June 18, 2018 Volume xxiv, #24

“Write it on your heart that every day is the best day in the year.”
—Ralph Waldo Emerson (American essayist, philosopher, and poet, 1803-1882)

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CertainTeed Gypsum Canada’s latest suit targets 54-inch drywall dumping

MISSISSAUGA, Ont. ― CertainTeed Gypsum Canada has filed an anti-dumping “retardation” complaint against U.S. importers of 54-inch wide drywall into Western Canada. This is the second drywall case filed with the Canada Border Services Agency in recent years. Last year, the Canadian International Trade Tribunal (CITT) validated CertainTeed’s first anti-dumping complaint against U.S. importers of 48-inch wide board in Western Canada, resulting in duties at levels ranging from 94.6% to 324.1%.

Now CertainTeed contends that the same thing is happening with 54-inch drywall. The suit claims that U.S. manufacturers are selling into the Western market at prices substantially below what they charge to their domestic U.S. customers. This practice “is preventing the company from investing in domestic 54-inch manufacturing capability by suppressing 54-inch prices,” says CertainTeed in a release. “This market suppression is destroying the economic viability of, and thus ‘retarding’, any 54-inch manufacturing investment in Western Canada.” Because 54-inch drywall was not included in the 2016 claim, dumping continued―and even increased, says CertainTeed―since that time.

“U.S. dumping of 54-inch drywall in Western Canada, is distorting the Western Canadian drywall market, and preventing new investments and jobs,” says Matt Walker, CEO of CertainTeed Canada. “We believe we have a very strong case that will restore free and fair trade and create new jobs in Western Canada.”

CertainTeed says the 2016 complaint and resulting duties have had a positive impact on Western Canadian 48-inch wide drywall manufacturing, even though the Minister of Finance has implemented a duty remission of 32.17%. This reduces the calculated dumping duty levels and allows U.S. importers to keep selling 48-inch drywall in Western Canada. CertainTeed Gypsum Canada says this has resulted in a continued price impact from U.S. dumping, although at a lesser level. As a result, the company says it has been able to rehire plant shifts that were cut over recent years due to the dumping injury, and has increased staff at its three Western drywall plants, in Vancouver, Calgary, and Winnipeg.

CertainTeed, headquartered in Malvern, Penn., is a subsidiary of the French building materials giant Saint-Gobain.

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Knauf’s $7 billion acquisition of USG promises continued support of North America

IPHOFEN, Germany & CHICAGO — Building materials maker Knauf is buying all outstanding shares of drywall and ceiling products maker USG for $44 per share in a deal that will total $7 billion, but promises good news for the Canadian operations. A family-owned business based in Germany, Knauf operates 220 factories worldwide with revenue in excess of $8 billion.

Knauf did not have to arrange any financing for this. The transaction will be financed from existing cash and committed debt financing. It expects the deal to close early in 2019.

USG will continue to be managed locally in the U.S. as Knauf intends to maintain USG’s existing corporate headquarters in Chicago and its facilities in North America. Those facilities include its Canadian operations, CGC, based in Mississauga, Ont. According to a joint release announcing the takeover, Knauf plans to make significant long-term investments in those operations.

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Hardlines’ Publisher Beverly Allen to retire

SPECIAL REPORT — Beverly Allen is retiring. A fixture at Hardlines Inc. for more than two decades, Beverly came aboard in the company’s second year to take over managing the company, securing its solid financial footing that ensured the years of growth to come.

Within a few short years, she expanded her talents to manage sales for the HARDLINES newsletter, annual conference, a growing online presence, and a new magazine, Hardlines Home Improvement Quarterly. As publisher, with business partner Michael McLarney, she guided the company to become the trusted voice of the industry for retailers and suppliers alike.

As part of Hardlines’ efforts to get out and be an active part of Canada’ home improvement industry, Beverly became a familiar face at events, stores, and shows across the country. But she also developed many important relationships with industry leaders around the world, from the European retail federation to the French manufacturers’ association and the Lowe’s International buying team. She managed to do all this as a woman in an industry where women were scarce. Her profile as a well-known spokesperson for this industry made her a mentor for many other women entering the industry behind her.

Beverly has always been able to combine her business skills with the vision of a true artist. In fact, she has degrees in both fine arts and in commerce. Not only could she determine the fiscal viability of new projects, she was an integral part of honing and cultivating those projects at the creative level.

Now, she is taking that creative side and investing in it in her retirement. Beverly has been developing a career in the arts as an artist and painter. In her new pursuit, she has quickly demonstrated the same skill and talent she had for steering the ship at Hardlines. She’s already had her work displayed in shows in Toronto, Chicago, Las Vegas, and Berlin.

We’re grateful for all Beverly has done for Hardlines and for the industry, and wish her the best in her next chapter. Her last day will be June 26. You can reach her by email until then or on her cell: 647-880-4589.

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When it comes to e-commerce, what do consumers expect from independents?



SPECIAL REPORT — Home improvement dealers say their customers are asking for ways to complete their transactions online. According to a survey by the North American Retail Hardware Association, ship-to-home is something many retailers are working towards offering, but the option to buy online, pick up in store is still important, says Dan Tratensek, EVP of publishing at the NRHA.

Consumers have also expressed that they would like online access to real-time information on product availability in the store. They still want to visit the store, where they can get feedback and advice on their projects, but they don’t want to waste a trip if what they’re looking for isn’t in stock. And the other features they’re looking for are more complete product information and reviews.

