Marianne Thompson has been appointed executive vice-president of transformation and integration at Do it Best Corp. south of the border, responsible for merging three companies into the largest (in terms of points of sale) independent home improvement network in the world.

Thompson knows about handling tough jobs. She spent five years at Home Hardware Stores Ltd., under then-president Kevin Macnab, culminating as chief commercial officer. In that role she was the face of the company to the industry during a time of big changes.

She left Home Hardware at the end of 2023 and now faces an enormous challenge at Do it Best. The dealer-owned co-operative, based in Fort Wayne, Ind., made news last fall when it acquired one of its biggest competitors, True Value Co.

After declaring bankruptcy on Oct. 14, 2024, Chicago-based True Value managed to avert liquidation with the sale to its former rival for US$153 million in cash. The deal resulted in a combined independent dealer network of about 8,000 locations—some 4,500 independent stores from True Value and 3,350 dealer-owned stores from Do it Best. Another dealer-owned co-op, United Hardware, which was acquired by Do it Best in March 2024, is also part of the consolidation process.

As the executive vice-president of transformation and integration, Thompson will be based out of Fort Wayne, though she expects to spend a lot of time at the True Value office in Chicago. While she’ll work to leverage everything Do it Best, True Value, and United Hardware have built, Thompson will have to oversee the closure of facilities and consolidation of some operations.

She took time from her duties to share some insights with Hardlines. Here is an edited version of the conversation:

What does the new title entail? Will you be working with dealers? Will you be involved in vendor discussions? “My primary responsibility is to lead the successful transformation and integration of Do it Best, True Value, and United Hardware as we merge the best practices of our operations into a stronger, fully unified organization. I’m also accountable for defining and executing long-term strategies to enhance member, customer, and retailer services, as well as drive operational efficiencies and accelerated growth.”

Will you take best practices from both sides? True Value will remain a banner for those existing dealers, correct? “Absolutely—on both fronts. Do it Best, True Value, and United Hardware have all achieved the common goal of supplying products to independent retailers, though each has done so through distinct approaches. A key part of my role is to identify and integrate the best practices from all three organizations to ensure we’re delivering maximum value and service to our members and retailers.

“Regarding the True Value brand, this will not just continue to exist but will thrive under our leadership. The brand has amazing recognition around the world. It’s also extremely important to our True Value retailers’ identity in their communities. We have already invested in the brand. We will continue to invest in the brand, not only to build it back to what it used to be, but for it to grow and thrive in a highly competitive marketplace.

“As the champion of independents, we believe our strength comes from our retailers—not the other way around.”

Will they share distribution centres? There’s overlap, so rationalization is ahead? Any time frame? “Yes, while we are still only six months in, we are actively developing our pathway for integration of our distribution network. While all current DCs will remain open in the short term (except the four we’ve already closed), the long-term plan includes consolidating and optimizing the network.

“With nearly 20 combined facilities across the country, there’s a clear overlap and an opportunity to drive the operational efficiency Do it Best is known for. However, any changes will be made carefully to avoid disrupting retailer service.”

The industry’s two leading retailers both announced their first-quarter results last week, providing an important bellwether for what retailers of all sizes in North America—and Canada in particular—are facing.

Home Depot’s quarterly results came out first, reporting Q1 net earnings of US$3.56 per share, down three percent from a year earlier and just short of Wall Street estimates of $3.59. Revenues rose by 9.4 percent to $39.86 billion. Same-store sales fell by 0.3 percent, a bigger drop than the expected 0.2 percent.

Despite currency fluctuations, the company confirmed on a call to analysts that Canadian performance was below that of the U.S. “In local currency, Canada posted comps below the company average, while Mexico posted positive comps,” said Ted Decker, Home Depot’s chair, president, and CEO.

Lowe’s Cos. reported Q1 net income of US$1.64 billion, or $2.92 per share, down from $1.8 billion a year earlier but beating estimates of $2.88 per share. Revenues of $20.93 billion were also down, from $21.4 billion. Same-store sales fell by 1.7 percent, a bigger drop than rival Home Depot.

In announcing its results, Home Depot stressed that it plans to keep prices unchanged despite the threat posed by U.S. tariffs. Within 12 months, no single country outside of the U.S. is expected to represent more than 10 per cent of the retailer’s purchases, Home Depot announced.

Likewise, Lowe’s execs sent a message of buying in the United States. “Roughly 60 percent of our purchases originate in the U.S., or approximately $30 billion on an annual basis,” said CEO Marvin Ellison. “Over the past several years, we’ve been partnering with our private- and national-brand suppliers to diversify our global sourcing efforts. As a result, approximately 20 percent of our purchase volume is currently concentrated in China.”

Looking to the end of the fiscal year, Home Depot is holding to forecasts of total sales growth of up to 2.8 percent, which will take into account the opening of about 13 stores this year. The company anticipates a 1.0 percent increase in comp sales.

Lowe’s is forecasting total sales of $83.5 to $84.5 billion, compared with $83.6 billion in 2024. Its expectations for its comp sales are in line with Home Depot’s, at flat to up by 1.0 percent.

Dealers on both sides of the border are facing challenges of pricing and supply. Orgill, the U.S.-based hardware wholesaler, has the added challenge of serving customers in both the U.S. and Canada. Some of their executive team shared their insights and strategies to help dealers cope.

David Mobley, EVP – sales, advises dealers to stay in close touch with their distributors and suppliers and be prepared to adjust pricing quickly to protect margins. “First off, I’d say don’t panic—but be prepared. Tariffs may or may not hit in a big way, but either way, retailers need to have a robust process for both staying on top of how the market is shifting and then handling price changes in a timely and effective way.”

To prepare for and mitigate any tariff-related impacts, Orgill is keeping an eye on both its private-label brands and product from its independently branded vendors. “For the private-label side, we’ve already made significant shifts,” says Clay Jackson, Orgill’s EVP and COO. “About 50 percent of that product is no longer sourced from China, and we’re planning to get that down to 25 percent by year-end.

“We’re also exploring alternative sourcing opportunities across multiple countries and working closely with our factories and sourcing agents to identify efficiencies and share the fiscal responsibility—rather than pushing all the costs onto the retailer or eating them ourselves.”

When it comes to price increases, he says, “It’s all about collaboration that involves working with them on sourcing alternatives, or—when necessary—reassorting the line altogether.

That’s especially hard, says Jackson, when it comes to categories like holiday, as 80 to 90 percent of these products still come from China. “You can’t just move that production overnight, if at all. For those critical programs, the programs that are pre-booked well in advance, we’ll of course honour our commitments to customers on prices. If a customer booked at a spring market price, we’ll eat the incremental cost if necessary. That’s part of being a reliable partner.”

New data from the Canada Mortgage and Housing Corporation (CMHC) tells the story of sluggish housing, with starts increasing by just 2.4 percent in April to 240,905 units. And while the latest data on existing home sales provides some year-over-year positive growth, it remains below traditional averages.

Housing starts saw an increase of 17 percent year over year. The Montreal area saw the greatest improvement with a 64 percent year-over-year rise, driven by greater activity in multi-unit starts, according to CMHC. Vancouver, meanwhile, saw a 6.0 percent increase, also driven by multi-unit starts. Toronto, which has already seen a stark drop in home and condo sales post-pandemic, continued to experience a significant decrease, however, in multi-unit starts.

According to April data from the Canadian Real Estate Association (CREA), the number of home resales recorded over Canadian MLS Systems was unchanged at -0.1 percent between March and April, signaling a pause in activity.

New housing supply declined by 1.0 percent month-over-month. Combined with flat sales, the national sales-to-new listings ratio climbed to 46.8 percent compared with 46.4 percent in March. There were 183,000 properties listed for sale on all Canadian MLS Systems at the end of April, up 14.3 percent from a year earlier, but still below the long-term average for that time of the year of around 201,000 listings.

“At this point, the 2025 Canadian housing story would best be described as a return to the quiet markets we’ve experienced since 2022, with tariff uncertainty taking the place of high interest rates in keeping buyers on the sidelines,” said CREA’s senior economist Shaun Cathcart.

“Given the increasing potential for a rough economic patch ahead, the risk going forward will be if an average number of people trying to sell their homes turns into a large number of people who have to sell their homes, and that’s something we have not seen in decades.”

Early this year, the Fraser Institute reported that the annual number of new homes being built in Canada in recent years is the same as it was in the 1970s, despite annual population growth now being three times higher.

“Despite unprecedented levels of immigration-driven population growth following the Covid-19 pandemic, Canada has failed to ramp up homebuilding sufficiently to meet housing demand,” said Steven Globerman, a senior fellow at the Fraser Institute.

…that the latest edition of Hardlines HR Advisor hits inboxes this week? In this issue, we explore what deters employees from taking advantage of workplace supports and how Wolseley Canada is investing in the next generation of tradespeople. HR Advisor is monthly and it’s free: click here to sign up today!

Kent Building Supplies has opened a new store in Summerside, P.E.I. The 54,000-square-foot location on Roy Boates Road replaces an existing store on Eustane Street. With a drive-through lumberyard and project centre, the store is designed to appeal to both retail and contractor customers. It employs 78 and has a FedEx drop-off station.

BMR Group has announced the addition of CBS Bancroft in Central Ontario and Severn Building Supply, with locations in the communities of Brechin and Coldwater, to the BMR Pro banner. The new members expand the group’s footprint in Ontario and reflect its efforts to position itself as the top destination for pros. CBS Bancroft has been in business since the 1970s and was purchased by a trio of business partners in 2021. Severn Building Supply was founded two years ago by three entrepreneurs serving Simcoe County, north of the Greater Toronto Area.

Hudson’s Bay Co. has closed its doors, but its intellectual property, including its famous stripes and logos, is being sold to Canadian Tire Corp. for $30 million. “Canadian Tire and the Hudson’s Bay Co. are among the nation’s longest-standing companies, with a combined Canadian heritage measured in centuries,” Canadian Tire CEO Greg Hicks said in a release. “Some things are just meant to stay Canadian and we are honoured to welcome many of HBC’s leading brands—including the iconic HBC coat of arms and the stripes—into our Canadian Tire family.”

Mountain Equipment Co. (MEC) has new owners. The transaction shifts MEC’s ownership to a group of Canadian investors after being in the hands of Kingswood Capital Management, a Los Angeles-based investment firm that acquired MEC in 2020. The new investor group is led by Tim Gu, chairman of Unisync Corp., a publicly traded Canadian uniform and workwear company. Gu is also an investor in Canadian brands Tilley and Roots. MEC has 24 camping and outdoor living stores in Canada.

SUPPLIER NEWS

The siding market has got a powerful new competitor from Canadian-owned Marwood Ltd., of Tracyville, N.B. The company has announced the launch of Cape Cod Engineered Custom Siding (ECS), effective June 16 in Ontario, Quebec, and Atlantic Canada. It says the line is Eastern Canada’s “first fully-serviced, custom-colour siding built on LP SmartSide.” Gillfor will distribute ECS alongside Cape Cod Siding in Ontario. Taiga will distribute both product lines in Quebec and Atlantic Canada and ECS in Ontario. Nicholson and Cates will distribute Cape Cod Siding in Ontario.

Weyerhaeuser Co. is selling its lumber mill in Princeton, B.C., to the Gorman Group, parent company of Gorman Bros. Lumber Ltd., a family-owned wood products manufacturer headquartered in West Kelowna, B.C. The cash purchase price is about $120 million and includes Weyerhaeuser’s manufacturing facility, all associated timber license assets in British Columbia, and the value of working capital. Weyerhaeuser and Gorman Group have a long-standing relationship in Canada. Gorman Bros. Lumber is currently the Princeton mill’s largest customer. With offices and facilities in B.C. and Washington state, Gorman Group has operated in Canada for more than 75 years.

