August 1, 2016 Volume xxii, #31

“Some of us think holding on makes us strong; but sometimes it is letting go.”
—Hermann Hesse (Nobel prize-winning Swiss-German author, 1877-1962)

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SUMMER PUBLISHING SCHEDULE: Please note there will be no weekly edition of HARDLINES next week, August 8, or August 21 and 29. The World Headquarters will remain open, however, during this time. The regular weekly schedule will resume September 5.

(Click here to receive FREE Daily News updates all the time!)

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Federated Co-op realigns buying team

SASKATOON — Federated Co-operatives Ltd. has made some changes to its buying team so we thought we’d give you a full update on the farm and hardware co-op’s category management team:

Erin Scrobe is in place as category manager for Section 1–Tools, Section 6–Paint & Accessories, and Section 18–Caulking and Adhesives.

But some categories have new faces. Jason Goodwin (effective July 25) is category manager for Section 2–Lawn & Garden, Section 17–Power Equipment, and Section 24–Pet Supplies. Byron Mann (effective August 1) oversees Section 3–Heavy Hardware, Section 4–Builders Hardware, and Section 14–Home Electronics & Home Furnishings. Johnnie Fong (effective July 25) is responsible for Section 7–Housewares, Section 16–Small Appliances, and Section 24–Pet Supplies.

In other categories, Mikael Drabyk takes care of Section 5–Farm Hardware, and Section 12–Plumbing and Heating. Josh Farrell has Section 8–Sporting Goods/Backyard Living, and Section 10–Automotive. Mike Yantz handles Section 9–Home Office Products, Section 11–Electrical, and Section 22–Toys & Decorations.

On the building materials side, Sean Gilchrist has responsibility for Section 19–Building Products (Warehouse); while Gil Parent has Building Products (Direct).

Finally, Garth Doell is in charge of Import Products.

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Bill Douma gets senior procurement role at TIMBER MART
VAUGHAN, Ont. — TIMBER MART has promoted Bill Douma to the role of senior building material procurement manager.

Douma enters the role with more than 40 years of industry experience, which includes store experience as a manager, and then a purchaser, for Turkstra Lumber in Stoney Creek, Ont. In 1999, he moved to TIMBER MART (then TIM-BR-MARTS Ltd.) as building materials manager. In addition to his current responsibilities negotiating the group’s national and regional buying programs, and developing and organizing TIMBER MART’s flyer program and national buying show, Douma will assume additional responsibilities during TIMBER MART’s program negotiations.

He reports to Randy Martin, vice president of procurement for TIMBER MART, out of the company’s Vaughan office.

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Add-on sales can drive up your average ticket

SPECIAL REPORT — Upping your store’s average sale is one of the best ways to increase your top-line sales. The average dollars spent per transaction can be a reflection of a lot of things done right or wrong in your store.

A recent survey determined that North American retailers lose $129.5 billion in sales annually due to out-of-stocks. That’s equivalent to 4.1% of sales. Since that field includes many highly sophisticated chains with high-tech inventory systems, we have to assume that the percentage of lost sales for independents is likely much higher. Home improvement retailers should think in terms of projects, since that’s the way customers shop. That means stocking all the products customers will need to complete identifiable projects in the appropriate quantities. Alternatively, you risk losing the entire sale or at least the opportunity of profitable add-on sales.

An impulse purchase is any purchase a customer makes that wasn’t pre-planned or “on their list.” A 2012 Bank of Montreal study found that the average Canadian spends more than $3,700 on impulse purchases a year. Impulse products should be prominently displayed in a main aisle, clip-stripped, adjacent to related categories, and visible at service areas or the cash. Ideal items are high-margin products priced under $10.

And the longer a customer stays in the store, the more they’ll see, and the more they’ll buy.

(This article, penned by merchandising expert Rob Wilbrink, is excerpted from our sister publication, Hardlines Home Improvement Quarterly. Full story in the latest issue, in the mail right now to dealers across Canada! —Editor)

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The Building Supply Industry Association of B.C. has presented the Industry Merit Award to Brian Higgins. Higgins was general manager of UAP Inc. for Ontario in the 1980s before overseeing the national launch of the Autopro franchise. Settling in Victoria in 1986, he set up a Beaver Lumber franchise and married his wife and business partner Sylvia in 1989. The Higgins’ franchise moved to the Home Hardware banner in 1995 and relocated to Victoria West as BayWest Home Building Centre. It operated under that name for a decade before joining RONA as BayWest RONA. Brian and Sylvia sold the business in 2015 and retired.

