February 26, 2018 Volume

xxiv, #8

“To have what we want is riches, but to be able to do without is power.”
—George MacDonald (Scottish minister, author, and poet, 1824-1905)

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TIMBER MART gets back to basics with a “true buying show”

MONTREAL — TIMBER MART dealers began streaming into Montreal’s Palais des congrès early on the morning of February 16, as the group opened its eighth annual national buying show. All told, more than 1,100 dealers and vendors showed up for the two-day event, a figure President Bernie Owens credits to the deals on offer as well as the appeal of the location.

“Having the venue in Montreal is loved by the dealers nationally,” he says. Western dealers in particular “love coming to Montreal,” he adds, but “we also get a healthy response from the Atlantic, from all regions.” With several provinces observing Family Day at the weekend’s close, many dealers seized the opportunity to parlay the long weekend into a family vacation.

In addition to the prime location, there are simply fewer buying events nationwide to compete for the independent dealer’s time. “Over the years there are fewer shows,” says Owens, “Quebec doesn’t really have a show for independents, Ontario doesn’t, B.C. no longer does.” That makes it even easier for dealers to say “yes” to what TIMBER MART’s show offers.

“The focus of the show is on bringing the members together,” Owens explains. “The vendors are investing the time to be here; we’re rewarding them with business. It’s a win-win.” Exclusive buys, including a Top 10-plus list of hot orders, “help [members] with the cost of the show and thank them for coming.”

In addition, dealer meetings covered topics such as preferred vendor deals and expansions to TIMBER MART Essentials, “day-to-day to products that our dealers use to run their businesses,” Owens explains. The group offers special deals on categories such as gasoline, auto, and telecom. “Those are the hidden savings. They have to buy these products to run their business, but by us consolidating their volumes, it rewards a vendor for the support, so the supplier will get increased business. In turn they have the combined clout” of the buying group, he adds.

Last year, as a trial, the show was held back-to-back with Orgill’s Spring Dealer Market. That pilot wasn’t repeated this year, but many dealers are still taking advantage of the timing of the two events. “The member survey at the end of the day [after last year’s show] said it was best to keep them separate,” Owens explains, “but it’s still that time of year, and many of our members will be going on to Orlando.”

“The success of the show is all about the independent,” he says. “They’re all local entrepreneurs: their strength is their customer service. They can adapt to local circumstances. Our framework is back to being a true buying group. It’s how we can provide value to our dealers and at same time reward our suppliers with business. It’s about buying.”

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Home Depot’s contractor business, online sales jump in latest quarter

ATLANTA — The Home Depot continues to target the pro and contractor customer and, according to its latest results, the strategy is working in spades.

The company reported strong overall growth in the fourth quarter, as net sales increased by 7.5% to $23.88 billion. Profits for the quarter edged up by 2% to $1.78 billion, hampered by $127 million in costs related to U.S. tax revisions. Annual sales climbed to $100.9 billion, up 6.7% from fiscal 2016. Total same-store sales for the year rose 6.8% and 6.9% at its U.S. stores. 

While results overall were strong, sales to pros, or contractors and trades, were up by double digits, says President, Chairman, and CEO Craig Menear. He spoke last week to analysts on a call immediately following the release of the company’s fourth-quarter and year-end results.

Home Depot has been working hard to attract contractors, with a series of initiatives that include on-time deliveries from the stores and more interaction with pros through online sales.

Sales in related product lines also performed well during the quarter. “Pro-heavy categories—lumber, pressure-treated decking, insulation, and gypsum—all had double-digit growth during the quarter with solid unit productivity,” said Edward Decker, Home Depot’s EVP of merchandising, during the call. Other categories that had double-digit improvements included lumber, electrical, and tools.

Home Depot’s online sales also made strong gains. During the fourth quarter, they were up 21% and for fiscal 2017 grew 21.5%. Online sales now represent 6.7% of the company’s total sales. About 46% of those online sales in the U.S. are picked up in-store.

Based on the health of the U.S. economy, including tax reforms positive for business, an improved housing market, and an extra week in the calendar, Home Depot is forecasting sales growth of about 6.5% for fiscal 2018.

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Patrick Morin kicks off a major spring hiring campaign

SAINT-PAUL, Que. — Quebec home improvement retailer Patrick Morin is embarking on a massive recruitment drive. On March 15, it will feature an open house in all 21 Patrick Morin stores and at its distribution centre. The company seeks to fill more than 200 positions in anticipation of the spring rush.

The goal of the recruitment day is to present the various types of positions available at Patrick Morin and the many benefits of working for the family-owned chain. The company opened its 21st store in 2017 in Saint-Eustache and has indicated that it will continue to look for new opportunities to add stores and grow its business in the future. It is currently eyeing opportunities in the Quebec City region and on Montreal’s South Shore.

“Patrick Morin is looking to the future and seeing the many opportunities that lie ahead. This massive entry of new hires reflects the growth of our organization and our commitment to constantly setting the bar higher when it comes to customer service,” says Daniel Lampron, general manager at Patrick Morin.

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Lowe’s jumps on Apple’s new Business Chat technology

MOORESVILLE, N.C. — When Apple announced details of its yet-to-be-released iPhone operating system last month, the Lowe’s name popped up as a partner in a new feature. Business Chat is an avenue for Lowe’s to offer customer service through text messages, according to Apple.

“With Business Chat, it’s easy to have a conversation with a service representative, schedule an appointment, or make purchases using Apple Pay in the Messages app,” a release from Apple says. “Business Chat doesn’t share the user’s contact information with businesses and gives users the ability to stop chatting at any time.”

Apple lists Discover, Hilton, Lowe’s, and Wells Fargo as companies that will be offering the chat feature beginning this spring. Apple’s marketing includes an image of a phone and an interaction between a customer and a Lowe’s employee about a smart home lock.

Business Chat will eliminate the need to make phone calls to get support by putting users in direct contact with Lowe’s customer support people.

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Marc Leblanc has a new title and expanded responsibilities at Acceo, as a result of organizational changes. He’s been named senior sales and operations manager, responsible for ProfitMaster, Omni, and OGC. The expanded role reflects his takeover of sales function for ProfitMaster, which had been previously handled by Don Kroeker, who has left the company. (Marc.Leblanc@acceo.com)

Claude Chalifour has joined Formedica, a home health care products company, as vice president of business development and major accounts. Chalifour has extensive background in the hardware business, having working at Sodisco-Howden Group, Techniseal, Sterno Home, and Napa Auto Parts.

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CLASSIFIED ADS

Career Opportunities

Soo Mill is the leading building materials supplier in the Algoma District with stores in Sault Ste. Marie and Elliot Lake, and a Roof Truss Manufacturing plant also located in Sault Ste Marie.  

Soo Mill & Lumber promises to Reliably Deliver Quality Products & Outstanding Customer Service through a Knowledgeable & Trusted Professional Team. We are truly dedicated to our Customers and the Communities that we reside in.

Our Sales Team is growing and we are now accepting applications for an Installed Sales Associate and an Estimator/Contractor Desk Associate based in Sault Ste. Marie, Ontario.

We are also hiring a Contract Sales/Installed Sales Associate for our Elliot Lake Ontario location.

For more information on these positions and what Soo Mill has to offer, please visit www.soomill.com/contact/job-opportunities

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Sales Account Manager | Canada 

Chervon is one of the world’s largest power tool and lawn and garden equipment manufacturer with a rich history of innovation. Chervon’s commitment to build a better world by building better tools is evident in the products we manufacture and our green approach to manufacturing. We focus on hand-held portable power tools, stationary bench tools, laser and electronic equipment and outdoor power equipment. With world-class R&D, manufacturing, design, marketing, sales and service teams throughout the world, we do it all. 

About Our Opportunity 

The Sales Manager- Canada (SMCA) will be responsible for the oversight and development of new business as well as increasing sales revenue from existing customers in traditional dealer, distributor and select key accounts across all provinces of Canada. The SMCA will create and apply effective sales training and product knowledge to external sales agencies and channel partners allowing them to increase the market penetration of Chervon brands. The primary goal of this individual is to drive sustainable financial growth through sales growth and the development of strong relationships with customers and other 3rd party sale teams. 

The Sales Manager is the bridge between Chervon and the Traditional Trade sales channels and select key accounts in Canada. A bond of trust and respect must be formed between the Sales Manager and the Independent Sales Representatives, the distributor sales teams, and customers for the Sales Manager to be effective at his/her assigned duties. 

Key Responsibilities 

· Develop, procure, and maintain dealers of Chervon products in Canada; 

· Provide supervision, sales training, and support of independent sales representatives across Canada; 

· Manage sales development and the customer relationship directly with assigned key accounts, currently the Lowe’s business in Canada; 

· Identify, develop, and contract independent sales agencies to create an effective network of sales representation of Chervon across Canada; 

· Provide distributor sales training and assist them in acquiring new end use customers for Chervon products; 

· Assign, track, manage, and report sales development in accordance with assigned key performance indicators (KPI’s) in traditional trade channels and assigned key accounts; 

· Distribute and manage sales leads to sales representatives and assist in arranging business meetings with prospective accounts; 

· Work dealer and distributor shows, national and regional trade shows and meetings and events promoting Chervon products; 

· Manage time and travel schedule to provide the most efficient and effective productivity while managing costs; 

· Build long-term relationships with new and existing accounts; 

· Build trust and respect with internal and external customers by utilizing the utmost integrity; 

· Fully support Chervon brand marketing initiatives at the distributor and dealers level; 

· Provide channel feedback to Chervon regarding product performance, marketing initiative acceptance and rival intelligence gathering. 

Job Requirements 

· Proven work experience as a Sales Manager or relevant role in the hardware, home improvement, outdoor power equipment or related industry; 

· Proven sales track record; 

· Strong experience with high level negotiations; 

· Excellent communication and people skills; 

· Excellent time management skills; 

· Computer proficient; Competency in Microsoft Office Suite programs; 

· Experience in customer support; 

· Weekly call report submission; 

· Weekly expense report reconciliation; 

· This job operates 70%- 80% in the field; drives a car and works in various office and professional environments. 

Required Education and Experience 

· A bachelor’s degree in business or equivalent of seven to ten years of proven success as a sales professional with some Sales Manager experience; 

· Must have a background in building and successfully executing partnerships and sales preferably within the dealer and distributor environments; 

· Strong professional presence and demeanor; 

· Strong relationship and negotiation skills; 

· Appreciates and thrives within an entrepreneurial and private environment; 

· Familiarity with sales performance metrics; 

· Excellent communication skills with a customer service attitude; 

· Team management skills; 

· Strong analytical and organization skills; 

· Prior experience in working within the tool manufacturing industry a plus. 

About Our Working Environment 

Chervon North America operates in a casual and fun environment. We offer a very competitive benefits package including health stipend, car allowance and RRSP contribution. 

We think Chervon is a great place to work! Be part of our new future! Better Tools. Better World.

Apply here: http://chervonnorthamerica.applytojob.com/apply/o20kZUlAy4/Sales-Account-Manager

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February 12, 2018 Volume

xxiv, #6

“When we are no longer able to change a situation, we are challenged to change ourselves.”
—Viktor Frankl (Austrian neurologist, psychiatrist and Holocaust survivor, 1905-1997)

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How big is the retail home improvement industry? And how do we know that?

WORLD HEADQUARTERS, Toronto — A key indicator of the health of Canada’s retail home improvement industry is the annual release of the size of the industry. This measure of how much is sold at retail by all the stores in this sector—including hardware stores, home centres and building centres, and big boxes—is a calculation that reveals how much the industry has grown (or, in the case of the worldwide recession a decade ago, has shrunk).

The data, and the corresponding analysis of which provinces that growth has occurred in, and who the leading retailers are that have effected that growth, becomes part of Hardlines’ annual Home Improvement Retail Report. And that report has become a vital piece of research for marketers and sales teams across Canada every year.

