Business Operations

Business Operations

Sharpen Your Lumber Grading Skills at WWPA Group Grade Meetings

THE LUMBER INDUSTRY is seeing more and more skilled positions leave the work force. Whether that is by finding a new industry or retirement, it’s …

Turning Up the Heat to Salvage More Downed Timber

The hits keep coming. Recent years have seen what feels like an unprecedented onslaught of wildfires, hurricanes, beetle infestations, and other calamities that have downed …

Olsen on Sales: Confident & Caring

What is the demeanor of the Master Seller? If we ask 100 salespeople what kind of seller they are, 99.9% will respond, “I am a …

Fluid Mindset Pays Off During Pandemic – A Special Series by NAWLA

The lumber and building materials industry is much different than it was before the COVID-19 pandemic struck and, in my opinion, it’s changed for the …

Small but Mighty: Why Local Dealers Have the Edge in Serving Pros

The home improvement boom has taken the industry by storm, and there are no signs of it slowing down. According to iPropertyManagement, more than half …

The Essential Role of the Distributor in the Buying Chain

Efficient and effective distribution channels are the backbone of any industry, and western red cedar is no exception. As the softwood lumber market has undergone …

Dealer Profile: Ohio Coshocton Lumber

“It’s sad, the way things are going in Ohio,” says Joel Jumper, owner of Coshocton Lumber, named for the town of 12,000 that’s nowhere near …

Olsen on Sales: Emotional Control

Sales is a transfer of emotion. If we are nervous, our customer will be nervous. If we are aggressive, which means we don’t really care, …

Dealing with a Difficult Customer   

A difficult customer—someone who is angry or upset—can be one of the most challenging and rewarding encounters for most companies. If your people handle the …

How to Survive the Labor Shortages of 2021

I’m writing this the morning of August 6, and the monthly jobs report from the USDOL has just been issued.  Last month’s report was somewhat …

Specialty Yard Builds Its Business on Redwood

REDWOOD HAS BEEN a favorite material for generations of builders. One lumber dealer, in fact, has so much affinity for the wood, it has based …

Olson on Sales: Stealing Is Legal

My brother has had a brilliant career. He had a lot of Fortune 500 Vice President jobs, but the one he had that we would …