April/May 2020 • Volume 37, N° 2

41290029 Working for our members every day.

There’s no doubt that consolidation has cut “down on the number of product manufacturers. For independent dealers like me, that means less competition between suppliers for my business and less leverage for me to get more competitive pricing for my customers. That’s where I rely on Sexton’s strength to negotiate programs that keep me competitive.” —Charlie Hotham, Owner, Hotham Building Materials

Hear about our story at 1.800.665.9209

Learn about our story at sextongroup.com Our Promise to You. Our strength as a buying group is built on four major advantages: We’re a dedicated team of industry professionals focused on your success. We negotiate competitive programs and leverage our strong relationships with vendors to resolve any issues quickly for you. We have a first-class accounting team that promptly delivers accurate rebate payments as promised. Well connected.

So you can focus on what matters most — your business.

964065_Sexton.indd 1 5/9/19 2:39 PM April/May 2020 • Volume 37, N° 2

The ABSDA Building Supply News is the official magazine of the Atlantic Building Supply Dealers Association and is published in February, May, July, September and December. The Atlantic Working 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 for our Phone: (506) 858-0700 Email: [email protected] ABSDA Serving the Industry ABSDA Executive 2019-2020 for over 60 years members It will come as no surprise ABSDA currently has over 550 active Member Retail Building Supply and Associate Supplier Members. Chair Past Chair Bill Abbott Chris Deveaux ABSDA is the collective voice and liaison for Abbott's Home Tatamagouche Home the independent Building Supply and Home Building Centre Hardware Building Centre Improvement Industry. Port Au Port, NL Tatamagouche, NS every day. (709) 648-2225 (902) 657-2420 Since 1955 this association has focused on industry specific needs to our Members.

ViceChair President Guy LeGresley Denis Melanson There’s no doubt that consolidation has cut LeGresley Home ABSDA Building Centre Dieppe, NB down on the number of product manufacturers. features Miramichi, NB (506) 858-0700 “ (506) 733-5150 For independent dealers like me, that means less competition between suppliers for my Heroes In Our 2020 Expo Recap ABSDA Directors 2019– 2020 business and less leverage for me to get more competitive pricing for my customers. That’s Communities Jay Hickey Philip Sudsbury where I rely on Sexton’s strength to negotiate Hickey's Building Spring Valley Building Supplies Centre Ltd programs that keep me competitive.” Conception Bay, NL Kensington, PEI (709) 744-2132 (902) 836-4289 —Charlie Hotham, Owner, Hotham Building Materials

Steve Foran Tanya Hanson Rocca Chester Building Roblynn Home Hardware Supplies Building Centre Chester, NS Oromocto, NB (902) 275-5512 (506) 446-6824

Hear about our story at 8 10 ABSDA Associate Directors 2019-2020 1.800.665.9209 in this issue 4 Association Report 13 2020 ABSDA Lifetime Cheryl Allen Richard Boulet From the Chair Recipients Johns Manville Canada Inc Resisto Learn about our story at Amherst, NB Dieppe, NB sextongroup.com (902) 614-9545 (506) 384-6101 6 Report from the President 14 ABSDA Building Supply Expo Awards Our Promise to You. Kevin Guest Peter Merrill 8 Heroes In Our Communities Truefoam Limited K M Agency Ltd. 2020 Industry Achievement Dartmouth, NS Bedford, NS Our strength as a buying group is built on four major advantages: 16 (902) 468-5440 (902) 483-3155 Award We’re a dedicated team of industry professionals focused on your success. 10 2020 Expo Recap We negotiate competitive programs and leverage our strong relationships with Industry News vendors to resolve any issues quickly for you. We have a first-class accounting 17 team that promptly delivers accurate rebate payments as promised. Well connected.

Cert no. XXX-XXX-XXX X So you can focus on what matters most — your business.

964065_Sexton.indd 1 5/9/19 2:39 PM As We Face The World-Wide Pandemic

As I write this message, we all have been coping with the World-Wide Pandemic and trying to find ways to continue to operate our businesses in some shape or form. The COVID- 19 situation has had a significant effect on all of us. Many YES. companies are operating with reduced hours, limited service or a WE HAVE IT. combination of both.

