HBSD_0523

MAY 2023 Volume 49 No. 5

OUTSTANDING STORES Meet the 2023 Class of STIHL Hardware All Stars Vernon Kuhns, owner, Graber Building Supply

The Orgill Advantage: Knowledgeable, Dedicated Reps

One of Many Bryan Gilbert 19 years with Orgill Texas Rep

Help our customers be successful

One of Many Scott Rizzoto 21 years with Orgill Northeast Rep

Each of Orgill’s 400+ sales reps provide our dealers with individualized service to achieve collective success.

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05.23 TOP WOMEN IN HARDWARE & BUILDING SUPPLY

26 A Home Depot Rental manager takes ownership of inspiration.

REGULATORY NEWS Allendale True Value and Rental in Michigan joins the class of 2023.

28 Solving the driver shortage: Dealers look to attract carriers.

29 Congress eyes trucker incentives.

PRODUCTS

30 Pest control builds on science.

STORY 18 COVER The 2023 Class of STIHL

31 Orgill merchants on grills, coolers and more.

Hardware All Stars

From coast-to-coast (and beyond) here are HBSDealer’s fifty, nifty STIHL Hardware All Stars for 2023, one from each state.

FROM THE EDITOR

8

Service and community are celebrated in an Illinois All Star.

NEWS & ANALYSIS

10 Commodities, prices and the PPI. 10 Here’s something that seems to be growing: Shrink.

12 Runnings picks up the pace.

ALSO INSIDE

31

12 Poll results 32 People News 34 Quikrete Industry Dashboard

28 Hardware + Building Supply Dealer (ISSN 2376-5852) is published monthly, except for July/August and November/December, which are double issues, by EnsembleIQ, 8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631. Subscription rate in the United States: $110 one year; $200 two year; $14 single issue copy; Canada and Mexico: $130 one year; $235 two year; $16 single issue copy; Foreign: $150 one year; $285 two year; $16 single issue copy; in all other countries (air mail only). Digital Subscription: $75 one year; $140 two year. Periodical postage paid at Chicago, IL., and additional mailing offices. POSTMASTER: Please send address changes to HBSD, Circulation Fulfillment Director, 8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631. Copyright © 2023 by EnsembleIQ. All rights reserved.

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Putting the industry on the map The ever-changing, interactive, industry-wide, coast-to-coast HBSDealer News Map tracks openings, closings and acquisitions.

Explore charted territory at HBSDealer.com/map.

Ken’s New Jersey Garage Everyone has time for a 90-second product demo. Recent additions to this video series — filmed in an actual Garden State detached garage — include a color-matching sensor and a 32-inch branch trimmer. Check them out at HBSDealer.com/video

Take the 2023 Industry Leaderboard Survey Tracking the top hardware and building supply dealers is a passion for HBSDealer. Take the annual Leaderboard Survey at HBSDealer.com/Leaderboard. And check out last year’s coverage in our digital edition library.

Connect with us @HBSDealer

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From the Editors 550 W. Bryn Mawr Ave., Ste. 200, Chicago, IL 60631 (773) 992-4450 Fax (773) 992-4455 www.HBSDealer.com

Who cares?

He cares.

BRAND MANAGEMENT SENIOR VICE PRESIDENT John Kenlon (516) 650-2064 jkenlon@ensembleiq.com

AND SO DO THE 49 OTHER ALL STARS IN THE MAY ISSUE.

EDITORIAL EDITOR-IN-CHIEF Ken Clark kclark@ensembleiq.com

Tim Burke Hardware Editor

B

ig enough to provide, small enough to care — says it all about hardware stores serving their communities with all they might need, and doing it in a friendly, helpful, hometown way.

On the front cover is our STIHL Hardware All Star Vernon Kuhns, the owner of Graber Building Supply in Tuscola, a small town in central Illinois with a population of about 4,000.

In the STIHL aisle with Vernon Kuhns, owner of Graber Building Supply in Tuscola, Illinois.

He bought the store last September, “from a guy who’s retiring,” said Kuhns.

“We didn’t need to reinvent the wheel. We have a good thing going here in the center of the state, supplying housing and barns — our business is a small hardware and a big lumber yard put together.”

When he took over, he kept all of the experienced staff of 55 at the Graber store in Tuscola, which is one of four stores he owns in the region, with 28,000 square feet of space. “We focus on our quality and service,” he said.

But there’s more to this store than hardware and lumber.

Awesome Machines

In an age where many hardware retailers are expanding their offering with items such as toys, gifts and housewares, Kuhns said auto repair and small engine repair are key parts of his business. And he’s expanding it.

“We have four mechanics on our auto repair side,” he said. “We just added another mechanic with 30 years experience and we’ve also hired a Gold Star STIHL mechanic for our small engine shop.”

This owner said the auto and small engine shop — a department they call “Awesome Machines” — is the fastest improving area in the business right now.

Word of mouth is carrying the message, around town and to nearby farms, that their tool shop is growing.

That theme of serving local communities with exactly what they need, really embraces the essence of all the STIHL Hardware All Stars on display in the pages of this special issue.

Kuhns said, “we pride ourselves on our community,” which speaks to all 50 hardware superstars this year.

“We’re big enough to provide, small enough to care,” he said.

Enjoy reading about the 2023 STIHL Hardware All Stars beginning on page 17 in this issue.

The STIHL Hardware All Star selection is finished for this year, but we're always looking for future honorees. If you know of a hardware business you'd like to recommend to be in the running for next year, email tburke@ensembleiq.com. Tell us what's unique about the business and what makes the owners special to their hometown market. If possible, attach a photo to your email of the hardware business, that shows the owners and team. Thanks for helping us find the next select group of superstar hardware owners.

8 April 2023 HARDWARE + BUILDING SUPPLY DEALER

LBM EDITOR Andy Carlo acarlo@ensembleiq.com HARDWARE EDITOR Tim Burke tburke@ensembleiq.com ADVERTISING SALES & BUSINESS ASSOCIATE PUBLISHER Amy Platter Grant MIDWEST & SOUTHERN STATES (773) 294-8598 agrant@ensembleiq.com REGIONAL MANAGER Greg Cole NORTHEAST & GREAT LAKES STATES (317) 775-2206 gcole@ensembleiq.com DESIGN/PRODUCTION/MARKETING SENIOR CREATIVE DIRECTOR Colette Magliaro cmagliaro@ensembleiq.com ART DIRECTOR Bill Antkowiak bantkowiak@ensembleiq.com PRODUCTION MANAGER Patricia Wisser pwisser@ensembleiq.com MARKETING MANAGER Kathryn Abrahamsen kabrahamsen@ensembleiq.com SUBSCRIPTION SERVICES LIST RENTAL mbriganti@anteriad.com SUBSCRIPTION QUESTIONS contact@HBSDealer.com

CORPORATE OFFICERS CHIEF EXECUTIVE OFFICER Jennifer Litterick CHIEF FINANCIAL OFFICER Jane Volland CHIEF OPERATING OFFICER Derek Estey CHIEF PEOPLE OFFICER Ann Jadown CHIEF STRATEGY OFFICER Joe Territo EDITORIAL ADVISORY BOARD

Levi Smith, CEO, Franklin Building Supply Steve Sallah, CEO, LBM Advantage Tom Cost, owner, Killingworth True Value Brad McDaniel, owner, McDaniel’s Do it Center Joe Kallen, CEO, Busy Beaver Building Centers Permissions: No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or information storage and retrieval system, without permission in writing from the publisher.

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REGISTRATION IS OPEN OCTOBER 4-6, 2023 KANSAS CITY MARRIOTT DOWNTOWN

INTRODUCING THE LATEST SPEAKERS TO JOIN OUR EVENT

Chris Beard Director, Building Products Research, John Burns Real Estate Consulting

Matthew Saunders Vice President, Building Products, John Burns Real Estate Consulting

Timothy Papandreou Founder & CEO, Emerging Transport Advisors

Joseph Gruber Executive Vice President and Director of Research, Federal Reserve Bank of Kansas City

The 2023 ProDealer Industry Summit is a partnership between HBSDealer and the National Lumber and Building Material Dealer Association. This Premier Event is for LBM Dealers, Distributors and Suppliers built on networking and education. Industry Professionals share business solutions and strategy for today's challenges while looking toward the future. This is your opportunity to connect and engage with LBM Dealers from all over the country.

