Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
March 3, 2008, Vol. xiv, #9
 
In This Issue

"Success didn't spoil me, I've always been insufferable." — Fran Lebowitz (American writer, 1950 - )

Retail giants reel from U.S. housing slump in '07
SPECIAL REPORT — The industry’s two largest home improvement retailers, Home Depot and Lowe’s, reported weak sales and profits for fiscal 2007, which each company attributes primarily to the ongoing downturn on homebuyer demand. For the first time in its 30-year history, Atlanta-based Home Depot reported a sales decline for a full year. In the 12 months ended Feb. 3, the company’s revenue was off 2.1% to $77.35 billion. The retailer’s same-store sales for the year fell 6.7%, and its net income plummeted by 23.7% to $4.39 billion. Home Depot’s fourth quarter was particularly tough (see chart below). Lowe’s, which is based in Mooresville, NC, managed a 2.9% gain in sales, to $48.29 billion, for its fiscal year, which ended Feb. 1. But its same-store sales were off 5.1% and its earnings dropped 9.5%, to $2.81 billion. The company’s CEO, Robert Niblock, pointed to “an unprecedented decline in housing turnover, falling home prices in many areas and turbulent mortgage markets that impacted both sentiment related to home improvement purchases as well as consumers’ access to capital.” Larry Stone, Lowe’s COO, told the Financial Times that in his 38 years of retailing “I can only recall one time—in the mid-1970s—when we have experienced so many headwinds.” Niblock added, though, that he expects 2009 to be better than 2008.

Top
Slowdown won't dampen openings for Lowe's, Home Depot
SPECIAL REPORT— Home Depot and Lowe’s continued to open new stores last year, and plan to do the same in 2008. Lowe’s—which added 153 stores last year, and opened its first Canadian stores—ended fiscal 2007 with 1,534 stores. It intends to open another 120 units in a year when it expects sales to increase marginally and same-store sales to be off by 5% to 7%. Home Depot, which ended last year with 2,234 stores, will add another 55 and relocate five others in 2008. However, the company expects sales this year to be down 4% to 5%, to report negative same-store sales, and to see “flat to slightly positive” gross margin expansion. “We see the home improvement market in 2008 as challenging, but we are going to continue to focus on our five priorities and build on the progress we made in 2007,” said Home Depot’s CEO Frank Blake. One of those priorities is upgrading stores and personnel. Home Depot has also budgeted $2.3 billion for capital improvements this year. Home Depot’s biggest challenge continues to be getting more people into its stores spending more money. For the year, its customer transactions inched up 0.5%, but what the average customer spent was off 2.4% to $57.48. More to the point, its stores’ weekly sales average was down 9% to $658,000 per unit.  
How They Measure Up
Home Depot
Lowe's
4Q Revenue ($mil)
$17,659 
$10,379
Percent Change
1.5% 
0.3%
4Q Earnings ($mil)
$671
$408
Percent Change
- 27.5% 
- 33.4%
4Q Same-store Sales
   - 8.3%      
- 7.6%
Stores Opened
10
72 ( + 2 relocations)
Source: company reports
 

Top
RONA unveils five-year growth plan
MONTREAL — RONA will increase its market share from 17% to 20% over the next five years, RONA president and CEO Robert Dutton told investors here last week. In laying out the strategic plan for 2008-2011, Dutton said that a difficult market will keep annual earnings per share in the low single-digits for the first half of the plan, adding that the company will look for double-digit growth after that. The first phase focuses on getting more profit out of the corporate store network, optimizing the supply chain, investing in employee training, improving information systems, and further integrating acquisitions. The second phase targets growth in same-store sales through standardization of the network, expanded product lines and new retail concepts. The ambitious dealer recruitment process won’t slow down, and RONA will continue to grow its commercial and professional business through both organic growth and further acquisition. RONA also wants to build its Air Miles sales from 53% to 60% of total retail sales, and to increase the sales made with the RONA credit card from 1.4% to 4% of sales. Private brands are expected to go from 16% to 20% of sales. The company also plans to launch 15 renovation projects annually through the RONA by Design series, and increase the sale of installation services from 2% to 5% of retail sales. A stronger web presence is also part of the strategy; RONA wants the monthly visits to rona.ca to go from one to two million. RONA also plans to distinguish itself with a commitment to sustainable development.

