In This Issue
January 15, 2007, Vol. xiii, #3
- Home Depot shake-up still in motion
- Changes at TIM-BR MARTS designed to build brand
- Weyerhaeuser-Domtar merger cleared
- Lowe's beefs up infrastructure with two new DCs
- Home Depot faces challenges in international expansion
- Asian suppliers come to Europe for show in Cologne
Also in this issue: People on the move | Classifieds
"How often misused words generate misleading thoughts." — Herbert Spencer (1820 –1903)
Home Depot shake-up still in motion
ATLANTA — Home Depot has confirmed that Harvey Seegers, president of its Home Depot Direct business, has resigned "to pursue other interests." Home Depot Direct oversees the retailer's sales through catalogs and its website. John Campi, Depot's senior vp-global sourcing and vendor management, has also left the company, and will be replaced by Brian Robbins. Seegers' replacement, Steve Skinner, will report directly to Craig Menear, the company's senior vp-merchandise. Seegers had reported to Frank Blake, whom Home Depot recently promoted to chairman and CEO. The management change aligns Home Depot Direct more closely with its merchandising department. Home Depot Direct, which company officials had projected would hit $1 billion in sales in 2006, has been in transition. Last fall, it stopped publication of two stand-alone catalogs that were just a year old.Changes at TIM-BR MARTS designed to build brand
CALGARY —Steve Stremecki's appointment as vice-president, retail for TIM-BR MARTS (reported in last week's edition – editor), is part of a complete re-engineering of the retail services division and a strong commitment to the TIM-BR MART brand, says Tom Urquhart, President of TIM-BR MARTS Ltd. As a result of the restructuring, the executive vice-president position formerly filled by Don Nash no longer exists.
"Steve Stremecki will assume some of Nash's duties, but will also be responsible for growing the TIM-BR MART brand, overseeing corporate communications, as well as retail and trade advertising and marketing initiatives," says Urquhart. Stremecki will lead an expanded retail services division that will include a Toronto-based national director of marketing, and additional support personnel in each region.
Weyerhaeuser-Domtar merger cleared
MONTREAL — The proposed marriage of Montreal-based forest products supplier Domtar with Weyerhaeuser's fine paper and related products division has gotten the thumbs up from Canada's Competition Bureau, which said it wouldn't oppose the merger valued at $3.3 billion. Investors and analysts generally praised the merger as a positive step for the Canadian forest products industry, which they say needs to consolidate to sustain its competitiveness. "We've got to get our costs down and in order to do that you have to have the scale and some of the other synergies that come from these types of deals," said Craig Campbell, an analyst with PriceWaterhouseCoopers. In December, Domtar announced its intent to sell its 50% stake in Norampac to Cascades Inc. Norampac is Canada's largest container board manufacturer. Its sale is expected to raise about $560 million and allow Domtar to reduce its debt by an estimated $185 million.Lowe's beefs up infrastructure with two new DCs
MOORESVILLE, N.C. ― Lowe's Cos. has announced the addition of two new distribution centers: an import center in Savannah, Ga., and a flatbed center in Port of Stockton, Calif. For the latter, the Mooresville-based home-improvement retailer will retrofit two 120,000-square-foot buildings on 23 acres in the San Joaquin Valley. Initially, it will have 35 employees, and will receive rail and truck shipments of large building materials. Custom orders will then be loaded on flatbed trucks for delivery to more than 40 Lowe's stores in northern California, Nevada and Oregon. Operations are slated to begin by June. The company has also purchased Crossroads Distribution Center, a 491,000-square-foot building in Crossroads Business Park, from Atlanta-based developer Solution Property Group. Lowe's is expected to use the facility to store imported items coming through the Port of Savannah from Asia before moving them on to the company's regional distribution centers in Valdosta, Charlotte, N.C., and other locations. The import center will employ from 10 to 50 workers, depending on the season, according to Lynn Pitts, senior vice-president of the Savannah Economic Development Authority, who reported the sale to the SEDA board Monday. The purchase price was $20 million.Home Depot faces challenges in international expansion
SPECIAL REPORT — Home Depot's purchase of Home Way, an 11-unit chain started in China 1995, will accelerate its penetration in to the Chinese home improvement market. That market is now valued at nearly $50 billion and has been growing at a compounded annual rate of 20%.