Please visit www.prodealer.com for more information.

Thank You to Our Current 2023 Sponsors

For Sponsorship Opportunities, please reach out to: Amy Grant, Associate Publisher agrant@ensembleiq.com | 773-294-8598

News + Analysis

Commodities, prices and the PPI As macroeconomic metrics go, the Producer Price Index may not be as celebrated as the Consumer Price Index. But the PPI is certainly a closely watched metric, especially for upstream manufacturers and wholesalers.

A notable feature of the PPI (which until 1978 was known as the Wholesale Price Index) is the sheer scope of its tables, which contain detailed information on categories of interest to hardware and building supply dealers.

Here are ten such commodity types, and how their Producer Price Index changed year-over-year, and also how they changed in recent months.

Overall, on a monthly basis, the Producer Price Index for final demand declined 0.5 percent in March, seasonally adjusted, the bureau reported. The data for April, is slated to be released May 11. Look for the update at HBSDealer.com.

PPI: Unadjusted 12-month percent change Softwood Lumber

-49.3% -28.7%

Plywood

-14.3%

Hardwood Lumber

-0.7%

Millwork Hardware

4.1%

Plumbing Fixtures

4.6%

Lighting Fixtures

5.5%

Adhesives & Selants

11.2%

Bolts, Nuts, Screws

12.5% 14.5%

Concrete Products

-50%

-40%

-20%

-10%

-10%

0%

10%

20%

30%

Source: U.S.Bureau of Labor Statistics/ Producer Price Index — March 2023

Shrink. It’s a growing trend.

Eighty-one percent of U.S.-based retailers reported that shrink increased in 2022, according to “The 35th Annual Retail Theft Survey,” from loss prevention and inventory shrinkage control consulting firm Jack L. Hayes International. Average theft value per case hit $846.11 last year, a 17.1% increase from $722.38 in 2021.

The report is based on responses from 26 large retailers across department stores, big-box, specialty apparel and supermarket companies. These retailers represented 22,182 stores and over $700 billion in retail sales in 2022.

The good news is that total apprehensions in 2022 increased 45.6%, and total recovery dollars from these apprehensions jumped 70.5%. Specifically, retailers apprehended a total of 340,488

shoplifters and dishonest employees in 2022, up 45.6% from 2021. These companies recovered over $288 million from arrested thieves — a staggering 70.5% increase from 2021.

When analyzing shoplifting losses

10 May 2023 HARDWARE + BUILDING SUPPLY DEALER

specifically, companies reported that last year 295,654 shoplifters were caught, a 50.9% increase compared to 2021.

Companies managed to recover more than $237 million from these thieves, a staggering 90.5% increase compared to the prior year.

While not all criminals were apprehended in every theft, retailers still managed to recover $485 million in shoplifting losses from cases where no arrests was made.

This was a 44.1% increase compared to 2021, the study said.

“Many retailers returned to making shoplifter apprehensions post-pandemic and focused more of their attention on external theft issues in 2022,” said Mark R. Doyle, president of Jack L. Hayes International.

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News + Analysis

Runnings picks up the pace with R.P. Home & Harvest After a whirlwind couple of years that included changing ownership and changing the signs above the doors, the Midwest farm and ranch retailer R.P. Home & Harvest has a new corporate family: Runnings.

Runnings, a Minnesota-based retailer, has agreed to purchase Edwardsville, Illinois-based R.P. Home & Harvest, a family-owned farm and ranch company with 22 locations and one distribution facility across Illinois, Indiana, Ohio and Wisconsin.

Upon completion of this acquisition, Runnings’ footprint will expand to 80 locations, serving customers in 12 states from New York to Montana.

“These stores and communities are very similar to the markets we presently serve and, after many discussions with R.P. Home & Harvest’s leadership, both companies knew this would be a great fit from a culture, values, and operations standpoint,” said Brian Odegaard, president of Runnings.

Founded in 1947, Runnings is owned by the Dennis and Adele Reed family.

farm, home, and outdoor-store companies in America, extremely well-regarded by customers and competitors. We are both family-owned companies and that means a lot to us,” said Plummer.

“This deal would not have come together,” he said, “if we did not have the utmost confidence that Runnings will do a phenomenal job for all stakeholders.”

The stores will continue operating as R.P. Home & Harvest for a limited period as Runnings transitions the stores to their brand, said the company.

“From the customers and the communities to the employees and vendors, we truly feel this is an excellent opportunity for everyone involved,” said Odegaard.

Runnings, founded in 1947 and based in Marshall, Minnesota, is owned by the Dennis and Adele Reed Family.

This privately held retailer sells pet supplies; sporting goods including hunting and fi shing equipment; clothing and footwear; lawn and garden supplies; housewares, tools, farm supplies, toys and outdoor equipment; and currently has 58 stores and employs more than 2,700 workers across eight states.

A brief history of R.P. Home & Harvest would include these events: 1964: Founded in Watseka, Ill., as Big R Stores 2018: Acquired and renamed Stock + Field Jan. 2021: Filed for Chapter 11 bankruptcy protection Mar. 2021: Acquired out of bankruptcy

by R.P. Lumber Sept. 2021: 22 stores rebranded as R.P. Home & Harvest Apr. 2023: Agreement made to be acquired by Runnings.

“It’s pretty amazing how quickly this all came together,” said Jason Plummer, president of R.P. Home & Harvest. “Just a couple of months ago this wasn’t even on the radar but when a win-win opportunity appears, it is an exciting thing.

The transaction between Runnings and R.P. Home & Harvest is scheduled to close in June.

“Runnings has been doing this for over 75 years, and they are one of the top

Banks for your support In early March, Silicon Valley Bank was in the headlines, along with the phrase: “largest U.S. banking failure since the 2008 fi nancial crisis.”

It remains in the headlines, as analysts attempt to determine and predict its wider impact and future implications, which we remain cloudy, according to some.

Against that backdrop, here are the results of a recent HBSDealer poll question.

For more polls and opinions, visit HBSDealer.com.

Since the Silicon Valley Bank crisis, has your company had a formal meeting with your bankers?

62%

No Yes I don't know

12 May 2023 HARDWARE + BUILDING SUPPLY DEALER

21% 17%

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COVE R FE ATU R E

WINNER’S LIST Alabama: Breedlove Building Supply Alaska: South Central Hardware Arizona: Tucson Ace Arkansas: Marchant Building Center California: Miller’s Ace Hardware Colorado: Northwest Ranch Supply Connecticut: Chatfield True Value Hardware Delaware: Smyrna Community Hardware Florida: Hall’s Hardware and Lumber Georgia: Bob’s Do it Best Hardware and Supply Hawaii: HPM Building Supply Idaho: Albeni Falls Building Supply Illinois: Graber Building Supply Indiana: Alpha Building Center Iowa: Fisk Farm and Home Kansas: Mill Creek Lumber and Supply in Wichita

STIHL 2023 HARDWARE ALL STARS

I

Kentucky: Southern Wholesale Louisiana: Pierre Part Store Maine: S.W. Collins Co. Maryland/DC: True Value on 17th Massachusetts: Osterville Hardware Michigan: Allendale True Value and Rental Minnesota: Kendall’s Ace Hardware Mississippi: Nabors Do it Best Home Center Missouri: Rose Hardware Montana: Central Lumber and Hardware Nebraska: Builders Warehouse

nnovation. Performance. Community-service. These are the qualities that make an All Star hardware and building supply dealer.

This year’s class of STIHL Hardware All Stars marks the 13th year of the program, in which editors recognized one business from each of the 50 states.

