August 7, 2017 Volume xxiii, #31

“The habit of reading is the only enjoyment in which there is no alloy; it lasts when all other pleasures fade.”
—Anthony Trollope (British novelist, 1815-82)

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SUMMER PUBLISHING SCHEDULE: HARDLINES will not be published on August 14 or 21. We resume our regular publishing schedule with our August 28 edition. Meanwhile, the World Headquarters remains open during this time.
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TIMBER MART becomes home improvement partner of Canadian Football League

VAUGHAN, Ont. — TIMBER MART has joined forces with the Canadian Football League as the official home improvement partner. The buying group entered into a three-year sponsorship that will yield national exposure both online and in-stadium for the TIMBER MART brand and its member-dealers. That exposure will be placed across multiple sports media outlets and CFL broadcasts at post-season games, including the Grey Cup championship game.

“Our partnership with the CFL will provide our members with the opportunity to leverage exposure of the TIMBER MART banner to increase their local brand awareness,” says Jon Irwin, TIMBER MART vice-president of member services. “We are excited to be officially partnered with the CFL and look forward to a mutually beneficial partnership for years to come.”

“The innovative and entrepreneurial spirit that makes up both our organizations is reflected in our fans across the country, and we know this partnership will build great things to serve those fans,” says Tyler Mazereeuw, CFL vice-president of corporate partnerships.

The games are available in Canada on TSN and RDS, and on SiriusXM radio. Tickets for this year’s 105th Grey Cup, which will be held in Ottawa on November 25th, are reportedly almost sold out. Last year’s Grey Cup was one of the country’s biggest televised events with 10 million unique viewers tuning in.

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Home Depot sees growth in power tools, LED, outdoor products, and flooring



BOSTON — Home Depot executives gave some clues to the company’s growth vectors at a recent investor conference. Ted Decker, EVP, merchandising and Paul Deveno, regional vice president of New England for Home Depot, shared the company’s passion for product innovation at the Oppenheimer 17th Annual Consumer Conference in Boston.

“We always talk about [how] we want to be number one in product authority for home improvement, and it’s the innovation and the value that we bring that I think differentiates and has differentiated Home Depot,” said Decker.

While new products are part of every department, some categories are being redefined by new technologies and innovation. Decker pointed specifically to lithium-ion battery technology for power tools. Features like longer run times and the reliability of brushless motors make cordless products really appealing to heavy users, including pros and contractors. They can, he observed, get through a work day on just one or two charges.

And that technology has expanded effectively to outdoor power, especially gas-powered tools, making them lighter, more reliable, and easier to use and maintain. They are also more environmentally friendly, said Decker.

“This technology is really transforming the industry and it’s going into—it’s unbelievable what it’s going into. Vacuum cleaners, paint sprayers, pneumatic nailers are becoming battery-powered, so you don’t need the compressor and the hose,” Deveno added. “And just imagine the job site set-up.”

Another growth category for Home Depot is in LED lighting. Here, Decker said, light fixtures are now being designed to accommodate this new technology, “so the possibilities of design are incredible, how the light is part of the actual fixture...”

But one of Home Depot’s best performers in Q1 was flooring. “Flooring right now is one of our absolute strongest categories, said Decker. “We reported in the first quarter double-digit comps in our flooring business and it’s both in hard surface and soft surface.” But even here, he said, technology is at work, as carpet can now be extruded with the colour right in it, rather than having to dye the yarn. The chemical properties of these carpets make them stain proof and pet proof.

Advances on the hard-surface side include is a solid-core vinyl flooring that can be used like a laminate. This product can be used in basements that are prone to saturating water and flooding. “We now have solid-core vinyl flooring, which is nearly as rigid as a piece of laminate or wood. It’s 100% waterproof,” said Decker.

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Colombian dealers face rise of big boxes, urged to make their stores destinations

BOGOTA, Colombia — Smaller hardware stores are still widespread in South America’s third-largest economy. And the culture of Colombia, with a ready pool of affordable labour, does not have the same DIY customers that drive North American home improvement sales. Nevertheless, those dealers were urged to focus on a number of strategies to ward off the rise of big boxes there.

The advice came from our own editor-in-chief, Michael McLarney, who was invited down to present at Expo Fierros, the country’s trade show and conference for the hardware industry. He suggested that dealers develop a presence online, improve their stores’ merchandising, and find niches that can make their businesses destinations that differentiate them from their competitors.

