HBSD-0322 by ensembleiq

MARCH 2022 Volume 48 No. 3

PRODEALER OF THE YEAR:

Architects of Shared Leadership

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Product Assortment: • High-Margin Private-Label Brands • National & Regional Brands • Annual Rebates

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03/22

HBSDEALER HARDWARE + BUILDING SUPPLY

PRODUCTS

Focus on fasteners

DO IT BEST REPORT

36 38

E-commerce leads the way Hemly Hardware

TOP WOMEN

Ace’s Kim Lefko shares ‘Heartware Stories’

HOUSEWRAP

Building envelopes To help seal the deal

COVER STORY

MARKET INSIGHTS

18 Shared Leadership at Hancock Lumber

Hot metro markets for this year

Lowe’s launches DIY-U online

Mass Timber Competition: Call for entries

The 2022 ProDealer of the Year puts people first.

FROM THE EDITOR

NEWS & ANALYSIS

IN EVERY ISSUE

10 12 14 48 49

Report from Kansas

Aubuchon rebrands, goes local

Big three shows bound for Vegas

HBI’s labor shortage solutions

Stat of the Month Product Knowledge News Map People in the news Quikrete Industry Dashboard

30 Hardware + Building Supply Dealer (ISSN 2376-5852) is published monthly, except for July/August and November/December, which are double issues, by EnsembleIQ, 8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631. Subscription rate in the United States: $110 one year; $200 two year; $14 single issue copy; Canada and Mexico: $130 one year; $235 two year; $16 single issue copy; Foreign: $150 one year; $285 two year; $16 single issue copy; in all other countries (air mail only). 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 © 2022 by EnsembleIQ. All rights reserved.

March 2022 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

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

Prepare for the Summit The 2022 ProDealer Industry Summit will be live in Washington, D.C. March 29-April 2. Learn more about the networking, the content and the industrybuilding mission at prodealer.com. Connect with Top Women in Hardware & Building Supply’s Linkedin page for news, profiles and videos. And mark your calendar for the Top Women networking event in Chicago Nov. 8-9.

The votes continue to pile up Poll questions and poll results are a regular feature on HBSDealer’s daily e-newsletter. Among. The recent hot topics: inflation.

How are customers reacting to higher prices?

14%

Unfazed

23% Angry

63%

Annoyed

Source: HBSDealer poll question 2/4/2022 (n= 260)

Connect with us @HBSDealer

March 2022 HARDWARE + BUILDING SUPPLY DEALER

Poll questions and results appear every week at HBSDealer.com.

HBSDealer.com

We are proud to be a True Partner to our customers. Thank you for choosing Charlotte Pipe. We look forward to serving you in 2022 and beyond.

HBSDEALER HARDWARE + BUILDING SUPPLY

From the Editor

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

From Vesta Lee Lumber to Washington, D.C.

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

NLBMDA CHAIR JIM BISHOP LOOKS FORWARD TO THE 2022 PRODE ALER INDUSTRY SUMMIT Upon the death of his father in 1977, Jim Bishop left Kansas State University to come home to run the family business: Vesta Lee Lumber & Hardware in Bonner Springs, Kan. He’s had a memorable run ever since. “The thing that I like about my job is that we make our customs happy. When we help build their house, and they get into that house—that’s a great feeling. If you’re a funeral director everybody comes to you with a broken heart. Here, we’re making all our customers happy.” Bishop’s involvement in lumber associations began shortly after he entered the business. “The Lumbermen’s association offered health insurance at that time, and it was a really good deal,” he remembers. “The savings were twice as much as the cost of my membership.” Times have changed, but Bishop’s involvement in state and national associations has not. He is the current chair of the National Lumber and Building Material Dealers Association, planning to convene in Washington, D.C., March 29-April 2 for the ProDealer Industry Summit. “The key to the NLBMDA is that we don’t just report on what happens in Washington, D.C., we are part of making it happen,” he said. “We’re out in front, talking to the Department of Commerce, talking to the Biden Administration, talking to Congress and their staff, and making it happen.” Bishop has personally testified before lawmakers on occasions: in opposition to cumbersome paperwork requirements connected to sustainable lumber; and more recently as a witness for supply chain issues affecting housing and the building industry. (It's worth noting: tariffs were reduced shortly after the hearings.) Another regulatory victory for the NLBMDA was in opposition to the OSHA vax-or-test mandate for businesses with

Ken Clark Editor in Chief

EDITOR IN CHIEF Ken Clark kclark@ensembleiq.com, 212-756-5139 LBM EDITOR Andy Carlo acarlo@ensembleiq.com, 845-891-5108 HARDWARE EDITOR Tim Burke tburke@ensembleiq.com, 773-216-7880 ADVERTISING SALES

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

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

DIRECTOR OF PRODUCTION Michael Kimpton mkimpton@ensembleiq.com, 647-557-5075 CREATIVE DIRECTOR Colette Magliaro cmagliaro@ensembleiq.com ART DIRECTOR Bill Antkowiak bantkowiak@ensembleiq.com

Bishop’s badge of honor: from the 1902 Missouri, Kansas & Oklahoma Association of Lumber Dealers Annual.

100 or more employees. “That was a huge win for us,” he said, acknowledging assists from other groups. Bishop, who at industry events often breaks out an antique badge from the 1902 Missouri, Kansas and Oklahoma Association of Lumber Dealers Annual, appreciates the history of the industry, and takes pride in helping to advance the cause of pro dealers in Washington, D.C. Toward that end, it helps to develop connections on both sides of the aisle. He pointed to U.S. Senator Jerry Moran, a Republican, who Bishop described as “very good;” and also Representative Sharice Davids, a Democrat who has “been on our side” on multiple issues. “We have to keep fighting for all the lumberyards, no matter how big or how small,” he said. “We all have similar challenges.”

March 2022 HARDWARE + BUILDING SUPPLY DEALER

PRODEALER INDUSTRY SUMMIT MARCH 29-APRIL 2, 2022, WASHINGTON, D.C. WWW.PRODEALER.COM IN PARTNERSHIP WITH THE NLBMDA, WWW.DEALER.ORG CONTACT: AMY PLATTER GRANT agrant@ensembleiq.com, PDIS DIRECTOR OF SPONSORSHIPS EDITORIAL ADVISORY BOARD Levi Smith, CEO, Franklin Building Supply Cally Fromme, VP of communication and culture, Kodiak Building Partners Steve Sallah, CEO, LBM Advantage Wendy Whiteash, EVP of culture, US LBM Holdings Tom Cost, owner, Killingworth True Value Brad McDaniel, owner, McDaniel’s Do it Center Joe Kallen, CEO, Busy Beaver Building Centers Permissions: No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or information storage and retrieval system, without permission in writing from the publisher. For reprints, permissions and licensing, please contact Wright’s Media at ensembleiq@wrightsmedia.com or (877) 652-5295.

CORPORATE OFFICERS CHIEF EXECUTIVE OFFICER Jennifer Litterick CHIEF FINANCIAL OFFICER Jane Volland CHIEF HUMAN RESOURCES OFFICER Ann Jadown EXECUTIVE VICE PRESIDENT, CONTENT Joe Territo EXECUTIVE VICE PRESIDENT, OPERATIONS Derek Estey

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News + Analysis

Aubuchon unveils new ‘Company’ name After 114 years, Aubuchon Hardware, one of the oldest and largest hardware chains in the country, is going through its first rebrand. The 106-store Westminster, Mass.based retailer will now be known as “The Aubuchon Company,” a name that better represents the company’s multibrand growth strategy, as it looks to grow through acquisition. The Aubuchon Company currently operates six non-Aubuchon Hardware branded stores. It acquired Lyndonville Hardware Lumber & Building Materials in Vermont in December 2019. It also added Village Hardware in Virginia. And as of Jan. 1, 2022, four True Value stores in Pennsylvania. “Our goal is to build the strongest group of local hardware stores,” said President & CEO William Aubuchon IV, “and more often than not, we find the best stores locally branded and rooted in history. Thinking of ourselves as ‘The

STAT OF THE MONTH Home Depot and Lowe’s tossed around some big numbers during their latest back-to-back fourth-quarter earnings reports. Home Depot crossed the $150 billion mark for annual sales, and Lowe’s is for the first time knocking on the door of $100 billion. Home Depot emphasized the fact that it generated $40 billion of new business in the last two years. Lowes’ reported Pro customer sales increased 23%. (For more stats on the two giants, visit HBSDealer.com.) As for comp-store sales, here’s how the two fared on a quarterly basis, going all the way back to 2020.

