HIR 29.06 by Key Media

ISSUE 29.06

2023 Annual Special Report and Directory

BANNERS MANAGER'S MIND Employee skills create better customer experience than price

PRIVATE WEALTH Life insurance plays important role in succession planning

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RETAILING BY DESIGN On the front lines of the retail experience

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Theresa Handel

Home Store Owner Campbell River, BC

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CONTENTS A KM Business Information Canada publication ISSUE 29.06

DEPARTMENTS

Managing Editor James Burton Editor Nienke Hinton ADVERTISING SALES Business Development Director Abhiram Prabhu Account Manager Michael Hughes Business Development Manager Doris Holinaty

6 7 8 10

PRODUCTION & DESIGN

Production Coordinators Loiza Razon & Kat Guzman

Employee skills create better customer experience than price

12 TECHNOLOGY Retailers overestimate AI knowledge, miss key opportunities

Graphic Designer Noel Avendaño CORPORATE

13 LEGAL

HR Business Partner Alisha Lomas-Oliver Chief Information Officer Colin Chan

14 EARNINGS 16 PRIVATE WEALTH Canadians underappreciate role life insurance plays in succession planning

Chief Revenue Officer Dane Taylor CEO Mike Shipley COO George Walmsley

EDITORIAL INQUIRIES james.burton@keymedia.com nienke.hinton@keymedia.com SUBSCRIPTION INQUIRIES subscriptions@keymedia.com ADVERTISING INQUIRIES abhiram.prabhu@keymedia.com michael.hughes@keymedia.com

Employee lawyer’s playbook: The top 10 mistakes employers make

President Tim Duce People and Culture Director Julia Bookallil

11 MANAGER’S MIND

Lead Production Editor Roslyn Meredith Production Editor Christina Jelinek

INDUSTRY UPDATE PEOPLE IN STORE FRONTLINES Consumer environmental concerns rising, but they’re willing to change behaviour

Customer Success Executive Michelle Tamayo

Production Manager Monica Lalisan

EDITOR’S VIEW More Canadians choosing to age in place at home

EDITORIAL

18 COMMUNITY PAGE 30 PRODUCT SPOTLIGHT

FEATURES

17 ORGILL

Providing dealers with e-commerce solutions

SPECIAL REPORT

2023 ANNUAL BANNERS REPORT & DIRECTORY Home repairs, sustainability key drivers for home-improvement spend

KM Business Information Canada Ltd. 317 Adelaide Street West, Suite 910 Toronto, ON M5V 1P9 tel: +1 416 644 8740 www.keymedia.com Canada • USA • UK • Australia • NZ • Philippines

26 RETAILING BY DESIGN Wilson’s Home Hardware Building Centre – On the front lines of the retail experience

28 CONTRACTOR BUSINESS Alair – Seeking international growth while focusing on communities

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Copyright is reserved throughout. No part of this publication can be reproduced in whole or part without the express permission of the editor. Contributions are invited, but copies of work should be kept, as the magazine can accept no responsibility for loss.

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EDITOR'S VIEW

More Canadians choosing to age in place at home

ne driver that will always impact housing, whether it be real estate transactions, construction, or home improvement plans and intentions, is the senior demographic. Even if the economy tanks and pressure builds on household finances; even if home prices skyrocket beyond the reach of the masses; even if the supply chain backs up and goods and services costs go up, the senior demographic will continue to grow disproportionately to other cohorts, and seniors themselves will need housing and may need home modifications to be safe. The Canada Mortgage and Housing Corporation (CMHC) says the number of elderly households in Canada will increase significantly in the coming years, and that will have an impact on Canada’s housing market. Its Housing Market Insight looks at seniors to see how their decisions will impact the overall real estate market. The findings also reveal data for home improvement retailers to learn about this market. The CMHC report says the proportion of elderly households who sell their property is elevated only in relatively advanced age groups. Therefore, it will take another few years to see a truly significant proportion of elderly households list their properties for sale. Although some aging Canadian homeowners choose to move to a condominium or a rental arrangement, these moves are quite limited and are more pronounced among older seniors. Downsizing is an option that Canadian households increasingly consider as they age. The shift is, however, seen only in a

minority of households. Overall, the report says these outcomes suggest that a large proportion of senior households (especially younger ones) are deciding to age in their home rather than put it on the market.

What is aging in place? So, what is aging in place and how does that impact home improvement retailers? The government of Canada says aging in place means having the health and social supports and services one needs to live safely and independently in their home and community for as long as they wish and are able. A key step in planning for independence is assessing the home to determine if it can meet changing needs as the person ages. Retailers can support customers by offering products and services and marketing materials that address these types of needs. Some possible home adaptations could include widening doorways to allow access for walkers or wheelchairs, installing a chairlift or elevator, or adding handrails to stairways or hallways. In addition, homeowners may want to modify workspaces so they are easier to access and use, improve lighting in high-traffic areas, install level handles on doors, install walk-in showers, and add grab bars in the bathroom shower and near the toilet. There are many options available to make a home safer for aging in place. Most home improvement retailers are an integral part of their communities and the perfect resource for these types of home modifications.

Offering this support to their aging customers is just one more way retailers can give back to those communities.

Nienke Hinton Editor nienke.hinton@keymedia.com

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Sexto

Putting our members first in everything we do.

“ Hear about our story at

1.800.665.9209 Learn about our story at

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We had so much to learn in our first year of business and always felt Sexton’s support along the way. The entire team is approachable & willing to help. As a newer business, we have never once felt insignificant. From the president to sales to accounting, we know Sexton is just a phone call away and that responsiveness to all members is their biggest commitment. Sexton Group acts as an extension of our own team with a personal investment in our success. We would not be where we are today without the Sexton Group.” —Devon & Kelsey Brooks, Brooks Building Supplies

Our Promise to You: Our strength as a buying group is built on four major advantages: We’re a dedicated team of industry professionals focused on your success. We negotiate competitive programs and leverage our strong relationships with vendors to resolve any issues quickly for you. We have a first-class accounting team that promptly delivers accurate rebate payments as promised.

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INDUSTRY UPDATE a way to make a contribution to the wellbeing of the environment, the planet, and the future, while still providing strength and durability. Products include Keraflex Super, Large Tile & Stone Mortar, Light Mortar for Tile & Stone, Mapecem Quickpatch, Mapefer 1K, MAPEI Ultralite Mortar Zero, Planitop XS, Ultracolor Plus FA, and UltraflexL FT.

TIMBERBASE LAUNCHES GLOBAL B2B PLATFORM TimberBase, an affiliate of UFP Industries, Inc. has launched TIMBERBASE.COM, a B2B digital platform for buying and selling lumber and building materials. Purchased from German tech start-up Timber Base GmbH in February 2023, the platform has been upgraded with a more intuitive interface, supported by UFP’s team of industry experts, to simplify the buying and selling process for customers and suppliers around the world. The platform will host a broad portfolio of lumber and building-material products. It will offer several features such as real-time order tracking, a live chat function for assistance and guidance, and the ability to create and accept order requests.

KRONOSPAN TO ACQUIRE ROSEBURG FACILITY Wood-panel-product producer Kronospan plans to acquire a Simsboro, LA-based particleboard facility from Roseburg Forest Products. Once the acquisition is complete, Kronospan will modernize the facility, which will then accelerate the growth of its woodpanel production in North America.

MAPEI CANADA LAUNCHES CARBONNEUTRAL PRODUCTS MAPEI Canada, a manufacturer of construction materials for the building industry, has launched a line of carbon-neutral products. By using CO2 offsets through renewable energy and reforestation projects, the MAPEI family of carbon-neutral products offers customers

DOOR HARDWARE MANUFACTURER ROLLS OUT NEW WEBSITE Penrod Hardware, a global manufacturer and distributor of residential and commercial door hardware components, has launched its new website just in time to announce the release of new products. On the site, in addition to seeing highlights of the company’s competitive differences and strengths, visitors can now view updated content and information, including details about its products. The Virginia-based company was established 35 years ago and offers standard, specialty, and custom-engineered products.

ANDERSEN BEGINS CONSTRUCTION ON GEORGIA MANUFACTURING FACILITY Andersen Corporation, a window and door manufacturer, has announced that construction has begun on its Renewal by Andersen manufacturing and distribution facility in Locust Grove, GA. Renewal by Andersen is the full-service window-replacement division of Andersen Corporation, which manufactures, sells, and installs an exclusive replacement window solution to customers across North America. The company plans to invest more than $420 million in the 638,000-square-foot state-of-the-art facility. Construction of the facility is expected to be completed in late 2024, with operations expected to begin in 2025.

HIRING CHALLENGES LIMITING SME GROWTH Canadian small and medium-sized enterprises (SMEs) are facing hiring challenges that limit their growth prospects and affect their access to capital, says a report by the C.D. Howe Institute. Even though the majority of SMEs report that they have increased wages in response to shortages, some say they still are not hearing from qualified applicants. The paper finds that the magnitude of wage increases and the wage level make a difference in recruiting workers, and the disparity between the job seekers’ reservation wages and the wages offered can be a reason for a lack of applicants. Beyond the imperative to address wage mismatches, the paper encourages a multifaceted approach, which includes workforce development, education and training initiatives, immigrant integration, improved human resources practices, and adapting to new technologies.

WEST FRASER COMPLETES SPRAY LAKE SAWMILLS ACQUISITION West Fraser Timber Co. Ltd. has completed the acquisition of Spray Lake Sawmills, located in Cochrane, AB, following completion of Canadian regulatory reviews and satisfaction of customary conditions. Spray Lake Sawmills produces treated wood products, dimensional lumber, and a variety of wood residuals and by-products. It has an annual lumber capacity of 155 million board feet and holds two forest management agreements granted by the government of Alberta with a total annual allowable cut of approximately 500,000 m3.

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PEOPLE BMR GROUP

Vincent Chicoine has been appointed vicepresident, PRO sales, with BMR Group, effective January 8. He has over 16 years of sales experiChicoine ence in the residential and commercial construction and renovation industry. He joins BMR Group after working for over 15 years with IKO Industries.

Nunes, who is retiring. April Tice will be senior vice-president and chief financial officer, effective April 1, 2024, moving from her current position as vice-president and chief accounting officer.

Papesh

Grissom

FORTUNE BRANDS

Jordan

Atkinson

ARAUCO NORTH AMERICA

Russ Jordan is now president of forest company Arauco North America. He joined Arauco 19 years ago and most recently Swinnie served as vice-president of sales, marketing, and logistics. John Atkinson is vice-president of sales. He has been with the company for 20 years and was formerly national panels sales director. Matt Swinnie is vice-president of operations. He recently served as vice-president of human resources, environmental, health and safety, and has held other leadership roles within operations and finance during his 12-year tenure with Arauco.

