Category : Bill Lee

Inventory Shrinkage: What to Look for to Minimize Your Store’s Losses

July 18, 2016

Inventory shrinkage is alive and well among building supply businesses. Inventory shrink can usually be traced to two primary factors: 1.) Too few systems and procedures, or no one is … Read More

What Kind of Sales Coach Are You?

June 24, 2016

What are you doing to make your telephone ring? This is one of my favorite questions to ask the owner or manager on the first day of a consulting assignment. … Read More

Raising the Bar on Personal and Company Performance

May 18, 2016

How many games must a major league pitcher win in order to be considered a cut above? What is the magic batting average a major league hitter must achieve to … Read More

Don’t Underestimate the Power of Scripted Sales Statements

April 15, 2016

As you raved to a friend about the story line in a movie you just saw, did you think about how many times the actor’s words had been written and … Read More

Make a Plan then Make it Happen

March 14, 2016

“IT’S DIFFICULT TO HIT A TARGET YOU CANNOT SEE.” I first heard this statement from the late great Zig Ziglar, but it is equally applicable today. One would think that … Read More

Are Higher Gross Margins in Your Company’s Future?

February 16, 2016

When I wrote my book, “Gross Margin,” I did a considerable amount of research to learn the gross margins achieved by retailers outside the lumber and building material industry. I … Read More

Telling Isn’t Selling: 5 Great Questions to Ask Prospects

January 18, 2016

The person who is in control of the sales interview is NOT the one doing most the talking, but the one asking the questions. During presentations to prospects, many salespeople … Read More

Lazy Salespeople Lead with Price

November 23, 2015

Smart salespeople are partners who help their customers succeed. When prospecting for new business, it has been my experience that salespeople are most likely to prematurely introduce the subject of … Read More

When Talking Productivity, Measurements Matter

October 19, 2015

A few years ago, I was invited to speak in Scottsdale, Ariz. at a meeting sponsored by the Mountain States Lumber & Building Material Dealers Association. During the meeting I … Read More

BILL LEE: Gross Margin: Who Is Accountable?

September 16, 2015

I read recently that the ability to lose weight is rooted in two key factors: achieving a balance between the number of calories consumed and the number of calories burned. … Read More