LBM dealers can still bring home the gold with fasteners

Oct 26, 2024

Just a few months ago, all eyes were focused on Paris, France, as the Olympics brought together athletes from all over the world. As the centerpiece of the city, the Eiffel Tower stands at 1,083 feet tall—the tallest structure in Paris. Designed to be the entryway arch to the 1889 World’s Fair, the tower was made from 18,038 cast iron pieces that were bolted together in 5-foot lengths. Once those sections were transported to the construction site, the bolts were removed and the pieces were permanently riveted together using 2.5 million rivets.

While they may have not won any medals this summer, fasteners can still bring home the proverbial gold for LBM dealers who can provide product for evolving building trends while properly positioning those fasteners and their unique benefits.

While fasteners are often meant to be hidden, there’s a growing trend of celebrating their looks, especially when it comes to outdoor structures. It’s a trend LBM dealers need to be prepared to provide for. “Black is back, or at least emerging as a trend that has impacted the construction market,” says Jacek Romanski, channel marketing director for ITW Construction. “From black siding to black gutters, to black accents on decks, door frames and railings, the color black has taken over building materials and now also in fasteners. Homeowners and contractors are asking for black screws and anchors to either match the trending black materials or provide accents to provide a bold aesthetic finish. To meet their needs, we have launched our black colored GRK RSS structural screws and black colored Tapcon Screw Anchors. The new to market black colored GRK RSS screws have the same Climatek coating as our gold screws, just with the black pigment, and it still includes the same industry best lifetime warranty against corrosion for the life of the project.”

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And it’s not just Romanski who is noticing the uptick in demand for decorative black construction hardware. Recognizing that connections should not always be hidden but accentuated, Simpson Strong-Tie has introduced its line of Outdoor Accents decorative hardware. Encompassing black brackets, matching black fasteners that mimic the look of bolted connections, the system is meant to deliver the appearance of structural hardware often found on high-end timber frame structures.

When builders and homeowners think about energy efficient building materials, what most likely comes to mind are products such as insulation or improved windows. Fasteners, however, are also experiencing a re-think in order to better meet the demands of new building codes in regards to energy efficiency.

“Building trends are often a result of changing codes,” explains Brett Katsma, product management for SPAX Engineered Fasteners, a brand of Altenloh, Brinck & Co. “Stricter codes around higher energy efficiency are just one example. These types of changes drive architects, engineers, and, contractors to think differently about buildings to meet the code changes. As insulation gets thicker, companies need to ensure their products remain relevant to the changing applications. That could mean new lengths, different coatings, or even custom third-party testing to support dealers and contractors. As an American manufactured product, SPAX is uniquely positioned to quickly make adjustments for dealers and contractors. We are building upon our already large offerings of framing and structural fasteners ranging from #8 diameter, up to 1/2″ dia., in lengths from 1-1/2″ up to 16″.”

Nick Cakmakci, marketing specialist for Midwest Fastener Corp., also points to energy efficiency as a growing trend in fastener development. “Fasteners that help improve energyefficiency, like insulation fasteners, are on the rise thanks to an increased push from the building industry for more efficient buildings,” he says. “As the building industry broadens its understanding of building science and sets higher standards for construction, fasteners evolve to meet these new standards and solve the challenges they present to builders.”

Kurt Hogard, vice president of sales and marketing for U2 Fasteners, agrees. “New residential construction is always evolving,” he points out. “We are keeping up with new building techniques to make houses more efficient.”

Each year, many new building materials hit the market, and oftentimes their unique compositions or performance characteristics require fasteners that are specifically designed for those unique needs. “One major trend is the increased use of sustainable and eco-friendly materials such as thermally modified lumber decking and siding,” Roderick Kabel, marketing director of DeckWise, points out. “As builders and consumers become more environmentally conscious, there has been a growing demand for fasteners that complement these materials.”

But in today’s construction industry that is plagued by diminished workforces, contractors are having a difficult time meeting these demands. It’s why, manufacturers say, it is more important than ever for LBM dealers to be able to provide fastener solutions that give their pro customers an efficiency edge over their competition.

“Time is money, so automation and reliability is a must in today’s market,” says Lisa Martin, marketing director for Maze Nails. “Efficiency reduces labor cost, so designing and producing appropriate pneumatic fasteners is one of our top priorities. Maze custom-designed coil nails can be used confidently with a wide selection of the top branded pneumatic guns in the market. Additionally, every advance in creating longer-lasting building materials demands that the fasteners do the same. It is more dangerous than ever to ‘pick up nails’ at the last minute—proper planning should go into all fastener selections.”

Charles Emma, senior product manager for FastenMaster, also points out how the pro customers’ fastener choice can give them a needed efficiency boost. “As the construction landscape becomes more competitive and complex, professional contractors are hungry for innovations that can provide them with a competitive edge,” Emma explains. “By embracing new building products and technologies, they can enhance efficiency, quality, and sustainability, while also meeting evolving regulatory standards and client demands. This proactive approach to innovation not only helps them stay ahead in the market but also ensures the long-term success and growth of their businesses.”

And it’s not just a diminished workforce that’s driving the need for efficiency—economic uncertainties are forcing fastener shoppers to look for benefits in their fastener selection. “Inflation is also driving increased productivity and efficiency on job sites,” says Romanski. “The faster a contractor can complete a project, the better quote they will be able to provide and increase their success in attaining the business and also allows them to also move onto their next job that much quicker.”

