You may have heard of the survey conducted a few years ago, in which high school seniors were asked to rate 254 professions in order of preference. “Carpenter” came out number 253, just ahead of “cowboy.”

While I believe high schoolers are missing the boat (regarding carpentry, of course – not “cowboy”), I don’t feel much sympathy when builders complain about the poor ranking, as the building materials industry never even made the list.

We don’t rate a turn on the stool, let alone a dip in the dunk tank. When young people do consider the lumber business – which typically happens only after the Army turns them down – it is generally perceived as utterly devoid of excitement.

Not that I blame them. On the contrary, I understand why this misconception exists. However, these people never met our customers.

Case in point: A while ago, I got a call from one of our largest and most loyal builders. Larry had been dealing with us for more than 20 years and has consistently been one of our top accounts in volume and profitability.

In contrast to today’s builders, Larry came up through the ranks as a framer. Like a lot of old-guard contractors, what he lacked in formal education, he more than made up for in style.

Tom Hanks has nothing on Larry. He’d launch into sad soliloquies at the drop of a hat (or a window), transform himself from the soul of sweetness into a raging tyrant the moment a delivery time was missed, or do battle like a crusader over a missing invoice. But he was fair, and we enjoyed a good relationship. Besides, his theatrics made for some great bar stories.

Larry’s career was winding down, and he began building his dream home on the water – a monstrosity for which, naturally, we were supplying all the materials.

The call came through the main number, instead of my cell. I assumed he had a bone to pick, so I obviously took the call. “McDole (he loved calling people by their last name), this is Larry. Do you know where I am sitting right now?”

I replied, “Is this a trick question?”

“No, not at all. I’m sitting on my roof. You heard me right – I’m actually sitting on my roof!”

I’ve seen the movies; I started speaking slowly and calmly. If Larry was going to jump, I wanted to stall him at least long enough to punch up his account balance.

“So … tell me, Larry … why … are you up … on your roof?”

“Because I just got my invoice from your company for my cedar shingles!”

This was worse than I thought – I had no idea whether we could be held liable. “Would you like … to tell … me about your bill?”

“Not really. I just wanted to share with you what cedar roof shingles feel like at $450 per bundle. Which comes out to $2,250 per square!”

I did some quick research, and he was right. We charged him $450 per bundle, rather than $450 per square. I told Larry I would get it credited and re-billed that day, and he seemed satisfied. I begged him to please be careful getting down.

I hadn’t spoken to Larry for a few weeks, so I asked his salesperson, who told me Larry was his “normal self.” I breathed a sigh of relief and was pleased, because our business would be dull without him!

Mike McDole has 40+ years of actual LBM experience, including being SVP of a large regional pro-dealer. He is the principal of Firing Line LBM Advisors, helping LBM Dealers throughout the US with management efficiencies; sales training; GM improvement; KPI’s; and more. Mike can be reached at 774.372.1367 or Mike@FiringLineLBM.com.