Bill Abbott On the Dealer side of our Membership, Our winter Education classes were well Chair of the Board Hardware & Building Materials have been attended with Estimating and Principles of listed as Essential in most parts of the Atlantic Yard & Warehouse programs taking place in Region, allowing us to at least stay open. We late January and Electrical & Plumbing being realize that some of our Associate Members held in Mid-February. We were planning to have needed to make the difficult decision to offer Forklift and Boom Truck Programs this temporarily close, especially in parts of the spring, however these have been put on hold country where COVID-19 cases have been for now until we come through the Health more prevalent. Crisis.

ABSDA has been communicating with During the 2020 Expo, we had announced Government Departments at the Provincial a date for the ABSDA Golf Tournament, and Federal Levels to keep up with however this may be postponed until late information that will be of assistance to summer or early Autumn. An update on the the operation of your business in these status of this event will be shared with the unprecedented times. Members as soon as we are able to re-schedule. EVERYTHING YOU’RE LOOKING FOR

We have assembled a COVID-19 Resource Kit ABSDA will continue to communicate with which we are continually updating and are the Membership on issues of concern over communicating with Members by email. Our the next few weeks and months to keep you COVID-19 Resource Kit can also be found on informed of developments as they occur. If the ABSDA Website (www.absda.ca). Check you have any questions or concerns you wish there periodically for the latest updates. the Association to address, please contact the office by phone (506) 858-0700 or email On a positive note, our [email protected]. 2020 Expo was another In the meantime, Stay Safe! success!

On a positive note, our 2020 Expo was another success! From one Dealer to another I would like to thank all Dealers from Atlantic Canada that supported our Expo. Dealer location participation was up again this year with 238 ABSDA Member Locations represented, accounting for 79% of the Dealer Membership. This is good news, especially for our participating Exhibitor Firms who invest significantly in this event to support the Dealers in the region. A review of the Expo can be found in this issue of the magazine. Proudly serving you from 13 locations across Canada, coast to coast. 4 April/May 2020 YES. WE HAVE IT.

EVERYTHING YOU’RE LOOKING FOR

Proudly serving you from 13 locations across Canada, coast to coast. Our Expo is Growing!

For many year’s our Expo battled against the compared to the hay day of the Expo. However, winter weather and who would have imagined if you’re paying attention to the number of that we’d need to battle against a global STORES represented at our Expo then you’d pandemic?? We got extremely lucky and have noticed an increase. 79% of our Member managed to deliver our Expo just in the nick of locations were represented at our Expo in time! Happy to report that NO ONE contracted 2020 and that’s the highest percentage we’ve Covid-19 as a result of their participation in achieved in MANY years! our Expo. Back in 2018 we had prepared a little return on We circulated our Post-Expo survey to our investment formula for you. Let’s take a second Exhibitors after the Expo. We received a total to revise that. In 2020 we had 238 Member Denis Melanson of 91 respondents which is a very high sample locations represented at the Expo and 15 non- President size. This gives our vendors a platform to member locations for a total of 253 locations. provide feedback and as usual there’s some If you had a sales representative located in good and some mediocre comments! Such is Moncton, what would it take to visit ALL life! It’s virtually impossible to please everyone THOSE STORES? when you have over 1000 participants. Some loved the food, some didn’t. Some loved the Here’s a conservative estimate: entertainment, some didn’t. • 150 hours driving in a car • 12 000 km traveled One comment that was echoed by some • 49 business days of travel vendors was the always popular topic of • 147 meals on the road “TRAFFIC”. Foot traffic and head counts are • 38 nights in a hotel always a bone of contention when it comes to • 1 flight to Newfoundland plus car rental tradeshows! • Entertainment • Employee wages Everyone knows that there’s an increase in the number of tradeshows nowadays and what Now I’m not sure how much money that adds that translates to is Dealers are bringing LESS up to but I’m pretty sure it’s a big number! people to each show to minimize costs. Logical fact I think?! So, what’s the value of coming to the ABSDA Expo and having an opportunity to see The reality is that since we moved our decision makers that represent 253 Retail tradeshow to the new Convention Center in locations in Atlantic Canada?? I guess that’s Downtown Halifax in 2018, we have increased totally up to you to decide. the number of MEMBER retail locations that participate in our Expo by 19% or 38 Retail The reality is our Expo is GROWING and I’m Locations. See chart below. truly grateful to all our wonderful Members.

