October 15, 2018 Volume

xxiv, #38

“Only through curiosity can we discover opportunities, and only by gambling can we take advantage of them.”
— Clarence Birdseye (American inventor, entrepreneur and naturalist, 1886-1956)

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With New Brunswick acquisition, Gillfor will become a national wholesaler

WOODSTOCK, Ont. — Gillfor Distribution Inc., parent company of OWL Distribution Inc., McIlveen Lumber Industries Ltd. and Brown & Rutherford Co., is making another acquisition, one that will effectively make the company a national entity.

Gillfor has announced the purchase of Brunswick Valley Distribution Inc., the Atlantic Canadian distribution arm of parent company Brunswick Valley Lumber Inc.

Brunswick Valley Distribution is headquartered in Fredericton, N.B., and operates a distribution facility in Moncton. The deal will be finalized by January 2019, at which point the company will add products found in other Gillfor divisions, including composite decking, aluminum railing and a variety of specialty softwoods.

Gillfor Distribution was created when OWL Distribution in Woodstock, Ont., and McIlveen Lumber, an LBM wholesaler based in Calgary, merged just over a year ago. Both companies have continued to operate under their respective names, as will Brunswick Valley Distribution, at least for now. The latest acquisition also gives Gillfor a strategic distribution location in Atlantic Canada to add to its six existing distribution centres and one reload facility.

“Gillfor Distribution’s vision is to put in place a network of distribution facilities to service the expansive retail network across Canada. With this acquisition, the infrastructure is now in place to allow us to more effectively bring all of our products to market,” says Bob Dosanjh, Gillfor’s CEO.

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Dealers can invest in their rising stars with NRHA’s retail management course  

SPECIAL REPORT ― Training keeps top performing employees growing and realizing their potential. The North American Retail Hardware Association (NRHA) has developed a program to take key people to the next level.

The Retail Management Certification Program was developed in partnership with Ball State University in Indiana for key employees such as owners, next-generation leaders, managers or directors—anyone who has the potential to excel in an independent home improvement operation.

Joe Chawchka is vice president of operations for Pro Builders Supply in Penticton, B.C. He first heard about the NRHA’s Retail Management Certification Training Program (RMCP) when the company’s president was contacted by their banner, Home Hardware Stores.

The management team at Pro Builders had been looking for training programs that would help prepare their high-potential employees for management roles. The RMCP was the right fit for their needs. The course consists of a six-month class with three multi-day sessions that feature an industry-specific curriculum and a business improvement project. Course work explores leadership, marketing, sales, customer service, human resources management, finance and accounting, applied business strategies and advanced retail operations.

At Pro Builders, the five-store chain has so far sent a total of six employees—two are now general managers, one is a partner in the business and two others have been promoted to retail operations management positions.

Students make three trips to NRHA’s head offices in Indianapolis for three-day sessions, where they build a network of peers as they learn about multiple topics within retail operations that can be applied to business management. Attendees are then challenged to use what they’ve learned to plan and implement a company-wide initiative that will deliver their employers a measurable return on investment.

For Chawchka, what made the program so attractive was not just the content, which he described as “clearly unique from anything else we had seen before,” but the networking opportunity it offered his high-potential employees with others in similar retail hardware and building supply businesses.

“The experience has provided broader exposure for the candidates and allowed us to evaluate their adaptability and resilience, both qualities we require in our management teams,” says Chawchka. (For more info on the program, please e-mail Michael McLarney.)

(The full story on one dealer’s success with NRHA’s retail management training appears in the next issue of our sister publication, Hardlines Home Improvement Quarterly. HHIQ is mailed to 11,000 dealers and managers across Canada. For your own subscription, please click here.)

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Home Depot expands same-day delivery in select U.S. markets

ATLANTA — The Home Depot has rolled out express same-day and next-day local delivery for 20,000 of its most popular items to 35 major metro markets across the U.S. The new service is part of the company’s overall five-year expansion of its delivery offerings for DIY and pro customers.

The company is partnering with car and van providers like Roadie and Deliv to offer the new delivery options for smaller items, while continuing to expand its supply chain network for faster shipments of large bulk deliveries.

Delivery options start at $8.99. “This is just the beginning of our expansion of improved delivery options, but it’s a significant milestone in the way we’re serving customers,” said Mark Holifield, EVP of supply chain and product development for The Home Depot in Atlanta.

While the service is not yet available in Canada, the Home Depot Canada does offer some same-day pick-up options for products in-stock at a customer’s local outlet. Right now, deliveries from a local store can also be arranged as early as next day.

The ongoing investment in the U.S. calls for additional direct fulfillment centres and more than 100 new distribution sites to further extend delivery speed and reach. To use the service, customers shopping online choose “Express Delivery from Store”, where available.

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Contractors get more love at latest Home Hardware dealer market

ST. JACOBS, Ont. ― Home Hardware Stores continues to hone its program for contractor customers. As Home’s dealers have been encouraged to grow the size of their stores over the past decade, more and more of them have the broad assortments to cater effectively to contractors and trades. To support those dealers, Home is creating programs and services to help pros do their jobs better.

Not the least of these is Home’s series of regional pro shows, held each spring in a number of communities across the country. That idea, along with some others that are pro-focused, were inherited with Home’s acquisition of Beaver Lumber back in 1999.

Dealers attending the co-op’s latest dealer market, held in September, found some new ways to attract pro customers. Alec Thompson, marketing manager, contractor communications for Home Hardware, explained a new series of e-offers developed for trade customers. “They’re not as fast to adapt as consumers, but now if you’re going to connect with them, online is the way,” Thompson says.

And loyalty has its rewards. The company’s Top Notch rewards program, a loyalty program exclusively for contractor customers, now has 25,000 members across Canada.

Just as Home has been targetting Quebec to add new member dealers, Thompson and his team see potential to work more closely with Home Hardware stores in that province to help them develop their pro business. “Our growth will be in Quebec,” he says.

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CLASSIFIED ADS

The Field Sales Representative (ON) will be responsible for territory sales growth by implementing plans and strategies to create end user demand for the Henkel LePage portfolio. This individual will be the primary contact and responsible for fostering solid relationships within their region.

What We Offer (Position Description)

• Deliver NES and GP1 annual growth per pro sales plans
• Establishes targets, develops and implements sales plans accordingly for achieved results to be measured against.

• Develop and maintain relationships with distributors, dealers, alliance partners, builders, contractors, remodelers, architects, sealant specifiers and Henkel team members
• Conduct jobsite inspections and testing along with education of LePage products.
• Participate in dealer and training events, where business opportunity is identified.
• Assist in product complaint resolution. This may include; jobsite inspection, product complaint form completion and submission in addition to, immediate or suggested resolution.
• Manage and communicate activity and results via CRM tool, meeting calendar, requested reporting and presentations
• Manage special projects and provide market intelligence as requested to include competitive activity and price shops
• Contribute to Henkel’s success by professionally challenging status quo, sharing your ideas and experience.
• Assume responsibility for other duties as assigned by National Sales Manager

Job specification and competencies

• Minimum 5 years selling experience
• Minimum 5 years’ experience in relevant market (residential/light commercial)
• Professional written and verbal communication
• Proficient with Microsoft Office Suite
• Bachelor’s degree preferred

 https://www.henkel.com/careers/jobs-and-application/-/874012

_________________________________________________________________

70 Years of Building Value Into Building Products

OEM Sales Agencies – Quebec, Prairies, Atlantic Canada

ODL Canada, with distribution centres in Vaughan, ON and Calgary, AB is recognized as a leading supplier in Canada’s fenestration industry.  Our products include Door Glass and Enclosed Blinds for doors, patio doors and windows.

See our complete catalogue at https://odl.com/canada.htm.
To support growth with exciting new products, ODL Canada is currently seeking sales agencies to represent our OEM product line for Quebec, Atlantic Canada and the Prairies.  If your agency is a team that calls on door pre-hangers, door component distributors or window manufacturers in any of these market areas, then we would like to hear from you.
Interested agencies should submit a company profile to Tom Newton, Managing Director of ODL Canada at tom.newton@odl.com.

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Sales Territory Managers | British Columbia, Saskatchewan/Manitoba

Regal Ideas is the innovative leader in Aluminum Railing and associated outdoor living products to the Canadian Home improvement Industry. We require experienced Building Materials Professionals to expand our sales team and drive sales growth across British Columbia and Saskatchewan/Manitoba. If you are a motivated and highly organized team player with Building Materials Sales experience on the wholesale side, then we would like to speak with you.

Please send resume and salary expectations to Marketing@regalideas.com and you will be contacted if qualifications are commensurate with our requirements

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October 8, 2018 Volume

xxiv, #37

“Look to the future, because that’s where you’ll spend the rest of your life.”
—George Burns (American comedian and actor, 1896-1996) 

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Home Hardware woos influencers to boost its brand in unconventional ways

ST. JACOBS, Ont. ― Home Hardware Stores is reaching beyond its traditional marketing and promotional channels in its efforts to connect with a whole new demographic. The company has set its sights on new homeowners and young families, recognizing the importance of creating a relationship with a new generation of DIYers and contractors.

One important but little publicized approach has been by working with social media influencers. Going beyond the bloggers of an earlier era, these tastemakers have large followings on social media platforms such as Instagram and Facebook, and dig deep into lifestyle areas that connect to Home Hardware and its wide range of products.

“We’re working with influencers to promote products and projects,” says Jessica Kuepfer, public relations manager at Home Hardware Stores Ltd. Kuepfer says Home Hardware works with up to 20 different influencers in general through the year, and that number can reach into the hundreds. But the co-op retailer focuses closely on just four or five of the more popular influencers, sending them products, often on an exclusive basis, for their review and evaluation.

The online style gurus Home Hardware has connected with include the individuals and teams behind accounts like “Modern Day Wonderland” and “This Little Estate.”

This latest initiative, she adds, shows that Home Hardware is moving ahead to appeal to a new generation.

Home plans to roll out its most cohesive influencers program yet in 2019. “This year was a lot of testing and learning, and next year we’ll be rolling out promotions with our best partners,” Kuepfer says.

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Big box market share slips, but format remains a force in retail 

WORLD HQ, Toronto ― Big box home improvement stores in Canada continue to represent a significant piece of Canada’s retail home improvement market. But they’re not keeping pace with the overall industry.

According to the 2018 Hardlines Retail Report, an exclusive research report on the size and growth of the industry, sales by all big boxes grew by 3.1% in 2017. However this was below the industry average of 5.1%. As a result, the market share of these large format retailers edged down last year, to just under one-quarter of overall sales in the industry.

Nevertheless, the format remains a major force in the industry, especially considering that just two companies, Home Depot Canada and Lowe’s Canada, comprise the lion’s share of the big box market. Kent Building Supplies, which has eight big stores of its own, is the dominant big box retailer in Atlantic Canada.

Home Depot maintained strong same-store growth in 2017 that actually exceeded the industry average. The sector reduction comes from the estimated sales from Lowe’s big boxes last year. Lowe’s same-store sales in 2017 were positive, but not up to the industry average. The company continues to add stores and realign its RONA big boxes under the Lowe’s banner in markets outside of Quebec. Lowe’s is further investing in its Reno-Depot big box banner and, as of mid-year 2018, has 23 stores operating with that banner. It purchased all the big boxes that had been owned by RONA affiliate dealers in Quebec in 2015. All these initiatives, although crucial for long-term positioning, may have impacted the stores’ sales year over year.

The continued strength of the big boxes, as measured by sales and market share, confirms that this format is maintaining its viability and acceptance within the industry.

(The data is from the Hardlines Retail Report. This comprehensive analysis of Canada’s retail home improvement industry is available in either PDF or handy PowerPoint format. It has 200 slides, dozens of charts and graphs, and more photos than ever before. Click here for details and to order your Hardlines Retail Report now!)

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These dealers are helping change perspectives about women in the industry

NATIONAL REPORT ― In the 14 years since Geneviève Gagnon took on a leadership role at her father’s company, Groupe Yves Gagnon, she has been steadily breaking down gender stereotypes. As general manager of the company her father founded, she’s helped grow the business from four stores and 200 employees to six stores and more than 350 employees.

When she started out, she faced some resistance from her male colleagues. Not surprisingly, they don’t dismiss her anymore.

For Jillian Sexton, it wasn’t always a foregone conclusion that she would work for her father’s business. She became COO of Hector Building Supplies in her 20s, when it had two locations in Nova Scotia. She’s since added a third in Prince Edward Island.

Sexton surprised even her own father by following in his footsteps. “My dad had two daughters and building supply is still unfortunately a male-dominant industry,” she says. “I don’t think he thought his daughter who was doing ballet five nights a week would be involved full-time.”

Like Gagnon, she put in the hard work to learn the business. Sexton started sweeping floors at their Stellarton location when she was 15 and worked her way up through store, learning the business inside and out. Her team respects her because she puts in the effort and they support her in everything she does.

She recalls a question her father used to ask her: “Are you going to work hard to make yourself successful, or to make someone else successful?”

As far as the climate for women working in home improvement retailing goes, Gagnon believes the industry has come a long way since she got her start. “The manufacturing industry is still a bit of a boys’ club, but on the retail side I’m seeing a lot more women,” she says.

For Sexton, she says her story is about more than being a woman in the industry. What she has accomplished stems from the same drive and passion that propels independent dealers across the country, regardless of gender.

Still, Gagnon says she’s happy to see things changing in this industry. “There are more and more young women now, in their 20s and 30s, willing to take over the family business, and I see them getting active in industry associations and working for vendors. Slowly but surely things are changing.”

(This story comes from a recent issue of our quarterly print magazine, Hardlines Home improvement Quarterly. If you want to read more content about exceptional dealers and what they’re doing across the country, make sure you’re subscribed to HHIQ. Click here for more information!)

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Home Depot awards innovative vendors, then promotes them to consumers

ATLANTA ― “Make life easier for your customers.” That was the advice Annette Verschuren, former president of Home Depot Canada, gave to an audience of vendors when she was inducted into the Industry Hall of Fame by the Canadian Hardware and Housewares Association in 2011.

It’s a mantra that Home Depot has embraced, regularly awarding select vendors for their innovative practices. However, with the announcement of this year’s Innovation Award winners, Home Depot has developed a promotional campaign to communicate these innovations to its retail customers, as well.

The company has created an official “Innovation Award” seal that will appear on the packaging of these products that Home Depot has identified as “best-in-class”, highlighting their status to customers.

