Send address changes to: BLD Connection 10700 Old County Road 15, Suite 200 Plymouth, MN 55441
A Year of Gratitude, Growth and New Beginnings
As we turn the page on another membership year, I want to take this opportunity to pause and reflect with deep gratitude. Our association is built on the loyalty, trust and commitment of our members. Because of your continued support, we can grow, adapt and thrive together. Every milestone we celebrate as an organization, whether it’s a successful event, a new initiative or a meaningful peer connection, is made possible by you, our dedicated community.
Over the past year, we have witnessed inspiring growth across our membership. The heart of our association lies not only in professional resources and industry expertise but also in the people who make our network so strong. Through roundtables, events and peer-to-peer exchanges, members have shared challenges, insights and solutions that strengthen our industry. These connections extend beyond simple networking – they are the foundation of collaboration, innovation and shared success.
Our events calendar during the past year served as a testament to the power of community. From intimate roundtable discussions to large-scale gatherings, such as our BizCons and outings, every program was designed to create space for meaningful dialogue and quality connection. Each event reinforced what we know to be true: when industry peers come together, ideas flourish, opportunities emerge and fun can be had by all. We are especially grateful to those who volunteered their time, shared their expertise and contributed to these dynamic discussions. Your engagement is what transforms our events into powerful experiences.
As we look ahead to our 2025/26 membership year, we are excited about fresh opportunities and an ambitious vision. Our newly launched strategic plan is designed to guide the association with purpose and clarity. This plan emphasizes five key priorities: member engagement and retention, enhanced content & storytelling, expanded & more strategic events, future-focused growth, and process improvement. With your support, this roadmap will ensure that BLD Connection continues to evolve in ways that meet the needs of today while preparing for the challenges of tomorrow.
In addition to new programs, we are committed to delivering enhanced content across our publications, webinars and learning platforms. By working with industry experts and tapping into the wealth of knowledge within our membership, we will provide insights that inform and empower you. Our goal is to ensure that BLD Connection remains your trusted resource for seeking solutions, inspiration or a supportive professional network.
Thank you for being the driving force behind our success. Your loyalty, engagement and passion fuel our progress and inspire us every day.
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 ]
Year-End Board Meetings
The BLD Connection Board of Directors, along with the BLD Connection Inc. Board of Directors and various committees, met in Bloomington, Minnesota, in September for their year-end meetings. Key items discussed included membership, events, education plans and BLD Connection’s continued efforts with branding and communications. The boards heard and approved numerous presentations and proposals in preparation for the association’s 2025/26 membership year.
The boards also received a proposal for the 2025-28 BLD Connection Strategic Plan, which was unanimously approved. The plan will focus on five key areas, including:
• Member Engagement & Retention
• Enhanced Content & Storytelling
• Enhanced & Strategic Events
• Process Improvement & the Member Experience
• Future-Focused Growth
Following the meetings, board members gathered for the annual Chairman’s Dinner, where the organization welcomed incoming board members and thanked board members whose service to the Board has expired. BLD Connection is excited to welcome Jake Buswell of All-American Do it Center in Tomah, Wisconsin, and Troy Bosch of Bosch Lumber Company in Dickinson, North Dakota, to the board as dealer directors. Mark Russell of Millard Lumber in Waverly, Nebraska, was installed as second vice chairman. Scott Enter, Brett Hanson, Brian Wendt and Jennifer Leach retain their positions as chairman, first vice chairman, past chairman and treasurer, respectively. Jason Meester also extended his term as South Dakota dealer director for another three years.
Sam Nasset of Crane Johnson Lumber Company in Fargo, North Dakota, Nate Ehlen of Sav-Rite Building Center in Neillsville, Wisconsin, Lynn Trask of Spahn & Rose Lumber Company in Dubuque, Iowa, and Mike Bertrand of Lloyd Lumber Company in North Mankato, Minnesota, completed their terms of service.
BLD Connection is honored to have more than 60 volunteer leaders serving on its five boards and its various committees. The association is poised for another great year in 2025/26.
Welcome, Kandace
BLD Connection is excited to introduce Kandace Betzold, who joins BLD Connection as our new event and communications specialist. Kandace has a background in marketing, design and events, and loves finding creative ways to connect with people and the community. She calls Minneapolis home, where she enjoys time with family and her dog, Harry. Welcome, Kandace.
BLD Connection Events
Oct. 1, 2025
Sunflower Shootout Golf Outing Manhattan, Kansas
Oct. 4, 2025
Wine & Whiskey Outing Des Moines, Iowa
Oct. 12-14, 2025
MLA Roundtable Rogers, Arkansas
Oct. 21, 2025
Women in the Industry Lunch & Learn Online
Oct. 21-23, 2025
Estimating 1-2-3
Inver Grove Heights, Minnesota
Nov. 10-13, 2025
Pinnacle Roundtable Dallas
Nov. 11-12, 2025
Yard & Delivery Operations Workshop Wisconsin
Nov. 18-19, 2025
Legacy 3 Roundtable Minneapolis
Nov. 18-20, 2025
Estimating 1-2-3 Des Moines, Iowa See
[2024/25 ] Record Growth, Resilience and Connection
As we look back on the 2024/25 membership year, BLD Connection celebrates a season defined by growth, resilience and the power of community. From record-setting educational programs to memorable outings, from impactful advocacy to an unforgettable Montana Mill Tour, our members showed once again why BLD Connection is the trusted home for building material and lumber dealers across the Midwest.
Strengthening Our Community Through Events
The two-day 2025 BizCons delivered another year of learning, networking and product knowledge. BizCon North in St. Cloud, Minnesota, and BizCon South in Altoona, Iowa, brought members together for industry-leading educational sessions, a dynamic trade show floor and memorable networking receptions. Planning is already underway for the 2026 events, which will continue to grow
as the premier regional gatherings for our members.
BLD’s conference program also expanded. The second annual Nebraska Conference was hosted in December 2024, with planning underway for the third annual event this December. December 2025 will also see the launch of the brand-new Mid-America Conference in the Kansas City area, offering another opportunity for members to learn and connect.
The Wisconsin Connection Conference in January 2025 drew a record crowd, growing attendance by 20 percent and welcoming more associate member sponsors than ever before. Members engaged in seminars on sales, operations and leadership, joined in a membership luncheon, heard from a customer panel, and enjoyed a networking reception to close the day.
Fun, Fellowship and Fundraising at BLD Outings
From the annual Swing into Spring fishing, golf and cornhole event at the Lake of the Ozarks, to three additional golf tournaments and the alwayspopular Wine & Whiskey Outing, 2024/25 was packed with opportunities to connect outside the meeting room. With more events on the horizon, our outings program is only getting stronger, and members can look forward to an even more robust event calendar next season.