Kristin Papesh is now executive vicepresident and chief human resources officer at Fortune Brands Innovations. She has broad human resources acumen across global organizations and has significant experience in M&A and integrations. Sheri Grissom is executive vice-president and chief transformation officer. Previously, she was chief human resources and transformation officer. She will focus solely on leading the company’s transformation management office.

ROSEBURG

Eric Geyer is now vicepresident of corporate strategy and external affairs with Roseburg Forest Products. In this role, he will have broad Geyer responsibility related to strategic planning, business development, company growth, government affairs, and communications. He joined the company in 1999 and for the past decade has led Roseburg’s external affairs and strategic business development efforts.

THE HOME DEPOT

McHugh

Nunes

RAYONIER

Mark McHugh will be chief executive officer at Rayonier, effective March 31, 2024. He is currently president and chief financial officer. He will succeed David

Ann-Marie Campbell is now senior executive vicepresident (EVP) at The Home Depot. She will assume responsibility for outside pro sales efforts Campbell as well as the company’s installation services business, and will continue to oversee US stores and opera-

tions, The Home Depot Canada, and The Home Depot Mexico business units. Hector Padilla is EVP of US stores and operations, where he will lead Padilla the company’s three US operating divisions comprising more than 2,000 stores. He has been with The Home Depot for more than 29 years and was, most recently, EVP of outside sales and service.

DERBY BUILDING PRODUCTS

Joanne Moore has been named territory sales manager for the province of Quebec with Derby Building Products. Moore Moore brings a wealth of experience to the company, with a background that includes extensive expertise in the roofing, window, and door markets.

HUDSON’S BAY

Retail veteran Liz Rodbell has been named president and chief executive officer of Hudson’s Bay. She previously served as president of Hudson’s Bay from 2013 Rodbell to 2017. Michael Culhane has been appointed chief operating officer and chief financial officer. He has served as the chief financial officer of HBC LP since 2020, has been an integral part of the team, and will help drive the retailer’s growth plans.

DOLLARAMA

Patrick Bui is now chief financial officer (CFO) of Dollarama. Most recently, he served as CFO of Canadian leisure airline operator Bui Transat A.T., where he was responsible for leading all finance functions, investor relations, risk management, and procurement.

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HIR_

IN STORE TIMBER MART TIMBER MART has expanded its lumber and building material (LBM) distribution centre network into Manitoba with the addition of an LBM facility, situated on a three-acre property in Winnipeg. The facility is located within a six-hour radius of several TIMBER MART member locations in Manitoba, parts of Saskatchewan, and northwestern Ontario and will offer a wide selection of LBM products, weekly deliveries, and cross-docking/ furtherance service, as well as easy access for dealers looking to pick up their orders. This will be the fourth facility the buying group operates and will represent a significant expansion of its current distributioncentre network, which currently consists of facilities in Langley, BC, Mount Forest, ON, and St-Nicolas, QC.

Wolseley Canada Wolseley Canada is opening a store in the Yorkdale area in North York, ON. The 16,000-square-foot facility will provide customers with a full range of Wolseley Canada’s roster of plumbing and HVAC products. “We’re thrilled to open our doors in the Yorkdale area,” says Joshua Zaban, branch manager. “We eagerly anticipate establishing a robust customer foundation built upon our well-earned reputation for exceptional service, expertise, and a wide array of quality products.”

ACE Canada Carleton Co-operative in FlorencevilleBristol, NB, is joining the ACE Canada network and is undergoing work to convert its Country Store to the ACE Country & Garden banner. The co-op offers approximately 3,000 square feet of retail space and has a staff of 10. Top-selling categories include pet food, bird seed, clothing, footwear, and lawn and garden products.

Castle Castle Building Centres Group has a new member in southwestern Ontario. Windeco Building Supply, located in London, ON, is a full-service lumber, building materials, and hardware retailer that is getting set to open its doors with a large full-service retail storefront and impressive lumberyard. Entrepreneurs Peng Yi Chen (Max), Ri Kai He, Tong He, and Xian Yi Jiang have built a large lumberyard and retail facility that offers customers an extensive range of products and services. They hope to attract home-renovation contractors and DIY homeowners from London and the surrounding area.

founded in 1914 by Damase Racine and has been part of the RONA network for 61 years. The new owners will invest over $100,000 to refresh the hardware department and offer a renewed selection of in-store items. Roughly 300 SKUs will be added in the hardware, plumbing, electrical, decoration, moulding, and flooring categories, among others. The merchandising strategy will be re-planned to optimize the total space of the 3,800-square-foot store. In addition, paint customers can now benefit from SICO’s wide range of colours. The owners have extensive experience in the paint category, for which the Laval store is known. Barberio and Di Criscio also own Gamma Equipment Rental and Maadco Paint, a company specialized in painting.

RONA Laval, QC-based RONA Guy Racine has new owners. Adamo Barberio and Matthew Di Criscio have bought the retail business that was

Dick’s Lumber RONA inc. banner Dick’s Lumber has acquired ZyTech Building Systems, a manu-

facturer and distributor of building components and engineered wood products. This is the first strategic acquisition for Dick’s Lumber under the ownership of private equity firm Sycamore Partners. The transaction will allow Dick’s Lumber to expand its design and manufacturing footprint to better serve developers and builders in western Canada. The combined business will bring valuable resources to both companies and will deliver more value to customers via strengthened capabilities, increased product availability, and best-in-class talent. “We are thrilled to welcome the ZyTech team to the Dick’s Lumber and RONA families,” says Andrew Iacobucci, CEO of RONA inc. “ZyTech is a very strong player in its field. This acquisition will strengthen our position in the Alberta and Saskatchewan markets and improve how we serve our valued customers.”

Home Hardware Barrhead Home Hardware Building Centre, located in Barrhead, AB, is now open to the public. The store held a grand opening on October 4 that featured a sawing presentation, with over 100 of their PRO contractors and commercial accounts in attendance. The store was built by many local PRO contractors, so this was a great opportunity to thank them for their hard work. “The event was a smashing success, and it gave us an opportunity to thank our many PRO [contractors], customers, community members, and those who have supported our business and our brand in the community,” says Dave Sawatzky, one of the dealer-owners.

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FRONTLINES Consumer environmental concerns rising, but they’re willing to change behaviour

ore than 60 percent of businesses are not on track to meet their current sustainability goals, says research from Bain & Company. Its survey of more than 23,000 consumers shows a growing urgency when it comes to sustainability topics, with some 64 percent of people reporting high levels of concern about the topic. Most say their worries have intensified over the past two years and that their concern was first prompted by extreme weather. “We have spoken to thousands of executives about their sustainability ambitions and the associated tradeoffs,” says François Faelli, partner and head of global sustainability practice at Bain & Company. “They know they have a key role to play in the energy and resources transition. Many view this as Photo by Stephen Monk their legacy, but they are worried about the growing gap between their progress and public commitments. “While it will not be easy, there are three levers CEOs must prioritize: policy, technology, “There are three levers and behaviour. Bain’s research also offers some promising news for businesses – their customers CEOs must prioritize: and employees are adaptable and eager to policy, technology, and contribute along the path to progress.”

Consumers willing to pay more for sustainable products As environmental concerns grow, consumers are looking to make environmentally sound choices and are willing to pay more for sustainable products, yet they often run into barriers. Worldwide, 48 percent of consumers consider how products are used when

behaviour” François Faelli, Bain & Company

thinking about sustainability and are more concerned about how a product can be reused, its durability, and how it will minimize waste. In contrast, most companies sell sustainable goods based on factors such as how they are

made, their natural ingredients, and any farming practices deployed. These factors cause many consumers to conflate “sustainable” with “premium.” One result of this disconnect is that nearly half of all developed-market consumers believe that living sustainably is too expensive. For businesses, this means there is a need to address sustainability’s challenges through a combination of smart upskilling and cultivating a learning mindset, despite the instinct of many CEOs to prioritize external hiring to address all skill gaps, including in sustainability. Faelli says the momentum behind sustainability and dynamic shifts in consumer behaviour have profound implications for any company, and the organization sees four critical areas of focus: devise a future-proof and flexible strategy; acknowledge a fragmented consumer base; test; and learn to determine what works – then repeat it and get it on the market ahead of regulations. Companies should focus on these four areas and implement a flexible strategy, innovate products and design propositions that appeal to different segments, use digital tools to help consumers gain clarity in making decisions consistent with their values, and be at the forefront of helping to shape the regulations affecting their business. Bain is leading by example on this cause. The firm has committed to cultivating a growth mindset in its team, partnering with 12 world-class universities – including MIT, HEC Paris, and Melbourne Business School – to upskill its employees in ESG. To date, its consultants have completed over 17,000 hours of ESG training through the program.

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MANAGER'S MIND Employee skills create better customer experience than price

ighty-three percent of retail and hospitality leaders are not confident in their employees’ ability to interact with customers, according to a report by eduMe, a frontline training platform for the retail and hospitality industries. The report, titled Business Challenges in Retail and Hospitality: Insights and Strategies for 2024, surveyed over 300 retail and hospitality business leaders in the US and found that employee turnover, customer experience, and sales are the top three challenges facing retail and hospitality businesses today. The report also found that leaders are concerned about supply and demand, lack of leadership, keeping employees goal-oriented, inflation, the cost of goods and labour, employees not retaining information or not caring, and employees being afraid to engage with customers. “The retail and hospitality industries are facing a number of challenges, but to see a lack of confidence around customer service and customer experience abilities so keenly felt, especially when 93 percent of leaders report they are spending considerable time training employees, shows the stark need for a shakeup in the methods being used to provide these employees with skills and knowledge,” says Jacob Waern, eduMe CEO and founder. Additionally, the report reveals that these frontline industries continue to use “traditional” and outdated methods, with some 92 percent still using mainly face-to-face training or desktop-based learning. These systems all require employees to spend time away from their customers, while interacting with platforms that lower engagement, relevance, and accessibility.

Invest in better training systems This goes together with another chal-

lenge the report highlights, which is lack of accessibility. Though 24 percent of leaders think better accessibility to training would improve the outcome of training initiatives, 62 percent do not currently embed training into HR systems like Workday and communications tools like Microsoft Teams that they say employees access daily. “Businesses need to invest in better employee training systems and processes in order to ensure that their frontline teams are equipped to provide the best possible service,” says Waern. “We work with a number of companies that have large frontline workforces, and the impact they’ve seen when employees have access to information and training on their mobile devices in exciting short forms like “TikTok for learning” has been immeasurable in bringing notable improvements in customer service and, importantly, business metrics like retention.” Despite the challenges, leaders are committed to upskilling employees and under-

stand the integral part they play in providing better customer experiences, stating “employees that go above and beyond” as a bigger influence on the customer experience, greater than even product quality or price.

