10700 Old County Road 15, Suite 200 Plymouth, MN 55441
Happy Holidays! It’s Time to Connect.
As we move into both the holiday season and our annual BizCon and Connection Conference season, it’s the perfect time to pause and reflect on one of the things that matters most: connection.
This time of year reminds us that while business goals and bottom lines are important, it’s the relationships we build — with our peers, partners and teams — that truly drive success. At BLD Connection, that’s what we’re all about: creating opportunities to learn, share and strengthen the ties that hold our community together.
As we will highlight throughout this issue of BLD Connection Magazine, the months ahead bring some of our favorite events of the year to life: our BizCons in St. Cloud, Minnesota, and Altoona, Iowa, along with our Connection Conferences in Kansas City, Omaha, and Wisconsin Dells. These gatherings bring together our network of dealers, vendors and the BLD team to share ideas, best practices, challenges and solutions.
Each event offers focused learning, vendor networking opportunities, and opportunities to connect and grow. You’ll hear from great speakers, exchange practical ideas and, most importantly, spend time with people who understand your business and your world. Your vendor partners will be out in full force and tirelessly invest their time, expertise and resources not just in booths and sponsorships, but in you, the members they serve. Join them as they bring forward new products, showcase innovation and contribute to the overall energy that makes these annual events so impactful.
The true value of these events, and of this time of year, comes down to connection. It’s found in the handshakes, the hallway conversations and the shared stories that remind us how special this industry is. When we take time to connect, listen and support one another, we strengthen not only our individual companies, but our entire industry.
This is truly a season built around collaboration and community — the very essence of what makes BLD Connection thrive.
To complement these annual events, this issue of BLD Connection Magazine is packed with timely, thought-provoking content from some of the industry’s leading experts who will be joining us at our upcoming BizCons and Conferences. The insights in this issue are offered to drive success while focusing on the realities of today’s market.
As we wrap up this year and look to the next, we encourage you to take full advantage of every opportunity to engage, whether it’s through this publication, an upcoming event, or simply reaching out to a fellow member or vendor partner. The more we connect, the stronger we all become.
As we celebrate the joy of the holidays and the energy of event season, we wish you and your families a safe, happy and connected holiday season. Here’s to a strong finish to the year and greater connections and success ahead.
Cody Nuernberg, BLD Connection President
BLD CONNECTION BOARD
Chairman
Scott Enter wRight Lumber & Millwork, Buffalo, Minnesota
1st Vice Chairman
Brett Hanson
Tri-State Building Center, Sisseton, South Dakota
2nd Vice Chairman
Mark Russell Millard Lumber, Inc., Waverly, Nebraska
Treasurer
Jennifer Leachman Leachman Lumber Company, Des Moines, Iowa
Immediate Past Chairman
Brian Wendt
Anita Supply Center, Anita Iowa
Secretary
Cody Nuernberg Minneapolis, Minnesota
DIRECTORS
Iowa Director
Brent Schneider Spahn & Rose Lumber Co., Dubuque, Iowa
Minnesota Directors
Wade Fenske
Kreofsky Building Supplies, Rochester, Minnesota
Brian Klimek Hilltop Lumber Co., Alexandria, Minnesota
Mid-America Directors
Hatch McCray McCray Lumber & Millwork, Kansas City, Kansas
Greg Smith
Nation’s Best Holdings, Jonesboro, Arkansas
Nebraska Director
Vacant
North Dakota Director
Troy Bosch
Bosch Lumber Company, Dickinson, North Dakota
South Dakota Director
Jason Meester
Watertown Cashway Lumber Company, Watertown, South Dakota
Wisconsin Director
Jake Buswell
All-American Do it Center, Tomah, Wisconsin
ASSOCIATE DIRECTORS
Luke Guittar, Absolute Distribution
Nate Hanson, Simpson Strong-Tie
NLBMDA REPRESENTATIVE
Chris Hegeman, Bliffert Lumber & Hardware, Milwaukee, Wisconsin
BLD CONNECTION INC. OFFICERS
President: Brett Hanson, Tri State Building Center, Sisselton, South Dakota
Vice President: Brian Wendt, Anita Supply Center, Anita, Iowa
Treasurer: Wade Fenske, Kreofsky Building Supplies, Rochester, Minnesota
[ ASSOCIATION CONNECTION ] Sunflower Shootout Takes Manhattan
To kick off the new BLD Connection membership year, dealers and suppliers from Kansas and Missouri converged on Colbert Hills Golf Club in Manhattan, Kansas, for an afternoon of links, laughter and a little competition at the 2025 Sunflower Shootout Golf Event. Players were graced with another gorgeous fall day and immaculate course conditions. Award winners were:
• 1st Place Team: Jeff Haug & Brandon Rohr of Mid-Am Building Supply and Toby Stunkel & Bernhardt Thooft of Clay County Lumber
• 2nd Place Team: Drew Boessen & Skyler Dickneite of Quaker Windows & Doors, Josh George of George Homes & Derek Aldrich of McCray Lumber
• 3rd Place Team: Sam Lock of LP Building Solutions and Hatch McCray, Gene Bosley & Wes Thompson of McCray Lumber & Millwork.
• Long Drive – Men’s: Kyle Bluestein of Federated Insurance
• Long Drive – Women’s: Autumn Schmidt of Owens Corning
• Closest to the Pin #5: Josh George of George Homes
• Closest to the Pin #11: Matt Hill of Simpson Strong-Tie Along with these winners, perhaps the greatest winner of the day was the Mid-America Regional Fund, which raised $1,100 to help provide scholarships to students seeking a career in the building material industry, as well as tuition assistance to BLD Connection members in Arkansas, Kansas and Missouri who seek to attend BLD Connection-sponsored classes and educational opportunities. Fantastic job, golfers!
Top left: Course camaraderie at its best! Shaun Pfiel and Kelly Glasscock of Homestore HQ joined Jared Buescher and Josh Wetter of Dealers Choice for a day of friendly competition and Kansas sunshine.
Top right: Swinging into success! Tommy Brandtonies, Scott Satterfield and Andrew Gagelin represented Schutte Lumber Company at the Sunflower Shootout in Manhattan, Kansas.
Middle left: Team McCray brought the heat! Hatch McCray, Gene Bosley, Sam Lock and Wes Thompson of McCray Lumber & Millwork enjoyed a great day on the course.
Bottom left: Amerhart on par! Seth Hernandez, Allen Gudka, Robert Uhler and Kurt Wagner showed off their teamwork (and drives) at Colbert Hills.
Montana Mill Tour Educates and Inspires
In the heart of Montana’s Flathead Valley, BLD Connection hosted its 2025 Mill Tour. From Sept. 14-19, 2025, 43 members and spouses, along with two staff, enjoyed five days of perfect weather, industry insights and memorable experiences.
The group explored the region’s forestry and milling heritage with tours of Weyerhaeuser’s logging site, sawmill and plywood plant, and learned about history and innovation at F.H. Stoltze Sawmill. These visits offered a firsthand look at the challenges and opportunities shaping the future of the lumber industry.
Outside the mills, participants immersed themselves in Montana’s natural beauty and culture. Highlights included a scenic rafting float on the Flathead River, a lunch cruise on Flathead Lake and an unforgettable ride along Glacier National Park’s Going-tothe-Sun Road aboard vintage Red Buses. Attendees also visited the Clydesdale Outpost before closing the trip with a ranch-style dinner at Lonesome Dove Guest Ranch.
Evenings were filled with camaraderie, from the welcome dinner at Desoto Grill to shared time reflecting on the week’s adventures.
The 2025 Mill Tour combined industry education, networking and breathtaking landscapes, reminding us how connection and community make experiences like this so impactful. Planning is already underway for next year’s Mill Tour, with details to be announced soon.
For updates or to get on the interest list for future trips, contact Jodie Fleck at jodie@bldconnection.org or (763) 595-4058.
Top: The group visited the Clydesdale Outpost, meeting the horses and enjoying time together in Montana’s countryside.
Middle left: Rafting down the Flathead River gave members time to connect while surrounded by Montana’s natural beauty.
Middle right: At Logan Pass, attendees took in the views before boarding Glacier National Park’s vintage Red Buses.
Lower left: Members toured F.H. Stoltze Sawmill, exploring its history and innovations in lumber production.
Bottom left: BLD members gathered at Weyerhaeuser’s logging site to see forestry practices up close, including a demonstration of the machinery used to harvest trees.
Wine, Whiskey, Conversation and Community
BLD Connection’s 2025 Wine & Whiskey Outing in Des Moines, Iowa, on Oct. 4, 2025, offered members and guests a chance to unwind, reconnect and share stories in a setting designed for genuine conversation. Hosted in a warm and inviting atmosphere, the evening blended networking and relaxation, showcasing the strong sense of community that defines BLD Connection.
