November 27, 2017 Volume

xxiii, #45

“Success depends upon previous preparation, and without such preparation there is sure to be failure.”
—Confucius (Chinese philosopher, teacher, and politician, 551-479 B.C.)

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Strategy of careful growth has enabled Patrick Morin to maintain its values

NIAGARA FALLS, Ont. — Meet Patrick Morin. The chain of building centres, based largely in and around the Montreal market, was started in 1960 by the eponymous Mr. Morin, and continues to this day as a family-run operation.

Daniel Lampron, the general manager of Patrick Morin, shared the company’s story at the Hardlines Conference, held recently in Niagara Falls. Although well known in its home province of Quebec, the company is less well known in other parts of the country, so delegates were eager to learn more.

“I have seven bosses, all named Morin, but the last name does not guarantee they will be put in charge,” he noted. Each of them had to begin in the business working at a range of jobs, working their way up and proving their ability to take on added responsibilities. Another important requirement was that they all work outside the company for two years.

All this careful structuring of the second generation of ownership is necessary for a dealer the size of Patrick Morin. With 21 stores and sales of about $300 million, the company is one of Quebec’s leading home improvement retailers. Stores range in size from 15,000 to 40,000 square feet of selling space and employ a total of 1,300 people. The stores stretch from Valleyfield to Trois-Rivieres, mainly on the North Shore, and centred mainly in the larger communities.

The company is also on a concerted expansion trajectory. Since 2012, it has added seven locations, in a strategy that makes sure each new store is working well before embarking on a new location. “We have control of our growth,” Lampron said. He added that certain categories—and customers—are currently getting more attention. Seasonal and outdoor living have seen strong growth, while the company has been looking for ways to attract more women customers. In fact, the two are complimentary, as outdoor has proven to be a category driven strongly by women.

Just a month before the conference, Patrick Morin introduced online sales supported by in-store pickup. “And in 2018, we will have more things to introduce.” The company, he admits, can’t compete against the likes of Amazon. “We don’t have the budget. So we have to do something different. I can’t give it away yet, so stay tuned.”

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BuildDirect seeks cash, or buyer, as it enters creditor protection

VANCOUVER — Founder Jeff Booth resigned on October 31. That’s also the date that his online building materials company, BuildDirect, filed for creditor protection with the Supreme Court of British Columbia under the Companies’ Creditors Arrangement Act.

Established in 2012, the Vancouver-based company made headlines for selling large building products, everything from tiles and flooring to roofing, online. But over time, the company was a victim of its own success, and had difficulty keeping products in stock to keep up with demand.

In 2016, it moved from direct-to-consumer selling, with about 16,000 SKUs in stock, in favour of serving as an online marketplace, hosting products by other sellers. It raised its product offering to about 150,000 SKUs in the process. Companies can list for free, paying a commission to BuildDirect on each sale.

Today, a range of products, including decking, large appliances, bathtubs, moulding and millwork, and even heavy appliances, can be purchased on the BuildDirect website.

Since the October 31 CCAA filing, the company has managed to access US$7 million from an arrangement of US$15 million interim funding that had been negotiated before the bankruptcy proceedings. According to the latest details of the bankruptcy filing, the company has found investment assistance from Canaccord Genuity Corp. and Canaccord Genuity Inc., to help facilitate a sale or other refinancing.

A stay of proceedings has been extended until February 23, 2018.

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German hardware show promises new products, new technologies

COLOGNE, Germany — Canadians who make the trek to Germany next spring for Eisenwarenmesse – the International Hardware Fair will find more than just products. The show, billed as the largest trade show for hardware and tools in the world, is beefing up its information program to offer vendors and dealers alike a glimpse into the next steps for the retail home improvement industry.

From March 4 to 7, 2018, more than 2,600 vendors from dozens of countries will showcase their latest products across a whopping 1.5 million square feet of exhibition space. Up to 44,000 manufacturers, buyers, and business leaders will gather to discover the latest home improvement products and explore the economic trends shaping the industry.

Some highlights of the fair:

• A two-day e-commerce forum;
• A stage in the middle of the show floor that will feature speakers, including representatives from Ali Baba, eBay, Google, and Amazon;
• In conjunction with the German procurement and logistics association, BME, information sessions to help vendors work together to better streamline their logistics and distribution processes;
• A number of awards programs to recognize the best and most innovative new products.

Organizers point out that the day has returned to its four-day format to better accommodate the desires of exhibitors to fulfill all their meeting needs. The show is held every two years.

(For more information about the fair, contact Darrin Stern: d.stern@koelnmessenafta.com or 1-773-326-9925.)

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RCR seeks creditor protection to restructure finances and find buyer

BOUCHERVILLE, Que. — RCR International has entered into creditor protection under the Companies’ Creditors Arrangement Act. The filing was made on behalf of RCR International Inc. and its sister company in the U.S., W.J. Dennis & Company. Effective November 21, the companies have commenced restructuring proceedings and expect a similar filing in the U.S. through Chapter 15.

According Mario Petraglia, president and CEO, in a customer bulletin dated November 22, “We are pursuing this course of action in order to provide the companies with time to restructure their finances, while continuing normal operations. We have secured a $3 million debtor-in-possession financing facility from the Bank of Montreal, providing us with adequate liquidity to operate while we restructure our debt.” That includes seeking a buyer and Lincoln Partners Advisors LLC has been engaged as financial advisor “to perform a sales process of the companies to ensure the survival of the business as a going concern.”

In an interview with HARDLINES, Petraglia says the 70-year-old company was the victim of falling sales and an increasing debt load, “which resulted in tighter cash flow.” The company has cut costs, and its manufacturing facility in Longueuil, Que., has been closed temporarily since October.

Petraglia stresses that RCR and W.J. Dennis remain “very much in business and focused on securely positioning the companies and their stakeholders for a stable and successful future.”

RCR, and W.J. Dennis are owned by Austin, Tex.-based Peak Rock Capital, which will continue to support RCR through the process of finding a buyer. “We know there are interested parties. There are a people who have manifested their interest,” Petraglia says.

In the meantime, he stresses that it’s business as usual. No customers have been lost since the announcement, including the important Lowe’s business. “We continue to operate. We continue to take care of our customers.”

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Greg Drouillard, owner of Target Building Supplies in Windsor, Ont., has been honoured with the Industry Achievement Award by the Lumber and Building Materials Association of Ontario. In addition to operating a successful building centre, Drouillard, who is a member of the TORBSA buying group, has been a staunch supporter of the association through the years.

Derby Building Products, formerly known by the name of its flagship Novik brand, has announced the appointment of Ralph Bruno to succeed François Giroux as CEO. Bruno joined the company in 2014 as president. He was national sales manager at Trex Co. in the early ’90s and started Azek Building Products in 2000 with backing of owner Clearview Capital, now the stakeholder of Derby. He remained with Azek as president until 2009.

Suzanne Barwell has been appointed national account manager at Liteline Corporation in Richmond Hill, Ont. She was formerly at Osram Sylvania, where she spent a decade in a similar role. In her new role, she is managing major national retail accounts, including Home Hardware, Wal-Mart, TruServ, Federated Co-operatives, RONA, and Coop fédérée. (sbarwell@liteline.com)

Lowe’s has appointed Richard D. Maltsbarger, currently chief development officer and president, international, as chief operating officer effective February 3, 2018. In his new role he will continue to report to Robert A. Niblock, chairman, president, and CEO. Maltsbarger succeeds Rick D. Damron, who is retiring.

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CLASSIFIED ADS

Sales Service Representative(Quebec, Quebec City) 

Sherwin Williams Consumer Brands Group Canada 

Sherwin-Williams is the largest paint and coatings company in the world. With $15.8 billion in sales, more than 4,100 stores and 140 manufacturing and distribution centers worldwide. Our 60,000 employees across the globe are diverse, innovation and passionate. With a variety of rewarding and challenging opportunities, Sherwin-Williams is a great place to launch and grow a career. Find yours and join us today. 

Job Responsibilities: 

This position is required to grow top lines sales at assigned home improvement stores within a geographic territory. Provide merchandising and sales support at Home Centre(s) that carry Consumer Brands products. Conduct product knowledge training and in store demo’s . Shelf maintenance including down stockings, inventory management and installing/maintaining promotional displays. Complete weekly paperwork including expense reports and call schedules. Utilize the CRM system to document sales calls and store visits. Sales Service Representatives will also gather and document competitor intelligence information in the CMR. Ability to conduct product demos to support selling process. 

