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 […]
FIRING LINE: 3-Pronged Approach to Prospecting
Over the past three years, I’ve had the opportunity to work with a wide range of LBM dealers across the country. One of the most consistently requested topics I’m asked to present on is “prospecting.” It’s no surprise—virtually every dealer is looking for effective strategies to drive business growth. That’s the purpose of this article […]
Rising Star: Keegan Safford
Location: Jaffrey, N.H.Position: Purchasing Agent • Belletetes Inc. How did you begin your career in the LBM industry? I began my career in the industry in 2016 with the same company I work for today, Belletetes Inc.,a family-owned retail lumberyard based in New Hampshire. I started as most would— in the lumberyard, assisting with pulling […]
WRB, Continuous Insulation and Seam Sealing: Can One Product Do It All?
(Click here to view as published in print.) Imagine this: One product that combines a weather-resistant barrier, continuous insulation, and an innovative pre-applied seam-sealing solution to save time and money on a jobsite. This tactful combination of solutions delivers everything a builder is looking for today in one SKU. Continuous insulation is currently being brought […]
Making Workplace Safety Part of Your Company’s Culture
(Click here to view as published in print.) When you develop a work plan for the day, what do you think about? If you’re like most people, you probably spend the majority of the time considering what needs to be done in order to produce. “A machine needs to be moved here.” “This operator is […]
Takeoff Preparation: Going Beyond Ordinary Sales Training
(Click here to view as published in print.) You’ve hired a new salesperson. They are very professional, organized, and well-spoken. You’ve provided company training, including basic product knowledge, internal operational procedures, and shipping parameters, and given them basic blueprint reading training. They have driven with the sales manager and gotten the green light to take […]