Guests enjoyed curated tastings of fine wines and whiskeys, paired with great food and even better company. The event provided the perfect balance between professional connection and casual enjoyment, reminding everyone that some of the most valuable industry relationships begin with a shared toast and good conversation.
A heartfelt thank-you goes out to the sponsors and members whose partnership and enthusiasm made this gathering possible. Their support continues to strengthen BLD’s mission of building community through shared experiences, professional growth, and collaboration across all sectors of the lumber and building materials industry.
As the evening drew to a close, one theme was clear: when members come together, whether on the golf course, at a conference, or around the tasting table, the BLD network continues to grow stronger. Events like the Wine & Whiskey Outing are a testament to the power of connection, and we look forward to raising another glass together next year.
Top: The evening highlighted what makes BLD Connection special: community, relationships and genuine connection.
Top left: A warm atmosphere and strong turnout made this year’s event one to remember.
Middle left: Members and family enjoyed a relaxing day of networking during the annual Wine & Whiskey Outing.
Bottom left: Sponsors and attendees celebrated collaboration and continued partnership.
Members Participate in ProDealer Summit
BLD Connection was out in full force at the 2025 HBS Dealer/NLBMDA Pro Dealer Industry Summit this past October. Members from across the BLD region represented their companies and the Midwest by sharing best practices and helping the industry grow, even as business may not be as robust as in previous years.
Tom Baalman Jr. of B&B Lumber, Dave Davis of Spahn & Rose Lumber Co., Chandler McCray Jr. of McCray Lumber & Millwork, and Rick Lettow of Zuern Building Products & Design Center shared their insights and experiences with attendees during a series of panel discussions on topics including “How Independent Dealers Win,” “NextGen Leadership,” and “How Technology Is Transforming the Industry.”
Throughout the event, BLD Connection members were honored for their success as industry leaders with numerous
awards. BLD Connection members B&B Lumber of Wichita, Kansas, and Zuern Building Products & Design Center of Slinger, Wisconsin, were honored with the distinguished HBS Dealer Independent Dealer of the Year Award and the HBS Dealer Pro Dealer of the Year Award, respectively. And finally,
Zuern Building Products & Design Center, HBS Dealer Independent Dealer of the Year Award and the HBS Dealer Pro Dealer of the Year Award.
BLD Connection Events
Dec. 2-4, 2025
Estimating 1-2-3
Neenah, Wisconsin
Dec. 3, 2025
Sales Development
Bismarck, North Dakota
Dec. 9, 2025
Mid-America Connection Conference
Olathe, Kansas
Dec. 11, 2025
Nebraska Connection Conference La Vista, Nebraska
Dec. 16-18, 2025
Estimating 1-2-3
St. Joseph, Missouri
Jan. 7-8, 2026
Blueprint Reading & Material Take-off
Fargo, North Dakota
Jan. 13-14, 2026
Yard & Delivery Operations
Lawrence, Kansas
Jan. 13-15, 2026
Estimating 1-2-3
Inver Grove Heights, Minnesota
Kevin Fogle of Bliffert Lumber in Milwaukee, Wisconsin, was honored as one of HBS Dealer’s NextGen Award recipients.
The 2026 Pro Dealer Industry Summit is scheduled for Oct. 5-7, 2026, in Chicago.
Jan. 14, 2026
Sales Development
Sioux Falls, South Dakota
Jan. 20-21, 2026
BizCon North St. Cloud, Minnesota
Jan. 27-29, 2026
Estimating 1-2-3 Omaha, Nebraska
Feb. 3-4, 2026
BizCon South Altoona, Iowa
B&B Lumber, ProDealer of the Year.
Stronger Connections Start Here!
Experience the power of community at a BLD Connection BizCon. Share ideas, gain insights, and grow alongside peers who understand your business.
Speakers & Seminars
Scott Plum, Minnesota Sales Institute
From Price to Purpose: Elevating Sales with Proposals Over Quotes
BizCon NORTH - Tuesday, January 20, 2026 - 10:00 am - 11:30 am
Many sales professionals rely on quotes that focus only on price. In this session, Scott Plum shows how to replace quotes with persuasive, client-focused proposals that build trust, align with buyer goals, and drive more sales. Founder of the Minnesota Sales Institute and host of the Winning at Selling podcast, Scott shares practical strategies that combine mindset, skillset, and accountability for long-term success.
Dustin E. James
Building Your Sales Framework for Stronger Relationships
BizCon SOUTH - Tuesday, February 3, 2026 - 10:00 am - 11:30 am
Dustin E. James brings unmatched energy and real-world experience to inspire sales professionals and leaders. With over 20 years in business and top-performer status in four industries, he connects with every audience through practical lessons on mindset, motivation, and sales success. A dynamic entrepreneur and motivational speaker, Dustin helps individuals and organizations elevate performance, strengthen mental resilience, and unlock their full potential.
David Wells, David Wells Consulting
Key Concepts for a Better Lumberyard Design
BizCon NORTH - Wednesday, January 21, 2026 - 8:00 am - 8:50 am
BizCon SOUTH - Wednesday, February 4, 2026 - 8:00 am - 8:50 am
Outdated yard layouts and workflows can quietly drain time, money, and productivity. This seminar uncovers hidden inefficiencies and offers proven strategies to boost performance through smarter facility design and material flow. Industry expert David Wells shares insights from 39 years of experience, helping independent LBM dealers streamline operations, reduce costs, and improve both customer and employee satisfaction.
Steve Bench, The Millennial Guy
Communicating Across Generations: Member Survival Guide
BizCon NORTH - Wednesday, January 21, 2026 - 9:00 am - 9:50 am
BizCon SOUTH - Wednesday, February 4, 2026 - 9:00 am - 9:50 am Four generations now share the workplace, each with distinct values and communication styles. This session helps leaders, managers, and sales professionals bridge gaps, strengthen teams, and turn generational differences into advantages. National speaker Steve Bench, creator of The Pitch!, shares practical strategies for improving communication, retaining talent, and fostering a culture that values every generation.
Connections & Conversations
Membership Luncheon & Rapid-Fire Idea Exchange
BizCon NORTH - Tuesday, January 20, 2026 - 11:45 am - 1:30 pm
BizCon SOUTH - Tuesday, February 3, 2026 - 11:45 am - 1:30 pm
Join us on Day 1 of BizCon for the Membership Luncheon, where great food meets great conversation. Enjoy time with peers as you catch up on BLD updates and share stories around the table. Then get ready for Rapid-Fire Ideas to Spark Action and Change, a lively, fast-paced session filled with fresh perspectives delivered by fellow BLD Connection members to fuel your business. In just an hour, you’ll walk away inspired, energized, and ready to put new ideas into action.
Exhibitor Speed Showcase
BizCon NORTH - Tuesday, January 20, 2026 - 1:30 pm - 2:30 pm
BizCon SOUTH - Tuesday, February 3, 2026 - 1:30 pm - 2:30 pm
Happening right after lunch on Day 1, this high-speed session features fast-paced presentations from participating exhibitors…giving you a preview of what to explore on the show floor.
Exhibitors: Have a product or program to share? Contact Jodie at jodie@bldconnection.org to reserve your spot.
Brews + Bites Reception
BizCon NORTH - Tuesday, January 20, 2026 - 5:30 pm - 7:30 pm
BizCon SOUTH - Tuesday, February 3, 2026 - 5:30 pm - 7:30 pm
Wrap up Day 1 at BizCon with good food, great drinks, and even better company. Enjoy a relaxed atmosphere perfect for catching up with peers, sharing ideas, and a few well-earned laughs. Savor a tasty spread with light entertainment before heading out for client dinners or more one-on-one conversations.
Booths, Booths, and More Booths
BizCon NORTH - Tuesday, January 20, 2026 - 1:30 pm - 5:30 pm
BizCon NORTH - Wednesday, January 21, 2026 - 9:30 am - 12 pm
BizCon SOUTH - Tuesday, February 3, 2026 - 1:30 pm - 5:30 pm
BizCon SOUTH - Wednesday, February 4, 2026 - 9:30 am - 12 pm
Explore rows and rows of LBM industry-related booths featuring products, services, and innovations from across the sector. Don’t miss the Sponsor
Booths for premium insights and contests! Check out the current floorplans www.bldconnection.org/bizcons.
Invite Your Contractors to BizCon!
Registration, Hotel, & Prizes
Encourage your contractor customers to join you at BizCon North and South! Invite your contractors to explore the trade show for FREE (a $100 savings). You can register them online with your employees or give them a paper invite for onsite registration. For invites or help, contact Kandace at kandace@bldconnection.org or (763) 595-4053.
