May 28, 2018 Volume

xxiv, #21

 “People who think they know everything are a great annoyance to those of us who do.”
—Isaac Asimov (Russian-born American writer and professor, 1920-1992)

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Speakers, dates announced for 23rd annual Hardlines Conference

WORLD HEADQUARTERS, Toronto — Retail’s front lines will unite with leading edge thinkers on stage at the 2018 Hardlines Conference. This year’s conference will take place November 13 to 14 at the historic Queen’s Landing in Niagara-on-the-Lake, Ont.

With the theme, “The Power of Brand”, the event will bring together some of the top retail brands―and brand leaders―in Canada, including one of Canada’s top brand gurus. Ian Madell, president and managing partner of Level5 Strategy, will kick off the sessions, outlining what’s good and bad regarding our thinking about brands and branding.

Getting more industry specific, Charles Valois, VP central marketing at Lowe’s Canada, will talk about how this retail giant is integrating and leveraging a range of retail brands, namely Lowe’s, RONA, Reno-Depot, and Ace. Darrin Noble, VP of Home Hardware’s Beauti-Tone paint business, will talk about the power of this private brand for Home’s dealers. From Orgill, Catherine Vaugh will outline how this hardware wholesaler is providing integrated marketing strategies for retailers to use to promote their own brand to their respective markets. 

Representing important case studies from the front lines of home improvement retail, Hardlines will present two dealers from opposite ends of the country. Ray Cyr operates RONA Fraser Valley Building Products in British Columbia’s Lower Mainland. Jillian Sexton is a TIMBER MART dealer with two stores in Nova Scotia, and now a third in Charlottetown that has taken off.

Steve Buckle, president of Sexton Group, will talk about how his group supports the individual brands of its members.

Also on hand: Dan Tratensek, VP of publishing for the North American Retail Hardware Association; Peter Norman, our economics expert from Altus Group; and Denis Melanson, chair of the Building Material Council of Canada, on the latest initiatives by this organization to attract workers to the home improvement industry.

(For the full lineup of speakers and activities at the 23rd annual Hardlines Conference in Niagara-on-the-Lake, Ont., click here now!)

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Castle Building Centres, Sexton Group top $2 billion with record dealer sales

SPECIAL REPORT — Two of Canada’s largest buying groups got even bigger in 2017. According to the latest research from Hardlines, both Castle Building Centres and the Sexton Group topped $2 billion in total sales from all its dealers last year.

As sales results are calculated for Canada’s top retail groups, and by extension, the size of the retail home improvement industry overall in preparation for the release next month of Hardlines’ annual Retail Report, these milestones signify the ongoing strength of the independents in the Canadian home improvement industry. Castle’s estimated sales climbed from $1.95 billion in 2016 to just over $2 billion last year. Sexton Group enjoyed a lift from $1.8 billion to $2 billion as well.

Both groups have been growing steadily in recent years, through a combination of incremental sales increases post-worldwide recession and through member acquisitions. While all groups and banners have their share of dealers that join and leave in a year, Castle, which is headquartered in Mississauga, Ont., and is celebrating its 55th anniversary this year, has made strong gains recruiting independents, including traditional yards and specialty dealers in lines such as flooring and doors. Sexton, based in Winnipeg, has had wins with the signing of modular home and RTA (ready-to-assemble) producers, many of which have supplied the resource sector in Northern Alberta.

In terms of ranking with other buying groups, they both fall in after Independent Lumber Dealers Co-operative, whose 21 member companies generated about $3.6 billion in combined sales last year; and TIMBER MART with 600-plus dealers and estimated sales that land just shy of $3 billion.

The increases by the buying groups reflect healthier-than-expected growth within Canada’s retail home improvement industry in 2017. According to preliminary numbers from the Retail Report, the industry grew by more than 5% last year, ahead of industry forecasts. Growth for 2018 is likewise being revised upward and will be finalized for the release of this year’s Hardlines Retail Report.

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UFA updates stores with a focus on consistency, product programs

CALGARY — Glenn Bingley is completely upfront about what needed to change at UFA’s retail stores. “I admit there was a need to change the company to meet the needs of our members, and that meant we had to focus on the retail fundamentals.”

United Farmers of Alberta has two businesses: petroleum and agribusiness. The latter consists of 35 UFA Farm & Ranch Supply stores throughout Alberta, one building centre in Fort McMurray, and the commercial agriculture side. In 2015, as the oil industry was suffering, the retail side came under careful scrutiny—and was found wanting. As COO of retail operations for UFA, Bingley heads up that business. “We had lost our retail focus, and we had lost our ability to focus on the local community.”

With a background serving at Home Depot Canada for 17 years, he is now focusing his team’s efforts on improving service and refining product assortments. Both, says Bingley, had suffered in recent years under a previous management with a different retail vision. Stores lacked cohesion and product lines were inconsistent from store to store. “So we’ve been working hard for just over two years to change the business—and the members are really noticing this.”

With a customer base that consists of farmers, ranchers, and rural homeowners, the core products for the Farm & Ranch Supply stores include both commercial items farmers and acreage owners use to maintain their operations and retail home improvement lines for home and farm renovation and repair.

“They expect us to have that stuff in stock,” Bingley says. Consistency of both products and services has been a goal for the stores across the chain. With a more rigorous approach, the company has also gotten better at fine-tuning standardized assortments to fit with the size of each store and the market they serve.

UFA’s biggest lines are fencing and feed. These, for the farm customer, remain the big sellers. But lumber and building materials are also seeing good growth, and he attributes much of that success to the buying teams, headed up by Mark DiGioacchino, UFA’s director of merchandising. Like Bingley, DiGioacchino has big box experience, having worked at both Home Depot Canada and Lowe’s Canada.

“Mark and his team are working to bring in new programs that offer better quality.” Efforts by DiGioacchino are paying off in other ways, Bingley says. “And we’re more competitive now.”

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Pro dealers still taking baby steps toward social media

SPECIAL REPORT — Home improvement stores are still struggling with content management on social media, while their contractor customers aren’t fully experiencing the benefits of online engagement just yet.

Many pro dealers are still trying to figure out how to fit social media into their customer engagement strategies. However, social media is not something they can ignore. In 2017, there were 22.7 million users in Canada, according to Statista DMO. That number is projected to rise to 24.1 million by 2020. Facebook alone has 85 percent market penetration with social media users. And 83 percent of Canadian businesses claim they engage in some kind of social media marketing or brand building.

“It’s not going away, that’s for sure,” says Paul Mutter, purchasing manager for Merkley Building Supply in Ottawa, Ont., which has a presence on Facebook, Twitter, Instagram, and Houzz. Merkley specializes in stone and masonry products and uses social media to drive traffic to its website and showroom.

Dauphin, Man.-based McMunn & Yates Building Supplies, with 19 locations in three provinces, appears to be among the more active dealers on social media. It has more than 4,000 Facebook followers, and posts to that platform every other day. It also tweets or retweets every weekday to its 622 Twitter followers.

“Social media is a touch point for us,” says Mike Doyle, owner of The Home Improvement Warehouse in Calgary, Alta. “Millennials don’t shop the same way [as other customers], so how do we talk to them?” He adds that his company’s social media platforms—Facebook, Twitter, Pinterest, Instagram, LinkedIn, and Houzz—are useful for connecting with architects and designers who are often avid followers.

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

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At Lowe’s Cos., Marvin Ellison has been named president and CEO, effective July 2. He will also join Lowe’s board of directors. Ellison succeeds Robert Niblock, who previously announced his intention to retire. Ellison is coming over from J.C. Penney Co., where he currently serves as chairman and CEO. He also has an extensive track record in the home improvement industry, having spent 12 years in senior-level operations roles with The Home Depot, where he served as executive vice president of U.S. stores. Before that, he spent 15 years at Target. The Lowe’s board has also appointed Richard Dreiling, a director of Lowe’s since 2012, as chairman.

At Liteline Corporation, Steve McMullen has been promoted to national sales manager. He joined Liteline in 2016 as regional sales manager for Ontario.

At Garaga, Erick Rocheleau has been named vice president of sales for all of Garaga’s operations. Rocheleau most recently spent eight years as sales manager, then sales and strategic development manager, for a major Canadian door and window manufacturer. Before that, he worked for a hardwood manufacturer and a construction product dealer. He reports to Maxime Gendreau, co-president of Garaga. (info@garaga.com)

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CLASSIFIED ADS

Sales Territory Managers | Atlantic Canada

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

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

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May 21, 2018 Volume

xxiv, #20

“Rest is not idleness, and to lie sometimes on the grass under trees on a summer’s day, listening to the murmur of the water, or watching the clouds float across the sky, is by no means a waste of time.”
—Sir John Lubbock (English banker, politician, philanthropist, and scientist, 1834-1913)

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BMR gets serious about Ontario expansion with new sales rep and new programs

BOUCHERVILLE, Que. ― Groupe BMR is back in the Ontario market.

The buying group and wholesaler is actively developing business outside its home province of Quebec, and Ontario is squarely in its sights. That includes a person working with the Ontario dealers, Gilles Parenteau, BMR business development advisor.

BMR already has a handful of dealers in Ontario, including Windsor Building Centre in Windsor and Drummond Building Supplies in Marmora (shown here). But the group ceased expansion efforts in that province after it was acquired outright by La Coop fédérée at the beginning of 2015. The next three years found the company focused on reorganization closer to home.

Now, as the group seeks to build a strong presence in Ontario, it’s embracing a number of dimensions of dealers’ needs. “One is certainly to emphasize the independent dealer’s value of success,” says Pierre Nolet, BMR’s vice president of business development.

“BMR dealers are independent entrepreneurs and cooperatives that have freely chosen to associate themselves with BMR Group. Their expertise in hardware and building materials, coupled with their in-depth knowledge of their respective markets, allows them to offer consumers and contractors highly personalized service,” Nolet continues.

BMR says the convergence of product, innovation, and service is already driving BMR’s growth in Ontario. Currently, the group has a network of 325 independent home improvement centres and hardware stores in Quebec, Ontario, and the Maritime Provinces. It also has 17 corporate stores, located mainly on the South Shore and North Shore of Montreal.

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New products from the show floor at the National Hardware Show

LAS VEGAS, Nev. ― Individual companies that exhibited at the recent National Hardware Show offered an insight into the trends and product innovation that help drive the industry. On the show floor, new products were in abundance, driven by technological advances in categories such as lighting, power tools, space saving, and even wood panelling.

Surrey, B.C.-based QualityCraft was putting on a big push for two segments of its business, QualityCraft flooring and Montezuma tool storage, now combined as a full line of products to organize and utilize the garage space. Said QualityCraft’s SVP of sales and marketing, Dave Bickel, “Our goal is to own the garage, floor to ceiling, wall to wall.”   

