Get Our Email Newsletter

Conference Recap: LBM Strategies 2016

PRESENTATIONS, PANEL DISCUSSIONS AND WORKSHOPS

The LBM Strategies Conference agenda was driven directly by reader feedback to the monthly Real Issues survey.

How to Increase Your Sales in Today’s Hypercompetitive Reality

JIM PANCERO Sales Management Keynotes and Training | Jim Pancero, Inc.

LBM Resources

White Paper: Protect Your Business from Ransomware

Ransomware pirates are using the coronavirus in a variety of malicious campaigns to attack businesses. Don’t fall victim to these tactics.

Pancero, a nationally renowned sales trainer and consultant, kicked off LBM Strategies 2016 asking attendees to evaluate their strategic selling skills and learn to focus on tactical and operational selling skills with strengthened attitude and energy. Pancero walked attendees through specific actions to help sales teams grow in a down economy. Tangible actions included advice on increasing a sales team’s business prospecting efforts, shifting sales leadership from “transactional management” to “selling process leadership” and strengthening a digital footprint. Sponsored by Epicor, Pancero’s talk was introduced by Cary Anderson, Epicor’s Senior Director of LBM Product Development.

1016f
1016g
1016h

“I got a lot out of the presentations with a lot of takeaways that I think will make our company better, more efficient, and more profitable. On the other hand, I spent great time with vendors and other dealers learning about what they do differently or see in the market that is working, and talking through how to implement that into our business.”

The “Wow” Factor: Making Your Company a “Best Place to Work” Part I

- Advertisement -

JOEL FLEISCHMAN President/Solution Provider | Drexel Building Supply

Based in Campbellsport, Wis., Joel Fleischman has turned his chain of lumberyards and building supply stores into one of the top places to work in Wisconsin and has landed on Inc.’s Fastest Growing Companies list for multiple years. How does he do it? He says he approaches every day with a set of core values. At Drexel, those values include: ethics, respect, balance, winning attitude, communication, development, teamwork, change, having fun, and accountability. A company built on those values, Fleischman said, leads to his overall vision for Drexel, and why the company continues to attract enthusiastic employees that name it a best place to work: “We supply happiness,” he said. Fleischman reminded attendees to not just look at their business as selling 2x4s. Supplying happiness is what makes Drexel a Best Place to Work.

1016i
1016j

- Advertisement -

The “Wow” Factor: Making Your Company a “Best Place to Work” Part II

JESSICA SCERRI CEO | Golden State Lumber

Golden State Lumber has been named a Best Place to Work in the highly competitive and innovative San Francisco Bay area for the past three years. Since 2013, the company went from not cracking the top 50 list of Best Places to Work, to appearing at number four on the list in 2016. Scerri told attendees that she pulls from three buckets when creating the ‘Wow’ factor at Golden State. Those buckets are: Employee Engagement, Employee Recognition and Employee Development. At Golden State, Scerri herself conducts exit interviews with employees and utilizes the information she gathers in a yearlong onboarding programs for new employees. Individualized touches, like handwritten birthday cards and peer recognition programs will bring Golden State Lumber to the top of the Best Places to Work list in coming years, Scerri said.

Beyond Selling Sticks: Grow Your Business by Leveraging Services

MANNY PINA President | National Lumber Company

As National Lumber grew in New England, the company perfected the art of leveraging technology and turnkey services. As building methods evolved, Manny Pina remained at the forefront, identifying early on in his career that the days of just selling lumber were outdated. At National Lumber, Pina has instilled the philosophy that modern suppliers need to provide materials that require engineering, save time, provide value, and are cost effective. Employing in-house designers, as well as manufacturing many of its own products allows National Lumber to control the quality and costs of trusses, panels, pre-cuts and trim, plus gives the company complete ownership of lead times and scheduling of deliveries.

1016k

“It was a good mix of both education and networking. Good quality of participant and participation. We would look to do the event again next year. I urge you to remain forwardthinking, with your selection of topics, helping to stretch and grow the industry.”

