lru.s.l,B,F.u.?

Itr/u cANNor senr the computer at information dispensV V ine. We do have an advantage-if we choose to use it -in the-inspiration business. We irust first accept that we are in the inspiration business, and then we will have to commit to more inspirational speech.

If a young man is being paid to make pizza and he spends his whole shift cleaning up the parking lot, he may be working hard, but he is working hard on the wrong thing.

Many sellers are working hard at information dispensing while ignoring the persuasive and inspirational arts.

I'm happy with my current supplier

Goals: (l) Get the customer to relax.

(2) Keep the conversation going. Uh, uh, well, uh won't get it done. (3) Get permission to continue callins.

The secondary supplier strategy. We don't challenge the customer. Any kind of "I-can-do-it-better-or-cheaper-than-whoyou-are-buying-from-now" direct challenge will raise our potential customer's defenses and will make it difficult to get permission to continue calling.

"John,I don't want to get in the way of the business you are already doing. What I would like is to find out more about you and your business and become a secondary supplier to you. That way, you can get to know the quality of my service and products and, if anything does happen with your current supply, we will already have a working relationship and we will continue to supply you without intemrpting the smooth running of your business."

The challenge strategy. To get some customers out of their current habits (buying from others), we will have to challenge their view of the world. This is delicate; it can backfire and blow up, so use with care.

Customer: "I've been buying from Susie Smithers for 20 years. She has been with me through thick and thin, so I owe her. In our current market, I can barely keep her happy, much less take on a new supplier."

Bold Seller: "It's great that you are loyal. But changing times call for changing strategies. In shifting times, only the crafty, flexible and open-minded survive. I bring new and different ideas to my customers that help them make money in these dynamic times. Why don't we open a dialogue?"

wsJ3J.U.?

The real objection behind all objections is, "Why Should I Buy from You?" About 95Vo of the sellers you compete against every day cannot answer this question in an inspirational way. That95Vo wing it so they all sound the same. Here's how to write a great WSIBFU?:

No more than four sentences.

What's in it for the customer? Saying you are the biggest and baddest and that you have been in business for 1,000 years means nothing to the customer. They do not care. Telling them you are currently helping people just like them to make money and buy better products will resonate.

Something about ourselves. If we go to the psychologist and she says, "Tell me about your family," and we spend the hour talking about everyone but our father, the psychologist surmises issues with our father, by omission.

Sellers who only talk about how great their company is without mentioning something about themselves-the thing they most want to communicate-"I am a man you can trust," "I make a great partner," "I treat your needs as mine," "I am passionate about creating profit for my customers," "I'm fun to do business with"-sends the message that they don't believe in themselves, by omission.

Our customers want to buy from people who are confident. Say something good about yourself; don't go overboard, but we must say something about the value we bring. . Tailored to personality. Everyone is different. Communicate with customers in their language. We approach the aggressive buyer differently than the laid back buyer, for example.

The most important thing is to have a well-planned, inspirational answer you believe in.

"You should buv from me because I will bring you value. There are all kinds of suppliers in this market. Direct suppliers, wholesale suppliers, distribution suppliers. I am a customer needs supplier. What my customers need, I supply them. I am a profit-making partner. That's why my customers buy from me and that's why you, too, will love doing business with me." WSIBFU?

James Olsen Reality Sales Training (so3) s44,3s72 james @realitysalestraining.com

Private equity firm Gores Group, Los Angeles, Ca., has acquired the remaining 49o/o ol Stock Building Suppli, Rateigh, N.c., froil Wolsel-ey Plc.

Soon after, Stock closed its lumberyards in N. Little Rock, Conway, and Fort Smith, Ar., Dec. 16. All were former National Home Center tocations.

Nuttle Lumber Co. closed its Denton, Md., yard Dec. 31, with the retirement of president J.D. Neal after nearly 45 years.

Operations have been consolidated at its Rehoboth Beach, De., location, under v.p. Jamie Neal.

St. James Lumber, St. James, N.Y., and its 2-acre propefi have been listed for sale at $1.8 million.

Carter Lumber has closed its store in Centerville, In., after more than 40 years.