We talked to distributors and suppliers, we visited stores and dealer markets, we even studied customer reviews on social media to help determine the honorees.

And they’re more than just the best — they are superstars to us.

Nevada: Big R in Sparks

Here’s more on the criteria:

Oregon: Diamond Home Improvement

Innovation in operations, marketing or merchandising; High performance, exhibited through expansion, success or sales growth; Customer focus, community centricity and a commitment to the traditions of the hardware and building supply industry.

Isn’t that what makes a hardware all star? We think so.

The selection process is made difficult by the fact that there are so many great hardware stores across the nation. It’s about being unique, and building on an outstanding story.

Our call for the best in 2023 was answered by these following all stars — our superstar hardware stores for this year.

For more All Star coverage, visit HBSDealer.com.

HBSDealer.com

New Hampshire: Caron Building and Rental Center New Jersey: Swedesboro Hardware New Mexico: O&G Do it Best Hardware in Flora Vista New York: Riverhead Building Supply North Carolina: Blackhawk Ace Hardware North Dakota: Wagon Wheel Lumber and Hardware Ohio: Handyman Do it Best Hardware Oklahoma: Hilltop Hardware and Lumber Pennsylvania: GR Mitchell True Value Rhode Island: Mt. Pleasant Hardwarein Providence South Carolina: Oswald Wholesale Lumber in Leesville South Dakota: Whetstone Hardware Hank Tennessee: Germantown Hardware Texas: Weakley-Watson Ace Hardware Utah: Valley Hardware in Heber City Vermont: Chester Do it Best Hardware Virginia: M&M Building Supply in Hartfield Washington: Knudson Lumber and Hardware in Ellensburg West Virginia: Liggett’s Supply Wisconsin: Solon Springs Mercantile Hardware Hank Wyoming: Pinedale Lumber

HARDWARE + BUILDING SUPPLY DEALER May 2023

17

COVER F E ATURE

ALABAMA

Breedlove Building Supply

Owned and run by father and son team Robert and Marc Breedlove, the family-oriented business, and Do it Best dealer, has taken care of Southern Alabama’s pro contractors and DIYers for nearly 100 years.

Their two home centers in Opp and Andalusia sit 13 miles apart but cater to different demographics — rural consumers and city dwellers, respectively. Their outdoor living category has a variety of grills, rubs and accessories.

ALASKA

South Central Hardware

his dream of becoming a police officer. Owner Jessica Greenfield says she named the store after her son because he’s so community driven, aspiring for her business to be the same.

COLORADO

Northwest Ranch Supply

Their origins in Kremmling go back to owner Tim Menhennett’s great-grandfather’s livery barn from the early 1900s. Their close relationships with local businesses have been a foundation for growth, as they compete with suppliers in a community of 1,500 residents. Their staff is committed to supplying DIYers and trained pros with hardware, lumber, and tools and services.

Menhennett said he, “donated the old livery barn to the historical society to house a museum.”

The store in Valdez opened at the dawn of the Alaskan oil boom. Second-generation owners Myrna and Wayne Dahl offer hardware, paint and building materials. They expanded their housewares and appliances and built a 3,000 square foot building to keep lumber and building materials out of harsh Alaskan weather and enhance LBM pros’ experience.

And it has an entire floor of toys and games to rival toy stores in the lower 48.

Marchant Building Center

Serving people in the Southern Ozark Mountains since 1960, customers of this lumber and building products center know Marchant for quality and value, following them on social media. Marchant regularly posts on Facebook to keep people updated on an instore remodel happening now. This Do it Best dealer routinely promote local restaurants by inviting food trucks to set up in their parking lot and serve their customers.

CALIFORNIA

Miller’s Ace Hardware

Set to become part of the Citrus Heights family, Miller’s Ace is named after Sacramento’s Miller Greenfield, a 15-year-old boy with a rare neuro-degenerative disease. He participates in the community as much as he can and is even working toward

Hall’s Hardware and Lumber

Their mantra is: “Get in, get help, get it done.”

They specifically accommodate first time customers, providing them a gift bag with coupons and products during their visit. The Do it Best dealer is perfectly situated at a crossroads for folks traveling across the panhandle on I-10. The store is called a “must-see destination” in guidebooks.

Customers are encouraged to place a push pin on the store’s world map showing how far they’ve traveled.

Bob’s Do it Best Hardware and Supply

Keith and Lana Wiggins made the bold decision to redesign and expand their hardware store by adding 6,000 square feet to their sales floor. It takes a great coach to lead a store through monumental changes effectively; it’s not surprising that Keith is a retired head football coach. Keith is developing his son Jeremy as his quarterback — preparing him to lead the store into the next generation of service to the community.

Tucson Ace

ARKANSAS

FLORIDA

GEORGIA

ARIZONA

The Joe Findysz family owns eight Ace stores in Tucson. They decorate their fire truck and bring it to the Ronald McDonald House during Christmas time to bring the holidays to families with children receiving care. They also sponsor an RMH walkathon.

Joe and his family drive the Christmas fire truck all over Tucson during the holidays.

“It brings a lot of joy to people. It’s probably the most photographed vehicle in the city of Tucson,” said Findysz.

a customer friendly, relaxed shopping environment. At Community Hardware their slogan is “Let us help you do it right,” and their staff is always there to help customers find what the need or offer advice to help them get projects done. One customer on social media said it all: “If they don’t have it … you don’t need it.” They even sell fishing rods and reels.

HAWAII Chatfield True Value Hardware just expanded from 5,000 to 20,000 square feet to better serve their beach community.

CONNECTICUT

Chatfield True Value Hardware

A staple of the beach community, father and son owners are Chuck Berger, Sr., and Charlie Berger. They just built a new facility behind what is now the original store, increasing square footage from 5,000 to 20,000. “My dad started the business in 1966 with an emphasis on power equipment, but he was determined to be the one-stop-shop for all hardware needs in the Southbury area and always investing in the community,” said Charlie.

DELAWARE

Smyrna Community Hardware This True Value hardware store has been servicing two communities since 2008. They offer

18 May 2023 HARDWARE + BUILDING SUPPLY DEALER

HPM Building Supply

Recently, HPM celebrated 100 years of serving the Hawaiian islands. To commemorate, they partnered with nonprofits and community groups to complete “100 Acts of Service” doing food, diaper and school supply drives as well as dog adoptions and trash pickups. The Community Building Team, HPM’s owner-employee group, said, “the yearlong endeavor won’t end there, and we’re committed to making a lasting impact.”

IDAHO

Albeni Falls Building Supply

What began as a small lumber yard by Diamond International Lumber in 1948, steadily grew over the following years, and in the late 1980s Harold (Blackie) Ockert, manager of the store, purchased it. In 1990, Ockert decided to sell the store and retire. A young couple named David and Susan Melbourn bought it.

They opened a new store with over 30,000 square feet in 1996. This store, an Orgill dealer, employs more than 40 people.

HBSDealer.com

KANSAS

Mill Creek Lumber and Supply in Wichita

During the great depression, in 1934, Pete Dunn opened a lumber company. In 1947 the name changed to Mill Creek, named for the creek that ran along the property. Pete’s son Jim took over the company in the early 1970s.

Jeff Dunn, Pete Dunn’s grandson, has led the fi rm since 2003, with locations in Wichita, Tulsa and Oklahoma City. This Orgill dealer writes: “It takes the hiring and rewarding of outstanding people to grow and enjoy 90 years of business.”

On the front cover, and in the STIHL aisle, Vernon Kuhns, owner of Graber Building Supply.

ILLINOIS

Graber Building Supply

New owner Vernon Kuhns bought the store in Tuscola – that serves the entire county’s farmers, businesses and contractors and “has a massive STIHL offering” – from Jim Higgins last fall. Higgins started the company more than 50 years ago; today he manages it with his son Brent. The home center includes a large rental department, and their appliance service center has on-staff technicians. They also deliver propane to rural farmhouses.

