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Most cabinet manufacturers consider it a risky proposition to give the ability to see their line priced against their competitors to their dealers. The main line of thinking is that they’ll lose more business than they’ll gain.  We guess that the glass...

Most vendors’ have reps, but many do not have a clear definition of what their rep’s job function is. Is the candidate a sales rep or an account manager? Or, are they expected to be a hybrid of these very different things depending on the day?
After all, account managers tend to be order takers, in the lighter sense of the term, or customer managers, facilitating the day-to-day administration of the various programs that the vendor sponsors....

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. That’s right, measuring the wrong thing, or the right thing incorrectly, can make good employees do all bad things....

With apologies to FDR, we paraphrased his wartime comments and hijacked it for the cabinet industry. After all, change is not exactly something that’s embraced in our industry.
For a business whose last big innovation was the roll-out tray, things pretty much hold the status quo. After all, if it works, don’t fix it, right?...