“We appreciate the effort our vendor partners put into innovation each year,” says Ted Decker, merchandising executive vice president for Home Depot. Today, we’re celebrating their work by recognizing the most innovative products and releasing a Home Depot Innovation seal so that our customers can find those products in-store and online easily.”

The company recognized 12 companies in total. Here are the top winners:

• Overall winner: The Makita Sub Compact Program, which runs on an 18-volt battery system and claims to be 25% lighter and smaller than traditional 18-volt tools.
• First runner up: The LifeProof Slip Resistant Tile, which Home Depot says is 50% more slip resistant than ordinary tile.
• Second runner up: The Halo Colour Selectable LED Downlight Retrofits offer five different colour temperatures from warm white to daylight, offering flexibility for both homeowners and contractors.

(Click here to see all of this year’s Innovation Award winners.)

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Terry Davis, president and CEO of Home Hardware Stores Limited, and Stew Gingrich, vice- president, human resources, have been inducted into the Home Hardware Stores Builders’ Circle. The Builders’ Circle program was launched in commemoration of Home’s 50th anniversary in 2014 to honour and recognize retired members of the Board of Directors and corporate officers of Home Hardware for their past service and contributions to support Home Hardware dealers. Davis will retire on October 10 after 48 years of service. Gingrich will retire in January after 46 years of service. 

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CLASSIFIED ADS

The Field Sales Representative (ON) will be responsible for territory sales growth by implementing plans and strategies to create end user demand for the Henkel LePage portfolio. This individual will be the primary contact and responsible for fostering solid relationships within their region.

What We Offer (Position Description)

• Deliver NES and GP1 annual growth per pro sales plans
• Establishes targets, develops and implements sales plans accordingly for achieved results to be measured against.

• Develop and maintain relationships with distributors, dealers, alliance partners, builders, contractors, remodelers, architects, sealant specifiers and Henkel team members
• Conduct jobsite inspections and testing along with education of LePage products.
• Participate in dealer and training events, where business opportunity is identified.
• Assist in product complaint resolution. This may include; jobsite inspection, product complaint form completion and submission in addition to, immediate or suggested resolution.
• Manage and communicate activity and results via CRM tool, meeting calendar, requested reporting and presentations
• Manage special projects and provide market intelligence as requested to include competitive activity and price shops
• Contribute to Henkel’s success by professionally challenging status quo, sharing your ideas and experience.
• Assume responsibility for other duties as assigned by National Sales Manager

Job specification and competencies

• Minimum 5 years selling experience
• Minimum 5 years’ experience in relevant market (residential/light commercial)
• Professional written and verbal communication
• Proficient with Microsoft Office Suite
• Bachelor’s degree preferred

 https://www.henkel.com/careers/jobs-and-application/-/874012

_________________________________________________________________

70 Years of Building Value Into Building Products

OEM Sales Agencies – Quebec, Prairies, Atlantic Canada

ODL Canada, with distribution centres in Vaughan, ON and Calgary, AB is recognized as a leading supplier in Canada’s fenestration industry.  Our products include Door Glass and Enclosed Blinds for doors, patio doors and windows.

See our complete catalogue at https://odl.com/canada.htm.
To support growth with exciting new products, ODL Canada is currently seeking sales agencies to represent our OEM product line for Quebec, Atlantic Canada and the Prairies.  If your agency is a team that calls on door pre-hangers, door component distributors or window manufacturers in any of these market areas, then we would like to hear from you.
Interested agencies should submit a company profile to Tom Newton, Managing Director of ODL Canada at tom.newton@odl.com.

_________________________________________________________________

Sales Territory Managers | British Columbia, Saskatchewan/Manitoba

Regal Ideas is the innovative leader in Aluminum Railing and associated outdoor living products to the Canadian Home improvement Industry. We require experienced Building Materials Professionals to expand our sales team and drive sales growth across British Columbia and Saskatchewan/Manitoba. If you are a motivated and highly organized team player with Building Materials Sales experience on the wholesale side, then we would like to speak with you.

Please send resume and salary expectations to Marketing@regalideas.com and you will be contacted if qualifications are commensurate with our requirements

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October 1, 2018 Volume

xxiv, #36

“Beware of false knowledge; it is more dangerous than ignorance.”
—George Bernard Shaw (Irish playwright and essayist, 1856-1950) 

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TIMBER MART plans new LBM distribution centre for Ontario

VAUGHAN, Ont. — TIMBER MART is expanding its lumber and building materials distribution network into Ontario with the addition of a five-acre property in Mount Forest. The location was chosen for its proximity to the buying group’s member dealers throughout Southern, Central and Northern Ontario. The new facility will be located within a six-hour radius of many of those stores.

The new DC will offer a wide selection of LBM products and provide weekly deliveries, cross-docking/furtherance service and access for dealers picking up orders. It’s slated to open in January 2019.

“Our new distribution centre in Ontario will offer our members all of the conveniences that our existing facilities provide and that our members in B.C., Quebec and New Brunswick currently enjoy,” says Bernie Owens, president of TIMBER MART.

TIMBER MART has two other DCs. One is in St-Nicolas, Que. When TIMBER MART reorganized its hardware distribution business, Chalifour Canada, in late 2014, it shuttered a hardware distribution centre in Victoriaville, Que. But the LBM facility in St-Nicolas was left untouched, maintaining TIMBER MART’s commitment to the Quebec market. Chalifour Canada was eventually sold to U.S. hardware wholesaler Orgill.

In April 2017, the buying group opened a 27,000-square-foot LBM distribution centre in Langley, B.C. That facility shares space with Orgill, which houses its hardlines products serving dealer customers in parts of the Western market.

TIMBER MART expects to hire about 25 staff for the facility in the Mount Forest area when fully operational.

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Federated Co-op focuses on homegrown hardware products

SASKATOON — Federated Co-op is working closely with domestic producers in a program called “Made by Us.” It’s FCL’s latest marketing campaign to spotlight its private-label product lines created together with small Canadian manufacturers.

This is the second year for the campaign, which proved successful in 2017 as a way to support Canadian businesses and give a major sales lift to the products featured in the campaign.

Last year, the featured product categories were fuel and food. This year, hardlines are being promoted for the first time. The latest TV and social media campaign features FCL’s own Imagine line of paint brushes and rollers. It tells the story of how Co-op makes these applicators together with Bennett Tools in Concord, Ont., which claims to be the only remaining Canadian manufacturer of paint tools.

The family business, run by Henry Silberman and his sons, share FCL’s values of product sustainability, as well as initiatives such as profit sharing and charitable giving. The Silberman family brought production of the company’s paint brushes back to Canada from Asia in 2010.

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Lowe’s Canada showcases Ace growth at RONA Ace buying show

MONTREAL — RONA Ace Buying Show at the Palais des congrès de Montréal in September showcased the integration of the Ace banner with the rest of the Lowe’s Canada family. Bill Morrison, divisional VP for Ace Canada, said that the Ace team, now ensconced at Lowe’s Canada’s Mississauga offices, is “continuing to find ways to leverage the knowledge” of the Boucherville and Mississauga leadership. “We’ve had an incredible year and that’s only possible with Lowe’s Canada’s support.”

Ace and RONA dealer services, including the online Ace Learning Labs adopted from Ace in the U.S., were based in a single hub at one end of the exhibition hall. The Learning Labs feature online tutorials that allow staff to pick up and retain essential knowledge in a short time. Store management can assign specific lessons and track completion.

The more than 1,000 tutorials cover topics from product knowledge to sales skills, to make staff more confident and improve customer experience. “A lot of the time you see new staff run away when a customer comes into the store and wants, say, to get a key cut,” explains Guy Lichter, Ace Canada’s director of operations. The online training lets them lock down those skills. Stores also benefit from a telephone helpline.

Offers from the Craftsman line and appliance selections were geared to allow stores of any size to customize their product mix. Appliances are offered on a modular basis, so that stores can provide a basic selection of the most popular items in as little as 400 square feet. Stores prepared to devote more space to appliances can then add as many modules as they can accommodate.

Regardless of the in-store selection, all Ace stores are linked to the banner’s online channel with its full range of products. Ace’s e-retail system is “happening very fast,” says Morrison, a boon to Ace’s largely rural base.

Likewise, products in the Craftsman display featured colour-coded dots to help dealers tailor their selection to their store without having to reinvent the wheel. One colour marked the best-selling items to allow smaller stores to pick out their must-haves. Another highlighted popular buys for stores with space for a mid-sized range. Products with no dot are specialty items for stores looking to become a “destination,” according to Morrison.

Morrison is confident about the role Ace has to play among Lowe’s Canada’s banners, using the company’s services and resources to support local independent dealers in their own unique contexts. “We don’t just provide the tools, but the training and support from end to end.”

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Home Depot goes after the home décor market

SPECIAL REPORT — Home Depot is moving to position itself as the go-to destination for home décor products, in a shot across the bow of U.S. giants like J.C. Penney and Bed Bath & Beyond.

Declaring that it will become a “favourite décor destination,” the move is an indicator that Home Depot is planning to take advantage of the profile that e-retailer The Company Store, which it acquired at the end of last year, has built up in the upmarket housewares and design business.

At the time of the acquisition, a Credit Suisse analyst found that décor categories alone constituted just 3% of Home Depot’s sales, even though ancillary categories make up about one-quarter. Realtor.com placed home décor on a list of categories for which customers can find better deals elsewhere than home improvement big boxes. Yet an Apex Market Report earlier this summer placed Home Depot among the top players for wall décor.

In a recent promotion, Home Depot features offerings of furniture, linens, bath accessories and table and wall decorations. No fewer than 66 bath towels are available, some bearing the Company Store brand. Apart from area rugs, the retailer is sticking to offering “soft” items online for the time being, but execs will no doubt be watching sales closely. If the category is a success through the online channel, we could be seeing soft home offerings alongside Home Depot’s in-store hardlines.

This isn’t Home Depot’s first foray into home décor. In the ’90s, the company piloted a spin-off called Expo, a store for upmarket home improvement lines along with décor offerings such as textiles and dining ware. The Company Store takeover marks the first time Home Depot has seriously revisited the “soft” categories since it closed its Expo stores around the end of the last decade. With J.C. Penney, Bed Bath & Beyond and especially Sears all facing their own challenges, the timing may just be right.

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Spectrum Brands has announced the departure of two of its top executives. Nathan Fagre is vacating the position of senior VP, general counsel and corporate secretary, which he has held since 2011. Stacey Neu, senior VP of human resources since 2010, is also stepping down. Ehsan Zargar will succeed Fagre and will handle Neu’s responsibilities in collaboration with Executive VP and CFO Douglas Martin.

_______________________________________________________________

CLASSIFIED ADS

The Field Sales Representative (ON) will be responsible for territory sales growth by implementing plans and strategies to create end user demand for the Henkel LePage portfolio. This individual will be the primary contact and responsible for fostering solid relationships within their region.

What We Offer (Position Description)

• Deliver NES and GP1 annual growth per pro sales plans
• Establishes targets, develops and implements sales plans accordingly for achieved results to be measured against.

• Develop and maintain relationships with distributors, dealers, alliance partners, builders, contractors, remodelers, architects, sealant specifiers and Henkel team members
• Conduct jobsite inspections and testing along with education of LePage products.
• Participate in dealer and training events, where business opportunity is identified.
• Assist in product complaint resolution. This may include; jobsite inspection, product complaint form completion and submission in addition to, immediate or suggested resolution.
• Manage and communicate activity and results via CRM tool, meeting calendar, requested reporting and presentations
• Manage special projects and provide market intelligence as requested to include competitive activity and price shops
• Contribute to Henkel’s success by professionally challenging status quo, sharing your ideas and experience.
• Assume responsibility for other duties as assigned by National Sales Manager

Job specification and competencies

• Minimum 5 years selling experience
• Minimum 5 years’ experience in relevant market (residential/light commercial)
• Professional written and verbal communication
• Proficient with Microsoft Office Suite
• Bachelor’s degree preferred

https://www.henkel.com/careers/jobs-and-application/-/874012

_________________________________________________________________

70 Years of Building Value Into Building Products

OEM Sales Agencies – Quebec, Prairies, Atlantic Canada

ODL Canada, with distribution centres in Vaughan, ON and Calgary, AB is recognized as a leading supplier in Canada’s fenestration industry.  Our products include Door Glass and Enclosed Blinds for doors, patio doors and windows.

See our complete catalogue at https://odl.com/canada.htm.
To support growth with exciting new products, ODL Canada is currently seeking sales agencies to represent our OEM product line for Quebec, Atlantic Canada and the Prairies.  If your agency is a team that calls on door pre-hangers, door component distributors or window manufacturers in any of these market areas, then we would like to hear from you.
Interested agencies should submit a company profile to Tom Newton, Managing Director of ODL Canada at tom.newton@odl.com.

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Pioneering Safety

At Allegion, our vision is to make the world safer. As a company of experts, we secure the places where people thrive. Security will always be a top concern, so we are inventing new and innovative technologies to keep people protected wherever they are; anytime, anywhere. Whether at home or school, in a hospital or commercial building, we pride ourselves on providing safety for today and for the future. Spanning across 130 countries, Allegion is committed to the protection of our employees and the public.

Our Values

We are very passionate about our values and live them daily. How do you celebrate your successes? Do you take pride in the work you have accomplished?

Have a knack for curiosity and creativity? How do you live out your passion for excellence? What does living safely and healthy mean to you?

If these are values that keep you motivated, you have come to the right place. Take a look at our available opportunities to join our winning team today!

Channel Marketing Manager

The Channel Marketing Manager will maximize the long-term Schlage brand volume and growth, while delivering short-term volume and sales across the national customer base. This role is responsible for strategizing, creating, communicating and supporting Schlage national initiatives, policies and standards against Distribution, Shelving, Pricing and Promotion goals. Other key responsibilities include identifying, developing and implementing account specific promotional tie-ins. Lastly, communicate our customers’ needs across the Allegion organization to ensure business-building programs are created.

