Category : Tough Call

Tough Call: The temptation of Paul

1 week ago

Your top sales rep has an aggressive job offer from a competitor. Do you attempt to match it and keep him on board, or let him go? You’ll never forget … Read More

Tough Call: Broken down and wasting time

1 month ago

The owners at your yard are reluctant to repair and replace. Unlike many of your industry peers, you didn’t grow in the lumberyard, and initially had no interest in the … Read More

Tough Call: Between a rock and Hal Hardplace

3 months ago

A top customer consistently orders far too much product, then insists on full credit when returning the excess. What would you do? When your lumberyard first opened for business back … Read More

Tough Call: The Tough Case of Stonehead Homes

4 months ago

During the 30-plus years you’ve been operating an independent LBM business, you’ve seen a lot of changes, which has introduced a number of great opportunities and an equal number of … Read More

Tough Call: Bridging the Sales/Culture Gap

5 months ago

What to do when your relationship-based sales reps collide with price-only buyers? As the second-generation owner of a company with four full-service yards, most of your operation is running better … Read More

Tough Call: Thrown Under the Bus

5 months ago

A builder struggling to complete projects on time is blaming you and your team for the delays—though he knows it’s not true. What would you do? There’s a lot to … Read More

Tough Call: Gamblin Ramblers and You?

7 months ago

A builder-customer wants to partner with you on some luxury spec homes, sharing the risk and reward. What would you do? After holding your breath for the past decade, you … Read More

Tough Call: Decision Points

8 months ago

Your company’s future will be shaped by strategic decisions you make today. What should you do? Finally! It’s been a long slog since the Great Recession, but business in your … Read More

TOUGH CALL: Friendly Fire, Stealing Sales

9 months ago

TOUGH CALL Looking back on more than four decades in the LBM industry, you can’t help but smile when you think about how simple it all appeared at first. Today, … Read More

TOUGH CALL: The Installed Sales Disappointment

10 months ago

TOUGH CALL Your company has been serving its market for more than half a century. Though you’ve been around for less than half that time, the reason for your company’s … Read More