That career began in 2000 when he became a draftsman for a residential design firm in his native Wake Forest. It was here where he developed a love for historic architecture and an eye for detail. In 2003, he was part of the founding team for a design division within a structural engineering firm in Raleigh.Finally, in 2007, Tony established his own firm, Frazier Home Design. It was purely a one-man show until Tony made his first hire in 2010. The firm has since become a leading architecture and design studio in The Triangle, and today one-third of their work annually includes out-of-state designs.Listen in as Tony shares how he was able to build his brand, credibility, and network in the early days of Frazier Home Design. He believes that discomfort is the gateway to growth, illustrated in his penchant for taking risks and making sure that he only hires those who thrive in challenging environments. Finally, he speaks on using social media and evolving technologies to take his business to the next level.Sponsors:The Tile Shop - https://www.tileshop.com/Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!Pella Windows & Doors - https://www.pella.com/Events:Learn More/Register for Contractor Coalition Summit May 01-04 https://www.eventcreate.com/e/contractorscoalitionsummitTopics Discussed**:**[03:54] About Frazier Home Design[08:56] Building relationships in the firm’s early days[14:42] Knowing your worth as a new company[20:50] Raising your rates[24:39] Hiring the right people[28:08] Keeping your culture strong[31:27] Training project coordinators[40:03] How Tony settled on his go-to architectural styles[45:19] Tony’s favored social media platforms[47:45] Taking inspiration from other, similar designs[51:27] Adapting to new technologies in the industry[01:03:06] What Tony loves about his art[01:04:43] What’s next for TonyConnect with Tony Frazier & Frazier Home DesignWebsite - https://frazierhomedesign.com/Instagram - https://www.instagram.com/frazierhomedesign/Facebook - https://www.facebook.com/Frazier-Home-Design- 124269034252174/LinkedIn - https://www.linkedin.com/in/tony-frazier-39578711Pinterest - https://www.pinterest.com/frazierhomedesigns/_created/Houzz - https://www.houzz.com/pro/tf6705YouTube - https://www.youtube.com/channel/UCnGRIgdiMuiKS7bal7IcOew/featuredConnect with Brad Leavitt:Website - https://www.aftconstructionpodcast.com/Instagram - https://instagram.com/aft_constructionFacebook - https://www.facebook.com/aftconstructionHouzz - https://www.houzz.com/pro/aft-construction/aft-constructionPinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgKey Quotes by Tony:It wasn't about the name recognition at all. It was about creating better-designed homes and that takes more thought, energy, and collaboration within the office. [...] Name recognition followed those processes.Our toughest client—our best client—is somebody that is able to give us their vision, and has trust in us, and they allow us to take those designs and add some creative freedom: We’re giving them everything they want in their house, but they’re not leading the way for us. Those are the projects I love.