In its future acquisition-oriented growth plans, the company pointed to several guiding principles, including: “It’s all about the people;” “Local matters more,” and to accentuate its family roots, “We’re not an investment firm.” “The fact that we don’t have an official logo with this ‘rebrand’ says everything,” Aubuchon said. “We are intentionally focusing more on the local brands within The Aubuchon Company’s group of stores. This is really more of a ‘debrand’ vs. a rebrand.”

Lyndonville Hardware Lumber & Building Materials in Vermont, acquired in late 2019, will keep its local banner.

Aubuchon Company’ vs ‘Aubuchon Hardware’ is one of many meaningful steps we are taking to be the buyer of choice for these great companies — pushing away from our own track record of homogenization to shine all the light on our local brands, including Aubuchon Hardware, because we believe local matters more.”

Rivalry Watch: HomeDepot vs. Lowe’s Comparable-store sales gain ground again in Q4 40%

Home Depot Lowe's 30

7.6% 5.1%

-10 20Q1

20Q2

20Q3

20Q4

21Q1

21Q2

21Q3

21Q4

Source: Company reports

March 2022 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

We designed every inch of our innovative SpeedGrip™ Tongue & Groove Pliers for the trades men and women who keep our country running. Made in the USA from high carbon U.S. Steel, with a push button to make fast and easy non-slip adjustments and laser-hardened crosshatch teeth that grip stronger and last longer.

News + Analysis

HBI’s offers labor shortage mitigation advice According to the Home Builders Institute (HBI), the residential construction industry must make changes to how it conducts business in order to ease labor shortages that are delaying construction timelines and rising housing costs. Ed Brady, CEO of HBI, provided the Institute’s case during a press conference at the International Builders’ Show in Orlando, Fla. A former chairman of the National Association of Home Builders (NAHB) and a second-generation home builder for more than 30 years, Brady noted that

Product Knowledge Product: ZendoZones Citronella Burner Manufacturer: Twinsburg, Ohio-based JT Eaton Knowledge: Tiki-culture-inspired package of decorative burner and three candles helps set the mood for a “portable zen for outdoor zones,” such as decks and campsites. Candles contain 3% citronella, often used as a mosquito repellent. Retails for about $13. Fun fact: Collectible series includes Luau Lilly (shown here), Hawaiian Howie, Backyard Buddah, and Surfin Stan.

the current labor problem is a “long-term structural crisis.” “We need to take a look at the traditional business model of home builders and ask ourselves whether it is properly structured to attract, retain and build the next generation of the nation’s construction labor force,” Brady said. The CEO also issued a “call to action for an all-hands and industry-wide effort to increase training, compensation, diversity, and productivity.” HBI’s most recent Construction Labor Market Report shows that to meet the nation’s housing demand, the residential construction industry will need to train and place a staggering 2.2 million new workers within the next three years. Brady laid out the following steps the industry must take to attract more workers into home building:

Recruit more women; Train and place more minority, lower-income and second-chance youths and adults; Provide trade skills education and training to veterans and transitioning military; Develop a national immigration policy that works; Change entrenched and misguided perceptions of careers in construction. Brady said that a top priority for builders and their industry representatives is to reach out to educators, middle and high school students, and those who influence their decisions.

Big three are bound for Vegas Attention road warriors: The International Builders Show and the Kitchen & Bath Industry Show will gain a new teammate in 2023 — the National Hardware Show. The move to co-locate the three shows will frontload the industry event calendar with a supersized event Jan. 31-Feb. 2, 2023. This year’s Hardware Show will take place Aprii 5-7. But next year, Beth Casson, National Hardware Show event vice president, said attendees and customers will benefit from this new combination of industry exhibits. “NHS, IBS & KBIS events have complementary product offerings that will broaden buying and selling opportunities,” Casson said. “By hosting the

March 2022 HARDWARE + BUILDING SUPPLY DEALER

show earlier in the year, this gives buyers an opportunity to kick off the year with discovery and connection, while allowing more time for critical decisions before big buying events.” The industry seems to agree. A survey of HBSDealer readers found 57% of those who identified as exhibitors approved of the move vs. 20% who disapproved. Buyers approved even more 79% vs. 14%.

HBSDealer.com

News + Analysis

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

CLOSING

AQUISITION

WASHINGTON

Tonasket Midway Building Supply, with three Pacific Northwest locations, joined the TAL Holdings family. The deal was announced shortly after TAL acquired Bayview Building Materials in Elma, Wash. Midway evolved into a well-rounded LBM dealer after it began in business in 1958 as supplier of concrete well tile.

TENNESSEE

MISSISSIPPI

NORTH CAROLINA

Unicoi

Greenwood

Mebane

Jones Hardware Store, facing a Tennessee Transportation Department of Transportation bridge project expansion that will encroach on the store’s parking lot, is closing its doors. Kirk Spradley, owner, told WJHL 11 news: “I’m just really sad.” He described the store as like a “Unicoi Community Center,” where retired friends meet in the mornings.

March 2022 HARDWARE + BUILDING SUPPLY DEALER

HomeFront Home Improvement Centers in Greenwood and Winona, Mississippi, have agreed to sell to the Central Network Retail Group, a subsidiary of Orgill. HomeFront will be rebranded and operate as part of CNRG’s Home Hardware Center brand. Home Hardware Center, headquartered in Natchez, Miss., now operates 23 stores in four states.

The Goldsboro Builders Supply Family of Companies, based in Goldsboro, N.C., acquired Mebane Lumber. Goldsboro now operates seven locations as well as other real estate and construction-related entities. Goldsboro’s other locations include Wendell, Mount Olive, Kinston, Fayetteville and Morehead City.

HBSDealer.com

THE FIRST STAIN

WORTHY

OF THE YELLA TAG. Introducing YellaWood Protector® Semi-Transparent Stain and Clear Water Repellent. It takes a whole lot to earn the right to wear the Yella Tag. Backed by fifty years of proven knowledge and quality, YellaWood Protector® products are specifically formulated by the makers of YellaWood® pressure treated pine. YellaWood Protector® products provide long-lasting, rich color and the superior protection savvy homeowners demand. All with a limited warranty against chipping, peeling, water damage, mold, mildew and color fade. Since there are no long drying times or even in-store mixing or tinting required, you’ll love how easy it is to use. Find your local dealer at yellawood.com/protector and finish like a pro.

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.

yellawood.com/protector

Cover Feature

A STORY OF SHARED LEADERSHIP Hancock Lumber: The 2022 ProDealer of the Year. By Ken Clark

aco, Maine — During a tour of Hancock Lumber’s new-from-the-ground-up lumberyard and kitchen design showroom here in Saco, about a 30-minute drive south of Portland and about an hour south of corporate headquarters in Casco, a reporter chatted briefly with Steve Rickert, the York County Maine regional general manager. “We tell all of our new hires that working here is going to be different than anything you’ve ever experienced,” Rickert said. He looked at a reporter taking notes: “You really do have a great story here.” There you have it. The pressure is on to tell a great story about Hancock Lumber, the 2022 HBSDealer ProDealer of the Year, and seventh-generation family owned business whose sawmill roots date back to 1848. The sawmill division today churns out Hancock Lumber's 11-acre Saco, Maine, location incorporates some of the best ideas from around the company.

March 2022 HARDWARE + BUILDING SUPPLY DEALER

more Eastern White Pine boards than any other mill of its kind in the world. And the growing, retail division operates 11 lumberyards in Maine and New Hampshire, plus several manufacturing facilities and design centers. It would be easy to begin the story with CEO Kevin Hancock, the award-winning Maine executive, author of business-improvement books, sought after speaker, admirer and practitioner of Lakota spiritual growth techniques, and a man who shares a fascinating story of overcoming a life-changing rare voice disorder into a journey of self-discovery and business improvement. But this story — told largely in the words of those who lead the day-to-day operation — will begin with something far less dramatic, but immensely important to the growth and culture of the $300-million company: A survey. About 10 years ago, Hancock Lumber made a decision to expand and transform its survey process from what had been focused on customers into a process that looked inward for feedback from Hancock employees. It embraced the “Best Places to Work in Maine” survey and encouraged participation from everyone in the company. HBSDealer.com

IN THIS TOGETHER: From left: Paul Wainman, Bobby Morissette, Wendy Scribner, Mike Hall, Chris Bowring, Erin Plummer, Mark Hopkins and John Muzzy.

sponsibility, stepping up. All of those things we’ve incorporated through huddles and conversations and surveys. We say everyone has a voice and is expected to use it. That sounds like such a cliché, but it’s really true.” Mark Hopkins, chief operating officer: “The people doing the work

usually have the best ideas about the work and how it can be improved. So you empower everybody to speak up and say, ‘Hey, what about this? This might be a great idea.’ Oftentimes, it is a great idea. We want to empower everybody to be thinking abut solutions and sharing their ideas. Then, if it makes sense, enact them and let whoever thought of it to lead the charge, be a cheerleader and put it into play. And that’s absolutely improved our organization.”