The Retail Council of Canada is hosting its 2025 Store Conference on June 3 and 4 at the Toronto Congress Centre. From transformative tech to economic insight and leadership in action, RCC Store Conference is where Canada’s retail future comes into focus. This two-day retail event gathers more than 2,000 participants, and speakers this year include Ian White, president and CEO of Home Hardware Stores Ltd. (Visit the RCC Store 2025 website for more information on the agenda.)

IN MEMORIAM:

Peter Rebello, a former LBM executive, has died. He was 76. Rebello spent more than four decades in this industry, including 20 years at Louisiana Pacific Corp., where he served as national accounts manager for Canada before retiring in 2019. Born in Mumbai, India, Rebello immigrated with his family to Montreal at the age of 16. He is survived by his wife Louise, plus 11 children and 37 grandchildren.

Ace Hardware Corp., on the release of its latest quarterly results, noted that recent tariffs imposed by the U.S. on companies worldwide will increase the cost of its goods. It intends to pass these increased costs through to its retailer customers and expects those dealers to pass these increased costs through to consumers.

OVERHEARD…

“It’s always huge, but right now retailers need to know their distributor is vetting price increases and not just passing them along. We work to validate every change in the market before pushing it to our partners. We don’t claim to know everything, but we’re transparent about what we do know.”
—David Mobley, EVP – sales at Orgill Inc., the U.S. hardware wholesaler, on the importance of solid retailer-supplier relations amidst the pricing uncertainties caused by tariffs.

PREMIUM MEMBER BENEFITS

Registration is now open for the 2025 Hardlines Conference at the iconic Fairmont Banff Springs! Hardlines Premium Members enjoy an exclusive 20% discount on tickets. To receive your coupon code, contact michelle@hardlines.ca.

After more than a decade, Home Hardware Stores Ltd. has a new chair of the board. Last week, the company announced that Julie Pouliot has been appointed to the position.

Pouliot is a seasoned industry expert with over 22 years in the home improvement retailing sector. She owns and operates Grant Home Hardware Building Centres, with three locations in Northern Ontario, between Sudbury and Timmins. They’re in Temagami, Temiskaming Shores (formerly New Liskeard), and Kirkland Lake.

(Shown l-r: Julie Pouliot; Ian White, president and CEO of Home Hardware Stores Ltd.; and Christine Hand, outgoing chair.)

In a release, Pouliot shared her enthusiasm for taking on the new role. “I am honoured that the board has put their trust in me to lead the company at such a pivotal moment in Home’s history.”

Even though she’s freshly in the chair’s job, Pouliot has been on the board for 10 years. During that time, she’s served in different positions, including chair of both the Corporate Governance and Nominating Committee and the Human Resources and Compensation Committee.

“We are fortunate to have someone of Julie’s experience and commitment as chair of our board,” said Ian White, Home Hardware’s president and CEO. “Her in-depth knowledge of our dealer network—the foundation of our business—and strong operational background position her well to provide leadership in shaping Home Hardware’s next chapter of strategic growth and development.”

Pouliot succeeds Christine Hand, owner of Handyman Home Hardware in Conception Bay South, N.L., who is retiring after 22 years on the board, including 13 of them as chair. Earlier this year, in partnership with her son, Thomas Hand, she acquired a second store, a long-standing building materials location also in Conception Bay South.

Along with her roles with Home Hardware, Hand has made her mark in other ways. In both 2015 and 2017, she was recognized as one of Canada’s Most Powerful Women by the Women’s Executive Network. (But we’re most proud of the fact that she presented at the Hardlines Conference not once, but twice, in 2006 and 2019! —Your unabashed Editor.)

RONA inc. finalized last week the conversion of 15 more stores to its RONA+ banner. The company, which made the RONA name its sole corporate banner in October 2024, continues its brand repositioning project. It is relying on the history of the RONA name, which goes back over 85 years, and its deep roots in Canada’s communities—especially in Quebec where the company got its start.

The planned conversions of these stores to RONA+ was first announced in December 2024.

RONA said that RONA+ offers an improved home improvement experience to pros and DIYers alike. A release said that RONA+ offers “great prices, a wide selection of skillfully designed products, flexible payment options, and much more.” The stores with the updated banner got some additional tweaks. They include dedicated spaces for brands such as DeWalt, improvements in the kitchen and seasonal departments, and a complete makeover of the pro department—including some bold exterior signage.

“Canadians truly connect with our brand, and RONA’s enhanced store concept has won over our customers. Indeed, stores that have been converted across Québec and Canada are flourishing,” said J.P. Towner, RONA’s president and CEO. “The enthusiasm for our brand in recent months is a testament to our efforts, and this makes me very proud.”

The newly converted stores are located at:
•          RONA+ Carrefour Laval – 3065, boul. Le Carrefour, Laval
•          RONA+ Saint-Laurent – 3600, boul. de la Côte Vertu, Saint-Laurent
•          RONA+ Saint-Bruno-de-Montarville – 1221, boul. des Promenades, Saint-Bruno
•          RONA+ Trois-Rivières – 4025, boul. des Récollets, Trois-Rivières
•          RONA+ Chicoutimi – 465, boul. du Royaume Ouest, Chicoutimi
•          RONA+ Gatineau – 777, boul. de la Cité, Gatineau
•          RONA+ Mascouche – 175, montée Masson, Mascouche
•          RONA+ Galeries d’Anjou – 7273, boul. des Galeries d’Anjou, Anjou
•          RONA+ Gatineau (Le Plateau) – 165, boul. du Plateau, Gatineau
•          RONA+ Joliette – 2000, boul. Firestone Est, Notre-Dame-des-Prairies
•          RONA+ Saint-Eustache – 440, rue Dubois, Saint-Eustache
•          RONA+ Saint-Jean-sur-Richelieu – 170, rue Moreau, Saint-Jean-sur-Richelieu
•          RONA+ Granby – 200, rue Saint-Jude Nord, Granby
•          RONA+ Rimouski – 385, boul. Arthur-Buies Est, Rimouski
•          RONA+ Brossard (Dix30) – 9800, boul. Leduc, Brossard

(Shown from l-r: J.P. Towner, President and CEO, RONA inc.; Andréanne Larouche, MP for Shefford; Robert Vincent, city councillor, City of Granby; Alexandre Pronovost, actor, “Mike chez RONA”; Éric Lamarche, store manager, RONA+ Granby; Stéphane Giard, Granby city councillor; Sylvain Proulx, SVP, store operations at RONA inc.; and Marc-André Morency, constituency office manager and MP for Granby)

Canadian Tire Corp. reported generally positive first-quarter results last week, with revenues of $3.46 billion, a 3.7 percent increase from the comparable period of 2024. Within Canadian Tire Retail, the division that includes the Canadian Tire stores, retail sales were up 4.9 percent and comp sales rose 4.7 percent.

Net income for the quarter was $47.0 million, for continuing operations, down from $79.1 million in the same period of 2024. This was the first quarterly report in which Helly Hansen was treated as a discontinued business segment. (CTC announced in February the sale of the brand to Kontoor Brands; that transaction is expected to close during the current quarter.)

Q1 also saw the launch of Canadian Tire’s True North business strategy, building on its previous Better Connected plan. “Over the past many years, the progress we made with Better Connected became a springboard for True North,” CEO Greg Hicks told analysts.

Hicks broke down True North into “four strategic cornerstones: delivering great modern retail experiences, expanding the sales impact of our coveted loyalty program, anchoring on customer data and insights that grow our business, and by becoming a tech-driven, agile and efficient company.”

He added that the strategy will “see us show up better for customers online as we hone omnichannel shopping experiences with digital and web investments,” while noting that growth in e-commerce “outpaced bricks and mortar” during the quarter. Nevertheless, TJ Flood, CTC’s executive vice-president and COO, said that there was alignment between online and in-person sales in terms of which categories were showing growth.

The introduction of same-day delivery, begun in Q4 of last year, was a major milestone for the company. “We have faster and easier fulfilment and our express same-day delivery is now available to nearly 90 percent of Canadians,” said Hicks. At the same time, he acknowledged that “we need to be more purposeful with regards to e-commerce” going forward.

Hudson’s Bay Co. has received an extension under the Companies’ Creditors Arrangement Act to July 31. It was originally set for May 15. The move comes as the company continues to seek new ownership after filing for bankruptcy in March.

By April an Ontario court had approved Hudson’s Bay’s request to initiate a Sale and Investment Solicitation Process (SISP) and a lease monetization process. The SISP will explore strategic investments, partnerships, or sales to support the best possible outcome, the company stated, while the lease monetization process may unlock value from the company’s lease portfolio.

In recent weeks, 17 bidders have stepped up to purchase the company or its intellectual property, while 12 are seeking the company’s 39 leases across Canada.

Last week, Canadian Tire Corp. announced that it would purchase HBC’s intellectual property, including its logo, brands, coat of arms, and iconic four-stripe design made famous by its point blankets. “Some things are just meant to stay Canadian,” Hicks said in the release announcing the transaction, which remains subject to court approval.

New filings show that the remaining Hudson’s Bay department stores and three Saks Fifth Avenue locations will remain operational until June 1, 2025, and all property must be vacated by June 30, 2025.

Meanwhile, Canadians have scooped up HBC merchandise, with many notable items such as point blankets making their way to eBay and other online auction sites. “We are extremely fortunate to have such an engaged community behind us,” said Liz Rodbell, president and CEO of Hudson’s Bay. “Our associates have been met with extraordinary kindness from our customers, each of whom reflects the cherished relationships we have built together over generations.”

The company now has just six stores that remain open. Three of them are in the Toronto area: its heritage flagship store in downtown Toronto, plus Yorkdale Shopping Centre, and Hillcrest Mall in Richmond Hill. The other three are in the Montreal area, including its heritage property in downtown Montreal, CF Carrefour Laval mall, and CF Fairview Pointe-Claire mall.

HBC has been liquidating its assets to pay off more than $1 billion to vendors, suppliers, and landlords. This rush to shore up the company’s finances has left many indigenous groups concerned and raises the question of what should happen to its extensive historic and indigenous collections when HBC is gone.

Earlier this year, an Ontario judge gave the company permission to auction off its collection of more than 4,400 artifacts and art pieces along with the 355-year-old royal charter granted by King Charles II of England and Scotland in 1670. The Assembly of Manitoba Chiefs has requested a stop to any sale without proper consultation with First Nations.

“They have dehumanized us by monetizing and commodifying our culture and who we are. And that perpetuates, and it continues on into today,” Derek Nepinak, chief of Minegoziibe Anishinabe in Northern Manitoba, told APTN News. HBC has stated that it is working with advisors and the court-appointed monitor to ensure stakeholder interests and concerns are properly considered.

Meanwhile, the Canadian Advisory Committee for Memory of the World has specifically requested the historic charter be transferred to a public archival institution to ensure its long-term preservation and access.

Joe Jacklin has joined Maple Ridge, B.C.-based Vista Railing Systems Inc. as sales development manager for the Outdure product line. Vista announced recently that it had picked up exclusive distribution rights for the deck framing line across Canada. Vista has also announced three promotions: James Scott becomes national sales manager; Dwayne Walser is promoted to sales manager, Ontario; and Carol Mussi becomes marketing manager.

A backlash by shareholders of Reitmans has resulted in a shakeup at the specialty apparel retailer. That includes a new addition to its board of directors, longtime technology executive Martin Thibodeau. Thibodeau has over three decades of senior retail leadership experience in IT and is currently SVP and chief information officer at RONA inc. He’s also a board member at Centraide (United Way). Reitmans operates 390 stores across the country under a variety of banners.

