2015 ProSales 100

Growth Expectations

The fact that this year’s list shows eight dealers reporting a drop in sales may look disturbing at first compared with the PS100’s showing in 2013 and 2012, but note that the majority of the declines in 2014 amounted to 3% or less. And even the dealers who retreated are predicting that conditions will improve, particularly in the new-home market—86% of the responding dealers predict sales from that group will increase. Optimism abounded as well with regard to the remodeling, multifamily, and commercial markets. Meanwhile, the predictions for component manufacturing and installed sales tended toward staying the same in 2014 rather than growing.


Acquired Tastes

There’s a strong connection this year between acquisition activity and placement on the PS100’s lists of biggest sales and employment increases. The top three sales increases and top five payroll rises all were largely the result of M&A work (and for SRS, a lot of greenfield openings). Meanwhile, several of the sales declines appear related to lumber prices, while the companies with the biggest drops in employment all had their own special reasons for cutting staff.

Five biggest sales increases by percent

Overall PS100 rank Company Name 2014 total sales ($ millions) 2013 total sales ($ millions) Percent rise
16 Kodiak Building Partners, Littleton, CO $395.8 $157.0 152%
95 The Detering Company, Houston, TX $33.2 $16.3 104%
7 US LBM Holdings, Green Bay, WI $1,416.0 $790.0 79%
77 Tibbetts Lumber, St. Petersburg, FL $57.7 $39.6 46%
34 Forge Lumber/Sims Lohman, Erlanger, KY $153.0 $109.0 40%

Six biggest sales declines by percent

Overall PS100 rank Company Name 2014 total sales ($ millions) 2013 total sales ($ millions) Percent decrease
56 Reliable Wholesale Lumber, Huntington Beach, CA $131.0 $142.0 -8%
58 Franklin Building Supply, Boise, ID $105.0 $110.0 -5%
89 Louis J. Grasmick Lumber, Baltimore, MD $43.0 $45.0 -4%
55 Star Lumber & Supply, Wichita, KS $107.0 $110.3 -3%
25 Shelter Products, Portland, OR $256.0 $263.0 -3%
49 Lezzer Lumber, Curwensville, PA $111.6 $115.2 -3%

Biggest hiring increases

Overall PS100 rank Company Name Total employees (2014) Total employees (2013) Difference
7 US LBM Holdings, Green Bay, WI 3,562 2,232 1,330
1 ABC Supply, Beloit, WI 7,690 6,784 906
6 Builders FirstSource, Dallas, TX 3,800 3,330 470
16 Kodiak Building Partners, Littleton, CO 795 340 455
11 SRS Distribution, McKinney, TX 1,600 1,200 400

Biggest hiring decreases

Overall PS100 rank Company Name Total employees (2014) Total employees (2013) Difference
2 ProBuild, Denver, CO 10,116 10,230 -114
27 E.C. Barton & Company, Jonesboro, AR 670 700 -30
32 Idaho Pacific Lumber, Boise, ID 110 137 -27
57 Hayward Lumber, Monterey, CA 202 216 -14
25 Shelter Products, Portland, OR 93 105 -12


Where PS100 Companies Get Their Sales

Averages can be misleading when you report on the ProSales 100. When you compute the average share of business by customer group for each of the 93 PS100 members that provided breakdowns, the "typical" respondent gets 31% of its business from single-family custom or spec homes and just 6% from specialty contractors. But there's no typical PS100 member; the group's members vary dramatically by size and specialty. Thus, if you multiply each company's customer percentages by the firm's total revenue, the picture changes. In terms of who delivers dollars to the entire PS100 membership that gave category breakdowns, only 24% comes from small builders. Meanwhile an outsized 17 comes from specialty contractors. The 93 dealers' numbers analyzed here account for $32.05 billion of the $38.7 billion in 2014 sales reported by the entire PS100.



Doubling Down on Outside Reps

At the 95 of the ProSales 100 companies that provided information about their outside sales reps, OSRs accounted on average for about 13% of their total staff increases. But at these five companies, the investment in outside reps proportionately was much higher. In three cases, the number of new reps topped the overall rise in staff.

