Ace Hardware Corp. is starting construction on a new distribution center in Plant City, Fl., that will replace a smaller facility it has outgrown in Tampa, Fl.

Buyers want to feel that they have done their job. Their job is to shop for the best deal. Most sellers only promote one item at a time.

After careful consideration, dialogue with key stakeholders and legal counsel, as well as considerable evaluation of the evolving concerns surrounding COVID-19, the NLBMDA Board of Directors has decided to cancel the traditional in person ProDealer Industry Summit, scheduled to take place October 7-9 in San Antonio and transition to a virtual experience over the same dates.

Gordon Lumber Co., Fremont, Oh., will pare back its retail presence from four locations to one, as it beefs up its contractor building services.

Westlake Ace Hardware, Lenexa, Ks., will purchase Brandt & Sons Ace Hardware, Maryland Heights, Mo.

Intent to stay on course with its aggressive expansion plans announced early last year, 84 Lumber has opened a new door shop and engineered wood products hub in Greenville, S.C.

Combilift was honored with a 2020 Red Dot Design Award for its recently launched Combi-CBE4 material handler—the world’s first compact counterbalance design electric powered multi-directional forklift with its patented traction on all wheels.

Sure Drive USA manufacturers a wide variety of deck fastening solutions. The company's hidden deck fastener line includes The Mantis Clip for grooved boards, voted as the easiest hidden deck fastener to install.

It’s 7 a.m. in Malad City, Id., when Doug Crowther picks up the phone for our conversation. (Mercifully, it’s 8 a.m. at my home base in Minneapolis.) But that’s business as usual, the GM of Hess Lumber assures me.

Northeastern Lumber Manufacturers Association has launched the final, most challenging element of the NELMA Grader Academy online learning opportunity with the 400 Series.

Russin Lumber, Montgomery, N.Y., has unveiled a rebrand, with a vibrant new logo and digital footprint designed to recognize the evolving needs of today’s building materials industry.

To meet the need for inpatient care, the exhibit hall of the Baltimore Convention Center has been converted into a facility to treat those recovering from COVID-19.

Great Southern Wood Preserving, Abbeville, Al., has inked a multi-year deal for its YellaWood brand to be title sponsor of the fall NASCAR Cup Series race at Talladega Superspeedway.

Although a term often associated with baseball and other sports, the meaning of “follow-through” goes far beyond that. The definition is: to engage in an action or complete some task that one said or implied one would do.

I often hear journeymen salespeople say, “I can’t believe she says that kind of thing to her customers! I could never talk to my customers like that.” If you listen to Master Sellers talk to their customers, you'll be amazed at how hard they push and the statements they get away with.

Roseburg Forest Products, Springfield, Or., has published its eighth certified Environmental Product Declaration (EPD), providing standardized and objective information about the lifecycle environmental impacts of the company’s wood products, and now including MDF.

Two former Chicago lumbermen have teamed with two financial tech services executives to launch a new e-commerce platform for lumber that they promise has worked the kinks out of previous failed systems.

Running an efficient and productive lumberyard is a tall task. Shipment frequency is increasing and lead time expectations are getting shorter.

West Fraser remained the largest global softwood lumber producer in 2019, topping the annual FEA-Canada Billion Board Foot Club list for the twelfth straight year.

The Wilkins family is updating the Lineal High Grader (LHG) systems at its two Pacific Northwest mills to capitalize on Deep Learning technology for improved lumber grade classification and recovery.

“Tumble outta bed and stumble in the kitchen
Pour myself a cup of ambition.”
Yawn and stretch and try to come to life…

SPAX, a brand of the Altenloh, Brinck & Co., has announced the appointment of Jim Winn as its President for the SPAX brand in North America.

Klein Tools’ new Laser Line Bubble Level functions as both a torpedo level and a laser level, with a v-groove and strong magnetic base.

After 67 years of veneer manufacturing, the Malloy family is winding down operations at Idaho Veneer Co. after selling its site in Post Falls, Id.

Sister brands The Cable Connection and Ultra-tec have consolidated from three buildings to one in Carson City, Nv. The move includes the addition of state-of the-art technology and lean initiatives that will allow the manufacturer to expand services and products.

Third-generation, family-owned Bear Paw Lumber, Havre, Mt., is winding down operations at 44 years of business.

Looking back over our 116+ years of business experience, we realize now more than ever how much we have seen, and how much the tough challenges we have faced along the way have helped us to learn through adversity. 

Simpson Strong-Tie has launched a comprehensive offering of code-approved connectors and fasteners to serve the growing North American mass timber construction market.

