A Year of Growth and Connection
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
Accountant/Administrative Assistant
Nicole Aanden nicole@BLDConnection.org
Event and Communications Specialist
Erica Bernards erica@BLDConnection.org
Regional Field Manager (Iowa, Minnesota, North Dakota, South Dakota, Wisconsin) Tony Cook tony@BLDConnection.org
Director of Events
Jodie Fleck, CMP jodie@BLDConnection.org
Director of Communications Melanie Hultman melanie@BLDConnection.org
Director of Professional Development Connie Johnson connie@BLDConnection.org
Executive Assistant
Diane Sass diane@BLDConnection.org
Regional Field Manager (Arkansas, Kansas, Missouri, Nebraska)
Heather Summy heather@BLDConnection.org
BLD Connection Magazine is published bimonthly by BLD Connection, 701 Decatur Avenue North, Suite 105, Golden Valley, Minnesota 55427, (763) 544-6822. It is the official publication of the BLD Connection. Copyright ©2024 by BLD Connection. Materials may not be reproduced without written permission. Annual subscription fee is $30.
POSTMASTER
Send address changes to: BLD Connection, 701 Decatur Avenue North, Suite 105, Golden Valley, MN 55427
[ EDITORIAL]
Leveling Up in 2024/25
This issue of BLD Connection Magazine marks one year for the association as BLD Connection. Although our transformation has been challenging at times, it has been an exciting and busy year packed full of learning. We are excited to celebrate BLD Connection’s first birthday with you.
As you will read in this issue, the 2023/24 membership year brought forward many exciting changes while continuing the legacy of Northwestern Lumber Association and the Mid-America Lumbermens Association. From new forms of member communication to new event formats to new programs and services, the association again hit its mark, and we are pleased with the results.
As with any business decision, we took a step back and analyzed the year that was. In doing so, our team began working to make the needed adjustments to bring forward even greater value for your membership investment. To be frank, it has been a lot, but we are proud of the work our team and volunteer leaders have done to ensure that you and your team have the best resources, education and networking opportunities in the region. And the best – our best – is yet to come.
As we prepare to embark on the 2024/25 membership year – our 135th as your association – the common objective we have strived to achieve has been to “level up” our offerings. We worked with coaches, our boards and our committees to bring forward only the best regional education, events and growth opportunities for you, our members. 2024/25 will see the addition of new class locations, improved conferences and BizCons, and even greater participation in our annual outings.
We have spent a ton of time improving our processes and communications strategy to ensure you know what you need to know, when you need to know it. As I have previously mentioned, the days of continuous emails are behind us. We have recognized that although daily emails were too much, one email per week probably wasn’t enough. We understand and respect that your email box is continually full of important messages, so we strive to continue being a valued resource, not a nuisance. I strongly encourage you to take five minutes every week to read our emails, and please share feedback with our team. These are your newsletters, this is your association, and you can help shape its future.
I could go on for pages about the exciting offerings in store for our members in 2024/25, but I will let this publication and our improved communications strategy do the talking. Once again, on behalf of our team, our board, our committees and your industry, thank you for your membership and partnership in 2023/24. We look forward to partnering with you again in 2024/25 and look forward to year 135 with you as a member of our valued community.
Cody Nuernberg BLD Connection President
BLD CONNECTION BOARD
Chairman
Scott Enter
wRight Lumber & Millwork, Buffalo, Minnesota
1st Vice Chairman
Adam Hendrix
Chic Lumber Co., O’ Fallon, Missouri
2nd Vice Chairman
Brett Hanson
Tri-State Building Center, Sisseton, South Dakota
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
Mark Russell Millard Lumber Inc., Waverly, Nebraska
North Dakota Director
Samantha Nasset
Crane Johnson Lumber, Fargo, North Dakota
South Dakota Director
Jason Meester
Watertown Cashway Lumber Company, Watertown, South Dakota
Wisconsin Director
Nate Ehlen
Sav-Rite Building Center, Neillsville, 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: Mike Bertrand, Lloyd Lumber Company, Mankato, Minnesota
Vice President: Lynn Trask, Retired, Reinbeck, Iowa
Treasurer: Brian Wendt, Anita Supply Center, Anita, Iowa
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 Magazine to build brand recognition and to help generate sales leads. Contact Erica Nelson at (763) 497-1778 or erica.nelson@ewald.com.
BLD Connection Events
OCTOBER
Oct. 3
Sunflower Shootout Golf Outing Manhattan, Kansas
Oct. 5
Wine & Whiskey Outing Des Moines, Iowa
Oct. 19-22
BLD Mid-America Roundtable Biloxi, Missouri
Oct. 28-30
Estimating 1-2-3
Inver Grove Heights, Minnesota
NOVEMBER
Nov. 5-6
Yard & Delivery Operations West Des Moines, Iowa
Nov. 6
Gross Margin Series Kick-Off Online
Nov. 7
Virtual Roundtables Kick-Off Online
Nov. 12
Women in the Industry Lunch & Learn Online
Nov. 12-14
Estimating 1-2-3
St. Louis, Missouri
Nov. 18-20
Pinnacle Leadership Roundtable St. Charles, Missouri
Nov. 19-20
Advanced Operations Workshop Wichita, Kansas
DECEMBER
Dec. 5 Sales Development Rochester, Minnesota
Dec. 10-12
Estimating 1-2-3 Madison, Wisconsin
Dec. 11
Nebraska Connection Conference La Vista, Nebraska
For complete details, registration and a complete list of BLD Connection events, visit www.bldconnection.org.