Skills retail associates need The most important skills for retail associates to have, according to commerce platform Lightspeed: Soft skills Helpful Empathic Patient Friendly Fast learner Multitasking Time management Persuasive Resilient Adaptable Trend aware

Hard skills Basic math and money handling Product knowledge Active listening Industry expertise Communication Sales Customer service Tech literacy Cleanliness

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TECHNOLOGY Retailers overestimate AI knowledge, miss key opportunities

lmost all retail executives say they feel confident in their command of artificial intelligence (AI), suggesting they may be overconfident about AI use and ultimately miss crucial opportunities relating to optimizing inventories and estimating accurate shipping dates, says a survey from Blue Yonder, a supply chain solutions company. Are Retailers Prepared for the AI Era?, which polled 150 retail executives, says 85 percent claim to be extremely or very knowledgeable about AI, yet most lack understanding about different types of AI or ways to use existing tools. “Today, there is a proliferation of AI solutions available to retailers, but understanding general technology concepts is not the same thing as knowing which AI-enabled product or service is best suited for individual retailing needs,” says Srinivas Pujari, corporate vicepresident, Blue Yonder. “Retailers who are innovating with AI will leave their competitors behind, especially those who deploy the most efficient solutions that best meet their customer needs. Retail executives cannot afford to be overconfident in their AI strategy.” The research shows that while many retail executives are using AI to enhance supply chain and logistics, not many are using it to enhance omni-channel execution. Additionally, while 95 percent of respondents say they are already using AI in at least one application, retailers surveyed are not using AI to its full potential when it comes to inventory and fulfillment; only 26 percent use AI for markdown predictions and avoidance, and 18 percent use AI to optimize their inventory by keeping their dynamic safety stock up to date. On top of that, the survey shows that retail executives cite inaccurate inventory counts as

The survey Are Retailers Prepared for the AI Era? by Blue Yonder shows that while retail executives think they are very knowledgeable about artificial intelligence, facts contradict this. Key findings from the report: • 85% of executives say they are extremely or very knowledgeable about AI • 85% say they have no hesitations about applying AI to their business operations • 95% say they are already using AI technology in at least one application • 96% have made further AI adoption a priority

the number-one cause of poor customer experience. However, fewer than half apply AI to fulfillment optimization (48 percent), labour scheduling and workforce optimization (45 percent), demand forecasting (42 percent), or inventory placement (42 percent). “The costs of these missed opportunities will prove painful for many retail businesses,” says Pujari. “The top 10 percent of retailers already create 70 percent of the sector’s profit, and those large retailers stand at the leading edge of the AI revolution, so companies that don’t embrace AI will almost certainly fall behind.” Retail executives say the biggest barriers to AI adoption in their organizations include security risks, budget limitations, lack of trust in output or recommendations, talent limitations (skill, availability, etc.), lack of organizational strategy or clear use case, lack of clean unified data/complex data environments, and lack of organizational knowledge.

The survey shows retailers are not using AI to its full potential when it comes to inventory and fulfillment: • 26% use AI for markdown predictions and avoidance • 18% use AI to optimize their inventory by keeping their dynamic safety stock up to date • 16% apply AI to improve the accuracy of their estimated ship dates • 7% use AI to improve order picking accuracy The biggest barriers to AI adoption in retail organizations: • 45% – Security risks • 42% – Budget limitations • 41% – Lack of trust in output or recommendations • 39% – Talent limitations (skill, availability, etc.) • 37% – Lack of organizational strategy or clear use case • 26% – Lack of clean unified data/complex data environments • 25% – Lack of organizational knowledge

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LEGAL Employee lawyer’s playbook: The top 10 mistakes employers make

ne of the most common fears among executives is an employee lawsuit, says Matthew Grabell, an employment lawyer and CEO of Employee Relations Solutions. In fact, “The number of filings each year continues to be high with no sign of slowing down.” Grabell, who says employee lawyers have a playbook they use to win lawsuits, offers some of the top errors that expose an organization to liability in his book, The employee lawyer’s playbook: The top-ten mistakes employers make that plaintiff attorneys seek to exploit. Grabell describes the top 10 errors that expose an organization to liability: 1. Unfamiliarity with policies and procedures A lack of proper training, including unfamiliarity with company policies and procedures and the law in general, is just one of the 10 most common errors described in this book so that you can easily avoid them and reduce the risk of an employee lawsuit. 2. Erroneous or nonexistent documentation of personnel decisions Another common error is erroneous or nonexistent documentation of personnel decisions. “If your personnel decision is not in writing, it didn’t happen,” says Grabell. “Suppose you were a judge and a witness/ supervisor told you that an employee was an underperformer. Wouldn’t that testimony be more credible if it were supported by contemporaneous documentation that matched what you were being told?” 3. Performance review puffery In numerous depositions of various supervisors, when Grabell asked them to explain how his client was terminated for poor

performance when they had rated them highly in their most recent performance reviews, he was told, “I was just trying to be nice in the review” or “I wanted [the employee] to get his yearend bonus.” Whether true or not, these explanations create a genuine issue as to a material fact. 4. Inadequate response to initial complaint It takes a lot of courage for an employee to talk to their supervisor or HR about what they perceive to be illegal behaviour. All they want is for their concern to be properly recognized and addressed. However, all too often, the response is something similar to, “Get used to it and get back to work” or “I’m not your babysitter.” 5. Inconsistent statements in response to a claim When an employee files a complaint of discrimination, harassment, or retaliation, it is vital that responses to these complaints are consistent with a response to a lawsuit. 6. Padding the file with too much, too late “Too much, too late” refers to a supervisor who has decided to terminate an employee for reasons, possibly illegal, that are not supported by documentation. The supervisor, therefore, creates documents during the months just prior to the termination to try to justify the decision. 7. Quick-trigger termination A quick-trigger termination is another common error. Too often, a supervisor fires an employee on the spot just after a disagreement or altercation with that employee. However, because

the supervisor failed to notify HR prior to the snap decision, they have no knowledge of the potential risks associated with the termination decision. 8. Failure to apply company policy in a uniform manner One of the most common errors by employers is failing to apply company policy in a uniform manner. Regardless of what the policy is, if one employee is treated differently than another for the same violation, you can be sure that the employee who was treated less favourably will wonder why and will likely seek answers from an attorney. 9. Texting and social media error In the last decade, the use of social media, emails, and texts in the workplace has exploded. This is especially so given the increase in the number of employees who work remotely. Electronic communications between supervisors and their employees are discoverable in litigation. 10. Lack of proper investigation Once an employee makes a complaint to HR, no matter how trivial the complaint appears, an employer has a duty to conduct a prompt, thorough, and objective investigation. Grabell has been practising employment law for over 27 years, primarily representing employees in claims of wrongful discharge, discrimination, harassment, and retaliation. Using his decades of experience, his book provides a glimpse into the employee attorney’s playbook and aims to help employers avoid the top 10 errors that expose an organization to liability.

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EARNINGS AD AD says owner-member sales through nine months of 2023 were $57.6 billion, an increase of three percent across 14 divisions and three countries. Eighty new companies joined the group through the first nine months of the year, half of which came via acquisition by existing members, and the balance from other groups on their own. Thirty-five of AD’s existing 866 members were sold to outside entities. Ownermember same-store sales grew six percent through the first nine months of 2023. By country, same-store sales in the US were up seven percent, while same-store for Canada and Mexico were up six percent in CAD and one percent in MXN. The AD divisions with the highest growth were safety at 13 percent, and electrical, industrial, and bearings/PT at nine percent each.

million over the same period in 2022. The company had net of $21.4 million compared to $18.6 million over the prior-year period. The increase in net earnings was due to income tax recoveries from the prior year. EBITDA for the quarter was $27.6 million compared to $29.8 million in the 2022 quarter. EBITDA decreased primarily due to lower margins earned during the quarter.

Canfor

market fundamentals remained relatively subdued through most of the third quarter. Market-related curtailments and wildfires, particularly in western Canada, continued well into the quarter, constraining North American lumber supply. These supply pressures were met with solid repair and remodeling activity and a slight uptick in new home construction in July, despite ongoing affordability challenges tied to high interest rates and persistent inflation.

Canfor had a consolidated operating loss of $65.1 million for the third quarter of 2023, which included a $49.3 million operating loss from Canfor Pulp Products Inc. This compares to a consolidated operating loss of $66.7 million in the second quarter of 2023, $37.9 million of which was attributed to CPPI. For the lumber segment, adjusted results increased $59.7 million quarter over quarter. Lumber

Boise Cascade Company had net income of $143.1 million for the third quarter of 2023, down from net income of $219.6 million in the third quarter of 2022. Sales for the quarter were $1.8 billion compared with sales of $2.2 billion in the year-ago period. The wood products segment had sales of $515.2 million for

Boise Cascade

Doman Doman Building Materials Group Ltd. had consolidated revenues of $643.9 million for the third quarter of 2023, a decrease from consolidated revenues of $744.1 million in the third quarter of 2022. The decrease in revenues is largely due to the impact of construction materials pricing, which resulted in lower average pricing for lumber and plywood during the current year quarter. Gross margin dollars increased to $102.8 million in the quarter versus $91.5 million in the comparative quarter of 2022. Gross margin percentage increased to 16 percent, an improvement from 12.3 percent achieved in the prior-year period. EBITDA for the quarter was $52 million compared to $40 million and net earnings were $21.2 million compared to $11.6 million.

