Prosales articles from January 2004

Prosales archives from January 2004

By the numbers.
January 1, 2004... $2.42 Billion Fiscal year sales for Do it Best Corp. in 2003. 1,080 Vendors with no-adder programs. 20 Average years of experience for a Do it Best Corp. lumber trader. 1.77% Do it Best Corp. operating...

Sales drive: transcend the traditional focus on sales volume and identify what makes leading salespeople truly valuable to your company.(Editor's Notes)
January 1, 2004... Few doubt the importance of attracting top sales talent--those reps who embrace and develop partnership-based strategies that grow profits rather than just increase sales, respond quickly when new products hit the market, and master the art of...

Onside players: short-line, specialty distributors of siding say breadth and depth of product and a focus on near-instant delivery and stellar service allow for critical positioning in the market.(Pro Watch)
January 1, 2004... "I've never been sure why the supply chain is split between lumberyards and roofing distributors and siding distributors," says Jeff Kelly, president of Harrison, N.J.-based Myles F. Kelly, a four-unit short-line distributor of siding and...

Tech trends: the software police: you have the right to remain compliant.(Pro Watch)
January 1, 2004... Imagine your company is on television. You're on the show "COPS," not for standard fare like unpaid parking tickets or burglary, but instead you're being dragged out of your yard's front office in cuffs by the software police for IT violations....

Over and out: as the official CCA phase-out begins, the industry continues to tackle new issues.(Pro Watch)
January 1, 2004... On January 1, a new era began in the U.S. lumber industry as the deadline to cease production of CCA-treated wood for residential use passed. The phase-out of CCA, a voluntary move by the Environmental Protection Agency (EPA) and wood treatment...

Defining relationships: at the 10th annual Prosales Executive Summit, LBM industry leaders focused on identifying ways to improve communication and collaboration with builder customers.(Pro Watch)
January 1, 2004... Forget what you've heard about a recession--the overall U.S. construction supply business has been flying above any economic turbulence in the business atmosphere. According to pro dealers and builders alike attending the 10th annual PROSALES...

Simonton names new president.(Yard Notables)
January 1, 2004... Window and door manufacturer Simonton Windows has named Rick E. Keup as president, effective October 1, replacing John Brunett who was promoted to a corporate position at the company's parent company, SBR. Keup has worked for Simonton since...

MSLBMDA appoints new officers.(Yard Notables)
January 1, 2004... The Mountain States Lumber & Building Material Dealers Association unveiled its 2004 officers and directors during its fall conference in Phoenix. Newly elected president John Lindsey of Glenwood Springs, Colo.-based Big John's Lumber Co....

NLBMDA appoints 2004 board.(Yard Notables)
January 1, 2004... During its 2003 Industry Summit in Indian Wells, Calif., the NLBMDA announced its 2004 Board of Directors. The board includes: * William Stewart, chair; Stewart Lumber Co., Brentwood, Tenn. * Sam Dunn, chair elect; Dunn Lumber, Daytona Beach,...

Do it Best awards members.(Yard Notables)
January 1, 2004... Do it Best honored members with purchasing and service awards during the Member & Vendor Purchase Awards Breakfast at the 2003 Do it Best October Market in Indianapolis. Hemmick Hardware of Van Buren, Ind., mad Leo, Ind.-based Leo Builder...

Ferche Millwork.(Editor's Product Pick)
January 1, 2004... Ever seen a contractor pick a crown molding profile to use in a project and then search your shelves in vain for chair raft and base profiles to match d? The Decorator Series of moldings from Ferche Millwork was created as an answer to the...

Save the date.(Pro Watch)(Calendar)
January 1, 2004... * Northeastern Retail Lumber Association Lumber and Building Material Expo '04 / February 5-7 /World Trade Center, Boston. Some 300 exhibitors and 7,000 attendees are expected at the industry's largest regional trade show. Contact:...

Simpson Mfg. exec joins California administration.(Yard Notables)
January 1, 2004... Dublin, Calif.-based building products manufacturer Simpson Mfg. Co. announced the resignation of director Sunne Wright McPeak from the company's board of directors. On November 12, McPeak was appointed by California governor Arnold...

The Home Depot contributes to SoCal reforestation.(Yard Notables)
January 1, 2004... The Home Depot announced that it will contribute $1.2 million to help reforest areas of Southern California that were damaged by wildfires last fall. According to the company, the money will be used to support a long-term effort to replant...

