Ace rolls out YardRx, with a little help from a groundhog
26 The NLBMDA outlines its priorities
28 84 Lumber and Andersen
30 Here’s something positive: the Houzz State of the Industry report
Kate Weissmann is inspired by the spirit of the co-op
Experience Profitability
Old Masters is recognized for its comprehensive stains and finishes retail programs. We offer wood finishing products for the woodworking enthusiast and professional.
We know color and offer the stain colors your customers demand.
Dark Mahogany Dark Walnut
Carbon Black
Pickling White Weathered Wood Spanish Oak
Espresso Natural
Here's What's Online
When you connect with us, you connect with the industry @HBSDealer See more and share more when you follow us on Instagram.
The HBSDealer 10-Q Review
Only at HBSDealer.com: The 10-Q Review is your scorecard for earnings season. The interactive chart tracks the top and bottom lines of 30 leading publicly traded companies in the hardware and building supply industry.
The LBM CEO Summit Sizzle Reel
From construction to Canadian lumber and from IT to M&A, the inaugural LBM CEO Summit took on many of the major topics— both challenges and opportunities—facing industry leaders. Check out the sizzle reel in our video library at HBSDealer.com/video
50th Anniversary continues
The retro cover of the February issue paid homage to the Jan. 13, 1975, inaugural issue of National Home Center News, the forerunner of HBSDealer. The halfcentury celebration continues with special Anniversary Throwbacks every Thursday in the daily newsletter. Subscribe at HBSDealer.com/newsletter
From the Editor
In the footsteps of Pope
Editorial writers like to think that their columns of advocacy make their way to Washington, D.C., where powerful elected of cials pass around copies (sometimes laminated) of the editors’ work, which eventually works its way into speeches, bills, and, yes, the law of the land.
Of course, this is extremely rare. What actually happens is that our laminated pages are circulated among aides and interns in the nearby Rayburn House Of ce Building.
[Editor’s note: Many readers will have the opportunity to explore both the Capitol Building and the Rayburn House and other buildings steeped in political activity during the upcoming National Lumber and Building Material Dealers Association’s Spring Meeting and Legislative Conference. Turn to page 26 to see some of the event’s talking points.]
Editorial writers often keep score based on the policy changes brought about by their work. Let us review a few national topics championed by From the Editor, (and the column’s success).
The Affordable Care Act. (No impact).
Tariffs, 2022 edition. (No impact).
From the Editor vs. Corporate Transparency Act’s Bene cial Ownership Information requirement. (Negative impact.)
The CTA BOI regulation was not enforceable when From the Editor attacked it in print in January. It became enforceable as this editorial is being written.
[Editor’s note: If you’re keeping score, that’s 0 for 3.]
But the game isn’t over. The U.S. House just passed the Protect Small Business from Excessive Paperwork Act
Ken Clark, Editor-in-Chief
of 2025 (H.R.736), a bill that would delay CTA reporting requirements until January 1, 2026. According to the NLBMDA, which is supporting the bill, Senate Banking Committee Chairman Tim Scott (R-SC) is leading the effort on the Senate side to pass this legislation. So far, the legislation still remains with the Senate Banking Committee and a vote has not been scheduled.
Maybe From the Editor has been going about supporting and promoting common-sense, industry-friendly policies the wrong way.
“Men must be taught, as if you taught them not,” wrote Alexander Pope. “And things unknown propos’d as things forgot.”
Take tariffs for instance. It’s a hot issue. Our latest survey generated a record number of responses (see below).
The world will little note nor long remember what I have to say on the topic. But I wonder what “Wealth of Nations” author Adam Smith has to say about free trade and tariffs. Or Milton Friedman. Or Misters Smoot and Hawley.
[Editor’s Note: See what I did there?]
POLL RESULTS
Should the U.S. pursue a policy of agressive tariffs??
28
72
550 W. Bryn Mawr Ave., Ste. 225, Chicago, IL 60631 (773) 992-4450 Fax (773) 992-4455 www.HBSDealer.com
BRAND MANAGEMENT
SENIOR VICE PRESIDENT John Kenlon (516) 650-2064 jkenlon@ensembleiq.com
EDITORIAL
EDITOR-IN-CHIEF Ken Clark kclark@ensembleiq.com
EDITOR Robby Brumberg rbrumberg@ensembleiq.com
ADVERTISING SALES & BUSINESS
ASSOCIATE PUBLISHER Amy Platter Grant
MIDWEST & SOUTHERN STATES (773) 294-8598 agrant@ensembleiq.com
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.
connect with us
Source: HBSDealer Poll Question, n=564
Unrivaled dealer support comes from understanding a high-quality product means nothing if it means headaches to get it on your shelves. For over five decades now, we’ve built a trusted reputation for going above and beyond to deliver on the extras that make a difference. Like near-by facilities for timely product deliveries. A seasoned sales support team. Or stand-out advertising that drives higher demand for products. That’s just the beginning of a very long list that only we do. See all the other ways the YellaWood® brand has your back. Visit yellawood.com/for-dealers
What are the builders saying? Business leader was a community pillar
The latest National Association of Home Builders (NAHB)/Wells Fargo Housing Market Index (HMI) shows builder con dence is retreating after a period of positivity. The latest index dropped ve points from January and now sits at its lowest level (42) in ve months, amid talk of tariffs, heightened mortgage rates and soaring housing costs.