Taiga Taiga Building Products Ltd. had sales of $456.6 million for the third quarter of 2023, down 14 percent over sales of $533.1 percent in the third quarter of 2022. The decrease was largely due to decreased selling prices for commodity products. Gross margin for the quarter decreased to $56.4 million from $63.8

COMPANY

SYMBOL

OPEN

HIGH/LOW 52-WEEK

INDEX

Canadian Tire Doman Dow Chemical Fastenal General Electric Home Depot Louisiana-Pacific Lowes Masco Newell Brands Owens Corning Richelieu Sherwin-Williams Stanley Black & Decker Trex Wal-Mart WD 40

CTC.a CWXZF DOW FAST GE HD LPX LOW MAS NWL OC RCH SHW SWK TREX WMT WDFC

141.06 5.2 51.44 61.05 121.08 325.00 64.14 207.00 62.78 8.05 139.03 42.04 286.09 92.36 72.72 155.55 236.98

189.82 – 131.46 6.01 – 4.05 60.88 – 47.26 62.20 – 45.70 123.25 – 59.87 347.25 – 274.26 79.56 – 49.47 237.21 – 181.85 63.86 – 45.74 16.76 – 6.50 147.00 – 83.98 45.87 – 35.09 289.02 – 205.43 104.21 – 71.27 76.05 – 40.69 169.94 – 136.09 245.76 – 157.52

TSX TSX NYSE NASDAQ NYSE NYSE NYSE NYSE NYSE NYSE NYSE TSX NYSE NYSE NYSE NYSE NASDAQ

As of December 6, 2023

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the third quarter, a decrease of 13 percent compared to sales of $595.3 million for the prior-year period. Wood product sales include sales to building materials distribution (BMD). The decrease in sales was driven by lower plywood sales prices, lower sales prices for I-joists and LVL (collectively referred to as EWP), and lower LVL sales volumes. The BMD division had sales of $1,670.3 million, down 15 percent from sales of $1,956.8 million last year. The decrease was due to sales price and sales volume decreases.

Simpson Manufacturing Simpson Manufacturing Co. had consolidated net sales of $580.1 million in the third quarter of 2023, an increase of 4.8 percent compared to net sales of $553.7 million in the third quarter of 2022. North America net sales were up 4.4 percent year over year to $456.8 million, mostly due to higher volumes. Income from operations for the quarter was up 14.2 percent year over year to $140.2 million. The company had consolidated gross profit of $282.9 million, up 15.7 percent from $244.5 million in the year-ago period. Gross margin increased to 48.8 percent from 44.2 percent. North America gross margin increased to 51.8 percent from 47.5 percent, primarily due to lower raw material costs, offset by higher warehouse and freight costs, as a percentage of net sales. Overall net income was $104 million for the third quarter compared to $88.2 million in the year-ago period.

Interfor Interfor Corporation had a net loss of $42.4 million for the third quarter of 2023 compared to net earnings of $3.5 million in the second quarter of 2022. Adjusted EBITDA was $31.9 million compared to adjusted EBITDA of $129.5 million in the third quarter of 2022. Sales for the quarter were $828.1 million versus $1 billion in the prior-year period. The company says lumber production for the third quarter was balanced with demand, totalling one billion board feet, a decrease of 26 million board feet quarter

over quarter. The decrease was primarily due to the temporary closure of a sawmill in British Columbia as a result of wildfires.

Goodfellow Goodfellow Inc. had net earnings of $6.2 million for the third quarter of 2023, down from net earnings of $10.6 million in the third quarter of 2022. Consolidated sales for the quarter were $139.2 million, down from $167.6 million in the prior-year period. In the third quarter of 2023, Goodfellow continued to experience the effects of deteriorating economic conditions on the forest products and building materials industry. As demand slowed, a surplus of inventory developed within the market, which challenged growth and put downward pressure on prices. Despite these headwinds, Goodfellow focused on reconciliation and renewal of its inventories of diversified product categories, as well as leveraging its value-added capabilities to deliver a positive result for the third quarter.

Trex Trex Company, Inc. had net sales of $304 million for the third quarter of 2023, an increase over net sales of $188 million in the third quarter of 2022. The increase was substantially due to increased volume, which resulted from strong secular trends and the non-recurrence of the channel inventory drawdown that occurred during the 2022 quarter. Consolidated gross profit as a percentage of net sales, gross margin, was 43.1 percent in the third quarter of 2023 compared to 24.5 percent in the year-ago period. Net income for the quarter was $65 million compared to net income of $14 million in the year-ago period. EBITDA was $99 million, compared to $31 million and EBITDA as a percentage of net sales, EBITDA margin, was 32.7 percent, compared to 16.4 percent.

UFP UFP Industries, Inc. had net sales of $1.8 billion for the third quarter of 2023, a decrease

of 21 percent compared to net sales in the third quarter of 2022. New product sales as a percentage of total sales rose to 9.7 percent from 7.8 percent in 2022. UFP’s retail solutions segment had net sales of $711 million, down 16 percent year over year; the packaging segment had net sales of $450 million, down 23 percent; and the construction segment had net sales of $584 million, down 25 percent. Overall adjusted EBITDA for the quarter was $208 million, down 24 percent year over year, while adjusted EBITDA margin declined 40 basis points to 11.4 percent.

Beacon Beacon had net sales of $2,584 million for the third quarter of 2023, a seven percent increase over net sales of $2,415 million for the third quarter of 2022. The increase in net sales was largely driven by the contributions of acquired branches and Greenfields over the last four quarters. Residential roofing product sales increased 13.6 percent, non-residential roofing product sales decreased 7.6 percent, and complementary product sales increased 12.7 percent compared to the prior year. Gross margin for the quarter decreased slightly to 26 percent, from 26.1 percent in the prior year. The company had net income of $161.3 million compared to $154.8 million in the prior year and adjusted EBITDA of $309.6 million compared to $284.2 million.

West Fraser West Fraser Timber Co. Ltd. had sales of $1.7 billion in the third quarter of 2023, down from sales of $2.09 billion in the third quarter of 2022. Adjusted EBITDA for the quarter was $325 million, representing 19 percent of sales, compared to adjusted EBITDA of $426 million in the year-ago period. The lumber segment had EBITDA of $44 million for the quarter; the North America engineered wood products segment had EBITDA of $289 million; and the Europe engineered wood products segment had EBITDA of $4 million. Overall earnings were $159 million compared to $216 million in the year-ago period.

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PRIVATE WEALTH Canadians underappreciate role life insurance plays in succession planning

ife insurance can help optimize generational wealth transfer, an important fact considering the vast majority of Canadians plan to transfer all or part of their estates to the next generation, says a study from IG Wealth Management (IG). Despite this, only two-fifths of study respondents were knowledgeable about the potential tax implications and costs their beneficiaries could assume upon their deaths when inheriting assets such as investments, vehicles, and properties. In addition, less than two-thirds of Canadians have a life insurance policy that is payable on death to their beneficiaries. Taking this route could potentially offset accumulated taxes and any other related costs to help ensure that assets remain in the family. Most importantly, most life insurance payouts are exempt from taxes.

Largest intergenerational wealth transfer in history “We’re on the heels of the largest intergenerational wealth transfer in history, so it’s important Canadians understand the role life insurance plays in helping maximize the value of their estates and minimize tax implications,” says Christine Van Cauwenberghe, head of financial planning at IG Wealth Management. In addition to the findings regarding limited knowledge about potential tax implications beneficiaries may assume, the IG study also reveals that Canadians who work with a financial advisor are more knowledgeable about the features and benefits of life insurance than those who do not. Seventy-one percent of Canadians working with a financial advisor are knowledgeable of tax implications, in comparison to 50 percent of Canadians who are not working with a financial advisor.

debts, covering the costs of raising children or taking care of older dependents, children’s future education costs, augmenting retirement income, and planning for end-of-life expenses, says PolicyAdvisor.com. Life insurance can be used to settle business finances as well, depending on the business’s needs. Business owners can use business life insurance to provide:

“Without a proper life insurance policy in place, it is possible that an unexpected tax liability may result in fewer assets being transferred to the next generation than anticipated,” says Alana Riley, head of insurance, mortgage, and banking at IG Wealth Management. “It can be difficult to think about your own mortality and leaving your loved ones, but adding a life insurance component to your wider financial plan is crucial to ensuring that the next generation is set up for financial security and success. “With the help of a financial advisor, Canadians can integrate their insurance and estate planning into their larger financial plan to ensure that they are maintaining their wealth and safeguarding their legacy.”

Key employee retention – to fund a deferred compensation plan and provide supplemental retirement income to an employee or offer a larger death benefit protection to employees to attract and retain talent Key person insurance – to fund the cost of replacing a key person or meet revenue shortfalls or any other operational losses arising from the death of an important business partner or employee Funding a buy/sell agreement – to facilitate a smooth transition of the deceased owner’s interest in the business to the surviving owners or liquidity for the deceased owner’s family Estate equalization – to ensure that assets are transferred fairly among beneficiaries

Life insurance policies also important for business

Debt and collateral coverage – providing cash to pay off business loans and debts, or to help weather uncertain economic cycles, meet overhead expenses, or provide supplemental cash flow

Life insurance policies are important not only for individuals but also for business owners, as an individually owned personal life insurance policy is crucial to most business owners settling their personal finances, such as replacing the contribution one would have made to household income, settling personal

Whether it is through term life insurance or a permanent life insurance policy, both budding and established business owners would be wise to calculate how much coverage they need to ensure their family, business, and employees are taken care of should they die unexpectedly.

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E-COMMERCE E-commerce solutions that help dealers keep up with a fast-changing market

n recent years, there’s been a rapid increase in the use of e-commerce, making it harder for dealers to keep up with fast-changing times. Consumers and pro contractors are losing patience with paper processes; customers now want to browse products at their fingertips instantly and from the comfort of their homes. To combat these challenges and support its dealers, Orgill has invested in e-commerce over the years to provide solutions that help meet the industry’s “desperate need for modernization.” Grant Morrow, director of e-commerce at Orgill, says, “Dealers must create an online presence featuring product information. In the coming years, it will become essential for everyone to engage in online sales; this will be imperative to their survival.” As the demand for more immediate shipping increases, Orgill helps smaller dealers compete with multinationals by utilizing their geographic advantage and giving them an edge in the e-commerce space by connecting to their customers with point of sale. With this connection, customers can easily access products online and purchase them for in-store pick-up.

One size doesn’t fit all While Orgill believes dealers need to make investments and integrate into the e-commerce space, it’s also aware that not everyone is ready to be fully immersed in a digital world. Unlike some of its competitors, Orgill doesn’t take a one-size-fits-all approach to helping dealers establish their online presence. If dealers aren’t ready to fully engage in selling products online, Orgill offers tiers of

websites that allow them to upgrade their services as they become more comfortable with conducting e-commerce. Whether a client simply wants a non-transactional website to show their inventory, or they want to sell a select number of products or even all their products, Orgill provides dealers with the flexibility to break into the virtual world when they feel comfortable to do so and pay a rate that matches the services they need. Orgill has seen massive success following the investment in its e-commerce program. Dealers are experiencing rising sales and increased interaction with customers, who have been able to buy products that were previously less accessible. Dealers also appreciate how easy it is to upgrade to the next tier of service at the push of a button.

Dealers can therefore reach a large number of customers – without them having to open an email or mailpiece – and can do so at a fraction of the cost of marketing via those routes.

