Category : Next Generation

How to create a better culture by cutting ties

January 12, 2018

Culture. It’s a buzzword that we hear all the time, and yet it means something different to everyone. The talking heads in business spend countless hours telling you about how … Read More

Detroit Lions, The Presidents Cup, and your sitcom

December 5, 2017

It’s 3:30 P.M. on a fall afternoon in West Michigan. The TV in the living room has the Detroit Lions game nearing the end as my wife and I sit … Read More

The 2018 modern sales and marketing plan – Part 2

October 26, 2017

If you recall from Part 1, we’re rolling through an example of a 2018 sales and marketing plan. If you missed Part 1, check it out. You’ll be glad you … Read More

The 2018 modern sales and marketing plan – Part 1

September 14, 2017

2018 is around the corner and a lot of dealers are going through the strategic planning process. Let’s say for the sake of this column that your company has done … Read More

Why Some People Suck at Hiring Millennials

August 17, 2017

There is no question that B2B businesses in the building products industry are having a hard time attracting millennials. I think that most hiring managers can remedy this situation by … Read More

The One Thing More Important Than Industry Experience

July 6, 2017

A respected lumberyard owner recently told me that he’d never hire someone without industry experience. I disagreed with the gentleman, and when he asked why, I told him the story … Read More

How Storytelling Can Help Our Industry

June 20, 2017

I was returning from a trip, visiting LBM customers in Ohio. It was late and the 900-mile road trip had me ready for the weekend. Pulling in to home, the … Read More

Millennials, Economics and the Profitable New Hire

April 7, 2017

I’ve been hearing it for 12 years: No young talent; trouble retaining workforce; the young generation has no work ethic; how to sell the younger buyer? “Those darn millennials,” I … Read More