Hardlines Weekly Newsletter
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April 15, 2013, Volume xix, #15

“Mix a little foolishness with your prudence: It's good to be silly at the right moment.” Horace (Roman lyric poet, 65 BC-8 BC)

Home Depot: big expectations for approaching spring

                SPECIAL REPORT — The Home Depot is counting on this spring to help it drive sales. In an economy that is showing small, but positive, signs of recovery, the giant U.S. home improvement retailer kicked off the season with a “Black Friday” event earlier this month, featuring specials on a range of seasonal products.

According to the latest Hardlines Executive Report, those products include 10 new patio collections in-store, and 14 new collections from Hampton Bay and Martha Stewart Living. Later in the quarter, 11 new patio families will be added to its Home Decorator Collection.

With no new stores planned for Canada in 2013, and a shrinking housing market here, Home Depot’s sales in this country are expected to increase only slightly this year, says the report, following a healthy increase in 2012 that surpassed the industry average.

(The 1Q Hardlines Executive Report is available now, with details of the results and strategic plans of Lowe’s, RONA, Canadian Tire, and Home Depot. Click here for more info and to order now!)

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TIM-BR MART sees real growth in 2012

TORONTO — Executives at TIM-BR MART Group say the buying group enjoyed “real growth” in 2012 and not just inflationary growth, as prices began to rise for LBM during last year.

The company’s management spoke at TIM-BR MART’s recent dealer show in Toronto. Randy Martin, vice president, merchandise for TIM-BR MART Group, said Chalifour Canada, its hardware distribution arm, continues to add new products for both bannered TIM-BR MART dealers and other independent customers. But, he added, the focus is not just on selling hardware. Efforts by the wholesaler to round out its assortments aim “to create a vehicle for customers in the stores” for project sales, Martin said.

With LBM purchasing power through TIM-BR MART and the hardware supply through Chalifour, dealers have the benefit of a winning combination, added John Morrissey, vice president, building supplies. “Independents now understand they don’t need just sticks. They need hardware.”

The wide range of products carried by big boxes can be replicated by independents, he pointed out, but inside a smaller retail footprint.

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Vegas show and conference a destination for independents

  NORWALK, CN— The National Hardware Show has traditionally been a must-attend event for head-office buyers and management, but it has been evolving to be an important destination for independent retailers, as well. The show, which will be held May 7-9 at the Las Vegas Convention Center, becomes an even more compelling offering for dealers given its co-location with the North American Retail Hardware Association’s All-Industry Conference.

At NHS, independent retailers will be able to see products from suppliers from around the world, while NRHA’s conference offers a full education program, breakout sessions, and dealer awards, all geared to helping independents drive their business.

“The National Hardware Show brings together retailers, manufacturers and distributors from all over the world,” says Sonya Ruff Jarvis, vice president of attendee programs for the show. “Independent retailers can learn about a wide variety of new products from across the spectrum—more than they may see at their own supplier shows.”

“Independent retailers are constantly looking for ways to grow their businesses and make them more successful and profitable,” says Bill Lee, president and CEO of NRHA. “The All-Industry Conference offers opportunities to help them do just that.”

NRHA will host its Young Retailer of the Year Awards, which recognizes the best and brightest retailers who are 35 or younger. The Retailers’ Choice Awards feature products from the show floor that were selected by a panel of retailers for special distinction. The Packaging and Merchandising Awards recognize the best of the best in the packaging and merchandising of home improvement products.

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True Value reports increased same-store sales for 2012

CHICAGO — True Value reported the co-op’s same-store sales were up 1.4% on a revenue basis, while retailer same-store sales were up 1.5%, based on more than 1,600 reporting retailers. Revenue was almost $1.4 billion for 2012, an increase of 0.4% or $5 million, from the same period a year ago. Revenue during fourth quarter 2012 was $340.4 million, an increase of 3.3%, or $10.9 million, for the same period a year ago.

