July 24, 2017 Volume
xxiii, #30
“Service to others is the rent you pay for your room here on Earth.”
—Muhammad Ali (“The Greatest”, American boxer and activist, 1942-2016)
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SUMMER PUBLISHING SCHEDULE: Please note that HARDLINES is published once in August. There will be no issues on July 31, August 14, 21, and 28. We resume our regular publishing schedule with our September 4 edition.
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Orgill’s Boston dealer market promises more that’s new for Canadian dealers
MEMPHIS, Tenn. — Hardware wholesaler Orgill is preparing for its next Dealer Market, August 24 to 26 in Boston, and it anticipates attendance by hundreds of Canadian independents.
Although a full-line distributor, Orgill does not attach itself to a banner. It counts among its customers in this country independents from just about every buying group. And those dealers will have lots to see at the next show, which will take up every available bit of space at the Boston Convention and Exhibition Centre.
The show is known for its model stores. Dealers who sell to contractors and professionals will be especially interested in “Central Tool & Building Supply,” a brand new model store that caters to pros. This footprint will feature 100% Canadian-compliant assortments, with displays from both the London, Ont., distribution centre and the new Post Falls, Idaho, DC.
“We wanted to highlight how a pro-focused retailer can utilize a tool niche featuring powerful brands to really build a store-within-a-store concept that will appeal to the professional contractor and builder market,” says Philip Walker, SVP merchandising services for Orgill.
The “Walnut Grove” model store has been scaled down this time, from 12,000 to just 8,500 square feet. Orgill is using the smaller footprint to show off its latest techniques for helping dealers maximize space on the store floor. The wholesaler promises to fit 15,000 square feet of products into the smaller space.
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Fastway Group to purchase Winnipeg’s North American Lumber
TORONTO — A Toronto-based diversified-investment company has just bought up another independent building supply dealer. Mill Street & Co., through its subsidiary, The Fastway Group, has entered into a purchase agreement for the acquisition of the business operations of Winnipeg-based North American Lumber Limited.
Through a network of stores that average less than 5,000 square feet in size, North American Lumber has maintained a solid reputation for providing a broad range of lumber, hardware, and building materials to smaller communities in Northwestern Ontario, Manitoba, and Saskatchewan for 110 years. However, in recent years, the company has lost both stores and sales. It currently has 11 retail locations with sales of $21 million, down from a dozen stores and almost $37 million in sales in 2010 (source: Hardlines Who’s Who Directory).
“I am very pleased for the company, its staff, and the continuing legacy of this great brand,” said Martha Konantz, president of North American Lumber. “I believe The Fastway Group will bring positive energy and opportunities to the company and will successfully grow and develop the business in new directions.”
North American Lumber is just the latest acquisition by Fastway in the home improvement space. In 2016, it acquired Parliament Building Supplies in downtown Toronto, and Thorold Lumber, a dealer in Ontario’s Niagara region. Its portfolio of companies also includes Uxport Tools, an industrial tool supplier about an hour east of Toronto, and Sauve Lumber and Building Supplies in Timmins, Ont., which it acquired in May 2017.
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Canadian Tire offers a preview of its Christmas product line
TORONTO — Canadian Tire hosted its annual Christmas in July event last week. Reporters were invited in from the heat to an event space in Toronto’s west end where the Canadian Tire team was showcasing its Christmas décor, ornaments, and trees, as well as new products from its Canvas home furnishings line.
This year’s colour theme is alpine white. Accented by clear glass and pale blue in one display and gold and blonde wood in another, Tracy Platt, the style and design manager for Canadian Tire, says the various white tones can easily be combined to suit the homeowner’s own DIY style. “Within every colour story we usually do two themes and they all mix and match together,” says Platt. “We’re always trying to show our customers different ways to put things together.”
One new item Platt singled out is a fireplace with a built-in pull-out storage unit. It’s part of a trend she says her team especially appreciated for its very practical appeal.
