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Sales & Margins

Are your salespeople prepared for war?

U.S. Army recruits are required to attend Boot Camp before they are allowed on the battlefield. Fighting for your life, defending your homeland and...

Inventory shrinkage is like having a hole in your pocket

 The rule of thumb that I use for the amount of annual inventory attrition a business can live with is 1/2 of 1% of sales....

Two key factors that affect your gross margin

I believe it is the job of a building supply business’ sales team to sell the operational capacity of the company they represent. When...
Bill Lee

Celebrate “Breakeven Day”

For a moment, think about the benefits of knowing how much sales volume at what level of gross margin your business needs to breakeven...

Getting more mileage from company services

In seminar programs I present I am almost always asked questions about service. From the feedback I receive, it seems virtually every company in...

When hiring, experience can be overrated

The highest odds of hiring a highly productive salesperson is to hire a person with the raw talent to do the job, someone who...

Service: To market it, it’s best to measure it

I have never met a salesperson who didn’t claim that his company had terrific service. And by the same token I have never met...

Beware of copouts that stifle profits

Avoid denial. Managers who expect to grow and prosper must look at their businesses as objectively as would an outside analyst, so beware of...

Five steps to managing material returns

Many building supply businesses I visit have a sacred burial ground someplace on the yard or in a warehouse resulting in tens of thousands...

Where does the buck stop in your organization?

Although he did not coin the statement, President Harry S. Truman from the state of Missouri is given credit for popularizing the phrase “The...

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