Consultative Selling Tactics That Customers Actually Love with Merchandise Manager Abeer Saeed

Consultative Selling Tactics That Customers Actually Love with Merchandise Manager Abeer Saeed

The best dealers in the building industry are not just stocking product. They are guiding people toward the home they actually want. In this conversation, I talk with Abeer Saeed, Merchandise Manager at Do it Best, about how consultative selling helps customers land on exactly what they want while believing it was their idea all along. Abeer came up through interior design and retail at JCPenney and Ashley Furniture before joining Do it Best, and she brings a rare blend of design instinct and merchandising strategy to the millwork and cabinets category. We start with her core philosophy: sell the vibe, not the product. Buyers do not care about technical specs nearly as much as they care about how a space will make them feel. Abeer shares how to uncover a customer’s real pain point, ask the right follow-up questions, and naturally upsell into drawers, bar areas, and organization solutions without ever pushing. It is one of the clearest breakdowns of customer experience I have heard on the show. From there, we get tactical on showroom design. Abeer walks through the small, affordable upgrades that make the biggest difference, from refreshing tired flooring and swapping in easy-to-change vignettes to fixing lighting and clearing clutter so samples look like the showpieces they are. We also dig into virtual reality kitchen design and how tools like Studio 695 and Roomvo let dealers render a full kitchen, walk a customer through it, and close more building materials retail sales without a massive showroom investment. We close with a look at why creativity and emotion belong in this industry, how women drive most design decisions, and what it really takes to make a space feel special. Whether you run a lumberyard, a hardware store, or a design center, this episode will help you turn visibility and great customer experience into growth. Stay unmistakable. What you'll take away today: Consultative selling starts with the customer’s pain point, not the product, so you solve the real problem and upsell naturally. Selling the vibe instead of specs turns how a space feels into the reason customers buy, which is the heart of great customer experience. Virtual reality kitchen design lets you render and walk a customer through their space, closing more sales without a huge showroom investment. Showroom design wins come from small, affordable upgrades like fresh flooring, easy-to-swap vignettes, smart lighting, and clutter-free samples. Building materials retail grows when millwork and cabinets are merchandised as design experiences, not just boxes on a shelf. 👉 Subscribe to Built to Win [https://stefaniecouch.kit.com/ae221e2ce6] Real talk, strategies, and tools from Stefanie. 👉 Book a Strategy Call [https://calendly.com/stefaniecouch/grit-blueprint-strategy-call] Ready to grow your brand or business? Let’s talk. Connect with Stefanie Couch & Grit Blueprint Grit Website: GritBlueprint.com [https://gritblueprint.com]YouTube: Stefanie Couch [https://youtube.com/@StefanieCouch]Instagram: @StefanieCouchOfficial [https://instagram.com/stefaniecouchofficial]LinkedIn: Stefanie Couch [https://linkedin.com/in/stefaniecouch]Stefanie’s Website: StefanieCouch.com [https://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.

Why Betting On Yourself Creates Lasting Financial Freedom with Devonie Hutchinson

Some of the best builders in this industry started with a truck, a trade, and a decision to bet on themselves. In this episode of the Grit Blueprint Podcast, I talk with Devonie Hutchinson, founder of DGB Developments in Wichita Falls, Texas, about how she turned a 2012 weekend side hustle into a full-service construction and junk removal company, and why she walked away from the false security of a steady paycheck to do it. We dig into the moment she realized she could count on herself more than any employer, and how that mindset shift moved her from hauling junk to running licensed roofing, remodeling, and large commercial demolition projects, including a 500,000 square foot industrial teardown. If you have been weighing how to start a construction business or wondering whether to go all in on your own thing, Devonie offers a grounded, practical look at taking smart risks while surrounding yourself with the right people. We also get honest about working with your spouse and a business partner at the same time, raising entrepreneurial kids, and giving back to your community. Devonie explains why she believes skilled trades careers are one of the smartest moves a young person can make right now, how apprenticeships can lead to naming your own price, and why AI is changing white collar work faster than it is changing blue collar work. For anyone in windows, doors, lumber, hardware, or the broader building world, this is a conversation about grit, growth, and refusing to stay the best-kept secret in your market. Watch to learn how to bet on yourself, build a business that scales, and prepare the next generation to win. What you'll take away today: How to start a construction business by taking smart risks and surrounding yourself with the right people before you ever swing a hammer. Why betting on yourself is often safer than the false security of a paycheck, because the one person you can always count on is you. Why skilled trades careers can out-earn a college degree, and how an apprenticeship can lead to naming your own price in four years. How working with your spouse can actually strengthen your business when you each own a different role instead of competing. Why AI and blue collar jobs are not enemies, and why the job site will stay human long after white collar work changes. 👉 Subscribe to Built to Win [https://stefaniecouch.kit.com/ae221e2ce6] Real talk, strategies, and tools from Stefanie. 👉 Book a Strategy Call [https://calendly.com/stefaniecouch/grit-blueprint-strategy-call] Ready to grow your brand or business? Let’s talk. Connect with Stefanie Couch & Grit Blueprint Grit Website: GritBlueprint.com [https://gritblueprint.com]YouTube: Stefanie Couch [https://youtube.com/@StefanieCouch]Instagram: @StefanieCouchOfficial [https://instagram.com/stefaniecouchofficial]LinkedIn: Stefanie Couch [https://linkedin.com/in/stefaniecouch]Stefanie’s Website: StefanieCouch.com [https://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.

