Distribution Matters - 2022

2022Distribution MATTERS

An Interview with Thomas O'Neill NBMDA’s Annual Meeting Returns to Dallas A Conversation with Kevin Gammonley 2022 Member Directory

North American Building Material Distribution Association Connects the Most Innovative and Strategic Wholesale Distributors NBMDA members ... n

Include the leading wholesale distributors and their supplier partners

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Operate from 800+ distribution centers located throughout the U.S. and Canada

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Distribute specialty building materials for interiors including wood panels, surfacing materials, cabinet hardware, finishes and related woodworking production supplies.

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Serve a customer base comprised of independent building material, and kitchen and bath dealer as well as firms that serve production companies involved in cabinetry, architectural woodwork, stock woodwork, store fixtures, solid surface fabricating, plastics fabricating, general and specialty woodworking industries.

NBMDA provides ... n

Facilitated opportunities to strengthen trading partner relationships

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Education and training across the spectrum of distribution management topics

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Insights into the leading trends and best practices that impact distributor productivity and profitability

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Benchmarking to allow distributors insight into how they compare to industry averages and the industry’s top distributors

www.nbmda.org

Q&A with Tom O’Neill NBMDA PRESIDENT Q.

There’s a lot of talk about supply chain disruption and product availability. What’s your take on this issue?

A. I believe the supply chain challenges we’re facing today in our specific industry of building materials aren’t going to go away anytime soon. I think we all came to grips with that, but it’s made us better and stronger because it’s challenged us to think of other solutions or ideas for our customers. I think it’s challenged all of us to be smarter about how we handle the situation.

Instead of always being dependent on the same old “what we’ve always done,” we’re being challenged to think harder and smarter about what we can do to take care of our customers’ needs. Is there a different way they could go about fulfilling their order with maybe a different type or style of product? What can we do to help them fill their customers’ needs? Because at the end of the day, there’s an end-user here somewhere waiting for a product. But there’s a lot we can do as distributors because it’s going to challenge us to think differently. It’s making us stronger.

THOMAS O’NEILL

This is an opportunity for our group to come together and really work as one. That’s the true meaning of NBMDA. It’s about helping each other and being a resource for members. All the answers are found amongst your colleague members.

Q.

What advice can you offer to challenge the ongoing labor shortage?

A. I think the labor shortage could be a fun challenge. This

is an approach I’ve just taken the last couple of months. We should always be recruiting. It doesn’t matter what we’re doing or where we are, we should always be looking for good talent because there’s a lot out there.

A good example is when I was in North Carolina, and I was going from my hotel to a meeting. The Uber and the driver who picked me up delivered 50 packages for Amazon between 3am and 6am. She picked me up at 6:45am and was going to drive for Uber until noon. Here’s a lady with an accounting background who got downsized during the pandemic. She’s got to provide, and she needs that flexibility. A person like that would be very successful in our organization. They have the traits of a hard worker and that’s exactly what makes a company successful.

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We should always be looking for good talent and we must encourage our management to do the same. We should have a database of good people out there where we could pick up the phone and call when we need them. It’s not going to get any easier. Something like 4.2 million people quit their jobs just in the month of October. But it’ll make us think about how we offer our positions to people. What do you offer as an employer? How do you make your organization more attractive than the place next door?

Whether that’s through benefits, flexibility, or environment.

It’s not always just salary based.

Q.

A. I see great things. I think during the pandemic you could not describe a better way for our group to come together.

March of 2020, none of us knew what was going to happen tomorrow, none of us knew if we were going to get sick, none of us knew if our businesses were going to be around in three months. We didn’t even know if we could leave our homes. So, our association has always been strong, but 2020 took us to a whole new level.

During the crazy times of 2020, I saw distributors talking to each other, manufacturers talking to each other, I saw more distributors communicating with manufacturers. I saw people working more together as a team and as one spirit, one unit, than I’ve ever seen in all my years being involved in NBMDA. And I think it was the opportunity for our group to come together and really work as one. That’s the true meaning of NBMDA. It’s about helping each other and being a resource for members. All the answers are found amongst your colleague members.

A. The work shortage is a problem because we can’t find

drivers, we can’t find operations people for our facilities, but we can find them if we try the unconventional angles.

And that means everyone you meet, whether it’s in a store, restaurant, an Uber, airplane ride, anywhere. You should always be looking for good talent.

Q.

What would you say about our industry to someone who’s looking to find a steady career?

Our industry is struggling for succession planning and next generation emerging leaders. It’s the biggest risk to our business today. And if I had someone who was looking for an opportunity and they didn’t know what they wanted to do, I would tell them that the building materials industry is a great opportunity because it’s always going to be around.

People are always going to need to remodel houses, hotels, restaurants, offices. People are always going to have to replace things that break. People are always going to need furniture. They’re always going to need all these products.

And it doesn’t matter what technology does. We are a great industry because of the sustainability of it. It’s going to be around forever.

If you come into this industry on the ground floor, the sky is the limit when it comes to growing your career, whether it be accounting, sales, operations, or executive management.

When you’re in school, you don’t dream of becoming a person in the woodworking industry. I didn’t know what the industry was until I got in it. I was 31 when I found out about it. And that’s why it’s so exciting. It’s a great opportunity to come in and make a significant impact quickly because there’s not as many fish in this pond. It’s an opportunity for someone who has work ethic, passion and big dreams— someone who wants to want to write their own whiteboard to their future.

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What do you see ahead for NBMDA and what role can the association play in helping members succeed?

We brought value by getting economists on our town halls.

We did our first ever town hall meeting remote, and we had so many people participate. It was super exciting, and I think it built relationships that will last a lifetime. Everyone kind of forgot that we were competitors for a moment. At the end of the day, we’re all just humans trying to get through this battle together.

Q.

Considering everything the industry has gone through the last couple of years, how do you feel about moving forward and what do you see for the future?

A. I think we’ve all become incredibly resilient, and we’ve all come to the point where whatever the future throws at us, we—as an industry, an organization, an association—we will overcome it. Whether it’s the economy, the pandemic, whether it’s the supply chain, whether it’s governmental situations, I don’t think it matters. Our resiliency has been tested to a level where whatever tomorrow brings, we will wake up and tackle that with a smile and a feeling of optimism. Whatever the problem is, we’ll take it on headfirst and we’ll make it through.

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Right People.

Right Place. Right Time.

NBMDA’S ANNUAL MEETING RETURNS TO DALLAS

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orth American Building Material Distribution Association held its annual event in person for the first time in two years, with 800 distribution executives in attendance. Located at the Hilton Anatole in Dallas November 2-4, the event reignited relationships and reconnected the industry’s wholesale distributors and partner suppliers.

“It was quite impactful and quite incredible to witness the Dallas convention,” said NBMDA president Tom O'Neill.

“It was probably the best convention I’ve ever seen. People were hanging out together as friends and as humans first, and business

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partners second. It was personally very moving to me when I saw everybody laughing, having a good time.”

The association hosted eight sessions presented by experts on distribution topics, and drafted expert speakers like UnleashWD founder Dirk Beveridge, who shared his journey travelling through 34 states meeting with 34 different distributors and interacting with hundreds of distribution professionals on the We Supply America Tour. The engaging presentation helped members discover the hidden wisdom of how to apply the seven ethos of nobly supplying America to their business and leadership practice.

Other speakers included Robert Tucker, president of Innovation Resource Consulting Group, who talked about capitalizing on the driving forces of change; Scott Klososky, founding partner of Future Point of View, who discussed the future of cybersecurity; Mike Regan, founder of TranzAct, who focused on identifying supply chain inefficiencies; and CEO and Chief Economist of ITR Economics, Brian Beaulieu, who went over business responses, tactics and strategies given the projected changes in the economy.

