HBSD Nov/Dec 2023 by ensembleiq

NOVEMBER/DECEMBER 2023 Volume 49 No. 10

TOP WOMEN IN HARDWARE &

THE 2023 CLASS OF

BUILDING SUPPLY

11-12.23

STORY 18 COVER Mission Possible: Top Women in

Hardware & Building Supply

The industry showed up and showed out in Chicago as Top Women in Hardware & Building Supply continued its pursuit of opportunities and equity. 20 Rising Stars award winners

INDEPENDENT PROFILE

28 Straight off the nomination forms: Praise for Top Women

14 By Air or By Sea: Browne’s Home Center, on San Juan Island off the Washington State coast, is the fourth TAL location to receive a major makeover.

30 Business Excellence honorees

FROM THE EDITOR

A ‘Shrining’ example of philanthropy, from the leader of Ferguson Lumber.

NEWS & ANALYSIS

IN EVERY ISSUE

10 Lowe’s adjusts its price promise as DIYers pull back on discretionary spending.

12 Cyber-attack preparedness poll results. ABC Supply’s new API interface system.

Here’s What’s Online

10 Product Knowledge 42 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 in the United States: $132 one year; $240 two year; $17 single issue copy; Canada and Mexico: $180 one year; $342 two year; $20.40 single issue copy; Foreign: $180 one year; $342 two year; $20.40 single issue copy; in all other countries (air mail only). Digital Subscription: $75 one year; $140 two year. 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 © 2023 by EnsembleIQ. All rights reserved.

4 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

It’s more than an insurance policy.

Pennsylvania Lumbermens Mutual Insurance Company (PLM) goes beyond providing coverages with an emphasis on preventing and reducing losses to safeguard our customers' operations. We allocate much of our resources to this purpose -- to provide our customers with valuable, industry-speciﬁc knowledge and services to help them protect themselves, their employees, and their businesses. Our Loss Control Representatives are experts in all aspects of risk management, especially in the lumber and wood industry. They partner with our customers through consultative services, helpful recommendations, and custom training plans to help mitigate areas of risk and build safer and more resilient lumber businesses.

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Expect more from your insurance policy with access to PLM’s Loss Control Representatives who are committed to the safety of your business. Request a quote at www.plmins.com/HBS.

Here's What's Online See more and share more when you follow us on Linkedin.

It’s a showroom showcase HBSDealer’s new Top Showrooms feature celebrates the business of design. Visit HBSDealer.com/top-showrooms for highlights form Alleghany Millwork & Lumber, Malone Home Center, 84 Lumber and more. And share with us your Top Showrooms story at acarlo@hbsdealer.com.

Location, location and location Updated regularly from press announcements, external media reports and original reporting, the Interactive News Map tracks openings, closings and acquisitions from across the hardware and building supply industry. Visit hbsdealer.com/map.

The 2023 Field Guide to Fasteners Top brands share the latest on products, trends and insights surrounding the business of fasteners. HBSDealer has teamed with industry leaders to present this interactive package of Interviews, videos, photos, demonstrations and more. Visit: hbsdealer.com/field-guide-fasteners-2023.

When you connect with us, you connect with the industry @HBSDealer

6 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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From the Editor 550 W. Bryn Mawr Ave., Ste. 200, Chicago, IL 60631 (773) 992-4450 Fax (773) 992-4455 www.HBSDealer.com

A golden heart in lumber AND A ‘SHRINING’ E X AMPLE OF PHIL ANTHROPY

oe Collings didn’t come looking for publicity. But here it is. And it’s for the kids. The owner of Indiana-based Ferguson Lumber and past chairman of the National Lumber & Building Material Dealers Association has simultaneously risen to a position of leadership within the Murat Temple in Indianapolis and the greater Midwest. He’s the Illustrious Potentate of the Murat Shrine, part of the Ancient Arabic Order of the Nobles of the Mystic Shrine, embracing “fun, fellowship, and philanthropy.”

Joe Collings, the Illustrious Potentate, driving in the Indy 500 Festival Parade

Fun and fellowship come easy. But the philanthropy part takes serious effort, and has brought serious results. The Shriners hospital system — 22 strong — is just over a century old, and the largest subspecialty hospital in the country. “These facilities are for kids to age 18 who have a need, regardless of their ability to pay,” Collings said. The Shriners Hospitals for Children are designed to improve lives through a three-part mission: caring for

BRAND MANAGEMENT SENIOR VICE PRESIDENT John Kenlon (516) 650-2064 jkenlon@ensembleiq.com EDITORIAL EDITOR-IN-CHIEF Ken Clark kclark@ensembleiq.com

Ken Clark Editor-in-Chief

patients, conducting research to develop new treatments, and providing education for physician and healthcare professional. He described some of the magic: “We transport children and family to their appointments with Shrine equipment, our transportation unit, meals if necessary,” he said. “Our Shriner clowns go and visit hospitals, and they cherish their hospital relationships. That’s one of the core values of being a Shriner.” Others have noticed Joe’s values. Do it Best CEO Dan Starr pointed to Collings’ “unwavering commitment and service. His leadership reflects a lifetime dedicated to making a positive impact in his community and in the state of Indiana. Joe is an excellent example of how independent entrepreneurs build up the communities they serve.” Jon Sipe, of United Marketing Force, is a fellow Murat Shriner. Jon says this about Joe: ”Here’s an example of an independent dealer going out to help other people in the world. And if you’ve ever been to one of those hospitals, it’s just unbelievable to see what they’re doing for children who desperately need help.” It’s all for the kids. “I grew up in a philosophy that service above self is what we’re here for,” Collings said, modestly. That’s the kind of Golden Heart that deserves illumination. Find out more about our Golden Hammer/Golden Heart program at HBSDealer.com/ events.

