HBSD - Oct 2019

Vol. 45 No. 9

OCTOBER 2019

ProDealer of the Year

MEAD LUMBER BUILDS ON A CULTURE OF GROWTH Pictured: Knecht Home Center of Spearfish, S.D., part of the Mead Lumber family.

Also: Meet the Independent ProDealer of the Year BLDRS Supply & Home Center

Greg Goodale Riverhead Building Supply New York, Connecticut, Rhode Island

“Changing distributors was not a decision we took lightly, but we are so glad we made the switch to Orgill. Working with them has been the best decision for our business.�

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• Programs to improve our customers’ in-store experiences

• Products and pricing that help us be successful

• Opportunities for growth in our business

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

HBSDEALER HARDWARE + BUILDING SUPPLY

MARKET INSIGHTS 28 Industry Issues: Movement on a crane rule interpretation.

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Growth of a millwork and siding line with New Jersey roots.

40

Independent They Stand: In search of an outstanding small business.

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Another look at BMC’s growth-oriented playbook

COVER STORY ProDealers of the Year

16 Mead Lumber: Strength in diversity

This Columbus, Neb.-based pro dealer expertly manages many different parts

Supply & Home Center: 22 BLDRS Independently Strong

A family business embraces renewal and expansion in Colorado.

FROM THE EDITOR 8 How to ‘Be Mead’ Thoughts on LBM success

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NEWS & ANALYSIS 10 A digital lumber exchange is born 10 Toro cuts a farm-and-ranch deal 12 New and improved: Barton’s Home Improvement

14 Ace Hardware’s do-it-for-me play 14 Kuiken Brothers moves into Newark.

PRODUCTS

32 windows and doors update The 2019, inside-and-out

SPECIAL REPORT 38 Do it Best Corp.

Growth by Design, an interview with Brian Kimball, store development manager. Plus: some bright examples of differentiation.

IN EVERY ISSUE 10 Stat Watch 12 News Map 14 Product Knowledge 48 People in the News 50 Quikrete Industry Dashboard

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: $119 per year in the United States; $139 in Canada and Mexico; $279 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, P.O. Box 3200, Northbrook, IL 60065-3200. Subscription changes also may be emailed to hbsdealer@omeda.com, or call 847-564-1468. Canada Post: Publications Mail Agreement #40612608. Canada Returns to be sent to Bleuchip International, P.O. Box 25542, London, ON N6C 6B2. For change of address, six weeks notice to Hardware+Building Supply Dealer, P.O. Box 3200, Northbrook, IL 60065-3200 is requested. Give old and new address and zip code. If possible, enclose address portion from cover on previous issue. Vol. 45, No. 3, March 2019. Copyright © 2019 by EnsembleIQ. All rights reserved.

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OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

HERE’S WHAT’S ONLINE

@HBSDealer

Tweet Central

Watch the ‘Golden Hammers’ The Golden Hammer Video Series highlights several winners of the 2019 Golden Hammer Awards.

Check out the honorees at HBSDealer.com.

A leading cause of statistics The Principia “Stat of the Week” appears each Wednesday in the HBSDealer daily newsletter. A recent installment examined the impact of weather on roofing demand during the five years ended 2018.

Here are some of the numbers:

5.7 billion — dollar amount of total weather-related roofing demand in the U.S. from 2014 to 2018;

31 — percentage of all roofing demand in Florida that is due to weather;

1 — rank of a 2017 baseballsized hail storm among the most expensive hailstorms in Colorado history.

Poll Results

4.9%

Recession? What recession?

Here’s how readers responded to our question:

Q

25.1%

35.2%

When do you think the next recession will hit?

This year 2020 2021 2022 2023 or beyond

9.2%

25.7%

Votes: 327

Follow us @HBSDealer

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OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

Poll results appear every Friday in the HBSDealer Daily newsletter. Sign up at HBSDealer.com.

HBSDealer.com

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FROM THE EDITOR

Mead and the value of family

The leaders of Mead Lumber — and most award-winning businesses — say that their strength emerges from the people who come to work every day. And they’re right.

At Columbus, Neb.-based Mead Lumber, there are about 900 such people. Let’s meet one of them.

Jake Lentfer is a regional manager whose territory covers all of Kansas and Oklahoma. He was born into a farming family — “raised on a corn, soybean and hog operation in a super small Nebraska town,” he says.

Out of college, he had interviewed with financial industry jobs, but gravitated toward LBM because, “I’m a like-to-see-a-finished product guy.

When people finish their houses, I’m excited about it.”

Jake entered the Mead Lumber management trainee program, and hasn’t looked back. And that’s not uncommon for Mead managers.

“We have managers that have been here for 30 years,” he said. “In general, retention of people is pretty good here at Mead Lumber.”

HBSDealer reached Jake while he was visiting a store in Pratt, Kan. Communication is a huge element to keep the diverse operation humming. Regular management meetings set the stage for sharing of different perspectives and ideas.

But the interaction is continuous.

“We’re constantly e-mailing things back-and-forth and talking about implementation and best practices for sure,” he said.

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And how about new trends in building and off-site construction?

“We’re very aware of them. We’ve added panel lines. And we’re trying to get on the front side of it. So far, we’re seeing it on the commercial side, not so much residential. But I would say all residential home builders are looking for advantages right now. And these things definitely come into play.”

He’s also seen acquisitions. And he expects to see more.

“I think we’re being very smart with our acquisitions and not trying to pretend that we can take a bad business and make them a great business,” he said. “We’re finding solid businesses that might lack a succession plan, or we’re just finding good businesses that vendors bring to our attention.”

Jake knows what it means to be Mead. In “Mead Matters,” the company’s internal newsletter, he wrote about the feeling of family — emotions and all — that exists both internally and externally. Customers, he wrote, “revel in the idea that when they come in to get product, they are also a big part of our family. We know about their lives away from work and they know about ours. It’s a bond that’s hard to break.”

You can read more about Mead Lumber, our 2019 ProDealer of the Year, and also “Independent” honoree BLDRS Supply & Home Center, beginning on page 18.

Congratulations, and keep up the good work. HBSD

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 SENIOR VICE PRESIDENT (HBSDealer, Drug Store News, Chain Store Age) John Kenlon, jkenlon@ensembleiq.com, 212-756-5238 EDITOR IN CHIEF Ken Clark kclark@ensembleiq.com, 212-756-5139 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.

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Corporate Officers EXECUTIVE CHAIRMAIN Alan Glass CHIEF EXECUTIVE OFFICER Jennifer Litterick CHIEF FINANCIAL OFFICER Dan McCarthy CHIEF OPERATING OFFICER Joel Hughes CHIEF INNOVATION OFFICER Tanner Van Dusen CHIEF HUMAN RESOURCES OFFICER Ann Jadown EXECUTIVE VICE PRESIDENT, EVENTS & CONFERENCE Ed Several

connect with us

Ken Clark Editor in Chief

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

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NEWS + ANALYSIS

Coming Soon: A digital, dimensional lumber exchange A new kind of lumber market is envisioned.

Connamara Systems, an exchange solutions and custom software provider for capital markets, is partnering with MaterialsXchange to build a new dimensional lumber exchange.

MaterialsXchange is a Chicago-based startup electronic marketplace for buying and selling raw materials. The first commodities to be addressed by

MaterialsXchange will be dimensional lumber and wood products with the exchange expected to go live by the fourth quarter of 2019.

The plan calls for MaterialsXchange to bring an ecommerce solution, in the manner that modern capital markets work, while using Chicago-based Connamara’s Exchange Platform 3 (EP3), a highly customizable exchange platform product.

Regarding the lumber buying market, the companies said that it’s currently highly fragmented, requiring a complex, cumbersome, and entirely manual

Toro cuts a farm and ranch deal Tractor Supply will be the Toro Company’s exclusive partner in the farm and ranch channel for select models of mowers and portable power equipment in stores nationwide and online beginning in spring of 2020.

