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Category : August 2018

Skills gap highlights the need for workforce development

August 24, 2018

For the first time since the federal government began tracking the data in 2000, in March and April 2018, the number of job openings exceeded the number of job seekers. … Read More

That’s not a downward trend! Let’s normalize revenues

August 23, 2018

One of the worst red flags for an acquirer is when they see your revenues drop in the year you sell your company compared to the previous year. Even worse … Read More

You have to fail in order to succeed

August 22, 2018

When I was 24, I came back from working in corporate America and, with my brother, took over my father’s lumber company while it was in bankruptcy. It was a … Read More

How to tell if your new building products sales rep will succeed or fail

August 20, 2018

Every sales manager dreams of the pull-and-plug hire. You know, the one in which you pluck a top building products sales rep from your competition, and plug them (and their … Read More

Independent lumber dealers need loyalty from distributors

August 17, 2018

The most common question distributor reps ask is how they can help me sell more of the products they carry. Here’s the deal: There are a lot of deck products … Read More

When hiring, experience can be overrated

August 16, 2018

The highest odds of hiring a highly productive salesperson is to hire a person with the raw talent to do the job, someone who has done the job before and … Read More

From product peddler to sales concierge, Part III

August 15, 2018

Part 3 • Introduction to sales concierge in Part I • From product peddler to sales concierge, Part II Be a business development consultant to develop sales. If you think … Read More

Five Questions With: Gus Stallings, Boise Cascade

August 14, 2018

1 Q: New construction and remodeling continue to be red-hot in most markets. What do you see as the biggest challenge facing LBM dealers? A: The most obvious challenge for … Read More

Product Picks: August 2018

August 13, 2018

Each month, hundreds of products hit the market. Here’s our pick of the ones to watch. Sherwin-Williams Extreme Block Sherwin-Williams introduces Extreme Block Primer/Sealer, a versatile indoor/ outdoor formula, to … Read More

Editor’s Note: Fresh perspectives and hat tricks

August 10, 2018

A few weeks ago, my son’s first season of traveling soccer was nearing its end, and he had yet to score a goal. That’s okay unless, like my son, you’re … Read More