HBSD-0620

Vol. 46 No. 6

JUNE 2020

With supply chain uncertainty, domestic manufacturing wins golden opinions.

Larry Huot La Valley/Middleton Building Supply New Hampshire

“Our business is a relationship business. We try to do the right thing for all of our customers, suppliers and employees.

Orgill radiates these same values in everything they do.�

It’s Our Business Orgill Understands Our Company and Our Customers

Why We Like Working With Orgill: • Strong product selection • Variety of retail programs • A solid understanding of our company

Responding to COVID-19

Watch the Video: See how Orgill’s services have helped La Valley/Middleton and other retailers grow, visit orgill.com/success-stories.

For current coronavirus information and support, visit orgill.com/COVID.

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

HBSDEALER HARDWARE + BUILDING SUPPLY

26 Independent Profile: Beckerle Lumber MARKET INSIGHTS 27 Virtual assistance for pros in the field 28 Kodiak expands and promotes 30 Top Women in Hardware &

Building Supply

32 Big numbers from a big rivalry

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Made in the USA Momentum The stars (and stripes) are in alignment for a resurgence of domestic manufacturing.

PRODUCTS 13 An All-American parade

of products

FROM THE EDITOR

NEWS & ANALYSIS

IN EVERY ISSUE

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10 Disruption alert: printable

10 News Map 11 Product Knowledge 33 People in the news 34 Quikrete Industry Dashboard

Postcard from Snohomish McDaniels Do it Center is ‘Open and Essential.’

concrete

11 Readers respond to supply

chain status

11 Savant lights up with an acquisition

10 Hardware + Building Supply Dealer (ISSN 2376-5852) is published monthly, except for July/August and November/December, which are double issues, by EnsembleIQ, 8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631. Subscription rate in the United States: $110 one year; $200 two year; $14 single issue copy; Canada and Mexico: $130 one year; $235 two year; $16 single issue copy; Foreign: $150 one year; $285 two year; $16 single issue copy; in all other countries (air mail only). Periodical postage paid at Chicago, IL., and additional mailing offices. POSTMASTER: Please send address changes to HBSD, Circulation Fulfillment Director,8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631. Copyright © 2020 by EnsembleIQ. All rights reserved.

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STAINS & FINISHES MASTERED

Classic, Modern, & Sophisticated Introducing our newest stain color:

Carbon Black

Paired as an accent or perfect for delivering stand-alone drama, Carbon Black’s stunning, rich color adds power and strength to any project.

Wiping Stain • Gel Stain

FOR MORE INFORMATION GO TO:

myoldmasters.com OR CALL: (800) 747-3436

HERE’S WHAT’S ONLINE

See more and share more when you follow us on Facebook.

Watch and learn Visit HBSDealer.com for replays from our Webcast series, including “Hardware Stores: Open and Essential,” with insights from Costello’s Ace Hardware, Stine Home + Yard, and Havasu Hardware.

HBSDealer Daily Newsletter: Features Every Day The HBSDealer Daily Newsletter, the industry’s leading news source, features news, analysis, videos and commentary — plus these regular, weekly features. Sign up to receive your daily news at hbsdealer.com.

Monday

Tuesday

Wednesday

Thursday

Friday

Quikrete Industry Dashboard

HBSDealer Poll Question

Stat of the Week

Throwback Thursday

Eye on Retail

Ken’s New Jersey Garage is open Video demonstrations of new hardware and home improvement products, filmed in their natural environment — an actual New Jersey garage. Check it out at HBSDealer.com.

Follow us @HBSDealer

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FIFTY YEARS OF

FIVE-STAR BACKYARDS. CELEBRATING OUR FIFTIETH ANNIVERSARY. As we celebrate our milestone anniversary year, we’re grateful to all our dealers and express our most sincere thanks.

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

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

FROM THE EDITOR

HBSDEALER HARDWARE + BUILDING SUPPLY

Hardware + Building Supply Dealer An EnsembleIQ Publication 8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631 hbsdealer.com HBSDealer On The Web • HBSDealer Info Services

‘Open and essential’ the follow-up

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

A customer walks into a hardware store and approaches the manager.

Customer: (Distressed) “I can’t believe your charging that much for hand sanitizer.”

Manager: “Well, what’s the price everywhere else?”

Customer: “I can’t find it anywhere else. No one else has it.”

If that little scene is playing out in your store, you’re not alone. Brad McDaniel, the owner of McDaniel’s Do it Center in Snohomish, Wash., has lived it.

“Sometimes a customer will read about price gouging in the paper, and then they want to get up in your grill,” McDaniel said. “Here we are paying shipping and full sales tax just to get it into the store.

We’re making less money on it, but the customer thinks we’re sticking it to him.”

“We’re going to keep going strong on the cleaning. I don’t see that part ending.”

—Brad McDaniel, Owner, McDaniel’s Do it Center

McDaniel, who you may recognize as the chairman of Fort Wayne, Ind.based Do it Best Corp.’s board of directors, was scheduled to participate in HBSDealer’s “Open and Essential” webcast on the pandemic. He prepared for the discussion (even wore a necktie).

But a last minute technical glitch doomed his appearance.

In the spirit of equal time, we reached out to McDaniel for more thoughts on the many new challenges of essential retailing in the spring of 2020. For instance: the customer who wants you to close.

“That part can be frustrating,” McDaniel

EDITOR IN CHIEF Ken Clark kclark@ensembleiq.com, 212-756-5139

Ken Clark Editor in Chief

said. “Because you handle five or six customers in a row who are excited that you’re even open. They’re asking for this and that, and people are happy to be out. And then, you approach another customer with enthusiasm and all of a sudden they want to shame you into closing down because ‘don’t you know there’s a virus?’”

Frequent cleanings are the new normal.

You know the little plastic covers on shopping cart handles? Those are getting scrubbed raw at McDaniel’s Do it Center.

And even as the state of Washington was scheduled to ease restrictions on retail in early June, McDaniel said “We’re going to keep going strong on the cleaning; I don’t see that part ending.”

Through it all, like the other participants in the HBSDealer webcast (available at HBSDealer.com), McDaniel described business as “out of control” good. Part of the credit goes to the Do it Best regional distribution center, he said. “We sent them lunch a few weeks ago. Panera.”

And as the pandemic has been displaced in the news by civil unrest and heartbreaking images, the Snohomish store has seen its community rise to its aid. At closing time on a recent night as rumors of potential violence circulated through town, a man wearing camouflage fatigues jumped out of a truck and said, “Brad, we got your back.”

And the rumors? “Nothing happened, of course.”

That’s the situation in Snohomish.

Does it sound familiar? Let us know at news@hbsealer.com. HBSD

Correction:

LBM EDITOR Andy Carlo acarlo@ensembleiq.com, 845-891-5108 CONTRIBUTING EDITOR Ken Ryan ryankgr@aol.com, 516-567-3034 Editorial Inquiries: Direct questions to Editor in Chief Ken Clark.

