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...
Tough Call: Broken down and wasting time
The owners at your yard are reluctant to repair and replace.
Unlike many of your industry peers, you didn’t grow in the lumberyard, and initially...
Tough Call: Between a rock and Hal Hardplace
A top customer consistently orders far too much product, then insists on full credit when returning the excess. What would you do?
When your lumberyard...
Tough Call: The Tough Case of Stonehead Homes
During the 30-plus years you’ve been operating an independent LBM business, you’ve seen a lot of changes, which has introduced a number of great...
Tough Call: Bridging the Sales/Culture Gap
What to do when your relationship-based sales reps collide with price-only buyers?
As the second-generation owner of a company with four full-service yards, most of...