Tough Calls

Tangled in the Web - ( January, 2012 )
Having spent your entire adult life in the building supply business, you love virtually everything about it.

I Want It Now! - ( November/December, 2011 )
In this age of instant-everything, customers can have unreasonable expectations about how quickly you should meet their needs.

Endangered loyalty - ( October, 2011 )
Dance with the one that brought you.” This philosophy has served you well as you’ve grown Loyalty Lumber from an idea into a solid business.

'Round and 'Round the Rumormill - ( September, 2011 )
Three years into the housing downturn, and your competitor is reigniting rumors about your business. What would you do?

Uncovered and Unwelcome - ( August, 2011 )
Looking back on a career spent working at DoneRight Lumber, you’ve learned volumes about running a successful business.

The Return of Junior Giant - ( June, 2011 )
In what has become an annual ritual, your powerful-and-he-knows-it customer is demanding a fresh round of concessions. What would you do?

The Special Order Dilemma - ( April, 2011 )
An irate customer insists on returning a special order— despite knowing your “no returns” policy.

The Discount Dilemma - ( March, 2011 )
You may lose your biggest remodeler customer because your pricing structure still favors traditional home builder

You vs. Sacred Cow Supply - ( February, 2011 )
Your primary vendor has lost its competitive edge, but you’re committed to buying from them.

The Planning Puzzle - ( January, 2011 )
The spring building season is almost here, and your company is without a plan.

Targeting Your Market - ( December, 2010 )
You’ve been told to pick just one customer segment to focus on for 2011.

The Management-Style Supercollider - ( October, 2010 )
The longtime sales manager moved on, and the owner has taken over…with a vengeance.

Next Exit: Opportunityville? - ( September, 2010 )

The Pay/Benefits Challenge - ( August, 2010 )
 It seems everyone on your team wants a different combination of pay and benefits.

ClearAsDay…Again? - ( June, 2010 )
After building a brand in your market, then losing it to a competitor, you have the chance to bring it back.

Building Deck Profits - ( April, 2010 )
 Your fledgling installed deck program faces serious obstacles.

Everybody Wants Raymond - ( March, 2010 )
A powerful company is wooing your top rep with an agressive and attractive offer.

Too Many Homerun Hitters? - ( February, 2010 )
Replacing your mediocre reps with heavy-hitters from out-of-business competitors has created an internal mess.

CRACKING THE CODE - ( January, 2010 )
A builder is open to buying from you, but won’t meet with your sales rep. Meanwhile,the orders keep going to the competition.

Making Change, Minimizing Risk - ( December, 2009 )
You see hot new products as the key to your company’s sales woes, but the owner thinks new = risky. What would you do?

Social Mediation - ( October, 2009 )
Facebook. Twitter. LinkedIn. What role, if any, should they play in your business?

Gravy Train and the End of the Line - ( September, 2009 )
Your company just lost the product exclusive that’s fueled your sales and growth.