ADVERTISING SALES

Midwest & Southeastern States SENIOR REGIONAL MANAGER Amy Platter Grant agrant@ensembleiq.com, 773-294-8598 Northeast and Great Lakes States REGIONAL MANAGER Greg Cole gcole@ensembleiq.com, 317-775-2206 AUDIENCE

LIST RENTAL MeritDirect Marie Briganti 914-309-3378 SUBSCRIBER SERVICES/CUSTOMER CARE TOLL-FREE: 1-877-687-7321 FAX: 1-888-520-3608 contact@hbsdealer.com PRODUCTION/ART

VICE PRESIDENT, PRODUCTION Derek Estey destey@ensembleiq.com, 877-687-7321 DIRECTOR OF PRODUCTION Michael Kimpton mkimpton@ensembleiq.com, 647-557-5075 CREATIVE DIRECTOR Colette Magliaro cmagliaro@ensembleiq.com ART DIRECTOR Bill Antkowiak bantkowiak@ensembleiq.com PRODEALER INDUSTRY SUMMIT OCT. 7TH TO 9TH, SAN ANTONIO, TX WWW.PRODEALER.COM IN PARTNERSHIP WITH THE NLBMDA, WWW.DEALER.ORG CONTACT: AMY PLATTER GRANT agrant@ensembleiq.com, PDIS DIRECTOR OF SPONSORSHIPS PERMISSIONS: NO PART OF THIS PUBLICATION MAY BE REPRODUCED OR TRANSMITTED IN ANY FORM OR BY ANY MEANS, ELECTRONIC OR MECHANICAL, INCLUDING PHOTOCOPY, RECORDING, OR INFORMATION STORAGE AND RETRIEVAL SYSTEM, WITHOUT PERMISSION IN WRITING FROM THE PUBLISHER. FOR REPRINTS, PERMISSIONS AND LICENSING, PLEASE CONTACT WRIGHT’S MEDIA AT ENSEMBLEIQ@WRIGHTSMEDIA.COM OR (877) 652-5295.

CORPORATE OFFICERS CHIEF EXECUTIVE OFFICER Jennifer Litterick CHIEF FINANCIAL OFFICER Jane Volland CHIEF INNOVATION OFFICER Tanner Van Dusen CHIEF HUMAN RESOURCES OFFICER Ann Jadown EXECUTIVE VICE PRESIDENT, EVENTS & CONFERENCES Ed Several SENIOR VICE PRESIDENT, CONTENT Joe Territo

connect with us

An article in the May issue mistakenly cut off a quote from True Value Company’s new CEO Chris Kempa.

His closing comment should read: “I also joined because I know the hardware industry is strong and growing.

And I joined knowing the transformation journey we are on is not complete.” HBSDealer regrets the error.

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HBSDealer.com

NEWS + ANALYSIS

Disruption alert: printable concrete The Quikrete Companies and Contour Crafting Corporation (CC Corp) have collaborated to develop proprietary concrete used in the automated construction of residential, commercial, industrial and government structures.

The 3D printable product uses Contour Crafting technology and advanced concrete mix produced by Quikrete.

The mix is formulated to include coarse aggregate specifically for use with CC Corp’s proprietary 3D printing system.

With the initial goal of providing lowincome housing and homes for disaster relief, a 2,000 square-foot house can potentially be built in a few days, not weeks, for a fraction of the cost of traditional construction, the companies said. The University of Southern California and the Los Angeles County

Concrete and 3D printing have joined forces with a view toward advancing low-cost and sustainable construction in Los Angeles and worldwide.

Development Authority (LACDA) are involved in a demonstration project.

CC Corp has lead the charge to obtain regulatory acceptance for the innovative construction technique, successfully shepherding Acceptance Criteria AC509

(for 3D printed concrete walls) through the rigorous ICC-ES approval process.

The new concrete under development

by Quikrete addresses key requirements for printability and constructability, including shape-holding thixotropic properties as well as rapid setting and dimensional stability features.

This is accomplished by dispensing the Quikrete concrete in layers using CC Corp’s 3D printing technology according to digital architectural models.

Chuck Cornman, chief technology officer at the Quikrete companies, described the process as a gamechanger. “The material properties needed for 3D concrete printing are closely aligned with Quikrete’s core technologies in rheological tuning, hydration and set time control, and managing dimensional stability,” he added.

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

OPENING

CLOSING

Pleasant Hill

Bill’s Ace Hardware Bill’s Ace Hardware is closing its doors in August, after 72 years and three generations of community support, wrote the Concord Clayton Pioneer newspaper. Rising rents were cited by owner Bill Wygal for the decision to close. Pleasant Hill is near San Francisco.

missouri

St. Louis

Westlake Ace Hardware Westlake Ace Hardware announced it will purchase Brandt & Sons Ace Hardware in Maryland Heights, Mo., near St. Louis. Days later, the company announced plans to build a new store in the Kansas City area. The company operates nearly 140 stores.

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ACQUISITION

virginia

Montvale

S.J.Neathawk Lumber S.J.Neathawk Lumber opened its fourth location. The Lewisburg, W.Va.-based pro dealer also operates in Covington, Va., and Roanoke, Va. The new 8-acre site will include a showroom and warehouse for home building and renovation projects including lumber, windows, moulding and millwork. arkansas

West Helena

Central Network Retail Group Central Network Retail Group, the multi-format and multi-brand retailer, expanded its footprint to 109 stores and entered Arkansas for the first time with the acquisition of single-unit H&M Lumber. It will fly CNRG’s Home Hardware Center banner.

HBSDealer.com

Readers respond to supply chain The coronavirus outbreak has led to shortages of masks and disinfectants and other health and cleaning products.

Some of course, have been disrupted more than others. A recent HBSDealer poll visited the supply situation for retailers and manufacturers/vendors.

In addition to these results , the poll generated a thoughtful response from Thomas Le Vere, president of Weeke’s Forest Products, based in St. Paul, Minn.: “I would say that wholesale distributors are feeling the same pain as the retailers and manufacturers for each state that we operate in and that the extent of the pain depends on the governor of each state and their position relative to lock-down

Q

Is your company facing supply chain disruptions?

Here are the results among retailers

6% No

28% Yes, severely

66% Yes, mildly

(n=116)

Here are the results among manufacturers/vendors

17% No

27% Yes, severely (n=107)

56% Yes, mildly

and stay at home orders.

“In times of economic uncertainty, especially recessions, cash is king at all levels throughout the pipeline, from manufacturer to retailer. Depending on the financial strength of the distributor and their ability to take on a bulge in inventory these times can present great business opportunities.

Manufacturers look to transfer costs (inventory) to their distributor partners as do retailers on the other end. Much of a distributor’s value has always been to be a holder of inventory, a JIT provider to the down channel sellers and a lead time buffer between the mill and end-user.

Most distributors are willing to take on and hold inventory, providing we are rewarded with a margin that reflects the inventory risk and service we provide.”

GE puts out the light division Thomas Edison invented the light bulb in 1879. In May, GE, the company he founded, made a deal to sell its GE Lighting division to Savant Systems, a Boston-based company that specializes in the home automation market.

The deal, financial terms of which were not disclosed, is part of GE’s plan to move toward a more focused industrial company, according to CEO Lawrence Culp.

GE Lighting’s portfolio includes home lighting and innovative smart home solutions. GE Lighting will remain headquartered in Cleveland, Ohio, and its more than 700 employees will transfer to Savant upon completion of the transaction.

The proposed transaction includes a long-term licensing agreement for use of the GE brand

HBSDealer.com

Product Knowledge Product: YellaWood Brand not complete.”