From Hobby To Empire: How NataLee Callahan Created An Authentic Brand And Business Around DIY Design

I have spent my whole life in the building industry, and one thing I know for sure is that the best people often stay the best-kept secret. NataLee Callahan refused to let that happen. In this episode she shares how a casual hobby in 2011 grew into more than half a million subscribers and a patented power tool line built for the women the industry forgot. If you are trying to figure out how to start a YouTube channel, you will hear the unglamorous truth: it took two years and a lot of bad videos before anything went viral. NataLee explains the content creation strategy that kept her going, why building a personal brand is about serving one real person on the other side of the screen, and how the platform has changed from long-form video to the short-form push happening right now. We also get honest about authenticity in the age of AI. NataLee leaves her mistakes, her tears, and her broken projects in the final cut on purpose, because that human imperfection is exactly what machines cannot fake. As more content becomes artificial, the real people are the ones who will be remembered, trusted, and chosen. Then we get into the business of it. NataLee saw the same comments over and over from women who felt tools were too big, too heavy, and not made for them. Instead of complaining, she built the answer. You will learn how to launch a product by listening to your market, why power tools for women are a massive untapped opportunity, and how she turned a gap into a brand with real patents and real demand. This one is for any leader sitting on the edge of a big move. Start before you are ready, leave the mistakes in, and become unmistakable. What you'll take away today: How to start creating media content with no audience, no team, and no guarantee it will work, and why that is exactly the right time to begin. Building a personal or company brand is a long game, and consistency for years is what it takes to be unmistakable to your customers. Authenticity in the age of AI is your biggest competitive advantage, because an authentic connection builds trust with your audience. How to launch a product by listening to your audience and filling a real gap instead of guessing at what the market wants. Follow NataLee, Designed To The Nines, & Shop the Aleah Power Tools Line: YouTube | Designed To The Nines:  ⁨@designedtothenines⁩ [https://studio.youtube.com/channel/UCrVkr_nIIxAeucYdZK8gtxw] Website | designedtothenines.com [https://designedtothenines.com/] YouTube | Aleah DIY:  ⁨@aleahdiy⁩ [https://studio.youtube.com/channel/UCwa110YauBrixaWAcA9m_sg] Website | aleah.com [https://aleah.com/] This episode was filmed live at NHS Concept To Commerce 2026: Website | nhsconceptttocommerce.com YouTube | @NHSConcepttoCommerce 👉 Subscribe to Built to Win [https://stefaniecouch.kit.com/ae221e2ce6] Real talk, strategies, and tools from Stefanie. 👉 Book a Strategy Call [https://calendly.com/stefaniecouch/grit-blueprint-strategy-call] Ready to grow your brand or business? Let’s talk. Connect with Stefanie Couch & Grit Blueprint Grit Website: GritBlueprint.com [https://gritblueprint.com]YouTube: Stefanie Couch [https://youtube.com/@StefanieCouch]Instagram: @StefanieCouchOfficial [https://instagram.com/stefaniecouchofficial]LinkedIn: Stefanie Couch [https://linkedin.com/in/stefaniecouch]Stefanie’s Website: StefanieCouch.com [https://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.

