<SPAN
style=”FONT-WEIGHT: bold; FONT-SIZE: 11pt; FONT-FAMILY: ‘Times New Roman'”>

April 10, 2017 Volume

xxiii, #15

“It’s better to walk alone than with a crowd going in the wrong direction.”
—Diane Grant (Canadian playwright and screenwriter)

______________________________________________________________________

Home Hardware is changing up its marketing big time: here’s how

<SPAN
style=”mso-ansi-language: EN-US”><SPAN
style=”mso-ansi-language: EN-US”>

ST. JACOBS, Ont. — How do you go about freshening up your company’s brand, while staying true to its strong, family-oriented corporate culture that values tradition? That has been the challenge for Rick McNabb since joining Home Hardware Stores Ltd. as vice president of marketing and sales just over a year ago.

One of the first places he started with was a review of the company’s ad agency. Morris Saffer had been working with Home for 40 years—an unprecedented length of time for a business cycle that typically lasts five years at most. The hiring last May of a downtown Toronto shop, john st., began a process of evolving Home Hardware’s marketing strategy in a new direction.

The result: a new slogan and a new strategy that targets a younger demographic, which was introduced at Home Hardware’s dealer market in St. Jacobs last week. The tag line, “Here’s how,” reflects the co-op retailer’s efforts to attract millennial customers using a project-oriented sales message.

“Here’s how” replaces “Home owners helping homeowners,” a folksier message that reflected the role dealers play in their communities. It was one of a series of slogans developed over the years by the team at Saffer, including “We’ve got your wood” and the iconic “Home of the Handyman.”

Saffer remains a force to be reckoned with, however. Just two weeks ago, the group acquired the Ace Canada business. Richard Hill, managing partner for Saffer Retail, has been named marketing director for Ace Canada, based in Ace Canada’s new Mississauga, Ont., offices.

“There was a desire, for sure, to shift downward [in age] in the demographic,” says McNabb, speaking with HARDLINES during the market. He acknowledges the importance of the baby boomer generation that has driven sales for decades, but adds that the new homeowner has a different profile. “It’s really important for our organization to see and target a different demographic.”

The new slogan aims to put the service orientation of Home dealers front and centre, emphasizing their knowledge and expertise that can give customers the confidence to take on and complete projects at home. “The objective was to have a call to action that reflects the knowledge and service Home Hardware can bring to consumers.”

Home’s television advertising had been dominated in recent years by a focus on unique products available exclusively through its stores. By shifting the focus to project selling, says McNabb, the stores will come to be recognized as being the destination for a wider range of products, backed by a service component that enables young homeowners to tackle projects.

back to top

______________________________________________________________________

<SPAN style=”mso-ansi-language: EN-US”><SPAN style=”mso-ansi-language: EN-US”><SPAN style=”mso-ansi-language: EN-US”><SPAN style=”mso-ansi-language: EN-US”><SPAN style=”mso-ansi-language: EN-US”>

______________________________________________________________________

Lowe’s Canada introduces next-gen virtual-reality project planning

<SPAN
style=”mso-ansi-language: EN-US”>

BOUCHERVILLE, Que. — Lowe’s Canada has taken its virtual-reality “Holoroom” to the next level. The Holoroom, designed by Lowe’s own Innovation Labs, is an immersive design and visualization tool that was first tested in Canada. It lets users customize the Holoroom with paint colours and décor features that simulate their own home. Now, the virtual reality experience of the Holoroom’s latest iteration, “How To,” will allow customers to simulate using and installing products in a virtual skills clinic.

The technology is debuting this month in a Lowe’s store in Burlington, Ont., to be followed by a RONA store in Beloeil, Que., in a few weeks. Lowe’s claims it’s the first retailer to apply augmented reality (AR) and virtual reality (VR) technology beyond design assistance, to actually address the evolution of home improvement learning and skills.

The Holoroom How To proof-of-concept made its first appearance at a Lowe’s store in Framingham, Mass., in the Boston area.

“We are excited to be a partner of Lowe’s Innovation Labs and to make the Holoroom How To experience available to our Canadian customers, as it clearly illustrates how innovation can enable us to go one step further in supporting and inspiring our customers in their renovation projects,” said Claire Bara, vice-president, strategy and business insights for Lowe’s Canada.

(Go to HARDLINES TV to take a tour of the Lowe’s Holoroom How To experience for yourself. —Editor)

back to top

_________________________________________________________________

Ace Canada welcomes three new stores in Quebec

WINNIPEG — Ace Canada has added three new dealers to its roster in Quebec, bringing its total to 21 locations in the province. Rejean Bouchard and Germain Mercier have owned the St-David De Farladeau Handyman Centre in Saguenay-Lac-St-Jean for 22 years. They will expand their 2,800-square-foot store later this year to increase their selection of hardware products.

Robichaud Hardware in Caplan just celebrated its 30th anniversary in January. The 3,200-square-foot store specializes in bathroom projects and heating. Store owner Maryse Robichaud is planning a complete store redesign for the fall in order to offer new products, along with a builders’ centre.

Distributions Rioux, located in Saint-Louis-du-Ha! Ha!, will move to its new location this month and celebrate with a grand opening sale. Owner Guy Rioux plans to increase the store’s size and will have a drive-through for building materials, as well as a large lumber yard of nearly 25,000 square feet.

These latest recruits bring the number of stand-alone Ace stores in Canada to 74. Another 92 stores are still co-branded with the TRU banner. Lowe’s Canada’s commitment to the Ace banner was reinforced with the recent signing of Saffer Retail as its ad agency to market and promote the Ace banner in Canada.

back to top

______________________________________________________________________

Who are the top home improvement retailers by province?

SPECIAL REPORT — The biggest players by province for the most part reflect the leaders nationally. However, there are some unique regional differences.

An analysis of the top home improvement retailers in each province by sales indicates that most regions are dominated by the country’s largest player, Home Depot Canada. With sales exceeding $7 billion in this country (all calculations based on 2015 sales), Home Depot Canada is particularly strong in provinces with large urban hubs, namely British Columbia, where it has 26 stores, and in Ontario, where it has 88 outlets.

Conversely, in Quebec, Lowe’s/RONA is by far the largest player there, with more than a quarter of the market from 225 stores. Its biggest competitor is Groupe BMR, which has 17 percent of the market from 303 stores.

In smaller, and especially more rural, provinces, Home Hardware Stores Ltd. is most often the market leader. The exceptions are in Saskatchewan, where Federated Co-operatives Ltd. has the top spot, with 112 hardware and home improvement stores representing 14% of that province’s market.

