Which Metrics Drive Correct Behavior in Your Dealership?

We’ve said it a million times: If you don’t measure it, you can’t manage it. Having great dashboards for your kitchen and bath business allows you to keep the pulse on your operation. With that tidbit comes the warning that the wrong metrics can drive bad behavior....

How to Hire Your Next Customer

It may seem counter-intuitive to consider your next customer as a new hire. But, after all, this is the cabinet business. Your highly configurable product needs proper representation at the consumer level; and it’s not always easy to get. I need another line Some new...

The Squeaky Wheel Gets the Cash

Are you struggling with Accounts Receivable? Do your customers string you out on collecting money every time they can find a reason to do so? Would your business benefit if you could go out and pick up checks for 50% of all your outstanding A/R tomorrow? Most dealers...

Why Sales Hates Marketing Leads

Let’s face it, sales lives in the moment. “What’s In It For Me” is pretty much the anthem of any aggressive sales person. Marketing leads are from never land; you know, that make believe place that doesn’t worry about killing to eat. For a lead to be real to a...

Win Ben Stein’s Wisdom

Who’s the coolest person (other than a family member) you’ve ever sat near on an airplane?  Up until a couple weeks ago, Brent Jackson, President of BreakFront, would have likely had to rack his brain for a decent response; but a recent trip from Omaha, NE to...

Top 7 Mistakes New Kitchen Designers Make

When it comes to kitchen design, there is much to learn.  No two projects are exactly the same, so even the most skilled designers can come across situations they’ve never encountered before. Avoiding design errors As designers gain more experience, their...

The Most Toxic Phrase in Customer Relations

“That’s not my responsibility.”  It’s the worst phrase you, or any of your employees, can ever say to a customer. No matter what department you work in within your company, and no matter if the statement is true or not, you should never tell a customer...

Is Cardell Bankrupt?

Rumors started spreading a few weeks ago as dealers began calling us that they had received a strange letter from Cardell. As it turns out, the letter wasn’t from Cardell, it was from a firm representing Wells Fargo who apparently owns the credit agreement with...

What’s in Your Sales Attic?

The other day I needed something from my father’s house, and I was told it was “in the attic.”  I figured it would be a 5 minute trip – you know, grab what I need and get out. But when I climbed into the attic, I was stunned.  Amidst piles of boxes (some...

Is the Chinese Import Dead? – Part 2

In part 1 of this post, we discussed China’s declining birthrate and how it will affect imports in the next few decades.  Catch up here: Is the Chinese Import Dead – Part 1.  Continuing on, there’s more to discuss: Some other disturbing stuff There are currently over...