Top
Can-Save partners with Merillat
BARRIE, ON — Can-Save has added the Merillat program to its offering of lumber and building materials to retailers in Ontario and the Maritime provinces. Based in Adrian, MI, and part of the Masco Builder Cabinet Group, Merillat has been making cabinets since 1946 and is now one of largest North American cabinet manufacturers. It has nine manufacturing plants located throughout the United States. Merillat has recently been featured on several television shows, including A&E’s Flip this House, Today’s Homeowner with Danny Lipford and HGTV’s Dream House. It was also recently in the news with the launch of an interactive marketing program on its website called Kitchen Chronicles (www.merillat.com) that features four kitchen vignettes that showcase cabinetry and finishes for different lifestyles.

Top
Ace restates earnings to adjust for accounting snafu
OAK BROOK, IL — Ace Hardware Corp., the industry’s largest dealer-owned buying group, has restated its earnings for the years 2004, 2005 and 2006, which was necessitated by the discovery that it had made a $152 million mistake in how it accounted for payments to members for purchases made through the co-op over the past several years. The company said it adjusted its net income for the three years by $33.5 million, $19.3 million and $18.9 million. It also took the opportunity to record “out of period” adjustments and reclassifications in its financial statements. Consequently, the results are as follows:
Year
Previously Reported Net Income
Restated Net Income
2004
$101,947,000
$64,971,000
2005
$100,419,000
$79,485,000
2006
$107,420,000
$94,531,000

Top
Int'l Hardware Fair to stem illegal copying
COLOGNE, GERMANY — Posters and brochures that show an out-stretched arm with a red card – the universal sign on the sports field for an infraction of the rules — and the message “No Copy!” will appear this year at the International Hardware Fair/Practical World Koelnmesse, being held here March 9-12. The idea is to highlight the problem of illegal product copying, and to reduce copyright infringements at the fair. The program will include a No Copy! Stand, which will offer show participants advice and information from industry experts. The initiative will be supported by the relevant authorities, especially customs and excise officers. Mobile investigation groups (MIG) will patrol the halls to monitor suspicious activity.  
Classifieds

National Account Manager

Graham & Brown Limited supplies some of the largest and most well known retailers around the world with innovative home enhancement products designed to meet our consumers' needs. In Canada, the company sells its’ Wallpaper and Art products through well recognized retailers like Home Depot, Wal-Mart, Canadian Tire, Home Outfitters and Lowe’s.

Rapid growth in Canada requires us to seek a candidate to fill the position of National Account Manager to manage and grow several of these key National customers. This is an excellent opportunity for a highly motivated, driven and enthusiastic individual looking for career advancement in a fast paced, entrepreneurial environment.

Key Responsibilities

- Exceed sales & profit targets by growing current products & introducing new products. - Develop & implement a Business Plan for target accounts. Present to retail buyers. - Achieve results through strategic Category Management with assigned accounts. - Work  & communicate effectively with all support functions - Monitor & report on sales & profit by account as well as forecasts & inventory. - Manage account expenses to ensure that activities are carried out on Budget. - Analyze & report on POS with customers utilizing their in-house reporting systems.

Qualifications

- 5+ years experience as a National Account Manager selling consumer goods to National accounts in the Hardware/Home Improvement/DIY segment - University or College graduate - A proven track record of partnering with retail buying teams to drive sales - Experience working with retailers & their POS reporting systems (i.e. Retail Link) Graham & Brown offers a competitive compensation package that consists of a base salary, bonus program, car allowance and comprehensive benefit plan. The company is located in Oakville just off the QEW at Trafalgar Rd. Interested applicants should submit their resumes along with compensation expectations to gary.gill@grahambrowncdn.ca. No phone calls please.