2023/24 : A Year of Growth and Connection
Reflecting on the past year at BLD Connection, we are filled with pride and gratitude for the growth and achievements we’ve shared together. From a strategic merger and rebranding to launching innovative programs and hosting successful events, our association continues strengthening its role as a leading community for building material and lumber dealers.
A New Chapter: Merger and Rebranding
This year marked a significant milestone as we welcomed the Mid-America Lumbermen’s Association into our family, expanding our community across new states. This merger brought new energy and opportunities for all of us, and together, we embraced a new identity: BLD Connection – which stands for Building Material & Lumber Dealer Connection. Our new name reflects our commitment to creating a supportive network where members can grow and thrive. We also introduced a fresh logo and a revamped website to better serve you. With improved navigation and a new member portal, staying connected and
informed about all the resources, events and tools to help you and your business succeed is now easier than ever.
Building a Stronger Membership Community
Our membership remains the foundation of BLD Connection. While we faced some challenges due to the economic climate, we welcomed 35 new members this year, each bringing fresh perspectives and energy to our community. We’re grateful to everyone who continues to participate in BLD Connection. Our commitment to supporting our members has never been stronger, and we are dedicated to continuing to build a network that offers value, growth and support.
Learning and Growing Together at Our Events and Conferences
We reimagined our events this year to better foster learning and connections. The BLD BizCons in Minnesota and Iowa were dynamic gatherings filled with insightful discussions, educational sessions and plenty of networking. We’re already planning for the 2025 events to be even bigger and better, with more opportunities for you to connect and learn...
The Nebraska Connection Conference and Wisconsin Connection Conference were also standout events this year, bringing together members for a day of education, networking and fun. These conferences are at the heart of what we do: fostering connections, sharing knowledge and building relationships. The Nebraska Connection Conference, a new addition to our lineup, was a resounding success, and we are excited to have it return
in December 2024. Similarly, the Wisconsin Connection Conference continues to be an important and successful event, with 2024 bringing forward the addition of a contractor panel - hosted in partnership with the Wisconsin Builders Association - and a rejuvenated Next Gen Networking Group. We can’t wait to return to Glacier Canyon Resort in The Dells in January 2025 for another year of this amazing event.
Tee Times and Tastings: Fun and Fellowship on the Green and Beyond
The 2023/24 BLD Outings featured popular events like the Iowa and Nebraska Golf Outings and Missouri’s Swing Into Spring From golf tournaments to cornhole and fishing competitions, our outings offered plenty of opportunities for connection and enjoyment. We’re excited for the next season, kicking off in October 2024 with a repeat of the Sunflower Shootout and Wine & Whiskey outings, both favorites in their regions! Additional events – along with our annual outings – are being considered, and we look forward to spending time with our members while away from the business’s day-to-day activities.
Mill Tour Through Oregon’s Lumber Industry
The BLD Mill Tour was a major hit, selling out in just 48 hours. This five-day adventure through Oregon included visits to industry leaders like Freres Engineered Wood, the Tallwood Design Institute at Oregon State University and TimberLab. Participants also enjoyed scenic views and unique experiences, such as a wine tasting and a dune buggy ride. It was a perfect blend of learning and leisure, making it a standout event of the year.
Enhancing Skills and Building Knowledge Through Professional Development
Education remains a cornerstone of our commitment to you. This year, more than 360 members participated in our LumberTech workshops and webinars, gaining valuable skills to enhance their businesses. We introduced a new Sales Development workshop led by Bryan Rice. We also expanded our Advanced Operations Workshop with Ken Wilbanks and co-instructor David Wells, focusing on leadership best practices and operational efficiency. Additionally, we launched new roundtable groups and
added Rikka Brandon’s Hire Power online learning platform, giving members access to three convenient online learning tools. Looking ahead, we’re excited to expand our offerings with more roundtable groups and the launch of an industryspecific Registered Apprenticeship Program. We are also continuing our involvement in workforce initiatives like Project Build MN and Build My Future, ensuring we provide top-notch education and training to support our members and strengthen the industry.
Advocating for Your Interests
Advocacy remains a key focus for BLD Connection. This year, we represented you at the National Legislative Conference in Washington, D.C., and worked towards launching a registered apprenticeship program to further
support our industry. We’re here to ensure your voice is heard and your needs are met now and in the future.
Looking Ahead: Exciting Plans for 2024/25
As we prepare for the upcoming year, we have many exciting plans. From expanding our events and conferences to enhancing our communications and member engagement, we are focused on delivering even more value to you. We’re introducing an enhanced marketing and communications plan designed to provide more engaging content and keep you well-informed about the latest events, programs and opportunities within BLD Connection. We’re ready for another great year together and committed to improving how we connect with you, ensuring you have everything you need to maximize your membership. Here’s what’s new for 2024-2025:
• More Inclusions: We’re adding more value to our events and programs to ensure you get the most out of your membership.
• New Engagement Points: Look forward to fresh ways to connect and interact at all our events.
• New Features: Enjoy exciting
additions like games and giveaways at our conferences and events.
• New Conference Line-Ups: We’re introducing updated conference schedules to better meet your needs and interests.
• New Online Directory: Our new directory will make it easier for members to connect and collaborate.
• Invite Your Contractors to BLD Events: Most BLD Connection events and conferences in 2024/25 will include opportunities for your contractors to learn about new products and to join you as a guest. These are your conferences and shows, we hope you will bring your customers to help you (and them) grow their business.
• Contractor Panels: BLD Connection will be implementing contractor panels at many of the 2024/25 conferences and BizCons in an effort to provide our members with greater insight(s) into the contractor world. With these new initiatives and enhancements, we’re ready for another great year together!
Join Us in Building Connection
Whether attending events, joining a roundtable, or simply connecting with us online, there are countless ways to get involved. Let’s continue to create a thriving, supportive community that celebrates our shared successes and embraces the challenges ahead.