Student Career Panel
Each year, BLD invites area high school and college students to attend Day 2 of BizCon for free, providing a hands-on introduction to the LBM industry. The morning begins with a Student Career Panel featuring member suppliers and dealers discussing career paths, followed by time for students to explore the exhibit hall and connect with vendors.
Each student will be identifiable by a “STUDENT” badge.
Registration Register at www.bldconnection.org/bizcons.
Need help with registration? Reach out to Kandace at kandace@bldconnection.org or (763) 595-4053 for registration assistance!
Hotels
BizCon NORTH
Best Western Kelly Inn
St. Cloud, MN | (320) 253-0606
Rate: $119 + tax Cut-Off: Jan 9
Book: bit.ly/North26Hotel
BizCon Locations
BizCon NORTH
Rivers Edge Convention Center 10 - 4th Avenue South, St. Cloud, MN 56301
BizCon SOUTH
Prairie Meadows Hotel Altoona, IA | (515) 967-1000
Prairie Meadows Casino & Hotel 1 Prairie Meadows Drive, Altoona, IA 50009
Exciting Giveaways: Win Big at BizCon!
Bring your game face—there are multiple ways to win:
• Sponsor Duckie Scavenger Hunt – Back by popular demand! Track down the hidden duckies at sponsors booths for your change to win $250! If you also play the POWER UP option and interact with the Premium sponsors by collecting a signature from them, you can double your winnings to $500!
• Last Person Standing – Outlast the crowd, keep the laughs rolling, and you might score $250 for your commitment. Enjoy the final moments of the event and see if you’re the winner! (Day 2 only).
[ SALES CONNECTION ]
By Dustin E. James
The Humanization of Sales
The world of sales has undergone a significant transformation in recent years. Gone are the days of pushy, scripted pitches and manipulative tactics. Today, buyers are savvy, informed, and craving authenticity. The humanization of sales has emerged as a critical differentiator, where empathy, vulnerability and genuine connection are the keys to success.
Industries are shifting from transactional to relational. Traditional sales approaches focused on closing deals at any cost. Salespeople were trained to overcome objections, handle resistance and push products. However, this transactional mindset often led to burnout, mistrust and a lack of long-term relationships.
In contrast, humanized sales prioritize building rapport, understanding customer needs and delivering value. Sales professionals now strive to be trusted advisors, confidants and problem-solvers. This relational approach recognizes that buyers are people, not just targets.
Key Elements
• Empathy: Salespeople must put themselves in customers’ shoes, acknowledging their pain points, fears, and aspirations.
• Authenticity: Genuine, transparent communication builds trust and credibility.
• Active Listening: Sales professionals must listen attentively, asking insightful questions to understand customers’ needs.
• Storytelling: Sharing personal anecdotes and customer success stories creates emotional connections.
• Vulnerability: Salespeople should be willing to admit mistakes, show vulnerability, and demonstrate humility.
Benefits
• Increased Trust: Customers feel comfortable sharing their concerns and needs.
• Improved Customer Satisfaction: Salespeople deliver tailored solutions, leading to higher satisfaction rates.
• Long-Term Relationships: Humanized sales foster loyalty and repeat business.
The humanization of sales revolutionizes the way we approach customer relationships. By embracing empathy, authenticity and vulnerability, sales professionals build trust, drive satisfaction and create lasting connections. As the sales landscape continues to evolve, companies that prioritize humanization will thrive, while those clinging to outdated tactics will fall behind.
In this new era of sales, it’s time to trade in the hard sell for a heartfelt approach. By putting people first, sales professionals can become trusted advisors, valued partners, and – above all – human beings.
Dustin E. James will lead the Building Your Sales Framework for Stronger Relationships seminar at BizCon South on Feb. 3.
James is a professional speaker and sales coach. He is a serial entrepreneur, has earned top-performer status in four different industries and loves to help sales teams navigate competitive markets. Learn more at momentsleadership.com.
[ OPERATIONS CONNECTION ]
By David Wells
Mastering LBM Operations
Operational mastery is about creating a foundation to manage the complexity of a growing business in a controlled and sustainable manner. The bonus features are a greatly improved bottom line, happier employees, more loyal customers, scalable capacity and elevated brand reputation.
Harnessing operations is valuable because it enables organizations to effectively manage complexity, streamline processes and enhance efficiency. A professionalized infrastructure relieves dependence on strong personalities to “make it happen” and lessens the impact of the turnover cycle. Teams managed primarily by systems and processes more easily foster a culture of continuous improvement as standards are transparent and open to improvement.
For all that, mastering lumber and building material operations demands a clear vision and master plan. Each component must align for maximum output. Analysis, design and implementation must be rigorous and thorough, driven with disciplined execution.
While composed of individually actionable elements, a comprehensive approach delivers proven top-tier performance and will provide a much more solid foundation.
The Value Component
Improving logistical elements brings an enormous amount of value to the table. Too often, it is assumed that certain things just are – that there isn’t much we can do to impact those areas. When an operational overhaul is done in a holistic manner, it will often bring new life to those static areas. Here are some areas of impact:
• Labor savings.
• GP$/FTE boost.
• Fuel reduction.
• Inventory accuracy.
• Capacity increase.
• Lower overhead.
• Safety enhanced.
• Employee retention.
• Customer loyalty.
• Brand reputation.
• Sustainability.
• Scalability.
A large portion of the impact is driven by the rewiring of thought patterns towards a mindset of efficiency and continuous improvement. The efficiency component is the most impactful to the bottom line. Being able to do more with less is pretty easy math.
Of all the efficiency measures, unproductive time is the costliest. A two-part formula is used to measure the negative impact of unproductive time.
• Employee Value (EV) measures business impact – how much value an employee brings to the business.
• EV is taken from GP$/FTE (gross profit ÷ FTEs).
• Salary cost measures base pay plus overhead.
EV for yard/forklift staff at $48/hour, based on data from ProSales 2024. LBM overhead at 40%. $20/hour → $28/hour loaded, based on data from BLS 2024.
Zero productivity loads the full cost of both EV and salary, meaning a $76/ hour loss.
True-life example: During a site assessment, I found a client’s change of process added periods of unproductive time – four to six minutes each – to a very frequent process. This change affected three pickers over a dozen times a day each. Netting 780 unproductive hours annually, the
negative impact at $76/hour was a staggering $59,000.
Industry Perspective
The lumber and building materials world is a unique industry. Its products are a necessity for life, which provides a great opportunity to tap into a vast revenue stream. Yet, it is so logistically challenging that few newcomers dare start up. LBM’s unique products and last-mile complexity? Even Amazon can’t touch it.
The majority of LBM products are bulky, heavy and often require specialized handling and storage. Other logistical complexities arise from volatile demand, supply chain disruptions, extreme variances in end-user requirements and workforce challenges. Thus, this specialized distribution service lands squarely in the lap of LBM dealers.
Of the annual $72 billion - $87 billion supplied to the professional builder in 2024, dedicated LBM suppliers filled 70-75% of the orders. Independent LBM dealers, the target audience of this article, captured $15 billion – $20 billion of the pro market in 2024, based on data from ProSales 100, IBISWorld and LBM Journal.
With the many challenges and complicated by the very nature of
their self-subsisting existence, many independents struggle to master the operational puzzle. This is not surprising given that a mastered solution fully blends these components:
• Operational priorities.
• Structures, racking and equipment.
• Product placement and material handling.
• Traffic and workflow patterns.
• Team structure.
• Shipping and receiving.
• Inventory management.
• Systems and processes.
Fundamental Considerations
For those deciding to invest the time,
energy and resources needed to create a bedrock foundation for their operational future, there are a few key considerations that will greatly impact the path taken.
The first is philosophical deliberation around identity. The challenge is to introspectively answer the question, “Are we a lumber dealer with a fleet of delivery trucks or a distribution facility that ships lumber?” Simple sounding, yet the implications and impact run deep.
Pro delivery yards are distributors by function, and taking ownership of that reality will determine a course of action that will impact team functionality, yard design and process formation.
The distributor mindset is wired to the most efficient use of time, space and energy to move product – with minimal consideration to product identity or other legacy factors. A fully embraced distribution model will outperform a legacy organization by 10-25% in staffing, production, and expense controls.
Key factors found in a distribution model:
• The staging and loading area for outgoing deliveries becomes the “hub” around which outgoing materials are arranged for storage, staging, and loading.
• Radiating out from the hub, products
are stocked according to volume and touch, with little consideration of their relative product groups. This efficiency metric confines the fastest movers to the shortest travel distance.