As Consumer Brands sales professional you will have the opportunity to drive sales, and grow your territory and contribute to the achievement of organizational goals. You will learn a wide variety of selling related skills including planning and conducting effective sales calls, identifying and exceeding customer needs and sales opportunities, inventory systems knowledge, management, expense management, as well as promotional selling and basic marketing. 

Job Requirements: 

Prior experience in Customer Service, Sales, Marketing or other Business related field. 
Ability to work a flexible work schedule which includes evening and weekends. 
Must have a valid driver’s license. 
Strong Organizational & Communication Skills. 
Must be legally authorized to work in the country of employment without needing sponsorship now or in the future for employment visa status. 
Must be at least 18 years of age. 
Must have a valid driver’s license, access to a vehicle and insurance. 
Must be able, with or without reasonable accommodation, to lift and carry up to 50 lbs. 
Must be able, with or without reasonable accommodation, to work all schedule hours, which may include evenings and weekends. 

The territory for this position includes Quebec City, Lac St-Jean, Cote-Nord and Bas du Fleuve et Gapesie. 

Preferred that applicant lives near Quebec City. 

Education Required: 

High School Diploma or Equivalent 

Preferred Qualifications: 

Bachelors Degree Preferred 

You can search https://jobsearch.sherwin.com/en/job-description?jobNumber=17000G0Q

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Home Hardware Building Center is looking for a managing partner in a new business in Central British Columbia.  We are looking for a person to grow this business with and ownership will be discussed.

We are looking for an individual that that has had at least 5 years of management, which includes hiring,  wage costing, merchandising, product ordering and inventory management, blue print estimation.

The incumbent will have excellent organizational and problem skills as well as the ability to develop and maintain a positive rapport with staff and customers.

Please forward resumes to grant@centralpg.ca

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November 20, 2017 Volume

xxiii, #44

“Knowledge speaks, but wisdom listens.”
—Jimi Hendrix (American rock musician and songwriter, 1942-1970)

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Industry honours winning dealers at Outstanding Retailer Awards Gala

NIAGARA FALLS, Ont. — Canada’s best hardware and home improvement retailers were recognized last week at the 2017 Outstanding Retailer Awards Gala Dinner. The Gala, held November 14, marked the end of day one of the 22nd Annual Hardlines Conference in Niagara Falls, Ont.

Dealers from across the country were celebrated in seven categories covering the range of hardware and home improvement retailing formats. Delegates at the Hardlines Conference joined leaders from the retail chains, co-ops, and buying groups who attended the Gala Dinner to honour their members and fellow retailers.

This year’s winners are:

• Best Hardware Store, any size−Gow’s Home Hardware, Bridgewater, N.S., Amanda Fancy, Owner;
• Best Building Supply or Home Centre under 15,000 square feet−Ace Matériaux Armand Dumaresq, Rivière-au-Renard, Que., Guy Samson and Camil Bouchard, Owners;
• Best Building Supply or Home Centre over 15,000 square feet−Discovery Co-op, North Battleford, Sask., Mike Nord, General Manager;
• Best Contractor Specialist−RONA Penticton, Penticton, B.C., Chad Mielke, Manager;
• Best Large Surface Retailer−Lowe’s Barrie, Barrie, Ont., Piero Palmerio, Manager;
• Best Young Retailer−Alex Yakovyshenko, Manager, Haney Builders Supplies, Maple Ridge, B.C.;
• Marc Robichaud Community Leader−Sayer Home Hardware, Hagersville, Ont., David Sayer, Owner.

These dealers, chosen from a list of nominees in each category, have demonstrated leadership, a positive culture for staff, imaginative merchandising, creative niches in their respective markets, and solid sales growth year over year. The winners each displayed an edge that put them ahead of their peers and identified them as truly outstanding.

Launched in 1992, the Outstanding Retailer Awards are the industry’s only national awards program dedicated to celebrating the achievements of hardware and building supply dealers in Canada. In its 25-year history, the program has honoured more than 150 retailers.

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Hardlines Conference filled with ideas, challenges, and inspiration

NIAGARA FALLS, Ont. ― Powerful speakers brought key ideas to the delegates at the 22nd annual Hardlines Conference, which was held in Niagara Falls, Ont., November 14 and 15.

Robert Howard of retail consultancy Kurt Salmon kicked off day one with insights into the two worlds of bricks and mortar and online selling. He said it’s not enough to have one or the other; they must be utilized together to connect with consumers. Economist Peter Norman, of the Altus Group, talked about the housing and renovation markets in Canada. Based on healthy job growth and rising GDP, his outlook was largely positive for the entire country.

Retailers Doug Anderson of Peavey Industries and Daniel Lampron of Patrick Morin talked about finding niches in their respective markets. Both individuals stressed the importance of making―and maintaining―a strong connection with their respective customers. A strong corporate culture that values its employees figured in both their talks.

Other speakers at the conference were John Herbert of the European DIY retailers’ association EDRA/GHIN, Emil Cermak from FedEx Canada, Dan Tratensek of the NRHA, and Denis Melanson, president of the Building Material Council of Canada and head of the Atlantic Building Supply Dealers Association.

One of the recurring themes throughout the conference was the notion of respect. Much of the discussion centred around the importance of valuing the customer and providing great customer service to stand out from the competition. But several speakers addressed the need to maintain a strong corporate culture that respects staff, as well.

Anderson told the audience that one of his objectives, in growing the company, has been the need to maintain the corporate values that Peavey was built on. Jim Thompson, a former executive with Walmart Canada and Walmart China, stressed the need for having straightforward objectives and communicating those objectives clearly on an ongoing and consistent basis—a theme that figured prominently the presentation by Herbert from EDRA/GHIN.

The event was preceded by a meet-and-greet pub night the evening before the conference started, sponsored by RONA. Close to 100 people gathered at a local brew pub to network before attending the conference.

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Canadian Tire finally launches a test for home delivery of online sales

TORONTO — Canadian Tire continues to develop its online strategy, aiming to make at-home delivery its next plateau. Online shoppers can, so far, have their purchases delivered to a nearby store for pickup. But a fully integrated delivery model to a shopper’s own home is just now materializing for the giant retailer.

Home delivery was first announced by CEO Stephen Wetmore at Canadian Tire’s annual general meeting back in May and confirmed upon the release of its latest results last week. A pilot has begun with 10 stores in the Ottawa area.

“We’re phasing our deployment here first and then we’ll look to extend regionally and eventually nationally,” said Greg Hicks, newly appointed to the role of president of Canadian Tire Retail (see People on the Move). The original intention was to facilitate a wider rollout in the New Year.

“Our focus right now is on parcel delivery, which is over 100,000 SKUs, which represents about 80% of our assortment.” Hicks added that the company’s Living and Playing categories were showing the best results with online sales.

However, there are challenges still to be worked out, which may push a wider launch further into 2018. These include the logistics of delivering from the stores, how it will impact each dealer’s own sales, and how to track inventory.

The company has had its ongoing challenges with online sales. It tested a pilot online program to buy online and pick up in-store in Nova Scotia in 2012. It was to be rolled out within a year to the rest of Canada. After a test period that lasted more than two years, a wider rollout finally materialized.

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Lowe’s expands smart home “store-within-a-store” concept

MOORESVILLE, N.C. — Lowe’s announced it is building on the “Smart Home powered by b8ta” pilot project it launched last fall in three stores in partnership with software-powered retailer b8ta. The store-within-a-store will be rolled out to 70 locations across the U.S., to serve customers interested in smart home devices.

“Smart home products simplify life—but the technology can sometimes be confusing or intimidating,” explained Ruth Crowley, Lowe’s VP of customer experience design, in a release. “So, we developed Smart Home powered by b8ta to emulate a ‘lab-like’ atmosphere that empowers customers to make informed decisions.”

Each location features a curated selection of more than 60 smart home products in wood-panelled aisles near the front of the store. Trained experts known as “b8ta testers” offer onsite customer support. Products include such categories as thermostats, security systems, and cameras from well-known brands like Google, GE, and Samsung. Customers can use iPads and smartphones to try out interacting with apps.

