BMR Group has made changes to the structure of its executive team in a move to advance its strategic planning, drive transformation, and support growth.

Antonio Di Pasquale, currently chief operating officer, has been promoted to the position of chief executive officer, operations, of BMR Group. In his new role, he will be responsible for managing BMR’s day-to-day operations while driving continued transformation and ensuring the execution of the strategic plan.

Charles Grégoire-Béliveau, vice-president of merchandising, has been promoted to senior vice-president of commercial strategy and partner relations. He’s already in charge of merchandising, purchasing, store renovations and construction, imports, and private label. In his new role, he takes on expanded responsibilities, including marketing, events, communications, and digital.

In an exclusive interview with Hardlines, Grégoire-Béliveau explains what the new alignment means for both the company and the dealers it serves.

“We are actually doing a full transformation for BMR, so there are a lot of initiatives we are doing right now to support the dealers,” he says. Grégoire-Béliveau sees the consolidation going on in the industry and the need to support dealers as they seek to grow their businesses.

He says this will include providing more reports and data to dealers to better support their day-to-day operations. “We’re going to be launching in the next few weeks a new portal for dealers that will give them access to data from their own stores, like inventory analysis, sales per category, GMROI—a lot of info that they don’t have right now.”

This, along with other services, he adds, will be free for the dealers.

While BMR’s CEO Alexandre Lefebvre remains in charge of the entire company, the expanded duties for Di Pasquale and Grégoire-Béliveau will free up Lefebvre to focus on strategic development projects and initiatives to optimize the company, including acquisition opportunities.

(We’ll have more details from our conversation with Charles Grégoire-Béliveau in next week’s edition, including BMR’s plans for continued growth and acquisitions, dealer support, and expansion west of Quebec. Stay tuned!)

The coolest part of Canadian Tire Corp.’s new plan may well be its name: “True North.” But there’s a lot more to it than that.

CTC recently unveiled its latest strategy, priorities, and competitive thrust for the next four years. True North replaces the Better Connected plan that was initiated in 2022. That plan improved CTC’s customer service across all platforms and banners, thanks to a cohesive digital strategy.

True North is something of a marketing coup, reflecting the angst Canadians are feeling in the face of tariffs from the U.S.

According to a release from Canadian Tire, True North is a $2 billion initiative over the next four years, starting in 2025, to adapt to a changing marketplace. It embraces “dozens of strategic initiatives designed to accelerate retail growth and deliver improved financial performance. This includes investments in omnichannel network expansion and new data analytics that will be a catalyst for growing market share and expanding CTC’s total addressable market.”

Some of the highlights of the strategy include:

Shift to an operating company. CTC will reorganize under “True North.” It will convert from a holding company of individual businesses to a single operating company. This new model will remove siloes to reduce redundancies and consolidate back-office systems, enable more unified implementation of tech and AI, analytics, and reduce staff across banners. For example, the company has recently converted all its major banner websites onto a single digital platform.

Acceleration of Triangle Rewards. CTC’s loyalty program is going to be improved by technology and AI. The aim is to provide a more personalized experience for Triangle members. This will mean adding other “brand partners” outside of CTC stores that could use Triangle Rewards. That includes a newly-announced deal with Royal Bank of Canada that partners RBC’s Avion Rewards and Triangle Rewards. This collaboration will link eligible RBC credit and debit card holders to Triangle Rewards.

Changes at store level. The company is making changes with its banners as well, including SportChek, with new-concept stores—and the closing of 17 uncompetitive standalone Atmosphere stores. Fourteen Atmosphere sites will be relocated within existing SportChek stores.

Recently, CTC sold its Helly Hansen activewear brand to North Carolina-based Kontoor Brands Inc. The deal, valued at nearly $1.3 billion, will free up capital for debt reduction and share buybacks.

The company expects to invest up to $575 million this year on the continued modernization of Canadian Tire stores. It also plans increased investments in Mark’s, to capitalize on emerging market-share opportunities in the casual apparel sector.

Changes in leadership team. Strengthened leadership aims to focus on “customers, retail execution, and value creation.” TJ Flood is now EVP and COO, leading CTC’s newly-centralized banners: Canadian Tire, Mark’s, and SportChek. A 20-year company veteran, Flood was most recently EVP and president, Canadian Tire Retail. Susan O’Brien has been appointed EVP and chief transformation officer. A 17-year company veteran, she was most recently EVP and chief brand and customer officer. Darren Myers, CTC’s new EVP and CFO, joins April 1. Matt Moore will join as EVP and chief commercial officer, effective April 21.

After getting the green light from the Ontario Superior Court of Justice, Hudson’s Bay Co. began last Monday a liquidation process that will aim to preserve just six of its 80 locations.

“This is the art of the possible, and we are where we are today,” Judge Peter Osborne said in his March 21 decision. “In my view, there is no alternative.”

The six stores the company seeks to keep open are the flagship at Yonge and Queen Streets and the location at Yorkdale Shopping Centre in Toronto; plus Hillcrest Mall in Richmond Hill, Ont.; Ste. Catherine Street West in Montreal; Carrefour Laval in Laval, Que.; and Fairview Pointe-Claire in Pointe-Claire, Que.

Since the objective is to extract as much cash as possible in order to pay creditors, customers shouldn’t expect steep discounts yet. At press time, HBC stores were offering only 15 percent discounts. But the situation could evolve as the June 15 deadline for completion approaches.

Department store closures are nothing new, but no department store has had the patriotic cachet of the Bay. Chartered as a fur trading firm by King Charles II in 1670, HBC functioned as the de facto government of the vast area known as Rupert’s Land until it surrendered control to the new federal government in 1869.

Since the company filed for creditor protection, its iconic point blankets can be found on eBay with asking prices of up to $3,000.

Stores under HBC’s flagship Bay banner have shown signs of neglect for months, from non-functioning escalators to empty shelves. In 2022, the chain had shuttered its location on the edge of Toronto’s tiny Yorkville district, which served as its flagship in the city prior to HBC’s acquisition of the former Simpsons store on Queen Street in 1991.

HBC has also floated plans to downsize its downtown Montreal flagship by converting some of its floors to office space. Those plans have been stalled by the sluggish post-pandemic return to in-person working.

Retail expert David Ian Gray told CBC Radio’s Ontario Today program that the growth of e-retail and the advent of “category killers” like Best Buy have made the large-surface suburban general retail format less relevant. “Call it death by a thousand cuts, but it was always a matter of when, not if.”

While its comp sales were up only 0.8 percent in its fourth quarter, Home Depot’s online sales were up about 9.0 percent, representing a healthy increase year over year. To get there, the giant retailer focused on a number of efforts to improve online shopping. The efforts have included leveraging AI to enhance online chat features and product descriptions, and to create rating summaries for customers.

The company has focused on continual improvements to its interconnected retail experience, said Billy Bastek, Home Depot’s EVP of merchandising, on a fourth-quarter call to analysts. He added that “significant progress” has been made in expediting deliveries.

“We have invested in a broader assortment across our 19 flatbed distribution centres, established partnerships with third-party last mile providers, and made technology improvements across our 2,000-plus stores to better utilize all of our assets for the benefit of our customers. Today, we have the fastest delivery speeds across the greatest number of products in company history.”

That means developing a range of fulfilment options for customers, including same-day and next-day delivery. The result, says the company, has been higher ticket sales to those online customers.

That includes the expansion of Home Depot’s suite of generative AI tools, called Magic Apron, that helps customers find information on how to undertake their own home improvement projects. Available on The Home Depot app, it features millions of product pages online at homedepot.com.

The technology is powered by a proprietary home improvement knowledge base, combining large-scale datasets with Home Depot’s own expertise and product information. Today, Magic Apron is already powering several experiences on desktop and mobile, including answering customers’ questions and summarizing product reviews.

 “We know that driving a superior customer experience, including speed of delivery, drives greater customer satisfaction, higher engagement, higher conversion, and ultimately more sales,” Bastek added.

PEOPLE ON THE MOVE

TIMBER MART has announced the appointment of Joel Kakoske as regional director of member services for the Prairies, effective immediately. Kakoske began his career in the building materials industry in 2011 as a business development manager, then advanced to sales management and marketing before taking on this new role. Based out of the group’s Winnipeg DC, he will report directly to Phil Temple, TIMBER MART’s director of member services.

Tando Composites has named Joseph Picarella as regional sales manager – Canada. Picarella has more than 20 years of experience in sales and market development. Before joining Tando, he served as national sales director at Fiberwood and was a regional sales manager for Westlake Royal Building Products.

DID YOU KNOW

… that the latest instalment of our podcast series What’s In Store has gone live? In this episode, we talk to Barry Eidt, a former Ace dealer who is co-owner of Eidt’s BMR Express in Arthur, Ont. The winner of the 2023 Outstanding Retailer Award in the Young Retailer category co-owns two other stores with his parents, who founded their first store in Mitchell, Ont., when he was just 13. Sign up now to get updates about the latest free podcasts in your inbox!

RETAILER NEWS

The RONA Forget store in Mont-Tremblant, Que., has been acquired by RONA dealer Carlos Munoz. The affiliated dealer already owns three stores under the banner on Montreal’s South Shore. The Forget family will stay involved to ensure a smooth transition for the 120-year-old business. Some family members will retain their positions at the store for the long term as it continues to operate under the same name.

Canadian Tire Corp. and Royal Bank of Canada have announced a long-term strategic loyalty partnership between RBC’s Avion Rewards and Canadian Tire’s Triangle Rewards. This collaboration will link millions of eligible RBC credit and debit cardholders to Triangle Rewards at Canadian Tire, SportChek, Mark’s and other CTC retail banners. Users will also receive exclusive offers and promotions through RBC and Avion. These new offerings are expected to launch in 2026.

BeautiTone, the proprietary paint brand of Home Hardware Stores Ltd., has announced its 2025 Exterior Colour of the Year: “Briarwood.” This colour is designed to enhance the beauty of wooden surfaces, bringing out their natural character while setting the stage for a warm and inviting space—perfect for both relaxation and entertaining, the company stated in a release.

ECONOMIC INDICATORS

Retail sales decreased 0.6 percent to $69.4 billion in January. Sales were down in three of nine subsectors and were led by decreases at motor vehicle and parts dealers. Sales in LBM and garden categories were 1.5 percent below the previous month and down 0.5 percent from January 2024. Core retail sales—which exclude fuel and automotive categories—were down 0.2 percent in January. (StatCan)

Canadian shoppers are seeking out domestic products amid the early days of a trade war with the U.S. Will this momentum lead to a long-term change in consumer behaviour? It depends, says retail expert David Ian Gray. He told CBC Radio’s Sunday Magazine that with “values-based” choices like shopping local or choosing eco-friendly products, “the behaviour often falls short” of the intention, “and that’s usually because of the trade-off. If doing the virtuous thing costs too much, or the quality isn’t as good, those things become inhibitors.”

The burgeoning trade war with the U.S. is bad news enough. But the full impact of the tariffs remains to be seen. Meanwhile, the Canadian retail industry has been in a post-Covid funk for a few years. Uncertainty abounds, exacerbated by the demise of Peavey Mart, cutbacks at major retailers, and the potential end of one of Canada’s most iconic retailers: Hudson’s Bay Company.

The slowdown of the retail industry and the impact of tariffs is causing people to be concerned about their jobs and their futures.

Hardlines has services to help, whether you’re hiring or looking for work. Our free Resumé Posting Service is available to anyone. If you’re already looking for a new job or expect your situation to change, we invite you to use this free service. Simply post your resumé by clicking here. If you have a colleague who is currently out of work, please let them know that we will give them a free subscription to Hardlines Weekly Report for the duration of their job search.

If you are looking to hire, Hardlines has tools to help. Whether you are a dealer, at a retail head office, or a vendor, Hardlines Classifieds provide an affordable and targeted way to reach an audience of professionals and experts in the retail home improvement sector.

As a Hardlines Premium Member (you are if you paid to receive this newsletter), you are entitled to one free Hardlines Classified ad each year, plus an additional discount on all your ads. Click here for more info.

Don’t hesitate to tell your friends and colleagues about these services. Here at Hardlines, we are committed to the success of this industry, so let us help!

(If you have any questions about these services, contact Jill MacLeod at the Hardlines World Headquarters—based proudly in Canada!)

National pride was one of the key themes of this year’s National Hardware Show, held at the Las Vegas Convention Center last week. And Hardlines was there! The event brought together home improvement retailers, wholesalers, and distributors from around the world.

