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Inside and outside sales reps may require different skill sets, but both need lots of initial training to reach their potential.
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A few years ago, Deb Kearse became interested in new ways to add insulation to homes. Kearse is vice president of sales for Kohl Building Products, based in Reading, Pa. As oil prices spiked and green building ideas spread, she embraced the idea of adding insulation outside of the wall...
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This whitepaper, commissioned by Ainsworth, explores a number of sales strategies that are geared toward today's challenging LBM sales environment.
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Veteran LBM exec Don Magruder tells about a recent experience involving improperly installed PVC trim boards and how it took a team--the manufacturer, wholsesaler, and dealer--to convince the installer he was wrong and the product wasn't defective.
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Now is the time to revive your management training and mentoring programs.
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Former Parr Lumber executive Scott Ericson shares insights into how to keep your salespeople competitive by focusing on accountability, visibility, training, and motivation.
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There's no consistency in the LBM industry regarding what inside reps do and what their potential is.
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Builder, inspector and certifier Todd Russell questions whether trade groups' fight against the EPA's lead rule might be hurting contractors.
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Contractors must follow today the Environmental Protection Agency's new work standards and recordkeeping requirements designed to protect consumers against lead poisoning even as those contractors get extra time to be certified in lead-safe practices, the EPA is stressing in a newly issued...
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Building materials supplier TW Perry knows it made the right improvements to the dealer's website, www.twperry.com.
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How much do you emphasize training? In January, I promoted continuing education for your employees, but don't throw your time and money behind just any training method. Think about your goal, then invest in the best way to get there. I strongly believe that face-to-face, classroom-style training...
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This month's column is a bit of a departure for me, something different than installed sales. I want to focus on employee development, specifically on continued development through education and training programs.
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If you're an established LBM dipping your toe into installed sales, it's typical to use subcontractors before investing in full-time employees as you build your business. Since subcontractors usually are self-employed, dealers aren't directly responsible for investing in their training, but that...
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Brian King divides LBM executives into two camps: those who buy software to improve their operations, and those who don't. He's an avid member of the first group.
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Last month, I discussed two of my client's efforts to stay afloat during these trying times. This month, I outline some strategies that may help those of you facing the same challenges. Don't look for any Earth-shattering news here, though, this is just business 101. But sometimes we have to get...
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As the concept of cross-selling has become the mantra for LBM dealers, so too has the promotional tagline, the "one-stop shop." Such an astounding number of LBM dealers tout themselves this way that it's easy to wonder if the phrase has any brand equity at this point.
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Many managers feel they should be able to rely on the skills of their salespeople and devote little time to coaching in the field. But whether you are a full-time sales manager or a branch manager saddled with sales leadership responsibility, you must find time to get to the field with your...
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I recently did a sales meeting for a new client that frustrated me on several levels. I was encouraged by their decision to move forward and the latitude I got to design the program. But I was perplexed by some of the responses and attitudes I encountered during the training.
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Quality control consistently ranks in the top three factors that determine the success–and profitability–of a dealer's installed sales program. Achieving top-notch quality takes investment, time, and skilled installers working according to disciplined processes. Beyond that, there are various ways...
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In 2002, the Hayward Building Systems roof and floor truss facility in Santa Maria, Calif.–the year-old, 50,000-square-foot, solar-powered jewel of Hayward Lumber–reported 28 work-related safety incidents in a 12-month period. The next year, the number shot up to 35 cases. "It was out of control,"...