January 23, 2017 Volume

xxiii, #4

“That which has been believed by everyone, always and everywhere, has every chance of being false.”
—Paul Valéry (French poet, essayist, and philosopher, 1871-1945)

______________________________________________________________________
______________________________________________________________________

______________________________________________________________________

Lowe’s introduces 2% deduction off invoices, causing concern among vendors

BOUCHERVILLE, Que. — Lowe’s Canada is looking for ways to save money and invest in the consolidation of its business following the acquisition of RONA last year. But its latest move has sent a chill through the vendor community.

A letter has been sent out to vendors, dated January 13, 2017, addressing the company’s efforts to combine the Lowe’s and RONA businesses, and to enhance its stores to drive sales. It then goes on to ask the vendors themselves to support the costs attached to growing the Canadian business by accepting a 2% discount on all invoices. The discount will be applied to all agreements with both Lowe’s and RONA stores in Canada. Called a “business development rebate,” the new terms will be effective retroactively from January 1.

The letter is signed by Alain Brisebois, EVP operations and central services, and Igor Halencak, VP national procurement and global sourcing. It includes a consent form and a deadline of February 3.

While an exceptional move for this industry, the practice has been used in the grocery sector. And it’s having a wider impact through the industry: other retail groups have noticed this practice and are beginning to question their suppliers on the availability of similar concessions for themselves, putting even further pressure on vendors. (After it took over Safeway in 2013, Sobeys imposed a 1% retroactive “synergy” on its vendors. Competitors lost no time making similar demands.)

In conversation with HARDLINES, Brisebois said he wants to emphasize a partnership approach and believes that vendors will come on board with the strategy when they meet face-to-face with his team to understand the upsides.

“It will bring growth and require partnership with the vendors,” Brisebois notes. He adds that Lowe’s will be “a good investment” for this industry, and the support of the vendors in addition to Lowe’s own investments will translate into growth for both parties. “These top-line initiatives include store upgrades and conversions, better merchandising, and investment in our staff training for the Canadian market.”

A spokesperson for Lowe’s Canada clarified further with this statement emphasizing that the funds will not go to Lowe’s bottom line, but aim to boost top-line sales and benefit both the retailer and its vendors. “Lowe’s Canada intends to make important investments over the next few years, such as an improved IT infrastructure, enhanced omni-channel capabilities, store conversions, store renovations, and most of all investment in our people … We are looking to our business partners to help support this above-stated transformation and participate with us as we grow and transform the Canadian home improvement landscape.”

As for the impact on vendors that resist the price cut, “We will review the accounts accordingly based on the vendors’ decision,” says the statement.

back to top

______________________________________________________________________

______________________________________________________________________

Amidst takeover by Peavey, TSC’s focus remains on execution

LONDON, Ont. — Darryl Jenkins is pretty excited about his business. He’s the head of TSC Stores, 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 in TSC over the next couple of years.

After some initial distractions, typical of any takeover, Jenkins is now happy to be able to get back to what he says is the main business: taking care of TSC’s core customers.

On a tour of its flagship store, a few minutes from TSC’s head office in London’s east end, he walks proudly through the aisles, showing off the company’s retail strengths. Right at the front of the store, just to the right of the checkouts, is a workwear section—a very large workwear section given the overall size of the store. “We want to own the workwear business,” Jenkins says, pointing out the array of brands that get strong billing here. They include Carhartt, Dickies, Kodiak, and TSC’s private brand name, Ox Gear. He notes that other companies have pulled back from this category, opening up an opportunity for TSC. In fact, the company has just added a more popular—and less-farm oriented—line, Levi’s.

The workwear ties in well with another strength, hunting and fishing.

Meanwhile, TSC has revamped other areas, including a discount section at the front of the store on the left side of the checkouts. Considered a poor use of prime retail real estate, the area was changed to seasonal, with large outdoor power equipment now featured there, including snow blowers for winter time.

Another strong category for TSC is pet food and pet supplies. Jenkins says the company’s biggest supplier is pet food maker Purina. Pet sales, especially food and care products, are repeat sales that bring customers back every month, he says.

The changes to the floor plan and merchandising have been under way for well over a year, as the company cleaned up its stores and began aligning its practices to prepare for the takeover by Peavey.

back to top

_________________________________________________________________

Ace Canada eliminates spring show, offers online alternatives

WINNIPEG — Ace Canada has cancelled its Spring Buying Show in Winnipeg this year. Instead, the hardware wholesaler, which is a division of Lowe’s Canada, will offer dealers the opportunity to make their bookings online, including special promotions, pallet offers, vendor specials, and extended dating for their fall and winter seasonal needs.

