HBSD_07-0821

Page 1

JULY 2021 Vol. 47 No. 7

TOP

300

Tracking an essential year of growth for the industry’s leading companies.




HBSDEALER HARDWARE + BUILDING SUPPLY

TECHNOLOGY: OPERATIONS 16 Builders FirstSource enters a

new efficiency Paradigm.

INDEPENDENT PROFILE 18 HomCo delivers on service

and values in Flagstaff.

MARKET INSIGHTS 28 In Chicago, True Value prepares

to go “All in”

34 Top Women in Hardware & Building

Supply: Sarah Alter, CEO of the Network of Executive Women

PRODUCTS 30 Doors and windows 32 Emergency products

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The Industry Scoreboard: Top 300 A year of extraordinary activity results in significant growth for the leading hardware and building supply dealers. Highlights from the biggest list in the business.

FROM THE EDITOR

NEWS & ANALYSIS

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10 US LBM’s flurry of activity 10 Stat of the Month:

The wisdom of the Snark.

Who’s buying lumber?

12 Private equity bets on plumbing 14 PrimeSource adds Wolf to its

30 IN EVERY ISSUE 12 Product Knowledge 14 News Map 36 People in the News 38 Quikrete Industry Dashboard

brand portfolio

32 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 © 2021 by EnsembleIQ. All rights reserved.

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JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

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HERE’S WHAT’S ONLINE

See more and share more when you follow us on Facebook.

The HBSDealer One-on-One Video Series! A growing library of fast, friendly and informative video interviews features industry leaders and a variety of perspectives on the hardware and building supply business. Watch them all at HBSDealer.com. Brett Thorne (far right), operations officer of Thorne Lumber, speaks with HBSDealer.

All-Star Reporting Look for STIHL Hardware All Stars in the HBSDealer Daily Newsletter. A recurring feature will highlight each of the fifty honorees — one from each state — as we count down from Alabama to Wyoming.

Ride the Bulls on Wall Street The publicly traded companies of the hardware and building supply industry are updated all day and every day on the HBSDealer Stock Watch. Start your morning with a Wall Street roundup from the HBSDealer Daily Newsletter.

The polls are open. Your voice is wanted. HBSDealer publishes weekly poll questions on pressing industry matters, and other topics. For instance:

26%

Up more than 20%

20%

Up more than 10%

Q

Which describes your business in the most recent fiscal year?

Follow us @HBSDealer

44%

Up more than 30%

Poll questions and results appear every week at HBSDealer.com.

Up single digits

6%

Flat

2%

Down single digits

0%

Down more than 10%

3%

Source: HBSDealer poll results, 5/28/2021. n=150

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FROM THE EDITOR

HBSDEALER HARDWARE + BUILDING SUPPLY

Hardware + Building Supply Dealer An EnsembleIQ Publication 8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631 hbsdealer.com HBSDealer On The Web • HBSDealer Info Services

Wisdom of the Snark

SENIOR VICE PRESIDENT (HBSDealer, Drug Store News, Chain Store Age) John Kenlon, jkenlon@ensembleiq.com, 212-756-5238

Ken Clark Editor in Chief

EDITOR IN CHIEF Ken Clark kclark@ensembleiq.com, 212-756-5139 LBM EDITOR Andy Carlo acarlo@ensembleiq.com, 845-891-5108

When out of the blue, the “Snark of the Universe” of the International Concatenated Order of Hoo-Hoo reaches out to you with a message of encouragement and appreciation, that’s worth writing about. A word of explanation: The International Concatenated Order of Hoo-Hoo is one of the world’s oldest service organizations, dating back to 1892. It’s the fraternal order of the forest products industry, and its highest elected member is called “Snark of the Universe.” (You can The logo of the Hoo-Hoo. look it up.) Highlights from the Snark’s letter: • “The best part of our industry are the relationships we make, and more importantly keep. We are a very important part of the foundation and building of America, structurally and emotionally.” • “Our values and morals along with many traditions still exist in many ways: Helping communities, companies, but most importantly, helping families grow. • “… Hopefully this industry will always cherish those values every time we meet someone and help them.” • “It’s more than just a job of selling. And those who understand this will benefit greatly in having a passion to do more than just succeed.” Some 15 years ago while visiting Moynihan Lumber, I was befriended by a sales executive who gave me a lift from the convention center in Boston to the North Reading headquarters of the family business. Little did I know that that salesman, Jack Miller, was a future Snark of the

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Universe. And also little did I know that we would stay in touch for a decade and a half and counting. Business is a game where you keep score in dollars. That’s a popular theory circulating in business schools around the country. And we believe it. That’s why we continue to throw our editorial weight behind the annual Industry Scoreboard, our Top 300 list of hardware and building supply dealers. It begins on page 20 with statistical highlights and rankings of the first 100, from Home Depot (no. 1) to Central Valley Builders Supply (no. 100). The full Industry Scoreboard with the fiscal 2020 revenue-based rankings extending all the way to Gordon Lumber of Fremont, Ohio (no. 300) is available online at HBSDealer. com/report. But there’s another way to look at the business of hardware and building supply dealers: as a friend-making, community-building machine. It’s a people business, and HBSDealer is hoping to tap into the ancient spirit of the Concatenated Order with some new digital projects. The HBSDealer One-on-One Video Series strives for fast, fun and informative interviews with industry leaders and news makers. Also, we’re launching the HBSDealer People Edition, a newsletter focused on executive moves and personal achievements of the men and women of our industry. Share your people stories with us at News@hbsdealer.com. And as they say in Hoo-Hoo International: “Health, happiness and looooong life.” HBSD

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

CONTRIBUTING EDITOR Ken Ryan ryankgr@aol.com, 516-567-3034 Editorial Inquiries: Direct questions to Editor in Chief Ken Clark. ADVERTISING SALES

Midwest & Southeastern States SENIOR REGIONAL MANAGER Amy Platter Grant agrant@ensembleiq.com, 773-294-8598 Northeast and Great Lakes States REGIONAL MANAGER Greg Cole gcole@ensembleiq.com, 317-775-2206 AUDIENCE

LIST RENTAL MeritDirect Marie Briganti 914-309-3378 SUBSCRIBER SERVICES/CUSTOMER CARE TOLL-FREE: 1-877-687-7321 FAX: 1-888-520-3608 contact@hbsdealer.com PRODUCTION/ART

SENIOR VICE PRESIDENT, OPERATIONS Derek Estey destey@ensembleiq.com, 877-687-7321 DIRECTOR OF PRODUCTION Michael Kimpton mkimpton@ensembleiq.com, 647-557-5075 CREATIVE DIRECTOR Colette Magliaro cmagliaro@ensembleiq.com ART DIRECTOR Bill Antkowiak bantkowiak@ensembleiq.com PRODEALER INDUSTRY SUMMIT MARCH 29-APRIL 2, 2022, WASHINGTON, D.C. WWW.PRODEALER.COM IN PARTNERSHIP WITH THE NLBMDA, WWW.DEALER.ORG CONTACT: AMY PLATTER GRANT agrant@ensembleiq.com, PDIS DIRECTOR OF SPONSORSHIPS 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. FOR REPRINTS, PERMISSIONS AND LICENSING, PLEASE CONTACT WRIGHT’S MEDIA AT ENSEMBLEIQ@WRIGHTSMEDIA.COM OR (877) 652-5295.

