Connections - Spring 2014

Downtown BRIGHTENING HISTORY InSioux Falls SPRING 2014

CONNECTIONS

GAME ON

!

DSG Employee Owners’ Favorite Games, Teams And Outdoor Activities

33

Tips

For Taming Cash Flow

?

THE TRUTH ABOUT

INDOOR AIR

The DSG Family Since our establishment in 1898, DSG has worked hard to treat each and every customer as a partner. We call it The Power Of We, a philosophy with a simple core idea: When our customers succeed, we succeed. DSG is employeeowned. That means every one of us has a vested interest in your success, and it shows in everything we do.

Not only do we supply more than 40,000 products to electricians, plumbers, HVAC/R technicians, contractors, communication providers, utilities, municipalities, cooperatives and rural water systems, we also provide training, advice and planning as well. Our focus is on growing your business, no matter how we serve you.

DSG was founded in Fargo, N.D., and expanded across the Upper Midwest as we diversified our product offerings.

Most recently, we added W.A. Roosevelt in Wisconsin, MDM Supply in Montana and Fargo Water Equipment in North Dakota to the DSG Family. These companies share our Power Of We vision and have brought tremendous energy, experience and resources to the team.

Today, we proudly serve Iowa, Michigan, Minnesota, Montana, Nebraska, North Dakota, South Dakota, Wisconsin and Wyoming.

Together, we’ll put all the right connections to work for you.

Divi s i on s of DS G

ON THE COVER |

8

The Truth About INdoor Air

Get the facts about indoor air quality, along with solutions from Venmar that can help you to make a positive impact on the lives of your customers (as well as your bottom line)!

18

BRIGHTENING HISTORY IN DOWNTOWN SIOUX FALLS

18

See how Electric Supply Company is helping to transform the historic Frank Transfer and Storage Building into a standout in the thriving East Bank area of downtown Sioux Falls, S.D.

22

3 TiPS FOR TAMING CASH FLOW

26

Game On! Fish On! Play On!

Even a profitable business can’t succeed without positive cash flow.

Here are three proven ways for small companies to take control of their

cash and get it flowing in the right direction.

2

Connections | SPRING 2014

At DSG, we love sports, and we love the outdoors. In fact, we play almost as hard as we work. Check out who we root for, what we hunt for and where we head for on game night.

www.dakotasupplygroup.com

PROFILES | HEADLINES

16

shining new light on the changing world oF bulbs

What do recent legislation changes mean to the ongoing evolution

of lighting? Check out these scientific facts about lamps – old and

new – to help you make an educated decision.

34

34

A Huge Project Calls For The Perfect Pipe

Coulee Region Mechanical and Chart Industries in La Crosse, Wis.,

are wrapping up the primary work on their most significant project

to date. See how a unique, labor-saving pipe turned out to be the

perfect fit for the job.

45

A solid foundation of service

The more things change, the more they stay the same. Learn how DSG’s Metering Technology Segment is changing and growing in powerful new ways – and why it’s stronger than ever.

FIXTURES | Editorial Games Are Won At Practice – Tom Rosendahl....................................................4

The Power Of We At DSG The Power Of We At DSG . . . Inside Sales.........................................................5

Meet The DSG Team Anne Bryson – Grand Forks, N.D. & Bemidji, Minn........................................ 15 Jared Bloomgren – Rapid City, S.D................................................................. 25 Rick Beaird – Rapid City, S.D........................................................................ 33 Cole Hornstein – Fargo, N.D.......................................................................... 38 Melissa Lunak – Fargo, N.D......................................................................... 43 Dave Nelson – Fargo, N.D............................................................................. 49

Grow Your Business Fresh Faces Inspire Youths To Look At Trade Careers............................................6 Five-Star Profit-Building Tips For Contractors.................................................. 46

DSG Outdoors Outdoor Adventures..................................................................................... 40

News Wire DSG Focuses On Order Accuracy.................................................................... 21 DSG On The Grow: New MDM Supply Branch To Open In Billings, Mont.......... 32 2014 Best Year Yet For Power Tools Success Workshops/P4 Learning Labs............ 37 DSG Employee Owners Make A Difference........................................................ 39 DSG Has 10 NLC All-Stars........................................................................... 48 MDM Supply Recognizes Two Employees With Annual Awards........................... 50 Beyond Control Panels: DSG's Automation Team Recognized Nationally For Extraordinary Service................................................................................... 51

46

EDITORIAL |

Games Are Won AT PRACTICE My kids are sports nuts, and I suppose it’s partially my fault. When they were younger, I built a hockey rink in our backyard. It wasn’t your average rink, mind you. I got a little carried away, and it ended up being a little bigger (and a lot more timeconsuming) than I anticipated! As a result, we had all of the hockey players in town at our house day and night (in addition to my own six kids). But that was OK; I hadn’t wrecked my lawn to impress the neighbors. I had done it so that it was easier for my kids to skate. I knew that if they wanted to make the team, they would need to practice.

Well, my kids all enjoyed playing hockey, and most of them were fortunate enough to be on good teams. Best of all, they had fun – and all of them still play today (in fact, two of them are now coaches). My point is this: As in sports, success in business is all about preparation.

This issue of Connections includes stories about which sports we love most here at DSG, as well as how to tell home and business owners the truth about indoor air quality. On the surface, these stories don’t seem related. But they are. Successful teams all practice hard and work to get better.

Similarly, you can only improve the air in your customer’s home or office with a Venmar Air

Tom Rosendahl DSG PRESIDENT

4

Exchanger if you are prepared to tell them about its benefits.

How much do you “practice” anymore?

Educate yourself about new products and how they will help your customers. Learn from experts about how to improve your customer service.

At DSG, we’re here to help, with Counter Days, manufacturer training and the University of DSG. After all, the sharper you are – the more you know – the better you will be at addressing sales objections like unfamiliarity, time or cost.

That means more customers who are satisfied and tell their friends, which, to borrow a baseball term, is a grand slam in the world of business.

Let’s get some practice in before the neighbors call, and we have to turn off the lights. I guarantee that it will be worth the work.

THE POWER OF WE AT DSG |

...

At DSG, The Power Of We is at the heart of everything its employee owners do. Specifically, it calls for creating successful partner encounters with customers, manufacturers and even with other employee owners. The key word here being “encounters.” An encounter is a positive experience that goes beyond a mere transaction, and possibly no one at DSG has more of these customer encounters every day than the inside sales team.

For the most part, members of the inside sales team primarily interact with customers via the phone (or email). If DSG’s outside sales team is the face of the company, then the inside sales team is the voice. They are responsible for a wide breadth of responsibilities, from answering questions and providing pricing to solving customer problems and recommending products.

At its core, the inside sales team’s primary job is to connect customers to the answer they’re looking for, even if they have to track it down.

“If I don’t have the answer the customer needs, I know where to find it,” says Jay Svir, inside sales associate at DSG in Fargo, who has been

Left to right: DSG’s electrical inside sales team in Fargo, Jay Svir, Don Borowicz, Shane McCollum and Shane Bakken.

Inside Sales

with DSG for seven years. “If we don’t stock a product, we’ll find an alternative. If we don’t carry a product at our branch, we’ll put them in contact with a DSG branch that does. If our customer has an outside-the-box request, we’ll find a way to meet their needs. In inside sales, we pride ourselves on providing connections, and that’s really what The Power Of We is all about.”

Though many of the ways in which the inside sales crew adds value for DSG customers are small, the sum of these efforts has a huge impact on the customer’s experience at DSG. As Svir points out, “Something as simple as being responsive can mean all the difference. For our customers, time literally is money, so we know it’s important to respond immediately, even if it’s just to let them know we got their email and we’re working on it, or to follow up on the phone to confirm that they received their order correctly.”

Since DSG adopted its Power Of We philosophy, the inside sales team has embraced it head on.

“Our inside sales crew – across all branches and segments – has really come together as a team,” says Svir. “We don’t just work next to each other, we work together, and we’ve put our collective focus on helping our customers succeed.”

Fresh Faces Inspire Youths To Look At Trade Careers We all know that there aren’t enough young people entering the trade industries (see last issue’s Connections cover story), but communicating that message to youths continues to be a challenge. Thankfully, more and more resources are becoming available that speak directly to teens about the plentiful opportunities available in the trades.

6

DSG IT A L L

STA RT

W I TH Y S OU

One of the most visible proponents of trade careers is none other than actor, author and television host Mike Rowe. His program, “Dirty Jobs,” ran on The Discovery Channel for eight seasons. Rowe’s grandfather was a plumber/jack-of-all-trades, and he often employed his grandson to help him out. Many years later, Rowe became aware of the shortage of tradespeople and became something of an activist, testifying in 2011 before the U.S. Senate and creating the mikeroweWORKS foundation, a program that has created more than $1.6 million in scholarships for trade schools across the country.

Rowe’s primary web site for his work with the trades is www.profoundlydisconnected.com, a reference to the incredible employment dichotomy found in the United States today: 3 million excellent, high-paying jobs that nobody seems to want. The site is entertaining and clever, and it includes many resources for young people who have questions about a future in the trades. Check it out yourself, then pass it on to the young people in your life.

Also tell them to check out www.explorethetrades.com. Brought to you by Minnesota’s Nexstar Legacy Foundation, this fresh, colorful web site speaks to youths about becoming a plumber, HVAC tech or electrician. It includes a great deal of powerful, convincing facts about the shortage of tradespeople (for example, did you know that for every three skilled workers that are leaving the workforce, only one is entering in their place?) and excellent information about how teens can make the most of the situation to get a head start on a fulfilling career.

