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Inside the LBM Industry: What’s Shaping What’s Next

Explore stories, strategies, and innovations driving growth across lumber and building materials. From marketing and sales to AI and leadership, see how today’s best are building smarter.
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As a proud sponsor of the Grit Blueprint Podcast, Do it Best is helping bring practical industry conversations to LBM leaders across the country. This video podcast shares real stories, sharp insights, and forward-thinking strategies from the people building what’s next in the industry. Watch full episodes on YouTube or listen on Apple Podcasts.
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Sales is not about pressure. It is about people. In this Grit Blueprint Podcast conversation, recorded on the floor of the Do it Best True Value Spring Market in Denver, I sit down with Sarah Krey of Do it Best Corp to talk about the human side of winning in the hardware industry. With 25 years in home improvement and a shelf full of honors, Sarah brings a rare mix of competitiveness and warmth that makes people want to work with her. We start with building trust with customers, and Sarah’s simple rule: never lie, and never bash your competitors, because every time you say a competitor’s name you are advertising them. From there we get tactical on building relationships in sales, thriving in high-pressure market seasons through planning, and why she credits her college basketball years for teaching her to know her role and show up every day. If you have ever wanted to know how to handle rejection in sales, Sarah’s mindset will stick with you: a “no” is rarely permanent, so you follow up, stay connected, and keep helping. We also spotlight women in the hardware industry, mentorship across generations, and her boss’s advice to “make yourself big” without ever bragging. Along the way you will collect sales career advice you can use tomorrow: take initiative, stay curious about AI and new products, and be gracious with yourself when you make a mistake. Whether you grow with the Do it Best co-op or run your own shop, this episode will help you stop being the best-kept secret. What you'll take away today: Building relationships in sales starts with honesty and heart, not pressure. Sarah has never lied to a customer, and that trust is exactly why people want to work with her year after year. How to handle rejection in sales gets easier when you treat every “no” as a “not now.” Follow up, stay connected, and keep leading with “how can I help you?” instead of a pitch. Building trust with customers means staying in your own lane and never bashing competitors, because every time you say their name, you are giving them free advertising. Women in the hardware industry are rising fast, and mentorship is the multiplier. Sarah refuses to shrink her personality, and shows how to “make yourself big” without ever bragging. Sales career advice that lasts: take initiative, stay curious about new products and AI, and be gracious with yourself, because almost every business decision is reversible. Chapter Markers 00:00 How to Build Relationships and Trust in Sales 00:52 Welcome to the Grit Blueprint Podcast 01:26 Introducing Sarah Krey of Do it Best 01:50 Sarah Krey's 25 Years in the Hardware Industry 02:35 Why Tenacity Wins in Sales 03:19 How a Co-op Helps Independent Vendors and Dealers Grow 04:16 The Hidden Secret Sauce of Every Buying Market 05:19 Why the Building Industry Has the Best People 05:56 How to Handle Rejection in Sales 07:25 Why You Should Follow Up Until You Win 07:59 How to Thrive in High Pressure Sales Seasons 09:33 Women Rising in the Hardware Industry 11:34 How Mentorship Helps You Show Up Authentically 12:26 Why Standing Out Beats Fitting In 13:08 The Make Yourself Big Sales Mindset 14:12 What Team Sports Teach You About Sales 14:56 Sponsor: Do it Best Group 15:22 How to Build Trust With Customers Through Honesty 16:37 Why Smart Sellers Stay in Their Own Lane 17:14 How to Stay Curious and Keep Learning 19:14 The Best Career Advice You'll Ever Get 20:08 The Worst Career Advice: Shrinking Yourself 21:03 Competitiveness, Basketball, and a WNBA Tryout 23:07 Knowing When a Season of Life Is Over 24:11 Why Most Business Decisions Are Reversible 24:43 What Grit Means to Sarah Kre Build Authority. Gain Visibility. Drive Growth. You do great work. The right people should know it. Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue. Book a Strategy Call Ready to become more visible, more trusted, and easier to choose? https://meetings-na2.hubspot.com/stefanie-couch Join the Newsletter Get practical strategies and tools to build your authority, grow your visibility, and strengthen your business. https://421r60.share-na2.hsforms.com/2RMwQMXe2QLyk3sl9dv2gXQ Watch More Grit Blueprint Subscribe for honest conversations and growth strategies for the building industry. https://www.youtube.com/@stefaniecouch About Stefanie Couch Stefanie Couch is the founder of Grit Blueprint and a third-generation building industry professional. Grit Blueprint helps manufacturers, distributors, dealers, service providers, and industry leaders build authority, grow visibility, and become unmistakable in their market. Learn more: https://gritblueprint.com Instagram: @StefanieCouchOfficial LinkedIn: Stefanie Couch
