Different Means to Positive Ends: Business Decisions with Positive Environmental Impacts

We’re constantly hearing false stories about the work we do and the products we produce. But interestingly, and perhaps optimistically, it typically takes just one good chat to help a dissenter understand that those of us in the forest products industry rely on the renewability of our product, the accessibility of clean fuel, and the protection of our forests. Two NAWLA member companies are making purposeful, tangible strides toward environmental stewardship—by making smart business decisions.

OLSEN ON SALES: Talk for Show, Listen for Dough

Listening is the secret weapon of sales. “If you listen to the customer, they will tell you how to sell them” is a sales adage I never believed until I started listening with rapt attention to customers.

Millwork Certification Program Launches

World Millwork Alliance is partnering with Keystone Certifications to introduce a new product certification program.

Olsen on Sales: Confidence Sells

Whether we have the lowest price or the highest price, customers will tell us we are too high. This is a truth Master Sellers know. When we are new, it feels like we are too high every time we quote. Often, we are selling people who have more experience in the business than we do.

Preserved Wood Still the Choice for Informed Consumers

According to a recent study, just over half of DIYers and most Pros spent some time researching pressure treated wood prior to purchase. Knowing that consumers are seeking knowledge, dealers and retailers have the unique opportunity to aid in the consumer education by recommending the right material for the job.

The Long Lost Telephone Call

Let me address the cold calling objection. I teach my clients to call customers and prospects who they already know. You should know these people, and they should know you. As one client put it recently, these are “friendlies.” They know your work and value. And, listen to me carefully on this: there are hundreds of them. Maybe more.

GMS Rebrands in Texas

GMS has consolidated its seven Dallas area locations under the name of its Cowtown Materials division, based in Fort Worth, Tx.

What’s in the Treated Wood You Sell Today?

Preservatives have evolved since the 1970s, when preserved wood products were first sold in retail locations. Despite this evolution, there are still many misperceptions about preservatives used in treating.