December 4, 2017 Volume
xxiii, #46
I don’t take on big things. What I do, pretty much, is make the big things small and the small things big.
—Larry David (American comedian, writer, actor, and TV producer, 1847- )
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HOLIDAY PUBLISHING SCHEDULE: We’ll publish monthly in December, so there will be no issues of HARDLINES on December 11, 24, and January 1. We’ll return to our regular weekly schedule with the January 8 edition.
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Home Improvement eRetailer Summit brings e-commerce leaders together
ORLANDO, Fla. — The second annual Home Improvement eRetailer Summit was held last week, bringing together manufacturers, distributors, and pre-qualified online retailers interested in increasing online sales of home improvement products through collaboration and partnerships. Participating companies included BuildDirect, eBay, Sustainable Supply, Supplyhog.com, and Sears.com and Kmart.com.
The event, which was held at the Rosen Shingle Creek hotel in Orlando, Fla., offered an intimate environment for vendors and retailers alike to learn from each other and network to develop online strategies for mutual growth. The summit included a day of presentations by leading e-commerce companies, with a keynote by Alyssa Steele, divisional merchandise manager for home and garden at eBay.
Retailers were looking for ways to meet the next challenge of online retailing, including the move by manufacturers to sell direct on Amazon or other e-commerce market places. Vendors in the room expressed their interest in growing their sales with legitimate sellers such as eBay and in finding strong, branded products that can be sold on an exclusive or proprietary basis.
Information sessions were presented against the backdrop of some harsh competitive realities: Amazon currently represents 7% of U.S. home improvement sales, but accounts for fully one-third of all e-commerce sales. Should the online retail giant decide to close that gap by pursuing a more concerted strategy for home improvement products, traditional bricks-and-mortar retailers could face even greater challenges. Meanwhile, Home Depot and Lowe’s combined could account for $40 billion in online sales within just four years.
Elizabeth Ragone of Lenox, an online seller of dinnerware and kitchenwares, talked about the importance of telling stories to help sell products. She made the point that content is key for communicating not just the benefits and features of a company, but for reflecting the cultural values of the company itself. “Create an experience,” she urged delegates.
Steele from eBay explained that a new generation of homeowners are making families and looking for home improvement and décor products. They will need to be catered to, she noted.
The underlying concern among delegates was the need for the traditional hardware and home improvement industry to catch up to the realities of online selling. That includes large products such as flooring, roofing, and other building materials, something that companies like BuildDirect already specialize in.
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RONA makes big gains in Ontario with recruitment of six-store chain
BOUCHERVILLE, Que. — Doidge Building Centres Ltd. and Mahood Lumber Company Ltd., which collectively are part of the Doidge TIMBER MART family of stores, has joined RONA. There are six locations in Ontario―in Kincardine, Miller Lake, Bracebridge, Bradford, Welland, and Fort Erie. The stores, which previously operated under the TIMBER MART banner, range from 6,000 square feet to 16,000 square feet of retail, with yards ranging from 2.5 to 12 acres per store. All locations have a mix of retail and contractor customers.
Owner Dennis Doidge cited a desire to step up the stores’ e-retail, marketing, and branding as a motivation for the change.
“Our decision to change banners was based on the fact that we felt we were falling behind in the areas of e-commerce, marketing and branding. After careful consideration and discussions with all the major buying groups in the industry, we concluded that RONA was the one company that could give us the tools we need to better compete in this ever changing industry.”
The company likes to point out the success of its stores as reflected in the fact that the Kincardine location is a past recipient of the Hardlines Outstanding Retailer Award for Best Building Supply or Home Centre under 10,000 square feet.
Dennis and his wife Kathryn purchased the Miller Lake location in 199. Over the years, the Doidges have added five locations in Central and Southwestern Ontario. “The synergies between the six stores work very well. Whether it is shared trucking, purchasing, or staffing, the efficiencies are there,” said Doidge. “We look forward to working with RONA to continue my expansion into additional stores and new markets.”
Lowe’s now has a network of more than 430 stores under the RONA banner. These consist of both corporate stores and independent affiliated dealers. It is also growing its ranks of independent dealers under the Ace banner, of which there are now more than 80 in Canada.
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Alexandria Moulding acquires U.S. moulding company
ALEXANDRIA, Ont. ― Moulding and millwork maker Alexandria Moulding has acquired House of Fara, based in LaPorte, Ind. Founded in 1961 by the Fara family, the company manufactures standard, decorative, and embossed hardwood mouldings, in addition to other specialty products.
