Pro Dealer Q2 2026

LOSS PREVENTION // TECHNOLOGY: WHAT PAYS MOST? // JOBSITE SALES CALLS

PRO Dealer Q2 2026

THE ULTIMATE RESOURCE FOR LBM DEALERS, GSDS, & SPECIALTY DEALERS SERVING THE HOMEBUILDING & ICI INDUSTRIES

Sellick forklift distributed by

S P EC I A L F E AT U R E

PRO YARD EQUIPMENT GUIDE CHOOSING A NEW FORKLIFT

PD-Q2-26-Cover.indd 1

2026-05-07 4:48 PM

Orgill-PDQ12026.indd 2

2026-05-04 5:29 PM

Orgill-PDQ12026.indd 3

2026-05-04 5:29 PM

MASTHEAD

PRO Dealer EDITORIAL

SECOND QUARTER/2026 // VOLUME 3, NO. 2 2060 Lakeshore Road, Suite 702, Burlington, ON L7R 0G2 • 905-330-3061 @Hardlinesnews • www.hardlines.ca

ADVERTISING/ADMINISTRATION

EDITORIAL ADVISORY BOARD

EDITOR-IN-CHIEF

PRESIDENT & PUBLISHER

Michelle Chouinard-Kenney

Steve Payne steve@hardlines.ca

David Chestnut david@hardlines.ca

GIBSON BUILDING SUPPLIES

QUEBEC EDITOR

ACCOUNT MANAGER

Brian Lavigne

Geoff McLarney geoff @hardlines.ca

Shannon MacLeod shannon@hardlines.ca

EDDY GROUP TIMBER MART

CONTRIBUTING EDITOR

SENIOR MARKETING & EVENTS MANAGER

Luc Léger

Rebecca Dumais rebecca@hardlines.ca

Michelle Porter michelle@hardlines.ca

ELMWOOD GROUP HOME HARDWARE

MANAGING EDITOR

CLIENT SERVICES MANAGER

Rob Gerlsbeck rob@hardlines.ca

Jill MacLeod jillian@hardlines.ca

ART DIRECTOR

ACCOUNTING

Shawn Samson shawn@twocreative.ca

accounting@hardlines.ca

FOUNDER & EDITOR-AT-LARGE

Michael McLarney mike@hardlines.ca COVER PHOTOGRAPHY

Sellick Equipment

Aurora, Ont.

Bathurst, N.B.

Moncton, N.B. Brent Perry ALF CURTIS HOME IMPROVEMENTS

Peterborough, Ont. Gary Sangha CROWN BUILDING SUPPLIES

SUBSCRIBER SERVICES ★ FREE TO HOME IMPROVEMENT DEALERS ★ To subscribe, renew your subscription, or change your address or contact information, please contact our Circulation Department at 866-764-0227; hhiq@mysubscription.ca.

NUMBER ONE IN THE HOME IMPROVEMENT INDUSTRY. ONLINE AND PRINT. Hardlines PRO Dealer is just one facet of the Hardlines Information Network. Since 1995, we’ve been delivering the most up-to-date information directly to you online, in print, and in person. Find out how you can get your message out with us. Contact:

Surrey, B.C.

Hardlines PRO Dealer is published four times a year by Hardlines Inc., 2060 Lakeshore Road, Suite 702, Burlington, ON L7R 0G2. $25 per issue or $90 per year for Canada.

Subscriptions to the Continental United States: $105 per year and $35 per issue.

All other countries: $130 per year.

(Air mail $60 per year additional.)

Canadian Publications Mail Agreement #42175020. POSTMASTER: Send address changes to Hardlines PRO Dealer, 8799 Highway 89, Alliston, ON L9R 1V1.

All editorial contents ©2026 by Hardlines Inc. No content may be reproduced without prior permission of the publisher.

Shannon MacLeod, Account Manager 905-691-2492 • shannon@hardlines.ca

4

PRO Dealer // Q2 2026

PD-Q2-26-Masthead.indd 4

Hardlines.ca

2026-05-06 11:29 AM

EMPOWERING YOUR STORE AND THE PEOPLE WHO DRIVE IT Hardlines HR Advisor is a monthly e-newsletter designed to keep you informed about staffing issues in the retail home improvement industry.

Are you having trouble finding good people? Or getting rid of a problem worker? Do you have a vision for guiding and coaching your team, and yourself, to take your business and your career to the next level? Hardlines HR Advisor is filled every month with insights and tips to help you.

Each issue of Hardlines HR Advisor features: ✔ News about HR topics of interest to our industry ✔ Legal issues that affect your HR decisions ✔ Expert Advice of the Month from HR managers ✔ Ask The HR Department, from a well-known HR agency

SIGN UP TODAY FOR FREE:

Hardlines.ca/publications/hr-advisor

Hardlines-HR-Advisor-fullpagead.indd 5

2026-05-05 9:15 AM

CONTENTS

PRO Dealer SECOND QUARTER 2026 // VOLUME 3, NUMBER 2

PAGE 12

NEWS USG APPOINTS CANADIAN CEO

10 THE CUSMA CONUNDRUM EDITORIAL

42

VENDOR FORUM

MARTHA SWINN, PRESIDENT, DUPONT CANADA

RELIEF ON STEEL DERIVATIVE TARIFFS HOME DEPOT ROLLS OUT NOTIFICATIONS FOR PROS BMR’S VERY GOOD YEAR

THAT WILL 62 SKUS MAKE YOU MONEY PRODUCTS FOR PROS

ORA ENTRIES DUE JUNE 12 AD REACHES US$100 BILLION PROVAN WYLIE 1938-2026

72 SEE WHAT’S IN OUR NEXT ISSUE INDEX TO ADVERTISERS

TO THE 74 GETTING CHURCH ON TIME DELIVERY CHALLENGE

6

PRO Dealer // Q2 2026

PD-Q2-26-Contents.indd 6

Hardlines.ca

2026-05-04 3:20 PM

MaxUSA-PDQ22026.indd 7

2026-05-04 5:29 PM

CONTENTS

30

COVER STORY

PRO YARD EQUIPMENT GUIDE

How to buy a forklift that will stand up to Canadian conditions outside

22

46

PRO DE ALER PROFILE

SHEPHERD’S HOME HARDWARE BUILDING CENTRE

OPER ATIONS

WHAT’S YOUR BEST TECH BUY IN 2026?

This yard in Armstrong, B.C., has lessons you can learn from

A look at ERP systems, AI, notifications, driver safety tracking, and more

56

LOS S PRE VENTION

STICKY FINGERS

How not to have your profits stolen by shrinkage 8

THE ART OF THE 64 JOBSITE SALE OUTRE ACH

How to do it.

Four pro dealers weigh in

PRO Dealer // Q2 2026

PD-Q2-26-Contents.indd 8

2026-05-05 7:06 PM

CapeCod-PDQ22026.indd 9

2026-05-04 5:30 PM

FROM THE EDITOR

THE CUSMA CONUNDRUM Expect this to be a bumpy summer of trade negotiations—

BY STEVE PAYNE Editor-in-Chief PRO DEALER steve@hardlines.ca

with the Americans walking away from CUSMA

As CEOs in this industry have repeatedly told me, Canada has the best trade deal with the United States of any country in the world.

This is because of the Canada-United States-Mexico Agreement (CUSMA), which took effect in July 2020.

When Donald Trump signed it, he called CUSMA the best trade deal ever.

But when he imposed a variety of worldwide tariff s a year ago, we saw a lot of “elbows up” stuff from Canadian journalists. After all, CUSMA guarantees that 90 percent of our exports and imports travel tariff-free.

Truth is, we don’t get to the real haggling on trade with our southern neighbours until this summer. On July 1 and thereafter, CUSMA is scheduled to be renegotiated.

Canada has a comprehensive arsenal of tools to achieve a satisfactory agreement. Oh, the United States will predictably walk away from the table, almost guaranteed. Expect that to happen around August or September.

Journalists will then talk about the destruction of the Canadian economy.

And the road to a revised CUSMA won’t be smooth.

But Canada and the United States (and Mexico) will get it done. Deals are signed because the cost of not working out a deal is too high.

“

But it will likely be solved over time. Because CUSMA works too well for the Americans.

This is the case with CUSMA negotiations. Canada has the trump card of $180 billion in energy exports to the United States. And an integrated economy in which large numbers of American parties hold vast interests in Canada.

Not signing CUSMA—or extending it, even for a year at a time (until 2036 when it finally expires)—is going to be far too painful for Americans. After all, there’s one trillion dollars in trade between our two countries.

So, try to relax. And expect the fireworks that dealing with the Trump administration always sets off.

10

PRO Dealer // Q2 2026

PD-Q2-26-Editorial.indd 10

Hardlines.ca

2026-05-04 3:22 PM

“

I think wearing the red shirt means something to people across this country.

Chris Locke Store Owner Orillia, ON

100% Canadian.

100% Dealer-owned and operated.

”

When you join the Home Hardware family, you become part of a tight-knit community that’s free from the pressures of external shareholders. Gain access to a trusted brand with personalized resources dedicated to helping your unique business thrive, plus a coastto-coast Dealer network ready to back you every step of the way.

Scan to learn more

DRC-25-001 Hardlines Pro Ad Update.indd 1 HomeHardware-PDQ22026.indd 11

2026-04-16 PM 2026-05-04 12:00 5:31 PM

PRO Dealer

NEWS

WHAT’S HAPPENING IN THE PRO INDUSTRY Sign-up for Breaking News at Hardlines.ca

CANADIAN APPOINTED CEO OF USG CORPORATION A Canadian veteran of the gypsum business has been appointed CEO of USG Corporation, headquartered in Chicago.

Christopher (Chris) Macey, who was formerly COO of USG, holds an MBA from Ivey Business School at Western University, London, Ont. The Oakville, Ontario native got that degree 20 years ago and Macey has been a veteran of the drywall industry for about the same time. He has led USG’s Mexican operations, USG LatAm, which also serves Central America and the Caribbean. He had a long stint as president of CGC Inc., starting in 2010.

Macey took the helm in a planned succession.

Christopher Griffin, former CEO, is retiring after more than 30 years with USG. He will remain the company’s CEO Emeritus.

“I am honoured to lead USG at such a pivotal moment,” said Macey. “Having spent 20 years with

Christopher (Chris) Macey, who was formerly COO of USG, holds an MBA from Ivey Business School at Western University, London, Ont.

this company and three decades in this industry, I know that our customer-first culture is our greatest

USG is entering its 125th year of operation this

strength. My focus is on maintaining our momentum

year. It was acquired in 2019 for US$7 billion by

and ensuring we stay the course on the strategy that

Knauf Group, a giant German building materials

has made us an industry leader.”

manufacturer with sales organizations in more than

During his two decades at USG, Macey has held leadership roles in every major North American

12

What Macey remembers most from his very first

division, including serving as president of USG’s

day at CGC 20 years ago isn’t the products or the

gypsum division.

process—it’s the people. Walking into the CGC lobby

PRO Dealer // Q2 2026

PD-Q2-26-News.indd 12

90 countries worldwide.

Hardlines.ca

2026-05-04 3:28 PM

on the first morning, he was impressed by the dis-

States was a pivotal moment—both exciting and, at

plays of ceilings and specialty products, but it was

times, intimidating.”

his first interaction that stayed with him.

He has moved about 10 times. “At the time, I didn’t

“The first person I met, Linda Hertzy, CGC’s

fully appreciate the impact on Cathy [his wife] and our

receptionist, was so professional and welcoming.

young kids—new places, new schools, family far away.”

It set the tone for the whole day,” Macey recalled.

“But those moves also brought new relationships

“Looking back, that was a moment where I thought,

and exposure to different parts of the country. In many

‘I can build a life and a career here.’”

ways, it brought us closer. We relied on each other; it

Macey said: “As a Canadian, moving to the United

wasn’t always easy, but I wouldn’t change a thing.”

OTTAWA PROVIDES PARTIAL RELIEF ON STEEL DERIVATIVE TARIFFS Since Dec. 26, 2025, the industry has been grap-

Sherer was faced with the unappetizing choice of

pling with tariff s. Not tariff s placed on Canadian

paying the tariff and passing it on to his customers or

exports into the United States, but homegrown

taking a loss on the import.

tariff s, imposed by Ottawa.

As Fenestration Canada’s director of regulatory

On Boxing Day, Ottawa imposed a tax on imports,

affairs, Adrian Edge, told Hardlines a few weeks ago,

called “steel derivative tariff s,” on more than 1,000

the Finance Department only has one net: a huge one.

SKUs that the industry imports from abroad. The

“They caught some by-catch,” Edge said.

