ProDealer Magazine 2024

M A N A G I N G P R O C R E D I T // R E D E S I G N I N G Y O U R S T O R E // P R O D U C T S F O R P R O S PREMIERE ISSUE

PRO Dealer Q4 2024

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

PRO YARD EQUIPMENT GUIDE COV ER F EAT U R E

INTRODUCING THE BRAND NEW BOOM TRUCKS + FORKLIFTS

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

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2024-10-09 10:38 AM

“It’s not complicated to do business with Orgill. They have a wide choice of products, warehouses with reliable quantities, tools to fight the competition and facilitate the operation of the business.”

‘

Robert Boyer Owner, Matériaux Robert Boyer

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COMMITTED TO OUR DEALERS’ SUCCESS Programs & Products for Independent Dealers We’re more than just a trusted supplier. Our retail success tools include sales programs, marketing initiatives, pricing strategies & the industry’s best Dealer Market.

Learn more at Orgill.ca or 1-888-742-8417

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MASTHEAD

PRO Dealer EDITORIAL

FOURTH QUARTER/2024 // VOLUME 1, NO. 1 PREMIERE ISSUE 330 Bay Street, Suite 1400, Toronto, Ontario M5H 2S8 • 416-489-3396 @Hardlinesnews • www.hardlines.ca

ADVERTISING/ADMINISTRATION

EDITORIAL ADVISORY BOARD

PRESIDENT

VICE-PRESIDENT & PUBLISHER

Michelle Chouinard-Kenney

Michael McLarney mike@hardlines.ca

David Chestnut david@hardlines.ca

GIBSON BUILDING SUPPLIES

EDITOR-IN-CHIEF

ACCOUNT MANAGER

Brian Lavigne

Steve Payne steve@hardlines.ca

Shannon MacLeod shannon@hardlines.ca

EDDY GROUP TIMBER MART

ASSOCIATE EDITOR

SENIOR MARKETING & EVENTS MANAGER

Luc Léger

Geoff McLarney geoff@hardlines.ca

Michelle Porter michelle@hardlines.ca

ELMWOOD GROUP HOME HARDWARE

CONTRIBUTING EDITORS

CLIENT SERVICES MANAGER

Rebecca Dumais rebecca@hardlines.ca

Jillian MacLeod jillian@hardlines.ca

Sarah McGoldrick sarah@hardlines.ca

ACCOUNTING

accounting@hardlines.ca

John Caulfield, Frank Condron, Corrie-Ann Knell, Rob Wilbrink

Shawn Samson shawn@twocreative.ca

Bathurst, N.B.

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

Peterborough, Ont. Gary Sangha CROWN BUILDING SUPPLIES

CONTRIBUTORS

ART DIRECTOR

Aurora, Ont.

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.

Surrey, B.C.

Hardlines PRO Dealer is published four times a year by Hardlines Inc., 330 Bay Street, Suite 1400, Toronto, ON M5H 2S8. $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 copyrighted 2024 by Hardlines Inc. No content may be reproduced without prior permission of the publisher.

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

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LOOSEFILL INSULATION

FINISHING / CORNERS

LAINE À SOUFFLER

FINITION / COINS

SOUNDPROOFING PANEL PANNEAU D’INSONORISATION

ROOFING SHINGLES BARDEAUX DE TOITURE

SHAKE SIDING

INSULATION

PVC WINDOWS & PATIO DOORS FENÊTRES ET PORTES PATIO EN PVC

REVÊTEMENT BARDEAUX

ISOLANT

GYPSUM GYPSE

INTERIOR / INTÉRIEUR

SIDING & TRIMS

VINYL & ALUMINUM RAINWARE GUTTER SYSTEMS SYSTEMS SYSTÈMES DE GOUTTIÈRES EN VINYLE ET EN ALUMINIUM

VINYL, ALUMINUM, ENGINEERED WOOD

GLASROC® TILE BACKER

INSULATION PANEL

PANNEAU D'APPUI POUR TUILES GLASROC

PANNEAU ISOLANT

MD

REVÊTEMENTS ET MOULURES

VINYLE, ALUMINIUM, BOIS USINÉ

HOUSEWRAP

GLASROC® SHEATHING

MEMBRANES INTERMÉDIAIRES

PANNEAU MURAL GLASROC

MD

MD

CEILINGS/GRID PLAFONDS ET GRILLE

S

MILLWORK MD

MOULURE EN PVC

STONE VENEER PLACAGE DE PIERRE

BASEMENT / SOUS-SOL

MAKING THE WORLD A BETTER HOME

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CONTENTS

PRO Dealer FOURTH QUARTER/2024 // VOLUME 1, NUMBER 1 PREMIERE ISSUE

9 WANTED: INNOVATION EDITORIAL

PAGE 10

NEWS Crown Building Supplies opens third store Castle CEO sees growth opportunity CGC breaks ground on ecofriendly wallboard plant Saint-Gobain completes acquisition of Bailey Group Fenplast acquires Les Portes A.R.D. Adentra acquires Woolf Distributing

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PRODUCTS FOR PROS

18 NAILERS, SIDING, AND MORE

PROFESSIONAL SPRAY FOAM,

72 75

STRATEGY

HOME DEPOT PLACES MASSIVE BETS ON PROS MESSAGE FROM THE PUBLISHER

WHY WE LAUNCHED PRO DEALER MAGAZINE

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

78

THE CHALLENGE

HOW COASTAL DRYWALL SUPPLIES DELIVERED THE GOODS TO A HALIFAX HIGH-RISE JOBSITE Hardlines.ca

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FINANCE

24

CREDIT MANAGEMENT FOR THE PRO DEALER

Feeling more like a bank than a yard? A discussion about red flags and acceptable risks

INTERVIEW

52

GSDs

HOW GMS INC. ACQUIRED YVON BUILDING SUPPLY

The southern Ontario GSD “fits the bill” for GMS’s competitive approach

COVER STORY

BOTH SIDES OF THE PRO DESK

42

34

PRO YARD EQUIPMENT GUIDE

These boom trucks and forklifts could be some of the toughest workers you will ever employ

64

An interview with Michelle Chouinard-Kenney, CEO of the family-owned business that comprises Gibson Building Supplies and Chouinard Brothers roofing Hardlines.ca

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MERCHANDISING

PRO-FOCUSED STORE DESIGN Whether you’re building from the ground up, or renovating your store, design strategies for maximizing sales from contractors Q4 2024

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FROM THE EDITOR

WANTED: INNOVATION

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

If we’re going to speed up the pace of homebuilding, we need new methods

Canada requires 3.9 million new homes by 2031—or so the politicians tell us.

At our current housing starts, we are on track for two million units in that time.

There are limits to the skilled labour force in Canada. We are going to have to double the number of trades and labourers—if we’re going to build the way we’ve built homes for the past 100 years.

So, what if we don’t do that?

What if we increase the number of prefabricated components?

We need more innovations that speed up the pace of building. Like Insulated Concrete Forms. But remember, ICFs were first patented in 1946. It took 50 years for them to become widespread!

In the pages of this premiere issue of Pro Dealer, you will see nothing but

“

Our goal is to tell you about innovations before your competitors know about them.

innovation. If you’ve got a product that allows pros to build faster, you’ll want to tell us about it.

When Home Depot opens a staggering 17 Flatbed Distribution Centres in North America just to sell pros, as it has, you know that the industry is experiencing some radical changes.

Our goal is to tell you about such innovations before your competitors know about them.

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Q4 2024

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PRO Dealer

NEWS

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

CROWN BUILDING SUPPLIES OPEN THIRD STORE IN B.C. A resolute focus on the customer has led to success

first two stores. The customer base is more commer-

for pro dealer Crown Building Supplies in its first

cial in Burnaby—which means that Crown expects to

decade in business. On Sept. 3, the company cele-

sell more steel construction products.

brated the opening of its third store, in Burnaby, B.C.

“Our plan is to grow more into a different market,

The company started with a single store in

to serve our customer base. We covered the Fraser

Surrey, B.C., in 2014. A second store was opened

Valley before and now with this Burnaby location I

in Abbotsford, B.C., and now, with the Burnaby

think we’re going to have a better reach. We’re going

location, Crown has definitely become a powerful

to be able to save a lot more on our logistics being

regional chain in the Lower Mainland of the province.

on the North Shore as well.”

And CEO and co-founder Gary Sangha doesn’t

Sangha himself has been involved in home

expect it to end there by any means. “There are a

improvement from an early age, working at a family

few more to come,” he says.

business owned by his uncle. “When I was in high

Crown is now a member of AD (Affiliated Distribu-

school, I started in this business. I started at the

tors) since its previous buying group, Ontario-based

bottom, everything from building orders in the ware-

TORBSA, merged with the American group in 2022.

house to sweeping the floors and packing the board.”

The focus of Crown

Now that he’s celebrating his third store as a

Building Supplies has

co-owner, Sangha is grateful how far he’s come in a

always been on pro sales,

decade as an entrepreneur.

selling to builders through-

“Of course, during these 10 years we’ve seen a

out the region. But the new

lot of challenges—Covid was the major one. And

store has been designed to

ever since Covid, the supply chain’s been broken. It

service a somewhat differ-

hasn’t been fixed yet. Yeah, it’s a lot better, but is it

ent market than Crown’s

where it needs to be? No.” While Crown adheres to its GSD roots, more

Gary Sangha, Crown Building Supplies CEO, and his team recently marked ten years in business for the pro dealer.