The venture is a logical move for Lowe’s, one of the industry’s early adopters of technologies linked to what has come to be known as the “internet of things”. The retailer started its home automation business in 2011, teaming up with AlertMe to launch smart home platform Iris early in 2012.

Since then, Lowe’s and its Innovation Labs have been at the forefront of combining high-tech with brick-and-mortar. In the fall of 2015, the Labs unveiled the Holoroom virtual reality system, which allows renovators and decorators to envision projects as they’ll appear in the home. It also serves as the basis for the Holoroom How-To, a virtual DIY tutorial launched this year.

According to Lowe’s Canada, there are no plans in the short run to introduce the b8ta testers on this side of the border.

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Greg Hicks has been put in charge of Canadian Tire Retail, the company’s largest division, as president of CTR. Hicks was formerly group senior vice-president, consumer products and retail experience for Canadian Tire, where he oversaw that division’s general merchandise and automotive businesses and was also responsible for managing store experience, store operations, product sourcing and quality including the management of the company’s Pacific Rim offices. With this move, Hicks replaces Allan MacDonald, who has moved into a role as executive vice-president, retail. MacDonald now oversees Canadian Tire’s nearly 1,700 retail and gasoline outlets across all of its retail banners, as well as consumer brands and marketing.

Bailey Metal Products has announced the upcoming retirement of Executive Vice President Kenneth Meinert, taking effect at the end of March 2018. Meinert, who joined Bailey’s executive team in 2010, has more than two decades of experience in the gypsum industry, including time as CEO of the Canadian Gypsum Company. At the same time, Bailey announced three new VP appointments: Malcolm Nobbs for strategic development, Mark Griffioen for operations, and Derick Vinthers for sales. A family firm since 1950, Bailey Metal Products recently moved to third-party certification of its drywall studs.

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CLASSIFIED ADS

Taymor Industries Ltd. is now recruiting for a National Sales Manager for their Retail Channel – located out of their Mississauga location.

Family owned since 1948, Taymor is a leading designer and manufacturer of architectural hardware.

If you would like to review a detailed job description for this role please visit our company careers webpage at http://www.taymor.ca/en/careers. Please send questions and resumes to careers@taymor.com.

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COMMERCIAL SALES MARKETING MANAGER (#1363)

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 in rural St. Jacobs, 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 Director, Marketing for Commercial Sales Marketing including: creative development of commercial account recruitment tools and store training programs, implementation B2B CRM systems and overall program oversight to ensure program adoption and growth by Home Dealers.
Develop, implement and measure effectiveness of advertising and promotional programs (digital/print media).
Develop, maintain and recruit National Commercial Account Business.
Motivate and lead department Staff in achieving corporate goals and supporting Dealers.

QUALIFICATIONS:

College/University Diploma/Degree with post-secondary courses in sales, marketing or business management.
Five to ten years’ experience in sales/corporate/retail or B2B business environment.
Experience with commercial maintenance service programs, working with a large group of retail stores or other dealer/distribution network.
Excellent communication, organizational and problem-solving skills, confident public speaker.
Willingness to travel and work extended hours.
Bilingual in English and French is 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: Friday, November 10, 2017

*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

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Home Hardware Building Center is looking for a managing partner in a new business in Central British Columbia.  We are looking for a person to grow this business with and ownership will be discussed.

We are looking for an individual that that has had at least 5 years of management, which includes hiring,  wage costing, merchandising, product ordering and inventory management, blue print estimation.

The incumbent will have excellent organizational and problem skills as well as the ability to develop and maintain a positive rapport with staff and customers.

Please forward resumes to grant@centralpg.ca

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November 13, 2017 Volume

xxiii, #43

“Think twice before you speak, because your words and influence will plant the seed of either success or failure in the mind of another.”
—Napoleon Hill (American self-help author, 1883-1970)

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Groupe BMR celebrates 50th anniversary with annual buying show

QUEBEC CITY — Delegates from nearly 350 stores and 300 exhibitors gathered in Quebec City last week for Groupe BMR’s annual trade show. 

Marking its 50th anniversary, the show’s theme was Expo 67, referencing the international exposition that took place in Montreal the same year BMR was founded. The show, which is widely recognized by vendors for its lively atmosphere and the thought and creativity put into the décor, was packed on day one with dealers eager to make purchases.

New to the show this year was an expanded seasonal selection, a category in which the company has been gaining traction. Located at the front of the show floor, the patio furniture also offered a convenient and comfortable spot for dealers to pause and have a conversation. 

The company’s commitment to its independent dealers was also on display. Another new feature this year was a dealer services desk on the show floor where retailers could go and ask questions or have any concerns addressed. 

Heading into 2018, e-commerce is a major priority for the company. The marketing team was on hand to help dealers navigate the new website and develop individualized strategies based on their store size and geographical location. 

Dealers on the floor expressed that they were happy with the show and the business opportunities it offered. Vendors were happy, as well, as they kept busy taking orders and getting that face time with retailers.

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New digital platform helps RONA affiliates tap lucrative appliance category

MONTREAL — With the demise of Sears Canada, hardlines retailers are all eyeing the potential for heavy appliance sales. For example, Lowe’s Canada has been converting its RONA big boxes to the Lowe’s banner and revamping assortments in the aisles. And appliances are getting a big push.

But these large-ticket items are not reserved solely for big boxes. RONA’s independent, or affiliate, dealers are giving the new category careful scrutiny. The first affiliate dealer to take on appliances in a big way was RONA Lespérance, with two stores in Blainville, Que., and a third in nearby Ste-Thérèse.

Now, 60 dealers are carrying appliances in some form or another. That includes online sales, which dealers can be part of as RONA introduces its new platform to allow them to tap into the digital world.

André Lespérance, president of RONA Lespérance, didn’t want to comment just yet on the new lines, saying it was too soon to properly evaluate their success. But on the show floor at the recent Lowe’s buying show for its RONA and Ace dealers, Roy Perkins, of the RONA in Cornwall, Ont., and one of RONA’s earliest independents in Ontario, said the appliance category could be a positive one for many dealers. He further noted, however, that the category would require a real commitment both in terms of selling space in the store and knowledgeable sales people to handle it.

The new online platform should help, says Annick Day, director of wholesale and dealer support for Lowe’s Canada. She explains that dealers can update and personalize their assortments themselves. “We have access to their inventory. We’ve built the interface with the vendors and now we’re onboarding the dealers.”

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Notes from the Do it Best Market: How tariffs are affecting U.S. dealers

INDIANAPOLIS — Anyone curious about how softwood lumber tariffs and duties are affecting dealers south of the border had only to eavesdrop on the lumber panel discussion at the recent Do it Best show in Indianapolis. The main topic of conversation there was the shortage of supply from Canada.

Demand is being driven from at least two directions. First is on the supply side, as prices for Canadian product have been driven up by almost 20% for most mills. But scarcity has been exacerbated by the forest fires in British Columbia. According to Gary Nackers, VP of lumber and building materials for Do it Best Corp., the equivalent of 200,000 carloads of softwood, or about a year’s supply, was damaged in the B.C. fires.

Devastation following one of the worst hurricane seasons in memory in the U.S. has driven demand up considerably—and further impacted softwood lumber prices. Other building materials are up, as well. Insulation sales were up 21% in September, following the hurricanes. Products like drywall were being shipped to Houston, which was devastated by flooding, while roofing materials were being diverted to Florida, where high winds had caused damage to roofs. Nackers said at least 13,000 additional truckloads of roofing were expected to be needed to meet demand in that state.

Do it Best is working hard to position itself as an LBM distributor, not just a hardware wholesaler. The company shipped $700 million in lumber over the past year. And Lumber sales were up 29% in the third quarter. “More and more dealers across the country are turning to Do it Best for lumber and building materials,” said Nackers.

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Home Depot to ditch chemicals in an effort to go green

ATLANTA — Home Depot is following in the footsteps of its big box competitors like Walmart and Target to disclose the chemicals found in the products it sells. It intends to begin removing them and replacing them with more green alternatives.