The largest increase in both retail and wholesale same-store sales were in the paint, seasonal, and farm, ranch, and pet product categories, says Lyle Heidemann, True Value’s president and CEO. It was also, he adds, one of the most profitable years in the company’s history.

The co-op also added 44 new core stores in 2012 to its 4,600 stores worldwide, a combination of new ground-up stores and conversions from other wholesalers, Heidemann says.

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Product Showcase


Classified Ads



Orgill, Inc., in business for 165 years and the leading independent hardlines distributor in North America is seeking Sales Representatives for the following territories:

  • Alberta
  • Ontario
  • Quebec
  • Saskatchewan/Manitoba


  • Identify, qualify, and develop prospective customers
  • Increase market share with existing customers
  • Analyze each customer’s needs and address them by offering Orgill’s products and solutions


  • 3 + years of sales experience with proven track record of success in the hardware/lumber/building materials industry
  • In-depth, current hardlines product knowledge
  • Experience with multi sku assortment and Plan-o-Gram selling
  • Proficient user of email, internet and Microsoft Office computer applications
  • Willing to travel; valid driver’s license; good driving record
  • Eligible to legally work in Canada


Competitive compensation and reimbursement for travel expenses.

We welcome your interest in our company. Our employees are critical to the achievement of our mission to “Help Our Customers be Successful.”


Please submit resume, and salary history to: orgillcareers@orgillmail.com


Business Development Manager – Newfoundland / Labrador Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada. We are currently seeking to add a position in the Atlantic region.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future growth in the Newfoundland & Labrador markets. This position requires an individual who is familiar with the Lumber and Building Supply industry, willing to travel, accustomed to working remote from Head Office and currently residing within the province of Newfoundland.

Reporting to the Atlantic Business Development Manager, you welcome the opportunity to work with a dynamic group of independent LBM dealers while planning and executing our future growth initiatives. Providing continual communication to our Members while understanding their needs is fundamental to your success. Sound computer and presentation skills; combined with good administrative qualities are imperative.

Castle Building Centres Group offers a comprehensive compensation package including full benefits.

All submissions will be treated with complete confidentiality. Please forward your resume in confidence to:

Yvonne Patton
Castle Building Centres Group Ltd.
100 Milverton Drive, Suite 400
Mississauga, Ontario
E-mail: ypatton@castle.ca


National Account Manager

Summary: responsible for developing and guiding the implementation of the account specific business plan; achieving account profitability and sales targets; serving as the primary account contact; providing account leadership. This individual will also be responsible for increased distribution of key brand and private label items.

Key Responsibilities:

  • Develop account strategies in accordance with overall business strategy
  • Develop account goals and business plan with customer
  • Conduct regular reviews of business performance, promotion strategies, planograms
  • Partnering with the marketing department in promotional development
  • Forecast, budget and track account revenues and cost
  • Participate in the development and implementation of account's financial support program, business building program and support logistics on supply chain programs

Education and Experience

  • Bachelor's degree in marketing or business related field.
  • 5-8 years of sales and/or marketing experience
  • Experience managing national retail customers (HQ level preferred)
  • Demonstrated skills in achieving sales, profitability, and budget goals
  • Ability to effectively implement sales and marketing strategies
  • Ability to effectively monitor category performance versus plan and communicate accordingly
  • Ability to understand trade spending effectiveness (efficiency of promotional activity is preferred)
  • Demonstrated commitment to building strong business relationships with customer
  • Ability to effectively communicate with senior leaders internally and with customer

Key Competencies

  • judgment
  • decision-making
  • strong presentation and communications skills – verbal & written
  • strong leadership skills
  • planning and organizing
  • problem analysis, problem solving and critical thinking skills
  • motivating staff
  • communication
  • coaching and development
  • high energy
  • self-starter
  • teamwork
  • flexible

Qualified candidates may submit their résumé, cover letter and salary requirements to kammi.parker@positecgroup.com.

Positec Tool Corporation is an Equal Employment Opportunity Employer

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