STORM CLOUD ON HORIZON

You have a party planned. You organized all the lawn furniture and manicured the lawn. You even planned out the bonfire for later. All you have to do is light a match.

Then you see it. Far away at first. Maybe it’s not even a thing. You try to ignore it. It’s a storm cloud. You are sure. You can “feel it.” Well, you tell your positive self, sometimes these things just blow over. Sometimes they never reach your house. Sometimes they head a different direction.

What next, as I see it you have 3 choices:

  1. Cancel the party. Seems logical. Party gonna suck without that bag toss game you set up.
  2. Carry on as if it might pass. And it might. Just ignore it.
  3. Don’t cancel the party, but be prepared. Have a plan if that rain does come. Takedown the umbrellas before anyone even arrives.

***

Think of the party as Drexel. We are excited about the future. Where we are going. Where we are headed. We have done lots of planning. Spent a lot on decorations and improvements.

Think of the storm as the economy.

As you are working on orders, loads, building trusses, and focused on how can I handle my Monday…

I am the old uncle on the porch… hey a storm is coming, I can feel it.

Interest rates.

Inflation.

Slow down in manufacturing.

Instability of everything.

China lockdown.

It looks like it could be a doozer of a storm.

Tornado watches have been issued.

So, the party still goes on! We do not CANCEL. There will still be a party!

But we need to re-shift our FOCUS. We need to put the pre-drink beers down and tarp down the boat. Put the umbrellas away.

This doesn’t mean we sit in the basement scared. It does mean, we prepare!

What if we knew a WAR was looming, or a big fight?

WE WOULD TRAIN WITH PURPOSE AND INTENTION to be the best version of ourselves when it arrives.

We would finalize our plans, but not add more party ideas.

We would scale back the food, knowing less guests will arrive.

We will make sure it is amazing for the guests that do come with what we have.

And if the storm doesn’t come? Well, then rock and roll, we can always get the bag toss back out.

But if it comes… we won’t have to be frantic, panic, and lose our minds… we can keep going.

It’s a mind-shift. Most of you working here have never seen a STORM.

What should we discontinue that is “just the balloons” …

Most companies will be shocked when the storm hits. Lots of wet people. Lots of ruined party favors.

The veterans of Drexel job is to teach you that. To calm the waters. To be ready. To use history as our guide.

How much food (inventory) is now needed compared to what the RSVP said.

What is our core that we need to TRAIN ON. How can we be more prepared?

What incentives are actually Vanity > Quality

What incentives are having the opposite effect we want them to have? (Cobra effect)

What metrics are we using that are either not the correct ones, or are no longer worth it?

And lastly, how do we still have the party? What plans are not scrapped?

Remember the party is still happening. Do not worry or have fear.

We have always GROWN in a storm.

Hey grab me a beer by the way… we can still have fun while we prepare.

Pray for Sunshine!

Love more,

Joel

MIRACLES DO HAPPEN. REMEMBER TO GIVE THANKS.

I did a post about my 12-year-old son, struggling to recover from a knee injury back in early February. His story is below.

I owe an update, and praise to GOD.

A little back story.

On October 9th, my son who is passionate about sports, broke his tibia in a complicated injury playing football.

A 3-5 month recovery we were told. He had complications. On February 2nd, we were told by a specialist he needed up to 3 more surgeries (making it 5) and would not say in a virtual meeting that he would ever run again.

We booked a trip to Colorado that would last 30 days with surgery and rehab. And that was just the start we were told.

Then God came in. Hundreds of people praying. Including our family. TRUST THE LORD. TRUST THE LORD.

He slowly… started healing. Slowly.

I had a dream. Yes, I am not a prophet or anything. And I am as skeptical of the dream as anyone, but it did happen. So it IS part of the story.

I don’t dream much, but in the middle of the night, I heard a voice, as clear as day, as if I was awake, “Your son does not need surgery. The healing has begun. Thanks to faith in God the healing has started.” (I know the words because I wrote them down after my dream.) I arose straight up, with a strength and calmness and adrenaline rush I have barely ever felt. My anxiety was gone. And I was mopped in sweat from head to toe as if I had just broken a fever. Again, it’s not the whole story, but it is a part. Was it God talking to me? I have no idea, and again, remain cautious that the Lord, Angel, Saint, etc.. spoke to me, but it did happen.

We switched the therapist and the therapy method. She had a completely different method.

We went to turmeric juice, fish oil pills, acupuncture, and kept praying.

Slowly… he started to heal.

We called off surgery. We called off the 3rd opinion we had scheduled. We didn’t go back to our original surgeon.

