Connections 2016 - Issue 1 by Dakota Supply Group

5 Tools To Make Work Easier 2016 – ISSUE 1

CONNECTIONS

The Music Is

THE INTERNET OF THINGS: Get Ready For A “Smarter” World

RAISES:

What Method Is Right For You?

GIRL POWER

BUILDING THE FUTURE OF THE TRADES

sue

ON THE COVER |

GETTING SMART ABOUT THE INTERNET OF THINGS

Learn more about what the Internet of Things is, how it’s making its way into the trades and why contractors should be ready for a “smarter” world.

GIRL POWER

Read about how women in the trades are making advances and helping to build a diverse future that is better for everyone.

TURN IT UP: GREATEST HITS MUSIC SURVEY

Check out the results of the 2016 DSG music survey and see how your musical preferences compare to the DSG team. Plus, read about some musically gifted DSG employee owners and see which songs made the Bottom 10 list.

DSG:

Server

6 M REATES USI C S T HITS URV EY

201

Internet

18 Online Content

TOOL TRENDS Check out five tools that make work easier and jobs

more efficient.

RAISING QUESTIONS What is the best way to give raises to your team? This article

Driver

offers some helpful advice.

PROFILES | HEADLINES

WATERSENSE CONTINUES TO MAKE GOOD SENSE FOR PLUMBERS AND CONTRACTORS The Environmental Protection Agency’s WaterSense program

LED

is leading the charge in resource conservation, and it continues to gather support from those in the trade industries.

LIFI: THE FUTURE OF WIRELESS COMMUNICATION IS BRIGHT Check out how researchers are using LED lighting in a whole new

Sensor Receiver Processing Hardware App Data

way – to transmit data with a high-speed internet connection!

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CONNECTIONS | 2016 – ISSUE 1

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PLASTIC SHOWS POTENTIAL FOR SEPTIC SYSTEMS Infiltrator Water Technologies is changing the game when it comes to the

construction, transportation and installation of septic systems.

DSG CONNECT ENERGIZES BACK-OFFICE PRODUCTIVITY

See how the robust back-office management tools of DSG’s new eCommerce system can make many jobs in the trade industries a lot easier.

42 CONNECT .COM

FIXTURES |

Editorial Crank It Up – Tom Rosendahl ........................................................................4

The Power Of We At DSG Panel Shop ...................................................................................................5

Meet The DSG Team Jase Rosendahl – Branch Manager...................................................................9 Laura Potter – Branch Manager.................................................................... 47

Job Site Healthier Employees Can Help Your Business Thrive......................................... 14 Putting A Stop To Workplace Bullying ............................................................ 22

Grow Your Business GPS Makes It To The Big Leagues ................................................................. 10 Collections: Smoothing Out A Rough Job ......................................................... 34 The Art Of Delegating ................................................................................. 44

Recommended Reading “QBQ!: The Question Behind The Question”................................................... 13

EDITORIAL |

Crank It Up It would be hard to find a topic on this earth and ideas – to ensure that you give your own that is as subjective as music. Everyone’s taste is customers exactly what they are looking for, even different, and while I might love classic rock and a if they don’t know it yet. little bit of country, you might like heavy metal Those of us who have experienced a lot of or folk music or rap. That’s the beauty of windshield time in our careers have inevitably music – there’s something for everyone, been on a long road trip and entered no matter how old you are or where radio “no man’s land,” where you you grew up. can pick up only one station, and If tools and parts were it plays music you hate. If you songs, DSG would be the don’t have a CD on hand best radio station on the (you probably should have planet. There’s something bought one at the truck for almost every kind of stop checkout with your tradesperson – tens of beef jerky), you’re in for a thousands of products long trip. Don’t settle for and services ready to make a distributor that’s stuck on your job easier. But with one station. At DSG, your all of those choices, how can success comes first, and that you find the best part for your means we’re always playing Tom Rosendahl project? Just like great radio your tune. DSG PRESIDENT stations have experienced DJs If you’re curious about who choose the best music and what kind of music we like track down your requests, DSG’s team of experts here at DSG, I urge you to look over the results will get you exactly what you need to help your of our employee owner music survey included in job succeed. this issue of Connections. You’ll see that we are a But that’s just the Top 40. Ever heard of the diverse group of music lovers! Some of our picks Heatseekers chart? It’s a list of the hottest songs will make you cheer, while others may have you and bands that are up and coming – new music scratching your head. Tell your DSG rep which that you may not have heard but that you are sure picks you are on board with and which ones you to love once you do. Here at DSG, we constantly are not. You may not agree on everything, but the track down the newest hits – the latest technology conversation is sure to be a lot of fun.

CONNECTIONS | 2016 – ISSUE 1

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THE POWER OF WE AT DSG |

...

DSG’s Automation Trailer

DSG’s Power Of We philosophy is something that many customers have experienced; they just might not have known that it has a name. This companywide ideology is about making sure that interactions with customers are meaningful encounters, rather than simply sales transactions. It’s about DSG employee owners going above and beyond when working with customers to help their businesses succeed. To see this philosophy in action, look no further than DSG’s Panel Shop. While this department may be one of the company’s best-kept secrets, the team’s commitment to The Power Of We is clear for everyone to see. The DSG Panel Shop is located in Sioux Falls, South Dakota, but it serves all of DSG country. For more than 50 years, the Panel Shop has been building custom control panels and automated solutions for a wide range of industries. It’s classified with a UL508A and UL698 rating. When they’re not busy building custom panels, the team is living and breathing The Power Of We. “We like to think of ourselves as a tool in our customers’ toolboxes,” says John DeYonge, who WWW.DAKOTASUPPLYGROUP.COM

Panel Shop has worked at DSG since 2007. “Like a drill or a hammer, we are here whenever they need us, and our purpose is to help them get their projects done successfully.” In order to help DSG projects succeed, the Panel Shop team works closely with both customers and end users (often in an industrial, water, wastewater, manufacturing or agricultural setting), meeting with them onsite to identify the scope of work and gain a thorough understanding of the application of their work. “It’s a unique situation,” says DeYonge, “where we work with our customers’ customers. It takes a lot of the guesswork out of the experience for everyone involved.” The Panel Shop also offers “drive startups” to its customers, in which the DSG drives startup expert goes out and certifies a drive in its application in order to add to the factory warranty of a product. Customer training and education are two more of the Panel Shop’s specialties. “Our drive training allows both customers and users to get comfortable with the equipment,” says DeYonge. “We’re not only providing a product but a comfort factor as well.” Finally, the Panel Shop has its own automation trailer, packed with products that customers can see up close. “It’s a great way to provide examples of the solutions we can implement,” says DeYonge. “It really helps to get the creative juices flowing.” While the Panel Shop works daily with electricity, it is The Power Of We that truly energizes this team’s results.

2016 – ISSUE 1 | CONNECTIONS

GETTING SMART ABOUT THE INTERNET OF THINGS

Imagine a world where your alarm clock can talk. When it wakes up, it yells down to your coffee pot in the kitchen, instructing it to brew a cup of coffee. You get showered and dressed, and by the time you’re ready to leave, you have a delicious cup of coffee waiting for you. Now imagine that you step outside, get in your car and head out on your normal commute to work – but there’s been an accident. Traffic is starting to pile up. A traffic signal loudly shouts to your car, warning it of the upcoming congestion. Your car then sends a text message to your boss, letting him know that you’re going to be late. This is a world where everything talks to everything else, and it’s not so imaginary. In fact, it’s becoming reality, and experts have dubbed it the “Internet of Things.”

The Internet of Things is described as the network of physical objects – whether they be devices, appliances, vehicles, buildings, people, etc. – that are embedded with network connectivity (software, sensors, etc.) that enables the objects to transmit data about themselves and other objects. Made possible by ubiquitous Wi-Fi coverage and falling broadband prices, today there are about 5 billion “things” that are connected to the Internet, and researchers predict that by 2020, this number will be closer to 25 billion. The Internet of Things has already found its way into the trades. Take, for example, Wi-Fi thermostats like Honeywell’s Wi-Fi 9000. It allows users to adjust their heating and cooling controls from a smartphone whether they are home or not. Tool manufacturers have also joined the revolution. Milwaukee’s ONE-KEY™ program, through which power tools sync wirelessly to an app, lets users control the settings of the tools and transmit usage data between the job site and the back office. Trade professionals will only see more and more equipment becoming part of the Internet of Things. On a much grander scale, the Internet of Things will most likely mean the birth of “smart cities.” These “smart cities” will include advances like roads that send warning messages and reroute traffic according to climate situations and traffic jams, or buildings that monitor conditions and alert owners to potential repairs. These “smart cities” will require infrastructure to be either rebuilt or retrofitted, and that means new opportunities for contractors and other building professionals.