CORPORATE OFFICERS CHIEF EXECUTIVE OFFICER Jennifer Litterick CHIEF FINANCIAL OFFICER Jane Volland CHIEF INNOVATION OFFICER Tanner Van Dusen CHIEF HUMAN RESOURCES OFFICER Ann Jadown EXECUTIVE VICE PRESIDENT, EVENTS & CONFERENCES Ed Several SENIOR VICE PRESIDENT, CONTENT Joe Territo

connect with us

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NEWS + ANALYSIS

US LBM’s flurry of activity US LBM has produced a steady stream of acquisition announcements since it was formed in 2009. The company has accumulated a portfolio of some 320 locations and more than 400 divisions, from Alco Doors to Zeeland Lumber. But the month of July was particularly active for the Buffalo Grove, Ill.-based LBM company.

Its announcements included the completion of its purchase of J.P. Hart Lumber and Components (Texas); its acquisition of Brand Vaughan Lumber Company in the Atlanta region, and the acquisition of Home Center Supply, located just outside of Phoenix. And the biggest move, the completion of its acquisition of American Construction Source With

84 Lumber opens truss plant Continuing its 2021 expansion plans, 84 Lumber rolled out its latest dedicated truss plant, a 34,000-sq. ft. facility in Statesville, N.C. The plant primarily manufactures roof trusses and floor trusses, and it does so in a hightech fashion. Fully automated, the facility is outfitted with the latest design software, computerized saws, a trackless gantry system and laser projection equipment. “With this new truss plant, we will now be able to fill the need for engineered and manufactured wood products across the Charlotte metropolitan area,” said Rory ONeill, area manager for 84 Lumber

From the air: an 84 Lumber truss plant in Statesville, N.C.

Components. “The facility will allow us to grow and strengthen our partnerships with new and existing customers.” The facility opened at the end of June with 15 associates and plans to grow to 30 associates by the end of the year.

LT Gibson and US LBM were correct to be “bullish” in 2011.

the addition of ACS’s more than 70 locations in nine states, US LBM laid claim to the designation as the nation’s “largest privately owned fullline building materials distributor.” ACS was purchased from Angeles Equity Partners, LLC and Clearlake Capital Group, L.P. Financial terms of the deal were not revealed. US LBM President and CEO L.T. Gibson described the business with a steady-as-she-goes message: “US LBM’s overall strategy remains growing in our existing markets and partnering through acquisitions with the best companies in new markets.”

STAT OF THE MONTH This past year, lumber and building material buyers were most likely to be age 55 or older, live in a household without children, and have an income over $100,000. They were also predominantly white, at 75% of industry buyers. Those numbers are from the NPD Group’s receipt-based Checkout product. “Consumers age 55 and up were among the leading purchasers across the home Industry,” said Joe Derochowski. “Home improvement projects were a way to keep active while at home, but they were also thinking about the future as they hit key life moments like empty-nesting and retirement. Do they upsize, downsize, or remodel? Do they move to a different city? Do they buy a second home? The life-stage of the 55+ consumer primed them for home improvement projects that involve lumber and building materials.”

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JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER



NEWS + ANALYSIS

Private equity bets on plumbing A move described as a roll-up in the commercial plumbing and HVACR industries, RLJ Equity Partners and LP First Capital, recapitalized three companies to create Flow Service Partners, a provider of essential services including heating, ventilation, air conditioning, and refrigeration and plumbing services in Florida and Indiana.

Product Knowledge Product: Removable Bolt Concrete Anchors Manufacturer: Werner. The ladder and fall protection company expanded its range of exclusive anchorage connectors through an acquisition of ClimbTech. Knowledge: The patented Werner A510000 Removable Concrete Anchor is a lightweight, easy-touse bolt. The anchor requires a pre-drilled hole of 3/4 inch and 3-1/2 inch minimum depth in 3000 psi concrete. It can be used at foot level overhead and in any direction as a fall protection anchor and is reusable with its easy to insert and remove design. Bonus fact: The fall protection trigger height is 6 feet in construction and 4 feet in general industry.

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Financial terms of the transactions were not disclosed. Headquartered in Nashville, Tenn., Flow focuses on maintenance, repair, replacement/retrofit, and installation services to commercial customers primarily. Flow has three locations across two states and employs approximately 230 people. “Flow provides critical services to its customers and has differentiated

leadership positions in its markets,” said Nigel Howard, managing director at RLJ, who will become chairman of the board of directors. “We look forward to supporting the Flow team in its long-term strategy of executing add-on acquisitions, adding scale, and building a leading commercial HVACR and plumbing platform in the U.S.” “We are extremely excited to pursue a roll-up in the commercial HVACR and plumbing industries,” said Thomas Ince, managing director at LPFC, who will also join the board of directors. “We have a well-developed thesis focused primarily on Southeast markets and believe we have partnered with three great businesses to create a differentiated leader in our served markets.”

Huber plans new Minnesota mill Huber Engineered Woods will build a new oriented strand board facility in Cohasset, Minn. The plant will increase the company’s production of ZIP System and AdvanTech structural panels. The manufacturing facility is projected to provide over 150 direct new jobs to Itasca County and surrounding areas, while contributing growth opportunities in adjacent local industries including timber and trucking. HEW’s President Brian Carlson said the company has seen a strong start to 2021. “In addition to the successful launch of several new products at the 2021 International Builders’ Show, this is yet another example of HEW’s commitment to supporting our brands and our growing base of customers

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

Huber’s ZIP System will see a boost in capacity thanks to a new facility in Minnesota.

nationally,” Carlson added. The new HEW manufacturing facility will be located on more than 400 acres and will feature some of the most advanced processes and technologies available for sustainable, manufacturing operations, the company said.

HBSDealer.com



NEWS + ANALYSIS

PrimeSource adds Wolf to its brands PrimeSource Brands has signed a deal to acquire Wolf Home Products from affiliates of Tenex Capital Management. Based in York, Pa., Wolf is a provider of branded kitchen and bath, outdoor living, and specialty exterior building products for residential applications with more than 175 years of history behind the company. Under the financial sponsorship of Clearlake Capital Group. Financial terms were not disclosed. Primesource acquired Tampa-based Nationwide Industries in May. Among its offerings, Wolf designs and supplies cabinetry, vanities, countertops, decking, and railing, among other residential building products. Wolf services the pro dealer channel with short lead times by leveraging its distribution network

Wolf Outdoor Lighting.

and dealer-direct delivery model, the company said. “We are thrilled to welcome Wolf into the PrimeSource Brands family,” said Tom Koos, CEO of PrimeSource. “CEO Craig Danielson and his team have created a terrific service model that differentiates Wolf from anyone in their space, and the national footprint

and overall scale PrimeSource brings will enable them to expand rapidly.” The Clearlake partners also said that PrimeSource benefits from significant market tailwinds as new residential construction ramps up to meet strong pent-up demand. “We believe the platform can play a unique role as a consolidator in this space.” Clearlake recently sold the rising pro dealer American Construction Source to building materials distribution powerhouse US LBM. (See page 12) PrimeSource is a national provider of specialty branded residential building products. The company’s product offering spans more than 60,000 SKUs, including construction fasteners, cabinet knobs & pulls, fence & gate hardware, railing systems & infill, perimeter security solutions, among others.

