March 5, 2018 Volume xxiv, #9

“Three things cannot be long hidden: the sun, the moon, and the truth.”
—Buddha (a.k.a. Siddhartha Gautama, philosopher and founder of Buddhism in Ancient India, ca. 563-483 B.C.)

______________________________________________________________________

______________________________________________________________________

Orgill Spring Market offers products, deals, and education

ORLANDO — Independent home improvement retailers from around the world gathered recently for the Orgill Spring Dealer Market at the Orange County Convention Centre. The event featured vendors from across the industry, special buys, market-only specials, and networking opportunities.

It also drew about 300 Canadians, including 110 Castle dealers, a strong contingent of TIMBER MART members, and other stores from across the country.

“We always look forward to our Dealer Markets because they give us the opportunity to interact with our customers and provide them with a wide range of products, programs, and services to drive their businesses,” says Ron Beal, Orgill’s chairman, president, and CEO. “We’re excited to share all that Orgill has to offer.”

The Spring Dealer Market covered about one million square feet of space, providing plenty of room for thousands of vendors attending the event to show off their wares, while retailers shopped all the major home improvement categories. A number of promotional areas around the perimeter of the market floor, including Door Busters, Pallet Buys, and New Items, let dealers shop for products at low prices exclusive to the event.

“Our merchants and vendors have teamed up to add the items our customers want,” says Jeff Curler, senior vice president of purchasing. “Many products are being offered at deeply discounted prices, and a number of our vendors are offering creative merchandising ideas to help retailers stand out from the competition.”

As in the past, the show floor featured a couple of model stores. Central Tool & Building Supply was a contractor-focused, 8,000-square-foot store that was also 100% Canadian-compliant. Its primary niche was hand and power tools, but it also offered a deep selection of Valspar paint, along with paint sundries, plumbing, and electrical products. The store offered a number of space-saving merchandising and racking features, enabling the space to feature about 8,000 square feet of products in a smaller space.

The service desk and checkout area was also innovative: it featured a doughnut-shaped counter set more in the middle of the store, giving good sightlines for staff and easy access to customers.

The second concept store was Green River Hardware & Garden, which encompassed 15,000 square feet and showcased space-saving techniques of its own. Niches in this prototype included outdoor power equipment, outdoor living, and lawn and garden.

Seminars and workshops played a big part in the show, as well. Some of the educational opportunities include “Retail Pricing,” “Social Media in the Real World,” “Should You Sell on Amazon?” and “Why Loyalty Marketing Works.” Other clinics covered marketing tactics, in-store promotional efforts, and cybersecurity.

Orgill’s Fall Dealer Market will be August 23 to 25 at the Sands Expo Convention Centre in Las Vegas. Hardlines’ own Canada Night Reception will be at the end of day one of the show, August 23, at Señor Frog’s bar, in the Treasure Island hotel.

back to top

______________________________________________________________________

______________________________________________________________________

Lowe’s sales up on weaker earnings, while Canadian business posts healthy comps

MOORESVILLE, N.C. — Lowe’s Cos. reported Q4 revenues of $15.5 billion, down nearly 2% from the previous-year quarter. However, same-store sales were up 4.1%, even as earnings declined by $554 million. That figure fell short of the $663 million reported for the same period last year. The shortfall was attributed to tightening profit margins.

For the year ended February 8, sales reached $68.6 billion, up 5.5% from $65.0 billion. Net earnings were up 4.8% to $3.4 billion from $3.1 billion in the previous fiscal year. Same-store sales for the year were up 4.0%.

While the RONA business in Canada dampened Lowe’s gross margin for the year, results improved in the fourth quarter in Canada, with same-store sales up around 5%. RONA posted its highest comp in 13 years, while its online sales increased by double digits during the period, and the company completed five conversions of RONA big boxes to the Lowe’s format and banner, and rolled out appliances to 100 stores.

The company also noted strong growth within its affiliated dealer business. And while the Canadian business did not contribute to operating margin in 2017, that’s expected to change in 2018. Lowe’s further expects to double its profitability in Canada by 2021.

The company also announced that it has reached an agreement with Sherwin-Williams, giving the retailer exclusive U.S. distribution rights to a range of Sherwin-Williams brands. (See Retailer News, this issue. —Editor)

back to top

_________________________________________________________________

For Castle’s newest Western member, it’s a family affair

MISSISSAUGA, Ont. — Castle Building Centres announced that Reimer Concrete and Building Supplies in Roseau River, Man., is the group’s newest Western member. The business is owned by Matthew and Perla Reimer, who have 16 years of experience in the construction industry. The store, says Matt, fits in well with the construction side of his operations. It even has a ready-mix concrete facility on site.

The store was formerly a Castle dealer, belonging to family member Dave Reimer, who sold it in 2014 to a company based in Winnipeg. It was operating as JBS Building Supplies when Matt and Perla stepped in. They took it over in February 2017.

Impressed by the success of Dave Reimer’s experience with Castle, Matt decided to go with group, as well. “We were confident that Castle offers us the flexibility to grow and operate in line with the needs of our business,” he said. A grand opening is slated for the summer.

Matt reports that the store had a strong fourth quarter in 2017, with the beginning of this year seasonally slow. But he anticipates a strong spring. “The phone is starting to ring off the hook,” he says.

back to top

_________________________________________________________________

Habitat’s ReStore expands with boost from donation by Lowe’s Canada

TORONTO & BOUCHERVILLE, Que. — Habitat for Humanity’s retail network of ReStore outlets is expanding, with new locations popping up across the country, including intensive growth in Habitat’s biggest region, the Greater Toronto Area. The charitable organization sells new, donated products, as well as used materials received from renovation job sites.