But to complete this report, Hardlines needs the support of the industry. So, if you’re a retail chain, large dealer group, or buying group, please check your inboxes in the coming days for an email from us requesting information about sales and store locations. The survey will take only a few minutes to fill out, and we guarantee confidentiality on a number of questions.

With your help, we can complete our annual Retail Report and calculate the industry’s Top 20 players with more accuracy than ever before. Then we can all benefit from the insights this research provides, making the industry even stronger than ever.

Oh, and how big is the industry? In 2016, it grew to almost $46 billion in sales. Can’t wait to find out how much it grew in 2017!

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Peavey completes buyout of TSC Stores one year ahead of schedule

RED DEER, Alta. — Peavey Industries, which operates Peavey Mart and MainStreet Hardware, has completed its acquisition of TSC Stores, based in London, Ont. The acquisition was finalized on December 22, 2017, one year sooner than originally anticipated.

TSC had been in the hands of a Toronto equity company, Birch Hill Equity Partners since 2005. With the finalization of the acquisition, Peavey has purchased all remaining shares of TSC that had been held by Birch Hill.

“In the last 18 months there has been a lot of energy, commitment, and grit demonstrated by both companies,” said Peavey CEO Doug Anderson. “Our strong financial and operational results from both operations in 2017 allowed us to accelerate the acquisition and continue the path of working together more closely.”

Anderson said it’s clear that the two companies serve the same customer, but in different markets, creating “countless opportunities to learn from each other—allowing us to ultimately serve our customers better.”

The two companies have been working actively to combine company cultures and share best practices. “I truly believe that team members from both TSC Stores and Peavey are cut from the same fabric and our cultures are becoming more and more integrated every single day.”

The company has already announced a second Peavey Mart location in Winnipeg and a new location in Sherwood Park, Alta., for 2018. Completion of the two new locations will boost the total number of stores from all three brands to 91 locations in five Canadian provinces.

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Lowe’s shares Ace’s training mandate with dedicated buying and marketing teams

MISSISSAUGA, Ont. — The Ace banner has been gaining traction in Canada, thanks in large part to support for the Ace program coming from Lowe’s Canada, which owns the license for Ace in this country.

According to Bill Morrison, divisional vice president for Ace Canada, a big part of Ace’s success among independent dealers is its intense commitment to training. Lowe’s, he says, has a tremendous commitment to training, as well. “Ace Canada benefits from the partnership with Lowe’s—more than benefits from it. It’s been tremendous.”

That commitment reportedly goes right to the top of the Lowe’s Canada organization. Morrison says CEO Sylvain Prud’homme has “done a deep dive” into what Ace is and what it stands for.

Morrison says Prud’homme has expressed from the outset how important having the independent is to Lowe’s and has invested heavily into that part of the business. With Ace Canada, Lowe’s can cater to smaller independents, both hardware and building supply dealers, while RONA’s proximity stores address the mid-sized store niche. The Lowe’s banner is reserved for the company’s big boxes.

From a structure standpoint, the Ace Canada team resides in two locations. The marketing department and Ace buying teams are at the Toronto-area office that is also the head office of the Lowe’s big boxes. Growth and training are run out of Lowe’s Canada’s national headquarters in Boucherville, Que.

Those buyers, by the way, are 100% dedicated to the Ace dealers, says Morrison. The efforts of the Ace teams is “to help independents achieve a higher topline, a fatter bottom line, and more return on the tremendous amount of work that being an independent entails,” says Morrison.

“From a dealer’s view, Lowe’s Canada has a deep interest and has deep support for this banner, to invest and make Ace Canada the number-one banner for independents in Canada.”

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Canadian Tire’s Mike Magennis: presenting a unified offering online, in-store

TORONTO — Mike Magennis has a new role at Canadian Tire Retail, one that moves him out of a senior buying function to vice president, business development and operations. The new position focuses Magennis on integrating elements of two other Canadian Tire businesses, FGL Sports Ltd. and clothing retailer Marks, into the Canadian Tire stores.

As Canadian Tire gets its bricks and mortar aligned with its online initiatives, the company can now act effectively on its “one company, one customer” strategy. Those other divisions share some common elements and product lines. Working closer with them could mean a greater emphasis on sporting goods and bigger ranges of workwear at Canadian Tire stores. For example, Magennis explains how the Mark’s clothing banner division does business with industrial and commercial customers. That’s something, he says, that other stores could tap into.

Magennis notes the evolution of Pro Hockey Life, a sporting goods chain bought by Canadian Tire in 2013. That brand is now the lightning rod for any hockey equipment needs by a Canadian Tire customer.

The PHL website combines all the related sporting goods available in any of Canadian Tire’s banners on one online destination. In addition, PHL assortments are now being installed in some Canadian Tire stores.

The store-within-a-store approach mirrors what Canadian Tire has done in the past with fishing and hunting at some of its locations. The product mix will get fairly sophisticated, he promises. “Now, when you search hockey on canadiantire.ca, you’ll see a much broader assortment than you’ve ever seen before.”

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CLASSIFIED ADS

Career Opportunities

Soo Mill is the leading building materials supplier in the Algoma District with stores in Sault Ste. Marie and Elliot Lake, and a Roof Truss Manufacturing plant also located in Sault Ste Marie.  

Soo Mill & Lumber promises to Reliably Deliver Quality Products & Outstanding Customer Service through a Knowledgeable & Trusted Professional Team. We are truly dedicated to our Customers and the Communities that we reside in.

Our Sales Team is growing and we are now accepting applications for an Installed Sales Associate and an Estimator/Contractor Desk Associate based in Sault Ste. Marie, Ontario.

We are also hiring a Contract Sales/Installed Sales Associate for our Elliot Lake Ontario location.

For more information on these positions and what Soo Mill has to offer, please visit www.soomill.com/contact/job-opportunities

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February 12, 2018 Volume

xxiv, #6

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

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Closing in on 100 stores, Ace Canada’s Bill Morrison talks about growth

MISSISSAUGA, Ont. — Bill Morrison is one busy guy. As head of the Ace Canada program for Lowe’s Canada, he’s constantly travelling back and forth between the Mississauga, Ont., customer support centre that is the head office both for Lowe’s big box business and for Ace Canada, and Lowe’s head office and distribution centre in Boucherville, Que.

Morrison, formerly president of TruServ Canada in Winnipeg, joined RONA after it acquired TruServ in 2010. In 2014, RONA signed a license agreement with Ace Hardware International to own the Ace name in Canada. With Lowe’s acquisition of RONA two years later, Ace became part of the Lowe’s family.

Morrison has remained in place through all these changes, to keep the banner on track—a testament to his ability to understand and drive growth among independents. In those early days, he claimed that Ace could have 500 dealers here in five years. While that was an ambitious target, expansion is indeed going apace. “In just three years, things are pretty darned good, says Morrison. “We’ve gone from just about nothing to close in on 100 stores within the next few weeks.”

Ace provides an important alternative for new or smaller dealers, and Morrison notes that a lot of the additions to the banner are either conversions from buying groups looking for more support, or new investors who turn to the credibility of the Ace banner to invest in.

Of the stores now flying the distinctive red and white Ace colours, 40% are conversions from the former TRU banner (and True Value before that). Most of the balance represents new dealers brought over from other banners. The latest additions are both from the Gaspé Peninsula in Quebec—Quincaillerie B.L. in Mont-Louis and Centre de Rénovation de la Baie in Port-Daniel. Today, Ace is strongest in Ontario, followed by Quebec and British Columbia.

The banner is also attracting startups. Those could be individuals already working in the hardware and home improvement arena who are looking for their own gig. But new investors are being drawn to open Ace stores in markets in which they already live or wish to relocate to.

“We’re expecting net new growth to happen in a positive way,” Morrison says. But new dealers have to adopt more than just a name and a source of supply. Ace represents an entire package of a customer-focused way of doing business—and that, he says, “needs new dealers to understand and embrace the culture.”

And this is where Ace today differs from the banner’s previously attempted forays into Canada, a legacy that dates back to the mid-1980s.

“Part of the success of Ace is having dealers embrace the training programs and customer service approach of Ace,” he says.

“Ace’s customer service training is the best I’ve ever seen,” he says emphatically. And to reinforce the point, he points out that JD Power in the U.S. cited Ace as number one in that country for customer service for the 11th year in a row.

The aim of the Ace program is simple, Morrison says. “It’s about making independents great retailers.”

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Orgill settles into new Memphis-area headquarters

COLLIERVILLE, Tenn. — Orgill home office employees are now settled into their new offices and distribution centre, after the giant hardware wholesaler outgrew its former facility. The new office building offers several upgrades in technology and efficiency. It also puts everyone under one roof, as employees had previously been spread out through one main building and two rented neighbouring buildings.

Employees moved into their new office in mid-December, located just outside of Memphis in Collierville, Tenn., Facilities Manager James Parker says. The building and grounds are located less than two kilometres from Orgill’s old premises.

The new facility provides 120,000 square feet of office space, with 30,000 of that reserved for future growth. “It’s a wonderful problem, how fast we’re growing, but we had to take that into consideration with the new building, since a big reason we need this facility was that we ran out of space,” Parker says. “It was a good time to make this move, and everything fell into place.”

Parker says there was little to no disruption in service for customers, vendors, or partners when employees moved to the new facility in December. “We had a really great team working on the data and telecommunications side to have phones and internet all ready for the move, so it was seamless for our customers and our employees,” says Parker. “Everyone left the old offices on a Friday and came into the new building the following Monday, with no interruptions to the transition.”

Orgill has been steadily expanding its distribution network across North America and currently sells to hardware and building supply dealers within most of the major buying groups, including Sexton, Castle, ILDC, and TIMBER MART. Under the helm of president and CEO Ron Beal, the company has treated Canada and the U.S. as a combined north-south marketplace, rather than an east-west one, as Canada’s geography typically dictates. The company exceeded $2 billion in sales last year.

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A look at the year ahead: economic growth is shared across the provinces

NATIONAL REPORT — Markets such as Calgary, Saskatoon, and Winnipeg are enjoying “gentle momentum” and stability as Canada’s housing market continues to run hot in primary markets like Toronto and Vancouver.

According to Peter Norman, VP and chief economist at Altus Group, a Toronto-based real estate consultancy, markets closest to Toronto are strong, “due to shortage of supply,” he notes. The Greater Toronto Area (GTA) is pressured by rising prices and increased demand, not only for houses, but for condos, as well.

One of the things driving the market now, he adds, “is that 2017 was the strongest year for economic growth in almost a generation.” That growth was helped by a low jobless rate and a 3% rise in GDP—double the rise in 2016. “New jobs create more housing demand. It’s certainly where we’re going with housing growth over the next few years.”

More importantly, that growth is being shared across the country. “Every region saw positive GDP growth last year and the rates of growth are converging. It’s not just B.C. and Ontario carrying the load anymore.”

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Canadian Tire VP: vendors can work more closely on e-commerce integration

MISSISSAUGA, Ont. — Canadian Tire has reduced its vendor base by 7%, even as total purchases from its remaining vendors have increased. The giant retailer has also added 400 new vendors, says Mike Magennis, vice president, business development and operations. He spoke recently at a breakfast seminar hosted by the Canadian Hardware and Housewares Manufacturers Association (CHHMA).

Despite the changes in vendors, Magennis stressed the importance of existing relationships with longstanding suppliers, saying “more than half of all vendors have been dealing with Canadian Tire for 20 years or more.”

Speaking to the room full of manufacturers and reps, Magennis shared some insights into what his company expects from its vendor base going forward. He said his buyers are looking for quality and looking for innovation. He invited the vendors to be proactive in detailing the value of their offerings, noting that they know best how to articulate the features and benefits of their lines. “What details of your products attract customers? We need each of you to think about your products and what the value proposition is that attracts customers.”

