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Category : September 2018

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

Elections matter. Encourage your employees to vote

September 20, 2018

Midterm elections always have lower turnout than in presidential years. Not since 1998 has a midterm election had voter turnout above 50% of all eligible voters. By comparison, presidential year … Read More

Getting more mileage from company services

September 19, 2018

In seminar programs I present I am almost always asked questions about service. From the feedback I receive, it seems virtually every company in our industry claims to have outstanding … Read More

Perfect is the enemy of good

September 18, 2018

One of the traits I look for in members on my team is a sense of urgency. This does not mean I want people who work frenetically or amp up … Read More

Make time for trade shows and industry events

September 17, 2018

Now is the time of the year that a lumber dealer can learn the most about his business. That’s because after a busy summer of sales, fall often brings about … Read More

The sales funnel is really a sales sieve

September 14, 2018

One of my least favorite prospecting metaphors is the sales funnel because it implies that, sooner or later, everything you put into it comes out eventually. Try thinking about your … Read More

How to extend a job offer

September 13, 2018

It’s finally time. You’ve done your interviews, you’ve done your due diligence, and you’re ready to extend an offer. Now all that’s left is getting to “Yes!” Here are some … Read More

Five Questions With: Ben Skoog, Arcitell, LLC

September 12, 2018

1 Q: In today’s strong remodeling and new residential construction markets, what do you see as the biggest opportunity for LBM dealers? A: In a strong or weak market, LBM … Read More

Product Picks: September 2018

September 11, 2018

Each month, hundreds of products hit the market. Here’s our pick of the ones to watch. Huttig-Grip construction adhesives Huttig recently introduced two adhesive products—Huttig-Grip Subfloor and Drywall Adhesives— to … Read More

Point • Counterpoint: Tariffs on Canadian softwood lumber

September 10, 2018

Point Counterpoint POINT   Tariffs on Canadian softwood lumber hurt the U.S. homebuilding market True. Millions of first-time home buyers and young families struggling to gain a toehold on the … Read More