Selling Ships

If fe ARE ALL er different levels with our customers. Y Y Where do we want to be? What is our ultimate relationship goal?

ServiceShip

The Serviceship level starts with our first contact with the account. They do not know us, trust us, and in some cases have a pre-disposed negative attitude that we will have to overcome.

This is the Missouri "Show Me" stage. We must be hyper-vigilant about details. When a potential customer gives us an opening, we must take advantage and make swe all details are checked and doubled-checked. Field reps should coordinate with trucking to arrive with their first shipment, for example. Inside sellers can (virtually) do the same by following up with a phone call at deliver time.

In addition to excellent detail work, we must call these customers on a regular basis. I am flabbergasted by the number of salespeople I work with who prospect an account, qualify them as a good fitlpotential customer, and then don't call them on a regular basis.

Once we take an account into our rotation-we have decided they deserve our time-we work them just as we would an existing account. We will not become our potential customer's main supplier if we are not persistent and consistent with our contact from the outset. If we work them like a secondary account, they will treat us like a secondary supplier.

Many salespeople make the mistake of staying in Serviceship mode with customers. Alas, we cannot service our way to the top of a sales business. On to Friendship!

FriendShip

The Friendship level happens after we have earned our customer's trust through our business delivery and consistent personal contact. (This does not always mean friendly. Some people will never be friendly, but they will trust usThe Friendship level.)

Because of this trust, doing business is easier. While there are still negotiations, they are more transparent and more win-win oriented. Mistakes are forgiven or fixed quickly. Volume increases.

This is a happy stage in the relationship with a customer, and many salespeople confuse happiness with winning. (A touchdown makes me huppy, but does not win the game. A date makes me happy, but does not a lifetime partnership make.)

Two mistakes are made at this stage of the relationship. The first is taking advantage of the friendship and trust we have built. We start to slack off on the detail work. (Who in sales loves detail work?) We don't hustle for the business as diligently as we did at the beginning of the relationship. This is how accounts are lost and stolen. How difficult is it to un-seat an incumbent? Darn tough. To lose an account whose trust we have earned, we have to make some lazy mistakes-but it happens all the time. Ouch.

The second mistake is more serious and is the hallmark of the plateaued, mid-level salesperson in all organizations. The Friendship level is not the end-game. Many sellers believe that having a friendly relationship with the customer means that they are getting the lion's share of the business. Not so.

I ask Friendship sellers, "How much of your customer's business are you getting?" They say, "I don't know" or "All of it." I ask, "How do you know?" They say, "Because the customer told me." (Ha!) Many Friendship sellers are reluctant to thoroughly and consistently question customers on total purchases. Customers can be cryptic about volume. But we must push through these obfuscations. On to Leadershipl

LeaderShip

Using thorough questioning, the Leadership seller understands their customer's business as if they were working side-by-side. In the B-2-B world, this mainly involves the logistics of turning inventory. The Leadership seller knows why, when, how and how much their customer is buy inge x a c t lyoften better than their cu stomer.

On a macro level, the master seller knows their industry and the changes that are happening in it and, most importantly, how they affect their customer's business.

Many sellers fear leaving friendship behind when we move to the Leadership level. We don't leave : friendship with our customer behind any more than we leave our high '., school learning behind when we go to college-we build on it.

The Leadership seller is respectful but not subservient. The Leadership seller moves to the ultimate level of the master seller- Partnership.

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544-3s72

@ realitysalestraining.com

Matthew Scholl, ex-Georgia-Pacific, has joined Great Southern Wood Preserving as director of quality control, working out of the corporate office in Abbeville, Al., and the treating plant in Conyers, Ga.

Rob Latham has been promoted to v.p. of Tri-State Forest Products, Springfield, Oh.

Ed Boehm, ex-Empire Wholesale Lumber, is a new lumber trader at Richmond International Forest Products, Glen Allen, Va.

Christopher Doleno, ex-Carter Lumber, has joined 84 Lumber, Bridgeville, Pa. Matthew Lyons, ex-ABC Supply, is new to outside sales in Columbus, Ga. Michael Walters transferred from 84's Dayton, Tn., yard to the Madisonville, Tn., store as co-mgr.

Jay Lattanzio, ex-Dykes Lumber, has been named national sales mgr. for Sure Drive USA, Conover, N.C.