While only about 10% of China's population has the ability to buy the kinds of products the company sells, the country is poised for growth. China is generating 10 million new jobs and four million university graduates annually, creating a new generation of modern consumers. At the same time, 150 million rural residents are expected to move into the cities over the next few years, creating tremendous demand for housing and home improvement products.
Approximately 70% of home improvement spending in China goes to completing of interior space in new homes, a solid growth opportunity for Home Depot.
Expansion in China is an important area of growth for Home Depot, which has sought to grow internationally since entering Canada in 1994 and Mexico in 2001. But retailing in China is far different than home centre retailing in the U. S., Canada or Mexico, says Jim Inglis. Inglis, who served as vice-president of strategic development at Home Depot a decade ago, helped Home Way get underway in China.
Inglis points out that the home centre business in China focuses on furnishing new condos, which are "sprouting like mushrooms everywhere" and which require flooring, lighting, sanitary ware, kitchens and furniture, a very heavy percentage of which is sold on an installed basis. Virtually all middle-class consumers live in high-rise condos in its metro areas.
But the home centre business in China has no real garden business, says Inglis, and there is very little construction, repair or seasonal business in the Chinese cities where the affluent middle class live.
In addition to Home Way, which operates in northern China, and the U.K.-based B&Q, which has 58 stores, there are two other Chinese chains. One, the privately owned Orient Home, has 20 units. The other, Home Mart, is owned by the Shanghai government. Inglis suggests the Chinese market will require a great deal of investment for Home Depot to gain market share, and predicts a real battle between it and B&Q.
Asian suppliers come to Europe for show in Cologne
COLOGNE, GERMANY ― More than 700 exhibitors from Asia and 9,000 visitors from around the world are expected to attend the Asia-Pacific Sourcing Show being held Mar. 4-6. Product groups represented will include hardware and DIY, garden and leisure, and décor and housewares. Koelnmesse, which owns and organizes the show, offers exhibitors and visitors a broad range of services to make planning for the trade fair and a trip to Cologne as simple as possible. For example, various new booking options are available on the Koelnmesse website (www.koelnmesse.com) in order to help participants with their travel arrangements.
The fastest way for visitors to gain admission to the halls is to register and order their admission tickets in advance via the Internet. Admission tickets will be sent out immediately by e-mail, and will allow participants to ride the buses and trams in Cologne and the surrounding region for free.
Cologne-Bonn Airport has become a hub for several no-frills airlines in recent years, enabling visitors to inexpensively combine their trip to Cologne with additional business meetings in other European countries.
For more information, call Hardlines at 416-489-3396 or visit www.asia-pacificsourcing.com.
Hardlines Marketplace
Don't miss the products and services on the Hardlines web Marketplace ( https://hardlines.ca/html/marketplace.html ) And check out Hardlines Classifieds on the web ( https://hardlines.ca/html/classifieds.html )Classifieds
POSITION: National Account Manager LOCATION: Toronto Ontario Canada REPORTS TO: General Manager Canadian Sales & Marketing
Responsible for large account management in multiple territories or districts within a region. Includes acting as key internal contact for any business pertaining to specific large account. Represents Company on issues including but not limited to pricing, product placement, trade spend negotiation, inventory fill, quality issues, and new product development. This position is applicable to sales activity in a variety of channels including but not limited to mass market, hardware, commercial office, office superstores, and other retail markets/channels.
Execute sales strategy, initiate contact with existing and potential customers, identify their needs and sell appropriate merchandise to meet those needs. Analyze local market opportunities, develops working plans and develops and maintains key industry and customer contacts to achieve revenue and net income goals.
