Category : Tough Call

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

Tough Call: Bridging the Sales/Culture Gap

July 10, 2017

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

June 14, 2017

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