Tratensek says your web presence doesn’t have to be the most cutting edge. In fact, some consumers appreciate that their local retailer isn’t as slick or high-tech as the bigger chains or corporate stores. But dealers still need to make that effort to listen to what their customers are looking for and do their best to deliver on that. It’s just part of how customer service has evolved with the internet; the retail experience now begins before customers even walk into the store.

“It’s great to see that 96% of independent retailers have established a web presence, but like when you plant a garden, you can’t just plant the garden and walk away,” says Tratensek. “You have to nurture it and cultivate it if you want it to continue to yield for you.”

Tratensek has been confirmed to present again at this year’s Hardlines Conference. He will report on the latest research by NRHA on the trends and business conditions affecting independent dealers in North America. For more information about the 23rd annual Hardlines Conference, at Queen’s Landing in Niagara-on-the-Lake, Ont., click here.

(NRHA is represented in Canada by Hardlines. One of the key benefits of membership is the product knowledge training programs for employees. Training programs are available in core hardware and building materials categories. For more information on the NRHA, please click here.)

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Tom Bell has joined the Sexton Group as business development manager, Western Canada. In his new position, he will work to identify and develop strategic partnerships and generate growth opportunities in the Winnipeg-based buying group’s member and vendor communities. Bell brings 30-plus years of experience in wholesale, distribution, buying group, and retail home improvement environments, most recently as an independent retailer with Jeni’s Food and Hardware in LaSalle, Man. Prior to opening his own business, Bell worked at MacMillan Bloedel, North American Lumber, and even had a stint in his early career years with Sexton. He is also an active member of the Western Retail Lumber Association. (bell@sextongroup.com)

Anthony Snell has been named general manager of Coast Distributors (Nanaimo) Ltd. He will assume his new responsibilities on July 9 and will succeed Brad McCluskie, owner and general manager. Snell brings years of experience on the purchasing side, having been employed with Petcetera before coming to Coast two years ago. Since then, he has expanded Coast’s import business and expanded the marketing department. With Snell taking over day-to-day duties, McCluskie will take the opportunity get back on the road, building the business and meeting with customers.

A number of management changes have taken place at Ply Gem, following the $2.4 billion buyout of the window, door, and siding company at the beginning of 2018 by San Francisco-based private equity investment firm Clayton, Dubilier & Rice. Gone are Michael Slapman, SVP finance; Tara Kelly, VP of HR; John Vukanovich, VP marketing; Ron Plant, Ontario sales manager; and Rosemary Fernandes-Walker, national sales manager, retail.

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CLASSIFIED ADS

TIMBER MART is looking for a Sales Development Agent based in Langley, BC who will play an integral role in the following areas that support our dealers and customers:

* Establish and build strong relationships with our dealers and customers

* Promote the purchase and utilization of our products and services

* Actively pursue new business opportunities and strengthen our current ones

* Work with our sales team to meet and exceed monthly sales initiatives

* Conduct sales calls and store visits

* Communicate customer concerns, questions and ideas clearly

* Review monthly sales reports to identify opportunities

Qualifications:

* A minimum of 3 to 5 years’ experience in the building material industry

* Competency in Microsoft Office and basic computer skills

* A valid driver’s license and a clean abstract

* Business to Business (B2B) sales experience

* Purchasing experience

* Specific knowledge of the lumber and panel market

* Post-secondary education or equivalent experience

* Formal sales training

If you are a motivated team player who is looking for a challenging and rewarding opportunity, please forward your resume to hr@timbrmart.com.

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COMMODITY TRADER (#765ON)

About Home Hardware Stores Limited
Home Hardware Stores Limited is Canada’s largest Dealer-owned cooperative with close to 1,100 Stores and annual retail sales of over $6 billion.

Located near Kitchener/Waterloo, Ontario, Home Hardware remains 100% Canadian owned and operated.  Home hardware has received designations as one of Canada’s Best Cultures and Best Managed Companies and is committed to providing local communities with superior service and quality advice.

Responsible to the Commodity Manager for:

Marketing Wood Products to targeted Dealers.

Contacting vendors for up-to-date prices and trends. Providing analysis and input to Commodity Manager, determining when the time is right to buy.

Providing input on Block Buys and Commodity Offerings.  

Advising Home LBM Dealers on market conditions and assisting them in making buying decisions.

Purchasing lumber and sheet goods on behalf of the Home Hardware LBM Dealers in Ontario.

Purchasing lumber, sheet goods and allied products for the Kitchener LBM Distribution Centre.

Making outgoing sales calls to Dealers.

Inputting purchase orders and other records as required. Creating and running reports as required.

Qualifications:

Secondary School Diploma or equivalent with post-secondary courses in business and negotiation.
Five to ten years of retail and/or wholesale business experience.
Full knowledge of softwood lumber products.  Strong Eastern and Western mill connections essential.
Ability to analyze economic reports, commodity reports and information received from various industry sources, including those generated internally.
Highly motivated and able to problem solve.

Interested applicants, please submit your resume to Dayna Weber, Recruitment, Human Resources at hr@homehardware.ca.
Full posting available at www.homehardware.ca.
Phone: 519-664-4975
34 Henry St W, St. Jacobs, ON, N0B 2N0

*While we appreciate all applications received, only those to be interviewed will be contacted.

We will accommodate the needs of qualified applicants under the Human Rights Code in all parts of the hiring process.

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