|
December 10 , 2012, Volume xviii, #47
“When my heart is at peace, the world is at peace.” —Chinese proverb
______________________________________________________________________
HOLIDAY PUBLISHING SCHEDULE:
This is our last issue of the year. HARDLINES will resume its regular publishing schedule in the New Year, with an issue on Jan. 7. However, don’t worry, the World Headquarters remain open until Dec. 21!
______________________________________________________________________
Canac joins TORBSA
 BOLTON, ON — One of the country’s biggest independents has joined Canada’s smallest buying group. Last week, TORBSA confirmed that the Quebec chain Canac has joined its ranks.
The move will double the size of TORBSA’s retail sales by its members and expand significantly the group’s presence in Quebec. TORBSA now has 28 members with more than 60 locations, of which 22 are Canac stores.
Canac's annual sales are estimated to exceed $300 million (source: Hardlines Who’s Who Directory ).
Canac is a major player in the Quebec City area, with headquarters in L’Ancienne-Lorette, across the river from the Capital. While it has been buying on its own for the past five years, Canac was formerly a long-time member of Independent Lumber Dealers Co-operative, whose select group of members represents leading independents in different regional markets. However, as Canac’s expansion in recent years took it farther and farther south, its stores began intruding on the markets of other ILDC members. The ensuing conflict resulted in Canac’s departure from that group in 2007.
TORBSA has been making some changes of its own. Two weeks ago it announced the hiring of Ken Pompey, formerly with TIM-BR MARTS, to actively recruit new members for TORBSA. The addition of Canac will be a key win for the small no-frills buying group and will likely raise its profile—and credibility—considerably.
back to top 
______________________________________________________________________
Lowe’s wants to be “number one or number two” in Canada
MOORESVILLE, NC — Lowe’s president, chairman, and CEO Robert Niblock says expansion in other countries must be done with an eye to cultural and political sensitivities. No doubt talking about the company’s recent failed bid for RONA inc. (ya think? —Editor), he says that Canada nevertheless remains an important market. However, with expansion going slower here than anticipated, Lowe’s needs, he says, “more scale.”
Speaking last week at Lowe’s Analyst and Investor Conference, Niblock said, “Although Canada remains a very consolidated market, we see opportunities. With a market worth an estimated $40 billion, we foresee an opportunity to grow there.”
Niblock said that could happen in three ways: the construction of more big boxes, the erection of alternative (smaller or dealer-owned) formats, and other acquisitions. “We want to be number one or number two in the Canadian market eventually.”
back to top
______________________________________________________________________
RONA will shed assets to meet strategic priorities
BOUCHERVILLE, QC — RONA has issued an update to its strategic priorities, emphasizing a focus on core competencies. These include the disposal of “non-core assets” to free up cash. In a release, the company commits to simplify the “complexities” that abound in its business.
Those three priorities are: to leverage the strengths of its core businesses; grow key customer segments through a more compelling value proposition; and unlock the profit potential of a simplified business model.
According to Dominique Boies, acting president and CEO of RONA, who joined the company just over a year ago, “RONA has grown through a series of strategic acquisitions to expand its footprint, consolidated the market to introduce scale, and developed various store formats to support its leading position in Canada.” That growth, however, meant putting a lot of different companies together that have different operating platforms, inventory systems, and even SKU numbers. These new strategic priorities appear to be addressing those issues.
“RONA’s nationwide growth did not come without a certain level of complexity,” Boies admits. “The focus on our three strategic priorities will enable us to simplify our business model, reconnect to our roots as one of Canada’s best distributors, clarify the value proposition for our retail and professional customers, and therefore enable us to maximize the value of our core businesses.”
back to top
______________________________________________________________________
Allroc seeks growth through streamlining
CALGARY — Still feeling the effects of the slowdown in the U.S., Superior Plus is retooling its construction products business, much of which is based in the U.S. The construction products division includes the Allroc buying group and the group’s chain of outlets under the Winroc name. According to Paul Vandenberg, president and CEO, the focus for the next two years will be on improving internal performance.
Speaking at Superior Plus’s third-quarter meeting of investors, he explained that Allroc, like many other companies in home improvement, does not foresee growth through new points of sale. The commercial business, said Vanderberg, “remains challenging, though it is expected to pick up in the U.S., [with] an 18-month lag with residential.”
So for the next two years the company will focus, not on end-use markets, but on improving internal performance. “Improvement with end-use markets would be icing on the cake,” he added.