News Map: Openings, Closings & Acquisitions Illustration of retailers and dealers in various stages of coming and going. For more retail news, visit HBSDealer.com. kansas

Hays

OPENING

CLOSING

ACQUISITION

Mead Lumber is acquiring Heartland Building Center, with locations in Hays, Stockton and Russell, Kan. The business will continue to operate under the “Heartland” banner. Mead, based in Columbus, Neb., was the HBSDealer 2019 ProDealer of the Year.

illinois

Chicago

Tenenbaum Hardware, a thirdgeneration family business not far from Wrigley Field in Chicago is closing its doors, after a run that began in 1923. Owners Pam and Steve Lipshutz told “Block Club Chicago: “It’s just time.” Developers intend to convert the single-story store into a mixed-use apartment building.

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JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

indiana

Fort Wayne

Connolly’s Do it Best Hardware & Rental celebrated its grand opening on June 25 with a weekend of deals and activities. To help celebrate vendors including Weber, Benjamin Moore, Scott’s, STIHL, and Milwaukee were on hand for product demos. The store marks Connolly’s fifth location in the Fort Wayne market. florida

New Smyrna Beach

Closing sales were ongoing at press time at Coronado Hardware, a beach town store that promoted “Bait & Tackle” and “ a little bit of everything” on its sign. The ownership family continues to operate Anchor Hardware in Oak Hill, Fla. A Coronado Hardware post on Facebook explained: “It’s exhausting trying to keep two businesses open.”

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TECHNOLOGY: OPERATIONS

A new Paradigm for Builders FirstSource An acquisition is designed to accelerate efficiencies for the pro dealer. America’s largest pro dealer is taking a step forward when it comes to the technological and digital services it provides for its residential construction customers. Builders FirstSource agreed to acquire WTS Paradigm, LLC (Paradigm), a software solutions and services provider for the building products industry. The move is a cash transaction valued at approximately $450 million, Builders FirstSource said, noting that the acquisition is an important step forward in its strategy to invest in innovative digital solutions. Paradigm serves about 250 customers with more than 70,000 end users, including manufacturers, retailers, dealers, home builders and remodelers. The company is expected to generate revenue of approximately $50 million in 2021. Offerings from Paradigm include ERP, virtual home design, and quoting software, along with a contractor sales app, among other industry solutions. “Purchasing Paradigm is an important step in advancing our digital strategy to create significant construction process efficiencies through prudent investments in innovative technologies,” said Builders FirstSource President and CEO Dave Flitman. “Home construction lags far behind other major industries in the adoption of modern tools that can save time and money and reduce waste.”

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For more than 20 years, Paradigm has worked to solve its building-industry customers’ complicated business problems.

The LBM and home-building industries have been frequently cited for their failure to embrace new technology with an enthusiasm seen in other industries. According to Builders FirstSource, the average residential construction project is difficult to manage, involving over 60 material suppliers, 100 sub-contractors and many service providers. The dealer says driving construction process efficiency is an excellent opportunity for digital technologies. “Our unmatched scale, industry relationships and technical knowledge uniquely position us to increase the adoption of digital solutions across a fragmented customer base,” Flitman added. “Paradigm’s powerful technology platform provides us with an enhanced customer value proposition, helping fuel long-term growth by establishing a leadership position in digital solutions for homebuilders.” Based in Middleton, Wis., Paradigm

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

specializes in technology, software development, and consulting services that help manufacturers, retailers and homebuilders in the building products industry boost sales, reduce costs and become more efficient. The tech company offers its customers what it describes as a simplified process for configuring, estimating and manufacturing complex products with many options, such as windows and doors. Acquiring Paradigm is expected to align with Builders FirstSource’s broader vision to provide digital solutions that solve pain points at every step in the home building process. Builders FirstSource said it plans to continue to invest in the core Paradigm Omni configuration technology, which also powers a newer product: Paradigm Omni for Homebuilders, a virtual design technology that improves efficiency. “Becoming a part of Builders FirstSource will unlock new opportunities for our employees, introduce us to new customers and allow us to accelerate the adoption and deployment of our software to solve our customers’ complex business problems,” said Nathan Herbst, Paradigm founder and CEO. “I look forward to working with the Builders FirstSource team to enhance homebuilding through digital tools.” The transaction is expected to close later this year, subject to customary closing conditions and antitrust approvals. Upon closing, Paradigm will operate as an independent subsidiary of Builders FirstSource. Rothschild & Co is serving as financial advisor to Builders FirstSource, and Alston & Bird LLP is serving as its legal counsel. Based in Dallas, Texas, Builders FirstSource operates in 40 states with approximately 550 locations and services customers in 48 of the top 50 metro markets.

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INDEPENDENT PROFILE

HomCo delivers on service and values in Flagstaff Lifted by its experienced staff, the LBM and hardware dealer has made an IMPACT on Arizona. By Andy Carlo

F

or Mike Brackin, the lumber business has been in his blood his entire life. Brackin’s great grandfather, Sanford Furrow started Payless Cashways in Iowa during the depression. “While growing up, I always wanted to be at the lumber yard,” says Brackin, the president of HomCo Lumber & Hardware in Flagstaff, Ariz. “I’d make a dollar here and there doing odd jobs but I loved climbing all over the units of plywood and particle board in the warehouse.” Brackin’s father, Don Brackin, left Payless Cashways in 1975 to start his own yard. Originally bannered as “OddsN-Ends,” the business allowed the younger Brackin to get his first real start working at a lumber yard at age 16. “This is the only job I’ve ever had besides delivering newspapers,” he says. “I took over the day-to-day operations in 1985 and haven’t looked back since.” The company rebannered, eventually becoming HomCo Lumber & Hardware in 2013. Situated in a college town and tourist destination with a population of about 75,000 and an elevation of 7,000 feet above sea level, HomCo delivers building materials and supplies all over northern Arizona. That can mean trips that take the company’s trucks as much as 100 miles away or better, including the Grand Canyon (about one hour away) and the Navajo Indian Reservation. HomeCo’s customer base is 75% builder and remodelers and 25% retail DIY with the builder business being the larger segment of the company’s pro sales. “Although the builder business is larger, we work hard to exceed the expectations of both classes of customer,” Brackin says. What sets the dealer apart is the caliber of its 110 employees. Some of HomeCo’s employees have