Pressure Treated Pine Manufacturer: Abbeville, Ala.-based Great Southern Wood Preserving, Inc. Knowledge: YellaWood starts with Southern Yellow Pine, a species that lends itself well to the preservation process. A preservative called micronized copper azole (MCA) is forced deep into the cellular structure of the wood through immense pressure. The result is material “For Five-Star Backyards,” the company’s slogan.

Fun fact: Great Southern, a billion-dollar companyc, was founded in 1970 as a two-man crew and today employs more than 1,400 people.

Fun fact II: To celebrate its 50th anniversary, the company is sponsoring the YellaWood 500, a NASCAR Cup Series playoff race set for the Talladega Superspeedway on Oct. 4.

Savant Founder and CEO Robert Madonna said, “Savant’s mission from the start has been to create the number one smart home brand in the world, and I am confident that the acquisition of GE Lighting has moved us significantly toward that ultimate goal.”

Savant, solutions span lighting, security, climate, whole-house entertainment including smart speakers, energy management and more.

The transaction is subject to customary closing conditions and is expected to close mid-2020.

HARDWARE + BUILDING SUPPLY DEALER JUNE 2020

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MADE IN THE

MADE IN THE USA

MOMENTUM With supply chain uncertainty, domestic manufacturing wins golden opinions.

A

By HBSDealer Staff

May 13 opinion piece published in the New York Times carried the headline: “The Era of Offshoring U.S. Jobs Is Over.” The author was Robert Lighthizer, the U.S. trade representative. Fans of the Made-in-USA movement might have stood and cheered at some of the points he was making.

“In recent years,” he wrote, “businesses have been rethinking the way that overseas supply lines expose them to unacceptable risk,” he wrote. Those risks often outweigh the efficiencies, he added.

Lighthizer was armed with stats supporting his case, specifically the Kearney Reshoring Index, which measures the global production strategies of companies in the U.S. It shifted significantly in 2019, he said, reversing a five-year trend. Imports of manufactured products from “low-wage Asian countries” declined, while U.S. domestic manufacturing output remained strong.

The COVID-19 pandemic has magnified these trends and bolstered the case for domestic manufacturing. It has “revealed our overreliance on other countries” for important products, he said, including all the personal protective equipment that’s flying off the shelves of “essential retailers.”

In the healthcare field, some 80% of all PPE are sourced from Southeast Asia, according to healthcare improvement company Premier Inc. That company is one of many working to change those numbers. “One of the major lessons of the COVID-19 pandemic is that the current U.S. supply chain overleverages foreign markets for many vital medical products, which

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can inhibit our ability to manage through a pandemic or another natural disaster,” said Premier President Michael J. Alkire.

And in the hardware and building supply industry, there’s no shortage of voices that are singing the praises of domestic manufacturing during a pandemic.

Around the time that Lighthizer was proofreading his article, HBSDealer was soliciting examples of domestic manufacturing in the hardware and building supply space.

It was a sort of casting call for Made in USA products. And the response was strong.

On the following pages, HBSDealer is showcasing a huge variety of home improvement products submitted by companies from (just about) every corner of the country.

These companies not only shared their Made-in-USA products, they shared their thoughts and opinins on two key topics: How retailers benefit from Made-in-USA products and domestic supply chains; and How the supply chain can be improved.

Like the U.S. Trade Representative, many of these companies believe the pandemic will accelerate interest in domestic manufacturing. ”This COVID-19 situation has taught us that having domestically sourced products is important and vital to supply chain success stories and we take pride in still being able to ship on time, in full, to our distributors, retailers and other partners,” according to the submission from AccuSharp Knife and Continued on page 23

HBSDealer.com

1. ABATRON WOOD RESTORATION KIT Kenosha, Wis. LiquidWood and WoodEpox are among the family of products with a proven track record. ISO certification ensures consistent, reliable performance.

2. SCENIC ROAD WHEEL BARROW Lancaster County, Pa. Company says it has earned a reputation for providing superior quality products at competitive prices without any supply chain interruptions.

3. VAUGHAN FRAMING HAMMERS Bushnell, Ill. Hammers, pry bars and other striking tools are forged with the best steel preferred by tradesmen. Computeraided design fine tunes balance and precision.

5. LUMBER BUDDY PORTABLE WORKSTATION Devils Lake, N.D. Work Safe Work Smart building products points to a 20-year track record of quality control. Many original work stations are still on the job after two decades.

4. MR. LONG ARM Greenwood, Mo. AN extended family of telescopic tools serves a variety of uses around the home or job site. U.S. production translates to faster purchase orders and greater quality control.

6. DICO BUFFING WHEEL Utica, N.Y. Made by American workers in a family owned and operated factory, this product’s industrial quality cloth is designed to meet the expectations of professionals and DIY hobbyists.

7. MUSTEE Cleveland, Ohio The wide, deep basin of these utility sinks is ideal for all kinds of jobs—doggie baths, cleaning art studio supplies, or acting as a heavyduty kitchen sink.

8. SK HAND TOOL Sycamore, Ill. The SK brand has been producing hand tools for nearly 100 years, and today manufactures over 3,000 products for the toughest professionals in the world.

9. ANCRA INTERNATIONAL Erlanger, Ky. These proprietary EPDM blended rubber tarp ties offer excellent stretch and recovery in cold climates and higher UV protection in warmer climates.

10. SURE DRIVE USA Conover, N.C. These mantis clips are manufactured and coated in Tennessee and packaged in North Carolina.

Its lead time on shipments is two weeks as opposed to 120+ days for imported goods.

11. RADIANS Thomasville, N.C. Faster turnaround times and optimal control of the manufacturing process ensure quality products including this safety vest, which is made from polyester and treated to be selfextinguishing.

12. DECKWISE, THE IPE CLIP FASTENER COMPANY Bradenton, Fla. This hidden deck fastener stainless steel insert is stamped in the U.S. and every clip is injection molded in Florida.

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

13. TADPOLE LLC Shreveport, La. Tadpole has created a simple and innovative tape-cutting tool for moving, shipping and painting. Comes in a variety of sizes for a variety of tape-roll widths.

14. HB&G BUILDING PRODUCTS Troy, Ala. HB&G manufactures architectural columns and outdoor living products in the USA. A large inventory and vast distribution network ensures affordable products, on time.

MADE IN THE

15. UC COATINGS/ SEAL-ONCE Buffalo, N.Y. These Made-in-theUSA wood sealers, deck finishes and tinted wood stains perform like oil-based products without any of the odor, toxic chemicals or harmful side-effects.

16. C.H. HANSON Naperville, Ill. With a history that dates to 1866, Hanson’s Illinois factory makes spring clamps, stamps and stencils. Company promotes reduced lead times and superior service.

17. ACCU SHARP Cedar Park, Texas American pride goes into making each AccuSharp sharpener, right down to the diamond-honed tungsten carbide made in Houston.

Plus, screws are domestically sourced.

19. HERO BEEF JERKY Shelley, Idaho Golden Valley Natural owns and operates its own USDA-inspected processing plant in Idaho Falls. Every package of beef jerky supports military families through Fisher House Foundation.

18. BIG BASKET CO. LaVerge, Tenn.

Big Basket makes five sizes of hand carried, plastic shopping baskets— all manufactured in Tennessee—for the likes of Orgill, Do It Best, and Ace.