(This story is excerpted from the latest issue of our sister publication, Hardlines Home Improvement Quarterly, which is in the mail now to more than 11,000 dealer-owners and managers across Canada. For more information, click here!)

back to top

____________________________________________________________________

The North American Retail Hardware Association has recognized eight dealers as Young Retailers of the Year. The program, now in its 21st year, recognizes individual achievements of retailers up to the age of 35 from the U.S. and Canada. The Canadian winner, in the multiple stores category, is Matthew Payzant, general manager of Payzant Home Hardware Building Centre in Lower Sackville, N.S. “These honourees have reached impressive professional milestones, are strong leaders in their communities and are committed to moving the independent home improvement industry forward,” says Bill Lee, NRHA president and CEO. The awards banquet will be held May 8 at the Renaissance Las Vegas Hotel, prior to the opening of the National Hardware Show in Las Vegas. (For more information on the awards program and conference, go to nrhaconference.com.)

____________________________________________________________________

CLASSIFIED ADS

Want originality?

Jarvis Consultants helps clients create original, innovative marketing solutions that deliver high-performing results and are sustainable for the long term. Our consulting services identify and build strategic initiatives that are original, different and forward-thinking. Whether you are looking for marketing, event, branding or social media support contact Sonya Ruff Jarvis, Managing Member. Sonya has 20 years in the b-to-b retail industry across all types of retail formats and categories. Interested? Please contact Sonya@jarvisconsultants.com or for more information please visit us at www.jarvisconsultants.com.

_____________________________________________________________________

April 3, 2017 Volume

xxiii, #14

“No bird soars too high, if he soars on his own wings.”—William Blake (British painter, poet, and printmaker, 1757- 1827)

______________________________________________________________________

Canac eyes Ontario, but Montreal market is next for the giant retailer

QUEBEC CITY — One of Quebec’s largest independent chains is committed to getting even bigger still. Groupe Canac’s president, Jean Laberge, wants to continue expanding his chain by adding new stores. And when he’s finished with Quebec, he sees no reason why he couldn’t start putting stores across the border in Ontario.

Canac has even translated its website and flyers into English in anticipation of a 2019 opening in an Anglophone market, though negotiations for a site continue. But for now, he says, the company’s focus remains on Quebec, at a pace of about two stores a year, something that Canac’s infrastructure can manage and maintain over the next two to three years. Each store costs up to $6 million and employs 90 staff.

With sales reaching $600 million from two dozen stores throughout the province of Quebec, the privately held Quebec City-based company will finish filling in the market in its home town in 2018, with plans for a store in Pont-Rouge, on the west side of the city. He adds that the Pont Rouge location will pretty much fill in the Quebec City market. “It is now well-served by Canac.”

For 2017, the retailer will open in St. Hubert, a neighbourhood in Longueuil, which also puts a store within the greater Montreal market. The other store to open this year will be in Thetford Mines.

back to top

______________________________________________________________________

______________________________________________________________________

Craftsman sale to Stanley could be jeopardized if Sears goes bust

HOFFMAN ESTATES, Ill. — Sears, the iconic department store chain, reported financials for 2016 that have put the company’s future in doubt among investors. In its latest annual report, the company indicates that it is having trouble managing the red ink. It lost $2.2 billion in 2016, and hasn’t turned a profit since 2010. Debt has grown to $4.2 billion, up from $3 billion a year earlier.

Shares in Sears Holdings fell by up to 16% on the admission of “substantial doubt” about its ongoing solvency. But an added wrinkle could be the fate of its venerable Craftsman tool brand, the sale of which had already been announced to Stanley Black & Decker. The company warned that the sale could be “voidable, in whole or in part” should a court in future decide either that Sears was already insolvent at the time of the sale, or that the sale caused or contributed to its insolvency.

The $900 million deal to sell off Craftsman was announced in January and finalized on March 9. It involved a $525 million payment at closing, to be followed by another $250 million at the end of the third year. Annual payments ranging from 2.5% to 3.5% of Craftsman sales will also be made to Sears for the next 15 years.

U.S. bankruptcy laws require judges to scrutinize recent sales in order to determine whether the proceeds should have gone to creditors instead. If the sale is ruled to be a “fraudulent conveyance,” Stanley could be compelled to “turn over value to other entities involved in the transaction and contemplated transactions for the benefit of unpaid creditors,” according to the filing.

Stanley Black & Decker CEO James Loree acknowledged that the deal “has been a challenging transaction from the standpoint of risk management” but affirmed that his company has had “excellent legal support and we think we’re in a very good place.”

back to top

_________________________________________________________________

Seeking a unified national agenda, CRBSC holds forum in Halifax

HALIFAX — The  confederacy of regional LBM associations, the Canadian Retail Building Supply Council, met last week in Halifax with a group of representatives from across the industry. Called the CRBSC Leadership Summit, the event was held during the Building Supply Expo of the Atlantic Building Supply Dealers Association, and hosted by ABSDA President Denis Melanson.

The associations within the CRBSC, the ABSDA in Atlantic Canada, AQMAT in Quebec, the LBMAO in Ontario, WRLA in the West, and the BSIA of British Columbia, are moving ahead with efforts to work more closely together on issues common to dealers across the country. Positioning itself as a national voice for the industry, the organization invited input from other industry leaders at this summit.

According to a letter signed by current CRBSC Chair Richard Darveau, who is also president and CEO of the Quebec association, AQMAT, the discussions sought ways to guide the regional associations “to align their service delivery models to better serve our dealers, suppliers, and manufacturers across Canada.”

Darveau, in his comments to the group, noted that the five associations have had a long and amicable relationship through the years. But aside from sharing information and some best practices, they never worked together in a cohesive manner—until now.

Darveau and his colleagues from the other associations met personally last winter with leaders from many of the industry’s top retail groups, including Home Hardware, Lowe’s Canada, Groupe BMR, and Castle Building Centres. “It was obvious that each and all of these buying groups’ CEOs were fed up with not having a pan-Canadian organization to defend their collective interests, and those of their affiliated stores and other stakeholders,” Darveau said.

These retail groups are committing resources and money to support initiatives of a unified CRBSC, he said, in favour of a permanent tax credit for renovation, along with a press relations and political representations. He admitted that progress has been slow. “The reality is that, while we probably work more intelligently in groups than alone, we walk a lot less quickly!”

However, he added, a number of concrete steps have been taken already, including securing a registered trademark in both languages, and a legal existence in accordance with the federal Not-for-profit Corporations Act, with headquarters in Ottawa.

back to top

______________________________________________________________________

National Hardware Show boosts offerings for independent dealers

NORWALK, Conn. — The giant National Hardware Show, which will be held May 9 to 11 at the Las Vegas Convention Centre, is working hard to create reasons for independent home improvement retailers to attend, by offering them more to see, do, and learn about.

