September 19, 2017 Volume

xxiii, #35

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

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Softwood lumber dispute could benefit from hurricanes’ destruction

OTTAWA — The devastating impact of the hurricane season on the U.S. South could have a silver lining for Canadian softwood lumber producers. As communities look to rebuild in the wake of Hurricane Harvey in Texas, followed by further damages from Irma in Florida, demand for lumber has risen—and so has the price. However, the end result could be a softening of U.S. resolve in the perennial softwood lumber dispute.
 
“Rebuilding Houston means they are going to have to keep buying every single log they can get their hands on from Canada,” Scotiabank economist Brett House told the Canadian Press, “and that’s really going to provide an incentive to move forward on the softwood lumber discussions in a way that’s constructive for Canada.”
 
Joel MacLaggan, sales manager for Nova Scotia lumber broker Eacan Timber, told The Chronicle Herald that lumber prices this year have increased by 21%, an amount slightly greater than the 19.9% countervailing duties imposed by the U.S. The American National Association of Home Builders has responded to those figures by interceding with the White House for a settlement to the dispute, warning that tariffs “will be felt most harshly by families trying to rebuild.”

But, ultimately, NAHB CEO Jerry Howard doesn’t anticipate the U.S. Lumber Coalition backing down on its complaint as long as it enjoys bipartisan support in Congress, hurricane or no hurricane. “I think you can make the argument they should [solve the dispute] but I just don’t think it will happen,” he told CP. “The politics come in the way.”

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U.S. retailers pitch in to support hurricane relief

SPECIAL REPORT — U.S. retailers have been stepping up to support the victims of the hurricanes that have devastated much of the American South.

Lowe’s announced a commitment of at least $1 million to support disaster relief and recovery efforts through cash and product donations as Hurricane Irma struck communities in Florida, Georgia, and South Carolina. The latest donation brings Lowe’s total contribution to disaster relief this year to more than $2 million following the major flooding and damage caused by Hurricane Harvey.

Walmart has pledged to match customer donations to the American Red Cross up to $10 million. Target announced it would pledge $1 million in cash and in-kind donations to support communities impacted by Hurricane Irma, while Home Depot also raised its commitment to $2 million for hurricane aid this season.

And while national retailers are making efforts to support stricken homeowners, relief efforts go right down to the local level. Susan Murff, co-owner of Cypress Hardware and Feed in Houston, a city that was hit with four feet of rain in a matter of days, considers herself fortunate. Her store suffered minor roof leaks, but did not experience the flooding that has gripped other parts of Houston and nearby Texas towns.

“It was a crazy amount of rain, but we’ve done very well. We never lost power, but houses as close as two blocks behind us are totally underwater,” Murff says. She adds that her store never closed during the storm, but staff did take special precautions to help distribute emergency supplies to shoppers before Hurricane Harvey struck, as people lined up through the night to buy supplies.

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LBM buying groups give independents an edge—despite lagging last year

WORLD HEADQUARTERS, Toronto — The majority of Canada’s home improvement dealers are members of an LBM buying group, offering an effective way for smaller businesses to pool their purchasing power into larger volumes. However, despite the efficacy of the groups, overall sales did not keep up with the industry average last year, according to the latest research from HARDLINES.

While affiliation with buying groups helps independent dealers stay competitive, the groups nevertheless faced tough market conditions in 2016, according to the 2017-2018 Hardlines Retail Report. Much of that came in the form of competition from the industry’s top retail chains, such as Home Depot Canada and Lowe’s Canada.

Dealers operating within LBM buying groups experienced growth that lagged behind the industry average in 2016. The retail home improvement industry overall grew by almost 3% last year; buying group sales grew by a mere 0.4%.

In terms of sales volume, the largest group in Canada is represented by the building centre dealers within Home Hardware. Collectively, sales by LBM dealers in Home Hardware exceed $4 billion, representing the lion’s share of Home’s total sales of $6.1 billion.

That group is followed closely by Independent Lumber Dealers Co-operative, with collective retail sales by its members of $3.8 billion. TIMBER MART and Castle follow, with estimated sales of $2.8 billion and $2 billion respectively. The other noteworthy groups in Canada are Sexton Group, Delroc Industries, and Quebec-based Groupe BMR and Pilon Ltée.

(You’ll find further in-depth analysis of the buying groups, how they operate, and sales and store counts for each group, in the 2017-2018 Hardlines Retail Report. This amazing report features everything we know about the size and growth of the retail home improvement industry in Canada, all packed into 200 PowerPoint slides. Click here now for more info and to order yours today!)

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Roxul will rebrand in North America as Rockwool

MILTON, Ont. — Roxul Inc., the North American division of the Rockwool Group, is undergoing a rebrand to the Rockwool name. The Rockwool brand has been marketed internationally for 80 years and now will be adopted in North America for the company’s insulation business. It takes effect January 1, 2018, and will apply to all segments of Roxul’s North America insulation business.

Rockwool, which operates in 35 countries with 10,600 employees, manufactures stone wool products ranging from building insulation to acoustic ceilings and external cladding systems. The company’s Rockfon ceiling tiles and Grodan horticultural business will continue to operate under their respective brand names.

The new branding will be integrated into all products, marketing materials, and digital and social channels throughout North America.

The North American name change follows an announcement in April from the Rockwool Group that all its global subsidiaries have assumed a new, cohesive brand identity. This marked the introduction of the Rockwool symbol―a stylized graphic representing a volcano―as well as a new purpose statement that conveys a goal for all Rockwool companies to “release the natural power of stone to enrich modern living.”

“The rebrand creates a unified identity for our company, its solutions and benefits on a global scale,” said Trent Ogilvie, president of Roxul Inc.

Since 2014, the Rockwool Group has invested $350 million in three new North American manufacturing facilities, including a recently announced stone wool plant in Ranson, W. Va. Construction of the 460,000-square-foot facility will begin next month.

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Ken Robb is now category leader at Princess Auto Ltd. He moved to the Winnipeg-based retailer from Ace Canada (previously TruServ Canada), where he had been in buyer roles since 1991, including most recently senior buyer.

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CLASSIFIED ADS

Taymor Industries Ltd. is now recruiting for a National Sales Coordinator 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 receive a detailed job description for this role or have any questions, please submit your request to careers@taymor.com.

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September 11, 2017 Volume

xxiii, #34

“If more of us valued food and cheer and song above hoarded gold, it would be a merrier world.”
—J.R.R. Tolkien (British writer, poet, English professor, and philologist, 1892-1973)

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Canadian softwood suppliers enjoy strong sales as NAFTA talks move slowly

WASHINGTON — Canada’s softwood lumber industry logged a temporary win last week in negotiations over the latest incarnation of its perennial dispute with U.S. counterparts. The lifting of a 19.88% countervailing duty leaves most forestry firms paying anti-dumping tariffs at a rate of just 6.87%.

But even that was not enough to slow sales to the U.S., where a booming housing market is driving sales that exceed Canadian demand. U.S. production has not increased since last year, and current output is not enough to satisfy that demand. Hence the healthy sales by Canadian suppliers, who have raised prices to absorb the tariff. U.S. suppliers have raised their prices to match the Canadian increases, so the biggest loser may well be the American consumer. That effect will likely be exacerbated by the demands of rebuilding in Texas after Hurricane Harvey, while Hurricane Irma, now making landfall in the Southern U.S., could wreak even greater destruction.

The National Association of Home Builders in the U.S. even issued a statement to that effect recently, urging its government to resolve the issue. “This crisis makes it more important than ever that the United States quickly achieve a lasting trade agreement regarding U.S. imports of Canadian softwood lumber,” said the NAHB.

Meanwhile, NAFTA talks continue. U.S. Commerce Secretary Wilbur Ross announced that a final decision from his department on the duties would be postponed, expressing his optimism that the “extension could provide the time needed to address the complex issues at hand” and arrive at a negotiated settlement.

The talks continued as Canadian and U.S. trade reps met with their Mexican counterparts for round two of negotiations for a revamped NAFTA. Those meetings followed a round of talks held in Washington, D.C. earlier in August.

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International garden show spoga+gafa closes with record number of exhibitors

COLOGNE, Germany — After three successful days, spoga+gafa, the world’s largest garden fair, came to a close on September 5. The organizers boasted that the event had a record number of exhibitors, with 39,000 trade visitors from 113 countries.

Innovation was one of the reasons for this year’s success, says Katharina Hamma, COO of Koelnmesse GmbH, which owns and operates the show. “In addition to formats such as the Outdoor Kitchen World, and due to the new concept of the Smart Gardening World and the IVG Power Place Battery, we have offered the industry important trend platforms that met with a very positive response.”

The show hosted 2,131 exhibitors from 59 countries, presenting new products and innovations in the categories of garden living, garden creation and care, garden barbecue, and garden innovation.

Exhibitors praised the quality of the trade visitors. John Herbert, general secretary of the European DIY-Retail Association (EDRA), said, “We have drawn a very positive balance: This year’s spoga+gafa was the best ever.” He noted that the show attracted more than 200 key buyers from all over the world, including a delegation from Japan and representation from “one from the most important DIY store groups worldwide.”