Close look: it's time to evaluate your client base and push customers up the ranks from prospects to partners.(New Dimensions)
January 1, 2004... I am a huge fan of organizational management, or what a very good friend of mine calls "collect mad control,' In other words, collect "all pertinent information on your business mid accounts, mad control the outcome with proper planning and...

Visiting hours: even if they are larger and have more marketing muscle, your best competitors still have some weaknesses.(Firing Line)
January 1, 2004... "Meet me at the showroom at 7:30 tomorrow morning," the boss told me late one afternoon. "I'm bringing some people from Dean Homes around to see the place" Dean Homes was a very large new-home builder in our market. The thought of meeting...

Progressive solutions introduces bisTrack[TM] for building materials distributors & pro-dealers.(Software That Works The Way You Do)
January 1, 2004... Attendees of this year's NBMDA Annual Convention and NAWLA Traders Market were introduced to bisTrack[TM], the hottest new software to hit the building materials industry. "It's modern software we're very happy to work with," reports one...

Grin and bear it: service with a smile can turn new products skeptics into pro accounts.(Sales Shorts)
January 1, 2004... When it comes to peddling new products, there are two types of salespeople: the driven innovators who pound the pavement with every new widget and gizmo in an attempt to woo even the biggest skeptics, and the followers who have no interest in...

Personality test: you can transcend the negative archetypes of sales by focusing on a commitment to personal growth and accountability.(Sell Sheet)
January 1, 2004... When it comes to sales, you ay be affected by social consciousness in more ways than you realize. While it's easy to recognize that job pressures shape your performance--for example, the struggle to meet corporate expectations and...

Ground breaker: can you preserve your business and its profitability in the immediate future and for generations of customers, employees, and communities to come? According to Hayward, the 2003 ProSales Dealer of the Year, you can, and the company is encouraging others to join in the quest.(Dealer Of The Year)(Cover Story)
January 1, 2004... Ensconced by an award-winning, environmentally friendly showroom design center, the world's only solar-powered truss and wall panel plant, and the first full-line lumberyards in California to stock Forest Stewardship Council (FSC)-certified...

Trade secrets: veteran attendees share their strategies for capitalizing on a visit to the International Builders' Show.(IBS Preview)
January 1, 2004... Overwhelming. That's the word attendees often use to describe the International Builders' Show (IBS), which will house more than 1,400 exhibitors this year in three exhibit halls covering 800,000 square feet of space. In 2003, the show drew...

USG.(IBS Product Preview)
January 1, 2004... Fiberock brand Aqua-Tough Interior Panels are designed to resist abuse and to protect against moisture and mold in wet areas. Made of 95 percent recycled materials, Aqua-Tough gypsum panels have a uniform composition, are water-resistant...

DeWalt.(IBS Product Preview)
January 1, 2004... The corded/cordless portable 2-gallon wet-dry vacuum runs off the firm's 12-, 14.4-, and 18-volt battery packs or can be plugged into a 120-volt outlet. It picks up drywall and concrete dust, fasteners, water, sawdust, wood chips, and other...

Amarr.(IBS Product Preview)
January 1, 2004... Inspired by the Biltmore Estate's architecture and history, six carriage house door styles are available in the Biltmore Estate For Your Home collection. Each model features a Western red cedar overlay and a choice of materials for the base of...

Nichiha.(IBS Product Preview)
January 1, 2004... Sierra Premium Smooth fiber-cement siding is available in 7- and 8 3/4-inch profile sizes. Factory-primed and -sealed on six sides, the panels withstand 110-mph winds when blind-nailed. The manufacturer says the 1/2-inch-thick panels mean less...

Simpson door.(IBS Product Preview)
January 1, 2004... Bungalow Series exterior doors reflect Prairie- and Craftsman-style architecture and are available in Douglas fir, Western hemlock, and American red oak; other species are available through the maker's custom program. Bungalow Series doors...

Aristokraft.(IBS Product Preview)
January 1, 2004... Landen mitered cabinet doors recreate the look of handcrafted furniture for upscale designs, says the maker. The doors come in a range of finishes, including autumn, rouge, fawn, and natural. Two glazes, cocoa and frost, also are available to...