“There are a large number of independent retailers within the home improvement industry,” says Rich Russo, vice president of the National Hardware Show. “At the show, we offer networking events, complimentary education sessions, new products, buying opportunities, and more for these independent retailers to take advantage of during just one trip.”

While the presence of independents at this show continues to grow each year, independents from Canada are just starting to catch on. Home Hardware Stores has hosted a junket of about a dozen of its members in recent years, and larger chains, including Peavey, UFA, and members of Independent Lumber Dealers Co-operative, have also been regulars at the event.

Besides aisles filled with exhibiting vendors, the show features an All-Industry Conference, with a full schedule of seminars that will be presented by the North American Retail Hardware Association at the NRHA Village stage.

The NRHA Village has been designed as the go-to area of the National Hardware Show to connect with other independent retailers. NRHA is an association dedicated to helping independent retailers become better and more profitable retailers, and at the Show, NRHA will host a variety of complimentary sessions and awards programs on its Village Stage. The Village Stage will be located in the lobby of the convention centre, next to the Central Hall.

Independent retailers should also stop by the Village for the NRHA Independent Retailer Reception on May 9. This reception will provide an opportunity for independents to network with each other and talk more about the successes and challenges they face with their businesses.

New for this year, exhibitors that sell to independent retailers can mark themselves as such and will be provided as recommendations to the independents looking for specific products.

(Click here to register now for the National Hardware Show.)

back to top

____________________________________________________________________

Doug Bitter has joined Taiga Building Products as a sales representative, managing the building materials wholesaler’s moulding division in Ontario. Previous to this, he spent more than a decade at RONA, most recently as a negotiator for millwork.

____________________________________________________________________

CLASSIFIED ADS

March 27, 2017 Volume

xxiii, #13

“The only courage that matters is the kind that gets you from one moment to the next.” —Mignon McLaughlin (American journalist and author, 1913-1983)

______________________________________________________________________

ABSDA hosts buying show in Halifax for the first time

HALIFAX — After 35 years in Moncton, the Atlantic Building Supply Dealers Association (ABSDA), hosted its annual Building Supply Expo in Halifax last week. The move, which was announced at last year’s event, was described by some as a “long overdue change.”

The events, which took place at the Halifax Exhibition Centre from March 21 to 23, got off to a busy start with a meet-and-greet on the first night at historic Halifax landmark Pier 21. Around 500 people showed up for drinks, networking, and entertainment provided by East Coast acoustic rock band Signal Hill.

The show itself got off to a slow start the next morning, but most vendors felt that the first part of the morning was on par with, or even better than, the same period during last year’s show in Moncton. By noon, more dealers had begun to filter in and by the end of day one many vendors were positive about how business had gone that day. One supplier noted that, because it’s one of the last shows of the season, every year ABSDA faces the challenge of dealers who are “showed out.”

The new location, however, was well-received by all the attendees. Besides making travel easier for Newfoundland dealers, the Exhibition Centre offered a smaller, less spread-out option, meaning dealers had to cover less ground to visit all the booths on the show floor. And, of course, the options for after-hours socializing and eating out made Halifax an even more attractive host city.

The first day was capped off by the association’s annual dinner, which attracted more than 700 attendees. ABSDA President Denis Melanson took the opportunity to thank everyone for their continued support of the association and the event, which he touted as “the only show where we have all the buying groups” present.

He also used the time to announce the association’s new online platform, which will launch this fall. Called the ABSDA Marketplace, it will allow users to search dealers and suppliers by province, city, buying group, or alphabetically, and connect with them online. Referring to it as “our own ABSDA Kijiji,” Melanson said the association will run focus groups across the Atlantic region with demonstrations and discussions to make sure it meets all the members’ needs.

back to top

______________________________________________________________________

______________________________________________________________________

Home Improvement Summit: e-commerce “boot camp” for retailers and vendors

TRUMBULL, Conn. — Getting face to face with top retail buyers is job one for vendors. Hardware, housewares and home improvement suppliers will be able to do just that at the Second Annual Home Improvement eRetailer Summit.

The Summit, being held September 13 to 15, 2017, at the Rosen Shingle Creek in Orlando, FL, will provide a dynamic forum for suppliers and retailers to learn from North America’s leading eRetail buyers and executives. The purpose is simple: to help the hardware and tools, home decor, paint, housewares, lawn and garden, outdoor living, and flooring sectors develop winning e-commerce strategies.

The conference portion of the Summit has been greatly enhanced this year, creating an “e-commerce boot camp” for retailers and vendors to learn best practices from leading online retailers. The presenters for this year’s Summit are already being confirmed, and include: Alyssa Steele, Divisional Merchandise Manager-Home and Garden for eBay; Steve Greenspon, CEO of Honey-Can-Do International; Al Meyers, of the world-renowned retail consultancy Kalypso; Paula DaSilva, SVP of Sales for Asia Pacific and the Americas at CitiXsys; and Elizabeth Ragone, SVP, Direct to Consumer for Lenox.

“This year’s Home Improvement eRetailer Summit will be an incredible meeting place for vendors and eRetailers, and a real “boot camp” for anyone trying to understand how to increase their e-commerce sales,” said Sonya Ruff Jarvis, Managing Member, Jarvis Consultants and the event’s founder. “The whole purpose of the Summit is to connect retailers and vendors with great, executable strategies.”

Retailers looking to understand the e-commerce space and vendors who wish to make real connections with leading eRetail decision makers will find this ground-breaking forum a way to meet, share ideas, and develop concrete strategies for growing online sales. To make attendance this year more accessible than ever, Early Bird Pricing until May 31 lets delegates save $100 on their registration, while participating vendors can save $1,500. (For more information go to www.eretailersummit.com or contact Beverly Allen.)

back to top

_________________________________________________________________

BMR holds last on-site spring show, will go virtual next year

BOUCHERVILLE, Que. — Groupe BMR held its Great Celebration and Trade Show last week. The celebration, a “happy hour” event in the backyard of the BMR head office in Boucherville, brought together dealer-members for local food and drink, music, and activities.

The trade show part of the event was held at the nearby Mortagne Hotel. In total, 280 dealers visited the show where 80 vendors came to present their Christmas and winter product for the 2017 season. The show was BMR’s last physical spring trade show. In order to make fewer travel demands on dealers, the show will go entirely virtual from next year.

The company says that new technologies will enable it to create an exciting purchasing event for dealers to participate in from their own stores. BMR will continue to hold its annual November trade show in Québec City, where dealers can get to see and touch new products and maintain business relationships with vendors.  

back to top

______________________________________________________________________

Lowe’s recruits the retail magic that touched Home Hardware

BOUCHERVILLE, Que. — Richard Hill, managing partner for Saffer Retail, has been named marketing director for Ace Canada and will lead the marketing team based in Ace Canada’s new Mississauga, Ont. offices.