This year saw many companies making extra strides to showcase their regional place in the supply chain as the hardware sector grapples with the effects of tariffs imposed by U.S. President Donald Trump.

Many booths had signs indicating that their company was not affected by tariffs at this time or that they offered alternative product sourcing and distribution to mitigate the impact. That included a large number of Asian firms exhibiting.

For the small Canadian contingent present at the show, it was an opportunity to network and build new business partnerships.

Fernando DeFazio, director of creative services at Vaughan, Ont.-based Multy, an eco-friendly outdoor furniture retailer, noted that day one of the event was particularly busy.
“There was a very consistent pace, and we made a lot of new contacts,” he said.

For the team at Salmon Arm, B.C.-based Rubber King, a residential rubber fitness matt manufacturer, the show was an opportunity to reconnect after a five-year absence.

“This is our first year back since Covid,” said company CEO Mark Bunz. He added the show offered “great conversations” and “great contacts.”

Making their first appearance this year was Markham, Ont.-based Canada Fire Blanket, a company that manufactures and sells residential emergency fire blankets. Vice-President of business development Jamie Krebs says the show offered the right pace to meet with potential clients.

(Check out our video highlights from the National Hardware Show by clicking here!)

The Canadian retail landscape continues to change with the financial difficulties faced by the Hudson Bay Company. Store closures are pending as the retailer seeks to liquidate its assets after filing for creditor protection.

The company, which was founded in the 1600s as a fur trading outpost during Canada’s British colonial era, owes more than US$1 billion to vendors and is reported to only have $3 million in cash reserves. HBC also has hefty real estate investments. Many of them are held in a joint venture with RioCan Real Estate Investment Trust, which owns prime retail locations across Canada.

HBC currently operates 96 stores across Canada, including locations that sport the Saks Fifth Avenue and Saks OFF 5TH brands. As of press time, the Ontario Superior Court of Justice’s hearings had adjourned without a final decision on the historic retailer’s fate. Counsel for HBC was seeking to initiate liquidation sales, arguing that it was the only way forward without new financing. But at press time Friday an Ontario Superior Court judge had not yet ruled on the plan.

HBC has already returned a significant portion of its upscale merchandise back to vendors and has put a hold on its HBC points program. There are reportedly more than $58 million in points in the hands of customers that could be redeemed. The company also announced it would honour gift cards only until April 6.

RioCan said in a statement that HBC’s recent CCAA filing to seek bankruptcy protection was disappointing, although it recognized that restructuring can be a necessary step for companies to stabilize their operations and financial position.

To protect the interests of its unitholders and other stakeholders, RioCan announced it will pursue all available business and legal avenues to achieve the best possible outcome for each of the properties within the joint venture.

“The HBC locations in the JV include prime real estate within Canada’s major markets that have value either as operating retail centres or redevelopment opportunities. Our team has a proven track record of finding solutions for vacant space and will work to protect the value of the real estate in the JV,” said Jonathan Gitlin, president and CEO of RioCan, adding that he expects the process to take time and the “collaboration among all stakeholders,” suggesting the group will lean hard on landlords for concessions.

The evolution of e-commerce and how it’s used effectively by retailers was a major theme at the recent DX3 Canada Conference, held March 3 and 4 in Toronto. In one presentation, Cynthia Wong, vice-president of digital technology at Canadian Tire Corp. (shown centre), along with fellow panellists, discussed topics that included the customer journey and integrated customer and user experience across channels.

Wong shared what she called jokingly Canadian Tire’s “very sordid history with-ecommerce.”

The company originally launched e-commerce more as a catalogue to help customers pre-shop stores, “which we still know is a pattern. We actually abandoned that strategy in 2009. There were multiple challenges with the site,” she said.

When the company consolidated seven of its major retail banners, including Party City, Sport Check, and Marks, onto the same tech stack, the strategy was to make sure there was a consistent customer experience, without having to invest seven times, “as well as making sure that we can scale and compete against ‘hyperscalers’ and large e-commerce companies like Amazon,” she said.

Wong said she is seeing the industry continuing the leveraging of information on products at a store. “That was part of our strategy a long time ago—pick your store, shop the aisles, figure out your inventory—which is something we’ve seen expand across our competitors as well. We’re starting to see a lot of benefits in terms of the adoption of things like buy online and pick up in-store.”

Omnichannel experiences have driven much of the company’s investment. A significant portion of Canadian Tire’s revenue comes through the company’s mobile app, Wong said. “And as with most apps, we have a higher level of authentication, which means we can ultimately engage better with those customers.”

The app has an in-store mode that can guide customers to the correct aisle, “but with most of our stores today, there’s actually something in the app where you can say ‘find product’ and you navigate to the aisle, and the electronic shelf label that we also have invested in will start to blink, which is incredibly helpful.”

In testing during Black Friday and Cyber Monday, Wong noted that a team member placed an online order that was delivered in 40 minutes. It’s “something that our competitors like Amazon cannot do, but it goes back to our local presence—1,600 physical retail locations across the country.”

PEOPLE ON THE MOVE

At TIMBER MART, Doug Smith has been named the new regional director of member services for British Columbia. Smith will be responsible for managing relationships with TIMBER MART members in that province and will act as a liaison between the national buying group and its regional membership. His previous experience includes working at Peavey Industries as an account manager for the Ace Canada banner. Most recently he was an account manager at Norske Tools Ltd. in Vancouver. Based out of TIMBER MART’s distribution centre in Langley, B.C., Smith reports directly to Phil Temple, director of Member Services.

DID YOU KNOW

… that the latest edition of Hardlines HR Advisor is now out? In this issue, we look at how Hardlines can help during uncertain economic times with our free resumé posting service. Also in this issue: making job postings compliant with human rights legislation and leveraging employees’ strengths. HR Advisor is monthly and it’s free: click here to sign up today!

RETAILER NEWS

To help customers find Canadian-made goods faster, Kent Building Supplies recently added a “Made in Canada” icon to its digital price labels. The store follows suit with other retailers such as Loblaw, which has placed similar labels on its shelves to mark Canadian products.

A store in the Kelligrews neighbourhood of Conception Bay South, N.L., has switched to the Home Hardware banner. Christine Hand (who is also chair of the board of Home Hardware Stores Ltd.) and Thomas Hand, owners of Handyman Home Hardware in Conception Bay South, have acquired the nearby building materials location. It will now operate as Kelligrews Home Hardware Building Centre.

Watson Building Supplies, a distributor of construction materials, and Blair Building Materials, a diversified material supplier, have announced the opening of a location in Owen Sound, Ont. The new outlet will feature a wide assortment of products including drywall, insulation, roofing, ceiling systems, and related accessories. This location has a 40,000-square-foot drive-through warehouse, contractor shop, large showroom, and a two-acre yard to support exterior products.

Canac is the latest retailer to join the “Well Made Here” program in order to identify domestic products. It’s a familiar step for the chain, which already participates in the Les produits du Québec certification scheme. “We were looking to help customers make informed choices about the origin of their purchases while maintaining a high standard of credibility in product selection,” Canac GM Martin Gamache said in a release. “The accreditation promoted by Well Made Here perfectly met this ambition.”

IKEA Canada hosted a ground breaking ceremony last week at the location of its future Customer Distribution Centre (CDC) and Collection point in Hamilton, Ont. The new facility will be part of a $400 million-plus investment by IKEA to reinforce its supply chain. The CDC will be 483,285 square feet in size. The addition of the Collection point will let customers pick up online orders from that location. IKEA claims that, once certified, it will be among the five largest zero-carbon industrial buildings in Ontario.

SUPPLIER NEWS

Lumber industry observers say that Canadian softwood still has an advantage over American product despite the imposition of U.S. tariffs, the Globe and Mail reports. That advantage is its superior quality: Canadian spruce, pine, and fir two-by-fours is lighter in weight and more durable than American pine. “Southern yellow pine has wider growth rings. Therefore, it twists more and it warps and splits more easily,” Josh Sawatzky, owner of Madera Forest Products in Acheson, Alta., told the Globe.

Kilz primer products have been added to Home Depot’s lineup of “exclusive” products in the U.S. and Puerta Rico. This includes Kilz Original, Kilz PVA, Kilz 2, Kilz 3 Premium, Kilz Restoration, and Kilz Mold & Mildew. Home Depot is also the preferred big box retailer of Behr Paints, and both brands are part of Masco Corp.

Sales month-over-month of existing Canadian homes dropped by 9.8 percent in February. That was the lowest level for home sales since November 2023, and the largest month-over-month decline in activity since May 2022. Actual (not seasonally adjusted) monthly activity came in 10.4 percent below February 2024. (Canadian Real Estate Assoc.)

Investment in building construction rose by 1.8 percent to $22.1 billion in January. The residential sector increased 2.3 percent to $15.4 billion. Single-family home investment declined $155.5 million to $7.2 billion, with declines recorded in eight provinces and one territory. (StatCan)

The six-month trend in housing starts increased 1.1 percent in February to 239,382 units. The trend measure is a six-month moving average of the seasonally adjusted annual rate (SAAR) of total housing starts. The total monthly SAAR of housing starts decreased 4.0 percent to 229,030 units, compared to 239,322 unit in January. Urban starts were down 17 percent year over year. (CMHC)

Amidst the latest round of tariffs announced last week by the U.S. government, many Canadian economic and legal experts are sounding the alarm that it’s time for Canada to take broader steps to mitigate long-term economic damage.

“President Trump and America have introduced a wave of tariffs intended to destabilize the Canadian economy, while other sectors—auto, agriculture, and energy come to mind—will likely be more affected than building and construction,” says Marshall Leslie, in a statement on LinkedIn. (It’s a very thoughtful piece. We encourage you to read this! —Editor).

Leslie is the owner and principal of M. Leslie Inc., a consulting firm in Toronto. Leslie’s clients include some of North America’s largest manufacturers of building products, Canadian and American trade associations, independent power generators, First Nations, and standards development organizations.

After several waves of tariffs, Leslie recommends that businesses consult with a lawyer and customs broker and review all contracts and sales agreements regarding who’s responsible for duty liabilities and transfer prices.

He adds that businesses should also be doing their research as to which goods they can source within Canada, noting that companies such as Home Hardware “have already taken the initiative of identifying domestic producers.” The Well Made Here/Bien fait ici program is an example of a source of hardware and building materials that are made in Canada. That initiative is supported by several of our industry’s leading retail banners and buying groups—including RONA, Castle, Patrick Morin, Home Hardware, and Sexton Group.

Leslie recommends consulting the registry of product assessments created by the Canadian Construction Materials Centre (CCMC) at the National Research Council of Canada (NRCC) for more information on what’s approved for use in Canada.

Canada will have to look from within to find support as the trade war grows. “Canada is on its own. There is no ‘Canada lobby’ in America,” Leslie writes. “There are American constituencies with similar interests, but none of them hold sway with President Trump. The Republican Party has no spine. And the European Union, Mexico, South Korea, and Japan perceive that their turn is approaching.”

Leslie believes that tariffs are an opportunity to showcase the power Canada has over American products. He believes President Trump when he says he wants to annex Canada and that Canadians need to give our leaders support and come together as a nation to confront America.

The Atlantic Building Supply Dealers Association held its 2025 Expo earlier this month. The event, which marked the association’s 70th anniversary, kicked off with a meet-and-greet at the Halifax Convention Centre on March 4. The following evening, members and sponsors participated in a gala dinner that honoured the industry’s best and showcased some top entertainment from the Maritimes.

ABSDA President Denis Melanson noted that more than 760 people were in attendance. “We ran out of dealer badges today, which never, never happens,” he said enthusiastically.

The gala kicked off with a series of tongue-in-cheek awards presented to various products, including “Most Used for Everything” (duct tape, inevitably) and “Most Likely to Be Left Behind” (the 10-mm socket).

Melanson saluted the perseverance of the association’s members. “Entrepreneurship is not an easy thing. We’ve survived recessions and generation after generation of succession.”

Three new lifetime members were inducted into the association. They were Tim Dietrich, director of retail operations for Atlantic Canada at Home Hardware Stores Ltd.; Chris Deveaux, past chair of the ABSDA board and owner of Home Hardware Building Centres in Oxford and Tatamagouche, N.S.; and John Logan, the association’s longest-serving employee.

High Tide Home Hardware Building Centre of Truro, N.S., was recognized as the ABSDA’s Retailer of the Year. Olivier Lavoie, of Lavoie Home Hardware Building Centre in Campbellton, N.B., was named Young Retailer of the Year. Metrie’s Jeff Smith was recognized as Salesperson of the Year.