SMART THINGS

Here are four interesting examples of the Internet of Things that already exist today. BRK ONELINK WI-FI SMOKE/CO ALARM This combo smoke and carbon monoxide detector identifies and alerts homeowners of a smoke or CO emergency even when no one is home. It’s Wi-Fi and Bluetooth enabled to let users remotely test and silence alarms via an iPhone or iPad. The system will even talk back, letting users know what and where the danger is. POLO TECH SHIRT This athletic shirt from Ralph Lauren utilizes cutting-edge silver fibers woven directly into the fabric to stream biometrics such as heart rate and energy output to an iPhone or AppleWatch. WEMO SWITCH SMART PLUG This smart item plugs into a regular outlet and accepts a power cord from any other device. It can then be used to turn the device on or off from your smartphone. ROOST BATTERIES These 9-volt batteries include Wi-Fi compatibility, allowing the battery to communicate with a smartphone app to alert users when a smoke alarm sounds or if the batteries are running low.

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2016 – ISSUE 1 | CONNECTIONS

Continued from page 7

It can also mean a safer place to live. For example, take the tragic collapse of the I-35W bridge in Minneapolis, Minnesota, in 2007. Steel plates in the bridge weren’t able to handle the bridge’s load, and it ultimately collapsed, killing a dozen people. Now, imagine that a bridge is made with “smart” cement – cement that contains sensors that monitor stresses, cracks and loads. This cement could communicate with a computer and alert city engineers to fix problems before they become tragedies. Think about if there was ice on the bridge. The same sensors used to monitor the bridge’s health could also detect weather conditions and communicate them with motorists in the area, asking them to slow down. The Internet of Things presents many opportunities, but as with anything new, there are some concerns as well, mainly with security and potential job replacement. Some say that automation could render human workers obsolete. However, according to experts in

CONNECTIONS | 2016 – ISSUE 1

the electrical industry, including leaders from Schneider Electric, Legrand and Phillips, it will have just the opposite effect, creating millions of job opportunities worldwide. Security and privacy seem to be the more pressing issues. With exposure to Internet connectivity, could a hacker reprogram your smart car or washing machine? These are legitimate concerns, but engineers and computer programmers are hard at work addressing them. Just as online banking made the flow of money more efficient, the benefits promised by the Internet of Things may very well outweigh the concerns it presents. One way or the other, it seems that the Internet of Things is the shape of things to come. Sources: http://www.forbes.com/sites jacobmorgan/2014/ 05/13/simple-explanation-internet-things-that-anyone-canunderstand/#669ffafd6828; http://www.wired.com/insights/2014/11/ the-internet-of-things-bigger/; http://www.fdcpa.com/ Construction/1015Construction-the-internet-of-things-iot.htm; http:// www.electricalcontractingnews.co.uk/index.php/home-3/2238internet-of-things-will-create-millions-of-job-opportunities.

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MEET THE DSG TEAM |

AN INTERVIEW WITH JASE ROSENDAHL,

BRANCH MANAGER – AUSTIN, ROCHESTER, WINONA Jase Rosendahl has worked for DSG since 2010. He has served in a variety of positions, including the warehouse team at the Grand Forks branch, city desk and inside sales at the Bismarck branch and most recently in outside sales at DSG Bemidji.

Q – What was going through your mind when DSG named you the branch manager?

Q – What is some advice you can offer DSG customers?

A – I was ecstatic! I have always looked to advance my career in any way I can. When the opportunity of being a branch manager presented itself, in a great location, I knew it would be a great fit!

A – I always encourage customers to be open with us. Our best partners are those who give us feedback, whether it’s positive or constructive. That way we can always keep improving.

Q – You’ve worked in a lot of different roles at DSG; which role prepared you the most to be branch manager?

Q – You’ll be busy as branch manager. What’s something that you’re looking forward to when you have some free time?

A – I wouldn’t pin any one role as the most influential, as they have all exposed me to so many aspects of the business. The experience I’ve gained collectively, working at different branches in different cities with different managers, has provided me with a well-rounded perspective on how to help our customers succeed.

A – There are a lot of nice golf courses in southern Minnesota, so I’m looking forward to trying them out.

Q – Throughout your career, who is someone who has given you great advice, and what’s the best advice they gave you? A – Mike Tupa and Ryan Tracy are two guys that I grew up knowing, and I’ve always looked up to them. Wayne Trosen has also been an invaluable mentor to me. He would always tell me to just be me, and “don’t ever think you’re done learning.”

Q – What’s your favorite place so far to grab a bite to eat in Austin, Rochester or Winona? A – The Half Barrel in Rochester is good. I think they have something like 300 different kinds of whiskey. Q – If you could travel anywhere, where would you go? A – Probably skiing in the Swiss Alps.

GROW YOUR BUSINESS |

GPS

Makes It To The Big Leagues When you watch an NFL game, you’re watching one of the most elaborate, accurate and fascinating uses of GPS employee-tracking in the technology’s short history. GPS stands for global positioning system, and it has become shorthand for several technologies that allow us to track the movement of vehicles, cell phones and even people using a combination of microchip transmitters and satellites. On Sunday afternoons in the fall, each NFL player has a microchip built into his shoulder pads, allowing for the league to glean hundreds, if not thousands, of metrics from each game: How fast does the player run? When was he in position or out of position? Did the receiver run his route properly? Data is accurate to within six inches! Every week the NFL uses GPS to harvest data from its games in order to improve its overall product for its fans.

If pro football teams can use this technology to improve their businesses, how much more powerful could GPS tracking be for contractors whose billing depends on how their employees use their time? A study by The Aberdeen Group, a respected business intelligence company, found the following: • Once they employ location tracking, companies average a 13 percent reduction in fuel costs • Likewise, companies that employ GPS average a 13 percent reduction in overtime costs

• Travel time is reduced by nearly 15 percent

• Service profitability can be improved by as much as 12 percent

“With GPS tracking, you can know exactly when your crew arrives at a job site and when they leave,” says Paul Haen, owner, business manager and GPS Fleet Services sales consultant for Stone’s Mobile Radio in Grand Forks, North Dakota. “Even if you’re off by just 15 minutes a day, that loss of time is significant over the course of a year." FINDING YOUR WAY WITH GPS Some contractors are employing GPS technology in vehicles, while others are using cell phones. There are plenty of options available, and the costs of such service are becoming more and more affordable. However, deploying GPS to your fleet and your team for the first time requires a lot more than just microchips and satellites. It takes diplomacy. Initially, your team may be wary of the technology, concerned about the possibility of “Big Brother” watching their every move. However, once everyone has a chance to think about the benefits – improved billing, increased workload fairness – and consider that GPS is no different than giving their manager a ride to the work site, GPS systems soon become just another part of the job. If workers are filling out their time sheets honestly, then GPS is a beneficial tool. If they are not, then GPS can save a business hundreds, if not thousands, of dollars each year. The key to smooth implementation, experts agree, is good communication. Spell out the details of your location tracking policy in a written document that every employee gets to read. Then have employees sign a form giving the company written permission to use GPS tracking on them when they are at work. Finally, be clear about how and when GPS technology is being used. For example, mandate that GPS will be switched off after the workday is done and on the weekends.

By putting these policies in writing, you can put employees’ minds at ease that nobody is tracking them when they are away from work, and that information is not being misused. IS GPS RIGHT FOR YOU? As you decide whether to try GPS tracking in your business, here are a few things to consider. First, how many vehicles and/or crews do you have? A company with two trucks will not benefit as much as one with six, obviously. Next, do you have someone who can take charge of checking the data that your tracking system produces? This doesn’t call for any great technical skill (most often it is simply a matter of logging in and checking a few figures), nor is it especially time consuming. It just needs to be a part of somebody’s job so that it doesn’t slip through the cracks. Lastly, who is going to prepare the paperwork describing the service and its related policies? This is an important step that you will not want to skip. If you decide to try out location tracking, a quick Google search for “GPS fleet tracking” will give you plenty of options for companies in your area that can help you with outfitting your vehicles or your people. Compare prices and compare services, but don’t look at the initial investment without considering the long-term benefits. “The savings in gas consumption alone are huge,” says Haen. “When people know their driving is being tracked, they stick to where they’re supposed to be and don’t drive when they’re not supposed to.” GPS tracking – if it’s good enough for your favorite football team, it could be a powerful addition to your business. Sources: http://bostonglobaltracking.com/2012/11/09/new-studyverifies-value-of-gps-fleet-tracking/; http://www.buzzfeed.com/ brendanklinkenberg/heres-the-nfls-blisteringly-accurate-new-way-totrack-player#.jaQX8emBGD; https://enewsletters.constructionexec. com/techtrends/2014/09/avoid-legal-claims-when-monitoringemployees-with-gps-technologies/

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recommended

READING

Reviews of great books for small-business owners

QBQ!