Finance Department’s main goal was to stamp out

Fenestration Canada set out to apply for “remissions”

metal-product “dumping” from China and other

from Ottawa. In other words, some items would be

countries, in favour of supporting Canadian metal

struck off the list.

producers. This was deemed necessary due to the

On Feb. 24, the Finance Department gave the

25 percent tariff s the U.S. imposed on Canadian

industry some relief on tariff s. “There were two

aluminum and steel. Ottawa wanted to stimulate

remissions ordered on Feb. 24,” Sherer said. “What

Canadian metal production for domestic use.

tempers how good the news is,” he added, “is that the

But Liohn Sherer, president of Ideal Security Inc.,

mechanism used is not an exclusion of the tariff s. We

Montreal, cried foul. He noted that some of the prod-

still have to pay the tariff and then we can file to get

ucts that were tariffed (at a rate of 25 percent) by

it back.

the Canadian government are only available through

“And if we are paying about $15,000, we have to

imports. No Canadian or U.S. firms make those

calculate what percentage applies to what category

items, so they cannot be sourced domestically.

of product. So, it’s more cost and work.”

And some of the products listed by the Finance

There were 43 codes (categories of products) in

Department didn’t contain any steel or aluminum.

the remission order sent by the Finance Department.

Hardlines.ca

PD-Q2-26-News.indd 13

Q2 2026

// PRO Dealer

13

2026-05-04 3:28 PM

NEWS

HOME DEPOT LAUNCHES NOTIFICATIONS FOR ‘BIG AND BULKY’ ORDERS The Home Depot will launch the industry’s “first

multimillion-dollar projects on deadline,” Home

real-time delivery tracker for big and bulky

Depot said.

orders,” the retailer has announced.

“Last-mile logistics for large, fl atbed deliveries

The technology was expected to be available by

have been a persistent blind spot for retailers

the end of the firm’s first fi scal quarter in early May.

delivering building materials to pros. The Home

It will “help pro customers better plan complex pro-

Depot is focused on removing friction at every step

jects by providing minute-by-minute updates,” the

... We know that every minute counts at a busy job

company said in a press release.

site,” said Dee Walk, the big-box chain’s senior

Direct job site delivery is essential for contract-

vice-president of enterprise delivery experience.

ors. Home Depot’s new feature will be available on

The technology is powered by Home Depot’s

mobile devices and at homedepot.com. It will show

driver handheld application. It transmits real-time

customers exactly where their order is on the deliv-

GPS data directly from the delivery truck to show its

ery route and the remaining stops until its arrival.

location and progress on a live map. An SMS notifi-

“Pros will be able to access the near-real-time

cation is sent to the contractor, alerting customers

location of materials like 80-pound bags of con-

that their order is on the way.

crete, bunks of lumber, and drywall. That’s less

Through what the retailer calls an “active, man-

time waiting, and more time co-ordinating sub-

ageable experience,” contractors can plan their day

contractors, managing inventory, and keeping

around the arrival times of orders. “A final screen confirms the time of arrival, ensuring customers are prepared when their order arrives.”

Real-time tracking is already live today for customers ordering large appliances. Future updates will also bring live tracking to iPhone and Android locked screens, allowing users to stay informed without unlocking their phones.

Home Depot’s new technology will show customers exactly where their order is on the delivery route and the remaining stops until its arrival.

14

PRO Dealer // Q2 2026

PD-Q2-26-News.indd 14

Hardlines.ca

2026-05-04 3:28 PM

DIAMOND BLADES FOR CONCRETE CUTTING

EXTREME

DURABILITY & LONGER LIFE in Concrete Cutting Applications

SUPERIOR SPEED-EDGE SLOT DESIGNS, COMBINED WITH ULTRA-DURABLE DISC MATERIALS, DELIVER

30%

4x

UP TO

UP TO

FASTER CUTS

LONGER LIFE

AVAILABLE IN:

4", 4-1/2", 5", 6", 7", 9", 10", 12", 14"

VS. STD DIAMOND BLADES

DiabloTools.com DiabloTools.com

@DiabloTools

@DiabloTools

Customer Service 1.800.263.7016 Hardlines Diamond Masonry Ad.indd 1 Untitled-13 15

@DiabloTools

@Diablo_Tools

@DiabloTools

canadasupport@diablotools.com 2026-03-19 11:19 AM 2026-05-04 5:32 PM

NEWS

BMR EXCEEDS EXPECTATIONS IN 2025 Sollio Cooperative Group, the parent of BMR Group, held its annual general meeting in late February in Quebec City. The group, formerly known as La Coop fédérée, ended its most recent fiscal year with consolidated sales of $8.4 billion, up from $7.8 billion the previous year.

Earnings before patronage refunds and income taxes were $211.9 million for the fiscal year, compared to $129.5 million in 2024. BMR Group, Sollio’s retail division, had wholesale sales of $968.2 million.

According to Sollio, BMR’s performance was “better than expected,” which it attributed to “strict management, the recruitment of new dealers, and

Pascal Houle at the AGM. He is the CEO of Sollio Co-operative, BMR’s parent company.

the deployment of major projects.”

But CEO Alexandre Lefebvre thinks BMR’s respon-

when the retailer launched a new private-label paint

siveness to budget-conscious consumers also

line, Lefebvre told Hardlines those brands included

paid off. “In an economic context that’s a little more

16,000 products. In the La Presse interview, he said

difficult, consumers are more and more sensitive

they now account for up to 40 percent of BMR’s sales.

to price,” he told La Presse. “We see that and we’re adjusting to it.”

Part of that adjustment is a major push on owned brands. At BMR’s last buying show in November,

The retailer is also going after pro customers, notably with a new dedicated mobile app unveiled at its buying show. It has also launched a new tagline for its BMR Pro banner, “Built for Pros.”

ENTRIES FOR PRO DEALER OF THE YEAR ARE DUE JUNE 12 It’s time to submit applications for the 2026

They built a new store in Woodstock that opened in

Outstanding Retailer Awards (ORAs). Entries

2023. With its double drive-through, project-selling

are due at Hardlines by June 12. The ORAs will be

approach, and installed sales focus, it is an impres-

presented in Ottawa during a gala dinner at the

sive example of how stores can emphasize contractor

Hardlines Conference on Oct. 20.

services. It is also one of the best-merchandised

The ORA for Pro Dealer of the Year is one of the most prestigious awards in the industry.

In the past two years (2025 and 2024), the award

Dealers are welcome to self-nominate this year and group head offices are invited to identify prom-

members. Last year, it went to Adams Building

ising dealers and support them in the nomination

Supply of Woodstock and Shakespeare, Ont. The

process.

A chain or buying group may enter more than one

honoured as the best contractor-specialist deal-

store per category. Entries for the ORAs are due

er-owners in the country.

June 12. To get the ORA entry form, go to hardlines.ca.

PRO Dealer // Q2 2026

PD-Q2-26-News.indd 16

Merchandising & Fixtures.

has been won by Castle Building Centres Group

co-owners, Jamie Adams and Tasha Birtch, were

16

pro stores in North America, designed by Burlington

Hardlines.ca

2026-05-05 7:07 PM

Working for our members everyday.

So you can focus on what matters most — your business.

“We have had seven major expansions since joining Sexton Group in 2010. We couldn’t have done that without the tight-knit team of professionals at Sexton Group pointing us in the right direction. I’m often asked at conferences and meetings if I feel the pricing is competitive.

I say “YES.” You don’t expand seven times in 10 years without competitive pricing programs.

That’s why I am a Sexton member.”

Albert Pike, Pike’s Building Centre

Our Promise to You: We help members succeed through advocacy, competitive programs, and transactional excellence—resolving issues fast, securing regional pricing advantages, and delivering the fastest rebates in the industry.

Join Canada’s leading lumber & building supply network.

Visit www.sextongroup.com or call 1-800-665-9209.

Sexton-PDQ22026.indd 17

2026-05-04 5:33 PM

NEWS

AD REACHES US$100 BILLION IN SALES

moved over to AD to head up the Canadian building supplies division, reporting to AD Canada president Rob Dewar.

Each division has its own board of directors.

Affiliated Distributors posted strong member sales

Gary Sangha, the CEO of Crown Building Supplies

in 2025, with combined member sales reaching

Ltd., based in Surrey, B.C., recently stepped down

US$100 billion. That represented a 20 percent

as chair of Building Supplies - Canada. He was

increase, and a record for the buying group.

replaced in the role by Len Hewson, president of

The increase was due largely to acquisitions.

However, growth was also strong on a like-for-like basis, including healthy performance from mem-

Hewson Brothers Building Supply Inc., which has two stores in Southwestern Ontario.

The Building Supplies - Canada division has been

bers north of the border. “Same-store sales by

growing steadily since its formation here, largely

country, in local currency, increased 6.0 percent in

through the signing of independent dealers across

the U.S., 5.0 percent in Canada, and 1.0 percent in

the country. When it took over TORBSA, it inherited

Mexico,” AD said in a release.

30 members in 40 locations. It now counts 67 loca-

AD is a large North American contractor and industrial products wholesale purchasing

tions, Williams told Hardlines.

Recruitment is handled by Stephane Gaumond

co-operative that operates in a range of channels.

and Dave Kellam, both directors of business

In Canada, those segments are: AD Industrial &

development, under Williams.

Safety, Plumbing and Heating, Electrical, and Building Supplies - Canada.

Williams observes that AD Canada brings a unique offering to the marketplace, given that the group

AD Canada’s headquarters are housed in its

is “truly member-owned and governed,” he said.

50,000-square-foot warehouse in Mississauga,

Williams cites “the transparency with our mem-

Ont., which supports all Canadian members.

bership and our relationships with our supplier

Building supply stores in Canada comprise the AD Building Supplies – Canada division. That division was formed on July 1, 2022, when an existing buying group, TORBSA, merged with AD Canada.

At the time, TORBSA president Paul Williams

partners.” He said that “operational strategy adds profitability to our members’ bottom line.”

Membership refl ects both DIY and contractor yards. “Commercial or residentially focused, our business can help our members grow their business and compete in today’s market,” Williams adds.

The team’s efforts are showing results. Toward the end of 2025, the group announced two new members. Urban Design Building Materials of Langley, B.C., founded in 2014, serves Vancouver and the Lower Mainland. The company specializes in masonry, siding, building envelope, and stucco products. It became a member officially on Jan. 1.

More signings in Central Canada are already adding to AD Canada’s building supply ranks. They include Bedi Enterprises Canada, of Mississauga, Ont.; and True Building Solutions, of London, Ont., among others.

18

PRO Dealer // Q2 2026

PD-Q2-26-News.indd 18

Hardlines.ca

2026-05-04 3:28 PM

INSULATION MATTERS

FOR EVERY ROOM EXTERIOR POLYISO SHEATHING

Make your home quiet and comfortable year-round with top notch insulation from Johns Manville.

BLOWN-IN FIBREGLASS

MINERAL WOOL FIBREGLASS BATTS TS AND ROLLS

GOBOARD®

Our high performing insulation options provide thermal and acoustical support for every room in the house. Request Johns Manville from your local contractor.

JM.com © 2025 Johns Manville. All Rights Reserved.

JohnsManville-PDQ12026.indd 19

2026-05-04 5:35 PM

NEWS

PROVAN WYLIE 1938-2026

than anybody else. We’re going to ‘niche’ LBM into the year 2000 and we need a yard to do that.”

Like many business leaders of his generation, Wylie was a company loyalist. In his 54 years in the

Provan (Pro) Wylie, former president of Castle

LBM business, he would work for just fi ve firms:

Building Centres Group, died March 6 at the age of 87.

Beaver Lumber, Regent Plywoods, Canfor, Cashway

When he arrived at the buying group in 1994 (the same year that Home Depot came to Canada), he

Building Centres, and Castle.

Wylie graduated from Ryerson Institute of

often said that he wanted “evolution not revolution”

Technology (now Toronto Metropolitan University)

at Castle.

in 1961. Armed with a diploma in business admin-

Wylie’s conservative approach to business

istration, he went back to work for Beaver Lumber

was undoubtedly key to his group’s resurgence.

strictly because, he recalled later, “they had put me

Galvanized by the arrival of the big boxes in Canada,

through school.”

the building supply industry was replete with reactive

“My obligation was to Beaver,” he said.

business models. But Wylie avoided those pitfalls.

He would hitchhike between school and his week-

He declared in an interview that, while “everyone

end shifts at the lumberyard in his hometown.

is trying to be all things to all people,” Castle would

Wiley was vice-president of marketing at

head in the opposite direction. The group would

Cashway Building Centres when he was hired by

specialize in its core strengths, Wylie said. “Going

Castle in 1994. The buying group was 31 years old

back to basics,” he called it.

and had gradually been losing members.

“We’re in the lumber and building materials busi-

Wylie set out to reverse that trend. He hired Ron

ness and we’re going to be there bigger and better

Marchetti from Homecare Building Centres (today TIMBER MART) as vice-president of dealer recruitment. A new store identity program was rolled out.

Typical of Wylie, it was implemented without costing the dealer-owner much money. The expense was mostly in paint (in Castle’s new colours: blue and gold).