Hughes Lumber, Catoosa, Ok., relocated its store in Fairland. 0k.

ProBuild shuttered its lumber, millwork and components manufacturing businesses in Smyrna, Tn., Dec. 16.

Randv's Do lt Best

Hardware opened its 3rd location, in Bridgewater, Va. (Christian Henick, store mgr.).

Lund's Hardware, River Falls, Wi., closed Nov. 17 after 138 years.

Frattallone's Ace Hardware is doubling the size of its store in Woodbury, Mn.

Carter Buys Hall & House

US LBM, Green Bay, Wi., has exited the Indianapolis market and sold the assets of Hall & House Lumber Co., Westfield, In., to Carter Lumber, Kent, Oh.

Hall & House had been part of Edward Hines Lumber, which US LBM purchased two years ago.

Florida's Parker Shuts Down

After 77 years in Maitland, Fl., Parker Lumber Co. held a going out of business sale and closed to make way for a new commuter rail station.

"We kid everybody that we are an antique, and everybody who works here is an antique," said Larry Parker, 61. who owned the business with his brothers. David and Steve. Their 83year-old father also worked at the store, on Mondays and Saturdays.

The business boomed during the 1970s and 1980s, after Walt Disney World opened. The arrival of big box stores was a problem for independents like Parker Lumber, which evolved into a higher-end operation in order to compete.

After several years of recession, the Parkers were glad to sell two acres of the property to Florida's Department

of Transportation.

"We were able to sit back and take our pride off the table, and once you look at it in a business light, it made sense to shut it down." said Larrv Parker.

Wheeler's Sells Millwork Unit

Wheeler's Building Materials, Rome. Ga.. has auctioned off the assets of its window and door divisions. but retained its truss operation.

"Back in the day, all of our door and window manufacturing was to sell through our own distribution network," said president Jim Manis. "Our store count has dwindled to one, and we just don't need all that infrastructure and inventory and equipment."

Bidders purchased 965 pieces of equipment in individual lots, earning Wheeler's more than $500.000. The auction did not include either the 140,000-sq. ft. window plant or the door facility, which sits next to Wheeler's still-active truss plant.

Manis said the truss division continues to be a bright spot: "We're shipping out of state. We are fortunate in that trusses are a product you can haul longer distances, 150 miles, and still come out on the proposition."

True

Value

Hardware, Brandon, S.D., has been sold by Erik Burkman to Jason Melcher and John Niederauer, who have converted the business to Ace Hardware.

Melcher will run the Brandon store, while Niederauer oversees four other S.D.locations.

Habitat for Humanity opened a 17,000-sq. tt. ReStore-discount LBM outlet in Cheviot, Oh., and moved its ReStores in Dover, De., and Des Moines, la., to larger facilities.

Historic Maryland Dealer Closes

Mizell Lumber & Hardware, Kensington, Md., closed Dec. 16, after 90 years of business.

Located in the town's historic district, the business specialized in the hardwood and specialty lumber often used in historic remodeling projects. It even made deliveries to the White House, according to Jeannine Mizell, who owned the business along with her brothers, Don and Mick.

More than a decade ago, before Home Depot moved in and the economy worsened, the company employed l9 people. By 2011, only six remained. The family plans to sell the 1.3-acre property.

Plastic Producer Picks Up in Lumber

Poly-Wood, Syracuse, In., is expanding the manufacturing and sustainability capabilities of its plastic lumber division.

"Our goal is to better serve our current markets, as well as increase our ability to explore additional segments and opportunities for plastic lumber," said Tim Pletcher, head of sales.

The company currently manufactures outdoor furniture and accessories, but wants to expand into applications for farming, marine, golf, landscaping, industry, and general construction. Raw material for the lumber is derived from post-consumer bottle waste, such as milk and detergent bottles or other HDPE post-industrial materials.

"Within our manufacturing process, we have incorporated practices that are unique to our operation," said Pletcher. "The product itself can be reground and melted into new products infinitely when the current product reaches the end of its usable life."

Jim Gillies Lumber, Gray, Mi., has been acquired by Britton Lumber, Ely, Vit., with the retirement of Jim Gillies, after 45 years in the industry.