Coop Jackson, ex-Builders FirstSource, is now regional sales mgr. for eastern North Carolina at Huber Engineered Woods, Charlotte, N.C.

Dennis Candelora, ex-Eagle Lumber, has been named v.p. of operations for Arnold Lumber Co., West Kingston, R.I.

Patrick Malone, ex-Atrium Windows & Doors, is new to outside sales at Foxworth Galbraith Lumber, Fort Worth, Tx.

Mark Travis has been named v.p. of operations for Travis Lumber Co., Mansfield, Ar.

Lindsay Robidoux, ex-Bluelinx, is new to sales at F.D. Sterritt Lumber Co., Boston, Ma.

David Kirkham has joined Atlantic Forest Products, Ayer, Ma.

Ricky McNeil is a new architectural millwork specialist at Smith Phillips Building Supply, WinstonSalem, N.C.

Robert Lett Sr. has been promoted to v.p. of market development for Wolp, York. Pa. Promoted to regional kitchen & bath sales mgrs. are Brian Doub, for N.C., S.C., Ga., Tn., Al., Ky., and Tx., and James Biss, Oh., In., and Canada. New building products sales reps are Greg Glander, serving southern Ct., southern N.Y., and Long Island, and Matthew Lenge, western Ct. and western Ma. Hunter Wilberger is a new K&B sales rep for Ga.. N.C.. and S.C.

Donnie Buhrmaster, ex-Boral, is new to outside sales at ProBuild, Mount Pleasant, S.C.

Adam Markich is a new commodity Iumber trainee for Bluelinx, Atlanta, Ga.

Andrea Bohmfalk, ex-Shepley Wood Products, is new to contractor sales at Specialty Builders Supply, Brewster, Ma.

Darrell Truckly has rejoined Weyerhaeuser, Easton, Pa., in inside sales.

Brad Sorensen is new to sales at Custom Millwork, N. St. Paul, Mn. Robert D. Joy, ex-CertainTeed, is now in sales at ABC Supply, Raleigh, N.C.

Larry Scott was promoted to v.p. of field technical services for DriTac Flooring Products, Clifton, N.J.

Raymond Ace, ABC Supply, Warminster, Pa., has been promoted to a managing partner, along with fellow branch mgrs. John Baratta, Stratford, Ct.l Todd Bardell, Freeport, Il.; Matt Bowen, Harrisburg, Pa.; Tim Bowen, Stanton, De.; Rick Desrochers, Avon, Ma.; Jeff

Faulkner, Oklahoma City, Ok.;

Chris Flatley, Grand Rapids, Mi.;

Chad Jenkins, Collinsville, Il.:

Eric LaBenz, Omaha, Ne.; Joe Mays, Riverdale, N.J.; Joshua McGrath, Woburn, Ma.; Bryan Morris, Kansas City, Ks.; Gregory Oechsle, Rochester, N.Y.;

Giovanni Petrole, Plainfield, N.J.;

Connie Prevatt, Fort Myers, Fl.;

Scott Roller, Tampa, Fl.; Teressa Schaafsma, Toledo, Oh.; Steve Shearer, Fort Lauderdale, Fl.;

Michael Stanley, Addison, Il.;

Barry Talbert, Winston-Salem, N.C.; Matthew Tobin, Chesapeake, Va., and Andrew Wroten, Jarvisburg, N.C.

Lynn Michaelis, ex-Weyerhaeuser, is now with Forest Economic Advisors. Westford. Ma.

Kelly Haga has joined the sales team at Associated Hardwoods, Granite Falls, N.C.

Les H. Ireland has been appointed president of Ames True Temper, Camp Hill, Pa.

Will B. Watching is head of security at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Hybrid Stain

A hybrid stain concentrate from Eco Chemical promises high quality at lower cost.

Available in 5-gallon pails, Eco 3-to-1 can be mixed to produce 20 gallons of semi-transparent stain. Lower dilution ratios will result in a solid stain.

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Breathable Wraps

NovaWrap breathable, weather-resistant barrier for both residential and commercial applications is new from IPG.

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Nautical Accents

The Beachfront collection by Themed Millwork includes l8 hand-carved keystones, onlays, and rosettes.

Depicting ocean creatures and nautical designs, they can be used as accents for furniture, mirrors, chalkboards, and mirrors.