Philip Fitzpatrick, VP and general manager of Positec Canada, which markets Rockwell and Worx, showed off the Worx battery system. It runs on a 20-volt battery, or Power Module. “We’re building the whole thing around marketing the Power Module program,” for products ranging from leaf blowers to power mowers, Fitzpatrick said.

Another product advance at the show might be considered more low-tech, but no less innovative. Estwing featured a series of mallets and sledge hammers with spring steel bars that run all the way through the handle. The bars are locked with the hammer head using steel locking plates ensuring that the head never gets dislodged. Dhiren Bammi, Estwing’s managing director worldwide, said the line would be available in Canada in 90 days.

M-D Building Products, which recently purchased the weatherstripping, cleaning tools, screen, and snow brush lines of RCR International, was featuring RCR’s Climaloc brand, which will be maintained, but with the M-D name gradually replacing the RCR mark, said Joe Comitale, president of M-D Canada. “We’re maintaining product and UPC codes to make it easy to switch to the new lines,” he added.

Just days after winning the 2018 Energy Star Award for Excellence in the U.S., L’Image Home Products was at NHS to show off its latest lighting advances, including affordable LED lamps for low-income families. The Energy Star Award was given to L’Image for its efforts to promote the Energy Star brand and to educate consumers about the benefits of energy efficiency. The award is given by the U.S. Environmental Protection Agency and the U.S. Department of Energy. On day one of the show, the company received news that it had also won the Canadian version of the award, sponsored by Natural Resources Canada.

ShurTech Brands was featuring a new addition to its Canadian product lines: a better line of its popular green Painter’s Tape masking tape. According to Scott Robins, national account manager for ShurTech, Painter’s Mate Ultra fits in between the company’s Painter’s Mate value line and its top-end Frog Tape. It has a longer clean removal time―14 days versus seven. “And it meets the changes going on in paint formulations with a higher tack,” Robins said.

Mywoodwall was a very cool wood panelling product line harvested in Indonesia. The fast-growing wood can be remanufactured to a variety of colours and finishes. A simple peel-and-stick process makes DIY installation simple. The line has been picked up by Taiga for distribution in Canada.

The Quebec government once again organized a group stand for manufacturers from that province. Harry Jacobs of Ideal Security (shown left with a customer) reported healthy traffic for the display, despite being in the rear annex of the main hall. Eric LeClair of Bedford Ruler (on the right) was likewise pleased with the location and the traffic at the show. His company, which supplies stir sticks to paint and hardware dealers across Canada, was showcasing his family business’s wares, complete with private branding feature that puts the dealer’s name on each stir stick.

In the lawn and garden section of the show, Heath Outdoor Products had an array of bird feeders, including a new line of bright, colourful feeders shaped like birds such as owls and chickens. They can accommodate two suet pucks as well as loose bird feed.

DynaTRap offered a plug-in fly trap, which attracts the insects with to a disposable sticky pad that sits discreetly behind a decorative cover.

The show once again proved to be an important showcase for what’s new in home improvement retailing, as well as an opportunity for vendors and retailers alike to renew existing relationships.

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Canadian Tire CEO commits to growth, private brands, rewards program

TORONTO — Canadian Tire used its annual general meeting at the Four Seasons hotel in Toronto earlier this month to make several announcements about the company.

Addressing the crowd, Maureen Sabia, chairman of the board, attributed Canadian Tire’s successful year to CEO Stephen Wetmore. “I would be remiss if I didn’t single out our CEO Stephen Wetmore for his efforts,” Sabia said.

The company’s Q1 profits declined from a year ago, coming in at $78 million compared to 87.5 million in the first quarter of 2017. Total revenues for the quarter rose by 3.3% to $2.81 billion, compared to $2.72 billion a year ago. Same-store sales saw an increase of 5.2%.

Sabia then revealed that Wetmore had signed another three-year commitment, which began this year. In addition to Wetmore’s commitment, Sabia also announced the company’s acquisition of Helly Hansen, the outdoor apparel brand, and the launch of Triangle Rewards program.

Triangle is the company’s latest effort to unite its many retail divisions under the Canadian Tire banner. Customers can use the card at Canadian Tire, Sport Chek, Gas+, participating Mark’s, and Atmosphere locations to earn Canadian Tire money, which can also be redeemed at any of those stores. Of the launch, Sabia said “there’s no better example of us working as one company.”

She went on to say that while the last few years have been positive for Canadian Tire, they have also taught her team that the company’s future success depends on disruption, not just sticking to what’s always been successful. “Great challenges also present great opportunities,” she said.

For his part, Wetmore described the Triangle program as “the most important announcement we have made since I joined the company” and a “natural progression” for the Canadian Tire rewards program.

The Helly Hansen acquisition is the most recent example of the company’s efforts to build up its private brands in-store. Over the past year, it has also picked up the Paderno cookware line, premium barbecue brand Vermont Castings, the lawn care brand Golfgreen, and team sports Sher-Wood Athletics Group Inc., which manufactures hockey gear and licensed products.

In terms of Canadian Tire Retail, Wetmore also announced that the home delivery pilot the company was testing in the Ottawa area will be expanded to across the country starting late this summer. All these announcements, Wetmore said, are in line with the company’s goal to become the number-one retail brand in Canada by 2022.

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Home Depot Canada will play role in company-wide IT hiring campaign

TORONTO — The Home Depot is looking to support its intensive growth into high tech retailing by hiring 1,000 new IT professionals across North America this year. And the Canadian division will play a role in that initiative.

Most of the hiring will take place in Austin, Tex., where Home Depot opened a corporate tech and data centre in 2005. Up to 500 people are being sought for that facility. But the retailer has technology centres in Atlanta, Ga., and Dallas, Tex., which will collectively hire another 500. The hires will support initiatives related to a massive $11.1 billion, three-year strategic investment plan that was first unveiled at the end of last year. It addresses the store and online shopping experience, supply chain and delivery capabilities, and associate and workforce management systems.

Closer to home, The Home Depot Canada is recruiting 100-plus new technology professionals at its headquarters in Toronto’s east end, called its Store Support Centre.

“With the changing Canadian retail environment, we know technology is playing an increasingly important role,” says Paul Berto, director, corporate communications, external affairs, and sustainability for Home Depot Canada. The initiative, he points out, ensures that Home Depot shoppers can interact with the retailer across multiple platforms.

“Customers want to shop whenever, wherever, and however they want. That’s why the Canadian team is making similar investments in our business for roles like software engineering, system engineering, UX design, product management, and roles with e-commerce,” Berto adds.

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Cody Smith has been promoted to the role of director, Home and Building Solutions at Federated Co-operatives Limited. He takes over from Tony Steier, who has retired from FCL. Smith has been with the co-op for the past 15 years in a variety of buyer roles, most recently as category development manager.

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CLASSIFIED ADS

TIMBER MART is looking for an Ontario Building Materials Procurement Manager, based in the GTA who will play an integral role in the following areas that support their dealer network: 

* Align product prices in accordance with the market for Vendor Buying Agreements to maximize dealer margins and sales. 

* Review market pricing in order to negotiate better costs for commercial agreements with vendors. 

* Ensure a proper product mix that meets sales and budget objectives and maximizes profitability. 

* Negotiate trade discounts and terms. 

* Ensure the proper and faithful execution of the agreed upon Vendor Buying Agreements. 

* Routinely review categories and sub-categories to decide whether to promote or discontinue products based on their market performance. 

* Select products within assigned product categories for TIMBER MART flyers. 

* Select vendors that will appear in the TIMBER MART National Buying Show, as well as travel to and assist in preparations for the event. 

* Support TIMBER MART dealers regionally and nationally, providing them with appropriate and timely information, guidance and vendor support. 

* Develop new programs to ensure our dealers are kept current in the building material industry. 

* Monitor competitors’ markets nationally and regionally in order to maintain a competitive standing in the marketplace. 

Qualifications: 

* Preferably a College/University Degree in Business, Sales or Marketing 

* 5 plus years’ experience in category management and retail sales 

If you are a motivated team player who is looking for a challenging and rewarding opportunity, please forward your resume to hr@timbrmart.com.

____________________________________________________________________

Sales Territory Managers | Atlantic Canada

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

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

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May 14, 2018 Volume

xxiv, #19

“By working faithfully eight hours a day you may eventually get to be boss and work twelve hours a day.”
—Robert Frost (American poet, 1874-1963)

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Expanded role for Home Hardware CEO Terry Davis points to next steps for the co-op

ST. JACOBS, Ont. — The announcement last week that Home Hardware chief executive Terry Davis has added the title of president to his responsibilities marks the latest step in propelling the 54-year-old company forward. While Davis has had the CEO role for the past four years, the president’s role had remained with his predecessor, Paul Straus.

Straus, who has had a reduced role at the dealer-owned home improvement co-op, is now retiring, but will remain in a counsel role to the company.

In his expanded role as both president and CEO, Davis will continue to report to Home’s board of directors, but now as president, he will also sit on the board, putting him in closer contact with the board as he executes day-to-day functions. More specifically, he is accountable for the control of the business and the general conduct and affairs of Home Hardware Stores and its wholly-owned subsidiaries. He also remains responsible for the financial control and long-term health of the company.

Davis said from the start of his tenure in the top job that his would be an interim role, and while four years might be considered a reasonable period for a CEO to stay in place, it’s brief by Home Hardware’s standards. Founded in 1964, Davis was only the third person to lead the company, following Straus and co-founder Walter Hachborn before him.

Davis joined Home Hardware more than four decades ago in a junior warehouse position at the distribution centre in St. Jacobs, Ont. He moved his way up through the ranks, taking on a series of managerial and executive positions accountable for dealer support and dealer development, marketing, information technology, dealer finance and legal services, administration, and strategic planning.

In 2010, he was appointed executive vice-president and COO, and became CEO in 2014.

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National Hardware Show rolls out with strong attendance, upbeat mood

LAS VEGAS, Nev. — The largest hardware show in North America got off to a strong start yesterday with 2,600 vendors playing host to dealers and buyers from around the world. Canadian attendance was strong, as well, with head office buyers from Canadian Tire, RONA, Groupe BMR, Lee Valley Tools, Spancan, and more walking the aisles. The show is also proving to be a draw for an increasing number of independents.

These included dealers from Home Hardware, a number of whom were also involved in activities and workshops hosted by the North American Retail Hardware Association. The range of seminars put on by the NRHA filled all three days of the show, and featured representatives from companies such as The Grommet (an online seller that Ace Hardware has invested heavily in), Alibaba.com, and Treehouse.

The NRHA kicked off the show with its Young Retailer Awards gala. A Canadian, Mike Wilson of Wilson’s Home Hardware Building Centre in Barrington Passage, N.S., was among the eight winners of the awards. The fourth-generation dealer-owner joined Home Hardware in 2008. Since then, he has made changes that included adding a Home Furniture and a mobile phone store. As a result, top-line sales have increased every year since 2012.