Exploring the Industry and the Outdoors
Our 2025 Mill Tour to Montana sold out in just two hours. This September, 45 participants visited Weyerhaeuser and F.H. Stoltze, enjoyed a scenic Glacier National Park tour, cruised the beautiful Flathead Lake and rafted the Flathead River.
5.
6.
7.
1. 2024 Nebraska Connection Conference Smash Park Bowling
2. 2025 BizCon South Show Floor
3. 2025 Iowa Golf Outing Dinner
4. 2025 BizCon North Brews & Bites Reception
2025 Swing Into Spring Bass Fishing –Jim Bishop
2024 Sunflower Shootout: Gary Roberts from Home Lumber, Bill Ray from Mid-Am, Carl Fulkerson from Owens Corning and Roy Hoffman from Home Lumber
2025 BizCon South: Jim McGrew, Suburban Lumber Company Inc. (New Iowa Chairman); Larry Hingst, Gilcrest/Jewett Lumber Company (Outgoing Iowa Chairman)
8. 2025 BizCon North – Dustin James seminar speaker
9. 2025 Swing Into Spring Cornhole Tournament
It was the perfect blend of industry insight and unforgettable adventure, cementing the Mill Tour as one of BLD’s most unique and sought-after experiences.
Building Knowledge and Developing Leaders
Education remains the cornerstone of BLD Connection, and 2024/25 was a record-setting year. More than 800 participants attended more than 40 educational programs, ranging from LumberTech workshops to summer webinars.
Roundtable programs expanded once again, including the Women in LBM group with Dena Cordova-Jack’s Built to Lead series. Members also made use of BLD’s three online learning platforms for on-demand training.
Scholarship programs across Nebraska, Kansas, Missouri, Arkansas, Wisconsin and Upper Michigan continued to support students and help members offset training costs. Looking ahead, new offerings like the Lumberyard Design and Operational Excellence Workshop, and additional high-impact training programs are planned for 2025/26.
Learning together has always been part of what makes BLD strong. When members come together in workshops and roundtables, they not only gain new skills but also build lasting relationships that carry back into their businesses and communities.
Advocating and Growing Together
Behind the scenes, BLD Connection strengthened its foundation and amplified its voice. In November 2024, the Minneapolis-based team moved into a new office in Plymouth, featuring a technology-focused conference room designed for staff and member use.
On the advocacy front, BLD partnered again with the National Lumber & Building Material Dealers Association.
Thank You to Our Sponsors
BLD Connection extends a heartfelt thank you to the sponsors who made our events, classes and conferences possible. From golf outings and wine tours to conferences and education, your support strengthens our community and creates opportunities for all members.
Absolute Distribution, Inc.
Allweather Wood / Humboldt
Alpine Truss, LLC
AMC Foam
Amerhart
Barricade Building Products
Bayer Built Woodworks, Inc.
BLD Connection 401k MEP
Blish-Mize
BlueLinx
Boise Cascade
Central Lumber Sales, Inc.
Central States Manufacturing
CertainTeed LLC
Chicago Lumber Company
Dakota Steel & Trim, Inc.
Data Business Equipment, Inc.
Dealers Choice
DMSi Software
Do it Best Corp
Doman Lumber
Emser Tile / Laticrete
Federated Insurance
Frontier Forest Products, Inc.
FrontLine Building Products
GAF
Gerkin Windows & Doors
Hallmark Building Supplies, Inc.
Hutchison Lumber and Building Products
James Hardie Building Products
Key Wholesale Building Products, Inc.
LBM Advantage
Long Creek Steel
LP Building Solutions
Malarkey Roofing Products
Manion Lumber & Truss, Inc.
Manion’s Wholesale Building Supplies
Masonite
Mid-Am Building Supply
Midway Windows & Doors
Monarch Cement Company
Nextran Truck Center
Northern Crossarm Co., Inc.
Novo Building Products
Owens Corning
Pennsylvania Lumbermens Mutual Ins. Co.
ProWood
Quaker Windows and Doors
RION Equipment
Rollex Corporation
Run Payments
SalesJack
Schutte Lumber Company
Simpson Strong-Tie
Sprenger Midwest, Inc.
Sunbelt Business Advisors / True
North Mergers & Acquisitions
Thermo-Tech Premium Windows and Doors
Treeline Forest Products LLC
Trex Company
Wausau Supply Company
Western Building Products, Inc.
Westlake Royal Building Products
Wisconsin Lumber Dealers Education
Foundation Inc.
Wolf Home Products
WorkSafeWorkSmart.com, LLC
Seventeen BLD Connection members traveled to Washington, D.C., for the annual Legislative Conference, meeting with more than 50 legislators on key issues.
The timing was memorable, as our delegation was on Capitol Hill the same day President Trump announced international tariffs. This gave our members a timely opportunity to share the dealer perspective on trade and its impacts.
Looking Ahead
From conferences and outings to education and advocacy, the 2024/25 year reinforced the value of connection. Our membership continues to grow with new dealer and associate members joining the community, and our programs continue to evolve to meet the needs of today’s dealers and suppliers.
At its heart, being part of BLD Connection means standing together. Retail and associate members support one another by showing up, sharing knowledge and building opportunities through events and programs. Every connection adds strength to our community and helps all of us move forward.
Education will continue to play a central role. Learning together, whether in a workshop, at a roundtable or through online training, equips our members with new tools while also strengthening relationships across the industry.
The growth and confidence that come from these experiences extend far beyond the classroom, supporting both business success and community connection.
As we prepare for 2026, plans are already underway for BizCon North and South, upcoming Connection Conferences and a new season of outings. Together, we will keep building stronger businesses, stronger communities and stronger connections.
New Window & Door Products
As tastes and preferences shift, window and door manufacturers are evolving right alongside them, offering new styles, features and functionality. From advanced technology and fresh design options to improved energy efficiency, suppliers are rolling out products that reflect today’s trends and tomorrow’s demands. Here’s a look at some of the latest innovations designed to help dealers, builders and remodelers deliver on their customers’ expectations.
Therma-Tru Veris Modern Grain Entryways
Therma-Tru recently launched the striking new Veris Modern Grain entryway system, combining refined design with enduring performance for any home. The only large aluminum door in the market featuring Therma-Tru Walnut-grained fiberglass panels and sleek glass, Modern Grain systems
deliver the beauty of real wood with superior durability.
As with all Veris doors, Modern Grain entryway systems feature an aluminum frame that resists warping and deterioration and is backed by a lifetime warranty and a 10-year finish warranty. Each door system offers bespoke selections in operation, configuration, stain and glass—choose the size needed, the desired look, and the level of privacy preferred. This blend of industrial strength and warm, natural finishes delivers a modern feel that also complements transitional home styles.
Fiberglass insert options let homeowners, architects and designers balance natural light and privacy along with their design preferences.
For varying levels of light and visibility, glass options include Low-E Clear and a new Satin privacy glass that provides a subtle, smooth, seamless finish for an understated elegance.
