DELI
Tastemakers' Guide
Key suppliers discuss category challenges, opportunities and pathways to growth
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Adding new twists on old favorites creates novel flavor experiences that entice customers. “A churro doughnut isn’t that much different than a sugar cinnamon doughnut, but they can be from different cultural experiences,” notes Sarah Hickey, senior director of insights and market research for Jackson, Mich.-based Dawn Foods North America.
Progressive Grocer’s 2024 Tastemakers' Guide to Deli & Bakery
By Progressive Grocer Staff
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GLOBAL FLAVORS ATTRACT CUSTOMERS
The in-store bakery remains a powerful supermarket destination. A recent study from Arlington, Va.-based FMI – The Food Industry Association has revealed that more than half of shoppers (53%) say that in-store bakery items are fresher and taste better than those in the commercial bakery aisle. A full 95% of shoppers eat a bakery item at least occasionally, and 63% eat a bakery item on a weekly basis.
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Nearly two-thirds of shoppers (72%) say that they buy indulgent treats (such as doughnuts, cakes, cookies and pies) at the same store where they purchase their groceries. Further, a majority of these purchases are impulse buys.
Supermarket retailers clearly have an opportunity to maximize their bakery departments. FMI’s research shows that shoppers want variety from their in-store bakery, including more cultural/ethnic options and a greater number of indulgent items, and they want these items to be fresh.
Lakeland, Fla.-based Publix Super Markets recently debuted Italian-inspired Tutto Pugliese bread, made exclusively from durum wheat semolina flour and certified sourdough flour, typically used to make pasta. The grocer’s bakers trained for months to produce the loaf, which has a higher hydration than other breads produced in the bakery and requires extra handling. Each loaf is shaped by hand, made daily and sold in paper bags.
For its part, The Kroger Co. recently revamped a number of its private label bakery offerings, including its Private Selection Signature Buttercream Cakes, Private Selection Cinnamon Rolls, Private Selection Cinnamon Crumb Cake, Fresh Baked Chocolate Chip Cookies and Private Selection Croissants. The Cincinnati-based retailer also added a Private Selection French Baguette to its lineup.
From mochi desserts influenced by Japan to Middle Eastern baklava, international flavors will provide new inspiration to traditional desserts. FMI research shows that two-thirds of shoppers want to see cultural or ethnic bakery items in-store, and more than half (58%) are already finding these products in the grocery store bakery department.
“Food retailers have an opportunity to expand the assortment of cultural and ethnic bakery items they offer and to consider seasonal options,” observes Rick Stein, FMI’s VP of fresh foods. “This could also be paired with weekly themed meals — Taco Tuesday with tortilla options or Italian Thursday with an artisanal Italian loaf. This offers both meal ideation and convenience for shoppers and enhances the value of their shopping experience.”
Meanwhile, Hickey urges retailers to think about layering in flavors like matcha or savory tahini to give nostalgic favorites an ingredient upgrade, or infusing pastries with unexpected fruit options.
New flavors are particularly important for seasonal products, which play a big role in driving incremental sales. A recent report from Dawn Foods notes that “operators can also expand beyond traditional seasons and holidays to celebrate quirky mini-holidays like ‘National Lemonade Day’ or ‘National Donut Day.’ Decorated baked goods, like a Pink Lemonade Old Fashioned Donut, are an easy way to participate in these single-day activations.”
In addition, about one-third (33%) said that health, nutrition and better-for-you choices have a lot of impact on their choices of indulgent bakery items or desserts.
“Food retailers have the opportunity to highlight ingredients and functional bakery items by calling attention to whole grain, minimally processed ingredients, allergen-free and other attributes,” notes Stein. “One way to do this is to leverage MyPlate resources, which help make the Dietary Guidelines for Americans easy to understand. MyPlate recommends that at least half of the grains we eat should be whole grains, which is an easy message for shoppers to understand and can be called out in-store and online at the point of purchase.”
FMI’s research indicates that retailers can also win with shoppers by calling out products made with “real” ingredients, without artificial flavors and coloring, and by offering smaller portion sizes, lower-calorie alternatives, or other nutrient content claims such as reduced sugar or reduced fat.
Consumers want to indulge themselves, but they are also more demanding in terms of product quality and their own health and wellness, driving greater emphasis on clean-label bakery products.
Brant Cash Managing Director Harris Williams
“Consumers want to focus their daily diet on the best-tasting products, leading to a shift from center store packaged goods to in-store bakery items that are fresher and more indulgent,” says Brant Cash, managing director at New York-based global investment bank Harris Williams. “The confluence of these consumer themes bodes well for the premium baked goods sector.”
Supermarkets are raising their game in the bakery department with improved products and expanded variety. Research from Arnhem, Netherlands-based Innova Market Insights reveals that consumers are increasingly seeking unique bread experiences and view artisanal breads as an affordable everyday indulgence. This trend is fueling the popularity of traditional and artisanal varieties, and as a result, baguettes, ciabatta and naan bread are now widely available in supermarkets.
Consumers are also health conscious when it comes to bakery items. FMI’s 2023 “Power of In-Store Bakery” study revealed that two-thirds of shoppers paid attention to at least one nutrition-related claim when purchasing functional bakery items, with whole grains and fiber topping the list of callouts. Yet, while 54% of shoppers noticed calorie callouts at times in their in-store bakeries, only 21% of shoppers were influenced by them when making their bakery selections.
THE INCREDIBLE, INDISPENSABLE FASTENER
Companies that expect to succeed in the fastener industry had better be prepared to elevate themselves in two key areas: Innovation and service.