Many of the Canadian buyers who made the trip to Las Vegas attended the annual Maple Leaf Night, held on the first night of the show by the Canadian Hardware and Housewares Manufacturers Association at the Mirage hotel. On the show floor, new products were in abundance, driven by technological advances in categories such as lighting, power tools, and even wood panelling.

Traffic continued to be healthy throughout the show, with buyers from countries as far afield as Australia, Japan, South America, and Europe.

(More on what we found at the National Hardware Show in next week’s mind-boggling edition of HARDLINES!)

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Lee Valley Tools plans largest store ever—and first in Quebec

OTTAWA — Continuing the steady expansion of its bricks-and-mortar presence, Lee Valley Tools will open its first store in the Quebec market this fall.

Robin Lee, head of Lee Valley Tools, says his company is currently working on its next store, which will be beside Autoroute 15 in Laval, Que., near Montreal. Sitting in a former Best Buy store, it will have more square footage than typical Lee Valley stores. “It’s going to be one of our largest stores,” says Robin Lee, president and CEO of the company. The large size will pose some challenges, he admits. “We’re doing a little more tweaking of the store design there.” The move to Quebec will also mean translation of all of Lee Valley’s materials into French.

One of the differences will be more emphasis on making the store more experiential. “It will have a lot of interactivity,” Lee says. It is scheduled to open in October. The product mix of a traditional Lee Valley store caters to woodworkers, hobbyists, and people searching for unique cabinet hardware, toys, and puzzles. On any given day, seminars and workshops draw customers who want to learn knife sharpening or how to make a bird house.

Despite Lee Valley’s strong presence online (it started out in 1978 with one store in Ottawa and a ground-breaking mail order catalogue), Lee has been committed to growth of the bricks-and-mortar side of the business. The last store to open was in Niagara Falls, Ont., in June 2017 (shown here).

Lee, along with the company’s founders, his parents Leonard and Lorraine Lee, were recently awarded the Excellence in Retailing Awards 2018 Lifetime Achievement Award. The award is presented by the Retail Council of Canada. 

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Big things are happening in small stores, even as national chains keep growing

SPECIAL REPORT — Big boxes might have the advantage of size, but small stores have come up with several ways to make the most of their square footage. From customer service to clever merchandising, size is secondary to how retailers use their space.

These days a more sophisticated customer has led to a more sophisticated approach to small store merchandising. “No matter what kind of market a retailer is in, customer needs and expectations have evolved, and stores have had to evolve with them,” says Bill Morrison, divisional vice president of Ace Canada. “The key is the store has to remain relevant to its local market or it won’t survive.”

The store’s core product selection also must be based on hard sales data collected over time. If the retailer wants to maximize sales per square foot, says Morrison, vital space can’t be taken up by merchandise that moves too slowly or is out of season. At the same time, retailers need to regularly augment their core product selection with interesting new products to keep the customer experience fresh. “Small can’t mean boring,” he adds.

Another function of choosing the right core products is demonstrating to customers that the store is “in that business”, says Laurie Wittie, store design manager for Home Hardware Stores Ltd., whether that be tools, plumbing, electrical, or kitchen and bath. If customers come into a smaller store looking for a certain product, they don’t expect to see multiple brands and lines of the same product several tiers deep like they would in a big box store.

“As long as the store has a couple of options to choose from—good, better, best if possible—the customer knows they can fill their need for that particular product at that store,” Wittie says. “If they’re looking for more options, at least the retailer can start a conversation and perhaps get what the customer wants on special order.”

That’s an approach to merchandising that Yves Lebel uses in his 2,500-square-foot BMR hardware store in the small town of Saint-Anne-de-Madawaska, N.B. With a much bigger RONA dealer about 15 minutes away in Edmundston and a Kent building supply store the same distance away in Grand Falls, it’s essential that Lebel display as many different products as possible.

“Big stores have way more space than we do, but it’s just lots and lots of the same stuff,” says Lebel. “Instead of 10 of an item on the shelf, we might have two or three and store the overstock in the warehouse. We can’t take up space in the store with too much inventory; it’s more important that our customers know that we have all the products they might need.”

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

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Jeff Kinnaird, president of Home Depot Canada, has been recognized for a lifetime of achievement by the Retail Council of Canada (RCC). Kinnaird and his team have garnered the Excellence in Retailing Awards 2018 Distinguished Canadian Retailer of the Year Award. The Distinguished Canadian Retailer of the Year Award recognizes a retail leader who has led their company to outstanding business success and innovation and has consistently demonstrated community commitment and support. The recipient is a role model because of their leadership within the corporation, in the retail industry in Canada, and in the community at large, through personal and/or corporate philanthropic activities. The Excellence in Retailing Awards Gala will close the first day of RCC’s conference, STORE 2018, May 29 to 30. For more information and to purchase tickets, click here.

Lixil Canada Inc., home to such kitchen and bath brands as American Standard and GROHE, has named Valerie Malone as president and general manager. In her new role, Malone will be responsible for Lixil’s business strategy and growth in the trade, retail, and e-commerce channels, working with the international Lixil team. A graduate of the University of New Brunswick in finance, Malone joined Lixil a year ago.

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CLASSIFIED ADS

TIMBER MART is looking for an Ontario Building Materials Procurement Manager, based in the GTA who will play an integral role in the following areas that support their dealer network: 

* Align product prices in accordance with the market for Vendor Buying Agreements to maximize dealer margins and sales. 

* Review market pricing in order to negotiate better costs for commercial agreements with vendors. 

* Ensure a proper product mix that meets sales and budget objectives and maximizes profitability. 

* Negotiate trade discounts and terms. 

* Ensure the proper and faithful execution of the agreed upon Vendor Buying Agreements. 

* Routinely review categories and sub-categories to decide whether to promote or discontinue products based on their market performance. 

* Select products within assigned product categories for TIMBER MART flyers. 

* Select vendors that will appear in the TIMBER MART National Buying Show, as well as travel to and assist in preparations for the event. 

* Support TIMBER MART dealers regionally and nationally, providing them with appropriate and timely information, guidance and vendor support. 

* Develop new programs to ensure our dealers are kept current in the building material industry. 

* Monitor competitors’ markets nationally and regionally in order to maintain a competitive standing in the marketplace. 

Qualifications: 

* Preferably a College/University Degree in Business, Sales or Marketing 

* 5 plus years’ experience in category management and retail sales 

If you are a motivated team player who is looking for a challenging and rewarding opportunity, please forward your resume to hr@timbrmart.com.

____________________________________________________________________

May 7, 2018 Volume

xxiv, #18

“Love all, trust a few, do wrong to none.”
—William Shakespeare (British playwright, actor, and poet, 1564-1616)

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What’s in a name? Target Building Materials forges its own direction

WINDSOR, Ont. — Best name for a retailer ever? Well, maybe not. But despite continual confusion with the like-named general merchandise retailer in the U.S., Target Building Materials in Canada has not only endured, it’s established itself as an important supplier for trades and commercial projects around the city of Windsor, Ont., where it has been doing business since 1967. That, despite pressure at one time from Target in the U.S. to give up its storied name.

Owner Greg Drouillard explains that the business was started by his father. Greg joined a few years after—reluctantly at first—in 1974. But over time, he gradually took over and along the way was able to drive growth, stay competitive, and carve a strong commercial niche. He has also done it with a sense of humour, such as when he had a comical photo mural put on the door of a delivery truck.

And now, as the housing market picks up in Windsor, Target is benefitting from that boom and sales of insulation and construction specialty products is a focus for the store. But business has also expanded to important commercial contracts. He’s hopeful that he can get some business from an intended hospital project that is just down the road from the store. In addition, two international bridge crossings are being planned (Windsor sits across the St. Clair River from Detroit).

His latest project? To beef up the back end of the store. He has 30,000 square feet in the warehouse and 2,500 of that are being converted to a showroom. The area will be filled with new products, something, Drouillard says, his store is “thirsty” for.

“When I get to a trade show, I run right to the new product section,” he says. “I don’t want to be a me-too.” The expanded showroom will put more of those new products in front of the contractor customers. “Contractors want to touch and feel. It’s show and tell. They are as eager for that experience as consumers. We have to be a resource for what’s new and relevant for them.”

Another important segment is architects and specifiers who will spec the specialty products that Target carries. “They’ve become almost as important to us as the contractors.”

Oh, and as for Target in the U.S., which made a great noise about entering Canada, only to retreat just two years later: “Target put me through six years of living hell. It cost a lot in lawyer fees before they finally settled on ‘co-existence’,” he says wryly.

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B.C. dealers’ association gears up for 80th anniversary at Harrison Hot Springs

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

Organizers say the purpose of the event is to bring the province’s building supply industry together in an environment that enables association members and supporters to network, relax, and get inspired. The event will also have a table-top trade show component featuring new products. “We did a trade show in the past, but we’ve tried a fresh approach this time,” says Scott Emo of PowerHouse Building Solutions in Surrey, B.C. Emo is on the BSIA board and heads up the anniversary event committee.

Attendees will be given the red carpet treatment, literally, as they enter the gala. Table-top displays will feature products and services by sponsoring companies along the way as they enter the meet-and-greet area. The dinner that evening will include the BSIA’s Orion Award winners, and a keynote—TED Talk style—by B.C. business leader, author, and speaker Peter Legge. “We’re trying to keep it as upbeat as we could and be different,” Emo points out.

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

The small size of the host village of Harrison Hot Springs will ensure that delegates can interact both on and offsite. “It’s really just a chance to bring everyone together and make it entertaining,” says Emo.

(For more information about the BSIA’s 80th Anniversary gala, please click here.)

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High-tech barbecues, colourful accessories coming to Canadian Tire this spring

TORONTO — Canadian Tire offered the media a chance to view its new Canvas backyard living line for summer 2018 late last month. The company hosted the event in a showroom in midtown Toronto and partnered with the Toronto Flower Market to help decorate the space.

On display were vignettes of the line’s new patio furniture and accessories. In keeping with the previous year’s focus on outdoor living, this spring’s update continued to put an emphasis on fashionable-but-functional products.

Tracy Platt, Canadian Tire’s design manager, was on hand to walk visitors through the line’s latest offerings. To complement the outdoor seating for this year, Platt’s team designed a lower-to-the-ground dining table, which is meant to meet the height of cozy outdoor chairs and couches.

“Being much more comfortable when you’re dining outdoors is really driving the trends we’re seeing,” says Platt.

Also on hand was David Jackman, the category manager for barbecues at Canadian Tire. The Grill Turismo, introduced by Canadian Tire last year, was updated here with a stainless-steel version. Both feature interchangeable bezels, and are equipped with a convertible valve system, making it possible for consumers to convert from propane to natural gas.

For barbecue accessories, the company is again promoting wood-bristle brushes. The bristles have the same rigidity as stainless steel, but will simply burn up if they become detached, rather than posing the threat of accidental ingestion or injury from wire-bristle brushes. New this year was a paddle-shaped wood barbecue scraper. With use, the wood moulds to the grate of the barbecue to become a custom cleaning tool.