Therma-Tru Classic Craft Walnutgrain fiberglass panels feature revolutionary AccuGrain technology, for a look and feel that is virtually indistinguishable from real wood.
A curated selection of six PrismaGuard premium stain options provides rich tones that add dimension.
Configurations: Available in pivot or hinged configurations, offering flexibility for various architectural styles and functional needs.
Learn more at veriscollection.com.
. Milgard Aluminum Moving Glass Walls
Milgard Windows and Doors, part of the Miter Brands portfolio and manufacturer of vinyl, fiberglass, and
aluminum windows and patio doors, recently announced the launch of the new AX450 Aluminum Moving Glass Wall. The new product will join the brand’s existing AX550 Moving Glass Walls line, which includes the VX350 that launched late last year.
For those seeking exceptional performance and durability with a clean, contemporary aesthetic, the AX450 Moving Glass Wall features an aluminum frame with wide openings that stack or slide into pockets, eliminating barriers between indoors and out. Despite its large panel sizes, the AX450 glides seamlessly on a track for easy operation due to sealed stainless steel ball-bearing rollers.
A warm-edge spacer system and thermally improved aluminum frame provide top-notch energy efficiency, with optional upgrades like Low-E glass and gas between the panes to help reduce energy bills. The product
is also AAMA- and NFRC-tested and certified.
Learn more at milgard.com .
Westlake Royal Series 800 Patio Doors
Westlake Royal Building Products has added a new patio door to its Westlake Royal Window Solutions portfolio. The Series 800 Patio Door combines the utmost in performance and versatility, with a variety of options to suit the needs of nearly any project or location.
The Series 800 door is designed with a range of features to ensure optimal thermal efficiency and durability, including Energy Star-compliant glazing options, an internal weep system, an all-welded frame and sash, and dual-seal weatherstripping. Standard-height Series 800 doors also carry a DP50 rating.
To further customize for project specifications, the Series 800 is available in multi-panel models up to 12’ wide and heights up to 8’. Other options include stainless steel rollers and mortises for coastal applications, dual-point locking, ADA-compliant sizes, an integral J-channel and grids.
The doors come with contemporarystyle handles and white, almond, clay or black-exterior/white-interior frames.
To learn more, visit westlakeroyalwindows.com.
Simonton Black and Bronze Finishes
Cornerstone Building Brands, a manufacturer of exterior building products in North America, recently introduced bold, on-trend black and bronze interior and exterior finishes for its leading Simonton® Window & Door collections. These products are designed to meet the growing consumer demand for sleek, modern designs inside and outside the home.
The technologies that create these bold finishes – lamination and coextrusion – deliver the high performance behind the aesthetic appeal. Advanced manufacturing processes enable residential contractors and dealers to offer their customers resilient dark color finishes on high-quality, durable and weatherresistant vinyl windows.
Durable laminate technology offers premium finishes, including black or bronze, for both interiors and exteriors. Meanwhile, coextrusion technology bonds multiple layers of material in a single step, integrating UV protection and color directly into the product. In both cases, customers will enjoy the low-maintenance benefits and aesthetics of these long-lasting finishes.
The expanded, bold-colored lineup includes:
• 5500 Window Collection: The classic-styled 5500 Collection offers a range of strong, weather-resistant design options that help ensure years of reliable performance. For increased energy efficiency, they can be customized to meet Energy Star requirements.
• Inovo Patio Door: Known for superior operation and functionality, the Inovo Patio Door has an innovative monorail system that delivers a smooth, rattle-free glide and weathertight performance. This classic style door is available nationwide in 2-, 3- and 4-lite configurations, with energy-efficient glass options to meet the needs of any home.
• DaylightMax Window Collection: The narrow frame design of the DaylightMax windows delivers more glass and less frame, enhancing views and allowing more natural light into a home. Available with a Premium Interior Bronze Laminate option, energy-efficient glass options can be customized to meet requirements for any climate zone to help reduce
energy costs and increase year-round comfort.
• Contemporary Patio Door Collection: The Contemporary Patio Door Collection offers a sleek, streamlined frame design for more natural light. Doors can be configured in larger sizes, with up to four panels. For increased energy efficiency, advanced glass packages are available to meet requirements for any climate zone. Available with a Premium Interior Bronze Laminate option.
Learn more at www.simonton.com/ bold-colors/
Kwikset Brentford Handleset
Kwikset recently introduced Brentford, a new front door handleset that pairs transitional design with reliable durability and security.
With its graceful curves and clean lines, Brentford delivers a look that complements both modern and classic exteriors. Designed for maximum
versatility, Brentford is available in keyed and dummy functions, making it an ideal finishing touch for single or double front doors. It pairs seamlessly with a range of Kwikset interior knobs and levers, including Sora, Trafford and Sedona, and is available in Matte Black and Satin Nickel finishes. Both finishes feature Microban antimicrobial protection, which keeps surfaces 99.9% cleaner than unprotected hardware – an added benefit for high-touch entryways. Like all products in the Kwikset Signature Series, Brentford is engineered for performance and reliability. Each keyed handleset features Kwikset’s SmartKey Security, which is bump- and pick-resistant and allows homeowners to re-key the lock themselves in seconds. As the inventors of SmartKey Security, Kwikset continues to lead the industry in advanced DIY re-key technology, helping homeowners maintain control and peace of mind without calling in a professional.
Brentford is certified Grade AAA by the Builders Hardware Manufacturers Association (BHMA) for security, durability and finish, ensuring it meets the highest performance standards. Each handleset includes a fully adjustable throughbolt to accommodate a wide variety of existing door preps and easily installs with just a screwdriver.
Learn more at kwikset.com.
Tuesday, December 9, 2025
Embassy Suites
Olathe, Kansas
NEW! Mid-America Connection Conference
New this year, the Mid-America Connection Conference brings together Retail and Associate Members from across the region for a full day of industry insight, professional growth, and the kind of connection that only happens when people show up.
Whether you’re just starting your journey or leading the way, this event is a powerful reminder of how learning together and supporting each other strengthens our entire industry. From peer roundtables and sales education to real stories from inspiring leaders, the day is designed to give you tools, perspective, and relationships that continue to grow after the event ends.
This conference is more than a day of programming. It’s 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.
Learning together means building together. Join us for a day that celebrates both.
AGENDA AT A GLANCE
7:30 am – 5:30 pm Registration Desk Open
8:00 am – 9:00 am Welcome Address and Inspiring Leaders Panel
9:15 am – 11:15 am Education
• Owners & Managers Roundtable
• Sales Seminar
11:30 am – 1:30 pm Membership Lunch & Keynote
1:30 pm – 5:30 pm Tabletop Display Session
• Open Bar & Snacks
• Grand Prize Drawing
5:30 pm – 7:30 pm Evening Reception - Onsite
• Dinner & Drinks
• Entertainment
REGISTRATION
Register at www.bldconnection.org/midamconnection-conference or contact: Erik Burns | erik@bldconnection.org | (763) 595-4051
OR Kandace Betzold | kandace@bldconnection.org | (763) 595-4053
Questions on Event: Jodie Fleck | jodie@bldconnection.org | (763) 595-4058
Education & Networking
Tuesday, December 9, 2025
8:00 am – Inspiring Leaders Panel
Kicking off the day, this panel features influential leaders in the lumber and building materials industry. Moderated by Brett Thorne, the discussion will focus on innovation, workplace culture, and real-world strategies for growth.
