Dave Bryan

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Show Off: Opening a Second Showroom During the Downturn Show Off: Opening a Second Showroom During the Downturn

Remodeler opens a new location with a tight budget and minimal staffing and waits to see if the investment will pay off. More

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Homeowner Seminars Homeowner Seminars

Homeowner seminars offer a way to position yourself as an expert and to boost leads as well. More

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One Remodeler's Remedy for Cold-Weather Hazards One Remodeler's Remedy for Cold-Weather Hazards

Strategies to keep crews, trades, and clients safe in and around winter jobsites. More

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Sales Incentive

The danger of a sales commission based solely on volume is that the salesman has no incentive to sell a profitable job. More

Strong Show
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Strong Show

For four days in October, more than 10,000 remodelers headed to the 2006... More

Fit to Print
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Fit to Print

Upscale clients respond to sophisticated, high-quality printed marketing materials. More

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Cultivating and managing referrals

Referral management is not just about data management,” says Terry Parker, marketing and event coordinator for HomeCraft, a Lenexa, Kan., design/build company that derives 90% of its business from referrals. “If we're not managing referrals properly, we're not managing our company properly.” Strong words, maybe, but referrals are your strongest leads. More

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Ice Smashers

The initial meeting with a prospective client is too important to rush into your sales pitch. “It's all about bonding and rapport,” says Bruce Curtis of Washtenaw Woodwrights, Ann Arbor, Mich. He typically devotes 5 to 15 minutes to small talk before steering the conversation toward the real purpose of his visit. More

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Dealing with difficult clients

How do you deal with difficult clients? More

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How to monitor your employees

Many small-business owners feel that they shouldn't have to “baby-sit” their employees. After all, the people that have been hired are all professionals. They know what has to be done. They don't need monitoring. Is this a realistic or an effective point of view? More

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