What You Will Do:

• Work closely with the Sales and Marketing team, to identify growth opportunities within National / Key accounts
• Establish productive, professional relationships with key personnel in assigned partner accounts
• Develop account specific programs and promotions that grow our business to new levels
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Oversee the planning, production and implementation of the various projects / programs, etc. to ensure that quality and excellence is attained, exceeding our customers’ expectations
• Key link to Marketing and Sales, ensuring that direction, communication and feedback is continual and accurate, ensuring that we fully optimize our effectiveness in the selling process
• Benchmark Schlage in the industry to ensure we are providing sales and marketing excellence to our accounts.
• Work with management, sales and customers to develop and manage annual promotional calendar, evaluate financial impact, execute promotion and track results.
• Lead solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
•  Manage and execute RSS Merchandising Program targeting channel segments
• Provide sales and market analytics and price execution support

What You Will Need:

• Bachelor’s Degree in Sales, Marketing, Business or equivalent years of experience
• 3 to 5 years’ experience in a channel, product or marketing category management position preferred
• Previous experience with Home Depot, Canadian Tire, Lowes, Amazon and LBM channel would be an asset
• Door Hardware experience; electrical and mechanical door hardware experience would be an asset
• Exceptional computer skills; advanced excel, PowerPoint and data mining skills
• Strong communication and presentation skills all levels of business
• Strong analytical and negotiating skills
• Proven experience with strong account planning that achieved positive business results
• Ability to build strong cross functional relationships with Finance, Marketing and Customer Care
• Bilingualism is an asset

Why Work For Us?

• Rewarding and Challenging Career
• Comprehensive Benefits
• Global Opportunities
• Employee Discounts
• A Culture of Wellness and Balance
• Tuition Reimbursement
• Training and Development
• Community Involvement

Apply Today

Join our team of experts today and help us make tomorrow a safer place.

www.allegion.com

We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

_________________________________________________________________

September 24, 2018 Volume

xxiv, #35

“Those who are at war with others are not at peace with themselves.”
—William Hazlitt (English writer, literary critic, philosopher and painter, 1778-1830) 

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Behind the scenes: why Rick McNabb really left Home Hardware

ST. JACOBS, Ont. ― “Absolutely, it was his choice.” When asked why Rick McNabb left the organization, Rob Wallace, interim senior director of marketing for Home Hardware Stores Ltd., states emphatically that the former VP marketing and sales left of his volition.

Speculation has abounded over why he left the company so suddenly. McNabb, brought in two-and-a-half years ago, was the architect of sometimes controversial changes at the dealer-owned co-op, including updated branding with the tag line, “Here’s how”, and a new advertising campaign. He was considered by many to be a possible candidate for the role of CEO, and then presumed to have been either fired or pushed out by virtue of being passed over for the top job.

Kevin Macnab (no relation) was named recently as president and CEO, as incumbent Terry Davis prepares for retirement.

Wallace, speaking during the recent Home Hardware Fall Market, says the opposite was actually the case. “He never threw his hat in the ring. He never put forward that position.” Instead, Wallace suggests that McNabb’s role was always considered a fixer role, one which would not necessarily align with longevity at the company or McNabb’s personal ambitions.

Wallace further vouches for the efficacy of Home Hardware’s current ad strategy—considered one of McNabb’s projects. While some vendors have indicated to Hardlines that their sales are down with the company this year and want to blame the advertising, Wallace says, “On the contrary, our research shows that the ‘Here’s how’ strategy is testing really well.” It’s resonating with the campaign’s target audience, young homeowners, he says, as Home Hardware works to develop a new generation of customers for its stores.

“Overall, our retail sales are up greater than plan.”

In the meantime, the company has reorganized to fill McNabb’s duties. “Dunc Wilson, who currently heads up dealer development, is now senior director of sales on an interim basis,” Wallace explains. “We’ll continue that arrangement until Kevin [Macnab] gets settled and is prepared to make some decisions.”

Wallace, who is already director of marketing, was given the senior marketing director role on an interim basis.

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New publication from Hardlines targets dealer issues to help them drive profits

WORLD HQ, Toronto — Hardlines has launched a brand new publication that is targeted squarely at store owners and managers. Hardlines Dealer News is an email newsletter with content designed especially for dealers and owners who are trying to run their businesses at peak effectiveness.

The first issue was emailed out last week, featuring news, tips and trends to help retailers operate more successfully. The content of HDN is focused on store management, competitive trends and operational efficiencies. It’s sent out monthly to stores and retail head offices across the country.

The first issue of Hardlines Dealer News has stories on everything from managing your commercial sales to getting the most out of your endcaps. Future issues of Hardlines Dealer News will continue to carry powerful content for retail owners and managers, including how to maximize online relationships with customers, why buying groups continue to gain ground in this market, ways that big boxes are going after the independents’ key customers and how to hire in a tight job market.

HDN tells the stories of successful dealers of all sizes from every part of Canada, such as the contractor yard in Vancouver that has an engineer consultant on staff, or the hardware store owner in cottage country who shares her insights on how to become more involved in one’s own community.

Hardlines Dealer News is produced monthly by the editors of Hardlines. Dealers who wish to get their own subscription can sign up right here at no charge.

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Changes at Home Hardware’s fall market reflect wider corporate shift

ST. JACOBS, Ont. ― The aisles were busy with dealers, their staff and families from across the country looking for new products and deals at the latest Home Hardware Dealer Market, which was held last week in St. Jacob’s, Ont.

But what was most noticeable about this familiar event, which has been running in Home’s own warehouse since 1979, is how much was different. The layout, which has had a similar format for years, had been altered to emphasize the range of services Home offers to its dealers, while emerging categories were given more prominence than ever.

Dealers entering the show found a showcase of outdoor living products to their right in what appears to be a larger space each show. To the left of the centre aisle, heavy appliances have a place of prominence, a statement about Home’s intention to capture more of this growing market.

Changes on the show floor reflect larger changes taking place currently within the organization itself. In fact, conversations with just about anyone wearing a red jacket at this show would elicit a thoughtful “change is good” response, as everyone from dealers to senior management company-wide are coping with the shift.

Those changes have been reflected in Home Hardware’s ad campaigns, service offerings and, not least, the lineup of senior management. A new CEO, Kevin Macnab takes the helm officially on October 10. He made an appearance on day two of the show to walk through it and get familiarized with Home’s culture.

Other parts of the business getting a push at this show included the Aeroplan loyalty program and Home’s marketing efforts to pro and contractor customers.

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Lowe’s Canada show launches Craftsman, new awards for RONA and Ace dealers

MONTREAL — Lowe’s Canada last week hosted this year’s RONA and Ace Canada buying show recently at Montreal’s Palais des congrès. Beginning on September 12, the show brought together record numbers of participants, including some 300 dealers and 330 suppliers. The show aimed to underscore Lowe’s Canada’s commitment to its affiliate RONA dealers and independent Ace stores.

Highlights included the launch of the Craftsman brand, “something that’s going to be major” for dealers in the words of Annick Day, national director, RONA dealer support, who had been at work on the show for the past six months. The tool line is exclusive to Lowe’s Canada’s banners, which are honouring the warranties on Craftsman products bought from Sears before the sale last year of the line to Stanley Black & Decker.

On the Ace end, Divisional Vice President Bill Morrison hailed Lowe’s Canada’s commitment to the banner: “We’ve had an incredible year, and it’s only with Lowe’s Canada’s support that we could do that.”

Front and centre at the show was a large seasonal section full of lawn and garden supplies and furniture for the spring selection. Power buys exclusive to the show this year featured special deals for larger purchases: buy more, save more. The LBM section offered sit-down booths to accommodate the in-depth negotiations that lumber transactions can entail.

On the first day of the event, dealers had the opportunity to take part in workshops on subjects ranging from merchandising to e-commerce. The following evening brought the annual gala recognizing outstanding local dealers. Three new categories were introduced this year under the “Builder of Success” heading.

This year’s winners in the new category are: Nancy Powell-Quinn, RONA Moffatt & Powell, London, Ont. (Up and Comer); RONA Forget, Mont-Tremblant, Que. (Community); and Bruce Allen, RONA North Vancouver (Lifetime Achievement). Ace dealers in the category are: Chad Camp, Ace County Farm Centre, Picton, Ont. (Up and Comer); Ace Armand Dumaresq matériaux de construction, Gaspé, Que. (Community); and Bryon Calvert, Ace Hardware Beaverlodge, Beaverlodge, Alta. (Lifetime Achievement).

The show closed with a visit from RONA-sponsored NASCAR Pinty’s Series driver Alexandre Tagliani, for a meet-and-greet with dealers and suppliers.

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CLASSIFIED ADS

The Field Sales Representative (ON) will be responsible for territory sales growth by implementing plans and strategies to create end user demand for the Henkel LePage portfolio. This individual will be the primary contact and responsible for fostering solid relationships within their region.

What We Offer (Position Description)

• Deliver NES and GP1 annual growth per pro sales plans
• Establishes targets, develops and implements sales plans accordingly for achieved results to be measured against.

• Develop and maintain relationships with distributors, dealers, alliance partners, builders, contractors, remodelers, architects, sealant specifiers and Henkel team members
• Conduct jobsite inspections and testing along with education of LePage products.
• Participate in dealer and training events, where business opportunity is identified.
• Assist in product complaint resolution. This may include; jobsite inspection, product complaint form completion and submission in addition to, immediate or suggested resolution.
• Manage and communicate activity and results via CRM tool, meeting calendar, requested reporting and presentations
• Manage special projects and provide market intelligence as requested to include competitive activity and price shops
• Contribute to Henkel’s success by professionally challenging status quo, sharing your ideas and experience.
• Assume responsibility for other duties as assigned by National Sales Manager

Job specification and competencies

• Minimum 5 years selling experience
• Minimum 5 years’ experience in relevant market (residential/light commercial)
• Professional written and verbal communication
• Proficient with Microsoft Office Suite
• Bachelor’s degree preferred

https://www.henkel.com/careers/jobs-and-application/-/874012

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70 Years of Building Value Into Building Products

OEM Sales Agencies – Quebec, Prairies, Atlantic Canada

ODL Canada, with distribution centres in Vaughan, ON and Calgary, AB is recognized as a leading supplier in Canada’s fenestration industry.  Our products include Door Glass and Enclosed Blinds for doors, patio doors and windows.

See our complete catalogue at https://odl.com/canada.htm.
To support growth with exciting new products, ODL Canada is currently seeking sales agencies to represent our OEM product line for Quebec, Atlantic Canada and the Prairies.  If your agency is a team that calls on door pre-hangers, door component distributors or window manufacturers in any of these market areas, then we would like to hear from you.
Interested agencies should submit a company profile to Tom Newton, Managing Director of ODL Canada at tom.newton@odl.com.

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Pioneering Safety

At Allegion, our vision is to make the world safer. As a company of experts, we secure the places where people thrive. Security will always be a top concern, so we are inventing new and innovative technologies to keep people protected wherever they are; anytime, anywhere. Whether at home or school, in a hospital or commercial building, we pride ourselves on providing safety for today and for the future. Spanning across 130 countries, Allegion is committed to the protection of our employees and the public.

Our Values

We are very passionate about our values and live them daily. How do you celebrate your successes? Do you take pride in the work you have accomplished?

Have a knack for curiosity and creativity? How do you live out your passion for excellence? What does living safely and healthy mean to you?

If these are values that keep you motivated, you have come to the right place. Take a look at our available opportunities to join our winning team today!

Channel Marketing Manager

The Channel Marketing Manager will maximize the long-term Schlage brand volume and growth, while delivering short-term volume and sales across the national customer base. This role is responsible for strategizing, creating, communicating and supporting Schlage national initiatives, policies and standards against Distribution, Shelving, Pricing and Promotion goals. Other key responsibilities include identifying, developing and implementing account specific promotional tie-ins. Lastly, communicate our customers’ needs across the Allegion organization to ensure business-building programs are created.

What You Will Do:

• Work closely with the Sales and Marketing team, to identify growth opportunities within National / Key accounts
• Establish productive, professional relationships with key personnel in assigned partner accounts
• Develop account specific programs and promotions that grow our business to new levels
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Oversee the planning, production and implementation of the various projects / programs, etc. to ensure that quality and excellence is attained, exceeding our customers’ expectations
• Key link to Marketing and Sales, ensuring that direction, communication and feedback is continual and accurate, ensuring that we fully optimize our effectiveness in the selling process
• Benchmark Schlage in the industry to ensure we are providing sales and marketing excellence to our accounts.
• Work with management, sales and customers to develop and manage annual promotional calendar, evaluate financial impact, execute promotion and track results.
• Lead solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
•  Manage and execute RSS Merchandising Program targeting channel segments
• Provide sales and market analytics and price execution support

What You Will Need:

• Bachelor’s Degree in Sales, Marketing, Business or equivalent years of experience
• 3 to 5 years’ experience in a channel, product or marketing category management position preferred
• Previous experience with Home Depot, Canadian Tire, Lowes, Amazon and LBM channel would be an asset
• Door Hardware experience; electrical and mechanical door hardware experience would be an asset
• Exceptional computer skills; advanced excel, PowerPoint and data mining skills
• Strong communication and presentation skills all levels of business
• Strong analytical and negotiating skills
• Proven experience with strong account planning that achieved positive business results
• Ability to build strong cross functional relationships with Finance, Marketing and Customer Care
• Bilingualism is an asset

Why Work For Us?

• Rewarding and Challenging Career
• Comprehensive Benefits
• Global Opportunities
• Employee Discounts
• A Culture of Wellness and Balance
• Tuition Reimbursement
• Training and Development
• Community Involvement

Apply Today

Join our team of experts today and help us make tomorrow a safer place.

www.allegion.com

We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

_________________________________________________________________

September 17, 2018 Volume

xxiv, #34

“To know oneself, one should assert oneself.”
—Albert Camus (French-Algerian philosopher, author, and journalist, 1913-1960) 

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Home Hardware’s new CEO expected to bring outside expertise

ST. JACOBS, Ont. — Would they hire from within or from without? The mystery was solved last week when Home Hardware Stores Limited announced the appointment of the former head of Toys “R” Us, Kevin Macnab, as president and CEO. His role becomes effective October 10.

Macnab has more than 30 years of retail industry experience, including heading up Toys “R” Us for Canada, then as president of the company’s international operations. His CV also includes stints at Marks & Spencer and the D’Allaird’s clothing store chain.

That outside experience, both nationally and internationally, is apparently just what Home was looking for.

“Kevin brings a combination of global retail experience and a deep understanding of the Canadian market,” said Christine Hand, chairman of the Home Hardware board. “He understands the importance of adapting to the fast-changing retail landscape and has a track record of increasing market share through omni-channel strategies and new store growth. Most importantly, he understands the unique value and potential of the Home Hardware brand.”

Macnab will replace Terry Davis, who has served as CEO since 2014, and as both president and CEO since May. Davis announced back in July his intention to retire before the end of this year. He has been with the company for 48 years. He stated in a previous interview that he would stay long enough to manage a smooth transition of duties. But now, Hardlines has learned, his last day will be October 10, when Macnab steps in officially.