Photo courtesy of Anlin Windows & Doors
What’s New in Window & Doors
As homeowner preference for different styles, features and functionality evolve, window and door suppliers continue to adapt their product lines to match the latest trends. Whether incorporating new technology, updating colors and styles or improving energy efficiency, manufacturers continue to innovate. Let’s take a look at some of the products recently developed by several window and door companies to help building material dealers, builders and remodelers meet their customers’ window and door needs and expectations.
Smart Windows and Doors
As smart home innovation demand continues to grow, Marvin, a premium manufacturer of windows and doors, recently announced a new automated solution in which stunning design and smart technology seamlessly merge to offer more convenience and control over air, light and views with Marvin Connected Home.
With Marvin Connected Home, homeowners can create the perfect setting for waking up, winding down and everything in between with voiceactivated and programmable smart skylights, windows and doors. Through the ease of a smart home platform like Amazon Alexa and home automation systems like Crestron Home or Control4,
homeowners can conveniently operate Marvin Connected Home skylights, windows and doors. This groundbreaking smart home solution is designed to transform the way architects and builders approach home design, providing unparalleled ease, increased productivity and a personalized in-home experience for homeowners.
Marvin Connected Home offers flexible control of Modern Automated Awning and Casement windows, Awaken skylights and the Modern Automated Multi-Slide door, making it easy for homeowners to operate windows and doors with a home automation system, voice assistants, the Marvin Home app, a wall switch or on-unit control buttons. Other features include:
• Ability to create customized schedules and scenes in a smart home platform or home auto-mation system for different times of the day.
• Ability to program windows and skylights to responsively react to outdoor conditions such as temperature and humidity.
• Peace of mind with built-in rain sensors that automatically close open windows, doors or sky-lights when moisture is detected.
• Ability to check and control the Modern Automated Multi-Slide door’s magnetic lock using the Marvin Home app.
• Proven performance and modern design of the Marvin Modern product line.
Learn more at marvinconnectedhome.com
Switchable Privacy Glass
Marvin also recently introduced switchable privacy glass on its Modern direct-glaze windows. The company partnered with its long-standing glass supplier, Cardinal Glass Industries, to offer an innovative window privacy solution, CLiC switchable privacy glass. CLiC glass uses a unique application of liquid crystal technology to transition between clear views or a privacy setting in less than one second.
CLiC uses a proprietary liquid crystal technology. When in the clear state, liquid crystals align for glass that is clear from edge to edge and from any angle. When in the privacy state, liquid crystals scatter to create uniform diffused illumination across the window’s glass surface, providing privacy while still allowing light to enter a space.
Marvin Modern direct glaze windows equipped with CLiC glass are operated from a wall-mounted switch or integrated with home automation systems.
Learn more at marvin.com .
Shaker-Style Entry Doors
Therma-Tru recently announced new products, including updated options for Smooth-Star Shaker-style doors and the Advanta lite frame.
New options for Smooth-Star Shakerstyle entry doors include flush-glazed, half-lite, one-panel doors and sidelites; impact-rated, full-lite, flush-glazed options; and door divider bar and simulated divided lite styles.
New half-lite one-panel Shaker doors and sidelites with flush-glazed glass capture the simplicity of Shaker style. They are available with privacy and textured, energy-efficient, low-emissivity glass and divided lite styles.
Homeowners can experience the clean style and increased daylight opening of full-lite EnLiten flush-glazed glass, now engineered to withstand extreme weather conditions. They are available with privacy and textured, energy-efficient low-emissivity glass and a wide selection of simulated divided lite styles.
New DDB and SDL styles for flushglazed, full-lite and solid-panel Shaker-style doors blend on-trend contours with purposeful Shaker design to complete the look of contemporary and modern home styles.
The Advanta lite frame is designed to achieve a seamless look. Avoid the look of missing screw plugs and enhance the beauty of any home’s entryway. Choose from decorative and privacy glass designs or a selection of specialty and clear glass options for Fiber-Classic,
Smooth-Star, Profiles, Traditions and Pulse doors. New for 2024, the scrolled Advanta lite frame is available in an oval lite.
The eight-inch, two-panel, square-top, Shaker-style door and flush-glazed, full-lite sidelite now feature 10-inch bottom rails, delivering a durable, on-trend solution for front entries of multifamily homes. Doors with an elevated bottom rail feature a minimum 10-inch net smooth surface as measured from the bottom of the slab to the beginning of the panel detail.
Learn more at thermatru.com
Retractable Screens
Andersen Corporation recently announced the launch of the latest addition to its innovative product portfolio: a retractable screen for Andersen patio doors. This new product offering provides homeowners with a seamless solution to fresh air and unobstructed views while keeping insects out, combining form with function for enhanced functionality and comfort.
The new retractable screen is designed to match perfectly with Andersen® 200 Series, 400 Series, and A-Series gliding patio doors. With premium metal hardware and high-end retention performance, it is designed not only to blend in but also to impress. The new screen can easily be installed on existing Andersen A-Series, 400 Series, and 200 Series Gliding Patio Doors manufactured
from 1990 to today, and it is an ideal addition to new doors.
Key features of the new Andersen retractable screen include:
• One-of-a-kind design: Designed specifically for Andersen patio doors for a seamless fit in-side the door frame that is tight with the door panel and premium metal hardware for a high-end look and feel, with a full slate of 11 color finishes available.
• Disappearing configuration: A completely retractable screen allows unobstructed light and views when not in use.
• High-performing elements: Screen locks at bottom track for solid retention, tear-resistant screen cloth, engineered for durability, cycle tested 25,000 times for reliability.
