LBM Solutions
2004
January – Close Look: it’s time to evaluate your client base and push customers up the ranks from prospects to partners.
February- In Other Words: some expert advice on employee performance testing- straight from the source.
April - In Balance: as your installed sales program grows, long-term success depends on adequate staffing
May - Target Market: segment your installation sales staff according to your different customers.
June – Big Opportunities: while big-builder consolidations can stir up the dealer-builder relationship pot, it also opens the door for large purchasing deals and pricing opportunities.
July – Loyal Following: customer loyalty is important, but allegiance begins internally.
August – Customer Appreciation: you can never hear it enough: customer service is key.
September – True Value: for profits to materialize, installed sales must merge the concept of service with solid product supply
October – Taking Control: by installing your own products and documenting the work, you can win the next time you have to play the blame game.
November – Held Accountable: dealers have a responsibility to ensure proper installation of products in order to protect their companies and the industry.
December – Command Performance: empowerment is the catalyst for positive corporate changes.
2005
January – Perfect Execution: beating the competition can be easy if you commit to excellence and deliver on your promises.
February – Cost Configuration: to maximize profit and increase efficiency, you must first understand what your installed sales program truly costs.
April - Urban Myths: tall tales of installed sales still run rampant on both sides of the counter.
May – A Tale of Two Yards: you have two choices when it comes to installed sales: commit your team and reap the rewards or lose focus and suffer the consequences
June – On Board: to truly be team players for installed sales, your staff members must understand the role they play in the program’s success
July – Food for Thought: In addition to specialization and teamwork, the final ingredient for a successful installed sales program is total commitment.
August – Adding Value: price can only get you so far. Add more value by analyzing your customers’ needs and how your offerings fit in.
September – Pay Checked: for on-time and on-budget jobs that are still high quality, consider a pay scale that combines hourly and piece-rate options.
October – Under Cover: if you have an installed sales program, make sure you also have proper insurance and workers’ compensation coverage.
November – Rent or Own? Deciding between in-house labor and subcontractors for installed sales often comes down to economics and the size of your program.
December – Take Control: installing isn’t enough. Implement these quality-control steps to ensure your installed sales are truly value-added components of your operations.
2006
January – Product Guide
February - Proof of Purpose: to get the most out of your quality-control program, protect your company and bolster your sales force - document everything.
April - Diving In: make sure you evaluate market conditions before testing the installed sales waters.
May - Light My Fire: rekindling the passion within.
June - Taking Control: find the time - and the tools- to track and analyze dedicated financials for your installed sales operation
July
August - Facing Reality: big box competition and market downturns are looming over the independent landscape. Prepared yards have thought ahead.
September - Play it Safe: to protect your employees and your company, have a formal safety program in place
October - Living the Nightmare: lessons learned form remodeling's front lines.
November - Core Training: what business are you really in?
December - Coming into Focus: make the time to understand your core customer group.
2007
January - It's Time to Be Pro Active: your customer and employees are counting on you to show wisdom, imagination, and grit in getting through the market's downturn.
February - High Anxiety: your top customer have grown accustomed to feeling more equal than others. Treat themany other way at your peril.
April - Standard Bearer: manufacturers are offering new, more-detailed instructions on how you should install their products. It's your turn now to listen, learn, and comply.
May - Golden Age: we're entering an era in which baby boomers are comtemplating big remodeling and retrofit projects for their homes. You should consider taking on that work.
June - Learning a New Custom: custom home builders could be the next big market for your installed sales operations.
 
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