  The MIBRO Group is a leading supplier of Power Tool Accessories, Chain & Chain Accessories, Rope & Cordage, and Lawn & Garden Products. MIBRO is proud to be a winner of the Canada's 50 Best Managed Companies award. Check us out at www.mibro.com We currently have an opening for an experienced National Account Manager, to sell to and manage major retail accounts in Canada and the U.S. As the ideal candidate you have:
  • 5+ years experience in selling consumer products to Key Accounts in the retail sector
  • Intermediate to Advanced level proficiency in MS Office
  • Ability and willingness to travel
  • Strong verbal/written communication and presentation skills
  • Excellent analytical, organizational, and follow-up skills.
  • Excellent project management and problem-solving skills.
  • Systems and procedures oriented.
Please submit your resume hrc@mibro.com   We thank all candidates for their interest, however, only those under serious consideration will be contacted.

Territory Manager – Alberta South 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 Alberta South area will be to develop and maintain our market share. 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 email your resume to the attention of: Mark Mossman National Sales Manager Freud Canada Inc. 7450 Pacific Circle Mississauga, Ontario L5T 2A3 mmossman@freudcanada.com

DELIVERING ON THE PROMISE

National Account Manager

This Ontario based position has direct sales and sales development responsibilities for a number of major J&R customer organizations that have locations throughout the country. These customers represent significant revenue opportunities. An advanced level of own and competitive product knowledge is required. This important and strategic role requires making recommendations regarding the planning, development and execution of objectives pertaining to customer groups and business imperatives.

