We have had seven major expansions since joining Sexton Group in 2010. We couldn’t have done that without the tight-knit team of professionals at Sexton Group pointing us in the right direction. I’m often asked at conferences and meetings if I feel the pricing is competitive. I say “YES”. You don’t expand seven times in 10 years without competitive pricing programs. That’s why I am a Sexton member.”
—Albert Pike, Pike’s Building Centre
ABSDA Serving the Industry for 70 years
It will come as no surprise ABSDA currently has over 650 active Member Retail Building Supply and Associate Supplier Members.
ABSDA is the collective voice and liaison for the independent Building Supply and Home Improvement Industry. Since 1955 this Association has focused on industry specific needs to our Members.
WOW! 70 years of ABSDA!
Tanya Hanson Rocca Chair of the Board
What an incredible milestone for our association and our industry—let’s celebrate BIG!
Dear Members,
I am beyond excited to invite you to the ABSDA’s 2025 Trade Show, happening on March 4th and 5th. This is your chance to connect with top-notch vendors, discover cutting-edge products, snag great deals, and so much more! Whether you’re a business owner or part of the team, this event is packed with opportunities you won’t want to miss.
And this year? It’s extra special as we celebrate our 70th Anniversary—a true momentous occasion for us all! This trade show is not just for owners and vendors—it’s an amazing opportunity for your staff to gain valuable knowledge and network with the best in the industry. Here are just a few reasons to bring some of your team:
• Stay Ahead of the Game: Discover the latest products and innovations that will keep you on top of industry trends.
• Unmatched Networking: Build lasting relationships with leading vendors and fellow industry professionals.
• Valuable Insights: Gain expert advice on strategies, tools, and techniques to supercharge your business.
• Team Energy: Strengthen your team’s bond while soaking in the high-energy atmosphere of the trade show!
This year’s event is going to be nothing short of legendary, and we’ve planned something extra special to mark our 70th anniversary. Don’t miss our Opening Night Icebreaker on March 4th, where you’ll enjoy high-
energy live music from the incredible local band, The Mellotones—get ready to dance the night away!
Then, on Wednesday, March 5th, it’s time to turn up the celebration with our 70th Anniversary Gala and Awards Evening, featuring an unforgettable lineup of musical performances and, of course, our prestigious awards ceremony! We’ll be honoring outstanding individuals and businesses that have contributed to the success and growth of our industry. It’s going to be a night to remember!
And when the evening winds down, the party is just getting started! Join us for the After Burner Party at the Dome, where our very own ABSDA band, The Kiln Dried Studs, will have you rocking into the night!
We are beyond pumped to celebrate with you, and we can’t wait to see you there for two days filled with learning, networking, celebration, and a whole lot of fun. Mark your calendars NOW—this is going to be one for the history books!
See you there!
Warm regards,
Tanya Hanson Rocca Chair, ABSDA
Celebrating 70 years of Growth: The Story of ABSDA
Denis Melanson President
Our Association’s roots date as far back as the 1940’s, at that time the “New Brunswick Retail Lumber Dealers Association”, and the “Nova Scotia and Prince Edward Island Associations” represented the voice of the Building Supply Dealers in their respective regions.
J. Harold Farthing
A turning point came in November 1955 during a special joint meeting in Amherst, NS, setting the stage for a unified organization. This led to the creation of the “Maritime Retail Lumber Dealers Association,” with Robert Eddy of the Eddy Group as its first Chairman and J. Harold Farthing as its first full-time President. This new Association was dedicated to supporting its members through initiatives such as management training and education on key industry topics like profit and loss, estimating, and basic drawing and light frame construction.
From a modest start with a $25 annual membership fee and 50 retailers in three provinces, the association steadily grew. In 1957, the inclusion of suppliers as “Associate Members” further strengthened the organization. Two years later, we expanded into Newfoundland, welcoming Lundrigan’s Building Supplies as our first Retail member on “The Rock”.
Mr. Farthing resigned in 1959, making way for Mr. Douglas W. Golding to be appointed as the Associations second President.
The transformation into the Atlantic Building Supply Dealers Association (ABSDA) in 1965 marked a new chapter.