And week by week, every week without fail, he improved.

Slowly.

My friend, Father Mark Jones, says he has observed God sometimes works slowly with those that do not have patience. And boy does our family lack patience.

And we hung out. Ate every meal together. Bonded like we never have before. Grew out of basketball as our core activity, and became better people and a better family. My son has grown mentally stronger in so many ways.

AND YES HE IS WALKING. No crutch. He has a limp, but that is fading as well. We played basketball for 30 minutes last night. He is playing at recess (all-time pitcher in kickball for now he says). He is closer. Every week closer.

Here’s the crazy thing. We do believe it is a miracle. My 12-year-old short-sighted (as most 12 years old are) son, believes it is the opposite of a miracle, since 1) the injury wasn’t a miracle, and 2) the speed it healed is much slower than he was told. I believe it was a miracle. He got better. We learned a lot. Now we have to remember to GIVE THANKS at least to the intensity we prayed for healing!

I think often we ask for miracles and then receive it, or even something better, and then move on and forget to THANK THE LORD. It’s human nature I suppose, but what a great reminder! How sad that must make Him.

It will be a scar on his knee, but also a scar in his life. A reminder of what it is to be in a wheelchair, to be on crutches, to have bad news, to work for things much harder than most people have to. And like scars, I assume the memory will slowly fade.

A few things. We will never let sports run our life again. We won’t miss Grandma’s birthday because we are in a tournament. Things like that. You can be balanced.

Thank you God. Thank you to all those that prayed and continue to pray for us.

Is he “out of the woods” and back to “normal”? No. But he is CLOSE. Are we ever perfect? I didn’t know when to write this since he still has a bad limp… but it is time to write it. If not know, when?

Life doesn’t work in a perfect sequence.

That is why we must TRUST THE LORD in all things and ALL TIME.

LOVE MORE,

Joel

What we are Learning (re-learning) about What it takes to be A GREAT salesperson

At Drexel, we have ventured deep into the heart of the world of Sales as it relates to Building Supply dealers like us.

What’s the best Salesperson (we call QB) what’s the best approach?

Our industry has primarily in the Midwest taught us, that great salespeople are entrepreneurs (white males over 40 years old) with 10 plus years of construction experience with as many accounts as possible, making as much money as possible with assistants around them to make their stressful life somewhat easier.

The entire organization is on edge because you never know what they will demand next… because DAMMIT, THEY ARE THE SALESMAN!

We have gone a 180 on that path.

Where QBs have a clear team mindset, with a select few true building partners, they are relaxed and lead from the back AND front and truly help the entire organization get better on a daily basis.

What do I mean exactly?

I am still learning and re-learning as I go, even after 25 years. But I can see what we call a model 1 salesperson (wild west, set their own prices, products procedures, and services) if they portray the following behaviors:s

  1. Use the words: I, me a lot. Use phrases, my accounts, my book of business, my customer. They want to be left alone, unless they come to ask for help. And when they come for help, they really just mean, I want someone else to fix it.
  2. They hate tracking tools, and performance metrics outside of sales/gross margin dollars. They believe gross margin dollars are king. If that is good, leave me alone.
  3. They reference the good old days a lot.
  4. They refuse to believe in less is more. Any sale is a good sale.
  5. They work at least 50 hours a week.
  6. They are really stressed.
  7. They like to believe they have a DIRECT TEAM THAT ONLY REPORTS TO THEM.
  8. They actually have teammates that also believe that.
  9. Their priorities are EVERYONE’S priorities, instantly.
  10. They always want everyone else to be trained, but personally have no time for training.
  11. They refuse to believe they have too many accounts and believe all accounts buy from THEM, not Drexel.
  12. E-mails are constant. Texts are endless.
  13. Skeptical of new products.
  14. Hate refined procedures.
  15. Dislike price tiers.
  16. HAVE NO TIME.

Model 2

  1. We. Team. Us.
  2. 40-hour workweeks.
  3. Responsible for their work.
  4. Time to train. Time to coach.
  5. Like tools to track like closing tools. Like performance reviews. See ways to get better.
  6. Like to be PART of the solution, not simply defining the problem and walking away.
  7. Embrace anything that makes their life easier, like processes and procedures.
  8. Have time to read company information, and develop relationships outside their department.
  9. Sell all categories to our accounts.
  10. HAVE TIME.

We want people that are developed with each account and spend TIME with them and our team. Those team members embrace this and understand a less stressed life is better for them, their family, their team, and their customer!

If this offends you… you are firmly model 1. We should all be inspired to be moving to a model 2 company!

ARE YOU READY FOR THE GREAT RESET?