Platt adds everything on display at the showroom was designed to help Canadians make the most of the too-short summer season in style. “People really want to be comfortable in their outside spaces.”

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eRetailer Summit sets agenda, and sights, on bolstering online selling

CHICAGO — The Home Improvement eRetailer Summit has set its agenda and its roster of speakers and panelists representing a broad range of experts. They will include progressive retailers thriving in the e-trenches, retail influencers in the media world, and top researchers.

The Summit, which is being held November 7 to 9 at the Hotel Monaco in downtown Chicago, will provide in-depth information, analysis, and advice on how retailers and suppliers can leverage the power of the internet to reach more customers. What makes this event different, too, is that it not only presents a wide view of the e-commerce landscape, but also homes in on important trends—all with a focus on the home improvement industry.

The agenda was shaped by the Summit’s six-person Advisory Council, whose members come from such leading e-commerce sellers as SustainableSupply.com, SupplyHog.com, Organizeit.com, HSN.net, Sears.com and Kmart.com, and Table + Dine. Brian Fricano, CEO of SustainableSupply.com, is also a confirmed speaker.

The Summit’s keynote speaker is Ryan DeChance of The Grommet (recently purchased by Ace Hardware), which identifies and gives exposure on its web platform to innovative products across 16 consumer categories.

Retailers, manufacturers, distributors, and industry professionals who are interested in learning how to increase their home-improvement online presence should attend. For more information and to request an invitation to the Summit, please contact Sonya Ruff Jarvis, the event’s founder.

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Robert Perreault has been appointed vice president of sales and marketing at Colonial Elegance Inc. He will report directly to President and CEO Pierot Drouin. Perrault will be responsible for all sales, marketing, and innovation operations at Colonial Elegance. With 30 years of experience at both national and international levels, he has held sales leadership positions at Cobra Anchor, Belanger UPT, and, most recently, Artika for Living. (514-640-1212; rperreault@colonialelegance.com)

Industry veteran Martin Ross (previously of Tree Island, Taymor, and CanWel) is now pursuing a career as a consultant with the management consulting group Claritee. In this role, he and his associates assist owners of medium-sized businesses, not only with their marketing efforts, but by working with senior managers to help them meet their long-term goals. Ross will gladly engage any company looking for improvement through a call and discuss what he and his team can do to assist them in achieving success. (778-862-3079; mrmartinross@gmail.com)

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CLASSIFIED ADS

REGIONAL BUSINESS DEVELOPMENT DIRECTORS WANTED 

RONA AND ACE CANADA ARE LOOKING FOR REGIONAL BUSINESS DEVELOPMENT DIRECTORS IN WESTERN CANADA, ONTARIO, QUEBEC, AND ATLANTIC MARKETS 

• Help continue to build our strong dealer network and marketshare 

• Create strategies and direction for regional development 

and long-term growth 

• Identify and develop and develop business opportunities including new investors, existing dealer expansion, conversion prospects and acquisitions 

• Strong selling, interpersonal and communication skills required 

• Must be able to build relationships with prospective customers 

• Retail experience and understanding of the dealer market preferred 

FOR MORE INFORMATION, VISIT : rona.ca/career-rona-ace

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April 30, 2018 Volume

xxiv, #17

“I don’t want no other lover. Baby, it’s just you I’m thinking of.”
—Otis Blackwell (African-American songwriter and musician, composer of many hits, including “Don’t be Cruel”, 1931-2002. Check out Elvis’s version here. Crazy, man!)

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BMR unveils La Shop, an urban concept store in downtown Montreal

MONTREAL — Groupe BMR opened the pilot store for its new urban concept, La Shop, in Montreal’s Griffintown neighbourhood last week. The traditionally industrial quarter has been the site of a condo sales boom in recent years, its attractive prices and central location drawing the millennials BMR hopes to court with the new store format. A soft launch was held for media guests the day before the store opened to the public.

“We are determined to be the reference point for urban hardware,” Martin Lecomte, BMR’s VP of retail, told the crowd, noting that, as a millennial himself, he was “feverish” with excitement. “What distinguishes La Shop from traditional hardware stores is its product offerings,” he added.

Indeed, perusing the aisles of this 7,000-square-foot location, it’s clear that the store is meant to be a one-stop shop for the needs of local homes. Paints and tools are complemented by décor products like scented candles and oil diffusers. According to CEO Pascal Houle, traditional hardware categories such as plumbing and electric account for about 75% of inventory, but alongside them are such offerings as stationery and premium pet foods. (Dogs are welcome, on-leash, in the store).

Speaking to reporters, Houle underscored BMR’s pride in the new store, which he said was “100% focused on local consumer needs.” Ghislain Gervais, president of BMR’s parent company, La Coop fédérée, praised the “diverse, original, and local” concept.

Jonathan Lavoie, the store’s youthful manager, looks the spitting image of his archetypal customer, with his bow tie and neatly trimmed goatee. In his remarks, he praised the “incomparable, redoubtable people of Griffintown” and highlighted the store’s ties to Canadian suppliers.

La Shop’s retail offerings, sold at the “best price guaranteed”, are rounded out with personal touches like handyman services and free tool sharing, important for establishing the kind of relationship that younger customers seek from their retail experience. It also promises an omnichannel experience, enabling customers to order products online for next-day delivery, supported by BMR’s recent, extensive investment into its digital sales platform.

The initial pilot test will be fine-tuned through the fall, after customer feedback has been considered. The takeaways from the experience over the next few months will be key to BMR’s decision about any future expansion of La Shop.

(For a full tour of this new-concept store, click here now to see more pics! —Editor)

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Lowe’s opens its 100th Ace store in Canada

BOUCHERVILLE, Que. — Lowe’s Canada, which owns the license to the Ace brand in Canada, has opened its 100th Ace store. Owen Sound Ace Country & Garden located in Owen Sound, Ont., is owned by the Huron Bay Co-operative, which is adding the Ace banner to its FS Co-op location there. This latest addition to the Ace banner’s network is also considered an important milestone for Lowe’s, which has been working aggressively to add locations since taking on Ace when it purchased RONA in 2016.

“We are thrilled to welcome our 100th Ace store and to witness such a great response from dealers toward the Ace banner throughout the country,” said Bill Morrison, divisional vice president for Ace Canada.

Ace fits into Lowe’s Canada’s lineup alongside the RONA banner by appealing to smaller and rural outlets. While they tend to be hardware stores, many of them carry building materials, as well.

To support affiliate dealers with the tools they need to succeed, Lowe’s Canada carried out several initiatives over the past two years. These included the integration of the Ace distribution and business centres into Lowe’s Canada’s existing facilities in February 2017. Lowe’s Canada also launched the Ace Canada transactional website in the fall of 2017 as part of its omnichannel strategy. This new platform provides Ace customers with a “click & collect” service for all dealer locations in the country.

“This truly is an exciting time to be joining the banner,” Morrison added. “Ace Canada is thriving and we expect to keep growing the banner as more dealers continue to join our family and seize this opportunity to be part of something bigger.”

The Owen Sound Ace Country & Garden store will hold a grand opening from June 21 to 23. Ace Canada will also host an online-only nationwide promotion on acecanada.ca.

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Canadian Tire previews fresh picks for backyard living

TORONTO — Canadian Tire offered media and influencers a sneak peek last week of what’s to come this summer for the retailer’s Canvas line. The company partnered with Patchouli Design, a downtown Toronto floral design studio, to deck out the Canvas showroom in midtown Toronto. A week after Toronto was hit by an ice storm, the fresh flowers helped set a spring-like mood in the space.

Canadian Tire’s design manager Tracy Platt was on-site to offer insights into the new offerings. With several new patio sets, this year’s selection featured warmer tones, offset by clean, Scandinavian design elements. One stand-out was the Clarkson teak patio table, which, Platt took care to note, was made from reclaimed wood. Teak is a hard, durable wood, which makes the table weather-resistant, Platt notes.

Another new item in the collection is the Jensen couch. With a mid-century feel, it was featured last year as a special-order item, but has been promoted to Canvas’s core collection. With mix-and-match coffee and side tables and bold textiles, Platt says the styles echo what her team is currently seeing in Europe.

In terms of outdoor accessories, the textiles are made to hold up under the elements, with water- and UV-resistant umbrellas, pillows, and rugs. While they look like they could pass for indoor accessories, they’re designed with outside in mind. As the trend of outdoor living continues to grow, Platt predicts the duality of function and fashion will dominate the market.

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Lee Valley’s founding family earns Lifetime Achievement Award

TORONTO — Robin Lee, CEO of specialty hardware retailer Lee Valley Tools, along with his parents, founders Leonard and Lorraine Lee, have been awarded the Excellence in Retailing Awards 2018 Lifetime Achievement Award.

The award is presented by the Retail Council of Canada. It recognizes a family or an individual in retail who has demonstrated outstanding business success and community service throughout their career, and who has left an indelible mark on the industry through innovation and commitment to customers and employees.

Robin Lee, son of Leonard Lee, was cited for preserving “his family’s focus on unique products, a ‘customer-first’ philosophy and a commitment to integrity, fairness, and respect for all.” In the 15 years since Robin Lee took over as president and CEO, Lee Valley has expanded from selling high-quality woodworking and gardening tools to include products for outdoor, home, kitchen, leatherworking, cabinet hardware, and power tools.

The Lifetime Achievement Award will be presented to Robin Lee at RCC’s Excellence in Retailing Awards Gala on May 29 at the Toronto Congress Centre.

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Lynn Edey is retiring effective May 4. As supply director for Alexandria Moulding, he has been the main contact for independent dealers for the moulding company for the past 40 years. He spent 10 years before that working as a drywall installer before getting recruited by Alexandria in 1978. “I still love it, but I feel it’s time for me to move on,” he says.

EAB Tool Company, the seller of re-usable power tool accessories, has announced the promotion of two territory sales representatives to sales managers. Marc Handy is now the Eastern regional sales manager, overseeing sales related activities in Eastern Canada, consisting of Ontario and the Atlantic provinces. Handy has been with EAB for five-plus years handling Southern Ontario. Matt Tudor is now Western regional sales manager, responsible for British Columbia, Alberta, Saskatchewan, and Manitoba. Tudor joined EAB last year bringing with him many years of experience managing the Southern Alberta territory for one of EAB’s distributors.

KS Solutions Sales & Service has appointed Harriet Rennie as sales support administrator, assisting the agency’s sales team. Rennie joins the company after a brief retirement from Home Hardware Stores, where she gained 25 years of experience in areas such as plumbing, electrical, and heating.

Jessica Cranmer will be joining the Western Retail Lumber Association in May as trade show and events manager. In this role, she will be responsible for the WRLA’s Buying Show in Calgary, as well as other member events. Cranmer has spent 15 years in event management and community relations at non-profits in Manitoba. Her most recent post was with the Victoria General Hospital Foundation.

