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Vol. 45 No. 8

SEPTEMBER 2019

The Golden Hammer Strikes Again The 2019 Golden Hammer Awards recognize innovation, value and shelf appeal


Pete Meichtry Ganahl Lumber California

“Orgill recognizes that no two businesses are alike. They help us tailor our programs and product selection to best serve the needs of our customers.�


A Customized Approach Orgill gives us the tools we need to compete and succeed!

Why We Like Working With Orgill: • Innovative retail programs • Sales representatives who make our business stronger • Dealer Markets that offer an extensive look at the industry

Click the video link to find out how Orgill’s offerings help Ganahl Lumber be successful!

1-800-347-2860 ext. 5373 • information@orgill.com • www.orgill.com


HBSDEALER HARDWARE + BUILDING SUPPLY

MARKET INSIGHTS 28 The HBSDealer

Top 200 Pro Dealers Part II of the annual Industry Scoreboard series lists the pro dealers and home centers who primarily serve builders and contractors. At the top of the list, again: ABC Supply.

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Orgill Repot The Memphis-based distributor wore its game face in Chicago.

42 N.E.W. Horizons

Sarah Alter of the Network of Executive Women explains the power of equality.

46 Home Builders Update

COVER STORY THE GOLDEN HAMMER AWARDS

16 Striking the right balance of innovation, value and shelf appeal, these editors’ choice award winners carry the Golden Hammer into a new era.

FROM THE EDITOR 8 ‘Top Women’ preview A sneak peek at a new award.

NEWS & ANALYSIS 10 Sunroc Building Materials is now SunPro.

10 Q2 comp-store bragging

PRODUCTS Lawn and garden products offer opportunities to inspire.

rights for Lowe’s.

IN EVERY ISSUE

12 A billionaire’s pitch to Canfor. 14 Tractor Supply launches its

12 News Map 14 Product Knowledge 48 People in the News 50 Quikrete Industry Dashboard

own workwear line.

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26 Specialty distributors embrace business in the fast lane.

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: $119 per year in the United States; $139 in Canada and Mexico; $279 in all other countries (air mail only). Periodical postage paid at Chicago,IL, and additional mailing offices. POSTMASTER: Please send address changes to HBSD, Circulation Fulfillment Director, P.O. Box 3200, Northbrook, IL 60065-3200. Subscription changes also may be emailed to hbsdealer@omeda.com, or call 847-564-1468. Canada Post: Publications Mail Agreement #40612608. Canada Returns to be sent to Bleuchip International, P.O. Box 25542, London, ON N6C 6B2. For change of address, six weeks notice to Hardware+Building Supply Dealer, P.O. Box 3200, Northbrook, IL 60065-3200 is requested. Give old and new address and zip code. If possible, enclose address portion from cover on previous issue. Vol. 45, No. 3, March 2019. Copyright © 2019 by EnsembleIQ. All rights reserved.

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SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com


INDUSTRY LEADERS MEET FOR AN EPIC SUMMIT

OCTOBER 8-10 THE BROADMOOR COLORADO SPRINGS, CO

The premier event for lumber and building materials dealers, distributors, wholesalers and the manufacturers who supply them.

Register now at ProDealer.com


HERE’S WHAT’S ONLINE

@HBSDealer

Tweet Central

The Golden Hammer Strikes Online Find out more about the 2019 Golden Hammer honorees in a series of profiles, photos and videos at HBSDealer.com and the HBSDealer daily newsletter.

Top Women in Hardware & Building Supply HBSDealer continues to accept nominations for the Top Women in Hardware & Building Supply awards. Both experienced leaders and rising stars are eligible for the new program, created to celebrate and promote the role of women in the industry. The official nomination form can be found at HBSDealer.com.

Introducing, the Principia ‘Stat of the Week.’ See the Principia “Stat of the Week,” in the Wednesday edition of the HBSDealer daily newsletter. Here are some of the numbers:

U.S. residential windows demand is growing at a 4.9% rate;

45% of builders and contractors use online and mobile ordering services, but only 36% of dealers offer this service; and

60% of residential decking materials is distributed through lumberyards.

Poll Results

13%

Q

55%

How would you describe the negative impact on your business from the current, national trucker shortage? Mild Severe No impact

Follow us @HBSDealer

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32%

Participate in a new poll question each week on HBSDealer.com

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

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FROM THE EDITOR

HBSDEALER HARDWARE + BUILDING SUPPLY

Sneak Peek at ‘Top Women’

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

When HBSDealer set about to recognize the Top Women in Hardware and Building Supply, we thought we might be onto something. Now we know. We’re onto something. Nominations are pouring in for our new awards program, which will be packaged and presented in the December issue of HBSDealer magazine. Our goal is to recognize and promote the role of women in this industry. There’s no use sugar-coating it. Women are underrepresented in the high-testosterone hardware and building supply business. But that’s changing, thanks to the passion and commitment of the women who we see day-in and day-out making contributions to their companies and their communities. In that spirit, we are continuing to accept online nominations in two categories: First, the “Business Excellence Award” recognizes women who have demonstrated achievement, growth and success in the hardware and home improvement industry. The recipient of the Business Excellence Award understands the importance of innovative ideas, education, decision-making, mentoring and community service. She is known to many as a woman who has made a difference in the business community and her profession. And secondly, the “Rising Stars Award” recognizes women who are considered up-and-coming stars in

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their profession. The winner will be a woman to watch who has had significant accomplishments and/or achieved notable success. The nomination process has already introduced to us the stories behind some inspirational people. For instance:

Amy Smiley, VP of marketing for 84 Lumber, who oversees the philanthropic initiatives for the company, which donates more than $1 million each year to various causes nationwide. She also led the development and execution of the lumberyard company’s 2017 Super Bowl commercial — thrusting the business into the national spotlight for weeks.

Courtney Bynum, customer experience manager at Cameron Ashley Building Products, is a founding member of the National Association of Women in Roofing, and a respected source of advice for manufacturers developing new products.

Wendy Stine, of Louisiana-based Stine Lumber led the charge during the Baton Rouge flood of 2016, mobilizing some $40 million of emergency supplies to the area. She leads the purchase side of the company’s Hurricane Preparedness Plan, which has earned it a reputation for being in stock when it matters most.

These stories are just the tip of the iceberg. We’re looking for more. Our nomination page is open and ready for your story, or the story of someone you know. HBSD

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

VICE PRESIDENT, PRODUCTION Derek Estey destey@ensembleiq.com, 877-687-7321 PRODUCTION MANAGER 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 OCT. 8TH TO 10TH, COLORADO SPRINGS, COLO. WWW.PRODEALER.COM IN PARTNERSHIP WITH THE NLBMDA, WWW.DEALER.ORG CONTACT: AMY PLATTER GRANT agrant@ensembleiq.com, PDIS DIRECTOR OF SPONSORSHIPS PUBLISHER OF HARDWARE + BUILDING SUPPLY DEALER, DRUG STORE NEWS, CHAIN STORE AGE. CIRCULATION LIST MANAGER: ELIZABETH JACKSON, MERITDIRECT (847) 492-1350 X318. PERMISSIONS: MATERIALS IN THIS PUBLICATION MAY NOT BE REPRODUCED WITHOUT WRITTEN PERMISSION. TO ORDER REPRINTS CALL PARS INTERNATIONAL AT (212) 221-9595, EXT. 435, OR EMAIL LF-REPRINTS@PARSINTL.COM. CONTACT COPYRIGHT CLEARANCE CENTER, 222 ROSEWOOD DRIVE, DANVERS, MA 01923, (978) 646-2600 OR (855) 239-3415, OR ON THE WEB AT COPYRIGHT.COM FOR IMMEDIATE AUTHORIZATION TO PHOTOCOPY FROM HARDWARE + BUILDING SUPPLY DEALER (ISSN 2376-5852).

Corporate Officers EXECUTIVE CHAIRMAIN Alan Glass CHIEF EXECUTIVE OFFICER David Shanker CHIEF FINANCIAL OFFICER Dan McCarthy CHIEF OPERATING OFFICER Joel Hughes CHIEF COMMERCIAL OFFICER AND PRESIDENT RETAIL Jennifer Litterick CHIEF INNOVATION OFFICER Tanner Van Dusen CHIEF HUMAN RESOURCES OFFICER Ann Jadown EXECUTIVE VICE PRESIDENT, EVENTS & CONFERENCE Ed Several

connect with us

Ken Clark Editor in Chief

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com


THE DO IT BEST FALL MARKET

It all happens

We understand, you’ve got a business to run—your time is precious. That’s why we load every action-packed minute of the Do it Best Fall Market with opportunities to grow your business and lock in exclusive savings. Gain insights on the latest retailing trends with our Merchandising Preview and all-new Core Solutions assortments. Discover innovative new products in our Launch Zone and New Item Gallery. Save big at our Sneak Peek. And talk one-on-one with Do it Best staff, member-owners and industry experts. By the end of the weekend, you’re ready to start working on practical, immediately actionable steps to build your business. SM

Plus, you’ll have opportunities to experience everything Indianapolis has to offer. Top restaurants, big city shopping and nightlife, and plenty of family-friendly attractions. No matter what inspires you, there’s something for everyone in Indy.

Join us at the Do it Best Fall Market—it all happens here! » 2019 Do it Best Fall Market Indiana Convention Center, Indianapolis | October 18-21 For registration information, contact 888-DO IT BEST or sales.support@doitbest.com

“The Do it Best market is so full of opportunities for you to grow your business that you simply can’t afford to miss it.” Dan Starr President & CEO


NEWS + ANALYSIS

Here comes the Sunpro Sunroc Building Materials, the Lindon, Utah-based pro dealer has rebranded itself as Sunpro. The new Sunpro said the name change “more accurately reflects what the company is—a building materials supplier who serves the pro-contractor/ builder,” the company explained. The move also allows Sunpro to differentiate itself from its sister company, Sunroc Corporation, which provides sand and gravel, asphalt, masonry and ready-mix concrete supply to earthwork, utility, demolition and paving services. Sunroc serves state and city agencies, professional contractors

and serious do-it-yourselfers in Utah, Nevada, Idaho and Wyoming. “The new name more accurately reflects who we are as a company—a building materials supplier who serves

WCLBMA buckles up There’s nothing like a good belt buckle. It’s an accessory that lets people know just a little more about yourself, your interests, and what you stand for. For the West Coast Lumber & Building Material Association, it’s the latest offering that allows its dealer and manufacturing members — along with aficionados of the organization — an opportunity to lend support. “It was something that I had in the back of my mind forever,” says Ken Dunham, executive director of the WCLBMA based in Folsom, Calif. “I’ve seen corporate belt buckles over the years and thought we should make one,” Dunham told HBSDealer. ImageGear, a Fullerton, Calif.-based company specializing in innovative corporate branding and WCLBMA member, helped the association get the buckle put into play. The result is a brass belt buckle, with an antique finish, measuring two inches by three inches that is “perfect for the office or casual wear,” according to the WCLBMA. “The buckle is something that is fun, different and it’s better than a t-shirt,” Dunham says.