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“This industry and town of Flagstaff has been very good to me and my family as well as the 110 people that rely on this company for their livelihood.” —Mike Brackin, President, HomCo Lumber & Hardware

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

been with the company for more than 30 years, and many others have been with the dealer for 20 years or better. “Our vendors love dealing with us because we are able to keep people around a long time,” Brackin notes. “And we also do a great job of hiring.” According to Brackin, HomCo’s best tool for hiring is the customer service it provides and the culture that’s been developed. “Many customers have applied here just for those reasons,” he says. HomCo’s core values spell IMPACT: Integrity and being true; remaining Innovative and thinking outside the box; displaying Maturity and good judge for calm, cool de-

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Mike Brackin, president of HomCo Lumber & Hardware in Flagstaff, Ariz. says one of the bst hiring tools his company has is the customer service provided by the dealer’s employees. HomCo also has a wide array of departments including hardware, building materials, electrical supplies, plumbing, and workwear.

cision making; remaining People focused while treating others how you want to be treated; Accountability for your decisions; solid Communication that means both listening and speaking effectively; and Team Leadership with employees having each other’s backs. The dealer maintains a wide array of departments including lumber, building materials, windows and doors, cabinetry, electrical supplies, tools, hardware, plumbing, workwear and sporting goods among other offerings. The company is ready to launch an new ecommerce platform for its entire inventory through a partnership with Orgill and Unilog. HomCo also utilizes an ECI Spruce system with GPS tracking for deliveries on its POS system. Last year, the company implemented a software system that helps schedule

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installations and service calls. When it comes to technology, Brackin says, “We embrace it.” HomCo is also a big part of the Flagstaff community. The company recently raised more than $32,000 for a local children’s charity through its annual horseshoe tournament. “The participation of our vendors and customers to raise this money is beyond belief,” Brackin notes. The dealer is not without its challenges, including securing enough product to sell and the labor shortage his builder customers face with fewer kids getting into the trades. But Brackin says HomCo continues its success partly through specialized departments. HomCo has a hearth shop and offers chimney sweeping as well as installation of wood fireplaces, pellet stoves, wood stoves and gas logs. Although this is Arizona, Flagstaff still receives 10 feet or more of snow each winter. The dealer also services all Stihl power equipment as well as Ariens snow throwers. Other service offerings include delivery of smokers and grills as well as patio furniture. The company installs kitchen cabinets and has window replacement services, as well. It’s also a fully licensed residential and commercial contractor. “This industry and the town of Flagstaff has been very good to me and my family as well as the 110 people that rely on this company for their livelihood,” Brackin says. “I let my people do their job and I stay out of their way.”

HARDWARE + BUILDING SUPPLY DEALER JULY/AUGUST 2021

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C O V E R F E AT U R E

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THE

2021

INDUSTRY SCOREBOARD Fast movers, market leaders and a little company called Amazon.com. By HBSDealer Staff

W

e will pass over without extended comment an overview of the pandemic and its dramatic impact on the Industry Scoreboard. Reams have already been written at HBSDealer.com and elsewhere. But let the record show: demand for home improvement products was “unprecedented.” And the numbers back it up. Let’s get to the numbers. On the following pages, the editors of HBSDealer have compiled the industry’s deepest list of hardware and building supply dealers, ranked by dollars earned in each listed company’s most recently completed fiscal year. Gathered here in print are the first 100 hardware and building supply dealers of the annual HBSDealer Industry Scoreboard. The Full Top 300 list is available online at HBSDealer.com. Editors used a combination of methods to create the list: e-mail surveys, internet research, published reports, press releases, S.E.C. filings and old-fashioned phone calls. Companies that required estimates for either sales, or other data, are marked with an asterisk. The 2021 Scoreboard has also been dramatically altered by acquisitions and consolidations – none bigger than the Builders FirstSource-BMC merger. That blockbuster deal was closed in early 2021, and therefore the BMC brand remains on the Scoreboard, for one last go-around. In terms of incidence, no Top 300 company scored more acquisitions than US LBM over the past 2 years. The Buffalo Grove, Ill.-based consolidator charged through the pandemic with acquisitions of Zeeland (Mich.) Lumber and Jennings Builders Supply in North Carolina, among others. It saved its biggest deal for 2021 — American Construction Source, no. 34 on Scoreboard.

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And here are some more numbers, stats and footnotes: • The Top 300 generated rooughly 370,343,000,000 in sales. Home Depot and Lowe’s combined to generate nearly 60% of that total. • The chart below shows the U.S. Census Bureau’s results for NAICS 4441 (building material and supplies dealers) and the subset of NAICS 44413 (hardware stores) over the last four years. Both saw dramatic increases in 2020 — up 13.6% and 13.9%, respectively. • Companies listed on the HBSDealer Top 100 outperformed the industry, showing an average growth rate of 16.5%. Sales NAICS 4441 % gain YoY

2020 2019 2018 2017 371,027 326,473 321,264 305471 +13.6% +1.6% +5.2% +3.6%

NAICS 44413 % gain YoY

32,859 +13.9%

28,837 +5.0%

27,467 +6.1%

25,891 +6.3%

(Source: U.S. Census Bureau) Home Depot added $21.9 billion in sales to its business last year.

HARDWARE + BUILDING SUPPLY DEALER JULY/AUGUST 2021

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C O V E R F E AT U R E

Rank

Company Location of Headquarters

Dollar Sales

Stores

Type of Business

132,110,000,000

2,296

Home Center

1

The Home Depot Atlanta, Ga.

2

Lowe's Mooresville, N.C.

89,597,000,000

1,974

Home Center

3

Menards* Eau Claire, Wisc.

13,000,000,000

335

Home Center

4

ABC Supply* Beloit, Wisc.

12,000,000,000

860

SD

5

Tractor Supply Brentwood, Tenn.

10,620,352,000

2,105

Farm & ranch

6

Sherwin-Williams Cleveland, Ohio

10,380,000,000

4,476

Paint Store

7

Builders FirstSource Dallas, Texas

8,558,874,000

550

LBM

8

Beacon Roofing Supply Herndon, Va.

6,943,900,000

858

SD

9

Ferguson* Newport News, Va.

6,540,000,000

1,452

SD

10

Amazon.com* Seattle, Wash.

6,250,000,000

1

11

Harbor Freight Tools* Calabasas, Calif.

5,100,000,000

1,085

12

84 Lumber Eighty Four, Pa.

4,700,000,000

255

LBM

13

US. LBM Holdings Buffalo Grove, Ill.

4,265,100,000

280

LBM

14

BMC Atlanta, Ga.

4,207,300,000

174

LBM

15

SRS Distribution* McKinney, Texas

3,570,000,000

395

SD

16

GMS* Tucker, Ga.