According to a joint statement issued by the companies, the partnership will help expand Toro’s reach into the rural lifestyle retail market and further strengthens Tractor Supply’s product offering with a leading outdoor power equipment brand.

“We are continually looking to expand our product assortment by partnering with great companies like The Toro Company whose products resonate with our customers,” said Greg Sandfort, CEO of Tractor Supply.

Hardware store and home centers are not directly affected by this deal.

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process between a buyer and seller to complete transactions, “making it ripe for digital disruption.”

“We recognized the need for a firm that has not only the technological expertise, but the capital markets know-how necessary to bring our vision for MaterialsXchange to reality,” added Michael Wisnefski, CEO and founder of MaterialsXchange. “Connamara’s technology expertise and experience with the unique requirements for our exchange product make them the perfect fit for this project.”

STAT WATCH

Starting up The latest tally of housing starts from the Commerce Department came as welcome news to the industry: August generated a seasonally adjusted annual rate of 1,364,000 — the highest since June of 2007.

But what about the actual unadjusted figures? As the chart below shows, August was strong, but May 2018 was stronger. On an unadjusted basis through the first eight months of the year, 2019 is still trailing 2018 by 2.8% — 875,400 a year ago vs. 851,600 so far in 2019.

Look for more housing industry statistics at HBSDealer.com.

YTD Housing Starts Unadjusted, in thousands

2018 2019

130 120 110 100 90 80 70 60 50

Jan

Feb

Mar

Apr

May

Jun

July

Aug

Source: Commerce Department

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

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NEWS + ANALYSIS

The birth of a home center brand Jonesboro, Ark.-based E.C. Barton & Company, a 100-store specialty retailer with a 134-year heritage, is rolling out a new brand: Barton’s Home Improvement.

The new brand, which was developed following more than a year of research, will slowly replace Barton’s Bargain Outlet and Surplus Warehouse brands.

“The pilot of the new brand is based on strengthening who we already are today,” said Kevin Pierce, chief operating officer for E.C. Barton & Company. “Our objective is to make it clear to our customers that we specialize in flooring, cabinetry, plumbing and millwork; offering high quality products at the guaranteed lowest price. The changes we are

making are based on improving the experience for our customers, while ensuring they know who we are and what we offer.”

The Jonesboro, Ark.-based company plans to take a slow but steady

approach to the transition.

Seven stores have already been converted to the Bartons’ Home Improvement brand, including a new store in Conway Ark., that opened in July. In late 2019, another new Barton’s Home Improvement will open in Benton, Ark. The company described the newly branded stores as pilots. “Each pilot store will reflect varying elements in order to test the best path forward,” the company said.

E.C. Barton & Co. also operates Barton’s Lumber, with 11 locations in Arkansas and Missouri. Barton’s Lumber will continue to operate under its current brand, the company said.

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

OPENING

CLOSING

ACQUISITION

illinois

Rockford

Rockton Ave. Ace Hardware Owner Tom Siehoff continues to own two Ace stores in Illinois – one in Roscoe and one in Harvard — managed by his sons, Blake and Chad. A going-out-of-business sale began Sept. 12 for the Rockton Ave. store. Customers quoted by the Rockford Register Star lamented the loss of the business.

(Source: Rockford Register Star)

texas

Texarkana

J.R.’s Building Supplies In a building that once housed his father’s hardware surplus store, John Robert Beck has opened a full-service hardware store. The grand opening, replete with free burgers and hot dogs, took place in late August. The new J.R.’s operates out of a 23,000 sq.ft. store with nine acres of land in which to expand.

north carolina

Middlesex

Premiere Propane and Hardware This independent hardware store represents the first new business construction in the town of Middlesex since a Dollar General opened in 2008. Owned

by Zack Stallings, Premiere Propane and Hardware is expected to be open in December 2019, or January 2020.

(Source: The Wilson (N.C.) Times) indiana

South Bend

Menards Menards opened a two-story mega store here, replacing an older and smaller Menards in this northern Indiana city. The retail giant operated 328 stores at last count.

(Source: South Bend Tribune).

(Source: Texarkana News)

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OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

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NEWS + ANALYSIS

Getting comfortable in Newark Kuiken Brothers has officially opened its latest residential and commercial building materials location in Newark, N.J. The location marks the ninth for the Fairlawn, N.J.-based pro dealer.

The 10-acre site features covered storage, including a drive-through warehouse with nine loading docks, an automated racking system and exterior covered racking (storage sheds and cantilever systems).

With convenient connectivity via road and rail and waterfront access on Port Newark’s shipping channel, the facility

will help Kuiken Brothers better serve its expanding marketplace in the New Jersey/New York metro region.

Delivery capabilities include flatbeds, tractor trailers, truck mounted moffett forklifts, and 4-, 6-, and 8-story boom trucks.

“We had recognized a need in the Newark market due to the significant growth and redevelopment taking place here,” Matt Kuiken, VP of operations at Kuiken Brothers, told HBSDealer. “The city is in the midst of a renaissance, and it’s an attractive and exciting place to be. From a distribution perspective, our site is ideally situated just off of the main transportation corridors.”

Ace makes a Do-it-For-Me play Ace Hardware Corporation has acquired Handyman Matters, a franchisor of home repair, maintenance, and improvement services based in Denver, Colorado. Handyman Matters will become Ace Handyman Services and operate as a new stand-alone, subsidiary of Ace Hardware Corporation.

Financial terms of the deal were not disclosed.

“The introduction of Ace Handyman Services provides a platform from which Ace can further deliver on

our helpful promise to consumers while expanding our presence in the growing do-it-for-me segment,” said John Venhuizen, President and CEO of Ace Hardware Corporation.

Handyman Matters is a franchise organization comprised of locally owned and operated and company-owned locations that offer professional and multi-skilled craftsmen and women, trained to handle a homeowner’s to-do list in addition to larger projects. On-site services to consumers and small businesses “The introduction of include carpentry, Ace Handyman Services plumbing, electrical, provides a platform from drywall, painting, which Ace can further flooring and much deliver on our helpful more. The franchisor promise to consumers has 57 franchisees while expanding our who collectively presence in the growing employ approximately do-it-for-me segment.”

250 handymen and women in 121 — John Venhuizen, territories across 23 President and CEO, Ace Hardware Corporation states.

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OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

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COVER FEATURE

Strength through diversity Mead Lumber is the 2019 ProDealer of the Year

By Ken Clark

T

he statistics—44 locations in eight states—hardly begin to describe the diversity and versatility of Columbus, Neb.-based Mead Lumber.

The company makes a living in its lumberyards, hardware stores, home centers, rental centers, countertop facilities, millwork fabrication plants and truss plants. It operates in small towns and major metro areas. It’s a big fish in the Do it Best Corp membership rolls; and it operates a handful of Ace stores.

Millwork, check. Truss plants, check. Countertop manufacturing, check. Rental centers, check.

There’s an old saying: Don’t put all of your eggs in one basket. Financial giants who promote portfolio diversification believe in that old saying; and so does (almost) 110year old Mead Lumber.

“Heaven forbid if we did just one thing,” said Craig Bradshaw, when

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Mead Lumber, the 2019 ProDealer of the Year, has evaloved over nearly 110 years into a mutli-faceted, mult-branded pro dealer with 44 location in eight states.

describing Mead Lumber’s wide range of offerings and business specialties. “That might get boring.”

Over the decades, the company’s diversity evolved naturally, and rose from its core value — in essence, to make sure that the business meets the customers’ wants and needs.

For its culture, its growth and its inspiring ability to take on challenges,

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

Mead Lumber is the HBSDealer 2019 ProDealer of the Year. The award is presented by HBSDealer in concert with the National Lumber and Building Material Dealers Association and industry stakeholders. Mead Lumber will accept the presigious award during an opening night ceremony at the 2019 ProDealer Industry Summit in Colorado Springs, Colo.

HBSDealer.com

In 2000, Mead Lumber purchased Knecht Home Centers in Rapid City, S.D. — a move that almost doubled the size of the company. Also during this year, the company began its journey toward full employee ownership, a celebrated milestone that it reached in 2014.