The pandemic has changed the rules of engagement for businesses and for salespeople. In this challenging environment, we have to fight for optimism and positivity. They won’t magically appear. We must actively make it so. We have to fight for positivity.

Two former Chicago lumbermen have teamed with two financial tech services executives to launch a new e-commerce platform for lumber that they promise has worked the kinks out of previous failed systems.

West Fraser remained the largest global softwood lumber producer in 2019, topping the annual FEA-Canada Billion Board Foot Club list for the twelfth straight year.

In light of current events, BPD e-Weekly will now feature guest contributors offering the industry their thoughts, perspectives and advice. This is NOT paid advertising but rather part of our service to the industry in contrast to the ongoing 24/7 news cycle we are faced with. If you have thoughts to share, please send them to padams@526mediagroup.com. Take care of yourselves, and each other.

Walter Morris, owner and operator of H&M Lumber, West Helena, Ar., has agreed to sell his business to Central Network Retail Group, a multi-brand retailer currently operating 109 hardware stores, home centers, and lumberyards in 15 states.

I arrived in the lumber industry, a couple of years shy of my 40th birthday, through a weird evolution of events.

Select Source, of Kimberly, Id. (pop. 3,000), has realized a double-digit gain in sales every single year since it debuted in 2009. (And recession-battered 2009, as the owners remind us, was not an auspicious year to launch a business.)

Fortress Apex PVC decking was evaluated in accordance with the California Building Commission's fire safety codes and subsequently awarded the green light for use in the state's Wildland-Urban Interface (WUI) areas.

Trio Home Center, Ellis, Ks., will close by the end of the month. Glen Keller and Dave McDaniel, co-owners since 1972, sold the property, which will be razed to make room for a Dollar General.

RedBuilt, Boise, Id., is now exclusive distributor of SmartLam CLT in the Pacific Northwest, West Coast and Southwest, covering California, Oregon, Washington, Idaho, Nevada, Arizona, New Mexico, Utah and Montana.

After careful consideration, Orgill, Inc. has announced plans to cancel its fall dealer market, originally scheduled for Aug. 27-29 in Las Vegas.

The forest products industry is just one of many that is struggling to recruit, engage and retain the talent its companies need to achieve continued growth and success.

In every relationship there is a “goer” and a “stopper.” If you are in a relationship you know who you are. There is always the person who is saying, “Let’s go for it!” and the other who is saying, “Let’s think about it.” In sales, we are the “goer.”

In light of current events, Building-Products.com will feature guest contributors offering the industry their thoughts, perspectives and advice. This is NOT paid advertising but rather part of our service to the industry in contrast to the ongoing 24/7 news cycle we are faced with. If you have thoughts to share, please send them to padams@526mediagroup.com.

In these times where the health and safety of all employees is at the forefront for most industries, wood preservative manufacturer Kop-Coat Protection Products is now providing disinfectants/sanitizers for commercial industries.

In light of current events, BPD e-Weekly will now feature guest contributors offering the industry their thoughts, perspectives and advice. This is NOT paid advertising but rather part of our service to the industry in contrast to the ongoing 24/7 news cycle we are faced with. If you have thoughts to share, please send them to padams@526mediagroup.com.

With its new Mass Plywood Panel beam and column line up and running, Freres Lumber now has the ability to provide customers with a cost-competitive MPP solution for all structural elements of large-scale wood buildings.

One of our most frequently asked questions at SPIB is, “What do the stamps or tags on preserved lumber mean?” At first glance, the information included on these quality marks can seem confusing, but have no fear! You don’t have to be a superhero or code breaker to understand preserved wood quality marks.

Sure Drive USA has launched a new composite fascia board screw that installs without the need for an expensive countersink bit.

In light of current events, BPD and The Merchant e-Weekly will feature guest contributors offering the industry their perspectives and advice. We are a strong country, a strong industry and we will get through this, sooner than later and better than before. Please send your thoughts to padams@526mediagroup.com. Take care of yourselves, and each other.

When I first started studying sales, I read a book that said that 90% of sellers don’t even ask for the order. After listening to thousands of sales calls, I will tell you that it is true.

My humble beginnings in the wood industry took root decades ago, sprouting a brief but meaningful and deeply gratifying career. After a bit of a hiatus, I found myself coming full circle, back to the work I love most.

Arauco is permanently closing its MDF production facility in Bennettsville, S.C., effective May 18.

AGS Stainless has unveiled a stainless steel bar railing system that ships within 48 hours and installs with minimal field modification.

