Prosales articles from May 2004

Prosales archives from May 2004

Comparing notes: the nation's largest dealers and top builders have a lot in common.(Editor's Notes)
May 1, 2004... This month, our annual PROSALES 100 report on the nation's top dealers arrives at your desk on the heels of our April issue that featured a comprehensive analysis of the big builder market and the results of a study commissioned by BIG BUILDER...

Making a difference.(Returns)(Letter to the Editor)
May 1, 2004... Thank you very much for Hanley Wood's recent contribution of $1,000 to Home Repair Services on behalf of Standale Lumber Co. here in Grand Rapids [Mich.]. [As part of the PROSALES Excellence Awards, November 2003.] Through Home Repair...

Lead on.(Returns)(Letter to the Editor)
May 1, 2004... I wanted to send you a short letter to let you know that after hearing Jim Harris speak at the PROSALES Executive Summit [November 2003], I contracted with him to deliver management and leadership training at Raymond Building Supply. We are...

Stairway to heaven.(Returns)(Letter to the Editor)
May 1, 2004... I received my copy of PROSALES earlier this week and it looks terrific! We would a like to thank you and your staff for presenting the Editors' Choice Award to EZ Stairs (March 2004, page 12). It is an honor that we very much appreciate. ...

Write on.(Returns)(Letter to the Editor)
May 1, 2004... I wanted to drop you a line and tell you how well written your piece was in the February edition of PROSALES ("Editor's Notes," page 8). Your observations were right on target. Our corporate identity and look speak volumes about the kind of...

Highs and lows: dealers weather fluctuations in the structural panel market.(Pro Watch)
May 1, 2004... Taking Stock Just two months ago, spring was in the air, and the volatile market for structural panels was in bloom once again, sending out mixed signals. Prices for OSB and plywood, which hit 10-year highs last fall, were softening in...

Fine focus: allied short-line distributors stay competitive on contractor pricing and employee retention.(Pro Watch)
May 1, 2004... Fast approaching its 10-year anniversary in 2005, the Mt. Pleasant, S.C.-based Select Independent Distributors of America (S.I.D.A.) has transformed over the past decade from a small roundtable group in the Southeast to a national alliance of...

Bosch names new president.(Yard Notables)
May 1, 2004... Robert Bosch Tool Corp. has named Manfred Seitz as its new president. Seitz has worked for Bosch for 27 years in sales and marketing positions around the world, most recently as managing director for Bosch in Great Britain. Based in...

Lezzer to open truss and panel plant.(Yard Notables)
May 1, 2004... Lezzer Lumber announced it will open a second truss and wall panel plant in York, Pa., in September. The 30,000-square-foot facility, which will include computer-controlled saws and laser projected setup and assembly stations, will expand the...

Editor's product pick.(Yard Notables)
May 1, 2004... Quiet Solution. Residential soundproofing often requires special construction techniques, more materials, and expensive products. But Quiet Solution's Soundproofing System provides high sound transmission coefficient (STC) ratings while still...

TruServ appoints VP merchandising.(Yard Notables)
May 1, 2004... Steve Mahurin joined TruServ on March 3 as senior vice president and chief merchandising officer, replacing the outgoing Bill Godwin. Mahurin has more than 20 years experience in the retail hardware and home improvement industry, most recently...

NAHB provides new escalation clause for builders.(Yard Notables)
May 1, 2004... Thanks to the working relationship between the National Lumber and Building Material Dealers Association (NLBMDA) and the NAHB, NLBMDA is sharing with dealers a recently released NAHB escalation clause. The escalation clause is intended to...

Save the date.(Yard Notables)
May 1, 2004... * Southern Building Show and Conference /June 10-12 / Cobb Galleria Centre, Atlanta. Contact: 800.854.7736; http://southernbuildingshow.com * PCBC (formerly the Pacific Coast Builders Conference) /June 15-18 / Moscone Center, San Francisco....

Lawrence Hardware.
May 1, 2004... Sterling, Ill.-based Lawrence Hardware appointed Bo Prybyla as director of sales and marketing for its millwork division. Prybyla has seven years experience in the contract hardware industry, including work with Stanley.