“I am honoured to have been selected to lead such an iconic Canadian retailer with a storied past and strong, dependable brand,” Macnab said in a release. “I look forward to working with the dealer-owners and the entire team at Home Hardware to develop and implement strategies focused on engaging with our customers in new and innovative ways, both in-store and online.”

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Western regional wholesaler continues expanding its ranks and operation 

NANAIMO, B.C. — Coast Distributors is adding to its team and its distribution network as it expands its reach in the West. The Nanaimo, B.C.-based hardware wholesaler has opened a second distribution centre in Surrey, B.C. Both facilities in that community are designed to better serve Coast’s direct import program and its customers in the Lower Mainland. Coast also has two main DCs, in Nanaimo and Kelowna, which serve all of British Columbia and Northern Alberta.

Coast Distributors was established in 1986 by Alex Guy―in his garage. In 1998, Brad McCluskie joined as a sales rep for Southern Vancouver Island and eventually moved into the office as Guy’s second in command. In 2006, McCluskie bought into the company. In 2010, a group of senior employees and managers purchased the final shares when the founder exited. 

The team continues to grow at Coast, as well. Bonnie Kellogg has recently joined as purchasing manager. She will work out of the company’s Surrey office, connecting with Coast’s re-buyers in the Nanaimo and Kelowna branches. Kellogg takes over from Anthony Snell, who has moved to the Nanaimo operation in the role of general manager.

These expansion efforts will, in part, support the push that Coast is making on its own private-label lines. Under the “TerraTuff” name, the company offers more than two dozen lines, including hand tools, paint brushes and paint accessories. Coast’s full range of products also includes electrical and plumbing, garden supplies, automotive accessories and housewares.

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Outdoor trends on display at German lawn and garden show

COLOGNE, Germany — Visitors from around the world gathered at the Koelnmesse exhibition centre in Cologne, Germany, for spoga+gafa, the annual international lawn and garden trade fair. The event, held September 2 to 4, drew 40,000 visitors from 114 countries and some 2,000 exhibitors spread across nearly 2.5 million square feet of floor space.

“Our share of international visitors rose again by 4%, to 64% overall,” says Katharina Hamma, COO of Koelnmesse GmbH, which owns the show. “This growth from abroad underlines the strong international significance of spoga+gafa. Both those in specialized trades and large-scale retailers were strongly represented.”

Visitors could see new furniture designs that responded to consumers’ desire for more sustainable products, while maintaining durability and creative designs. One vendor experimented with polypropylene webbing stretched across a frame to create an ergonomic lounge chair. Another vendor developed an umbrella that easily fit above a narrow balcony, reflecting a move by more designers to offer space-saving solutions to urban dwellers.

Another common theme throughout the show presented sustainable alternatives to common products. Several vendors showed planters made of recyclable materials. One offered fireplace logs made from recycled coffee grounds. For gardeners concerned about the negative impact of peat moss farming on the environment, another vendor offered an eco-friendly alternative.

Urban gardening is a trend that continues to gain steam. Visitors at spoga+gafa saw many options for products that helped consumers grow fruits and vegetables in a small space, whether it was self-watering planters that hung easily on a balcony or a vertical container for growing strawberries. Multiple grill vendors offered portable cooking units designed for balconies or tailgate parties.

Another popular area at the show was Outdoor Kitchen World. Consumers still have an appetite for spending big on outdoor entertainment areas, and that includes a growing trend to create a gourmet experience when eating outdoors. Besides traditional barbecuing, consumers want other cooking options such as smokers and woks.

Consumers also desire to marry form with function when purchasing a grill or fire pit for their yard. While it may be functional, they also want something that makes an artistic statement in their living spaces.

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Legalized cannabis: a potential new niche for hardware dealers?

SPECIAL REPORT — The imminent legalization of cannabis, and the uncertainty attached to just how it will be sold, has put a whole new sector of retailing into confusion. But the opportunities for selling accessories for this industry are more clear cut—and could provide new opportunities for dealers in select markets after legalization takes effect on October 17.

A recent visit to a cannabis trade show and conference in Toronto revealed a lot of optimism about the future of this nascent industry. And while the big focus was on start-ups and venture-capital plays, a number of exhibitors on the show floor were interested in finding new channels for the hardware and equipment that will drive the business.

Dealers in downtown, vacation or university markets may find they can stock up on paraphernalia, including the pipes, rolling papers and various vaping devices for preparing and using cannabis.

But another part of the upcoming legislation involves the ability for individuals to grow up to four plants of their own each year. But the challenge is in developing a healthy yield. And that creates another opportunity for retailers. Makers of soils, nutrients, lights, watering systems, hydroponics and heating units were at the cannabis show trying to find merchants to carry their products.

In fact, some of these items are already finding their way into conventional home improvement channels. At the latest National Hardware Show, held in May, at least one vendor was offering pots specifically designed for growing marijuana plants, while sales of hydroponic planting equipment are turning up at traditional home improvement retailers.

A lot of money will be spent—and made—in the cannabis sector in the next couple of years as legislation is finalized and this market settles out. As popular acceptance of cannabis, both recreational and medicinal, grows, traditional dealers may be able to take advantage of a completely new niche.

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Acceo Profitmaster has made some changes within its sales team. Richard Barker has joined as senior account manager for Ontario and the Atlantic Provinces. Along with an extensive knowledge of the hardware industry, he has 18 years’ experience selling a range of ERP software platforms. He will be based out of London, Ont. Trevor Schellenburg takes over supporting Acceo Profitmaster in the Western and Central Canada regions that were previously under Jason McIntyre’s responsibility.

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_________________________________________________________________

CLASSIFIED ADS

The Field Sales Representative will be responsible for territory sales growth by implementing plans and strategies to create end user demand for the Henkel LePage portfolio. This individual will be the primary contact and responsible for fostering solid relationships within their region.

What We Offer (Position Description)

• Deliver NES and GP1 annual growth per pro sales plans
• Establishes targets, develops and implements sales plans accordingly for achieved results to be measured against.

• Develop and maintain relationships with distributors, dealers, alliance partners, builders, contractors, remodelers, architects, sealant specifiers and Henkel team members
• Conduct jobsite inspections and testing along with education of LePage products.
• Participate in dealer and training events, where business opportunity is identified.
• Assist in product complaint resolution. This may include; jobsite inspection, product complaint form completion and submission in addition to, immediate or suggested resolution.
• Manage and communicate activity and results via CRM tool, meeting calendar, requested reporting and presentations
• Manage special projects and provide market intelligence as requested to include competitive activity and price shops
• Contribute to Henkel’s success by professionally challenging status quo, sharing your ideas and experience.
• Assume responsibility for other duties as assigned by National Sales Manager

Job specification and competencies

• Minimum 5 years selling experience
• Minimum 5 years’ experience in relevant market (residential/light commercial)
• Professional written and verbal communication
• Proficient with Microsoft Office Suite
• Bachelor’s degree preferred

 https://www.henkel.com/careers/jobs-and-application/-/874012

_________________________________________________________________

70 Years of Building Value Into Building Products

OEM Sales Agencies – Quebec, Prairies, Atlantic Canada

ODL Canada, with distribution centres in Vaughan, ON and Calgary, AB is recognized as a leading supplier in Canada’s fenestration industry.  Our products include Door Glass and Enclosed Blinds for doors, patio doors and windows.

See our complete catalogue at https://odl.com/canada.htm.
To support growth with exciting new products, ODL Canada is currently seeking sales agencies to represent our OEM product line for Quebec, Atlantic Canada and the Prairies.  If your agency is a team that calls on door pre-hangers, door component distributors or window manufacturers in any of these market areas, then we would like to hear from you.
Interested agencies should submit a company profile to Tom Newton, Managing Director of ODL Canada at tom.newton@odl.com.

_________________________________________________________________

Pioneering Safety

At Allegion, our vision is to make the world safer. As a company of experts, we secure the places where people thrive. Security will always be a top concern, so we are inventing new and innovative technologies to keep people protected wherever they are; anytime, anywhere. Whether at home or school, in a hospital or commercial building, we pride ourselves on providing safety for today and for the future. Spanning across 130 countries, Allegion is committed to the protection of our employees and the public.

Our Values

We are very passionate about our values and live them daily. How do you celebrate your successes? Do you take pride in the work you have accomplished?

Have a knack for curiosity and creativity? How do you live out your passion for excellence? What does living safely and healthy mean to you?

If these are values that keep you motivated, you have come to the right place. Take a look at our available opportunities to join our winning team today!

Channel Marketing Manager

The Channel Marketing Manager will maximize the long-term Schlage brand volume and growth, while delivering short-term volume and sales across the national customer base. This role is responsible for strategizing, creating, communicating and supporting Schlage national initiatives, policies and standards against Distribution, Shelving, Pricing and Promotion goals. Other key responsibilities include identifying, developing and implementing account specific promotional tie-ins. Lastly, communicate our customers’ needs across the Allegion organization to ensure business-building programs are created.

What You Will Do:

• Work closely with the Sales and Marketing team, to identify growth opportunities within National / Key accounts
• Establish productive, professional relationships with key personnel in assigned partner accounts
• Develop account specific programs and promotions that grow our business to new levels
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Oversee the planning, production and implementation of the various projects / programs, etc. to ensure that quality and excellence is attained, exceeding our customers’ expectations
• Key link to Marketing and Sales, ensuring that direction, communication and feedback is continual and accurate, ensuring that we fully optimize our effectiveness in the selling process
• Benchmark Schlage in the industry to ensure we are providing sales and marketing excellence to our accounts.
• Work with management, sales and customers to develop and manage annual promotional calendar, evaluate financial impact, execute promotion and track results.
• Lead solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
•  Manage and execute RSS Merchandising Program targeting channel segments
• Provide sales and market analytics and price execution support

What You Will Need:

• Bachelor’s Degree in Sales, Marketing, Business or equivalent years of experience
• 3 to 5 years’ experience in a channel, product or marketing category management position preferred
• Previous experience with Home Depot, Canadian Tire, Lowes, Amazon and LBM channel would be an asset
• Door Hardware experience; electrical and mechanical door hardware experience would be an asset
• Exceptional computer skills; advanced excel, PowerPoint and data mining skills
• Strong communication and presentation skills all levels of business
• Strong analytical and negotiating skills
• Proven experience with strong account planning that achieved positive business results
• Ability to build strong cross functional relationships with Finance, Marketing and Customer Care
• Bilingualism is an asset

Why Work For Us?

• Rewarding and Challenging Career
• Comprehensive Benefits
• Global Opportunities
• Employee Discounts
• A Culture of Wellness and Balance
• Tuition Reimbursement
• Training and Development
• Community Involvement

Apply Today

Join our team of experts today and help us make tomorrow a safer place.

 www.allegion.com

We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

_________________________________________________________________

Sales Territory Managers | Ontario, Western Canada and Atlantic Canada

Regal Ideas is the innovative leader in Aluminum Railing and associated outdoor living products to the Canadian Home improvement Industry. We require experienced Building Materials Professionals to expand our sales team and drive sales growth across Ontario, Western Canada and Atlantic Canada. If you are a motivated and highly organized team player with Building Materials Sales experience on the wholesale side, then we would like to speak with you.

Please send resume and salary expectations to Marketing@regalideas.com  and you will be contacted if qualifications are commensurate with our requirements

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September 10, 2018 Volume

xxiv, #33

“Let the refining and improving of your own life keep you so busy that you have little time to criticize others.”
— H. Jackson Brown Jr. (American author and inspirational writer, 1940- )

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Peavey Mart stores sell licensed products to aid air ambulance care

RED DEER, Alta. ― Peavey Mart is teaming up with STARS (Shock Trauma Air Rescue Society) air ambulance service, selling STARS merchandise both online and in-store at all Peavey Mart and MainStreet Hardware stores. Proceeds from the sales—minus the cost of goods—go straight to STARS. The offerings include more than 20 styles and sizes of shirts, jackets and caps, all exclusive to Peavey Mart and MainStreet. More products will be coming over the next few months.

In a statement on the announcement, Bert Harbour, STARS’ manager of enterprise fundraising, noted that “half of all Western Canadians live in rural areas where emergency ground transportation isn’t always fast enough.”

“With the cost of one STARS mission at around $5,400, every purchase helps keep STARS in the air, ready to serve in the hour of need in rural Western Canada,” added Peavey Marketing Director Jest Sidloski. About four out of 10 Peavey employees know someone who has benefited from STARS’ services.

The relationship between the two organizations began earlier this year when Peavey CEO Doug Anderson participated in STARS’ annual Rescue in the Rockies fundraiser. Anderson was one of a handful of senior corporate leaders who were dropped in the wilderness for several days while money was raised to “rescue” them. His involvement generated more than $230,000 from customers and suppliers, as well as the commitment at the time to further collaboration with STARS.

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Home improvement retailers expected to fare well despite forecasted slowdown 

WORLD HEADQUARTERS, Toronto ― While Canada’s retail home improvement industry grew at a healthier rate than anticipated in 2017, conditions affecting the industry point to a slowdown through the end of 2018. That moderation is expected to continue into 2019, as well.

According to the 2018-2019 Hardlines Retail Report, sales by hardware stores, building centres and big boxes, Canadian Tire, and related sales by Walmart and Costco, were up 5.1% year over year in 2017. But dealers’ sales are forecast to slow down to below 4.5% annually to the end of 2019.

On a regional basis, the greatest growth is forecast to come from the West, particularly Alberta, as the economy there continues to gain steam. That province’s retail home improvement sales are expected to grow by more than 5% annually. British Columbia is close behind, with anticipated annualized sales growth of 4.75% through this year and next. According to the Retail Report, Saskatchewan will also perform well to the end of 2019.

The report also looks at trends affecting home improvement dealers. “Hardware and home improvement dealers represent a significant part of the retail landscape in Canada,” says Michael McLarney, Publisher of Hardlines Inc., which produces the Retail Report. “They represent at least 135,000 direct jobs in this country, many of them in smaller communities. This report analyzes just how their business is evolving and how they are embracing new trends such as smart home technology and e-commerce.”

Offering a complete breakdown and analysis of Canada’s retail home improvement industry, the Hardlines Retail Report features in-depth analysis of the industry’s top players, including the market shares of the top 20 players, and sales and forecasts for Home Depot, Canadian Tire and Lowe’s Canada. This year’s report features expanded forecasts both provincially and by store format. It also looks ahead at anticipated sales performance of the Top Four players.

The analytical data in the Hardlines Retail Report has been carefully researched by the Editors of Hardlines. Available in either PDF or handy PowerPoint format, it has 200 slides, dozens of charts and graphs, and more photos than ever before. (Click here for details and to order your Hardlines Retail Report now!)

