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April 2020

Selling Our Industry Russ Kathrein Leadership

Pigs get fed, hogs get slaughtered

If we are doing nothing extra for the customer, if we are providing no additional value to the transaction or relationship, and if we charge more because the customer is not paying attention, we may be acting like hogs.
John Wagner - working capital peg

Beware of financial engineering

For successful, growing companies, there is simply no need to allow an acquirer to pay you with your own money.
Jeff Wedge

Five Questions With: Jeff Wedge, Henry Company

As vice president of sales, residential and light commercial, for Henry Company, Jeff Wedge offers insight into what building industry professionals want from weatherization materials and how Henry helps builders and dealers find the solutions they need.
Rikka Brandon - assessment tools

Two interview tricks to help avoid hiring mistakes

Here are two pieces of advice to consider that can drastically improve your chances of making a great hire.
online retail e-commerce 101

A focus on e-commerce can strengthen your business during uncertain times

As lumberyards are adjusting to the impact of the COVID-19 pandemic, many are pivoting to online retail as a means of continuing to serve their local markets while practicing all of the safety guidelines established for essential service businesses.
rick davis consumer walk-in

Face the resistance

You don't have to “overcome objections.” This is the conclusion I reached many years ago in spite of the standard sales doctrine which insists it is a vital step in the sales process.
In depth decks

In Depth: Decks

While decks become more sophisticated, manufacturers seek ways to simplify.
Glenn Mathewson

Codes and customer trust

Knowing the code implications and installation details about the products you sell is a critical step to building trust with your customers. 
Railing in depth

In Depth: Deck railings & accessories

Railings and accessories provide distributors and contractors alike with profit-turning potential.

Product Picks: April 2020

Each month, hundreds of products hit the market. Here’s our pick of the ones to watch.

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