This news comes out of the company’s updated environmental policies, included in its 2017 Responsibility Report. The report says that Home Depot is “increasing its protection of high conservation value forests and pulling substances like formaldehyde and lead in several of its categories in an effort to meet demands for greener products.”

Home Depot says it’s strengthening chemical oversight practices in paint, carpet, vinyl and laminate flooring, and insulation. The strategy includes “commitments to increase the assortment of products that have transparency of product ingredients and third-party certification of chemical ingredients,” the company says.

Home Depot says it has “significantly improved” its paints in the past decade, removing triclosan, lead, and formaldehyde from the latex-based wall paint it sells in the U.S. and Canada.

Many other home improvement retailers have started implementing these new alternatives, especially after U.S. flooring retailer Lumber Liquidators was investigated for selling laminate flooring with higher levels of formaldehyde than permitted by California’s health and safety standards.

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CLASSIFIED ADS

Sales Service Representative(Quebec, Quebec City) 

Sherwin Williams Consumer Brands Group Canada 

Sherwin-Williams is the largest paint and coatings company in the world. With $15.8 billion in sales, more than 4,100 stores and 140 manufacturing and distribution centers worldwide. Our 60,000 employees across the globe are diverse, innovation and passionate. With a variety of rewarding and challenging opportunities, Sherwin-Williams is a great place to launch and grow a career. Find yours and join us today. 

Job Responsibilities: 

This position is required to grow top lines sales at assigned home improvement stores within a geographic territory. Provide merchandising and sales support at Home Centre(s) that carry Consumer Brands products. Conduct product knowledge training and in store demo’s . Shelf maintenance including down stockings, inventory management and installing/maintaining promotional displays. Complete weekly paperwork including expense reports and call schedules. Utilize the CRM system to document sales calls and store visits. Sales Service Representatives will also gather and document competitor intelligence information in the CMR. Ability to conduct product demos to support selling process. 

As Consumer Brands sales professional you will have the opportunity to drive sales, and grow your territory and contribute to the achievement of organizational goals. You will learn a wide variety of selling related skills including planning and conducting effective sales calls, identifying and exceeding customer needs and sales opportunities, inventory systems knowledge, management, expense management, as well as promotional selling and basic marketing. 

Job Requirements: 

Prior experience in Customer Service, Sales, Marketing or other Business related field. 
Ability to work a flexible work schedule which includes evening and weekends. 
Must have a valid driver’s license. 
Strong Organizational & Communication Skills. 
Must be legally authorized to work in the country of employment without needing sponsorship now or in the future for employment visa status. 
Must be at least 18 years of age. 
Must have a valid driver’s license, access to a vehicle and insurance. 
Must be able, with or without reasonable accommodation, to lift and carry up to 50 lbs. 
Must be able, with or without reasonable accommodation, to work all schedule hours, which may include evenings and weekends. 
The territory for this position includes Quebec City, Lac St-Jean, Cote-Nord and Bas du Fleuve et Gapesie. 
Preferred that applicant lives near Quebec City. 

Education Required: 
High School Diploma or Equivalent 

Preferred Qualifications: 
Bachelors Degree Preferred 

You can search https://jobsearch.sherwin.com/en/job-description?jobNumber=17000G0Q

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Home Hardware Building Center is looking for a managing partner in a new business in Central British Columbia.  We are looking for a person to grow this business with and ownership will be discussed.

We are looking for an individual that that has had at least 5 years of management, which includes hiring,  wage costing, merchandising, product ordering and inventory management, blue print estimation.

The incumbent will have excellent organizational and problem skills as well as the ability to develop and maintain a positive rapport with staff and customers.

Please forward résumés to grant@centralpg.ca

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JELD-WEN Windows & Doors recruiting for two Territory Sales Manager positions located in both the Regina and Saskatoon regions respectively.

For a complete job description or to submit a résumé please contact Lauren Sabeski at lsabeski@jeldwen.com.

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November 6, 2017 Volume

xxiii, #42

“Beware of the barrenness of a busy life.”
—Socrates (Classical Greek philosopher, c. 470 B.C-399 B.C.

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West Fraser CEO frustrated by U.S.’s unwillingness to negotiate NAFTA terms

VANCOUVER — The lack of progress in NAFTA talks gives U.S. lumber industry lobbyists no incentive to compromise in the parallel softwood negotiations, the largest Canadian forestry firm’s CEO warns.

In a conference call, West Fraser Timber’s Ted Seraphim told analysts that a resolution was in the hands of the U.S. Lumber Council, whose leaders “haven’t shown a willingness to effectively negotiate,” the Globe and Mail reports.

At the same time, the corresponding rise in lumber prices has largely allowed Canadian producers to ride out the controversy. “Frankly, given that we’ve been able to pass on most of the duties, I think patience on the Canadian side will be a virtue in the long run.”

The U.S. Commerce Department is due to render a final decision by November 13. If it sides with American lumber producers, Canadian firms will have to pay combined final tariffs beginning next year.

The ongoing softwood lumber dispute—in addition to hurricanes in the U.S. South and the wildfires in British Columbia—impacted West Fraser’s results for the third quarter. Sales fell to $1.25 billion from $1.32 billion and earnings of $120 million represented a decline from last Q3’s $146 million.

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Latest seasonal décor from Home Depot Canada is heavy on high tech

TORONTO — Just one day after Halloween, retailers of all stripes are already setting their sights on Christmas, and Home Depot Canada is no exception. On November 1, buyers from Home Depot Canada’s seasonal and outdoor products categories gathered in a hip restaurant in downtown Toronto to present the latest in seasonal décor for the coming Christmas season.

The giant home improvement retailer was showing off everything from traditional trees and decorations to items driven by the latest high-tech gimmickry. Dara Greenberg, senior merchant for live goods, was joined by Mark Beaty, seasonal buyer, and Janette Ewen, Home Depot Canada’s décor and lifestyle expert. Greenberg explained how the buyers plan 18 months out for the latest trends and colours that will be in for the coming season. Then the retailer turns to its overseas suppliers to fulfill orders.

A number of trees were pre-decorated right out of the box, while others featured trim also available from Home Depot Canada. A standout for this year was the increase in smart technology in many of the trees. One looked like a simple silver, unadorned tree. But it could be controlled remotely to begin changing colours, from red to green to purple. Another tree could shrink from nine feet to seven feet with the click of a button.

In another room, power tools and smart home products got a big push, decorated and placed beneath even more Christmas trees. Home Depot’s own Ryobi and Ridgid brands were prominently featured, along with smart home products to help control the “smart” trees.

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RONA’s new concept for its building centres aims at project sales, contractors

BOUCHERVILLE, Que. ― Lowe’s Canada has stepped up its commitment to small and medium-sized building centres with the launch of a new concept for its so-called proximity stores in the country.

The new look is designed to better reflect the latest trends in the residential housing market, with open floor plans, brighter rooms, and outside spaces designed to become natural extensions of the interior. These trends are reflected both in the store layout and strategic placement of some departments, as well as in the product selection. The aim is to achieve a brighter, less compartmentalized store, with racking entirely redesigned and lowered, except on the perimeter of the store, giving customers a 360-degree view of their surroundings.

In addition, seasonal products have been moved up near the entrance so the displays can be renewed on a regular basis, and household appliances now have a prime location near the kitchen project section.

RONA’s Longueuil store on Roland-Therrien Boulevard is the first to undergo a major transformation, at a cost of $2.6 million. By the end of 2018, some 15 stores will have made the switch to the new RONA store model. The new format will be implemented in its corporate stores and be available to affiliate dealers, as well.

“As we clearly stated a year ago, we are committed to RONA and the building centre model as one of Lowe’s Canada’s pillars of growth,” said Serge Éthier, executive vice-president of RONA Proximity. “Our new RONA store prototype was developed with three goals in mind: to better meet current needs and trends in renovation, establish ourselves as our customers’ go-to destination for projects, and enhance our offering for contractors and pros, who account for a larger portion of building centres’ client base than it is the case for big box stores.”

The new building centre model emphasizes turnkey renovation projects, including remodelling a kitchen or bathroom, repairing a roof, or replacing doors and windows. To support project sales, the store will offer a full range of services to guide and support customers throughout their project. These include design consulting, 3D renderings, and installation services. These services are located near the appliance section.