The ideas behind those terms appeared again and again during interviews with leading suppliers of fasteners. Innovation could mean a sharper point or a more du-rable connection. Service could mean on-time, in-full delivery; or it could mean developing programs that attract customers to the product on the shelf, or help present the product in a way to avoid confusion or, worse, construction errors.
The companies on the following pages are part of the vanguard of manufacturers and suppliers who are advancing the segment to meet new building trends and business environments. It’s a segment not without its challenges.
It’s a segment not without its challenges. According to the 2022 HBSDealer Industry Scoreboard Survey, more than half the respondents described the current state of the supply chain as “getting better.”
While the supply chain issues that dented the construction industry post pandemic appear to be receding, it’s too soon to declare trans-Pacific victory. Consider that the same survey also revealed that just under half of the respondents described supply chain or as a challenge extending into 2022.And the challenge wasn’t only a global issue. The domestic problem of trucking material from ports in Houston or Los Angeles to the rest of country also rattled the industry.But through it all, fastener industry innovation has stood up to the interesting times, as competition to deliver products that make the complicated process of building or maintaining dwellings sim-pler, faster or –yes—cheaper.
On the front, the last several years have been busy. Annual single-family housing starts, the bread-and-butter metric for the lumber and building material business, in the past three years have increased significantly as the table to the left shows.
Among the examples: screws for concrete; packaging that works for retailer and customer; coatings that enhance durabil-ity, truss screws for stronger connections, and innovations such as built-on washer head styles for structural wood screws.
Meanwhile, analysts at TraqLine described the consumer fastener business in terms that sound inflation resistant. Home Depot and Lowe’s are by far the two largest players in the category, and the two retailers’ fastener performance is driven by their ability to attract shop-pers vs. other retailers. “Already in the store buying other items” is a top reason that influences purchase of a fastener at a specific retailer, TraqLine’s data shows. Also: “Convenience is a key driver.”
“Price paid is similar across retailers and is not a driver in this category.” TraqLine has found, “as price is not a top reason for retailer selection.”
That finding can be interpreted as evidence that the market demands durable, useful and functional fasteners above all other qualities. That makes sense, because other than the foundation itself, nothing is more foundational to a secure dwelling than the fasteners used to build it.
So far in 2022, year-to-date unadjusted single family starts are down 5.6 percent from the first nine months of 2021, on an unadjusted basis.
SINGLE-FAMILY HOUSING STARTS
2019: 887,000
2020: 990,500
2021: 1,127,200
I N T R O
CAMO® Structural Screws
CAMO® introduces a full line of code-compliant structural screws, bringing the reliability and innovation they’re known for to deck substructures, interior framing, ledgers, and more.
Making waves in the deck industry over a decade ago with the invention of Edge fastening, CAMO has grown into an industry leader, continually bringing to market new innovative deck top solutions that help deck builders do their jobs easier, faster, and better. This new line of structural fasteners marks a next step for the brand, expanding beyond the deck top and providing their contractors and dealers more building solutions under a single brand.“
A HISTORY OF BUILDING BETTER
Helping contractors build better on the deck top has always been at the core of the CAMO brand. With our new best-in-category offering of structural screws, we get to help them build a better deck foundation and beyond. We strive to invent fasteners and tools that transform their work into something faster, easier, and better — and this new line of fasteners delivers on that mission,” says Scott Baker, CEO of National Nail, the parent company of CAMO.
CAMO’s comprehensive new structural screw offering efficiently covers all popular interior and exterior structural applications, from framing and multi-ply to ledger and truss. For dealers, efficiency is a key attribute of this line. Many screws do double-duty, allowing the dealer to consolidate their SKUs, saving inventory space and money. Their heavy-duty 5/16” flat head line, for example, contains code-compliant solutions for interior and exterior ledger, multi-ply, and multi-purpose structural framing needs. All CAMO structural screws are exterior-coated for interior and exterior use. This allows their truss screw to be used for interior connections as well as for beam-to-joist connections on a deck.
COMPLETE OFFERING
CAMO structural screws are IBC and IRC code-compliant, third-party tested, and certified by DrJ, an accredited certification body. They have published technical evaluation reports (TER) for general screw properties and specific applications, giving the contractor confidence in their connections. The applications, code compliance, and TER numbers are listed on the packaging for straightforward purchasing. The packaging also includes a QR code that takes you to a landing page to download product technical bulletins and TERs easily.
All counts of structural screws come in durable clamshells and nesting plastic pails for a cleaner, better-looking set.
An array of CAMO structural screws, one of three brands from Grand Rapids, Michigan-based National Nail, serving the building materials industry for more than 60 years.
INDUSTRY-LEADING COATING
In addition to PROTECH Ultra 4 coated structural screws, CAMO offers a line of hot-dip galvanized multi-purpose hex head fasteners for use in coastal environments. CAMO truly offers coast-to-coast structural fastener solutions.
With CAMO’s new structural screws comes the introduction of their industry-leading, proprietary PROTECH Ultra 4 coating system, featuring four layers that combine to provide ultimate corrosion resistance. Tested in accordance with ASTM G198, the coating meets or exceeds the protection of code-approved hot-dip galvanized (ASTM A153, Class D) in ground contact generaluse pressure treated lumber (AWPA UC1-UC4A). ASTMG198 testing requires 2880 hours of testing — 2X more than the industry standard 1440 hours (AC257).
