Want a real competitive edge that big-box chains can’t copy? Start with a story only your store can tell. We sat down on the floor at the Do It Best Market in Indianapolis with Marketing Director Kerry Hasselbach to unpack how independent hardware and LBM dealers turn authenticity into measurable growth without chasing perfection.

Kerry’s journey from designing handbags to leading co‑op marketing reveals a powerful truth, that industry fluency plus agency-level execution is a force multiplier for small businesses. We walk through how Do It Best’s in-house team acts like a bespoke agency: creative, paid social, display, and reputation management, tailored to each member’s goals. You’ll hear why service-led marketing outperforms product-only pushes, how to translate store life into scroll-stopping posts, and the simple habits that keep your brand top of mind in your neighborhood.

We dig into omnichannel strategy for today’s buyer: organic content meets targeted social, review responses, display placements, and smart email to create demand before customers are ready to swipe a card. Kerry shares practical wins from the new digital marketing solutions platform that centralizes campaigns and reviews into one app, saving time while improving results. We also spotlight Do it Best's CORE, the College of Retail Education, and Market Learning Sessions that turn knowledge into action so teams leave with a plan, not a pamphlet.

If you’re an independent looking to grow foot traffic, strengthen community ties, and build a brand that lasts, this conversation lays out a clear path: be consistent, be unmistakable, and let your customers see the humans behind the counter.

Topics we covered:
• Storytelling as a long-term competitive advantage
• How Do It Best functions as an in-house agency for members
• Managed services across creative, social, display, and reviews
• Why promoting services outperforms product-only posts
• Building an omnichannel plan that matches consumer behavior
• Using analytics to target demographics and share of wallet
• Creating relatable content from everyday store moments
• Progress over perfection for social video and photos
• CORE education and Market sessions to enable teams
• Final advice to lead with authenticity and consistency

Build Authority. Gain Visibility. Drive Growth.

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Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue.

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🚀 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

Ever wonder why some simple, scrappy videos drive floods of real customers while polished promos fall flat? We sat down with Brent of BYOT, a builder-turned-creator with 20 years on the tools, to unpack how clear teaching, strong hooks, and consistent posting turned DIY tutorials into a growth engine. From the dirt-to-lawn video that exploded his channel, to trade show walk-throughs that quietly trigger purchase orders, this conversation maps a practical path for local retailers who want sales, not just views.

We explore how to structure short-form vertical clips for attention and the specific tactics that move the needle: capture interest in the first three seconds, invest in clean audio, keep most videos 30–40 seconds, and let your profile do the selling with clear links and addresses. Brent explains why Facebook still matters for B2C, how TikTok accelerates discovery, and when longer YouTube tutorials deepen loyalty. He also shares the surprising metric that predicts conversions, shares over likes, and tells the story of a plastic caulking finger that racked up tens of millions of views and sold out inventory.

If you manage a hardware store, lumberyard, or building brand, you’ll get a workable blueprint on how to use video to create sales: start now, stay consistent, lean into humor, and spotlight the product expert, not the hard sell. Measure what matters, iterate from real data, and empower your team to test fresh ideas. The result is content that feels human, earns trust, and turns attention into revenue.

Topics we covered:
• Start with useful, step-by-step tutorials
• Lead videos with a strong hook
• Prioritize audio quality over perfect visuals
• Post consistently across your chosen platforms
• Use humor to show personality without hard selling
• Put address and links in profiles, not the videos
• Track shares and saves as signals of buyer intent
• Let product experts do the talking when possible

Build Authority. Gain Visibility. Drive Growth.

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Grit Blueprint helps building industry companies and leaders build authority, increase visibility, earn trust, and turn that trust into revenue.

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🚀 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

Fresh off the GlassBuild floor, we dig into the real story behind AI, sales momentum, and the future of windows, doors, and glass. Industry veteran Rick Cross, Account Executive at Paradigm, joins us to separate signal from noise, arguing that the biggest wins don’t come from shiny tools, but from teams that trust each other and processes built to carry weight. We explore how to turn traditional knowledge into systems, reduce error at the edges, and unlock self-serve quoting that speeds deals without sacrificing accuracy.

Rick’s “hull speed” analogy anchors the conversation: like a boat, every business has a sustainable pace. Push faster than your structure allows and you don’t grow, you break. We talk through how to design for the speed you want, from clean data and clear roles to measured implementation and empathetic selling. You’ll hear how to read timing in complex deals, when to ease off and when to nudge, and why steady progress beats short-term sprints that burn trust.

