Competitive to the Core

Great finish to a great "Core Training" article (New Dimensions, November, page 48), "In today's tight market, proper business focus is what you need, not a one-size-fits-all type of operation."

It is this philosophy that has allowed us to continue to excel in what has been a very tight market since last spring. The large pro yards and box stores can continue to call on our customers, but we understand our core–know how to service them and offer them unprecedented value. With the big guys calling on them, it exposes that the big guys have weaknesses and that the small guy can be competitive through thick and thin. As a young executive in training, I look forward to reading more of your articles.

–Marc Currie, Sales and Marketing, C.A. Niece Lumber Co., Lambertville, N.J.

Pedal to the Mettle

I just wanted to applaud your article "Deal Makers" in November ProSales (Viewpoint, page 108). Great insight and great advice! We are the largest millwork supplier in the Twin Cities (we are the millwork arm of Lyman Lumber Co.–a 120-year-old independent based in Minnesota). We are getting the squeeze from builders of all sizes. You are correct: It all comes down to sales skills and proving our value to our customers. As dealers we all need to do a better job at this. We also need to help our customers learn to up-sell their value as well. Your article is a step in the right direction.

–Pat Hegseth, Sales Manager, ABC Millwork, Chanhassen, Minn.


Wisconsin Retail Lumber Association Convention & Exhibit Show / Feb. 7?8 / Wisconsin Dells, Wis. / Contact: 800.236.3534;

International Builders' Show / Feb. 7?10 / Orlando, Fla. / Contact NAHB: 800.368.5242;

Construction Safety Conference / Feb. 13?15 / Rosemont, Ill. / Contact Construction Safety Council: 708.544.2082;

Orgill Spring Dealer Market / Feb. 22?24 / Orlando, Fla. / Contact: 800.347.2860;

Deck Expo / Feb. 27?March 1 / Las Vegas / Contact Hanley Wood: 866.490.3097;

Iowa Lumber Convention / March 1?2 / Des Moines, Iowa / Contact: 763.544.6822;

International Roofing Expo / March 6?8 / Las Vegas / Contact Hanley Wood: 866.490.3097;

The Work Truck Show / March 6?9 / Indianapolis / Contact: 800.441.6832;

Mountain States Lumber and Building Material Dealers Association Products Expo & Building Materials Buying Show / March 8?9 / Denver / Contact: 800.365.0919;

Nebraska Lumber Dealers Convention / March 12?13 / Lincoln, Neb. / Contact: 763.544.6822;

Homex 2007 Homebuilder Summit & Expo / March 13?15 / Long Beach, Calif. / Contact: 888.330.3395;

Lumbermens Merchandising Corp. Annual Meeting / March 14?17 / Fort Lauderdale, Fla. / Contact: 610.293.7000;

Ace Hardware Spring Convention / March 14?18 / Las Vegas / Contact: 630.990.2706;

ENAP Annual Meeting & Tradeshow / March 15?17 / Grapevine, Texas / Contact: 845.564.4900;

Midwest Builders Show / March 21?22 / Rosemont, Ill. / Contact: 630.627.7575;

JLC Live / March 22?24 / Providence, R.I. / Contact Hanley Wood: 800.261.7769;

True Value Spring Market / March 23?25 / Chicago / Contact: 773.695.5000;

NAHB National Green Building Conference / March 25?27 / St. Louis / Contact: 800.368.5242;

Lumbermen's Association of Texas Convention & Expo / March 29?31 / San Antonio, Texas / Contact: 512.472.1194;

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