Members were given ample opportunities to network, with access to 175 tabletop exhibits hosted by leading manufacturers/ importers in the industry. There were also 10 networking functions designed to connect distributor and supplier executives.

“It’s the who’s who of the building product world,” said Tom

Allspach from King Plastic Corporation. “We had a really good crowd as we showcased our King Starboard ST products, outdoor kitchens and outdoor entertainment. Outdoor living is pretty much the hottest thing going right now,” he added.

Despite a chaotic couple of years, confidence remained high and industry members were thrilled to be together again.

“We are going through supply chain challenges, pandemic challenges, all these crazy issues in our world that we live today—and here’s a bunch of manufacturers and distributors—NBMDA members—laughing like humans having a good time,” said O'Neill. “That’s the benefit of this association.”

“It’s not only just the resources we bring with recruiting and HR services and through transportation advice, through the benchmark reporting, through the financial reports we do—above and beyond all that, I think a bond was built and established that will last for generations,” he added. “That’s the power of this association.”

In addition to electing its second female President into office— Emily Vella of Atlantic Plywood Co.—NBMDA also named its Board of Directors for 2022. The role of the Board is to govern, establish policy and make strategic decisions about the organization’s future.

SUPPLIER DIRECTORS: • Erik Dedekam, Tafisa, Dorval, QC

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Carl Gaynor, Axalta Coating Systems, High Point, N.C. Lorne Smith, Berenson Corporation, Buffalo, N.Y. Tom Wardach, Roseburg Forest Products, Johns Creek, Ga. Jeff Winters, Kessebohmer, Wilmington, N.C.

OFFICERS:

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PRESIDENT: Emily Vella, Atlantic Plywood, Woburn, Mass.

PRESIDENT-ELECT: Matt Huber, Allegheny Plywood, Pittsburgh VICE PRESIDENT: Don Plunkett, Plunkett Distributing, Fort Smith, Ark. TREASURER: Wayne Moriarty, Atlantic Plywood, Woburn, Mass.

IMMEDIATE PAST PRESIDENT : Tom O’Neill, Wurth Group, Vernon Hills, Ill.

DISTRIBUTOR DIRECTORS: • Danny Bachman, Dixie Plywood, Savannah, Ga.

• Lynn Hill, Compi Distributors, Arnold, Mo. • Rob Haines, Distributor Service, Inc., Carnegie, Pa. • Steve Holinshead, Aetna Building Solutions, Maywood, Ill.

SAVE THE DATE:

2022 NBMDA Annual Meeting

NBMDA PRESIDENT TOM O’NEILL

November 1-3 Chicago

WÜRTH BAER SUPPLY COMPANY AT A BREAKFAST RECEPTION

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5 Steps to Hiring and Retaining Talent in 2022

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BY C L AU D IA ST. J O H N

was recently sharing a cab with the business owner of a print manufacturer heading to an industry conference where I was slated to be a presenter on workforce trends and solutions. He turned to me and said, “Okay, then tell me… where the heck did everyone go? Where are the workers and how do we get them to come work for us?”

Where indeed! Unfortunately, they have gone to a variety of places and for a variety of reasons. Some have quit their jobs because of continued COVID hesitancy, some because of ongoing child care challenges, some have quit to join new opportunities and the chance to earn more money and gain more workplace flexibility, and some have quit just to take a much-needed break, knowing that when the savings run low there will be ample job opportunities for them to jump back into the labor market.

What’s an employer to do? Well, it starts with a shift of mindset and these five steps:

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Step 1: IMAGINE THE TALENT YOU WANT AND SWOT THEM! Who are you looking to hire? Is it someone with maturity and experience? Someone with less experience but lots of enthusiasm?

Someone local or someone remote? We encourage our clients to visualize the talent they seek and work to understand what their desired employees are looking for. What do they want? Too often, business leaders fail to recognize the unique needs and wants of their talent and focus instead on what they as employers want.

Don’t know what your desired hires want in their lives or in their jobs? Just ask the ones who already work for you and who are in the same demographic what they want and like about their jobs. What are their strengths and opportunities and how can you maximize those assets while minimizing the weaknesses and threats that they may possess?

Step 2: SHIFT YOUR MARKETING SPEND How much of your marketing budget are you spending to tell your story to attract talent? My guess is very little. I have spent endless hours exploring corporate career sites and company job boards and few of them show any effort to attract talent. Instead, the marketing is often re-constituted sales material that, from a potential employee’s perspective, is boring and uninspiring. Revamp it! Show

prospective employees you understand who they are and what they want. Use videos, social media and testimonials to tell the stories of employees just like them. Show community. Show opportunity.

Show your culture. Maximize social media. Yes, create a TikTok video! Don’t know how to do this? Find someone who does and put your marketing resources here.

Step 3: REMOVE BARRIERS Try this: grab your smartphone and log on to your website and look for your career site. Is it easy to find? Next, look at your job openings. Do they look cool and would a Gen Z be inspired to apply? Remember, 90% of job seekers look for jobs from their mobile devices. Next, try applying using your mobile phone. Not easy? That’s a problem because the vast majority of employees in the first 10 years of their careers are applying for jobs using their mobile devices.

Keep going—did you fill out the employment application? Hard, right? Having to search for the names and phone numbers and addresses of previous employers and educational institutions and then having to populate the application fields using your smartphone is close to impossible. Simplify your application and keep revising until it’s easy to complete.

Don’t forget to capture candidates who start applications because if they bailed before completion, it’s likely not because they are uninterested but because it was too hard to complete. They still may be interested.

Step 4: USE YOUR IMAGINATION Wages are going up… fast. In order to remain competitive, many employers are paying more for talent than they budgeted and then they face internal inequities with their existing talent pool. Yes, pay is important, but so are other things. Young workers want to do well, but they also want to do good. How can you help them do that?

Most young workers would take less pay for more time off. They want to travel—how can you help them do that? Who wouldn’t want a leased car or a holiday vacation rental as a perk? Stop thinking only about pay and look for innovative and creative perks and benefits that can attract and inspire the talent that you want.

Step 5: FOCUS ON FLEXIBILITY It’s no surprise that after more than a year of working from home, employees want to maintain some form of flexibility. Those who cannot work from home want that flexibility, too. Survey after survey show that employees will be more loyal, more engaged, and will even accept less pay to obtain more workplace flexibility. Not sure how to do that? Ask your employees how to create and maintain a flexible workplace, regardless of job role.

Yes, 2022 looks like it’s going to be challenging from a hiring and retaining standpoint. s p

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We encourage our clients to visualize the talent they seek and work to understand what their desired employees are looking for.

Q.

Our company is requiring all employees get vaccinated for COVID. We received a request for an exemption to the vaccination requirement on the basis of a sincerely-held religious belief. Can we require some form of documentation or verification?

A: Under Title VII of the Civil Rights Act, employees cannot

be required to get a vaccine if it violates their religious belief, practice or observance or their sincerely-held belief.

Employers do not need to accept general statements or form letters, but should require documentation from the employee’s personal religious leader explaining the reason the vaccine violates the person’s beliefs.

It’s important to note, the religious leaders of most major denominations have stated that mandating vaccines does not violate the tenants of their faith and have come out in support of COVID-19 vaccines in the name of public health and safety.

Affinity HR Group has been the human resource partner of the NBMDA for over 10 years and provides its member firms with a variety of services including complimentary webinars, regular updates on current HR topics, annual labor trend reports and discounts on its menu of products and services.

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Growing Pains

BY AMANDA CONGER

“We want to capitalize on the current demand but make sure we are well positioned when it tapers off.”

SURVEY RESPONDENT

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n the 2021 Benchmark Survey conducted by the Cabinet Makers Association (CMA), respondents from the United States and Canada report that after surviving one of the hardest years imaginable and dealing with everything connected with COVID-19, they are now thriving.