Besides top business contacts, spoga+gafa once again offered a diversified supporting program that included five POS Green Solution Islands. Here, the organizers presented ideas for the actual design of retail space for garden centres and DIY stores. The focus lay on cross-selling and curated shopping to create appealing environments for the end user.

The next spoga+gafa will be held September 2 to 4, 2018. (Click here for more pictures from this year’s show.)

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Analysis, consulting among the ways Hardlines is helping the industry

WORLD HQ, Toronto — While best known for the newsletter that you’re reading right now, Hardlines has a whole stable of research and information products to help you run your business better.

Besides our annual reports (see last week’s mind-boggling issue―Editor), Hardlines can customize information and presentations to help your company understand the market―and your customers―better. For example, Hardlines has already spoken at the largest hardware conference in South America this past summer, and will speak to a group of dealers from a large Western-based banner later this year.

Here are three important ways Hardlines can help your business…

Custom Publishing: Do you want to target a specialized customer base or dealer group? Hardlines’ publishing experts have decades of experience in creating print magazines, brochures, and catalogues that deliver your company’s message in a professional and accessible fashion. Our expertise will help you with your online message, as well. (Contact David Chestnut, VP Business Development, for more information.)

Research Studies and Analysis: Do you have specific market intelligence needs? Hardlines can create custom research and presentations for your team. We offer: in-depth analysis of key home improvement retailers; specialized industry intelligence; and targetted analysis and market-share research. (Contact Michael McLarney, Editor-in-Chief, for more information.)

Presentations & Events: We can develop a customized seminar or event to educate and inspire your executive team, board of directors, sales force, or your top customers. Let the experienced business event organizers at Hardlines help you put together your full event. That includes locale, venue, menu, marketing, as well as speakers! (Contact Katherine Yager, Marketing Director, for more information.)

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Home Depot acquisitions help it target pro, MRO business better

ATLANTA — The Home Depot continues to grow its sales in both the contractor and maintenance, repair, and operations (MRO) segments. And recent acquisitions have helped it on both those fronts.

Last year, the retailer bought Interline, an industrial supply company. During the first quarter of 2017, it closed the acquisition of Compact Power Equipment, a national provider of equipment rental and maintenance services. Home Depot had already been contracting with Compact Power to provide rentals of large jobsite equipment in about 1,000 Home Depot stores since 2009. The deal simply brings the business in-house.

“Our investment in Interline and the MRO customer is another avenue to better serve the needs of our pros,” said Home Depot CEO and Chairman Craig Menear, in a call to analysts following the release of the company’s Q2 results. Interline’s catalogue of products has been implemented in 1,000 Home Depot stores and another 458 stores can provide two-day delivery of Interline products. In addition, Interline customers have been given swipe cards so they can shop at a Home Depot store, while the card links that customer to their Interline account.

“Our deeper level of engagement with the Interline customers has helped to drive sales growth that outpaced the company average in the quarter and we remain very excited about the MRO opportunity going forward,” Menear added.

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RCR International, a maker of weather-stripping and insulation, has realigned its team of territory managers and regional partners. Reporting to Stephen van Kampen, the director of sales for Ontario and Western Canada, are Michael Jackman (north) and Nick Dion (south) in Ontario; and Christopher van Beek (British Columbia), Kevin Khakh (Alberta); with Harvey Dyck and Larry Bryant of Dy-mon sales representing the company in Saskatchewan and Manitoba. Under André Ouellet in Quebec are Serge Pellerin, Sebastien Tessier, Eric Maltais, and Michel Dauphinais. In Atlantic Canada, where Mike Hachey is head of sales, KM Agency represents RCR’s brands. Peter Merrill heads that dossier.

Dotan Philip is leaving Innovak. He joined the Pointe-Claire, Que.-based hand tool company in 2013, where he worked as senior vice president sales and marketing since that time. His last day is September 13. (phido013@yahoo.com; 514-865-9595)

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CLASSIFIED ADS

Taymor Industries Ltd. is now recruiting for a National Sales Coordinator 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 receive a detailed job description for this role or have any questions, please submit your request to careers@taymor.com.

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September 4, 2017 Volume

xxiii, #33

“There are no passengers on Spaceship Earth. We are all crew.”
— Marshall McLuhan, (Canadian communications theorist, English professor, and philosopher, 1911-1980)

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Orgill market offers merchandising programs for contractor customers

BOSTON — About 400 Canadians went down to Boston recently for Orgill’s fall dealer market. Organizers claim it’s the largest contingent from north of the border to attend in the 10 years that Orgill has been operating in this country.

One of the most visited areas of the market continued to be the concept stores. This year’s event featured two fully merchandised stores. An update to Orgill’s Walnut Grove Hardware and Supply model store presented space-saving techniques with categories geared towards the DIY and farm customer. The second model store was brand new to Orgill. Central Tool & Building Supply was focused on attracting contractors and builders. It featured merchandising innovations of its own, including “H-racking”, or warehouse-style fixturing (shown here), that lets dealers open up the storage area at the back of the store to better showcase products. All assortments within the store were 100% Canadian-compliant.

Philip Walker, Orgill’s senior vice president of merchandising services, said the concept can help dealers build a store-within-a-store concept that will offer a destination for contractors and builders. “But this is also a showcase of the other assortments that a retailer would want to feature to offer these customers a complete shopping experience,” he noted.

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Round one of NAFTA talks end on cautiously optimistic note

SPECIAL REPORT — Canada is preparing for the second round of negotiations for the North American Free Trade Agreement, this week in Mexico City. But rhetoric from the leader of NAFTA’s largest partner, United States President Donald Trump, is threatening to derail the talks.

Both Canada and Mexico prefer to speak in terms of a simple “modernization” of NAFTA, while the U.S. favours “renegotiation,” which has potentially more wide-reaching implications.

While the Canadian delegation is open to a swift resolution, a government source told the CBC it won’t sign off on a deal that gives Canada short shrift simply to meet a deadline. Both U.S. and Mexican officials are anxious to have a new deal in place ahead of elections in both countries next year.

Looming in the background of the trade talks is the ongoing dispute over softwood lumber between Canada and the U.S. With no deal before NAFTA talks began, the two sets of negotiations have proceeded on parallel but separate tracks. At the NAFTA table, Canada is fighting to retain the built-in dispute resolution process against U.S. wishes to scrap it and rely on domestic courts. The U.S. Lumber Coalition backs the White House’s preference for eliminating chapter 19, which provides for bi-national tribunals to make binding decisions.

Canada’s softwood lumber industry logged a temporary win last week in negotiations. The lifting of a 19.88% countervailing duty leaves most forestry firms paying anti-dumping tariffs at a rate of just 6.87%.

One of the more contentious issues addressed in the talks surrounded rules about country of origin for automotive and parts manufacturers. The Trump administration wants tighter regulations on the number of vehicles and car parts originating from outside of the free trade zone, and of the U.S. in particular. Auto industry brass from all three countries, however, stood with Canada and the U.S. against more specific regulations.

At the same time, despite Canada’s overall modest goals for the negotiations, Prime Minister Justin Trudeau and Foreign Affairs Minister Chrystia Freeland are pushing for a more expansive and ambitious view of NAFTA’s remit. Freeland has spoken of having a “progressive” deal that promotes “fair trade” as well as “free trade”. The Trudeau cabinet supports the inclusion of provisions protecting economic equality on the basis of gender, and protection for Indigenous communities, including action on climate change.
Opposition MPs have expressed scepticism about the Trump administration’s openness to such moves.

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Hardlines has a range of ways to inform and connect the industry—do you know them all?

WORLD HQ, Toronto — Knowledge is power, and Hardlines is in the business of providing just that, whether it’s in the form of one of our detailed industry reports, our conferences and events, or this newsletter that you’re reading now.

Here’s a rundown of the news, reports, and events that we provide to you, our Faithful Readers…

Daily and Weekly News: You are already reading this weekly HARDLINES e-newsletter, our flagship publication, but did you know we have free Daily News updates? Every morning (well, most mornings), Hardlines gathers the latest retail and industry news from around the world and sends it free to Daily News subscribers. Keep up to date on Lowe’s, Home Depot, Walmart, Costco, Amazon, and more every day. (Sign up for the Dailies here!)
 
Trade Magazine for Dealers: Hardlines Home Improvement Quarterly is an industry trade publication carefully designed to meet the needs of the modern home improvement decision maker. Each issue is mailed out to more than 11,000 dealers and managers across Canada. HHIQ regularly features the latest trends shaping home improvement retailing and shares stories about independent dealers who are winning in their local markets. (Click here to subscribe!)

Research & Reports: The annual Hardlines Retail Report includes everything we know about the industry, newly expanded with more analysis and data than ever before. This year’s report contains 200 PPT slides, featuring industry sales data as of year-end 2016 and up-to-date analysis of marketplace trends and the industry’s top retailers. The Hardlines Market Share Report provides an in-depth breakdown of the sales and store counts of every major banner in hardware and home improvement retailing in Canada. Our Who’s Who Directory has full listings of the buyers at all of the major home improvement retailers in Canada. A must for every sales rep, it includes company contact information, key buyers, and their categories.