If you’re coming to our Expo and counting …Looking forward to doing it all over again heads, yes then you’re right, traffic is down on March 10 & 11, 2021.

Total Retail Locations Represented ABSDA Member Locations Non-Member Locations 2018 2020 2018 2020 2018 2020 54 76 47 70 7 6 91 102 87 99 4 3 Newfoundland 57 56 53 53 4 3 13 17 13 16 0 1 Other 1 2 0 0 1 2 TOTAL 216 253 200 238 16 15 (66%) (79%) Total number of ABSDA Retail Members 304 303

6 April/May 2020 ABSDA Building Supply News 7 Heroes in our Communities

There’s no playbook or how-to video on YouTube to help us all deal with this Virus

Pandemic! Pandemic preparedness and planning are things we probably didn’t think about very much in Atlantic Canada.

What does one do when your provincial This has been an extremely difficult government calls a State of Emergency situation for our Independent owners and declares you an “essential” service? to navigate around. Of course, the main Well you do exactly what our Atlantic priority of all involved was the safety Canada Dealers have done…you adapt of their employees first and foremost. quickly. Secondly, having to lay-off employees is no easy task as well but was necessary for Building Material Retailers are most due to cash flow concerns. essential in ensuring the safety of our communities all over Atlantic Canada, Let’s hope that the federal stimulus especially in times like these when you’re programs will help both employers and confined to social distancing measures employees weather the storm until we and told to stay home. Perhaps one of can resume to some sort normalcy. the best lines I heard from a Member was “I haven’t seen a sump pump sold at I have been hearing so many great things Superstore yet”! And of course, this is not on how our owners have shifted their to take away from the importance of our business rapidly to protect employees front-line workers at the grocery stores, and keep the doors open for their but you know what point I’m trying to community. make here.

Boyd Bros Home Hardware personally delivered paper products and cleaning supplies, as well as a $500 donation to the local Food Bank

ABSDA has tried to keep Members informed of best practices and information as much as possible on our website, newsletter and email communications. We’ll keep updating our resource kit which can be found on Baie Ste Anne Building Supplies puts unique door decals to direct customers our website.

8 April/May 2020 Heroes in our Communities With every situation I believe some I’m convinced there will be some I am very proud to associated with this positive will come from this situation. learnings from this. In the meantime, great Industry. Stay safe everyone and I It will be a time to re-evaluate how we THANK YOU to all our Members for hope to see you soon! operate our businesses and analyze ways being Heroes in our Communities and we can be more efficient. keeping Atlantic Canada homes safe.

J I Pritchett & Sons Ltd converted their sales counter with some stock windows to protect employees and customers.

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Chester Building Supplies removed PPE from their shelves and donated them to their Regional Hospital.

ABSDA Building Supply News 9 2020 ABSDA Building Supply Expo Recap

10 April/May 2020 2020 ABSDA Building Supply Expo Recap

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ABSDA Building Supply News 11 2020 ABSDA Building Supply Expo Meet & Greet

COLIN BUDDEN ASM Atlantic Canada

Office: (888) 855-1462 E-mail: [email protected]

www.owenscorning.ca

12 April/May 2020 2020 ABSDA Lifetime Recipients

Gary Sullivan (centre) is shown receiving a Lifetime Membership Award from Harold Mills (centre) is shown receiving a Lifetime Membership Award from ABSDA President Denis Melanson (left) and ABSDA Chair of the Board ABSDA President Denis Melanson (left) and ABSDA Chair of the Board Bill Abbott (right). Bill Abbott (right).