BUILT TO LAST
CAMO Structural Screws will launch November 2022. Visit camofasteners.com to learn more.
CAMO Structural Screws are engineered to start fast, drive smooth, and hold strong. From the holding power of the head to the sharp point tip, every design feature was specifically chosen to create the highest-performing structural screw on the market. Their structural design values are the highest in the industry. Their strength equals time and money for contractors, who can use fewer fasteners per job.
CAMO Truss Screws help contractors make connections easier, faster, and better. Code-compliant and exterior-coated, their truss screws replace hurricane ties in both interior applications and exterior decking applications. Included in every pail, their hands-free truss guide helps contractors fasten at the right angle every time.
Truss Screws
Ledger Screws
Multi-Ply Screws
CAMO Ledger Screws are a faster, less-expensive, code-compliant way to install ledger boards. Their flat head finishes flush with the material, so it doesn’t get in the way of joist hangers or other materials. Available in three lengths for specific applications.
CAMO Multi-Ply Screws are available in specific lengths for both sawn and structural composite lumber beams. They replace through bolts and nails in these applications for faster, stronger, more secure connections.
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St Pierre: Driving Growth With a Premium Brand Offering
Furthermore, it is branded goods leading the growth. Branded sales have increased $60mn – almost double the growth in private label brioche, at just over $31mn. Shoppers are demonstrating desire for trusted, authentic brands and St Pierre helps retailers meet that demand.
St Pierre offers authentic brioche products, in the form of American bakery staples - which means for consumers looking for ways to treat themselves well at home, it offers an easy way to elevate every meal.
Its most popular products are those that consumers immediately understand how to use, and the brand works hard to communicate the versatility of its core range year-round. What’s more, St Pierre offers innovative merchandising solutions which aid sales in a number of different ways. The first is to act as a trip trigger into the in-store bakery – where consumers head for inspiration. It is here that retailers can drive value and volume across categories, encouraging trade-up. Shoppers in the ISB and deli come with a different mission – actively looking for opportunities to improve the usual menu.
Grilling season offers a perfect opportunity for retailers to cross-merchandise and increase basket spend in other key areas such as meats and cheeses – particularly in the deli and ISB. As the cost of living continues to rise, US shoppers are savvy with their spends and the perception of ‘value’ is key. Increasingly discerning shoppers will spend a little extra on products guaranteed to provide a better quality product because the ‘little extra’ in a low value category is an affordable luxury. However, a shopper who upgrades to St Pierre is also more likely to upgrade in other accompanying sectors and by cross-merchandising premium quality products, retailers can drive increased basket spend and ultimately sales.
The St Pierre brand has been growing steadily, in a category it is leading as America’s number one brioche brand. Brioche, as a category, is up 16 per cent in value and 10% in volume in the last year. As a subsector of bakery, it’s now worth more than $660mn, and as we approach grilling season, growth in its popularity with US shoppers will maintain momentum.
St Pierre’s Eiffel Towers have been proven to increase sales, providing in-store theatre and a customer experience that starts in-store and continues at home. New merchandising formats including racks, table toppers and knee knockers allow retailers to take these principles to other parts of the store – including outside bakery and deli.
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The trend for premiumisation shows no sign of slowing – that’s part of the reason for the growth of the St Pierre brand. Premiumisation is driving product development in the sector, too. Last year, St Pierre launched Brioche Pretzel Rolls – taking its delicate sweet brioche and adding the saltiness associated with pretzels. The mix of flavors elevates any sandwich and it’s another example of the St Pierre brand embracing growing sub-sectors and offering a ‘brioche’ alternative.
For more information on St Pierre’s range of products and how the brand can drive your ISB sales, head to www.stpierretrade.com
St Pierre will be returning to IDDBA in Houston, Texas, 9-11 June 2024. Enjoy a taste of Paris and meet the team at Booth 1815.
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Supermarket delis are projected to outperform other perimeter fresh departments this year because of three important shifts in shopper behaviors, according to Circana’s Top Trends In Fresh, 2024 Report. Whether its convenience, quick trips for a single meal solution, or as a snack, Texas Pete® sauces are playing an important role in driving traffic and sales to retailer delis.
Why Texas Pete® Spicy Goodness Is Ideal for Deli
More than 70% of menus include at least one item that mentions ‘spicy’6. In fact, 65% of consumers say they ‘love’ hot sauce6 led by Millennials, Gen X, and Gen Z consumers.
“Our levels of spicy flavors set Texas Pete® apart from any other brand for crafting a deli item that appeals to the most shoppers,” says Dan Plunkett, Vice-President of Sales for Garner Foods, the maker of Texas Pete®. For wings, the company is the only brand offering an extra mild wing sauce with just 100–300 Scoville Units of heat, to a buffalo-style wing sauce with up to 600 Scoville Units. Its ¡SABOR! by Texas Pete® Mexican-Style Sauce, has 500–700 Scoville Units, while its flagship Texas Pete® Original Hot Sauce has 340–740 Scoville Units.
Texas Pete® is also a leader in offering delis easy recipes for trending food items with quick training videos for staff. Signature sauces ranging from a two ingredient Sweet Heat Sriracha Aioli to a two ingredient Cowboy Kickin’ Spicy Ranch Sauce are also available online with an easy calculator with the signature sauces to estimate revenue gained by adding a signature sauce to a deli.
The brand’s three flavors of 7-gram packets and four flavors of 1 oz. dipping cups, are ideal for snacks, grab & go items, or prepared meals. All sauces are available in ½ gallon or gallon plastic jugs for ease of use as ingredients in items such as potato or chicken salads. Texas Pete® DUST Dry Seasoning is perfect for sprinkling spiciness atop everything from popcorn to tenders and fries.
