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May 2, 2011, Volume xvii, #18
“If God had wanted us to vote, he would have given us candidates.”
—Jay Leno (American comedian, 1950-)
Visit us at the National Hardware Show
in Las Vegas May 10-12, booth 6672.
Consumers more cautious, says RONA CEO
WINNIPEG — “We’re going to see a change in consumer behaviour,” says the CEO of RONA inc. According to Robert Dutton, a combination of post-recession wariness and urging from the federal government to reduce debt  is pushing Canadians to be increasingly reluctant to open their wallets. Speaking with HARDLINES at the recent TruServ spring market, he observed that this new reality is one that retailers must be prepared to face.
“Maintenance remains important, but we have to wait for the larger projects and renovations, like kitchens, to return.”
For dealers to effectively meet this challenge, they must be prepared to offer value, he says. Loyalty programs, such as RONA’s own Ronadvantage, and easy projects like paint, are important ways to deliver that value. Another growth category for RONA has been storage and organization, he adds.
Other areas that RONA is focusing on include the launch of a new work wear line, expansion of private and proprietary brands such as Haussmann, as well as key national brands, and especially eco- and environmentally friendly products. “We realize that with our assortments of eco products, we have built our niche in this category – and I’m very proud of that,” Dutton adds.
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TIM-BR MARTS' strategy: build national identity
CALGARY —TIM-BR MARTS Ltd. has been aggressively expanding its own banner among dealers, supporting it with a range of services to build the TIM-BR MART brand. The LBM buying group has also expanded into hardware distribution with the acquisition of CanWel Hardware (now renamed Chalifour Canada). But another name that is part of the TIM-BR MARTS stable is the Ace brand, which TIM-BR MARTS has ownership of in Canada, through the CanWel acquisition.
For the past two years, Ace has been promoted most actively in Quebec, where most of the independent and Pro dealers served by TIM-BR MARTS and/or Chalifour have made the switch to the Ace banner. There are now about 125 dealers in that province flying the Ace banner. Outside of Quebec, TIM-BR MART’s own brand was getting the most attention – until now.
 As Chalifour establishes itself as a national wholesaler, Ace is poised to go national as well. At least, that’s what Steve Stremecki, vice-presidentcorporate development at TIM-BR MARTS, has indicated. “Our number-one brand is the TIM-BR MART brand, but we have the rights to an important asset,” says Stremecki. With the capability of TIM-BR MARTS to provide a full range of hardware through Chalifour Canada, he says, the opportunity exists to expand the Ace banner, as well.
“Ace exists as a potential banner, either for TIM-BR MART dealers that have a focus on the front end or for a non-member who needs a brand as a banner.”
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Vegas show promises varied speaker program
NORWALK, CT — Actor and environmentalist Ed Begley Jr. will headline the lineup of speakers at the 2011 National Hardware Show, May 10-12 at the Las Vegas Convention Center. The seminars will be held throughout the three-day show on the North American Retail Hardware Association stage in the central hall lobby.
 In addition to recurring TV roles, Begley is the co-star of the Planet Green series “Living with Ed,” a look at the day-to-day realities of living green. He has also been chairman of the Environmental Media Association and the Santa Monica Mountains Conservancy. (Begley Jr. will speak Tuesday, May 10, at 3 p.m. on behalf of Santerra Green, an environmentally-friendly composting toilet system made in North America by Sancor Industries Ltd.)
Another featured speaker is Dan Tratensek, editor of Hardware Retailing magazine and vice-president of publishing for the NRHA, who kicks off the program on May 10 at 10 a.m. He will talk about where home improvement retailing is likely headed in the near future and how macroeconomic shifts are likely to impact the industry.
In the seminar, “Advertising, Adapting to Today’s Consumer: Myths vs. Reality” (May 10, 1 p.m.), James Robisch, a senior partner of The Farnsworth Group, will explain the role of advertising in the home improvement industry. His presentation will touch on the role of print ads vs. other media, how to create awareness, reinforce brand message, and correct market position weaknesses.