In 2010, Mead celebrated its 100th anniversary. Upon the occasion of this important milestone, Bob Mead, grandson of Morton Mead, had this to say (to the Columbus Telegram): “The main thing that helped us survive the years is that we changed as the markets changed. When we saw a need in the markets we moved in those directions, and here we are 100 years later.”

Craig Bradshaw joined Mead Lumber as president in 2006 when it had 21 locations. He took the reins from Bob Mead. “[Bob Mead] gave me one mantra when he left,” Bradshaw told HBSDealer.

“He said, ‘let’s grow the company.’”

And so they did. Mead Lumber has since grown to 44 locations in Colorado, Iowa, Kansas, Montana, Nebraska, Oklahoma, South Dakota and Wyoming. The roll call of banners includes Mead and Knecht, and also Truss Craft Structural Components, Black Hills Truss & Components, Great Plains Countertops and Farm &

To better understand Mead, here are three major dates in the company history:

In 1910, Morton Mead and a partner purchased the Pankhurst Lumber Co. in Ashland, Neb. That was the beginning. Interestingly, the Mead family sold their Ashland property in 2012, and donated all of the proceeds to the Ashland Area Foundation.

HBSDealer.com

As we’ve grown, sometimes we’ve strategically gone places, and sometimes it’s just been because there’s been an opportunity to move forward.

— Craig Bradshaw, President, Mead Lumber

Inside the Mead Lumber playbook The 2019 ProDealer of the Year draws on more than a century of experience.

From an interview with President Craig Bradshaw, here are some of the key ideas that drive it into the future.

Playing ‘Small ball.’

“We have acquired a lot of different companies and brand names that we operate under, and we’re OK with that. If we acquire a company with a great brand and reputation, we don’t want to change that. In a sense, we’re kind of playing small ball. We’re not trying to have one big name and pound our chest and say this is who we are. It’s more a case of playing small ball and just trying to be the number one player in every single market.”

Building an entrepreneurial spirit.

Our managers have a lot of freedom and they’re expected to run that business like it’s their own. And they take a great deal of pride in their ability to make decisions that are best for their local markets.

Finding corporate synergies.

We’re always trying to find that place where we can take advantage of all the cost advantages we can and centralize where can — whether it’s payables or receivables or the HR functions — but balance that with keeping ours stores local and entrepreneurial.

Embracing employee ownership.

“We started the Employee Stock Ownership Plan back in 2000 with about a 28% employee ownership rate. In 2014, employees bought the company 100%. It’s just transformative. We’re all employee owners now and share in the success of the company. Every one of our 900 employees knows that their efforts help drive our company’s performance and stock price, and that helps us all. That’s our culture. It’s part of our DNA now.”

HARDWARE + BUILDING SUPPLY DEALER OCTOBER 2019

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COVER FEATURE

they seem to be doing really well — even in the smaller markets.”

And according to Bradshaw, the ProDealer of the Year award belongs to the entire family.

“I think the key is our employee owners and their commitment to each other, to our customers and to our vendors,” he said. “I think everybody’s going to say that, but we really believe that makes us different, because we have ownership. It’s our company. We think that it’s our people who differentiate us out in the marketplace.”

Pro Dealers of the Year, a retrospective Drive-thru lumberyards, kitchen & bath showrooms and full-blown home centers are among the offerings of the 100% employee owned Columbus, Neb.-based company.

Ranch Building Supply, among others.

In 2018, the company acquired Munn Lumber expanding its geography with a major player in the Iowa LBM market.

Like most of its acquisitions, Mead saw no reason to change the brand, which is actually older than Mead.

“As we’ve grown, sometimes we’ve strategically gone places,” he said. “And sometimes it’s just been because there’s been an opportunity to move forward. There was a time when we did not have any manufacturing capabilities.

We now have four truss plants.

We manufacture countertops in a location. We love that value-added prospect of the manufacturing side of our business.”

The company’s diversity can be a challenge to manage, requiring extraordinary communication and commitment. (“When I first came to the company, I thought, ‘this is a monster to manage all these different businesses.’” said Bradshaw.) But the payoff is worth it, providing protection from the ups and downs of building industry business cycles. And of course, new businesses

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bring new growth opportunities.

Jake Lentfer, who rose through the company’s management training program, has a front row seat on some of these growth programs — from installed services at various locations to garage doors to wall panels.

“When we take something new on, we roll into it slowly,” said Lentfer, a Manhattan, Kan.-based regional manager for Kansas and Oklahoma. “We find its strengths and weaknesses, and hopefully get to those strengths as quickly as humanly possible.”

Growth is a major component of the company culture, along with the feeling of family, Lentfer said. “Even though we’re a big company, we still do have the personal relationships with everybody and that still means a lot.”

“They are certainly a great organization, well run and very actively pursuing growth,” said Gary Nackers, of Fort Wayne, Ind.-based Do it Best Corp., Mead’s major distributor. “They are in many different-sized markets with different customer needs, and

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

Mead Lumber follows in a long line of high-performing pro dealers to accept the ProDealer of the Year Award. Here are the honorees from the previous 10 years.

Drexel Building Supply’s 2018 acceptance speech.

2018

Drexel Building Supply “Supply Happiness.”

2017

Kuiken Brothers Co. “Getting it Right.”

2016

T.H. Rogers Lumber Company “Since 1901”

2015

Builders FirstSource “FirstSource for Quality”

2014

Meek’s Lumber “From Foundation to Finish”

2013

US LBM “Accelerating at the Speed of Us”

2012

BMC “From Start to Finish”

2011

TW Perry “Over 100 Years”

2010

Marjam Supply Co. “We deliver.”

2009

McCoy’s Building Supply “Go Build Something”

Each of the companies above accepted the ProDealer of the Year Award during the annual ProDealer Industry Summit, held in concert with the National Lumber and Building Material Dealers Association. This year’s summit is slated for Oct. 8-10 at the Broadmoor Resort in Colorado Springs, Colo.

HBSDealer.com

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COVER FEATURE

Renewal and expansion in Colorado BLDRS Supply & Hardware is the 2019 Independent ProDealer of the Year.

By Andy Carlo

B

LDRS Supply & Home Center continues to make a steady stream of improvements and upgrades while providing dedicated service to the community they love to do business in.

Located in Trinidad, Colo., roughly 90 miles south of Pueblo, Colo. and 195 miles north of Santa Fe, N.M., BLDRS’ market area is an approximate 60mile radius. With predominately rural communities surrounding the city, the biggest box store is located roughly an hour and a half drive north.

HBSDealer has selected BLDRS Supply & Home Center as the 2019 ‘Independent ProDealer of the Year.’

The annual award, chosen by editors of HBSDealer in concert with the National Lumber and Building Material Dealers Association, is designed to recognize a high-performance

24

company with a commitment to best practices and the best values of the lumber and building material industry.

“There’s a real sense of community pride at BLDRS,” said Dena CordovaJack, executive vice president of the Mountain States Lumber & Building Material Dealers Association. “They operate in a small, historic town; they’re investing in their community; and they have figured out how to make it work.”

A key component to how it works is the team at BLDRS. “Our employees take great pride in their work, and love being surrounded by such an amazing team of professionals,” says Karen Sandbeck, president of BLDRS. “We really concentrate on excellent customer service because it drives repeat business to the store. We have a great mix of employees and, fortunately,

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

The 2019 Independent ProDealer of the Year, BLDRS Supply & Home Center of Trinidad, Colo., is commited to the best practices and best values of the lumber and building material industry.

have very little turnover.”

That includes employees who specialize in distinct departments, including electrical, plumbing, hardware and paint, among other categories. The dealer also keeps its 18 employees up to date on the latest information and training. For instance, employees have attended Stihl equipment repair classes and blueprint and estimating courses provided by the Mountain States Lumber & Building Material Dealers Association.

“We feel that it’s important for our employees to spend time on continuing education for what they feel passionate about,” Sandbeck explains.