Norske Tools Ltd., a manufacturer and distributor of power-tool accessories (PTAs) for professional users across North America, has announced that Claude Dion has joined as sales director, Eastern Canada. Dion has a broad range of experience in the power-tool accessory category, both from a buyer and vendor perspective. He has worked at BMR, Home Depot, Innovak, and RONA and Réno-Dépôt before joining the Norske team.

Sears Canada is shaking up its organizational structure under the guidance of executive chairman Brandon Stranzl, with Heywood Wilansky, a veteran CEO of several retailers and a director of the company, newly named as senior advisor for merchandising, marketing, and retail. The company is focusing on four components of its corporate strategy. “Sears 2.0” is updating the banner’s retail layout with a view to increasing inventory turnover. Initium Commerce Lab is an initiative to develop technologies in support of Sears’s current business as well as improving its e-retail platform. At the same time, the company is targeting its real estate portfolio and cost structure for greater efficiency.

Weyerhaeuser Distribution has promoted Brad Brubaker from division inventory manager to area general manager for the Carolinas. A 16-year Weyerhaeuser employee, Brubaker has previous experience with MacMillan Bloedel and wholesale/retail cedar sales in Canada.

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CLASSIFIED ADS

Job Title: Territory  Manager, Schlage (Two Opportunities)

• Territory Manager, Ontario
• Territory Manager, Western Canada

Company Profile
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin, is hiring two Territory Managers (Western Canada and Ontario). 
Position Summary
Reporting directly to the National Sales Manager, the ideal candidate is a self-motivated, driven sales professional with a passion for excellence.  The Territory Manager, Schlage Canada, is part of an energetic team responsible for developing our growing Schlage residential business across Canada.  They are detail oriented, strategic and analytical with the ability to think outside the box.
Responsibilities

• The successful incumbent will be responsible for managing the sales growth of the sales region through effective account management. This includes store resets, new store coordination, store walks, event implementation and special projects.
• Grow market penetration by developing strong relationships with assigned accounts store level associates, Department Managers and Store Operators and Managers.
• Develops a territory business plan and customized business plans for assigned accounts, promotional activity, shelf management programs, product training, investment strategies, and revenue goals.
• Utilizes existing marketing programs to maximize market-share growth and ensures that selling strategies align with revenue and profit goals outlined in Annual Operating Plan.  Responsible for meeting budget and expense parameters for optimizing operating profit.
• Supervises and manages the development and execution of the regional field sales team.
• Represents Allegion Canada with the highest integrity.   Conducts regular business reviews and other analyses to be able to make recommendations that will improve our business performance.
• Represents Allegion Canada at national, regional, and local dealer and builder shows as required.

Knowledge/Experience Required: 

• 3-5 years’ experience in a sales and marketing role
• University or college degree in Sales and/or Marketing
• Good attitude and good work ethic and willing to learn
• Exceptional computer skills
• Strong communication and written skills. Bilingualism is an asset
• Must possess a valid driver’s license
• Must be willing to travel up to 45% of the time
• The ability to multi task and handle various priorities
• Strong ability to work in a collaborative, supportive way
• Experience with both electrical and mechanical door hardware an asset

If you believe you have the skill set that matches our position requirements please apply using the links below.
https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Calgary-Canada/Territory-Manager---Alberta_JR4824-3

https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Territory-Manager---Ontario_JR4738-6

For more information please visit Allegion.com.
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Rep or Distributor Wanted
U.K.-based manufacturer seeks rep or distributor for Canada and North America for new product line. Products are absorbent rolls to protect houses from excess surface water flooding. Looking for existing distribution network into the large retailers such as Home Depot, Lowe’s. Potential for own branding of products for distributor. Contact: info@ubersorb.com

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TERRITORY MANAGER POSITION AVAILABLE