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Giant Tiger keeps roaring across Canada, finding new niches

OTTAWA ― As other retailers face closures nationwide, Giant Tiger continues to grow. The Ottawa-based general merchandiser celebrated the grand opening of its Riverview, N.B., store late in July. The 22,000-square-foot location marked the occasion with a day of family events and promotional giveaways. And that’s just one of many that are appearing across the country.

Giant Tiger has been expanding aggressively since Target retreated from this country in 2015. With its broad range of discount merchandise, everything from fashions and work clothes to toys, snack foods and groceries, the Giant Tiger stores fit well into rural communities and smaller towns. The demise of Sears Canada has also opened up opportunities for more sites for the discount retailer.

In April, Giant Tiger opened stores in St. Thomas and Renfrew, Ont., and in Steinbach, Man., in May. In November 2017, openings took place in Brampton, Mississauga and Owen Sound, Ont.; and in Winnipeg—the 11th store in that market. In the summer, outlets under the Tigre Géant banner were opened in Rouyn-Noranda and Anjou, Que.

The majority of the Giant Tiger stores are franchised, with ownership by a member of the local community in which the stores operate. In Western Canada, the retailer has a master franchise agreement with The North West Company, a deal forged years ago that helped Giant Tiger accelerate its expansion westward.

Giant Tiger now has 243 locations, up from 220 just two years ago. The company plans to add as many as 15 stores per year over the next few years.

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Upcoming Home Improvement eRetailer Summit draws key retail groups

CHICAGO — Groupon Goods and The True Value Company are the latest high-profile businesses to confirm that they will be sending their respective e-commerce buying teams to the third annual Home Improvement eRetailer Summit, at the Hotel Monaco Chicago from November 7 to 9.

“The entire Groupon Goods Home Improvement buying team is looking forward to the summit and networking with new and current suppliers, as well as expanding our knowledge of best practices for serving our customers in the e-commerce marketplace,” says Scott Benedict, Groupon Goods’ divisional merchandise manager.

Benedict was on the original team at Walmart that launched the retail giant’s own Walmart.com e-commerce platform.

“This summit focuses on bringing together executives from the entire distribution channel to collaborate and learn how to compete in increasing the sales of home improvement products online,” says Sonya Ruff Jarvis, the summit’s founder.

The eRetailer Summit is attracting the entire buying departments of many key e-commerce players, she notes. “That demonstrates that there is a need for this kind of forum to identify new suppliers and share insights and intelligence on e-commerce, specifically as it relates to home improvement retail.”

Jerry Clasey is president of the hardware division for hardlines distributor Bostwick-Braun Company. He anticipates establishing contacts with other key retailers, with the goal of building longer-term relationships. He says he is also looking to learn what other companies are doing in e-commerce.

In addition to Groupon Goods and True Value, the e-retailers that have committed to attending the summit include representatives from the e-commerce teams for eBay, Sustainable Supply, The Grommet, FireFly, Buys, Sears and Supply Hog. More online retailers are expected to confirm their teams’ attendance in the coming weeks.

(For more information and to register for the third annual Home Improvement eRetailer Summit, contact Sonya Ruff Jarvis at 203-295-3385.)

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Isolofoam has added to its Ontario sales team. Daniel McDevitt was named territory sales manager for the GTA and Central to Northern Ontario regions at the beginning of the year, while Dianne Smith took over in Eastern Ontario in the spring. McDevitt, who has two decades of experience in construction products, spent the last two years as territory sales rep for Sable Marco. Smith, who got her industry start more than 30 years ago, has been a territory sales manager for companies such as Bonneville Windows, Laflamme Doors and Windows and Neos Gordonply (a division of Richelieu).

Saniflo Canada has appointed Alexandra Motts as its new national sales manager, effective July 27. Motts brings some 20 years of industry experience to the role, having previously held top management positions in the HVAC, plumbing and event management industries.

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CLASSIFIED ADS

Positec – Canada 

Customer Development Manger

The Customer Development Manager is responsible for both sales goals as well as product planning and product marketing. This includes gathering and prioritizing product requirements for the market, proposing product assortments that support channel management strategies and working with customers to optimize assortments. This position is responsible for elements of product and sales in customer’s private brands.

This position is also responsible for working with internal teams to manage product roadmaps that meet the customers’ expectations.  The CDM will ensure that the product and marketing efforts support the company’s overall strategy and sales goals through professional sales techniques and good customer service, maintaining quality relations with existing accounts, and providing sales and marketing coverage.

Send resumes to jobs@Positecgroup.com

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Pioneering Safety

At Allegion, our vision is to make the world safer. As a company of experts, we secure the places where people thrive. Security will always be a top concern, so we are inventing new and innovative technologies to keep people protected wherever they are; anytime, anywhere. Whether at home or school, in a hospital or commercial building, we pride ourselves on providing safety for today and for the future. Spanning across 130 countries, Allegion is committed to the protection of our employees and the public.

Our Values

We are very passionate about our values and live them daily. How do you celebrate your successes? Do you take pride in the work you have accomplished?

Have a knack for curiosity and creativity? How do you live out your passion for excellence? What does living safely and healthy mean to you?

If these are values that keep you motivated, you have come to the right place. Take a look at our available opportunities to join our winning team today!

Channel Marketing Manager

The Channel Marketing Manager will maximize the long-term Schlage brand volume and growth, while delivering short-term volume and sales across the national customer base. This role is responsible for strategizing, creating, communicating and supporting Schlage national initiatives, policies and standards against Distribution, Shelving, Pricing and Promotion goals. Other key responsibilities include identifying, developing and implementing account specific promotional tie-ins. Lastly, communicate our customers’ needs across the Allegion organization to ensure business-building programs are created.

What You Will Do:

• Work closely with the Sales and Marketing team, to identify growth opportunities within National / Key accounts
• Establish productive, professional relationships with key personnel in assigned partner accounts
• Develop account specific programs and promotions that grow our business to new levels
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Oversee the planning, production and implementation of the various projects / programs, etc. to ensure that quality and excellence is attained, exceeding our customers’ expectations
• Key link to Marketing and Sales, ensuring that direction, communication and feedback is continual and accurate, ensuring that we fully optimize our effectiveness in the selling process
• Benchmark Schlage in the industry to ensure we are providing sales and marketing excellence to our accounts.
• Work with management, sales and customers to develop and manage annual promotional calendar, evaluate financial impact, execute promotion and track results.
• Lead solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
•  Manage and execute RSS Merchandising Program targeting channel segments
• Provide sales and market analytics and price execution support

What You Will Need:

• Bachelor’s Degree in Sales, Marketing, Business or equivalent years of experience
• 3 to 5 years’ experience in a channel, product or marketing category management position preferred
• Previous experience with Home Depot, Canadian Tire, Lowes, Amazon and LBM channel would be an asset
• Door Hardware experience; electrical and mechanical door hardware experience would be an asset
• Exceptional computer skills; advanced excel, PowerPoint and data mining skills
• Strong communication and presentation skills all levels of business
• Strong analytical and negotiating skills
• Proven experience with strong account planning that achieved positive business results
• Ability to build strong cross functional relationships with Finance, Marketing and Customer Care
• Bilingualism is an asset

Why Work For Us?

• Rewarding and Challenging Career
• Comprehensive Benefits
• Global Opportunities
• Employee Discounts
• A Culture of Wellness and Balance
• Tuition Reimbursement
• Training and Development
• Community Involvement

Apply Today

Join our team of experts today and help us make tomorrow a safer place.

 www.allegion.com

We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

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Sales Agency – Quebec, British Columbia

Briggs & Stratton (NYSE: BGG), headquartered in Milwaukee, Wisconsin, is recognized worldwide for its strong brand name and a reputation for quality, design, innovation, and value.

The Canadian Products Division, based in Mississauga, Ontario, manages finished goods products including; lawn & garden power equipment, snow blowers, turf care, pressure washers and portable generators, and is currently seeking a Sales Agency partner to manage its Independent Outdoor Power Equipment Dealer business in the provinces of Quebec and British Columbia. Two separate agencies may be selected.

The appropriate partner will support the go-to market sales growth strategy in the associated provinces and cultivate a new Dealer base.  The partner will act on behalf of Briggs & Stratton Canada, managing the Ferris Mowers, Simplicity Mowers and Snow Blowers, Snapper Mowers and Briggs & Stratton Pressure Washers and Generators brands and product lines. The partner agency will be accountable for growing the number of Dealers, market share, and maintaining the end user experience in these markets.

The suitable partner will bring a strong knowledge of, and relationship with, Independent Outdoor Power Equipment Dealers in the assigned provinces. They will also bring a professional Team of sales representatives with full geographic coverage. Strong business leadership and acumen are required to represent, and interact, with the Briggs & Stratton organization.

All interested parties should submit a one page cover letter and organizational overview to Steve Burgess, Country Manager, Briggs & Stratton Canada at burgess.stephen@basco.com.

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Sales Territory Managers | Ontario, Western Canada and Atlantic Canada

Regal Ideas is the innovative leader in Aluminum Railing and associated outdoor living products to the Canadian Home improvement Industry. We require experienced Building Materials Professionals to expand our sales team and drive sales growth across Ontario, Western Canada and Atlantic Canada. If you are a motivated and highly organized team player with Building Materials Sales experience on the wholesale side, then we would like to speak with you.

Please send resume and salary expectations to Marketing@regalideas.com  and you will be contacted if qualifications are commensurate with our requirements

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70 Years of Building Value Into Building Products

OEM Sales Agencies – Quebec, Prairies, Atlantic Canada

ODL Canada, with distribution centres in Vaughan, ON and Calgary, AB is recognized as a leading supplier in Canada’s fenestration industry.  Our products include Door Glass and Enclosed Blinds for doors, patio doors and windows.

See our complete catalogue at https://odl.com/canada.htm.
To support growth with exciting new products, ODL Canada is currently seeking sales agencies to represent our OEM product line for Quebec, Atlantic Canada and the Prairies.  If your agency is a team that calls on door pre-hangers, door component distributors or window manufacturers in any of these market areas, then we would like to hear from you.
Interested agencies should submit a company profile to Tom Newton, Managing Director of ODL Canada at tom.newton@odl.com.

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September 3, 2018 Volume

xxiv, #32

“Tomorrow is always fresh, with no mistakes in it.”
―Lucy Maud Montgomery (Canadian author, 1874-1942)

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More changes at Home Hardware as Rick McNabb announces retirement

ST. JACOBS, Ont. — Yet another executive at Home Hardware has announced their pending retirement. Rick McNabb, the vice president of marketing and sales at Home Hardware Stores Ltd., will depart effective September 12.

The news was announced by President and CEO Terry Davis, who had previously announced plans of his own to retire, pending the naming of his replacement. According to Davis, “Rick joined Home with a mandate to review and evolve our marketing efforts into a cohesive, integrated approach, a mission that he accomplished. It was a pleasure for me to have Rick on my leadership team and I wish him well on his retirement.”

Home Hardware is also close to naming a replacement for Davis in the top job, just months after Davis, a 48-year veteran of the company, was given the title of president in addition to his CEO role.

To add to the changes, one of the founding employees of the company, Ray Gabel, retired as Home Hardware’s senior merchandise advisor at the end of June. Gabel joined Hollinger Hardware in the summer of 1950 and was present at the landmark 1964 meeting that evolved that wholesaler into Home Hardware.

McNabb, then, is the relative newcomer. He joined Home Hardware two and a half years ago in a move that caused a stir in the industry. Although his family has been involved with Home Hardware—his brother owns a store in Parry Sound, Ont.—he was considered an outsider—virtually the first key executive not to be hired from within over the company’s 79-year history. (The only other exception would be Darrin Noble, hired in 2007 as vice president and general manager of Home’s Beauti-Tone Paint division.) McNabb’s presence resulted in a number of changes, the most visible one being the introduction of a new slogan for the company, “Here’s how”.

Home Hardware was down to a short list of candidates for Davis’s position by mid-August, and the company has been actively seeking a replacement for McNabb. With the company’s fall market just two weeks away, any formal announcements could well be timed to correspond with that event.

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BMR hosts its first-ever summer show to highlight seasonal products

BOUCHERVILLE, Que. — Groupe BMR hosted a new show last week, focused entirely on seasonal products. Unlike the annual dealer show held mid-November in Quebec City, this event was held near the company’s Boucherville headquarters, at the Hotel Mortagne on Montreal’s South Shore.

The creation of a separate show reflects the growing popularity of the seasonal category, and the fact that most groups rely heavily on their own Asian-sourced import programs for products such as outdoor furniture and accessories. At the November show, outdoor living has been growing rapidly in recent years, while the timing was not ideal for lawn and garden buying.

“The main goal of this new formula was to make life simpler for our dealers,” said Martin Menard, vice president of hardware and imports for Groupe BMR. “It’s much easier for them to target their needs in this category during the summer.”

Despite being a busy time for most dealers in their stores, the timing of the new show appears to have worked for them. The company reports that teams from almost all its BMR and Unimat stores, which number more than 300 (source: the 2018-2019 Hardlines Retail Report—your ever-helpful Editor), were in attendance to check out the new offerings on display. Close to 600 people in total walked the aisles of the show.

BMR rounded out the event with booths and information kiosks representing the range of programs and supports it offers, including a service zone where dealers could place orders directly. BMR’s marketing team used the event to map out the group’s media plan for 2019, as well.

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Orgill fall market provides plenty for Canadian dealers, including a get-together

LAS VEGAS, Nev. — Orgill’s presence continues to grow in Canada, a fact that was reflected in the large number of Canadian dealers who attended the Memphis, Tenn.-based wholesaler’s fall dealer market in Las Vegas late last month.

The Orgill Fall Dealer Market covered nearly one million square feet over two floors at the Sands Expo and Convention Centre. It featured two concept stores, numerous product showcases and workshops about Orgill’s various retail programs and services.

Orgill reports that a record number of attendees from more than 50 countries gathered to see new home improvement products, find great deals and network. They included at least 300 Canadian dealers, managers and family members. The majority were from major buying groups, particularly Castle and TIMBER MART, but delegates from every banner and every part of the country were walking the show floor.

“We’re excited to see so many of our customers here in Las Vegas,” said Ron Beal, Orgill’s chairman, president and CEO. “Our team and vendors have worked hard to put together a show that will deliver on our customers’ expectations.”