The Tile Shop offers a complimentary Design Studio, a collaborative platform to create customized 3D design renderings to scale. The Design Studio allows customers to bring their design ideas to life by creating custom looks unique to their room dimensions and tile and stone preferences.Listen in as Shehan gives her thoughts on the ever-evolving topic of marketing strategy after ten years in the industry. She explains why, despite the value of online branding, having a retail presence is still a must in the design space.Sponsors:The Tile Shop - https://www.tileshop.com/Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!Pella Windows & Doors - https://www.pella.com/Events:Learn More/Register for Contractor Coalition Summit May 01-04 https://www.eventcreate.com/e/contractorscoalitionsummitTopics Discussed:[02:46] Shehan’s approach to marketing strategy[05:46] Utilizing different platforms for different purposes[08:55] Working with influencers[10:45] Finding the right vendors to work with[19:08] Adapting to the fluctuating supply chain[25:16] The Tile Shop’s brick-and-mortar presence[28:12] Educating installers and building an installer community[35:18] Why Shehan and the team is so personally involved with installations[42:39] What Shehan looks for in a professional relationship[47:20] How marketing strategy has changed over the past decade[52:18] The Tile Shop’s trade partnership program[55:50] Shehan’s favorite thing about working at The Tile Shop[01:00:28] What’s next for The Tile ShopConnect with Shehan Ghanchi & The Tile Shop:Website - https://www.tileshop.com/Instagram - https://www.instagram.com/thetileshop/Hashtag - #thetileshopFacebook - https://www.facebook.com/thetileshop1LinkedIn - https://www.linkedin.com/company/the-tile-shopPinterest - https://www.pinterest.com/thetileshop/_created/YouTube - https://www.youtube.com/c/thetileshopConnect with Brad Leavitt:Website - https://www.aftconstructionpodcast.com/Instagram - https://instagram.com/aft_constructionFacebook - https://www.facebook.com/aftconstructionHouzz - https://www.houzz.com/pro/aft-construction/aft-constructionPinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgKey Quotes by Shehan:We’re a brick-and-mortar retailer at heart.It’s been inspiring to see how the installer community has grown. There are a lot of thought leaders who want to support in growing that profession and showing the gratification that comes with what [installers] do.We want people to have these spaces and enjoy them for years. That’s the beauty of tile: Truthfully, it’s a classic material that can stand the test of time.Social is almost your modern-day PR. It’s your word-of-mouth. Implementing a social strategy is so critical. Now, with the way people consume so quickly and with video on the rise, it’s really changed the way teams produce content.I’m a tile geek. I love how beautiful tile can be and what an impact it can make on the space. It’s more than a functional element—it’s really a design element.

In 1999, Micheal founded his first company, Micon Construction. In 2010, he formed a partnership with his cousin John Fullard and together they established Greenside Design Build. The firm has a focus on high-end residential renovations and new construction single family homes.Over the last decade, Greenside has grown into one of the premier custom builders in the suburban Chicago market.Listen in as Micheal shares his process for working with trade partners remotely in a challenging market, his fascinating old-school versus new-school dynamic with his cousin and business partner John, using Instagram to further his business growth, and incorporating newer technologies and green options into his more recent projects.Sponsors:Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!Pella Windows & Doors - https://www.pella.com/Events:Learn More/Register for Contractor Coalition Summit May 01-04 https://www.eventcreate.com/e/contractorscoalitionsummitTopics Discussed: [02:47] Micheal’s selection and finalization process[07:54] Competitive bidding in the Chicago market[18:58] Working with John Fullard[21:03] Micheal and John’s lean team at Greenside[27:25] Hiring employees[35:16] Working with trade partners remotely[38:50] Dividing responsibilities with your business partner[43:36] How Micheal has been finding more business through Instagram[47:57] The next 12 months for Greenside[50:09] Micheal’s process from pre-construction to completion[55:10] Incorporating newer technologies such as solar[01:01:12] What’s next for MichealConnect with Michael & Greenside Design Build:Website - https://www.greensidedesignbuild.com/Instagram - https://www.instagram.com/greenside_design_build/LinkedIn - https://www.linkedin.com/in/micheal-conneely-19333311/Houzz - https://www.houzz.com/professionals/home-builders/greenside-design-build-llc-pfvwus-pf~1887529727?TikTok - https://www.tiktok.com/@greenside_design_buildConnect with Brad Leavitt:Website - https://www.aftconstructionpodcast.com/Instagram - https://instagram.com/aft_constructionFacebook - https://www.facebook.com/aftconstructionHouzz - https://www.houzz.com/pro/aft-construction/aft-constructionPinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgKey Quotes by Micheal:Probably to my detriment, I’m a little bit of a control freak [...] and that comes down to the level of quality. It’s like the old Ronald Reagan saying: “Trust, but verify.” I have to verify all the jobs, and my cousin John is the same way.In any partnership—even marriage—there are things you are going to have to do more than your partner, and that’s just the way it is. And sometimes you’re going to be doing less than your partner. And the sooner someone accepts that [...] and knows that what we’re doing is for the benefit of the team, you’re not going to have problems.I’ve noticed a definite uptick in potential business from Instagram. I’ve noticed a bigger awareness. I try to portray who we really are. I try to portray our experience and our knowledge in the market.What you put on social media is a reinforcement of what you do.I would recommend all [builders to] get into a Builder 20 group because it’s like a board of directors for you.

