vol. ix, 3 January 20, 2003

* Barrie Sali confirms retirement from Tim-BR-Marts * Thorogood secures ownership of Totem * New event at CHS will help agents * Avril Lavigne rocks for Home Hardware * Sears profits more than double in 2002
"Silence is one of the hardest arguments to refute." — Josh Billings (American humorist, 1818-85)
DON'T MISS THE INCREDIBLE HARDLINES SHOW BREAKFAST!!!!
Join Hardlines and Hardware Merchandising for the First Ever Industry Awards Breakfast to kick off the Canadian Hardware and Building Materials Show. It's on Sunday, February 2, 2003, from 7:30 a.m. to 9:00 a.m. at the Civic Ballroom, Sheraton Centre Hotel, Toronto. This year, we're combining the world famous Hardlines Industry Awards Breakfast with the Outstanding Retailer Awards. This combined program guarantees a great wakeup for the CHS. The Awards Breakfast is free to Hardlines subscribers, and to guests of Hardlines and Hardware Merchandising magazine (with some restrictions!). You must reserve your space, so please RSVP to Nancy at 416-489-3396; nancy@hardlines.ca . Remember, the Hardlines Show Breakfast is held exclusively for Hardlines subscribers and guests, so be sure and join us! Special thanks to our sponsors: · JDA Software · Zircon · Sterling Commerce · Dimensions Retail Systems · 3M
HARDWARE SHOW SPECIAL: YOUR PRODUCTS & SERVICES ONLINE!
Advertise your products online and take advantage of our bonus circulation at CHS. Reach 2,000 more qualified readers at Canada's premiere trade show! Be part of the excitement that is Hardlines. Contact Beverly Allen, Marketing Manager, for details: bev@hardlines.ca
BARRIE SALI WON'T RENEW HIS TIM-BR-MARTS CONTRACT

Vancouver, BC — After 33 years at the helm of the West's largest buying group, Barrie Sali has confirmed he will step down at the end of his current contract with Tim-BR-Marts Ltd. at the end of December 2003.

Sali called a meeting of his dealers in Saskatoon just prior to the WRLA Prairie Showcase to advise them of his decision, which he announced internally on January 11. Sali led Tim-BR-Marts since its early years as a group with 22 stores in Western Canada. At the time, he said he could take the group to $100 million in sales within a decade. Today, sales through its 185 member stores surpass $1 billion annually. Known at times as the toughest buyer in Canada and a man many loved to hate, he was in fact fiercely loyal to his dealers (referring to them as "my guys") and to key suppliers, as well as a devoted family man. Over the past two years, Sali has steered the group through a turbulent time. the historically stable group saw the defection of some of its key members to ILDC. However, Tim-BR-Marts dealers have given Sali overwhelming support right up to the end. The group has managed to maintain its status as one of the country's top buying groups, adding new volumes from the growth of members such as McDiarmid Lumber and Slegg Lumber, and through the expansion of its drywall supply business.
TOTEM HEAD MAKES OWNERSHIP CHANGES
Calgary, AB — Changes at Totem Building Supplies Ltd. have placed the company's ownership firmly in the hands of its president, Jim Thorogood. "Three minority partners have decided to retire in the near future, and we were reviewing our succession planning for the company, so basically, we bought 'em all out," says Thorogood (using the royal "we"). Three brothers have sold off their shares. Dave Thorogood will leave as manager of the Midnapore store in Calgary. Doug Thorogood was formerly Totem's buyer for flooring, carpet, furniture and storage. He'll be replaced by Jim's nephew, Rob Thorogood, who comes over from a manager's role at the Forest Lawn store in Calgary. Dick Thorogood was vice-president, operations. He'll be replaced by Jim's son Ryan Thorogood, who was formerly buyer for doors and mouldings. Colin Robertson, Totem's vice-president, marketing, has also sold off his interest in the company. However, he'll continue on for two more years. He's been with Totem since it started in 1970. Besides his duties as head of the company, Jim Thorogood will keep his hand in the buying side as buyer for lumber and plywood, assisted by Jackie Gorlick. "I do it more because I enjoy doing it," he notes. "It was tough one for everybody," says Thorogood of the exit of so many seasoned members of the team. "But we're fortunate to have some young, capable people to fill the roles." Totem has been steadily growing in the Alberta market, despite the plethora of big box competitors, especially in Edmonton and Calgary. The chain's 14th retail store (it also has a contractor yard) will open by this Fall in St. Albert, just outside Edmonton. How many more stores does Totem intend to open? "I don't know that there is a magic number," says Thorogood. "The economy is very, very good, but we have to make the money to buy each one." He adds that sales in 2002 grew from about $180 million to "well over $200 million." Meanwhile, the upgrading of existing stores is ongoing. A major renovation was made in Edmonton, including an addition that took that site from 20,000 to 36,000 sq.ft., while an expansion of the Grande Prairie store is currently under way.
SALES AGENTS CAN GET LEGAL TIPS AT CHS
Mississauga, ON —The latest addition to the upcoming Canadian Hardware and Building Materials Show is a breakfast seminar on legal issues for sales agents. The presentation, entitled "What's a sales rep agreement and why it matters - the legal perspective," will be given by Bill Sirdevan, a lawyer with connections to the Manufacturers Agents National Association in the U.S. Close to 600 sales agents attended the show last year, spurring show officials to develop a program catering to them specifically. Following the seminar, Serdivan will be available for individual, 15-minute consultation sessions to any agents who wish to discuss legal issues confidentially. The breakfast seminar will be held on the last day of the show, February 4, at 7:30 a.m. in Room 107 of the National Trade Centre in Toronto. Tickets are $45 each. To register for the seminar and breakfast, contact Shona Paterson: 905-821-3470; spaterson@crha.com.
NOTED…
Don't miss Practical World 2003, the Cologne International Hardware Fair/DIY'Tec. The 2003 show is March 9-12. For show information, contact Barbara Hills at 416-598-3343 or email colognet@idirect.com. To book your flight and hotel, call Carol-Ann Itel at Trade Show Travel, 1-877-873-7469 or email tradeshowtravel@shaw.ca . And new this year is the V.I.P Reader Trip— ask Carol-Ann!
   
