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You can be the nicest person in the world and loved by everyone, but that won't necessarily make you an effective salesperson. Nor does demonstrating vast knowledge on an array of products. Here are a few tips from veteran LBM manager George M. Fishtorn II.
My mother was a crack sales rep for Bristol Myers, but to me she was mostly just my mom.
When I was a young builder in the early '80s, there was an old-timer in town who worked with a couple of his sons, a small crew, and a handful of good local subcontractors.
Big builders push for energy-efficiency initiative; remodeling shows signs of rebound; San Francisco battles sewer sludge; more
Let's begin this month by reviewing some basic financial concepts and benchmarks.
Budgeting for your marketing, sales, and project starts
Managing by the numbers
Has it ever occurred to you that dropping your prices to stay in business could put you out of business? Many contractors tell me they’ve had to drop their prices to remain competitive in today’s market. They just know they’re losing jobs because the “other guy” is cheaper.
Clearly, change orders are a vital piece of our business model, and they don’t just happen by accident. We lay the groundwork for changes by keeping clients happy and informed throughout the job process. Dissatisfied customers, we know, are unlikely to authorize additional work.
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