Today Brad speaks with John Coppola of Coppola Custom Woodworking.Even with a relatively successful business in New York, John was unsatisfied with the path he was on, prompting him to make the move to Phoenix and start from scratch. “I want to work with someone who wants my work,” says John, “Not just because I fit their timeline.”On a similar note, John makes earning his clients’ trust a priority, even if it means taking some loss leaders early on in order to build a name for himself and a portfolio he can proudly display.Honesty is another virtue that anchors all of John’s interactions with both contractors and clients, to the point that he is willing to turn away anybody who he feels in his gut is not a good fit for a partnership. He says that gauging honesty from the very first conversation is vital, and it is not only beneficial to you as the business owner, but to them as the customer as well.John goes on to talk about his unique approach to business. A self-proclaimed “control freak”, John likes to keep his ship tight and goes out of his way to do a lot of the work himself. He caps things off by mentioning that his father, a successful business owner in his own right, is the single biggest influence in John’s personal and professional life.Sponsors:Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!Pella Windows & Doors - https://www.pella.com/Events:Learn More/Register for Contractor Coalition Summit May 01-04 https://www.eventcreate.com/e/contractorscoalitionsummitTopics Discussed: [00:42] Building relationships in a totally new market[06:06] Educating contractors and clients[12:49] Why John moved from New York to Phoenix[15:06] Working with contractors in New York versus Phoenix[26:00] Building more rapport with contractors and clients[31:16] Dealing with time-related issues and balancing work and family[37:24] How humidity in Arizona affects woodworking[40:47] Working effectively with vendors and dealing with supply chain issues[45:41] Investing in quality pieces[51:30] John and Brad talk about their fathers’ impact on them[55:50] Why John decided to start his own business after working for his dad[58:18] What John would do differently if he could start overConnect with John Coppola:Instagram - https://www.instagram.com/jcop30/Connect with Brad Leavitt:Website - https://www.aftconstructionpodcast.com/Instagram - https://instagram.com/aft_constructionFacebook - https://www.facebook.com/aftconstructionHouzz - https://www.houzz.com/pro/aft-construction/aft-constructionPinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgKey Quotes by John:I’m a horrible businessman. Money is the last thing on my mind. I make a ton of mistakes. I’m human. But I’ll make sure I make my mistakes right.I didn’t lose money. I just learned a new skill.