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Toolboxes on the Go

Contractor toolboxes from Buyers Products Co. are available in aluminum, steel and polymer in a variety of sizes and configurations.

Cross-boxes suspend from truck side rails, with Jhook mounting hardware that does not require drilling, to provide easy access to contents from either side.

Lo-side and pork-chop boxes have low profiles for space efficiency. Topside boxes, available in dimensions up to 96" wide, provide easy access through continuous-h inge doors.

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On Your Marks

Matthews Marking Systems offers the HP-2600 high resolution, thermal inkjet printer for the LBM industry.

The printer can control up to four cartridge modules, enabling four different print locations or combining them to create up to 2" high messages. A variety of different inks allow both porous (case coding, fiberboard, gypsum, lumber) and non-porous (PVC, PET) applications.

Message options include graphics, barcodes, date/time, counters. and text fields.

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Two Coat Exterior Prime

0ur two-coat process starts with an al.kyd seater to btock tannin migration, folLowed by a high-performance acrytic primer. The resutt: RESERVE quatitv, inside and out.

Superior Wood

Made of quatity, cLear, finger-jointed Western Red Cedar or Redwood, these products are naturatty designed for exterior use-both species are ideaI for endurinq extreme weather.

Surfacing + Sizes + Lengths

RESERVE oroducts come in a wide range of sizes, [engths and finishes. Whether the project catts for S1S2E or S4S. we offer Lengths ranging from 16' to 20'. Pattern stock is atso avaitable.

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PVG Skirtboard

Restoration Millwork cellular PVC skirtboard from CertainTeed offers a seamless look for fiber cement siding projects that can be used as a transition panel between siding styles.

The 12'-long, 6"- or 8"-wide boards meet code requirements for ground clearance.

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Our Siskiyou Forest Products RESERVE line is specially manufactured and treated to create the highest quality product available. Using state-of-the-art application and curing equipment, our premium Western Red Cedar and Redwood stock is made to last for many generations. We are proud to offer a beautiful, durable product that is ready for installation and final painting the moment it reaches the craftsmen.

A II\ EF(I'

TRADERS MARKET returned to Chicago, ll., Nov. 7-9. [1] Trevor Ewert, Steve Barth, Sean Nason, [2] David Weak, John Smith. [3] Steve Burdick, Sean Burch, Ray Barbee. [4] Mike Smith, AliJojo. [5] Jim Poulin, Jeff True. [6] Ryan Furtado, Brad Flitton, Daniel Rocha, Jeff Cook. [7] Chad Millei,-DoLg Coulson, Todd Lindsey. [8] Graham Picard, Jessica Perera, Ted Dergousoff, [9] David Warford, Bill Hurst. [10] Dirk Kunze,

Harsch, Janet Wheeler, Kirk Nagy, Darrel Hanson, Doug Clitheroe. [1 1] John Smart, Matt Pedrone, Jim Tittle. [12] Leo Colantuono, Kim Gla-eser, Todd Askew. [13] Mike Logelin, Wes Bush, Wayne Jordan. [14] Kathi Odowski, Mark Erickson. [15] Bruce Burton, Denny McEntire, Ernie Burton. [16] Steve Firko, Bryant Beadles, John Smith. ['17] Trish Roche, Ken Tennefoss. (More photos on next 4 pages)

2012 TRADERS MARKET (continued from previous page) was back at Chicago's Hyatt Regency. [1] John Walcott, John Branstetter, Chris Schofer, James Lambert. [2] Bob Goral, Rick Wearne. [3] Raymond Luther, Larry Petree. [4] Kip Anderson, Stuart Ralston, Steve Anderson. [5] Leo Paradis, Keith Lolley. [6] Jeff Ruble, Todd Wright. [7] Charley Brittain, Doug Heryford. [8] Wade Mosby, Eric Schooler, Josh Dean, Alyson Kingsley, Kevin Paldino. [9] Cat Byers, Devon Lindquist. [10] Peter Krihak, Building-hoductscon

Derek Demeo. [11] Michael Booth, Mike Pidlisecky, Matt Yates. [12] lra Feingold, Drew Homan, James Gibson. [13] Sheldon Howell, Alicia Beltran. [14] Dillon Forbes, Mike Theberge, Jim Olson, Bill Price. [15] Ron Cluster, Terry Baker. [16] Doug Chiasson, Susan Coulombe. [17] Chuck Gaede, Alex Darrah, B. Manning. [18] Tom & Dianne Franklin, Danny Osborne, Ron Llebelt. [19] Jeff Fantozz| Frank Stewart. [20] Gary Converse. (More photos on next 3 pages)