The Industry Achievement Award went to Terry Mulock, business development manager for the Maritime provinces at Castle Building Centres. The association also took advantage of the gala to salute Connie Chevarie, manager, accounting and events, for 25 years of service.

Following the awards presentation, attendees were treated to performances by a troop of bagpipers, a step-dancing ensemble, and the association’s own “house band,” the Kiln Dried Studs.

The expo was historically held in Moncton, near the ABSDA’s Dieppe, N.B., head office. The event moved to Halifax in 2017 and has been “growing here ever since,” Melanson told Hardlines.

Hudson’s Bay Co. has been granted creditor protection, with a view to restructuring its business. In a submission to the Ontario Superior Court of Justice, the historic retailer said it would retain as many jobs as possible, without making any guarantees, and will explore options to keep its store network alive.

CFO Jennifer Bewley testified in an affidavit that without court intervention, HBC would quickly default on rent payments and payroll obligations.

However, the company could shutter half of its 80 stores in an effort to head off bankruptcy (the Montreal store shown here). In addition, HBC may still have to lay off thousands of workers as part of its restructuring plan. A source familiar with company discussions told The Toronto Star that the company hasn’t yet decided which locations could be affected, and that the total number of planned closures could change.

The Hudson’s Bay Co. is not only the oldest company in Canada, it’s one of the oldest businesses in the English-speaking world. What was to become Canada’s most iconic retailer began as a fur trading business, with control at one time of most of what is now Central and Western Canada, thanks to a charter by King Charles II of England. The territory was called Rupert’s Land and included all of what is now Manitoba, most of Saskatchewan, Southern Alberta, Southern Nunavut, northern parts of Ontario and Quebec, and parts of the U.S. states of Minnesota, North and South Dakota, and Montana.

In the 1800s, HBC got involved in retail. It expanded eastward to Ontario and Quebec in 1960, buying out the Morgan’s chain. In 1978, it began buying up competitors with the acquisition of Zellers and Simpsons. In 1993 it took over Woodward’s in British Columbia and five years later bought K-Mart Canada’s stores. Along with Hudson’s Bay, the company owns the Neiman Marcus, Saks Fifth Avenue, and Saks OFF 5TH banners.

The creditor protection process aims to ward off bankruptcy by sloughing off HBC’s least-profitable stores and leveraging its vast real estate holdings.

Walmart Canada has unveiled a couple of ways it intends to take more market share in the country’s home enhancement and home improvement markets. The first is a new line of home décor and a kitchenwares line, its second limited-edition assortment in collaboration with cookbook author and lifestyle influencer Tori Wesszer.

The collection debuted March 6 in select stores and online.

According to a release, the new assortments offer customers “affordable pieces for their homes that evoke the fusion of simplicity and luxury, spotlighting warm neutral tones, soft sun-worn hues, as well as unique terracotta finishes and earthen effects, just in time for the spring season.”

Products include watering cans, lanterns, planter sets, and gardening tools, as well as tablecloths, kitchen towel sets, and porcelain bakeware, with prices starting below $6. The collection was developed in collaboration with Wesszer, a registered dietitian based in British Columbia who has developed a following as a food and lifestyle blogger. She is also a tech start-up founder and cookbook co-author.

But the giant retailer is making even more moves into home improvement. Go Lime Inc., which supplies home heating products and services, has partnered with Walmart Canada to install retail stores within Ontario stores. The first two are in the Milton Supercentre Walmart and the Heartland Supercentre in Mississauga.

Go Lime specializes in energy-efficient water heaters, including tank and tankless options, plus HVAC, furnaces, and heat pumps. According to Go Lime president and CEO Jeff Schwartz, five to 10 more stores are planned over the next 12 to 18 months in key markets across Ontario. All its stores will be within Walmart locations, at least for now.

“At this point in time we prefer to stay concentrated only in the Ontario market,” Schwartz told Hardlines. The aim is to help control service quality by relying on its own teams. “We want to always deliver the best possible experience for our customers and that means having our own workforce.”

Another aspect of Toronto-based Go Lime’s service mandate is to be able to provide installation or service either same day or next day.

“We’re not just selling products. We’re building relationships with our customers based on trust and transparency,” Schwartz added. “Our team is dedicated to making sure every customer receives personalized service and the best possible experience when shopping with Go Lime.”

PEOPLE ON THE MOVE

Jean-Claude Lasserre has been appointed CEO of Saint-Gobain Canada. Currently global CEO of Saint-Gobain Surface Solutions, Lasserre brings more than three decades of experience within the Saint-Gobain Group. He will succeed Julie Bonamy, effective April 1. Bonamy managed nearly $4 billion in Saint-Gobain’s acquisitions of Kaycan, Building Products of Canada, and Bailey Group of Companies, to complement the existing CertainTeed building products portfolio.

DID YOU KNOW

… that the latest edition of Hardlines Dealer News has landed in inboxes? In this issue, you’ll meet the new CEO of United Farmers of Alberta, learn about TIMBER MART’s latest show, and get the scoop on the Canadian presence at Orgill’s Spring Market. Hardlines Dealer News is monthly and it’s free: click here to subscribe now!

ECONOMIC INDICATORS

The value of building permits issued in Canada in January fell to $12.8 billion. That was $425.8 million, or 3.2 percent, lower than in December 2024. Residential construction intentions fell by 3.4 percent to $8.8 billion after increasing by $1.7 billion in December. In the single-family sector, however, permits increased by $111.4 million. (StatCan)

RETAILER NEWS

RONA inc. says it will showcase more than 6,500 Canadian-made products endorsed by the Well Made Here program. “We’ve always had a strong selection of Canadian-made products,” CEO and president J.P. Towner said in a release. “In fact, less than 10 percent of our supply comes directly from the United States.” Though RONA is now owned by New York-based private equity firm Sycamore Partners, Towner underscored that “our head office is located on Montreal’s South Shore, our leadership team is entirely Canadian, and we employ nearly 21,000 people across the country.” He added that independent affiliates make up almost half of RONA’s store network.

Federated Co-operatives Ltd. has acquired ColdStar Solutions Inc., a transportation, warehousing, and grocery wholesaler headquartered in Victoria. ColdStar provides trucking and warehousing services, as well as wholesale groceries and produce, to stores and supermarkets across Vancouver Island, the Gulf Islands, and the Lower Mainland. With warehouse locations in Richmond, Victoria, Ladysmith, and Comox B.C., ColdStar will provide FCL with strategic supply chain advantages on the West Coast.

Home Depot’s online sales in its fourth quarter were up about 9.0 percent. The company attributed that rise to its focus on improving the customer shopping and browsing experience, the use of AI to enhance deliver capabilities, and increased assortments in its flatbed distribution centres. Company execs provided details on a call to analysts on the release of Home Depot’s year-end results last month.

Gypsum Management & Supply Inc. said this week its Q3 net sales rose by 0.2 percent to US$1.3 billion while organic net sales declined by 6.7 percent. GMS’s gross profit of US$393.1 million represented a US$21.6 million decline from the prior year’s third quarter.

Empire Co. reported Q3 profits of $146.1 million, up from $134.2 million a year earlier. The parent of Sobeys and Safeway said its sales rose to $7.73 billion from $7.49 billion in the comparable period of its fiscal 2024. Same-store sales were up by 2.5 percent.

A pause on U.S. tariffs until April 2 will include Canadian softwood lumber, following the intercession of the (U.S.) National Association of Home Builders, Wood Business reports. President Donald Trump announced on March 4 the imposition of 25 percent tariffs on all goods entering the U.S. from Canada and Mexico. Two days later, he paused them on goods covered by the Canada-U.S.-Mexico Agreement. While softwood lumber isn’t one of them, the NAHB worked with the White House to secure their inclusion in the pause.

Canfor Corp. has reported a Q4 net loss of loss of $63.3 million on sales of $1.29 billion that were up from $1.28 billion a year earlier. For the full year, sales amounted to $5.25 billion, down from $5.43 billion, while the company’s net loss widened to $669 million from $326 million in 2023.

While Saint-Gobain Canada CEO Julie Bonamy is stepping down effective April 1, she has been busy here since taking the top job in September 2022. During that time, Bonamy managed nearly $4 billion by Saint-Gobain in the acquisitions of Kaycan, Building Products of Canada, and Bailey Group of Companies to complement the existing CertainTeed product portfolio. She joined Saint-Gobain in 2017 in Paris as group vice-president, strategy, and planning. She then moved up to serve as CEO of Saint-Gobain Malaysia, Singapore, and Indonesia before coming to Canada.

More than 90 percent of Canadian consumers say they want to buy Canadian, and they’re turning to their local retailers to help them. A new survey from KPMG finds that shoppers want stores to promote Canadian products and think grocery stores should be required to give them preferential shelf space. Nearly 70 percent say they want their local stores to stop selling U.S. products altogether. Eight in 10 are actively looking for non-U.S. versions of products when a Canadian one isn’t available.

The tariff landscape continues to shift just one week after President Donald Trump imposed 25 percent tariffs on Canadian goods. After just two days, Trump rescinded tariffs which fell under the Canada-United States-Mexico Agreement (CUSMA), until April 2.

Following the initial implementation of tariffs, Prime Minister Justin Trudeau placed a 25 percent retaliatory tariff on about $30 billion of U.S. goods. These were not removed (as of press time).

He emphasized the negative impact tariffs will have on American jobs, inflation, and national security, and highlighted Canada’s efforts to combat fentanyl, including a $1.3 billion border plan and a $200 million joint operations partnership. Trudeau added that Canada would not back down on what he called a “bogus” trade war, adding that imposing tariffs on the U.S.’s closest ally was “a very dumb thing to do.”

Ontario Premier Doug Ford responded to the tariffs, ordering all U.S. liquor to be removed from Ontario liquor stores, which are operated by the province, and by implementing a 25 percent export tax on electricity.

In his 2025 joint address to Congress last week, Trump announced that further undefined “reciprocal tariffs” would be imposed on countries across the globe on April 2. However, on Mar. 5, he announced that he was putting a one-month delay on automobile tariffs on the Big Three auto makers—Ford, General Motors, and Stellantis (formerly Chrysler).

Meanwhile, Canadian industry leaders are making it clear that tariffs will only have a negative impact on business growth.

“After months of taunts and threats that have already hurt investment decisions and jobs in Canada, Trump has fired the first shot in a full-on trade war and now every Canadian politician, business leader, worker, and resident must fight back,” said Unifor national president Lana Payne in a statement. “Trump has seriously misjudged the resolve and unity of Canadians, and he has misjudged how damaging this trade war will be for American workers.”

According to the Canadian Department of Finance, Canada is the top customer for U.S. goods and services exports and a critical supplier of goods and services integral to the U.S. economy, with Canada buying more from the U.S. than China, Japan, France, and the United Kingdom combined.

Additionally, more than US$2.5 billion worth of goods and services crosses the border every day.

Canada is the largest export market for 36 states and is among the top three for 46 states, with 43 states exporting over US$1 billion to Canada every year. Of the U.S.’s top five trading partners, Canada is the only country with which the U.S. has a trade surplus in manufacturing equalling US$33 billion in 2023.

Michael Rowe has got a new job at the world’s largest home improvement retailer. Formerly president of The Home Depot Canada, Rowe has been appointed executive vice-president of Pro for Home Depot, effective immediately.

Taking over in the top job at the Canadian division is Vinod Nalajala (shown here). In his 24-year career at Home Depot, he has worked his way up through various roles, starting as a sales associate in a store in Vancouver. When Home Depot opened its Regina location, Nalajala ran it as store manager before becoming regional sales manager, senior manager of sales execution, and district manager. More recently, he served as vice-president of human resources, central operations, contact centres, asset protection, and building services.

For Rowe, the new position has him moving to Home Depot’s head offices in Atlanta, Ga. Rowe got his start in consumer-packaged goods at Procter & Gamble, followed by finance roles at Reckitt Benckiser in Eastern Europe and Russia, then at Maple Leaf Foods back in Canada. From there, he joined Home Depot Canada as CFO, along with the additional title of VP marketing, digital, and contractor services.

During that time, he was instrumental in building out Home Depot’s contractor business in Canada. In 2020, he got the top job at the Canadian division, replacing Jeff Kinnaird.

The new boss is another Canadian.

“As the new president of The Home Depot Canada, I am honoured to lead our associates into the next chapter of our company,” Nalajala told Hardlines.

