Devon Hartman, co-owner of HartmanBaldwin Design/Build in California answers a question from a reader: How do you keep the customer from micromanaging the project? More
Seemingly overnight, something remarkable has happened. The next generation of Web-based applications ó Web 2.0 ó has arrived. Many of these are useful for remodelers, and many are inexpensive or free. More
Sometimes, in the middle of a presentation, with both homeowners present, one suddenly gets up and leaves. This can happen for any number of reasons. For instance, one spouse has to take a child to sports practice or start dinner. More
Sometimes reps promise more than they should; more than the company can profitably deliver. Sometimes they give work away, just to get a contract signed. More
Everything your prospects read advises them they need three bids from three contractors. More
Early in his career, Alon Toker of Mega Builders in Chatsworth, Calif., equated volume with success. He spent most of his time increasing the number of leads and training sales staff to close on sales. By the mid-1990s, the remodeler had 124 employees (including 18 salespeople), a phone room with 24 stations, a 3,600 square-foot building, and more than $8 million in revenue. More
When should I hire a sales manager, and what is a reasonable salary? More
It's my belief that the price should be set and salespeople should sell the job for that price. Only the sales manager or the company owner should be allowed to give a discount. More
