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Set the Tone
MAGAZINE STAFF
Publisher Cody Nuernberg cody@BLDConnection.org
Publication Manager Melanie Hultman melanie@BLDConnection.org
Editor Tim Dressen tim@BLDConnection.org
Advertising Sales
Erica Nelson erica.nelson@ewald.com (763) 497-1778
ASSOCIATION STAFF
President Cody Nuernberg cody@BLDConnection.org
Vice President & Director of Education
Connie Johnson connie@BLDConnection.org
Director of Membership
Tony Cook tony@BLDConnection.org
Director of Events
Jodie Fleck, CMP jodie@BLDConnection.org
Director of Communications
Melanie Hultman melanie@BLDConnection.org
Regional Field Manager (Nebraska, North Dakota, South Dakota)
Erik Burns erik@BLDConnection.org
Regional Field Manager (Arkansas, Kansas, Missouri)
Jonathan Lynn jonathan@BLDConnection.org
Accountant & Administrative Assistant Katie Carlson katie@BLDConnection.org
Event & Communications Specialist
Kate Stockinger kate@BLDConnection.org
BLD Connection Magazine is published bimonthly by BLD Connection, 10700 Old County Road 15, Suite 200, Plymouth, Minnesota 55441, (763) 544-6822. It is the official publication of BLD Connection. Copyright ©2026 by BLD Connection. Materials may not be reproduced without written permission. Annual subscription fee is $30.
POSTMASTER
Send address changes to: BLD Connection
10700 Old County Road 15, Suite 200 Plymouth, MN 55441
BLDing a Path Forward
As we turn the calendar toward summer in the Midwest, an unmistakable energy begins to build across our industry. Yards are filling, trucks are rolling, projects are breaking ground and business is accelerating. Quite simply, we have arrived at “The Busy Season.”
For independent lumber and building material dealers and suppliers alike, this time of year represents opportunity. It is the season where preparation meets execution and where relationships, responsiveness and reliability matter more than ever.
As our members prepare for the months ahead, so too does the BLD Connection team. In May, our entire staff came together in Minneapolis for two days of staff development, collaboration and strategic planning. Just as we encourage our members to invest in learning, growth and development, we are equally committed to investing in our own team, our work and the future of this organization.
The time together was productive, energizing and meaningful. It reminded us that we do not have to do this work — we get to do this work. We are fortunate to care deeply about the industry and membership we serve, and we are honored to do what we do every single day. That sense of purpose continues to drive our efforts to strengthen the BLD Connection community.
Summer is not only a busy season for our members and the industry, but it is also one of the most important times of the year for us to listen, learn and connect with our members. Our membership and management team will be on the road throughout the summer months, visiting members and prospective members across the region. In addition, our team will also be out in full force at all of our summer outings, including Iowa, Nebraska and Wisconsin golf events, as well as our new Links & Lures event in Minnesota. We are committed to continuing to build relationships, strengthen engagement and better understand the needs of the dealers and suppliers we serve. And we are going to have a little fun with you while we are at it.
As we travel, we hope you will take time to visit with us. Tell us what is working. Tell us where you need support. Tell us what challenges are keeping you up at night and where you see opportunities ahead. Most importantly, tell us what you want from your association and your membership experience. Your insight and feedback are critical.
We are excited about where BLD Connection is headed. Members will see refreshed conference formats, new opportunities designed to encourage greater engagement and participation, and a renewed investment from our board of directors to ensure our annual conferences continue to deliver meaningful value for both dealer and supplier members. We understand the pressures facing businesses today, and we are building our programming with those realities in mind.
At the end of the day, communication and collaboration are why we exist. We want to hear from you, learn from you and work alongside you as we continue building one of the most engaged and invested communities in the country.
Until next time, happy summer and best wishes.
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, Sisseton, South Dakota
Vice President: Brian Wendt, Anita Supply Center, Anita, Iowa
Treasurer: Wade Fenske, Kreofsky Building Supplies, Rochester, Minnesota
Cody Nuernberg, BLD Connection President
Welcome
New Members
New Affiliate Members
Pro Tech Supply, Monticello, Minnesota
New Retail Members
Banowetz Lumber Company, Anamosa, Iowa
Lake Country Lumber, Minon, Wisconsin
Marling Lumber Company, Janesville, Wisconsin
Riverside Building Center, Lisbon, North Dakota
Wood and Post, Syracuse, Kansas
New Associate Members
Bayer Interior Woods, Sauk Centre, Minnesota
Kelly Enterprise - Premier Window & Door Dist., Roseville, Minnesota
Midwest Wholesale Doors, Elk River, Minnesota
News to Share?