The Canadian Tire merchants also worked with Toronto designers Davina Nathan and Deidre Wicks to design original Christmas stockings, pillows, ornaments, and festive tableware. In a nod to the Canada 150 celebrations, Salima Kassam, senior category manager for Canadian Tire, noted the colour red features heavily in these items.
On the new technology side, Canadian Tire has focused on the look and feel of its artificial trees. According to Jason Kane, AVP for Christmas, this year’s selection is modeled after real trees. “You can see the different species,” says Kane. “It’s much more premium, and much more life-like.”
And the new Noma brand string lights have also been developed with a new technology that seals the socket so that when one light burns out, none of the others on the string are impacted. The lights also carry a 10-year warranty as opposed to the typical five. “They’ve gone out to build the best light they can,” says Kane. “These are not the strings you used to spend hours hanging on the tree to have to find the one not-working bulb when it burnt out.”
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Ace Hardware’s latest hires draw from big box DNA
OAK BROOK, Ill. — The dealer-owned co-ops are stepping up their executive ranks, on both sides of the border. Ace Hardware’s latest high-level hires came from three of the large public companies that compete with Ace stores—and that’s an advantage, according to the co-op.
Many of Ace’s corporate positions are filled with people whom Ace has promoted internally. But also acquiring “more and better leaders” from competitors offers strategic advantages, says Kane Calamari, vice president of human resources, organizational development and communications for Ace. “We think it’s a pretty potent combination.”
Home Hardware has been going through similar changes. Historically reliant on hiring from within, the signing in May 2016 of Rick McNabb as VP of marketing and sales marked a big step for the co-op to look outward, both in terms of personnel and vision. McNabb had come over from Cara Foods, where he spent a decade as a senior executive presiding over a number of brands, including Harvey’s, Swiss Chalet, Kelsey’s, and Montana’s.
Ace in the U.S. is following suit. Since April, the co-op has announced the hiring of former Grainger executive Mark Spanswick to serve as president and general manager of Ace’s wholesale division; John Sommers Jr., a 23-year Home Depot veteran, as vice president of merchandising; and Lisa Doyle, who previously worked for Lowe’s, as Ace’s new head of retail training.
“Although we’re battling them day in and day out, we’re making sure that we’re learning from them,” Calamari says. But, he adds, executives from big box companies, who are accustomed to working with corporately owned stores and very different shareholder owners, do have a learning curve when Ace hires them to serve independent retailers.
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Vince Morency has been appointed Channel Manager Retail Canada at Richelieu Hardware Ltd., where he will be in charge of co-ordination, development, and execution of account, regional, and trade-show promotions, off-shelf promotions, and booking programs. His background includes category manager roles at Chalifour Canada and Orgill Canada. Most recently, he was Category Business Manager at TSC Stores. (vmorency@richelieu.com)
After 21 years at Recochem Inc., Stephen Ceolin has opened his own sales agency, Ceolin & Associates, representing leading brands in the hardware and housewares industry. (stephen@ceolinandassociates.com; 905-866-8659)
Jason Hamburger is now Corporate Business Manager at Atlas Graham Furgale. Previously, he had spent 14 years at Home Hardware Stores Ltd. as a Product Manager. Most recently, he was National Sales Manager for CP Industries in Fergus, Ont. (jason.hamburger@agfurgale.com)
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CLASSIFIED ADS
Spancan, the industry leading Hardlines Buying Group has an exciting opportunity for a Director of Purchasing based in our Ajax, Ontario office. This position is responsible for coordinating the purchase decisions for the members of the group including Federated Co-op, TIMBER MART and ILDC. The individual will organize and oversee annual negotiations, be the key contact for both vendors and members and prepare the critical analysis used for the groups buying decisions. A business degree along with 7+ years purchasing experience, preferably in the Home Improvement Industry. Must be an excellent communicator and have strong Microsoft Office and presentation skills. If interested please forward your resume to resume@spancan.com. All responses will be held in complete confidence.