20. CENTENNIAL WOODS Laramie, Wyo. Centennial controls the source of its naturally aged reclaimed wood rather than purchasing from a third party. This helps ensure quick turnaround and low prices.

21. TURNCRAFT White City, Ore. Specializing in columns and porch posts made from wood and composite products for the building industry, Turncraft’s diverse product line is produced in White City, Ore., and Conneaut, Ohio.

22. ELECTRIC EEL Springfield, Ohio The Model R is designed to clean 3-6-inch lines for distances up to 100 feet and is ideal for both the homeowner and contractor.

23. WALLBOARD TOOL CO. Long Beach, Calif.

This U.S. company conceived, designed and patented the seven original drywall tools over 67 years ago. Pros on staff teach, train and educate retailers and end users.

24. MAZE NAILS Peru, Ill. Makers of specialty nails—in copper, stainless steel, aluminum, and steel.

100% of Maze’s products meet the requirements of the Buy American Act that helps support jobs in the USA.

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PROUDLY PATRIOTIC

rescue.com THANK YOU TO OUR RETAIL PARTNERS AND ALL ESSENTIAL SERVICE PERSONNEL SERVING THEIR COMMUNITIES.

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

MADE IN THE

25. NU-WOOD BY JASPER PLASTICS Syracuse, Ind. Nu-Wood is made from an advanced process of molding polyurethane that can replicate the look and feel of wood while integrating the advantages of synthetic materials.

27. PACIFIC MDF PRODUCTS Rocklin, Calif.

Pacific MDF, known for its Pac Trim line, manufactures and distributes interior medium density fiberboard (MDF) mouldings for customers in the U.S. and Canada.

29. DURAVENT Detroit The Duravent 6-inch DuraPlus through the Ceiling Kit provides sufficient drafting for optimum performance of wood burning stoves, fireplaces, furnaces, boilers and other appliances that use oil, coal, or gas.

26. DAMTITE WATERPROOFING Monongahela, Pa. Damtite is a leading manufacturer of a comprehensive range of high-performance specialty masonry waterproofing and repair products. All raw materials and containers are from the U.S.

28. MIDWEST TOOL Sturgis, Mich.

Most of the tools Midwest makes for the HVAC and building industries are produced at its facilities in Michigan. Even the sourced components such as fasteners are US-made.

30. L.E. JOHNSON PRODUCTS Elkhart, Ind. Now in its third generation, Johnson Hardware manufactures a broad range of professional grade sliding, folding and pocket-door hardware for residential and light commercial applications.

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31. GREENLINE ARTIFICIAL GRASS Dalton, Ga. Greenline took control of the declining synthetic grass industry over a decade ago and pressed new concepts to develop realistic, durable grass blades with multiple blended thatch colors for realism.

32. YORK MANUFACTURING Sanford, Maine York offers consistent quality with its domestic recycled copper flashing compatible with today’s pressure treated lumber. Same day shipping allows distribution to carry fewer than two weeks of supply.

33. SWISSKRONO Barnwell, S.C. SwissKrono is a vertically integrated, low cost, efficient manufacturer of MDF board and laminate flooring products. It offers Made in the USA building products with a short lead time.

35. IRONROCK Canton, Ohio The Metropolitan Ceramics brand is high quality, unglazed ceramic quarry tile suitable for indoors and out. The extruded ½-inch thick tiles feature slip-resisting surface.

34. SMART LIVING HOME & GARDEN Gallatin, Tenn.

The uni body construction of the Smart Cart is made from a special impact cold temperature modified poly material engineered to afford lasting durability for years.

36. GREEN PRODUCTS CO. Richmond, Calif.

This convenient waterbased wood preservative liquid and spray can be easily applied for surface protection of most woods. Dipsoaking or pressureimpregnation of this product will result in deeper penetration resulting in longer preservation.

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Charlotte Pipe.

The most trusted name in pipe and fittings.

Whether looking for PVC, ABS or CPVC CTS Pressure and Drainage pipe and fittings, customers nationwide walk into stores every day asking for Charlotte Pipe by name. But customers aren’t the only ones who love us. Buyers do, too. Why? We have seven distribution locations across the U.S. and world-class customer service. Known for great fill rates, on-time delivery, planogram signage and more. It’s a part of a system you’ve come to trust and it can’t be beat. charlottepipe.com/retail

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

37. MULBERRY METAL PRODUCTS Union, N.J. Mulberry has been an industry leader for over 80 years, supplying the electrical trade with an extensive offering of wall plates, box covers, weatherproof, and conduit bodies.

38. SASHCO Denver Made and sourced in the U.S. Sashco has access to U.S.-based vendor labs and prototype production for product development and innovation for its caulks and sealants.

MADE IN THE

39. BELCO FOREST PRODUCTS Shelton, Wash.

All of Belco’s processes—including kilns, milling and surfacing, preservative treatment and coating systems—are housed in the company’s 16acre facility, where it keeps two-plus months of inventory.

40. PORTACOOL Center, Texas The Portacool Cyclone is a mobile, all-natural, energy-efficient air cooling unit specifically designed for spotcooling spaces where air conditioning is impractical.

41. F-WAVE Burleson, Texas F-Wave synthetic shingles exceed all US building codes and requirements, including performance against hail and wind damage, and a Class A fire rating.

42. SUN-TEK SKYLIGHTS Orlando, Fla. Sun-Tek Fixed Tempered Skylight is an insulated glass unit that provides a leakproof cap for the top of the flashed curb.

43. PREMIER PAINT ROLLER CO. Richmond Hill, N.Y. Premier’s three generations have manufactured quality professional painting tools while staying competitively priced. Two domestic distribution facilities ensure reliable supply.

44. POWERNAIL COMPANY INC. Lake Zurich, Ill. Powernail focuses on three key areas for its customers— timelines of fulfillment, consistency of product, and price stability.

Shipments are made 1-2 business days after receiving purchase order.

46. US WIRE AND CABLE CORP. Newark, N.J. USW’s new Flextreme cords are oil resistant and feature two lighted plugs giving contractors a quick visual check for power. The rugged, tough-skin outer jacket won’t tear or rip when used at rugged jobsites.

45. EZ SQUARE HOLDER Pickens, S.C. The EZ Square Holder/ Holster provides a clever way to keep a Rafter Square handy and secure. Made of injection molded plastic, it fits on belts and pockets.

47. SENCO Cincinnati, Ohio With a 500,000 sq. ft. facility in Cincy, Senco uses wire rod that is made exclusively in the USA. The wire is cleaned and drawn down to exact gauge specifications, then pressed and collated into high quality fasteners.

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Preserving American Wood Structures

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

48. BURRO BRAND Spring Valley, Calif.

Handcrafted in the U.S., with manufacturing plants in California and Kentucky, Burro Brand’s wooden sawhorses are built contractor-grade tough and sold in local and national home centers.

49. IMPERIAL BLADES Sun Prairie, Wis. These all-purpose titanium enhanced metal/wood oscillating saw blades are ideal for soft metals and wood. Additional applications include sheet metal up to 1/16-inch thick, aluminum profiles, copper pipe, wood, plastics and drywall.

MADE IN THE

50. CHARLOTTE PIPE AND FOUNDRY CO. Charlotte, N.C. With seven U.S. locations, Charlotte Pipe and Foundry is described as the largest manufacturer of DWV pipe and fitting systems in the country. Company employs more than 1,500 associates.