…that Hardlines is calling for entries for the 33rd Outstanding Retailer Awards? Entries are due June 13, 2025. The ORAs are the only national awards program in Canada recognizing hardware, LBM, and paint retailers across all banners. Winners get to attend the Hardlines Conference and Awards Gala as our guests and be featured in Hardlines Home Improvement Quarterly magazine. Click here for more info and to download the nomination package (disponible en français également)! The ORAs will be presented Oct. 21 during the 2025 Hardlines Conference in Banff, Alta.

AD Building Supplies – Canada has announced that Epcor Building Supply of Burlington, Ont., has joined the buying group. The company sells construction and restoration products specializing in building envelopes. Epcor carries a comprehensive selection of materials for restoration, waterproofing, and maintenance.

The federal government will review, under the Investment Canada Act, the purchase of Calgary-based Parkland Corp. for US$9.1 billion by U.S. gasoline giant Sunoco. Under the act, Ottawa can disallow a foreign takeover if it finds there is likely to be damage to the national interest. Parkland has 4,000 retail locations in 26 countries, and operates gas stations under the Chevron, Esso, and Fas Gas Plus brands. It also holds the rights to the On The Run gas station convenience brand. Ian White moved from Parkland last November, where he was president of Parkland Canada, to become president and CEO of Home Hardware Stores Ltd.

Ace Hardware Corp. reported first-quarter revenues of US$2.2 billion, a 4.2 percent increase over the same quarter in 2024. However, net income was down by almost a third to $30.3 million. Consolidated revenues for the quarter reached $2.2 billion, while total wholesale revenues were $2.1 billion, an increase of $75.1 million, or 3.8 percent.

SUPPLIER NEWS

Orgill has partnered with Sodimac, Latin America’s largest home improvement retailer, as its exclusive U.S.-based distribution partner for hardlines products. Founded in 1952 and based in Chile, Sodimac has over 260 stores throughout South and Central America with estimated sales of $6.4 billion. It’s part of parent company Falabella, whose total sales exceed $17 billion.

All Weather at Home has been recognized again this year as a Platinum Club member of Canada’s Best Managed Companies. The award marks All Weather’s 17th consecutive year on the list and 11 straight years at the Platinum level. The Canada’s Best Managed Companies program highlights privately-owned Canadian businesses annually that exemplify resilience, innovation, and leadership.

A group of shareholders including the leaders of Technoform Industries has acquired the assets of Luxo Marbre. Technoform’s president Richard Davidson and VP Annie Caron say they want to “live up to the brand’s potential” under the new name of Créations Luxo. The new owners have also announced a partnership with Davidson Sales & Marketing, which will represent Luxo to Canadian retailers.

The Retail Council of Canada is hosting its 2025 Store Conference on June 3 and 4 at the Toronto Congress Centre. This two-day retail event gathers more than 2,000 participants and speakers this year including Ian White, president and CEO of Home Hardware Stores Ltd. (Visit the RCC Store 2025 website for more information on the agenda.)

ECONOMIC INDICATORS

In March, the total value of building permits decreased by $549.4 million, or 4.1 percent, to $12.9 billion. The decrease was led by the non-residential sector, down by 14.5 percent, or $716.3 million, but buoyed by the residential sector, which was up by 2.0 percent, or $166.9 million. (StatCan)

The latest edition of Hardlines Dealer News has landed in subscribers’ inboxes. In this issue, we get to know Home Hardware’s new president and CEO, explore the pitfalls of the Buy Canadian push, and unpack Lowe’s latest expansion. Hardlines Dealer News is monthly and it’s free: click here to subscribe now!

OVERHEARD…

“Consumers are very torn, where the consumer mindset is, and how it’s going to play out in different industries, is something we really need to watch.”—Tracy Platt, associate vice-president for product development at Canadian Tire, talking about the Buy Canadian movement at a CHPTA symposium in Toronto two weeks ago.

A panel discussion on the Buy Canadian movement was held last week to tackle concerns about tariffs and how they are impacting vendor-buyer relations. It was part of a symposium hosted by the Canadian Home Products Trade Association (CHPTA) in Toronto.

Five retail leaders were on the panel, including Shawn Ettinger, senior national procurement manager at TIMBER MART; Chris Parsons, an e-commerce consultant and former senior director of omnichannel marketing at Home Hardware Stores; and Tracy Platt, associate vice-president for product development at Canadian Tire. They were joined by Chris Saniga, chief B2B officer at Staples, and Alison Fletcher, founder of Cookery, a chain of specialty housewares stores. The discussion was moderated by Hardlines’ own Michael McLarney.

Chris Parsons described the complexity that goes into Buy Canadian programs. “Sometimes you’re going to have to pay a premium [after the Canadian “retaliatory” tariffs] to have some items in the stores,” he said. “If a customer loves, say, a Milwaukee drill, are they going to be satisfied with a Canadian-made drill?”

And then Parsons talked about Buy Canadian programs from the perspective of a dealer-owned co-op like Home Hardware. “Your dealers might have invested a lot of their dollars into American products. And now you’re going to go out with messaging about why they should buy Canadian? That is something that you’ve got to be careful about.”

Tracy Platt at Canadian Tire had her own story about what can go awry with Buy Canadian programs. “It becomes more of a challenge at the store level. I was in a grocery store and someone had been a little too happy about putting maple leaf flags out there. Consumers were picking things up and saying, ‘Well, that’s not made in Canada!’ When it gets to the store level, are the associates prepared to answer the customers’ enquiries about whether an item is really made in Canada?”

And Chris Saniga of Staples, who is in charge of the business-to-business effort at the office products giant, said that customers are even “more aggressive” on the B2B side. “People are coming to us and saying, ‘You need to tell us the country of origin of your products. And you need to tell me today by 3 p.m., otherwise we’re going out with an RFP [request for proposal]” for other suppliers.

When Home Hardware Stores Ltd. partnered last month with Canoe Procurement Group of Canada, the retailer effectively made a major step to fortify its dealers’ commercial and institutional sales prospects.

Canoe is a non-profit public-sector buying group. With the new agreement, which makes Home Hardware a preferred supplier, participating Home dealers have access to Canoe’s 6,000 public service partners across Canada, creating new opportunities to work with public sector entities in the dealers’ own communities.

Canoe says it grants its public sector members access to trusted suppliers that are invested in their success and ready to build long-term, meaningful relationships.

Home Hardware has been targeting commercial customers for years. It launched a commercial program at its fall market a decade ago (shown here) that provides services and products to help dealers to develop business with local institutions and government agencies.

Allison Kilby, dealer-owner of Pioneer Home Hardware Building Centre in Campbell River, B.C., was part of the pilot program with Canoe. “We can satisfy RFPs out for jobs and specific lot purchases or contracts,” she says. “Then we can satisfy the everyday maintenance needs of the Canoe client by making it quick and easy to drop by and pick up what they need on the daily.”

There’s more than one reason why private label brands are rising, and RONA is capitalizing on it.

According to findings from EY Canada’s latest Future Consumer Index, which surveyed 25,000 people globally, there’s a spike in private label purchases and a strong level of loyalty among consumers who buy them. (EY Canada was formerly known as Ernst & Young. It is multinational, but in Canada is one of the “big four” accounting and professional services firms.)

RONA has expanded its private brand portfolio recently with the launch of key brands: VALU+, consisting of project and home essentials offering good quality; Landon & Co., which represents trend products in home décor categories; Laflamme & Co. for outdoor cooking and grilling accessories; and Célébrations by Landon & Co.—collections for key holidays. The RONA brand remains the go-to for core home improvement products, offering national brand quality at a value price.

RONA’s initiatives over the past 18 months reflect a wider trend among retailers to aim more “down-market” with their offerings. The success of retailers such as Dollarama, Giant Tiger, and Walmart amidst higher prices and economic uncertainty bears out the move by consumers to make affordability the priority.

According to Sophie Marai, VP, client strategy at Environics in Toronto, discount brands will continue to grow in popularity over the next three or four years. Both high-income and low-income earners are looking for value, she notes.

And that’s what RONA’s proprietary brands promise. “It is possible to find good quality outdoor cooking items at great value with our new private label,” said Doug Young, chief merchandising officer at RONA, in a release, noting that the product assortment delivers “great value when Canadians need it the most.”

Just recently, the company announced the expansion of its exclusive Tilley Tuff workwear line to include new men’s products for spring and now, a women’s collection, designed for anyone from pros to interior design enthusiasts.

“Women play an important role in our industry, and we wanted to provide them options on what to wear on the worksite and offsite,” Young said. “Women are too often overlooked in the workwear category. Now, with Tilley Tuff, we offer them comfort, quality and great value.”

RONA’s teams have been working to build a private label assortment focused on the needs of pro and DIY customers. Private labels, according to the company, “help us strengthen customer loyalty and differentiate us from the market. They also enable us to respond faster to market trends and preferences, giving our customers more reasons to choose RONA.”

More than two-thirds of Canadians hoping to buy a home soon are taking a wait-and-see attitude. According to the latest BMO Real Financial Progress Index, 67 percent of homebuyers are waiting for interest rates to drop before purchasing a home, a five percent decrease from 2024. Additionally, 74 percent are reporting they are taking a “wait-and-see” approach to buying a new home due to economic concerns.

Thirty-eight percent of respondents said they are waiting for rates to drop below three percent before purchasing or refinancing a home. A further 52 percent reported they would move to a different province or country to be able to afford a home.

“Canada’s housing market remained under pressure heading into the spring, with sales and prices both weakening further,” said Robert Kavcic, senior economist, BMO Capital Markets. “There is some clear underlying weakness as inventory builds and investors remain absent. Suffice it to say, homebuyers are losing confidence and motivation, especially in areas of British Columbia and Southern Ontario.”

Affordability remains a key deterrent. Forty-five percent said they would consider buying a home with friends, family members, or other people they are not romantically involved with, with Gen Z (63 percent) and Millennials (50 percent) being the mostly likely to consider shared home ownership. And 43 percent of current homeowners say they could not have purchased their home without assistance from family.

At Home Hardware Stores Ltd., Julie Pouliot has been appointed chair of the board. She succeeds Christine Hand, a dealer-owner in Conception Bay South, N.L., who is retiring after 22 years on the board, including 13 of them as chair. Pouliot owns and operates three Home Hardware Building Centre locations in Northern Ontario. She has served on the Home Hardware board for 10 years, where she has held positions such as chair of the Corporate Governance and Nominating Committee and chair of the Human Resources and Compensation Committee.

Derek Smith has joined Federated Co-operatives Ltd. as senior manager, B2B Home and Building Solutions. Before that, he spent over 17 years at Peavey Industries, most recently as vice-president of that company’s Ace Canada and Main Street Hardware Division, before Peavey’s closing its doors earlier this year.

…that Hardlines is calling for entries for the 33rd Outstanding Retailer Awards? Entries are due June 13, 2025. The ORAs are the only national awards program in Canada recognizing hardware, LBM, and paint retailers across all banners. Winners get to attend the Hardlines Conference and Awards Gala as our guests. Winners will also receive marketing materials—including a write-up in Hardlines Home Improvement Quarterly magazine. Click here for more info and to download the nomination package (disponible en français également)! The ORAs will be presented Oct. 21 during the 2025 Hardlines Conference in Banff, Alta.

Canadian Tire Corp. has reported a strong first quarter of 2025. Revenue was $3.46 billion, up by 3.7 percent from a year earlier. Retail sales were $3.42 billion, up 5.1 percent from the same quarter in 2024. Retail sales excluding petroleum were up 4.9 percent and comp store sales were up 4.7 percent. Net income for the quarter was $47.0 million, for continuing operations, down from $79.1 million in the same period of 2024. The reason for the continuing operations note was that Canadian Tire had previously sold its Helly Hansen banner to Kontoor Brands, a transaction which is expected to close in the second quarter of 2025.

