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IN THIS ISSUE:
- TIMBER MART’s latest buying show: all about adding value
- Home Depot Canada prepares for spring with hiring blitz
- Roofing distributor Dealers Choice expands reach to Canadian dealers
- How Canadian Tire is combining bricks and mortar with its online sales
PLUS: La Coop gets new name, Walmart’s sales increase by almost $10 billion in 2019, Acadian Timber reports sales for 2019, American Standard is official supplier of HGTV shows, sales of existing Canadian homes decline, U.S. housing starts fall and more! |
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| TIMBER MART’s latest buying show: all about adding value
MONTREAL ― With more than 1,000 dealers and vendors in attendance, TIMBER MART hosted its 10th annual national buying show earlier this month at the Palais des congrès in Montreal.
The show served as the backdrop for a number of new offerings from the buying group, including specials and displays on a wide range of plumbing, electrical, paint, tools, hardware, seasonal and household products.
CEO and President Bernie Owens was upbeat about the buying group’s fortunes this year. “It’s early in the year, but the year has started out strong for us,” he said. “We have new members we’ve welcomed who are at the show. There’s a lot of change and consolidation and it’s helping us.”
The new showroom, slightly more compact than in previous years, hosted more than 200 vendor booths in 60,000 square feet, including TIMBER MART’s “Store on the Floor,” which held merchandised displays of more than 2,000 SKUs of building materials and hardlines products.
The centre of the floor featured a number of services and programs from TIMBER MART, ranging from LBM distribution to marketing and banner support. The buying group also introduced a new proprietary cabinetry and vanity line and a growing assortment of building materials offered by its LBM distribution centres.
The show’s first evening kicked off with a national dealer meeting, which Owens calls “an opportunity to immerse our dealers and update them on how the group is doing,” followed by educational workshops. The evening concluded with a welcome reception. Owens notes that the latter was scheduled to last two hours, but it was so popular that “we had to shut it down after three.” On the second evening, members and vendors were honoured with a networking and recognition reception.
Owens observed that the industry has been strong during the past year across the country, with the exception of Alberta, where the economy continues to face pressure from factors like wildfire recovery and pipeline delays. “The pie has gotten smaller in Alberta, but there’s still the same number of players fighting for the pie.”
TIMBER MART’s buying show, Owens adds, is held in Central Canada partly because of the presence of established regional shows in the West and the Atlantic.
“Our membership is coast to coast. Without our show, many here wouldn’t have a show to go to,” says Owens. “It’s a show to add value for all members regardless of the region they’re in—to share best practices and new products.”
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Home Depot Canada prepares for spring with hiring blitz
TORONTO — The Home Depot Canada is planning to hire more than 5,500 new associates across the country to support its busy spring season. All 182 stores are hiring for full- and part-time as well as seasonal positions such as staff for its garden centres, along with department supervisors, daytime and overnight workers, sales associates and cashiers.
“Our team is built on a set of core values shared by four generations of associates working in our stores,” Home Depot President Jeff Kinnaird said in a release. “We’re proud of our diversity and the individual talent, skills and experience which strengthens our customer service and reflects the 182 communities we live and work in.”
The home improvement industry faces a persistent challenge of attracting good candidates, especially among young job seekers. Kinnaird himself is considered an example of the kind of career trajectory Home Depot can offer. He started out as a sales associate at a Home Depot in Richmond, B.C., in 1996. He moved up through the ranks, eventually becoming vice president of merchandising. He has held the top job at Home Depot Canada since the beginning of 2016.
The company is letting individuals sign up by text (texting “Home Depot Jobs”, or in Quebec “HD Emplois,” to 97211), and they can apply online. In addition, the stores are hosting local job fairs, with more than 150 scheduled over the next couple of weeks. Overall, Home Depot intends to hire up to 80,000 people in the U.S. and Canada for the coming season.
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Roofing distributor Dealers Choice expands reach to Canadian dealers
CALGARY ― Another building materials distributor is expanding its presence on the Canadian scene. Dealers Choice was exhibiting at the recent WRLA Buying Show in Calgary. It’s a division of Beacon Building Products, a specialty wholesaler to roofing contractors. Based in Herndon, Va., Beacon has branches throughout Canada, as well. Beacon Building Products – Canada has its headquarters in Montreal.
A relative newcomer to Canada, Dealers Choice was exhibiting for only the second time at the show in Calgary. In the booth, its team was providing dealers with information on its products, which include residential and commercial roofing, vinyl and wood siding, insulation and accessories. It also provides logistical support, including a fleet of delivery trucks of various sizes and a dedicated credit card for its dealer customers. The company says it’s already working with RONA and Home Hardware dealers.