The site features everything from a humorous video to frequently asked questions about the trades themselves. Everything is targeted directly at young people who are getting ready to choose a career, including information about available scholarships.

On the topic of scholarships, don’t forget about DSG’s very own DSG Education Connection Fund. This fund was developed to proactively address the shortage of qualified tradespeople through scholarships awarded across DSG’s service area. Please encourage young people to apply! For more information, visit www.dsgfund.com.

Watch this space in future Connections magazines for more information about how DSG is helping you to meet the challenges of finding new tradespeople head-on.

We’re going to help you with the tools you need to inspire and find the right people and advice on how to make your business attractive. It all starts with you.

So let’s work together to ensure the future of the trades.

7

The Truth About

Indoor Air

How important is your health? How about the health of your family and friends? When it comes to indoor air quality, those are important questions for everyone to consider, especially your customers. They may not be aware of just how important – and how challenging – it is to ensure that their home or business is filled with healthy air. After all, we avoid eating and drinking things that are unhealthy or dangerous, so why should breathing be any different? Here is some startling information about indoor air quality that you should share with your customers, along with solutions from Venmar that can help you to make a positive impact on people’s lives, as well as your bottom line.

For something that is so important, humans don’t put a lot of thought into the air they breathe. Instead, we tend to take it for granted, especially indoor air – the air we breathe at home or at our jobs (at least those jobs that take place inside). We believe that because this air is inside, it’s free of the allergens and irritants that exist outside. When we think of the word “pollution,” we imagine massive

8

Indoor air quality is not only a health and wellness issue, it’s a productivity issue.”

factories belching smoke into the sky or huge metropolitan landscapes covered in a smoggy haze – but did you know that indoor air quality can be more than 100 times more polluted than outside air?

It’s true. While outdoor air is constantly moving around and mixing itself up, indoor air is simply recycled, over and over.

This doesn’t mean outdoor air is necessarily cleaner or better, but it is often fresher. In other words, whatever is in the air indoors tends to stay there, unless it is filtered out.

In fact, the U. S. Environmental Protection Agency says that studies of human exposure to air pollutants indicate that indoor levels of pollutants may be two to five times – and occasionally more than 100 times – higher than outdoor pollutant levels. The EPA goes on to say that indoor air pollutants have been ranked among the top five environmental risks to public health.

In addition, many illnesses have been linked to indoor air quality, including

asthma, Legionnaires’ disease and more – not to mention problems resulting from allergies to things like dust and mold. Sometimes occupants experience symptoms that do not fit the pattern of any particular illness, including dry or burning mucous membranes in the nose, eyes and throat; sneezing; stuffy or runny nose; fatigue or lethargy; headache; dizziness; nausea; irritability and forgetfulness. While indoor air quality is not to blame for all of these maladies, it is often a factor.

“Indoor air quality is not only a health and wellness issue, it’s a productivity issue,” says Mike Porter, DSG sales representative and one of the company’s indoor air specialists.

“Take schools, for example.

They’re required to have a ventilation system for the health of the students, but also to help kids stay alert and focused while they’re learning. Fresh air helps keep us energized.”

Continued on page 11 

9

Take A G

ood L ook At

Indoor Ai r Pollution Indoor air can be

100X more polluted than outdoor air.

Primary sources of

indoor air pollution: Dust, allergens and mites Carbon dioxide (CO2) Bacteria Paints and chemicals Aerosols and sprays

Mold spores Household cleaners Asbestos Cigarette smoke Animal dander

HEPA* filters on Venmar Air Exchangers capture

99.97% of particles as

small as .3 microns. * HEPA stands for High Efficiency Particulate Air filter.

Sources: U.S. Environmental Protection Agency, www.Venmar-usa.com

Continued from page 9

How To Care For Indoor Air The EPA identifies three major reasons for poor indoor air quality: the presence of indoor air pollution sources; poorly designed, maintained or operated ventilation systems; and uses of buildings that were unanticipated or poorly planned for when they were designed or renovated.

According to experts, that evaluation contains a single word that is the key to indoor air quality: ventilation. As modern buildings have become more and more efficient at keeping heat and cold in or out (depending on the season), they have become stingier and stingier with fresh air from the outside world. The result is stale, recycled indoor air that tends to harbor excess humidity

(making it a breeding ground for mold and other unpleasant, harmful organisms). “All too often, people only focus on the heating and cooling aspect of HVAC,” says Dietz Engler, DSG sales representative and another member of DSG’s indoor air quality team. “They forget all about ventilation. Indoor air quality can become a footnote, which is a shame because it’s really just as important as a building’s temperature – sometimes more important.”

According to Engler, the challenge is to ventilate our homes and offices without making them less efficient.

While that sounds like a tall order, an air exchanger is the perfect solution to this indoor air quality conundrum.

In particular, Venmar’s line of whole-house and light commercial air exchangers

is made to dramatically reduce indoor air pollution by actively trading indoor air for fresh, filtered outdoor air – all without negatively impacting the efficiency of the heating and cooling systems within the buildings in which they are installed.

To accomplish this, Venmar offers a wide range of air exchangers with Heat Recovery (HRV) and Energy Recovery (ERV) technologies.

These technologies help to minimize the loss of heat or coolness. HRVs transfer heat from exhaust air expelled from the house to the fresh air entering the house, without mixing the stale air and the fresh air. ERVs limit the amount of moisture entering the house (ideal for humid climates).

Continued on page 12 

The Facts About Indoor Air Quality • The average American breathes 3,400 gallons of air each day, making ambient air pollution a major environmental problem.

• More than 25 million Americans live with asthma.

• Children breathe in more air than adults, inhaling almost two times as many pollutants.

•

65 percent of asthma cases among elementary school-age children could be prevented by controlling exposure to indoor allergens and environmental tobacco smoke (ETS). By controlling biological contaminants (e.g., dust mites and cat allergens), asthma cases could be reduced by 55 to 60 percent.

• The three most important methods of improving indoor air quality are source removal, air cleaning and improved ventilation.

Sources: American Lung Association, American Journal of Respiratory and Critical Care Medicine Magazine, U.S. Environmental Protection Agency

11

Continued from page 11

During the exchange process, filtration eliminates dust and airborne particles, helping to reduce allergy symptoms, asthma, recurring colds and persistent coughs. “Filtration is a huge advantage of an air exchange system,” says DSG’s Porter. “It’s the small particles that you can’t see that cause the health issues. Air exchangers do a great job of keeping them out of indoor air.” At the same time, excess humidity is expelled, reducing the risk of window condensation, which in turn helps to prevent damage, deterioration, mold and mildew.

Finally, Venmar Air Exchangers can be integrated into any forced air heating or cooling system. Whether they are part of new construction or a renovation, these units are very affordable to install and maintain.

“They’re much more affordable than people think,” says Engler. “A Venmar air exchange system costs about the same to the homeowner as replacing one window in a home. That’s much better than

12

Connections | SPRING 2014

replacing all of the windows due to window condensation or a mold issue resulting from poor indoor air quality.

Offer Customers Venmar And Get Ready For A Healthy Response When it comes to building or renovating a residence or office, it’s important not to neglect the V in HVAC. Without proper ventilation, any heating or cooling system is only doing half the job; it may condition the air, but it fails to improve it.

“Selling a ventilation system starts with simply asking customers about their indoor air quality concerns,” says Porter. “Are they experiencing window condensation, excess sickness, etc.? Do they like fresh air? People are almost always going to say yes, and then it becomes much easier to have a conversation about

installing a ventilation solution in the home.”

“It can be hard to sell something that addresses issues with something you can’t see – like air,” adds Engler. “But window condensation is the visual giveaway for poor indoor air quality. Simply inspect the windows with your customers, and if there’s condensation, then there’s indoor air quality issues. You’ll find that most people have an issue.”

When contractors build Venmar air exchange systems into bids and plans, they set themselves apart from the competition by offering health benefits that others do not – all without adding significant costs to either installation or operation. More importantly, these contractors create lifelong relationships with customers and other occupants that come to appreciate the exceptional caliber of the air they breathe.

“Indoor air quality will continue to become more of a concern among homeowners.” says Engler. “It’s important

www.dakotasupplygroup.com

for contractors to become educated now and be leaders in ventilation rather than followers.”

Become an advocate for fresh, healthy indoor air quality.

Tell your customers about the information you’ve seen here and show them how a Venmar Air Exchanger can positively impact their lives. Not only will you see additional sales, but also additional customers as home and business owners tell their friends and acquaintances.

Contact your DSG representative today for more information and sales tools to help you show customers how important an air exchanger is to the freshness and healthiness of a building’s air.

How To Determine If

Indoor Air Quality Is An Issue It’s hard to address an issue you can’t see – like poor indoor air quality. Here are some questions to ask your customers to help you determine if a Venmar Air Exchanger will improve the air in their home or business.

Plus, the answers to these questions will help to determine which type of system will work best.

Is there window condensation?

Sources: www.epa.gov/iaq/pubs/ index.html#insidestory; http:// www.epa.gov/iaq/is-build2.html

Is there a concern about excessive sickness?

Are there unpleasant or musty odors within the house/office?

Does anyone living in the home have allergies?

Does anyone living in the home have asthma?

Do pets live in the home?

Do people live in the home or work in the building year-round?

Is this a house/office that was built recently?

If the answer to any of these questions is yes, then poor indoor air quality may be an issue.

Do Your Customers Know Where Their

Air Has Been?

