Coming up with a successful marketing program is a challenge. Figuring out if it works is an even greater one. More
Upselling is an art and to Waltham, Mass.-based Harvey Building Products, it's something that takes time and practice. Here's how they help their contractor and dealer customers sell and in turn drive their own sales. More
Dealer executives often regard the companies they buy and sales reps they poach as opportunities to expand territories and grow market share. But they appear to think less about how those newcomers could poison what the acquirers already have by introducing bad, or at least contrary, ways of doing things. More
Lots of LBM showrooms are like a Norman Rockwell illustration: pretty to look at... More
Just because your company name is on a building in a community doesn't mean you... More
During his years leading operations at Florida's Dunn Lumber, Gary Farber learned his company couldn't move from good to great until it changed its culture. Here's what he did. More
In part 2 of his three-part series, Gary Farber describes how he helped Dunn Lumber improve its operations, but then concluded it wouldn't reach the next level until it changed its corporate culture. More
What often separates the good from the great lumberyards? Much of the time, Gary Farber argues, it's the culture. In this three-part series, the former Dunn Lumber exec explains why culture matters and how to build it at your yard. More
Sheldon Kahan describes his showroom in Greenwich, Conn., as a labor of love. Nearly three years in the making, it's easy to see why, particularly when Kahan gives you a guided tour filled with the zest and passion of a man who is behind what's arguably a piece of art unto itself. More
