Februar y 20 25 • Volume 42, N° 1
INSIDE
Exibitor Listing & Floor Plan
41290029 ABSDA Building Supply News
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Februar y 20 25 • Volume 42, N° 1
The ABSDA Building Supply News is the official magazine of the Atlantic Building Supply Dealers Association and is published in February, May, July and September. The Atlantic Building Supply News is distributed to all ABSDA Dealer and Associate Members. The ABSDA office is located at: 70 Englehart Street, Dieppe, NB, E1A 8H3 Phone: (506) 858-0700 Email: absda@nb.aibn.com
ABSDA Serving the Industry for 70 years It will come as no surprise ABSDA currently has over 650 active Member Retail Building Supply and Associate Supplier Members. ABSDA is the collective voice and liaison for the independent Building Supply and Home Improvement Industry. Since 1955 this Association has focused on industry specific needs to our Members.
features CUSTOMER SERVICE
ABSDA Expo Floor Plan
10 22
in this issue 4 Chair’s Message
14 Expo 2025 Meet & Greet & Gala
6 President’s Message
16 Preparing for a Successful EXPO
10 Customer Service 12 Upcoming Training
24 Exhibitor Booth Listing 34 Industry News
ABSDA Executive 2024-2025
Chair Tanya Hanson Rocca Roblynn Home Hardware Building Centre Oromocto, NB (506) 446-6824
Past Chair Peter Merrill KM Agency Ltd. Bedford, NS (902) 483-3155
Vice Chair Jay Milton Gillfor Distribution Dartmouth, NS (902) 434-8200
President Denis Melanson ABSDA Dieppe, NB (506) 858-0700
ABSDA Directors 2024– 2025
Dawn McKay TNT Insulation & Building Supplies Keswick Ridge, NB (506) 363-5747
Duane MacDonald Callbecks Home Hardware Building Centre Summerside, PEI (902) 436-1100
Deborah Brinson Gander Bay Building Supplies Victoria Cove, NL (709) 676-2992
Stephen Rector Island Home Hardware Grand Manan, NB (506) 662-8308
Tim Sabean Wilson’s Hardware Limited Digby, NS (902) 245-4731
ABSDA Associate Directors 2024-2025
Jeff Peddigrew Marwood Fredericton, NB (506) 478-2130
Andrew Jessome Metrie Atlantic Canada Dartmouth, NS (902) 471-7391
Dominic LeBlanc Alexandria Moulding Alexandria, ON (506) 380-4396
Kyle Crook Kohltech Debert, NS (902) 222-2395
ABSDA Building Supply News
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WOW! 70 years of ABSDA! What an incredible milestone for our association and our industry—let’s celebrate BIG! Dear Members,
Tanya Hanson Rocca Chair of the Board
I am beyond excited to invite you to the ABSDA’s 2025 Trade Show, happening on March 4th and 5th. This is your chance to connect with top-notch vendors, discover cutting-edge products, snag great deals, and so much more! Whether you’re a business owner or part of the team, this event is packed with opportunities you won’t want to miss. And this year? It’s extra special as we celebrate our 70th Anniversary—a true momentous occasion for us all! This trade show is not just for owners and vendors—it’s an amazing opportunity for your staff to gain valuable knowledge and network with the best in the industry. Here are just a few reasons to bring some of your team: •
Stay Ahead of the Game: Discover the latest products and innovations that will keep you on top of industry trends.
•
Unmatched Networking: Build lasting relationships with leading vendors and fellow industry professionals.
•
Valuable Insights: Gain expert advice on strategies, tools, and techniques to supercharge your business.
•
Team Energy: Strengthen your team’s bond while soaking in the high-energy atmosphere of the trade show!
This year’s event is going to be nothing short of legendary, and we’ve planned something extra special to mark our 70th anniversary. Don’t miss our Opening Night Icebreaker on March 4th, where you’ll enjoy high4
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energy live music from the incredible local band, The Mellotones—get ready to dance the night away! Then, on Wednesday, March 5th, it’s time to turn up the celebration with our 70th Anniversary Gala and Awards Evening, featuring an unforgettable lineup of musical performances and, of course, our prestigious awards ceremony! We’ll be honoring outstanding individuals and businesses that have contributed to the success and growth of our industry. It’s going to be a night to remember! And when the evening winds down, the party is just getting started! Join us for the After Burner Party at the Dome, where our very own ABSDA band, The Kiln Dried Studs, will have you rocking into the night!
