LBM Journal May/June 2010 : Page 39
wholesale business is growing, because they can offer lower minimum totals than buying direct. Dealers are con- cerned about their inventory. When housing is down, they have to watch how much they’re carrying, because builders and remodelers are buying only for the projects they’re doing.” Several compa- nies, including National, are meeting that need with smaller packaging sizes, creating 12 packs of 1-pound nails rather than 25 packs. “We can reduce their OPPOSITE PAGE: Fastap screws from Faspac offer the versatility to fasten exterior finish trim, redwood and cedar decking, PVC trim and general finish woodwork. They offer a smaller head size for better surface appearance and a strong #9 diameter for maximum shear and pullout strength. They provide self-drilling capability with easy one-step-to-flush installation. BELOW: Simpson Strong-Tie has introduced the Strong-Drive SD screw for use with its structural connectors. Designed to replace nails in certain products, the load-rated screws are easier and more convenient to install than nails, and the single-fastener load values exceed those for typical 10d and 16d common nails. order size by 52%, and it’s generated a lot of excitement, because it cuts costs.” Project sales are the key to business, says Mike Barber, president/CEO of Fas- pac Inc. in Vancouver, Wash. “All cus- tomers are buying specifically what they need and not stocking beyond those proj- ects. There’s a lot less activity beyond key needs, and that’s been a huge change.” Quality Still Reigns The slowdown hasn’t meant customers are cutting back on quality, manufacturers note. “Homeowners want to buy products that will last,” says Bill Tucker, product development manager at Simpson Strong- Tie in Pleasanton, Calif. “They’re spend- ing more money on projects, particularly outdoor-living projects, and they want them to last.” National’s Mehok agrees. “Higher-end products are still in demand. The mindset is, as long as I’m remodeling, I want to do it right.” Roelif Loveland, president of Maze Nails Inc. in Peru, Ill., puts it succinctly: “The old adage is quite true: quality is long remembered after price has been forgotten. Nails are such a small part of the overall project that it doesn’t pay to skimp.” That’s good news for dealers, notes Jim Kubitz, vice president of fasteners and import procurement at PrimeSource Building Products in Irving, Texas. “Deal- ers can upgrade their customers at a rea- sonable price while increasing their sales and margin.” The payoff can be signifi- cant, notes Faspac’s Barber. “The upper 15% of customers will use high-end fas- teners regardless of the market, because they’re conscious of the cost of using lower-priced products to their callbacks, reputation and longevity of the project. They don’t want to compromise.” Dealers can gain savings with prod- ucts that offer versatility. GRK focuses on multipurpose screws, which can re- duce inventory needs, says Walther. “We offer products that do more, so dealers need to stock fewer types. They want to minimize SKUs and inventory value. Often, specialized screws aren’t needed. Today, it helps to have screws with more versatility. Contractors don’t want to carry more products, either.” ➤ ABOVE: Saberdrive screws from Midwest Fastener provide four key features that aid fast, clean installation: a star-head drive to reduce cam-out, a serrated thread to drill as it drives, a Type-17 point that requires no pre-drilling, and a hardened-steel body that reduces breaking. They can be used for interior and exterior applications. LBMJournal.com ❘ May/June 2010 ❘ LBM JOURNAL 39
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