October 26, 2015 Volume xxi, #40

“Excellence means when a man or woman asks of himself more than others do.”
—José Ortega y Gasset, (Spanish philosopher and essayist, 1883-1955)

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Mobile sales a key theme of latest Hardlines Conference

TORONTO — One of the best online sellers in home improvement is Canadian Tire, but it still falls short. That was just one of the revelations at this year's Hardlines Conference. The 20th annual Hardlines Conference was held last week at the Westin Bristol Place Hotel in Toronto. It featured speakers and delegates from all over North America and Europe.

Almost 200 people listened raptly as Liz Drayton of Google Canada explained how retailers are using apps to literally hijack customers from competitors' stores with time-limited offers that have them running through the shopping mall for a deal. She also pointed out that their metrics gauge Canadian Tire as one of the best online sites and fastest upload speeds in this industry, yet it still falls short compared with other sectors, she noted. There are lots of ways companies can improve their speed, and Google can help, she added.

Another home improvement retailer making the most of current technology is Home Depot, which has an app for consumers that is voice and QR code searchable. A user can simply take a picture of a broken part or tool and the app will search for it automatically.

Drayton was followed by Joseph Thompson of BuildDirect, an online seller of building materials based in Vancouver. He estimated only 1% of building materials purchases worldwide are completed online. But, he added, this category is poised to grow exponentially, the way music and books already have. “We predict that home will be the next big thing in online selling,” Thompson said.

BuildDirect currently has 7,500 SKUs available, but expects to double that within three months, then double it again in another three months.

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Top Retailers awarded at Outstanding Retailer Awards Gala
TORONTO — The Canadian home improvement industry gathered last week to recognize its top retailers during Hardlines’ 2015 Outstanding Retailer Awards. The awards were part of a gala dinner that concluded day one of the 20th Annual Hardlines Conference in Toronto.

Hardlines celebrated the industry’s finest at the ORA Gala Dinner. Dealers from across the country were honoured in seven categories covering the range of hardware and home improvement retailing formats. This year’s winners consistently displayed good business sense, which translated into strong annual sales increases. But they also operate their stores with a personal touch that connects them with their customers and their local communities.

The winners of the Hardlines 2015 Outstanding Retailer Awards are:

• Best Hardware Store – Harris Home Hardware, London, Ont., Ron and Tracey Harris, owners;
• Best Building Centre under 15,000 square feet – Les Entreprises Nova Centre de Rénovation Home Hardware, Rawdon, Que., Pierre Lane, owner;
• Best Building Centre over 15,000 square feet – W. Filsinger & Sons RONA, Guelph, Ont., Wayne Filsinger, owner;
• Best Contractor Specialist Retailer – Contractor First by RONA, Calgary, Alta., Justin Erdahl, manager;
• Best Large Surface Retailer – RONA Golden Mile, Scarborough, Ont. Padam Dugal, manager;
• Young Retailer of the Year – Josh Beusekom, owner, Fort Macleod TRU Hardware, Fort Macleod, Alta.;
• Marc Robichaud Memorial Community Leader Award – L.B.H. TIMBER MART, St. Albert, Alta., Doug Lemieux, owner.

These dealers and managers were chosen from a list of nominees who were all outstanding in their own right. But the winners each displayed an edge that put them ahead of their peers and identified them as truly outstanding.

The judging was done by a panel of industry experts, representing all facets of the industry: retail, manufacturing, wholesale, and store design. The ORAs were founded more than two decades ago as a way to honour and recognize the finest retailers in the hardware and home improvement industry.

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RONA boss is voted turnaround CEO of the year

BOUCHERVILLE, Que. — Canadian Business magazine has chosen RONA CEO Robert Sawyer as “turnaround CEO of the year,” based on the positive results that his company has turned out over the last couple of quarters.

Sawyer spoke to the magazine about the challenges he faced taking up the helm of the then-struggling home improvement group. Not realizing the extent of the crisis, he says, he told himself, “Oh my God, I didn’t know the baby was sick like that.” Sawyer helped reverse the effects of a poorly executed expansion plan, tightening existing cost-cutting measures, and turning around the company’s banners, with a particular push for Reno-Depot.

RONA’s strong second-quarter results helped single out Sawyer for the recognition. The company reported a 5.4% increase in same-store sales and profits were up 19%.

One skeptic when Sawyer took over was HARDLINES’ own intrepid editor Michael McLarney. “I was wary at first,” he told the magazine. “It seemed like he was putting his focus on what Bay Street was thinking, not his dealers—but that turned out to be the right strategy.”

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Ace deal is good news for Canadian vendors: Morrison
WINNIPEG — TruServ Canada, the Winnipeg distribution business owned by RONA, is looking for ways to maximize its dealers’ access to a new range of products through RONA’s partnership with Ace International.

RONA secured the Canadian license for Ace just over a year ago, opening doors for the conversion of existing TRU dealers to Ace, as well as recruitment from other banners.

Canadian dealers will have access to products from Ace in three ways: from Canadian vendors that have supply arrangements with Ace and ship right into TruServ’s warehouse, from U.S. vendors through Ace, and Ace-branded product through Ace International’s Shanghai distribution facility. “It allows our buyers to make really strong decisions for the right product at the right price,” says Bill Morrison, president of TruServ Canada.

He says that the Winnipeg warehouse remains committed to national brands—especially from Canadian vendors—while adding Ace products. “Canadians have accepted and fully expect to see a national brand and a private brand on the shelf. They get it.”

Morrison also notes that the Ace arrangement will provide opportunities for Canadian vendors to get into U.S. markets through Ace. “That’s a benefit today that we’re anticipating will benefit Canadian vendors, especially given the value of the Canadian dollar. Doors are opening and I think the vendors are feeling good about that.”

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FROM THE ARCHIVES: This week in 1995
Sexton Group General Manager Bob Mondy says his buying group had the best summer in 10 years, but with growth coming from the rural markets, as the urban centres “have not been very good,” he reports. A strike at Beaver Lumber’s Mississauga, Ont., distribution centre puts the last nail in the coffin of Beaver’s hardware distribution business, which it has decided to exit. (It would announce a deal with Ace Hardware soon after.) And a new store in Kelowna reflects the growth that is helping Revy Home Centres stay ahead of the current recession. 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.