We are beyond pumped to celebrate with you, and we can’t wait to see you there for two days filled with learning, networking, celebration, and a whole lot of fun. Mark your calendars NOW—this is going to be one for the history books! See you there! Warm regards, Tanya Hanson Rocca Chair, ABSDA
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ABSDA Building Supply News
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Celebrating 70 years of Growth: The Story of ABSDA Our Association’s roots date as far back as the 1940’s, at that time the “New Brunswick Retail Lumber Dealers Association”, and the “Nova Scotia and Prince Edward Island Associations” represented the voice of the Building Supply Dealers in their respective regions. Denis Melanson President
A turning point came in November 1955 during a special joint meeting in Amherst, NS, setting the stage for a unified organization. This led to the creation of the “Maritime Retail Lumber Dealers Association,” with Robert Eddy of the Eddy Group as its first Chairman and J. Harold Farthing as its first full-time President. This new Association was dedicated to supporting its members J. Harold Farthing through initiatives such as management training and education on key industry topics like profit and loss, estimating, and basic drawing and light frame construction. From a modest start with a $25 annual membership fee and 50 retailers in three provinces, the association steadily grew. In 1957, the inclusion of suppliers as “Associate Members” further strengthened the organization. Two years later, we expanded into Newfoundland, welcoming Lundrigan’s Building Supplies as our first Retail member on “The Rock”. Mr. Farthing resigned in 1959, making way for Mr. Douglas W. Golding to be appointed as the Associations second President. The transformation into the Atlantic Building Supply Dealers Association (ABSDA) in 1965 marked a new chapter.
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Under the leadership of Douglas W. Golding, who served as President for 15 years, our trade show flourished, our membership expanded across all four Atlantic Douglas W. Golding provinces, and the association established itself as a regional powerhouse. Unfortunately, Mr. Golding passed away suddenly in 1975. This brings us to President number three as ABSDA introduced Paul Landry. Under his leadership, the trade show expanded even further, with Paul Landry over 200 booths by 1979. He also introduced the ABSDA Buyers Guide, a valuable resource for Members. After eight years of service, Mr. Landry stepped down in 1983, paving the way for John Ward to take the helm. (continued on page 8)
John Ward
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(continued from page 6) Mr. Ward brought a focus on government relations, ensuring that the Association’s voice was heard on key policy issues. During his tenure, the Bursary & Scholarship Program was introduced in 1987, providing support for the next generation of industry leaders. He also established a Trade Show Committee to manage the growing trade show demands as well as a Strategic Planning Committee to guide the Association’s future and to create a succession plan for his exit. Mr. Ward retired in 1999 after 16 years of dedicated service. The fifth President of ABSDA made his appearance in 1999 when Mr. Don Sherwood was appointed by the board. His tenure was Don Sherwood defined by a passion for education and collaboration. Under his guidance, the Association developed the Distance Learning Program, providing members with accessible training opportunities remotely. Don was instrumental in the creation of the Canadian Retail Building Supply Council (CRBSC), fostering collaboration with the sister Associations across the country. One of his proudest achievements was the construction of the ABSDA Member Building in 2003, a facility that continues to serve members today.
Tragically on December 8, 2014, a few months before he was set to retire, Don passed away suddenly. The news of Don’s passing shocked and saddened the building supply industry not only in Atlantic Canada but through the entire country. Each leader contributed significantly to ABSDA’s growth, but Don Sherwood’s sudden passing was a profound loss. His passion for the industry remains an inspiration, and he left behind a legacy of dedication and achievements. I, Denis Melanson, became the sixth President of ABSDA in 2014. Coming from outside the industry, I faced the daunting challenge of following in the footsteps of a beloved leader while trying to revitalize an Association that was losing momentum. Our trade show, once a centerpiece of the industry, was facing significant challenges, with some declaring it “dead.” Through the support of an exceptional team and the unwavering commitment of our members, we turned things around. In 2017, we made the bold decision to move the Expo to Halifax. This move breathed new life into the event, which has since grown steadily and regained its status as the premier trade show in Atlantic Canada. The Expo is more than a showcase for products and services; it is a platform for networking, collaboration, and building lifelong friendships. Over the past decade, we have re-energized the Association, embracing innovation and growth. The ABSDA Academy now offers expanded education programs,
providing members with tools to thrive in a competitive market. We launched an Annual Leadership Conference, bringing together industry professionals to share knowledge and insights. Recognizing the importance of technology, we introduced the ABSDA Digital App, giving members access to a powerful search engine and making key industry contacts and resources available right at their fingertips.
Our success is built on the foundation laid by the leaders who came before me. I am profoundly grateful for the vision and dedication of Mr. Farthing, Mr. Golding, Mr. Landry, Mr. Ward, and Mr. Sherwood. Their contributions have shaped ABSDA into the thriving organization it is today. I also want to acknowledge the countless board members, committee members, and volunteers who have played an integral role in our journey. Most importantly, I want to thank our members. Your support and engagement are the lifeblood of ABSDA. Over the years, you have shown resilience, adaptability, and a commitment to excellence that inspires us to continue serving you to the best of our abilities. As we celebrate 70 years of growth and success, let us look forward to the opportunities that lie ahead. Together, we will continue to innovate, advocate, and strengthen the building supply industry in Atlantic Canada. I look forward to seeing you all at Expo 2025 as we embark on the next chapter of our journey. Here’s to the next 70 years of success and community. Denis Melanson President
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ABSDA Building Supply News
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STOP saying “Can I help you”? Quick, what’s the typical greeting used most often by 60% of retail stores? You’re right if you guessed, “Can I help you?” The visitor’s usual response, “No thanks, just looking.” The problem is the walk-in customer is never “just looking.” They came into the premises because at some level they perceived a need. This greeting only reminds visitors that they’re not here to buy. Lousy selling strategy.