3,137,000,000

233

SD

17

Floor & Decor Holdings Atlanta, Ga.

2,426,000,000

135

Home decor & flooring

18

Fleet Farm* Appleton, WIs.

1,950,000,000

47

Farm & ranch

19

Kodiak Building Partners Denver, Colo.

1,766,600,000

103

LBM

20

Carter Lumber* Kent, Ohio

1,750,000,000

166

LBM

21

Northern Tool + Equipment* Burnsville, Minn.

1,500,000,000

120

Hardware store

22

Foundation Building Materials* Tustin, Calif.

1,385,800,000

154

SD

23

Rural King Supply* Mattoon, Ill.

1,350,000,000

126

Farm & ranch

24

Sutherland Lumber* Kansas City, Mo.

1,306,300,000

50

Home center

25

PPG Paints* Pittsburgh, Pa.

1,270,000,000

610

22

Home center

Hardware store

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

Paint store

• With the acquisition of HD Supply in late 2020, and the rising demand for home improvement, The Home Depot grew its business last year by an incredible $21.855 billion. That new business, if it were a separate company, would rank third on the Industry Scoreboard, just behind Lowe’s, and ahead of Menards. • The Scoreboard tracks hardware and building supply dealers in seven categories. Here are the leaders in each: LBM: Kodiak Building Partners, up 40%; Specialty distributor: Lansing Building Products, up 66%; Hardware Store: Westlake Ace Hardware, up 48%; Home décor: Floor & Decor, up 18.6%; Farm & Ranch: Tractor Supply, up 27.2%; Paint store: Dunn Edwards, up 10.7%; Home center: Lowe’s, up 24%.

Lowe’s generated giant sales growth in fiscal 2020: up 24.2% over the previous year.

Aubuchon Hardware was a bright spot on the Scoreboard, with 23% growth.

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C O V E R F E AT U R E

Rank

Company Location of Headquarters

Dollar Sales

Stores

26

Lumber Liquidators Toano, Va.

1,097,702,000

410

27

McCoy’s Building Supply San Marcos, Texas

1,055,563,000

89

28

Lansing Building Products* Richmond, Va.

995,000,000

112

29

Contractor’s Warehouse* Rosevillle, Calif.

768,000,000

30

American Construction Source Springfield, Mo.

31

Type of Business

Rank

Company Location of Headquarters

Dollar Sales

Stores

Type of Business

54

Idaho Pacific Lumber Boise, Idaho

286,100,000

10

LBM

55

Sunpro Corp. Saint George, Utah

278,000,000

14

LBM

SD

56

Stine Lumber Sulphur, La.

265,400,000

11

Home center

14

LBM

57

Drexel Building Supply Campellsport, Wis.

258,000,000

9

703,200,000

73

LBM

58

Curtis Lumber Ballston Spa, N.Y.

243,025,910

23

Home center

New Sears (Transform Holdco)* Hoffman Estates, Ill.

665,000,000

70

Home center

59

Franklin Building Supply Boise, Idaho

236,500,000

16

LBM

32

Parr Lumber Hillsboro, Ore.

642,500,000

36

LBM

60

Mill Creek Lumber & Supply Tulsa, Okla.

232,600,000

24

LBM

33

Bomgaars Supply* Sioux City, Iowa

610,000,000

108

Farm & ranch

61

229,000,000

105

34

Foxworth-Galbraith Lumber* Dallas, Texas

W.E. Aubuchon Westminster, Mass.

588,500,000

35

LBM

62

217,700,000

10

LBM

35

Orscheln Farm and Home* Moberly, Mo.

Erie Materials Syracuse, N.Y.

580,000,000

167

Farm & ranch

63

217,000,000

9

LBM

36

Westlake Ace Hardware Lenexa, Kan.

Ring’s End * Darien, Conn.

550,700,000

145

Hardware store

64

Hancock Lumber Co. Casco, Maine

10

LBM

Ganahl Lumber Co. * Anaheim, Calif.

215,500,000

37

502,300,000

11

65

Friedman’s Home Improvement Santa Rosa, Calif.

203,000,000

5

38

CNRG Collierville, Tenn.

485,900,000

116

66

39

Atwoods Ranch & Home* Enid, Okla.

197,200,000

21

480,000,000

66

Home decor & flooring

Farm & ranch

Great Floors Coeur d’Alene, Idaho

67

40

Ace eCommerce Holdings Oak Brook, Ill.

187,925,000

14

LBM

471,000,000

1

eCommerce

LaValley/Middleton Building Supply Newport, N.H.

Professional Builders Supply Morrisville, N.C.

68

41

150

14

LBM

Dunn-Edwards Corp.* Los Angeles, Calif.

187,000,000

426,900,000

42

Matheus Lumber Woodinville, Wash.

69 416,000,000

8

M.G. Building Materials* San Antonio, Texas

180,000,000

12

LBM

LBM

43

Riverhead Building Supply Calverton, N.Y.

70 400,000,000

18

LBM

Kuiken Brothers* Fair Lawn, N.J.

180,000,000

11

LBM

44

National Lumber Co. Mansfield, Mass.

71 373,000,000

14

LBM

Guy C. Lee Building Materials* Smithfield, N.C.

172,900,000

8

LBM

45

Mead Lumber Westminster, Colo.

368,000,000

44

72 LBM

Reliable Wholesale Lumber* Huntington Beach, Calif.

170,500,000

2

LBM

46

Shelter Products Portland, Ore.

365,900,000

8

LBM

73

Scherer Brothers* Brooklyn Park, Minn.

170,000,000

5

LBM

47

Alpine Lumber Westminster, Colo.

351,000,000

19

LBM

74

Capitol Building Supply* Manassas, Va.

164,000,000

19

LBM

48

The Tile Shop Plymouth, Minn.

325,057,000

142

Home decor & flooring

75

Lezzer Lumber* Curwensville, Pa.

162,000,000

13

LBM

49

Runnings Supply Marshall, Minn.

310,000,000

56

Farm & ranch

76

U.S. Fence Solutions* Littleton, Colo.

161,200,000

16

LBM

50

R.P. Lumber* Edwardsville, Ill.

307,500,000

73

LBM

77

Keim Lumber* Charm, Ohio

159,200,000

2

LBM

51

E.C. Barton* Jonesboro, Ark.

305,000,000

111

LBM

78

North 40 Outfitters Great Falls, Mont.

158,000,000

11

Farm & ranch

52

Hammond Lumber Belgrade, Maine

302,000,000

21

LBM

79

Spahn & Rose Dubuque, Iowa

157,000,000

23

LBM

53

Kelly-Moore Paint* San Carols, Calif.

300,000,000

150

Paint store

80

Honsador Lumber* Kapolei, Hawaii

154,200,000

11

LBM

24

Home decor & flooring LBM

LBM Home center

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

LBM

Hardware store

Home center

Paint store

HBSDealer.com



C O V E R F E AT U R E

Rank

Company Location of Headquarters

Dollar Sales

Stores

Type of Business

81

Great Lakes Ace Farmington, Mich.