Habitat has received a big boost from Lowe’s Canada, which donated nearly $1 million in products and building materials to Habitat for Humanity ReStores in 2017.

Habitat’s ReStore outlets continue to grow in the Greater Toronto Area. A new location is set to open in North Woodbridge on April 20. This will be ReStore Toronto’s 11th store. Another store opened recently in Vaughan, with two more new locations to come in the near future.

Lowe’s Canada’s commitment to Habitat went beyond products, which are much needed by the ReStores. More than 100 employees helped build homes on the organization’s construction sites. These included two projects that were part of Habitat for Humanity’s 34th Jimmy and Rosalynn Carter Work Project to build 150 homes across Canada, as part of the 150th anniversary of Confederation. The company has donated more than $2 million worth of products over the past decade.

In the midst of the ongoing expansion north of Toronto, ReStore is reaching out to dealers and merchandisers in the Woodbridge, Maple, Kleinburg, Nobleton, and King City areas. The organization needs overstocked product, racking, and fixtures, and seeks contacts with builders and contractors who may be tearing out old kitchens and other building materials, which could be resold through the ReStores.

(Contact Rob Lee, VP retail operations and executive lead IT and infrastructure at Habitat for Humanity for the GTA if you can help out!)

back to top

____________________________________________________________________

The European DIY-Retail Association (EDRA), the Global Home Improvement Network (GHIN), and the European Federation of DIY Manufacturers (fediyma) have announced that Damien Deleplanque of Adeo will receive the industry’s Global DIY-Lifetime Award 2018 at June’s Global DIY Summit in Barcelona. Deleplanque got his start in 1979 as a department manager in a Leroy Merlin store before quickly moving to another store as store manager. In 1993, he was appointed CEO of Leroy Merlin, which became Groupe Adeo in 2005.

back to top
____________________________________________________________________

CLASSIFIED ADS

Sales Account Manager | Canada 

Chervon is one of the world’s largest power tool and lawn and garden equipment manufacturer with a rich history of innovation. Chervon’s commitment to build a better world by building better tools is evident in the products we manufacture and our green approach to manufacturing. We focus on hand-held portable power tools, stationary bench tools, laser and electronic equipment and outdoor power equipment. With world-class R&D, manufacturing, design, marketing, sales and service teams throughout the world, we do it all. 

About Our Opportunity 

The Sales Manager- Canada (SMCA) will be responsible for the oversight and development of new business as well as increasing sales revenue from existing customers in traditional dealer, distributor and select key accounts across all provinces of Canada. The SMCA will create and apply effective sales training and product knowledge to external sales agencies and channel partners allowing them to increase the market penetration of Chervon brands. The primary goal of this individual is to drive sustainable financial growth through sales growth and the development of strong relationships with customers and other 3rd party sale teams. 

The Sales Manager is the bridge between Chervon and the Traditional Trade sales channels and select key accounts in Canada. A bond of trust and respect must be formed between the Sales Manager and the Independent Sales Representatives, the distributor sales teams, and customers for the Sales Manager to be effective at his/her assigned duties. 

Key Responsibilities 

· Develop, procure, and maintain dealers of Chervon products in Canada; 

· Provide supervision, sales training, and support of independent sales representatives across Canada; 

· Manage sales development and the customer relationship directly with assigned key accounts, currently the Lowe’s business in Canada; 

· Identify, develop, and contract independent sales agencies to create an effective network of sales representation of Chervon across Canada; 

· Provide distributor sales training and assist them in acquiring new end use customers for Chervon products; 

· Assign, track, manage, and report sales development in accordance with assigned key performance indicators (KPI’s) in traditional trade channels and assigned key accounts; 

· Distribute and manage sales leads to sales representatives and assist in arranging business meetings with prospective accounts; 

· Work dealer and distributor shows, national and regional trade shows and meetings and events promoting Chervon products; 

· Manage time and travel schedule to provide the most efficient and effective productivity while managing costs; 

· Build long-term relationships with new and existing accounts; 

· Build trust and respect with internal and external customers by utilizing the utmost integrity; 

· Fully support Chervon brand marketing initiatives at the distributor and dealers level; 

· Provide channel feedback to Chervon regarding product performance, marketing initiative acceptance and rival intelligence gathering. 

Job Requirements 

· Proven work experience as a Sales Manager or relevant role in the hardware, home improvement, outdoor power equipment or related industry; 

· Proven sales track record; 

· Strong experience with high level negotiations; 

· Excellent communication and people skills; 

· Excellent time management skills; 

· Computer proficient; Competency in Microsoft Office Suite programs; 

· Experience in customer support; 

· Weekly call report submission; 

· Weekly expense report reconciliation; 

· This job operates 70%- 80% in the field; drives a car and works in various office and professional environments. 

Required Education and Experience 

· A bachelor's degree in business or equivalent of seven to ten years of proven success as a sales professional with some Sales Manager experience; 

· Must have a background in building and successfully executing partnerships and sales preferably within the dealer and distributor environments; 

· Strong professional presence and demeanor; 

· Strong relationship and negotiation skills; 

· Appreciates and thrives within an entrepreneurial and private environment; 

· Familiarity with sales performance metrics; 

· Excellent communication skills with a customer service attitude; 

· Team management skills; 

· Strong analytical and organization skills; 

· Prior experience in working within the tool manufacturing industry a plus. 

About Our Working Environment 

Chervon North America operates in a casual and fun environment. We offer a very competitive benefits package including health stipend, car allowance and RRSP contribution. 

We think Chervon is a great place to work! Be part of our new future! Better Tools. Better World.

Apply here: http://chervonnorthamerica.applytojob.com/apply/o20kZUlAy4/Sales-Account-Manager

____________________________________________________________________