McLarney also recommended investing in employees—providing them with training such as the online courses available from the North American Hardware Association—and offering ways to increase staff loyalty and decrease turnover. They can include profit sharing or rewarding key personnel with shares in the business.

Buying groups are a relatively new concept in Colombia and McLarney encouraged dealers to explore this model as a way to ensure their longevity. The main big box competitor in South America is Sodimac, which, in Colombia, is co-owned by the Corona Group. Sodimac is reportedly getting more aggressive about expansion in Colombia, and may begin rolling out a smaller-store concept called Express, which would increase its competitiveness against smaller independents.

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Colombia’s tiny hardware stores: a lesson in co-operation and convenience


BOGOTA, Colombia — An invitation to Bogota, Colombia, to speak at Expo Fierros, the hardware conference and trade show for the Andina region of South America, became an introduction for this editor to see hardware retailing that is unlike anything in Canada. Yet, there may be some lessons Canadian retailers could learn.

Unlike Canada, where more than half of all retail sales are generated by just four retail groups (source: 2017 Hardlines Retail Report), the majority of stores, called ferreterias, are family-owned and small. Very small. The day after the expo, I got to see some of those stores first hand. The two brothers who own the publishing company that puts on the show, Marcelano and Mariano Arranga, took me on a tour through Bogota, a city with twice the population of Toronto and 12 times the size of Vancouver.

Nor did we drive anywhere. Depending on the neighbourhood, stores can be found on every block. I, in turn, found myself being led on a walking tour by the Arranga brothers that lasted for more than three hours.

A typical store is little more than a store front, often no more than 10 or 12 feet wide. A sliding partition, like a garage door, goes up and reveals a counter that runs the width of the store. One or two people might sit behind that counter, with only a few feet of space behind them. But that space is crammed with products.

Many of the stores are highly specialized, and clustered together, creating something of an outdoor mall experience. On one block, a row of storefronts specialize in electrical products. One carries electrical connectors and wiring, another lightbulbs and nothing else, while yet another is dedicated only to commercial lighting fixtures and tubes.

A couple of stores we visited did have a wider range of products. In one case, the store ran straight back narrowly from the street for about 75 feet. All along the hall were nooks and anterooms and we found ourselves squeezing sideways to fit into more than a couple of those spaces, which were all filled with products. One had huge spools of wire and cable, while another was stacked high with bags of cement.

Colombia―and South America in general―has one dominant big box chain, Sodimac. Based in Chile, that company has been making gains in Colombia through an alliance with a domestic wholesaler, the Corona Group. Another smaller chain, with home centres of its own, is Ferricentro. It has six stores throughout Colombia’s northern region, including one in Bogota. That store is stacked on four storeys, with a product mix aimed at pros and industrial contractors. Its closest comparison in Canada might be to the Reno-Depot chain, which is part of Lowe’s Canada.

Colombia’s retailers do not, for the most part, organize as part of buying groups, though a new organization, Red Ferretera, founded two years ago in Santiago de Cali, has managed to rally 50 ferreterias there to combine buying power and begin seeking negotiations with the vendor community in Colombia.

Nor does the country have an association representing retailers. I was asked many questions about the value of the North American Retail Hardware Association in Canada, and the range of training courses it offers for employees to improve everything from product knowledge to sales skills.

Based on the growth of big boxes in Colombia, the dealers there will face tougher, more organized competition in coming years—a trend faced by Canadian dealers since the mid-1990s.

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International garden fair spoga+gafa ramps up with appeal to North Americans



COLOGNE, Germany — The international garden fair spoga+gafa is slated to feature more than 2,000 exhibitors from 59 countries this year. The annual event is a showcase for outdoor living and lawn and garden trends from around the world.

The show is owned and operated by Koelnmesse GmbH and both it and its sister event, Eisenwarenmesse, the International Hardware Fair, are being driven by a young, energetic management team. Stefan Lohrberg, the new project manager for spoga+gafa, along with Matthias Becker, project manager for Eisenwarenmesse, the International Hardware Fair, are both keen to attract overseas visitors—and Canada is one of their priorities.

Sections of the garden fair’s more than 2.4 million square feet of space will be divided into product themes: Garden Living, Garden Unique, Garden Creation & Care, and Garden BBQ. Aside from these main product themes, exhibitors will be on hand with smart gardening tools, outdoor kitchens, and battery-powered products. Manufacturers will also conduct product presentations.

“In the garden furniture, grill, and outdoor decoration sections, spoga+gafa has the world’s largest coherent offering and that is unique,” says Katharina Hamma, COO of Koelnmesse. “With an over 80% share of foreign exhibitors, spoga+gafa is once again achieving a fantastic result and is thus underlining its position as the leading international garden fair.”