He added that 900 Canadian Tire suppliers are on the retailer’s Vendor Info Share platform, which lets the retailer share sales data on a weekly basis with those vendors. “It’s a great way for vendors to stay connected to their business, understand their performance, and create insights on what is driving the results. It allows vendors to be proactive in communicating with the merchandising team, so they can help drive their business forward.”

Magennis also stressed the importance of bringing innovation to market quickly. “We need to think about faster execution and faster replenishment.” And as the company sells more online, vendors will be challenged to ship directly to customers. “Do you have distribution? Do you have EDI?” he asked.

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Brian Mahoney has joined Taymor as national sales manager − retail. He brings with him many years of experience in DIY home improvement and related industries. He has served in senior positions at Beaver Lumber, RONA, Home Outfitters, TJX Canada (Winners and HomeSense), and Ceratec. In this new role, Taymor’s retail sales team will report to Mahoney, who will in turn report to Peter Thomson, VP − retail. (bmahoney@taymor.com)

CVS Pharmacy President Helena Foulkes has been appointed as the new CEO of Hudson’s Bay Co., the parent of The Bay, Saks Fifth Avenue, and Lord & Taylor. Foulkes, who will start her new job on February 19, succeeds Jerry Storch, who stepped down in October.

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CLASSIFIED ADS

Career Opportunities

Soo Mill is the leading building materials supplier in the Algoma District with stores in Sault Ste. Marie and Elliot Lake, and a Roof Truss Manufacturing plant also located in Sault Ste Marie.  

Soo Mill & Lumber promises to Reliably Deliver Quality Products & Outstanding Customer Service through a Knowledgeable & Trusted Professional Team. We are truly dedicated to our Customers and the Communities that we reside in.

Our Sales Team is growing and we are now accepting applications for an Installed Sales Associate and an Estimator/Contractor Desk Associate based in Sault Ste. Marie, Ontario.

We are also hiring a Contract Sales/Installed Sales Associate for our Elliot Lake Ontario location.

For more information on these positions and what Soo Mill has to offer, please visit www.soomill.com/contact/job-opportunities

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February 5, 2018 Volume

xxiv, #5

“Politics is the art of looking for trouble, finding it everywhere, diagnosing it incorrectly, and applying the wrong remedies.”
—Groucho Marx (American comedian, actor, and author, 1890-1977)

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WRLA Buying Show charged with energy and plenty of deals

CALGARY — The annual Buying Show of the Western Retail Lumber Association (WRLA) came to a close late last month with increased attendance and a revived buzz on the show floor. With 248 exhibitors taking up 150,000 square feet in the BMO Centre in Calgary, retailers enjoyed two days of buying, networking, and learning.

New this year was the WRLA Live Stage, where 17 exhibitors featured their products and services through live demonstrations. The stage also featured four keynote speakers, headlined by Tom Deans, author of Every Family’s Business and Willing Wisdom. Deans addressed the intergenerational transition of family wealth, the importance of pursuing clarity, and planning for success when it’s time to exit the family business—an important and often overlooked topic in this industry.

Exhibitors brought the latest in the industry’s products and services to the WRLA’s Innovation Station. Featuring 30 of the newest products on the market, the area was a popular destination throughout the duration of the show. The show’s best new product, voted by the retailers, went to EcoPoxy Inc. for its GloPoxy glow-in-the-dark epoxy kits.

The WRLA gave away coolers by Coolest as part of a series of daily prize giveaways. Dealers received an entry ballot for each purchase order they placed. Ten dealers walked away with coolers that came equipped with speakers, plates, cutlery, and even a blender attachment for mixing drinks.

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TIMBER MART adds third commercial dealer in British Columbia

VAUGHAN, Ont. — TIMBER MART has strengthened its commercial arm in British Columbia with the addition of a new dealer, Central Construction Materials Ltd. Located on Vancouver Island in the community of Parksville, Central has been serving contractors and builders on the island since 2004 with a variety of building materials, including gypsum, insulation, steel, roofing, masonry, and siding.

Sitting on a three-acre property, the business has a 17,000-square-foot storage yard, as well as two buildings, and employs 17 full-time staff. “TIMBER MART will provide us with the buying power and programs we need to better compete in the commercial market,” says Allan Versteeg, buyer for Central. “We look forward to leveraging our partnership with TIMBER MART and growing our business on Vancouver Island.”

The commercial side is an important part of any group’s volumes. Castle has a commercial division, called Commercial Building Supply—or CBS for short—and members catering to commercial accounts are an important part of the memberships of groups like Sexton, TORBSA, and Delroc.

“Central Construction Materials joins our group alongside PacWest and Commercial Construction Supply in B.C. and represents our third commercial member in the province,” says Mark Finucane, vice-president of TIMBER MART’s commercial division. Pacific West Pacific West Systems Supply Ltd. (PacWest) has six locations in B.C. and two in Alberta; Commercial Construction Supply has stores in Abbotsford, Kelowna, and Vernon.

The addition of Central also marks an important gain for the buying group on Vancouver Island. In 2015, TIMBER MART lost one of its largest members, Slegg Building Supplies, a chain of 12 stores, when owner Ron Slegg and his family sold the business to WSB Titan.

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Canadians heading to Cologne will get first look at global trends, innovations

COLOGNE, Germany — A number of Canadians are preparing to travel to Cologne, Germany, next month to find new products and tap the very latest trends in home improvement retailing. The show is being held March 4 to 7 at the Cologne fairgrounds, along the banks of the Rhine.

Weighing in at a daunting 1.5 million square feet, the show will offer plenty of opportunities for rubbing shoulders with buyers from some of the largest retail DIY chains in the world. But vendors and buyers from Canada will also get a first glimpse of the types of product and merchandising trends that often show up in North America many months, or even years, later.

The show is being proactive this year in offering as many features and programs as it can.

High-tech innovations are typical in the power tool segment; this year watch for torque wrenches with a radio module for networked production, a technology that has finally gone past the testing stage. Industry requirements are demanding more complexity when calibrating specialized torque tools—yet another trend to watch for in Cologne.

Power tool technology is constantly driven by the need for more performance. Watch for 54-volt battery systems, compatible with 18-volt devices, at this year’s show.

Smart technology will figure throughout the show, as well. Smart home, the intelligent networking of different house functions, goes well beyond just an app that can be used to operate the blinds. Electronic products are becoming more and more compact, more convenient, more efficient, and more intuitive. LED technology enables cost-effective light output, while smart electronics now extend to remote switches with a self-learning coding that can be adapted to suit the individual needs of users.

Recognizing the importance of the “do it for me” movement, which is gaining popularity in Europe as it is here in Canada, the show will feature several manufacturers catering to that trend.

A tradition at the Cologne International Hardware Fair is the Canada Night International Reception, hosted by Hardlines. We’ll welcome Canadians, as well as guests from around the world, for a special night of networking, snacks, and Kölsch, the beer of the Cologne region. (For more information about Canada Night in Cologne, click here now!)

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Ply Gem to be acquired by private equity firm

CARY, N.C. & NEW YORK — Ply Gem and Clayton, Dubilier & Rice, a New York City-based private equity investment firm, have come to a definitive agreement under which Clayton, Dubilier & Rice will acquire all of the outstanding shares of Ply Gem common stock. The go-private transaction, valued at approximately $2.4 billion, was approved unanimously by Ply Gem’s Board of Directors. The agreement also provides for the payment of $21.64 per share in cash to all holders of Ply Gem common stock. 

CD&R has also entered into a definitive agreement to acquire Atrium Windows & Doors. It will combine the two companies to create an exterior building products company with total revenue of more than $2.4 billion in 2017. The transactions are expected to close simultaneously in Q2.

Ply Gem’s headquarters will remain in Cary, N.C., and Gary E. Robinette, currently chairman and CEO of Ply Gem, will continue in his role. John Krenicki, a CD&R operating partner and former vice chairman of General Electric Company, will be appointed lead Director of the Board.

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Rob Jones has been appointed divisional product merchant for major appliances, small appliances, and floor care at The Home Depot Canada. He was formerly at Sears Canada as division product merchant for major appliances.

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CLASSIFIED ADS

We are currently looking for a motivated Inside Sales Representative / Customer Service / Order entry to join our Oakville team. Our ideal candidate is an energetic self-starter who thrives by giving exceptional customer service to internal and external customers. 

Our entrepreneurial culture creates an environment that encourages and enables our employees to be their best every day by encouraging them to think on their feet, to takes an idea from start to finish, to take ownership of their job and to ultimately stay ahead of the competition. 

To know more about this opportunity or to apply, please use the following link : https://jobs.careerbeacon.com/details/inside-sales-representative–customer-service–order-entry/791727

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Position Description

Position: Milwaukee Strategic Account Manager- Hardware/LBM 2-Step Channel     
Location: Markham, ON Headquarters
Reports To: Director of Sales – Hardware

General Responsibility
Manage Milwaukee Electric Tool sales activities of key accounts in the Canadian Hardware/LBM 2-Step channel; coordinating the efforts of all internal functions to service and profitably grow the 2-Step account base. 

Specific Responsibilities

• Develop and implement long term sales strategy to grow sales and drive profitability.  Must regularly meet with account(s) to identify long term and short term needs and develop plan to deliver.  Must stay abreast of industry trends to understand account needs and positioning.
• Develop and implement annual sales plan.  Work with marketing, product management, finance, sales administration and distribution to communicate and execute plan.
• Develop accurate and timely annual, quarterly and monthly sales forecast.  Communicate changes immediately.
• Develop budget and profitability plan for account.  Manage expenses and account activity to meet or exceed profit plan. Use account profitability model to consistently assess status of accounts.
• Effectively utilize marketing resources for advertising coordination, promotional materials and presentation materials.
• Coordinate with product management to capitalize on current and future product offerings and ensure we are maximizing the accounts’ potential.  Work to develop any specific SKU’s needed.  Shares ideas and customer needs through all phases of product life cycle.
• Extensive communication with and travel to assigned accounts. Coordinate and deliver sales presentations effectively utilizing resources available.  Promote, sell, and secure business for both existing and new products. Obtain feedback and use effectively with internal resources.
• Plan/Participate in Buying Group meetings and Trade Shows representing the company and presenting products and programs.
• Communicate any specific distribution needs internally.
• Expedites the resolution of customer problems and issues.
• Other duties as required.

Requirements

• Minimum 7-10 years successful consumer products sales experience to retail accounts at key or national account level.
• Experience in Hardware/LBM 2-Step distribution channel.
• Demonstrated track record of growing profitable sales.
• Development of account business plans to include: product offerings, forecasts, advertising/co-op, profitability, expenses and any specific distribution needs.
• University degree or College diploma.
• PC literate in Microsoft Office products. 
• Demonstrated strong analytical and organizational skills, including forecasting.
• Strong communication skills – written, verbal and excellent presentation skills.
• Demonstrated negotiation skills.
• Takes positive approach and has sense of urgency.
• Demonstrated ability to work effectively with internal resources.

Resumes are to be forearded to HRCanada@ttigroupna.com.  Please put in the subject line:  Strategic Account Manager- Hardware/LBM 2-Step Channel  

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January 29, 2018 Volume

xxiv, #4

“Be patient with everyone, but above all with yourself.”
—St. Francis de Sales (French-born Roman Catholic bishop and patron saint of writers, 1567-1622)

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Despite regional concerns, buying groups expect a strong year

NATIONAL REPORT — “In talking to our members, we’re looking forward to a good year. There’s lots of work out there, and we’ll work hard to get our share.”

Those comments, by Bob Holmes, general manager of the TORBSA buying group, reflect the positive attitude of other groups in the industry, as they prepare for the year ahead. While the economy is forecast to grow moderately, most LBM buying groups are anticipating that home renovation and construction will benefit significantly from that growth.

TORBSA is based in Bolton, Ont., and most of its members are in Southern or Central Ontario. That province had solid growth in most regions last year, and Holmes expects that to continue in 2018.

