"Don't be afraid to take a big step. You can't cross a chasm in two small jumps." - David Lloyd George (British statesman and prime minister, 1863-1945)
vol. viii, #5 February 4, 2002  
* TSC commits to expansion, new hardware format * Rona, Masonite garner Newsmaker award * AWARD group signs service deal with Dimensions * Peavey focuses on retrofits * Canadian Tire dealer auctions Gardens Zamboni * Pilozzi named CEO of Wal-Mart Canada

Thanks to these participating companies for making our Showcase a success!

Like a lot of regional retailers, TSC Stores Ltd. has made the commitment to grow the business. The Central Ontario hardware chain will open its nineteenth store on March 1, this one in Peterborough. This will be followed by another store in Bowmanville in late May or early June. Both locations are part of a strategy to fill in the region between TSC's head office in London and its most eastern location, Belleville. The new stores sport brighter colours on their signage and an updated slogan: "We're the incredible country hardware store," replacing the old tag, "Farm Auto Hardware." The company was taken over last year by three partners, Roy Carter, John Kropp and Gord Illes. The Peterborough store is the second one they've opened since then - the first was a 22,000-sq.ft. location in Cambridge last Fall. The newest store weighs in at 16,000 sq.ft., and reflects TSC's focus on farm and hardware products - as well as the company's commitment to expand beyond its core rural customer. "We're expanding our scope," says Carter, who is now president. "We're trying to broaden our appeal to the DIYers and those who aspire to the country lifestyle - and, of course, to builders and contractors." A new format and banner, TSC Villager, is also under development and is scheduled to open this Spring in Forest, ON. Carter wants to see an average of two openings a year for the next five years. "And if I can ramp that up, I will," he adds.
Last year's takeover of Revelstoke Home Centres by Rona Inc. was one of the biggest single deals in the history of Canadian home improvement retailing. The buyout created a network of 539 stores with approximately $2.8 billion in retail sales. It also earned Rona the Hardlines Newsmaker of the Year Award for 2001. The award was presented at the 7th annual Hardlines Show Breakfast, which opened the Canadian Hardware and Building Materials Show at the National Trade Centre. The award recognizes the retailer that has made the greatest impact on the industry over the past year and is sponsored by Trans Canada Retail Services. Claude Bernier, Rona's executive vice-president of tradtional stores, was on hand to accept the award. For the first time this year, a supplier was honoured with the Newsmaker Award, as well. The US$500 million takeover of Masonite by Premdor last August was the latest - and most significant step in its expansion. With more than 70 facilities in 12 countries, this Canadian-owned company has ensured its position as a world leader in door and entry system sales. The award was sponsored by Sterling Commerce, and presented to Larry Repar, executive vice-president and managing director of sales and marketing, Masonite International Corp.
Earnings rose dramatically for Taiga Forest Products Ltd. in its the third quarter ended December 31, 2001. While sales were up slightly, to $182.2 million from $171.3 million, profits jumped from $40,000 during the same period in the previous year to $1.8 million. Although the U.S. softwood lumber dispute had an impact on sales, and resulted in a drop in U.S. sales of about 6%, those sales only account for 25% of Taiga's overall business, says Lloyd Hansen, the company's CFO. Instead, stable pricing in both its dimension lumber and panel business had a positive impact on profits, even as volumes did not increase much over last year. Year-to-date earnings reached $5.5 million, compared with $554,000 a year earlier.
Canadian Tire 28.20 18.50 25.00
Canfor 12.60 8.08 10.06
Emco 7.50 3.35 684
Goodfellow 14.20 8.00 9.11
Home Depot 53.73 30.30 49.12
Hudson's Bay 20.10 12.50 15.15
Lowe's Cos. 48.88 24.78 45.99
Sears Canada 26.95 12.50 19.05
Sodisco-Howden 2.79 0.75 1.65
Taiga Forest 11.00 6.80 11.00
West Fraser 40.00 27.00 41.00
Dimensions Retail Systems has entered into an agreement with the Atlantic buying group AWARD to provide integrated rebate computer support for its head office. Much of the system's functionality is provided by Dimensions' parent company, Silk Systems. Dimensions was purchased by Silk Systems in October 2001 and this is their first joint sale. Peavey Industries has been concentrating on refurbishing its existing stores, including major retrofits to completely new facilities, including Camrose, Medicine Hat, and Grande Prairie, AB; and Saskatoon, SK. Its last new store opening was in Moose Jaw, SK five years ago. Sales for Mark's Work Wearhouse for the year ended January 26, 2002 reached $511.4 million, up 4.8% over the same period a year earlier. Things slowed a bit in the fourth quarter, with sales up 3.2%. National Retail Credit Services Corp. (NRCS) has changed its name to Trans Canada Retail Services, to align itself more closely with the brand recognition of its parent, Trans Canada Credit Corp. GE Capital will pay CDN$337.7 million for KingFisher's financial services division. The deal includes providing retail credit services to KingFisher's B&Q and Comet stores and could go beyond that, to include stores in France and Germany.