“My journey with Home Depot began in 2001 as a sales associate, and I have since taken on various leadership roles. I believe that our success is driven by two key factors: our people and our values. As we look ahead, I am excited to grow our DIY and pro business with these pillars in mind.”

During the Orgill Spring Market, held last month in New Orleans, CEO Boyden Moore shared his thoughts about the growing difficulties of doing business across the border, including the threat of tariffs—which have now become a reality—and the weakness of the Canadian dollar versus its America counterpart.

Moore noted that, “it’s been growing as an issue,” despite Orgill’s ongoing moves to buy futures in currency to hedge against price fluctuations. “It’s a challenge. It’s something that makes it harder for us to be profitable in Canada. But it doesn’t change our commitment, what we’re doing in Canada—so we’re working through it.”

Concern about tariffs “causes a lot of challenges in trying to plan your business and know what’s going on. We’re constantly assessing how we could mitigate those risks, but we’re hoping that it subsides sooner than later.”

Offering competitively priced products is a key mandate for Orgill. “Generally, we want to be able to bring competitive products to our customers at the lowest prices, and if we can’t do that, it makes it hard for us to be successful. But we’re committed to find ways to do that.”

One way is by responding to customers’ desire for more bang for their buck. “We’ve seen a pivot to value, so the more you can promote and deliver value, the more successful you’ll be.”

That includes more focus on Orgill’s own private-label brands. With less disposable income available, especially for lower-income customers, people can’t afford to invest in large home improvements. The value equation is reflected “across the store,” Moore said. The challenge is to provide a lower-priced alternative in every department. He added that vendors are stepping up to provide value-priced products, as well.

Ultimately, the tariff threat is a big unknown. But reflecting on his conversations with dealers on the show floor at the time, Moore was very encouraged by their attitude. Nevertheless, dealers on both sides of the border do not have high hopes for a strong economy in 2025. He anticipates a relatively flat environment for all of North America.

But the company has seen enormous growth from new customers, including from Canada, with lots of new customers coming down to the show from north of the border. That is expected to drive upwards of 10 percent growth for Orgill this year. “We’ve been outgrowing the industry for a while and we expect to do that this year, as well.”

Sollio Cooperative Group ended its 2024 fiscal year with a net surplus of $270.7 million, up 135 percent from $115.4 million in 2023. The parent of BMR Group unveiled the results at its recent annual general meeting.

Sales for the co-op fell by almost $500 million to $7.8 billion from $8.3 billion the previous year. Falling grain prices in particular contributed to the decline. However, BMR Group showed “a cautious recovery,” Sollio said. Its net surplus of $30.5 million was down by just $4 million, despite all-time low housing starts early in the year.

BMR is emphasizing its history as a business founded and controlled by Quebecers, as the public mood sours on buying American goods. “You can’t get more Quebecois than BMR,” CEO Alexandre Lefebvre (pictured here) told La Presse .

“It’s not the flavour of the month. It’s an enterprise that will never be sold because it’s a co-op.”

 A new marketing campaign features a mineral wool background with a message noting that the company has been “pure laine” Quebecois since 1967. (The expression, which literally translates to “pure wool,” refers to old-stock Quebecers).

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PEOPLE ON THE MOVE

Stephanie Smith has been promoted to EVP of human resources at The Home Depot in Atlanta. Previously, Smith served as senior vice-president of supply chain for The Home Depot. She succeeds Tim Hourigan, who will retire on June 6.

DID YOU KNOW

… that the latest issue of our amazing new publication, Hardlines PRO Dealer Business, was emailed out to subscribers last week? This digital newsletter features tips and case studies to help dealers sell more profitably to their pro and contractor customers. If you missed the latest issue, subscribe to this free newsletter here! Don’t miss out!

RETAILER NEWS

At its recent AGM, Federated Co-operatives Ltd. reported that 2024 sales reached $11.9 billion, resulting in net earnings of $297 million. As a result, FCL provided $252 million back to local Co-ops in 650 communities across Western Canada. The meeting also marked the end of Sharon Alford’s term as president and chair of FCL’s board of directors. Paul Hames was elected as the new president and chair.

The A.R.E.N.A. Alliance, a buying collective based in Europe, has added the Irish home improvement chain, Woodie’s. A subsidiary of Grafton Group PLC, Woodie’s has 35 DIY stores in the Republic of Ireland. A.R.E.N.A. has 10 partners, including two in Canada: BMR Group and Kent Building Supplies.

How does one coffee shop stand out from another? By providing a combination of top-notch service and a consistent experience. This was the observation of one retail executive speaking at last week’s DX3 conference for retail and tech, held in Toronto. Armin Yassaie is a partner with Mos Mos Coffee, a small chain with locations in Toronto’s business district. Yassaie stressed the importance of building customer expectations—then living up to them.

Loblaw Cos. Ltd. took a non-cash charge of $129 million in Q4 as consumers redeemed their PC Optimum points with alacrity. “We increased this liability based on our expectation that more customers will redeem more of their … points going forward,” president and CFO Richard Dufresne said on an earnings call. “What it reflects is that more and more consumers are liking PC Optimum, are using it, and so from our perspective … we’re more than happy to do it because it reflects what’s happening in our stores.”

 Alimentation Couche-Tard’s ambition to acquire
7-Eleven parent Seven and i Holdings Corp. has a new lease on life after the collapse of a rival bid. Itō Junro, son of Seven and i founder Itō Masatoshi, sought to head off the Canadian group’s proposal with one of his own. The Japanese retailer announced yesterday that it has learned the younger Itō has been “unable to secure the financing required” to bring forward an “actionable proposal.”

SUPPLIER NEWS

The Atlantic Building Supply Dealers Association’s 2025 Expo was held last week, and Hardlines was on the scene. The event, which marked the association’s 70th anniversary, kicked off with a meet-and-greet. At the end of the show’s first day, members and sponsors participated in a gala dinner honouring the industry’s best. Three new lifetime members were inducted into the ABSDA. They were Tim Dietrich, director of retail operations for Atlantic Canada at Home Hardware Stores Ltd.; Chris Deveaux, past chair of the ABSDA board of directors; and John Logan, its longest-serving employee.

Taiga Building Products reported Q4 net sales of $389.0 million, up $21.3 million from $367.7 million in the comparable period of 2023. Net earnings for the quarter fell to $6.6 million from $9.4 million, primarily due to higher tax charges. For the full year, sales declined to $1.63 billion from $1.68 billion in 2023. Net earnings of $47.6 million were down from $61.3 million in the prior year.

Many retailers have deployed “buy Canadian” marketing in the first few days of Trump’s trade war. Among them is Thunder Bay, Ontario’s, Memorial Home Hardware Building Centre. The store has printed out little Canadian flags to go with Canadian products, says a report in TBnewswatch.com. Dealer-owner Chris Sauer told the website that Trump’s trade war on Canada has brought a lot of apprehension to his customers. “For the first time, people really are looking at where a product is made. We have customers come in and that’s the first question they ask, not the last question,” Sauer told the local reporter.

Speculation continues over the impact of sweeping 25 percent tariffs on Canadian goods, which U.S. President Donald Trump confirmed last week would go into effect as soon as March 4. Trump’s executive orders also include a 10 percent levy on Canadian energy products.

In a joint press conference with French President Emmanuel Macron, Trump claimed that tariffs will move “very rapidly” despite Canada’s recent concessions to beef up border security and appoint a fentanyl “czar” to reduce the volume of drugs entering the United States.

“The tariffs are going forward on time, on schedule,” Trump told reporters.

In addition to tariffs imposed on Canada and Mexico, Trump has also threatened similar tariffs across Europe and China. Trump noted that the “reciprocal” tariffs would match duty rates and offset the trade barriers between the U.S. and Canada and with other countries around the world.

The Canadian hardware industry has already begun to feel the effects of looming tariffs, with many businesses already stocking up on materials ahead of potential cost increases.

“All these actions constitute a huge wake-up call to Canadians to reassess their trade affiliations and not be so reliant on one partner,” Michael McLarney, president of Hardlines, told Newsweek. He noted that the threat of tariffs is “a major breach of trust that will not heal quickly” against one of the United States’ strongest trade partners.

He added that Trump’s comments on making the country the 51st state “sting the Canadian psyche as much as tariffs would impact our pocketbooks.”

He does not expect the financial boost to domestic retail sales seen in a wave of “buy Canadian” patriotism to last. However, Canadian brands should expect to see a slight boost in sales as buyer attitudes shift.

On Feb. 22, Prime Minister Justin Trudeau spoke with Trump about shared progress at the Canada-U.S. border combatting fentanyl, including the work of Canada’s new fentanyl czar and Canada’s listing of cartels as terrorist entities under the Criminal Code. Trudeau told Trump that seizures of fentanyl at the border have decreased.

Earlier in the month, the prime minister delivered a speech on Parliament Hill announcing Canada’s response to U.S. tariffs, including imposing similar tariffs against $155 billion worth of American goods.

Trump quickly put the tariffs on hold, warning that they would instead be implemented in March.

Trudeau noted that, like American tariffs, the Canadian response would be far-reaching and include everyday items such as American beer, wine, and bourbon, some food and major consumer products, lumber, and plastics.

“We will stand strong for Canada. We will stand strong to ensure our countries continue to be the best neighbours in the world. With all that said, I also want to speak directly to Canadians in this moment. I’m sure many of you are anxious, but I want you to know we are all in this together,” Trudeau said. “This is Team Canada at its best.”

The world’s two largest home improvement retailers reported their fourth-quarter and year-end results last week. Both companies experienced modest comp gains for the quarter, while Home Depot enjoyed a bump in sales thanks to an acquisition last year.

At The Home Depot, sales for the fourth quarter reached US$39.7 billion, an increase of 14.1 percent from the comparable period of fiscal 2023. Comp sales for the quarter increased 0.8 percent. Comps in the U.S. were up 1.3 percent, while Canada also turned in positive comps.

Q4 net earnings were $3.0 billion, up 0.7 percent from US$2.8 billion a year earlier.

Sales for fiscal 2024 were up 4.5 percent to $159.5 billion. However, comp sales for fiscal 2024 decreased 1.8 percent, and comparable sales in the U.S. decreased 1.8 percent. Sales for the year enjoyed a lift from the addition of 12 new stores, plus Home Depot’s acquisition last June of SRS, a wholesale distributor. For fiscal 2024, SRS contributed $6.4 billion in sales.

Net earnings for the full fiscal year dipped to $14.8 billion, from $15.1 billion in fiscal 2023.

“Our fourth-quarter results exceeded our expectations as we saw greater engagement in home improvement spend, despite ongoing pressure on large remodeling projects,” said Ted Decker, chair, president, and CEO.

Lowe’s reported net earnings of US$1.1 billion for the quarter ended Jan. 31, 2025, compared with $1.0 billion in the fourth quarter of fiscal 2023. During the quarter, the company recognized a $80 million pre-tax gain associated with the 2022 sale of the Canadian retail business.

Total sales for the quarter were $18.6 billion, flat with Q4 sales a year earlier. Comp sales increased 2.0 percent, driven by high-single-digit pro and online comparable sales, and strong holiday sales. The company also got a boost from its efforts to support communities affected by Hurricanes Helene and Milton as well as the wildfires in California. However, continued cautious DIY spending offset the strength of those results.

“Our results this quarter were once again better than expected, as we continue to gain traction with our Total Home strategic initiatives,” said Marvin Ellison, Lowe’s chairman, president, and CEO, referring to the company’s strategy to focus on contractor sales, accelerated online sales, expanded home services, and customer loyalty.

For the full year, Lowe’s net sales were $83.67 billion, down 2.5 percent from $86.73 billion in the previous fiscal year. Net earnings dropped about 4.0 percent to $6.96 billion from $7.23 billion.

Home Depot provided its guidance for fiscal 2025, with total sales expected to grow about 2.8 percent and comp sales anticipated to increase by about 1.0 percent. The retailer plans to add up to 13 new stores this year.

Lowe’s offered its own guidance, similar to the Home Depot forecast. Lowe’s anticipates total sales of $83.5 billion to $84.5 billion, with comp sales expected to be flat to up to 1.0 percent.

Fred Thun, new president and CEO of United Farmers of Alberta Co-operative Ltd. (UFA), has a lot to say about tariffs—and about Canada’s current retail landscape. He shared his thoughts with Hardlines in a recent interview.

Thun replaces Scott Bolton, who retired in December 2024. UFA is one of Canada’s largest co-operatives and is a member-owned organization approximately 120,000 strong. It has over 100 petroleum outlets in B.C., Alberta, and Saskatchewan and 36 retail Farm & Ranch Supply stores in Alberta.