MORE NAWLA (continued from previous pages,): [1] Jean-Marc Dubois, Tony Saad, Archie Landreman, Albert Renaud. [2] Pam Mitchell, Kris Owen, Sara Bond. [3] Jim Enright, Tim Lewis, John Murphy Jr. [4] Jessica Navascues, Kevin Keen Tom Tavlor 151 Jim Gdswold. Amv Vitek. t6l Jim Wolf. Mike Hoao, Kevin Keen, Tom Taylor, [5] Jim Griswold, Amy [6] Wolf, Hoag, Chris Hedlund. t7l Jason Friend. David Bisaillon, Mark Carter, John Cooper, [7] Joe Albert. l8l Bob Friend, l. Greo Hauot. Matt Weaber. [9] Jordan Hollis, Bob [8] Bob Dewald, Greg Haupt, [9] Loew, John Dawick. [10] Keith Abbott, Eric Wischmann, Bart Bender, Chris [10] Wischmann. [11] Jim Haygreen, Tunstall Inge, Bucky Adams, Gary8wch. [12] Tom Rice, BobBell. [13] Chuck Casey, Darrell Hungerford. [14] David Battaglia, Jack Bowen, Kevin Hynes, Kevin Murphy, Matt Duprey, Dan Paige. [15] Olint Darnell. [16] Kim Pohl, Kyle Loveland. [17] Josh Goodman, Jim elint Futter. [18] Mike Gerstenberger, Bob Hafner. (More photos on next 2 pages)

TRADERS MARKET convened in Chicago (continued): [1] Steve Killgore, Mark Mclean, Qary Pittman, Mickey Brown. [2] Leah Heneghbn, Barry Haugh, Peggie Bolan, Tim Hiller. [3] Michael Kirkelie, David Smith, Jim Wal'sh, Mark Denner [4] Reed Rediger, Jim Hassenstab, Anthony Muck. [5] Mike Flynn, Derek Dryden, J\4arc Mendenhall, Bob Mai, Don Graver. [6] Lbwell Crosiley, Bill Anderson, Stephen Fowler. [7] Jeff Cook, Chris Boyd, Peter Fograscher, Jason Mann, Todd Shipp, Dave Cochenour Cochenour. [8] Jim Hand, Brad Schneider Barry Schneider. [9] Tony & Darlene Wiens, Pat Thorp. [10] Terry Neal, Renet Vachon, Jacquie Hess. [11] Brad Johansen, Mike Thelen. [12] B.L. Johnson Renee Theten. [12] B.L. Johnson, Racy Florence, David Cox, Calvin Biddix. [13] Patrick Taleghani, Ward Mintzler. [14] Alan Oakes, Courtney Watkins. [15] Tony Fleischman, Josh Fleischman. [16] Bob Jahns, Jim Vandegrift. (More trihotos on next page)

EVEN MORE TRADERS MARKET (continued from previous 4 pages}. [1] Mark Swinth, Brett Slaughter, Rick Yonke, Dave Billingsley. [2] Larry & Kathy Boyts, Janel & Scott Janett. [3] Jim Robbins, Alden Robbins, Roger Champagne. [4] Lee Greene Jr., Leslie Southwick. [5] Craig Sichling, Shawn Enoch, Joe Hanas. [6] Mi[ Farvour, Mark Musgrove, Laurie Creech, Mike Davis. [7] Jeff Morlock, Chris Johnson. [8] Jim McCluskey, Jeff Norman. [9] Bill Jones, Phil Schumock, Chris

Myers. [10] Rick Palmiter, Mason Anderson, Ahren Spilker. [11] Konrad Tittler, Rob Breda. [12] Bernie Nugent, Win Smith. [13] Mark & Peggy Cheinett. [14] Leonard Testa, David Jeffers. [15] Doug Reid, Adam Gangemi. [16] Donna Allen. Joe Brown, Christooher Webb. [17] Jeff Easterling. [18] Leyland Klassen, Brian Boyd, Kathy Klassen. [19] Lawrence Newton, Carl McKenzie. [20] Mike Lermer, Bill Griffith. [21] Joel Cone.