Conferences & Events: We’ve got two big events remaining this year. Our second annual Home Improvement eRetailer Summit, in Orlando, Fla., from September 13 to 15, is an opportunity to connect manufacturers, distributors, and pre-qualified online retailers who are specifically interested in increasing online sales of home improvement products through collaboration and partnerships. The 22nd Annual Hardlines Conference will be held at the Sheraton on the Falls in Niagara Falls, Ont., November 14 to 15. What can we say? Two action-packed days with top leaders of the home improvement industry!

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WD-40 assists grizzly bear research

EDMONTON — A University of Alberta biologist seeking to prevent grizzly bears from killing cattle found an unlikely weapon in an ordinary can of WD-40.

Andrea Morehouse’s 15-year study, dubbed the intercept feeding program, attempted to change grizzly behaviour by collecting roadkill during the winter. The carcasses were then distributed by helicopter drop at various locations in hopes that bears emerging from hibernation would choose to feed on them instead of descending into cattle pastures.

Morehouse explained to the CBC that to track the number of grizzlies who went for the roadkill, her team chose “two trees that were near [each] site and we sprayed those trees with WD-40 and wrapped them in barbed wire. For whatever reason, that I don’t know, WD-40 elicits a rub response from bears and so they would come into the sites, feed on the roadkill and then rub on these artificial rub trees that we had collected.”

WD-40 is in fact a lubricating water-displacement product (hence the “WD”) and has, over the years, been subject to a lot of myths and misinformation. It has been considered ideal bait for fishing and a cure for arthritis, claims the company takes great pains to deny.

While WD-40 has proven effective as a bear rub, in the end, the grizzlies in the study took up the researchers’ roadkill offer, but only to whet their appetites. The number of cattle they kill has held steady.

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Igor Halencak has been named senior vice president, central merchandising and global sourcing at Lowe’s Canada. In this capacity, Halencak will oversee a new centre of excellence responsible for leveraging merchandising best practices across the entire Lowe’s Canada network of banners and supporting divisional merchandising teams. The new structure will also simplify vendor-relationship management through the establishment of a single contact point for vendors supplying more than one of Lowe’s Canada’s banners. Halencak joined Lowe’s Canada in 2013 as head of merchandising and marketing, Lowe’s big box. Most recently, he was vice president, central merchandising, procurement and global sourcing. 

Steve Jones is no longer with Task Tools, where he had been VP of sales. He joined the Delta, B.C.-based company in 2014. (sjones0127@rogers.com; 416-446-1786)

Paul Taylor has joined ShopCity.com as Operations Manager. He was formerly Corporate Marketing Supervisor for the Napoleon Group of Companies. ShopCity.com is a web platform that creates a shared showcase for businesses in local communities.

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CLASSIFIED ADS

Taymor Industries Ltd. is now recruiting for a National Sales Coordinator 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 receive a detailed job description for this role or have any questions, please submit your request to careers@taymor.com.

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Job Title: Territory Manager (Retail) – Ontario

Company Profile:
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin.

Position Summary:
Reporting directly to the National Sales Manager, the ideal candidate is a self-motivated, driven sales professional with a passion for excellence. The Territory Account Manager, Schlage Canada, is part of an energetic team responsible for developing our growing Schlage residential business across Canada. They are detail oriented, strategic and analytical with the ability to think outside the box.

Responsibilities:
• The successful incumbent will be responsible for managing the sales growth of the sales region through effective account management and account expansion. This includes, store conversion, store resets, new store coordination, store walks, event implementation and special projects.
• Grow market penetration by developing strong relationships with assigned accounts Buying team, store level associates, Department Managers and Store Operators and Managers.
• Develops a territory business plan and customized business plans for assigned accounts, promotional activity, shelf management programs, product training, investment strategies, and revenue goals.
• Utilizes existing marketing programs to maximize market-share growth and ensures that selling strategies align with revenue and profit goals outlined in Annual Operating Plan. Responsible for meeting budget and expense parameters for optimizing operating profit.
• Supervises and manages the development and execution of the regional field sales team.
• Represents Allegion Canada with the highest integrity. Conducts regular business reviews and other analyses to be able to make recommendations that will improve our business performance.
• Represents Allegion Canada at national, regional, and local dealer and builder shows as required.

Knowledge/Experience Required:
• 3-5 years’ experience in a sales and marketing role
• University or college degree in Sales and/or Marketing
• Good attitude and good work ethic and willing to learn
• Exceptional computer skills
• Strong communication and written skills (Bilingual is an asset)
• Must possess a valid driver’s license
• Must be willing to travel up to 45% of the time
• The ability to multi task and handle various priorities
• Strong ability to work in a collaborative, supportive way
• Experience with both electrical and mechanical door hardware an asset
• We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

If you believe you have the skill set that matches our position requirements please apply using the links below. For more information please visit Allegion.com

https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Retail-Territory-Manager_JR7067-1

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August 28, 2017 Volume

xxiii, #32

“One today is worth two tomorrows.”
— Benjamin Franklin (American inventor, scientist, statesman, and diplomat, 1706-1790)

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Changes at Home Hardware reflect growing focus on commercial sales

ST. JACOBS, Ont. — Home Hardware Stores has made some changes to its marketing team, which reflect the co-op’s increasing emphasis on its commercial business.

Alex Goyette has been promoted to the role of commercial sales marketing manager. Home set up the strategic business unit four years ago to help its network of independent dealers increase maintenance, repair, and operations (MRO) sales. MRO refers to anyone responsible for the day-to-day upkeep of any facility that needs to stay looking good and in good working order. That can mean a small business or factory, an office building, a multi-unit residence, or even a public building like a school or hospital. It’s emerging as a hot category for a number of dealers across the country.

Goyette, who was previously the commercial sales program co-ordinator in merchandise, reports to Rob Wallace, Home Hardware’s director of marketing. Part of Goyette’s job includes holding training sessions for Home Hardware dealers and employees across the country on how to best manage their MRO business.
                   
“Our dealers have always been great at the DIY and contractor aspects of the business, but MRO is a distinct revenue stream that requires some dedication and investment,” Goyette told Home Improvement Quarterly, the sister publication to HARDLINES. “We’ve found that janitorial and sanitation supplies is a good entry point for most dealers, but the goal is to become a full-service provider for the MRO customer.”

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Orgill’s latest dealer market features new programs for Canadians

BOSTON — Orgill’s Fall Dealer Market took place August 24 to 26, attracting retailers  from around the globe, including a strong contingent of around 400 Canadians, to the Boston Convention and  Exhibition Centre. 

Along with a range of vendors spread over 800,000 square feet of show space, one of the features of this year’s event was an  outdoor area with dozens of displays highlighting products from the outdoor living, grilling, and tailgate categories. 

The event is well-known for its model stores right on the show floor. Dealers who sell to contractors and professionals were especially interested in “Central Tool & Building Supply,” a brand new model store that caters to pros.

The footprint of this store featured 100% Canadian-compliant assortments, with displays from both the London, Ont., distribution centre and Orgill’s newest DC, in Post Falls, Idaho, which is serving dealers in Western Canada.

Hardlines hosted another Canada Night Reception at the end of day one. The event, sponsored by select Canadian vendors exhibiting at the market, hosted almost 300 dealers and guests from every part of Canada.

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eRetailer Summit will help home improvement sellers build business online

WORLD HQ, Toronto — Home Depot’s online sales grew by 20% last year. But not every retailer, nor their suppliers, for that matter, can claim that kind of success. That’s why so many retailers and vendors are attending the Second Annual Home Improvement eRetailer Summit from September 13 to 15, 2017, at the Rosen Shingle Creek in Orlando, Fla. This event will focus on helping the hardware and tools, home decor, paint, housewares, lawn and garden, furniture, outdoor living, and flooring sectors develop winning e-commerce strategies.

For suppliers looking to build business with top eRetailers, the event will offer face-to-face private meetings between eRetail decision-makers and suppliers. For everybody, the eRetailer Summit will feature amazing networking and learning, all in an intimate, business-ready setting.

Expansion of the Home Improvement eRetailer Summit’s mandate to serve sectors ranging from housewares to large furniture reflects the overwhelming dominance of online selling in every aspect of today’s shopping experience. The biggest challenge—delivery, whether in a timely fashion or to accommodate large, big ticket items—will be addressed at the Summit.

“Having attended the first Home Improvement eRetailer Summit, I saw first-hand the value of getting together with both vendors and other online sellers face-to-face,” said Elizabeth Ragone, SVP, direct to consumer for Lenox, a leading seller of luxury tableware and gifts. “It was a valuable, business-building experience—one that I am happy to return to this year as one of the event’s keynote speakers.”

Along with a host of top e-commerce experts, this year’s speaker lineup will feature a powerful keynote by Alyssa Steele, divisional merchandise manager-home and garden for eBay.

