Don’t discount (too much) at the top
In a past column, we covered customer concentration, and we pointed out how crucial it is that you inform potential acquirers what percentage of...
You can’t judge what you don’t measure
My wife thought I was crazy when I told her the reason that I majored in finance in college was because it was the...
Hate networking events? Here’s how to make small talk work for you
Few employers enjoy networking. You might envision business card pushers or folks who won’t take no for an answer. But if you’re looking to...
Product Picks: April 2019
Each month, hundreds of products hit the market. Here’s our pick of the ones to watch.
Department of Labor revisits overtime eligibility
The Department of Labor (DOL) released a proposed update to overtime eligibility. As proposed, the salary level under which full-time salaried “white collar” employees...
Make sure your deck components and accessories are quality-compatible
In the previous months' columns, we’ve talked about getting all of our inventory organized, and the planning of the new decking season that most...
A salute to the uppercase Order Taker
Don't underestimate the order taker. It took me a while to accept this valuable idea because, early in my career, I kept feeling guilty after...
How much personal value-add can you deliver?
There are two separate and distinct types of value-adds that customers and prospects consider when deciding where to buy: the first is the one...
Real Issues. Real Answers. Aging out
What’s a dealer to do when several key, long-term associates are nearing retirement, and young pros aren’t exactly lined up to take their place?...
Five Questions With: Jason Blair, True Value
1 Q: There’s no shortage of challenges facing lumber/ building material dealers. In your view, what do you see as their single biggest challenge? A: Labor,...