• On-site customers are given high priority of service by managing them separately from the freight yard.
• The freight work zone is kept free of customer interference.
• Shipping and receiving are handled in separate zones (if space allows).
• Team specialists are used to maximize productivity.
• Location codes are the roadmap for all stock and special orders. A simple glance at any product record, paper or electronic, will allow anyone to find any item.
The second fundamental consideration is whether to keep the primary work areas free of customer interference. Not always practical, the solution is to provide a secondary area for customer inventory. This protects efficiency for the primary shipping business while also providing a higher service level for the on-site customer. Doing so will dynamically shift the entire layout of the distribution yard, so this must be a leading decision.
Operational Priorities
Setting the priorities for each operational element sets the tone and cadence of daily activities. Keeping the focus on the priorities, supported with systems and processes, minimizes chaos, “firefighting” and micromanaging as staff engage and respond to daily events according to a predetermined plan.
Example: For the typical LBM dealer, revenue generation becomes a reality when an invoice is produced. For pro dealers, 70-90% of revenue is delivered to the jobsite. With invoicing tied to deliveries, dealers in this category would be best served by keeping their fleet on the road.
Thus, the operational priority schedule for a pro yard might look like this:
1. Delivery: Drivers drive, no other duties; minimal startup and turn-around times.
2. Picking: Pickers pick, without interference; loads must be ready to ship to satisfy priority No. 1.
3. Receiving: Necessary but secondary to shipping.
4. Stocking: Daily requirement, but last major priority.
Team Structure
Top-tier operators have come to recognize the value of specialists in performance and role in their team’s organizational structure. Realigning away from generalist and multi-hat roles creates an environment where superstars can flourish, bringing excellence and improvement to their area of specialty.
In mid-sized and growing companies, the first step is usually a dedicated specialist for each operational element. As
capacity allows, each element becomes a team of dedicated operators and output levels continue to increase.
Typical operational segments are:
• Customer service.
• Drivers.
• Pickers.
• Receiving.
• Inventory management.
• Millwork.
• Doors and windows.
• Cabinets (and other specialty lines).
Yard Design & Product Placement
Product placement radiating out from the shipping hub drives peak efficiency by prioritizing time and distance. Applying the Pareto Principle (the 80/20 rule) to product volume and touches is the leading tool for determining which products should be in the “hot zone”, the area closest to the hub.
Long lengths and engineered wood products are an exception to this rule. They are best if kept near, but not in, the hot zone. The sheer bulk of these items mandates a close proximity to the hub to reduce traffic congestion.
The hub should have clearly marked areas for staging and adjacent parking for loading. One loading zone per two to three trucks is sufficient.
Separate receiving zones with clearly marked parking lanes are also located near the hub – close to the high-volume items but not interfering with shipping.
Outside of the hot zone, replacing lumber storage order by dimension and length with linear order (long to short, all dimensions mixed) aligns with the most common picking order for both forklifts and customers.
Vertical storage reduces ground area used – ideal for compacting space,
storing slower-moving items and open pack picking. Use of four-way forklifts can reduce aisle spacing by 35% and, when combined with vertical storage, greatly increases the return on the high cost of warehouse space.
Location coding is a requirement for a distribution facility. Location placement is a moving target that should be monitored and adjusted regularly to ensure efficiency is maintained as products change in volume and type.
As with customers, keep specialty division facilities and inventory separated from the freight portion as much as possible.
Mastering operations is a challenging
undertaking and not for the faint of heart. Implementation can create short-term stressors, but the payoff is extraordinary. The massive savings begin to perpetuate annually, capacity increases, morale goes up, better employees are attracted, and customer retention increases. All in all, a most worthy endeavor.
David Wells will lead the Key Concepts for Better Lumberyard Design seminar at BizCon North on Jan. 21 and BizCon South on Feb. 4.
Wells has almost four decades of experience working for and with independent lumber yards supplying the pro contractor segment. Using his industry experience and design talents, he brings innovation and high-efficiency concepts to lumberyard layout and design. With operational guidance to match his designs, Wells can guide LBM dealers through the operational mastery processes described in this article.
Learn more at lumberdude.com.
[ SALES CONNECTION ]
By Scott Plum
Rebuilding Bridges: Winning Back Contractors
Over the past few years, the lumber and building materials industry has faced one of the most volatile stretches in recent memory. Supply chain shortages, unpredictable delivery schedules and pricing swings forced everyone – dealers, suppliers, and contractors alike – to make fast, sometimes uncomfortable decisions to meet customer demands.
Some long-time customers drifted away, not necessarily because they wanted to, but because they had to. They went where they could get materials when they needed them. And now, as the market stabilizes and inventories normalize, it’s time to rebuild those relationships to start future transactions and orders.
This isn’t about chasing lost business. It’s about demonstrating that our commitment has changed – and improved. Contractors don’t want apologies; they want assurance. They want to know that the next time they place an order, you’re ready to deliver on your promises, create value and serve as an extension of their reputation.
Acknowledge the Past, but Focus on What’s Changed
Reconnecting starts with honesty. Everyone in this industry lived through the chaos – missed and messed-up shipments, backorders and long lead times. You don’t need to pretend it didn’t happen, but you also shouldn’t stay stuck there.
When you call a former customer, you acknowledge what happened, take responsibility and immediately pivot to what’s different and better now.
“I know last year was rough with the supply chain and other areas of uncertainty. We’ve made some big
changes since then – like improved forecasting when inventories start to become unpredictable, expanded vendor relationships with acceptable substitutes and tighter delivery windows to prevent disruption and theft. I wanted to reach out and show you how we’ve turned things around.”
This approach communicates respect and progress. It tells the contractor that you’ve not only learned from the challenges but invested in making sure they don’t happen again.
Most customers don’t leave because of failure – they leave because of silence. If you reach out with transparency and confidence, many will give you the chance to re-earn their trust. You need to proactively contact them with the intent to serve them by offering the best value and selling with the best price and terms.
Rediscovering Opportunity in Dormant Accounts
A contractor who hasn’t ordered in six months, when they ordered every week before, isn’t necessarily gone – they’re just quiet. They already know who you are and what you offer. They just need to be given a call and a reason to come back.
Start by identifying your dormant or secondary accounts – those who used to be steady but now only order occasionally, often when their replacement supplier runs short. Those are the easiest wins because the relationship already exists.
When reaching out, make the conversation about them, not you: “I wanted to learn more about the market you are focusing on and how your projects are going this season? We’ve improved how
we work with contractor orders and deliveries, and I’d love to see if there’s a way to support you better with a new order.”
It’s not about quoting a job or matching a price. It’s about curiosity – showing genuine interest in their business and serving them again.
Reactivation is the lowest-cost, highest-return form of new business. Most sales teams overlook it because it feels uncomfortable or possibly embarrassing, but these are conversations with people who already know your value. They just need a reminder. Your reengagement shows your strength and commitment to them and the market you serve.
Lead with Your Renewed Commitment
Price is rarely the reason contractors leave. Consistency can be a factor, along with unrecognized outcomes of management decisions, without understanding their true impact and consequences.
Today, the biggest differentiator in our industry isn’t product selection or even speed. It’s reliability – the confidence when a contractor calls, you’ll have what they need, when they need it, and in some cases, sharing with them a better product and process. That’s where value is created and claimed.
That’s where your company’s renewed commitment comes in – based on better leadership decisions, credible customer feedback and updated market trends. Whatever the change, make sure they know about it. Make a list of them.
“We’ve made a serious investment in improving service and process priorities.
We’re committed to making your projects run smoothly. Can we demonstrate it to you with your next order?”
Make Every Call Personal and Purposeful
A call that sounds like “checking in” or “touching base” is easy to ignore. A call that feels intentional gets attention.
Before reaching out, review past activity: what they bought, what type of projects they were doing and what challenges came up. Use that insight to personalize your approach and message. Example: “Last time we worked together, you were framing multifamily projects on the north side. Are you still focused there? We’ve improved some of our systems – that could work well within your process to keep crews moving between sites to meet deadlines.”
This kind of message shows relevance, preparation, and respect for their time. It also demonstrates that your call isn’t random; it’s thoughtful.
Every conversation should have a purpose – to reconnect, rebuild or reinforce value. Not to ask for a favor, but to offer one.
Turn Second Chances into Long-Term Partnerships
When a contractor gives you another shot, that’s not a free pass. It’s a test. They’re watching to see if things have truly changed. Deliver flawlessly. Then, follow up intentionally: “I appreciate the chance to work together on that last project. How did it go on your end? How would you rate our performance on a scale from 1 to 10? Anything we can fine-tune for next time?”