The show was originally scheduled for April 22 to 24 at the Winnipeg RBC Convention Centre.

The move is aimed at saving time and travel costs for its independent customers. It also reflects some of the changes moving through all aspects of Lowe’s Canadian business since it took over RONA last year. Ace Canada was part of the RONA deal, and the Winnipeg warehouse supplies independents across the country, though most heavily focused on Western Canada. Formerly TruServ Canada, the business has hosted a fall and spring market for those dealers, who operate mainly under the Ace and V&S banners, as well as a growing number of RONA dealers, for many years.

“Dealers have told us that they would save money by booking their products online. Vendors have expressed interest in attending only one show per year,” said Bill Morrison, divisional vice president of Ace Canada. The online option has been available to them in the past, in addition to the physical shows.

The dates for the Fall National Buying Market are September 30 to October 2 at the Winnipeg RBC Convention Centre.

back to top

______________________________________________________________________

Agencies of today: the front lines in the battle for shelf space

SPECIAL REPORT — In the halcyon days of big box retail, agencies did millions of dollars of business each year simply servicing the Home Depots, Lowe’s, RONAs, and Canadian Tires. But when those companies decided one after another to move that role in-house, a number of Canadian agencies went under. And the ones that were left had to work hard to prove their worth.

Agents, and the manufacturers that employ them, say the most important factor in proving their worth is providing an added value. Whether through hosting hands-on product knowledge events and “lunch-and-learns,” or advocating for the brand in-store, there’s much more to the job than merchandising.

Paul Crawford, president of King Marketing, says there are a number of reasons why manufacturers seek out agents: economics, geography, customer intimacy, and the need for “feet on the street.” With a new product, or prospective new retailers, some manufacturers might not have the money, relationships, or employees to cover Canada’s spread-out hardware stores.

But for consumers to be able to understand the products, retail associates have to be able to explain them. And that takes product knowledge. Krista Hamilton, from McDonald Sales, says there’s a direct correlation between knowledge and higher sales. “Product knowledge is critical at the store level,” says Hamilton. “You can sell a product to the warehouse, but if you don’t have anyone actually at the ground level, pushing it through at the store level, the sales will remain very low.”

(This article is excerpted from the latest issue of our sister publication, Hardlines Home Improvement Quarterly magazine, which mailed earlier this month to more than 11,000 dealers across Canada. For your own copy, click here! ―Editor)

back to top

____________________________________________________________________

Goodfellow Inc., the lumber and hardwood flooring distributor, has named Patrick Goodfellow to the position of president and CEO. He spent the last 10 years at the company in the role of vice-president, hardwood. Goodfellow replaces Denis Fraser, who is stepping down, effective immediately. Fraser had held the CEO position for two years after taking over from Michael Goodfellow.

Former Canadian Tire CEO and President Michael Medline has been named to the same position at Empire Co., which owns the Sobeys grocery chain. Medline, who left Canadian Tire suddenly in July, will take up his new position immediately, working during the transition with François Vimard, who has been named executive vice-president.

____________________________________________________________________

CLASSIFIED ADS

GENERAL MANAGER – RETAIL BUILDING SUPPLIES

Are you a store manager in a big box retailer? Maybe it is time to move away from the corporate life in a big city? A challenging career at the top of a family environment, may offer the quality of life for your next career move. Stan Dawe Limited, an 80-year-old, five location retail building supply business in western Newfoundland is seeking a General Manager.

The General Manager is the most senior position in our company reporting only to the shareholders. This position is reported to by five store managers, one purchasing manager and the accountant/office manager. Regular briefings with the two key shareholders, provide a history of past performance and establish objectives for the future. The General Manager is responsible to develop and implement a plan to meet these strategic goals.

Daily duties include discussions and problem solving with store managers, cash management, purchasing of commodity inventory, working with the purchasing manager on regular and promotional pricing, coordinating distribution to the branch stores with pickup of incoming freight, assisting with pricing of larger customer quotations, maintaining relationships with key customers, reviewing accounts receivable, approving payables invoices, coordinating with store managers for staff levels and wages. This position also establishes standards for exceptional customer service and employee safety.

