March 2021
What's happening and what matters in construction supply, from Webb Analytics President Craig Webb.
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Six Talking Points You Should Raise With Your Team This Spring to Prosper Through Labor Day
As spring comes in and Covid goes away, should dealers resume their old ways, or has the pandemic caused a reset of best practices? I believe these continue to be unusual times. The sheet above shows six talking points that a sales rep created to deal with customer questions today. In my essay, I list six talking points you should discuss with your team as you anticipate conditions at your company from now until Labor Day. More
Boost Your National Standing. Thrill Your Staff. Take Steps Now to Be Part of the CS150 Report
We're looking forward to seeing by April 1 your entry in the Construction Supply 150 report on America's biggest building material suppliers. Make your employees proud of all you did last year by getting on this list of America's 150 biggest firms selling building materials. You'll benefit competitively as well by showing you're among the nation's best. We'll break down the numbers to show the size and scale of LBM's subsegments and revealing important metrics that show how the industry is performing. Learn more. (If you're a vendor, contact me about sponsoring the CS150.)
USPS Proposal Means Your Billings, Collections Will Take Several More Days Each Way in Transit
The U.S. Postal Service unveiled on March 23 a plan to cut costs in part by slowing deliveries of the first-class mail you use to send invoices and your customers use to pay their bills. USPS now is supposed to handle first-class mail within three days, but it usually fails 10% of the time--and more recently, 20%. The new plan would reset the deadline for 30% of that first-class mail to as many as five days. Learn more

I'm hosting a webinar on this topic on April 13, sponsored by Epicor. Register here

77 People at 55 LBM Firms Get New Jobs, Promotions
The Builders FirstSource-BMC merger continues to make waves. The past month has seen a number of BFS people move into new jobs, from VP of Sales to billing manager. Meanwhile, David Allan (right) took over as president and CFO of Stanley Black and Decker, while Steve Mosby became SVP at Lansing Building Products. More
There's a reason why you're seeing so many yellow dots in the Midwest on the map above. Most are part of Stock+Field, a collection of 25 farm and ranch stores rescued from Ch. 11 bankruptcy-law protection by R.P. Lumber. Also recently, SRS Distribution took over the 12-store Louis T. Ollesheimer roofing chain. Here are the latest deals
Which dealer acquired the most yards in 2020? Which yard was sold, then sold again within a few days? We've compiled all the significant openings, closures, mergers and acquisitions in this Webb Analytics 2020 LBM Deals Report. Download it for free.
Worth Reading ...
In England, Promoting Affordable Housing
Really Is the Lord's Work
Meet the Right Reverend Doctor Guli Francis-Dehqani. The Church of England has not only just confirmed her as the new Bishop of Chelmsford, a city 30 miles northeast of London, it also appointed her as the faith's Lead Bishop to confront the England's housing crisis. The Church of England estimates nearly 14% of England's 56 million citizens live in overcrowded, unaffordable, or unsuitable housing. Last month, the Archbishops of Canterbury and York issued a report calling on the government to create a 20-year plan to reduce that problem. Notably, it recommended making use of church property for future development. Likewise, it called on the government to "use the current planning system progressively to reduce land prices and the windfall gains to landowners, in order to share the financial burden of delivering more truly affordable homes." Winning over souls is hard work; winning changes that cut profits from land sales could be even tougher.
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If you want to run a better LBM company, Webb Analytics can help.

Webb Analytics was created by Craig Webb, who for 12 years served as editor-in-chief of ProSales, the nation's most-honored publication for construction supply executives. Webb Analytics alerts dealers to trends, threats, and opportunities from around the globe to help LBM insiders and investors make better decisions. He does it through personal (and online) visits, custom research, data, strategic consulting, speeches, roundtables, board work, and business development services.

Prior to joining ProSales, Webb worked as an editor and reporter at The Wall Street Journal in Brussels and New York. He served as chief economics reporter for United Press International, covered Congress and the White House for McGraw-Hill, was trade editor at the Journal of Commerce, and worked for other organizations in newsrooms from Indiana to Italy.

Contact him at or by phone at 202.374.2068.

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