In This Issue
"Winners never quit and quitters never win." Anonymous
IRLY Distributors to partner with TIM-BR MARTS
CALGARY - IRLY Distributors Ltd., has joined TIM-BR MARTS Ltd., and will begin supplying hardware and building material products to TIM-BR Mart dealers in British Columbia early next year. The partnership will have advantages for both parties, says Garry Anderson, general manager of IRLY Distributors Ltd. "The move allows us to capitalize on the strengths of our distribution business and to increase its reach," says Anderson. IRLY's distribution arm currently supplies 43 IRLY Building Centres from its 100,000-sq-ft. warehouse, which sits on an eight-acre site in Surrey, BC, and houses about 13,000 SKUs. It also supplies products to a number of other dealers, including some TIM-BR Marts, through its Western Hardware and Building Materials division. For TIM-BR MARTS, access to the IRLY DC will enhance its ability to efficiently deliver product to dealers in British Columbia, and will play a role in the company's strategic plan to develop capacity to warehouse and distribute imported product. Anderson doesn't foresee that serving new customers will necessitate any changes to the product mix of its DC. "Whenever we deal with new customers, there can be changes," says Anderson. "But we feel that we have a good set product mix and strong relationships with suppliers we have bought from for several years." Nor does Anderson anticipate problems in markets where TIM-BR MART and IRLY Building Centres co-exist. "There are really not many areas in which that it an issue, other than perhaps the lower mainland and larger centres," says Anderson. "Overall, this is a win-win situation, and it will work out for everybody."Canadian Tire adds new dimensions to urban concept store
TORONTO - A Canadian Tire store that opened in Toronto's southeast end just two weeks ago is already tracking in the chain's top 10 stores for décor sales. Tailored for an inner city customer, the store has met the constraints of downtown
real estate costs by building on two levels. Mike Arnett, president of Canadian Tire's Retail business, along with store manager Peter Oliver, took HARDLINES on a tour.
Convenience and accessibility are key features of the new store, which has wide aisles and high ceilings. Catering to the home maintenance needs of the inner city customer, who is likely to live in a smaller home than their suburban counterpart, key departments such as kitchenwares, hardware and fasteners, and seasonal products are near the front of the store. Other categories getting special treatment include storage and organization.
Customers are taking to the new format: the average basket size per customer is 35% higher than the average for Canadian Tire's stores in the Greater Toronto Area.
Emphasis on the décor side of home enhancement comes at the expense of renovations. For example, the lighting department features the largest light cloud in any CT store in the country - more than 5,000 square feet. Pet food and accessories gets two 20-foot aisles plus an endcap.
These new features reflect an enhancement of Canadian Tire's 20/20 store redesign program, which began under former CTR president Mark Foote. "It speaks to the continuous change that's part of this format," says Arnett, who replaced Foote last year.
The lower level of the store features automotive repair for the DIY mechanic, plus tires and a 13-bay service centre.
Canadian Tire's next urban store is being built in Ottawa.
UFA launches expanded construction division
CALGARY - UFA Co-operative Ltd. has launched a new division that will deliver commercial, institutional and agricultural construction to the rural Albertan communities it serves. The company, which has 35 farm stores - plus the recently-acquired Spruceland Lumber, a building supply dealer in Ft. McMurray, AB - is hoping to capitalize on the province's booming rural construction market, which is expected to bring in about $1.62 billion this year. According to Gregg Shoemaker, general manager for UFA Construction, the move marks an expansion for the company's current business model, rather than an entirely new direction. UFA has been involved for some time in agricultural construction, he says, and has made strong connections with both contractors and consumers in local markets. The new division will leverage, for example, the core competencies from Stirdon Betker, a specialized builder for the hog and chicken industry that UFA acquired in 1998, and Bar-W Petroleum & Electric of Red Deer, a smaller electrical company acquired earlier this year that Shoemaker says will be an "enabler" to UFA's construction plans. Currently, the company is not eyeing the residential housing market, nor does it have immediate plans to acquire other players like Bar-W that might fit into its plans to expand into construction. Shoemaker believes UFA is in a better position than many competitors to launch a construction division, in part because it has already forged strong links with local contractors. Those contacts will be especially valuable in a tight labour market, says Shoemaker. "Our experience has been that we have been very successful making connections with local contractors,' he says, "and we'll continue to whatever extent we are able continue to use them." The company's strong brand with rural Albertans will add to the ability of UFA's construction arm to bring its message to the market. "We are a very trusted, 100-year-old brand," says Shoemaker. A head office for UFA Construction will open in Red Deer in March 2008. It will house about 60 employees to start - a mix of current employees and some new hires.Bill Wilson joins NRHA Canada as retail advisor
TORONTO - The expansion of the North American Retail Hardware Association in Canada has received an important boost with the appointment of Bill Wilson as retail advisor for NRHA Canada.