General responsibilities include seeking new opportunities for growth in sales and/or profits with new products and/or markets, investigating cost reduction strategies and improving the company’s internet prospects.

The General Manager must have a post-secondary business education, a minimum 10 years’ management experience in retail operations in a related field, excellent time management skills, confident decision making ability and effective communication skills for dealing with staff and customer conflict resolution.

To send your resume or request more information, contact:
Tony Dawe
Stan Dawe Limited
191 Riverside Drive
Corner Brook, NL A2H 4A1
tony@standaweltd.com

_____________________________________________________________________

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

January 16, 2017 Volume

xxiii, #3

“Our heads are round so our thoughts can change direction.”
—Francis Picabia (French painter, designer, and writer, 1879-1953)

______________________________________________________________________
______________________________________________________________________

______________________________________________________________________

Castle adds dealers throughout holiday season

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

MISSISSAUGA, Ont. — Castle Building Centres Group continues to grow its ranks, as its mandate to leave member-dealers to operate under their own banners in their own markets resonates for independents.

The latest store to join is also a new member for Quebec. Quincaillerie Touraine is a family-owned operation with two stores in the Ottawa region. The first was established in Gatineau 45 years ago; the second store, in Cantley, was installed in 2005.

Both stores, which sell a full complement of LBM and hardware, will hold grand re-opening celebrations this spring.

This latest recruitment follows the signing of two other dealers late last year. Parliament Building Supplies, a fixture in downtown Toronto’s Portlands area for more than a century, switched to Castle under a new owner, Fastway Group. Fastway is a division of Mill Street and Co., an investment group that purchased Thorold Lumber in December. Thorold Lumber was already a Castle member.

In the Maritimes, E & J Millworks in Yarmouth, N.S., which specializes in custom millwork design, also signed with Castle. That business has been a part of its community for 40 years.

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”>

______________________________________________________________________

Commercial market can be competitive—but profitable—for traditional dealers

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

SPECIAL REPORT — Home improvement dealers have been increasingly eyeing commercial projects as demand for rental apartments and offices booms. “I know a lot of my competitors pooh-pooh this side of the business and say it’s too difficult,” says Andrew Payzant, owner of Payzant Home Hardware Building Centre in Halifax. “But the housing market has changed, and if you don’t sell into multi-family, you’re walking away from a lot of business.”

But commercial sales aren’t for everyone. “It’s definitely a different business,” observes Joe George, owner and general manager of Patene Building Supplies, which has 15 locations in Ontario and Manitoba.

It’s axiomatic that succeeding at commercial sales requires a certain volume level to compensate for lower margins. Fraser’s Pro Home Centre is a TIMBERT MART dealer with five locations in Nova Scotia’s Annapolis Valley. Its rural markets total only around 90,000 residents, so opportunities to supply commercial projects are limited, says GM Paul Parsons.

And competition for commercial jobs can be stiff. “Everybody thinks they can do this, but you have to sell a lot of apples to make money,” says Paul Singer, who owns Morinville Castle Building Centre in Morinville, Alta.

Singer, and a number of other dealers HARDLINES spoke with, offered advice that other dealers interested in this arena might heed. If dealers are up for building the relationships, investing in the right storage and stock, and taking a risk on credit to cater to commercial contractors, the return on this “different business” can be quite profitable.

(This article is excerpted from the latest issue of our sister publication, Hardlines Home Improvement Quarterly magazine, which mailed earlier this month to more than 11,000 dealers across Canada. For you own copy, click here! ―Editor)

back to top

_________________________________________________________________

Cologne International Hardware Fair 2018 to extend hours, reach in 2018

COLOGNE, Germany — In 2018, Eisenwarenmesse–the International Hardware Fair will be held in Cologne from March 4 to 7, returning to a four-day format.

The show, which is run every two years, attracted some 44,000 trade visitors to Cologne in 2016. That year, the show shrank to three days. However, the reduced schedule led to an increased concentration of the business activities of the trade fair participants, encouraging organizers to return to four days.

“The very good result of the 2016 event is the reason for us changing the duration of the trade fair again,” said Katharina C. Hamma, COO of Koelnmesse GmbH, which owns the International Hardware Fair. “The high level of the flow of visitors is a positive sign for us, because it proves that Eisenwarenmesse-International Hardware Fair is considered to be a must-attend event.”