Annual department store sales in 2001 reached $19.8 billion, says Statistics Canada, an increase of 7.9% from 2000. The growth was accompanied by a 1.8% increase in the number of stores, from 719 in 2000 to 732 in 2001. Wholesalers' sales in December reached $201 million. This pushed the 2001 total to a record $3 billion, a 3.3% increase over 2000. Each product group reported increases, including plumbing, waterworks, industrial PVF, HVAC/R and hydronics, which was up up more than 20%. By region, 2001 total sales were down slightly in B.C., up 10% in Alberta and the Territories, up 2.5% in Saskatchewan and Manitoba, up 2.5% in Ontario, up 2% in Québec and up 3% in Atlantic Canada.
Mario Pilozzi has been named CEO of Wal-Mart Canada. The 34-year retail veteran joined the company in 1994, and was most recently president and COO. Wal-Mart now has almost 200 stores in Canada. (905-821-2111) Tony DiEmanuele has been named director of marketing and business development for the Retail Division of Growmark Inc. He was formerly director of merchandising. He reports to Jim Hoyt, executive director of Canadian operations. (905-826-0200) Denise Goodchild has been appointed marketing and communications supervisor at Homecare Building Centres (Tim-BR Mart Ontario). Formerly with Beaver Lumber, Goodchild now reports to Homecare president Don Nash. (905-671-2424)
"They offer a competitive program and seem to be progressive in the style of how they negotiate." - Don Neufeld, president of J&H Builders Warehouse, on his decision to join the ILDC buying group.
As an avid Toronto Maple Leafs fan, Mark Healy probably thought he'd died and gone to hockey heaven when he purchased the last Zamboni used for the home team at Maple Leaf Gardens (and signed by Paul Henderson!). Since purchasing the vehicle in November, 2000 Healy has given it a place of honour at his Canadian Tire store in Oakville, ON and has loaned it out for several local parades. Healy also had plans to use the Zamboni at an outdoor public rink at one end of the store's parking lot. But when local red tape iced that idea, he decided it was time to unload the historic vehicle. The Zamboni has gone up for auction on eBay, and by the end of last week some well-healed hockey enthusiast had bid US$26,500 (CDN$42,161). Besides its sentimental value, it's in great shape, Healy said in a CBC Radio interview last week. He'd like the Zamboni to go to a fellow Leafs fan in the area. "I think it would be good luck for the Leafs to have it close by - it might help them win the Stanley Cup.
****HARDLINES MARKETPLACE**** Check out Hardlines Classifieds on the web: https://hardlines.ca/html/classifieds_new.asp NATIONAL ACCOUNTS MANAGER Are you an up and comer with major account management experience? If so, this premiere opportunity will be of interest to you. Our Client, a well known and well positioned category leader (Rona's Vendor Of The Year for 2001 in their category) just finished another year of stellar performance and due to an internal promotion, needs to add a high performer to their accomplished team. You'll hold responsibility for defending your brand position and supervising a merchandising sales team for Rona and Home Depot while being the "corporate face" of the company to these high-level Retailers. Challenges include growing the current business while adding to your market share with new products and innovative programs. Looking for an employer who continually demonstrates a commitment to improving Customer satisfaction and employee development? To explore this Toronto-based opportunity in complete confidence, please contact Wolf Gugler, quoting file #C-02. Wolf Gugler & Associates Limited, 300-1370 Don Mills Road, North York, Ontario M3B 3N7 Telephone: 416-386-1719 Email: admin@wolfgugler.com
Lumber and Building supply dealers are excited over CanWel’s recent announcement that February 1, 2002 is the official date they will be servicing the Ottawa Valley from their distribution facility in Brampton Ontario. The Brampton facility is eager to serve the needs of our Ottawa Valley customers comments Jack Charlebois, CanWel’s Account Manager who will service this region. Initially the new run schedule will include weekly deliveries to the Gananoque and Deep River areas and twice a week delivery to the Ottawa Valley area. The delivery schedule will be reviewed as customers demands warrant changes. For more information contact Mike Piggot at 1-800-772-4118 ext # 263 or e-mail: mike_piggot@canwel.com
BUSINESS OPPORTUNITY: Quality Craft is Looking for People to Start New Divisions. We are a well-established importer with offices in Canada, The U.S. and Europe. We specialize in supplying high volume Asian made products to discount, department and DIY retailers. We are looking for highly motivated people to start new divisions. If you have experience selling to mass merchants in Canada and have good product category knowledge in almost any field, we would like to talk to you about starting a new division on a profit sharing basis. We are particularly interested in lighting, seasonal, hardware, lock sets and furniture. For more information, call: John Brice, 1-800-663-2252 or email:jbrice@qualitycraft.com Confidentiality assured. *********************************************************************************** NATIONAL ACCOUNT MANAGER: Due to increased growth, The MIBRO Group, a leading North American