Taking in stride the supply chain situation and continued concerns about workforce development, the woodworking industry’s small shops reported their resiliency in their survey responses. The last question asks about the general health of their business, the future of their local economy and the future of the woodworking industry in general, and the verbatim comments are perhaps the most insightful part of the survey results.

One respondent summed up the current situation very well: “I have never seen things this busy before. I keep trying to squeeze just a little more out of our shop. We are producing more now than ever before despite challenges with supplies and employees.”

“I keep trying to squeeze just a little more out of our shop. We are producing more now than ever before despite challenges with supplies and employees.”

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There’s a common misconception that entrepreneurs want the biggest enterprise they can build and they want it as quickly as possible. The truth is that success can be measured in many shapes and sizes. Yes, all businesses evolve, but the growth they experience can be defined as more than becoming a larger company in terms of scale.

“The general health of our business is exceptional. The only down side for us right now is demand is exceeding our capacity, so it is hard to keep customers satisfied,” admitted another survey respondent. “We are positioned well to raise capacity and meet demand, though, so I see only upside to our business right now.”

Every entrepreneur will eventually have to deal with the growing pains of expansion, and it’s up to each individual to determine whether or not it’s the right time to push forward. Just because an entrepreneur is successful building a small business, doesn’t mean they will be successful building a big business. Some businesses are better suited for smaller scale operation.

Another survey respondent explained their company’s situation, “We are feeling the pains of accelerated growth due to moving to a larger building, buying out another company, doubling our workforce over the course of three months, and a market saturated with demand. Our company is strong, and we have a clear vision of where we are going, but we are feeling limited by lack of cash flow

and lower margins due to increased material costs and supply chain delays. Our limitations include hiring and training as well as lack of time to standardize our processes to efficiently accommodate growth.”

Custom woodworking is one of those market segments where being smaller may actually be ideal. Larger manufacturing mantras such as “One Piece Flow,” are the norm for the smaller shops. Custom craftsmen pretty much always focus on one project at a time, being the lean operation that they are.

“Our business has become smaller, more focused, and more efficient and continues

down this path moving into 2022,” shared a survey participant. “I am investing in more efficient equipment and continue to find ways to remove wasteful costs. I am attempting to increase sales and profitability without adding staff.”

Being satisfied with one’s size doesn’t mean that their business doesn’t have room for improvement, for growth in other areas.

An important part of a company’s evolution is to trim costs and develop a lean environment that takes expenses and profit margin seriously. It’s never easy to make changes when something is already “working,” but you will have to if you want your business to experience long-term growth.

“It’s a crazy time for a newish, small company to figure out how to grow in a sustainable manner,” shared a survey respondent.

“We want to capitalize on the current demand but make sure we are well positioned when it tapers off.” s p If you are interested in learning more about the current landscape of the industry’s smaller shops, the CMA’s annual survey results can be purchased at www.cabinetmakers.org/benchmark-survey

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The Secrets to

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Big Fish Selling

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BY JILL J. JOHNSON

BIG FISH is anyone who is of a higher stature than you normally play with, and if you land them, it will move you into a whole new level of clientele. They may be spending bigger money and as a result, they will expect that you have the professionalism to satisfy their needs. Yet Big Fish have so many people who want to work with them that they are often even more demanding than most people anticipate when they are trying to reach this level of client.

MANAGING THE BIG FISH SALE PROCESS So how do you manage a Big Fish Sale? Keep in mind that this is often going to be a much more complex sale than where you have an initial meeting with the client, and they quickly say “yes.” Big Fish Sales are rarely rapid, unless there is an exceptionally dire situation and they know you are the one they need to help them solve it.

In Big Fish Selling there are typically many decision influencers working behind the scenes who are trying to bring in their own vendors. Always remember that your prospect is also dealing with an internal power structure. Be on the lookout for those people on the inside of your prospect’s organization who may help you better understand what it will take to close the deal. They may be able to give you the fundamental insight that will help you reel the Big Fish in to close the deal.

Most importantly, in any complex sales situation with a Big Fish prospect, your primary goal is to keep moving the ball forward toward an agreement on a deal that works for you both. The secondary goal for your meeting is to try to close a part of your proposal. Something that will give you a smaller toe in the door to help them understand the value you bring and to convince them that you can handle the bigger deal. The ultimate goal is to close the whole deal. If they coalesce, it will be wonderful, and then you need to celebrate your win.

Never lose sight of that primary goal in a complex sale with a Big Fish. You need to stay in the game. But by having multi-level goals, you will have several ways you can “win”—and then not show disappointment or convey anything other than complete professionalism if you don’t get all that you wanted.

FOCUS ON THEIR NEEDS Remember, at its core a Big Fish Sale is just like any other sale. This is always about the client. Keep your focus on that. It is all about their needs, their desires, and their problems. Focus on how working with you will solve their critical issues within a budget amount that works for you both.

Pay attention to interviews the Big Fish has done with the media.

Today you can access print and TV media interviews easily. But don’t forget to access other information such as interviews with industry publications or podcasts on which they have been a guest. You do need to actually read or listen to them. Bluffing to pretend you understood their point of view will lose credibility with them. Yet if you actually dive deep into the content they have appeared in, you will gain enormous insight into their pain points, concerns and view of the future. All of this insight is essential to your understanding the nuances of how

to best position your products or services to meet their unique needs.

Often Big Fish want to test you first with a something that is a smaller part of your overall proposal. That is why having the secondary goal is so critical in selling to this type of client, and it can be the key that gets you to your first “yes.” Frankly, getting the smaller first sale is often the tipping point that gets you the bigger deal and longer-term money. If you can, break your proposal down into several component parts or additional optional services. Give them choices in how to work with you.

MANAGE THE PROCESS... AND YOURSELF When you are selling as part of a team, it is vital for both of you to be in the same game. Use your time wisely to prepare while you are in the car driving to the meeting or preparing to go on Zoom. Determine who needs to reinforce what message and when it will be key to tag team to reinforce your potential value to the client. Think about how you will respond to objections and who will handle it.

It is often extremely intimidating to try selling to a Big Fish. Look for ways to give yourself a mental boost to help you stay grounded in the moment when you are up close and personal. This is especially helpful if they get a terse with their tone, questions or response to your pitch.

Big Fish are extremely pressed for time and they do not have the time to care about your feelings. Take care of yourself. Reach out to a trusted friend and ask for a pep talk before you pitch. Write a note to yourself that only you can see with three or four phrases. These should be positive in nature and serve as reminders to you. A few examples of good reminder notes are: 1. They already like you (or you would not be in the room).

2. They want to work with you some day even if today is not your day.

3. Breathe!

FINAL THOUGHTS When the day comes and the Big Fish finally says “yes,” be sure to do your scream and happy dance in the nearest bathroom—just do not do it in front of them! You do not want them to know that you cannot believe you finally got them to a “yes!” You want them to only think of you as belonging in the room—not that it might be the first time you ever were there! s p Jill J. Johnson is president and founder of Johnson Consulting Services, speaker, consultant, and author of the bestselling Compounding Your Confidence.

For more information, visit www.jcs-usa.com.

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Home Improvement Product Sales to Continue Growth into 2025

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The Home Improvement Research Institute is predicting overall home improvement product sales to continue growth into 2025, with an uptick in professional market growth.

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BY SARAH FAHEY

he Home Improvement Research Institute has forecasted the total U.S. building products market to continue building on exponential growth seen in 2020 and 2021. The total market will grow by an additional 2.9% from 2023 through 2025, with the consumer market growing by 2.3% and the professional market growing by 4.6%. This research was conducted in partnership with IHS Markit and released to HIRI members at the end of Q3 in the biannual Home Improvement Products Market Forecast.

