Buyers have changed the rules, and the window and door industry is racing to catch up. We sit down with Paradigm’s VP of MDR Sales, Lisa Cooley, to unpack how AI, data, and a new generation of talent are rewriting everything from product discovery to the last mile of sales—and why grit still beats hype.

On the buyer side, the shift is dramatic. Homeowners now use long-tail searches and visual matching to find exactly what they want: “black exterior, white interior door that won’t rot at a Georgia lake house.” They expect transparent pricing ranges, instant configuration, and clean visualization before they ever talk to sales. That flips the sales playbook: educate early with rich data and tools, capture preferences respectfully, then show up in the conversation prepared to close gaps—not restart discovery. Lisa shares how our team supports manufacturers and dealers by turning complex product logic into simple, trustworthy buyer experiences.

Topics we cover:
• Generational shift toward empowered, research-first homeowners
• Labor shortages driving adoption of modern tools for recruiting
• Practical ways AI accelerates visualization, estimating and content
• Sales leadership that listens, asks better questions and motivates meaning
• Long-tail search and visual matching changing product discovery
• Connecting manufacturers, dealers and buyers with accurate data
• Vision for tighter data flows and human-centered decision-making

Be sure to subscribe to your favorite podcast platforms or YouTube and follow the Grit Blueprint podcast to hear more stories and insights from the building industry.

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Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.

What if your store didn’t try to be the biggest in town and became the most unforgettable instead? We sit down with Bob Taylor, President Emeritus at Do it Best Corp, a fourth-generation retailer and former Do it Best CEO, to unpack how independents outmaneuver giants by pairing co-op scale with local soul. From a family business nearing 100 years to leading a national organization through major integrations, Bob shares the decisions, data, and culture that turn customers into raving fans.

We trace his family’s path from early True Value growth to a pivotal jump to Do it Best in the 1980's for better costs, rebates, and fill rates, then explore the recent True Value combination that’s already rebuilding confidence for retailers and vendors. You’ll hear why co-ops work: pooled buying power, deep talent, and tech that help small players “play big” without losing identity. More important, we dig into what scale can’t replace: the second-mile habits that make a local brand unmistakable.

Expect practical plays you can implement this week: greet and guide every shopper, cut wait friction, escort pros to exactly what they need, and follow up after major purchases. We talk about “Unreasonable Hospitality” as a competitive lens. Don’t copy what rivals do well, find what they do fine and make it unforgettable. Add community moments like a Santa event or the best Christmas tree lot in town. Use peer groups to share financials and steal proven ideas. Let technology extend your personal touch across email, checkout, and curbside so consistency becomes your signature.

If you lead an independent hardware store, lumber yard, or building supply brand, this is your playbook to raise the bar, earn trust, and win long-term.

Topics we covered:
• Co-op advantages that keep independents competitive
• Lessons from switching banners based on metrics and culture
• Executing integrations that restore retailer and vendor confidence
• Peer groups and benchmarking for real accountability
• Second-mile service as a daily operating system
• Unreasonable Hospitality and finding gaps competitors miss
• Small, personal gestures that become unforgettable stories
• Niche focus plus events that build community loyalty
• Using technology to play big while staying local

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Real talk, strategies, and tools from Stefanie.

👉 Book a Strategy Call

Ready to grow your brand or business? Let’s talk.

Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.

Speed without soul never lasts. From the buzzing floor of the Do It Best market in Indianapolis, we sit down with Anthony Bogucki, CEO of Bogucki Enterprises, a Do it Best member who grew a family business from a basement startup into a national e‑commerce operation, to map out how independents can compete and win against retail giants. We unpack the co‑op advantages that matter most: small‑parcel distribution that reaches 230 million people in one day, reliable two‑day coverage for 99% of ZIP codes, and a support system that blends buying power with practical, hands‑on training.

Together, we dig into the tools that turn a single storefront into a scalable brand. Think e‑commerce enablement that extends your aisles, marketing services that keep you consistent, and education across social media, operations, and AI so your team levels up without hiring a stadium full of specialists. Vendors show up because execution matches the relationship talk, and that trust compounds into better assortments, sharper terms, and faster replenishment.

We also look ahead at the partnership with True Value and what this joining of forces could mean for local hardware and LBM retailers. More coverage. More capacity. More leverage. The excitement on the show floor is real, and the promise is concrete: stronger logistics, smarter marketing, and a network that helps independent stores move like national players while staying rooted in their communities. Anthony’s story brings it home with purpose, from nephews discovering the industry to the Bogucki Foundation flying immunocompromised children to lifesaving treatment, proof that growth can carry heart.

Topics we cover:
• Co‑op scale that reaches 230 million people in one day and 99% of ZIP codes in two
• E‑commerce and small‑parcel distribution that let stores sell beyond shelves
• Marketing support and training across social, operations, AI, and more
• Vendor relationships built on execution and long‑term trust
• Momentum from the True Value partnership and what it unlocks
• Family legacy, next‑gen interest, and community roots
• The Bogucki Foundation’s missions for immunocompromised children
• On‑floor highlights, first‑time vendors, and market energy

If you're ready to turn visibility into growth, then head to gritblueprint.com to learn more and book a call to talk to us about your growth strategy

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Real talk, strategies, and tools from Stefanie.

