HARDLINES
Canada’s electronic information service for the home improvement industry
May 7, 2001
Volume vii, #18
Michael McLarney, Editor & Publisher
Phone: 416.489.3396
Fax: 416.489.6154
email: mike@hardlines.ca
http://hardlines.ca
* * * * * *
IN THIS ISSUE:
* Life after Beaver: Ace remains committed to Canadian growth
* Canadian Tire’s 1Q profits up, same-store sales flat
* New Hardlines conference focuses on industry education, competitive intelligence
* West Fraser’s retail division has increased 1Q profits, flat sales
* * * * * *
DAILY UPDATES FROM HARDLINES
Join us each morning at hardlines.ca. News updated every day.
______________________________________________
TELL A FRIEND ABOUT HARDLINES!
AND WE’LL GIVE YOU A SWISS ARMY KNIFE TO SHOW OUR APPRECIATION!
We’d like to think you are telling your friends about us because of the cutting edge news we deliver every Monday morning. Or maybe it’s our up-to-date news, trends and statistics affecting the world of home improvement.
But if it’s the Swiss Army Knife we’re sending you for referring a new subscriber to us, that’s okay too.
So get a friend/colleague/customer to subscribe for one year and we’ll give them four free weeks and send you a Swiss Army Knife! But you have to act now – Swiss Army only lets us give away their knives until JUNE 30, 2001. See the attached order form. Can’t open it? Download Adobe Reader for free at: http://www.adobe.com/products/acrobat/readstep.html
______________________________________________
"HARDLINES INDUSTRY REPORT: Home Improvement Retailing in Canada" is a comprehensive overview of the size of the market, how many stores are out there, who the key players are, their market position, the size and growth of the big boxes, the trends in housing and renovations, market trends — and much, much more! 120-plus pages filled with charts, graphs and photos. Regular price: $945, only $750 for subscribers! Contact Nancy Wright at nancy@hardlines.ca; phone: 416-489-3396 for more information.
* * * * * *
CANADIAN TIRE 1Q PROFITS UP,
SAME STORE SALES DOWN
Despite a slow start to the year that negatively affected its retail business, Canadian Tire Corp. reported first quarter profits of $28.7 million, up 18.9% from $24.2 million in the same period a year earlier.
The bright profit picture for the corporation was due in part to $8 million from the sale of Hamilton Discount and an influx of receivables. The petroleum division also fared well. However, the retail division didn’t do so well. Total sales for Canadian Tire Retail were up only 0.4% from the first quarter of 2000, due to bad weather.
Wayne Sales, president and CEO of CTC, said in a prepared statement that hardware, housewares and home improvement products sold well, though seasonal felt the brunt of poor weather in March — a trend that was reversed by April, he added.
Growth continues to come from new and expanded store openings, as same-store sales were down 5.2%. CTC’s wholesale shipments to member dealers were up 1.9%, pushing CTC’s own sales from its distribution centre up 1.5% to $845.4 million, from $833.0 million in the first quarter of 2000. However, operating earnings were 24% lower than last year as a result of higher operating costs of its new larger stores, as well as continued investment in its e-commerce initiative, which cost the retail division $7 million during the first quarter. Expansion of the PartSource automotive chain drained another $4 million.
During the first quarter, CTC opened four more new-format stores, for a total of 237 that have been opened since the program was initiated in 1994. The company’s total store network also increased to 443 stores by the end of the first quarter.
______________________________________________
LIFE AFTER BEAVER:
ACE SEEKS GROWTH THROUGH BUYING GROUPS
With 5,200 stores in 68 countries, Ace Hardware is not about to pack up its tent and go home. That was the message from Paul Ingevaldson, senior vice-president international and technology, to a group of vendors at a breakfast meeting hosted by the Canadian Hardware & Housewares Manufacturers Association.
Ace’s success, he said, was in its strong store programs and US$3 billion of wholesale buying power, backed by a retailer network that generates US$13 billion in sales. Growth in Canada will come both from signing new independent dealers and from conversions of dealers that are now receiving Ace product through supply agreements with their buying groups.
Ace entered the Canadian market in November 1995 under a supply agreement with Beaver Lumber. It lost that business when Beaver was sold to Home Hardware Stores, although a few Beaver dealers who have not yet made the switch or have chosen against becoming Home dealers are still being supplied by Ace. However, the volume of the Beaver business will be replaced in under three years, Ingevaldson predicts. "We are very optimistic that there is life after Beaver."