“The home improvement industry had explosive growth during the coronavirus pandemic due primarily to DIY projects, but that may now be driven by pros,” said HIRI research director Matthew Craig. “We are glad to now provide the home and building industry some insight into what they can expect as we continue to navigate a post-pandemic world.”

In the short term, the forecast predicts the total building products market to grow by 13.0% in 2021, with the consumer market growing by 10.8% and the professional market growing by 18.2%. In 2022, the total building products market is forecasted to grow by an additional 2.3%, with the consumer market growing by 0.2% and the professional market growing by 7.1%.

“The home improvement industry had explosive growth during the coronavirus pandemic due primarily to DIY projects, but that may now be driven by pros.”

HIRI RESEARCH DIRECTOR MATTHEW CRAIG

Average annual growth rates in home improvement spending by region between 2022-2025:

These findings indicate a curtailment of DIY growth as an overall share of home improvement product sales in 2022, as many homeowners completed planned projects throughout this year and the last. However, growth will continue further in the professional products market as COVID-19 restrictions ease and projects once on hold resume. This means demand for certain products will continue to increase in areas where contractor-led projects are high.

“The strong home improvement outlook provided by pandemic behavior has been given new life by this year’s improved employment gains, increased access to vaccinations and additional stimulus measures. All have boosted consumer confidence and the housing market in particular,” said IHS Markit managing director Scott Hazelton.

“While the boom cannot last forever, a continuing strong economy suggests spending by contractors will actually improve year-overyear as households feel more comfortable with contractors in their home.”

HIRI’s Home Improvement Products Market Forecast further breaks down this growth by segmented merchandise line and location.

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Pacific: 6.0% New England: 5.5 % South Atlantic: 5.5% Mountain: 4.9% East North Central: 4.8% West North Central: 4.5% Middle Atlantic: 4.4% East South Central: 4.1%

For nearly 30 years, the Home Improvement Products Market Forecast has provided the home improvement industry’s only product-focused size of market study with five-year forecasts for the consumer and professional markets. Product category level detail is provided for the consumer market and, since 2018, for the professional market.

Geographic detail is also provided for the nine Census divisions with annual estimates to the state level. HIRI is the leading non-profit business organization for more than 100 of the biggest names in the home improvement industry. For more information, visit www.hiri.org. s p

TOP GROWING MERCHANDISE LINES FOR PROFESSIONALS Compound annual growth rate for the professional market between 2021-2025:

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West South Central: 6.2%

Kitchen & bath cabinets: 7.9% Dimensional lumber & boards: 8.4% Doors & molding: 8% Gypsum & specialty boards: 9.5% Major household appliances: 7.9% Siding and exterior trim: 11% Roofing & supplies: 8.2%

FASTEST GROWING PROFESSIONAL MARKETS Compound annual growth rate in home improvement spending by state between 2021-2025: Oklahoma: 8.9% California: 8.7% New Mexico: 8.6% Nevada: 8.5% Texas: 8.5% Massachusetts: 8.4% Louisiana: 8.3% Kentucky: 8.3% South Carolina: 8.3% Georgia: 8.3%

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No matter the application, the right decorative surface brings designs to life, transforming a functional surface into a stunning masterpiece. From super matte to high-gloss and a wide range of textured decorative surfaces, Richelieu offers a complete selection of the most innovative surfaces and panels for your next project.

BRILLANTÉ – High-gloss polyester lacquer offers durable, consistent and stunning panels.

ZENIT – Super-matte polyester lacquer with a soft suede finish.

FINSA – Elegant designs, perfect for your next project.

Finsa boards are a new generation of TFL panels.

NATURE + – Global leader in texture and design producing the most durable thermally fused panels on the market.

MEGANITE – Highly durable, versatile, hygienic, and beautiful 100% acrylic solid surfaces.

MASTERS OF THE INDUSTRY

The Best Of The Best.

Welcome to the fifth edition of the Surface & Panel Masters of the Industry.

A goal of this edition is to recognize the innovative companies that supply the panel processing industry with materials, technology, and design. Throughout these pages, you’ll find leading suppliers that have chosen to be featured in this one-of-a-kind

publication that showcases our industry’s products, services and processes.

We are truly grateful for the panel processing suppliers who share our vision, and we thank them for their support with this valuable, year-long reference and source of supply information.

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AETNA

B U I L D I N G S O LU T I O N S

Aetna Building Solutions, began in 1937 as a humble partnership between Don Davis Sr. and Arthur Schwanke. The founders envisioned a well-diversified distribution company that offers exceptional customer service. We pride ourselves on adhering to these core principles and build on them by understanding our customers’ needs; knowing our suppliers’ facilities and capabilities and making our products readily available for quick and efficient delivery.

We are grateful for our Aetna teams who take pride in their knowledge, flexibility and relationship building abilities.

Their commitment is evident in how they work together to bring our customers the very best service and products.

From our product managers who purchase from world class manufacturers, to our warehouse employees and truck drivers who carefully package and deliver on time, you will experience a level of service that is unmatched.

We foster a partnership with our customers and bring them not only the products they need but the knowledge and service they deserve. They become an extension of the ever-expanding Aetna family as we welcome new customers into the fold. We thank you for letting us serve you and show that gratitude by always striving to maintain your trust and your business. Serving Illinois, Indiana, Minnesota, Wisconsin, Michigan, Ohio, Kentucky and Iowa.

S E RV I N G : • ARCHITECTURAL MILLWORK MANUFACTURERS

• CLOSET MANUFACTURERS

• FURNITURE MANUFACTURERS

• KITCHEN AND BATH DEALERS

• CABINET MANUFACTURERS

• ARCHITECTS, DESIGNERS AND SPECIFIERS

P RO D U CT CATEGORI ES: • SURFACES – HPL, QUARTZ, SOLID SURFACE, WETWALL, THINSCAPE

• LUMBER

• COMPOSITE PANEL PRODUCTS

• LAMINATED PANELS

• PLYWOOD

• HARDWARE • FABRICATION

OUR OTHER LOCATIONS:

2112 12th Street Rockford, IL 61108 815-968-0921

NEW ACQUISTION:

6350 Brookville Road Indianapolis, IN 46219 317-353-6281

4250 Otter Lake Road White Bear Lake, MN 55110 651-407-2800

Horn Lumber 4700 19th St. Cicero, IL 60804 773-847-7397

CORPORATE HEADQUARTERS:

1401 St. Charles Rd. • Maywood, IL 60153 P: 708-343-1515 F: 708-343-1616 WEB: www.aetnaplywood.com 18

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AT L ANTIC PLYWOOD CORPORATIO N Atlantic Plywood Corporation distributes a large selection of premium plywood, panel products, lumber, wood finishes, abrasives, adhesives, hardware, and related building products to a variety of woodworking industries. We provide woodworkers of all sizes with a high level of service, inventory, and knowledge from one source at a competitive price, while continually expanding our products and services. We believe in developing long term, mutually beneficially relationships with our customers and suppliers alike. Strong partnerships with over 200 industry leaders allow us to offer more than 50,000 products. Atlantic Plywood operates 12 distribution facilities that serve the Northeast, Midwest, and Southeast, Atlantic Plywood is a wholly owned subsidiary of Parksite, Inc. Parksite’s corporate office is in Batavia, IL with sales and distribution centers for surfacing and panel products in Bolingbrook, IL; Lakeland, FL; Louisville, OH; South Windsor, CT, Syracuse, NY.