“If you leverage our brand for customer appeal, or simply use our sauces as an ingredient, we have a support team to help you,” says Plunkett. “Our marketing and culinary teams are ready to assist you in optimizing your menu for 2024.”
Our levels of spicy flavors set Texas Pete® apart from any other brand for crafting a deli item that appeals to the most shoppers.
Dan Plunkett Vice-President of Sales Garner Foods, Inc.
Sources: 1. NPD, 2024 2. Consumer Hot Sauce Study, Bellomy Research, Oct. 2023 3. IRI, 2022 4. Datassential, 2024 5. Top Trends In Fresh, 2024, Circana 6. Datassential, 2024
Texas Pete® is one of America’s top hot sauce brands both at retail and foodservice. It is the #1 brand in portion control packets1, found everywhere from school lunchrooms to top quick service restaurant chains. A new national consumer survey2 found that Texas Pete® leads competitors in brand name, heat levels, and taste. Another study3 found Texas Pete® to be the favorite among African Americans. The result has been a 44% jump4 in restaurant menus that mention Texas Pete® in the description.
Its variety of heat levels, flavors, and packaging are key benefits for supermarket delis. From its CHA! by Texas Pete® Sriracha Sauce for deli sushi (up 23% in sales in deli since 20195) to deli entree chicken (up 113% since 20195) and Texas Pete® Original Hot Sauce, there is a flavor, heat level, and package option to maximize deli sales.
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Garner Foods: Why Texas Pete® Spicy Goodness Is Ideal for Deli
H I L L M A N
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Built on a strong foundation and set of values, the Hillman Group has continued to reinforce itself as a leader in the industry by delivering 50,000 fastener products to empower everyone from a construction professional or contractor to your everyday handyman or someone looking to accomplish the occasional project.
Whatever the task is at hand, Hillman has trusted products to finish it with a sense of pride. It is not just work—but the promise of a job well done that has put us in nearly every home in North America. Hillman’s expertise expands beyond the construction site, we’ve cultivated and maintained relationships with a variety of leading retailers who sell our brands as we in turn grow their business.
As Hillman has continued to build on its initial vision, fasteners have secured their spot as our leading product in sales. The Hillman brand has grown to include a variety of fastening solutions beyond our flagship brand, Hillman, which is broadly recognized by the green box as the leader in fasteners.
Hillman Group: Built From the Ground Up.
Established in 1964 by Max Hillman Sr. in Cincinnati, Ohio, where the corporate headquarters remains located, Hillman stands as a prominent supplier of hardware products and solutions across North America. Our specialized service model provides direct-to-store shipping, in-store service, and category management solutions. We have long-standing partnerships with leading retailers across hardware, home improvement, farm and ranch and LBM yards across the country.
Hillman introduced other fastener brands, DeckPlus® and Power Pro® to give retailers even more solutions and consumers a more well-rounded toolbox. DeckPlus is a line of fasteners specifically crafted to create the ideal outdoor living space with a lifetime guarantee of durability. With an expansive color range and use cases from PVC, wood, and composite, DeckPlus has the products to make your outdoor retreat dreams a reality. Power Pro is Hillman’s line of premium products engineered to answer the most pressing challenges with unmatched performance, innovation, and a new industry benchmark.
With growing demand from all sides of the business, “building never stops” hammers home our philosophy. Hillman continues to push the limits, because there is no finish line or final project.
Hillman’s Unwavering Strong Performance
Hillman Corporate snapshot:
The Hillman Group strives to deliver the highest quality products, Power Pro takes this to a new level. Developed in the heart of the Midwest, Power Pro is constantly in pursuit of perfection. Since the brand’s beginning in 2001 for interior and exterior wood screws, the Power Pro name has exuded precision and excellent execution of high-performance fasteners expanding to all base materials including wood, metal, cement board, concrete, brick, and block.
Power Pro’s Leading Edge
Through constant evolution and innovation, Power Pro's mission is to set the tone of the industry with features that are second to none. Power Pro engineers products to perform flawlessly for trade professionals, DIYers, and hobbyists alike.
Structural Lag screws are versatile and created for wood-to-wood construction, making them ideal for a variety of indoor and outdoor projects.
The Latest in Power Pro’s Line of Innovation
The entire Power Pro Structural Wood Screw line requires no pre-drilling and has an innovative thread design that provides 30% faster installation* and allows users to drive more screws per battery charge. The durable epoxy coating provides 4 layers of corrosion protection and is AC257 treated lumber certified. Built for durability and longevity, all Power Pro Structural Wood Screws have grade 5 strength.
Introducing Power Pro Structural Wood Screws. A complete line of innovative, building code-approved fasteners that set a new benchmark for industry performance. Power Pro Structural Screws are engineered for speed, low energy consumption, strength, and durability. The line-up features 5 patented screw type:
*Independent testing to prove 30% faster than competitive brands
Power Pro secured its place at major retailers by tirelessly striving for excellence and flawlessly refining its product line.
Engineering Innovation
Power Pro has continued to innovate in the following categories:
Power Pro® ONE® Multi-Material Screws are the ONE screw you’ll ever need. ONE Multi-Material Screws work seamlessly with multiple materials including wood, drywall, plastic, metal, and masonry.