The new Andersen retractable screen joins other thoughtfully designed options from Andersen, including the LuminAire retractable screen for front doors and the Big Door retractable screen for Andersen folding outswing and MultiGlide doors.
Learn more at andersenwindows.com.
New Finishes and Energy Efficiency
Anlin Windows & Doors recently added two new products to its variety of operating styles that are built for comfort, beauty, and energy savings.
Anlin debuted a state-of-the-art capstock coextrusion technology in new Designer Black.
The contemporary Designer Black finishes appeal to today’s homeowners with a sleek, modern aesthetic. Made in the U.S., the
capstock coextrusion ensures 100 percent molecular bonding between the black acrylic and the vinyl substrate, creating product options with exceptional durability and scratch resistance.
Anlin also introduced its Ulite thin triple glass technology. Engineered to enhance the everyday comfort and performance of a home, this revolutionary glass product, developed from a collaboration with Corning, meets some of the highest window energy efficiency standards around, including the Energy Star Version 7.0 ratings in the north central and northern climate zones. The insulated glass unit design includes two outer panes of traditional glass with an ultra-thin pane of Corning Architectural Technical Glass at the center.
Learn more at anlin.com
Pass-Through Window
Western Window Systems added the Series 7665 Pass-Through Window to its Performance Line. The window is designed for installation above a countertop, connecting a home’s indoor and outdoor kitchen or dining spaces.
The pass-through window, much like an awning window, features a continuous top hinge for a sleek profile. Its gas struts, when closed, remain completely hidden, reducing visual obstruction compared to similar models. These gas struts ensure smooth and consistent operation, complemented by a single-point locking mechanism and a modern pull handle for added convenience.
Visit WesternWindowSystems.com to learn more.
Wednesday, December 11, 2024
Embassy Suites & Smash Park La Vista, NE
Join us at the Nebraska Connection Conference
The 2024 Nebraska Connection Conference is just around the corner, offering a day packed with valuable engaging sessions, hands-on learning, and plenty of opportunities for fun and relaxation. Whether you’re engaging in interactive workshops, exploring vendor displays, or unwinding at Smash Park, this conference promises to be as fun as it is informative.
Learn, connect, and have fun all in one day. We can’t wait to see you there!
New at the Conference
Welcome Session: Setting the Stage for Success
The day kicks off with a dynamic Welcome Session, designed to reconnect attendees and introduce the key themes of the conference. This session will set the tone for a productive and engaging day ahead. Contractor Mini Workshops
New this year, the conference is opening its doors to contractors, with five exclusive slots available for suppliers to host 20-minute workshops. These hands-on demonstrations provide a unique opportunity for suppliers and contractors to connect directly, offering practical insights and showcasing the latest products and services.
AGENDA AT A GLANCE
8:00 am Registration Opens
8:30 am – 8:50 am Welcome Address
9:00 am – 11:20 am Education
• Sales Seminars
• Leadership Seminars
• Contractor Mini Workshops (20 min each)
11:30 am – 1:30 pm Membership Lunch & Keynote
1:30 pm – 5:00 pm Networking Reception & Vendor Visits @ Tabletop Displays
• Bar service and dessert provided + Grand Prize Drawing
5:30 pm – 7:30 pm Evening Event (Games, Dinner & Drinks) - Offsite @ SMASH PARK
REGISTRATION
Register at www.bldconnection.org/neconnection-conference or contact: Heather Summy | heather@bldconnection.org | (763) 595-4051
OR Erica Bernards | erica@bldconnection.org | (763) 595-4053
Questions on Event: Jodie Fleck | jodie@bldconnection.org | (763) 595-4058
Education & Networking
Elevating Leadership, Driving Sales Success & Building Connections
Leadership Seminars with Zach Arend, Create Purpose LLC
Seminar #1: Saddle Up! A Modern Leadership Solution
This session tackles the issue of workplace disengagement, focusing on creating a culture of ownership and collaboration. Zach Arend introduces the “Saddle Your Own Horse™” leadership model, designed to unlock potential and drive engagement.
Seminar #2: Leading in the Arena: Championing Yourself and Your Team
70% of people’s growth stems from real-world challenges, not formal training or mentoring. To champion your team effectively, mastering a coaching approach is essential. Learn how to empower your team to excel through proven coaching techniques, embracing the ethos of Saddle Your Own Horse™.
Sales Seminars with Mike McDole, Firing Line LBM Consulting LLC
Seminar #1: Personalizing Every
Interaction
In today’s competitive market, standing out from the competition requires more than just a strong pitch. This session will provide sales representatives with strategies to personalize every customer interaction, helping them to forge stronger relationships and boost sales effectiveness.
Seminar #2: Mastering Time Management for Sales Success
Effective time management is crucial for maximizing productivity. This session will offer practical tools and strategies to help sales representatives manage their time more efficiently, achieve their targets, and maintain a healthy work-life balance.
Membership Luncheon & Keynote by Kendall Gammon
After a morning of learning, attendees will come together for a Membership Luncheon featuring a keynote address by Kendall Gammon. Drawing on his experiences as a former NFL player, Gammon will share insights on emotional resilience and leadership, offering inspiration and actionable takeaways.
Engaging Networking Opportunities
From 1:30 pm to 5:00 pm, explore 30 tabletop displays, enjoy a drink and dessert, and interact with suppliers to learn about their latest offerings. Participate in our vendor tabletop “game” for a chance to win the $500 grand prize!
Evening Social Event at Smash Park
The day concludes with an evening at Smash Park, where fun is front and center. From axe throwing to duckpin bowling, this event is all about letting loose and enjoying time with colleagues. Paired with a BBQ dinner buffet and drinks, it’s the perfect way to end the day on a high note.