When Sandbeck and her husband Cal purchased the business in 2017 from her brother Scott Sandlin, “it was an opportunity to inject a breath of fresh air into the company,” she says. Sandlin, with more than 30 years of experience in the industry — not including sweeping floors during his summers as a teenager — continues to serve as general manager at the company.

After the purchase, a process of re-branding took place, complete with a new name: BLDRS Supply &

HBSDealer.com

COVER FEATURE

BLDRS Supply & Home Center is proud of its past, and it’s investing in its future. The company’s new revovation will bring additional retail floor space, as well as improved customer flow.

One of the things we have learned is that when a remodel takes place, it has an impact on sales.

By undergoing a remodel, it has the potential to increase sales by 12% on average.”

— Cal Sandbeck, BLDRS Supply & Hardware.

Home Center. A new logo and new signage appeared on the building and delivery trucks. The move created excitement in the community and communicated that something special was happening, Sandbeck says.

An infusion of capital from the purchase also allowed the dealer to expand its product mix and hire new talent. Among its list of credentials, BLDRs is one of the Top 20 independent paint dealers in the nation for Valspar.

Other moves included an aggressive marketing campaign, a new website and a new emphasis on community events, including an annual 4-H auction. The dealer supports area non-profits and churches as well as the local arts and entertainment scene. A new customer loyalty program and smartphone app are being developed to appeal to a new generation of customers.

BLDRS is currently undergoing a complete store remodel, which will increase its interior retail space by almost 1,600 square feet and provide a new floorplan for better merchandise placement and customer flow. Orgill assisted in planning the new floor design of the store. Updates on the remodeling process are being shared via social media.

“We have had several businesses

26

in the past including fast food franchises,” said Cal Sandbeck. “One of the things we have learned is that when a remodel takes place, it has an impact on sales. By undergoing a remodel, it has the potential to increase sales by 12% on average.”

The company’s history goes back to 1912 as the Southern Colorado Lumber Company. Trinidad’s community was growing during this period, not only as a stop along the historic Santa Fe Trail, but also with the thriving coal mining industry.

A third generation, family-owned business, the company was started with Sandbeck’s grandfather, Carmen Allen, and her father, Ed Sandlin. They purchased Cash & Carry Lumberyard in Trinidad in 1964, and renamed it Trinidad Builders Supply.

Ed Sandlin served on the Board of Directors for MSLBMDA and was president in 1986-1987.

“We are fortunate to have had his level of leadership to emulate in this business,” Sandbeck says.

The business moved to its present location at 108 West Colorado Ave. into a remodeled building previously used as the local Safeway store.

This new location allowed for the expansion of the business into more interior retail space for hardware,

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

plumbing, and electrical products.

Scott Sandlin took over ownership of the company in 1994 upon his father’s retirement and managed Trinidad Builders Supply until it was purchased in 2017.

When it comes to BLDRS’ customer base, it’s about a 60-40-split between pros and DIYers, according to Sandlin.

Sandlin takes pride on serving all of them with quality and fair prices.

“I don’t have any problem going up against big box stores,” he said. “People are always surprised when I give them a list back and beat their prices.

“I know that it’s no surprise to me.”

The Indie Awards BLDRS Supply is another in a long line of highperforming companies to earn the Independent ProDealer of the Year award.

2018

CHIC Lumber, Warrenton, Mo.

2017

Millard Lumber, Omaha, Neb.

2016

Healdsburg Lumber, Healdsburg, Calif.

2015

Holmes Building Materials, Baton Rouge, La.

2014

S.W. Collins Co., Caribou, Maine

2013

Pat Thorne Lumber, Chillicothe, Mo.

2010

Forge Lumber, Erlanger, Ky.

2009

Home Lumber Co., Bishop, Calif.

2008

Keim Lumber, Charm, Ohio

2007

Fairfax Lumber, Fairfax, Calif.

HBSDealer.com

MARKET INSIGHTS

ProDealer issues: OSHA revisits the crane rule

T

he National Lumber and Building Material Dealers Association has asked the Occupational Safety and Health Administration to withdraw a letter of interpretation (LOI) on building material delivery and the use of certain cranes. The association says the LOI conflicts with the Crane and Derricks in Construction Standard. As a result, OSHA is revisiting the matter.

Here’s how the NLBMDA describes the issue: Over the past several years, NLBMDA has been working to address concerns with a 2016 LOI issued by OSHA as a follow-up to their 2010 final rule titled Crane and Derricks in Construction.

OSHA issued the crane rule in 2010 after extensive consideration by the agency and input from stakeholders like NLBMDA. This final rule included the material delivery exemption, which was a result of the work of NLBMDA stating that certain functions of LBM dealers do not create the type of hazards that OSHA was attempting to address.

The examples and data shared with OSHA at the time of the 2010 rulemaking, both in written comments and at a public hearing, included booming sheet goods (such as drywall) and palletized material (such as joint compound or fasteners) to an upper level opening where the material is removed from the fork or pallet, or booming roofing material up to a roof deck where the material is distributed (for example, packages of shingles moved from the pallet onto the roof deck). The industry was satisfied until the issuance of the 2016 LOI in which OSHA seems to say that when

28

Clarification is sought on rules governing cranes operating at the job site. For more information, visit Dealer.org.

material is boomed up to a structure, the delivery falls outside the material delivery exemption if anyone handles the material before it is placed by the boom onto the surface of the structure. The example given in the letter involves a truck-mounted articulating boom, equipped with a functioning overload protection device and fixed fork, lifting pallets of building material.

The letter, issued in response to a question posed by an equipment manufacturer during the original rulemaking process, has created conflict for dealers and contractors alike regarding the final stage of the delivery process when material is boomed up to the upper level of a structure under construction. Prior to the 2016 letter, dealers followed the plain meaning of the rule’s exemption for material delivery.

OSHA is now revisiting the Letter of Interpretation per NLBMDA’s formal request, in person and in writing, to withdraw it. There is currently no

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

specific date for withdrawal or clarification. In the meantime, NLBMDA’s position is that the letter contradicts the material delivery exemption and therefore should not be used as current guidance. While the letter attempts to create a new limitation to the exemption when booming palletized material, the 2010 rule makes no such distinction between booming sheet goods and palletized material, nor does it prohibit the necessary step of unloading the material. Placing material for subsequent use is a clear part of the delivery process, one that OSHA understood when it crafted the 2010 rule, and should be easily distinguished from engaging in activity such as holding, supporting or stabilizing material that clearly facilitates construction and therefore exceeds the exemption. The plain meaning of the exemption makes clear that dealers must be able to complete the delivery of material up to upper levels of structures under construction and this cannot be done without unloading the material from the fork or pallet.

As a result of stalled progress on the letter’s withdrawal, NLBMDA has recently engaged Congress, specifically the House Education and Labor Committee, to brief them on the issue and explore options for congressional action. The committee was receptive to the concerns of the association and they made a commitment to work with the leadership as the agency towards a resolution.

HBSDealer.com

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MARKET INSIGHTS

DURATION meets the needs of many Millwork and siding product line grows in New Jersey

By Andy Carlo

W

hat began nearly 8 years ago is now really taking off like a rocket for Hamilton Building Supply.

DURATION, an exterior millwork and siding product line made of polyash, has been placed in stocking positions at a number of major U.S. building product distributors, including BlueLinx, Boston Cedar, U.S. Lumber and Wolf Home Products, up and down the East Coast.

The product grew out of a need in 2012: a source for moulding and custom millwork that would complement Boral TruExterior fly ash composite trim and siding products.

In July 2017, the company was awarded a registered trademark for DURATION Moulding & Millwork.

Today, DURATION stocks 20 common profiles of moulding (including solid and traditional crowns), 6 beveled siding profiles, has the knives for over 150 semicustom moulding profiles, and routinely produces custom moulding, siding, and millwork, all fabricated from a combination of one of the world’s largest waste byproducts by volume and special polymers.