Your website can service customers 24/7 and build your business. Here are a few tips to help dealers sell more pressure treated wood by using online tools.

In light of current events, BPD and The Merchant e-Weekly will feature guest contributors offering the industry their perspectives and advice. This is NOT paid advertising but rather part of our service to the industry in contrast to the ongoing 24/7 news cycle we're faced with. Please send your thoughts to padams@526mediagroup.com. Take care of yourselves, and each other.

Consistent with its customer-first values, Fortress Building Products, Garland, Tx., recently unveiled its revitalized Fortress Preferred Program.

Unable to withstand the impact of the coronavirus, Granville Lumber Co., Granville, Oh., permanently closed its doors March 31.

Bell Lumber & Pole Co., Minneapolis, Mn., has reached an agreement with AmeriTies West, LLC, The Dalles, Or.

In these incredibly challenging, difficult times, what should you focus on first? What should be your highest priority? You.

The proposed sale of four-unit Vermont dealer Allen Lumber Co. to six-unit r.k. Miles Inc. has been postponed 10 months, due to the state’s current stay-at-home order.

In light of current events, BPD and The Merchant e-Weekly will now feature guest contributors offering the industry their thoughts, perspectives and advice. If you have thoughts to share, please send them to padams@526mediagroup.com. Take care of yourselves, and each other.

Not all preserved wood products are created equal. Help your customers and sales staff select the proper preserved wood product for their specific residential uses with a one-page infographic.

Six generations ago, young German immigrant Andrew Krempp made his way to Jasper, In., and launched a long history of family ownership in the building materials trade.

The coronavirus pandemic shows us the widespread impacts an uncontrollable situation can have. Below are some precautionary actions to consider while facing a potential emergency.

As distributors and retailers of quality building materials throughout the West, one of your primary goals is to keep your customers up to speed on current trends and products.

This is the number one complaint I hear: “I can’t get the buyer on the phone.” Here’s how to change that:

The push to more eco-friendly behavior is changing how we live. It’s affecting our choices in small, incidental actions like using re-fillable coffee cups and recycling plastic bags, to larger life milestones such as the kind of cars we drive or the materials our homes are made of.

Despite an increasing percentage of decks being built of pricey composites, plastics and exotic hardwoods, the vast majority of deck framing systems continue to be constructed of standard dimensional lumber.

Overcoming objections is the highest level of technical sales skills. Most sellers don’t ask for the order in the first place, so they never have to overcome objections. Just asking for the order puts us in the top 10% of sellers. Overcoming objections will put us in the top 1%!

The building materials sector has so much to offer working professionals but, sometimes, figuring out where exactly you’re meant to be is half the journey.

Bruce Jacobson, a contractor in Yuma, Az., who worked on residential and commercial building with a side of engineering, had a problem: how to get what he needed, and when. The answer came in a light bulb moment: form his own company.

American homeowners annually spend anywhere from thousands to tens of thousands of dollars to build new decks, fix older ones, and enhance the livability of outdoor areas. However, all the renovations have at least one thing in common despite the price tag—the desire to achieve long-lasting results.

Danny Baumstark, 65, is about to retire as head of Hermann Lumber, the yard he owns, in Hermann, Mo., pop. 2,700. But not to worry: The succession plan has been in place for, oh, ever since his daughters were old enough to sweep out the driveway.

There are many reasons that people don’t succeed in sales. The number one reason by a large margin is the lack of work ethic.

Global demand for fiber cement siding will climb an average of 2.5% annually over the next four years, to reach 22.1 million squares by 2023, according to a new report by the Freedonia Group.

As a new year begins, things are looking up for the southern pine lumber industry. Between steep tariffs and a slumping housing market, 2019 presented many challenges for southern pine.

Timber Products, Springfield, Or.,  will install a state-of-the-art Meinan lathe at its Yreka, Ca., facility, further improving veneer and plywood production as part of an ongoing strategy to modernize its plywood business.

Based on Builder and Consumer Practices Survey data, there are more than 4 billion sq. ft. of home exterior covered with housewrap annually.

I had no experience even remotely related to the wood industry; but when friends of my mom and dad came calling about a potential receptionist job at a hardwood lumber company, I jumped at the opportunity.

As we enter the third decade of the 21st century, window and sliding glass door shoppers have spoken—and they want vinyl. Lots of vinyl. They also want bigger, greener, stronger and darker products.

In an effort to make online education more dynamic, the Western Wood Preservers Institute has released a new narrated version of its preserved wood training course.