The role also relies on extensive experience and judgment to plan and accomplish goals, perform a variety of tasks and will interface with all departments in the organization. A wide degree of business acumen, creativity and latitude is expected, along with excellent communication and judgement skills. Minimum 5-10 years of senior sales level exper ience or sales management is required in the Ontario marketplace. Existing networks and strong industry relationships would be an important asset. The position reports to the President and CEO. “Must have” - skills and abilities: Sales and related skills: Understand the selling process and buyer behaviour Customer centric focus Territory planning and management Presentation skills Communication skills Persuasion skills Relationship development skills Sense of urgency Goal and metric driven Understands “getting to yes” Well organized and planful Comfortable interacting at all levels, including management and “C” suite Business Skills: Understanding of home improvement markets and industry Able to have in depth meaningful business discussions Good understanding of product marketing Good understanding of supply chain and distribution Good negotiating skills Excellent problem solving skills Understand financial concepts and processes Understand basic financial reporting (example’s; Budgets, Balance sheets, Income statements) Up to date knowledge in use of technology and computer software skills Behavioural style; Able to work independently High emotional intelligence Friendly, outgoing, engaging Balanced between flexible and demanding High achiever, self motivated Empathetic and Intuitive (able to see things from customer perspective and read and anticipate reactions) Focused, excellent listening skills Relaxed communication style Replies to: bonnie.macmillan@jrhome.com  
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 Brady Peever at 416-489-3396 or email: brady@hardlines.ca
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Are you ready for 2008? Do you know the four hot trends that will help you prosper this year? How Canadian Tire infiltrated Lowe’s merchandise mix? Which pivotal events in 2007 will guide your business in the year ahead? Find out in the 1Q edition of HQR, available now!
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COMPANIES IN THE NEWS
MISSISSAUGA — Castle Building Centres has added eight new members to its network. They include Lumberworld Operations Ltd. and Mouldings Plus in, respectively, Victoria and Prince George, BC, and Done-Rite-Here Homes in Leask, SK. In Ontario, Castle picked up Sioux Narrows Building Supplies in Sioux Narrows and Rideau Lakes Building Centre in Elgin. Thompson’s General Store in Bass River, NB, has also joined the Castle network, as have Home Place Building Supplies, Hilden, and Knol Window & Door Ltd., Oxford—both in Nova Scotia. TORONTO — Sears Canada has bought Excell Duct Cleaning, which has licensees from Montreal to Vancouver, according to the Canadian Press. The company, which has been providing services under the name Sears Clean Air Services since 1991, was sold for an undisclosed amount. DELTA, BC —Taymor Industries, a designer, manufacturer and distributor of decorative hardware, is celebrating its 60th anniversary. The company, founded in 1948 by Jim Taylor, Len Morris and Jake Zalkow, grew from a small warehouse in Vancouver to an industry leader with distribution centres in Delta, BC, Mississauga, ON, San Francisco, Atlanta and Phoenix. The company is still owned and operated by the Zalkow family, who have planned celebratory events throughout the year. OTTAWA — The Canadian residential construction industry can expect last year’s trend—a 22% drop in profits—to continue in 2008, according to a new report from the Conference Board of Canada. Profits are expected to fall to $3.3 billion in 2008. Profitability is expected to drop another 4% in 2009, before showing improvement in 2010. Profit margins will, however, remain above their 17-year average over the next four years. MONTREAL — Quebecor, whose print division is struggling, has finalized a five-year deal with RONA to print all of the retailer's advertising material, including retail flyers and to provide other services, including advertising campaign management software. According to Reuters, the deal is worth between $25 million and $30 million. OTTAWA — Canadians spent an average of $48,770 on goods and services in 2006, a 4.6% gain from 2005, according to a report from Statistics Canada. Much of the increase came in Alberta, where household spending jumped 14%—the largest provincial increase recorded in the history of the survey. According to the report, 20% of consumer spending went to taxes, 19% to food, 14% to transportation and 5% to shelter. HOFFMAN ESTATES, IL — Sears Holdings, the parent company of the Sears and Kmart retail chains, saw its net income fall by 44.6%, to $826 million, for the fiscal year ended Feb. 2. The company’s revenue also dipped 4.4%, to $50.7 billion. For the year, its gross margins declined 1% to 27.7%. Sears Holdings reported a 47.5% decline in its fourth-quarter earnings, to $426 million, on sales that fell 6.8% to $15.1 billion. Sears ended the year with $1.6 million in cash on hand, which was down 57.9% from a year ago. The company’s domestic inventories were down slightly — to $9.1 billion from $9.2 billon at the end of fiscal 2006. TAYLOR, MI — Masco Corp. plans to realize over $140 million through the sale of several European business units, according to MarketWatch. Masco representatives said last week that these units, which had combined 2007 net sales of over $270 million and total operating losses of $95 million, are not core to the company's long-term strategy. The sale is expected to be completed over the next year. CHICAGO — Building maintenance supply company W.W. Grainger Inc. saw January sales rise 8%, buoyed by a 2% boost from foreign exchange. Grainger Branch-based sales climbed 6% and the Acklands unit showed a jump of 22%. LONDON — Overall sales by Kingfisher plc were down 5.1% in the fourth quarter, but its DIY chain, B&Q, reported sales of £874 million, up 0.2% over last year. European sales rose 14.3% in the same period, while Asian sales were down 6.4%, largely due to the slowdown in new apartment sales across China. BUENOS ARES — Sodimac, the giant Chilean home improvement retailer, opened its first store here last week as part of a US$300 million move into the Argentinean market. The new store cost roughly $14 million of the $46 million the company intends to spend in Argentina this year on three more stores.
People on the Move
Sam Purdy, who formerly headed up Ryobi Canada, has been named national director for Habitat for Humanity’s Re-Store services. IRLY Distributors has expanded its dealer development and sales team to include Brad Dixon, Lee Dicken and Bradd Austin, who will be responsible for existing IRLY stores and regional TIM-BR MARTs, reflecting the fact IRLY has joined the TIM-BR MART buying group.  Germain Voyer, formerly general manager for Roland Boulanger Moulding, has been named vice-president of sales and logistics for Maibec. Gerald Böse has been named CEO of the Koelnmesse executive board. He was formerly executive director at Karlsruher Messe- und Kongress-GmbH.
Economic Indicators
Monthly lumber production by sawmills dropped 22.5% in December to 4,322 thousand cubic meters, a drop of 19.3% from November. From November to December, stocks of prepared wood fell 2.7% to 7,976 thousand cubic meters. (StatsCan) Retail sales rose to $35.1 billion in December, an increase of 0.6% over November. While new car sales were up, home furnishings dropped 1.1% and building supplies were down 1.2%. Toronto, Montreal and Vancouver, showed rises in sales, but fell behind the national average. (StatsCan)
Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
March 3, 2008, Vol. xiv, #9
 
