Category : Real Issues Real Answers

REAL ISSUES, REAL ANSWERS: Desperately Seeking Good Salespeople

10 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

11 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

1 year 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

1 year 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

1 year 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

1 year 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

1 year 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

1 year 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

REAL ISSUES. REAL ANSWERS: Guaranteed Pricing and Quantities

2 years ago

While the new construction and remodeling markets are growing stronger in most areas of the country, the battle for business rages on for many dealers. In an industry known for … Read More

REAL ISSUES. REAL ANSWERS: LBM Consolidation: Good Or Bad?

2 years ago

This month’s question came from Rod MacKenzie of Green Building Resources, Atlanta, Georgia, who wrote: “Is the ongoing LBM consolidation good or bad for smaller dealers?” Great question for discussion … Read More