Tough Call: ‘Hey, I’m the customer’
Vendor consolidation has taken you from valued client to just another number. What would you do?
Tough Call: The copyright conundrum
A photo that inadvertently made it onto your website has turned into a choice between a $3,000 payoff or a copyright lawsuit. What would you do?
Tough Call: The poaching problem
A big builder customer has poached two of your top people to work for him. What would you do?
Tough Call: Politics in the workplace
Your two top salespeople are passionate and vocal about their political beliefs, which is costing you customers. What would you do?
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?
Tough Call: The developer and the red flag
A developer who's proving to be less-than-honest is offering the potential for a lot of material sales. What would you do?
Tough Call: Something’s gotta give
You suspect that a couple of your top people are starting to burn out, but they disagree and keep asking for more work. What...
Tough call: The case of the complacent salespeople
As a group, your salespeople have stopped pursuing new business, because the company is already doing well. You need to shake things up. But...
Tough Call: The challenge of moving forward
As a young, motivated college grad, you're frustrated that the LBM dealer you went to work for has no interest in change. What would...
Tough Call: The unwelcome price setter
A key vendor is marketing product—and prices—directly to a big builder customer, taking pricing control away from you and killing your margins. What would...