Wylie’s wife, Linda, died less than two years before him after 56 years of marriage. The Wylies are survived by two daughters and six grandchildren. A celebration of life was held on April 23 in Guelph.

Provan Wylie was a company loyalist and in his 54 years in the LBM business, he would work for just fi ve firms: Beaver Lumber, Regent Plywoods, Canfor, Cashway Building Centres, and Castle.

20

PRO Dealer // Q2 2026

PD-Q2-26-News.indd 20

Hardlines.ca

2026-05-07 9:22 AM

SIDING WITH A FAST INSTALL AND LONG WARRANTY? THAT’S SMART. • Easy to cut, transport, and install • Performs durably on the jobsite, helping speed installation and minimize waste • Backed by an industry-leading 5/15/50-Year Prorated Limited Warranty

AVAILABLE FROM:

To learn more, visit LPCorp.com/ExpertFinish © 2026 Louisiana-Pacific Corporation.

Refer to limited warranty at LPCorp.com/literature for complete details including important limitations and exclusions.

Taiga-SmartSide-PDQ22026.indd 21

2026-05-05 9:19 AM

Technology

By Steve Payne

WHAT’S YOUR BEST TECH PAYBACK IN 2026?

Webinar reveals crucial intel for building supply dealers looking to up their technology game

Webb Analytics held a webinar in early

Bahamas, which has two locations in Nassau, in

February that asked: “What is your best tech

the Caribbean.

payback in 2026?” To answer, Craig Webb, a

The dealers were joined by a tech vendor, Kris-

Washington, D.C., home improvement industry

tina Henn, vice-president of product management

researcher and consultant, enlisted the help of

for lumber and building materials and distribution

two building supply dealers from diff erent parts of

at ECI Software Solutions, Palm Desert, Calif.

North America.

Sukhi Sidhu is the strategic project manager for

for building supply dealers that have attracted his

Pacific West Systems Supply Ltd., a leading dealer

attention in recent months. He started with digit-

to the wall and ceiling industry in Western Canada.

al shelf labels (DSLs). Webb then talked about

PacWest is a TIMBER MART commercial division

robotics, which is used in retail to track products

member. It has 21 branches in B.C., Alberta, and

on the shelf and verify that planograms have been

Manitoba. Sidhu is based in the Vancouver area.

assembled correctly.

Sidhu was paired on the dealer side with Brent Burrows, vice-president of retail and sales at CBS

22

PRO Dealer // Q2 2026

PD-Q2-26-Tech.indd 22

Webb opened with an overview of technologies

Next, Webb discussed software packages that can now be attached to store security cameras to iden-

Hardlines.ca

2026-05-04 4:01 PM

“

Recently AI has become so much better, so much quicker. Our customers rely on it heavily. And our staff relies on it heavily. The AI bot on the website is becoming aware enough to understand the context of the conversation.

—Brent Burrows, CBS Bahamas, Nassau

have them delivered quickly, thanks to technology.

“We can very easily add them to our website with just a few clicks. They’ll be priced instantly with our non-stock pricing rules from the POS system.

And we can send the customer a link to purchase the item. And that’s money in our pockets that we wouldn’t have had,” he said.

Burrows said his special-order business is clearing one container a week on average. “That’s a good bump in sales. The response has been amaztify who is entering a store. Webb name-checked various AI tools that will review retailer contracts and identify areas that need strengthening.

SPECIAL ORDERS TO THE BAHAMAS

ing—way better than we ever anticipated.”

Burrows also highlighted his business’s AI-­ powered customer chat feature. He’s had it since the early days of ChatGPT in the fall of 2022, when generative AI first went mainstream.

Burrows from CBS Bahamas brought up a spe-

“Recently it’s become so much better, so much

cial feature that ECI Spruce recently added to his

quicker,” he said. “Our customers rely on it heavily.

stores. His customers have full access to real-time

And our staff relies on it heavily. The AI bot on the

inventory from Orgill’s distribution centre, which

website is becoming aware enough to understand

can ship any special order to The Bahamas in 10

the context of the conversation. It knows when

days. ECI even calculates the retail price of an

a customer is frustrated. It knows when it’s not

item, based on store-controlled inputs.

helping well enough and when it needs to escalate

“Let’s say a customer wants to buy a log splitter,” Burrows said. People don’t buy many log splitters in The Bahamas, he explained, yet the store can still

Hardlines.ca

PD-Q2-26-Tech.indd 23

something to one of our team members.

“It’ll shoot us an email. It’ll tell us if it’s urgent or whatever the case might be. And so there’s

Q2 2026

// PRO Dealer

23

2026-05-04 4:01 PM

Technology

“

One of our main focuses was data. We wanted to make sure that our branches were making the right decisions based on the information we had at our fingertips.

—Sukhi Sidhu, PacWest Systems Supply

no frustration on the customer’s part. The bot is

It wasn’t easy. To drive the data culture, manage-

trained to upsell, close sales, and help customers.

ment had to start “from top to bottom,” Sidhu said.

We’re quite happy with that.”

“We had quarterly meetings with our branch man-

“It’s saved us a ton of time in customer support

agers to tell the story on what’s happening at each

as well. And it’s available 24-hours a day. You can’t

branch. There was a very positive ROI on this.”

beat it, really. After some time, it becomes a member of your team.”

of PacWest’s data journey. It was to implement DQT Technologies’ platform, which is partnered with

CANADIAN DEALER’S TECH ROADMAP

Spruce at ECI Software. “Just like Amazon, we wanted to be able to provide notifications to our

Sukhi Sidhu, from PacWest Systems in B.C.,

customers, for example, on proof of delivery.

entered the conversation at this point. She

Because a lot of times we would get calls

talked about her building supply dealer’s

from one of our Alberta locations, saying,

“technology roadmap,” which it embarked on

‘Hey, we didn’t get the fi ve bags of insulation

three years ago.

“One of our main focuses was data,” Sidhu

Craig Webb

theft happening.’

“We were able to say, ‘Here’s a picture

branches were making the right decisions

of the material we delivered.’” Sidhu also

based on the information we had at our

discussed smaller contractor customers who

fingertips. In order to do that, we had to build

can now plan their days around PacWest’s

our data source. Basically, we connected to

notifications. For example, if a drywall deliv-

“And we put all our data in one data link

Sukhi Sidhu

through Azure, and we built reports using Power BI. Once we had built the reports, it was a chal-

ery is set to arrive on site in the morning, the contractor can schedule drywallers to arrive

in the afternoon and start work on the project.

“It’s a huge, positive ROI for us, based on cus-

lenge to get people to actually look at the data to

tomer notifications, proof of delivery, and cost

make strategic decisions. There are, after all, 21

savings,” Sidhu said.

branch managers at PacWest.”

But PacWest persevered and now it can have smarter conversations with its managers. “We are able to point out, for example, how much inventory they have. We wanted to make sure that we’re

Webb observed: “I like how you’ve got this on a cellphone.”

To which Sidhu replied: “And that’s how our customers live these days.”

keeping our costs down. And making sure that

ECI SOFTWARE

we’re carrying the correct product to make sure we

Webb next introduced Kristina Henn, VP of product

have the proper turnaround.”

management at ECI Software Solutions.

PRO Dealer // Q2 2026

PD-Q2-26-Tech.indd 24

that you dropped off because there’s so much

said. “We wanted to make sure that our

every third-party and our ERP system.

24

Sidhu then moved on to discuss the second stage

Hardlines.ca

2026-05-04 4:01 PM

Promoting the coalition of Paint Dealer & Supplier

DEALER PARTNERSHIP PROGRAM Promouvoir la coalition des distributeurs et fournisseurs de peinture

PROGRAMME DE PARTENART AVEC LES DISTRIBUTEURS

Trevor Maximuk Director of Trade Sales and Corporate Dealer Development Directeur des ventes commerciales et du développement des concessionnaires corporatifs (306) 713-8053

tmaximuk@cloverdalepaint.com

2025 CP Hardlines Fourth Quarter Cloverdale-HHIQ4Q2025.indd 25 Ad - PD Magazine_FINAL.indd 1

2025-09-08 2026-05-04 10:03 5:37 PM AM

Technology

Henn led off her remarks by comparing the two

they’re going to see a customer, such as very quick

diff erent sides of technology: people issues and

analytics of which categories this customer has

the tech itself. “It’s not about the technology, it’s

dropped off in. Or what months do they drop off in

about the problem that you’re trying to solve,” she

sales? And being upfront with that, and knowing

remarked. “It’s a mindset. And with the genera-

your information [about customers], is so much

tional change now happening, this has led to more

more powerful than assuming information.

people embracing and taking a risk on technology.”

Henn spoke about the verbiage in place at ECI to

GETTING EMPLOYEES ON BOARD

clarify dealers’ expectations for technology. “For

Webb then asked the group: “So are you telling me

example, we call it practical AI, because

that it was as easy as pie to get all your employees

we want to look at it from a practical

onto these tech changes? What did you have to do

point of view. People really appre-

to win them over?

ciate it if you share the practical-

Sidhu responded: “We were trying to train our

ity of a solution with them. You

staff as well because technology is a huge, hard

don’t talk so much about

change. Most branch managers are more

technology, but about the

like doers. They’ll jump on a forklift truck

problem you are solving.

when it is needed. Whereas sitting back and

“I think that’s where

analyzing your data is a lot more difficult,

we see technology really

in my opinion. And getting them on board

helping with more automation and just making every-

Brent Burrows

Brent Burrows then explained how tech-

ployees are also more productive. I think that’s a really important point as well. By

nology affects employees, noting that in The

taking some of the stress off of them at work,

Bahamas, people have been slower to adopt

with automation, it makes a huge diff erence.”

digital technology.

At this point in the conversation, Webb turned to Sidhu and asked, “Sukhi, you’ve

Kristina Henn

“The internet and online shopping are still a little bit scary or unfamiliar to people.”

already said that you’re looking at time. But you’re

When he first launched his store’s website, Bur-

also looking at mistakes, errors, and safety. So,

rows said that he had to put his faith into the even-

I presume those things all figure in when you’re

tual buy-in “if the tech was good.”

trying to figure out whether it’s worthwhile.”

“

Sidhu replied: “Yeah, one hundred percent. As

Kristina said, we’re now pushing our sales team to use the data more in preparation for when

PRO Dealer // Q2 2026

PD-Q2-26-Tech.indd 26

with us every quarter just to talk about their data.”

body’s life easier. And happy em-

26

was a question of asking them to come meet

It was. Thankfully, there was an “aha” moment “when it clicked and the benefi ts registered.”

But before that, his store needed a strategy for that most tech-averse customer group: contractors.

At ECI, we call it practical AI. People really appreciate it if you share the practicality of a solution with them. We don’t talk so much about technology, but about the problem you are solving.”

—Kristina Henn, ECI Software Hardlines.ca

2026-05-05 7:09 PM

STANDS UP STRONG TO HAIL IMPACT! ALIGN COMPOSITE CLADDING HAS IT ALL: high-end aesthetics with superior durability that withstands the challenges of time and nature – including hail impact. Elevate your projects with the best exterior cladding yet.

TAKING THE LEAD IN FUTURE-FORWARD BUILDING MATERIALS

• Remarkably realistic look of wood

ALIGN’s exclusive (GP)2 Technology increases its structural strength for a powerful shield against hail, pounding rain, harsh winds, intense heat and frigid cold.

• Available in 7" Plank and 12" Board & Batten

You’ll also appreciate the time and cost savings of this trade-friendly cladding. ALIGN requires fewer labourers – a single installer can get the job done, and no special tools are required.

• No sealing, touching up, joint flashing

®

• Strong, lightweight construction for easier and

quicker install than fibre cement or caulking

• 20 on-trend, fade-resistant colours • Lifetime limited warranty; see warranty for details

gentek.ca

Gentek-ALIGN-PDQ22026.indd 27

Make us a part of your home.

Discover the value of ALIGN at gentek.ca/align

2026-05-04 5:39 PM

Technology

“

We decided to tell our existing contractors who had in-store accounts: ‘Hey, sit with us for 10 minutes. We’re going to give you a $20 gift card. Let’s get you set up online. Let’s show you how to use this stuff.’

—Brent Burrows, CBS Bahamas, Nassau

“We decided to tell our existing contractors who had

of seeing these complex, complicated websites like

in-store accounts: ‘Hey, sit with us for 10 minutes.

ours, and they think: ‘That’s too much to handle.’ But

We’re going to give you a $20 gift card. Let’s get you

it doesn’t have to start like that. I always encourage

set up online. Let’s show you how to use this stuff.’

people to start with what I call ‘hybrid e-commerce.’ “

“They were a bit apprehensive. But once we

Burrows advises dealers who are starting from

showed them, and once they saw the benefits, they were like, ‘Wow, this is terrific!’”

