"If you think you can win, you can win. Faith is necessary for victory."- William Hazlitt (English essayist and critic, 1778-1830)

Home Depot Canada holds conference for installer partners

Good CrowdTORONTO-Home Depot has affirmed its commitment to the installed side of its business with a training and education forum that attracted 1,000 contractors and installers from across Canada last week. The two-day event, held at the Congress Centre Feb. 16-17, featured presentations by everyone from Annette Verschuren, the president of Home Depot Canada, to the company's celebrity contractor spokesperson, Mike Holmes. It was also the launching pad for a new home installation showcase featuring 40 vendors whose products are part of the installed services offered by Home Depot. "It's a trade show for our installers," said Jeff Kinnaird, vice-president Canada West for Home Depot Canada. "It speaks to the growth of this business." Besides presentations by Home Depot execs, the event included training seminars and demonstrations by service providers and vendors. "This really puts us in touch with our end customer," said Jacqueline Burlock, national sales manager for the retail division of Broan-Nutone Canada Inc. "I'm glad Home Depot is getting behind their installed sales program in this way." ClementsFor Mike Clements, who heads up installed sales for Home Depot Canada, the installed business is still in its infancy-and loaded with potential. Both north and south of the border, the installed piece is growing at a 35% rate annually-nine times the growth of the rest of the company, said Clements. But a key part of the equation is the buy-in of the installers. "The big thing for us," said Clements, "is to show these guys our commitment to them and to the business." For Home Depot, the relationship with the contractors they recruit to install Home Depot's products is seen as a partnership, with the retailer doing the marketing and training, and providing innovative products. "All they've got to do is deliver the quality," said Clements. He also offered an important insight into Home Depot's strategy to stay ahead of other retailers that may vie for the installed sales business. "How we're going to dominate the business is by sewing up the network." Home Depot intends to establish relationships with all the best, most reliable contractors in each market it serves. "Then Lowe's and RONA-they can't get into it."

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RONA secures key Atlantic dealer

ST. JOHN'S, Nfld.-RONA Inc., Canada's number-two home improvement retailer, has finally brought Chester Dawe into its fold. Chester Dawe is a privately owned chain of eight stores, plus a truss plant, that serves St. John's and its environs, selling largely to the contractor and builder trades. The transaction, subject to usual conditions and regulatory approvals, is expected to close at the end of this month. Chester DaweChester Dawe was founded in 1945. It has been managed since 1992 by Philip Budden, who orchestrated the takeover of the company in 2001 as major shareholder of a consortium of Atlantic investors. With sales in 2005 of approximately¬Ý$80 million, the company was also the largest member of the Atlantic buying group, AWARD. When that group chose to merge with sister group TIM-BR MART Ltd., Budden remained independent. During that time, he was aggressively wooed by RONA, which identified Chester Dawe as pivotal to its expansion in Atlantic Canada. Budden was well known for his fierce independence and his pride in Chester Dawe as a true success story in Newfoundland. But despite all, he finally relented and accepted an offer that will help finance the company's efforts to increase its position as a major supplier to new housing construction in the province.

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TruServ begins missionary work on Pro Services

WINNIPEG-The recent alliance between CanWel and TruServ Canada to manage CanWel's bannered dealer customers has begun the job of reaching out to the dealers themselves. Pro Retail Services is the name of the division of TruServ that is creating, marketing’Äìand communicating’Äìa set of programs for CanWel's Pro dealers across the country. A "road show" finds TruServ management talking with dealers about the new arrangement between CanWel and TruServ, and what it means for independents flying the Pro banner. That team includes Terry Derraugh, vice-president marketing and merchandising and warehousing for TruServ Canada, plus Tony DiEmanuele, vice-president., vice-president of business development and growth, and Dave Leonzio, TruServ's national growth manager. The tour initially targeted 177 Pro stores in New Brunswick, Quebec, and Ontario. The dealers got the lowdown on the buying and operations that will be handled by TruServ. According to DiEmanuele, dealer response was strong for the Pro banner services now being offered. "It was a good start and a very good response that shows people are very passionate about the brand, and want us to help them build the brand," he said. The road show will move to the rest of Atlantic Canada in the coming weeks, followed by British Columbia. CanWel acquired the Pro banner when it purchased hardlines wholesaler Sodisco-Howden Group at the end of 2004. However, the Pro program landed CanWel with a retailer base that competes directly with some of its own key LBM customers, namely RONA and Home Hardware. It also conflicted with CanWel's stated mandate to function strictly as a distributor. The partnership with TruServ Canada effectively puts management of the Pro banner into the hands of a third party. CanWel continues to supply hardware to the Pro dealers through the Sodisco-Howden division, now renamed CanWel, Hardware Division.

