Category : Ask The Expert

ASK THE EXPERT: Motivating Outside Sales Professionals

1 year ago

“As an operations-oriented manager who is also responsible for growing revenues, how do I motivate the outside sales force?” Signed, Perplexed Dear Perplexed, First of all, I give you kudos! … Read More

ASK THE EXPERT: The Special Order Question

1 year ago

“Should dealers require a deposit on special orders regardless of whether the customer has an account or not? What is the best policy regarding deposits and invoicing of special orders?” … Read More

ASK THE EXPERT: September 2015

2 years ago

Changing Pay Plans “I have a sales staff who average just over 21 years of experience each. For the past decade, they’ve been paid salary plus bonuses. I would like … Read More

ASK THE EXPERT: August 2015

2 years ago

Competing With Vendors “My biggest challenge is trying to purchase lumber from sources that do not sell direct to contractors. We have a policy that we do not do business … Read More

ASK THE EXPERT: July 2015

2 years ago

The High Cost of Employee Turnover “The cost of employee replacement can be staggering when you stop to put a pencil to it. Employee retention is our biggest challenge. It … Read More

ASK THE EXPERT: June 2015

2 years ago

Keep The Boss Relevant “I work with an aging patriarch of the business who wants to stay involved and stay relevant, but is slowly fading bit by bit. I’m trying … Read More

ASK THE EXPERT: May 2015

2 years ago

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions.

ASK THE EXPERT: April 2015

2 years ago

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions.

ASK THE EXPERT: March 2015

2 years ago

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions.

ASK THE EXPERT: February 2015

2 years ago

Q: How does one find out the real reasons why a builder won’t do business with you?