How can you know if it is going to storm?

Early indicators, black clouds on the horizon, a change in the wind direction, things you have seen before.

I think we are about to go into a recession in the housing market, I call it the Great Reset. I don’t know how long or how deep, the country is still short of homes, we must build more. But the wind is changing.

And fast.

While the orders on new homes are deep and massive, most builders are booked for a year, and the quote file is at record levels… things are a miss.

BREAKING TODAY: Consumer prices rose 8.5% in March — the highest since 1981. We are paying 8.5% more for things now. 8.5%! A new house costs over 20% from just last year.

More problematic…

Interest rates are at 5%… with 6% just about guaranteed.

The BIGGEST PROBLEM is the media spin on this (Why do we listen to them?!)

The Federal Reserve is “selling” a fix.. higher interest rates… that they say will help surging prices and a tight labor market. And the media is shaking their head yes, higher interest are good and needed.

Let me translate.

The U.S. Government and supported by the major media (including google)

wants the interest rates to rise sharply.

What will this do to housing?

A 1% increase adds about 300 dollars plus a month to a $350,000 home mortage.

at 4%…. where we were at for a monthly payment on a $350,000:

$1671

at 5%

$1879

at 6% (where we are quickly headed)

$2098

This will take a lot of people out of the house of their dreams.

A simple Google Search “will higher interest rates help”…shows that yes indeed it helps! It hurts short term, but long term by golly we will be better off.

This will help the labor shortage. Translation, fewer jobs. This will help demand. Meaning no one is buying anything.

Lumber is TANKING. That’s another key indicator. Mills are working 3 days a week to stop the supply. That isn’t working either. Remember mills make lumber every day. It’s a product in the forests that must be used. Tanking lumber means people aren’t buying it. 40% DOWN in a month.

LUMBER SALESMAN: DO NOT EVER USE WEIGHTED AVERAGE OR COST TO SET THE PRICE. USE A TIER THAT WE ESTABLISHED. TRUST ME… YOU DO NOT KNOW THE MARKET!

We are often in a recession LONG before we feel it.

We are there.

What is Drexel doing?

Get ready to acquire more market share (get more builders that are left). We are training new qbs, new cabinetry, and new flooring salespeople. We are driving consistency + stability = clarity. Taking on good business with good business partners for the future.

We do think the building will continue, just slowing.

Our robotic future and offsite construction will help builders that are left!

Over $8 trillion … 800,000,000,000,000 has been printed by the US government, flooding us with “more money, worth less”… the consequences have been brutal, but we are ready.

Our New Berlin yard is offsetting the cost of higher transportation costs.

We are low on new hiring positions, with only 6 full time in our entire supply company (we are growing our manufacturing division.) And really diving into WHY we need a new person in that department.

We have turned products into paid services (residential design, offsite is a process, not a product)…. all to prepare for the great reset.

If new home buyers can’t afford homes, they will rent. We have many fantastic builders that are preparing to build 8-12 units projects and rentable condos. If you can’t afford to buy new.. or think about this… locked into a 3% loan, why would you ever build for a 6% loan?… we do anticipate remodeling will soar…

Remodelers and remodeling projects require KNOWLEDGE, ORGANIZATION, AND INTRICITATE PROCESSES WITH COMPLICATED PRODUCTS… this is why our training is so critical. And in all departments why are sales people are required to have fewer accounts to be poised to help builders remodel.

Could I be wrong?

Of course. I have been in Vilas County, wetting a worm on a lake, and seeing what I believe is a storm brewing. We take in the boat. Put the water toys away. Put the tarp on the boat, and wait for the storm. Sometimes it blows over, misses us, or is very minor. At least we were prepared. No harm done. Sun comes back out.

Prepare now. But keep going.

The fun will be there. Supplying happiness is possible. We just must be prepared.

A HORRIBLE RECESSION IS A TERRIBLE THING TO WASTE.

I’m not scared. I’m excited. I like storms.

Trust the Lord,

Joel

WHAT ARE YOU DOING TO FOSTER LEADERS?

Nick Saban is one if not the greatest college football coach of all time.

They asked him about how his team is coming along for fall this past week…his answer is remarkable.

“We’re still trying to identify leadership,” Saban said. They have a good core but want more to step into that role.

Are you identify leadership? Setting standards and holding people to them.  Training and coaching on how to lead?

How can you expect your team to soar if you are not encouraging them to lead?

Every player at Alabama is encouraged to lead.

By example. By actions. By body language. By effort. By positivity.

The more LEADERS YOU HAVE the better your odds of success.

The coach is finding LEADERS.  Nick Saban understands that will lead to wins.  