Hill, and Saffer Retail chairman Morris Saffer, are experts in retail marketing and bring a proven understanding of the Canadian home improvement industry. Hill was part of that team for two decades and led the advertising and marketing campaigns of such well-known Canadian brands as Home Hardware. In fact, it was Saffer who helped drive Home Hardware’s brand recognition with the famous slogan, “Home of the Handyman.”

After shepherding the Home Hardware brand for 40 years, Saffer lost the Home Hardware account last year when, under Home’s VP Sales and Marketing Rick McNabb, the retailer put the contract up for review. After a lengthy review process that went from 60 submissions to a short list of six agencies, Home finally signed John St. as its new agency of record.

Apparently undaunted, Saffer has managed to stay in the game with the acquisition of the Ace Canada business. “Our goal is to provide attractive product pricing, grow the product offering, and develop strong marketing programs to support dealer sales growth and profitability,” said Alain Brisebois, EVP of central services at Lowe’s Canada. “We look forward to working with Richard and the Saffer team in growing the Ace dealer market in Canada.’’

back to top

____________________________________________________________________

At the ABSDA annual dinner last week, the association honoured industry veteran Dave Dingwell. Dingwell, who has been in the industry for 50 years and is now TIMBER MART’s regional director of member services for Atlantic Canada, was the association’s first-ever recipient of the ABSDA industry achievement award. He spent 20 years at Cochrane-Dunlop, 20 years at D.H. Howden and Sodisco-Howden, and has been at TIMBER MART for 10 years. In presenting him the award, TIMBER MART President Bernie Owens noted that over his career, Dingwell has been both a competitor and a supplier to him, and now, Owens says, he is lucky to include Dingwell as a member of his team. Dingwell was appreciative of the honour, and joked that he would treasure it “almost as much as my Bobby Orr plaque.”

Jacques Gatien, founder of Atlantic Promotions, and Kent Building Supplies’ Stew Valcour are this year’s honourees to the Canadian Hardware and Housewares Manufacturers Association’s Industry Hall of Fame. They will be inducted at this year’s Spring Conference and AGM, to be held at the International Centre near Toronto Airport. Keynote presentations will address the global financial picture, the evolution of retail trends, and the relationship of digital technology to business. (Click here for details and registration).

Chris Morton has joined Ace Canada as regional business development manager, based in Toronto. He reports to Josée Desrosiers, Ace Canada’s national director of business development.

____________________________________________________________________

CLASSIFIED ADS

FCL invites applications for the position of Saskatoon Co-op Home and Building Solutions (HABS) Division Manager located in Saskatoon, Saskatchewan.

The Saskatoon Co-op HABS Division Manager provides leadership, direction and support for the Saskatoon Co-op Home Centre team. This position will establish the vision, develop long term strategies, and foster a culture that is focused on exceeding customer expectations and delivering outstanding results to the organization.

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/HABS-Division-Manager-R1

_____________________________________________________________________

<SPAN
style=”FONT-WEIGHT: bold; FONT-SIZE: 11pt; FONT-FAMILY: ‘Times New Roman'”>

March 20, 2017 Volume

xxiii, #12

“There’s a great power in words, if you don’t hitch too many of them together.”
—Josh Billings (born Henry Wheeler Shaw, American humourist and lecturer, 1818-1885)

______________________________________________________________________

Addition of Home Hardware VP completes lineup for Hardlines Conference

<SPAN
style=”mso-ansi-language: EN-US”><SPAN
style=”mso-ansi-language: EN-US”>

WORLD HEADQUARTERS, Toronto —Rick McNabb, vice president of Home Hardware Stores Ltd., is the latest industry leader to join the roster of illustrious speakers at this year’s Hardline Conference.

Now in its 22nd year, the conference will be held November 14 to 15 in Niagara Falls, Ont. Featuring a theme of “Bricks and Clicks,” it will focus on delivering insights on how independents and large retailers alike can survive and prosper amidst the rise of online selling. The addition of McNabb completes the lineup for this year’s event.

And he’s in good company. Sylvain Prud’homme, president and CEO of Lowe’s Canada, will be the closing keynote at the conference. Prud’homme piloted Lowe’s through its takeover of RONA and is currently working with his teams to build Lowe’s retail presence in multiple formats across the country.

The conference will also feature some of the country’s most powerful regional retailers. Daniel Lampron is CEO of the giant Quebec home improvement chain Patrick Morin. With sales in excess of a quarter of a million dollars annually, it’s one of Canada’s Top 20 retailers.

In addition, we are pleased to announce that Doug Anderson, president of Peavey Industries, will join the conference as a keynote speaker. Anderson’s company made news last year for its investment in London, Ont.-based TSC Stores, giving it almost 90 stores stretching from British Columbia to Ontario.

On the “clicks” side of home improvement retail, this year’s conference will feature David Goldsholle, founder of HardwareandTools.com. This multi-million-dollar online hardware store has more than 150,000 brand-name products. Goldsholle has vast experience and tremendous insights when it comes to selling tools and hardware online. Robert Howard of retail consultancy Kurt Salmon will provide an important overview of the latest trends in the battle between online and bricks-and-mortar retail.

To better understand how independent retailers are dealing with the rise of online selling, Dan Tratensek, vice president of publishing at the North American Retail Hardware Association, will share the latest research from his association. Peter Norman, vice president and chief economist at Altus Group, will talk about housing and renovation trends.

To round out our array of experts, John Herbert, general secretary of EDRA, the European DIY Retail Association, returns to the Hardlines stage in 2017. Herbert will offer an analysis of the leading home improvement retailers globally that are pointing the way for the future of this industry.

The 22nd annual Hardlines Conference will be held again in Niagara Falls, Ont., from November 14 to 15. (For more information on speakers and conference registration, please click here.)

back to top

______________________________________________________________________

<SPAN style=”mso-ansi-language: EN-US”><SPAN style=”mso-ansi-language: EN-US”><SPAN style=”mso-ansi-language: EN-US”><SPAN style=”mso-ansi-language: EN-US”><SPAN style=”mso-ansi-language: EN-US”>

______________________________________________________________________

With an eye to building profits for dealers, CanSave readies for 26th Expo

<SPAN
style=”mso-ansi-language: EN-US”>

BARRIE, Ont. ― Specialty building materials wholesaler and door and cabinet maker CanSave will host its 26th annual buying Expo on May 11.

The show will be held right in CanSave’s distribution facility in Barrie, Ont., with a focus on delivering services and show specials to help its dealer customers be more profitable. Along with new products and programs, multiple demos and seminars have been scheduled.

