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.

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

A Special Series from North American Wholesale Lumber Association

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

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

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?