‘REDUCING THE FRICTION’ Henn said ECI Software sees one of the biggest opportunities as “reducing the friction” for customer transactions.

then if they pay on that quote with your payment portal, get a gauge of their interest. Maybe add a PDF catalogue online next. Something simple.”

“There are very easy, scalable ways to do it, instead of diving headfirst in. Just take little steps here and there, and before you know it, you’ll be growing

ing COVID was a big step in the direction of reducing

something nice and big. He recalls that before 2020,

the friction. The biggest challenge we have is em-

CBS had no e-commerce presence. “In five years,

ployees who are in their retirement years working

we’ve got something pretty complex and great.”

Webb asked the same “technology starting from

under-25-year-olds going to high schools or col-

scratch” question of Sidhu. She replied that she

leges. And those are two very different user groups.”

would focus on a customer portal first. “Because

Webb asked the two dealers to imagine they were

you can build the customer portal on a platform

starting from scratch with technology. What would they start with first among four choices?

E-commerce? Bill payment systems

that can become e-commerce.”

Sidhu said that PacWest is not ready for e-commerce only because the

and tracking their invoices?

company didn’t think it had

Inventory control? Or fourth,

the necessary inventory

customer relationship

accuracy.

management (CRM)?

“Displaying the inven-

Burrows replied:

tory on the e-commerce

“E-commerce has al-

side could be costly,

ways been my baby, so

because you could

I’ll have to go with that.”

lose the trust and

“A lot of people get turned off at the idea PRO Dealer // Q2 2026

PD-Q2-26-Tech.indd 28

“Let people call in, get a quote from you, and

“I really think that the adoption of technology dur-

part-time in stores. And we see a whole bunch of

28

scratch to set up a “simple payment portal.”

faith of the customers [viewing it].”

Hardlines.ca

2026-05-04 4:01 PM

A NEW VIEW OF VINYL: THE GENTEK® WINDOW COLLECTION MORE GLASS. CLEANER LINES. BUILT FOR THE CANADIAN CLIMATE. The Gentek Window Collection brings together the 4000 Series and 3000 Series in a modern high-performance vinyl window system designed for today’s homes—and tomorrow’s expectations.

Delivering slimmer sightlines, stronger curb appeal, and energy-smart comfort year-round, it gives builders, contractors, and homeowners more of what matters on both sides of the glass.

• Refined, contemporary profiles that

• Energy-smart glass packages and

welcome more natural light indoors

premium finish options, including Armour Guard™ black exterior window coating

• Two frame depths for residential

replacement and new construction

• Adaptable details for different

wall conditions, siding types, and installation approaches

MAKE ONE CLEAR CHOICE THAT COVERS MORE GROUND. gentek.ca

Gentek-WINDOW-PDQ22026.indd 29

| Make us a part of your home.

Contact your Gentek Sales Rep, nearest retailer, or scan to learn more.

2026-05-04 5:38 PM

Pro Dealer Equipment Guide

STOP GUESSING

By Phil Aitken

A straightforward guide to buying the right forklift for your yard If you’ve ever spent half a morning coaxing an old forklift through frozen mud or chasing down another repair bill, you already know—a bad forklift costs way more than its price tag.

Whether you’re loading drywall, shingles, or treated lumber, your forklift is the heartbeat of your yard. When it’s underpowered, oversized, or just plain wrong for your setup, everything slows down.

This forklift buying guide breaks down what actually matters when you’re buying a forklift for a building supply yard in Canada—not the glossy brochure specs, but the real-world stuff that impacts uptime, safety, and your bottom line.

30

PRO Dealer // Q2 2026

PD-Q2-26-ProEquipmentGuide.indd 30

Hardlines.ca

2026-05-05 7:22 PM

Every major brand—Sellick, Toyota, Hyundai, CAT, Linde, John Deere—makes solid machines.

What separates them isn’t performance; it’s the dealer and service support in your region.

Hardlines.ca

PD-Q2-26-ProEquipmentGuide.indd 31

Q2 2026

// PRO Dealer

31

2026-05-05 7:22 PM

Pro Dealer Equipment Guide

1

START WITH HOW YOU ACTUALLY USE IT

It doesn’t matter what the sales sheet says. Too many yards buy forklifts based on what’s in stock or what the forklift dealer pushes, not how their crews work day-to-day. Before you even look at brands,

Linde Material Handling has been providing forklift trucks for every industry and application for over 60 years.

ask yourself three questions: • What’s the heaviest load you’re regularly lifting?

(Think bundles of OSB or a full lift of shingles,

5,000- to 8,000-pound range with pneumatic tires.

not a one-off.)

But your particular setup and the surface in your

• How much travel distance do you cover in the yard or between lots?

• How tight is your turning space—especially around storage racks and delivery lanes?

A 5,000-pound pneumatic forklift might sound

32

yard matter.

2

CONSIDER TIRE TYPE AND TRACTION

like plenty until you’re lifting wet lumber or drywall

Here’s where a lot of folks get burned. Don’t ignore

in a breeze. On the fl ip side, overbuying capacity

Canadian ground conditions. Cushion-tire fork-

burns more fuel, eats more space, and beats up your

lifts belong on smooth concrete—not gravel, frost

yard surface faster. Most building centres fall in the

heaves, or slushy yard lanes.

PRO Dealer // Q2 2026

PD-Q2-26-ProEquipmentGuide.indd 32

Hardlines.ca

2026-05-05 7:22 PM

B R A N DT AP PO I N T E D N ATI O N W I D E D E A LE R FO R S E LL I C K FO R K LI F T S .

Canadian industry to benefit from single service provider coast to coast.

Regina, Saskatchewan – Effective today, operators in lumber yards, mine sites, construction, oil and gas, and scrap yards across Canada have access to superior support for Sellick material handling equipment through Brandt’s coast-to-coast dealer network.

The company has been Sellick’s dealer in Alberta, Saskatchewan, and Manitoba since Brandt acquired Cervus Equipment in late 2019.

The partnership between Sellick and Brandt has been strong—Canadian-built products being sold and supported by a Canadian, family-owned dealer—which makes the expansion into British Columbia, Ontario, Quebec, and the Maritimes a natural evolution.

Sellick equipment is renowned for its all-terrain capabilities and rugged reliability in demanding outdoor environments. Paired with Brandt’s nationwide service infrastructure, customers benefit from unmatched parts availability and 24/7/365 support.

“The Sellick product line is best in class,” said Rod Bowes, Senior Vice President of Sales at Brandt. “Our customers work hard,

Brandt-PDQ22026.indd 33

and the quality of the product coupled with our industry-leading support commitment allow them to count on Sellick and Brandt, no matter how tall the task.”

The partnership addresses a critical gap in the Canadian market. Sellick’s all-terrain forklifts are proven performers in rough outdoor applications, but operators previously lacked consistent nationwide support. Across Canada, Brandt has more service points, more technicians on the road, more parts warehouses and longer hours of operation than any other dealer, which equips them well to meet the demanding needs of forklift customers coast to coast.

“Brandt’s reputation for customer support and established infrastructure makes them the ideal partner to serve Canadian customers,” says Sellick Equipment CEO, Colin Sellick. “We are proud to partner with this Canadian, family-owned powerhouse to continue to bring our products to customers in all 10 provinces.”

The full lineup of Sellick all-terrain forklifts, along with replacement parts and service, is now available through Brandt’s Canada-wide network.

For more information, contact sales@brandt.ca or 1-888-2BRANDT (1-888-227-2638). For more on Sellick, visit www.sellickequipment.com.

ABOUT THE BRANDT GROUP OF COMPANIES The Brandt Group of Companies — headquartered in Regina, Saskatchewan, Canada — is a privately owned manufacturing and distribution company that serves a growing international audience in industries such as agriculture, construction, forestry, rail, mining, steel, transportation, material handling, and energy. The company has 6000+ employees and more than 180 locations in Canada, USA, Australia, and New Zealand. Brandt is one of Canada’s largest privately owned companies and is among an elite group of Platinum Club members of Canada’s Best Managed Companies.

2026-05-04 5:39 PM

Pro Dealer Equipment Guide

If you’re working outdoors year-round, you want: • Pneumatic or solid pneumatic tires for traction and clearance.

• Four-wheel drive if your yard slopes or fl oods in spring.

• Heated cabs or enclosed operator compartments if you’re in the Prairies or the Maritimes—a frozen seat kills productivity fast.

Don’t underestimate the cost of downtime after a snowfall. A forklift that can’t move safely costs more in lost time than a cab heater ever will.

3

PROPANE, DIESEL, OR ELECTRIC? These are the main options for power

in market-leading lumberyard forklifts, as of May 2026. You need to choose based on your situation.

There’s no one-size-fits-all answer here. Each

Bobcat offers a full range of IC, LPG, and electric forklifts, with capacities ranging from 3,000 to 55,000 pounds.

34

PRO Dealer // Q2 2026

PD-Q2-26-ProEquipmentGuide.indd 34

Hardlines.ca

2026-05-05 7:22 PM

30

DAVID CHURCHILL

CHURCH HILL’S HHBC BAY ROBERTS NEWFOUNDLAND

YOUR SUPPLIER FOR ALL YOUR LUMBER BUILDING MATERIAL STORAGE AND MERCHANDISING NEEDS info@autostak.ca | www.autostak.com | 1-888-318-0141

Autostak-PDQ22026.indd 35

2026-05-04 5:40 PM

Pro Dealer Equipment Guide

CAT is one of the leading manufacturers of forklift trucks and materials handling equipment with a network of dealers.

option comes with trade-off s depending on your setup and workfl ow: • Propane (liquefied petroleum gas): Most common for mixed indoor/outdoor use. Reliable starts in cold weather, easy refuelling, but higher ongoing fuel costs.

• Diesel: Best for pure outdoor yards and heavy

cold weather can cut battery life drastically.

lifting. Great torque and a long lifespan, but it is

Works great for indoor lumber racks; not so

louder and needs proper ventilation if ever used

great on icy gravel.

indoors.

If your crews spend more than 75 percent of their

“

When choosing power sources—propane, diesel, or electric— there is no onesize-fits-all answer here.

36

• Electric: Clean, quiet, and low-maintenance—but

PRO Dealer // Q2 2026

PD-Q2-26-ProEquipmentGuide.indd 36

time outside, diesel or LPG is your best bet. If you’ve got a heated warehouse or indoor racking area, electric might make sense—but budget for a second unit or extra batteries if you’re running long shifts.

4

MAST HEIGHT AND VISIBILITY Here’s where we come to the “silent

productivity killer.” Far too many forklifts in building centres are spec’d for warehouse ceilings, not outdoor yards. A triple-stage mast can be handy for tight indoor spaces, but outdoors, Hardlines.ca

2026-05-05 7:22 PM

BMR-PDQ12026.indd 37

2026-05-04 5:40 PM

Pro Dealer Equipment Guide

“

Mast height can be the silent productivity killer.

Far too many forklifts in building centres are spec’d for warehouse ceilings, not yards.

those extra cylinders mean less visibility and more maintenance.

If your tallest load rarely exceeds 10 feet, a twostage mast is often stronger, simpler, and gives your

5

DEALER SUPPORT AND PARTS AVAILABILITY

operator a much clearer sightline, which means

These matter more than the equipment logo. Every

fewer damaged loads and yard posts.

major brand makes solid machines. What separates

Pro tip: If you deliver to jobsites, make sure your

them isn’t performance; it’s the dealer and service

forklift’s collapsed height clears your delivery

support in your region of Canada.

truck deck canopy or storage bay. It sounds like a

So before buying anything, ask:

small issue, but I’ve seen operators have to remove masts just to fi t under an awning—a completely

• Do they stock parts locally, or are they shipping from the U.S. every time you need a filter?

• What’s their average response time for break-

avoidable pain.

down calls?

• Do they offer on-site service in your area, or do you need to haul the forklift 100 kilometres for warranty work?

I’ve seen operations lose entire days waiting for a simple relay or mast hose because their dealer didn’t have it in stock. In the lumberyard business, that’s lost revenue—not inconvenience.

6

BUDGET BEYOND THE STICKER PRICE The purchase price is only part of the

cost picture. Look at the fi ve-year total cost of ownership, including: • Fuel or power costs • Scheduled maintenance intervals • Tire replacement frequency Sellick’s fl agship S Series prioritizes operator comfort and fork visibility for optimal productivity and safety.

• Insurance and operator training • Downtime and repair likelihood A cheaper forklift that breaks twice as often costs

38

PRO Dealer // Q2 2026

PD-Q2-26-ProEquipmentGuide.indd 38

Hardlines.ca

2026-05-05 7:22 PM

Toyota offers a full portfolio engineered for every type of environment.

more by year three. It’s the same reason buying a used truck without checking service history is a gamble—you might save $8,000 upfront and lose $25,000 in lost productivity.

If you’re comparing quotes, ask the dealer for

8

DON’T FORGET TRAINING AND COMPLIANCE

Every province in Canada has its own take on forklift safety regulations, but the basics are universal: You

hourly cost estimates—not just financing numbers.

need documented operator training and regular

That’s the real picture.

inspections.