Jeff Mowatt Service Strategist
The way you and your front-line employees greet walk-in customers has a huge impact on your bottom line. Here are some tips to ensure that you and your employees greet customers in a way that makes them want to buy and keep coming back. Show that you recognize them If you deal with customers, the two most important words are not, please or thank you, but are your customer’s first and last names. Take the restaurant I patronized in Greece, for example. As I walk in with my friends, he shouts, “Jeff, you’re back! Welcome!” He smiles at the rest of my party and says, “I see you’ve brought your friends, excellent! We’ll clear one of our best tables for you!” At this point I don’t care what the food tastes like — this guy gets my business. If you don’t remember the customer’s name, you need to at least let them know that you recognize them and are happy to see them. So, an effective greeting would be, “Well, Hello! It’s nice to see you again.” Customers return to secure, friendly environments. Show that you recognize them, and they’ll want to come back. Brian Warr
Richard Hamel
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NOVA SCOTIA, NEW BRUNSWICK & PRINCE EDWARD ISLAND
EASTERN QUÉBEC & NORTHERN NEW BRUNSWICK
(709) 770-5607 bwarr@castle.ca
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Ask if they’ve been in before One of the best money-making greetings is, “Hi, have you been here
before?” Michael Gerber, author of the best seller, The E-myth, says that his clients who have switch from, “Can I help you?” to this greeting have seen sales increase by 16%. While Gerber claims to have no idea why this works so well, I think it’s because this greeting reminds the customer that they’ve been at your business before, so it’s a familiar place. Familiar means safe. Safe means trust. And trust means buy. “If saying, ‘Hi, have you been here before?’ can increase sales by 16%, then it’s certainly worth a test.” With this greeting the employee can also add, “Welcome back, we appreciate your coming to see us again.” That provides that all-important recognition. They can ask the customer about what they bought on their last visit and how they like it. That provides the opportunity to provide positive reinforcement and/or clear up any concerns. If this is the visitor’s first visit, then the employee has a great excuse to show them around, identify needs and point out specials. At any rate, if saying, “Hi, have you been here before?” can increase sales by 16%, then it’s certainly worth a test. Hope you give these technics a try. Remember practice makes perfect! Wishing you great success and increased sales. Jeff Mowatt is a customer service strategist, Hall of Fame speaker, and bestselling author. For more tips, training tools or to inquire about engaging Jeff for your team visit www. JeffMowatt.com
Did you know ABSDA now offers Customer Service and Sales training? Sign up your team today by visiting the Training Schedule at ABSDA.CA
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ABSDA Building Supply News
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Spring Training Opportunities Customer Service Excellence
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THE VERY BEST TIME OF YEAR TO SELL WINDOWS & DOORS The most exciting time of year is here. The Kohltech Winter Window Event is now available at participating dealers. To help you inspire your customers with the most outstanding value of the year on all energyefficient Kohltech windows, entrance systems, and patio doors. Visit our booth in Suite 109 to be some of the first to see new Kohltech products. Book orders now and arrange delivery anytime up to Spring 2025.
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ABSDA Building Supply News
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NETWORKING - March 4th
MEET & GREET
Join us in the Ballroom at the Halifax Convention Center for our opening evening at our popular Meet & Greet night featuring local favorites The Mellotones! This is a wonderful opportunity to connect with fellow members and make new connections. This event will feature a good spread of finger foods! Tickets for this event can be purchased on our website at a cost of $50 each.
www.absda.ca NOTE: All tickets must be purchased prior to the EXPO. No tickets will be available at the event.
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ENTERTAINMENT - March 5th
GALA & INDUSTRY AWARDS An East Coast Entertainment Explosion!
Crescendo
The ABSDA 70th Anniversary Gala dinner will showcase an explosion of powerhouse Atlantic Musicians! Crescendo will feature 78th Highlanders, Squid and the world-champion MacArthur Dancers; the big band sound of Rankin MacInnis & the Broken Reeds; Syrian Lebanese rapper Shannii22; comedy by Cape Breton’s much-loved Bette MacDonald and a finale featuring 5-time Juno Award-winning artist and songwriter, Jimmy Rankin! Table of 10 for $1250.00 Individual Tickets are $125.00
Purchase online at www.absda.ca NOTE: All tickets must be purchased prior to the EXPO. No tickets will be available at the event.
AMAZING 70th CELEBRATION - March 5th
AFTER BURNER PARTY! We’re pulling out all the stops to celebrate our 70th Anniversary! Join us for a night cap at our After Burner Party with our very own ABSDA Band – The Kiln Dried Studs! Walk a few yards down the street to The Dome for a toast to share our successes and create more memories. This will be a complimentary event to thank our Members for the decades of generous support! Date: March 5th, 2025 Time: Following the Gala Location: Halifax Dome
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How to Prepare for a Successful Expo The ABSDA Expo 2025 is right around the corner on March 5th and 6th. The Expo is a golden opportunity for exhibitors to showcase their products, connect with Dealers, and generate sales. To maximize the potential of your investment, preparation and strategic planning are key. Here are steps and strategies to ensure success at the Expo: Step 1: Define Your Goals Before setting foot on the trade show floor, identify your objectives. Are you launching a new product, expanding your client base, or strengthening relationships with existing customers? Clear goals will guide your approach and help you measure success.