Erin Plummer, chief marketing officer: “With 95 percent

employee participation, the Best Places to Work survey represents the collective view of individual voices and feedback. That is the real mission of undergoing the Best Places to Work survey process—to get honest feedback from all team members, to continue to find ways to improve the workplace, and to fully commit ourselves to creating a worldclass employee experience.” Mike Hall, retail operations manager and innovation strategist: “The first few years of survey

effort didn’t produce a lot of action, but it produced a lot of data. And we just organized the data to discover what’s bugging people the most, both at the corporate level and branch by branch. And the process included talking to small employee groups, and going to work fixing things. You listen, and then you fix. And you listen, and you fix. And when you do that, the level of respect across the company just keeps rising.” Wendy Scribner, vice president of human resources:

“It’s not a top-down company. Everyone is involved. Everyone here is important: the frontline, the drivers, the yard workers. This culture didn’t happen overnight. It took us years to get where we are today. We have opportunities at every juncture of every single person’s job here to include the employees in the feedback, decision making, taking reHBSDealer.com

The Saco, Maine, location opened its doors Aug. 31, 2020, just a few nervy months into the pandemic. But what’s even more interesting about the new facility is the number of design-elements that make the customer-experience better, and

THE PRODEALER OF THE YEAR AWARD The annual ProDealer of the Year award, selected by the editors of HBSDealer in concert with the National Lumber and Building Material Dealers Association, is designed to recognize a highperformance lumberyard with a commitment to best practices and the best values of the lumber and building material industry. The ProDealer of the Year award ceremony, one of the highlights of the annual ProDealer Industry Summit — held this year March 29-April 2 — is slated for April 1 in Washington, D.C. Sponsoring this year’s ProDealer of the Year Award ceremony is Simpson Strong-Tie. Past honorees of the “ProDealer of the Year” award include McCray Lumber (2021); National Lumber (2020) and Mead Lumber (2019). The ProDealer Industry Summit, hosted jointly by the NLBMDA and HBSDealer, provides an exclusive educational forum designed to promote the growth of lumber & building product dealers, distributors, wholesalers, and the manufacturers who supply them. Visit prodealer.com to participate.

HARDWARE + BUILDING SUPPLY DEALER March 2022

Cover Feature the job of the employees more efficient. A short list of these elements would include magnetic signs for easy merchandise adjustments in the aisles of the hardware store; counters that convert to a standing desk top at the push of a button; custom-built lumber racks with roofs that extend to cover the forklift driver on rainy days; digital bulletin boards at end caps; big screen TVs that broadcast real-time business performance metrics through HLN (Hancock Lumber News Network); and attractive glass doors that connect the hardware store to the drive-thru lumberyard. The glass doors reflect an attention to detail and pursuit of quality, and deserve elaboration. Hall explained that fire codes call for heavy duty doors to guard entrances from a retail setting to a warehouse. But heavy duty, code-compliant fireproof entry systems are often — to put it bluntly — ugly and uninviting. Hancock’s team wanted to welcome customers to shop across indoor and outdoor spaces — from the hardware store into the warehouse, and beyond into the lumberyard. And to satisfy the building codes, the team installed a drop-down fire shield on the warehouse side of the doors. Mike Hall: “We built this branch entirely based on lessons

learned from other projects and employee feedback. Facility improvements and design elements were based on asking employees how can we improve, listening to that feedback, and then making it happen.” John Muzzy, retail division training and onboarding coordinator: “I kind of joke about it with new employ-

ees, but it’s true — there are a lot of people here who act like it’s their name on the side of the building. And it doesn’t matter what position they hold, but they’ve

A PRO DEALER ON THE MOVE Mainely Trusses, and more Not being a company content to simply ride out supply chain challenges, surging customer demand and pandemic-induced health issues, Casco, Maine-based Hancock Lumber Co. generated some major, positive headlines in the past few of years. After opening its state-of-the-art, built-from-scratch lumberyard and design center location on an 11-acre site in Saco, Maine in late 2020, Hancock made two acquisitions of New England lumberyards in 2021. First up, in April it acquired Lapointe Lumber, a third-generation fam-

Custom-designed racks protect the product and the forklift driver from the rain — one of many ideas to originate in the yard.

become so invested in the process, and they’re so cognizant of the role that their position plays in the success of the company.” Bobby Morissette, regional manager: “Dispersing

power is a huge factor in our success. A general manager doesn’t have to worry about all the little details. The manager worries about the engagement of his team, working safely, the future growth of his team, the sales growth — big picture strategy. “There’s an attitude across all job roles to say ‘Hey, we want to know more about the company and how well we’re doing, so we can take ownership of those things. We’re all capable here of doing some of the things that managers can do.’” Mike Hall: “We have more than 100 TVs

installed in all of our locations that broadcast,

ily business that focuses on the Capitol District of Augusta, Maine. In November, the acquisition of Winnipesaukee Lumber, a family-owned building materials supplier in Wolfeboro, N.H., expanded Hancock Lumber’s presence in New Hampshire. Both deals were described as natural extensions of the Hancock business, in terms of location, products and services. A strong cultural match also factored. “The culture and the structure that we have allows for scale,” President and CFO Paul Wainman told HBSDealer. “We added three locations last year, and we haven’t missed a beat because of our culture where ‘everybody leads.’ So everybody’s involved in the success.” Back in 2018, Hancock acquired Mainely Trusses to become Maine’s first

March 2022 HARDWARE + BUILDING SUPPLY DEALER

retailer to own its own roof and floor truss manufacturing facility. The move also gave Hancock Lumber an opportunity to build trust with other lumberyards in Maine — businesses that were Hancock competitors, and also customers of Mainely Trusses. Before the acquisition, Hancock COO Mark Hopkins sat down with many of the Maine lumberyard customers and explained that Mainely Trusses would continue to deliver to their job sites in Mainely Trusses trucks, not Hancock trucks, and invoices would continue to carry the Mainely logo, not Hancock’s. “Whatever Mark told them we would do, we did it,” Wainman said. “And they’ve stuck with us, and these other Maine lumberyards have been great partners.”

HBSDealer.com

Cover Feature among other things, live metrics, celebrating journey value or sales per truck, for instance.”

it’s something that’s gone right, gone wrong, or something that can be done better.”

Mark Hopkins: “Journey value is another key metric of ours.

Mike Hall: “Largely people think of me in tech-

The objective is to ship more stuff to a job site efficiently, instead of making many different deliveries with small stuff. For us to accomplish that, we had to get the customer on board and tell them what we wanted to do, and explain how that would help them. It means fewer invoices and fewer job site interruptions when we show up. We engage our vendors to make sure that we’re all swimming in the same direction.

nology, but that isn’t the full story. I’m a lumber person who loves technology. I develop systems by listening to our employees — trying to figure out what works, what doesn’t work, and how we can take advantage of certain things to maximize their full potential.” Bobby Morissette: “Mike created the Yard Pro

“Another simple, yet powerful factor in the success of Hancock Lumber has been the use of technology to communicate and improve the business. A powerful example is the creation of a mobile device app called Yard Pro Helper that provides visibility into business data and tools to communicate across departments and locations. One particularly notable feature of the app is that it allows employees to quickly take a photo of something in the yard — whether

The Kitchen Design Showroom (top) connects the visitor to a window and door display area (bottom) and builder-focused hardware store.