With nine DCs in British Columbia, Alberta, Saskatchewan and Quebec, Dealers Choice has plans to enter the Manitoba market next, and is focused on getting product to dealers, no matter how remote their location.
“We just came into this market to bring our strengths that we have in the U.S., to be able to assist these distant locations,” says Daved Benefield (shown above), the sales rep for Dealers Choice’s facility in Surrey, B.C. |
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How Canadian Tire is combining bricks and mortar with its online sales
TORONTO — Canadian Tire Corp. turned in strong results for 2019, with the Canadian Tire Retail business showing strong comps and year-over-year sales growth.
That uptick came despite a slow start to the year, which, according to Greg Hicks, president of Canadian Tire Retail, caused “quite a challenge as we looked ahead to our final two quarters.” He and other Canadian Tire executives spoke recently to analysts following the release of the company’s fourth-quarter and year-end results.
Annual revenue for the entire company was up 3.4 percent to $14.5 billion, while sales by Canadian Tire stores increased 4.5 percent, with comparable sales up 3.8 percent.
Sales continue to be pushed through both online and bricks-and-mortar channels. According to Canadian Tire’s EVP Retail, Allan MacDonald, e-commerce sales exceeded $500 million in 2019—up more than 20 percent in the fourth quarter alone.
And a lot of that had to do with the buy-in of the Canadian Tire associate dealers.
Hicks notes that the dealers are “very, very supportive” of the cross-channel initiatives, which have put a lot of emphasis on buy online, pick-up in-store strategies—whatever works best, he says, for the customer. “The dealer sees the benefit of providing the customer choice.” That BOPIS option is, he adds, “always the fastest and the cheapest option.”
To encourage that delivery option further, Hicks says the company will roll out lockers for online orders to hundreds of stores this year, after testing them through 2019. While bringing customers into the store for order pickup saves the retailer money, it also increases “dwell time” for customers. Once in the store, they are more inclined to buy other products as well.
But ship to home remains an important option, and Hicks notes that “Our ship-to-home business was up almost double in the [fourth] quarter.” |
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Charlie Hart has joined Ledvance as president and CEO. He comes over from Uponor Ltd., where he spent eight years as general manager, Canada. His background prior to that includes TTI Canada, Irwin Industrial Tools and Ipex. Hart replaces John Preville.
Barry Hill has been named Canadian sales manager for bio-based Natures Broom and Biochar Abatement products at Nature’s Broom Absorbent. The lines will be represented through Barry Hill Sales Associates, based in Truro, N.S. |
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DID YOU KNOW...
... Eisenwarenmesse, the International Hardware Fair in Cologne, Germany, is on from March 1 to 4? It’s one of the world’s largest trade shows for the hardware and home improvement industry. Hardlines will once again host a Canada Night International Reception on site at the show. It’s a great way for Canucks to gather and meet colleagues from around the world. (Click here for more info and to RSVP!) |
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RETAILER NEWS
MONTREAL — La Coop fédérée, parent company of BMR Group, is set to rename itself Sollio Groupe Coopératif at its annual general meeting next week, La Presse reports. Quebec’s National Assembly late last year cleared the way for the move, which makes the co-op’s agribusiness segment, dubbed Sollio Agriculture since 2018, its namesake division. La Coop fédérée most recently changed its name in 2005: prior to that it was known as Cooperative fédérée de Québec. In addition to Sollio Agriculture and BMR, it includes the Olymel brand of meat products.
BENTONVILLE, Ark. — Walmart reported year-end results last week, with total revenue reaching $524 billion, an increase of $9.6 billion or 1.9 percent. In Canada, net sales declined 0.5 percent while comp sales increased 0.6 percent. In the U.S., comp sales were up 2.8 percent. The retailer’s U.S. e-commerce sales grew 37 percent. International net sales increased 2.8 percent in constant currency, with strength reported in Mexico, China and India’s markets. |
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SUPPLIER NEWS
VANCOUVER — Acadian Timber Corp. reported sales of $100 million in 2019, more or less flat compared to $99.8 million in 2018. Net income for 2019 was $17.3 million compared to $26.3 million in the prior year, largely due to one-time costs related to the termination of the company’s evergreen management contract with Brookfield LP. As a result, Acadian no longer pays Brookfield management or performance fees, which totalled $3 million in 2018.