8 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

LBM EDITOR Andy Carlo acarlo@ensembleiq.com HARDWARE EDITOR Tim Burke tburke@ensembleiq.com ADVERTISING SALES & BUSINESS ASSOCIATE PUBLISHER Amy Platter Grant MIDWEST & SOUTHERN STATES (773) 294-8598 agrant@ensembleiq.com REGIONAL MANAGER Greg Cole NORTHEAST & GREAT LAKES STATES (317) 775-2206 gcole@ensembleiq.com DESIGN/PRODUCTION/MARKETING ART DIRECTOR Bill Antkowiak bantkowiak@ensembleiq.com PRODUCTION MANAGER Patricia Wisser pwisser@ensembleiq.com MARKETING MANAGER Kathryn Abrahamsen kabrahamsen@ensembleiq.com SUBSCRIPTION SERVICES LIST RENTAL mbriganti@anteriad.com SUBSCRIPTION QUESTIONS contact@HBSDealer.com

CORPORATE OFFICERS CHIEF EXECUTIVE OFFICER Jennifer Litterick CHIEF FINANCIAL OFFICER Jane Volland CHIEF OPERATING OFFICER Derek Estey CHIEF PEOPLE OFFICER Ann Jadown CHIEF STRATEGY OFFICER Joe Territo EDITORIAL ADVISORY BOARD

Levi Smith, CEO, Franklin Building Supply Steve Sallah, CEO, LBM Advantage Christi Powell, Women & Minority Business Enterprise Market Manager, 84 Lumber Neal DeLowery, Store Projects and Merchandise Manager, Aubuchon Co. Brad McDaniel, Owner, McDaniel’s Do it Center Joe Kallen, CEO, Busy Beaver Building Centers Tom Cost, Owner, Killingworth True Value 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.

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News + Analysis

Product Knowledge Product: Crescent 22 oz. Steel Milled-Face Framing Hammer

Lowe’s adjusts its price promise

Manufacturer: Apex Tool Group

AS DIYERS PULL BACK, THE GIANT RE TAILER STRENGTHENS ITS MESSAGE.

As comp-store sales declined 7.4 percent in the third quarter, Lowe’s revealed a number of initiatives to boost customer traffic and sales, including a “Lowest Price Guarantee” program. Exclusions apply, of course, including lower prices outside a ZIP code, and lower prices at a different Lowe’s store. But the tagline is simple and clear: ”Found a lower price? We’ll match it.” According to Lowe’s CEO Marvin Ellison, the new program and slogan are designed to reach value-conscious cus-

tomers against the backdrop of a greater-than-expected pullback in DIY discretionary spending. The old price promise, just wasn’t cutting it, he said. “Our research indicated that we needed a more simplistic straightforward message to the customers about our value,” Ellison said. “We had something that was a little too cute called a “price promise” that I think was way too ambiguous. And we decided just to keep it simple and stand by the fact that we will support the lowest price in the industry on the products that we sell.” The Lowest Price Guarantee works like this: If customers find a current lower price on an identical in-stock item from another local retailer, Lowe’s will match it. Customers need to present the website, ad, printout or photo to a store employee who can validate it.

Rivalry Watch: HD vs. LOW

Comp-store sales comparison for U.S. stores 8 HD

LOW

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-7.4

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22Q1

22Q2

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Knowledge: The Crescent Steel Milled-Face Framing Hammer features an innovative VibeGuard technology that reduces vibration by 70 percent. This hammer also boasts an oversize strike face – a 15 percent larger “sweet spot” and balanced head to reduce mishits on the job. Also, a magnetic nail starter holds nails securely under the hammer head for quick-and-easy jobs. MSRP: $27.99 Fun fact: This Crescent hand tool is a 2023-24 Golden Hammer Award winner.

Both Home Depot and Lowe’s reported that pro customers outperformed DIY customers in the third quarter. Both giant retailers also saw pressure in some bigticket discretionary categories. At Lowe’s, 75 percent of revenue comes from the do-ityourself consumer. “Whenever the DIY customer becomes cautious, it disproportionately affects us,” said Lowe’s CEO Marvin Ellison. Home Depot CEO Ted Decker had this to say about the pro customer: While “Internal and external surveys suggest that pro backlogs are lower than they were a year ago, they are still healthy and elevated relative to historical norms.”

Source: Company reports

10 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

You can’t stop time, but you can save it.