The Question Behind the Question® By John G. Miller A short description on this book’s jacket does a good job of summing up its core concept: Practicing personal accountability at work and in life. However, don’t let the serious tone of this sentence give you the impression that this is one of those dusty old management books filled with holier-than-thou lectures. In fact, Miller’s easy-to-read book is both refreshing and enlightening, playfully recounting stories from the author’s career while simultaneously offering us insight into the idea that only we can truly change the situations we find ourselves in. Specifically, Miller encourages us to stop asking what he calls IQs or “incorrect questions.” We tend to ask these IQs when we find ourselves in stressful situations. They often start with the words why, who and when. Examples might include queries such as “Why do I have to do everything around

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here?” or “When is management going to address this situation?” These types of questions are easy to ask because they act to externalize responsibility. Everything is always somebody else’s fault. These types of questions allow us to play the victim but never really solve any problems. Instead, Miller recommends that we look deeper into the challenge we are facing and ask the questions behind the questions, or QBQs. These almost always start with “What” or “How” and contain the word “I.” Finally, QBQs focus on action. A good example might be this: “What can I do?” You see, the difference is that we can’t personally answer an IQ, but we are always directly in control of the answer to a QBQ. “Why is the service truck always such a mess?” You may be able to answer this IQ, but it still won’t solve the problem. The service truck will still be a mess.

Take personal accountability for the issue, ask a QBQ and a true solution presents itself. QBQ: “What can I do about the service truck being a mess?” Answer: “I can organize a schedule for each of the techs to tidy up on a specific day of the week, and I will take the first day.” That kind of problem solving is what happens when empowered workers ask the questions behind the questions. Pick up QBQ: The Question Behind the Question and find out for yourself. It’s only 123 pages long, and you can read the whole book in about an hour. It will be time well spent, and you’ll find that it will give you a fresh perspective on many of the challenges you face every day in your job. QBQ: The Question Behind the Question is published by TarcherPerigree and is available at most bookstores and online at www.qbq.com.

2016 – ISSUE 1 | CONNECTIONS

JOB SITE |

HEALTHIER EMPLOYEES Can Help Your Business Thrive When we talk about the well-being of employees at work, especially in the trades, it almost always

has to do with safety: Make sure employees are following the proper OSHA standards and mandates. Make sure employees are wearing their personal protection equipment. Make sure you hold regular meetings to discuss safety procedures. While businesses in the trade industries hold safety in very high regard – and rightfully so – we don’t always recognize that the overall health of employees is important as well.

Many may argue that an adult’s health is their own responsibility, but it’s hard to ignore the impact that an employee’s overall health has on their productivity and ultimately, the company’s bottom line. Think about obesity, a health issue that affects nearly 40 percent of adults in the U.S. and a little over 24 percent of our workforce. Obesity and other chronic diseases are some of the most common – and most costly – of all health problems for employers. Obese workers file twice the number of workers’ compensation claims, have seven times higher medical costs from the claims, and lose 13 times more days of work from work injury or work illness than other workers. It’s statistics like these that have more and more business owners taking an interest in making the workplace a setting that offers opportunities for better health. Specifically, businesses are implementing what’s called a corporate wellness program.

Working Out At Work

An analysis by the RAND Corporation found that half of all organizations with 50 or more employees have corporate wellness programs. Social media giant Twitter offers onsite

14 CONNECTIONS | 2016 – ISSUE 1

yoga, Pilates and Crossfit classes, as well as massages and acupuncture sessions for its crew. Progressive Insurance offers Weight Watchers reimbursement programs, boot camps and a smoking cessation program. While offering an onsite gym or a free massage may seem a bit out of touch for all but the largest companies, there are a number of things that small-business owners can do to encourage a healthier workforce: • Offer free gym memberships as part of your benefits package, or reach out to a local gym to negotiate a discounted group rate. • Have your team spend 10 minutes each morning doing calisthenics to loosen up and stretch their muscles. • Offer healthy snacks, such as fresh vegetables, granola bars, yogurt and mixed nuts, in your break room. • During the warmer months, conduct regularly scheduled meetings outside on a walk. • Provide free health screenings and offer free flu shots. • Provide free nicotine patches to those who want to quit smoking.

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• Host a weekly or monthly potluck or crew lunch in which everyone brings a healthy dish. • Provide secure bicycle parking to encourage employees to ride their bikes to work. • Sponsor workers in fitness competitions and races, paying part or all of their entry fees. • Start a softball or sand volleyball team that is made up of employees and sponsored by your business. • Put out bottles of hand sanitizer to slow down the spread of germs. Owners should reach out to their teams for input, too. An employer’s interests and methods of staying healthy might differ significantly from those of their employees, and it will be easier to get crew members on board if it’s something they enjoy doing.

Healthy Results

While it’s challenging to prove definitively that corporate wellness programs improve employees’ health – or consequently, boost profits, the majority of participating businesses do believe they

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have a positive impact. A survey by Kaiser found that 71 percent of all firms think such programs are “very” or “somewhat” effective. According to the Institute for Healthcare Consumerism, companies that implemented a wellness program experienced a 28 percent reduction in employees calling in sick. Furthermore, OSHA reports that for every $1 invested in workplace safety and health, employers see a $4 to $6 return. In other words, there is a lot of upside to keeping employees healthy. It makes sense. The fewer workers who are sick, the more work that can get done. And with ever-increasing workloads for the trade industries, it’s more important than ever before to have everyone available to contribute. Sources: http://www.entrepreneur.com/article/226041; http://www. entrepreneur.com/article/243093; http://www.cbsnews.com/news/8creative-ways-to-keep-your-staff-healthy/; http://www.cdc.gov/ features/workingwellness/; https://www.washingtonpost.com/news/ volokh-conspiracy/wp/2016/04/08/do-corporate-wellness-programsimprove-well-being/; http://www.fastcompany.com/3033411/docorporate-wellness-programs-really-boost-productivity; http://blog. swbc.com/businesshub/10-stats-that-will-make-you-consider-acorporate-wellness-program; https://www.healthypeople.gov/2020/ topics-objectives/topic/occupational-safety-and-health; http:// www.cdc.gov/workplacehealthpromotion/businesscase/benefits/ productivity.html

2016 – ISSUE 1 | CONNECTIONS

WaterSense Continues To Make Good Sense For Plumbers And Contractors Since the ongoing California drought took hold in 2012, water conservation has become a greater matter of concern – and not just for the Golden State. Most areas west of the Rockies have been challenged with a water shortage in one form or another in the past several years, and now even Midwestern states are anticipating drought or near-drought conditions. In a study by the Government Accountability Office (GAO) in 2014, 40 out of 50 state managers expected water shortages in some portion of their states under average conditions in the next 10 years. This includes an expected statewide shortage in Montana and regional shortages throughout Minnesota, South Dakota and Wisconsin. As a result, states have focused more attention on the demand for what once seemed like an unlimited resource. With a growing need for water conservation nationwide, the Environmental Protection Agency’s (EPA) WaterSense program continues to lead the charge in helping to prolong our water resources for many years to come – and it

CONNECTIONS | 2016 – ISSUE 1

continues to gather support from manufacturers, utilities, contractors and consumers alike. For the unfamiliar, WaterSense is a voluntary program (not a regulatory one) that aims to protect the country’s water supply by offering people a way to identify products that are water efficient. Products carrying the WaterSense label have been certified to be at least 20 percent more water efficient and perform as well as or better than similar products in the same category. Some of the biggest names in the plumbing industry, like American Standard, Delta, Kohler, Mansfield, Moen and Zoeller, have all gotten on board with the EPA’s program and are manufacturing WaterSense-labeled products. With the demand for water-efficient homes and businesses steadily increasing, it’s time for plumbers and contractors to go with the flow if they haven’t already. Homeowners and business owners are looking for new ways to save energy and water without sacrificing performance and convenience, and the WaterSense program is helping to provide plumbers and contractors

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REFRESHING RESULTS

with the means to meet To date, the WaterSense program this demand. has helped save a cumulative 1.1 In addition, it’s becoming easier to “sell” trillion gallons of water and helped customers on the benefits of water-efficient products. consumers save $21.7 billion in water According to the EPA, the average household and energy bills. Plus, it’s not just helping to conserve water. WaterSense has helped spends as much as $500 per year on water to reduce the amount of energy needed to and sewer bills. By installing WaterSenseheat, pump and treat water by 146 billion labeled products, trade professionals kilowatt hours and eliminate 54 million can save homeowners about $170 metric tons of carbon dioxide – annually. By just replacing old, the equivalent of planting inefficient toilets with WaterSensesomewhere around 1.4 labeled models, the average family billion trees. can save $110 per year in water costs. Furthermore, some water utilities even provide rebates for the installation of water-efficient products. When provided with facts and figures like these, consumers have an easier time understanding how an investment up front pays for itself in the end, making it easier to introduce the idea to change out inefficient toilets and faucets. Plus, with With more than 70 percent products available in a variety of price points and styles – of Earth’s surface covered in more than 1,600 models of shower heads, 1,900 models water, it may seem like we have of toilets and 6,800 models of faucets already qualify – an unlimited resource, but that’s not true when it comes to what’s available introducing these products is even easier. for human use. Most of the Earth’s water is As water conservation continues to become a either salt water from the ocean, frozen water more pressing issue and water-efficient products in the polar ice caps or simply too inaccessible continue to become more popular, utilizing for practical use. In the end, only 1 percent of the WaterSense products remains a sensible choice Earth’s water is actually available for people to use. for those who work with water. Additionally, despite a constant supply of water from

THE DRY TRUTH

Mother Nature’s natural cycle continuously returning water to Earth, it’s not always returned to the same place, nor in the same amount or quality. When you consider the ever-increasing human population and consequent demand, it becomes clear just how precious a resource water is.