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1.877.742.7490 Johnson.ca/savings HOME CAR Johnson Insurance is a tradename of Johnson Inc. (“JI”), a licensed insurance intermediary. Home and car policies primarily underwritten, and claims handled, by Unifund Assurance Company (“UAC”). Described coverage and benefits applicable only to policies underwritten by UAC in NL/NS/NB/PEI. JI and UAC share common ownership. Eligibility requirements, limitations, exclusions, additional costs and/or restrictions may apply, and/or vary by province/territory. †NO PURCHASE NECESSARY. Open January 1, 2019 – April 30, 2020 to legal residents of Canada (excluding NU) who have reached the age of majority in their jurisdiction of residence and are a member of a recognized group of JI with whom JI has an insurance agreement. One (1) available prize of $25,000 CAD. Odds of winning depend on the number of eligible entries received. Math skill test required. Rules: www1.johnson.ca/cash2019 2020 ABSDA Building Supply Expo Awards

Award Recipients at the ABSDA Annual Dinner on March 11th, pictured left to right: Brian Bowers of Pleasant Supplies TIMBER MART, Harold Mills, Gary Sullivan, Duane MacDonald of Callbecks Home Hardware Building Centre and Kevin Arseneau of Building Products of Canada Corp.

Duane MacDonald (centre) is shown receiving the Young Emerging Leader Award from ABSDA President Denis Melanson (left) and ABSDA Chair of the Board Bill Abbott (right).

Kevin Arseneau (centre) is shown receiving the Salesperson of The Year Award from Brian Bowers (centre) is shown receiving the Retailer of the Year Award from ABSDA ABSDA President Denis Melanson (left) and ABSDA Chair of the Board Bill Abbott President Denis Melanson (left) and ABSDA Chair of the Board (right). Bill Abbott (right).

14 April/May 2020 2020 ABSDA Building Supply Expo Annual Dinner

ABSDA Building Supply News 15 Vince Poirier Receives the ABSDA 2020 Industry Achievement Award

It is with great pleasure that ABSDA awarded the 2020 Industry Achievement Award to Vince Poirier of CertainTeed Canada, Inc.

It is with great pleasure that ABSDA Vince is one of many people that has Mario Robichaud, Steve Hames, Harley awarded the 2020 Industry Achievement had a long career in the Atlantic Canada Joudrey, Curtis Lord, Justin Baker, Russ Award to Vince Poirier of CertainTeed Building Materials Market, but it is even MacKinnon, and last but not least, the Canada, Inc. more impressive that he logged all of one that became his mentor, Don Moses. those miles, built all of those relationships Vince joined our industry 38 years ago and made so many great friends while Vince is known in the region and with Alimac Building Products before being employed with the same employer construction trade as being the best that transitioning into his role as the Atlantic for 28 years. In addition to being a hard- there is at contractor and dealer sales Territory Manager with Westrock in working company man, Vince was a and relationships. His knowledge and 1992. For those of you who are not aware, baseball and hockey coach for many understanding of their needs are 2nd to Westrock was ultimately purchased by of his son Alain’s youth teams and he none. His strong work ethic, honesty, British Plaster Board / CertainTeed in spent countless hours chauffeuring his dedication and values are what makes 1999. daughters to and from dance and McGill him the best at what he does. University in Montreal. Although Vince may say that he does ABSDA congratulates Vince Poirier not follow sports closely, you would be Many faces have come and gone on this well-deserved honour and a hard pressed to have a conversation with within CertainTeed. Some of those distinguished career. him that does not involve the Montreal that worked with him included Guy Canadiens, Golf, Baseball or his favorite Trudel, Don Lemaire, Pierre Esset. football team, “The New England Germaine Voyais, Keith Proulx, Bernie Patriots”. Owens, Mark Gervais, Brian Chisholm,

16 April/May 2020 new business opportunities in and The World’s first ever prototype Industry in the Atlantic Provinces. of Hempwood kitchen cabinets is made by “We are very pleased to welcome Eastland, and was on display recently at the John to our network. He is a veteran who Atlantic Building Supplies Dealers Associa- News understands what independent dealers need tion (ABSDA) tradeshow in Halifax, Nova and care for. He is definitely a great new ally Scotia on March 11th and 12th 2020. who will help us achieve our development Eastland is excited about the po- goals in eastern Canada,” says Mr. Nolet. tential of this product to expand and elevate the building material options available in Recently, the Eastland Group of the market in an environmentally conscious Companies partnered with Fibonacci, a way. Further options in finish and uniformi- Kentucky-based company which turns ty in texture will continue to become avail- hemp stalks into building-grade hardwood. able as the Canadian/American partnership Since Fibonacci opened its doors in July of evolves. 2019, the two companies have been work- ing together to develop applications for Hempwood in everyday building materials. John Longo Through its affiliated company, Canada Hempwood Inc., Eastland is final- izing an exclusive licencing agreement with BMR recently announced the appointment Fibonacci to press Hempwood in Canada. of John Longo as Manager, Business They are excited about the opportunities Development, for the Ontario and Atlan- these new products bring. Hemp is sub- tic Provinces. stantially more environmentally sustainable Mr. Longo brings in more than 25 when compared to traditional hardwood years of experience in the construction and species more commonly used in building renovation industry. After spending more materials. Rather than the typical 20 year than two decades for Rona, it is with an growth period for traditional hardwoods, undeniable knowledge that he joins BMR Hemp grows in a 90-day cycle. Addition- Group’s team. Under the direction of Pierre ally, it is 20% denser than oak, and breathes Nolet, Vice President, Business Develop- 4 times more carbon dioxide than other ment for BMR Group, Mr. Longo’s main trees, resulting in a reduced environmental Karim Bhibah duty will be to recruit dealers and to identify impact and overall better product.