YouTube Video UExxVm1PQVRSdmk4b2xIRnNNUUx1SFIxdDdHR3lHOFdHeC5DNkMwRUI2MkI4QkI4NDFG
If you run a hardware store, lumber yard, or building supply business, this episode shows you how to compete without big box budgets. I sit down with Sharona Eiserer of Wood Shed Lumber and Hardware, Ashley Guest of Harbin Lumber Company, and Kerry Hasselbach of Do it Best to break down omnichannel marketing for independent dealers that actually drives foot traffic and revenue. Sharona Eiserer runs Wood Shed Lumber and Hardware across six locations in Missouri. She does live radio twice a week, and helped kick off the company's video content by recording their first reel. Now her team has taken the reins and has over 500 posts on Instagram. Ashley Guest is the marketing manager at Harbin Lumber Company, a fourth-generation business in Georgia with about 300 employees. She built a branded apparel program where every employee gets a $100 stipend twice a year to wear what they choose, and the logo now shows up on kids at the Little League field and shoppers at the grocery store. Kerry Hasselbach leads marketing at Do it Best and has spent 20 years building brands across fashion, retail, and home. She walks through the digital tools available to members and what most dealers are missing. If you have ever felt like marketing is too big, too expensive, or too confusing for your business, choose one thing from this episode to implement, and start winning. What You'll Take Away Today - Omnichannel marketing for independent dealers is not a digital-only game. Print, radio, events, and in-store signals still drive real customers through the door. - A branded apparel program turns your team and your customers into walking billboards. Done right, every hat and hoodie pays back the cost in word of mouth. - A simple marketing strategy for lumber yards comes down to the four C's: customers, culture, community, and consistency. If one bucket is empty, you are leaving money on the table. - Google My Business for retailers and reviews are still the cheapest way to get found. Most dealers have not even claimed their listing. - Do it Best digital marketing tools make it possible to plan, post, and track ads without hiring a full marketing team. Many members are not using what comes with their membership. Chapter Markers: 00:00 Can Independent Dealers Still Compete With Big Box Retailers? 00:46 Welcome to the Grit Blueprint Podcast 03:03 Meet the Marketing Panel: Sharona, Ashley, and Kerry 04:53 How Radio Marketing Drives Foot Traffic for Lumber Yards 08:54 The Power of Authentic Video Content for Hardware Stores 10:43 Building a Branded Apparel Program That Employees Actually Wear 14:16 Co-op Apparel and Merch Programs Through Do it Best 16:01 How Independent Dealers Are Winning With Social Media Video 19:55 Instagram, Facebook Reels, and Employee Spotlights 20:32 Do it Best Digital Marketing Tools for Independent Dealers 22:21 Why In-Person Events Still Win in the Building Industry 24:33 How to Choose Where to Spend Limited Marketing Time and Money 25:15 The Four C's of Omnichannel Marketing for Lumber Yards 28:20 What Independent Retailers Get Wrong About Omnichannel Marketing 29:17 Google My Business and Reviews for Local Hardware Stores 30:00 One Marketing Move Every Dealer Should Make on Monday 32:31 Audience Q&A: Managing TikTok Content and Apparel Budgets 36:53 How Much Should Independent Dealers Spend on Marketing? 37:12 Closing Thoughts and Where to Find Grit Blueprint Build Authority. Gain Visibility. Drive Growth. You do great work. The right people should know it. Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue. 📅 Book a Strategy Call Ready to become more visible, more trusted, and easier to choose? https://meetings-na2.hubspot.com/stefanie-couch 📧 Join the Newsletter Get practical strategies and tools to build your authority, grow your visibility, and strengthen your business. https://421r60.share-na2.hsforms.com/2RMwQMXe2QLyk3sl9dv2gXQ 🎥 Watch More Grit Blueprint Subscribe for honest conversations and growth strategies for the building industry. https://www.youtube.com/@stefaniecouch 🚀 About Stefanie Couch Stefanie Couch is the founder of Grit Blueprint and a third-generation building industry professional. Grit Blueprint helps manufacturers, distributors, dealers, service providers, and industry leaders build authority, grow visibility, and become unmistakable in their market. 🔗Learn more: https://gritblueprint.com Instagram: @StefanieCouchOfficial LinkedIn: Stefanie Couch
