HARDLINES™ NEWS EXTRA! Five years serving Canada's home improvement industry August 8, 2000 - Volume vi, #31 Michael McLarney, Editor & Publisher Ph: 416-489-3396 Fx: 416-489-6154 E-mail: buzz@hardlinesfax.com  
Check out our incredible Classifieds section!
NO HARDLINES FOR THE NEXT TWO WEEKS   We're taking our summer hiatus, so Hardlines will be published only once this month. The next issue will come out August 21, following our trip to the National Hardware Show in Chicago. However, the World Headquarters will remain open during this time, with business continuing as usual. - Michael  
CANADIAN TIRE APPOINTS WAYNE SALES NEW CEO   Wayne Sales was named president and CEO of Canadian Tire on Friday, ending speculation over who would get one of the most high- profile jobs in Canadian retail. The position came up for grabs following the announcement earlier this year that then-president Stephen Bachand intended to retire by the end of this year. Sales, 50, is a nine-year veteran of the company. He was most recently executive vice-president, retail. Regarded as Bachand's first lieutenant and recognized as instrumental to the turnaround of the company under Bachand, Sales was also considered by some to be Bachand's personal choice for the job, especially after he got back from a six-week advanced management course in Harvard in May (despite a statement that his education was planned well before Bachand's announcement). However, the board of directors initiated a search on both sides of the border for a replacement. CTC's share price slipped on the news of the retirement of the man who is credited with turning the company around and forestalling an incursion by Wal-Mart. When Bachand came on board in 1993, CTC was newly threatened by Wal-Mart, which had just come up from the U.S. Bachand himself was hired away from Hechinger's, a U.S. home improvement chain which had purchased Home Quarters, a big box of its own, in the mid-'80s. Under Bachand's tenure, relations with CTC's associate dealers were patched up. (The previous year, CTC's fall market was boycotted by the dealers). Sales turned around and the company earned points on Bay Street for increased profitability and innovative programs. In his new role, Sales will not be without some challenges of his own, however. Store sales remain unimpressive, despite ongoing investment in new formats. He will have to round out the executive team by finding a replacement for former CFO Gerald Kishner, who left in the spring. Wal-Mart and Home Depot continue to expand into markets that CTC has typically dominated. And the company has only just announced it will begin online sales starting this fall. The company is in the midst of implementing "Next Generation," the newest phase in its $1 billion store upgrading program. Forty- five new-format stores will open in 2000, and another 55 will be retrofitted. So far this year, 25 new-format stores have been opened, for a total of 213 stores since the program began in 1994. CTC expects to open 45 new-format stores this year and approximately 40 each year for total of 350 of the company's 438 stores by the end of 2003. * * * * * * CANADIAN TIRE REPORTS WEAK EARNINGS FOR 2Q Canadian Tire reported second quarter consolidated net earnings of $49.0 million, up only slightly from $48.7 million in 1999. While the company had a 9% increase in gross operating revenue, net earnings fell from $80.5 million to $73.1 million. For the first six months, gross operating revenue was $2.50 billion, up 12.1% from $2.23 million a year earlier. Net earnings fell 7.4% in the first half of 1999 to $73.13 million, from $80.50 million. Retail sales by CTC associate dealers were up 2.3% in the first quarter over 1999, and up 3.1% for the first six months. In the quarter, same-store sales were down 3.8% from a year ago and down 2.6% year-to-date over 1999, reflecting the cold, wet weather that afflicted seasonal retail across the country this spring and early summer.  
