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February 2019

“Pricing in” a recession

As we head into the thick of 2019, you can read predictions from economists all day long about what the future holds. One will...

12 key credit application clauses

Most suppliers require their customers to sign credit applications at the beginning of the sales relationship. However, since suppliers rarely need to enforce the...

Hire slowly, fire quickly

One of the hardest tasks we face as leaders is building our team. Most often, we inherit a team, rather than build from scratch....

How to build a talent funnel

We talk a lot in this column about hiring—where to place your ad, how to write it, etc. But what if you could actually...

Timing and distributor relationships matter when selecting new products

I mentioned in last month's column that I’m skipping this year’s local home and garden winter shows. I have a number of reasons for doing so,...

NLBMDA releases 2019 National Policy Agenda

NLBMDA has released its National Policy Agenda for 2019 as Capitol Hill returns to a divided government. Democrats now have the majority in the...

Real Issues. Real Answers. Hire or hold off?

While business remains rock-solid in most markets, economists remind us that a slowdown is inevitable. It’s impossible to know when that’s going to happen,...

Exclusive: Sales Compensation + Benefits Study 2019

Readers who LBM Journal's Sales Compensation + Benefits survey received a complete copy of the results of this study, with analysis from The Farnsworth...

Product Picks: February 2019

Each month, hundreds of products hit the market. Here's our pick of the ones to watch. Glenview Doors arched entries Arched entries are new to Glenview...

How to properly onboard a new customer

There is an old saying that, “you only get a last chance to make a first impression.” Truer words were never spoken when it...

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