DMSi Frameworks Built for dealers like you. dmsi.com/frameworks

News + Analysis

The new interface of ABC Supply ABC Supply said it is looking to make jobs even easier for contractors with a first-to-industry, all-access ABC API. The ABC API (application programming interface) gives customers real-time access to product, pricing, location, and account data, allowing them to seamlessly integrate ABC Supply data into their existing workflows at no cost. ABC Supply customers can sign up at apidocs.abcsupply.com to unlock “unprecedented access,” the company claims. “Our customers’ schedules are often hectic. That’s why we’re constantly

Dealer advice: Listen to your customer Todd Schryer, manager of Rivertown Do it Center in Cheboygan, Michigan, shared with HBSDealer the following front-line learning experience: On the first day of a re-opening of a store that had been temporarily closed, “a customer walked in and asked if we repair screens,” said the manager. “I said ‘no,’ and directed them to the glass shop in town that typically does them.” Twenty minutes later, another customer walked in and asked if the store repaired screens. The manager responded the same as earlier. “Two hours go by, and a customer walks in and asks if we repair screens; and I boldly said, ‘Yes, can I have your name and phone number?’ My staff looked at me like I was from Mars. Ever since, we have added up to $40 thousand dollars to our sales in the screen category,” he said. “And still building.” Read more in “The hardware-LBM balancing act” at HBSDealer.com.

A view of ABC Supply’s new API system

improving our services to make it easier for them to work with us to complete their jobs,” explained Kris Kieffer, director of

business platform and customer enablement at ABC Supply. “With ABC API, our customers can seamlessly communicate with our systems.” ABC API allows customers to pull data into their operating systems, eliminating manual entry of material orders and giving them unparalleled visibility into current and past orders to provide greater control over their workflows. With the new API, customers will be able to work when they want and how they want, as well as access the exact information that will drive faster and more accurate decision-making.

Room for cyber improvement Two years ago in an HBSDealer poll question similar to the question below, nearly half (48 percent) of respondents said they were well prepared for cyber attacks. Times have changed. And in the latest HBSDealer poll, the figure of those who describe themselves as well prepared for a cyberattack has dropped to 28 percent. Cyber security was a big topic in early November as Ace Hardware dealt with an event that impacted shipments and online orders. The Oak Brook, Illinois-based

co-op said its systems were back in business about a week after the initial report of the breach. Meanwhile, a recent survey of more than 1,000 global retail IT decision-makers from backup, recovery and storage solutions provider Arcserve, more than half (54%) of respondents disclosed they were targeted by ransomware in the past 12 months;. One-quarter (26%) of these attacks resulted in compromised data, and 25% of respondents confirmed paying ransom as a result of an attack.

How prepared is your business for cyber attacks? 38%

Medium: Good enough for now.

34%

Weak: Needs improvement.

Strong: We are prepared for attacks.

28%

Source: HBSDealer Poll Question. Nov. 2023.

12 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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Congratulations to the outstanding True Value women recognized by HBSDealer

TOP WOMEN IN HARDWARE & BUILDING SUPPLY FOR BUSINESS EXCELLENCE.

Linda Johnson Owner, Village True Value

Megan Menzer Owner, Newtons True Value

Deborah Reed Senior Manager International Sales, True Value Company

Thank you for all that you do to drive retail excellence and keep your local communities strong.

Allison Vores VP Tops True Value Hardware

Independent Profile In the CEO’s words

The new Browne’s Home Center is the fourth TAL location to receive a complete makeover.

By air or by sea THAT’S HOW YOU GE T TO THE NE W BROWNE’S HOME CENTER By Andy Carlo

y air or by sea: that’s how you can travel to Friday Harbor, the home of the newly remodeled Browne’s Home Center. Situated off the northwest coast of Washington State, Friday Harbor serves as the county seat and commercial epicenter of the San Juan Islands archipelago and is situated on San Juan Island itself. You can catch a plane to Friday Harbor — the local airstrip is actually directly across the street from Browne’s Home Center — or use the ferry system and bring your car. According to Jason Blair, CEO of TAL Building Centers (yes—TAL Building Centers and not TAL Holdings), Browne’s Home Center fits the mold for TAL acquisitions. It’s located at the county seat or largest county of a western market, but it isn’t a major metro market. In recent weeks, the Washington-based prodealer has done away with the TAL Holdings name in favor of TAL Building Centers. The name TAL itself is a nod to the company’s roots and the Tum-A-Lum Lumber banner. Browne’s Home Center is the fourth TAL location that has seen a major remodel in recent years. First acquired by TAL in 2017, the location has undergone an overhaul both physically and in its merchandising. What was once multiple retail buildings on the site has been remodeled and combined into one. TAL’s Mount Vernon Building Center in Mount Vernon, Washington handles incoming product, which is then shipped on the ferry via truckloads. Although the island has other retail outlets when it comes to hardware and building supplies, the new Browne’s Home Center carries the largest selection. The updated retail area increased from 14,000 square feet

14 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

San Juan Island is the second-largest island in the archipelago and has a population of more than 8,600 people with Friday Harbor hosting more than 2,700 people, according to the U.S. Census Bureau. “What we are shooting for is to provide as wide an assortment as possible,” said Jason Blair, CEO of TAL Building Centers. “We Jason Blair need to ensure that people on the island can shop for their needs here.” Blair points out that TAL Building Centers performs high level due diligence before acquiring a company. TAL makes sure that it’s a good business with a solid reputation and is a good cultural fit with the organization. “We bring a set of resources that were not there before,” Blair says, noting that companies under TAL’s wing receive major upgrades in regard to purchasing power, training, marketing, and human resources, among other departments. “Because we are on the island, we have the opportunity to be different than our presence in other markets,” Blair says.

to 28,450 square feet. Included within the retail space is a forthcoming 1,500-square-foot design center and a second, mezzanine level, which will host 1,500 square feet of retail space for lifestyle clothing and workwear. “We combined several buildings into one cohesive space, resulting in a substantial expansion of the home center," said Katherine Cornelius, marketing director at TAL Building Centers.