Jeld-Wen.
May 1, 2004... Jeld-Wen has acquired El Cajon, Calif.-based Windowmaster Products. Klamath Falls, Ore.-based manufacturer Jeld-Wen said the acquired company's three vinyl window lines and two aluminum lines will complement Jeld-Wen's existing window and doer...

Solatube.
May 1, 2004... Vista, Calif.-based tubular skylight manufacturer Solatube has appointed Jason Patz as its premier dealer channel manager. Patz will be responsible for adding new dealers to the company's dealer network and developing programs for existing...

Building Materials Holding Corp. (BMHC).
May 1, 2004... Building Materials Holding Corp. (BMHC) announced its new environmental policy that will favor Chilean wood certified by the Forest Stewardship Council (FSC). The company says the new policy reflects a growing U.S. trend that gives preference...

The Wood Truss Council of America.
May 1, 2004... The Wood Truss Council of America is offering the third addition of the "Metal Plate Connected Wood Truss Handbook," which is designed to familiarize industry participants with the truss industry, including information on standards, building...

Pembroke Consulting.
May 1, 2004... Pembroke Consulting has released "Facing the Forces of Change: The Road to Opportunity," a report offering insights into the latest issues facing the wholesale distribution supply chain. The report utilizes a variety of data, including...

Clarification.(Pro Watch)(Correction Notice)
May 1, 2004... In the March issue of PROSALES in "Editors' Choice" (page 18), the blurb featuring Weyerhaeuser's Structurwood Edge Gold sub-flooring panels indicated that the product was guaranteed never to need edge sanding. While the product has a unique...

Hill climbers: Mr. Smith (along with several others) goes to Washington.(NLBMDA Briefings)
May 1, 2004... It was a scene straight out of the movies: Mr. Smith came to Washington (actually, John Smith of Texas, from Foxworth-Galbraith Lumber Co.) to speak with Congressional members and government officials. So did Bob Kerr from Oregon--he's...

Speaking out: grass roots took hold during the NLBMDA's annual legislative conference.(NLBMDA Briefings)
May 1, 2004... Between the massive concrete pillars outside the building, the metal detectors just inside the door, and the young business-suited staffers scurrying through the cavernous halls, the Hart Senate Office Building in Washington, D.C., was almost...

Target market: segment your installation sales staff according to your different customers.(New Dimensions)
May 1, 2004... I often hear this question: "Who is responsible for selling installed services?" There are probably a number of different answers to this seemingly simple query, but I think it's easiest to truly answer the question if you break it down into...

Against the wall: if a customer is shutting you out instead of paying his bills, be understanding but know when to break down the door.(Firing Line)
May 1, 2004... "Ed said it doesn't look right," Edith told Chris over the phone. "Why not?" Chris asked. "He didn't say." "Then what did he say?" "He said it doesn't look right." "You mentioned that," Chris said, ready to give up. ...

Line of inquiry: to strengthen your customer relationships, learn to ask the right questions on sales calls.(Sell Sheet)
May 1, 2004... Most salespeople have learned that the key to sales success begins with the ability to ask questions. However, it's easy to forget that the way in which we ask those questions is just as important as the inquiries themselves because they either...

Master plan: McCray Lumber teams up with Boise Engineered Wood Products to bolster its I-joist market demand using a strategic planning process.(Perspectives)
May 1, 2004... If there is a component capital of the world, it's pretty far from Kansas City. Whether you're on the Missouri side or Kansas side of the Missouri River, the action is dominated primarily by custom and semi-custom home builders with volumes...

Record year! The ProSales 100: milestones abound in our annual ranking of the nation's leading construction suppliers.(Cover Story)
May 1, 2004... From sales to starts to acquisitions and organic growth, 2003 was a record-breaking year in the home building and residential construction supply industries. As interest rates continued to hover at all-time lows, housing starts and remodeling...

Nailing down window business: whether your firm is big or small, a full-line lumberyard or smaller specialty dealer, a window installation program can solve problems for customers and create new revenue streams. Just ask Lummus Supply Co. and Windows & Doors by Brownell.
May 1, 2004... As more and more dealers rush into installed sales, many are looking to open new windows of opportunity--literally Whether they are serving custom home builders, production builders, or costumers, many pro suppliers are finding that it makes...

