HBSD July/August 2024

THE LEADERBOARD ISSUE

JULY / AUGUST 2024

Volume 50 No. 7

The Top 150 Hardware and Building Supply Dealers: a new reality for the industry leaders.

07-08.24 TRUE VALUE REPORT

26 How one dealer combined hardware and LBM. 28 Fine-tuning a supply chain.

TOP WOMEN

30 Cierra Calvacca of Southeast Building Supply Interests offers insights and advice.

TECHNOLOGY

32 There’s no room for “good ole boy behavior,” says guest columnist.

STORY 18 COVER The Top 150

34 Tech takeaways for retailers

What goes up, must come down. Highlights from the ‘First Fifty’ leaders of hardware and building supply.

For the full 150 listing of sales and units, visit HBSDealer.com.

FROM THE EDITOR

NEWS & ANALYSIS

Life in the Big Ten 8 Meet two companies that belong in any industry power-conference.

10 A more conservative Tractor Supply 10 Q&A of the month, what’s up with lumber?

12 Investing in domestic factories TOP SHOWROOMS

15

15 Malone Home Center helps customers visualize success.

38 PRODUCT ANALYSIS

38 Drama over table-saw safety IN EVERY ISSUE

6

Here’s What’s Online

10 Product Knowledge 40 People in the News 42 Quikrete Industry Dashboard

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 225, Chicago, IL 60631. Subscription rate in the United States: $132 one year; $240 two year; $17 single issue copy; Canada and Mexico: $180 one year; $342 two year; $20.40 single issue copy; Foreign: $180 one year; $342 two year; $20.40 single issue copy; in all other countries (air mail only).

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4 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

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Here's What's Online See more and share more when you follow us on LinkedIn.

The 2024 Industry Leaderboard is online The first fifty leaders of the hardware and building supply industry are spelled out on pages 20 and 22. For the full list of one through 150, visit the online Leaderboard Report, sponsored

by Epicor, at HBSDealer.com/ report.

View the Experience There’s more than one way to tell a story. Case in point: HBSDealer’s Storyscape — a highly visual, interactive, video-rich presentation of business information. Check out the latest example, “Reaquanting Dealers with Redwood” at HBSDealer.com

Video library

When you connect with us, you connect with the industry @HBSDealer

“One on One“ interviews with industry leaders, product demonstrations filmed inside an actual New Jersey garage and highlight reels of the headlines from the Top Three Stories of the Week — all this and more is online at HBSDealer.com/video. You can also explore the video library at our YouTube channel @HBSDealer.

6 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

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From the Editor 550 W. Bryn Mawr Ave., Ste. 225, Chicago, IL 60631 (773) 992-4450 Fax (773) 992-4455 www.HBSDealer.com

Life in the Big Ten

L

egendary college basketball coach Bob Knight said that to win in the Big Ten, you have to do the things that other people are unable or unwilling to do.

His statement dates back to when the Big Ten had a mere ten teams. I’ve lost count of how many teams are in the Big Ten now, but it’s close to 20. That means that to win in the Big Ten today, you have to do more things that other people are unable or unwilling to do.

As it is in the modern Big Ten , so it is in the lumber and building material industry.

Each year, Hardware and Building Supply Dealer in cooperation with the National Lumber and Building Material Dealers Association bestows the title “ProDealer of the Year” on a pair of deserving honorees — a prodealer with fewer than six locations (“Independent”), and a prodealer with six or more.

We’ve announced the honorees, and the announcement deserves repeating here. Our 2024 Independent ProDealer of the Year is Short & Paulk Building Supply, based in Tifton, Georgia. Our ProDealer of the Year is 14-location Bliffert Lumber of Wisconsin.

The official criteria has remained constant over the years: high performance, innovation and a commitment to the best practices and best values of the lumber and building material industry.

That criteria sounds increasingly synonymous with Bob Knight’s winning-inthe-Big-Ten strategy.

Like the Big Ten (and the S.E.C. for that

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

Ken Clark Editor-in-Chief matter) our 2024 honorees are expanding.

Bliffert Lumber has grown like a power conference, with recent acquisitions including Fillinger Millwork, Milwaukee Cabinetry and Chase Lumber’s three Wisconsin locations.

Short & Paulk, too, is investing back in the business with an expansion — a “game-changer” says Owner Jay Short — in Sylvester, Georgia.

Another Big Ten/S.E.C. characteristic shared by our honorees—deep connection to the community. And no wonder: Bliffert Lumber has been at it since 1904. And through its Sylvester location, Short & Paulk goes back to 1922.

When asked for their thoughts on the recognition, leaders of both companies echoed the remarks of the coach of conference champion, emphasizing in equal parts humility and teamwork.

Jay Short: “Much of our success today is a direct result of networking with other dealers and bringing new ideas back from meetings, roundtables, and yard tours.”

Eli Bliffert, fifth-generation owner: “We are fortunate to have generations of great customers and dedicated team members that have made winning this award possible.”

More will be said about our honorees online, in future issues, and at the upcoming ProDealer Industry Summit, coming to Savannah, Georgia, Oct. 9-11. Hope to see you there.

8 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

EDITOR-IN-CHIEF Ken Clark kclark@ensembleiq.com EDITOR Robby Brumberg rbrumberg@ensembleiq.com ADVERTISING SALES & BUSINESS ASSOCIATE PUBLISHER Amy Platter Grant MIDWEST & SOUTHERN STATES (773) 294-8598 agrant@ensembleiq.com DESIGN/PRODUCTION/MARKETING 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 Christi Powell, Women & Minority Business Enterprise Market Manager, 84 Lumber Neal DeLowery, Store Projects and Merchandise Manager, Aubuchon Co. Brad McDaniel, Owner, McDaniel’s Do it Center Joe Kallen, CEO, Busy Beaver Building Centers Tom Cost, Owner, Killingworth True Value 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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News + Analysis

A more conservative Tractor Supply Tractor Supply Company announced it will eliminate its Diversity Equity and Inclusion (DEI) roles, withdraw its carbon emission goals and stop submitting data to the Human Rights Campaign.

The announcement came after the company received complaints — including calls for boycotts—in an X thread that begins: “It’s time to expose Tractor Supply.” The post has generated 2.8 million views and generated 2.2 thousand comments, most of them critical to what is described in the post as a "woke" agenda at the giant retailer.

Q&A of the month, Lumber edition HBSDealer reached out to lumber industry veterans Russ Kathrein, VP of lumber and building materials for Do it Best, as well as Tim Johnson, VP of forestry products at LBM Advantage with a simple question: Q: What are you experiencing now with lumber prices?

Kathrein: Lumber and panel prices have defied expectations and actually dropped in Q2, which is typically when business picks up. Weather has played with demand, and both lumber and panel manufacturers are dealing with too much capacity.

Johnson: We are seeing lower prices in framing lumber driven by the lack of demand in both the repair and remodeling sector and the new home construction market. High mortgage interest rates and inflation are stifling the market in a normally busy season. We are generating footage gains year over year, bQut the associated dollars are just not there.

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Knowledge: Drop forged blade with induction hardened cutting edge for superior power to cut through materials — including metal. Saddle Brook, N.J.-based Arrow Fastener will handle sales, marketing and distribution of SK products.

Fun fact: SK Tools dates back to the early 1900s as Sherman-Klove Company. It patented the rotating-head ratchet in 1961. Brand was acquired by GreatStar Industrial USA in 2021.

TSC retired its DEI goals, explained in this graphic from 2021.

Among the evidence presented by the X post of a woke culture running rampant at Tractor Supply were photos of rainbow flags at warehouses, a photo of CEO Hal Lawton receiving a Covid-19 vaccination, and a comment on the company’s web site which embraced a commitment to “providing a diverse, equitable and inclusive culture where we foster different perspectives, ideas and innovative thinking.”

In a statement, the company said it has taken to heart feedback from customers.

“Going forward, we will ensure our activities and giving tie directly to our business,” the company said As it withdraws its carbon-emission goals and eliminate its DEI roles and DEI goals, it will continue to focus on land and water conservation efforts, and also will ensure “a respectful environment,” the company said.