Under the leadership of Douglas W. Golding, who served as President for 15 years, our trade show flourished, our membership expanded across all four Atlantic provinces, and the association established itself as a regional powerhouse.
Unfortunately, Mr. Golding passed away suddenly in 1975.
This brings us to President number three as ABSDA introduced Paul Landry. Under his leadership, the trade show expanded even further, with over 200 booths by 1979. He also introduced the ABSDA Buyers Guide, a valuable resource for Members.
After eight years of service, Mr. Landry stepped down in 1983, paving the way for John Ward to take the helm.
(continued on page 8)
Douglas W. Golding
Paul Landry
John Ward
(continued from
Mr. Ward brought a focus on government relations, ensuring that the Association’s voice was heard on key policy issues. During his tenure, the Bursary & Scholarship Program was introduced in 1987, providing support for the next generation of industry leaders. He also established a Trade Show Committee to manage the growing trade show demands as well as a Strategic Planning Committee to guide the Association’s future and to create a succession plan for his exit. Mr. Ward retired in 1999 after 16 years of dedicated service.
Tragically on December 8, 2014, a few months before he was set to retire, Don passed away suddenly. The news of Don’s passing shocked and saddened the building supply industry not only in Atlantic Canada but through the entire country. Each leader contributed significantly to ABSDA’s growth, but Don Sherwood’s sudden passing was a profound loss. His passion for the industry remains an inspiration, and he left behind a legacy of dedication and achievements.
providing members with tools to thrive in a competitive market. We launched an Annual Leadership Conference, bringing together industry professionals to share knowledge and insights. Recognizing the importance of technology, we introduced the ABSDA Digital App, giving members access to a powerful search engine and making key industry contacts and resources available right at their fingertips.
The fifth President of ABSDA made his appearance in 1999 when Mr. Don Sherwood was appointed by the board. His tenure was defined by a passion for education and collaboration. Under his guidance, the Association developed the Distance Learning Program, providing members with accessible training opportunities remotely. Don was instrumental in the creation of the Canadian Retail Building Supply Council (CRBSC), fostering collaboration with the sister Associations across the country. One of his proudest achievements was the construction of the ABSDA Member Building in 2003, a facility that continues to serve members today.
I, Denis Melanson, became the sixth President of ABSDA in 2014. Coming from outside the industry, I faced the daunting challenge of following in the footsteps of a beloved leader while trying to revitalize an Association that was losing momentum. Our trade show, once a centerpiece of the industry, was facing significant challenges, with some declaring it “dead.”
Through the support of an exceptional team and the unwavering commitment of our members, we turned things around. In 2017, we made the bold decision to move the Expo to Halifax. This move breathed new life into the event, which has since grown steadily and regained its status as the premier trade show in Atlantic Canada The Expo is more than a showcase for products and services; it is a platform for networking, collaboration, and building lifelong friendships.
Over the past decade, we have re-energized the Association, embracing innovation and growth. The ABSDA Academy now offers expanded education programs,
Our success is built on the foundation laid by the leaders who came before me. I am profoundly grateful for the vision and dedication of Mr. Farthing, Mr. Golding, Mr. Landry, Mr. Ward, and Mr. Sherwood. Their contributions have shaped ABSDA into the thriving organization it is today.
I also want to acknowledge the countless board members, committee members, and volunteers who have played an integral role in our journey.
Most importantly, I want to thank our members. Your support and engagement are the lifeblood of ABSDA. Over the years, you have shown resilience, adaptability, and a commitment to excellence that inspires us to continue serving you to the best of our abilities.
As we celebrate 70 years of growth and success, let us look forward to the opportunities that lie ahead. Together, we will continue to innovate, advocate, and strengthen the building supply industry in Atlantic Canada. I look forward to seeing you all at Expo 2025 as we embark on the next chapter of our journey.
Here’s to the next 70 years of success and community.
Denis Melanson President
Don Sherwood
Jeff Mowatt Service Strategist
STOP saying “Can I help you”?
Quick, what’s the typical greeting used most o en by 60% of retail stores?
You’re right if you guessed, “Can I help you?” The visitor’s usual response, “No thanks, just looking.” The problem is the walk-in customer is never “just looking.” They came into the premises because at some level they perceived a need. This greeting only reminds visitors that they’re not here to buy. Lousy selling strategy.