[ ASSOCIATION CONNECTION ]
Celebrating 2026/27 Scholarship Recipients
BLD Connection is proud to celebrate the students who are helping build the future of our industry. Through generous member support and fundraising efforts, our scholarship programs in the Mid-America Region and Nebraska, along with our partnership with Wisconsin Lumber Dealers Education Foundation, continue to help outstanding students take the next step in their education.
Mid-America Regional Fund Scholarship Winners
We’re thrilled to announce the recipients of this year’s BLD Mid-America Regional Fund scholarships. This fund supports students in Kansas, Arkansas and Missouri who are pursuing careers in construction, building materials or business management.
passionate about the lumber industry and hopes to have a long career providing customers with top-quality products and services.
After graduating, Grey hopes to work for his family’s construction business.
• Carter Graham from Miltonvale, Kansas, is currently the fifth generation working at Miltonvale Lumber Company. He plans to attend Kansas State University to major in Business Management. One day, he hopes to own Miltonvale Lumber Company.
Wisconsin Lumber Dealers
Education Foundation Winners
• Kady James from Appleton City, Missouri, is the daughter of Doug and Marla James. She attends Appleton City High School, where she is a multi-sport varsity athlete, a member of the National Honor Society, and president of the school’s FFA Chapter. Kady will be attending Ozarks Technical Community College in Springfield, Missouri.
• Zoe Tunks from King City, Missouri, will be a senior in the 2026/27 school year at Missouri Valley College. Her major is accounting with a minor in business, and she is part of the school rodeo team. After graduation, she plans to transfer to get her master’s degree in accounting and a CPA license.
Nebraska Scholarship Winner
Our industry partner, Wisconsin Lumber Dealers Education Foundation, which supports BLD members in Wisconsin and Upper Michigan, awarded $20,000 in college scholarships to applicants pursuing a career that centers on or supports the lumber and building and materials industry, the building trades or small business management. Congratulations to the 2026/27 college scholarship recipients:
• Grady Chvosta (Slinger, Wisconsin)
• Cameron Krueger (Drummond, Wisconsin)
• Braden Bruce (Markesan, Wisconsin)
• Hannah Codere (Cedarburg, Wisconsin)
• Tyler Zuern (Hartford, Wisconsin).
Correction
• Aidan Graham from Manhattan, Kansas, is currently a junior majoring in finance at Kansas State University. Upon graduation, he plans to return to Miltonvale Lumber Company. Aidan is
Thanks to ongoing support at Nebraska special events, this fund continues to provide scholarships for students and employees of BLD retail members. Since 2006, we’ve awarded more than $18,000 to help educate and train the future workforce. The 2026/27 college scholarship recipient is:
The incorrect logo for Siwek Lumber & Millwork was included in the April/May issue of BLD Connection Magazine . The correct logo appears below. We apologize for the error.
• Grey Geiser from Ord, Nebraska, is planning to attend Dakota Wesleyan University, where he’ll study the Construction Management program.
December 8, 2026
Olathe, KS
NEBRASKA
December 10, 2026
Omaha, NE
WISCONSIN
February 23, 2027
Wisconsin Dells, WI
January 19 & 20, 2027
Brooklyn Park, MN
Visit www.bldconnection.org for
February 1 & 2, 2027
Altoona, IA
and
(888) 544-6822 | info@BLDConnection.org | www.BLDConnection.org
Meet the New BLD Team Members
In March 2026, Kate Stockinger joined BLD as the events and communications specialist. Originally from the UK, Kate brings more than 10 years of global event planning experience. She has organized events around the world and has developed a deep understanding of the industry.
After a decade of living abroad as an expat family, spending time in India, Costa Rica and Egypt, Kate, her husband Andy and their daughters, Freya (11) and Lila (9), have made Eden Prairie their permanent home. They are excited to put down roots and are proud to now call the Minneapolis area home.
Jonathan Lynn recently joined BLD Connection as the regional field manager covering Arkansas, Kansas and Missouri. He is a graduate of the University of Missouri-Columbia and brings 32 years of building material and lumber experience.
He started his industry journey at Town
& Country Building Supply in 1993 in Bolivar, Missouri, was very involved with MLA and served as chairman of the Missouri Young Lumbermen 1995/96. Later, Jonathan went on to work as a territory manager for PrimeSource, then Cameron Ashley. Jonathan and his wife, Kelli, have been married for 33 years and reside in Bolivar, Missouri. They have two children, AJ (26), a teacher/coach at Bolivar High School, and Ashton (23), who graduated from nursing school in May and will be working at the hospital in Bolivar as an ER nurse.