Helper app for the yard team to use and to simplify their jobs, as well as simplify other jobs. For instance, when we’re out of stock, they can scan the bin and email the inventory manager directly. When the people who are right in front of that pine bin see that it’s empty, they can say: ‘Hey. I’m just going to take care of this right now.’ So, all these levels of communication, these levels of management are open, and the information is going straight to the person who needs it most.” Mike Hall: “A lot of new employees in the yard

are young, and they’re super smart, and they’re plugged in. And in the typical lumber yard, they’re not connected to business information and data. So we give them tools. Everybody gets a device to start, and we build business tools like the Yard Pro Helper to connect them to sales, operations and company info. They can look at close to 100 videos that we’ve done in-house. They can shout out an employee doing something great and they can do a branch shout out. They can lean how the BisTrack product tree works. They can share safety observations and opportunities for improvement — all focused on lean processes and continuous improvement. They can take a lean class in there, all kinds of stuff.” Chris Bowring, regional general manager:

“Everyone has an email address, and every night at 8 o’clock, the company projection report goes out recapping the key metrics for the day. For every location, you can dive into it and see exactly what the sales were, what the margin was. Everyone has access to an incredible amount of information. It’s just complete transparency.” Hancock Lumber’s mission statement is lofty, by any standard. It reads: “Our mission is to create a work environment that first and foremost recognizes employees as human beings and ultimately improves the lives of anyone who works at the organization.” Its success in this regard is best illustrated perhaps in its streak of Best Places to Work in Maine awards, which in 2021 extended to eight in a row. 22

March 2022 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

ONE INDUSTRY. ONE VOICE. “NLBMDA has been a fantastic advocate over the past year at a time when legislation and executive orders around higher taxes, government regulation, and mandates all threaten the health and well-being of the building productions distribution industry.“ Steve Swinney, CEO Kodiak Building Partners “We appreciate that the NLBMDA has successfully lobbied and advocated for many issues important to our organization and other building material dealers across the country.” Matt Endriss, General Manager – Central Valley “As a lumber dealer/business owner, I know the importance of having the voice of our industry heard as well as being kept up to speed on legislative and regulatory changes. I will forever be grateful to NLBMDA for all they have done and do each and every day for our industry.” Bob Sanford, President – Sanford and Hawley “Without a doubt, NLBMDA is the trusted and known voice of independent lumber dealers. The relevance we have earned with federal agencies and lawmakers cannot be matched.” Cally Fromme, VP Communication and Culture – Kodiak Building Partners

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“I truly believe we have the best representation for our industry on Capitol Hill and in the executive administration through the efforts of the NLBMDA’s advocacy. The beneﬁts to my company have been numerous and far outsize the reasonable investment we are asked to make as a member of our industry’s only recognized voice in Washington DC.” Rick Lierz, Chairman – Franklin Building Supply “Every dealer, supplier and manufacturer that is looking to the future should support NLBMDA as that it is the best investment, and crucial, to ensure that public policy and regulations are fueling economic prosperity and not creating barriers for our businesses.” Meagan Jones, President & COO – McCoy’s Building Supply “The NLBMDA pushed hard and was successful making sure our industry was deemed essential when this fear of COVID was pushed across the country. They proved to Congress that the housing market drives our economy and how shutting down our industry would be devastating to it.” Brett Hanson, Owner – Tri State Building Center

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Cover Feature An effort to impose a work-life balance is in full force, and hours are carefully limited to 40 or 50 per week, depending on the role. Overtime isn’t completely eliminated, but it’s close. And in its place is a Performance Gold Plan incentive program, allowing every person in the company to boost their pay by hitting key performance metrics — not by staying later at work. Mark Hopkins: “We’re a Monday through Friday, 7:00 to

5:00 business. We’re not open on Saturdays. We haven’t been open on Saturdays since COVID started, so you’re not impacting your weekends. You’re home with your family. And just building that work-life balance.” Paul Wainman, president and CFO: “A big attraction for me

in terms of joining this company, was the work-life balance and the concept that everybody leads. I distinctly remember my first day at work here. Kevin met me at the door and introduced me around, and he said, ‘Just do all the normal CFO stuff. And then just do whatever you want. Make this job whatever you want it to be, and take it wherever you want to take it.’ That was just so empowering for me as an individual. And it’s the same for everybody in the company.”

Hancock Lumber will accept the 2022 ProDealer of the Year Award during the ProDealer Industry Summit in Washington, D.C., April 1.

Erin Plummer: “Kevin started down this path a

decade ago, setting the stage for an updated vision and strategy. ‘What if we created a human-centric mission?’ We’ve always been about people, but this is next level. People spend a lot of time at work, so we wanted to find deeper ways for it to be more meaningful — making work important, but not all-consuming. We’ve simplified the mission and made everything employee-centric first.” It is a great story. And it’s not over yet.

A WORD WITH KEVIN HANCOCK CEO says shared leadership makes the ‘magic happen’ Throughout interviews with company executives, CEO Kevin Hancock’s influence loomed large. His all-voices-matter approach, which took shape after he lost control of his own voice in 2010 due to a rare nervous disorder called spasmodic dysphonia, has been well documented. And the experience was expanded in his book “The Seventh Power: One CEO’s Journey into the Business of Shared Leadership.” Representing the sixth generation of family ownership, Kevin Hancock began with Hancock Lumber in 1991. He’s a past chairman of the National Lumber and Building Material Dealers’ Association, an award-winning author and in-demand public speaker. In 2020 in a “Leaders of Lumber” feature, he told HBSDealer: “There are lots of ways for people to lose their voice in this world, and leaders had often done more to restrict the voices of others than to liberate them. This is how I decided I wanted to help create a work culture where power was dispersed

and every voice felt authentically heard.” That ’s the foundation for a shining achievement for the company: a streak of eight consecutive “Best Places to Work in Maine” awards. And that’s not the only sign that the company is on the right track. During a recent two-day span, the CEO visited six retail and manufacturing locations and spoke with more than 60 employees. “When I returned to the office, I asked to huddle with the executive team for 20 minutes," Hancock said in an e-mail interview. "I proceeded to tell them that no matter how well you think it’s going; it’s actually going better than that. “I was blown away on my tour by the self-regulating nature of the work culture,” he continued. “Everyone I spoke to was defining the values of the company in their

March 2022 HARDWARE + BUILDING SUPPLY DEALER

own unique voice. When employees take responsibility for the work experience the magic happens.” After describing a culture in good hands, he pointed to a strategy of continuing improvement. Leading the plans for 2022 is the roll out of a new online store, expected to be launched this spring. “The customer on-line experience at Hancock Lumber is going to dramatically expand,” he said. “Estimating, product selection, design capabilities, pricing, logistics, and more will all literally be at the fingertips of our customers.” Another initiative is in the sawmill division. “We have designed a state-ofthe-art paint and stain facility, opening this summer,” Hancock said. “This will allow us to add even more value to the pine trim and siding products we manufacture.” Alongside those initiatives, the CEO pointed to “progress and change” happening organically every day. “One of our directors, Ruth KellickGrubbs, is fond of saying, ‘The work is the training; the work is the learning; the work is the process improvement.’ This has certainly become true for us.” he said. “The change is mostly being pulled through the company rather than pushed.”

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Products

Focus on fasteners CONNECTING THE HARDWARE AND BUILDING SUPPLY INDUSTRY THROUGH ANY ENVIRONMENT

uilding product manufacturers are emphasizing faster, better, cheaper — as a mantra to mitigate the various challenges facing job sites, and by extension, the pro dealers that supply them. And with no product more prevalent — at least in terms of the number of individual products used — fasteners are demonstrating these subtle improvements from tip to recessed head. At the same time, many of the leading companies are navigating the supply chain challenges with investments in technology and distribution. “The past two years have been a real challenge throughout the entire supply chain,” said Tom Ferguson, vice president of marketing and product management at Hillman Solutions. “We’ve been able to keep up with the increased demand and have maintained fill rates of our construction fasteners at more than 95%. We’ve expanded two existing distribution centers while investing in new technologies to increase fulfillment efficiencies.” Additionally, Ferguson pointed to innovations such as the recently introduced Power Pro Speed Band-Its, which are described as drive-ready screw bundles to help increase install times. Also, there’s a wider variety of colors, sizes and packaging quantities in Hillman’s new Power Pro Concrete Anchors, “giving retailers more options to appeal to a wider audience of consumers.” Attractive displays that are easy to stock and easy to shop are also part of the growth plan devised by Huttig, where the Huttig-Grip fastener line was conceived by a team of industry experts to solve the pain points with existing programs. Customized merchandising solutions that simplify product selection. “Same-size master cartons, combined with eye-catching, informative packaging, create an attractive display that it is easy to stock and easy to shop,” the company said. From the shelves to the job site, innovation continues. On the following pages are several examples.

