Todd Drummond

Banner Sales Year Should Help the CM Division Make Mid-Teens or More for EBITDA

Todd Drummond

New building sales across the US are way up, which shows in the long lead times of the wood truss and wall panel manufacturing companies for new orders. However, too many of these manufacturers are not showing healthy profits despite the long lead times. Lead times greater than four weeks are a...

#10230 Cover image
September 2018
Issue #10230
Page 23
Mike Momb

Increase Your Post Frame Sales

Mike Momb

Nearly every U.S. and Canadian metal plate connected wood truss manufacturer has one or more clients who either construct pole barns or sell kit packages. Not much excitement though in dealing with typical orders of usually anywhere from 4 to 10 trusses per building. Money can certainly be...

#10230 Cover image
September 2018
Issue #10230
Page 56
Todd Drummond

Estimating Truss Labor Using Board Footage Versus Proper Man-Minute Time Standards

Todd Drummond

For many years, I have been beating the drum that board footage (BF) is an imperfect unit measurement that our industry should abandon. The better alternative is the proven method of time estimations which uses man-minutes (MM). Man-minutes are derived from time-in-motion practices that have...

#10228 Cover image
July 2018
Issue #10228
Page 22
Todd Drummond

Are Your Salespeople Selling Your Company into Eventual Bankruptcy?

Todd Drummond

Most people have a mistaken belief that my services are all about making component manufacturing more efficient. Actually, more than half my time during a consultation is taken up reviewing things like management practices and the sales process. Fact is, sales—correction, healthy...

#10227 Cover image
June 2018
Issue #10227
Page 30
Todd Drummond

A Tale of Two Dealers, and Why One Far Surpasses the Other

Todd Drummond

Most think lack of time is their biggest barrier to achieving their goals, but they are mistaken. “Culture eats strategy for breakfast.” This quote by Peter Drucker is one of my favorites. While providing consulting services for over one hundred companies, I have witnessed and...

#10226 Cover image
May 2018
Issue #10226
Page 30
Todd Drummond

Why It’s Time to Add Component Manufacturing to Your Lumber Business

Todd Drummond

We’ve all seen the predictions: Component manufacturing is going to grow ever bigger as labor remains tight and big builders get more efficient. And with component manufacturing gross margins being higher than what you get for selling commodities, it’s a good time to ask:...

#10225 Cover image
April 2018
Issue #10225
Page 18
Keith Parker

How the DMAIC Lean Method Can Be Applied to the Sales Process

Keith Parker

Last month’s article, Using the DMAIC Lean Method to Accomplish Improvement and Take the First Steps to New Goals, used a case study to explore the DMAIC Lean method. This month another case study will be used to  demonstrate how this process can be implemented in your...

#10225 Cover image
April 2018
Issue #10225
Page 66
Todd Drummond

Three Key Obstacles to Overcome to Improve Your Operations

Todd Drummond

Every consultation is different, yet some things remain the same. People are creatures of habit, and some of the issues that are dealt with during the consultations are very similar. Three key obstacles or areas are so common that I have yet to find a company not struggling with each of...

#10223 Cover image
February 2018
Issue #10223
Page 30
Todd Drummond

Change Your Pricing Formula for 2018 and Make More Net Profit

Todd Drummond

Let us assume that you are having problems with a truck’s transmission and it must be repaired or replaced. The local mechanic explains the hourly rate for service and that the cost of any parts needed to fix the transmission is extra. The hourly charge he is billing is to cover his...

#10222 Cover image
January 2018
Issue #10222
Page 30
Ben Hershey

Skills Play a Vital Role in Lean Management

Ben Hershey

Part 8 in our TIMWOODS Series Our journey through the various waste topics in Lean brings us to the final letter in our series on TIMWOODS: Skills. Many companies, managers, and supervisors forget when improving their operations to look at their team and review how their skills are being...

#10220 Cover image
November 2017
Issue #10220
Page 44

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