Prosales articles from September 2004

Prosales archives from September 2004

Studies show: "truly better" sales with Therma-Tru[R] doors.(Special Advertising Section)(Advertisement)
September 1, 2004... You want to grow your business by providing customers with the best possible entry and patio door systems available. Your customers want doors they can sell and install with confidence that help them reduce callbacks, enhance client loyalty and...

Hot prospect: the remodeling market is strong, but dealers need the right approach to win the business.(Editor's Notes)
September 1, 2004... The remodeling market definitely is a hot prospect this year. The majority of companies within its realm may be small, but their collective buying power is attracting the attention of many different supply channels, from traditional pro...

More forklift resources.(Returns)(Letter to the Editor)
September 1, 2004... The May issue contained an informative article titled "Fork on the Road" (Product Monitor, page 89). While reading the article, I noticed that Sellick Equipment did not receive mention as a truck-mounted forklift manufacturer. I am sure this...

Female force.(Returns)(Letter to the Editor)
September 1, 2004... I just read the letter from Sherry Childs (Returns, June, page 12) and I had to write. I am a CSR for Tools For Trades, a national tool distributor where women have been the selling force for 18 yeas. Sorry men, but not many have stuck around....

Never forget.(Returns)(Letter to the Editor)
September 1, 2004... On behalf of the family members involved with the Pentagon Memorial Fund, I would like to thank you for your kind generosity in donating $1,000 to this important project [on behalf of 2003 Excellence Award winner TW Perry]. A...

End of the line: Wickes Lumber--once one of the largest pro dealers in the country--departs from the industry with an agreement to sell off all of its remaining yards.(Pro Watch)
September 1, 2004... In a liquidation move that spells the end for Vernon Hills, Ill.-based Wickes Lumber, the pro dealer recently agreed to sell off all of its remaining 59 locations to Redmond, Wash.-based Lanoga Corp.; Broken Arrow, Okla.-based Hope Lumber and...

Come together: the components industry is on the move with the formation of the Structural Component Distributors Association and a new partnership between the Wood Truss Council of America and the Truss Plate Institute.(Pro Watch)
September 1, 2004... Materials Handling As residential construction--particularly among production builders--continues at full bore, the demand for structural components, including wall panels, floor trusses, and roof trusses, has been increasing steadily to...

Expert advice: looking for ideas to bolster employee retention and HR programs? Here are some tips from HR experts that can help give you a jump start to improving employee relations.(Pro Watch)
September 1, 2004... Employer of Choice Every industry has companies that seem to attract the best of the best. If you're looking for some tips on how to become an employer of choice in the LBM industry, Jim Harris, Ph.D., a Pensacola, Fla.-based management...

ABC Supply Co. expands in product and market.(Yard Notables)
September 1, 2004... The nation's largest roofing wholesale distributor, Beloit, Wis.-based ABC Supply Co., has acquired two yards, adding to its 265 branch locations and expanding its geographic market. ABC acquired PACO Building Supply; a three-mill dealer in...

BlueLinx.(Editor's Product Pick)
September 1, 2004... BlueLinx More than just the same old paneling, Georgia-Pacific's StyleLine decorative wall panels offer a way to achieve several popular faux finishes without the time and effort required to produce the finishes with paint. StyleLine panels are...

TW Perry acquires J.T. Hirst.(Yard Notables)
September 1, 2004... Gaithersburg, Md.-based pro dealer TW Perry has acquired J.T. Hirst Co., a 77-year-old building materials supplier in Leesburg, Va. According to TW Perry president and CEO Ed Quinn, the two companies share similar cultures and service-oriented...

Causeway opens showroom.(Yard Notables)
September 1, 2004... Causeway Lumber Co. unveiled its newly remodeled $167,000 showroom al its Fort Lauderdale, Fla., headquarters, on June 29. Covering 5,500 square feet, the showroom includes 14 freestanding vignettes, an architect/interior designer conference...

Lawsuit filed against Trex.(Yard Notables)
September 1, 2004... The Superior Court of New Jersey certified a class action lawsuit that was Filed in 2000 against Winchester, Va.-based composite decking manufacturer Trex. According to a press release from the law offices of Marc B. Kramer, the complaint...