👉 Book a Strategy Call

Ready to grow your brand or business? Let’s talk.

Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.

What if getting paid didn’t depend on business hours, paper checks, or a lucky round of phone tag? In this episode of The Grit Blueprint Podcast, I sit down with Erik Bornstein, Founder and CEO of TOOLBX, to explore how technology is transforming the lumber and building materials industry.

From sweeping job sites at 16 to leading one of Toronto’s top luxury homebuilding firms, Erik’s journey from contractor to tech founder gives him a rare perspective on what the construction world really needs: speed, transparency, and smarter workflows.

Topics we cover:
• Digital AR portal for quotes, orders, invoices, statements, and payments
• ERP-integrated pricing and workflows for clean data end to end
• Faster billing cycles for cost‑plus builders and reduced DSO
• 24/7 access with after‑hours payments and text‑to‑pay
• Seasonal lists and curated carts to drive upsell and loyalty
• Product discovery with account‑specific pricing to cut phone tag
• Easy onboarding, preferred pricing for co‑op dealers, under six weeks
• Competing with big‑box pro portals through speed and relevance
• In‑house engineering velocity for rapid features and integrations

Be sure to subscribe on your favorite podcast platforms or YouTube and follow the Grit Blueprint podcast to catch more stories and insights from the building industry.

👉 Subscribe to Built to Win

Real talk, strategies, and tools from Stefanie.

👉 Book a Strategy Call

Ready to grow your brand or business? Let’s talk.

Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.

The market floor in Indy buzzed, but the real energy came from a simple idea: winning sales teams keep score and remove friction. Sitting with Eric Knox, Director of LBM Sales, we pull back the curtain on how a regional structure, clear metrics, and a new mindset around “no” transformed a team from scattered effort to compounding momentum. Eric’s story, from hauling bag goods to leading a hungry, data-driven crew, shows how clarity turns competition into culture, and how early stumbles can become the foundation for hockey-stick growth when you keep iterating.

We dig into the nuts and bolts of selling in the built world when big-box and mega-pro dealers loom large. The advantage for independents isn’t pretending to be bigger; it’s becoming easier. That means deploying tools like TOOLBX to streamline quotes and payments, giving dealers more time with contractors, and aligning field roles to support entire businesses, not just isolated categories. It also means modern outreach: we unpack how LinkedIn stops being a resume graveyard and starts working like a warm-intro engine. 

Topics covered:
• Eric’s path from hardware retail to LBM leadership
• Drive, resilience, and the hockey-stick model of growth
• Publishing metrics and keeping score to focus the team
• Rolling out a regional structure for accountability and speed
• Using LinkedIn to replace cold starts with warm intros
• Training and tools that remove friction for contractors
• Merchandising small-footprint, high-ROI products
• Developing next-gen talent and gamifying performance

Be sure to subscribe on your favorite podcast platforms or YouTube and follow the Grit Blueprint podcast to catch more stories and insights from the building industry.

👉 Subscribe to Built to Win

Real talk, strategies, and tools from Stefanie.

👉 Book a Strategy Call

Ready to grow your brand or business? Let’s talk.

Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.

The market may be down in Q3 2025, but the data tells a different story about what's coming in 2026. 

Stefanie and Todd unpack why home‑equity access is up 38% this year, why that capital hasn’t hit jobsites yet, and how a surge in windows and doors could create a 2021-style scramble as early as next year. If you sell to or through pros, this is the map for what’s about to move. 

Stefanie shares her five-part BLEND playbook for independents to stay relevant, which you won't want to miss.

Topics we cover:
• Market softness set against rising home-equity extraction
• Deferred demand building in windows and doors through 2027
• Pros as channel kingmakers and the labor bottleneck
• Independents’ path: brand, leverage, experience, niche, digital
• E‑commerce up despite softer orders; research shifts online
• Decentralization vs scale in post-acquisition execution
• QXO vendor simplification, price leadership, AI investment
• Lowe’s marketplace, builder focus, and footprint advantage
• Measure pro digital draw rate and close the loop with AI search
• Training to de-risk complex, high-margin installs

Be sure to subscribe to your favorite podcast platforms or YouTube and follow the Grit Blueprint podcast to catch more stories and insights from the building industry.

👉 Subscribe to Built to Win

Real talk, strategies, and tools from Stefanie.

👉 Book a Strategy Call

Ready to grow your brand or business? Let’s talk.

Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.

I sit down with Do it Best’s Executive Vice President of Transformation and Integration, Marianne Thompson, live from a packed Market floor to unpack how vision-led change, AI, and co-op scale help independents out-execute giants. From last minute 2x4 runs to smarter planograms, service remains the moat while data becomes the drawbridge.