BLD Connection Events
June 2, 2026
When Does a Lumber Estimate Become a Design? Webinar Online
June 10, 2026
Nebraska Golf Outing
Tiburon Golf Club
Omaha, Nebraska
June 11, 2026
Iowa Golf Outing
Toad Valley Golf Course
Pleasant Hill, Iowa
June 18, 2026
Why Clients Choose You: Winning Work in a Competitive Market Webinar Online
July 9, 2026
Understanding the Tax Law and How it Impacts Business Valuation Webinar Online
July 28, 2026
Wisconsin Golf Outing Trappers Turn Golf Club
Wisconsin Dells, Wisconsin
Aug. 6, 2026
Leveraging LEAN and AI to Optimize Your Yard Webinar Online
For more events and details, view the online Events Calendar at bldconnection.org.
Home Exteriors Set the Tone
Curb appeal not only affects a home’s value, but it also begins to tell a story, setting the tone for visitors before they even enter the building. The products on the outside of a home are essential for making a first impression and for ensuring what’s inside remains safe and secure from the elements.
As builders, remodelers, contractors and homeowners look to their LBM dealers for home exterior products, manufacturers and distributors continue to provide options that set new standards for durability, curb appeal and safety. Following are several recently introduced products reflecting today’s home exterior trends.
GAF Bold Definition Color Collection
GAF, North America’s largest roofing and waterproofing manufacturer, recently expanded its line of GAF Timberline HDZ Shingles by offering a new Bold Definition color collection alongside its popular High Definition colors. The new color collection makes a roof the focal feature with rich tones and striking contrasts while delivering peace of mind. Featuring four new colors: Chestnut Valley, Cliffside, Midnight Mesa and Sierra Sand, the collection is inspired
by top-selling colors and shingle trends. Installation remains simple with exclusive LayerLock Technology, StrikeZone Nailing area (the industry’s widest nailing zone), and proprietary Dura Grip Adhesive – providing ease of installation and strong protection against the elements. Timberline HDZ Shingles are eligible for the WindProven Limited Wind Warranty, the industry’s only wind warranty with no wind speed limit when installed with four required GAF accessories.
GAF shingles continue to offer top-line protection and additional special warranties. Timberline HDZ® Shingles feature proprietary time-release algaefighting technology to help protect against algae-staining with an available 25-year StainGuard Plus Algae Protection Limited Warranty. UL2218 Class 3 Impact Rating and Class A Fire Rating make Timberline HDZ® Shingles an ideal choice for homeowners.
Learn more at GAF.com/HDZ.
CertainTeed CERTAplank PRO Siding
CertainTeed, a leading North American manufacturer of sustainable building materials, recently debuted its latest resilient building solution, CERTAplank PRO siding, the company’s premium composite siding line.
CERTAplank PRO is designed to offer a combination of curb appeal and high performance, helping contractors install confidently and provide homeowners with peace of mind. Made from a next-generation rigid composite material with an innovative Resilient Composite Reinforcement backer, it offers durability, ease of installation and
long-term performance for residential projects.
Available in 13 curated colors with PermaCOLOR fade protection, this siding offers long-lasting beauty without painting, caulking or refinishing. Its TrueTexture finish replicates authentic cedar grain, ensuring a natural appearance that complements any architectural style.
CERTAplank PRO simplifies installation and maintenance. It works seamlessly with standard ¾” trim accessories and our InvisiPro+ system for a nail-free finish, helping to reduce project timelines and enhance aesthetics. Moisture- and pest-resistant, it requires no special tools or respirators, and is backed by a lifetime limited warranty.
Learn more at Certainteed.com.
ASCEND Composite Cladding Accessories
Associated Materials Innovations has expanded its ASCEND Composite Cladding line with a full suite of colormatched accessories engineered to help contractors make full-system installs more efficient and visually unified. The new J-Channel, trims and outside corner post profiles create a high-end finish with no caulking, sealing or painting required.
Offered in a wide range of classic and contemporary colors — including recent arrival Cape Cod Gray — the new accessories are color-matched to ASCEND 7” Plank and 12” Vertical Board & Batten cladding that enhances exteriors from edge to edge. They also match in performance, with pro-focused features like longer lengths, durable construction and lightweight handling. Available SKUs include:
• J-Channel – 12’ lengths, 32 pieces/ carton, available in all 21 colors.
• 3.5” Trim and 5.5” Trim – 16’ lengths, 10 pieces/carton, available in seven colors.
• 3.5” Outside Corner Post – 12’ lengths, 10 pieces/carton, all colors.
Built on the same technology platform that powers ASCEND’s lightweight, weather-resistant composite panels, the new accessories are designed for longevity, low maintenance and simplified on-site use. By offering a full system — from panels to trim that don’t require sealing, caulking, painting or any special prep or tools — contractors can sell the total exterior and deliver a cleaner, more consistent finish.