Ace wants to have 500 Ace bannered stores in Canada eventually, as part of a North American expansion plan that includes Mexico.
Looking to the future of the business, Ingevaldson said, "We don’t want to be just a wholesaler, like some our competition." Rather, a distributor must provide support services and programs to help the independent compete against the big boxes.
The dealers, too, must make concessions to their established notions of how to do business. They must be prepared to develop a "chain store" mentality to help them compete. For example, many IT functions are being done in house that could be pooled or shared through their wholesaler. Buying groups, too, have to think in collective terms and he pointed to three Matreco members that have agreed to share the Tim-BR Mart name nationally.
(Paul Ingevaldson will be a keynote speaker at our Hardlines Marketing Conference on September 13. You don’t want to miss this one! – MM)
______________________________________________
HARDLINES’S NEWEST CONFERENCE PUTS EMPHASIS ON EDUCATION
Understanding the competitive landscape of today’s retail home improvement scene is the purpose of a brand new conference by Hardlines. The Retail Strategies Symposium will provide an easy-to-understand overview of the industry: the key players at retail, growth of the big boxes, consolidation within the distribution channel, and how the buying groups connect.
The event will include an international perspective: special guest speaker John Caulfield, editor of National Home Center News in New York, will give an overview of the U.S. market and the key retail players there.
The new conference is aimed at marketing and sales people who need to understand their retail customers more thoroughly, as well as retail owners and managers who want to understand their competitive position better.
The Retail Strategies Symposium will be held September 12, back to back with the sixth Annual Hardlines Marketing Conference on September 13. For more information, email or call us at 416-489-3396.
______________________________________________
COMPANIES IN THE NEWS
West Fraser Timber reported 1Q earnings of $16 million, compared with $42 million in the first quarter of 2000. Sales during the period were $530 million, compared with $551 million. EBITDA was $75 million for the quarter, compared with $119 million in the first quarter of 2000 and $92 million in the last quarter. West Fraser's retail home improvement business (comprising Revelstoke Home Centres) had EBITDA of $3 million, up from $2 million a year earlier period, but down from $11 million in 4Q 2000. Sales were flat at $125.1 million.
Home Depot in the U.S. has announced a deal to buy Total HOME, Mexico’s second-largest home improvement chain. Total HOME has three stores in Monterrey and one in Mexico City, averaging 80,000-sq.ft. of retail space plus outside area devoted to lawn & garden and building materials. Each warehouse-style store stocks approximately 30,000 SKUs and serves both DIYers and the contractors. The cash deal is expected to close in about six weeks.
Hudson’s Bay Co. could close as many as 10 stores in the next five years, says company president Marc Chouinard. Big box concepts such as the Home Outfitters store, and an undisclosed specialty store now in development, will be the retailer’s focus.
Primex Forest Products Ltd. announced first quarter sales of $47.05 million, compared with $47.6 million for the corresponding period in 2000. Earnings were adversely affected by lower residual-wood chip prices.
Home Depot Inc. has expanded its online ordering service across the U.S., after running pilot programs in Las Vegas, NV, and San Antonio and Austin, TX. Consumers can order about 20,000 different items online, compared with the roughly 50,000 that each traditional store carries. Home Depot's shipping partner, UPS, has weight and size restrictions on what it will carry, meaning one can't order large items such as appliances, drywall or lumber online.
Wal-Mart Stores Inc. will continue its expansion into Germany with the renovation of existing stores in that country. The company denied reports that it was scrapping plans for a 50-store expansion. Wal-Mart first entered the German market in 1997 and currently has 94 stores. The retailer has renovated 24 stores in Germany.
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CANADIAN STOCK WATCH
COMPANY 52-WEEK HIGH 52-WEEK LOW CLOSE (FRI.)
Canadian Tire 25.20 15.05 22.60
Canfor 16.95 7.65 11.40
Goodfellow 11.00 8.00 9.00
Home Depot 49.74 47.61 49.59
Hudsons Bay 17.65 12.40 17.65
Lowe’s 64.90 34.25 64.21
Sears Canada 37.25 18.55 20.70
Taiga Forest 10.00 6.80 7.80
West Fraser 36.50 21.00 35.50
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"An army marches on its stomach."
