Sales, Collections & the Commission Question

After weeks of planning content for LBM Strategies 2026, Sally Lacey is looking back at what worked, what didn't, and what she wishes she'd done differently.In this solo episode, Sally shares her biggest content wins from the conference, including two Instagram videos that reached a combined 90,000 views. It's a candid look at the realities of creating social media content at an industry event and the lessons Sally is taking into her next conference.

What does extending credit look like from the supplier's side of the transaction?Thea Dudley welcomes Frank Workman of Dealer Supply & Lumber Company (VictorBuilt) to discuss how suppliers evaluate creditworthiness, manage risk, and navigate changing relationships with lumber dealers.Frank shares his perspective on industry consolidation, the financial benefits of taking early payment discounts, and why new customers can present some of the greatest credit risks. The conversation also covers cash flow management, credit terms, and the importance of doing your due diligence before extending credit.

Three SMMs walk into LBM Strategies... and they start yapping.In this special episode of LBM Talks Social Media, Sally Lacey sits down with returning guests Ella Dianich of Issaquah Lumber and Sadie Hoyt of Dakota County Lumber at LBM Strategies 2026.They discuss creating content at industry events, the awkwardness of asking people to be in content, and striking a balance between your content calendar and posting on the fly.They also tackle an important question: how does one get more creative? Stay tuned to find out.

Everyone in an LBM business has a hand in credit, whether they realize it or not. From yard employees loading orders to executives making financial decisions, credit conversations happen throughout the company.In this episode, Thea Dudley shares how credit professionals can tailor their communication to different departments, navigate disagreements, and build partnerships instead of creating conflict. She explains why effective credit management requires more than enforcing policies. It takes clarity, consistency, confidence, and an understanding of what matters to the people you're working with.

In this episode of LBM Talks Social Media, Sally shares everything she plans to film at LBM Strategies 2026 and the thinking behind her content shot list. She walks through her plans for thought leadership interviews, employee introductions, entertaining reels, attendee videos, and a long-form lumberyard tour.Along the way, she discusses how to balance evergreen content with event promotion, adapt ideas for different social media platforms, and take advantage of opportunities to batch content when colleagues and industry professionals are together in person.

Thea Dudley is joined by Trent Johnson of Red Book Lumber Data to look at the LBM market through a credit lens.They discuss how rising lumber prices, consolidation, sawmill closures, purchasing power, and changing market conditions are affecting credit decisions across the industry. Trent also shares what the data is showing from 2026 and the trends LBM credit professionals should be watching as they head into 2027.

Dakota County Lumber President and CEO Sunny Bowman joins Sally to talk about how the lumberyard built its social media presence and the role it now plays in the company’s brand, culture, and sales efforts.Sunny shares why DCL prioritizes Instagram, how the team creates entertaining content without taking employees away from their jobs, and why the company recently expanded its strategy with a separate CEO social media presence.

How involved should sales be in collecting money?In this episode of LBM Talks Credit, Thea Dudley talks with SunPro Vice President of Sales Jason Butterfield about sales reps’ role in collections, tying commissions to customer payments, and the challenges that arise when selling and collecting overlap. They also discuss why credit and sales need to work together—and where each department’s responsibility should begin and end.

Do social media managers need to be chronically online to stay relevant?In this solo episode, Sally explores the relationship between scrolling, trends and strategy. She discusses why keeping up with every viral moment isn't necessarily the key to better content, how to use trends more intentionally, and the difference between passively consuming content and actively studying what works.She also reflects on her own social media habits and the challenge of balancing what's trending with what actually fits your brand, audience and goals.Mentioned articles:1) https://futuresocial.beehiiv.com/p/why-being-chronically-online-isn-t-actually-good-for-social-pros2) https://www.prettylittlemarketer.com/blog/using-pop-culture-in-marketing

Why do we avoid talking about money with customers when money is a fundamental part of doing business?In this episode of LBM Talks Credit, Thea Dudley tackles the past-due conversation nobody wants to have. She shares five steps for approaching customers directly, understanding what’s holding up payment, setting expectations, offering a way forward, and following up.Having the conversation may be uncomfortable, but waiting only limits your options.For more resources, visit lbmjournal.com.Reach out to Thea with requests at [email protected].