Home Hardware Stores Limited continues and Co-Leader, Canada’s Best Managed to demonstrate the importance of private Companies program. “These companies companies to the Canadian economy. can celebrate their accomplishments today, Home Hardware has come a long way in the and should be excited for tomorrow.” past 56 years, growing from 122 indepen- Applicants are evaluated by an dent hardware Dealer-Owners to a commu- independent judging panel comprised of Home Hardware Stores Limited has been nity that now includes over 1,000 stores. representatives from program sponsors in recognized for overall business performance “We are honoured to be recog- addition to special guest judges. 2020 Best and sustained growth with the prestigious nized for the second consecutive year with Managed companies share commonalities Canada’s Best Managed Companies des- Platinum status as one of Canada’s Best that include (but are not limited to) a clear ignation. The 2020 Best Managed program Managed Companies,” said Kevin Macnab, and concise strategy, capability to invest award winners are amongst the best-in-class President and CEO, Home Hardware Stores in R&D, tools and proprietary equipment, of Canadian owned and managed compa- Limited. “At Home Hardware, we believe and a strong emphasis on corporate social nies demonstrating investment in talent that strong talent and culture is a competi- responsibility. and technology, innovation in a competitive tive advantage and we are proud to celebrate 2020 winners of the Canada’s Best environment, and an increased focus on this designation with our teams and our Managed Companies award will be hon- global competition. Dealer owners.” oured at the annual Canada’s Best Managed Now in its 27th year, Canada’s Best “Businesses today are faced with Companies gala in Toronto. On the same Managed Companies remains one of the many challenges and must stay focused and date, the Best Managed symposium will ad- country’s leading business awards programs agile in order to sustain and drive growth. dress leading-edge business issues that are recognizing Canadian-owned and man- They need to demonstrate resilience and key to the success of today’s business lead- aged companies for innovative, world-class commitment to their people, their pur- ers. The Best Managed program is spon- business practices. Every year, hundreds of pose and their competitive position in the sored by Deloitte Private, CIBC, Canadian entrepreneurial companies compete for this Canadian business world and this year’s Business, Smith School of Business, and designation in a rigorous and independent Best Managed winners are doing just that,” TMX Group. process that evaluates the caliber of their said Peter Brown, Partner, Deloitte Private management abilities and practices. ABSDA Building Supply News 17