The way you and your front-line employees greet walk-in customers has a huge impact on your bottom line. Here are some tips to ensure that you and your employees greet customers in a way that makes them want to buy and keep coming back.
Show that you recognize them
If you deal with customers, the two most important words are not, please or thank you, but are your customer’s first and last names. Take the restaurant I patronized in Greece, for example. As I walk in with my friends, he shouts, “Jeff, you’re back! Welcome!” He smiles at the rest of my party and says, “I see you’ve brought your friends, excellent! We’ll clear one of our best tables for you!” At this point I don’t care what the food tastes like — this guy gets my business.
before?” Michael Gerber, author of the best seller, The E-myth, says that his clients who have switch from, “Can I help you?” to this greeting have seen sales increase by 16%. While Gerber claims to have no idea why this works so well, I think it’s because this greeting reminds the customer that they’ve been at your business before, so it’s a familiar place. Familiar means safe. Safe means trust. And trust means buy.
“If saying, ‘Hi, have you been here before?’ can increase sales by 16%, then it’s certainly worth a test.”
With this greeting the employee can also add, “Welcome back, we appreciate your coming to see us again.” That provides that all-important recognition. They can ask the customer about what they bought on their last visit and how they like it. That provides the opportunity to provide positive reinforcement and/or clear up any concerns.
If this is the visitor’s first visit, then the employee has a great excuse to show them around, identify needs and point out specials. At any rate, if saying, “Hi, have you been here before?” can increase sales by 16%, then it’s certainly worth a test.
Hope you give these technics a try. Remember practice makes perfect!
Wishing you great success and increased sales.
If you don’t remember the customer’s name, you need to at least let them know that you recognize them and are happy to see them. So, an effective greeting would be, “Well, Hello! It’s nice to see you again.” Customers return to secure, friendly environments. Show that you recognize them, and they’ll want to come back.
Contact the Business Development Manager in your area: youarethebrand.ca
Ask if they’ve been in before
One of the best money-making greetings is, “Hi, have you been here
Jeff Mowatt is a customer service strategist, Hall of Fame speaker, and bestselling author. For more tips, training tools or to inquire about engaging Jeff for your team visit www. JeffMowatt.com
Did you know ABSDA now offers Customer Service and Sales training? Sign up your team today by visiting the Training Schedule at ABSDA.CA
Spring Training Opportunities
Customer Service Excellence
Unlock the key to delivering exceptional customer experience in your store. Participants will learn how to anticipate customer needs, handle challenges effectively, and build lasting client relationships. Equip your team with the skills to exceed expectations and drive customer loyalty in today’s competitive market.
Date: Starting Tuesday, April 1, 2025
Location: Remote Online Training
Location:
Estimating Level 1 & 2
Whether new to estimating or looking to enhance skills, these courses provide valuable insights into project breakdown, product use, and calculations.
Date: April 7 to 10, 2025
Location: Truro, NS
Location:
Professional Selling
Elevate your sales approach with our Professional Selling program. Participants will explore proven sales techniques, from prospecting and negotiation to closing deals, all while fostering long-term customer relationships. They’ll gain the tools to boost your sales performance and deliver value-driven solutions that resonate with your clients.
Date: Starting Tuesday, April 29, 2025
Location: Remote Online Training
Yard & Warehouse Operations
Participants get a clearer understanding of what it takes to manage one of the most important assets – the YARD!
Date: Friday, April 11, 2025
Location: Truro, NS
CANADIAN LOCALLY Crafted. Loved.
THE VERY BEST TIME OF YEAR TO SELL WINDOWS & DOORS
The most exciting time of year is here. The Kohltech Winter Window Event is now available at participating dealers. To help you inspire your customers with the most outstanding value of the year on all energyefficient Kohltech windows, entrance systems, and patio doors. Visit our booth in Suite 109 to be some of the first to see new Kohltech products. Book orders now and arrange delivery anytime up to Spring 2025.
MEET & GREET
Join us in the Ballroom at the Halifax Convention Center for our opening evening at our popular Meet & Greet night featuring local favorites The Mellotones! This is a wonderful opportunity to connect with fellow members and make new connections. This event will feature a good spread of finger foods!
