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April 11, 2011, Volume xvii, #15
“Some people achieve happiness and some just live in Toronto.”
—Emily Murphy (Canadian author, activist and judge, 1868-1933)
Home dealers arrive for 2011 Spring Market
 ST. JACOBS, ON — Thousands of Home Hardware dealers, their staff and families, have converged here this week for Home’s Spring Market. The show, which runs until tomorrow, is the 96th in the co-op retailer’s history.
“The theme for this year’s market is ‘Together towards Tomorrow’,” says Paul Straus, president and CEO of Home Hardware Stores Limited. “This theme captures the essence of the independent yet team-minded approach that drives Home Hardware to success year after year.”
The spring market plays host to more than 12,000 Home Hardware dealers, staff, vendors, and hardware industry representatives. A series of educational seminars the day before the market and a tour of the company’s paint plant today gave dealers additional opportunities to get updated on products and services available through Home.
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TIM-BR MARTS show provides forum for services
TORONTO — The recent TIM-BR MARTS show was a showcase for more than just products by some 240 preferred vendors. The event, held April 1-2 at the Toronto Congress Centre, offered a way for the giant buying group to promote its growing range of services to its 700-plus dealers across the country — and to give those dealers a forum for networking and information exchange amongst industry colleagues.
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(l-r) Byron Tremere and Gaeten Barrette are among the sales staff supporting Chalifour Canada’s presence at the recent TIM-BR MARTS show.
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Dealers got a chance to explore the “Store on the Floor,” a re-creation of the TIM-BR MART store. Vendor programs were presented in the replica store, featuring products available through the Chalifour warehouse or, in some cases, on a direct-ship basis.
The TIM-BR MART Marketing Toolbox highlighted programs available to dealers. “Essentials” featured eight booths of non-core business essentials for entrepreneurs to take advantage of. The group’s services were supported at the show by TIM-BR MARTS staff from several divisions, including corporate development, marketing, and procurement.
The recent acquisition of the distribution facilities of IRLY Distributors Ltd. by TIM-BR MARTS assured a place at this show for the B.C.-based group. IRLY had a booth supported by several team members who educated dealers on value-added services such as freight, logistics, and ordering that are offered by the Western distribution operation.
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Réno-Dépôt expands presence in Quebec City
BOUCHERVILLE, QC — RONA inc. has taken another step in its expansion of the important Quebec market. The addition of a Réno-Dépôt store in the borough of Ste-Foy represents the third for RONA under the Réno-Dépôt banner to serve the Quebec City region. The 100,000-square-foot retail outlet, at 3131 Blaise-Pascal Ave., represents an investment of more than $20 million and is expected to create about 125 jobs. The two other area Reno- Depot stores are located in Beauport in the east, and on Maurais St., near Galeries de la Capitale, in the centre of the region.
RONA says the store represents the company’s latest initiatives in new-store construction. “RONA is proud to continue developing its network and to offer the people of Sainte-Foy a big-box store that is among a new generation of Réno-Dépôt stores, built to meet the criteria of the LEED system for new construction,” says Mario St-Louis, RONA's vice-president of retail for Quebec.
Just three weeks ago, RONA opened another Réno-Dépôt store in Vaudreuil-Dorion.
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Ace promises to improve fill rates
CHICAGO — Ace Hardware Corp. kicked off its spring buying market last week at the McCormick Place Convention Center. Ace executives were contrite about the recent troubles the co-op has faced with the integration of its new supply-chain management system. However, they were positive about the overall direction the company is headed in.
Ace CEO Ray Griffith admitted that Ace had not been living up to its members’ expectations. A significant portion of the problem, he noted, was the difficulty surrounding the integration of a new SAP supply-chain management system. Since implementation of the system, Ace saw its service levels and fill-rates dip to as low as 95.5%, well below the company’s stated goal of 96.7%.
Griffith added that the co-op is implementing a series of performance metrics built around seven key variables, including cost of goods sold vs. wholesale competition, service levels, wholesale inventory turns, wholesale purchases by members, and bottom-line profitability.
On a more positive note, Ace execs reported that members’ stores experienced a 5.8% increase in same-store sales in February and an increase in transactions of 3.8%. Ace also introduced some changes to its paint lines with the unveiling of a new paint and primer in one product, which the company hopes will energize flagging sales in the category.