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Sources: http://www3.epa.gov/watersense; http://www.builder online.com/products/green-products/watersense-is-goodbusiness-sense_o

2016 – ISSUE 1 | CONNECTIONS

r e w o P l ir

Alicia Warner, electrician at Bergstrom Electric in Grand Forks, ND.

As young as preschool, we’re asked what we want to be when we grow up. Boys and girls typically answer a little differently. Boys might say football player, firefighter or superhero, and you might hear the little girls say teacher, doctor or princess. While the differences have become less distinct over the years (and will most likely continue to converge), the answers we don’t hear often enough are electrician, plumber and contractor – especially from young girls. Thankfully, those pioneering women who have found their way to the trade industries are writing success stories that are sure to inspire generations to come.

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At the construction industry’s peak at the beginning of the 21st century, nearly 300,000 women worked in building trade occupations. That is only about 4 percent of the industry (however, according to the Bureau of Labor Statistics [BLS], when you consider women in administrative and office roles, the number climbs closer to 13 percent). While that percentage may seem low, the number of women employed in the trades is greater than those employed as surgeons or physicians and will only continue to rise.

SEEING THE BENEFITS It’s no surprise that women are getting more involved in the trades, as the industry has increasingly touted the benefits that it has to offer. In fact, in a time when conversations many times turn to a gender gap when it comes to wages, women can expect to earn 20 to 30 percent more in a skilled trade career than in many other professions. According to a 2013 survey by the Institute of Women’s Policy Research (IWPR), more than 40 percent of tradeswomen surveyed were making between $50,000 and $100,000 plus annually. An earn-as-you-learn approach in the trades is another compelling benefit. According to the BLS, the median income for an electrician in 2014 was slightly higher than that of a social worker, which requires a four-year degree from a university, as well as the student loans that go with it. “That’s one of the great things about the trades,” says Alicia Warner, an electrician at Bergstrom Electric in Grand Forks, North Dakota. “You can come in it with little or no background, and you get to learn on the job from experts who live and breathe

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the industry every day.” Warner has worked as an electrician for Bergstrom Electric since 2000 and has been a foreman at the company Andrea Jensen, co-owner of Tri-City Refrigeration in Wisconsin Rapids, WI. since 2006. “Money isn’t everything,” she admits. “For me, I didn’t want to sit at a desk all day. As an electrician, I get to do something different all the time. I get to go to different job sites in different cities and meet different people.” Joining the trades is also a great way for a woman to own her own business. Just ask Andrea Jensen, co-owner of Tri-City Refrigeration in Wisconsin Rapids, Wisconsin. She (along with her brother Scott Virnig) owns and operates a statecertified women-owned business for residential and commercial HVAC and commercial refrigeration. “It’s nice to be in business for yourself,” she says. “Most people, both men and women, are surprised at first when I tell them I own a business in the trades, but I always get positive feedback.”

IMPORTANT ROLES As an electrician and a business owner, Warner and Jensen are exceptions in the trade industries, as the majority of women serve in office-related and accounting roles. It is in these roles, however, where women are often considered some of the most important employees. Continued on page 20

2016 – ISSUE 1 | CONNECTIONS

Continued from page 19

“The office manager, the bookkeeper, the scheduler – these are roles that make the whole Continued page 00Anne Bryson, Grand Forks companyfrom run,” says branch manager at DSG. “There are a lot of women working behind the scenes to make a business what it is. When a contractor loses their bookkeeper, they really feel the impact.”

NEW ATTITUDES Bryson is no stranger to the trade industries herself. Her brother-in-law owned Minto Electric, and she would help around the shop growing up. She ended up serving as the office manager before joining DSG in the quotations department, where she worked for nearly 20 years. She eventually became the branch manager at the Grand Forks office in 2013, where she remains today. “Twenty-five years ago, it wasn’t common for a woman to be in quotations,” says Bryson. “I think at first, some people doubted my abilities simply because I was a woman. I had to prove myself more than maybe a man would have. Now perceptions have changed dramatically. New generations are much more receptive to women in our industry.” For Warner, being a woman who works in a field that is predominantly men is a nonissue. “It’s a different world these days,” she says. “It doesn’t matter what my gender is. What matters is that I’m a go-getter. I work hard, and I’m confident. People, whether it’s men or women, respond well to that.”

(Left) Karen Jorgensen, sales and marketing assistant at DSG. (Right) Anne Bryson, Grand Forks branch manager at DSG.

The change in perception has played a large role in the increase of women in the trades, but so has the recognition of how women’s characteristics and skills can help with everything from job site productivity to successful project management. For instance, women are known to be well organized, which can lead to neat work stations and efficient job sites. “I think most women I know are really good at multitasking,” says Jensen. “So when it comes to juggling all of the facets of a big project over many months, we tend to excel in those situations.” There is also no denying the fact that despite this being a male-dominated industry, a good number of customers are women, and more women in the trades could mean more insight into what customers want. “From my experience, a lot of the decision makers are women, particularly when it comes to residential projects,” says Jensen, “Or, at the very least, they have a lot of influence.”

BUILDING THE FUTURE Women continue to obtain more in-thefield roles in the trades, but work remains to be done when it comes to changing perceptions. “As an industry, we don’t reach out to young women as much as we should,” says Karen Jorgensen, sales and marketing assistant at DSG, who has worked for the company since 2007. “If we ignore half of the population, we’re missing out on a valuable pool of potential new recruits. We need to continue to support and build programs that help bring in not just women, but everyone. Business owners, schools, counselors, parents, etc., should all be encouraging young women and men to join us in the trades.” When more people get involved in the trades, including women, the entire industry benefits, and as more young women realize the potential they have to be successful in these industries, the trades – and the people who serve in them – will only continue to thrive. With inspiring women like those in the trades now leading the way, the future looks promising indeed. Sources: https://www.washingtonpost.com/blogs/she-thepeople/wp/2014/06/11/report-women-still-face-barriers-inconstruction-trades/; http://www.explorethetrades.org/womenin-trades/; http://www.iwpr.org/

YOUTH MOVEMENT It’s important to encourage both young women and men to consider a career in the trade industries. DSG is helping with its Education Connection Fund. Every spring, DSG gives away thousands of dollars in scholarships to high school seniors and college students who are going to school to learn a trade. Tell the young people you know about the opportunities that exist in the trade industries and how DSG can help them get a head start on their future. You can learn more at www.findingmytrade.com. Here, you can also make a donation to the DSG Education Connection Fund and access a presentation that can be used to help you recruit high school students to join the trades.

Education

CONNECTION Fund

Education

CONNECTION Fund WWW.DAKOTASUPPLYGROUP.COM

2016 – ISSUE 1 | CONNECTIONS

JOB SITE |

PUTTING A STOP TO WORKPLACE BULLYING Everyone remembers a bully from school who made their life difficult. Eventually, those schoolyard bullies become adults and get jobs, and while many of them outgrow their aggressive tendencies, some do not. As a result, all businesses periodically have to deal with bullies. In fact, a poll by the Tyler Clement Foundation revealed that 50 percent of respondents have experienced or witnessed bullying in their workplaces. Unfortunately, this behavior is just as disruptive to a team of co-workers as it is to a classroom in grade school. Now successful companies are taking steps to eliminate bullying behavior from the workplace. It’s good for morale, and that’s good for business. First of all, what’s the difference between an adult bully and somebody whom you simply don’t like? While it’s unrealistic to expect all employees to be friends, it’s perfectly reasonable to expect co-workers to be professional. The Washington State Department of Labor and Industries defines workplace bullying as:

CONNECTIONS | 2016 – ISSUE 1

Repeated, unreasonable actions of individuals (or a group) directed toward an employee (or a group of employees), which are intended to intimidate, degrade, humiliate, or undermine; or which create a risk to the health or safety of the employee(s). In other words, bullying is an ongoing pattern of one individual or group undermining another individual’s or group’s rights at work.

