October 9, 2017 Volume

xxiii, #38

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

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Home Hardware launches commercial maintenance program at latest market

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

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

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

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

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

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

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

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

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

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

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

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Ace Hardware acquires e-commerce website

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

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

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

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

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

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Executive spotlight: Peavey CEO will present at Hardlines Conference

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

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

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

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

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

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

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

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

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

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October 2, 2017 Volume

xxiii, #37

“Mistakes are the portals of discovery.”
— James Joyce (Irish author, 1882-1941)

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Magennis gets promoted as part of organizational changes at Canadian Tire

TORONTO ― Canadian Tire has enjoyed success in recent years through the acquisition of a number of sometimes unrelated business units, which are operated separately under the corporate umbrella. But now the company is looking for ways to organize and market those disparate divisions in a more unified fashion.

Enter the “one customer, one company” strategy. Touting a focus on the end customer, Canadian Tire is looking for ways to present itself as a solution for a customer whose needs extend into different fields, not just, say, automotive or hardware.

Behind the scenes, that means making fundamental changes to the business, including assortments, analytics, and embracing digital. It also means closer collaboration across business units.

For the hardware side of the business, the one customer, one company approach means a new title for one industry veteran. Mike Magennis has taken on a new role as vice president, business development and operations.

A 26-year veteran of the company, Magennis reports directly to Greg Hicks, SVP of merchandising for Canadian Tire. He will still maintain his duties as VP merchandising for seasonal and gardening, until a replacement has been found for that role.

The new position focuses Magennis on integrating elements of two other Canadian Tire businesses, FGL Sports Ltd. and clothing retailer Marks, into the Canadian Tire stores. Both divisions share some common elements and product lines, but working closer with them could mean a greater emphasis on sporting goods and bigger ranges of workwear at Canadian Tire stores.

Besides working with these existing businesses, Magennis will be responsible for leading new business development initiatives focused on the “one company” strategy and developing strategic opportunities as they emerge. 

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Fresh ideas and its new branding highlight latest Home Hardware market

ST. JACOBS, Ont. — The branding initiative launched at Home Hardware’s spring market received a major push to implementation at the latest show, held last week at the co-op’s head office and distribution centre in St. Jacobs, Ont.

On the show floor, vendors stayed busy with steady traffic from dealers who came in from every part of the country—including Home’s first dealer in Nunavut. On entering, those dealers were greeted by a new look for the overall show, with aisles that featured lower booths and display racking on the left side, and an expanded section for lawn and garden, especially outdoor furniture, on the right. The combined effect managed to open up the look and feel of the show at the front.

“Here’s How” is Home’s new tag line, also unveiled at the last show. This time around, dealers learned how the branding will look on signage, how that tag line will be tied in with the ad program for 2018, and what requirements for merchandising they’ll need to implement in their stores.

That look, as displayed in the show’s model store on the mezzanine, offered concise messaging on signage and endcaps that was intended to communicate Home stores’ ability to help customers with their purchases and their products. Dealers even received a “kit” to help explain how to use the new branding in their stores and marketing efforts.

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Ace finds a secure place in the Lowe’s family at latest buying show

MONTREAL — A year and a half after closing its acquisition of RONA, Lowe’s is continuing to hone its multi-banner strategy in Canada, with more RONA big boxes being flipped over to the Lowe’s brand.

The company is also pushing recruitment of independents, both as RONA affiliate dealers and Ace Canada members. The Ace presence was a special focus at this fall’s Lowe’s Buying Show.

Asked about Ace Canada’s place in the Lowe’s family of banners, Bill Morrison, Ace’s divisional VP for Canada, emphasizes that “Lowe’s is highly motivated and interested in growing Ace. Lowe’s wants to become the number-one choice in Canada and to do that they need to be in places where the big box model doesn’t reach.”

The Ace Canada dealer network, he adds, allows Lowe’s to grow beyond the base of its other banners.