7

USED VERSUS NEW—WHEN IT MAKES SENSE

If you’re bringing in a new model or changing fuel types, update your training. It’s not just about avoiding fines. Trained operators cause fewer accidents and use equipment more efficiently.

A quality used forklift can be a smart move if you know its service history and it’s coming from a lowhour environment (like a warehouse, not a brickyard).

Here’s my rule of thumb: • Under 5,000 hours and under seven years old = a solid buy if inspected properly.

Palfinger combines rugged design, quick deployment, and superior manoeuvrability.

• Over 8,000 hours = expect major component replacements soon.

• Anything showing mast leaks, chain wear, or soft brakes = walk away or budget for rebuild costs.

Ask for a third-party inspection or bring in someone who knows forklifts—not just a general mechanic. A $300 inspection can save you thousands.

Hardlines.ca

PD-Q2-26-ProEquipmentGuide.indd 39

Q2 2026

// PRO Dealer

39

2026-05-05 7:22 PM

Pro Dealer Equipment Guide

9

FINAL THOUGHTS

PHIL AITKEN is a truck and equipment broker who

Buying the right forklift isn’t about chas-

has spent four decades working with building centres

ing the biggest name or the newest tech.

across Canada to help their operations run cleaner,

It’s about finding the machine that fits your yard, your

faster, and more profitably. He has built programs for

crew, and your work reality. The right choice saves

two major home improvement banners, and has sup-

time, keeps your operators safe, and spares you from

plied everything from pickups and flatbeds to fork-

those Friday-afternoon breakdown calls.

lifts, Moffetts, and custom up-fits through a strong

If you’re not sure which setup makes sense for

network of trusted partners. Contact him at phil@

your mix of outdoor yard and covered storage, I’m

trinitytrucksales.ca or call him at (289) 527-4345.

happy to help you spec it out. I’ve seen just about every combination of forklifts in lumberyards from Kamloops to Kingston. And I can tell you what actually works in Canadian conditions.

Moffett truck-mounted forklifts are designed for fast, independent loading and unloading of cargo, mounting to the rear of trucks or trailers in under 60 seconds.

40

PRO Dealer // Q2 2026

PD-Q2-26-ProEquipmentGuide.indd 40

Hardlines.ca

2026-05-05 7:22 PM

Gillfor-PDQ22026.indd 41

2026-05-04 5:41 PM

Vendor Forum

Interview by Geoff McLarney

SHELTER FROM THE STORM DuPont Canada president Martha Swinn talks about the new DuPont organization, the company’s commitment to sustainability, and what’s going on in the country’s housing market

Let’s talk about the big Dupont-Dow merger, which was described as a “merger of equals” when it took place in 2017. Is the integration of the two companies water under the bridge at this point?

The formulation of the foam has adapted to ensure that we are not using products in the manufacturing process that contribute to greenhouse gas emissions and climate change. In 2019 we began the process to reduce the global warming potential of

It was a big merger and resulted in big

our foam. And in 2023 we delivered a 94

changes for our global shelter business.

percent reduction in embodied carbon

I came from what we call the “heritage”

of the product.

Dow Chemical organization in Canada,

We see this as an iterative process

the home of our Styrofoam, Great Stuff

that will continue. Our materials scien-

and Froth-Pak product lines. Dow and

tists are proactively working on the next

DuPont merged in 2017 and then separ-

generation of all our products, respond-

ated again in 2019. Our shelter business unit remained with the new DuPont

MARTHA SWINN

ing to the need to balance sustainability issues and product performance.

organization, bringing together the bestin-class building envelope portfolio comprised of Styrofoam insulation, Tyvek housewrap and accessories, and the Great Stuff spray foam products.

Let’s talk about the economy. It’s a tough time for homebuilding. What do you see as the way forward to weather these conditions?

Housing affordability is a huge problem. It is a

42

When it comes to sustainability, how is DuPont rolling with the punches? We know that climate change is a big concern, and building envelopes need to be adapted in response.

complex set of circumstances that have created

Look at Styrofoam. It’s been around for ages. It was

home builders association, where they heard from

invented by Dow in the ’40s, but it has evolved a lot.

builders who were completing units where the sale

“

PRO Dealer // Q2 2026

PD-Q2-26-Vendor-Martha-Swinn.indd 42

this problem. I understand the situation that both homebuyers and homebuilders find themselves in. I recently saw a survey of members from a local

When the economics support it, we will start to build highperformance homes that meet the long-term needs of the families that are moving into them.

Hardlines.ca

2026-05-04 4:19 PM

price of their unit was literally below their cost to build.

It’s tough to see what the solution could be. Recent moves by the federal and provincial governments in Ontario, eliminating HST on new home purchases, and requiring municipalities to reduce development charges, may help. We do see builders currently shifting to build fewer detached single-family homes and focus more on density and more affordable rowhouses, townhouses, and semis.

Just recently, The Globe and Mail ran an op-ed arguing that, where we used to talk about the challenges for first-time homebuyers, Canada is now facing a crisis among secondtime buyers.

shelter business. We have two manufacturing sites:

Absolutely, it’s 100 percent true, because so many

one that makes our Styrofoam insulation products

units were built over the last five to 10 years that

in Varennes, Que., just outside of Montreal; and a

were aimed at the investor-buyer, with very small

second site in Thetford Mines, Que., which manufac-

square-footage. These types of units don’t support

tures our Corian quartz countertop products (regular

families. They don’t support folks who bought when

Corian solid surface is made in the U.S.).

they were in their twenties and are now trying to

Our shelter solutions team in Canada brings a

“move up.” They now have a family and need more

comprehensive portfolio of products to address

space, more bedrooms. There’s a gap, a huge gap in

needs around management of air, water, and ther-

the market.

mal components of a high-performance building envelope. We educate end-users to drive demand

What can you tell us about DuPont’s footprint in Canada and how it all fits together?

and support the lumber and building dealer to meet

In November 2025, I stepped into the role of DuPont

Our new 2026 alignment with Gillfor Distribution,

their customers’ needs.

Canada president. I had been the Canada sales

as well as our long-term partnership with Taiga

leader for our shelter business since 2017. I’m excited

Building Products, ensures that both our Styrofoam

to extend that role to lead our entire DuPont Canada

and Tyvek product lines are easily available to the

organization. A significant portion of our in-country

LBM channel. End-user demand creation is strongly

resource footprint and revenue is aligned to our

supported in all markets across Canada.

Hardlines.ca

PD-Q2-26-Vendor-Martha-Swinn.indd 43

Q2 2026

// PRO Dealer

43

2026-05-04 4:19 PM

October 20 & 21, 2026 OT TAWA ,

O N TA R I O

Limited tickets available.

Register now. hardlinesconference.ca

Dealers get a 30% discount on tickets.

Contact jillian@hardlines.ca for the coupon code.

IN COLLABORATION WITH

TITLE SPONSOR

LBMAO THE LUMBER AND BUILDING MATERIALS ASSOCIATION OF ONTARIO

HardlinesConference-Q2-PD-2026-DPS.indd 44

2026-05-04 5:42 PM

Celebrating 30 Years of Connecting the Home Improvement Industry

Join us in Ottawa to celebrate Hardlines’ 30th anniversary— three decades of bringing the home improvement industry together. This milestone event is your chance to stay connected, make new connections, and learn from industry leaders shaping the future of home improvement.

Ideas.

Insight.

Inspiration.

Get them all at the 30th Annual Hardlines Conference, October 20 & 21, 2026, at the beautiful Fairmont Château Laurier.

CONFIRMED SPEAKERS

Doug Young RONA

Pierre Battah PIERRE BATTAH LEADERSHIP

Sophie Marai ENVIRONICS ANALYTICS

Peter Norman NORMAN ECONOMIC STRATEGIES

Chris Parsons RETAIL REWIRED

More speakers to be announced soon.

Visit hardlinesconference.ca for further announcements.

HardlinesConference-Q2-PD-2026-DPS.indd 45

Dan Tratensek NHPA

2026-05-05 9:08 AM

Pro Dealer Profile

By Michael McLarney

HOW DO YOU GROW A BUSINESS THAT KEEPS IN STEP WITH ITS PRO CUSTOMERS? A close look at Shepherd’s Home Hardware Building Centre in Armstrong, B.C., provides answers. And they include everything from dedicated staff training to new business niches

46

Sitting near the top of the North Okanagan Valley, between Vernon and Salmon Arm, Armstrong, B.C., is a rural community with a strong base in farming and dairy. An infl ux of Dutch immigrants after the First World War helped establish a healthy local cheese-making industry.

It’s also the market, 500 kilometres northeast of Vancouver, served by Shepherd’s Home Hardware Building Centre.

PRO Dealer // Q2 2026

PD-Q2-26-ShepherdsHH.indd 46

2026-05-05 8:59 AM

“

For decades, Shepherd’s Home Hardware Building Centre has been woven into the fabric of our community, proudly supporting builders, homeowners, farmers, and fellow local businesses.

—Kyle Melvin

Shepherd’s has operated in Armstrong since 1925,

local mill when it relocated outside of town. That

when John Duncan Shepherd moved there from

move proved pivotal, enabling the store to begin

Erskine, Alta., and bought an existing hardware store.

serving both retail and contractor markets with a

Generations of Shepherds oversaw the business

much broader product range.

until it was sold to Dale Melvin and his two brothers

As time went on, the focus on contractors became

in 1971. In 2005, son Kyle joined and his brother Brett

more targeted, including moving to a bigger loca-

came on in 2014. Today, the brothers are the owners.

tion. The business was further enhanced over time

Over the years, the business expanded into lum-

with the addition of adjoining real estate to accom-

ber and building materials, filling a void left by the Hardlines.ca

PD-Q2-26-ShepherdsHH.indd 47

modate more warehouse space.

Q2 2026

// PRO Dealer

47

2026-05-05 8:59 AM

Pro Dealer Profile

MISSION STATEMENT The company’s core principle has been to put its customers first.

“For decades, Shepherd’s Home Hardware Building Centre has been woven into the fabric of our community, proudly supporting builders, homeowners, farmers, and fellow local businesses with reliable service and unwavering dedication,” says Kyle Melvin.

The goal? To provide prompt service, expert advice—and competitive pricing. “Our customers trust us, and that’s been built over generations and reflected in the loyalty of those

Brothers Kyle and Brett Melvin are the owners of Shepherd’s Home Hardware Building Centre in Armstrong, B.C.

who have shopped with us for years.”

Continued expansion resulted in ways to make the business more pro-friendly. The yard

specializing in business development and change

got a major renovation in 2019, when Shepherd’s

management.

acquired a five-acre yard and 20,000-square-foot

This led to the creation of the store’s first dedi-

warehouse. This was transformed into a centralized

cated human resources position, bringing much-

distribution hub that allowed for more aggressive

needed structure and consistency to staffing.

inventory management and increased operational efficiency.

“Like so many people that have a multi-generational business, we inherited a strong business, but

Despite the enhancements, Shepherd’s HHBC

a business that didn’t have all those organizational

still faces the usual seasonal slowdowns after the

layers to it,” Kyle says. “And as people were retiring

Christmas holidays. The Melvins have taken this

and moving on, that was becoming more and more

opportunity to enhance the store’s training pro-

apparent. So in 2019, we brought somebody in who

grams during this period. Starting in 2019, the store

was really first and foremost a business coach. And

undertook significant changes to its employee

we ended up hiring him full time. He helped us to

“

We have 114 staff today. Wow. I don’t know how we would do it without someone in HR. —Kyle Melvin

48

development, bringing in an executive coach

PRO Dealer // Q2 2026

PD-Q2-26-ShepherdsHH.indd 48

build structure within the company.”

Under the guidance of the new coach, the HR role was clearly defined. With it came better documentation of safety procedures, clearly defined management layers, and wage tiers to support employee growth and transparency. “We have 114 staff today. Wow. I don’t know how we would do it without someone in HR,” Kyle says, adding that the HR role freed the brothers to focus on their own strengths in sales and operations.

Hardlines.ca

2026-05-05 8:59 AM

Testim

ial #1064

Why JRTech?

“Installing digital price tags from JRTech Solutions was a no brainer!

These labels have increased our efficiency in terms of price modifications resulting in increased profits. The price tags look slick and sharp, with the larger price tags providing us with a new way of pricing and displaying information on featured items, bringing our retail displays to a new level of professionalism.”

Ken Crombie, Owner Hudson Hardware & Supplies - Castle Hudson, Quebec

Call us to visit a client store near you.

The leading supplier of electronic shelf labels in North America

Scan QR code to learn more about our solutions

Contact us to optimize your store operations with our automated pricing solution.

info@jrtechsolutions.com | +1 514 889 7114 | www.jrtechsolutions.com

JRTech-TestimonialAd-Crombie-Hudson-Castle.indd 49

2026-05-04 5:45 PM

Pro Dealer Profile

The new HR lead also convinced the company to take a closer look at its training, which is delivered mainly over the winter, and includes both rolespecific sessions and broader, inclusive programs.

