Category : Tough Call

Tough Call: How much is too much?

January 2, 2018

New owners want to cut your top rep’s pay, which would likely send her to the competition. Like many family-owned companies, XY Lumber recently reached a place where members of … Read More

Tough Call: The temptation of Paul

November 14, 2017

Your top sales rep has an aggressive job offer from a competitor. Do you attempt to match it and keep him on board, or let him go? You’ll never forget … Read More

Tough Call: Broken down and wasting time

October 10, 2017

The owners at your yard are reluctant to repair and replace. Unlike many of your industry peers, you didn’t grow in the lumberyard, and initially had no interest in the … Read More

Tough Call: Between a rock and Hal Hardplace

August 31, 2017

A top customer consistently orders far too much product, then insists on full credit when returning the excess. What would you do? When your lumberyard first opened for business back … Read More

Tough Call: The Tough Case of Stonehead Homes

August 3, 2017

During the 30-plus years you’ve been operating an independent LBM business, you’ve seen a lot of changes, which has introduced a number of great opportunities and an equal number of … Read More

Tough Call: Bridging the Sales/Culture Gap

July 10, 2017

What to do when your relationship-based sales reps collide with price-only buyers? As the second-generation owner of a company with four full-service yards, most of your operation is running better … Read More

Tough Call: Thrown Under the Bus

June 14, 2017

A builder struggling to complete projects on time is blaming you and your team for the delays—though he knows it’s not true. What would you do? There’s a lot to … Read More

Tough Call: Gamblin Ramblers and You?

May 8, 2017

A builder-customer wants to partner with you on some luxury spec homes, sharing the risk and reward. What would you do? After holding your breath for the past decade, you … Read More

Tough Call: Decision Points

April 5, 2017

Your company’s future will be shaped by strategic decisions you make today. What should you do? Finally! It’s been a long slog since the Great Recession, but business in your … Read More

TOUGH CALL: Friendly Fire, Stealing Sales

March 3, 2017

TOUGH CALL Looking back on more than four decades in the LBM industry, you can’t help but smile when you think about how simple it all appeared at first. Today, … Read More