— Napoleon Bonaparte (1769-1821)
______________________________________________
PEOPLE ON THE MOVE
Canada Wood Specialties Inc. has added three new reps for Western Canada: Dave Masniuk will handle Manitoba and Saskatchewan, Audrey Peitsch is in Alberta, and Michael McUuliffe is rep for British Columbia. (705-326-1301)
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MARKET INDICATORS
Housing starts in March reached 153,800 units, down 1.5% from February, according to Stats Canada. Québec’s residential construction was down for the first time since the beginning of the year, with starts in March down 18%, compared with February. This drop was attributable to single starts, which were down by 14%. Multiple housing starts decreased by 15%. British Columbia’s urban housing starts for the same month were up 13%, totalling 795. Single detached starts were up 3% with 414 starts, while multiple family starts were up 27%, with 381 starts.
The New Housing Price Index rose 0.3% from January to February, according to Stats Canada. This index of contractors' selling prices was 2.4% higher in February than it was in February 2000. Monthly increases occurred in 12 of the 21 urban centres surveyed. The largest increase was registered in the Montréal area, up 0.9% from January. Higher prices for building materials, labour and land were among the reasons for the increase. On a year-over-year basis, Ottawa-Hull once again posted the largest increase (+14.2%), followed by Montréal, Halifax and Kitchener-Waterloo. Saint John-Moncton-Fredericton posted the largest annual decrease (-1.7%).
Retail trade in Canada fell 0.3% in February to $23.6 billion after creeping up 0.5% in January. In February, consumers spent less in automotive (-1.8%), furniture (-1.5%), and clothing (-0.7%). General merchandise spending was up 1.4%, while department store sales dropped 1.1%. "Other" (including hardware stores and sporting goods) actually increased by 0.2%.
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OVERHEARD ...
"I have no trouble shipping to Israel, Saudi Arabia or China. But shipping to Canada and Mexico — boy, that’s tough."
— Paul Ingevaldson, vice-president international and technology, of Ace Hardware Corp. At a recent CHHMA breakfast meeting he explained the difficulties of overcoming the hidden tariffs posed by language and certification laws of his closest neighbours.
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* * * * *HARDLINES MARKETPLACE* * * *
______________________________________________
______________________________________________
NORAL MARKETING:
Representing leading manufacturers since 1986. We ensure high profile retail presence for a wide range of product lines. Why not make yours one of them?
http://www.noralmarketing.com/ or call 519-439-6800 ext. 201
* * * * * *
BLACK EAGLE CONSULTING 2000 INC. and President Richard Simms with 30 years experience in the Hardlines Industry for all your strategic planning needs —business plan analysis, facilitator services, and organizational structure review.
Visit http://www.blackeagle.ca/ or call 905-693-0092
______________________________________________
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SALES MANAGER – SOUTH WESTERN ONTARIO:
EMCO Building Products is a manufacturer and distributor of building materials used in residential and new construction markets.
Primary duties & responsibilities: supervise and evaluate activities of sales staff; oversee all sales in their region; selection and development of roofing contractors for our building materials — maintain contact with major accounts; preparing forecast information; determining district potential; managing customer relations.
Entrance requirements: Post secondary education in business/accounting management; previous sales management experience; strong analytical, problem solving & decision making skills; excellent communication skills — computer skills; ability to work well in a fast paced team environment.
Submit résumé before May 4th, 2001 to Herb deJong, EMCO Ltd.; 1108 Dundas St., London, ON, N5W 3A7.
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SALES MERCHANDISING REPRESENTATIVE:
Canadian Manufacturer of quality products requires a SALES MERCHANDISING REP. to start immediately. The position includes major emphasis on box store businesses plus other account responsibilities in the GTA.
Requirements: 1-3 years related exp. in consumer products, excellent computer skills and the ability to travel frequently. A post secondary education in Business Admin. or Marketing an asset. Fax résumé to 905-459-2791.
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TERRITORY SALES REPRESENTATIVE:
A progressive sales agency, representing brand leaders in the hardware industry, requires an experienced and enthusiastic sales representative to maintain and grow existing accounts and establish new accounts in Ontario. Responsibilities include calling on industrial and contractor supply accounts, and end-user calls.
The ideal candidate will have: a minimum of 3 years field sales experience; the self-motivation necessary to achieve goals with an aggressive approach to promoting product lines; and a working knowledge of computers. We offer a competitive salary and benefits package including car allowance and expenses.
Please forward your résumé to Sales Tools, 4325 Steeles Ave. W. Suite 200, Toronto, ON, M3N 1V7; or email salestools@sprint.ca. We thank all applicants in advance and advise that only those candidates selected for an interview will be contacted.
