The Fire Time Podcast

If you've been in the fireplace business for any amount of time, then the name Tom Pugh (1952-2012) should mean something to you... He's the man who invented the clean face fireplace, created HPBA's Government Affairs Academy in Washington, D.C., and helped hearth dealers across the country grow profitably with his playbook: "Blueprint for Success".

Tom was someone who could see further down the road than anyone else at the time. He was relentless about understanding what needed to be done and taking action when no one else wanted to rock the boat—something that our entire industry owes him a debt of gratitude for.

In today's episode, we sit down with Bill Lentz (Owner & President, Pugh & Associates) to get an insider's perspective on Tom Pugh's life and legacy.

This conversation will:

• Reveal the motivation behind Tom's relentless work ethic
• Explain how he saw things differently than anyone else at the time
• Expose what we all need to be thinking about in the midst of today's disruption

Don't miss this opportunity to learn about a legend in our industry from a legend in our industry. Instead, get the confidence you need to do what needs to be done and live into the legacy that Tom Pugh started all those years ago.

To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime

When COVID-19 hit, it left everyone reeling. For those of us who went to the HPBExpo in New Orleans, we came home to a whole different world. Every business leader was forced to face the fear of disruption that was forced on them, as the dynamics of their business changed overnight, and find new opportunity.

In today's episode, we sat down with Casey Harvey (Director of Sales, Ray Murray) to discuss how he reacted and was able to pivot in the midst of disruption to reach his customers in new ways.

Don't miss the wisdom in this conversation and be a business that operates out of short-sighted panic. Rather, face fear head on, and be proactive to grow your company both now and in the future.

Falco's COVID-19 Community Response Video: https://youtu.be/o2RnZShihoY

Share on social media with the hashtag #SpokaneRises

To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime

In light of the COVID-19 crisis, everyone has been flooded with Zoom calls and webinars like never before. Many of them have a speaker stumbling over the technology while their audience is distracted by other things on their computer. Whether you've been the stumbling speaker or the distracted audience, today's conversation is for you.

We sat down with Ryan Borawski (Digital Sales Trainer for Liberty Mutual) to talk about how to nail your digital meetings and make a true connection with the people on the other side of the screen.

Don't make the mistake of thinking that a Zoom call is the same as regular phone call, or a webinar isn't any different than speaking live—or you'll be sunk. Instead, put these tips into practice to connect with your audience, stand apart from the competition and ultimately make the sale.

Click here to connect with Ryan on LinkedIn

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Click here to listen to the Ryse with Ryan Podcast

To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime

Our industry is at a turning point. All over the country, aging business owners are beginning to think about an exit strategy and wondering if it's too late. In today's conversation, we sit down with Daniel Hammer and Mike Duval (Owner and former Owner | Sutter Home & Hearth, Seattle, WA) to talk about how to transition a business from one generation to the next.

In this conversation:

• Learn when it is that you should be getting your business ready to sell
• Understand what to look for in a buyer
• Get insight the documents and conversations that need to happen for a sale to take place

Don't get left behind with a business that's not sellable because you waited too long! Take advantage of the wisdom in this conversation so that you can sell your business, retire comfortably, and watch the legacy you created be passed down to the next generation.

To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime

As the crisis rages, everyone is looking for a way to get ahead and the truth is that it's easier to do together. In today's episode, we sit down with Dominique Pagé (Owner, United Buyer's Group) to hear about how two dealers getting worked over by a manufacturer a few years ago was leveraged into a network of hundreds of businesses that combine their buying power—so no one is left in that situation ever again.

In many ways, our industry has been built with a tight-fisted mentality of protecting what's ours and never sharing secrets. The problem is that a mentality like that means we have to re-invent the wheel every time we encounter something new.

The truth is that what got us here won't get us where we need to go. It's only by joining forces and sharing best practices that we have a chance to maximize our potential.

This week, we sat down with world famous architect Wayne Visbeen (Principle, Visbeen Architects) to discuss how an understanding of architecture can help your retail space stand out from every body else. Wayne uses a "live design" process that creates an amazing customer experience and forges and instant connection between him and his clients. He's designed retail spaces all over the world for companies like Target, Banana Republic and even Martha Stewart. Don't miss his attention to focus and clarity when it comes to a retail space—this can make all the difference in the world with your customers.

Don't miss this video of Wayne's live design process: https://vimeo.com/138230559

To help support The Fire Time Podcast financially, check out https://www.patreon.com/itsfiretime

Even before the COVID-19 crisis, our industry was fighting a culture of burnout... Phone calls are always coming in, emails never stop, and customer expectations are higher than they've ever been. Combine that with the guilt of seeing people who "hustle" on social media and it's easy to feel totally spent. In today's conversation, Tim Reed sits down with Ryann Blake (Owner of Chimney Techniques) to talk about how to fight burnout for yourself and your team members in today's culture.

In this conversation, you'll learn:

Don't go another day thinking that pushing harder will solve your problems. Rather, build a framework that gives you life, set your team members up to win, and create a business thats a joy to come to every day.

To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime

If you want your sales team to simplify their process so they can connect better with their customers, then you have to listen to this conversation! In today's episode, Tim Reed sits down with acclaimed author and keynote speaker (Bridget Brennan, CEO of The Female Factor and author of "Winning Her Business") to talk about connecting with today's female consumer and building a sales process based on simplicity, clarity, and understanding.

In this conversation, you'll learn:

Don't write this conversation off if your company mostly sells to men, because even if it for them, women have the veto vote on any major purchase. If you put these ideas into practice, your business can create an amazing customer experience and a tidal wive of referrals that you can ride for years to come.

To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime

In part 1 of our conversation with Craig Newby (Owner, Associated Energy Systems) and David Rosvold (Owner, NW Stoves), we laid out the basics of how a sales rep can deliver value to their customers. In part two, we bring the conversation home with tangible things you can do to move the needle with our clients.

In this conversation:

Everyone has a lot of downtime during this COVID-19 crisis so don't waste it by sitting around! You can put the principles in this episode to use right away and make your customers more loyal than ever by helping them win during this unprecedented time.

To support the podcast financially, check out our patreon site: https://www.patreon.com/itsfiretime