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the pro-contractor/builder,” said Greg Templeman, president of Sunpro. “This new name is more representative of the lumber and building materials industry and honors the history and trust that we have built with you, our customer, under the Sunroc name. Additionally, it uniquely identifies our brand in the market while differentiating us from the products and services offered by our sister company, Sunroc Corporation,” In addition to the name change, Sunpro has unveiled a new logo, a new website, a new rewards site, and a newly developed millwork selection tool. Sunpro operates 12 locations throughout Utah and Idaho. The Do it Best Corp. dealer is a member of the 2019 class of STHIL Hardware All Stars.

STAT WATCH

Heavyweights go head to head The big-box competition for U.S. comp-store sale superiority in the second quarter was almost too close to call — only 10 basis points separated Home Depot (positive 3.0%) from Lowe’s (positive 3.1%). Still, the results give Lowe’s something it hasn’t had for years: momentum against its rival, and two consecutive quarters of comp-store bragging rights.

U.S. Comps, Lowe’s vs. Home Depot A rare lead for Lowe’s in Quarter 1 10%

Lowe’s Home Depot

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6

4

2

0 15Q3 16Q1 16Q3 17Q1 17Q3 18Q1 18Q3 19Q1

Source: Company reports

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com


NEWS + ANALYSIS

Billionaire offers to make Canfor a deal

An annual fee designed for growth Ace Hardware Corp. will charge vendors a 1% annual fee on all distribution center and drop-ship purchases of their products beginning Jan. 1. Described as the “Ace Hardware Transformational Growth Allowance,” the fee will support growth in two primary areas — advancing the brand, and enhancing the supply chain. In a letter to vendors distributed Wednesday morning, Ace VP of Merchandising Brian Wiborg said the co-op’s board of directors has approved $2 billion in wholesale and retail investments that are intended to pave the way for another 800 stores and more than $20 billion in sales over the next five years. “This allowance is 100% focused on growth,” Wiborg said in a video accompanying the announcement. “It’s aimed directly at improving our customer value proposition for your products, and then shouting it from the rooftops with more marketing.” Ace says it will spend 50% more marketing dollars over the next five years to boost instore and online traffic. The co-op will also make significant investments in acehardware.com, digital marketing and customer experience. Also, he said Ace will invest in expansion of its retail support network to handle more products and faster shipments.

Canadian billionaire Jim Pattison has made an offer to take lumber producer Canfor private for about $981.6 million Canadian dollars (US$742 million). Pattison’s company, Great Pacific Capital Corp., already owns 51% of the Vancouver, British Columbia-based forest products company. With lumber prices sagging in 2019, Canfor has been forced to curtail or shut down lumber production operations in British Columbia. The company’s stock has fallen as much as 69% this year. Canfor said it has established a special committee of independent directors to review the offer. For its second quarter 2019, Canfor reported a net loss of C$48.6 million (US$36.7 million) as sales for the period fell roughly 10% to C$1.13 billion (US$853 million).

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

CLOSING

ACQUISITION

nebraska

Lincoln

Glenn’s True Value Hardware The hardware store owner who also owns the store’s shopping center — the Shoppes at Piedmont — is Glenn’s True Value Hardware. It will be replaced by a commercial pharmacy business. Steve Glenn and other investors bought the shopping center in 2013.

maine

Kittery

Jackson’s Hardware and Marine After 110 years in business, the store in this coastal fishing and boating community is closing. The Corcoran family has operated the business for the past 31 years, guiding it through a tough period of bridge construction from 2015 to 2017 that seriously impeded auto traffic.

minnesota

Fairmont

Bomgaars The Faimont Holiday Inn plans to hold an early September job fair for a soon-to-open Bomgaars. The farm and ranch retailer will open its 87th store in a 67,000 sq. ft. building that formerly housed a Shopko. Bomgaars has confirmed its coming to town, but no opening date has been set.

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SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

west virginia

Williamson

Local Lumber and Supply A trio of investors, including a contractor who lamented the closing of a Mingo County 84 Lumber location, decided to purchase the old 84 Lumber facility and start their own home center. Local Lumber and Supply LLC is expected to open this fall.

HBSDealer.com


YellaWood® brand pressure treated pine is sought after by all the best builders, especially those with leather tails, buck teeth and nature’s highest building standards. Our proven reputation for having high quality products drives demand for the Yella Tag. The five-star service and unrivaled support of the YellaWood® brand puts dealers in position to meet their customer’s specific needs. See how the YellaWood® brand delivers at YellaWood.com.

IF IT DOESN’T HAVE THIS YELLA TAG, YOU DON’T WANT IT.

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission.


NEWS + ANALYSIS

Tractor Supply launches workwear line A recent HBSDealer survey found that 45% of industry respondents said private label products were growing in importance; while 27% felt they were declining. Into that store-brand-friendly environment come’s Tractor Supply Company’s launch of an exclusive apparel line, Ridgecut Toughwear. The line includes work shirts and pants, denim shirts, heavy flannel plaid shirts and caps. This fall, the line will expand to include insulated outerwear, with coats, bib-overalls, gloves and beanies. Tractor Supply already carries other brands of workwear in its stores and online. Available only at Tractor Supply, the new Ridgecut Toughwear apparel line features durable fabric and wearresistant technology, the company said. “Our customers rely on us to provide them with quality products they need to get the job done, and clothing is no exception,” said Jeff Rietveld, vice president and divisional merchandising manager of clothing at Tractor Supply. “With our Ridgecut line, we are proud to offer customers apparel and outerwear that will work as hard as they do. From repairing a fence during a storm to completing a project in a workshop, Ridgecut is built to help our customers take on any challenge in every condition for Life Out Here.” In partnership with OSM Shield,

key pieces of Ridgecut workwear are treated with a max repellent water and stain shield built to take on the elements. The clothing is also designed with cotton ripstop fabric and Cordura reinforcements, which resist wear and tear while still offering flexibility so the wearer can move freely – a priority when undertaking physically challenging tasks. In addition to its stores, Ridgecut Toughwear items are already available online at TractorSupply.com. Based in Brentwood, Tenn., Tractor Supply operates more than 1,790 locations in 49 states.

Scotts is high on Hawthorne Scotts Miracle-Gro Company, the selfdescribed “world’s leading marketer of branded consumer lawn and garden” likes what it sees in its Hawthorne division, which is spreading its roots in the cannabis industry. The company’s Hawthorne business saw sales increase 138% to $176.3 million in the most recent quarter. This gain was largely the result of the

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June 2018 acquisition of Sunlight Supply. Not counting Sunlight, Hawthorne saw sales gains of 49% in the third quarter. Scotts is bullish on the business, especially in emerging markets where changes to state laws regarding cannabis cultivation are beginning to drive higher sales — Florida, Ohio, Michigan and Massachusetts.

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

Product Knowledge Product: American Red Cross Clipray crank-powered flashlight & smartphone charger Manufacturer: Eton Knowledge: One minute of cranking provides electrical power for 10 minutes of light — no batteries required. Three super bright LED lights come in handy during emergencies. Flashlight doubles as smartphone charger with a standard USB port. A built-in carabineer clip attaches easily to a backpack. Sells for under $15. Fun fact: The most dramatic scene from the HBO mini-series “Chernobyl” depicted Russian nuclear plant workers successfully using similar flashlight technology in flooded, dark and radioactive conditions.

HBSDealer.com


KNOW-HOW BUILDING YOUR BUSINESS

BETTER RANGE. BETTER SUPPORT. BETTER SALES. Sakrete provides the tools you need to run a better business, whether that’s through exceptional customer support, sales and marketing tools, or the best range of concrete, mortar and stucco mixes, repair and specialty products. Sakrete offers knowledgeable retail experts that understand the needs of your customers and can help you increase sales today.

LEARN MORE. SAKRETE.COM/HBS

© COPYRIGHT 2019. ALL RIGHTS RESERVED.


COVER FEATURE

The Golden Hammer Strikes Again The 2019 Golden Hammer Awards recognize innovation, value and shelf appeal By HBSDealer Staff

E

arly this year, HBSDealer editors made the decision to revive the Golden Hammer Awards. Shortly afterward, the nominations for best home improvement product came flooding in from all corners of the home improvement and home construction business. The product diversity included impulse items that sell for under $5, to garage doors that begin at more than $1,000. Safety, convenience, job-site efficiency and good-old-fashioned human ingenuity are among the themes represented by the Golden Hammer winners seen on the following pages. The year’s best new products have been officially judged by HBSDealer’s editorial staff based on the following criteria: Innovation — features, technology, differentiation and benefits. Value — Including relative price, consumer relevance, and functional practicality Shelf appeal — Clarity of message, and overall desirability of the product within its category. The 2019 contest draws on the rich history of the Golden Hammer Awards, the iconic industry-wide designation for the best-of-the-best of home improvement. The awards have been revamped for 2019, a year in which innovative products, more than ever, are the lifeblood of the home improvement industry. “For decades, the absolute biggest names in the industry and the best brands in retail have celebrated with Golden Hammer Awards,” said Ken Clark, editor in chief of HBS Dealer. “We’re thrilled to revive the program and recognize the best new products of 2019, when innovation can make or break a business.” HBSDealer is proud to congratulate all of the 2019 honorees. And we encourage readers to look for more Golden Hammer coverage at HBSDealer.com.

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SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com


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The award goes to... 1

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Nashua Fast-Grip Self-Fusing Silicone Tape

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Manufacturer: Berry Global Key feature: Stretches and seals to itself forming an instant and permanent wrap for a variety of materials and tools. Packaging notes: “Made in USA with global components.” Judge’s comments: “Works on a long-stick tool, or an old tennis racket, for a no-slip grip.” MSRP: $7.99 Berryglobal.com

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HBSDealer.com

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TandoStone with TrueGrit

Manufacturer: Derby Building Products Key feature: Easy to install, moisture resistant and available in an expansive color pallet — that’s TandoStone. TrueGrit technology brings a realistic, low-gloss appearance and the rough, gritty feel of stone. A lightweight product Judge’s comments: “The Stacked Stone profile (shown here) gives the look of a precision hand-laid drystack project.” MSRP: $6.65 per sq. ft. Tandobp.com

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The Shelfie

Manufacturer: Cashel Key feature: Made of heavy-duty, waterproof and stain resistant polypropylene, the Shelfie provides space-saving functionality in the laundry room, garage or even on the tailgate circuit. A built-in hinge with a steel kickstand provides the support needed for work or play. And it folds away after use. Judge’s comments: “Every American can use an extra shelf.” MSRP: $39.99 cashelllc.com

Voyage Composite Decking

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Manufacturer: Deckorators Key feature: Slip-resistant Voyage composite decking is 35% lighter than most wood-plastic decking, and twice as strong as PVC, according to the manufacturer. Also, the unique textured embossing allows for 34% or greater surface traction than other leading brands of composite decking, along with the look of vertical grain variegation. Judge’s comments: “The company’s warranty policies signal confidence in its products’ performance.” MSRP: Between $4.50 and $4.75 per linear foot Deckorators.com

