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Category : Real Issues Real Answers

REAL ISSUES. REAL ANSWERS: Competing With Vendors

October 18, 2016

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

September 12, 2016

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

August 8, 2016

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

July 11, 2016

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

June 13, 2016

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

May 2, 2016

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

March 31, 2016

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?

March 7, 2016

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

February 11, 2016

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

January 8, 2016

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