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Asia Pacific show featured European innovation
 COLOGNE, Germany — Despite an overwhelming presence by Chinese companies at the latest Asia-Pacific Sourcing, European innovation was present at the show, as well.
DesignCord, a Netherlands company, was just one of several European vendors that took advantage of the show to feature new products. Asia-Pacific Sourcing gave DesignCord's Michael van der Jagt a forum to meet retailers and buyers from Europe and North America.
Another Dutch company, Euromac, which buys direct from China and is shipping in small lots all over Europe, made inroads with retail buyers looking for options that didn’t require full container loads from Asia.
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Canadians may be less green says Home Depot
TORONTO — Are Canadians getting greener? Maybe not. At least, according to the results of the third annual Canadian Green Home Index, developed for Home Depot by Environics Research.
The Index assigns Canadians a 54.7 out of 100 rating when it comes to environmental actions taken at home, down 1.9 points from last year. The number of Canadians who reported green actions in the past six months declined from 69% in 2010 to 61% in 2011. Although the majority report that their level of effort is about the same (53%), only 41% say they made a greater effort, compared with 46% last year.
The Index results also reveal a notable link between going green, the influence of friends and neighbours, and, for the second year in a row, the Canadian economy. “There's no doubting that our friends and neighbours have influence on our green actions. These are the people we associate with regularly and measure our homes against,” says Gino DiGioacchino, vice-president of merchandising for The Home Depot Canada.
“The key to driving change is empowering each other to incorporate environmentally-preferred products into everyday activities — this collective approach can result in a green shift for the better.”
Home Depot is reflecting this green mentality with its own product lines. “The Home Depot has lowered prices on its more than 2,400 Eco Options products since the program’s launch. We offer a number of cost-saving programs within the store, such as rebate programs on environmentally-preferred appliances, toilets, and lawn mowers,” DiGioacchino adds.
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Classifieds
National Sales – Industrial and Service Manager Mississauga, ON
The successful candidate will direct and manage the activities of the Industrial Sales Channel in the market place, optimising the resources available by applying corporate strategies and business planning in line with our objectives.
RESPONSIBILITIES
Development and implementation of national channel strategy
Creation and maintenance of Service Business Plan and reporting of monthly service data to VP/GM
Management of Service Supervisor and leading the enhancement of programs and processes toward service sales growth and profitability
Target-setting, supervision, effective motivation and development of the Industrial Sales team
Regular tracking of customer development and customer visits
Acting as a key representative of the company to its Industrial dealer base
Analysis and steering of distribution mix between metropolitan and regional areas
QUALIFICATIONS
Degree or Diploma in a Business-related program
5 to 7 years experience in Sales Management leading a team of sales professionals
Experience in steering a sales force, recognizing market trends and monitoring competitor activity
Ability to manage people, priorities and time a must
Excellent PC skills using MS Word, Excel, PowerPoint and Outlook
Willingness to travel
BOSCH is recognized worldwide for high-quality products, technical innovation and outstanding service. If you are a team player looking to demonstrate your drive and initiative, please send your resume, in confidence, to:
Robert Bosch Inc., Attn: Human Resources
6955 Creditview Road, Mississauga, Ontario, L5N 1R1.
E-mail: fixed-term.joanne.piazza@ca.bosch.com
No agencies, please.
We appreciate your response; however, only candidates under consideration will be contacted.
National Sales – Industrial and Service Manager Mississauga, ON
The successful candidate will direct and manage the activities of the Industrial Sales Channel in the market place, optimising the resources available by applying corporate strategies and business planning in line with our objectives.
RESPONSIBILITIES
- Development and implementation of national channel strategy
- Creation and maintenance of Service Business Plan and reporting of monthly service data to VP/GM
- Management of Service Supervisor and leading the enhancement of programs and processes toward service sales growth and profitability
- Target-setting, supervision, effective motivation and development of the Industrial Sales team
- Regular tracking of customer development and customer visits
- Acting as a key representative of the company to its Industrial dealer base
- Analysis and steering of distribution mix between metropolitan and regional areas
RESPONSIBILITIES
- Degree or Diploma in a Business-related program
- 5 to 7 years experience in Sales Management leading a team of sales professionals
- Experience in steering a sales force, recognizing market trends and monitoring competitor activity
- Ability to manage people, priorities and time a must
- Excellent PC skills using MS Word, Excel, PowerPoint and Outlook
- Willingness to travel
BOSCH is recognized worldwide for high-quality products, technical innovation and outstanding service. If you are a team player looking to demonstrate your drive and initiative, please send your resume, in confidence, to:
Robert Bosch Inc., Attn: Human Resources
6955 Creditview Road, Mississauga, Ontario, L5N 1R1 .
E-mail: fixed-term.joanne.piazza@ca.bosch.com
No agencies, please.
