According to one-on-one dealer research compiled by Weyerhaeuser Distribution, product selection by dealers is a key element to creating a thriving business.
“Successful dealers tell us they rely on product distributors that provide a wide variety of quality product offerings with strong logistics support,” says David Helmers, vice president for Weyerhaeuser Distribution. “The best scenario is when a dealer actually views their product distributors as extensions of their team. The two companies can then work in sync to simplify the life of the builder via fewer calls to purchase quality products that are sure to arrive in a timely manner.”
In Virginia, leaders at 109-year-old WT Fary Brothers agree with Helmers. “Consistent product quality is a key,” says Joseph F. Fary, manager of WT Fary Brothers Co LLC. “When you offer products that contractors can rely on, then you’ve found the way to strengthen your business long-term.
“We strive to sell the finest products at a fair price. We want to earn the right to sell our customers their second and third homes based on the quality and satisfaction from previous business.”
While most building products dealers rely on core products needed regularly by builders — such as lumber, OSB, housewrap and insulation — truly successful dealers are always looking for the newest products to offer their customers.
“The best way to grow a business is to stay on top of new and innovative products while offering great service,” says Paul Saunders, manager of Saunders Supply in Virginia. “We rely on Weyerhaeuser Distribution to offer us a wide selection of different products with delivery three times a week. Plus they supply engineered product support and a knowledgeable sales staff.”
Jonathan Roberts, president of Quality Truss & Lumber in Idaho sums up what dealers always need to keep in mind. “Building sales comes down to communication and offering good, quality products for a reasonable price,” says Roberts. “Do those two things and your company sales will grow.”