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B.C. SALES AGENT — PAINT SUNDRIES:
Deft Inc., a leading manufacturer of interior wood stains and finishes, is seeking a manufacturer’s SALES AGENT for the territory of British Columbia.
The ideal candidate is currently servicing the B.C. market with other non-conflicting paint sundry lines. Send résumé via email to deftsales@home.com; or fax 905-951-0977.
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BUILDING SALES COORDINATORS (3):
UFA, formed in 1909, is a farm supply and petroleum marketing co-operative owned by over 100,000 members. We are seeking three BUILDING SALES COORDINATORS with the experience to provide sales, technical and estimating support to field staff engaged in building sales and service activities throughout the province.
Candidates will work with the marketers, technical support group and field personnel to develop and implement building market opportunities in the designated geographic area. The locations are Calgary, Red Deer and Edmonton.
Applicants should have a community college diploma with 3 to 5 years of agricultural and construction experience as well as sales and marketing experience. A working knowledge of Microsoft Office products is preferred. Applicants will be required to travel within the designated area.
Interested applicants are invited to apply, stating geographic preference, to the address indicated by May 18, 2001. Human Resources, United Farmers of Alberta; 1016 68th Avenue SW; Calgary, AB T2V 4J2;Fax: 403-258-7630; email: résumés@ufa.com
We thank all applicants for their interest in UFA. Only applicants being considered will be contacted.
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ACCOUNT REPRESENTATIVE:
Dow Chemical Canada Inc. is a leading science and technology company that provides innovative chemical, plastic and agricultural products and services to many essential consumer markets. With annual sales of approximately $30 billion, Dow serves customers in 170 countries and a wide range of markets that are vital to human progress, including food, transportation, health and medicine, personal and home care, and building and construction, among others.
Committed to the principles of sustainable development, Dow and its 50,000 employees seek to balance economic, environmental and social responsibilities. For further information about Dow, visit http://www.dow.com/
Dow Chemical Canada Inc. is seeking a qualified person to represent them to builders, renovators, building supply dealers and distributors in Manitoba. The Fabricated Products team of the Dow Chemical Co. has an ACCOUNT REPRESENTATIVE opening in Winnipeg, MB. This high-energy role will maximize the sale of Styrofoam brand products to the architectural and residential markets of the assigned territory.
Qualifications: Candidates must have the ability to combine technical and commercial skills. The position requires constant and persistent calls on architects, residential builders, and general contractors as well as channel members such as distributors, and lumber dealers. The ability to generate a specification, hold it and close the sale is vital to success in this position. Candidates for this job should have a high degree of comfort in delivering sales and educational presentations to groups.
Candidates must have: a Bachelors Degree; a minimum of 5 years sales experience; exceptional relationship and interpersonal skills; initiative. To apply for this position, please visit our web site at http://www.careersatdow.com/ and look for MDG0001.
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RETAIL PRODUCT MANAGER:
A well-established company requires an energetic person to manage the marketing of its retail product lines. Experience and understanding of all aspects of the retail hardlines - Multi SKU - business, combined with a strong sales background, is a must.
Applicants must be graduates of a sales and marketing program, have above average computer skills and possess excellent written and verbal communication skills.
Send or fax résumé to the attention of Luann Busch, Personnel. Canada Cordage Inc. 50 Ottawa St. S. Kitchener, ON; N2G 3S7; fax: 519-745-4290.
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THE HARDLINES MARKETPLACE: just $16 per line.
A classified ad with Hardlines is the most direct way to industry eyes.
Over 3,000 executives in the industry come in contact with our email and fax publications … and have you seen our Marketplace in our new website? https://hardlines.ca
Publish your ad where it matters. Get industry exposure today.
Contact Eugenia Canas at 416-489-3396 or email: buzz@hardlines.ca
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ARE YOU UP ON OUR DAILY NEWS?
Our website has daily updates on retail and industry news that matter to you.
Keep informed. Visit http://hardlines.ca <https://hardlines.ca/> every day.
HARDLINES™ the electronic newsletter hardlines.ca <https://hardlines.ca/>
Phone: 416.489.3396; Fax: 416.489.6154
Michael McLarney, Editor & Publisher: mailto:mike@hardlines.ca
Eugenia Canas, Assistant Editor: mailto:buzz@hardlines.ca
Beverly Allen, Marketing Manager: bev@hardlines.ca
Nancy Wright, Circulation Manager: mailto:nancy@hardlines.ca
______________________________________________
Hardlines is published weekly (except monthly in December and August)
by McLARNEYCOM
542 Mount Pleasant Rd., Suite 302, Toronto, Ontario, Canada M4S 2M7
© 2001 by Michael McLarney.