Tickets for this event can be purchased on our website at a cost of $50 each.
www.absda.ca
NOTE: All tickets must be purchased prior to the EXPO. No tickets will be available at the event.
ENTERTAINMENT - March 5th
An East Coast Entertainment Explosion! Crescendo
GALA & INDUSTRY AWARDS
Table of 10 for $1250.00
Individual Tickets are $125.00
Purchase online at www.absda.ca
The ABSDA 70th Anniversary Gala dinner will showcase an explosion of powerhouse Atlantic Musicians! Crescendo will feature 78th Highlanders, Squid and the world-champion MacArthur Dancers; the big band sound of Rankin MacInnis & the Broken Reeds; Syrian Lebanese rapper Shannii22; comedy by Cape Breton’s much-loved Bette MacDonald and a finale featuring 5-time Juno Award-winning artist and songwriter, Jimmy Rankin!
AMAZING
NOTE: All tickets must be purchased prior to the EXPO. No tickets will be available at the event.
We’re pulling out all the stops to celebrate our 70th Anniversary! Join us for a night cap at our After Burner Party with our very own ABSDA Band – The Kiln Dried Studs!
Walk a few yards down the street to The Dome for a toast to share our successes and create more memories.
This will be a complimentary event to thank our Members for the decades of generous support!
Date: March 5th, 2025
Time: Following the Gala
Location: Halifax Dome
70th CELEBRATION - March 5th
AFTER BURNER PARTY!
How to Prepare for a Successful Expo
e ABSDA Expo 2025 is right around the corner on March 5th and 6th. e Expo is a golden opportunity for exhibitors to showcase their products, connect with Dealers, and generate sales. To maximize the potential of your investment, preparation and strategic planning are key. Here are steps and strategies to ensure success at the Expo:
Step 1: Define Your Goals
Before setting foot on the trade show floor, identify your objectives. Are you launching a new product, expanding your client base, or strengthening relationships with existing customers? Clear goals will guide your approach and help you measure success.
Step 2:
Design an Eye-Catching Booth
Your booth is your storefront at the Expo. A well-designed, visually appealing booth can draw attendees in. Consider the following:
• Brand Consistency: Use colors, logos, and designs that align with your brand.
• Clear Messaging: Display concise, compelling messaging that communicates your value proposition.
• Interactive Elements: Incorporate touchscreens, product demonstrations, or hands-on experiences to engage visitors.
Step 3: Train Your Team
Your booth staff plays a critical role in engaging attendees. Have the RIGHT people in the booth and ensure they have the following skills:
• Knowledgeable: Fully informed about your products and services.
• Approachable: Friendly and enthusiastic in their interactions.
• Prepared: Trained in active listening and how to address attendee needs effectively.
Step 4: Promote Your Presence
Generate buzz before the Expo by reaching out to your network and target audience.
• Social Media: Share posts about your booth number, featured products, and special promotions.
• Email Campaigns: Send personalized invitations to key contacts.
• Pre-Event Meetings: Schedule appointments with key prospects to ensure quality interactions during the show.
Step 5: Maximize Engagement at the Booth
The key to a successful trade show lies in engaging visitors and building connections. Strategies include:
• EXPO Exclusive Deals: Everyone loves a great deal, promoting special pricing strategies exclusive to the show will make sure they visit your booth to get the deal.
• Interactive Experiences: Offer product demonstrations, virtual reality tours, or contests to captivate attendees.
• Thoughtful Giveaways: Provide branded items that are useful and memorable, such as tools or tech gadgets.
Step 6: Network Beyond the Booth
Networking opportunities at trade shows extend beyond your booth space. Attend networking events, keynote sessions, and workshops to:
• Build relationships with other exhibitors and attendees.
• Exchange ideas and stay updated on industry trends.
• Increase your visibility within the industry.
Step 7: Follow Up Promptly
After the Expo, ensure your efforts yield results by following up with leads. Send personalized thank-you emails, share additional product information, and schedule follow-up meetings to keep the conversation going.
Keys to Closing Sales at the Expo
1. Build Rapport: Start with a friendly, genuine conversation to establish trust.
2. Show Value: Clearly articulate how your product solves a problem or meets a need.
3. Create Urgency: Offer time-sensitive deals or promotions to encourage immediate action.
4. Ask for the Sale: Be direct and confident when discussing next steps, whether it’s scheduling a follow-up meeting or finalizing a purchase.