INDIANA

Alpha Building Center

A small renovation turned into a total expansion of the Hershberger family’s Shipshewana store. The on-site door processing plant, metal roofi ng facility, and design capabilities serve the large community of Amish home builders. Their tool-repair business handles 7,000 jobs yearly, and a team loads up trucks daily to reach 400 area woodworkers with deliveries. They recently built a new 18,000-square-foot store in Nappanee.

IOWA

Fisk Farm and Home

Curt and Julie Fisk said, “we’re proud that the children have remained in the family business to continue what began in 1977.”

Not only proud of their children but their 17 grandchildren: “They too want to be part of the action by volunteering at the store.”

An Orgill dealer, they operate three retail locations in Cresco, Monona and Decorah.

Their son Paul runs the Decorah store. Also, Curt’s brother Tim and his wife Diane are part of the business.

HBSDealer.com

Washington, D.C. With its traditional hardware feel, it exemplifies a small-town look in a big city. Owner John Spalding is described as “humble and customer focused.” A Yelp reviewer said: “Beyond hardware they also have a full housewares dept. When you walk in you are greeted with ‘how can I help you?’

And a little-known secret: They also sharpen kitchen knives.”

KENTUCKY

Southern Wholesale

Both a hardware store and lumber yard, third-generation owners Matthew Fox and Aimee Cupp took over nine years ago with plans to bring a fresh new vibe, a move “atypical for many retailers in Appalachia,” said Fox. Located in Harlan, near the winding Cumberland River, they implemented a major interior and exterior store remodeling project. Said one reviewer: “Awesome store with everything you need for projects and home repairs.”

James and Megan Cote own Osterville Hardware and offer paint, gifts and toys.

LOUISIANA

MASSACHUSETTS

For 112 years this store in Pierre Part has been serving customers in Southeast Louisiana. They’ve continually upgraded their services including adding a drive-through lumberyard. Their more than 60,000 square foot building also includes a full-service grocery store and deli. “If they don’t have it, you don’t need it,” said one Google reviewer about the one-stop business, “they have everything you need to build a house and make a gumbo.”

Owners James and Megan Cote “offer a selection of the finest in hardware, housewares, outdoor living, paint, gifts and toys,” their website announces. Since 1944, this Do it Best dealer, formerly Osterville House & Garden, has been a community destination. Their story: After returning home from college, James had an opportunity to purchase his old employer’s store. They gear their product mix toward Cape Cod’s weekenders.

Pierre Part Store

MAINE

S.W. Collins Co.

Sitting 100 feet from the St. John River separating Maine and Quebec, it’s not uncommon to hear both English and French spoken inside this Maine institution’s Fort Kent location. The 179-year-old business is well-known in the region for superior customer service and highly knowledgeable staff. A 2014 prodealer of the year, S.W. Collins has passed on friendly service and community involvement to its six locations and a new, sixth-generation in cousins Clara and Adam Collins.

Osterville Hardware

A small-town look in a big city, this hardware store called True Value on 17th is in Washington, D.C.

MARYLAND/WASHINGTON D.C.

True Value on 17th

The store calls itself, “a showcase store for the urban footprint,” in

HARDWARE + BUILDING SUPPLY DEALER May 2023

19

800.444.7313 fastenerconnection.com

COVER F E ATURE

MISSOURI

NEW HAMPSHIRE

Scott and Angela Westhoff, husband and wife, are constantly updating and adding to their product mix. That’s why Rose Hardware is one of the top merchandised stores, and Do it Best dealers, in the region. Add to that a new store design for the old-time 5,000 square foot store, and the business has seen incredible growth in the past few years. Customers can’t miss the extensive Milwaukee display.

And the Westhoffs regularly donate tools to the local fire department.

Serving the area’s skiers, park goers and water sports enthusiasts, this full-service home center began as a lumber company in 1907. In 1974 Maurice Caron bought the business. Today, this Do it Best dealer focuses on contractor and outside sales, design services and small engine repair. Their rental center is the only locally authorized STIHL dealer and service center with a parts database. They are all about appreciation of their valued customers and employees.

Rose Hardware

MONTANA

Winners of the STIHL Midwest region territory of the year dealer is Allendale True Value and Rental.

MICHIGAN

Allendale True Value and Rental

Recent winner of STIHL’s territory of the year award in the Midwest region, this hardware store serves a Midwestern beach community 15 miles east of Lake Michigan. It has undergone renovations and expansion as it transitions toward the future, under the care of co-owner Chad Ayers. The store continues to add new product lines in all categories with a particular focus on expanding its selection of major appliances.

MINNESOTA

Kendall’s Ace Hardware

More than thirty years ago, this store opened with one goal in mind, to be the Friendliest Store in Town. Owner Kendall Crosby started working in 1976 at the age of 14 at his hardware store in West St. Paul, and in 2005 he opened his second store. Now his daughter Ashley and her husband Matt are taking over the store to carry on the friendly tradition. Their store cats Makita and Stanley, and dog Cleo greet every customer.

MISSISSIPPI

Nabors Do it Best Home Center

Owner Lee Nabors opened his fourth location last year and the once pro-oriented lumberyard has evolved into a welcoming, inclusive environment influenced by popular social media sites and home improvement shows. After the recent severe storms in Mississippi, Lee and his wife and co-owner Millette made the 40-mile drive from their home in Houston, Miss., to Amory to help with cleanup. Soon after, their store became a recovery center helping their community.

Central Lumber and Hardware

Jeff and Teri Sell serve a small Montana farm and ranch community 100 miles from the nearest big box. Harlowton’s residents are grateful to the Sells for establishing such a well-stocked depot in their out-of-the-way rural community. Stepping inside, customers are greeted with a clean and updated store carrying housewares, mattresses and building materials. The robust selection of products and other personal touches are showcased on the dealer’s Facebook page, too.

NEBRASKA

Builders Warehouse

The name says a lot: “Builders” has everything for the pro, including elite-level design centers and a network that extends deep into Colorado. But the heart of the system is here in Kearny, with an everything-under-one-roof home center, and another roof over a drive-through lumberyard. The versatile company was founded in 1977 by Myron Andersen. His children Chad and Stacy mark the second-generation at the helm.

Caron Building and Rental Center

NEW JERSEY

Swedesboro Hardware

Owner Frank Bridges bought and remodeled the store in 2013 and recently completed another remodel to continue Swedesboro’s path to even more growth. The new look and easy-to-navigate aisles are intended to create the best customer experience, fostering pride for shoppers as well as staffers. Bridges credits his team of 14 with offering his New Jersey DIYers and pros alike top-notch expertise with a passion to solve problems.

NEW MEXICO

O&G Do it Best Hardware in Flora Vista

Serving the Four Corners region, O&G Hardware was founded in 1956 as Oil and Gas Equipment Corp. with a commitment to customers that’s stood the test of time.

Today, third-generation owner Drew Degner oversees the business started by his grandfather and credits their success to three simple things: Dedication, professionalism and a smile. The business recently took on a sizable transformation to include a 15,000-squarefoot retail hardware store.

NEVADA

Big R in Sparks

“Bringing ranch, farm and home supplies to rural communities in the west.” That’s the motto of this versatile operation, in business for more than four decades. Their locally sourced specialty items like rubs, spices, salad dressings, crafts and gifts have influenced a growing number of custom-request orders, not to mention customer count. The dealer works with Future Farmers of America, buying animals and giving them back to the kids who raised them.

22 May 2023 HARDWARE + BUILDING SUPPLY DEALER

Big R in Sparks, Nevada, takes part in parades and other community events.

HBSDealer.com

NORTH DAKOTA

Wagon Wheel Lumber and Hardware

Riverhead Building Supply celebrates 75 years.