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BUL

What Does Bullying Look Like? Experts and human resource professionals have identified three subtle warning signs of bullying: First, the teasing isn’t reciprocal – in other words, the person receiving it doesn’t return the banter. Second, the behavior is targeted – certain employees are always the ones on the receiving end. Finally, it’s personal – the teasing is about a staffer’s weakness, deficiency or inferiority. A few examples of this behavior include: • Unwarranted or invalid criticism • Blame without factual justification • Being treated differently than the rest of the work group • Being sworn at • Exclusion or social isolation • Being shouted at or being humiliated • Excessive monitoring or micro-managing • Being given work with unrealistic deadlines

Addressing The Problem What should managers do to deal with an offender? In an article for Forbes, Christine Comaford outlines a six-step plan that sets the groundwork for communicating with the bully: • First, managers need to explain why the meeting (with the bully) has been called, including a desired outcome (“We need everyone to feel welcome at work,” for example). • Second, the manager needs to specifically describe an instance that includes the unwanted behavior. • Third, describe the impact on the team and the company. • The next step might seem surprising – see if the bully agrees with you. Do they acknowledge that the behavior needs to stop? • From there, create a plan to end the behavior and periodically check on progress.

LYIN

This step should include clear consequences if the behavior continues.

•

Finally, confirm that everyone is on the same page. The manager needs to make sure that the bully understands that everyone is on the same team, and that the manager wants everyone to succeed – even the problem employee.

You may also want to add some anti-bullying language to your employee handbook or workplace conduct policies. You can even address it during the interview process so that new hires know exactly where management stands on the problem. The worst thing you can do about bullying is to ignore it. History shows us that the problem seldom fixes itself, and instead can escalate into something much worse. Co-workers should be encouraged to discuss problems with their supervisors, and supervisors need to address bullies directly. Nobody should be afraid or uncomfortable at work. Businesses succeed more when everyone respects one another and their roles. Take action – and make sure that your company does the same. Sources: http://www.hrmorning.com/dont-let-workplace-bullyingtake-down-your-workforce-a-3-step-plan/; http://www.lni.wa.gov/ safety/research/files/bullying.pdf; http://www.tylerclementi.org/ national_bullying_poll_results_revealed?utm_campaign=poll1&utm_ medium=email&utm_source=tylerclementi; http://www.forbes.com/ sites/christinecomaford/2014/03/12/bust-workplace-bullies-and-clearconflict-in-3-essential-steps/#5e149711188b

TURN IT UP!

THE 2016 DSG MUSIC SURVEY

Here at DSG, we love good music just as much as you do! Recently, we had a little fun by surveying our employee owners about the music in their lives, and the results are here for you to see. How would you answer these questions? Share your opinions with your friends at DSG and you may be surprised at what you learn about one another!

E V T R A E U R S

G : SG

6 1 0 2

C I S U

Best

Co n c Atten ert ded

1. Gar th B r

2. Me

TS I H ST EY

ooks

talli ca / K

ISS

rit

1 2. Ap . Back in N’ R petite fo Black (A ose rD C/ (Pink s) / Dar estructi DC) k Sid o Floy e of n (Guns d) / T th h (Met e Black e Moon allica Albu m )

ge n i S e

r Favo

dele rait 1. A e St g r eo 2. G

Favorit e Guita r Playe 1. Eric r Clapton 2. Slas h (Guns N’ Rose s)

FAVO RITE ARTI ST AC/DC

& Geo

rge St

rait

Crystal Brunner | Receptionist, DSG Bismarck What is your favorite kind of music?

Classic Rock

Country

Hard Rock / Metal

Top 40

How do you primarily listen to music?

Hip Hop / Rap

Where do you most often listen to music?

Crystal Brunner doesn’t play a musical instrument, but she has a lot of friends who do. Not only has she met the likes of Mötley Crüe, Halestorm, Poison, Papa Roach, ZZ Top and Def Leppard, but she’s actually friends with members of Tesla, L.A. Guns, Adelitas Way, Jackyl, Buckcherry and FireHouse. She’s been to more than 100 concerts and has been backstage and on stage, behind the scenes and a VIP. Her rock memorabilia includes an autographed bass guitar from Nikki Sixx and drumsticks from Tommy Lee, as well as authentic set lists and guitar picks galore. “Music has always been a big part of my life,” says Brunner, “and I consider my rocker friends a part of my family.”

A few of Brunner’s VIP passes Radio

Online

MP3

Do you to listen to your music loud or soft?

Loud

Soft

Car

Work

Gym

How many encores do you stick around for at the end of a concert?

One

Two

None

Do you own any merchandise from a musical artist?

Yes

Best movie musical of all time?

Grease

Rock of Ages

Spinal Tap

Do you care if you understand the lyrics in a song?

Do you prefer new music or the classics?

New

Classic

If there is karaoke at an event you attend, do you participate?

Jared Keil | Inside Sales, Bozeman Jared Keil plays guitar, but not the kind most people are used to. He plays a much smaller version, with three strings instead of six, and he makes them himself. For the past year or so, Keil has been building his own cigar box guitars, made with everything from cigar boxes and spare pickups to door hardware and standard bolts. In just a few short weeks, Keil can knock out a new addition to his guitar collection, which also includes three full-size acoustic guitars and a Fender Telecaster (which is his favorite). “If you’re interested in making a cigar box guitar, it’s a lot easier than you’d think,” says Keil. “You don’t need a woodworking background or even advanced tool skills, and there are a lot of resources online.”

Tim Romie | Inside Sales, La Crosse

Yes

Do you prefer upbeat or slow dance music?

Upbeat

Slow

Yes

Do you dance at wedding dances?

Count Me In!

No Thanks!

For almost 30 years. Tim Romie has been strumming a banjo or guitar. With a love for the bluegrass genre, he cherishes the likes of Ralph Stanley (whom he’s met), J.D. Crowe and Earl Scruggs. His musical collection includes a Gibson Mastertone five-string banjo and an antique banjo from 1918. He has played and sung in various bluegrass bands and at old-time country music festivals, and even opened for a Jim and Jesse McReynolds concert. “I took a few lessons back in the day and taught myself a thing or two as well,” says Romie, “but the learning process is really accelerated when you join a band and play in front of a live audience.”

The Top Bottom 10 Courtesy of the music critics at DSG Bismarck and Fargo.

For the music lovers out there, it has become commonplace to see top 10 lists for songs, albums, musicians, singers and much more. Lists like these are natural conversation starters, engaging people on a subject that many folks are fond of. But have you ever considered what the bottom 10 songs might be? While the process of determining the 10 worst songs of all time is entertaining, it is also difficult. With a tongue-in-cheek approach and an acknowledgment that everyone’s tastes are different, here are the findings for the bottom 10 – arguably the worst songs of all time.

Yoko Ono – We’re All Water

Ono’s tone-deaf style of vocals, coupled with the strange cackle of the chorus, has placed her atop the garbage heap.

Boy George – The Crying Game

Iselin Michelsen – Chewing Gum

Rebecca Black – Friday

Chick Chick – Wang Rong Rollin’

Napalm Death – Think for a Minute

Minnie Riperton – Lovin’ You

Onision – Banana Song

9 10

This song is as depressing as it gets. Enough said.

There is nothing redeemable about this tune. Consequently, it became obvious that “Chewing Gum” was meant for the bottom. There may not be a song with worse lyrics. Rebecca Black could be a mainstay for bottom consideration for years to come. Like Iselin and Rebecca Black, this song clearly missed all the marks. If a person tried to write the worst song in history, it would sound a lot like this one. We couldn’t understand anything in this song. It was chaotic, violent, confusing and angry – a true dumpster fire.

When Minnie hits the high note in this song, it can cause physiological changes to the body.

This song will remind you of a two-year-old child beating pots together. Overexposure to this type of noise could cause irreparable harm.

Ween – Spinal Meningitis Got Me Down

This song is sad, creepy and clearly drug-induced – a perfect fit for this list.

Billy May – Batgirl Theme Song

The fact that this song is at the bottom of the list is testament to how bad all of these songs really are.