Canadian Tire Corp. and WestJet announced last week that they have signed a “strategic partnership” to link their loyalty programs, “enhancing the scale and value of both programs,” the companies said in a release. The combined program, which includes “stacked rewards” and special offers, will be launched in early 2026.

For the ninth consecutive year, Turkstra Lumber has been recognized as one of Deloitte Canada’s Best Managed companies. The southern Ontario home improvement retailer, which has 11 locations, achieved Platinum status in 2023 (the seventh consecutive year) and has maintained this standing into 2025. Canada’s Best Managed recognizes excellence in Canadian owned and managed companies based on strategy, culture and commitment, capabilities and innovation, governance, and financials.

As it continues to liquidate merchandise at its stores across the country, Hudson’s Bay Corp. has attracted bids to acquire various assets of the failing department store chain. Canadian Tire Corp. has submitted a bid for some of HBC’s intellectual property assets, which include the rights to the Zellers, Stripes, and Gluckstein brands. B.C. mall tycoon Weihong Liu has placed a bid for 25 HBC properties. And Toronto investment firm Urbana has come out with a proposal of its own to acquire the Hudson’s Bay brand and the company’s historic 1670 royal charter.

SUPPLIER NEWS

Jeld-Wen Holdings posted Q1 revenues of $776.0 million, down 19 percent driven by the court-ordered divestiture of the company’s Towanda, Penn., facility. The company further posted a net loss of $179.8 million, compared with $27.7 million in the same quarter last year. It will also begin steps to permanently close its facility in Chiloquin, Ore.

Retail sales reached $56.9 billion in February, an increase of 1.0 percent compared with the same month one year earlier. Higher sales were reported in 10 of the 18 commodity classes, with the largest monthly increase in dollar terms coming from food and beverage sales, up 1.9 percent year over year. The largest decline was in hardware, tools, and renovation and lawn and garden products, which tumbled by 7.5 percent. In dollar terms, the leading decrease within this product class came from 7.6 percent lower sales of lumber and other renovation materials and supplies. (StatCan)

For Canadians hoping to buy a home over the next couple of years, Over a quarter expect financial support from their parents or grandparents, says a new report from RBC. According to the BMO Real Financial Progress Index, 6.0 percent expect assistance for the down payment of a home, 8.0 percent expect help with monthly rent, and 7.0 percent expect support for home renovation costs.

OVERHEARD…

“We can deliver an assortment relevant to Canadians, offering the value, innovation, and design—built by Canadians, for Canadians. Over the past 18 months, our teams have been focused on building our private brand portfolio.”
—A spokesperson from RONA inc., on the recent expansion of its proprietary brands across a range of product categories.

Hardlines is calling for entries in the 33rd Outstanding Retailer Awards (ORAs), to be presented Oct. 21 during the 2025 Hardlines Conference in Banff, Alta. Nominations may be submitted for any Canadian hardware, paint, or home improvement retailer or manager who has operated under the same ownership for at least two years.

Dealers are welcome to self-nominate and group head offices are invited to identify promising dealers and support them in the nomination process. A chain or buying group may enter more than one store per category, and we encourage suppliers to recommend entries as well.
The ORAs are the only national awards program in Canada recognizing hardware, LBM, and paint retailers across all banners. Awards are presented in at least seven categories, including Young Retailer of the Year and Marc Robichaud Community Leader.

Winners get to attend the Hardlines Conference as our guests, including the Outstanding Retailer Awards Gala, where they will be presented with a trophy of honour. They will also receive marketing materials including a write-up in Hardlines Home Improvement Quarterly magazine.

“It’s so rewarding to be recognized for doing a job that you love,” says Jillian Sexton, 2021 Young Retailer of the Year. “Winning an ORA gives you a unique platform to share your story with the entire industry. It’s been such a welcome surprise to be congratulated by people from every corner of the hardware world.”

Even for those don’t win, nomination has its perks. Our runners-up get to see their success stories featured across the Hardlines family of publications, raising their profile in the industry.

Nominations for the ORAs are due June 13. Click here for more information and to download the nomination package (disponible en français également)!

Tariffs are still not affecting Canadian home improvement retailers en masse. This is a function of most Canadian stores having their buying completed by early January, said Deb Brinson, a Castle dealer in Gander Bay, N.L. U.S. President Donald Trump didn’t start to impose tariffs on Canadian (and the world’s) products until a few weeks after he was inaugurated on Jan. 20, 2025. Canada didn’t retaliate with import tariffs of its own until March.

“Our next re-buy isn’t until June or July,” Brinson said. That’s the earliest—at the very outside—that she feels her store will be potentially affected by Canadian import tariffs.

Hardlines reached out to senior buying executives at head offices, to gauge the effect of the tariffs on buying patterns.

One vice-president at a large buying group, who preferred to remain anonymous, gave us his view of the tariffs situation in the industry under the current U.S.-Canada trading relationship.

“A number of vendors are absorbing the tariffs for now—hoping they are rescinded,” said our anonymous VP. “But they will have no choice eventually. Some vendors are changing sourcing to mitigate the tariffs, for example, shipping from E.U. factories as opposed to their U.S. plants.”

The first tranche of American products—$30 billion annually—to get hit by Canadian government counter-tariffs was announced by our Finance Department in early March. That list contained a significant number of back-end LBM categories, including plywood, OSB, and engineered wood.

Kelvin Johnston, senior buyer, commodity lumber and panels, at Castle Building Centres Group, concurred that some vendors are currently absorbing the tariffs. “They have a lot of product on the ground that was brought in before the tariffs were in place. Some vendors have already changed their pricing. And some will do it on a SKU-by-SKU basis as they run through their current inventory.”

Hardlines cited West Fraser’s LVL last week as being a product that is Canadian-made and so is appearing attractive to LBM buyers in Canada.

“But it’s not a question of looking to buy just LVL product,” Johnston pointed out. “The distributors want you to buy an entire program with the vendor, not just one portion of their EWP program. On top of that, often a specific line of EWP is specified in the plans, so changing is not as easy as it would seem.”

Last week, Mark Carney secured a fourth term for the Liberal Party. He will now preside over a minority government. Carney ran on a platform that echoed a recent wave of Canadian patriotism and anti-Trump sentiment. Under the Trudeau government, Carney served as a close advisor and was considered a frontrunner for the position of finance minister prior to the prime minister’s resignation.

One of Carney’s main talking points during the run-up to the election was his call to rebuild Canada, particularly in the construction sector. This includes providing more than $25 billion in financing to innovative prefabricated home builders and providing $10 billion in low-cost financing and capital to affordable home builders.

The new prime minister also proposed cutting municipal development charges in half for multi-unit residential housing. In total, Carney promised that Canada would build 500,000 units a year, under his government, to address a shortage in housing.

“In the face of President Trump’s tariffs, we need to build for Canadians,” Carney stated in March. “We’re going to build homes Canadians can afford, and a new industry that can take on the world. We’re going to get the government back into the business of homebuilding, while partnering with workers and industry, and cutting taxes for home buyers, so more Canadians can buy their first homes.”

Canadian Home Builders Association CEO Kevin Lee said in a statement that the organization was looking forward to working with the new prime minister to address the housing and affordability crisis in Canada.

“Despite tariffs understandably dominating headlines, housing is still a top-of-mind concern for Canadians,” said Lee, adding that it will be extremely important for the incoming government to build on its commitments to market-rate housing supply and affordability.

He said positive steps can only happen when there is engagement in the industry to address the challenges of the home building sector, which would unlock the door to home ownership and help restore affordability for Canadians.

Following the results of the election, the Forest Products Association of Canada urged the new government to reduce regulatory barriers to encourage investment and build homes faster. The organization also called for the implementation of worker supports to address acute critical labour shortages and potential trade-related workforce impacts. These strategic actions are outlined in the organization’s Forest Sector Action Plan released ahead of the election.

The organization notes that the U.S. Administration’s recent approach to tariffs and global trade policy poses a real threat to Canada’s forest sector businesses and employees. Meanwhile, in the past 10 years, there have been 49 lumber mill closures and 8,700 job losses.

RONA’s network operates some 425 corporate and affiliated dealer stores under the RONA+ and RONA banners. About half of the store network is dealer-owned and corporate-owned locations will continue to be made available to dealers on a “case-by-case basis … If there’s a fit and it’s a win-win for all stakeholders, then we may consider it,” said a spokesperson from RONA.

Dealer-owned stores are mainly proximity stores—with or without a lumberyard. In the past two years, six corporate stores in the network have been acquired by dealers. During the same time, more than two dozen new affiliated stores joined the network.

“Every situation is unique, and we always evaluate our options to come to the best decision for all stakeholders in these kinds of situations. When we agree to partner with a dealer to operate a store, it is because we strongly believe it will benefit from the regional expertise of the dealer. We also want to support our dealers in growing their network, to the extent possible,” the RONA statement added.

Andrew Doidge, president of Doidge Building Centres Ltd., acquired two corporate-owned stores a few years ago: RONA Southampton in 2021, and RONA Port Perry in 2022, both in Ontario. “From my experience, RONA has strategically chosen to offer certain locations for dealer acquisition when those stores no longer align with their broader corporate goals—typically in markets that are better served by local ownership,” he says.

“RONA’s corporate model tends to focus on larger urban areas, while independent dealers are often better equipped to serve smaller or more specialized markets. In our case, we acquired corporate stores that were near our existing locations and situated in smaller markets,” he continues. “These acquisitions made sense for both parties: RONA could maintain brand presence without direct operational responsibility, and we could expand into areas where we already had infrastructure and market knowledge. It was a mutually beneficial opportunity.”

Ray Cyr, president and CEO of RONA Fraser Valley Building Supplies Inc., a six-outlet operation in the Lower Mainland of British Columbia, is also familiar with taking over ownership of corporate stores. He says the reason for a corporate store to transition into the hands of a dealer is often to expand an existing dealer’s network because they’ll operate better under the dealer platform.

“We’re open to and very receptive to different opportunities as they arise as the corporate side decides which stores they’d like to divest. So, we’re always in the market, from an acquisition standpoint,” he says.

Paul Sharpe, RONA affiliate in Guelph, Ont., recently acquired the corporate-owned RONA store in Oakville, Ont., on Oakville Speers Road. A second RONA corporate store in the same town, RONA Royal Windsor, will close on May 8, according to the Oakville Beaver.

Being able to acquire a corporate-owned store, Sharpe told Hardlines, was something of a fresh opportunity for both sides. “I would like to prove that owner-operators have a certain commitment to their business and their community. I don’t think you can achieve that on the corporate side, like you can on this side.”

BMR Group has announced the appointment of Adam Vatcher as business development manager for Ontario, as part of its strategy to expand west of Quebec. Vatcher brings over 20 years of experience as a building centre manager and six years as a sales representative at IKO Industries. He reports to Simon Gouin, the group’s VP of business development.

Canadian Tire Corp. chief information and technology officer Rex Lee has been named one of Canada’s Best Executives by the The Globe and Mail Report on Business. Lee has been with Canadian Tire since 2012. Recently he has managed the implementation of AI shopping assistants.

…that we’ve slashed the price on the annual Hardlines Retail Report for 2024? The Retail Report is our annual deep dive into the size of the retail market for hardware and home improvement sales in Canada. The new one won’t be out until July, so if you need a breakdown of the industry’s sales by province, banner, and store type, and reports on online sales, big box strategies for growth, and the importance of private labels, best to act now. Save even more with a Hardlines Premium Membership, or by purchasing the Retail Report in a bundle with our 2024 Market Share Report. Click here for more information and to place your order!

RONA inc. has launched a new private label, Laflamme & Co, featuring a wide selection of outdoor cooking products. The private label will be sold exclusively at RONA+ and RONA stores as well as online. It joins another proprietary brand, VALU+, which includes offers paint, décor products, tools, and consumables. RONA has also expanded its exclusive brand, Tilley Tuff. The workwear brand has added new lines for spring, including a range for women in the trades.

