The invention of the modern-day metal connector plate in the mid-1950s is commonly attributed to A. Carroll Sanford and J. Calvin Juriet. As the baby boomer generation was being launched, houses could not be built fast enough for America’s fledgling families striving to capture the dream of homeownership. Connector plates gave builders a method to assemble homes more quickly and spawned over 50 different types of plate configurations and manufacturers. What started out as a small industry in southern Florida expanded into a nationwide phenomenon in only a few short decades (for a further look into the industry’s early development, read our article on Stan Suddarth).
Today, there are five major metal connector plate manufacturers: Cherokee Metal Products; Eagle Metal Products; ITW Building Components Group; MiTek USA, Inc.; and Simpson Strong-Tie. Unlike some of the industry segments we will cover in the coming months in SBCextra, these five companies provide a wide array of products and services to the structural components industry. Before we get into that, and the ways in which these five differentiate themselves, let’s take a look at the companies themselves.
A Brief Glance
Cherokee Metal Products (Cherokee) was started by the Masengill family 44 years ago in 1969. The company has evolved as have their component manufacturer customers who first used Smoley’s Three Combined Tables Book, HP Magnetic Strips, to today’s most advanced computer generated design software. “Our expertise at evaluating solid production techniques and equipment has helped our component manufacturers grow their businesses profitably,” says owner Wayne Masengill.
The ITW – Building Components Group (ITW) was formed when Illinois Tool Works, a diversified manufacturer of advanced industrial technology with 100 years of history, purchased Truswal Systems Corporation and Alpine Engineering Products in 2006 (for a brief history of Alpine, read our recent article on Bill McAlpine). “Our innovative software, equipment, connector plate and construction allow our customers to manufacture and sell the finest wood and steel roof/floor trusses and wall panels,” says Gary Muzzarelli, Marketing Director.
Eagle Metal Products (Eagle) is also a family-owned business. Since 1983, it has served independent component manufacturers (CMs) with products and services backed by their unique approach to customer service. “Eagle Metal is a group of dedicated people who possess two distinct characteristics: a warrior’s heart to work hard, innovate and persevere, and a servant’s heart to treat others with respect and go the extra mile,” says owner Tom Whatley.
MiTek USA, Inc. (MiTek), was formed in 1989 when then industry originators Gang-Nail Systems and Hydro-Air Engineering joined forces. MiTek is the world's leading supplier of state-of-the-art software, engineered products, and services for the building components industry. "Although MiTek’s operations are global, its business focus is always local, and the company has a well-earned reputation for customer dedication,” says Gregg Renner, Vice President of Marketing.
Finally, for more than 55 years, Simpson Strong-Tie (Simpson) has created structural products that help people build safer and stronger homes and buildings. They are the most recent entry into the metal connector plate industry segment, launching its Integrated Component Systems in October 2012. “We work closely with industry professionals to provide code-listed, field-tested products and value-engineered solutions. Our extensive line of connectors, fasteners, fastening systems, lateral-force resisting systems, and anchors are all designed to help customers succeed,” says Stan Sias, National Manager, Plated Truss Industry.
A Wide Array of Products and Services
All of these companies provide their own patented, highly engineered metal connector plates, as well as unique design software to allow truss technicians to use their plates to create an infinite array of component configurations. Covering each company's complete line of products and services in detail is best left to their individual websites, but for your quick reference, here is a list of the general categories each company covers in its business model.