LOCAT I O N S : (COORPORATE OFFICE)

8 Roessler Road Woburn, MA 01801 800-360-3923

1590 John Fitch Blvd S. Windsor, CT 06074 800-877-2759 N.E. Industrial Park Guilderland Ctr, NY 12085 800-221-1981 1 Noyes Avenue E. Providence, RI 02916 800-292-6766

W E WO R K W I T H : 75 Amor Avenue Carlstadt, NJ 07072 877-672-3070

640 Saco Street Westbrook, ME 04092 866-547-3042

1671 Lyell Avenue Rochester, NY 14606 800-801-9213

1400 Remington Blvd.

Bolingbrook, IL 60490 833-794-5314

220 Smith Street Farmingdale, NY 11735 800-818-0434

540 Hog Mountain Road Jefferson, GA 30549 800-899-8122

5319 Route 14 S. Royalton, VT 05068 877-347-1406

3428 Vane Court Charlotte, NC 28206 800-899-8122

ARCHITECTS, BUILDERS, CONTRACTORS, COUNTERTOP FABRICATORS, CUSTOM CABINET SHOPS, DESIGNERS, MILLWORK HOUSES, SPECIFIERS, WOODWORKERS

K E Y V E ND O R S : FENIX® INNOVATIVE MATERIALS, FORMICA®, COLUMBIA FOREST PRODUCTS, M.L. CAMPBELL, BLUM®, MILESI, KV, NEVAMAR®, GARNICA, MIRKA

WEB: www.atlanticplywood.com E: info@atlanticplywood.com

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MJB

CONNECTING PEOPLE, PRODUCTS, AND SUPPLY CHAIN SOLUTIONS For over 45 years, we’ve delivered innovative solutions that help our customers achieve and exceed their goals. Our supply chain solutions give customers access to a wide range of panel products, components and millwork from North American, Asian and European manufacturing. Our global product solutions help lower costs, increase capabilities and reach new markets.

Partnering with MJB on your sourcing needs improves quality, consistency and results in time-savings.

If you’re looking for supply chain services, we can help optimize efficiency throughout your production process. Our consultative, technology-driven approach has helped thousands of customers achieve better productivity, efficiency and profitability through all sectors of their business

SPECIALIZING IN - GLOBAL SOURCING - CABINETS - DOORS - MILLWORK - FURNITURE & FIXTURE - RV AND UTILITY VEHICLES

3100 Olympus Blvd. Suite 480 Dallas, TX 75019 P: 972 401 0005 F: 972 409 9949 E: sales@mjbwood.com WEB: mjbwood.com 20

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PA RKSITE

Parksite distributes category leading building construction products and specialty building materials to dealers and fabricators within the commercial construction, residential construction and remodeling markets. Founded in 1971, Parksite is 100% employeeowned. Along with our wholly owned subsidiary company, Atlantic Plywood Corporation, we have 22 locations and over 700 employeeowners. Our mission is to build brands and develop solutions transforming the building industry. We have knowledge and skill sets to create downstream demand directly among a product’s end users via education, communicating value, and demonstrating future industry trends.

Parksite’s corporate office is in Batavia, IL with sales and distribution centers for surfacing and panel products in Bolingbrook, IL; Lakeland, FL; Louisville, OH; South Windsor, CT; Syracuse, NY. We serve customers in northern Illinois, Indiana, and Ohio; Florida; upstate New York; and New England. Our wholly owned subsidiary company, Atlantic Plywood, has 12 locations that serve the New England area, Illinois and Southeast.

P R O D U C T CAT E GO R I E S : • PREMIUM SURFACES Corian® Solid Surfaces, Corian® Quartz Surfaces, Corian® Endura High Performance Porcelain, Corian® Elements sinks and lavatories, Nevamar® Laminates, Portfolio 71 semi-custom bath and sink products • ARCHITECTURAL PRODUCTS M.R. Walls – Multi-Dimensional Wall Panels, Portfolio 71 Trough Sink, Privacy Plus® Partitions and Protection screens

WE WORK WITH: • ARCHITECTS • BUILDERS • COUNTERTOP FABRICATORS

• CUSTOM CABINET SHOPS

• KITCHEN & BATH DEALERS

• DESIGNERS

• MILLWORK HOUSES

• FACILITY MANAGERS

• SPECIFIERS

1563 Hubbard Ave., Batavia, IL 60510 P:

800.338.3355

WEB: www.parksite.com

E: productupdates@parksite.com 21

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PLUN KETT D ISTRIB UTING CO., INC. In business for almost 70 years, Plunkett Distributing Company, Inc. provides excellent service and competitive prices on the following materials:

• WILSONART PLASTIC LAMINATE, QUARTZ, AND SOLID SURFACE PRODUCTS (ARKANSAS) • CABINET DOOR HARDWARE • PREFABRICATED LAMINATE PANELS • HARDWOOD LUMBER AND PLYWOOD PRODUCTS • FORMICA PLASTIC LAMINATE AND SOLID SURFACE PRODUCTS (OKLAHOMA) We were founded in 1948 by J. F. Plunkett and incorporated in 1955. We continue to operate today as a family owned business which now extends into the second and third generations. We have continually grown over the years from a one man operation to currently employing approximately one hundred employees with three locations.

Plunkett Distributing Company, Inc’s. main focus in the beginning was on plastic laminate and servicing its home market, Fort Smith, Arkansas. Over the years we have continued to add vendor lines and expand our service areas. We now offer a full line of cabinet supplies including lumber products for cabinet construction to complement our plastic laminate and surfacing products. In the last few years we have expanded our operation to include manufacturing of bonded laminate panels as well as the capability for cutting, edgebanding and milling panels. With locations in Fort Smith, Little Rock and Oklahoma City, our coverage area has expanded to include most of the state of Arkansas, Oklahoma, some parts of Texas and Louisiana, and Southern Missouri.

We take pride in offering an extensive delivery service in both markets as well as offering very competitive prices. We are a company that eagerly and thoroughly takes care of the business that we are entrusted with and works continuously and personally with our customers to ensure their growing success. Through the success of our customers we continue to grow our success.

1010 South Y Street, Fort Smith, AR 72901 P: 479.782.2190 F: 479.782.0044 E: dplunkett@plunkettdistributing.com WEB: www.plunkettdistributing.com 22

M A S TT EE RR SS : : DD II SS T R I B U U TT II O ON

RICHELIEU ARDWARE RICHELIEU H HARDWARE We are an importer, distributor and manufacturer of specialty Richelieu is an importer, distributor and manufacturer of hardware and complementary specialty hardware products and related products.

An for change in a 130,000 dynamic innovative and creativeproducts industry.

• agent A catalog of over OUR CUSTOMERS – More than 80,000 customers NorthitAmerica • A fast convenient site (richelieu.com) that in makes quick : kitchen and bathroom cabinet, storage and closet, home furnishing and easy to place orders 24/7 and office furniture manufacturers, residential and commercial woodworkers, retailers including renovation • A networkand of hardware 97 interconnected warehouses across superstores.

North America ready to handle your order quickly OUR and TEAM – 2,200 people, close to half of whom focus on sales and efficiently marketing, and more than 50% of whom are Richelieu shareholders.

• More than 90,000 satisfied customers in North America A North American leader OUR PRODUCTis – Over 110,000 productsof (SKUs) in a wide variety Richelieu your supplier choice for allof categories including: furniture, glass and building decorative and your specialty hardware product needs. functional hardware, lighting systems, finishing and decorating products, ergonomic workstation components, kitchen and closet storage solutions, sliding door decorative andworking functional No matter what project, roomsystems, or application you’re with, panels, high-pressure laminates and floor protection products. we carry the perfect decorative surface that brings designs to This life, offering is complemented the specialty items manufactured by transforming a functionalby surface into a stunning masterpiece. two of super our subsidiaries, Cedan Industries Inc. range and Menuiserie des From matte to high-gloss and a wide of textured Pins Ltd. These include a broad range of veneer sheets and edge surfaces, Richelieu offers a full range of beautiful and innovative banding a variety of decorative mouldings and components surfacesproducts, and panels for your next project. for the window and door industry. In addition, many of our products are to our specifications andmore thosethan of our Ourmanufactured collections ofaccording door handles and knobs include customers.