Hudson’s Bay Co.’s hopes of preserving six bricks-and-mortar stores will not come to fruition, with liquidation beginning at the six Toronto- and Montreal-area stores previously spared. Items are now marked down at those locations by up to 70 percent. However, just before press time, an offer to buy up 25 stores came from Weihong Liu, who owns three shopping malls in British Columbia.

IKEA Canada has announced that its newest Plan and Order Point will open in Vaudreuil, Que., on May 2, 2025. This will be the fifth location following the recently opened store in Sherbrooke, Que., in April. The new Plan and Order Point will offer about 100 IKEA products (excluding food) for immediate purchase and takeaway, as well as a customer collection point located in the same building. Vaudreuil is the first IKEA Plan and Order Point in Canada to feature these extra benefits for customers.

Loblaw Cos. released Q1 results last week. The Q1 ended March 22, 2025. Revenues were $14.13 billion, an increase of $554 million, while retail segment sales were $13.83 billion an increase of $547 million. Food retail (Loblaw) same-store sales grew by 2.2 percent while drug retail (Shoppers Drug Mart) same-store sales increased by 3.8 percent, with pharmacy and healthcare services same-store sales growth of 6.4 percent and front store same-store sales growth of 0.9 percent. E-commerce grew sharply this quarter, increasing 17.4 percent. The company plans to open about 80 new stores and 100 clinics in 2025.

SUPPLIER NEWS

A cross-section of Quebec’s retail home improvement industry gathered last week for an awards gala that honoured retailers, suppliers, and individuals alike. The 12th annual Gala Reconnaissance drew some 440 people to a black-tie event at the Fairmont Château Frontenac in Quebec City. The gala was mounted by the Quebec industry association AQMAT and included the presentation of awards to everyone from owners and managers of top-performing stores and select suppliers to sales reps and industry veterans.

The annual number of new homes being built in Canada in recent years is virtually the same as it was in the 1970s, despite annual population growth now being three times higher. Between 2021 and 2024, Canada’s population grew by an average of 859,473 people per year, while only 254,670 new housing units were started annually. From 1972 to 1979, 239,458 new housing units were built despite the population only growing by 279,975 people a year. (The Fraser Institute)

A live event called “Repatriation of the Canadian Consumer” will be held tomorrow (May 6, 8.30 to 11.30 a.m. Eastern Time), and it includes a serious lineup of senior retail buyers and experts. Hosted by the Canadian Home Products Trade Association, it includes a panel called “Canadian Retailers and the Buy Canadian Movement,” which will feature five Canadian retail professionals representing hardware and LBM, housewares, and office products, and include representatives from Canadian Tire and TIMBER MART. Hardlines’ own Michael McLarney will moderate. The CHPTA symposium promises to be both enlightening and insightful. The morning event is being held at the headquarters of Global Furniture, 1350 Flint Rd., North York, Ont., M3J 3M8. (Click here now to register!)

“On my products, there’s no skull and crossbones on the packaging. Our input stocks have built up, and our sales and market position are directly affected by the government’s inaction. I have hundreds of thousands of dollars in inventory.”
—Sébastien Plourde, president of Super Décapant, a Quebec manufacturer, in a letter written to federal government leaders. He points out that his larger competitors have obtained exemptions from a federal regulation on volatile organic compounds, while he’s complying with the rules, which were adopted in 2021.

A long-standing feud between the United States and Canada over softwood lumber prices boiled over with the onset of additional tariffs. Earlier this month, the U.S. announced its plans to up existing duties on softwood lumber to 34.45 per cent, up from 14.54 per cent.

According to a Financial Post report, Canada sent more than $15 billion in lumber and other sawmill products to the U.S. in 2024. The industry contributes 232,700 direct jobs. Canada supplies more than a quarter of U.S. lumber. The addition of recent tariffs has driven the price of new single-family homes in the U.S. up by $7,500 to $10,000.

Peter Turkstra, owner of the 11-yard Turkstra Lumber chain in Southern Ontario, refers to the burgeoning trade war between Canada and the U.S. as a “gong show.” The veteran business owner says the industry was already in a downturn, with tract building down “between 70 and 90 percent” in his region. “And the tariffs have only made it worse,” Turkstra said.

“Because what’s happened, of course, is that people clam up. They have job uncertainty. They have future uncertainty. They’re anxious and they’re watching this gong show. And the last thing they want to do is go out and make major investments.”

(Turkstra’s opinions on the trade war are part of our latest Hardlines Podcast, which went live last week.—Editor)

David Sandke at United Truss, part of three-store United Lumber, a Home Hardware Building Centre group headquartered in Barrie, Ont., has already seen his group switch allegiances in engineered wood.

“We were using [Roseburg] RigidLam LVL. But Mr. Trump and his tariffs has kind of added that extra on top of it. So, we have just secured some material from a Canadian supplier, West Fraser [distributed by Taiga Building Products]. We are supplying all-Canadian EWP goods right now.”

The reciprocal tariffs (which Canada is levying on about $30 billion of goods from the U.S., including engineered wood products) are “a big issue,” says Majid Tasharofi, partner and GM of Standard Building Supplies, which has locations in Burnaby and North Vancouver, B.C.

“But rather than trying to figure out how they will affect us, we’ve gone back to basics. Which is managing our inventory levels well … Trying to make head or tails of it is an incredibly difficult thing to do.”

Tasharofi is a customer of EWP from the U.S. Pacific Northwest. He also is looking for Canadian-made alternatives while “looking to minimize our exposure.”

Development charges have become one of the top sources of revenue for municipalities. If you ask Peter Turkstra, CEO of Turkstra Lumber, he will tell you that this is often at the detriment of contractors. In recent years new builds have slowed as homeowners put the brakes on their building plans in response to increased costs.

According to Open Council, total government charges can account for more than 20 percent of the construction costs of a dwelling unit in some major Canadian cities.

“It’s a very simple formula. The municipalities in the past years have become punch-drunk on charging levies and all kinds of things to the building community that are totally out of line with any normalcy because they are trying to control their own finances, so they see it as low-hanging fruit,” said Turkstra.

He said these charges worked when the housing market was poor during Covid and interest rates were low. As these rates have risen, they have become detrimental to future new home builds. He said many new home builders are paying upwards of $150,000 to $200,000 in development charges, particularly in regions like Ontario. These fees are driving new home costs up even further.

It’s up to the industry to do a better job informing consumers about these costs, Turkstra said. As tariffs become a greater factor in new home builds in the coming months, he expects these costs will continue to put more pressure on the construction community.

“We’ve been seeing it coming for two years but the levels of government haven’t been listening.”

Adding to this pressure is an ongoing labour shortage, which Turkstra said is steadily worsening. The industry is doing all it can to remain active and maintain these jobs.

“Our industry is trying to protect the employees we have,” he said, adding that the housing market has slowed down due to lack of support in the banking industry and a significant affordability issue for those trying to buy a home.

(Listen to the complete podcast here.)

Lowe’s Cos. has entered into a definitive agreement to acquire Coppell, Tex.-based Artisan Design Group for US$1.3 billion. ADG provides design, distribution, and installation services for interior surface finishes, including flooring, cabinets, and countertops, to national, regional, and local homebuilders and property managers. In 2024, ADG saw revenues of $1.80 billion. The transaction is expected to close in the second quarter of 2025.

“The acquisition of ADG allows us to build on our momentum with pro planned spend and is expected to expand our total addressable market by approximately $50 billion,” said Marvin Ellison, Lowe’s chairman, president, and CEO. “With its strong, customer-centric operating model, ADG has become an industry leader with best-in-class customer satisfaction scores from the top builders in the U.S.”

ADG is currently owned by Texas private equity firm Sterling Group. The cash transaction, expected to close in the Q2 of the current fiscal year, will “expand Lowe’s pro offering into a new distribution channel within a highly fragmented, approximately $50 billion market,” the company said in a release.

The deal comes just under a year after Home Depot made a similar expansion. Lowe’s biggest competitor purchased SRS Distribution in June 2024, in a bid to enhance “the pro capabilities Home Depot is already building” and “help better serve complex project purchases.”

Lowe’s announced a Total Home Strategy in December, focusing on five areas for growth: driving pro penetration, accelerating online sales, expanding home services, creating a loyalty ecosystem, and increasing space productivity. It plans to open between 10 and 15 stores over the course of this year.

Since then, Home Depot has announced its own expansion plans, including approximately 13 new stores in 2025. Eleven of those are slated for the U.S., and one of them, a 135,000-square-foot location in St. Augustine, Fla., already opened this month.

The new openings are targeting states like Florida and Texas that welcomed new waves of population growth during the pandemic. They represent a countercurrent amid the ongoing “retail apocalypse,” which has seen retailers from J. C. Penney to Pier 1 Imports and Bed Bath & Beyond file for bankruptcy over the past decade.

The housing market continues to be sluggish nationally. And builders are feeling the impact. In its latest quarterly Housing Market Index, the Canadian Home Builders’ Association (CHBA) reveals 11 straight quarters of negative sentiment since dropping from the post-pandemic highs in 2021 and early 2022.

CHBA’s single-family HMI is 26.4 for Q1 2025 (out of 100), with both Ontario and British Columbia showing slowdowns.

The data comes from a quarterly survey of CHBA homebuilders and developers from across the country. The organization noted in this latest report that the score remains close to the index’s record low of 24.6 in Q4 2023 and is down 8.5 points from the same time last year.

Sustained poor selling conditions are hitting Ontario and British Columbia hard, according to CHBA. The single-family HMI at 7.4 and the multi-family HMI are 2.9 in Ontario, while in B.C., the level sits at 17.2 for single-family sales and 24.8 for multi-family sales. A neutral score of 49.0 for single-family sales and moderately strong HMI scores in the 60s for multi-family sales in the Prairie provinces and for single-family sales in the Atlantic provinces provided uplift to the national index.

Nationally, the multi-family HMI is 22.3, which remains essentially at its record low score of 22.0 from Q4 2024. While industry sentiment has been low for 11 quarters, builders have typically remained optimistic that future sales would be an improvement over their current sales conditions (though still in negative territory).

The CHBA believes “optimism has dissolved for the first time since the HMI started,” with the majority of both single- and multi-family builders rating their expectations for future sales as poor—and worse than their current state.

Former Peavey Mart vice-president of marketing and customer experience Jest Sidloski has taken a leadership role at Brandt Group of Companies in Regina. Brandt is one of the largest construction and forestry equipment dealers in the world. Sidloski will serve in a new merchandise role with the organization. Additionally, he will be leading parts, service, and marketing across all divisions. The company also manufactures equipment, trucks, and trailers.

Ryan Leger of Richibucto Home Hardware Building Centre and St. Louis Home Building Centre in New Brunswick, has been named the 2025 Young Retailer of the Year by the North American Hardware and Paint Association (NHPA) in the multi-store division. As a third-generation Home dealer, Leger officially took over leadership of the Richibucto location in 2017. Since then, he has led the store through a period of remarkable growth, increasing annual revenue by more than 120 percent.

…that the latest instalment of our Hardlines Podcast Series has gone live? In this episode, Peter Turkstra, third-generation owner of the 11-store Turkstra Lumber chain, a pro dealer in Southern Ontario, talks about the ills that afflict the industry. Most of them are courtesy of the U.S. administration, or more properly the one man who has caused them, Peter says. But he also reflects on municipal development charges, the slowdown in housing starts, and consumers having their confidence shaken. Check out all of our podcasts here!

