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December 6, 2010, Volume xvi, #47
“Vacation is time off to remind employees that the business can get along without them.” —Earl Wilson (American newspaper columnist, 1907-1987)
Holiday publishing schedule:
Next week, Dec. 13, will be the last issue of HARDLINES in 2010, so if you’ve got any big news to share, let us know by Dec. 9! We’ll resume our regular publishing schedule on Jan. 4. Please note: the HARDLINES World Headquarters will remain open until Dec. 22.—Michael
PrimeSource Canada expands nationally with Langtry acquisition
MISSISSAUGA, Ont. — PrimeSource Canada has signed an agreement to acquire fastener supplier Langtry Industries.
PrimeSource Building Products Inc. is a major U.S. construction fastener and building products distributor. It entered the Canadian market almost four years ago with a DC in Mississauga, Ont. Its acquisition of Langtry, an independent distributor of building materials and fasteners servicing the wholesale fastener, building supply, plumbing, electrical, and industrial supply markets, gives PrimeSource important geographic reach through Langtry’s facilities in Vancouver, Calgary, Winnipeg, London, Ont., Montreal and Dartmouth, N.S.
The deal, which is expected to close by the middle of this month, also gives PrimeSource an entry into the electrical and industrial segments through Langtry’s own private brand, says Mike Gibson, regional vice-president –  Canada, for PrimeSource Building Products. “Lily Fasteners are known among the electrical, lumberyard and industrial sectors. This acquisition gives us another good brand to help us open doors into new markets.”
The recent spate of acquisitions among hardware wholesalers opened up an opportunity for PrimeSource, says Gibson. However, he also believes the acquisition of CanWel Hardware by TIM-BR MARTS Ltd. won’t overlap with his business, but rather help PrimeSource focus on its specialty. “We want to be the number-one leader in fasteners in the hardware category to lumber dealers, GSD and the industrial OEM market.”
Gibson says the expansion of PrimeSource will anticipate the expansion of one of its big box customers in Canada, Lowe’s, which has recently opened its first store in Calgary. However, he stresses that his company’s goal is to be a reliable supplier for all the majors, including Home Hardware and RONA – something PrimeSource has set its sights on ever since entering Canada.
To that end, the Langtry purchase is just the beginning, he notes. “But it won’t be the last. We are going to go down an acquisitional path.”
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Vendors get update on Home Depot’s MET program
TORONTO — During the latest meeting of Home Depot Canada with its supplier partners, vice-president merchandising Gino DiGioacchino took a few minutes to update HARDLINES on those discussions. One of the things he clarified was the latest progress of the company’s controversial Merchandising Excellence Team initiative.
The program, which brings the retailer’s in-store merchandising services in-house, began in Canada Sept. 7, 2010. The second phase is currently in roll out, representing about 30% of the stores’ stock. A full roll out across all departments is planned by June 2011.
To ramp up its new team, Home Depot hired more than 1,000 people to its merchandising department, at the same time reducing its reliance on agencies and service companies that had been supplying the in-store service previously.
MET is definitely working, says DiGioacchino. Vendors who had been skeptical in the past are now seeing the value of the program. “We’re seeing incredible two- and three-times comp increases from previous weeks in all departments that have the program. And we’re experiencing increased customer service – and in-stock, which is king.”
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New colours, new technology at latest RONA show
CALGARY — The latest RONA show held here recently featured the launch of a new graphic platform for RONA and RONA Collection private brand paints. It includes more colours than the previous series, new colour matching tools, colour swatches and brochures with design suggestions and ideas – plus new packaging on the paint cans themselves.
“We’ve really relaunched the brand,” says Normand Dumont, evp merchandising for RONA.
For dealers, the new paint program offers an incentive to switch from a national brand: a rebate on purchases of up to 4.75%. “This is a real incentive that will build margin for dealers,” Dumont says.
Another innovation at the show was on the tech side – an app that lets customers scan a square bar code on the company’s new horticultural lines, which will pull up more info on the products and their application right on the customer’s smartphone. The app is part of RONA’s roll out of a program to provide fresh flowers to RONA stores across the country, under the Vitalium brand, in partnership with a network of regional growers working to RONA’s own specifications.
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Classifieds
REGIONAL SALES MANAGER - ONTARIO
Task Tools, a leading Canadian hardware and building materials manufacturer is seeking a Regional Sales Manager - Ontario responsible for managing territory managers and key regional accounts in Ontario. Attractive compensation package including salary, performance bonus, and benefits.
MAJOR RESPONSIBILITIES:
- Territory Management:
- Develop and grow existing sales territories
- Develop, coach, and motivate territory managers
- Establish and maintain sales budgets
- Evaluate and monitor actual sales performance
- Regional Key Account Management:
- Manage and develop assigned regional key accounts
- Achieve key account goals
- Develop promotional sales
- Corporate
- Optimize customer interactions and maximize sales.
- Co-ordinate the introduction of new products and merchandising displays
- Assist in developing company pricing strategies
KEY COMPETENCIES:
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Negotiating ability and proven ability to acquire new accounts
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Strong communication, presentation, and business relationship skills
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Good analytical skills, e.g., budgeting, sales forecasting, etc.
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Detail oriented, organized and disciplined, attention to accuracy
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Self-motivated and ability to work independently as well as in a team environment
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Regular travel to current and potential customers
KEY QUALIFICATIONS:
- 5 - 7 years sales management experience in the Ontario hardware and building materials markets
- Post secondary diploma or equivalent ideally in business or related field
- Proficient in key Microsoft platforms including Excel, Word, PowerPoint, Outlook
Please submit résumé via email to:
Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca
Hardlines Specialist Representative
Central Prairies, Ontario, Quebec & Atlantic Canada
Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada. We are seeking candidates in four regions of the country; Central Prairies, Ontario, Quebec and Atlantic Canada.
