DISTRIBUTORS/CO-OPS

Landscaping companies join forces

BY HBSDealer Staff

SiteOne Landscape Supply, Inc., a national wholesale distributor of landscape supplies, has acquired American Builders Supply.

American Builders Supply has been around since 1987, currently operating 10 locations in metro Los Angeles and 2 locations in Las Vegas.

AB Supply distributes hardscapes, natural stone and related products to landscape professionals, complementing and building on SiteOne’s existing hardscape offerings.

“American Builders Supply is a terrific fit with SiteOne as they add depth to our existing hardscape presence in the Southern California and Las Vegas markets. This acquisition reaffirms our commitment to bring a full range of landscaping solutions to our customers. The addition of American Builders Supply provides dedicated hardscape centers to complement our strong position in irrigation, agronomics and landscape lighting,” said Doug Black, CEO of SiteOne Landscape Supply.

“American Builders Supply has a passionate and talented team providing excellent quality, service and value to their customers. The combination of American Builders Supply and SiteOne is yet another step forward in our mission to become the best full-line distributor in the Green Industry,” said Black.

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New distribution for Tando

BY HBSDealer Staff

Derby Building Products, manufacturer of the Tando brand of exterior cladding products, has signed a distribution agreement with Forest Products Supply locations in Columbus, Ohio, and Indianapolis, Ind. 

FP Supply will be carrying the full line of TandoShake and TandoStone product lines, which debuted as new exterior products with natural looks that compete with traditional materials.

"We are thrilled to have FP Supply join us in making Tando products widely available to the Midwest market," said Ralph Bruno, president of Derby Building Products. "Their experience with an extensive and diverse line of building products makes them a perfect partner for Tando as together we define new categories in shake and stone with a winning line-up."

TandoShake offers the look of rich stained shake and a level of realism against a benchmark of real wood shakes, the company claims.

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Evolution in the power tool aisle

BY Ken Clark

Power tool retailing is not for the faint of heart, and there is no shortage of well-funded competition. But given consumer expectations, it's an arena in which hardware stores must play to claim relevance.

Plus, think of all the accessories like tool bits and saw blades that represent margin-rich products in the hardware retailer’s sweet spot.

This is part of the thinking behind the major overhaul of True Value Company’s revamped power tool business — a “core business” for the Chicago-based co-op, according to VP and Chief Merchandising Officer Heath Ashenfelter.

“The overall margin on power tools isn’t tremendous,” he said, alluding to competition from big-box and online retailers. “But we know that as we sell more power tools, then it will lead to more sales of higher margin products in categories that we feel we compete very well in, including hand tools and power tool accessories. That’s the path to success.”

The new-look tool assortment for the co-op is based on several ideas at the intersection of price, value, national brands and private label assortment.

The True Value approach begins with national brands, or as Ashenfelter describes it, “giving an appropriate share of the shelf to brands that the consumer cares about.” He points to Milwaukee and DeWalt among power tool brands that generate loyalty. (And Estwing in the hammer category, for instance.)

The national brands and creative merchandising — and an approach that comes very close to a store-within-a-store type setting — combine to validate that the category is a core business for a True Value store, he said.

Of course, pricing plays a major role in the new approach. “Price optimization is a key component,” Ashenfelter said. While power tool prices are generally going to have to be “right on top” of national competition, “the opportunity is for us to make more margin in the supporting businesses.”

And then there’s the matter of private label. For True Value, Master Mechanic has carried the load in both power tools and hand tools. For 2017, the True Value strategy is to upgrade the product, while reducing its presence in the aisle as national brands expand.

“Historically, we just quite frankly had way too much private label,” he said. “The price strategy was to drive a lot of margin. The problem was it was at the expense of relevancy.” Today’s mix is more relevant, he said, with prices that are more competitive on the SKUs that are most price-sensitive.

The upgrade in the Master Mechanic brand includes a new line hand of power tools, with a new logo, and new brand image across the board.

“Our goal for the private label brand is to provide a relevant mix of really good, high quality products that are priced at a value to the national brands, but right-sized.”

On top of everything, True Value is emphasizing creative merchandising and support for the core category. The result: “We’re growing rapidly and inspiring more confidence in our retailers that we can sell these categories,” he said.

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