The supply chain for products at Browne’s includes truckloads shipped via ferry.

HBSDealer.com

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MISSION POSSIBLE

The industry showed up and showed out in Chicago, as Top Women in Hardware & Building Supply continued its pursuit of opportunities and equity. By HBSDealer Staff

nergy and enthusiasm were the order of the evening during the third-annual Top Women in Hardware and Building Supply awards event, which drew to a close Thursday. A night of celebration and networking was followed by a morning of education and inspiration — mixed with doses of cold reality — for those working to elevate the role of women in the industry. ”We had a record number of Top Women nominations, a record attendance and an amazingly talented collection of industry leaders join us here in Chicago to support women in the industry,” said Amy Grant, associate publisher of HBSDealer, host of the event. “There is work still to be done on the road to equity, but we are excited to see the industry come together behind the mission of the event with such an incredible enthusiasm.” That enthusiasm was apparent during the opening night awards ceremony, as well the fast-paced Thursday morning of mini-panels, Ted (like) talks and keynote speeches. Concepts were shared that could improve individual careers, as well as improve corporate teams. Do it Best’s Allison Flatjord, vice president of ecommerce, shared a handful of ideas for leaders. Among them: Know your numbers. “It is crucial for your credibility, for you being a positive leader that you know your numbers,” she said, even for those not in dollars-and-cents sales roles. “Everybody has numbers,” she continued. “How did your last email perform? How productive were you on creative

18 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

The 2023 Top Women in Hardware & Building Supply awards event attracted a record number of industry leaders to Chicago. For a night and a day, attendees celebrated, networked and supported the increasing role of women in the industry.

design? How many customers did you reach with the beautiful portfolio that you put together? You must know how the work that you’re doing is impacting your business.” Other topics included male allyship, dealing with stress, work-life balance and recruiting and retention. Karen Jones of NextUp, a non-profit organization dedicated to diversity in the workplace, shed light on challenges facing the movement. She described the pandemic as a setback for women in the workforce. “We have to ensure that we have inclusive policies and practices in our workplace,” she said. “And I can’t overstate that the things that worked for us pre-covid

HBSDealer.com

are not necessarily the things that are going to work for us after covid.” There were also voices of future leaders in a panel discussion titled “Fresh Look.” Jordan Paeth, of Franklin Building Supply, described her efforts advocating in her company for a maternity and parental-leave policy — a program slow in materializing, she said, but one which she is hopeful will eventually help attract more quality employees. Asked what it would take to move the needle forward for women in the industry Alisha Gray of Orgill, a participant on the Fresh Look panel, echoed ideas expressed by other speakers throughout the day: “Women have to be good leaders,” she said. “And a good leader is willing to help, willing to train. And show that you care as a leader.”

HARDWARE + BUILDING SUPPLY DEALER November/December 2023

IN CHICAGO: ALL RISE

Recognizing the Top Women of the hardware and building supply industry

he Rising Stars Award recognizes a talented professional with the potential to make a significant positive difference within her company and within the industry for years to come. Meanwhile, the Business Excellence honorees have demonstrated achievement, growth and success in the hardware and building supply industry; embraced education and community service, and inspired others to follow a similar path. Those were the “official” ways to describe the criteria for the selection of the 2023 class of Rising Stars and Business Excellence honorees But the nomination forms — in describing candidates’ qualifications for the award — took

RISING STARS Tabita Aguilar Talent Acquisition Manager US LBM

Picture Success: Rising Stars and Business Excellence honorees shared the stage in Chicago.

the descriptions to new stratospheres. HBSDealer Associate Publisher Amy Grant, during the awards ceremony in Chicago, shared some of the high praise for the class of 2023. “Again and again,” Grant said, “we heard comments like the following: “She is the youngest sales associate we have and she acts like a 10 year vet. She is calm, knows how to ask for the orders, and she has fun. If I could clone her I would. “She is someone who will always drive change for the better, she will always be thinking about the next big thing and continuously push the limits for the best end results. “She has built her brand as a coach, thought partner, and problem solver, one conversation at a time. Everywhere she goes and with everyone she deals with, she makes a big impression. She displays a lot of confidence in all of her interactions and sticks her ground.” Each of the 45 Rising Stars on the following pages has some combination of the skills and qualities described above. And the 46 Business Excellence honorees (beginning on page 30) combine these skills with proven results. HBSDealer salutes all of the Top Women of Hardware & Building Supply and all those working to support and develop their careers. And if you know of a candidate, share her story with us at news@hbsdealer.com.

Lyndze Baldwin Commodity Product Manager Boise Cascade Lora Ballou Market Business Manager Builders FirstSource Emily Booth Busy Beaver Building Centers Replenishment Coordinator

20 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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We have an aggressive growth strategy, and Do it Best makes it happen.

LET’S GET T G GROWING

Our merchandising and LBM expertise, distribution, retail insights, store design, and growth-driven mindset have propelled member-owner Ryan Ringer’s family business into an eight-location powerhouse. Join a company that’s committed to taking your business as far as you can dream it. Read about Ryan’s success story at doitbestonline.com/GoldBeach.

Do it Best is partnering with Ryan and his team to re-envision the Cascade store brand.