Cultural revolution: while many pro dealers are taking pasos chiquitos (baby steps) when it comes to serving hispanic builders and contractors, trends show now is the time to consider ramping up efforts to reach this market.(Market Matters)
May 1, 2004... William Delgado describes his generation and those before it as "survivors" who managed to eke out a living and support their families by working 16-hour days on other people's construction sites. However, as executive director of the Latin...

Fork on the road.(Product Monitor)
May 1, 2004... As building materials have evolved over the years and home builders' construction practices and needs have changed, delivery systems have had to adjust as well. Expensive components that are more fragile than standard lumber have led to the...

Clear outlook.(Product Monitor)
May 1, 2004... Many of the newest vinyl windows, whether all vinyl or vinyl-clad, offer a more traditional wood-window appearance, but still provide effective thermal performance and wind or impact resistance. Weather Shield's Visions ELS premium vinyl...

Trus Joist.(Hot Finds)
May 1, 2004... Treated with zinc borate in the manufacturer's StrandGuard process, which contains the EPA-registered biocide throughout the cross-section, TimberStrand LSL Treated Sill Plates provide fast installation with minimal waste. The zinc borate...

Supra floors.(Hot Finds)
May 1, 2004... Subflor Advance floating subfloor panels are designed for use ever concrete slabs to serve as an underlayment for finished flooring. Each 2-foot-square panel features an OSB surface impregnated with water-resistant resins and waxes as well as a...

Potlatch Corp.(Hot Finds)
May 1, 2004... Designed to resist moisture absorption and edge swell, OXTreme Sturd-I-Floor specialty OSB features a moisture-resistant shell and a specially formulated edge seal that locks out moisture and eliminates the need to sand the panel edges. The...

Bonsal American.(Hot Finds)
May 1, 2004... Constructed of a waterproof, lightweight, high-density material with fiberglass mesh reinforcement, PreFormed Shower Seats come ready to install and tile over in shower stalls and enclosures. A latex-modified cement coating provides a substrate...

Universal forest products.(Hot Finds)
May 1, 2004... Available in a treated version for exterior applications and an untreated version for interior applications, the Easy Riser Engineered Stair Stringer is a pre-notched, adjustable 13-step system that can achieve a stringer length of 15 feet 9...

Reflectix.(Hot Finds)
May 1, 2004... Installed under concrete slabs, the Concrete Pad aluminum foil--faced bubble-pack radiant barrier conducts the heat of installed radiant floor systems, allowing it to spread out under the slab and help improve performance. The pad also reduces...

LL building products.(Hot Finds)
May 1, 2004... Master Flow Insulated Duct Sleeves and Duct Wrap Insulation are designed to work with existing and new ductwork to provide an R-value of 6.0 and reduce draft noise and temperature variations. Duct Sleeves slide over ducts or can be cut and...

Sound footings.(Hot Finds)
May 1, 2004... Designed to replace stick-built concrete footings, the Square Foot preformed plastic tooting is cut to size, attached to a construction tube, placed in the hole, and backfilled. The square design reduces the potential for tipping or leaning, so...

Flex-ability concepts.(Hot Finds)
May 1, 2004... A complement to the Flex-C Trac system, a metal track that makes it easier to frame curved walls, the Flex-C Header uses the same technology for radius headers. The product can be shaped by hand for load-bearing curves or S shapes, then screwed...

LP.(Hot Finds)
May 1, 2004... Top Notch Orange Plus OSB is a third subflooring option from the company, offering more moisture resistance than standard Top Notch and a lower price point than premium Top Notch High Performance subflooring. The panels feature a self-draining...

Georgia-Pacific.(Hot Finds)
May 1, 2004... DensGlass Silver residential exterior wall sheathing features the DensGuard glass mat technology on the front and back of a moisture-resistant core, providing superior moisture and mold resistance compared to paper-faced gypsum, OSB, or...