The categories of fasteners span a wide range including:
• Core fasteners, including nuts, washers, bolts and screws • Specialty “hard to find” fasteners • Engineered fasteners, including power screws and structural lags • Anchors, for hollow and solid wall applications
Power Pro® Cement Board Screws were specifically constructed with a broad purpose — to securely fasten to all brands of cement board. Power Pro Cement Board Screws were designed to increase mortar adhesion, provide a cleaner finish, and deliver faster installation.
Power Pro® Metal Screws drive up to 20% faster, have greater pullout values, and self-drill into metal up to 1/8” thick, making them an excellent solution for metal fastening projects.
Power Pro® Concrete Screw Anchors is the only concrete fastener pros and DIYers alike will ever need, offering higher pullout values, and greater corrosion protection. Power Pro Concrete Screws are I.C.C. Building Code approved.
Power Pro® Structural Wood Screws are the newest addition to Power Pro’s groundbreaking lineup. Continue to the next section to discover how this breakthrough is setting a new standard in the industry.
TimberTite® are heavy duty hex head screws best suited for landscape, walls, decks, fencing and other wood-to-wood construction.
Lumbertite® are heavy duty flat head screws crafted for general wood-to-wood construction without pre-drilling.
LedgerTite® screws are designed to directly fasten to the rim joist of a house without pre-drilling or the need for a washer.
TrussTite® screws are specifically designed to join engineered lumber together (LVL, PSL, and LSL).
Employees: Distribution centers: Customer locations: Total company products: Website:
3,800 22 40,000 112,000 hillmangroup.com
Click here for our full video series for Power Pro Structural Screws.
M I D W E S T
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Midwest Fastener has been serving retailers and builders since 1967. The Kalamazoo, Michigan-based company has grown well-beyond the geography suggested by its name to a network that includes six distribution centers serving coast-to-coast markets.
Midwest Fastener Secures Growth With Contractors.
“It's a contractor screw that it comes with a star drive and a self-drilling tip,” Thies explained. “The way we like to talk about is: ‘It has everything a deck builder needs, and nothing the builder doesn't need.’ It's a very good screw, just not the best screw we have. The idea was We wanted to be able to fill that segment at that opening price point.”
The company is not finished growing, according to Nick Thies, construction fastener category marketing manager, who spoke to HBSDealer recently.
That growth will be driven by market knowledge and product innovation. Case in point: the BuildRight Contractor Pack.
THE BUILDRIGHT CONTRACTOR PACK
Described as the biggest product line launch of the year, the Contractor Pack was a highlight from 2023, Thies said.
“We take a tiered approach to the construction fastener segment where you've got your better and your best levels,” he said. “So, the contractor pack represents the better. Its performed very well from a metrics standpoint. One that I particularly like to share is the number of retailers that have embraced. And all the metrics have been promising and encouraging.”
Thies elaborated on the star drive, which has earned respect as a premium drive design that simply offers more points of contact between the screw and the driver. It’s caught on particularly in the United States, while the square drive has grabbed a foothold in Canada.
But either way, those two drive types go a long way to mark a product as a premium screw, and. outperform a traditional Philips head.
The star drive is just going to really eliminate your cam outs and stripping of your bit. You can run just hundreds, even thousands of screws on a single bit before any type of failure. We've done it here in testing and I've done it in my personal life.
Nick Thies Construction Fastener Category Marketing Manager Midwest Fastener
The company is hoping is to replicate the value proposition of the Contractor Pack across the organization.
MAINTAINING DELIVERY THROUGH DISRUPTION
“The star drive is just going to really eliminate your cam outs and stripping of your bit,” Thies said. “You can run just hundreds, even thousands of screws on a single bit before any type of failure. We've done it here in testing and I've done it in my personal life.”
Building better products is only part of business success. Bringing them to market is at least half the battle. And here, Midwest relies on its field team of about 200 knowledgable pros.
“They know their stuff, they really do,” Thies said. “And yeah, they're a wonderful asset to us and most importantly to our dealers.”
The connection to dealers has also been bolstered by Midwest’s ability to maintain delivery through the supply chain disruptions that erupted with the COVID pandemic.
“We were actually proud that our ship percentage really didn't dip that far compared to many, many others in this industry,” Theis said. “We never had a sort of panic kick in. We did obviously have some challenges that we had to work through, but I don't believe our fill rates ever dipped below 90 percent.
“We're back up to around 97-98 percent now,” he said. “And the focus now is to better position ourselves for the next something like COVID happens.”
That kind of proactive planning mainly involves a hard look at sourcing, and creating a diverse supplier base. “The main thing is: Our purchasing department is looking forward now and how can we keep it stable with what may happen in the next 5, 10, 15 years, globally.
With the success of the BuildRight Contractor Pack, Midwest Fastener is now turning its attention to backfilling some of those other lines where the better-best approach can be amplified. “We have lots of additions happening here and there across our construction fastener line.”
“We do think it's one of the best values on the market,” he said. “That's where it really shines.”
Brought to you by Midwest Fastener. Our new BuildRight deck screw is a quality yet affordable fastener. Engineered to be the most cost-effective deck screw on the market, it has only the most important features. With its exterior coating, type-17 cutting tip, and star drive, it has everything a deck builder needs and nothing they don’t. The exterior coating is recommended for treated lumber and outperforms HDG. It’s the perfect screw for those wanting a quality fastener without spending a day’s paycheck.
What’s next? Thies described a series of incremental improvements across its lineup.
WHAT'S NEXT AT MIDWEST FASTENER?
Features include:
• Star Drive • Exterior Coating • Type-17 Tip
Click above to watch a video on the BuildRight Contractor Pack.