Create and build client relationships while sponsoring interaction to obtain projects. Assist in developing and facilitating the proposal process for specific clients/customers including budget and pricing development, proposal writing, contract negotiations, annual business plans, and customer presentations.
EDU & EXP Required BA/BS in Marketing or related field. Five to Seven years of progressive business experience in a fast paced, quick changing environment. Minimum of five years experience as National Account Manager.
Qualified candidates only apply lburke@elmers.com by Jan 29 2007. Ref#NA0107
BMF provides store and merchandising design services, supplies fixtures, onsite merchandising and renovation services to independent dealers and vendors in the Lumber and Building Material industry.
BMF is expanding rapidly with projects in all regions of the country and a growing client list. BMF has exciting opportunities both at its operations in Burlington Ontario and in the field as follows:
Project Coordinator This position requires an individual well grounded in the Lumber & Building Material industry with excellent administrative, communications and customer service skills. This person must be well organized to coordinate the many activities required to deliver thorough design and timely production/consolidation of fixtures, millwork and signage to ensure smooth execution at store level. This person is the primary contact point for the client and must interact effectively with suppliers, vendors and internal BMF staff. Strong computer, purchasing, expediting and negotiating skills will be real assets in this role.
Project Manager This position requires individual(s) with excellent organization, people management, and customer service skills. The successful candidate(s) will be well grounded in the lumber and building material industry ideally with operational and merchandising experience in these stores. Travel for extended periods across the country and a willingness to work in off hours as required are necessary in this role. The successful candidate(s) will communicate effectively with dealers/store managers, vendor reps and the BMF office. People management experience and a proven track record of managing complex projects and meeting budgets and deadlines will be essential.
Merchandisers BMF requires merchandisers with 2 or more years of experience merchandising hardware and/or building materials. These positions involve traveling for extended periods across the country and a willingness to work off hours as required. Operational experience in lumber and building material stores will be an asset.
Fixture Installers BMF requires fixture installers with 2 or more years experience. These individuals need to have a good understanding of safe and proper installation of pallet and cantilever racking as well as gondola style store fixtures.
Please fax inquiries and resumes to (905) 332-5821 or email to careers@bmfonline.com.
Supplierpipeline Inc. provides market leading and innovative products and services to Canada's do-it-yourself hardware market. As a globally integrated network of operations, SPI is the pipeline for its customers to a group of world-class North American and International manufacturing facilities.
We are currently seeking an experienced National Account Manager to manage the relationships of our major customers and assist us in achieving our aggressive growth plans.
Major Responsibilities:
- Manage specific national account relationships
- Identify growth opportunities and facilitate plans to execute growth goal
- Communicate with external sales representatives and service agents to facilitate the ongoing servicing of national accounts
- Work with the New Product Development team on product/SKU development
- Work with the Sales & Marketing Coordinator to facilitate the distribution of product/market information
Experience and Skills:
- 3 - 5 years of related sales experience
- Experience selling to national or major accounts
- Experience selling DIY industry products would be a definite asset
- Strong time management and organizational skills
- Sound problem solving and analytical skills
- Good oral, written, and presentation skills
- Proficient with Microsoft Office
We offer competitive wages, benefits, a company-wide profit sharing program, and a great team with which to work. If your experiences match our requirements and you are up for a rewarding challenge, please submit your résumé and salary expectation to hr@supplierpipeline.com. While we appreciate submissions from all applicants, only those selected for an interview will be contacted.
Territory Manager – Atlantic Provinces
Freud Canada, Inc.We are a well established & respected Canadian wholesale company with direct links to a world class European manufacturer of high quality woodworking tools. Your duties as Freud Canada's Territory Manager for the Atlantic Provinces will be to develop and maintain our market share in the provinces of New Brunswick, P.E.I., Nova Scotia, & Newfoundland. The ideal candidate will have experience calling on Hardware chains, Building Supply outlets and Big Box stores. Strong organizational skills with the ability to work independently are prerequisites for this position. Preferably you possess a College or University degree. Frequent overnight travel will be required of this position. We offer a highly competitive performance based remuneration structure and car allowance.
