Editor's Notes
Rebirth of a Salesman
The changing landscape for salesmen in the Internet Age poses challenges to the classic models of sales and will force reps to reconfigure their approaches. Read more
Including 2Q Earnings, Here's How We Think an Updated ProSales 100 Looks
Beacon's takeover of Allied means lots of dealers moved up; Parr now is No. 15. Read more
Q2 Earnings Vary Sharply
No consistent pattern among publicly traded LBM companies in Q2 2018. Read more
BMC Details How It's Changed Since Its CEO Left
Commission adjustments, enhanced discipline are part of the evolution. Read more
Experts Continue Sorting Through California Independent Contractor Decision
New court decision has rewritten guidelines for classifying independent contractors in California. Read more
Torrid Pace Marks LBM Deals Action
White-hot transactions define LBM dealmaking activity during the mid-June to mid-August period. Read more
The Women in Industry Leadership Roundtable is intended for women who are current or aspiring leaders in construction supply. Read more
Hot Finds
Six Hot Finds for Fall
Impact resistant windows, cladding color options, and shaker-style doors are in this roundup. Read more
Selling Isn’t About Luck. Build Your Career on These 3 Pillars
Focus, effort, and attitude are things you can control. Use them profitably. Read more
Thea’s Mailbag: Should You Care if a Customer Changes Its Name a Tiny Bit?
Yes! It'll make a giant difference when you try to collect. Read more
ProSales Special Report: Sales Rep 2.0
Forget doughnuts, golf outings, or becoming the builder’s BFF. Time and technology mandate that your sales organization—particularly your outside reps—evolves. Here’s how. Read more
The Hole Truth: Many OSRs Can’t Spell
Many sales experts had never considered the idea that many OSRs have dyslexia or related reading and writing disabilities despite noticing poor spelling and writing among OSRs. Read more
E-Commerce: The Future of LBM?
The growth of e-commerce in LBM is more pronounced that the overall trend towards online sales. However, warehouse home centers like The Home Depot or Lowe's are driving much of the online activity. Read more
Product Monitor
Competition Heats Up in Trim and Siding
As materials improve, the race is on for market dominance. Read more
My Yardsticks
Mettam Brothers Lumber Takes New Direction Under Mimi Mettam
Mimi Mettam never saw herself running the family yard, but a family tragedy cast her into the role. Her dancer's background and discipline has more than trained her for the job. Read more