In This Issue

"Success didn't spoil me, I've always been insufferable." — Fran Lebowitz (American writer, 1950 - )

Retail giants reel from U.S. housing slump in '07
SPECIAL REPORT — The industry’s two largest home improvement retailers, Home Depot and Lowe’s, reported weak sales and profits for fiscal 2007, which each company attributes primarily to the ongoing downturn on homebuyer demand. For the first time in its 30-year history, Atlanta-based Home Depot reported a sales decline for a full year. In the 12 months ended Feb. 3, the company’s revenue was off 2.1% to $77.35 billion. The retailer’s same-store sales for the year fell 6.7%, and its net income plummeted by 23.7% to $4.39 billion. Home Depot’s fourth quarter was particularly tough (see chart below). Lowe’s, which is based in Mooresville, NC, managed a 2.9% gain in sales, to $48.29 billion, for its fiscal year, which ended Feb. 1. But its same-store sales were off 5.1% and its earnings dropped 9.5%, to $2.81 billion. The company’s CEO, Robert Niblock, pointed to “an unprecedented decline in housing turnover, falling home prices in many areas and turbulent mortgage markets that impacted both sentiment related to home improvement purchases as well as consumers’ access to capital.” Larry Stone, Lowe’s COO, told the Financial Times that in his 38 years of retailing “I can only recall one time—in the mid-1970s—when we have experienced so many headwinds.” Niblock added, though, that he expects 2009 to be better than 2008.

Top
Slowdown won't dampen openings for Lowe's, Home Depot
SPECIAL REPORT— Home Depot and Lowe’s continued to open new stores last year, and plan to do the same in 2008. Lowe’s—which added 153 stores last year, and opened its first Canadian stores—ended fiscal 2007 with 1,534 stores. It intends to open another 120 units in a year when it expects sales to increase marginally and same-store sales to be off by 5% to 7%. Home Depot, which ended last year with 2,234 stores, will add another 55 and relocate five others in 2008. However, the company expects sales this year to be down 4% to 5%, to report negative same-store sales, and to see “flat to slightly positive” gross margin expansion. “We see the home improvement market in 2008 as challenging, but we are going to continue to focus on our five priorities and build on the progress we made in 2007,” said Home Depot’s CEO Frank Blake. One of those priorities is upgrading stores and personnel. Home Depot has also budgeted $2.3 billion for capital improvements this year. Home Depot’s biggest challenge continues to be getting more people into its stores spending more money. For the year, its customer transactions inched up 0.5%, but what the average customer spent was off 2.4% to $57.48. More to the point, its stores’ weekly sales average was down 9% to $658,000 per unit.  
How They Measure Up
Home Depot
Lowe's
4Q Revenue ($mil)
$17,659 
$10,379
Percent Change
1.5% 
0.3%
4Q Earnings ($mil)
$671
$408
Percent Change
- 27.5% 
- 33.4%
4Q Same-store Sales
   - 8.3%      
- 7.6%
Stores Opened
10
72 ( + 2 relocations)
Source: company reports
 

Top
RONA unveils five-year growth plan
MONTREAL — RONA will increase its market share from 17% to 20% over the next five years, RONA president and CEO Robert Dutton told investors here last week. In laying out the strategic plan for 2008-2011, Dutton said that a difficult market will keep annual earnings per share in the low single-digits for the first half of the plan, adding that the company will look for double-digit growth after that. The first phase focuses on getting more profit out of the corporate store network, optimizing the supply chain, investing in employee training, improving information systems, and further integrating acquisitions. The second phase targets growth in same-store sales through standardization of the network, expanded product lines and new retail concepts. The ambitious dealer recruitment process won’t slow down, and RONA will continue to grow its commercial and professional business through both organic growth and further acquisition. RONA also wants to build its Air Miles sales from 53% to 60% of total retail sales, and to increase the sales made with the RONA credit card from 1.4% to 4% of sales. Private brands are expected to go from 16% to 20% of sales. The company also plans to launch 15 renovation projects annually through the RONA by Design series, and increase the sale of installation services from 2% to 5% of retail sales. A stronger web presence is also part of the strategy; RONA wants the monthly visits to rona.ca to go from one to two million. RONA also plans to distinguish itself with a commitment to sustainable development.