Thun has been with UFA since 2020 but took on the role of CEO on Jan. 1 of this year. At the time, UFA combined its Petroleum, Agribusiness, and Supply Chain business units, and named Don Smith as the new COO, with all those business units under Smith’s purview. That includes the retail stores under the Farm & Ranch Supply banner. This division was previously headed by Glenn Bingley, who has retired.

“I’ve fallen in love with who UFA is and the purpose that we can bring, which I think differentiates us from other organizations,” Thun says. “My sole purpose is to perpetuate and to support rural communities and the rural lifestyles. And that provides us a really unique window that allows us to do things that other organizations can’t necessarily do.”

As UFA is yet another business whose members have trade ties with the U.S., Thun reflects on the possibility of tariffs. “It’s a hard one to read because in many respects, be it right or wrong, it’s changing the rules. From a business standpoint, whenever you see a new approach, you’ve got to take notice and say, ‘Okay, how does this impact us? And how do we change how we operate?’”

Whether or not Canada is being reactive or complacent, he says, is a hard question. “As someone in my position representing my industry, I think the current situation highlights the necessity of investment that we didn’t do over the last decade. And I think it highlights the importance of infrastructure, and what I call self-sufficiency-related investment that now has to get escalated on our priority list.”

Canada is rife with resources and a wealth of talent, Thun says. The tariffs could be the catalyst to invest within the country, rather than outside our borders. Regarding tariffs and counter tariffs, he says “the biggest loser is the consumer.” Applying this statement to UFA members, Thun believes it will be very hard on the beef industry, and on the crop side—Canadian canola and meal. “The live cattle transport over the border is significant on a daily basis. And it becomes a question of who can take the stomach punch the easiest.”

Looking at the broader social implications which tariffs could create, there’s also a societal risk. “I always worry about anything that creates an economic downturn,” Thun says. “An economic downturn, which would be a pretty natural outcome of a tariff environment in Canada, almost inevitably creates an increase in rural-related crime.

“I think it’s incumbent on any organization, on any community, to look at ways to make itself more self-sufficient and to make itself more valuable to the communities around it. I think regardless of the environment that’s a healthy mind-set. And the fact that we’re talking about tariffs probably escalates conversations that would have been useful several years ago.”

Thousands of retailers—including hundreds of Canadian dealers—gathered at the Ernest N. Morial Convention Center in New Orleans recently for Orgill’s 2025 Dealer Market. The three-day show featured nearly one million square feet of products, special buys, and deals from vendors and service providers.

The show ran concurrently with a digital buying forum, Orgill’s Spring Buying Event, through an online platform at Orgill.com. The online buying event is one of four seasonal online events Orgill holds throughout the year.

A big focus was on providing value for Orgill’s dealer customers with pricing and promotions available only at the show. “Whether it is our long-term vendors who have supported our customers for years or newer relationships, our merchandising team is constantly working to create strong vendor partnerships that allow our customers to meet the unique needs within their trading areas,” said Clay Jackson, Orgill’s executive vice-president and COO.

The exhibitors stepped up to support those pricing initiatives. “I give a tremendous amount of credit to our vendors who understand how important these events are for our customers. The exhibitors here know that this event plays a key role in helping the retailers we serve plan their promotional buying for the year, and the Market allows them to maximize their margin potential by taking advantage of show specials.”

At the end of day one at the show, Hardlines held its annual Canada Night reception for Canadian dealers who were in attendance. The event drew more than 250 dealers from every part of Canada, along with Orgill’s Canadian reps and sponsoring vendors. The evening was highlighted by an open bar, great food, and a rousing rendition of “O Canada” sung by everyone in both official Canadian languages. To top it off, the Canada-U.S. hockey game was on the TV, which Canada won in nail-biting overtime—making it a truly Canadian event.

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PEOPLE ON THE MOVE

Jon Fontaine is the new Western region sales manager with Robertson, Inc., reporting to Brian Cooley, director of sales. Fontaine most recently worked with Fasteners & Fittings.

Al D’Addese has joined Doman Building Materials Group as general manager for the Toronto area. He previously served as VP of sales at Weber-Stephen Products and the VP sales role at CertainTeed Corp.

DID YOU KNOW

… that the latest instalment of our podcast series, “What’s In Store,” went live last week? In this episode, we talk to Marilyne and Sylvain Laferriere, owners of Victory Building Centre in Mackenzie, B.C. They offer a heartfelt report from the frontlines of home improvement retail on the challenges and wins of serving their Northern community. Don’t miss this great episode: sign up now to get updates about the latest podcasts in your inbox!

RETAILER NEWS

Home Hardware Stores Ltd. has announced the conversion of a store in Indian Head, Sask., to the Home Hardware banner. The 8,000 square-foot retail space is owned by Maulik, Bhautikaben, and Rishabkumar Patel, who purchased the location in 2023. Formerly with Ace, they plan to expand their product selection under their new banner.

BMR Group hosted its annual contractors’ evening recently. Using the slogan, “Tailgate Party,” the event’s sports-themed activities helped foster a festive atmosphere at the Centrexpo Promutuel Assurance in Drummondville, Que. The event drew some 800 dealers and contractors, as well as 43 exhibiting suppliers.

Homegrown initiatives aren’t wasting any time stepping as Amazon prepares to exit the Quebec market. Signé Local, based on Montreal’s South Shore, is looking to fill the void for Quebecers moved to boycott Amazon. It currently has four locations, one of which processes all online orders. By the end of February, it’s poised to set up its own one-stop-shop online marketplace platform. Co-owner Dawei Ding told CTV News that sales are up by some 250 percent from a year ago.

McDonald Home Hardware and Building Centre in Brussels, Ont., remains open despite a partial roof collapse last week. The roof caved under the weight of heavy snow which has plagued the region—and much of Canada—for most of February.

Walmart in the U.S. has launched a program whereby it sends products to approved customers to try out in their homes. Taking a page from Canadian Tire Corp., which has operated its Tested for Life in Canada program here for many years, Walmart is letting certain vendors provide products to Walmart’s “Customer Spark” community, which was formed in 2018 as a target group that fills out shopper surveys.

SUPPLIER NEWS

Canadian lumber producers are awaiting a decision from the U.S. Commerce Department on preliminary rates for anti-dumping duties on softwood lumber. Currently, most producers are paying 7.66 percent, but trade observers say that figure could rise to 20 percent. A preliminary increase on countervailing duties is expected in May. It could see those rates rise to 10 percent from the 6.74 percent in effect at present.

Barrie, Ont.-based barbecue maker Napoleon took out a full-page ad in The Toronto Star urging Canadian consumers to choose domestic products as trade disputes with the U.S. heat up. The ad expresses disappointment at the U.S. government’s aggressive tariff strategy. “As the economy faces uncertainty, we invite you to join us in strongly supporting not only Napoleon but all Canadian businesses.” Napoleon president Mike Tzimas told CTV News the company is “completely focused on keeping everybody employed.”

The Retail Council of Canada’s STORE Conference will be held this year at the Toronto Congress Centre June 3 and 4. The event brings together retail leaders, innovators, and changemakers to address the big challenges facing the global retail sector, and with a distinct Canadian perspective. Register now to take advantage of early bird pricing because it ends Feb. 28. (Click here for more info and to get special pricing that will save you $200.)

Retail sales increased by 2.5 percent to $69.6 billion in December. Sales were up in all nine subsectors and were led by increases at food and beverage retailers and motor vehicle and parts dealers. Sales in LBM and garden categories grew by 2.4 percent. (StatCan)

The latest buying show for TIMBER MART dealers was held in Toronto Feb. 13 and 14 at the Toronto Congress Centre in that city’s west end. A giant snowstorm disrupted travel, causing delays for some flights from Western Canada, while some Ontario dealers who had planned to drive there also faced challenges. But a series of dealer meetings held Feb. 12 brought the majority of dealers in ahead of the storm.

The mood on the show floor was positive, and TIMBER MART president and CEO Bernie Owens told Hardlines that, despite headwinds, “I actually think 2025 will be a good year.”

That mood permeated the show. In addition to the hundreds of TIMBER MART store personnel in attendance, 227 vendor booths and 150 vendor companies were on the 65,000-square-foot show floor of the facility. The hybrid format included a cloud-based virtual tradeshow platform to support the in-person event. A show app was available again this year to communicate pertinent show information and allow for online chat and appointment scheduling among attendees.

Along with the range of show displays and attractions, the show floor featured a new product showcase and a pallet-buy area, which presents a wide range of products for sale in pallet quantities. At the centre of the floor there were hubs for all of TIMBER MART’s services and programs, including LBM distribution, dealer marketing, merchandising, and banner support.

“Once again this year, we’re seeing very strong attendance and support for our hybrid show thanks to the virtual convenience it has to offer alongside the member-exclusive deals and great networking opportunities,” said Owens.

“The hybrid show format is proving to be a valuable and cost-effective option for dealers and vendors alike and is likely one that is here to stay, especially given the inclement weather we’re experiencing this year.”

The pending closure of the Peavey Mart chain leaves a significant gap in the farm supply industry. The company was a staple in the rural landscape, offering farming supplies, feed, seed, and other agricultural goods for both large-scale and urban farmers. In late January, parent company Peavey Industries announced it would be closing all 90 of its stores across Canada.

On the retail side, there has been a movement to fill the gap. With spring planting season just a couple of months away, companies are looking to shore up farm products while Peavey Mart prepares to shut down.

Home Hardware Stores Ltd. has stores in 70 percent of the markets that Peavey is leaving, according to Rob Szekszer, Home Hardware’s vice-president of merchandise, hardlines. He said the company is working to ensure business continuity for farmers as the new agriculture season begins.

“Home Hardware is working closely with suppliers to quickly increase our farm-related product assortment in areas such as feed, farm equipment, tools, hardware, and clothing. By expanding our product assortment, we can better support our Home locations and help them meet the needs of farming communities across Canada,” he said.

Szekszer noted that Home Hardware is committed to ensuring that all locations have access to products that serve their customers. He says that “we are actively expanding our farm-related assortment to support the areas that have been directly impacted by the Peavey Mart closings.”

At Lee Valley Tools, president and COO Jason Tasse said the closure is proof that no one is immune to changing economic trends. After several years of growth and expansion, Lee Valley Tools is in protection mode right now and not planning to expand into new areas of business.

He added, however, that the company will reach out to Peavey Mart trade areas to remind them that Lee Valley is another alternative Canadian option.

“We fully expect we’ll see same-store sales growth just because of the void in the market. We have to be prepared and well-stocked so that we can deliver a service level that Lee Valley is known for,” Tasse said. He added that Lee Valley Tools has carved out a niche assortment of items that don’t overlap with perceived competitors.

The Peavey Mart closings provide an opportunity to introduce new customers to the Lee Valley Tools level of customer service. It’s not only an opportunity for his company, but one for other merchandisers to examine their business plans, as well, Tasse said.

“I think the best advice for Canadian organizations is to be thoughtful. Think not just about your short-term financial plans but also about your long-term planning and strategic horizons. We have never been an advocate of growth for growth’s sake. It’s about sustainable growth.”

The prospect of a trade war looming with the United States has driven a surge of patriotism in Canada, including a push to buy Canadian-made products. Well Made Here, the certification program for Canadian manufacturing, is uniquely positioned to step up to the plate.

In response to what it calls a “wake-up call” from the White House, the program has even updated its logo to incorporate the red and white of the Canadian flag to capture the patriotic feeling of the moment. Its original “neutral sand tones” were designed “to blend seamlessly with all types of packaging and product labels.”

Well Made Here (“Bien fait ici” in French) was established in 2018, through the initiative of about a hundred manufacturers, their sales networks, and several associations in the renovation and construction sector. Its mission is to promote the manufacturing and sale of hardware and construction materials that comply with building codes and standards, with at least 51 percent of production costs originating from Canadian factories. Currently, over 13,000 SKUs are accredited from more than 150 Canadian factories.

Founder Richard Darveau, who is also president of the Quebec industry association AQMAT, says domestic alternatives are readily available for most U.S. imports. “Everything is findable in Quebec and in Canada,” he told Le Canal Nouvelles, the French-language sister network of CTV News Channel.

Industries like food and clothing are highly reliant on imports from overseas, he noted. “We can’t grow bananas or pineapples … but we can build or renovate a house, an apartment, from basement to attic, with products made in Quebec and in Canada.”