Building professionals appreciate efficient installations and products that look premium without complicating the process, and that’s why ASCEND is built to reduce complexity while raising the bar for what a cladding system can do.
Learn more at ascendcompositecladding.com.
Westlake Royal 9” Vinyl Board & Batten Profile
Westlake Royal Building Products recently announced a new 9” wide vinyl Board & Batten profile, expanding its Royal and Exterior Portfolio lines. The new profile is the widest traditional vinyl Board & Batten profile currently on the market.
Designed for vertical siding applications, the new 9” wide Board & Batten profile delivers a more
substantial appearance than previous Board & Batten offerings. The profile features a 9” overall panel width — with a 7” board width and 2” batten width — creating stronger architectural balance compared to narrower profiles. Built-in design details, including a 5/8” projection height, gently arched battens and batten accentuator beads, also reinforce depth, wall robustness and strong vertical lines.
The Royal and Exterior Portfolio vinyl siding lines combine the beauty of natural wood with durability and low maintenance. Both feature Chromatix technology color protection for long-lasting exteriors, ensuring dark shades don’t fade or need to be painted. Backed by a double limited lifetime warranty, the siding can withstand hurricane-force winds up to 170 mph, offering lasting performance and style.
Learn more at westlakeroyalbuildingproducts.com
Benjamin Obdyke BenWrap SA Self-Adhered Flat Housewrap
Benjamin Obdyke, a leading supplier of high-performance building envelope products, now offers BenWrap SA, a self-adhered version of its traditional flat wrap, BenWrap. BenWrap SA features
100% continuous breathable acrylic adhesive technology that self-seals around every fastener and penetration, allowing the housewrap to act as both an air control layer and a moisture control layer — simplifying jobsite logistics.
The adhesive is repositionable, enabling faster installation, improved accuracy, optimal labor efficiency, fewer mistakes and less waste. A split-release liner with finger lift further accelerates installation and ensures better alignment at overlaps, minimizing rework. BenWrap SA’s tri-laminate structure is highly resistant to damage and won’t easily rip or tear during installation.
For example, BenWrap SA can be combined with high-performance rainscreen products like Slicker Max and AeroNet to create complete, high-performance wall systems. Pairing BenWrap SA with AeroNet or Slicker Max helps ensure optimal performance alongside product compatibility, consistent spacing, reliable drainage, and long-term durability across a wide range of applications.
BenWrap SA has a vapor permeance of 14 and a max UV exposure of 120 days. It comes in 80-foot rolls.
Learn more at benjaminobdyke.com
Modern Mill Pre-Finished ACRE
Modern Mill recently announced that its sustainable wood alternative, ACRE, is now available pre-finished with its proprietary Signature Stain Collection,
developed in partnership with PPG using IR technology. Customers can choose from all seven signature stains: Biloxi, Amory, Walnut, ACRE Black, Laurel, Montauk Gray, and Mahogany.
With these new pre-finished options, builders and installers can save time on site, extend the building season by eliminating weather-dependent field finishing and enjoy a uniform, ready-toinstall ACRE product.
Made from upcycled rice hulls, ACRE is the first and only stainable composite on the market today. It accepts stain and paints without primer in hundreds of manufacturer-approved finishes and stains evenly without knots, sap lines, or tannins. Staining ACRE enhances its natural grain and texture, capturing the beauty of wood while delivering long-lasting performance of composites.
Learn more at modern-mill.com.
[ ADVOCACY CONNECTION ]
By Matthew Delaney
Dealer Advocacy: From Engagement to Impact
Since 1917, the National Lumber and Building Material Dealers Association (NLBMDA) has maintained a sustained presence in Washington. Spanning 55 congressional sessions and 20 presidential administrations, this enduring mission reflects more than a century of advocacy dedicated to advancing the priorities of LBM dealers and strengthening the industry’s voice at the federal level.
It is the role of associations like NLBMDA to maintain a sustained presence in Washington, advancing common-sense policies while ensuring real-world industry perspectives are reflected in federal decision-making. While our annual Spring Meeting & Legislative Conference brings dealers to Capitol Hill, our advocacy extends year-round to ensure the LBM industry remains represented as lawmakers and regulators consider policies that impact how you do business.
By building consensus and delivering clear, practical insight into how proposals affect dealers on the ground, we help move policy discussions forward and break through the legislative gridlock that too often stalls even the most straightforward solutions.
The 119th Congress, which convened in January 2025 alongside the beginning of President Trump’s second administration, has presented a meaningful window for NLBMDA to advance long-standing policy priorities. Among the most consequential opportunities was Congress’s consideration and passage of a comprehensive tax and spending package, where NLBMDA engaged extensively to ensure the interests of LBM dealers were reflected. Absent congressional action, dealers
faced the prospect of higher tax liabilities starting this year and the loss of key provisions that support reinvestment in their companies.