COMPANY 52-WEEK HIGH 52-WEEK LOW NOON FRIDAY
Canadian Tire 33.65 23.96 30.29
Canfor 11.70 6.83 9.76
Costco 46.90 27.09 30.70
Emco 14.23 6.50 13.05
Goodfellow 13.99 9.00 11.20
Home Depot 52.60 21.06 22.43
Hudson's Bay 15.55 5.87 9.60
Lowe's Cos. 49.99 32.50 36.70
Rona Inc. 14.75 13.25 14.00
Sears Canada 25.10 15.15 18.69
Sodisco-Howden 2.20 1.06 1.62
Taiga Forest 7.00 4.90 6.90
Wal-Mart 63.94 43.72 49.97
West Fraser 44.42 28.90 35.75
OVERHEARD…
"The big crisis in retail is finding good people — and as boomers start retiring the crisis will become worse. For many people, it's the career of last choice." — John Williams, retail analyst and principal of J.C. Williams Group. He spoke at the Hardlines Retail Strategies Symposium last Fall.
COMPANIES IN THE NEWS
Sears Canada reported 2002 earnings, excluding non-comparable items, were $138.7 million, up from $66.5 million a year earlier. Total sales for the year were $6.536 billion, down 2.8%. Merchandise sales decreased 2.4% and same-store sales decreased 4.3%. The company plans to achieve 2% same-store increases in 2003. In the U.S., Sears, Roebuck and Co. reported net income, excluding noncomparable items, of $1.6 billion. Castle Building Centres Group Ltd. has added the following new members: AFAB Industries Inc., Rocanville, SK; Cape John Industries Ltd., La Scie, NF; Harwell Hesco Electrical Supply Co. Ltd., Toronto, ON; Strathmore Building Supplies, Strathmore, AB; North Cobalt Flea Market, North Cobalt, ON; Northland Lumber Ltd., Melfort, SK. Randy Britton has established Randy Britton Sales and Marketing, representing West Bend as its sales agent in Canada. Britton was formerly with West Bend Canada as sales manager before the Canadian operation was closed. He's on the lookout for additional lines. You can contact him at: 519-856-1031. The Canadian Hardware and Housewares Manufacturers Association will feature the impressionist André-Philippe Gagnon as entertainment for the 2003 Industry Gala Night, Sunday, February 2, 2003 at the Royal York Hotel. The fund-raiser for Easter Seals is a key social event during the Canadian Hardware and Building Materials Show. For more info, call: 416-282-0022. The research and technology environment of the University of Manitoba Smartpark has added its first tenant: ProfitMaster Canada. The new address is: 300-135 Innovation Dr., Winnipeg MB R3T 6A8; phone: 800-340-4492. Kmart Corp. has confirmed it will close more 326 stores and lay off 37,000 across the U.S. Kmart filed for bankruptcy court protection a year ago, then closed 283 stores the time. The company had a profit of US$349 million in January, but same-store sales fell 5.7%. Santa Fe Custom Shutters and Doors, New Mexico manufacturer, has been awarded US$12 million after Home Depot, its only customer, cut off orders, despite verbal reassurances to the contrary. The loss of business drove the supplier out of business. Home Depot says it does not intend to appeal.
PEOPLE ON THE MOVE
Colin Ramsden has joined The Winroc Corp. as sales manager for the B.C. Region. He comes over from CGC Inc. where he was director of sales. He will be headquartered in the Winroc's Surrey branch location. (403-236-5383) Bonni McChesney has left Coleman Powermate after four years to start McChesney Sales, a sales, warehousing and distribution company in Brantford, ON. (519-720-0745) Mary Houston is now sales manager for Nielsen and Bainbridge in Markham, ON. The art and framing company supplies retail chains, OEM and independent frame shopgalleries. She was formerly with News Canada Marketing. (905-475-7511) Brad Rossetto, formerly head of PPG Architectural Coatings Architectural Coatings Canada as architectural coatings director, has been made managing director, Asia Pacific, for the Transitions Optical division of PPG Industries, based in Australia … Todd Bourgon, formerly key account manager, has been promoted to regional sales manager for Architectural Coatings. (905-790-5335) … Robert Fierheller remains team leader, dealer development for the Canadian Architectural Coatings Business. (905-790-5336) … Jeff Duldhardt has joined as retail sales representative for Southwestern Ontario … James Dornn has joined on as area manager for Manitoba. (Main: 905-790-5349) Reynold Hert has been named vice-president, Canadian Forestlands for Weyerhaeuser Co. He will manage Weyerhaeuser's timberlands operations from the B.C. Interior to New Brunswick, reporting to Richard E. Hanson, executive vice-president, Timberlands and International … Paul Perkins will become vice-president, Policy and Planning for the Canadian operations. He will be responsible for strategic and geographic planning for all of Weyerhaeuser's assets in Canada. (604-669-8714) The Mibro Group has expanded it sales team: David Jones has been promoted to the position of director of national accounts. He was most recently national account manager … Larry Lucyshyn has been promoted to director of national accounts. He was most recently national account manager … Robert Sehn has joined Mibro as of director of regional accounts. Everybody reports to Stephen Jones, senior vice-president sales. (416-285-9000)
MARKET INDICATORS
The level of home resales in Canada hit a record high in 2002, while selling prices also reached new highs, says the Canadian Real Estate Association. In 2002, major market home sales were up 10.2% from last year's record level. Calgary, Toronto, Hamilton, London, and Ottawa were among the cities that hit new highs. The average selling price for existing home sales in 2002 was up 9.8%. Investment in non-residential building construction reached a record high in the fourth quarter, says Statistics Canada, fuelled by spending in the public sector. Overall, businesses and governments spent $6.4 billion, up 1.2% from the third quarter.
NOTED…
Home Hardware Stores has been getting calls for… T-shirts, ever since Canadian rocker Avril Lavigne wore a Home Hardware shirt while appearing on Saturday Night Live last week. The fashion statement was evidently an old team uniform sponsored by Napanee Home Hardware (Lavigne's home town).

