Business Operations

Business Operations

Now Is the Time to Build Your Best Team

A Special Series from NAWLA WHEN I ASSUMED the role of NAWLA chair, my goal was simple: reminding each of our members how NAWLA brings …

Customer Service and Communication

When we began our remodeling careers over 30 years ago, we quickly learned that doing good work wasn’t enough to guarantee a smooth project or …

What Doesn’t Kill Your Business Makes It Stronger

NAWLA had just wrapped up its Leadership Summit early last March when the significance of the COVID-19 outbreak slammed home. Attendees had no idea then, …

Olsen on Sales: Partner or Adversary?

If we ask 100 salespeople, “What kind of seller are you?” most of them will say, “I’m a relationship seller.” My question is, “What kind …

WRC EWP

Engineered wood products have been on the market since the introduction of plywood in the1930s, and more recent innovations such as CLT, glulam and laminated …

The APA Panel Trademark Explained

By Robin West The APA trademark provides a lot of useful information for builders and specifiers. APA trademarked panels are suitable for a variety of …

The Power of Gratitude in the Selling Profession

It has been a difficult and, at times, borderline impossible year. But for those of us who sell for a living, there is so much …

Olsen on Sales: It’s Emotional

The human animal is 99% emotional. We decide with our hearts and then justify our decisions with our “logical” brain. Change makes us uncomfortable. A …

Developing Southern Pine Market through COVID-19

Let’s face it, this past year has been crazy. Toilet paper panic, quarantine, shutdowns, layoffs, working from home, distance learning, we’ve really been through it all. …

Selling Our Opinion

One of the things that makes selling in the lumber market more interesting than just selling a product, is that the market moves, sometimes dramatically. This …

A Positive 2021 Outlook

At the end of 2020, I had the privilege of moderating a virtual panel discussion with industry-leading executives for NAWLA Exchange, and hearing their lessons learned …

Have outside salespeople become obsolete?

This week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. …