The work on Capitol Hill started in 2018, shortly after the previous tax bill was signed into law, with the understanding that several pro-growth provisions would eventually phase down or expire. From that point forward, NLBMDA prioritized sustained engagement with lawmakers and their legislative staff to underscore the importance of preserving these tax tools for LBM dealers.
Among the most significant outcomes of last year’s bill was the preservation and restoration of full expensing through 100 percent bonus depreciation, which allows businesses to immediately deduct the cost of equipment and certain investments rather than spreading those costs over several years. For example, if a dealer invests $125,000 in equipment or another qualifying asset, they can deduct the full amount in the purchase year, reducing taxable business income by $125,000 and generating roughly $35,000 to $40,000 in tax savings, depending on the tax rate.
Originally enacted under the 2017 Tax Cuts and Jobs Act, this provision began phasing down after 2022 and was scheduled to expire entirely without congressional action. While there was an expectation that this tool could be extended in some form, a central uncertainty remained whether any renewal would again include phase-outs that undermine long-term planning. NLBMDA, in partnership with coalition partners and industry stakeholders, engaged early and consistently to advocate for permanence and predictability, ultimately helping
secure a structure with no phase-downs that provides dealers with the long-term certainty needed to confidently plan and invest in their businesses.
Last year’s tax bill negotiations also provided an opportunity for NLBMDA to advance several housing-related provisions. As suppliers to America’s homebuilders, NLBMDA has consistently advocated for federal policies that promote attainable homeownership and expand housing production, a result that ultimately strengthens demand for LBM dealers.
Included in the final bill was a significant boost to the Low-Income Housing Tax Credit, a tool that plays a critical role in financing the construction and rehabilitation of affordable housing. By expanding the credit, the legislation is expected to unlock additional housing development, helping to address underproduction while supporting more stable, long-term demand across the building materials supply chain.
Shaping Workable Regulatory Outcomes
Complementing our legislative advocacy, NLBMDA maintains a consistent and vigilant presence in the regulatory arena, recognizing that agency rulemakings from the Occupational Safety and Health Administration (OSHA), Department of Labor (DOL) and Department of Transportation (DOT), among others, have direct day-to-day impacts on how dealers operate. NLBMDA regularly monitors federal regulatory activity and submits substantive comments on proposed rules that could affect lumber and building material dealers, particularly in areas such as labor, workplace safety and employment policy.
For many businesses, federal regulations represent the most frequent point of interaction with the federal government and can significantly shape operational decisions. In evaluating proposed rules, NLBMDA advances a balanced regulatory approach that calls for reducing unnecessary or duplicative compliance burdens on dealers, preserves workforce flexibility, and promotes clear, practical standards that provide the certainty businesses need to plan and operate effectively.
In recent months, NLBMDA has been actively engaged in the rulemaking process at OSHA regarding a proposed federal standard addressing employee exposure to high-heat environments. While OSHA has not historically maintained a prescriptive nationwide heat standard, the new proposed standard would set forth a number of new compliance requirements for dealers.
Through multiple public comment opportunities, NLBMDA emphasized that, as drafted, the proposal would impose a new layer of compliance challenges and adopt a one-size-fitsall framework that fails to account for existing, effective industry practices and regional climate differences that the rulemaking failed to consider. While a final rule has not yet been issued, indications suggest OSHA is likely to revise its approach to better reflect the operational realities and concerns raised by stakeholders, including NLBMDA, during the rulemaking process.
The Role Dealers Play
Dealers play an essential role in NLBMDA’s advocacy here in Washington. As a member-driven organization, our mission is shaped by the input we receive
from dealers like you. In recent years, we’ve heard from dealers that the rising cost of credit card swipe fees has had an increasingly significant impact on the cost of doing business. That response prompted NLBMDA to take the lead in advancing the Credit Card Competition
Act, a bipartisan bill that would require card issuers to offer two unaffiliated payment networks, in turn offering merchants the ability to route payments over a network that carries lower swipe fees.
Just this year, the legislation received
1. Brett & Bryson Hanson of Tri-State Building Materials in Sisseton, South Dakota, worked “across state lines,” meeting with members of North Dakota’s congressional delegation.
2. Rep. Tom Emmer (R-Minnesota) met with the BLD Connection team at the NLBMDA Legislative Conference.
3. BLD Connection Chairman Scott Enter, son Nathan, Rudy Lipowitz of Lumber Source and BLD Connection President Cody Nuernberg met with Emmer.
4. Chris Hegeman of Bliffert Lumber and Mark Postel met with Rep. Tony Wied (R-Wisconsin) during the 2026 NLBMDA Legislative Conference.