The backlash against U.S.-made products has been particularly pronounced in Quebec, where Amazon is shuttering all of its warehouse operations. The threat to tariff Canadian products—which drew retaliatory threats from the Canadian government to impose dollar-for-dollar tariffs on U.S. imports—was announced by U.S. President Donald Trump ahead of his inauguration.

Electronic shelf label maker JRTech Solutions has integrated the Well Made Here logo into its own shelf tags, allowing retailers to automatically display Canadian products for easy identification by shoppers.

Dealers from across the country gathered recently for TIMBER MART’s annual buying show, returning to Toronto as they did last year. But before Covid, the show took turns locating in Montreal as well as the Queen City.

“I would like to get back to Montreal at some point,” says TIMBER MART CEO Bernie Owens (shown here, centre). But, he adds, his organization needs the right facility. The show’s former location in the Palais des congrès is no longer available since Covid disrupted event planning everywhere. Nevertheless, the destination has many advantages, Owens says.

“It’s a direct flight for most people, with a facility that can handle changes in the weather,” in the event an outdoor activity had to be moved inside at the last minute. In addition, the show’s current hybrid format means team members from the stores can stay home while still being involved in the show, “so we can get more involvement from each store.”

He adds that Montreal is a welcome destination for most dealers, who enjoy the city’s unique character, historic legacy, and busy night life.

For now, however, the show remains in Toronto, while Owens and his team look for opportunities—and the right venue—that will enable them to move it to Montreal sometime in the future.

PEOPLE ON THE MOVE

Stephanie Tychanski has joined JD Canada, the licensee for Briggs & Stratton in this country, as national accounts manager. She reports to Steve Burgess, country manager. Tychanski was most recently with Smart Brands International.

Gary Percy has joined Telesteps Ladders Inc., a Regal ideas division, as the new director of business development. He reports to Andrew Pantelides, senior vice-president of Regal ideas. Percy was most recently with Norgar Consulting.

DID YOU KNOW

… that the latest edition of our sister publication, Hardlines HR Advisor, is now out? In this issue, we look at two new business leadership programs, what makes employees stay, and coping with winter commutes. HR Advisor is monthly and it’s free: click here to sign up today! (And check out our archive of past articles here!)

RETAILER NEWS

Canadian Tire Corp. has reached an agreement to sell its Helly Hansen activewear brand to Kontoor Brands Inc. The deal is valued at nearly $1.3 billion. Kontoor, based in North Carolina, is the parent of the Lee, Wrangler, and Rock & Republic denim brands. In a press release, CTC referred to the current climate of “market uncertainty.” It will use proceeds from the sale to invest in its retail store network, as well as for debt repayments and share buybacks.

Our favourite RONA rock-and-roller, Rob Faries, who has two stores in Moosonee and Moose Factory in Ontario’s far north, is also the lead singer for the Relic Kings. The band is making a rare appearance in the Greater Toronto Area next month, when they play at the Richmond Hill Centre for the Performing Arts. This is a great rock band that released a killer song last summer that tackles the tough issue of youth addiction and loss. (We encourage anybody who loves good rock and roll to check this out, March 11 in Richmond Hill, Ont. Click here for ticket info!—your air-guitar playing Editor.)

Castle Building Centres Group kicked off its buying expo season with a three-day event in Quebec City last week. Over 80 percent of its Quebec and northern New Brunswick members attended the event the Hôtel Château Laurier, just steps away from Quebec’s Parliament Hill.

Loblaw Cos. Ltd. plans to invest $2.2 billion in 2025 to grow its footprint. The company plans to open 80 new retail stores under the No Frills, Maxi, Shoppers Drug Mart, Pharmaprix, and T&T banners, among them some 50 discount stores.

Costco will open a new location at Winnipeg’s Westport development later this year. Construction has already started on the 166,984-square-foot store. Westport is situated in the heart of the largest concentration of sporting and recreational complexes in Manitoba. The site includes a million square feet of mixed-use development, including retail and restaurants.

Princess Auto is slated to open a new warehouse just outside Calgary in 2026. The 605,000-square-foot Stoney North Logistics Centre is to be the first building on the Balzac, Alta., property.

AD has announced that member sales for increased by 6.0 percent in 2024 to US$83.3 billion. On a same-store basis, sales in Canada rose by 3.0 percent. More than 100 new members joined AD during the year, bringing the total count in the U.S. and Canada to 932.

Lowe’s Cos. is revamping its MVPs Pro Rewards & Partnership Program as MyLowe’s Pro Rewards. The new branding aligns with the retailer’s MyLowe’s Rewards plan for DIY customers.

The annualized rate of housing starts increased by 3.0 percent in January to 239,739 units. Actual urban starts were up 7.0 percent year-over-year, with 15,930 units recorded in January, compared to 14,883 in January 2024. (CMHC)

Sales of existing Canadian homes declined by 3.3 percent on a month-over-month basis in January. The drop was largely due to sales trailing off in the last week of the month. The number of new listings jumped by 11 percent compared to December 2024. (Canadian Real Estate Assoc.)

U.S housing construction declined by 9.8 percent to an annualized pace of 1.37 million units in January, after surging by more than 15 percent in December. Building permits edged higher overall but remained unchanged in the single-family residential segment. (U.S. Census Bureau)

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Denis Melanson is optimistic about his association’s next buying show. “It sold out in eight weeks—and we had to work to add 10 more spaces,” he says of the Atlantic Building Supply Dealers Association Expo. It’s the market that brings suppliers and dealers together from across Atlantic Canada every year in the early spring.

The show is also celebrating its 70th anniversary, which is even more reason for Melanson to be excited. “We’re just building on the momentum that’s been growing at the show with

attendance that has been increasing from the dealers.” He notes that last year’s event drew 84 percent of the ABSDA’s member locations. The relocation from Moncton to Halifax in 2018 gave the show an enduring boost. “No question, it was the right move to make.”

“We’re seeing support from the buying groups as well, as they see value in holding meetings of their own during the show,” he says.

Tickets for this year’s show went on sale last week. It will be held March 5 and 6 and kick off with an opening night ice breaker on March 4. This event is always well attended and an excellent way to make new connections and meet up with industry friends. Melanson and his team promise there’ll be plenty of food along with great live music from a popular local band, The Mellotones. (You can register on the ABSDA website at or by clicking here.)

Looking back over the past year, Melanson considers the overall performance of his member-dealers to be very steady. “We did great. I don’t think we suffered a downturn in too many locations.”

He attributes much of that success to the influx of new Canadians to the region. “At first, we saw the growth in immigration take place in the big cities, but Atlantic Canada is now getting its fair share of immigrants,” he says. “Prince Edward Island has had a big influx. Halifax is just exploding.”

Just before Christmas, RONA inc. and its owner, Sycamore Group, a private equity firm in New York City, purchased All-Fab Group, a Winnipeg-based manufacturer of building components. Terms of the acquisition were not disclosed.

All-Fab Group makes trusses, engineered wood, flooring and roofing systems, laminated beams, stairs, and other pre-fab building components, which it sells to a variety of dealers in Western Canada. It has some 18 business units spread out from the Pacific Ocean to Winnipeg, where it has its head office. It also has two business units in Minnesota, serving the U.S. Midwest.

The federal Competition Bureau reviewed the purchase and in January reached an agreement with RONA inc. for the retailer to sell its ZyTech Building Systems truss plant in Martensville, Sask. That manufacturing facility is just north of Saskatoon.

“The Bureau’s review found that the proposed acquisition was presumptively anti-competitive in the Saskatoon, Sask., area as it would result in a significant increase in market concentration,” the Competition Bureau said in a release. “The Bureau considered barriers to entry and other potential countervailing factors and found that they would be insufficient to mitigate the competitive harm from the merger.”

“All-Fab operates under the names All-Fab, Nu-Fab, Alliance Truss, Pacific Truss, Truline, and Littfin Truss,” the Bureau noted. “Both RONA and All-Fab design manufacture and supply roof trusses and floor trusses, which are key components for housing construction.” The Bureau also looked at the Edmonton market, where it ruled there was already sufficient competition.

The threat of tariffs continues to loom over Canadian manufacturers. Last Monday, U.S. President Donald Trump signed an order imposing 25 percent tariffs on all aluminum and steel imports to the U.S. beginning March 4. The move will cancel existing exemptions and duty-free quotas for major suppliers in Canada, Mexico, Brazil, and other countries around the world.

In a statement following the tariff announcement, the United Steelworkers union condemned the tariffs, saying they were unjustified measures that threaten thousands of Canadian jobs, disrupt supply chains, and undermine decades of economic cooperation.

“Trump’s tariffs are a direct attack on workers and communities,” Marty Warren, USW national director for Canada, said in the release. “We’ve been through this before, and we know these kinds of reckless trade measures don’t work, and hurt workers, destabilize industries, and create uncertainty across the economy on both sides of the border.”

To help mitigate the collateral damage associated with tariffs, Lee Valley Tools has created an internal focus group that meets as needed to address significant policy changes that will impact the company’s customers or business.

“We’ve done cost modelling and scenario planning. It’s not if something happens, it’s when, and it’s our ability as an organization to respond to that,” said Lee Valley Tools president and COO Jason Tasse. He urged Canadian businesses to avoid getting distracted by rhetoric and the level of potential disruption and instead focus on what is going to change and where it may impact business and organization capacity.

Tasse pointed to the recent Canada Post strike, which left many consumers reluctant to purchase products because they didn’t understand the supply chain and delivery. As a result, he said, there was consumer pullback, despite retailers having alternative delivery options in place.

Tasse added that businesses need to focus on long-term planning to mitigate the impact of tariffs—and hope that a new agreement can be reached soon.

“At one point, North America was the envy of global trade agreements. We can come back to the table and come up with a fair and equitable agreement that all three of the North American countries can prosper and grow from again,” he said, adding that Lee Valley remains focussed on both business protection and job protection.

“Our focus is always on job protection. We are a family business that plans on long-term planning horizons. We don’t answer to the stock exchange or Wall Street or other investors, so we tend to make longer-term, sensible decisions.”

PEOPLE ON THE MOVE

At Wolseley Canada, Jacqueline Janes has been appointed director, Atlantic Canada. She joined the wholesale plumbing, heating, and electrical supplier in 2020 as a sales manager, working at building and maintaining relationships and reinforcing Wolseley as a destination in Atlantic Canada. In her new role, Janes will be responsible for driving growth in the Atlantic region.

DID YOU KNOW

… that the latest edition of Hardlines Dealer News has landed in subscribers’ inboxes? In this issue, we explore the data that goes into our exclusive industry research for the Hardlines Retail Report, plus Orgill’s response to Ace’s withdrawal from Canada, and how dealers are gearing up for the prospect of U.S. tariffs. Hardlines Dealer News is monthly and it’s free: click here to subscribe now!

RETAILER NEWS

TIMBER MART held its National Buying Show for 2025 last week. The hybrid format included an in-person event at the Toronto Congress Centre and a cloud-based virtual tradeshow platform. More than 1,100 dealer and vendor participants were expected at the show, despite a snowstorm that dumped up to 25 centimetres of snow on the city. (Hardlines was on the scene, so we’ll have more coverage for you in next week’s edition!).

Canadian Tire Corp. reported Q4 sales of $4.5 billion, up by 1.5 percent from a year earlier. Net income surged to $411.5 million from $172.5 million in the comparable period of 2023. In the Canadian Tire Retail division, sales rose by 1.1 percent to $5.38 billion, with comp sales also up by 1.1 percent.

Castle Building Centres Group has announced the launch of a new centralized Estimating & Design Services (EDS) program for its membership. The program is touted as a first for a buying group in the industry. In a release, one member dealer described the program as “very easy to use, very fast, and most importantly accurate.”

Ace Hardware reported record fourth-quarter revenues of US$2.3 billion, a 7.6 percent increase from Q4 2023. Net income for the quarter hit another record for the company, reaching US$53.8 million. Sales by the 3,700 Ace retailers were up 1.6 percent, reflecting a 1.9 percent increase in average ticket but slightly offset by a 0.3 percent decrease in same-store transactions. Consolidated revenues for fiscal 2024 totaled US$9.5 billion, an increase of 3.9 percent, with the biggest gains coming from outdoor power equipment, grilling, power tools, and generators. For the full year, U.S. retail same-store sales decreased 0.3 percent.

JRTech Solutions has integrated the “Well Made Here” logo into its electronic shelf labels (ESL) system. Now retailers stocking products that are accredited by the non-profit organization can have that designation automatically included in their shelf tags. JRTech, a distributor of Pricer electronic labels since 2008, has installations in over 700 hardware stores and home improvement centres across the country.