52. CHANNELLOCK INC. Meadville, Pa. As the slogan goes, products are “fiercely made in Meadville, Pa.” Channellock manufactures more than 75 different sizes and types of pliers, and has been doing it in northwest Pennsylvania since 1886.

51. KESON LLC Aurora, Ill. The MP401 measuring wheel rolls easily over the most difficult terrain and can stand up to steady, heavy use.

Kickstand allows for easy storage.

53. TRIMACO Morrisville, NC FloorShell ProBoard offer superior strength surface protection sheets for the toughest jobs. Made from 100% recycled fibers, this product is eco-friendly and reusable.

54. HOLMES CUSTOM MOULDING Millersburg, Ohio These Holmes products are wooden handles for brooms, mops, wheelbarrows, and paint brushes. Most of the lumber is processed in-house from drying to milling.

55. BEAR & SON CUTLERY Jacksonville, Ala. As one of the few knife manufacturers in the U.S., Bear & Son prides itself on excellent craftsmanship and from from its Alabama factory.

56. BRASSCRAFT MANUFACTURING Novi, Mich.

Brasscraft Manufacturing is one of the industry’s leading designers, manufacturers and distributors of plumbing products for the new construction and repair and remodel markets.

57. RESCUE! PEST CONTROL PRODUCTS Spokane, Wash.

Sterling International Inc. employs its own engineers and Ph.D. scientists for complete product development.

Plastic injection-andmolding machines, bolster the state-ofthe-art assembly lines.

58. BOSS STRAPPING Wells, Texas For years the only options had been steel banding. BOSS Strapping changed all that with several products that altered the strapping industry and provided a safer, more efficient alternative.

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

MADE IN THE

60 59. GORDON’S SEDGESTOP Kansas City, Kan. In addition to the benefits of domestic manufacturing, the Kansas company (it also manufactures in Galena) believes its employee owners are accountable, responsible and engaged.

60. CASHEL UTILITY SINKS Easton, Pa. During the pandemic, the family business has acted on an opportunity to provide portable handwashing stations to new channels. The company entered the utility sink business in 2016.

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61. MACCOURT PRODUCTS Denver, Colo.

Ponds, water falls, and tubs are part of the offering. The company’s preformed ponds are formed with high density polyethylene that will not chip, crack or fade.

62. MOSTENBOCKER’S LIFT OFF Quarryville, Pa. The paint and varnish remover belongs to a family of water-based and biodegradable products that includes graffiti remover and stain remover. Made in USA since 1942.

63. MOSSER LEE SOIL MASTER Millston, Wis. These soil-testing kits test for pH, Nitrogen, Phosphorus and Potassium. The company has been manufacturing in Wisconsin for 88 years and operates an allUSA telephone help desk.

64. VIANCE Harrisburg, N.C. Preservative formulations and wood preservatives, fire retardant and specialty wood treatments are made at a location central to the greater majority of the customers’ treating plants.

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65. NOBLE CO. Spring Lake, Mich.

The company’s highperformance products for the tile, plumbing, heating and cooling and fire sprinkler industries are in some of the world’s great buildings: Burj Khalifa (Dubai); and City Center (Las Vegas).

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Tool Sharpeners, based in Texas.

At Saddle Brook, N.J.-based Arrow Fastener Co., the pandemic-induced disruptions are seen as an opportunity to improve operations. “We are working at increasing capacity through automation to better meet seasonal spikes and unanticipated surges in demand (COVID 19, hurricanes, and other unanticipated events),” the company wrote. “Additionally, we are upgrading our forecasting and data analytics platforms to better anticipate shifts in demand along with exploring the manufacture of other product segments in our current facility.”

The sixty-plus companies that participated in the Made-in-USA roundup pointed to multiple benefits that their product bring to retailers. Channellock, made in Meadville, Pa., summed it up this way: “The benefits from local, U.S. production include shorter lead times, lower shipping costs, quick local

service, and consumer’s perception of Made in USA quality vs. other areas of the world.”

Many Made-in-USA companies emphasized that speed is a major advantage for domestic manufacturers.

“Our centralized location within the United States allows for easy and speedy shipments to virtually anywhere in the U.S.A.” says Abatron, Inc., maker of wood restoration products in Kenosha, Wis. Sure Drive USA, with facilities in Tennessee and North Carolina, writes: “By making this product domestically we can manufacture at a market rate of demand and greatly improve delivery times to our customers. We are not affected by tariff delays, container delays or US Customs delays like our competitors face. Our lead time is two weeks as opposed to 120 days plus, for imported goods.”

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

MADE IN THE

“We can respond quickly to changes in demand. Insect control needs can fluctuate throughout the year, and it’s hard to know exactly when each insect season will peak,” writes Sterling International, maker of Rescue! Pest Control products in Spokane, Wash. “With extreme weather conditions, such as flooding, hurricanes or drought, insect populations can explode.

We manufacture and warehouse all our products domestically for fast ship times and quick responses to all our retailer and distributor customers.”

Made in USA companies are also quick to describe themselves as better able to collaborate with retailers than far flung suppliers.

At Denver-based Sashco Sealants, the domestic supply allows for “access to USbased vendor laboratories and prototype production for product development and

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innovation. Faster, better.

What’s not to like?”

Several companies added the value of avoiding tariffs and avoiding the uncertainty that is embedded with international trade in volatile times. And some of the benefits described by manufacturers were packaged in easy-to-understand red, white and blue.

Here’s a passage from WorkSafeWorkSmart, maker of the Lumber Buddy in Devils Lake, N.D.: “We feel everyone benefits from Americanbased manufacturing because it builds our economy by creating jobs and opportunities for the people who are building homes and buying products from our customers. More specifically, our American-based production allows for shorter lead times, more customization, and a higher quality product. We are a Value-driven company. We don’t sell on price. We sell on the

JUNE 2020 HARDWARE + BUILDING SUPPLY DEALER

Untitled-1 1

Arrow Fastener Co. makes the iconic T-50 staple gun in Saddle Brook, N.J.

value our product generates by creating a safer and more efficient work process, At Hero Beef Jerky of Shelley, Idaho, the plan is to not only support Americans, but support military families with each bag of product sold. The company points to statistics that show 88% of Americans want to hear about businesses’ social responsibility. The most preferred place to hear about these efforts is on

HBSDealer.com 4/20/2017 9:56:39 AM

the product’s packaging or label.

“Cause marketing is great for business, so it is not surprising that so many businesses are doing it. Everyone from local businesses to global enterprises are reaping the benefits of cause marketing,” the company said.

“As new models emerge and evolve, so do socially-conscious shoppers. A massive shift in consumer behavior has taken place in a very short period of time, and with millennials leading the charge, it’s likely just the beginning.”

Maze Nails has a 172-year history and a modern factory in Peru, Ill. The company writes: “As the country joins together to support the economic recovery — selecting products that meet the requirements of the Buy American Act helps to support jobs across the USA.” Despite the benefits of domestic manufacturing, several companies pointed out that off-shoring is not going to simply disappear.

“There will always be a trade-off between

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“As the country joins together to support the economic recovery — selecting products that meet the requirements of the Buy American Act helps to support jobs across the USA.” —Maze Nails

cost to source and cost to supply security for products that can be produced offshore,” writes Texas-based F-Wave, maker of synthetic shingles. “Wholesalers and retailers must provide supply security. To us, this means factoring in the cost of buffer stocks and disruption to their customers when making supply chain decisions.”