10 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

Q: What trends do you foresee in the coming months?

Kathrein: If we experience increased forest fires or additional mill curtailments, we would expect pricing to jump up as much as 20%. However, we have been saying this for the past few months, and prices have actually moved down at a slow but steady pace.

Johnson: There have been some recent production curtailment announcements, and we are approaching the scheduled summer downtime for many mills. But to this point, there has not been any impact on price or availability.

With the Fed’s recent pivot to possibly only one rate reduction for 2024, a major change in production will be needed to bring supply and demand in balance for the remainder of this year.

(For more analysis, visit HBSDealer.com)

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News + Analysis

Manufacturers step up to the investment plate A WIDE VARIE T Y OF INDUSTRY MANUFACTURERS BOLSTER PRODUCTION. In the past few weeks, a diverse variety of manufacturers that serve the hardware and building supply space have been drawing up blueprints or cutting ribbons at the entry of new facilities.

This recent surge in the investment in facilities includes GAF Energy, which opened a Timberline Solar manufacturing facility in Georgetown, Texas on May 1. On top of that, the company plans to build a new state-of-the-art solar roofing testing facility in a to-be-determined location.

With demand rising for its core PVC building products, Versatex Building Products opened a new, 96,500-square-foot plant in Aliquippa, Pennsylvania, doubling the company’s production capacity.

Inside Versatex Building Products’ new Aliquippa, Pa., facility.

And in Valley, Nebraska, 3M reported a new 90,000 square foot expansion at its facility in Valley, Nebraska, to increase the plant's manufacturing capacity.

Openings, closings and acquisitions Recent updates to the HBSDealer News Map, powered by Epicor, include new acquisitions out West for Builders FirstSource; the opening of Buddy’s Ace Hardware in Corapolis, Pennsylvania; and the acquisition of Big Bear Hardware in La Vernia, Texas, by Dallas-based Nation’s Best. And also, a new Home Depot is spotted on the map in Wildwood, Florida.

For more activity coast-to-coast, visit HBSDealer.com/map

12 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

More recent facility investments are either in the works or up-and-running at Zurn Elkay Water Solutions (Erie, Pennsylvania and Commerce, Texas); Eagle Materials (Laramie, Wyoming); and Roseburg Forest Products (Dillard, Oregon).

In the last two weeks, Metl-Span opened its insulated metal panel manufacturing facility in Brigham City, Utah; and Stimson Lumber Company said it would invest $50 million into a new high-speed sawmill line at its facility in Forest Grove, Oregon.

What’s behind all the investment?

"Recent manufacturing expansion are not just made in America capacity expansions, but strategic made-for-America investments,” said Matt Fish, managing director of Stax, a global consulting firm. “These investments come on the back of strong earnings and represent meaningful production modernization, a pivot to more advanced building material demand and confidence in continued infrastructure spending.”

At Versatex, the specific reason to expand was the desire to enter the siding market, said Rich Kapres, vice president of sales and marketing.

“I can’t really speak for all other manufactures but I do suspect that we are seeing folks reacting to what occurred during Covid when there were availability issues throughout the industry and the need for more capacity during spikes in demand.”

He added that now seems to be a good time to invest in the building product sector in general.

“Given that we have a very low supply of housing and a pent up demand being held up due to interest rates and inflation, when a correction occurs and things loosen up I believe we will see a serious demand increase,” Kapres said. “If you are not investing now you will not be able to react when that occurs, which I think could be in the next 6-12 months.”

HBSDealer.com

The design center and showroom at Malone Home Center in Greenville, Kentucky, has been popular with customers since its inception nearly 10 years ago.

Malone Home Center DESIGN SPECIALIST ANGIE STR ADER HAS BEEN ASSISTING CONTR ACTORS AND HOMEOWNERS FOR MORE THAN 20 YE ARS. By HBSDEALER Staff

O

riginally established as a building materials operation, Malone Home Center in Greenville, Kentucky, has expanded to include hardware, plumbing, electrical, painting, flooring, cabinets, home decor, and rental departments.

In 1989 the company opened in its present location, a 30,000-square-foot building, and joined HWI, now known as Do it Best.

Malone Home Center’s design showroom has been popular with customers since its inception nearly a decade ago.

The 2,500-square-foot area features displays of cabinets, countertops, fireplaces, flooring, tile, sinks, showers, and more. This includes a wide array of styles and brands for customers to choose from when selecting products.

Whether planning for a renovation or a new building project, visiting the showroom can help customers visualize their project,

according to Malone Home Center.

Angie Strader, Malone Home Center’s home decor specialist, has more than 20 years of experience and offers design advice and knowledgeable help for every project. Strader works with both contractors and homeowners.

The specialist partners with the client and visits the project site or home to get a better understanding of the customer’s needs and design ideas while obtaining specifi cs such as measurements. Strader will then return to the showroom and home decor area to share design options and samples for the client, provide a quote for the customer, and create the order.

Once the product arrives, Strader follows through with a contractor to make sure the installation process goes smoothly.

If the client does not have a contractor, Strader recommends someone to

14 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

complete the job. This turnkey service, personal attention, and thorough follow-through are different from what other stores may offer their customers, Malone Home Center said.

Malone Home Center sells a variety of cabinet brands and styles: Kountry Wood, Bertch, Timberland, and BJ Tidwell are choices the customer can choose from to design their space.

Options for countertops include formica, solid surface, granite, and quartz, which is often the most requested material. Malone Home Center said Karran sinks are a practical and elegant choice, but other options are available depending on the customer’s budget and style.

Strader partners with CDC Distributors and Do it Best for most flooring needs.

Hardwood, LVT, carpet, tile, and additional options are available from featured brands such as Mohawk, Shaw, AquaLok, Bruce, Timeless Design, Daltile, Tarkett, and Emser.

The retailer has served Muhlenberg County and the surrounding region since 1936. President and CEO Paul Gabbard is the third generation to operate the full-service lumber and hardware company.

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COVER F E ATURE

New reality for the Top 150

By HBSDealer Staff

18 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

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B R O U G H T TO YO U BY

W

After a 3 percent sales decline in 2023, number-one-on-the-list The Home Depot’s Ted Decker entered 2024 looking forward to strategic opportunities: creating the best interconnected experience, growing our Pro wallet share, and building new stores.

It was also looking to invest in its ability to serve the pro. In December 2023, the world’s largest home improvement retailer made a strategic acquisition of Construction Resources, a leading distributor of design-oriented surfaces, appliances in architectural specialty products for pro contractors focused on renovation, remodeling, and residential homebuilding.

Little did we know that a massive deal was soon to follow — the acquisition of SRS Distribution in an $18.25-billion deal.

At Lowe’s (no. 2), CEO Marvin Ellison, on looking back at an 11 percent decline in net sales, expressed a bullish outlook for the medium and long-term.

“The three core demand drivers of our business, disposable personal income, home price appreciation and the age of housing stock, remain supportive,” he said. “When you pair these factors with trends like chronic undersupply of homes, millennial household formation, baby boomers aging in place and a sustained number of people working from home, you can see why we are confident that home improvement demand will trend upwards over time across both homeowners and pros.”

hat’s true for Newtonian physics at or near the surface of the earth, is true for the hardware and building supply industry.

What goes up, must come down.

After riding an incredible wave of growth, navigating supply chain challenges and reacting to throughthe-roof demand, the majority of companies appearing on the Top 150 list produced sales declines in the most recently completed fiscal year.

While the first 50 with each company’s recent business highlights are printed here on pages 20-22, the full Top 150 list is available at HBSDealer.com. Here are some statistical highlights.

Of theTop 150 companies, 118, or 78.7 percent, showed sales declines for their most recently completed fiscal year (typically the year 2023).

Of the Top 150 companies, 69, or 46 percent, showed double-digit percentage declines in sales.

Of the Top 150 companies, 8, or 5.3 percent, showed double-digit sales gains.

And heavily weighted by the giants at the top of the list, the combined sales of the Top 150 amounts to $417,168,000,000. That’s down 6.3 percent from 445,176,000,000 in the previous year.