website. Lowe’s Canada will continue to “We understand Canadian com- Industry act as a wholesaler of lumber and building munities and we are looking forward to materials for Peavey Industries’ indepen- building even stronger community relation- dent dealers after the transition period. The ships, strengthening our bond with our loyal News financial terms of the transaction are not customers,” mentioned Doug Anderson, Lowe’s Canada and Peavey Industries LP being disclosed. President and CEO of Peavey Industries LP, recently announced the signing of an Asset “With the business transferred to who feels Ace Canada’s aspirations parallel Purchase Agreement pursuant to which Peavey Industries representing less than 10% Peavey Industries’. “Ace Canada is a natural RONA Inc., a company that is part of the of the total sales volume of Lowe’s Canada’s extension to Peavey Industries for a number Lowe’s Canada group, will sell the assets of affiliated dealer division, this transaction is of reasons: we relate strongly to their dedica- the Ace Canada business to Peavey Indus- in line with our plan that was announced tion to ‘local and loyal’, we appreciate their tries. As part of the transaction, RONA Inc. last November to simplify our multiple store commitment to providing value to custom- will assign to Peavey Industries the licence banners in order to drive efficiency and ers, and we mirror their devotion to excel- and distribution agreements between RONA reduce operational complexity,” said Tony lence in customer service. Also, it is a great Inc. and Ace Hardware International Hold- Cioffi, Executive Vice-President, Finance opportunity for us to serve new markets ings, Ltd., a subsidiary of Ace Hardware (GFO), Affiliate Dealers, Dick’s and Real with the addition of this great brand.” Corporation, the world’s largest convenience Estate of Lowe’s Canada. “We are confident “This is an exciting new chapter hardware franchise company (“Ace Hard- this transaction will be positive for all parties for Ace Hardware International and the ware International”), for the Ace Hardware involved. While it will allow Lowe’s Canada Canadian Ace Hardware retailers,” said Jay brands in Canada, and sell the corporate Ace to focus its energy exclusively on the RONA Heubner, President and General Manager located in The Pas, Mani- banner for its affiliated dealer network, Ace of Ace Hardware International. “We are toba. The Agreement also provides for the affiliated dealers across the country will thrilled to team up with Peavey Industries, assignment of the agreements pertaining find in Peavey Industries a partner whose an organization that shares our values and to 104 independent Ace Hardware stores value proposition is better adapted to their has a strong commitment to service and in Canada, as well as for a 6-month transi- operating reality and customers’ needs. We community. We’re confident Peavey Indus- tion period during which Peavey Industries will work closely with Peavey Industries tries will provide the independent Ace retail- will gradually assume responsibility for the throughout the next few months to ensure a ers the best service and support to help them supply of said stores, the Ace Canada retail smooth and successful transition for all par- succeed and ensure the continued growth of operating systems, and the Ace Canada ties,” added Mr. Cioffi. the Ace Hardware brand in Canada.” All the jobs in our industry. Proud to be part of the ECORESPON- is part of a continuous improvement and an ECOLEADERSHIP methodology and One convenient new place. SIBLE™ certification of the Sustainable innovation process. We are convinced that it two ecoresponsible attestations. Industries Council (CSI), Soleno’s Saint- will have a positive impact on our customers Developed in collaboration with Jean-sur-Richelieu plant obtained its ECO- and allow us to stand out from our competi- Eco Entreprises and RECYC- Introducing buildingsupplycareers.ca the RESPONSIBLE Certification – Level 2 Per- tion”, says Alain Poirier, president of Soleno. QUEBEC, the EcoDesigned Product formance. This level aims to recognize the Since 2015, Soleno has been part of Program aims at recognizing the ecodesign all new national job board for our industry. consolidation of the management systems the of the ECOLEADER industrial Quebec approaches carried out by companies for Posting a job is fast, simple, and best of all and dialogue mechanisms that is necessary network, by obtaining level 1. Engagement the development, packaging and products gives your posting additional reach across to anchor a culture of continuous improve- ECORESPONSIBLE™ certification. In 2018, manufacturing, as well as the environmental the region and country. ment in sustainable development through Soleno also obtained the ECORESPON- features of these packages and products. the implementation of an ecoresponsible SIBLETM certification – EcoDesigned This improvement approach which aims at Give it a try today, there are no fees and action plan, its progress report and com- Product for two distinct lines of products. reducing the environmental footprint of a you can post as many positions as you wish. munication with stakeholders. “We are very With its international scope, the product, throughout its life cycle, integrates proud of our level 2. Performance ECORE- ECORESPONSIBLE™ Program brings to- the following environmental criteria: reduc- SPONSIBLE certification. Our entire team gether a set of strategies and tools which aim tion of virgin materials, optimal design, Visit buildingsupplycareers.ca today mobilized itself with conviction in this phase to improve, in a comprehensive way, busi- responsible supply chain and use of recycled of preparation for change and an internal ness management of the sustainable develop- material. committee was created. In addition, this step ment. It consists of a four-level certification,

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If you are a member of the ABSDA and wish to post a job position, ABSDAJOBS9294 please use the passcode when prompted.ABSDA Building Supply News 19 Isn’t it your time to shine?

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