Home September 2015

September 2015

NLBMDA: Congress Back Again Looking to Extend Expired Tax Incentives

Last December, Congress approved, and President Obama signed, an extension of over 50 tax incentives that expired at the end of 2013. Although the...

DIGITAL CASE STUDIES: Increase Engagement On Your Company’s Facebook Page

Current Situation: It’s no secret that the LBM industry has been slow to adapt to social media. Let’s face it: Most LBM dealers feel like...

SHOWROOM STRATEGIES: Minot Lumber & Hardware

Insights from LBM dealers who’ve grown their sales with a showroom refresh. The employee-owned Minot Lumber and Hardware is located in Minot, North Dakota. The...

SELLING TO REMODELERS: 5 Ways to Earn Loyalty From a Remodeling Contractor

I’m sure you’ve heard the saying that “loyalty is not a given, it has to be earned.” I agree wholeheartedly with this. As an...

SELLING ENGINEERED LUMBER: Demonstration Home Showcases Dealer Role in Efficient Framing

During the last week of July, Illinois builder Beechen & Dill opened one of its under-construction homes to fellow Chicago-area architects, builders, and code...

ASK THE EXPERT: September 2015

Changing Pay Plans “I have a sales staff who average just over 21 years of experience each. For the past decade, they’ve been paid salary...

BEHIND YOUR BACK: Reality TV: The Single Fastest Way to Improve Sales Rep Performance

Years ago a military training study was conducted. It involved hand grenades. The goal was to evaluate the effectiveness of training under different conditions.The...

Mergers & Acquisitions: The Usual Suspects

Part 1: The strategic, financial, and “hybrid” buyer. When you decide to sell your business to an outside entity, there are typically three types of...

BOB HEIDENREICH: Understanding Building Codes Pays Off

If you want to grow your sales while ensuring that customers leave your store with everything they need to build a safe deck, understanding...

BILL LEE: Gross Margin: Who Is Accountable?

I read recently that the ability to lose weight is rooted in two key factors: achieving a balance between the number of calories consumed...

What's New