More than 60%with of our overall offering sold under our 6,000 distinctive models eye-catching flair is and elegance brands. to make the most attractive cabinet doors even more appealing.

Combining innovative design and high-quality manufacturing, Our 77more centres across North America including our network handles – are than functional accessories – theytwo are truly manufacturing plants.

Our wide array of products, our “one-stop exquisite gems that enhance everything from desk drawers to shop” service our logistical efficiencydazzling and the numerous cabinet doors.approach, Our collections bring together shapes advantages of the transactional richelieu.com translate in to an and new materials to create anwebsite array of unique styles, including optimal response rate for our customers. contemporary, transitional and traditional.

At the forefront of e-commerce – We maintain a network of valueadded transactional websites targeting customers in multiple markets: richelieu.com, onwardhardware.com and cedan.com

1 800 619-5446 (US) P: 1 800 619-5446 (USA) 1 800 361-6000 (CAN) P: 1 800 361-6000 (CAN) richelieu.com WEB: richelieu.com 199

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S I E R R A FO R E S T P RO D U CT S U P P E R CA N A D A FO R E S T P RO D U CT S Beautiful materials can enhance and transform any space. The challenge?

Finding the best materials that exceed your client’s needs.

As North America’s premier distributors of lumber and decorative panel solutions, we understand the importance of selecting quality products. We work with you to determine your specific needs, sourcing product from a global network of high-quality suppliers, ensuring the right product is delivered on time, every time.

We provide products with a full range of textures and finishes to help you create the look you desire. Our panel products offer everything from the luxurious warmth of a deep woodgrain to the finest, most versatile plywood, to the stunning impact of a beautiful high gloss or matte panel and to the vibrant spectrum of solid surface colors. Whether you are looking for TFL, HPL, plywood, solid surface or edgebanding, we have it all.

From architectural woodworking to commercial and residential furniture and cabinet-making industries, we are here to serve you and your customers.

Our team is committed to “Delivering The Difference” through innovation, quality products and exceptional service. What you need. When you need it.

By people that know and care.

P RO D U CT S : • TFL & VINYL

• SPECIALTY SOFTWOOD

• VENEER

• EXOTIC LUMBER

• HPL & HPL LAY UPS

• HARDWOOD & SOFTWOOD PLYWOOD

• DECORATIVE & HIGH GLOSS PANELS • SOLID SURFACE AND QUARTZ • HARDWOOD LUMBER

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• PARTICLEBOARD & MDF • EDGEBANDING *FSC®, LEED AND TSCA VI COMPLIANT PRODUCTS AVAILABLE

EDMONTON CALGARY

VANCOUVER

KELOWNA

VICTORIA

COEUR d’ALENE

SEATTLE

A&M WOOD SPECIALTY

PORTLAND SALT LAKE CITY ST. GEORGE

TORONTO ROCHESTER

CHICAGO DENVER

UCS GLOBAL

LOS ANGELES

Visit our Website website toto find experience the great Visit our the rightallproducts fornew yourfeatures. next project!

Sierra Forest Products

Upper Canada Forest Products

www.sierrafp.com www.sierrafp.com

1 866 265 0624 | www.ucfp.com

Rochester Rochester Chicago Chicago Denver Denver Salt Lake Lake City Salt City Idaho Falls St. George St. George Coeur d’Alene Coeur d’Alene Seattle Seattle Portland Portland Los Angeles Los Angeles

11866 866265 2650624 0624 11800 800 646 646 7564 7564 11877 877 972 9112 800 678 6782801 2801 11800 800 678 6782801 2801 11800 800722 6780070 2801 11877 877722 7220070 0070 11877 877722 7220070 0070 11877 877 722 11800 548 0070 3975 1 800 548 3975

sales_rochester@sierrafp.com sales_rochester@sierrafp.com sales_chicago@sierrafp.com sales_chicago@sierrafp.com sales_denver@sierrafp.com sales_denver@sierrafp.com sales_saltlakecity@sierrafp.com sales_saltlakecity@sierrafp.com sales_idahofalls@sierrafp.com sales_stgeorge@sierrafp.com sales_stgeorge@sierrafp.com sales_coeurdalene@sierrafp.com sales_coeurdalene@sierrafp.com sales_seattle@sierrafp.com sales_seattle@sierrafp.com sales_portland@sierrafp.com sales_portland@sierrafp.com sales_losangeles@sierrafp.com sales_losangeles@sierrafp.com

www.ucfp.com Toronto 905 814 8000 sales_toronto@ucfp.com Edmonton 780 905 863 814 3316 sales_edmonton@ucfp.com Toronto 8000 sales_toronto@ucfp.com Calgary 403 569 8829 sales_calgary@ucfp.com Edmonton 780 863 3316 sales_edmonton@ucfp.com Kelowna 250 403 765 569 20188829 sales_kelowna@ucfp.com Calgary sales_calgary@ucfp.com Vancouver 522 765 33342018 sales_vancouver@ucfp.com Kelowna 604 250 sales_kelowna@ucfp.com Victoria sales_victoria@ucfp.com Vancouver 778 426 604 4220 522 3334 sales_vancouver@ucfp.com Victoria

778 426 4220

sales_victoria@ucfp.com

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NBMDA Member Directory

Atlantic Plywood Corp.

Woburn MA (781) 933-1932 www.atlanticplywood.com

Direct Supply, Inc. Grand Rapids MI (616) 245-4415 www.directsupplyinc.com

Hood Distribution Hattiesburg MS (601) 296-4826 www.hooddistribution.com

Bennett Supply Co. Cheswick PA (888) 236-6388 www.bennettsupply.com

Distributor Service, Inc. Carnegie PA (412 ) 279-7824 www.distributor-service.com

Horizon Forest Products Raleigh NC (919) 719-0877 www.horizonforestcabinet.com

Bond Plywood, Inc. Ferndale MI (248) 548-3150 www.bondply.com

Dixie Plywood and Lumber Savannah GA (912) 447-7032 www.dixieply.com

Industrial Plywood, Inc. Reading PA (610) 376-3343 www.industrialplywood.com

Aetna Building Solutions Maywood IL (708) 343-1515 www.aetnaplywood.com

Brazos Forest Products Grand Prairie TX (972) 602-1777 www.brazosfp.com

E. Roko Distributors Burnaby BC Canada (604) 420-9599 www.eroko.com

Jasper Industrial Supply Jasper IN (812) 482-1668 www.jasperindustrial.com

Allegheny Plywood Company Inc Pittsburgh PA (412) 621-6804 www.alleghenyplywood.com

Cabinetparts.com Pompano Beach FL (954) 428-3800 www.cabinetparts.com

E.B. Bradley Co./ West Coast Laminating Vernon CA (323) 585-9201 www.ebbradley.com

Lumbermen’s, Inc. Grand Rapids MI (616) 538-5180 www.lumbermens-inc.com/ storefrontB2CWEB

Edgebanding Services Inc. San Dimas CA (909) 599-2336 www.edgebanding-services.com

M S International Orange CA (714) 685-7500 www.msisurfaces.com

Fessenden Hall Pennsauken Township NJ (800) 220-2233 www.fessendenhall.com

MacMurray Pacific San Francisco CA (415) 552-5500 www.macmurraypacific.com

Formations Inc. Edmonton AB Canada (780) 893-7540 www.formationswood.com

Manhattan Laminates Long Island City NY (646) 731-2503 www.manlam.com

Frama-Tech LLC Navarre FL (800) 622-9663 www.framatech.com

McFadden’s Hardwood & Hardware Inc. Oakville ON Canada (800) 268-0942 www.mcfaddens.com

Distributors A & M Supply Corp.