Companies with high investments in outside reps

Company 2014 total sales (millions) OSRs Sales/OSR (millions) OSR staff increase Total staff increase OSR gain as % of staff gain
Hancock Lumber $125.6 26 $4.8 3 1 300%
Harvey Building Products $405.0 26 $4.8 3 1 300%
Beacon Roofing Supply $2,326.9 359 $6.5 65 50 130%
Honsador Group $142.8 24 $6.0 4 4 100%
Arlington Coal & Lumber $63.0 21 $3.0 2 2 100%

Sales by Yard, Employee


ProSales 100 dealers with at least $25 million in sales per facility

Overall PS100 rank Company Name 2014 total sales ($ millions) Total number of facilities Sales per facility ($ millions)
41 Graber Post Buildings, Montgomery, IN $125.0 1 $125.00
47 Builders Supply, Omaha, NE $115.0 1 $115.00
56 Reliable Wholesale Lumber, Huntington Beach, CA $131.0 2 $65.50
72 Gutherie Lumber, Livonia, MI $57.7 1 $57.70
18 Golden State Lumber, Petaluma, CA $339.0 6 $56.50
25 Shelter Products, Portland, OR $256.0 5 $51.20
89 Louis J. Grasmick Lumber, Baltimore, MD $43.0 1 $43.00
86 Texas Plywood, Grand Prairie, TX $42.6 1 $42.60
90 Oldham Lumber, Dallas, TX $40.0 1 $40.00
20 Matheus Lumber, Woodinville, WA $279.0 7 $39.86
22 National Lumber, Mansfield, MA $279.5 8 $34.94
97 Yoder's Building Supply, Fair Play, SC $34.0 1 $34.00
68 Mans Lumber & Millwork, Trenton, MI $67.0 2 $33.50
42 Gilcrest/Jewett Lumber, Waukee, IA $121.0 4 $30.25
21 Ganahl Lumber, Anaheim, CA $291.0 10 $29.10
61 Robert Bowden Inc., Marietta, GA $78.8 3 $26.27
91 Ashby Lumber, Berkeley, CA $52.0 2 $26.00
80 Christensen Lumber, Fremont, NE $51.0 2 $25.50
50 Scherer Bros. Lumber, Brooklyn Park, MN $118.0 5 $23.60
40 Professional Builders Supply, Morrisville, NC $134.0 6 $22.33
37 TW Perry, Gaithersburg, MD $146.3 7 $20.90
71 Building Solutions, Tulsa, OK $60.4 3 $20.13
73 Moynihan Lumber, North Reading, MA $60.4 3 $20.13
26 Riverhead Building Supply, Calverton, NY $260.6 13 $20.05

ProSales 100 companies with at least $500,000 in sales per employee

Overall PS100 rank Company Name 2014 total sales ($ millions) Total number of employees Sales per employee ($ thousands)
20 Matheus Lumber, Woodinville, WA $279.0 98 $2,846,939
25 Shelter Products, Portland, OR $256.0 93 $2,752,688
32 Idaho Pacific Lumber, Boise, ID $203.5 110 $1,850,000
90 Oldham Lumber, Dallas, TX $40.0 38 $1,052,632
18 Golden State Lumber, Petaluma, CA $339.0 325 $1,043,077
56 Reliable Wholesale Lumber, Huntington Beach, CA $131.0 128 $1,023,438
12 Roofing Supply Group, Dallas, Texas $1,125.0 1,188 $946,970
44 Kenseal Construction Products, Baltimore, MD $116.0 130 $892,308
3 Beacon Roofing Supply, Herndon, VA $2,326.9 3,000 $775,633
11 SRS Distribution, McKinney, TX $1,220.0 1,600 $762,500
40 Professional Builders Supply, Morrisville, NC $134.0 176 $761,364
89 Louis J. Grasmick Lumber, Baltimore, MD $43.0 58 $741,379
72 Gutherie Lumber, Livonia, MI $57.7 81 $712,346
4 Allied Building Products, East Rutherford, NJ $2,360.0 3,380 $698,225
1 ABC Supply, Beloit, WI $5,258.0 7,690 $683,745
8 L&W Supply, Chicago, IL $1,345.0 2,200 $611,364
70 Arlington Coal & Lumber, Arlington, MA $63.0 105 $600,000
62 Central Valley Builders Supply, Napa, CA $99.7 167 $597,006
68 Mans Lumber & Millwork, Trenton, MI $67.0 117 $572,650
41 Graber Post Buildings, Montgomery, IN $125.0 220 $568,182
78 The Lester Group, Martinsville, VA $54.0 98 $551,020
26 Riverhead Building Supply, Calverton, NY $260.6 481 $541,788
5 84 Lumber, Eighty Four, PA $2,319.0 4,300 $539,302
38 Kuiken Brothers, Fair Lawn, NJ $146.8 273 $537,729
36 Rosen Materials, Sunrise, FL $143.0 266 $537,594
29 Erie Materials, Syracuse, NY $181.7 340 $534,412
99 Prince Lumber, New York, NY $33.8 64 $528,125
19 Parr Lumber, Hillsboro, OR $324.8 645 $503,566
45 Honsador Group, Kapolei, HI $142.8 285 $501,053
17 Lansing Building Products, Richmond, VA $349.0 697 $500,717
54 McCray Lumber & Millwork, Overland Park, KS $105.0 210 $500,000