“While builders hold out hope for pro-development policies, particularly for regulatory reform, policy uncertainty and cost factors created a reset for 2025 expectations in the most recent HMI,” said NAHB Chairman Carl Harris. “Uncertainty on the tariff front helped push builders’ expectations for future sales volume down to the lowest level since December 2023. Incentive use may also be weakening as a sales strategy as elevated interest rates reduce the pool of eligible home buyers.”
Meanwhile, the recent NAHB/Wells Fargo Housing Market Index Survey allowed builders to weigh on the big issues they’re facing. The numbers suggest concern over interest rates remaining high, but less than last year. And the labor situation might not improve anytime soon, either.
Key problems faced in 2024 and expected issues for 2025:
Openings, closings and acquisitions
Recent updates to the HBSDealer News Map include the Builders FirstSource acquisition of Greensburg, Pa.-based O.C. Cluss Lumber & Building Supplies. The Aubuchon Company acquired Rand’s Hardware in Plymouth, N.H. And Sturdy Supply and Rental is closing in Saranac Lake, New York. For more activity coast-to-coast, visit HBSDealer.com/map
George Lester, the businessman and community leader who oversaw expansion of Martinsville, Virginia-based The Lester Group while spearheading a number of high-impact community initiatives, has died.
He was 85.
Under Lester’s leadership, the Lester Group expanded beyond Virginia into North Carolina and West Virginia through real estate, building materials and forest land management.
“His love of his community, the Lester Group business, and his care for all the employees was obvious to all that worked with him,” stated Jim O’Brien, co-chairman of the Lester Group Board of Directors.
“His legacy of generosity and dedication will continue to inspire us all.”
In 2017, Lester was elected chair of the National Lumber and Building Material Dealers Association. At his installment ceremony, he said: “Each of us is stronger when we as an industry work together and ght for our common interests.”
George Lester in 2017.
CEOs address the labor challenge
AT LBM CEO SUMMIT, THE CASE FOR INNOVATION AND OPPORTUNITY.
NEW YORK CITY — It didn’t take long for the discussion at the recent LBM CEO Summit to turn to the topic of the labor shortage. Moderator and industry consultant Ruth Kellick-Grubbs brought it up during the Leadership Insights session. Edited responses are here:
Peter Jackson, CEO, Builders FirstSource
In my opinion, we’re not going to create enough vocational schools to replace the 50, 100, 250 thousand craftsmen that have left and will leave the industry. So what is that opportunity? And this is
We rely heavily on institutional knowledge, but as soon as it disappears, people will rely more on the 3D model. And I think a [single] custom home can be rendered in 3D. Everybody can go and look and see exactly what they’re supposed to do on a large custom home. It doesn’t all have to be built in a factory. You can certainly do the panels, the walls, the oor and also some window and door installation.
And when it comes to things like the alarm systems and others, people need to know exactly how that’s supposed to be routed and where it goes on the walls. All of that can be done in 3D. And I think that’s closer to us now than ever. The only thing standing between us and there are people who don’t want to change.
where technology can make a difference. Whether it be that 3D digital twin or AI, there are ways to integrate that and to take advantage of that and recapture wasted labor hours and apply those we do have in a way that’s far better than we ever have. Therein, I think is a solution, at least in part, to the affordability question.
L.T. Gibson, CEO, US LBM Holdings
I think there are different levels of offsite components. Right now we mostly view it as trusses and panels and what else we can integrate into panels.
Steve Swinney, CEO, Kodiak Building Partners
We’re not the only ones in our broader industry with a labor challenge. Our customers are at least as concerned about labor as we are, and probably more so. And they’re looking for us to help them solve problems. So that’s an opportunity.
From my perspective, this industry is by far the most entrepreneurial I’ve ever worked in. Part of the DNA in this industry has been to gure out how to solve problems. So I think we’re in a really great position to take advantage of that and play a bigger part of the overall construction equation. Because we can step into that void and gure out ways to do things in a different way, and ultimately gain a bigger share of wallet.
Product Knowledge
Product: The A-Force ladder series
Manufacturer: Little Giant Ladder Systems, based in Springville, Utah
MSRP: $114.99 to $306.99
Knowledge: A patent-pending spreader step allows for easy setup. The A-Force375, with a removed top rung, offers more legroom for improved comfort while working and a secure handhold for quick deployment and takedown. The versatile top cap has four accessory ports, allowing workers to add accessories like the Loot Box or Strap Holder.
Safety fact: March is Ladder Safety Month.
From left, Sunny Bowman of Dakota County Lumber, Ruth Kellick-Grubbs, Gibson, Swinney and Jackson.
FASTENER FOCUS
CONNECTING THE BUILDING INDUSTRY THROUGH IT ALL
It’s dif cult to forecast the impact of international trade or the macro-economy in 2025, but the massive and growing fastener market is highly competitive. And with competition, comes innovation. The rewards of delivering the right product at the right time are immense. First of all, the United States is historically under built in terms of housing — and that’s true with or without the long awaited cuts to mortgage rates.
Other factors such as growing population, investments in the construction sector and demand from industries beyond housing are further fueling the fastener industry. Pointing to the above, San Francisco-based Grand View Research sees a global market of just under $100 billion in 2023, and anticipates a compounded annual growth rate of just under 5 percent from 2024 to 2030.
