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February 3, 2014 Volume
xx, #5
“If you can’t feed a team with two pizzas, it’s too large.”
—Jeff Bezos (founder and CEO of Amazon, 1964- )
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Latest Lowe’s stores feature female-friendly adjacencies
BURLINGTON, Ont. — Lowe’s will hold grand openings for two more stores in Canada on February 6. One of them is in Burlington, west of Toronto, and the other a little farther west in Cambridge, Ont. The stores are being touted as “a new concept store experience” by Lowe’s Canada president Sylvain Prud’homme.
Prud’homme, whose background includes working for Walmart in Quebec, Sobeys in its Edmonton offices, and most recently Loblaw in Toronto, has plenty of experience opening new stores. With almost a year under his belt since joining Lowe’s Canada in the spring of 2013, he nevertheless delayed the opening of these stores in order to fine-tune them. The goal, he says, was to make them as responsive as possible to customers’ needs.
Based on customer feedback, Lowe’s has developed these two new stores with improved adjacencies and new signage, Prud’homme says. Those needs came as much from him talking to customers himself as anything else. (He says he spends at least one day a week walking his stores.) On a tour of the Burlington store just a few days before its grand opening, he points out some of these changes and enhancements.
First and foremost was the need to distinguish two customer profiles: contractors and builders on one hand and DIYers, especially the woman shopper, on the other. For the contractor, he notes that “speed is everything.” Research showed that the pro customers wanted to get in and out quickly, finding what they need in a hurry. Now, the right side of the store has been designed for contractors. Aisles are higher and products used to construct a house are merchandised to better suit the shopping patterns of a customer as they would visit the store over the course of a project.
For example, says Prud’homme, the customer desk has been simplified and anything not related to getting the contractor in and out quickly has been eliminated. Dimensional lumber is not merchandised sequentially by size, but rather by project. Untreated wood is followed by cedar, and then green treated wood. Across the aisle is newer “MicroPro” brown treated wood.
On first entering the store, allowances made for female tastes are evident: lower sight lines, strong end caps, and vignettes and displays that bring products such as sinks and counters to floor level—well within reach of customers. “When you walk the store you’ll see that you can touch and feel the product,” Prud’homme says.
Once again, products are arranged in a way to suit the needs of shoppers. Faucets are merchandized by finish, rather than by brand. “I want to partner with the vendors, but it’s really about the customer.” Other changes include larger granite samples for counter-tops, and lower lighting clouds.
“The reason for the change is not that we have any problem with the existing stores,” he says. “It’s that we have to keep changing. Retail is very aggressive these days and we have to stay up on the changing needs of our customers.”
The changes being tested here will be applied on a case-by-case basis to Lowe’s existing outlets.
Other details of the new stores sound more typical of existing Lowe’s outlets: an investment of more than $20 million for Burlington, which is 117,000 square feet plus a 32,000-square-foot garden centre; the Cambridge store is 94,000 square feet with an additional 26,000 square feet for the garden centre. These latest openings will bring the number of Lowe’s stores in Canada to 37.
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New Lowe’s stores deliver discount touches
BURLINGTON & CAMBRIDGE, Ont. — The “new concept” Lowe’s stores that open here this week have some touches that are distinctly price-driven. No wonder: the resumé of Sylvain Prud’homme, the president of Lowe’s Canada, includes a stint at Wal-Mart Canada. That experience is reflected in a couple of ways in the new Lowe’s stores.
A power aisle down the centre of the store is remarkable not only because it is noticeably wider than what one would typically find in a big box store, but it’s filled with promotional buys that feature low prices. Then, at the far left of the store, just before the seasonal and garden departments, an aisle with simple red and yellow signs proclaims low prices on specially selected products.
“Research has told us there are specific colours that people associate with value. We used yellow and red so customers can easily find good prices on sales products,” says Prud’homme. The signage will give a clear direction to customers who are looking for value-priced items, he adds.
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Quebec industry connects at gala
QUEBEC CITY — Dealers and vendors alike gathered here at the historic Chateau Frontenac on January 25 for the second annual Gala Reconnaissance awards dinner. The purpose of the event was to toast the accomplishments of individuals and companies in Quebec, and their “stories of passion, talent, and hard work.” The Quebec home improvement industry association, AQMAT, hosted the event, drawing more than 400 people from both retail and manufacturing for the black tie affair.