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recently it has opened an entirely new operation, a design division, providing a new service for its contractor base.

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Crown Building Supplies got its start with a single store in Surrey, B.C., shown here.

The aim is to be even more indispensable to pros.

to the contractors. Your practice in terms of getting

“It could be based on product knowledge, it could

the product to the site has changed in terms of

be based on projects, it could be based on specs,”

better equipment. Other than that, the business is as

says Sangha.

usual—there’s nothing changing.”

“For example, if you’ve got a wall or a ceiling

But even as Sangha shares that, he also observes

assembly that they proposed, and that product

how Crown’s commercial customers have changed.

might not be available anymore, or at the given time,

As a result, Crown is expanding its offerings.

we can propose a new assembly. And we have a

“I think where we spearhead on leading the indus-

program in-house, software, that can actually get

try is where we added more scope to each of our cus-

you that STC [sound transmission class] rating that

tomer’s work. For example, if the drywaller is doing

they might be looking for by switching, basically, to

the drywall, they’re already installing a metal frame

a different manufacturer’s products.”

or wood frame for the doors. So, they’re responsible

The team at Crown’s design division will save the architect or designer from having to hunt that alterna-

for that framing to be plumb. And the only thing they’re not installing is the door.”

tive product down. “We know the right channels to

“It’s a little different from what our competitors

get that information, versus them not being able to do

are doing. We’re just diversifying more. [We’ve] got

that. Or do it in a timely manner,” Sangha says.

into selling commercial doors, trying to get a bigger

Through the years, the GSD industry has not

share of the pie. We’re already on job sites, so why

changed fundamentally, Sangha says. “The [busi-

not sell more of that assembly that we’re already

ness] models that you’ve seen 20, 30, 50 years

working on? Before, we were basically on the

ago—they haven’t changed much. You’re still going

inside. Now we’ve gone to the outside as well.”

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NEWS

CGC BREAKS GROUND ON ECO-FRIENDLY WALLBOARD PLANT IN ALBERTA This past summer, CGC Inc. broke ground on the con-

The new facility will feature state-of-the-art innovations that enable efficient wallboard production with minimal water usage, energy consumption, and physical waste.

The eco-friendly facility will also feature

struction of its new wallboard manufacturing plant in

state-of-the-art innovations that enable efficient

Wheatland County, Alta., 70 km southeast of Calgary.

wallboard production with minimal water usage,

The company, the Canadian division of USG, says

energy consumption, and physical waste. A solar

the $210 million manufacturing facility will allow it

field onsite will generate clean electricity for

to deliver Sheetrock brand wallboard to residential

the plant.

and commercial customers across Western Canada

“Today’s ground breaking marks a significant

faster, more sustainably, and more reliably than ever.

win for CGC operations in Western Canada and our

According to CGC, the 220,000-square-foot facility on 214 acres will create more than 200 jobs

ambitious growth plans in Canada more broadly,” said Chris Griffin, CEO of USG Corporation.

during the construction phase and more than 100

The project was first announced by CGC in 2022,

permanent, full-time manufacturing jobs once plant

in partnership with Wheatland County, the Alberta

construction is completed in 2026. Plant recruitment

Government, Siksika Nation, and Invest Alberta.

and hiring will occur next year. The contract for the

“This project underscores our commitment to

construction of the plant was awarded to Ledcor.

being the best wallboard manufacturer to do business with, particularly as builders, governments, and communities across Alberta and the West work to expand housing starts, accessibility and affordability,” Griffin said.

“CGC Inc.’s investment in Wheatland County is helping to diversify rural Alberta and create good jobs for hardworking Albertans,” said Matt Jones, Albert minister of jobs, economy, and trade. “This state-of-the-art wallboard facility has helped to expand the manufacturing sector in our province

Groundbreaking ceremony at the CGC wallboard jobsite southeast of Calgary on May 23, 2024.

and will ensure residential, commercial, industrial, and institutional sectors can get the wall products they need to get their projects built.”

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CASTLE CEO SEES ROLE CHANGING FOR LBM DEALERS IN URBAN CENTRES Ken Jenkins recognizes the growth opportunities for commercial dealers as Canada increases its commitment to more housing over the next five years.

The president and CEO of Castle Building Centres Group recognizes that the strength of his organization still rests firmly with the group’s traditional building supply dealers. But the addition of new members to Castle’s GSD side, Commercial Building Supply (CBS), represents a growth opportunity for that division.

Jenkins points out that the role of the traditional LBM dealer is changing in the big urban centres.

In those major markets, commercial construction relies more and more on specialized suppliers, dealers that offer narrower assortments of products such as roofing, drywall, ceiling systems, and foundation products. He says there is a growing distinc-

Ken Jenkins, president and CEO of Castle Building Centres Group, says there is a growing distinction between traditional yards and GSDs.

tion between traditional yards and GSDs. “They are

bricks-and-mortar LBM generalists, but the

two different businesses.”

commercial piece allows us penetration into the

However, Jenkins sees a future for both models in parallel. “Castle remains committed to

large urban markets,” he says. “There’s significant volume to be had in those larger urban markets.”

FENPLAST ACQUIRES LES PORTES A.R.D. Fenplast, a manufacturer of windows and doors based in Candiac, Que., has acquired Les Portes A.R.D., a steel door manufacturer, through Fenplast’s subsidiary Lajeunesse windows and doors. The acquisition of A.R.D., which has a 57,000 sq.ft. factory in Lachute, Que., will allow for the expansion of Fenplast’s product range.

“We are proud to welcome Les Portes A.R.D. to the Fenplast group.

This acquisition is a significant step in our growth strategy, as it allows us to enhance Lajeunesse’s offerings while integrating a talented and dedicated team,” said Jean Marchand, president of Fenplast, in a release in June. “We look forward to collaborating with them to continue providing superior quality products to our customers.”

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The acquisition of A.R.D., which has a factory in Lachute, Que., will allow for the expansion of Fenplast’s product range.

Q4 2024

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HOME’S 60 ANNIVERSARY TH

A legacy to be proud of

“ Our vision is for Home to be Canada’s most trusted and preferred home improvement experience.” ­— Kevin Macnab, President and CEO of Home Hardware Stores Ltd

HomeHardware-DPS-60th-Advertorial.indd 14

For 60 years, Home dealers have been participating equally in our success without the influence of external shareholders. Now, as we approach 1,100 Home stores across Canada, our formula has never changed: Put the dealerowners first in everything we do.

“Our vision is for Home to be Canada’s most trusted and preferred home improvement experience,”

said Kevin Macnab, President and CEO of Home Hardware Stores Ltd. “And our mission is to serve communities through our strong independent dealer network, by providing superior home improvement experiences with

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helpful advice, competitive prices, and quality products.”

“Our strength is that our dealerowners maintain their independent businesses while being backed by a trusted Canadian brand,” said Dale MacPherson, Senior Director of Store Operations and Business Development. “This includes maximizing combined buying power for the LBM and hardlines product assortment, rebates through national vendor programs, a national marketing strategy, and dedicated team members at the Dealer Support Centres. All designed to help dealer-owners succeed.”

Walter J. Hachborn Founder

“Over our first 60 years, we have constantly adapted to meet the needs of our dealer-owners and their customers. As our founder, Walter J. Hachborn, said: ‘The road to success is always under construction.’ Now we are entering an era of evolving technology and shifts in consumer behaviour. Rest assured, our dealer-owners will remain our priority however the industry changes.”

100% COMMITTED TO OUR DEALER-OWNERS “As Home Hardware dealers, we enjoy the culture and the freedom to be the entrepreneurs we want to be. Home was founded on the idea that we are stronger together and that is as true today as it was in 1964. Home Hardware is synonymous with community, reliability, knowledge and trust.

What more can we ask for to prove to our customers that we’re here for them?”

— Tyler and Deanna Nowochin, Nowco Home Hardware and Rimbey Home Hardware, Alberta

“Being a Home dealer means being part of a group of passionate entrepreneurs who are committed to enhancing the communities they serve. For 60 years and counting, Home Hardware Stores Limited has supported dealers by granting us access to a wide variety of warehouse and LBM products at a competitive price, which gives us the flexibility to adapt to our respective markets. Home Hardware Stores Limited understands that its success is directly correlated with the success of every independent dealer across the country. We all play a key role.”

—Marc-Olivier Lane, Les Entreprises Nova Inc., Québec

“Our family has been a part of Home Hardware since 1971. As third generation dealers, we’re proud to continue our family’s legacy of providing friendly, helpful service to our community. The retail home improvement business is challenging and always evolving. Home’s systems allow us to efficiently optimize our assortment, keep our shelves full, and keep customers coming in the door, so that we can spend our time on our customers, our employees, and the growth of our stores. We feel very lucky to be a part of this winning team.”

—Joe and Jim Proudfoot, Proudfoots Home Hardware Building Centre, Nova Scotia

JOIN A COMPLETELY DEALEROWNED COMPANY TODAY. HomeHardware-DPS-60th-Advertorial.indd 15

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NEWS

SAINT-GOBAIN COMPLETES ACQUISITION OF BAILEY METAL Often billed as the largest construction materials supplier in the world, Saint-Gobain, based in Paris, France, grew its presence in Canada when it closed the acquisition, through its CertainTeed Canada subsidiary, of The Bailey Group of Companies, of Concord, Ont., for $880 million in June of this year.