West Fraser Timber Co. Ltd. reported fourth-quarter 2024 results that included a loss of $62 million on sales of $1.41 billion. The company reports that its Engineered Wood Products business in North America enjoyed some resilience, while the Lumber segment also realized modest improvement. Full-year sales were $6.17 billion, down from $6.45 billion in 2023. West Fraser’s loss shrank to $5 million from a loss of $167 million in 2023.

The value of building permits rose by 11.0 percent to $13.1 billion in December. The increase was led by a 21.2 percent increase in the residential sector, largely due to gains in Ontario and British Columbia. While multi-family dwellings were the main driver of growth, permits for single-family construction rose in value by 1.8 percent to $2.9 billion. (StatCan)

BMR, Canadian Tire, and Home Hardware were among the retailer groups promoting their “made in Canada” pedigree last week, at the beginning of a threatened—then postponed—trade war.

U.S. President Donald Trump had reiterated Feb. 1 that across-the-board 25 percent tariffs—and 10 percent for energy products—would hit Canadian products heading south of the border on Feb. 4. Canada responded by slapping retaliatory tariffs, also 25 percent and also due to come into effect on Feb. 4, on $30 billion of products heading into Canada. This was to be the opening salvo from Canada—another $125 billion of product categories were to be announced in two weeks. Trump agreed to a 30-day timeout on the tariffs late in the afternoon of Feb. 3.

Hours before the eventual truce, BMR Group was one of the first retailers in this industry to take to social media to promote its Canadian status. “We’re proud to be the Canadian reference for your renos and to support Canada’s economy by offering you a wide range of Canadian quality products at competitive prices,” the company posted on LinkedIn.

Home Hardware used “Support Local” as the head for its post on LinkedIn. “Is supporting local on your 2025 resolution list? Home Hardware Stores Limited is proudly Canadian and the country’s largest dealer-owned and -operated home improvement retailer.”

But it was up to Canadian Tire Corp. to really dig into the issue directly. President and CEO Greg Hicks signed off on an impassioned post on LinkedIn, calling Trump’s tariff threat “an unjustified assault from our nation’s longest-standing ally.”

Hicks pledged, in the trade war that was expected to commence later that same day, to “absolutely prioritize Canadian partnerships. Although we value our U.S. suppliers and know they share our concerns, it’s our responsibility to pull every lever possible to protect our customers from these unnecessary and damaging American tariffs,” he stated.

“Locally owned and operated since 1992, we are proud to have the nation in our name. We are ‘Canada’s Store.’”

EvoX, the new buying group serving the Quebec market, brought dealers and vendor partners together on Jan. 29 at Montreal’s Hôtel Monville. They spent the day building relationships and sharing information.

The joint venture, which became official on Jan. 1, combines the national profile of Winnipeg-based Sexton Group and the regional strength of Évolution Distribution in Quebec. It unites all of Évolution Distribution’s current members and Sexton’s Quebec members.

During the day, they heard an update on the services offered by the buying group. In the evening, Hardlines was on the scene as Évolution Distribution head Geneviève Gagnon and Sexton Group president Eric Palmer (shown here with Hardlines Quebec editor Geoff McLarney, left, and Hardlines’ Michael McLarney, second from right) thanked the vendors who braved the winter weather to join EvoX’s team and member dealers.

The pair first announced the partnership back in October. At the time, Gagnon and Palmer, both in attendance at the 28th annual Hardlines Conference in La Malbaie, Que., explained that their respective companies “shared pretty key core values.”

The partnership “adds a lot of credibility in the Quebec market,” Shane McDonald, Sexton’s senior commodity wood manager, told Hardlines at the Montreal event. “Gagnon is very well known.”

“It’s been all positive for our dealers,” said Suzanne Walsh, director of business development at Sexton. “It’s pretty much cemented us in the province of Quebec and that’s just what we need.”

For Sexton’s existing Quebec members, she explained, the new alliance expands their options for local distribution and introduces them to new vendors, who in turn will enjoy access to a wider base of dealer customers.

Gagnon for her part expressed optimism about the collaboration. “The future will show us where this journey leads.”

Hardlines stopped to chat with Randy Martin, TIMBER MART’s vice-president of procurement, during the 2025 WRLA Showcase. “For us it’s about having a presence as a buying group and being here for our dealers,” Martin said. “And then, during the show, we also have the opportunity to go around and meet with all of our key vendors.”

Making in-person connections, meetings, and saying hello—just like Hardlines does when we stop by vendor booths. “Today, as an example, I’ve only been here for a couple hours, but I’ve probably met with three dealers and four vendors already. Typically, you’d have to work pretty hard to meet with those people in person,” he says.

At the show, Martin (shown here standing sideways, centre) looks for opportunities to finalize programs in person, instead of over the phone—then he adds a tip for exhibiting suppliers. “It isn’t the case in all cases, because a lot of vendors wouldn’t necessarily have their key personnel here. They would have their regional personnel.”

The reason that Martin and TIMBER MART head Bernie Owens prefer to be on the attendance roster is to ensure that connections are made. “Absolutely, we want to. Bernie’s the president and CEO. He wants to talk to the president and CEO. I’m vice-president of procurement. I want to talk to presidents or vice-presidents or national sales managers who are able to make decisions.

“And don’t get me wrong, I talk to a lot of local regional sales guys also. When we’re looking to solve opportunities for our dealers, the local guys can help with that big-time.”

Asked what he expects in the coming months that will affect this industry, Martin admits there are too many variables—from tariff threats and the weakness of the Canadian dollar to the uncertainty plaguing customers. “We basically, as an industry, have got to keep working at what we work at and do what we do and make sure that, from the buying group through the suppliers to the independent dealers, everybody’s working hard to satisfy the dealers and their end-customers.”

Uncertain U.S. trade policies will put pressure on the Canadian housing market, according to Canada Mortgage and Housing Corp.’s latest Housing Market Outlook, which provides forward-looking analysis into Canada’s national and major housing markets through to 2027.

The report noted that foreign trade risks add significant uncertainty to the outlook. The agency anticipates that tariffs, if implemented, could have a serious impact on the housing market here. Negative effects include investment uncertainty, an even weaker Canadian dollar, lower export revenues and resulting job losses. Higher inflation and a greater risk of recession are also key concerns.

Changes in Canada’s immigration patterns will also have a negative impact, as the influx of new Canadians is expected to continue to decrease through to 2027. CMHC anticipates that housing starts will slow down from 2025 to 2027, mainly due to fewer condominium apartments being built. But total starts will remain above their 10-year average. Meanwhile, rental apartment construction will remain high, though it is expected to slow into 2027.

The report notes that different regions will face varying conditions. For example, the housing markets in Ontario and British Columbia are now particularly unaffordable. CMHC expects sales in these markets to remain below their 10-year averages. Prices are forecast to grow more slowly in these provinces, especially through 2025 and into 2026.

Alberta and Quebec are cited as more affordable markets; they began recovering early last year. Sales in these provinces are expected to reach historically high levels, with prices growing faster than national averages during the first half of the forecast period.

There is some more good news in the report. Housing sales and prices are expected to rebound as lower mortgage rates and changes to mortgage rules unlock pent-up demand in the short term. CMHC believes the recovery will be uneven, with slower progress in less affordable regions and in the condominium apartment market.

As housing starts falter, the report expects that existing home sales will attract a larger share of renewed demand as they offer more options for financially constrained homebuyers. In addition, the length of new construction projects may limit developers’ ability to meet demand quickly.

“Millennials, many of whom are first-time buyers, are currently driving housing demand,” the report notes. “As remote work declines, we assume this group will prioritize being closer to jobs, boosting sales recovery in larger urban markets.”

Repeat homebuyers are also forecast to return to the market. Spurred by lower mortgage rates, the agency expects many current homeowners to look to upgrade.

PEOPLE ON THE MOVE

Sarah Hounslow, president of BMF (Burlington Merchandising & Fixtures), was honoured with a Business Excellence award at U.S. trade publication HBSDealer’s fourth annual Top Women in Hardware & Building Supply event. The mandate of the program is to recognize women in leadership who possess the traits of business excellence and the potential to make a difference in their companies and their communities.

Millwork manufacturer and distributor Metrie has announced several key promotions within its strategic leadership team. Christian MacDonald has been promoted from VP, marketing to the newly created role of chief marketing officer. Kevin Bartel has made the permanent transition to vice-president and general manager, U.S. Jon Dickinson has been named vice-president of sales while Elise Osier, vice-president of strategy and planning, will take on an expanded role that includes leading the financial planning and analysis team. Kate Vondette has been promoted to vice-president, corporate controller. Nicole Rocheleau has been promoted to vice-president of marketing.

DID YOU KNOW

…that the contractor side of the business is growing explosively? Here at Hardlines, we recognize that many dealers today have at least some of their sales going to trades or builders. That’s why we’ve launched PRO Dealer Business, a monthly newsletter to keep you informed about the news in the pro, GSD, and ICI markets. This e-newsletter is a companion to our Pro Dealer magazine, whose inaugural issue mailed in October. The first issue of Pro Dealer Business emailed last week—and it’s free! (Click here to subscribe to this important new e-newsletter.)

RETAILER NEWS

Matériaux Pont-Masson, which operates nine stores in Quebec and Ontario, is rejoining RONA’s network of affiliated dealers. It was previously a member from 1996 to 2021. “We were impressed with the recent changes that were made” at RONA, president Éric Bailey said in a release, “in particular its strong commitment to supporting and developing its network of affiliated dealers.”

Our favourite RONA rock-and-roller, Rob Faries, who has two stores in Moosenee and Moose Factory, on James Bay in Ontario’s far north, is also the lead singer for the Relic Kings. The band is making a rare appearance in the Greater Toronto Area next month, when they play at the Richmond Hill Centre for the Performing Arts. This is a great rock band that released a killer song last summer that tackles the tough issue of youth addiction and loss. (We encourage anybody who loves good rock and roll to check this out, March 11 in Richmond Hill, Ont. Click here for ticket info!—your air-guitar playing Editor.)

Canac opened its newest store on Jan. 24 in Rivière-du-Loup, Que., welcoming more than 5,300 people over its first weekend. Mayor Mario Bastille joined Canac leadership, including president Martin Gamache, for the occasion. The store, the chain’s 34th, boasts a 30,649-square-foot sales area, a lumber yard, a 35,157-square-foot building materials warehouse, and a pro department open on weekdays. Canac’s next store opening is slated for the spring in Salaberry-de-Valleyfield, just west of the island of Montreal.

Walmart Canada is making a $6.5 billion investment over the next five years as the company plans to further accelerate growth in Canada, the company announced in a release. The retailer will open five new Supercentres in Ontario and Alberta by 2027 including Port Credit Walmart Supercentre and Oakville Walmart Supercentre, both slated for 2025. Additional stores will open in Calgary, Edmonton, and Fort McMurray in 2027. Meanwhile, Walmart’s newest distribution centre, in Vaughan just north of Toronto, will open in the spring of this year.

IKEA Canada has released its 2024 annual report. Highlights include $2.8 billion in total sales for the year, down by 1.4 percent, and an $80 million investment in price reductions. Store traffic rose by 14 percent to 32.6 million customers. The retailer has increased its support of Furniture Bank to Combat Furniture Poverty, committing $300,000 to this cause. In addition, it committed $120,000 to further support Furniture Bank’s Sleep Well initiative, which is dedicated to providing children with essential sleep items.

W.W. Grainger reported Q4 sales of US$4.2 billion, an increase of 5.9 percent from a year earlier. Net earnings rose 20.3 percent to $475 million. For the full fiscal year, sales of US$17.2 billion were up 4.2 percent compared to 2023, while earnings increased by 4.4 percent to US$1.9 billion.

The largest retail and e-commerce event in the country is returning to Toronto next month. The 2025 edition of DX3 Canada will take place March 4 and 5 at the Sheraton Centre Toronto Hotel, just steps away from Toronto’s City Hall. Speakers include Robert Allan, Home Hardware Stores Ltd.’s director of paid media; Cynthia Wong, VP of digital technology at Canadian Tire Corp.; and Tanbir Grover, chief marketing and digital officer at Pet Valu. (Click here for information and registration!)

Purolator has acquired Livingston International, an international trade services firm that specializes in customs brokerage, global freight forwarding, and trade consulting, from Platinum Equity. The deal, worth an undisclosed amount, will allow Purolator and Livingston to provide increased breadth of capabilities to customers. Livingston International will now become a wholly owned subsidiary of Purolator, led by its existing leadership team managing its day-to-day operations.

