Category : September 2015

NLBMDA: Congress Back Again Looking to Extend Expired Tax Incentives

September 29, 2015

Last December, Congress approved, and President Obama signed, an extension of over 50 tax incentives that expired at the end of 2013. Although the extension of the incentives was retroactive … Read More

DIGITAL CASE STUDIES: Increase Engagement On Your Company’s Facebook Page

September 28, 2015

Current Situation: It’s no secret that the LBM industry has been slow to adapt to social media. Let’s face it: Most LBM dealers feel like if they’re at a desk … Read More

SHOWROOM STRATEGIES: Minot Lumber & Hardware

September 25, 2015

Insights from LBM dealers who’ve grown their sales with a showroom refresh. The employee-owned Minot Lumber and Hardware is located in Minot, North Dakota. The company is part of a … Read More

SELLING TO REMODELERS: 5 Ways to Earn Loyalty From a Remodeling Contractor

September 24, 2015

I’m sure you’ve heard the saying that “loyalty is not a given, it has to be earned.” I agree wholeheartedly with this. As an owner of a full service remodeling … Read More

SELLING ENGINEERED LUMBER: Demonstration Home Showcases Dealer Role in Efficient Framing

September 23, 2015

During the last week of July, Illinois builder Beechen & Dill opened one of its under-construction homes to fellow Chicago-area architects, builders, and code officials, providing a hands-on look at … 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

BEHIND YOUR BACK: Reality TV: The Single Fastest Way to Improve Sales Rep Performance

September 21, 2015

Years ago a military training study was conducted. It involved hand grenades. The goal was to evaluate the effectiveness of training under different conditions. The participants were soldiers in pre-combat … Read More

Mergers & Acquisitions: The Usual Suspects

September 18, 2015

Part 1: The strategic, financial, and “hybrid” buyer. When you decide to sell your business to an outside entity, there are typically three types of buyers you’ll run into: Strategic, … Read More

BOB HEIDENREICH: Understanding Building Codes Pays Off

September 17, 2015

If you want to grow your sales while ensuring that customers leave your store with everything they need to build a safe deck, understanding your state’s building codes is a … Read More

BILL LEE: Gross Margin: Who Is Accountable?

September 16, 2015

I read recently that the ability to lose weight is rooted in two key factors: achieving a balance between the number of calories consumed and the number of calories burned. … Read More