Perhaps best known as Bailey Metal Products by building supply dealers, the company was founded

Bailey Metal Products, founded in 1950, has grown to be a leader in all kinds of metal framing products, with 12 manufacturing plants across Canada.

in 1950 as a wire-mesh manufacturer in Ontario by

Saint-Gobain has been on an acquisition drive

Sam Bailey. It grew to be a full-scale metal framing

in Canada over the past two years. In addition to

manufacturer for both residential and commercial

Bailey, its CertainTeed Canada division acquired

customers, remaining family-owned until its acqui-

siding giant Kaycan, based in Pointe-Claire, Que.,

sition by Saint-Gobain/CertainTeed. At the time of

in 2022, for US$928 million. It paid $1.325 billion

the announcement, Bailey had 12 manufacturing

for roofing giant Building Products of Canada, of

plants across Canada, staffed by some 700 employ-

Montreal, in 2023.

ees, producing $532 million in revenues in 2023.

“With this acquisition, Saint-Gobain reinforces its

These three acquisitions, Saint-Gobain said in a release, have brought its Canadian revenues from

offer in sustainable construction in the attractive

$800 million in 2021 to $2.3 billion in 2023. “All

Canadian market,” the company said in a release,

three additions complement CertainTeed Canada’s

citing Bailey’s “innovative installation systems

extensive portfolio of interior building materials,”

[which improve] the productivity and ergonomics of

the company said. Bailey will continue to operate

construction sites.”

under its own brand name.

ADENTRA COMPLETES ACQUISITION OF WOOLF DISTRIBUTING Adentra Inc., the Langley, B.C.-based wholesale distributor of architectural products, has completed the acquisition of Woolf Distributing Company for US$130 million, Adentra said in a release in July. Woolf is a distributor with three DCs in Wisconsin and Illinois. Adentra, which is publicly-traded on the Toronto Stock Exchange, supplies building products to the industrial, pro dealer, home centres, and architectural/ designer markets. It has 86 facilities in the U.S. and Canada.

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Hardlines.ca

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PHOTO CREDIT : ROCK THE BLOCK SEASON 4

®

ADA COMPLIANT HANDRAIL

FRAMELESS GLASS RAILING SYSTEM

urbanrail

®

R

by

AVAILABLE AT TOP RETAILERS TODAY! more ideas at regalideas.com RegalIdeas-PDQ42024.indd 17

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PRODUCTS FORPROS DUPONT FROTH-PAK SPRAY FOAM

Optimize performance on the job

Froth-Pak two component Professional Spray Foam is designed to dispense better, last longer, and cover more area. With this product, contractors and pros get higher yield, faster application, and great performance job after job. The new helical nozzle adds even more precision and efficiency to help pros work cleaner with no mess. DuPont Froth-Pak Foam Sealant is a two-component, quick-cure polyurethane foam that fills cavities, penetrations and cracks. For professionals only.

DUPONT TYVEK FLEXWRAP

A fastener-free way to prevent water intrusion

DuPont FlexWrap self-adhered flashing does not require mechanical fasteners, even in flexed corner areas around building openings. This allows it to provide easy, one-step insulation for hard-to-seal corners around windows and doors. It has high-performance durability: 100 percent butyl adhesive performs through extreme temperatures. Does not contain asphaltic/ bitumen adhesive materials which many window manufacturers prohibit.

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Hardlines.ca

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DUPONT STYROFOAM CLADMATE CM20 XPS

A name you can trust

Whether it’s new construction or a retrofit application, DuPont Styrofoam Brand Cladmate CM20 Extruded Polystyrene Insulation (XPS) can help you reduce the potential for moisture condensation in wall cavities and improve energy efficiency in both residential and commercial buildings.

It’s a durable, lightweight XPS board often used for interior framed walls, exterior and interior masonry as well as residential basement floor slab insulation—highly desirable for in home comfort.

MAIBEC CANEXEL ENGINEERED SIDING

Classic farmhouse aesthetic for home exteriors Maibec CanExel’s new Board and Batten profile offers a modern take on the classic farmhouse aesthetic. This profile features vertical lines that enhance the architectural appeal of any home, providing a stylish and durable siding option. Easy to install, low maintenance and engineered for longevity, it boasts a high-density fibre construction that resists fading, cracking, and peeling.

Available in six solid colours.

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PRODUCTS FOR PROS

MAX SUPERROOFER NAILER

By the inventor of the world’s first roofing nailer The CN445R3 SuperRoofer by MAX is a state-of-theart roofing nailer, building on the company’s legacy of innovation that began in 1982 when MAX invented the world’s first roofing nailer. Equipped with a full round-head driver blade that allows operators to drive nails in flush for dependable holding power. The nose design blocks tar build-up to 8x longer than conventional tools. The depth adjustment dial allows operators to effortlessly drive nails into hard materials, and control depth of drive when fastening soft materials, for a consistently polished finish.

MAX SUPERFRAMER NAILER

Featuring the world’s first Anti Double-Fire mechanism The CN890F2 SuperFramer by MAX is a high-performance coil framing nailer designed for professional contractors.

This powerful tool drives 2-inch to 3-1/2-inch nails with precision and speed, making it ideal for heavy-duty framing applications. The CN890F2 features the world’s first Anti Double Fire mechanism, first introduced in 1994, which prevents accidental double firing and enhances user safety. Large-capacity magazine holds up to 300 nails.

MAX POWERLITE CONCRETE AND STEEN PIN NAILER

Designed for pros in demanding construction environments The HN120 PowerLite by MAX is a high-pressure concrete and steel pin nailer designed for professional use in demanding construction environments. This innovative tool is part of MAX’s PowerLite series, which revolutionized the industry when MAX introduced the world’s first highpressure nailing system in 1994. Powered by a 500 PSI compressor, the HN120 delivers exceptional driving force for fastening into concrete and steel surfaces. Lightweight with less recoil than P.A.T. tools.

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Hardlines.ca

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RSVP FOR NHS!

March 18-20, 2025 Las Vegas Convention Center

The ONLY Industry Event That Unites The Entire Home Improvement Community Whether you’re looking to connect with customers and peers, discover the latest trends in the home improvement industry, or explore the newest products and innovations – your experience at NHS will provide you with the tools to grow your business. Join us for an event focused on celebrating innovation, deepening industry connections and growing our global community.

Learn more about attending at www.nhs2025.com/RSVP

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PRODUCTS FOR PROS

CERTAINTEED MOISTURE & MOLD RESISTANT DRYWALL

Create a healthy and safe home CertainTeed M2Tech Moisture & Mold Resistant Drywall is the ultimate protection against moisture and mold

damage. It is ideal for use in areas that are prone to moisture damage, such as bathrooms, kitchens, basements, and laundry rooms. With its unique formula and easy-to-use design, M2Tech Drywall can help you create a healthy and safe home environment.

BP CANADA SIGNATURE SHINGLES

Twelve exclusive colour blends

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JOHNS MANVILLE CLIMATE PRO

A premium alternative to cellulose

Johns Manville Climate Pro blow-in loose-fill fibreglass insulation is a premium alternative to cellulose. It’s blown into attics, nonconforming spaces and hard-to-reach areas, like corners, edges and around framing. When it’s applied to the recommended thickness and specifications, it improves energy efficiency. And unlike cellulose, it won’t settle, decay or provide food for animals or microbes. It’s effective for the life of the home.

JOHNS MANVILLE UNFACED FIBREGLASS INSULATION

Resists settling, breakdown, and sagging from vibration JM Formaldehyde-free thermal and acoustical insulation for wood, engineered wood, and steel framing is made of long, resilient glass fibres bonded with a thermosetting resin.

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KAYCAN URBANIX ALUMINUM SIDING

Clean lines and superior thickness

Kaycan’s Urbanix Aluminum Siding collection offers a sleek, modern solution for contemporary home designs.

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Hardlines.ca

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// PRO Dealer

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FINANCE

CREDIT MANAGEMENT FOR THE PRO DEALER

BY CORRIE-ANN KNELL

Acceptable risks, reg flags, and getting your money from contractors

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“

Not all customers are created equal. While some are loyal, pay their bills on time, and schedule material deliveries well in advance, others shop around, pay on their own terms, and require materials as needed.

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FINANCE

Operating with an in-house credit

AR customers account for, on average, between

system is a necessary evil in this day and age. It is

60 percent and 80 percent of pro sales in any given

also a fantastic tool for retailers and their reliable

calendar year. This, understandably, makes some

customers to build strong partnerships—making it

dealers feel more like banks than retailers.

easier for your contractor partners to acquire goods

Perry says his AR clients account for 65 percent of

and pay for them while simultaneously streamlining

his sales across his three locations (Peterborough,

dealer revenue and increasing volume.

Lindsay and Belleville, Ont.) This means, Perry and

Credit systems, however, can quickly become a

Humphries are managing about 4,000 individual

double-edged sword. If left unmanaged, they can

in-house credit customers. Keeping on top of all of

turn into collection issues and, ultimately, have

them is no small feat. Humphries dedicates all her

disastrous cash flow consequences.

time to reporting, tracking, collecting, and growing

To help navigate these sometimes thorny issues,

each client. With the help of her software pro-

Pro Dealer reached out to two of our industry’s

gram, Falcon Catalyst, she can maintain a balance

credit management experts: Brent Perry, president

between helping small business partners grow and

of Alf Curtis Home Improvements, a Castle member

getting the money owed.

with three locations in southern Ontario, and his credit manager, Lorelei Humphries.