Retailers looking to understand the e-commerce space and vendors who wish to make real connections with leading eRetail decision makers will find this ground-breaking forum a way to meet, share ideas, and develop concrete strategies for growing online sales.

(For more information, contact Beverly Allen here at the World Headquarters, or go to www.eretailersummit.com.)

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In the shadow of their U.S. parents, big boxes battle for market share in Canada

SPECIAL REPORT — Both Lowe’s and Home Depot have released their second-quarter results over the past several days and in each case, their respective comp sales for their U.S. stores have been better than each company’s overall results. This suggests that the comp performance of their international businesses—Canada and Mexico for Home Depot and Canada only for Lowe’s—fell well below the comp numbers reported.

For example, Lowe’s second-quarter comp sales were up 4.5%, while U.S. stores were up 4.6%. Lowe’s sales in Canada account for just 10% of the company’s sales overall, yet they were able to pull Lowe’s comp number for the quarter down by one percentage point. That would indicate that Lowe’s comps in Canada are slightly less than 4%. For Home Depot, comps were up 6.3% from last year, and U.S. stores had a positive comp of 6.6%, a spread of three percentage points, affected by stores that account for barely 7% of Home Depot’s overall sales.

While lower than their U.S. counterparts, the comp performance of the Canadian stores by both these retailers would still be strong in light of the slower economic growth in this country.

A quick comparison of Home Depot and Lowe’s in Canada reveals some interesting differences—and similarities…

Home Depot arrived in Canada in February 1995 with the acquisition of 19 Aikenhead’s Hardware stores from Molson Cos. Lowe’s arrived in Canada just over a decade later, in 2007, with greenfields stores. And with its dominance in heavy appliances and strong customer service, Lowe’s put its chief rival on the alert with its arrival here. As a result, Home Depot Canada expanded its appliance department and increased its range of decorative building materials, including flooring and paint.

Lowe’s Canada had 57 Lowe’s-bannered stores at the end of Q2 2017. It continues to open new Lowe’s stores and convert some existing RONA big boxes outside of Quebec to Lowe’s, as well. In addition, it invested heavily in the RONA and Reno-Depot banners. Smaller independent dealers are being served by Lowe’s license in Canada of the Ace banner.

Home Depot, on the other hand, has opened only three stores in Canada since 2012: in Chilliwack, B.C., followed by a store in Brampton, Ont., in November 2014, and an opening in Vaughan, Ont., in April 2015. Instead, the company has focused in recent years on e-commerce and logistics. To that end, it has refined its distribution model with the opening in 2014 of a Regional Distribution Centre (RDC) in Vaughan, Ont., followed by one in Calgary a year later.

(You’ll find further detailed analysis of Home Depot and Lowe’s, as well as the rest of Canada’s leading home improvement retailers, in the 2017-2018 Hardlines Retail Report. This amazing report features everything we know about the size and growth of the retail home improvement industry in Canada, all packed into 200 PowerPoint slides. Click here now for more info and to order yours today!)

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At Jeld-Wen Windows & Doors, Marianne Thompson has been promoted to the position of SVP, North America Sales, succeeding Bob Merrill, who has announced his intention to retire. Merrill joined the Jeld-Wen’s predecessor, CraftMaster Manufacturing, in 1997. Thompson was previously VP of sales for Canada. Before joining the company, she was VP of sales and marketing at Alexandria Moulding. In her new role, Thompson reports to John Dinger, EVP and President for North America.

Jim Solomon has been named merchandise manager of household and commercial cleaning at Home Hardware Stores Ltd. He reports to Brian Straus, group merchandise manager. Previously, Solomon was merchandise manager of automotive and sporting goods. Jason Boshart is the new Merchandise Manager for Automotive and Sporting Goods. He is now responsible for selecting and managing Home’s automotive and sporting product lines. He also reports to Straus.

David Stern is now Vice President of Installation Services for Lowe’s Canada. He comes over from Home Depot Canada, where he spent eight years working in a number of positions, including director of installation services. Most recently, he served as District Manager and Business Development Manager for Home Depot in Quebec. He also sat on the board of directors of the Home Depot Foundation.

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CLASSIFIED ADS

Spancan, the industry leading Hardlines Buying Group has an exciting opportunity for a Director of Purchasing based in our Ajax, Ontario office. This position is responsible for coordinating the purchase decisions for the members of the group including Federated Co-op, TIMBER MART and ILDC. The individual will organize and oversee annual negotiations, be the key contact for both vendors and members and prepare the critical analysis used for the groups buying decisions. A business degree along with 7+ years purchasing experience, preferably in the Home Improvement Industry. Must be an excellent communicator and have strong Microsoft Office and presentation skills. If interested please forward your resume to resume@spancan.com. All responses will be held in complete confidence.

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Founded in 1950, Bailey Metal Products Limited. is a family owned and operated Canadian company. Bailey is recognized as the industry leader, offering building solutions to both the commercial framing and drywall finishing residential markets.

We are hiring for the following positions:

Plant Manager – Calgary AB.
Sales Representative Retail and LBM – Prairies
Outside Sales Representative –Montreal QC.
Sales Manager – Prairies

To see a full list of positions visit www.bmp-group.com/about-bmp2/careers

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Covertech Flexible Packaging , the manufacture of rFoil reflective insulation is looking for an independent Canadian sales rep who has contacts in the home improvement /retail marketplace. www.rfoil.com, www.covertechflex.com

Contact :  John Starr, Vice President /Partner,
                   johnstarr@covertechfab.com
                   416-798-1340 ext 206

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Sales Manager Accounts Sherwin Williams Consumer Brands Group Canada

This position will be responsible for growing top line sales, profit and market share for Consumer Brands and the customer(s) within an assigned territory. This position will also be responsible for the planning, development and implementation of business plans to expand and develop new business opportunities; achieving results by capitalizing on product, pricing and promotion opportunities; position will also work with other cross functional teams and will utilize CRM for sales planning. Additional responsibilities include proforma analysis, P&L analysis, budget management, key negotiations and line reviews.

This position will handle Orgill, Lancaster and YHD. Additional key responsibilities include developing and maintaining a working relationship between distributors and SW CBG sales force and training on the products & programs.

Experience Required:
Prior experience in sales required. This position also requires communication, problem solving, strong time management, presentation and leadership skills.
Prior experience with financial reports & P&L analysis.
Must be legally authorized to work in the country for which you are applying for employment (without now or in the future needing sponsorship for employment work visa and/or permanent residence status).

Basic Qualifications:
High School Diploma or equivalent required

Preferred Qualifications:
Bachelor’s degree in business related field is preferred

You can search the job https://jobsearch.sherwin.com/en/job-description?jobNumber=17000904.

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Job Title: Territory Manager (Retail) – Ontario

Company Profile:
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin.

Position Summary:
Reporting directly to the National Sales Manager, the ideal candidate is a self-motivated, driven sales professional with a passion for excellence. The Territory Account Manager, Schlage Canada, is part of an energetic team responsible for developing our growing Schlage residential business across Canada. They are detail oriented, strategic and analytical with the ability to think outside the box.

Responsibilities:
• The successful incumbent will be responsible for managing the sales growth of the sales region through effective account management and account expansion. This includes, store conversion, store resets, new store coordination, store walks, event implementation and special projects.
• Grow market penetration by developing strong relationships with assigned accounts Buying team, store level associates, Department Managers and Store Operators and Managers.
• Develops a territory business plan and customized business plans for assigned accounts, promotional activity, shelf management programs, product training, investment strategies, and revenue goals.
• Utilizes existing marketing programs to maximize market-share growth and ensures that selling strategies align with revenue and profit goals outlined in Annual Operating Plan. Responsible for meeting budget and expense parameters for optimizing operating profit.
• Supervises and manages the development and execution of the regional field sales team.
• Represents Allegion Canada with the highest integrity. Conducts regular business reviews and other analyses to be able to make recommendations that will improve our business performance.
• Represents Allegion Canada at national, regional, and local dealer and builder shows as required.

Knowledge/Experience Required:
• 3-5 years’ experience in a sales and marketing role
• University or college degree in Sales and/or Marketing
• Good attitude and good work ethic and willing to learn
• Exceptional computer skills
• Strong communication and written skills (Bilingual is an asset)
• Must possess a valid driver’s license
• Must be willing to travel up to 45% of the time
• The ability to multi task and handle various priorities
• Strong ability to work in a collaborative, supportive way
• Experience with both electrical and mechanical door hardware an asset
• We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

If you believe you have the skill set that matches our position requirements please apply using the links below. For more information please visit Allegion.com

https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Retail-Territory-Manager_JR7067-1

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August 7, 2017 Volume

xxiii, #31

“The habit of reading is the only enjoyment in which there is no alloy; it lasts when all other pleasures fade.”
—Anthony Trollope (British novelist, 1815-82)

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SUMMER PUBLISHING SCHEDULE: HARDLINES will not be published on August 14 or 21. We resume our regular publishing schedule with our August 28 edition. Meanwhile, the World Headquarters remains open during this time.