MISSISSAUGA, Ont. — American Standard will be the official supplier of kitchen and bath plumbing fixtures for multiple television series on Corus Entertainment’s HGTV Canada. The partnership includes the popular series Save My Reno, which returned for a new season on February 18, and the brand-new Family Home Overhaul, which features 14 of the network’s top contractors and designers and premieres April 26. |
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ECONOMIC CONDITIONS
Sales of existing Canadian homes declined by 2.9 percent in January. Transactions were down in a little more than half of all local markets, with the national result most impacted by a slowdown of more than 18 percent in B.C.’s Lower Mainland. Actual (not seasonally adjusted) sales activity was still up 11.5 percent compared to January 2019, marking the best sales for that month in 12 years. (Canadian Real Estate Association)
U.S. housing starts fell 3.6 percent in January to a seasonally adjusted annual rate of 1.567 million units, following three monthly increases. On a year-to-year basis, starts were up 21.4 percent. Meanwhile, building permits jumped by 9.2 percent to a rate of 1.551 million units in January, their highest level since March 2007. Both single- and multi-family dwellings contributed to the surge. (U.S. Commerce Dept.) |
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NOTED
The 2020 edition of DX3, Canada’s largest retail, marketing and technology event, will take place on March 10 and 11 at the Metro Toronto Convention Centre. Consisting of a retail summit and a marketing and innovation summit, DX3 will draw speakers tackling topics from digital marketing and artificial intelligence to video content and copywriting. Visitors can use the coupon code dx3showfloor for free access to the show floor. For registration info, click here. |
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OUT & ABOUT
Wow, it’s show time! Sigrid, Michelle and David are down at the Orgill Dealer Market this week to host Canada Night (for more info on this dealer-only event and to RSVP, click here!), while Michael is in Cologne, Germany for the International Hardware Fair—and to host our Canada Night International Reception there! (Click here for more info and to RSVP!) |
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Classified Ads |
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Alexandria West
Position Outside Sales Representative – British Columbia
Job Summary:
Sell products to new and current customers, prospect and generate new business, cold call on new accounts to generate sales, build relationships and educate customers on new products and product lines. The hours and level of responsibility may vary by geographical location or product line. This position will report to the Sales Manager
Responsibilities and Essential Functions:
- Complete prospecting activities to establish first and follow up appointments with customer decision makers through cold calls, lead generation, referrals, networking.
- Must maintain a current customer base.
- Prepare and deliver sales proposals/presentations and follow up with key decision makers.
- Educate current customers on new products and product lines.
- Determine new customer needs and propose appropriate level of product sales.
- Interact with existing and new customers to increase sales of product.
- Identify and resolve any customer issues and problems.
- Travel to customers and trade shows to present products.
- May assist Corporate Accounting with collection of payment.
- Responsible for company vehicle maintenance and maintaining a professional presentation.
- Other duties, as assigned and requested by Management.
Required Cognitive and Psychological Characteristics:
- Must be self-motivated and able to work independently to meet or exceed goals.
- Ability to learn skills quickly with a mature and service-oriented attitude.
- Must be computer literate, Microsoft Word, Excel, and Outlook.
- Attention to detail and ability to manage multiple tasks.
Required Credentials:
- Three to five years of outside sales (business-to-business) experience, with lumber and/or building supply industry preferred.
- A bachelor's degree or any similar combination of education and experience.
- Excellent communication skills including a service-oriented telephone manner.
- Must possess good business presentation, selling principles, negotiation and closing skills.
- Self-starter, pro-active, and the ability to take initiative.
- Must have basic math and analytical skills.
Please apply to: Jobs@alexmo.com
About Home Hardware Stores Limited
Home Hardware Stores Limited is Canada’s largest Dealer-owned cooperative with close to 1,100 Stores and annual retail sales of over $6 billion.
Located near Kitchener/Waterloo, Ontario, Home Hardware remains 100% Canadian owned and operated. Home hardware has received designations as one of the Best Managed Companies and Top Ten Most Trusted Brand’s in Canada and is committed to providing local communities with superior service and quality advice.
TWO POSITIONS
SENIOR DIRECTOR, RETAIL SALES AND OPERATIONS, QUEBEC AND ATLANTIC (#810QU)
Responsible to the Vice-President, Store Operations for developing, overseeing and implementing strategies and procedures for continuous improvements in sales, retail execution, customer experience and operational excellence in retail for Quebec and Atlantic Canada.
Create an empowered environment through leadership, coaching and communication ensuring the Retail Sales and Operations Team understand the goals and objectives of the business and have the resources and management support to be successful.
Provide leadership and direction to the Quebec and Atlantic Retail Sales and Operations teams in the management of all retail activation activities from sales campaigns, operational initiatives, store expansions and new Dealer growth and development.
Establish sales and operational goals and key performance indicators and monitor the effectiveness of the teams through measurable metrics and analytics.
Prepare annual operational and capital budgets working with Finance department to analyze costs of improvements and lead cost and productivity improvement initiatives.
Partner with other key stakeholders (Merchandise/Marketing) to drive sales by introducing new programs and sales initiatives. Evaluate and communicate the execution of these initiatives at retail level.
