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Tough Call

Tough Call: The case of the unprofitable large customer

Your rep (#1 in sales volume) is threatening to leave and take your biggest customer (#1 in sales volume) to the competition if you insist on profitability. What would you do?
tough call job planning

Tough Call: Job planning 101

Some of your less-than-organized builder customers are frustrated that they can't get the materials they want when they want them. How do you get them to start planning?
Tough Call - The Delivery Dilemma

Tough Call: The delivery dilemma

Your top salesperson persists in making delivery promises that your operations and delivery team can't possibly meet. What would you do?

TOUGH CALL: The Case of the Cynical Associate (aka Phil)

Online Poll - Read the scenario below then place your vote at the bottom of the page. As the third generation owner of a family-owned...

TOUGH CALL: Frozen in Time

Online Poll - Read the scenario below then place your vote at the bottom of the page. As the general manager of one of the...

TOUGH CALL: Apples and Oranges

A low-price competitor is promising to beat your prices by 10%, which is tough for your customers to refuse. What would you do? Online Poll...

TOUGH CALL: An Expensive Congratulations

Online Poll - Read the scenario below then place your vote at the bottom of the page. As a true “PRO” LBM dealer, you owe...

TOUGH CALL: Conflicting Stories

Online Poll - Read the scenario below then place your vote at the bottom of the page. As a second-generation owner of your family’s lumberyard,...

MISSION IMPOSSIBLE: The Tough Customer

Online Poll - Read the scenario below then place your vote at the bottom of the page. As the sales manager of IMF Lumber, an...

TOUGH CALL: The Importance of Being Earnestly Social

Online Poll - Read the scenario below then place your vote at the bottom of the page. Having grown up in the lumber business, you...

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