PANEL DISCUSSION Real World Strategies to Attract, Hire, and Retain Millennials

WENDY WHITEASH SVP of Culture | US LBM
CAITLIN STOLL Happy People Department Leader | Drexel Building Supply
MIKE DYKSTRA President and CEO | Zeeland Lumber
JEFF MCLENDON President and COO | U.S. Lumber
TONY MISURA Misura Group (moderator)

In an industry known for having an aging workforce, these panelists shared how their companies hire and retain members of the next generation. At Drexel Building Supply, Caitlin Stoll said that 50% of their staff members are considered Millennials. At Zeeland Lumber, while Mike Dykstra himself is not a Millennial, still just 46 years old. The company employs vice presidents who are still in their 30s. Jeff McLendon at U.S. Lumber said perhaps it’s not an age group that he prefers to hire, but rather those who “identify as Millennials.” McLendon told attendees that he sees the “stereotype of job-hoppers is a leadership issue, not a Millennial issue.” From her experience as SVP of Culture for US LBM, Wendy Whiteash commented that Millennials can adapt more easily to lean training, and analyzing business problems.

1016l1016m1016n


Building the Future: Using 3D Printing and Virtual Reality to Grow Your Sales
KIMBERLY SIMONSON Executive VP | Simonson Lumber
SUSIE GARCIA Director of Business Development | DPG Design

In an era when in which builders, designers and materials suppliers are trying to distinguish their businesses from competition, the latest way to do so is with virtual reality and 3D printing. Designing and printing 3D models of homes and allowing customers to tour homes through virtual reality glasses has allowed Simonson Lumber of Fargo to expand into a design services space that didn’t even exist a few years ago. At Simonson Lumber, homebuilders no longer are sold building supplies based on flat plans. Real-looking models create a better spatial understanding of the home building and inevitably, Susie Garcia said, “when people see it all in 3D, all of a sudden their budget is bigger.”

PANEL DISCUSSION What Next? Is Your Company Ready for its Next Chapter
CALLY FROMME Zarsky Lumber/Kodiak Building Partners
JON VAUGHAN Vice President | Brand Vaughan Lumber Company
TED GALBRAITH Vice President | Foxworth-Galbraith Lumber Company
CARL DETERING President | The Detering Company
TONY MISURA Misura Group (moderator)

As the industry ages, there are a number of options to consider when it comes to the future of your business. During this discussion, panelists shared perspectives of those who have sold their business, those who are passing it along to their children, and those who have explored employee ownership options. Owners on the panel shared how they consider themselves to be stewards of their businesses, holding on to the rich history of their companies and preserving that history in the businesses next generation of owners. A look from each perspective solidified the fact that one size does not fit all when it comes to succession plans. Each owner and each owner’s family is different. Overall, panelists stressed transparency with those involved in the company’s ownership and operations. Panelists agreed that a strong leadership within the company is necessary for a successful transition, regardless of the plan.

Getting Paid: Credit Management Strategies that Work
SCOTT SIMPSON President & CEO | BlueTarp Financial

Credit management is an issue that every LBM dealer tackles every day, with almost every customer. As president and CEO of BlueTarp Financial, Scott Simpson has seen credit management from every angle. In his presentation, Simpson shared the cost of providing credit and tips on credit card sales, and the truth about late fees. “Act with foresight,” Simpson encouraged attendees. To do so, he recommended upgrading credit tools and monitors, taking the worst case off the table with those at risk, avoiding “the hot mess” by having a policy in place for when customers come to you with what they think is an urgent credit exception.

1016o1016p1016q

Get our free newsletter

Join thousands of other lumber and building material industry leaders and keep up with the companies, people, products and issues shaping the industry.

What's New

Digital Partners

Become a digital partner ...

Sales Comp Study

Download this 55-page, in-depth study by LBM Journal of industry trends in sales force compensation and benefits. See how your organization stacks up.

Webinars

- Advertisement -

White Papers

View all ...

- Advertisement -

Partner Content

View all ...

- Advertisement -

Registration is now open for the LBM Strategies 2024 Conference