Top
Can-Save partners with Merillat
BARRIE, ON — Can-Save has added the Merillat program to its offering of lumber and building materials to retailers in Ontario and the Maritime provinces. Based in Adrian, MI, and part of the Masco Builder Cabinet Group, Merillat has been making cabinets since 1946 and is now one of largest North American cabinet manufacturers. It has nine manufacturing plants located throughout the United States. Merillat has recently been featured on several television shows, including A&E’s Flip this House, Today’s Homeowner with Danny Lipford and HGTV’s Dream House. It was also recently in the news with the launch of an interactive marketing program on its website called Kitchen Chronicles (www.merillat.com) that features four kitchen vignettes that showcase cabinetry and finishes for different lifestyles.

Top
Ace restates earnings to adjust for accounting snafu
OAK BROOK, IL — Ace Hardware Corp., the industry’s largest dealer-owned buying group, has restated its earnings for the years 2004, 2005 and 2006, which was necessitated by the discovery that it had made a $152 million mistake in how it accounted for payments to members for purchases made through the co-op over the past several years. The company said it adjusted its net income for the three years by $33.5 million, $19.3 million and $18.9 million. It also took the opportunity to record “out of period” adjustments and reclassifications in its financial statements. Consequently, the results are as follows:
Year
Previously Reported Net Income
Restated Net Income
2004
$101,947,000
$64,971,000
2005
$100,419,000
$79,485,000
2006
$107,420,000
$94,531,000

Top
Int'l Hardware Fair to stem illegal copying
COLOGNE, GERMANY — Posters and brochures that show an out-stretched arm with a red card – the universal sign on the sports field for an infraction of the rules — and the message “No Copy!” will appear this year at the International Hardware Fair/Practical World Koelnmesse, being held here March 9-12. The idea is to highlight the problem of illegal product copying, and to reduce copyright infringements at the fair. The program will include a No Copy! Stand, which will offer show participants advice and information from industry experts. The initiative will be supported by the relevant authorities, especially customs and excise officers. Mobile investigation groups (MIG) will patrol the halls to monitor suspicious activity.  
Classifieds

National Account Manager

Graham & Brown Limited supplies some of the largest and most well known retailers around the world with innovative home enhancement products designed to meet our consumers' needs. In Canada, the company sells its’ Wallpaper and Art products through well recognized retailers like Home Depot, Wal-Mart, Canadian Tire, Home Outfitters and Lowe’s.

Rapid growth in Canada requires us to seek a candidate to fill the position of National Account Manager to manage and grow several of these key National customers. This is an excellent opportunity for a highly motivated, driven and enthusiastic individual looking for career advancement in a fast paced, entrepreneurial environment.

Key Responsibilities

- Exceed sales & profit targets by growing current products & introducing new products. - Develop & implement a Business Plan for target accounts. Present to retail buyers. - Achieve results through strategic Category Management with assigned accounts. - Work  & communicate effectively with all support functions - Monitor & report on sales & profit by account as well as forecasts & inventory. - Manage account expenses to ensure that activities are carried out on Budget. - Analyze & report on POS with customers utilizing their in-house reporting systems.

Qualifications

- 5+ years experience as a National Account Manager selling consumer goods to National accounts in the Hardware/Home Improvement/DIY segment - University or College graduate - A proven track record of partnering with retail buying teams to drive sales - Experience working with retailers & their POS reporting systems (i.e. Retail Link) Graham & Brown offers a competitive compensation package that consists of a base salary, bonus program, car allowance and comprehensive benefit plan. The company is located in Oakville just off the QEW at Trafalgar Rd. Interested applicants should submit their resumes along with compensation expectations to gary.gill@grahambrowncdn.ca. No phone calls please.