Pinellas Park FL (727) 541-6632 www.a-msupply.com Advanced Hardware Supply, Inc. Boise ID (208) 321-8089 www.advancedhardwaresupply.com

Alpine Plywood Corporation Milwaukee WI (414) 438-8400 www.alpineplywood.com Amerhart Ltd. Green Bay WI (920) 494-4744 www.amerhart.com Arthur Distributor Company Arthur IL (217) 543-2166

Charles McMurray Co. Fresno CA (559) 292-5751 www.charlesmcmurray.com Chesapeake plywood Baltimore MD (410) 244-0055 www.chesapeakeplywood.com Compi Distributors, Inc. Arnold MO (636) 296-1111 www.compidistributors.com Connecticut Plywood Corp.

Plainville CT (860) 953-0060 www.connply.com Dakota Premium Hardwoods, LLC Waco TX (254) 772-9663 www.dakotahardwoods.com Darant Distributing Corp.

Denver CO (303) 289-2220 www.darant.com

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Hardwood Products Inc. Houston TX (713) 984-8904 www.hwp.us Hardwoods Distribution/ Rugby Architectural Building Products Concord NH (830) 708-6766 www.rugbyabp.com

McKillican International, Inc. Edmonton AB Canada (888) 252-7993 www.mckillican.com Metro Hardwoods Maple Grove MN (763) 391-6731 www.metrohardwoods.com

NBMDA Member Directory

Nashville Plywood, Inc. Nashville TN (615) 320-7877 www.nashvilleplywood.com National Wood Products, Inc. Salt Lake City UT (801) 977-1171 www.nationalwood.com Ohio Valley Supply Company Cincinnati OH (513) 681-8300 www.ovsco.com Parksite, Inc. Batavia IL (800) 338-3355 www.parksite.com Plunkett Distributing Fort Smith AR (479) 782-2190 www.plunkettdistributing.com Plywood Company of Fort Worth Fort Worth TX (817) 831-4206 www.plywoodcompany.com Pro Cabinet Supply, Inc. Apopka FL (407) 292-3644 www.procabinetsupply.com Richelieu America Ltd. Ville Saint-Laurent QC Canada (800) 619-5446 www.richelieu.com Roddis Lumber & Veneer San Antonio TX (210) 226-1426 www.roddislumber.com Russell Plywood Inc. Reading PA (610) 374-4017 www.russellplywood.com

Sierra Forest Products / Upper Canada Forest Products Mississauga ON Canada (905) 814-1101 www.ucsforestgroup.com Virginia Tile Holdings, LLC Kansas City KS (913) 573-0516 www.virginiatile.com Web-Don, Inc. Charlotte NC (800) 532-0434 www.web-don.com Wimsatt Building Materials Corp.

Wayne MI (734) 722-3460 www.wimsattdirect.com Wurth Baer Supply Co. Vernon Hills IL (847) 913-2237 www.baersupply.com Wurth Louis and Company Brea CA (714) 529-1771 www.louisandcompany.com Wurth Wood Group Charlotte NC (704) 398-2162 www.wurthwoodgroup.com

Suppliers 3B S.p.A. Salgareda TV Italy www.3bspa.com Accuride International Santa Fe Springs CA (562) 903-0200 www.accuride.com AGT Turkey (242) 249-1717 www.agt.com.tr/en Arauco North America Inc. Markham ON Canada (905) 752-5275 www.arauco-na.com Axalta Coating Systems High Point NC (336) 802-4716 www.axaltawoodcoatings.com Berenson Corp.

Buffalo NY (716) 833-3100 www.berensonhardware.com BHK Of America, Inc. South Boston VA (434) 572-5500 www.bhkofamerica.com Birchland Plywood Limited Thessalon ON Canada (705) 842-2430 www.birchlandplywood.com Blum Inc. Stanley NC (704) 827-1345 www.blum.com

Centurion Wood Coatings / CIC Coatings McKinney TX (407) 506-4913 www.Centurionwoodfinishes.com Chemcraft, Inc. High Point NC (336) 841-5111 www.chemcraft.com Chemetal Easthampton MA (413) 529-0718 www.chemetal.com Choice Adhesives Cincinnati OH (513) 772-1234 www.choiceadhesivescorp.com Clarke Veneers and Plywood Jackson MS (601) 366-0331 www.clarkeveneers.com Columbia Forest Products Greensboro NC (800) 637-1609 www.columbiaforestproducts.com Commonwealth Plywood— Whitehall, NY Whitehall NY (514) 894-3575 www.cpiwhitehall.com

N O R TH AM E RI CAN B U I LD I N G MATE RI AL D I S TRI B U TI O N AS S O C I ATI O N

MJB Wood Group, Inc. Irving TX (972) 401-0005 www.mjbwood.com

Corob North America Charlotte NC (704) 588-8408 www.corob.com Decospan Belgium 32(0)56 52 88 03 www.decospan.com Decotone Surfaces Garwood NJ (908) 301-0600 www.decotonesurfaces.com

C.A. Technologies Wagner Group Louisville CO (303) 438-5707 www.spraycat.com Canlak Coatings LLC North Brunswick NJ (732) 821-3200 www.canlakcoatings.com

Deerwood Fasteners Conover NC (828) 469-1075 www.deerwood.com

S U R F A C E & PA N E L • D I S T R I B U T I O N M AT T E R S 2 0 2 2

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NBMDA Member Directory Doellken (A Sureteco Brand) Brampton ON Canada (760) 862-1285 www.na.doellken.com

Grass America Inc. Kernersville NC (336) 996-4041 www.grassusa.com

King Plastic Corporation North Port FL (941) 493-5200 www.kingplastic.com

Murphy Plywood Eugene OR (541) 461-4545 www.murphyplywood.com

DVC Darlington SC (843) 393-3861 www.darlingtonveneer.com

Great American Spaces Grand Rapids MI (877)553-9945 www.greatamericanspaces.com

King Slide Works Co., Ltd. Houston TX (713)750-9063 www.kingslide.com

NewStar Adhesives, Inc. Weston MA (855) 497-0800 www.newstaradhesives.com

Egger Wood Products LLC Linwood NC (770) 500-9711 www.egger.com

Greenline Industries, Inc. Beauford SC (843) 846-4648 www.greenlineforest.com

Kitchen Kompact, Inc. Jeffersonville KY (812) 282-6681 www.kitchenkompact.com

Northwest Hardwoods Tacoma WA (253) 568-6800 www.northwesthardwoods.com

FGV America, Inc. Reseda CA (714) 257-5317 www.fgvamerica.com

Häfele America Co. Archdale NC (800) 423-3531 www.hafele.com

Knape & Vogt Company Grand Rapids MI (616) 459-3311 www.kv.com

Olon Industries, Inc. Georgetown ON Canada (905) 877-7300 www.olon.ca

Flexible Materials, Inc. Jeffersonville IN (812) 280-7000 www.flexwood.com

Halo Woods, LLC Carlsbad CA (877) 600-8310 www.halowoods.com

Lexington Manufacturing Minneapolis MN (952) 836-8756 www.lexingtonmfr.com

Formica Corp.

Cincinnati OH (513) 786-3043 www.formica.com/en/us

Hartson-Kennedy Cabinet Top Marion IN (800) 388-8144 www.hartson-kennedy.com

Liberty Woods International Carlsbad CA (760) 438-8030 www.libertywoods.com

Onbord Doors and Processed Panels Inc. Mississauga ON Canada (905) 302-2551 www.proply.com

FormWood Industries, Inc. Jeffersonville IN (812 )284-3676 www.formwood.com

Helmitin, Inc. Toronto ON Canada (416) 239-3105 www.helmitin.com

M.L. Campbell Cleveland OH (216) 566-2904 www.mlcampbell.com

Franklin International Columbus OH (614) 443-0241 www.franklininternational.com

Hutton Forest Products Cambridge ON Canada (519) 620-4374 www.hfpi.com

Meganite Solid Surfaces Ontario CA (800) 836-1118 www.meganite.com

Fulterer USA, Inc. High Point NC (336) 431-4646 www.fultererusa.com

IMG International Markets Group Chico CA (530) 518-8228 www.imgsourcing.com

Michigan Maple/ Bally Block Co’s.