9:15 am – Sales Seminar with Zach Arend
Luck of the Draw: The Myth of Sales Success
Zach brings grit, insight, and practical tools for sales professionals ready to move from grinding deals to growing relationships. Attendees will learn mental techniques to stay focused, have better conversations, and perform under pressure.
9:15 am – Owner & Managers Roundtable
Tap into peer insight in this dynamic roundtable discussion. Bring your experiences and questions. This is where new ideas and problem-solving thrive.
11:30 am – Membership Lunch, Meeting & Keynote with Mitch Holthus
Connect with fellow members over lunch and hear important BLD Connection updates during the annual membership meeting. Then enjoy an inspiring keynote from Mitch Holthus, the voice of the Kansas City Chiefs. Mitch will share leadership lessons and strategies from one of the NFL’s most successful teams, with takeaways you can apply in your own business.
1:30 pm – Tabletop Display Session
Explore sponsor displays, enjoy snacks and bar service, and connect with vendors and suppliers who are investing in your success. Be sure to participate in the Grand Prize Drawing at 5:25 pm.
5:30 pm – Evening Reception
Wrap up your day with good food, great conversation, and casual entertainment with friends and colleagues.
HOTEL INFORMATION
Reserve a room at the Embassy Suites Olathe for December 8 and December 9.
Group Rate: $169 plus tax
Cut Off Date: Saturday, November 15
Call: (913) 353-9280
Online: Book your group rate for the Mid-America Connection Conference Use group ID “BLD” when making reservation
[ SALES CONNECTION ]
By Zach Arend
Luck of the Draw: The Myth of Sales Success
Sales has a reputation for being a game of chance. Some reps seem to catch all the breaks – prime territories, easy customers and perfectly timed opportunities. Others feel like they’re always drawing the short straw. But if you’ve been in sales long enough, you know the truth: luck may get you a quick win, but it won’t sustain a career.
The professionals who consistently rise to the top don’t rely on chance. They rely on preparation, mindset and the ability to perform when the stakes are high. And that’s a skillset every salesperson can learn.
In the lumber and building supply industry, especially, salespeople face forces outside their control every day – housing starts, commodity prices, supply chain issues, even the weather. Those realities aren’t going away. What separates the sales reps who thrive from those who struggle is not what happens to them, but how they respond.
Why Mindset Matters More Than Hustle
When markets tighten, the instinct is to push harder – make more calls, knock on more doors, chase every opportunity. Hustle has its place. But hustle without the right mindset often leads to burnout.
Even though reps log the hours, put in the miles and seem to “do everything right,” they still spin their wheels. What’s missing? Their mindset. If every rejection feels like a verdict or every stalled deal feels like a personal failure, it shows up in how they carry themselves. Customers notice.
By contrast, the best salespeople see rejection and setbacks as part of the
process. They coach themselves to reset, stay engaged, and move forward with confidence. That shift – from reactive to resilient – is where real success begins.
From what I’ve observed, there are three daily practices top performers lean on.
Practice 1: Coach Yourself in the Moment
In sales, things rarely go according to plan. A deal stalls, a customer ghosts you or a competitor undercuts your price. The question isn’t if these things happen – it’s how you respond when they do.
Practical tip: Next time you feel stuck, ask yourself, “What’s the next best action I can take right now?” Not three steps ahead, not the perfect closing line – just the very next move. This question keeps you forward-focused and breaks the cycle of frustration.
Industry example: When accounts shift business to competitors, the natural reaction is frustration or blame. But the most effective reps step back and ask, “What can I learn here, and what step can I take to stay in the game?” Sometimes that’s scheduling a candid conversation with the customer. Sometimes it’s identifying a new opportunity in the pipeline. The key is refusing to get stuck.
Practice 2: Make Conversations Count
We’ve all been on the receiving end of a “salesy” pitch. It feels rehearsed, mechanical and more about the rep than the customer. Customers today don’t want polished scripts – they want real conversations.
Practical tip: Before your next meeting, jot down two genuine questions you’d like to ask that would help you understand their world better. Questions like, “What’s been the toughest challenge for your business this quarter?” or “When you think about your biggest customers, what keeps you up at night?” These kinds of questions create dialogue, not defensiveness.
Industry example: In competitive markets like building supply, it’s rarely the lowest price alone that wins. Often it’s the rep who uncovers a hidden pain point – delivery delays, inventory gaps, inconsistent communication. Those insights only come from authentic conversations. And once uncovered, they give you the chance to provide value in ways competitors aren’t.
Practice 3: Perform Through the Tough Stuff
Rejection is baked into sales. Every “no” carries the potential to knock you off center, unless you learn to perform through it. The best reps don’t avoid tough moments. They prepare for them.
Practical tip: After every rejection, pause and ask, “What can I learn from this?” Then write down one improvement for the next call. This turns losses into practice reps – and practice is how professionals get better.
Industry example: Many supplier reps talk about the sting of losing a multi-year account. But when they analyze the loss, patterns emerge –relationships too dependent on one contact or too much focus on price instead of service. The most successful
take those lessons and retool their approach. That reflection often pays off when the next opportunity arises.
The Takeaway: Sales Is a Performance Profession
The myth is that sales success comes down to luck or hustle. The reality is that sales is a performance profession. Just like athletes, top salespeople learn to manage their mindset, adjust their approach and show up at their best –even when circumstances are tough.
Independent retailers and suppliers don’t have the luxury of wasted time or effort. Margins are tight, competition fierce and customers more demanding than ever. To thrive, we need salespeople who bring more than just hard work. We need professionals who can think clearly, connect deeply and perform consistently under pressure.
Looking Ahead
These shifts –coaching yourself, making conversations count and performing through adversity – aren’t complicated, but they require practice. They require intention. And they can completely transform how your team shows up in the marketplace.
At this year’s Mid-America Connection Conference, I’ll be unpacking these principles further in my session, Luck of the Draw: The Myth of Sales Success. My hope is that you’ll walk away with not just ideas, but practical tools you can use immediately – whether you’re managing a team, calling on builders, or navigating supplier relationships.
Because in sales, luck may open a door now and then. But true success? That comes from how you choose to ride.
Zach Arend will lead the sales seminar, Luck of the Draw: The Myth of Sales Success at the Mid-America Connection Conference on Dec. 9, 2025.