YouTube Video UExxVm1PQVRSdmk4b2xIRnNNUUx1SFIxdDdHR3lHOFdHeC4zQzFBN0RGNzNFREFCMjBE
Most leaders in the building industry know AI is going to change the game. Very few have a real plan for what to do about it. This episode is a working playbook on how to use AI in your business from a CEO who is already doing it. Jason Blair runs Tal Building Centers, a family-owned company with 28 locations in the Pacific Northwest. Fifteen months ago, he started an internal AI committee with people from across his organization. Not just IT. Not just leadership. A real cross-section of his team. The goal was simple. Define what AI means for Tal, set governance, and put it to work as an augmentation tool, not a replacement for people. In this episode, I sit down with Jason at the Do it Best Market to break down the real moves. You’ll learn how he used ChatGPT as a thinking partner on a project he called Project Clarity, which solved months of friction between three of his departments. Jason shares how he uses AI to help write board updates in five minutes, how his AP department runs a 225 million dollar business with two people, and how he handled the youngest leader on his team who was the most resistant to AI. This is not theory. This is AI for small business owners in action. You’ll learn how to keep sensitive data safe, why Loom is one of the smartest tools for training your team, and what the next 12 months look like for AI in the building materials industry. If you have been waiting for a sign to start using AI at work, this is it. What you'll take away: AI works best when you treat it like a thousand dollar an hour consultant, not a search engine. You can get started with AI in your business with simple tasks like writing emails, summarizing financials, and verifying POs. Using AI as a thinking partner can help you spot leadership blind spots and find friction between teams that you cannot put your finger on. AI automation is already helping 225 million dollar companies run AP departments with only two people. How you start using AI at work matters less than the fact that you start. Pay the 20 dollars a month, turn off data sharing, and ask it to help with tasks that you do every day. Chapter Markers: 00:00 Can AI Really Replace a Consultant for Lumber Dealers 00:45 Welcome to the Grit Blueprint Podcast 01:55 Meet Jason Blair, CEO of Tal Building Centers 02:46 Why Tal Started an AI Committee 15 Months Ago 03:35 Simple Ways CEOs Use AI Every Week 05:38 Project Clarity: Using AI to Solve Team Friction 09:54 How to Use AI as a Strategic Thinking Partner 12:00 What Jason Blair’s Team Said About the AI Results 12:40 A Fun Way to Use ChatGPT on Your Phone 13:36 Why Every Company Needs an AI Committee 14:18 Keeping Company Data Safe When Using AI 16:50 How Small Lumber Yards Can Start With AI 19:00 Using AI to Find Your Leadership Blind Spots 19:28 How a 225 Million Dollar Company Runs AP With Two People and AI 21:11 Why Price Comparison With Home Depot Is So Hard 23:12 How to Win Over Employees Who Resist AI 24:32 Using Loom to Train Your Team Faster 26:13 What AI Means for the Retirement Wave in Building Materials 26:37 Where AI Is Going in 2026 for Building Material Dealers 27:56 The Smartest Way to Start Using AI Today 29:06 How to Make AI Sound Like You 32:12 Best AI Tools for Building Custom Software Build Authority. Gain Visibility. Drive Growth. You do great work. The right people should know it. Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue. 📅 Book a Strategy Call Ready to become more visible, more trusted, and easier to choose? https://meetings-na2.hubspot.com/stefanie-couch 📧 Join the Newsletter Get practical strategies and tools to build your authority, grow your visibility, and strengthen your business. https://421r60.share-na2.hsforms.com/2RMwQMXe2QLyk3sl9dv2gXQ 🎥 Watch More Grit Blueprint Subscribe for honest conversations and growth strategies for the building industry. https://www.youtube.com/@stefaniecouch 🚀 About Stefanie Couch Stefanie Couch is the founder of Grit Blueprint and a third-generation building industry professional. Grit Blueprint helps manufacturers, distributors, dealers, service providers, and industry leaders build authority, grow visibility, and become unmistakable in their market. 🔗Learn more: https://gritblueprint.com Instagram: @StefanieCouchOfficial LinkedIn: Stefanie Couch
YouTube Video UExxVm1PQVRSdmk4b2xIRnNNUUx1SFIxdDdHR3lHOFdHeC45NkVENTkxRDdCQUFBMDY4