Arrow Lithium Ion Cordless Glue Gun

Manufacturer: Arrow Fastener Key feature: A lighter, smaller tool with greatly increased run time, the GT30Li features a superfast heat-up of only one minute. And it retains a three-hour charge for flexibility on crafts, woodworking and general home repair. Judge’s comments: “Looks sleek and modern — both in and out of its packaging.” MSRP: $34.99 Arrow.com

DaVinci Select Shake

Manufacturer: DaVinci Roofscapes Key feature: The composite shake roofing resists impact, high winds, fire and hail conditions while providing the authentic look of real cedar shake taken from natural wood profiles. The multiwidth tile design has been updated to look more realistic than ever. Judge’s comments: “It’s pretty amazing how this composite imitates the real thing. MSRP: Price is set by distributor Davinciroofscapes.com

Shockforce Tape Measure

Manufacturer: Crescent Lufkin Key feature: Ability to survive a 100-foot drop, thanks to dual steel guardrails on both sides of the lock button. Judge’s comments: “Fells durable, looks tough, and the blade slides smoothly in and out of a handsome case.” MSRP: $30 coolhammer.com

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E600 Plus

Manufacturer: Eclectic Products Key feature: The makers of the classic E6000 adhesive have a new and improved product that as no odor, and less than 3% VOCs. Crystal clear, all-weather, paintable and flexible, the E6000 Plus polymer technology can be used on almost any substrate and just about any application. Judge’s comments: “A versatile adhesive. It’s super-handy product to keep in the garage or on the work bench.” MSRP: $9.99 for a 1.9 fl. oz. product (shown here). Eclecticproducts.com

HARDWARE + BUILDING SUPPLY DEALER SEPTEMBER 2019

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Strip Screw Displays PART# 19074 19075 *19076

DESCRIPTION

DEALER COST

Complete Display Starter Display Screw Only Preset

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*19076 Gun Not Included


Strip Screw Program

Star drive for additional torque Hardened screws reduce breaking XL1500™ exterior coating Serrated threads reduce splitting Quality manufactured tool is rugged and durable DeWaltŽ gun with 4000 RPM motor outperforms many competing drills Precise depth gauge vs competing models Screws advance on the upstroke reducing chance of jamming Open nose piece allows screws through easily Screws and gun compatible with competing screw lines for contractor ease

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COVER FEATURE

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Armorflex Super Dryer Duct

Manufacturer: EZ-Flo Key feature: ArmorFlex is flexible yet sturdy, holds its shape and is easily installed while positioning a dryer into place without kinking or crushing. ArmorFlex provides the flexibility of foil ducts with the strength and safety of traditional semi-rigid ducts. Judge’s comments: “Hexagonalshaped packaging makes a powerful pitch — safe, strong and easy to install.” MSRP: $24.99 Armorflexduct.com

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VersaPlunge

Manufacturer: General Pipe Cleaners Key feature: The key is in the pliable cone — the patented VersaFlange — which, unlike a hard rubber cup, naturally morphs into whatever shape is necessary to make a tight seal in whatever toilet opening presents itself. Also, the VersaFlange rolls up to work on sinks and other flat drain openings. Judge’s comments: “A lot of thought went into this seemingly simple product.” MSRP: $19.95 Drainbrain.com

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Admiral rust-proof mail box

Manufacturer: Gibraltar Mail Boxes Key feature: Constructed from durable aluminum that will never rust, and features a rich, textured powder coated finish for added corrosion resistance. It’s designed with all rustproof hardware and components to outperform harsh weather conditions and provide a long service-life. Judge’s comments: “It delivers — and it will keep on delivering.” MSRP: $39.97 Gibraltarmailboxes.com

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Gorilla Waterproof Patch & Seal

Manufacturer: Gorilla Glue Key feature: With an extra thick adhesive layer and UV resistant backing, this tape seals out water, air and moisture. Forms a permanent bond to patch holes, cracks, gaps and tears, even underwater. Judge’s comments: “A 10-foot roll is twice the length of competing brand, at the same price.” MSRP: $12.99

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Select View Garage Door Window

Manufacturer: Haas Door Key feature: The flexibility to set windows in almost any location on these premium steel and aluminum garage doors is the innovation that provides for more choices, and more curb appeal. SelectView has the ability to use glass in all panels in most of its door series for commercial and residential applications. Judge’s comments: “Here’s a Golden Hammer award based to a large extent on service and customer relationships.” MSRP: $1100 for a 2080 standard raised panel white door with 4 window lites clear glass; prices vary based on garage door and glass options selected. Haasdoor.com

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Ladder Aid Pro

15

One Fit 4-IN-1 Drywall Blade

Manufacturer: Ideal Security Key feature: It’s a compact and portable unit that doesn’t require permanent installation on a ladder, can easily be moved from stair to stair, and can be used with a variety of ladders. It includes an anti-skid surface and height-adjustment mechanism that sets to the nearest eighth of an inch. Judge’s comments: “A straightforward approach to safety and efficiency on tricky surfaces.” MSRP: $149.99

Manufacturer: Imperial Blades Key feature: A dagger blade, depth gauges, piercing tips and shaver notches combine to give this oscillating blade its versatility and competitive edge. For instance, the dagger blade arm has a slim profile for controlled circular cuts for PVC, pipes, can lights, circular outlets, ceiling fans, and more. Judge’s comments: “The promo video is impressive. Inspector Gadget probably has one of these.” MSRP: $17.95 Imperialblades.com

15

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

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stingersystems

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COVER FEATURE

16 16

Eagle Contractor Box Level

20

Manufacturer: Kapro Tools Key feature: The 705 Eagle Contractor Box Level features 3 solid acrylic, shockproof vials, including an innovative Optivision RedEffect red bubble vial. This innovation provides clarity with super defined edges and strong surrounding color definition. Plus, there’s a Plumb Site Dual-View vial that uses a reflection to provide a unique front view of the vertical vial. Judge’s comments: “It’s really cool how the bubble in the vial is outlined in red.” MSRP: $45.99 Kapro.com

17

19

20

21

22

Luxury Vinyl Floor Transitions

Manufacturer: M-D Building Products Key feature: Multi-Purpose Reducer provides an attractive transition between twouneven floors. No drilling and no screws required. The snaptrack with 3M adhesive bonds to the floor and the Reducer profile then easily snaps into place. Judge’s comments: “In an era of rising popularity of LVF , here’s an elegant, DIY solution to a home improvement challenge.” MSRP: 3’ Reducers: $15.75; 6’ Reducers: $ 27.75. MDteam.com

22

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

Manufacturer: Master Magnetics Key feature: A heavy-duty, flexible arm attaches to a NeoGrip neodymium magnetic base, securely holding the magnet in place. The non-scratch, rubber-coated base — which holds up to 55 lb. — is safe for all surface types, including grills, vehicles, campers and more. Judge’s comments: “An attractive product with unlimited possibilities for convenience.” MSRP: $35 Magnetsource.com

21

SabreDrive Strip Screws

22

MAX Grip Gloves

23

Brushed grain paneling

Manufacturer: Midwest Fastener Key feature: A fast and reliable system for installation of collated strip screw fasteners for decks, subfloors, drywall and more. Efficient system saves wear and tear on the back and knees of the user, and benefits from high-quality Saberdrive fasteners. Judge’s comments: “Award-winning example of saving time (and money) — and effort — on the job site.” MSRP: $55 Fastnerconnection.com

Manufacturer: Midwest Gloves & Gear Key feature: With a unique palm surface dot pattern for ultimate gripping, these patented, nitrile coated gloves are latex-free. A knit cuff helps keep hands safe and comfortable for work, garden or around the house. Judge’s comments: “Can be merchandised in several different aisles of the hardware store.” MSRP: $4.95 Midwestglove.com

Decora Smart Wi-Fi Mini Plug-In Outlet

Manufacturer: Leviton Key feature: An easy way to control and automate lighting, small appliances, fans and more. Users simply plug the device into any outlet and use the free My Leviton iOS or Android app to tee up devices and to control them individually or as a room with a single button push. Judge’s comments: “Smart home systems can be overly complicated, but this product keeps it simple.” MSRP: $49.99 Leviton.com

19

18

Flame Pro Fire Retardant Treated Wood

Manufacturer: Koppers Key feature: FlamePRO Fire Retardant Treated Wood (FRTW) automatically reacts with the combustible gases and tars converting them to carbon char, with carbon dioxide and water. FlamePRO slows down combustion. Smoke is greatly reduced, and when the heat source is removed, the wood ceases to decompose and the spread of fire by the wood is eliminated. Judge’s comments: “An example of a Golden Hammer that can save lives. Provides more time for people to escape fires, and more time for fire fighters to do their business.” Flameprofrtw.com

18

17

4-1 Magnetic Holding Arm

23

Manufacturer: MyWoodWall Key feature: The Brushed Grain panels are designed to display a three dimensional weathered grain texture. Each board is prepared with a nontoxic stain and is individually handfinished to show slight distressing. Judge’s comments: “Admirable message about sustainability, and support for family owned plantations in Indonesia.” MSRP: $74.99 per box. ($7.99 per sq. ft.) Mywoodwall.com

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For more information call 1-800-585-5161 or visit www.flameprofrtw.com FlamePRO treated wood products are produced by independently owned and operated wood treating facilities. FlamePRO® is a registered trademark of Koppers Performance Chemicals Inc. © 8/2019


COVER FEATURE

24

Stinger CN100B

Manufacturer: National Nail Corp. Key feature: The houswrap installer’s friend, the new Stinger fires five cap nails per second and is capable of firing 200 cap nails before reloading. Reloads in less than 30 seconds, weighs less than 5 pounds. Judge’s comments: “A hurricaneseason selection — Stinger cap fasteners can withstand hurricane force 150 mph winds for 60 minutes.” MSRP: $294.95 Nationalnail.com/our-brands/stinger

25

24

25

MoistureShield with CoolDeck Technology

26

Manufacturer: Oldcastle Key feature: MoistureShield’s advanced CoolDeck technology minimizes heat absorption by up to 35% providing a comfortable and safe surface for bare feet and pets. The product’s DiamondDefense capped surface promises low-maintenance and weather resistance. Judge’s comments: “Impressive warranty. Solid innovation. Great photo op.” MSRP: $8.20 per sq. ft. MoistureShield.com

26

27

24

27

29

MultiVolt

30

AU-1 construction sealant

Manufacturer: Soutullo Development Key feature: The Electra Fish is solid rubber electrical cord connector is shaped to keep extension stores together. It’s also shaped like a fish. While other connectors enclose the connections (a violation of extension cord manufacturers recommendations), this product keeps them open and easy to plug in or plug out. Judge’s comments: “Making home improvement fun again.” MSRP: $4.99

Manufacturer: Tower Sealants Key feature: Bonds at the molecular level to concrete, metal, glass, coatings and most common building substrates. The acrylic-urethane formula includes advanced resins to exceed ASTM C-920 standards. Can be used with confidence in all weather conditions and does not lose elasticity under constant, varying mechanical stress. Judge’s comments: This Golden Hammer winner also was a 2019 World of Concrete “MIP” — most innovative product. MSRP: $10 for a 20 oz. package. Towersealants.com

28

Easy Pail

Manufacturer: Shur-Line Key feature: The lid of this convenient 1-quart container keeps paint fresh up to 7 days, allowing the painter to pause and restart in the middle of a job. Plastic liners make it easy to change colors. And a unique thumb hole and no-slip rubber base bring comfort and confidence to the job site. Judge’s comments: “The thumb hole is a super successful ergonomic feature.” MSRP: $8.99 Shurline.com

Electra Fish

Manufacturer: Metabo HPT Key feature: When power is available, the platform allows the user to plug in the AC adapter and run all day long while saving battery life. When portability is required, the 36V battery can take over. Switching from one power source to another is quick and easy. Judge’s comments: “Double your pleasure, and your preference, as the situation dictates.” MSRP: $399 for a hammer drill kit — 2 batteries, charger and case. Metabo.com

Quikrete Re-Cap Concrete Resurfacer

Manufacturer: Quikrete Key feature: Designed to repair and renew old, worn out concrete with a permanent wear resistant surface that can withstand foot, vehicle and other heavy traffic, the new Quikrete Re-Cap Concrete Resurfacer has a bond to concrete that is four times stronger than the concrete itself. It’s a cost saver — Re-Cap can renew a surface for about 25 cents per square foot compared to between $3.50 and $5.50 per square foot to remove and pour a new slab. Judge’s comments: “With that kind of cost savings, the informed dealer can play the role of hero.” MSRP: $25 per bag. Quikrete.com

28

29

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

30

For more on the Golden Hammer Award winners, visit HBSDealer.com.