Against that backdrop, innovations are arriving in the form of design, durability, versatility, job-site speed and even retail programs to keep shelves stocked and customers educated. The fastener category has a role in just about every home improvement project—whether that project is led by a home owner or a home builder.
Maze Specialty Nails has placed its mark on the industry with 100 percent American-made nails crafted from high-grade steel for superior strength and durability. Their Double Hot-Dip Galvanized Stormguard Nails offer top-tier corrosion resistance and are ideal for roo ng, siding and decking, the company says.
Choosing the right nails for construction or home improvement projects is not just about functionality; it’s about ensuring quality, durability and aesthetic appeal, the company says.
Based in Kalamazoo, Michigan, Midwest Fastener is a family-owned hardware supplier that services customers all over the country, from Alaska
to Hawaii. “We have a long-standing reputation in the general and construction fastener aisle for being a knowledgeable, responsive and trusted partner for your hardware needs.”
“We accomplish this through a fully customer-focused approach by offering quality products and keeping commitments,” the company said. “Our national sales force is dedicated to servicing local hardware stores, lumberyards and more. Our business is your hardware.”
The company’s agship brand, SaberDrive, has been trusted by retailers, contractors and DIYers for
Maze Nails have been made in the U.S.A. since the 1800s.
over 20 years. The SaberDrive Deck screw has a premium coating - XL1500, which has been tested by the International Code Council and has been shown to exceed the protection offered by hot-dipped galvanized fasteners. It is approved for use in exterior applications and ACQ lumber. Type-17 tip, serrated threads, cleanout threads, seating nibs and a star drive head makes this screw reliable and consistent, per the company.
The construction industry is grappling with a shortage of skilled labor, forcing contractors to work with a smaller group of talent or less experienced crews.
“With fewer people to do the work, jobs are taking longer. That limits contractors’ revenue potential,” said Danielle Cook, PrimeSource Building Products Sr. Product Manager, Fasteners.
Fasteners play an important role because they signi cantly impact the time spent on projects, according to Cook. “Any given job can involve thousands of fasteners. Our customers are telling us they need fasteners that are easier to use and help their crews get jobs done faster,” she added.
Hillman gets smart
A long-standing challenge in retail is helping consumers identify the exact fastener they need, with or without assistance from store associates. For years, various technologies have attempted to solve this issue, but none have truly succeeded until now.
In partnership with Skubot Scanning Technology, Hillman developed smartPart, a revolutionary 3D scanning system designed to identify fasteners and similar hard-to- nd parts. In addition to identifying new parts, the system can work on bent, broken and rusted parts. The system works by importing fastener CAD models and speci cations into a cloud-based database, creating a unique “ ngerprint” for
The product development team at PrimeSource Building Products says it listened to those customers and have introduced products that address the need for speed. Speci cally, Grip-Rite and RailFX are innovating their product offering to emphasize user-friendly features and faster installation. These products help shorten project timelines so contractors can increase project turns, and minimize errors so jobs get done right, while reducing callbacks.
At Hillman, an investment in internal engineering expertise has been instrumental in driving innovation, with specialized resources in mechanical, reliability, package engineering, and industrial design, the company says.
Hillman operates a Toronto-based independently accredited (ISO/IEC) testing lab, as well as a satellite testing lab within the Cincinnati-based Innovation Center where product and packaging structure are developed and evaluated. To date, Hillman holds over 90 issued patents, solidifying its position as a fastener development leader.
As Hillman continues to expand its product portfolio, fasteners remain its top-selling category. The namesake brand, Hillman, is recognized by the iconic green box. The Deck Plus and Power Pro brands have set the pace for cutting-edge fastener innovation and leading consumer trends.
each part. Customers can scan their fastener at the in-aisle retail display using their smartphone, and smartPart will match it to the database, identifying the exact product and its location in the store. The store display provides a QR code to launch the web-based application. The system also suggests alternative and premium options when available.
In addition, smartPart features a search function that allows users to browse the store’s inventory for the fastener they need. This technology not only saves customers time and frustration but also assists store associates, particularly those who may not have an extensive knowledge of fasteners.
Future updates to smartPart will include a shopping cart feature, enabling customers to scan loose bulk fasteners and generate UPC codes for a faster
checkout and inventory controls. smartPart can provide endless aisle product opportunities by identifying items that can ship to store. The new technology is currently placed in select hardware and home improvement stores with widescale distribution planned for 2025.
SaberDrive’s heavy-duty deck screws.
RailFX works with any deck design, according to PrimeSource.
smartPart is a 3D scanning system rolling out in 2025.
BuildRight® Star Drive Deck Screw
FASTENER TECH TALK WITH SIMPSON
Simpson Strong-Tie has been around since 1956, but not every old dog’s afraid of learning new tricks. The company continues to innovate and invent, well beyond its bread and butter of fasteners, connectors and “structural solutions.”
Helping to lead Simpson’s charge into the frontier of cutting-edge technology is Chief Technology Of cer Udit Mehta, who shared insights with HBSDealer on how the company aims to leverage tech tactics to achieve its aims moving forward.
Q: What are some of your top tech objectives and projects right now at Simpson?
Mehta: Our digital solutions empower architects, engineers, lumber dealers, retailers and builders to create innovative, cost-effective and safe designs for residential and commercial construction. For example: Pipeline LBM is our versatile, cloudbased material management and estimating software for lumber dealers that creates bills of materials.