****HARDLINES MARKETPLACE**** Check out Hardlines Classifieds on the web: https://hardlines.ca/html/classifieds_new.asp

EQUIPMENT FOR SALE Totem Building Supplies has twelve Vidir 8-roll Carpet machines available at the outstanding price of $3000.00 Cdn. each F.O.B. Calgary. Totem also has four (Two Vidir and two Floormaster) 16-roll linoleum racks at the great price of $2000.00 Cdn. each F.O.B. Calgary. As well, Totem has four Vidir cutting beds at $2000.00 Cdn., each F.O.B. Calgary. If interested, please contact Ed Mah at edmah@totem.ab.ca or contact via telephone at: 403-247-5599. *********************************************************************************** HELP WANTED ITW Paslode is a world leader in the manufacturing and distribution of power nailing equipment & tools for the construction and industrial sectors in Canada. We are seeking a dynamic professional to join our Residential Business Unit. PRODUCT/MARKETING MANAGER In this key role your responsibility will be to develop & implement short-term and long-term marketing strategies for our Paslode product line of power nailing products sold through industrial, dealer and distribution channels. Using a trade focus approach you will work closely within a team based environment that includes a sales team and sales management to develop & launch new product & service packages and create brand awareness to identified trades in specific geographic areas. Additionally, you will coordinate, monitor and manage all promotions, advertising, trade shows and merchandising activities for this product line. Your qualifications will include a degree with a major in Marketing combined with 3 –5 years marketing management experience in the retail sector. A background in brand management & strategic planning/execution is preferred. Above average communication, presentation and inter-personal skills is also required. Join an industry leader that offers a challenging career, competitive salary, & a comprehensive benefits program. Please reply in confidence to: Human Resource Manager, ITW Construction Products, e-mail: resume@itwconstruction.ca or fax: 416-750-9601. For further information on our company please look us up on the web www.itwconstruction.ca or the Corporate website www.itw.com . We wish to thank all applicants for their interest, however, only those selected for an interview will be contacted.