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Founded in 1950, Bailey Metal Products Limited. is a family owned and operated Canadian company. Bailey is recognized as the industry leader, offering building solutions to both the commercial framing and drywall finishing residential markets.
We are hiring for the following positions:
Plant Manager – Calgary AB.
Sales Representative Retail and LBM – Prairies
Outside Sales Representative –Montreal QC.
Sales Manager – Prairies
To see a full list of positions visit www.bmp-group.com/about-bmp2/careers
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Covertech Flexible Packaging , the manufacture of rFoil reflective insulation is looking for an independent Canadian sales rep who has contacts in the home improvement /retail marketplace. www.rfoil.com, www.covertechflex.com
Contact : John Starr, Vice President /Partner,
johnstarr@covertechfab.com
416-798-1340 ext 206
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Sales Manager Accounts Sherwin Williams Consumer Brands Group Canada
This position will be responsible for growing top line sales, profit and market share for Consumer Brands and the customer(s) within an assigned territory. This position will also be responsible for the planning, development and implementation of business plans to expand and develop new business opportunities; achieving results by capitalizing on product, pricing and promotion opportunities; position will also work with other cross functional teams and will utilize CRM for sales planning. Additional responsibilities include proforma analysis, P&L analysis, budget management, key negotiations and line reviews.
This position will handle Orgill, Lancaster and YHD. Additional key responsibilities include developing and maintaining a working relationship between distributors and SW CBG sales force and training on the products & programs.
Experience Required:
Prior experience in sales required. This position also requires communication, problem solving, strong time management, presentation and leadership skills.
Prior experience with financial reports & P&L analysis.
Must be legally authorized to work in the country for which you are applying for employment (without now or in the future needing sponsorship for employment work visa and/or permanent residence status).
Basic Qualifications:
High School Diploma or equivalent required
Preferred Qualifications:
Bachelor’s degree in business related field is preferred
You can search the job https://jobsearch.sherwin.com/en/job-description?jobNumber=17000904.
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Job Title: Territory Manager (Retail) - Ontario
Company Profile:
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin.
Position Summary:
Reporting directly to the National Sales Manager, the ideal candidate is a self-motivated, driven sales professional with a passion for excellence. The Territory Account Manager, Schlage Canada, is part of an energetic team responsible for developing our growing Schlage residential business across Canada. They are detail oriented, strategic and analytical with the ability to think outside the box.
Responsibilities:
• The successful incumbent will be responsible for managing the sales growth of the sales region through effective account management and account expansion. This includes, store conversion, store resets, new store coordination, store walks, event implementation and special projects.
• Grow market penetration by developing strong relationships with assigned accounts Buying team, store level associates, Department Managers and Store Operators and Managers.
• Develops a territory business plan and customized business plans for assigned accounts, promotional activity, shelf management programs, product training, investment strategies, and revenue goals.
• Utilizes existing marketing programs to maximize market-share growth and ensures that selling strategies align with revenue and profit goals outlined in Annual Operating Plan. Responsible for meeting budget and expense parameters for optimizing operating profit.
• Supervises and manages the development and execution of the regional field sales team.
• Represents Allegion Canada with the highest integrity. Conducts regular business reviews and other analyses to be able to make recommendations that will improve our business performance.
• Represents Allegion Canada at national, regional, and local dealer and builder shows as required.
Knowledge/Experience Required:
• 3-5 years’ experience in a sales and marketing role
• University or college degree in Sales and/or Marketing
• Good attitude and good work ethic and willing to learn
• Exceptional computer skills
• Strong communication and written skills (Bilingual is an asset)
• Must possess a valid driver’s license
• Must be willing to travel up to 45% of the time
• The ability to multi task and handle various priorities
• Strong ability to work in a collaborative, supportive way
• Experience with both electrical and mechanical door hardware an asset
• We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.
If you believe you have the skill set that matches our position requirements please apply using the links below. For more information please visit Allegion.com
https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Retail-Territory-Manager_JR7067-1
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