And Cloud Director, a cloud-based management solution for component manufacturers, simpli es operations, enhances multi-site collaboration, and increases productivity, accuracy, and compliance.
Our objective is to integrate and leverage digital technology as a key competitive differentiator for Simpson products, services and customers.
Among the several exciting initiatives lined up in 2025, we are particularly excited about data and AI use cases, cloud
native solutions, co-creation partnerships, as well as global application and infrastructure modernization.
Q: What guidance would you offer companies that are struggling to get employees and/or customers up to speed on emerging technologies?
Mehta: In today’s rapidly changing world, we all must rst and foremost embrace a digital technology mindset. Whether one is a supporter or a skeptic of technology’s impact in our lives, one thing is a fact: Today, we are all digital natives.
Taking a few simple steps can help ease the anxiety and make it easier to adjust to the fast-changing technology landscape.
Here are some tips:
Be curious about emerging technologies and what role they can play in improving your professional/personal tasks.
Collaborate with your technology teams and explore ways to participate in your organization’s digital journey.
Educate yourself with formal trainings and informal learnings on new technologies that help drive performance, ef ciency, and creativity in your day-to-day life.
Identify the right technology for your needs (there are many options to choose from) and leverage it to the fullest – don’t spend time reinventing the wheel.
(A longer version of the interview is at HBSDealer.com.)
Bulk Buckets and more at Big Timber
At Big Timber Construction Fasteners, Sales Development Manager Brent Hodgkins told HBSDealer that inconsistent ful llment and squeezed pro t margins are real problems in the construction
industry. And at Big Timber, there’s an opportunity in the challenge.
Brent Hodgkins: “We hear this concern all the time. Retailers need to know that when they place an order, they’ll get their product on time.”
According to Hodgkins, Big Timber’s focus on dependable inventory management allows the company to maintain a 98% or better ful llment rate. “Our goal is to help retailers avoid stockouts and backorders, which can lead to lost sales and dissatis ed customers,” he explains. “We take pride in delivering what we promise, and we delivered on our 98% or better ful llment rate even through the pandemic.” Hodgkins acknowledges that
competitive pricing is crucial for retailers looking to maintain healthy pro t margins.
“We understand that pro tability is a top priority for retailers, and we work hard to offer pricing that allows them to stay competitive,” he notes.
One way Big Timber supports retailer pro tability is through its new bulk bucket program, which Hodgkins sees as a winwin for both retailers and their customers. “Our bulk buckets are designed to give retailers a high-margin product option that appeals to contractors and high-volume buyers. They get the screws they need in larger quantities at prices that makes sense, and retailers see increased sales and better margins.”
Udit Mehta, Chief Technology Of cer
Montana-based Big Timber has been doing business since 1945.
TRUSS • FRAMING LEDGER • MULTI-PLY MULTI-PURPOSE
STRUCTURAL SCREWS
CODE CRUSHERS
Your customers count on CAMO to fasten the deck top. Offer the name they know and trust to take care of their structural connections below the deck.
The award-winning, code-crushing CAMO Structural screws hold STRONGER, drive FASTER, last LONGER, and perform BETTER.
StealthLock Universal Deck Clips are designed for use with grooved Surestone, composite, PVC, and hardwood boards. Featuring innovation by CAMO, these pre-assembled, one-pass fasteners allow for easy and seamless installation and are backed by a limited lifetime warranty. Surestone is a brand of Deckorators, a UFP Industries Company.
SPAX T-STAR Washer Head PowerLags with yellow zinc coating designed with low-pro le, large diameter head design provides outstanding clamping force and improved aesthetics. The T-STAR drive offers excellent bit engagement without requiring a special driver bit. Available in 1/4”, 5/16”, and 3/8” diameters.
SPAX is a brand of Altenloh, Brinck & Co. of Germany. Recognized as one of the most prominent brands in Europe, SPAX Multipurpose Construction Screws and PowerLags made their debut in the U.S. market in 1997. Since 2006, SPAX fasteners sold in North America are manufactured in Bryan, Ohio.
Grip-Rite DeckForce Exterior Wood Screws are an ideal choice for decking and fencing projects. Protected from corrosion and rust by an innovative PrimeGuard® Nano weather-resistant coating. These screws come in a variety of colors to blend seamlessly into outdoor projects across a wide range of materials.
The DeckForce Exterior Wood Screws incorporate a T-25 star drive for a secure connection between tool tip and fastener. Dual action auger threads and T 17 AutoPilot point combine for fast and ef cient installation. They’re engineered with a diamond le shank to resist backing out. The wedge-lock head provides strong compression and nibs under the drive head countersink effortlessly for a smooth, ush nish.
Hillman’s Power Pro Concrete anchor marine grade screws are designed for strength and durability in concrete and masonry materials. 410 Stainless Steel Concrete Screw Anchors are ideal for fastening into concrete, brick, block, and other masonry materials in coastal applications and marine environments. The screw is threaded to the tip for quick installation and includes a 1,500-hour gray epoxy coating for outstanding corrosion protection. They sell for about $6.99 for a box of 50.
SENCO introduced a new line of off-the-shelf framing nailers, coil nailers, triggers and fasteners speci cally designed for automation systems. The Smart-Load FramePro751XP clipped head framing nailer, SmartLoad FramePro752XP full round head framing nailer, and SmartLoad SCN65XP coil nailer mount easily to most popular bridge systems, providing dependable fastening performance for machine-driven, high-volume assembly of walls, oors, roofs and other wood construction.