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MARKET INSIGHTS

Life in the fast lane

Locations, locations, locations: Specialty distributors step on the accelerator. By Andy Carlo

Slover Roofing Supply in Abilene, Texas is among recent acquisitions made by SRS Distribution.

S

pecialty distributors have been one of the fastest growing segments of the industry in recent years. While acquisitions and organic growth continue to take place among pro dealers, distributors with a focus on roofing, ceilings, wallboard and exterior building products are expanding in 2019 at a breakneck pace — right where they left off in 2018. For instance ABC Supply, the

26

Beloit, Wis.-based company, is closing in on the 800-location mark. ABC Supply has opened 11 new locations in 2019 and currently sits at more than 780 locations in total. Openings have occurred across the board in regard to geography, too. ABC has expanded its presence in Arizona, California, Florida, Idaho, Kansas, Massachusetts, Michigan, Ohio, Texas and Virginia in 2019. Nailing down its position in the industry

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

as the top roofing distributor, ABC now boasts 44 locations in California alone after opening a branch in Stockton in July. This past January, ABC opened its 45th Florida branch with the opening of its Haines City location. Although ABC might be the biggest company among specialty distributors with 2018 sales at $10.5 billion, the privately-held company isn’t alone when it comes to nonstop activity. ABC’s subsidiary L&W Supply — the

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Chicago-based distributor of interior building products, including wallboard, suspended ceiling tiles, steel studs, joint treatment, insulation, and fasteners — made a pair of acuisitions in 2019. The company added Delta Gypsum of Raleigh, N.C. this past March along with Metro Building Products in Arapahoe County, Colo. In 2019, L&W has also opened new 7 locations in Arkansas, California, Idaho, Texas, Wisconsin, and Virginia. As of August, L&W operated 175 branches in 30 states. SRS Distribution of McKinney, Texas opened 22 greenfield locations and acquired 8 companies with 30 locations in 2018. This year SRS has opened 16 new branches and just recently acquired Austin, Texasbased Travis Building Supply with 21 locations ranging from Idaho to Florida. The move is the largest number of branches SRS has ever acquired in a single transaction. SRS is a portfolio company of Leonard Green & Partners, L.P. and Berkshire Partners LLC. SRS now operates more than 300 locations under 32 brands in 44 states. “We are and have always been a growth oriented company and culture,” Ryan Nelson, SRS senior vice president or mergers and acquisitions, strategy and investor relations, told HBSDealer. Three-pronged approach The SRS growth strategy is a three pronged approach, according to Nelson. SRS employs organic growth, greenfield openings to access new markets and increase penetration in existing markets, and acquisitions to access new markets, build scale and acquire talent. With a primary, bread and butter customer of residential and commercial roofing contractors, SRS — along with most roofing distributors — has not been bogged down with some of the most prevalent commodity issues, including falling lumber prices. “When it comes to our business model, we are obviously more

HBSDealer.com

When it comes to our business model, we are obviously more specialized given our heavy focus on roofing. A pro dealer carries a very diversified line, including wood products, lumber, and drywall, which is not a focus for us.” — Ryan Nelson, senior vice president, SRS Distribution

specialized given our heavy focus on roofing. A pro dealer carries a very diversified line, including wood products, lumber, and drywall, which is not a focus for us,” Nelson said. While new residential construction is the lifeblood for many pro dealers, specialty distributors also benefit disproportionately from the steady repair and remodel market. Strong Foundation Foundation Building Materials (FBM) posted second quarter 2019 sales of $560 million — up 7% from the same period in 2018. The Tustin, Calif.based company saw second quarter wallboard net sales increase 7.8% to $214.1 million while suspended ceiling sales rose 8.6% to $106.2 million. According to FBM CEO Ruben Mendoza, during the second quarter the company continued to realize solid demand in core nonresidential construction markets, with over 40% of the company’s net sales tied to the new nonresidential construction market and over 30% to the commercial repair and remodel market. “We see continued building activity in tenant improvements, healthcare facilities, data rooms, offices, schools, and stadiums that are supported by

our customers backlog that extend into 2020,” Mendoza said. During the first half of 2019, FBM acquired two companies with a total of four branches, including Select Acoustic Supply Inc. servicing the greater Toronto, Canada market. As of the end of its second quarter, FBM operated more than 175 branches in the United States and Canada. Fastenal’s growth Fastenal’s expansion has encompassed specialized formats. Shortly after celebrating the roll out of its 100,000th vending machine, Winona, Minn.-based Fastenal also hit a milestone with its Onsite locations — number 1,000 opened in July. The company’s Onsite program provides a customized local building products supply chain within or very near a customer’s facility. The merchandise mix ranges from fasteners and tools to safety and janitorial supplies. “Onsite is a natural progression in Fastenal’s 50-plus-year journey of service, bringing us even closer to our customers in terms of proximity and partnership,” said Kris Van Dalen, VP at Fastenal Solutions. What started as an idea to bring inventory and the Fastenal rep within the four walls of a manufacturing customer, the Onsite program was launched in 1992 with the number of locations increasing from 200 at the end of 2014 to nearly 900 by the end of 2018. At the close of the second quarter of 2019, there were 1,026 Onsites generating over 25% of Fastenal’s total revenue. For its second quarter, Fastenal reported sales increased 7.9% to $1.37 billion. “The value we deliver through a customized supply chain management program is differentiating our company in the market, strengthening our customer relationships, and, in turn, driving growth, employee opportunities, and shareholder value,” Van Dalen said.

HARDWARE + BUILDING SUPPLY DEALER SEPTEMBER 2019

27


SPECIAL REPORT

2019 Company Rank Location of Headquarters

By HBSDealer Staff

Acquisitions fueled growth at the top of the 2019 Top 200 Pro Dealer list. At the same time, commodity price deflation weighed on the numbers across the board. The Top 200 Pro Dealer list — a subset of the HBSDealer Top 300 Industry Scoreboard — features a heavy dose of specialty distribution growth (see article page 26). Atop the list, again, is Beloit, Wis.-based ABC Supply, with $10.5 billion in sales and a 13% year-over-year growth rate. The largest growth spurt on this year’s list belongs to no. 3 player Beacon Roofing Supply of Herndon, Va., where 2018 sales increased 47% over the prior year, thanks to its acquisition of Allied Building Products (which factored at no. 7 on the 2017 list.) All told, the companies of the Top 200 combined for an estimated $69,913,683,682 of sales, a figure that is being weighed down by lumber deflation. In this environment, growth is increasingly a game of valueadded products and services. “We’ve been plagued by overproduction across the board,” Todd Hixson, LBM business development manager for Do it Best Corp. said during the co-op’s LBM Update earlier this year. “Whether its lumber or panel products, they’re producing a lot more than we’re taking in.” The giant lumberyard players — including BMC and Builders FirstSource — are celebrating gains in value-added product categories, as competition for higher margins intensifies. Housing starts, the bread and butter of most of the Top 200, need to pick up the pace to keep up with 2018’s construction figures. Meanwhile, last year’s major issues weigh on the list — housing affordability, labor issues, and tariff uncertainty.

ABOUT THE LIST The 2019 Top 200 Pro Dealer Industry Scoreboard tracks companies that sell lumber and building materials to homebuilders and contractors. To be included on this scoreboard, the majority of a company’s sales must be to the pro customer, as opposed to the homeowner or DIY customer. Information is gathered from several sources: corporate statements, published reports and interviews. HBSDealer also relies heavily on estimates, which are noted in the listings. The listing also includes pro dealer brands that have been acquired by larger entities continue to remain vibrant in their markets. The editors of HBSDealer encourage your feedback. Share with us at news@hbsdealer.com. And see more about the Top 200 Pro Dealer Scoreboard at HBSDealer.com.

1

ABC Supply

2

Grainger (U.S.)

3

Builders FirstSource

4

Beacon Roofing Supply

5

Fastenal

6

84 Lumber

7

BMC

8

US. LBM Holdings

9

SRS Distribution

Beloit, Wisc. Lake Forest, Ill. Dallas, Texas Herndon, Va. Winona, Minn. Eighty Four, Pa. Atlanta, Ga. Green Bay, Wis. McKinney, Texas

10

GMS

11

Foundation Building Materials

Tucker, Ga.

Stores

Type of Business

DIY Sales %

10,500,000,000

783

SD

1%

9,310,000,000

283

SD

1%

7,724,800,000

401

LBM

10%

6,418,310,000

530

SD

0%

4,965,100,000

2227

SD

1%

3,865,717,000

264

LBM

15%

3,682,448,000

155

LBM

5%

3,348,400,000

251

LBM

3%

2,750,500,000

248

SD

1%

2,657,500,000

216

SD

8%

2,044,300,000

175

SD

3%

1,482,000,000

162

LBM

6%

1,121,300,000

80

LBM

5%

884,400,000

91

LBM

32%

702,500,000

49

LBM

0%

574,300,000

77

SD

0%

566,300,000

73

LBM

10%

541,500,000

34

LBM

33%

473,000,000

32

LBM

20%

437,300,000

8

LBM

0%

437,000,000

11

LBM

8%

426,000,000

6

LBM

1%

356,800,000

20

LBM

4%

348,035,000

18

LBM

19%

338,000,000

14

LBM

8%

315,000,000

27

LBM

1%

311,000,000

102

LBM

25%

308,000,000

11

LBM

25%

Sales ($ mil.)

Tustin, Calif.

12

Carter Lumber

13

Kodiak Building Partners

14

McCoy's Building Supply

15

Harvey Building Products*

Kent, Ohio Denver, Colo. San Marcos, Texas Waltham, Mass.

