Olsen on Sales: Nudge for the Business

Being too pushy is the number one fear of underachieving salespeople. Because they are so afraid of being pushy, they don’t push at all.

Lumber Family Unloads Self-Storage Facilities

The owners of Koopman Lumber & Hardware are getting out of the self-storage business.

Martha’s Vineyard Yard Sold

Hinckley’s Lumber, Vineyard Haven, Ma., has been sold to real estate investor Larkin Reeves for $2.3 million.

Dealer Profile: Wyoming’s Build-Rite Do it Center

“110 miles from any big city—Laramie, Rock Springs, Casper”—says Matt Arnold, the third-generation (by marriage) owner, who wedded his college sweetheart, who happened to be the boss’s daughter. Six kids later, he’s in the boss’s chair himself, returning after his father-in-law retired three years ago.

Thank a Framer

Norbord Inc. is launching its second video to kick off “Thank a Framer” month this September. This video follows the process of manufacturing oriented strand board (OSB) from the forest to the construction site, paying homage to workers in the supply chain along the way. It aims to highlight the vital role framers play and supports Norbord’s efforts to ease the construction labor shortage.

New Owner Saves WV Lumberyard

Marsh Lumber, Clarksburg, W.V., has been purchased by Chuck Kersting, allowing previous owner Arlis Marsh to retire.

RISI Parent Buys Random Lengths

The industry’s leading price reporting agency, Random Lengths, Eugene, Or., has been acquired by Euromoney Institutional Investor, the European parent company of RISI, Inc., Boston, Ma., for $18.2 million.

Boral Consolidates Brands Under One Division

As part of its ongoing transition following last year’s acquisition of Headwaters Inc., Boral is consolidating its siding, trim, shutters and accessories under a single division—Boral Building Products.

Martco Upgrading Chopin Mill

RoyOMartin, Alexandria, La., will invest $8 million at its Chopin, La., plywood and solid wood plant to install a new dry kiln designed to increase timber production.

Westlake Ace Expands in Kansas

Westlake Ace Hardware has signed a lease to open a new location this fall in Bonner Springs, Ks.

Olsen on Sales: Spirit of the Possible

Sales is a relationship business and we, as salespeople, are the yang of that relationship. The customer’s job is to come up with reasons to wait, to think about it and to analyze the all the possibilities. Our job is to have the spirit of the possible, now. We are here to help our customers figure out a way that what we are proposing will work.

GP Building Mill in Georgia

Georgia-Pacific, Atlanta, Ga., will build a new state-of-the-art lumber production facility in Albany-Dougherty County, Ga. Construction on the $150-million, 320,000-sq. ft. mill is scheduled to begin in 2018 with an anticipated start-up in late fall 2019.

Busy Beaver Backs Baby Beavers

Pittsburgh-based Busy Beaver Home Improvement Centers has partnered with the Pittsburgh Zoo and PPG Aquarium to help name six newborn beavers and sponsor the beaver exhibit.

Virginia Manufacturer Grows

Mountain Top Timber Products, Coeburn, Va., will construct a sawmill, dry kilns, and wood chipping plant in Dungannon, Va.

Ace Expanding Ohio DC

Ace Hardware will add 309,000 sq. ft. to its four-year-old retail support center in West Jefferson, Oh.