More Highlights No. 18 Carter Lumber — having fun

Speaking of the giants, 2023 saw four straight quarters of sales declines for both Home Depot and Lowe’s.

That dubious achievement hasn’t been recorded since the four-quarter stretch from Q4 of 2008 to Q3 of 2009.

Falling short of the 2022 performance metrics is nothing to be ashamed of.

Continued on page 24

Sales in $millions NAICS 4441 Building material and supplies dealers Year:

2023

2022

2021

2020

2019

Sales:

427,773

445,286

417,408

367,241

326,396

-3.9%

6.7%

13.7%

12.5%

1.3%

Y0Y % gain:

NAICS 44413 Hardware stores Year

2023

2022

2021

2020

2019

Sales:

40,782

38,937

35,914

34,468

28,635

4.7%

8.4%

4.2%

20.4%

4.6%

YoY % gain:

NAICS 4441 continues to see declines in the first third of 2024 — down 2.2 percent compared to the same period in the prior year. Hardware stores (NAICS 44413) are up 4.1% through the first third of the year.

The massive sales surge of 2020 has been followed consecutive year of gains for hardware and building supply dealers. For hardware stores, those gains are continuing in 2023— up 6.3 percent through the first four months of the year.

Source: U.S. Census Bureau

HBSDealer.com

HARDWARE + BUILDING SUPPLY DEALER July/August 2024

19

B R O U G H T TO YO U BY

COVER F E ATURE

THE TOP

LEADERBOARD

2023 Full Year Sales

Percent Change

2023 Units (EOY)

152,669,000,000

-3.0

2,335

The perennial number one company on the list produced number one story of the year: The $18.25 billion acquisition of Dallas-based SRS Distribution.

2 Lowe's Mooresville, N.C.

86,377,000,000

-11.0

1,746

The retailer introduced a DIY loyalty program: MyLowes Rewards. It joins a previously existing loyalty program for pros.

Supply 3 ABC Beloit, Wisc.

20,400,000,000

10.3

970

A push into Canada landed All Canadian Building Products in British Columbia. In the U.S., ABC hired more than one veteran per day in 2023.

4

17,097,300,000

-24.8

570

The company has invested $130 million in manufacturing automation since 2020, as part of a strategy to drive operational excellence and address labor challenges.

5 Ferguson Newport News, Va.

15,461,000,000

4.1

1,700

Closed on eight acquisitions, representing $350 million in annual sales this fiscal year, ended July 31, 2024.

Supply 6 Tractor Brentwood, Tenn.

14,555,741,000

2.5

2,414

Recent milestones include the opening of its 500th Garden Center (in Indiana) and its 10th distribution center (Arkansas)

7 Menards* Eau Claire, Wisc.

13,000,000,000

-3.0

350

Founded in 1958, Menards operates more than 300 big box stores in 15 states. A new line of Dutch Boy paint hit shelves in April.

8 Sherwin-Williams Cleveland, Ohio

12,839,500,000

7.3

4,694

New CEO Heidi Petz said the Paint Stores Group “overcame a difficult demand environment” to generate high single-digit percentage growth.

Building Products 9 Beacon Herndon, Va.

9,119,800,000

8.2

530

Non-discretionary repair and re-roofing activity drove growth in residential roofing demand, but softness lingered in new residential construction demand due to higher interest rates.

8,250,000,000

-28.1

443

Recent additions include RAKS Building Supply (N.M.), Better Built Truss (Calif.), Homestead Builing Systems (Va.) and Old Mission Windows (Mich.)

7,346,700,000

5.3

1,597

E-commerce represented 23.6 percent of total sales in 2023. That percentage is up from 8.4 percent in 2019.

6,310,000,000

-27.9

320

6,200,000,000

-19.5

1,505

4,745,800,000

3.6

385

Gypsum Management and Supply operates 60 building supply companies, including Kamco Supply, Lone Star Materials and New England Gypsum.

4,413,900,000

3.5

221

After 31 store openings in 2023, the retailer plans to open as many as 35 new locations in 2024. Led by former Home Depot exec Tom Taylor.

3,394,600,000

15.5

272

Specializes in drywall, steel studs, lath, plaster, stucco, acoustical ceilings, insulation, fiberglass reinforced panels (FRP), and exterior insulation finish systems (EIFS).

2,824,200,000

-12.0

128

Recognized as HBSDealer and NLBMDA ProDealer of the Year in 2023. Now operates 138 locations in 29 states.

2,650,000,000

-14.5

172

Family owned since 1932, Carter operates 14 manufacturing plants. Divisions include Holmes Lumber, Kight Home Center and Kempsville Building Materials.

1,514,300,000

-3.0

112

With 113 branches in 35 states, Lansing’s newest addition is in Greenville, South Carolina.

1,350,000,000

-6.9

49

Across 13 states, the company’s diverse footprint ranges in size from small lumberyards to warehouse stores measuring in excess of 140,000 square feet.

1,283,600,000

-24.0

93

Early in 2024, the company broke ground on a new headquarters campus, still in San Marcos. It’s slated to open in 2025.

1,200,000,000

-22.6

140

New in stores and online: private label Klutch Cordless Power Tools. Founder Don Kotula died in January. He was 78.

904,746,000

-18.5

430

Amid liquidity concerns, the company formerly known as Lumber Liquidators is engaged in selling a Virginia distribution center at presstime.

Warehouse 24 Contractor's Rosevillle, Calif.

870,000,000

0.0

14

This California company’s Cash Back Club — CBC—offers up to 7 percent cash back on building materials purchases.

Lumber 25 Matheus Woodinville, Wash.

857,000,000

-16.5

9

Puget Sound-based operator provides products throughout North America and internationally including Japan, China, Australia, and other Far East territories.

Rank

1

Company Location of Headquarters

The Home Depot Atlanta, Ga.

Builders FirstSource Dallas, Texas

LBM Holdings 10 US Atlanta, Ga. 11 Fastenal Winnona, Minn.

Lumber 12 84 Eighty Four, Pa. Freight Tools* 13 Harbor Calabasas, Calif.

14 GMS Tucker, Ga. & Decor Holdings 15 Floor Atlanta, Ga. Building Materials* 16 Foundation Tustin, Calif.

Building Partners 17 Kodiak Denver, Colo.

Lumber 18 Carter Kent, Ohio Building Products 19 Lansing Richmond, Va. Lumber* 20 Sutherland Kansas City, Mo. Building Supply 21 McCoy's San Marcos, Texas Tool + Equipment 22 Northern Burnsville, Minn.

Flooring 23 LL Richmond, Va.

Highlights

There’s a big emphasis on component plants, including an 80,000-square-foot facility that opened in January in Winter Haven, Fla. Fast growing chain is heavy on private-label products crossed the 1,500 stores milestone with the opening of a location in Kernersville, North Carolina.

* Estimates included in data.

THERE’S MORE ONLINE For the full list of the Top 150, including additional data, visit HBSDealer.com/report.

20 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

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COVER F E ATURE

THE TOP

LEADERBOARD

Rank

Company Location of Headquarters

2022 Full Year Sales

Percent Change

2022 Units (EOY)

26

Parr Company Hillsboro, Ore.

776,300,000

-25.7

44

Not just Parr Lumber, the company’s five distinct subsidiaries create a total homebuilding source for the Pacific Northwest.

756,000,000

-3.3

12

California powerhouse named 40-year company veteran Brad Satterfield as CEO, replacing Peter Ganahal, who held the office for more than 50 years.

637,000,000

-5.3

21

Celebrated 75th anniversary in 2023. Now in third generation of family ownership, RBS serves serves high-end Long Island, New York, and New England markets.

609,800,000

-0.3

161

Part of Ace Hardware Corp.’s Ace Retail Holdings division, Westlake continues to expand on both coasts, and it just added its 19th California store.

601,900,000

-0.8

55

The ESOP-structure is designed to “empower our teams take ownership of their work.” The recently-rebranded prodealer operates across nine states.

546,200,000

-5.7

145

Central Retail Network Group operates 145 hardware stores, lumberyards and home centers that can be found in 16 U.S. states.