“We welcome our customers to come and explore the latest profit-generating solutions for their business,” says CanSave President Dan McArthur.

CanSave started out as a traditional-style distributor, focused on specialty building materials. Eight years ago, it introduced a cabinet division and added a pre-hung door division. McArthur says this year’s show will feature some new innovations, such as a new painted cabinet door system, called its “Harmony Collection,” and new door profiles from Jeld-Wen, plus a maintenance-free black exterior door.

McArthur says about 350 stores from across Ontario attended the 2016 show and he expects strong numbers again this year. “This show is all about helping dealers find ways to increase their sales. We’ve got lots of innovative ways for dealers to be more profitable. That’s the gist of the show.”

(Click here for more information.)

back to top

_________________________________________________________________

Home Hardware, Turkstra ranked among “Canada’s Best Managed Companies”

ST. JACOBS & HAMILTON, Ont. — A national co-op network and a privately-owned regional Ontario chain have both been singled out as two of “Canada’s Best Managed Companies.”

The awards recognize excellence in private Canadian-owned companies with a focus on strategy, execution, and workplace culture. They were established in 1993 by Deloitte, CIBC, National Post, and Queen’s School of Business.

Home Hardware Stores has won for the fifth year in a row. “We are honoured to be recognized as one of Canada’s Best Managed Companies,” says CEO Terry Davis, “and are committed to reaching new heights as a company as we support our Canadian dealers.”

Home Hardware is not alone in this industry for drawing acclaim. Turkstra Lumber has been named one of Canada’s Best Managed Companies for its cost cutting and improvements to customer service. Family owned for six decades, the Hamilton, Ont.-based company has a dozen locations throughout Southwestern Ontario. It is a member of Independent Lumber Dealers Co-operative.

CEO Peter Turkstra, the founder’s grandson, left his position at IBM in 1996 to take the reins from his father, Carl. In 2011, the company brought in Don Humphrey and named him president a year later. Under Humphrey’s leadership, Turkstra followed Six Sigma techniques for staff to reduce costs and transaction times.

“We enjoy and covet the reputation of being a business with employees who are passionate and work with the highest level of integrity,” said Peter Turkstra. The company will celebrate its 65th anniversary in 2018.

Both companies will be presented with their award at the Canada’s Best Managed Companies Gala in Toronto on April 19.

back to top

______________________________________________________________________

BuildDirect launches open platform for home delivery of heavyweight goods

VANCOUVER — BuildDirect, the online seller of building and renovation products, has opened its global supply chain to handle heavyweight goods. Using a platform it calls Gateway, BuildDirect gives any third party the ability to access its advanced network of warehousing services, ground, and ocean logistics for any part of the shipping journey, from point of manufacture through last-mile delivery.

The platform has been designed to deliver heavyweight products, which can cause significant issues for traditional shipping providers, says BuildDirect. Even as parcel delivery providers such as FedEx or UPS continue to push the fulfillment frontier for shipments less than 70 pounds, delivery of heavyweight products has struggled to keep pace.

The BuildDirect platform has been under development for several years and currently moves more than 8.2 million pounds of products each month, traveling a total of almost six million miles in the process.

“The system for shipping heavyweight products has always been complex and overly fragmented, which is why it has taken BuildDirect more than 15 years to completely reinvent it,” said BuildDirect co-Founder, President, and CEO Jeff Booth. “Our global supply chain platform and its scope of services have been rigorously refined by managing imports and exports across 35-plus countries.”

To make the BuildDirect Gateway possible, the company forged a number of strategic partnerships, including five ocean service providers servicing six continents globally. More than 40 warehouse locations in North America are available for partners to access the Gateway, while home delivery is available through an extensive network of drivers who deliver orders averaging 1,500 pounds.

back to top

____________________________________________________________________

Frank Profiti has joined DAP Canada as general manager. His background includes experience in both professional and DIY channels. He held leadership roles at Black & Decker, Elkay Manufacturing, and Grohe.  Most recently, he was GM of Viqua, a Danaher Division. Also at DAP: William (Bill) DeBattista as national account manager.

The European DIY Retail Association, which is celebrating its 15th anniversary this year, has named OBI head Sergio Giroldi as its president. His predecessor, Régis Degelcke, is leaving to join France’s Groupe Auchan. From its original European mandate, the EDRA has expanded to a global presence since establishing the Global Home Improvement Network.

____________________________________________________________________

CLASSIFIED ADS

FCL invites applications for the position of Saskatoon Co-op Home and Building Solutions (HABS) Division Manager located in Saskatoon, Saskatchewan.

The Saskatoon Co-op HABS Division Manager provides leadership, direction and support for the Saskatoon Co-op Home Centre team. This position will establish the vision, develop long term strategies, and foster a culture that is focused on exceeding customer expectations and delivering outstanding results to the organization.

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/HABS-Division-Manager-R1

_____________________________________________________________________

Want originality?

Jarvis Consultants helps clients create original, innovative marketing solutions that deliver high-performing results and are sustainable for the long term. Our consulting services identify and build strategic initiatives that are original, different and forward-thinking. Whether you are looking for marketing, event, branding or social media support contact Sonya Ruff Jarvis, Managing Member. Sonya has 20 years in the b-to-b retail industry across all types of retail formats and categories. Interested? Please contact Sonya@jarvisconsultants.com or for more information please visit us at www.jarvisconsultants.com.

_____________________________________________________________________

March 13, 2017 Volume

xxiii, #11

If the path be beautiful, let us not ask where it leads.”
—Anatole France (French poet and novelist, 1844-1924)

______________________________________________________________________

New products and services awaited Canadians at latest Orgill show

NEW ORLEANS, La. — At the recent Orgill dealer market in New Orleans, a number of new offerings, including a tool rental program, were either directed specifically at Canadian dealers or are now available to them.

The show always features model stores right on the show floor. There’s even one that’s tailored for the needs of the Canadian dealers who trek down to the show. This year, “Maple Ridge Home Centre” had a full inventory of Canadian-compliant products, as it has for the past few years, reflecting the Memphis-based wholesaler’s initiatives to develop a full inventory that would be available to Canadian customers and satisfy all laws concerning labelling and specs.

The store, which was 30% larger than previous iterations, benefitted from more space for three expanded departments: paint (which featured Valspar prominently), lawn and garden, and housewares. Also available: a rental department, enabling dealers to provide products that include lawn and garden tools such as tillers and power rakes, as well as power tools like heavy duty chop saws and grinders.

Brand new for dealers was POP on demand, a bin-tagging program that lets dealers use shelf signage that features the actual product picture for easy identification (and re-stocking) and even includes the store’s name.

back to top

______________________________________________________________________

______________________________________________________________________

Home Depot listens to its customers to tweak the pro desk

TORONTO ― A new look for Home Depot’s contractor counter has actually done away with the counter altogether. Instead, the area for serving and checking out the retailer’s pro customers has been deconstructed into a series of smaller counters where each contractor can be served separately by a store associate.