Wilson has had a long career in Canada's home improvement industry, including roles as vice-president and general manager and vice-president, merchandising of the London office of the Sodisco-Howden Group. Most recently, he was at London, ON-based TSC Stores as vice-president merchandise, with responsibility for distribution, merchandise and the purchasing department. Wilson has emerged from retirement to offer his expertise to the development of NRHA Canada's training programs.
"Bill Wilson is a well respected veteran of the home improvement industry," said Michael McLarney, managing director of NRHA Canada. "He understands retail - and he recognizes the value of product-knowledge training for dealers. This combination of skills and insights makes him a perfect addition to the NRHA Canada team. We are proud to have him on board."
Since that organization's operations were taken over by Hardlines Inc. earlier this year, NRHA Canada's online retail product-knowledge training programs have been drawing interest from many of the industry's leading retail groups. Most recently IRLY Distributors, based in Surrey, BC, has made the training available to its 43 member dealers. It joins such existing NRHA Canada members as Home Hardware Stores Ltd. in St. Jacobs, ON, Federated Co-operatives based in Saskatoon, and Ottawa-based Preston Hardware.
The centrepiece of NRHA Canada's programs is the Basic Training Course in Hardware Retailing. It contains everything hardware and home improvement retailers need to train employees to improve their skills, including interactive modules that cover product knowledge, selling tips and merchandising techniques. The course also includes testing and grading functions to ensure employees retain information. All training programs have been customized for Canadian dealers and the Lumber & Building Materials Training module will be available as part of NRHA Canada membership early in 2008.
Conference delegates win trips
TORONTO - For two attendees at the recent Hardlines Conference, the event meant more than two days of valuable information and networking. It has given both the chance to attend important industry events. Gary Gilchrist of Home Building Centre in Vernon, BC, has won - compliments of Koelnmesse - a trip to Practical World, the hardware show in Cologne, Germany from March 9 to 12. Germain Voyer of Roland Boulanger & Cie Ltee in Warwick, QC. has won a trip to the National Hardware Show in Las Vegas, which runs from May 6 - 8 and is sponsored by Reed Exhibitions, which owns the event.Powerful presentations rely on the HARDLINES Retail Report 2007-2008.
If you don't already have this powerhouse presentation in your library, order it now! contact Brady Peever or click here to order online.
COMPANIES IN THE NEWS
WATERDOWN, ON - A new RONA store that has no other designation on the banner opened here last week, the second such store to open in Ontario in two weeks. The first was a 100,000-sq.-ft. store in Whitby, which was followed by the grand opening here last week of another 100,000-sq.-ft. store that features 75,000 square feet of retail space, a 27,000-sq.-ft. outdoor lumberyard and a 23,000 sq.-ft. garden centre. MONTREAL - Dorel Industries Inc., which owns a number of major brands in the home furnishings and recreational segments, reported third-quarter revenue of US$440.1 million, up slightly from US$436.3 million for the third quarter last year. Much of the growth was the result of a strong showing in juvenile furniture, which saw revenues rise 10.6% to US$236.8 million from US$214 million last year TORONTO - Two Canadian retailers are responding to consumer complaints that prices are not falling as the Canadian dollar gains strength against its US counterpart. Wal-Mart Canada has said it will begin selling books, magazines, greeting cards and gift wrap at U.S. list prices at its 293 stores. And while bookselling giant Indigo is not matching U.S. prices, it is offering regular customers 10% off any book, and 20% for those customers who belong to its "irewards" loyalty program. OTTAWA - Housing starts will reach 227,530 units in 2007, an increase of 0.1% from the 227,395 units in 2006, according to Canada Mortgage and Housing Corp. In its 4Q Housing Market Outlook, CMHC says that residential construction will decline next year to about 214,000 units. Still, 2008 is expected to be seventh consecutive year in which housing starts climb above 200,000. Existing home sales will record their best year ever, with sales of just over 521,000, a 7.8% increase over 2006. That number is expected to fall by about 3.9% next year, but remain above 500,000. BOUCHERVILLE, QC - RONA's Salon du printemps, or spring show, will begin moving across the country next year, a move that reflects the company's position as a national Canadian home improvement player. In 2008, the show will be held Nov. 21-22 at the Toronto Congress Centre. The 2009 show ill be held in Calgary, and the 2010 show will be held in Vancouver. COLOGNE, GERMANY - For the first time, trade visitors and exhibitors can arrange appointments online for the International Hardware Show/Practical World, to be held here March 9-12, 2008. Online appointments can be made through Koelnmesse's new Business Matchmaking service, which will enable trade visitors make appointments with, and put questions to, all of the exhibitors from the product group in which they are interested. For more information, go to www.hardwarefair.com OTTAWA - The Forest Products Association of Canada (FPAC) is partnering with the World Wildlife Federation Canada to achieve industry-wide carbon-neutrality by 2015 without the purchase of carbon offset credits. The announcement was made at the second annual Business of Climate Change Conference, held here last week. Calling climate change the "number one environmental threat facing the world today", Avrim