The tools drive up to eight nails per second, are fabricated from high-strength metals for reduced weight and are customized for easy set-up on third party equipment/tables.
Cortex Every Trex Deck
Perfect Match
Cortex supports 100% of Trex colors and are fabricated using actual Trex boards
Perfect Performance
Cortex carries our ProjectLife™ warranty and is guaranteed to last for the life of the project
Perfect Install
Plugs come on collated strips with pre-aligned grain, making that perfect fit 50% faster
Scan to connect with your local FastenMaster representative
Trex Transcend® Lineage®
Trex Enhance®
Salt Flat Hatteras Honey Grove Tide PoolCinnamon Cove
ACE Hardware Report
Aubuchon Company solves for growth
CEO
POINTS TO A CULTURAL ADVANTAGE
Will Aubuchon has done the math.
The Aubuchon Company CEO is well aware of the low survival rate of most fourth generation companies. But speaking at the LBM CEO Summit, hosted jointly by HBSDealer and the Misura Group, Aubuchon shared insights on how his company overcame the odds, and how the Westminster, Massachusetts-based family company is solving another math-related problem — how to expand by a factor of three by 2033.
“You know, statistically, I shouldn’t really even be standing here,” he told the audience of industry leaders assembled at the New York Athletic Club. He rolled out the stats—only about 3 percent of family businesses make it to the fourth generation or beyond. Aubuchon’s journey of growth has brought it to 127 locations in 10 states, at last count.
“I like to think a big part of our success is that we started strong,” Aubuchon said, referring to the rst generation of Aubuchons—the brothers Willie, John and Arthur. “It was a generation that was known to be pioneering, ambitious and relentless in creating momentum right before the golden age of capitalism, which was a post-World War II era,” he said. Plans are in place for what can easily
be described as a golden age of expansion for Aubuchon, founded in 1908. The company believes it can grow threefold by 2033, the year that marks Aubuchon Company’s 125th anniversary.
This ambitious goal hinges on three pillars: growing core operations including business-to-business and commercial sales; strategic acquisitions; and corporate culture. And as the company grows, leadership is focused on maintaining its core values, including integrity and fairness.
“The hopes and dreams of our company are not gonna get us there alone,” he said. “We need real execution, which reminds me of the famous and real truth of [management guru] Peter Drucker— ‘Culture eats strategy for breakfast.’”
The CEO described the company’s 2023 conversion to the Oak Brook, Illinois-based Ace Hardware cooperative as an important springboard to growth. After years of competing with Ace stores, and after facing multiple acquisition roadblocks due to buying restrictions,
Aubuchon made the decision to turn to Ace, especially as it “unencumbered” Aubuchon for future acquisitions. Since joining the co-op, Aubuchon has acquired 18 more stores.
About two-thirds of Aubuchon stores are planned to be co-branded as Ace Hardware stores, and a third are
Aubuchon’s core values
Winning team mindset. Take care of each other.
The Aubuchon difference. Go the extra mile.
Communication. Listen, then get to the point.
Innovate & Change. Be adaptable (And it’s OK to fail).
Perseverance. Prepare and work hard.
Integrity & Fairness. Do the right thing.
Calling innovation
Aubuchon Hardware made the frontpage of the Wall Street Journal in March of 1992 under the headline “Aubuchon Hardware will add telephones after 60 years.”
“I’m not making this up,” Will Aubuchon said. “We did not have phones in our stores from 1930 to 1990s.” Telephones were seen at the time as a potential distraction from customer service. (“I’m thinking it might have also been a way to save some money. Who knows?” Aubuchon said.)
Late to the game with phones, Aubuchon was an early adopter of e-commerce when its rst website launched in 1996.
going to remain independent, he said. Independents will be served by EmeryJensen. Aubuchon also plans to maintain a strategic partnership with Orgill as a strong secondary supplier for all of Aubuchon’s locations.
Meanwhile, leadership development is a top priority, inspired by Gallup’s research showing that 70 percent of employee engagement is driven by direct managers. The company is rolling out a servant leadership development program — PeopleThriver—to build strong leaders at all levels.
“As I think about the purpose of the fourth generation leadership, it’s really about extending the Aubuchon tradition in new and exciting ways by inspiring a whole new generation of leaders.”
Acquisitions and new store openings are part of Aubuchon’s aggressive growth playbook.
Ace breaks ground with YardRx
A SUBSCRIPTION SERVICE WITH TIMELY HOME DELIVERY
Ace Hardware Corp., with an assist from renowned weather forecaster Punxsutawney Phil, a groundhog, rolled out Ace YardRx, a subscription service designed to deliver personalized yard care solutions directly to customers’ homes.
Ace YardRx is described by Ace as a tailored plan based on a customer’s regional location, grass type, yard size and brand or application preferences. Seasonal treatments are delivered straight to customers’ doors from their local Ace Hardware, at no additional cost, Ace said.
The co-op of cially launched the program on Groundhog Day.
“Groundhog Day is about looking ahead, no matter what the weather brings,” said Kim Lefko, chief marketing of cer at Oak Brook, Illinois-based Ace Hardware. “And with Ace YardRx we’re making it easy to do just that – prepare for
the seasons to come with personalized product bundles delivered at the right time for a beautiful yard.”