Focused on the mission to create the next generation of renewable smart grid systems leveraging the best battery storage technologies, RoseWater works with their clients to design, build, integrate and manage power system assets specific to their needs.Alongside Joseph and Mario, Brad also welcomes Chris Matthews, Principal of Acoustic Designs Group, a Scottsdale-based architectural lighting design and automation firm, to speak on incorporating RoseWater into a home.Traditionally, the three broad categories in a home are the mechanical systems, the electrical systems, and the plumbing. Today, there is a fourth category: the communication infrastructure of a home. RoseWater ensures the integrity of this infrastructure.RoseWater has a “dual feature” in that it not only monitors energy, but generates it⁠ (i.e. via solar). Its battery backup lasts for 18-to-36 hours—an incredibly useful feature to have if you live in a power outage-prone area.“You can definitely keep your home office going with a RoseWater product,” says Chris, “because it doesn’t care what feeds it. It just keeps powering what’s connected to it.”Sponsors:Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!Pella Windows & Doors - https://www.pella.com/Events:** Learn More/Register for Contractor Coalition Summit May 01-04** https://www.eventcreate.com/e/contractorscoalitionsummitTopics Discussed:[02:32] The four broad categories in a home[04:28] What to do when a home’s wireless infrastructure goes down[07:04] Making the switch to renewable energy[10:51] Defining “condition energy”[13:58] RoseWater as a generator[18:23] Which parts of the house to focus RoseWater on[20:25] How Joe and Mario met[29:23] How Joseph educated architects, engineers, and the public on RoseWater[34:57] Challenges in developing RoseWater[40:37] Partnering with dealers and distributors for RoseWater[46:47] The biggest challenges that RoseWater is currently facing[50:34] Working with Chris on installing the product[01:01:03] What’s upcoming for RoseWaterConnect with Brad Leavitt:Website - https://www.aftconstructionpodcast.com/Instagram - https://instagram.com/aft_constructionFacebook - https://www.facebook.com/aftconstructionHouzz - https://www.houzz.com/pro/aft-construction/aft-constructionPinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgConnect with Rosewater:Website - https://rosewaterenergy.com/Facebook - https://www.facebook.com/rosewaterenergygroupTwitter - https://twitter.com/rosewaterenergyLinkedIn - https://www.linkedin.com/company/rosewater-energy-group/YouTube - https://www.youtube.com/user/RoseWaterEnergyGroupKey Quotes by Joseph, Mario, and Chris:Traditionally, the three broad categories in a home are the mechanical systems, the electrical systems, and the plumbing. [...] For a long time, that was perfect. But in today’s world, there’s a fourth category: the communication infrastructure of a home. ~Joseph“Consistent energy” is when energy produces consistent voltage, 120 volts, consistent frequency, 60 cycles at all times regardless of what’s feeding our device. ~ChrisWhen we went about partnering with the right people, we needed to deal with companies and engineers that really understood our problem. ~Mario

Starting at the age of 17, working for Appalachian Forest Products, a company that manufactured molding and interior trim, Dan knew he had a passion for woodworking.   He started DeVol Woodworks at the age of 19, specializing in high-end finish carpentry and cabinetmaking, sub-contracting his services to Dayton area home builders. Dan spent the next ten years perfecting his skills. Dan formed his own Custom Home Building Company in 1994 and has since built in excess of one hundred homes.Dan explains the four principles of project management: organize, manage, lead and control, and how to use them build a lasting home. He went further and explained the benefits of creating a scope of work and attending the builder's show in your business.Topics Discussed:[02:39] The transition of DeVol Builder over the years[05:26] Setting standards for clients during extreme climates[07:42] Walking the customers through the construction cost[14:24] How Dan is managing the schedule despite the construction evolution[16:28] How DeVol Construction is involved in pre-construction to make sure that everything is in place[19:12] Pushbacks from clients[22:20] The benefits of creating a scope of work[25:22] How to create a scope of work[29:14] Communication with clients[33:45] About the builder's show[34:44] The benefits of the builders show in your business[37:00] How Dan got into the builder 20 program[44:21] Financial management in the builder 20 program[45:19] How to recruit new builders into the 20 club program[52:36] Setting price expectations[56:33] What Dan enjoy the most in being a builderConnect With Dan DeVol:Website- http://www.devolbuilders.com/Instagram- https://www.instagram.com/devolbuilders/LinkedIn- https://www.linkedin.com/in/devolbuilders/Connect With Brad Leavitt:Website- https://www.aftconstructionpodcast.com/Instagram- https://instagram.com/aft_constructionFacebook- https://www.facebook.com/aftconstructionHouzz- https://www.houzz.com/pro/aft-construction/aft-constructionPinterest- https://www.pinterest.ph/AFT_CONSTRUCTION/Youtube- https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgKey Quotes by Dan DeVolThere are four key principles of project management, organize, manage, lead, and control. You organize the project in the front end, manage the team of people going into it, lead them in and control.A scope of work that is detailed really does help in misunderstandings and confusion, especially with the vendor.As builders, we get some of our best education by talking to other builders. Podcasting enables you to hear other builders talk about their experience which might change how you do your business.To be successful as a salesperson, you need to set realistic expectations.

