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May 12, 2014 Volume
xx, #19
“The man who works and is not bored is never old.”
—Pablo Casals (Spanish cellist, conductor and composer, 1876-1973)
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National Hardware Show attracts Canucks in force
LAS VEGAS — While the recovery in the U.S. remains tentative, the prevailing mood at the National Hardware Show was decidedly positive. And while attendees may disagree on just how strong the attendance was overall compared with last year, exhibitors HARDLINES spoke with have reported staying busy.
The show certainly attracted a strong contingent of Canadians. While many were exhibiting, many more are walking the show, either as reps supporting their existing lines or in search of new ones. Buyers, including the likes of Home Depot Canada, BMR, and Canadian Tire, were also present in large numbers.
“The traffic has been fantastic,” says Bob Shaw, vice president of sales and marketing for Nour Painting Tools in Waterloo, Ont. “All the buyers are here. You can’t ask for anything more.” But the show isn’t just good for meeting his Canadian contacts. “This show is probably the best vehicle for our U.S. business,” he adds.
Martin Verret, general sales manager for Candiac, Que.-based Techniseal, was at the show for the first time, walking the aisles as a visitor. “I like the show. I like the design, with the booths separated by category.”
He also found the critical mass of the show overall worthwhile. “It has created a good opportunity to have a conversation with the buyers. It has an easy flow—and Techniseal will have to be here [as an exhibitor] next year.”
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Home Hardware dealer wins NRHA Young Retailer award
LAS VEGAS — A Canadian dealer was among the winners at last week’s Young Retailer of the Year Awards ceremony. The awards are presented annually by the North American Retail Hardware Association. Trevor Kowalchuk, dealer-owner of Brandon Home Hardware Building Centre in Brandon, Man., was one of six dealers and managers who were awarded.
Shown (l-r): Bill Ferguson, director of dealer services for Home Hardware Stores; Trevor Kowalchuk and his wife Kristi; and Brady Peever of NRHA Canada.
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Sexton keeps growing with seven new members
WINNIPEG — Sexton Group Ltd., the LBM buying group based here, has added seven new members to its ranks.
Sanbec Canada Inc. is the newest member in the province of Quebec, located in Laval. The family-owned business is a hardware wholesale distributor servicing the maintenance, repair, and operations industry. It was founded in 1977 by Jean-Pierre Lamoureux and now includes the involvement of the second generation.
Two members have joined in Ontario. Grant Drew Designer Stone Inc., in Canvan-Monaghan, and Stevenson Building Products in Roseneath. Grant Drew Designer Stone has been distributing brick and stone products in the Peterborough area for more than 15 years. Stevenson Building Products has been a family owned and operated business since 1979 and has expanded to include various types of residential and commercial exterior products and applications.
Located in Fort Simpson, N.W.T., Unity Store has filled a void in the area. Muaz Hassan started the business as a convenience-type store and has expanded the product range to include a complete assortment of hardware and building materials to service the Fort Simpson area.
In Alberta, Hard Rock Developments in Calgary is a concrete, construction tools, and supplies retailer. Kenroc Building Materials Co Ltd. just added two more locations in British Columbia with the acquisition of Commercial Construction Supply Ltd. in Kelowna and Kamloops.
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Vendors connect with key buyers at Hardlines Breakfast
TORONTO — No meeting is more sought after than the one with a key retail buyer. With that in mind, Hardlines held a “Meet the Buyers Breakfast” recently, playing host to a roomful of hardware and home improvement vendors eager to learn from the buyers themselves.
Bob Sherwood, former head merchant at Lowe’s Canada, led off the morning, giving the vendors in the room a prescient overview of the dynamics—and the expectations from both sides—during a negotiating meeting with a buyer. The other speakers were Doug Keeling, buyer for LBM, floor coverings, and paint at Castle Building Centres Group; Catherine Vaugh, category manager for paint and décor at Chalifour Canada; and Brett Hammers, senior vice president, merchandising and marketing for Orgill.
Sherwood started off the morning by reminding everyone that the outcome of the negotiations should benefit the end user. “The compass always points north—to the customer,” he emphasized. Faced today with a highly educated customer, vendors should be prepared to do the groundwork to present their products in a way that makes clear to the buyer what the benefits will be to that end user, “making sure they’re spending their money in the most efficient way.”
And while much is made of the pricing and terms, Sherwood reminded vendors not to lose sight of the merchandising marketing support to help get the product off the shelf and into customers’ hands. “A product can travel up to 18,000 kilometres to get from its source to distribution to the store. But don’t lose sight of the last 100 feet. It’s got to get past the cash register.”
(More insights from our “Meet the Buyers Breakfast” in future issues of HARDLINES! —Michael)
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Lowe’s develops partnership with in-store online info provider
MOORESVILLE, N.C. — Lowe’s is expanding its strategic partnership with Porch.com, an in-store resource to help homeowners find the right contractors and installers for projects not covered by Lowe’s current installation services.
The program is going to be rolled out to every Lowe’s store in the U.S.
“While we have already been able to help our customers with projects like installing flooring or remodeling a kitchen, our partnership with Porch means we can now guide customers to find help for nearly any home improvement service, from routine maintenance to dream projects,” said Jay Rebello, vice president new business development and corporate innovation at Lowe’s.
Porch was first introduced at Lowe’s stores in the Carolinas and the Seattle area in January. If a Lowe’s customer needs a professional for a service Lowe’s does not offer, such as handyman, painting, or landscaping services, employees can access the Porch network of pros on their mobile devices and in-store terminals to identify local providers. CEO Matt Ehrlichman calls it “a combination of Angie’s List, review sites, and Pinterest, a LinkedIn for the home.”
Porch’s network includes more than 1.5 million professionals and features insights on more than 100 million projects as well as advice and home management tools.
The partnership with Porch is the latest in a series of technology initiatives Lowe’s has introduced to enhance the in-store support that employees can offer customers, including equipping employees with iPhones to help customers access information, view how-to videos, or locate product in the store efficiently.
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Classified Ads
Fusion Products Limited
Inside Sales Support Associates
Fusion Products Ltd. is a leading supplier of solar garden lighting to the Canadian marketplace, with head office in Mississauga, Ontario. The company is seeking two positions: both are Inside Sales Support Associates. One position requires a bilingual (French and English) candidate, and the other position requires an English candidate—both preferably with experience in the hardware industry.
Each Inside Sales Support Associate will focus on Home Improvement retailers in specific regions to promote Fusion products, develop new business, support agents, provide product knowledge to retail associates and work industry trade shows. Must have proficiency in Microsoft office including power point. Competitive compensation package offered.
To apply for this exciting employment opportunity, please send your resume and cover letter to: zaf@fusionproducts.ca
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