The multi-banner approach is “a very common model,” Morrison says, “but not so much in our industry.” He cites Loblaw Cos. as an example of an operation that meets a variety of needs through different banners, with its no frills stores for budget shoppers and independent President’s Choice proximity markets.

“Great companies see that one size doesn’t fit all,” he concludes.

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Home Hardware VP Rick McNabb will present at Hardlines Conference

MONTREAL — Call him a disruptor.

Home Hardware hired him more than a year ago to shake up the country’s largest dealer-owned home improvement group, and he’s done just that. From replacing Home’s agency of record and re-organizing its buying and marketing teams, to pushing his dealers to higher standards of performance and his own teams to greater levels of competitive intelligence, Rick McNabb, Home Hardware’s vice president of marketing and sales, has cut a swath through Home’s vast organization.

Now he’s going to share his vision for retail success at the 22nd annual Hardlines Conference, November 14 to 15 in at the Sheraton by the Falls hotel in Niagara Falls, Ont.

McNabb came over to Home Hardware from Cara Foods, where he was involved in running a number of divisions, including Harvey’s and Swiss Chalet. In fact, his very hiring—from outside Home’s own ranks—reflected something of a disruption for the company that is well known for hiring from within. But it is also famous for encouraging family members to join the company, and McNabb has a brother who is himself a dealer.

Other retail speakers presenting at this year’s conference include Doug Anderson, CEO of Peavey Industries; Daniel Lampron, general manager of Quebec-based retail chain Patrick Morin; Sylvain Prud’homme, CEO of Lowe’s Canada, and Jim Thompson, former COO of Wal-Mart China and former senior executive at Wal-Mart Canada. Other thought leaders on the podium this year include Dan Tratensek, VP of publishing for the North American Retail Hardware Association, Peter Norman, economist Peter Norman of Altus Group, and Robert Howard of the U.S. retail consultancy Kurt Salmon.

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

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

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At Liteline Corporation, Carrie Scott has joined as director of finance and administration. She joined the company in August 2017, and is now responsible for planning, implementing, and managing the finance and administration functions, and she leads the execution of finance and administration plans. Before joining Liteline, Scott was corporate controller at GS1 Canada, a not-for-profit supply chain standards organization.

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September 25, 2017 Volume

xxiii, #36

“The human brain is a wonderful organ. It starts to work as soon as you are born and doesn’t stop until you get up to deliver a speech.”
— George Jessel, (American actor and popular toastmaster, 1898-1981)

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RONA and Ace dealers front and centre at latest Lowe’s Buying Show

MONTREAL — Lowe’s Canada held the annual buying show last week for its independent dealers and the event benefitted from solid attendance by both RONA affiliates and the growing number of Ace dealers in Canada.

According to Annick Day, director of wholesale and dealer support for Lowe’s Canada, 87% of the company’s dealer base attended this year, including 71 of the company’s 87 Ace dealers. For many affiliates of the burgeoning Ace banner, this year was their first show. “Only a few Ace dealers from Quebec were here last year, but they’re all here this year―and they’re pretty excited.” No corporate store managers were in attendance at this year’s event, reinforcing that Lowe’s wanted to focus directly on its dealer base at the show.

With some 330 vendors on hand, the show was also the largest in terms of support from suppliers. While some admitted the show felt “a little slow,” more vendors than not shared that it offered a valuable venue for connecting with a range of dealers from across the country in one room.

The show featured some new assortments, including a range of Ace products that will now be available to RONA dealers. These included workwear, toys, sports, fishing and hunting, and agro products. Another notable newcomer to the show floor was a range of large appliances, an important category for Lowe’s big box stores and one that is being introduced into other parts of the Lowe’s store network.

Seasonal products got a lot more space, as well. “This year, it’s huge,” said Day. “A lot of products this year are exclusive to the dealers.” She cited patio sets as an example: while perhaps 10 sets might be featured in a Lowe’s big box, about 30 sets in total are available to independents, depending on their local markets.