Eventually, all RONA building centres will feature a kitchen section.

The new store model is also designed to provide contractors and pros with an enhanced selection of services. These include a reserved parking area, a dedicated entrance and service counter, extended business hours to fit contractors’ schedules, a special fleet of trucks for construction-site deliveries, a minimum 15,000-square-foot drive-through lumberyard, and charge-account services to speed up and simplify purchasing.

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Canadian Tire continues to look for more private-label lines to boost margins

TORONTO — Canadian Tire recognizes the value of proprietary brands. They set the retailer apart, letting it offer products not available elsewhere, which is also a great counter-move against online price shopping. The house brands can typically give head office more control over supply and give the dealers better margins.

The company is looking to its Mark’s clothing division for inspiration, says Canadian Tire CEO Stephen Wetmore. The Mark’s stores, he said in a recent analysts’ call, have a high ratio of private labels to national brands. In fact, about 70% of the products sold at Mark’s are owned brands.

While Wetmore would like to see that ratio achieved in the Canadian Tire Retail stores, efforts to increase private brands is already working. By mid-year, CTR’s sales of owned brands were up 8% year over year. According to Allan MacDonald, president of CTR, a new line of jeans was introduced at its FGL stores, while additions have been made to the kitchenwares lines, “and you can expect to see similar announcements in the key categories of lawn and garden care, outdoor tools, and barbecues later this quarter,” he added.

Most recently, Canadian Tire bought up the Paderno brand name for Canada and the retailer has been rumoured to be in talks with Sears Canada to acquire the Kenmore brand of appliances. Back in July, Sears in the U.S. began selling Kenmore appliances through Amazon, though the products are not available to Canadian shoppers.

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King Marketing, the national manufacturers’ rep agency, has announced a number of personnel changes. Mark Travers has been promoted to general manager, Canada. He was previously national director of sales and service. He will be working closely with King’s President Paul Crawford and Roger Plante, VP sales, on strategic planning, business development, and operations. Stephanie Kainz has been promoted to national sales manager. She was most recently Western regional sales manager. Glenn Cunningham, previously national service manager, will now focus exclusively on managing the teams handling Home Depot and Canadian Tire stores nationally. Bill Robinson, currently Ontario field supervisor, assumes the newly created role of national service manager for the Lowe’s group of stores. (877-844-5464)

Steve Burgess has joined Briggs & Stratton Canada as country manager−Canada. Most recently general manager at All-Weather Windows, Burgess’s career in the industry also includes almost eight years at Master Lock. (burgess.stephen@basco.com; 905-565-0265, ext. 1006)

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CLASSIFIED ADS

Taymor Industries Ltd. is now recruiting for a National Sales Manager for their Retail Channel – located out of their Mississauga location.

Family owned since 1948, Taymor is a leading designer and manufacturer of architectural hardware.

If you would like to review a detailed job description for this role please visit our company careers webpage at http://www.taymor.ca/en/careers. Please send questions and resumes to careers@taymor.com.

____________________________________________________________________

COMMERCIAL SALES MARKETING MANAGER (#1363)

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 in rural St. Jacobs, 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 Director, Marketing for Commercial Sales Marketing including: creative development of commercial account recruitment tools and store training programs, implementation B2B CRM systems and overall program oversight to ensure program adoption and growth by Home Dealers.
Develop, implement and measure effectiveness of advertising and promotional programs (digital/print media).
Develop, maintain and recruit National Commercial Account Business.
Motivate and lead department Staff in achieving corporate goals and supporting Dealers.

QUALIFICATIONS:

College/University Diploma/Degree with post-secondary courses in sales, marketing or business management.
Five to ten years’ experience in sales/corporate/retail or B2B business environment.
Experience with commercial maintenance service programs, working with a large group of retail stores or other dealer/distribution network.
Excellent communication, organizational and problem-solving skills, confident public speaker.
Willingness to travel and work extended hours.
Bilingual in English and French is 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: Friday, November 10, 2017

*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

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Home Hardware Building Center is looking for a managing partner in a new business in Central British Columbia.  We are looking for a person to grow this business with and ownership will be discussed.

We are looking for an individual that that has had at least 5 years of management, which includes hiring,  wage costing, merchandising, product ordering and inventory management, blue print estimation.

The incumbent will have excellent organizational and problem skills as well as the ability to develop and maintain a positive rapport with staff and customers.

Please forward resumes to grant@centralpg.ca

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JELD-WEN Windows & Doors recruiting for two Territory Sales Manager positions located in both the Regina and Saskatoon regions respectively.

For a complete job description or to submit a resume please contact Lauren Sabeski at lsabeski@jeldwen.com.

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October 30, 2017 Volume

xxiii, #41

“By the pricking of my thumbs, something wicked this way comes.”
—William Shakespeare (English playwright and poet, 1564-1616)

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Paint, agro products, patio furniture get spotlight at Federated Co-op’s Buymart

SASKATOON — The Fall Buymart of Federated Co-operatives had the weather on its side as it kicked off on October 21 with a series of meetings for Co-op managers and staff.

In preparation for the trade show that would begin the next day, they heard from Don Ryan, FCL’s marketing manager for the Home and Building Solutions business, about the importance of real customer service. He pointed out a distinction between a customer and a consumer, saying the latter requires more meaningful interaction but pays off with a bigger commitment to rely on one’s store as a retail destination.

On Sunday, the show had lots of traffic, as an estimated 700 managers and employees from 400 stores walked the aisles. And while day two was slower, as typifies the final day of most trade shows, a number of store staff told HARDLINES that they welcomed the opportunity on that day to connect with vendors, get product knowledge, and air concerns.

A key new offering for the Co-op stores was the expansion of its private-label paint line, under the Imagine name. The line, manufactured by General Paint, a division of Sherwin Williams, was first introduced in July 2016. At this show, an expanded assortment of paint applicators was introduced to support the program.

A relatively new program of homes and cottages plans was also supported by the introduction of new POP. The 2017 Co-op Home and Cottage Plans Collection program, which first went live back in July, replaces an older generic one in favour of plans that have been developed by local architects and planners to better suit Prairie life, conditions, and tastes.

A large area of the show floor was devoted to outdoor living, featuring patio furniture, décor, and fire pits. This was reflective of the push by other retailers—recent dealer shows by Lowe’s, Home Hardware, and Orgill had a similar emphasis on this growing segment. FCL’s lines were developed by its own Asian sourcing team.

The fall show is divided into hardware and building materials in one hall, and agro products on the other. And while the hardlines and LBM appeared to draw the most interest, some traditional home centre dealers admitted that this side of the business is a growing one for them. More and more stores are taking on agro products, expanding into heavier lines like silos and towers which are shipped and installed by the manufacturers, by names like Vicwest and its Westeel division. And while these heavy farming products require knowledgeable and dedicated staff, they have the potential to provide good growth for some.

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Lowe’s makes deal with Black & Decker to add Craftsman hand tools

MOORESVILLE, N.C. — Stanley Black & Decker has made a deal with Lowe’s for the retailer to carry the Craftsman brand in all Lowe’s and Lowe’s Canada stores. For Canada, this will consist of the RONA, Lowe’s, Reno-Depot, Ace, Marcil, Contractor First, and Dick’s Lumber banners, to broaden its customers’ access to the well-known brand.

Craftsman will not be a proprietary brand—Lowe’s own hand tool line is sold under the Kobalt brand. But the new addition is considered a strong addition to Kobalt and Lowe’s current national brands. And Lowe’s says it will work with Craftsman to co-develop exclusive products.

Craftsman-branded products will begin appearing in Lowe’s stores in 2018. Craftsman was a legacy label of Sears and in recent years had been licensed in Ace stores in the U.S. But Sears, which is in financial difficulties in the U.S., sold off the Craftsman name to Stanley Black & Decker at the beginning of 2017, in a deal estimated to be worth $900 million over the next 15 years.

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GM of leading Quebec dealer Patrick Morin will present at the Hardlines Conference

NIAGARA FALLS, Ont. — One of the country’s leading family-owned home improvement retailers will take to the podium at the upcoming Hardlines Conference. The event, to be held November 14 and 15 in Niagara Falls, Ont., will give Daniel Lampron, general manager of Patrick Morin, the opportunity to share the story of his company’s success.

