October 19, 2015 Volume xxi, #39

“People often say that, in a democracy, decisions are made by a majority of the people. Of course, that is not true. Decisions are made by a majority of those who make themselves heard and who vote—a very different thing.”
—Walter H. Judd (American physician and politician, 1898-1994)

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Lowe’s opens its doors to Quebec vendors

TORONTO — Lowe’s Canada will hold a meeting with Quebec vendors on November 5, but the company says it's not announcing any expansion plans for that province—at least not yet. 

In an exclusive interview with HARDLINES, Lowe’s Canada President Sylvain Prud’homme says, “Canada is an important, stable market that keeps growing.” He further notes that Quebec accounts for almost one-quarter of the Canadian retail home improvement market. For the next year and a half, however, expansion will focus on a dozen former Target sites: four in British Columbia, two in Alberta, one in Saskatchewan, and seven in Ontario—but none in Quebec.

The first step to expanding in Quebec is to begin understanding that market better, Prud’homme says. The meetings on November 5, in Montreal, will be an important first step. Lowe’s is interested in a range of new products, including doors, flooring, and décor.

“Yes, we are starting to look seriously into the opportunity,” he says, “and as we get engaged with the [Quebec] community and we learn from that market, we will determine the right timing for the entrance.”

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AQMAT to launch lobbying effort for permanent reno tax credit
LONGUEUIL, Que. — The Quebec Hardware and Building Supply Association, AQMAT, has announced it will spearhead a lobbying effort to push for a permanent renovation tax credit, regardless of who wins today’s election.

According to a poll conducted by OpinionQc, 74% of Quebecers agree with the following statement: “a permanent tax credit of 15% on home renovations, available at all times, without limiting expenses for supplies and labour, would convince me to renovate my home.”

Respondents from all sections of the population showed support for such a tax credit, despite differences in gender, age, language, household, education, area of residence, or income. The most enthusiastic respondents, those who “strongly agreed,” were 35 to 54 years old, with a college education or higher, living as a couple and/or with children in a large urban centre, with a household income above $60,000.

The issue of a permanent tax credit for home renovations made headlines at the beginning of the election campaign and has come up again with the publication of the results of the poll. “The results provide assurance at a time when we have fittingly decided to create a fund financed by the hardware and building supply industry in order to conduct in-depth studies,” said Richard Darveau, president and CEO of the AQMAT.

The fund will be used to convince the federal government of the importance of a tax credit to encourage quality home renovations. AQMAT hopes to show that the cost of instituting permanent tax relief measures to promote quality home renovations would be largely covered by clear socio-economic and societal benefits.

“No matter which party forms for the next government, AQMAT, with its new defense fund, intends to arm itself with irrefutable arguments so that one day a permanent home renovation tax credit will exist,” concluded Darveau.

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TruServ Market showcases paint, décor, and high-end products

WINNIPEG — The recent TruServ Canada dealer market presented many new products, both from existing vendors and through an expanded assortment of private-label Ace-branded items.

New lines of household consumables, plus core categories such as locks and abrasives, were displayed right on the show floor in a dedicated Ace merchandising section. In addition, Greg Hollander, director of merchandising for TruServ Canada, told the dealers during a breakfast presentation about other sales opportunities for the coming months.

He suggested adding décor items to sales in core categories to increase margins. And he pointed out the value of selling higher-end lines, citing Husqvarna, the outdoor power equipment maker, which specializes mainly in sales through independents (notwithstanding a deal with Lowe’s Canada that carries over from its arrangement with Lowe’s in the U.S.). Promoting more sophisticated barbecues presents “a high margin opportunity,” he added. “In addition, housewares present a great sales opportunity in the fourth quarter.”

Other hot categories that dealers are picking up on include pet food and accessories, plus a major appliance warehouse program. Now one year old, the program lets smaller dealers compete by offering larger appliances through their stores.

Reflecting the Ace influence (Ace makes its own paint and considers it a key category for all its dealers), Hollander added that the Boomerang recycled paint program from Laurentide was being introduced at the show for the first time.

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TSC caters to rural customers with online sales
LONDON, Ont. — Farm and hardware retailer TSC Stores is looking for new ways to target its core “rural lifestyle and agriculture” customer, and online sales is an important part of the mix.

According to Darryl Jenkins, president and COO of TSC, the company launched an online sales initiative two years ago. The site is currently being enhanced with additional SKUs that are not available in its stores, while expanding core categories, such as equipment for agriculture, ranging from animal health to higher-end pet foods and supplies. Other products getting a push online include power tools and outdoor power equipment.

The site will also be able to offer “higher-spec” items, Jenkins notes, that would appeal to a more specialized user.

TSC now has an online community of 48,000 “TSC Country Members,” in addition to a loyal walk-in clientele that visits two to three times a week, Jenkins says.

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FROM THE ARCHIVES: This week in 1995
We covered the appointment of Canfor-Weldwood CEO Tom Donaldson to the additional role of EVP at parent company Canfor. Plastmo names Pierre Langevin general manager (Plastmo was also my very first-ever plant tour! —Michael). And Kmart’s fortunes continue to erode. Click here to read these blasts from the past!

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CLASSIFIED ADS

Bilingual Sales Coordinator
Positec manufactures and markets the Rockwell and Worx line of home improvement tools and accessories to professional contractors and home improvement enthusiasts around the world.  We are currently seeking a Bilingual Sales Coordinator to be responsible for supporting the sales team in attaining annual sales targets and operates with management and clients to determine business requirements. This position is instrumental in assuring focused and productive communication with the new and existing clients, as well marketing & logistics departments. Resolves all complex inquiries from the clients and ensures customer satisfaction. The Sales Coordinator is responsible for various administrative functions.  Previous Sales Coordinator experience is a must.  This is a remote position.  Ideal candidate will have a proven track record of effectively working from a remote location.  Please send resumes & salary requirements to kammi.parker@positecgroup.com.

Account Manager
Positec manufactures and markets the Rockwell and Worx line of home improvement tools and accessories to professional contractors and home improvement enthusiasts around the world.  We are currently seeking an Account Manager to be responsible for supporting the company's sales goals through professional sales techniques and good customer service, maintaining quality relations with existing accounts, and providing sales and marketing coverage. 75% of focus will be on managing assigned account responsibility 25% focused on internal support and assigned tasks. Ideal candidate must have industry related outside sales experience. Please send resumes & salary requirements to kammi.parker@positecgroup.com.