NEXT: HILLMAN
In empowering you to build a better deck, we inspire you to build a better gathering place. A better community. A better life. Through innovation, we’re changing the tools, the old way of thinking, and the time it takes to build a deck.
CAMO: The Better Way to Build a Deck.
Launching a new fastening method in an industry that had done things the same way for years, CAMO was born from innovation. We push ourselves to think outside the norm in continuing to invent better tools and fasteners to help the ‘Everyday Doer’—the pro deck builders, remodelers and DIYers—build the best possible deck.
CAMO is the better way to build a deck. In empowering you to build a better deck, we inspire you to build a better gathering place. A better community. A better life.
Our pride comes from creating new solutions for old problems. Through innovation, we’re changing the tools, the old way of thinking, and the time it takes to build a deck.
INNOVATION IS IN OUR DNA
As a 100% employee-owned company, our purpose is simple, and it’s shared—"Inspire People to Build Better.” Whether supporting our customers, suppliers, fellow employee-owners and their families or the communities in which we live and work, it’s relevant and simple to do. Inspire whoever we engage with to help them become better.
OUR ‘WE’RE IN THS TOGETHER’ MINDSET
When people use our products, they’re not just building a deck, they’re building something better. A foundation for people to enjoy life, celebrate milestone, and gather. A space that is an extension of their homes and often the best part of their day. To deliver on this, we must listen:
We are looking to jobsites and asking contractors and ourselves, “what is something that has always been done a certain way … how can we make it better, faster, or easier?”
HOW WE ARE RESPONDING
Cornerstones is the first indicator that as an organization we are not in this game merely for ourselves or corporate profit. There is a fundamental belief that our responsibility is not only to the growth of our company but also a commitment to the success of our employee owners, our customers, our vendor partners and, perhaps most importantly, the people that use our products. It is not only the “what” we do but “how” we operate our business that distinguishes us in the industry.
OUR 'CORNERSTONES'
Its history of technology innovation runs deep, and continues to this day with its CAMO system, which is changing the face of decking.
WHY CAMO IS A BETTER WAY
CAMO Edge Fastening: achieve a fastener-free system on square decking with this easy and affordable hidden fastening system. Marksman tools automatically establish spacing between boards and direct CAMO Edge screws into the edge of the board, leaving a fastener-free deck surface.
In connecting, listening and learning from the Everyday Doer, we have surprised them with products no one else thought of, for example:
“Because Innovation is woven through the fabric of the organization so intensely, it is difficult to identify a single innovation that makes us most proud,” said Dani Zizak, Chief Marketing Officer. “I personally am most proud of the constant institutional, almost fanatical drive, plus mindset to create better products and systems for our brand users. We say it all the time: 'We innovate for the men and women that use our products.' This is the spirit of our CAMO brand purpose: 'We exist to invent new and better, to break the limits of how it’s always been done, creating connections that have the power to transform.'”
WHAT WE ARE HEARING FROM CUSTOMERS
We are doubling down on our understanding of the end user and how we can make their jobs better and easier. We will continue to innovate not only in product but also in our delivery and support systems, packaging, retail presentation and service levels.
Our contractors want a full innovative product pipeline that promises to improve the way they work, shorten installation times, and offer solutions to problems they aren’t even aware of yet.
Dealers tell us to keep it up with the clear, concise, and highly visual marketing efforts for retail. Our Destination Dealer sets set us apart from our competitors and offer a best-in-class shopping experience.
The “we’re in this together” mindset is evident in everything we as employee owners do at National Nail. “I am far more inspired to work smarter and better for the people in the trenches with me than nameless, faceless shareholders that aren’t personally involved in our business,” Dommenick said. “Put simply, when I walk in the door in the morning, I see the people that I am fighting for—that perspective is priceless for me.”
CAMO CLIPDRIVE Stand-Up Deck Fastening System: Our innovative EDGE hidden deck clips and stand-up fastening tool work together to make jobs smarter, faster, easier, and better. Bring speed, excellent performance, and time and cost savings to every deck build with this game-changing system. Designed for fastening CAMO Universal Deck Clips, the ergonomic, lightweight tool attaches to any drill and allows you to stand comfortably while fastening any grooved deck board.
Code-Compliant Structural Screws: CAMO offers a full line of high-performing, code-compliant structural screws for all your deck, framing, and general construction needs. They are engineered to start fast, drive smooth, and hold strong. No pre-drilling is required. They feature our industry-leading proprietary coating, PROTECH Ultra 4, for superior corrosion resistance.
We innovate for the men and women that use our products.
Dani Zizak Chief Marketing Officer National Nail
P R I M E S O U R C E
As the housing market has changed, and homeowners are shifting their priorities to outdoor living spaces, contractors need the right fasteners to meet their needs. PrimeSource Building Products is delivering, by offering NEW, innovative products from Grip-Rite and RailFX that help contractors create beautiful, durable decks, fences, and cable railings faster and easier than ever.
Grip-Rite and RailFX Help Contractors Meet the Demand for Outdoor Living.
NEW: New PrimeGuard Nano Coating PrimeSource Building Products boosts its offering of innovative, durable fasteners with the new Grip-Rite DeckForce™ exterior screws.
According to Michael Engle, Senior Director of Branded Product at PrimeSource Building Products, homeowners are no longer satisfied with standard deck installations. “More homeowners want decks and patios where they can enjoy the outdoors, without having to worry about replacing corroded screws,” said Engle. “They want screws that blend into the deck or fence material or are even invisible. That provides a seamless look that separates a stunning deck from a good one.”