It’s part of a “pro-centric” initiative launched late last year to serve contractors better, says Jamal Hamad, director of pro and tool rental for Home Depot Canada. The store where the innovations are being tested is the Home Depot on Caledonia in mid-town Toronto.

Other enhancements at the store include a closer review of the brands that appeal to pros and increasing the availability of job-lot quantities. In addition, the store has designated pro parking and special carts for pros. The checkouts, he says, offer “fast-lane” service for contractors.

As a result of these tweaks, the whole store has a more pro-oriented feel. “There’s a different vibe within that store as it relates to the pro,” Hamad adds.

“The pro customer has really evolved. A new generation of pro customers is coming up that are more digitally savvy. They’re really looking at their business differently.” The secret to staying close to those changes, Hamad says, is paying attention to their needs. “We’re listening,” he says very simply. “We’re 100 percent listening to the pros.”

back to top

_________________________________________________________________

TIMBER MART’s Bernie Owens: buying groups will remain relevant

TORONTO ― Bernie Owens believes the buying group model is a good one that will continue to serve independents. The president of TIMBER MART notes that the groups in Canada, unlike their U.S. counterparts, “are not channel specific.” Groups here can have members that range from pro dealers and gypsum supply dealers (GSDs) to home centres and hardware stores.

“With us, it’s got its pros and cons—but more pros―that we have different segments, so if one slows down the others keep going.” He points out, for example, that alongside the traditional dealers in his group’s ranks, TIMBER MART represents the largest volume by GSDs in Canada.

But he’s very selective about which commercial dealers can join. And that directive goes for any member, for that matter. There’s no cap in size, he says, but “if it’s a well-run business and we have a fit in our group, we can sign them.”

He points to a larger affiliation, as well. TIMBER MART’s membership in yet another buying group, Spancan, gives his members access to a strong source of hardware supply. And in return he says his group can provide loyalty to drive volumes. “When a vendor wins it, he gets the business,” Owens says.

The relationship with Spancan keeps growing, he says. With that group, his members can negotiate vendor-direct programs. For fill-in and less-than-vendor-direct orders, he praises the role that hardware wholesaler Orgill provides.

back to top

______________________________________________________________________

Lancaster expanding in Canada following Dynamic acquisition

CALGARY — Paint sundries distributor Lancaster Canada may have had a modest presence at the latest Buying Show of the Western Retail Lumber Association, but the 10-foot booth belied the clout of this company, which in the U.S. has a trade show of its own for its customers across North America.

Here, however, the company is gaining momentum following the acquisition by Lancaster’s parent company, The Merit Distribution Group, of Dynamic Paint Products, a 40-year-old family-owned distributor and manufacturer of paint sundries based in Toronto. The deal closed last summer when owner James Mumby agreed to sell the business.

The Dynamic business has given Lancaster a solid foothold in this country, with 3,400 Dynamic SKUs and production of its own. “Now we are national distributor of national-brand products that owns a manufacturing plant,” says Mark Mossman, national sales manager for Lancaster Canada (shown here on the left with Kelly McConnell, a Lancaster rep). Besides making products such as paint roller sleeves, Lancaster brings in product from China. The importance, he says, is to have a full range of products related to painting and finishing. “Our focus is on the big picture.”

Meanwhile, the company, through a team of 14 reps nationwide, is working to get its SKU count in Canada up to 8,000. The longer-term goal is to give Canadian customers access to the full range of 17,000 SKUs that Lancaster carries in its U.S. distribution centres, but these have to become Canadian compliant, including bilingual packaging, Mossman notes.

Lancaster has six warehouses in North America, and they now all carry the Dynamic line, which has become a house brand for Lancaster.

back to top

____________________________________________________________________

CLASSIFIED ADS

FCL invites applications for the position of Saskatoon Co-op Home and Building Solutions (HABS) Division Manager located in Saskatoon, Saskatchewan.

The Saskatoon Co-op HABS Division Manager provides leadership, direction and support for the Saskatoon Co-op Home Centre team. This position will establish the vision, develop long term strategies, and foster a culture that is focused on exceeding customer expectations and delivering outstanding results to the organization.

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/HABS-Division-Manager-R1

_____________________________________________________________________

March 6, 2017 Volume

xxiii, #10

Words empty as the wind are better left unsaid.”—Homer (Poet of Ancient Greece, circa 8th century BCE)

______________________________________________________________________
______________________________________________________________________

______________________________________________________________________

Meet the Buyers Breakfast: Featuring the Senior Lowe’s Team

WORLD HEADQUARTERS, Toronto — Here at the Hardlines World Headquarters, we are proud to be able to bring this industry together in a number of ways, online, in print, and in person. We are particularly proud to be able to co-ordinate our next Meet the Buyers Breakfast event, which will host the senior buying executives from Lowe’s Canada.

The Meet the Buyers Breakfast will be on April 26, 7:30 to 10 a.m., at a Toronto-area hotel location close to Pearson International Airport. (We’ll confirm the location very soon!)

These top buying influences for Lowe’s, RONA, and Réno-Dépôt stores will be presenting:

• Alan Blundell, Divisional Vice President, Merchandising, Lowe’s;
• Marc Gingras, Divisional Vice President, RONA Proximity Stores;
• Christian Dauphinais, Divisional Vice President, Merchandising for Réno-Dépôt;
• Igor Halencak, Vice President National Procurement, Central Merchandising, and Global Sourcing, Lowe’s Canada.

Lowe’s is the fastest growing home improvement retailer in Canada. If you are a vendor, find out how you can be part of that growth. At this seminar:

• you’ll learn what it takes to sell to Lowe’s Canada;
• if you’re already selling to Lowe’s and/or RONA, you’ll discover new ways to enhance your existing relationships;
• you’ll find out what changes are occurring at head office as the Lowe’s and RONA businesses are combined and how your company can grow your business there;
• and you’ll have the chance to network with these individuals directly.

This is a must-attend for any new vendor hoping to connect with Lowe’s Canada—and for existing vendors who wish to understand the changes occurring with one of the Canadian marketplace’s largest home improvement retailers.