Quebec accounts for nearly a quarter of Canada’s home improvement market, and many large, national chains are beginning in earnest to attempt to break into the marketplace. Patrick Morin has 21 stores and more than a quarter of a million dollars in sales, with growth that exceeds the industry average. Lampron will weigh in on how the company is managing this kind of growth in the fiercely competitive Quebec market.

Other retail speakers presenting at this year’s conference include Sylvain Prud’homme, CEO of Lowe’s Canada; Rick McNabb, vice president of marketing and sales for Home Hardware Stores; Doug Anderson, who heads Alberta-based Peavey Industries, and Jim Thompson, former COO of Wal-Mart China and former senior executive at Wal-Mart Canada.

Other thought leaders on the podium this year include Dan Tratensek, VP of publishing for the North American Retail Hardware Association, economist Peter Norman of Altus Group, and Robert Howard of the U.S. retail consultancy Kurt Salmon.

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

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

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Reno-Depot introduces Canada-wide delivery for online purchases

BOUCHERVILLE, Que. — Lowe’s Canada is giving its Reno-Depot banner a boost by expanding its e-commerce program ahead of schedule to offer parcel delivery in most of Canada. It’s an expansion of Reno-Depot’s “Click-Buy-Renovate” program that was first rolled out in January, followed by the addition of truck delivery in all Reno-Depot stores in May. Since October 24, Canadians can buy products at renodepot.com and have them delivered almost anywhere in Canada.

“The response from consumers has been positive and we have seen good results at each phase of implementation of our e-commerce strategy, which spurred us to roll out parcel delivery earlier than planned,” says Isabelle Laliberté, divisional vice president, Reno-Depot. The website has been designed to be responsive to ordering by a desktop computer, tablet, or smartphone. Packages are delivered by either Canada Post or courier.
 
More than 13,000 products on the Reno-Depot website are currently eligible for delivery. Online orders are shipped within 48 hours. It expands on an existing program that lets customers buy online and pick up at a Reno-Depot store. Products purchased online are also available in-store within two hours of the order being placed.

Another service, which has been available since May, allows customers to have their online order delivered by a Reno-Depot truck within a 35-kilometre radius for a charge of $65. This is suitable for larger orders, as anything over 150 pounds can’t be shipped as a parcel.

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____________________________________________________________________

CLASSIFIED ADS

Taymor Industries Ltd. is now recruiting for a National Sales Manager for their Retail Channel – located out of their Mississauga location.

Family owned since 1948, Taymor is a leading designer and manufacturer of architectural hardware.

If you would like to review a detailed job description for this role please visit our company careers webpage at http://www.taymor.ca/en/careers. Please send questions and resumes to careers@taymor.com.

____________________________________________________________________

COMMERCIAL SALES MARKETING MANAGER (#1363)

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 in rural St. Jacobs, 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 Director, Marketing for Commercial Sales Marketing including: creative development of commercial account recruitment tools and store training programs, implementation B2B CRM systems and overall program oversight to ensure program adoption and growth by Home Dealers.
Develop, implement and measure effectiveness of advertising and promotional programs (digital/print media).
Develop, maintain and recruit National Commercial Account Business.
Motivate and lead department Staff in achieving corporate goals and supporting Dealers.

QUALIFICATIONS:

College/University Diploma/Degree with post-secondary courses in sales, marketing or business management.
Five to ten years’ experience in sales/corporate/retail or B2B business environment.
Experience with commercial maintenance service programs, working with a large group of retail stores or other dealer/distribution network.
Excellent communication, organizational and problem-solving skills, confident public speaker.
Willingness to travel and work extended hours.
Bilingual in English and French is 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: Friday, November 10, 2017

*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

October 23, 2017 Volume

xxiii, #40

“Man’s many desires are like the small metal coins he carries about in his pocket. The more he has, the more they weigh him down.”
—Satya Sai Baba (Indian guru and philanthropist, 1926-2011)

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Sears closing affects vendor base, ex-employees, and now Parliament

TORONTO — The beginning of the end arrived for Sears Canada last week, with the retailer’s announcement that it had received permission from the Ontario Superior Court of Justice to liquidate its remaining assets. All 74 full-service department stores, along with the 49 Sears Hometown outlets and eight Sears Home Stores will be up for sale.

The news came after successive quarters of losses and a fire sale of properties and product lines, culminating in a judicial grant of credit protection for Sears Canada in June. It also spelled the departure of Executive Chairman Brandon Stranzl, who came on board in the summer of 2015 with the goal of drumming up bids for the business.

The company’s downfall has had reverberations across sectors, industries, and countries. Customers lose out on Sears Protection Agreement warranties, though Sears will continue to service mattresses and other furnishings under the Guardsman brand. Suppliers too have been left hanging, even though some saw the writing on the wall and had begun to diversify their accounts, weaning themselves off Sears.

Many, however, are scrambling to fill Sears’s shoes. Mark Brunet, owner of Ottawa’s Cozy Canuck Heating & Cooling, told the Globe and Mail he stood to lose some 80% of his business without the Sears account. On the other hand, former Sears Canada CEO Mark Cohen called the company’s fate “predictable,” telling BNN that “there can’t possibly be any vendors to Sears Canada who can be surprised by this news.”

The retailer also took heat from labour advocates over layoffs and pension cuts. A hardship fund set up by Sears for employees was derided as equivalent to nothing since any assistance provided counts as severance pay deductible from Employment Insurance. Some workers told the CBC they wouldn’t even bother applying, but Susan Ursel, a lawyer for the employees, suggested a bureaucratic solution could be found if Service Canada classifies the aid as a “grant”, which is excluded from income reportable to EI. Still, her firm claims that Stranzl promised in August to dedicate the entire $500,000 hardship fund to laid-off employees, but only $300,000 has been donated so far.

The fall of Sears has made its way right up to the House of Commons. Scott Duvall, a New Democrat representing a Hamilton, Ont., riding, called for an emergency parliamentary debate on the liquidation plan, which he said will hurt workers and retail vendors.

Perhaps the most scathing analysis came from CustomerLAB CEO Jim Danahy, who told BNN that Sears Holdings’ track record of decisions shows the U.S. parent was never serious about turning around the Canadian business. Danahy decried the “orderly dismemberment of a venerable retailer by some pretty cynical folks who… could keep it alive long enough to sell off the parts at premium prices.”

With liquidation sales going into the seasonal shopping rush, other retailers will be looking to see if the deep discounts sap their crucial fourth quarters. As Danahy told the Financial Post, the “liquidation is going to spoil the party” for rivals like Walmart, Canadian Tire, and Hudson’s Bay.” Retail Council of Canada President Diane Brisebois echoed the sentiment, remarking that, while there may not be a “good time” to liquidate, February would be preferable to the year’s busiest season.

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Canadian Building Supply Council: new name, enhanced mandate

MONCTON — The umbrella organization that draws together most of Canada’s regional LBM associations has a renewed mandate—and a new name.

The Canadian Retail Building Supply Council brings together the Atlantic Building Supply Dealers Association (ABSDA), the Lumber and Building Materials Association of Ontario (LBMAO), the Western Retail Lumber Association (WRLA), and the Building Supply Industry Association of British Columbia (BSIA). Its new name, the Building Material Council of Canada, was developed to better reflect the group’s aim to represent all aspects of the industry going forward, including retailers and suppliers alike.

BMCC represents four of the five regional associations. At this time, the Quebec association, AQMAT, has chosen to pursue lobbying efforts on its own, after breaking from the larger group earlier this year.

BMCC’s current president, Denis Melanson, who is also president of the ABSDA, is taking a new national strategic partnership to the market, in an effort to give a wider range of stakeholders a voice in the process of the council. He is currently reaching out to buying groups and key suppliers to rally support for a new basket of initiatives that mark the group’s new focus on national issues.

Melanson and his fellow regional association heads, Dave Campbell of LBMAO, Liz Kovach of WRLA, and Thomas Foreman of BSIA, all of whom comprise the council’s directors, have determined the following areas of concern: advocacy—working together with a combined voice in Ottawa, and raising awareness of the vast array of career opportunities within the home improvement industry.

