February 16, 2015 Volume
xxi, #7
“Anyone who says businessmen deal in facts, not fiction, has never read old five-year projections.” —Malcolm Forbes (American publisher, 1919-1990)
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Sexton Group celebrates 30th anniversary
CALGARY — Sexton Group kicked off its 30th anniversary at the WRLA Buying Show recently with a reception in Calgary before the opening night of the show. In a room filled with Sexton management, dealers, and suppliers, Sexton president Steve Buckle spoke about the longevity of the group. “It’s been a great model and we haven’t changed it. There’s a group of dealers that this really works for.”
He also paid tribute to Bob Mondy, general manager of the group from its inception in 1985 until 2008, when Buckle took over. Mondy continued to work with the company until 2010. “He had a real connection and a real vision,” said Buckle.
Buckle later shared some insights into how the company has endured. It was founded by Ken Sexton, who himself was a dealer, with the Kenroc chain of stores. “[Sexton] understands from the get-go what it takes to be a building supply dealer because he did it for many years—and also gypsum specialty distributing, because he did that for many, many years. So the roots of the company are in the hands of entrepreneurs.” He says that resonates with his members, who are themselves “hands-on entrepreneurs.”
Looking at the year ahead, Buckle admits that his outlook is certainly different from what it was last fall. The weak dollar, for example, means this “will be a difficult year for anyone importing product—and we import a lot of product.”
The drop in the price of oil is also having an impact on the spending habits of his members’ own customers. Surprisingly, he says his dealers farthest from the oil sands first alerted to those effects. “Believe it or not, our dealers in Newfoundland were the first to notice the effect of falling oil, because so many of their customers work in the oil patch, come home and build homes.”
(Click here to watch our Hardlines TV interview with Steve Buckle at the 2015 WRLA Buing Show!)
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La Coop expects gradual expansion outside Quebec
MONTREAL — The recent takeover of Groupe BMR by La Coop fédérée is expected to help fuel continued expansion of BMR outside of Quebec. BMR is now a subsidiary of La Coop, managing both the BMR stores and La Coop’s own farm hardware and building supply members under the Unimat banner.
According to Gaétan Desroches, CEO of La Coop fédérée, BMR will take a long-term view toward growth. He expects expansion in Ontario, where BMR has only a handful of stores, to be a gradual process. In the Maritimes, BMR has close to a dozen members. “We have the logistics to deliver in the Maritimes in place right now,” Desroches says, “so we expect growth there to be quicker.”
The BMR stores are typically larger building centres, while the Unimat stores are usually, though not exclusively, smaller stores that can operate in smaller markets at a lower cost, he adds.
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Smokers, pizza ovens part of Lowe’s outdoor push for spring
TORONTO — Keen to position itself as a go-to destination for home décor ideas as well as building materials, Lowe’s Canada hosted a product preview of its spring collections last week.
The “Escape to Lowe’s” event was hosted by Lowe’s newest team member, Cindy Jardim, who joined on January 5 as styles and trends director. Her tour focused on the backyard as destination. While the “staycation” has become a familiar enough concept, Lowe’s is inviting customers to actually sink their travel dollars into improvements for the backyard.
Highlights of the spring lines include the Pardini outdoor furniture ensemble, whose dark tones and rust-resistant aluminum frames have been popular with men and women alike, Jardim said. Many of the sets feature all-weather wicker furniture and propane fire tables. Several new twists on the familiar barbecue were also on view, including a combined barbecue-smoker and a grill-top pizza oven.
Lowe’s is also offering a number of umbrella options, making free use of LED lighting and hydraulic technology on umbrellas as large as 10 x 13 feet, for a retractable experience that can take the place of a gazebo. Some of the new products are outside the “big box” one might expect to find at Lowe’s, including a range of colourful circular lounge couches that are available exclusively online.
A real winner, said Jardim, was the single product that the buying team allowed their boss, Igor Halencak, to choose. Halencak, who is Lowe’s head of merchandising and marketing, picked a wooden drink cooler that sold out right away. “We’ve had to order two more container loads already,” Jardim noted.
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Atlantic association unveils new branding and logo
DIEPPE, N.B. — Following its annual trade show recently in Moncton, the Atlantic Building Supply Dealers Association has announced a renewed commitment to its regional mandate with new branding. (Click here to see the new logo in action. If you’re an AC/DC fan, it will be well worth it! —Editor)
The new look reflects the new leadership of the organization under Denis Melanson, who took over last fall from former ABSDA president Don Sherwood. Sherwood passed away on December 9.
Melanson says to expect more changes in coming months. “We also launched an Atlantic Canada leadership summit—‘Building a Better Industry Together.’ We are forecasting holding this event later this year, the date still to be determined.”
(Note: to watch the moving video that was played at the ABSDA Gala Dinner recently in honour of Sherwood, click here.)
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NRHA invites Young Retailer Award nominations
SPECIAL REPORT — The North American Retail Hardware Association is accepting nominations for the 19th annual Young Retailer of the Year Awards, a program that recognizes the industry’s next generation of leading independent home improvement retailers. From now through February 27, NRHA will accept nominations for retailers aged 35 years and under who live in Canada and the U.S. (NRHA is represented in Canada by Hardlines Inc. —Editor)
Young retailers can be nominated in three categories: stores with annual sales under $2 million, stores with annual sales over $2 million, and retailers operating multiple stores.
In each of these retail categories, winners are chosen based on criteria such as career accomplishments, community involvement, hardware industry education, and extracurricular activities.
Winners will receive industry-wide recognition, a trip for two to the NRHA All-Industry Conference at the National Hardware Show in Las Vegas, a featured article in Hardware Retailing magazine and an opportunity to win a scholarship to NRHA’s Retail Management Certification Program.
For more information or to nominate a young retailer, click here.
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CLASSIFIED ADS
Retail Specialist – Canada
Position Summary:
As a growing company, we are always looking for new team members to help us continue in our success. Orgill, Inc. is currently seeking a Retail Specialist in Ontario and Newfoundland to represent Orgill, Inc. to prospective and existing retail customers. This employee will analyze customer needs and offer products, programs, solutions, and services to retail hardware stores, lumberyards, and farm & ranch supply dealers. This is not an entry level sales position, nor is it one for someone who does not have experience in our industry.
Responsibilities:
- Increase market share with existing customers by consulting with store owners and managers on how Orgill can help their businesses be more successful and effectively compete in their individual markets.
- Identify, qualify and develop prospective customers by establishing rapport, identifying unique needs and addressing them with Orgill solutions. Prepare and present professional sales proposals.
- With a high degree of accountability, develop and implement weekly action plans to maximize sales with effective scheduled sales calls and travel itineraries.
Requirements:
- Must have in-depth and up to date knowledge of standard concepts, practices, and procedures within the hardlines industry.
- Must have experience in the wholesale or retail hardware, lumber, building materials and/or farm supply trade.
- Must have a working knowledge of email, internet, and Microsoft Office computer applications.
- Must have a valid driver’s license and a safe driving record.
- Prefer candidate with Bachelor degree
To Apply:
Please submit resumé, and salary history to: mvallecillo@orgill.com
For more information about Sales Careers visit www.orgill.com
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National distributor of wood, metal and automotive
machinery and accessories seeks an experienced
Sales Representative
for Alberta
Ideal career opportunity for an aggressive, self-motivated individual with excellent interpersonal and communication skills. These skills, coupled with extensive knowledge of the market, would put you in good standing to join our aggressive and expanding company and for substantial earnings potential.
Please forward cover letter and resume to:
Ted Fuller
fax 519-896-6497
email tfuller@kingcanada.com
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