465,400,000

-17.8

7

In business since 1966, it specializes in providing lumber, plywood and other building materials. The company serviced 751 projects in 2023.

416,000,000

-5.0

22

The fourth-generation, family-owned company boasts 22 locations and more than 900 employees across Maine and New Hampshire.

416,000,000

-4.4

84

Sold its R.P. Home & Harvest division to Runnings in April 2023. Since then, it has been one of the more active acquirers in the business.

392,500,000

-29.6

1

The employee-owned company has been providing rough framing materials, engineered wood products and wholesale building materials since 1979.

392,200,000

-21.9

36

Established in 1934, the Tulsa-based supplier offers an array of wood types and boasts a showroom to display its custom millwork.

385,000,000

2.3

52

The collection of hardware stores, home centers and prodealers closely aligned with Do it Best has made five acquisitions in 2024, so far.

377,146,000

-4.4

142

Founded in 1985, the company now has a network of over 140 stores and a stock of more than 5,000 tile selections to choose from.

346,300,000

-38.1

17

The building supply company, established in 1937, offers trusses, interior doors, insulation, millwork, decking, equipment rental and more throughout Utah and Idaho.

340,000,000

-2.6

12

In business since 1848, the prodealer was honored by the Maine House of Representatives in 2023 for commitment to the state’s economy.

317,000,000

3.3

114

Formerly known as Aubuchon Hardware, joined the Ace Hardware co-op in 2023.

Acquired seven-unit Vermont-based Bibens Ace Hardware in March.

302,471,770

-7.1

23

VP Doug Ford is chair of Northeastern Retail Lumber Association. CFO Sandy Zelka is treasurer of National Lumber and Building Material Dealers Association.

302,000,000

1.3

10

CEO Chris Neumann described key to success: “Sell quality products at fair prices and provide superior customer service.”

287,000,000

-0.1

14

Company’s Preferred Building Systems division now offers a 1-bedroom, 1-bath Solo Series Small Home, measuring 526 sq. ft.

256,200,000

-18.7

9

In 2024, the company celebrates its 100th anniversary. Also this year, Guy C. Lee officially launched its new multifamily division.

255,900,000

-7.7

12

Growth continues for family business now in its 85th year. Newest location acquired from Sampson Lumber is in Pembroke, Mass.

255,000,000

4.5

32

Formerly TAL Holdings, the Pacific Northwest prodealer has invested in innovative store design, with the help of Seattle-based Graham Baba Architects.

251,200,000

4.7

18

The Building Future Builders Scholarship at University of Hawaii community colleges is part of a five-year, $100,000 HPM Foundation pledge to the state.

243,000,000

-16.5

17

Chairman Rick Lierz, the 2017-2018 NLBMDA chair, was elected president of the Western Building Materials Association in late 2023.

234,000,000

-21.8

12

Home-grown Louisiana home center chain launched Stine Pro Plus "tools for managing your business online.”

Ganahl Lumber Co.

27 Anaheim, Calif.

Riverhead Building Supply

28 Calverton, N.Y.

Westlake Ace Hardware

29 Lenexa, Kan. Mead Lumber 30 Columbus, Neb. CNRG 31 Collierville, Tenn.

Shelter Products

32 Portland, Ore.

Hammond Lumber

33 Belgrade, Maine R.P. Lumber 34 Edwardsville, Ill. Idaho Pacific Lumber 35 Boise, Idaho Mill Creek Lumber & Supply 36 Tulsa, Okla.

Nation's Best 37 Dallas, Texas The Tile Shop

38 Plymouth, Minn.

Sunpro Corp.

39 Saint George, Utah Hancock Lumber Co.

40 Casco, Maine

Aubuchon Company

41 Westminster, Mass.

Curtis Lumber 42 Ballston Spa, N.Y. Erie Materials 43 Syracuse, N.Y. 44

LaValley/Middleton Building Supply Newport, N.H. Guy C. Lee Building Materials

45 Smithfield, N.C. Koopman Lumber 46 Whitinsville, Mass.

TAL Holdings 47 Vancouver, Wash.

HPM Building Supply 48 Keaau, Hawaii Franklin Building Supply 49 Boise, Idaho Stine Home & Yard

50 Sulphur, La.

Highlights

* Estimates included in data.

THERE’S MORE ONLINE For the full list of the Top 150, including additional data, visit HBSDealer.com/report.

22 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

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Chris Moran, Sr. Business Development Representative (right) with PLM customer, Gary Hineman (left) from Delaware County Supply Co.

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LEADERBOARD

and developing the next generation of leaders.

Kent, Ohio-based Carter Lumber CEO Jeff Donley explains We feel very fortunate at HPM Building it this way: “Everybody is comparing performances to the prior Supply that we continue to be locally owned and year,” he said. “Well, the last couple of years were unique. I operated, 103 years after my great-great-granddon’t think we’re going to see a year like 2022 again in this father, Kametaro Fujimoto, started the company industry — not for the rest of my career, at least.” with his business partner, Sanzo Kawasaki. The The negative numbers on the Top 150 obscure the feeling building industry is experiencing the same presthat the hardware and building supply industry is enjoying sures that are affecting many industries across good times. And Donley feels that strongly. the globe, post-COVID, and we are constantly “Given that interest rates are where they’re at, and given that refining our strategy in a highly competitive and housing prices have increased to the degree they have in the challenging environment. last three and a half years, I think the housing market is fairly strong. I think if rates come down, you’re going to see a boom.

Because we as a nation have under-built for a lot of years and No 142 National Lumber — household formations continue to grow. embracing multi-family “There’s competition. I think we’re going to be fighting for As demand for housing escalates, National Lumeverything,” he added. “But we’re in good times right now.” ber finds itself “leaning into” the world of multiIn Carter lumber’s case, heavy investments in manufacturing family residential, a growing need in both Baltimore in the past 10 years are paying off. and D.C., where existing homes, warehouses, and “I’m having fun,” Donley said. “I feel like these are very commercial properties are beingconverted into good times for housing, an I think they can get even better. I condos and apartments. think we’ll be fighting for everything. It’s harder work today, “Multifamily is a huge trend in our immediate but that’s OK. There’s nothing wrong with that. At market and that’s a challenge for many the same time, we try to enjoy ourselves and have LBM dealers because everyone has ABOUT THE LIST a little fun.” their own niche in terms of how they can supply product into that world,” The 2024 Top 150 Industry Leaderboard tracks said Neal Fruman, vice president. “We No. 48 HPM Building Supply — hardware and building manufacture counter tops so we sell a investing in components supply dealers by sales lot of those products into the mulHPM Building Supply, a fifth-generation business in their most recently tifamily world.” National Lumber’s started by two Japanese immigrants in 1921 in completed fiscal year. To be traditionally strong products — kitchHilo, recently acquired Maui’s leading building included, the majority of a company’s sales must be in en cabinetry and millwork — are also component manufacturer, Truss Systems Hawaii. the home improvement or popular for multifamily projects.

As a result, the company has created a new divibuilding supply space.

“In the multifamily world, you’re sion, Truss Systems by HPM. Information is gathered selling similar products but the end All 33 Truss Systems Hawaii team memfrom several sources: user is different than our traditionbers have become HPM owner-employees (the corporate statements, original research and published al customer, who is a builder or company has been 100% employee-owned since reports. HBSDealer also relies remodeler ordering materials for an 2006), and the company says operations are on estimates, which are noted addition or to build a house.” continuing to produce locally-made wood roof in the listings by an asterisk.

By contrast, the multifamily custrusses, metal trusses, floor trusses, wall panels tomer entails a longer sales cycle, with and custom sheds. According to Jason Fujimoto, projects that could take a couple of HPM chairman and CEO, HPM plans to keep years to finalize, with an entirely different process, expanding the business to serve the Maui building industry and sometimes with demand for a variety of prodand to help address the need for housing on the island. He ucts, like fire extinguishers or mailboxes. was kind enough to answer a few more questions for us to “A typical project would be somebody in D.C. shed more light and context on the acquisition—as well as that would take two houses side-by-side, leave the offer keen insights on running a successful business amid no outer four walls, and turn that into six condos,” shortage of modern-day challenges. he said. “We can do a very good job supplying He told HBSDealer: lumber, cabinetry, windows, the doors — and we “The Hawai‘i building industry is experiencing the same understand the delivery and distribution part of that consolidation that is happening across the nation. There are business,” adding they’re also going for the bigger many reasons why someone may decide to sell their company, projects where a hundred or more apartments are and often a major factor is whether their descendants are in being updated or created over a year. line to take over the business or have pursued other careers.