***********************************************************************************

ONTARIO RETAIL ACCOUNT REPRESENTATIVE(commissioned sales) The MIBRO Group, a leading North American supplier of Power Tool Accessories, Chain, Chain Accessories, and Lawn and Garden Products is expanding its Sales Team. We are looking for an enthusiastic & competitive “road warrior” to grow our non-key account business throughout Ontario. Qualifications: Proven track record in sales to retail accounts, merchandising skills, a “road warrior” (extensive travel throughout the province) with a reliable vehicle & valid drivers license, and computer-literate. Please submit a resumé by email stating qualifications and income expectations to esmith@mibro.com. *********************************************************************************** NATIONAL ACCOUNT MANAGER & MARKETING COORDINATOR The Company: Maxtech Manufacturing, one of the fastest growing designers, manufacturers and distributors of hand and power tool accessories is looking for an account manager to grow our expanding Canadian and U.S. customer base. We have over 28 U.S. utility patents with many more pending. We offer a dynamic work environment, a solid customer base, and innovative products to sell. We are a multi industry, multi location privately held company based in Waterloo, Ontario. At Maxtech: Strength through People, Diversity and Innovation. Visit us at our Web site: http://maxtech-mfg.com We are recruiting for two positions: NATIONAL ACCOUNT MANAGER Represent Maxtech in sales presentations to a large customer base in N. America, extensive travel required. Work with Sales Agents to manage and direct their sales activities. Devise sales strategies for his/her accounts, plan product positioning and create promotional ideas to increase customer base and increase product penetration with existing customers. Provide inventory requirement forecasts to our purchasing team. Provide feedback about price competitiveness, competitor activity, and customer reaction to our product and its features. Budget sales by customer and sku annually and complete weekly customer activity/progress reports. Organize and attend trade shows. Your Personal Tool Box will include: -Demonstrated ability to grow sales in the DIY Hardware/Power Tool Accessory market with a keen sense of the market, US experience an asset. -Strong analytical skills. -Self Starter with good organizational and prioritisation skills. -Excellent Communications (written and oral) and Presentation skills, ability to recognize/identify customer needs and translate into product sales. -Degree /diploma in marketing or sales an asset. MARKETING CO-ORDINATOR As a key member of our sales and marketing team, you will work closely with the Director, Sales & Marketing, Marketing Communications Associate, National Account Managers, and others, to provide assistance, research, recommendations and in some cases be solely accountable for the marketing aspects of : -New Product Development; -Competitor analysis; -P.O.P. Material; -Product Launch; -Catalogue Development; -Trade Show Co-ordination; -Customer Service/Support. Your Personal toolbox will include: Relevant post secondary education in marketing. Marketing degree or diploma preferred. Previous experience in the D.I.Y. hardware industry preferred. Demonstrated ability to apply program management skills to brings issues from the concept to fully implemented stage. Ability to think outside the box, and problem solve in a team setting. Effective communications skills to represent Maxtech to Customers. Self starter with ability to multi-task and prioritize. Proficient in standards Microsoft Office Products. Ability to occasionally travel and attend week-end and evening trade shows. If you are interested in either of these opportunities, please forward your resume to: Director, Sales & Marketing, Maxtech Consumer Products Group, 600 Weber St. N, Waterloo, Ontario N2V 1K4; Fax: (519) 884-5327; Email: davem@maxtech-mfg.com (this is the preferred option, as a WORD attachment)

