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Glue and adhesives, by the numbers

BY HBSDEALER Staff

Channel analysis
The dollar volume of glue and adhesives surged 38.0% in the 12 months ended August 2012, according to consumer research from The NPD Group, based in Port Washington, N.Y. Dollar sales outpaced unit sales, indicating a propensity to pay more from an increasingly sophisticated product range of glues.

Demographic analysis
Young millennials are the leading consumers of glues and adhesives, accounting for more than a quarter of the sales in the most recent 12 months.

Purchase motivators
Proximity to home is important to consumers when deciding where to purchase a glue/adhesive, but availability is growing and is nearly as important as price. When it comes to the glue/adhesive itself, brand stands out as the most important consideration.

Product attributes
With so many types of glue on store shelves, 25% market share is a dominant position for multi-purpose adhesives. The No. 2 player is “other.” Heavy-duty adhesive has gained the most market share this year. Squeeze tubes are the most popular type of packaging (40.9%) and growing.

Methodology: NPD data are based on monthly tracking of more than 30 home improvement-related categories and 30,000 opt-in consumers.

*2012 data reflects the period September 2011 through August 2012.

**Key: WHC: warehouse home center; MM: mass merchant; DS: department store;
SS: specialty store; HS: hardware store

*** More than one answer accepted

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Walking the Aisles: Sutherlands

BY Ken Clark

Salt Lake City — Privately held home improvement retailer Sutherlands Lumber, based in Kansas City, Mo., has gone where few lumber companies have gone before — from a 1917 mom-and-pop to a home improvement chain that operates in 13 states.

The company ranked 13th on the 2012 Home Channel News Top 300 Industry Scoreboard, where it’s wedged between Northern Tool & Equipment and Builders FirstSource. But Sutherlands’ Salt Lake City store, its westernmost outpost, is more like Menards, with an eclectic merchandise mix that’s also heavy on lumber.

Turnstiles regulate foot traffic into the store. A few steps beyond, visitors are greeted with a table stacked with bags of onions and potatoes. Beyond that, a table of jeans — all evidence that the company’s buyers and merchants are encouraged to take chances.

Barbed wire and fencing supplies, along with a prominent Ranch-Way Feeds sign give a rural feel to the store, which is located near downtown.

Sutherlands deserves credit for its role as home center innovator in the early 20th century. But as it expands with local-market knowledge, it’s also a story for the 21st.

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Passing the gavel in Savannah

BY HBSDEALER Staff

At a gathering of 200 pro dealers and suppliers in Savannah, Ga., the National Lumber and Building Material Dealers Association (NLBMDA) board of directors introduced a new leadership team headed by Chuck Bankston, president of Bankston Lumber in Barnesville, Ga. The Oct. 24 installation was held during the ProDealer Industry Summit, a three-day event jointly sponsored by the NLBMDA and Home Channel News.

Bankston replaced outgoing chair Cally Coleman Fromme, executive VP of Zarsky Lumber Co. Reflecting on the decades she and her family have operated their Texas chain of lumberyards, which Fromme will soon take over, the first woman to serve as an NLBMDA chair said: “We stick around [because] we love it. We can’t help it.”

Incoming chair Bankston recalled his failed attempt at getting a job as a lifeguard at the town’s public pool. Working in the family lumberyard—– he’s the fourth generation — appeared to be his destiny. “My dad never pushed me into getting back into the family business,” Bankston said. “He always let me make my decisions on my own. [But] he instilled in me conservative core values that drive everything I do today.”

The NLBMDA bestowed service awards on Carlos Guilherme of Weyerhaeuser, Harold Baalmann of B&B Lumber, and the Oklahoma Lumbermen’s Association.

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