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Category : Real Issues Real Answers

REAL ISSUES. REAL ANSWERS: The Installed Sales Challenge

November 16, 2015

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

October 13, 2015

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

September 8, 2015

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

August 10, 2015

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

June 4, 2015

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

May 4, 2015

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

April 8, 2015

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

REAL ISSUES. REAL ANSWERS: ‘Cherry Pickers’ and Detailed Price Quotes

March 6, 2015

The challenge of whether or not to provide detailed price quotes, complete with individual product quantities and prices, is a sticky one indeed.

REAL ISSUES. REAL ANSWERS: Margins VS. Market Share

February 6, 2015

The ideal situation is to do both — gain market share while building margins—but that can be easier said than done.

REAL ISSUES. REAL ANSWERS: Planning Your Company’s Future

January 6, 2015

Hundreds of readers weigh in on this discussion of company transitions and succession plans.