West Fraser Timber CEO Ted Seraphim will retire at the end of the second quarter in 2019. At the same time, EVP and COO Ray Ferris has been named president and COO, and will serve in that role until he takes over as CEO on Seraphim’s retirement. Ferris joined West Fraser in 1997. He had a series of executive roles before assuming his most recent position in 2016.

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CLASSIFIED ADS

REGIONAL BUSINESS DEVELOPMENT DIRECTORS WANTED 

RONA AND ACE CANADA ARE LOOKING FOR REGIONAL BUSINESS DEVELOPMENT DIRECTORS IN WESTERN CANADA, ONTARIO, QUEBEC, AND ATLANTIC MARKETS 

• Help continue to build our strong dealer network and marketshare 

• Create strategies and direction for regional development 

and long-term growth 

• Identify and develop and develop business opportunities including new investors, existing dealer expansion, conversion prospects and acquisitions 

• Strong selling, interpersonal and communication skills required 

• Must be able to build relationships with prospective customers 

• Retail experience and understanding of the dealer market preferred 

FOR MORE INFORMATION, VISIT : rona.ca/career-rona-ace

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April 23, 2018 Volume

xxiv, #16

“Example is not the main thing influencing others. It is the only thing.”
—Albert Schweitzer (humanitarian, philosopher, musician, and physician, 1875-1965)

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Home Hardware Market draws national attendance despite winter storms

ST.  JACOBS, Ont. — Home Hardware’s annual Spring Market was held last week, under the theme “One Solution”. This year’s keynote speaker was Marnie McBean, a three-time Olympic gold medallist in rowing, advocate for LGBT athletes, and the author of The Power of More: How Small Steps Can Help You Achieve Big Goals.

Winter ice storms ravaged most of Southern and Central Ontario with rain, snow, and ice pellets, causing road closures, forcing flight cancellations, and leaving upwards of 100,000 people without power. Despite the setback, the market managed to attract dealers from across the country to Home Hardware’s head office and distribution centre in St. Jacobs, Ont. And while cold temperatures put a damper on the outdoor exhibits, vendors met with dealers and their teams, who could also take advantage of meetings and seminars on the show floor.

Along with Home Hardware’s latest product offerings, dealers could visit a model store onsite featuring the latest merchandising ideas, and take a tour of Home’s Beauti-Tone paint and chemicals plant in nearby Burford, Ont. There, representatives from the Toronto Blue Jays, of which Home is a major sponsor, assisted at the unveiling of this year’s colour card. Beauti-Tone, which is the official paint of the Blue Jays, launched themed colours with names such as “Power Hitter”, “Slugger”, and “Grand Slam”.

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Traditional home improvement categories lift UFA’s retail operations in 2017

RED DEER, Alta. — United Farmers of Alberta Co-operative Ltd. released its annual report earlier this month, and the company reported positive results, with net income up 2%. Solid performance of the Alberta-based co-op’s combined retail business from its 35 Farm and Ranch stores, plus one traditional building centre in Fort McMurray, helped drive those numbers.

UFA generated a total of $1.5 billion in revenue last year, with $1.2 billion coming from petroleum sales. The co-op’s combined ag retail business totalled $366 million in 2017, up from $348 million in 2016. The overall business was up 5%, with categories like fencing and feed leading the way.

The division’s supply chain team developed a new market strategy in 2017 that focused on key categories, such as calving supplies and fence posts, to improve the availability of seasonal products when co-op members and customers need them. These items were added into store inventories at the start of the season to ensure seasonal items would be available as soon as the weather permitted.

The core ag categories performed well, “But lumber and building materials follow close behind,” says Glenn Bingley, COO retail operations, AgriBusiness for UFA. In fact, those traditional LBM categories saw bigger growth last year than the ag side, up 8%, Bingley says. Of the stores’ overall sales, $145.8 million was generated on the hardlines and LBM side. But, he points out, “Everything is sold out of the stores,” with the commercial side supported by its own external sales force that drives the orders back to the retail outlets.

That growth came despite a slow start to the year, “even though we had extremely challenging conditions and weather last year, including a very delayed spring. But it picked up through the year.” The hardware and building materials business experienced strong same-store sales growth, as the company has been actively investing in its retail operations with refined assortments and new merchandising. New visual merchandising tools and operational initiatives were developed to help both members and customers better navigate the stores. 

“We’re seeing some nice growth there,” Bingley says. “Working with our vendors is paying off,” he adds, and response from customers has been positive, with increased store traffic recorded along with the strong sales growth.

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Castle returns to San Diego for 55th annual general meeting

SAN DIEGO, Calif. — Castle Building Centres Group returned to the historic Hotel del Coronado in San Diego, Calif., to celebrate its 55th annual meeting and bring dealers, vendors, and their families together for some vacation time. The event hosted almost 450 people.

The 2018 AGM kicked off with an opening night party overlooking the Pacific Ocean. The events continued the following morning with business sessions and presentations from James Jones, VP of national marketing, and Castle President Ken Jenkins. The business program was balanced by recreational outings, including an evening at San Diego’s SeaWorld.

The event wrapped on the final day with a presentation by Peter Mansbridge, renowned Canadian journalist and former anchor on the CBC. He delivered a proudly Canadian keynote highlighting some of his most memorable journeys around the world, followed by a souvenir photo opportunity. The day came to a close with a gala dinner.

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Memoir reveals former Quebec economy minister was furious over RONA sale

QUEBEC CITY — Jacques Daoust, Quebec’s former economy minister, opposed the sale of RONA to Lowe’s and was furious when his government approved it without him, according to a document written before his death that was obtained by Quebecor Media and published in the Journal de Montréal.

Daoust held the economy portfolio at the time Lowe’s obtained approval for its acquisition of RONA. He was shuffled to the transport ministry at the beginning of 2016, continuing in that post until he resigned his seat the following summer.

He had been embroiled in controversy over his role as minister in charge of Investissement Quebec. That agency had sold its minority stake in RONA, clearing the way for Quebec’s Caisse de dépôt et placement, RONA’s majority shareholder, to go through with the sale. Support for the sale was not unanimous. The pension fund for Quebec’s largest trade union opposed the sale, but its stake in RONA amounted to just 3.5%.

Daoust’s resignation followed the leaking of emails between his former chief of staff, Pierre Ouellet, and an Investissement Quebec executive, in which Ouellet claimed Daoust was in the loop about the decision.

The opposition latched onto the emails as proof that Daoust had lied about his lack of knowledge about the deal. Even in resigning, however, he stuck to his story. In the newly uncovered document, Daoust accuses Ouellet of conspiring with Premier Philippe Couillard’s office to approve the sale behind his back, and then demanding Daoust’s public support for the decision.

In a radio interview, Sebastien Daoust said that the RONA sale was a sore subject for his father. But he stressed that the excerpts published by the Journal jive with what little the elder Daoust did confide. The premier, for his part, has held to his denial that he or his staff knew of the deal, but opposition politicians remain skeptical. The Leader of the Opposition, the Parti Quebecois’ Jean-François Lisée, denounced the Liberals’ “tome of lies” throughout the affair, accusing Couillard of “economic anti-nationalism.”

François Legault, the Air Transat co-founder who now leads the centre-right Coalition avenir Québec, gave a press conference after the extracts from the written declaration were published, supporting Daoust and his version of the events.

Daoust was 69 when he died last August.

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The North American Retail Hardware Association will honour high-achieving retailers at the upcoming National Hardware Show through its “Top Gun” program. This year’s Top Guns represent the first all-female group in the program’s history, including one Canadian dealer. Amanda Fancy of Gow’s Home Hardware in Bridgewater, N.S., bought her store just seven years ago. In that time, she has managed to grow sales in a stable retail market, using proactive marketing and merchandising strategies. Amanda also garnered the Hardlines Outstanding Retailer Award for Best Hardware Store in 2017.

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CLASSIFIED ADS

REGIONAL BUSINESS DEVELOPMENT DIRECTORS WANTED 

RONA AND ACE CANADA ARE LOOKING FOR REGIONAL BUSINESS DEVELOPMENT DIRECTORS IN WESTERN CANADA, ONTARIO, QUEBEC, AND ATLANTIC MARKETS 

• Help continue to build our strong dealer network and marketshare 

• Create strategies and direction for regional development 

and long-term growth 

• Identify and develop and develop business opportunities including new investors, existing dealer expansion, conversion prospects and acquisitions 

• Strong selling, interpersonal and communication skills required 

• Must be able to build relationships with prospective customers 

• Retail experience and understanding of the dealer market preferred 

FOR MORE INFORMATION, VISIT : rona.ca/career-rona-ace

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Nite Ize, Inc. is looking for a Key Account Manager to fill an opening immediately in Canada, based in the Greater Toronto area.  The qualified candidate will have a background in sales and a BA is preferred, 4+ years of manufacturing sales experience and a proven track record of success.  Please see the complete job description and apply on our website click here.

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April 16, 2018 Volume

xxiv, #15

“Love is a canvas furnished by nature and embroidered by imagination.”
—Voltaire (French writer, essayist, and philosopher, 1694-1778)

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Acquisition of Titan by U.S. gypsum dealer could pave the way for further takeovers

TUCKER, Ga. — A U.S. gypsum supply dealer is buying up this country’s largest GSD network, and it’s not likely to stop there. GMS Inc., a distributor of wallboard and suspended ceilings systems based in Georgia, has announced its intention to acquire 100% of WSB Titan. The deal is worth about US$627 million ($800 million).

Titan, which is headquartered in Vaughan, Ont., just north of Toronto, serves the residential, commercial, and institutional markets with wallboard, insulation, lumber, roofing, steel framing, and other complementary building products. It originally represented a partnership of Watson Building Supplies in Vaughan, Shoemaker Drywall Supplies, based in Alberta, and Le Groupe Beauchesne in Quebec.

Beauchesne itself is not to be part of this deal. It remains a shareholder in Titan, but is not part of the sale to GMS. It will, however, remain part of Titan and that group’s negotiations with vendors going forwards.

Titan grew further in 2015 with its first foray into the retail side, through the acquisition of Slegg Building Materials, a family-run building supply dealer with a dozen stores on Vancouver Island. Not counting the five Groupe Beauchesne locations, it now has 33 outlets across the country, which includes B.C. Ceiling Systems, a ceiling products distribution business with two sites in British Columbia. Titan’s sales in 2017 were $585 million in 2017, not including Beauchesne.

Under the terms of the agreement, GMS will acquire 100% of the equity interests of Titan for approximately $US627 million ($800 million) from Titan’s current management and private equity firm TorQuest Partners. The existing Titan management will roll over $35 million of their current ownership position into GMS stock. GMS head Mike Callahan will continue to serve as president and CEO of the combined company. Titan President Doug Skrepnek will become president of GMS Canada, reporting to Callahan.