NEW YORK

Riverhead Building Supply

In business for 75 years and with third-generation family members operating, this regional powerhouse has 19 locations across Long Island, N.Y., Connecticut, Rhode Island and one in Massachusetts. With a full selection of hardware items, each location also has a full-service lumberyard with drive-through convenience. Design showrooms, staffed with professional designers, guide pros and homeowners through an array of top brands of windows, doors and kitchen cabinetry.

This employee-owned lumber and hardware company and Orgill dealer has been serving Washburn and the surrounding area for more than 40 years. The company’s drafting specialists create high-quality building plans and will customize “Our drafts people are experts in computer aided drawing (CAD) drafting systems.” On tap are building materials, windows, decking, interior and exterior doors and cabinetry.

OHIO

munities in which we live and work. From fundraising and charity events to Diamond’s annual anniversary sale.”

Handyman Do it Best Hardware

Leaving a career in accounting, Phil Mazi returned to Hubbard in 2016 to take over the largest of his family’s stores. He began a major remodel that included a new store layout and fixtures, flooring and repositioning the side entry door to the front of the building.

He enhanced his plumbing and hardware departments, added key categories like STIHL outdoor power, Milwaukee Tool and Carhartt to serve more pro customers.

OKLAHOMA

Hilltop Hardware and Lumber

Pickles the T-Rex greets customers at Blackhawk Ace Hardware.

NORTH CAROLINA

Blackhawk Ace Hardware

In business in Charlotte since 1977, the store has a giant dinosaur named Pickles that greets all. “What’s amazing is how many kids don’t see it until they’re right under it – then they jump back,” said co-owner Andy Wilkerson, son of owners Jim and Barbara Wilkerson. “We gained our reputation by being different.” They have 25,000 square feet of non-traditional items. “Housewares are some of our best sellers,” he said.

HBSDealer.com

This is a business for DIY projects because the people are knowledgeable and respectful, said one reviewer on social media describing this Orgill dealer, located in Idabel.

With a combined decade of experience, their team helps customers find the tools they need, and the employees are builders and workers as well, they write. Another reviewer said: “They fill a specialized need for a growing population.”

OREGON

Diamond Home Improvement

The team in their store at GR Mitchell True Value in Willow Street, Pennsylvania.

Locally owned and family operated, this home improvement retailer and Orgill dealer headquartered in Southern Oregon, with locations in Klamath Falls and Grants Pass, was started in 2000 by the Steiner family with the vision of providing high-quality service to Oregon’s building community. The company says it, “gives back to the com-

PENNSYLVANIA

GR Mitchell True Value

GR Mitchell “has more lumber and building materials than the big box stores in Lancaster County,” the firm said. And the hardware side has name brand home and professional grade tools, plumbing, electric, paint and outdoor living products. This is a hardware store with friendly, knowledgeable people – all in Willow Street, Pennsylvania.

RHODE ISLAND

Mt. Pleasant Hardware in Providence

Situated in the historic Federal Hill area, this classic hardware store was first established by owner Marc Gillson’s grandfather in 1923. Mt. Pleasant has a reputation throughout New England for hard-to-find window parts. The friendly, knowledgeable team can usually find a solution for any project. Staff see the growth potential in their urban area and work closely with local entities like Brown University and Roger Williams Hospital.

SOUTH CAROLINA

Oswald Wholesale Lumber in Leesville

Owner Jimmy Oswald started as a teenager in his father’s lumber company before founding Oswald Wholesale Lumber out of a one-room office in 1972. Today, this versatile dealer has grown into a full-scale retail and wholesale operation. The team of 65 employees includes Marie Leaphart, who started at the elder Oswald’s company in 1960. They support community arts, athletic programs, and sponsor the South Carolina Poultry Festival.

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COVER F E ATURE

underwent a complete remerchandising project that included an expanded power tool selection, the creation of robust power aisles and a new rental department. A military vet, Justin supports multiple veteran’s groups with donations of products and money.

VERMONT

Chester Do it Best Hardware

Whetstone Hardware Hank won the Valspar Paint Race for top sales two years running.

SOUTH DAKOTA

Whetstone Hardware Hank

Mike, Amy and their team, competed in the Valspar Paint Race – a United Hardware annual sales competition – and have won two years in a row. Mike and Amy Locke are owners of Whetstone Home Center, a United Hardware (Hardware Hank) dealer in Milbank, with a lumber yard and hardware store that serves a 60-mile radius. The paint race was a winning experience. “We are grateful for all our loyal customers who have made winning this award possible,” said Amy Locke.

TENNESSEE

Germantown Hardware

The store, located a short drive from Orgill headquarters in Collierville, has been serviced by Orgill for decades. The relationship tightened in 2020, when Orgill’s wholly owned subsidiary Central Network Retail Group acquired the store. Highlighted at the recent Orgill Spring Dealer Market was a celebration of retail best practices in the form of an 18,200-square-foot model store patterned after this recently remodeled store.

TEXAS

Weakley-Watson Ace Hardware

“This place carries a lot of really cute things you don’t usually find in hardware stores,” said one reviewer on social media. Another commented on the amazing service and the owners, the wonderful Jacobs family. Family and community are a big part of the Brownwood store that has been around for more than 14 decades. The Jacobs said the store has been, “serving Brown County for over 140 years and plans to continue for 140 more.”

Nestled between two mountains, this store draws in local customers and vacationing skiers with their well-stocked displays of kiddie pools, grills, mulch and outdoor furniture. Owner Julie Pollard wanted to ensure her customers can get what they need in just one stop. A few years ago, she bought a retiring florist’s business expanding her store, learned the art of floral arranging, and opened Chester Hardware’s floral department.

before the pandemic, providing an outlet for pro and DIY customers. They stay connected to their community on social media by sponsoring events like Build a Birdhouse Day and Relay for Life.

WEST VIRGINIA

Liggett’s Supply

It’s Mill Creek. It’s 1956. The story begins… A place to buy suet feed, bird feed. And it continues today with hardware; farm supplies; and lawn and garden supplies. This Orgill dealer has “top quality Purina feed and pet food. We can also get feed for exotic pets,” they said. Find Case or Old Timer knives, Orca coolers, and Lodge cookware. One reviewer said: “I buy all my garden supplies and wood working tools here.”

VIRGINIA

M&M Building Supply in Hartfield

Sterling Hudgins and Kathryn Tatterson bought a contractor-oriented supply store in 1998. They engineered a complete remodel, and rebranded as M&M Building Supply. The couple expanded the retail space and broadened inventory to attract female shoppers — the renovation included a kitchen design department with a selection of cabinets and vanities. They also supply their Tidewater community with locally made crab pots, fishing supplies and kayaks.

WASHINGTON

Knudson Lumber and Hardware in Ellensburg

Founded in 1937, Knudson is in its third generation of ownership by the Knudson family. Their reputation is based on old-school values of honest hard work and treating every customer with respect.

The Do it Best dealer launched e-commerce just The Knudson Lumber and Hardware team out in front of their store in Ellensburg, Washington.

UTAH

Valley Hardware in Heber City Justin Peel took over the store with no previous hardware experience. With a steep learning curve, he and his team of eight have powered through supply challenges. The Do it Best dealer

24 May 2023 HARDWARE + BUILDING SUPPLY DEALER

Ken and Meg Thoreson own Solon Springs Mercantile Hardware Hank in Wisconsin.

WISCONSIN

Solon Springs Mercantile Hardware Hank

A newly launched e-commerce platform is a big part of the story of this small town hardware store in Solon Springs. “We have noticed that customers are coming in to make purchases with far more knowledge than they had in the past about products,” said Meg Thoreson, co-owner, with husband Ken. “E-commerce is an important element of providing the highest level of customer service.”

Part of United Hardware, the store also sells sporting goods and liquor. Cheers.

WYOMING

Pinedale Lumber

“Your project is our priority,” is their motto. Next door is their Black Mountain Rental facility, offering heavy equipment rental, construction equipment, and hundreds of small tools for pros and DIYers alike. Owner Justin Sandner is involved in 4H, and annually sponsors four kids all the way through the program and donates feed and wood shavings for animals’ bedding. This Do it Best dealer also supports local sports programs.