PEOPLE ON THE MOVE   Jack Elliott has announced his upcoming retirement from Castle Building Centres Group. A 40-year veteran of the industry, Elliott spent the past five years as Castle's lumber and commodities buyer. Before that, he worked at Beaver Lumber. (905-564-3307)
Hardlines Classifieds have become the absolute best way to reach the hardware/home improvement industry right across Canada. And at only $16 per line, we are confident the cost is very reasonable. Each ad runs for two weeks in the fax version and three weeks in the email version - and on our website. Call Beverly at 416-489- 3396 to place your ad.   * * * * * * Hardlines EXTRA Classifieds LBMX Inc. is a new London based Internet company that has created a B2B Exchange called LBMXchange.com to provide business to business e-Commerce capabilities to the hardware, lumber and building material supply chain in Canada. The following positions are based in London, Ontario and are required immediately. SENIOR ACCOUNT EXECUTIVE: Reporting to the V.P Business Development, the main responsibilities of this position include working with companies within the Canadian hardware and lumber and building material supply chain to participate in the Exchange, negotiating contracts with suppliers, and developing relationships with senior management of the top 100 suppliers in the LBM industry. The ideal candidate will have a minimum of 10 years sales experience in the hardware, lumber and building materials industry with a proven track record of interacting with large multi-million dollar organizations. The successful candidate must demonstrate the ability to deal with and build lasting relationships with senior industry executives. Excellent negotiation, communication and presentation skills are required as well as experience with MS office and contact management software. Your background should include a proven history of sales quota achievement and a working knowledge and interest in the Internet. ACCOUNT EXECUTIVE: Reporting to the V.P. Business Development, the main responsibilities of this position include working with companies within the Canadian hardware and lumber and building material supply chain to participate in the Exchange, negotiating contracts with suppliers, and developing relationships with management of small to medium sized suppliers in the LBM industry. The ideal candidate will have a minimum of 5 years sales experience in the industry with a proven track record of interracting with small and medium suppliers to the LBM industry. The successful candidate must demonstrate the ability to consult with and build lasting relationships with industry executives. Excellent negotiation, communication and presentation skills are required as well as experience with MS office and contact management software. Your background should include a history of sales quota achievement and working knowledge and interest in the Internet. SALES ASSOCIATE - WEB SERVICES TEAM: Reporting to the Manager of Dealer e-Commerce the main responsibilities of this position include prospecting and selling Business to Consumer/Contractor web services to dealers in the hardware, lumber and building materials industry. The successful candidate will have 3 years previous experience in a sales capacity, preferably in the hardware, lumber and building material industry. A good understanding of the Internet and a working knowledge of web site technology is required. CUSTOMER SERVICE ASSOCIATE - WEB SERVICES TEAM: Reporting to the Manager of Dealer e-Commerce, the main responsibilities of this position include administration and after- sales tasks relating to dealer web services. The Customer Service Associate will handle web site content collection, change requests, contract administration and general customer liaison The successful candidate must be organized and efficient with excellent communication skills, and demonstrate the ability to work under pressure. Minimum requirement of 2 years experience in a customer service role. To apply for any of the above positions, please email your resume to info@lbmx.com or fax to the Attention of Human Resources at 519-685-0907.  
HARDLINES SEMINAR AT CAN-SAVE We are pleased to be part of the Can-Save Summer Buying Expo 2000 at Can-Save's new warehouse in Barrie, ON on August 22. We'll present a seminar called: "Winning strategies of independents who compete alongside the big box" (or something like that!). We share the bill with Canadian Contractor magazine, which will do a presentation on "Installed Sales." For more information about the day, call Can-Save at 1-800-461-5411. - Michael   THE WOMEN'S CONSUMER PRODUCTS NETWORK August 15: Breakfast meeting during the CGTA Show. Featuring the proven communication methods of Robin Kennedy, vice-president of Communicare. September 21: "Fully Alive From 9 to 5!" Featuring author Louise LeBrun. Details coming soon. Meanwhile, check out her website at: www.partnersinrenewal.com For more information about these events, please phone: (905) 212-3826; fax: (905) 274-7646; email:wcpn99@yahoo.com, or check out their website: www.wcpncanada.org  
Hardlines Classifieds   Got new products? Looking for new staff or lines? Hardlines Classifieds are read each week by North America's key decision makers in home improvement retailing and manufacturing. If you want to build your sales team or find new agents or new lines, this is the place! Only $16 per line. Call Beverly at 416-489-3396, ext. 2, for more details. * * * * * * * HARDLINES™ the electronic newsletter. www.hardlinesfax.com phone: 416-489-3396; fax: 416-489-6154. E-mail: buzz@hardlinesfax.com Michael McLarney, Editor & Publisher (extension 1): mike@hardlinesfax.com Beverly Allen, Marketing Manager (extension 2): bev@hardlinesfax.com Nancy Wright, Administrative Assistant: nancy@hardlinesfax.com Hardlines is published weekly (except monthly in December and August) by McLARNEYCOM 542 Mount Pleasant Rd., Suite 302, Toronto, Ontario, Canada M4S 2M7 © 2000 by Michael McLarney. Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. Call for information on a site license for your company. Subscription: $185+$12.95 GST = $197.95 (or $27.75 HST = $212.75) per year (GST #13987 0398 RT). (Please make cheque payable to McLarneyCom.)  