Consumers sign up for the program through their Ace Rewards account and receive a personalized package based on their location, yard size and grass type. Product recommendations include treatments for patch and repair, fertilizer, weed control, insect control and general seeding. Customers can also modify their program to address speci c issues such as fungus, certain insects or weeds.
Ace rst unveiled the concept of a subscription-based yard service back during its fall convention in 2023. At the time, CEO John Venhuizen said the program could bring a boost for its lawn and garden category, similar to how an assembly-and-delivery program boosted the co-op’s backyard BBQ category.
The lawn and garden category accounts for about $2.5 billion annually for the co-op. It’s massive, but it’s also
challenged by the limitations of weather. And there’s a long list of competitors selling similar products, making differentiation dif cult. At the 2023 convention, the CEO said Scotts, which accounts for 60 percent of the category’s sales, is a supplier that’s available at virtually every retail competitor.
The prescription for growth in lawn and garden, the CEO said at the time, 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, because all the lawn products would come from Ace. And it would boost sales, as all the products would be purchased together and upfront.
On Feb. 2, at a ceremony on Gobblers Knob, Pennsylvania, the groundhog known as Punxsutawney Phil saw his shadow. On the same day, Ace YardRx became the “Of cial Yard Care Sponsor of Groundhog Day 2025.”
ACE BY THE NUMBERS
Ace Hardware’s Consolidated revenues for scal 2024 totaled $9.5 billion, a 3.9 percent gain over the prior year. Increases were seen across many departments with outdoor power equipment, grilling, power tools and generators showing the largest gains.
Ace Hardware recently introduced Ace YardRx.
In Cobleskill, N.Y., recent acquisition Noble Ace Hardware will be rebranded Aubuchon Ace Hardware.
Regulatory Update
Policy priorities
NLBMDA AIMS FOR A RESILIENT HOUSING SECTOR, AND MORE.
The National Lumber & Building Material Dealers Association (NLBMDA) has released its 2025 National Policy Agenda in an effort to outline pressing priorities for the LBM industry in the coming year.
The 2025 agenda highlights NLBMDA’s efforts to advance legislation that supports small business growth, including advocating for the extension of several key tax provisions set to expire at the end of this year. This year, housing affordability remains a central focus of the group’s policy agenda, along with eliminating or mitigating regulations and red tape.
“NLBMDA is focused on tackling economic challenges through federal initiatives that not only bolster America’s small businesses but also foster pro-growth policies and favorable regulatory conditions that promote job creation and a support a resilient housing sector,” wrote Mark Zemrowski in the agenda’s opening letter to policy makers. Zemrowski is chair of the NLBDMA and COO of Von Tobels, a building materials supplier and home design center in Northwestern Indiana.
it will nd common ground in Congress and the White House. “NLBMDA is aggressively working with policymakers to identify areas of collaboration to advance the federal legislative and regulatory policies of the association and to promote the growth of the LBM industry,” Paine said. The agenda is organized in chapters including housing construction, energy, transportation and workforce policy. Highlights and principles from the 20page National Policy Agenda include:
Housing & construction: NLBMDA believes any reform of the housing nance system must maintain a federal backstop to ensure that 30-year, xed-rate mortgage and reliable mortgage nancing remain readily available and affordable.
“We urge the federal government to work with stakeholders on advancing policies that ease supply chain challenges, reduce regulatory red tape for small businesses and homebuilders, and address labor shortages that continue to impact the U.S. economy and housing markets,” he wrote.
NLBMDA President and CEO Jonathan Paine said the industry is optimistic that
Tax & economic policy: NLBMDA supports the mortgage interest deduction and opposes efforts that would eliminate or substantially modify it.
Legal reform: NLBMDA supports liability reform legislation that would preserve victims’ access to courts while holding sellers harmless when they have not acted negligently in the design, manufacture, sale or installation of a legal product.
Workforce policy: NLBMDA opposes federal regulations that prohibit or restrict employers from entering into non-compete agreements with their employees.
Immigration reform: NLBMDA supports mandatory use of E-Verify by employers to ensure that undocumented workers
Heading to the Hill
The NLBMDA will host its 2025 Spring Meeting & Legislative Conference April 1-2 in Washington, D.C.
On the agenda is House Majority Whip Tom Emmer (R-MN), who will be a featured speaker at the Washington Brie ng Breakfast on April 2.
Capitol Hill and Federal Agency visits are also highlights of the annual event. Learn more about the event at Dealer.org.
do not displace American workers and provides employers’ con dence in hiring workers while reducing paperwork burdens, but it believes that any requirement should have an appropriate phase-in period for small businesses.
Trade: NLBMDA supports reaching an agreement on the longstanding U.S.Canadian softwood lumber dispute that brings stability and predictability to the pricing and availability of softwood lumber without the imposition of duties. Additionally, we strongly urge the United States Trade Representative and the Secretary of Commerce to consult with all stakeholders, including retailers and consumers of lumber products, in future discussions regarding any terms of trade in softwood lumber between the U.S. and Canada.
Tariffs: NLBMDA opposes tariffs on steel and aluminum imports as it increases construction costs, decreases housing affordability, and can cause an unnecessary trade war that harms consumers.
NLBMDA’s 2025 policy agenda focuses on affordability and cutting red tape.
8-10, 2025
The 2025 ProDealer Industry Summit is a partnership between HBSDealer and the National Lumber and Building Material Dealer Association.