Step 5: Maximize Engagement at the Booth The key to a successful trade show lies in engaging visitors and building connections. Strategies include: •
Step 2: Design an Eye-Catching Booth Your booth is your storefront at the Expo. A well-designed, visually appealing booth can draw attendees in. Consider the following: • Brand Consistency: Use colors, logos, and designs that align with your brand. • Clear Messaging: Display concise, compelling messaging that communicates your value proposition. • Interactive Elements: Incorporate touchscreens, product demonstrations, or hands-on experiences to engage visitors.
Step 3: Train Your Team Your booth staff plays a critical role in engaging attendees. Have the RIGHT people in the booth and ensure they have the following skills: • Knowledgeable: Fully informed about your products and services. • Approachable: Friendly and enthusiastic in their interactions. • Prepared: Trained in active listening and how to address attendee needs effectively.
Step 4: Promote Your Presence Generate buzz before the Expo by reaching out to your network and target audience. • Social Media: Share posts about your booth number, featured products, and special promotions. • Email Campaigns: Send personalized invitations to key contacts. • Pre-Event Meetings: Schedule appointments with key prospects to ensure quality interactions during the show. 16
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•
•
EXPO Exclusive Deals: Everyone loves a great deal, promoting special pricing strategies exclusive to the show will make sure they visit your booth to get the deal. Interactive Experiences: Offer product demonstrations, virtual reality tours, or contests to captivate attendees. Thoughtful Giveaways: Provide branded items that are useful and memorable, such as tools or tech gadgets.
Step 6: Network Beyond the Booth Networking opportunities at trade shows extend beyond your booth space. Attend networking events, keynote sessions, and workshops to: • • •
Build relationships with other exhibitors and attendees. Exchange ideas and stay updated on industry trends. Increase your visibility within the industry.
Step 7: Follow Up Promptly After the Expo, ensure your efforts yield results by following up with leads. Send personalized thank-you emails, share additional product information, and schedule follow-up meetings to keep the conversation going.
Keys to Closing Sales at the Expo 1. Build Rapport: Start with a friendly, genuine conversation to establish trust. 2. Show Value: Clearly articulate how your product solves a problem or meets a need. 3. Create Urgency: Offer time-sensitive deals or promotions to encourage immediate action. 4. Ask for the Sale: Be direct and confident when discussing next steps, whether it’s scheduling a follow-up meeting or finalizing a purchase. The ABSDA Expo is a premier event for the building supply industry in Atlantic Canada. By preparing thoroughly, engaging effectively, and following up diligently, exhibitors can make the most of this opportunity to showcase their products, strengthen relationships, and drive business growth.
Let’s make this year’s Expo a resounding success for everyone involved!
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2025
$2,500 ABSDA Scolarships
Bursary & Scholarship Awards
$1,500 ABSDA Bursaries
Bursaries and Scolarships will be awarded to successful recipients entering their first year studies at a recognized post-secondary institution. Application deadline is April 18, 2025 Bursaries and Scholarships will be presented in June 2025. Contact the ABSDA office at 506-858-0700. Application forms available at: www.absda.ca or at the ABSDA office
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VISIT US AT BOOTH 508-517 for a chance to win golf prizes including a Golf week-end getaway!
KM Agency is proud to celebrate the 70th anniversary of the ABSDA EXPO
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www.kmagency.ca (902) 483-3155 20
February 2025
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February 2025
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EXHIBITOR LISTING
2025
A A.O. Smith Enterprises Booth No: 512 www.gsw-wh.com ACCEO Solutions Inc Booth No: 403 www.acceo.com Adventech Booth No: 305-320 Alexandria Moulding Booth No: 704,706 www.alexmo.com Apex Tools Booth No: 116-127 Arauco Booth No: 305-320 Arbec Booth No: 705 www.arbec.ca Armour All Booth No: 116-127 Armstrong Ceiling Tile Booth No: 305-320 Atlas Booth No: 305-320 Atlas Energy Shield Booth No: 305-320 Auto-Stak Systems Booth No: 414 www.autostak.com Avonite Booth No: 305-320