QUALIFICATIONS:
University degree in a business-related field or retail strategy, with minimum ten years’ progressive experience in a retail management capacity at a senior leadership level.
Solutions-oriented decision maker with proven ability to build, execute and measure data-driven retail programs and deliver on commitments.
Excellent written and verbal communication skills, with confidence to interact with all levels. Fluent in French and English is required.
Understanding of key KPI measures for retailing; knowledge and use of consumer insights tools and ROI metrics.
Solid understanding of digital marketing, social platforms, analytics, optimization and traditional marketing.
Willingness and flexibility to travel extensively and work varying hours to fulfil the requirements of the position.
DIRECTOR, RETAIL OPERATIONS, ONTARIO WEST (#811)
Responsible to the Senior Director, National Retail Operations for effectively leading the day-to-day activities of the Ontario West Retail Sales and Operations team and facilitating retail sales, store growth, profitability and operational excellence.
Coach the Ontario West Retail Sales and Operations team to achieve operational objectives and retail sales targets.
In conjunction with Dealer Development, assess and approve all prospect all Home Dealer applicants.
Work closely with existing Dealers through the application process who are looking to grow their business through consolidation, expansion or additional locations by submitting forecast requests, business plans and completion of the application outline.
Coach and add value to Dealers during special projects including, but not limited to financial focus, businesses for sale, expansion & relocation and overlapping objections.
QUALIFICATIONS:
Successful applicant must be willing to locate in close proximity of the Dealer Support Centre in St. Jacobs.
College/University diploma or degree in a business-related field or retail strategy.
Progressive store operation and retail industry experience, with five to ten years in a leadership level.
Thorough understanding of retail and business fundamentals and KPI’s. Knowledge of Account Management an asset.
Consumer insights and analytics exposure.
Willingness and flexibility to travel extensively and work varying hours to fulfil the requirements of the position.
Fluent in both French and English would be an asset.
Interested applicants, please submit resume to www.homehardware.ca/careers.
Phone: 519-664-2252 ext 6130
34 Henry St W, St. Jacobs, ON, N0B 2N0
*While we appreciate all applications received, only those to be interviewed will be contacted.
We will accommodate the needs of qualified applicants on request under the Human Rights Code in all parts of the hiring process
Job Description
TORBSA is a Shareholder-owned Canadian Buying Group of Independent Building Material Dealers established in 1966. The Group's focus is to offer the independent business, whether it is Commercial or Specialty Dealer or Lumber Yard, a transparent, low-cost, and relationship driven choice. It is the Group's collective buying power that allows us to develop, negotiate and facilitate opportunities to grow the Shareholders' Business.
Job Opportunity
President
Under the supervision of the Board of Directors, the President will be responsible to continue to grow TORBSA’s Branding across the Canadian marketplace. As the President, your duties will also include the facilitation of selected communications and job responsibilities, as outlined below:
Role
- Oversee Management of the Head Office Staff
- Promote mission and values of the organization
- Solicit, establish, and maintain business relationships with prospective independent building material dealers to generate growth of the group across the Canadian marketplace
- Support the existing Shareholders
- Participate in trade shows and conventions related to the building or construction sectors
- Manage the TORBSA Website
- Develop and maintain Vendor Relationships
- Facilitate ongoing Negotiations on behalf of all Shareholders
- Co-ordinate Shareholder and Corporate Meetings to share best practices and build both Shareholders and Vendor Relationships
- Implement all decisions of the Board and Shareholders, reporting progress and status on a timely basis
- Make recommendations and provide leadership to the Board and Shareholders, to enable TORBSA to achieve its corporate goals
- Act responsibly and professionally when carrying out duties of the President
Skills
- Undergraduate degree preferred - preference given to studies in engineering, sales and marketing
- 10 - 15 years of direct work experience in the building material sector
- Excellent organizational, strategic, planning and implementing skills that will benefit each member as well as the Group as a whole
- Strong presentation, communication and written skills are considered a valuable asset
- Ability to speak French is an asset
- Must be computer literate, with knowledge of Microsoft Access, Word and Excel
- Ability to become proficient in the management and modification of the Group's website
- Excellent negotiation skills are highly desired
- Knowledge of building materials and the building material industry
- Knowledge of buying groups and how they function in our marketplace is essential
- Must possess a willingness to travel relevant to the growth aspirations of TORBSA
- Proven abilities to develop and maintain excellent internal and external relationships with the staff of TORBSA, the Shareholders of the Group and all vendors that make TORBSA the success it is
Compensation and Benefits
- Wages - Competitive wages based on the market and experience
- Benefits – Health, Dental and Retirement Savings
Please email resume to cindy@torbsa.com
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Looking to post a classified ad? Email Michelle for a free quote.
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