The last edition of the show managed to draw delegates from 124 countries, who came to see 2,670 exhibitors spread over almost 1.5 million square feet of exhibition space. The show grounds sit alongside the Rhine, and across the river from the historic city of Cologne.

(Editor’s Note: We consider this show to be one of the most important in the world, and one at which Canada is severely under-represented. In addition, Hardlines hosts its Canada Night International Reception there. This incredible networking event brings together Canadians with buyers and vendors from around the world over a glass of German beer. We strongly encourage more Canadian buyers and vendors to attend this truly international show in 2018. Click here now for more information and to register.)

back to top

______________________________________________________________________

Marketing yourself to the Millennial shopper

SPECIAL REPORT — The Millennial demographic currently ranges in age from their late teens to late 30s. As they now find themselves in different stages of life—some are students, new parents, or homeowners, while others may be some combination of the three—their needs from home improvement retailers or brands vary widely.

A survey by the Student Life Network & Parent Life Network in partnership with HARDLINES uncovered some common findings that indicate trends to watch from Canada’s Millennial shoppers. Delegates got a sneak peak of these statistics at the 21st Annual Hardlines Conference held in Niagara Falls, Ont., last fall.

This generation stands to make a significant mark on the home improvement market this year. More than six million Canadian Millennials plan to spend $20 billion on home improvements in 2017. The top five areas in which they plan to undertake home improvement projects over the coming year are:

1. Outdoors (51%)
2. Bedroom (49%)
3. Bathroom (41%)
4. Living room (39%)
5. Kitchen (37%)

So how can your store cater to these shoppers? The results suggest a few opportunities to win over their business:

1. Gain their respect. Show them you know how to do their home improvement project, but that you respect their choice to try to do it themselves.
2. Share with them. Connect with them regularly to ensure you’re always top of mind when they’re ready for their next DIY project.
3. Encourage their purchase. Provide them with special opportunities to buy what they want most at a price they can’t find anywhere else.

(Homeowners Canada was commissioned by HARDLINES to conduct a research study of Millennials to uncover their home improvement shopping habits and preferences. Homeowners Canada conducted an online survey in the fall of 2016 with more than 3,000 Canadian Millennials aged 20 to 35. For more information on the survey and its results, contact Sean Copeland at sean@squarecrop.com.)

back to top

____________________________________________________________________

Frédéric Guay has been named executive vice president at RCR International inc. He joined the company in 2015 as senior vice president of sales. (f.guay@rcrint.com; 450-670-8100)

Brad West has joined Calgary-based Westech Building Products, a division of the Westlake Chemical Corporation, as general manager. He will be based in Ontario. Westech is a manufacturer of PVC extruded profiles for the window and door industry and for the building materials industry. West was previously eastern corporate sales manager at Jeld-Wen. (bwest@westlake.com; 905-376-3630)

Enerkem, which produces waste-to-biofuel and renewable chemicals, has chosen Dominique Boies as executive VP and CFO, the same positions he previously held at RONA. Prior to his time at RONA, Boies held senior executive positions at RBC Royal Bank and at the Caisse de dépôt et placement du Québec. He will be based at the firm’s Montreal headquarters.

____________________________________________________________________

CLASSIFIED ADS

GENERAL MANAGER – RETAIL BUILDING SUPPLIES

Are you a store manager in a big box retailer? Maybe it is time to move away from the corporate life in a big city? A challenging career at the top of a family environment, may offer the quality of life for your next career move. Stan Dawe Limited, an 80-year-old, five location retail building supply business in western Newfoundland is seeking a General Manager.

The General Manager is the most senior position in our company reporting only to the shareholders. This position is reported to by five store managers, one purchasing manager and the accountant/office manager. Regular briefings with the two key shareholders, provide a history of past performance and establish objectives for the future. The General Manager is responsible to develop and implement a plan to meet these strategic goals.

Daily duties include discussions and problem solving with store managers, cash management, purchasing of commodity inventory, working with the purchasing manager on regular and promotional pricing, coordinating distribution to the branch stores with pickup of incoming freight, assisting with pricing of larger customer quotations, maintaining relationships with key customers, reviewing accounts receivable, approving payables invoices, coordinating with store managers for staff levels and wages. This position also establishes standards for exceptional customer service and employee safety.

General responsibilities include seeking new opportunities for growth in sales and/or profits with new products and/or markets, investigating cost reduction strategies and improving the company’s internet prospects.

