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Desperately Seeking Solutions

BY Brae Canlen

With the focus on sharing best practices, NLBMDA members were asked to break into brainstorming groups following “The Dealer as the Solution: Desperately Seeking Differentiation.” Session leader Scott Sedam of TrueNorth Development urged lumberyard owners to find ways to present themselves as problem solvers to their customers. Below are some of the suggestions offered by participants. The entire list can be viewed by visiting the NLBMDA’s Web site at www.dealer.org.

1. Place one of your employees into the office of your customer to coordinate the activity from your company to theirs.

2. Package trim in room-sized bundles to eliminate waste. Offer 48-hour pick-up guarantee.

3. Offer builders the opportunity to have unique, proprietary molding patterns to set themselves apart.

4. Create a large training room, with good A/V and theater seating, for employees, vendors, builders and architects to use for continuing education and product knowledge seminars.

5. Don’t hand off calls involving manufacturing.

6. Give builders access to your ordering system so they can electronically input orders for commodity items.

7. Provide a free trial on new premium products.

8. Install a drive-through with computer access to your database for printing invoices or account payments.

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Third-quarter earnings up at 3M

BY HBSDEALER Staff

St. Paul, Minn.-based 3M had record third-quarter sales and earnings, with earnings growth of 7.4 percent to $960 million compared with $894 million in the same period last year.

The company had net sales of $6.2 billion, up 5.8 percent from $5.86 billion last year.

George Buckley, 3M’s president, chairman and CEO, said the company saw gains across all its business segments. In consumer and office products, 3M saw sales grow 5.9 percent to $898 million compared with $848 million in the same period last year. The company’s safety and security products business saw sales rise 10.9 percent to $766 million from $691 million last year.

“The strength of the 3M portfolio was evident in the third quarter as we again generated record sales,” Buckley said. “Geographic diversity was also an important factor. We continue to accelerate investment in research and development, sales and marketing and in simplification of our supply chains.”

3M has business offices globally, with operations in other industries including industrial and transportation; health care; display and graphics; and electronics and communications.

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Weyerhaeuser to shutter three iLevel plants

BY HBSDEALER Staff

Federal Way, Wash.-based Weyerhaeuser will “indefinitely curtail” operations at three iLevel building products plants because of “slow customer demand.”

The curtailments include an oriented strand board (OSB) plant in Drayton Valley, Alberta; an OSB plant in Wawa, Ontario; and a laminated strand lumber plant in Deerwood, Minn. Work will halt at the plants before the end of the year, the company said.

“The decline in North American housing starts has reduced demand for wood products, requiring us to rationalize our supply of OSB and engineered wood,” said Steven Rogel, chairman, president and CEO of Weyerhaeuser. “We remain committed to these markets. This move enables our remaining plants to better execute our customer strategies.”

The Wawa and Drayton Valley plants are two of nine OSB mills in the Weyerhaeuser system. Wawa has an annual production capacity of 470 million square feet of OSB, while Drayton Valley has a capacity of 415 million square feet annually, the company said.

The Deerwood plant can produce six million cubic feet per year of engineered strand lumber and is one of three such plants owned by Weyerhaeuser.

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