Growing up in the homebuilding business sparked Ben’s passion for building and renovating homes. After graduating and working in new construction, he began to buy, renovate and sell homes.He founded BHDB in 2012 and eventually partnered with company President Brock Garber in 2014. He is also currently in the process of taking over Berks Homes from his father, right alongside his sister.Today’s conversation centers around Ben’s approach to building and maintaining relationships with clients, subcontractors, trade partners, and employees, especially now as the country slowly begins to ease into a post-pandemic world.He talks about what it is like to take over the family business and how he ensures that he runs a tight ship that is efficient, organized, and has a culture characterized by helpfulness, humility, awareness, and being driven.Topics Discussed:[05:07] Challenges that Ben is dealing with today[07:51] Adjusting to frequent price shifts for supplies[13:12] Dealing with rising prices across the board while maintaining client relationships[16:49] Setting expectations with subcontractors, suppliers, and trade partners[25:35] Ensuring job cleanliness and why onboarding is a big deal[29:32] Taking ownership of your business[30:48] Cultivating great company culture[41:27] Motivating employees beyond the dollar[46:47] Working in a family business[52:16] Taking over the business from his father[55:36] Land acquisition between different regions[01:01:46] Ben’s career before becoming GM at Berks Homes[1:06:44] What Ben does for funConnect with Guest:Website - https://www.berkshomes.com/Instagram - https://www.instagram.com/berkshomes/Instagram Ben - https://www.instagram.com/bhdb_ben/LinkedIn - https://www.linkedin.com/in/benhorning/Connect with Brad Leavitt:Website - https://www.aftconstructionpodcast.com/Instagram - https://instagram.com/aft_constructionFacebook - https://www.facebook.com/aftconstructionHouzz - https://www.houzz.com/pro/aft-construction/aft-constructionPinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgKey Quotes by Ben:At the end of the day, our trades are built for the volume, and they know that the way that we purchase things has a little bit of “you win some, you lose some”, but you’re always going to have a certain amount of work. You’re not going to be starving for work for more than a week. There’s always consistent work.The accountability really starts upfront when we onboard [subcontractors, suppliers, and trade partners]. There are two sides of the fence in this relationship: your side of the fence as trade partner, and my side of the fence as builder.Clean equals quality.We want people who not only want to be world-class or the best in their business, but they also care about the goals of the company and achieving them and working together to get there.

Asked about the unique objectives that differentiate residential from commercial clients, Dala says that it ultimately comes down to helping businesses see how great design can contribute to the bottom line.Beyond aesthetics, great commercial design truly expresses the heart and soul of the brand. To achieve this, Dala always makes it a point to spend as much time as she can with her clients to discover “the heartbeat behind why they are doing what they are doing”, since doing so can better inform design decisions.One tangible way House of Form does this is through designing what they call “Immersive Spaces” brought to life by renderings that leave nothing to the imagination of the client. She brings up her recent project, the subterranean martini lounge 36 Below, as a prime example of an Immersive Space in action.Dala goes on to further unpack House of Form’s approach to turning a brand story into an aesthetic solution, and explains why their greatest strength as a design firm is their commitment to being a part of the process from start to finish, ensuring that “execution is aligned with the vision.”Sponsors:Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!Pella Windows & Doors - https://www.pella.com/Topics Discussed:[02:19] Why Dala decided to diversify her services to include commercial design[05:14] Educating clients in the commercial and hospitality sector[07:32] How great design can contribute to a business’s bottom line[10:02] Incorporating the heart and soul of the brand into design[11:42] Dealing with the unique challenges that designers face with commercial clients[16:54] How standards differ between big brand clients and boutique clients[19:32] How to stand out as a commercial design firm[22:08] Defining “Immersive Spaces”[31:57] What makes a good builder[33:28] House of Form’s lead generation strategy[35:51] Coordinating schedules with trade partners on commercial projects[38:06] The evolution of House of Form and Dala’s road to starting the company[46:17] What keeps Dala up at night regarding