June 4, 2018 Volume xxiv, #22

 “I have learned silence from the talkative, toleration from the intolerant, and kindness from the unkind; yet strange, I am ungrateful to these teachers.”
—Khalil Gibran (Lebanese novelist, poet and artist, 1883-1931)

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Hardware and home improvement retailers take honours at Retail Council awards

TORONTO — Home Depot President Jeff Kinnaird headed up a stellar roster of individuals and companies from the hardware and home improvement industry at last week’s Excellence in Retailing Gala. The event capped day one of the RCC’s annual convention, STORE. Kinnaird was selected as Distinguished Canadian Retailer of the Year.

“He’s a retailer through and through, doing what most great merchants do, starting out at the bottom and working his way through different roles,” said RCC President Diane Brisebois, in her remarks about Kinnaird. She described him as having a passion that spreads to his team and to the communities served by Home Depot stores. “And all this is done with humility and gratitude.”

Robin Lee, president and CEO of Lee Valley Tools, earned a Lifetime Achievement Award for the success and rich corporate culture that company has maintained since its inception in 1978.

Other winning companies included Canadian Tire, which was nominated in a number of categories, and earned top honours for both in-store merchandising and supply chain innovation. From Lowe’s Canada, Reno-Depot was nominated for the e-commerce experience, while its sister banner RONA won for mobile experience, thanks to the launch of a new, responsive website. “Offering a seamless, consistent, and transparent experience to our customers no matter when, where, and how they interact with us is what Lowe’s Canada’s omnichannel strategy is all about,” said Tanbir Grover, vice president, e-commerce and omnichannel at Lowe’s Canada, on the award.

Rounding out a strong showing by hardlines retailers in the evening’s awards, Federated Co-operatives was nominated in two categories, including best marketing strategy, and won for philanthropic leadership.

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UFA taps big box DNA to improve best practices, and sales are going up

CALGARY — One of the ways UFA has been able to get more in touch with store operations is through its field merchants. “They’re our eyes and ears in the stores,” says Glenn Bingley, They can identify everything from slow-selling merchandise in particular markets to community needs that a particular store could respond to. “We’ve been working very hard to fulfill those needs,” Bingley adds.

In fact, the use of field merchants reflects just one of the many best practices UFA has borrowed from the big box retailers. Bingley himself came over from Home Depot Canada seven years ago. There, he had served in a number of roles over 17 years with the big box retailer, ultimately as vice president of merchandising. Another big box alumnus, Mark DiGioacchino, was director of field merchandising at Home Depot Canada before moving to Lowe’s Canada. He has been at UFA for two years as director of merchandising.

“We learned a lot of strong retail fundamentals from the big box retailers,” Bingley admits. They include rigorous line reviews, better management of vendor relations to benefit both sides, and improved retail programs, with standardized assortments that vary only in size depending on the footprint of the store. The process, he says, has given UFA access to a broader range of new products and increased value for customers.

“That discipline is something Mark has been able to bring to his buying teams,” he says. “And ultimately we’re seeing improved sales.”

Bingley is confident the trend will continue. Despite the flat economy in Alberta, where most of UFA’s stores are located, the retail business was able to grow by just over 5%. And despite a slow start to 2018, something shared across the country, the year ahead looks good. “We’re very optimistic. We had a very, very strong 2017. The economy in Alberta is picking up.”

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Kohltech Windows awarded during transition to new branding

DEBERT, N.S. — Kohltech Windows & Entrance Systems has been recognized for overall business performance and sustained growth as one of Canada’s Best Managed Companies. The 2018 Best Managed program award winners are amongst the best-in-class of Canadian owned and managed companies with revenues over $15 million demonstrating strategy, capability, and commitment to achieve sustainable growth.

The growth and success of Kohltech, formerly Peter Kohler in the Atlantic provinces, continues to be driven by the culture of service the company was founded on. It has made consistent efforts to improve business practices in an increasingly complex industry, whether through its award winning “Best in Class” dealer software or through training programs. Customer loyalty and word of mouth have propelled the company from being a top regional brand towards becoming a top national brand over the last few years.

“We are incredibly grateful to be receiving this designation,” says Kevin Pelley, President of Kohltech Windows & Entrance Systems. “This accomplishment recognizes the hard work and dedication of our staff to serving our customers, to producing quality products, and to relentless innovation in windows and doors.”