CAMO, the manufacturer of decking tools and fasteners recently unveiled its newest innovation, the CAMO ClipDRIVE stand-up fastening tool for grooved decking. Designed for fastening CAMO Universal Deck Clips, the ergonomic, lightweight tool attaches to any drill and allows you to stand comfortably while fastening any type of grooved deck board up to five times faster than traditional methods. Created with input from contractors the ClipDRIVE features a height-adjustable handle for builders of any size and a weighted nose to make targeting screws easier. Camofasteners.com

The Hillman Companies, Inc. has introduced its latest addition to the Power Pro family, Concrete Anchors. Designed for light and medium-duty concrete, block, and brick applications, these durable, corrosion resistant anchors are ICC-ES Code Compliant and are available in three colors, blue, white, and black in various lengths and 3/16”, 1/4”, and 5/16” diameters. Unlike traditional anchors, the Power Pro Concrete Anchors feature a fully threaded tip to enable quick penetration into wood and other materials. The wide serrated threads and mid-crossband threads offer a cleaner and faster cut while providing superior pullout and shear load strength. Available in hex washer head and flat head with star drive. Hex heads are ideal for applications that require additional holding power and faster drive times such as securing metal to concrete. Flat heads offer a cleaner look as they countersink to remain flush with the surface and the star drive offers additional contact points to reduce the chance of stripping. The flat head also incorporates under head micro nibs that clear out debris so that the fastener seats more securely. HillmanGroup.com

March 2022 HARDWARE + BUILDING SUPPLY DEALER

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Huttig-Guard fasteners from Huttig is a comprehensive mix of outdoor screws with features, warranties, and price points for every customer, every project. Huttig-Guard Platinum outdoor screws are designed from head to tip for strength and ease of use. Double countersink head, knurled shank, coarse serrated thread, and type 17 point all work together to reduce drag and to provide a smooth, secure finish. Huttig-Guard Platinum trim screws complement the outdoor screws and round out the assortment. Available in bronze and green, all Huttig-Guard Platinum screws backed by a limited lifetime fastener guarantee. Also part of the Huttig-Guard mix; outdoor and composite screws in limited 50 year guarantee, limited 15 year guarantee, and stainless steel. Same-size 1 lb. and 5 lb. master cartons make it ever easier to create a custom display. Huttig-Grip.com

FastenMaster has released a new and enhanced version of their versatile GuardDog exterior wood screw. Perfect for exterior applications including pressure treated decking, railings, stair stringers and more, this newly enhanced fastener improves on the original which has been used on thousands of projects over the last decade. New additions to the GuardDog fastener include a TORX ttap Drive System that delivers a stick fit, wobble-free installation, a sharp Type 17 Point for quick cutting into the wood surface, and cutting nibs under the head to deliver a clean finished look. GuardDog has been tested and approved for use in treatments such as ACQ and CA-B, and acidic woods like Cedar and Redwood. This fastener is guaranteed to protect against rust for the life of the project. GuardDog exterior wood fasteners are available in lengths ranging from 1 5/8” to 3 ½” and in quantities ranging from 75 piece boxes to 1750 piece buckets. FastenMaster.com

Grip-Rite Structural Screws offer versatility, speed and longevity in load- bearing exterior wood construction projects. Grip-Rite’s exclusive Dual Drive Power head brings flexibility to the jobsite with a unique combined Hex Washer/Star Drive recess head, offering the user a choice of using the included hex driver or a star drive bit to fasten the screw. The ID code is stamped right into the head for easy spec reference and a load value chart is conveniently located on every package. As a replacement for lag screws, Grip-Rite Structural Screws feature a type 17 point that translates to both efficiency and time savings by eliminating the need to pre-drill pilot holes. Easily identifiable, cobalt blue packaging features easy to read iconography, lateral load value references and a scannable QR code that links directly to the ICC report for technical specifications. Grip-rite.com

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HARDWARE + BUILDING SUPPLY DEALER March 2022

Products

Grabber promotes its Ultimate Wood Screw Sharper, faster, better are some of the benefits Grabber Construction Products uses to describe its UltraPro Ultimate Wood Screw. And the company points to a long list of material advantages for its product. At the top of the list, and at the top of the screw, a LOX Recess provides eight points of contact to avoid strip outs. During the LBM Advantage market in Orlando last month, Grabber’s Brandon Haly demonstrated other virtues of a snug fit, including a no wobble, one-hand operation. The LOX Recess grabs the screw as if a magnet were involved, allowing the user to reach up or down with confidence that the screw will remain connected to the bit. Other benefits promoted by the UltraPro screw include a Scavenger II Head that self countersinks for a clean and flush finish, and Draw-Tite upper threads that pull wood members together. The UltraPro is available in Exterior GrabberGard Gold, or an Interior Yellow Zinc coatings. Grabberpro.com/Utrapro

Altenloh, Brinck & Co. US, Inc. is introducing two new additions to the SPAX Deck Solution Center category of products: SPAX deck board spacers and SPAX deck joist and beam tape. Shown are SPAX PowerDeck Trim Head stainless steel screws being installed using the new SPAX deck board spacers, available this spring. SPAX is also launching its new deck joist and beam tape this spring. Spax.us

Brandon Haly of Grabber Construction Products demonstrates the UltraPro screw during the recent LBM Advantage market in Orlando.

Envision Outdoor Living Products is expanding its fastener lineup with the addition of the Pro Plug Hidden Fastening System for its Ridge Premium composite decking collection. Fluted deck boards, common among composite manufacturers, are not widely available for use with Starborn’s well-known Pro Plug system; Envision worked directly with Starborn to develop modifications that will accommodate Ridge Premium’s budget-friendly fluted deck boards. The Pro Plug System for Ridge Premium includes the three components of the original Pro Plug: epoxy-coated carbon steel screws or stainless steel screws; a patented PVC/Composite tool that attaches to a standard drill/driver to drive screws to the correct depth without overdriving or stripping the screw; and plugs made with Envision’s decking material for a perfect match to the deck boards. EnvisionOutdoorLiving.com

March 2022 HARDWARE + BUILDING SUPPLY DEALER

On display in Orlando. Orgill’s 2022 Spring Dealer Market took place in Orlando Feb. 24-26, bringing merchandising ideas and model stores to the show floor. One twist this year instead of a generic model store, an actual CNRG brand was replicated: Town & Country Hardware. In addition to the real-world Midwest Fastener aisle (shown above), the display included real-world Town & Country employees.

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SCREWS AND NAILS SHINY PAILS INCREASED SALES That’s our ode to the brand new CAMO® Stainless Steel program full of 305 and 316 Stainless Steel Marine Grade fasteners that will simplify your inventory, stand out on the shelf, and help your customers tackle every project on their list. The line includes hand drive and collated screws for deck boards, trim, and more, and hand drive and collated nails for wood-to-wood connections and joist hangers. To speak with a CAMO product expert for more information on our full lineup, please call 800-968-6245.

MARINE GRADE STAINLESS STEEL

316 Best corrosion resistance for projects in highly corrosive environments.

305 STAINLESS STEEL Great corrosion resistance for most inland exterior projects.

CAMOFASTENERS.COM

Industry Events A topic with staying power: Succession planning

Hot topics abound in Washington, D.C. BRE ATHE E ASY: INDUSTRY-BUILDING NE T WORKING (NO MASKS REQUIRED)

he National Lumber & Building Material Dealers Association and HBSDealer will host the 2022 ProDealer Industry Summit for the first time since late 2019. Washington, D.C. will end its requirement for people entering businesses to show proof of vaccination and will lift its mask mandate for businesses starting on March 1. Businesses are still permitted to maintain their own requirements for vaccinations and masking. “The news from [the mayor] announcing the removal of the mask and vaccine mandates couldn’t have come at a better time as we prepare for our first in person ProDealer Industry Summit in over two years,” said NLBMDA President & CEO Jonathan Paine. “We are excited to once again host lumber and building material dealers and their supply partners from around the country to share best practices, engage in meaningful discussion on many critical topics impacting the industry and hear from a variety of Washington Insiders.” The summit is being held live and in-person from March 29 through April 2 at the Hyatt Regency Hotel in Washington, D.C. Washington briefings, legislative updates and unique opportunities for networking.

Supply and demand

Among the hot topics: supply chain disruptions and materials shortages are two of the biggest challenges affecting today’s industry. Ken Pinto’s April 1 keynote session will offer a primer on ushering in a new way of doing business, where builders provide SKUs and Date Needed data 30, 60, 90 days ahead of time. Hear details from Pinto on how to supply chain issues as an agent of change that can be utilized to transform builder transactions and interactions. With more than 40 years of construction experience, first as a tradesman, then as a supply chain manager, Pinto’s passion to lower construction costs cemented his relations with suppliers. He is also the author of How Much Is the Milk? Uncovering Your Greatest Cost Savings in Residential Construction by Listening to Your Suppliers.

March 2022 HARDWARE + BUILDING SUPPLY DEALER

NLBMDA business owner members will also learn about proposed tax law changes that could have a direct impact on their overall wealth. In addition, there will be discussion surrounding vital strategies in the areas of business succession and wealth preservation as well as an eventual transition of assets with a special focus on the business. The presentation will be provided by brothers Terry and Lee Resnick who are partners at Resnick Associates, a nationally recognized business succession, estate planning, and life insurance advisory and implementation planning firm with offices in Kansas City and Harrisburg, Pa. The brothers have spoken to and worked extensively with a large number of industry trade associations and their business owner members individually. Among the areas of focus will be why profitable businesses ultimately fail, the importance of business owners coordinating business succession plans with estate plans, addressing active vs. inactive children within a family business, and liquidity issues along with valuation methodologies that will satisfy the IRS while lowering the tax bill.

