Dealer Profile: New Mexico’s Elco Building Supply

When his dad, owner of Builders Do it Centers of New Mexico, knew it was time to retire last year, Justin Ellis was handed a lemon: With no cash to match the outside offer his father couldn’t refuse, he could suck it up and go to work for the new owner, adding more of the same-old, same-old to the years he’d already tallied at the shop, or he could... um, what?

VIDEO: The Deck of the Future: What’s Ahead in Outdoor Living

This year’s DeckExpo in Baltimore brought together three columnists from Deck Specialist, to look ahead at 2019’s hottest trends in outdoor living. Listen and learn from David Elenbaum, Brendan Casey, and Matt Breyer.

10 Tips for Your Best Ever Demo Event

For manufacturers, dealers and distributors, demonstration events for builder and contractor customers are an important part of a marketing schedule. After all, there’s nothing like “show and tell” to educate people about how products work and what the benefits are in an installation or real world use situation. Demonstration events are also great venues at which to build, and solidify, customer relationships in a small group setting.

Find the Right Composite Decking Manufacturer

The composite decking industry is crowded. There are many composite decking manufacturers in the growing market, each offering a unique configuration of materials, products and programs. How can dealers and lumberyards find a new supplier that can help them truly stand out?

Busy Beaver Expanding in West Virginia

Busy Beaver, Pittsburgh, Pa., will open its newest home improvement store April 10 in Elkins, W.V. A grand opening for the community is set for April 27.

Rainscreen Protection

The DuPont Tyvek DrainVent Rainscreen provides advanced protection against moisture damage in exterior wall systems.

Hawaii Lumber Group Elects Officers

Hawaii Lumber Products Association has installed its 2019 board of directors, led by new president John Heideman, Mendocino Forest Products.

Oregon Yard Coming Back After 10-Year Absence

A local builder is reviving long-defunct Warrenton Builders Supply, Warrenton, Or., as a hardware store, rental shop, and construction office.

Olsen on Sales: One-Trick Pony

Sports talk about “complete” players. Baseball calls them “five-tool” players: hit for average, for power, speed, fielding and a gun for an arm. Basketball calls them “two-way” or complete players: defend, rebound, pass and score. Athletes who are complete are rare. As are salespeople.

Atlantic Forest Products Expanding West

Wholesale distributor Atlantic Forest Products, Baltimore, Md., is expanding to the West Coast, with the opening of sales offices in Lake Oswego, Or., and near Oakland, Ca.

What do you think?

This week's question

What are you doing to overcome your biggest challenge in business?

Last week's question

What is your biggest challenge in business today?

View survey archive

In the magazine

10 Tips for Your Best Ever Demo Event

For manufacturers, dealers and distributors, demonstration events for builder and contractor customers are an important part of a marketing schedule. After all, there’s nothing like “show and tell” to educate people about how products work and what the benefits are in an installation or real world use situation. Demonstration events are also great venues at which to build, and solidify, customer relationships in a small group setting.

Olsen on Sales: The Gentle Art of Changing the Subject

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

Olsen on Sales: The Pareto Rules

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. 

7 Trim Accessories to Complete the Deck

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.

Boost Sales with Treated Wood Training Course

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.

DEALER PROFILE: Ohio’s McCabe Lumber

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.

Olsen on Sales: Thank You, Sir, May I Have Another?

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!

Up Your Social (Media) Game

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.

Dealer Profile: New York’s Arnold Lumber & Concrete

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 Low-Down on Hardwood Lumber

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.

New OSB Technologies Offer Solutions to Old Problems

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.

Mining Social Media Data to Grow Western Red Cedar Sales

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.

Bringing the Indoors Out with Southern Cypress

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.

Pro Closer or Faux Closer?

Here are five examples

Eliminate Financial Guesswork when Choosing to Lease or Buy a Fleet Vehicle

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.

Follow These Rules of the Road to Become a Shipper/Customer of “Choice”

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

Selling Gratefully

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

DEALER PROFILE: LA CROSSE LUMBER OF WISCONSIN

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?

The Rise of Primed Fingerjointed Trim

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

Millwork Certification Program Launches

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

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

Margin Builders: 10 Tips for Staging Your Best-Ever Demo Event

Also in the issue

Industry Trends: Alternative Fencing Evolves
Product Spotlight: Aluminum Decking Shows it’s Mettle
Management Tips: Find the Right Composite Decking Manufacture

View Digital IssueSubscribe for free and receive The Merchant in print plus full access to all online content.

Thinking Ahead: Lumber Career Can Be Hidden Gem

Also in the issue

Management Tips: Find theRright Composite Decking Manufacture
Competitive Intelligence: New Roswell Dealer Takes Off Turning Sidelines into Specialties
Event recap: Western Pallet Association Meeting

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