Zach’s journey from the rodeo arena to the boardroom is packed with grit, growth, and the kind of no-b.s. leadership wisdom we all need. He’s spent the past 20 years helping entrepreneurs, executives, and sales pros “Saddle Their Own Horse,”
a modern leadership mindset built on clarity, confidence and purpose. If you’re ready for fresh ideas, real connection, and the kind of energy that’ll fuel your next big move, you’re going to love Zach.
Thursday, December 11, 2025
Embassy Suites & Smash Park
La Vista, Nebraska
Stronger Together in Nebraska
The Nebraska Connection Conference is one of BLD Connection’s most valued gatherings, bringing Retail and Associate Members together for a full day of shared learning, meaningful conversations, and lasting relationships. It reflects what makes our network thrive: mutual support, professional growth, and a commitment to building stronger communities.
Whether you’re returning to reconnect or attending for the first time, the day offers insight from industry experts, peer-led discussion, and practical takeaways. The energy continues into the evening with food, fun, and relaxed networking.
This conference is a reminder that being part of BLD Connection means learning with your peers, growing your network, and strengthening your business. Members often tell us the relationships built here are the most valuable part of their membership.
When we learn together, we lead together. We look forward to seeing you in La Vista.
AGENDA AT A GLANCE
7:30 am – 5:30 pm Registration Desk Open
8:00 am – 9:00 am Welcome Address and Inspiring Leaders Panel
Register at www.bldconnection.org/neconnection-conference or contact: Erik Burns | erik@bldconnection.org | (763) 595-4051
OR Kandace Betzold | kandace@bldconnection.org | (763) 595-4053
Questions on Event: Jodie Fleck | jodie@bldconnection.org | (763) 595-4058
Education & Networking
Thursday, December 11, 2025
8:00 am – Inspiring Leaders Panel
Moderated by Brett Thorne, this session brings together forward-thinking leaders who are shaping the future of the industry. Panelists will share ideas, challenges and the strategies they are using to lead with purpose.
9:15 am – Sales Seminar with Paul Burke
A Sales Perspective to Creating Great Client Experiences
Paul brings decades of leadership and sales insight to this interactive session. Learn how to shape the client journey, align your team and create systems that elevate your customer relationships from transactional to lasting.
9:15 am – Owner & Managers Roundtable
Step into a collaborative space designed for real conversation and peer support. Share what’s working, discuss common challenges and walk away with practical ideas to bring back to your team.
11:30 am – Membership Lunch, Meeting & Keynote with Aaron Davis
Enjoy lunch with fellow members and hear annual BLD Connection updates during the membership meeting. Then get ready for an energizing keynote from Aaron Davis, national champion, author and business leader. Aaron will share powerful insights on attitude, mental toughness and how to perform like a champion in any environment.
1:30 pm – Tabletop Display Session
Connect with suppliers, explore the latest products and enjoy complimentary bar service and snacks. Complete your tabletop game card for a chance to win the $500 Grand Prize at 5:25 pm.
6:00 pm – Evening Reception at Smash Park
Wind down with great food, drinks and activities like duckpin bowling and axe throwing. The evening reception is a favorite part of the Nebraska event and a great way to strengthen new and existing connections.
HOTEL INFORMATION
Reserve a room at the Embassy Suites La Vista for December 10 and December 11.
Group Rate: $139 plus tax
Cut Off Date: Wednesday, November 19
Call: (402) 331-7400
Online: Book your group rate for the Nebraska Connection Conference Use group ID “NCC” when making reservation
[ SALES CONNECTION ]
By Paul Burke
Five Critical Traits of Successful Salespeople
In today’s marketplace, customers have more options, more information and more power than ever before. Technology has given buyers the ability to research, compare and purchase with little or no interaction from a sales professional. And yet, the very best salespeople remain indispensable. Why? Because sales is no longer just about products and pricing – it’s about building trust, providing insight and creating experiences that customers cannot get from a website.
This is why traits matter. Skills can be taught and techniques can be practiced, but it is the traits that separate a good salesperson from a great one. Traits define how we show up every day, how we approach challenges and how we create value for our clients.
Personal Accountability
The foundation of every successful salesperson is accountability, the ability to own outcomes, manage priorities and hold oneself to the highest standards. Accountability is not about perfection; it’s about consistency and integrity.
I often describe accountability as a three-legged stool: physical, mental and spiritual. When one of these legs is neglected, the stool wobbles.
Successful salespeople understand that to show up at their best for clients, they must maintain balance in their own lives. A grounded salesperson who takes care of their physical health, cultivates their mindset and nurtures their inner values brings confidence and stability into every client interaction.
Practical accountability also shows up in the daily disciplines:
• Staying organized so that nothing slips through the cracks.
• Prioritizing tasks to focus energy on what matters most.
• Managing time effectively to balance prospecting, client service and follow-up.
• Holding yourself to the highest standards even when nobody is watching.
Clients gravitate toward professionals who are reliable, prepared and consistent. Accountability builds trust, and trust builds sales.
Effective Communication
If accountability is the foundation, communication is the bridge. Salespeople succeed or fail based on their ability to connect with others, and that begins with effective communication.
At its core, effective communication is not about talking; it’s about listening. The best salespeople practice active listening, paying close attention, asking clarifying questions and seeking to truly understand.
Great communication is less about the words we say and more about the questions we ask.
Beyond listening, successful salespeople know how to be:
• Clear and concise: Clients don’t want jargon; they want clarity.
• Adaptive: Every message has a method:
many deals are slowed or lost by poor communication choices.
When salespeople communicate clearly, consistently and appropriately, they don’t just exchange information; they build credibility.
Strategic Thinking & Planning
Sales is often mistaken for a short-term game of transactions. In reality, successful salespeople are strategic thinkers who view sales as a long-term, planned process.
Strategic selling begins with aligning two objectives: the salesperson’s goals and the client’s goals. Successful organizations and salespeople rely on a proven process from lead generation to close and beyond.
• An email for additional details.
• A phone call for a quick connection.
• An in-person meeting for deeper trust.
• A Zoom call when geography makes it necessary.
Choosing the right channel matters as much as the message itself. Too
They also understand who their best clients are, finding ways to grow with them and replicate them and identifying clients that are not ideal and deciding if they need to let them go.
Two frameworks guide strategic thinking:
• SWOT Analysis (Strengths, Weaknesses, Opportunities, Threats): A practical way to assess
both the salesperson’s and the client’s landscape.
• PEST Analysis (Political, Economic, Social, Technological): A broader way to understand the external factors shaping the marketplace.
Salespeople who think strategically don’t just react to opportunities; they anticipate them. They don’t just chase business; they pursue the right business.
Product & Industry Knowledge
No matter how skilled or personable a salesperson may be, if they lack product and industry knowledge, they will eventually lose credibility. Clients expect their sales partners to bring expert insight, not just to sell a product, but to guide them through trends, options, and challenges.