That simple question does more
to strengthen relationships than any discount, rebate or promo ever could. It tells them you’re invested in their success, and our relationship – not just your next order.
Consistency builds confidence. Confidence builds loyalty. And loyalty, once restored, is incredibly resilient.
Rebuild with Purpose
The building materials business has always been about relationships. Products may change, prices may swing, but trust – earned and re-earned –remains the real currency.
If the last few years have taught us anything, it’s that customers will forgive disruptions when they see an increased commitment. When you show up with improved systems, renewed energy and genuine care, you remind them why they partnered with you in the first place.
At the Minnesota Sales Institute, we say: “Same business, different ways, better results.” Reconnecting with lost customers is exactly that – doing the
same business, but in a better way. It’s about demonstrating progress, not perfection.
So, start calling those past contractors not to apologize, but to prove that you’re ready to deliver better than ever to their expectations of you, because of your increased commitment.
Scott Plum will lead the From Price to Purpose: Elevating Sales with Proposals Over Quotes at BizCon North on Jan 20.
Plum is the founding president of the Minnesota Sales Institute, where he works with salespeople and leaders to strengthen relationships, improve performance and increase revenue through authentic conversations. He’s the author of “Taking Off Into the Wind – Creating Lift Out of Life” and co-host of the Winning at Selling podcast.
AI & Cloud Innovations
Dominate LBM Tech
LBM industry software providers continue to refine their products to help LBM dealers gain efficiencies, improve processes and, ultimately, better serve their customers. It’s little surprise that recent LBM software developments and improvements have largely centered around leveraging the power of artificial intelligence and cloud computing. Following are several recent updates from industry tech providers.
ECI Software Solutions Launches Built-in Ecommerce AI Agent
ECI Software Solutions recently announced its ecommerce AI Agent, a built-in AI tool within the company’s ecommerce platform, EvolutionX, which also powers its Spruce eCommerce solution.
The AI Agent combines intelligence and real-time insights to help merchants make day-to-day work easier, connect better with customers and uncover new revenue opportunities – all without complex setup or technical expertise. This reinforces ECI’s commitment to developing Practical AI, which supports the growth objectives of its SMB customers. Unlike standalone AI plug-ins, the AI Agent is purpose-built and fully integrated into their workflow for a secure experience tailored to how they operate.
“Ecommerce businesses today are managing more digital complexity than ever, from maintaining ecommerce catalogs and product data to keeping pace with evolving customer expectations,” said Chris Fisher, vice president of global ecommerce at ECI Software Solutions. “Most don’t have the time, budget, or in-house expertise
to implement advanced AI tools that typically only large companies can afford. By building AI directly into our ecommerce platform, we’re eliminating those barriers and giving users a practical, simple, secure way to streamline everyday tasks, uncover insights in real time, and build the kind of digital resilience they need to compete long term.”
Key benefits of the AI Agent include:
• Instant access to business insights: Provides merchants with real-time access to sales, orders, and customer behavior to uncover trends and opportunities.
• Intuitive chat interface: Enables merchants to identify high-value customers, spot those who might stop buying, and analyze order trends, directly from the merchant dashboard.
• Smarter product listings: Automatically enriches product listings with additional details and relevant keywords to improve SEO, visibility, and conversions.
• Fraud detection: Intelligent pattern recognition evaluates orders, detects anomalies and flags suspicious activity, helping to reduce manual reviews, chargebacks and protect revenue without disrupting a legitimate customer order.
For merchants, these productivity gains translate into better visibility, faster responses to market changes, and more consistent customer experiences.
The AI Agent will support ecommerce customers and prospects across all integrated products. To learn more, visit www.ecisolutions.com.
Epicor Launches AI Agent with Outcomes-Based Pricing
Epicor recently introduced Epicor Prism Business Communications, the industry’s first ERP AI agent with outcomes-based pricing. The solution automates RFQ workflows and accelerates supplier communications, helping supply chain businesses cut cycle time, reduce manual work and make fast, confident purchasing decisions.
The make, move and sell industries are under pressure to scale operations while managing labor shortages, supply chain volatility, and rising customer expectations. Yet many still rely on manual RFQ processes and disconnected systems that slow decision-making and delay orders.
Epicor Prism Business Communications – a vertical AI agent built for supply chain businesses – addresses these challenges and empowers users to eliminate the delays, errors and manual effort that slow down RFQ and supplier communication processes. The agent meets users on a familiar channel they use every day – email communication –without requiring separate portals or predefined templates. Because Prism Business Communications understands Epicor’s unique ERP data structure built for the supply chain industries, the agent can carry on a conversation with a user and contextually translate email communications with suppliers, such as “lead times,” “cost” and “part ID” directly into the ERP. This empowers users to:
• Save time by automating handling and quote comparison across multisupplier, multi-part RFQ scenarios.
• Surface actionable insights from supplier quotes using AI-generated summaries and suggested next steps.
• Improve procurement performance with metrics on RFQ cycle time, quote responsiveness, and supplier engagement.
• Make smarter decisions by flagging missing data, quote inconsistencies, and priority items.
By streamlining manual workflows, improving quote accuracy and accelerating purchasing decisions, Prism Business Communications delivers enhanced operational value. And, with an ERP industry-first in outcomes-based pricing for an AI agent, users only pay for RFQs that convert to purchase orders.
Epicor Prism Business Communi-
cations is part of the Epicor Prism portfolio, a network of vertical AI agents built specifically for the supply chain industries. Through intuitive, AI-driven conversational ERP, Epicor Prism agents simplify the way businesses and their workers access answers and recommendations to complex business needs and take faster action.
“Epicor Prism Business Communications delivers on our Cognitive ERP vision to empower the make, move, and sell industries in making faster, smarter decisions and speeding time-to-value,” said Arturo Buzzalino, chief innovation officer at Epicor. “By automating RFQ workflows and accelerating supplier decisions, we’re helping users eliminate friction in procurement, freeing teams to focus on what matters most – delivering with speed and accuracy to help grow their business.”
For more information, visit epicor.
com
Intact Software Introduces GenetIQ ERP Software
Intact Software’s ERP solution, GenetiQ is designed specifically for the lumber and building material supplies industry.
GenetiQ is a purpose-built, true cloud, browser-based platform that is rapidly gaining adoption among sector leaders. Leveraging over three decades of LBM expertise, GenetiQ delivers specialized functionality and cuttingedge innovation that traditional ERP systems have struggled to provide.
GenetiQ integrates core functions such as counter sales, dispatch and delivery, rebates, CRM, financials, and operations, all powered by LBM-specific features and an open architecture.
Built on a modern cloud and mobile platform, it scales seamlessly with businesses of all sizes – from independent dealers to multi-location
enterprises – providing a robust, ready-now technology foundation to meet today’s demands and embrace tomorrow’s technologies.
“We’ve built a platform that truly understands LBM operations while delivering the modern capabilities businesses need to grow,” said Tim Singleton, director of business
alliances for GenetiQ North America.
“The industry’s response has been remarkable.”
To learn more, visit genetiqerp.com
Tuesday, February 24, 2026
Glacier Canyon Conference Center Wisconsin Dells, WI
Connections That Build Wisconsin
Join retailers and suppliers from across the region for an interactive day full of practical learning, peer-led discussion, and valuable networking. Discover useful ideas you can put to work right away, engage in lively conversations with people who understand your world, and spend time connecting over good food and a relaxed evening reception.
This conference is a chance to grow with your network. BLD Connection members consistently tell us that showing up to learn and connect is where the value becomes real.
Practical education, peer conversations, and connections that last.
AGENDA AT A GLANCE
Pre-Conference — Monday, February 23, 2026
2:00 pm - 4:30 pm Next Gen Roundtable (separate registration)
5:30 pm - 7:00 pm Networking Happy Hour at Monk’s Bar and Grill
Main Conference — Tuesday, February 24, 2026
8:30 am - 5:00 pm Registration Desk Open
9:00 am - 9:20 am Welcome Address
9:30 am - 11:15 am Owner and Managers Roundtable
9:30 am - 11:15 am Sales Roundtable
11:15 am - 1:00 pm Membership Lunch, Awards Banquet, and Lunch Keynote
1:00 pm - 1:30 pm Sponsor Showcase (new for 2026)
1:30 pm - 3:00 pm Sales Seminar
1:30 pm - 3:00 pm Leadership Seminar
3:15 pm - 4:30 pm Panel Discussion
4:30 pm - 6:00 pm Networking Reception
HOTEL INFORMATION
Glacier Canyon Lodge & Conference Center 45 Hillman Road Wisconsin Dells WI 53965
Discounted Room Rate: $109 + tax & fees
REGISTRATION
Rate Available Until: January 24, 2026
Booking Info (by Phone)
Call: 800-867-9453
Reference group ID Leader#B18504 when making reservation
Register at www.bldconnection.org/wiconnection-conference or contact Connie Johnson at connie@bldconnection.org | (763) 595-4045.