Most lumber yards stay invisible in their own market. They sell millions of dollars of product a year and the people next door still do not know their name. Ashley Guest is changing that at Harbin Lumber, a fourth generation, century-old building materials dealer in Lavonia, Georgia. She walked in four years ago with a marketing degree and zero industry experience. There was no playbook. There was no team. There was a blank canvas and a paintbrush. We break down exactly how she built a brand from scratch. You will hear her four C's of marketing, the framework she uses to balance community, culture, customers, and consistency when she is the entire marketing department. Ashley shares the moves that worked. The branded employee swag store that turns staff into walking ads.The breast cancer awareness reel that went viral inside a male-dominated industry. You will also hear what to do when you are told no, how to choose where to spend your marketing time, and why hats are still one of the smartest twenty-dollar marketing buys an independent dealer can make. If you run an independent lumber yard, hardware store, or building supply company, this is a real conversation about how to get seen and get chosen in your local market. What you'll take away today: - The four C's of marketing give a one-person marketing team a simple way to balance community, culture, customers, and consistency without dropping a bucket. - Marketing for building materials dealers is built on relationships and brand, not one-size-fits-all tactics, and Ashley shows how to make every campaign feel local. - An employee swag store with a twice-yearly credit turns staff into walking ads and is one of the highest-return moves an independent lumber dealer can make. - Independent lumber dealer branding starts with knowing your story, which is why Ashley read Harbin's century-old history book front to back before she posted anything. - A fourth generation lumber company can still grow on social if you stay consistent on the platforms your customers actually use Chapter Markers 00:00 Why Marketing in a Lumber Yard Is Built on Relationships 01:01 Welcome to the Grit Blueprint Podcast 01:24 Introducing Ashley Guest of Harbin Lumber 02:44 How a Marketing Manager Landed in the Lumber Industry 04:03 Inside Harbin Lumber: A Fourth Generation Family Business 04:42 From B2B Insurance to a Blank Canvas in Lumber Marketing 05:50 How the Balloon Lady Built a Brand From Scratch 06:40 Making Employees Feel Seen Inside a Lumber Yard 08:38 How National Holidays Build Customer Loyalty for Dealers 09:39 Why Saying No Doesn't Mean Stop in Lumber Marketing 10:25 Breast Cancer Awareness Reel That Went Viral 12:24 The Four Cs of Marketing in a Lumber Yard 13:38 How a One-Person Marketing Team Stays Tailored 14:49 Building Internal Culture With a Branded Swag Store 17:43 The Principal, the Hoodie, and Organic Brand Reach 18:37 Why Hats Are the Best Marketing Spend for Lumber Dealers 19:27 How to Choose Where to Spend Marketing Time and Money 20:12 Picking the Right Social Media Platforms for Lumber 20:54 Advice to a New Lumber Industry Marketing Manager 21:50 Lightning Round: Worst Marketing Advice and Best Tools 23:32 What Grit Means to Ashley Guest 23:42 Where to Follow Ashley Guest and Harbin Lumber Build Authority. Gain Visibility. Drive Growth. You do great work. The right people should know it. Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue. 📅 Book a Strategy Call Ready to become more visible, more trusted, and easier to choose? https://meetings-na2.hubspot.com/stefanie-couch 📧 Join the Newsletter Get practical strategies and tools to build your authority, grow your visibility, and strengthen your business. https://421r60.share-na2.hsforms.com/2RMwQMXe2QLyk3sl9dv2gXQ 🎥 Watch More Grit Blueprint Subscribe for honest conversations and growth strategies for the building industry. https://www.youtube.com/@stefaniecouch 🚀 About Stefanie Couch Stefanie Couch is the founder of Grit Blueprint and a third-generation building industry professional. Grit Blueprint helps manufacturers, distributors, dealers, service providers, and industry leaders build authority, grow visibility, and become unmistakable in their market. 🔗Learn more: https://gritblueprint.com Instagram: @StefanieCouchOfficial LinkedIn: Stefanie Couch
YouTube Video UExxVm1PQVRSdmk4b2xIRnNNUUx1SFIxdDdHR3lHOFdHeC5GNDg1Njc1QzZERjlFRjE5