In Winnipeg, Steve Buckle shares Holmes’s confidence. Buckle is president of the Sexton Group. It has 375 members located in every province and territory, but well over half of them are in Alberta, Saskatchewan, and British Columbia (source: Hardlines Who’s Who Directory—your ever-helpful and shamelessly self-promoting Editor). Sexton’s purchase volumes were up about 15% in 2017, he says, thanks in part to the addition of 18 new members. He estimates that half that growth was related to rapid price inflation in commodity wood products and gypsum.

For Pascal Houle, president of Groupe BMR, whose 300 dealers are located primarily in Quebec, conditions in that province have been more favourable, improving through 2017. “Be it construction starts, homeownership, renovation spending, or consumer confidence, all the indicators are good, which bodes well for our dealers,” he says. “Already, over the course of last year, we saw our dealers’ results improve and our growth increase.”

He adds that both DIY and contractor business looks strong. “Yes, I’d say that both client segments are doing equally well. Quebec’s housing stock is aging, so renovation prospects are good. In recent years, we observed a slowdown in the construction of single-family houses in favour of renovation. Our BMR dealers maintain very good relations with the contractors, and now that we are foreseeing an upturn in construction starts, it’s all looking up from here.”

Bernie Owens, president of TIMBER MART, says the mood is “very positive” nationally. “I see no big red flags for the economy.” He’s especially positive about his dealers in British Columbia. There, he says, they should do as well as in 2017, “and last year was a really good year.”

For Buckle, the recovery in Alberta remains fragile. “We are predicting business to be flat.” Nor does he expect Manitoba to repeat its strong growth performance in 2018. That province’s strong performance in 2017 was the result of a new lot levy in Winnipeg. “That encouraged builders to push construction forward.”

He does not think Ontario, and the Greater Toronto Area in particular, appears set to grow over the previous year, nor does British Columbia. “However, these markets are performing well already,” he points out.

Owens at TIMBER MART is likewise cautious about Alberta. Despite the fact that the economy there appears to have bottomed out, he doesn’t expect his dealers to feel the positive effects in the near term.

Houle expects varying conditions depending on where his dealers are located, as well. He is especially optimistic about business in the larger cities. “We see great potential in the urban markets in particular. Largely because of immigration, the population of these centres is increasing, which is why we are looking to set up shop [there].”

One concern, says Holmes at TORBSA, will be getting product. “Availability and supply of product, as the U.S. market takes off and disaster recovery continues there, eats up a lot of product.” He points out that most manufacturers nowadays are either based in, or do their biggest business, south of the border. “Most manufacturers have their footprint in the U.S. and they’ll look at that market first. I think we’ll have tight supply this year,” especially, he notes, in commodities such as gypsum and insulation.

Owens echoes Holmes’s concern, calling product supply “one of our primary concerns for our dealers for 2018.”

Overall, however, the groups are citing positive outlooks for the year ahead. Buckle expects housing starts to decline, renovation to be robust, and agricultural regions to be stronger than in 2017. He says that Sexton members continue to gain share, “and we expect to continue to add substantial new members in 2018,” which should drive 10% growth for the group.

For Houle at BMR, positive economic indicators and a number of projects under way by the group are paving the way for a strong year—an outlook shared by BMR dealers. “At our last Salon Groupe BMR at the end of 2017, there was a wave of optimism. The dealers sense the excitement in the markets and we are very pleased about it. They share our confidence for the year to come and those to follow.”

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Orgill Market previews “what’s in store” for Canadian dealers

MEMPHIS, Tenn. — The upcoming Orgill Dealer Market in Orlando, Fla., will have some attractions geared especially for Canadian customers, including over 700 vendors exhibiting on the market floor. 

This show will be held at the Orange County Convention Center and much like the last show, held last summer in Boston, Canadian customers will be able to find promotions developed specifically for them. The Smart Start programs will be featured in an 8,000-square-foot area with a variety of assortments in multiple categories. The featured category will be plumbing and electrical. But thousands of assortments will be represented from more than 100 Canadian Smart Start vendors.  

As at past shows, new-concept stores will be front and centre. “Central Tool & Building Supply” will offer a heavier mix of products for contractors and trades. It’s also more than 50% bigger, to accommodate more electrical, plumbing, and paint. All the products in this model store will again be 100% Canadian-compliant and feature products from Orgill’s London, Ont., distribution centre. 

The Brand Building team will be demonstrating some new resources available to dealers. Brand Building Guides include monthly buying, marketing, and merchandising tools that can be used to help plan and execute marketing efforts. BrandBase is the newest initiative and is a DIY-integrated marketing platform allowing retailers to customize and design their own marketing materials, including circulars, hotsheets, and in-store signage. BrandBase software demonstrations will be available in the Brand Building area and clinics will be part of Orgill’s extensive program of seminars, which will run throughout the show.  

Deals will be front and centre at the Orlando show. Door Busters will feature 16,000 square feet of products that can be booked out six months, while thousands of Pallet Buys will be featured at the back of the show.  

“The decision to come to the show is an easy one when you consider the profitability gained with a strategic purchasing strategy,” says Phillip Walker, senior vice president of merchandising services for Orgill. “In addition, the Dealer Market offers the perfect opportunity to see all the new products and services available to retailers.”

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Canadian Tire’s Mike Magennis outlines company’s customer-focused evolution

MISSISSAUGA, Ont. — Canadian Tire’s latest strategy focuses on the end customer, forcing each division to work together in new ways. Called “one company, one customer”, Canadian Tire is looking for ways to present itself as a solution for a customer whose needs extend into different fields, not just, say, automotive or hardware.

Explaining that strategy to vendors was one of the goals of Canadian Tire’s Mike Magennis when he spoke recently at a breakfast seminar hosted by the Canadian Hardware and Housewares Manufacturers Association (CHHMA). Magennis has taken on a new role as vice president, business development and operations. A 26-year veteran of the company on the merchandising side, he reports directly to Greg Hicks, president of Canadian Tire Retail.

Talking to the CHHMA vendor members, Magennis outlined how Canadian Tire’s new customer-facing strategy requires each division to shift its focus beyond operations and logistics internally toward the customer and their expectations. That has meant integrating its online presence with its physical stores. The company’s various retail banners generate huge traffic online, but that traffic, he noted, is not always transactional.

“We believe there’s a huge opportunity to unlock that channel.” But, slow to embrace online sales as effectively as some of its competitors, Magennis admitted that this is one of the reasons why Canadian Tire has been “a little bit behind.”

And the stakes are higher than ever. Four hundred stores now have their inventory online. That means customers can shop for the product, identify its availability at a nearby store, reserve the product, then pick it up in-store. However, that process is not always as quick or convenient as it should be. “Our stores were not designed for this,” he explained.

A pilot home delivery program is being tested in the Ottawa region. It began in November 2017, with the capability to ship small packages. On January 23, it started shipping large packages, as well, using third-party couriers. The test has been going well, Magennis said, increasing customer interactions, “and it’s provided us with some great learnings and it’s actually exceeded our targets.” When the pricing and operational issues are worked out, the program will be rolled out to all Canadian Tire stores.

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Canada continues to battle U.S. over softwood duties

OTTAWA — Canada’s federal government is hitting back on two fronts at protectionist U.S. trade policies, including anti-dumping tariffs on imports of Canadian softwood lumber, taking its grievances to both NAFTA and the World Trade Organization.

Most of the nearly 200 trade violations alleged in the 32-page complaint concern other trading partners such as China and India, leading U.S. trade czar Robert Lighthizer to question the move. “Canada is acting against its own workers’ and businesses’ interests,” he fired back. “Even if Canada succeeded on these groundless claims, other countries would primarily benefit, not Canada.”

Former Ambassador Bruce Heyman, who represented the Obama administration in Ottawa from 2014 to 2017, was more sympathetic, telling CNBC that Donald Trump is “playing a bit of Russian roulette” with his NAFTA posturing. “It’s one thing to do [that] with your enemies,” he added. “It’s another thing to do it with your best friend.”

Undaunted, the Canadians this month followed up their WTO complaint by invoking Chapter 19 of NAFTA, applying for review of U.S. duties on softwood lumber and Bombardier aircraft by a bilateral trade panel. The Chapter 19 process, which allows Canada or Mexico to seek redress outside the domestic U.S. legal system, is itself a sticking point in the ongoing NAFTA negotiations. The White House is pushing for its provisions to be dropped from a “modernized” NAFTA deal.

The final round of negotiations concluded last week in Montreal. Canadian officials have been preparing for the possibility that the U.S. will signal its intention to withdraw from the agreement altogether, as Foreign Affairs Minister Chrystia Freeland’s advisory council believes it will do. The revised Trans-Pacific Partnership and even a fallback on NAFTA’s predecessor the FTA (which excludes Mexico) have been floated as potential “insurance” measures in such an event. Yet the vast majority of economists surveyed in a Reuters poll believe the agreement will be renewed without major changes.

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Lora Meseman (Deighton) has joined EQ3 as director of omnichannel. Before this appointment at the Winnipeg-based furniture retailer and manufacturer, she spent 24 years at TruServ Canada, also in Winnipeg, then Ace Canada, where she served in a variety of communications and marketing roles. (lmeseman@eq3.ca)

Philip Fitzpatrick has been promoted to vice president and general manager of Positec Canada. He will be primarily responsible for overseeing the planning and implementation of sales, marketing, and product development programs, targeting existing and new markets.

Steve McMullen has been promoted to the role of regional sales manager – Ontario and Western Canada for Liteline Corporation. He joined Liteline in 2016 as regional sales manager for Ontario. Since then, he has leveraged his experience in the lighting industry to play a pivotal role in the growth of the company through customer relations, sales, and marketing. Also at Liteline: Evan Sadofsky has joined as inside sales manager. He brings 17 years of industry experience to the role, having worked previously at Alico Industries, a decorative lighting company. 

Mark Kennedy has been promoted to the position of vice president of Star Building Materials Ltd. in Winnipeg. He was formerly business development manager for the company.

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CLASSIFIED ADS

Organizational Announcement

Positec Tool Corporation is pleased to announce:

Philip Fitzpatrick has been promoted to Vice President &  General Manager of Positec Canada.  Philip will be primarily responsible for overseeing planning and implementing sales, marketing and product development programs for both short and long range, targeting existing and new markets.

____________________________________________________________________

Position Description

Position: Milwaukee Strategic Account Manager- Hardware/LBM 2-Step Channel     
Location: Markham, ON Headquarters
Reports To: Director of Sales – Hardware

General Responsibility
Manage Milwaukee Electric Tool sales activities of key accounts in the Canadian Hardware/LBM 2-Step channel; coordinating the efforts of all internal functions to service and profitably grow the 2-Step account base. 

Specific Responsibilities

• Develop and implement long term sales strategy to grow sales and drive profitability.  Must regularly meet with account(s) to identify long term and short term needs and develop plan to deliver.  Must stay abreast of industry trends to understand account needs and positioning.
• Develop and implement annual sales plan.  Work with marketing, product management, finance, sales administration and distribution to communicate and execute plan.
• Develop accurate and timely annual, quarterly and monthly sales forecast.  Communicate changes immediately.
• Develop budget and profitability plan for account.  Manage expenses and account activity to meet or exceed profit plan. Use account profitability model to consistently assess status of accounts.
• Effectively utilize marketing resources for advertising coordination, promotional materials and presentation materials.
• Coordinate with product management to capitalize on current and future product offerings and ensure we are maximizing the accounts’ potential.  Work to develop any specific SKU’s needed.  Shares ideas and customer needs through all phases of product life cycle.
• Extensive communication with and travel to assigned accounts. Coordinate and deliver sales presentations effectively utilizing resources available.  Promote, sell, and secure business for both existing and new products. Obtain feedback and use effectively with internal resources.
• Plan/Participate in Buying Group meetings and Trade Shows representing the company and presenting products and programs.
• Communicate any specific distribution needs internally.
• Expedites the resolution of customer problems and issues.
• Other duties as required.