Driving participation through reward programs

Orgill, Inc. is the world’s largest independently owned hardlines distributor with annual sales exceeding $3.7 billion. Orgill provides products and services to over 12,000 stores in North America throughout 50 US states; in all provinces and territories in Canada; and in more than 50 additional countries. The businesses serviced by Orgill include a balanced mix of retailers that operate hardware stores, home centres, pro dealers, and farm stores.

To further drive sales and customer engagement, Orgill also offers dealers the opportunity to establish a rewards program. Much like the one-size-doesn’t-fit-all approach it takes with Impact eCommerce, Orgill has a FanBuilder® loyalty and rewards program that can also be tailored to fit a dealer’s brand. Unlike its competitors, FanBuilder is focused on text message alerts rather than emails or printed coupons, as this has proved to be the most effective way to get customers’ attention. Not only does sending out text messages with sales and rewards opportunities guarantee customers will take notice of the rewards they signed up for, but on average it costs a penny to send out a text message.

Continually expanding with changing times When it comes to its plans for the future, Orgill is continuously working on integrating more point-of-sale systems, which is key to the expansion of the company’s e-commerce and loyalty program services. By adding more features and access to its programs, Orgill will continue to support dealers in modernizing their businesses and keeping up with changing times in an increasingly digital age.

Orgill’s subsidiaries include Orgill Canada, the Canadian segment of Orgill’s distribution network; Central Network Retail Group (CNRG), a multiformat, multibrand retailer operating 144 hardware stores, home centres, and lumberyards throughout 16 states across the US; and Tyndale Advisors, a management, consulting, and marketing firm that primarily serves Orgill dealers.

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COMMUNITY PAGE Home Hardware paints the town with mental wellness-inspired colours Bringing communities together in the spirit of wellness for World Mental Health Day, Home Hardware Stores partnered with local artists in regions across Canada for mural projects, harnessing the power of public art and community well-being. Gifted to a community organization selected by a local Home store, the indoor murals leverage the colours of the 2024 BeautiTone Colour Trends Card, including the 2024 Colour of the Year, Illumina, a soft, calming yellow with notes of red. The colour is one of seven beautiful hues in the 2024 colour palette, along with four supporting neutrals, all of which were incorporated into the artists’ creations. At the Lacombe Performing Arts Centre (LPAC) in Alberta, Alixandra Jade’s mural features a floral composition with striking contrasts in shape and colour combinations. The mural, supported by Nowco Home Hardware, adds to the artistic energy of LPAC, which is known for its accessible arts programming and entertainment.

event also includes a tournament of more than 180 female teams from around the world.

Exchange-A-Blade receives recycling leadership award Exchange-A-Blade (EAB) has been awarded the Corporate Leadership Award by the Recycling Council of Alberta (RCA) in its Rs of Excellence program. Rs of Excellence was designed to recognize the special contributions RCA members are making to promote, facilitate, and advocate for a circular economy in Alberta through waste reduction and resource conservation. Pioneering sustainable practices since 1976, EAB introduced a program enabling users to return worn power tool accessories for credit, reducing landfill waste and promoting a circular economy. On average, EAB’s green exchange system keeps 65 to 70 tons of steel out of landfills annually. In addition, its remanufacturing process saves 98 tons of iron ore, 59 tons of coking coal, 10 tons of limestone, 2.4 million gallons of water, 1,400 GJ of energy, and 105 tons of CO2 emissions.

The Home Depot Canada launches 15th bi-annual Orange Door Project

Canadian Tire brings future hockey stars together More than 3,500 athletes aged eight to 18 came together in Calgary, AB, for the annual Canadian Tire Wickfest, a female youth hockey festival and tournament. This is the Wickfest’s 12th year, and Canadian Tire’s 10th year of supporting the event. Canadian Tire was proud to be a presenting partner with six-time Olympian and seven-time world champion Hayley Wickenheiser as she and her team provided girls with an opportunity to level-up on and off the ice. Wickfest includes workshops and clinics on skill development, conditioning, and real talk about chasing a dream in sports. Wickenheiser and other guests provided players with priceless memories, lessons, and insights through on-ice demos and discussions. The

The Home Depot Canada has launched its 15th bi-annual Orange Door Project fundraising campaign, combating youth homelessness in Canadian communities. Since the program’s inception in 2009, the foundation has raised over $18 million for youth across Canada, with hopes of raising $900,000 this holiday season. The campaign, which runs through December 17, will collaborate with local charities across all 182 stores to support ongoing initiatives aimed at providing safe, stable housing and life skills development programs that help create healthy pathways for youth to exit homelessness. The company will cover all administrative costs associated with the campaign, ensuring that every dollar raised benefits each local community directly. Additionally, associates will be actively involved, empowering them to make a tangible difference in these vital community efforts. The foundation recently set a new target of raising $125 million by 2030, and this campaign, among others, directly supports this goal.

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BANNERS REPORT AND DIRECTORY

Home repairs, sustainability key drivers for home improvement spend

pend on home improvement projects has seen its ups and downs since the pandemic, and this fluctuation is, in fact, still impacted by the aftereffects of lockdowns, business closures, and changes in spending habits. The good news for home improvement retailers and banners is that this volatility is likely to level out, and overall growth will prevail once again. Annual spending on improvements and repairs to owner-occupied homes is expected to decline by early next year, says the Harvard Joint Center for Housing Studies. Its Leading Indicator of Remodeling Activity (LIRA) projects that year-over-year expenditures for homeowner improvements and maintenance will post a modest decline of 2.8 percent through the first quarter of 2024. It says that higher interest rates and sharp downturns in homebuilding and existing home sales are driving its projections for sluggish remodeling activity next year. With ongoing uncertainty in financial markets and the threat of a recession, homeowners are increasingly likely to pare back or delay projects beyond necessary replacements and repairs. However, incentives for energy-efficiency retrofits will likely help keep people spending on improvements and avoid steeper declines. The Home Improvement Research Institute (HIRI) suggests that uncertainty from economic volatility might ease, and this

will encourage increased consumer spending through 2024. HIRI says that throughout 2022 and 2023, consumer sentiments have been low, and the result has been postponement of larger home improvement and remodeling projects. “As we look towards 2024, with economic uncertainty easing, home improvement spend is also anticipated to resume. A look at a longer horizon – through 2030 – indicates a fairly strong forecast for the global home-remodeling market. A report from Kings Research says the market will likely grow at a compound annual growth rate of 6.08 percent through 2030, indicating a prevalent trend of homeowners investing in remodeling projects to enhance the value and functionality of their properties. This growth is backed by the growing trend of remote work, which is prompting homeowners to invest in aesthetic enhancements, particularly in creating dedicated office spaces. The emphasis on wellness and sustainability also aligns with homeowners’ aspirations for comfortable, efficient, and eco-friendly living spaces, further fostering the growth of the home-improvement segment.

Consumers still optimistic Canadians are still optimistic about renovations in general, despite worsening

economic conditions and increased household financial pressure, says HomeStars in its 2023 Reno Report. It found that only one in three homeowners surveyed were putting renovation plans on hold this year due to the increase in interest rates. On average, Canadian homeowners spent $12,300 on renovations in the past 12 months. The report does predict anticipated spending in the next 12 months will likely be down, however, at $10,264 on average, due to the economic environment. While the future of the Canadian economy is difficult to predict and somewhat uncertain, the HomeStars report did find that 73 percent of homeowners plan to do at least one renovation in the next 12 months. This speaks to Canadians’ overall continued desire to improve their living aesthetic and functionality. Aside from the economy, there is another possible reason the report anticipates less spending and smaller projects. Weatherrelated emergency repairs and renovations have been a priority so far this year. In the first half of 2023, out-of-control wildfires and catastrophic flooding impacted many households. As a result, 32 percent of Canadians were forced to do renovations because of severe weather and, unfortunately, this trend is anticipated to grow.

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2023 Banners Report and Directory

n AD Building Supplies – Canada

3630 Odyssey Dr., Unit 1, Mississauga, ON L5M 0Z9 Phone: 905-858-0988 Email: pwilliams@adhq.com Website: https://adhq.com/ Member stores: 26 Founded: 1981 Sales: Consumer – 15%; Contractor – 85% Affiliates: WRLA, LBMAO, Bien Fait Ici/Well Made Here, ABSDA, BSIA of BC, AQMAT Dealer education: www.adhq.com/resources/ad-education-center Marketing strategy: For over 40 years, AD’s proven track record has shown that we are more than a buying group – we are the largest and most innovative marketing group in North America. AD’s programs are customizable and are specifically designed to help our members win new business, create more loyal customers, and grow through increased collaboration with AD’s best-in-class suppliers. Contact for membership information: Paul Williams, pwilliams@ adhq.com

n BMR Group Inc.

1501, rue Ampère, bureau 200, Boucherville, QC J4B 5Z5 Phone: 450-655-6700 Email: info@bmr.co Website: www.bmr.co Social media: Facebook, X (Twitter), Instagram, LinkedIn Retail banners: BMR, Agrizone, La Shop, Potvin & Bouchard Founded: 1967 Outlets: Quebec, Ontario, Nova Scotia, New Brunswick, Prince Edward Island Affiliates: ILDC, Spancan Sales: Consumer – 60%; Contractor – 40% Private label lines: Bota Flora, Torréo, Splendi, Architek, Opaz, Fixel Marketing strategies: In order to provide online shopping, home delivery, and in-store pickup, BMR has extended its offer. The clickand-collect service allows consumers to order directly on the BMR website. They can also choose whether they want their order to be delivered to their home or to one of the participating stores, provided that their items are available. Interested in providing a streamlined 360° customer experience to its clientele, BMR continues to develop its digital shift with the help of this service, which will be implemented throughout the network. Contact for membership information: Genevieve Rochon, Communications Advisor, 514-667-0768, genevieve.rochon@bmr.co; info@bmr.co

Other key contacts: Kaven Delarosbil, Director, Communications & Events, 450-868-2567, Kaven.delarosbil@bmr.co; info@bmr.co

n Castle Building Centres Group Ltd. 100 Milverton Dr., Ste. 400, Mississauga, ON L5R 4H1 Phone: 905-564-3307 Websites: www.castle.ca, www.youarethebrand.ca, www.vouseteslamarque.ca

