BMSA Bulletin
October 2018
BMSA Hosts Education Summit 
in Columbus, OH

Mark November 8 on your calendars today for BMSA's Education Summit in Columbus, OH! Spend the
day with your peers to connect, learn and grow. The Summit will include:
  • Winning Tactics to Improve Performance - Have results-driven conversations with your employees to improve performance with industry speaker: Ken Wilbanks.
  • Sitting in Park Doesn't Pay! - Don't let DOT Regulations slow you down with Transportation Risk Management Service Director: Todd Olney.
  • Industry Hot Topics Discussions & Networking Luncheon. 
  For more information call BMSA  at  800-849-1503 or 
email us at susiev@mybmsa.org.


Member News
*******************

* Huttig Building Products announced the appointment of Philip W. Keipp as Vice President - Chief Financial Officer effective September 24, 2018. Mr. Keipp has spent over 12 years in public accounting, to which he most recently served as a Senior Financial Consultant for Huttig since August 6, 2018 and previously served as Vice President and Chief Financial Officer for Huttig from July 2009 through June 2015.  

Read the full press release here.


Send Us Your News!
If your company is having an anniversary, opening a new location, has a new hire or any company news, please contact BMSA to have the news published in an issue of BMSA's Bulletin.  

Calendar of Events
2018

October 17-19: NLBMDA Pro Dealer Industry Summit
(Chicago, IL)

October 17-19: 
Roundtable #3 
(Greenville, NC)

October 21-23: 
Roundtable #7
(Charlottesville, VA)

October 25-26: Operations Manager Roundtable B 
(North Charleston, SC)

November 7:  BMSA Executive Committee & Board of Directors Meetings
(Columbus, OH)

November 7-8: Ohio Education Summit (Columbus, OH)

November 15-16: Sales Manager Roundtable (Charleston, SC)

***2019***

February 6-7: 
BMSA's Annual Show (Hickory, NC)

March 20-22:
CFO Roundtable
(Scottsdale, AZ)

April 7-9: Roundtable #1
(Charlotte, NC)

Three Ways to Prevent B2B Fraud

The scam started simply: Someone took the information of a Canadian company that had been inactive for several years, renamed it and began placing orders with building supply companies. But whoever placed the orders never intended to pay for them. Before anyone realized what was going on, the scammer had ordered from more than 180 suppliers and run off with $9 million worth of products.

This sort of fraud isn't as unusual as you might think. According to a recent survey, 19% of all online B2B inquiries are fraud attempts, and 77% of businesses have lost money due to fraud. B2B fraud can take many forms, including account takeovers, business identity theft and even shell companies set up for the sole purpose of committing fraud.
Fortunately, with a combination of deep risk expertise and the right technological tools, B2B companies can protect themselves from rising levels of fraud.

Read more here.

(Source: MLA News, September 2018, BlueTarp Financial, August 23, 2018)
ProSales Special Report: 
Sales Rep 2.0
Forget doughnuts, golf outings, or becoming the builder's BFF. Time and technology mandate that your sales organization -particularly your outside reps - evolves. 


The Outside Sales Rep (OSR) is as much an American institution as jazz and baseball. And like those two pursuits, it's changing in ways that will elevate some players into stars and cast aside others as has-beens. We've entered an era in which dealers' sales reps are evolving into a cyborg-like combination of human and machine. There's less emphasis on emotional intelligence and a dramatic upgrade of the OSR's personal database, with new technical skills and a lot more product and systems knowledge.

To flourish in the future, experts say, OSRs will spend far less time pushing product, with actual order-taking shifting to inside reps and online markets. Your job won't be to sell things. Your job will be to solve the customer's problems. As veteran marketing and sales consultant Bill Rossiter puts it: "Your customer or prospect will ultimately judge you not on how well they did fishing with you last fall, but more on how you help their business perform."

Read full article here.

( Source: Craig Webb,  ProSales magazine, August 2018)
FINDING AND HIRING 
BEST-IN-CLASS SERVICE

Last week I was walking into a classy hotel in Minneapolis for the Greg Brooks Executive Round Table. While thinking about topics to be covered, I met Roy; the doorman, valet and luggage porter. I was impressed with his energy, enthusiasm and communication skills. Unlikely to be a college student, being it was a Tuesday morning and he was working, I was intrigued as to his story. He revealed that he is now 28 years old, had graduated from high school in 2008 and assessed that taking on a large college debt at that time didn't make sense. He had watched an older sister go to college only to be burdened by a heavy debt load for a degree that was not benefiting her current career. His girlfriend now graduating from college, Roy is hoping to get married and buy a home soon; considering what direction to take his career, he looked to me for advice. 

