The Craft of LBM Sales

Tag: Communication in Construction

The $37 Insult I Still Think About Every December

December 11, 2025

Builder-Supplier Relationship, Communication in Construction, Customer Expectations, How to Appreciate Employees, Improving Operations, LBM Sales, Leadership, Sales Mistakes, Sales Operations

In 2002, I was a 24-year-old construction superintendent in Algonquin, Illinois. The market was hot. Our “new home consultants” were two salesmen my age. Good smiles.Spiky hair.Brooks Brothers suits.$350 Allen Edmonds shoes. They weren’t selling so much as taking orders. It was a fish-in-a-barrel situation, and they showed up at 10 a.m. every day and…