Olsen on Sales: Stopping a Slump

Part of what makes sales exciting is that we don’t know how it’s going to go. Sales is a results job.

Composites Get Cool and Cooler

Wood-plastic composites are increasingly becoming a popular option for homeowners and builders who are looking for an alternative to traditional wood decking. This is largely due to manufacturing advances related to beauty and performance.

Redwood Timbers & Vineyards: A Match Made in California

The durability and versatility of redwood timbers is not limited to just vineyards, though. There’s a good chance that some of your customers are planning projects that would also benefit from the natural qualities that make redwood truly one of a kind.

Jeld-Wen Adds 2 Businesses, Loses CEO 

“The acquisition of ABS aligns perfectly with our strategy to expand our door capabilities with value-added services and customized full door systems,” said John Linker, senior VP.

Hunt, Tolko Join Forces to Build SYP Mill

It marks Tolko’s first venture into the U.S.

Modern Trim  

CertainTeed’s new WP4 Nickel Gap trim profile has been added as part of the company’s Restoration Millwork cellular PVC trim collection.

Rex Selects Alabama for 4th Mill

Rex Lumber has begun site preparation and expects to break ground June 1 on a new $110-million sawmill

BMC Buying Delaware’s Shone

BMC Stock Holdings, Atlanta, Ga., is acquiring three-unit W.E. Shone Co., the leading supplier of building materials in Delaware.

Beyond Product: Sell Engineered Wood Floors as a System

In recent years, manufacturers have been unveiling engineered wood products that move the category far beyond commodity status.

Jones Buys Mississippi Mill 

Jones Lumber Co., Columbia, Ms., has purchased Rives & Reynolds Lumber, Natchez, Ms, allowing the company to expand its offerings by adding grade lumber to its production capabilities and opening up sales to the international market.

What do you think?

This week's question

What is the Biggest Challenge Facing Companies in the Building Materials Industry this Year?

Last week's question

What is the most effective way to find quality candidates to fill positions within your company?

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In the magazine

NAWLA: Forest Forever Exhibit Engages New Generation 

Traveling children's museum allows kids to interact with the lumber and construction industry.

Why Builders Are Looking to Privacy Windows

Homebuilders are increasingly using decorative glass privacy windows as upgrade options for their clients 

The Fear of Calling Customers

The fear of rejection has cost you a lot of money. There’s a lot of business you haven’t asked for, or followed up on, because of fear. There are a lot of referrals you haven’t asked for because of fear.

Olsen on Sales: How to Give the Price

By holding back the price on the first part of the offering we force the customer to engage with us. Humans want to know what’s behind the curtain; we can’t help ourselves.

Hardwood Industry Takes Up Rules Changes

National Hardwood Lumber Association members will vote this fall on proposed hardwood rules changes that could significantly affect the industry.

Wondrous Colors Trending in Design

Hot color combinations in paint and design include the nostalgic hues of the Memories palette.

Building Business, One Relationship at a Time

A Special Series from North American Wholesale Lumber Association

Sherwood Opens DC in Northern California

Sherwood Lumber Corp., Melville, N.Y., has selected Stockton, Ca., for its new Northern California distribution center.

U.S. Imposing Countervaling Duties on Canadian Imports

The U.S. Department of Commerce is placing countervailing duties on imports from Canada.

Minnesota Yard Calls It Quits

Holmquist Lumber Co., Grove City, Mn., shut down March 31 with the retirement of Charlie Holmqvist.

Native Son Saves Texas Hardware Store

Weakley-Watson Hardware, Brownwood, Tx., was preparing to shut its doors after 140 years.

Dealer Profile: Lugbill Supply Center of Ohio

Archbold, a tiny town tucked into the northwest corner of Ohio.

Olsen on Sales: Relationship Selling

What is your sales approach or style?

This Month

Feature Story: Top Treater Q&A Leading Wood Preserving Companies Share Their Strategies and Challenges

Also in the issue

Margin Builders: Sell Engineered Wood Floors as a System Not Components

Photo Recap: NAWLA’s Portland Regional Meeting

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Industry Trends: Preserved Wood Still the Choice for Informed Consumer‘s

Also in the issue

Product Spotlight: What’s in the Preserved Wood You Sell Today?

Event Recap: Snow Doesn’t Slow NRLA Expo

View Digital IssueSubscribe for free and receive Building Products Digest in print plus full access to all online content.