The master of ceremonies was AQMAT president and CEO Richard Darveau, who presided over an evening of dinner, music and dancing, interspersed with a lively awards program that featured a total of 16 awards. These were given to both dealers and vendors, and both companies and individuals were honoured.
Notable dealer winners included RONA J. Anctil, St-Denis-de-Brampton, and Groupe Patrick Morin. Particularly touching was the standing ovation given to Patrick Morin, who made a rare public appearance to accept an award for best family retail operation on behalf of his family. (Click here for the full lineup of winners.)
The event came on the heels of an afternoon conference that was highlighted by a report on business conditions and retail benchmarks for Quebec dealers. (see more in our next blazing issue —Editor).
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Canadian Tire previews spring and summer lines
TORONTO – On a cold, windy January day, Canadian Tire held its annual Spring Summer Showcase. The new collections have an emphasis on condo-sized options for outdoor furniture, barbecues offered in compact sizes, and garden tools in new colours.
Tracy Platt, brand development manager for CTR’s Outdoor Living category, started the tour with a look through everything new in outdoor furniture, including aluminum made to look like wood, gazebos, outdoor fireplaces, and cushions and outdoor rugs that feature colour—and even dots.
Gold medal Olympian Rosie MacLennan was there, showing off a new trampoline with no springs, no metal frame, and reinforced netting. She explained that this was one of the world’s safest trampolines—and she even offered a brief jumping demonstration to prove her case.
From there, the tour turned to the newest trends in home organization. Outdoor drying was featured prominently, including a drying line that auto-clipped the clothes onto the line. Along the theme of selling products for condo life, Dan Turpin, category business manager for Home Organization, explained that “Canadian Tire wants to be known for storage solutions as people are downsizing.”
In automotive, Canadian Tire is rolling out a line of tools made for its “Tested for Life in Canada” campaign. The line features a Mastercraft 20-volt battery that can be used interchangeably in some 20 tools. For the spring, Canadian Tire is also carrying a new line of Yardworks garden tools in a variety of colours, annual flowers in monochromatic colours, and a full range of Yardworks outdoor tools—from lawnmowers to brushless, cordless chainsaws.
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Orgill completes meetings with Canadian vendors
TORONTO—More than 55 Canadian vendors, all interested in working with U.S. hardware wholesaler Orgill Inc., gathered recently in Toronto to meet with senior members of Orgill’s merchandising team and discuss collaborative distribution opportunities.
In Canada, where Orgill has seen marked growth, the Open-to-Buy day was open specifically to Canadian manufacturers that might fit into both Orgill’s Canadian and worldwide distribution offering.
In attendance from Orgill were Brett Hammers, senior vice president of merchandising and marketing; Myron Boswell, vice president of dealer sales-central & Canada; Jeff Curler, vice president of advertising and dealer promotions; Mike Ferrell, vice president of LBM; and Phillip Walker, vice president of marketing. Following the event, Orgill executives took the vendor information back to their merchandising team in Memphis.
“The Open-to-Buy event sets the stage for expanding our collaboration with manufacturers who are looking to grow their distribution network throughout the U.S. and Canada,” says Curler.
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Classifieds
National Retail Sales Manager, The Hillman Group Canada
Our client is a leading distributor of hardware, signs and key duplication equipment to more than 21,000 retail locations worldwide. The company has 11 facilities across North America and services over 58 countries with a significant presence in Mexico, South and Central America, and the Caribbean. The integration of the H Paulin business unit has provided the company with dominant North American market share in all categories they serve.
We’ve been retained to search out a Retail Sales Manager for the Canadian division overseeing growth of the sales encompassing LBM and other independent retailers nationally. Big Box and mass merchandise retailers would be excluded. Primary objectives are: driving revenue, developing business relationships, managing field sales organization and controlling expenses. He/she will provide hands-on leadership in developing an existing field sales team including both factory sales staff and independent agents. The position will involve some time in the Toronto east end office, but the majority of time will be spent in the field with sales staff assisting them in overachievement of their goals and providing excellent customer satisfaction as a direct result.