The average American breathes 3,400 gallons of air each day, and most of that air comes from inside our home or workplace. That makes indoor air pollution a very real issue, whether you can see it or not.

Indoor air is recycled. It contains everything from germs and allergens to dust mites and dangerous pollutants. In fact, studies show that indoor air in the average home can be up to 100 times more polluted than outdoor air!

Fresh air is healthy air, and the best way to introduce fresh air into your customers’ indoor atmosphere is with a Venmar Whole-House Air Exchanger. These units exchange fresh air for stale air, while utilizing filtration to remove dust and pollutants. In addition, mold, mildew and unpleasant odors are minimized by controlling excess moisture.

Show your customers how important indoor air quality is. Ask your DSG representative for more information, and start growing your business with whole-house air exchangers today.

www.dakotasupplygroup.com

See our Indoor

Quality video

Air

online at dakotasupply group.com/ indoorairqual ity!

MEET THE DSG TEAM |

An Interview With Anne Bryson,

Branch Manager Grand Forks/Bemidji

28 years with DSG // Served in quotations and outside sales

Q – What was going through your mind when you

were named branch manager of the Grand

Forks and Bemidji locations?

A – I was actually a little surprised. There were so

many good applicants for the job.

Q – You’ve worn many hats at DSG. What are you

looking forward to in this new role?

A – I really look forward to being able to reconnect

with customers I’ve worked with over the years.

While being in outside sales was great, I lost

touch a bit with some of the customers I had

worked with in my time in quotations. Being a

manager will allow me to contribute to the

success of many more customers.

Q – As the new branch manager, you probably

have some goals in mind. Which goals are

you looking to tackle first?

A – I’m very excited to get more involved in the

Bemidji market. I think there is vast potential

there, and I know that we can help many

contractors in the area. I also want to start

bringing in more good people right away.

We have great employee owners, but it’s always important to keep the pipeline full!

Q – What’s your biggest strength as a

branch manager?

A – I’m connected with a lot of very smart

people, so I’m able to get good answers.

Q – DSG customers love the outdoors.

Do you share that same fondness?

A – Absolutely! It doesn’t get much better than

being out on the lake on a hot summer day.

Q – You’ll be busy with your new role.

What’s something you’re looking forward

to when you have some free time?

A – In the winter, I love to cheer on the University

of North Dakota’s hockey team. This summer,

I’m planning a motorcycle trip with my husband,

Greg. I’d also like to take a little trip to celebrate

our 25th wedding anniversary, so hopefully

that’s separate from our motorcycle excursion!

Shining

On The Changing

In January of 2014, the Energy Independence and Security Act of 2007 was finally set to phase out the traditional incandescent light bulb. However, a last-minute addition to a House spending bill made the situation hazy again by essentially removing the ban’s funding. What does all this mean to the ongoing evolution of lighting? Probably not much. As the price of LEDs has dropped over the past few years, their advantages have become even

16

Incandescent

Halogen

Light is created by heating a filament wire

A halogen lamp is a type of incandescent

until it glows. These lamps are the least energy-

lamp with a capsule that holds a special

efficient type of electric lighting commonly

halogen gas composition around the heated

found in residential buildings. It remains to

filament to increase the efficiency of the

be seen how manufacturers will respond to

incandescence. They are commonly used in

the changing legal climate, but all indications

reflector lamps, such as indoor and outdoor

are that incandescent bulbs are still on the

flood or spot lighting, indoor recessed and

way out, one way or another.

track fixtures, and floor and desk lamps.

Average Life Span: 750-2,500 hours

Average Life Span: 1,000-4,000 hours

Lumens Per Watt: 10-17

Lumens Per Watt: 12-22

Cost To Operate: High

Cost To Operate: Medium

Source: http://energy.gov/eere/energybasics/articles/lighting-basics, www.energystar.gov/index.cfm?c=lighting.pr_what_are,

NEW LIGHT

World Of Bulbs

more pronounced, while other technologies have moved forward as well.

Here are some scientific facts about lamps – old and new – to help you make an educated decision.

For advice on lighting and rebates, or information about saving on electric bills, contact your DSG representative.

CFLs (compact fluorescent lamps)

LEDs (Light-Emitting Diodes)

Light is created by an electrical current

LEDs are semiconductor devices that produce

conducted through an inert gas. Ultraviolet

light when an electrical current is applied.

light interacts with a coating on the interior

Electrons flow from the positive side of a diode

surface of the lamp that converts the invisible

to the negative side. Then, at the junction of the

light into useful white light. Lamps consist of

diode, the electrons slow down to orbit at a

two parts: a gas-filled tube and a power supply,

lower energy level and emit excess energy as

called a ballast, that is either magnetic or

light. The heat produced is absorbed into a

electronic. Like all fluorescent lamps, CFLs

heat sink. LEDs emit light in a specific direction,

contain mercury and should be recycled.

reducing the need for reflectors and diffusers.

Average Life Span: 10,000 hours

Average Life Span: 25,000-50,000 hours

Lumens Per Watt: 40-70

Lumens Per Watt: 20-60

Cost To Operate: Low

Cost To Operate: Low

17 http://www.mge.com/saving-energy/home/lighting/lumens-comparison.htm

Brightening

In Downtown Downtown Sioux Falls, South Dakota, is booming.

New buildings are being constructed, underutilized properties are being redeveloped, and downtown lofts are becoming some of the most sought-after housing in Sioux Falls. In addition, many of the city’s historic buildings are being rehabilitated for exciting new uses, including the revered Frank Transfer and Storage Building on Eighth Street. With the help of Electric Supply Company, a local Sioux Falls electrical contractor, and DSG, this building is being seen in a whole new light.

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Built in the early 1900s, the Frank Transfer and Storage Building was once known as the Farley-Loetscher Company Building. Today, the property is owned by Erika Billion, who also owns the nearby 8th and Railroad Center, as well as the stunning Crane Centre in the East Bank of downtown Sioux Falls. In the past two years, the three-story Frank Building has undergone major structural repairs,

History

Sioux Falls including all new flooring, new windows and a new roof.

It has been transformed from an abandoned, structurally unsound building with a collapsed roof to a fully functional space that combines loft living with neighborhood retail. It features 18 lofts on the upper two levels, a bakery and a winery/restaurant on the main level and a parking garage on the lower level.

The property also includes

a courtyard.

Billion hired Electric Supply Company for all of the renovation’s electrical work, and because of the contractor’s proven reputation, it was no surprise that she did. Established in 1923, Electric Supply Company has become one of the largest and most successful contractors in the Sioux Falls area.

Electric Supply Company Vice President Bob

Continued on page 20 

Jarding with DSG Account Manager Casey Rysavy.

Continued from page 19

Employing anywhere from 50 to 100 electricians, this full-service contractor handles everything from simple wiring and repair to large-scale, high-tech installations.

Due to the extensive structural work that needed to be completed beforehand, Electric Supply Company didn’t officially get involved until February of 2013, nearly two years after the renovation of the Frank Building began. The entire building was rewired, and DSG provided approximately 95 percent of the material.

“We worked on everything from multi-tenant metering to a new elevator, from new electric boiler systems to occupancy sensors and landscape lighting,” says Bob Jarding, vice president of Electric Supply Company, “And almost all of the lighting was LED.” Energy efficiency was important in the renovation, but not as important as historical preservation, which was a focus that remained at the forefront of everything done within the building,

including the electrical work. This made for some challenging circumstances at times. For instance, Electric Supply Company needed to accommodate exposed beams in the ceiling, and finding an LED fixture that would not only fit nicely within the beams but would also produce the right type of light proved to be difficult – but not impossible.

“Casey Rysavy at DSG did a lot of the legwork for us in finding solutions that fit all of the required specifications,” says Jarding. “This job took a lot of elbow grease when it came to simply finding the products, and he was up for it. He was able to obtain working samples of most of the fixtures, so we could test them out before we bought them. That way, we could see how they fit and looked, which saved us a lot of time and hassle.”

In addition to exposed beams, the granite walls also provided a challenge. The Frank Building features thick granite stone walls, which are aesthetically appealing, but don’t do much

to retain heat. To address the coldness of the walls, Electric Supply Company installed a 4-foot perimeter of Easy Heat Warm Tiles radiant heating mats in the floor.

“The radiant heating is designed to radiate up the walls and improve the temperature for the tenants,” Jarding says. “Now tenants can enjoy the look of the granite without being uncomfortable.”

As Electric Supply Company’s work on the Frank Building wraps up, Jarding has been pleased with how the project has turned out. “Everything has gone smoothly,” he says.

“We’ve worked with DSG for a long time, and the successful projects that have resulted from that partnership speak for themselves.”

The newly renovated Frank Building is sure to be a standout in the thriving East Bank of downtown Sioux Falls. Thanks to the work of Electric Supply Company and DSG, it will certainly shine for all to see.

For the Frank Building, DSG supplied nearly 1,000 items from some of the industry’s biggest names, including RAB Lighting, GE, Cooper Lighting, Lutron, and Pass & Seymour. In addition, DSG supplied Square D material for all of the power distribution.

NEWS WIRE |

DSG Focuses On Order Accuracy

CUSTOM ER S

ERVICE GUARA N TEE

100•2•20 0

As one of the three promises in DSG’s Customer Service Guarantee, order accuracy continues to be a big part of the company’s daily focus.

DSG’s Customer Service Guarantee makes three promises to DSG customers: • 100% Order Accuracy – DSG promises to get every order right the first time, every time.