______________________________________________
THE HARDLINES "FAIR PLAY" POLICY:
Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair! Call for information on multiple subscriptions or a site license for your company. We do want as many people as possible to read Hardlines each week — but let us handle your internal routing from this end!
______________________________________________
Subscription: $199+$13.93 GST = $212.93 (or $29.85 HST = $228.85) per year (GST #13987 0398 RT). Secondary subscriptions at the same office are only $28 + $1.96 GST = $29.98. You can pay online by VISA at our secure website or send us money. Please make cheque payable to McLarneyCom.
HARDLINES
Canada’s electronic information service for the home improvement industry
May 7, 2001
Volume vii, #18
Michael McLarney, Editor & Publisher
Phone: 416.489.3396
Fax: 416.489.6154
email: mike@hardlines.ca
http://hardlines.ca
* * * * * *
IN THIS ISSUE:
* Life after Beaver: Ace remains committed to Canadian growth
* Canadian Tire’s 1Q profits up, same-store sales flat
* New Hardlines conference focuses on industry education, competitive intelligence
* West Fraser’s retail division has increased 1Q profits, flat sales
* * * * * *
DAILY UPDATES FROM HARDLINES
Join us each morning at hardlines.ca. News updated every day.
______________________________________________
TELL A FRIEND ABOUT HARDLINES!
AND WE’LL GIVE YOU A SWISS ARMY KNIFE TO SHOW OUR APPRECIATION!
We’d like to think you are telling your friends about us because of the cutting edge news we deliver every Monday morning. Or maybe it’s our up-to-date news, trends and statistics affecting the world of home improvement.
But if it’s the Swiss Army Knife we’re sending you for referring a new subscriber to us, that’s okay too.
So get a friend/colleague/customer to subscribe for one year and we’ll give them four free weeks and send you a Swiss Army Knife! But you have to act now – Swiss Army only lets us give away their knives until JUNE 30, 2001. See the attached order form. Can’t open it? Download Adobe Reader for free at: http://www.adobe.com/products/acrobat/readstep.html
______________________________________________
"HARDLINES INDUSTRY REPORT: Home Improvement Retailing in Canada" is a comprehensive overview of the size of the market, how many stores are out there, who the key players are, their market position, the size and growth of the big boxes, the trends in housing and renovations, market trends — and much, much more! 120-plus pages filled with charts, graphs and photos. Regular price: $945, only $750 for subscribers! Contact Nancy Wright at nancy@hardlines.ca; phone: 416-489-3396 for more information.
* * * * * *
CANADIAN TIRE 1Q PROFITS UP,
SAME STORE SALES DOWN
Despite a slow start to the year that negatively affected its retail business, Canadian Tire Corp. reported first quarter profits of $28.7 million, up 18.9% from $24.2 million in the same period a year earlier.
The bright profit picture for the corporation was due in part to $8 million from the sale of Hamilton Discount and an influx of receivables. The petroleum division also fared well. However, the retail division didn’t do so well. Total sales for Canadian Tire Retail were up only 0.4% from the first quarter of 2000, due to bad weather.
Wayne Sales, president and CEO of CTC, said in a prepared statement that hardware, housewares and home improvement products sold well, though seasonal felt the brunt of poor weather in March — a trend that was reversed by April, he added.
Growth continues to come from new and expanded store openings, as same-store sales were down 5.2%. CTC’s wholesale shipments to member dealers were up 1.9%, pushing CTC’s own sales from its distribution centre up 1.5% to $845.4 million, from $833.0 million in the first quarter of 2000. However, operating earnings were 24% lower than last year as a result of higher operating costs of its new larger stores, as well as continued investment in its e-commerce initiative, which cost the retail division $7 million during the first quarter. Expansion of the PartSource automotive chain drained another $4 million.
During the first quarter, CTC opened four more new-format stores, for a total of 237 that have been opened since the program was initiated in 1994. The company’s total store network also increased to 443 stores by the end of the first quarter.
