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2017 PROSALES 100 Produces Record Results, Unmatched Efficiencies

Hanley Wood, the premier information, media, event, and strategic marketing services company serving the residential, commercial design and construction industries, has released its 2017 PROSALES 100. This ranking of the nation’s largest pro-oriented construction supply firms reveals that those companies saw their revenues rise 15.6% in 2016 from the year earlier. Total revenues for pro-oriented construction supply firms reached $49.36 billion in 2016—a number unmatched since the housing boom a decade ago, only this time with far fewer housing starts to propel business.

The PROSALES 100, produced by Hanley Wood’s PROSALES magazine since 1992, is America’s premier report covering those construction supply companies that garner at least 35% of their revenues from professional builders. Large operations that cater primarily to retail customers, such as The Home Depot, Lowe’s and Menards, are excluded, thus making it possible to examine more accurately the pro-oriented side of the lumber and building material (LBM) industry.

“After adjusting for inflation, the PROSALES 100 generated higher numbers in 2005,” noted Craig Webb, editor-in-chief of PROSALES. “But new construction plays a big role in how pro-oriented dealers perform, and in 2005 we had 2.1 million housing starts while in 2016 we had just 1.2 million. When you examine inflation-adjusted revenue per housing start, the current PROSALES 100 did 64% better. Their sales per worker also were markedly better. Such performance suggests today’s biggest dealers are operating with unmatched efficiency.”

The 100 dealers in this, the silver anniversary edition of the PROSALES 100, employed nearly 102,000 workers as of the start of this year, up 10.2% from a year earlier, while managing 4,330 facilities,…

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