February 26, 2018 Volume xxiv, #8

“To have what we want is riches, but to be able to do without is power.”
—George MacDonald (Scottish minister, author, and poet, 1824-1905)

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TIMBER MART gets back to basics with a “true buying show”

MONTREAL — TIMBER MART dealers began streaming into Montreal’s Palais des congrès early on the morning of February 16, as the group opened its eighth annual national buying show. All told, more than 1,100 dealers and vendors showed up for the two-day event, a figure President Bernie Owens credits to the deals on offer as well as the appeal of the location.

“Having the venue in Montreal is loved by the dealers nationally,” he says. Western dealers in particular “love coming to Montreal,” he adds, but “we also get a healthy response from the Atlantic, from all regions.” With several provinces observing Family Day at the weekend’s close, many dealers seized the opportunity to parlay the long weekend into a family vacation.

In addition to the prime location, there are simply fewer buying events nationwide to compete for the independent dealer’s time. “Over the years there are fewer shows,” says Owens, “Quebec doesn’t really have a show for independents, Ontario doesn’t, B.C. no longer does.” That makes it even easier for dealers to say “yes” to what TIMBER MART’s show offers.

“The focus of the show is on bringing the members together,” Owens explains. “The vendors are investing the time to be here; we're rewarding them with business. It’s a win-win.” Exclusive buys, including a Top 10-plus list of hot orders, “help [members] with the cost of the show and thank them for coming.”

In addition, dealer meetings covered topics such as preferred vendor deals and expansions to TIMBER MART Essentials, “day-to-day to products that our dealers use to run their businesses,” Owens explains. The group offers special deals on categories such as gasoline, auto, and telecom. “Those are the hidden savings. They have to buy these products to run their business, but by us consolidating their volumes, it rewards a vendor for the support, so the supplier will get increased business. In turn they have the combined clout” of the buying group, he adds.

Last year, as a trial, the show was held back-to-back with Orgill’s Spring Dealer Market. That pilot wasn’t repeated this year, but many dealers are still taking advantage of the timing of the two events. “The member survey at the end of the day [after last year’s show] said it was best to keep them separate,” Owens explains, “but it’s still that time of year, and many of our members will be going on to Orlando.”

“The success of the show is all about the independent,” he says. “They’re all local entrepreneurs: their strength is their customer service. They can adapt to local circumstances. Our framework is back to being a true buying group. It’s how we can provide value to our dealers and at same time reward our suppliers with business. It’s about buying.”

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Home Depot’s contractor business, online sales jump in latest quarter

ATLANTA — The Home Depot continues to target the pro and contractor customer and, according to its latest results, the strategy is working in spades.

The company reported strong overall growth in the fourth quarter, as net sales increased by 7.5% to $23.88 billion. Profits for the quarter edged up by 2% to $1.78 billion, hampered by $127 million in costs related to U.S. tax revisions. Annual sales climbed to $100.9 billion, up 6.7% from fiscal 2016. Total same-store sales for the year rose 6.8% and 6.9% at its U.S. stores. 

While results overall were strong, sales to pros, or contractors and trades, were up by double digits, says President, Chairman, and CEO Craig Menear. He spoke last week to analysts on a call immediately following the release of the company’s fourth-quarter and year-end results.

Home Depot has been working hard to attract contractors, with a series of initiatives that include on-time deliveries from the stores and more interaction with pros through online sales.

Sales in related product lines also performed well during the quarter. “Pro-heavy categories—lumber, pressure-treated decking, insulation, and gypsum—all had double-digit growth during the quarter with solid unit productivity,” said Edward Decker, Home Depot’s EVP of merchandising, during the call. Other categories that had double-digit improvements included lumber, electrical, and tools.

Home Depot’s online sales also made strong gains. During the fourth quarter, they were up 21% and for fiscal 2017 grew 21.5%. Online sales now represent 6.7% of the company’s total sales. About 46% of those online sales in the U.S. are picked up in-store.

Based on the health of the U.S. economy, including tax reforms positive for business, an improved housing market, and an extra week in the calendar, Home Depot is forecasting sales growth of about 6.5% for fiscal 2018.

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Patrick Morin kicks off a major spring hiring campaign

SAINT-PAUL, Que. — Quebec home improvement retailer Patrick Morin is embarking on a massive recruitment drive. On March 15, it will feature an open house in all 21 Patrick Morin stores and at its distribution centre. The company seeks to fill more than 200 positions in anticipation of the spring rush.

The goal of the recruitment day is to present the various types of positions available at Patrick Morin and the many benefits of working for the family-owned chain. The company opened its 21st store in 2017 in Saint-Eustache and has indicated that it will continue to look for new opportunities to add stores and grow its business in the future. It is currently eyeing opportunities in the Quebec City region and on Montreal’s South Shore.

“Patrick Morin is looking to the future and seeing the many opportunities that lie ahead. This massive entry of new hires reflects the growth of our organization and our commitment to constantly setting the bar higher when it comes to customer service,” says Daniel Lampron, general manager at Patrick Morin.

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Lowe’s jumps on Apple’s new Business Chat technology

MOORESVILLE, N.C. — When Apple announced details of its yet-to-be-released iPhone operating system last month, the Lowe’s name popped up as a partner in a new feature. Business Chat is an avenue for Lowe’s to offer customer service through text messages, according to Apple.

“With Business Chat, it’s easy to have a conversation with a service representative, schedule an appointment, or make purchases using Apple Pay in the Messages app,” a release from Apple says. “Business Chat doesn’t share the user’s contact information with businesses and gives users the ability to stop chatting at any time.”