  The MIBRO Group is a leading supplier of Power Tool Accessories, Chain & Chain Accessories, Rope & Cordage, and Lawn & Garden Products. MIBRO is proud to be a winner of the Canada's 50 Best Managed Companies award. Check us out at www.mibro.com We currently have an opening for an experienced National Account Manager, to sell to and manage major retail accounts in Canada and the U.S. As the ideal candidate you have:
  • 5+ years experience in selling consumer products to Key Accounts in the retail sector
  • Intermediate to Advanced level proficiency in MS Office
  • Ability and willingness to travel
  • Strong verbal/written communication and presentation skills
  • Excellent analytical, organizational, and follow-up skills.
  • Excellent project management and problem-solving skills.
  • Systems and procedures oriented.
Please submit your resume hrc@mibro.com   We thank all candidates for their interest, however, only those under serious consideration will be contacted.

Territory Manager – Alberta South 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 Alberta South area will be to develop and maintain our market share. 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 email your resume to the attention of: Mark Mossman National Sales Manager Freud Canada Inc. 7450 Pacific Circle Mississauga, Ontario L5T 2A3 mmossman@freudcanada.com

DELIVERING ON THE PROMISE

National Account Manager

This Ontario based position has direct sales and sales development responsibilities for a number of major J&R customer organizations that have locations throughout the country. These customers represent significant revenue opportunities. An advanced level of own and competitive product knowledge is required. This important and strategic role requires making recommendations regarding the planning, development and execution of objectives pertaining to customer groups and business imperatives.