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: Sunday, November 17
Call: (402) 331-7400
Online: Book your group rate for the Nebraska Connection Conference Use group ID “NCC” when making reservation Wednesday, December 11, 2024
[ SALES CONNECTION ]
By Mike McDole
Bridge the Gulf Between Sales and Credit
One of the stickiest issues any dealer faces is managing the delicate relationship between the sales force and the credit department. The question isn’t who’s more important. I’m as big a believer as anyone in the philosophy, “Nothing happens until a sale is made.” I’ve just found over the years that the joy of making something happen is greatly enhanced when the check clears the bank afterward.
Nor am I suggesting that sales and credit can’t get along. Left to their own devices, however, they’ll drift apart.
Before long, they’re in your office every week, one group grumbling about the “sales prevention department” and the other accusing you of lifting your target account list from the files of America’s Most Wanted.
My philosophy has always been that the best way to bring opposing sides together is to make each walk a mile in the other’s shoes. We discussed periodically bringing our salespeople into accounts receivable to spend the day making collection calls, posting payments, etc.
When we finally stopped laughing, we decided to send our credit manager, Cheryl, into the field instead. Cheryl was up for it. That morning, she was dressed for success in jeans and work boots, ready to hit the streets and build some relationships. Our salespeople, on the other hand, were huddled in the lunchroom, drawing straws. Tony lost.
At the first jobsite, Tony introduced Cheryl to Phil, a builder she knew by phone but had never met face to face. Phil’s reaction was exactly what Tony had feared it’d be.
“I already said I’d have the check to you by Friday,” he told Cheryl, glaring at Tony.
“Of course,” replied Cheryl sweetly. “I’m here because Tony said you do such great work that I had to see it myself.”
“Oh,” said Phil. By the end of the visit, they were good friends.
While on the road again, Tony received a call from Jason: “I need you at my site as soon as you can get here.”
“Actually, I’m on my way,” Tony replied. “Also, to give you a heads up, I have Cheryl, our credit manager, with me.”
There was dead silence. Finally, Jason spoke up. “Cheryl, I promise you’ll be able to deposit the check tomorrow, okay?”
“No problem,” said Cheryl. “I just wanted to see your project. Tony said you do great work.”
“Oh,” Jason said. Once again, Cheryl made a friend.
Later that day, they stopped by the office of one of Tony’s largest accounts. Denise, the office manager, came out to greet them. “I’m so happy to see you,” she exclaimed.
“What do you mean?” asked Tony. “I’m here two or three times a week.”
“I don’t mean you, dummy. I’m glad to see Cheryl!”
As they drove around to different stops, Tony asked many questions, and Cheryl was glad to answer them and explain the credit department’s responsibilities and viewpoint. It was an eye-opener for Tony, and Cheryl also learned a lot about what salespeople go
through. It was a learning experience for both, which is what we had wanted. That evening, Tony was bombarded with calls from other salespeople, asking how the day had gone. In fact, it had gone so well that he’d already invited Cheryl to ride with him again. Not that he was giving anything away. “It’s an experience,” he told them. “You’ll just have to see it for yourself.”
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.
Mike will present the Personalizing Every Interaction and Mastering Time Management for Sales Success seminars at the Nebraska Connection Conference on Dec. 11, 2024. See pages 16-17 for details.
[ LEADERSHIP CONNECTION ]
By Zach Arend
Seize the Reins and Get in the Arena of Life
When I was 11, my mom dropped me off at a ranch to work with my new rodeo coach. For an entire week, I would put on my cowboy boots, throw hay bales, ride horses and work cattle. Best of all, I learned to work with a lasso, just like the real cowboys.
Mom dropped me off and left. I’m outside, and this cowboy came to me and said, “Boy, go get your horse, saddle him up and meet us in the arena.”
I said what any 11-year-old boy would say to a real-life cowboy – “Yes, sir!”
Walking to the barn to get my horse, Joe, I thought, “Saddle my horse? Are you crazy? How will I do that?”
Mom had left hours ago, but I had seen her do it at least 30 times. How hard could it be? It took me three tries, but surprisingly, I figured it out. I saddled Joe and rode into the arena.
Something was different. I was different. I was sitting taller in the saddle. Deep down, you want this too. Throughout history, we’ve never had more conveniences and comforts than we do now. We spend trillions of dollars on self-care, yet most of us still feel burned out. After having worked with thousands of leaders, I can tell you that we aren’t actually burned out most of the time. We’re just plain bored. This is about taking personal responsibility for one’s life and work.
There are three important principles to embody if you’re to take this on:
1. See the choice in what you’re doing. You are always response-able – you are always able to respond and make a new choice. Action or inaction is a choice. But what matters most about choice is that you’re making it. “Having” to do something or “needing” to do something isn’t very empowering. Choosing is. Reflect:
What choices are you currently making? How well are those choices working for you?
2. Pursue work that gives you a sense of effectiveness and challenge. Too much challenge and low effectiveness lead to stress, and being effective but unchallenged is a recipe for stagnation. Rather than wait for permission to challenge yourself and grow, seek it out. Reflect: Do you feel effective while also challenged by your work?
3. Learn to work on your terms authentically. Sometimes, we get caught in the trap of trying to please others and often put ourselves last. We seldom do what we think we should do. We do what we think others think we should do. Working on your terms means tapping into your creative expression. It focuses on the result you want to see rather than trying to meet someone else’s expectations. This can feel counter-intuitive, but this trait is rare and valuable in today’s economy. Reflect: What do YOU desire to see happen? What role will YOU play in creating it?
