Category : Tough Call

TOUGH CALL: The Installed Sales Disappointment

February 2, 2017

TOUGH CALL Your company has been serving its market for more than half a century. Though you’ve been around for less than half that time, the reason for your company’s … Read More

TOUGH CALL: The Non-Compete Conundrum

December 23, 2016

TOUGH CALL Your company has just completed a banner year, marked by strong sales and healthy margins. There are a number of reasons for your success. But in your mind, … Read More

TOUGH CALL: A Surly Situation

November 10, 2016

TOUGH CALL Online Poll – Read the scenario below then place your vote at the bottom of the page. You’ll never forget the lessons learned from jobs you held early … Read More

TOUGH CALL: Stretching Credit

October 24, 2016

Online Poll – Read the scenario below then place your vote at the bottom of the page. Like anyone who’s worked in the same industry their whole life, you occasionally … Read More

TOUGH CALL: Oil and Water

September 29, 2016

Online Poll – Read the scenario below then place your vote at the bottom of the page. Finally, after nearly a decade as general manager of Water Lumber, a mid-sized … Read More

TOUGH CALL: The Case of the Cynical Associate (aka Phil)

August 1, 2016

Online Poll – Read the scenario below then place your vote at the bottom of the page. As the third generation owner of a family-owned lumberyard in a market that’s … Read More

TOUGH CALL: Apples v. Oranges, Products Edition

June 6, 2016

How can you compete on price, when customers are comparing different quality products that appear identical? Online Poll – Read the scenario below then place your vote at the bottom … Read More

TOUGH CALL: Apples and Oranges

May 3, 2016

A low-price competitor is promising to beat your prices by 10%, which is tough for your customers to refuse. What would you do? Online Poll – Read the scenario below … Read More

TOUGH CALL: An Expensive Congratulations

March 29, 2016

Online Poll – Read the scenario below then place your vote at the bottom of the page. As a true “PRO” LBM dealer, you owe your success to the solid … Read More