July 2020

The pandemic has thrown a wrench into the LBM distribution channel. Instead of relying on projected business and forecasts, dealers and distributors are unsure which products and materials to purchase and in what quantities, and how to strategically manage inventory levels.

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

How often do we look at our business from the data that we know and make a judgment, when it is the data that we don’t know that may change our minds?

Losing a stellar team member, regardless of the circumstances, can leave you with a range of emotions and a lot of questions. Here are a few strategies for how to handle the situation—and how to learn for future recruiting and hiring success.

James W. Rane is chairman, president, and CEO of Great Southern Wood Holdings, Inc., which includes Great Southern Wood Preserving, producers of YellaWood brand pressure treated pine products.

At this particular time in the life of an LBM business, owners, managers, salespeople, etc., cannot predict what they are going to be asked to deal with next.

Great sales leaders treat credit as an integral part of the sales process rather than an obstacle to success.

One of your biggest builder customers is bypassing your salesperson and going straight to the vendor rep. What would you do?

It started, like so many great things do, with a simple suggestion.