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Category : Ask The Expert

ASK THE EXPERT: Motivating Outside Sales Professionals

October 26, 2015

“As an operations-oriented manager who is also responsible for growing revenues, how do I motivate the outside sales force?” Signed, Perplexed Dear Perplexed, First of all, I give you kudos! … Read More

ASK THE EXPERT: The Special Order Question

October 23, 2015

“Should dealers require a deposit on special orders regardless of whether the customer has an account or not? What is the best policy regarding deposits and invoicing of special orders?” … Read More

ASK THE EXPERT: September 2015

September 22, 2015

Changing Pay Plans “I have a sales staff who average just over 21 years of experience each. For the past decade, they’ve been paid salary plus bonuses. I would like … Read More

ASK THE EXPERT: August 2015

August 17, 2015

Competing With Vendors “My biggest challenge is trying to purchase lumber from sources that do not sell direct to contractors. We have a policy that we do not do business … Read More

ASK THE EXPERT: July 2015

July 21, 2015

The High Cost of Employee Turnover “The cost of employee replacement can be staggering when you stop to put a pencil to it. Employee retention is our biggest challenge. It … Read More

ASK THE EXPERT: June 2015

June 24, 2015

Keep The Boss Relevant “I work with an aging patriarch of the business who wants to stay involved and stay relevant, but is slowly fading bit by bit. I’m trying … Read More

ASK THE EXPERT: May 2015

May 26, 2015

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions.

ASK THE EXPERT: April 2015

April 15, 2015

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions.

ASK THE EXPERT: March 2015

March 11, 2015

Scott Hartmann, a seasoned LBM industry veteran with a solid track record of success, provides thoughtful answers to readers’ questions.

ASK THE EXPERT: February 2015

February 5, 2015

Q: How does one find out the real reasons why a builder won’t do business with you?