Petoskey MI (231) 347-4170 www.butcherblock.com

John Boos & Company Effingham IL (217) 347-7701 www.johnboos.com

Milesi Wood Coatings Charlotte NC (704) 909-2921 www.milesi.us

Renner Wood Coatings Charlotte NC (704) 527-9261 www.rennerwoodcoatings.com

Karran USA Vincennes IN (866) 452-7726 www.karran.com

Mohawk Finishing Products Hickory NC (828) 319-2701 www.mohawk-finishing.com

Rev-A-Shelf LLC Jeffersontown KY (502) 499-5835 www.rev-a-shelf.com

Garnica Old Saybrook CT (860) 391-0425 www.garnica.one Gemini Industries El Reno OK (800) 262-5710 www.geminicoatings.com

Kessebohmer USA Inc. Wilmington NC (910) 338-5080 www.cleverstorage.com 28

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Panolam Surface Systems Shelton CT (203) 925-1556 www.panolam.com Peter Meier Inc. Kernersville NC (336) 996-7774 www.petermeier.com Plywood Source Rancho Dominguez CA (310) 461-8161 www.plywoodsource.com Pride Industrial LLC Dallas TX (909) 334-4388 www.prideindustrial.com

NBMDA Member Directory

Rincomatic Spain (718) 909-5682 www.rincomatic.com Rockford Process Control, LLC Rockford IL (815) 988-0835 www.rockfordprocesshingesandhardware.com Roseburg Forest Products LP Roseburg OR (541) 679-3311 www.roseburg.com Salice America Inc. Charlotte NC (704) 841-7810 www.saliceamerica.com States Industries Eugene OR (800) 626-1981 www.statesind.com Tafisa Canada Dorval QC Canada (514) 780-1324 www.tafisa.ca Tecnotabla, LLC St. Petersburg FL (888) 354-2565 www.proteak.comtecnotabla-eng Teknaform Inc. Bolton ON Canada (905) 857-6747 www.teknaform.com Timber Products Company Springfield OR (541) 747-4577 www.timberproducts.com Transformad.SA Spain (468) 287-0603 www.transformad.com

Trimble MAPS Princeton NJ (609) 683-0220 www.maps.trimble.com U.S. Futaba Chesapeake VA (877) 293-0584 www.usfutaba.com Uneeda Enterprizes, Inc. Spring Valley NY (845) 426-2800 www.uneeda.com Uniboard Canada Laval QC Canada (450) 664-6000 www.uniboard.com USply Medley FL (305) 722-6622 www.usply.net Vauth-Sagel USA LP High Point NC (336) 861-0740 www.vauth-sagel-usa.com Veneer Technologies Inc. Newport NC (252 ) 223-6359 www.veneertech.com VT Industries, Inc. Holstein IA (712) 368-4381 www.vtindustries.com Wagner Meters Rogue River OR (844) 988-4341 www.wagnermeters.com West Wood Products Rancho Dominguez CA (310) 631-8978 www.west-wood.net Weyerhaeuser MDF Columbia Falls MT (800) 548-4007 www.woodbywy.com/panels/mdf Wilsonart LLC Temple TX (254) 207-5118 www.wilsonart.com

Allied 330 North Wabash Avenue, Suite 2000,

Acuity Insurance Sheboygan WI (517) 331-7090 www.acuity.com

Chicago, IL 60611 TELEPHONE:

888-747-7862 or

312-321-6845 FAX:

Axion RMS Ltd Downers Grove IL (630) 366-7450 www.axionrms.com

312-644-0310

EMAIL:

info@nbmda.org

EXECUTIVE VICE PRESIDENT:

Kevin Gammonley

OPERATIONS SENIOR COORDINATOR:

Megan Turckes

DMSi Software Omaha NE (402) 330-6620 www.dmsi.com

DIRECTOR OF SALES:

Scott Narug

MARKETING AND COMMUNICATIONS

COORDINATOR: Haley

Carson

CONTENT MARKETING MANAGER:

Epicor Westminster CO (800) 678-7423 www.epicor.com

Denise Williams

Federated Insurance Owatonna MN (800) 533-0472 www.federatedinsurance.com On-Hold Media Group Frisco TX (866) 758-1300 www.onholdwizard.com Profit2 Overland Park KS (913) 897-0159 www.profit2.com

N O R TH AM E RI CAN B U I LD I N G MATE RI AL D I S TRI B U TI O N AS S O C I ATI O N

Richwood Industries Inc. — Makers of PolyBak Grand Rapids MI (616) 243-2700 www.richwoodind.com

ProKeep New Orleans LA (504) 233-9566 www.prokeep.com Sales-i Chicago IL (847) 868-8175 www.sales-i.com Unified Purchasing Group South Jordan UT (801) 784-8744 www.upg.org Widner Product Finishing Inc Rogers TX (254) 642-3898 www.widnerproducts.com

S U R F A C E & PA N E L • D I S T R I B U T I O N M AT T E R S 2 0 2 2

29

Partnerships Are Key DURING TIME OF DISRUPTION

In 2021, our industry continued to see robust demand for its products and services which was very good news for distributors and manufacturers that comprise the membership base of the North American Building Material Distribution Association (NBMDA). While some industries suffered during the height of the pandemic in 2020, the woodworking industry experienced a surge in business as homeowners invested in their residences and businesses adapted their workspaces in light of health and safety concerns.

Distributors reshaped their businesses to meet the demand while navigating the numerous challenges that the pandemic brought them. It became clear at the start of the year that the chaos of 2020 was not going away but rather shifting from the direct impacts of running businesses during a pandemic towards an indirect result of the pandemic—unprecedented consumer spending. Consumer’s unrelenting demand for products simply overwhelmed the world’s interconnected supply chains causing havoc on delivery schedules and unimagined lead times.

KEVIN GAMMONLEY

What do distributors do when faced with strong demand for products but inventory that cannot come close to meeting such demand? They get creative while leaning heavily on the supplier relationships that they have invested in over the years. Frequent and transparent communication proved to be invaluable between trading partners this year as distributors worked to both source products while also providing their customers with updates on expected arrival dates for the scarcest goods. Those distribu-

Distributors and manufacturers who teamed up to navigate the uncertaintiesof 2021 will be well positioned to grow their mutual businesses when conditions begin to normalize.

tors and manufacturers who worked closely together were able to provide the end customers with products to meet their needs or information that allowed them to effectively plan for the eventual arrival of key products in the future.

Supply chain challenges are forecasted to persist in the near term but will eventually untangle and become more manageable as demand begins to level off in 2022.

Distributors and manufacturers who teamed up to navigate the uncertainties of 2021 will be well positioned to grow their mutual businesses when conditions begin to normalize. Strategic distributors are currently planning for slower demand and

investing in their supplier relationships. They are also investing in technology and their corporate culture.

These distributors will be positioned to better compete when new business has to be earned by out-servicing the competition and bringing innovative products and services to the marketplace.

NBMDA provides a forum for distributors and manufacturers to connect and deepen their partnerships.

Our events and forums serve to educate these trading partners on trends that will impact their businesses.

Research and benchmarking provide exclusive access to data that allows distributors to measure metrics in their business against industry averages and high-profit performers. Having easy access to a network of distribution peers proved to be invaluable during the past couple years when firms faced challenges never experienced before. NBMDA is where distributors go to grow. If you are interested in learning more about the many resources that NBMDA has to offer the distributor community, please visit www.nbmda.org.

Kevin Gammonley NBMDA EXECUTIVE PRESIDENT 30

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