This premier event is dedicated to LBM Dealers, Distributors and Suppliers. The foundation of this summit is built on networking and education. Industry professionals share business solutions and strategy for today's challenges while looking toward the future.
This year experience Louisville's vibrant lumber industry firsthand with an exclusive tour of Falls City Lumber.
84 Lumber and Andersen
A STYLISH OPENING IN ANNAPOLIS, MARYLAND.
Here in the city known as the Sailing Capital of the U.S., and home of the U.S. Naval Academy, 84 Lumber’s showroom offering is sailing along in style with a special relationship with Andersen.
The Eighty-Four, Pennsylvania-based LBM leader opened its latest 84 Andersen Showroom in Annapolis, marking the second such facility and strengthening its collaboration with the window and doors giant.
“We’re thrilled to announce the opening of our newest 84 Andersen Showroom in Annapolis,” said Area Manager Clint Vance, 84 Lumber. “This new location is truly special as it provides us with the perfect environment to connect with current and new customers and offer an exceptional experience. We’ve carefully curated a wide range of Andersen Windows & Doors products. Our goal is to help builders, architects, homeowners and designers make informed decisions on their next project while providing them with top-tier service.”
84 Lumber also operates an 84 Andersen Showroom in Rockville, Maryland. A third such collaborative approach with the window manufacturer is planned to open in Pittsburgh, Pennsylvania, in May.
In Annapolis, the 1,350-square-foot showroom features an extensive array of Andersen products, including the 100 Series, 200 Series, 400 Series, A-Series, and E-Series product lines, and Andersen Big Doors. Guests can explore offerings such as pocketing MultiGlide doors with powered functionality, a custom pivot door, and a custom LiftSlide door. The showroom also highlights various replacement window con gurations, catering to homeowners, builders and designers seeking quality and customization.
“The space is available for all customers, trades, architects and designers, and can also be used for meetings and training sessions,” Vance added. “Visitors are welcome to schedule an appointment or stop by if they’re in the area.”
Located at 111 Chinquapin Round Road in the Annapolis Design District, the showroom operates Monday through Friday, from 8 a.m. to 3 p.m.
The showroom is designed for builders, architects and homeowners.
Cross sections of Andersen windows on display in Annapolis.
This year, we recognize the fearless trailblazers who are shining as leaders and shattering expectations, driving the industry toward a brighter, bolder future. Join us as we celebrate the exceptional women who are shaping and
From Houzz, a state of the industry update
More than 3 in 5 rms in the construction and design sectors have a positive business outlook for 2025, with 60% to 73% reporting having a good or very good outlook.
Those are the over-arching ndings from the 2025 U.S. Houzz State of the Industry report. Houzz.com is a website that connects homeowners with home professionals. The company’s survey of 1,537 U.S. residential renovation businesses asked respondents about 2024 results and expectations for 2025 elded November 7, 2024 to December 15, 2024.
Specialty contractors and general contractors are expecting double-digit
revenue growth in 2025 (average growth of 12.4% and 11.3%, respectively).
Architects, design-build rms, interior designers and landscaping and outdoor service rms also expect a high growth rate (9.1% to 9.4%).
Strategies to support greater revenue growth include bringing in larger-budget projects, adjusting pricing structures, and offering new products and services.
Labor shortages anticipated to continue.
Labor shortages will continue to be a persistent challenge, as six out of the seven industry groups predict. Expectations for rising labor costs in 2025 are also prevalent across the industry, particularly among specialty contractors (57%) and design-build rms (56%).
Product and material costs expected to rise. While the availability of products and materials is expected to remain largely unchanged, more companies across the seven industry groups anticipate costs to rise in 2025 than expect them to decrease. The sentiment is most widespread among interior designers and specialty interior service
Perma-Column® precast deck posts and FootingPad® composite footings are recognized by industry professionals as the innovative solution to faster deck foundations. Eliminate the hassles of mixing and pouring concrete, waiting for it to cure, then waiting for additional inspection. ICC-ES certified for code compliance ... you can begin building on the same day.
rms (59% each), closely followed by construction businesses. Speci cally, 58% of general contractors, 56% of design-build rms and 56% of specialty contractors expect product and material costs to increase.
Bullish on demand.
More than half of businesses across industry groups anticipate heightened demand for their services (51% to 77%). Businesses in the design sector are most bullish, led by specialty decorating service rms (77%), architects (67%) and interior designers (58%). In the construction sector, design-build rms are the most con dent (62%), followed by general contractors (57%) and specialty contractors (52%).
Boise Cascade points to investments
In January 2024, Boise Cascade announced a $140 million commitment for improvements in its Louisiana and Alabama manufacturing facilities. That investment is beginning to produce results, supporting and growing with customers across the U.S. and Canada, the company said.
In Oakdale, La., a $75 million investment is underway to enhance reliable veneer production through equipment refurbishment and replacement.
Veneer is the main building block for BCI Joists, Versa-Lam LVL beams, headers, columns, and plywood products. By upping production capacity, the company said its customers will
have more dependable access to Boise Cascade products.
Additionally, Boise Cascade said its Thorsby, Ala., facility, which also produces Versa-Lam LVL, is getting a new BCI Joist line to expand production capabilities. The new line is expected to be operational in early 2026.
