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Intelligence SCOREBOARD SERIES HCN Scoreboard Series: Distribution Nation Results from HCN’s Top 100 Distributor Survey show two-step gains B Y K EN C LARK The HCN Distributor Scoreboard has seen more than its share of consolidation over the years. Recent headlines show the trend con- tinuing, with Emery-Waterhouse purchased by Ace Hardware (in February), Roberts & Dybdahl bought by Cedar Creek (in May), and Dynamic Paint Products acquired by Merit Distribution (in August). “Consolidation seems to be a constant in our channel,” said Steve Synnott, president and CEO of Denver-based PRO Group, a network of distributors. “Recent years have delivered more consolidation at the supplier/ manufacturer level than what we have seen in wholesalers and retailers, but all segments have witnessed consolidations, mergers and acquisitions. I anticipate more of the same in future years.” One of the major changes shaking up the HCN Top 100 Distributor Scoreboard in 2013 is increased demand for products for the home. Housing starts in 2013 numbered 923,000, 18% above the previous year. And that lift in de- mand — the best in six years — had its impact on revenues. Of those distributors participating in the Top 100 Distributor Survey, 83% reported year-over-year sales gains — and a full 50% reported double-digit percent gains. Five companies reported a flat or negative sales change from the previous year. As a combined group, the 30 respondents re- ported a collective 9.3% gain in wholesale sales. Leading the way in the double-digit growth category is Islandia, New York-based Sherwood Lumber, with reported wholesale COMPANY Ace Hardware Corp. Do it Best Corp. HEADQUARTERS 2013 WHOLESALE SALES % CHANGE Oak Brook, Ill. 3,928,600,000 2 Fort Wayne, Ind. 2,900,000,000 4 Weyerhaeuser Distribution Federal Way, Wash. 2,700,000,000 4 Forest City Trading Group Portland, Ore. 2,700,000,000 29 Boise Cascade – Building Materials Distribution Division Boise, Idaho 2,599,605,000 19 Atlanta 2,152,000,000 13 Memphis, Tenn. 1,578,000,000 11 Chicago 1,411,500,000 1 BlueLinx Holdings Orgill True Value ENAP New Windsor, N.Y. 930,000,000 15 Universal Forest Products Grand Rapids, Mich. 890,000,000 1 Huttig Building Products St. Louis 561,500,000 8 Mid-States Distributing Duluth, Ga. 305,000,000 21 Wilsonville, Ore. 300,000,000 0 OrePac Building Products Seven D Wholesale Altoona, Pa. 295,000,000 -8 Sherwood Lumber Islandia, N.Y. 280,000,000 35 Weekes Forest Products St. Paul, Minn. 241,000,000 18 Wausau Supply Schofield, Wis. 225,000,000 13 Amerhart Green Bay, Wis. 208,000,000 23 United Hardware Plymouth, Minn. 197,000,000 1 Palmer-Donavin Manufacturing Columbus, Ohio 196,000,000 21 York, Pa. 184,000,000 22 Knoxville, Tenn. 175,000,000 6 Wolf Organization A HEALTHY DISTRIBUTOR SCOREBOARD sales up 35%. The key events that bolstered the company’s performance were efforts to position the company for future growth in new and existing markets, it said. Expanding product lines to include more value-added House-Hasson Hardware Building Material Distributors, Inc. Companies that participated in the HCN Distribu- tor Scoreboard Survey showed overwhelming sales improvement in 2013 (or the most recently completed fiscal year), compared with 2012. Combined sales of the 30 companies at right showed a year-over-increase of nearly 10%. For the Top 100 Distributor Scoreboard, includ- ing sales estimates of the leading distributors, visit the “Research” tab at Homechannelnews.com. Galt, Calif. 173,000,000 11 Great Southern Wood Preserving Abbeville, Alabama 168,740,000 9 Moberly, Mo. 156,052,000 -7 Diamond Hill Plywood Darlington, S.C. 97,000,000 -11 Tri-State Forest Products Springfield, Ohio 91,000,000 11 Mid-Am Building Supply Blish-Mize JM Thomas Forest Products HDW 32 SEPTEMBER 2014 Atchison, Kan. 82,000,000 0 Ogden, Utah 75,000,000 15 Shreveport, La. 65,700,000 4 HOMECHANNELNEWS.COM