Whether you’re a corporate franchise, multi-store

THE RIGHT AR TOOLS Humphries says that having the “right tools” will

regional player or a rural yard, chances are you

help you maintain a healthy AR routine. “Our pro-

have an accounts receivables (AR) system. Today,

gram provides me with daily account reports. It will notify me immediately if someone goes over their limit and will tell me which of our employees has authorized the overage,” she explains.

To become an AR customer at Alf Curtis, Humphries requires a credit application, references, positive Equifax, and a signed personal guarantee. Personal guarantees are admissible in court, allowing creditors to collect from corporate officers personally should the company be dissolved. This document is one of the most important pieces of the puzzle, Perry says.

“A personal guarantee is going to give you a lot of safety in court situations, but it is important that the

Photo: Galen Dafoe

document be signed by a company officer. I’ve seen

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Brent Perry, president of three-location Alf Curtis Home Improvements, a Castle dealer in southern Ontario, says 65 percent of his sales go through accounts receivable.

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CREDIT CLIENT CHECKLIST  A signed credit application including clear and concise terms of use

 Two to three credit references  A positive credit check from Equifax or TransUnion

 A signed personal guarantee from a company officer

 Obtain and review corporate profiles

bookkeepers sign them, and we have rejected those

businesses. However, in a situation where you have

applications. She could be fired next week!”

to seek legal intervention, updated documents will

While Alf Curtis does enforce a six-month proba-

make a difference in getting what is actually owed.”

tionary period for new accounts, when asked if he uses different protocols between new and existing clients, Perry says no.

“The only difference is our history with the cus-

DIFFERENT TYPES OF CUSTOMERS Not all customers are created equal. While some are

tomer,” Perry says. “If they have worked with us

loyal, pay their bills on time, and schedule material

for years, and have paid their bills on time, we will

deliveries well in advance, others shop around, pay

make allowances when it comes to their limits. But

on their own terms, and require materials as needed.

we are very firm on when we receive payment and

Though the latter does not necessarily predict a

that those payments are made in full.”

delinquent credit customer, Perry asserts that poor

Perry admits increasing credit limits would be the only example of an acceptable risk. But he insists that new credit agreements must be signed. “We’ll work with our partners to help them grow their

communication styles from contractors equate to a red flag when it comes to AR. “We don’t mind working with our customers. If their business is set up to pay every 60 days, we’ll

BRENT’S Inventory + Accounts Receivable > Liabilities = EQUATIONS Inventory + Accounts Receivable ≤ Liabilities = Hardlines.ca

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FINANCE

“

A personal guarantee is going to give you a lot of safety in court situations, but it is important that the document be signed by a company officer. I’ve seen bookkeepers sign them, and we have rejected those applications. She could be fired next week!

build something into our pricing to offset our inter-

Credit cards are a mandatory form of acceptable

est. It’s when they don’t communicate. When they

payment in Canada. Merchants decline this form of

don’t let you know what’s going on or even pick up

renumeration at their peril. However, for commod-

the phone when you call. That’s when you know.”

ities-based businesses, such transactions tend to

When asked about the potential boom expected later next year and whether it will impact his credit

eat away at your margins.

“After holding these accounts for 30 days, giving

management strategy, Perry says: “In times of

out our 15 percent [pro] discount and paying the

growth you will have more inventory and more

interest, it adds up: allowing customers to pay by

sitting in your AR accounts. With longer wait times

credit cards was taking two to three points off my

for our contractors, late closings, you must be

profit,” Perry said.

careful about your operating costs.” He continues,

“Because we were able to separate our AR busi-

“I go by this equation: If my [combined] inventory

ness from our retail business, we no longer accept

dollar value and my AR account totals are equal to

credit card payments on accounts.”

or greater than what I owe the bank, I am good. If I owe more to the bank than what those [combined] numbers are, I’m screwed. The bank always wins.”

ONGOING DUE DILIGENCE During busy times, Humphries continues her due diligence. She pulls credit checks to ensure her clients aren’t being over-leveraged, and that bills are being paid on time. Perry recalls a time when the numbers didn’t add up. What had otherwise been a profitable year for Alf Curtis Home Improvements was being crimped by credit card service fees that hit the stores’ bottom line to the tune of $220,000.

Lorelei Humphries is the credit manager for Alf Curtis Home Improvements. She manages some 4,000 AR customers for the three building supply yards.

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Hardlines.ca

2024-10-08 5:00 PM

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2024-09-25 2024-10-08 2:43 3:43 PM PM

FINANCE

This is an insight the Government of Canada has

respond. I’m able to tell them (the customer) exactly

since picked up on. A ruling made in October 2022

what’s going on in their account. There’s no loyalty

allows retail businesses to include a purchase fee to

between big boxes and the customers. There’s no

customers who choose to pay by credit card.

face to face. They won’t even supply references to

To which Perry affirms, “For higher margin businesses, it becomes a wash. But for us in commod-

us on their behalf. So, we’re better equipped to help them grow, which we do and we are proud of.”

ities, where the margins are tighter, it’s necessary.”

Big box home improvement retailers seem to have

HEADING TO COURT

many advantages over independent dealers. Perry

Though credit systems lend control over budgets,

says that how they handle credit management isn’t

scenarios can arise where getting your money back

one of them. He contends that because big outfits

is completely out of your hands. When it comes

like Home Depot don’t hold their own AR, and prefer

to collections, heading to court is the last place

the use of third-party agencies like Citibank, bor-

you want to find yourself. After the recession of

rowing is “cumbersome” for their pro customers.

1992, Perry found himself in hot water. Hit with a

Humphries explains: “Sometimes it takes these

$300,000 bankruptcy from a customer, the chances

agencies three to five business days to even

of recovering the money looked bleak. Perry’s only

FACTOID: Banks can loan up to 50 percent of inventory values and up to 75 percent of receivables

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FINANCE

“

Building up client credit may create a bigger exposure to risk, but in nurturing those relationships you can look for bigger margins over time. option was to contest the bankruptcy. Eventually,

“We’ve been taken to court by customers who

he overturned it. “It cost me personally,” he says

believe we have short-changed them on materials.

passionately. “But it was the principle of it!”

We have our drivers take photos of every lift deliv-

Apparently, the debtor had failed to pay many local

ered. The photos are then uploaded into our system

businesses, leaving some in crisis. Though it would

as reference.” He laughs, “It’s saved our asses a

take years for the principles to be paid back, Perry

number of times.”

was proud he could be a champion for his communthis case, after a near decade-long battle, it begs the

THE BENEFITS OF A DEDICATED AR MANAGER

question: does it really pay to go to court?

While not all dealers choose to—or are large enough

ity. While the court ruling was deemed favourable in

The gavel can swing both ways. Rare but not

to—support a full-time accounts receivable man-

unheard of is the situation where the customer has

ager, Perry suggests having someone consistently

legally gone after the retailer for unmet product and

oversee things will go a long way.

service agreements. Perry says it’s happened to him.

When asked what makes a good credit manager he replies, “Someone who can build good rapport with customers, is an excellent communicator, and has the

TIP: Incentivize on time payments with discounts on materials

ability to be firm.” For smaller yards Perry recommends electing someone who is versatile, that can help in other aspects of the business, such as sales.

The tightrope walk that is credit management must occur equally when times are slow or when businesses are booming.

When managed properly, the AR cycle will regulate cash flow and allow you to expand your operating loans (that’s what extending credit is, in short) to grow. It will also, simultaneously, increase a dealer’s ability to build stronger relationships with pro clients.

Building up client credit may create a bigger exposure to risk, but in nurturing those relationships you can look for bigger margins over time.

The trick then becomes keeping your balance and not falling from the rope.

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2024-10-08 10:17 AM

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OPERATIONS

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BY FRANK CONDRON

PRO YARD EQUIPMENT GUIDE From the truck-mounted cranes at HIAB, to the new entry in the market, Bobcat, here are some of the toughest lumberyard workers you will ever employ

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OPERATIONS

36

When it comes to materials handling,

HIAB eX.HIPRO CRANE

operators have to take a number of

peak productivity while maximizing energy efficiency. The crane’s

factors into account. Maximizing

pressure-compensated and load-sensing hydraulics optimize oil

productivity requires power and load

flow, which reduces both fuel consumption and CO2 emissions. The

capacity from handling equipment, of

eX.HIPRO’s Dynamic RPM and automatic start/stop functionality

course. But maintaining productivity

minimize the environmental impact of the diesel platform, and the

is just as dependent on durability and

system is fully compatible with electric vehicles. The unit features the

safety; downtime due to mechanical

SPACEevo control system, the latest in intelligent control technology,

problems or operator injury, or

which is designed to execute

product loss due to breakage, can

smooth and fluid simultaneous

also eat into an operator’s bottom

movements in tight spaces.

line. Picking the right equipment for

The intuitive crane controls

your application is key, and there

and safety sensor features

are lots of options on the market

allow for ease of handling,

to choose from. Here are just a few

ensuring fast, precise, and

options from some industry leaders.

damage-free deliveries.

