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July 2015

Salary vs commision August 2015 real issue real answers

REAL ISSUES. REAL ANSWERS: Salary Vs. Commission

Salary vs. Commission The Issue This month’s question was suggested by an Illinois dealer who wrote, “With the ongoing changes in business practices, an increase in...

NLBMDA: ‘WOTUS’ Rule = Bad News for Home Building

On May 27, the Environmental Protection Agency (EPA) and the Army Corps of Engineers (Army Corps) released the final version of a rule revising...
Arnold Lumber - Website Snapshot

DIGITAL CASE STUDIES: How to Use Your Website as an Effective Marketing Tool

Current Situation: Many lumberyard websites are static. They give basic information about hours, location, phone number and little else. Too often, lumberyard managers and marketers...

MARKET ANALYSIS: Outlook for Non-Residential Construction

FEA’s analysis reveals a few bright spots in this growing area.This month we wanted to bring you up to date on developments in the...

SELLING TO REMODELERS: Exploring Growth Opportunities Via One’s LBM Dealer

At Traver Construction, we have used the same LBM supplier for over 20 years. Our loyalty to Ivey Lumber in Dallas is due to...

BEHIND YOUR BACK: Go “Around the Horn” with Your Team

How this baseball basic (and ESPN show) can prepare sales reps for purchasing managers.Coaching a baseball team full of eight-year-olds, I’ve learned you can’t...

SELLING ENGINEERED LUMBER: Simple Strategies to Help Homes Withstand High Winds

We’re well into the 2015 tornado and hurricane season, and already parts of the country have seen the devastation that high winds can bring.For...

ASK THE EXPERT: July 2015

The High Cost of Employee Turnover “The cost of employee replacement can be staggering when you stop to put a pencil to it. Employee retention...

BOB HEIDENREICH: Selling The Complete Deck Project (Part 2 of 3)

Read: Selling the Complete Deck Project (part 1 of 3)Part 2 of 3: How to demonstrate deck installation. You can’t fully plan a completed...

BILL LEE: Is Poor Time Management Limiting Your Productivity?

How to double your sales via smarter time management. Forty-one% of the salespeople I interview tell me that TIME is the number one obstacle preventing...

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