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October 1, 2018 Volume
xxiv, #36
“Beware of false knowledge; it is more dangerous than ignorance.”
—George Bernard Shaw (Irish playwright and essayist, 1856-1950)
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TIMBER MART plans new LBM distribution centre for Ontario
VAUGHAN, Ont. — TIMBER MART is expanding its lumber and building materials distribution network into Ontario with the addition of a five-acre property in Mount Forest. The location was chosen for its proximity to the buying group’s member dealers throughout Southern, Central and Northern Ontario. The new facility will be located within a six-hour radius of many of those stores.
The new DC will offer a wide selection of LBM products and provide weekly deliveries, cross-docking/furtherance service and access for dealers picking up orders. It’s slated to open in January 2019.
“Our new distribution centre in Ontario will offer our members all of the conveniences that our existing facilities provide and that our members in B.C., Quebec and New Brunswick currently enjoy,” says Bernie Owens, president of TIMBER MART.
TIMBER MART has two other DCs. One is in St-Nicolas, Que. When TIMBER MART reorganized its hardware distribution business, Chalifour Canada, in late 2014, it shuttered a hardware distribution centre in Victoriaville, Que. But the LBM facility in St-Nicolas was left untouched, maintaining TIMBER MART’s commitment to the Quebec market. Chalifour Canada was eventually sold to U.S. hardware wholesaler Orgill.
In April 2017, the buying group opened a 27,000-square-foot LBM distribution centre in Langley, B.C. That facility shares space with Orgill, which houses its hardlines products serving dealer customers in parts of the Western market.
TIMBER MART expects to hire about 25 staff for the facility in the Mount Forest area when fully operational.
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Federated Co-op focuses on homegrown hardware products
SASKATOON — Federated Co-op is working closely with domestic producers in a program called “Made by Us.” It’s FCL’s latest marketing campaign to spotlight its private-label product lines created together with small Canadian manufacturers.
This is the second year for the campaign, which proved successful in 2017 as a way to support Canadian businesses and give a major sales lift to the products featured in the campaign.
Last year, the featured product categories were fuel and food. This year, hardlines are being promoted for the first time. The latest TV and social media campaign features FCL’s own Imagine line of paint brushes and rollers. It tells the story of how Co-op makes these applicators together with Bennett Tools in Concord, Ont., which claims to be the only remaining Canadian manufacturer of paint tools.
The family business, run by Henry Silberman and his sons, share FCL’s values of product sustainability, as well as initiatives such as profit sharing and charitable giving. The Silberman family brought production of the company’s paint brushes back to Canada from Asia in 2010.
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Lowe's Canada showcases Ace growth at RONA Ace buying show
MONTREAL — RONA Ace Buying Show at the Palais des congrès de Montréal in September showcased the integration of the Ace banner with the rest of the Lowe’s Canada family. Bill Morrison, divisional VP for Ace Canada, said that the Ace team, now ensconced at Lowe’s Canada’s Mississauga offices, is “continuing to find ways to leverage the knowledge” of the Boucherville and Mississauga leadership. “We’ve had an incredible year and that’s only possible with Lowe’s Canada’s support.”
Ace and RONA dealer services, including the online Ace Learning Labs adopted from Ace in the U.S., were based in a single hub at one end of the exhibition hall. The Learning Labs feature online tutorials that allow staff to pick up and retain essential knowledge in a short time. Store management can assign specific lessons and track completion.
The more than 1,000 tutorials cover topics from product knowledge to sales skills, to make staff more confident and improve customer experience. “A lot of the time you see new staff run away when a customer comes into the store and wants, say, to get a key cut,” explains Guy Lichter, Ace Canada’s director of operations. The online training lets them lock down those skills. Stores also benefit from a telephone helpline.
Offers from the Craftsman line and appliance selections were geared to allow stores of any size to customize their product mix. Appliances are offered on a modular basis, so that stores can provide a basic selection of the most popular items in as little as 400 square feet. Stores prepared to devote more space to appliances can then add as many modules as they can accommodate.