We also look ahead at talent and training. With a generation of industry pillars nearing retirement and AI changing workflows, the opportunity is wide open for students, tradespeople, and technologists to build meaningful careers. Associations like WDMA and NGA can bridge the gap with seminars, school outreach, and content that shows how fenestration fuels safer, more affordable homes. To close, Rick shares practical ways to reset a slump: step away, take a break, or help someone else, so you return focused and effective.

Topics we cover:
• Tech fear reframed through the tractor analogy
• AI used to capture tribal knowledge and cut errors
• People and process as the real leverage, not tools
• Trust, clear paths, and win-win as project accelerants
• Software reducing friction and enabling self-serve quotes
• Patience in sales cycles and timing the push
• "Hull speed" as a guide for sustainable growth
• Habits for breaking slumps and sharpening skills
• Recruiting next-gen talent via schools and media

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.

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Subscribe for honest conversations and growth strategies for the building industry.

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🚀 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

A soft market can fool you into thinking nothing’s moving. Under the surface, single-family starts are edging up, mortgage pressure is easing, and homeowners are about to unlock record equity, shifting windows and doors from isolated upgrades into bigger, General Contractor led projects. I sit down with Todd Tomalak to decode what’s next and how brands can earn the only verdict that matters: the contractor’s yes at the kitchen table.

We break down why fenestration often loses to visible bundles like kitchens, and what it takes to win anyway: reduce friction, ship on time, and make installation boring, in the best way. Todd connects today’s volatility to a 1974 “lumber recession” playbook, where tail events shattered loyalties and market share moved fast. Expect more pro veto moments, where installers override plans based on what actually works on site. That’s where margins live, and where the few who master complexity will lead when demand rebounds.

Search has changed too. Pros and homeowners now ask long, specific questions to YouTube, Instagram, and AI assistants. If your content doesn’t speak to climate, codes, install constraints, and aesthetics, you won’t even enter the conversation. We share practical ways to audit how GPT frames your brand, craft niche content that ranks for real prompts, and position yourself as the credible alternative when the first choice falls short. The strategy is simple and hard: pick one target, go deep, and become unmistakable to the buyers who matter most.

Topics we covered:
• Macro softness and rising single-family starts outlook
• Windows and doors losing to visible upgrade bundles
• Contractor labor tightness and the power of pro veto
• Brand loyalty shaken by tail events and reliability gaps
• Parallels to 1974 and the coming market share swaps
• Home equity extraction fueling larger, GC-led remodels
• Search shifting to YouTube, Instagram and AI assistants
• How GPT frames brands and why that matters for recommendations
• Niche strategy for remodel complexity and margin
• Practical steps to be named first at the kitchen table

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

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🎥 Watch More Grit Blueprint

Subscribe for honest conversations and growth strategies for the building industry.

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🚀 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

Want a practical playbook for how independent dealers can outmaneuver bigger competitors? I sat down with Gabe Arnold at the Do it Best Market to dig into the moves that matter: consultative selling, smarter buying, and turning human visibility into a real advantage on the yard and online.

Gabe’s story spans from Millwork Account Executive to Northeast Regional Sales Leader, and his perspective is grounded in over twenty years of helping members win. We break down why partial truck buys often cost more than they save, how reload and full-truck strategies unlock scale, and where vendor partnerships can remove friction all the way to the jobsite. You’ll hear how strong communication turned pandemic shortages into closer member relationships and why soft pricing today demands proactive planning rather than reactive buys.

We also talk about the new leverage hiding in plain sight: LinkedIn. No fluff, no “go viral” fantasy, just consistent, helpful posts that show your yard, your people, and your capability. In B2B, one well-placed post can land a $20,000 door package or a $200,000 custom home order. Let your team be the face, and let your feed prove what you do every day. Looking ahead, Gabe outlines a bold five-year vision for LBM growth in the Northeast, including creative reload capacity and species mix that allow independents to compete directly with distributors in dense metro markets.

Topics we covered:
• Career path from millwork to regional sales leadership
• Leading a young Northeast team and building capability
• Consultative selling that removes friction for members
• Using partnerships and reload strategy to beat distributor pricing
• Humanizing brands through LinkedIn and consistent posting
• B2B wins without chasing virality
• Lessons from shortages, soft pricing, and constant communication
• Five-year outlook for LBM growth in the Northeast
• Creative moves to add reload capacity and take share

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

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🎥 Watch More Grit Blueprint

Subscribe for honest conversations and growth strategies for the building industry.

