200 The top
T
he 2014 HCN Top 200 What does that mean, exactly? “It’s Pro Dealer Scoreboard the boring stuff that isn’t exciting to picked up where the print,” said Jeff Donley, president and 2013 list left off — on the chief operating officer of Kent, Ohioupswing — with only a based Carter Lumber, No. 13 on the sliver of sales declines reTop 200 list. He went down the list, ported across the board, and a swellciting payroll, inventory management ing segment of double-digit gainers. and cash flow. For the third year in a row, growth Beyond the basics, a combination in residential construction boosted of people, strategy, market knowlthe numbers, and consolidation and edge, consolidation and expansion acquisitions played a role at some propelled Carter to an 18.3% sales companies — most notably Denvergain. The company finished 2013 based Kodiak Building Partners, No. with 145 locations — that’s down 42 on the list, with an impressive from 174. But the locations are more 124% sales increase. strategic and more growth-oriented. Highlights from the numbers “We looked at the markets that include: made sense on a go-forward basis • Combined sales of Top 200 comfor us,” said Donley, explaining the panies amounts to $46,665,969,187, “growth through consolidation” stratan increase of 13.7% from the previegy and pointing to a third location ous year. in the Atlanta market and a second • The median sales of the Top 200 Charlotte yard as examples. “We said, increased 10.7% from $61.5 million ‘Let’s invest our people, our time, our to $68.1 million. equipment — all of those things — in • Sales per unit increased to $6.184 places that have more opportunity for million, up from $5.551 million. growth.’ We see it as making better (Sales per employee also increased use of our resources.” substantially.) The key resource, he added, is the • 86% of companies reported people on the ground. “If you can positive sales gains, down from a get good people on board, and you record 95% a year ago, but still way empower them and support them, up from 2010 (67%) that takes care of everyand 2009 (8%). thing,” Donley said. “It’s Sponsored by Some of the highpeople who differentiate growth companies conquality companies.” tacted by HCN pointed Across the board, the to basic business blockTop 200 companies have ing and tackling. better utilized their re-
ride again By Ken Clark
Starts were up 15% in 2013, while combined sales of the Top 200 gained 14%.
NAICS 4441, building material and supplies dealers, were up 5.3% in 2013.