Wallboard Tool Co. says that it can

continue to make tools when the supply chain is interrupted. It imports some tools, but makes more than 85% of its tools in Long Beach, Calif.

“When retailers only focus on price rather than quality, the imports always win,” the company said. “U.S. manufactures cannot compete with low wages paid to workers in China. The supply chain can only improve when the U.S. consumer is willing to support brands that are made in the USA. Many U.S. brands now have all of their production made in foreign countries. We must bring back manufacturing to the USA to support the American work force and protect the American supply chain.”

L.E. Johnson of Elkhart, Ind., makers of innovative door hardware, explained it this way: “We, as a nation and as an industry, have always been innovators. And we’ll build a way to come out of this pandemic stronger, smarter, and safer.”

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INDEPENDENT PROFILE

Beckerle Lumber emerges from COVID-19 battle

By Andy Carlo Located in Rockland County, N.Y., just 22 miles north of New York City and the epicenter of the U.S. COVID-19 crisis, Beckerle Lumber suffered the temporary loss of as much as 30% of its workforce during the pandemic.

According to Beckerle Lumber President and co-owner Larry Beckerle III, the company had 11 employees test positive for COVID-19, with nearly as many remaining away from work due to exposure to the virus. At one point about 30 of Beckerle Lumber’s 90 employees were sidelined, including Beckerle himself.

“We were down one-third of our workforce from the end of March to the middle of April,” Beckerle told HBSDealer. That includes Beckerle himself who works out of the company’s Spring Valley, N.Y. location, which also serves as the pro dealer’s headquarters.

The Spring Valley location was eventually cut down to just 4 employees, including an associate in the paint department. After one of those employees called out sick, Beckerle Lumber made the decision to close the

“This was beyond anything we imagined.

You have to be prepared for anything.”

— Larry Beckerle

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Beckerle Lumber credits its “strong, dedicated staff” for seeing it through a particularly tough spell of the pandemic.

doors to the store on April 3. Altogether, the store was closed for two weeks before reopening on April 20.

The company’s three other locations in Congers, Haverstraw and Orangeburg remained open with nearskeleton staffs.

“We were trying to work the stores with inexperienced staff in some cases,” Beckerle says. ”We were very shorthanded at all locations.”

The entire situation hit as Beckerle Lumber celebrated its 80th anniversary.

Founded in 1940, the company has survived wars, multiples fires, floods and can now add a pandemic notch to its belt. The company has also been run by three Laurence Beckerle’s, including grandfather, father and son, with Larry Beckerle running the business today along with his brothers Steve and Michael.

Laurence Beckerle, Jr., who goes by “Pete” remains active in the business but has remained in Florida during the crisis. But not without warning his sons

JUNE 2020 HARDWARE + BUILDING SUPPLY DEALER

to be prepared before the pandemic hit.

“Every year we have an annual meeting to talk about the state of the company and discuss the nitty gritty,” Beckerle says.

“And my father has told us ‘You never know what’s going to happen’.”

“But this was beyond anything we imagined,” Beckerle says. “You have to be prepared for anything.”

The company installed plexiglass guards, has put a maskwearing policy into place and maintains social distancing.

Overall, the dealer serves a mix of roughly 70% professionals and 30% DIY or “buy-it-yourself” customers.

Within its pro base, nearly 90% is remodeling with the 10% home building.

While business was down about 40% in March year-over-year, and then declined roughly 20% in April, business is back with a boom. “We are surprisingly busy. It’s growing tremendously,” Beckerle says.

Decking is particularly strong, and the dealer is unable to keep pressure treated lumber in stock for long. In fact, Beckerle Lumber has back orders for pressure treated product. On the day Beckerle spoke with HBSDealer, the company president said he expected a fresh delivery to be gone by the next day.

But as the company emerges from the crisis, Beckerle gives credit to his “strong, dedicated staff who feel very loyal to their customers.”

“As soon as they could come back to work, they came back,” he says.

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MARKET INSIGHTS

Virtual assistance in the COVID-19 era Lowe’s and Royal Building Products launch new digital tools for pros in the field.

By Andy Carlo

I

n the age of COVID-19 and social distancing, Lowe’s and Royal Building Products have both launched new tools to assist contractors.

At the start of June, Lowe’s debuted JobSIGHT: an augmented video chat service that allows professionals to conduct virtual home visits with customers.

Just days later, Royal introduced RoyalPros.com, a pro-focused site that offers resources and webinars to support the virtual sales process as the company shifts into the peak sales season for exterior building products.

Lowe’s JobSIGHT is powered by Streem, an interactive, streaming video service provider that uses machine learning, object recognition, pose tracking and spatial mapping.

The home improvement titan, which continues to expand its presence in the pro market, said that people following social-distancing rules and staying home during the pandemic need to keep their homes running safely. JobSIGHT allows pros the ability to interact with homeowners and clients without entering their homes, which expands job opportunities for contractors.

The service combines video, computer vision and augmented reality capabilities (AR) to help Pros evaluate repair and maintenance projects.

“Pros were not able to get into consumers’ homes in some regions,” Fred Stokes, SVP

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of Pro Sales and Services at Lowe’s, told HBSDealer.

During virtual consultations, Lowe’s for Pros JobSIGHT provides pros with the ability to video chat with customers, troubleshoot, quickly detect serial numbers and product details, and review a one-page summary to address follow-up needs – all without being in the customer’s home.

“We rely on pros now more than ever to keep our homes and businesses safely up and running, which is why we are working hard to build new ways to keep Pros working and to be the new home for Pros both now and into the future,” Stokes said.

JobSIGHT also allows pros to identify parts to order and troubleshoot issues all from their phone, saving the need for an initial in-home visit. Pros can use the onscreen laser pointer and AR quick-draw

tools to guide customers through a virtual consultation. In some cases, it might even help the customer complete a simple repair themselves.

After a session, Pros can review a shareable one-page summary, including full video and audio, hi-res photos and notes to address follow-up needs.

The program has been tested since last year and the timing is right to roll it out now, given the COVID-19 restrictions and contractor guidelines in many states. Lowe’s professional customers can sign up for the service for free, now through Oct. 31, via the retailer’s ProLoyalty program.

Meanwhile, Royal has partnered with One Click Contractor for its virtual microsite, offering education and support to contractors and distributors.

The site will offer live webinars with product updates and installation techniques, helpful articles on virtual sales techniques and driveway selling, and product videos to support the entire virtual sales process.

Through RoyalPros.com, contractors can run their entire sales process—from measuring to payment—without setting foot in a customer’s home. The site allows contractors to deliver an accurate, professional and customized sales process with estimates, contracts and presentations.

Far Left: Lowe’s JobSIGHT is powered by Streem, an interactive video streaming service.

Left: Royal Building Products has partnerd with One Click Contractor to provide remote education and support.

HARDWARE + BUILDING SUPPLY DEALER JUNE 2020

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MARKET INSIGHTS

Kodiak expands and promotes Deal with Mandere Construction and Northwest Building Components is Kodiak’s 25th deal.

By Andy Carlo

K

odiak Building Partners has completed its 25th transaction, giving the company another foothold in component manufacturing and builder services.