Quebec home improvement retailer Canac has partnered with Maxi (Quebec’s counterpart to No Frills) and Yum Yum Chips to create a commemorative line of potato chips in honour of the retailer’s 150th anniversary. The snack’s flavour is humorously named “Plain Gypsum with Pool Salt.” The launch of the chips was announced April 1, sowing scepticism among consumers given Canac’s history of humorous campaigns, Julia Larivière, of communications firm Alinea, told Le Journal de Montréal.

RONA inc. has been named one of Canada’s Greenest Employers—for the fifth year in a row. The national competition, organized each year by Mediacorp, evaluates companies that distinguish themselves through their outstanding sustainable development initiatives and environmental awareness efforts. RONA stood out this year in particular due to its success in optimizing delivery operations. The company updated its business model to make better use of truck space and reduce fuel consumption, which has improved delivery efficiency and cut greenhouse gas emissions.

AD Canada – Building Supplies has a new member. Clarington Building Supplies in Ontario’s Durham region will join the buying group effective May 1. The business is a specialty gypsum dealer serving the eastern region of the Greater Toronto Area. Its offerings include drywall, plaster, joint compounds, and ceiling materials.

Castle Building Centres Group has announced the winners of its Vendor Excellence Awards. Doman Building Materials and Taiga Building Products won in the national awards category. All Weather At Home and Gentek Building Products won in the Western Canada category. Rapid Nail Canada Inc. and Sika won in the Central Canada category. Extreme Windows and Entrance Systems and Global Windows and Doors won in the Atlantic Canada category.

A new 50,000-square-foot RONA store has opened in Moncton, N.B. Situated along the Trans-Canada Highway, the new location includes a featuring a drive-through lumberyard. Leaders from the RONA dealer support team, partners, and store employees gathered at the store on April 23 for the traditional board-cutting ceremony. The latest store opening represents an investment of $10 million from Terraine Capital, which owns four other RONA stores in the Maritimes region.

Mountain Equipment Company (MEC) has found a new buyer. The sports and outdoor lifestyle retailer has agreed to sell a majority stake to Ontario textile manufacturing executive and real estate investor Tim Gu. The purchase will bring MEC back under Canadian ownership. The company, which is currently owned by Los Angeles-based private investment firm Kingswood Capital, experienced steady revenue losses over the past two years and debts totalling more than $89 million.

The RONA Foundation, which oversees the philanthropic activities of RONA inc., is launching the 2025 edition of its Build from the Heart, which will run through the month of May. The goal of this campaign is to help seven Canadian non-profit organizations with a project that aims to revitalize a living environment or facilitate access to housing for victims of domestic violence and their children, low-income families, and people with disabilities or mental health issues.

SUPPLIER NEWS

West Fraser Timber Co. reported Q1 sales of US$1.46 billion, up from $1.40 billion a year earlier. Earnings of $42 million reversed a $62 million loss in the comparable period of 2024. “Demand uncertainty for wood building products … has only been magnified recently by a U.S. administration that has both threatened and imposed higher lumber duties and punitive tariffs on many of the products we export from Canada to the U.S.,” CEO and president Sean Fraser said in a release.

The construction industry is showing signs of returning to more typical labour market conditions. Compared with March 2024, the industry’s labour force rose by 2.6 percent to 43,300. However, employment increased by only 1.6 percent 24,300, which contributed to a year-over-year increase in the unemployment rate, from 7.3 percent in March of 2024 to 8.2 percent in 2025. The higher unemployment rate suggests the industry may be returning to more typical levels of activity, particularly compared with the extremely tight labour markets seen in recent years. (Build Force Canada Labour Force Survey)

The Canadian Home Products Trade Association is seeking nominations for the CHPTA’s Canadian Hardware and Housewares Industry Hall of Fame. The award is given to an individual in recognition from his or her peers for outstanding achievement, service and contribution to the Canadian hardware and housewares industry over a long career. Nominations can be submitted on the CHPTA website.

“Much of this recognition is due to the hard work and commitment of our employees, all of whom contribute to our ambitious environmental goals and to the continuous improvement of our practices. Our inclusion on this list shows that our hard work is paying off.”
—Mélanie Lussier, head of communications, public affairs and sustainable development at RONA inc., on the company being recognized, for the fifth consecutive year, for its environmentally friendly practices.

The value of the dealer-owned model. The value of multiple locations. The value of personalized customer service.

As the new president and CEO of Canada’s second largest home improvement retailer (source: 2024 Hardlines Retail Report—your shameless Editor), Ian White says these are the things he keeps front and centre as he looks for ways to move the company forward. And a key aspect of his integration into Home Hardware Stores Ltd. has been connecting with those dealers.

White spoke with Hardlines recently at the company’s head office in St. Jacobs, Ont.

White became the head of the dealer-owned co-op in November 2024. Since that time, he’s made a point of getting out to where the business of Home Hardware happens. “I’ve been coast to coast. I’ve spent time in stores. I’ve spent time in our offices. I’ve spent time in our warehouses. I’ve spent time in our trucks because that’s where the business is done. It’s actually not done here. We support the business here.”

Although White brings a wealth of experience from his time at companies including Parkland Corp. that have mixed ownership models, the heart and soul of Home Hardware’s core values as an independent dealer organization shone through for him.

“This is not my first rodeo. I’ve had a chance to lead national businesses in the past. But what’s unique to Home Hardware, as many differences as there are by geography, the one big similarity is the commitment to the brand, commitment to communities, and the independent dealer model. The consistency in which that is executed is remarkable,” he says.

White told Hardlines that, regardless of which part of the country he visits, he has found that “Everyone is working towards the same outcome, which is ultimately to serve a dealer who serves a customer… The connection they have to stores is like nothing I’ve seen before in retail.”

But he admits that his role requires looking ahead to what needs to change, all the while keeping Home Hardware’s culture front and centre. “A big part of learning and coming up to speed on a business, on a culture, on a brand, is to look in the rear-view mirror a little bit to understand what got you there. So, I spent time with people who have 10, 20, 30, 40, and 50 years of experience in this business to make sure I understand what got us to where we are—and that’s 60 years of success and evolution.”

Ian White is no stranger to a mixed operating model. The new CEO of Home Hardware Stores Ltd. (he joined in November 2024) has a retail background that includes executive positions at Canadian Tire on the automotive side, and most recently at Parkland Corp., a Calgary-based company that has assets in energy and retail. Parkland’s banners include gas stations flying the Chevron, Pioneer, and Esso banners. They are both corporate-owned and dealer-owned locations, along with On the Run franchises.

He admires the dealer model at Home Hardware, “because I can see the power and the independence of dealers, but also the ability to take a great brand and combine and make sure that we’re creating value as a brand and as an organization, while we can still serve our local community.”

White’s past roles have, he believes, given him the necessary experience to work with the dealers. “I would say the single biggest thing I’ve learned through my almost 30 years in business—and particularly working in independent dealer models—is you have to be a good listener. You have to encourage two-way dialogue and you have to respect one another.

“If you do those things really well and you have the right level of dialogue and you’re providing the support that the dealers require, the dealers in turn are giving you feedback in real time and helping you solve the big issues. It tends to be a very good match.”

He’s also been in enough leadership roles to know he’s not going to get it right every time. “Having some bumps in the road has taught me a lot about how to make sure we’re leaning into the right areas and making sure the dealers get what they need.”

Small transactions add up to big sales for Home Depot Canada. The value of selling “consumables,” stuff that gets used—and reused—on a regular basis by both homeowners and contractors alike, helps drive add-on sales and increase turns.

And spring-cleaning season is a great time to put the focus these types of products, says Megan Schroeder (shown here), divisional product merchant at Home Depot Canada, overseeing cleaning products. Hardlines spoke with her at a recent showcase of seasonal product lines held by the retailer in Toronto.

While it may be considered a staid category, Schroeder points out that innovation drives the category as it does with other products. “It’s the right thing for our consumers,” she says. “They want to clean up their homes at this time of year.” Schroeder calls the category “highly transactional—it brings customers into the store.”

A new study conducted on behalf of Home Depot in the U.S. bears out her observations. The survey revealed that spring is a popular time for starting cleaning projects. Among those surveyed, the most common tasks are window cleaning, barbecue cleaning, and weeding and clearing out the garden.

This season, Schroeder is most excited about products that are environmentally friendly, such as compostable towels that are reusable and washable, even in the dishwasher. “One roll equals 17 rolls of paper towels,” she says.

Other products, such as microfibre cloths, are also standard in the home cleaning category. These new lines at Home Depot emphasize better quality—resulting in less waste.

But she’s not just targeting DIYers with these products. A comprehensive cleaning and maintenance line is attracting more contractors as well. “We’ve really put a lot of energy into it in the last five years and we’re really looking for more opportunities with pros.”

Lowe’s is quietly closing an unknown number of locations this month, as it focuses on eliminating operations that are underperforming. The closures are reportedly part of its larger plan, called the Total Home Strategy, to drive digital sales, expand contractor business, and add home services. At the end of its latest quarter, Lowe’s listed 1,748 locations, up from 1,723 U.S. locations at the end of fiscal 2019.

The giant home improvement chain is not alone. According to an article in Newsweek, 7,325 stores closed in the U.S. in 2024. Another 15,000 stores are expected to close this year, as other U.S. retailers are facing the need to “right size.”

Walmart has been closing stores across the United States since the beginning of the year, and more closures, especially in areas like Georgia and California, are expected. However, Walmart’s wholesale club chain, Sam’s Club, which competes against Costco, is going to open up to 30 locations, while undergoing a refresh of all 600 of its existing stores over the next decade.

The ongoing impacts of high prices and tighter consumer spending power, combined with the effect of online selling, are taking their toll on North American retailers. The threat of tariffs on a range of products moving between the U.S. and Canada has only added to consumer anxiety.

Canadian stores have not escaped the grim retail reaper. Peavey Mart is still conducting closing sales at 90 of its stores that are closing, and Hudson’s Bay Company is in bankruptcy protection as it liquidates inventory and closes stores. It wants to hold on to six stores only, all in the Montreal and Toronto markets.

Department stores south of the border are facing closings too. Kohl’s, which has over a thousand stores in 49 states, is closing 27 of those sites by the end of this month. Macy’s announced earlier this year it would shutter 66 locations.

And even as one Canuck discount retailer, Dollarama, turned in strong year-end financials, with a 9.3 percent sales increase that delivered $6.41 billion to the topline, one of its counterparts in the U.S. hasn’t been as lucky. Dollar Tree, parent company of Family Dollar, closed 600 Family Dollar locations last year and will close another 370 underperforming stores in the coming years.

At BMR Group, Martin-Charles Pilon has been appointed vice-president of information technology effective, April 30. He was most recently VP of IT at The Master Group, an HVAC distributor in the Montreal area. Pilon will report to Antonio Di Pasquale, BMR’s chief executive of operations.

…that the latest edition of our sister publication, Hardlines HR Advisor, is now out? In this issue, we look at one building supply retailer’s formula for an award-winning team, how immigration policy can address the shortage of manual labourers, and making your business a great place to work. HR Advisor is monthly and it’s free: click here to sign up today!

RONA inc. has announced the addition of Coopérative de Saint-Quentin, a building centre in Saint-Quentin., N.B., to its network of affiliated dealers. Along with a grocery store, the 12,000-square-foot operation includes both an indoor and outdoor lumberyard, along with features that cater to contractors in the region. New additions under the RONA banner will include an upgraded product selection and a pro desk.

Crown Building Supplies, based in Surrey, B.C., has acquired the assets and operations of ADSS Building Supplies, which has two specialty building stores in Edmonton. As part of this acquisition, Crown has acquired a 60,000-square-foot facility in Calgary, which will serve as a key distribution and service hub to support Crown’s continued growth across Western Canada. Crown has three stores, in Surrey, Abbotsford, and Burnaby, B.C.