5. Hegeman & Postel also met with Rep. Derrick Van Orden (R-Wisconsin). Meetings with members of Congress are essential to ensuring that our legislators understand our industry and our concerns.
a key endorsement from the White House, and congressional leaders have committed to bringing it to a vote, a prospect once considered unlikely given strong opposition from the credit card industry. This progress reflects sustained, consistent advocacy, including NLBMDA’s ongoing presence on Capitol Hill to elevate the issue and keep it at the forefront of policymakers’ attention. Last year, we were excited to launch Dealers to D.C., a program brought
forward through the advice of BLD Connection’s board member to NLBMDA to drive new dealer attendance at NLBMDA’s Spring Meeting & Legislative Conference. This past conference welcomed a strong group of first-time attendees spanning from New York to California. The program is designed to lower barriers to participation and expand engagement, ensuring more dealers have a direct voice in federal advocacy and the opportunity to bring
their on-the-ground perspectives to Capitol Hill.
The bottom line is that you do not need to be a policy expert to be an effective advocate for our industry. Clearly communicating the story of your business and tying policy issues to real impacts in your state or congressional district remains one of the most persuasive tools in engaging with congressional offices and building momentum behind an issue. Even if you are unable to travel to Washington, your voice still matters, and it can meaningfully shape NLBMDA’s advocacy efforts. Advancing the legislative and regulatory priorities of the LBM industry is our core mission, and direct input from dealers is essential to ensuring that work remains grounded and effective. To that end, we always welcome the opportunity to hear directly from dealers about what is impacting your business. Whether it is regulatory challenges, workforce retention, fluctuating demand tied to changes in local housing starts, tariffs, swipe fees, or other emerging issues, your perspective helps inform and strengthen our advocacy.
Real progress in Washington is built over time through steady engagement and a clear, unified message. As the policy landscape continues to evolve, staying connected and sharing your perspective ensures our advocacy remains effective. By continuing to engage, dealers help ensure that voice remains strong and that the industry is well-positioned to meet the challenges and opportunities ahead.
Matthew Delaney is government affairs coordinator for NLBMDA.
[ SALES CONNECTION ]
By Mike McDole
Improving Gross Margins in the LBM Industry
Unfortunately, in the LBM industry, too many companies chase sales volume while quietly bleeding margin and, ultimately, net profit. Everyone loves talking about record sales numbers, truckloads going out the gate, and landing large projects. But when you peel back the numbers, profitability often tells a different story. As I’ve always said, “Top-line sales are for egos. It’s the bottom line that counts.”
Improving gross margins really comes down to discipline, professionalism and changing habits.
Do all your salespeople understand gross margin (GM)? If not, they certainly should. Gross margin dollars (GM$) are simply the difference between your selling price and your cost of goods sold. Gross margin percentage (GM%) is a key financial metric and represents GM$ as a percentage of the selling price.
Gross margin is one of the most important indicators of business health, yet many salespeople still struggle to fully understand how it works. When people think in terms of “mark-up,” they sometimes feel like they’re overcharging customers. It’s psychological. For example, to achieve a 33% GM, you must markup the cost by 50%. Too many people think they can’t get 50%. But they’re not getting 50% GM, they’re marking it up 50%, which equals 33% GM. This confusion happens because they either mix up mark-up with GM% or simply don’t understand it.
My advice is to eliminate “mark-up” from your company’s vernacular and teach everyone to calculate gross margin. GM% calculation is simple. For example, if you want a 33% GM, divide the cost by .67. If you want a 28% GM, divide the cost by .72, and so on.
When salespeople understand gross margin and why it’s so important, they see the real picture, covering operating costs, funding service and generating profit. If your sales team doesn’t fully understand margin math, you’re already behind.
Another strong way to increase GM is to teach your salespeople to add a few dollars to the selling price after calculating the desired margin. For example, an interior pre-hung door at 28% GM comes out to $181.55. Add just $3 to make the selling price $184.55, and it becomes a 29.6% GM. Be honest, would you lose the sale over $3? I doubt it. How about adding $1 to each decking board? There are endless opportunities if you think about it.
Builders and remodelers don’t just buy materials; they buy solutions. They want accurate quotes, fast responses, on-time and complete deliveries, fewer job-site headaches, competitive prices and knowledgeable salespeople. When salespeople compete only on price, they reduce themselves to commodity suppliers. When they sell expertise, reliability and solutions, they become partners, and partners don’t get beat up over every nickel. Strive to be invaluable. Product knowledge, staying on top of lead times and understanding construction basics aren’t optional. They are margin protection.