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🚀 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

The fastest way to lose great work is to forget the people doing it. We dive into a candid, high-energy conversation with Chip Gentry, Chief Legal Officer at Quaker Windows, on why relationships still beat automation and how trust turns into measurable growth in the built world.

We start with the foundations: face-to-face time, accountability, and agreements that act like partnerships rather than traps. Chip explains how supply chain risk gets easier to manage when your contracts are human, your partners are friends, and your values are visible. From there, we unpack why 2025 demands personalized, legendary experiences for customers and vendors alike, and how open-book management, profit sharing, and real benefits keep talent for decades.

Chip’s path from trial lawyer to fenestration insider is a masterclass in curiosity and niche expertise. He moved beyond compliance by learning the product, hiring experts, and becoming indispensable to clients. Now at Quaker, he’s helping scale a culture where relationships are the backbone, risk is calculated, and innovation is a mandate. We talk commercial expansion, integrated IG capabilities, community investment, and a testing lab that pushes beyond standards to prove performance customers can feel: safety, clarity, comfort, longevity.

This episode is for leaders who want brands chosen on purpose. You’ll hear how to translate technical specs into human outcomes, build vulnerable and diverse teams, and set an innovation rhythm that refreshes 25% of product offerings every five years. It’s a story about staying family-owned, mission-led, and relentlessly modern, about keeping the windshield bigger than the rearview and remembering that showmanship only works when it’s backed by substance.

• Relationships, accountability, and trust as a competitive edge
• Supply chain agreements focused on shared risk and purpose
• Personalization in 2025 customer and vendor experiences
• Open-book management, profit sharing, and retention
• Family legacy shaping mission and governance
• Expansion of Quaker's commercial division and IG integration
• Reinvestment in communities and 100% healthcare
• Chip's journey from trial lawyer to fenestration expert
• Failure as tuition, journaling, and mindset
• Building vulnerable, diverse, high-ownership teams
• Beyond compliance strategy and market vision
• Storytelling that translates specs to human value
• Innovation cadence and testing beyond standards

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

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🎥 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

What does it really take to build a career and a business that lasts in the building materials industry? Kristy Labrecque’s story offers a rare, ground-level answer. Starting as a teenage cashier in a contractor-focused lumberyard, Kristy spent 37 years learning every aisle, role, and pressure point of the business. That long view became her greatest asset as she helped guide her store through COVID, a complex acquisition, and a major operational change, without losing the trust of her team or customers. 

In this episode of the Grit Blueprint Podcast, recorded live at the Nation’s Best Women’s Retreat at Rough Creek Ranch, Kristy reflects on how independent dealers continue to outplay big box competitors: relentless customer service, deep relationships, and a willingness to adapt without abandoning what works. She shares how strong sales support and on-the-job learning shaped her confidence early on, and why creating a culture where people feel supported to ask questions still matters today, especially for younger team members entering the industry. 

Topics we covered:
• Starting as a teen in a contractor-first yard
• Learning on the job with strong sales support
• Building a rental center and service department
• Adding value with a full kitchen and bath showroom
• Navigating COVID paperwork and acquisition due diligence
• Leading through uncertainty and protecting morale
• Traveling ERP conversions and forging cross-store ties
• Women advancing in lumber, windows, and doors
• Customer service as the moat against big box
• Practical advice for loving a long career

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

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https://meetings-na2.hubspot.com/stefanie-couch

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🎥 Watch More Grit Blueprint

Subscribe for honest conversations and growth strategies for the building industry.

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🚀 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

What if doubling your speed didn’t require a new machine, just fewer steps? We sat down on site at the Do it Best Fall Market with Scott Morrison to unpack how simple, evidence‑based changes turn door shops, warehouses, and lumberyards into faster, safer, and more profitable operations.

Scott walks us through his on‑site approach: capture the current state with brutal honesty, map the “dance steps” between machines, and target non‑value‑added motion that steals hours. From a door shop operator walking 20 to 30 steps for inserts to forklifts hunting for staging space, distance is the hidden tax. When you cut travel time in half, it's as if you've doubled your speed. Scott shares a zone picking case where a member saved 90 minutes per day, eliminated overtime, and rolled first‑out loads by 6:30 to 7:00 a.m., a competitive edge contractors feel on the jobsite.

If you want earlier trucks, fewer headaches, and a culture that hunts waste daily, start by mapping what is true right now. Then remove distance, balance work with real sales data, and design your aisles for where you’ll be in five years.

