March 2008 Table of Contents

Land Lines

Dealers look to their real estate holdings as potential sources of extra revenue and cost efficiencies in these tough times. Read more

Cutting Your Losses

It's a common dilemma for dealers: what to do with customers that squawk for too much service or have fallen behind on payments. At a time when lumberyard executives are scrambling for every dollar they can get, when is the pushy or nonpaying customer no longer worth the effort? Read more

Installed Sales: Building a Team

The market for installed sales may be right in front of you, but the perfect team members for your installed sales department could be harder to find. Matching skill levels with positions, juggling personality types, and maintaining quality workmanship are just a few of the challenges that make recruiting among the things that can ruin an otherwise well-planned department. Read more

Special Orders Special Orders

Lapointe Lumber doesn't stock much millwork anymore. That's because 90% of its window sales and 80% of its door sales are special orders. The Augusta, Maine-based pro dealer has also seen upticks in special orders for siding, specialty lumber, and wood patterns. "A lot of siding is getting prefinished, or there are orders for custom colors," says co-owner Dick Tarr. Read more

Path to Profit Path to Profit

In a housing market that continues to wallow in the doldrums, some LBM dealers have found that add-ons like hardscaping materials--pavers, retaining wall systems, and natural stone--can bring in customers and dollars. Read more

Sell Sheet: The Price Is Right

Tough times require you be even more resolute that the deal you're offering is the best you can make. Read more

Yard Notables: March 2008

ProBuild Goes Shopping in Florida, Georgia Read more

Returns: PVC Is Green, Safe

I read "Plastic Battles" in the January issue, and would like to offer some facts about PVC that may interest your readers. Read more

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