“We also have a program where we bring vendors in every week to do ‘lunch-and-learns,’” Kyle says, noting that the training tends to focus on the LBM side of the business. “Constant training and reinvesting back into the staff are huge.”

The brothers’ ability to delegate is key to the program’s success. “We’ve actually, in the last few years, passed that duty on to one of our junior managers,”

“

We were able to diversify our product line for seasonal products, move that out of our store, while increasing our hardlines and our lumber and building supply footprint.

—Brett Melvin

says Kyle. “Next year, we’ll move it to somebody else.

It’s just a good thing to give everyone some exposure.

They organize it and bring in different vendors that

commercial supply program, which focuses on

they would like to have more knowledge on.”

supplying businesses, organizations, and institu-

COMMERCIAL CUSTOMERS

50

In 2019, the Melvins adopted Home Hardware’s

tions directly at their locations. Many commercial clients are existing store customers who have

The business has continued to look for new niches

chosen to consolidate more of their purchases with

and opportunities. Three in particular have proved

Shepherd’s due to competitive pricing, a strong

successful.

reputation, and a broad product mix.

PRO Dealer // Q2 2026

PD-Q2-26-ShepherdsHH.indd 50

Hardlines.ca

2026-05-05 8:59 AM

PRIDE IN EVERY JOINT. PRECISION IN EVERY FINISH. Trusted by Canadian pros for over 100 years.

Canadian job sites don’t wait for perfect weather — and neither do Canadian contractors. Early mornings, frozen fingertips, blazing summers, and job sites that don’t slow down just because the weather does. Yet crews across the country show up, day after day, to keep the work moving. That’s what it means to build in Canada.

For more than a century, CGC wallboard, joint treatment, and performance solutions have delivered the strength, consistency, and results pros can count on — in every season, on every site.

See how we’re building Canada

CGC-PDQ22026.indd 51

2026-05-05 1:03 PM

Pro Dealer Profile

Kyle notes that this niche is relatively free of

Brett says the store’s seasonal centre was a

competitors in the region. Shepherd’s advantage,

result of that thinking. “We were able to diversify

he points out, lies in the comprehensive range

our product line for seasonal products, move that

of products available compared with a specialty

out of our store, while increasing our hardlines and

supply store or OEM distributor. Many of the store’s

our lumber and building supply footprint.”

existing customers have been able to broaden their purchases with the program.

“When I came on board in the business 12 years ago, we all of a sudden had the need to find

As land became available for the store’s continued expansion, new opportunities emerged. In 2022, the business acquired another piece of land on the block.

more opportunity within our community to grow, because we had a few more people that we needed to provide for,” Brett says.

Also, the community’s location in the mountains means that large land tracts don’t become available for development very often. As a result, the typical contractor is a smaller builder developing a few properties a year. The brothers looked at those factors as they decided how to grow the business.

52

PRO Dealer // Q2 2026

PD-Q2-26-ShepherdsHH.indd 52

Hardlines.ca

2026-05-05 8:59 AM

R E G I S T R AT I O N I S O P E N October 5-7th The Westin Michigan Avenue Chicago

ProDealer Industry Summit is an exclusive, live educational forum designed to promote the growth of lumber & building product dealers, distributors, wholesalers, and the manufacturers who supply them. LBM dealers will benefit from sharing insights and best practices from industry leaders.

Introducing Our Current 2026 Speakers

John Marshall

Mike McDole

Curtis Dubay

Grant Leavitt

Founder AI Growth Partners

Principal, Firing Line LBM Advisors

U.S. Chamber of Commerce

Marcus Lumber Company

THANK YOU TO OUR CURRENT 2026 SPONSORS

For more information contact: Amy Grant, Associate Publisher agrant@ensembleiq.com | 773-294-8598

PDIS-PDQ22026.indd 53

Register Here

2026-05-04 5:46 PM

Pro Dealer Profile

THE DESIGN CENTRE

sales within the next seven to 10 years, with margins

“In 2024, Shepherd’s introduced a design centre to

well above current store averages.”

address challenges in flooring and cabinet sales, particularly with contractors,” Kyle adds.

ROOFING OPPORTUNITIES

While it’s valuable for the end-user homeowner

In 2023, Shepherd’s expanded its roofing category

to shop, the design centre has become an important

to capture new market share. While roofing has

addition for contractor customers. “Historically,

always been a core product sold to local roofers

only 13 percent of contractors purchased these

with long-standing relationships, growth was

design products from Shepherd’s, largely because

limited due to tough competition from a couple of

many smaller builders managing three to four

specialty operators, including one that was the only

homes a year lacked support during the selec-

other CertainTeed supplier in the Okanagan Valley.

tion process and found it unenjoyable. The design

Shepherd’s capitalized on its competitor’s inability

centre was created as a welcoming, well-curated

to offer as much service to negotiate an improved

space designed to appeal to the primary decision-­

program with CertainTeed. It also introduced flat

makers—often female shoppers—while simul-

roofing options by partnering with Polyglass, which

taneously supporting contractors by managing

had no market representation. Today, Shepherd’s

budgets, timelines, and customer experience.”

operates two crane trucks and ships one or two roofs

The results have exceeded expectations, say the

daily, with growth just beginning. This expansion into

brothers. Not only is the design centre providing a

a market dominated by large distributors requires

valuable service to existing contractor customers,

strategic stocking and competitive year-end rebate

but it’s also attracting new ones to the store.

structures that align with industry expectations.

“Additionally, the design centre has begun building

These business extensions, alongside traditional

relationships with interior designers, offering a con-

offerings such as product expertise, installation

sistent and stable business stream,” Kyle says. “The

co-ordination, and delivery services, have enabled

centre is projected to generate $15- to $20- million in

Shepherd’s Home Hardware Building Centre to better meet evolving DIY and contractor needs.

Through ongoing innovation and diversification, the store continues to reinforce its position as a full-service home improvement dealer with a longterm vision to serve its community.

54

PRO Dealer // Q2 2026

PD-Q2-26-ShepherdsHH.indd 54

Hardlines.ca

2026-05-05 8:59 AM

Help customers save up to 75%!

*

VOLTEX AL ®

Connected Heat Pump Water Heater 4x More Efficient Compared to a standard electric water heater.

All-electric Installation Self-contained heat pump - installs like a standard electric.

Reliable Performance Commercial-grade quality with 10-year limited warranty.

Added Energy Savings Increase tank size to operate longer in efficiency mode.

QUALIFIES FOR ENERGY REBATES

*Compared to a standard electric water heater of a similar gallon capacity

GSW-PDQ22026.indd 55

gsw-wh.com

2026-05-04 5:46 PM

Shrinkage

STICKY FINGERS

By Rebecca Dumais

Retail crime is rising fast across Canada. But for many pro dealers, the day-to-day challenge is still small-scale theft. That, and how to stop it without taking a sledgehammer to the customer experience

Retail theft and organized retail crime continue to climb across Canada with industry groups

the country’s retail shrink now totals $9 billion

warning that the issue has reached crisis levels.

annually, representing about 1.5 percent of total

But for many independent building supply deal-

retail sales. That figure is based on reported shrink

ers, the reality on the ground is more complex—less

as a percentage of total retail revenue, explains Rui

about co-ordinated crime rings sweeping through

Rodrigues, executive adviser, loss prevention and

stores, and more about targeted, opportunistic

risk management at the RCC.

theft that requires practical, in-store solutions.

56

According to the Retail Council of Canada (RCC),

PRO Dealer // Q2 2026

PD-Q2-26-LossPrevention.indd 56

The organization’s Retail Crime in Canada report,

Hardlines.ca

2026-05-04 4:37 PM

“

Retail shrink in Canada now totals roughly $9 billion annually, representing about 1.5 percent of total retail sales.

—The Retail Council of Canada

based on data from more than 20,000 stores and

theft increases of up to 300 percent since 2020.

$68 billion in sales, frames theft as more than a

Yet among pro dealers in Canada, the experience

financial issue. It has implications for employee

does not always match the broader retail narrative.

safety, operations, and customer experience.

Police-reported shoplifting incidents continue to

OPPORTUNISTIC THEFT

trend upward, with double-digit increases in recent

For Brent Perry, president of Alf Curtis Home Improve-

years and a broader rise of more than 60 percent over

ments, a three-outlet Castle dealer headquartered

the past decade. Some RCC members have reported

in Peterborough, Ont., shoplifting remains largely a

Hardlines.ca

PD-Q2-26-LossPrevention.indd 57

Q2 2026

// PRO Dealer

57

2026-05-04 4:37 PM

Shrinkage

matter of convenience rather than co-ordination.

“Our stores average 70 percent contractors and builders. Any shoplifting we experience would be more opportunistic rather than organized, we believe.”

That distinction is critical in a sector built on accessibility and customer relationships. While RCC continues to highlight the growth of organized retail crime, many independent dealers are still dealing primarily with smaller, individual incidents.

“That being said, we have been broken into at night and have had thefts of power tools happen,

“

Our stores average 70 percent pro contractors and builders. Any shoplifting we experience would be more opportunistic rather than organized, we believe.

—Brent Perry, Alf Curtis Home Improvements

which would be organized-type crime,” Perry says.

For dealers, the difference matters. Shoplifting

These incidents typically involve co-ordinated

and organized theft may fall under the same cat-

groups stealing high-value merchandise for resale

egory of retail crime, but they often require entirely

through secondary markets. These operations are

different responses.

large-scale and multi-jurisdictional, with organized

BIG BOXES, BIG HEISTS At the large-format retail level, the picture looks different.

Hardlines has reported that organized retail crime targeting home improvement chains such as Home

teams using distraction tactics and co-ordinated movements to steal product quickly.

In one case in Windsor, Ont., suspects used distraction techniques, while others loaded tools from a Home Depot into a vehicle, illustrating the structured nature of organized retail theft.

Depot is growing at double-digit rates year over

This aligns with RCC’s broader assessment that

year, according to the company’s asset protection

retail crime is evolving from opportunistic activity

leadership.

into more co-ordinated, repeat-driven operations.

EASY TO CONCEAL ITEMS Across retail sectors, RCC has identified a shift toward targeted theft of goods that are easy to conceal and resell. That trend is echoed at the dealer level.

“From a shoplifting perspective, it tends to be smaller pocket-sized items,” Perry says. “Expensive drill bits, Olfa knife blades, Paslode fuel cells, electrical breakers, etc.”

These products are compact, relatively high-value, and easily resold, making them consistent targets across both independent and big-box environments.

RCC has identified the growth of resale channels

Brent Perry, president of Alf Curtis Home Improvements, a three-outlet Castle dealer headquartered in Peterborough, Ont. 58

PRO Dealer // Q2 2026

PD-Q2-26-LossPrevention.indd 58

Hardlines.ca

2026-05-04 4:37 PM

ENGINEERED FOR OUR CHANGING WORLD DURABLE AND LOW-MAINTENANCE VINYL AND ALUMINUM CONSTRUCTION ALUMINUM-CLAD EXTERIOR, OFFERED IN A N AT T R A C T I V E S E L E C T I O N O F C O L O U R S SLEEK, LOW-PROFILE HARDWARE DESIGN E N E R G Y- E F F I C I E N T D U A L - P A N E A N D T R I - PA N E L O W- E G L A S S O P T I O N S 26% LOWER PROFILE FRAME INCREASES GLASS AREA UP TO 22% BETTER ENERGY EFFICIENCY

With the unique changes of our Canadian climate, the demand for energy-efficient products that can stand up to the elements is higher than ever. JELD-WEN of Canada proudly introduces the groundbreaking JWC8500 series window —a perfect blend of style, performance, and energy savings, meticulously engineered to exceed expectations.

Our newest JELD-WEN® window, the JWC8500 hybrid option exceeds performance, in all regions of Canada, offering an aluminum-clad exterior finish with an exquisite selection of colours to choose from.

Discover the advantages of JELD-WEN of Canada’s most energy-efficient window. Our 8500 series windows are 2030-rated to meet Canada’s U-Factor 0.14 (U.S./I-P) / 0.82 (Metric/SI) or ER 44 building codes, and are designed to significantly reduce energy costs while ensuring year-round comfort in your home.

Tailored to meet the regional needs of homeowners, our windows are the perfect fit when planning a renovation or new home build, seamlessly blending functionality and style to suit any project.

Discover the JWC8500 series window from JELD-WEN of Canada—and experience the future of home comfort and efficiency.