______________________________________________
LIFE AFTER BEAVER:
ACE SEEKS GROWTH THROUGH BUYING GROUPS
With 5,200 stores in 68 countries, Ace Hardware is not about to pack up its tent and go home. That was the message from Paul Ingevaldson, senior vice-president international and technology, to a group of vendors at a breakfast meeting hosted by the Canadian Hardware & Housewares Manufacturers Association.
Ace’s success, he said, was in its strong store programs and US$3 billion of wholesale buying power, backed by a retailer network that generates US$13 billion in sales. Growth in Canada will come both from signing new independent dealers and from conversions of dealers that are now receiving Ace product through supply agreements with their buying groups.
Ace entered the Canadian market in November 1995 under a supply agreement with Beaver Lumber. It lost that business when Beaver was sold to Home Hardware Stores, although a few Beaver dealers who have not yet made the switch or have chosen against becoming Home dealers are still being supplied by Ace. However, the volume of the Beaver business will be replaced in under three years, Ingevaldson predicts. "We are very optimistic that there is life after Beaver."
Ace wants to have 500 Ace bannered stores in Canada eventually, as part of a North American expansion plan that includes Mexico.
Looking to the future of the business, Ingevaldson said, "We don’t want to be just a wholesaler, like some our competition." Rather, a distributor must provide support services and programs to help the independent compete against the big boxes.
The dealers, too, must make concessions to their established notions of how to do business. They must be prepared to develop a "chain store" mentality to help them compete. For example, many IT functions are being done in house that could be pooled or shared through their wholesaler. Buying groups, too, have to think in collective terms and he pointed to three Matreco members that have agreed to share the Tim-BR Mart name nationally.
(Paul Ingevaldson will be a keynote speaker at our Hardlines Marketing Conference on September 13. You don’t want to miss this one! – MM)
______________________________________________
HARDLINES’S NEWEST CONFERENCE PUTS EMPHASIS ON EDUCATION
Understanding the competitive landscape of today’s retail home improvement scene is the purpose of a brand new conference by Hardlines. The Retail Strategies Symposium will provide an easy-to-understand overview of the industry: the key players at retail, growth of the big boxes, consolidation within the distribution channel, and how the buying groups connect.
The event will include an international perspective: special guest speaker John Caulfield, editor of National Home Center News in New York, will give an overview of the U.S. market and the key retail players there.
The new conference is aimed at marketing and sales people who need to understand their retail customers more thoroughly, as well as retail owners and managers who want to understand their competitive position better.
The Retail Strategies Symposium will be held September 12, back to back with the sixth Annual Hardlines Marketing Conference on September 13. For more information, email or call us at 416-489-3396.
______________________________________________
COMPANIES IN THE NEWS
West Fraser Timber reported 1Q earnings of $16 million, compared with $42 million in the first quarter of 2000. Sales during the period were $530 million, compared with $551 million. EBITDA was $75 million for the quarter, compared with $119 million in the first quarter of 2000 and $92 million in the last quarter. West Fraser's retail home improvement business (comprising Revelstoke Home Centres) had EBITDA of $3 million, up from $2 million a year earlier period, but down from $11 million in 4Q 2000. Sales were flat at $125.1 million.
Home Depot in the U.S. has announced a deal to buy Total HOME, Mexico’s second-largest home improvement chain. Total HOME has three stores in Monterrey and one in Mexico City, averaging 80,000-sq.ft. of retail space plus outside area devoted to lawn & garden and building materials. Each warehouse-style store stocks approximately 30,000 SKUs and serves both DIYers and the contractors. The cash deal is expected to close in about six weeks.
Hudson’s Bay Co. could close as many as 10 stores in the next five years, says company president Marc Chouinard. Big box concepts such as the Home Outfitters store, and an undisclosed specialty store now in development, will be the retailer’s focus.
Primex Forest Products Ltd. announced first quarter sales of $47.05 million, compared with $47.6 million for the corresponding period in 2000. Earnings were adversely affected by lower residual-wood chip prices.
Home Depot Inc. has expanded its online ordering service across the U.S., after running pilot programs in Las Vegas, NV, and San Antonio and Austin, TX. Consumers can order about 20,000 different items online, compared with the roughly 50,000 that each traditional store carries. Home Depot's shipping partner, UPS, has weight and size restrictions on what it will carry, meaning one can't order large items such as appliances, drywall or lumber online.
Wal-Mart Stores Inc. will continue its expansion into Germany with the renovation of existing stores in that country. The company denied reports that it was scrapping plans for a 50-store expansion. Wal-Mart first entered the German market in 1997 and currently has 94 stores. The retailer has renovated 24 stores in Germany.