Sharona Eiserer bought a struggling 60-year-old lumber yard at six months pregnant and grew it into six Wood Shed Lumber and Hardware locations across rural Missouri. In this episode of the Grit Blueprint Podcast, she shares how she saved a dying small-town retail business, why the Do it Best co-op model beat her franchise experience, and the exact social media and radio playbook she uses to win against bigger competitors. If you own an independent hardware store, run a rural lumberyard, or are thinking about buying a family hardware business, this conversation gives you a real plan. You will hear how to handle ownership transitions, how to get your team on TikTok without making it weird, and how to build a brand people choose. What you'll take away today: - The independent hardware store plan Sharona used to turn one struggling yard into six profitable locations across rural Missouri. - How the Do it Best co-op model gives small dealers buying power, retail design help, and training that franchises never offered her. - Why rural lumberyard owners must run radio, TikTok, and Facebook at the same time so customers hear one voice everywhere they look. - A practical plan for small town retail marketing that works without a big budget, big team, or a picture-perfect camera setup. - The mindset shift that lets women in hardware and next-generation leaders step into family hardware business ownership and grow it faster than it has ever grown before. Ready to turn visibility into growth? Head to gritblueprint.com to learn more and book a call to talk about your growth strategy. Chapter Markers: 00:00 Why Rural Hardware Stores Are Dying 00:48 Welcome To The Grit Blueprint Podcast 01:24 Meet Sharona Eiserer Of Wood Shed Lumber 02:34 From 17 Pizza Hut Franchises To Hardware 04:23 Buying A Struggling Rural Lumber Yard While Pregnant 05:49 Why The Do it Best Co-op Became Home 06:09 How To Handle Employee Turnover In A Buyout 07:12 Surviving The First Year Of A Family Hardware Business 08:41 Co-op Versus Franchise For Independent Hardware Stores 10:19 Growing From One Store To Six Locations 11:55 What To Do When You Buy Another Hardware Store 13:33 Finding A Business Partner Who Balances You Out 14:15 Live Radio Marketing For Small Town Hardware Stores 15:05 Why Penny The Puppy Drives Brand Awareness 15:58 Building A Household Name On A Small Budget 17:49 How To Build A Local Brand People Actually Choose 19:32 Why Google Reviews Hurt And What To Do About Them 21:25 Teaching Younger Employees With Customer Conversations 22:54 How AI Search Is Changing Local Retail 24:07 How Much Time To Spend On Marketing As An Owner 25:28 Getting The Next Generation On TikTok For Your Business 25:49 How Sharona Got Her Team Past Camera Fear 27:12 Why Going Live In Your Hardware Store Still Works 28:21 Getting Comfortable Filming Real Boring Everyday Work 29:01 Using Meta Glasses To Film Without Being On Camera 30:41 Lightning Round Starts Here 31:14 Pineapple On Pizza Verdict From A Pizza Hut Owner 31:25 Penny The Store Dog Chief Happiness Officer 31:50 If She Were Not Running Six Hardware Stores 32:59 What Grit Means To A Rural Hardware Owner 33:29 One Thing You Can Do Tomorrow To Start A Business 33:54 Say Yes To The Opportunity Build Authority. Gain Visibility. Drive Growth. You do great work. The right people should know it. Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue. 📅 Book a Strategy Call Ready to become more visible, more trusted, and easier to choose? https://meetings-na2.hubspot.com/stefanie-couch 📧 Join the Newsletter Get practical strategies and tools to build your authority, grow your visibility, and strengthen your business. https://421r60.share-na2.hsforms.com/2RMwQMXe2QLyk3sl9dv2gXQ 🎥 Watch More Grit Blueprint Subscribe for honest conversations and growth strategies for the building industry. https://www.youtube.com/@stefaniecouch 🚀 About Stefanie Couch Stefanie Couch is the founder of Grit Blueprint and a third-generation building industry professional. Grit Blueprint helps manufacturers, distributors, dealers, service providers, and industry leaders build authority, grow visibility, and become unmistakable in their market. 🔗Learn more: https://gritblueprint.com Instagram: @StefanieCouchOfficial LinkedIn: Stefanie Couch
YouTube Video UExxVm1PQVRSdmk4b2xIRnNNUUx1SFIxdDdHR3lHOFdHeC4xOTEzQzhBQzU3MDNDNjcz
Jason Blair, CEO of Tal Building Centers, joins me to break down how to build a sales culture in building materials where every role drives revenue. He shares the weekly communication cadence he uses with 500 employees, how he reads company culture in the lumber industry the moment he walks a yard, and how AI fixed a three-department friction problem in 90 minutes. This episode gives LBM dealers, distributors, and building supply leaders a practical playbook on CEO team communication, AI for building materials dealers, and LBM dealer growth. You will hear how Jason doubled a 225 million dollar business, why he still picks up banding in the yard, how to use AI without losing your voice, and what to say to your team on Monday morning. If you want building supply leadership tactics you can use this week, start here. What You'll Take Away Today - Sales culture