Real Issues. Real Answers. Batting a big competitor
Competition is nothing new. But in today’s environment with widespread consolidation, competitors are often much bigger, better funded, and more sophisticated than ever before.
Real Issues. Real Answers. Non-negotiable pricing
This month’s Real Issue. Real Answer. is inspired by a reader whose company is thinking of making its pricing non-negotiable.
Real Issues. Real Answers. The boomer brain drain
It’s a fact that our industry has an aging workforce, and as our most senior team members retire, their experience and institutional knowledge retires...
Real Issues. Real Answers. Vendor reps on the route…again
This month's Real Issues survey question was suggested by a reader who is frustrated with purposeless visits by vendor reps.
Real Issues. Real Answers. Restocking fees
For years, many LBM companies charged restocking fees on returned material. Why not? It takes time to return products to inventory, and time is money.
Real Issues. Real Answers. Firing customers
Turning away business is a big step. But sometimes, customers create situations where it makes the most sense for your company to refuse to sell to them.
Real Issues. Real Answers. Expand or not?
In business, every time we make a decision, we take a risk. One of the biggest decisions a business owner can make is whether or not to add locations.
Real Issues. Real Answers. The installed sales option
Selling products is one thing. Selling them and installing them is another thing altogether. Whether you’re installing for homeowners, or providing installation services for...
Real Issues. Real Answers. Price perception vs. reality
Price may not be the biggest factor in a building products sale, but it is always a factor. The challenge in our business is...
Real Issues. Real Answers. Aging out
What’s a dealer to do when several key, long-term associates are nearing retirement, and young pros aren’t exactly lined up to take their place?...