One concept store had a distinctly Canadian twist: “Cider Mill Home Centre” was designed to cater to a broad mix of both contractors and DIYers within 11,500 square feet of retail. It featured plumbing, HVAC, fasteners and electrical as dominant departments—all adjacent to the store’s service counter. All products in the store were Canadian compliant and advertised as available through Orgill’s London, Ont., and Post Falls, Idaho, distribution centres.

Elsewhere in the show, promotional areas, which included door busters, coupons, market busters, new items and pallet buys, again proved popular with attendees. All Canadian promotional areas were located on the lower level of the convention centre, so Canadian retailers could find them easily.

Canadian dealers had an additional opportunity to get together, thanks to Hardlines’ own Canada Night reception, which was held at the end of day one of the show at Señor Frog’s restaurant on the Las Vegas strip. Sponsored in part by a dozen exhibiting vendors, the event drew about 350 people to share drinks and snacks and to network.

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Lowe’s new CEO upbeat about Canada despite closure of Orchard Supply

MOORESVILLE, Ont. — While turning in healthy numbers for its second quarter, the news that Lowe’s would shutter its Orchard Supply Hardware chain came as a surprise to many in the industry.

The giant home improvement retailer reported net earnings of $1.5 billion for its second quarter, compared to net earnings of $1.4 billion last year. Sales for the quarter rose by a healthy 7.1% to $20.9 billion, while comparable sales increased 5.2%.

The Orchard Supply Hardware business contributed $600 million in sales to Lowe’s fortunes, but lost $65 million. As a result, the chain, which consists of 99 stores in California, Oregon and Florida, will be closed by the end of the year. That sudden departure from Orchard and its home centre format raises questions about Lowe’s inclination to invest long-term in retail formats outside of the big box footprint.

That investment is a big part of Lowe’s acquisition of RONA in Canada.

Marvin Ellison, president and CEO of Lowe’s, addressed this concern, which was shared by analysts during a call. He remained upbeat about the Canuck experiment. “I would say Canada—and RONA—has been a very positive benefit for the company.”

He added that his team is pleased with the way Lowe’s and RONA are meshing. “The introduction of unique and different categories to RONA, like appliances, has been met with really strong response from the customers. We feel very, very good about the Canadian business performance… and we think that it’s exactly where we want it to be, if not exceeding expectations from the original pro forma.”

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Richard Leclerc has joined Taiga Building Products as territory manager for Quebec. His background in this industry includes a decade at RONA as a dealer development manager and head of an in-store merchandising company, dotmarketing inc. Most recently, he served as director of retail sales for Novik.

Lanart Rug has announced the promotion of Jean-François Roberge, formerly an account manager, to sales director for Eastern Canada. Americo Fernandes has been named national sales director, Central and Western Canada. He was previously a national account manager.

Ventilation Maximum has announced the appointment of Jean-Richard Boulé as national sales director. The marketing grad took over the position last month. His nearly 30 years of experience in the building materials sector include 14 as sales director at Taiga Building Products.

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CLASSIFIED ADS

Positec – Canada 

Customer Development Manger

The Customer Development Manager is responsible for both sales goals as well as product planning and product marketing. This includes gathering and prioritizing product requirements for the market, proposing product assortments that support channel management strategies and working with customers to optimize assortments. This position is responsible for elements of product and sales in customer’s private brands.

This position is also responsible for working with internal teams to manage product roadmaps that meet the customers’ expectations.  The CDM will ensure that the product and marketing efforts support the company’s overall strategy and sales goals through professional sales techniques and good customer service, maintaining quality relations with existing accounts, and providing sales and marketing coverage.

Send resumes to jobs@Positecgroup.com

_________________________________________________________________

Pioneering Safety

At Allegion, our vision is to make the world safer. As a company of experts, we secure the places where people thrive. Security will always be a top concern, so we are inventing new and innovative technologies to keep people protected wherever they are; anytime, anywhere. Whether at home or school, in a hospital or commercial building, we pride ourselves on providing safety for today and for the future. Spanning across 130 countries, Allegion is committed to the protection of our employees and the public.

Our Values

We are very passionate about our values and live them daily. How do you celebrate your successes? Do you take pride in the work you have accomplished?

Have a knack for curiosity and creativity? How do you live out your passion for excellence? What does living safely and healthy mean to you?

If these are values that keep you motivated, you have come to the right place. Take a look at our available opportunities to join our winning team today!

Channel Marketing Manager

The Channel Marketing Manager will maximize the long-term Schlage brand volume and growth, while delivering short-term volume and sales across the national customer base. This role is responsible for strategizing, creating, communicating and supporting Schlage national initiatives, policies and standards against Distribution, Shelving, Pricing and Promotion goals. Other key responsibilities include identifying, developing and implementing account specific promotional tie-ins. Lastly, communicate our customers’ needs across the Allegion organization to ensure business-building programs are created.

What You Will Do:

• Work closely with the Sales and Marketing team, to identify growth opportunities within National / Key accounts
• Establish productive, professional relationships with key personnel in assigned partner accounts
• Develop account specific programs and promotions that grow our business to new levels
• Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Oversee the planning, production and implementation of the various projects / programs, etc. to ensure that quality and excellence is attained, exceeding our customers’ expectations
• Key link to Marketing and Sales, ensuring that direction, communication and feedback is continual and accurate, ensuring that we fully optimize our effectiveness in the selling process
• Benchmark Schlage in the industry to ensure we are providing sales and marketing excellence to our accounts.
• Work with management, sales and customers to develop and manage annual promotional calendar, evaluate financial impact, execute promotion and track results.
• Lead solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
•  Manage and execute RSS Merchandising Program targeting channel segments
• Provide sales and market analytics and price execution support

What You Will Need:

• Bachelor’s Degree in Sales, Marketing, Business or equivalent years of experience
• 3 to 5 years’ experience in a channel, product or marketing category management position preferred
• Previous experience with Home Depot, Canadian Tire, Lowes, Amazon and LBM channel would be an asset
• Door Hardware experience; electrical and mechanical door hardware experience would be an asset
• Exceptional computer skills; advanced excel, PowerPoint and data mining skills
• Strong communication and presentation skills all levels of business
• Strong analytical and negotiating skills
• Proven experience with strong account planning that achieved positive business results
• Ability to build strong cross functional relationships with Finance, Marketing and Customer Care
• Bilingualism is an asset

Why Work For Us?

• Rewarding and Challenging Career
• Comprehensive Benefits
• Global Opportunities
• Employee Discounts
• A Culture of Wellness and Balance
• Tuition Reimbursement
• Training and Development
• Community Involvement

Apply Today

Join our team of experts today and help us make tomorrow a safer place.

www.allegion.com

We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

_________________________________________________________________

Sales Agency – Quebec, British Columbia

Briggs & Stratton (NYSE: BGG), headquartered in Milwaukee, Wisconsin, is recognized worldwide for its strong brand name and a reputation for quality, design, innovation, and value.

The Canadian Products Division, based in Mississauga, Ontario, manages finished goods products including; lawn & garden power equipment, snow blowers, turf care, pressure washers and portable generators, and is currently seeking a Sales Agency partner to manage its Independent Outdoor Power Equipment Dealer business in the provinces of Quebec and British Columbia. Two separate agencies may be selected.

The appropriate partner will support the go-to market sales growth strategy in the associated provinces and cultivate a new Dealer base.  The partner will act on behalf of Briggs & Stratton Canada, managing the Ferris Mowers, Simplicity Mowers and Snow Blowers, Snapper Mowers and Briggs & Stratton Pressure Washers and Generators brands and product lines. The partner agency will be accountable for growing the number of Dealers, market share, and maintaining the end user experience in these markets.

The suitable partner will bring a strong knowledge of, and relationship with, Independent Outdoor Power Equipment Dealers in the assigned provinces. They will also bring a professional Team of sales representatives with full geographic coverage. Strong business leadership and acumen are required to represent, and interact, with the Briggs & Stratton organization.

All interested parties should submit a one page cover letter and organizational overview to Steve Burgess, Country Manager, Briggs & Stratton Canada at burgess.stephen@basco.com.

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Sales Territory Managers | Ontario, Western Canada and Atlantic Canada

Regal Ideas is the innovative leader in Aluminum Railing and associated outdoor living products to the Canadian Home improvement Industry. We require experienced Building Materials Professionals to expand our sales team and drive sales growth across Ontario, Western Canada and Atlantic Canada. If you are a motivated and highly organized team player with Building Materials Sales experience on the wholesale side, then we would like to speak with you.

Please send resume and salary expectations to Marketing@regalideas.com  and you will be contacted if qualifications are commensurate with our requirements

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Aug 6, 2018 Volume

xxiv, #31

“Do not read, as children do, to amuse yourself, or like the ambitious, for the purpose of instruction. No, read in order to live.”
―Gustave Flaubert (French novelist, 1821-1880)

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SUMMER PUBLISHING SCHEDULE:  Please note that HARDLINES is published only once in August. There will be no issues on August 13, 20, and 27. We resume our regular publishing schedule with our September 3 edition. However, the World Headquarters remains open during this time, should you need to contact us!

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Home Hardware will invest in supply chain improvements to drive future growth

ST. JACOBS, Ont. ― Home Hardware has announced improvements to its supply chain with the intention to move forward with an automated material handling system. 

The project, in partnership with Dematic and Manhattan Associates, has been a part of ongoing efforts by the company to optimize its supply chain and reinforce the strength of the co-op wholesaler in distribution. The investment is intended to position the company for future growth.

“I am very pleased we continue to invest in our state-of-the-art distribution systems with updates to our material handling equipment at our St. Jacobs facility,” says John Dyksterhuis, vice-president, distribution. “Our strength in distribution is one of the best in Canada and we are proud to continue to provide excellence to both our dealers and our customers.”

The project is set to launch in the third quarter of this year with a targeted completion date of July 2020.

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Hardware stores reflect diversity of communities they serve 

SPECIAL REPORT — If there was ever a home improvement professional who embodies the phrase “in the right place at the right time,” Danny Tse is it. Back in 2007, when RONA went looking for a manager for its new store in the heart of the emerging Chinese community in the northeast corner of Toronto, it only made sense to find a person who shared their heritage and could speak their language. Tse was the perfect choice.

“I speak Cantonese and Mandarin; I learned at home when I was growing up,” Tse explains. “In this store, it’s essential. I would say about 90% of our customers are Asian.”

Of course, cultural heritage wasn’t the only credential that qualified Tse for the manager’s job at the RONA McNichol store. Tse got his start in the home improvement retailing business working part-time at Canadian Tire. He stayed at that job right through college, where he would study urban planning in preparation for a very different career. When the time came to start that career, though, Tse realized where his true calling lies.

“I just always loved retail,” Tse says. “I like the pace of the retail environment. I have a real passion for it—every aspect of it—and I really love being able to meet the needs of a community that I have been a part of since I arrived in Canada from Hong Kong as a child.”

In response to the demographics of the local market, the McNichol store features in-store signage in Chinese to help customers navigate their way around. In addition, there are numerous associates on staff able to assist customers in Cantonese and Mandarin, as well as Tamil and Hindi.

“We have to cater to the local communities if the store is going to succeed,” says Tse. “If you just throw up a cookie-cutter-type home improvement store in a market like this, it would never connect with the people. When I’m hiring, I also try to look for team members who reflect the face of the community we serve.”

Tse has become somewhat of a home improvement guru for Toronto’s Chinese community. In addition to managing what has become a destination store for Chinese immigrants across the GTA, Tse hosts a weekly home improvement radio show in Cantonese where he fields questions from homeowners. “They call me the Chinese Mike Holmes,” laughs Tse. “But it’s all about connecting with the community, educating consumers and providing people with the support they need to make good buying decisions.”

(This is an excerpt of a larger feature that appears in the current edition of our sister publication, Hardlines Home Improvement Quarterly. HHIQ is mailed to 11,000 dealers, owners and managers. Click here to get your own subscription today!)

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Home Depot’s Pickering, Ont., store celebrates 10 years of innovation

PICKERING, Ont. — Home Depot’s store in Pickering, Ont., will celebrate its 10th anniversary next month, marking a significant milestone at the time in the growth of the country’s largest home improvement retailer.

In 2008, Home Depot Canada had 175 stores in all 10 provinces. However, fully half those stores were located in Ontario, where the company had first established a foothold with five stores in 1994. The Pickering store, which opened September 4, 2008, was part of a new wave of sites for the Atlanta-based chain. It was the third to open with LEED certification, reflecting state-of-the-art energy saving methods of the time.

Those features included: a reflector roof to deflect the rays of the sun, which lowered air-conditioning demands; light fixtures with photocell sensors that worked on timers; and sensor-operated faucets and toilets to conserve water.

The Pickering store was also Home Depot Canada’s third project store, a merchandising concept that had previously been developed at stores in Richmond Hill, Ont., and Markham, Ont.

Today, Home Depot has 182 stores in Canada, with estimated annual sales of about $8 billion and employs some 30,000 people (source: the 2018 Hardlines Retail Report, which features in-depth analysis of Home Depot, Lowe’s Canada and the other top retail banners in Canada).

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spoga+gafa garden fair update

COLOGNE, Germany ― For dealers doing a lot of business in lawn and garden, one of the world’s leading garden fairs, spoga+gafa, would be well worth a visit.

The show, held in Cologne, Germany, from September 2 to 4, will play host to an expected 39,000 attendees who will visit 2,900 exhibitors across the show floor’s two million square feet. The event takes place in several buildings at Koelnmesse, the giant trade fair complex across the Rhine from Cologne’s Old Town.

Under the theme, “Outdoor Furniture Trend Show”, this year’s spoga+gafa will present the trends of the coming season. A special event entitled “Icons of Outdoor Furniture” will present the bestselling and most stylish garden furniture available from today’s designers and suppliers.

Other trends to watch for at spoga+gafa 2018:

• Gourmet fans are really coming into their own in the outdoor kitchen, as products are becoming increasingly higher quality. Besides the classic charcoal grill, the market is offering mobile solutions for the balcony and emission-free and electric grills.
• Colour is in with bright benches, cool dining chairs or elegant pillar-shaped pots adorning the home outdoor landscape. Hip carpets with a dash of colour are also taking off. Dramatic colours of chairs are an example here. Among the palette of red shades, cherry tomato leads the way. 
• Table tops developed with thin materials exude a weightless appearance. Graceful design, visual lightness and high functionality are trending for the coming season. Appearing minimalist at first glance, many seating options are equipped with practical features, including adjustable backrests or comfortable covers using synthetic fibres. 
• Fully equipped outdoor kitchens are the trend for open-air cooking. Many high-quality, modular spaces where the barbecue, sink and work top can be combined are on offer. Smokers are still the rage and these are often integrated into appliances that offer multifunctional handling options.
• Watch for new twists on outdoor lighting at spoga+gafa this year. Rechargeable wireless lights are in high demand. Splash-proof loudspeakers for music systems and a combination sound bar, cool box and lighting system are among the products that will be featured at the show.