Topics we cover:
• Why transformation beats simple integration
• Aligning teams on vision, why, and roles
• Lessons from 38 years across store ops and supplier sales
• First principles thinking in a traditional industry
• AI for customer insight, personalization, and voice agents
• Faster, more accurate blueprint takeoffs
• Competing with big-box tech and pro focus
• Co-op leverage: e-comm, Toolbox, marketing, merchandising
• Flexible planograms tuned to local demand
• Storytelling as a growth engine for independents
• Advice to a younger leader: follow passion, embrace grit

Be sure to subscribe to your favorite podcast platforms or YouTube and follow the Grit Blueprint podcast to catch more stories and insights from the building industry.

👉 Subscribe to Built to Win

Real talk, strategies, and tools from Stefanie.

👉 Book a Strategy Call

Ready to grow your brand or business? Let’s talk.

Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.

Forklifts buzzing and mics rolling, that’s the spirit of this conversation with our friend Russ Cathrine, Vice President of Lumber & Building Materials at Do it Best. We dig into a simple idea with outsized returns: reduce friction from the moment a project is imagined to the moment the last unit is delivered, and you’ll win more often at better margins.

Russ brings a rare vantage point: family yard operator, corporate exec, real estate builder, and now co‑op leader, to show how independents can outmaneuver giants by reducing friction, focusing on niches like custom windows and doors, and building vendor partnerships that compound growth. Russ shares the “70% solution,” lessons from turnarounds and co‑ops, and why bold moves will define the next five years.

Topics we cover:
• Reducing friction from idea to delivery
• Mean more to fewer vendors
• Why independents win on custom and service
• Co‑op scale plus services that level up dealers
• Learning fast: 70% solution over perfection
• Knowledge sharing across non‑competing markets
• Four values: ease, risk, competitiveness, profit
• Bold outlook: stop hiding, make money now

Be sure to subscribe to your favorite podcast platforms or YouTube and follow the Grit Blueprint podcast to catch more stories and insights from the building industry.

👉 Subscribe to Built to Win

Real talk, strategies, and tools from Stefanie.

👉 Book a Strategy Call

Ready to grow your brand or business? Let’s talk.

Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.

Faour Glass is revolutionizing the hurricane glass industry with its SLIMPACT system that provides maximum views with minimal metal framing while meeting Florida's stringent building codes. Three generations of glaziers share how they've created innovative products through design assistance, partnerships, and a philosophy that views failure as just another opportunity to learn.

• SLIMPACT was invented in 2012 to solve the problem of large glass panels with less visible metal for hurricane-prone areas
• The system requires only top and bottom channels with just 3/8-inch silicone joints between panels
• Design assist is emphasized to help architects maintain their design intent while meeting code requirements
• Third-generation glazier Adam Valdez brings marketing skills to complement technical expertise
• 3D modeling and printing are used to test designs before production
• Family legacy is central to the company, with multiple generations working together
• Relationship-building with suppliers and customers drives innovation
• The team focuses on being solution providers rather than just product suppliers
• Hurricane-resistant pivot doors complement the SLIMPACT wall systems
• The goal is to make the glass "invisible" so it showcases the view rather than the product

Visit us at GritBlueprint.com to learn more about turning visibility into growth and book a call to talk about your growth strategy.

👉 Subscribe to Built to Win

Real talk, strategies, and tools from Stefanie.

👉 Book a Strategy Call

Ready to grow your brand or business? Let’s talk.

Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.

Rick Schumacher of LBM Journal shares how independent lumber dealers can thrive amid industry giants by focusing on customer service, community connection, and embracing new technologies like AI. The conversation explores the power of storytelling in the building materials industry and how print media remains relevant in a digital world.

• Started LBM Journal in 2003 from home after previous magazine went bankrupt
• Built LBM Journal to become the #1 industry publication by focusing on "audience first" rather than "digital first"
• Creates community through telling stories of independent dealers like Baker Lumber (owned by daughters despite "and Sons" name)
• Shares how exceptional service at independent dealers creates competitive advantage against big box stores
• Highlights LBM Strategies Conference which intentionally limits sponsors to focus on dealer experience
• Established Century Club honoring lumber dealers over 100 years old, with combined 38,000 years of business experience
• Created 40 Under 40 program to recognize young industry leaders and foster next generation of talent
• AI presents an 18-24 month "arbitrage moment" before fundamentally changing the industry
• Emphasizes opportunity for young people in an industry with stability, community, and growth potential

👉 Subscribe to Built to Win

Real talk, strategies, and tools from Stefanie.

👉 Book a Strategy Call

Ready to grow your brand or business? Let’s talk.

Connect with Stefanie Couch & Grit Blueprint

Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com

👉 About Stefanie Couch & Grit Blueprint

I'm Stefanie Couch, the founder of Grit Blueprint. I grew up in a third-generation building supply business. I've worked inside dealers, distributors, and manufacturers. I built Grit Blueprint to solve problems I saw in our industry.

Grit Blueprint is a visibility, media, and growth partner for manufacturers, distributors, dealers, service providers, and leaders in the building industry.
We help you get seen, build trust, and become unmistakable.