The Highlands Ranch, Colo.-based building products distributor, supplier and building services provider reached an agreement to acquire Mandere Construction and Northwest Building Components. Financial terms of the June 1 deal were not disclosed.

Mandere Construction and Northwest Building Components both operate from a single, 12-acre location in Rathdrum, Idaho and service the broader Spokane-Coeur d’Alene metro area. In addition to Idaho, the company also serves markets in Montana and Washington.

The two companies provide wall panels and floor and roof trusses, as well as framing and installation services for single family, multi-family, and commercial construction. Mandere also handles commercial and agricultural projects.

With the acquisition, Kodiak now operates 81 locations in 16 states.

John Mandere will continue in his role of president. He has also become a substantial investor in Kodiak Building Partners, according to the company.

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Steve Swinney, Kodiak’s CEO, said that he sees Mandere as a strong addition to Kodiak’s growing presence in the Pacific Northwest.

“We’re thrilled to have John and his team join the Kodiak family, as his experienced workforce are the go-to experts in wood construction in the Spokane-Coeur d’Alene market,” Swinney said. “We expect their products and services to nicely complement our other companies in the region.”

Just days prior to the acquisition, Kodiak Building Partners announced a series of leadership appointments and promotions. They are as follows: Linda Hawkins was named president at AO Door. Hawkins leads a successful commercial door operation in the Dallas, Texas market and has been with AO since 2009. Her previous title was vice president of operations.

Michael Severa became the president of Direct Lumber and Door (DLD) on April 1. Kodiak said that Severa has been a significant contributor to the company since its conception. The previous president of DLD, Tom Kostelecky, has transitioned to SVP-business development for Kodiak Building Partners.

Aerial view of Mandere Construction and Northwest Building Components in Rathdrum, Idaho.

Founded in 1992, Mandere began constructing wall panels for his own framing jobs, a couple of home builders, and some multifamily customers. The business developed a strong reputation which allowed it to grow and later expand into a state-of-the-art truss operation.

Following the transaction, Mandere said that he is looking forward to having the freedom to focus on the aspects of his business for which he has passion and expertise, while enjoying the benefit of Kodiak’s back-office support in areas such as finance, human resources, and IT.

JUNE 2020 HARDWARE + BUILDING SUPPLY DEALER

Cliff Shimer was promoted to president of American Builders Supply (ABS) on April 1. ABS’s previous president, Mark Garboski, is now the president of Kodiak’s Production LBM Platform overseeing ABS, DLD, Christensen Lumber, and Premier Building Supply.

Michelle Garrett joined Kodiak in May, most recently from Restoration Hardware and Whirlpool, to apply her experience in installed products, marketing, logistics, negotiating, and team building as president of Arizona Wholesale Supply. Bill Parks, AWS’s previous President has semi-retired and will serve Kodiak’s Interiors Group as an industry ambassador.

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Join us in Chicago Nov. 4-5, for the Top Women in Hardware and Building Supply Awards Gala!

Learn more at HBSDTopWomen.com

Sharing advice, and a dream

There are so many different opportunities within this industry, and it’s constantly changing. And I recommend LP to anyone. If you’re looking for a career that’s challenging and rewarding, one that will give you an opportunity to influence change and culture as well as empower people to succeed, you can pursue it at LP.

Meet one of LP’s senior procurement managers.

By Ken Clark

For 19 years, Robbie Caudill has worked her way up the LP corporate ladder from customer service rep to her current role as senior corporate procurement manager. One key to her advancement is her natural appreciation of the feeling of accomplishment on the job site. She also has learned to appreciate the power of mentorship —a familiar concept for many Top Women in Hardware & Building Supply.

In an interview with HBSDealer, she talked about her background, her advice for others, and also a personal dream that combines her passion for housing with compassion for people.

On the origins of a career in construction: My dad was in the Marine Corps and we moved quite a bit. As a result, we were always building something for a new home. And I was always involved in that, so the little seeds were planted early.

On her custom homebuilding career: Before my LP career, I was involved in construction project management, lining up schedules, those types of things. And I loved it. It was like a puzzle that I was putting together. And as we worked on it, I could see all the pieces coming together. Then at the end of the process, when you meet the happy homeowners, it was just a very rewarding experience. I loved that.

On stats from the National Association of Women in Construction revealing that of the 10.7 million construction industry

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workers, about 10% are women.

I continue to see [LP] bringing in more and more outstanding female entry level employees that have extraordinary potential. Within LP, we’re measured on our performance through a framework called “Think and Act Like Owners”— and they perform. They have this drive.

And so yeah, I definitely can see the trend of women in the construction industry continuing to grow. LP not only works to attract top talent, but it has a culture of advancing women.

On a personal note, a dream and a goal.

As a member of the building Industry for so many years, with a company that embodies the vision of “Building a Better World,” I want to share a dream I have to help others who do not have adequate housing.

I’d love one day to have a crew of contractors, a trailer full of building materials and drive the countryside to find people in sub-par housing and help them. I’d love to lead the coordination of repairs, and replacing building materials on homes for people who would not otherwise be able to afford it. Think of warmer homes for children in the winter, as well as safer places for them to call home, which fosters a feeling of pride and family encouragement. This has been on my heart for quite some time, and I hope to put this dream into action at some point in the future.

On advice to women (and men) Come to the table prepared. Don’t be afraid to ask a question or speak up.

And if you believe in what you’re saying and you’re grounded in doing the right thing, don’t back down. Sometimes, we have a hard time as women standing our ground or pushing back—there’s a fear that we might be viewed differently than a man in the same position. Still, I always encourage women to find and use their voices.

JUNE 2020 HARDWARE + BUILDING SUPPLY DEALER

Robbie Caudill

MARKET INSIGHTS

Big numbers from a big rivalry

By Ken Clark

Lowe’s storms ahead in comps comparison 12% 10

Lowe’s Home Depot

8

Home Depot fired the first shot in the latest head-to-head home improvement quarterly earnings duel. The Atlanta-based giant posted U.S. comps of 7.5%, even as the company limited foot traffic in the midst of the pandemic.

One day later, Lowe’s answered with a 12.3% gain — the largest comp figure since HBSDealer has been keeping track.

Here’s the tale of the tape on key metrics U.S. comp-store sales HD: 7.5% LOW: 12.3% Sales growth HD: Up 7.2% LOW: Up 11.3%

Net income growth HD: down 10.6% LOW: Up 27.8%

Total sales HD: $28.3 billion LOW: $19.7 billion

Net income HD: $2.245 billion LOW: $1.337 billion

As always, there’s more to the story than a handful of metrics. During earnings calls last week with investors, both companies reported that their first quarters placed highest priorities on maintaining employee and customer safety, and supporting their communities.

Along those lines, both began reducing hours in early to mid March. Among other actions, Home Depot canceled its Annual Spring Black Friday event, while Lowe’s shut down entirely on Easter (giving employees a “much deserved day off,” said Lowe’s CEO Marvin Ellison.)

Here’s how both companies described other mutual points of emphasis.

Store count HD: 2,293, up 2 from the previous quarter with one opening in Mexico, and one in Puerto Rico.

LOW: 1,970, down 7 from the previous quarter.

Enhanced benefits: At Home Depot, the company pointed to $850 million in expenses

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Lowe’s vs. Home Depot

that went mostly toward paid 6 time off for hourly employees, and also for bonuses and 4 increased hourly pay during 2 the pandemic.

