CURRENT NEWS & Market Report
February 19, 2018
Grow Your Sales with Process and Protocols, Not by Freewheeling
Selling isn't a dark art or a personality trait. Here's how to do it right.
By Rick Davis
The only consistent thing I've seen at LBM dealers is an inconsistency in sales performance within each dealer. Special orders are priced inconsistently based on individual whims and fears. Sales protocols are debated among outside salespeople based on beliefs and individual bias. Branch managers-often with little or no field sales experience-operate independently, without exchanging ideas or benchmarking their performance against other branches.
I have yet to find a single dealer who understands the formula for getting salespeople to consistently adopt new technology. The end result of this inconsistent performance is inconsistent, undependable results.
I assert that the sales department should be treated no differently than any other within your organization. Selling is not a style, nor is it a personality; selling is a process to be objectively observed and scientifically measured. Leaders who presume their managers will instill a personal style or sales philosophy that translates into success are creating a recipe for failure at worst, luck at best.
Real sales success comes to companies that create a program of sales excellence based on protocols, measurement, and reinforcement.
70% of Remodelers Report Labor Shortage
Shortage woes continue for the industry
By Sean Wallisch
The labor shortage continues to plague the construction industry, and the outlook for progress is bleak. Last November, the NAHB wondered whether the shortage had reached a "crisis" status, even as the remodeling index went up.
A survey of remodelers last quarter for the Home Improvement Research Institute now confirms that sentiment.
According to the report, 70% of remodelers say they are experiencing a labor shortage. Additionally, 33% of firms are experiencing delays by an average of 3.9 weeks for new projects. The average delay across the home improvement industry was no more than three weeks, according to the survey, which was managed by The Farnsworth Group.
Lack of skilled labor, lack of interest, and large increases in project demands are fueling this shortage. A reported 9% of remodeling firms are turning down work due to these factors.
Echelon Spring Savings Promotion
Echelon Cabinetry is offering 10% off all single kitchen orders February 1 - April 30 as part of their spring promotion!
Any species. Any series. See the flyer below for details.
Larson Doors Promotion
Now is the perfect time to purchase Larson Doors!
During their anniversary sale, save more when you purchase more doors! Discounts on 8, 16, and 24 door buys.
See details on discounts and models below in their promotional flyer.
Effective Date Manufacturer Description March 1, 2018 Interwrap (Titanium) RhinoRoof & Titanium products March 1, 2018 CertainTeed Roofing All residential roofing products (original date 1/2/18) March 5, 2018 GAF All steep slope roofing products March 15, 2018 TAMKO Roofing Postponed from original date. Heritage Series, Elite Glass-Seal, Hip & Ridge; Starter, Residential Rolls, Saturated Felt, Moisture Guard, Cements & Coatings, Ventilation Products February 19, 2018 Henkel OSI and Loctite items March 1, 2018 Mastic Homes Br18, Br123, Br128 and Br133 — Vinyl Siding, Vinyl Soffit and Vinyl Accessories; Polymer Shake and Shingle Siding April 1, 2018 Hager Residential Products July 2, 2018 CertainTeed Gypsum All products July 16, 2018 National Gypsum Gypsum wallboard
*The following price changes have been announced by the respective manufacturers and may or may not impact GBP's prices, call your GBP Sales Rep for details.