in building materials wins when every role, from forklift driver to AP clerk, knows the revenue goals and how their job ties to them. - CEO team communication needs a weekly cadence, not a yearly speech. For example, Jason records a Tuesday video called the Tal Weekly Newsletter. - Company culture in the lumber industry is a marathon. Pick a direction, stick with it. - AI for building materials dealers can replace weeks of consultant work in 90 minutes when you feed it real notes and real context. - Building supply leadership shows up in the yard. Picking up banding and nails teaches a new branch manager more than any training manual. Chapter Markers: 00:00 Why Every Job Is Sales or Sales Support 00:58 Welcome to the Grit Blueprint Podcast 01:19 Introducing Jason Blair of Tal Building Centers 02:30 Why Every Role in a Building Supply Company Is Sales 04:34 Giving Your Team a Mission Bigger Than a Job Description 06:18 How Often CEOs Should Share Sales Goals With the Team 07:41 How to Run a Weekly CEO Video Update That Actually Works 08:03 The Exact Tools CEOs Use to Record Team Updates 10:43 Tal Building Centers Mission: Building Better Communities 13:06 Why Company Culture Is a Marathon, Not a Sprint 14:03 How to Read a Building Supply Store's Culture in 5 Minutes 17:19 How to Train Customer Experience and Charisma in a Dealer Team 20:06 Leading by Example in a Lumber Yard 21:54 AI as a Sales Support Multiplier for Building Dealers 22:12 Project Clarity: Using AI to Fix Department Friction 25:14 How to Use AI Without Losing Your Voice 26:32 How Tal Building Centers Built an AI Committee 28:55 Why You Still Have to Fact-Check AI 29:46 What CEOs Should Say to Their Team on Monday Morning 31:34 Lightning Round: Best Sales Advice and What Grit Means 32:38 Why 35 Years in the Building Industry Still Drives Jason Blair 34:13 Where to Connect With Jason Blair and Tal Building Centers Build Authority. Gain Visibility. Drive Growth. You do great work. The right people should know it. Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue. 📅 Book a Strategy Call Ready to become more visible, more trusted, and easier to choose? https://meetings-na2.hubspot.com/stefanie-couch 📧 Join the Newsletter Get practical strategies and tools to build your authority, grow your visibility, and strengthen your business. https://421r60.share-na2.hsforms.com/2RMwQMXe2QLyk3sl9dv2gXQ 🎥 Watch More Grit Blueprint Subscribe for honest conversations and growth strategies for the building industry. https://www.youtube.com/@stefaniecouch 🚀 About Stefanie Couch Stefanie Couch is the founder of Grit Blueprint and a third-generation building industry professional. Grit Blueprint helps manufacturers, distributors, dealers, service providers, and industry leaders build authority, grow visibility, and become unmistakable in their market. 🔗Learn more: https://gritblueprint.com Instagram: @StefanieCouchOfficial LinkedIn: Stefanie Couch
YouTube Video UExxVm1PQVRSdmk4b2xIRnNNUUx1SFIxdDdHR3lHOFdHeC5BRjJDODk5REM0NjkzMUIy
What does it actually take to sell a $55 million business you built from scratch? In this episode, Gina Schaefer breaks down everything: ESOPs, succession planning for independent dealers, finding the right buyer for your business, and why she chose employee ownership over private equity. If you have ever searched "how does an ESOP work," "when should I start succession planning," or "how to exit a small business," this episode answers all of it. Gina covers how to build your exit strategy lifeline list, what to look for in a business broker or attorney, and the three things every independent dealer needs to get in order before they sell: their numbers, their visuals, and their people. What you'll take away: - How ESOPs work and why employees do not need to have money to buy your business - The three buckets you need to get in order before you sell: your numbers, your visuals, and your humans - Why your business broker may never tell you about the ESOP option — and who to call instead - How to build your exit strategy lifeline list starting today, no matter how far away your exit feels - What Gina learned buying five businesses from other owners — and how that shaped how she sold her own Chapter Markers: 00:00 How to Know When It Is Time to Sell Your Business 01:24 Introducing Gina Schaefer and Her 55 Million Dollar Hardware Business 02:04 Gina's Best Wild Travel Story: Treadmill on a Cruise Ship in Antarctica 02:49 How Gina Schaefer Built 15 Hardware Stores From One Location 03:58 The Moment Gina Realized Her Business Was a Whole Different Animal 05:23 Buying Frager's Hardware: A 100-Year Legacy and Buyer-Seller Alignment 06:54 Why Handwritten Notes Can Change the Course of Your Business 08:34 How to Build a Business Past 10 Million Dollars 09:17 Scaling a