(Cost for this once-in-a-lifetime vendor-only event is just $129. Click here to reserve your spot now!)

back to top

______________________________________________________________________

______________________________________________________________________

TIMBER MART’s Bernie Owens: independents will weather changes ahead

MISSISSAUGA, Ont. — The 50th anniversary of TIMBER MART finds President Bernie Owens enthusiastic, but also reflective. For him, the milestone offers a chance to look back at the evolution of this industry and question what lies ahead. “Talking about the next 50 years, the pace of change and consolidation in the industry, especially in recent years, I look at it and say, ‘How are we going to differentiate ourselves going forward?’ ”

In conversation with HARDLINES at the group’s recent trade show in Toronto, he touched on a lot of themes, but with a big-picture perspective. For example, the recent overtures by competitors to increase off-the-top rebates on invoices had him worried about the entire eco-system of the Canadian supply chain. For him, all sides have to succeed, for the sake of a strong Canadian-based industry—including vendors. His group works from that principle: “We have that intimacy with the vendor community, but we have to make sure we’re buying right for our members,” he adds.

Owens talks about the independents competing alongside the big chains and offers some sobering thoughts about the next wave of consolidation that this country could face. Besides Lowe’s and Home Depot, there are numerous smaller, regional chains in the U.S. that are still huge by Canadian terms. He points out the acquisition last summer of the Construction Products division of Superior Plus (which includes Allroc and Winroc), which was bought by Foundation Building Materials in California.

“That company didn’t exist two years ago,” he says. “It’s all private-equity money.” Could this become a larger trend that could impact more Canadian companies? “We have to be eyes-open that it’s an evolving industry.”

Nevertheless, Owens sees the independent model as both sustainable and healthy, one that the buying groups are an important part of. The volume purchases that TIMBER MART can achieve for members, both big and small, he notes, provide plateaus that give them all a competitive advantage against the large chains.

back to top

_________________________________________________________________

Feds give Fort McMurray a boost with gypsum tariff ruling

FORT MCMURRAY, Alta. — Finance Minister Bill Morneau announced last week that the federal government will cut duties on U.S. drywall imports to Western Canada by 32%. At the same time it is pouring $12 million from duties collected to date into a rebuilding grant for the wildfire-stricken community.

The duties were imposed to combat the dumping of U.S. drywall into the Canadian market, but Canada’s International Trade Tribunal agreed with complaints from Western homeowners and contractors that the tariffs were hurting their economy.

In its December decision and the full report published in January, the tribunal found that the dumping of U.S. gypsum into the Canadian market was injurious to Canada’s economy, but that tariffs at the rates originally imposed were more harm than help. U.S. drywall has been a boon to the restoration efforts around Fort McMurray, Alta., where thousands of residents were evacuated last May during a two-month wildfire outbreak. (The fire was declared under control in early July but continues to smoulder below the surface in remote areas.)

The tribunal found that the duties would lead to “house buyers paying thousands of dollars more for a typical home… in a market where builders and ultimately house buyers have already seen other major increases in costs.”

back to top

______________________________________________________________________

Ace banner keeps growing under the direction of Lowe’s Canada

WINNIPEG ― The recently announced move of Ace Canada into the Lowe’s offices in Toronto (as reported in our February 20, 2017 edition —your helpful Editor) may seem like an unlikely investment by the world’s second-largest home improvement retailer, but the growth of the Ace banner in this country reinforces the wisdom of the move.

There are now 163 stores in Canada carrying the Ace banner. Seventy-one of them are fully branded as Ace, while another 92 are home improvement stores currently co-branded with the TRU banner. Those stores are all expected to switch to Ace over time and include seven which are converting by the end of March.

Supporting the Ace brand will include the relocation of Ace’s management and buying teams from Winnipeg. That facility will be closed in August. Another smaller DC, in Kitchener, Ont., will shut down later in the fall.

However, Ace’s commitment in the field will be unchanged: its team of district managers will stay in place, helping dealers as they make the switch to the Ace name.

back to top

____________________________________________________________________

Dan Higgins has joined Home Hardware Stores Limited as cleaning supplies and commercial sales and marketing product manager. Formerly a commercial maintenance specialist and a retail sales manager, his expertise is expected to help Home dealers to improve their sales of commercial supplies and services.

____________________________________________________________________

CLASSIFIED ADS

FCL invites applications for the position of Saskatoon Co-op Home and Building Solutions (HABS) Division Manager located in Saskatoon, Saskatchewan.

The Saskatoon Co-op HABS Division Manager provides leadership, direction and support for the Saskatoon Co-op Home Centre team. This position will establish the vision, develop long term strategies, and foster a culture that is focused on exceeding customer expectations and delivering outstanding results to the organization.

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/HABS-Division-Manager-R1

_____________________________________________________________________

February 27, 2017 Volume

xxiii, #9

“The man who has no imagination has no wings.”
—Muhammad Ali (American world-champion boxer and activist, 1942-2016)

______________________________________________________________________
______________________________________________________________________

______________________________________________________________________

Lowe’s Canada CEO Sylvain Prud’homme to speak at Hardlines Conference

WORLD HEADQUARTERS, Toronto — Rounding out what is already an incredible roster of presenters, the closing speaker at the 22nd annual Hardlines Conference will be Sylvain Prud’homme, president and CEO of Lowe’s Canada.

Prud’homme has been at the helm of the company since February 2013, when he became the first Canadian to head the company. He came over from grocery retailing, where he had served as executive vice-president of merchandising for Loblaw. Before that, he ran Sobeys’ Western operations, and was a senior vice president at Wal-Mart Canada.

Prud’homme piloted Lowe’s through its takeover of RONA and is currently working with his teams to build Lowe’s retail presence in big boxes, traditional building centre formats, with pro customers, and among independents with the RONA and Ace banners.

The 22nd annual Hardlines Conference will be held again in Niagara Falls, Ont., from November 14 to 15. Prud’homme joins other top retail executives and thought leaders, including Daniel Lampron of Patrick Morin, Doug Anderson of Peavey Industries, and another newcomer to the roster, Jim Thompson, former head of Wal-Mart China and a former senior executive with Wal-Mart Canada.

(For more information on speakers and conference registration, please click here.)

back to top

______________________________________________________________________

______________________________________________________________________

Orgill show draws Canadians from a range of banners to New Orleans

NEW ORLEANS, La. — The sheer size of the Orgill Market makes it a must-attend for many Canadian dealers, and the latest show in New Orleans, February 16 to 18, attracted 350 accounts from across the country―despite poor weather in parts of the Northeast that prevented some dealers from completing their trek.

And with the opening of another distribution centre to serve Canadian customers, Memphis-based Orgill continues to enhance its viability in this country―and its appeal for Canadian dealers. (The new DC in Post Falls, Idaho, will serve the Western Canadian market.)

For dealers heading down from Canada, the sheer size of the event requires a rigorous schedule of visiting the many vendors, the new products, and—perhaps most importantly—the “hot buys” and other show specials that make the show so attractive to Canadian dealers.