With the increased demand for decks, fences, and cable railings, and with labor at a premium, contractors need fasteners that will help them get jobs done quickly and at a high level of quality. They need fasteners that are easy to use, don’t require special tools or training, and that are installed right, every time.
GRIP-RITE DECKFORCE™ EXTERIOR SCREWS
Save Time on Deck Installation Jobs The new Grip-Rite Ninja™ Hidden Deck Clip is the simple solution for building strong, stable decks with multiple board patterns in less time, using just one type of fastener.
GRIP-RITE NINJA™ HIDDEN DECK CLIPS
The patent-pending design features Compression Fit levers that hold the clip in place, accelerating deck board installation, while serrated teeth grip the boards in the groove to create secure connections. The universal fit of the Grip-Rite Ninja™ Hidden Deck Clip means this single style clip may be used to create multiple deck patterns: straight, diagonal or herringbone, while providing a seamless surface finish.
Express Mount Brackets™ Cut Time and Cost in Half A new, patent-pending product from RailFX , the innovative Express Mount Brackets™ make it easier and faster to install cable railing. By eliminating the need to drill holes in deck posts, they can cut the amount of time required to install cable railing in half, while also significantly reducing material costs.
RAILFX EXPRESS MOUNT BRACKETS™
Grip-Rite Structural Screws Provide Reliable Performance Offering reliable solutions for decks, fences, pergolas and other load bearing exterior projects, Grip-Rite Structural Screws deliver the quality and value contractors expect. Offered in both Dual Drive and Flat Head styles, Grip-Rite Structural Screws are available in multiple package sizes to accommodate projects large and small.
STRUCTURAL SCREWS
NEXT: SIMPSON STRONG-TIE
That’s been the driving force behind PrimeSource Building Products’ introductions in 2023. With its Grip-Rite screws and RailFX brackets, contractors can do more jobs, and serve a broader range of customers.
The brackets simply mount to the outside of each deck post, delivering a unique “floating cable” appearance. The new universal drilling template makes installation easy, without specialty tools or training.
For contractors who want to expedite a premium railing installation and provide options to their customers, RailFX Express Mount Brackets™ offer a time saving solution to finish jobs quickly. And for homeowners, there is no simpler way to achieve a high-end cable railing look…that they can easily install themselves.
A Screw for Every Material The Grip-Rite DeckForce™ screws are offered in two different models specifically engineered for wood or composite decking. For use with both treated and non-treated wooden decks and fences, the wood screws feature an auto-pilot tip, dual-action auger threads, a diamond-file shank and a patent pending wedge-lock head. The composite screws are suited for composite and PVC decking, and feature saw teeth, as well as hi-lo and clear-out threads with an undercut head. Both designs are offered in a variety of colors to match nearly any deck material.
These screws are designed to provide deck and fence installers with exceptional performance in wood, composite, and PVC materials. Featuring a groundbreaking new technology, the PrimeGuard Nano Coating provides unmatched protection from Mother Nature. The molecular structure of the PrimeGuard Nano Coating ensures a seamless seal and long-lasting durability that is backed by a lifetime warranty.
More homeowners want decks and patios where they can enjoy the outdoors, without having to worry about replacing corroded screws.
Michael Engle Sr. Director of Branded Product Primesource
With the end goal of finishing projects faster and easier, expertly engineered Grip-Rite DeckForce™ exterior screws are an ideal solution for pro deck and fence installers and DIYers.
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S I M P S O N S T R O N G - T I E
A leader in structural systems research and technology, Simpson Strong-Tie is one of the largest suppliers of structural building products, with a deep commitment to providing exceptional products and services to its customers.
“Very similar to the pillars our company was built on, we have a relentless focus on the customer,” said Scott Park, director, fastening systems. “We’re not newcomers to the fastener industry, and we have never lost sight that we want to build trust with our customers and make sure they are supported.”
Simpson Strong-Tie: Relentless Focus on Customers.
"We’re about more than just filling an order," Park said. "We want to understand our customers’ needs. A big part of us is to provide higher quality. Any company can have short-term success, but without high-quality product over the long term you won’t last in this industry. Our fasteners hold up structures, and we take that seriously.
HOW DOES SIMPSON STAND APART?
"Structural fastening continues to grow each year," adds Park. "Today contractors want a strong, secure connection but they are also looking for fast and easy installation. The Strong-Drive SDWS Timber screw that we introduced is designed to provide an easy-to-install, high-strength alternative to through-bolting and traditional lag screws. This screw is ideal for the contractor and the DIYer. When you have a product that helps the contractor, they keep coming back for that. Considering that the industry is still feeling the pinch of the labor shortage, supplying new and innovative systems that allow them to work faster and safer is a goal of ours.
WHAT'S NEW?
"Beyond labor shortage questions, customers want to be confident that the product that they need—or is in the plan— will be available to them," stated Park.
WHAT ARE YOU HEARING FROM CUSTOMERS?
"We want to be the leader in pro-grade construction fastening, and we’re putting the resources behind it," Park adds. "As construction expands, we are investing. One area where we are investing is mass timber; we’re investing in that market and creating new products around it because it is an up-and-coming industry that has been big in Europe for awhile. We want to be the partner of choice for the mass timber industry.
WHAT'S NEXT FOR SIMPSON?
NEXT: SPAX
"Our customers know they can trust our fasteners, that it will do what we say it will do, and that we will be around to stand behind it.