Callahan expects the Titan acquisition to expand the company’s footprint into Canada and establish it as a truly North American operator. He also foresees the opportunity for further acquisitions and greenfields expansion north of the border, which he calls a “highly fragmented market”. And he expects to pick up some of the best practices within Titan to share with the rest of the company.

With the Titan takeover, GMS will have 240 locations across 42 U.S. states and five Canadian provinces, representing $3 billion in sales.

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BMR supports Maritime expansion with online initiatives

BOUCHERVILLE, Que. ― Groupe BMR has invested $10 million over the past two years on upgrading its e-commerce capabilities. According to Pascal Houle, CEO of BMR, the retail group is getting ready to launch a next-generation platform in the coming weeks that will be completely transactional.

The move is part of an overall initiative to support growth for the buying group and wholesale distributor outside its home province of Quebec. The company has been especially active in the Maritimes, where it has most recently signed Matériaux Parent, a dealer with two building centres, in Saint-Quentin and Kedgwick, N.B. Effective April 19, they will join the BMR network, bringing the number of BMR stores in New Brunswick to 11.

Pierre Parent, second-generation owner of the family business, decided to make the change after operating under a competing banner for 18 years.

Driving the expansion efforts is Pierre Nolet, a former dealer himself, who has, since June 2017, held the title of vice-president of business development at BMR. “Our entire team is pleased to be able to count on a dealer like Matériaux Parent,” says Nolet.

A third store in New Brunswick is also in the works, this one in Caraquet. Owner Michel Chiasson’s operation will be a BMR Express hardware store, with a grand opening scheduled for May.

Nolet says BMR is paying close attention to combining bricks and mortar with a more expanded online presence. The ability of shoppers to buy online will be a huge step forward for BMR and an important support for its dealers. Those stores, in turn, can serve as pickup points for online purchases.

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Richelieu’s Richard Lord talks about the importance of design, growth

MONTREAL — Over the past 50 years of Richelieu Hardware’s existence, the company has seen growth from new product innovation that has helped elevate the level of sophistication of products as simple as kitchen cabinet knobs and drawer pulls.

The reason for the change? Design has played a big role, says Richelieu President and CEO Richard Lord. The nature of product design has gotten more sophisticated, and consumers’ expectations have risen, through the years. But this is another area, he points out, where Richelieu has an edge. Its designers and product managers are constantly searching for the latest in product innovation and design trends. “We have huge financial resources to buy the best products from here and from around the world.”

The company has been actively making acquisitions and in recent years most of them have been manufacturing facilities that feed into Richelieu’s commercial side. But it still dominates on the retail side, through the Richelieu brand, as well as Onward Hardware and Reliable Fasteners. “We have the most outstanding decorative hardware program in the world,” says Lord.

His ambition was to see those programs sold in every hardware, building supply, and big box store in the country. He’s confident that at least 95% of them now do, driven by Richelieu’s own sales force, rather than outside sales agencies.

Finally, Lord explains why Richelieu remains a distinctly Canadian company. “The share price is strong, currently at about 20 times EBITDA, so it would be hard to acquire,” he notes. “And we never gave the market any indication that we want to sell. Our interest for the time being is not to sell, but to grow.”

(Part one of our interview with Richard Lord appeared in last week’s edition. —Editor)

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Housing update: Toronto cools off as Western markets heat up

TORONTO & KELOWNA, B.C. ― One-quarter of Canadian homebuyers say they feel pinched by changes to Canada’s mortgage lending rules, which includes a “stress test” to ensure that first-time homebuyers could withstand increases to mortgage interest rates. However, projections for the spring market show optimism, with most markets expected to remain stable or improve.

These are just some of the findings of a new survey conducted by Leger on behalf of real estate organization Re/Max.

House prices in the Greater Toronto Area have actually fallen almost 10% from the first two months of 2017, and prices are expected to continue softening throughout the year. At the same time, the average residential sale price in Western Canada continues to increase, apparently less impacted by the stress test rules than in Eastern Canada. Greater Vancouver saw prices increase almost 11% in January and February to $1,051,513, up from $950,184 during the same period in 2017. Victoria has also seen an increase in average residential sale price, which was $831,000 in January and February this year compared to $761,000 during the same period in 2017.

In Alberta, first-time homebuyers looking for affordability in Calgary and Edmonton continue to drive the market, with single millennials and young couples gravitating toward the condominium market, which the Re/Max report says is relatively stable. The average residential sale price increased 1.4% in Calgary to $481,775 in January and February of this year, up from $475,288 in 2017. In Edmonton, by comparison, more housing inventory has resulted in a small increase in activity and more stable year-over-year prices going in to 2018.

Activity in Atlantic Canada experienced increased demand from first-time homebuyers, many of whom are young couples and families. At the same time, the condo market is being driven by retirees who are looking to downsize. Prices continue to rise across most Atlantic markets, especially in Saint John where the average residential sale price in January and February this year was $201,328, compared to $168,956 during the same period in 2017.

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At Jeld-Wen Inc., Brian Glen has been promoted to the role of national account manager – buying groups, reporting to Adrienne Burgess, VP sales – Canada. Brian joined Jeld-Wen in 2016 and has more than a decade of industry sales experience across Canada, including 14 years with Alexandria Mouldings. He brings to the role a knowledge of windows, doors, and mouldings, combined with an understanding of Canadian buying groups and their dealers. (bglen@jeldwen.com)

Also at Jeld-Wen, Candace Kane has been appointed national sales manager for Lowe’s and RONA. She brings more than a decade of sales experience in the home improvement industry, including stints at Stanley Black & Decker, CGC, and National Concrete Accessories, and also reports to Burgess. (ckane@jeldwen.com)

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CLASSIFIED ADS

REGIONAL BUSINESS DEVELOPMENT DIRECTORS WANTED 

RONA AND ACE CANADA ARE LOOKING FOR REGIONAL BUSINESS DEVELOPMENT DIRECTORS IN WESTERN CANADA, ONTARIO, QUEBEC, AND ATLANTIC MARKETS 

• Help continue to build our strong dealer network and marketshare 

• Create strategies and direction for regional development 

and long-term growth 

• Identify and develop and develop business opportunities including new investors, existing dealer expansion, conversion prospects and acquisitions 

• Strong selling, interpersonal and communication skills required 

• Must be able to build relationships with prospective customers 

• Retail experience and understanding of the dealer market preferred 

FOR MORE INFORMATION, VISIT : rona.ca/career-rona-ace

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Nite Ize, Inc. is looking for a Key Account Manager to fill an opening immediately in Canada, based in the Greater Toronto area.  The qualified candidate will have a background in sales and a BA is preferred, 4+ years of manufacturing sales experience and a proven track record of success.  Please see the complete job description and apply on our website click here.

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Key account Manager
Davidson sales and marketing a national sales agency with over 40 years in the LBM / Hardware market is  searching for a seasoned senior representative to call on Quebec and Atlantic hardware dealer head offices such as Patrick Morin, Canac, Kent, Bonhomme, Materiaux Laurentien and independent distributors for major brands.  If you want to join a winning team and have a entrepreneurial spirit we will provide you with the challenges and the tools for you to succeed. 
Please apply at: keyaccount@jobposition.ca

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April 9, 2018 Volume

xxiv, #14

“Darkness cannot drive out darkness; only light can do that. Hate cannot drive out hate; only love can do that.”
—Dr. Martin Luther King, Jr. (American Baptist minister and civil-rights activist, 1929-1968)

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Sexton Group expands in Ontario with two new dealer members, new rep

WINNIPEG — Sexton Group has announced the addition of two Ontario members, reports President Steve Buckle. Tarpin Lumber & Truss, one of Ontario’s largest family-owned building supply companies, is based in Innisfil and has been owned and operated by Dave Pratt and family since 1986. Tarpin’s production team develops custom prefabricated wood roof trusses for its customer base of architects, project engineers, and other professionals.

Tampa Hall Ltd., which manufactures structural wood framing systems, has supplied framing construction technology to home builders since its inception in 1960. The Ayr, Ont.-based company, headed by Jordan Rothwell, holds patents for wall assemblies and prides itself on its developments in wall framing and roof truss technology.

“I am thrilled with these recent developments,” says Buckle. “Dave Pratt and Jordan Rothwell are talented entrepreneurs and their organizations are influential in Ontario. I appreciate their confidence in Sexton Group.”

At the same time, the group has announced that Mike Fraser has taken on the newly created role of commodity wood products manager, Eastern Canada. Fraser has spent 30 years in the industry, most recently as senior panel and lumber buyer for Alpa Forest Products. “The ability to add someone of Mike Fraser’s calibre and acumen to our team is a real coup and will accelerate our progress in Eastern Canada,” Buckle adds.

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With the heart of an entrepreneur, Richelieu CEO stakes growth on innovation

MONTREAL — Richelieu Hardware is celebrating a number of milestones this year. It’s been a quarter of a century since the hardware and fastener company went public. Its president and CEO, Richard Lord, has been with Richelieu for three decades. And the company itself is celebrating its 50th year.

Not bad for a fastener and cabinet hardware maker that was doing $30 million in sales when Lord took the helm in 1988. By the end of this year, Richelieu will be a $1 billion company with 110,000 SKUs, and 80,000 customers.

But more important than the growth, the market dominance, and the national presence of Richelieu is perhaps the fact that it remains a Canadian company. In an era that sees more and more Canadian companies being swallowed up by larger players, most of them from south of the border, Richelieu has set itself apart as the one doing the acquisitions, many of them in the U.S.

Lord talks of these accomplishments with the enthusiasm of an entrepreneur. And in many ways Lord is an entrepreneur at heart. A former EVP with RONA, with experience in manufacturing in Asia, he says, “My dream was to be an entrepreneur.”

When he joined Richelieu, he saw the potential and wanted the company to operate in a way that would maximize that potential and be a leader in hardware production in Canada. “Richelieu was very small and it fit my dream,” he adds.

“I took the responsibility to change the market in Canada.”

Today, Richelieu works hard to be a market leader, and its range of products reflects the company’s adherence to innovation. And much of that is aimed at the commercial market that comprises 85% of its business.

Walking through the company’s showroom at head office in Saint-Laurent, on the northwest side of Montreal, one can see first-hand the range of unique space-saving and convenience-driven products for cabinet manufacture, as well as for home owners looking to create a shelf, closet, or kitchen cupboard that works best for their home.

“Richelieu’s strength is that we have access to anything around the world,” says Lord. That has enabled the company to stay on top of, and lead, product trends. “For example, when we started, we sold plastic cabinet knobs for fifteen cents. Now the world has changed, with knobs that now sell for $10.”

(Part two of our interview with Richard Lord will appear in next week’s blazing edition of Hardlines!)

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Conference Board presents mixed forecast for construction in Canada

OTTAWA — After posting its strongest growth since 2013 last year, Canada’s residential construction industry is forecast to see a small contraction in 2018. Meanwhile, non-residential construction is expecting a modest turnaround this year, according to The Conference Board of Canada’s latest outlooks for the two industries. 