Guardian Building Products has shuttered its fiberglass insulation plant in Winnsboro, S.C.

East Anderson Hardwoods, Eubank, Ky., lost a lumber warehouse and suffered $800.000 in damaqes in an early morning fire Dec. 20.

American Woodmark, Winchester, Va., is shuttering its lumber mill in Hazard, Ky., and cabinet manufacturing facility in Moorefield, W.V., while placing an idled assembly plant in Oklahoma up for sale.

Cedar Siding Inc., Rochelle, ll., now dishibutes MaxiTile ROer cement siding, irim, panels, soffits, and accessories.

DW Distribution, Desoto, Tx., has selected Buffelen Woodworking Co., Tacoma, Wa., as its primary fir door supplier.

Boral Roofing's BoralPure concrete roof tiles are now available nationwide.

Deckorators, Grand Rapids, Mi., will offer its classic baluster in copper and matte black.

Westervelt Co., Tuscaloosa, Al., has achieved FSC certification for its nearly 500,000 acres in cenhal Alabama, Mississippi, Georgia, South Carolina, and Virginia.

Collins Gos.' Collins Hardwood mill in Richwood, W.V., received Forest Stewardship Council chain-of-custody certification.

Wou, York, Pa., received code compliance approval for its Wour PVC decking.

Hycrete, Carlstadt, N.J., earned Cradle to Cradle Certified Gold status for its liquid admixture products.

Marvin Window & Doors now offers its Ultimate glider window in an all-wood version.

TimberTech, Wilmington, oh., added two new colors to its Radiance Rail Express line: classic black and traditional walnut.

Simpson Strong-Tie has introduced an online Fastener Finder tool, making it easy for customers to find the fastener products they need to compare, specify or buy.

Arch Chemicals, Nonrvalk, Ct., was recognized as a Vendor of the Year by Ace Hardware Corp., along with DeWalt Power Tools, Towson, Md.;WJ Dennis, Etgin, ll,;Ace Paint, Oak Brook, ll.; Wayne Water Systems, Harrison, Oh., and Kaytee, Chilton, Wi.

Anniversaries: Progressive Affiliated Lumbermen, Grand Rapids, Mi.,75th

Potomac Shutters Mills

Potomac Supply Corp. is permanently closing most of its sawmill and planer mill operations in Kinsale, Va., eliminating 57 positions.

William T. Carden Jr.. c.e.o.. said the treated lumber division, landscape tie mill, fencing and decking and bioenergy divisions will continue.

SST Buys Truss Plate Maker

Simpson Strong-Tie agreed to buy the assets of truss-connector plate manufacturer Automatic Stamping, Edenton, N.C.

The $40+-million deal was expected to close this month or near the end of December 201 l

Automatic Stamping was formed by William Black Jr. tn2OO7

Temple Inland, lP Proceed Patiently with Merger

Stockholders for Temple-Inland, Diboll, Tx., have approved a merger with International Paper, although the two companies agreed with the Department of Justice to extend the review period for the pending merger until Jan. 2l and push back the outside date of their merger agreement from June 6 to June 28.

In September, IP said it would buy Temple-Inland for $32 per share in cash and assumption of $600 million of debt, for a total of $4.3 billion.

Particleboard Plants Close

After 48 years of particleboard production, Hambro Forest Products has closed its particleboard facilities in Lenoir, N.C., and Crescent City and Arcata, Ca.

The plants in Lenoir and Arcata are up for sale, while the Crescent City operation will be mothballed, in hopes of restarting should market conditions improve.

Kleer Lumber Grows

Kleer Lumber, Westfield, Ma., boosted its manufacturing capacity with new plastic-processing equipment from Milacron LLC. Cincinnati. oh.

"Despite market conditions, Kleer has seen tremendous growth across multiple product lines, including PVC moulding, sheets, and trimboard," said president Walt Valentine.

Saue the date! April l2-L4t 2OL2

%f\ffi 1 26th ANNUAL coNvENrroN at LaTorretta Resort on Lake Conroe, Montgomery, TX (North of Houston)