B Bailey Metal Booth No: 520 www.bmp-group.com Barrette Outdoor Living Booth No: 305-320 Beland Forest Products Booth No: 805 www.beland.com Benjamin Obdyke Booth No: 305-320 Be.On Stone (Wilki) Booth No: 617 www.beonstone.com Benchmark Booth No: 719-721 Bezdan Booth No: 915 www.geobezdan.com 24
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BIK Boom Trucks Booth No: 906 www.bikboomtrucks.com Blanchard Group Booth No: 508 www.blanchardgroup.ca Blanco Booth No: 515 www.blanco.com BMR Booth No: 701 www.bmr.ca BoisRoxe Booth No: 305-320 Bonaventure Agency Booth No: 718 www.bonaventure.com Brunswick Valley Lumber Booth No: 916 www.brunswickvalley.ca BP Canada (Saint-Gobain) Booth No: 522,524,623,625 www.bpcan.com Buzz Block Booth No: 909 www.buzzblock.ca
C Calypso Booth No: 305-320 Cambium (Groupe Lebel) Booth No: 605 www.groupelebel.com CashierPRO Booth No: 506 www.cashierpro.com Castle Building Centres Booth No: 422,424,523,525 www.castle.ca Cathelle Booth No: 209,211 www.cathelle.com Celca Marketing Booth No: 408 www. celcamarketingatlantic .celcamarketing.ca Century Booth No: 808-816, 809-817 CertainTeed (Saint-Gobain) Suite 102 www.certainteed.ca
CGC Booth No: 606 www.cgcinc.com Columbia Forest Products Booth No: 305-320 Century Booth No: 809-817, 808-816
D Divine Cabinetry Booth No: 800,802 www.divinecabinetry.com DMC Recruitment Booth No: 419 www.dmcrecruitment.com Doman Booth No: 808-816, 809-817 www.domanbm.com Duchesne Booth No: 500,502 www.duchesne.ca Dundas Jafine Booth No: 116-127 DuPont Booth No: 405,407 www.dupont.com
E EAB Tool Booth No: 420 www.exchangeablade.com Eacan Booth No: 305-320 Eacan Timber Booth No: 713,715,717 www.eacan.ca Epak Booth No: 410 www.epak.ca Eva-Last Composite Decking Booth No: 305-320 Extreme Window Suite 101 www.extremedoors.ca
F Fiberon Composite Decking Booth No: 305-320 Fibrex Booth No: 305-320 Finex Booth No: 808-816 809-817
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ABSDA Building Supply News
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EXHIBITOR LISTING
2025 Flex Foil Booth No: 305-320 Flexicord Booth No: 116-127 Fortress Booth No: 305-320 Fox Blocks Booth No: 423 www.foxblocks.com Fraser Flooring Booth No: 608 Freeman Pine Booth No: 305-320 Fusion Booth No: 808-816, 809-817
G Gaco Booth No: 116-127 Garaga Booth No: 618, 620 www.garaga.com Garon Distribution Booth No: 703 www.garon.ca Gentek Booth No: 922,924,926 www.gentek.ca G.H. The Leveller Booth No: 908 www.ghleveller.com Gillfor Booth No: 610,612,614,616 www.gillfor.com Global Windows Suite 105 www.globalwindows.ca Goodfellow Booth No: 305-320 www.goodfellowinc.com Gorilla Glue Booth No: 116-127 Goodlam Booth No: 305-320 Goodstyle 2.0 Booth No: 305-320 Gorman Pine Booth No: 305-320 Green Fiber Booth No: 519,521
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H Hardlines Distribution Booth No: 905,907 hardlinesdistribution.com Henkel/Lepage Booth No: 509,511 www.henkel.com Henry/Bakor Booth No: 808-816, 809-817 Holmes Garage Doors Booth No: 918 www.holmesgaragedoor.com Home Hardware Booth No: 622,624,723,725 www.homehardware.ca Huber Booth No: 305-320
I Ideal Roofing Booth No: 806 www.idealroofing.ca IKO/CRC Booth No: 722,724,823,825 www.iko.com Imperial Manufacturing Group Booth No: 413,415 www.imperialgroup.ca I Level Booth No: 305-320
J James Hardie Booth No: 807 www.jameshardie.ca J-B Weld Booth No: 116-127 Jeld-Wen Booth No: 700,702,801,803 www.jeld-wen.ca
K Kaycan Suite 102 www.kaycan.com Keene Booth No: 808-816, 809-817 King Canada Booth No: 409,411 www.kingcanada.com
Klassen Bronze Booth No: 911 www.klassenbronze.com KM Agency Booth No: 508-517 www.kmagency.ca Kohltech Windows Suite 109 www.kohltech.com
L LP Booth No: 611 www.lpcorp.com Luxwood Booth No: 504 www.luxwood.ca
M Maibec Booth No: 808-816, 809-817 Maritime Truss Booth: 920 www.maritimetrussltd.ca Marwood Booth No: 400-406,501-507 www.marwoodltd.com McKenzie Seed Booth No: 116-127 MegaPro Booth No: 116-127 Metrie Booth No: 201-205, 200-204 www.metrie.com MDF Booth No: 305-320 Midland Power Booth No: 514, 516 www.midlandpowerinc.com Midwest Glove Booth No: 116-127 Mitek Booth No: 604 www.mitek.ca Mitten Booth No: 712,714,716 www.mittenbp.com Moen Booth No: 116-127
WHY WOOD?
ITS VERSATILITY.
Wolmanized® Outdoor® Wood with Tanatone® colourant has been featured in backyard projects for decades. Because of its long-term protection against termites and decay, its workability, and its natural beauty, it is ideal for decks, retaining walls, fences, picnic tables, planter boxes, walkways, sill plate, structural members, and more. Learn more at WolmanizedWood.com.