 In “Boom, Box, Echo: The End of Big-Box Retail as We Know It” (May 11, 10 a.m.), Doug Stephens of Retail Prophet Consulting will discuss the new generation of power retail and whether the big box model can survive amidst rapid social and economic change. (Doug gave this amazing presentation at the Johns Manville HARDLINES Dealer Conference back in February. If you missed it then, here’s your chance! —Michael)
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Home Depot claims one-quarter of U.S. market
ATLANTA — The recent release of Home Depot’s 10-k filing with the SEC provided information about sales and store openings, but included some other points of interest, as well. For example, using Census Bureau data, Home Depot estimates that its American stores control about 26% of the U.S. market for building products and supplies.
The retailer added 2.9 million net square feet of distribution space in 2010, mostly by opening seven more of its massive Rapid Deployment Centers. More than two-fifths of Home Depot’s cost of sales is now serviced through its 19 RDCs. Last year, the company spent $1.1 billion on capital expenditures, more than a third of that on “core technology,” and another $864 million on advertising.
In its ongoing efforts to protect the environment, Depot helped recycle 700,000 pounds of compact fluorescent light bulbs, 620,000 pounds of rechargeable batteries, 120,000 of lead acid batteries, and 160,000 tons of cardboard.
The company’s revenue outside of the U.S. rose by 6.7% to $7.5 billion. However, it did not provide a breakdown for its Canadian operations.
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Classifieds
The Sherwin Williams Wood Care Group Canada has an exciting role to drive business results supporting our Western Canadian business. This position will be responsible for supporting two of the premier Home Improvement brands Minwax and Thompson’s Waterseal.
Position: Account Executive
Location: Western Canada
This position will be responsible for selling and supporting store level opportunities. The primary focus will be on targeting line extensions, expanded Plan-O-Grams, Introduction of New Products, securing incremental opportunities and overall store level support for specified geographical region. This position will both support Regional and Independent businesses, as well as supporting our National Account(s) at store level.
RESPONSIBILITIES:
- Minimum 3 yrs Sales and or Sales Related experience
- Experience and proven ability to conduct outside sales calls
- Must have proven Sales Track record
- Must have Merchandising experience
- Must demonstrate strong communication skills
- Must demonstrate problem solving skills
QUALIFICATIONS:
- Bachelor’s Degree preferred
- Must be able to travel 95% of time/Overnight travel 50-60%
- Must be willing to work some weekends (Trade and Consumer Shows)
- Must possess Valid Drivers License
E-mail: laura.a.weaver@sherwin.com
No agencies, please.
We appreciate your response; however, only candidates under consideration will be contacted.
Lee Valley Tools has created an envied brand built on solid merchandising of quality goods in four distinct lines of business that have made their reputation: Woodworking, Gardening, Hardware and Gift. This private, multi-channel marketer is now seeking to add a valuable member to their management team:
DIRECTOR, PUBLICATIONS
Reporting to the V.P. Merchandising, the Director, Publications will connect the strategic and business goals of Product Development and Retail Marketing into the design, photography, editing and execution of the company’s renowned catalogue in North America. Stewardship of the development and direction of designers, photographers and merchandising make-up of each catalogue page to the graphic presentation standards of the company are the fundamental responsibility of this position.
As a candidate, you will have a compelling track record of success as a hands-on manager of creative and technical process and at least 8-10 years of relevant experience managing and mentoring talented teams. Guiding the publication activities, advancing and directing the production of over 25 catalogues a year,you bring a background in a related function, possibly in retail, packaged goods merchandising or advertising. Creative capabilities, visual competencies, good knowledge of the print industry and solid information technology savvy will go a long way in a seamless entry to this fascinating role.
Interested candidate should apply in confidence to Maureen Sinden Executive Search, Suite 200, 440 Laurier Avenue W., Ottawa, ON K1R 7X6 sinden@intranet.ca
We thank all respondents, however, only those candidates selected for an interview will be contacted.
OLFA – North America
Location: Greater Toronto Area
Position: Key Account Manager (KAM)
Responsible for the sales relationship to assigned key regional or national account(s) for OLFA - North America. Develops, implements, and executes sales programs to maintain and profitably grow product distribution. This position is accountable for servicing existing customers programs, as well as identifying new initiatives to increase the product offerings with our customers.