“Spending on new housing and renovations will likely slow this year as Canadians become more cautious under new mortgage rules and interest rate increases. This will put downward pressure on new residential construction,” says Michael Burt, director, industrial economic trends, at The Conference Board. He adds that non-residential construction is expected to bounce back this year, after slowing in 2017.

Here are some highlights of The Conference Board’s outlook:

• Housing starts are forecast to drop by 2.9% in 2018, led in large part by a 4.3% drop in Toronto and a 6.5% drop in Vancouver in 2018.
• Spending on new homes is expected to fall next year.
• Following two years of contractions, Canada’s non-residential construction industry will rebound in 2018. However, weak business investment intentions are limiting industry prospects.
• Pre-tax profits in Canada’s non-residential construction industry are expected to rise by 8.0% to reach $2.3 billion this year.

Following growth of 4.9% last year, GDP growth in Canada’s residential construction industry is forecast to fall by 0.3% in 2018. As homeowners become more cautious under new mortgage rules and rate hikes, real expenditures on new housing are expected to slow from 5.8% in 2017 to 3.4% in 2018 and then drop by 3.0% in 2019. On a national basis, housing starts are forecast to drop by 2.9% in 2018. The decline in starts will be led in large part by a 4.3% drop in Toronto and a 6.5% drop in Vancouver in 2018.

Renovation activity will perform better, but will also see a deceleration to 1.8% growth in 2018 from 4.5% last year.

On a brighter note, Canada’s backlog of unsold new homes is falling. The diminishing supply of new homes on the market will encourage building activity in the long run, propelled further by strong population growth in some regions and strengthening labour markets around the country.

Following two years of contractions, Canada’s non-residential construction industry is forecast to grow by 1.9% in 2018. The value of new non-residential building permits increased by an estimated 15% last year to reach $35 billion, indicating a healthy number of non-residential projects in the pipeline.

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NRHA plans extensive educational program for dealers at National Hardware Show

NORWALK, Conn. — Expect more than products when you head to Las Vegas next month for the National Hardware Show. Information, education, and inspiration will also be available, thanks to the North American Retail Hardware Association (NRHA) All-Industry Conference. This feature of NHS takes place May 8 to 10 at the Las Vegas Convention Centre.

NRHA is a trade association whose guiding vision is to educate, advocate, and associate on behalf of independent hardware and home improvement business owners. (NRHA is represented in Canada by Hardlines.) Through the All-Industry Conference, visitors will benefit from a series of educational seminars and networking opportunities. Each year, these sessions attract manufacturers, wholesaler representatives, and industry professionals alike.

Attendees registered for the National Hardware Show can attend the Conference at no additional cost.

“Though breadth of product, exhibitors from all over the world, and inventors make the Show one of the most efficient trips for industry professionals to make, the added benefits of attending the complimentary NRHA All-Industry Conference really help attendees to maximize their time and move their businesses forward,” says Rich Russo, vice president of the National Hardware Show.
 
Three keynote sessions will help attendees stay informed and inspired:

• Meet the Stars of HGTV’s “Good Bones”. Mother-daughter duo Karen E. Laine and Mina Starsiak Hawk, the show’s stars, will share their story of how they began rehabbing homes in their own community and how their passion led to a successful construction company—and a hit television show.

• Hear From TreeHouse Co-Founder and President Jason Ballard. TreeHouse is the world’s first home upgrade company and Ballard knows what the home of the future looks like. He will share what retailers can do to best meet customers’ growing smart home product needs.

• Discover the Next Big Thing With The Grommet CEO Jules Pieri. Pieri will explain how her company chooses which products to champion and how Ace Hardware’s recent acquisition of a majority stake in The Grommet influences its path forward.

Join NRHA to discover what’s next for the independent home improvement and hardware channel! Retailers who register for the National Hardware Show also gain free entry to the NRHA All-Industry Conference. Register right here.

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The Canadian Hardware and Housewares Manufacturers Association awarded its 2018 Hall of Fame recipients at the association’s AGM and annual convention last week. The vendor recipient was Gerry Byle, former general manager of Kaz Canada and the Canadian division of Honeywell Consumer Products. He is also the former president of Bionaire. Vaughn Crofford, retired president of the CHHMA, was also inducted into the Hall of Fame for his leadership of the association over almost a quarter of a century. This year’s retail inductee was Yves Gagnon, former president and CEO of Groupe BMR.

BMR has named James (Jim) Hall, formerly a sales manager at Goodfellow, as sales manager. In this role, he will be the buying group and wholesaler’s point person to liaise with the English-speaking market in Eastern Canada. The company is actively expanding its dealer recruitment and wholesale distribution of building materials, hardware products, and farming supplies, particularly in the Ontario market.

Al Holton has joined Norske Tools as account manager to help recruit new dealers in Ontario and to grow the Norske and Trade-A-Blade brands. An industry veteran, he brings a wealth of industry experience and knowledge with a career that includes working at Castle, BMR, RONA, and Beaver Lumber. (Al.Holton@norsketools.com)

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CLASSIFIED ADS

Sales Territory Managers | Atlantic Canada, Ontario, Western Canada

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

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

____________________________________________________________________

Key account Manager
Davidson sales and marketing a national sales agency with over 40 years in the LBM / Hardware market is  searching for a seasoned senior representative to call on Quebec and Atlantic hardware dealer head offices such as Patrick Morin, Canac, Kent, Bonhomme, Materiaux Laurentien and independent distributors for major brands.  If you want to join a winning team and have a entrepreneurial spirit we will provide you with the challenges and the tools for you to succeed. 
Please apply at: keyaccount@jobposition.ca

____________________________________________________________________

FCL invites applications for the position of Director, Home and Building Solutions (HABS) in our home office located in Saskatoon, Saskatchewan. 

Under the Direction of the Associate Vice President of Ag and Home, the HABS Director is responsible for all aspects of the HABS Department. This includes developing and communicating to all stakeholders, the long term strategic direction, fostering strong operational results, and partnering with retails to deliver a consistent, differentiated customer experience. The HABS Director is responsible for assembling and mentoring a professional, technically competent and highly engaged team, as well as building and maintaining strong relationships with both Co-op and industry colleagues. 

To see a full position description and to apply directly, please click the following link to be taken to our career page: https://www.fcl.crs/careers/current-opportunities/job/HO-Director-Home-and-Building-Solutions-R1

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April 2, 2018 Volume

xxiv, #13

“When beginning a journey, never take advice from someone who has never left home.”
―Rumi (Persian poet and mystic, 1207-1283)

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ABSDA Building Supply Expo gets lift from move to new venue

HALIFAX — The Atlantic Building Supply Dealers Association (ABSDA) held its 2018 Building Supply Expo March 21 and 22, hosted for the first time at the Halifax Convention Centre.

There was an optimistic feeling at the show due to the new location. The ease of getting back and forth between hotels and the conference centre, with all show-related events right in one location, was important to dealers and vendors alike. And a strong presence from Newfoundland boosted the expo’s overall success.

“The new location was amazing. It was state of the art,” says Denis Melanson, president of the ABSDA. “Just being downtown was great.”

The show benefitted from the addition of private meeting rooms around the show floor’s perimeter. Major exhibitors, who might have typically had multiple booths on the floor in the past, could use these private rooms instead to showcase their products and hold meetings with customers.

“People loved the experience of having one-on-one meetings with vendors and their clients,” Melanson says. “That was a big plus.”

The ABSDA gala dinner, held during the show, included the awarding of the 2018 Industry Achievement Award, given this year to Lynn Edie of Alexandria Moulding (shown here, flanked by the ABSDA’s president, Denis Melanson, and Chris Deveaux, chairman). “He’s a true road warrior,” says Melanson, “and everyone on the judging committee agreed he was most deserving.”

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BMR pursues opportunities for growth beyond Quebec

BOUCHERVILLE, Que. — Groupe BMR, Quebec’s largest privately owned hardware chain, is spreading its wings beyond la belle province, with new dealers in the Maritimes and wholesale distribution activity in Ontario.

The banner’s latest target for growth is New Brunswick, where it is welcoming three dealers. Two―in Kedgwick and Saint-Quentin―have been wooed from other banners, while the third, in Caraquet, began as a tool retailing start-up and is now set to expand.

Overseeing this push is Pierre Nolet, BMR’s senior director of business development. Nolet knows that growth at BMR “comes from independent dealers across Canada”―not least because he was one, having run four stores in Central Quebec. “That’s where I can show my strength, because I’m a dealer myself,” he says.

As the only greenfields dealer in this latest round of recruitments, Caraquet owner Michel Chiasson’s operation will be a BMR Express hardware store, with a grand opening scheduled for May. Located at 447 Saint Pierre Blvd. West, the store will include 5,000 square feet devoted to the BMR hardware business, as well as the offices of his existing tool business, Location d’Outils JED, which is relocating to this address.

BMR Express is one of the differentiated banners developed by BMR last year to identify its various store formats, which include home centres, building centres, and contractor yards. Express is used to represent smaller hardware stores that offer the most popular products with a focus on personalized customer service.

In addition to the three new retailers, BMR’s presence in the Maritimes has been bolstered by its relationship with the Country Store, a chain of 19 stores that have turned to BMR as their wholesaler. The banner is a member of Atlantic Farm Services, which was created by BMR parent La Coop fédérée as a wholly owned subsidiary grouping the assets La Coop acquired from Co-op Atlantic when it acquired Co-op Atlantic’s agricultural assets in 2015.

The Maritime courtship is part of a broader push by BMR to build on its Quebec base and raise its national profile. The company has already gotten into the wholesale distribution game in Ontario, where it serves independent retailers that operate under a variety of banners. BMR has also named James Hall, formerly at Goodfellow, as its point person to liaise with the English-speaking market.

BMR’s handful of existing stores outside Quebec are fully supportive of the company’s growth plans, Nolet says. “We are so ready! We have the dream team that will make the difference.”

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Tony Steier, head of FCL’s hardware and building materials business, to retire

SASKATOON ― Tony Steier, director of home and building solutions with Federated Co-operatives Limited (FCL), is retiring effective April 27, after 40 years of service with the organization. An outgoing and committed advocate and brand ambassador for Co-op, including being the first person from FCL to speak at a Hardlines Conference, he became well known and respected throughout the industry.

Steier was pretty much born into the Co-op life. His father operated the Co-op Service Centre at Maple Creek, Sask., and from the age of five, the younger Steier helped his dad with inventory and odd jobs at the service station. During those early years, he learned first-hand how the Co-op model connects with local communities and member owners in Western Canada.

Steier’s career began in Westlock, Alta., where he worked as the hardware manager for Barrhead Co-op. There he learned the day-to-day operations of the hardware business. A combination of business savvy and humour soon led him to larger responsibilities with a promotion to regional sales co-ordinator, responsible for store operations and merchandising in the Edmonton region.