Due to increasing awareness and demand for the product, and plans for distribution expansion across the country, Hamilton Building Supply (HBS) — the New Jersey pro dealer and the fabricators of DURATION — recently made executive changes.

Keith Coleman stepped aside as president and CEO of Hamilton to

30

Fast-growing DURATION Moulding & Millwork stocks 20 common profiles and has knives for more than 150 semi-custom moulding profiles.

focus on the expansion effort as president and CEO of DURATION and remains Chairman of HBS. At the same time, former Hamilton executive John Perna has returned to the company as its new president.

Based in Hamilton, N.J. the dealer supports a customer base throughout New Jersey and eastern Pennsylvania and operates a secondary, showroom location in Newtown, Pa. About 90% of Hamilton Building Supply’s manufactured millwork products are now DURATION. Where two-step distribution has yet to

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

be established in the country, the company distributes directly to dealers affiliated with LMC. Coleman estimates that the company’s manufactured millwork products will be nearly 100% polyash by the end of 2019.

“I needed to spend more and more of my time developing distribution and planning for the future growth of that part of the business,” Coleman told HBSDealer. “And John was ready and eager to take the helm of the primary business.”

Coleman describes DURATION as “the Holy Grail” of exterior trim and siding products.

“When painted, it’s basically indistinguishable from real wood, but absolutely outperforms it,” Coleman explains.

As far as Coleman is concerned, DURATION not only combines, but exceeds the best that wood, PVC, and fiber cement products have to offer, without the downsides typically associated with the other trim, siding, and moulding categories.

DURATION products, for example, are extremely stable and move only slightly with temperature extremes (unlike PVC) and can be painted any color with standard paint (unlike PVC), come in 16’ lengths (unlike fiber cement), have no clearance restrictions from grades, patios, and roofs (unlike fiber cement), and don’t require back and edge priming/sealing (unlike wood products).

Additionally, the product sands and paints easily, remains perfectly flat, can be installed in any type of temperature, and looks so much like real wood that it’s readily accepted in highly restrictive historical areas like Charleston, S.C. and Martha’s Vineyard.

“I’ve been in the LBM business full time for 33 years,” says Coleman.

“And I’ve never been more impressed with the performance of a building material.”

HBSDealer.com

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PRODUCT CENTRAL

Product Central: The 2019, inside-and-out windows and doors update

By Andy Carlo

HBSDealer has rounded up some of the latest window and door products in the industry.

From interior doors that make transition statements within the home, to doors that extend the outdoors to the inside, these highly visible products make key functional and stylistic statements for home owners.

At the same time, new windows and replacement windows continue to play a high-profile role in the home building and home improvement industries.

Here is some of what’s new in windows and doors.

Glenview Doors Pivot Entry System

Glenview Doors has introduced the addition of Pivot Entry systems to its prefinished, pre-hung product lineup. The Glenview Doors Pivot Entry System features massive 3.5” Double Rabbeted Slabs that arrive as complete ready-to-install entries with all framing, thresholds, and hardware pre-installed. The double rabbeted slabs create a tight weather seal giving homeowners and builders the ability to use a pivot system in the harshest of climates. Models are custom built for each project and allow for slabs up to 60” wide and 10’ tall which can be combined with fixed side panels or sidelights to form a complete wall system. Over 100 stain/paint options are available alongside split finish options, giving consumers the ability to add a splash of color to their new Pivot Entry system. Glenviewdoors.com

ProVia FineLine Technology

ProVia has introduced its new FineLine Technology, which produces a straight, clean weld line on the corners of Endure Vinyl Patio Doors and achieves a picture frame quality look on the sashes. This unique process provides an enhanced fit and finish, and professional-class look, to patio doors. Following several years of development, ProVia said that it is the first building products manufacturer to bring this new welding technology to the U.S. market for doors.

Across the U.S., most manufacturers use a traditional welding process to join vinyl patio door corners. This process creates a wide joint that requires cleaning and touch-up. ProVia’s new FineLine Technology enhances the aesthetics of the finished corner without these secondary processes, resulting in a neat, seamless look. The company claims the process delivers the highest standard of patio door craftsmanship and quality to the U.S. market. ProVia.com

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OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

Alside Trimworks with SwiftLock Technology

Alside has launched an industry-first trim solution for full-frame replacement projects. Trimworks with SwiftLock Technology, designed for the Mezzo Full-Frame Replacement System, offers strong aesthetics while saving time, labor and materials. This revolutionary system provides the most reliable solution for installing and replacing vinyl windows, the company claims. Mezzo replacement windows offer highperforming, thin-line frames for maximum viewable glass and superior energy efficiency. Improper replacement of vinyl windows can generate service calls, drive up costs and result in poor-quality work that must be redone. Alside’s new solution can save up to 20-40 minutes of installation time per window—reducing waste materials and eliminating the need for special equipment, training or cutting skills to trim a window. Alside.com

Masonite Livingston

The Livingston interior door from Masonite is a transitional alternative to six-panel doors. Livingston is a molded three-panel equal interior door aimed at meeting all design aesthetics and offering a timeless appeal that transcends evolving styles. Available in a solid core style that helps mitigate noise as well as a hollow core option, Livingston features subtle yet distinct craftsmanship, the company says, allowing the door design to cascade around core styles. Masonite.com

Feeney Awning

Feeney, Inc. has introduced a line of stationary awnings designed to provide protection in a wide variety of climates and settings. The awnings are constructed of powder-coated aluminum and strong polycarbonate panels for long-lasting durability and defense against the weather. The Awning Kits are available in two styles: Icon, a streamlined design with clean lines and curves, and Era, a classical design with a more ornate look and feel. A modular approach simplifies installation and enables selection of components based on project and design preferences. Customers simply choose a style, and then select the desired polycarbonate panel option, frame color, and any extension kits. The Awning Kits are suitable for a broad range of climates and have been engineered to withstand snow/wind loads up to 35.5 pounds per square foot. FeeneyInc.com

HBSDealer.com

HARDWARE + BUILDING SUPPLY DEALER OCTOBER 2019

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Therma-Tru Classic-Craft American Style

Therma-Tru has expanded its Classic-Craft American Style Collection Shaker-style door selection, and now offers Satin Etch privacy and textured glass options for select Classic-Craft styles. The portfolio includes casual looks designed to complement a variety of architectural styles, including “High-Fashion Farmhouse,” “Simple Barn” and more. Available in both 6’8” and 8’0” heights, the new Classic-Craft American Style Collection Shaker-style door designs feature flat profile divider bars that can be painted or stained to complement the overall look of the entry.

Classic-Craft American Style Collection doors feature a tight vertical Fir grain — prized for its beauty and quality — complementing the mix of natural materials found in many of today’s home styles.

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OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

Jeld-Wen folding patio door system

The new-for-2019 F-2500 folding patio door system by JeldWen delivers high-end design at a modest price point. The twopanel fiberglass folding patio door system features an aluminum clad frame and a bottom-mounted hardware track for use in the repair and remodel and new construction markets. Doors that bring the outdoors inside continue to trend in the building industry. The F-2500 epitomizes that credo with its functionality and large-glass profile. It allows homeowners to extend indoor living areas outside when open and maintains outdoor visibility when closed. The F-2500 launched in April 2019 at select retailers and is also available through Jeld-Wen dealers. The product comes primed white as a stock option, with all Jeld-Wen finishing options forthcoming in 2019. Jeld-wen.com

HBSDealer.com

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DO IT BEST REPORT

Development by Design The art and science of Do it Best’s retail differentiation movement

By Ken Clark

E

verybody loves the sawduston-the-floor, cozy curiosityshop feeling of a vintage hardware store. But, generally, the glory days of these kinds of stores are in the past, not in the future.

As head of the Do it Best Corp. store development team, Brian Kimball has given a lot of thought — informed by a lot of research — into what makes a store thrive. The tools of his trade include, but are not limited to, market research, 3-D computer models and a team of six designers with degrees in architecture.

One of his key theories involves the connection between local flavor and retail success.