Please read all product information available at WolmanizedWood.com before use. © 2024 Arxada
ABSDA Building Supply News
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EXHIBITOR LISTING
2025
N National Energy Equipment Booth No: 910 www.nee.ca Neos-Gordonply Booth No: 821 www.richelieu.com NorBoard Booth No: 305-320 Norske Tools Booth No: 914 www.norsketools.com
O OAM Booth No: 416,418 www.oam-aluminium.ca Orgill Booth No: 921 www.orgill.ca Ouellet Canada Booth No: 207 www.ouellet.com Owens Corning Booth No: 607 www.owenscorning.com
P PIB Booth No: 421 www.pib.com Powerseal Booth No: 116-127 PPG Booth No: 928-930 www.ppg.com Prime-Fasteners Booth No: 818,820 www.primefasteners.ca ProYard Booth No: 116-127 PWT Booth No: 808-816, 809-817
R Regal Ideas Booth No: 518 www.regalideas.com Resisto Booth No: 600,602 www.resisto.ca 28
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Richelieu Booth No: 707,709 www.richelieu.com Robbins Lumber Booth No: 111,113 www.robbinslumber.ca Robertson Screws Booth No: 305-320 Rockwool Booth No: 621 www.rockwool.com Rona Booth No: 601,603 www.rona.ca Royal Building Solutions Booth No: 208,210 www.royalbuildingsolutions.com Rust-Oleum Booth No: 510 www.rustoleum.ca
S Saint-Gobain Booth No: 522-524, 623-625 www.saint-gobain.com Sand Box Booth No: 417 www.sandboxerp.com Savana Booth No: 305-320 Seagull Cabinets Booth No: 115 www.seagullcabinets.com Seljax Booth No: 206 www.seljax.com Sexton Group Booth No: 401 www.sextongroup.com Shaw Group Booth No: 804 www.shawgroupltd.com Simpson Booth No: 116-127 Simpson Strong-Tie Booth No: 212,214 www.strongtie.com Soleno Booth No: 720 www.soleno.com Sonopan ll Booth No: 305-320
Stauf Adhesives Booth No: 305-320 Stinson Booth No: 116-127 Streamway Plumbing Booth No: 116-127 Suretorq Booth No: 901,903 www.suretorq.com
T Taiga Suite 106,107 www.taigabuilding.com Tando Booth No: 613 www.tandobp.com Tec Agencies Booth No: 913 www.tecagencies.com The AZEK Co (TimberTech) Booth No: 708,710 www.timbertech.com Terra Pressure Treated Booth No: 305-320 Thermalite Booth No: 114 www. thermalite.ca TIMBER MART Booth No: 213,215 www.timbermart.ca TimberTech Booth No: 615 www.timbertech.com Tooltech Tools Booth No: 116-127 Toolway Booth No: 116-127 www.toolway.com Toolway Tradition Booth No: 116-127 www.toolway.com Tough Guard Booth No: 116-127 Truefoam Booth No: 711 www.truefoam.com Trusscore Booth No: 619 www.uscan.biz Trust Joist Booth No: 305-320
EXHIBITOR LISTING
2025 Turn Spout Booth No: 116-127 Turnx Tools Booth No: 819 www.turnxtools.com Typar Housewrap Booth No: 305-320
U U2 Fasteners Booth No: 919 www.u2fasteners.com Unilin Booth No: 305-320 USCAN Booth No: 513 www.uscan.biz
V VicWest Booth No: 932-934 www.vicwest.com Vista Rail Booth No: 902-904 www.vistarailings.com VizuSolutions Booth No: 305-320
W
Westman Steel Booth No: 822,824,923,925 www.westmansteel.com Wipeco Industries Booth No: 912 www.wi-supply.com WRC Solutions Booth No: 305-320
Z Zip System Booth No: 305-320
Waterline Products Booth No: 917 www.waterlineproducts.com Wayne Dalton Booth No: 609 www.wayne-dalton.com
ABSDA Building Supply News
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ARBEC FOREST PRODUCTS INC. (OSB)
www.arbec.ca
© 2022 Arbec Forest Products Inc. ABSDA Building Supply News
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Contractor-Focused Store Design: Strategies for Maximizing Sales and Loyalty By Rob Wilbrink, CEO, BMF
Contractors account for the majority of sales at most independent building supply dealers. With most communities having multiple lumber yards, attracting customers with a great store design is essential. Whether renovating these stores or designing them from the ground up, here are key factors to consider in the planning process. 1. Stock the Right Pro-oriented Products Contractors generally prioritize quality over price. They use their tools every day and tend to be brand loyal. It’s best to skip the good and stock the better and best. Highquality tools, blades, fasteners, adhesives, coatings, and building materials are more reliable and save time on the job. Contractororiented stores will have broader assortments
of specialty fasteners, structural hardware, adhesives, and safety products than a typical home centre. Contractors depend on their local dealer to have ample stock of the items they need most so it’s effective for stores to maintain a list of top SKUs that should never be out of stock. Fixtures that include overhead storage are a great way to accommodate extra stock and make it easy to locate, manage, and replenish.