Apple lists Discover, Hilton, Lowe’s, and Wells Fargo as companies that will be offering the chat feature beginning this spring. Apple’s marketing includes an image of a phone and an interaction between a customer and a Lowe’s employee about a smart home lock.

Business Chat will eliminate the need to make phone calls to get support by putting users in direct contact with Lowe’s customer support people.

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Marc Leblanc has a new title and expanded responsibilities at Acceo, as a result of organizational changes. He’s been named senior sales and operations manager, responsible for ProfitMaster, Omni, and OGC. The expanded role reflects his takeover of sales function for ProfitMaster, which had been previously handled by Don Kroeker, who has left the company. (Marc.Leblanc@acceo.com)

Claude Chalifour has joined Formedica, a home health care products company, as vice president of business development and major accounts. Chalifour has extensive background in the hardware business, having working at Sodisco-Howden Group, Techniseal, Sterno Home, and Napa Auto Parts.

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CLASSIFIED ADS

Career Opportunities

Soo Mill is the leading building materials supplier in the Algoma District with stores in Sault Ste. Marie and Elliot Lake, and a Roof Truss Manufacturing plant also located in Sault Ste Marie.  

Soo Mill & Lumber promises to Reliably Deliver Quality Products & Outstanding Customer Service through a Knowledgeable & Trusted Professional Team. We are truly dedicated to our Customers and the Communities that we reside in.

Our Sales Team is growing and we are now accepting applications for an Installed Sales Associate and an Estimator/Contractor Desk Associate based in Sault Ste. Marie, Ontario.

We are also hiring a Contract Sales/Installed Sales Associate for our Elliot Lake Ontario location.

For more information on these positions and what Soo Mill has to offer, please visit www.soomill.com/contact/job-opportunities

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Sales Account Manager | Canada 

Chervon is one of the world’s largest power tool and lawn and garden equipment manufacturer with a rich history of innovation. Chervon’s commitment to build a better world by building better tools is evident in the products we manufacture and our green approach to manufacturing. We focus on hand-held portable power tools, stationary bench tools, laser and electronic equipment and outdoor power equipment. With world-class R&D, manufacturing, design, marketing, sales and service teams throughout the world, we do it all. 

About Our Opportunity 

The Sales Manager- Canada (SMCA) will be responsible for the oversight and development of new business as well as increasing sales revenue from existing customers in traditional dealer, distributor and select key accounts across all provinces of Canada. The SMCA will create and apply effective sales training and product knowledge to external sales agencies and channel partners allowing them to increase the market penetration of Chervon brands. The primary goal of this individual is to drive sustainable financial growth through sales growth and the development of strong relationships with customers and other 3rd party sale teams. 

The Sales Manager is the bridge between Chervon and the Traditional Trade sales channels and select key accounts in Canada. A bond of trust and respect must be formed between the Sales Manager and the Independent Sales Representatives, the distributor sales teams, and customers for the Sales Manager to be effective at his/her assigned duties. 

Key Responsibilities 

· Develop, procure, and maintain dealers of Chervon products in Canada; 

· Provide supervision, sales training, and support of independent sales representatives across Canada; 

· Manage sales development and the customer relationship directly with assigned key accounts, currently the Lowe’s business in Canada; 

· Identify, develop, and contract independent sales agencies to create an effective network of sales representation of Chervon across Canada; 

· Provide distributor sales training and assist them in acquiring new end use customers for Chervon products; 

· Assign, track, manage, and report sales development in accordance with assigned key performance indicators (KPI’s) in traditional trade channels and assigned key accounts; 

· Distribute and manage sales leads to sales representatives and assist in arranging business meetings with prospective accounts; 

· Work dealer and distributor shows, national and regional trade shows and meetings and events promoting Chervon products; 

· Manage time and travel schedule to provide the most efficient and effective productivity while managing costs; 

· Build long-term relationships with new and existing accounts; 

· Build trust and respect with internal and external customers by utilizing the utmost integrity; 

· Fully support Chervon brand marketing initiatives at the distributor and dealers level; 

· Provide channel feedback to Chervon regarding product performance, marketing initiative acceptance and rival intelligence gathering. 

Job Requirements 

· Proven work experience as a Sales Manager or relevant role in the hardware, home improvement, outdoor power equipment or related industry; 

· Proven sales track record; 

· Strong experience with high level negotiations; 

· Excellent communication and people skills; 

· Excellent time management skills; 

· Computer proficient; Competency in Microsoft Office Suite programs; 

· Experience in customer support; 

· Weekly call report submission; 

· Weekly expense report reconciliation; 

· This job operates 70%- 80% in the field; drives a car and works in various office and professional environments. 

Required Education and Experience 

· A bachelor's degree in business or equivalent of seven to ten years of proven success as a sales professional with some Sales Manager experience; 

· Must have a background in building and successfully executing partnerships and sales preferably within the dealer and distributor environments; 

· Strong professional presence and demeanor; 

· Strong relationship and negotiation skills; 

· Appreciates and thrives within an entrepreneurial and private environment; 

· Familiarity with sales performance metrics; 

· Excellent communication skills with a customer service attitude; 

· Team management skills; 

· Strong analytical and organization skills; 

· Prior experience in working within the tool manufacturing industry a plus. 

About Our Working Environment 

Chervon North America operates in a casual and fun environment. We offer a very competitive benefits package including health stipend, car allowance and RRSP contribution. 

We think Chervon is a great place to work! Be part of our new future! Better Tools. Better World.

Apply here: http://chervonnorthamerica.applytojob.com/apply/o20kZUlAy4/Sales-Account-Manager

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