“In our research, without a doubt, one of the key drivers for our stores is that people love local stores,” Kimball said.

“And this is in urban as well as rural.

So, we want to design a store that feels local. You usually want to keep some type of historical or local element. It doesn’t have to be an old floor. It could be a heritage element.”

Some examples of local flavor can be seen on the following pages.

These unique stores have benefited from collaboration with the Do it Best Signature Store Design and Retail Performance teams. Kimball’s designers have worked on everything from 5,000 sq. ft stores to 200,000 square foot home centers, and from hardware stores to industrial-sized pro yards.

All stores are different. And that’s why most successful remodel projects begin with research, he said.

“We found early on that the more that we understand our members’ customers, and what their needs and wants are, and what they like about

36

a store, what they would like to see different about a store,” he said. “All that kind of local customer satisfaction research work helps us in the design as well, and helps us with strategy.”

The research ascertains what any given store’s customers like about that store, and also what they like about other stores. Projects also consider each member’s expertise and their goals.

One interesting common discovery from all of that experience is that a lot of Do it Best members who have built their business around building materials and contractors have opportunities

Everything is connected today.

Your brand touchpoints are always on display. And if you’re going to redesign your store, your website needs to have a similar look and feel and experience.”

— Brian Kimball, Do it Best Corp.

in the home center format.

And many times, the opportunity exists to attract DIYers without losing their core contractor customers.

“In the last couple of years, we’ve seen a lot of those projects, and it’s a trend throughout the entire industry,” he said.

For members who pull the trigger on a

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

remodel, a major concern is interruption of business. Kimball says the Do it Best teams — including Retail Performance team — vave learned to minimize disruption through quick resets and work that extends beyond store hours.

Cost, of course, is also a factor. And here, Kimball points to the financial value of a full development project — “they’re typically looking at a 17% increase in sales,’ he said. Some more, some less.

And it’s not unusual for a store to have multiple years of double-digit sales gains.

In a world where the shopping experience almost always begins with a glowing screen, the store remodel needs to also extend to the digital realm.

Interconnectivity, he said, is one of the biggest trends in store design.

“Everything is connected today,” he said. “Your brand touchpoints are always on display. And if you’re going to redesign your store, your website needs to have a similar look and feel and experience.”

A successful store remodel or store development project allows for differentiation in a crowded and changing retail landscape, he said. “It’s getting more and more important for a store to be known for something,” he said. “I think there’s more pressure now to be known for something special, whether that’s an unbelievably good paint department or an unbelievable lawn and garden department.

If you’re just an average home improvement store, that’s a tough proposition.”

HBSDealer.com

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DO IT BEST REPORT

Four stores, four singular commitments to design details, including the reclaimed wood accents. “Customers love it,” Sharona said. “It’s fresh. It’s inviting. It’s way more than they were expecting. We hear comments all the time like: ‘This is something you see in the city, not in Carrollton.’”

M&M building supply

When husband-and-wife store owners Sterling Hudgins and Kathryn Tatterson transformed an old grocery store into their 11,000 sq. ft. fully-loaded home center here in coastal Virginia, they wanted the design to reflect the store’s community ties. That explains the unique, nautical-themed custom-made front counter with a salvaged mast and a replica stern of “Miss Mathews.”

“It’s just part of the local culture that we Wood Shed Lumber & Hardware Supply in Carrollton, Mo., began its store-development journey with market and demographic analysis.

C

ustomers are changing, competition is growing.

That’s the situation facing independent hardware retailers across the country. More than ever, the need to differentiate is paramount.

Here are four cases in point.

These very different stores share some common attributes, including an understanding of their markets, and assistance from Do it Best’s Signature Store Design team.

Wood Shed Lumber & Hardware Supply

Owners Sharona and Cecil Eiserer bought a 60-year-old business in Carrollton, Mo., in June of 2016.

Sharona described the previous business as a “typical lumber and

38

hardware store.” The new-to-the industry owners knew they had to do something if it the venture were to thrive. First step was research.

“We learned a lot,” she said. “No one before had realized that we had so many female shoppers of all ages as a potential customer base.”

And another thing: “We didn’t want our building to look like everybody else’s,” she said.

In January, they unveiled the new 22,000 sq. ft. store — Wood Shed Lumber & Hardware Supply.

An impressive cedar porch greets incoming shoppers. And once inside, a steel roof salvaged from the original building maintains the store’s architectural tradition.

Cecil is a builder by trade who turned his talents to unique

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

A one-of-kind checkout at M&M Building Supply in Mathews, Va., makes a strong statement in a seaworthy community.

HBSDealer.com

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DO IT BEST REPORT wanted to bring into the store,” said M & M Building Supply’s Morgan Hudgins, daughter of the owners. “It looks like your typical work boat here, and both my dad and grandfather grew up fishing.”

The Mathews, Va., store, the third for the Hudgins family, celebrated a grand opening May 4.

Sterling built the Miss Mathews counter from scratch and a salvaged mast. Meanwhile, Do it Best’s store designers and retail performance team provided ideas to incorporate new floors, lighting and fixtures. Customers love it, says Morgan. “Plus they’re thankful for the product selection that allows them to shop for their home without leaving town.”

Mountain View Home & Hardware

The opening of Mountain View Home & Hardware here in King, N.C., in November 2018 marked a major departure for owners Scott and Tammy Moore. Their Virginia business, Patrick Building Supply, catered to pros. The pair knew their new location

Landrum Hardware’s new location in Landrum, S.C., enjoys parking for 37 cars. The modern store includes nostalgic touches, including a carefully crafted wooden floor in the customer service area.

called for something very different, and research identified the specific targets — women, millennials, seniors and affluent shoppers.

With help from the Signature Store Design team at Do it Best, Mountain View executed a comprehensive retail center with a large outdoor living department and a home impressions area that attracts the female shopper.

“It has your basic hardware, and then it also has a huge outdoor living

The owners of Mountain View Home & Hardware embraced home decor in the affluent community of King, N.C. The store is a far cry from their first location, pro-focused Patrick Building Supply in Virginia.

40

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

and gift area,” said Scott Moore. “We get comments that are just about all positive. The cleanliness, the layout and the location. It’s all-around positive. I think it’s pretty sharp, too.”

Landrum Hardware

Customers universally loved the vintage, squeaky-wooden-floor, downtown Landrum, S.C., store that Shawn Evans acquired in late 2013.

But there was a problem. The 3,000 sq. ft. store couldn’t keep up with the business, and neither could the twoand-half, semi-legal parking spaces.

After engaging the Do it Best Signature Store Design team, Evans decided to relocate a mile down the road in Landrum and build from the ground up. That’s where Landrum Hardware opened in October of 2018.

“Since about three hours after we hung the banner saying we moved, we have been extremely busy,” Evans said. A 37 car parking lot doesn’t hurt.

And while modern has replaced vintage all across the store, Evans installed an intentionally squeaky wooden floor up to and around the customer service desk.

And it’s been working.

“For all the nostalgia for the old store, the support here has been tremendous,” he said. “They appreciate the inventory, the accessibility and just getting in the door. It feels really good to bring that to the community.”

HBSDealer.com

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MARKET INSIGHTS

Behind BMC’s run of acquisitions

W

hen BMC Stock Holdings acquired Heritage One Door & Carpentry in September, President and CEO David Flitman provided some color: “Growing and strengthening our value-added offerings is a key part of our strategy.”

Heritage One is a supplier of prehung doors, millwork, hardware and finish carpentry services in Sacramento, Calif. It serves single-family and multifamily builders and contractors and was formed in 2012 from the combination of Gardemeyer Finish Carpentry and Sacramento A-1 Door.

The deal significantly increased the size and capabilities of BMC’s millwork, doors and windows business in Sacramento, and the surrounding markets. It also marked the company’s fourth completed acquisition in 2019.

Other recent acquisitions: In August, BMC acquired Kingston Lumber in Kingston, Wash.

