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America’s largest pro-oriented construction supply companies last year recorded their biggest sales since 2008 and added 44 more facilities nationwide, but held the line on hiring, the latest ProSales 100 finds.
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The members of the 2012 ProSales 100, sorted alphabetically
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At Speonk Lumber's showroom in New York State, the sales pitch begins as soon as you approach the front door.
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Knowledge that you regard as irrelevant to your needs could be just what the client needs, and what clinches the sale.
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Inside and outside sales reps may require different skill sets, but both need lots of initial training to reach their potential.
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After years of striving to be both realistic and optimistic in the face of bad news, it's great to describe this year's ProSales 100 in happier terms.
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Details concerning how we collect information for the ProSales 100 and how we report that data.
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A historical look at ProSales 100 totals, both by themselves and in context, between 2002 and 2011
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These three lists show who the top ProSales 100 members are when separated based on what type of business they run.
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It's a varied list--with varied underlying reasons--of ProSales 100 companies that showed the biggest percentage increases and decreases in sales.
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PS100 dealers showed lots of optimism in our latest survey, in part because so many increased their sales in 2011
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The share of revenue that ProSales 100 members get from their main customer groups is changing.
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The three types of companies that go into the ProSales 100 make up vastly different percentages of the total list, both in numbers and in sales volume.
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Mid-sized members of the ProSales 100 tended to beat their bigger and smaller peers when the group is measured in terms of sales per employee or per facility.
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Amazon.com's recently announced AmazonSupply threatens to cut into LBM dealer's sales.
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ProSales’ LinkedIn group members continue to spar over the value of a 100% commission. Here’s an update on some of the latest comments.
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In an industry with a knack for forging relationships face-to-face, it seems unlikely that sales reps would turn to e-mail as a prospecting tool. Yet some LBM experts sees an uptick in the platform’s use.
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FBMA chairman George Fishtorn II shares some suggestions and advice on how to create the best opportunities to land the big sales. His tips include getting the customer in a relaxed setting, talking about things other than work, and keeping positive at all times.
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Should building supply dealers pay their sales reps based on a 100% commission? ProSales asked that question to members of our LinkedIn group. Here's what they said.