On the heels of the addition in Thorsby, the Chapman, Alabama, facility is converting an existing plywood line into a parallel laminated veneer (PLV) line. The new PLV panels will be used to make Versa-Lam LVL and anges for BCI Joists. Expanded production in Chapman will make the most of its BCI joist capabilities in Alexandria and Thorsby to reliably deliver products, per the company.
“Increased production capacity means your projects can stay on track and keep your business competitive,” the company said.
Boise Cascade is upping production in Louisiana and Alabama.
Top Women Profile Series
KATE WEISSMANN, LBM ADVANTAGE
Kate Weissmann was waiting tables and tending bar before she answered an ad in a newspaper to provide counter help at a lumberyard. Who could have predicted that from that beginning would grow a 35-year career in the lumber and building materials industry?
“So, there I was in 1986, dusting shelves for Windsor Building Supplies in Poughkeepsie, New York,” she told HBSDealer. Then came an offer from a contractor to help answer phones. It wasn’t long before she was delivering materials and reading blueprints. After several more career twists and turns, today Weissmann manages a sales territory from New York to West Virginia for LBM Advantage, the Windsor, New York-based LBM co-operative.
“For me it has always been about going beyond the job description,” she said. “And it’s a line I’ve shared with my kids: ‘Don’t be limited by your job description.’ And I kind of always have felt that way.”
Weissmann entered the Top Women in Hardware & Building Supply class of 2024 in the “business excellence” category. Here’s a line from her nomination form: “Throughout her career, Kate absorbed invaluable industry wisdom and decorum, such as the signi cance of building personal relationships and the importance of respecting industry norms. She embodies the essence of perseverance, innovation and leadership.”
In her current role, she’s responsible for a territory generating more than $1 billion in sales in back-to-back years across six states.
Part of her drive comes from a deep appreciation for the relationships that seem to be particularly strong in the world of co-operatives.
“When you’re working for a co-op, we’re very aware that it’s our stockholders’ money,” she said. “When I’m renting a car, when I’m taking a member out for dinner, when I have a lineitem expense, it essentially comes out of the stockholders’ rebates. And when I started back in 1989, we were keenly aware that we worked for a co-op, and we never took that for granted.”
Today she’s the only female on the member-development team, but she doesn’t spend a lot of time thinking about genders
“If you don’t ask, you won’t know. How many people out there don’t ask for the order? Don’t ask for more information? You need action to succeed in this business.”
—Kate Weissmann
in the workplace. That wasn’t always the case. “Believe me, back in 1989, when we answered the phone, I’d hear comments like, ‘Sweetie, put one of the men on the phone.’”
It took only a couple years before that script was ipped to something like: “Put Kate on the line, please.”
Like most careers, Weissmann has had her mentors, including Tom Molloy, EVP of products and programs. She worked for him in 1989 at ENAP, the forerunner of LBM Advantage. And she continues to work with him. “He shows you how to work hard by demonstrating hard work,” she said. “He’s one of those leaders that makes you want to be a better person.”
Along the way, through mergers with PAL and IBSA, through ups and down of the market and pandemic disruption, she picked up an invaluable piece of advice: “If you don’t ask, you won’t know.”
“How many people out there don’t ask for the order? Don’t ask for more information?” she said. “You need action to succeed in this business.”
She’s found another important path to success is an all-in mindset. Her motto is “How can I help?” And the mindset is “what will it take for you, sir, to give me that order, to apply for co-op membership?” she said. “It’s working on your day off. It’s all of the above.”
The LBM Advantage representative is also an ambassador for the hands-on, people- rst industry. “Yes, there’s been some competition with online sources and Amazon, the 800-pound gorilla in the room,” she said. “But this industry is going to thrive because people are always going to want to touch and feel the building materials that they choose when they build their dream homes. And we’ll thrive because we’re building communities.”
“It’s a great industry.”
The Pittsburgh Paints Company appointed Brian Carson as chief executive of cer. Carson was most recently president and CEO of AHF Products, a manufacturer of hard surface ooring. Carson said: “Our strategy is to prioritize building strong partnerships, fostering open communication and delivering innovative offerings to drive long-term growth and success.”
At Boise Cascade Company, Joanna (Jo) Barney was named executive vice president of its Building Materials Distribution division. In this role, Barney will oversee the company’s 40-plus distribution facilities, including millwork and door shops, across the U.S. Barney joined Boise Cascade in 2005.
At Georgia-Paci c, David Neal, formerly president of gypsum, will become the company’s executive vice president of building products effective in March. In this role, Neal will help lead one of the world’s leading building products manufacturers. Neal will succeed Andy Konieczka, who will retire in early March following a long career with Georgia-Paci c and its parent, Koch Inc.
Pennsylvania-based Benjamin Obdyke has promoted George Caruso to the role of president. Caruso had served as the company’s chief operating of cer for the past ve years. According to the company, he played a key role in leading the company’s transition to an Employee Stock Ownership Plan.
Snavely Forest Products, a wholly owned subsidiary of MacArthur Co., has hired David Yessian as general manager of its Dallas location. Yessian brings 35 years of experience in the building materials industry to this role, most recently serving as vice president of supply chain at US LBM. He also spent 20 years at Foxworth-Galbraith Lumber Company in various purchasing positions.
ECI Software Solutions appointed Brian Hildebrand as chief information of cer. Hildebrand, who was been with ECI since 2015, will be responsible for developing and implementing ECI’s IT strategy and overseeing the organization’s entire technology infrastructure.