Retail Lumber Dealers Association of Maine honored David Flanagan, Viking Lumber, Belfast, Me., as Lumber Person of the Year.

Mid-America Lumbermens Association will host a series of winter meetings: Jan. 10-11 in Columbia, Mo.; Jan. 24-25, Atchison, Ks., and Feb.7-8. Little Rock. Ar.

National Lumber & Building Material Dealers Association during its recent industry summit in Savannah. Ga.. installed new chairman Chuck Bankston, Bankston Lumber, Barnesville, S.C., succeeding

Cally Coleman Fromme, Zarsky Lumber Co.. Victoria. Tx.

Other new officers include chairelect Chris Yenrick, Smith-Phillips Building Supply, Winston-Salem, N.C.; lst vice chair J.D. Saunders, Economy Lumber, Campbell, Ca.; 2nd vice chair Scott Yates, Denver Lumber. Denver. Co.: treasurer Linda Nussbaum, Kleet Lumber Co., Huntington, N.Y.; manufacturers & services council chair Roger Dankel, Simpson Strong-Tie, McKinney, Tx., and federated association executives chair Paula Siewert, Northwestern Lumber Association, Minneapolis, Mn.

American Wood Council elected Fritz Mason, Georgia Pacific, as its new chairman during the association's annual meeting in Chicago, Il.

Other new officers are 1st vicechairman Rob Taylor, Weyerhaeuser; 2nd vice-chair George Emmerson, Sierra Pacific, and immediate past chairman Brian Luoma. Louisiana Pacific.

Newly elected board members are Danny White, T.R. Miller Mill; Tom Corrick, Boise Cascade; Aubra Anthony, Anthony Forest Products; Ray Dillon, Deltic Timber; Michael Giroux, Canadian Wood Council; Pat Patranella, Temple-Inland; Andrew Miller, Stimson Lumber; Jim Rabe, Masonite; Marc Brinkmeyer, Idaho Forest Group, and Joe Patton, Westervelt Co.

Green Building Growing

Despite the economic downturn, green building continues to accelerate around the world, according to a new construction study from McGrawHill.

"This research confirms that green building advances environmental stewardship while providing value to the market," said Geraud Darnis, president and c.e.o. of United Technologies Climate, Controls & Security, which helped prepare the study. "It also conltrms that we now see more pull than push for green buildings."

The study indicates that the global construction market views green building as a business opportunity rather than a niche market. Respondents reported that their top reasons to do green work are client demand (35%\ and market demand (33%).

Other reasons included lower operating costs (30%) and branding advantage (30%). Greater health and wellbeing was cited (55%) as the top social reason for building green, as was encouraging sustainable business practice. Energy-use reduction topped the environmental reasons for green building; 72o/o said it is the important environmental reason to engage in green building. Water-use reduction was cited by 25% of respondents, up fuom 4oh in 2008. Improved indoor air quality is also more important today; l7o/o cited this as a top reason to engage in green building, up from only 3%o in 2008.

In contrast, the top reasons cited in 2008 were doing the right thing (42%) and market transformation (35%), followed by client and market demand.

"It is notable that over the next three years, firms working in countries around the world have green work planned across all building types, incorporating both new construction and renovation," said Harvey M. Bernstein, vice president of industry insights and alliances for McGraw-Hill Construction. "It is clear that green is becoming an important part of the future landscape

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Green building is also expected to garner business benefits for building owners. For new green building projects, firms report median operating cost savings of 80% over one year and l5oh over five years, as well as increased building values of 7o/o (according to design and construction firms) and higher asset valuation of 57o (according to building owners).

"We've been on the ground watching the markets shift to green around the world," said Jane Henley, president of the World Green Building Council. "Today, there are green building councils in 92 countries around the world-more than double what it was when we first looked at the green building market globally in 2008."

The study also revealed that approximately 48o/o percent of the work by U.S. respondents was green-and that share is expected to increase ro 58o/o by 2015.

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Christian Miller "Chris" Snavely Jr., 88, chairman emeritus of Snavely Forest Products, Pittsburgh, Pa., died Oct.24 in Pittsburgh.

He joined Germain Lumber, Pittsburgh, in 1954 and purchased the company four years later. The name was changed to Snavely Forest Products in 1917.

He was a former chairman of the North American Wholesale Lumber Association. which honored him with its Mulrooney Award in 1999.