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2016 – ISSUE 1 | CONNECTIONS

LIFI:

The Future Of Wireless Communication Is Bright Human history is full of instances where smart men and women utilized seemingly mundane objects and turned them into something important and innovative. Who would have thought we would make life-saving vaccines using good old-fashioned chicken eggs? More recently, researchers looked at the rise in popularity of LED lighting and discovered a new use for it completely. “What if,” they asked themselves, “we could organize the imperceptibly fast flickering of LED technology as a kind of advanced Morse code?” This code wouldn’t be used to communicate to humans directly, but to computers that could perceive the blinking that human eyes could not. It worked, and it wasn’t long before scientists were transmitting data using LED lighting in a lab setting. Not only was the technology more secure

CONNECTIONS | 2016 – ISSUE 1

than Wi-Fi (thanks to the fact that light does not penetrate walls), data transfer rates were jawdroppingly fast using LiFi communication. One lab managed to push 224 gigabits per second through a wireless LED connection, the rough equivalent of downloading 10 HD movies every second. That’s nearly 100 times faster than current average WiFi speeds! Real-world experiments in late 2015 produced more modest results, but first-generation transfer speeds still rivaled that of Wi-Fi. Now, new companies are popping up around the world to deliver “LiFi” (a term coined by Scottish researcher Harald Haas). What does that mean for electrical contractors and communication companies? Not much just yet. Manufacturers are still working out the bugs in the new system, and there is a ways to go before LED bulbs join the

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Internet

Server

Online Content

Driver

“Internet of Things” that we hear so much about, at least as sources of wireless communication. One of the biggest challenges will be the flip side of its security benefits: line of sight is necessary to make a connection. In other words, you won’t be using LiFi in the dark – or in a room without a LiFi-transmitting light source. That might help a company keep its in-office communication extra secure, but it won’t help when you walk onto the street. It’s likely that some combination of LiFi and Wi-Fi is going to be necessary to create the optimal wireless experience. LiFi may not have arrived, but it is most certainly on its way. We’ll keep you informed as we know more about this and any other new technologies that may impact the way you do business.

LED

Sensor Receiver Processing Hardware App Data

Sources: http://www.sciencealert.com/li-fi-tested-in-the-real-world-for-the-firsttime-is-100-times-faster-than-wi-fi; http://www.makeuseof.com/tag/li-fi-100xfaster-wi-fi-whats-catch/; www.purelifi.com

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2016 – ISSUE 1 | CONNECTIONS

PLASTIC SHOWS POTENTIAL FOR SEPTIC SYSTEMS Infiltrator Water Technologies is showing how plastic can make septic system installations a whole lot easier. Traditionally, the installation of a septic system with a drain field tends to be a slow process. The size and weight of concrete septic tanks require installers to wait for the tanks to be delivered by heavy machinery, and if theyâ&#x20AC;&#x2122;re late, the entire job site can come to a standstill. However, advances in plastic materials have given non-traditional septic tanks legitimacy, and one manufacturer is changing the game when it comes to the construction, transportation and installation of septic systems. Infiltrator Water Technologies is a proven leader when it comes to the wastewater industry. Currently, nearly 50 percent of the onsite systems installed in the US and Canada use Infiltrator Water Technologies products. What makes these systems unique is that they are constructed of recycled plastic. Consequently, the entire system can be transported on a pickup truck or trailer, including a 1,000-gallon tank, 400 feet of drain field and all of the pipe, distribution boxes and risers. Without the need for heavy equipment, installers can save on the costs associated with renting and operating the equipment and trucks needed to transport the concrete tanks. In addition, the installation of an Infiltrator Water Technologies system overcomes another challenge presented by traditional septic systems: the cumbersome use of gravel and pipe drain fields. With a traditional system, gravel has to be delivered and dumped onto the customersâ&#x20AC;&#x2122;

property and then pushed around to form the drain field trenches. Cleanup of the leftover gravel further slows the installation process. With the Infiltrator Water Technologies system, the chambers can simply be hand-carried into position and then covered. For most jobs, only two workers are needed to install the entire system, and in most cases the job takes less than half of the time it takes for a comparable stone-and-pipe leach field. The plastic systems produced by Infiltrator Water Technologies also offer installation flexibility. When Infiltrator Water Technologies chambers are used, many health departments allow for the leach field to be 25 to 50 percent smaller than with a comparable leach field made of stone, gravel and pipe. In addition to the smaller size, the chambers allow for 10- to 15-degree turns in either direction, accommodating existing obstacles. Plus, it can be installed with as little as 12 inches of compacted cover, or as much as 96 inches in trench systems and 48 inches in bed systems. All of this means less damage to the property and landscaping. Infiltrator Water Technologies is revolutionizing the wastewater industry, and more and more installers are taking advantage of the incredible benefits that plastic systems have to offer. If youâ&#x20AC;&#x2122;d like to learn more about how these systems can be put to work for you, contact our waterworks branches in Bismarck or Fargo, North Dakota, or Sioux Falls, South Dakota.

SHARE YOUR OWN OUTDOOR ADVENTURES Upload your photos, videos and stories at www.dsgoutdoors.com

1. Scott Tindol (and family) from Hase Plumbing

at the 14,000-foot summit of Dead Womenâ&#x20AC;&#x2122;s Pass in the Andes Mountains in Peru.

2. Doug Manthey from Energy Plus

with his king salmon caught on Lake Michigan.

3. Les Donner (DSG Pierre) with a hole in one

at hole #8 (par 3 / 172 yards) at Hillsview in Pierre, SD.

4. Jeremy Waters from Van Dort Heating

with his 37-inch Northern caught while streamer fishing on the Marias River.

5. Nicole White from Norstegaard Electric

with her 20-inch small mouth bass caught fly fishing on the Mississippi River.

6. Marcus Schaffer (DSG Missoula) and

his daughter at Glacier National Park in eastern Montana.

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GROW YOUR BUSINESS |

COLLECTIONS:

Smoothing Out A Rough Job Contracting is full of unpleasant tasks. Whether you end up on a roof in January or hunched down in a crawl space in August, success often comes with a healthy dose of good old-fashioned, roll-up-your-sleeves dirty work. However, ask anyone who owns a contracting company which job they dread the most, and the answer seldom involves physical labor. Almost universally they will scrunch up their faces and utter the word as if the very act of forming the syllables causes them discomfort: collections.

34 CONNECTIONS | 2016 â&#x20AC;&#x201C; ISSUE 1

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At the root of this distasteful task is a very basic discord with our core beliefs: when you buy something, you pay for it. Yet any business owner surely understands how this can be an oversimplification of a very complex issue, particularly when big projects come in stages and employ multiple subcontractors. It’s not hard for a customer to find an excuse that they feel is legitimate (though they would seldom accept that same excuse when it came to their own invoices). Whatever the circumstances, you send out the invoice and nothing comes back. You’re filled with dread because you know what comes next. “Most companies that have been in business for a number of years are good at providing top-quality work,” says small-business consultant Tom Grandy in his presentation Effective Collection Techniques. “The weak part, however, is often collections. There seems to be a fear factor when it comes to asking for the money. As a result, relatively small companies often have $100,000 or more in receivables.” That can be crippling in a world where cash flow is so critical to success. Even worse, money that isn’t in your hands loses value because it is working for somebody else instead of for you. After 60 days, for example, each dollar you are owed could be worth as little as 90¢. Depending on the job, you could lose almost your entire profit margin! Thankfully, Grandy and his team at Grandy & Associates have put together a few simple strategies that can help you to collect more and collect faster – without alienating your customers.

Easier Collections Checklist Before The Job

Get a credit app from every customer Explain your credit policy (or write one if you don’t have one) Set dates for progress payments Get a deposit

During The Job

Get written authorization to proceed with work

Use written change orders and get them signed

Bill change orders immediately (they weren’t part of the original bid)

After The Job

Fill out tickets and paperwork accurately Consider taking payment via credit card Invoice as soon as the project is complete

Continued on page 36

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2016 – ISSUE 1 | CONNECTIONS

Continued from page 35

The Power Of A Process First, develop a simple, written internal collections policy that everyone in the business understands. In it, state a time when invoicing takes place. Grandy strongly recommends that it should be the same day that work is completed, or at least within 24 hours of the end of the job. Whatever you do, don’t wait until the end of the week or the end of the month. Next, create what Grandy calls a “tickle” file. He recommends a series of 31 physical file folders, one for each day of the month. You place the invoice that is due into the folder representing the day that it is due. Then make sure to open the “10th of the month” folder on the 10th of the month. If you haven’t received payment, then send a reminder letter and move the invoice 10 days into the future so you are reminded when it comes due again. You could use a computer to remind you, but Grandy likes the physical representation that file folders provide. If payment doesn’t arrive when you get to that invoice again (10 days later), then the time for letters has passed. Someone other than the manager or owner (let’s call them the “accounting department,” even though they may do every job in the office) should call the customer and remind them that you have not received payment. This should be done with a positive attitude, avoiding confrontation but agreeing on a specific date that payment will be made. Statistics show that 70 percent of late customers will pay at this step. You get your money, and the customer saves face with minimal conflict. If the agreed-upon date arrives and payment

CONNECTIONS | 2016 – ISSUE 1

still has not been received, it’s time for the owner or manager to pick up the phone. “There’s something magical about the owner or the manager making a call to the customer,” says Grandy. “They get results nobody else gets.”