16

Lansing Building Products* Richmond, Va.

17

American Construction Source* Springfield, Mo.

18

Parr Lumber* Hillsboro, Ore.

19

Foxworth-Galbraith Lumber* Dallas, Texas

20

Matheus Lumber* Woodinville, Wash.

21

Ganahl Lumber Co.

22

Golden State*

Anaheim, Calif. Petaluma, Calif.

23

Alpine Lumber* Westminster, Colo.

24

Riverhead Building Supply

25

National Lumber Co.*

Calverton, N.Y. Mansfield, Mass.

26

Rosen Materials* Sunrise, Fla.

27

E.C. Barton* Jonesboro, Ark.

28

Idaho Pacific Lumber* Boise, Idaho

* Estimate

28

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

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SPECIAL REPORT

Top 200

2019 Company Rank Location of Headquarters

29

Sales ($ mil.)

Lampert Lumber* St. Paul, Minn.

30

Professional Builders Supply*

Stores

Type of Business

DIY Sales %

31

LBM

20%

306,700,000

8

LBM

2%

300,300,000

6

LBM

10%

291,000,000

44

LBM

20%

Columbus, Neb.

33

277,000,000

69

Home Center

20%

40

252,000,000

21

LBM

15%

41

236,000,000

5

LBM

15%

37

R.P. Lumber* Edwardsville, Ill.

34

Hammond Lumber

35

Raymond Building Supply*

Belgrade, Maine Fort Myers, Fla.

Ring's End* Darien, Conn.

Curtis Lumber* Ballston Spa, N.Y.

39

Mead Lumber*

Sunroc Corp.* Saint George, Utah

38

Shelter Products* Portland, Ore.

32

36

307,400,000

Morrisville, N.C.

31

2019 Company Rank Location of Headquarters

Mill Creek Lumber & Supply

Annual total sales estimates of North American Industry Classification System 4441 — building materials and supplies dealers.

Franklin Building Supply* Boise, Idaho

Reliable Wholesale Lumber*

42 43

Bridgewell Resources*

44

Ridout Lumber Company* Alexander Lumber* Aurora, Ill.

46

Feldman Lumber* Brooklyn, N.Y.

$334,300 47

T.W. Perry Enterprises

48

M.G. Building Materials*

Gaithersburg, Md. San Antonio, Texas

$304,649 300,000

Erie Materials* Syracuse, N.Y.

45

$319,333

$287,582

Type of Business

DIY Sales %

218,300,000

11

LBM

15%

215,000,000

8

LBM

30%

210,900,000

21

LBM

40%

197,700,000

25

LBM

8%

197,100,000

14

LBM

10%

195,000,000

2

LBM

25%

192,800,000

7

LBM

0%

192,700,000

10

LBM

0%

190,000,000

13

LBM

5%

183,000,000

21

LBM

10%

183,000,000

4

LBM

5%

182,057,909

7

LBM

5%

180,000,000

12

LBM

20%

180,000,000

10

LBM

10%

178,500,000

8

LBM

6%

173,600,000

4

LBM

1%

173,000,000

10

LBM

1%

168,000,000

22

LBM

12

164,000,000

16

LBM

5%

156,800,000

8

LBM

10%

156,300,000

5

LBM

10%

151,400,000

7

LBM

20%

151,000,000

18

LBM

3%

149,900,000

8

LBM

10%

149,800,000

14

LBM

4%

149,000,000

10

LBM

15%

147,800,000

7

LBM

1%

144,000,000

10

LBM

5%

Huntington Beach, Calif.

Searcy, Ark.

350,000

Stores

Tulsa, Okla.

Tigard, Ore.

NAICS 4441 annual sales (in millions)

Sales ($ mil.)

49

Hancock Lumber Co.

50

Drexel Building Supply*

Casco, Maine Campellsport, Wis.

$274,116 51

Erickson Framing Operations* Chandler, Ariz.

52

250,000

Londonderry, N.H.

2014 2015 2016 2017 2018 53

Source: U.S. Census Bureau

Poulin Lumber/Wallboard Supply Company* Parker's Building Supply* Port Arthur, Texas

54

Capitol Building Supply* Manassas, Va.

Single-family starts

55

Annual results for new privately owned housing units started since 2014.

Kuiken Brothers* Fair Lawn, N.J.

56

Scherer Brothers* Brooklyn Park, Minn.

1,000,000

57

Honsador Lumber* Kapolei, Hawaii

875,800 848,900

58

Grand Rapids, Mich.

59

781,500

800,000

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

60

Lezzer Lumber* Curwensville, Pa.

714,500 61

Hines Supply

62

McCray Lumber & Millwork

647,900

600,000

Buffalo Grove, Il.

Overland Park, Kan.

2014 2015 2016 2017 2018

63

Source: U.S. Census Bureau

30

Standard Companies*

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

Burton Lumber* Salt Lake City, Utah

* Estimate

HBSDealer.com


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SPECIAL REPORT

Top 200

2019 Company Rank Location of Headquarters

64

Gilcrest-Jewett

65

Forge Lumber/Sims Lohman*

Sales ($ mil.)

Waukee, Iowa

Stores

Type of Business

DIY Sales %

142,000,000

5

LBM

2%

139,000,000

22

LBM

2%

138,900,000

9

LBM

18%

138,500,000

8

LBM

10%

135,500,000

13

LBM

15%

134,523,710

6

LBM

4%

133,750,000

10

LBM

5%

133,200,000

7

LBM

1%

132,800,000

7

Home Center

5%

131,800,000

9

LBM

14%

2019 Company Rank Location of Headquarters

81

Charm, Ohio

82

Central Valley Builders Supply* Napa, Calif.

67

Monteray, Calif.

68

Wisconsin Building Supply* Green Bay, Wisc.

69

Zeeland Lumber & Supply* Zeeland, Mich.

70

American Builders Supply* Sanford, Fla.

71

The Building Center* Pineville, N.C.

72

Star Lumber* Wichita, Kan.

73

Koopman Lumber* Whitinsville, Mass.

74

Bloedorn Lumber*

Big C Lumber* U.S. Fence Solutions* Littleton, Colo.

78

Custom Choice Door

79

HPM Building Supply*

Seattle, Wash. Keaau, Hawaii

80

Western Building Center* Kalispell, Mont.

Homewood Holdings* Loomis, Calif.

86

Jackson Lumber & Millwork*

Spahn & Rose* Dubuque, Iowa

87

Universal Supply* Hammonton, N.J.

88

Tibbetts Lumber* St. Petersburg, Fla.

89

NexGen* Britton, S.D.

90

26

LBM

20%

91

130,000,000

34

LBM

30%

127,700,000

18

LBM

7%

127,000,000

12

LBM

5%

125,000,000

8

LBM

20

120,000,000

8

LBM

35%

119,600,000

24

LBM

30%

92

115,000,000

1

LBM

30%

110,500,000

4

LBM

15%

110,000,000

1

LBM

5%

105,600,000

14

LBM

10%

104,900,000

6

LBM

10%

103,000,000

5

LBM

11%

102,000,000

15

LBM

20

98,500,000

5

LBM

4%

95,000,000

4

LBM

35

LaValley/Middleton Building Supply*

95,000,000

12

LBM

35%

Lyman Companies*

94,000,000

6

LBM

5%

Florence Building Materials*

92,000,000

4

LBM

25%

89,800,000

16

LBM

10%

89,200,000

2

LBM

15%

88,000,000

7

LBM

5%

87,000,000

8

LBM

30%

86,500,000

10

Home Center

50%

86,300,000

2

LBM

30%

86,100,000

7

LBM

2%

84,000,000

9

LBM

30%

82,000,000

39

Home Center

40%

81,700,000

1

LBM

1%

81,000,000

3

LBM

10%

80,772,164

3

LBM

5%

80,600,000

10

LBM

25%

80,100,000

1

LBM

0%

78,600,000

9

LBM

20%

77,572,433

7

LBM

5%

Huntington, N.Y.

93

Your Building Centers

94

Mans Lumber & Millwork*

Altoona, Pa. Trenton, Mich.

95

John H. Myers & Son

96

Williams Lumber & Home Centers*

York, Pa.

Rhinebeck, N.Y.

97

Buccheit* Perryville, Mo.

98

Total housing starts

Ashby Lumber* Berkeley, Calif.

99

Annual results for new privately owned housing units started since 2014

K-I Lumber* Louisville, Ky.

100

Dunn Lumber* Seattle, Wash.

1,500,000

101

Higginbotham Brothers

102

Graves Lumber*

Comanche, Texas Copley, Ohio

1,249,900 1,173,800

1,200,000

DIY Sales %

Lawrence, Mass.

Eau Claire, Wisc.

T.H. Rogers Lumber*

Granger, Ind.

77

Builders Supply Co.* Omaha, Neb.

85

130,100,000

Edmond, Okla.

76

Type of Business

Newport, N.H.

Torrington, Wyo.

75

83 84

Hayward Lumber*

Woodhaven Lumber & Millwork*

Stores

Lakewood, N.J.

Cincinnati, Ohio

66

Keim Lumber*

Sales ($ mil.)

103 104

Millard Lumber

105

Ellsworth Builders Supply*

1,111,800 1,003,300

Robert Bowden* Marietta, Ga.

1,203,000

Omaha, Neb.

Ellsworth, Maine

900,000

106

Gutherie Lumber

107

Viking Lumber*

Livonia, Mich. Belfast, Maine

2014 2015 2016 2017 2018 108 Source: U.S. Census Bureau

Harbin Lumber Lavonia, Georgia

* Estimate

32

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com


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Top 200

SPECIAL REPORT

2019 Company Rank Location of Headquarters

109

Sales ($ mil.)

Russell Do it Centers* Alexander City, Ala.

110

Jennings Builders Supply and Hardware*

Stores

Type of Business

DIY Sales %

77,500,000

9

Home Center

35%

76,200,000

4

LBM

5%

Cashiers, NC

111

Doug Ashy Building Materials*

75,000,000

7

LBM

NorCal Lumber* Marysville, Calif.

114

73,500,000

2

LBM

2%

73,400,000

1

LBM

5%

116

72,800,000

Chelsea Lumber Company Chelsea, Mich.

Cassity Jones Lumber* Longview, Texas

117

Zarsky Lumber* Victoria, Texas

118

O.C. Cluss Lumber* Uniontown, Pa.

119

Timberland Lumber* Brazil, Ind.

120

122

The Lester Group

123

Buck Lumber*

Martinsville, Va. Charleston, SC

Arlington Coal & Lumber* Arlington, Mass.

125

Ed Herrington* Hillsdale, N.Y.

126

Big Creek Lumber* Davenport, Calif.

Building Component Supply*

2

LBM

5%

Jacksonville, Fla.

115

Garris Evans Lumber* Greenville, N.C.

124

Christensen Lumber* Fremont, Neb.

113

121

15%

Lafayette, La.

112

2019 Company Rank Location of Headquarters

Desert Companies* Las Vegas, Nev.

127

Tindell's Building Materials Knoxville, Tenn.