An annual highlight for the ProDealer Industry Summit: the ProDealer of the Year Awards ceremony. This year’s event honors Hancock Lumber of Casco, Maine and in the independent category, Espy Lumber Company of Hilton Head, S.C. “We hear from all over that the industry is eager to travel again and meet their peers and suppliers face to face,” said Amy Grant, HBSDealer Associate Publisher and director of the ProDealer Industry Summit. Learn more at prodealer.com

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Do It Best Report

E-commerce points the way DO IT BEST MODERNIZES ITS ONLINE PL ATFORM; L AUNCHES PARTNERSHIP WITH EPICOR. By Tim Burke

aking online to the next level, Do it Best announced the creation of an e-commerce division to serve its members better, and a new partnership with software solutions company Epicor. Nick Talarico, new vice president of e-commerce at Do it Best, told members: “E-commerce is a basic, integrated part of successful retail.” The shopping journey for today’s retail customers has been profoundly and permanently changed. Yes, it’s been trending for a while, he said, but the last two years have really accelerated the changes in the way consumers shop today. For many, that journey now starts online, said Talarico, making e-commerce a critical function of any successful business. “And if you’re already on our platform, but not on our Professional Plan, it’s time to move to it so you can use our platform to its greatest potential right now. This will give you the ability to offer same day pickup and give your customers the choice to shop your store before they walk in,” said Talarico. “If you’re on our platform but your point-ofsale system isn’t compatible for same day pickup,” he said, it’s time to upgrade your POS now. “I’m really excited to announce an exclusively endorsed partnership with Epicor that will offer Do it Best members a next level of service capabilities.”

What next-level looks like: Improved pricing structure for new users of all of Epicor’s products. Dedicated teams at Do it Best and Epicor committed to shortening the development time for service enhancements. This ensures the dealer’s POS has the latest features.

March 2022 HARDWARE + BUILDING SUPPLY DEALER

A much closer partnership on integrations, allowing for access to real time data between the dealer's POS and the co-op. “So your system is moving as fast as you are,” Talarico said. More powerful intelligence and data analytics to identify what's actually selling and what should be selling; and to track inventory in real time. Talarico said the co-op is investing in platform improvements that will have a big impact. “We’re moving quickly to speed up our platform and make it more responsive. We’re re-engineering the programming behind the customer checkout function to streamline that process, driving down the rate for abandoned carts,” said Talarico. Epicor CEO Steve Murphy said the software solutions provider is excited to expand its partnership with Do it Best. “Our portfolio of industry-specific technologies will help their members grow and streamline operations, empowering them to connect with us to deliver a world of better business.” Do it Best Corp. CEO Dan Starr said, “with our vendor-of-choice recognition of Epicor technologies, we’re delivering advanced e-commerce and supply chain management capabilities to position our members to be the first, best choice for their customers.” The agreement, the co-op said, includes dedicated Epicor and Do it Best teams committed to supporting members with streamlined POS technology integration, shortened development time,

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and continuous feature updates via the cloud. Talarico: “I’ll say this to our members: ‘We’ve heard you.’ Our commitment to e-commerce is a big one that tackles current needs while planning for the future.”

Make decisive buys

As supply chain issues continue to challenge the world, the words “If you can see it, and you can sell it, then you need to buy it,” from Do it Best President and CEO Dan Starr, reverberated across the home improvement cooperative’s recent 2022 virtual Spring Market. “I think product shortages remain a regular occurrence across the entire retail spectrum,” said Starr. “That affects grocery, electronics, restaurants, and, of course, home improvement. The environment we’re in right now is very unforgiving if you hesitate.” Starr, referring to the co-op’s recent Spring Market opportunities, said “our team has partnered with the best vendors to offer the best deals of the market. And I’d encourage all Do it Best members to make the time to connect and leverage everything at this market to build for their growth.” The CEO said members have added 220 new locations, so far, halfway through the fiscal year. On what he described as the customer journey, Starr discussed e-commerce projections. Virtually every retailer in every segment

Dan Starr, president and CEO of Do it Best, emphasized continuity across all store channels when he told members recently, “the distinction between brick-and-mortar and e-commerce has largely gone away.”

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has incorporated online shopping, and not just from the website, but the ability for BOPIS, or Buy Online Pick Up In-Store. They’ve done it for one reason: Customers demand it, said Starr. E-commerce sales are expected to reach $72 billion by 2024, that’s not far away. Half of that is expected to be through BOPIS, he said. “It’s stunning, the enormity of that,” said Starr. “And what it spells is opportunity. There are 5.6 billion Google searches a day. And many of those are searches for product.” When you consider the rise of BOPIS, combined with the consumer need for in-person product knowledge and support, said Starr, “online shopping with BOPIS is very well-suited to complement in-store sales and the service our members offer. “The real strength of ours, is the presence of stores that we have in every single state and in thousands of cities and towns across the country where customers are conducting those searches and they want to do that business.” These are all points of differentiation, the CEO said, “that we’re going to use to our advantage.” Starr shared with Do it Best members: “Not long ago, everyone treated instore and online shopping as though it were two different things. But I would say the distinction between brick-and-mortar and e-commerce has largely gone away. “We’re fans of saying it’s just commerce. Businesses that do well, do both.”

HARDWARE + BUILDING SUPPLY DEALER March 2022

Do It Best Report

Retailer helps preserve the past HEMLY HARDWARE OWNER’S CLE VER WOOD KEEPSAKES KINDLE SHARED MEMORIES FOR HIS COMMUNIT Y. By Tim Burke

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reserving the past for the future – the old Ledgemont High School remembered.” With that thought, this Midwest hardware store owner decided to create a memory for the ages. Chris Hyatt, owner of Hemly Hardware, a Do it Best dealer in Thompson, Ohio, last year purchased the abandoned Ledgemont High School next to his store and got to work renovating it to house a new standalone rental center and other business operations. Hemly Hardware “There was not much left in the school, everyowner Chris Hyatt thing was gone or emptied out,” said Hyatt. holds cut pieces of But as a Ledgemont alum, he couldn’t help but his old high school get a little sentimental. gym floor, which he “The gym floor was almost 90 percent destroyed turned into a piece of memorabilia. from water damage,” he said. “I thought it would be

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March 2022 HARDWARE + BUILDING SUPPLY DEALER

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Inside the high school gymnasium, where the owner got the idea to create a memory for fellow graduates.

nice to be able to repurpose it.” As he tore the floor out of the old basketball court, he cut the wood floor into small squares and branded them with the school logo and dates. Then he turned to Facebook, inviting fellow alums to pick up their free, branded square at Hemly Hardware. He thought it would be “cool to give back a little bit of something for people to remember it by.” Former Ledgemont students drove from all over the state to get their squares — so many that this inventive owner had to make more.

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Branded with the high school logo, one of the wood blocks from the old gym floor.

Hyatt is aware that sustained growth in a small community calls for a combination of daring moves and meaningful relationships. Started in 1980 as a mobile tool distributor, Hyatt added a trucking division, then an 18,000 square foot hardware store. In 2019, he consolidated operations into a single 25,000 square foot store. His recent memorabilia venture helped forge meaningful relationships with current and prospective customers through a shared piece of history. “All the alumni who stopped by and picked them up thought it was very thoughtful and a great idea,” said the owner. “School leaves a long-lasting memory in people’s heads, at least it does in mine. It also worked out pretty good for marketing for our hardware store.” Hyatt added, “the staff and graduates of Ledgemont were – and will always be — the heart of what comprised an incredible school and, equally, an incredible community.”

HARDWARE + BUILDING SUPPLY DEALER March 2022

SAVE THE DATE: HBSDealer’s Top Women in Hardware & Building Supply gala is slated for Nov. 8-9 in Chicago.