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TIMBER MART becomes home improvement partner of Canadian Football League

VAUGHAN, Ont. — TIMBER MART has joined forces with the Canadian Football League as the official home improvement partner. The buying group entered into a three-year sponsorship that will yield national exposure both online and in-stadium for the TIMBER MART brand and its member-dealers. That exposure will be placed across multiple sports media outlets and CFL broadcasts at post-season games, including the Grey Cup championship game.

“Our partnership with the CFL will provide our members with the opportunity to leverage exposure of the TIMBER MART banner to increase their local brand awareness,” says Jon Irwin, TIMBER MART vice-president of member services. “We are excited to be officially partnered with the CFL and look forward to a mutually beneficial partnership for years to come.”

“The innovative and entrepreneurial spirit that makes up both our organizations is reflected in our fans across the country, and we know this partnership will build great things to serve those fans,” says Tyler Mazereeuw, CFL vice-president of corporate partnerships.

The games are available in Canada on TSN and RDS, and on SiriusXM radio. Tickets for this year’s 105th Grey Cup, which will be held in Ottawa on November 25th, are reportedly almost sold out. Last year’s Grey Cup was one of the country’s biggest televised events with 10 million unique viewers tuning in.

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Home Depot sees growth in power tools, LED, outdoor products, and flooring

BOSTON — Home Depot executives gave some clues to the company’s growth vectors at a recent investor conference. Ted Decker, EVP, merchandising and Paul Deveno, regional vice president of New England for Home Depot, shared the company’s passion for product innovation at the Oppenheimer 17th Annual Consumer Conference in Boston.

“We always talk about [how] we want to be number one in product authority for home improvement, and it’s the innovation and the value that we bring that I think differentiates and has differentiated Home Depot,” said Decker.

While new products are part of every department, some categories are being redefined by new technologies and innovation. Decker pointed specifically to lithium-ion battery technology for power tools. Features like longer run times and the reliability of brushless motors make cordless products really appealing to heavy users, including pros and contractors. They can, he observed, get through a work day on just one or two charges.

And that technology has expanded effectively to outdoor power, especially gas-powered tools, making them lighter, more reliable, and easier to use and maintain. They are also more environmentally friendly, said Decker.

“This technology is really transforming the industry and it’s going into—it’s unbelievable what it’s going into. Vacuum cleaners, paint sprayers, pneumatic nailers are becoming battery-powered, so you don’t need the compressor and the hose,” Deveno added. “And just imagine the job site set-up.”

Another growth category for Home Depot is in LED lighting. Here, Decker said, light fixtures are now being designed to accommodate this new technology, “so the possibilities of design are incredible, how the light is part of the actual fixture…”

But one of Home Depot’s best performers in Q1 was flooring. “Flooring right now is one of our absolute strongest categories, said Decker. “We reported in the first quarter double-digit comps in our flooring business and it’s both in hard surface and soft surface.” But even here, he said, technology is at work, as carpet can now be extruded with the colour right in it, rather than having to dye the yarn. The chemical properties of these carpets make them stain proof and pet proof.

Advances on the hard-surface side include is a solid-core vinyl flooring that can be used like a laminate. This product can be used in basements that are prone to saturating water and flooding. “We now have solid-core vinyl flooring, which is nearly as rigid as a piece of laminate or wood. It’s 100% waterproof,” said Decker.

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Colombian dealers face rise of big boxes, urged to make their stores destinations

BOGOTA, Colombia — Smaller hardware stores are still widespread in South America’s third-largest economy. And the culture of Colombia, with a ready pool of affordable labour, does not have the same DIY customers that drive North American home improvement sales. Nevertheless, those dealers were urged to focus on a number of strategies to ward off the rise of big boxes there.

The advice came from our own editor-in-chief, Michael McLarney, who was invited down to present at Expo Fierros, the country’s trade show and conference for the hardware industry. He suggested that dealers develop a presence online, improve their stores’ merchandising, and find niches that can make their businesses destinations that differentiate them from their competitors.

McLarney also recommended investing in employees—providing them with training such as the online courses available from the North American Hardware Association—and offering ways to increase staff loyalty and decrease turnover. They can include profit sharing or rewarding key personnel with shares in the business.

Buying groups are a relatively new concept in Colombia and McLarney encouraged dealers to explore this model as a way to ensure their longevity. The main big box competitor in South America is Sodimac, which, in Colombia, is co-owned by the Corona Group. Sodimac is reportedly getting more aggressive about expansion in Colombia, and may begin rolling out a smaller-store concept called Express, which would increase its competitiveness against smaller independents.

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Colombia’s tiny hardware stores: a lesson in co-operation and convenience

BOGOTA, Colombia — An invitation to Bogota, Colombia, to speak at Expo Fierros, the hardware conference and trade show for the Andina region of South America, became an introduction for this editor to see hardware retailing that is unlike anything in Canada. Yet, there may be some lessons Canadian retailers could learn.

Unlike Canada, where more than half of all retail sales are generated by just four retail groups (source: 2017 Hardlines Retail Report), the majority of stores, called ferreterias, are family-owned and small. Very small. The day after the expo, I got to see some of those stores first hand. The two brothers who own the publishing company that puts on the show, Marcelano and Mariano Arranga, took me on a tour through Bogota, a city with twice the population of Toronto and 12 times the size of Vancouver.

Nor did we drive anywhere. Depending on the neighbourhood, stores can be found on every block. I, in turn, found myself being led on a walking tour by the Arranga brothers that lasted for more than three hours.

A typical store is little more than a store front, often no more than 10 or 12 feet wide. A sliding partition, like a garage door, goes up and reveals a counter that runs the width of the store. One or two people might sit behind that counter, with only a few feet of space behind them. But that space is crammed with products.

Many of the stores are highly specialized, and clustered together, creating something of an outdoor mall experience. On one block, a row of storefronts specialize in electrical products. One carries electrical connectors and wiring, another lightbulbs and nothing else, while yet another is dedicated only to commercial lighting fixtures and tubes.

A couple of stores we visited did have a wider range of products. In one case, the store ran straight back narrowly from the street for about 75 feet. All along the hall were nooks and anterooms and we found ourselves squeezing sideways to fit into more than a couple of those spaces, which were all filled with products. One had huge spools of wire and cable, while another was stacked high with bags of cement.

Colombia―and South America in general―has one dominant big box chain, Sodimac. Based in Chile, that company has been making gains in Colombia through an alliance with a domestic wholesaler, the Corona Group. Another smaller chain, with home centres of its own, is Ferricentro. It has six stores throughout Colombia’s northern region, including one in Bogota. That store is stacked on four storeys, with a product mix aimed at pros and industrial contractors. Its closest comparison in Canada might be to the Reno-Depot chain, which is part of Lowe’s Canada.

Colombia’s retailers do not, for the most part, organize as part of buying groups, though a new organization, Red Ferretera, founded two years ago in Santiago de Cali, has managed to rally 50 ferreterias there to combine buying power and begin seeking negotiations with the vendor community in Colombia.

Nor does the country have an association representing retailers. I was asked many questions about the value of the North American Retail Hardware Association in Canada, and the range of training courses it offers for employees to improve everything from product knowledge to sales skills.

Based on the growth of big boxes in Colombia, the dealers there will face tougher, more organized competition in coming years—a trend faced by Canadian dealers since the mid-1990s.

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International garden fair spoga+gafa ramps up with appeal to North Americans

COLOGNE, Germany — The international garden fair spoga+gafa is slated to feature more than 2,000 exhibitors from 59 countries this year. The annual event is a showcase for outdoor living and lawn and garden trends from around the world.

The show is owned and operated by Koelnmesse GmbH and both it and its sister event, Eisenwarenmesse, the International Hardware Fair, are being driven by a young, energetic management team. Stefan Lohrberg, the new project manager for spoga+gafa, along with Matthias Becker, project manager for Eisenwarenmesse, the International Hardware Fair, are both keen to attract overseas visitors—and Canada is one of their priorities.

Sections of the garden fair’s more than 2.4 million square feet of space will be divided into product themes: Garden Living, Garden Unique, Garden Creation & Care, and Garden BBQ. Aside from these main product themes, exhibitors will be on hand with smart gardening tools, outdoor kitchens, and battery-powered products. Manufacturers will also conduct product presentations.

“In the garden furniture, grill, and outdoor decoration sections, spoga+gafa has the world’s largest coherent offering and that is unique,” says Katharina Hamma, COO of Koelnmesse. “With an over 80% share of foreign exhibitors, spoga+gafa is once again achieving a fantastic result and is thus underlining its position as the leading international garden fair.”

(To learn more about the event and to register, click here.)

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Down memory lane: industry veteran’s summer reading for the hardware industry

LEWISPORTE, NL — Laurie Blackwood Pike has been a familiar face in the hardware industry in Atlantic Canada for more than four decades. Having worked on dealer development teams for everyone from Cochrane-Dunlap to Ace Hardware, and most recently Home Hardware, he’s likely visited just about every hardware store down east. He also had a store of his own in the mid-1980s.

