“Sales is a 30-minute love affair.” This week, Tim shares lessons from Pat Butson, a hearth industry legend who became Tim’s sales mentor in his retirement. With four decades of experience at Vermont Castings, Majestic, and Whitfield—plus a legendary handshake as a national arm wrestling champion—Pat combined fierce confidence with

“Pick the story first, then go find the brands to fit it.” This week, Kenneth Walker returns and is joined by podcast and industry veteran Mark Stoner, President of Ashbusters, to have a practical conversation about the process of building an actual showroom. In this episode, Tim, Mark, and Kenneth

“The purpose of your showroom is to sell the in-home visit.” This week, Tim welcomes Kenneth Walker, independent sales rep for Fire Walker Sales covering nine states, to break down the five principles every winning fireplace showroom needs. Kenneth has seen hundreds of showrooms—from thriving retail operations to struggling chimney

“The work starts when you make the sale.” This week, Tim does a deep-dive into the intricacies of sales with his friend Seth Fultz, Regional Sales Manager at Bridgewell Resources, who talks about his experience wearing multiple hats within his role – from inventory management and in/outbound logistics, to truck

“Service isn’t a necessary evil—it’s your most valuable relationship builder.” This week, Tim welcomes Bart Ogden, owner of Home Safe Hearth & Chimney in Wichita, Kansas, to discuss how service work can be the foundation of a thriving hearth business. Starting as a chimney sweep in 1979 in a town

“The customer bought the experience, not just the fireplace.” This week, Tim welcomes Nate Lammers, (Midwest Sales Representative for Kozy Heat), and Adam Spencer, a homeowner who recently completed a major fireplace remodel. After Nate discovered his neighbor Adam had purchased a fireplace from a local dealer, he realized Adam’s