The salespeople who protect margin best are often the most knowledgeable. They understand stock items, special orders, upgrades that save labor and substitutes when needed. Most importantly, they can explain why something is better. Knowledge builds trust, and trust protects margin.
Pricing integrity matters. Stop saying “yes” too fast. Too many LBM salespeople
agree to discounts too quickly. When a customer asks, “Can you do better?” and the salesperson immediately lowers the price, the first quote loses credibility, along with the salesperson and the company. This behavior teaches customers that every price is negotiable, and margin erosion becomes systemic. Professional responses involve asking better questions, verifying comparisons and reinforcing value instead of immediately conceding price. Most of the time, customers are simply testing you.
Special orders should be special, including the margin. They require additional work such as selling, quoting, ordering, monitoring, receiving, delivery and handling complexity. Yet many companies price special orders like stock items. They should carry higher margins because they require more effort.
Beware of the “margin rut.” This occurs when salespeople fall into autopilot, quoting the same GM% regardless of the customer or situation. Not every customer should receive the same margin. Factors such as sales volume, how much they strain the organization (the “PITA” factor) and how well they pay their account all matter. Smart
salespeople adjust pricing strategically instead of relying on habit.
Not every item is price-sensitive. Certain categories naturally support stronger margins, such as fasteners, caulking, hardware, specialty lengths and accessories. Strategic pricing means understanding where margin opportunities exist and taking advantage of them without hurting competitiveness on high-visibility items.
Professional salespeople protect margins because a strong GM protects everyone. Strong margin performance comes down to people. Professional LBM salespeople communicate value clearly, respond quickly, take ownership of problems and have confidence in their company’s pricing structure. They understand that protecting margin is necessary for long-term sustainability.
The bottom line: improving gross margin doesn’t require complicated formulas. It requires a mindset shift. Sell value instead of price, strengthen product knowledge, protect pricing integrity, avoid margin ruts, and help customers stay on schedule.
At the end of the day, in the LBM industry, it’s what’s left after expenses that defines success.
Mike McDole has 40+ years of experience on the firing line for pro dealers in the LBM Industry and is the principal of Firing-Line LBM Advisors. He also partners with Greg Brooks of Executive Council on Construction Supply and his learning management system. Mike can be reached at (774) 372-1367 or Mike@ FiringLineLBM.com.
[ SAFETY CONNECTION ]
By Melissa Olheiser, OHST
Traffic Management for Busy Lumber Yards
Lumber yards are busy environments where forklifts, flatbeds, delivery trucks, employees and customers often move through the same space at the same time. Without a clear traffic management plan, these overlapping activities can quickly create confusion and increase the risk of struck-by incidents, collisions and property damage. A well-designed traffic management plan helps organize movement, reduce congestion and create a safer, more efficient operation.
The first step in building an effective traffic management plan is evaluating how traffic currently moves through the yard. Identify where forklifts travel, where trucks load and unload, where
employees walk and where customers enter the yard. Look for congestion points, blind corners and areas where pedestrian and vehicle traffic frequently cross paths. These are often the locations where incidents are most likely to occur.
Once those risk areas are identified, establish clear traffic patterns. Designate separate travel lanes for forklifts, delivery vehicles and customer traffic whenever possible. Mark pedestrian walkways and crossing zones with visible striping, signage or barriers to help keep foot traffic out of active equipment paths. Clearly defined loading and unloading
zones also help reduce unnecessary movement and confusion in high-traffic areas.
Speed control is another important part of traffic management. Posted speed limits, stop signs, and right-ofway rules help create consistency and
reduce the chance of collisions. Mirrors at blind intersections, backup alarms, and adequate lighting can also improve visibility and awareness throughout the yard.
Training plays a critical role in making any traffic plan effective. Employees should understand traffic flow expectations, designated walkways, crossing procedures and how to safely interact with forklifts and trucks. Forklift operators should be trained to slow down at intersections, sound horns at blind spots, and remain alert to changing conditions.
Traffic management plans should also be reviewed regularly. Yard layouts, inventory levels, and seasonal activity can all affect traffic flow over time. Periodic walkthroughs help identify new hazards and keep traffic controls effective.
In a busy lumber yard, traffic patterns can change quickly, but the risks remain constant. Without a clear plan, it only takes one blind turn, one missed signal or one rushed movement to cause a serious incident. A strong traffic management plan brings order to the yard, reduces preventable risk and helps protect employees, customers and equipment while keeping operations efficient and on track. Safety is not just about meeting requirements. It is about protecting people. By identifying traffic risks and creating clear, consistent controls, lumber operations can reduce incidents, improve efficiency and build a safer, more reliable workplace.
Melissa Olheiser, OHST, is regional director for US Compliance (formerly OECS), BLD Connection’s preferred OSHA safety consultant. Contact US Compliance at (763) 417-9599.
