Landon Boucher

Is The Customer Always Right?

Landon Boucher

I was taught early on in my career something referred to as the “Four Nevers of Customer Service”: Never Argue with The Customer. Never Make a Big Deal Out of a Complaint. Never Put The Customer on the Defense. Never Make Excuses. I was also taught something called...

#15293 Cover image
December 2023
Issue #15293
Page 62
Simpson Strong-Tie Staff

The Exciting World of Building Technology: The View from a Simpson Strong-Tie Sales Representative

Simpson Strong-Tie Staff

A Territory Sales Representative for Simpson Strong-Tie, John Kemper shares his perspective on the thrilling opportunities and challenges presented by working in Building Technology. He highlights the significance of ongoing learning, setting goals, and having mentors in achieving professional...

#15292 Cover image
November 2023
Issue #15292
Page 104
Landon Boucher

What Makes a Good Salesperson?

Landon Boucher

Some might say what makes a good salesperson is the results they deliver. In fact, I imagine this may be the most common response. I suppose I would have to agree, but I do think it matters greatly what results we are measuring. Are we merely considering revenue generated that can be directly...

#15291 Cover image
October 2023
Issue #15291
Page 84
Joe Kannapell

The Last Word: LBMs and the Component Business

Joe Kannapell

The contemporary consolidations within the Lumber and Building Materials (LBM) business were prompted by consolidations within the home improvement retail industry. Home Depot started the movement in 1979, and its dramatic growth forced Lowes to follow it, converting its stores into mostly...

#15285 Cover image
April 2023
Issue #15285
Page 136
Craig Webb

A Closer Look at Webb Analytics’ 2022 Construction Supply 150: Lumberyards, Dealers, and Component Manufacturing

Craig Webb

When the 52-page Webb Analytics’ 2022 Construction Supply 150 Report was released on May 3, the top headline was: Report Shows Lumberyards’ Revenues Soared Far Above Gains for Specialty Dealers, Big-Box Stores. Indeed, high-flying lumber prices helped drive a 19.2% revenue increase...

#14275 Cover image
June 2022
Issue #14275
Page 92
Todd Drummond

Hazards with Some Advisements for New Investments

Todd Drummond

When looking for new opportunities for improvements in your operation, it is quite natural to ask for advisement from outside your company to give you a better perspective. Who you should trust to help you take your company to higher performance is not as clear cut as it may appear. Costly...

#13258 Cover image
January 2021
Issue #13258
Page 45
Gary Fleisher

Have You Become “Marketing” Poverty Stricken?

Gary Fleisher

When we think of poverty, we think homelessness, food banks, and welfare. Chronic poverty was once compared to catching a grasshopper in a jar when we were kids. The jar had a lid with holes poked in it. For a while, the grasshopper jumped up and kept hitting his head against the lid. Then he...

#12255 Cover image
October 2020
Issue #12255
Page 104
Ben Hershey

The Battle Within Our Operations

Ben Hershey

Does this conversation sound familiar? “How fast can we reliably supply that component job to our customer?” asks the sales manager. “And don’t make us look like fools by telling me a date that will never be met or is too far out!” “I will tell you how...

#12252 Cover image
July 2020
Issue #12252
Page 26
Todd Drummond

Critical Summertime Repeated Problem Areas Hindering Sales

Todd Drummond

Year after year, too many companies suffer needlessly with the same common problems. Even after making new equipment investments and receiving assurances that things will be different, the old issues keep rearing their heads. !  Even with the additional equipment investment, production...

#12252 Cover image
July 2020
Issue #12252
Page 44
Omer Abdullah

Truth, Lies, and Salespeople

Omer Abdullah

I recently heard a talk by Bob Myers, General Manager of the Golden State Warriors, on leadership, values, and culture in winning teams. It was a great speech and there were many points he raised that made sense, and really resonated with me.   He also struck me as a thoughtful and...

#12252 Cover image
July 2020
Issue #12252
Page 120
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