In Hawai‘i, we also see the next generation moving to the mainland due to the high cost of living. Succession Visit HBSDealer.com for the full Top 150 list, planning is a major undertaking for any business, and our sponsored by Epicor. entire industry is navigating the challenge of identifying 24 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

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True Value Report

Hardware meets LBM at Three Sons True Value

By Robby Brumberg

S

pending about 30 years in the trucking industry, Dave Ables knows plenty about logistics, the movement of goods and delivering for customers. Today, he’s putting that knowledge to use to help build a growing portfolio of locally-owned hardware and lumber stores.

Ables opened his first store in 2013, Three Sons True Value in Minerva, Ohio. With his wife Lori at the helm (a recent honoree among HSB's Top Women in Hardware & Building Supply), the store quickly grew profits (from $1.1m to $1.65m in the first full year). After selling that location to Busy Beaver in 2019, Ables purchased a store in 2022 in Big Lake, Minnesota, once again partnering with True Value and creating a new iteration of Three Sons Hardware.

Ables’ latest move is the recent acquisition of Tri-County Lumber based in Clearwater, Minnesota–a business that started in 1941 and was under the same ownership from 1998 until Ables closed on the acquisition on Jan. 2, 2024.

Below, Ables shares more context regarding the acquisition, while offering up plenty of practical guidance and revealing what constitutes his family’s “Field of Dreams.”

Q: Generally speaking, why and when did you make the decision to expand into lumber?

A: This was the model we were looking for as I looked over the landscape of the small-town hardware stores in our target market of central and northern Minnesota, where we saw a gap and a need.

Many small hardware stores in commu-

Q: Is there more demand supplying a wider range of products these days? (How much hardware do you expect to sell vs. building and lumber?)

Dave and Lori Ables in front of their store in Minnesota.

nities that are too small for a big-box store have a golden opportunity to provide more than just hardware. So, Tri-County Lumber was the perfect addition to provide us with a platform to supply building materials to our retail store in Big Lake and to feed the other acquisitions we are working on in this region.

While at the same time, it opens us up to working with contractors who have been Tri-County's staple of success since the early 1940s. Tri-County and Three Sons sell “service,” whether you are a contractor sourcing building materials or a homeowner wanting to understand how to fix a toilet, we are experts at providing you with the products you need and the instruction to complete the task at hand. This will remain our core as we continue to grow our footprint.

26 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

A: Sales will always be lopsided.

One lumber company will do the same revenue as 10 rural hardware stores, generally speaking. Where we plan on mixing this up a bit and synergizing off of one another, is for our builder contractors to now have access to our entire portfolio of tools, rental items, hardware and conveyance items, literally thousands of SKUs you can order and have jobsite delivered with your building material orders.

On the flip side, our retail hardware customers will soon be able to order lumber, decking, windows, millwork and all of our Tri-County Service & Material offerings right in the comfort of our retail store—and they will be delivered direct to your home or cabin. If the customer wants to build a custom deck, garage, pole building, shed, fence or entire home, we can assist with the design or utilize their plans, provide an estimate and even provide recommended installers.

Q: What's the biggest selling item or category in your hardware store now?

A: Biggest items for us today are hardware, plumbing and electrical. As far as addons at our Tri-County Showroom, that’s TBD, as I become more acclimated to our customers' needs.

Presently I am making it a point to speak with every contractor that comes into the showroom to better understand their needs. When I sent out our first monthly

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Q: Can you share your growth plans for your business? (Are these combo stores going to be redesigned?

What's the thinking behind the floor plan, including loading docks and merchandising?)

A: The first two Three Sons True Value Hardware and Tri-County are separate facilities, and as we move forward with acquisitions, we are focusing on owned, free-standing facilities with enough acreage to build out mid-sized 25-40,000 sq. ft. combo stores.

That said, that's not our only focus.

We are still interested in acquiring both hardware and building material locations that are self-supporting. The key for our future is a mix of individual hardware sores, lumber yards and then combo facilities where the fit is right.

Q: Are there any tips for readers about adjusting their own hardware store inventory, as the market demands, to serve customers with a selection of lumber and building products?

A: This is market-specific. We focus on rural communities where they most likely don't have solid options for hardware and/ or lumber. If you are in these areas, then I'd definitely suggest a nice mix of both.

If you are down the street from a reputable building material dealer, not so much. Just stick with your core items, and of course have a limited selection on hand of lumber so when the contractor runs short on a Saturday and the building material dealer is closed, you can save the day. The contractor or homeowner in need will be forever grateful!

Q: Anything else you'd like to add on how hardware spreads into lumber?

A: There are multiple synergies. Start by understanding your market, your consumers or contractors, and build out what they and the community need. Think: "Build it, and they will come." As it turns out, hardware and lumber have become my family’s "Field of Dreams."

True Value's making big moves to streamline its logistics to better serve stores.

True Value fine tunes its supply chain Chicago-based True Value Company is implementing changes across its distribution center network to better serve its independent retailers. In a nutshell, it’s out with the Northeast hub-and-spoke model, and in with a Northeast network centered on a strengthened Wilkes-Barre, Pennsylvania, facility.

The moves will streamline ordering and reduce complexity for retailers while leading to "optimized routes, deeper inventory and deeper product availability for our retailers,” according to Jennifer McNeill, True Value's SVP of supply chain operations. True Value plans to collapse its Northeast hub-and-spoke model, which means its Manchester, New Hampshire, regional distribution center will cease operations by the end of this year.

Additionally, there are changes out west, where the mission of the distributor’s Denver regional distribution center is changing. By Nov. 1, this Rapid Deployment Center (RDC) will no longer service retailers. It will transition to storing network inventory and facilitating inter-company (RDC to RDC) transfers. The facility will remain open with a streamlined staff to support these new activities. Retailers currently served by the Denver RDC will be serviced by one of four chosen distribution centers, based on what works best for that individual store. “True Value’s entire network will benefit from these moves, as inventory is balanced and as routes continue to be optimized,” per the company.

While there will be minor changes to order and delivery days in specific geographies, this move overall will result in: Deeper inventory and improved availability Increased access to MVP items Optimized delivery routes Reduction in operational complexities in the hub and spoke networks Alignment with competitive distribution footprint across the industry According to McNeill, these announcements represent years of continuous improvement and listening to feedback. " Our retailers have provided detailed and relevant feedback on this topic," she says, adding: "By transforming the True Value supply chain, participating in the FLOW data sharing portal to monitor global supply chain capacity, and being an easy partner to do business with in our vendor community, we continue to do the things that support our retailers’ continued success in their communities."

28 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

HBSDealer’s Top Women in Hardware & Building Supply gala event will return to Chicago Nov. 20-21.

Find out more at HBSDTopWomen.com.

Top Women Profile Series CIERR A CALVACCA, VP OF PEOPLE AND CULTURE FOR SOUTHE AST BUILDING SUPPLY INTERESTS, SHARES GUIDANCE ON BUILDING STRONG BR ANDS, HOW COMPANIES CAN (AND SHOULD) EMPOWER WOMEN, AND THE IMPORTANCE OF LIFELONG LE ARNING.

By Robby Brumberg

S

ince landing her first job in HR more than 20 years ago, Cierra Calvacca has had to overcome multiple obstacles—not least of which has been facing down workplace discrimination.

“Working as a woman in the lumber and building supply industry, the most significant challenge has been confronting stereotypes and biases that imply women are not as capable in careers requiring technical skills or manual labor.”