153,700,000

57

82

Koopman Lumber* Whitinsville, Mass.

150,000,000

9

LBM

83

Burton Lumber* Salt Lake City, Utah

150,000,000

10

LBM

84

HPM Building Supply Keaau, Hawaii

147,000,000

13

LBM

85

Valu Home Centers* Buffalo, N.Y.

143,800,000

38

Home center

86

Star Lumber* Wichita, Kan.

141,200,000

7

Home center

87

Hayward Lumber* Monteray, Calif.

140,000,000

8

LBM

88

Alexander Lumber Aurora, Ill.

140,000,000

12

LBM

89

The Building Center* Pineville, N.C.

139,200,000

6

LBM

90

Western Building Center* Kalispell, Mont.

137,000,000

13

LBM

26

Hardware store

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

Amazon.com earned a spot in the top 10, based of the Scoreboard. And it’s one to watch closely.

• eCommerce notes: For the first time, Ace eCommerce Holdings is listed among the top 300 as a separate entry, launching at no. 40. Meanwhile, it remains impossible to ignore the sales numbers emanating from Seattle-based Amazon. com, which grew about 38% to $386 billion

HBSDealer.com


Rank

Tractor Supply finished 2020 with 2,105 stores, including this New Jersey location.

in 2020. HBSDealer’s estimate puts Amazon’s home improvement growth below the NAICS 4441 rate, up 11% to $6.25 billion. For more analysis, and the full Top 300 Industry Scoreboard listing, visit HBSDealer.com/report

HBSDealer.com

Company Location of Headquarters

Dollar Sales

Stores

Type of Business

91

Jerry’s Home Improvement* Eugene, Ore.

136,600,000

2

Home center

92

McCray Lumber & Millwork Overland Park, Kan.

134,400,000

7

LBM

93

Belletetes * Jaffrey, N.H.

133,600,000

9

LBM

94

Tibbetts Lumber* St. Petersburg, Fla.

133,000,000

8

LBM

95

Big C Lumber* Granger, Ind.

132,700,000

18

LBM

96

Higginbotham Brothers Comanche, Texas

131,000,000

40

Home center

97

Erickson Companies* Chandler, Ariz.

130,800,000

4

LBM

98

Bloedorn Lumber* Torrington, Wyo.

126,000,000

25

LBM

99

Gilcrest-Jewett* Gilcrest-Jewett

119,000,000

5

LBM

Central Valley Builders Supply* Napa, Calif.

111,000,000

7

LBM

100

There’s more: See the full list of TOP 300 companies at HBSDealer.com.

HARDWARE + BUILDING SUPPLY DEALER JULY/AUGUST 2021

27


MARKET INSIGHTS

True Value goes “All in” in Chicago The distributor plans an in-person Reunion, with a virtual option The last time True Value Company hosted a live general session, a New Orleans Jazz band marched through the aisles. That was February 2020. And after 18 months of social distancing and safety protocols, one might expect a party atmosphere to return to the aisles during the distributor’s 2021 Reunion in Chicago, taking place Sept. 30 to Oct. 2 at McCormick Place. CEO Chris Kempa is inviting True Value nation, as well as all independent hardware retailers, to the company’s Fall 2021 Reunion. The theme of the three-day event is “All In,” providing both an inperson and virtual experience for independent hardware retailers across the country. This buying event will once again bring together retailers, vendors and True Value associates. Among the highlights: • The popular Bargain Burners buying event with deep discounts on a wide range of products; • An action-packed General Session with a state of the business update and the latest news from True Value’s senior leadership team; • A special Welcome Event, with entertainment and networking opportunities; • The Retail Best Practices Conference will be held on the show floor with training courses on merchandising, marketing, sales skills and more. True Value will also offer a virtual platform with exhibitor booths and buying areas to accommodate retailers unable to travel to Chicago. The in-person show floor will open

28

at 7 a.m. on Thursday, Sept. 30. It will run through 1 p.m. on Saturday, Oct. 2. The virtual platform will have a longer run: available from Sept. 7 too Oct. 24. Special entertainment and additional buying opportunities will be announced closer to the

event, the company said. True Value emphasized that the health and safety of its retailers, vendors and associates is a top priority and all CDC COVID-19 health guidelines and specific city and state requirements will be followed throughout the 2021 Fall Reunion in-person event.

The story on social media With approximately 2,500 associates, 13 regional distribution centers, and some 4,500 stores on the receiving end of products and services, the True Value network means many things to many people. And many of those stories are playing out online.

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com



PRODUCTS

Entry points: Style, curbappeal and performance Here’s the HBSDealer Windows and Doors 2021 new product update Windows and doors remain a cornerstone of the building products industry through use in both new residential construction along with remodeling and repair projects. Here are some of the latest window and door products on the market for 2021 from several of the industry’s leading manufacturers:

Pella has introduced the new Easy-Slide Operator, providing a new way to open and close the casement and awning windows. The new hardware solution allows homeowners to easily slide the operator up to open and down to close the window, offering a much smoother operation than continuously cranking. The company was the first to introduce the FoldAway style crank for casement and awning windows in 2000. Now, Pella has developed an even simpler and aesthetically pleasing way to operate casement and awning windows. “We listened and worked carefully with our customers for feedback on how we could design something better for them,” said Nicolle Picray, brand communications and public relations manager, Pella Corporation. “Easy-Slide Operator is now available on Pella Impervia casement and awning windows. The company plans to expand the availability of Easy-Slide Operator to additional product lines in late 2021. Pella.com

30

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

The Mezo Full-Frame Replacement System with Trimworks from Alside is a solution designed to decrease the premium price on replacement window installations. Improper replacement of vinyl windows can generate service calls resulting from water intrusion, drive up costs and result in poor-quality work that must be redone. Mezzo with Trimworks can save up to 20-40 minutes of installation time per window— reducing waste materials and eliminating the need for special equipment, training, or timeconsuming cutting and mitering. The prefabricated trim simply snaps onto the newly installed window frame. More windows can be installed per day, which means increased revenue and profitability increase. Depending on the desired look, installation time can be reduced between three to seven hours for every 10 windows installed. Along with the performance of windows installed with proper flashing and water management, the package includes Trimworks Decorative Window Accents featuring secure Swiftlock technology. Alside.com

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Therma-Tru is launching a variety of premium, on-trend products including new Classic Craft Visionary Collection Walnutgrained doors, direct set sidelites and a new PrismaGuard stain color, Acorn. New Classic Craft Visionary Collection Walnutgrained doors feature a striking combination of natural elements and linear engravings for geometric appeal. These new flush door styles walk the line between retro and contemporary while embracing minimalist details on a premium scale. Designed to maximize the amount of natural light in the entry, direct set sidelites feature a full pane of glass built directly into the door system frame to create an airy, open feeling in the home. Direct set sidelites can also be paired with other Classic Craft, FiberClassic, Smooth-Star, Pulse, and steel doors. ThermaTru.com