Current Customers Are Happy Customers If your customer still doesn’t pay, Grandy says a collections agency, a letter from a lawyer or even small claims court are all options. However, he acknowledges that none of them are very attractive. In a perfect world, payment issues can be resolved before they get to these unpleasant solutions. In fact, Grandy says, the best way to keep your customers happy is to keep them current. Customers who are paid up don’t feel uncomfortable dealing with you, and the more comfortable your customers are, the less likely they are to try out your competition simply because they are afraid of having an awkward conversation with you about a past-due invoice. “Attitude makes all the difference in the world when it comes to collections,” Grandy says. “You get crossways with a customer on the front end, and guess what? It is going to be a long time before you get paid.” Start building your own process today. Put it in writing and make sure everyone follows it for every customer. See the Easier Collections Checklist on page 35 for more tips. Then relax, because collections are a part of any business, and your system will make them a lot easier to take care of. You can hear Tom Grandy’s full audio presentation at www.dakotasupplygroup.com/profit-university/

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Projects Get Done Faster With “Wait” Loss Time-Saving Products From DSG Reduce time spent on jobs, labor costs, errors and injuries with the latest in efficiency-boosting parts and tools – together for the first time in DSG’s new “Wait” Loss online product guide.

Check It Out Online Today At www.dsgwaitloss.com

The latest tools that make work easier and jobs more efficient. Find out more from your DSG representative.

Conduit Locknut Wrench, 1/2" and 3/4" | From Klein Tools Perfect for hard-to-reach connectors, this wrench works in deep or tight boxes where pliers or fingers can’t. The patented drive shaft design lets you easily loosen and tighten conduit connectors using a stationary twisting motion. Turn a complicated operation into an easy, two-hand task with Klein Tools’ Conduit Locknut Wrench.

• Easily attach locknuts in tight or deep cut-in boxes • Direct-drive heads rotate each other when twisted • Perfect for remodel work where the box is filled with existing wires

Reference DSG Item # KN56999.

ONE-KEY™ Digital System | From Milwaukee ONE-KEY is the first digital platform for tools and equipment. It integrates industry-leading tool electronics with a custom-built, cloud-based program, providing a new level of control and access to information that revolutionizes the way work gets done.

Unlimited Tool Customization Using ONE-KEY, wirelessly sync with your M18 FUEL™ drills and impacts to program custom speed and torque settings directly into the tool’s memory. For example, a “Finish Work” profile might turn down speed and torque to get light fasteners snug without feathering the trigger. Simplified Equipment Management ONE-KEY creates a central place for you to track all tools and equipment. ONE-KEY enables easy information-sharing between the field and back office: maintain records, receipts and images; organize inventory your way; access real-time data anywhere. Ask your DSG representative for more information.

CONNECTIONS | 2016 – ISSUE 1

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Bi-Metal Speed Slot® Hole Saws | From Lenox These hole saws feature a patent-pending speed slot on the side with a staircase design that allows for easy plug removal with the use of a screwdriver.

• The Speed Slot is wider and placed lower on the hole saw with multiple leverage points, making it easier to eject the plug • 10 percent taller than traditional hole saws to deliver cleaner cuts through two-by lumber • Up to 2X longer life when cutting metal • Enhanced tooth geometry and an advanced coating help the saw remove more material while generating less heat Reference DSG Item # L11771900 Series or L11772000 Series.

Powerblade™ Cable Cutters | From Ideal With adjustable torque arms, heavy-duty gears and proprietary hardened steel blades, these cutters deliver unsurpassed performance, ease of use and durability. Compatible with any 12-volt or higher drill so that cutting is as effortless as pulling the drill’s trigger. Manual, Ratcheting

• Contoured blade design minimizes cable distortion • Huge time savings – faster cutting makes jobs more productive • Folding handle – fits in tight spaces! • Replaceable, hardened steel blades ensure consistent cuts and long-term durability • Adjustable torque arm holds drill in place

Ideal Powerblade™ Cable Cutters

or Battery-Powered Cable Cutters

Reference DSG Item # ID35078.

REC-6 Series | From Huskie Tools The next generation of Huskie Tools: The REC-6 Series of battery-powered hydraulic cutting and crimping tools combines masterful engineering with pleasing aesthetics for the brand’s most robust upgrade to date.

• Speed: Quicker cutting and compression cycles • Design: New design features a blue housing with durable inlay • Ergonomic: Lighter weight with improved handle positioning • Extras: Automatic worklight, five-year warranty • Simplicity: tools like the REC-S624H 8 Ton Battery Powered Cutter can replace an entire tool kit, including bolt cutters, hacksaws and torches! Ask your DSG representative for more information.

WWW.DAKOTASUPPLYGROUP.COM

2016 – ISSUE 1 | CONNECTIONS

JOB SITE |

RAISING QUESTIONS What’s the best way for managers to determine raises for their employees? Now that the economy is showing signs of life, employers are looking to make good decisions about raises for their workers. If you are a business owner or a manager, you already know how challenging it can be to keep everyone on your team happy when it comes to compensation. It’s important to keep your team engaged, but the truth is that some of them are simply better employees than others. What’s the fairest way to reward your team when they’re not all equal? Business experts generally agree on two main methods for providing raises to a group of employees: giving everyone the same raise or giving each employee a different raise based on their performance. They both have advantages and disadvantages.

Across-The-Board Raises The biggest advantage of an across-the-board, 40

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everybody-gets-the-same-raise policy is its simplicity. Not only is it easy to administer mathematically, it doesn’t require any judgementbased decisions about which employees are pulling their weight and which are not. However, that doesn’t necessarily mean that it won’t be controversial. After all, your best employees know who they are – and they may not be happy with the fact that the idle person next to them got the same reward. Nobody wants bad morale in the ranks, and if you don’t manage this situation properly, you can lose a lot of good workers.

Performance-Based Raises It’s a lot more challenging to give out raises based on performance. You’ll need to meet with your team members regularly (something you should be doing anyway) and discuss their performance. Use this time to set goals, then during the next WWW.DAKOTASUPPLYGROUP.COM

appraisal meeting, determine whether those goals have been met (or perhaps even exceeded). This will help you to determine which employees have been doing their jobs the best, and consequently, deserve the best raises. Some experts argue that this kind of raise structure encourages employees to become overly competitive and focused on money. Others say that it results in improved motivation. Expert opinions aside, you will need to do some math if you choose this method. For example, you may choose to simply base raises on a percentage of their base salary, with better performers getting a higher percentage. This works fine, unless you account for the fact that your best performer may have a lower base salary than your worst performer. If your rising star gets a raise of 7 percent but makes only $30,000, she will earn only a $2,100 raise. Your less motivated employee who makes $45,000 per year gets a raise of only 5 percent but actually earns a $2,250 bump. You can address this by basing raises on hard numbers instead. One way to do this is to determine how much money you have for raises in the coming year, then divide that amount by the number of employees who will share that raise.

For example if you have $10,000 set aside for 10 employees, the average raise is $1,000. Give that to the person in the middle of your ranking, then give those above him more than $1,000 and those below him less than $1,000, divvying up the pot until you’ve allotted all of your money.

Under Review No matter how you decide to give out raises, it’s important to review your compensation package at least once a year. If you can, find out what similar employers are paying their people. Also, get new quotes on your benefit plans. By paying attention to your total compensation package, you can ensure that you are competitive, and you won’t get blindsided by an employee exodus that leaves you stranded. Raises or no raises, employees need to know that you value their work. Keep the trades strong by keeping your business healthy. Take care of your people, and they will help you succeed. Sources: http://www.bizfilings.com/toolkit/sbg/office-hr/managing-theworkplace/employees-raises-what-to-take-into-account.aspx; http:// fortune.com/2012/09/13/how-to-keep-employees-you-cant-afford-tolose/; http://www.businessnewsdaily.com/6084-employee-happinesswithout-raise.html

IT’S NOT ABOUT THE MONEY Five things that employees value if a raise isn’t possible.

1. Bosses who say “thank you” 2. Commitment to work / life balance 3. Business transparency 4. Bosses who ask for input 5. Employee recognition

DSG CONNECT

Energizes Back-Office Productivity At the beginning of 2016, DSG rolled out a new version of its online ordering / order management system. Known as DSG Connect, the service has been showing customers across DSG country how much easier their jobs can be when their distributor’s eCommerce system includes robust back-office management tools. The service is making life easier for virtually everyone in the trade industries that DSG serves, from business owners to estimators to bookkeepers. In short, DSG Connect makes your whole team more productive!

