Category : Real Issues Real Answers

Real Issues. Real Answers: Managing Generational Transitions

2 weeks ago

In a very real sense, our companies are our people. They’re what set us apart from the competition, and they’re a big reason for our successes. Still, they’re people…and people … Read More

REAL ISSUES, REAL ANSWERS: To Non-Compete Or Not?

2 months ago

The LBM industry at large is wrestling with a shortage of qualified help. With business up at least modestly in many markets, this problem gets amplified. Though there is no … Read More

REAL ISSUES, REAL ANSWERS: Desperately Seeking Good Salespeople

3 months ago

Real Issues. Real Answers Finding and keeping good people has emerged as the number one challenge facing LBM companies. And since nothing happens until a sale is made, there’s extra … Read More

REAL ISSUES. REAL ANSWERS: Razor Thin Margins

4 months ago

Real Issues. Real Answers This month’s question came from a dealer in Northern California, who wrote: “If a rising tide raises all boats, why do I feel like a submarine? … Read More

REAL ISSUES. REAL ANSWERS: Competing With Vendors

5 months ago

Real Issues. Real Answers THIS MONTH’S QUESTION came from Kim Wild at Carter Lumber, Luddington, Mich., who wrote: “Our issue involves dealing with two-steppers that partnered with us through the … Read More

REAL ISSUES. REAL ANSWERS: Marketing On A Budget

7 months ago

This month’s question came from a reader in Kentucky, who wrote: “Our question involves marketing on a budget. There are so many alternatives, but only so much money to go … Read More

REAL ISSUES. REAL ANSWERS: The Sales/Relationship Connection

8 months ago

This month’s question addresses the challenge for a new salesperson to generate sales in a relationship-oriented industry. It’s a tough question with no easy answers— but one that resonated with … Read More

REAL ISSUES. REAL ANSWERS: Transitioning To New Business/POS Software

9 months ago

A midwestern pro-dealer wrote: “We’re transitioning from a 30-year old software system to a new, state-of-the-art platform, and we want to make sure that capabilities of the software are aligned … Read More

REAL ISSUES. REAL ANSWERS: Price Wars

10 months ago

This month’s question came from John Moulder of True-Line Products, Indianapolis, who wrote: “A national distributor entered our market causing a price war. As a result, our commissioned salesmen are … Read More

REAL ISSUES. REAL ANSWERS: Saying Thanks

11 months ago

There’s a very good reason that one of our earliest lessons is to say thank you: appreciation is a powerful force. Indeed, philosopher William James once said, “The deepest principle … Read More