Tough Call
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Tough Call
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
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
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
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...
Tough Call
Tough Call: The case of the poor project manager
A large, high-margin customer expects you to come to the rescue with immediate deliveries because of his poor planning. What would you do?
Like LBM...
Tough Call
Tough Call: Attack of the low-cost competitor
A supplier from another market has moved into your territory and is using low pricing to capture business from your long-time customers. What would...
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Tough Call
Tough Call: When different isn’t better
The new manager's new ways are creating conflict and hurting your store's performance. What would you do?
As the owner of a four-location LBM dealer,...
Tough Call
Tough Call: The case of the non-effective employee
A long-time employee's performance declines as the years go on. What would you do?
When you took over as general manager of your company three...
Industry News
Tough Call: Fighting over clients
As your company adds outside salespeople, there’s more conflict over customers. What would you do?
As you’ve learned from running an independent building material company,...
Industry News
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...
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