It is also looking at the performance of its existing outlets. That includes, in Allroc’s case, closing some locations and relying onwhat Vanderberg calls a “hub and spoke” approach to serving local markets.
back to top
______________________________________________________________________
Home Depot, Lowe’s add appliance lines
ATLANTA & MOORESVILLE, NC — Both Home Depot and Lowe’s have ramped up their appliance offerings, getting ready for 2013. Lowe’s will introduce the LG brand, including refrigerators, washers, dryers, dishwashers and ranges. The new lines will be available after January, in the company’s first quarter.
Lowe’s Canada already carries some LG product lines, which turned into a lead-in for wider acceptance of the brand in the U.S. According to Joanne Elson, spokesperson for Lowe’s Canada, the company on both sides of the border, “regularly share best practices and leverage existing vendor relationships for new product offerings.”
“The existing Canadian partnership,” she adds, “amongst a wide variety of other factors, helped to establish the U.S. partnership with LG appliances.”
Starting this past weekend, Home Depot is expanding its home appliance offerings to include products from Samsung Electronics America. The appliances will be available to be ordered in Home Depot stores through the U.S. and on homedepot.com.
Home Depot Canada, however, would not confirm any plans for Samsung here.
Both companies see appliances as a key growth area, with an opportunity to take market share from traditional mass merchants like Sears. Back in July, Home Depot added Whirlpool, Electrolux, and Frigidaire in a limited number of U.S. stores and on homedepot.com. More than 3,000 appliances are available through the company’s Depot Direct delivery network, which are delivered free of charge and installed within five days of purchase.
back to top
______________________________________________________________________
Classifieds
VICE PRESIDENT, SALES - TORONTO OR VANCOUVER
Black Eagle Executive Search, Oakville, ON, is conducting this search on behalf of its client, Phantom Screens www.phantomscreens.com. With head office in Abbotsford, BC, Phantom Screens has rapidly grown to become North America’s leading provider of retractable screen solutions, expanding from a small local operation to a multi-national company with an extensive network of Authorized Distributors throughout North America, and also rapidly expanding in the UK, Australia, Mexico, and other international locations.
The company is looking for a VP Sales located in either Toronto, ON or Vancouver, BC to develop, plan and implement the overall sales direction and associated strategies throughout the organization. Attractive compensation package including salary, performance bonus, and benefits. Reports directly to the CEO.
POSITION RESPONSIBILITIES:
- Create, recommend and implement annual and long-range strategic plans that support business development and the achievement of the organization’s long-term goals.
- Increase sales to deliver profitable growth
- Develop and manage revenue goals for all Sales Channels - Distributor network, National accounts including Big Box, International, and OEM.
- Manage key customer relationships and be actively involved in the closing of strategic opportunities.
- Develop the annual sales revenue budget
- Develop and manage sales expense budgets
- Work closely with the Marketing Services team to establish successful channel and partner programs. Communicate market trends, competitor activity, distributor and end-user needs.
- Coach, mentor and inspire internal and external sales teams.
- Define and coordinate sales training programs
- Define and oversee incentive programs that motivate the sales team.
- Ensure the Customer Relationship Management program is implemented and fully utilized.
- Work closely with the CEO, the Management Team and other senior managers
KEY COMPETENCIES
- Dedication to championing the organization’s values, vision and mission in the marketplace.
- Highly developed analytical skills
- Superior interpersonal and communication skills
- Ability to effectively lead, coach, and motivate employees
- Equally comfortable working independently or as a contributor in a team environment.
- Extensive experience in sales contract negotiations.
- Proficient in the use of the Microsoft Office Suite of programs
KEY QUALIFICATIONS
- Bachelor’s degree with a business concentration. An equivalent combination of education and experience may be considered.
- Minimum of 10 years sales experience, at least 5 of which must have been in a senior management position controlling multiple sales channels and working with C-level executives
- Knowledge and experience in the consumer packaged goods industry. Experience in the home improvement industry is an asset.
- Detailed knowledge of distribution networks
- Experience in selling internationally outside North America
- Bilingual (English/French) not required, but would be an asset.
- Ability to travel extensively
Please submit résumé via email to: Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca
Only candidates of interest with be contacted
back to top
______________________________________________________________________
Resumés
-
Professional with over 25 years of experience in Sales, Marketing, Merchandising and Administration view this resumé 
-
Marketing professional with over 10 years experience looking to secure a new full-time position. view this resumé
- A Sales Professional with over twenty years of experience.view this resumé
- Experienced District Manager with a proven track record with several national chains. view this resumé
-
A relationship builder who passionately sells for profit through quality service view this resumé
-
A conscientious, highly motivated manager with a results-oriented track record in developing new business. view this resumé
-
An experienced merchandising executive possessing passion, vision, and a strategic approach to delivering bottom-line. view this resumé
- Senior sales/marketing leader with experience in all classes of trade wishing new HARDLINES career. view this resumé
- Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
- Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
- Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé
back to top
|