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The eX.HIPRO truck-mounted crane from HIAB is designed to achieve

Hardlines.ca

2024-10-08 11:47 AM

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OPERATIONS

CAT DP60HP-DP100CP Forklift Series Built for the most challenging materials handling environments, the CAT DP60HP-DP100CP internal combustion Forklift Series combines high-performance internal combustion engines with enhanced operator comfort and safety features to maximize productivity and reduce the cost of ownership. These 13,000-22,000 lb. capacity, pneumatic tire lift trucks are powered by a turbocharged, four-cylinder Kubota V3800 diesel engine that generates massive torque at low rpms while producing low emissions. A large meter panel features a warning system that alerts the operator to protect the machine’s critical components, and the simplified design has fewer service points for quicker, simpler maintenance.

Bobcat Forklifts When most people think of a Bobcat, they think of the powerful and manoeuvrable little earthmovers that are ubiquitous in the landscaping trade. Well, earlier this year the Bobcat Company expanded its product line with the introduction of a line of forklifts. This brand expansion first began to take shape in 2023, when Bobcat’s parent company, the South Korean multinational manufacturer Doosan Group, decided to move a number of its machine products, including forklifts, over to the Bobcat brand in North America. The new Bobcat product lines include internal combustion cushion tire and pneumatic tire forklifts, electric counterbalance forklifts, narrow aisle forklifts, pallet trucks/stacker forklifts and warehouse vehicles. Bobcat forklifts are now available at all traditional Bobcat dealers in North America. Customers can search bobcat.com/dealer to find a dealer near them.

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OPERATIONS

Toyota Electric Pneumatic Forklifts Toyota’s 48V and 80V Electric Pneumatic Forklifts are designed to handle both indoor and outdoor operation with full customization based on application and operator preference. With a load capacity ranging from 3,000 to 4,000 lbs. (48V) and 4,000 to 17,500 lbs.

(80V), these machines include electric power steering, regenerative braking, and speed controls to help extend battery life and cut down on recharging time. For outdoor applications, an optional steel operator cabin is available, complete with wrap-around windshields and wipers.

Toyota Heavy-Duty IC Forklifts Materials handling in lumberyard applications calls for maximum load capacity as well as strength and durability. The Toyota High-Capacity Core IC Pneumatic forklift line is designed to handle massive loads in challenging outdoor environments. Powered by a Cummins 4-cylinder diesel engine delivering 173 HP, this line is available in five different models ranging in load capacity from 22,000 to 30,000 lbs. The drive train features an electronically controlled DANA TE-10 transmission, and engine protection and high capacity cooling systems help to limit downtime due to maintenance issues. Operator features include a touch-screen display with advanced diagnostics and fingertip hydraulic controls, and a pillar­free front window offers unobstructed sightlines.

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HELI G2 Three-Wheel Electric Counterbalance Forklift The model G2 Three-Wheel Electric Counterbalance Forklift from HELI is designed to deliver maximum control and stability in confined spaces.

This rear-wheel-drive electric machine offers lownoise operation and zero emissions with a minimum turning radius of 1.46 metres, making it well-suited for indoor warehouse and covered storage environments. The 48V-platform emphasizes charging efficiency and all-day uninterrupted operation and the unit is powered by a maintenance-free IP54 AC motor. The load-sensitive hydraulic system works to reduce overheating and an ultra-low-torque steering gear helps to reduce torque while steering for smoother operation.

HELI G3 HD Pneumatic LPG Forklift HELI’s model G3 Heavy-Duty Pneumatic LPG Forklift is designed to handle large-scale tasks both indoors and out. With a load capacity range of 11,000 to 22,000 lbs., the G3’s pneumatic tires offer traction and stability on the uneven surfaces often found in lumberyards. A vibration shock reduction system reduces the bouncing that can occur over uneven surfaces when the unit is under load. Power is provided by a Cummins diesel. A wet-braking system with forcedoil cooling ensures reliable braking under extreme conditions. Safety features include an “Operator-Present” system that cuts power to the machine when the driver leaves the operator seat suddenly, as well as an optional reverse image system and warning light.

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GSDs

HOW GMS INC. ACQUIRED YVON BUILDING SUPPLY 42

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BY JOHN CAULFIELD

The southern Ontario GSD “fits the bill” for GMS’s competitive approach

Hardlines.ca

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“

The transaction provides the expansion-minded Yvon Building Supply with the support of a deep-pocketed partner that historically has sought opportunities to grow organically and through acquisition.

It would have been easy to shrug off that

wallboard, steel framing, and ceilings. GMS, based

just another inevitable example of a U.S. company

The transaction provides the expansion-minded

$196.5 million transaction, which closed in July, as

skimming market share from its northern neighbour.

That impression would have been accurate,

in Tucker, Ga., is in serious growth-mode. seven-location Yvon Building Supply, headquartered in Burlington, Ont., with the support of a

albeit only to a point. The acquisition consolidated

deep-pocketed partner that historically has sought

Gypsum Management and Supply Inc.’s hold on

opportunities to grow organically and through

first place in the GSD rankings in North America.

acquisition. (Beside its purchase of YBS, GMS Inc.

But the deal also revealed GMS’s broader strategy

previously bought two other dealers in Canada dur-

of bolstering its profitability—which was down in

ing the 12 months that ended April 30.)

its latest fiscal year—by increasing sales of prod-

The YBS-GMS deal’s timing coincides with the

ucts that complement its stores’ core categories of

expectation, by market watchers, that demand for

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GSDs

drywall and other building products could surge if

fiscal year. 55 percent of GMS Inc.’s sales came from

slumping new-home construction bounces back

supplying commercial projects, and 45 percent

during the next two years.

from residential projects. Drywall accounted for 41.1 percent of GMS Inc.’s fiscal-year 2024 revenue,

THE GMS PRODUCT MIX Prior to its purchase of YBS, GMS Canada operated 37 locations throughout Canada under such regional banners as Slegg Building Materials (Vancouver Island), B.C. Ceiling Systems (Richmond, B.C.), Shoemaker Drywall Supplies (Calgary), Watson Building Supplies (Vaughan, Ont.), Blair Building Materials (Maple, Ont.), Rigney Building Supplies (Kingston, Ont.), and D.L. Building Materials (Ottawa and Gatineau, Que.).

These Canadian brands generated 12.2 percent of GMS Inc.’s US$5.5 billion in revenue during its latest RIGHT: Paul Green, president of GMS Canada, a division of GMS Inc. in Tucker, Ga. BELOW: Seven outlet Yvon Building Supply is a highly successful GSD in southern Ontario, with 145,000 square feet of warehouses and some 100 delivery vehicles.

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Hardlines.ca

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2024-10-08 1:36 PM

GSDs

Yvon Building Supply is headquartered in Burlington, Ont., and has six additional locations from Windsor, Ont., to Vaughan, north of Toronto. A former member of the ILDC, Yvon is now counting on GMS Inc.’s buying power and management.

ceilings 12.6 percent, steel framing 16.2 percent,

Yvon retained to shop the company—sent out a

and complementary products—such as tools, fas-

Request for Proposals. (Green said that GMS wasn’t

teners, adhesives, benches and scaffolding, safety

the only potential bidder.)

and protection—29.9 percent.

For those who favour minutiae, GMS Inc. also

At the time, Yvon Building Supply was generating $190 million in annual revenue from its GSD outlets

reported, in its year-end April 30, 2024 annual report,

that incorporate three ancillary businesses: Yvon

net sales per day for drywall ($9 million, up 4.3

Insulation, Right Fit Foam Insulation, and Lamin-

percent), ceilings ($2.7 million, up 9.7 percent), steel

ated Glass Technologies.

framing ($3.3 million, down 6.6 percent), and com-

YBS dates back to 2011, when Tom Scott, its

plementary products ($6.2 million, up 2.4 percent).

founder and president, acquired a small, family-

GMS’s core building materials are relatively

owned business called Yvon Insulation and, soon

lower-margin products, and the company

after, launched Yvon Building Supply that, within one

reported a 17.1 percent decline in net income, to

year, had 19,000 square feet of warehouse space.

US$276.1 million, in fiscal year 2024. Its loca-

Scott, now 56, did not respond to emailed or

tions also face fierce competition on both sides of

texted requests for an interview. But his daughter,

the Canada­-U.S. border.

Rebecca, sketched out her father’s background and the company’s history in an essay she posted

46

THE REQUEST FOR PROPOSALS

on the local-news.ca website in July 2022. Scott’s

Paul Green, president of GMS Canada, said GMS Inc.

career began as a labourer, from which he worked

became aware that Yvon Building Supply might be

his way up the ladder at a construction company to

for sale last September, when National Bank—which

vice-president. However, he was laid off in 2010,

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and found himself doing landscaping and painting jobs, from which he heard about Yvon Insulation.

Scott has built Yvon Building Supply into a province-wide business with 195 employees and 90 rolling pieces of equipment, said Green. Like GMS, Yvon has grown through acquisition in Ontario: in 2019 it purchased Arrlin Interior Supply in Etobicoke; in 2021 it added Oldershaw Building Supply in Chatham; and the next year bought Costa Building Supply outlets in Concord and Cambridge, Ont. On its website, Yvon Building Supply states that

“

The negotiating parties included YBS’s Tom Scott and Jake Stephenson, GMS Canada’s Paul Green and GMS Inc.’s Ajay Harpalani, and representatives from the National Bank of Canada.

its “main goal for the foreseeable future includes expansion into Eastern and Western Canada.”