The Jeld-Wen line of ProCore doors offers a solution that many homeowners may not have considered – replacing hollow interior doors with solid doors that provide needed noise reduction in the home. “Homeowners have been spending a lot more time at home during the past year and are making a lot of home improvements,” said Kathryn Caspar, vice president of Interior Door products at Jeld-Wen. “One improvement they may not have thought of is replacing their interior doors to manage noise. Our ProCore solid-core doors reduce noise by up to 50% and are more affordable than one might think.” Jeld-Wen.com

Masonite has introduced DuraStyle exterior wood doors with AquaSeal technology, engineered to protect the natural beauty of wood doors. AquaSeal technology employs a patented process that seals the edges of wood panels and glass inserts with a clear barrier engineered to protect against water penetration, a leading cause of door failure. DuraStyle exterior wood doors are constructed with premium components and assembled by skilled Masonite employees. They are backed by a five-year limited warranty and can deliver up to 22 times the protection against water penetration compared to exterior wood doors without AquaSeal. Masonite offers DuraStyle wood doors in an array of door designs, sticking types, panel profiles, wood varieties, and glass options to meet the diverse range of residential design needs. The doors are now available through Masonite distribution partners. Masonite.com

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HARDWARE + BUILDING SUPPLY DEALER JULY/AUGUST 2021

31


PRODUCTS

Emergency products fit for the eye of the storm The Southeastern U.S. has already dealt with Tropical Storms Ana, Bill, Claudette and Danny. And at press time, Tropical Storm Elsa was in the news. So far, destruction has been minimal. But a pair of respected storm watchers predict above-average hurricane activity in the Atlantic, Caribbean and Gulf of Mexico. The Colorado State University Tropical Meteorology Project anticipates eight hurricanes this season (which runs through Nov. 30.) That’s similar to the forecast from the National Oceanic and Atmospheric Administration – possibility of six to 10 hurricanes, including three to five major hurricanes. The home improvement business has a long tradition of serving as community leaders in hurricane damage prevention. Case in point: Michael Michael Wynn of Sunshine Ace spreads the word. Wynn, co-owner of Sunshine Ace Hardware chain in Southwest Florida has taken to social media with a message: “Do you have what it takes to weather this hurricane season?” On Facebook, Wynn promoted hurricane-prevention staples: wing nuts, cases of water, batteries, flashlights and high-powered camping lanterns among them. The stores have also given away “Hurricane Prep gift baskets” to lucky shoppers. Of course, manufacturers in the emergency supply space are promoting similar messages. Russ Minick, chief marketing officer at Generac Power Systems has rallied homeowners since the beginning of hurricane season in May: “Peace of mind is of the utmost importance and with homes becoming the family sanctuary, it is critical to be ready for natural disasters that create power outages,” he said. “We can reduce the pain of power outages by focusing on what we can do to prepare so we encourage customers to make a plan early and responsibly.” And that message of energy independence applies

32

beyond the Atlantic and Gulf Coasts. An active wildfire season could also be a catalyst for additional outages in the West, with utility companies opting for Public Safety Power Shutoffs. Earlier this year, the Texas power crisis resulted in statewide outages lasting several days, serving as another reminder of the importance of having a plan for energy independence. Round up: • From Life+Gear, a brand of Dorcy International, the Stormproof 1,000 Lumen Stow-away collapsible Lantern. Has three modes With 3 and a half hours of run time at 1,00 lumens (longer at lower settings), the product runs off of 4 AA or 8AA batteries. Also has a red night vision setting and can also charge a phone with an emergency USB output. Lifegear.com • From Generac, the Powermate 2000W Inverter portable generator features a Powerdial recoil start with three settings integrated into one simple-to-use dial. The fully enclosed case makes for ultra-quiet performance. The product automatically adjusts engine speed, reducing both fuel consumption and noise level. Generac.com • Dam Easy Flood Barriers are a product from the Irish company All Weather Industries. The DIY-product that installs in three easy steps. Place the barrier in the doorway – extend horizontally and inflate the protective tube around the airtight perimeter. Seals floodwaters to a height of 28 inches. Dameasyfloodbarriers.com

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com



DEI: It starts with you Sarah Alter, President and CEO, Network of Executive Women Any right-thinking person can acknowledge that individuals deserve equity in all parts of life, including in our workplaces. Employees deserve to feel they can bring their full selves to work, and no one should be discriminated against or experience bias in the workplace. Acknowledging that truth, though, is just the first step! Big or small, it starts at the top Whether your organization has employees around the globe or just a few in your hometown, a commitment to DEI matters to the people who work for you. At NEW, we strive daily to provide solutions for our corporate partners that help them build a workplace where everyone gets a fair shake. That can’t happen without complete buy-in and confidence from those at the top of the leadership ladder. You must walk the walk for DEI efforts to reach their full potential. Stated DEI goals and transparent reporting are a great way to hold everyone accountable to workplace progress. While it can be hard at first, being honest about where you are earns the trust of your employees — and customers. Be transparent about where you are now to show you’re doing the hard work. Changing the game Accountability breeds confidence and ensures everyone is onboard with making strides toward equity. Then it’s time to change the game. Acknowledging privilege is a great place to start. For example, we know that women, particularly women of color, are underrepresented in corporate leadership positions. Removing names

34

and identifying information from resumes corrects for the possibility that unconscious bias — and the tendency for human beings to identify with those that most resemble themselves — is creating a homogenous workforce that isn’t inclusive. That’s one small change that could make all the difference! Educating yourself is another powerful step. Dozens of articles have been written listing the resources those with privilege can leverage to educate themselves — take a look at a few and set yourself a reading list. It’s not the responsibility of marginalized groups to educate others. It’s the responsibility of those who want to do right by others to educate themselves! No tolerance for intolerance One of the strongest steps you can take is something every employee, from the most junior to a CEO, can put into practice: speaking Sarah Alter up! There is no more powerful show of support than backing up a colleague when you witness bias and intolerance. Show your employees by example that they work in an environment where all are welcome. Embrace awkward conversations. While it’s

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

important to speak up, be willing to listen to others when something you yourself have said is brought to your attention. React with openness to criticism and a willingness to listen, and you will continue to set a model of trust and safety for those around you. A better future DEI efforts may start small, but they have an outsized impact on your employees. When you build equity into your business model, you’ll be rewarded with a happier workplace, improved retention, and the trust and confidence of your employees and customers. At NEW, Advancing All Women is what we do every day. But any organization can make DEI a key tenet of their business, and reap the rewards that come with it.