Social media: Facebook – @CastleBuildingCentresGroup; Instagram – @castlebldggroup; X (Twitter) – @CastleBldgGroup; LinkedIn – @Castle Building Centres Group Ltd. Castle brands: Castle Building Centres, CBS (Commercial Building Supplies), Castle Specialty Member locations: 320 New members in 2023: 16 Affiliates: Octo Buying Group Sales: Consumer - 30%; Contractor – 70% Private label lines: Castlegard Castle proprietary communication/buying platforms: • Castlecore – member communications, analytics & accounting platform • Castle 4C Virtual Buying Platform – virtual buying event platform • Castle.ca – consumer-facing website • Castle Publications – print & digital www.contractoradvantage.ca CastleCare member program partners: • EpheMax Conseils – E3 Toolkit for hiring & retention • JRTech Solutions – electronic shelf labels • Flexiti Financial – consumer financing solution with Castle rewards • Cowan Insurance – Cowan Castle group benefits • CFIB (Canadian Federation of Independent Business) – full member access to business support programs, consultation & online courses • Dunk & Associates – systems 24/7 human resources, workplace health & safety • BMF – merchandising solutions to optimize retail space & the shopping experience • Web Conductors – digital partner for Castle dealer websites, social media, and online advertising • JD Sign Group – exterior & interior signage • Liftow – Toyota forklifts, parts, service, and training Marketing strategies: “You Are the Brand” – The Castle brand is a local brand in communities across Canada. Castle is devoted to the success of our members. Our primary focus is meeting the unique needs of our members. We support the local initiatives in all markets

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2023 Banners Report and Directory

that our dealers operate in. Being a part of the Castle banner means in 2023 with events and celebrations throughout the year, as well as you are still at the heart of your own business. Castle is the only its 60K Giveaway in-store contest. Castle continued to experience buying group that gives you the autonomy to run your own busi- strong growth in 2023 and outperformed industry expectations. ness, your way. A focused regional buying approach ensures member profitability that appeals to the LBM, commercial, and specialty segments of the industry. We are focused on core building materials and hardware. 401 22nd St. E., Saskatoon, SK S7K 3M9 Contact for membership information: Jaana Reinikka, British Phone: 306-244-3311 Fax: 306-244-3403 Columbia and Alberta; George Braun, Manitoba, Saskatchewan, and Email: inquiries@fcl.crs Northwest Ontario; Lillian Diaz, Southwestern & Central Ontario; Website: www.fcl.crs Andy Laurin, Northern & Eastern Ontario; Robert Legault, Western & Central Quebec; Richard Hamel, Eastern Quebec & Northern New Retail banners: CO-OP Brunswick; Terry Mulock, New Brunswick, Nova Scotia and PEI; Member stores: FCL is a wholesaling, manufacturing, marketing, Brad Moores, Newfoundland & Labrador; Doug Keeling, Director of and administrative co-operative owned by over 160 independent Business Development, CBS & National http://www.youarethebrand. retail cooperative associations. Founded: ca/; https://vouseteslamarque.ca/ 23_001099_Carts_BlackRedTool_HalfHoriz_US Mod: September 25,1928 2023 11:23 AM Print: 09/25/23 page 1 v2.5 2023 in review: Castle celebrated its milestone 60th anniversary Outlets: Manitoba, Saskatchewan, Alberta, British Columbia, Arctic

n Federated Co-operatives Limited

π TOOL AND PARTS STORAGE IN STOCK – SHIPS TODAY

ORDER BY 6 PM FOR SAME DAY SHIPPING

1-800-295-5510

uline.ca

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2023 Banners Report and Directory

Affiliates: Spancan, ILDC Sales: Consumer – 45%; Contractor – 55% Private label lines: Co-op GOLD, Imagine, HOMEBASE, Co-op Premium, Elite Dealer education initiatives: Training provided centrally in a broad selection of training initiatives Marketing strategies: Flyers, digital, social media, television, radio Contact for membership information: Cody Smith, Director, Home & Building Solutions

n Home Hardware Stores Limited 34 Henry St. W., St. Jacobs, ON NOB 2N0 Phone: 519-664-2252 ; Fax: 519-664-1260 Email: contactus@homehardware.ca Website: homehardware.ca

Social media handles: YouTube – @homehardwarestores; Facebook – @homehardwarestores; Instagram – @homehardware; Pinterest – @homehardware Retail banners: Home Hardware, Home Hardware Building Centre, Home Building Centre, Home Furniture Member stores (as of October 31): 1,035 (This number does not include Patrick Morin Inc.) Founded: 1964 Outlets: All provinces and territories across Canada New members in 2023 (as of October 31): 3 (This number does not include Patrick Morin Inc.) Affiliates: Alliance International LLC Private label lines: BeautiTone, Benchmark, Radley, OMNImax, Mosaic, InStyle, Home Essentials, Home Builder Dealer education initiatives: At Home Hardware Stores Limited, we have a team of some of the most dedicated and talented people within the industry. We pride ourselves on the development of customer-focused, award-winning stores. Our store design department offers a complete exterior, interior, and vehicle branding program. Dealer-Owners are supported by best practice merchandising programs and an experienced merchandising team. Our retail operations experts offer industry-leading training programs and initiatives which include our annual fall Dealer Market, now titled Homecoming, and held in Toronto, ON; it offers DealerOwners the opportunity to view Home’s newest products, speak to suppliers, book their seasonal requirements, gain product knowledge, attend seminars, and share best practices. Specially developed training programs are available for Dealer-Owners, managers, and personnel who are new to Home, covering information that is vital to their daily store operations, such as comprehensive online team-member training programs for new-team-member

orientation, selling skills and customer service, merchandising, and product knowledge. Dealer-Owners and team members also have access to a comprehensive learning management system called The Expert Zone which houses on-demand eLearning courses. Dealer-Owners and team members also have access to Connect, Home’s proprietary communication web portal, which features internal information, best practices, and a variety of applications to support Dealer-Owners and team members. Connect is an essential resource that helps our close to 1,050 stores across Canada achieve retailing excellence. As a store support platform, Connect provides over 1,000 training and product-knowledge videos and webinars; regular communications to ensure Dealer-Owners and store team members remain well-informed; essential operational program and services information; information for the Young Leaders of Home Hardware, a group focused on bringing together the newest generation of Home Hardware Dealer-Owners and potential future Dealer-Owners; and a place for marketing program content, assets, and planograms. Marketing strategies: Home Hardware has one of the most comprehensive national advertising and marketing programs in the industry, anchored by our tagline “Here’s How,” which positions Home Hardware as a retailer Canadians can trust for expert advice for all their projects, big and small. Home’s marketing strategy includes a multi-channel media approach, incorporating a flyer program, television advertising, social media, digital advertising, email, and in-store signage and messaging. This year, Home Hardware officially joined Scene+, Canada’s leading lifestyle loyalty program, as the official home improvement partner. Canadians can now earn Scene+ points at Home Hardware Stores Limited’s close to 1,050 locations across Canada and at homehardware. ca using their Scene+ Loyalty Card and the Scotiabank Scene+ Visa* Card. Other marketing programs include Home Installs, Commercial Supply Maintenance, Beaver Homes & Cottages, and PRO Marketing. Contact for membership information: Darrin Sayles, Senior Director, National Retail Sales & Operations, darrin.sayles@homehardware.ca, 519-664-4728 Other key contacts: Kevin Macnab, President & Chief Executive Officer; Marianne Thompson, Chief Commercial Officer; John Dyksterhuis, Chief Supply Chain Officer; Rob Szekszer, Vicepresident, Merchandise Hardlines; Carol Crystal, Vice-president, Merchandise Lumber and Building Materials; Will Zeyl, Chief Legal Officer; Dianne McTavish, Vice-president, Corporate Records; Scott Bryant, Chief Human Resources Officer; Sean MacCormack, Chief Financial Officer; Laura Baker, Chief Marketing Officer; Rob Wallace, Chief Retail Operations Officer

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2023 Banners Report and Directory

n Independent Lumber Dealers Co-operative (ILDC) 596 Kingston Rd. W., Ste. 100, Ajax, ON L1T 3A2 Email: ildc@ildc.com Website: www.ildc.com

Retail banners: Kent, BMR, Bonhomme/Bytown PRO, Laferte, Lefebvre & Benoit, Materiaux Laurentiens, L. Villeneuve, Copp’s Buildall, Emard Bros., Simcoe Building Centres, Soo Mill Buildall, Turkstra Lumber, United Building Products, Yvon’s Building Supplies, Federated Co-op, Fries Tallman Lumber, J&H Builder’s Warehouse, Igloo Building Supplies, McMunn & Yates Building Supplies, Star, Unigypse Member stores: 600+ Founded: 1964 Outlets: All 10 provinces Affiliates: Spancan Sales: Hardlines – 35%; LBM – 65% Contact for membership information: Gord McCusker

n RONA

220 Chemin du Tremblay, Boucherville, QC J4B 8H7 Phone: 514-599-5900 Email: dealersupport@rona.ca Website: www.rona.ca Founded: Founded in 1939, RONA is one of Canada’s leading home improvement retailers. Spanning the entire country, the vast network of RONA stores includes both corporate stores and independent affiliated dealer stores. Known for its large in-store and online product offering, RONA also provides expert support and advice to its retail and professional customers for their construction and home improvement projects. Outlets: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, Quebec, New Brunswick, Nova Scotia, Newfoundland Sales: Consumer – 60%; Contractor – 40% Private label lines: Stainmaster, Kobalt, Allen & Roth, STA Green, Harbor Breeze, Origin21, Holiday Living, Project Source, Style Selections, ReliaBilt, Severe Weather, Moxie, Highland, Master Forge, Utilitech Dealer education initiatives: Workday is an online tool to assist dealers with staff training, product knowledge, health and safety, sales, and manager support (in-store). Marketing strategies: A strong national presence with a radio and television campaign as well as a strong online presence on social media, newsletters, rona.ca, flyers, RONA gift card program, and financing programs.

Contact for membership information: Josée Desrosiers, National Director Business Development, cell: 418-391-7101, email: josee.desrosiers@ rona.ca

n SEXTON GROUP LTD

1345 Kenaston Blvd., Winnipeg, MB R3P 2P2 Phone: 204-694-0269 Fax: 204-694-4507 Email: palmer@sextongroup.com Website: www.sextongroup.com Social media handles: linkedin.com/company/sexton-group-ltd Retail banners: Sexton Group Ltd. Member stores: 400 plus member locations across Canada Founded: 1985

Lift, Load and deLiver with SeLLick! Whether you need to deliver a skid of blocks to a jobsite or move a 16,000 lb. load of steel, Sellick has the forklift that is right for you. We have been engineering and manufacturing rough terrain forklifts for over 50 years and our nationwide dealer network offers superior support for all your parts and service requirements. Call toll-free or e-mail us today for all your material handling needs.