Key qualifications include:
- Minimum 10 years field sales management experience
- Experience in the Canadian hardware and/or building materials industry preferred
- Extensive senior sales experience and contacts with national/ regional hardware and building materials retailers and wholesalers
- Ability to develop and execute sales and management programs and policies
- Excellent planning, organization, time management skills
- Strong written and verbal skills . French a definite asset.
- Advanced User of Microsoft Office - Word, Excel & PowerPoint
- Strong interpersonal, communication and presentation skills
- Post secondary undergraduate diploma/degree in business or equivalent
- Ability to travel extensively
Interested? Please contact Wolf Gugler in strict confidence by phone (888-848-3006), by clicking this link or by applying online on our web site at www.wolfgugler.com . We reply to all responses.
Wolf Gugler Executive Search, 200-100 Consilium Place, Toronto, ON. Offices in Canada and the U.S.
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RENIN CANADA CORP
National Account Manager
Renin is an International market leader in Wall Mirror, with its Canadian head office based in Brampton, Ontario. We are currently seeking an experienced National Account Manager to join our team .
SCOPE
- Managing portfolio of North American retail accounts
- Promotional planning and sku/category management.
- Development and preparation of customer presentations and meeting materials.
- Coordinate and attend customer/ industry trade shows and events, as required.
- Create and maintain competitive market price shops on a regular basis.
CORE SKILLS
- Excellent written and verbal communication skills.
- Strong organizational skills – ability to work independently and within a team.
- Participate effectively with cross functional departments internally and externally.
- Experience in product forecasting and sales data analysis required.
QUALIFICATIONS
- 5+ years of national/regional account sales experience in the retail home improvement/plumbing.
- Post-secondary education.
- Knowledge of big box DIY and Mass home products channel is essential.
- Ability to travel within Canada required and USA.
- Advanced Microsoft Office Applications including: Excel, Word, and PowerPoint.
Interested applicants should email resumes to hr@renincorp.com .
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TERRITORY MANAGER
(ONTARIO - EASTERN, CENTRAL, GTA)
ISOLOFOAM Group is a well establish company, manufacturer and distributor of innovative rigid foam insulation panels (EPS) for all types of buildings.
We are currently seeking a talented, energetic individual with strong drive to success and determination to join our growing team.
This position requires an individual who is familiar with the Lumber and Building Supply industry, as well as building techniques and specifications.
Reporting to the District Manager, this position will develop and expand relationships with LBM dealers, retailers, contractors and architects. Manage and direct the sales process for these customers to achieve and surpasse sales and corporate goals. Enhance market positioning. Support the organization in competition and market requirements analysis. Competitive compensation package offered.
Please forward your resume in confidence to rh@isolofoam.com
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National Account Manager
Blanco is an International market leader in the Kitchen sink and faucet industry, with its Canadian head office based in Brampton, Ontario. We are currently seeking an experienced National Account Manager to join our expanding Canadian Sales team and drive our continued growth in this channel. This position will manage the Canadian retail portfolio, and will report to the Director, National Sales.
RESPONSIBILITIES
- Managing portfolio of retail accounts, as assigned.
- Promotional planning and sku/category management.
- Development and preparation of customer presentations and meeting materials.
- Coordinate and attend customer/ industry trade shows and events, as required.
- Organize and monitor product training programs.
- Create and maintain competitive market price shops on a regular basis.
KEY COMPETENCIES
- Excellent written and verbal communication skills.
- Strong organizational skills - ability to work independently and within a team.
- Participate effectively with cross functional departments internally and externally.
- Experience in product forecasting and sales data analysis required.
- Ability to develop and effectively deliver PowerPoint sales presentations.
QUALIFICATIONS
- 5+ years of national/regional account sales experience in the retail home improvement/plumbing.
- Post-secondary education.
- Knowledge of online retailer category management an asset.
- Ability to travel within Canada required.
- Bilingual (English/French) not required, but considered an asset.
- Advanced Microsoft Office Applications including: Excel, Word, and PowerPoint.
Interested applicants should email resumes to wmcpherson@blancocanada.com . We thank all those who apply, however please note only applicants selected for an interview will be contacted.
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