the future of House of Form[46:56] About House of Form’s hospitality retreats[54:17] What got Dala into design and how design school benefited her[58:57] Dala’s favorite part of the jobConnect with Dala Al- Fuwaires:Website - https://houseofform.com/Instagram - https://www.instagram.com/houseofform_/Facebook - https://www.facebook.com/houseofformLinkedIn - https://www.linkedin.com/company/houseofform/Pinterest - https://www.instagram.com/houseofform_/Connect with Brad Leavitt:Website - https://www.aftconstructionpodcast.com/Instagram - https://instagram.com/aft_constructionFacebook - https://www.facebook.com/aftconstructionHouzz - https://www.houzz.com/pro/aft-construction/aft-constructionPinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgKey Quotes by Dala:If a client has never worked with a designer, there is likely education that needs to happen. If they have, they are very much aware of the value that comes with working with one.Beyond aesthetics, we really try to think of the heart and soul of the brand.Custom doesn’t necessarily have to be more expensive. We can work with smaller shops in the valley that can build a truly unique product, and it will probably be the same cost as something we could have purchased online.Figure out what the brand story is and somehow turn that into an aesthetic solution. When you’re authentic to yourself and your brand, then you’re ultimately developing an authentic space that no one has ever done before.The strength of our projects comes from being able to do everything from A to Z—being able to be a part of that entire process and making sure that execution is aligned with the vision.

Kyle defines post frame construction as a surprisingly durable, time-tested building method that has even been utilized by the ancient Egyptians over two millennia ago. Post frame also results in savings on time and resources. A large, weather-proof structure can be built this way in a week, and interiors can then be brought in completely shielded from the elements.Kyle’s personal goal is to “evolve post frame into something that is more than a barn” by promoting its advantages using his platform so that more people can see the potential of this often underappreciated method of construction.He uses Instagram to address the myths and misconceptions surrounding post frame construction, and overall educate potential customers who are curious and open to learning more.Says Kyle: “I just want to educate what sets us apart and what we’re doing so that people, on day one, will say, ‘I don’t have any questions for you.’”Sponsors:Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!Pella Windows & Doors - https://www.pella.com/Topics Discussed:[01:52] What is “post frame construction”?[05:05] How post frame homes can be more energy efficient[08:21] Why Kyle decided to specialize in post frame construction[11:40] Post frame construction from the perspective of engineering[13:20] Why Kyle uses social media to promote post frame construction[16:24] How social media has impacted Rural Renovators’ business development arm[18:25] Embracing your niche and core values[22:07] Kyle’s favorite product[27:17] Deciding which projects to feature on social media[35:48] Communication between different parties as a general contractor[38:18] Collaborating with high-quality vendors[45:09] Kyle’s advice to those starting out in the industry[48:47] The typical payment plan when working with Rural Renovators[53:52] Rural Renovators’ business today compared to year one[58:30] What Kyle does for funConnect with RR Buildings & Kyle Stumpenhorst:Website - https://rrbuildings.com/YouTube - https://www.youtube.com/channel/UCWXEQsK3UiHszjwgGN5HUeQInstagram - https://www.instagram.com/rrbuildings/Facebook - https://www.facebook.com/ruralrenovatorsConnect with Brad Leavitt:Website - https://www.aftconstructionpodcast.com/Instagram - https://instagram.com/aft_constructionFacebook - https://www.facebook.com/aftconstructionHouzz - https://www.houzz.com/pro/aft-construction/aft-constructionPinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgKey Quotes by Kyle:The engineering behind a post frame is legit. A lot of people look at them and think, “That’s just a barn. It’s going to blow away in the wind.” But, not when built and engineered properly.In the market I’m in – Midwest, rural town – you can’t become the guy that’s overpriced. You can’t become the guy who appears to be overly successful. You have to be true to your ideals and who you are and your community.You can’t take that short gain for something that you’re looking to do long-term.Now that social media has become so prevalent, it’s given a voice to the contractor [to say] that we do care, that we love what we do.With regards to content, no matter what you’re doing, show what you love. Show what excites you. That’s really all that matters.

