Hardlines Weekly Newsletter

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Beverly Allen, Publisher
| Brady Peever, Client Services | Michael McLarney, Editor | admin@hardlines.ca | 416-489-3396 | hardlines.ca



August 2, 2010, Volume xvi, #31

“Anyone can cut prices, but it takes brains to produce a better article.”
—P.D. Armour (American businessman, founder
of the meat-packing company Armour and Co., 1832-1901)


  Summer Publishing Schedule:

HARDLINES will NOT be published Aug. 9, Aug. 16 or Aug. 30. We will publish on Aug. 23 and anytime something big comes up. So make note of these dates, book your shrink or golf game now to make up for the off weeks, and remember that the World Headquarters remains open through it all. —Michael

Moffatt & Powell joins RONA

 BOUCHERVILLE, Que. — RONA inc. has signed a significant independent retailer to its dealer-affiliate network. This time it’s London, Ont.-based Moffatt & Powell Limited, a strong player in the contractor market in Southwestern Ontario – and the first member of the Independent Lumber Dealers Co-Operative (ILDC) to join RONA.

Moffatt & Powell has five stores located in London, Mitchell, Strathroy, Tillsonburg and Watford, Ont. They range in size from 2,500-7,500 square feet and generate in excess of $30 million in annual retail sales.

Moffatt & Powell is co-owned by David Powell, who is in the process of turning over management to his daughter, Nancy Powell Quinn, who has recently been promoted to Vice President, and her husband, D'Arcy Quinn.

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Orgill expects more Canadians at its next market

MEMPHIS — Despite a continued slowdown in the U.S. economy independents, as in Canada, are faring better than the home improvement industry at large.

And that’s just who hardware wholesaler Orgill caters to.

“We’re experiencing double-digit growth at Orgill, which is unbelievable in this economy,” says Jerry Cardwell, Vice President Corporate Development at Orgill. Cardwell is expecting that strength to be reflected at the company’s dealer market, being held in Chicago Aug. 12-14. He adds that a number of dealers from other wholesale banners, such as Ace and True Value, are coming to see what Orgill offers.

“Our programs continue to evolve to support independents and that’s our strength,” he says. “We offer good programs, good prices and good services.”

“We expect a record number of folks from Canada this year,” says Cardwell.

That focus on the independent is what is attracting a number of Canadian dealers. Orgill has been shipping to a growing number of independents over the border in recent years, as it evaluates the Canadian market.

Last year, Canadian independents, including members of groups such as TORBSA and Castle, went down to check out the Orgill market. This year’s show will include several new product launches and a complete 30,000-square-foot farm, ranch and hardware store right on the show floor.

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Marwood educates end users with online product knowledge

FREDERICTON — As Marwood Ltd. continues expanding, it is also looking for ways to understand its customers better. According to Dave Harris, Vice President of Sales and Marketing for the family-owned building products manufacturer, whose origins date back to the 1920s, that has meant everything from fine-tuning its distribution across the country to creating a new website.

The company has its roots – and six facilities – in Atlantic Canada, selling into both retail and industrial channels. However Marwood products are sold coast to coast. “We’re fortunate to be a vendor of record for both CanWel and Broadleaf, meaning we’re in all markets across Canada,” he says, referring to the recently merged national wholesale distributors. The company even sells internationally, with customers in the U.S., the U.K. and Europe. For example, Marwood has been selling FSC-certified pressure-treated deck accessories to B&Q, Britain’s largest home improvement retailer, for the past 12 years.

But even with its supply chain firmly in place, Marwood continues to enhance its logistics and increase its marketing efforts. A new website reflects the company’s efforts to get more sophisticated – and more in touch with its dealers, while resisting the opportunity to sell direct. “It’s taken a great deal of effort over the last five years for us to better understand our dealers’ business and make the necessary changes to ensure that we remain relevant,” says Harris.