Lefebvre, president of the distributor Lefebvre & Benoit, and current CEO of BMR Group. Green

THE “RIGHT TIME TO DIVEST”

described Lefebvre as a “passive” investor.

The decision to sell Yvon Building Supply, said

It was the shareholder group that retained

Green, was not Scott’s alone; Scott was part of a

National Bank. “The group just thought it was the

shareholder group whose number is confidential but

right time to divest,” explained Green. Yvon had

included at least one notable investor: Alexandre

successfully gotten to a certain scale and density but, at its current size, would have struggled to keep

An Yvon Building Supply delivery truck offloads wallboard and insulation products at a southern Ontario condominium jobsite.

up competitively with the projected growth of the commercial and residential markets.

Green was directly involved in the negotiations preceding the sale, as was Tom Scott. Also involved were representatives of National Bank; Jake Stephenson, YBS’s vice-president of business development; and GMS Inc.’s corporate development team led by Ajay Harpalani, from Georgia. The parties signed a Letter of Intent to sell on February 14, 2024, pending approval of the Competition Bureau.

A BIGGER FOOTPRINT IN THE GTA GMS Inc. was attracted to Yvon Building Supply as an asset for several reasons, said Green. For one thing, as a GSD “it was already in our space.”

Second, GMS was looking to increase its footprint in Ontario, “and you have to meet the moment.” GMS

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2024-10-08 5:03 PM

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GSDs

also saw this acquisition as part of a larger

part of GMS’s game plan for Yvon Building

opportunity to increase sales and market

Supply. Several of Yvon’s locations overlap with

share. Yvon, said Green, “fit the bill perfectly.”

GMS Canada’s stores that operate under the Watson

Scott and four other executives stayed on to

Building Supplies banner. Green said that the Watson

manage Yvon Building Supply under GMS Canada’s

and Yvon stores will now work in tandem, which

umbrella. During an earnings teleconference on June

might include handling each other’s overflow. Being

20, GMS Inc.’s president and CEO John C. Turner, Jr.,

part of GMS will help Yvon fill in some of the “white

spoke about the importance of acquiring “expertise”

spaces” in its Ontario market coverage.

to achieving the company’s growth objectives. “We bought a growth-business plan,” said Green.

Yvon Building Supply also continues to operate

Eventually, said Green, there could be synergies in back-office functions and joint product purchases.

On July 1, Yvon Building Supply ended its member-

under its own market brand, a pattern that GMS

ship with the ILDC that began in 2018. But given that

prefers across North America, where it supports 56

28 percent of Yvon’s annual sales already come from

brands, according to its website.

complementary products, Green doesn’t anticipate

Normally, when one company acquires another,

much change in its merchandise mix, at least initially.

there’s an effort made to reduce operational redun-

Green said that GMS Canada expects double-

dancies to cut costs. But that doesn’t appear to be

digit sales growth from Yvon Building Supply in fiscal year 2025. Margins, overall, are expected to

YBS will work in tandem with Watson Building Supplies, as both overlapping (former) competitors are now under the same GMS umbrella. They intend to complement each other to fill in “white spaces” in their markets.

improve for wallboard.

GMS Canada, said Green, intends to make a “big push” into supplying commercial construction and renovation projects, and it sees “robust growth” in demand coming from institutional building, like healthcare. “Our drive will be with the pro customer,” and not primarily at retail. In a previous interview, Green said that one of GMS Canada’s competitive advantages was a delivery fleet that can accommodate just about any project size.

GMS is rolling out its Yard of the Future with Wi-Fi and tablets that facilitate paperless order picking and loading technologies. Turner, in his presentation to analysts, said that GMS is installing “advanced” ERP systems with purchasing capabilities.

Turner added that GMS is promoting the value of its e-commerce platform, on which 70 percent of GMS’s U.S. customers have created online accounts, and a growing number are paying for purchases online.

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2024-10-08 1:23 PM

PRO DEALER INTERVIEW

BOTH SIDES OF THE PRO DESK

BY CORRIE-ANN KNELL

Gibson Building Supplies isn’t the first pro dealer to

have its roots in a contracting firm. But it’s unusual

to have the contracting firm grow so fiercely even as

the building supply partner embarks on a strategy of growth by acquisition. We recently interviewed

Michelle Chouinard-Kenney, CEO of the family-owned

business that consists of Gibson Building Supplies and

Chouinard Brothers roofing in southern Ontario.

Photography: Clarissa DiGioacchino

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“

Ten years from now, installation is going to look different, I think. Not to mention there will be less people doing it.”

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PRO DEALER INTERVIEW

Michelle Chouinard-Kenney is a

third generation, and I don’t think I will be the best

32-year veteran of the building materials industry

mentor for my son. [Editor’s note: She is referring

who has seen both sides of the contractor desk. Her

to her youngest son, Cullen. Her eldest son, Max,

father, Lucien Chouinard, with his brother, Ernest,

currently manages Chouinard Brothers’ commercial

founded a southern Ontario roofing contracting firm

installation business, and the middle son, Owen, also

called Chouinard Bros. in 1972. Twenty-seven years

works in the company.] We have, sort of, outsourced

later, in 1999, the family business had a retailing

support for him. I am his mom first; I know he has

arm that became one of the largest exterior envel-

learned our core beliefs and core values. So, we have

ope dealers to pros in the Greater Toronto Area,

selected someone to mentor him in a professional

Gibson Building Supplies. Chouinard-Kenney is CEO of both firms. She recently sat down with us to talk about the complexities a partly vertical company involves, her management philosophies, and her

Gibson Building Supplies, a Sexton member, is celebrating its 25th anniversary this year. This is one of the signs put up at its Aurora, Ont., headquarters.

goals for the future.

As a second-generation owner, can you tell us a little bit about your succession process? Did you always want to be in the family business?

It was poor. It was not planned well. I wanted to be a lawyer. When I worked for the family business as a teen, there were a lot of menial tasks and clerical tasks. Those are not drivers for me.

Later, my brother passed away. [Editor’s note: Chouinard-Kenney was at the time studying for her undergraduate degree at Western University in London, Ont.] My mother wasn’t in a good headspace, so I came home to help. But this was in a different capacity, so it interested me more.

In a previous interview, you’ve discussed your love of mentorship. How has that developed now that you are at the helm? Have you created any initiatives to develop your staff and future leaders?

I don’t get to, as much as I would like to right now.

Partially because, our succession planning wasn’t as well organized as it could have been. We are on the

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PRO DEALER INTERVIEW

“

One of our initiatives is to find people who can lead. We’ll take future leaders and test the water with them. We offer a three-day leadership program and send groups to be trained with the union. capacity, from whom he can learn the things that I

with them. We offer a three-day leadership program

may not necessarily be able to teach him.

and send groups to be trained with the union. We’ve

My father was very hands-on in his approach to

invested significantly for, I’d say, 12 months trying

mentorship whereas I am much more reserved. I like

to really develop leadership skills and determine

to sit down with people and let them learn. I am very

how they will develop in five or 10 years. And we

okay with people making mistakes, then helping

ask [ourselves], do we have the right people in our

them work through the mistakes, but there are some

camp? Are we going to need to look outside to hire?

leaders that like to stop the mistake before it hap-

Which employees think they can be developed but

pens. For me, if it doesn’t create a financial crisis, I

may not necessarily be the right candidate? Those

think it’s better to let my staff find solutions.

are conversations that we have now because 10

One of our initiatives is to find people who can lead. We’ll take future leaders and test the water

years creeps up quickly. At 60, if I am looking to retire, who’s succeeding behind me?

Inside Gibson’s Aurora , Ont., warehouse the order of the day is neat and tidy. Gibson has grown since 1999 to eight locations, including the first acquisition outside of Ontario, last year, in Dartmouth, N.S.

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2024-10-08 1:38 PM

PRO DEALER INTERVIEW

Tradespeople are beginning to age out. Are you reaching out to the community and helping to develop men and women looking to learn a skilled trade?

monitor it and they can see it where it is being used.

But unfortunately, houses aren’t built by just electricians and plumbers. We need bricklayers, drywallers, framers, and roofers. None of those trades are

[Shortage of trades] is a huge issue. I think we’re all

Red Seal. So, they’re not getting the money and effort

in the [same] position whether you’re a box store, an

put into them. These conversations are happening

independent, or you own multiple stores. The reality

but there hasn’t been a lot of action. We need action.

is our tradesmen are aging out. And if we all run in

I’ve sat with some of the other contractors and

In a previous interview you’ve mentioned expanding nationally by taking advantage of complementary avenues in your product and service assortments. Can you expand on this?

talked about it. Look at someone from Florida. In

We recently purchased a store in Dartmouth, Nova

Florida every roof requires a permit. Permits cost

Scotia. [Editor’s note: Gibson’s acquisition of Cap-

$250 but, that by itself won’t break the price of

stone Building Products, another pro dealer, took

someone doing the roof. It does, however, clean up

place in January 2023.] For us, acquisitions are a

the industry. It stops hook-and-ladder guys that

little bit different than the big players who purchase

don’t pay proper compensation and don’t train their

multiple yards because we’re so hands-on. It’s also

guys well. We need to take some of these trades and

difficult to do, in some cases, because there can be

professionalize them.

some pushback from previous owners.

separate directions and try and tap into the limited resource, we’re not going to be that successful. This endeavour needs to be pushed as a group.