• 2 Business Day Stock Credit – DSG will credit your account for returned stock merchandise in two business days or less.

• Top 200 Products In Stock – DSG will keep its top 200 best-selling electrical, plumbing and HVAC/R products in stock at all times.

If at any time DSG fails to meet expectations on any part of the Customer Service Guarantee, it will issue a $25 credit to be used on future purchases.

100% Order Accuracy

A year after the initiative’s launch, the promise of 100 percent order accuracy has emerged at the forefront of the guarantee. “From the feedback we’ve received from our customers, it’s clear that this is the most important of the three promises,” says Mike Place, DSG’s professional development

www.dakotasupplygroup.com

specialist. “Consequently, we continue to do all that we can to ensure that customers’ orders are 100 percent accurate.”

Specifically, DSG has focused on its warehouses, as well as the inside sales and city desk departments. “We are double-checking orders and repeating orders back to our customers to ensure that everything is as it should be,” says Place. “We’ve always done these things, but not necessarily every time on every order. Now I can say with confidence that we are doing these two things consistently throughout the company.” In fact, DSG conducted internal audits prior to the launch of the Customer Service Guarantee, then continued them afterward in order to measure the efforts and success in order accuracy. As a result of this commitment to accurate orders, DSG has reduced the number of errors on orders by 50 percent.

So far, customer feedback has been very positive.

“Our customers respect that we recognize that mistakes cost them money,” says Place, “and they appreciate that we’re doing something about it.”

Place goes on to say that things will only continue to get better for customers with regard to DSG’s Customer Service Guarantee, including plans to launch the initiative at all MDM Supply branches sometime in 2014.

SPRING 2014 | connections

21

3 3

GROW YOUR BUSINESS |

Tips

For Taming Cash Flow

Even a profitable business can’t stay open without positive cash flow. Some experts argue that it is the single most important factor in any business, and that is especially true for small companies that are looking to grow. Unfortunately, it can also be complicated and challenging, with more moving parts than a grandfather clock. Here are three proven ways to take control of your cash and get it flowing in the right direction. To make things clearer, we’ll use a fictional contractor as an example: Nick’s Electric.

① Refine Your

Receivables If everybody paid their bills the moment they got them, cash would never be a problem. In the real world, however, credit is a way of life – especially in business. Therefore, it’s important to set payment terms with your customers that are healthy for your business. If you don’t have any written terms in place, put this magazine down now and write some. Clearly defined terms are critical, because you need to know when you are going to get paid

22

in order to make virtually all of the other decisions in your business. If your customers can manage it, 30 days is a good place to start. In fact, offer customers a discount for paying in 10 days or less, and you’ll get your money even faster. You may also want to consider allowing customers to pay by credit card and letting them know which cards you accept. Finally, a bit of common sense: You can’t get paid promptly if you don’t send out invoices promptly. Issue them quickly and follow up as soon as any are past due.

ha

r line o f c re d i t .

2% or les s.

you

Continued on page 24 

n

10

on

ys

ed

rg

Experienced bookkeepers know that tracking cash flow is more challenging when it all comes and goes from a single account. If you just got paid on a big job, your checking account may look deceptively flush, even though you have two or three payments that need to come out immediately. It’s easy to see a healthy balance and decide that you are going to start writing checks without understanding that the money is already committed elsewhere. At the very least, most businesses have a separate account

ec

With Multiple Accounts

5% Rat

② Stay Organized

Why it makes sense to offer a small discount for quick payment.

da

Nick never thought much about credit terms. He was friends with most of his customers, and he knew he would get paid eventually. But it was hard to pay expenses when he wasn’t sure if he would have enough money.

It seemed like he was constantly putting out financial fires, and it was difficult to stay positive when he was spending so much time on collections. Finally, he sat down and added terms to his invoices – payment due in 30 days, 2% discount for payment in 15 days, 1.5% late fee for payments later than 30 days, major credit cards accepted – then explained them to each of his customers. His cash flow improved almost immediately, and it was much easier for him to predict when he would have cash on hand for expenses. He worried a lot less because he knew that as long as he got his invoices out by a certain date, he would get paid by a certain date.

Instead of putting out fires, he could plan ahead.

The Lesser Of Two Eagles

ti

en ym a p

23 Discount for

Continued from page 23

for payroll. Some companies take it even further, with special expense accounts for things such as suppliers or subcontractors. For example, if a contractor gets paid by a customer for a subcontractor’s work, then puts that money into a unique account for that subcontractor, he can easily tell if those critical expenses will be covered.

Nick counted on Phil at Phil’s Custom Contracting to help him whenever he ran into a job that needed carpentry. The last thing he needed was to have Phil angry with him because he didn’t get paid on time (after all, Nick knew how challenging cash flow could be when cash came late!). To make sure that Phil got paid promptly, Nick set aside Phil’s portion of any customer payment. He put it into an account he called “carpentry sub,” which helped him so that he always had money ready when he got Phil’s invoice. It was worth it when Phil came in on a weekend to save the day on a big project, and didn’t charge Nick anything extra because he was a good customer.

③ Be Ready

For Shortfalls In general, every small business gets caught in a cash crunch once in awhile, and it’s OK to ask for help – from the bank, your suppliers, etc. But as the old saying goes, the best time to ask for money is when you don’t need it. Don’t wait to apply for a line of credit until you’re out of cash. Renew it at the same time each year and only use it when you absolutely need to (and pay it off as soon as you can). If it’s an annual line of credit, it’s beneficial to pay it down to zero a few times each year.

The same goes for negotiating terms with your suppliers. Work hard to be a good customer, and

24

they’ll be much more understanding if you need to ask for a little more time to pay an invoice.

A good rule is to treat them like you would want to be treated yourself – after all, they have cash flow challenges of their own.

Nick was thankful that he had spent time with his banker earlier in the year when everything was more normal. Now that he had a big job that was moving slowly, he needed to put his line of credit into action in order to keep up. Because he had worked on organizing his cash flow, he knew when he could pay back the bank, but in the meantime, he was glad he had their support. The system he had in place continued to work smoothly because he had thought ahead.

“Positive cash flow” is a business term that means your cash is consistently where it needs to be, and the word “positive” could hardly be more fitting. With a little planning and some advice from those in the know, it’s possible to take the stress out of your monthly bookkeeping. That’s a positive step indeed.

MEET THE DSG TEAM |

Jared Bloomgren |

DSG Account Manager

A good portion of Jared Bloomgren’s life is spent wearing camouflage. As a world-class hunter and a member of the National Guard, it’s hard to conceal two of his passions – the outdoors and serving others.

Jared Bloomgren joined DSG in December of 2013 as an HVAC/R account manager in Rapid City, South Dakota. The avid outdoorsman has lived in the Mount Rushmore state for nearly 15 years.

Before joining DSG, Bloomgren made the National Guard his full-time profession. For nearly 10 years, he served as the program manager of the Innovative Readiness Training program for the state of South Dakota and achieved the rank of Captain.

He also completed an 18-month tour in Iraq.

Bloomgren continues to participate in the National Guard today as an M-Day soldier with a local unit in South Dakota, where he trains officer candidates to become commissioned officers.

While Bloomgren’s experiences with the National Guard are interesting, it is his hunting exploits that normally draw the most attention. At a young age, he was raised to appreciate the outdoors and quickly acquired an interest in archery. It was a hobby that grew into much more. Today, he is a committed do-it-yourself hunter who plans most of his owns trips through the rugged backcountry of South Dakota, Montana and more.

He is sponsored by more than a dozen hunting organizations, currently holds the world record for the SCI Non-Typical Merriam Turkey in the archery category and has more than 30

www.dakotasupplygroup.com

Pope and Young and five Boone and Crockett records under his belt. He is also a freelance writer and photographer for various outdoor magazines and web sites.

While hunting is something that Bloomgren does in his free time, the skills it has taught him often carry over to his professional life. “Hunting takes a lot of patience and persistence,” says Bloomgren, “and with those two traits, you can do just about anything.” Bloomgren plans to put these qualities to work for DSG customers – and that’s something that DSG isn’t about to cover up.

SPRING 2014 | connections

25

Game On!

Fish On!

Play On!

Favorite Games, Teams And Outdoor Activities: How

Do They Compare To Yours?

Here at DSG (including W.A. Roosevelt, MDM

who we root for, what we hunt for and where we

Supply and Fargo Water Equipment), we love

head for on game night. We surveyed a good

sports, and we love the outdoors. Maybe it’s

portion of our team and put the results here for

our competitive nature, maybe it’s the spirit of

you to see. Check them out, then make sure

teamwork, or maybe it’s simply the invigorating

you tell your friends at DSG what sports you

power of fresh air, but we do our best to play

would have voted for! After all, what good is a

almost as hard as we work. In addition, we love

game or a hobby without a little chatter to

to talk about the big game, the trophy buck

make it interesting?

and the one that got away. That’s why we made 2014 the first year of our DSG Outdoors Employee-Owner Survey – so you can see 26

DSG Employee Owners’

DSG’s Favorite

PRO Football

Sports:

66%

COLLEGE Football

9%

NASCAR

6%

COLLEGE Hockey

PRO Baseball

6%

7%

PRO Hockey

6%

DSG’s Favorite

NFL Teams Minnesota

Vikings:

39%

Green Bay

Packers: 35% Denver

Broncos: 11% Dallas

DSG’s Favorite

NHL Teams Minnesota

WILD:

74%

Detroit

red wings: 10% Chicago

blackhawks:

Cowboys: 7%

8%

Oakland

Colorado

Raiders: 4% Chicago

Bears: 4%

avalanche: 7%

DSG’s Favorite DSG’s Favorite

NBA Teams

MLB Teams

Minnesota

Minnesota

65%

twins:

68%

Milwaukee

brewers: 20% Boston

red sox: 4%

Timberwolves: Chicago

BULLS: 23% Milwaukee

Bucks: 13%

Chicago

Cubs: 3% Seattle

mariners: 2% New York

yankees: 2%

More On The Next Page

DSG C ollege F ootball Fans Root For: University of wisconsin: ............................... 28% north dakota state university:................... 24% university of minnesota: .................................... 22% university of nebraska:................................... 10% notre dame:............................................................... 8%

37% Of DSG Employee Owners Said Football Is Their Favorite Sports Season.