Giant Tiger Stores has launched on-demand delivery available through new national partnerships with DoorDash and Uber Eats. Available at more than 200 Giant Tiger stores across Canada, the partnership will allow customers access to Giant Tiger’s full range of products including family fashion, grocery, health and beauty products, and household essentials. The expansion of availability to additional platforms is intended to give its customers faster, more convenient shopping options.

Leger, a Montreal-based market research company, has announced Canada’s 10 most admired companies. Costco received top spot on the list, followed by Sony and Samsung. Canadian Tire took fifth spot, while Dollarama and Home Depot Canada took the eighth and ninth spots, respectively. In total, 326 companies from 30 business sectors were assessed.

Home Hardware has partnered with Canoe Procurement Group of Canada, a non-profit public sector buying group. Canoe grants its public sector members access to a group of select suppliers for products and services. Participating Home dealers will gain access to Canoe’s 6,000 public service partners across Canada, to provide these entities with commercial products.

SUPPLIER NEWS

Richelieu Hardware reported Q1 sales of $441.7 million, up $34.8 million or 8.6 percent from $406.9 million in the comparable period of 2024. Net earnings of $14.7 million were down 5.2 percent from a year earlier. CEO Richard Lord said in a statement that the company imports less than 20 percent of its products from China to the U.S.

Millwork maker Metrie has expanded its assortments to include interior door sales in the U.S. Midwest and Florida markets. The Vancouver-based company expanded its interior door business in the Phoenix and Denver markets in 2024. Metrie’s operations consist of six solid wood and MDF manufacturing facilities, plus 28 distribution centres in Canada and the U.S.

Ipex has announced the grand opening of the Ipex Centre for Advanced Research, a $30 million facility dedicated to product development and reinforcing the piping and tubing maker’s manufacturing operations. The new centre, in Mississauga, Ont., features over 50,000 square feet of operational space dedicated to testing and developing new products, and for trialing new material formulations.

The seasonally adjusted annual rate of housing starts for all areas in Canada decreased 3.3 percent in March to 214,155 units, from 221,405 units in February. Actual starts were down 12.5 percent year over year, with 14,924 units recorded in March, compared to 17,052 in March 2024. (CMHC)

The Canadian Home Products Trade Association is seeking nominations for the CHPTA’s Canadian Hardware and Housewares Industry Hall of Fame. The award is given to an individual in recognition from his or her peers for outstanding achievement, service and contribution to the Canadian hardware and housewares industry over a long career. Nominations can be submitted on the CHPTA website.

“I think that one of the big benefits we have is a brand that Canadians trust and respect.”
—Ian White, president and CEO of Home Hardware Stores Ltd., on the value that’s been built into the Home Hardware name over the past 60 years. He spoke recently with the editors of Hardlines.

Many Canadian retailers are shying away from U.S.-made products as consumers look to buy Canadian. Jessica Hung, CEO of Parasol Co., a California-based manufacturer of diapers, told CTV News her company had been working since January with a distributor to expand its product presence in Canada.

In early March, however, the distributor stopped working on the project. “They were instructed by a retailer to pause any American brand launch,” said Hung. “They told us they would re-evaluate when market conditions allow. That’s the kind of disruption we would never expect.”

But the disruption goes well beyond diapers. The U.S. is gearing up to more than double the existing duties on Canadian softwood lumber. That means the rates—a combination of tariffs and ongoing anti-dumping duties—will rise to 34.45 percent from 14.54 percent. The U.S. Lumber Coalition and the office of B.C. premier David Eby both confirmed the move, which Eby denounced as “an attack on forest workers and British Columbians.”

Canada and Mexico, the United States’ largest trading partners, were omitted from the baseline 10 percent tariff imposed on April 5, exempted by the terms of the existing North American (CUSMA/USMCA) trade pact. Then another reprieve came last Wednesday, when U.S. President Donald Trump made the surprise announcement that he would “pause” his reciprocal tariffs against countries that impose counter-tariffs of their own against the U.S.

However, the current duties have already taken their toll, as companies like Canfor have been forced to close mills. Companies that rely on the movement of parts and materials, which includes manufacturers of everything from paint to plumbing products, are trying to figure out how many times even a smaller 10 percent tariff might be applied to materials as they move back and forth across the border.

BMR Group has adopted new marketing, touting its stores as the destination for pros. Creative agency lg2 is delivering a multi-platform marketing campaign.

Earlier this month, BMR in collaboration with lg2, took its messaging to various media in Quebec, Ontario, and the Maritimes, including TV, radio, billboards, and digital media. The campaign includes a 15-second multi-platform marketing spot, plus billboards and social media posts, all featuring taglines that target the contractor customer: “Pour les vrais” (“For the real ones”), “Built for pros,” “The experts’ centre,” and “Less dryers, more drywall.”

“At its core, BMR is defined by exceptional customer service, a team of dedicated experts, a high-quality inventory, and a well-established network,” CEO Alexandre Lefebvre said in a release. “This new image reinforces our industry-recognized commitment to quality, while staying true to the core values that have made us successful.”

“We wanted to realign our focus on experts to evolve BMR’s brand positioning and image, to become the expert’s centre for professionals,” Marlène Hins, BMR’s VP of marketing and communications, told Hardlines. The marketing campaign, she explained, is “based on three key pillars: local, expertise, and products—the right product and quality.”

BMR, she adds, is “already a destination for the contractor clientele but we wanted to put the focus of our campaign on this very business segment, which is one of the pillars of our growth strategy.” At the same time, the company is also keeping a focus on a more skilled retail customer, “DIYers who aspire to be considered pro,” says Hin.

The new campaign encompasses all BMR brands. “Our brand positioning and marketing campaign include all our banners—BMR, BMR Express, BMR Pro, and Potvin & Bouchard—from smaller stores to larger locations, because they all serve, to a certain extent, the pro clientele.”

“My fellow Americans, this is Liberation Day. April 2, 2025, will forever be remembered as the day American industry was reborn.”

So said President Trump in the Rose Garden of the White House, a week last Wednesday. He went on to announce a list of 90 countries that would be hit by between 10 and 49 percent “retaliatory” tariffs, including a whopping 104 percent for China.

But Canada wasn’t on the list of countries to be hit by these retaliatory tariffs. As a result, stock markets in Canada went up, briefly, before they tumbled in a wild ride of volatility the entire first week of the new “liberated” era.

The first week of Trump’s attempt to tariff the world ended up with a bear market, at least for a day, on April 9. That happened last Wednesday afternoon, following an announcement by Trump that he would shelve the entire retaliatory tariff schtick for three months. Except for China. That country would receive punishing U.S. tariffs of 125 percent, threatening to grind to a halt the commerce between the two largest economies on earth.

The Toronto Stock Exchange registered a 4.8 percent dip in the first seven days following Liberation Day. Canadian Tire, the bellwether Canadian home improvement stock, dropped over that period from $149.78 to $144.66, down 3.4 percent. The largest market capitalization hardware distributor on the TSX, Richelieu Hardware, grew 8.0 percent (from $33.56 to $36.25) in the first week after April 2. That was on the cusp of its April 10 first-quarter results, a 5.2 percent drop in earnings on a sales hike of 8.6 percent. Doman Building Materials was up 3.7 percent over that first week, from $6.72 to $6.97.

In the U.S., stocks for home improvement companies that rely on China for a lot of their manufacturing got hammered hard. Even firms that have announced major plant closings in the country were down, like Stanley Black & Decker, which fell from $75.10 to $64.22 over the first week post-Liberation Day, representing a drop of 14.5 percent. Masco was similarly down, by 13.0 percent, from $64.42 to $56.04 during that time.

Even if companies aren’t affected directly, the home improvement sector can be expected to feel the impact of lower consumer confidence, especially if the North American economies slip into a recession. In the meantime, the world scrambles to keep up with the constant shifts in U.S. policy.

With warm weather looming, Home Depot Canada put on an event recently to promote its latest seasonal products. The shindig was held at a hip event space in Toronto’s downtown where the retailer played host to media and influencers—and Hardlines was there.

Featured products included Home Depot’s own lines of outdoor furniture, barbecues from Weber and Traeger, power tools by Ryobi, and the latest cleaning products to help consumers tackle spring cleaning.

“This year, our four collections target the traditional, contemporary, transitional, and eclectic,” said Natalia David, Home Depot Canada trend and design manager.

The outdoor furniture collections included one called Sunny Days, which marries “cottagecore” and “cabincore” (a rustic cabin aesthetic) with a cheerful, nature-inspired touch. Another, called Eclectic Fusion, brings a refined boho aesthetic with muted greens and taupe tones. Modern Reset features soft finishes, round accents, and sleek geometric lines; and Country Glamour blends dark, moody tones with classic patterns, white florals, and geometric lines.

In keeping with the perfect patio, Trex Honey Grove decking features, along with a 25-year warranty, resistance to mould and UV rays. “This product also has heat dissipation technology in it,” said Justin Morrin, Home Depot Canada’s divisional product merchant, deck and fence. The days of stepping on a hot deck are over.

Ryobi, which has over 300 power tools exclusively for Home Depot Canada, introduced a new 40-volt battery powered lawnmower. Also shown at the event were the USB-C chargeable tools, ideal for smaller tasks, as well as some of the new ONE+ 40-volt cordless tools.

Tool rental merchant assistant Rawan Rice showed that Home Depot Canada is moving towards offering sustainable tools. “We are moving away from a lot of gas power tools into a battery software to make it a bit more eco-friendly.”  Some newer pieces of equipment, which are still gas powered, have also been added, including aerating and over-seeding machines.

Style-wise, this year’s collections, said Home Depot Canada’s trend and design leader, Cindy Jardim, “put the focus on functionality, always backed by value, so consumers can be really happy with their purchases.”

Becky Yan joins The Peak Group of Companies as vice-president, marketing effective today. Yan’s background includes stints at companies like American Standard, Dulux, and Ryobi. Her role at Peak will include collaborating on product innovation, developing multi-channel marketing strategies, and executing digital and traditional full-funnel marketing campaigns. Peak’s range of home improvement products consists of 1,000-plus SKUs in 21 categories. Its an exclusive supplier to more than 2,000 Home Depot stores across North America, as well as the Bunnings home improvement chain in Australia and New Zealand.

…that our monthly newsletter for dealers and store managers, Hardlines Dealer News, landed in subscribers’ inboxes last week? In this issue, we explore one BMR dealer’s ag focus, an independent affiliate’s purchase of a RONA corporate store, and how one B.C. dealer is encouraging shop-local habits. Hardlines Dealer News is monthly and it’s free: click here to subscribe now!

Weihong Liu, chair of Nanaimo, B.C.-based Central Walk, has stated her intention to announce on April 18 a proposal to acquire Hudson’s Bay Co.’s retail business. Central Walk owns three major mall complexes in B.C.: Mayfair Shopping Centre in Victoria, Woodgrove Centre in Nanaimo, and Tsawwassen Mills in the Tsawwassen First Nation Lands. The deadline for binding bids on HBC is at the end this month.

Call2Recycle Canada has recognized RONA inc. as a “Leader in Sustainability” for the 13th year. The award is presented to organizations that demonstrate “an outstanding commitment to the environment and to responsible battery management.” In 2024, RONA’s stores collected 121,808 kilograms of batteries.

IKEA Canada opened a Plan and Order Point in Sherbrooke, Que., this morning. Plan and Order Points offer customers support from IKEA experts to plan their home furnishings purchases. At the Sherbrooke location, customers will get design support and access to displays of relevant IKEA products. When their designs are complete, they can be ordered for home delivery or picked up at a local pick-up point location. The Sherbrooke Plan and Order Point is the fourth in Quebec and the ninth in Canada.