Ace Hardware’s Kim Lefko CHIEF MARKE TING OFFICER HELPS PUT THE ‘HE ART’ IN ‘HARDWARE’ By Ken Clark

rowing up with two older brothers on a farm in rural New York state, Kim Lefko’s upbringing left no room to be intimidated by power tools, large equipment or any high-testosterone activity. So, in her first year after college and with a degree in economics, she wasn’t all that surprised to find herself demonstrating tools on a job site. “It comes down to the product, your knowledge of the product and ability to demonstrate it,” said Lefko, Ace Hardware’s senior vice president and chief marketing officer. “That’s how it started for me. And I never gave much thought to the fact that it was a very male-dominated space.” Since those early days with Black and Decker, Lefko’s career path rose steadily through Newell Rubbermaid, Radio Flyer and Weber Grills before she arrived at Ace Hardware in July of 2018. “People are actively looking for jobs and companies where they can connect to the purpose of the brand,” Lefko told HBSDealer. “And that’s what drew me to Ace.” One can catch a glimpse of what she means by the ”purpose of the brand” by watching any of the Heartware Stories series of videos the co-op has produced in a docuseries project that Lefko —Kim Lefko, senior vice spearheads. With propresident and chief marketing duction values comofficer, Ace Hardware parable to anything on Netflix, the docuseries captures stories as simple as helping an elderly neighbor bury a pet to hosting a Christmas event for patients in a Children’s Miracle Network hospital. “When I came to Ace, I noticed through my traveling across the country visiting Ace stores; the second, third and fourth generation Ace owners are pouring help into their communities in ways that are beautiful and inspiring,” she said. “And we need to capture these stories.” [At acehardware. com/heartwarestories, you can find them.] The diversity of stories in the docuseries reflects the increasingly diverse group of people

“We're seeing the next generation step up. … The hardware industry is thriving and that's drawing interest from many in building a career here.”

March 2022 HARDWARE + BUILDING SUPPLY DEALER

A Heartware Story: Standish-Jones Building Supply of Gasport, N.Y., is a humane haven for homeless cats.

attracted to the business. “Many of these stores have been part of their communities forever, and we’re seeing changing faces,” she said. “We’re seeing the next generation step up. Several women are stepping up in different roles. The hardware industry is thriving and that’s drawing interest from many in building a career here.” At the corporate level, Lefko says Ace sees diversity as a business value that will help the co-op evolve and remain relevant to the changing consumer. “Diversity involves respecting different opinions,” she added “And we often say at Ace: ‘Iron sharpens iron.’ So, the more we debate and challenge each other with different ideas, the better we will be on the other side.” Lefko recognizes also that the recent pandemic was disproportionately challenging to working moms — a topic that has surfaced in events organized by Women of Ace. “I’m really proud that that organization is forward looking, and it’s a large and thriving group,” Lefko said. “And I would say 90% of the content is beneficial for men, too. And men participate in that community, which is pretty cool.” It’s also cool to see the demographics evolve. “When we look at who’s shopping at Ace Hardware and who’s shopping online, there’s incredible diversity,” she added. “And even among our red-vested heroes who work in the stores, we’re seeing younger people and a balance between men and women. “Rewind the clock 25 years, it was predominantly men on that job site,” she said. “It’s changing.”

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Housewrap

Seal the deal NE W BUILDING ENVELOPE SOLUTIONS FE ATURE SPEED, E ASE, AND MORE PROTECTION. By Andy Carlo With labor and supply chain issues putting additional pressure on the construction industry, builders are looking for better, quicker solutions for protecting the building envelope. Here are some of the latest products designed to assist the building envelope with added protection against the elements.

TYPAR DrainableWrap Peel and Stick is a self-adhering building wrap, pairing the drainage benefits of TYPAR DrainableWrap with the ease and speedy installation of a peeland-stick application. DrainableWrap has the ability to shed more bulk water than traditional building wraps and offers the added efficiency of an integrated drainage plane. The science behind the product is a layer of multi-directional fibers that diverts bulk water from exterior wall cavities and drains it away from the assembly—preventing the potential damage caused by mold and rot. The highly efficient TYPAR DrainableWrap helps shed water, while meeting or exceeding current code requirements per ASTM E2273. DrainableWrap Peel and Stick is available in 5’ x 100’ rolls to cover more area than average peel and stick wraps and can be installed in any direction without affecting performance. Typar.com

Huber Engineered Woods introduces ZIP System Peel and Stick Underlayment. The self-adhered waterproofing roof underlayment provides an additional layer of protection against water intrusion due to ice dams or wind-driven rain. When applied in combination with ZIP System sheathing and tape, eligible projects can register for a Leak-Free Guarantee. Featuring a pull cord, split-liner application, ZIP System peel and stick underlayment offers a smooth installation with no fasteners required. A rubberized asphalt technology seals around roof covering nails. The product is applied to roof sheathing before the finished roof covering is installed and can be used in valleys, eaves, transitions or the entire roof. Huberwood.com

Barricade Thermo-Brace SIB, a 4-in-1 reversible structural insulated sheathing with Barricade Thermo-Brace Structural Sheathing with BASF Neopor GPS insulative foam, offers an additional energy-efficient insulative barrier against external elements and a tight, simple, and secure install for builders. Thermo-Brace SIB’s outside weather-resistant barrier (WRB) layers prevent water, moisture vapor, and mold and eliminate the need for additional outside protection, allowing homeowners to enjoy energy savings with high indoor air quality. BarricadeBP.com

Westlake Royal Building Products has introduced SwiftGuard, a synthetic roofing underlayment for steel, tile, shingle, and shake roofing. The new roofing solution is easily installed and leverages a patented nail gasketing technology to provide durable all-season weather protection. SwiftGuard is ideal for use in steep slope roofing installations. The underlayment benefits from an innovative, patented nail-gasketing technology, which helps ensure steel, tile, shake and shingle roofing systems are better able to withstand the elements in all climates and seasons. The product is available in 10-square (1,000-foot) rolls weighing just 35.5 pounds each, providing lightweight ease in transporting, loading, installation, and storing. Clearly identifiable lay lines and fastening markers also enable swift and easy installation. Royalbuildingproducts.com

March 2022 HARDWARE + BUILDING SUPPLY DEALER

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Market Insights

Joint Center points to hot metro markets TUCSON, ARIZ., E XPECTED TO LE AD THE CHARGE IN HOME IMPROVEMENT SPENDING

ome improvement spending could see sizable increases in metro markets this year. The Remodeling Futures Program at the Joint Center for Housing Studies (JCHS) of Harvard University projects 2022 to show a robust average annual growth in home improvement spending of 13.8% across all 48 major metropolitan areas tracked. Additionally, owner expenditures are expected to grow between 7.6% and 23% with 20 markets expected to see above-average growth of 14% or better. Another six markets could see spending grow by 17% this year with all but one of the metros tracking for higher growth in comparison to 2021 estimates.

“Record-breaking home price appreciation, solid home sales, and high incomes are all contributing to stronger remodeling activity in our nation’s major metros, especially in the South and West,” said Sophia Wedeen, a research assistant in the Remodeling Futures Program at the Center. The largest gains in home improvement spending this year are projected to occur in Tucson (23%), Riverside (21.9%), Phoenix (20.3%), Austin (19.2%), San Antonio (19.1%), and Las Vegas (17.5%). “Although home remodeling is expected to accelerate broadly across top metros, ongoing shortages and rising costs of labor and building materials may dampen activity in the coming year,” noted Carlos Martín, project

director of the Remodeling Futures Program. “There will be shifts in local supply chains and the remodeling workforce as regional economies pull out of the pandemic, and as homeowner needs and activities change.” The JCHS noted that due to data discontinuation, the 2022 metro projections substituted total existing home sales for existing single-family home sales as a model input. The research followed close on the heels of a JCHS’s Leading Indicator of Remodeling Activity report that projected double-digit gains in annual homeowner renovation and maintenance expenditure will top out in the third quarter of 2022 before beginning a deceleration toward more sustainable rates of growth.

I was amazed that Emery Jensen and their incredible field support staff simplified my store conversions and exceeded my expectations. Over the years, we have had many partnerships with distributors and the support of Emery Jensen has been unmatched. I strongly recommend the Emery Jensen team as a primary distribution partner. - Jonathan Phillips, Phillips Hardware

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Lowe’s launches DIY-U online FROM KIDS WORKSHOPS TO VANIT Y INSTALL ATIONS, A VIRTUAL RESOURCE

owe’s rolled out DIY-U, described as a do-it-yourself ecosystem that brings live, on-demand and home improvement skill-building into a modern and personalized era. “We are making sure that support and a DIY community is available where, when and how people most want it: Instore, live and interactive online, or online on-demand,” said Marisa Thalberg, Lowe’s executive vice president, chief brand and marketing officer. With planned developments ranging from sharing virtual high fives with fellow workshop participants, to earning badges for project completion, Lowe’s said it hopes to gamify DIY with a new level of peer support to create a space

ENGINEERED COMPOSITE FOOTINGS

trants each; an in-person kids workshop helping children ages 5-12 learn DIY skills and techniques that instill confidence; and two adult in-person workshops in all stores nationwide. Virtual workshops will be hosted by Lowe’s employees. The workshop experiences will also allow customers to shop and add supplies to their cart in real-time and receive live answers to project questions from Lowe’s experts. Initial DIY-U topics include: A Bathroom Refresh You Can Do Yourself (How to Install a Vanity). Kids Workshop: Shoot the Moon (Build a Game to Compete for the Highest Score).