Hunting Season ........................ 32% Fishing Season ......................... 25% Hockey Season .......................... 6%

university of montana: ....................................... 7%

37% Of DSG Employee Owners Said Golf Is Their Favorite Sport To Play.

DSG ’ S Favorite nascar drivers : dale earnhardt jr: .................... 37% Jeff gordon: ................................ 33% Jimmie Johnson:............................... 19% matt Kenseth: ................................. 11%

Softball .................................................. 25% Basketball .............................................. 16% Volleyball ................................................ 14% Hockey .................................................... 6%

DSG ’ s runners compete in :

5K races:........................................... 56% 10K Races:......................................... 23% Half Marathons:................................ 15% Full Marathons:................................. 6%

38% Of DSG Employee Owners Said Hot Dogs Are Their Favorite Food To Eat At A Sporting Event.

Nachos ............................................ 30% Popcorn ........................................... 16% Peanuts ........................................... 14%

15%

Ralph Engelstad Arena Grand Forks, ND

3%

Washington Grizzly Stadium Missoula, MT

ID

Top

8

A nswers

DSG ’ S Favorite place S to attend a sporting event:

he Of T e om re S A ts t n a h e W v E ly, g fical d? i n c i e nde t e Sp t r t po ver A S E e e v ri t wners Ha o v O Fa yee o l p all b t Em o G DS gs Fo

29%

6%

lambeau field Green Bay, WI

Fargodome Fargo, ND

29% target field Minneapolis, MN

10%

xcel Energy Center St. Paul, MN

3%

Miller Park Millwaukee, WI

5%

Wrigley Field Chicago, IL

DSG C ollege H O C K E Y Fans Root For:

kin i n.

V . n i s v M ers erd, n i Pack a n Br vs. i a g t o n i key ak ac c D R o H h g Dra Nort College f o sity nesota r e v i sity in r Un e M v i f Un yo t e i t s a r t e S mes a t a Univ o G k h Da Football t r o N ies r n e o S s i B orld W s vs. win a T n 7 a nt ball 198 t o o M o of ty F i y s t i r s e r v e i Univ State Un ball t o o na er F a k t s n u Mo rnh o C aska r b e N

University of north Dakota: .... 51% University of minnesota: ........ 31% university of wisconsin: ....... 14% Bemidji state university: ........3%

More On The Next Page

33% Of DSG Employee Owners Said Fishing Is Their Favorite Outdoor Activity.

Hunting ......................................... 26% Hiking ........................................... 21% Skiing ........................................... 10% Running ........................................ 10%

I

walleye:................. 67% bass: ....................... 16%

trout: ............................ 9% northern pike: ........ 7%

U 77%

G

DSG ’ S favorite fish to catch :

M Of The Employee Owners Surveyed Have Been Ice Fishing!

G

M

G

60%

Of DSG Employee Owners Said Deer Is Their Favorite Animal To Hunt.

Pheasants ................................................. 25% Waterfowl .................................................. 14%

DSG Hunters prefer to use : rifles: ............................................ 66% bows: ............................................. 25% muzzleloaders: ................................ 8%

30

Note: Only the top answers were included. Numbers are rounded, so totals may not equal exactly 100%. In addition, not every employee owner responded.

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And here at Ballard’s we have two unique resorts to make your fishing trip the best you’ve ever had.

Legendary fishing trips take advanced planning.

You put the trophy odds in your favor when every detail is covered from start to finish. At Ballard’s

Resort/Ballard’s Black Island, we cater to anglers who are in search of a no-worries guided vacation package.

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www.BlackIsland.com | (218) 634-1996

31

NEWS WIRE |

DSG On The Grow: New MDM Supply Branch To Open In Billings, Montana Construction is already underway on a new MDM Supply branch in Billings, Mont. MDM Supply is remodeling and adding on to an existing structure within a 6.5-acre lot located in a busy commercial district of western Billings. The new location will offer plumbing and HVAC/R products, as well as hydronic heating and cooling supplies, to the Billings area. The facility is expected to be completed sometime in the spring of 2014, and it will feature 23,000 square feet of space.

Roy Eskro will be the new location’s branch manager. He has more than 30 years of management experience, and a can-do attitude that’s a perfect fit for south-central Montana. “We’re excited to bring the customerfirst philosophy of MDM Supply to Billings,” says Eskro. “We’re looking forward to being an important asset for this busy community.”

Roy Eskro

QUICK FACTS

DM Supply Contact Information: 1839 King Avenue West, M Billings, MT 59102, (406) 696-0775

Billings Pictograph Zoo Caves Montana

MDM Supply Branch Manager: Roy Eskro, reskro@mdmsupply.com City Population: 162,848 – largest city in Montana

Nearby Attractions: Yellowstone River, Pictograph Caves, Zoo Montana, Little Bighorn Battlefield National Monument 32

City Nickname: The Magic City

Little Bighorn

an

a

Billings, MONTANA

Yellowstone River

t Mon

MEET THE DSG TEAM |

An Interview With Rick Beaird,

Rapid City Branch Manager 22 years with DSG // Served in the warehouse, inside sales, quotations and outside sales

Q – What was going through your mind when

DSG named you the branch manager for

Rapid City?

Q – DSG customers love the outdoors.

Are you more of a hunting man or a

fishing man?

A – Nervousness ... no, just kidding. I was really

excited. I got the call from Dan Miller (DSG

Chief Operations Officer) on New Year’s Eve,

and it was a great feeling knowing that I’d be

turning a new page in the new year.

A – I do both, but I do more fishing. I’m more

of a sports guy, really. I follow a lot of the

local high school teams.

Q – Throughout your career, is there someone

who has given you great advice?

A – His name is Wayne Gutzmer, and he was actually

the second person I called when I got the good

news. He hired me out of high school, and I’ve

learned a lot from him. He’s a retired customer

of mine now, but I still go to him for advice.

Q – As the new branch manager, you probably

have a lot of goals in mind. Which one do

you think stands out the most?

A – Keeping the branch running smoothly. Dave

Henrikson has been a great manager. He’s

left me with a strong, stable branch with

experienced people.

Q – What’s something that your customers

and fellow employee owners would be

surprised to know about you?

A – Probably not much. I’m pretty much an

open book.

Q – Most people know Rapid City, S.D., for

being in the heart of the Badlands, Mount

Rushmore, the Black Hills, etc. Where’s

your favorite nearby attraction?

A – I always tell people to visit Mount Rushmore.

I’ve lived my whole life in Rapid City and

used to drive by it on a regular basis, yet

I’m still amazed when I look at it. It’s

really something.

A Huge Project Calls For The

Perfect Pipe If you visit La Crosse, Wisconsin, you may notice a few businesses that include the words “Coulee Region” in their name. A coulee is a deep ravine, and this part of southwestern Wisconsin has more than its fair share of these steep-sided Coulee Region Mechanical used Transair pipe to supply various gases, as well as pressurized air, to 89 welding stations at Chart Industries in La Crosse.

valleys. It’s a matter of pride, then, that companies adopt this geographical term as their namesake, seeking to evoke the rock-solid stability and enduring nature of the region itself.

Those characteristics most certainly apply to Coulee Region Mechanical, which was established in La Crosse in 1990 by its current President and co-owner Bill Lanzel (along with three others who are now retired). Coulee Region Mechanical employs around 25 employees who spend most of their time on commercial projects in La Crosse and the surrounding areas. Led by Lanzel’s spirited personality Left to right: W.A. Roosevelt Account Manager Ryan Denzer, Coulee Region Mechanical President Bill Lanzel and W.A. Roosevelt Account Manager Bob Klar.

and diligent work ethic, it has built strong partnerships with some of La Crosse’s most respected businesses, one of which is Chart Industries.

Chart Industries is an independent global manufacturer that designs and manufactures highly engineered equipment used in the production, storage and end use of gases (such as atmospheric and industrial gases, as well as natural gas

The Transair pipe is available in a variety of colors, adding convenience for both Coulee Region Mechanical and Chart Industries.

itself). In addition to its location in La Crosse, it has locations all over the world. The largest portion of Chart Industries’ business is energy related, but its efforts help to create many of the products we enjoy on a daily basis. For instance, Chart Industries provides oxygen for producing steel, as well as additional gases for cutting steel. In the food industry, it offers products used in beer dispensing and in the carbonation of fountain soft drinks. In La Crosse, Chart Industries mainly produces brazed aluminum heat exchangers used in cryogenic gas processing applications, such as air separation, LNG liquefaction, nitrogen rejection and NGL recovery.

Since Coulee Region Mechanical’s inception nearly 25 years ago, it has been a

valuable business partner for Chart Industries. Currently, this partnership is wrapping up the primary work on its most significant project to date.