What are you doing to create more leaders? 

I’d love to hear from you about what you are doing.  Or just take a few quiet minutes to contemplate this.

Trust the Lord,

Joel

You know it didn’t work right? The covid story you need to hear.

Well here I am writing this in a coffee shop 2 years after the pandemic. Not a mask in site. No visors. No distancing. No signs. No shields. Just people talking, hanging out and you know being humans.

2 years ago, people “in charge” shut the world down, and specifically in the United States, 2 weeks to stop the spread.

I think we forget that. Or want to forget it. We can’t. We shouldn’t. We need to learn from it.

We were afraid to go the grocery store. Outdoor playgrounds were sectioned off. Churches did not hold mass. Just two weeks… you know slow the spread.

Then masks were the rage.

Then vaccines.

Then sort of all 3 combined.

Schools were closed. Virtual.

Really like totally weird stuff.

Vaccines were going to be mandatory until the courts stepped in to actually have a job.

I went to a few really horribly bad covid funerals.

My sister had a severe reaction to the vaccine and had major major heart surgery.

A good friend survived…in his words… due to the power of prayer.

Mental health, homelessness, lack of connection, and separation suffered horribly. Our country is in utter dissaray.

Yes, I am a “conservative.” You already now just judged this article and me. Knock it off. This is NOT political. Why is this subject so political?

We have to remember these policies NEVER WORKED. Not one ounce.

I just heard from someone today, well if covid comes back we are prepared. He felt uncomfortable shaking my hand. He actually commented, “We aren’t supposed to be doing this.” Says who?

We have to learn from this. All of us. Or as many as possible.

There was A DISCUSSION to be had that this wasn’t the right path. But the second you brought it up you were careless, a trumpster, or worse. My God it DIDN’T WORK. Me, us, we were RIGHT THE WHOLE TIME.

The virus had to VIRUS. that WAS THE SCIENCE!

We lost so much. So much.

Let’s learn. Let’s remember.

The government is not our friend. They are not always right. And question everything, always.

Peace. Love.

IF YOUR CHILD PLAYS YOUTH SPORTS, EXPOSE THEM TO A HIGHER LEVEL

Last night I had the opportunity to take my 12-year-old son to a sectional girls game that our hometown team played.

There wasn’t a place to sit in the stands.

And the game was bonkers.

No team had a lead bigger than 5 and it came down to the last shot. Either team could have won.

It was a reminder to me, that if your child loves a sport… seeing it at a high level in high school, in a playoff atmosphere will no doubt increase the love. Which is a good thing.

Even if it isn’t, it is a ton of fun, and supporting the local community is cool too.

Plus I am an energy guy. I feed off it. Most of us do. And to be in a packed gym is ABSOLUTELY ELECTRIC FOR THE SOUL! The cool thing about a high school game, your child can see it is achievable. Sometimes top-level college or professional sports, you realize it IS unattainable. Your child can’t relate to someone being 7 feet tall that can run like a gazelle. But they can relate to that average size, average speed player, playing their ass off for their home team. I saw a girl last night just leap onto the floor for a loose ball. Anyone can do THAT. It was awesome.

And yeah, my team lost. That’s ok, that’s life.

Fall 7. Rise 8.

SH!T JUST GOT DAMN REAL: MY STORY.

FOCUS ON LOVE.

Here’s a story of mine that I will share with you in an effort to maybe help you.

My athletic, sports addict 12-year-old son hurt his knee 5 months ago. A 3 to 5-month recovery we were told. We are now in month 5 and I just heard from the surgeon yesterday, he may need a 3rd surgery.

He is not walking. His leg is not bending much. He is not improving.

Yesterday I lost my shit. I did. Cried for a good 15 minutes on a drive. Had mass anxiety. Tired. Drained. DEFEATED. HELPLESS. I prayed over and over, GOD FIX HIS KNEE. I was desperate as an over tired 3-year-old.

In some way… in some situations far worse, or far less bad; WE, all of us, have been there.

I sucked yesterday.

I PRAYED. I asked others to PRAY. No this isn’t a story about how we woke up with his leg fixed this morning. I believe it still will be, but it will be hard and it may not be a path we wanted to go down. Or he may never walk again. Honestly, no one could know that. We will work diligently. We will be model patients. Do all that is required and beyond.

This is what I am going to do going forward.

Love: That is what we as a family are going to focus on.

FOCUS ON LOVE.

What I can control. And what I can control is loving my whole family. My wife. My other kids. And my injured son. And then I am going to do that again. By serving them. Taking out the trash and 1 million other little things to show my love for them. And then do that again the next day. More hugs. More talks. MORE LISTENING!