RISING STARS Mary Borrelli Assistant Manager Montana Ace Hardware Rachel Canaie Territory Sales Representative ITW Residential & Renovation Jessica Casavecchia Merchant Lowe’s

Marla Chappell Sales Director Panels Weyerhaeuser Amanda Choquet Specialty Components Designer National Lumber Clara Collins Operations Manager S.W. Collins

Jennifer Cosenza Hardware Manager Tri-Creek Home Improvement Center Jessica Crill Builders FirstSource Market Business Manager Megan Denissen Accounting Manager Kodiak Building Partners

Leanne Enck IT Training Builders FirstSource Alisha Gray Purchasing Manager Orgill Melissa Handy SVP Inventory Lowe’s

22 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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THE

BESTOFUS

2023 TOP WOMEN IN HARDWARE & BUILDING SUPPLY Congratulations to all the outstanding professionals honored as HBS Dealer’s 2023 Top Women in Hardware & Building Supply. US LBM is proud of our eight amazing female colleagues who were recognized for their contributions to our industry. Our people are what make US LBM great and these women exemplify the best of US. Pictured, top row (from left to right): Construction Manager Angie Uhall, Corporate Events Director Lindsey Elliott, Purchasing Manager Shelly Scantland and Location Manager Jessica McGraw. Pictured, bottom row (from left to right): Flooring Designer Alex Turchi, Talent Acquisition Manager Tabita Aguilar, Inside Sales Manager Megan Tepe and Communications Manager Katie McNiff. © 2023 US LBM

uslbm.com

Tina Haro Sr. National Account Manager-Builders Simpson Strong-Tie Tori Hegg Territory Manager Metrie Traci Johnson Assistant general manager Spenard Building Supply

Barbara Kennedy Design Center Sales Spenard Building Supply Nadine Khalil Assistant General Manager TW Perry Sarah Krey Merchandise Manager Do it Best

JUST BETTER. BETTER QUALITY. BETTER SERVICE. BETTER ASSORTMENT.

The Trusted Brand in Pressure Treated Lumber culpeperwood.com 24 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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RISING STARS Jamie Laubach Logistics Analyst LMC Shannon Lamonte Co-Manager 84 Lumber Jordan Lierz Paeth Director of Field Operations Franklin Building Supply

Debbie Lockwood Branch Manager Beacon Erica Luxenburg Senior Manager, Online Strategy Lowe’s Lisa Makowski VP of Marketing United Hardware

Boost Your Business Efficiency with Software Made Just for You Spruce covers you every step of the way: from quote to order to proof of delivery. If you’re running your business with manual processes, multiple systems, and generic software, you’re missing out on productivity and proﬁts. Our software is made to help lumber and building material suppliers get time back and grow.

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HARDWARE + BUILDING SUPPLY DEALER November/December 2023

Rachel Maxson Kravitz Category and Consumer Insights Manager Kwikset Angie McDermott Safety Manager Tibbetts Lumber Kourtney McLean Hancock Online General Manager Hancock Lumber

Katie McNiff Communications Manager US LBM Polly Miller Plant Manager 84 Lumber Rachel Moranelli Business Information Specialists Fein

Christy Parr Territory Sales Manager Cameron Ashley Building Products Melissa Porcaro Director Operations JRC Hardware Emily Sivick Inside Sales Representative National Gypsum

Amanda Smith-Viner Inside Sales Support Builders FirstSource Alisha Story Home Center Development Manager National Nail Kelly Sullivan Sr. Loss Prevention PLM

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RISING STARS Megan Tepe Inside Sales US LBM Amber Tidd Operations Manager Metrie Alex Turchi Flooring Designer Ridout Lumber of Cabot

Brianna Wells Ecommerce Manager Do it Best Brittany Yvon Credit Manager OMG Melissa Zellner Sr. Product Marketing Manager Baldwin Hardware

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HARDWARE + BUILDING SUPPLY DEALER November/December 2023

A SHARED EXPERIENCE How to get ahead in the hardware and building supply industry.

BSDealer’s Top Women in Hardware and Building Supply program embraces a dual mission: To encourage and support women as they enter the industry, and to help in their career advancement. The Chicago event hammered on both sides of the coin with a fast-paced half-day of keynotes, ted talks and panels. Some of the highlights are captured here:

On resilience:

Keynote speaker Dr. Deborah Gilboa, (a.k.a. Dr. G.) set the stage by describing stress as a necessary human reflex, crucial to survival. She identified nine “Resilience Skills” to serve busy executives. Among them is “Identify options.”For any challenging situation, simply pause and ask yourself, “What choices do I have?” Also on her list: “Set boundaries,” which she defined this way: “Setting boundaries is the skill of aligning your ‘yesses’ to your actual priorities.”

Throughout day two of the Top Women event at the Sheraton Riverside hotel ballroom in Chicago, attendees heard panelists and a keynote who promoted positive business practices for women to live their best work life.

On male allyship:

“I think this topic of allyship is in fact one of the most important business dynamics that were dealing with in leadership challenges today,” said Tom Eaton, of Metrie. “I think that those who commit to allyship will unlock immense shareholder value, will be able to enhance corporate strategy and build a truly engaged organization.”

On leadership:

In a seminar titled, “Leadership … Now What?,” Allison Flatjord, VP of Ecommerce for Do it Best, discussed strategies leaders can use to excel while facing ever-changing functions in their career. “The tip here, and this is really the foundation to being a successful leader, is to always remember you are there for a reason,” Flatjord said. “You are in your role for a reason.”