In 1989, Steier joined the FCL home office team in Saskatoon as a buyer. During his years in that role, he would be responsible for several different product categories. An eagerness to take on new challenges helped him develop a reputation with the vendor community as a skilled negotiator―and someone who was not afraid to challenge the status quo.

In 2003, he was promoted to the procurement manager role. In this position he led the buying team and played an important role in FCL’s support of the Spancan buying group.

Steier accepted the role as director of the home and building solutions department at FCL in 2014. As leader of the hardware and LBM business, he worked to implement long-term planning and strategic growth development, with a shift towards a customer experience focus. He currently sits on the boards for both Spancan and Independent Lumber Dealers Co-operative (ILDC).

According to his colleagues at FCL, Steier has demonstrated throughout his career a strong work ethic and drive for continuous improvement, often challenging his team—and others within the industry—to work harder and try new directions.

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Atlantic Canada’s KM Agency celebrates 50th anniversary

BEDFORD, N.B. ― KM Agency Ltd., a long-time manufacturers’ agency based in Atlantic Canada, is celebrating its 50th anniversary in 2018.

KM Agency was created in 1968 by Ray Keating and Earle McCutcheon. The company has evolved into a second-generation business, currently managed by Peter Merrill, son-in-law of Earle McCutcheon, and Tim Smith, son of retired partner and past president Sid Smith. In addition, the KM sales team consists of Jamie Waldron in Nova Scotia, Jamie Jones in New Brunswick, and Steve Kennedy in Newfoundland and Labrador.

The agency now counts among its clients some of the biggest names in hardware and home improvement retailing, including Home Hardware Stores, Ace, Kent, TIMBER MART, and Castle.

Over the years, the company has evolved beyond the role of a traditional agency with the creation of a division that provides in-store servicing for the stores served by KM. Repeat Merchandising Services Inc. is a wholly owned subsidiary of KM Agency, and has 15 part-time representatives strategically located throughout the Atlantic region. That business turned 20 in 2017.

The occasion of KM’s anniversary was promoted during the recent ABSDA Atlantic Buying Show, where the agency had a presence as an exhibitor.

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Maureen Hizaka, operations director at the Canadian Hardware and Housewares Manufacturers Association, will retire at the end of May. With 30 years on the CHHMA staff, Hizaka is its longest-serving employee. Former President Vaughn Crofford praised her in a statement as simply the best employee he has ever had the pleasure of working with. In making the announcement, Sam Moncada, incoming president of the CHHMA, stated that the association staff, members, and retail customers will miss the cheerful manner in which Maureen treated everyone and for her leadership, dedication, and professionalism. Her service will be acknowledged at the CHHMA Spring Conference on April 3. Well-wishers will have further opportunities to see her off at Maple Leaf Night in Las Vegas on May 8 and the CHHMA Toronto Golf Tournament on May 16.

Robert Niblock plans to retire as chairman, president, and CEO of Lowe’s Cos. after a 25-year career with the company. The board of directors has initiated a search for his successor, and in the meantime Niblock will remain in his current roles.

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CLASSIFIED ADS

Sales Territory Managers | Atlantic Canada, Ontario, Western Canada

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

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

____________________________________________________________________

FCL invites applications for the position of Director, Home and Building Solutions (HABS) in our home office located in Saskatoon, Saskatchewan. 

Under the Direction of the Associate Vice President of Ag and Home, the HABS Director is responsible for all aspects of the HABS Department. This includes developing and communicating to all stakeholders, the long term strategic direction, fostering strong operational results, and partnering with retails to deliver a consistent, differentiated customer experience. The HABS Director is responsible for assembling and mentoring a professional, technically competent and highly engaged team, as well as building and maintaining strong relationships with both Co-op and industry colleagues. 

To see a full position description and to apply directly, please click the following link to be taken to our career page: https://www.fcl.crs/careers/current-opportunities/job/HO-Director-Home-and-Building-Solutions-R1

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March 26, 2018 Volume

xxiv, #12

“Those who dream by night … wake in the day to find that it was vanity: but the dreamers of the day are dangerous men, for they may act on their dreams with open eyes, to make it possible.”
—T.E. Lawrence (“Lawrence of Arabia”, British army officer, adventurer, and author, 1888-1935)

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BMR grows its Agrizone farm store banner, while continuing to support Unimat

BOUCHERVILLE, Que. ― Groupe BMR has been quietly growing its Agrizone farm concept since it was inaugurated in 2010. And even as the group focuses on its BMR banner, it continues to provide support to its farm and hardware dealers, as well.

Agrizone, BMR’s farm banner, is getting more attention than ever before. While it started out primarily as a store-within-a-store concept for existing BMR dealers, it has legs of its own, with 10 stand-alone stores, says Pascal Houle, president of Groupe BMR. But the next to open will be a greenfields operation, slated to open in May in Mont Laurier. “It’s for the producers and for the farmers,” says Houle. “It tends to be former Unimat stores, but the new one opening is a start-up.”

Agrizone has its own website, as well, which just went live last week. BMR plans to make that site transactional by year’s end.

Besides Agrizone, that farm side includes the Unimat stores, the banner BMR inherited from La Coop fédérée when La Coop purchased BMR. And even though Unimat’s numbers have shrunk somewhat in recent years, much of that has been by design, as a number of them switched to the more predominant BMR banner, or, as Houle points out, to Agrizone. Nevertheless, about 60 endure, mainly in smaller rural centres. They continue to get BMR’s support with programs that include flyers and a recently updated website.

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RONA rolls out parcel delivery to accommodate online purchases

BOUCHERVILLE, Que. — RONA is now offering parcel shipments, allowing customers to shop online and have their order delivered almost anywhere in the country in one to two days. This new service complements the in-store pickup and truck delivery services introduced by the banner in 2017.

“With the parcel shipping service, we’ve completed RONA’s online shopping offer,” says Serge Éthier, EVP of RONA’s proximity and pro business. “Over 17,000 products can now be purchased online and shipped by mail. Customers can shop when they want and how they want—in the comfort of their home, at the office, or even from a construction site.”

Pricing varies according to the size of the order. Under $25, the cost is $4.97; up to $50, the cost is $9.97. Pricing increases gradually until the $100 level, after which the charge is $24.97.

The new functionality follows a mobile-responsive web design that was rolled out in December.

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Home Improvement eRetailer Summit promises an actionable agenda

CHICAGO — Reshaping the retail experience in the digital age will be the theme that runs through the 3rd Annual Home Improvement eRetailer Summit this fall.

The event, which will be held in Chicago November 7 to 9, kicks off with Steven Dennis, a leading consultant, author, and Forbes contributor. He will share his retail survival strategies for competing against online titans like Amazon. The agenda digs deep to offer advice and tactics for taking an omnichannel approach to e-commerce and for forging partnerships between influencers and brands to create “authentic” content.

Speakers will also reveal how e-commerce is transforming the supply chain, particularly how technology is impacting and streamlining order fulfillment and product delivery.

“We have curated an exceptional playbook for anyone interested in exploring, entering, or expanding their selling of home improvement products online,” explains Sonya Ruff Jarvis, founder of the Summit. The goal, she says, is to offer the Summit’s attendees better intelligence and insights from those in the e-trenches, and to provide a platform for making connections that can move their businesses forward.

“It’s an event where we can all come together and collaborate, can learn from our mistakes, we can build off our accomplishments … and it’s such a great intimate setting for us to come and do that,” says Philip Brown, CTO and co-founder of SupplyHog.com, one of last year’s attendees.

(Click here to view a quick video showing the high-quality speakers and discourse generated by last year’s amazing event!)

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Dealer-owned True Value Co. makes deal with strategic investor

CHICAGO — U.S. home improvement co-operative The True Value Co. has agreed to sell 70% of the company to private investment firm ACON Investments. The deal would effectively transition the company away from its current co-op model, with the majority of shares owned by ACON.

The move, which is subject to member approval, would turn about $229 million over to True Value’s member dealers, who would in turn retain the remaining 30% ownership of the company. The deal would represent 70% of the dealers’ invested capital, 100% value of their promissory notes, and their 2017 patronage dividends. True Value’s board has unanimously approved and recommended the transaction.

If the members approve the deal, the remaining 30% equity in the co-op held by members would be transitioned into stock holdings in the newly created True Value Co.

ACON owns companies with $5.5 billion in total revenue across a portfolio of some 60 investments.

According to True Value’s president and CEO John Hartmann, ACON’s strategic investment in True Value will provide the co-op’s current member owners with access to money to grow their businesses, while still providing them with the full range of True Value products, programs, and services.

“I am very excited that this deal would release nearly a quarter-billion in money back to our members that is untouchable by them today, without changing any of the fundamental relationships they have with the company,” Hartmann says.

“I have very strong respect for the history of the co-op model, whether it is the True Value flag or any other co-op,” he says, but calls the whole business model “outdated”.

He emphasizes that retailers on True Value’s board of directors are “unanimously recommending” the deal, which must still be approved by the co-op’s retail members. True Value will hold a conference call to inform its members about the specifics of the proposed transaction and will ask them to vote on the concept by April 12. According to Hartmann, after the vote is validated, the deal could be completed by April 18.

Upon completion, True Value’s current members will have no further investment requirements, and new customers would have no investment requirements to do business with the distributor. Hartmann also pledged that the company would continue to offer access to the True Value brand, giving retailers the opportunity to benefit from a national brand without any additional ongoing investment beyond fees to participate in regional and local advertising packages.

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Fréderic Guay has joined Laval, Que.-based Pelican International Inc. as senior vice president of sales and business development. He reports to CEO Pierre Arsenault. Guay was previously executive vice president at RCR International. (514-206-0686; guayf@pelicansport.com)

Groupe BMR has appointed Jean Lagacé to the position of vice president, information technology, commencing today. He will manage all the organization’s IT activities and play a key role in the development and improvement of Groupe BMR’s websites, as well as in the implementation of its new ERP. Lagacé spent nearly 15 years at Ultima Foods, most recently as IT director. He will work with Richard Gatien, BMR’s senior director of IT.

With its acquisition of RCR’s rug business (see Supplier News, this issue—Editor), Lanart has also brought over a couple of RCR alumni. Mike Hachey is now vice president of sales; he was formerly VP business development for Canada and the U.S. at RCR International. (mhachey@lanartrug.com) Stephen Van Kampen has moved over as national director of sales. He had previously served as RCR’s regional sales manager for Ontario and Western Canada at RCR International. (svankampen@lanartrug.com)

The Canadian Hardware & Housewares Manufacturers Association has announced the 34th annual list of inductees to the Industry Hall of Fame. Three industry veterans made the list this year. Gerry Byle, retired GM of Kaz Canada and the Canadian division of Honeywell Consumer Products, was previously president of Bionaire. Vaughn Crofford, recently retired as president of the CHHMA, a role he served in for 23 years. Yves Gagnon is the former president and CEO of Groupe BMR. The three will be inducted at an industry luncheon during the CHHMA’s Spring Conference in April.

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