LEAR N MOR E T OD AY jeld-wen.ca

Jeld-Wen-HHIQ4Q2024.indd 59

2026-05-06 11:12 AM

Shrinkage

as a key driver of organized retail crime, enabling

“We invested in plexiglass cabinets that could be

stolen goods to move quickly through informal

mounted on our shelves to display our electrical

marketplaces. For independent dealers, however,

breakers. The customer would have to come and ask

the impact is often felt as a steady, incremental loss

to have the cabinet unlocked.”

rather than large-scale hits.

OPERATIONAL ADJUSTMENTS

And in some cases, removal from the shelf entirely proved most effective. For example, with Paslode fuel cells, “we have a price tag on the shelf for the

Despite rising theft, Perry says the impact on core

fuel cells now,” he says. “The price tag comes with a

operations—staffing, layout, and customer flow—has

note where the fuel cells would formerly sit—telling

been limited.

the customer to ask for them at the sales counter.

“We haven’t had to change anything to do with staffing, store layout, etc. We did have an operational/merchandising change, though. To deal with

We keep all the fuel cells under the sales counter to give to customers when they ask for them.”

So Alf Curtis implemented targeted adjustments.

BALANCING SECURITY AND CUSTOMER EXPERIENCE

“First, we remerchandised our product to ensure

One of the central challenges in addressing retail

that the products that were shoplifted were located

theft is maintaining a welcoming store environment

within visual sight of our sales counters. We always

while simultaneously introducing deterrents.

the shoplifting we were experiencing.”

have a salesperson in those locations.”

“Second, we invested in magnetized peg lock sys-

“This does possibly have a negative effect on customer experience … but we have not received

tems to ensure customers had to ask staff to come

any negative feedback about these changes,” Perry

and unlock the hook.”

said. “All of our customers seem to understand and

Additional measures then followed.

don’t say a word about it.”

Across the industry, that balance is becoming harder to maintain. “It’s a constant battle to find a happy medium,” says Rodrigues. “There is not one solution that is the perfect [answer].”

Cost is also a limiting factor.

“Many solutions come at a cost which may not be sustainable for everyone for a prolonged period of time.”

Rodrigues adds that retailers must tailor their approach by location.

“Not every location needs to have the same ‘target hardening,’ so retailers have to constantly evaluate each location, understand the risks and balance customer perception, and work towards a model that fits that environment.”

Hardlines has similarly reported that retailers are increasingly introducing controlled-access merchandising and other deterrents while trying to avoid alienating customers—a balancing act that continues to evolve.

60

PRO Dealer // Q2 2026

PD-Q2-26-LossPrevention.indd 60

Hardlines.ca

2026-05-04 4:37 PM

VIOLENCE AND RETAIL THEFT RCC data indicates that violence associated with retail theft is increasing, with more than 76 percent of retailers reporting heightened incidents.

But that experience is not consistent across all stores.

When asked about confrontations or safety issues, Perry said there weren’t any at his stores.

Still, RCC continues to view retail crime as a workplace safety issue. It emphasizes that the rise in theft is often accompanied by increased aggression and repeat offending.

RCC also points to systemic factors behind the increase in theft. “The lack of consequences has led to an increased level of confidence and brazenness by retail criminals that continue to re-offend,” Rodrigues says.

He adds that retail crime is often treated as not a serious offence.

“Retail theft has been very much looked upon as a low-level crime, a victimless crime, and a property crime. A large majority of perpetrators of retail theft, even when arrested, are released immediately—only to re-offend!”

LEGISLATIVE CHANGES

Rui Rodrigues, executive adviser, loss prevention and risk management at the Retail Council of Canada.

STRONGER ENFORCEMENT Perry supports stronger enforcement, particularly

RCC and its members are calling for legislative

to ensure consistency in how theft is treated. “Hon-

changes to address repeat offenders and organized

estly, I think it is a good thing they are trying to do.”

crime groups.

“RCC and its members have been advocating for bail reform and Criminal Code amendments to

He also questions the distinction between lowand high-value theft.

“No theft can be justified, or is OK. It’s against the

modernize the response to repeat, prolific, and vio-

law, and it should be dealt with accordingly. The

lent retail criminals. And the increasing activity of

person stealing is breaking the law—whether they’re

organized retail crime groups,” Rodrigues says.

stealing a drill bit, a power tool, a lawn mower, or a

Recent submissions and consultations, including

vehicle. It is theft, and why should the dollar amount

federal justice discussions and provincial initiatives

of what they’re stealing matter? Or make the crime

such as Quebec’s Bill 13, reflect the organization’s

any less serious?”

push to elevate retail crime as a policy priority.

At the enforcement level, police are beginning to respond more aggressively.

For many independent operators, the focus remains on practical deterrence, such as adjusting merchandising, maintaining visibility of certain

Hardlines has reported that in Ontario a York

SKUs, and preserving customer relationships.

Region investigation into organized retail theft

At the same time, large-format retailers are

resulted in 16 arrests and more than 1,500 charges

facing increasingly co-ordinated theft, and industry

tied to over $600,000 in stolen goods.

groups continue to push for systemic reform.

Hardlines.ca

PD-Q2-26-LossPrevention.indd 61

Q2 2026

// PRO Dealer

61

2026-05-04 4:37 PM

PRODUCTS FORPROS DUPONT

DuPont Great Stuff Wide Spray This is a one-component foam specially designed for quick application. It provides broad coverage to seal cavities, seams, and surfaces. It adheres securely to both vertical and horizontal surfaces without sagging, making it an ideal choice for challenging applications where traditional spray foam may not be suitable. Adheres to wood, metal, masonry, glass, and most plastics for flexibility across various projects. Fast cure times: tack-free in 10 minutes, cuttable in 1-2 hours, and fully cured in 24 hours. dupont.com

DEWALT

Cordless 20V Max 18-Gauge Brad Nailer Finally, break-free from pneumatic nailers with the DeWalt compact cordless 20V MAX XR 18-gauge brad nailer. Capable of driving up to fi ve nails per second, this next-generation cordless XR tool is designed to manoeuvre in tight areas at only 10.2 inches in height, minimize downtime, and remove the limits of traditional pneumatic tools. This cordless brad nailer delivers pneumatic-productivity without the hassle of hoses, compressors, or gas. Battery and charger sold separately. dewalt.ca

62

PRO Dealer // Q2 2026

PD-Q2-26-ProProducts.indd 62

Hardlines.ca

2026-05-05 7:24 PM

MAX USA

CN445R3 SuperRoofer Nail Gun Engineered by the manufacturer of the world’s first roofing nailer, MAX combines durability and performance in the safety equipped SuperRoofer CN445R3. It is equipped with a full round-head driver blade which allows operators to drive nails in fl ush for dependable holding power. The tar-resistant nose is designed to block tar buildup up to eight times longer than conventional tools. The patented self-cleaning end cap filter traps foreign substances before they can enter the tool and safely ejects them when the air hose is disconnected. maxusacorp.com

EAB TOOL COMPANY

Velocity Framing Saw Blades Engineered for peak performance, these blades deliver on three core advantages: faster, cooler, and longer. These blades cut faster with an aggressive tooth angle and a thinner kerf than standard framing blades.

They run cooler thanks to precision cut body openings that increase airfl ow and improve dust extraction. And they run longer because of the reduced blade body mass delivers more cuts per charge. exchangeablade.com

Q2 2026

PD-Q2-26-ProProducts.indd 63

// PRO Dealer

63

2026-05-06 9:05 AM

Sales & Marketing

Sales to job sites require a specialized skill set. Four current and former pro dealers share their tips for what works—and what doesn’t

Closing any sale requires a mix of product knowledge, soft skills, and the ability to read the prospect. Dealers who sell to contractors on the job site must master all these elements.

Their job is made even more complex by the distinctive challenges of selling to an audience that’s often busy, distracted, time-pressed, and focused on building—not talking.

Jordan Wolfs is manager at corporatelyowned RONA Squamish, about an hour north of Vancouver. He points out that cold calls and site visits to established businesses call for different approaches.

“We prioritize site calls with our top customers,” he explains, “to check in and maintain the

By Geoff McLarney

relationship, and just show them that they’re valued and make them aware that we’re always there to service them.”

64

PRO Dealer // Q2 2026

PD-Q2-26-JobSiteSales.indd 64

Hardlines.ca

2026-05-04 4:22 PM

“

Contractors will switch yards if they don’t think they are receiving the service that they deserve.

—Roger Pike, Paradise, N.L.

Hardlines.ca

PD-Q2-26-JobSiteSales.indd 65

Q2 2026

// PRO Dealer

65

2026-05-05 7:26 PM

Sales & Marketing

“

lot of cold calling.” This task is entrusted

it’s important to follow up when they notice

to “a few experienced staff.” Typically, that

that a customer’s sales volume is falling.

I’ve never really been a big fan of cold calls. I always like to meet in person and talk with people face to face.

—Joel Seibert, Calgary

A t the same time, says Wolfs, “we do a

At the same time, Wolfs says his team knows

approach is used “when we recognize the

“When we see a business going negative

builder, and it’s a reputable name that we

in sales, we check in and see if we lost them

know we don’t have. The bigger companies we’ll assign to a sales professional. A lot of

Jordan Wolfs

the smaller names on the cold-call list, we

“Maybe there was a disagreement with a salesman and we have an opportunity to

NOT A FAN OF COLD CALLS

shift them to somebody different. Maybe

Joel Seibert, former owner of Calgary’s Mounastic about cold calls. “I’ve never really been

somebody else stopped by their site and gave Joel Seibert

them a cheaper price list so they just moved on without even checking in. That gives us

a big fan. I always like to meet in person and talk

an opportunity to revisit and get more aggressive to

with people face to face. It’s a quick way to get their

bring that business back in.”

attention and doesn’t need to be long the first time

More often, though, Wolfs says a pro going quiet

around. Cold calls often get ignored or just kind of

is simply a function of the pace of their work. “A

pushed off to the side.”

contractor might get 10 houses in one year and then

Wolfs recognizes the form’s limitations but sees a place for cold calls within certain parameters. “We

only fi ve the next. Maybe they chose to downsize or the market just isn’t as hot.”

try to limit those calls to information so they’re not

That outreach is part of keeping the dealer’s name

too long. We don’t want to annoy. Every one of us

in pros’ minds. “Not everyone’s going to come in and

knows what it’s like to get calls from people trying

shop inside your store. You’ve really got to go out

to drum up business.”

and find them.”

Roger Pike at Capital Home Hardware Building

66

pricing or service or anything that we can address to rebuild that business.

have our junior associates take care of.”

tain View Building Materials, is less enthusi-

to a competitor, or if there was an issue with

Centre in Paradise, N.L., agrees the line between

STAYING TOP OF MIND

persistent and pushy must be respected. “The

The goal, as Pike puts it, is to stay “top of mind”

[sales] guys are on the road, so they’ll go back, but

with contractors. Pros tend to stick with the dealer

they won’t bug the contractor. If they visit a con-

they know, “unless they see a benefit” to switching

tractor this week, the follow-up is probably in a

or feel their current relationship isn’t yielding “the

week. You can’t just linger there.”

service that they think they deserve”.

PRO Dealer // Q2 2026

PD-Q2-26-JobSiteSales.indd 66

Hardlines.ca

2026-05-04 4:22 PM

INTERIOR ROOFING SHINGLES

LOOSEFILL INSULATION

FINISHING / CORNERS

SOUNDPROOFING

SHAKE SIDING GYPSUM

MILLWORK

INSULATION

SIDING & TRIMS HOUSEWRAP

VINYL & ALUMINUM RAINWARE SYSTEMS

GLASROC® TILE BACKER METAL FRAMING

GLASROC® SHEATHING

MD

STONE VENEER

SUSPENSION CEILING

BASEMENT

MAKING THE WORLD A BETTER HOME Parts of the home_SG_FLYER_ENG.indd671 SaintGobain-Corporate-PDQ22026.indd

2026-03-03 2026-05-04 4:21 5:47 PM PM

Sales & Marketing

Knowing how to conduct themselves on the

that out right away because slandering your

job site is another skill sales personnel need to

competition is low-hanging fruit.

cultivate.

“Everyone who’s worked with products

“You have to enter a job site aware of the site

over the years knows their pros and cons. You

atmosphere,” says Murray Leis, of Leis Co., a BMR member in Goderich, Ont. “Whether you need to be in boots, safety glasses, and a hard

don’t need to remind us. Know your product Capital staff

inside and out and sell it on its own merits.

You don’t need to slander your competition

hat … being aware and being dressed for it is

because it’s cheap and easy. And people see

the point.” Flouting any and all safety meas-

right through it.”

ures, he adds, is a red fl ag.

Another faux pas is forgetting one’s place

Seibert likewise cautions against looking

on the job site. “Understand your role,”

like an office dweller. “You don’t want to come

Leis urges. “To do any kind of inspections

in dress shoes and dress pants and a button-down [shirt], walking through mud on a

Murray Leis

or criticisms when you’re a salesperson, that’s a huge drawback. If anything, try to

job site trying to find an installer. It just smells like

compliment their work.” Contractors, he says, will

you don’t know what you’re doing or where you’re

take notice when a sales rep pays attention to and

going.”

appreciates their work.