This requires constantly asking questions like:
• What are the latest trends?
• Who is winning in the marketplace, and why?
• What products are gaining traction –and which ones are declining?
• What unmet client needs exist that others are ignoring?
• What challenges are your clients facing, and what does their competitive landscape look like?
Successful salespeople are not just vendors; they are consultants and partners. They bring insights and passion into the relationship. They highlight opportunities their clients may not have seen and introduce solutions that are both timely and relevant.
Knowledge builds confidence, and confidence builds trust. A knowledgeable salesperson elevates the conversation from “selling a product” to “solving a problem.”
Problem Solving
Finally, at the heart of every great salesperson is the ability to solve problems. Clients don’t buy products; they buy solutions to their problems. The most successful salespeople approach challenges with a problemsolving mindset.
That mindset begins with:
• Curiosity over judgment: Instead of jumping to conclusions, they ask, “What’s really happening here?”
• Ownership: They see themselves as accountable for finding answers, not making excuses.
• Optimism: They ask, “What good can come from solving this problem?”
Problem solving is both an art and a science. It includes:
• Defining the problem: Break it down into facts and prioritize issues.
• Laying out options: Explore potential solutions and rank them by feasibility and impact.
• Taking action: Test small steps, check in, and adapt quickly.
• Conduct an After Action Review (AAR): Reflect on what worked, what didn’t, and how to improve for the future.
Problem solvers don’t just close sales, they build lasting partnerships. Clients return to them again and again because they know they can be trusted to bring clarity in confusion and solutions in complexity.
Traits that Build Legacies
The five critical traits – Personal Accountability, Effective Communi-
cation, Strategic Thinking & Planning, Product & Industry Knowledge, and Problem Solving – are not new concepts. They are timeless principles. What sets successful salespeople apart is not that they know these traits, but that they live them daily.
As we gather at the BLD 2025 Nebraska Connection Conference, it is worth remembering that products change, industries evolve and technology disrupts. But the essence of sales remains the same: people serving people. Those who commit to developing these five traits will not only achieve results but also create the kind of client relationships that stand the test of time.
In the end, successful salespeople don’t just sell, they lead, they serve and they solve. And that is why these five traits are not simply important; they are essential.
Paul Burke will lead the sales seminar, A Sales Perspective to Creating Great Client Experience at the Nebraska Connection Conference on Dec. 11, 2025.
Paul 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. Paul 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.”
[ CAREER CONNECTION ]
By Dena Cordova-Jack
Leadership Lessons with Weird Barbie
Recently, the universe delivered a surprise to my doorstep. There it was, a box emblazoned with the iconic Barbie logo in gloriously bright pink. My curiosity piqued, and I opened it to discover the unparalleled, the legendary… Weird Barbie! Yes, you read that right, Weird Barbie!
My brother, the mastermind behind this delightful surprise, knew how much I adored playing with Barbies as a child. Through her, I could envision being anything I wanted to be when I grew up. I could be limitless. He also remembered how I gushed over the new Barbie movie that premiered last summer. Channeling our shared, wonderfully unorthodox sense of humor, he hunted down a collector’s edition of Weird Barbie and sent it my way.
Upon calling to thank him for this unusual yet cherished gift, we laughed at his choice’s perfection. You see, he’s called me “Dork” since we were kids, and Weird Barbie resonates with that nickname in the best way possible. It’s a badge of honor celebrating our brand of “dorkiness.”
Weird Barbie now proudly occupies a prime spot on my desk, a daily reminder of my brother and our childhood shenanigans. As I gazed at her, I began reflecting on the lessons learned from my favorite childhood toys and books. Barbie was a staple, but another beloved item was my well-worn copy of “The Velveteen Rabbit.” While they seem worlds apart, Weird Barbie and The Velveteen Rabbit offer profound lessons about authenticity, love and transformation.
For the uninitiated, Weird Barbie results from a child’s boundless creativity. With unconventional
haircuts, marker tattoos and a wardrobe that screams “fashion rebel,” she stands as a beacon of imaginative play. Unlike her pristine counterparts, Weird Barbie teaches us that beauty and worth are found in uniqueness and individuality. She’s the ultimate lesson in embracing your quirks and letting your freak flag fly.
“The Velveteen Rabbit” tells the touching story of a stuffed rabbit yearning to become real through the love of his owner. The rabbit’s journey of wear and tear, reflecting a deep bond with the child, culminates in his transformation into a real rabbit. This classic tale illustrates the transformative power of genuine affection and the essence of becoming real.
Both Weird Barbie and The Velveteen Rabbit emphasize the importance of authenticity. Weird Barbie, with her unconventional appearance, defies societal standards of perfection. She encourages us to celebrate our imperfections and embrace our individuality. Similarly, The Velveteen Rabbit’s
journey from a shiny new toy to a worn, beloved companion underscores that true worth comes from being loved for who we are, not our outward appearance.
Weird Barbie becomes a cherished figure through children’s imaginative and affectionate play. Love drives her transformation from a standard doll to a unique creation. In “The Velveteen Rabbit,” the boy’s unwavering affection brings the rabbit to life, symbolizing how genuine love can catalyze profound change. Both stories highlight that love and acceptance have the power to help us grow into our true selves.
Weird Barbie, with her ever-evolving look and questionable fashion choices, and The Velveteen Rabbit, with his physical wear and eventual transformation, remind us that change is an inevitable part of life. Growth often involves challenges, and our experiences – even the difficult ones – contribute to our development and ultimate transformation.
What are the lessons from Barbie
and Rabbit that modern leaders can learn? Although Weird Barbie and The Velveteen Rabbit hail from different realms of childhood storytelling, they share themes that resonate deeply with children and adults. They teach us to embrace our authenticity, recognize the transformative power of love, and accept the changes that come with growth. Strong leadership demands authenticity, inviting and embracing change, and a genuine love for those you lead.
So, to all the trailblazing women leaders out there: be weird, be real and embrace your inner dork. Our unique
traits and experiences make us truly valuable, and the love we share is the most potent catalyst for the transformation of us all.
Keep shining and keep embracing your weirdness.
The Women in the Industry sessions are part of BLD Connection’s professional development programming, with this year’s theme Built to Lead. Facilitated by Dena Cordova-Jack, the series offers a relaxed, supportive space for women working at all levels of the lumber and building material industry to learn from
and encourage one another. For upcoming session dates and registration links, visit the Event Calendar at bldconnection.org.
With more than 30 years in the LBM industry at companies including Georgia-Pacific, Boise Cascade, FoxworthGalbraith, and Kodiak Building Partners, Dena Cordova-Jack has experienced leadership from every angle. Now, through Cordova-Jack Consulting, she helps women lead boldly, ditch perfectionism, and take their seat at the table.