How Doors Are Made On The Kval Door Machine: Behind the Build at Magbee Contractors Supply, Part 2

Most people who sell doors have never seen one built. That is a problem. The product is more technical every year, the margins are tighter, and the warranty claims come fast when something is installed incorrectly. In this episode of Behind the Build, I walk through Magbee Contractors Supply in Winder, Georgia, with owner Bob Magbee. We tour the custom door shop and watch the process of making a door from start to finish. You’ll learn how doors are made on the Kval door machine, the Lamborghini of door machines. We cover the steps it takes to run a vertically integrated door manufacturing line at scale, including hinge routing, screw application, weather stripping, and threshold seal protection for the jobsite. You’ll learn what a split jamb is and how it comes apart in the field so casing can be pre-applied at the shop. We see a V-nailer in action, making brickmold hoops, and discover the benefits of assembling and applying these to the door unit in the shop instead of the field. Bob talks about why being vertically integrated matters for a dealer, how it solves warranty problems for builders, and why volume matters when you’ve made this kind of investment. This is the kind of behind the scenes content I wish I had when I started selling doors. If you are a dealer, a sales rep, or a builder, this door shop tour will change how you think about the product on your jobsite. What you'll take away today: How doors are made from raw components into a finished unit. Why the Kval door machine is the most trusted piece of equipment in a serious custom door shop, and what it can run. How split jamb installation works in the field and why dealers in Georgia pre-apply casing in the shop to save builders time. Why Magbee Contractors Supply built a vertically integrated custom door shop and what that solves for builders on warranty and turnaround. Tips that door sellers should know about how doors are made. Explore Magbee Luxury's Beautiful Products: https://magbeeluxury.com/ 👉 Subscribe to Built to Win [https://stefaniecouch.kit.com/ae221e2ce6] Real talk, strategies, and tools from Stefanie. 👉 Book a Strategy Call [https://calendly.com/stefaniecouch/grit-blueprint-strategy-call] Ready to grow your brand or business? Let’s talk. Connect with Stefanie Couch & Grit Blueprint Grit Website: GritBlueprint.com [https://gritblueprint.com]YouTube: Stefanie Couch [https://youtube.com/@StefanieCouch]Instagram: @StefanieCouchOfficial [https://instagram.com/stefaniecouchofficial]LinkedIn: Stefanie Couch [https://linkedin.com/in/stefaniecouch]Stefanie’s Website: StefanieCouch.com [https://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.

Simple Marketing Strategies That Drive Revenue For Independent Businesses | Marketing Panel at Do it Best Spring Market

If you run a hardware store, lumber yard, or building supply business, this episode shows you how to compete without big box budgets. I sit down with Sharona Eiserer of Wood Shed Lumber and Hardware, Ashley Guest of Harbin Lumber Company, and Kerry Hasselbach of Do it Best to break down omnichannel marketing for independent dealers that actually drives foot traffic and revenue.  Sharona Eiserer runs Wood Shed Lumber and Hardware across six locations in Missouri. She does live radio twice a week, and helped kick off the company's video content by recording their first reel. Now her team has taken the reins and has over 500 posts on Instagram. Ashley Guest is the marketing manager at Harbin Lumber Company, a fourth-generation business in Georgia with about 300 employees. She built a branded apparel program where every employee gets a $100 stipend twice a year to wear what they choose, and the logo now shows up on kids at the Little League field and shoppers at the grocery store.  Kerry Hasselbach leads marketing at Do it Best and has spent 20 years building brands across fashion, retail, and home. She walks through the digital tools available to members and what most dealers are missing.  If you have ever felt like marketing is too big, too expensive, or too confusing for your business, choose one thing from this episode to implement, and start winning.  What You'll Take Away Today: - Omnichannel marketing for independent dealers is not a digital-only game. Print, radio, events, and in-store signals still drive real customers through the door. - A branded apparel program turns your team and your customers into walking billboards. Done right, every hat and hoodie pays back the cost in word of mouth. - A simple marketing strategy for lumber yards comes down to the four C's: customers, culture, community, and consistency. If one bucket is empty, you are leaving money on the table. - Google My Business for retailers and reviews are still the cheapest way to get found. Most dealers have not even claimed their listing. - Do it Best digital marketing tools make it possible to plan, post, and track ads without hiring a full marketing team. Many members are not using what comes with their membership. 👉 Subscribe to Built to Win [https://stefaniecouch.kit.com/ae221e2ce6] Real talk, strategies, and tools from Stefanie. 👉 Book a Strategy Call [https://calendly.com/stefaniecouch/grit-blueprint-strategy-call] Ready to grow your brand or business? Let’s talk. Connect with Stefanie Couch & Grit Blueprint Grit Website: GritBlueprint.com [https://gritblueprint.com]YouTube: Stefanie Couch [https://youtube.com/@StefanieCouch]Instagram: @StefanieCouchOfficial [https://instagram.com/stefaniecouchofficial]LinkedIn: Stefanie Couch [https://linkedin.com/in/stefaniecouch]Stefanie’s Website: StefanieCouch.com [https://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.