How to Engage Your Employees

Recently, a lumber distributor, struggling to attract and keep qualified talent, asked how to get his employees more engaged and energized. His assessment was that they were not motivated, were not “giving it their all,” and his recent efforts to put in place a bonus incentive program had done little to change any of that. Sound familiar?

The Amazon Effect on Wholesale Distribution – Get the E-book

Amazon improves the customer experience through innovation, choice, convenience, and value. As the Amazon Effect is beginning to be felt by distributors, it’s important to learn the key opportunities to thrive in a changing landscape.

Pioneer Expanding in Arizona

Pioneer Landscape Centers, Highlands Ranch, Co., has acquired Granite Express, Mesa, Az.

Thermally-Modified Barnwood

Drift by Thermory USA provides the popular look and texture of rustic/weathered barnwood right out of the box

Butte Ace Doubling in Size

Butte’s Ace Hardware is building a larger, $6.8-million replacement store to open early next year.

Marketing Tips for Retailing Lumber

As the trend in showrooms become an obvious necessity, often we see retailers forget to promote one of their most profitable stock items, treated lumber.

The Best Known EWP Company You May Not Know

Pacific Woodtech Corp. is a mega-producer of engineered wood products that many have not come across—or have you? It has been producing laminated veneer lumber and I-joists with others’ names on them for about 20 years—until recently.

Raymond Buys Forklift Dealer

The Raymond Corp. has acquired Raymond Handling Concepts Corp., Fremont, Ca., a dealer of Raymond forklifts to Alaska, Idaho, western Montana, Northern California, northern Nevada, Oregon and Washington.

PVC Color Treatments

Versatex Building Products is joining forces with Aqua-DIY to offer a line of environmentally-friendly color treatments and woodgrain finishes for cellular PVC.

The Customer Is Afraid, Too

Fear costs us salespeople a lot of money. Fear is the reason we don’t pick up the phone to call our customer proactively, when there is nothing urgent or terrible happening.

What do you think?

This week's question

What is Your Company's Overall Business Aim?

Last week's question

Which characteristic below do you feel is the most important in a Sales role?

View survey archive

In the magazine

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

Industry Trends: Dark Colors are White Hot in Windows & Trim

Also in the issue

ViewPoint: Trees & the Ghost of Walt Whitman
Photo Recap: Inland Lumber Producers Event

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Feature Story: Bringing the Indoors Out with Southern Cyprus

Also in the issue

Thinking Ahead: How to Engage Your Employees
Competitive intelligence: Nebraska Dealer Comes Home

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