Hit Your Target
Reach 1,850 independent lumber and building material retailers throughout Arkansas, Iowa, Kansas, Minnesota, Missouri, Nebraska, North Dakota, South Dakota, Wisconsin and Upper Michigan. Advertise with BLD Connection to build brand recognition and to help generate sales leads.
Contact Erica Nelson at (763) 497-1778 or erica.nelson@ewald.com.
[ SAFETY CONNECTION ]
By Melissa Olheiser, OHST
Incident Investigations Using the Five Whys
When a workplace incident occurs – whether it’s a near miss, injury or property damage – it’s critical to dig deeper than surface-level explanations. At OECS, we guide organizations through thorough incident investigations to uncover the true root cause, not just the symptoms. One of the most effective
tools in our approach is the Five Whys method.
What is the Five Whys Method?
The Five Whys Method is a problemsolving technique that helps identify the root cause of an issue by asking “Why?” five times (or as many times
as needed). It’s simple but powerful, and it prevents quick-fix solutions that don’t address the real problem.
Why Use the Five Whys for Incident Investigations?
Workplace incidents are rarely caused by a single factor. A broken ladder may seem like the issue, but the real cause could be a lack of preventive maintenance, poor training or even an unclear safety policy. The Five Whys exposes these underlying issues, allowing organizations to:
• Prevent repeat incidents.
• Strengthen safety procedures.
• Improve compliance with OSHA standards.
• Foster a proactive safety culture.
How to Conduct an Incident Investigation with the Five Whys
At OECS, we recommend integrating the Five Whys into your incident investigation process as follows:
• Gather the Facts: Document what happened, who was involved, when and where the incident occurred and what conditions were present. Use photos, witness statements and any available records.
• Assemble the Right Team: Include individuals with firsthand knowledge of the incident and a
strong understanding of operations and safety. A team approach leads to better insights and reduces bias.
• Ask “Why?” – and Keep Going: Start with the immediate cause and ask why it happened. Then ask why that happened. Continue until you uncover the root cause. For example: Problem: A worker slipped on a wet floor.
• Why 1: The floor was wet.
• Why 2: A pipe was leaking.
• Why 3: The pipe hadn’t been inspected in months.
• Why 4: There’s no regular maintenance schedule.
• Why 5: Our safety program doesn’t include preventive maintenance policies. The real issue wasn’t just a wet floor. It was a gap in the safety program. Now you know what to fix.
• Identify Corrective Actions: Once the root cause is clear, develop corrective and preventive actions that address it directly. These may include policy changes, training updates or equipment maintenance schedules.
• Follow Up and Document: Track the implementation of corrective actions and ensure they’re effective. Document everything. A thorough report not only satisfies OSHA requirements – it protects your business and your people.
Melissa Olheiser, OHST, is regional director for OECS, BLD Connection’s preferred OSHA safety consultant. Contact OECS at (763) 417-9599.
DEALER CONNECTION ]
By Craig Webb
An Iowa Building Material Dealers Bicycle Tour
Imagine being at your lumberyard in your town of just 1,100 people, watching close to 20,000 bicyclists ride through, taking over Main Street for a few hours as they fill water bottles, gobble slices of pie, tune up their bikes and chat with the locals. That’s what happened this July in Aplington, Iowa, and a dozen other small- and mid-sized communities during the rolling party known as RAGBRAI.
This was the 52nd year for RAGBRAI, short for [the Des Moines] Register’s Annual Great Bicycle Ride Across Iowa. It’s the nation’s biggest multi-day recreational event for bicyclists. This year’s route spanned more than 400 miles across much of northern Iowa. Cyclists from every state and multiple nations come for the scenery, the food, the music, the friends and the fun of being part of a common community.
I, of course, also came to see the building material dealers.
Whenever I passed through a town, I sought out the local LBM dealer. Among other things, I learned there are plenty of people still making a bet on their communities. In Armstrong, for instance, Josh Gates took over Armstrong Building Supply during COVID. And in Primghar, Eric and Heidi Brown this year bought Earl’s True Value Hardware and will rename it Primghar Hardware. They already own a hardware store in nearby Paullina.
The cross-state trek also gave me my first opportunity to visit a branch of Forge & Build, a fast-growing chain in the center of the country.
The corn and soybean fields seemed to go on for miles and miles, and you often could tell you were nearing a small town if you saw a farm co-op’s grain elevator
and a water tower. (One such co-op, CFE, also sells building materials.)
When I asked dealers how they were doing, just about every one stressed that their business depends on how farmers are doing. And in those late July days, the U.S. government’s tariff talks with China were top of mind. Iowa exported $13.5 billion worth of agricultural products in 2023, putting it No. 2 among all ag-exporting states.
Cycling as much as eight hours a day, as well as relaxing at stops and camps, provided lots of opportunities to meet people from every state and around the world. Politics was never the first topic of conversation. Most chats began with remarks about the ride and the riders,
then moved on to where you lived. However, and perhaps in part because people knew I’m from Washington, D.C., the various cuts to grants, funding, programs and people would get mentioned. Optimism prevails, but what’s happening with the federal government was a regular cause for concern.
This was my first RAGBRAI--indeed, the first time I ever rode so many miles on consecutive days. Taking part reminded me of how many wonderful people there are across the country, and why there’s so much reason to be optimistic about America today. I’ll be thinking about the people, the bikes and the LBM dealers for years to come.
Top left: The author with a sculpture made from bikes tossed about and destroyed when a tornado ripped through Parkersburg, Iowa, in 2008.
Bottom left: Harken Lumber, Aplington, Iowa
Top right: Armstrong Building Supply, Armstrong, Iowa
View more photos from Craig’s Iowa bicycle tour at tinyurl.com/webbiowa.
[ MEMBER CONNECTION ]
Weekes Parent Co Acquires Sprenger Midwest
MacArthur Company, parent company of Weekes Forest Products, a leading distributor of lumber, building materials and construction supplies in the United States, recently announced the acquisition of Sprenger Midwest Wholesale, a well-established wholesale distributor serving the Upper Midwest. This strategic acquisition strengthens Weekes Forest Products’ footprint in the region and enhances its product offering, service capabilities and distribution network. The integration of Sprenger Midwest Wholesale’s experienced team and deep-rooted customer relationships further supports Weekes’ commitment to providing best-in-class service, quality products, and innovative solutions to its customers.
“Sprenger Midwest Wholesale has built a strong legacy of reliability, industry expertise, and customer focus,” said Scott Gardner, president of Weekes Forest Products. “We are excited to welcome their team into the Weekes family. This move is a natural fit, aligning with our growth strategy and shared values of integrity, service and long-term partnerships.”
the foreseeable future as integration planning moves forward.