Knowing what fasteners are available to meet current and upcoming building trends is only half the battle for LBM dealers. Having them available and in stock for their customers is equally—if not more—important. It’s a challenge, says fastener manufacturers, that is going to continue to plague LBM dealers for the foreseeable future.

“Forecasting the ever-changing market conditions remains a challenge,” says SPAX’s Katsma. “Inventory management and distribution is critical for the supplier, dealer, and contractor. Lead time to get fastener products made outside the USA can be months, making it hard to be nimble. LBM dealers should be in regular communication with their suppliers and customers to ensure the right fasteners are being delivered at the right time to maintain responsible inventory levels based on demand for both short- and long-term.”

Midwest Fastener’s Cakmakci also predicts supply chain disruptions to remain an obstacle for LBM dealers. “Inflation, supply chain disruptions, and labor and workforce struggles continue to be a challenge, although much better than they were in previous years. The overall economic environment will probably be the most challenging headwind LBM dealers will face in 2024. With the cost of many staples like food and housing outpacing wage growth, Americans have less to spend on home improvement or other projects that require materials from their local LBM dealer.”

And with the upcoming elections coupled with global political unrest, product and supply chain stability can be called into question, says FastenMaster’s Emma. “We think the main challenge next year will continue to be supply chain disruptions, especially from China and Taiwan, LBM dealers should be aware of possible delays, higher costs, and uncertainty in fastener availability due to geopolitical issues, trade restrictions, and global logistics problems. Being ready for these disruptions is essential to keep inventory levels steady and meet customer needs.”

So with these challenges, how can LBM dealers best be a resource and a trusted advisor for their customers? First, say fastener manufacturers, is to be able to pivot and provide solutions that customers may not be aware of, and by doing so, LBM dealers can find new opportunities for sales.

“The rise of durable, aesthetically pleasing composites or modified woods shows continued growth,” SPAX’s Katsma explains. “As manufacturers of those products look to expand their portfolio beyond applications like decking, new opportunities take hold in exterior applications like trim, siding, and other cladding options. These products paired with growing popularity of rain screen assemblies provide a fantastic option for homeowners that LBM dealers can help support. Long gone are the days where homeowners only had the option between brick, cedar, or vinyl. Fastener companies need to ensure they have a product line that supports contractors installing the typical and non-typical cladding options.”

Part of this ability to find new opportunities comes from playing to market trends, says ITW’s Romanski. “LBM dealers should consider including an offering of colored fasteners to help for use in concrete and metal fastening that can hide in plain sight,” he says. “While dealers may already carry products for decking, an extension into other substrates should be considered to meet the color fastening trends. Since retail space is limited, consider bringing in small offerings on rolling racks that can stand out and bring attention to the new products. Once awareness and sell through have been established, then move into your standard planogram. Dealers should choose quality of price when considering colored screws as they are not all made equally. Our black colored Tapcon screw anchors are ICC-ES approved for uncracked concrete and masonry delivering the high-end productivity pros expect from a Tapcon anchor with a bold finish for aesthetic application with both hex and star drive head styles.”

As well, manufacturers recommend stressing quality and reliability and not being penny wise but pound foolish. “A focus on providing value will help LBM dealers weather the uncertain economic environment of 2024,” says Midwest Fastener’s Cakmakci. “Providing quality products that get the job done without sacrificing quality & longevity is key to maintaining and growing business in an economy that’s experiencing the pressure of rising costs.”

Maze Nail’s Martin also agrees with the selling strategy of stressing quality. “Over the past few years, the cost of building products has skyrocketed, and dealers are faced with the tough decision of where to cut costs to keep projects affordable for their customers. Because of these cuts, the integrity of construction jobs could be jeopardized. Buyers need to make certain the nails they are purchasing for exterior applications will go the distance, and they should demand a manufacturers lifetime warranty for the homeowners protection.”

“Cutting the cost on the fasteners could be detrimental to the stability of the building material being installed,” she goes on to say. “Especially when choosing fasteners exposed to the elements. Whether it be roofing, siding, soffit, or fascia, a quality fastener is a must have or there will be noticeable deterioration (rusting and failure) over time. So be sure to follow the installation instructions when choosing the right fastener for your job.”

Additionally, providing comprehensive education and training to customers about the latest fastener technologies and their applications is crucial, points out DeckWise’s Kabel. “As homeowners and DIY enthusiasts become more knowledgeable and discerning about the products they use, LBM dealers must offer detailed information and resources on the benefits and proper installation techniques for different decking materials. Recognizing that the industry does not operate on a one-size-fits-all principle for fasteners, continuous sales staff education is essential to guide customers in selecting the appropriate fastening methods for their specific materials.”

In the end, manufacturers say it’s a simple formula for success with fasteners: with an eye on upcoming trends, LBM dealers need to be able to be able to deliver fastener solutions in an ever-evolving building and remodeling landscape. “To effectively meet customer needs, LBM dealers must first maintain a diverse and reliable inventory of fasteners that align with various building trends and materials,” explains Kabel. “Collaborating closely with manufacturers will ensure a consistent supply chain and help anticipate potential shortages.”

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