The shortest path to higher profits
The day will eventually come in almost every business owner’s lifetime when it’s time to sell.
Higher earnings begin with keeping score
Business is booming in just about every segment of the market. It is increasingly difficult to find great people, and when you do find them, owners and managers frequently resort to a higher earnings package to attract them.
Five principles to achieving optimal management productivity
There are five principles I believe a salesperson should follow in order to be the most productive he or she can be.
Everything is negotiable
Our company had recently developed the first building supply industry-specific point of sale computer system. That's when I learned that everything is negotiable.
If your business fails, what will be the likely reason?
Based on my experience, when a business fails, the reason can almost always be traced to lackluster earnings or too many lackluster personnel on...
A different way to increase productivity
Never before have business people wasted more time than they do today. And all that wasted productivity will continue next week, next month and...
How much personal value-add can you deliver?
There are two separate and distinct types of value-adds that customers and prospects consider when deciding where to buy: the first is the one...
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...