Black & Decker acquires Pentair tool group.(Yard Notables)
September 1, 2004... Black & Decker, the Towson, Md.-based manufacturer of tools and home improvement products, including the DeWalt professional tool brand, announced on July 19 that it is acquiring the Tools Group from Pentair for $775 million in cash. The...

NRLA receives grant; makes staff changes.(Yard Notables)
September 1, 2004... The Northeastern Retail Lumber Association (NRLA) has received a $36,000 grant from the Department of Labor, which will be used to provide eight hours of free OSHA training in New York for 35 member companies. The NRLA also announced...

Biewer Lumber Co.
September 1, 2004... St. Claire, Mich.-based Biewer Lumber Co. has promoted Jeff Wolf from salesperson to engineered systems manager.

Lumbermens.
September 1, 2004... Lumbermens, an Olympia, Wash.-based division of Lanoga, announced a new Western States Region partnership with Habitat for Humanity in which the dealer will supply Habitat with lumber and building materials for homes being built in the dealer's...

Fireside Hearth & Home.
September 1, 2004... Fireside Hearth & Home, the retail division of Hearth & Home Technologies, has remodeled its Southfield, Utica, and Canton, Mich., locations. In addition, the company has hired Rich Wilson as the general manager for the Michigan region and Tom...

Universal Forest Products.
September 1, 2004... Universal Forest Products, a wood products distributor and manufacturer based in Grand Rapids, Mich., was listed on Industry Week magazine's "Top 50 U.S. Manufacturers" for the second year in a row. The list is determined by the companies'...

Masonite.
September 1, 2004... Toronto-based building products manufacturer Masonite named Robert Tubbesing, previously the company's CFO, as executive vice president-finance, a new position. In addition, Paul Bernards has been promoted from vice president and corporate...

Therma-Tru.
September 1, 2004... Maumee, Ohio-based fiberglass door manufacturer Therma-Tru announced the promotions of Greg Gurley, from national sales manager to vice president and general manager of Wholesale Distribution Business, and Mike Daman to vice president,...

Whirlpool.
September 1, 2004... Benton Harbor, Mich.-based Whirlpool has announced the retirement of David R. Whitwam, who has served as chairman and CEO since 1987. Jeff M. Fettig, Whirlpool's president and COO since 1999, was elected by Whirlpool's board of directors to...

Save the date.(Pro Watch)
September 1, 2004... * NLBMDA Training Without Travel teleconference: "Reducing OSNA and Safety Liabilities for installed Sales" / Sept. 30, 1 p.m. EDT / Register at www.dealer.org/nlbmda/train_wo_ trav.htm * Ace Convention and Exhibits / Oct. 1-4 / St. Louis...

Up to code: the strong and silent types.(Window words: the professional's source for vinyl window news and information)(Advertisement)
September 1, 2004... The International Code Council's 2000 International Residential Code (IRG), which is replacing BOCA, ICBO, SBCCI, and CABO residential codes nationwide, contains significant changes to wind-resistant construction provisions for coastal areas....

Superseal and certified builders wholesale partner for success.(A Winning Team)(Advertisement)
September 1, 2004... When Certified Builders Wholesale general manager John Showers began selling Superseal windows and patio doors more than 14 years ago, he was pretty confident he was making a good management decision. At that time, Certified had its own window...

Benefits from Superseal.(The Dealer Top 10)(Advertisement)
September 1, 2004... 1. TRADITION: Superseal boasts a tradition of pride in manufacturing that spans more than 40 years, multiple generations, and thousands of satisfied customers. 2. QUALITY: Orders are taken properly and products arrive on time, every lime....

Vinyl window energy and cost savings.(The Bottom Line)(Advertisement)
September 1, 2004... Historically, in climates with a significant heating season, windows have represented a major source of unwanted heat loss, discomfort, and condensation problems. In climates that mainly require cooling, windows have represented a major source...

Superseal's proprietary self-squaring technology makes installation worry free.(A Perfect Square ... Guaranteed!)(Advertisement)
September 1, 2004... It might be one of the most frustrating statistics a builder ever nears--more than 95 percent of service calls in the industry are installation related Want to beat the odds? Superseal makes it easy All of Superseal's windows are built with...