1-877-SELLICK (735-5425) sales@sellickequipment.com

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2023 Banners Report and Directory

Outlets: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, Quebec, New Brunswick, Nova Scotia, Prince Edward Island, Newfoundland, Yukon, Northwest Territories, Nunavut Affiliates: BYCO, ACE Canada Sales: Consumer – 20%; Contractor – 80% Dealer education initiatives: We offer a virtual education series for our members, SPARK, where we partner with manufacturers and industry experts to deliver tailor-made content to our members via a digital platform. We also offer an exclusive Sexton Sales Excellence Training program provided onsite at our members’ locations. We also host monthly regional group sessions with product training provided by partnering vendors. We provide ongoing program updates, annual reviews, and technology assistance when required. Marketing strategies: We provide a host of marketing tools and support in both print and digital platforms. We deploy regular marketing updates that include product and promotional information and detailed profiles on partnering vendors to ensure all members are up to date on product, innovation, and pricing that affects their trading areas. We take measures to ensure our members are competitive in today’s marketplace with an immediate impact on the bottom line. History: Sexton Group was started in February 1985 by Ken Sexton with a vision to rapidly expand the buying group and increase buying power for independently owned building materials retailers across western Canada and northwestern Ontario. By 1987, Sexton Group had expanded its supplier list to include not just drywall and insulation but a whole range of building materials, hardware, and tools. Today, Sexton Group has increased its national presence to over 400-member locations Canada-wide. Efficiency, accuracy, and member focus remain the name of the game. Contact for membership information: Eric Palmer, President, palmer@sextongroup.com, 204-396-7640

n TIMBER MART

1601 Airport Rd. NE, Ste. 705, Calgary, AB T2E 6Z8 Phone: 800-563-1807 Fax: 403-717-1997 Email: communications@timbrmart.com Website: www.timbermart.ca; www.timbermartmember.ca Social media handles: Facebook – TIMBER MART; X (Twitter) – @_ TIMBERMART; YouTube – timbertv; Instagram – timber_mart_canada Retail banners: TIMBER MART Founded: 1967 Outlets: Every province in Canada Affiliates: Spancan Sales: Consumer – 25%; Contractor – 75% Private-label lines: TIMBER MART, Mosaic paint, Mosaic cabinetry and vanities

Dealer education initiatives: Webinars; member support via regional directors of member services; member newsletters (print and digital); national and regional dealer meetings; conventions; Timbernet (dealer intranet); annual Leadership Summit; TIMBER MART National Buying Show Marketing strategies: Nationwide AIR MILES loyalty rewards program, comprehensive national flyer programs (conventional and electronic), in-store digital advertising, consumer website, dealer microsites, Timberclub direct eMarketing, social and digital media support, home/garage/shed/cottage plans, consumer credit and gift cards, multimedia national advertising, consumer and industry tradeshows, Timberkids Charitable Foundation, CFL, and LHJMQ sponsorships Contact for membership information: Jon Irwin, Vice-president of Member Services; Phil Temple, Regional Director of Member Services – Western Canada; Ian Cook, Regional Director of Member Services – Ontario; Alain Charbonneau, National Membership Development Manager – Quebec; Kevin Guest, Regional Director of Member Services – Atlantic Canada Other key contacts: Bernie Owens, President & CEO; Randy Martin, Vice-president of Procurement; John Morrissey, Vice-president of Distribution; Bruno Baldessari, Vice-president of Forest Products Trading

n Windsor Plywood

20039 – 96th Ave., Langley, BC V1M 3C6 Phone: 604-455-9663 Email: contact@windsorplywood.com Website: windsorplywood.com Social media handles: Facebook – @WindsorPlywoodOfficial; Instagram – windsorplywood_headoffice Retail banners: Windsor Plywood Member stores: 62 Founded: 1969 Outlets: British Columbia, Alberta, Saskatchewan, Manitoba, Ontario, Washington, Montana Sales: Consumer – 45%; Contractor – 55% Dealer education initiatives: Online Learning Management System (LMS) Zoom meetings; Onsite WindsorU; semi-annual group meetings with store operators; Convention; Digital Employee Bulletins Marketing Strategies: We support our stores with their digital platforms in addition to traditional print mediums. With access to a team of graphic designers, stores are provided with up-to-date marketing materials. Stores are encouraged to be hands-on with our marketing team to ensure consistency of the brand while still meeting the individual needs of each location. Monthly video conference meetings are held with stores to communicate the overall direction of the brand, marketing initiatives, pricing, and stock updates, shipping schedules,co-op partnerships, and more. Contact for membership information: Curt Crego, President Other key contacts: Dan Lundquist, Controller

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NEW TO

Interactive Digital Content

An exclusive opportunity to position your company as a top industry thought leader in an editorial feature. This feature is highly interactive and is promoted through Edirects, Daily News Alerts, Social Media and the HIR website.

Opportunities Include: > Featured Article > Member or Leader profile > Roundtables > Sector Focus

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Contact Mike Hughes for more information: michael.hughes@keymedia.com 416-414-4639

07/12/2023 6:44:14 am

RETAILING BY DESIGN On the front lines of the retail experience

ver the course of 100 years in business, through four generations, Barrington Passage, NS-based Wilson’s Home Hardware Building Centre has consistently pursued a high standard of retailing to meet rapidly rising customer and team expectations. Dealer-owner Mike Wilson and his team set out in 2020 to create their own standard of experience by completely renovating the 35,000-square-foot store. “After two years, lots of lessons learned, and many ups and downs, we proudly consider our retail store experience as high as anyone’s in the industry,” says Wilson. “Not to rest on this achievement, we continuously look ahead to improve and show that Home Hardware dealers are on the front lines of innovating the retail experience.

Asking what's next “At Wilson’s, we’re constantly asking, ‘What’s next?’ I love the independence of crafting the future vision for this organization, and knowing that, for better or worse, the outcome rests with how well we run our stores and lead our teams. I think this is the competitive fire that lives in all entrepreneurs. I do not envy Home Hardware Stores Limited when it comes time to select one store to represent the brand as Store of the Year – this seems like an impossible task. Our entire organization at Wilson’s Group is extremely grateful for this recognition, which was reinforcement from our company’s leaders that we’re getting a few things right.” Home Hardware Stores Limited’s Walter J. Hachborn Store of the Year award is the

company’s most prestigious award. The winner is chosen from over 1,000 stores across Canada for achieving the highest standards in retailing, merchandising, staff performance, and overall quality and service. Wilson’s Home Hardware Building Centre was honoured with the Store of the Year award and was named Best Home Hardware Building Centre – Atlantic Region during Home Hardware’s 2023 Homecoming event held in Toronto, ON, in September 2023. Interestingly, this is Wilson’s Home Hardware Building Centre’s second time being recognized as a top store; they were also presented with the Hachborn award in 2005. “At Wilson’s, our roots come from a general store serving the local community, which evolved into a grocery business under the IGA banner, to the modern building centre you

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experience today,” says Wilson. “This general-store approach lives on in our business, as we are able to provide our customers with everything from the most current building materials to electronics, furniture, large and small appliances, and anything else they’re looking for. “I have an immense amount of respect for all my colleagues in southwest Nova Scotia who take on the daily challenge of running a retail business. Aside from one, these are independent retailers just like myself, and I think of them as more than competition; they are worthy rivals, if not friends. We are all just trying to do the best we can to serve the communities we’re fortunate enough to live and work in. I believe a rising tide lifts all boats, as the saying goes.” Wilson runs the business with an attitude that decentralized leadership is the most rewarding and galvanizing method by which to operate. “This strategy doesn’t come without risk, but as we continue to scale and grow, I attempt to arm the people in the stores with the right tools to make decisions that are within their appropriate reach. “I care deeply about cultivating meaningful work and relationships among everyone involved in the experience of doing business with our company. It’s important that we attract the right candidates to work with us, with whom the values between what they’re looking for and what we can provide are aligned. We are constantly evaluating the match between the work we’re asking folks to do and the level

of fulfillment they receive from their work. As my father has graciously taught me, getting our folks in the right seats on the bus is the most critical decision we can make as leaders, and the process is never-ending, as both the business and people are constantly changing.”

More modern shopping experience Wilson joined the company in 2008 and took over as the fourth-generational owner in 2015. In 2021, he renovated the store to provide a more modern shopping experience. Then, in 2022, he purchased two additional stores, Liverpool Home Hardware & Furniture in Liverpool, NS, and Brady Home Building Centre, in Brooklyn, NS. In 2023, Del’s Home Building Centre in West Pubnico, NS, was added to the group. “In the 15 years I’ve been in this business, the leadership at Home Hardware Stores Limited has changed a few times and the overall structure has changed substantially. The constant

is that no matter who has been steering the ship, the dealer has remained the centre of the organization’s strategic focus. I’m biased, but I firmly believe the success of the organization rests with the quality of the outcomes the dealers are achieving in their stores every day. At the corporate level, we have to evolve and we have to innovate. This is a critical ‘must,’ not a ‘should.’ No matter the investment in infrastructure, each dealer needs to create and maintain an individual high standard at the store level for the future sustained success of the overall organization.” He adds, “The biggest compliment we can receive is when our customers refer us to the people they care about. We hope they’ll do this because we’ve been able to meet their needs with a high level of professionalism and genuine care for their project or whatever it is that brings them into our store. “At the granular level, leadership is simply working hard to make the things around us a little bit better every day. This is what we focus on. I try to keep things simple, even though business and life are changing expeditiously. “Wilson’s as a group has experienced a tremendous level of growth in the past three years, growing from one store to four locations. I love the challenge of bringing together this larger organization as we work as a group under one central focus: to serve our neighbours in southwest Nova Scotia to the highest level of our energy and ability and provide them the products and services they need at the prices they expect. “Managing the organization through change is our greatest challenge yet. We’ve all been fortunate or unfortunate enough to have learned lessons from the extreme change over the last few years, and we try to keep the focus on quality communication and bringing the entire team along through the process. No matter what the future holds, I am committed to staying authentic to the foundation of the business that has led to over 100 years of success and counting. I am extremely optimistic about the future, and am sure that no matter what it holds, people will be at the centre of it. If you don’t understand people, you don’t understand business.”