What about the familiar sight of “swag”? These

KNOWING WHEN TO MAKE AN EXIT

simple items, like snacks and writing implements, are

Just as important as the entrance is knowing how—

a common way salespeople break the ice on job sites.

and when—to make an exit. “I believe you should have the ability to read people on whether your

DIFFERENT VIEWS ON SWAG

presence is welcome,” says Leis. “You learn an

Leis is not sold on the practice. “I believe a sales-

exit cue and say: ‘Good to meet you, you look busy:

person should not buy relationships. I don’t believe

here’s my card.’”

you walk onto a job site and dole out candy and

Looking out of place isn’t the only potential pitfall to avoid.

“One of the things that always drove me crazy

“

coffees and pencils. You introduce yourself; you let people know who you are, where you’re from, and what you can offer.”

is when reps would start talking about the short-

For Pike, on the other hand, promotional wares

comings of their competition instead of promoting

can be a tangible way to insert the business into the

the benefits of their product. I would mentally tune

pro’s consciousness.

We don’t want to annoy. Every one of us knows what it’s like to get calls from people trying to drum up business.

—Jordan Wolfs, Squamish, B.C.

68

PRO Dealer // Q2 2026

PD-Q2-26-JobSiteSales.indd 68

Hardlines.ca

2026-05-04 4:22 PM

Walls Reinvented

Low carbon. High circularity.

No compromise.

Sustainable Insulation A brighter solution for a better tomorrow.

Sustainable Finishing Products Select products available with GREENGUARD Gold certification, contributing to healthier indoor air quality.

Scan the QR code to learn more

SaintGobain-Certainteed-PDQ22026.indd 69

* Lanaé logo is a trademark of Saint-Gobain Isover

2026-05-04 5:48 PM

Sales & Marketing

“

I believe you should have the ability to read people on whether your presence is welcome.

—Murray Leis, Goderich, Ont.

“Drop off carpenter pencils, drop off a hat. Con-

tractors eat that stuff up. It’s part of following up, getting to know them. Then, if a problem arises, they’re going to remember we’ve been to see them a few times and maybe give us a shot.”

For Seibert, the key is to ensure those items go directly to job sites. “Too often, all that nice gear gets dropped off at head office and very rarely trickles its way down to the guys that are actually out in the field. I wanted our logo to be on the backs of everybody out in the field. Not a lot of people see it when it’s in the office.”

For many pro dealers, organizational structure is another way to maintain a direct channel of communication with pros. Wolfs’s fi ve sales specialists report directly to him. His sales are “95 percent pro; we live or die by that sword, so I like to be heavily

Leis Co., a BMR member in Goderich, Ont.

involved in that part of the business.”

Pike’s sales team also reports to him, which has

70

“Our key salespeople, both in the pro division and

allowed him to get to know pro customers per-

out on the road, report to me,” says Murray Leis in

sonally. “Contractors know if there are problems

Goderich. “Even though we’re a bit of a bigger build-

with a salesperson, they have that voice with the

ing centre, I believe in being an active part of the

general manager.”

growth of our external team.”

That means knowing people by name. “Know the

IT’S ALL ABOUT THE RELATIONSHIP

guys: get to know their names, what they like in

All four dealers agree that maintaining a personal

their coffee,” Seibert says, adding that “frequency of

connection and open communication is the foun-

visits with the guys on the job sites goes a long way

dation of the sales relationship. “I know all our big

to building business.

contractors by name,” says Pike. “If they come in

“To be able to come back to the site and rattle off

and the sales guy is on the road, they’ll come and

four or fi ve names, that goes a long way for sure.”

see me. We are in the relationship business. What

“The relationship is everything,” Wolfs at RONA

Kent or Home Depot sells and what we sell is no

Squamish concurs. “And you need to manage it like

diff erent.”

it’s a personal relationship.”

PRO Dealer // Q2 2026

PD-Q2-26-JobSiteSales.indd 70

Hardlines.ca

2026-05-04 4:22 PM

Cedar Cedar Impressions® Impressions® Cedar Impressions® Individual Individual 5″ Shingles 5″ Shingles Individual 5″ Shingles Natural Natural Blend Blend Natural Blend

DAVINCI™ DAVINCI™ DAVINCI™ Vinyl Vinyl Siding Siding Vinyl Siding Nordic Nordic Blue Blue Nordic Blue

STONEfaçade® STONEfaçade® STONEfaçade® Stone Stone Veneer Veneer Stone Veneer Pocono Pocono Autumn Autumn Pocono Autumn

MIX MIX & & MATCH MATCH MIX & MATCH CREATE CREATE UNIQUE UNIQUE DESIGNS DESIGNS THAT THAT CAPTURE CAPTURE THE THE EYE! EYE! CREATE UNIQUE DESIGNS THAT CAPTURE THE EYE!

Combining Combining siding siding colours, colours, designs, designs, and and textures textures will will shake shake up up aahome’s ahome’s home’s exterior exterior and and allow allow for for endless endless Combining siding colours, designs, and textures will shake up exterior and allow for endless creativity creativity tototo give give your your clients clients what what they’re they’re looking looking for: for: aahouse ahouse house that that truly truly represents represents their their style. style. creativity give your clients what they’re looking for: that truly represents their style.

Ask Ask your your local local Kaycan Kaycan representative representative ororor visit visit us us online online tototo find find out out more more about about our our unmatched unmatched range range Ask your local Kaycan representative visit us online find out more about our unmatched range ofofof exterior exterior products, products, making making us us your your one-stop one-stop shop shop for for custom custom design design solutions. solutions. exterior products, making us your one-stop shop for custom design solutions.

VINYL VINYL SIDING SIDING VINYL SIDING

ALUMINUM ALUMINUM SIDING SIDING ALUMINUM SIDING

POLYMERIC POLYMERIC / /PVC /PVC PVC SHINGLES SHINGLES POLYMERIC SHINGLES

STONE STONE VENEER VENEER STONE VENEER

ACCESSORIES ACCESSORIES ACCESSORIES

View View our our full product full product range range View our full product range

KAYCAN.COM KAYCAN.COM KAYCAN.COM HARDLINES_APRIL_14_2026_MIXANDMATCH.indd HARDLINES_APRIL_14_2026_MIXANDMATCH.indd 1 1 1 HARDLINES_APRIL_14_2026_MIXANDMATCH.indd SaintGobain-Kaycan-PDQ22026.indd 71

2026-05-01 2026-05-01 1:41 1:41 PM PM 2026-05-01 2026-05-04 1:41 5:48 PM PM

AD INDEX

ADVERTISERS Q2/2026 Auto-Stak

35

JELD-WEN

59

BMR

37

Johns Manville

19

Brandt

33

JRTech

49

Castle Building Centres Group

76

Leviton

15

CGC

51

LBMAO

67

Cloverdale

cloverdalepaint.com

25

Marwood

9

Diablo Tools

15

MAX USA

7

autostak.com bmr.ca/becomeadealer sellickequipment.com youarethebrand.ca usg.com

diablotools.com

Gentek Building Products gentek.ca

27, 29

jeld-wen.ca jm.com

jrtechsolutions.ca leviton.com lbmao.on.ca marwoodltd.com maxusacorp.com

Orgill

2, 3 37

orgill.com

Gillfor

41

Regal ideas

GSW

55

Saint-Gobain

67, 69, 71

5, 44, 45, 73

Sexton Group

17

gillfor.com gsw-wh.com

Hardlines Inc. hardlines.ca

HBSDealer (Pro Dealer Industry Summit)

53

Home Hardware Stores

11

ensembleiq.com home-owner.ca

regalideas.com saint-gobain.com sextongroup.com

Taiga Building Products

21, 75

taigabuilding.com

3RD QUARTER 2026

IN THE NEXT ISSUE: PRO Dealer GSDs SPECIAL ISSUE PLUS:

• Insulation • Compensation • Disaster Restoration 72

PRO Dealer // Q2 2026

PD-Q2-26-AdIndex.indd 72

PUBLICATION DATE: August 21, 2026 AD RESERVATIONS: July 9, 2026 AD MATERIAL DUE: July 22, 2026 PUBLISHER David Chestnut david@hardlines.ca

ACCOUNT MANAGER Shannon MacLeod shannon@hardlines.ca

Hardlines.ca

2026-05-04 5:13 PM

POST YOUR JOB. FIND YOUR PERFECT HIRE. NO SWIPING REQUIRED.

Hiring in the home improvement industry?

Reach qualified managers, executives, sales reps, and top-tier retail professionals with Hardlines Classified Ads— featured in our exclusive Hardlines Weekly Report every Monday morning.

This industry-leading publication goes straight to the inboxes of decision-makers across Canada’s home improvement industry.

Why Choose Hardlines Classifieds?

Highly Targeted Exposure Affordable Pricing Immediate Placement Trusted by Industry Professionals RATES:

Premium Member Perks: 1 FREE 2-week classified per year – 15% OFF all other postings – Discounts on other Hardlines products

2 Weeks: $2.99/word (75-word minimum) 4 Weeks: $3.99/word (75-word minimum) Logo Placement (optional): $149.99 (one-time fee)

JOIN THE NETWORK. REACH TOP TALENT. LEARN MORE OR POST YOUR JOB TODAY AT HARDLINES.CA FOR MORE INFO, CONTACT JILL MACLEOD AT JILLIAN@HARDLINES.CA

Hardlines-Classifieds-HHIQ3Q2025.indd 73

2026-05-05 9:10 AM

THE DELIVERY CHALLENGE

GETTING TO THE CHURCH ON TIME THE BUILDING The Anglican Church in Ulukhaktok, N.W.T.

THE WORKERS A small band of volunteers

THE CHALLENGE The window for delivering building supplies to the church is punishingly slender

The local Anglican parish church’s two buildings are in serious need of repair. In order for the volunteers to do the work, which is scheduled for the fall, the building materials need to arrive first.

The barge that will be used is owned by Marine Transportation Services, which is owned by the government of the Northwest Territories. It will begin its slow journey up the Hay River in June.

By Geoff McLarney

THE SINGLE BARGE A single annual visit from a barge, in late August, is the only opportunity

View from the barge

Image by Cambridge Bay Weather under GNU Free Documentation Licence

74

PRO Dealer // Q2 2026

PD-Q2-26-TheDeliveryChallenge.indd 74

Hardlines.ca

2026-05-05 7:28 PM

005_1225_Hardlines_ProDealer_Q2_FP_Ad_9x10.875_FP_Ad_APR_22_2026: Trim Size - 9” x 10.875” | With Bleed - 9.25” x 11.125 | Type Safety - 8.5” x 10.375”

Taiga treated wood is treated right.

We oversee every part of the process, from raw lift to treated load, so every bundle meets our standard for colour consistency and quality.

No matter the region, no matter the season, you get the same dependable product, shipped through our integrated logistics network and ready to perform in the toughest outdoor conditions.

Start at taigabuilding.com

Taiga-PDQ22026.indd 75

2026-05-04 5:36 PM

You built more than a business.

You built a community.

Your name means something locally.

Your relationships matter.

Castle doesn’t replace that.

We reinforce it.

Stronger purchasing.

Stronger partnerships.

Stronger independence.

Because thriving independents build stronger communities.

Scan QR Code or visit www.youarethebrand.ca Western Canada

Quebec

Atlantic

Ontario

Jaana Reinikka

Richard Hamel

Terry Mulock

Lillian Diaz

BUSINESS DEVELOPMENT MANAGER BRITISH COLUMBIA & ALBERTA

BUSINESS DEVELOPMENT MANAGER NEW BRUNSWICK, NOVA SCOTIA & PEI

BUSINESS DEVELOPMENT MANAGER ONTARIO - SOUTHWEST / CENTRAL

780-722-1870 | jreinikka@castle.ca

BUSINESS DEVELOPMENT MANAGER EASTERN QUÉBEC & NORTHERN NEW BRUNSWICK

902-471-3985 | mulock@castle.ca

905-757-4918 | ldiaz@castle.ca

Darren McCooeye

Mélanie Belley

Brian Warr

Lyndon Deyo

BUSINESS DEVELOPMENT MANAGER MANITOBA, SASKATCHEWAN, NORTHWEST ONTARIO

BUSINESS DEVELOPMENT MANAGER WESTERN QUÉBEC

BUSINESS DEVELOPMENT MANAGER NEWFOUNDLAND & LABRADOR

BUSINESS DEVELOPMENT MANAGER ONTARIO - NORTHERN / EASTERN

514-809-6443 | mbelley@castle.ca

709-770-5607 | bwarr@castle.ca

613-805-7271 | ldeyo@castle.ca

204-771-1908 | dmccooeye@castle.ca

Castle-HHIQ2Q2026.indd 76

418-520-6244 | rhamel@castle.ca

2026-05-04 5:48 PM