What you need to know about selling windows.(Special Advertising Section)(Advertisement)
September 1, 2004... As a building material dealer, you are a primary source of information for pro contractors. Keeping up to date on the latest product information, sales techniques and industry trends can help you improve sales--and service--to those customers....

Test your Olympic trivia.(Advertisement)
September 1, 2004... Name the U.S. Olympic coach Who told his team before playing against the former Soviet Union, "You were born to be hockey players You were meant to be here. This moment is yours." For the answer, visit our website at...

New legislation provides energy efficiency tax incentives.(Tax Break)(Advertisement)
September 1, 2004... Earlier this year, the U.S. Senate adopted a new bill (S. 1637) that includes a suite of energy efficient tax credits--including incentives for efficient new homes and home upgrades--that go into effect January 2005. Inform Your Customers!...

Winding down: as my term as NLBMDA chairman approaches its conclusion, I look back on my journey with bittersweet memories.(NLBMDA Briefings)
September 1, 2004... Immediately after taking the office of NLBMDA chair at the Fall Summit last October in Indian Wells, Calif., I began traveling with the goal of trying to visit all 21 of our federated associations. I wanted to let all of our members know that...

Trees of knowledge: dealers help educate future generations through Temperate Forest Foundation's teachers' tours.(NLBMDA Briefings)
September 1, 2004... Since 1994, the Temperate Forest Foundation, an organization devoted to "empowering the public with a better understanding of the issues and options surrounding the conservation and development of natural resources," has organized intensive...

NLBMDA advocacy corner: want to save $150,000? Get involved today!(NLBMDA Briefings)
September 1, 2004... Frivolous lawsuits cost America's small businesses $88 billion a year--an average of $150,000 for every company in the country, according to a June study by the U.S. Chamber Institute for Legal Reform. Small business owners, including lumber...

True value: for profits to materialize, installed sales must merge the concept of service with solid product supply.(New Dimensions)
September 1, 2004... No doubt, customer service ultimately drives our industry. However, in and of itself, customer service is an abstract component of every business: You can't feel it, touch it, or hold it, but you absolutely know when it's been good or bad. And...

Sales farce: don't judge a salesman just by the flashiness of his pitch.(Firing Line)
September 1, 2004... Alan was an excellent salesman for Precision Projects. I met him on the Smith jobsite, a residential project that we were supplying millwork for. Alan was pitching his firm's interior design services to the homeowners. I watched in awe as...

True believer: sell more effectively by speaking honestly about products from the heart.(Sell Sheet)
September 1, 2004... Developing powerful, meaningful, and concise materials for sales presentations requires diligent planning and preparation. Once you build this foundation (as outlined in the July and August Sell Sheet columns) it's time to take your pitch on...

Lines of supply: traditionally characterized by small companies making low-volume purchases, the remodeling market definitely can be a challenge to supply--but it also can be a lucrative revenue stream for pro dealers that treat remodelers like VIPs rather than fill-in business.(Cover Story)
September 1, 2004... Since opening for business five years ago, Arthur Bradley Design/ Build has shared a parking lot with The Home Depot on Fairmont Avenue in San Diego, one of 13 stores the retail giant operates in this Southern California market. The remodeler's...

Reaching out: often buried among customer lists of high-profile builders and big-volume accounts, remodelers like Harth Builders and Mark IV Builders have the potential to grow a healthy niche business for dealers that offer face-to-face dependability and timely delivery, and are willing to lend a helping hand to smaller businesses.(Profile)
September 1, 2004... Just-in-time delivery. Near-perfect service execution. A broad inventory and the product knowledge to back it up. Open communication lines. A single, dedicated sales rep who picks up the phone on the first ring. Fair prices. No, it's not...

Changing times: demographics, nostalgia, and shrinking lot sizes are creating more opportunities for dealers to serve remodeling contractors and their customers.(Market Matters)
September 1, 2004... Last year, Father & Son Construction in Troy, Mich., spread $6.7 million in revenue over 700 remodeling projects, involving 60 or so subcontractors and performing everything from one-day gutter jobs to six-figure room additions. "We can't grow...

Punch out: offering pre-routed holes in engineered I-joists could be a favorable selling point for your framing packages--or not.(Product Monitor)
September 1, 2004... Dealers striving to help their customers improve building processes have found another value-added service to offer: pre-routing utility holes in engineered wood I-joists. Pre-routing is a growing trend in areas of the country like the South,...