Heatilator.(IBS Product Preview)
January 1, 2004... An air management system on the FreshAir fireplace eliminates the need for a glass front; instead, an integrated heat recovery ventilator results in a balanced combustion system that improves whole house air quality and energy savings, the...

Tips for shopping the show.
January 1, 2004... * If you want to take clients out to dinner during the show, make your reservations before you leave home or you'll have a hard time getting into many restaurants. The same goes for seeing a show or getting a tee time for golf. You can research...

Rehau.(IBS Product Preview)
January 1, 2004... Designed for retrofit and new construction applications, the Raupanel radiant heating system has a low 5/8-inch profile that has minimal impact on overall floor height, the maker says. The system allows for reduced water temperatures and more...

PAM fastening technology.(IBS Product Preview)
January 1, 2004... Designed for use with PAM's P13 autofeed screwdriver system, this new line of collated composite deck screws uses a dual-thread design that eliminates mushrooming of composite deck materials during installation. The screws do not require...

Royal mouldings.(IBS Product Preview)
January 1, 2004... The Rain Trax vinyl gutter system features dual-wall extruded construction, making it the strongest vinyl gutter in the industry, claims the maker. The system comes with interlocking parts and has a Lift and Lock diverter that lifts the...

Peachtree doors and windows.(IBS Product Preview)
January 1, 2004... The Newport fiberglass and Avanti steel entry doors are available in new panel designs, including B-foot-8-inch and 8-foot options with 1/2-inch-view and 3/4-inch-view round top, rectangle, and oval windows. Five new decorative glass patterns...

In session.
January 1, 2004... Here's a preview of some educational seminars you may want to hit. For a full list of sessions, visit www.buildersshow.com. * Seeing Is Believing: 10 Essential Steps to Master Your Sales Process / January 19, 8:30 a.m. to 10 a.m. / Using...

Jacks of all trades: dealers who successfully serve custom home builders participate in the entire design/build process.(Market Matters)
January 1, 2004... The four luxury spec houses currently for sale by London Bay Homes in Naples, Fla., average 6,100 square feet and more than $5 million. Those are the only things "average" about them. The rest is pure custom, from the handmade maple...

Integrated management: new software programs will soon make managing installed services easier.(Product Monitor)
January 1, 2004... Installed sales often is a convoluted process that requires managing each job through a combination of paperwork and multiple software programs that cannot share information. It's a world apart from managing a retail operation, and a number of...

Looking up.(Product Monitor)
January 1, 2004... Ceilings are some of the most often overlooked and ignored surfaces in the home, but they can benefit from being dressed up. Here are some of the newest products for finishing residential ceilings. Georgia-Pacific's Plytanium brand Ply-Bead...

BHK of America.(Product monitor: hot finds)
January 1, 2004... The side of each plank in the Moderna Vision V-Joint Laminate Flooring System is beveled to create a V-groove between each plank, which is sealed with a pattern that matches the laminate flooring's wood-grain design. The system offers the look...

Wilsonart.(Product monitor: hot finds)
January 1, 2004... The Topaz line of laminate surfacing for countertops and backsplashes replicates the look and feel of engineered stone surfacing in eight colors, the maker says. Layers of multiple colors are accented with pearl pigments in bronze, silver, and...

Columbia Forest Products.(Product monitor: hot finds)
January 1, 2004... Designed to resemble solid lumber, Appalachian Traditions custom-matched, hardwood-veneered plywood includes two collections. The Contemporary collection offers a light palette and smooth lines in Hartford ash, Bristol birch, and more. The...

Solatube.(See the Light)
January 1, 2004... Designed for use with Solatube's tubular skylights, the low-voltage Solatube Daylight Dimmer allows the level of lighting through the skylight to be turned up or down. Its butterfly baffle design is driven by an electric motor inside the...

WireTracks.(Product monitor: hot finds)
January 1, 2004... Enabling the addition of nearly invisible low-voltage wiring in the home, the WireTracks system conceals wires behind a cover attached to standard baseboard molding of the customer's choice. The wiring channel installs in plane with drywall to...

Frontline supply: when it comes to inking national turnkey deals, production builders still need local supply execution.(View From BIG BUILDER)
January 1, 2004... Construction supply requires intermediaries. As an engineered wood products manufacturer executive once told me: "The alternative is to drop a railcar of I-joists at a jobsite and say, 'OK, you deal with it.'" The logistically impossible image...