Simpson offers the following line of products and services:
- Component Solutions™ software
- Full line of high-quality, code-listed truss connector plates
- Comprehensive software training
- World-class customer service
- Wide range of structural connectors and fasteners
ITW offers the following line of products and services:
- Design software
- Engineering services
- Component fabrication equipment
- Design & software support services
- Connector plates and construction hardware for wood and steel roof/floor trusses and wall panels
MiTek offers the following line of products and services:
- Structural design, shop production, and business management software
- Structural steel connectors and fasteners
- Automated cutting, handling and assembly equipment for truss and wall panel production
- Engineering design services and support;
- Phone, online and field-based technical support and training for software proficiency
- Phone, online and field-based customer support and installation for production equipment
Cherokee offers the following line of products and services:
- Full range of code approved truss plates
- Advanced computer generated design software
- Full complement of engineering services: design, review, repair, and sealing of drawings
- Provide support for CM manufacturing equipment where applicable
Eagle offers the following line of products and services:
- Metal connector plates
- Component design software
- Engineering services
- Truss fabrication equipment
- Design & software support services
Differentiation
Given the significant overlap in the myriad products and services offered by these companies, how is a CM to decide which company to choose as a supplier? The CM has to weigh many different factors, from long-term goals to short-term needs and capabilities, in order to arrive at that answer. However, it is instructive to look at how each of these companies strives to differentiate itself from its competitors.
In the case of the family-run businesses, they focus on giving extra attention to the little details for each of their CM customers. “Eagle is a close team of committed individuals made up of engineers, software developers, manufacturing personnel and support staff dedicated to seeing our customers succeed every day in their truss manufacturing operations,” says Baird Quisenberry, Vice President. Cherokee takes that hands-on approach seriously as well. “We consider Cherokee to be the engineering services extension of your truss company. Our goal is to turn your engineered drawings around in eight hours or less,” says Masengill.
As the most recent addition to the group, Simpson relies simultaneously on its established reputation in the industry combined with a new, bold approach. “When it comes to manufacturing metal connectors, there is no other company with our track record of reliability and performance,” says Sias. “Our new connector plate manufacturing facility incorporates state-of-the-art technology to consistently produce top-quality plates with some of the highest loads in the industry.”
ITW continues the legacy of Alpine in focusing on the basics and striving to do them better than anyone else. “We differentiate ourselves from the competition through our superior service on software, engineering and equipment,” says Muzzarelli. “We are committed to making our customers more efficient, and ultimately, more profitable.”
“MiTek is laser-focused on component manufacturers, so all our resources are dedicated to protecting their value in the residential supply chain,” says Renner. “On our customer’s behalf, we continue to develop unrivaled technology and deliver the daily support they need to remain strong and successful in the industry. MiTek’s strength is also its breadth and the financial resources it has to continually push the envelope of innovation."
How Plate Suppliers Support Your Industry
On one level, CMs compete on a daily basis against other CMs in their market. This competition has driven the innovative and creative approaches that shape the components industry that today. However, in most markets, CMs also compete against conventional framing, which represents a significant opportunity for growth of market share.
In that regard, it’s interesting to note how connector plate manufacturers support and promote the entire components industry, both individually and through their trade association, the Truss Plate Institute (TPI) (for more on the early years of TPI, read this month’s article on Ed Callahan, Jr.). “The guidelines of TPI ensure a solid engineering foundation for the truss industry,” explains Masengill.
“We continually work to enhance our software and support to improve CM efficiency, accuracy and the precision of the products designed,” says Renner. “This helps CMs to ensure a high-quality product, produced correctly through the shop, and out the door to their customers.” Builders whose expectations are met, or even exceeded, by components are much more likely to continue to choose to build with components as opposed to conventional framing methods.
Innovative and efficient framing solutions are another way to woo and keep builder customers. “Truss connector plates and software provide manufacturers with the products and tools they need to efficiently design and manufacture component solutions,” says Sias. “That’s why we are investing heavily in continuous enhancement of our programs; so that, as we grow, we can better meet the needs of our component manufacturers and their customers.”
Forging new lines of communication between CMs and builders is another significant way plate suppliers bolster the industry. “We go out of our way to provide an environment where our customers feel at ease working with highly engineered products because we are true partners in providing components to home builders,” says Muzzarelli. “The connector plate is the consumable, but the value of software and engineering service and support provide our customers a sustainable differentiated product.”
Finally, with builders asking for more while margins continue to shrink, running a more efficient business may be the difference between success and failure in the marketplace. “We help CMs enhance their business processes, to improve the materials and labor efficiency so their bottom line improves over time,” says Renner. “Our commitment is fundamentally to the relationship: to continually meet their changing need, and to enhance their capability wherever we can.”