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I was interviewing a salesperson for one of my clients, and he brought up a customer of his who he was having some trouble getting on the same page with.

There are five things every branch manager should do for profitable share gain.

Short answer: It sure does, but not in the way you may think.

Every distributor that wins the future will be an innovative distributor.

If you are like me, you read the article titled “How committed is your organization to training” in our ASA News section in the May issue of Supply House Times with a degree of alarm and concern.

Our industry is built on relationships.

For the past 25 years I have traveled our wonderful country doing basic business management consulting for owners of showrooms.

The title of this column? You say that would never happen at your company?

As a kid, I can remember looking forward to one of my favorite television shows, “Candid Camera.”

Get the tattoo? The logic has gone household! The original “Fail: fast, often, forward” quote was penned by Samuel Becket.