Emerging Trends



5 Tips to Upsell Structural Framing Packages
By Jeff Buckley
iLevel by Weyerhaeuser
Understanding the advantages that specialty lumber and engineered wood products provide over commodity lumber can help a sales team recognize customer challenges, needs and goals. Such information provides a foundation for listening effectively for ways to add value to the builder.
7/29/2010 read more
Treated Wood Helps D-I-Y Lumberyards Turn the Corner
By David Koenig
The Merchant Magazine
The primary selling point is that, in the middle of a severe recession, treated wood is priced significantly less than most other alternative materials.
7/27/2010 read more
Transloads Help LBM Shippers Ramp Up
By Patricia Schlaeger
Transload Distribution Association
Although LBM inventory is down, transload facilities are warehousing, storing inventory, and providing short-term staging. Products are moving, but are hampered by equipment shortages.
7/23/2010 read more
Build Up Your Sales Counter
By Mike Dandridge
HighVoltagePerformance
Every element in the sales counter can be a tool of mass persuasion or an instrument of sales prevention. Whether customers feel like welcome guests or troublesome pests depends upon how well these elements are engineered. 
7/21/2010 read more
On Sales: Increase Your Sales Velocity
By James Olsen
Reality Sales Training
How do we make things happen faster? I work with salespeople who are great once they get in front of the customer, but it takes them too long to get in front of the customer! Not only does it take them too long, they have a tough time moving the process along with the customers they do get in front of.
7/19/2010 read more
Haul Gone: LBM Distributors Grapple with Trucking Shortage
By David Koenig
The Merchant Magazine
7/14/2010 read more
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