On work-life balance:

Lisa Makowski, VP of Marketing for United Hardware described herself as a recently converted “yes” person, which put a lot of stress on her to try and do everything. “But I set boundaries now. Make time for my family.” She added: “Prioritize what’s important to you.” 28 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

The VP cited an instance that helped her realize her work-life balance needed to improve: “My child slammed my laptop shut one day. She wanted time for just us. That was one of the most memorable moments for me.”

On challenges and mentors

Keynote speaker Talia McKinney of Bravo’s Million Dollar Listing, shared her brand of believe-in-yourself advice. She also pointed to statistics that reveal challenges for women in business. While almost seven in every ten Realtors are female—a 20 percent increase from 20 years ago—women real estate brokers and sales agents make 78 cents to the dollar men earned in 2021. “You need people to be there to hold you accountable,” she offered, “to always set goals, no matter where you are in your career. It doesn’t have to be a famous person. It can be someone sitting next to you.” HBSDealer.com

DANI ZIZAK, CHIEF MARKETING OFFICER 2023 BUSINESS EXCELLENCE

ALISHA STORY, HOME CENTERS DEVELOPMENT MANAGER 2023 RISING STAR

INSPIRING WOMEN BUILD BETTER. BRAVO DANI AND ALISHA! Your passion and determination transforms our business and our industry. A heartfelt congratulations on being named two of the Top Women in Hardware & Building Supply. Thank you for inspiring us to build better.

NATIONAL NAIL ®

BUSINESS EXCELLENCE

Recognizing the Top Women of the hardware and building supply industry Ann Balosky Corporate Manager, New Business Ace Hardware April Barringer Senior Merchant Lowe’s Laurie Becker Marketing Director Whitmore Ace Hardware

Sandy Bell Sr. General Line Product Manager Boise Cascade Laura Bower General Manager-Augusta Hancock Lumber Jodie Brixey General Manager Calaveras Lumber/Sonora Lumber

Angie Brown Sr. VP, Technology The Home Depot Laura Byrne-Harris VP Merchandising Westlake Ace Hardware Cierra Calvacca Director of human resources Southeast Building Supply Interests

30 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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CONGRATULATIONS TO OUR TOP WOMEN IN HARDWARE & BUILDING SUPPLIES. RISING STARS

Tori Hegg Territory Manager

BUSINESS EXCELLENCE

Amber Tidd Operations Manager

Lissa Cozzi (Mauksch) Director of Integrated Business Planning

Darlene Purcell Director of Operations Excellence

METRIE IS PROUD TO HAVE THESE INSPIRING LEADERS WHOSE TALENT, VISION AND IMPACT HELPS TO TRANSFORM HOUSES INTO HOMES. THEIR ACHIEVEMENTS AND CONTRIBUTIONS TO THE HARDWARE & BUILDING SUPPLIES INDUSTRY AND THE COMMUNITIES WE SERVE HAVE BEEN REMARKABLE. FOR THAT, WE CELEBRATE AND RECOGNIZE METRIE’S TOP WOMEN.

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BUSINESS EXCELLENCE Carol Dancer President Absorbent Specialty Products Lindsey Elliott Director Corporate Events US LBM Allison Flatjord Vice President Ecommerce Do it Best

Jana Gardner Sr. General Line Product Manager Boise Cascade Kari Gaviria President Madison Wood Preservers Cathy Hamilton Buyer Taylor’s Do it Centers

Linda Hawkins President AO Door Jeanne Henry National Accounts Manager Pittsburgh Glass Block Laurie Hicks Senior Director-Inventory Control Builders FirstSource

Nichole Higgins Sales Support Manager Hampton Lumber Linda Johnson Owner Village True Value Molly Johnson Project Manager UFP Retail Solutions

32 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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That includes not going behind it. The YellaWood® brand not only prioritizes our dealer relationships, but we prove it through our actions. We take great pride in our ﬁfty-plus year history of only selling to dealers and not directly to their customers. See all the other ways the YellaWood® brand has your back. Visit yellawood.com/for-dealers

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.

Cindy Kandel Divisional Merchandise Manager Hartville Hardware Chanda Leffler Director of Fasteners/Strategic Planning Metabo HPT Kirstin Lockmiller VP of Finance Prime-Line Products

Jennalee Long Retail Operations Manager Sunpro Lissa Mauksch Director, Integrated Business Planning Metrie Angie Maxwell Manager, Treated & Engineered Wood LBM Advantage

Congratulations to the 2023 Class of Top Women in Hardware & Building Supply. Koppers Performance Chemicals is a leading, global developer of innovative, patented wood enhancement technologies used in residential and industrial applications. Our products preserve, enhance and protect the beauty and performance of wood used in essential industries around the globe. Koppers cares for the communities in which we live and work, and we take our responsibility to be a good neighbor seriously. At Koppers, we know that how we treat people matters because everything we do starts and ends with people.

kopperspc.com 34 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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BUSINESS EXCELLENCE Jessica McGraw Location Manager US LBM Megan Menzer Owner Newtons True Value Yvette Patterson VP of Human Resources, East Division Builders FirstSource

Darlene Purcell Director of Operations Excellence Metrie Melanie Reaume Product Sales Specialist/Kitchens Builders FirstSource Deborah Reed Senior Manager International Sales True Value Company

Founded in 1956 and headquartered in Eighty Four, Pennsylvania, 84 Lumber Company is the nation’s largest privately held supplier of building materials, manufactured components and industry-leading services for single and multi-family residences and commercial buildings. The company operates 310 facilities which includes stores, component manufacturing plants, custom door shops and engineered wood product centers in 35 states. 84 Lumber also offers turnkey installation services for a variety of products, including framing, insulation, siding, windows, rooﬁng, decking and drywall. A certiﬁed national women’s business enterprise owned by Maggie Hardy, 84 Lumber was named one of America’s Largest Private Companies by Forbes and also made the Inc. 5000 list of America’s Fastest Growing Companies in 2022. For more information, visit 84lumber.com or join us at Facebook.com/84lumber and linkedin.com/company/84-lumber.