SUPPLIER NEWS

RPM International has announced an agreement to acquire the Star Brands Group, the parent company of The Pink Stuff, for its Rust-Oleum subsidiary. Star Brands will become part of RPM’s Consumer Group. The transaction is expected to close late in the fourth quarter of fiscal 2025 or early in the first quarter of fiscal 2026. Henrik Pade and Tim North, co-managing directors of Star Brands, along with the senior management team, are expected to stay with the business to ensure continuity.

In February, the total value of building permits issued in Canada rose by $371.3 million, or 2.9 percent, to $13.1 billion. Residential construction intentions declined by the same percentage to $8.4 billion. Overall, the multi-family component fell by $224.8 million, while the single-family component decreased by $22.6 million. (StatCan)

Canada’s housing crisis is exacerbated by an immigration policy that favours highly educated workers over those considered “unskilled,” a real estate developer has told CBC News. “We’re really struggling with getting the right type of workers,” said Sue Wastell, president of Wastell Homes in London, Ont. In a statement to CBC, the Department of Citizenship and Immigration said it plans to convene a council of advice to “assess the needs in the industry and  advise on new pathways to bring in the skilled workers we need.”

“When it comes to our industry, we’re already in a pretty major recession. The tariffs have only made it worse. Because of what’s happened, people clam up. They have job uncertainty. They have future uncertainty. Watching this gong show, the last thing they want to do is go out and make major investments.”
Peter Turkstra, owner of 11-unit Turkstra Lumber in Southern Ontario, talking to Hardlines in a soon-to-be-published Hardlines podcast.

A new wave of tariffs came into effect at 12 a.m. on April 3, a day which U.S. President Donald Trump declared “Liberation Day” for America. This latest round includes a 25 percent tariff on all non-U.S. made automobiles, something which is expected to negatively affect that industry on both sides of the border. He also announced a global 10 percent baseline tariff on all imports to the U.S.

In addition, Trump announced ‘friendly reciprocal tariffs’ which would be equal to approximately half of the amount that countries impose on the U.S. Canada and Mexico were not specifically named in an extensive list of countries subjected to reciprocal tariffs. Canada-United States-Mexico Agreement (CUSMA) compliant goods are also not expected to be affected by additional tariffs, however, non-CUMSA compliant goods could face up to 25 percent tariffs, while non-compliant potash would remain at 10 percent.

“Foreign nations will finally be asked to pay for the privilege of access to our market, the biggest market in the world,” Trump said. “This is not full reciprocal. This is kind reciprocal.”

Trump added that companies that move their production to the U.S. will be able to avoid tariffs. He said the tariffs, which are taxes, will be used to pay U.S. debts and reduce income taxes.

Following the announcement, Prime Minister Mark Carney held a brief press conference. He warned that the tariffs “will change the international trading system in a fundamental manner.”

He added that Trump’s latest tariffs have preserved several important elements of the commercial relationship between the two countries.

“The fentanyl tariffs still remain in place, as do the tariffs for steel and aluminum. As of this evening, the tariffs on automobiles will enter into force, and the U.S. has signaled that there will be additional tariffs in so-called strategic sectors such as pharmaceuticals, lumber, and semiconductors,” Carney said. This will, he added, impact Canada and directly affect millions of Canadians.

Robert Di Tomasso, president of RTDS, a Laval-based sales and merchandising services agency, said the pressure will be felt within a few months.

“Some will absorb the imposed tariffs, while others will withdraw from the Canadian market, no longer being competitive. At RDTS, very few of our manufacturing clients are American, which helps us navigate this tariff crisis,” he said. “The second phase will affect the entire Canadian economy. If nothing changes, we will all be impacted, with a major effect expected in the last quarter of 2025.”

When Lowe’s Cos. sold off its RONA business at the beginning of 2023, Hardlines spoke with several affiliated RONA dealers about the impact this news had on them. They were unanimous in their positive responses to the sale of the company to Sycamore Partners, a New York City-based private equity fund. Many anticipated the opportunity to buy up corporate stores for themselves.

When asked about the potential for such acquisitions, RONA executives at the time made it clear this was not an option for the dealers. As news, the issue went away. (RONA has about 425 stores, which are roughly divided in half between corporate stores—especially the big boxes—and dealer-owned operations, mainly building centres.)

But then last week we announced the takeover of not one, but two corporate stores by the affiliated dealer at Dawson Building Centres in Guelph, Ont., Paul Sharpe. Sharpe (pictured) has taken over the two RONA stores in Oakville, Ont., about 70 kilometres from his store in Guelph.

Sharpe is a 35-year veteran at RONA, 27 of them on the corporate side. In 2018 he purchased W. Filsinger & Son RONA from Wayne Filsinger. He is just one of the RONA affiliated dealers taking advantage of this new opportunity.

According to a release, RONA sees these acquisitions as “great news for all stakeholders and will contribute to the stores’ success by developing the pro business to support even more pro customers.” Sharpe is also committed to offering all active staff at the Oakville locations similar working conditions to the Guelph store.

The concerns about tariffs imposed by the U.S. on Canadian goods being exported to that country has raised concerns about Canada’s situation—from both sides of the border. Last Wednesday, U.S. President Trump imposed a range of tariffs, including 25 percent on autos and global 10 percent baseline tariff on all imports (see first story—Editor).

Canada is responding with tariffs of its own, which some in the business community think is unwise. “This form of pushing back will not hurt the U.S. I completely agree that we should boycott red state products and buy Canadian, and retaliatory tariffs can work if there is a Canadian alternative (wine and liquor are great examples), but often for manufacturers there is not a Canadian alternative for necessary raw materials,” says Darrin Noble, president and COO of Cloverdale Paint, based in Surrey, B.C., in a post on LinkedIn.

Noble explains in some detail the impact these moves could have on a company like his. “From the perspective of a Canadian paint manufacturer, Canada’s … tariffs on incoming raw materials from the U.S. place Canadian paint manufacturers at a competitive disadvantage to U.S. paint manufacturers who do not face reciprocal tariffs, because they are largely excluded from countermeasure tariffs on the paint they make in the U.S.”

Some raw materials that Canadian paint manufacturers need from south of the border are not readily available domestically. “Canadian manufacturers are the importers of record so we are paying the tariff. It is not paid by the U.S. supplier, hence Canadian businesses are being unfairly penalized by the Canadian government while U.S. manufacturers can sell in Canada with no penalty.”

South of the border, some industry leaders are concerned as well. Jim Inglis, a retired former EVP at The Home Depot in Atlanta, commented from his winter home in Florida, where he has been observing the growing absence of Canadian licence plates on the roads and parking lots.

“Do you scratch your head when you are told that tariffs are not a tax and will actually lower inflation?” Inglis writes to his fellow countrymen on LinkedIn. “Do you watch the talking heads on Fox News and wonder if they all failed Economics 101?”

Robert Di Tomasso, president of RDTS in Montreal, reps a lot of companies, though most of them, he notes, are Canadian so the impacts will not be as direct. The tariffs imposed by the United States, along with those that Canada plans to implement in response, will have a significant impact both in the coming months and over the longer term. Nevertheless, he remains optimistic.

“Reason will prevail over President Trump’s impulsive decisions and his multiple anti-democratic decrees, which break historical global alliances on the geopolitical stage. I continue to believe that the United States will have to back down within 22 months.”

Meanwhile, the world is watching. “Our placement of tariff walls on incoming products seems to ignore the income we receive from exports of our own products, services, and the investments of foreigners in property and businesses in our own economy,” Inglis adds.

In a note to Hardlines, he sums up his feelings on a more personal level: “I can only apologize to our Canadian friends,” he says, “for the insulting behaviour of our current leadership.”

Castle Building Centres Group has appointed Lyndon Deyo as business development manager for Northern and Eastern Ontario. His responsibilities include supporting, developing, and growing the existing member base while cultivating new opportunities in the region. Deyo’s previous roles have included serving as an account manager at Gillfor Distribution and most recently as building consultant at Napanee Home Hardware Building Centre.

Matt Moore will join Canadian Tire Corp. as EVP and chief commercial officer, effective April 21. Moore was most recently COO of Tim Hortons, where he established the Tims Rewards program and app. His new role will include growing the Triangle Rewards loyalty program and using data to enhance CTC’s recently announced True North strategy.

…that the latest instalment of our podcast series What’s In Store has gone live? In this episode, we talk to Barry Eidt, a former Ace dealer who is co-owner of Eidt’s BMR Express in Arthur, Ont. The winner of the 2023 Outstanding Retailer Award in the Young Retailer category co-owns two other stores with his parents, who founded their first store in Mitchell, Ont., when he was just 13. Sign up now to get updates about the latest free podcasts in your inbox!

Home Hardware Stores Ltd. has strengthened its long-standing partnership with the Toronto Blue Jays baseball team by signing on as title sponsor of the 2025 Blue Jays Central Studio. Now branded as Home Hardware Studio, it will serve as the hub for Blue Jays coverage, both in-stadium at the Rogers Centre during home games and at the Rogers Studio for away games. Throughout the 2025 season, the Home Hardware brand will be featured prominently across all 158 games, including live game broadcasts and in-game hits from the eighth inning.

The RONA store in Edmunston, N.B., has a new owner—who’s also a former one. Paul Cormier was co-owner of the store from 2007 to 2017, partnering with his brother Ron. A professional engineer, Cormier has owned and managed a local furniture store since 2019.

Quincaillerie des Rivières in Waterville, Que., a member of BMR Group which joined the banner a little over a year ago, has a new owner. The St-James family continues to own the nearby Centre de rénovation Stanstead but has passed the Waterville baton to local businessman Gabriel Dionne. Dionne is a former VP of the Mont-Laurier Chamber of Commerce.

The judge overseeing the restructuring of Hudson’s Bay Co. has nixed a proposed agreement between the retailer and its creditors, increasing the likelihood that lenders will push for receivership. The deal would have given HBC more breathing room to save the six stores it hopes to spare from liquidation, while creditors would get more control over the restructuring process. Landlords objected to the agreement, saying it gave too much power to lenders without sufficient court oversight and incentivized liquidation over restructuring. Judge Peter Osborne, in denying court approval for the deal, said the existing process under the Companies’ Creditors Arrangement Act was sufficient to protect lenders’ interests.

A new Princess Auto store is set to open in the Southern Ontario city of Burlington this summer. The location aims to better serve customers who live in that growing market. This will be the retail chain’s 21st location in Ontario.

Dollarama had a fourth-quarter increase in sales of 14.8 percent, to $1.88 billion, from $1.64 billion in the same period a year earlier. This increase was driven by growth in the total number of stores over the past 12 months—from 1,551 to 1,616—and comparable store sales growth. Comps were up by 4.9 percent. Annual sales increased by 9.3 percent to $6.41 billion. Sales for fiscal 2025 include a 53rd week. On a 52-week basis, comp sales increased 4.6 percent.

Supply-Build Canada, formerly the Western Retail Lumber Association, has launched a new online listing of its members to help consumers and contractors choose local, independently owned building supply retailers. The web portal can be filtered by province and city. The association is also developing a resource to list Canadian-produced materials sold by its members.

New survey data by the Canadian Federation of Independent Business (CFIB) indicates a third of Canadian small business owners have already shifted to suppliers or markets within Canada, and 27 percent plan to increase their investment in this country. The data also showed that 33 percent intend to reduce efforts in the U.S. over the next six months. Small businesses are also promoting Canadian-made products, delaying or cancelling expansion plans, and exploring international alternatives.

“We’re going to fight these tariffs with countermeasures. We are going to protect our workers, and we are going to build the strongest fund in the G7. In a crisis, it’s important to come together, and it’s essential to act with purpose and with force, and that’s what we will do.”
—Prime Minister Mark Carney, following the announcement last week that the U.S. would impose further tariffs on products from Canada and from around the world.