72,000,000

3

Home Center

50%

128

Moynihan Lumber

71,400,000

13

LBM

4%

129

Jaeger Lumber*

71,000,000

9

LBM

25%

130

71,000,000

5

LBM

10%

131

71,000,000

3

LBM

2%

132

69,000,000

5

LBM

5%

133

North Reading, Mass. Union, N.J.

Oldham Lumber* Dallas, Texas

Zuern Building Products* Allenton, Wis.

Belletetes* Jaffrey, N.H.

Shelly's Supply* Telford, Pa.

Sales ($ mil.)

Stores

Type of Business

DIY Sales %

68,800,000

5

LBM

10%

68,000,000

5

LBM

5%

67,400,000

1

LBM

20%

67,300,000

5

LBM

2%

67,000,000

7

LBM

20%

67,000,000

5

LBM

15%

66,600,000

6

LBM

4%

66,000,000

3

LBM

10%

65,000,000

7

LBM

10%

64,500,000

1

LBM

5%

64,000,000

4

LBM

15%

62,500,000

9

LBM

20%

62,500,000

8

LBM

5%

* Estimate

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SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com


2019 Company Rank Location of Headquarters

134

Wheelwright Lumber Company

Sales ($ mil.)

Stores

Type of Business

DIY Sales %

62,300,000

1

LBM

10%

62,000,000

6

Home Center

40%

62,000,000

6

LBM

15%

62,000,000

1

LBM

10%

61,800,000

1

LBM

7%

60,000,000

1

LBM

5%

Ogden, Utah

135

Seattle Lighting Fixture* Seattle, Wash.

136

Mid-Cape Home Centers* South Dennis, Mass.

137

Kleet Lumber* Huntington, N.Y.

138

Yoder's Building Supply* Fair Play, S.C.

139

Cape Cod Lumber* Abington, Mass.

140

East Haven Builders Supply* Warner Robins Supply* Warner Robins, Ga.

142

Rio Grande Building Materials*

LBM

2%

59,000,000

9

LBM

20%

59,000,000

6

LBM

15%

Wilson Lumber*

58,600,000

2

LBM

5%

Huntsville, Ala.

144

Direct Cabinet Sales*

58,000,000

7

LBM

5

Dayton, N.J.

145

Building Solutions*

58,000,000

3

LBM

7%

Tulsa, Okla.

Niehaus Lumber* Vincennes, Ind.

149

Potter's Ace Home Center

150

Bailey Lumber & Supply*

Jamestown, Tenn. Gulfport, Miss.

Bender Lumber* Bloomington, Ind.

152 6

United Builder's Supply* Westerly, R.I.

151

59,200,000

Builders' General Supply* Little Silver, N.J.

148

Texas Plywood & Lumber Co.*

Sales ($ mil.)

Stores

Type of Business

DIY Sales %

57,500,000

4

LBM

20%

57,500,000

4

LBM

12%

56,000,000

4

LBM

15%

55,500,080

21

Home Center

35%

55,500,000

7

LBM

4%

55,120,000

8

Home Center

30%

55,100,000

1

LBM

5%

55,000,000

3

LBM

20%

54,700,000

10

LBM

16%

54,300,000

5

LBM

5%

54,000,000

2

LBM

1%

54,000,000

11

LBM

20%

Grand Prairie, Texas

153

Denver, Colo.

143

146 147

East Haven, Conn.

141

2019 Company Rank Location of Headquarters

Humphrey's Building Supply Center* Tiverton, R.I.

154

Concord Lumber* Littleton, Mass.

155

GBS Bulding Supply* Mauldin, S.C.

156

Coastal Roofing Supply* Clearwater, Fla.

157

Sterling Lumber & Investment* Westminster, Colo.

* Estimate

HBSDealer.com

HARDWARE + BUILDING SUPPLY DEALER SEPTEMBER 2019

35


SPECIAL REPORT

Top 200

2019 Company Rank Location of Headquarters

158

Sales ($ mil.)

Building Supply Association*

Stores

Type of Business

DIY Sales %

53,800,000

2

LBM

2%

53,500,000

4

Home Center

30%

53,005,386

3

LBM

2%

53,000,000

3

Home Center

40%

52,800,000

5

Home Center

50%

Powder Springs, Ga.

159

Dolan's Lumber* Benicia, Calif.

160

Arnold Lumber* West Kingston, R.I.

161

Marine Home Center* Nantucket, Mass.

162

Hardware Hawaii* Kailua, Hawaii

163

Beisser Lumber* Bellevue Builders Supply* Schenectady, N.Y.

165

Haynes Brothers Lumber* Murfreesboro, Tenn.

166

Louis J. Grasmick Lumber* Baltimore, Md.

167

Alamo Lumber Company* San Antonio, Texas

168

Prince Lumber* New York, N.Y.

169

PMC Building Materials* Marietta, Ga.

170

The Lyon & Billard Lumber Co.*

ISC Building Materials* Dallas, Texas

173

Dykes Lumber* Weehawken, N.J.

174

Builders Supply Co* Lancaster, S.C.

175

Builders* Kearney, Neb.

178

Hughes Lumber* Catoosa, Okla.

179

Preston Feather Building Centers*

Howard Lumber & Hardware*

180

52,500,000

3

LBM

5%

52,000,000

3

LBM

5

52,000,000

2

LBM

11%

51,972,000

1

LBM

10%

51,300,000

13

Home Center

40%

51,000,000

3

LBM

5%

50,600,000

3

LBM

20

49,000,000

5

LBM

20%

48,500,000

4

LBM

5%

48,000,000

5

LBM

5%

47,500,000

9

LBM

20%

190

47,200,000

1

LBM

0%

191

46,700,000

2

LBM

3%

181

Type of Business

DIY Sales %

46,200,000

1

LBM

5%

45,000,000

3

LBM

20%

45,000,000

8

LBM

20%

45,000,000

4

LBM

12%

Virginia Contractors Supply*

44,300,000

2

LBM

1%

Uresco Construction Materials*

44,000,000

4

LBM

2%

44,000,000

1

LBM

5%

43,500,000

3

LBM

5%

43,000,000

5

Home Center

30%

43,000,000

2

LBM

5%

42,500,000

2

LBM

15%

42,500,000

6

LBM

5%

42,300,000

3

LBM

2%

42,000,000

10

LBM

20%

42,000,000

4

LBM

10%

42,000,000

3

LBM

5%

42,000,000

3

LBM

5%

41,900,000

6

LBM

30%

41,500,000

4

LBM

5%

41,000,000

4

LBM

10%

41,000,000

1

LBM

7%

40,500,000

1

Home Center

18%

40,000,000

5

LBM

15%

40,000,000

2

LBM

20%

40,000,000

5

LBM

15%

Kent, Wash.

182

Channel Lumber* Richmond, Calif.

183

Crenshaw Lumber* Gardena, Calif.

184

Ritter Lumber* Nederland, Texas

185

Jones Lumber* Boca Raton, Fla.

186

Parks Building Supply & Interiors* Fayetteville, N.C.

187

Gordon Lumber* Fremont, Ohio

Huskey Building Supply* Franklin, Tenn.

189

Statesboro, Ga.

Eastern Pennsylvania Supply Co.* Wilkes Barre, Pa.

Lumber Investors* Alexandria, La.

Maner Builders Supply* Augusta, Ga.

192

Truitt & White Lumber* Berkeley, Calif.

193

Goldsboro Builders Supply* Goldsboro, N.C.

First-half residential construction Total housing starts and single-family housing starts, not adjusted, January through June.

Total

194

Thrifty Building Supply* Collierville, Tenn.

195

Fullerton Lumber* Plymouth, Minn.

Single-family

196

Clay Ingels* Lexington, Ky.

700,000 600,000

Stores

Petoskey, Mich.

188

The Forest Group* Oklahoma City, Okla.

172

Champion Lumber* Riverside, Calif.

177

Meriden, Conn.

171

176

Sales ($ mil.)

Manassas Park, Va.

Grimes, Iowa

164

2019 Company Rank Location of Headquarters

641,700

500,000

197

616,500

Mashpee, Mass.

198

452,100

431,200

400,000

Botello Lumber* Lummus Supply Company* Atlanta, Ga.

199

Montalbano Lumber* Houston, Texas

300,000

200

Herrman Lumber* Springfield, Mo.

200,000 100,000 0

2018

2019

Source: U.S. Census Bureau

36

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

* Estimate Source: Company reports and HBSDealer research. For more data on the Top 200, visit the Special Reports section of HBSDealer.com.

HBSDealer.com


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ORGILL REPORT

Orgill stands up for independents Power tools and pricing factor heavily on a dealer market.

(Left photo) Boyden Moore, center, talks business with Orgill customers in Chicago. (Right photo) The Power Tool wall on the market floor symbolized the distributor’s efforts to help indepndent dealers compete and win in iconic categories.

Chicago — One of the most impressive sights here at the Orgill Fall Market at McCormick Place was the Power Tool wall — a continuous display of about half the length of a footballfield. It’s a symbol that Orgill is in no way surrendering this iconic category to online powerhouses and big boxes. “It’s one of our biggest categories,” said Orgill President Boyden Moore. “It depends on the retail brand promise and what people want to stand for, or whether you want to make [power tools] a destination set, or whether you’re just supporting a certain amount of builder business. So there are different reasons for different assortments and depths.” And that’s why there seemed to be something for everyone in the Power Tool area, including first-time exhibitor Paslode, and another half football field

38

of power tool accessories. All told, there’s about 6,500 items in the power tool showcase. “That’s really part of the power of our world,” Moore said. “We cater to all these different customers. Whether it’s a home center, hardware store, pro yard, farm store, we have a breadth of assortment that gives them different tools to go about customizing their assortments in a way that maybe others don’t do as well.” Moore was promoted to the position of president in January of this year. He’s well qualified for the position, having attended Orgill markets on both sides of the aisle for about two decades. He led Marvin’s Building Centers, the Alabama home center chain that is now a major player of Orgill’s Central Network Retail Group. He was also president of CNRG and

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

general manager of retail for Orgill. Moore spoke with HBSDealer about the distribution business and the independent dealer. What follows is an edited transcript: HBSDealer: We’re here at another Orgill market. How have they changed over the years from your perspective? Moore: Well, it’s just grown bigger and bigger. We’re at 830,000 square feet here, and it continues to evolve in different areas. Our concept store, for instance, is now incorporating marketing and retail services in the store. The endcaps and planograms are coordinated to show not just the merchandising aspect of a model store, but also the integrated marketing aspect of it as well.

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ORGILL REPORT HBSDealer: How would you assess the independent dealers’ position against Home Depot and Lowe’s? Moore: If you look at their market share in the industry, Home Depot and Lowe’s have been about the same over the last several years. They’re growing sales per square foot for sure, and their omni-channel efforts are impressive. But that is their growth. Both of those companies have said we’re going to return value to shareholders through dividends and share repurchase. That’s how they’re growing value to shareholders. Their sales do continue to grow, but their percent of the industry is really not much different than it was 10 years ago, and there’s 35,000 independent retailers out there that are taking care of the other half of the business, roughly half of the business. Those are our customers.