Please send your resume to the attention of: Mark Mossman National Sales Manager Freud Canada Inc. 7450 Pacific Circle Mississauga, Ontario L5T 2A3 mmossman@freudcanada.com
L'esprit d'innovation – The Spirit of Innovation
Are you ready to be rewarded by using your creativity and your spirit of innovation to the fullest in an open-minded environment at all levels?
A Company of People Building Their Own Future Tembec is a large, diversified and integrated forest products company. With operations principally located in North America and in France, the Company employs approximately 9,000 people. Tembec's common shares are listed on the Toronto Stock Exchange under the symbol TBC. Additional information on Tembec is available on its website at www.tembec.com.
Tembec provides an environment in which all employees can contribute to the best of their ability within high performance organization. We provide our staff with effective training, the benefits of open and honest discussion, the chance to participate directly and actively in the development of solutions that will enhance the value of our offering to customers, as well as the opportunity to participate in the growth and financial success of the Company through stock options and profit-sharing.
Our Softwood Sales and Marketing group is looking for a skilled communicator and outstanding negotiator who wants to use his or her talent in the following positions located at our Toronto (GTA) Marketing office.
Sales Manager. The accountabilities pertaining to this position are:
- Lead a small team of individuals and directly manage a group of major accounts for a specific market segment (retail, distribution, wholesale, etc.) and within a fast-paced, trading environment.
- Establish high-level relationships with all accounts and develop new ones as required.
- Obtain the highest possible prices and achieve monthly sales objectives by staying informed of market trends, prices, futures, etc.
- Ensure a high standard of customer care.
- Develop and implement marketing and sales tactics to improve customer service, margins and the company's positioning in specific market segments for green lumber.
Senior Account Manager or Account Manager. The accountabilities pertaining to this position are:
- Manage a group of accounts for a specific market segment (retail, distribution, industrial, etc,) and within a fast-paced, trading environment.
- Establish high-level relationships with all accounts and develop new ones as required.
- Obtain the highest possible prices and achieve monthly sales objectives by staying informed of market trends, prices, futures, etc.
- Manage all aspects of the accounts and provide a high standard of customer care.
- Recommend marketing and sales tactics likely to improve customer service, margins and the company's positioning in specific market segments.
Customer Service Specialist. The accountabilities pertaining to this position are:
- Manage order file and programs so as to ensure that orders are delivered in a timely fashion and to the customers' satisfaction.
- Provide superior customer service by establishing excellent communications with customers with respect to day-to-day activities such as delivery times, order status and other after-sales requirements.
- Gather information on markets, customer needs and requirements and any other relevant intelligence that will enable Tembec to be the preferred supplier for its customers.
- Coordinate with all internal stakeholders on activities required to ensure that we deliver quality products to customers, on time, all the time.
- Collaborate with internal stakeholders to ensure monthly requirements are met and participate in regular meetings to develop alternatives and solutions.
- Develop and implement reports, activities and/or processes that will positively impact key customer satisfaction performance indicators.
Ideally, you already have experience at the Canadian or North American lumber market level. You should have a university degree, a minimum of 3-5 years of sales experience in wood products or building materials and possess superior skills in Microsoft Office. Bilingualism is an asset. Candidates will require a valid driver's license. These positions require occasional travel across North America. Bilingualism is an asset.
Marketplace
- Sell your company - or buy one - with Hardlines Classifieds!
- Do your executive search, find new lines or get new reps in the Hardlines Marketplace.
- Only $2.75 per word for three weeks in the classifieds.
- To place your ad, call isabel bisong at 416-489-3396 or email: isabel@hardlines.ca