I am not going to beat myself up either thinking THERE IS MORE I CAN DO. I can not. I am not a therapist, a surgeon, or God.

I will not worry about the future.

(Yesterday: OMG he LOVES, LIVES BASKETBALL, what if he never plays again? Then what. Yesterday: This sh!t ain’t fair. He should be running. At school. Dominating on the court. Having fun. Improving. BEING A BOY!)

Today: He’s smart, witty, and still has a positive attitude about this. Today we are going to laugh, have fun, and try hard to get that leg better. And if doesn’t; we will try again tomorrow.

I will continue to pray. For healing, patience, but more than anything: peace. Peace in mind so I can love others the best.

He will end up with a STRONGER MIND AND A WARRIOR SPIRIT. How do I know that? I know I can give that training to him as a father. I can TRAIN HIM TO BE A SPIRIT WARRIOR. And if his knee comes around, that will be fantastic and I will cry often as I appreciate that gift from God. And if it doesn’t I know his spirit is strong.

I will no longer, like yesterday, get down on myself. SHIT COULD ALWAYS BE WORSE, FAR WORSE. FOCUS ON THE PRESENT. THE MOMENT. And if I do get down for a day or a minute, I will embrace that shit too. Head on.

This morning, his knee was better than yesterday. Not much. But better. He is spending time with his grandma today. He was able to attend almost all of his brother’s basketball games his brother’s senior year. He has great talks about life, gossip, and music with his sister. He’s gotten tougher mentally. He has spent a lot of time with mom and dad. There is much good in this that has come from this. If not for his injury none of the above would of happened. I myself would of missed a lot of my oldest son’s games coaching my youngest.

TODAY IS TODAY.

AND TODAY IS PRETTY WILDLY AWESOME.

life is a ride… get on with it. – Joel, God bless. FOCUS ON LOVE.

Now is the time to Become A Virtual Builder

A virtual builder you say?

What is that you speak of?

Did you spend your time growing up playing mind craft, sim city, legos? Did time cease to exist when you did this and you did it for fun, but also with a passion?

At Drexel, and stay with me here, people do that and WE PAY THEM HANDSOMELY. They also get to change how the industry works, save a bunch of customers, time, money and stress, be part OWNER in our esop, and well… SUPPLY HAPPINESS FOR OUR MISSION.

Also, they help do our home for a home projects. (Check it out at www.pauls.homes.)

Still reading? GOOD.

***

Residential Designers

Roof Designers

Engineer Team

Offsite Designers

Material List Providers

We have over 100 VIRTUAL BUILDERS AT DREXEL.

DID YOU KNOW IT IS OUR #1 GROWING DIVISION?

We use the latest technology to combine sim city meets HGTV.

How do most companies provide a material list, load the plan on a computer, draw lines around the plan, and guess at some basic math equations. It’s a guesstimate. That is all it is. I guess. We know we did it for 30 years. It’s not bad. But it is a guess.

Now we do 3d models. When complete ANYONE in the building chain, builder, framer, homeowner, etc can view it.

Still skeptical.

Some smart guy with an Aussie accent did a cool video on it.

Watch.

We also now INTEGRATE IT FROM OUR MANUFACTURER TO OUR SUPPLIER.

Residential Design.

Full virtual selection process.

check it OUT.

You want to get further down the rabbit hole? Really get into the guts of the project? Check out what we use for roof trusses and offsite?

Here’s my sales pitch.

Go apply. Come work for us. If you are made for this kind of thing, and a good human, we will train you up too. Don’t be afraid to apply. We got you.

LEGACY PART 3

Sometimes I write long blogs. Somedays I am wordy. Somedays (not often, I am normally very wordy) I like the day speak for itself.

The moment. The image.

Today is a low word day for me ways. Or at least right now.

Legacy.

Celebrate our dispatchers and schedulers at all locations The leaders in our engine room that makes the machine work.

We just handed that responsibility to Ty Schmidt in Campbellsport. A Campbellsport guy that has bled blue his whole friggin life.

Thanks Ty. It’s on you now.

I know you won’t fail.

31 years of dispatch in Campbellsport done by

Albert Fleischman

Dick Dornacker (RIP)

Scott Rosenthal

Joel Fleischman

Jay Enright

Eric Beck

Jake Junk

Nick Leist (left for personal reasons)

Ryan Walsh

TY SCHMIDT

Below are 2 articles on the history of dispatch in our company. The people may change sometimes, the mission and values remain. So does OTIF. For the full history read the two blogs below.

Legacy Part 2

Legacy Part 1