Since 2024, rental housing supply has grown faster than new demand, but affordability remains a challenge. Lower immigration and an increase in first-time homebuyers is expected to continue to reduce rental demand through to 2027. Supply will continue to expand as new rental units are completed, leading to higher vacancies and slower rent increases. But affordability will take more time to improve. Some vacated units will adjust to market rents and renters’ incomes will catch up to previous market rent increases. (CHMC)

After news came out two weeks ago that Peavey Industries would close some of its stores under a major reorganization, the company confirmed on Jan. 27 that it had obtained creditor protection from the Alberta courts under the Companies’ Creditors Arrangement Act (CCAA) and was, in fact, closing all of its locations across Canada.

The Red Deer, Alta.-based farm and hardware retailer has 90 Peavey Mart stores and six MainStreet Hardware locations. Peavey Mart stores have already got “going out of business” sales signs in front of their stores. Calls by Hardlines to stores across the country confirmed that liquidation efforts had already commenced nationwide before Peavey issued its statement.

The company’s main goal now is to raise cash while looking for ways to keep the Peavey Mart name alive.

“This was a profoundly difficult decision, but one that allows us to explore the best possible alternatives for the future of the company,” said Doug Anderson, president and CEO of Peavey Industries.

Peavey stated in the release that its “immediate priority is to generate liquidity through the closure process while continuing to work with funders, partners, and stakeholders to explore potential opportunities to preserve the brand.”

The release cited the business conditions that forced it into bankruptcy protection. The Canadian retail industry is experiencing unprecedented challenges, it said, including record-low consumer confidence, inflationary pressures, rising operating costs, and ongoing supply disruptions along with a difficult regulatory environment.

Add to that Peavey’s uneasy alliance with Ace Hardware, whereby Peavey took over the Ace licence in Canada in early 2020 and began servicing some 90 Ace dealers across the country. The arrival of the Covid pandemic and the logistics of hardware distribution in Canada worked against Peavey, and the deal was terminated effective Dec. 31, 2024.

The company stated that its decision to seek creditor protection and close all stores was made after evaluating all available options.

“For nearly six decades, our customers’ loyalty, employees’ dedication, and the resilience of the communities we serve have been the cornerstone of our business,” Anderson continued. “We remain focused on working with our partners and stakeholders to preserve the Peavey brand and the value it represents.”

Don’t call it the WRLA show anymore—the Winnipeg-based association has renamed itself as Supply-Build Canada. The recent show was held January 23-24 at the Edmonton EXPO Centre—and Hardlines, of course, was there. On the second day of the show, the Western Retail Lumber Association unveiled the new branding. (See below for a separate report on the rebranding.—Editor). 

The show, which brought together hardware and LBM exhibitors to meet with dealers from across the West, was an opportunity to see peers and gain product knowledge—and for some, a first-time experience leading to expansion plans. “We’ve seen some growth. From the time that I’ve started to where we are now, every year we’ve been able to grow the event,” said Supply-Build Canada president Liz Kovach (pictured here at the show, left, with Rebecca Dumais, Hardlines editor).

Kovach noted that it was the biggest show to date during her eight years at the helm of the association. “Actually, it might even be the biggest from a vendor perspective. We had a wait list. We sold out.”

That expanded show footprint included some newcomers. BMR Group, which encompasses over 275 home renovation centres and hardware stores in Quebec, Ontario, and the Maritimes, had its first-ever presence at the show, exhibiting as a gateway to its expansion plans. “This is a very nice show,” said Simon Gouin, senior director, business development. “I’m impressed with the quantity of people that are here.”

He said it’s a way to connect directly with vendors and “create awareness, because a lot of people don’t know us. We’re finding out the hard way that some of the vendors don’t even know us here. So it’s a big learning curve, but it’s not a big hurdle. The fact that we’re members of I.L.D.C. and Spancan helps us.”

For TIMBER MART, the show is about “having a presence as a buying group and being here for our dealers,” said VP of procurement, Randy Martin. “And then during the show, we also have the opportunity to go around and meet with all of our key vendors.”

Networking and the chance “to shake hands and say hello to people, that’s more about what the show is for us,” he said. “Today, as an example, I’ve only been here for a couple hours, but I’ve probably met with three dealers and four vendors already, and typically you’d have to work pretty hard to meet with those people in person.”

From a retail perspective, the show has expanded each year, Kovach said. Along with products and swag, engagement was seen throughout the show floor. “I honestly get a ‘wow’ factor from the entire floor because we’ve had more vendors who want to partner with us on different things.”

The rebranding also opens up the possibility of holding a future show outside the association’s traditional turf, in keeping with Supply-Build Canada’s ambitions to expand its regional scope.

Saturday, Feb. 1 was a possible date for the across-the-board tariffs that U.S. President Donald Trump said he would impose on imports into the U.S. from Canada and Mexico. (Since the Hardlines Weekly Report is compiled before the weekend, we didn’t know at press time whether tariffs were imposed or not.—your time-travelling Editor!)

One thing has become clear to any neutral observer looking at the trade stats: Canada doesn’t have the ability to wound the U.S. economy by enacting retaliatory duties on their products.

Ottawa has said that it will impose “dollar for dollar” tariffs on U.S. imports coming into Canada, even if, as Trump has said, the U.S. tariffs are as high as 25 percent. There’s a problem with that thinking: the U.S. is a huge part of Canada’s export market (70 percent in 2023, according to the United Nations COMTRADE database) and Canada is a much smaller percentage of U.S. exports (17 percent in 2023). So “dollar-for-dollar” retribution will barely touch the U.S. economy.

Consider this. The United States’ gross domestic product in 2023 was US$27.36 trillion, making it the largest economy in the world, ahead of China with US$17.8 trillion. The U.S. exported to Canada around US$427 billion in 2022, according to U.S. Trade Representative (USTR) statistics. That means our share of the U.S. economy, in terms of goods and services shipped to Canada, is about 2.4 percent.

Hardlines is constantly in touch with industry leaders on both sides of the vendor-retailer divide. We have asked various executives about the tariffs issue over the past week.

Simon Gouin, BMR’s vice president of business development attending the recent WRLA show in Edmonton, said to us on the floor of the show that he doesn’t think tariffs are going to happen. “If it does, it’s going to be, excuse my language, a [expletive] ….” Gouin pointed out that BMR doesn’t sell in the United States, but the state of the Canadian consumer is his number one concern.

Randy Martin, vice-president of procurement for TIMBER MART, said at the same show: “Will there be tariffs? Probably. To what degree they actually affect our supply channel in Canada will have to be determined. There’s a lot of moving parts.”

Eric Daignault, divisional GM at Montreal-based Richelieu Hardware, concurred with Gouin that the biggest issue if tariffs are levied is the consumer, and this industry will undoubtedly feel the impact. “It’s not easy for retailers,” Daignault said. “They’re all fighting for a share of the market. And they don’t have the full force of consumer confidence to back them—with uncertainty in the U.S., high interest rates. So discretionary spending is not what it used to be. People are going to buy food before they’re going to paint the walls.”

The former Western Retail Lumber Association used its trade show, which took place in Edmonton in late January, as the platform for announcing a major rebranding initiative. After in-depth consultation with its members, board, and stakeholders, the association has been renamed as Supply-Build Canada.

The rebranding reflects a wider view of the industry, along with new alliances and a repositioning of its trade show.

“As the association expands its advocacy efforts and external partnerships, the Western Retail Lumber Association name became a misnomer,” says association president Liz Kovach. “The building supply industry encompasses building materials beyond lumber, and the association represents manufacturers, distributors, wholesalers, and other categories not represented by just retail.”

Because many of the association’s members, especially on the supplier side, have offices and production outside of the West, the new name intends to capture that, “making a wholesale change of name both necessary and timely,” Kovach adds.

The Prairie-based association’s trade show is one of only two general LBM buying shows in the country. The other is held by the Atlantic Building Supply Dealers’ Association. This year’s ABSDA Expo will be held in Halifax on March 5 and 6.

Along with the new name, Supply-Build Canada announced a partnership with the North American Hardware and Paint Association (NHPA) to access that organization’s extensive library of online and in-person training and educational programs. Supply-Build Canada will be the only licensed provider of NHPA’s educational and training programs Canada-wide.

PEOPLE ON THE MOVE

Paul Crawford, CEO and former president of King Marketing, is retiring after 35 years in the business. He got his start as a sales representative for King Marketing, eventually growing the national manufacturers’ agency from its Western Canadian roots into a national organization serving the hardware and home improvement industry. King Marketing’s current partners are Mark Travers, president; Stephanie Kainz, VP sales; Joel Broughton, pro sales manager; and Matt Jones, national accounts manager. Also at King Marketing: Jim Calce, a 14-year veteran of the company, has moved to the Atlantic Provinces as LBM and pro sales lead. Jeremy Ross is now pro account manager for Western Ontario and Kristy Hineline has taken over LBM sales for Western Ontario.

Robert Rozon has been appointed managing director of Évolution Structures, the Quebec-based building materials fabrication company. Rozon is moving over from the same role at sister company Gagnon – La Grande Quincaillerie, where he had been in place February 2023. The role will be full-time in order to support Évolution Structures’ growth.

NEW PRO DEALER PUBLICATIONS FROM HARDLINES

SELLING TO CONTRACTORS? OUR NEWEST PUBLICATION IS FOR YOU! The contractor side of the business is growing explosively, and most dealers today have at least some of their sales going to trades or builders. Hardlines is launching PRO Dealer Business, a monthly newsletter to keep you informed about the news in the pro, GSD, and ICI markets. The first issue goes out on Feb. 5—and it’s free! To subscribe to this important e-newsletter, please click here

DID YOU KNOW

…that we’ve marked down the 2024 Hardlines Retail Report? The Retail Report is our annual deep dive into the size of the retail market for hardware and home improvement sales in Canada. In this edition, we break down the industry’s sales by province, banner, and store type, and explore topics ranging from online sales and big box strategies for growth to the importance of private labels. Save even more with a Hardlines Premium Membership, and by purchasing the Retail Report in a bundle with our 2024 Market Share Report. Click here for more information and to place your order! click here

RETAILER NEWS

Canada’s newest buying group, EvoX, held a dealer information day Jan. 29 in Montreal for dealers and select vendor partners. The new organization is the result of a partnership between Winnipeg-based Sexton Group and Évolution Distribution in Quebec. Dealers in attendance represented both existing Sexton members in Quebec and Évolution Distribution members, who have all signed on to be part of EvoX.

Siderman Inc. in Guelph, Ont., has joined the ranks of Castle Building Centres. Owners John and Danielle Balfoort have served the area since 2008. They plan to expand their store’s product offering with the move to Castle.

The Globe and Mail reports that organized retail theft is becoming more brazen—and more violent. At a Toronto Shoppers Drug Mart location, an employee was pushed to the ground while following a group of seven people charging the exit with more than $8,000 worth of product in tow. “Retailers across the country are experiencing a rise in violent incidents, threats, and increasingly aggressive behaviour,” Darrell Jones, president of Pattison Food Group, told the newspaper.

The Home Depot in the U.S. has recruited two more outside suppliers to fulfill home deliveries from its stores south of the border. Now, customers can order certain products through Uber Eats and DoorDash. The service is in addition to Home Depot’s use of Instacart, another home delivery service that the retailer began using last summer. Same-day deliveries of orders can be made for thousands of the retailer’s best-selling items available online, as long as they are parcel-eligible. The retailer is catching up with its Canadian division, which has been using DoorDash to provide same-day and express deliveries here since 2020.

Tractor Supply Co., the Tennessee-based farm and hardware retailer, reported that fourth-quarter net sales were up 3.1 percent. For the full year, net sales increased 2.2 percent to US$14.88 billion, while comp sales increased 0.2 percent year over year. Net income was down 0.5 percent to US$1.10 billion.

The Bank of Canada has cut its key interest rate by 25 basis points to 3.0 percent. Governor Tiff Macklem said that monetary policy can do little to ease the burden on the Canadian economy if U.S. President Donald Trump levies tariffs on Canadian imports.

The latest instalment of our podcast series What’s in Store is now online. In this episode, we talk to retail veteran Bill Morrison, who was inducted last fall into the Canadian Home Products Trade Association’s Hall of Fame. Morrison, whose career includes tenures at TruServ Canada and Ace Hardware, shares his insights on what Canadian retail can expect in 2025. Sign up now to get updates about the latest podcasts in your inbox!