The ABSDA Expo is a premier event for the building supply industry in Atlantic Canada. By preparing thoroughly, engaging effectively, and following up diligently, exhibitors can make the most of this opportunity to showcase their products, strengthen relationships, and drive business growth.
Let’s make this year’s Expo a resounding success for everyone involved!
$2,500 ABSDA Scolarships
$1,500 ABSDA Bursaries
Bursaries and Scolarships will be awarded to successful recipients entering their first year studies at a recognized post-secondary institution.
Application deadline is April 18, 2025
Bursaries and Scholarships will be presented in June 2025. Contact the ABSDA office at 506-858-0700.
Application forms available at: www.absda.ca or at the ABSDA office
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Flex Foil
Booth No: 305-320
Flexicord Booth No: 116-127
Fortress Booth No: 305-320
Fox Blocks Booth No: 423 www.foxblocks.com
Fraser Flooring Booth No: 608
Freeman Pine Booth No: 305-320
Fusion
GGaco
Booth No: 116-127
Garaga
Booth No: 618, 620 www.garaga.com
Garon Distribution Booth No: 703 www.garon.ca
Gentek
Booth No: 922,924,926 www.gentek.ca
G.H. The Leveller Booth No: 908 www.ghleveller.com
Gillfor
EXHIBITOR LISTING
HHardlines Distribution Booth No: 905,907 hardlinesdistribution.com
Henkel/Lepage Booth No: 509,511 www.henkel.com
Henry/Bakor Booth No: 808-816, 809-817
Holmes Garage Doors Booth No: 918
www.holmesgaragedoor.com
Booth No: 808-816, 809-817
Booth No: 610,612,614,616 www.gillfor.com
Global Windows Suite 105 www.globalwindows.ca
Goodfellow
Booth No: 305-320 www.goodfellowinc.com
Gorilla Glue
Booth No: 116-127
Goodlam Booth No: 305-320
Goodstyle 2.0
Booth No: 305-320
Gorman Pine Booth No: 305-320
Green Fiber Booth No: 519,521
Home Hardware Booth No: 622,624,723,725 www.homehardware.ca
Huber Booth No: 305-320
IIdeal Roofing Booth No: 806 www.idealroofing.ca
IKO/CRC Booth No: 722,724,823,825 www.iko.com
Imperial Manufacturing Group Booth No: 413,415 www.imperialgroup.ca
Contractor-Focused Store Design: Strategies for Maximizing Sales and Loyalty
By Rob Wilbrink, CEO, BMF
Contractors account for the majority of sales at most independent building supply dealers. With most communities having multiple lumber yards, attracting customers with a great store design is essential.
Whether renovating these stores or designing them from the ground up, here are key factors to consider in the planning process.
1. Stock the Right Pro-oriented Products
Contractors generally prioritize quality over price. They use their tools every day and tend to be brand loyal. It’s best to skip the good and stock the better and best. Highquality tools, blades, fasteners, adhesives, coatings, and building materials are more reliable and save time on the job. Contractororiented stores will have broader assortments
of specialty fasteners, structural hardware, adhesives, and safety products than a typical home centre. Contractors depend on their local dealer to have ample stock of the items they need most so it’s effective for stores to maintain a list of top SKUs that should never be out of stock. Fixtures that include overhead storage are a great way to accommodate extra stock and make it easy to locate, manage, and replenish.
2. Focus on Your Core Customer
When renovating or building a new store, dealers often see it as an opportunity to attract more DIY traffic. They are tempted to dabble with product categories they are ill-equipped to compete in, and in doing so, weaken their overall presentation and market reputation. The most effective way to improve a contractor-focused store and build sales is to stay focused on its core customer first and foremost. Existing customers will become more loyal and increase their purchases while attracting more customers similar to them. Ironically, this is also the best way to attract serious DIY customers who tend to spend more money, appreciate a higher-quality product assortment, and enjoy shopping where the pros shop. Experimenting in categories that don’t make sense for contractors is seldom worth the effort. These customers hate tripping over patio furniture on the way to the contractor desk and aren’t impressed by toys, automotive products, or pool supplies.
