Marvin Opts for New Look

Marvin Windows & Doors, Warroad, Mn., has streamlined its company name to simply “Marvin,” while rolling out a new corporate logo, reorganizing its products into new collections, and renaming its Integrity Windows and Doors brand.

VIDEO: Best of Decking & Railing at the 2019 Builders Show

TimberTips is a weekly video series highlighting information worth knowing about lumber products and projects.

Kodiak Buys Christensen Lumber

Kodiak Building Partners has acquired four-unit Christensen Lumber, Fremont, Ne., after nearly a century of family ownership.

Trim Job: Why & How to Sell Exterior Packages

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.

Level Up  

Kapro Tools' Magnetic Stud Layout Level is designed with magnetic stud slots at 16" and 24" that allow users to easily and accurately install wood and metal studs.

Boral Adds Florida Showroom

Boral Roofing has opened a new Design Center in Winter Park, Fl.

Versatex Adds New Distributors

Two new full-line Versatex distributors are simplifying access to premium PVC trim for building-supply dealers and contractors across a wide swath of the eastern United States.

Dealer Profile: Michigan’s Jonesville Lumber

Shortly past the dawn of the last century, Fred Graves, who ran a lumberyard in Wisconsin, got the urge to move to Jonesville, Mi., to help a cousin in the yard he owned. By 1919, Fred had bought him out.

The Revenue Growth Habit: Thousands of Failures

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.

Olsen on Sales: Controlling the Call

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.

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In the magazine

Trim Job: Why & How to Sell Exterior Packages

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.

The Revenue Growth Habit: Thousands of Failures

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.

Olsen on Sales: Controlling the Call

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.

Great Southern Sinks Teeth Into New Marketing Campaign

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.”

Redwood Getting Updated Life Cycle Assessment

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.

A Regional Look at North American Hardwoods

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

Staying Nimble to Promote Western Red Cedar

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

High-Impact Upgrades with Southern Cypress

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.

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.

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

Feature Story: Composite Decking Gets Stylish

Also in the issue

Product Spotlight: Options in Railing Infill

Industry Trends: Decking Forecast Looks Strong

Margin Builders: Selling Exterior Trim Packages

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Product spotlight: Deck Tiles vs. Deck Boards

Also in the issue

Competitive Intelligence: Michigan Dealer Grateful for a Century of Success
Event Recap: LMC Dealers Head for San Diego

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