On a personal level, overcoming these misconceptions involves consistently demonstrating ability and determination, she says. To effect broader change, it’s essential to get leaders on board and up to speed, too. Building trusting relationships with senior leaders can gradually open the door for women and other minorities — and hopefully lead to incremental progress in challenging negative stereotypes.

Calvacca also highlights the important role men can play in empowering women in the workplace. By acting as allies and mentors, men can provide the confidence, networking opportunities and support needed for their career development and growth, she says. Calvacca says SBSI’s CEO, Roger Farmer, is a great example of a “diversity champion and ally” who consistently looks for ways to proactively place female and diverse individuals in a position to grow and gain recognition. “Encouraging this type of support and allyship should be a priority for every business leader,” she says.

Building brands

Embrace the challenge

For those considering a career change or perhaps interested in entering the LBM industry, Calvacca says to embrace the challenge of an industry in clear need of more female representation. “Don’t let stereotypes or doubt hinder you,” she says.

Calvacca also offers words of wisdom for the industry at large. Having more women in leadership and management, including executive positions, would bring a greater diversity of perspectives and skill sets, she says. “Similarly, involving women in sales and operations would lead to innovation and growth. The industry could also benefit from more female presence in technical and trade positions.”

In terms of recruiting, it’s up to companies to put their money where their mouths are. Active involvement in career fairs, creating mentoring programs and forging strategic partnerships with organizations that support women and minorities in technical fields is crucial, she says. Also, highlighting diverse role models and success stories within the industry can help inspire potential candidates.

“Building a diverse and inclusive workforce is an ongoing process that requires a genuine commitment to creating an environment where all individuals feel valued and supported.”

Lifelong learning

For Calvacca, regardless of your role, it’s all about committing to a lifetime of learning.

In the lumber and building supply industry, she says, staying updated with new technologies, materials and best practices can provide a big advantage—and help open new doors. That commitment to learning has helped her earn respect while overcoming skepticism, discouragement and gender-based bias.

Her last piece of advice? “Be resilient and persistent.

Challenges and setbacks are inevitable, but how you tackle them determines your success. Establish a strong support network, and seek out mentors.

Never underestimate the power of perseverance.”

As VP of People and Culture, building a strong, positive employer brand is near the top of Calvacca’s to-do list. Doing so helps to attract top talent and keep them engaged, she says.

However, it’s easier said than done. Building a robust, trusted brand involves creating a supportive, “Building a diverse and motivating and rewarding work environment, which inclusive workforce in Calvacca’s case includes recognition programs, is an ongoing process meaningful diversity and inclusion efforts, as well as that requires a genuine substantive opportunities for professional growth and development. commitment to creating “By fostering a positive employer brand, we not an environment where only improve employee satisfaction but also enhance all individuals feel our reputation in the industry. If done well, these sorts valued and supported.” of initiatives will dramatically enhance our appeal to —Cierra Calvacca underserved demographics — including females.”

30 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

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Technology

GUEST VIEWPOINT

Good Ole Boy declares: “No room in lumber for hi-tech!”

W

By Matt Meyers

e recently notified our users of a strategic shift in Yesler that involves taking the app offline, removing some features, and improving and adding others for specific partners.

One empowering aspect of leading a venture-backed software company: We are expected NOT to keep doing things the way they have always been done!

One user replied to our notification with this exact message: “Sorry, I just have not interest in a new hi-tech way to market lumber. It’s a Good Ole Boy business and there’s no room in it for hi-tech marketing.”

That sentiment reminds me of a 1950’s American western: “Son, this town ain’t big enough for the both of us.”

Another reply from a different user came the same day: “I never imagined mill reps would put up so many barriers to me accessing supply. I have a $200k cash-in-advance offer into the mill above the mill minimum and the rep won’t sell me because he doesn’t know me well enough. Hoping you can solve this with your platform redesign.”

Good Ole Boy networks often prioritize loyalty above profitability. In the case above, trust is more important than mill net realization at a time when lumber markets are soft. It’s like an old western again: “Son, your money ain’t good around here.” But the root cause is opacity in the lumber market.

Good Ole’ Boy isn’t all bad

Lumber isn’t the only industry with Good Ole Boy' behaviors.

The term is used in any industry where people like things just the way they are and don’t want to change. And it doesn’t necessarily refer to the specific people (the Good Ole boys themselves), as much as the culture.

In fact, as new people come into the lumber industry they are most often hired, supported, trained, and mentored by the Good Ole Boy himself and that mentorship is one of the best things about this industry. But what new users quickly encounter is a culture of inertia and industry-wide resistance to new ideas and new ways of doing business. It’s a “No, this is how you do it” attitude with no room for innovation. Especially when that new way is rooted in technology.

The reality is that the diehard Good Ole Boy - “no room in this town for technology” - sentiment is the minority. Of the thousands of users who have touched Yesler, very few have responded “no room for hi-tech.” This industry is full of people who have

32 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

provided valuable insights to our development and progress along the way by using our technology. It’s also an industry full of their sons and daughters who represent the next generation. They grew up on a steady diet of technology, change, and innovation. We’ll lose them to other industries if we don’t accept new ways of doing business and creating relationships using technology.

The right technology enhances trust and relationships The past was built on handshakes and 30 year relationships. The longevity of relationships will remain, but new relationships will be formed on digital trust as the next generation rises to power. That’s because digital platforms enhance trust to strengthen relationships on merit - transparency, accountability, profitability.

Successful marketing and sales technology for LBM will be modeled after successes in other industries.

As industry participants fly around the country to various industry conferences and events this Summer and Fall, most travelers won’t think twice about opening hitchhiking apps Uber and Lyft and jumping in a car with a stranger. That’s a perfect example of trust-creation via a technology platform unimaginable 30 years ago. It’s not exactly the solution for LBM, but it’s a framework to guide us and a proof point that technology adoption can favorably change our work and personal lives.

Now is the time for platform-based trust in LBM where $200k deals can be taken on merit without back-room, under-the-table secret deals because trust is enhanced by technology. The next strategic shift in Yesler is about doubling down on this new level of digital, platform-based trust.

Change is hard. How do you know the right time to consider new technologies and new ways of doing business? The answer is the same for every person and every company in LBM “Before it’s too late”. But you only know “too late” when it’s too late.

Matt Meyers is founder and CEO of Yesler, a Seattle-based digital building materials marketplace.

Learn more at goYesler.com

HBSDealer.com

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Technology

Sounding off on the state of retail tech

N

ew research published by JumpMind offers jarring insights regarding what kinds of tech shoppers increasingly expect and how retailers are responding in kind. The “Why the Retail Store Won’t Survive as a ‘Tech-Free Zone’ ” report compiles data from over 100 U.S.-based retailers and more than 1,100 U.S. shoppers to highlight what consumers want and what store owners are prioritizing moving forward. Key findings include: Sixty-nine percent of consumers surveyed indicated they like to browse stores, but nearly 3 in 4 say the way they shop in stores has changed significantly in the past three years.

Eighty-eight percent of retailers believe shoppers “love to browse stores,” but only 69% of surveyed consumers agree.

Eighty-seven percent want the same access to product information in the store that they get in the digital world.

Fifty-two percent of retailers say technology “changes too often,” preventing them from taking advantage of top opportunities to improve the store.

Twenty-six percent say it's hard to quantify technology ROI.

75%

Nearly of consumers have profoundly changed how they shop stores

According to the report: “Consumers want personalized and localized product offerings in the store.” Shoppers also “value efficiency, as two-thirds want to ‘get in and out as soon as possible.’ ” If you’re struggling to keep pace with adopting new technologies, you’re far from alone. Half of all retailers “continue to struggle with the new functions that add to the cost-to-serve and require better trained and enabled employees.”

The report cites the challenges posed by offering a seamless buy/online, pick up/in store experience in particular.

Rewarding loyalty and more thoughtful localization offers are also top-ofmind for shoppers, but retailers could be doing better.

Forty-six percent of surveyed consumers said it's very important that their favorite retailer makes offers based on what they actually want to buy, rather than what the retailer wants them to buy. But only 33% said

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their favorite retailer does this well.

dissatisfied with those investments.