3. Include Great Building Material Displays
Showrooms should extend beyond hardware to showcase roofing, siding, doors, windows, decking, and trim options. Building materials often account for 70-80% of sales for most of these dealers so displaying them is a key part of any store design. For some yards, décor categories such as flooring, kitchens,
Industry News
SEND US YOUR INDUSTRY NEWS
If you have industry news you want to spread around our network – send it in to us. New appointments or retirements; new aquisitions or expansions, anything that’s important to you is probably important to our Members. Pictures are always great too. Email Terry at leblanc@absda.ca.
Buck’s Recognized at National Hardlines Conference
Congratulations to Ryan and Julie from Buck’s Home Building Centres for being honored with the Marc Robichaud Community Leader Award at the 32nd Annual Hardlines Conference. e Outstanding Retailer Awards were hosted at the Fairmont Le Manoir Richelieu in La Malbaie, Que.
Congratulation Ryan and Julie!
Castle Welcomes Dominant Multi-Location Quebec
Member to their Commercial Division
Castle kicks o 2025 with an impressive announcement as they welcome a distinct leader in the province of Quebec. Edouard Beauchesne 1985 inc and Distribution Ste-Foy Ltee are the newest independents to join the Castle Group.
BP Canada Appoints New Territory Manager
Edouard Beauchesne 1985 inc and Distribution Ste-Foy Ltee are celebrating 60 years of outstanding service in the construction supply industry. eir alignment with Castle has helped to poise Groupe Beauchesne for exponential growth at their three branches in the Greater Montreal area, and two Distribution Ste-Foy locations in Quebec City.
Global Windows Wins Business of the Year
BP is please to announce the hiring of Andrew Walker that will be joining the Atlantic Team as Territory Manager for Newfoundland and Labrador. Andrew will work closely with dealer partners providing superior service and support.
Congratulations to ABSDA Member rm - Global Windows for winning Business of the Year at the recent provincial awards ceremony of the Conseil économique du Nouveau Brunswick. CÉNB is a group of entrepreneurs and businesspeople who care for New Brunswick’s economic development and the francophone business community.
Congratulations Global Windows!
ABSDA Member Receives Order of Canada Recognition
Congratulations to our long-standing Member, Normand Caissie of Imperial Manufacturing Group, for receiving the country’s highest civilian honor – e Order of Canada.
TIMBER MART Welcomes New Dealer
Located in Sydney, Nova Scotia, building material dealer, Seaboard Industrial Supply Company Ltd. now Seaboard TIMBER MART made their decision to join TIMBER MART to bene t from the group’s national buying power, vendor relationships and freedom to operate independently.
Owner, Parker Rudderham and his team have been serving the communities of Cape Breton Island since 1958.
LBMX Named Canada’s Top 100 Employer
Congratulations to ABSDA Member’s LBMX for being named one of Canada’s Top 100 Employers.
Canada’s Top 100 Employers is a national award recognizing employers which lead their industries in o ering exceptional workplaces for their employees. Employers are evaluated using the criteria of physical workplace, work atmosphere, health, bene ts, vacation, employee communications, performance management, training, and community involvement.
•Tailored support to uncover new opportunities
•Tools to boost profitability
•Comprehensive resources for sustainable growth
•Dedicated support when
TIMBER MART Appoints New National Manager
TIMBER MART announced it has promoted Damien Sohm, previously LBM procurement manager for Quebec, to the position of national procurement manager. In his new role, he will be responsible for all roo ng and rigid-insulation program categories nationwide, in addition to managing the group’s relationships with vendors in Quebec and Atlantic Canada.
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Castle is the fastest growing member-owned, Lumber and Building Materials buying group in Canada!
Our members make up a growing network of independent retailers nationwide who are the pillars of their communities and understanding their unique needs is what we are all about. The Castle business model offers members an unwavering commitment to their success along with the freedom to build their own story.
Find out why more and more independents are making the move to Castle. We Build Communities.
“Castle has enabled our business to grow and continue to be there for us every step of the way. We are proud to be a part of this strong community of independent operators who share experiences, and we know we have the support of the Castle group. We call it the Castle family for a reason.”