Gorgonz.(Hot Finds)
May 1, 2004... Gorgonz Cold Weather Gloves feature the 180[degrees]s Exhale Heating System that allows the wearer to blow warm air into the gloves through the exhale port while the gloves' air chamber system sends warm air directly to the fingertips. A...

Duluth Trading Co.(Hot Finds)
May 1, 2004... Master Series tools bags are made with 1200-denier fabric that withstands abuse and have extra reinforcement at wear areas, double needle stitching on bindings and edges, and a tighter weave. The bags feature wide openings that stay open for...

Mechanix wear.(Hot Finds)
May 1, 2004... The Series 3.0 ProFit Impact protection glove provides protection during pneumatic tools use. PVC silicone areas on the thumb and fingers improve grip and an anatomically designed thermal plastic rubber molded rib pattern on the back of the...

Tajima.(Hot Finds)
May 1, 2004... The Chalk-Rite Gear Drive snap-line tool (model CR201R-0) includes a positive gear-lock line hold that automatically releases during rewind and a smooth gear-drive winding that winds up to three times faster than standard lines, the maker says....

Ironclad.(Hot Finds)
May 1, 2004... The Tundra work glove features a four-layer insulation system that protects the wearer's hands in cold, harsh working conditions while allowing good control of tools and materials. The exterior shell is reinforced with DuPont Kevlar knuckle...

Stanley.(Hot Finds)
May 1, 2004... The FatMax Professional Tool Box has a latch-less, three-position aluminum handle that slides from a locked position for carrying to an unlocked position for accessing tools. The 25-inch unit is made from steel and high-impact resin for...

Medeco.(Hot Finds)
May 1, 2004... Constructed of solid brass and featuring the maker's Maxum deadbolt, the Cambria leverset has an ornate one-piece design and comes in three finishes. For security, double locking resists picking, hardened-steel inserts resist drilling, and a...

Illinois Glove Co.(Hot Finds)
May 1, 2004... Featuring Zeta6 magnets mounted inside the backs of both gloves, SilverBack Magnetic Powered Gloves keep parts, fasteners, and tools handy. The half-finger design allows wearers to work with small tools and parts. The suede gloves are...

Hoppe.(Hot Finds)
May 1, 2004... The Athinai, Toronto, Rodos, and New Orleans swing door handles are forged of solid brass. The handles are available in several new Resista finishes, which will not tarnish, peel, or crack, including two split finishes: polished brass/brushed...

Ridgid.(Hot Finds)
May 1, 2004... These storage chests include a variety of security features, including permanently retained locks and recessed shackles that prevent access by cutters and pry bars, solid lock tangs for pry resistance, and corner-located lock housings. Two of...

Matrix Xtreme.(Hot Finds)
May 1, 2004... Designed to cut round holes larger than 6 inches, the Matrix Xtreme hole saw features three narrow-width, replaceable forged-steel blades and an open-circumference design that allow for faster, cooler, and more efficient cuts. The saw cuts...

3M.(Hot Finds)
May 1, 2004... The Quick Loading Adapter on SandBlaster abrasives for 4- and 4 1/2-inch angle grinders allows users to switch between discs easily without a wrench. According to the maker, the discs cut faster and stay sharper than conventional sanding...

Marvin offers more options.(Windows)(Advertisement)
May 1, 2004... Marvin Windows and Doors has introduced nine new Select Clad Colors, expanding our clad offering to 19 color options We have also expanded our wood species offerings from standard pine to include Mahogany, Douglas Fir, Cherry, and White Oak for...

Inswing French Door.(Windows)(Advertisement)
May 1, 2004... Meet Integrity's new Inswing French Door. Not only does it offer unmatched strength and durability with its revolutionary pultruded fiberglass material called Ultrex [R], but it now offers greater flexibility in sizes, configurations and design...

Back to basics: training, not technology, is the key to overcoming the problems associated with improper window installation.(View From Builder)
May 1, 2004... When it comes to time-consuming callbacks and the long, pointing accusatory finger of a dissatisfied job super perhaps no other building material generates the same amount of high-maintenance ire as the window While it's a mainstay of pro...