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Category : Articles

Get out from behind your desk

October 19, 2018

Nearly anyone can tell you that sitting at your desk for long periods of time takes a toll on your physical wellbeing. You need to get up and move around—it’s … Read More

Celebrate “Breakeven Day”

October 18, 2018

For a moment, think about the benefits of knowing how much sales volume at what level of gross margin your business needs to breakeven each month. If you are like … Read More

Real Issues. Real Answers. Advertising: what works best?

October 16, 2018

Some things never change. Like the need to attract customers, grow our sales and build our brands. That straight-forward business challenge has grown much more complex in a world marked … Read More

Product Picks: October 2018

October 15, 2018

Each month, hundreds of products hit the market. Here’s our pick of the ones to watch. Conceal Column Wraps from Royal Building Products Royal Building Products has launched Conceal Column … Read More

Don’t let something you’ve said ruin a deal

October 12, 2018

Deals go south and suitors bow out of contention for lots of reasons, typically lack of strategic fit, inadequate cash flow, or because the deal is offered at the wrong … Read More

Editor’s Note: Hearing voices

October 10, 2018

Just back in the office after the LBM Strategies Conference 2018, there is so much that I want to share—but I’ve managed to pare it down to just two thoughts … Read More

Tough Call: Fighting over clients

October 9, 2018

As your company adds outside salespeople, there’s more conflict over customers. What would you do? As you’ve learned from running an independent building material company, there are always problems. But … Read More

In Depth: Fasteners

October 8, 2018

Manufacturers are focused on improving efficiency and reducing jobsite costs. A fastener is not just a fastener, even though that’s an all-too-common opinion held by many users, both pros and … Read More

Team players: In the backyard of Purdue University, Henry Poor Lumber lines up with customers

October 5, 2018

LBM dealers who have learned to last in this industry have a way of serving a need in their communities and turning that service into sustained business. That’s exactly what … Read More

A culture of safety is key to an acquisition

September 21, 2018

I once did a site walk-through with a potential acquirer—actually an entire team from the acquirer—that wanted to look over the grounds of my client, a building material wholesaler and … Read More