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Real Issues Real Answers Archives - Page 5 of 6 - LBM Journal

Real Issues Real Answers

REAL ISSUES. REAL ANSWERS: The Installed Sales Challenge

There’s no question that margins for LBM dealers are under pressure. With intense price competition for products—in local markets as well as online —...

REAL ISSUES. REAL ANSWERS: The Future of The Independent Dealer

In 1990, popular wisdom held that independent LBM dealers couldn’t possibly survive the onslaught of big box competitors. A quarter century later, some of...

REAL ISSUES. REAL ANSWERS: Credit and Collections

Making the sale is great. Receiving payment is even better. Considering that 97% of full line LBM dealers offer credit to their pro customers,...
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...

REAL ISSUES. REAL ANSWERS: Managing Growth

As the worst housing downturn in history fades to black, many LBM dealers who have gotten extremely skilled at running bare-bones operations are facing...
Real Issues. Real Answers. SocialMedia - May 2015

REAL ISSUES. REAL ANSWERS: Social Media

Now that most LBM distribution companies have embraced the necessity of having a website…social media represents the next digital debate. Once a company decides...

REAL ISSUES. REAL ANSWERS: Firing Customers

When do you know that it is time, and how do you handle ‘firing’ a customer?They go by many names (Customer from Hell, Harley...

REAL ISSUES. REAL ANSWERS: ‘Cherry Pickers’ and Detailed Price Quotes

The challenge of whether or not to provide detailed price quotes, complete with individual product quantities and prices, is a sticky one indeed. On...

REAL ISSUES. REAL ANSWERS: Margins VS. Market Share

The ideal situation is to do both — gain market share while building margins—but that can be easier said than done.While the rebound in...

REAL ISSUES. REAL ANSWERS: Planning Your Company’s Future

Hundreds of readers weigh in on this discussion of company transitions and succession plans.BY: RICK SCHUMACHERConsidering how few companies survive the transition from generation...

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