Remember, a life of adventure, leadership and impact awaits those who are ready to saddle up. Join me in the arena, playing full out and leading with courage and passion – because when you do, people will follow.
As a former two-time saddle bronc riding champion, Zach Arend transformed the lessons he learned in the rodeo arena into a successful 20-year career in corporate and entrepreneurial leadership roles, building teams, developing leaders and helping companies to thrive. Today, he’s a professionally trained storyteller and speaker who coaches entrepreneurs, executives and sales professionals to Saddle Their Own Horse.™ For more insights to lead in the arena, visit zacharend.com.
Zach will present the Saddle Up! A Modern Leadership Solution and Leading in the Arena: Championing Yourself and Your Team seminars at the Nebraska Connection Conference on Dec. 11, 2024. See pages 16-17 for details.
[ HR CONNECTION ]
By Rikka Brandon
Maximize the Departure of a Stellar Employee
Occasionally, you may have to temporarily lay off or furlough employees. If you’re facing this situation, hopefully, you took steps to encourage their return once the challenges ease. Even so, there’s a chance you may have some star employees who decide not to return. Losing a stellar team member, regardless of the circumstances, can leave you with a range of emotions and a lot of questions. Here are a few strategies for how to handle the situation – and how to learn for future recruiting and hiring success.
Do Damage Control
Did you handle the conversation poorly? If so, take steps to fix the damage so you’re not burning bridges. Apologize in person, by phone or even by email. Use “I” statements and accept ownership of your response and that you’re not proud of how you handled it. It doesn’t need to be a long apology, just something to get the conversation started and to begin repairing the relationship.
Learn Why They’re Not Returning and Ask the Right Questions
In some cases, the reasons may be cut-and-dried: They found a new job after they were laid off, and they’re enjoying it. If not, it may be helpful for your future hiring to learn why they decided not to return. It may be simply because they have a bad taste in their mouth from being laid off. Or it may be because they were already thinking about leaving and seized the opportunity to do so. Try to conduct an exit interview to uncover reasons that
might impact your ability to hire and retain other employees.
Here are some questions to ask when your employee resigns or lets you know they won’t be returning:
• What are your plans?
• Would you be willing to share “why” we lost you? What made the new opportunity more appealing than returning to work for us?
• What could/should we have done or tried to do that would have stopped us from losing you?
• If you could change anything about your role or our company, what would you change?
• Were you satisfied with the way you were managed?
• Would you consider coming back?
Communicate and Show Concern
Communicate as clearly and as consistently as you can with everyone who is impacted by the departure inside and outside the company. Not just the basic “John is no longer with the company,” but communicate the value the individual had, the fact that they will be missed, and that you have a plan to fill the gap they’re leaving. The intention is to address the loss and then share the path forward.
Create More Clarity
Chances are your business has changed since this person took the job. Instead of simply dusting off an old job description and scrambling to hire, look at the current business needs and hire for those. In previous columns, I’ve stressed that job searches should start with “getting clear.” By determining, ahead of time, whether and why you need this role, what its responsibilities
will be, and what results you expect from the new hire, you can create a stronger job description that sets expectations and objectives clearly upfront.
The unexpected departure of a great employee is a blow to any company. Take a deep breath and lead with your head rather than your heart.
Rikka Brandon is a leading recruiting and hiring expert in the LBM industry. She’s the founder of Building Gurus, a boutique training, consulting and executive search firm for building products manufacturers and distributors. She’s also the creator of Hire Power, an on-demand training for recruiting and hiring in the building products industry. If you’re interested in working with Rikka, schedule a call at BuildingGurus.com/Discovery.
Read Rikka’s previous article in this series in the September 2024 edition of BLD Connection’s Material Matters e-newsletter.
GROW LP SMARTSIDE SALES
Feel confident knowing you are offering your contractors and clients the highest quality pre-finished LP Smartside available. Backed by the industry’s strongest 30-year fully transferable warranty.
• Quick and reliable service.
• Finished with two full coats of color (and three to material edges) vs. standard prefinishing’s single coat.
• Cured using an infrared and heat process to produce gorgeous, long-lasting results that can’t be achieved with traditional on-site painting.
• Uses only industry-leading PPG DURACOLOR™ exterior-finish topcoats, formulated to protect against extreme weather and UV degradation, and backed by a 30-year warranty.
[ SAFETY CONNECTION ]
By Melissa Olheiser, OHST
Enhance Safety with Subtle Nudges
Have you ever wondered how small adjustments can lead to safer workplace behaviors? This is the essence of nudge theory, a concept in behavioral science that emphasizes influencing decisions through subtle environmental changes rather than enforcing strict rules.
The Power of Nudge Theory
Nudge theory operates on the premise that our decision-making is guided by two main systems:
1. Deliberate Thinking: This system is methodical and involves careful consideration, such as reviewing safety protocols or risk assessments.
2. Instinctive Reactions: This system relies on quick, automatic responses, influencing around 90-95% of our daily choices. It’s what makes us react swiftly to dangers or comfort, and it’s where nudges can make a big impact.
Applying Nudges to Improve Safety
Here’s how you can integrate nudge theory into workplace safety practices:
• Visual Reminders: Instead of lengthy instructions, use clear symbols and pictograms. For example, a prominent display of
required PPE at entry points can guide workers effortlessly to use the right gear.
• Immediate Feedback: Just as traffic signals guide drivers, visual or auditory cues (like flashing lights or alarms) can prompt workers to follow safety protocols in real-time.
• Social Influence: People often follow what they see others doing. By promoting a culture where safety practices are visibly embraced by all, you can encourage adherence through peer behavior.
• Timely Prompts: Provide crucial safety reminders at the right moments. For instance, placing a
reminder near machinery to wear specific protective gloves ensures the right action is taken before starting the equipment.