The website, with its slogan, “Build Something Beautiful,” was designed as an aid for Marwood’s dealer customers, one that provides product information for the end user that comes into their stores. “More and more, those end users want to buy based on the research done online,” Harris adds. “So the website just really supports the retailers by offering information on the products.”

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Europeans try out winter barbecuing

COLOGNE , Germany — Firing up the barbecue in the winter, long a staple of Canadian life, is an idea whose time has come in Europe, it seems.

It’s just one of the things being spotlighted at the upcoming garden and outdoor show, spoga+gafa, being held here Sept. 5-7. Other innovative sales and merchandising ideas are being featured in the show’s “boulevard of ideas,” a showcase for point-of-sale concepts presented jointly by the fair and the trading agency Kom:pakt.

Practical inspiration is presented in six themed areas presenting products for all four seasons, including firing up the grille in the winter and growing vegetables in the summer.

“The challenge is to ensure that customers begin to experience the garden lifestyle while they are still walking through the furniture store, garden centre or DIY store,” says Oliver P. Kuhrt, Executive Vice President of Koelnmesse, which owns the show. “On the Boulevard at spoga+gafa this year there will be many innovative ideas and inspirations showing how product ranges that belong together can be jointly presented.”

(For more information about the upcoming spoga+gafa trade show, click here.)

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Affluent consumers spend more on home enhancement

STEVENS, Pa. — For sales of luxuries like garden and outdoor items, linens and bedding, 2009 was a rocky year. Far fewer affluent consumers purchased items from this category, according to the latest report from Unity Marketing.

However, those who made purchases spent on average 50% more than they spent on luxuries for their home in 2008. “The contraction in the percentage of “affluents” buying home luxuries – from 52% in 2006 to 41% in 2009 – is a cause for concern for marketers,” says Pam Danziger, President of Unity Marketing and author of the report. “However, significantly higher levels of spending from affluents who did make a home luxury purchase should have a moderating effect for marketers.”

Affluent home owners invested in sprucing up their homes in 2009, helping home improvement retailers to increase their share of high-end sales of furniture, lights and floor coverings. In addition, says Danziger, “all things luxury for outdoor living got a boost in 2009. From outdoor furniture and power equipment to lighting and barbecues, luxury consumers invested more in their outdoor living spaces."

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Papaiz of Canada sold to Addalock Inc.

WOODBRIDGE , Ont. — Papaiz of Canada has a new owner. The Brazil-based lock manufacturer, which is owned and operated by the Papaiz family, has had distribution in Canada since 1976. However, in recent years the company has been restructuring and selling off its distribution operations around the world to concentrate on manufacturing. Papaiz of Canada is the last of these operations to be sold.

But the company here remains in familiar hands. The new owner is Shai Rappaport, who managed Papaiz of Canada for 18 years before leaving in 2005. He was approached by the Papaiz group to purchase the Canadian operations and the deal was finalized in July.

Operating as Addalock Inc., the company continues at the existing Papaiz location. “My first objective is to make sure that all the existing customers are looked after and that the transition will be very smooth,” says Rappaport. (sales@addalock.com)

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15 Year Profile: Mike Trottman

Who we’ve met at the HARDLINES Conference

As we approach the 15th Annual HARDLINES Conference on Oct. 28 & 29, we will spotlight people who have been attending the Conference over many years. Our thanks goes out to all of them – and all of you – for your unflagging support! —Michael

Mike Trottman
VP Sales & Marketing – Canada, Knape & Vogt Canada Inc.

In 1995 I had just returned to Intercraft Industries, a division of Newell Industries, as Director of Sales & Marketing. It was a time when HARDLINES was also just beginning. I met Michael at one of his reception/networking opportunities. It was one of the first times I experienced the benefit of “networking”, which I have since made an important part of my life and daily routine.

Today I am the VP Sales & Marketing for Knape & Vogt Canada, a hardware company which manufacturers drawer slides, kitchen & bath accessories (Real Solutions), KV shelving & brackets, Ergo office products, storage organization systems and other hardware related items.