In February, BMC acquired Locust Lumber, in Charlotte, N.C. In January, BMC acquired Barefoot & Co., also in Charlotte, N.C. Net sales for Heritage One for the

NEW

12 months ended June 30, were approximately $65 million. All four acquired companies have combined annual sales of nearly $200 million.

(Financial terms of the deals were not released.)

Based in Raleigh, N.C., BMC had sales of nearly $3.7 billion in 2018. The company serves 45 metropolitan areas across 19 states, principally in the South and West regions.

“Enhancing our local scale, product offerings and value-added capabilities through tuck-in acquisitions is an important pillar of our strategy, and our pipeline of potential opportunities remains strong,” Flitman said, at the time of the company’s latest acquisition.

Growth through acquisition is just one part of the company’s strategy. Flitman shared with HBSDealer his thoughts on how BMC will maintain its edge by

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Growing and strengthening our value added offerings is a key part of our strategy” — Dave Fitman, President and CEO, BMC

pointing to its four major initiatives: value (investing in innovation); excellence (driving efficiencies and enabling customer service), culture (including training and incentives), and growth (as shown above.)

HBSDealer asked Flitman for his thought’s on the next big thing pro dealers are going to have to be good at.

In an e-mail interview, he answered: “For BMC, its implementing technology solutions throughout the entire lifecycle of our customers’ projects — from initial quote and order entry, to delivery, final billing and post purchase service,” he said. “Leveraging technology ensures we operate efficiently internally, so we can deliver the products and service our customers need, exactly when they need them.”

Flitman offered the following example of technology helping the customer: “When our customers log into their MyBMC Logistics Manager accounts, the online Order Tracker tool gives realtime order status and delivery tracking 24/7 from any device. Customers are coming to expect complete insight into their account and order activity, like they are accustomed to when making purchases in other aspects of their lives. We’re continuing to explore ways to enhance transparency and offer our customers immediate access to information. Our goal is to help them save time, money and frustration.”

As consumers are changing so are the company’s builder customers. At the same time, labor cost and availability are affecting housing affordability.

“Builders are shifting toward constructing homes with smaller square footages, while utilizing consolidated portfolios of repeatable open-concept floor plans,” Flitman said. “They are also becoming more receptive to exploring innovative construction methods to amplify these

HBSDealer.com

strategies.”

That bodes well for growth of the company’s Ready-Frame, precut, smart-bundled framing solution, he said. In addition to quicker build

cycles and smaller fraing crews, the Ready-Frame system also brings to the table accuracy, and tightly framed walls that lead to improved insulation performance, he said. That’s “a major selling point to the current generation of new homebuyers.”

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Untitled-1 1

2/6/2018 10:49:5643 AM HARDWARE + BUILDING SUPPLY DEALER OCTOBER 2019

MARKET INSIGHTS their communities. In 2011, Georgiabased Howard Brothers was voted the first-ever Indie Award winner and paid it forward by sharing a portion of its prize package with a fellow finalist. Plainview, New York’s Trio Hardware & Paint earned the title in 2013—after recovering from a devastating fire with the help of supportive customers, no less.

Then, the 2017 Indie Award went to Carr Hardware, which helped its Massachusetts community get involved in Hurricane Harvey relief efforts across the country in Houston, Texas.

These past winners reflect the spirit of the Indie Award perfectly.

Local, familyowned hardware stores, lumber yards and outdoor Trio Hardware & Paint, in Plainview, N.Y. power equipment dealers build relationships with It’s clear that locally owned their communities that have an hardware stores and lumber yards impact beyond the retail market. return more dollars per sale to While turning houses into homes for their local economies than bigcustomers, businesses like yours box stores, national chains and make the community stronger, more online-only retailers. According resilient and more vibrant. to Independent We Stand’s Home This year’s Indie Award winner Sweet Home study series, local will receive a robust prize package retailers reinvest 130 percent more valued at $25,000. The package of their revenues than chains and includes a branding, advertising 676 percent more of their revenues and public relations overhaul by the than Amazon. Now, the Indie Award Meridian Group, an independently shows a different side of these owned agency based in Virginia small businesses by celebrating the Beach, Va. The winning business will other ways they give back to their also claim a certificate for $1,000 communities. worth of STIHL equipment, which is As independent hardware stores redeemable at any authorized STIHL and building supply dealers, these Dealer in the U.S., and recognition small businesses have a knack for through public relations and social building—and even re-building— media channels. Quarterfinalists

A declaration for independents

By Bill Brunelle

Howard Brothers, the inaugural Indie Award winners.

I

s your small business titleworthy? In celebration of the small business community, Independent We Stand is on the hunt for the next Independent Small Business of the Year.

This year’s Indie Award winner will receive a $25,000 grand prize package and join an esteemed class of businesses that are known for building their communities.

Now in its ninth year, the Indie Award recognizes outstanding small businesses for the contributions they make on a local level. Indie Award winners go above and beyond to support the village that supports them. Not surprisingly, several past winners have come from the hardware and lumber industry.

44

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

will receive an Independent We Stand Premium Membership, for life, which provides marketing materials, promotional support and other resources for small business advocacy.

As always, the Indie Award winner will be chosen by members of the public. Anyone—including customers, employees or business owners—can nominate their favorite small business now through October 20. Once a business is nominated, fans can vote daily to help their favorite business make it to the next round. In other words, the earlier a business is nominated, the more opportunities fans have to cast their votes.

Quarterfinalists will be announced on October 28, with semifinalist voting to follow. Finally, the Indie Award winner will be announced on

HBSDealer.com

Nov. 29, 2019. New this year, the contest timeline has been shifted to line up with the start of the holiday shopping season. The Indie Award announcement will come ahead of Small Business Saturday, which is set for Saturday, November 30.

That way, the winning business and other finalists can leverage the Indie Award program to drum up enthusiasm for their businesses ahead of the valuable retail season.

Independently owned hardware

stores, lumber yards and the like are encouraged to spread the word about the Indie Award contest. Chances are, your small business has deep roots in and tremendous support from the community. By encouraging your fans and customers to nominate and vote for your business, you can compete to have an even bigger local impact with a coveted title and a $25,000 prize package. Nominations and voting are taking place now at www.IndieBizAward.com.

Bill Brunelle is co-founder of Independent We Stand, a cause-marketing campaign sponsored by STIHL, Do it Best Corp. and PPG Paints, which is dedicated to educating communities about the importance and strong economic benefits of supporting locally owned businesses. Independent We Stand inspires small business owners across the country to celebrate their locally owned status and help consumers understand the importance of supporting them. For more information, visit www.independentwestand.org.

HARDWARE + BUILDING SUPPLY DEALER OCTOBER 2019

45

MARKET INSIGHTS

Depot reacts to Perfluoroalkyl in carpets The Home Depot said that it is phasing out Perfluoroalkyl and Polyfluoroalkyl Substances (PFAS) by Dec. 31 in the U.S. and Canada in carpets and rugs.

The Atlanta-based retailer said the move is part of its ongoing effort to monitor the environmental impact of the products on its shelves.

“Excluding PFAS from the carpets and rugs we sell is another example of our shared commitment to building a better future for our customers and the planet,” said Ron Jarvis, VP of environmental

46

innovation. The Home Depot first published its chemical strategy in 2017 and has since reduced many chemicals like formaldehyde and triclosan’s in everyday product categories.

Other moves include selling paint with low or no volatile organic compounds (VOC) and removing vinyl flooring products that contain ortho-phthalates. Fiberglass insulation products carry a 100% Greenguard Gold certification. And cleaning products within Home Depot’s Eco Options program have obtained certifications from independent thirdparty testers including the EPA’s Safer Choice and Cradle to Cradle.

The company’s chemical strategy is explained on its corporate web site as part of its over-arching strategy of reducing environmental impact. The statement on

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

chemical strategy reads, in part: “With our encouragement, our suppliers have been investing in developing environmentally innovative products. The Home Depot supports the work of the Green Chemistry & Commerce Council (GC3) through annual membership and participation in the Retail Leadership Council of the GC3, and we participated in developing the GC3’s Joint Statement on using Green Chemistry and Safer Alternatives to Advance Sustainable Products. We and our suppliers also partner with respected third-party certification organizations and environmental nonprofits that guide the home improvement industry toward safer chemical ingredient use.”