Windows to the Sky.(Product Monitor)
September 1, 2004... Installing skylights is an easy way for builders to incorporate more daylight into homes. Here are .some of the most recent skylight introductions and improvements. Now available to the residential market, Wasco's Architectural Series...

Tarkett wood.(Hot Finds)
September 1, 2004... Tarkett Wood Offering the performance of a standard 3/4-inch-thick wood floor at a more economical price, Legacy prefinished solid wood flooring measures just 3/8 inch thick, allowing it to more easily transition to other types of flooring....

Lennox hearth products.(Hot Finds)
September 1, 2004... The B-vent natural draft system used by the Elite Series LBV-38 B-Vent Gas Fireplace draws air from inside the home, producing larger flames and allowing the unit to operate without a sealed glass front. The LBV-38 operates on propane or...

Cosentino USA.(Hot Finds)
September 1, 2004... River Series colors of Silestone quartz surfacing emulate the natural shadowing and pattern variation of limestone while providing the strength and stain- and scratch-resistance of quartz, the maker says. The River Series, which features a...

Enkeboll designs.(Euro Style)
September 1, 2004... Carved from maple, oak, or cherry, the Villa Collection of architectural woodcarvings incorporates rustic elements reminiscent of 18th-century French Country and Tuscan nature motifs. The line's 24 products include moldings, corbels, inlays,...

Columbia flooring.(Hot Finds)
September 1, 2004... Part of the Echo Palisades Collection of laminate flooring, Ceramica Clic glueless laminate tiles provide the look and texture of ceramic tile with the easy installation of laminate. Each tile measures 15 1/2 inches square and features the...

Aristokraft.(Hot Finds)
September 1, 2004... The Room Solutions collection provides a convenient, streamlined means for upgrading homes with whole-house cabinetry packages. Twenty different design configurations have been assembled to accommodate the most-requested cabinetry applications,...

White river hardwoods.(Hot Finds)
September 1, 2004... Carved from lindenwood, this new line of architectural molding accents in the Authentic Hand Carved Woodcarvings family includes 11 new corbel designs and larger sizes, Three of the four corbel designs are available in three sizes. Several...

Congoleum.(Hot Finds)
September 1, 2004... Available in seven designs and several colors, DuraCeramic flooring tiles provide the appearance of natural slate, marble, and ceramic tile in both grouted and ungrouted edge-to-edge installation options. The limestone composite tiles are .160...

Rev-a-shelf.(Go to Waste)
September 1, 2004... Ideal for kitchen, vanity, and wet bar sink base cabinets, the stainless steel sink base pull-out waste container fits around existing plumbing. The 8-785 Series waste management system features two stainless steel containers, a covered lid,...

Wellborn.(Hot Finds)
September 1, 2004... The Rose Hall Arch cabinet door style is available in 14 finishes, including honey and midnight (both shown). The 1/2-inch overlay maple door style features an eyebrow-arched center raised panel. Part of the Woodcraft and Premier series, Rose...

Owens corning.(Hot Finds)
September 1, 2004... Constructed of oak, cherry, or poplar, the QuietZone Acoustyle coffered wood ceiling system offers integrated sound absorption. The prefinished coffered wood panels and trims are incorporated into a metal T-grid mounted over a high-performance...

Valli & Valli.(Hot Finds)
September 1, 2004... FOG door hardware and accessories are constructed of brass and designed with a fluid, organic shape. Available in polished brass, polished chrome, and satin chrome finishes, the FOG Series includes a door lever on a rosette, a window handle, a...

2004 Industry Summit September 23-25, 2004.
September 1, 2004... NLBMDA ABOUT THE NLBMDA Mission: * Promotes the success of America's lumber and building material dealers through advocacy, information, cooperation, and innovation Membership: * 8,000 building material dealers * 21...

Watching the clock: new employee tracking technologies can improve corporate productivity, but if deployed incorrectly they also can create an atmosphere of big brother--style management.(View From Remodeling)
September 1, 2004... At the beginning of George Orwell's classic dystopian novel "1984," protagonist Winston Smith dutifully arrives at the Ministry of Truth every day for work, "correcting" historical records for his employer to live out the ultimate corporate...