-
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.
-
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.
-
Consultant George Spilka advises that companies looking to sell in the next ten years should take advantage of current market stability
-
The hurdles facing the pro channels are well documented. While prices have driven many contractors to the big box stores, many have remained loyal. Pro dealers would be wise to follow some of the practices of the airline industry as a way to get back many former customers.
-
John McManus, a fellow editor at Hanley Wood, says the question of whether the rental market is going to grow depends on whether you think the current economic downturn is cyclical or secular.
-
As I mentioned in my previous post, theft from break-ins and shoplifting is generally a fraction of the losses business owners incur compared to employee theft and collusion with dishonest customers.
-
"One of the things that has disappointed me the most over the years is the amount of theft that you need to deal with as a business owner," writes Jim Sobeck in his column. He shares his advice on how to prevent break-ins and thefts at your business. With a few simple, additions your place of...
-
"All customers deserve to be treated fairly and ethically, but all customers don't merit the same amount of your time" writes Bill Lee. He suggests breaking down customers into groups, so you know who to focus on and what kind of attention to give them.
-
"Once you have closed on the acquisition there are several steps you need to take to ensure success," writes Jim Sobeck, owner of New South Construction Supply in West Columbia, S.C. "Most of these steps need to be done quickly after closing to increase your chances of a successful acquisition."
-
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...
-
There are a number of ways to go about financing a deal once terms and prices have been negotiated, said Jim Sobeck. From equity to seller financing, you need to pick the way to finance that best suits your resources, as well as your wants and desires. How would you finance a merger and acquisition?
-
LBM Consultant Scott Ericson shares tips on how to make your sales force as competitive and strong as possible so that your competition doesn't even consider trying to steal an account from you.
-
Don't fall into the trap of thinking that marketing and sales are the same thing, Jim Sobeck warns. This veteran LBM exec subscribes to the notion that marketing is everything you do before and after the sale. What should that include? Sobeck lists 17 common marketing mistakes that dealers make.
-
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...
-
"Spurtability" was first used by NBA and NFL draftniks in describing a player's ability to quickly accelerate to a new speed on the fly. Tough to quantitatively measure, but easy to recognize; the same "spurtability" is easy to recognize at the most successful lumber yards around the country.
-
A former executive at a national supply company was sent packing for "telling it like it is" at a company board meeting. It seems the new company president didn't appreciate the honest, frank assessment this veteran manager gave during the meeting because it didn't fit his narrative and message he...
-
Veteran LBM exec Don Magruder sees many foreclosed and abandoned properties in the Florida markets where he operates. While he found the properties to be poor physical shape, the paperwork and details regarding the foreclosures were even worse--from missing paperwork to unresponsive bankers.
-
Family businesses many times include not just family members, but the spouses of family members, as well. And should any of the family members who are stockholders pass away or should their marriages fail, the old cliché, "All is fair in love and war" can sometimes hit too close to home for...
-
Quoting projects are similar to unwritten Cajun recipes in that the ingredients change over time. As you find something that tastes good, you tweak it. These recipes differ greatly, just as dealers quote projects differently. Here are some ideas that you should consider when quoting jobs and taking...
-
In today's media landscape it is increasingly difficult to reach target audiences with a captivating and memorable message. As more people turn to new media outlets in addition to traditional ones, getting your advertising in front of qualified prospects requires an integrated approach.