(To learn more about the event and to register, click here.)

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Down memory lane: industry veteran’s summer reading for the hardware industry



LEWISPORTE, NL — Laurie Blackwood Pike has been a familiar face in the hardware industry in Atlantic Canada for more than four decades. Having worked on dealer development teams for everyone from Cochrane-Dunlap to Ace Hardware, and most recently Home Hardware, he’s likely visited just about every hardware store down east. He also had a store of his own in the mid-1980s.

Now Pike has turned to writing, and his new book, Grandpa Pike’s Outhouse Reader, takes a light-hearted look at episodes from his life—including some humorous tales of his time on the road. One story recalls him being mentored by a seasoned hardware salesman, who warned Pike against drinking too much or getting involved romantically with any of the customers’ employees. On their first night out, that industry “veteran” managed to break both those rules, along with a couple more.

Not all the stories are humorous. Some are poignant recollections of tougher times, such as his arrival in Ontario as a young man after hitchhiking from Halifax in search of work. Here’s an excerpt: “Sleep wouldn’t come, and finally hearing footsteps approaching, I sat up and facing me was one of St. Catharines’ finest, a police officer. He asked me what I was doing and where I was from. I told him my story. I must have looked quite dejected, because he listened and actually sympathized. ‘Come down to the station with me,’ he said, ‘and let’s see if we can figure something out.’ ”

Pike, who adopted the moniker “Grandpa” when his hair turned white prematurely while in he was in his 20s, lives in Placentia, NL, with his wife Kathleen, where he continues to write and play music. (Click here to get your own copy of Grandpa Pike’s Outhouse Reader.)

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Erik Schlaud has moved into a new role at Orgill as Vice President of Sales, Canada division. Schlaud began with Orgill in 1998 as a sales manager. For the past four years, he has led Orgill’s sales efforts in Canada as District Manager and has played a major role in the company’s growth and expansion here. Bobby Massingill, Orgill’s Vice President of sales for the Eastern U.S. Myron Boswell is now responsible for both the Mid America and East divisions in the U.S. Boswell was key to sales development in Canada for several years, particularly in his most recent role as Vice President of Sales for Mid America and Canada. Taking over the reins from Boswell, Schlaud leads the Orgill Canada sales team, consisting of nearly three dozen field service reps and business development managers.

John W. Herbert is the recipient of this year’s German DIY Lifetime Award. The UK native is general secretary of both the European DIY Retail Association and the Global Home Improvement Network. Herbert has been in leading positions with international home improvement retailers for almost 35 years, including time at Home Depot in the U.S. and Germany’s Knauber, whose signature management and customer service style he established. (Herbert will address the annual Hardlines Conference this fall, his only North American stop. If you haven’t yet signed up for this not-to-be-missed event, returning this year to Niagara Falls by popular demand, click here for more information and to register!)

Scott Ride is now the President of H. Paulin & Co. Ltd., since the retirement of former President Richard Paulin on July 1. Ride was formerly COO at the company. H. Paulin was acquired by the Hillman Group in 2013.

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CLASSIFIED ADS

Spancan, the industry leading Hardlines Buying Group has an exciting opportunity for a Director of Purchasing based in our Ajax, Ontario office. This position is responsible for coordinating the purchase decisions for the members of the group including Federated Co-op, TIMBER MART and ILDC. The individual will organize and oversee annual negotiations, be the key contact for both vendors and members and prepare the critical analysis used for the groups buying decisions. A business degree along with 7+ years purchasing experience, preferably in the Home Improvement Industry. Must be an excellent communicator and have strong Microsoft Office and presentation skills. If interested please forward your resume to resume@spancan.com. All responses will be held in complete confidence.

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Sales Service Representative(Saskatchewan) 
Sherwin Williams Consumer Brands Group Canada 

Sherwin-Williams is the largest paint and coatings company in the world. With $15.8 billion in sales, more than 4,100 stores and 140 manufacturing and distribution centers worldwide. Our 60,000 employees across the globe are diverse, innovation and passionate. With a variety of rewarding and challenging opportunities, Sherwin-Williams is a great place to launch and grow a career. Find yours and join us today. 

