convert from a hand-held to a stand-up screwdriving system using the maker's SME Extension and also to change from single to collated screws using the...

Makita.(Product monitor: hot finds)
February 1, 2004... The HP2070F 3/4-inch hammerdrill features an 8.2-amp motor and weighs 5.3 pounds, delivering a 1.55 power-to-weight ratio. Built-in indicator lights warn of overheating, and a 360-degree-swivel side handle with depth gauge provides greater...

Family values: pro dealers aren't the only ones passing the business to the next generation. Your customer's sons and daughters may already be lining up to make a few purchases of their own.(View from: remodeling)
February 1, 2004... When you visit a lot of lumberyards, you develop an appreciation for old family photographs. Whether proudly hung in the lobby, a conference room, or the president's office, most family-owned pro dealers have an affinity for the grainy black...