McCray Lumber Co. is expanding from its Kansas City area base by purchasing Whelan's Lumber, a century-old dealership with a contractor yard and door plant in Topeka, Kan., and another contractor yard in Lawrence, Kan. More
The old adage that tells you to "get to the decision maker" is sage advice, but it fails to address the real challenge of business-to-business selling today. In the real world, decisions frequently are not made by one person but rather by a committee of influencers. To strengthen your relationships with clients and prospects, strive to sell vertically within the organization. More
America's biggest home builders want you to share their pain. In fact, they're demanding it. More
Even when a war isn't involved, the government spends billions outsourcing... More
As individuals and as an organization, we much prefer to do things rather than... More
Like the dealers they supply, two-steppers are reacting to myriad changes in the supply chain status quo, primarily the effect of consolidation among large-volume home builders and the ramifications of that dynamic regarding direct and national accounts with manufacturers, price-driven purchasing, and just-in-time delivery. More
For 13 years, Mike Brown managed Stock Building Supply locations throughout North... More
Nearly half of the housing industry's largest production builders identify local suppliers as their primary points of contact to purchase materials and services for new-home construction. But pro dealers and distributors, which serve as intermediaries for builders and manufacturers, still can get caught in the middle between trade partners that don't always see eye to eye about their supply chain priorities. More