Year-over-year sales (49%)

Forty-three percent of consumers indicated it's “very important” that their favorite retailer has a great loyalty program, but just 39% say that their favorite retailer does it well.

Ninety-two percent say it's now possible to personalize content to shoppers while they are on the sales floor.

Retailers also indicated technology priorities moving forward:

Ultimately, the report sends a message that stores should be doing more to meaningfully blend its digital and in-store worlds—all in service of the customer.

More tech takeaways for retailers

The survey data reveals more guidance for store owners keen to engage a shifting audience of shoppers.

Here’s how retailers are currently approaching in-store tech: Forty-six percent are unhappy with their investment in point-of-sale exception-based reporting tools.

Half who invested in video solutions to track customers and employees are

Ninety-three percent say localization of product assortments is viable thanks to technology, but 51% say that personalization and localization are "overblown."

Forty-one percent of retailers aren’t sure whether new technologies will be helpful tools or “distractions.”

Retailers also named the most valuable metrics they use to evaluate store performance. The survey says: Customer conversion rates (68%) Employee turnover (57%) Online order pickup/ship-from-store (52%) Inventory turns (51%) Overall foot traffic and behavioral data (50%) Net promoter score (50%)

Mobile devices for store managers (96%) Store management portal that would include KPIs and reports (94%) Mobile peer-to-peer messaging/ collaboration (90%) Enabling enterprise-wide visibility into inventory that is available for sale (48%) Generating more incentives for "buy online/pick up in store" shoppers to navigate stores while there (48%) Enabling 360-degree visibility into customer interactions across all channels (45%) Providing the same level of digital content to consumers in store as they provide online (35%)

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HARDWARE + BUILDING SUPPLY DEALER July/August 2024

35

Market Insights From left: Orgill’s Heath Kennedy, Todd Wooldridge and Alex Burcham.

Orgill’s hot takes on air conditioners YE AR ROUND STR ATEGIES FOR A COMPE TITIVE CATEGORY

A

s Orgill merchants explain, the art and science of the highly competitive air conditioning category begins under the heavy blanket of winter.

That’s when air conditioners land in Orgill distribution centers, after replenishment teams work out industry trends and new models with key vendors.

“Thankfully, we have been able to avoid factory and container problems for the last two seasons,” said Alex Burcham, Orgill’s senior category manager.

While weather conditions of Orgill customers vary dramatically across the continent, the bulk of the air conditioners and fans don’t begin shipping until May or June. Regardless of geography, a fundamental retail rule is to be in stock.

“So much of our cooling business is an immediate need to purchase to replace an existing unit that has failed, so if a store wants to take advantage of these sales, they have to have them in stock,” Burcham said. “If not, a customer is likely to go to someone else who has them.”

Across Orgill nation, one of the biggest movers continues to be the 5,000 BTU window models for supplemental cooling or for apartment use, great options for an easy stack out in the store, said Todd Wooldridge, Orgill’s Merchandise Manager. Earlier this year In Orlando, the introduction of more upsell U-Shaped air conditioners from Heat Controller gained a lot attention, he said.

The visibility of the product plays an important marketing role, according to Orgill merchants: “Even if they do not move them immediately, customers should see them available and remember when the time A mini-split system has a comes,” Wooldridge said. unit inside the The timing of warm summer days, folhouse, and lowing fast upon the grilling and chilling of a condenser spring, requires merchandising skill. outside the “A lot of dealers invest their stack out house. space in grills and patio furniture but those

36 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

are more likely to be planned or shopped purchases,” Wooldridge said. “When it turns hot and the old unit fails, you want an air conditioner right away so it is a more urgent buy that either you or your competition is going to get.”

Orgill says it plants the seeds for cooling-products sales with pre-season programs that prepare for the hot weather. For instance, A Spring Buying Event showcases DoorBuster promotions and also Last Chance deals.

The distributor serves a variety of customers, including smaller stores that don’t have the space in the front of the store or the back room for bulky pre-season cooling inventory — especially with they are set up for bagged goods and garden supplies earlier in the spring.

Orgill’s Last Chance or Just-In-Time promotions are designed to help those retailers, as well as northern stores where hot weather comes later in the calendar.

“It can be a very fine line to walk with space allocation so stores have to plan carefully to move through their garden goods in March and April then immediately reposition that space for air conditioners and fans,” said Burcham. “The Last Chance deal helped some of those dealers fill out their stock for the season.”

Among the trends in the category, according to Heath Kennedy, Orgill’s director of hardlines merchandise, is the rise of the DIY-oriented mini-split air conditioner.

“The mini-split category has been growing in popularity but most models were not DIY friendly and held back adoption,” said Kennedy. “These have usually required a HVAC technician to install them because they need to be charged with refrigerant after installation. The new DIY models can be installed by a homeowner without the worry of having to charge the refrigerant after installation. This cuts one of the big barriers to entry into the category.”

A training module through Orgill’s Vendor Instructional Platform is focused on the trend. And the DIY models (supplied by Heat Controller and branded as Coast Air) have already doubled the unit sales of what Orgill did last year on the installer models—“and the season has barely started,” Kennedy added.

In the end, success belongs to those who plan ahead.

“Our most successful seasonal dealers are those that plan for their inventory well ahead of the start of warm weather and do not follow temperatures week to week waiting for things to warm up,” Burcham said.

HBSDealer.com

Product Analysis At issue: Should table saws be required, by law, to have more stringent safety mechanisms?

Drama over table saw safety DEBATE CONTINUES OVER PRODUCT COST, CONSUMER CHOICE, STATE MANDATES AND PERSONAL SAFE T Y. By Robby Brumberg

S

hould all table saws be required to have more stringent safety mechanisms?

This is the crucial question at the heart of a heated debate that’s been roiling the table saw industry for decades but has recently reignited. The technology to stop saw blades within milliseconds upon detection of a finger was first sold by SawStop in 2004—but should companies be forced to retrofit or redesign their machines to incorporate this sort of active injury mitigation feature at the behest of a government agency? As NPR explains: “The federal Consumer Product Safety Commission (CPSC) appears poised to mandate a SawStop-type safety brake on all new table saws sold in the United States. The move would follow years of failed efforts and false starts by the agency to impose such a standard. Manufacturers have consistently fought a new rule, saying it would raise the price of table saws for consumers.”

In a fiery recent CPSC meeting, that skeptical view was espoused by Susan Orenga, executive manager of the Power Tools Institute, a trade group that represents the interests of large tool-making brands like Milwaukee, DeWalt, Stihl and many more.

The group opposes the view maintained by SawStop, which holds several patents specific to blade-halting technology. At the same hearing where Orenga spoke out against a proposed mandate to incorporate more robust active injury mitigation technology, SawStop CEO Matt Howard made a stunning announcement to “dedicate” one of his company’s key patents to the public.

“Opponents of the proposed rulemaking have identified this patent as their key obstacle to offering safer saws,” said Howard, who

38 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

added, “We invest heavily in safety innovation, and our patents have real value. Even so, we will not allow this patent to be an obstacle to a safer future. To that end, SawStop is prepared to dedicate this ‘840 patent to the public upon the effective date of a rule requiring active injury mitigation technology on all table saws.”

Though Orenga and the Power Tools Institute did not respond to requests for comment for this story, they have made their stance clear.

Politicians are taking sides, too. A bipartisan bill co-sponsored by Marie Gluesenkamp Perez (Dem., Washington) and Jeff Duncan (Rep., South Carolina) also aims to thwart any attempts to implement a safety-brake mandate. As the bill text states, “The legislation would help maintain access to lower-cost table saws and prevent a proposed CPSC rule from leading to a monopoly on table saws with finger-detection technology.”

The bill’s sponsors also stated their case in the text.

“When our federal government considers safety regulations, it’s critical it does so in a way that doesn’t raise costs, limit choice or lead folks to seek out alternative solutions that are potentially more hazardous,” said Rep. Gluesenkamp Perez.

Duncan says: “While I believe finger-detection technology is a great safety implementation, the CPSC can't force the market to adopt a technology that is under patent.”

But what if a patent’s no longer a major impediment?