Wally joined Kohler Co.’s Minneapolis Branch directly following his graduation from the University of St. Thomas in St. Paul, MN in 1976.In October 2020, after over four decades with Kohler Co., Wally retired as a Director – Sales, Builder Channel, a position that he had held since 2008. Today, he serves as a consultant and brand ambassador for the luxury kitchen and bath manufacturer.In 2014, Wally’s contribution to Kohler Co. was acknowledged when he was chosen as the recipient of the company’s highest and most prestigious recognition, the Chairman’s Award. Wally was also recognized by CBUSA in March 2020 with its first inaugural and annual Walter G Schwartz – Award of Excellence award.Wally considers applauding good work and innovation, as well as having an atmosphere and a spirit of collaboration, as keys to cultivating good company culture. He also encourages going above and beyond what is expected in demonstrating to your people that they are supported, such as by sending them handwritten notes.He goes on to discuss his 12 years as the focal person for “all things builder” within Kohler Plumbing North America, how he came to collaborate with CBUSA, and the major changes he personally witnessed within the company since joining them over 40 years ago.In particular, he speaks on the reputation that Kohler has built for “elevating kitchen and bath into the fashion industry” and its recent push for more sustainable and environmentally-friendly products.Episode Sponsors:Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!Pella Windows & Doors - https://www.pella.com/Topics Discussed:[03:17] What sets the tone for good company culture[09:26] Managing conflict and addressing poor internal communication[13:41] How the role of “Director – Sales, Builder Channel” got started[19:25] How Wally proved himself to senior leadership[23:51] Onboarding customers to “buy into” Kohler Co.’s products[25:38] The evolution of the Builder program[31:30] What inspired Walter to join CBUSA[38:00] What Wally likes best about working with Kohler Co.[41:25] Building a network of big players in the industry[47:58] The biggest changes within Kohler Co. over the last four decades[58:01] What differentiates Kohler Co. from its competitors[01:01:03] A fun fact about Kohler Co. that most people aren’t aware ofConnect with Kohler:Website - https://www.us.kohler.com/us/Instagram - https://www.instagram.com/kohler/Facebook - https://www.facebook.com/KohlerPinterest - https://www.pinterest.com/kohlerco/_shop/YouTube - https://www.youtube.com/KohlerTwitter - https://twitter.com/KohlerHouzz - https://www.houzz.com/professionals/kitchen-and-bath-fixtures/kohler-pfvwus-pf~1577186000?=undefinedLinkedin - https://www.linkedin.com/company/kohler/Connect with Brad Leavitt:Website - https://www.aftconstructionpodcast.com/Instagram - https://instagram.com/aft_constructionFacebook - https://www.facebook.com/aftconstructionHouzz - https://www.houzz.com/pro/aft-construction/aft-constructionPinterest - https://www.pinterest.ph/AFT_CONSTRUCTION/YouTube - https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jgKey Quotes by Walter SchwartzIt’s important in any company to have an atmosphere and a spirit of collaboration.I love Kohler Co. The work was hard; but, when you have a passion for something and when you really love something, it’s a great feeling.The elevation of the kitchen and bath into the fashion industry – even our competitors would admit that Kohler Co. has been the leader in doing that.Kohler Co., for as long as I can remember, has consistently reinvested 90% or more of its earnings into the company. I think that’s really important when funding the growth of the company and expansion and so forth requires a lot of fiscal discipline.