HBSDealer.com

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Performance review

Top Women Profile Series ANN WELSH OF HOME DEPOT RENTAL TAKES OWNERSHIP OF INSPIR ATION

A

former construction company owner, Ann Welsh embraces her love for teaching others about tools in her current position as project manager, rental expansions, for Home Depot Rental. Self-described as a “Jill of all trades,” she’s had a passion for building since childhood.

HBSDealer: How did you get into the building products business?

Ann Welsh: “I grew up in a large family, and when we couldn’t afford a table and chairs, my parents built a nook that could seat all of us comfortably.

That’s how I grew up — always going to the hardware store to get supplies to fix or make things bigger and better in our household. Since childhood, I had a knack for taking things apart and putting them back together.

As soon as I was able, I achieved my degree in construction management and was one of the few women pursuing this career path. The local hardware store was my toy store and still is. As a kid, I couldn’t get enough of making something new. And now as a “big kid”, I get to be an integral part of the growth of my favorite toy store. I’ve always aspired to be a part of The Home Depot family and when the opportunity came, I jumped at the chance.

HBSD: Who were your mentors?

AW: I have been blessed to have many mentors in my life. Among my many mentors are my partner, parents, siblings, managers and friends.

The offering of words of encouragement or “good job” helped me to maintain that stick-to-itiveness and the never give up attitude that has stuck with me to this day.

Don’t get me wrong, there have also been naysayers. But the only thing my detractors accomplished was to drive me to work that much harder to prove them wrong. I used the negativity to help mold me into who I am today.

HBSD: Any memorable lessons?

AW: My dad always reminded me to measure twice and cut once.

“Don’t waste anything,” he would tell me. Take the time to learn people’s stories. Never assume you know who they are or what they are about. Time management is also key. Estimate the time you think a task will take to complete and double it. This allows time to adjust for unforeseen issues.

My grandmother used to say, fear is when “false evidence appears real” so don’t let fear control you.

And finally, my mom always told me no matter what you do in life, be the best at it that you can possibly be.

HBSD: What advice do you have for other women in the industry? (or anyone for that matter) AW: Learn as much as you can from as many people as you can. Don’t be afraid to try something new just because you haven’t seen it done before. Don’t be afraid to be the first. Get comfortable being uncomfortable.

26 May 2023 HARDWARE + BUILDING SUPPLY DEALER

A breath of fresh air. That’s how Brandon Hively, director of Rental Expansion for The Home Depot Rental, describes Ann Welsh.

“In a male-dominated industry, she continues to set an example for our organization and those that we partner with, that harnessing the duality of EQ and industry IQ can be a highly effective growth engine.”

For instance, he says, Welsh’s ability to build relationships across a variety of stakeholders has been a key to establishing strategic partnerships.

He added: “The representation of women in the hardware and building supply industry is, and should be, a priority for companies looking to evolve their top line growth to match the ever-changing environment.”

Take risks and challenge yourself. And. do everything with integrity.

HBSD: How is the business changing in regard to gender equality?

AW: There’s now a broader range of women, inclusive of women of color, in construction. There are also many more women in leadership roles. Being a woman, especially a woman of color, is no longer a limiting factor when seeking opportunities. The gaps in pay and gender in construction are quickly narrowing. Even tools are now being created and marketed specifically for women.

“Learn as much as you can from as many people as you can.

Don’t be afraid to try something new just because you haven’t seen it done before.”

—Ann Welsh, The Home Depot Rental HBSD: How is the business changing in general?

AW: Homeowners are investing more time and resources into their homes.

And pros can use the rental centers at The Home Depot to expand their businesses and offer services to customers without the overhead cost of purchasing additional equipment.

This is why rental center expansions are so important. Being adaptable in a changing business landscape is critical to meet the growing needs of our customers.

HBSDealer.com

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Grow Your Career From Within.

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Regulatory News

Dealers are competing against companies with very deep pockets for a limited pool of truck drivers.

Solving the driver shortage AS FREIGHT VOLUME INCRE ASES, DE ALERS LOOK TO AT TR ACT CARRIERS.

By Andy Carlo

“Who has truck drivers coming out of the seams?”

T

hat was the question posed by Tony Misura to a roomful of dealer members in March during a seminar at LMC Annual held in Charlotte, North Carolina.

The response to the question was silence with the exception of one dealer who softly said, “No one.”

Misura, the founder of The Misura Group — a building materials recruiting and consulting firm — was driving home the point that solid experience is becoming more and more difficult to find. And with a fair share of skilled personnel set to exit the labor pool over the next several years, finding drivers will be even more difficult.

The trucking industry is currently short 78,000 drivers and 41,000 technicians. But over the next decade, trucks will be expected to move 2.4 billion more tons of freight than they already do today,

28 May 2023 HARDWARE + BUILDING SUPPLY DEALER

according to American Trucking Associations (ATM).

Additionally, the median age of U.S. truck drivers now sits between 51 and 52 years old, meaning many are toward the end of their careers.

“The shortage of skilled, trained drivers is palpable and real,” says John Quast, president of Parks Building Supply. “The driver community is aware of the flowing values of dollars that are out there, especially the increases that can be earned for OTR (over the road) drivers versus drivers who would drive locally.”

Quast notes that drivers sometimes chose the OTR route because the pay is better. But the travel leads to a lack of family life or “normal life.”

“Then they find that OTR driving is tough, and they choose to come back for the normal life making local deliveries,” Quast says. “The problem for these drivers is there a wage gap between these two driving situations.”

With about 188 drivers across the company, 84 Lumber is heavily reliant on the work and presence of its carriers.

“Drivers are extremely important to the success of our business,” says Mitch Feldman, vice president of specialty purchasing and fleet/logistics at 84 Lumber. “As the final representation of 84 at the jobsite after the sale, a good driver always enhances customer satisfaction and service.”

Feldman notes that DOT compliance has improved the quality of drivers on the road. But they’ve also

HBSDealer.com

demanded and received escalations in pay.

Some companies are willing to spend more for good drivers.

Walmart employs more than 12,000 Class A drivers who can earn in excess of $110,000 per year.

On its “Drivers & Transportation” career recruiting page, Walmart says, “We’ve increased the mileage and activity pay for all of our Class A driving jobs across the nation, because top talent deserves top pay, for more than just your miles.”

But despite competitive wages and benefits being offered, there still aren’t enough drivers to go around.

“It’s never been more difficult to hire CDL truck drivers for our company,” John Perna, president of Hamilton Building Supply, told HBSDealer. “Over the past few years, the CDL driver wage band has been widening and increasing, so advertising for job placement has been like trying to hit a moving target.”

Another angle that hinders hiring new drivers is the work demanded of them.

“Many CDL applicants we review just want to get in the truck and drive from point A to B – they’re typically not interested in loading/unloading building materials and operating a piggyback forklift as well,” Perna explains.

At Parks Building Solutions, Quast said the prodealer is putting together a plan to improve communication and interaction with drivers, provide better training, and improve processes that save time.

“Drivers as one would expect are always out in the field, and for the most part they float in and out of our business with barely a whisper that they were here,” Quast says. “We want to engage with our drivers more because we feel the result will be to offer better services to our customers, and a happier more engaged driver.”

According to Quast, finding drivers isn’t necessarily a problem in Parks’ North Carolina market. “However, it is hard to find skilled and experienced drivers. Because of this gap, we are hiring less experienced drivers with no experience and focusing on training and giving these drivers the time necessary to take them good to great drivers. This process takes time.”

Perna says Hamilton Building Supply has been fortunate while experiencing very little driver turnover. “If the candidate Among the possible solutions to driver shortages: training, communication and aggressive recruitment.

Here’s what Congress is doing U.S. Representatives Mike Gallagher (R-WI) and Abigail Spanberger (D-VA) have introduced bipartisan legislation (H.R.2450 - Strengthening Supply Chains Through Truck Driver Incentives Act of 2023) to help address America’s truck driver shortage. The proposed legislation establishes a refundable income tax credit for qualified commercial truck drivers.