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UFA will close Wholesale Sports chain to focus on core agro and fuel businesses

CALGARY — Wholesale Sports Canada Ltd., the sporting goods business owned by United Farmers of Alberta Co-operative Ltd., is going out of business. UFA has announced it will wind down and eventually close all 12 of its retail locations in the four Western Canadian provinces. The inventory liquidation sales began September 15; all stores will be closed by December 28.

In addition, the stores have ceased selling products online.

“This was an all-inclusive business decision that, while difficult, was made in the best interest of UFA on behalf of our members,” said Carol Kitchen, UFA president and CEO. She attributed the decision to factors including “an increasingly competitive environment, the continued shift to online purchases, and an overall slowing of consumer discretionary spending as a whole, including the outdoor industry.” She added that the move will “allow UFA to focus on its core business of agriculture and petroleum.”

However, the move was likely motivated by internal pressures, as well. The acquisition, made in 2008 under the aegis of ex-CEO Dallas Thorsteinson, was never viewed favourably by the members. Thorsteinson was appointed CEO in 2005, moving over from UFA’s Farm Supply division.

Thorsteinson believed outdoor and sporting goods offered a natural fit—and good tie-in with UFA’s retail farm and hardware business—the co-op owns 35 stores under the Farm & Ranch Supply banner. He wanted to offer a wider range of products that might relate to the farm and rural customer.

The division was eventually put in the hands of Home Depot Canada veteran Glenn Bingley, who is currently COO, retail operations.

Founded in 1909, UFA Co-operative Limited is an Alberta-based agricultural co-operative with more than 120,000 member-owners. The co-op has a network of bulk fuel and cardlock petroleum locations, in addition to the Farm & Ranch Supply stores.

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Executive spotlight: Lowe’s Canada CEO to present at Hardlines Conference

WORLD HEADQUARTERS, Toronto — In a matter of a few years, Lowe’s Canada has gone from gradual greenfields expansion to acquiring RONA inc., and now represents the country’s second-largest home improvement business. In the process, Lowe’s had to learn how to operate as a wholesaler as well as a retailer, juggling a range of store formats and ownership models. Today, it comprises everything from corporately-owned big boxes and large regionally dominant RONA outlets to family-owned Ace Hardware stores.

Overseeing all these moving parts is Sylvain Prud’homme, president and CEO of Lowe’s Canada. He joined in 2013 as president, and became CEO in May 2016. He is responsible for driving the Canadian home improvement business for Lowe’s, including RONA’s network of stores and independent dealers operating under other banners.

He will also be our closing speaker at the 22nd annual Hardlines Conference, November 14 to 15. He will share how the company is planning to maintain growth, drive innovation, and manage its multiple banners. Prud’homme has more than 30 years of experience in the Canadian retail industry.

Other speakers presenting at this year’s conference include Rick McNabb, VP of marketing and sales for Home Hardware Stores Ltd.; Doug Anderson, CEO of Peavey Industries; Daniel Lampron, general manager of Quebec-based retail chain Patrick Morin; and Jim Thompson, former COO of Wal-Mart China and former senior executive at Wal-Mart Canada.

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

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

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Weeks Home Hardware owner finds efficiencies through local expansion

HAMILTON, Ont. — Weeks Home Hardware had the grand opening for its fourth store earlier this month. The 23,000-square-foot store is the fourth for dealer-owner Ron Ciccutini.

Ciccutini has successfully expanded his business over the years with the addition of stores in smaller communities around the Hamilton area. He opened his first store in nearby Dundas more than 30 years ago. The new Hamilton store is his first ground-up location and features full service departments, a home expressions area, paint and decorating department, and a bath shop.

But his growth trajectory through the years reflects a growing trend among dealers to buy up stores in neighbouring markets. He acquired his second store in 2003 in Brampton, Ont., this time in partnership with fellow dealer Dave Liesemer.