Lazar, president and CEO of FPAC, said that "becoming carbon neutral is the most significant step the forest products sector can take to reduce its overall environmental footprint." TAYLOR, MI - Masco Corp., the giant provider of home improvement products and services, generated $205 million in net income for the three months ended Sept. 30, which represented a 19.8% decline from the same period a year ago. The company's sales fell 6.7% to $3.06 billion. In the first nine months of its fiscal year, Masco's revenue was down 7.3% to $9.07 billion, and its profit was off 20.4% to $537 million. FEDERAL WAY, WA - Forest products giant Weyerhaeuser saw its profit for the three months ended Sept. 30 plummet by 54.9%, to $101 million, on revenue that was off 6.7% to $3.54 billion. Through nine months, Weyerhaeuser reported sales of $10.7 billion, which were down 8.2% and net income of $507 million, which was up 11.9%. MARYSVILLE, OH - Scotts Miracle-Gro, a leading supplier of lawn care products, reported a net loss of $37.9 million for the three months ended Sept. 30. That was only slightly better than the $42.7 million net loss it reported for the same quarter in 2006. LONDON - New names exhibiting at the DIY & Garden Show to be held here Jan. 13-15, 2008 include IBP Conex, which designs and manufactures plumbing fittings; Great Star UK, which designs and manufactures hand tools, power tools and accessories; and Stratum Products, showing its new expandable spirit levels. For more information about the show, go to www.diyandgardenshow.com or contact Paul Grinsell, (44.0.20. 7973.4734 /p.grinsell@hgluk.com.)People on the move
Tom Lee has joined Milton, ON-based Roxul Inc. as national sales manager, Canada – Retail. He was previously at Rust-Oleum as director of field sales. (905-875-9323) Only days after Builders FirstSource reported a large quarterly loss, Kevin O'Meara has resigned as its president and CEO. The company issued no explanation for his sudden departure, and said it would not fill O'Meara's position. After five years as group CEO of British home improvement retailer Kingfisher, Gerry Murphy will step down. The change will take effect Feb. 2, 2008.ECONOMIC INDICATORS
After two months of decline, retail trade climbed 1.3% in August. Sales by new car dealers led the way in growth, followed by strong showings in furniture, home furnishings and electronics stores. (StatsCan)Noted
TORONTO - Hardware Merchandising magazine's 2007 Outstanding Retailer Awards, which recognize excellence in the Canadian hardware/home improvement retail industry, were presented at a gala dinner on Oct. 16 at the Toronto Congress Centre, in conjunction with the annual HARDLINES Conference and the National Hardware Show Canada. Genevieve Gagnon of the BMR le groupe store in Cheneville, QC and John Albi of RONA Hardware in Newcastle, ON, both received Young Retailer of the Year awards. The Home Hardware store in Lethbridge, AB; Home Building Centre in Vernon, BC; RONA Regina and Woodland Tim-BR Mart in Grande Prairie, AB, also received awards in their categories.Classifieds
TERRITORY MANAGER
RCR International is a prime manufacturer of complete lines of products for professionals and do-it-yourselves. The company is recognized as a pioneer in the door and window insulation market, and is proud of expanding its innovative expertise to encompass various other quality product lines. RCR International currently manufactures over 3000 products including weather-stripping, insulation components, floor protection products, screen and squeegees. Being the supplier of the most prestigious retailers in America, RCR International wants to offer the best to its customers. We have in place an effective and efficient distribution network with facilities in key regions: Montreal, Toronto and Chicago. This allows RCR International to distribute its vast array of products all over the world. We currently have an opening for a dynamic individual to join our team as a Territory Manager for the area of Northern of Alberta.
JOB DESCRIPTION - TERRITORY MANAGER
Under the immediate responsibility of the Western Sales Manager, the sales representative plans and organizes all activities related to the business development of his assigned territory. More specifically, he is responsible for the increase in sales and profits of his current customers and the development of additional accounts. His past history proves without a doubt that he is result oriented and capable of working with a minimum of supervision. Main Tasks: Drive sales in territory by: - Analyse sales reports to understand his market; - Visit his customers: this may require out-of-town overnight reservations; take physical inventory of Company displays in stores; refilling of empty shelves; - Install racking and shelves in new stores and fill the shelves with Company products; - Set up numerous trade shows (this may require installing the booths using different power tools, putting in racking and shelves and carrying heavy cases of products); - Offer and demonstrate Company products during trade shows; - Contact his customers by telephone to offer special promotions; - Prepare product catalogues; - Transmit all orders to the order desk; - Write and forward weekly sales and expense reports to the office; - Maintain his customer files up to date and file customer invoices. This position requires: - Minimum of a Junior College degree in administration; - A minimum of 3 to 5 years experience in a similar position; - Experience in the hardware industry and computer literacy are a sure asset; - Ability to analyze and make a diagnosis of current problems; - Excellent physical health; - Occasional week-end availability during trade shows. Please submit your resume to Nathalie Charbonneau through email or fax to 450-670-1669.
Marketplace
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