The latest show featured some upgrades to its model stores. Maple Ridge Home Centre, aimed specifically at Canadian customers, featured a full inventory of Canadian-compliant products. It also offered expanded sections of lawn and garden, housewares, and paint. Another model store, Walnut Grove Hardware & Supply, featured 10,000 square feet of retail space, with a focus on lawn and garden, outdoor living, farm, and pet, while showcasing a variety of merchandising techniques to maximize floor space. 

This was the second time the show was held in New Orleans and Orgill has received positive response from customers. As a result, the company has announced plans to add the venue into its rotation of host cities going forward. 

“We were very encouraged by the energy and enthusiasm of our customers, especially those within the pro-oriented segment,” says Ron Beal, Orgill’s chairman, president, and CEO. “Retailers are anticipating a good year, and judging by the activity and comments we heard from retailers at the Spring Dealer Market, we have every indication that 2017 should be strong.”

Coming off a successful event in New Orleans, Orgill reported that pre-registration for its Fall Dealer Market scheduled for August 24 to 26 in Boston was already extremely strong.

back to top

_________________________________________________________________

Canada Night welcomes dealers at Orgill Market

NEW ORLEANS, La. — More than 250 dealers gathered at the end of day one of the Orgill Spring Market for a drink and a chance to rub shoulders with fellow Canucks during the Hardlines Canada Night Reception.

The event, which was supported by a number of (mostly Canadian) exhibiting vendors, offered a break after the show for dealers from a range of banners and from every province in the country, before they headed out to a night on the town in New Orleans’ fabled French Quarter. (Shown here: Michael McLarney, Beverly Allen, and David Chestnut of Hardlines prepare for the arrival of some 250 dealers at Canada Night.)

(If you’re an exhibiting vendor at the Orgill Market in Boston in August and would like information about being a sponsor, please contact David Chestnut.)

back to top

______________________________________________________________________

BMR plans conversion of some Unimat stores in coming months

BOUCHERVILLE, Que. ― As Groupe BMR ramps up support for its core BMR banner, it has no plans to diminish the Unimat banner that is also part of its stable of brands.

When La Coop fédérée bought BMR in 2015, it saw the acquisition as a way to fortify its presence in the retail home improvement arena in Quebec. While La Coop already had a range of home centre and hardware dealers under the Unimat banner, the addition of 180 BMR stores established the group as the largest Quebec-based retail organization in the home improvement sector.

It now has a total of 360 stores, with 230 under the BMR banner, which are further classified as either hardware, home centre, or contractor specialty stores depending on their updated branding (see our February 13 issue―Editor).

The company also maintains 86 Unimat stores. However, over the coming months, about 25 of them will convert to the BMR name, as either Expert, Extra, Express, or BMR. But 60 dealers will remain Unimat stores, ensuring that the banner remains a going concern.

back to top

____________________________________________________________________

At Taymor industries, Debbie Lucas has joined as sales representative covering the retail channel in Alberta and both the retail and builders’ market channels in Saskatchewan. Lucas has several years of sales experience in Western Canada, working with interior designers, kitchen and bath showrooms, contractors, builders, and retailers and is a member of Construction Specification Canada. She takes over from Rob Putters, who has relocated and is now covering Vancouver Island and the Sunshine Coast. (dlucas@taymor.com, 780-993-0122; rputters@taymor.com, 250-418-0733)

Gregory M. Bridgeford of Lowe’s has been selected to receive the industry’s Global DIY Lifetime Award 2017 during the Global DIY Summit in Berlin on July 8. Bridgeford joined Lowe’s in 1982 as executive assistant to the chairman and through his 32-year career served in a variety of positions including the senior vice president for merchandising, marketing, and business development. In his role as Lowe’s first head of international business, he pioneered the company’s entry into Canada and Mexico, and was involved in the earliest stages of Lowe’s acquisition of RONA.

____________________________________________________________________

CLASSIFIED ADS

Dow Building Solutions has an exciting opportunity for a Residential Account Manager located in Ontario. This position is responsible for managing existing and new customer relationships. The Account Manager sells Dow products and solutions, STYROFOAM Brand Insulation & GREAT STUFF spray polyurethane air sealing products, while identifying new opportunities for unmet customer needs – driving profitable business growth!

Interested candidates can see a full description of the role and apply directly to the position by the following link:  https://dow.taleo.net/careersection/10020/jobdetail.ftl?job=1700001

_____________________________________________________________________

February 20, 2017 Volume

xxiii, #8

“The secret of staying young is to live honestly, eat slowly, and lie about your age.” — Lucille Ball (American actress, comedian, model, film-studio executive, and producer, 1911-1989)

______________________________________________________________________
______________________________________________________________________

______________________________________________________________________

Lowe’s ramps up support for Ace, consolidates Winnipeg DC into Toronto

BOUCHERVILLE, Que. ― Lowe’s Canada has announced it is stepping up its investment in the Ace independent business that it owns through its acquisition of RONA. Lowe’s will bring the management and support of the Ace program into the Lowe’s Canada regional service centre in Toronto, while moving distribution for Ace to Lowe’s existing distribution centres in Boucherville, Que., and Calgary.

The move will result in the closing of the Ace head office and warehouse in Winnipeg, and the closing of Ace’s distribution centre in Kitchener, Ont., and leveraging of the Calgary and Boucherville locations to continue serving Ace dealers.

Winnipeg is scheduled to close by August, while Kitchener is expected to shut its doors by late fall.

Industry observers have speculated about Lowe’s long-term interest in Ace―and the independent network it serves―but with this move the company is affirming its willingness to invest resources to support and grow the entire independent retailer network. It plans on enhancing dealer growth by fostering marketing support, growing the Ace product offering, and providing improved product pricing.

“Our goal is to support Ace dealer sales growth and profitability by establishing a dynamic dealer support program that offers our dealers a better share in their markets,” said Alain Brisebois, executive vice president of affiliated dealers. “We strongly believe in independent retailers, a key vector for our growth. Within this context, investing in Ace programs will ensure a successful longer-term outcome.”

Many people from the Winnipeg office have been offered the chance to move to Toronto. So far, Bill Morrison, who runs Ace in Canada for Lowe’s, will make the move and develop his dedicated management and buying teams in Toronto. Ace will continue to be treated as distinct business unit within the Lowe’s organization, alongside the big box, Reno-Depot, and RONA proximity segments.

Brisebois emphasized that Lowe’s regards Ace as an important part of the company’s success. “Lowe’s will continue to invest in the Ace program to ensure this success.”

He added that Lowe’s will make every effort to ensure a smooth transition, providing resources that actively support employees, dealers, vendors, and customers. The company will ensure all dealers continue to be served during the switch to the new distribution centres, a process that will involve switching their systems to the same ones used by RONA affiliate dealers.

back to top