Business: What to Do in Years Three to Five 10:23 How to Afford Your First Real Team Member 11:13 When Should You Start Planning Your Exit Strategy 12:47 How to Find the Right Attorney, Banker, and Advisor for Your Business Sale 14:21 All the Ways You Can Exit a Business: PE, Family, Individual, and ESOP 15:23 What Is an ESOP and How Did Gina Find Out About It 16:32 How Employees Buy a Business With No Money: ESOP Financing Explained 17:04 How Employees Become Owners in an ESOP 17:46 ESOP Shares, Valuation, and Employee Rights Explained 18:41 When Can Employees Access Their ESOP Funds 19:08 Why Business Brokers May Not Tell You About ESOPs 19:59 Best ESOP Resources for Small Business Owners 21:04 Why Co-ops and ESOPs Share the Same Values 21:24 What Makes a Co-op Like Do It Best So Powerful for Independent Dealers 22:00 Finding Your Successor: The Hardest Part of Selling a Business 23:02 How Gina Found Her CEO Replacement Inside Her Network 24:17 What Makes a Great Successor for a Hardware Store Business 24:58 What Was the Hardest Part of Handing Over the Business 25:18 Three Things to Do Now to Prepare Your Business for Sale 27:22 How a Peer Group Can Help You See What You Are Missing in Your Business 27:57 How to Make Your Business More Valuable Before You Sell 28:35 Lightning Round: Overrated Tourist Spots and Best Meals 31:05 Fill in the Blank: Grit Is Life 31:20 What Gina Is Most Excited About Right Now 32:09 What Gina Schaefer Is Most Proud of After 55 Years and 55 Million Dollars Build Authority. Gain Visibility. Drive Growth. You do great work. The right people should know it. Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue. 📅 Book a Strategy Call Ready to become more visible, more trusted, and easier to choose? https://meetings-na2.hubspot.com/stefanie-couch 📧 Join the Newsletter Get practical strategies and tools to build your authority, grow your visibility, and strengthen your business. https://421r60.share-na2.hsforms.com/2RMwQMXe2QLyk3sl9dv2gXQ 🎥 Watch More Grit Blueprint Subscribe for honest conversations and growth strategies for the building industry. https://www.youtube.com/@stefaniecouch 🚀 About Stefanie Couch Stefanie Couch is the founder of Grit Blueprint and a third-generation building industry professional. Grit Blueprint helps manufacturers, distributors, dealers, service providers, and industry leaders build authority, grow visibility, and become unmistakable in their market. 🔗Learn more: https://gritblueprint.com Instagram: @StefanieCouchOfficial LinkedIn: Stefanie Couch
YouTube Video UExxVm1PQVRSdmk4b2xIRnNNUUx1SFIxdDdHR3lHOFdHeC45RjNFMDhGQ0Q2RkFCQTc1
The big box giants are buying everything. But independent dealers? They can still win. In this episode, Stefanie Couch sits down with Craig Webb of Webb Analytics, the most trusted data voice in the building materials industry, to break down what the 2025 M&A numbers actually mean for independent dealers. Craig shares where the real growth is hiding, why installed sales is no longer optional, and how AI and e-commerce are separating the dealers who thrive from the ones who stall. If you run a lumberyard, a hardware store, or a building materials operation and you want to know how to stay competitive against consolidated dealers, this episode is your roadmap. Covering independent dealer growth, construction supply consolidation, installed sales strategy, and AI for building materials, this conversation is packed with the data and the direction you need right now. What you'll take away today: - The three market segments where independent dealers can out-compete Home Depot and big-box consolidators: custom builds, single-specialty, and installed sales - Why installed sales is no longer optional as products like oversized doors and windows get more technical and builders need warranty protection built in - Where the real growth is happening in 2025 and beyond, including hot geographic markets, specialty product niches, and e-commerce for dealers - How AI tools built specifically for the building industry are already saving dealers money, improving contract terms, streamlining inventory, and freeing up staff hours - The two things that separate dealers who will thrive from those who won't: genuine passion for the business and a relentless drive to operate smarter Ready to turn visibility into growth? Head to gritblueprint.com to learn more and book a call to talk about your growth strategy. Chapter Markers: 00:00 Can Independent Dealers Still Compete With Big Box Giants? 00:57 Welcome to the Grit Blueprint Podcast 01:24 Introducing Craig Webb of Webb Analytics 03:27 Was 2025 Really the Year of Just Executing? 