The National Lumber and Building Material Dealers Association (NLBMDA) is backing the act and said, across the country, trucking companies have struggled to hire drivers without offering bonuses or increased wages to qualified drivers.

The Strengthening Supply Chains Through Truck Driver Incentives Act would provide a short-term, fast, and straightforward incentive to attract and retain new drivers, the NLBMDA said.

This bill creates a two-year refundable tax credit of up to $7,500 for truck drivers holding a valid Class A commercial driver’s license (CDL) who drive at least 1,900 hours in the year. Additionally, it would help get more Americans on the road by establishing new incentives for Americans to enter registered trucking apprenticeships.

In February, the Safer Highways and Increased Performance for Interstate Trucking (SHIP IT) Act was introduced and is also being back by the NLBMDA. Jacob Carter, NLBMDA director of government affairs said the SHIP IT Act is among the top priorities for the association in 2023.

This bill is designed to recruit new truck drivers and retain existing truck drivers through tax credits for the next 2 years, offering $10,000 for new drivers and $7,500 for existing drivers, along with additional incentives.

is genuinely interested in supporting the operations team in various capacities, including driving, then we’re going to hire them,” he says.

And if Hamilton really likes a candidate, the dealer doesn’t have a problem paying them the rate they ask for.

“We don’t want to try squabble over a $1 or $2 — if we like the person a lot, we’re going to get them, but then we expect them to perform,” Perna says.

HBSDealer.com

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Pest Control Products the insects communicate each other along with their environments chemically and physically. Then we mimic or trick them into using their own natural chemical and physical signals to fight against them.”

So, Rescue! products are safe—for pets, kids and the environment?

Yes, they are safe for pets, kids, and environment because there are no pesticides.

Qing-He Zhang and Doreen Hoover, in the lab.

Science to the rescue RESCUE! PRODUCTS SE T THE STAGE FOR MORE COMFORTABLE OUTDOOR LIVING.

By HBSDealer Staff

S

terling International, makers of Rescue! brand pest control products, has built a successful business partly on the idea that humans can win the battle against the limitless armies of troublesome insects—or at least buy some temporary relief.

But it takes a heavy dose of science, and that’s where Sterling believes it distinguishes itself. The company invests heavily in the laboratories and in the field with experts dedicated to solving pest control problems.

Ultimately, the products developed in the lab and in the field represent opportunities for retailers to add “outdoor-event rescue specialist” to their long list of customer services. Plus, the products are free of pesticides.

Sterling International provided two such scientists —Director of Research & Development Qing-He Zhang Ph.D., and Lead Research Biologist Doreen Hoover—for the following Q&A: In a way that a non-scientist can understand: can you explain how your products work?

“Our pest control products, mainly the insect traps, attractants and repellents, do not contain any pesticides and are environmentally safe. The attractants used in our traps are natural chemical (insect pheromones or food smells) or physical (colors) signals used by insects to find their mates, food, or habitats.

When insects smell our chemical attractants or see our visual attractants (colors/contrasts/patterns), they will fly to our traps and get caught inside the traps or onto our sticky trap surfaces.

“We learn from the insects to try our best to understand how

30 May 2023 HARDWARE + BUILDING SUPPLY DEALER

What gives Rescue! products a sustainable advantage over the competition?

“Rescue products are not only environmentally safe for our users, but also very effective! Instead of being a marketing/branding company (like many of our competitors are), Sterling International, Inc., is a vertically integrated and R&D driven company.

“Our R&D department is equipped with the State of the Art technologies/equipment along with several academically well-known organic chemists, chemical ecologists, and entomologists. Sterling also owns near 100 U.S. and international utility and design patents on insect traps, attractants, repellents, and bait stations. We have even licensed some of our patents/ technologies to other companies.

“For each Rescue! product, we would test its efficacy against all other major commercial products on the market (especially the major competitors) and make sure that our products would perform significantly better than them. And we improve our products continually by considering ourselves as being our own biggest competitor, and trying to beat ourselves.”

What typically happens in your laboratory?

(What’s going on in there?)

“Our R&D department is responsible for developing new products and improving our current products; thus, this involves providing product concept developments, making experimental designs, preparing lab and field tests, conducting various experiments, completing data analysis, and reviewing all these results. It will also involve chemical analysis, organic synthesis, dispenser technology, trap designs, 3D printing prototypes, and field or bioassay testing, among many others.”

Deck & Patio Fly TrapStik from Rescue!

Exclusive VisiLure technology draws insects by attracting them with appealing colors and a multi-dimensional pattern. Flies are attracted by the colors and patterns, then get trapped on the sticky surface. It’s water-resistant, pesticide-free and odor free.

HBSDealer.com

Outdoor Living Products

Experts weigh in on outdoor living

Product roundup

CATEGORY IS STILL GRILLING, AND IT’S STILL GROWING. By HBSDealer Staff

H

BSDealer turned to two of Memphis, Tenn.-based Orgill’s merchandise managers to offer their perspective on outdoor living trends. Alan Shore, director of seasonal merchandise, and Matt Ray, senior category manager, outdoor living, describe a broad category that continues to grow, though not as fast it was growing during the pandemic-induced spending spree for stay-at-home consumers.

The duo provided the following analysis for the outdoor triumvirate of grills, coolers and patio furniture: “In recent years, we’ve seen a lot of interest in alternative styles of grilling such as pizza ovens or griddle-style grills. These are not new, but are growing in popularity.

Both pizza ovens and griddles have been highlighted heavily through social media, which has boosted interest.

“Griddles bring a lot of versatility. You can cook breakfast, lunch, and dinner on a griddle. They are also attention-grabbing. You can see everything as it cooks. Griddles are great for large gatherings. Big manufacturers such as Weber and Traeger have noticed the growth in this area and introduced their own versions for 2023.

“Pizza ovens bring an entirely new category to the grilling space. Historically, pizzas were never considered a backyard cooking experience. Now, they absolutely are. The results from pizza ovens are tremendous and the cooking time is extremely fast. Many homeowners can now create the local pizzeria quality and flavor with little time or effort. Pizza ovens grab attention and are great for large gatherings.

“Lastly on grilling, social media has been a big influence on sauces, rubs, and seasonings. We’ve seen brands that have grown in interest recently through their success with social media. Consumers are looking for specific brands now that they recognize and want to try.

“The Cooler category is an interesting one. Premium hard-sided coolers have slowed considerably. There are a number of brands in this category, all offering lifetime or extended warranties on their products. It seems like almost everyone that wanted one of these coolers has made that purchase. The quality of the product lessens the need for repeat buys.

“Soft-sided coolers offer new opportunities. They offer many perks, such as being portable, lightweight, flexible, and less expensive.

There are more style and design options available through a soft-sided cooler. Most of the cooler innovation is being focused toward the soft-sided cooler category now.

“We have seen some trends specific to patio furniture. Regarding color, neutral shades continue to be the preference with gray now leading the way. We’re seeing more interest in comfort now. While sling furniture is more economical, many customers are choosing cushion sets. Similarly, we’re seeing chat sets far outselling dining sets. Lastly, customers are looking for more natural materials, with materials like bamboo, rattan, and wicker growing in popularity”

HBSDealer.com

Igloo Trailmate Softside Series A high-performance family of softside coolers expands on the brand’s hardside cooler line. The Trailmate Softside Series comes in three sizes: 24-Can Backpack, 18-Can Cooler Bag and 30Can Cooler Bag. Advanced Igloo MaxCold Ultra insulation brings long-lasting ice retention. welded and TPU-coated exterior that provides dirt-, dust- and water-resistant Igloocoolers.com

Ooni Volt 12 Electric Pizza Oven The manufacturer’s first all-electric pizza oven, the Ooni Volt 12 has the ability to make restaurant-quality pizza inside or outdoors in just 90 seconds. A weather resistant exterior protects advanced features, including customizable heat distribution. Portability and energy efficiency are also highlights. A 13-inch cordierite baking stone makes 12-inch pizzas. Ooni.com

Loot N Booty BBQ and Big Swede BBQ There’s the rub: Loot N Booty “What’s Your Beef?” rub brings championship BBQ into the backyard.