Until recently, the company had operated under the Peter Kohler name in the Atlantic provinces and Kohltech outside of Atlantic Canada. The long-term plan has always been to trade under the Kohltech name once brand recognition was established.

The company plans to transition the Peter Kohler brand to Kohltech by promoting both brands in its messaging over the next eight months. An advertising campaign has already begun, showcasing the brand transition using TV and digital video advertisements shown across Atlantic Canada.

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Small town independent focuses squarely on farm and rural customers



CLARKSBURG, Ont. — James and Patricia Hindle of Hindle’s Clarksburg Hardware in Clarksburg, Ont., have been running their 2,000-square-foot small town hardware store for 46 years, and all without the benefit of kitchen and bath displays, doors and windows, or lumber and building materials.

“Lots of other stores carry those kinds of things, so we don’t think it makes any sense to fill the store up with products we can’t compete on,” says Hindle. “Instead, we focus on specializing in items those other stores don’t have.”

The Hindles’ store stocks all the items you would expect to find in a typical small hardware store—like basic plumbing and electrical supplies, housewares, hand tools, some paint, and seasonal items—but large sections of the store are devoted to products essential in their specific market. The town of Clarksburg is in a rural area of Central Ontario where orchards are common, and Hindle’s Hardware has carved out a niche as the go-to supplier for specialized tree pruning and horticulture tools.

“We have been importing specialized horticulture tools since the 1970s—from the U.S., France, Switzerland, and even Japan,” Hindle says. “Plus, we service and sharpen that equipment and carry the parts. We’ve sold equipment to orchards as far away as Nova Scotia and to forestry businesses in Quebec.”

Hindle’s also stocks a wide assortment of work gloves, clothing, and boots specifically for seasonal workers who come to the area to work at the local orchards. In addition, the store stocks a huge assortment of fasteners that are commonly found on agricultural vehicles and equipment, as well as a wide assortment of chains. Says Hindle: “Lots of our customers are farmers, and they know they can come here and get exactly what they need.”

(This is an excerpt of a larger feature that appears in the current edition of our sister publication, Hardlines Home Improvement Quarterly. HHIQ is mailed to 11,000 dealers, owners, and managers across Canada. Click here to get your own subscription today!)

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Doug Knowles, operations manager for the Home and Building Solutions division of Federated Co-operatives Limited, is retiring at the end of this month. His final day is June 29. (Doug.Knowles@fcl.crs)

At Derby Building Products, manufacturer of the Tando and Novik brands of exterior cladding products, Mark Schlagheck has been named vice president of retail sales. In his new role, Schlagheck will position Novik for expansion to the retail home improvement channel in the U.S. and Canada. He will divide his time between Dayton, Ohio, and Derby’s headquarters in Quebec City. With 30-plus years of experience, Schlagheck previously served as VP retail sales at The AZEK Company and the Kohler Company. He will report directly to Mitch Cox, Sr., vice president of sales. (mschlagheck@derbybp.com)

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CLASSIFIED ADS

Sales Territory Managers | Atlantic Canada

Regal Ideas is the innovative leader in Aluminum Railing and associated outdoor living products to the Canadian Home improvement Industry. We require experienced Building Materials Professionals to expand our sales team and drive sales growth across Canada. If you are a motivated and highly organized team player then we want to speak with you.

Please send resume and salary expectations to Marketing@regalideas.com and you will be contacted if qualifications are commensurate with our requirements.

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TIMBER MART is looking for a Sales Development Agent based in Langley, BC who will play an integral role in the following areas that support our dealers and customers:

* Establish and build strong relationships with our dealers and customers

* Promote the purchase and utilization of our products and services

* Actively pursue new business opportunities and strengthen our current ones

* Work with our sales team to meet and exceed monthly sales initiatives

* Conduct sales calls and store visits

* Communicate customer concerns, questions and ideas clearly

* Review monthly sales reports to identify opportunities

Qualifications:

* A minimum of 3 to 5 years’ experience in the building material industry

* Competency in Microsoft Office and basic computer skills

* A valid driver’s license and a clean abstract

* Business to Business (B2B) sales experience

* Purchasing experience

* Specific knowledge of the lumber and panel market

* Post-secondary education or equivalent experience

* Formal sales training

If you are a motivated team player who is looking for a challenging and rewarding opportunity, please forward your resume to hr@timbrmart.com.

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