Requirements

• Minimum 7-10 years successful consumer products sales experience to retail accounts at key or national account level.
• Experience in Hardware/LBM 2-Step distribution channel.
• Demonstrated track record of growing profitable sales.
• Development of account business plans to include: product offerings, forecasts, advertising/co-op, profitability, expenses and any specific distribution needs.
• University degree or College diploma.
• PC literate in Microsoft Office products. 
• Demonstrated strong analytical and organizational skills, including forecasting.
• Strong communication skills – written, verbal and excellent presentation skills.
• Demonstrated negotiation skills.
• Takes positive approach and has sense of urgency.
• Demonstrated ability to work effectively with internal resources.

Resumes are to be forearded to HRCanada@ttigroupna.com.  Please put in the subject line:  Strategic Account Manager- Hardware/LBM 2-Step Channel  

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January 22, 2018 Volume

xxiv, #3

“Advice is like snow—the softer it falls, the longer it dwells upon, and the deeper it sinks into the mind.”
—Samuel Taylor Coleridge (English poet and philosopher, 1772-1834)

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New look Co-op stores cater to DIY convenience and needs of contractors

SASKATOON — Federated Co-operatives Ltd. has been investing in big changes to the look of its home centres. The Greystone Co-op Home Centre in Saskatoon offers the freshest example of this new direction. The 35,000-square-foot store replaces a smaller one that was about five minutes down the road.

The store is operated by Saskatoon Co-op.

Don Ryan, marketing manager for FCL’s Home and Building Solutions division, says the refresh has been under way for the past three years. Part of the process includes standardizing layouts in the stores, while creating more traction for contractors. “We have 20 stores that have changed so far,” he says. “Ongoing, it’s been successful.”

Walking through the Greystone store, Ryan points out how the increased size of the store lends itself to some big box touches. A power aisle through the centre of retail area showcases key seasonal and promotional items such as snow blowers, roof rakes, and brand-name power tools. The high ceilings accommodate large, full-colour product images in signage above the racks.

He further stresses the importance of a “show-and-tell” approach for increasing sales, exemplified by the presence of numerous vignettes in the kitchen and bath department. “In the past, we could talk about selling sinks, but people couldn’t see what they looked like.” The vignettes include a range of countertops, and in the bath area, vignettes feature coloured tubs.

Overall, this store has more building materials on the floor than its predecessors. That includes a bigger range of doors and mouldings than in the past. “We’re trying to get them out of the back and let customers see them,” Ryan says. He credits one supplier, Alexandria Moulding, which worked closely with store design and merchandising company BMF. “They’ve been good partners for us,” he notes. This merchandising philosophy applies to all the Co-op home centres, he added.

In addition, the home centres have seen an increase in demand for dimensional and sheet lumber and the new store reflects efforts to meet that demand, including a 25,000-square-foot drive-through lumber area. “We want to build on that.”

FCL is sourcing higher quality lumber on behalf of the Co-ops as wood is becoming more popular as an interior finish. And, thanks to the indoor drive-through, the Greystone store is also attracting more contractors. It’s the first of the Co-op’s stores to offer this.

(We have more photos of this store for you to view. Click here to take a tour of Greystone C-op Home Centre.—your ever-helpful Editor)

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Lowe’s EVP Alain Brisebois no longer with the company

BOUCHERVILLE, Que. — One of Lowe’s Canada’s top executives has left the company. Alain Brisebois, who had the hefty title of executive vice-president, operations central services, and affiliate dealers, has departed suddenly.

Brisebois joined RONA in 2013 and had been in his current role since June 2016. He managed to weather the changes at RONA as it transitioned through the takeover by Lowe’s Cos. to become Lowe’s Canada. Reporting directly to CEO Sylvain Prud’homme, Brisebois was a key member of the senior team that helped Prud’homme and the Lowe’s team manage RONA’s integration; and he was an important point person for RONA’s dealings with its independent, or affiliate, dealers.

Lowe’s Canada would not comment on Brisebois’ departure. However, according to a Lowe’s Canada spokesperson, “His responsibilities have been shared amongst the other members on the executive team.”

Brisebois had a range of duties in his role as EVP. But Lowe’s Canada confirms that his interaction with the affiliate dealers is being taken over by Tony Cioffi, senior vice president and CFO of Lowe’s Canada. Cioffi joined the company in September 2016, and was formerly with KPMG.

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B.C. association will celebrate 80th year with hot springs bash

SURREY, B.C. — The Building Supply Industry Association of B.C. (BSIA) is celebrating 80 years in existence and will cap off the milestone with an anniversary event at Harrison Hot Springs Resort on July 5 and 6, 2018.

According to Thomas Foreman, president of the BSIA, the purpose of the event is to bring the province’s building supply industry together in an environment that enables association members and supporters network, relax, and get inspired. The event will also have a trade show aspect featuring new products.

This event will begin late in the afternoon of July 5, when delegates will be able to view table top displays of products and services. In the banquet room, entertainer Andrew Johns, who also performed at the BSIA’s 75th anniversary in Whistler, will be performing. A guest speaker will lead of the evening, followed by a gala dinner. The gala will also play host to the BSIA’s annual Orion Awards presentation.

Day two will feature a series of leisure activities, starting with a continental breakfast, and include a golf tournament and sturgeon fishing.

The host hotel is the Harrison Hot Springs Resort and the BSIA has set aside a room block from July 5 to July 8. The venue features biking, swimming, hiking, fishing, paddling, and spas. Special rates have been negotiated for delegates for the 80th anniversary.

(For more information and to book your room at Harrison Hot Springs, please click here.)

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Castle adds three members in first weeks of the new year

MISSISSAUGA, Ont. — Castle Building Centres Group has hit the road running this year, with three new members announced already in the first half of January. The first is a dealer in Sherbrooke, Que. Murexpair Inc. has been serving the local community there for 17 years.

Murexpair owner Jonathan Sirois specializes in roofing and siding to contractors and local consumers. When he and his current partner Bruno Langlois began to consider a buying group, they were looking for an opportunity to grow their business by adding new products, while maintaining their store’s identity and branding. Through Castle, Murexpair expects to offer a wider range of steel roofing, siding, decking products, and commercial steel siding.

Also new to the group is Timber Spirit Supply in Spiritwood, Sask. Matt St. Onge founded the business in 2015 as a full-service lumber, building materials, and hardware destination for local contractors, home builders, and consumers.

“Our team is dedicated to accommodating our customers’ every need and ensuring the best possible fit and solution. We needed the same custom fit for our growing business and Castle was the only buying group that could offer this kind of flexibility,” said St. Onge. A grand opening celebration as Castle Building Centres is planned for the spring, once the store has gone through a complete rebranding.

The latest member to join the buying group is in Saskatoon. LKQ Building Supply is a specialty supply operation owned by Ken Spetz. The business provides building materials for restoration and finishing, along with a range of specialty building products for local contractors.

“When we decided to expand into retail, we saw the best opportunity for success with Castle,” said Spetz. That store will also hold a grand opening in the spring.

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At Orgill, Inc., Colin Carey has been promoted to the role of district manager for Western Canada. He was previously an Orgill sales representative in Northern Alberta and Saskatchewan. In his new position, Carey will support Orgill’s customers throughout British Columbia, Alberta, Saskatchewan, and Manitoba. Carey distinguished himself last year, and was recognized by Orgill, for his service to his customers and community during the 2016 wildfires that tore through Fort McMurray. As a volunteer firefighter, Colin used his vacation time to head to the area and help fight the fires.

At Doidge Building Centres Ltd., Jake den Hollander has been promoted to general manager operations. He was formerly GM. The six-store chain recently joined RONA as an affiliate store.

At Walmart, Judith McKenna has been named the company’s international president and CEO. She was formerly COO. McKenna succeeds David Cheesewright, effective February 1.

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CLASSIFIED ADS

Organizational Announcement

Positec Tool Corporation is pleased to announce:

Philip Fitzpatrick has been promoted to Vice President &  General Manager of Positec Canada.  Philip will be primarily responsible for overseeing planning and implementing sales, marketing and product development programs for both short and long range, targeting existing and new markets.

____________________________________________________________________

Position Description

Position: Milwaukee Strategic Account Manager- Hardware/LBM 2-Step Channel     
Location: Markham, ON Headquarters
Reports To: Director of Sales – Hardware

General Responsibility
Manage Milwaukee Electric Tool sales activities of key accounts in the Canadian Hardware/LBM 2-Step channel; coordinating the efforts of all internal functions to service and profitably grow the 2-Step account base. 

Specific Responsibilities

• Develop and implement long term sales strategy to grow sales and drive profitability.  Must regularly meet with account(s) to identify long term and short term needs and develop plan to deliver.  Must stay abreast of industry trends to understand account needs and positioning.
• Develop and implement annual sales plan.  Work with marketing, product management, finance, sales administration and distribution to communicate and execute plan.
• Develop accurate and timely annual, quarterly and monthly sales forecast.  Communicate changes immediately.
• Develop budget and profitability plan for account.  Manage expenses and account activity to meet or exceed profit plan. Use account profitability model to consistently assess status of accounts.
• Effectively utilize marketing resources for advertising coordination, promotional materials and presentation materials.
• Coordinate with product management to capitalize on current and future product offerings and ensure we are maximizing the accounts’ potential.  Work to develop any specific SKU’s needed.  Shares ideas and customer needs through all phases of product life cycle.
• Extensive communication with and travel to assigned accounts. Coordinate and deliver sales presentations effectively utilizing resources available.  Promote, sell, and secure business for both existing and new products. Obtain feedback and use effectively with internal resources.
• Plan/Participate in Buying Group meetings and Trade Shows representing the company and presenting products and programs.
• Communicate any specific distribution needs internally.
• Expedites the resolution of customer problems and issues.
• Other duties as required.

Requirements

• Minimum 7-10 years successful consumer products sales experience to retail accounts at key or national account level.
• Experience in Hardware/LBM 2-Step distribution channel.
• Demonstrated track record of growing profitable sales.
• Development of account business plans to include: product offerings, forecasts, advertising/co-op, profitability, expenses and any specific distribution needs.
• University degree or College diploma.
• PC literate in Microsoft Office products. 
• Demonstrated strong analytical and organizational skills, including forecasting.
• Strong communication skills – written, verbal and excellent presentation skills.
• Demonstrated negotiation skills.
• Takes positive approach and has sense of urgency.
• Demonstrated ability to work effectively with internal resources.

Resumes are to be forearded to HRCanada@ttigroupna.com.  Please put in the subject line:  Strategic Account Manager- Hardware/LBM 2-Step Channel  

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Sales Consultant, Outdoor Storage Solutions, RTM 

Winnipeg, Manitoba 

Star Building Materials is an independent, wholly owned division of Qualico, and we are seeking a Sales Consultant, Outdoor Storage Solutions to join our team. 

Reporting to the Sales Supervisor, the Sales Consultant contributes to the success and effectiveness of Star by providing sales expertise for garden sheds, garages, shops and agricultural buildings. The Sales Consultant will be responsible for the direct sale of outdoor storage buildings and will provide exceptional customer service to existing and potential customers throughout all stages of the sale and construction process. 

Education & Qualifications: 

· High School Diploma or equivalent is required. 

· Knowledge of building construction is required. 

· Valid driver’s licence and access to a reliable vehicle is required. 

· Strong customer service orientation and exceptional interpersonal skills with the ability to communicate both orally and in writing. 

· Strong time management and high attention to detail. 

· Satisfactory verification of criminal record check. 

How to Apply: Please submit your cover letter and resume to careers.winnipeg@qualico.com.