HARDLINES has been a part of my weekly routine for almost the full 15 years. I read each issue every Monday morning first thing to catch up on industry happenings and people moving around. HARDLINES has evolved from a gossip newsletter into a broad information vehicle supplying market information, networking opportunities, educational programs & conferences, job postings and much, much more all while having fun, which has always been one of Michael & Bev’s major components of their success.

The HARDLINES Conference always brings together some of the most interesting and important people who impact our industry. The speakers from all over the world always have stories, both successful and unsuccessful, which we can all learn from and take back to our own companies. Mixed in with all the learning, the conference offers excellent opportunities to network and get close to many of the leaders of our industries.

Many times the conference has given Michael a chance to show his musical side with his harmonica playing, which will always be a fond memory for me. Michael has always been a trend setter and his tee-shirt under his jacket changed the look of a stuffy old shirt & tie group into a casual, more comfortable business attire. We will always be thankful to him for doing that.

HARDLINES has always been a friend to anyone in the industry who wanted to communicate to all the key people with professional, focused, fact-based knowledge and information. You are the “eyes & ears of the industry”.

Early Bird Rate Registration

View the Agenda
Conference Overview
Sponsorship Information



Brand Manager

Major consumer packaged goods company is seeking a creative, dynamic, “hands –on” marketing professional to manage marketing activities nationwide. Reporting to the General Manager & working with our sales managers, you would be responsible for planning, coordinating and implementing marketing/ sales programs and customer marketing initiatives to support our brands, including marketing strategy, promotions, sales support programs & the communication mix – plus contributing to strategic customer planning .

Qualified candidates would have a minimum of 7-10 years combined consumer brand marketing experience within a consumer packaged goods environment. Preferred background would include advertising, market research, consumer/marketing data interpretation, packaging development, product introduction, promotion, public relations and sales processes. Working knowledge of the various trade channels would be a definite asset.

Proficiency with Microsoft applications mandatory.

See our website at www.wd40.com for further company information.

Respond by fax or e-mail only by August 18th. 2010.

WD-40 Company (Canada) Ltd
.Fax: 416 622-8096
Email: gencan@wd40.com



CONAIR , a global leader in personal care and small kitchen appliance products, located in Woodbridge, Ontario, is seeking a NATIONAL SALES MANAGER to oversee the sales department of the Canadian Personal Care Appliance Division.

Attractive compensation package – salary, performance bonus, car allowance, benefits.


  • Overall management of the company’s major retail customer relationships.
  • Sales focused, entrepreneurial
  • Excellent negotiation skills
  • Customer service oriented
  • Able to seek out new opportunities and new channels of distribution.
  • Manage all sales employees as well as sales agents.
  • Team Builder - must be a good motivator
  • Ability to provide mentorship and leadership and make key decisions
  • Meeting growth objectives and managing a budget
  • Effective communicator both internally and externally.
  • Very detail oriented, organized and disciplined, attention to accuracy
  • Excellent analytical ability
  • Able to work to deadlines and schedules
  • Self starter – able to work with little supervision


  • Minimum 10-15 years experience including 5 years in a senior sales management capacity
  • Knowledge and experience in the consumer goods industry
  • Extensive sales experience with National Retailers
  • Post secondary undergraduate diploma/degree in business or equivalent
  • Proficient in MS Office including Excel, Word & PowerPoint

Please submit résumé via email to:
Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca




  • A conscientious, highly motivated manager with a results-oriented track record in developing new business. view this resumé Back to top
  • A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. view this resumé Back to top
  • National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé Back to top
  • Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. view this resumé Back to top
  • An experienced merchandising executive possessing passion, vision, and a strategic approach to delivering bottom-line. view this resumé Back to top
  • Results oriented sales professional with a strong record of achievement in strategic and tactical roles. view this resumé Back to top
  • Senior sales/marketing leader with experience in all classes of trade wishing new HARDLINES career. view this resumé Back to top
  • Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé Back to top
  • Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé Back to top
  • Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé Back to top

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