Now Pike has turned to writing, and his new book, Grandpa Pike’s Outhouse Reader, takes a light-hearted look at episodes from his life—including some humorous tales of his time on the road. One story recalls him being mentored by a seasoned hardware salesman, who warned Pike against drinking too much or getting involved romantically with any of the customers’ employees. On their first night out, that industry “veteran” managed to break both those rules, along with a couple more.

Not all the stories are humorous. Some are poignant recollections of tougher times, such as his arrival in Ontario as a young man after hitchhiking from Halifax in search of work. Here’s an excerpt: “Sleep wouldn’t come, and finally hearing footsteps approaching, I sat up and facing me was one of St. Catharines’ finest, a police officer. He asked me what I was doing and where I was from. I told him my story. I must have looked quite dejected, because he listened and actually sympathized. ‘Come down to the station with me,’ he said, ‘and let’s see if we can figure something out.’ ”

Pike, who adopted the moniker “Grandpa” when his hair turned white prematurely while in he was in his 20s, lives in Placentia, NL, with his wife Kathleen, where he continues to write and play music. (Click here to get your own copy of Grandpa Pike’s Outhouse Reader.)

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Erik Schlaud has moved into a new role at Orgill as Vice President of Sales, Canada division. Schlaud began with Orgill in 1998 as a sales manager. For the past four years, he has led Orgill’s sales efforts in Canada as District Manager and has played a major role in the company’s growth and expansion here. Bobby Massingill, Orgill’s Vice President of sales for the Eastern U.S. Myron Boswell is now responsible for both the Mid America and East divisions in the U.S. Boswell was key to sales development in Canada for several years, particularly in his most recent role as Vice President of Sales for Mid America and Canada. Taking over the reins from Boswell, Schlaud leads the Orgill Canada sales team, consisting of nearly three dozen field service reps and business development managers.

John W. Herbert is the recipient of this year’s German DIY Lifetime Award. The UK native is general secretary of both the European DIY Retail Association and the Global Home Improvement Network. Herbert has been in leading positions with international home improvement retailers for almost 35 years, including time at Home Depot in the U.S. and Germany’s Knauber, whose signature management and customer service style he established. (Herbert will address the annual Hardlines Conference this fall, his only North American stop. If you haven’t yet signed up for this not-to-be-missed event, returning this year to Niagara Falls by popular demand, click here for more information and to register!)

Scott Ride is now the President of H. Paulin & Co. Ltd., since the retirement of former President Richard Paulin on July 1. Ride was formerly COO at the company. H. Paulin was acquired by the Hillman Group in 2013.

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CLASSIFIED ADS

Spancan, the industry leading Hardlines Buying Group has an exciting opportunity for a Director of Purchasing based in our Ajax, Ontario office. This position is responsible for coordinating the purchase decisions for the members of the group including Federated Co-op, TIMBER MART and ILDC. The individual will organize and oversee annual negotiations, be the key contact for both vendors and members and prepare the critical analysis used for the groups buying decisions. A business degree along with 7+ years purchasing experience, preferably in the Home Improvement Industry. Must be an excellent communicator and have strong Microsoft Office and presentation skills. If interested please forward your resume to resume@spancan.com. All responses will be held in complete confidence.

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Sales Service Representative(Saskatchewan) 
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. 

Education Required: 
High School Diploma or Equivalent 

Preferred Qualifications: 
Bachelors Degree Preferred 

You can search the job https://jobsearch.sherwin.com/en/job-description?jobNumber=170008YZ.

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Founded in 1950, Bailey Metal Products Limited. is a family owned and operated Canadian company. Bailey is recognized as the industry leader, offering building solutions to both the commercial framing and drywall finishing residential markets.

We are hiring for the following positions:

Plant Manager – Calgary AB.
Sales Representative Retail and LBM – Prairies
Outside Sales Representative –Montreal QC.
Sales Manager – Prairies

To see a full list of positions visit www.bmp-group.com/about-bmp2/careers

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Covertech Flexible Packaging , the manufacture of rFoil reflective insulation is looking for an independent Canadian sales rep who has contacts in the home improvement /retail marketplace. www.rfoil.com, www.covertechflex.com

Contact :  John Starr, Vice President /Partner,
                   johnstarr@covertechfab.com
                   416-798-1340 ext 206

____________________________________________________________________

Sales Manager Accounts Sherwin Williams Consumer Brands Group Canada

This position will be responsible for growing top line sales, profit and market share for Consumer Brands and the customer(s) within an assigned territory. This position will also be responsible for the planning, development and implementation of business plans to expand and develop new business opportunities; achieving results by capitalizing on product, pricing and promotion opportunities; position will also work with other cross functional teams and will utilize CRM for sales planning. Additional responsibilities include proforma analysis, P&L analysis, budget management, key negotiations and line reviews.

This position will handle Orgill, Lancaster and YHD. Additional key responsibilities include developing and maintaining a working relationship between distributors and SW CBG sales force and training on the products & programs.

Experience Required:
Prior experience in sales required. This position also requires communication, problem solving, strong time management, presentation and leadership skills.
Prior experience with financial reports & P&L analysis.
Must be legally authorized to work in the country for which you are applying for employment (without now or in the future needing sponsorship for employment work visa and/or permanent residence status).

Basic Qualifications:
High School Diploma or equivalent required

Preferred Qualifications:
Bachelor’s degree in business related field is preferred

You can search the job https://jobsearch.sherwin.com/en/job-description?jobNumber=17000904.

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Positec Tool Corporation is seeking a Jr. Account Manager to work in its Ontario Canada region.

Reporting to the Senior National Account Manager, this position is focused on delivering exceptional service to new and existing customers. It is instrumental in assuring focused and productive communication with new and existing customers as it relates to product information, POS results, sales growth and supply chain. Working with the Canadian Sales Team, you will be responsible for maintaining and communicating relevant market and customer data to the team. You will also be responsible for analyzing customer sales data and identifying opportunities for incremental sales. You will be responsible for resolving complex inquiries from customers, delivering solutions and results.

To apply email your Cover Letter and Resume to jobs@positecgroup.com.

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Job Title: Territory Manager (Retail) – Ontario

Company Profile:
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin.

Position Summary:
Reporting directly to the National Sales Manager, the ideal candidate is a self-motivated, driven sales professional with a passion for excellence. The Territory Account Manager, Schlage Canada, is part of an energetic team responsible for developing our growing Schlage residential business across Canada. They are detail oriented, strategic and analytical with the ability to think outside the box.

Responsibilities:
• The successful incumbent will be responsible for managing the sales growth of the sales region through effective account management and account expansion. This includes, store conversion, store resets, new store coordination, store walks, event implementation and special projects.
• Grow market penetration by developing strong relationships with assigned accounts Buying team, store level associates, Department Managers and Store Operators and Managers.
• Develops a territory business plan and customized business plans for assigned accounts, promotional activity, shelf management programs, product training, investment strategies, and revenue goals.
• Utilizes existing marketing programs to maximize market-share growth and ensures that selling strategies align with revenue and profit goals outlined in Annual Operating Plan. Responsible for meeting budget and expense parameters for optimizing operating profit.
• Supervises and manages the development and execution of the regional field sales team.
• Represents Allegion Canada with the highest integrity. Conducts regular business reviews and other analyses to be able to make recommendations that will improve our business performance.
• Represents Allegion Canada at national, regional, and local dealer and builder shows as required.

Knowledge/Experience Required:
• 3-5 years’ experience in a sales and marketing role
• University or college degree in Sales and/or Marketing
• Good attitude and good work ethic and willing to learn
• Exceptional computer skills
• Strong communication and written skills (Bilingual is an asset)
• Must possess a valid driver’s license
• Must be willing to travel up to 45% of the time
• The ability to multi task and handle various priorities
• Strong ability to work in a collaborative, supportive way
• Experience with both electrical and mechanical door hardware an asset
• We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

If you believe you have the skill set that matches our position requirements please apply using the links below. For more information please visit Allegion.com

https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Retail-Territory-Manager_JR7067-1

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July 24, 2017 Volume

xxiii, #30

“Service to others is the rent you pay for your room here on Earth.”
—Muhammad Ali (“The Greatest”, American boxer and activist, 1942-2016)

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SUMMER PUBLISHING SCHEDULE: Please note that HARDLINES is published once in August. There will be no issues on July 31, August 14, 21, and 28. We resume our regular publishing schedule with our September 4 edition.

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Orgill’s Boston dealer market promises more that’s new for Canadian dealers

MEMPHIS, Tenn. — Hardware wholesaler Orgill is preparing for its next Dealer Market, August 24 to 26 in Boston, and it anticipates attendance by hundreds of Canadian independents.

Although a full-line distributor, Orgill does not attach itself to a banner. It counts among its customers in this country independents from just about every buying group. And those dealers will have lots to see at the next show, which will take up every available bit of space at the Boston Convention and Exhibition Centre.  