04:19 How Craig Webb Became the Voice of the Building Industry 05:53 Breaking Down the 2025 Building Materials M&A Report 06:33 Three Trends Behind the Drop in Industry Deals 07:24 Women Taking Over Family Building Supply Companies 07:49 How Independent Dealers Can Win Against Consolidation 08:36 Why Installed Sales Is No Longer Optional for Dealers 09:32 New Independent Dealers Who Opened in 2025 and Why 10:31 What You Lose When Building Supply Companies Consolidate 11:54 Where Growth Is Actually Happening in the Construction Supply 150 12:59 How Independent Dealers Are Winning With E-Commerce 13:52 How AI Is Helping Building Materials Dealers Right Now 14:13 Digital Shelf Labels and Inventory Technology for Lumber Yards 15:37 What Separates Thriving Dealers From Struggling Ones 16:56 How Dealers Are Using AI to Compete Without Hiring More Staff 17:46 Why AI Tools Built for Building Materials Are a Game Changer 19:12 Lightning Round: Worst Advice in the Lumber Industry 19:53 The One Metric Every Dealer Should Be Tracking 20:15 What Most People Don't Know About Craig Webb 21:12 Why There Is Still Opportunity for Independent Dealers Everywhere 22:39 Where to Follow Craig Webb and Webb Analytics Build Authority. Gain Visibility. Drive Growth. You do great work. The right people should know it. Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue. 📅 Book a Strategy Call Ready to become more visible, more trusted, and easier to choose? https://meetings-na2.hubspot.com/stefanie-couch 📧 Join the Newsletter Get practical strategies and tools to build your authority, grow your visibility, and strengthen your business. https://421r60.share-na2.hsforms.com/2RMwQMXe2QLyk3sl9dv2gXQ 🎥 Watch More Grit Blueprint Subscribe for honest conversations and growth strategies for the building industry. https://www.youtube.com/@stefaniecouch 🚀 About Stefanie Couch Stefanie Couch is the founder of Grit Blueprint and a third-generation building industry professional. Grit Blueprint helps manufacturers, distributors, dealers, service providers, and industry leaders build authority, grow visibility, and become unmistakable in their market. 🔗Learn more: https://gritblueprint.com Instagram: @StefanieCouchOfficial LinkedIn: Stefanie Couch
YouTube Video UExxVm1PQVRSdmk4b2xIRnNNUUx1SFIxdDdHR3lHOFdHeC40QTA3NTU2RkM1QzlCMzYx
What can a founder learn from a former Navy SEAL who built a brand from scratch? In this episode, you’ll learn how discipline, pressure, and resilience shape better leaders, why mentorship matters more than most entrepreneurs realize, and how small wins stack into real business growth. Sam Mackey, CEO of Outsider, shares hard-earned lessons on entrepreneurship, brand building, purpose, and what it takes to keep moving when the pressure is high and the path is uncertain. If you are building a small business, leading through stress, or trying to turn grit into momentum, this episode will give you a sharper mindset and a more practical view of what real growth takes. What you'll take away: • Why discipline matters more than motivation as a founder • How small wins stack into real momentum when you are building a business • Why founders need mentors, hard feedback, and people who will tell them the truth • How pressure can either break you or sharpen you, depending on how you respond • What it takes to build a brand with purpose instead of just chasing attention or sales Build Authority. Gain Visibility. Drive Growth. You do great work. The right people should know it. Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue. 📅 Book a Strategy Call Ready to become more visible, more trusted, and easier to choose? https://meetings-na2.hubspot.com/stefanie-couch 📧 Join the Newsletter Get practical strategies and tools to build your authority, grow your visibility, and strengthen your business. https://421r60.share-na2.hsforms.com/2RMwQMXe2QLyk3sl9dv2gXQ 🎥 Watch More Grit Blueprint Subscribe for honest conversations and growth strategies for the building industry. https://www.youtube.com/@stefaniecouch 🚀 About Stefanie Couch Stefanie Couch is the founder of Grit Blueprint and a third-generation building industry professional. Grit Blueprint helps manufacturers, distributors, dealers, service providers, and industry leaders build authority, grow visibility, and become unmistakable in their market. 🔗Learn more: https://gritblueprint.com Instagram: @StefanieCouchOfficial LinkedIn: Stefanie Couch
YouTube Video UExxVm1PQVRSdmk4b2xIRnNNUUx1SFIxdDdHR3lHOFdHeC42MTI4Njc2QjM1RjU1MjlG
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Member Spotlights
Hard Work Spurs Growth for R.P. Lumber Co.
Founded in 1977, R.P. Lumber has grown into a leading regional building materials company by combining...
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Founded in 1960, Lumber King has grown into a trusted employee-owned building supply company serving...
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