BMCC is currently building a national career website with a job board that will be supported by a full social media campaign to raise awareness among a younger, millennial workforce. The campaign will aim to change misconceptions about the home improvement industry and highlight career opportunities on both the retail and supply sides of the business. The campaign will focus on three groups: 18 to 25 year olds recently out of school; their parents; and educators and career counsellors.

To support the council, Melanson is turning to the buying groups, retail groups, and key suppliers to participate at varying levels of financial participation. “We’re launching a national strategic partnership,” says Melanson. “We’re not looking for sponsors; we’re looking for investors.” Those investors will, he adds, become part of the dialogue about how to help the industry.

Each of the regional associations has invested to become a founding member. In addition, Jeld-Wen, Home Hardware Stores Ltd., and Castle Building Centres Ltd. have contributed as founding investors, bringing the overall investment so far to $175,000.

(HARDLINES is supporting the BMCC as an official Media Sponsor, and will host the council at our upcoming Hardlines Conference. BMCC is invited to hold its AGM there, and Denis Melanson will deliver the association’s annual report card on day one of the conference, November 14, in Niagara Falls, Ont.)

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Doug Bitter named new purchasing director at Spancan

AJAX, Ont. — Spancan, the giant hardware buying group for co-op and independent dealers, has been on the hunt over the past several weeks for a replacement for its general manager, Mike Daniels. Daniels has announced he will retire at the end of the year.

Now that search has ended with the appointment of Doug Bitter. He will oversee vendor negotiations for the group as director of purchasing. He starts October 31.

Bitter comes to his new role with three decades of experience in the industry. He spent many years at Lansing Buildall, Revy and then RONA, working as a store manager and sales manager before taking on roles in merchandising and as a negotiator for lumber and building materials. Most recently, he spent a year at LBM wholesaler Taiga. He has a bachelor’s degree in finance and commerce from the University of Toronto.

Spancan represents Independent Lumber Dealers Co-operative, TIMBER MART, and Federated Co-operatives at the negotiating table with hardlines suppliers on behalf of more than 1,300 stores across the country. Bitter takes over as Daniels exits Spancan after 18 years there. He will work alongside Bitter through a transition period until the end of this year.

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Outstanding Retailers will be honoured at the upcoming Hardlines Conference

NIAGARA FALLS, Ont. — The Canadian home improvement industry will gather next month to recognize its top retailers at the 2017 Outstanding Retailer Awards Gala Dinner. The Gala will be held November 14, at the end of day one of the 22nd Annual Hardlines Conference in Niagara Falls, Ont.

HARDLINES will again celebrate the industry’s finest at the ORA Gala Dinner. Dealers from across the country will be honoured in seven categories covering the range of hardware and home improvement retailing formats. Delegates at the Hardlines Conference will be able to join leaders from the retail chains, co-ops, and buying groups who will attend the Gala Dinner to honour their members and fellow retailers.

Dealers from across Canada, representing a range of the industry’s leading home improvement banners, will be awarded in the following categories:

• Best Hardware Store, any size;
• Best Building Centre under 15,000 square feet;
• Best Building Centre over 15,000 square feet;
• Best Contractor Specialist;
• Best Large Surface Retailer;
• Best Young Retailer;
• Marc Robichaud Community Leader.

Launched in 1992, the Outstanding Retailer Awards are the industry’s only national awards program dedicated to celebrating the achievements of hardware and building supply dealers in Canada. In its 25-year history, the program has honoured more than 150 retailers. To secure your seat at this important event, click here now.

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Dave Boyce has left his role as general manager of Delroc Industries to become president of Fasteel Industries in Surrey, B.C. He has been replaced at Delroc by Derrick Gray, who was previously Western Canadian sales manager for Dryco Building Supplies. (dgray@delroc.com)

Ray Tierney is now senior national accounts manager at LIXIL Water Technology Americas. He was previously at ITW Construction Products Canada as national account manager.

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CLASSIFIED ADS

October 16, 2017 Volume

xxiii, #39

“Desperation is sometimes as powerful an inspirer as genius.”
—Benjamin Disraeli (British politician, 1804-1881)

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With closure of Sears Canada, other retailers eye its hardlines categories

TORONTO — The pending closure of Sears Canada marks the death knell for yet another major retailer in this country, but it hardly comes as a surprise. The company has been ailing for a decade.

Now, the retailer has applied for court approval to liquidate all of its remaining 150 stores—down from a high of 225—with the court expected to hear the motion on October 13. It first entered bankruptcy protection back in June.

While efforts in recent years to reposition have drawn the retailer more and more into fashion and soft goods, Sears’s woes are nevertheless being watched carefully by hardware retailers. Both Home Depot and Lowe’s have been putting more emphasis than ever on their sales of heavy appliances, a category which Sears has been dominant in. Home Hardware Stores Ltd. has been enhancing offerings—and merchandising programs—to its dealers, as well, in an effort to capture more of the white goods market in smaller communities. Canadian Tire is reportedly interested in picking up Sears’s Kenmore appliance brand.

Other categories that could be up for grabs would include seasonal and outdoor living.

Pending court approval, Sears Canada expects to begin liquidation sales starting October 19. The sales will continue until late December or early January 2018. About 12,000 employees will lose their jobs over that time, including about 800 at head office that are expected to be let go over the coming week.

The retailer applied for bankruptcy protection on June 22 and began seeking proposals for the acquisition of the Canadian operation’s business or other assets, and the selloff of retail leases. At that time, it announced it would close 59 locations.

After failing to cobble together a comprehensive deal for the entire business, it made the move, based on the recommendation of advisors and the bankruptcy monitor, FTI Consulting, Inc., to wind down the company once and for all and close the remaining 131 locations: 74 Sears department stores, eight Sears Home stores, and 49 Hometown stores.

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Mike Daniels readies for retirement, leaves a 46-year legacy

AJAX, Ont. — Mike Daniels may have spent the past 18 years working in an unassuming commercial building northeast of Toronto, but the modest location belies his role as one of the single most powerful buyers in Canada.

Daniels is the general manager of Spancan, a buying group that brings ILDC, TIMBER MART, and Federated Co-operatives to the negotiating table with hardlines suppliers on behalf of more than 1,300 stores across the country.

Now, the next big deal Daniels has his eye on involves grandchildren and golf. He will retire at the end of 2017 and his replacement—unnamed as of press time—is slated to come on board October 31.  

Daniels began his career at Canadian Tire in 1971, working there for 16 years before moving over to Beaver Lumber, where he spent another six and a half years. When Home Depot acquired Aikenheads, Daniels was part of the merchandising team under then-president Stephen Bebis. Starting as a buyer, he was quickly promoted to divisional merchandise manager, overseeing all the buying for Canada. He worked there for almost five years before joining Spancan.

Amidst the sea of LBM buying groups in this industry, Spancan was rare for its focus on the hardware side of the business. Daniels says the group has been able to play an important role in helping independents to buy better, “and I’ve been pleased to be able to help them out over the years.” The smaller size of Spancan, and the intimacy of his dealings with the independent groups, was a nice departure from the corporate environment he’d spent his career in previously. “I’ve met so many good people—and successful entrepreneurs. It’s been a wonderful experience.”

And that attitude has been a two-way street. Vendors are overwhelmingly positive in their opinion of Daniels, who is renowned for his honesty and fairness in dealing with them.

He prepares for his exit from this industry with some observations about how it has evolved since he started out. “The business is changing so much, and what’s been going on in the last while is mind-boggling.” Daniels says suppliers have been getting an ever-increasing say in what is sold and how, including controlling margins, and negotiations in general have become much more complex and detailed. “The relationship between the buyer and the seller has changed. That relationship is not what it used to be. Lawyers and financial experts have replaced the handshake.”

Reflecting on these and other changes, including the rise of online retailing, Daniels warns that retailers must manage their own operations carefully. “Dealers have to catch up with [online], but they also have to catch up with their own businesses. It goes back to the basics in retail,” he adds. “These are the realities.”

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UFA’s farm and hardware stores strive for a “one-stop” experience

CALGARY ― With 35 Farm & Ranch Supply stores throughout Alberta, UFA is a major player in hardware retailing in Western Canada. But it faces tough competition in a market that has been, for the past couple of years, the country’s most beleaguered.