The show is known for its model stores. Dealers who sell to contractors and professionals will be especially interested in “Central Tool & Building Supply,” a brand new model store that caters to pros. This footprint will feature 100% Canadian-compliant assortments, with displays from both the London, Ont., distribution centre and the new Post Falls, Idaho, DC.

“We wanted to highlight how a pro-focused retailer can utilize a tool niche featuring powerful brands to really build a store-within-a-store concept that will appeal to the professional contractor and builder market,” says Philip Walker, SVP merchandising services for Orgill.

The “Walnut Grove” model store has been scaled down this time, from 12,000 to just 8,500 square feet. Orgill is using the smaller footprint to show off its latest techniques for helping dealers maximize space on the store floor. The wholesaler promises to fit 15,000 square feet of products into the smaller space.

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Fastway Group to purchase Winnipeg’s North American Lumber

TORONTO — A Toronto-based diversified-investment company has just bought up another independent building supply dealer. Mill Street & Co., through its subsidiary, The Fastway Group, has entered into a purchase agreement for the acquisition of the business operations of Winnipeg-based North American Lumber Limited.

Through a network of stores that average less than 5,000 square feet in size, North American Lumber has maintained a solid reputation for providing a broad range of lumber, hardware, and building materials to smaller communities in Northwestern Ontario, Manitoba, and Saskatchewan for 110 years. However, in recent years, the company has lost both stores and sales. It currently has 11 retail locations with sales of $21 million, down from a dozen stores and almost $37 million in sales in 2010 (source: Hardlines Who’s Who Directory).

“I am very pleased for the company, its staff, and the continuing legacy of this great brand,” said Martha Konantz, president of North American Lumber. “I believe The Fastway Group will bring positive energy and opportunities to the company and will successfully grow and develop the business in new directions.”

North American Lumber is just the latest acquisition by Fastway in the home improvement space. In 2016, it acquired Parliament Building Supplies in downtown Toronto, and Thorold Lumber, a dealer in Ontario’s Niagara region. Its portfolio of companies also includes Uxport Tools, an industrial tool supplier about an hour east of Toronto, and Sauve Lumber and Building Supplies in Timmins, Ont., which it acquired in May 2017.

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Canadian Tire offers a preview of its Christmas product line

TORONTO — Canadian Tire hosted its annual Christmas in July event last week. Reporters were invited in from the heat to an event space in Toronto’s west end where the Canadian Tire team was showcasing its Christmas décor, ornaments, and trees, as well as new products from its Canvas home furnishings line.

This year’s colour theme is alpine white. Accented by clear glass and pale blue in one display and gold and blonde wood in another, Tracy Platt, the style and design manager for Canadian Tire, says the various white tones can easily be combined to suit the homeowner’s own DIY style. “Within every colour story we usually do two themes and they all mix and match together,” says Platt. “We’re always trying to show our customers different ways to put things together.”

One new item Platt singled out is a fireplace with a built-in pull-out storage unit. It’s part of a trend she says her team especially appreciated for its very practical appeal.

The Canadian Tire merchants also worked with Toronto designers Davina Nathan and Deidre Wicks to design original Christmas stockings, pillows, ornaments, and festive tableware. In a nod to the Canada 150 celebrations, Salima Kassam, senior category manager for Canadian Tire, noted the colour red features heavily in these items.

On the new technology side, Canadian Tire has focused on the look and feel of its artificial trees. According to Jason Kane, AVP for Christmas, this year’s selection is modeled after real trees. “You can see the different species,” says Kane. “It’s much more premium, and much more life-like.”

And the new Noma brand string lights have also been developed with a new technology that seals the socket so that when one light burns out, none of the others on the string are impacted. The lights also carry a 10-year warranty as opposed to the typical five. “They’ve gone out to build the best light they can,” says Kane. “These are not the strings you used to spend hours hanging on the tree to have to find the one not-working bulb when it burnt out.”

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Ace Hardware’s latest hires draw from big box DNA

OAK BROOK, Ill. — The dealer-owned co-ops are stepping up their executive ranks, on both sides of the border. Ace Hardware’s latest high-level hires came from three of the large public companies that compete with Ace stores—and that’s an advantage, according to the co-op.

Many of Ace’s corporate positions are filled with people whom Ace has promoted internally. But also acquiring “more and better leaders” from competitors offers strategic advantages, says Kane Calamari, vice president of human resources, organizational development and communications for Ace. “We think it’s a pretty potent combination.”

Home Hardware has been going through similar changes. Historically reliant on hiring from within, the signing in May 2016 of Rick McNabb as VP of marketing and sales marked a big step for the co-op to look outward, both in terms of personnel and vision. McNabb had come over from Cara Foods, where he spent a decade as a senior executive presiding over a number of brands, including Harvey’s, Swiss Chalet, Kelsey’s, and Montana’s.

Ace in the U.S. is following suit. Since April, the co-op has announced the hiring of former Grainger executive Mark Spanswick to serve as president and general manager of Ace’s wholesale division; John Sommers Jr., a 23-year Home Depot veteran, as vice president of merchandising; and Lisa Doyle, who previously worked for Lowe’s, as Ace’s new head of retail training.

“Although we’re battling them day in and day out, we’re making sure that we’re learning from them,” Calamari says. But, he adds, executives from big box companies, who are accustomed to working with corporately owned stores and very different shareholder owners, do have a learning curve when Ace hires them to serve independent retailers.

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Vince Morency has been appointed Channel Manager Retail Canada at Richelieu Hardware Ltd., where he will be in charge of co-ordination, development, and execution of account, regional, and trade-show promotions, off-shelf promotions, and booking programs. His background includes category manager roles at Chalifour Canada and Orgill Canada. Most recently, he was Category Business Manager at TSC Stores. (vmorency@richelieu.com)

After 21 years at Recochem Inc., Stephen Ceolin has opened his own sales agency, Ceolin & Associates, representing leading brands in the hardware and housewares industry. (stephen@ceolinandassociates.com; 905-866-8659)

Jason Hamburger is now Corporate Business Manager at Atlas Graham Furgale. Previously, he had spent 14 years at Home Hardware Stores Ltd. as a Product Manager. Most recently, he was National Sales Manager for CP Industries in Fergus, Ont. (jason.hamburger@agfurgale.com)

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CLASSIFIED ADS

Spancan, the industry leading Hardlines Buying Group has an exciting opportunity for a Director of Purchasing based in our Ajax, Ontario office. This position is responsible for coordinating the purchase decisions for the members of the group including Federated Co-op, TIMBER MART and ILDC. The individual will organize and oversee annual negotiations, be the key contact for both vendors and members and prepare the critical analysis used for the groups buying decisions. A business degree along with 7+ years purchasing experience, preferably in the Home Improvement Industry. Must be an excellent communicator and have strong Microsoft Office and presentation skills. If interested please forward your resume to resume@spancan.com. All responses will be held in complete confidence.

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Founded in 1950, Bailey Metal Products Limited. is a family owned and operated Canadian company. Bailey is recognized as the industry leader, offering building solutions to both the commercial framing and drywall finishing residential markets.

We are hiring for the following positions:

Plant Manager – Calgary AB.
Sales Representative Retail and LBM – Prairies
Outside Sales Representative –Montreal QC.
Sales Manager – Prairies

To see a full list of positions visit www.bmp-group.com/about-bmp2/careers

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Covertech Flexible Packaging , the manufacture of rFoil reflective insulation is looking for an independent Canadian sales rep who has contacts in the home improvement /retail marketplace. www.rfoil.com, www.covertechflex.com

Contact :  John Starr, Vice President /Partner,
                   johnstarr@covertechfab.com
                   416-798-1340 ext 206

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Sales Manager Accounts Sherwin Williams Consumer Brands Group Canada

This position will be responsible for growing top line sales, profit and market share for Consumer Brands and the customer(s) within an assigned territory. This position will also be responsible for the planning, development and implementation of business plans to expand and develop new business opportunities; achieving results by capitalizing on product, pricing and promotion opportunities; position will also work with other cross functional teams and will utilize CRM for sales planning. Additional responsibilities include proforma analysis, P&L analysis, budget management, key negotiations and line reviews.

This position will handle Orgill, Lancaster and YHD. Additional key responsibilities include developing and maintaining a working relationship between distributors and SW CBG sales force and training on the products & programs.

Experience Required:
Prior experience in sales required. This position also requires communication, problem solving, strong time management, presentation and leadership skills.
Prior experience with financial reports & P&L analysis.
Must be legally authorized to work in the country for which you are applying for employment (without now or in the future needing sponsorship for employment work visa and/or permanent residence status).

Basic Qualifications:
High School Diploma or equivalent required

Preferred Qualifications:
Bachelor’s degree in business related field is preferred

You can search the job https://jobsearch.sherwin.com/en/job-description?jobNumber=17000904.

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Job Title: Territory Manager (Retail) – Ontario

Company Profile:
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin.

