Category : Tough Call

Tough Call: The ‘For Pros Only’ distraction

June 6, 2018

You’ve created a great event specifically for builders in your market, but a vendor wants a free ride. After spending 15 years working for an LBM dealer in your hometown, … Read More

Tough Call: Dealing with a micro non-manager

May 3, 2018

Claiming to be taking care of his clients, a salesperson is micromanaging his colleagues. What would you do? You’ll never forget your introduction to the lumber business. It was 1990, … Read More

Tough Call: Something’s gotta give

April 6, 2018

Your top rep is working far too much and is spread too thin, but his clients are threatening to leave if they’re assigned a different rep. What would you do? … Read More

Tough Call: The velocity of change

March 2, 2018

As a third-generation owner/CEO of a LBM business, you may not have been born with a silver spoon in your mouth, but you definitely have an opportunity to continue building … Read More

Tough Call: The high cost of special order mistakes

February 1, 2018

Like LBM dealers in most U.S. markets, your company is doing well. Sales are up, margins are stable, and your team is working at near capacity. At this point, it … Read More

Tough Call: How much is too much?

January 2, 2018

New owners want to cut your top rep’s pay, which would likely send her to the competition. Like many family-owned companies, XY Lumber recently reached a place where members of … Read More

Tough Call: The temptation of Paul

November 14, 2017

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

October 10, 2017

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

August 31, 2017

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

August 3, 2017

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