Job Responsibilities: 

This position is required to grow top lines sales at assigned home improvement stores within a geographic territory. Provide merchandising and sales support at Home Centre(s) that carry Consumer Brands products. Conduct product knowledge training and in store demo’s . Shelf maintenance including down stockings, inventory management and installing/maintaining promotional displays. Complete weekly paperwork including expense reports and call schedules. Utilize the CRM system to document sales calls and store visits. Sales Service Representatives will also gather and document competitor intelligence information in the CMR. Ability to conduct product demos to support selling process. 

As Consumer Brands sales professional you will have the opportunity to drive sales, and grow your territory and contribute to the achievement of organizational goals. You will learn a wide variety of selling related skills including planning and conducting effective sales calls, identifying and exceeding customer needs and sales opportunities, inventory systems knowledge, management, expense management, as well as promotional selling and basic marketing. 

Job Requirements: 

Prior experience in Customer Service, Sales, Marketing or other Business related field. 
Ability to work a flexible work schedule which includes evening and weekends. 
Must have a valid driver’s license. 
Strong Organizational & Communication Skills. 
Must be legally authorized to work in the country of employment without needing sponsorship now or in the future for employment visa status. 
Must be at least 18 years of age. 
Must have a valid driver’s license, access to a vehicle and insurance. 
Must be able, with or without reasonable accommodation, to lift and carry up to 50 lbs. 
Must be able, with or without reasonable accommodation, to work all schedule hours, which may include evenings and weekends. 

Education Required: 
High School Diploma or Equivalent 

Preferred Qualifications: 
Bachelors Degree Preferred 

You can search the job https://jobsearch.sherwin.com/en/job-description?jobNumber=170008YZ.

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Founded in 1950, Bailey Metal Products Limited. is a family owned and operated Canadian company. Bailey is recognized as the industry leader, offering building solutions to both the commercial framing and drywall finishing residential markets.

We are hiring for the following positions:

Plant Manager – Calgary AB.
Sales Representative Retail and LBM – Prairies
Outside Sales Representative –Montreal QC.
Sales Manager – Prairies

To see a full list of positions visit www.bmp-group.com/about-bmp2/careers

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Covertech Flexible Packaging , the manufacture of rFoil reflective insulation is looking for an independent Canadian sales rep who has contacts in the home improvement /retail marketplace. www.rfoil.com, www.covertechflex.com

Contact :  John Starr, Vice President /Partner,
                   johnstarr@covertechfab.com
                   416-798-1340 ext 206

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Sales Manager Accounts Sherwin Williams Consumer Brands Group Canada

This position will be responsible for growing top line sales, profit and market share for Consumer Brands and the customer(s) within an assigned territory. This position will also be responsible for the planning, development and implementation of business plans to expand and develop new business opportunities; achieving results by capitalizing on product, pricing and promotion opportunities; position will also work with other cross functional teams and will utilize CRM for sales planning. Additional responsibilities include proforma analysis, P&L analysis, budget management, key negotiations and line reviews.

This position will handle Orgill, Lancaster and YHD. Additional key responsibilities include developing and maintaining a working relationship between distributors and SW CBG sales force and training on the products & programs.

Experience Required:
Prior experience in sales required. This position also requires communication, problem solving, strong time management, presentation and leadership skills.
Prior experience with financial reports & P&L analysis.
Must be legally authorized to work in the country for which you are applying for employment (without now or in the future needing sponsorship for employment work visa and/or permanent residence status).

Basic Qualifications:
High School Diploma or equivalent required

Preferred Qualifications:
Bachelor’s degree in business related field is preferred

You can search the job https://jobsearch.sherwin.com/en/job-description?jobNumber=17000904.

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Positec Tool Corporation is seeking a Jr. Account Manager to work in its Ontario Canada region.

Reporting to the Senior National Account Manager, this position is focused on delivering exceptional service to new and existing customers. It is instrumental in assuring focused and productive communication with new and existing customers as it relates to product information, POS results, sales growth and supply chain. Working with the Canadian Sales Team, you will be responsible for maintaining and communicating relevant market and customer data to the team. You will also be responsible for analyzing customer sales data and identifying opportunities for incremental sales. You will be responsible for resolving complex inquiries from customers, delivering solutions and results.

To apply email your Cover Letter and Resume to jobs@positecgroup.com.

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Job Title: Territory Manager (Retail) - Ontario

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.

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 Account 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 and account expansion. This includes, store conversion, store resets, new store coordination, store walks, event implementation and special projects.
• Grow market penetration by developing strong relationships with assigned accounts Buying team, 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 (Bilingual 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
• We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

If you believe you have the skill set that matches our position requirements please apply using the links below. For more information please visit Allegion.com

https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Retail-Territory-Manager_JR7067-1

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