Tough Call: The wooden ceiling
A longtime builder customer switched suppliers when the daughter took over the family lumberyard.Speaking from experience, you know that there are worse things than...
Tough Call: The hassle of the haggle
Back when you launched your lumberyard in the early 1990s, you figured the path to success was to make your company an invaluable resource....
Tough Call: The payroll secret is out
After rewarding a top employee with a healthy pay raise, they shared the news and now you are faced with disgruntled employees who want...
Tough Call: The ‘For Pros Only’ distraction
You've created a great event specifically for builders in your market, but a vendor wants a free ride.After spending 15 years working for an...
Tough Call: Dealing with a micro non-manager
Claiming to be taking care of his clients, a salesperson is micromanaging his colleagues. What would you do?
You’ll never forget your introduction to the...
Tough Call: Something’s gotta give
Your top rep is working far too much and is spread too thin, but his clients are threatening to leave if they’re assigned a...
Tough Call: The velocity of change
As a third-generation owner/CEO of a LBM business, you may not have been born with a silver spoon in your mouth, but you definitely...
Tough Call: The high cost of special order mistakes
Like LBM dealers in most U.S. markets, your company is doing well. Sales are up, margins are stable, and your team is working at...
Tough Call: How much is too much?
New owners want to cut your top rep’s pay, which would likely send her to the competition.
Like many family-owned companies, XY Lumber recently reached...
Tough Call: The temptation of Paul
Your top sales rep has an aggressive job offer from a competitor. Do you attempt to match it and keep him on board, or...