The view from SawStop’s top brass

In a recent discussion with HBSDealer.com, Howard clarifies that this mandate is not a “SawStop mandate,” adding that the company didn’t ask for or initiate any of this current drama. “We’re not gatekeepers. We’re not obstructionist,” he says.

Howard conveys that SawStop is interested in protecting people and helping to prevent devastating, life-altering injuries. That concern for doing something “practical, sensible and helpful” to reduce the estimated 65,000 table saw injuries per year in the U.S. was the driving motivation behind releasing the patent, Howard says.

At least one CSPC commissioner, Richard Trumka, views SawStop’s recent moves as a huge step in the right direction. After the most recent commission hearing on table saws, Trumka writes:

The SawStop table saw features finger-detection technology to prevent injury.

HBSDealer.com

POLL RESULTS Should the CPSC mandate amputationprevention technology in all table saws?

“In the name of consumer safety, SawStop has just made an incredible gift to the public.”

Trumka goes on to write he’s “never witnessed such generosity from a manufacturer,” and that “giving up intellectual property to help others is an honorable and admirable thing to do.”

Of course, SawStop is a business, not a charity, and is under no compulsion to release any of its patents or proprietary technology.

Howard says he is simply trying to do the right thing—both for his company and for the general public. And for what it’s worth, he says SawStop has “never spent a single dollar” on lobbying efforts.

As for when or if the mandate issue will be settled, Howard said he has no clue. “It’s not my process. I went to the hearing and said my piece. This is not my battle to fight.”

In Howard’s view, this fuss over the proposed table saw mandate has become more about politics and manufacturers, rather than good-faith efforts to benefit or protect consumers. CPSC funding is

No Yes 0

HBSDealer.com

20

30

40

50

60

Source: HBSDealer Poll Question, n=157

“We’re not gatekeepers. We’re not obstructionist.

—Matt Howard, SawStop

10

determined by Congress, so any decision that might rankle certain members could put future funding in jeopardy.

Asked what he’d like to say to PTI and those who vehemently oppose the mandate: “I’d want to know what it is they want? What outcomes do they want to make customers safer?”

Howard emphasizes that he doesn’t have a “prescriptive outcome” but is in favor of having meaningful conversations that lead to substantive outcomes for people who use table saws.

“I traveled to Washington because I wanted to do something practical to make saws safer,” he says.

“SawStop isn’t interested in drama, we’re interested in outcomes. We want people to be safer.”

HARDWARE + BUILDING SUPPLY DEALER July/August 2024

39

People in the News Dallas-based Builders FirstSource named Johnny Cope, formerly with building material supplier James Hardie, as the national prodealer’s president of commercial. Cope replaces Mike Farmer, who left Builders FirstSource earlier this month to pursue other interests. Cope comes to Builders FirstCope Source from a role as senior vice president of North American sales for James Hardie, a position he held since February 2019.

Lowe’s promoted Jennifer Wilson to senior vice president, chief marketing officer. Wilson will oversee strategic brand and product marketing, loyalty and personalization, promotional planning, creative, media and Lowe’s retail media network, according to the company. Wilson has more than 20 years of experience in marketing and Wilson merchandising. She joined Lowe’s in 2006 and most recently served as senior vice president, enterprise brand and marketing.

Do it Best named Chris Okapal as the new Director of Business Development. He has a proven 25-year track record in the consumer goods industry. In his new role, he will be responsible for enhancing partnerships with existing and prospective members, leveraging his expertise to develop innovative solutions that Okapal meet their needs and exceed their expectations.

Okapal spent most of his professional career—22 years—with The Scotts Miracle-Gro Company, where he rose from a territory manager to vice president of sales.

Richfield, Wisconsin-based Hy-Brid Lifts, maker of aerial lift equipment, named Gary Coke as director of sales covering the south-central United States. Coke’s responsibilities include providing customer support as well as continuing the growth and channel development of the Hy-Brid Lifts line of low-level Coke scissor lifts. Coke brings 19 years of industry experience to his new role, largely derived from his time in equipment manufacturing with SkyJack.

Oldcastle BuildingEnvelope, the manufacturer, fabricator and distributor of architectural hardware solutions, glass and glazing systems, appointed Mark Adamson as chief executive officer. Adamson has over 35 years of experience leading and growing global companies in the building products sector, inAdamson cluding as Chief Executive Officer of Fletcher Building and Formica Corporation.

He also has experience as a private equity Operating Partner, where he worked closely with management teams to execute organic and inorganic growth initiatives.

40 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

Chavez

William Chavez was named general manager of the new Westlake Ace Hardware store in Glendale, California. He enjoys solving problems for customers, especially anything related to automotive repair and BBQ, fields in which he takes a personal as well as professional interest, he said. The store celebrated its grand opening with a variety of events June 28-30.

The Home Depot appointed Jordan Broggi as executive vice president of customer experience and president of online. Broggi will be responsible for leading the vision, design, and development of new and innovative solutions, the company said.

He will also retain leadership of the company's online business, overseeing online operations, Broggi merchandising strategy and customer experience for The Home Depot's digital properties. Broggi has been with The Home Depot for 11 years, most recently as senior vice president and president of online.

Bliffert Lumber & Hardware announced Vice President Josh Brown has been honored as a 2024 Notable Leader in Construction, Real Estate & Design

by BizTimes Milwaukee Business News. This award recognizes accomplished professionals who have designed and constructed the region’s built environment and are changing Milwaukee’s skyline.

Brown “Since joining Bliffert in 2001, Josh has helped propel the company's growth and success,” said Eli Bliffert, fifth-generation owner of Bliffert Lumber. “From inside sales to estimator, manager, and now serving as vice president, Josh's unwavering dedication has been integral to Bliffert's expansion from two locations with 20 employees to 14 locations with over 400 employees. We’re proud of his vision and leadership.”

Brown also spearheaded the development of Bliffert’s multifamily division, which has grown into one of the largest in Wisconsin. Bliffert emphasized Brown's role within the industry, stating, “Josh is a trusted resource across the construction industry in our state. From single-family builders to large commercial developers, Josh Brown is someone the industry trusts.”

Upon receiving this esteemed recognition, Josh Brown expressed gratitude and reflected on his journey, saying, “I’m honored to be recognized alongside so many impactful professionals. I continually strive to be a trusted and valued resource in our industry to celebrate the Bliffert legacy. I’m proud of what the Bliffert team has accomplished, and I look forward to continuing our mission of providing exceptional service and quality products to our customers.”

HBSDealer.com

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 (sales in $ billions)

(in thousands, SAAR) May: 1,277,000

NAICS 44413 (sales in $ billions)

60

1800

4 3.99

1700

3.67

50

1600

50.5 40

1500 1400

43.2

41.9

3

48.5

45.2

3.36 2.70

38.7

3.27

2.89

2

30

1300

20

1200

1

1100

10

1000

0

900

M

J

J

A

S

O

N

D

J

F

M

A

MARCH

M

SOURCE: COMMERCE DEPARTMENT

2023

Single-family starts

APRIL

0

MAY

2024

FEBRUARY 2023

MARCH

APRIL

2024

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

(in thousands, SAAR) May: 982,000 1400

HBSDealer Stock Roundup

1300

the percent-change performance of stocks based on July 5 prices

1200 1100

25

1000

800

MAS

15 M

J

J

A

S

O

N

D

J

F

M

A

ANNUAL CHANGE

700 600

TSCO

20

900

M

SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) May: 4,110,000 7 6.5

0

BLDR

LOW

-5

SWK

-15

5.5

WY

-20 -35

5

HD

BECN

5

-10

6

DJI

SHW

10

-30

-25

-20

-15

-10

-5

0

5

4.5

MONTHLY CHANGE

4 3.5

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

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

Current Prior month

120

Prior year

16.0

4.1%

100.4

18.0

June 0.0

$4.00 $3.00

14.0

6.0

2.0

100

12.0

20.0

60

June

42 July/August 2024 HARDWARE + BUILDING SUPPLY DEALER

$3.51 140

$2.00

July 5

$5.00

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

HBSDealer.com

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