Closing the Sale

Pilgrim's Progress

If you have ever failed to achieve a New Year's resolution, it's probably because you didn't come up with a process to achieve your goal and measure your progress. Suppose you wanted to lose weight. A trimmer waistline is the goal. The effort it takes to get there–in this case, an exercise regimen...
The ABCs of ABP

I like to joke that everything in life is tied to LBM. Now it has even changed how I view one of my favorite movies.
Screen Gems

You have heard those words dozens of times in your life and probably said them hundreds more. Everybody knows that selling is a numbers game, but surprisingly few actually take time to measure the data that create predictable success.
Jim Sobeck's Merger and Acquisition Tips, Part III: Post Acquisition Advice

"Once you have closed on the acquisition there are several steps you need to take to ensure success," writes Jim Sobeck, owner of New South Construction Supply in West Columbia, S.C. "Most of these steps need to be done quickly after closing to increase your chances of a successful acquisition."
Norandex Restructuring To Go Beyond Closing Facilities

Building supply distribution giant Norandex revealed more details regarding its restructuring plan that involves the closing of 36 branches--a quarter of its facilities--nationwide. Those details include plans to move into larger facilities in two markets, remodel showrooms, and boost staff sizes...
Top 10 Signs Your Business May Be Closing

You shouldn't be surprised when the LBM operation where you work suddenly closes, veteran lumberyard manager Don Magruder says. Here are 10 warning signs that should tip you off before you show up one morning and find the front doors padlocked.
National Home Centers Plans Liquidation Sale for Three Stores

National Home Centers, the Springdale, Ark., dealer that entered into Chapter 11 reorganization last December, contracted a consulting firm to help conduct a "store closing sale" at three of its locations.
10 Sales Mistakes To Avoid

If you manage a sales staff, or you're out on the road or at the sales desk fulltime, ask yourself: Am I showing the right skills for this job? Here are 10 areas that consultant Chris Rader says you should examine, correct, and nurture:
This Gun's For Hire

Yard closures and downsizings have left plenty of solid sales professionals looking for work–pros with a long list of good customers in their holster. Dealers across the country are hiring these guns to rustle up some business for them or at least improve their existing position in the market. For...
From Buy to 'Why?'

Salespeople are a funny lot. Regardless of whether you are an outside salesperson, work at the retail counter, or sell installed services, the goal is the same: Close the sale. No doubt you're decent at selling because, in these rough times, you'd be shown the door if you weren't. But in spite of...
To Boost Your Sales, Use a Funnel

There's a simple, inexpensive way to figure out the best way to maximize your company's sales effort, consultant Chris Rader says. It's called a Sales Funnel, and in this "Rader's Edge" column he tells you how to set one up and use it.
ProBuild Closing Wis. Facility It Bought a Year Ago

ProBuild, which just 12 months ago acquired Big Buck Building Centers in Racine, Wis., gave notice to the state of Wisconsin that it will close the operation effective Sept. 20. A total of 42 workers will be affected, some of whom might be offered jobs at other ProBuild facilities in Wisconsin, a...
Stock Exiting MN, WI, Closing Branches in Mid-Atlantic, Utah

Stock Building Supply confirmed today it is closing its final dozen facilities in Minnesota and Wisconsin as well as operations in the Carolinas, Virginia, and Utah. It also is believed to be holding discussions to sell operations in Illinois and Indiana. Reports by Stock spokespersons and field...
Yard Notables

While housing starts continue to stall, the light at the end of the tunnel is not very bright for remodelers, either. Harvard's Joint Center for Housing Studies says its Leading Indicator of Remodeling Activity released on Jan. 22 points to homeowner spending on major improvements declining at an...
Little Relief for Remodelers

While housing starts continue to stall, the light at the end of the tunnel is not very bright for remodelers, either. Harvard's Joint Center for Housing Studies says its Leading Indicator of Remodeling Activity released on Jan. 22 points to homeowner spending on major improvements declining at an...
In Brief
People
84 Lumber Shuts Down 20 More Stores

84 Lumber is closing 20 stores in additional consolidation moves following about 80 previous store closings in the last year, the company has announced. Nine other locations were closed Sept. 30 and Oct. 6, including stores in Fultondale and Mobile, Ala., Oklahoma City, and a truss plant in Tipton...
The Heart of the Deal

Fuel prices soaring? Housing sales in the tank? Commodity prices squeezing your margins? The state of affairs in the field is rough, to put it mildly. But rather than forcing a retreat, these hard times are even more reason to make sure your sales team is as capable as possible of closing a deal.
Flow Control

"I'm going to get the order," Pete told me plainly."Are you sure?" I asked."I'm sure," he answered.