The role also relies on extensive experience and judgment to plan and accomplish goals, perform a variety of tasks and will interface with all departments in the organization. A wide degree of business acumen, creativity and latitude is expected, along with excellent communication and judgement skills. Minimum 5-10 years of senior sales level exper ience or sales management is required in the Ontario marketplace. Existing networks and strong industry relationships would be an important asset. The position reports to the President and CEO. “Must have” - skills and abilities: Sales and related skills: Understand the selling process and buyer behaviour Customer centric focus Territory planning and management Presentation skills Communication skills Persuasion skills Relationship development skills Sense of urgency Goal and metric driven Understands “getting to yes” Well organized and planful Comfortable interacting at all levels, including management and “C” suite Business Skills: Understanding of home improvement markets and industry Able to have in depth meaningful business discussions Good understanding of product marketing Good understanding of supply chain and distribution Good negotiating skills Excellent problem solving skills Understand financial concepts and processes Understand basic financial reporting (example’s; Budgets, Balance sheets, Income statements) Up to date knowledge in use of technology and computer software skills Behavioural style; Able to work independently High emotional intelligence Friendly, outgoing, engaging Balanced between flexible and demanding High achiever, self motivated Empathetic and Intuitive (able to see things from customer perspective and read and anticipate reactions) Focused, excellent listening skills Relaxed communication style Replies to: bonnie.macmillan@jrhome.com  
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 Brady Peever at 416-489-3396 or email: brady@hardlines.ca
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Are you ready for 2008? Do you know the four hot trends that will help you prosper this year? How Canadian Tire infiltrated Lowe’s merchandise mix? Which pivotal events in 2007 will guide your business in the year ahead? Find out in the 1Q edition of HQR, available now!
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COMPANIES IN THE NEWS
MISSISSAUGA — Castle Building Centres has added eight new members to its network. They include Lumberworld Operations Ltd. and Mouldings Plus in, respectively, Victoria and Prince George, BC, and Done-Rite-Here Homes in Leask, SK. In Ontario, Castle picked up Sioux Narrows Building Supplies in Sioux Narrows and Rideau Lakes Building Centre in Elgin. Thompson’s General Store in Bass River, NB, has also joined the Castle network, as have Home Place Building Supplies, Hilden, and Knol Window & Door Ltd., Oxford—both in Nova Scotia. TORONTO — Sears Canada has bought Excell Duct Cleaning, which has licensees from Montreal to Vancouver, according to the Canadian Press. The company, which has been providing services under the name Sears Clean Air Services since 1991, was sold for an undisclosed amount. DELTA, BC —Taymor Industries, a designer, manufacturer and distributor of decorative hardware, is celebrating its 60th anniversary. The company, founded in 1948 by Jim Taylor, Len Morris and Jake Zalkow, grew from a small warehouse in Vancouver to an industry leader with distribution centres in Delta, BC, Mississauga, ON, San Francisco, Atlanta and Phoenix. The company is still owned and operated by the Zalkow family, who have planned celebratory events throughout the year. OTTAWA — The Canadian residential construction industry can expect last year’s trend—a 22% drop in profits—to continue in 2008, according to a new report from the Conference Board of Canada. Profits are expected to fall to $3.3 billion in 2008. Profitability is expected to drop another 4% in 2009, before showing improvement in 2010. Profit margins will, however, remain above their 17-year average over the next four years. MONTREAL — Quebecor, whose print division is struggling, has finalized a five-year deal with RONA to print all of the retailer's advertising material, including retail flyers and to provide other services, including advertising campaign management software. According to Reuters, the deal is worth between $25 million and $30 million. OTTAWA — Canadians spent an average of $48,770 on goods and services in 2006, a 4.6% gain from 2005, according to a report from Statistics Canada. Much of the increase came in Alberta, where household spending jumped 14%—the largest provincial increase recorded in the history of the survey. According to the report, 20% of consumer spending went to taxes, 19% to food, 14% to transportation and 5% to shelter. HOFFMAN ESTATES, IL — Sears Holdings, the parent company of the Sears and Kmart retail chains, saw its net income fall by 44.6%, to $826 million, for the fiscal year ended Feb. 2. The company’s revenue also dipped 4.4%, to $50.7 billion. For the year, its gross margins declined 1% to 27.7%. Sears Holdings reported a 47.5% decline in its fourth-quarter earnings, to $426 million, on sales that fell 6.8% to $15.1 billion. Sears ended the year with $1.6 million in cash on hand, which was down 57.9% from a year ago. The company’s domestic inventories were down slightly — to $9.1 billion from $9.2 billon at the end of fiscal 2006. TAYLOR, MI — Masco Corp. plans to realize over $140 million through the sale of several European business units, according to MarketWatch. Masco representatives said last week that these units, which had combined 2007 net sales of over $270 million and total operating losses of $95 million, are not core to the company's long-term strategy. The sale is expected to be completed over the next year. CHICAGO — Building maintenance supply company W.W. Grainger Inc. saw January sales rise 8%, buoyed by a 2% boost from foreign exchange. Grainger Branch-based sales climbed 6% and the Acklands unit showed a jump of 22%. LONDON — Overall sales by Kingfisher plc were down 5.1% in the fourth quarter, but its DIY chain, B&Q, reported sales of £874 million, up 0.2% over last year. European sales rose 14.3% in the same period, while Asian sales were down 6.4%, largely due to the slowdown in new apartment sales across China. BUENOS ARES — Sodimac, the giant Chilean home improvement retailer, opened its first store here last week as part of a US$300 million move into the Argentinean market. The new store cost roughly $14 million of the $46 million the company intends to spend in Argentina this year on three more stores.
People on the Move
Sam Purdy, who formerly headed up Ryobi Canada, has been named national director for Habitat for Humanity’s Re-Store services. IRLY Distributors has expanded its dealer development and sales team to include Brad Dixon, Lee Dicken and Bradd Austin, who will be responsible for existing IRLY stores and regional TIM-BR MARTs, reflecting the fact IRLY has joined the TIM-BR MART buying group.  Germain Voyer, formerly general manager for Roland Boulanger Moulding, has been named vice-president of sales and logistics for Maibec. Gerald Böse has been named CEO of the Koelnmesse executive board. He was formerly executive director at Karlsruher Messe- und Kongress-GmbH.
Economic Indicators
Monthly lumber production by sawmills dropped 22.5% in December to 4,322 thousand cubic meters, a drop of 19.3% from November. From November to December, stocks of prepared wood fell 2.7% to 7,976 thousand cubic meters. (StatsCan) Retail sales rose to $35.1 billion in December, an increase of 0.6% over November. While new car sales were up, home furnishings dropped 1.1% and building supplies were down 1.2%. Toronto, Montreal and Vancouver, showed rises in sales, but fell behind the national average. (StatsCan)