Education & Networking
February 23-24, 2026
February 23, 2026 | 2:00 pm - Next Gen Roundtable
Designed for rising leaders, this interactive roundtable invites open dialogue on today’s challenges, fresh perspectives, and opportunities to shape the future together. Visit bit.ly/NextGenWI to register.
February 23, 2026 | 5:30 pm - Networking Happy Hour
Ease into the event at Monk’s Bar and Grill with drinks, appetizers, and easy conversation.
February 24, 2026 | 9:00 am - Welcome Address
Grab coffee and a muffin as BLD Connection President Cody Nuernberg kicks off the day.
February 24, 2026 | 9:30 am – Owner & Managers Roundtable
Share what is working, compare approaches, and gather practical ideas you can bring back to your team. To welcome more voices to the table, we’ll have two separate roundtable rooms.
February 24, 2026 | 9:30 am – Sales Roundtable
Trade real-world strategies for strengthening customer relationships in a changing market. Lynne JensenNelsen is a nationally recognized sales leader and speaker in the construction and home improvement industries and will join the group to provide her insights.
February 24, 2026 | 11:15 am - Membership Lunch, Meeting & Keynote
Enjoy lunch, celebrate member achievements, and attend brief membership meeting followed by an inspiring keynote with Dr. Cindra Kamphoff, an award-winning mental performance coach who has worked with the Minnesota Vikings and Team USA Track & Field. She is also the author of Beyond Grit and host of The High Performance Mindset podcast.
February 24, 2026 | 1:00 pm – Sponsor Showcase (new for 2026)
Meet sponsors and explore products and services that support your business.
February 24, 2026 | 1:30 pm – Sales Seminar with Lynne Jensen-Nelson
Beyond the Bid: Driving Builder Sales
Learn what truly drives builders’ decisions and how to position your team as a strategic partner for long-term, trusted relationships and competitive advantage.
February 24, 2026 | 1:30 pm – Leadership Seminar with Paul Burke
Unleashing a ‘People Power’ Revolution in Your Organization
Apply a people-first framework to today’s realities of wage pressure and engagement. Paul brings 30-plus years in sales and marketing leadership, which he gained from being a successful entrepreneur, and service as a U.S. Army company commander during Operation Desert Storm.
February 24, 2026 | 3:15 pm - Panel Discussion
Stronger Together - Building Success Through Dealer, Supplier, and Customer Collaboration Leaders from each link in the supply chain share how communication, aligned goals, and a customer-first mindset create win-win outcomes.
February 24, 2026 | 4:30 pm - Networking Reception
Close the day with hosted beer, soda, and hors d’oeuvres to go along with great conversation and cash prizes.
[ LEADERSHIP CONNECTION ]
By Paul Burke
Building a Cohesive Leadership Team
If you want to unleash a true people-powered revolution in your organization, start where every culture begins – at the top.
I’ve worked with dozens of companies that had the right products, the right market and even the right intentions, but they struggled because their leadership team wasn’t cohesive. Without alignment, even the best strategy turns into frustration, finger-pointing and burnout.
When the leadership team gets healthy, the entire organization improves – communication, accountability, trust and ultimately performance. The good news? You can build that kind of team intentionally.
Here are five steps to help you create a cohesive and functional leadership team that can power your entire organization for years to come.
Step 1: Create Leadership Team Roles Before Filling the Seats
Most organizations start by thinking about the people they have and then try to fit them into roles. That’s backward. Too often, they put the wrong person into a critical role and set them up to fail.
Start with the role, not the person. Ask, “What functions are essential for the success of this organization?” Try to look forward between 12 and 18 months. This gives you enough time to grow into the new structure and flexibility to make adjustments as your business and the marketplace change. Every leadership team needs to cover three critical areas:
• Sales & Marketing – driving growth and revenue.
• Operations – delivering on promises efficiently.
• Finance – tracking performance and ensuring sustainability.
These three areas are universal to all organizations. Depending on size, you may add roles for Human Resources or Information Technologies, or split Operations into multiple roles. I have found the sweet spot is usually three to seven roles in total. “Less is more”. The smaller the team, the faster and healthier the decisions.
A simple filter for you to use when setting each role:
• Operations – delivering on promises efficiently.
• Finance – tracking performance and ensuring sustainability.
Once those roles are identified, you’ll start to see some clarity in your business and how many past conflicts simply came from unclear structure, not bad intent.
Step 2: Clearly Define Each Role’s Responsibilities
This is where we take “clarity” from a buzzword to a practice.
For each role, write down five to eight key responsibilities, what this role will “own.” No more. Keep it simple enough that everyone on the team understands what they and their fellow leaders own.
Initially, you will want to keep this top-line and use bullet points. There will be time later to create an in-depth job description, but too often over-worded job descriptions serve only HR admin and lawyers.
Here’s the rule that changes everything: Only one person can own
each item. That doesn’t mean they do all the work, but they’re accountable for it. Shared ownership almost always leads to no ownership.
Ask these questions for each responsibility:
• Does it include leading people?
• Does it tie directly to measurable results?
• Is it clearly distinct from other roles?
When everyone knows exactly what they own and what their fellow leaders own, you eliminate confusion, duplication, and hidden tension. The team starts rowing in the same direction.
Step 3: Fill Those Roles with the Right People
Now it’s time to match talent to roles. This step separates the good teams from the great ones. A simple three-part test helps determine fit:
• Do they get it?
• Do they want it?
• Do they have the capacity to do it? If any answer is “no,” you’ve got a problem, and forcing it only delays the inevitable.
The best leadership teams are built on fit, not favoritism. And once the right people are in the right seats, accountability and trust naturally grow. Here, we need to avoid putting someone into a role because “it’s her turn” or “he is family.”
Generational family businesses have many stakeholders, and everyone believes they need to be on the leadership team to keep an eye on their investment. Here is where having a board of directors or a family council
helps keep stakeholders engaged without filling a role on the leadership team.
Step 4: Build an Effective Leadership-Team Meeting Pulse
Healthy teams meet rhythmically – not constantly, but consistently. Without structure, meetings drift into random discussions or, worse, unproductive therapy sessions. Here’s a meeting cadence that works:
• Daily Huddle (5–10 minutes): Quick stand-up to share priorities, progress, and barriers.
• Weekly Tactical Meeting (60–90 minutes): Focused on real-time problem solving and execution.
• Ad-Hoc Issues Meetings: When something big arises, deal with it promptly and include the right people to solve the issue.
• Quarterly Off-Site Planning: Step back to assess performance, reset priorities, and reconnect as humans. A solid meeting pulse creates momentum. It turns talk into traction. When your leadership team is disciplined in its rhythm, the rest of the organization mirrors that discipline. Remember, the reason leaders meet is to solve issues for their teams.
Step 5: Build Leadership-Team Alignment
Roles, structure, and meetings create clarity, but alignment creates power. Alignment begins by answering six questions every leadership team must agree on:
1. Why do we exist? (Your core purpose)
2. What do we value most? (Your core values)
3. What do we actually do? (The essence of your business)
4. Who do we serve? (Your target audience)
5. How will we win? (Your strategic anchors)
6. What’s most important right now? (Current priorities)
Your leadership teams will not immediately agree on the answers to all these questions. They shouldn’t. Here is where healthy conflict gets the best results. The objective is 100% alignment going forward. Great teams debate ideas vigorously but never attack each other personally. They challenge assumptions because they care about the outcome. Alignment grows with practical team exercises. Here are several exercises that I have used to strengthen team health.
• Personal Histories Exercise.
• One-Thing Exercise.
• Strength Finders.
• The Six Types of Working Genius.
• The Five Dysfunctions of a Team Assessment.
These exercises are not silver bullets to team dysfunction, but leveraged over time, they help a team grow and function at a high level. When we learn more about each other and our behaviors, we become stronger. When alignment and trust intersect, something powerful happens, people take ownership. They stop waiting for permission and start driving results. Every organization I’ve coached that achieved breakthrough growth had one thing in common. They constantly challenged each other but still functioned as a cohesive unit. They didn’t need more policies, software or slogans. They needed clarity, trust and rhythm. Once that foundation was built, they became unstoppable.
When leaders model openness, accountability and respect, that culture cascades throughout an organization. Suddenly, the “people problems” disappear because people feel empowered, informed and inspired.
“People-powered” isn’t just a slogan. It’s a philosophy. It means believing that the most powerful lever for growth is your people, and that begins with the people leading them.