Lowe’s DIY-U is putting the “shop” into “workshop.”

where homeowners and families can share their passions. Lowe’s will offer three types of experiences that allow consumers to participate how and where they want each month: Two livestreams for up to 1,000 regis-

Make Your Home Office Work for You (How to Wallpaper a Room). “We believe this is going to be the ultimate DIY resource that is informative, fun and motivational for everyone,” said Thalberg.

REPLACES CONCRETE FOOTINGS EASY TO HANDLE

Below-Grade Post Foundations For Decks and Post Frame Buildings • Proven performance: over 600,000 in use • Meets or exceeds the load capacity of concrete • Accepted by building inspectors Great add-on sale with higher margins than concrete. Floor displays available.

Learn more or request a sample at footingpad.com or call us at 989-224-7095

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Can be used with wood, Perma-Column, concrete tube forms, and other post types

ICC Building Code Compliant ESR-2147

HARDWARE + BUILDING SUPPLY DEALER March 2022

Market Insights

A MASS TIMBER COMPE TITION IS ACCEPTING ENTRIES AND BUILDING AWARENESS

he Softwood Lumber Board (SLB) and the USDA Forest Service are supporting the Mass Timber Competition: Building to Net-Zero Carbon. Designed to expand the use of mass timber in the United States, the competition will showcase mass timber’s application, practicality, commercial viability, and role as a natural climate solution that reduces the carbon footprint of the built environment. The competition is also designed to help expand the use of mass timber building solutions and support increased employment in advanced wood products design, engineering, construction, supply chain and manu-

Up to a half a million dollars is up for grabs in a mass timber competition.

facturing sector, SLB said. The SLB and USDA are providing funding for the competition. Funding will support costs associated with the use of mass timber or mass timber hybrid build-

March 2022 HARDWARE + BUILDING SUPPLY DEALER

ing systems and construction. Funding will also help project teams overcome barriers to the use of a new building material and system, most notably the costs of analyzing design and engineering alternatives and verifying that these solutions comply with applicable code(s). The competition will share any lessons learned, cost analysis, life cycle assessment results, and research findings to help support future projects. It will also advance, accelerate and prove the business case for mass timber use in project types that have not been widely adopted in the U.S., including institutional, industrial, or warehouse/distribution centers, educational, and healthcare environments. Winning teams will receive up to $500,000. The deadline for entries is March 30.

PHOTO COURTESY OF WOOD PRODUCTS COUNCIL

Ready, set, build with Mass Timber

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Another big check for City of Hope THE HOME DEPOT’S BILL LENNIE CELEBR ATES A SPIRIT OF LIFE AWARD. ORLANDO, FLA.—For 39 years, the hardware and homebuilding industry has been raising money to support the research and treatment programs for City of Hope, the increasingly famous Duarte, Calif.-based facility. And in 2022 the tradition continued, culminating in the presentation of a $3 million check to City of Hope, and some words of inspiration from the annual Spirit of Life Honoree Bill Lennie, a longtime executive for The Home Depot. Lennie took the stage at the gala event with an introduction from Home Depot CEO Craig Menear, himself a 2011 Spirit of Life honoree, who described working side-by-side with

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Bill Lennie, second from left, helps present a $3 million check to City of Hope.

Lennie as one of his career highlights. Attendees of the Spirit of Life event, held on the eve of the International

Builders’ Show here in early February, were updated with some of the latest hopeful, cancer-fighting scientific developments happening at the City of Hope. They also learned of the world-famous research hospital’s acquisition of the Cancer Treatment Centers of America, thus expanding City of Hope to some 11,000 team members focused on fighting and treating diseases together. “City of Hope is a special place,” Lennie said from the podium as he officially launched the fundraising campaign for 2022. “This is night one, and I ask that you stay involved. “We’re going to make a difference and have a phenomenal year,” he added. Next up for the industry group on its fundraising calendar is the upcoming Bighorn Golf Outing in Palm Desert, Calif., May 2-3. Over the 39 years that the National Hardware/Homebuilding Industry group has been supporting City of Hope, it has raised more than $170 million.

HARDWARE + BUILDING SUPPLY DEALER March 2022

People In The News The Home Depot has appointed Paula Santilli, CEO of PepsiCo Latin America, and Caryn Seidman-Becker, chair and CEO of CLEAR, to its board of directors. Santilli previously served Santilli Seidman-Becker in various leadership positions at PepsiCo Mexico Foods, including president, chief operating officer, and vice president and general manager. Seidman-Becker is the co-founder, chair and CEO of CLEAR, a secure identity platform operating in travel, health care, sports and entertainment.

McCormick

Skrovanek

Tracie McCormick has been elected treasurer of Koppers Holdings Inc., the provider of treated wood products, wood treatment chemicals and carbon compounds. McCormick, has been with Koppers

SURE $)DRIVE

since 2011 and served as Assistant Treasurer since 2019. Koppers also announced that Daniel Skrovanek has been named vice president, growth and innovation. Skrovanek has been with Koppers since 2011 in a variety of roles. He most recently served as vice president of purchasing and strategic marketing. 3M announced that Suzan Kereere, formerly head of global business solutions at Fiserv, Inc., has been elected to 3M’s board of directors. In connection with Kereere’s election, the 3M board of directors increased its size from 12 to 13 members. Kereere has over 20 Kereere years of experience in leading global businesses around the world, including in Europe, Australia, Asia and North America, said 3M. Stanley Black & Decker board of directors elected Andrea J. Ayers chair, effective April 22. At that time, George W. Buckley will retire from his chairman role and the company’s board of directors. Ayers is the former president and CEO, as well as Ayers a director, of Convergys Corporation and has been a Stanley Black & Decker director since December 2014. Heidi G. Petz was elected to serve as president and COO of Sherwin-Williams Company. Petz will be responsible for all of Sherwin-Williams’ operating segments, which includes the Americas group, the performance coatings group, and the consumer brands Petz group, as well as the global supply chain organization. Also, Justin T. Binns is new president of the Americas group, succeeding Petz; and Karl J. Jorgenrud was named president, performance coatings group, succeeding Binns.

866-767-1850 | suredrive.com | sales@suredrive.com 48

March 2022 HARDWARE + BUILDING SUPPLY DEALER

Everhart

Robin Everhart, senior vice president, chief human resources officer, and transformation officer at LP, has been named as a 2022 “Women of Influence” honoree by The Nashville Business Journal . Everhart’s recognition is in the “Top Executive” category.

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Residential Construction/Sales

Monthly Retail Sales, not adjusted

13 months of housing starts and existing-home sales

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

Total starts

NAICS 444

(in thousands, SAAR) Jan.: 1,638,000

NAICS 44413

(sales in $ billions)

1800

(sales in $ billions)

1700

1600 1500

1400

40.0

38.8 35.2

34.5

34.7

2.76

2.86

2.88

2.80

2.98

2.55

31.2 2

1300

1200 1100

1000

900

SOURCE: COMMERCE DEPARTMENT

NOVEMBER 2020

Single-family starts

2021

DECEMBER

JANUARY

2022

OCTOBER 2020

NOVEMBER

DECEMBER

2021

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

(in thousands, SAAR) Jan.: 1,116,000 1400

HBSDealer Stock Roundup

1300

the percent-change performance of stocks based on Mar. 3 prices

1200 1100

1000

800

60 J

ANNUAL CHANGE

700 600

BLDR

900

SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) Jan.: 6,500,000 7 6.5

LOW

SHW

TSCO

5.5

SWK

-10 -12

BECN

DJI

-10

-8

-6

-4

-2

4.5

MONTHLY CHANGE

4 3.5

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

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

$3.50

Current

$3.00

14.0

6.0

2.0

100

Prior month

120

Prior year

16.0

3.8%

18.0

February 0.0

HBSDealer.com

20.0

110.5

$3.73

February

Mar. 3

140

$2.50

$4.00

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

HARDWARE + BUILDING SUPPLY DEALER March 2022

HBSD-0322

Articles inside

People in the news

Hemly Hardware

Focus on fasteners

Ace’s Kim Lefko shares ‘Heartware Stories’

Building envelopes To help seal the deal

E-commerce leads the way

Hot metro markets for this year

Lowe’s launches DIY-U online

Report from Kansas