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August 2018

Skills gap highlights the need for workforce development

For the first time since the federal government began tracking the data in 2000, in March and April 2018, the number of job openings...
revenue

That’s not a downward trend! Let’s normalize revenues

One of the worst red flags for an acquirer is when they see your revenues drop in the year you sell your company compared...

You have to fail in order to succeed

When I was 24, I came back from working in corporate America and, with my brother, took over my father’s lumber company while it...
company training

How to tell if your new building products sales rep will succeed or fail

Every sales manager dreams of the pull-and-plug hire. You know, the one in which you pluck a top building products sales rep from your...

Independent lumber dealers need loyalty from distributors

The most common question distributor reps ask is how they can help me sell more of the products they carry. Here’s the deal: There...

When hiring, experience can be overrated

The highest odds of hiring a highly productive salesperson is to hire a person with the raw talent to do the job, someone who...

From product peddler to sales concierge, Part III

Part 3• Introduction to sales concierge in Part I• From product peddler to sales concierge, Part IIBe a business development consultant to develop sales. If...
Gus Stallings

Five Questions With: Gus Stallings, Boise Cascade

1 Q: New construction and remodeling continue to be red-hot in most markets. What do you see as the biggest challenge facing LBM dealers? A: The...
Sherwin Williams Extreme Block

Product Picks: August 2018

Each month, hundreds of products hit the market. Here's our pick of the ones to watch.Sherwin-Williams Extreme Block Sherwin-Williams introduces Extreme Block Primer/Sealer, a versatile...

Fresh perspectives and hat tricks

A few weeks ago, my son’s first season of traveling soccer was nearing its end, and he had yet to score a goal. That’s...

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