FIRING LINE: What Makes a Great Sales Manager at an Independent Lumberyard
“Turning High Demand, Tight Margins, and Contractor Expectations Into Sales Leadership Success” As LBM dealers, the sales manager is the lynchpin between operations, outside sales, and customers—especially contractors. In an industry where product availability, pricing volatility, and service speed can make or break a sale, great sales managers do far more than push paperwork or […]
Rising Star: Austin Connelly
Location: Loudon, N.H.Position: Market Development Manager • National Nail How did you begin your career in the LBM industry? In 2021, I was approached about applying for my current position with National Nail. What I discovered was an employee-owned company whose mission and goals aligned with my own. The culture instilled in every employee-owner creates […]
NCTWC: Bridging the Gap, Building the Future
The construction industry is the backbone of modern society, responsible for building and maintaining homes, roads, schools, and the infrastructure that keeps our economy moving. Yet a significant crisis looms over this essential industry: a severe shortage of skilled labor. With an aging workforce and fewer young people entering the trades, construction companies—and the lumber […]
Onboarding: The First 90 Days
The term “onboarding” is often tossed around in the HR world, but not everyone knows what it is or how to do it. In basic terms, onboarding is the process of getting new hires acclimated to their new roles. It includes setting clear guidelines for performance and company culture and sharing the knowledge necessary for […]
Workforce Development: Led by Members, Driven by Action
At the American Building Materials Alliance (ABMA), we often say we’re member-driven—but nowhere is that more evident than in our work to improve workforce development across the industry. This isn’t a campaign built on theory or headlines—it’s grounded in what our members are already doing. Every day, ABMA members are building partnerships, opening doors, and […]
NYLE: Where Growth Takes Root
A behind-the-scenes Q&A with NYLE leaders past and present, highlighting growth, leadership, and legacy. (This is an expanded version of an article that appeared in the May 2025 issue of the LC.) In an industry that values tradition while constantly adapting to meet the needs of a new generation, the North American Young Lumber Employees […]
FIRING LINE: Sales Prevention
Bridging the Gulf Between Sales and Credit Without Starting a War One of the thorniest—and most persistent—issues in any LBM operation is the uneasy relationship between sales and credit. It’s not about who’s more important; after all, “nothing happens until a sale is made.” But let’s be honest: the real magic happens when the check […]
Formjacking: What Is It and Mitigating the Risk
As businesses increasingly rely on online transactions, cybercriminals have developed a scheme to exploit this process and steal sensitive information. This growing cyberthreat, known as formjacking, poses significant risks to businesses; it is difficult to prevent and can lead to major financial losses and reputational damage. This article provides more information on formjacking and offers […]
8 Tips for Modernizing Hiring in 2025
As talent acquisition continues to evolve, staying ahead of the curve is crucial for organizations aiming to attract and retain top-tier talent. This past year was once again filled with labor shortages and a demand for evolving skills. As 2025 begins, the traditional hiring approaches are being reshaped by technology, remote work dynamics, and shifting […]
How Can a Cup of Coffee Increase Your Sales
“Put that coffee down!” If you have been in sales for a minute or several decades, odds are, you know what is coming next. “Coffee is for closers only.” These iconic lines came from the 1992 movie “Glengarry Glen Ross,” where Alec Baldwin’s character forever cemented the importance of coffee to the sales profession. In […]