Regardless of the in-store selection, all Ace stores are linked to the banner’s online channel with its full range of products. Ace’s e-retail system is “happening very fast,” says Morrison, a boon to Ace’s largely rural base.
Likewise, products in the Craftsman display featured colour-coded dots to help dealers tailor their selection to their store without having to reinvent the wheel. One colour marked the best-selling items to allow smaller stores to pick out their must-haves. Another highlighted popular buys for stores with space for a mid-sized range. Products with no dot are specialty items for stores looking to become a “destination,” according to Morrison.
Morrison is confident about the role Ace has to play among Lowe’s Canada’s banners, using the company’s services and resources to support local independent dealers in their own unique contexts. “We don’t just provide the tools, but the training and support from end to end.”
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Home Depot goes after the home décor market
SPECIAL REPORT — Home Depot is moving to position itself as the go-to destination for home décor products, in a shot across the bow of U.S. giants like J.C. Penney and Bed Bath & Beyond.
Declaring that it will become a “favourite décor destination,” the move is an indicator that Home Depot is planning to take advantage of the profile that e-retailer The Company Store, which it acquired at the end of last year, has built up in the upmarket housewares and design business.
At the time of the acquisition, a Credit Suisse analyst found that décor categories alone constituted just 3% of Home Depot’s sales, even though ancillary categories make up about one-quarter. Realtor.com placed home décor on a list of categories for which customers can find better deals elsewhere than home improvement big boxes. Yet an Apex Market Report earlier this summer placed Home Depot among the top players for wall décor.
In a recent promotion, Home Depot features offerings of furniture, linens, bath accessories and table and wall decorations. No fewer than 66 bath towels are available, some bearing the Company Store brand. Apart from area rugs, the retailer is sticking to offering “soft” items online for the time being, but execs will no doubt be watching sales closely. If the category is a success through the online channel, we could be seeing soft home offerings alongside Home Depot’s in-store hardlines.
This isn’t Home Depot’s first foray into home décor. In the ’90s, the company piloted a spin-off called Expo, a store for upmarket home improvement lines along with décor offerings such as textiles and dining ware. The Company Store takeover marks the first time Home Depot has seriously revisited the “soft” categories since it closed its Expo stores around the end of the last decade. With J.C. Penney, Bed Bath & Beyond and especially Sears all facing their own challenges, the timing may just be right.
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Spectrum Brands has announced the departure of two of its top executives. Nathan Fagre is vacating the position of senior VP, general counsel and corporate secretary, which he has held since 2011. Stacey Neu, senior VP of human resources since 2010, is also stepping down. Ehsan Zargar will succeed Fagre and will handle Neu’s responsibilities in collaboration with Executive VP and CFO Douglas Martin.
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CLASSIFIED ADS
The Field Sales Representative (ON) will be responsible for territory sales growth by implementing plans and strategies to create end user demand for the Henkel LePage portfolio. This individual will be the primary contact and responsible for fostering solid relationships within their region.
What We Offer (Position Description)
- Deliver NES and GP1 annual growth per pro sales plans
- Establishes targets, develops and implements sales plans accordingly for achieved results to be measured against.
- Develop and maintain relationships with distributors, dealers, alliance partners, builders, contractors, remodelers, architects, sealant specifiers and Henkel team members
- Conduct jobsite inspections and testing along with education of LePage products.
- Participate in dealer and training events, where business opportunity is identified.
- Assist in product complaint resolution. This may include; jobsite inspection, product complaint form completion and submission in addition to, immediate or suggested resolution.
- Manage and communicate activity and results via CRM tool, meeting calendar, requested reporting and presentations
- Manage special projects and provide market intelligence as requested to include competitive activity and price shops
- Contribute to Henkel’s success by professionally challenging status quo, sharing your ideas and experience.