Sprenger Midwest Wholesale, headquartered in Sioux Falls, South Dakota, has been a trusted name in the industry for over 40 years, with multiple distribution centers and a broad portfolio of commodity and specialty wood products and building materials. The company will continue to operate under its existing name for
“We look forward to partnering with Weekes Forest Products,” said Steve Sprenger, president of Sprenger Midwest Wholesale. “Both companies have the same values of honesty, along with high levels of customer service and trust. We do what we say we are going to do. I am proud of what we have built at Sprenger Midwest Wholesale and pleased to see the legacy continue in partnership with Weekes for the benefit of our customer and suppliers.”
Wall Lake Lumber Celebrates 95 Years
Wall Lake Lumber Company in Wall Lake, Iowa, celebrated its 95-year anniversary in August 2025 with an Open House and Cookout. During the event, Wall Lake Lumber unveiled its newly remodeled store in Wall Lake. The remodel includes a newly updated exterior look along with a remodeled showroom & retail store front. The retail space incorporates many new features while also paying homage to the company’s history with items such as the original countertop from the checkout counter at the original store being featured in the new interior design space.
The Brotherton family got its start in the lumber industry in 1930, although the yard began in 1892, when Clarance
“C.W.” Brotherton purchased both Wall Lake Lumber Company and Farmers Lumber Company. Now in its fourth generation of family ownership and fifth generation of family commitment, Wall Lake Lumber operates four retail lumber yard locations in Wall Lake, Odebolt, Carroll and Lake View, Iowa.
LMC Celebrates 90th Year with a Celebration
LMC, the Pennsylvania-based lumber and building materials cooperative, recently marked its 90th anniversary with a special event honoring the employees and dealers who have fueled nine decades of growth and success.
The event at LMC’s headquarters brought together staff with members from across the country. Two notable guests were Dave Reichert from Davis-Hawn in Dallas and Nate Miller from Miller Building Supply in Goshen, Indiana. These men and their families traveled with a smoker in tow to prepare a barbecue lunch.
Together, they spent more than 24 hours preparing the meat and providing other treats, such as homemade ice cream. Their generosity showed the
spirit of partnership that defines the LMC network. Staff also enjoyed connecting with Dave and Nate’s team members on both business and personal levels.
“We are so thankful for what LMC means to us and what we can give back to them in return,” Miller said. “LMC has been an incredible partner for our business, and this is just a small way to show our appreciation for everything they do for us.”
The celebration also featured the LMC Rocks Band, comprised entirely of LMC staff members from across all departments. A highlight was band member Bob Bryan, LMC’s longesttenured employee, who recently retired after 50 years of service in the mailroom but returned to perform in the spirit of
LMC’s 90 years.
“Our employees and dealers are the reason LMC has thrived for nine decades,” said LMC CEO and President Paul Ryan. “We’re proud of how far we’ve come, but we’re even prouder of the people who have shaped our journey. This event represents what LMC is about at our core: building business together.”
LBM Advantage Announces Dan Ohmer Promotion In Memoriam: Wayne Meester
LBM Advantage recently announced the promotion of Dan Ohmer to vice president of member development.
Ohmer brings an impressive track record of leadership, sales strategy and business development to the lumber and building materials industry. His extensive career includes impactful executive leadership roles at Guardian Building Products, ROXUL Insulation and Knauf Insulation.
Since joining LBM Advantage in 2018, Ohmer has been a consistent catalyst for growth, building strong, trust-based relationships with members across the country. He has played a pivotal role in expanding LBM Advantage’s footprint, adding over 300 new locations to the cooperative’s membership.
Recognized for his strategic, thoughtful approach to business development and his unwavering commitment to member success, Dan’s contributions have driven over $1 billion in member purchases.
In this new capacity, Ohmer will continue to play a vital role in advancing the cooperative and supporting member growth while also leading a team of seven member development managers.
“Dan’s leadership has been instrumental in fueling our continued success,” said Dave DeJoy, president and CEO. “We are excited to see him take on this well-deserved role and look forward to his continued impact on our members and our cooperative as a whole.”
Wayne Meester, longtime BLD Connection member and former South Dakota Dealer Director on the BLD Connection Board, passed away at age 76 on July 27, 2025, in Watertown, South Dakota. Meester opened Cashway Lumber in 1985. He was a founding member of the Watertown Home Builders Association and was honored as Lumberman of the Year in 2009 by the South Dakota Retail Lumber Association. He retired in 2010, proudly handing over the reins to his sons, Jason and Todd.
He is survived by his wife, Linda; children, Jason, Todd and Melissa; and nine grandchildren.
Caterpillar Forklift: 1994
GPL40-G2 Caterpillar Forklift for sale. $10,950. Original owner.
7,860 Hours. 8,300#, Triplex 168/85 Mast, 78” x 48” Carriage, 48” x 8” x 1-1/2” Forks, 4.3l 6 cyl Gas. Good condition. Tuneup in June 2024, serviced in June 2025. Contact Bob Halleland at Story City Building Products, Story City, Iowa, scbp57@ gmail.com.
Clark Forklift: $30,000. 2022 Clark S35L forklift in excellent condition. Full cab with heat – perfect for year-round use. Lift capacity: 6,300 lbs. Low hours: 671 (still in service, so hours will go up slightly). Well-maintained and ready to work. Fork positioner. Sideshift. This forklift is dependable, comfortable, and powerful enough for heavy lifting jobs. Ideal for warehouse, yard, or industrial use. Call Isaac Rutten for details: (218) 535-1453.
Truck – 2021 Ford F-550:
$45,000. XLT 4X4. 7.3 Gas. 10-speed automatic transmission. Transmission replaced with three-year warranty. 104,000 miles. 16’ dumping flatbed with electric hoist. Call (218) 747-2215 or email mike@lakesidelbr.com
2025-2026 Professional Development Schedule
Dates & locations are subject to change. The latest information can be found at association website.
Roundtables
September 4 Managing Returns, Special Orders & Refund Policies in the LBM Industry Online Class
October 21-23 Estimating 1-2-3 Inver Grove Heights, MN
November 11-12 Yard & Delivery Operations Workshop Wisconsin
November 18-20 Estimating 1-2-3 Des Moines, IA
December 2-4
December
December
December
December 16-18 Estimating 1-2-3 St. Joseph, MO
January 7-8 Blueprint Reading & Material Take-Off Fargo, ND
January 13-14 Yard & Delivery Operations Workshop Kansas/Missouri
January 13-15 Estimating 1-2-3 Minnesota
January 14 Sales Development Sioux Falls, SD
January
January
February
February 17-18
February
March 4-5 Blueprint Reading & Material Take-Off Little Rock, AR
March 24-25 Yard & Delivery Operations Workshop Minnesota
March 24-26 Estimating 1-2-3 Wisconsin
April
Women in the Industry Group Online Meetings
Next Gen WI/MI Minocqua, WI September 23 & 24
MLA Roundtable Rogers, AR October 12-14
Pinnacle Roundtable Dallas, TX November 10-13
NEW Virtual Roundtable Series Starting November 6
Legacy 3 Roundtable Minneapolis, MN November 18-19