40

HBSDealer: What kind of programs are available to the dealer to compete on price with the giants? Moore: A couple of years ago we started a promotional minimum advertised price program — PMAPP — where we feature certain key items and the vendor participates in special promotions so that our dealers can go head to head with competitors. It’s a special buying program and a special retail promotional price program that competes with the big boxes. And it’s the same type of program that those manufacturers make available to their big box customers as well. HBSDealer: Another big force is Amazon in the e-commerce arena. How would you describe Orgill’s e-commerce initiatives? Moore: We’re trying to develop e-commerce in a way that will build

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

the individual retailer’s brand, and also shares the costs as much as possible. We’re improving our engine, by integrating marketing. We see Ecommerce as more of a marketing tool as well as a sales channel. Your website is a customer-relationship tool; We have scaled our efforts with Unilog [a turn-key ecommerce provider] and we’ve signed up significant retailers representing hundreds of store locations, who are building out their web sites, and we have a lot more coming. HBSDealer: Is there a timeline or a finish line for your e-commerce program? Moore: I don’t know that we’ll ever cross a finish line. It starts with building something that’s relevant and then it’s a matter of constant improvements. It’s a journey. We’re inspired by how

HBSDealer.com


Come for the products, stay for the networking Home Depot is doing their One Depot initiative. We’re inspired by Tractor Supply and how they connected their website and their in-store experience to their Neighbor’s loyalty program. We’re watching those guys that are successful, and that’s helping us build a scalable mass customization framework for our customers to plug into. HBSDealer: Does the independent retailer have an advantage in today’s landscape? Moore: I would say it this way. If you come to visit Memphis, I’m not going to take you out to eat at a Chili’s or McDonald’s. I’m probably going to take you to a local barbecue restaurant, the kind of place that is unique to Memphis with local flavor. In the same way, consumers in our industry are looking for local flavor, and those retailers are the ones we’re set up to serve.

Chicago — The competitive fire of the independent retailer was on display at the Learning Center here on the market floor of the 2019 Orgill Fall Dealer Market. A presentation titled “Build Great Endcaps and Drive Sales” outlined the distributor’s efforts to maximize the power of pricing deals — especially on fastmoving, traffic-generating items. “We want you to compete in your marketplace, and we want you to win,” Jennifer Wineberg, Orgill retail marketing specialist, told retailers gathered in the classroom setting. Her presentation ended on a three-step retail execution checklist: buy smart, market effectively and merchandise wisely. Among the retailers taking in the sights was Phillip Steffy, president of Zarsky Lumber in Victoria, Texas. “It’s always amazing to find all the different things here,” he said. Lenny Goldfarb, of Cedar Center Hardware in South Euclid, Ohio, said the buying deals are just one part of the market’s attraction. “Talking to others in the industry is most important to me,” he said. “I always learn many things from other dealers, sales reps and Orgill buyers. I enjoy sharing the strengths and challenges I may have in my store with others. We all learn from each other.” Signs at the event were already promoting the distributors next major market — Feb. 27-29 in Orlando, Fla.

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41


NEW HORIZONS

A rising tide lifts all boats In a culture of equality, everyone rises. By Sarah Alter

EDITOR’S NOTE: EnsembleIQ, the parent company of HBSDealer, serves as the official business-to-business media partner of the Network of Executive Women (NEW). This column is one of a series of contributions from NEW, and it reflects HBSDealer’s effort to shed light on the opportunities and issues affecting women in the industry.

As many of us follow the progress the U.S. women’s national soccer team is making for equal pay, I’m reminded of research findings released last year by Accenture, “When She Rises, We All

42

Rise.” Based on survey data from more than 22,000 working men and women across 34 countries, their findings define the characteristics in corporate culture that drive equality. Policies and programs that advance women are key to females advancing, to equal pay, to the kind of gender diversity that equals good business. But the Accenture report found that beyond those, a culture that supports equality means everyone rises. In those cultures, women are four times more likely, and men are two times more likely, to rise to senior management positions. What I love about this study is the science. This is not about broad generalizations; there is a formula

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

that works. Out of more than 200 personal and workplace factors studied, like behaviors and collective employee opinions, Accenture pinpointed 40 that are statistically shown to influence advancement, including 14 that are the most likely to make positive change happen. And here’s the link to what the U.S. women’s soccer team is fighting for: when companies make these factors the most common ones in their culture, it impacts women’s pay. Women’s salary and wages could increase by 51%, or up to an additional $30,000 per woman each year. Globally, that boosts women’s earnings by $2.9 trillion. Using these findings, businesses

HBSDealer.com


have a concrete way to begin to adjust pay gaps in a way sports has yet to do. I read profiles recently on the 30 highest paid tennis players of all time. Number one was male tennis player Novak Djokovic, who clocked in at $131M. Female player Serena Williams was the fourth highest paid player, with $88.7M in winnings. That’s quite a gap, considering Williams has won 23 Grand Slam titles (72 overall titles), compared to Djokovic’s 15 Grand Slam and 74 overall titles. Businesses can begin to make progress now by creating a culture of equality. The Accenture report findings group the 40 advancement/equality factors into three categories, and here I’ll quote from the report: Bold Leadership A diverse leadership team that sets, shares and measures equality targets openly. Comprehensive Action Policies and practices that are familyfriendly, support both genders and are bias-free in attracting and retaining people. An Empowering Enviornment One that trusts employees, respects individuals and offers freedom to be creative and to train and work flexibly.” These are areas so familiar to the Network of Executive Women (NEW), which I lead. We see concrete actions in these areas of the business lead to concrete results with our member companies—companies like PepsiCo. In its Frito-Lay business, PepsiCo has paired future women leaders with sponsors at the VP level or above, in 18-month sprints. In 2018, the program—in its third round—was showing great results. Women in it were being promoted at a 70% higher rate than female employees overall. Check out NEW’s “The Female Leadership Crisis” report for more detail.

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The important thing to note is that in addition to this program and others to champion women, PepsiCo is making cultural changes to support an environment in which all can rise. Both are required to exact real change. I mentioned at the beginning there are 14 cultural drivers most likely to enable positive change. You’ll see that some of them are specific to women (pay-gap goals, a women’s network) but others are targeted at men, like males being encouraged to take parental leave. And some apply to both genders, from remote working opportunities to broader diversity targets. As you can see, the report is aptly titled. When she rises, we really all do rise. As you look at your own company, how many of these factors play a prominent role in shaping your culture? Maybe that’s a conversation to start. Here’s to our talented, brave women soccer players as they make not only history—but hopefully, also great strides toward gender equality. Equal-pay and tennis champion Billie Jean King put it best in a recent Los Angeles Times article: “People have a very different outlook now when it comes to equal pay,” King said. “In the old days it was a much different road. No one thought we should get paid equally. They didn’t care. That’s changed. It’s the right thing to do for everyone. Would you pay your little girl less allowance than your little boy? No. Let’s just do the right thing. It’s an issue everywhere, not just in sports. We have single mothers trying to support their families on less pay then men. It’s not right. We need everyone to step up and do the right thing.”

Bold Leadership Gender diversity is a priority for

management. A diversity target or gol is shared

outside the organization The organization clearly states gender

pay-gap goals and ambitions.

Comprehensive Action Progress has been made in attracting,

retaining and progressing women. The company has a women’s network. The company’s women’s network is

open to men. Men are encouraged to take

parental leave.

An Empowering Enviornment Employees have never been asked to

change their appearance to conform to company culture. Employees have the freedom to be creative and innovative. Virtual/remote working is widely available and is common practice. The organization provides training to keep its employees’ skills relevant. Employees can avoid overseas or long-distance travel via virtual meetings. Employees can work from home on a day when they have a personal commitment. Employees are comfortable reporting sex discrimination/sexual harassment incident(s) to the company.

King and the U.S. women’s soccer team have elevated the pay gap conversation. There’s no reason the rest of us can’t do so in our own organizations. That’s usually how the road to progress starts. And I’m all for speed in the journey. HBSD

Sarah Alter is president and CEO of the Network of Executive Women, a learning and leadership community representing 12,400 members in 22 regional groups in the United States and Canada. Learn more at newonline.org.

HARDWARE + BUILDING SUPPLY DEALER SEPTEMBER 2019

43


SPONSORED BY

PRODUCT CENTRAL

Lawn and Garden A category with the opportunity to inspire. By HBSDealer Staff

T

he Home Depot commissioned a study earlier this year, asking 1,000 Americans about their outdoor spaces. Among the findings: About 30% of Americans don’t know where to start when it comes to outdoor projects, and they’re seeking inspiration. It stands to reason that forward-thinking home improvement retailers will provide just that, through a combination of knowledgeable advice, aspirational point-of-purchase materials and can fill that need with a combination of new products, aspirational point of purchase materials, and a product selection that stops customers in their tracks with innovative shelf-appeal. Keep in mind what motivates the customer. The survey from the world’s largest home improvement retailer also shed light on that point: More than half of Americans (56%) say the biggest reason for maintaining their outdoor spaces is to enjoy them privately with those closest to them. Here are some of the products that can factor into customer enjoyment ranging from the simple joy of easy gardening to the big outdoor project and events.

EGO Nexus Power Station

Described as “quiet clean power for indoor and outdoor use,” the Nexus Power Station is a versatile alternative to the gas-powered generator. The station is loaded with 3 120V A/C outlets and 4 USB ports to charge up a camping, boating or tailgating event. And when plugged in, it’s a four-port battery charger. Chervon North America is based in Naperville, Ill. Egopowerplus.com

Cub Cadet Ultima zero-turn lawn mower

The Valley City, Ohio-based company says more than 63,000 hours of engineering and testing went into the ground-up development of the Ultima Series. The company describes its product as the ultimate in strength, durability and comfort, thanks to a continuous, fully welded 2x2” tubular frame. The Ohio State University vouches for the products best-inclass cut quality. The AeroForce cutting system (available on select Ultima Series mowers) leads to fewer clumps and increased evenness for a better lawn. Cubcadet.com

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SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com


Makita self-propelled wheelbarrow

The 18-volt X2 LXT Brushless Cordless PowerAssisted Wheelbarrow Kit can carry 300 pounds of payload up a 6% grade at a clip of 2.5 mph. That’s a powerful assist for the serious gardener — or for material transport to job sites. For innovation, the product holds two 18 V LXT batteries, but operates using one battery at a time. The steel bucket wheelbarrow converts to a steel tube flat bed, sold separately. The X2 even has LED headlights, one on each side of the frame to illuminate the work area. Makita U.S.A. is based in La Mirada, Calif. Makitatools.com

Seedsheet Mini Garden Kit

The mission of this 2019 National Hardware Show award winner and Vermont-based AgTech startup is simple – to make gardening ridiculously easy. The seeds in the kit are contained in dissolvable pods for seamless planting, and they’re organized with the right soil type for maximum harvest. Three different kinds of Mini Garden Kits available, allowing for herbs, salads or pesto (shown here) gardens in any home, patio or balcony. A Mini Garden Kit sells for about $15. Seedsheets.com

