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September 2019

Rikka Brandon - assessment tools

How to use data to set goals for sales reps

How do you determine those goals? How much should your sales reps be accomplishing in terms of leads, project quotes, and other indicators? The good news is that both the building products industry and your team members already generate data points that you can use to answer these questions.
Heidenreich - credit card disputes

How manufacturers and dealers can partner in online retail

I think our industry is missing out on an opportunity for manufacturers in online retail, with product pickup at independent lumberyards.
John Maiuri

Five Questions With: John Maiuri, ECi Software Solutions

As president of the LBM & Hardlines Group at ECi Software Solutions, John Maiuri is responsible for the vision, guidance and strategic growth of his team within the Building and Construction Division.
Selling Our Industry Russ Kathrein Leadership

The dumbest person in the room

Our society encourages people to become leaders. It glamorizes how cool it is to be the person in charge, implying that with that responsibility one will instinctively know what needs to be done.
Bill Lee sales & operations - boss

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.
Boise Cascade - Engineered Wood Products

In Depth: Engineered wood products

Demand decreases as construction slows, but engineered wood products look to increase market share.
rick davis consumer walk-in

Planning beats talent

The problem for LBM dealers is the false expectation that you can “hire” sales. The best way to build sales is through planning.
Western Building Center

Western Building Center moves industry forward

In an area like Montana, where Western Building Center serves an expansive market with a sparse population, Ty Shanks took it upon himself to help solve his area’s labor crisis.
enforcing a handshake

Tough Call: Enforcing a handshake agreement

After years of an exclusive with a product line you helped build on a handshake agreement, the vendor is now selling it to your biggest competitor. What would you do?

Product Picks: September 2019

Each month, hundreds of products hit the market. Here's our pick of the ones to watch.

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