In March of 2013, Chart Industries began production on a major addition to its La Crosse plant. The sheer size of the addition – 600 feet wide by 200 feet long by 50 feet high – is impressive, and is matched by the quality of the infrastructure. “It’s what I call a Cadillac building,” says Lanzel. “The floor is thick; the steel is thick. It’s striking.”

While this new addition is massive, it’s a much smaller detail that stands out for Coulee Region Mechanical – a unique pipe called Transair (manufactured by Parker Hannifin). This aluminum, color-coded piping supplies various gases, including helium,

argon and nitrogen, as well as low- and high-pressure air, to 89 welding stations. So far, Coulee Region Mechanical has installed nearly six miles of Transair pipe throughout the facility. It was a product new to Coulee Region Mechanical as well as W.A. Roosevelt (a division of DSG that supplied the pipe for the Chart Industries project), but its labor-saving properties made it the perfect fit for the job.

“It was more of an investment, but it took half the time to install,” says Lanzel. “We were on a tight deadline from the start, and this pipe helped us to stay on track. We didn’t get Continued on page 36 

35

Continued from page 35

behind, so I didn’t have to put extra guys on the job to catch up, and I didn’t have anybody else waiting on us. I would work with the Transair pipe again in a heartbeat.”

Transair pipe features quickto-connect fittings and valves that won’t corrode or degrade, eliminating the brazing and purging steps typically associated with copper piping installations. “I oftentimes had only two guys putting up hundreds of feet of piping a day,” says Lanzel. “The versatility it provided was also a plus. Any tie-ins that we needed to make on the fly were very easy.”

According to Lanzel, initial use shows that the Transair pipe that Coulee Region Mechanical has installed is meeting performance expectations at Chart Industries. “It’s early, but so far everything looks very good,” he says.

Lanzel worked closely with a team of La Crosse-based employee owners at W.A. Roosevelt, including Bob

Klar, Ryan Denzer and Mike Beranek. “W.A. Roosevelt was a reliable resource throughout the job,” says Lanzel. “They helped to find the Transair pipe, and if I needed something, they promised they could get it to me in a couple of days – and they did. They were a big help in keeping the project moving forward.”

In addition to the Transair pipe, Coulee Region Mechanical handled all of the other plumbing installations at Chart Industries, including roof drains also supplied by W.A. Roosevelt. With the first phase of the addition near completion, plans are already in the works for Coulee Region Mechanical to help out with a new office structure and some retrofitting to the original facility, which likely will also utilize Transair pipe.

If these subsequent projects are as successful as the first – and all indications are that they will be – the partnership of Coulee Region Mechanical and

Left to right: W.A. Roosevelt Account Manager Bob Klar, Coulee Region Mechanical Project Foreman Fred Lund and W.A Roosevelt Account Manager Ryan Denzer.

W.A. Roosevelt will have been an integral part of the success of Chart Industries. That’s a job well done, no matter what region you’re in.

More than 30,000 feet of Transair pipe has been installed so far.

NEWS WIRE |

2014 Best Year Yet For

Power Tools Success Workshops / P4 Learning Labs Two annual University of DSG events started this year off with a bang. Both series of one-day Power Tools Success Workshops and two-day P4 Learning Labs gave customers and employee owners alike a fresh, powerful set of solutions to the challenges faced by contractors and other small-business people.

This year, small-business expert Ellen Rohr put a new spin on Power Tools sessions, inspiring laughter, positive energy and a renewed sense of purpose in hundreds of attendees. She is widely recognized as a “Business Makeover Expert,” and she proved that it is an accurate description.

Her experience and frank advice were very well received. In fact, 98 percent of attendees told DSG that they would recommend DSG Power Tools to other contractors.

To view some of the resources available to those who attended Power Tools, go online to www.dakotasupplygroup.com/power-tools.

www.dakotasupplygroup.com

P4 Learning Labs wrapped up in March and once again featured the proven expertise of Grandy & Associates. Attendees spent two days working directly on their own business, learning how to develop hourly rates, track goals, retain customers and more. They spent a portion of their time at P4 preparing and using business software developed specifically for contractors, then took that software home and put it to work directly for their business. As always, response was overwhelmingly positive. P4 attendees commonly refer to their experience as the most important two days in the history of their business.

To find out more about Power Tools or P4, go online to www.dakotasupplygroup.com/ university-of-dsg. Watch for information about next year’s events coming soon.

SPRING 2014 | connections

37

MEET THE DSG TEAM |

Cole Hornstein |

DSG Inside Sales Associate

After reading this article, many DSG customers might be adding Cole Hornstein to their contacts. While utility companies may call with a question about a new product, others may be looking for advice on their golf swing.

Before joining DSG, Hornstein spent 10 years in the golf business, four of them as head golf professional at Wildflower Golf Course in Detroit Lakes, Minn. There, he ran the day-to-day operations of the course and gave lessons to club members.

Hornstein grew up playing golf in Fargo, N.D. He was a member of the 2002 North Dakota State Championship team from Fargo South High School and went on to play at Concordia College in Moorhead, Minn. A year later, he transferred to Ferris State University in Big Rapids, Mich., where he earned a business marketing degree while he got certified in golf instruction from the PGA of America. After college, he gave lessons and played on courses all over the country.

“My favorite course is probably Whistling Straits in Kohler, Wisconsin,” says Hornstein. “It’s on Lake Michigan, and it’s beautiful.”

Hornstein’s love of golf is apparent, but in 2012 he was ready for a change and joined DSG. As a young man with a background primarily in golf, he was excited to take on a completely new challenge in the Utility Segment. “I came in pretty green to the utility industry, no pun intended,” jokes Hornstein, “but DSG has some of the best training around, and our team here has so much experience. What I learned from them in the past

38

Connections | SPRING 2014

year or so is probably more than what I would have learned in school.”

As a golf professional, Hornstein spent much of his time instructing others on their techniques in golf, motivating them to be better at something they love. At DSG, Hornstein has found that it’s not so different. “I get to bring our customers ideas and solutions to help them work more efficiently,” he says. “In the end, it’s all about helping people be more successful in what they do.”

www.dakotasupplygroup.com

NEWS WIRE |

DSG Employee Owners

Make A Difference It’s likely that you already know a lot about DSG. We are a very open company, just one of the benefits of being employee-owned. However, throughout our 100+ year history, we’ve always felt that our actions spoke louder than words when it came to donations and charitable giving. That is still true today, yet it also seems appropriate to give credit to the hardworking men and women who make up DSG by recognizing just a small part of what they do each year to help others.

Every year, each of DSG’s employee owners chooses a charity to which a portion of his or her annual bonus will be sent. In 2013, for instance, this meant that 614 donations were made to charitable organizations, from the American Cancer Society to the Wounded Warrior Project, from the Special Olympics to the Rocky Mountain Elk Foundation. All told, DSG contributed nearly $230,000 to worthy causes on behalf of its employee owners in 2013 alone.

John Rosell, warehouse supervisor in Grand Forks, N.D., is one of those employee owners.

Every year, he makes sure to direct his donation to North Dakota Teen Challenge, a residential, faith-based drug and alcohol recovery program in Mandan, N.D. It provides individuals with a supportive environment, Biblical principles, and individualized courses of learning necessary for gaining freedom and lasting recovery from drug and alcohol abuse, and the life-controlling problems associated with it.

At the age of 24, Rosell’s daughter Erica checked into North Dakota Teen Challenge

after nine years of struggling with drug abuse that included trips to both rehab and prison.

“It changed her life,” he says.

John Rosell “Many rehab programs are 30 days or 90 days long. For most addicts, this is just way too short. North Dakota Teen Challenge is 12 months long, and by the time she was finished, Erica was a different person.”

Five years later, Rosell’s daughter is still sober. In fact, she is also a wife, mother, college student and hardworking employee at a Grand Forks healthcare facility. She also serves as a spokesperson for the organization that helped her to turn her life around – a calling that her proud father shares. “I try to help out as much as possible,” he says. “I speak at churches and events, and I volunteer whenever I can. I wish I could do more.”

North Dakota Teen Challenge (online at www.tc4hope.org) is just one of hundreds of organizations that DSG employee owners donated to last year. Not all share a personal connection like John Rosell, but all share a commitment to doing the right thing and giving back to the places they call home. If you have a suggestion for a worthy cause, tell your DSG representative about it today. The more we all get involved together, the more good we can get done.

39

Outdoor

Adventures True stories from DSG employee owners and customers.

DRAWING

A RoYAL FLUSH 2012 was a special elk hunt for Jared Bloomgren, an employee owner at DSG in Rapid City, South Dakota. He drew an unfamiliar elk unit in Montana and was forced to rely on wildlife biologists, wardens and even Google Earth to narrow 40

down an area to hunt. On his fourth day of bow hunting, Bloomgren caught sight of the bull of a lifetime. The bugling elk was massive, sporting a seven-by-seven rack that seemed to go on forever. Bloomgren quickly dubbed it the “Royal Flush.”

The hunter was lining up a shot when a nearby cow spooked, sending Royal Flush into the trees – but not before the beast looked back and caught site of Bloomgren.

Thereafter, the huge elk quit bugling, adding an extra challenge to Bloomgren’s hunt of a lifetime. The next five days played out much the same, with Bloomgren stalking the trophy but always ending up in the wrong place at the wrong time. He drove home to South Dakota empty-handed.