ESTIMATORS / PURCHASERS:

DSG Connect gives you the power to maximize sales and minimize markdowns. ACCESS TO MORE THAN 50,000 OF THE PRODUCTS YOU USE MOST

DSG has identified the parts, tools and products that customers use most, making it easy for you to pinpoint exactly what you need, then order it online with just a few clicks.

PUT STANDARD ORDERS TO WORK

Saved Standard Orders are great for projects that require a predictable set of products (e.g., apartment building rough-ins). This feature will help you improve efficiency by allowing you (or DSG) to set up a predetermined order based on a set of products that you buy again and again. Plus, Saved Standard Orders will help to streamline your estimating process when you have the product list and corresponding pricing up front.

RETRIEVE BIDS FROM DSG

Long gone are the days of guessing on prices while creating bids. DSG Connect lets you access your bids from DSG quickly and when the time is right for you, so your quotes are accurate and your projects have a higher chance of success.

IMPORT QUOTES AND ORDERS FROM YOUR OWN BIDDING SYSTEM

DSG Connect helps to reduce time spent keying in product lists by enabling you to import product lists from your own bidding system. From there, it’s quick and easy to place orders, helping you to start on the job sooner.

PERSONALIZED CATALOGS

DSG Connect includes two personalized catalogs for your convenience. One is built using your purchase history over the last 12 months. The other is a personal catalog to which you can add items that you frequently use or look up.

CONNECTIONS | 2016 – ISSUE 1

WWW.DAKOTASUPPLYGROUP.COM

CONNECT .COM

PROJECT MANAGERS:

Minimize non-billable time and maximize your profits. ONLINE AND READY TO GO 24/7/365

Place orders and utilize powerful back-office features whenever it’s convenient for your schedule.

TRACK AND ORGANIZE ORDERS EASILY

Maximize your project scheduling, improve the productivity of your manpower and increase your overall billable time by knowing exactly where your DSG orders are and when they will arrive.

ACCESS TO ORDER HISTORY

DSG Connect provides you with the ability to easily review all of the past orders you’ve made. This not only helps you save time when creating new orders, it can also help your techs prepare for service calls by showing them what products were installed.

BOOKKEEPERS:

The online tools to streamline your work flow.

ACCESS TO STATEMENTS, INVOICES AND PAYMENT HISTORY

With DSG Connect, you will have timely access to all of your DSG accounts-payable items, including the ability to see what checks have been received by DSG and how the payments were applied. You can send out bills faster and, in turn, get paid faster, improving your overall cash flow.

ONLINE ORDERS CAN HELP YOU TO ORGANIZE PROJECTS AND SERVICE TRUCKS

With DSG Connect, you can assign specific I.D. numbers to orders based on a particular project or service truck. To help DSG customers get started with DSG Connect, many have already been set up with a user name and password. Your DSG representative can help you to put the power of DSG Connect to work for your business – just let us know when you’re ready to make your ordering process more efficient and productive.

WWW.DAKOTASUPPLYGROUP.COM

2016 – ISSUE 1 | CONNECTIONS

GROW YOUR BUSINESS |

The Art Of Delegating Written by small-business expert and author Michael Stone

Most of us have more things to do than time to get them done, and we’re constantly looking for another hour in the day. Unfortunately, we won’t find more hours in our day. So, either we need to accept that some things won’t get done, or we can change the way we get them done. We can delegate. Delegating is a scary word for some. We don’t believe that anyone can do a job as well as we can. If we take a chance and delegate a task to someone else, there isn’t any guarantee that the job will be done right, on time or at all, for that matter. There’s also the problem of training someone else. How good of an instructor are you, and do you have the time and desire to do the training? When you stop and think about how much effort

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it takes to train someone, you might decide it’s just easier to do it yourself. These thoughts will make you believe it’s better not to delegate, until time passes and you realize that the things you’re supposed to be doing aren’t getting done. The best way to get things done properly is for you to do what you do best and let others handle the rest.

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There are two important points to keep in mind when it comes to delegating: make sure you’re clear on what needs to be done, and agree on a time frame for completion. Here are some other tips to consider: • If you need to train someone, make sure to be available to answer questions or lend a hand if needed during that time. You’ll likely be tempted to jump in and do it for them or correct them on little details, but try to keep your hands out of it unless you’re asked to step in. •

Don’t hand a project to someone who’s never done that type of work before. You may find yourself on a rescue mission that takes more time than you’ve saved.

•

Accept that the job might not get done the way you would have done it, and it might not get done right the first time. Give your helper some slack. Let them make mistakes without going ballistic on them.

•

Keep track of your projects, both who has them and their progress. Ask for periodic reports so you know that progress is being made.

•

Make sure you praise in public and correct in private. If you treat others with respect, most people will bust their behinds to help you get things done.

It’s important to stay focused on the little things that can make a difference in your bottom line. Delegating might or might not be a difference maker in your business, but it can definitely make a difference in your life. The time you gain can be quality time with your family – time not spent worrying about what needs to be done.

MICHAEL STONE Michael Stone, author of Markup & Profit: A Contractor’s Guide, Revisited, Profitable Sales: A Contractor’s Guide, and the DVD class “Profitable Estimating,” has more than five decades of experience in the building and remodeling industry. Stone offers business management assistance to construction-related companies in the U.S. and Canada with books and training programs available on his website, as well as coaching and consulting services. He can be found on the web at www.markupandprofit.com and can be reached by email at michael@markupandprofit.com or by phone at 1-888-944-0044.

WWW.DAKOTASUPPLYGROUP.COM

2016 – ISSUE 1 | CONNECTIONS

YOU BE THE ONE THAT GOT AWAY!

BALLARD’S RESORT ON MINNESOTA’S LAKE OF THE WOODS

1.800.776.2675 – ballardsresort.com

MEET THE DSG TEAM |

AN INTERVIEW WITH LAURA POTTER, BRANCH MANAGER – MADISON

Laura Potter joined the DSG team in 2016. Previously, she worked for two other distributors in various departments, including accounting, sales, quotations and management.

Q – What was going through your mind when DSG named you the branch manager?

Q – If you could travel anywhere, where would you go?

A – I was taken aback. I had initially applied for a different position, so I was elated. I knew this was the right company and the right culture for me.

A – I’ve always wanted to go to Australia. Something just pulls me there.

Q – As the branch manager, you probably have a lot of goals in mind. Can you share one with us? A – I think it will be important for us to establish consistency in our market, letting our customers know that we’re a stable partner that they can count on to help them grow their business. Q – You’ve been in the distribution industry for more than 25 years. Who is someone who has given you great advice, and what’s the best advice they gave you? A – My mentor when I first moved from accounting to sales told me to “always be honest, ’cause if you’re not, you’ll never remember what you said.” Honesty is huge, and our customers deserve sincerity, not empty promises. Q – You’ll be busy as branch manager. What’s something that you’re looking forward to when you have some free time? A – I’m a huge Disney fan. We try to get there at least once a year.

Q – What’s one thing that your customers and fellow employee owners would be surprised to know about you? A – People would probably be surprised to know that I have 24 chickens, which is quite a few when you live in town like we do. Q – What’s your favorite place to grab a bite to eat in Madison? A – The Great Dane Pub – good food and great beers. If you want a good burger, I would say to go to Dotty Dumplings Dowry. Madison is kind of like a secret food capital; there are so many good places to eat. Q – DSG customers love the outdoors. Do you share that fondness, and if so, how? A – I do share a fondness for the outdoors. I don’t hunt, and my idea of fishing isn’t too aggressive, so, much of my time outdoors is spent in our garden, which measures 60 feet by 20 feet. We donate much of our produce to our neighbors and our church.

North Dakota:

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

P.O. Box 13573 Grand Forks, ND 58208-3573

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 Austin (800) 521-6747 Bemidji (866) 506-0280 Burnsville (800) 325-0514 Grand Rapids (877) 327-1454 Ham Lake (763) 784-4478 Hopkins (800) 328-3976 Monticello (888) 295-9355 Oakdale (651) 777-1044 Rochester (800) 562-1784 St. Paul (800) 652-9784 Winona (800) 237-0470

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 (844) 753-9120 Bozeman (800) 416-0005 Helena (800) 697-0005 Kalispell (800) 949-0005 Missoula (888) 865-0005

Minot Williston Grand Forks Dickinson

Kalispell Missoula

Helena Bozeman

Bismarck Billings

FARGO

Aberdeen Rapid City

Pierre Mitchell Sioux Falls

Bemidji Grand Rapids Alexandria Twin Cities

Rice Lake

Plover Winona La Crosse Rochester Madison Austin New Berlin

www.dakotasupplygroup.com

Burnsville Ham Lake Hopkins Monticello Oakdale St. Paul