But the acquisition six years ago of Weeks, a well-known Home Hardware store in nearby Waterdown, has been the basis for the latest expansion. The brand-new location sits in a former Target store which had been reduced in size and divided into different retail spaces.

“The key to success was the Waterdown store,” says Ciccutini. That store, just 20 minutes down the highway from his Hamilton stores, had already been marketing and dropping fliers into the area. “It made a lot of sense in terms of opening a new store and consolidating some efficiencies.” Those synergies include centralized retail systems and HR—as well as naming this new store a Weeks Home Hardware, as well.

“The Weeks name has been around for a long time and it does carry some weight,” he says. In fact, he’s considering renaming the Dundas and Brantford stores with the Weeks banner.

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Adrienne Burgess has been appointed to the position of vice president of sales – Canada, reporting to Bill Donaldson, Canadian vice president and general manager, effective October 16. Burgess will now also have a reporting relationship to Marianne Thompson, SVP of sales for North America. Formerly at Taymor Industries, where she served as national sales manager – independent retail, Burgess will now be responsible for continuing to develop Jeld-Wen Canada’s selling team and grow sales. All provincial sales managers and national account managers will report to her in this role.

Michael West has joined Lowe’s Cos. as senior VP of supply chain field operations, reporting to Chief Supply Chain Officer Brent Kirby. West moves to Lowe’s from a similar position at Neiman Marcus. He will lead operations for Lowe’s regional and flatbed distribution centres, millwork facilities, and bulk distribution centres.

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

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

If you would like to receive a detailed job description for this role or have any questions, please submit your request to careers@taymor.com.

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September 19, 2017 Volume

xxiii, #35

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

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Softwood lumber dispute could benefit from hurricanes’ destruction

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

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

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U.S. retailers pitch in to support hurricane relief

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

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

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

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

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

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

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

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

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

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

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

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

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Roxul will rebrand in North America as Rockwool

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

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

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

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

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

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

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

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CLASSIFIED ADS

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

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

If you would like to receive a detailed job description for this role or have any questions, please submit your request to careers@taymor.com.

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September 11, 2017 Volume

xxiii, #34

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

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Canadian softwood suppliers enjoy strong sales as NAFTA talks move slowly

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

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

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

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

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

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

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

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

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

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

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

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

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Analysis, consulting among the ways Hardlines is helping the industry

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

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

Here are three important ways Hardlines can help your business…

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

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

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

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Home Depot acquisitions help it target pro, MRO business better

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

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

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

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

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

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

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CLASSIFIED ADS

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

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

If you would like to receive a detailed job description for this role or have any questions, please submit your request to careers@taymor.com.

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September 4, 2017 Volume

xxiii, #33

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

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Orgill market offers merchandising programs for contractor customers

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

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

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

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Round one of NAFTA talks end on cautiously optimistic note

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

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

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

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

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

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

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

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

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

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

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

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

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

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WD-40 assists grizzly bear research

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

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

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

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

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

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

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

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

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CLASSIFIED ADS

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

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

If you would like to receive a detailed job description for this role or have any questions, please submit your request to careers@taymor.com.

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Job Title: Territory Manager (Retail) – Ontario

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

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

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

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

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

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

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August 28, 2017 Volume

xxiii, #32

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

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Changes at Home Hardware reflect growing focus on commercial sales

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

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

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

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Orgill’s latest dealer market features new programs for Canadians

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

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

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

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

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

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eRetailer Summit will help home improvement sellers build business online

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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CLASSIFIED ADS

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

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

We are hiring for the following positions:

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

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

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

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

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Sales Manager Accounts Sherwin Williams Consumer Brands Group Canada

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

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

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

Basic Qualifications:
High School Diploma or equivalent required

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

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

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Job Title: Territory Manager (Retail) – Ontario

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

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

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

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

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

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

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