Mead Lumber Acquires OHC Supply and Guthrie’s Ace Hardware
Mead Lumber Company recently announced it has acquired OHC Supply and Guthrie’s Ace Hardware in Guthrie, Oklahoma, from owner Bill VanSant. With this acquisition, Mead Lumber now operates 56 locations across nine states, including its second and third locations in Oklahoma.
“This acquisition marks continued growth for our company and strengthens our ability to serve profes-
sional contractors and communities in Oklahoma,” said Dave Anderson, president and CEO of Mead Lumber.
“We look forward to building on the strong foundation Bill and his team have established.”
Bill VanSant will remain involved in the transition, and the current team will continue in their roles, maintaining the relationships and services the community relies on.
Weekes & Snavely
Weekes Forest Products and Snavely Forest Products recently announced they are formally uniting under a single enterprise brand: WS Building Materials, a strategic step toward greater enterprise alignment and long-term growth. The company is a 100% employee-owned subsidiary of MacArthur Company, equipped for sustained growth and continued investment in its markets nationwide. As part of this transition, the organization has introduced a unified visual brand identity that will be reflected across facilities, communications and digital platforms, reinforcing a consistent and cohesive presence across all markets.
The announcement follows several years of increased collaboration between the organizations, including systems alignment, shared strategic planning and cross-functional integration. The move responds directly to customer and supplier feedback, requesting a more unified enterprise structure.
Unite
“This is an evolution, not a revolution,” said Scott Gardner, president of WS Building Materials. “Our customers and supplier partners have asked us to operate as a single enterprise rather than regional distributors. WS Building Materials strengthens our ability to align strategy, execution, and investment across our footprint.”
Gardner continued, “Our ESOP ownership culture, commitment to safety and customer-first mindset remain unchanged. WS Building Materials reflects who we already are, one aligned organization with a long-term vision.” To learn more, visit wsbuildingmaterials.com
Zuern
Named Top Workplace For 8th Year
Milwaukee Journal Sentinel and Energage recently announced their 2026 Top Workplaces in Southeastern Wisconsin. This prestigious honor celebrates organizations that prioritize the employee experience and workplace excellence. Zuern Building Products & Design Center in Slinger, Wisconsin, was among the honorees for the eighth consecutive year. Congratulations to the team at Zuern.
Marshall Independent Spotlights Tyler Lumber and Lonnie Lambertus Sr.
Marshall Independent, a Southwestern Minnesota newspaper covering the town of Marshall and surrounding communities, recently highlighted Tyler Lumber, Tyler Hardware and their general manager, Lonnie Lambertus Sr.
The well-deserved spotlight discussed Lambertus’s 30+ years at Tyler Lumber and the company’s expansion. The company was founded in 1903 to serve the community’s lumber and hardware needs. In 2018, Tyler’s board of directors acquired Flandreau Building
Center in Flandreau, South Dakota, and in 2015, they purchased Hardware Hank in Tyler, Minnesota, and rebranded it as Tyler Hardware.
“I have been very happy with my journey, and I am very pleased with how things have [gone],” Lambertus told Marshall Independent. “Like I tell everybody, I really don’t have a job, because I enjoy coming to work. I really, truly do, because I get to help people.”
Tyler Lumber meets local builders’, contractors’ and homeowners’ needs
with everything from interior design to house plans, offering doors, windows, cabinets, countertops, hardware, equipment and special orders.
Lambertus has been an active member of the South Dakota Retail Lumber Association throughout his career, serving as its president from 2020 to 2022. He received the association’s Lumberman of the Year honor earlier this year.
Read the Marshall Independent article at https://bit.ly/4cOi6Rl.
Victory 16” 5HP Radial Arm Saw: (Requires three-phase wiring)
1 - 8’ Roller Ext. Wing
1 - 10’ Roller Ext. Wing Can crate it for shipping, buyer will pay freight to their location. $1, 500 Contact Ron or Brian Carlson at (712) 623-5121, Red Oak Do it Center, 502 N Broadway, Red Oak, IA 51566.
410 HP Mercedes Engine Truck with HIAB Crane: 410 HP Mercedes engine, 210,990 miles, 1450 ft. lb. torque, 10-speed manual transmission, dual 50-gallon gas tanks, 24’ 6” bed, HIAB 255 2UHP wallboard crane, top seat with joystick, temote control included, 43’ reach, air ride driver seat, tires in great shape. $27,000. Contact: Kent at South Side Lumber in Herrin, Illinois at 618-942-3111.
Interested in placing a classified ad with BLD Connection? Visit https://members.bldconnection.org/ classifieds or email melanie@ bldconnection.org for details.
