In
1997, Beacon Sales Acquisition Corporation’s founder
and majority owner, Andrew Logie, sought a partner to provide
additional liquidity to grow his business. The company was
a leading distributor of roofing products and related accessories
with nine locations and approximately $72 million of sales.
The company operated primarily in the Northeast and planned
to expand throughout the entire East coast and into Canada.
Beacon was appealing to CHS because it demonstrated similar
attributes to SCP Pool Corporation, a highly-successful investment
in an earlier CHS fund. Like SCP, Beacon was a regional market
leader with opportunities to expand organically and through
acquisitions. Also like SCP, Beacon offered an opportunity
for CHS to partner with a proven executive who would remain
with the company as CEO and a significant owner. Other characteristics
also suggested a good investment for CHS: barriers to entry
through exclusive distribution rights to leading roofing products;
a long history of growth in sales and profitability; a high
percentage of maintenance and repair projects to insulate
profitability from construction cycles; and a highly fragmented
customer base consisting of large and small commercial and
residential roofing contractors.
Over the next several years, CHS supported Beacon’s
management team by identifying, negotiating and closing nine
add-on acquisitions, executing a planned leadership transition,
recruiting an experienced Board of Directors, and facilitating
the company’s migration to an enterprise-wide, commercial
distribution software package. CHS also arranged for and completed
four re-financing transactions on the company’s behalf.
These efforts and the opening of 22 new branches helped the
company increase sales and gain significant market share despite
the downturn in the commercial construction industry from
2001-2003.
In 2004, CHS recognized that strong operating performance
at Beacon combined with capital market conditions created
an opportunity to execute an initial public offering of Beacon
common stock. Working with JPMorgan and William Blair as co-lead
underwriters, Beacon priced its IPO in September 2004. The
IPO resulted in a realized return of 6.4 times CHS’
invested capital including cash received at the offering and
the value of retained shares at the IPO price.
Subsequent to the IPO, CHS remained active at Beacon with
three representatives on the company’s Board of Directors.
With assistance from CHS, Beacon continued to make acquisitions
completing its largest acquisition, Shelter Distribution,
Inc. (“SDI”) in October 2005. With 50 branches
in 14 states, SDI provided an opportunity for Beacon to expand
quickly throughout the Midwest, Central Plains and Southwest.
In December, 2005, CHS sold substantially all of its common
stock in Beacon. Beacon successfully executed a sale of primary
and secondary shares of common stock which resulted in a realized
return of 9.5 times CHS’ invested capital. The secondary
offering capped another successful investment by CHS in a
distribution company serving fragmented markets where CHS
executed a consolidation strategy.
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