No one wants to push a bag of rocks up a hill or jump off a bridge with us. Unfortunately, many sellers sound like this is what they’re doing or getting ready to do while they’re on a call with a customer.

Most composite decking manufacturers now offer a capstock line, covering their wood-plastic-composite core with an all-plastic outer layer. Tiva Building Products has gone one better—capping its PVC core with ASA (acrylic-styrene-acrylonitrile), a tough, rigid plastic known for its heat resistance, color retention, and weatherability.

Hooten’s Hardware LLC proves that the guy who promised, “If you build it, they will come” gave pretty good advice.

Not only does a good fence frame the yard and add to a home’s curb appeal, but it also can provide an element of privacy and safety, including noise reduction.

Safe drivers and properly maintained vehicles allow for efficient product deliveries and happy customers. Unfortunately, without proper attention to fleet safety, that same fleet can also be responsible for draining company profitability—or even injuring a team member or bystander.

Research shows that since the turn of the last century, the trend in cost of sales has increased substantially for more than half of the largest companies in the U.S. Previously, scale economies in sales were almost a given, in that most companies were growing revenue at an annual rate that was much higher than the associated sales and marketing expenses.

This is not a how-to story. It works better as a cautionary tale: one of those “What was he thinking?” accounts that warns of a deep financial failure when a newbie, with more confidence than smarts or experience, takes over an unfamiliar business and runs it into the ground.

Doing sales, the right way is still a challenge, but we make four times as much money and often more doing sales the right way. Below are common sales mistakes and their better way counterpart.

I was in Beverly Hills last week keynoting two events in the financial industry. At both sessions, the audiences were financial advisors who sold insurance products. Feedback was extremely positive, as it tends to be for my live work, but one person’s comments stood out.

Lumber isn’t glamorous, they say. I’ve had a taste of that life, and it’s not all it’s cracked up to be. At the start of my college years, I aspired to a career in fashion—it doesn’t get more glamorous than that, right? I thought so, too, until I entered a fashion merchandising degree program and found myself surrounded by superficiality.

“There’s a shortage of housing out here in the West, so there’s a healthy amount of new-home construction,” says the fourth-generation owner of Orofino Builders Supply, founded by his great-grandfather in 1924.

The fact that the lumber market moves is one of the things that makes working in the lumber industry interesting and exciting. I worked on a trading floor that owned hundreds of cars and trucks of lumber daily. We were always on one side of the market or the other—and sometimes both at the same time.

Despite a clever disguise as owner of Wood Shed Lumber & Hardware Supply, Sharona Eiserer is really Wonder Woman.

A Special Series from NAWLA

I’ve worked with thousands of salespeople, helping them improve and sell more. My typical clients add 10 to 20% to their company sales, but individual salespeople often increase their performance by 50%, 100%, even 200% (yes, tripling their sales) in a single year.

"In 2000, Dad started building ready-to-move homes, enabling him to buy lumber wholesale. His salesman talked him into offering the lumber to the retail trade, too, so we built a warehouse open to the public."

A Special Series from NAWLA

Imported plywood panels continue to appear in U.S. markets from Brazil, China and other countries. Many of these panels bear trademarks that state compliance with U.S. Voluntary Product Standard PS 1, Structural Plywood.

Most of us are standoffish and/or shy with strangers. It is natural, but it causes us to make rapport-breaking mistakes and makes us forget our natural rapport building skills.

Small to mid-sized LBM stores, or independent retailers, should take a tip from their counterparts if they want to avoid being lumped into the 0.3% of stores that closed in recent years.

It wasn’t too long ago that it was inconceivable to imagine Canadian companies would be selling southern pine. But today three of the five largest producers of southern lumber are headquartered in Vancouver, B.C.

The Eighties,” intones Trico Lumber’s Kyle Morgan in his easy-listenin’ Texas drawl, “were not good times. The oil fields went south, plus our biggest employer (here in the northeastern corner of the state), Lone Star Steel, shut down.”

Everyone says your business should be on social media, so you made an account. But now what?

The highest level of sales on the emotional side of the skill set is the positively assumptive attitude (without arrogance). A relaxed and professional approach puts the customer at ease and makes them want to buy from us.

Even lumberyards are switching to electric forklifts, after discovering that energy-efficient, environmentally friendly machines can do virtually anything emission-producing internal combustion (IC) forklifts do.

A home is a compilation of hundreds of decisions and thousands of products. So when it comes to the exterior, focusing your sales approaches on the whole cohesive package—and showing builders, remodelers, and their homeowners what those packages look like—may improve your opportunities to increase upgrades, boost efficiencies, and further satisfy customers.