  HARDLINES™ NEWS EXTRA! Five years serving Canada's home improvement industry August 8, 2000 - Volume vi, #31 Michael McLarney, Editor & Publisher Ph: 416-489-3396 Fx: 416-489-6154 E-mail: buzz@hardlinesfax.com  
Check out our incredible Classifieds section!
NO HARDLINES FOR THE NEXT TWO WEEKS   We're taking our summer hiatus, so Hardlines will be published only once this month. The next issue will come out August 21, following our trip to the National Hardware Show in Chicago. However, the World Headquarters will remain open during this time, with business continuing as usual. - Michael  
CANADIAN TIRE APPOINTS WAYNE SALES NEW CEO   Wayne Sales was named president and CEO of Canadian Tire on Friday, ending speculation over who would get one of the most high- profile jobs in Canadian retail. The position came up for grabs following the announcement earlier this year that then-president Stephen Bachand intended to retire by the end of this year. Sales, 50, is a nine-year veteran of the company. He was most recently executive vice-president, retail. Regarded as Bachand's first lieutenant and recognized as instrumental to the turnaround of the company under Bachand, Sales was also considered by some to be Bachand's personal choice for the job, especially after he got back from a six-week advanced management course in Harvard in May (despite a statement that his education was planned well before Bachand's announcement). However, the board of directors initiated a search on both sides of the border for a replacement. CTC's share price slipped on the news of the retirement of the man who is credited with turning the company around and forestalling an incursion by Wal-Mart. When Bachand came on board in 1993, CTC was newly threatened by Wal-Mart, which had just come up from the U.S. Bachand himself was hired away from Hechinger's, a U.S. home improvement chain which had purchased Home Quarters, a big box of its own, in the mid-'80s. Under Bachand's tenure, relations with CTC's associate dealers were patched up. (The previous year, CTC's fall market was boycotted by the dealers). Sales turned around and the company earned points on Bay Street for increased profitability and innovative programs. In his new role, Sales will not be without some challenges of his own, however. Store sales remain unimpressive, despite ongoing investment in new formats. He will have to round out the executive team by finding a replacement for former CFO Gerald Kishner, who left in the spring. Wal-Mart and Home Depot continue to expand into markets that CTC has typically dominated. And the company has only just announced it will begin online sales starting this fall. The company is in the midst of implementing "Next Generation," the newest phase in its $1 billion store upgrading program. Forty- five new-format stores will open in 2000, and another 55 will be retrofitted. So far this year, 25 new-format stores have been opened, for a total of 213 stores since the program began in 1994. CTC expects to open 45 new-format stores this year and approximately 40 each year for total of 350 of the company's 438 stores by the end of 2003. * * * * * * CANADIAN TIRE REPORTS WEAK EARNINGS FOR 2Q Canadian Tire reported second quarter consolidated net earnings of $49.0 million, up only slightly from $48.7 million in 1999. While the company had a 9% increase in gross operating revenue, net earnings fell from $80.5 million to $73.1 million. For the first six months, gross operating revenue was $2.50 billion, up 12.1% from $2.23 million a year earlier. Net earnings fell 7.4% in the first half of 1999 to $73.13 million, from $80.50 million. Retail sales by CTC associate dealers were up 2.3% in the first quarter over 1999, and up 3.1% for the first six months. In the quarter, same-store sales were down 3.8% from a year ago and down 2.6% year-to-date over 1999, reflecting the cold, wet weather that afflicted seasonal retail across the country this spring and early summer.  