____________________________________________________________________

Marketing Manager, Schlage Canada 

Location: Mississauga, Ontario 

Reporting to the Vice President of Marketing, the Marketing Manager, will manage all brand responsibility for Schlage brand for all channels retail, ecommerce, single family builders and residential wholesale channels. This position will manage the Schlage residential product portfolio and lead the commercialization process for all new Schlage products launched in Canada. 

What You Will Do: 

· Develop and execute a localized marketing plan aligned with brand, store objectives, and within budget parameters. 

· Work closely with the retail channel team to execute sales and marketing plans. 

· Network with associations, clubs, contractors, designers and retail partners. 

· Execute store community events aligned with the consumer calendar to maximize brand engagement in the market. 

· Analyze and report on data to take a 360⁰ view of all analytics to support the brand and help shape consumer outreach and promotion activities. 

· Produce monthly reports on engagement from web traffic, digital advertising and social media events. 

· Promote and monitor quality service among co-workers through training and by acting as a positive role model. 

· Develop consumer marketing plans and advertising campaigns, based on global creative development modified as required for the Canadian consumer, to profitably build consumer equity for the Brand. 

· Execute the consumer marketing plans in collaboration with the marketing group, the retail channel team, packaging, PR and creative agencies and media planning 

· Maintain in-depth knowledge of core category to ensure both consumer and customer marketing programs are optimized; perform strategic analysis and consumer segmentation analysis, as appropriate. 

What You Will Need: 

· A Bachelor’s degree in marketing, communications or a related field. 

· 7+ years of creative development experience in Brand Management, Creative Services, or agency experience. 

· A minimum of 5 years of experience leading and managing a team, creative communications, or branding. 

· 10% travel with occasional visits to the United States 

· Superior understanding of strategic marketing communications, hands-on experience with targeted segmentation, messaging, integrated marketing processes and related deliverables. 

· Strong interpersonal skills, professional maturity and judgment, and be capable of communicating with a diverse range of individuals at all professional levels. 

· The ability to express complex topics in a simple, straightforward manner. 

· To participate in monthly planning and budget reviews to manage monthly costs and year-to-date finances. 

· The drive for results while maintaining focus in fast-paced, demanding environments. 

Apply Today 

Join our team of experts today and help us make tomorrow a safer place! Please visit https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Mississauga-Canada/Marketing-Manager–Schlage-Canada_JR8230 to see the full job description and to apply today! 

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

____________________________________________________________________

January 15, 2018 Volume

xxiv, #2

“Wise sayings often fall on barren ground, but a kind word is never thrown away.”
—Arthur Helps (English writer, 1813-1875)

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Conversion of Marcil stores increases presence of RONA brand in Quebec

BOUCHERVILLE, Que. — Lowe’s Canada is switching all its Marcil stores to the RONA banner. The stores, known for catering to a mix of DIY and contractor customers, will fit into RONA’s format for its small to medium-sized building centres, known internally as “proximity stores”.

The switch happens February 26.

With the changeover, the product selection at the Marcil stores will double, from about 20,000 SKUs to more than 40,000. The expanded assortments will include home appliances and a bigger seasonal department. The greater range of products will be available both in-store and online at www.rona.ca.

“RONA and Marcil operate in the same market segment, have complementary locations, and both serve a large client base of contractors and pros. It was therefore natural to combine the strengths of both banners,” said Serge Éthier, EVP of RONA Proximity. “This decision will allow us to maximize our products and services offering to Marcil retail and professional customers, while simplifying our operations.”

Lowe’s has been managing a family of banners since it took over RONA in 2016. In fact, when Canadian CEO Sylvain Prud’homme presented at the Hardlines Conference last fall, he stressed that range of brands and formats operating as Lowe’s, RONA, Réno-Dépôt, Marcil, Dick’s Lumber, and Ace. Those stores comprise a network of 630-plus stores, of which 435 carry the RONA banner either as corporate stores or affiliate dealers (as of December 15, 2017).

The Marcil stores would fit easily into the proximity model of RONA, so the conversions could be executed without too much disruption. While this latest move reflects a common direction taken by many companies to unify their brand with fewer banners, it also points to Lowe’s commitment to continue to support the RONA banner, at least in Quebec, where it remains dominant.

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Goodfellow begins year of celebrations for its 120th anniversary

DELSON, Que. — Goodfellow, the building materials manufacturer and distributor, had humble beginnings in 1898 when it was founded by George C. Goodfellow. Keeping abreast of new trends and technologies of the time, Goodfellow began supplying the automobile industry with wood used in car frames and running boards.

In 2018, it is celebrating a legacy that stretches back 120 years. A series of events for customers will take place at events throughout the year, starting with the WRLA Buying Show in Calgary this week, and at the TIMBER MART National Buying Show in Montreal, February 16 to 17.

The company was originally a manufacturer specializing in hardwoods and timbers. Over time, it became a processor and distributor of exotic woods, Douglas fir, construction timber, cedar, pine, and hardwoods, branding itself as “The Wood Specialist”.

Charles Goodfellow took over the reins of the company in the late 1940s, then his brother George C. Goodfellow took over in 1970. In the late ’80s, Charles’s son Richard took the helm until his retirement in 2014.

As the company has grown over the years, it has evolved into a broad-line distributor of building materials and allied products with sales of more than $500 million. This is the company Patrick Goodfellow, Richard’s son, inherited when he took over as president and CEO of Goodfellow in January 2017.

“The industry has changed,” admits Mary Lohmus, EVP of Goodfellow for Ontario and Western Canada. “We’re proud to say we’re 120 years old and doing well in the business, and been able to diversify.”

Today, Goodfellow distributes a wide range of flooring, siding, and decking products. Its other lines include pressure-treated lumber, glue-laminated wood beam structures, wood sidings, and plywood and speciality wood panels. “The manufacturing side makes us unique,” says Lohmus. “We started in wood manufacturing and our roots are in hardwoods and heavy timbers. Then we evolved into many other products.”

The diversity of products, backed by a consistent company culture that has been maintained by generations of the Goodfellow family, has helped ensure Goodfellow’s growth over the past 120 years. Under new CEO Patrick Goodfellow’s direction, and with a depth of employee knowledge that spreads across 15 facilities nationally, “I think that’s what has kept us young and healthy,” Lohmus says.

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Brand building, loyalty, and big boxes: CHHMA’s Vaughan Crofford reflects

SCARBOROUGH, Ont. — With more than 50 years in the hardware and home improvement industry, Vaughan Crofford can look back with a broad perspective on the changes that have occurred in this industry during that time.

Crofford served as president of the Canadian Hardware and Housewares Manufacturers Association (CHHMA) for 23 years before retiring at the end of 2017. Prior to that, he was director of marketing at Federated Co-operatives Ltd. In an exclusive interview with HARDLINES, he reflects on this industry.

On making retail more exciting: “Retailers need to have the product on display to let the customer touch and feel and to have the expertise, the customer service on hand to show young consumers how to use that product. Retailers have some advantages over the internet and they need to figure out how to capitalize on that.”

On big box stores: “They look great, they’ve got so much going on. But they’re just too big. You can’t have 35 toilets in stock.”

On how manufacturers can improve: “I have to say, at the end of the day, the greatest challenge for manufacturers is to create or somehow position their brand as important to the consumer today, as so much has been commoditized. Brand differentiation suffered with Chinese sourcing. It’s harder to sell when all the products are coming from the same factories. But there are some brands that are important to the consumer, and to the contractor. Those brands can’t get pushed around by the retailers.”

On retailers and the internet: “I think that the retailers have to step back and look at themselves. All the retailers are having a problem figuring out how they can succeed today. They’re so afraid of the internet. Stores will remain important, too. Don’t tell me that people don’t want to touch and feel products. That they just want it to show up on their doorstep? Retailers can compete with and use the internet to their advantage. There’s always going to be retail. There needs to be retail.”

On leaving the industry after all these years: “One of the emotions that would come up is a little bit of sadness. To me, I have made so many good friends in every community I’ve been in.”

On what’s changed most markedly: “Some of my sadness comes from a sense that the personal touch has gone out of the industry. Technology and texts and emails eliminated the need for clerical help. And for many companies, the top end is also going in Canada. How many companies here don’t have a president—or even a senior guy—in this country? The president in Canada used to answer to the president in the U.S. Now the top person is often at a VP level, with a very restricted budget, reporting to a VP down there. All the good jobs have left Canada as manufacturing has moved offshore. We lost so many good people and the good relationships that came from that.”

(This interview has been edited for length and clarity.)

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Lowe’s DNA is important to continued integration of Canadian operations

MOORESVILLE, N.C. — According to the latest results from Lowe’s Cos., Canadian stores are performing strongly. In a call to analysts following the company’s third quarter results release, Robert Niblock, chairman, president, and CEO of Lowe’s, made no bones about the strong performance of the company’s international operations.

Sales for the third quarter rose a healthy 6.5% to $16.8 billion. “Internationally, we delivered strong performance, including high single-digit comps in Canada and double-digit comp growth in Mexico in local currency.”

Niblock added that the RONA stores are benefiting as they get more integrated with Lowe’s own merchandising practices, including the continued rollout of appliances―now in 70 stores―and the continued conversion of RONA big box stores to the Lowe’s banner. And the company continues to drive growth with its e-commerce platform. “We’re excited with the momentum of the business and believe we are well-positioned for continued success in Canada.”

Richard Maltsbarger, chief development officer and president of Lowe’s international business, clarified the extent of the RONA conversions. “We have brought our first two big box evolutions live from the RONA brand into the Lowe’s brand out from Western Canada. We’re underway with several more now.” The fifth conversion was completed last week in the National Capital Region (see Retailer News this issue. —Editor).

Maltsbarger highlighted another very important advancement in Canada. “And we’re seeing really good strong pro results in our business in Canada, given our higher mix of the pro across our different banners, including those specifically focused on the pro in both Quebec and out west.”

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André Hudon has been appointed president and CEO of The Innovak Group. Before joining the Pointe-Claire, Que.-based hand tool company, he was general manager at Acklands-Grainger.

Mark Bromiley has been named vice president business development at Rockwool North America. He’s been with Rockwool (formerly Roxul in Canada) since 2008, most recently as North American business development manager. (mark.bromiley@rockwool.com)

John W. Herbert, general secretary of EDRA, the European DIY retail association, as well as the global network GHIN, has been honoured by the German retail home improvement industry as the 2017 recipient of the DIY Lifetime Award. The prize is awarded annually by the German DIY retail association BHB and Dähne Verlag, publisher of DIY International magazine. Herbert is recognised as a renowned trade expert and a friend of Hardlines who spoke at the Hardlines Conference in 2017. Born in Great Britain, he served as an officer in the British Army stationed on the Rhine in Germany. His retail career began in 1983 at Knauber, a family-run home improvement chain based in Bonn. In 2001, he moved to The Home Depot in the U.S. as president of the EXPO Design Center West Coast sales channel. From 2002 to 2008, he served as managing director of BHB, adding duties as general secretary of EDRA, which he formed to bring Europe’s retail home improvement associations together.

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CLASSIFIED ADS

IN-STORE MERCHANDISER (#865) 

About Home Hardware Stores Limited
Home Hardware Stores Limited is Canada’s largest Dealer-owned cooperative with close to 1,100 Stores and annual retail sales of over $6 billion. Located near Kitchener/Waterloo, Ontario, Home Hardware remains 100% Canadian owned and operated. Home hardware has received designations as one of Canada’s Best Cultures and Best Managed Companies and is committed to providing local communities with superior service and quality advice. Responsible to the Store Design Merchandising & Systems Supervisor for assisting Dealers improve store appearance and profitability, through effective merchandising and display. 

Assist Home Dealers with Merchandising Product and Installation of Displays and Shelving, focusing on current Merchandising Technique and Programs. 

Help with the flow of information between Dealers and Home Office with respect to product mix, display and assortment. 

Make onsite recommendations and modifications to the merchandising plan as required. 

