May 2016 Table of Contents

Editor's Notes
How This Soccer Legend Relates to the ProSales 100 ... and You Editor's Note How This Soccer Legend Relates to the ProSales 100 ... and You

Keep Johan Cruyff's advice in mind when you scan this year's list, ProSales' editor suggests Read more

Yard Notables
Dealers Tell Congress: We Have Seven Issues You Should Tackle Dealers Tell Congress: We Have Seven Issues You Should Tackle

Proposed reforms span health care, regs, lawsuits, and the Internet Read more

Investors Behind US LBM Eye West Coast

Could a new regional LBM superpower be on the rise? Read more

84 Plans Major Expansion in the West 84 Plans Major Expansion in the West

10 new locations slated for 8 states Read moreydusvvzf

Steal This Idea: Thank Your Staff for Safety Steal This Idea: Thank Your Staff for Safety

Here's how McCoy's Building Supply reinforces the message Read more

USGBC's Pilot Test Renews Tussle Over Which Lumber Qualifies for Green Building Programs USGBC's Pilot Test Renews Tussle Over Which Lumber Qualifies for Green Building Programs

SFI, ATFS, and PEFC-certified wood all could join FSC in qualifying for LEED points Read more

Trade Group's New Campaign Touts Concrete Construction Over Wood Trade Group's New Campaign Touts Concrete Construction Over Wood

NRMCA's Build with Strength has already launched in Washington state and Maryland Read more

Columns
Avoid This Trap When You Start Talking with Customer Prospects Sell Sheet Avoid This Trap When You Start Talking with Customer Prospects

The urge to give away pricing info is strong, ProSales "Sell Sheet" columnist Rick Davis says. Here's his advice on how to resist that urge and ultimately make the sale. Read more

New Dimensions The Case for Dealers to Seriously Consider Flooring Sales

This often overlooked business segment brings high margins and low inventory requirements. Read more

Executive Decisions Why Motivated Salespeople Should Give Independent Dealers Another Look

ProSales columnist Don Magruder argues that while national suppliers can restrict their salespeople's decision-making, independents offer autonomy. Read more

Thea's Mailbag: What To Do When People Like You But Not Your Team Thea's Mailbag: What To Do When People Like You But Not Your Team

Here's how to develop a group that does the job without angering people Read more

ProWatch
How--and Why--to Improve Your Business Using Lean Principles ProWatch How--and Why--to Improve Your Business Using Lean Principles

The LBM industry has been slower than some others to embrace a lean culture. Here's why Scott Morrison says that should change, and how to make it happen. Read more

Dealers Tell Us: What It Takes to Succeed in the Flooring Business ProWatch Dealers Tell Us: What It Takes to Succeed in the Flooring Business

Five tried and true tips from six dealers who have cracked the code on selling flooring. Read more

Get a Quick Intro to the New Silica Rule With These 3 Reads Get a Quick Intro to the New Silica Rule With These 3 Reads

Pay special attention to the table on which business practices will keep pros out of trouble Read more

Feature: The ProSales 100
The 2016 ProSales 100 The 2016 ProSales 100

The nation’s largest pro-oriented construction supply firms saw sales rise 10.2% in 2015 from their year-earlier performance to reach $41.74 billion, while they increased the number of facilities by 9.7% and grew payrolls by 10.5%, the latest ProSales 100 survey shows. Read more

Paradise Found: How HPM Thrives in Hawaii Paradise Found: How HPM Thrives in Hawaii

We profile a 95-year-old newcomer to the ProSales 100: HPM Building Supply of Hawaii. Read more

Charlie Gillman Fights the Retail Wars with Gusto Charlie Gillman Fights the Retail Wars with Gusto

This ProSales 100 newcomer has three keys: Know your town, know how to buy, and know how to price Read more

Guy C. Lee's Hands-Off Business Model Helps It Thrive, Even in Tough Times Guy C. Lee's Hands-Off Business Model Helps It Thrive, Even in Tough Times

Our ProSales 100 report includes several profiles, including this one of the No. 57 company on the list, North Carolina-based Guy C. Lee. Read more

Hayward Lumber’s Owner Aims to Monetize Air Quality Concerns Hayward Lumber’s Owner Aims to Monetize Air Quality Concerns

Bill Hayward's new venture, Hayward Healthy Home, is partly a consultancy promoting indoor air quality that uses his own house as the showroom. Read more

Product Monitor
A New Generation of Windows Product Monitor A New Generation of Windows

As consumer demand evolves and younger buyers enter the market, manufacturers are embracing what they see as long-term trends Read more

My Yardsticks
For Family Company Bliffert Lumber, What's Old is New Again My Yardsticks For Family Company Bliffert Lumber, What's Old is New Again

This Milwaukee dealer is celebrating its more than 100-year history in one the city's interactive museum exhibits--and planning to keep growing. Read more

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