Tag : Real Issues Real Answers

REAL ISSUES. REAL ANSWERS: The Sales/Relationship Connection

12 months ago

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: Price Wars

1 year ago

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

1 year ago

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: LBM Consolidation: Good Or Bad?

1 year ago

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

1 year ago

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

2 years ago

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

REAL ISSUES. REAL ANSWERS: The Installed Sales Challenge

2 years ago

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

2 years ago

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

2 years ago

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

2 years ago

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