Looking ahead at the future of outdoor furniture, the show will highlight the latest functional and innovative products—all with an eye to sustainability as well as comfort, ergonomics and flexibility. (Click here for more information about spoga+gafa; or contact Darrin Stern, Koelnmesse’s director of new business development for North America.)

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CMHC identifies vulnerable spots in Canada’s real estate market

OTTAWA — Canada’s overall housing market remains highly vulnerable, a trend that has now persisted through eight quarters. Based on data as of the end of March and market intelligence as of the end of June, a new report from CMHC, Housing Market Assessment, identifies the trends within some key markets, primarily due to evidence of over-valuation and price acceleration in Toronto, Vancouver, Victoria and Hamilton.

In Vancouver, moderate evidence of overheating was detected, although price growth has been slowing considerably over the last two quarters, and has even turned negative in some areas. Declining prices for detached properties in some areas, particularly Vancouver’s West Side and West Vancouver, are due to high inventories that have accumulated thanks to continued falling sales volumes.

Evidence of overbuilding remained high in Calgary, but the peak inventory count for apartment units, the largest share of inventory, occurred in December 2017, and has since declined. The absorption rate of condos at completion averaged 83% year-to-date as of May 2018 compared to 67% in the same period last year. This has helped reduce inventory and mitigate the same buildup of inventory experienced in 2017.

Evidence that the growth of house prices in Saskatoon was accelerating remained low in Q1 2018. Among housing categories, the resale prices for single-family, townhouse and apartment units all declined in Q1 2018 from Q4 2017, and were down on a year-over-year basis. Compared with the same quarter the previous year, the price decline during the first quarter of 2018 was significantly larger among townhouses, where supply was far exceeding demand.

Evidence of over-valuation in Winnipeg has changed from low to moderate, as the combination of rising house prices and declining incomes has created some imbalances. Real personal disposable income levels have decreased year-over-year for the third consecutive quarter, while mortgage rates have started to increase from historically low levels.

Despite price growth slowing down across the Greater Toronto Area, lower house prices would have to persist longer in order for CMHC to discount any evidence of price acceleration. In nearby Hamilton, the market has also remained healthy. While over-valuation decreased on average, moderate evidence of over-valuation remained as house prices were still considerably higher than expected. Population growth remains a key driver of housing demand in Hamilton.

In Montreal, the seasonally adjusted sales-to-new listings ratio was close to 69% in the first quarter, which is barely below the problematic threshold of 70%. This ratio increased for a seventh straight quarter and this maintained significant pressure on prices.

With Halifax enjoying 12% year-over-year sales growth as of the end of May, the sales-to-new listings ratio continues to increase, climbing to 62%. As this remains well below the threshold of 85%, the Halifax market still exhibits low evidence of overheating. The average number of days on market has been on a downward trend throughout 2018, with homes selling more quickly in all Halifax sub-markets.

Overall, there is a low degree of vulnerability for the Moncton region, as the indicators of over-building, price acceleration and over-valuation remained below the thresholds that correspond to problematic conditions. However, monthly house sales in the Moncton area, buoyed by increased immigration and improved labour market conditions, are setting records, while listings remain at historical multi-year lows and continue to fall. Resale price growth can be expected if demand continues to outpace supply.

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Luxury market offers opportunities for dealers willing to step up the experience

SPECIAL REPORT ― Market researcher and speaker Pam Danziger has published several books examining high-end purchasing behaviour in a post-recession market, the most recent being a short book on what she calls the “HENRY” phenomenon. These “high earning, not yet rich” professionals have the means to dabble in luxury goods and services but aren’t yet living such an elevated lifestyle full-time.

In Shops that POP: 7 Steps to Extraordinary Retail Success, Danziger teams up with freelance writer Jennifer Patterson Lorenzetti to explore the factors that drive thriving independent retailers.

While acknowledging the inherent challenges of the business, Danziger argues that existing independent merchants have one common advantage: their survival of the Great Recession, which winnowed out the mediocre. Those independent retailers who remain, therefore, are the best of the bunch, who have stood the test of natural selection.

Another trend working in favour of the independent retailer, according to Danziger, is shoppers’ increasing abandonment of large shopping centres. This tendency leaves an opening for retailers who can offer a smaller, more personal experience. Independent retailers are also well positioned to become specialists in their area, creating opportunities for vertical integration by becoming a one-stop shopping destination for their customer base’s needs.

Danziger’s seven steps, illustrated by case studies, cover various facets of that ideal customer relationship. Many of those common themes will be familiar to readers of our quarterly magazine, Hardlines Home Improvement Quarterly, and its retailer profiles. “Involvement” and “curiosity” cover efforts to draw customers in and to give them an opportunity to interact with the store. Tips include appealing to all five senses, focusing on a specific area of expertise and using the storefront to arouse interest.

The third step, “creating a contagious, electric quality” includes hiring passionate staff and sticking to inventory the team can get excited about. “Convergence” involves making store design tell a coherent story that drives the product. “Authenticity” of concept means having a mission beyond simply moving product—for example, not simply selling clothes, but helping the customer to invent their personal style.

Danziger’s steps don’t neglect the basics: price and value are still important. That means targeting the right customer profile, emphasizing value and making judicious use of strategies like discounts. Finally, “accessibility” includes training staff to greet customers, and not overcrowding the retail floor.

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Big boxes turn to task automation to reduce labour costs

INTERNATIONAL REPORT ― Across the retail landscape, more big boxes are relying on task automation to reduce labour expenditures and enable employees to interact directly with customers, The Wall Street Journal reports.

Target says it plans to add cash-counting checkout machines to 500 stores this summer. The machines count customers’ cash, “but they also allow stores to digitally bank their cash and predict how much money is needed for each cashier’s shift,” the article says.

Target employees who previously worked at checkouts will be assigned to other positions. This change presents “the opportunity to have those same team members spend even more time helping our shoppers,” a Target spokesperson says in the article.

Walmart is also relying on technology to free up employees’ time. The company will use robots in stores next year to review inventory to notify employees about items that are low in supply or out of stock.

Walmart is also examining ways to speed up inventory delivery to its stores, the article says. The company will install automatic conveyor belts in backrooms to facilitate the unloading of delivery trucks. The conveyor belts will cut the number of employees needed to unload a typical truck in half, from eight employees to just four.

The Journal reports this addition will allow Walmart to spend more money on “pickers,” employees who fulfill online orders and deliver those purchases to customers waiting in designated areas.

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Dy-Mon Sales has added to its sales team, rounding out the agency’s representation in Western Canada, reporting to Dy-Mon’s partners, Harvey Dyck and Larry T. Bryant. Alan Graham has joined and is based in Vancouver. He has spent the last 28 years in the retail hardware and building supply market, first as a sales representative, moving on to regional responsibilities and as a retail sales manager for RCR in Canada. He was most recently a sales manager at Tree Island Steel. (alang.dy-mon@outlook.com).

Also at Dy-Mon Sales, Stephen A. van Kampen joins and is based in Calgary. A 15-year veteran of the industry, he started out as a buyer, then moved into regional sales responsibilities, and was most recently a national sales director for Lanart Rug Inc. (stephenv.dy-mon@outlook.com)

Stéphane Gaumond has resigned as general manager for Canada at Continental Building Products. Gaumond has been with the company, which was formerly Lafarge North America’s gypsum division, for 11 years. Previously he was sales director at Metrie.

Yoga wear maker Lululemon has named former Sears Canada CEO Calvin McDonald as its CEO. McDonald had been president and CEO of cosmetics giant Sephora for the past five years.

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CLASSIFIED ADS

Sales Territory Managers | Atlantic Canada

Regal Ideas is the innovative leader in Aluminum Railing and associated outdoor living products to the Canadian Home improvement Industry. We require experienced Building Materials Professionals to expand our sales team and drive sales growth across Atlantic Canada. If you are a motivated and highly organized team player with Building Materials Sales experience on the wholesale side, then we would like to speak with you.

Please send resume and salary expectations to Marketing@regalideas.com  and you will be contacted if qualifications are commensurate with our requirements.

_________________________________________________________________

Key Account Manager-Ontario
King Marketing is a national manufacturer’s agency focused on representing leading brands in the hardware and home improvement industry.  We have an immediate opening for a Key Account Manager in Ontario. The successful candidate will report to the National Sales Manager.

Responsibilities include:

• Selling our represented manufacturer’s products to national and regional accounts based in Ontario.
• Developing trusting relationships with buyers and assistants.
• Expanding product listings, suggesting promotional items.

• Prospecting and soliciting new customers.
• Working with distributors and distributor representatives.
• Participating in the planning and execution of customer trade shows.
• Reporting all activities through an on-line reporting system.
• Meeting sales targets.

Requirements

• Experience in the hardware and home improvement sector as a key account manager.
• Strong communication and interpersonal skills with aptitude in building relationships.
• Self-Starter with excellent organizational skills.

Compensation and Benefits

• Competitive salary including bonus plan.
• Comprehensive health plan.
• Car allowance & gas card.

Send resume and cover letter to stephaniek@kingmkt.com

_________________________________________________________________

Westman Steel Industries is one of Canada’s largest manufacturers of steel roofing and siding products. Westman Steel Industries is a member of The WGI Westman Group, a dynamic entrepreneurial group of companies who values safety, health, community, relationships, growth and fiscal responsibility.
Westman Steel Industries has the following career opportunity in Langley, BC:

GENERAL MANAGER

The General Manager leads a team of production and sales employees in the manufacturing and supply of steel roofing and siding products to the B.C. market. The successful candidate will plan, organize, direct, control, and evaluate the process activities of Production, Customer Service, and Shipping and Receiving staff. Oversees the entire manufacturing process which includes: production and operations management, human resource management and health and safety.

Westman Steel provides a competitive total rewards package including professional growth, career development and continuous learning. The company offers excellent benefits and a deferred profit sharing plan. Interested candidates can apply by visiting https://www.indeedjobs.com/westman-steel-industries/jobs/d5d8013ea3909b6a5357

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July 30, 2018 Volume

xxiv, #30

“To me, the fundamental tales of life are: do good, do the best you can and reach for the stars sometimes.”
―Valerie Pringle (Canadian broadcast journalist and TV host, 1953- )

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SUMMER PUBLISHING SCHEDULE:  Please note that HARDLINES is published only once in August. There will be no issues on August 13, 20, and 27. We resume our regular publishing schedule with our September 3 edition.

(Click here to receive FREE Daily News updates to keep you informed between issues!)

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What’s really new about RONA’s new-look stores? Just take a look

TORONTO — “The customer was at the centre of our thought process when developing the new RONA building centre model.” That, says Patrick Lapointe, divisional vice-president, RONA operations, has been the guiding direction for parent company Lowe’s Canada as it works to increase the profitability of its RONA stores, in all their various formats.

The new home centre model, an evolution and renaming of its proximity stores, works toward three goals, says Lapointe, “to better meet current needs and trends in home improvement, become a true one-stop-shop for our customers’ home improvement projects and enhance our offering for contractors and pros.” The home centre in Etobicoke, in Toronto’s West End, is the latest example of the new look.

With this in mind, the store is aimed at both DIYers and contractors, and features a number of innovations, including some that borrow from its big box counterparts.

It’s the second RONA location in Ontario to be converted, and up to six more are expected to be completed by the end of 2018.

(For a tour of the new-look RONA home centre, click here.)

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Home Depot goes after the home décor market

ATLANTA — Home Depot is moving to position itself as the go-to destination for home décor products, in a shot across the bow of U.S. giants like J.C. Penney and Bed Bath & Beyond. An email to customers at the beginning of the month declared, “Your favourite home improvement destination is about to become your new favourite décor destination.”

The move is an indicator that Home Depot is planning to take advantage of the profile that e-retailer The Company Store, which it acquired at the end of last year, has built up in the upmarket housewares and design business. The signs were pointing that way soon after the purchase of The Company Store. Only a month later, Home Depot was touting its wares at Frankfurt’s home textiles show.

At the time of the acquisition, a Credit Suisse analyst found that décor categories alone constituted just 3% of Home Depot’s sales, even though ancillary categories make up about one-quarter. Realtor.com placed home décor on a list of categories for which customers can find better deals elsewhere than home improvement big boxes. Yet an Apex Market Report earlier this summer placed Home Depot among the top players for wall décor.

In its latest promotion, Home Depot’s offerings include furniture, linens, bath accessories and table and wall decorations. No fewer than 66 bath towels are available, some bearing the Company Store brand. Apart from area rugs, the retailer is sticking to offering “soft” items online for the time being, but execs will no doubt be watching sales closely. If the category is a success through the online channel, we could be seeing “soft” home offerings alongside Home Depot’s in-store hardlines.

This isn’t Home Depot’s first foray into home décor. In the ’90s, the company piloted a spin-off called Expo, a store for upmarket home improvement lines along with décor offerings such as textiles and dining ware. The Company Store takeover marks the first time Home Depot has seriously revisited the “soft” categories since it closed its Expo stores around the end of the last decade. With J.C. Penney, Bed Bath & Beyond and especially Sears all facing their own challenges, the timing may just be right.

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New Lowe’s CEO hits the ground running with executive overhaul

MOORESVILLE, N.C. ― In his inaugural initiative as Lowe’s Cos. CEO, Marvin Ellison announced major changes to the retailer’s leadership structure. Gone are the positions of chief operating officer, chief customer officer, corporate administration executive and chief development officer. Their responsibilities will be transferred to other executives under Ellison’s immediate oversight.

Ellison took the reins in Mooresville on July 2, having been lured away from the same position at J.C. Penney at the behest of activist Lowe’s shareholder Bill Ackman. Previous CEO Robert Niblock announced his retirement in March after 25 years with the company, including 13 as CEO. Ellison has a brief to cut costs and maximize profits to close in on rival Home Depot.

Because of the restructuring, Chief Customer Officer Michael McDermott will step down in November after just two years in the post, while COO Richard Maltsbarger left the company immediately. He had been in that role since November, having joined the company in 2004.

Chervon North America CEO William Boltz has been named executive VP of merchandising. His CV, like Ellison’s, includes time at Home Depot. He will step into his new role in mid-August.

Lowe’s is searching for outside candidates for EVP of stores and the newly created position of EVP of supply chain. Mike West, senior VP of supply chain operations, will fill the latter role in the interim. CFO Michael Croom retires in October, and an outside search is underway for his successor.