A cohesive and functional leadership team sets the tone for everything else. It’s where vision turns into action and where culture takes root.
So as you prepare for the year ahead, ask yourself:
• Do we have the right structure?
• Are the right people in the right seats?
• Are we aligned around purpose, values, and priorities?
If not, that’s where your revolution begins.
Paul Burke will present the Leadership Seminar at the Wisconsin Connection Conference on Feb. 24.
Burke has more than 30 years of sales and marketing leadership, managing local, corporate and global teams. He has also been an entrepreneur, owning, leading and successfully exiting several businesses. He enjoys working with entrepreneurs and leadership teams as a teacher, facilitator and coach, helping them get more out of their business and work life, “Putting the fun back into dysfunctional.”
News to Share?
Do you have company news or a product announcement to share? BLD Connection would love to hear about it and share it with our readers. Let us know about your remodels, expansions, promotions, management hires, awards, media coverage or anything else you think might be of interest to BLD Connection members. Email news releases to tim@ bldconnection.org for consideration and possible inclusion in a future issue.
[ SALES CONNECTION ]
By Lynne Jensen-Nelson
Beyond the Bid: Driving Builder Sales
To be successful, construction product suppliers need to truly understand what home builders, remodelers and designers need from them. Of course, they want their suppliers to provide high-quality materials on time and at a fair price, but they also seek strategic business partnerships that prioritize their overall success through exceptional sales, service and customer service support.
Long-term partnerships are valued because they build trust, offer cost savings opportunities and create a competitive advantage in a demanding market where timelines and profitability are essential to viability. So, what exactly do builders want from you? Here are the key factors builders use when making decisions about which product suppliers to use and features to include.
#1: Provide Quality Products at a Good Value
No surprise here, builders want good pricing. Keep in mind, most products have an upfront cost as well as a long-term value. While price is important, builders look for overall value, which includes warranties, rebates, cost of rework, etc. – not just the initial cost of the material.
The quality of building products directly impacts the safety, durability and appearance of a structure. In most instances, the builder’s name will remain with the home long after the homeowner has moved on. Builders prefer durable products that reduce callbacks or warranty work. Make sure you clearly explain how your product meets this need.
#2: Be a First Responder
Timing is everything in builder sales. The pace of sales has never been faster. If builders have a question, they need a response now. They won’t wait two business days to get an answer. They will simply find another supplier. Research shows that you are 45% more likely to win a builder sale if you are the company that responds first. Another 66% of builders say ease of getting in contact with someone when needed influences their product supplier decisions.
After the sale, builders need products delivered on time to keep their projects on schedule. Supply chain delays can jeopardize client relationships and profitability.
#3 Be Proactive and Persistent
Builders want suppliers to be invested in their overall success, not just one sale at a time. A good supplier helps builders differentiate themselves and improve profitability. They support the builder in every aspect of their business: upfront marketing, team member development and support after closing.
Foster relationships based on mutual trust, commitment to setting and meeting deadlines, and a shared understanding of project/business goals.
#4: Communicate Effectively
In construction sales, overcommunication is underappreciated. Clear communication about product specifications, availability, pricing, installation, long-term value and potential issues is crucial for builders to make informed decisions.
#5 Offer Solutions, Not Just Products
Position yourself as a problemsolver who can help builders achieve their objectives, whether it’s through product expertise, technical support or innovative building solutions. Suggest innovative alternatives or provide solutions when desired materials are unavailable. This adds significant value to the relationship.
BONUS: Team Sales Approach
Builders appreciate working with companies where everyone is a part of the sales team. That means drivers and installers care about the job site and communicate professionally with other tradespeople. The customer service team is responsive to builder team members and customers. Even your accounting department is an extension of your sales team. This collaborative approach is particularly effective for complex, long-term business partnerships.
Be a Business Partner, Not Just a Product Supplier
Focus on how you can help the builder succeed long term, not just on completing a single transaction. Builders look for industry partners who are willing to commit for the long haul, understand their business and align their resources to help meet their goals.
Lynne Jensen-Nelson will lead the sales seminar at the Wisconsin Connection Conference on Feb. 24.
Nationally recognized business leader and highly sought-after keynote speaker, Jensen-Nelson uses her extensive experience in the construction and home improvement industries to help organizations thrive. She founded Conversion-omics Speakers & Consultants for the sole purpose of education through inspiration. Through her skills in keynote speaking, workshops, and business strategy, she transfers key lessons to organizations across the country. Learn more at www.conversion-omics.com.
The Air Raid Sales Offense: How to Quit Playing Defense and Score New Business
A 1.5-Day Workshop for Sales Leaders and High Performers
It’s time to quit playing defense.
In this high-energy workshop, sales leaders and OSRs will learn how to take control of their sales game, move fast, and start scoring more often.
Based on The Air Raid Sales Offense by Bradley Hartmann, LBM sales trainer and former Division I quarterback, this interactive experience challenges you to think differently, act decisively, and lead boldly.
Come ready to compete, collaborate, and change the way you think about sales leadership.
It’s time to go on offense.
February 26 & 27 – Minneapolis March 25 & 26 – Kansas City
Learn more at www.bldconnection.org
Bradley Hartmann was raised in a lumberyard and built more than 1,000 homes before moving into area purchasing at PulteGroup. His passion is helping LBM sales teams make it easy for builders to buy better and build more profitably.
[ SAFETY CONNECTION ]
By Melissa Olheiser, OHST
Stay Winter-Ready
Cold weather has arrived, bringing new challenges to staying safe on the job. Whether you’re working outdoors, loading trucks or keeping operations moving within the shop or storefront, it’s important to stay alert and prepared. Here are a few reminders and ongoing tips to help maintain a safe workplace throughout the winter months.
Shorter Days, Darker Starts
With the sun rising later, many crews begin their day in the dark. Watch your footing when walking or loading equipment before sunrise – uneven ground, ice and hidden obstacles can cause slips and falls.
• Make sure the yard and shop lights are working properly.
• Keep walkways and work areas clear of clutter and ice buildup.
• Allow extra time in the morning to move safely and check your surroundings.
Cold Mornings, Warm Afternoons
Temperature swings can make it hard to stay comfortable and focused.
• Dress in layers to stay warm early and shed gear as the day warms up.
• Keep an extra set of dry clothes on hand for wet or snowy days.
• Stay hydrated. It’s easy to forget in cold weather, but your body still needs fluids to perform safely.
Inspect Shop and HVAC Systems
A well-maintained shop keeps everyone productive and comfortable.
• Replace HVAC filters and clean coils.
• Inspect heating units for spider webs, dust or rodent nests.
• If using propane or natural gas, check all lines and fittings for leaks or damage.
Preventive maintenance now avoids breakdowns and cold downtime later.
Carbon Monoxide (CO)
Monitoring
Winter often means closed doors, running heaters and idling equipment – all of which can increase the risk of carbon monoxide exposure. CO is a colorless, odorless gas produced when fuel burns incompletely. Even small amounts can cause headaches, dizziness or nausea, and high levels can be deadly.
• Ensure CO detectors are installed and working in shops, offices, and heated work areas.
• Never run vehicles, forklifts, or generators indoors without proper ventilation.
• Report any unusual symptoms immediately, such as headache, weakness, or confusion, especially if multiple people feel unwell at once. Regular monitoring helps prevent silent and serious incidents.
Ongoing Winter Safety Tips
Keeping safety top of mind every day makes a big difference:
• Clear snow and ice daily from walkways, stairs and loading zones.
• Use slow, steady steps on icy ground and avoid rushing.
• Warm up vehicles and equipment safely in well-ventilated areas.
• Wear proper gloves and footwear with good traction.
• Report slick spots or unsafe conditions immediately so they can be corrected.
Stay Alert. Stay Prepared. Stay Safe.
Winter conditions can shift quickly. Being prepared helps everyone work safely and effectively.
Melissa Olheiser, OHST, is regional director for OECS, BLD Connection’s preferred OSHA safety consultant. Contact OECS at (763) 417-9599.
[ MEMBER CONNECTION ]
Carhart Lumber Earns Hall of Fame Honor
Carhart Lumber Co., a fourth-generation building materials supply company with 10 Nebraska locations, recently earned a pair of impressive community honors.
In September, the Norfolk Area Business Hall of Fame inducted Carhart as its newest member. The honor recognizes the company’s longevity as an important community member, its reputation as a good employer and its integrity.
“The reason we’re here 103 years is because of our customers, and we don’t take that for granted,” Carhart President Brenda Carhart told the Norfolk Daily News. “We know that people walking into our store is what keeps us alive, and we’re very appreciative of that.”
