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Category : Tough Call

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

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