Insta Brace

Antioch, Calif.-based Bond Manufacturing’s Insta Brace product makes gardening easy by allowing gardeners to build any sized raised garden bed. The Insta Brace comes in a four-pack — one brace for each corner of a rectangular bed. The brace is built for any 2-inch thick dimensional lumber. No tools are needed, unless the gardener prefers to screw the wood to the brace for a more permanent bed. The steel product comes in four designs, including a dragon fly and bumble bee design. Bondmfg.com

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HARDWARE + BUILDING SUPPLY DEALER SEPTEMBER 2019

45


MARKET INSIGHTS

Builders’ Update Builder confidence rises slightly, despite affordability concerns By HBSDealer staff As the building industry goes, so goes the hardware and building supply business. The substantial body of research and analysis in the home builders’ sphere includes the following findings:

Ownership prospects. A poll

conducted by the National Association of Home Builders (NAHB) during the second quarter 2019 revealed that only 12% of adults are prospective home buyers and are planning to buy a home

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SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

in the next year. After asking prospective buyers about their expectations for housing availability going forward, just 20% expect the search for a home to become easier in the months ahead. This is a slight drop from 21% who had the same expectation a year ago. The NAHB’s findings were derived from NAHB’s Housing Trends Report for the second quarter of 2019. The NAHB said about 67% expect availability to be harder or remain unchanged, also about the same as a year earlier (68%). The NAHB also asked potential buyers about the inventory of housing available in their markets and whether the number of for-sale homes, that they like and can afford, was changing. Across generations, 27% of Millennials, Gen X, and Boomer buyers report seeing more homes they like and can afford on the market, compared to a lower 23% among seniors. Regionally, buyers in the South are most likely to report improving availability (30%), while those in the Northeast are the least likely (22%).

Trade policy. The United States-

Mexico-Canada-Agreement (USMCA) holds the potential to boost the housing economy and reduce price volatility for building materials, according to the NAHB.

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The NAHB says it “needs” members to do their part by and sending a letter urging members of Congress to ratify the USMCA. “Each year, the U.S. residential construction and remodeling industries rely on tens of billions of dollars in building materials sourced from Mexico and Canada. These materials are not simply the constituent parts of a home, they also represent jobs for Americans building those homes,” the NAHB said. The association has made the process easy by setting up a page where NAHB members can directly tell members of Congress to act on the USMCA. (The link is capitolconnect. com/builderlink/.) “Trade policy affects housing costs. Take action now and ask your member of Congress to ratify the USMCA,” the NAHB has told members.

of building activity because the rate declines occurred due to economic uncertainty stemming largely from growing trade concerns,” said NAHB Chief Economist Robert Dietz. “Although affordability headwinds remain a challenge, demand is good

and growing at lower price points and for smaller homes.” The HMI index gauging current sales conditions increased two points to 73 and the component measuring traffic of prospective buyers rose two points to 50. HBSD

Builder confidence. As mortgage rates have dropped, builder confidence is ticking upward. Builder confidence in the market for newly-built single-family homes rose one point to 66 in August, according to the latest National Association of Home Builders/Wells Fargo Housing Market Index (HMI), released in mid August. Sentiment levels have held at a solid 64-to-66 level for the past four months, the NAHB said. But despite the slight increase in confidence, the picture remains somewhat blurred as home builders continue to confront affordability concerns. “Even as builders report a firm demand for single-family homes, they continue to struggle with rising construction costs stemming from excessive regulations, a chronic shortage of workers and a lack of buildable lots,” said NAHB Chairman Greg Ugalde, a home builder and developer from Torrington, Conn. “While 30-year mortgage rates have dropped from 4.1% down to 3.6% during the past four months, we have not seen an equivalent higher pace

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For over a century, we have insured the lumber and building material industries. A long time has passed since we first started insuring the unique risks of wood-based businesses in 1895, but our core values remain the same – we are committed to bringing our policyholders the most comprehensive and current coverages along with sophisticated risk management practices to keep their businesses safe and prosperous. Put our time in the wood industry on your side. Contact us or your broker for a competitive quote. It’s about time you moved your insurance to PLM.

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2/6/2018 10:49:56 AM HARDWARE + BUILDING SUPPLY DEALER SEPTEMBER 2019 47


PEOPLE IN THE NEWS Tractor Supply’s president and COO resigns Tractor Supply Company announced that President and Chief Operating Officer Steve Barbarick has resigned from the company, effective Aug. 23. The company did not provide an explanation for Barbarick’s resignation. In turn, Tractor Supply has extended the contract of CEO Gregory Sandfort for a period of up to one year. In a statement issued by the Brentwood, Tenn.-based retailer, Sandfort said, “In his two decades with Tractor Supply, Steve has made numerous valuable contributions to the growth and success of the Company. On behalf of the entire Tractor Supply team, we thank him and wish Steve and his family the very best in the future.” Barbarick has served as COO since August 2018, having previously served as president and chief merchandising officer for Tractor Supply Company since May 2016. He also served as executive vice president and chief merchandising officer since 2015. In addition to other previous leadership positions at Tractor Supply, Barbarick sat on the company’s board of directors. He joined the company as a buyer in 1998. The company’s board has retained Egon Zehnder, an executive search firm, as part of a CEO succession planning process. Sandfort will continue to serve as CEO until a successor is appointed. “Under Greg Sandfort’s leadership, Tractor Supply has delivered exceptional financial results and built a deep and talented management team. Given Greg’s track record of success, it is clear that the Company and our shareholders will be best served by his continued leadership as the Board conducts the process of identifying a successor to lead Tractor Supply’s continued growth and success,” said Cynthia Jamison, Tractor Supply chairman. Tractor Supply operates 1,790 stores in 49 states along with 177 Petsense stores in 26 states.

Roseburg Forest Products has named Tim Pruitt as the company’s new business manager for millwork. The new position will focus on developing millwork applications for the Roseburg MDF product line. Pruitt will collaborate with clients and Roseburg team members to identify growth opportunities from recent MDF acquisitions, the company said. Pruitt most recently served as director of business development at USply LLC, where he managed that company’s entry into the Millwork segment. Prior to USply, Tim was sales and product manager for similar product lines at ARAUCO North America.

48

Lumber Liquidators appointed Nancy Walsh as the company’s new chief financial officer. The move is effective Sept. 9. Walsh replaces interim CFO Timothy Mulvaney who will return to his role as chief accounting officer of the company. Walsh brings over 30 years of public company finance and retail industry experience. She most recently served as executive vice president and chief financial officer of Pier 1 Imports, Inc. Prior to that, she served as executive vice president and CFO of The Bon-Ton Stores, Inc. and in various finance and leadership positions with Tapestry, Inc., formerly known as Coach, Inc. Masonite International Corporation has appointed Cory Sorice as senior vice president and chief innovation officer. Sorice joins Masonite with more

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

than 25 years of marketing, business development and general management experience. Most recently, he was vice president and general manager of emerging business for Chamberlain Group, specializing in garage, gate and commercial door access. Before joining Chamberlain, Sorice held leadership roles at Stanley Black & Decker Corporation, Newell Rubbermaid and the market research firm Information Resources, Inc. According to Masonite, Sorice is a named inventor on 10 U.S. patents in home automation and access controls. McCoy’s Building Supply has made a series of store manager appointments: Robert Aranda has been named store manager of McCoy’s San Antonio, Texas location. Aranda began his career with McCoy’s 16 years ago working at his hometown store in Harlingen, Texas. He served in various sales roles, eventually joining the company’s Management Development Program (MDP) and serving as assistant manager of McCoy’s Building Supply in Pharr, Texas before coming to San Antonio. Colton Meiman has been named McCoy’s store manager in Pasadena, Texas yard. Meiman has been with McCoy’s for five years. He started out working as a store inventory coordinator and soon enrolled in the company’s MDP program. He went on to serve as assistant manager in Manchaca, Texas before his promotion to Manager.

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Stan Nelson has been appointed store manager of the pro dealer’s Laurel, Miss. location. Nelson joined McCoy’s in 2014 and has more than 35 years of industry experience. He most recently served as a commercial sales representative before being promoted to store manager. Holton Walker has been named store manager in Beeville, Texas. Walker joined McCoy’s two years ago after serving in the military. Most recently,

Walker served as assistant manager in Bryan and Tyler, Texas before his promotion to manager.

assistant manager at several locations before his promotion to store manager in Pasadena, Texas in February of this year.

Will Fritzlan is McCoy’s new store manager in Alvin, Texas. Fritzlan has been with McCoy’s for nearly three years. He started out unloading freight trucks at McCoy’s Bryan, Texas store before becoming the yard foreman at McCoy’s. After a year with the company, Fritzlan enrolled in McCoy’s MDP and eventually served as

Builders FirstSource announced the appointment of Janice Davis to the company’s board of directors. Davis has held a number of senior leadership positions in the automotive, aerospace, and telecommunication industries. Most recently, Davis served as the executive vice president, business transformation and chief procurement officer at Shaw Communications Inc. Prior to that, Davis served as vice president and chief procurement officer at Bombardier Aerospace and in a variety of positions at Ford Motor Company.

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DiamondDefense from MoistureShield MoistureShield, a division of Oldcastle APG, a CRH Company, has introduced the DiamondDefense Coating, an all-polymer cap on its MoistureShield Vision line of capped composites. This exclusive technology provides the strongest composite cap in the industry to resist damage from scratches, stains and fading. DiamondDefense technology brings peace of mind to customers who want the look of interior hardwoods with the strength that’s needed in outdoor environments. Moistureshield.com

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HARDWARE + BUILDING SUPPLY DEALER SEPTEMBER 2019

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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) July: 1,191,000 1400

40

1300

30

NAICS 44413

(sales in $ billions)

3

39.1 37.8

34.7

33.1

(sales in $ billions)

36.0

2.69

2.67 2.31

30.5

2.45

2.39

2.44

2

20

1200

1 10

1100

1000

0

APRIL

J A S O N D J F M A M J J

2018

SOURCE: COMMERCE DEPARTMENT

MAY

0

JUNE

APRIL 2018

2019

MAY

JUNE

2019

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

Single-family starts (in thousands, SAAR) July: 876,000 1000

HBSDealer Stock Roundup

950

the percent-change performance of stocks based on Aug. 22 prices 25

900

SHW

20 850

TSCO HD

10 ANNUAL CHANGE

800

750

BLDR

15

J A S O N D J F M A M J J SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) July: 5.42 million 5.75

BMC

DE

5

LOW

DJI

0

SWK

-5 -10 -15 -20

5.5

BECN

-25 5.25

-30 -15

WY

-10

-5

0

5

10

15

20

25

5

MONTHLY CHANGE 4.75

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

J A S O N D J F M A M J J

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)

5.0 4.5

100

5.5

$2.50

Current

$2.00 80

6.0

Prior month

120

Prior year

4.0

3.7% 3.5

50

July

6.5 60

135.7

$2.60

July

Aug. 22

140

SEPTEMBER 2019 HARDWARE + BUILDING SUPPLY DEALER

$1.50

$3.00

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

HBSDealer.com


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