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CANADIAN STOCK WATCH
COMPANY 52-WEEK HIGH 52-WEEK LOW CLOSE (FRI.)
Canadian Tire 25.20 15.05 22.60
Canfor 16.95 7.65 11.40
Goodfellow 11.00 8.00 9.00
Home Depot 49.74 47.61 49.59
Hudsons Bay 17.65 12.40 17.65
Lowe’s 64.90 34.25 64.21
Sears Canada 37.25 18.55 20.70
Taiga Forest 10.00 6.80 7.80
West Fraser 36.50 21.00 35.50
______________________________________________
"An army marches on its stomach."
— Napoleon Bonaparte (1769-1821)
______________________________________________
PEOPLE ON THE MOVE
Canada Wood Specialties Inc. has added three new reps for Western Canada: Dave Masniuk will handle Manitoba and Saskatchewan, Audrey Peitsch is in Alberta, and Michael McUuliffe is rep for British Columbia. (705-326-1301)
_______________________________________________
MARKET INDICATORS
Housing starts in March reached 153,800 units, down 1.5% from February, according to Stats Canada. Québec’s residential construction was down for the first time since the beginning of the year, with starts in March down 18%, compared with February. This drop was attributable to single starts, which were down by 14%. Multiple housing starts decreased by 15%. British Columbia’s urban housing starts for the same month were up 13%, totalling 795. Single detached starts were up 3% with 414 starts, while multiple family starts were up 27%, with 381 starts.
The New Housing Price Index rose 0.3% from January to February, according to Stats Canada. This index of contractors' selling prices was 2.4% higher in February than it was in February 2000. Monthly increases occurred in 12 of the 21 urban centres surveyed. The largest increase was registered in the Montréal area, up 0.9% from January. Higher prices for building materials, labour and land were among the reasons for the increase. On a year-over-year basis, Ottawa-Hull once again posted the largest increase (+14.2%), followed by Montréal, Halifax and Kitchener-Waterloo. Saint John-Moncton-Fredericton posted the largest annual decrease (-1.7%).
Retail trade in Canada fell 0.3% in February to $23.6 billion after creeping up 0.5% in January. In February, consumers spent less in automotive (-1.8%), furniture (-1.5%), and clothing (-0.7%). General merchandise spending was up 1.4%, while department store sales dropped 1.1%. "Other" (including hardware stores and sporting goods) actually increased by 0.2%.
______________________________________________
OVERHEARD ...
"I have no trouble shipping to Israel, Saudi Arabia or China. But shipping to Canada and Mexico — boy, that’s tough."
— Paul Ingevaldson, vice-president international and technology, of Ace Hardware Corp. At a recent CHHMA breakfast meeting he explained the difficulties of overcoming the hidden tariffs posed by language and certification laws of his closest neighbours.
______________________________________________
______________________________________________
* * * * *HARDLINES MARKETPLACE* * * *
______________________________________________
______________________________________________
NORAL MARKETING:
Representing leading manufacturers since 1986. We ensure high profile retail presence for a wide range of product lines. Why not make yours one of them?
http://www.noralmarketing.com/ or call 519-439-6800 ext. 201
* * * * * *
BLACK EAGLE CONSULTING 2000 INC. and President Richard Simms with 30 years experience in the Hardlines Industry for all your strategic planning needs —business plan analysis, facilitator services, and organizational structure review.
Visit http://www.blackeagle.ca/ or call 905-693-0092
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SALES MANAGER – SOUTH WESTERN ONTARIO:
EMCO Building Products is a manufacturer and distributor of building materials used in residential and new construction markets.
Primary duties & responsibilities: supervise and evaluate activities of sales staff; oversee all sales in their region; selection and development of roofing contractors for our building materials — maintain contact with major accounts; preparing forecast information; determining district potential; managing customer relations.
Entrance requirements: Post secondary education in business/accounting management; previous sales management experience; strong analytical, problem solving & decision making skills; excellent communication skills — computer skills; ability to work well in a fast paced team environment.
Submit résumé before May 4th, 2001 to Herb deJong, EMCO Ltd.; 1108 Dundas St., London, ON, N5W 3A7.
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SALES MERCHANDISING REPRESENTATIVE:
Canadian Manufacturer of quality products requires a SALES MERCHANDISING REP. to start immediately. The position includes major emphasis on box store businesses plus other account responsibilities in the GTA.
