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There are infinite ways to gain new business. We took two new paths last year at Gordon Lumber–one analytical, one human–and as a result pushed our sales up 21%. Here's how we did it, starting with the analytical approach.
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There's no such thing as a free lunch, even if you're the one serving it up. High fuel prices make the adage particularly apt for dealers who could use to lose free delivery charges. LBM exec. Don Magruder advises on the costs of staying with the status quo.
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It's easy for salespeople to become discouraged in a stinking housing market that drags on and on, but this is the time of year when whatever positive is going to happen finally begins to happen. It's the time of year to "set the hook" and begin to reap the benefits of all of the work you have done...
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It might seem counterintuitive, but the best way to avoid sales crises and frenzied selling tomorrow is to do more prospecting today.
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You can't succeed without a top-quality sales staff, Jim Sobeck argues. Here are his tips on how to find stars.
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Many of the stories in April's ProSales echo a similar theme: To succeed, you need to get close to your customers.
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Get maximum benefit from your first meeting with a prospective client by asking lots of questions and listening intently.
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Before you go out seeking cash, survey the capital landscape, Matt Ogden says.
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Lives are not at stake in the housing market's crash but livelihoods are, consultant Ruth Kellick-Grubbs says. Her recommendations: Prepare for the worst, tighten operations now, work fast, get creative and think big.
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Here's a key concept that could make the difference as you struggle to survive now, grow later.
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FBMA chairman George Fishtorn II shares some suggestions and advice on how to create the best opportunities to land the big sales. His tips include getting the customer in a relaxed setting, talking about things other than work, and keeping positive at all times.
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You shouldn't be surprised when the LBM operation where you work suddenly closes, veteran lumberyard manager Don Magruder says. Here are 10 warning signs that should tip you off before you show up one morning and find the front doors padlocked.
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Anytime you gather a group of managers together, the conversation usually evolves to bad hiring decisions everyone has made at some point in their career. You know, the employees who later turned out to be drug addicts, thieves, liars, cheats, and traitors. However, I think a new discussion needs...
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Like many Americans, columnist Don Magruder worries about this nation's dependence on imported products from China. Unlike many Americans, he and his lumberyard are doing something about it by creating a Buy American campaign.
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It's June and your hopes of a homebuilding revival are wilting.
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There are better ways to use e-mail to make sales.
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In his "Rader's Edge" column, Chris Rader reflects on the ways LBM dealers can break out of stagnation and become crisper in their marketing, pricing, and delivery of products to customers. Where and how did he do this? At the local mall, creating a pink stuffed unicorn with his youngest daughter.
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If you have ever failed to achieve a New Year's resolution, it's probably because you didn't come up with a process to achieve your goal and measure your progress. Suppose you wanted to lose weight. A trimmer waistline is the goal. The effort it takes to get there–in this case, an exercise regimen...
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During home building's go-go years, banks loved us. We had cash flow (profits and liquidity) and we had collateral (assets
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Consultant George Spilka advises that companies looking to sell in the next ten years should take advantage of current market stability