PEOPLE IN THE NEWS Wendy Stine, granddaughter of Stine Lumber founder J.W. Stine, has been promoted to the office of president of Stine, LLC, the Sulphur, La.-based lumberyard and home Lumber center company. Stine operates 11 locations in Louisiana and Mississippi. Throughout her 33 years with the company, she has held many roles: Manager of the DeRidder store from 2008-2012, Corporate Purchasing Buyer from 2012-2019 and most recently, director of merchandising from 2019-2021. In 2019 Wendy was named one of the Top Women in Hardware & Building Supply by Hardware & Building Supply Dealer. Associated Builders and Contractors (ABC) has named P. Bianca Domally as chief financial officer. ABC said Domally will work alongside the association’s leadership Domally to ensure ABC operates with purpose, vitality and relevancy in financial services in a way that is valued by ABC members, chapters and the overall construction industry. Friedman’s, the California home improvement, hardware and lumber chain has named Jeff Schryver as chief financial officer. Joining the retailer’s six-person Schryver executive leadership team, Schryver will be responsible for overseeing financial direction across the company’s four locations in Sonoma and Mendocino Counties. With more than 15 years of financial leadership experience in the retail sector, Schryver built his career at cosmetic retailer Sephora and served most recently as CFO of a national confectionary chain.

36

Ryan Lucchetti is the new president and CEO at Pacific Coast Building Products. Lucchetti replaced his father Dave Luchchetti, effective July 1. Ryan began his Lucchetti career at Pacific Coast working during summers while in high school and college. Over the years he gained experience working in many aspects of the business. Since 2010, Ryan has served as President of PABCO Building Products. Dave Lucchetti has served the company since 1970 and was named president in 1979 in addition to CEO in 1988; will be assuming the role of Executive Chairman of the Board of Pacific Coast Building Products; Inc. LBM Advantage, the New Windsor, N.Y.-based lumber and building material co-op, named Maria Saraceno-Ward as marketing manager, working from corpoSaraceno-Ward rate headquarters in New Windsor, New York. SaracenoWard brings years of professional experience in business development, marketing, media relations, trade show and special events planning. She will be responsible for strategic marketing activities that will help foster mutually beneficial relationships and growth among Advantage’s member and vendor communities. Shop-Vac USA named Charles “Charlie” Lawrence as new chief operations officer. Lawrence brings over 35 years of industry experience to ShopVac’s leadership team, Lawrence with a track record of accelerating growth and revenue for Fortune 500 and private equity-backed

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

companies nationwide. In his new role, Lawrence will focus on product innovation, manufacturing, sales distribution and strategic planning to help gain momentum across all facets of business development. Lawrence will also implement new strategies and practices to foster an entrepreneurial, performance-based culture. Tim Mahafy retired from his position as president of Medallion Industries, a division of Kodiak Building Partners. Medallion is a distributor of windows, doors, Mahafy glass wall systems, millwork, and door hardware that has locations in Portland and Bend, Ore. and Livermore, Calif. From the age of 17, Mahaffy worked alongside the founder of Medallion Industries and helped grow it to become a marketleading window, door, and millwork operation in the Pacific Northwest and Northern California. Kevin Mahaffy is being promoted to president of Medallion Industries. He most recently served as vice president of sales and has been a part of Medallion for more than 20 years. Beacon announced that Stephanie Pouse is the winner of the company’s inaugural North American Female Roofing Professional of the Year competition. Pouse is Pouse a partner at Brahma Roofing & Construction in Windsor, Colo. “It’s an honor to be recognized by Beacon with this prestigious award,” said Pouse. “I applaud Beacon for highlighting the important role women play in our industry. I hope my story empowers other women to bring their diverse backgrounds, talents and experiences to the roofing industry.”

HBSDealer.com


Do it Best named Steve Saalfrank as an associate merchandise manager for Safety and General Merchandise. Saalfrank’s 15 years-plus of retail experience includes duties of various responsibilities with such brands as H&M, The TJX Companies and The BonTon Stores. He will be based in the Fort Saalfrank Wayne, Ind. headquarters of the hardware and lumber industry co-op. Sean Daly has joined the International Housewares Association as vice president, member and buyer relations. Daly has more than 25 years’ experience in the housewares industry, with an emphasis on global sales and marketing, which he honed while working for several IHA-member companies. Most recently Daly was a partner with Hudson Design Daly Imports Ltd. where he assisted companies in building relationships with key U.S. retailers and developing sales with key accounts in LATAM, focusing on Mexico.

HBSDealer.com

Matthew Pool will lead the team at McCoy’s Building Supply’s newest location. The Liberty Hill, Texas store opened June 7. Along with Pool, assistant managers Tyler Volke and Alan McCarthy will help manage the facility and its 15,000 sq. ft. of interior retail space along with a drivethru lumberyard. Pool, a native of Tyler, Texas, began his career with McCoy’s six years ago and for the past three years has been the store manager of the company’s Belton, Texas, location. Weather Shield Windows and Doors named Robert (Bob) Foote as president of the company. The move is part of a planned succession transition, the company said. Foote joins Weather Shield with more than 20 years of experience in senior leadership roles in general management, supply chain, and information systems. He most Foote recently held the position of President and CEO of Canyon Creek Cabinet Company, a custom cabinet manufacturer on the West Coast. He will report to Weather Shield’s owners, Mark and Kevin Schield.

HARDWARE + BUILDING SUPPLY DEALER JULY/AUGUST 2021

37


Residential Construction/Sales

Monthly Retail Sales, not adjusted

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

(in thousands, SAAR) May: 1,572,000

NAICS 44413

(sales in $ billions)

50

1800

4 47.1

1700

40

1600 1500

47.0 42.4

45.1

3.50

42.1

3 2.92

2.84

2.37

2

1300

3.34

3.15

35.9

30

1400

(sales in $ billions)

20

1200 1100

1

10

1000

0

900

M

J

J

A

S

O

N

D

J

F

M

A

APRIL

M

2020

SOURCE: COMMERCE DEPARTMENT

Single-family starts

MAY

0

JUNE

2021

MARCH 2020

APRIL

MAY

2021

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

(in thousands, SAAR) May: 1,098,000 1400

HBSDealer Stock Roundup

1300

the percent-change performance of stocks based on July 1 prices

1200 1100

120

1000 900

DE

100 BECN

800

600

M

J

J

A

S

O

N

D

J

F

M

A

ANNUAL CHANGE

700

M

SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) Apr.: 5,800,000 7

BLDR

80

60

6.5

LOW

SWK

WY

40

6

SHW

TSCO

DJI

5.5

HD 20 -4 -3 -2 -1 0 1 2 3 4 5 6

5 4.5

MONTHLY CHANGE

4 3.5

BECN (BEACON); BLDR (BUILDERS FIRSTSOURCE); BMCH (BMC STOCK HOLDINGS); DE (DEERE & CO.);

M

J

J

A

S

O

N

D

J

F

M

A

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

4.0

80

38

Current Prior month

120

Prior year

16.0

5.9%

18.0

June 0.0

$3.00 $2.50

14.0

6.0

2.0

100

12.0

20.0

60

127.3

$3.16

June

July 15

140

$2.00

JULY/AUGUST 2021 HARDWARE + BUILDING SUPPLY DEALER

$3.50

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

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