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Bell Canada acquires ProfitMaster

WINNIPEG-Bell Canada, through its wholly owned subsidiary, Bell Business Solutions, has acquired one of the industry's leading retail services companies. ProfitMaster, based here, is a software developer providing information management solutions, including Enterprise Resource Planning (ERP), to the Canadian hardware and building supply industry. This acquisition expands Bell's information technology offerings and gives it access to a greater range of small and medium-sized businesses. ProfitMaster will allow Bell to offer more end-use services, beyond just connectivity. ProfitMaster will report into the ERP division of Bell Business Solutions; however, it will operate as a separate business unit. "With this acquisition, Bell will build on the best that ProfitMaster has to offer, while ensuring we are able to maintain and enhance our flexibility in dealing with customers, which is critical for success in this market," said Robert Courteau, president, Small Medium Business Group, Bell Canada, in a prepared release.

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Vendors get chance to meet Canada's top buyers

TORONTO-The increased consolidation of home improvement retailers has made those remaining players even bigger-and for some, more impenetrable-than ever before. That's why vendors trying to get the attention of the industry's top home improvement buyers will want a seat at the next HARDLINES Meet the Buyers Seminars. Now in its fifth year, the events offer both new and existing vendors the opportunity to learn how best to develop their pitch-and their programs-to get the attention of buyers. And they'll hear it from the buyers themselves. Meet the Buyers will be held in Toronto on April 3, 2006, at the Prince Hotel. The event will be held again in Montreal on April 5 at the Queen Elizabeth hotel, in association with the Quebec association of building supply dealers, ADMACQ. Both events will feature senior merchants from Home Depot Canada, RONA inc., Le Groupe BMR, and TruServ Canada/CanWel, Hardware Division. For more information about our Meet the Buyers Seminars, including names of participating buyers, click here.

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Expansion costs tap into Ace's 2005 profits

OAK BROOK, Ill.-Ace Hardware Corp. plans to build this year, literally and figuratively, on the growth it achieved in 2005, when the buying group wholesale sales to its 4,600 dealer-members increased 5.4% to US$3.466 billion. Last year, Ace members added 1.7 million sq.ft. of retail space, which translated into 131 new stores. In fact, Ace attributed a slight decline in its net income in 2005, by 1.5% to $100.4 million, partly to investments it made in helping its dealers defray some of their expansion costs. Company spokesperson Paula Erickson told HARDLINES that Ace members are projected to add 2.2 million sq.ft., or the equivalent of 160 to 170 stores, in 2006. Ray Griffith, Ace CEO and president, was not available to be interviewed at press time. But in a prepared statement, Griffith said that the co-op's investment in its dealers' new stores, coupled with investments in retail technology and brand marketing, are resonating with home improvement shoppers and dealers alike. Erickson noted that about 2,200 dealers met all of Ace's brand initiative standards in 2005, for which they received an extra 1% rebate on their purchases, a payout that equaled US$16.9 million. She said that the payout this year could be between US$18 million and US$20 million. Ace also paid out a record $185.4 million in patronage and upfront dividend, based on their dealers' purchases, in 2005. In his statement, Griffith ticked off some of the co-op's other accomplishments during the period, including the establishment of a 788,000-sq.ft. distribution center in Moxee, Wash., and a strategic supply alliance with Benjamin Moore Paint, which will start offering its product to Ace dealers this year.

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Hardlines Marketplace

Don't miss the products and services on the Hardlines web Marketplace ( https://hardlines.ca/html/marketplace.html ) And check out Hardlines Classifieds on the web ( https://hardlines.ca/html/classifieds_new.asp )



Hitachi Power Tools is looking for a Key Account Representative to manage existing and new retail customers across Canada.

You have industry experience and a successful track record selling to retail national accounts in Canada. Requirements
  • Proven track record selling to major retailers across Canada
  • Strong Negotiating Skills
  • Strong MS Office proficiency, expecially Excel and PowerPoint
  • Excellent communication skills (written & interpersonal)
  • Excellent presentation and analytical skills
  • Excellent project management and problem solving skills
  • Business Experience with Power Tools is a great asset
For more company information please visit http://www.hitachipowertools.ca Please send resumes to jobs@hitachipowertools.ca or fax to 905-564-0902 (02.20_02.27.06)