A lot of money from the provincial government is

For us, purchasing existing retail operations is

going into these programs. But what people are for-

more about how they will transition into our phil-

getting is most of the money is being delivered into

osophy. We look for businesses and people who

Red Seal programs. Because the government can

look like ourselves, who feel like ourselves, and who go to market like us. We need to have a very similar moral fibre. We’re not set up to just go in, rip off the Band-Aid, and say, “Now you’re one of us!” That would be against our grain. Don’t get me wrong, we know what opportunities we miss by going about it this way but we’ve also seen how our transition with Dartmouth has been very successful.

The original owners [Lloyd Ruelland and Mike Cotters] are there. They still make decisions. They still treat it like it’s their own store. We provide the support and we’ll be there when they decide to transition out.

Eight-outlet Gibson specializes in building envelope products in general, not just roofing supplies. Its lines include cladding and siding, insulation, and ventilation products, all with a focus on the pro customer.

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PRO DEALER INTERVIEW

“

I just hired four young guys out of college. I had them figure out a calculation. They used AI. I wouldn’t even think to use AI. I would be at my desk using my big old calculator.

So, essentially, you’ve made a succession plan for them?

We get some [roofing] tools that help with efficien-

Yes, they were ready to sell. We all know it was an

rig that the guys can work from. It almost works like

opportune time. [When] we came out of Covid,

a platform. There are different jacking systems.

everyone’s numbers looked good. They were selling

Now, we’re seeing some minor changes but nothing

high, and we accepted what we were buying. We

that’s going to light the world on fire.

cies. One is called the Pitch Hopper—it’s a triangular

also had conversations and asked: “Do you want

In new construction, trades work almost exclu-

to lock the door and walk away? Do you want to

sively from machines now because of the pitches of

continue working? How do you feel about this?”

some of these roofs. It makes me wonder: when we

They were able to say, “If we still have control and

go to redo these houses in the future, how we are

it feels like it’s ours, we’re happy to work.” That’s

going to reroof? Because, in 20 years, we won’t be

trust! Big businesses can’t work on trust. We can as

able work from machines. People have pools. They

independents. We make our own rules. They have

have landscaping. So, how are these houses going to

rules they are governed by.

be done legally? They can’t be done legally swinging from a rope, that’s a safety issue. Ten years from

As we navigate a more technical era in the construction industry, are there any new and interesting products or innovations you find fascinating or worth watching?

now, installation is going to look different, I think.

Not to mention there will be less people doing it.

With the next generation of the labour force entering the workplace, how are you retaining and developing your staff to prepare for the potential boom in the construction industry?

I read an article a couple days ago. Even if the government said right now, “Here’s all the money you need to build four million units,” they can’t be built. We don’t have the workforce. So, our boom isn’t going to look any bigger than what we just went through [with the pandemic]. We’ve been through this. It’s not like our volume can double. The cost per unit might go up. But if we can only do a thousand houses, that’s all we can do because we have limited tradesmen. So, it can’t look that much different.

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We’re not getting younger people often in trades. I

company does not compete with our customers.

just hired four young guys out of college. I had them

However, if you’re not a customer and don’t have

figure out a calculation. They used AI. I wouldn’t

any intention of being a customer, well, game on!

even think to use AI. I would be at my desk using my

Because we came from the application side first,

big old calculator. If I had made them sit down and do

we have a strong understanding of the consumer.

it my way, that may have made them uncomfortable

So, when we design strategies and when we make

and potentially made them look for work elsewhere.

processes, they come from the perspective of bene-

Their know-how with technology is an advantage.

fiting the customer.

We’re very good at the application and customer

As both a retailer and roofing installation company, how do you navigate your relationship with your contractor partners?

service. Even guys who are completely against buying from us, have over the years transitioned to being our customers because we do it so well.

Really tough, initially. We had a really hard time

And trust me, many of our competitors use that

with that. It’s very important that our application

as their tagline against us. Often, we will bow out

Michelle Chouinard-Kenney didn’t always plan to run the enterprise co-founded by her father, Lucien, and her uncle, Ernest.

She was intending to go to law school when she was called back to the family business by difficult circumstances.

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PRO DEALER INTERVIEW

“

It’s very important that our application company does not compete with our [Gibson’s] customers. However, if you’re not a customer and don’t have any intention of being a customer, well, game on! of bids if it is against a customer. Even if we’ve done

Then we find ways to improve. That’s been our

the legwork on the drawings and the measure-

focus for the last 12 months. Because it’s coming.

ments, we will even give it to them to work from.

Let’s be ready. Let’s not be behind.

Vendor relationships are crucial when it comes down to the bottom line. How do you select your vendor partners? What does it take to build loyalty?

As a tenured and experienced professional in the building supply industry can you discuss some of your insights on the current state of the market and your predictions for the future?

We really try and pick vendors that are partners.

I’d say, the market will stay slow for 12 more months.

Some vendors you have to choose because custom-

We have a lull in shingles, as there will be a product

ers demand that product. We’re very strategic about

change from asphalt to fiberglass. There will be a

who we pick. We need to know: what does it look

shortage of labour. That will be our biggest hiccup in

like, how can we work together? Who’s coming in to

the future. I think it’s going to look the way it always

do the PK? Who’s being taught? We make full roll-

has. Maybe, a bit more steel roofing. We’re seeing

out programs on new lines. For us, it’s imperative

different cladding now, not everything is brick.

that our key vendors are partners.

We still need people to do it. Again, this will be the greatest challenge. I don’t feel there will be a big

Over the past 18 months, we have seen a slowdown in Ontario’s real estate market. What kind of challenges has this created for you?

grand explosion of millions of units being built. Or

We discussed this in our production meeting today.

ball will keep rolling. It has slowed down, but it will

I said, “Everyone at this table needs to understand

pick up again.

an extended slowdown. We’ve had some significant immigration. We have people who need homes. The

that we make money, we may even lose money, in And we need to use this opportunity, maybe not

With multiple retail locations, what do you attribute your success to?

for jobs (and not to cut positions), but to ask, what

Our success comes from being fair to our employ-

could we be doing better?”

ees. We treat our people well, which has led to a lot

times like these. But we’re here for the long haul.

This is the time to build better habits. Because

62

of tenured staff. This creates a wealth of institu-

next time we go into a busy cycle, our guys are

tional knowledge which translates directly back

going to be three years older. Some may retire. So,

to the customer. That’s why we have been able to

we must be better going into the next cycle. We

expand and acquire other businesses. We look for

make incentive plans. We look for challenges from

people who hold the same values when it comes to

previous builds and ask, how can we be better?

how they go to market. That won’t change.

PRO Dealer // Q4 2024

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STORE DESIGN

By Rob Wilbrink

PROFOCUSED STORE DESIGN CEO, BMF

Strategies for maximizing sales and loyalty from contractors

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HEALDSBURG LUMBER CO. LOCATION: Healdsburg, California OWNERS: Eric Ziedrich, Janet Gaylor Ziedrich BUILDING SIZE: 43,000 sq.ft.

YEARS IN BUSINESS: 149 BUYING GROUP: LMC GRAND REOPENING: June 2023 Hardlines.ca

PD-Q4-24-Willbrink.indd 65

MERCHANDISING/DESIGN: BMF

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2024-10-08 11:53 AM

STORE DESIGN

ADAMS BUILDING SUPPLY LOCATION: Woodstock, Ontario

Contractors account for the majority of sales at most

OWNERS: Jamie Adams, Tasha Birtch FRONT-END STORE SIZE: 10,000 sq.ft.

independent building supply dealers. With most communities having

YEARS IN BUSINESS: 61

multiple lumberyards, attracting customers with a great store design

BUYING GROUP: Castle Building Centres

is essential.

GRAND REOPENING: September 2023

Whether renovating these stores, or designing them from the ground

MERCHANDISING/DESIGN: BMF

up, here are some key factors to consider in the planning process.

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1. S TOCK THE RIGHT PRO-ORIENTED PRODUCTS Contractors generally prioritize quality over price. They use their tools every day and tend to be brand loyal. It’s best to skip the good and stock the better and best. High-quality tools, blades, fasteners, adhesives, coatings, and building materials are more reliable and save time on the job. Contractor-oriented stores will have broader assortments of specialty fasteners, structural hardware, adhesives, and safety products than a typical home centre. Contractors depend on their local dealer to have ample stock of the items they need most so it’s effective for stores to maintain a list of top SKUs that should never be out of stock.

Fixtures that include overhead storage are a great way to accommodate extra stock and make it easy to locate, manage, and replenish.

ABOVE: Adams Building Supply appeals to pros with its contractor packs of fasteners. RIGHT: Healdsburg Lumber Co. features a wellstocked and well-merchandised power tool accessory department.

Hardlines.ca

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STORE DESIGN

2. FOCUS ON YOUR CORE CUSTOMER When renovating or building a new store, dealers often see it as an opportunity to attract more DIY traffic. They are tempted to dabble in product categories in which they are ill-equipped to compete.

If they do so, they risk weakening their overall presentation and market reputation. The most effective way to improve a contractor-focused store and build sales is to stay focused on its core customer first and foremost. Existing customers will become more loyal and increase their purchases while attracting more customers similar to them. Ironically, this is also the best way to attract serious DIY customers who tend to spend more money, appreciate a higher-quality product assortment, and enjoy shopping where the pros shop. Experimenting in categories that don’t make sense for contractors is seldom worth the effort.