Bloomgren’s purpose was clear when he resumed his

hunt a few weeks later. Because Royal Flush seemed to possess a unique combination of stubborn intelligence and hunter clairvoyance, Bloomgren decided to shadow the bull and his cows in the hope of capitalizing on a mistake. In fact, the hunter followed and tracked his prey nearly round the clock for five more days. His surveillance had revealed that Royal Flush spent a few minutes at the water by himself at the start of each day. Bloomgren used a cow call to get close on his last morning in Montana, but the giant elk spied him.

Their eyes locked, the hunter drew, but the arrow caught a branch. Royal Flush escaped once again.

The hunter went home dejected once more, then gathered himself for one last attempt. It was early October when he returned to Royal Flush’s home territory.

Snowflakes began to fall,

and soon he found two raghorn bulls sparring. The young bulls suddenly moved off, with a herd of cows arriving instead.

Bloomgren knew that an older bull must be with them, a logical reason for the two youngsters’ retreat.

Minutes later, Royal Flush revealed himself from behind a downed tree just 45 yards away. He was distracted by the young bulls, charging them to protect

CUTTING

IT CLOSE When Hilary Gietzen finished second in the 2012 North American Sheep Shearing Challenge (NASSC), he was a bit disappointed, but certainly not defeated. Motivated by his near victory, he was determined to make the outcome at the 2013 NASSC final at the Calgary Stampede a better one.

his harem. It turned out to be a fatal mistake. As he turned back to his herd, Bloomgren lined up his rangefinder, then drew his bow as the beast put his head down to feed. His arrow was true, but Royal Flush dove into the brush nonetheless.

Bloomgren found him and put a second arrow into the massive bull before it bolted once more into the timber.

With darkness almost upon him, Bloomgren waited until

morning to track his prize. He found the elk 40 yards from his last point of contact, and though it had succumbed to the arrows, it was no less impressive.

In fact, the bull measured out at more than 412" gross – the biggest bull taken in Montana in 2012 under those conditions.

For Jared Bloomgren, playing his cards correctly paid off with a winning hand – the incredible Royal Flush.

Gietzen set off in his singleengine Mooney airplane from his home in Minot, North Dakota, on a three-hour trip to Calgary, Alberta. On a trip in which his wife would normally accompany him, this time he rode solo. Even as floodwaters receded from Calgary, he safely landed his plane with one goal in mind: first place.

As a full-time sheep shearer for more than 30 years (he also works as an apprentice at Huizenga Electric in Minot), Gietzen tried to approach competition days like any other workday. But as he entered the arena on the morning of the first day of competition, he had a feeling that this competition would be one to remember.

With more than 30 professionals in the field, Gietzen knew his speed

would have to be swift and his workmanship sharp. After all, in his 50s, he was one of the oldest competitors by about 15 to 20 years.

After each round, competitors were scored by a combination of time and workmanship, and then ranked. Early on, Gietzen quickly got a good feel of which combs and patterns were working best on the Canadian sheep and how the judges were scoring. At this event, the judges were valuing workmanship over speed, which played right into Gietzen’s favor. He was quick, but his workmanship was what set him apart.

Every two hours or so, Gietzen was shearing groups of three or four sheep at a rapid pace of one-and-a-half minutes per sheep. He was off to a great start and remained in the top Continued on page 42 

Continued from page 41

eight throughout the day, reaching as high as second.

On the second and final day of competition, Gietzen entered the arena in the morning feeling confident. He was in the top group of shearers, but not leading, and it was just where he wanted to be – escaping the pressure that comes with holding on to first place. With the field narrowing, Gietzen was holding steady, ranked second going into the semifinals. He and three competitors – a Canadian and two Australians – were now challenged to shear eight sheep per round. Despite the amount of physical stamina and

mental focus it takes to shear, Gietzen made it look easy. Every competitor was pushing their hardest for a chance at the title, but once again Gietzen held his rank in second place and earned a spot in the final.

In the final, Gietzen would go head-to-head with a significantly younger Australian man. It was an interesting contrast in styles as the final began, and the round was over in a little more than 12 minutes. Gietzen heard each time a gate opened on his competitor’s side and knew that he was slightly behind in time, but it didn’t bother him – he felt that he had done what he needed to in order to

win. The judges deliberated, then announced that Gietzen’s instincts were correct – he had won the championship! With cheers from a crowd of more than 200, Gietzen felt redeemed and proudly accepted the championship award.

For Gietzen, the validation of being a champion made the trip worth it. He celebrated that evening with a banquetstyle meal with his fellow competitors, but was quick to head back to Minot the next day. After all, there were more sheep to be sheared at home.

Share your own outdoor adventure at

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MEET THE DSG TEAM |

An Interview With Melissa Lunak,

Director Of Human Resources Q – HR teams typically work internally. How do

you contribute to customer success at DSG? A – Part of my job is to make sure that employee

owners have the power and the resources to be

their best; to make sure that they have a good

balance between work and life. When employees

are treated well, they reciprocate that positive

treatment to their customers.

I’m not quick to judge, and I make sure I get all of the facts before I make a decision.

Q – What’s one thing you do when you get

some time off?

A – I have a son and a daughter who both play

hockey, so my free time gets devoted to the

ice – at least in the colder months, that is.

Q – You recently joined DSG (in 2013), taking

over for Neil Smith. How has he prepared

you for this role at DSG?

Q – Industrial distribution is a male-dominated

industry. How do you handle being a

woman in a man’s world?

A – Neil has been a great resource, and he’s still on

the board of directors, so I know where to find

him if I need him.

A – I don’t even think twice about it. I look at

every person as a person and as someone

that I can learn from. I believe that if

someone has a problem with me being a

woman, that’s not my issue; it’s theirs.

Besides, the employee owners and customers

I’ve interacted with so far at DSG have been

nothing but respectful and professional.

Q – What’s something that readers would be

surprised to know about you?

A – I used to work for a utility cooperative, and

there were times when I would go out in the

field and stake in electrical lines. I have my

own hard hat and everything.

Q – What’s your biggest strength when it

comes to your job?

A – I have the capability to listen with openness.

Q – DSG customers love the outdoors.

Do you share that fondness?

A – I do – especially waterskiing!

Reap The Rewards Of

High Performance And Low Maintenance With Hersey Meters From Mueller Systems.

All Hersey meters comply with ANSI/AWWA Standard C700, plus they feature: • A permanently sealed register with a unique seal and heat-treated glass that eliminates dirt, moisture infiltration and lens fogging.

• An integral tamper-proof locking feature that protects the register.

• A powerful design that provides long service life with virtually no maintenance required.

• Compatibility with the Mueller System TruRead® Remote Visual Read Counter, which provides remote, on-demand reading capabilities, making reading hard-to-access meters easy and convenient.

Ask your DSG representative about one of these Hersey meters today: • 400 Series IIS Magnetic Drive Positive Displacement Disc Meters • 420 Series Composite PD Meters • 420 Series Bronze PD Meters • 500 Series IIS Magnetic Drive Positive Displacement Disc Meters • 500 Series DI Magnetic Drive Positive Displacement Disc Meters

A Solid Foundation

Of Service

Matt Willis

Jon Bradley

The more things change, the more they stay the same. It’s an old saying for sure, but it’s also very true – especially for DSG’s Metering Technology Segment. It’s changing and growing in powerful new ways, but most things are still the same – like the dedication of its people, the service it provides and the peace of mind that customers have come to expect from working with DSG. If there’s one constant that stands out in DSG’s Metering Technology Segment, it is its technical support. Led by longtime Technical Support Specialist Matt Willis, DSG has earned a reputation among customers for going above and beyond its service after the sale. “We go on-site to install the software and train our customers on how to use the system,” says Willis.

“It’s important to us that our customers feel comfortable with using the system, and that they are using it to its maximum potential. We don’t worry about how long it takes – we just want to make sure to answer all of their questions and address all of their needs.”

When it comes to metering products, Itron is another constant in DSG’s Metering Technology Segment. A global leader in metering systems for water, electric and gas, Itron has been a staple solution for

DSG since the beginning.

In addition to Itron, DSG has developed a new partnership with Mueller Systems/Hersey Meters, whose water meters are a great fit for DSG. Unlike DSG’s steadfast commitment to service, the technology involved with metering has continued to change. “What’s driving the industry is the software and radio technology,” says Jon Bradley, who heads up DSG’s Metering Technology Segment.

“Systems are becoming more high tech, and as a result, we’re seeing our customers’ I.T. departments become more involved.”

To address the evolution of the industry, DSG has welcomed three new faces to its sales team, all of whom have a high comfort level with the rapid evolution Jason Kendrick, Burnsville

of technology. Account Manager Brad Simms brings with him nearly 20 years of experience in the communications and information technology industries. Jason Kendrick spent more than 10 years in electronics sales. Chet Bente has nearly 20 years of successful experience in sales as well.

In spite of industry advancements and a few changes at DSG, one thing has stayed the same: DSG’s Metering Technology Segment is as strong and dependable as ever.

Brad Simms, Burnsville

Burnsville

Chet Bente, La Crosse

La Crosse

GROW YOUR BUSINESS |

FIVE-STAR

Profit-Building Tips

For Contractors Innovative ways to cut costs and increase sales – proven to work by contractors across the country.

46

Connections | SPRING 2014

www.dakotasupplygroup.com

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It’s not only a way to earn an extra salary, but also a great way to get in front of and recruit promising new talent. Plus, you might be surprised how personally rewarding teaching a class will be. You can start by contacting a trade school in your area to see what opportunities are available.