National Service Manager

Serv-Rite Marketing, the national service division of J&R Home Products, has an opening for National Service Manager based in our Brampton Ontario office. We have a growing team of service reps across Canada, calling on national home improvement chains. Our business is expanding rapidly and we need a leader with a combination of experience, vision, technical innovation, and operational excellence to drive continued growth. The successful candidate will be responsible and accountable for all operational activities of the company, including managing a growing team, coordinating new product implementations, product resets, new store sets, and regular store service across Canada for all national customers. If you have a background in the Home Improvement retail industry, have at least 5 years leadership experience, and are interested in new challenges, please email your resume to jobs@servrite.ca or fax it to 604.525.6425 with the subject line "National Service Manager". (02.20_02.27.06)

Lumber Buyer

You know the requirements for being an effective commodity buyer and have enjoyed delivering excellent margins to the business! The Lumber Buyer analyzes sales trends and combines this knowledge with commodity market data to source our Farm Store lumber requirements across our complete store network. That means you'll evaluate procurement options for improving the performance of our inventory and meet the market plans to maximize in-store sales performance. Sourcing inventory and ensuring product quality, you collaborate with analysts and vendors to achieve increased inventory turns and balance network inventory. Your strength is in negotiating vendor agreements and purchasing products effectively in a commodity market. Our ideal candidate has a PMAC or CPP designation with eight to ten years of commodity purchasing experience (or the equivalent). Experience with Open to Buy process and lumber commodity procurement and inventory management is required. You come equipped with sound knowledge of purchasing, inventory, and distribution in a commodity driven market. Your proactive approach to market issues and opportunities and your knowledge of customer needs make you stand out. Strong skills in COGNOS and MS Excel and Access round out your qualifications. Interested? Please apply to: UFA Co-operative Limited Attn: Human Resources 1016 68 Ave. S.W. Calgary, AB T2V 4J2 Fax: (403) 258-7630 Email: resumes@ufa.com (02.20_02.27.06)


Global leader in manufacturing and marketing of sundry and power tool accessory products seeks highly motivated and experienced Major Account Manager as key resource selling into the Home Improvement Industry in the Greater Toronto Area. Competitive remuneration and benefits package. Please reply to PO Box 206, c/o Isabel Bisong, Isabel@hardlines.ca , indicating "Major Accounts GTA" in the subject line. (02.06_02.20.06)


Moffatt & Powell Limited, Mitchell, Ont. requires a highly motivated, experienced Manager. If your experience is contractor based, and you wish to improve your lifestyle, please contact us at fax: 519-472-8722, Attn: John Sim, General Manager. Competitive compensation package available. Note: only those considered for the position will be contacted. (01.30_02.12.06)
The MIBRO Group, a leading North American supplier of hardware products seeks sales professionals for our Toronto Head Office: National Sales Manager – Regional Accounts You are a hands-on manager, proactively coaching a team of Account Representatives to generate sales and grow our regional (retail & OEM) accounts business across North America. Requirements: • Experience building and managing a sales force • Proven selling and coaching skills • Proactive and organized • Hands-on, willing to travel National Account Manager You have a successful track record in selling to retail national accounts in Canada and U.S.A. Requirements: • Strong MS Office proficiency, especially Excel and PowerPoint • Excellent communication skills (written & interpersonal) • Excellent presentation and analytical skills • Excellent project management and problem solving skills We invite you to send your cover letter and resume to hrc@mibro.com and to visit www.mibro.com   (02.13_02.27)

Services Offered

  Agents Are Us: A team of professionals across Canada offering your company and your products superb in-store servicing and merchandising. We are 100% dedicated and committed to looking after national brands in the "Big Box" stores, focusing on mass merchants and D.I.Y. retailers. We understand your wants and needs, and those of the merchants, and will work with you to develop outstanding relationships with management and associates at all levels. Call us at 905.707.7409 or email: sales@agentsareus.com Visit our website: www.agentsareus.com (12.12_06.05) Noral In Store RETAIL IS DETAIL. Let Noral Instore, a national service company, handle your service requirements in Canada. Noral serves some of America's leading manufacturers, managing their lines for Canada's top hardware retailers, big boxes and mass merchandisers. Contact Dave Leslie at 905-702-9443, to find out how Noral can boost your sales in Canada. http://www.noralmarketing.com (01/05)


rustoleum.com (08.01.05_08.31.06)

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  • Sell your company - or buy one - with Hardlines Classifieds!
  • Do your executive search, find new lines or get new reps in the Hardlines Marketplace.
  • Only $2.75 per word for three weeks in the classifieds.
  • To place your ad, call isabel bisong at 416-489-3396 or email: isabel@hardlines.ca