Requirements: 1-3 years related exp. in consumer products, excellent computer skills and the ability to travel frequently. A post secondary education in Business Admin. or Marketing an asset. Fax résumé to 905-459-2791.
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TERRITORY SALES REPRESENTATIVE:
A progressive sales agency, representing brand leaders in the hardware industry, requires an experienced and enthusiastic sales representative to maintain and grow existing accounts and establish new accounts in Ontario. Responsibilities include calling on industrial and contractor supply accounts, and end-user calls.
The ideal candidate will have: a minimum of 3 years field sales experience; the self-motivation necessary to achieve goals with an aggressive approach to promoting product lines; and a working knowledge of computers. We offer a competitive salary and benefits package including car allowance and expenses.
Please forward your résumé to Sales Tools, 4325 Steeles Ave. W. Suite 200, Toronto, ON, M3N 1V7; or email salestools@sprint.ca. We thank all applicants in advance and advise that only those candidates selected for an interview will be contacted.
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B.C. SALES AGENT — PAINT SUNDRIES:
Deft Inc., a leading manufacturer of interior wood stains and finishes, is seeking a manufacturer’s SALES AGENT for the territory of British Columbia.
The ideal candidate is currently servicing the B.C. market with other non-conflicting paint sundry lines. Send résumé via email to deftsales@home.com; or fax 905-951-0977.
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BUILDING SALES COORDINATORS (3):
UFA, formed in 1909, is a farm supply and petroleum marketing co-operative owned by over 100,000 members. We are seeking three BUILDING SALES COORDINATORS with the experience to provide sales, technical and estimating support to field staff engaged in building sales and service activities throughout the province.
Candidates will work with the marketers, technical support group and field personnel to develop and implement building market opportunities in the designated geographic area. The locations are Calgary, Red Deer and Edmonton.
Applicants should have a community college diploma with 3 to 5 years of agricultural and construction experience as well as sales and marketing experience. A working knowledge of Microsoft Office products is preferred. Applicants will be required to travel within the designated area.
Interested applicants are invited to apply, stating geographic preference, to the address indicated by May 18, 2001. Human Resources, United Farmers of Alberta; 1016 68th Avenue SW; Calgary, AB T2V 4J2;Fax: 403-258-7630; email: résumés@ufa.com
We thank all applicants for their interest in UFA. Only applicants being considered will be contacted.
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ACCOUNT REPRESENTATIVE:
Dow Chemical Canada Inc. is a leading science and technology company that provides innovative chemical, plastic and agricultural products and services to many essential consumer markets. With annual sales of approximately $30 billion, Dow serves customers in 170 countries and a wide range of markets that are vital to human progress, including food, transportation, health and medicine, personal and home care, and building and construction, among others.
Committed to the principles of sustainable development, Dow and its 50,000 employees seek to balance economic, environmental and social responsibilities. For further information about Dow, visit http://www.dow.com/
Dow Chemical Canada Inc. is seeking a qualified person to represent them to builders, renovators, building supply dealers and distributors in Manitoba. The Fabricated Products team of the Dow Chemical Co. has an ACCOUNT REPRESENTATIVE opening in Winnipeg, MB. This high-energy role will maximize the sale of Styrofoam brand products to the architectural and residential markets of the assigned territory.
Qualifications: Candidates must have the ability to combine technical and commercial skills. The position requires constant and persistent calls on architects, residential builders, and general contractors as well as channel members such as distributors, and lumber dealers. The ability to generate a specification, hold it and close the sale is vital to success in this position. Candidates for this job should have a high degree of comfort in delivering sales and educational presentations to groups.
Candidates must have: a Bachelors Degree; a minimum of 5 years sales experience; exceptional relationship and interpersonal skills; initiative. To apply for this position, please visit our web site at http://www.careersatdow.com/ and look for MDG0001.
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RETAIL PRODUCT MANAGER:
A well-established company requires an energetic person to manage the marketing of its retail product lines. Experience and understanding of all aspects of the retail hardlines - Multi SKU - business, combined with a strong sales background, is a must.
Applicants must be graduates of a sales and marketing program, have above average computer skills and possess excellent written and verbal communication skills.
Send or fax résumé to the attention of Luann Busch, Personnel. Canada Cordage Inc. 50 Ottawa St. S. Kitchener, ON; N2G 3S7; fax: 519-745-4290.
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