QUALIFICATIONS: 

Extensive travel required – away from home for several weeks at a time. 
Valid Driver’s license required. 
Secondary School Diploma or equivalent with post-secondary courses in business an asset. 
Effective communication, both verbal and written, with Home Dealers & Home Staff. 
Retail experience (hardware or building supplies) is a preferred asset. 

Must live near an international airport or be within commuting distance to St. Jacobs. 

Fluency in both English and French would be an asset. 

Interested applicants, please submit your resume to Beth White, Recruitment, Human Resources at hr@homehardware.ca. Full posting available at www.homehardware.ca. Phone: 519-664-4975 34 Henry St W, St. Jacobs, ON, N0B 2N0 Deadline: Monday, January 22, 2018 

*While we appreciate all applications received, only those to be interviewed will be contacted. 

We will accommodate the needs of qualified applicants under the Human Rights Code in all parts of the hiring process

____________________________________________________________________

Position Description

Position: Milwaukee Strategic Account Manager- Hardware/LBM 2-Step Channel     
Location: Markham, ON Headquarters
Reports To: Director of Sales – Hardware

General Responsibility
Manage Milwaukee Electric Tool sales activities of key accounts in the Canadian Hardware/LBM 2-Step channel; coordinating the efforts of all internal functions to service and profitably grow the 2-Step account base. 

Specific Responsibilities

• Develop and implement long term sales strategy to grow sales and drive profitability.  Must regularly meet with account(s) to identify long term and short term needs and develop plan to deliver.  Must stay abreast of industry trends to understand account needs and positioning.
• Develop and implement annual sales plan.  Work with marketing, product management, finance, sales administration and distribution to communicate and execute plan.
• Develop accurate and timely annual, quarterly and monthly sales forecast.  Communicate changes immediately.
• Develop budget and profitability plan for account.  Manage expenses and account activity to meet or exceed profit plan. Use account profitability model to consistently assess status of accounts.
• Effectively utilize marketing resources for advertising coordination, promotional materials and presentation materials.
• Coordinate with product management to capitalize on current and future product offerings and ensure we are maximizing the accounts’ potential.  Work to develop any specific SKU’s needed.  Shares ideas and customer needs through all phases of product life cycle.
• Extensive communication with and travel to assigned accounts. Coordinate and deliver sales presentations effectively utilizing resources available.  Promote, sell, and secure business for both existing and new products. Obtain feedback and use effectively with internal resources.
• Plan/Participate in Buying Group meetings and Trade Shows representing the company and presenting products and programs.
• Communicate any specific distribution needs internally.
• Expedites the resolution of customer problems and issues.
• Other duties as required.

Requirements

• Minimum 7-10 years successful consumer products sales experience to retail accounts at key or national account level.
• Experience in Hardware/LBM 2-Step distribution channel.
• Demonstrated track record of growing profitable sales.
• Development of account business plans to include: product offerings, forecasts, advertising/co-op, profitability, expenses and any specific distribution needs.
• University degree or College diploma.
• PC literate in Microsoft Office products. 
• Demonstrated strong analytical and organizational skills, including forecasting.
• Strong communication skills – written, verbal and excellent presentation skills.
• Demonstrated negotiation skills.
• Takes positive approach and has sense of urgency.
• Demonstrated ability to work effectively with internal resources.

Resumes are to be forearded to HRCanada@ttigroupna.com.  Please put in the subject line:  Strategic Account Manager- Hardware/LBM 2-Step Channel  

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Sales Consultant, Outdoor Storage Solutions, RTM 

Winnipeg, Manitoba 

Star Building Materials is an independent, wholly owned division of Qualico, and we are seeking a Sales Consultant, Outdoor Storage Solutions to join our team. 

Reporting to the Sales Supervisor, the Sales Consultant contributes to the success and effectiveness of Star by providing sales expertise for garden sheds, garages, shops and agricultural buildings. The Sales Consultant will be responsible for the direct sale of outdoor storage buildings and will provide exceptional customer service to existing and potential customers throughout all stages of the sale and construction process. 

Education & Qualifications: 

· High School Diploma or equivalent is required. 

· Knowledge of building construction is required. 

· Valid driver’s licence and access to a reliable vehicle is required. 

· Strong customer service orientation and exceptional interpersonal skills with the ability to communicate both orally and in writing. 

· Strong time management and high attention to detail. 

· Satisfactory verification of criminal record check. 

How to Apply: Please submit your cover letter and resume to careers.winnipeg@qualico.com.

____________________________________________________________________

Marketing Manager, Schlage Canada 

Location: Mississauga, Ontario 

Reporting to the Vice President of Marketing, the Marketing Manager, will manage all brand responsibility for Schlage brand for all channels retail, ecommerce, single family builders and residential wholesale channels. This position will manage the Schlage residential product portfolio and lead the commercialization process for all new Schlage products launched in Canada. 

What You Will Do: 

· Develop and execute a localized marketing plan aligned with brand, store objectives, and within budget parameters. 

· Work closely with the retail channel team to execute sales and marketing plans. 

· Network with associations, clubs, contractors, designers and retail partners. 

· Execute store community events aligned with the consumer calendar to maximize brand engagement in the market. 

· Analyze and report on data to take a 360⁰ view of all analytics to support the brand and help shape consumer outreach and promotion activities. 

· Produce monthly reports on engagement from web traffic, digital advertising and social media events. 

· Promote and monitor quality service among co-workers through training and by acting as a positive role model. 

· Develop consumer marketing plans and advertising campaigns, based on global creative development modified as required for the Canadian consumer, to profitably build consumer equity for the Brand. 

· Execute the consumer marketing plans in collaboration with the marketing group, the retail channel team, packaging, PR and creative agencies and media planning 

· Maintain in-depth knowledge of core category to ensure both consumer and customer marketing programs are optimized; perform strategic analysis and consumer segmentation analysis, as appropriate. 

What You Will Need: 

· A Bachelor’s degree in marketing, communications or a related field. 

· 7+ years of creative development experience in Brand Management, Creative Services, or agency experience. 

· A minimum of 5 years of experience leading and managing a team, creative communications, or branding. 

· 10% travel with occasional visits to the United States 

· Superior understanding of strategic marketing communications, hands-on experience with targeted segmentation, messaging, integrated marketing processes and related deliverables. 

· Strong interpersonal skills, professional maturity and judgment, and be capable of communicating with a diverse range of individuals at all professional levels. 

· The ability to express complex topics in a simple, straightforward manner. 

· To participate in monthly planning and budget reviews to manage monthly costs and year-to-date finances. 

· The drive for results while maintaining focus in fast-paced, demanding environments. 

Apply Today 

Join our team of experts today and help us make tomorrow a safer place! Please visit https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Mississauga-Canada/Marketing-Manager–Schlage-Canada_JR8230 to see the full job description and to apply today! 

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

____________________________________________________________________

January 8, 2018 Volume

xxiv, #1

“Cherish all your happy moments; they make a fine cushion for old age.”
—Christopher Morley (American journalist, writer, and poet, 1890-1957)

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Our top stories of 2017: What Hardlines readers found most newsworthy

SPECIAL REPORT — The past year was a roller coaster ride of industry developments, and once again you read it all in our Hardlines Daily News. Unsurprisingly, major changes like executive transitions, mergers, and acquisitions garnered the most attention. The 10 most-viewed daily news updates of 2017 reflect the prominence of major retail chains. When the big players pass the torch or change hands, our readers pay attention.

Six of the most-viewed stories last year were about Lowe’s and its banners. That’s no surprise, as 2017 marked the first full calendar year after Lowe’s took over Quebec retail giant RONA and set up its Canadian base at RONA’s head office in Boucherville, on Montreal’s South Shore. The saga of the Lowe’s-RONA merger has undeniably been one of the major ongoing news stories in Canadian business. Hardlines readers have enjoyed up-to-date coverage of the developments through our Montreal bureau, from which our Daily News is filed.

Five of the six Lowe’s-related stories appearing in our top 10 concerned its Canadian subsidiary, while the acquisition of Maintenance Supply Hardware in the U.S. by Lowe’s Cos. also made the list. In particular, readers flocked to personnel stories, such as Canadian CEO Sylvain Prud’homme’s promotion to head of Lowe’s International and the departure of Jim Caldwell from his position as EVP of Lowe’s big box segment.

Two stories on Ace Canada placed in our 10 most widely viewed dailies. In January, when Ace announced it would replace its Spring Buying Show with an online promotion, readers checked out our story with gusto. The following month, we reported on changes at Lowe’s to support the Ace banner, including consolidating the Winnipeg distribution facility into Lowe’s Boucherville and Calgary DCs.

Lowe’s efforts in January to squeeze a rebate from its vendors, along with the launch of RONA’s court battle last summer against Canada Revenue’s demands for customer data, rounded out the company’s appearances in the list.

Stories about Home Hardware took two of the best-read spots. In April, we reported on the banner’s new marketing campaign aimed at younger shoppers, including the tag line “Here’s How”. In August, personnel changes were another reader favourite, with new management positions for Jim Solomon, Jason Boshart, and others. The Fastway Group’s July proposed deal to purchase North American Lumber also made our list. Readers would find out just before Christmas that the deal finally did not go through.

But wait, you say, that’s only nine stories! As it turns out, even Hardlines isn’t immune to “fake news”—but only on April Fools’ Day. Our story about the formation of a fictitious new buying group by “BS Building Supplies” in Deux Pieds à Gauche, Man., during a drunken night at the local pub, placed near the top of the list. As we enter a new year, it’s reassuring to know that our readership shares the brand of humour it’s come to expect from Hardlines.

(If you’re not already subscribing to our free Hardlines Daily News, click here right now to sign up!)

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Crofford ends two-plus decades at helm of hardware and housewares association

SCARBOROUGH, Ont. — Vaughn Crofford has retired from the hardware and housewares industry. His last day was officially December 31.

Crofford has been a fixture in the industry for more than three decades, but he is best known as president of the Canadian Hardware and Housewares Manufacturers Association (CHHMA), a position he served in for 23 years.

“My time at CHHMA has been a wonderful experience and the board and committee members, as well as those at our member companies, have been great to work with over the years,” Crofford reflected.

Prior to joining the CHHMA, Crofford was at Federated Co-operatives in Saskatoon. There he had moved through various roles before ending up in charge of marketing for the hardware and building materials division.

Crofford had been working with the CHHMA’s board of directors over the past two years to prepare for his transition. During this time, the association, which works on behalf of hardware and housewares vendors, agents, and affiliated service providers, has been working closely with the Canadian Office Products Association (COPA), bringing its operations in-house with the CHHMA. The two organizations began working closely on other initiatives, co-presenting events and offering joint services.

Sam Moncada, president of COPA, has been working with the CHHMA staff and members over the past 18 months and has taken over the dual role of president of the CHHMA and COPA, effective January 1. The staff of both associations will remain in their current roles throughout the transition.

The CHHMA is celebrating its 50th Anniversary this year. At a recent strategic planning session, the board and management set objectives for revitalizing the association and the value it brings to members.

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Federated Co-operatives posts 2017 revenue of $9.8 billion

SASKATOON — With increased revenues for year end, Federated Co-operatives Limited will return $408 million to retail co-operatives across Western Canada for 2017. For the fiscal year ending October 31, FCL recorded revenues of $9.8 billion from its energy, food, home and building, and agro businesses, a 17% increase over $8.4 billion a year earlier.

“While the past year brought many challenges, FCL is a diverse organization and we continue to see positive results by operating efficiently and effectively, while strengthening our commitment to local retail co-operatives and communities throughout Western Canada,” said FCL CEO Scott Banda.