HBSDealer.com

GoFor gets concrete backing CEMEX Ventures — the venture capital unit of cement and concrete manufacturer and distributor CEMEX — announced that it has invested in GoFor Industries, a logistics marketplace for on-demand delivery of building materials and equipment for the home improvement and construction industries.

GoFor Industries is a startup with operations in Canada and the United States. The company meets the delivery requirements of distributors, retailers, and contractors with the appropriate lightweight to heavy-duty vehicles from a driver community inventory.

CEMEX did not disclose the size of the investment in GoFor. Founded in 2016, GoFor provides reliable, affordable, and timely delivery of goods to their customers and job sites. According to CEMEX, GoFor is focused on the supplier and retailer supply chain and is exploring growth across major urban areas in Canada and the United States.

Looking ahead to 2020, GoFor is poised for expansion to 20 major market areas in the United States.

“We are excited to work with CEMEX Ventures as they are an ideal partner; they bring deep construction industry experience, providing valuable insight and guidance as we scale our operations across North America,” said Brad Rollo, CEO of GoFor. Gonzalo Galindo, CEO of CEMEX Ventures, said, “With this investment, we seek to improve a critical point in the construction value chain, ensuring the efficient on-site delivery of materials.

Our open collaboration platform enables us to bring new innovative solutions and business models to

HBSDealer.com

CEMEX customers. We work to identify our industry’s challenges and position our company at the forefront of the construction revolution.”

CEMEX produces, distributes, and sells cement, ready-mix concrete,

aggregates, and related building materials in more than 50 countries.

The company’s U.S. network includes 11 cement plants and more than 50 strategically located distribution locations.

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PEOPLE IN THE NEWS Obituary: Don Wolf, iconic Do it Best leader Don Wolf, who served for more than 25 years as president and CEO of what would become Do it Best Corp. and helped grow it into a multi-billion-dollar international home improvement co-op, passed away on Sept. 11. He was 90 years old.

Wolf began his career at Hardware Wholesalers Inc. (HWI) in 1947, advancing in the company’s ranks through leadership roles in the purchasing, marketing and sales departments. He was appointed CEO in 1967, when the co-op consisted of one distribution center serving 12 states with $35 million in annual sales. By the time he retired in 1992, Wolf’s leadership and vision had helped the co-op grow to more than $1.2 billion in sales, with six distribution centers serving the entire continental United States and several foreign countries. He also led the development of the Do it Center store concept, which launched in 1981 and revolutionized the way home centers looked. With its bright colors, bold signage and dramatically improved shopping atmosphere, Do it Centers drove sales increases for store owners. Wolf played a key role in laying the groundwork for the merger between HWI and Our Own Hardware that led to the creation of Do it Best Corp. in 1998.

“Everyone in the Do it Best family is incredibly saddened by Don’s passing,” said President and CEO Dan Starr. “Do it Best Corp.

would not be the company we are without the passionate vision of Don Wolf, and the same can be said of the city of Fort Wayne.

In addition to his unparalleled contributions to our industry, his philanthropic work here and throughout the region has positively impacted the lives of thousands of people.”

Wolf played key development, leadership and mentoring roles for a number of nonprofit and charitable organizations throughout Indiana. In 1972, he co- founded and served as the first president of Big Brothers of Greater Fort Wayne and later served as president of the national board of Big Brothers Big Sisters of America from 1977-1980. Today, Big Brothers Big Sisters of Northeast Indiana stands as one of the largest chapters in the United States.

Wolf was widely respected and recognized for his contributions to his community and industry. In 1994, he received the Sagamore of the Wabash award by the State of Indiana for his leadership in helping children in need and received it again in 1995 for his commitment to elementary education. In 2013, he was awarded the state’s highest individual honor, the Sachem Award, in recognition for his lifelong contributions as a business leader and community servant.

Wolf is survived by his wife Ginny, as well as their four children, Donna, Lisa, Rebecca and Rick, and numerous grandchildren and great-grandchildren.

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OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

May named CEO of Deere Deere & Company’s Board of Directors has elected John May as a member of the board, effective immediately, and to the position of CEO, effective Nov. 4. May has served as Deere’s president and chief operating officer since April 2019. Samuel Allen will continue as chairman of the board of directors after he steps down from the CEO position. May joined Deere in 1997 and became part of the senior management team in 2012 as president of agricultural solutions and chief information officer. Last year, May was named president of the worldwide agriculture and turf division.

Tractor Supply promotes Pilkington Tractor Supply Company has promoted Mary Winn Pilkington to senior vice president of investor relations and public relations.

HBSDealer.com

Pilkington has served as the retailer’s vice president of investor relations and public relations since 2018 Central Garden & Pet names new CEO Central Garden & Pet Company, the supplier and distributor of branded and private label products for the lawn and garden and pet supplies markets, has named Timothy (Tim) Cofer as CEO, effective Oct. 14. Cofer will join the company’s board of directors and succeeds George Roeth. Roeth will retire from his management and board positions at the end of Central’s fiscal year on Sept.

28. The company also announced that

founder and former CEO Bill Brown has been re-appointed chairman of the board.

Brown succeeds Brooks Pennington III, who will remain on the board.

Keim Lumber names new president Keim Lumber, based in Charm, Ohio, has named Jim Smucker as the company’s new president. Smucker is the first non-family member to hold the position of president at Keim Lumber and has more than 25 years of experience.

Robbie Keim announced this past February that he would step down as president of Keim Lumber after more

than four years in the position.

McCoy’s manager moves McCoy’s Building Supply has named Jason Harrison as store manager of its San Antonio, Texas, store in the southeast section of the city.

Harrison has been with McCoy’s for four years starting out on the sales floor of its Kingsville, Texas, store before enrolling in the company’s Management Development Program.

Also, Tyler Montgomery has been named manager of McCoy’s new location in Bay City, Texas.

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DiamondDefense from MoistureShield

MoistureShield, a division of Oldcastle APG, a CRH Company, has introduced the DiamondDefense Coating, an all-polymer cap on its MoistureShield Vision line of capped composites. This exclusive technology provides the strongest composite cap in the industry to resist damage from scratches, stains and fading. DiamondDefense technology brings peace of mind to customers who want the look of interior hardwoods with the strength that’s needed in outdoor environments. www.solidcoredifference.com

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49

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) Aug.: 1,364,000 1400

40

1300

30

NAICS 44413

(sales in $ billions)

(sales in $ billions)

3

39.1 37.8

36.0

34.1

2.68

2.67

34.1

34.1

2.45

2.44

2.3

2.38

2 20

1200

1 10

1100

1000

0

MAY

A S O N D J F M A M J J A

2018

SOURCE: COMMERCE DEPARTMENT

JUNE

0

JULY

MAY 2018

2019

JUNE

JULY

2019

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

Single-family starts (in thousands, SAAR) Aug.: 919,000 1000

HBSDealer Stock Roundup

950

the percent-change performance of stocks based on Sept. 19 prices 30

900

BMC

20 ANNUAL CHANGE

800

750

BLDR

25

850

A S O N D J F M A M J J A SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) Aug.: 5.49 million 5.75

15

SHW

10 5

DE

TSCO

DJI

0

LOW

SWK

-5

5.5

HD

-10 5.25

-15 -10

WY -5

0

5

10

BECN 15

20

5

MONTHLY CHANGE 4.75

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

A S O N D J F M A M J J 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)

5.0 4.5

100

5.5

$2.50

Current

$2.00 80

6.0

Prior month

120

Prior year

4.0

3.7% 3.5

50

August

6.5 60

135.1

$2.67

August

Sept. 19

140

OCTOBER 2019 HARDWARE + BUILDING SUPPLY DEALER

$1.50

$3.00

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

HBSDealer.com

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