N. Brian Peace, senior VP of administration, will now report Bill McCanless, who remains as executive VP, general counsel and corporate secretary. Peace will transition to an unspecified position in the fall.

And more recently, Joseph M. McFarland III has been named executive vice president, stores, effective Aug. 15. In this role, McFarland will oversee the north, south and west divisions, Orchard Supply Hardware, pro and services businesses, operations engineering and asset protection for the organization. Like Ellison, McFarland most recently served in an executive leadership role at J.C. Penney and, prior to that, worked for Home Depot.

The changes do not affect Lowe’s Canada, where Sylvain Prud’homme remains in charge of Canadian and Mexican operations as president and CEO.

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Home organization: a growing category―and a sales opportunity

SPECIAL REPORT ― Home organization products comprise a growing category, and DIYers are the most frequent buyers of the cabinets, benches and other storage items they need to put their houses in order.

Packaged Facts, a U.S. consumer research firm, projects that home organization sales in that country will reach $19.5 billion in 2021. The group also reports that about 80% of sales in the category are for DIY organization projects.

In keeping with that trend, consumers say they are more likely to do their own work on home organization projects than hire professional help, according to recent research from Home Innovation Research Labs. About 75% of consumers install their own closet and garage storage.

Organization products for closets and garages range from metal hooks and plastic totes to countertops and cabinetry, making the category a good fit for hardware and home improvement retailers.

The North American Retail Hardware Association (NRHA) recommends that a good place to start with this category is with small items already carried in the store. Merchandising hooks, small shelves and bins together can help a retailer gauge whether customers are willing to step up to bigger and more complex organization products.

(The NRHA is represented in Canada by Hardlines. To learn more about the NRHA and the range of online training programs available, please click here!)

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Ace Hardware Corp. has named Kim Lefko senior vice president, chief marketing officer (CMO). Lefko will report directly to John Venhuizen, president and CEO of the co-op. As the company’s new CMO, Lefko will be responsible for the brand’s global marketing and advertising. She will also be charged with leading digital initiatives and creating new strategies to further Ace Hardware’s reach.

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_________________________________________________________________

CLASSIFIED ADS

Sales Territory Managers | Atlantic Canada

Regal Ideas is the innovative leader in Aluminum Railing and associated outdoor living products to the Canadian Home improvement Industry. We require experienced Building Materials Professionals to expand our sales team and drive sales growth across Atlantic Canada. If you are a motivated and highly organized team player with Building Materials Sales experience on the wholesale side, then we would like to speak with you.

Please send resume and salary expectations to Marketing@regalideas.com  and you will be contacted if qualifications are commensurate with our requirements.

_________________________________________________________________

Key Account Manager-Ontario
King Marketing is a national manufacturer’s agency focused on representing leading brands in the hardware and home improvement industry.  We have an immediate opening for a Key Account Manager in Ontario. The successful candidate will report to the National Sales Manager.

Responsibilities include:

• Selling our represented manufacturer’s products to national and regional accounts based in Ontario.
• Developing trusting relationships with buyers and assistants.
• Expanding product listings, suggesting promotional items.

• Prospecting and soliciting new customers.
• Working with distributors and distributor representatives.
• Participating in the planning and execution of customer trade shows.
• Reporting all activities through an on-line reporting system.
• Meeting sales targets.

Requirements

• Experience in the hardware and home improvement sector as a key account manager.
• Strong communication and interpersonal skills with aptitude in building relationships.
• Self-Starter with excellent organizational skills.

Compensation and Benefits

• Competitive salary including bonus plan.
• Comprehensive health plan.
• Car allowance & gas card.

Send resume and cover letter to stephaniek@kingmkt.com

_________________________________________________________________

Westman Steel Industries is one of Canada’s largest manufacturers of steel roofing and siding products. Westman Steel Industries is a member of The WGI Westman Group, a dynamic entrepreneurial group of companies who values safety, health, community, relationships, growth and fiscal responsibility.
Westman Steel Industries has the following career opportunity in Langley, BC:

GENERAL MANAGER

The General Manager leads a team of production and sales employees in the manufacturing and supply of steel roofing and siding products to the B.C. market. The successful candidate will plan, organize, direct, control, and evaluate the process activities of Production, Customer Service, and Shipping and Receiving staff. Oversees the entire manufacturing process which includes: production and operations management, human resource management and health and safety.

Westman Steel provides a competitive total rewards package including professional growth, career development and continuous learning. The company offers excellent benefits and a deferred profit sharing plan. Interested candidates can apply by visiting https://www.indeedjobs.com/westman-steel-industries/jobs/d5d8013ea3909b6a5357

_________________________________________________________________

July 23, 2018 Volume

xxiv, #29

“Life isn’t about finding yourself. Life is about creating yourself.”
―George Bernard Shaw (Irish playwright and Nobel Prize winner, 1856-1916)

_________________________________________________________________

SUMMER PUBLISHING SCHEDULE:  Please note that HARDLINES is published only once in August. There will be no issues on August 13, 20, and 27. We resume our regular publishing schedule with our September 3 edition.

(Click here to receive FREE Daily News updates to keep you informed between issues!)

_________________________________________________________________

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Hardlines Conference finalizes speaker lineup with top retail groups represented

WORLD HEADQUARTERS, Toronto — Canada’s leading home improvement retailers will be represented on the podium at the 23rd annual 2018 Hardlines Conference, November 13 and 14 in Niagara-on-the-Lake, Ont.

With the theme, “The Power of Brand”, the event will bring together some of the top retail brands―and brand leaders―in Canada.

This year, the conference will feature two important independent dealers, reporting from the front lines of home improvement retailing. Jillian Sexton is a TIMBER MART dealer with two stores in Nova Scotia, and now a third in Charlottetown that has taken off. Ray Cyr operates RONA Fraser Valley Building Products in British Columbia’s Lower Mainland.

Bringing a corporate perspective, Charles Valois, VP central marketing at Lowe’s Canada, will talk about how this retail giant is integrating and leveraging a range of retail brands—Lowe’s, RONA, Reno-Depot, and Ace. From Home Hardware Stores Ltd., Darrin Noble, VP of the co-op’s Beauti-Tone paint business, will talk about the power of this private brand for Home’s dealers. From Orgill, Catherine Vaugh will talk about the integrated marketing strategies Orgill has developed for retailers to use to promote their brand to their market. These include tools to let independents create circulars, flyers, shelf talkers and postcards.

Steve Buckle, president of Sexton Group, will talk about how his group supports the individual brands of its members as it continues to find growth with new members across the country.

Other speakers at the Hardlines Conference will include Jules Pieri, co-founder of an online retailer now owned by Ace Hardware, The Grommet; and Anthony Stokan, a familiar name to past conference attendees, will join us this year for a “fireside chat” about the future of bricks and mortar, and particularly what role shopping centres, now under siege in the U.S., will play as retail grows into the online space.

Finally, we are very excited to have eBay Canada join us again this year. Closing out the 2018 Hardlines Conference, Robert Bigler, COO and director of product for eBay Canada, will present “Staying Competitive in the Age of e-Commerce”. He’ll provide an overview of the e-commerce and retail landscape, demonstrating how eBay is innovating to create new experiences that are relevant to both buyers and sellers. Most importantly, Bigler will examine how online marketplaces play into omni-channel sales strategies for traditional retailers looking for a competitive edge.

The Hardlines Conference will be held at the Queen’s Landing in Niagara-on-the-Lake, Ont., November 13 to 14. (Click here for more information about the 23rd annual Hardlines Conference.)

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Upcoming Orgill market prepares to host Canadian dealers

MEMPHIS ― Orgill will host its Fall Dealer Market in Las Vegas next month and the giant hardware wholesaler will count hundreds of Canadian dealers among the guests attending.

Being held August 23 to 25 at the Sands Expo & Convention Centre, it will feature a range of products, services and promotions. One of the most popular spots on the show floor―which will top out at nearly one million square feet―is the Market Busters area, featuring highly visible items that lend themselves well to promotions by dealers. The Flash Market will feature different products over each of the three days of the market. Pallet buys will be split, as in years past, into bulk pallets of a single item in large quantities and impulse pallets, quarter pallets designed for specials such as stackout or checkout counter displays.

All Canadian promotional areas will be located on the lower level of the convention centre.

The market will also feature a selection of model stores that will showcase a variety of merchandising programs and techniques. Cider Mill Home Centre will feature products that are entirely Canadian compliant. The store fills 12,000 square feet with an assortment of products that would be stocked in a home centre. The products featured in this model store will be available from the Orgill DCs in London, Ont., and in Post Falls, Idaho.

The store is designed with a queue-style checkout area, which channels customers checking out their merchandise to line up past rows of promotional, impulse and seasonal items to encourage increased basket sizes.

Orgill’s Smart Start Program will be on display at the show, as well, to assist dealers who want to convert product lines to a program backed by the Orgill warehouse. This area will feature programs by more than 100 vendors―and the deals being presented can assist a retailer in making product assortment decisions that are right for their business with the benefit of little to no investment to make the change, says Phillip Walker, Orgill’s senior vice president, merchandising services.

Orgill’s plumbing and electrical showcase consists of 6,000 square feet of retail sets. Walker calls it the largest breadth of offering within a distribution model, and it will include well-known national brands with supporting POP to help dealers boost their retail margins.

(And for the retailers headed down to Las Vegas for the show, we’ll be hosting our regular Canada Night reception at the end of the first day. For more information, and to register, click here!)

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Coast Distributors expands product range with its own private brand and new alliance

NANAIMO, B.C. ― Brad McCluskie proudly shows off a roll of house wrap. The label reads “TerraTuff” and the name belongs to his company, Coast Distributors. It’s a key part of the hardware wholesaler’s effort to offer a private-label line of products to the independent dealers it supplies in British Columbia from its distribution centres in Nanaimo and Kelowna.

McCluskie, owner of Coast, admits that the company has been using the TerraTuff name for the past two years. “But we’ve really been building it up over the last year.” Today, more than two dozen lines sport the brand, including hand tools, and more recently, paint brushes and paint accessories. Coast’s full range of products also includes electrical and plumbing, garden supplies, automotive accessories and housewares.

Another way McCluskie is trying to grow the brand is regionally. While Coast is an effective regional distributor, McCluskie reached out, almost on the spur of the moment during a trip to Ottawa, to Todd Schoular, who owns Square Deal, a like-minded family-owned company based in Central Canada.

“We hit it off,” says McCluskie, “and now we’re looking for ways to work better together, including some joint buys.”

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eBay uses summer preview to remind shoppers it’s more than an auction site

TORONTO — eBay Canada held a seasonal preview earlier this month to showcase its selections for summer, back to school and holiday. While the company has previously held previews for holiday, this year’s preview was much larger in size and included stylized vignettes, as opposed to a showcase of just the gift guide offerings.

The goal of the preview was to reintroduce the brand to media through a “show, don’t tell” approach. According to Camille Kowalewski, eBay Canada’s head of communications, many still think of eBay as a place to buy used items through bidding. “This is not the case,” says Kowalewski.

“More than 80 per cent of purchases made on eBay are actually for new products, and over 85 per cent of purchases are made at fixed prices. We really wanted to showcase eBay as a destination to buy everything from fashion to home decor to tech,” Kowalewski adds.

All items shown at the preview were sourced through eBay.ca, and many were purchased from Canadian sellers.

eBay also used the preview as an opportunity to showcase a collaboration with Norquay Co., an artisanal paddle company, to design an exclusive line of wall-art canoe paddles. The decorative paddles are crafted from solid cherry wood sourced from Northern Ontario and hand-finished in Toronto. On sale through eBay from June 21 to July 19, the proceeds of paddle sales went to the Canadian Canoe Foundation.

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TIMBER MART has announced the addition of Gary Barrault, commodity trader, to its lumber trading team in the Prairies. Reporting to John Morrissey, VP of distribution and trading, Barrault will be responsible for trading oriented strand board, plywood, spruce and commodity products, as well as developing TIMBER MART’s pressure-treated lumber programs in the Prairie provinces. Barrault has more than 25 years of experience in the building material industry, and a variety of operations and retail management positions under his belt with organizations such as North American Lumber.

Concrete maker Permacon has named Louis-Philippe Gauthier as its director of sales, alternative masonry and retail. Though his specialty is land development, Gauthier also has nearly a decade of experience in construction. He joined Permacon at the beginning of 2014 as Ottawa region sales rep. In his new role, he will oversee sales of alternative masonry products and retail sales for Ottawa, Quebec and the Maritimes.

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_________________________________________________________________

CLASSIFIED ADS

Key Account Manager-Ontario
King Marketing is a national manufacturer’s agency focused on representing leading brands in the hardware and home improvement industry.  We have an immediate opening for a Key Account Manager in Ontario. The successful candidate will report to the National Sales Manager.

Responsibilities include:

• Selling our represented manufacturer’s products to national and regional accounts based in Ontario.
• Developing trusting relationships with buyers and assistants.
• Expanding product listings, suggesting promotional items.

• Prospecting and soliciting new customers.
• Working with distributors and distributor representatives.
• Participating in the planning and execution of customer trade shows.
• Reporting all activities through an on-line reporting system.
• Meeting sales targets.

Requirements

• Experience in the hardware and home improvement sector as a key account manager.
• Strong communication and interpersonal skills with aptitude in building relationships.
• Self-Starter with excellent organizational skills.

Compensation and Benefits

• Competitive salary including bonus plan.
• Comprehensive health plan.
• Car allowance & gas card.

Send resume and cover letter to stephaniek@kingmkt.com

_________________________________________________________________

Westman Steel Industries is one of Canada’s largest manufacturers of steel roofing and siding products. Westman Steel Industries is a member of The WGI Westman Group, a dynamic entrepreneurial group of companies who values safety, health, community, relationships, growth and fiscal responsibility.
Westman Steel Industries has the following career opportunity in Langley, BC:

GENERAL MANAGER

The General Manager leads a team of production and sales employees in the manufacturing and supply of steel roofing and siding products to the B.C. market. The successful candidate will plan, organize, direct, control, and evaluate the process activities of Production, Customer Service, and Shipping and Receiving staff. Oversees the entire manufacturing process which includes: production and operations management, human resource management and health and safety.

Westman Steel provides a competitive total rewards package including professional growth, career development and continuous learning. The company offers excellent benefits and a deferred profit sharing plan. Interested candidates can apply by visiting https://www.indeedjobs.com/westman-steel-industries/jobs/d5d8013ea3909b6a5357

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