FCL’s hardware and building materials business is worth more than half a billion dollars at retail (source: Hardlines Who’s Who Directory of hardware and home improvement Retailers in Canada). While it’s a small part of the co-op’s overall business, that number represents a significant amount of retail for this industry and FCL is a major home improvement force in Western Canada. The division stayed healthy last year thanks to an ongoing remerchandising of its Co-op stores that included drive-through lumber departments, updated signage, and enhanced assortments. Other successes included a training initiative called Get Selling and a “Commitment to Excellence” recognition award program, which was launched in 2016.

“Across all of our business lines, we’re taking steps to support local retail co-operatives in new and meaningful ways, ensuring they have the resources they need to compete in today’s marketplace and deliver important products and services to Western Canadians,” Banda said.

From net earnings of $575 million, FCL will return $408 million in patronage allocations—which includes share redemptions in cash—to its member-owners, consisting of more than 190 independent retail co-operatives in Western Canada.

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Home Depot ramps up online initiative with vertical integration moves

ATLANTA — Home Depot will invest in its supply chain and customer experience in pursuit of a new annual sales target of nearly $120 billion. At the same time, the retailer announced plans to buy back up to $15 billion worth of its shares. Though Home Depot has largely held its own against competition from Amazon, the investment is designed to ensure that the retailer stays ahead of the pack.

The company has made a series of moves to enhance its online presence, in a multi-pronged, integrated channel strategy that ties bricks and mortar to mobile and online shopping.

Now it has acquired The Company Store, an online retailer of textiles and home décor products, from Hanover Direct. The deal closed on December 19 and terms were not disclosed. The Company Store also has five retail locations, which were not part of the deal.

Craig Menear, chairman, CEO, and president of Home Depot, underscored the importance of the online capabilities of the latest company to join the giant retailer. “The acquisition of The Company Store provides product development and sourcing capabilities to help us expand our online décor business into broader categories across the entire home.”

It also reflects Home Depot’s ongoing commitment to build online sales overall. In the fall, it joined Google Express, adding the ability for Home Depot customers to shop through voice with the Assistant on Google Home. On the services side, Home Depot bought Compact Power Equipment, a provider of equipment rental and maintenance services, for $265 million in cash in June of last year.

Home Depot’s biggest rival, Lowe’s Cos., has been very aggressive in its own right when it comes to online selling. In fact, it posted 33% sales growth through its online channels in its last quarter, and has just plucked an Amazon exec to fill a new role related to online sales. (See “People on the Move,” this issue. —Editor)

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At Lowe’s Cos., Vikram Singh has been appointed senior VP, chief digital officer. He was previously with Amazon. In this newly created role, he reports to Chief Customer Officer Michael P. McDermott and will be responsible for furthering Lowe’s digital strategy to improve customer experience across its store, online, mobile, call centre, in-home, and on-site channels.

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CLASSIFIED ADS

IN-STORE MERCHANDISER (#865) 

About Home Hardware Stores Limited
Home Hardware Stores Limited is Canada’s largest Dealer-owned cooperative with close to 1,100 Stores and annual retail sales of over $6 billion. Located near Kitchener/Waterloo, Ontario, Home Hardware remains 100% Canadian owned and operated. Home hardware has received designations as one of Canada’s Best Cultures and Best Managed Companies and is committed to providing local communities with superior service and quality advice. Responsible to the Store Design Merchandising & Systems Supervisor for assisting Dealers improve store appearance and profitability, through effective merchandising and display. 

Assist Home Dealers with Merchandising Product and Installation of Displays and Shelving, focusing on current Merchandising Technique and Programs. 

Help with the flow of information between Dealers and Home Office with respect to product mix, display and assortment. 

Make onsite recommendations and modifications to the merchandising plan as required. 

QUALIFICATIONS: 

Extensive travel required – away from home for several weeks at a time. 
Valid Driver’s license required. 
Secondary School Diploma or equivalent with post-secondary courses in business an asset. 
Effective communication, both verbal and written, with Home Dealers & Home Staff. 
Retail experience (hardware or building supplies) is a preferred asset. 

Must live near an international airport or be within commuting distance to St. Jacobs. 

Fluency in both English and French would be an asset. 

Interested applicants, please submit your resume to Beth White, Recruitment, Human Resources at hr@homehardware.ca. Full posting available at www.homehardware.ca. Phone: 519-664-4975 34 Henry St W, St. Jacobs, ON, N0B 2N0 Deadline: Monday, January 22, 2018 

*While we appreciate all applications received, only those to be interviewed will be contacted. 

We will accommodate the needs of qualified applicants under the Human Rights Code in all parts of the hiring process

____________________________________________________________________

December 18, 2017 Volume

xxiii, #47

“Then the Grinch thought of something he hadn’t before. Maybe Christmas, he thought, doesn’t come from a store. Maybe Christmas, perhaps, means a little bit more!”
—Theodore Geisel (aka Dr. Seuss, American author and illustrator of children’s books, 1904-1991)

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HOLIDAY PUBLISHING SCHEDULE: This is our last issue of 2017. We’ll return to our regular weekly schedule with the January 8, 2018 edition. Here’s wishing you, our Faithful Subscribers, a very happy holiday from everyone at the Hardlines World Headquarters. Thank you for your support throughout 2017. We’ll see you again in the New Year!
―Katherine, Sigrid, David, Beverly, Michelle, and Michael

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Buying groups shuffle members, strive for growth as year draws to a close

SPECIAL REPORT — In recent weeks, readers of these pages may have noticed an uptick in announcements from the buying groups of newly signed members. Some of these announcements are new ventures, but more likely they’ve been recruited from other banners.

Why is this time of year so busy for switching? The main reason would have to be the rebates, which are distributed at year end.

Changing buying groups can be as much a personal choice as a business decision. Each group, despite its similar aim to pool the buying power of its members to reduce costs and increase rebates, has its own personality. It’s a sense of belonging that comes as much from fellow members as from the leaders of the groups themselves. But that sense of belonging works two ways. “Our recruiting strategy is based on filling the geographic gaps in our national membership base,” says Steve Buckle, president of Winnipeg-based Sexton Group. “We look for potential members with financial stability, business acumen, and who understand the role a good buying group can play in their business.”

Buckle says Sexton Group will have 20 new members by year end. “This is at the high end of a normal recruiting year for us. Our purchase volumes are up about 15% in 2017, some due to price appreciation and most due to our membership base growing their sales—and thus purchase volumes.”

Other groups are reporting growth in 2017, as well. Dunc Wilson, director of national business development at Home Hardware Stores Ltd., says his co-op brought in 14 new locations this year, resulting, he adds, in healthy increases in Home’s overall volume. “Looking to 2018, it is shaping up to be a banner year for our growth strategy. Quebec is a key market for this strategy.”

While Lowe’s has been making news with store conversions and additions to its big box Lowe’s format, it has a lot riding on growing its independent dealer base. Alain Brisebois, executive vice president, affiliate dealers and operations–central services at Lowe’s Canada, says 2017 “has been a year of solid growth for Lowe’s Canada, as many milestones have been achieved to strengthen our position, namely in the independent affiliate dealer segment with the RONA and Ace banners.”

Brisebois points to the success of the Ace program, which “has also been extremely active recruitment wise, introducing novel programs for its dealers. In 2017, Lowe’s Canada will have added more than 40 new stores under the RONA and Ace banners, he adds.

While dealers continue to switch allegiances, newcomers are an important part of each group’s growth strategy. Castle has been particularly successful partnering with start-ups in the past year, including a new store in Newfoundland and Labrador and one in Quebec. Overall, Castle reports that it enjoyed “tremendous growth in 2017,”  adding 21 new member locations across Canada. The group’s purchase volumes for the year are up 11% over 2016.

Owners will come and go, bringing new biases and partisanship to the helm of retail businesses across the country. And a new generation of owners is leaving behind many of the often deep-felt loyalties of their predecessors, guaranteeing that the recruitment game will continue unabated in 2018.

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Sylvain Prud’homme’s international appointment fits a long-time Lowe’s strategy

MOORESVILLE, N.C. — When Sylvain Prud’homme, president and CEO of Lowe’s Canada, was named president of Lowe’s international operations, the appointment no doubt reflected confidence in the Canadian operations by Lowe’s head office in Mooresville, N.C. It also reflected an ongoing reliance on the Canadian business to provide Mooresville with a bigger perspective to drive the company’s fortunes outside of the U.S.

With this new role, Prud’homme will now be responsible, along with Canada, for Lowe’s business in Mexico, with the president of Lowe’s Mexico reporting to him.

But Lowe’s has a history of using its Canadian leaders to take on further international duties. Don Stalling was the second president of Lowe’s Canada. After successfully expanding the company’s business in the Southwest, he was sent up from Texas to run Canada. He had a steady, if unspectacular, run here, from 2007 to 2009, as the company’s expansion efforts were dampened by the effects of the worldwide recession and a shortage of good real estate.

Nevertheless, with this international experience, Stallings was then sent to Australia to oversee a joint venture with Aussie retailer Woolworths. That business included the acquisition of a hardware wholesaler, Home Hardware and Timber, and the rollout of a big box chain under the Masters name. That business was folded after four years and a combined investment by Lowe’s and Woolworths of US$2 billion.

Prud’homme joined as president of Lowe’s Canada in 2013 and, following the acquisition of RONA in 2016, was named president and CEO of Lowe’s Canada. He is responsible for driving the Canadian home improvement business for Lowe’s, including RONA’s network of stores and independent dealers.

Prior to Lowe’s Canada, Prud’homme served as executive vice president of operations and merchandising for Loblaw Companies Limited. He was also president of western operations for Sobeys Inc. and spent several years as senior vice president of operations and merchandising for Walmart Canada.

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An industry legacy: Alan Schoemperlen retires from Castle

MISSISSAUGA, Ont. — It’s been a good run. At least that’s how Alan Schoemperlen would recall his 17 years working at Castle Building Centres Group Ltd. And now he’s retiring at the end of this year.

But Schoemperlen’s involvement in the industry goes back beyond that, to his days working at TruServ Corp. (now Ace Canada), then headquartered in Winnipeg.

At the time, TruServ was a designated supplier for Castle, an arrangement which found Schoemperlen working closely with many of the Castle dealers. He was also actively aware of the recruitment needs of Castle in the West, where the group considered itself under-represented. The hiring was spearheaded at the time by Castle’s president Pro Wylie and his national business manager, Ron Marchetti. While staying in touch with Marchetti about the hiring process, Schoemperlen himself ended up being handed the job.

As business development manager at Castle for its Western business, he has travelled the West tirelessly. Within the first year of his tenure at Castle, Western membership increased from 29 to 40 dealers. Through the years, Schoemperlen’s forged strong loyalties among dealers there.

Schoemperlen began eyeing retirement at the end of 2015. During the following year, plans were put in place to establish his replacements in the field. Since then, he has been serving in a mentoring role for the two individuals who have taken over his territories. Matthew Raetsen is business development manager for Manitoba and Saskatchewan. He joined in May 2016 and was formerly with Ply Gem Canada. Brad Dixon joined Castle in June of this year as business development manager for British Columbia and Alberta. His background includes working at Chalifour Canada, and later Orgill Canada. Before that, he was part of the management team at IRLY Distributors.

Of his time at Castle, Schoemperlen says, “It was really great. I loved every minute of it.”

(Shown here: When Alan Schoemperlen joined Castle in 2001, HARDLINES was there to take the photograph!)

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Marty Hawthorn is retiring from Johns Manville at the end of this year. As Ontario territory manager for JM, Hawthorn spent the past eight years promoting JM building insulation products to LBM distribution, gypsum supply dealers, contractors, and applicators. Prior to joining JM, he worked for 19 years at Taiga Building Products.

Power Marketing has appointed Ralph Jenkins as its new account manager for Eastern Ontario. Jenkins brings with him 25 years of experience in the plumbing and HVAC/R industry. He previously spent 19 years with GF Thompson. He will be representing products from Red Lion Pump Products, Firepower Metal Cutting & Welding Equipment, and Apache Hose & Belting on behalf of Power Marketing.

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