Implementing Effective Nudges
• Observe and Adjust: Analyze workplace routines to find areas where safety nudges could be beneficial.
• Use Informal Cues: Pay attention to homemade signs and informal signals that could indicate areas needing improvement.
• Seek External Feedback: Bring in safety experts for a fresh perspective on potential risks and improvements. OECS can help you with an assessment.
• Bridge the Reality Gap: Ensure that safety practices on paper align with actual behaviors by actively involving employees in safety programs.
• Reward Positive Behavior: Recognize and reward safe practices to foster a culture of safety and motivate ongoing compliance.
• Consider Comfort: Ensure PPE is comfortable to increase the likelihood of consistent use.
• Strategic Placement: Place PPE and safety tools in convenient locations to encourage their use.
• Cultural Sensitivity: Tailor safety materials and training to meet the diverse needs of your workforce.
• Learn from the Best: Adopt proven safety practices and standards from industry leaders.
Contact OECS, BLD Connection’s preferred OSHA safety consultant, at (763) 417-9599 for more information.
[ RISK MGMT. CONNECTION ]
Be Prepared When Disaster Strikes
Don’t let disaster preparedness be an afterthought following an unpredictable event. It’s an essential practice that business owners can use to help effectively manage risks and minimize losses.
By creating and implementing a comprehensive disaster preparedness plan that includes risk assessments, preventive measures, and effective claims management protocols, businesses can better secure their operations to help reduce property or financial losses.
The Benefits of Planning Ahead
Having a well-thought-out disaster preparedness plan can be crucial in identifying potential hazards and vulnerabilities before they turn into costly emergencies. Business owners may want to consider the following actions to help them further prepare in advance by:
• Creating a robust disaster preparedness plan that incorporates risk management to help effectively manage potential insurance claims.
• Conducting a thorough risk assessment of their workplace.
• Keeping proper documentation of assets, inventory, and vital records in a safe place, and backing up critical data to help streamline any claims processes and minimize downtime.
• Practicing pre-determined
evacuation routes, drills, and scenarios, and adhering to safety protocols to help employees understand how to stay safe.
• Ensuring the right safety equipment, such as first aid kits, fire extinguishers, sprinkler systems, and smoke alarms, are in good working order.
Risk Management for the Future
By implementing a comprehensive disaster preparedness plan, you can help safeguard your business and assets, educate your employees, and be ready for potential business interruptions in the face of unforeseen events.
Reach out to your local Federated
marketing representative to learn more about this and other risk management topics.
This article, reprinted with permission from Federated Insurance, is for general information and risk prevention only and should not be considered legal or other expert advice. The recommendations herein may help reduce, but are not guaranteed to eliminate, any or all risk of loss. Examples shown are for illustrative purposes only. The information herein may be subject to, and is not a substitute for, any laws or regulations that may apply. Qualified counsel should be sought with questions specific to your circumstances. ©2024 Federated Mutual Insurance Company.
[ SALES CONNECTION ]
By Bryan Rice
A Project Management Template
Reflecting on my career as a building materials and sales leader for more than 40 years and my recent work with others across the country, I don’t recall much being written about project management – what your sales team does daily. I recently developed the following template that you are welcome to use. Let me know if I missed something significant, as the “clay is always wet.” You are the real experts.
Estimate/Acceptance
• Develop solutions and proposals that detail products and services that meet builders’ and end-customers’ needs.
• Providing product and pricing information and terms and conditions of sale.
Job Folder and Related Info
• Estimate file.
• Job address.
• Credit Department – job start.
• Builder/end-user job information.
Job Consultation
• Develop a project schedule.
• Budget: Develop and manage budgets for each project while accounting for costs.
• Selections: Meet with the builder and its clients to define their wants and needs to create effective solutions to meet their requirements.
• Point People: Coordinate with other departments within your company, such as finance, purchasing, truss, millwork, cabinetry and sales assistance, to ensure all relevant parties have
been informed of the project’s status and to introduce and communicate point people for each.
• Job site, contacts and related logistics information.
Product and Services Fulfillment
• Coordinate with your internal team (credit, supply side, delivery, etc.) to obtain their products and services – quotes, purchase orders, delivery schedule, project flow, job site measurements, etc.
1. Framing: Lumber, sheathing, engineered wood, trusses, etc.
2. Exterior Envelope: Roofing, windows and doors, siding, fascia, decking, etc.
3. Interior: Insulation, drywall, interior doors and millwork, flooring, cabinetry and hardware.
Resolving Service Issues
• Communicate with builders and their clients to explain product features and benefits and answer questions about products or services. This may be in-office, via phone or texts, and/or job-site visits.
Job Completion
• Ensure all aspects are fulfilled on your end – products, services, product information, warranties, final invoices, etc. Review to ensure your customer is meeting terms as well.
• A final job-site visit, including with the end customer, is highly encouraged. Providing a company brochure with the major products and warranties in the home is helpful and can facilitate future business.
• Be sure to communicate a sincere thank-you. A company coffee mug or two, yardstick, calendar or other valued keepsake is always a nice touch.
I hope this outline helps you wrap up a great year. Finish strong.
Bryan Rice is a building materials advisor/ consultant. Committed to sustainable and profitable growth, Bryan brings more than four decades of hands-on experience in the building materials industry, demonstrating expertise and insight. or more information, visit www.bryanriceconsulting.com.
Mesabi Tribune Spotlights Pohaki
The Mesabi Tribune published an article on July 27, 2024, highlighting BLD Connection member Pohaki in Virginia, Minnesota.
The article discussed the company’s more seven decade evolution from lumberyard to full-service home improvement store, including building materials, home and garden center, appliances and design center.
