Yard & Delivery Manager Managers Workshop
The Yard and Delivery Teams of the Independent LBM and Home Center Industry are the very backbone of a dealer’s success. For the highest level of success to be achieved by these essential teams, they must be dynamically led by stunningly effective managers through a set of rock-solid core best practices and standards with tools that really work. The Yard & Delivery Managers Workshop devotes two dynamic days to understanding these essential Best Practices and providing powerful proven tools to ensure stellar performance within each separate yet interrelated area of Yard and Delivery Operations. Topics include:
√ Materials Storage and Handling (minimizing damage and increasing efficiency)
√ Stopping the Leaks NOW – minimizing Inventory Losses
√ The Maximum Customer Experience in the Yards and on the Job Site
√ Involving the Delivery Drivers in the Selling Process
√ The Essentials of High Level Delivery Execution
√ Improving Receiving Accuracy on Stock and Special Orders
√ Creating the Best First Impressions in Yards, Warehouses, Trucks and Ourselves
√ The War on Clutter, Waste and Poor Operational Standards
√ Safety First – In the Yards, Warehouses and On the Road
√ Using the Operational Excellence Worksheet to Fast Track to Top Performance
√ Role Modeling and Creating Winning Teams
We will also explore many other key topics related to becoming the Best Yard and Delivery Managers in the industry. The workshop combines in class academics with poignant Yard and Warehouse review of the host organizations Yard and Warehouse to boldly educate and accelerate all participants to immediate and sustained performances as Top-Level Yard & Delivery Managers.
Stop the Leak! Preventing Inventory Losses
Consider the tremendous effort required to operate a business with the complexities of a building materials firm. At once, imagine the waste, as your hard-earned profits are lost through the cracks caused by both bad habits and by ineffective operational models. In this expanded full day workshop you are invited to an awareness of where your business is at risk of product and profits losses. Participants are led through a discussion of the primary causes of inventory loss. Effective strategies to reduce or eliminate such loss is offered throughout the class. This class acts as a powerful catalyst for change where the simple, effective counter measures are presented that will safeguard your profitability and invigorate your staff. This powerful one-day workshop leads your organization to a paradigm where everyone has a part in minimizing losses.
This is a fantastic class for Senior Managers, Executive Staff and Location Managers needing to make an immediate and lasting improvement in inventory losses.
Customer Service Essentials for LBM Excellence
Selling to building materials customers calls upon the widest variety of skills in the retail sector. It challenges our ability to listen. It taps into an immeasurable range of product and project understanding. It requires exceptional communication skills. It demands the employee to have the skills to deal well with people from the widest range of educational, vocational and social backgrounds imaginable in a fast paced, often stressful environment where our staff members are challenged to perform well with customers and fellow employees right from their first day of employment and every day thereafter.
In this one-day class, participants are asked to evaluate their skill sets and identify the key areas of strength and the areas where additional coaching and resources would serve them best in their new careers. Then, over a dozen specific points will be covered, spanning the entire range of what a successful salesperson needs to master to begin their road to excellence.
Additionally, proven relationship building techniques and practices are presented that can be applied right away by both the seasoned veteran and the rank beginner in our challenging and rewarding industry.
Beat Last Year! – Targeted Growth Essentials
There is one enduring game in sales – to Beat Last Year!
This high impact workshop focuses participants on Attitudes, Skills, Actions and Overarching Strategies to win this game this year and every year. Methods of enlisting customers as partners in your success, the tried and true components of servicing the professional customer are integrated into innovative methods of sales management. The role of the field account manager is clarified and the supportive coaching role of the executive leadership in sales is revealed. Innovative analysis methods, measurements that really matter, must-do operational and merchandising fundaments are emphasized in addition to hard hitting account management techniques that all lead to immediate and sustained growth in your targeted customer base.
This class is guaranteed to equip your team to Beat Last Year even in the most challenging business climate. The simple, easy to understand principles in this dynamic program will yield immediate and lasting results in your teams Attitude, Skills and Actions improving sales and profits right away.
This class is geared for Pro Customer Sales Staff, Sales Managers, Buying Staff and Senior Executives who know that sales success begins and ends with their teams ability to SELL!
The Special Order Opportunity
Special Orders offer keen opportunities for LBM professionals to expand sales, enrich margins and “show off” the depth and breadth of their knowledge to their customers. Yet, too often, the special order is not being fully maximized by our industry. Inadequate measurements, improper profit calculations, omission of important aspects of cost of goods, and poor special order handling standards sabatoge the special order opportunity. Consistent undervaluation of the time, energy, and creative force required to forge a quality special order has unimaginable negative effect on dealer profitability. This one-day workshop brings the totality of the special-order opportunity into the spotlight while educating participants into a margin producing mindset that includes measurements and benchmarks for targeting optimum gross margin achievement in every special order.
This workshop inspires a fresh attitude and presents potent new skills for raising the confidence and performance of your entire team of buyers and sales staff as you reach toward the ever-important objective of raising gross margins. The Special-Order Opportunity Workshop is a must for any dealer recognizing that underachievement in gross margins is hurting their business.
This class is best suited for Senior Management in Sales, Finance, Operations and Key Sales Staff in any Pro, Consumer or Mixed Dealer within the entire LBM and home center industry.
Gross Margin Mastery
The Independent LBM sector is experiencing unprecedented increases in our Cost of Doing Business. Fleet costs (from the equipment itself to the fuel to operate) are higher than ever. Wages, salaries, and the full spread of employment benefits are rising rapidly to both attract and to retain or top-level team members. Even the energy to heat and cool our facilities or to have our trash carried away gets more expensive month-after-month, year-after-year.
While we have benefitted through short-run margin enhancement largely driven by scarcity product (due to high demand) and from the effects of the ‘commodity storm’ we have experienced, the pressure on our Gross Margin generated has never been more intense. We all realize that a ‘normalization’ is coming. Whether in 6 months or two years, IT IS COMING. And when that day comes, we can expect that current non-traditional gross margin achievements will decline, but our Cost of Doing Business will likely NOT follow suit. Thus, as business owners and top executives, we MUST become more INTENTIONAL and MASTERFUL in the management of our Gross Margins than ever before IF we are to continue profitable operations.
Gross Margin Mastery is a journey through each of the prime aspects of Top of Class Gross Margin Management with keen focus on the 8 distinct deeply connected field of focus that must be cultivated more than ever before. From High-Intensity Sales Management to potent Loss Prevention, to Intentionally Developed Special Order Program Development, each of the 8 Fields of Focus will be covered in this potent program.
The intent is for each participant to find ANY untended aspect of their Gross Margin Game and turn those weaknesses into purposeful enhancements to enhanced profitability. An organization attentive to the Best Practices and Core Principles then turning those to PURPOSEFUL ACTION can expect immediate and sustained improvements to Sales, Gross Margin and to the Bottom Line. Completion of this journey will have YOU be a Margin Master!!!!!
Also available in conjunction with this program will be personalized coaching and possible customized programs for dealers desiring added support to safeguard their financial futures through potent gross margin stewardship.
- Gross Margin Mastery as a Workshop – One-and-one half days duration – Suitable for Top Executives, Sales Managers, Branch Managers, Buyers and all Team Members seeking enhanced profitability.
- Gross Margin Mastery as a Keynote – Packs a Punch as participants are inspired and challenged to take Immediate action for vastly improved profitability. A perfect keynote for Conferences, EXPO’s, or any gathering of Industry professionals interested in World Class Margin Mastery.