You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future hardlines growth. This position requires an individual who is knowledgeable of standard concepts, practices and procedures within the hardlines industry, willing to travel extensively and accustomed to working remote from head office. Qualifications include a minimum two years experience in the wholesale or retail hardware / lumber and building materials industry.
Reporting to the Regional Business Development Manager, you welcome the opportunity to work with a dynamic group of independent LBM dealers while planning and executing our future hardlines growth initiatives. Providing continual and proactive communication to our members while understanding their needs is fundamental to your success. Sound computer and presentation skills; combined with good administrative qualities are imperative.
Castle Building Centres Group offers a comprehensive compensation package including full benefits.
All submissions will be treated with complete confidentiality. Please forward your resume in confidence to:
Yvonne Patton
Castle Building Centres Group Ltd .
100 Milverton Drive, Suite 400
Mississauga, Ontario
L5R 4H1
E-mail: ypatton@castle.ca
Représentant spécialisé en quincaillerie
Région des Prairies, Ontario, Québec et les Provinces Atlantiques
Le groupe Centres de rénovation Castle est l’un des plus importants groupements d’achat de bois et de matériaux de construction au Canada et est à la recherche de candidats à l'emploi dans quatre régions du pays : la région des Prairies, l'Ontario, le Québec et les Provinces Atlantiques.
Pour obtenir un de ces postes, vous devez être extrêmement motivé, posséder une grande aptitude à communiquer avec les autres et pouvoir stimuler et gérer notre croissance dans le secteur de la quincaillerie. Vous devrez également connaître les concepts, les pratiques et les procédures standard au sein de l’industrie des produits de quincaillerie, être disposé à voyager souvent et être autonome. Parmi les qualifications requises figure un minimum de deux ans d’expérience dans l’industrie de la vente en gros ou au détail de produits de quincaillerie ou de bois et de matériaux de construction.
Sous la direction du directeur du développement des affaires régional, vous aurez le plaisir de travailler auprès d’un groupe dynamique de détaillants indépendants de bois et de matériaux de construction tout en planifiant et en mettant en œuvre les projets de croissance de nos gammes de produits de quincaillerie. Pour réussir, il sera essentiel de communiquer de manière proactive et continue avec nos membres tout en comprenant leurs besoins. Il est impératif que vous possédiez de solides compétences en informatique et en présentation ainsi que de bonnes capacités en matière d’administration.
Le groupe Centres de rénovation Castle offre un système de rémunération complet incluant un programme exhaustif d’avantages sociaux.
Tous les dossiers de candidats seront traités dans la confidentialité la plus complète. Veuillez faire parvenir votre curriculum vitae à :
Yvonne Patton
Groupe Centres de rénovation Castle ltée
100, rue Milverton, bureau 400
Mississauga (Ontario)
L5R 4H1
Courriel : ypatton@castle.ca
BOSCH is recognized worldwide for high-quality products, technical innovation and outstanding service. Due to continued growth and expansion, we require an enthusiastic professional for the following position:
Brand Manager – Skil Tools
Taking on the role of partner, you will assume overall business responsibility for the assigned products. This entails proactively developing and implementing a brand strategy to achieve sales, market share and margin targets. You will accomplish this by creating and implementing a marketing plan, which includes the definition of targets, budgets and strategies, and managing all aspects of entire marketing mix. As a result, you must be a strong communicator and creative entrepreneur with initiative, a commitment to teamwork, and 3 to 5 years of experience in marketing and sales. A Business Administration degree or diploma, with specialisation in marketing, preferably industrial consumer products, is also required.
We offer a competitive salary and an excellent group benefit and vacation plan. If you are a team player looking to demonstrate your drive and initiative, please send your resume, in confidence, to: Robert Bosch Inc., Human Resources, 6955 Creditview Road, Mississauga, Ontario, L5N 1R1. E-mail: Chrissy.Stanesic@ca.bosch.com No agencies, please.
We appreciate your response, however, only candidates under consideration will be contacted.
DIRECTOR OF SALES, TORONTO, ON
Leading Toronto–based housewares manufacturer/distributor with multi brands is seeking a Director of Sales to lead, develop, and direct sales activities to achieve profitable revenue growth. Attractive compensation package including salary, performance bonus, and benefits. Reporting directly to President.
MAJOR RESPONSIBILITIES
- Develop and maintain strong partner relationships at national account level with major retail accounts
- Capitalize on these relationships to ensure retail execution of company strategies and category management processes
- Provide leadership, training and guidance to the Sales and Customer Service teams
- Identify market trend/commercial opportunities in collaboration with marketing to ensure successful new product launches and best-in-class retail execution of marketing promotions and programs.
KEY COMPETENCIES
- Leadership skills - motivator
- Team builder
- Results orientation - instilling a sense of urgency in the team.
- Strategic thinker
- Proven negotiation skills
- Relationship building - strong communication and listening skills
- Organizational and planning ability
KEY QUALIFICATIONS
- University business degree
- 8 - 10 years of both sales/marketing management experience in housewares or related industries and/or fast moving consumer goods (FMCG) industries.
- Bilingual (French/English) a definite asset
- Experienced in Category Management.
- Proven track record with demonstrable accomplishments.
- Excellent analytical abilities
- Proficient in Microsoft Office Applications including: Excel, Word and Power Point program
Please submit résumé via email to:
Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca
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Construction home renovation centres, won the Fierté Award 2010. The winner was selected based on the quality of his accomplishments and his contribution to the BMR group.