We appreciate your response; however, only candidates under consideration will be contacted.
Premier Ceramics, a leading ceramic tile distributor in Ontario is seeking a territory sales representative to service customers in the GTA and southern Ontario market.
Competitive salary and incentive program.
Reporting to the Director of Sales & Marketing, responsibilities will include direct account management, achieving sales targets and contributing to development of sales and marketing programs.
Key competencies include proven ability to generate new revenue streams and effectively maintain customer relationships, strong communication skills, good analytical skills, ability to work independently and detail oriented.
Minimum 3 years field sales experience preferable in the flooring /ceramic tile industry.
Respond by email to: info@premierceramics.com
NATIONAL SALES MANAGER, TORONTO, ONTARIO
A leading manufacturer/distributor of hardware to more than 21,000 retail locations worldwide . The company has 11 facilities across North America and services over 58 countries with a significant presence in Mexico, South and Central America, and the Caribbean.
The company is seeking a National Sales Manager for its Canadian division overseeing the Canadian Business Unit sales. As an integral part of the Canadian management team, the successful candidate’s responsibilities will include all activities related to driving division sales. Competitive salary and incentive program.
KEY COMPETENCIES:
- Customer Focus
- Excellent negotiation skills
- New business development abilities
- Superior supervisory skills in managing and developing sales personnel – provide leadership and mentoring
- Strategic planning ability
- Team Player
- Excellent analytical ability
KEY QUALIFICATIONS:
- Post secondary undergraduate diploma/degree in business or equivalent
- Minimum 10-15 years field sales management experience ideally in a consumer goods, high SKU, distribution environment
- Experience in the Canadian hardware and/or building materials industry would be an asset
- Senior level contacts with national/regional hardware retailers/ wholesalers would be an asset
- Ability to develop and execute sales and management programs and policies
- Excellent planning, organization, time management skills
- Strong written and verbal skills
- Advanced User of Microsoft Office - Word, Excel & PowerPoint
- Strong interpersonal, communication and presentation skills
- Ability to travel extensively
Please submit résumé via email to:
Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca
A well established North American based consumer products company is looking to acquire a small to medium size importer, distributor, dot com provider or manufacturer currently doing business in the DIY or Mass Merchant category, relevant product profile could include seasonal, furniture, décor, building materials or millwork products to leading retailers or distributors in Canada and/ or USA.
Interested parties please fax or email their contacts and brief company overview to Mr. Alan Silverman CA Kraft Berger LLP Chartered Accountants
3160 Steeles Avenue East, Suite 300, Markham, Ontario, Canada L3R 3Y2 Fax: 905 475 9360 Email: asilverman@kbllp.ca.
All responses will be treated in complete confidentiality.
REGIONAL ACCOUNTS MANAGER
Loxcreen Flooring Group, Canada’s leading manufacturer of floor transition mouldings, is seeking a Regional Accounts Manager based in Southern Ontario to be responsible for sales to regionally based customers across Canada including distributors, co-ops and retail accounts.
Reporting to the Director of Sales & Marketing, responsibilities will include direct account management, working with commissioned agents, achieving sales targets, trade shows, travelling across Canada to meet with customers, contributing to the development of sales programs and providing a supporting role with mass merchant key account initiatives.
Key competencies include proven ability to generate new business and effectively maintain customer relationships, strong communication and presentation skills, good analytical skills, self discipline and detail oriented.
Qualifications must include minimum 5 years sales and account management experience in the home improvement industry and having worked with sales agents; previous experience in hardware/building materials/flooring categories; ability to travel; work independently; proficiency in Excel, Word and Powerpoint.
Respond by email to: hr.search@loxcreenflooring.com
Resumés
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