Two recent Pohaki employees – Nicki Johnson and Jaimie Niska –shared their experience running the company’s kitchen and bath design center and appliance department, respectively.
“Changing from strictly a lumberyard to offering a full
line of goods and services was a ‘multi-year conversation,’” Niska told the newspaper. “We kind of have rebranded over the past year, year and a half to Pohaki. We are growing and offering things that are more than just lumber even though we still do that.’’
“Lumber has been dropped from the longtime Pohaki Lumber name because Pohaki is more than just lumber,” the article explains. “The company uses so much more than your local lumberyard’’ as a promotional hashtag on social media, according to the article.
View the article at bit.ly/3B4YU12. Learn more about Pohaki at pohaki. com.
Southeast Iowa Union Touts Keosauqua Lumber’s Recent Expansion
Keosauqua Lumber, a BLD Connection member in Fairfield, Iowa, received some positive publicity from the Southeast Iowa Union on July 25, 2024. The publication discussed the company’s expansion in 2022-23.
“With the closure of Luckman Hardware in 2022, Keosauqua Lumber owner Fred Chapuis saw there was a need for a hardware store, and that’s why he decided to invest in hardware and tools by expanding the business,” the article said.
Changes included repositioning the front desk and adding rows of merchandise onto the building’s east side.
Although Keosauqua Lumber previously offered some hardware
before the expansion, the selection was far more limited than it is today.
“We had a lot of guys coming in who wanted to know why we didn’t handle this or that, because they wanted to get everything at one place,” Chapuis told the newspaper.
The Southeast Iowa Union article also discusses Fred Chapuis’s 56-year history in Iowa lumberyards, including Stockport Lumber, Keosauqua Lumber’s Keosauqua location and, most recently, Keosauqua Lumber’s Fairfield location, previously Fairfield Lumber.
“After working in the lumber industry for the past 56 years, Chapuis is still not ready to retire,” the article said.
View the article at https://bit. ly/3B4PmDc.
Central States Manufacturing Names Gina Devaney as Vice President of Sales
Central States Manufacturing, a leader in metal building components, roofing and building systems, has named Gina Devaney to the role of vice president of sales. Devaney will focus on maintaining the company’s service culture as well as leveraging training and development as the 100% employee-owned company continues to improve its processes, be outstanding business partners and turn customers into loyal fans.
“I am thrilled to join Central States and to play a role in fostering strong and enduring relationships with our customers,” Devaney said. “Strategic growth is a vital aspect for any organization, and watching plans come to fruition is truly gratifying. I look forward to contributing to the growth and success of Central States.”
Devaney brings two decades of industry experience, growing and managing relationships with key
accounts. She comes to Central States after working with several national consumer brands, including Pet-Ag, Inc., Pet Retail Brands and Blue Buffalo Co.
“We are thrilled to welcome Gina as our new Central States v.p. of sales,” said President of Central States Manufacturing Tim Ruger. “Her extensive experience and proven leadership skills will continue to help drive our company forward. She will focus on propelling our strategic vision and emphasizing our customer-focused culture throughout our business.”
Caterpillar Forklift: 1994
GPL40-G2 Caterpillar Forklift for sale. $15,500. Original owner. 7785 Hours. 8300#, Triplex 168/85 Mast, 78” x 48” Carriage, 48” x 8” x 1-1/2” Forks, 4.3l 6 cyl Gas. Good condition. Service and tuneup in June 2024. Contact Bob Halleland at Story City Building Products, Story City, Iowa, scbp57@gmail.com.
2024-2025 Professional Development Schedule
Dates & locations are subject to change. The latest information can be found at association website.
Date Program
October 28-30 Estimating 1-2-3
Location
Inver Grove Heights, MN
November 5-6 Yard & Delivery Operations West Des Moines, IA
November 6 Gross Margin Series Kick-Off Online
November 12 Women in the Industry Lunch & Learn Online
November 12-14 Estimating 1-2-3 St Charles (St. Louis), MO
November 19-20 Advanced Operations Workshop Wichita, KS
December 5 Sales Development Rochester, MN
December 10-12 Estimating 1-2-3 Madison, WI
December 11 Nebraska Connection Conference La Vista, NE
January 7-9 Estimating 1-2-3 Coralville, IA
January 14 Wisconsin Connection Conference Wisconsin Dells, WI
January 15 Sales Development Little Rock, AR
January 21-23 Estimating 1-2-3 Kansas City, KS
January 28-29 BizCon North St. Cloud, MN
February 11-13 Estimating 1-2-3 Omaha, NE
February 18-19 BizCon South Altoona, IA
February 25-27 Estimating 1-2-3 Inver Grove Heights, MN
March 18-20 Estimating 1-2-3 Appleton, WI
March 25 Introduction to Building Material Sales Lincoln, NE
March 25-26 Advanced Operations Workshop Minnesota
March 27 Introduction to Building Material Sales Kansas City, MO
April 8 Introduction to Building Material Sales Wisconsin Dells, WI
April 10 Introduction to Building Material Sales Minnesota
April 29-May 1 Estimating 1-2-3 Inver Grove Heights, MN
Roundtables
Mid-America Roundtable
Biloxi, MS
October 19-22
Pinnacle Leadership Roundtable
St. Charles, MO
November 18-20
Virtual Roundtables Kick-Off Meeting
November 7
Classic Leadership Roundtable Minneapolis, MN
January 21-23
Estimating 1-2-3 “I liked how he gave lots of photos for examples of what he was talking about. It makes it very easy to visualize and understand.”
Brianna
Sales Development “Tools for better management of store/ yard so things run smoother and better for the customer.”
Cameron