WYB has earned multiple first place calls in brisket on the professional competition BBQ circuit. Badass Bird Boost is a rub is packed with sweet, savory, salty and hot flavors. It is a serious competition grade rub flavored to take grilling to the next level.

Lootnbootybbq.com; Bigsweedbbq.com

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People In The News

A masterclass for LMC dealers KELLOGG SCHOOL OF MANAGEMENT OFFERS LESSONS IN LE ADERSHIP

L

MC dealer members recently participated in a Leadership Excellence Masterclass designed for current and future leaders who seek to excel in today’s business landscape.

Held at Northwestern University’s Kellogg School of Management in April, the program offered LMC’s dealer member participants an opportunity to learn from Kellogg professors and industry experts while gaining insight and tools.

“LMC’s educational offerings have always been strong, but the partnership with the Kellogg School is next level,” said Vince Tague III from Philadelphia-based Tague Lumber. “The professors are engaging, the topics are relevant, and the view of Lake Michigan is not bad either. The course gave me a lot to bring back to my company.”

Participants had the opportunity to engage in deep-dive sessions on a wide range of topics, including human-centered innovation, customer experience innovation, leading in uncertain times, leadership in the era of 5G, and “getting good at getting great.”

The Leadership Excellence Masterclass is a program that LMC has been offering for seven years now. It was curated to provide dealers with the latest research, transformational practices, and innovative solutions to address the challenges of today’s complex and uncertain business landscape, the Wayne, Pennsylvania-based building materials and forest products buying group said.

Along with in-depth sessions, participants had the opportunity to network and learn from their peers in a collaborative and supportive environment, allowing for rich discussions and exchange of ideas, according to LMC. “We are excited to offer this unique opportunity for leaders to enhance their skills and develop new strategies,” said Paul Ryan, LMC president and CEO. The event provides participants with “actionable ideas they can implement in their business to improve customer satisfaction and improve revenues.”

This class is designed specifically for LMC Dealers with diverse backgrounds who are looking to elevate their leadership capabilities and drive positive change in their organizations.

32 May 2023 HARDWARE + BUILDING SUPPLY DEALER

Magna cum lumber: LMC dealers embrace leadership at Northwestern’s Kellogg School of Management.

One-on-One with the CEO of Franklin Building Supply Levi Smith took over the role of CEO of Boise, Idaho-based Franklin Building Supply in early 2022. From the very beginning, he embraced the idea that he wasn’t merely in the lumber business—he was in the people business.

And he still is.

“I don’t know why any business owner or business leader wouldn’t want to go into the market with the best team possible,” he said. “In order to achieve that you’ve got to have their hearts their minds and their skills all engaged.”

Levi Smith, (top) talks with In a recently HBSDealer’s Ken Clark about published the employee-first mentality at One-on-One Franklin Building Supply. interview, Smith shared several ideas on management and leadership that can apply not only to c-suite executives, but any management or leadership role throughout an organization. Visit HBSDealer.com/ video for the full interview.

HBSDealer.com

People In The News

Hoops

Rachel Hoops, B2B & component sales manager for Wayne, Pa.-based industry buying LMC, has been invited to join the Board of Directors of the Structural Building Components Association. The SBCA and the industry buying group have been partners for several years.

Jones

US LBM announced that Freda Jones, market finance manager, has been named as its 2023 Humanitarian Award Recipient. Jones is being recognized for community involvement and charitable work.

As part of this recognition, the US LBM Foundation has awarded a $10,000 grant to Special Equestrians on behalf of Jones.

Smith

A Few Cool Hardware Stores named Craig Smith as CEO. He’s the founder of Fairfax Ace Hardware in Virginia, which is now part of the AFCHS family. Smith will take the company reins from Gina Schaefer, who is retiring as chief of the 13-store Washington, D.C-based chain.

HBSDealer.com

John Hartmann, the former True Value Company CEO, has been appointed a member of the HD Supply Holdings board of directors. The move marks a return to HD Supply for Hartmann. He served as an executive for HD Supply for three years earlier in his career. Hartmann was CEO of True Value from 2013 to 2020.

Hartmann

Christine Camsuzou, currently PPG interim chief procurement officer, has been appointed vice president, procurement and CPO, effective immediately. Camsuzou will be responsible for leading PPG’s global procurement team, processes and strategy. Camsuzou began her career with PPG in 1986.

Camsuzou

McCoy Jones

Lumbermen’s Association of Texas (LAT) announced that Meagan McCoy Jones, president and CEO at McCoy’s Building Supply and Co-Chair of LAT’s Legislative Committee, is its 2023 Texas Unity Dinner honoree. The 2023 Texas Unity Dinner is a LUMPAC fundraiser and will take place June 20 at The Briscoe Western Art Museum in San Antonio, Texas.

HARDWARE + BUILDING SUPPLY DEALER May 2023

33

Monthly Retail Sales, not adjusted

Residential Construction/Sales 13 months of housing starts and existing-home sales

home centers and pro dealers (NAICS 444) and hardware stores (NAICS 44413)

Total starts

NAICS 444 (sales in $ billions)

(in thousands, SAAR) Mar.: 1,420,000

NAICS 44413 (sales in $ billions)

50

1800

4

1700

44.5

40

1600 1500

30

1400

35.0

33.8

33.5

3.59

42.6

3.27

3

2.73

33.9

2.93 2.63

2.83

2

1300

20

1200 1100

1

10

1000

0

900

M

A

M

J

J

A

S

O

N

D

J

F

M

SOURCE: COMMERCE DEPARTMENT

JANUARY 2022

Single-family starts

FEBRUARY

0

MARCH

2023

DECEMBER 2021

2022

JANUARY

FEBRUARY

2023

SOURCE: MONTHLY RETAIL TRADE REPORT FROM THE U.S. CENSUS BUREAU

(in thousands, SAAR) Mar.: 861,000 1400

HBSDealer Stock Roundup

1300

the percent-change performance of stocks based on May 4 prices

1200 1100 1000

60

900

50

800

40

600

M

A

M

J

J

A

S

O

N

D

J

F

ANNUAL CHANGE

700

M

SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) Mar.: 4,440,000 7

BLDR

30 20 TSCO

10

LOW

0 -10

6.5

HD

DJI

BECN SHW

-20

6

-30

5.5

SWK

WY

-40 -5

5

MAS

0

5

10

15

20

25

4.5

MONTHLY CHANGE

4 3.5

BECN (BEACON); BLDR (BUILDERS FIRSTSOURCE); BMCH (BMC STOCK HOLDINGS); MAS (MASCO CORP.);

M

A

M

J

J

A

S

O

N

D

J

F

M

HD (HOME DEPOT); LOW (LOWE’S); SHW (SHERWIN-WILLIAMS); SWK (STANLEY); TSCO (TRACTOR SUPPLY);

SOURCE: NATIONAL ASSOCIATION OF REALTORS

WY (WEYERHAEUSER); DJIA (DOW JONES INDUSTRIAL AVERAGE)

Consumer Watch Unemployment rate

Consumer confidence

Gas prices

for the entire United States

indexed to a value of 100 in 1985

average price per gallon (regular)

8.0

10.0

12.0

4.0

80

Current Prior month

120

Prior year

16.0

3.4%

18.0

April 0.0

$4.00 $3.00

14.0

6.0

2.0

100

20.0

60

101.3

$3.57

April

May 4

34 May 2023 HARDWARE + BUILDING SUPPLY DEALER

140

$2.00

$5.00

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

HBSDealer.com

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Women are making their mark in the world of hardware, lumber, and building materials.

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