Position Summary:
Reporting directly to the National Sales Manager, the ideal candidate is a self-motivated, driven sales professional with a passion for excellence. The Territory Account Manager, Schlage Canada, is part of an energetic team responsible for developing our growing Schlage residential business across Canada. They are detail oriented, strategic and analytical with the ability to think outside the box.

Responsibilities:
• The successful incumbent will be responsible for managing the sales growth of the sales region through effective account management and account expansion. This includes, store conversion, store resets, new store coordination, store walks, event implementation and special projects.
• Grow market penetration by developing strong relationships with assigned accounts Buying team, store level associates, Department Managers and Store Operators and Managers.
• Develops a territory business plan and customized business plans for assigned accounts, promotional activity, shelf management programs, product training, investment strategies, and revenue goals.
• Utilizes existing marketing programs to maximize market-share growth and ensures that selling strategies align with revenue and profit goals outlined in Annual Operating Plan. Responsible for meeting budget and expense parameters for optimizing operating profit.
• Supervises and manages the development and execution of the regional field sales team.
• Represents Allegion Canada with the highest integrity. Conducts regular business reviews and other analyses to be able to make recommendations that will improve our business performance.
• Represents Allegion Canada at national, regional, and local dealer and builder shows as required.

Knowledge/Experience Required:
• 3-5 years’ experience in a sales and marketing role
• University or college degree in Sales and/or Marketing
• Good attitude and good work ethic and willing to learn
• Exceptional computer skills
• Strong communication and written skills (Bilingual is an asset)
• Must possess a valid driver’s license
• Must be willing to travel up to 45% of the time
• The ability to multi task and handle various priorities
• Strong ability to work in a collaborative, supportive way
• Experience with both electrical and mechanical door hardware an asset
• We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.

If you believe you have the skill set that matches our position requirements please apply using the links below. For more information please visit Allegion.com

https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Retail-Territory-Manager_JR7067-1

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July 17, 2017 Volume

xxiii, #29

"I’ve got all the money I’ll ever need—if I die by four o’clock."
—Henny Youngman (American comedian and master of the one-liner, 1906-1998)

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SUMMER PUBLISHING SCHEDULE: Please note that HARDLINES is published once in August. There will be no issues on July 31, August 14, 21, and 28. We resume our regular publishing schedule with our September 4 edition.

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Newfoundland and Labrador dealer Notre Dame Agencies adds 10th location

LEWISPORTE, NL ― Notre Dame Agencies, a large independent dealer in Newfoundland and Labrador, has purchased its 10th retail location, the former Warr’s Castle Building Centre in Springdale, NL.

Cluny Sheppard, chairman of the board of Notre Dame Agencies, oversees a retail empire in Newfoundland that consists of the 10 Castle building centres (the Cornerbrook store is shown here), as well as a chain of seven furniture stores under the Notre Dame Home Furnishings banner, and Notre Dame Recreation, which sells recreational vehicles and gear from two locations in Newfoundland and Labrador. The building centres alone generate estimated sales of $72 million (source: Hardlines Who’s Who Directory).

Warr’s, a long-time Castle member, began in 1908 as a logging and sawmill operation. The family-owned business grew over the decades into a full-service lumber, building materials, and hardware outlet, serving a mix of contractors and consumers.

Manager Peter Young and his staff are expected to continue on at the Springdale location following the acquisition.

Under former owner Brian Warr, Warr’s had been exploring succession strategies for the business, which employed a number of family members. Brian Warr eventually entered politics, and since 2015 has had a seat in Newfoundland and Labrador’s House of Assembly as the elected Liberal representative for Baie Verte-Green Bay.

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Could Ace Hardware buy True Value in the U.S.?

CHICAGO — According to a Bloomberg report last week, True Value Co. is “considering a sale that could value the home-improvement store chain at about $800 million.” People who asked not to be identified as they weren’t authorized to speak publicly say the company is working with an investment bank to examine strategic options, including a sale, according to the Bloomberg report.

“The process is expected to attract private equity firms,” said the report. However, no final decision has been made, and the company may not pursue a sale.

“There is no company out there that is more focused on the independent hardware retailer,” Jean Niemi, vice president of communications for the co-op, said. “True Value remains committed to our long-term strategic plan and, as part of that, we are continuously assessing and evaluating many opportunities in an effort to create maximum value for all of our retailers.”

True Value is a co-op made up of about 4,400 independently owned and operated hardware stores. In its annual report, the company reported gross billings of $2,073.7 million, and revenue was up 1.1% year over year to $1,514.1 million.

Both Ace and True Value are dealer-owned co-ops. An acquisition by Ace would result in a network of 9,400 stores.

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Lowe’s Canada CEO: ignore online at your peril

TORONTO — What a customer uses a computer or mobile device for while undertaking a home improvement project depends on what point they are at in a project. That’s why it’s important for a retailer to be effective at every one of those points of contact.

This was just one of the insights offered up by Lowe’s Canada CEO Sylvain Prud’homme at the annual convention of the Retail Council of Canada last month. He said that 87% of customers used the web before a purchase, for research. As they get closer to the purchasing stage, 79% go online to compare prices. Then, even after they’ve visited the store and made their purchase, 35% of shoppers will experience cognitive dissonance and check online products and pricing again.

“Your customer is only one click away from shifting their business away from your store,” he said. That’s why Lowe’s Canada is committed to offering “a seamless experience” across the digital and bricks-and-mortar worlds. Prud’homme pointed out that the penetration of e-commerce is higher in Canada than in the U.S., though the outcome is not always to make a purchase.

He added that RONA’s customer base is coming on board with the omni-channel approach of Lowe’s.

In his presentation, he cited the competitive field as it exists among bricks-and-mortar dealers, including Patrick Morin, Ikea, Canadian Tire, Home Hardware, and Costco. But to that list, he would add the likes of Wayfair, Ali Baba, and Houzz, all of which exist exclusively online.

“Innovation has been at the heart of Lowe’s strategy for years,” he said. “And it’s not just improving what already exists,” but looking in new ways at one’s business. He pointed to space-age innovations from Lowe’s such as robots in store in the U.S., the virtual-reality “Holoroom” being used in some stores in Canada, and a 3D printer that’s being used by the International Space Station orbiting earth.

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Shades of Ikea: Target and Amazon expand their private-label hardlines brands

SPECIAL REPORT ― As traditional hardware retailers fight to defend their market share against e-retailers, a growing number of private-label brands is also seeking a piece of the pie. In the U.S., mass-merchant retailer Target has just unveiled four new in-house lines―including one dedicated to homewares. Project 62 includes everything from kitchen utensils and vases to kitchen trolleys and end tables, potentially encouraging customers to make a one-stop shop and save a trip to a hardware store.

The four new brands represent the first wave of at least 12 new launches over the next two years, which Target announced back in February. The retailer got its first private label in 1991 when it acquired Merona, an existing clothing line that sold in several department stores before becoming a Target exclusive. With the debut of the Archer Farms grocery line in 1995, Target had its first homegrown store brand. In announcing the four latest brands, the retailer also made it known that several others will be retired―Merona among them.

When it comes to private-label growth, however, it’s hard to beat Amazon. The e-retailer first launched its Amazon Basics line in 2009, offering everyday items from its wildly popular batteries to baby wipes. As an incentive to Prime membership, which Amazon continues to push, some lines are available to members only.

Most of Amazon’s offerings are in categories like food or clothing that don’t directly impact on hardware retail. But its Pinzon line focuses on décor, including bedding and linens, meaning that it covers some of the same turf as some upscale hardware stores and home centres. A report by One Click Retail at the close of last year found that Amazon’s plumbing, electrical, and hardware categories each generated more than $20 million in sales in October 2016 alone.

Private brands are likely to continue growing in popularity, in no small part because of the appealing profit margins they yield for retailers and the customer loyalty they can encourage. In devising strategy, retailers will need to hold their own against store brand offerings from general merchandisers like Walmart and Target and e-retailers like Amazon.

Some have done that by cultivating their own private-label offerings. Canadian Tire, notably, has a focus on strong in-house brands: in the fourth quarter of 2016, private label accounted for one-third of its sales, including 88% of its Christmas product sales.

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Following changes to the LBM staff at Groupe BMR, Jean-Marc Prud’homme has been appointed Senior Director–Forest Products. He will be in charge of purchases for all wood products―plywood, lumber, engineered wood, Canexel products, and other commodities. Prud’homme previously worked at Goodfellow and Matériaux Pont-Masson.

Taiga has announced that Bernie Gauthier, already General Manager of siding, is taking on the additional role of National Sales Manager for preserved wood products. Gauthier will report to Executive VP and COO Russ Permann, and will oversee the regional treated wood sales managers. Before joining Taiga, Gauthier developed sales and marketing for the Resisto brand.

Home Hardware has announced changes in its LBM department: Doug Shantz has accepted the position of Director, Lumber and Building Materials. He will report to Joel Marks, VP Merchandise. Shantz was previously the Merchandise Manager for LBM in Ontario, and is succeeded in that role by Mark Pardue, previously a regional LBM Co-ordinator. Bruce White, VP merchandise for LBM, is officially retiring.

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