October 2, 2017 Volume xxiii, #37

“Mistakes are the portals of discovery.”
— James Joyce (Irish author, 1882-1941)

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Magennis gets promoted as part of organizational changes at Canadian Tire

TORONTO ― Canadian Tire has enjoyed success in recent years through the acquisition of a number of sometimes unrelated business units, which are operated separately under the corporate umbrella. But now the company is looking for ways to organize and market those disparate divisions in a more unified fashion.

Enter the “one customer, one company” strategy. Touting a focus on the end customer, Canadian Tire is looking for ways to present itself as a solution for a customer whose needs extend into different fields, not just, say, automotive or hardware.

Behind the scenes, that means making fundamental changes to the business, including assortments, analytics, and embracing digital. It also means closer collaboration across business units.

For the hardware side of the business, the one customer, one company approach means a new title for one industry veteran. Mike Magennis has taken on a new role as vice president, business development and operations.

A 26-year veteran of the company, Magennis reports directly to Greg Hicks, SVP of merchandising for Canadian Tire. He will still maintain his duties as VP merchandising for seasonal and gardening, until a replacement has been found for that role.

The new position focuses Magennis on integrating elements of two other Canadian Tire businesses, FGL Sports Ltd. and clothing retailer Marks, into the Canadian Tire stores. Both divisions share some common elements and product lines, but working closer with them could mean a greater emphasis on sporting goods and bigger ranges of workwear at Canadian Tire stores.

Besides working with these existing businesses, Magennis will be responsible for leading new business development initiatives focused on the “one company” strategy and developing strategic opportunities as they emerge. 

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Fresh ideas and its new branding highlight latest Home Hardware market



ST. JACOBS, Ont. — The branding initiative launched at Home Hardware’s spring market received a major push to implementation at the latest show, held last week at the co-op’s head office and distribution centre in St. Jacobs, Ont.

On the show floor, vendors stayed busy with steady traffic from dealers who came in from every part of the country—including Home’s first dealer in Nunavut. On entering, those dealers were greeted by a new look for the overall show, with aisles that featured lower booths and display racking on the left side, and an expanded section for lawn and garden, especially outdoor furniture, on the right. The combined effect managed to open up the look and feel of the show at the front.

“Here’s How” is Home’s new tag line, also unveiled at the last show. This time around, dealers learned how the branding will look on signage, how that tag line will be tied in with the ad program for 2018, and what requirements for merchandising they’ll need to implement in their stores.

That look, as displayed in the show’s model store on the mezzanine, offered concise messaging on signage and endcaps that was intended to communicate Home stores’ ability to help customers with their purchases and their products. Dealers even received a “kit” to help explain how to use the new branding in their stores and marketing efforts.

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Ace finds a secure place in the Lowe’s family at latest buying show

MONTREAL — A year and a half after closing its acquisition of RONA, Lowe’s is continuing to hone its multi-banner strategy in Canada, with more RONA big boxes being flipped over to the Lowe’s brand.

The company is also pushing recruitment of independents, both as RONA affiliate dealers and Ace Canada members. The Ace presence was a special focus at this fall’s Lowe’s Buying Show.

Asked about Ace Canada’s place in the Lowe’s family of banners, Bill Morrison, Ace’s divisional VP for Canada, emphasizes that “Lowe’s is highly motivated and interested in growing Ace. Lowe’s wants to become the number-one choice in Canada and to do that they need to be in places where the big box model doesn’t reach.”

The Ace Canada dealer network, he adds, allows Lowe’s to grow beyond the base of its other banners.

The multi-banner approach is “a very common model,” Morrison says, “but not so much in our industry.” He cites Loblaw Cos. as an example of an operation that meets a variety of needs through different banners, with its no frills stores for budget shoppers and independent President’s Choice proximity markets.

“Great companies see that one size doesn’t fit all,” he concludes.

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Home Hardware VP Rick McNabb will present at Hardlines Conference


MONTREAL — Call him a disruptor.

Home Hardware hired him more than a year ago to shake up the country’s largest dealer-owned home improvement group, and he’s done just that. From replacing Home’s agency of record and re-organizing its buying and marketing teams, to pushing his dealers to higher standards of performance and his own teams to greater levels of competitive intelligence, Rick McNabb, Home Hardware’s vice president of marketing and sales, has cut a swath through Home’s vast organization.

Now he’s going to share his vision for retail success at the 22nd annual Hardlines Conference, November 14 to 15 in at the Sheraton by the Falls hotel in Niagara Falls, Ont.

McNabb came over to Home Hardware from Cara Foods, where he was involved in running a number of divisions, including Harvey’s and Swiss Chalet. In fact, his very hiring—from outside Home’s own ranks—reflected something of a disruption for the company that is well known for hiring from within. But it is also famous for encouraging family members to join the company, and McNabb has a brother who is himself a dealer.

Other retail speakers presenting at this year’s conference include Doug Anderson, CEO of Peavey Industries; Daniel Lampron, general manager of Quebec-based retail chain Patrick Morin; Sylvain Prud’homme, CEO of Lowe’s Canada, and Jim Thompson, former COO of Wal-Mart China and former senior executive at Wal-Mart Canada. Other thought leaders on the podium this year include Dan Tratensek, VP of publishing for the North American Retail Hardware Association, Peter Norman, economist Peter Norman of Altus Group, and Robert Howard of the U.S. retail consultancy Kurt Salmon.

The Hardlines Conference, which will play host to some 200 industry dealers, suppliers, and executives, is being held November 14 to 15 at the Sheraton on the Falls hotel in Niagara Falls, Ont.

(For more information about the 22nd annual Hardlines Conference, click here now!)

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At Liteline Corporation, Carrie Scott has joined as director of finance and administration. She joined the company in August 2017, and is now responsible for planning, implementing, and managing the finance and administration functions, and she leads the execution of finance and administration plans. Before joining Liteline, Scott was corporate controller at GS1 Canada, a not-for-profit supply chain standards organization.

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