84LUMBER.COM HBSDealer.com

HARDWARE + BUILDING SUPPLY DEALER November/December 2023

Julie Rowan Senior Business Analyst Belco Forest Products Shelly Scantland Purchasing Manager Professional Building Supply Sarah Schrader Owner San Antonio Lumber Co.

Jessica Schwartz Co-Owner Wayland Hardware Angela Senciboy Office Manager Woodgrain Neelima Sharma Senior VP of Digital Commerce and Technology Lowe’s

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36 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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BUSINESS EXCELLENCE Melissa Tuttle Senior Director of Store Operations Lowe’s Angie Uhall Construction Manager Zeeland Lumber Shelly Wagler Owner / Manager A&R Supply

Shannon Zack General Manager San Lorenzo Lumber Dani Zizak CMO and VP of Marketing National Nail Melissa Zvonek VP of Field Services Builders FirstSource

CONGRATULATIONS on being named Rising Star in this year’s class of Top Women in Hardware & Building Supply

RISING STAR DEBBIE LOCKWOOD Beacon Branch Manager East Rutherford, NJ 18 Years of Service

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HARDWARE + BUILDING SUPPLY DEALER November/December 2023

Ace Hardware Report

Ace builds on Handyman program RE TAILERS OFFER INSIGHTS INTO A NE W RE VENUE STRE AM: HOME SERVICES.

ce Hardware Corp.’s acquisition of Handyman Matters in 2019 was seen as a potential game changer. Not only was it a new revenue stream in an ancillary sector — home services — it was viewed in Oak Brook as a potential opportunity to tap the increasingly popular do-it-for-me market. Back in the early days of the newly branded “Ace Handyman Services,” Ace Hardware CEO John Venhuizen laid out the vision for the fusion of services and retail. He presented to Ace conventioneers a chart combining “being the helpful hardware store” with “being the best most trusted provider of home preservation services.” The chart laid out the benefits of the venture: “secure more purchases from the pro.” Also, when Ace stores expand into services, the store “defends, —Eric Hassett, advances and builds the brand.” Hassett Ace Hardware The timing for the conversion to Ace Handyman was far from ideal — Handyman Matters converted to Ace Handyman Services in March 2020, on the eve of the pandemic. How’s it going now? The Ace Handyman website lists 251 participating locations. That’s up from last year, and way up from 2020 levels. According to Colette Bell, vice president of franchise development, the gains in the program are partly the result of big

trend in home improvement. “Homeowners have increasingly less knowledge about how to do simple projects around the house,” she said, speaking along with a panel of Ace store owners at the recent Ace Convention in Orlando. Eric Hassett, owner of Hassett Ace Hardware, who added services in January of 2023, described Handyman as a “huge field of opportunity.” He pointed to Do-it-for-me as a big trend: “As you look at market data, there’s a big shift from 60 percent DIY to 40 percent DIY. It’s happening in all of our categories. We decided to adopt a more commercial-oriented approach.” Kyle Sheahan, of Mutual Ace Hardware in Highland Park, Illinois, and who added Handyman in April, said his business was able to get cash-ﬂow positive very quickly. Perhaps surprisingly, the veteran retailer added: “It’s a hell of a lot easier than running a retail store, and margins are a lot better.” Ace Craftsmen provide a variety of services — 1,162 different household projects, according to the website. According to the dealers, popular projects include fixing doors, installing pocket doors, sheds, and just about everything. The key to the success of the home services model, based on a session at the Ace Orlando Convention is hiring and retaining good tradespeople — known as “craftsmen” in the program — to perform the work in the customers’ homes. Craftsman are not subcontractors, but rather hourly W2 employees. “It’s easy to find a craftsman,” said David Palmer, of Palmer Ace Hardware in River Edge, New Jersey, who added Handyman Services in February of 2023. “It’s hard to hold onto them.” Figuring out how to combine home services and hardware retailing is no easy feat. Even Home Depot and Lowe’s, with all their billions, haven’t cracked the code. But Ace Hardware is bullish on the concept. In Orlando, Venhuizen took a more emotional tact to promote the Handyman division. He said that offering home services is a noble pursuit that supports local tradesmen and tradeswomen. “Wouldn’t it be something if Ace to be the tip of the spear,” the CEO said. “Can you imagine what this would do for our business model? Could you imagine what it would do for our neighbors? Could you imagine what this could do for our current and prospective employees? What buzz that would be?”

“As you look at market data, there's a big shift from 60 percent DIY to 40 percent DIY.”

38 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

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Ace Hardware Report

At Ace, the wheels are in motion for a more differentiated lawn-andgarden offering.

