Tough Calls

The Cost of Friendship - ( May, 2013 )
A customer whose business is more trouble than its worth happens to be a good friend. What would you do?

The Case of the Expired Quote - ( April, 2013 )
A builder you’ve pursued for years is finally ready to buy—using a price quote that expired two days ago. What would you do?

Tracking the Production Builder - ( March, 2013 )
It’s the spring of 2013, and you’re seeing something you wondered if you’d ever see again: a healthy market for your products and services.  And that fact has created several

A Few Good Men (or Women) - ( February, 2013 )
Business is picking up, but you’re understaffed—and unable to find qualified candidates. What should you do?

Battling the Low-Ball Bid - ( January, 2013 )
A competitor is trying to lure away your customer with an offer of a 10% bottom line discount.  What would you do?

The Prodigal Salesperson - ( July/August, 2012 )
The most effective salesperson you've ever employed burned bridges when he left your company.  Now he wants his old job back.  What would you do?

Expanding Outside - ( May/June, 2012 )
You're about to hire your first outside salesperson from among four finalists. Who would you hire?

The Customer is Always Right? - ( November/December, 2012 )
You’ve been charged with keeping a high-maintenance/low-margin customer happy, while earning more on his sales. How would you do it?

The Succession Situation - ( October, 2012 )
You'll never forget the closed-door meeting with your father almost exactly 40 years ago. 

The Cost of Politics - ( September, 2012 )
A good friend and customer has asked you to take a public stand in a contentious race.  What would you do?

Taking (Second) Chances - ( April, 2012 )
When you stopped carrying their product, their sales in your market ground to a stop. As it turns out, their fine product just doesn’t sell itself.

Return of the Attitude Killer - ( March, 2012 )
You just learned that the Attitude Killer is not at all satisfied with the current sales numbers, and has announced his intention to permanently re-insert himself in the daily operations as your direc

Dangerously lean - ( February, 2012 )
It seems obvious to you that you need to start to staff-up, but Jeb has made clear that he’s the boss— and he intends to stay lean as long as possible. What would you do?

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.