We’re moving homes, and my wife has been on a shredding mission. While reviewing file boxes that have not been opened in many years, she came across my first business head shots, taken about 20 years ago.

The majority of sellers are too nervous, under-prepared, or just don’t now how to control sales conversations. Most don’t even think they should.

What do you get when you combine YellaWood brand pressure treated pine with a mischievous band of beavers driven to create their own oasis at the lodge? “The Woodland’s Most Wanted.”

Today, many building products boast about their environmental benefits. Relatively few, however, back up such claims with scientific evidence. For decades, the California redwood industry has supported its claims with scientific data.

Natural hardwoods offer sustainability, authenticity and comforting natural beauty. The added bonus? They are all derived from a material straight from the soil.

As anyone working in the softwood industry would agree, 2018 was a predictable and uneventful year.

When it comes to interior home designs, trends are constantly changing. But if there’s one thing that never seems to go out of style, it’s natural wood.

For manufacturers, dealers and distributors, demonstration events for builder and contractor customers are an important part of a marketing schedule.

To succeed in sales, we must control the conversations we are in.

Three things will affect our success. We apply Pareto’s Principle to all three. If we don’t we will be part of the bottom 80% fighting over 20% of the pie. 

When it comes to decks, much thought is given to the planks, the colors, the layout, and even the railings and balusters. But even the most beautiful of outdoor spaces can feel incomplete if the designer and builder neglect the other important accessories: the trim.

Retailers and distributors can get a leg up on expanding treated wood sales by educating employees with a popular new online course developed by Western Wood Preservers Institute.

This isn’t going to be one of those “beloved, third-generation hometown yard builds on its legacy” stories. Nope. McCabe Lumber, of Lovelace, Oh.—20 miles from the Cincinnati metro area and serving Northern Kentucky and Southeast Indiana as well—didn’t even exist in the 20th century. Today, it’s a blockbuster, both in market share and innovation.

Building our sales book of business is challenging. For many of us, it will be the most challenging thing we will do in our careers. Building trust with new customers is a test. When we do break through and they start to give us business, it feels fantastic!

Many of the old tried and true methods still work for us—as they do for others. However, like many, we have jumped on the digital bandwagon to explore new horizons and capture the Millennial market, in particular.

In May 1951, young Robert Arnold, fresh from college, snagged his first job, working for his stepmom’s boss. That job was selling feed in upstate New York in a small town called Malone. But that didn’t last long. The older gent was in a hurry to retire. He approached the Arnolds. Young Bob voted “no.” His dad, however, voted “yes”—and “yes” prevailed. Ironically, Dad passed away two years later, leaving Bob to run the show.    

The building and construction industry is booming—and has been growing steadily since 2011. Much of this growth can be attributed to the residential sector, led primarily by single-family construction, which is projected to see a 9% growth, while multi-family construction, which hit its peak in 2017, is expected to decrease slightly.

If you’re still categorizing OSB as a commodity or treating it as an afterthought, it’s time to rethink your approach. Thanks to advances in manufacturing, OSB has evolved into a category where dealers can sell panels based on builders’ specific needs, from budget to functionality to labor concerns. Options abound, with some premium panels offering performance like never before.

The Western Red Cedar Lumber Association represents a significant portion of North America’s WRC manufacturers, distributors and retailers, and supports their members’ business through programs including advocacy, education, and advertising and marketing; of which social media has been playing an increasingly bigger role.

Decks, patios and porches have long been popular for relaxing and entertaining guests, but today’s homeowners are increasingly requesting spaces that are even more functional—outdoor rooms. To meet these needs, design professionals and builders are relying on products, such as cypress, that offer good looks, durable performance, and versatility for indoor and outdoor use.

Here are five examples

The challenge most contracting companies face is ensuring these decisions are based on financial and operational facts rather than being clouded by unanswered theoretical questions.

There’s a long list of incentives that can be used for leverage when companies jockey for a favored relationship with carriers, but those that want a better shot at moving to the front of the line will want to focus on the following elements

Study after study shows that grateful people outperform ungrateful, or cynical ones. They’re more successful. They’re happier. They persevere more. 

What do you get when you plant a lumber company named Lacrosse (a town on Wisconsin’s bank of the Mississippi) into a community called Louisiana?

Exterior trim is often overlooked as an essential point for curb appeal when building or remodeling.

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

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

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

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.

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.

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

A Special Series from North American Wholesale Lumber Association

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

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

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

What is your sales approach or style?