Category : Real Issues Real Answers

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

REAL ISSUES. REAL ANSWERS: Controlling Insurance Costs

2 years ago

It is no secret that insurance represents an important (read: expensive) issue for companies in the LBM business. Indeed, more than four out of five respondents to a 2016 LBM … Read More

REAL ISSUES. REAL ANSWERS: Valuing Services

2 years ago

As we know, all too well, there’s much more to a project bid than the price of the products. When a builder, remodeler or homeowner customer compares two quotes—one that … Read More

REAL ISSUES. REAL ANSWERS: The Installed Sales Challenge

2 years ago

There’s no question that margins for LBM dealers are under pressure. With intense price competition for products—in local markets as well as online — a healthy percentage of dealers have … Read More

REAL ISSUES. REAL ANSWERS: The Future of The Independent Dealer

2 years ago

In 1990, popular wisdom held that independent LBM dealers couldn’t possibly survive the onslaught of big box competitors. A quarter century later, some of those seemingly invincible big box yards … Read More

REAL ISSUES. REAL ANSWERS: Credit and Collections

2 years ago

Making the sale is great. Receiving payment is even better. Considering that 97% of full line LBM dealers offer credit to their pro customers, it’s critical that companies have effective … Read More

REAL ISSUES. REAL ANSWERS: Salary Vs. Commission

2 years ago

Salary vs. Commission The Issue This month’s question was suggested by an Illinois dealer who wrote, “With the ongoing changes in business practices, an increase in business, and the need … Read More

REAL ISSUES. REAL ANSWERS: Managing Growth

3 years ago

As the worst housing downturn in history fades to black, many LBM dealers who have gotten extremely skilled at running bare-bones operations are facing a new challenge

REAL ISSUES. REAL ANSWERS: Social Media

3 years ago

Now that most LBM distribution companies have embraced the necessity of having a website…social media represents the next digital debate.

REAL ISSUES. REAL ANSWERS: Firing Customers

3 years ago

When do you know that it is time, and how do you handle ‘firing’ a customer?