2. Focus on Your Core Customer When renovating or building a new store, dealers often see it as an opportunity to attract more DIY traffic. They are tempted to dabble with product categories they are ill-equipped to compete in, and in doing so, weaken their overall presentation and market reputation. The most effective way to improve a contractor-focused store and build sales is to stay focused on its core customer first and foremost. Existing customers will become more loyal and increase their purchases while attracting more customers similar to them. Ironically, this is also the best way to attract serious DIY customers who tend to spend more money, appreciate a higher-quality product assortment, and enjoy shopping where the pros shop. Experimenting in categories that don’t make sense for contractors is seldom worth the effort. These customers hate tripping over patio furniture on the way to the contractor desk and aren’t impressed by toys, automotive products, or pool supplies.
3. Include Great Building Material Displays Showrooms should extend beyond hardware to showcase roofing, siding, doors, windows, decking, and trim options. Building materials often account for 70-80% of sales for most of these dealers so displaying them is a key part of any store design. For some yards, décor categories such as flooring, kitchens, 32
February 2025
and bath also make sense to display. These showrooms create a space where contractors can recommend their homeowner clients visit to browse attractive displays of higher-end building materials. This saves the contractor time, increases their sales potential, promotes informed purchase decisions from homeowners, and enhances the quality and impact of their projects. Their customers create a virtuous cycle as word-of-mouth spreads about the great displays at the local contractor yard.
4. Strategize Store Layout A well-designed contractor store is easy to shop. Clear directional signage helps customers quickly find what they are looking for. Departments all run off a main aisle rather than being stacked behind each other. Ideally, the contractor desk should have clear sight lines down the main aisle. Consumables are generally the most profitable items with the fastest turns and should be visible and conveniently located close to the service desk or at least close to the main aisle. Product adjacencies need to make sense with related products merchandised close together to reduce unnecessary steps. A covered cold storage and loading area is a big plus for contractors, and new yards are increasingly including drive through lumber yards in their design.
5. Create a Cohesive Look The best-looking stores are those that have consistent branding throughout the entirety of the space with well-planned signage, imagery, and colours. These stores control their environment and create a lasting impression rather than cobbling together a series of vendorsupplied racks with varying materials, shapes, and graphics. When vendor brands change over time, your prominent branding will maintain the cohesive look and feel throughout the store with a smooth transition between hardware and building materials.
____________________ Rob Wilbink is the CEO of BMF, a turnkey retail renovation firm that partners with dealers throughout North America. Learn more about the benefits of investing in your store with BMF’s full range of retail renovation services by visiting bmfonline.com or contacting info@bmfonline.com.
A well-crafted store design tailored to contractors can significantly enhance both customer satisfaction and sales performance. Investing in these design elements will ensure your store stands out as a go-to building supply store and create lasting success within your market.
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Industry News SEND US YOUR INDUSTRY NEWS If you have industry news you want to spread around our network – send it in to us. New appointments or retirements; new aquisitions or expansions, anything that’s important to you is probably important to our Members. Pictures are always great too. Email Terry at leblanc@absda.ca.
Buck’s Recognized at National Hardlines Conference Congratulations to Ryan and Julie from Buck’s Home Building Centres for being honored with the Marc Robichaud Community Leader Award at the 32nd Annual Hardlines Conference. The Outstanding Retailer Awards were hosted at the Fairmont Le Manoir Richelieu in La Malbaie, Que. Congratulation Ryan and Julie!
Castle Welcomes Dominant Multi-Location Quebec Member to their Commercial Division
BP Canada Appoints New Territory Manager
Castle kicks off 2025 with an impressive announcement as they welcome a distinct leader in the province of Quebec. Edouard Beauchesne 1985 inc and Distribution Ste-Foy Ltee are the newest independents to join the Castle Group.
BP is please to announce the hiring of Andrew Walker that will be joining the Atlantic Team as Territory Manager for Newfoundland and Labrador. Andrew will work closely with dealer partners providing superior service and support.
Edouard Beauchesne 1985 inc and Distribution Ste-Foy Ltee are celebrating 60 years of outstanding service in the construction supply industry. Their alignment with Castle has helped to poise Groupe Beauchesne for exponential growth at their three branches in the Greater Montreal area, and two Distribution Ste-Foy locations in Quebec City.
Global Windows Wins Business of the Year Congratulations to ABSDA Member firm - Global Windows for winning Business of the Year at the recent provincial awards ceremony of the Conseil économique du Nouveau Brunswick. CÉNB is a group of entrepreneurs and businesspeople who care for New Brunswick’s economic development and the francophone business community. Congratulations Global Windows!
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ABSDA Member Receives Order of Canada Recognition Congratulations to our long-standing Member, Normand Caissie of Imperial Manufacturing Group, for receiving the country’s highest civilian honor – The Order of Canada.
Industry News (cont’d) TIMBER MART Welcomes New Dealer
LBMX Named Canada’s Top 100 Employer
Located in Sydney, Nova Scotia, building material dealer, Seaboard Industrial Supply Company Ltd. now Seaboard TIMBER MART made their decision to join TIMBER MART to benefit from the group’s national buying power, vendor relationships and freedom to operate independently.
