DISTRIBUTORS/CO-OPS

NARI gets a new board president

BY HBSDealer Staff

Josh Brown, the VP sales at Milwaukee-based Bliffert Lumber & Hardware, has been elected as 2017 president of the board of directors for the National Association of the Remodeling Industry's (NARI) Milwaukee chapter.

Bliffert is a full-service LBM and hardware dealer founded more than a century ago with seven locations in the Milwaukee area.

Founded in 1961, Milwaukee NARI is an association of home improvement and remodeling professionals from throughout the area, as well as a resource for consumers.

The association promotes ethical conduct, professionalism and sound practices in the remodeling industry and education for consumers.

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Beacon expands in Washington

BY HBSDealer Staff

Beacon Roofing Supply has expanded its presence in the Pacific Northwest with the acquisition of American Building & Roofing, Inc.

The Washington State-based distributor of residential roofing and related building products has been in business for over 30 years and maintains seven branches in the state. ABR has grown from its original store in Everett to seven branches by adding stores in Snohomish, Poulsbo, Pasco, Mt. Vernon, Yakima and Wenatchee.

“Joining Beacon presents a tremendous opportunity for my family and ABR’s loyal customers and employees," said ABR’s founder, David Morgan. "Beacon’s commitment to strengthen its presence in Washington State and the entire Pacific Northwest will enable us to better serve our customers with broader product offerings and even more efficient deliveries. We chose to align with Beacon because Beacon shares our belief that success comes from hard work and great customer service and because Beacon presented the greatest long-term growth opportunities for my family and all of our employees. I am very excited for their future at Beacon.”

"ABR is a tremendous addition to Beacon and significantly expands our residential roofing opportunities in Washington State, particularly in the busy Seattle market," said Paul Isabella, Beacon’s CEO and president. "We are grateful that David, Wendy, Marc and Karren Morgan have entrusted Beacon with the further growth and development of their great company and I am confident that ABR will play a huge role in our success in the Pacific Northwest. We are thrilled to have the entire ABR team as part of Beacon.”

Beacon continues to ride a wave of acquisitions. In May, it acquired Fox Brothers Co, in Lansing, Michigan. April saw the aquisition of Philadelphia area's Atlantic Building Products.

 

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New additions at House-Hasson Hardware

BY HBSDealer Staff

Knoxville, Tennessee-based House-Hasson added sales staff in Pennsylvania, Florida, and Louisiana to serve the company’s existing independent hardware store dealers and to grow its business in those states, the company said.

Don Hasson, president of the 110-year-old family-owned company, said that with the number of acquisition prospects dwindling, growing “the old-fashioned way” is the company’s strategy for the future.

Currently, the distributor serves more than 2,000 dealers in 18 states and the Caribbean region.

“For a number of years we were able to make strategic acquisitions that brought about substantial growth in dealers and sales,” Hasson said. “We weren’t the only ones in that hunt. The outcome is that, today there are very few, if any, independent hardware distributors that  present strong acquisition opportunities.”

House-Hasson has carried out five acquisitions since 1988, the most recent of which was the 2015 purchase of Long-Lewis Hardware of Birmingham, Ala., which resulted in a new regional manager; 10 new sales staff members; and 150, 18-wheeler truckloads of merchandise coming into the House-Hasson fold.

“Such large infusions of territory, staff, and goods just aren’t in the cards in today’s environment,” Hasson said. “We’re taking another path.”

House-Hasson is beefing up its sales staff in high growth potential areas, he said. So far, new salesman additions are one in Florida from Tampa to the panhandle, one in the western portion of Pennsylvania, and three working western Louisiana.

“We always have our eye toward the northern U.S. because that’s been our best growth region for a long time,” Hasson said. “At the same time, Florida’s size is an attraction; from a hardware and lumberyard standpoint it’s almost like a country. Louisiana is a market that we expect will be very productive.”

He said the bankruptcy and sale of a smaller competitor that worked in Louisiana has opened the door to acquiring new customers.

“Hiring salesmen who know and understand the markets is a key ingredient to building business in every state,” Hasson said. “The number of our sales staff varies over time; today it’s about 70. They’re not order-takers: they’re consultants working with dealers to build their stores’ profitability.”

House-Hasson dealer customers include Trustworthy Hardware stores, independent hardware stores and lumber yards, Sentry Hardware stores, and Priced Right Everyday stores.

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