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CONTRACTOR BUSINESS

Homebuilder seeks international growth while focusing on communities

lair, one of the largest privately held custom home-building and renovation companies serving North America, has opened its 100th franchise location, which was celebrated in Alexandria, VA, on November 9, 2023. The grandopening event brought together partners and industry leaders from across North America. The company was founded in British Columbia in 2007 and evolved into a franchise model in 2012. The 100th location is a landmark achievement and signifies the company’s rapid growth over the last six years, as well as Alair’s position as an industry innovator and community benefactor, says Rob Cecil, president of Alair. “Reaching 100 locations is not just a number for us; it’s a testament to our commitment to innovation, quality, collaboration, and community. Each Alair partner embodies these values, driving us forward as we reimagine the home-building experience across North America.” He adds, “We are delighted to welcome Carbon Design Build to the Alair network as Alair Alexandria, our third franchise office in northern Virginia, marking a significant milestone as the 100th franchise. Matt Bieschke and his team bring a wealth of experience and a strong commitment to quality and community that perfectly aligns with Alair’s values. This partnership will not only elevate the home-

building and remodeling experience for homeowners in Alexandria and the surrounding areas but also strengthen our collective impact in supporting local charities and making a positive difference in the communities we serve.”

Committed to the community The event commemorated Alair’s commitment to community service, as it raised over US$8,600 and 800 pounds of food for ALIVE!, the largest private safety net in Alexandria dedicated to fighting poverty and hunger. The event also marked the beginning of Alair’s “100 Acts of Living Better” campaign as part of Alair Cares, which is aimed at combating food insecurity across North America. The Alair Cares community giving program, introduced in 2017, has contributed nearly $2 million to local communities alongside roughly 5,000 hours of volunteer service. The Alair Cares platform is supported by all 100+ partners across North America and their 600+ team members as they proactively respond to the mission and serve the needs in the areas in which they build. From decision-making to protecting our planet to innovative charitable activities, friendly neighbourhood pop-ups, colourful

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From foundation to future: Alair’s path to 100 franchises 2007 – Alair is founded in British Columbia 2012 – Transition to a franchise model, with the first single-unit franchise opening in Edmonton, AB, expanding Alair’s business reach 2016 – Inauguration of the first Alair International Conference and Awards, recognizing excellence within the Alair network 2017 – Launch of the Alair Cares community giving program, showcasing Alair’s commitment to community service and social responsibility 2019 – Creation of the Regional Community Manager program, which focuses on a “local-out” strategy, ensuring each franchise remains connected to its community. Managers oversee engagement, uphold standards, and steer local programs, embodying Alair’s commitment to being nationally recognized yet locally respected, enhancing community support and integrity in growth Introduction of the Jamie Affleck Legacy Award, also known as the Pinnacle of Leadership Award, honouring exceptional leadership within the Alair network 2020 – Introduction of the Alair Next Generation program in North and South Carolina, focusing on nurturing young talent in the construction industry 2022 – Release of the first edition of Alair , a lifestyle magazine designed to educate and inspire readers to make informed decisions about their living environment to ultimately help them to live a better and more fulfilling way of life 2023 – Introduction of the first Project Management Summit in

Toronto, followed by a second summit in Houston in October 2023, focusing on professional development and excellence in construction project management Launch of the Living Better with Cheryl Hickey docuseries, sharing a multipart video series of the Canadian media personality’s modern-familyhome renovation and community partnership with the world-class SickKids Hospital in Toronto Introduction of the first stressmanagement event in the Carolinas to help educate project managers on how to productively channel stress in their personal and professional lives, and advocate for proactive wellness for those who work in the construction industry Celebration of the 100th franchise location in Alexandria, VA, a significant milestone in Alair’s North American expansion Launch of the 100 Acts of Living Better campaign by Alair locations to address food insecurity in local communities across North America Future Focus – Continuous growth across North America, marked by innovation, integrity, and leadership in custom home building and renovations Persistent collaboration with leading market partners, winning numerous awards and driving innovation in various markets in the US and Canada Expansion of the Alair procurement and vendor partnership program Meticulous selection of franchise partners based on calibre, integrity, and leadership, ensuring a network of talented professionals aligned with Alair’s core values

art installations, free little libraries, youth in trades mentorship, fire rebuild projects, shelter updates for the homeless, new joyful playrooms for sick children, and bountiful food pantries – each initiative preserves dignity, purpose, and growth of real community. The custom home-building and renovation company has also introduced significant advancements to the construction industry, including its proprietary Client Control methodology, offering transparency in the construction process. Alair also recognizes and supports team members internally through programs such as the Regional

Community Manager program, which focuses on a “local-out” strategy, ensuring each franchise remains connected to its community. As well, the introduction of the Jamie Affleck Legacy Award, also known as the Pinnacle of Leadership Award, honours exceptional leadership within the Alair network, and the Alair Next Generation program in North and South Carolina focuses on nurturing young talent in the construction industry. Alair also introduced the first Project Management Summit in Toronto, ON, and Houston, TX, focusing on development and excellence in construction project management.

Dedicated to nurturing talent As Alair looks toward the future, it remains dedicated to nurturing talent within the construction industry. Through initiatives like the Project Management Summit, leadership training, and professional development resources, Alair is actively addressing the labour shortage in the industry and fostering the next generation of construction professionals. Cecil says the company is excited to continue expanding its network of skilled leaders, procurement programs, vendor partnerships, innovative building solutions, and community-focused initiatives. Alair plans to continue to grow across North America. “This growth will be marked by innovation, integrity, and leadership in custom home-building and renovations,” says Cecil. The company will also persist in collaborating with leading market partners and driving innovation in various markets in the US and Canada.

Join a Banner where Andre Laurin

Lillian Diaz

CENTRAL & NORTHERN/ EASTERN ONTARIO

CENTRAL & SOUTHWESTERN ONTARIO

(705) 822-5706 alaurin@castle.ca

(905) 757-4918 ldiaz@castle.ca

Contact the Business Development Manager in your area: youarethebrand.ca

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PRODUCT SPOTLIGHT GENESIS PRODUCTS Genesis Products has launched Qwel Designer Acoustic Wall Tiles following a successful introduction of Qwel Acoustic Ceiling Tiles. These acoustic solutions for walls and ceilings are made from sustainable PET (polyester film) to manage sound naturally. The wall tiles come in a variety of shapes, sizes, and colours, and are easy to install, with a peel-and-stick design. Available in rectangle, square, and hexagon shapes in sizes ranging from 4” to 24”, the tiles can be mixed and matched to achieve unique designs. The tiles have a Class A rating for fire and smoke, are washable, and are dust-, stain-, mould-, and mildew-resistant.

WORX The WORX Nitro 40VWG471-Nitro 40V Power Share 20-inch Snow Blower with brushless motor can manage snow falls up to 10 inches. It is a single-stage cordless snow blower that means no costly tune-ups or worries about gas carburetors going bad at the beginning of the season or between snowfalls. This snow blower has a pushbutton start and can hurl dry snow up to 20 feet through its 180º adjustable discharge chute with deflector.

ANDERSEN Andersen has introduced new designer hardware options for doors created in collaboration with Ashley Norton and Baldwin. The handle sets from the new designer styles are made of premium materials and are compatible with Andersen® hinged, entry, and folding doors as well as Ashley Norton and Baldwin hardware products. “Our collaboration with Ashley Norton and Baldwin reflects our dedication to highquality, well-designed products that work to create compelling designs. Collaborating with these two companies enables us to bring an expansive portfolio of unique and trend-forward hardware options to our customers, making it easy to enhance the overall appearance and functionality of Andersen doors,” says Melissa Meyers, business manager at Andersen.

D M

& B

CRESCENT TOOLS Crescent Tools’ VibeGuard technology in its hammer handles offers vibration reduction. The hammers are designed to increase productivity, survive tough conditions, and protect users from the side effects of long-term use. From general purpose and framing to specialty, the line has a hammer for every purpose. They are made of proprietary materials and offer a larger strike face and textured grips. The hammers also feature the textured fawn’s foot grip with a Permabond Handle Connection on the fibreglass hammers.

DEWALT DEWALT’s Metal Workshop Storage System is a storage solution to organize power tools, hand tools, outdoor equipment, stick tools, power tool accessories, and more. The line consists of metal tool storage chests and cabinets as well as 25 new workshop accessories (sold separately), using a heavyduty metal rail as the centrepiece of the platform. The chests and cabinets are built with heavy-gauge steel and feature full-extension, soft-close, ball-bearing drawers. Small drawers have a single set of slides and a max capacity of 100 lb., while large and deep drawers are fortified with double slides that support up to 150 lb. per drawer.

DAICH COATINGS Realistic and elegant, do-it-yourself marble countertops, tables, and other surfaces are now attainable from Daich Coatings with the Marble Dream Resurfacing Kit. The start-to-finish project requires no special skills and results in authentic-looking marble surfaces. The kits cover 40 square feet of space and come in Pristine White and Cosmos Black colours. They come with all coatings and tools needed to complete the project in just a weekend. Marble Dream surfaces resist stains, heat, and impact. Application of the product is low odour and low VOCs. Sinks, plumbing fixtures, and countertops do not need to be removed before applying this product to laminates, concrete, plywood, MDF, stone, pre-coated, or solid surfaces. The final Marble Dream surface is kept food safe and intact with a polyurethane clear coat.

P F b

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S i O p n s A

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2024

Get Ready, It ’ s Coming!

DEALER MARKET

& Spring Online Buying Event

Score the best buys of the year! Register now for our in-person Dealer Market, happening Feb. 22 – 24 in Orlando, Fla. There you’ll see our industry’s newest products, talk to vendors, attend workshops and clinics, network with other dealers, and experience two concept stores – a pro store and a traditional hardware store. And don’t miss our red-hot Flash Deals. Plus, our Spring Online Buying Event, which runs Feb. 19 – March 3, is your chance to round out your spring buys with online-only deals, offers, and more.

Register now for Dealer Market and be automatically enrolled in our Spring Online Buying Event. We’ll see you soon! Register online at Orgill.com/Orlando2024 30-31_Product Spotlight - SUBBED.indd 31

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“Castle understands the needs of the independent and that a cookie cutter corporate brand doesn’t always work, especially in a smaller market. Castle gets out of our way so we can run our business.” Jordan Hodgins, Hodgins Building Centre New Castle Member 2023

As an entrepreneur, you have your own unique way of doing things and have worked hard to build your brand and your reputation. Nobody knows your business better than you do, so don’t let your buying group take control of your business decisions. You deserve to shine without your buying group getting in the way! At Castle, we do things differently. Our primary focus is to empower our independent dealers by delivering the lowest cost-of-goods partnered with the lowest cost-of-buying-group-affiliation. This formula is the most profitable business model available to the independent today and it’s where the magic happens. That’s why Castle is the fastest-growing buying group in Canada!

Scan Here

It’s your business and Castle gives you the liberty and flexibility to run your business your way. Find out what Castle can do for your business.

Learn more at youarethebrand.ca

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