Ace has a bold plan for garden growth IN ORL ANDO CEO JOHN VENHUIZEN OUTLINES THREE INITIATIVES.

he lawn and garden category is a huge chunk of Ace Hardware Corp.’s. business, amounting to $2.5 billion annually for the Oak Brook, Illinois-based co-op. But from the stage of the Orange County Convention Center here in Orlando during the kickoff of the Ace Convention, CEO John Venhuizen pointed to some of the category’s challenges. And he described a bold plan to grow in the garden through a program called “Ace Yard Rx,” – a personalized prescription and upfront sale for the customer’s year-round lawn care. Venhuizen said the idea is for Yard Rx to do for lawn and garden what assembly and delivery has done for backyard BBQ, which has grown times faster than lawn and garden and generated 22 percent compounded growth over the last five years.

40 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

Laying out the case for Yard Rx in terms of “observation, implication and solution, Venhuizen pointed to challenges observed in the category. Among them: It’s weather dependent, and it’s operationally demanding. But perhaps the biggest problem is the lack of differentiation — a problem particularly jarring giving Ace’s long-time mantra of “differentiate or die,” he said. One supplier — Scotts — accounts for sixty percent of the category sales, That’s a commendable figure. But as a product that’s available at so many different outlets, both real and virtual, selling Scotts enters the realm of me-too retaling. The prescription for growth in lawn and garden is to differentiate Ace’s service by providing a recommended, personalized yard solution to the customer’s door step, when the customer needs it. The plan is to boost market share (all the products would come from Ace) and sales (all the products purchased together.) The program introduces complexity, but Venhuizen promoted the value to the brand. He couldn’t promise to have the program fully baked by early spring, but people are working on it. Venhuizen described two other initiatives. One is to capitalize on digital search, which delivers $8 in revenue for every $1 in advertising. Ace has invested $100 million of paid search advertising, Venhuizen said. The co-op has crunched the numbers and believes there is a sizeable return available for an increased investment.

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STATEMENT OF OWNERSHIP

It’s unclear, however, how the co-op will pay for an increase in digital search, he said. But the CEO felt compelled by the economics to pursue an increase. A third initiative involves expanding Ace Home Services as a response to the growth in do-it-for-me spending over do-it-yourself spending — a trend Venhuizen described as an “existential threat.” A solution, he explained, is to “own the service” and “bring helpful to the home.” He painted a picture of Ace striving to be “the place to repair, replace, preserve, protect, fortify and beautify the home.” Inside Ace’s new Oak Brook headquarters.

Ace by the numbers Ace Hardware Corp., based in Oak Brook, Illinois, reported record third quarter revenue of $2.29 billion, an increase of 2.5% from the third quarter of last year. Ace reported net income was $130 million for the quarter, an increase of 29.2. percent from the third quarter of 2022. The company said increases were seen across a majority of departments with outdoor power equipment, power tools and lawn and garden showing the largest gains. Some of the other major metrics from the co-op’s third quarter are here:

Q3 tale of the tape Worldwide store count: 5,828 Revenue from Ace Retail Holdings (includes Great Lakes Ace Hardware and Westlake Ace Hardware): $193.9 million, up 1.5 percent Revenue from Ace Home Services Holdings: $47.0 million, up from $4.9 million Q3 same store sales: negative 0.7 percent Q3 same store sales, excluding the deflationary impact of lumber stores: positive 0.6 percent. Visits to Acehardware.com: up 24 percent Revenue from Acehardware.com: up 24 percent

HBSDealer.com

HARDWARE + BUILDING SUPPLY DEALER November/December 2023

Monthly Retail Sales, not adjusted

Residential Construction/Sales 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 (sales in $ billions)

(in thousands, SAAR) Oct. 1,372,000

NAICS 44413 (sales in $ billions)

1800 1700

1600 1500

4 45.6 43.1

43.1

43.5

40.3

42.1

3.33

3.45

3.32

3.56 3.17

3.24

1400

1300

1200 1100

1000

900

SOURCE: COMMERCE DEPARTMENT

AUGUST 2022

Single-family starts

SEPTEMBER

OCTOBER

2023

JULY 2022

AUGUST

SEPTEMBER

2023

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

(in thousands, SAAR) Oct. 968,000 1400

HBSDealer Stock Roundup

1300

the percent-change performance of stocks based on Nov. 29 prices

1200 1100

120

1000

BLDR

900

100

800

600

ANNUAL CHANGE

700

SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) Oct: 3,790,000 7

80 60 BECN

6.5 6

DJI

TSCO

SHW

LOW

5.5

-20 0

MAS

SWK

4.5

MONTHLY CHANGE

4 3.5

BECN (BEACON); BLDR (BUILDERS FIRSTSOURCE); BMCH (BMC STOCK HOLDINGS); MAS (MASCO CORP.);

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

12.0

4.0

Current Prior month

120

Prior year

16.0

3.9%

18.0

October 0.0

$4.00 $3.00

14.0

6.0

2.0

100

20.0

102.0

$3.25

November

Nov. 29

140

42 November/December 2023 HARDWARE + BUILDING SUPPLY DEALER

$2.00

$5.00

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

HBSDealer.com

Jan. 25-27

2024

See more event details!

For more information, contact us today! Pat McCutcheon, VP of Sales: 1-800-333-0520 | marketing@househasson.com House-Hasson Hardware Company: Knoxville, TN | www.househasson.com

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