***********************************************************************************

TRADE MARKETING MANAGER Our Toronto-based Client is seeking a Trade Marketing Manager to join their company, a consumer durables firm consistently #1 in their category and continuing to grow and dominate with high market share. As a key member of the senior management team, take true ownership of this function that reports directly to the Vice President, Sales & Marketing. The successful candidate will have an immediate impact on the organization through their outstanding marketing, analysis and people management abilities. Regular involvement in product line extensions/reviews, packaging, pricing/margin management, seasonal promotions, POP development, and assisting the Field Sales Management team in applying fact-based selling. REQUIREMENTS:* 7-10 Years experience in trade marketing/sales of consumer durables. * Enjoys working in a streamlined organization that has enjoyed spectacular growth and is poised to continue growing through market share and competitor acquisition. * Hands-on management by example; knows how to motivate direct reports and other work colleagues.* Business degree/diploma, bilingual advantageous. Looking to help a company continue its marketing sophistication level? Please contact Wolf Gugler in complete confidence, quoting file # C-26. Wolf Gugler & Associates Limited. 1370 Don Mills Road, Suite 300, North York, Ontario M3B 3N7. Phone: 416-386-1719. Email: resumes@wolfgugler.com Web site: www.wolfgugler.com *********************************************************************************** TERRITORY SALES MANAGER Our continued growth in Canada has opened up an opportunity for an energetic and self-motivated individual to join our team. We are looking for a territory manager for Ontario and Quebec who will provide direction for our regional sales staff and help grow our business in lumber yard markets. Qualifications: Minimum 5 years account management experience, highly developed interpersonal and communication skills, good analytical skills and experience with mass merchandise retailers. Must be bilingual and willing to travel. This is a management position and this person will report to the Canadian Sales Manager. Please submit a resumé by email or fax stating qualifications and income expectations to Mitten Vinyl Inc., c/o Human Resources to freddie@mittenvinyl.com; fax: 519-442-3214. *********************************************************************************** PRODUCT MANAGER The INNOVAK GROUP, a Canadian manufacturer and importer of hand tools and related products, is seeking to expand its marketing and sales team. The successful candidate will have the responsibility of managing the key product lines of the company, with specific emphasis on new product development, introducing new products as well as merchandising the product line. Working out of Montréal, the candidate must have 3 to 5 years of marketing background with specific experience in the retail hardware industry. Strong merchandising, analytical and computer skills are a definite asset. Please reply in confidence by fax to 514-695-4997 [attention Director of Marketing] or via email to: jbazar@innovak.com.

*********************************************************************************** KEY ACCOUNT EXECUTIVE Our continued growth in the United States has opened up an opportunity for an energetic and self-motivated individual to join our sales team. We are looking for a Key Account Executive to help grow our business within our Tier 2 accounts in the USA and to assist in developing our secondary markets.

  Necessary qualifications: 3-5 years account management experience, highly developed interpersonal and communication skills, good analytical skills and experience with Mass Merchandise retailers is preferred. This is an intermediate position and the successful candidate will be working out of our world-wide headquarters in Woodbridge, Ontario.   Please submit a resumé by email or fax stating qualifications and income expectations to: Camillo Caperchione, Vice President Sales & Marketing, Better Living Products, Telephone: 905-264-7100 Fax: 905-264-3690 Email: camillo@dispenser.com

*********************************************************************************** 

NEW PRODUCTS Look at what’s new from Bakor, Canada’s leader in roofing, waterproofing and air barrier systems. We can show you how to increase profit performance and customer satisfaction plus build your contractor business with our quality programmes for roof repair, waterproofing and driveway maintenance. Visit www.bakor.com to find out more or call Kim Whitehouse 1-800-387-9598, ext. 227.

**********************************************************************************   SERVICES OFFERED NORAL INSTORE: Don’t leave your products’ display management to chance! Let Noral Instore take care of your instore merchandising. Visit http://www.noralmarketing.com or call Al Vanderveen at 519-439-6800 ext. 201 ********************************************************************************** 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 $18 PER LINE FOR THREE WEEKS IN THE CLASSIFIEDS, OR ASK FOR THE NEW PRODUCT SPECIAL RATES! TO PLACE YOUR AD, CALL US AT 416-489-3396 OR EMAIL: bev@hardlines.ca
Hardlines is published weekly (except monthly in December and August) by McLARNEYCOM 542 Mount Pleasant Rd., Suite 302, Toronto, Ontario, Canada M4S 2M7 © 2003 by Michael McLarney. HARDLINES™ the electronic newsletter hardlines.ca Phone: 416.489.3396; Fax: 416.489.6154 Michael McLarney, Editor & Publisher: mike@hardlines.ca Beverly Allen, Marketing Manager: bev@hardlines.ca Nancy Wright, Circulation Manager: nancy@hardlines.ca ______________________________________________ THE HARDLINES "FAIR PLAY" POLICY: Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair! Call for information on multiple subscriptions or a site license for your company. We do want as many people as possible to read Hardlines each week – but let us handle your internal routing from this end! ______________________________________________ Subscription: $199+$13.93 GST = $212.93 per year (GST #13987 0398 RT). Secondary subscriptions at the same office are only $34 + $2.38 GST = $36.38. Ask about our reduced rate for branch offices. You can pay online by VISA at our secure website or send us money. Please make cheque payable to McLarneyCom.