"At Simpson," says Park, "having product available and ready to ship is one of our core principles, right behind relentless customer focus.
HOW ARE YOU RESPONDING?
"Overall, we’re really focused on being the leader in this industry and want to provide solutions that solve industry problems. We continue to partner with distribution and retail but also with contractors and engineers to understand everyone’s problems."
"Maintaining inventory levels so we have product—and can handle those fluctuations of available material—is very important to us.
"To that end, we are expanding to new warehouses in key locations to have product closer to customers. We just opened Salt Lake City, Denver and Kent, Wash. We’re also expanding our Columbus, Ohio, manufacturing facility, and will be moving into a new facility in Gallatin, Tenn., where we manufacture fasteners. We will be starting construction soon."
"Things are definitely not normal, or even pre-pandemic. We still see a lot of up and down availability in the construction market in raw materials, packaging, or any number of things."
"Quik Stik is an example of an installation tool that provides contractors with a versatile solution that makes fastening rafter and truss connections fast, safe and easy. What’s more, Quik Stik is designed for use inside the structure.
"Another new product, Timber Drive, which hit the market a few weeks ago, is a tool for stand-up operation while driving large structural screws," detailed Park. "It’s designed for heavy-duty jobs that require repetitive fastening, such as boardwalks and piers, that require hundreds of structural screws. The ergonomic design of Timber Drive makes it faster and easier to work while improving safety. Key features include fastener length adjustment for 3- to 6-1/4-inch screws.
“We’re really focused on the R&D side,” Park said. “We want to make it so that peoples’ backs don’t hurt at the end of the day, and the job is done in a safer manner.”
"Lastly, we focus on innovation, on moving the industry forward. It may be a fastener, it may be application testing with the existing fastener, whatever it is we are looking for innovative ways to bring new solutions to the market that provide solutions. Those are the core areas that set us apart."
We want to understand our customers’ needs. A big part of us is to provide higher quality. Any company can have short-term success, but without high-quality product over the long term you won’t last in this industry.
Scott Park Director, Fastening Systems Simpson Strong-Tie
S P A X
RETURN TO THE HOME PAGE
SPAX Multi-Material Construction Screws and PowerLags were introduced to the US market in 1997. They are sold nationwide through leading home improvement centers, hardware and fastener distribution chains, and in a growing number of lumber and building material dealers. Since 2006, SPAX fasteners marketed in North America are manufactured in the ALTENLOH, BRINCK & CO. US, INC. complex in Bryan, Ohio, which is ISO 9001:2015 Certified.
SPAX Speaks to Emerging Trends
HBSDealer solicited expertise from a variety of SPAX product experts for the following Q&A:
Q: What are the emerging building trends that are influencing fastener development? A: Aesthetics of outdoor experiences has driven fastener manufacturers to provide fasteners with different and more matching color schemes of project materials. For example many pergola builds now are utilizing black bracketry and hardware. Also, deck boards both wood and composites require color matching for the best possible aesthetics on the project.
Q: What do you identify as the main challenges the fastener industry will be facing in the coming year that LBM dealers should be aware of? A: Too many unreliable commodity fastener brands. In a very detail oriented world where jobsite specifications and critical connections exist, builders must have reliable fasteners that are code tested and approved but also can be traced back through the manufacturing process. With the risk of call backs, structural fasteners must perform safely and so LBM dealers must look to leading fastener manufacturers than can provide the necessary code reports and material specifications for every box of product.
SPAX® T-STAR Trim Head fasteners with HCR® coating are intended for connections in exterior composite deck board finishing applications when attaching to treated lumber joists. These fasteners are designed with an undercut head for preventing mushrooming and also provide a clean finish into composite deck boards.
A: When it comes to structural connections found on most residential jobsites, code officials and inspectors look to leading engineered fastener manufacturers to provide application technical evaluation reports (TER’s) which ensure products will perform as expected. There are trends in using high performance structural lags in many of these applications to replace existing technologies. Here are a few examples; Multi-ply beam & truss assembly where structural lags now can be used to replace nails and conventional lags to ensure a safe and secure connections and also save time and money on the jobsite. Deck ledger attachment requires a safe connection and structural fasteners like SPAX Powerlags can be used to replace very time consuming conventional lag bolts and they can be spaced further than other manufactures products found on the market. Also truss attachment now can be handled with structural fasteners in place of the traditional hurricane clips to save time and money on the jobsite.
Q: Considering those challenges, what would you recommend LBM dealers focus on when it comes to meeting customer needs for fasteners? A: Take the time to review the structural fastener manufactures offering and make sure the products have accessible data reports and application TER’s plus wire certifications used during the manufacturing process. SPAX® Engineered Fasteners takes pride in a quality program and tracks each lot through the entire process all the way to the wire heat and can provide steel wire composition data. We are ISO certified and our factory in Bryan, Ohio is audited by numerous agencies for all our brands. Audits for ICC-ES, DrJ, FM, Miami-Dade, and ISO.
Q: How have you expanded or changed your product lineup recently? A: Recent additions to the SPAX® product portfolio include: deck tape and board spacers along with composite deck screws in 7 colors to match all the popular exterior board manufacturers products. SPAX® also has a continuous testing program for exterior coatings and is always working toward new innovations for structural fasteners in order to ensure safe and secure connections.
–SPAX Project Manager Robert Yates
— SPAX Product Management Leader Brett Katsma
—SPAX National Sales Manager-LBM Josh Martin
—Senior Marketing Manager Robert Knecht