- Assume responsibility for other duties as assigned by National Sales Manager
Job specification and competencies
- Minimum 5 years selling experience
- Minimum 5 years’ experience in relevant market (residential/light commercial)
- Professional written and verbal communication
- Proficient with Microsoft Office Suite
- Bachelor’s degree preferred
https://www.henkel.com/careers/jobs-and-application/-/874012
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70 Years of Building Value Into Building Products
OEM Sales Agencies – Quebec, Prairies, Atlantic Canada
ODL Canada, with distribution centres in Vaughan, ON and Calgary, AB is recognized as a leading supplier in Canada’s fenestration industry. Our products include Door Glass and Enclosed Blinds for doors, patio doors and windows.
See our complete catalogue at https://odl.com/canada.htm.
To support growth with exciting new products, ODL Canada is currently seeking sales agencies to represent our OEM product line for Quebec, Atlantic Canada and the Prairies. If your agency is a team that calls on door pre-hangers, door component distributors or window manufacturers in any of these market areas, then we would like to hear from you.
Interested agencies should submit a company profile to Tom Newton, Managing Director of ODL Canada at tom.newton@odl.com.
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Pioneering Safety
At Allegion, our vision is to make the world safer. As a company of experts, we secure the places where people thrive. Security will always be a top concern, so we are inventing new and innovative technologies to keep people protected wherever they are; anytime, anywhere. Whether at home or school, in a hospital or commercial building, we pride ourselves on providing safety for today and for the future. Spanning across 130 countries, Allegion is committed to the protection of our employees and the public.
Our Values
We are very passionate about our values and live them daily. How do you celebrate your successes? Do you take pride in the work you have accomplished?
Have a knack for curiosity and creativity? How do you live out your passion for excellence? What does living safely and healthy mean to you?
If these are values that keep you motivated, you have come to the right place. Take a look at our available opportunities to join our winning team today!
Channel Marketing Manager
The Channel Marketing Manager will maximize the long-term Schlage brand volume and growth, while delivering short-term volume and sales across the national customer base. This role is responsible for strategizing, creating, communicating and supporting Schlage national initiatives, policies and standards against Distribution, Shelving, Pricing and Promotion goals. Other key responsibilities include identifying, developing and implementing account specific promotional tie-ins. Lastly, communicate our customers’ needs across the Allegion organization to ensure business-building programs are created.
What You Will Do:
- Work closely with the Sales and Marketing team, to identify growth opportunities within National / Key accounts
- Establish productive, professional relationships with key personnel in assigned partner accounts
- Develop account specific programs and promotions that grow our business to new levels
- Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Oversee the planning, production and implementation of the various projects / programs, etc. to ensure that quality and excellence is attained, exceeding our customers’ expectations
- Key link to Marketing and Sales, ensuring that direction, communication and feedback is continual and accurate, ensuring that we fully optimize our effectiveness in the selling process
- Benchmark Schlage in the industry to ensure we are providing sales and marketing excellence to our accounts.
- Work with management, sales and customers to develop and manage annual promotional calendar, evaluate financial impact, execute promotion and track results.
- Lead solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
- Manage and execute RSS Merchandising Program targeting channel segments
- Provide sales and market analytics and price execution support
What You Will Need:
- Bachelor’s Degree in Sales, Marketing, Business or equivalent years of experience
- 3 to 5 years’ experience in a channel, product or marketing category management position preferred
- Previous experience with Home Depot, Canadian Tire, Lowes, Amazon and LBM channel would be an asset
- Door Hardware experience; electrical and mechanical door hardware experience would be an asset
- Exceptional computer skills; advanced excel, PowerPoint and data mining skills
- Strong communication and presentation skills all levels of business
- Strong analytical and negotiating skills
- Proven experience with strong account planning that achieved positive business results
- Ability to build strong cross functional relationships with Finance, Marketing and Customer Care
- Bilingualism is an asset
Why Work For Us?
- Rewarding and Challenging Career
- Comprehensive Benefits
- Global Opportunities
- Employee Discounts
- A Culture of Wellness and Balance
- Tuition Reimbursement
- Training and Development
- Community Involvement
Apply Today
Join our team of experts today and help us make tomorrow a safer place.
www.allegion.com
We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.
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