His current compensation as a bellhop is $20,000 in hourly wages, he receives another $25,000-30,000 per year in tips, bringing his total income to $45,000- $50,000. His present need for greater financial security demands a career that will enable him to grow and advance.  His position at the hotel, while stable, offers no career growth opportunity. He mentioned the steamfitter and electrical trades as respectable options. The irony was shocking to me. I was preparing to help some 50 presidents solve their recruiting challenges - they all walked by Roy, likely tipped him as he carried their bags or valeted their cars, never even considering that he could be the solution to their problems. An eager, smart and hungry 28-year-old with a proven history of success delivering best-in-class customer service and an income that is over 50% commission-based. Hiring Roy as a junior outside salesperson and watching him command and conquer is where I would place my bet.

Read more here.

(Source:  Misura Group blog, October 2018)


 

Stay connected with BMSA!
  

 

3029 Senna Drive  
Matthews, NC 28105  
800-849-1503 

BMSA ASSOCIATE MEMBERS  

BMSA encourages our Dealer members to look first to your Associate members when purchasing products and services. Support those who support your Association and the industry! 
 
Allura
Emery-Waterhouse Company  

Ponderosa Software
Amelia Lumber Company, Inc.
The Empire Company 
Red Bolt Promotions
Anchor Concrete/Sakrete
Epicor Software 
Reeb Millwork
Appalachian Hardwood Lumber Co. 
Facemyer Lumber Co., Inc. 

Reserve Lumber Co.

Averitt Express
Federated Mutual Insurance
ResiCAD 

Banyan Consulting Group/Hub International 
Forest Products Group
Rick Johnson Insurance, Inc.
Basys Processing
Fortress Wood Products
Rocco Building Supplies, LLC.

Georgia-Pacific
Roseburg Forest Products

BlueLinx Corporation
Great Southern Wood Preserving, Inc.
Rockwool 

BlueTarp Financial, Inc.
Guardian Building Products
Royal Building Products 

Boise Cascade Corp.
Huttig Building Products
Schaffer Associates 

Building 9 Corp.
Intex Millwork Solutions
Screeneze 

CareWorks Comp
Kerridge Commercial Systems
Simpson Strong-Tie, Inc. 
 
Carl Rogers & Associates
Larson Manufacturing Co.
Smith Millwork, Inc. 
Carolina Atlantic Distribution, Inc.
LBM Advantage
Snavely Forest Products
Carter Millwork, Inc.
Legacy Pre-Finishing Inc.
Southeast Insurance Group, Inc.

South-East Lumber
Cedar Creek Holdings, Inc.
LJS Solutions

Center-Line Trailers
LMC (Lumbermens Merchandising Corporation)

Stock Systems
Charles F. Shiels & Company Lumber Sales Corporation
Style Crest, Inc,
Clem Lumber & Distributing Company
Lumberman's Wholesale Distribution  (Boise Cascade)
Sun Windows, Inc.
Crumpler Plastic Pipe
Madison Wood Preservers
Sunbelt Rack/CT Darnell Construction
Culpeper Wood Preservers
The Marwin Company
Superior Plastic Products
Dealers Supply & Lumber Co.
Melcap Partners, LLC.
TAH Benefits
Diamond Hill Plywood Company
Member Insurance
TAMKO Building Products, Inc.  
DMSi Software
Metal Sales Manufacturing Co.

Tampa International Forest Products
Dyke Industries
Metwood Building Solutions
Trebnick Systems, Inc. 

Eastern Engineered Wood Products
Muneris Benefits

Tri-State Forest Products  

E-Cubed Consulting
Norbord
UFPi Elizabeth City, LLC

ECi Spruce Computers
NOVIK/Derby Building Products
U.S. Lumber 

ECMD
Now Pro Delivery
V & H Inc.  

EHOP Health Packard Forest Products, Inc.
Vann Attorneys, L.L.P.  


Parksite
Welco Enterprises, Inc.

Pennsylvania Lumbermens Mutual Insurance Company
 
Weyerhaeuser Company


Wholesale Millwork Inc.

  

WM Coffman Resources

Woodford Plywood, Inc.