supplier of Power Tool Accessories, Chain, Chain Accessories, Hand Tools & Lawn and Garden products, is adding to its growing sales team. The National Account Manager will be responsible for the sales and overall customer service of selected major accounts in both Canada and the United States. The ideal candidate will have a proven track record of sales, a personable approach to selling, high self-motivation, a competitive nature, and the ability to work in a team environment. Computer skills including the use of Excel, ability to travel, strong business writing capabilities, and knowledge of hardware products and the marketplace are essential. We offer a competitive compensation and benefits package. If you are interested in exploring this opportunity, and working in a high energy fast growing company, please visit our booth at The Canadian Hardware Show or forward your resumé to esmith@mibro.com or via confidential fax to (416) 285-9623. *********************************************************************************** CATEGORY MANAGER: Located in Calgary, we are a progressive and dynamic agricultural cooperative seeking a Hardlines Category Manager with a proven track record of 5 years in the Category Management discipline. If you are a goal-oriented team leader who is committed and passionate in achieving results, you should apply no later than February 8, 2002 to: Human Resources United Farmers 1016-68 Ave. SW Calgary, AB. Canada T2V 4J2 Fax: (403) 258-7630 E- Mail: resumes@ufa.com * * * * * ****************************************************************** CALLING ALL EMPLOYERS! Wolf Gugler & Associates Limited, the undisputed leader in executive search and management appraisals for home improvement Retailers and their Suppliers and a proud Sponsor of the Hardlines Breakfast Sunday February 3, will be participating in the new Retail Services Showcase at CHS '02. You'll find us in Room 103 on Sunday from 8 a.m. until noon. Please stop by to confidentially discuss your proposed recruitment requirements with Wolf Gugler in person, or to arrange a convenient alternative time. You can also contact us prior to the show at 800-830-1090, or via email: wolf@wolfgugler.com to meet you at your booth during the show. * * * * * *************************************************************************** NORAL INSTORE: BOOST your retail profile with instore sales support for your products and merchandising Visit http://www.noralmarketing.com or call 519-439-6800 ext. 201 * * * * * *************************************************************************** KEY SALES AND MARKETING POSITIONS: As an international manufacturer and distributor of bath/shower organizational products and pioneers of the original award-winning shower organizer The Dispenser, Better Living Products is looking for key people to join our growing North American sales and marketing team. The following are immediate opportunities: National Sales Manager - Canada Sales & Marketing Co-ordinator - U.S.A Key Account Executive - U.S.A/Canada Territory Account Manager, Secondary Markets - U.S.A/Canada Inside Sales/Telemarketing Representative - U.S.A. All positions will be located at our world-wide headquarters in Woodbridge, Ontario. For further information, please forward resume indicating the position being applied for to: Camillo Caperchione, Vice President Sales & Marketing, Better Living Products, 201 Chrislea Rd., Vaughan Ont. L4L 8N6. Tel: 905-264-7100, Fax: 905-264-3690. Or email to camillo@dispenser.com (040202) * * * * * *************************************************************************** THE HARDLINES MARKETPLACE: just $16 per line. A classified ad with Hardlines is the most direct way to industry eyes. Over 3,000 executives in the industry come in contact with our email and fax publications … … and have you seen our Marketplace in our new website? https://hardlines.ca/html/classifieds_new.asp Publish your ad where it matters. Get industry exposure today. Contact us at 416-489-3396 or email: buzz@hardlines.ca ********************************************************************************** NEW: POWERPOINT PRESENTATION ON THE CANADIAN MARKET A point-by-point illustration of the Canadian market and the growth of its key players. Dazzle your bosses and impress your friends with this one! ($179 + taxes for subscribers, $449 + taxes for non-subscribers.) Call Nancy Wright at 416.489.3396, email her at: nancy@hardlines.ca, or go online: https://hardlines.ca/html/order.html to order any of the above publications. ********************************************************************************** EUROPE IS STILL OPEN FOR BUSINESS! CANADIANS SHOULD BE THERE! THE COLOGNE INTERNATIONAL HARDWARE FAIR/DIY'TEC: March 3-6, 2002. For show information, contact: Edel Wichmann, 416-598-3343; or colognet@idirect.com. To book your flight and hotel, call Carol-Ann Itel at Trade Show Travel by phone: 1-877-873-7469; fax: 403-247-2448; or tradeshowtravel@shaw.ca to arrange your trip. Packages include return airfare and accommodations, as well as admission to the Exhibition. BOOK EARLY! Packages also include an invitation to the internationally famous Canada Night Reception on Sunday, March 3, 2002, sponsored by Hardlines and Cologne International Trade Shows. We'll see you in Cologne! _____________________________________________
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