“This partnership solidifies our hardwood supply and product offering through our distribution facilities,” said Andre Cholette, president of Alexandria Moulding. The acquisition, he added, would allow Alexandria to strengthen its North American manufacturing presence.
House of Fara will continue to operate in the same building, with the same people. VP Tom Fara will join the Alexandria team and support the integration and combined business over the long term. President Mike Fara, and Dan Fara and Mark Martin, have announced their intention to retire.
The integration of both companies will take place over the upcoming months.
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Peavey integrates strategy and online sales with TSC acquisition
NIAGARA FALLS, Ont. — Peavey Industries is in its sweet spot: the farm and hardware retailer has seen this sector grow over the past several years, and has been evolving to maintain its position as a key retail presence. Doug Anderson, president and CEO of Peavey, shared his company’s story at the recent Hardlines Conference.
The company, based in Red Deer, Alta., operates stores under the Peavey Mart banner and, through an ongoing acquisition process, now has TSC Stores in Ontario under its umbrella. Peavey customers are typically rural, or embrace the rural lifestyle, and 50% of them live outside urban centres. Peavey’s operations now total 91 stores in five provinces.
But a decade ago, says Anderson, the biggest challenge then was a shortage of good retail sites. That inspired the company to look at smaller sites, around 10,000 square feet, in the heart of smaller centres. The concept, called MainStreet Hardware, was launched in 2012 with a store in Blackfalds, Alta. A second store soon followed in Vermillion, Alta., providing convenience farm and hardware assortments in smaller urban environments. Since then, Peavey has added another store in Ponoka, Alta.
Anderson shared with the conference delegates that two more are scheduled to open in 2018, one in Sherwood Park, Alta., and another near Winnipeg.
With increased growth came a new challenge: to preserve the company’s corporate culture, one that focuses on respecting employees and putting customers first. “We were to a point where we were adding up to 100 new people a year.”
Anderson looked for a way to reduce turnover and preserve the values of the company. In 2016, Peavey introduced employee ownership. That ownership drills right down to the cashiers in the stores, embracing the notion that the staff in the stores live in, and are involved in, their local communities. “We felt that gave us a lot more depth in the communities we are in.”
With the company now positioned to manage growth more cohesively, Peavey turned to a major acquisition target. The acquisition of TSC Stores, which began in the summer of 2016, brought together two like-minded companies, with similar customers and very few overlapping markets. (TSC’s two stores in Manitoba were renamed Peavey Mart.) TSC, which is based in London, Ont., caters to hobby farmers, rural customers, and sports, hunting, and fishing customers.
TSC also has “a strong online strategy,” said Anderson. And that’s something Peavey will share in. The company has recently announced that it will offer “a convenient, combined integration strategy” for online sales.
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Christine Hand, chairman of the board for Home Hardware Stores Limited, has been recognized as one of Canada’s Most Powerful Women by the Women’s Executive Network. “Canada’s Most Powerful Women: Top 100 Awards” celebrate the professional achievements of strong female leaders in private, public, and not-for-profit sectors across the country. The awards honour women in nine categories, highlighting those who push boundaries in their careers, amongst peers and for their communities. Hand earned the award once before, in 2015.
Dirk Drieberg has left Allegion. For the past three years, he had been marketing manager, consumer products, for the company’s Schlage brand. His background includes marketing roles at Henkel, Valvoline, Bic, and Black & Decker. (double.d@rogers.com; 416-716-8251)
Marty Hawthorn is retiring. Hawthorn spent the last eight years at insulation maker Johns Manville, serving as Ontario territory manager. Before that, he worked for 19 years as Ontario manager for allied products at Taiga Building Products.
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CLASSIFIED ADS
Sales Service Representative(Quebec, Quebec City)
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.
The territory for this position includes Quebec City, Lac St-Jean, Cote-Nord and Bas du Fleuve et Gapesie.
Preferred that applicant lives near Quebec City.
Education Required:
High School Diploma or Equivalent
Preferred Qualifications:
Bachelors Degree Preferred
You can search https://jobsearch.sherwin.com/en/job-description?jobNumber=17000G0Q
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Home Hardware Building Center is looking for a managing partner in a new business in Central British Columbia. We are looking for a person to grow this business with and ownership will be discussed.
We are looking for an individual that that has had at least 5 years of management, which includes hiring, wage costing, merchandising, product ordering and inventory management, blue print estimation.
The incumbent will have excellent organizational and problem skills as well as the ability to develop and maintain a positive rapport with staff and customers.
Please forward resumes to grant@centralpg.ca
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