At Lowe’s, the company 0 said it invested $340 million 15Q3 16Q1 16Q3 17Q1 17Q3 18Q1 18Q3 19Q1 19Q3 20Q1 to support employees, Source: Company reports healthcare workers, first responders, and communities.

Plus, the retailer made a $50 million charitable contribution “for our foundational element of our sales guidance. As communities to do our part in this time of a result of this and the level of uncertainty that need,” Ellison said. exists with respect to the impact of Covid-19 on future economic activity and customer Online sales: Home Depot sales leveraging demand, we are suspending our fiscal 2020 the retailer’s digital platforms increased 79% guidance until further notice.” in the quarter. More than 60% of the time, And here’s how Marvin Ellison put it: “Despite the customers chose to pick up their orders our solid performance this quarter and strong at a store. According to Executive VP of sales momentum continuing into May, we are Merchandising Ted Decker, Home Depot’s withdrawing our prior guidance for the full year digital business accelerated from about 30% 2020 sales, operating income, and earnings growth in early March to “triple-digit growth” per share. In this unprecedented operating by the end of April. Just under 15% of Home environment, we like other companies have Depot’s sales were online sales. limited visibility into future business trends, which At Lowe’s, lowes.com sales were up 80% result in an unusually wide range of potential overall with even stronger growth rates for the outcomes for our 2020 financial performance.” company’s pro customers. Online penetration increased to 8% of total sales.

Rural vs. urban stores: During the peak sheltering period of late March through mid April, Pro sales: Both Home Depot and Lowe’s The Home Depot’s moves to restrict traffic had reported that DIY sales grew faster than pro a negative impact on sales. During this time, sales in the first quarter. the company’s higher-volume stores in densely Home Depot described a continued “high populated urban areas were affected most. level engagement with the pro.” In states and At Lowes, the company’s rural stores municipalities that restricted in-home activity, outperformed the company comp in the first however, there were declines. quater by more 250 basis points, as urban Lowe’s posted double-digit comps in lumber, stores experienced more demand disruption which benefited from strong unit demand from from the pandemic. both the pro and DIY customers.

Special thanks to …

Future guidance: Both Home Depot and At Lowe’s, Executive VP of Merchandising Lowe’s suspended their fiscal guidance.

Bill Boltz offered a “big thank you” to Zep Cleaning Products, Safety Zone, and Medline Here’s how Home Depot’s CFO Richard for providing hand sanitizer and gloves for McPhail described it. “Our performance to-date frontline employees. has surpassed our initial expectations and it At Home Depot, Ted Decker thanked is also disconnected from traditional metrics PPG for providing hand sanitizer for store like GDP, which we have historically used as a employees.

JUNE 2020 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

PEOPLE IN THE NEWS Lumber Liquidators has named Charles Tyson as the flooring retailer’s new president and CEO. Tyson has also been named to the company’s board of directors. In February, Tyson Tyson was named interim president and principal executive officer following the departure of former CEO Dennis Knowles. The new top executive joined the company in 2018 as chief customer experience officer and has been leading Lumber Liquidators’ merchandising and marketing, consumer and pro sales, installation, supply chain, distribution and store operations.

PRO Group promoted Shari Kalbach to vice president and chief operating officer. Kalbach will now direct PRO Group’s operational improvements while Kalbach working to strengthen customer focus. Kalbach has served PRO Group in three key management roles over her 23 years with the hardware buying group, including account executive and managing director.

LP Building Solutions announced that its board of directors has elected Brad Southern as chairman.

Southern will also continue to serve as CEO of the building Southern solutions company, a role he has held since July 2017.

Southern succeeds E. Gary Cook, who has served as chairman since 2004 and a director since 2000 before reaching the required retirement age. Additionally, the LP Board of Directors announced that Dustan McCoy has been appointed lead independent director.

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Dan Pendergast, a former executive with the New England distributor Emery Waterhouse and Ace Wholesale Holdings, has been named president of Frawley Perdergast Sales & Strategy. The consulting and business development firm was founded by Steve Frawley, former CEO of Emery Waterhouse.

Evans

The Lumbermen’s Association of Texas (LAT) has elected Greg Evans as president of the Board of Directors and LAT. Evans is the owner at Redwoods, Inc. in Waco, Texas and has served on the

executive committee of the LAT board for two years. “We are grateful to have Greg’s leadership and excited about what he will accomplish during his tenure,” said Mireya Zapata, Executive Vice President at LAT. Kelley Jenison has joined BlueLinx as director of national accounts for pro dealers and specialty distributors. Jenison will be responsible for the corporate Jenison pro dealer, specialty distributor, co-ops, national builder and national OEM initiatives. His most recent role in the building products market was as the Western Division National Account Manager for LP Building Solutions.

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HARDWARE + BUILDING SUPPLY DEALER JUNE 2020

33

Residential Construction/Sales

Monthly Retail Sales, not adjusted

13 months of housing starts and existing-home sales

home centers and pro dealers (NAICS 444) and hardware stores (NAICS 44413)

Total starts

NAICS 444

(in thousands, SAAR) Apr.: 891,000

NAICS 44413

(sales in $ billions)

40

1600

3

1500

30

1400

33.1

30.9

1300

24.9

35.1

35.5 2

27.2

1.97

2.20 1.90

20

1200

(sales in $ billions)

1100

1.80

2.18

1.81

1 10

1000 900

0

800

A

M

J

J

A

S

O

N

D

J

F

M

FEBRUARY

A

2019

SOURCE: COMMERCE DEPARTMENT

MARCH

0

APRIL

JANUARY 2019

2020

FEBRUARY

MARCH

2020

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

Single-family starts (in thousands, SAAR) Apr.: 650,000 1050

HBSDealer Stock Roundup

1000

the percent-change performance of stocks based on June 4 prices

950 900

60

850

750

40

700

A

M

J

J

A

S

O

N

D

J

F

M

ANNUAL CHANGE

650 600

BLDR

50

800

A

SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) Apr.: 4,330,000 5.8 5.6

30

HD

SHW

LOW TSCO

20

BMC DE

10

SWK

DJI

0

WY

-10

5.4

-20

5.2

BECN

5

-30

4.8

5 10 15 20 25 30 35 40

4.6 4.4

MONTHLY CHANGE

4.2 4

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

A

M

J

J

A

S

O

N

D

J

F

M

A

HD (HOME DEPOT); LOW (LOWE’S); SHW (SHERWIN-WILLIAMS); SWK (STANLEY); TSCO (TRACTOR SUPPLY);

SOURCE: NATIONAL ASSOCIATION OF REALTORS

WY (WEYERHAEUSER); DJIA (DOW JONES INDUSTRIAL AVERAGE)

Consumer Watch Unemployment rate

Consumer confidence

Gas prices

for the entire United States

indexed to a value of 100 in 1985

average price per gallon (regular)

8.0

10.0

4.0

80

34

Current Prior month

120

Prior year

16.0

13.3%

18.0

May 0.0

$2.50 $2.00

14.0

6.0

2.0

100

12.0

20.0

60

86.6

$1.99

May

June 4

140

JUNE 2020 HARDWARE + BUILDING SUPPLY DEALER

$1.50

$3.00

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

HBSDealer.com

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