Deal adds 12 locations, No. 31 ProSales 100 firm to its portfolio More
Poor business conditions and competition have forced dealers to rethink how they... More
Ask any of the dealers on this year's ProSales 100 to list his company's greatest... More
Edward Hines Lumber of Buffalo Grove, Ill., has sold to commercial and industrial accounts for decades. But in early 2006, when the slowdown in housing demand reared its head in the Chicagoland markets this pro dealer's yards serve, Hines got more serious about the commercial side. More
Early last year, Wheeler's, a Rome, Ga.?based pro dealer, reorganized its installation department, whose activities generate 20% of the company's annual revenue, "so that we'd be set up more like a builder," says Rick Ariail, Wheeler's director of installed sales. It established a deeper field hierarchy that now has 22 project managers, four territory managers, and one operations manager, all supported by teams of designers, estimators, and cost analysts who, says Ariail, can pinpoint "to the dime" a job's expense. More