Congratulations to ABSDA Member’s LBMX for being named one of Canada’s Top 100 Employers.
Owner, Parker Rudderham and his team have been serving the communities of Cape Breton Island since 1958.
Canada’s Top 100 Employers is a national award recognizing employers which lead their industries in offering exceptional workplaces for their employees. Employers are evaluated using the criteria of physical workplace, work atmosphere, health, benefits, vacation, employee communications, performance management, training, and community involvement.
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www.foottube.com concrete@foottube.com 1-888-929-2011 ABSDA Building Supply News
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Industry News (cont’d) Retirement Well Wishes to Sarina Sarina Kaluzny has been the VP of Finance for Castle at head office for the past 17 years and will be retiring at the end of 2024. Sarina is a familiar face in the Atlantic region frequently attending the ABSDA Expo along with Castle 360 Expos in the region. On behalf of the staff at ABSDA, the board of directors and all our members we would like to wish Sarina all the best in the next phase of her life! You will be missed.
Tim Dietrich Calls it a Career After 44 years in our Industry Tim Dietrich from Home Hardware decides to retire. Tim has always been a great supporter of the ABSDA and has supported the Dealer network in Atlantic Canada for many years! From the team at ABSDA we want to wish Tim many years of good health and happiness during his retirement.
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Elmwood Group Celebrates 50 Years Congratulations to long time ABSDA Member - The Elmwood Group for celebrating 50 years in business. Also, congratulations to Alvin Leger for receiving the Golden Hammer for 50 years in our Industry. Congratulations to the Leger family for this great accomplishment.
RONA, the brand that has your back
A partnership built for growth Become a RONA dealer and unlock the tools, support, and resources that can take your business to new heights. Our dealers have access to:
r Mark you ! Join us calendars 025. 2 for ABSDA our Visit us at say hello booth and m! to our tea
• Tailored support to uncover new opportunities • Tools to boost profitability
rona.ca/becomeRONA
• Comprehensive resources for sustainable growth
becomeRONA@rona.ca
• Dedicated support when you need it most
TOGETHER, WE ARE
Ready? Join the RONA dealer network today and let’s build great things together. ABSDA Building Supply News
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Industry News (cont’d) TIMBER MART Appoints New National Manager TIMBER MART announced it has promoted Damien Sohm, previously LBM procurement manager for Quebec, to the position of national procurement manager. In his new role, he will be responsible for all roofing and rigid-insulation program categories nationwide, in addition to managing the group’s relationships with vendors in Quebec and Atlantic Canada.
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February 2025
Arbec www.arbec.ca Arxada www.arxada.com Bigfoot Systems www.bigfootsystems.com BMF www.bmfonline.com Building Products of Canada Corp. www.bpcan.com Castle Building Centres https://youarethebrand.ca/ Dupont www.dupont.ca/building Gillfor Distribution www.gillfor.com GSW www.gsw-wh.com Home Hardware Stores Ltd. www.homehardware.ca KM Agency www.kmagency.ca Kohltech www.kohltech.com Marwood www.marwoodltd.com Metrie www.metrie.com PIB www.pib.com RONA www.rona.ca Sexton Group Ltd. www.sextongroup.com Taiga www.taigabuilding.com The Footing Tube www.foottube.com TIMBERMART www.timbermartmember.ca Toolway www.toolway.com Truefoam www.truefoam.com Westman Steel www.truefoam.com
31 27 38 32-33 7 OBC & 10 23 11 21 5 20 13 17 29 25 37 IFC 9 35 19 36 12 IBC
REDEFINING EXCELLENCE
Since 1982, Westman Steel has been at the forefront of redefining excellence in the steel industry. Our steel products don’t just meet industry standards; they redefine them. Westman Steel is your retail Atlantic and now Newfoundland and Labrador building material partner. BISHOP’S FALLS,NL DARTMOUTH,NS (866) 770-7759
ABSDA Building Supply News
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Castle is the fastest growing member-owned, Lumber and Building Materials buying group in Canada! Our members make up a growing network of independent retailers nationwide who are the pillars of their communities and understanding their unique needs is what we are all about. The Castle business model offers members an unwavering commitment to their success along with the freedom to build their own story. Find out why more and more independents are making the move to Castle. We Build Communities.
“Castle has enabled our business to grow and continue to be there for us every step of the way. We are proud to be a part of this strong community of independent operators who share experiences, and we know we have the support of the Castle group. We call it the Castle family for a reason.” Steve Foran Nova Scotia Building Supplies, Blockhouse Chester Building Supplies, Chester Nova Scotia
You Need To Find Out Why Castle is Canada’s Fastest Growing Buying Group! Contact your regional Castle Business Development Manager
Terry Mulock
Brian Warr
BUSINESS DEVELOPMENT MANAGER NEW BRUNSWICK, NOVA SCOTIA & PEI
BUSINESS DEVELOPMENT MANAGER NEWFOUNDLAND & LABRADOR
902-471-3985 | tmulock@castle.ca
709-770-5607 | bwarr@castle.ca
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