Are You Leaving Money on the Table?
For many people, the fall represents a change of seasons, with leaves changing color, days getting much shorter, and cool crispiness in the morning air. In our business, this is typically the last big push for business before winter arrives. As a marketer, I tend to look at fall a little differently. For me, fall […]
FIRING LINE: The Wiz
The way Otis had it figured, he’d never fall short of his goal if he never had one. Good salespeople tend to have strong personalities, and over the years, I’ve noticed they have traits that define their selling style. You know what I mean: “Bob’s a fireball,” or “Randy’s a smooth operator,” or ‘Mary’s so […]
Early Preparation Is Crucial for 2025 Open Enrollment
The job market remains highly competitive as employers work to attract and retain today’s top talent. With the 2025 open enrollment season around the corner, employers have an opportunity to develop attractive benefits offerings and proactively communicate with employees to win them over. Early preparation can help show employees they are valued, convince top performers […]
4 Innovative B2B Construction Marketing Tactics
The construction industry continues to grow, but you may feel as though it’s shrinking, as new competitors are part of the growth, and additional construction companies may be squeezing in on your business or company. Your day is probably filled with paperwork, team management, legal proceedings, raw materials and parts purchasing, and budget balancing, so […]
KILLING THEM SOFTLY: Yeah, So They’re Not Your Customers. Not Yet, Anyway.
“Hey, isn’t that Hank up on the roof?” It was, and Carl had a good reason to be surprised. He didn’t expect to pull up to his jobsite and find one of our salespeople on the second floor, helping a laborer unload some long-length lumber from a boom. What really threw Carl was that the […]
FIRING LINE: The Big Flap
Like most in our business, I’ve always been a firm believer in the first rule of management: expect what you inspect. But I’ve also always been committed to empowering employees. If you want to attract and keep good people, nothing works quite like giving them responsibility for—and authority over—significant projects. The trick is monitoring those […]
Rising Star: Andres Sandoval
Location: Tinton Falls, NJPosition: Outside Sales Representative • Builders’ General Supply How did you begin your career in the LBM industry? My career in LBM began in 2009, where I worked as an inside sales associate at 84 Lumber. Then, in 2011, I was given the opportunity to join the Builders’ General Supply team as […]
Safety Matters: Distracted Driving Prevention Tips
If your job requires you to operate a company vehicle—whether it’s a car, passenger van, large truck or bus—it’s crucial to stay focused behind the wheel and prioritize safe driving practices, namely by avoiding distracted driving. The Centers for Disease Control and Prevention defines distracted driving as engaging in any activity that takes your attention […]
SQUEAKY WHEELS: Being a Manager Is Forever Having to Say You’re Sorry
I had an hour’s commute to my office, so most days I’d be on the road by 6:30 a.m. The salespeople, other managers, and fellow employees knew they could call me anytime. Unfortunately, so did our customers. Almost immediately, I received a call from a salesperson. Before he got into why he was calling, he […]
JUST DO IT: When it Comes to Cold Calls, Thorough Preparation is Key
Nearly all salespeople hate cold calls. I don’t like the term “cold call.” Why? There should be nothing cold about them. Any good salesperson does as much research as possible before ever making a first contact. If it were up to me, I’d call them “thoroughly-researched-but-first-time-face-to-face” calls. I don’t expect the term to catch on. […]