With Glenn Bingley, formerly of Home Depot Canada, in charge of the co-op’s hardware chain as COO of retail operations, he says his team is working on increasing same-store sales, rather than looking for new store locations. And a big area of growth has been seasonal. “We’re learning lots [in this category] and we’re starting to see that improved sales performance.”

Bingley says the changes have come right from the customers themselves. “We did a lot of focus groups last year. We met UFA members and asked them what they look for and how we can do better.”

The responses indicated a desire for more assortments that would make the Farm & Ranch Supply stores what Bingley calls a “one-stop shop.”  Not the extent of a big box, he points out, “But we have to meet the basic needs for repair and renovation.” That means everything from fence posts and livestock supplies to something as basic as the right lightbulb.

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Goodfellow has announced the promotion of Luc Dignard to the position of VP of LBM for Quebec. Dignard, who has been with the company for 23 years, will continue to report directly to Patrick Goodfellow while also working closely with National LBM VP Jeff Morrison.

Laurie Blackwood Pike, a fixture of the hardware industry in Atlantic Canada for more than half a century, was awarded the Gold Hammer Award recently. In a surprise ceremony at the nearby Aylward’s Home Hardware Building Centre in Placentia, Nfld., Pike was presented with the hammer, which is sponsored by Estwing. Besides being a retailer himself at one time, Pike has worked for Cochrane-Dunlop, Sodisco-Howden, Benjamin Moore, and most recently at Home Hardware as dealer development manager for Atlantic Canada. Family and friends were joined by individuals from the industry, including Roy Crawley, regional manager for Home Hardware Stores; Danny Aylward and Andy Edwards of Aylward’s Home Hardware Building Centre; and Dave Dingwell, a former colleague during the Cochrane-Dunlop days.

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October 9, 2017 Volume

xxiii, #38

“You are never too old to set another goal or to dream a new dream.”
—C.S. Lewis (Irish novelist, essayist, professor, and poet, 1898-1963)

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Home Hardware launches commercial maintenance program at latest market

ST. JACOBS, Ont. ― At Home Hardware’s latest market, we saw lots of attention paid to getting dealers to go after a big, but often overlooked segment: the commercial customer. That individual may be a janitor, custodian, property manager, cleaning crew, or institutional purchasing agent. The category, sometimes called maintenance, repair, and operations (MRO), has been gaining attention in this sector as both Home Depot and Lowe’s in the U.S. have been buying up companies in recent months that are focused directly on MRO.

Home Hardware has also been wooing this segment for a number of years. It even has a product catalogue for commercial maintenance customers. At the co-op’s latest dealer market, held last month in St. Jacobs, Ont., Home introduced a new robust commercial maintenance program. Seminars were held during the fall market in St. Jacobs last month, conducted by Alex Goyette, who is in charge of commercial sales.

Home created a handbook for dealers that laid out the full range of the program’s benefits, offering up an integrated marketing communications plan that is designed to reach end users across a range of promotional platforms. That includes a newly-negotiated preferred supplier status for Home Hardware with the chain of hotels that includes Best Western. It also includes a new software platform that will enable contractors and other commercial customers to order more easily online.

Adam Busscher of Picton Home Hardware Building Centre in Picton, Ont., was one of the dealers who attended a commercial maintenance seminar. “It’s a huge growth opportunity for us,” he says. Like many Home dealers, it’s not a customer base he’s taken advantage of in the past. But he got the bug at the latest market. “It’s something we need to grow,” he says.

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A focus on farm and hardware: in conversation with UFA’s Glenn Bingley

CALGARY ― UFA may be largely a farm and feed co-op, but its 35 farm and hardware stores in Alberta drive enough sales to put it firmly in the top 20 of retail groups in this sector in Canada.

That division is headed up by Glenn Bingley, who spent 17 years at Home Depot Canada before joining UFA to take over its sporting goods business, Wholesale Sports. But UFA is in the process of exiting that business (it had already sold its U.S. sporting goods business in 2013) and Bingley looks forward to focusing on the hardware and home improvement side, which operates under the Farm & Ranch Supply banner. “The core of this business is agro and petroleum,” he says. “Sporting goods wasn’t core to UFA.”

The company has already been working on updating its Farm & Ranch Supply stores, focusing on what Bingley calls “the fundamentals,” all aimed at improving the store experience for customers. “We’ve made good strides with Farm & Ranch in the last 18 months,” he adds.

The stores have benefited from standardized assortments, improved point-of-purchase, and from merchants working more closely with vendors to get programs that better suit the rural customer. Categories that have been fine-tuned include feed, fencing, livestock supplies, and LBM assortments. “We’re working with our vendors to change up those assortments.”

Bingley notes that the move to more standardized assortments across a number of lines is being further tweaked by more attention to regional needs of individual stores. “Our field merchandising team reports back to the merchants on what customers are looking for.”

Coming from a company that has been slow to open stores in the last decade, Bingley is familiar with the concept of increasing sales from existing square footage. UFA is not looking to add more stores any time soon, he says. “It’s all about driving productivity now and increasing same-store sales.”

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Ace Hardware acquires e-commerce website

Ace Hardware Corp. has purchased the majority stake in e-commerce startup The Grommet. The website markets and sells new and innovative products created by independent entrepreneurs, also known as makers. Since its inception in 2008, it has launched dozens of popular brand names, including FitBit, IdeaPaint, OtterBox, SimpliSafe and SodaStream. To date, the company has launched more than 2,500 consumer products and amassed a community of more than three million early adopters and supporters.

“We both stand as strong advocates for the underdog. From the very beginning we have appreciated our alignment in support for and advancement of the independent maker,” says Ace President and CEO John Venhuizen. “Under Ace’s ownership, I believe The Grommet can offer our customers more of that which fuels global economies and makes America special—the unbridled creativity of the local entrepreneur.”

Ace Hardware and The Grommet first began working together in 2016 as part of a collaboration to bring new, unique, and previously undiscovered products from independent makers into Ace stores.

Ace Hardware is now the majority controlling owner of The Grommet, but the company’s original founders, Joanne Domeniconi and Jules Pieri, and their employees will continue to have some equity ownership of the company. Ace has no plans to change the company’s strategic direction.

Ace says retail analytics from its stores demonstrate significant value in aligning physical stores with a digital discovery platform. Current customers of The Grommet visit Ace more than 50% more times than the average Ace Rewards customer and spend 2.8 times as much, the company notes.

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Executive spotlight: Peavey CEO will present at Hardlines Conference

WORLD HQ, Toronto ― For a company that likes to operate “under the radar,” as its president likes to say, Peavey Industries made a lot of news last year when it announced the acquisition of TSC Stores. The combined farm and hardware companies now represent combined sales of almost half a billion dollars with a store network with reach across the country, from British Columbia to Ontario.

We are pleased to announce that Doug Anderson, president of Peavey, will join the 22nd annual Hardlines Conference as a presenter.

TSC Stores is a chain of 51 farm and hardware outlets stretched out across Ontario, and into Manitoba, which focus on rural, pet, and agrarian markets. In July 2016, Peavey Industries, which owns 36 Peavey Mart stores in Western Canada, announced it had taken a stake in TSC. The investment in TSC includes a transition period that will allow Peavey to acquire complete ownership over time.

Delegates at the Hardlines Conference, which will be held November 14 to 15 in Niagara Falls, Ont., will learn how the corporate cultures of these two regional giants are merging to create a business that is focused on the rural customer.

Other retail speakers presenting at this year’s conference include Daniel Lampron, general manager of Quebec-based retail chain Patrick Morin; Sylvain Prud’homme, CEO of Lowe’s Canada; Rick McNabb, vice president of marketing and sales for Home Hardware Stores; and Jim Thompson, former COO of Wal-Mart China and former senior executive at Wal-Mart Canada.

Other thought leaders on the podium this year include Dan Tratensek, VP of publishing for the North American Retail Hardware Association, economist Peter Norman of Altus Group, and Robert Howard of the U.S. retail consultancy Kurt Salmon.

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

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

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Matthew Beasley is now export manager for Normerica International Corp., a maker of branded and private-label pet products. He previously spent seven years at ITW as marketing manager, then most recently entered the pet products sector as VP sales and marketing for TLC Pet Food for two years. (matthewb@normericainc.com)

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