PEOPLE ON THE MOVE   Jack Elliott has announced his upcoming retirement from Castle Building Centres Group. A 40-year veteran of the industry, Elliott spent the past five years as Castle's lumber and commodities buyer. Before that, he worked at Beaver Lumber. (905-564-3307)
Hardlines Classifieds have become the absolute best way to reach the hardware/home improvement industry right across Canada. And at only $16 per line, we are confident the cost is very reasonable. Each ad runs for two weeks in the fax version and three weeks in the email version - and on our website. Call Beverly at 416-489- 3396 to place your ad.   * * * * * * Hardlines EXTRA Classifieds LBMX Inc. is a new London based Internet company that has created a B2B Exchange called LBMXchange.com to provide business to business e-Commerce capabilities to the hardware, lumber and building material supply chain in Canada. The following positions are based in London, Ontario and are required immediately. SENIOR ACCOUNT EXECUTIVE: Reporting to the V.P Business Development, the main responsibilities of this position include working with companies within the Canadian hardware and lumber and building material supply chain to participate in the Exchange, negotiating contracts with suppliers, and developing relationships with senior management of the top 100 suppliers in the LBM industry. The ideal candidate will have a minimum of 10 years sales experience in the hardware, lumber and building materials industry with a proven track record of interacting with large multi-million dollar organizations. The successful candidate must demonstrate the ability to deal with and build lasting relationships with senior industry executives. Excellent negotiation, communication and presentation skills are required as well as experience with MS office and contact management software. Your background should include a proven history of sales quota achievement and a working knowledge and interest in the Internet. ACCOUNT EXECUTIVE: Reporting to the V.P. Business Development, the main responsibilities of this position include working with companies within the Canadian hardware and lumber and building material supply chain to participate in the Exchange, negotiating contracts with suppliers, and developing relationships with management of small to medium sized suppliers in the LBM industry. The ideal candidate will have a minimum of 5 years sales experience in the industry with a proven track record of interracting with small and medium suppliers to the LBM industry. The successful candidate must demonstrate the ability to consult with and build lasting relationships with industry executives. Excellent negotiation, communication and presentation skills are required as well as experience with MS office and contact management software. Your background should include a history of sales quota achievement and working knowledge and interest in the Internet. SALES ASSOCIATE - WEB SERVICES TEAM: Reporting to the Manager of Dealer e-Commerce the main responsibilities of this position include prospecting and selling Business to Consumer/Contractor web services to dealers in the hardware, lumber and building materials industry. The successful candidate will have 3 years previous experience in a sales capacity, preferably in the hardware, lumber and building material industry. A good understanding of the Internet and a working knowledge of web site technology is required. CUSTOMER SERVICE ASSOCIATE - WEB SERVICES TEAM: Reporting to the Manager of Dealer e-Commerce, the main responsibilities of this position include administration and after- sales tasks relating to dealer web services. The Customer Service Associate will handle web site content collection, change requests, contract administration and general customer liaison The successful candidate must be organized and efficient with excellent communication skills, and demonstrate the ability to work under pressure. Minimum requirement of 2 years experience in a customer service role. To apply for any of the above positions, please email your resume to info@lbmx.com or fax to the Attention of Human Resources at 519-685-0907.  
HARDLINES SEMINAR AT CAN-SAVE We are pleased to be part of the Can-Save Summer Buying Expo 2000 at Can-Save's new warehouse in Barrie, ON on August 22. We'll present a seminar called: "Winning strategies of independents who compete alongside the big box" (or something like that!). We share the bill with Canadian Contractor magazine, which will do a presentation on "Installed Sales." For more information about the day, call Can-Save at 1-800-461-5411. - Michael   THE WOMEN'S CONSUMER PRODUCTS NETWORK August 15: Breakfast meeting during the CGTA Show. Featuring the proven communication methods of Robin Kennedy, vice-president of Communicare. September 21: "Fully Alive From 9 to 5!" Featuring author Louise LeBrun. Details coming soon. Meanwhile, check out her website at: www.partnersinrenewal.com For more information about these events, please phone: (905) 212-3826; fax: (905) 274-7646; email:wcpn99@yahoo.com, or check out their website: www.wcpncanada.org  
Hardlines Classifieds   Got new products? Looking for new staff or lines? Hardlines Classifieds are read each week by North America's key decision makers in home improvement retailing and manufacturing. If you want to build your sales team or find new agents or new lines, this is the place! Only $16 per line. Call Beverly at 416-489-3396, ext. 2, for more details. * * * * * * * HARDLINES™ the electronic newsletter. www.hardlinesfax.com phone: 416-489-3396; fax: 416-489-6154. E-mail: buzz@hardlinesfax.com Michael McLarney, Editor & Publisher (extension 1): mike@hardlinesfax.com Beverly Allen, Marketing Manager (extension 2): bev@hardlinesfax.com Nancy Wright, Administrative Assistant: nancy@hardlinesfax.com Hardlines is published weekly (except monthly in December and August) by McLARNEYCOM 542 Mount Pleasant Rd., Suite 302, Toronto, Ontario, Canada M4S 2M7 © 2000 by Michael McLarney. Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. Call for information on a site license for your company. Subscription: $185+$12.95 GST = $197.95 (or $27.75 HST = $212.75) per year (GST #13987 0398 RT). (Please make cheque payable to McLarneyCom.)