Topics we covered:
• Mapping current state to expose waste
• Cutting non‑value‑added motion between machines
• Zone picking design and balancing by sales history
• Saving 90 minutes per day and reducing overtime
• Preloading trucks for first‑out morning deliveries
• Building cross‑functional teams with a single quarterback
• Iterating future states and breaking old paradigms
• Planning layouts for 50% growth without new buildings
• Centralizing staging to halve travel
• When to pair layout changes with WMS

LBM Member Operations Form: Sign up for your complimentary 60 minute meeting to discuss your yard's current state and future wants.
https://docs.google.com/forms/d/e/1FAIpQLSeQkx5Mvxs9KRL1aT5Bj4cNmn0G8TNlqFiZyFx8_RMD6gQ7Ng/viewform

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

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🎥 Watch More Grit Blueprint

Subscribe for honest conversations and growth strategies for the building industry.

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🚀 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

A workforce crunch won’t solve itself, and the answer might be hiding in plain sight. From the floor of GlassBuild, I sit down with the National Glass Association’s new CEO, Lakisha Woods, for a fast-moving conversation about elevating women, the workforce gap in glass and construction, and building the kind of partnerships that turn trade show energy into real business.

We talk about the first-time magic of GlassBuild, complete with a drumline that set the tone for a show built on momentum and connection. Then we get practical. Exhibitors want architects in the aisles; architects want hands-on exposure to new glass, fenestration, and facade solutions. When those worlds meet, projects move faster and smarter. Lakisha shares early wins from bringing architects to the show, and how timing, non-competing calendars, and aligned goals with groups like AGC and NAHB can raise the bar for the entire construction ecosystem.

The heart of the conversation is leadership. Lakisha walks through the story behind her book, Never Get Their Coffee, and how subtle tasks like note-taking can sideline voices if leaders aren’t intentional. We trade lessons on finding mentors, learning from people you’ve never met, and using tools like podcasts and YouTube as modern apprenticeships. We also explore curiosity as a leadership engine, borrowing from Leonardo da Vinci’s cross-discipline mindset to keep skills fresh and teams inspired. The Women in Glass initiative gets a spotlight too: why visibility matters, how allies accelerate change, and what small, local steps build real momentum.

Topics we cover:
• Workforce pain points and the case for more women
• First-time GlassBuild energy and the drumline moment
• Partnerships to expand impact
• How visibility and community change career paths
• Finding mentors later and learning from afar
• Leonardo Davinci-style curiosity, self-care, and sustainable leadership
• The coffee and note-taking story as a leadership stance
• Women in Glass momentum and practical allyship
• NGA’s next moves: listen widely, act decisively

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

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https://meetings-na2.hubspot.com/stefanie-couch

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Subscribe for honest conversations and growth strategies for the building industry.

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🚀 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

Price pressure is loud at the counter, especially when a local roll former can make a panel that looks identical to a premium option. I spoke with Gary Davidson from Metal Sales to cut through the noise and explain how dealers and contractors turn “why does it cost more here?” into a confident YES using proof, not hype. From Texas Windstorm and UL impact ratings to paint chemistry that actually resists fade and chalk, Gary lays out the specifics your team needs to sell metal roofing on performance and lifecycle value instead of a race to the bottom.

Gary shares how Metal Sales supports co‑op members with territory managers, inside sales, and free estimating, so newer counter staff can quote accurately, choose the right profiles, and avoid costly reorders. We also explore where demand is growing fastest: residential roofs, modern farmhouses, and the rise of barnominiums and shouses, plus how wind and fire resilience give metal a clear edge in challenging climates.

If you serve farm and ranch, residential, or light commercial work, this conversation gives you practical language, training angles, and customer education tools to close more confidently. Use lifecycle cost to reframe price, show verified testing to bolster trust, and match profiles to project goals so buyers feel guided, not pushed.

Topics we covered:
• Metal roofing as a value play beyond first cost
• Difference between premium panels and local roll formers
• Texas Windstorm, UL impact data, and verifiable ratings
• Paint system choices and why PVDF outlasts basic polyesters
• Training, free estimates, and sales enablement for members
• Product breadth across ag, residential, commercial, and architectural
• Lifecycle cost versus sticker price for homeowners
• Barnominiums and shouses as growing residential trends
• Wind and fire performance as key decision drivers
• How to engage territory managers and inside sales support

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

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Subscribe for honest conversations and growth strategies for the building industry.

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🚀 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