Carhart Lumber recently demonstrated its service to the community yet again by awarding student scholarships in each of the communities where it has store locations. This year’s recipients included:
• Shaylee Hulinsky – Burwell Public Schools
• Max Hammond – Norfolk Catholic High School
• Max Arenas – Norfolk Public Schools
• Avery Bargman – Bloomfield High School
• Hadassah Heckert – Neligh High School
• Hollie Anderson – Lutheran High School
“We are so proud to support the next
generation of leaders and look forward to watching their bright futures unfold,” the company said in its social media announcement about the winners. Congratulations, Carhart Lumber Co., for continuing your long history of representing the LBM industry so well.
Central States Opens New Manufacturing Plant
Central States Inc., one of the largest manufacturers of metal building products in the nation, recently opened its newest manufacturing facility, marking a major milestone in the company’s continued growth and commitment to employee ownership. The ribbon-cutting ceremony, held Sept. 18, 2025, welcomed company leaders, local and state officials, and community members to the 100,000square-foot facility located in the Peterson Industrial Depot in Tooele, Utah.
The Tooele plant is Central States’ 13th manufacturing facility and its westernmost location to date. It represents a multi-million-dollar investment in the Tooele community and is projected to create more than 90 new positions.
This manufacturing expansion supports Central States’ fast-growing pre-engineered metal building business, as well as its roofing and siding, post-frame, self-storage, living spaces and metal components operations. The site will manufacture a variety of residential and commercial roof and wall panels in a variety of gauges, a wide selection of accompanying trim, and structural purlin. The new plant will also produce the innovative Alpha Framing System, a proprietary framing system that is faster to install than traditional framing methods.
The Tooele plant opening marks the first time in company history that Central States has opened two new manufacturing sites in the same year. In August 2025, the
company celebrated the launch of its Springdale, Arkansas, frame and structural steel plant under its Central States Building Works business.
“Opening our 13th plant—and our second new facility this year—is a testament to the strength of our team and the trust our customers place in us,” said Doug Watts, President of Central States Manufacturing.
Mead Lumber Celebrates Company Milestones
Mead Lumber recently marked a major milestone: 25 years since becoming an employee-owned company, and 10 years as being 100% employee-owned. Founded in 1910 in Ashland, Nebraska, the company launched its Employee Stock Ownership Plan (ESOP) on Sept. 25, 2000, with employees owning a portion of the company. In 2014, Bob Mead, the last Mead family member to own the company, sold his ownership stake in the company to the employees, making Mead Lumber 100% employeeowned.
“When Mead Lumber started down the road of becoming employeeowned 25 years ago, no one could have predicted the impact it would have on our people and our future,” said Dave Anderson, President and CEO of Mead Lumber. “We are proud that more than 30 of those first employee-owners are still with us today. Their commitment, alongside our newer employee-owners, has built a culture of trust, service, and shared success. Our story is proof that when employees have a true stake in the business, everyone wins.”
The milestone will be observed across all 53 locations in nine states, with employees gathering for events, team meals, and hearing from the more than 30 current employees who were part of the first group of employee-owners 25 years ago.
Employee ownership has brought long-term benefits to Mead Lumber and its people. The ESOP rewards employee-owners with retirement savings tied to the company’s success, helps attract and retain top talent, and fosters a culture where everyone has a personal stake in the business. That culture has been key to steady growth
and to building strong relationships with contractors, remodelers, and communities across the region.
Mead Lumber also recently completed a major remodel of its Beatrice, Nebraska, location. The renovation is part of the company’s ongoing program to modernize two to three locations each year, reflecting a long-term commitment to its customers and the communities it serves.
The remodel includes an expanded showroom, improved layout, better access, new signage, and a dedicated Milwaukee tool area. It’s the first major update to the Beatrice store since the 1990s. Mead Lumber has been part of the Beatrice community since 1965.
In addition, Knecht Home Center’s five locations recently changed their name to Mead Lumber. Locations in Rapid City and Spearfish, South Dakota, Gillette
and Sheridan, Wyoming, and Cañon City, Colorado, are now part of Mead’s unified brand.
“For 25 years, Knecht Home Center has been part of the Mead Lumber family, and this step brings that relationship full circle,” Anderson said. “This change strengthens our identity, supports our employee-owners, and reinforces our commitment to providing customers with trusted service and quality products.”
Senator Touts Marcus Lumber
U.S. Senator Joni Ernst (R-Iowa), chair of the Senate Small Business Committee, recently named Marcus Lumber of Cherokee County as her Small Business of the Week. Throughout the 119th Congress, Ernst plans to recognize a small business in each of Iowa’s 99 counties.
“Marcus Lumber has nailed it when it comes to building a legacy of quality service,” said Ernst. “They pride themselves on having a solid foundation and making a deep impact on the community. For over a century, they’ve hammered out success through hard work, innovation, and Iowa grit.”
Founded in 1920, Marcus Lumber has grown from a small-town lumberyard
into a full-service home improvement business serving northwest Iowa. Now in its fourth generation of family ownership, the company has rebuilt after setbacks, expanded to multiple locations, and continues to give back to the community. With a team of nearly 60, they’ve truly raised the roof on home improvement across the state.
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Northern Crossarms Changes Ownership
Northern Crossarm Co., a 103-year-old Chippewa Falls, Wisconsin, company, recently changed hands, marking the first time in its storied history that it is not owned by a member of the Bischel family.
Upon his retirement, Pat Bischel turned over the business to Peder Anderson, a longtime employee with more than 30 years of experience.
“I’ve never done anything to deserve this company,” Bischel said in a company video announcing the sale. “It’s been a gift. And because of that, I owe it to the people who depend on it to take care of it. The last thing in the world I wanted to do is work till
I’m dead. And the second last thing is I didn’t want to sell the company to some corporation that wouldn’t care about the people that are working here the way I do. And Peder does.”
Bischel began working at the company as a child and has spent the past 65 years learning and eventually running the business.
“My journey here at Northern Crossarm has been one of opportunity,” Anderson said. “I think that’s important for everybody who’s involved with Northern Crossarm Company. You know, Pat has always represented not just a leader, but a lot like a father figure, telling you when you did something
wrong, praising you when you did something right. I will continue to give that same opportunity to the employees who are here at Northern Crossarm, the ones who are here today and the ones who are going to come down the road.”
B&B Lumber: Indie ProDealer of the Year
HBSDealer magazine recently recognized B&B Lumber in Wichita and Newton, Kansas, for receiving 2025 Independent ProDealer of the Year honors from the National Lumber & Building Material Dealers Association and Hardware & Building Supply Dealer.
“We are extremely honored to be recognized as the 2025 Independent ProDealer of the Year,” said secondgeneration owner Thomas Baalmann. “This award reflects the hard work and dedication of our family and team, whose passion for serving our customers and community inspires everything we do.”
The article touted B&B’s industry and community engagement: “B&B Lumber is active with its trade association BLD Connection (Baalmann is currently chair), the NLBMDA, and its co-op, LBM
Advantage. Stepping up in leadership roles around the industry is part of the B&B way. Thomas’s uncle, Harold Baalmann, is a past chair of the National Lumber and Building Material Dealers Association.
“Another example of B&B’s engagement is with the Wichita Area Builders Association, which Baalmann says enjoys an unusual – maybe even unique – relationship with regulators. Regular meetings with the association and building inspectors help keep fees and job-site surprises to a minimum, among other benefits of collaboration.”
BLD Connection President Cody Nuernberg said, “Tom’s passion for elevating not just his business but the industry as a whole is not often found today.”
Congratulations, Tom and the crew at B&B Lumber, for this well-deserved recognition.
Newspaper Profiles Prickly Pear Farm & Home
The Mercury, a Manhattan, Kansas, newspaper, recently profiled Prickly Pear Farm & Home, a BLD Connection member located in Kinsley, Kansas.
The article tells the story of how Ellie Bowman became the owner of the small-town lumber and building materials business, came up with the quirky name and has grown the business over the course of just a few years.
“I was trying to decide on a name,” Bowman said. “I wanted something fun that we could market, and I’ve always liked cacti.”
As the story goes, Bowman had been deeply involved in her family’s farm but
wasn’t quite sure where her path would lead. One day, a casual conversation about taking over the local lumberyard sparked an idea.
Leveraging her family’s talents, Bowman’s leadership ensures that the business runs smoothly and continues to grow. Together, she and her parents have built Prickly Pear Farm & Home into a successful business serving their community.
View the article at https://bit. ly/3WPqBmj
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Interested in placing a classified ad with BLD Connection? Visit https://members.bldconnection.org/ classifieds or email melanie@ bldconnection.org for details.