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Clover-leafing Clover-leafing is when you leave promotional materials, such as door hangers or brochures, throughout neighborhoods where you recently completed work. These promotional materials inform recipients that you recently completed repairs or service work at their neighbor’s home and invite them to ask your customer about the quality of work performed. Just make sure you get permission from your customer before you use this strategy.

Turn your business card into a sales brochure A business card can become much more when you add a creative headline and an eye-catching graphic.

Use a two-sided business card to include a list of services or even a coupon. You can use your business card in countless situations where a traditional brochure might be inappropriate. Plus, business cards are less expensive than brochures.

Be a joiner Most people prefer to do business with people they know. By joining a club, charity, civic group or other organization, you’ll have a great chance to network with new people and spread the word about your business in a low-key, casual setting. You can also sponsor a sporting event or hold free how-to events to increase visibility of your business in your community.

For more profit-building tips, check out Profit University, brought to you by Grandy & Associates.

Taken from the 101 Five-Star Profit-Building Tips From Actual Contractors by Jim Olsztynski, courtesy of Grandy & Associates’ Profit University.

47

NEWS WIRE |

DSG Has 10

NLC All-Stars The National Association of Electrical Distributors (NAED) recently honored 10 DSG employee owners as NLC All-Stars for their outstanding training accomplishments in 2013. According to NAED, NLC All-Stars are an elite group of the top individuals (out of thousands who participated in NAED’s Learning Center) who have completed the most number of NAED Learning Center courses or training hours.

Those recognized completed their extensive training either as part of NAED’s Electrical Products Education Course (EPEC) program or DSG’s Sales Reach and Educate Associate Development Initiative (READI) program. While most of the employee owners have completed their training in these programs, continuing education at DSG is just that – continuing. As Sam Hellekson, NAED NLC All-Star and inside sales associate at DSG Bismarck, puts it, “When you work in an industry where there’s a constant influx of new products and technology, you never stop learning – and you shouldn’t.”

NAED Learning Center is a web-based learning program for professionals within the electrical industry. NAED is a national, nonprofit organization with members operating in more than 4,400 locations internationally.

Chad Baumgartner

Cindy Schimetz

Justin Flaten

Jay Svir

Mike Grossman

Tanner Trosen

Sam Hellekson

Tavis Trosen

Jeremy Kniffin

Tim Ward

Congratulations to these 10 employee owners for their

outstanding training achievement!

48

MEET THE DSG TEAM |

Dave Nelson |

DSG Account Manager

What do sound mixing and the utility industry have in common? They are both significant parts of DSG Account Manager Dave Nelson’s life.

Dave Nelson joined DSG in early 2014 as an account manager for the Utility Segment, and he serves customers in Iowa and southern Minnesota. He was brought on board to play an important role in DSG’s new partnership with GE, an agreement that designates DSG as a focused distributor of GE utility products throughout the state of Iowa.

With more than 20 years of experience in the utility industry, Nelson grew up with the trade industries. “My dad was a building contractor, so I was always learning from him,” says Nelson. “I even worked as his assistant after college. Looking back, it gave me a great understanding of not only what’s important to our customers, but why it’s important to them.”

Working with his father wasn’t the only thing Nelson was doing after college. He was also mixing audio for the Dale Warland Singers, a Grammy-nominated, internationally renowned choral group led by American conductor and composer Dale Warland.

When he was in high school, Nelson married his passion for electronics with music, spending much of his free time building

www.dakotasupplygroup.com

speaker boxes in his garage (he also played a number of instruments, including the trumpet and violin). This eventually led to a friendship with the choral group’s pianist, who introduced Nelson to the idea of sound mixing. “That was a great experience for me,” Nelson says, “and a part of my life that I’m very proud of.”

Just as Nelson takes pride in his contributions to the Dale Warland Singers, he’s proud to now be a part of the DSG team, and he’s looking forward to amplifying the success of his customers.

SPRING 2014 | connections

49

NEWS WIRE |

MDM Supply Recognizes

Two Employees With Annual Awards 2013 proved to be a great year for Jeff Mazurek and Brian Robinson, two employee owners from MDM Supply (a division of DSG) who showed outstanding drive and customer service.

Jeff Mazurek

Recipient of the MDM Supply Salesman Of The Year Award – Helena, Montana

Jeff Mazurek has been working for MDM Supply since 2008. He has a business degree from the University of Montana, and to anyone who knows him, it’s no surprise that he took home the Salesman of the Year award. However, it was a surprise to Mazurek. “I honestly don’t pay attention to sales in that way,” he says.

“I just like to focus my attention on making my customers happy and building relationships with new customers.” When asked what contributed to his success in 2013, Mazurek is quick to bring attention to his fellow employee owners. “Everyone throughout all of the branches works together,” he says. “I’m thankful for the help I get from the other sales team members and our product specialists.”

Brian Robinson

Recipient of the MDM Supply Zero To Hero Award – Missoula, Montana

Throughout the 17 years that Brian Robinson has worked for MDM Supply, he has earned a reputation as a leading member of the MDM Supply sales team, and 2013 was one of his best years yet. For his achievements in bringing aboard new customers and growing the business of smaller, existing customers, he was recognized at the 2014 MDM Supply sales meeting. Much of Robinson’s achievements can be credited to the introduction of HVAC products to MDM Supply, which brought in a number of new opportunities. When asked how he felt about the award, his answer was thought-provoking. “I was relieved,” Robinson says. “My job isn’t about me, it’s about helping my customers.

Receiving this award meant that I’m doing my job correctly – that I’m bringing new options and solutions to our customers and helping them find ways to take their businesses to the next level.”

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Connections | SPRING 2014

www.dakotasupplygroup.com

NEWS WIRE | Beyond Control Panels:

DSG’s Automation Team Recognized Nationally For Extraordinary Service John DeYonge has a unique job description: He makes things better. From machine operation to manufacturing processes, from the automated control of equipment to the remote monitoring of critical operations, DeYonge is tasked with improving the efficiency and safety of industry itself. He’s a project manager for DSG’s Automation Segment. He and a team of highly skilled technicians build custom control panel solutions for DSG customers. These panels help to automate and manage virtually every part of a mechanized process, but the value that DSG’s Automation Segment provides to its customers doesn’t stop at these impressive controls.

The main hub of the Automation Segment is a UL508 certified panel shop. Here, the DSG team has the tools and resources it needs to tailor solutions not only to a customer’s specifications, but also to their timetable, their budget and any unique requirements they may have. In 2013, DSG expanded its panel shop, adding on a 20' x 40' addition to its existing 40' x 50' space.

In doing so, the panel shop has nearly doubled its capacity. Furthermore, DSG installed an overhead crane system operated on rails, allowing DSG’s technicians to move panels more easily through the shop.

“The extra room gives us the space we need to construct our panels faster,” says DeYonge, “and the crane allows us to work on taller panels. With these improvements, there are very few projects that we can’t tackle for our customers. Even when

www.dakotasupplygroup.com

DSG’s UL508 panel shop in Sioux Falls, S.D.

they have a complex or challenging system to control or automate, this shop has the people and the tools to build an innovative solution.”

Working within DSG’s panel shop is an expert team of technicians and engineers with a singular focus: to ensure customer success with each project they undertake. “Our customers are never on their own when they work with us,” says DeYonge. “We back up every panel we build with support before, during and after installation.” One example of how DSG does this is by developing and implementing maintenance agreements to help customers ensure that their panels and equipment are operating to their fullest potential, and that critical parts are taken care of. These service agreements are customized to maximize the success of each unique system.

While customers often recommend DSG’s automation team to their peers, Schneider Electric recently recognized the group on an even larger scale. DSG was honored by Schneider Electric as the 2013 Drives Level Distributor of the Year.

This distinction means that DSG best exemplified Schneider Electric’s key values: a passion for the automation and control business, the pursuit of new ideas, and a commitment to innovative ways of helping to solve customer problems.

From the panel shop to the people to the products, DSG’s Automation Segment is showing customers that control panels are just the beginning – which begs the question, what job can DSG improve for you?

SPRING 2014 | connections

51

North Dakota: Divisions of DS G

Bismarck (800) 363-7112 Bismarck Waterworks (855) 337-9258 Dickinson (855) 245-2098 Fargo (800) 437-4702 Fargo Water Equipment (800) 342-4676 Grand Forks (800) 633-2211 Minot (800) 472-2145 Williston (800) 637-0170

South Dakota:

Aberdeen (800) 660-5532 Mitchell (800) 660-5534 Pierre (800) 660-5537 Rapid City (800) 660-5538 Sioux Falls (800) 540-8215 Sioux Falls Waterworks (800) 660-5531

Minnesota:

Alexandria (800) 345-0094 Bemidji (866) 506-0280 Burnsville (800) 325-0514 St. Paul (800) 652-9784

Wisconsin:

La Crosse (800) 279-2726 Madison (877) 252-8739 New Berlin (800) 783-5835 Plover (800) 472-1661 Rice Lake (800) 962-2759

Montana:

Billings (406) 696-0775 Bozeman (800) 416-0005 Helena (800) 697-0005 Kalispell (800) 949-0005 Missoula (888) 865-0005

Kalispell Missoula

Helena

Minot Williston Grand Forks Dickinson FARGO Bismarck

Bozeman Billings

ID

Aberdeen Rapid City

Pierre Mitchell Sioux Falls

Bemidji Alexandria St. Paul Burnsville

Rice Lake Plover La Crosse New Berlin Madison

www.dakotasupplygroup.com UT CO

DSG W.A. Roosevelt MDM Supply Corporate Office

www.waroosevelt.com | www.mdmsupply.com | www.fgoh2o.com