Pro customers hate tripping over patio furniture on the way to the contractor desk and aren’t impressed by toys, automotive products, or pool supplies.

3. INCLUDE GREAT BUILDING MATERIAL DISPLAYS Showrooms should extend beyond hardware to showcase roofing, siding, doors, windows, decking, and trim options. Building materials often account for 70 to 80 percent of sales for pro stores, so displaying them is a key part of any good contractor store design.

For some yards, décor categories such as flooring, kitchens, and bath also make sense to display. Attractive displays of higher-end building materials create a space which contractors can recommend to their clients to visit and browse. This saves the contractor time, increases their sales potential, promotes informed purchase decisions from homeowners, and enhances the quality and impact of their projects. Pros’ customers can create a virtuous cycle as word-of-mouth spreads about the great displays at the local contractor yard.

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NEW PARTNERSHIP!

Doman Building Materials is please to announce our new partnership with AZEK on TimberTech® decking products in Canada.

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STORE DESIGN

4. PROVIDE AN OPTIMIZED SERVICE AREA Contractors have different needs than most retail customers. They are best served by experienced staff at a dedicated contractor service counter. Relationships are important and interactions are often daily. The service area should include desks, a stand-up counter, as well as an extended counter to make it easy to roll out and discuss project plans.

In busy stores, a queuing aisle helps minimize wait times. Having a coffee station near the desk adds to the social interaction while saving time for pros otherwise spent at Tim Hortons. Convenient parking next to the contractor entrance is also a plus.

5. IMPLEMENT SECURITY MEASURES Higher-quality merchandise increases the risk of theft. Expensive tools are a regular target of thieves and require preventive measures. Smart pro store designers recommend bollards in front of entrances and facilities to lock up tools. Dead corners should be avoided with all aisles readily visible off main high-traffic aisles, and where possible, from service desks and offices. Cameras, motion detectors, and perimeter alarms are a necessary consideration. Separate contractor entrances should be locked during evening hours.

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6. STRATEGIZE STORE LAYOUT A well-designed contractor store is easy to shop. Clear directional signage helps customers quickly find what they are looking for. Departments should all run off a main aisle rather than being stacked behind each other.

Ideally, the contractor desk should have clear sight lines down the main aisle. Consumables are generally the most profitable items with the fastest turns and should be visible and conveniently located close to the service desk or at least close to the main aisle. Product adjacencies need to make sense with related products merchandised close together to reduce unnecessary steps. A covered cold storage and loading area is a big plus for contractors, and new yards are increasingly including drive -through lumberyards in their design.

7. CREATE A COHESIVE LOOK The best-looking pro stores are those that have consistent branding throughout the entirety of the space with wellplanned signage, imagery, and colours. These stores control their environment and create a lasting impression, rather than cobbling together a series of vendor-supplied racks with varying materials, shapes, and graphics. When vendor brands change over time, your prominent branding will maintain the cohesive look and feel throughout the store with a smooth transition between hardware and building materials.

A well-crafted store design tailored to contractors can significantly enhance both customer satisfaction and sales performance. Investing in these design elements will ensure your store stands out as a go-to building supply store and creates lasting success within your market.

Rob Wilbrink is the CEO of Burlington Merchandising & Fixtures (BMF), a turnkey independent retail renovation firm that partners with dealers throughout North America. Learn more about the benefits of investing in your store with BMF’s full range of retail renovation services by visiting bmfonline.com or contacting info@bmfonline.com

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STRATEGY

HOME DEPOT PLACES MASSIVE BETS ON PROS

In North America, Big Orange has rolled out 17 Flatbed Distribution Centres to ship jobsites direct—including a new pro DC near Toronto airport. It’s also acquired SRS Distribution for US$18.25 billion

Home Depot Canada’s first pro-focused Flatbed Distribution Centre near Toronto was fully operational this past summer.

The Home Depot, which revolutionized

delivered direct to contractors’ projects without

DIY retailing, has long coveted the pro market. But

clogging up Home Depot stores.

until recently it had to serve that market out of its retail stores, which was problematic.

All that has changed since January 2020. That

72

At the time of publication, Home Depot had 17 FDCs in North America. It says it will build 40 of them. The first Canadian Flatbed Distribution

month, a Dallas DC was opened, the first Home Depot

Centre, near Toronto Pearson Airport, was fully

Flatbed Distribution Centre (FDC), which ships large,

operational earlier this year. It measures 600,000

bulky merchandise direct to pro jobsites.

sq.ft., half dedicated to the FDC and half comprising

With the FDC, concrete blocks, 80-lb bags of

a “Stock and Flow Campus,” which replenishes 54

concrete, high volumes of lumber, massive lifts of

Home Depot stores in the Greater Toronto Area.

drywall, insulation in bulk, and more, can now be

Meanwhile, if there was any doubting Home

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“

If anyone doubted Home Depot’s commitment to the pro, in March it announced its intention to acquire SRS Distribution for US$18.25 billion.

Depot’s commitment to the pro customer, it announced its intention to acquire SRS Distribution, of McKinney, Texas, earlier this year.

SRS bills itself as the fastest-growing building products wholesaler in the U.S., with 2023 sales of US$9.6 billion from 750 locations across 45 U.S. states.

SRS specializes in landscaping, pool, and roofing supplies. The price is US$18.25 billion—the largest acquisition in Home Depot’s history. The acquisition is expected to close in January 2025.

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We wanted to get in front of a construction boom not seen since the 1950s and 1960s

Like everything we do at Hardlines, our products are based on research.

We decided to research the feasibility of Pro Dealer magazine when reader surveys told us that we needed to feature the contractor side a lot more than we were.

When we researched the pro side of the business,

FROM THE PUBLISHER

WHY WE LAUNCHED PRO DEALER MAGAZINE

BY DAVID CHESTNUT Publisher

“

HARDLINES INC. david@hardlines.ca

Canada is producing about half of the residential units that it will need in the decade ahead.

The list of dealer networks that have turned their attention to the pro side is very long. Everyone from GSDs to pro yards to specialty tool suppliers is ready to ramp up.

You can profit from the upcoming housing boom by keeping in touch with the pro side of industry, here in the pages of our new Pro Dealer magazine.

we realized that it was shortly going to experience a boom not seen since the 1950s and 1960s. The cause of the upcoming boom is well known. Canada is producing about half of the residential units that it will need in the decades ahead. It’s both a housing shortage and a business opportunity.

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GET AN

ADVANTAGE The premiere issue of Pro Dealer is now available. Just like the title suggests, it’s a business magazine expressly conceived for contractor specialist yards, GSDs, and any other resellers who serve the pro market— residential or commercial.

must-have publication is FREE to you NOT This as an industry professional. Scan the QR GETTING code or visit mysubscription.ca/prodealer YOURS? and secure your copy.

FOR ALL INQUIRIES PLEASE CONTACT

David Chestnut, Publisher, david@hardlines.ca

www.prodealer.ca

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ADVERTISERS Q4/2024

AD INDEX

PREMIERE ISSUE

Arxada

45

Johns Manville

33

Auto-Stak

39

MAX USA

8

BP Canada

55

National Hardware Show

21

Castle Building Centres Group

80

Orgill

2, 3

Diablo Tools

63

Regal ideas

17

37, 59, 69

Saint-Gobain

5

Dupont

48, 49

Sexton Group

31

Gillfor

74

Taiga Building Products

Hardlines Inc.

76

Westman Steel

arxada.com

autostak.com

bpcan.com

youarethebrand.ca

diablotools.com

Doman Building Materials domanbm.com

dupont.com

gillfor.com

hardlines.ca

Home Hardware Stores home-owner.ca

jm.com

maxusacorp.com

nationalhardwareshow.com

orgill.com

regalideas.com

saint-gobain.com

sextongroup.com

taigabuilding.com

29, 51, 79 57

westmansteel.com

14, 15

1ST QUARTER 2025

IN THE NEXT ISSUE: WHAT’S YOUR BUSINESS WORTH? PLUS:

• ERP Systems for Pro Yards • Getting Public Sector Business • Product Feature: Windows and Doors Hardlines.ca

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PRO Dealer PUBLICATION DATE: February 20, 2025 AD RESERVATIONS: January 3, 2025 AD MATERIAL DUE: January 17, 2025 PUBLISHER: david@hardlines.ca ACCOUNT MANAGER: shannon@hardlines.ca

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THE CHALLENGE

GOING COASTAL

How a GSD winched 2,600 gyp boards into place for a Nova Scotia customer THE CHALLENGE: Deliver and place over 100 lifts of drywall (26 boards to a lift) at a high-rise jobsite in Nova Scotia.

THE PRO DEALER: Coastal Drywall Supplies Ltd., Hanwell and Dieppe, N.B., Dartmouth, N.S.

THE CONTRACTOR: Pinaud Drywall & Acoustical Limited, Dartmouth, N.S.

THE JOBSITE: The Mills Residences, a 220-suite apartment complex under construction in Halifax, N.S.

“

Service is the name of the game in drywall.

Early morning, late night, whenever.

— DANIEL PORTER COASTAL’S GENERAL MANAGER

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005_104_Hardlines_Q4_OBC_FP_Ad_ENG_2024

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