RESPONSIBILITIES:
- Manage account base within assigned channel
- Execute sales strategies linked to the company and sales division goals
- Develop campaigns, promotions across product categories
- Analyze assortments and make recommendations to customers
- Research and evaluate customer and vendor competition through competitive positioning analysis and bench-marking
- Resolve customer concerns and provide solutions that meet the needs of the customer and OLFA - North America
- Track, enter and report customer needs and orders and update system as needed
QUALIFICATIONS:
- BA /BS in Business, marketing or related field, or equivalent experience
- 2-4 years of experience in sales environment (hardware industry preferred)
- Strong presentation, verbal and written communication skills
- High attention to customer service
- Ability to travel (30% travel required)
- Must be bilingual
OLFA – North America
E-mail: gillisjy@worldkitchen.com
No agencies, please.
We appreciate your response; however, only candidates under consideration will be contacted.
Henkel Canada Corporation has an exciting role as a National Team Leader that can based in Mississauga, Ontario, Calgary, Alberta, or Vancouver, British Columbia. This position is responsible for building business for Henkel Adhesives in the Window/Door/Siding/Lumber channels in Canada.
Responsibilities include:
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Develop annual sales plan to support company and customer goals.
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Develop focused quarterly goals to support the marketing of each product line as it relates to customer.
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Generate additional revenue and maintain/grow profits utilizing available company and customer tools
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Create new product and programs with existing buyers & departments.
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Review and evaluate customer needs relative to logistics, pricing, and other corporate (customer) goals.
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Set promotions as required to meet objectives with customers.
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Responsible for forecasting
Requirements:
- Post -Secondary education, preferably in a business discipline.
- 5+ years of sales experience in the siding, window, or lumber industries.
- Must have previous account responsibility relevant to the Canadian professional market.
- Strong PC/Software knowledge.
- Strong analytical, management and decision-making skills.
- Excellent communication and relationship building skills.
Please submit your resume to lynn.kurtz@us.henkel.com
Key Account Manager – Gardening & Water Division
RESPONSIBILITIES
- Work with assigned key national accounts to grow existing business and drive new listings
- Manage and implement corporate strategies, promotions, programmes and objectives
- Accurately manage sales forecasts for assigned customers
- Manage account events (shows, store walks etc) to ensure timely and effective outcomes
- Research and analyze the Canadian retail landscape and GW’s competitors
- Analyze and adapt new strategies to react to changing business trends.
QUALIFICATIONS
- Previous experience as a National/Key Account Manager
- A degree or diploma in Business Administration
- Experience with seasonal/lawn & garden products
- Ability to multi-task and perform under tight deadlines
- SAP experience a strong asset
- Proficiency in Microsoft Office Suite
- Must have excellent presentation skills, as well as effective verbal and written communication skills.
BOSCH is recognized worldwide for high-quality products, technical innovation and outstanding service. If you are a team player looking to demonstrate your drive and initiative, please send your resume, in confidence, to:
Robert Bosch Inc., Attn: Human Resources
6955 Creditview Road, Mississauga, Ontario, L5N 1R1.
E-mail: fixed-term.joanne.piazza@ca.bosch.com
No agencies, please.
We appreciate your response; however, only candidates under consideration will be contacted.
Premier Ceramics, a leading ceramic tile distributor in Ontario is seeking a territory sales representative to service customers in the GTA and southern Ontario market.
Competitive salary and incentive program.
Reporting to the Director of Sales & Marketing, responsibilities will include direct account management, achieving sales targets and contributing to development of sales and marketing programs.
Key competencies include proven ability to generate new revenue streams and effectively maintain customer relationships, strong communication skills, good analytical skills, ability to work independently and detail oriented.
Minimum 3 years field sales experience preferable in the flooring /ceramic tile industry.
Respond by email to: info@premierceramics.com
A well established North American based consumer products company is looking to acquire a small to medium size importer, distributor, dot com provider or manufacturer currently doing business in the DIY or Mass Merchant category, relevant product profile could include seasonal, furniture, décor, building materials or millwork products to leading retailers or distributors in Canada and/ or USA.
Interested parties please fax or email their contacts and brief company overview to Mr. Alan Silverman CA Kraft Berger LLP Chartered Accountants
3160 Steeles Avenue East, Suite 300, Markham, Ontario, Canada L3R 3Y2 Fax: 905 475 9360 Email: asilverman@kbllp.ca.
All responses will be treated in complete confidentiality.
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