The General Manager must have a post-secondary business education, a minimum 10 years’ management experience in retail operations in a related field, excellent time management skills, confident decision making ability and effective communication skills for dealing with staff and customer conflict resolution.

To send your resume or request more information, contact:
Tony Dawe
Stan Dawe Limited
191 Riverside Drive
Corner Brook, NL A2H 4A1
tony@standaweltd.com

_____________________________________________________________________

Good news from Storesupport Canada! We’re hiring! We’re looking for a driven sales professional to fill an open Business Development Manager – Hardware position at our office in Mississauga. If you’re a self-starter who is passionate about sales we’d love to hear from you. Please visit http://storesupport.ca/jobs-view/business-development-manager-hardware/ to see the full job posting.”

_____________________________________________________________________

January 9, 2017 Volume

xxiii, #2

“Always read something that will make you look good if you die in the middle of it.”
— P. J. O’Rourke (American journalist and political satirist, 1947- )

______________________________________________________________________
______________________________________________________________________

______________________________________________________________________

Our top stories of 2016: the news that most attracted our readers’ attention

SPECIAL REPORT — The year was filled with milestones. Mergers, buyouts, and personal loss abounded as some high-profile companies and people made the news in 2016. Here are the stories that attracted our readers’ attention—and online visits to the Hardlines website. Some of them will surprise you!

Lowe’s completes acquisition of RONA preferred shares: All things Lowe’s related were guaranteed to drive traffic to our website, including this confirmation of final steps in Lowe’s takeover of RONA. Another big hit among readers were the updates on the reorganization of the executive team.

CEO replaced at Canadian Tire: The sudden departure of Canadian Tire chief executive Michael Medline in mid-July took everyone by surprise.

Groupe BMR joins ILDC: Early in July, this was big news, as the second-largest group in Quebec joined one of the largest buying groups in the country.

Industry honours Outstanding Retailers: honouring our own made for good reading, as winners were announced at the 21st annual Hardlines Conference in Niagara Falls at the end of October.

Media shakeups: both Lowe’s in the U.S. and Home Hardware in Canada announced they were shopping for new agencies of record. In both cases it means big business for some lucky “mad men” and in Home’s case, it meant the end of a 25-year run with one ad agency.

Gypsum tariff dispute: We began covering this story in the late summer when the mainstream press wasn’t even aware of the issue. It was to have a huge impact on dealers’ margins in Western Canada.

Lowe’s aligns offices in GTA, Boucherville: Trying to figure out the roles at the newly restructured Lowe’s Canada after head office moved to Boucherville kept us on our toes. The Toronto office remained the seat of operations for the Lowe’s bannered business.

Dealer stories: While the corporate news is high profile, the stories of local dealers expanding or selling always draws lots of traffic. Two examples were the change of ownership of McNaughton’s Home Hardware in Newbury, Ont., after 70 years; and the opening of Fisher River Castle store on a Cree reserve in Manitoba.

BMR updates banners: Groupe BMR unveiled a new banner strategy for its member dealers. Starting in 2017, BMR stores will gradually be segmented into four banners.

Kent buys up Central Home Improvements: Central’s seven Nova Scotia stores were added to Kent’s existing network of 43 stores throughout Atlantic Canada at the beginning of this year. A year ago, Central’s Steve Smith went on record denying any notion that his company was being sold, but others considered it the worst-kept secret in Atlantic Canada.

Castle buying expo has a winning formula: We had an invitation to see first-hand what all the excitement was about concerning Castle’s regional buying shows. These “speed-dating” events put vendors face to face with every single dealer in attendance—a winning formula for both sides.

Orgill consolidates buying functions: The Memphis-based hardlines distributor announced the consolidation of all purchasing functions to its Memphis home office. The move closed down the buying office at Orgill’s Canadian operation in London, Ont.

Readers’ interest in personnel changes reflects the importance of the personal side of the business: Formerly the number two at Home Depot Canada, Gino DiGioacchino had moved to bigger and better things at Walmart. When he left Walmart in early June, the news drew lots of eyeballs. His move came only days after RONA EVP Luc Rodier told HARDLINES he was leaving, and a month after Robert Dutton, former president and CEO of RONA inc., joined the board of La Coop fédérée.

Lowe’s buys RONA: That was our single biggest headline of 2016. The news went live on February 3 at 7:18 p.m., and had attracted thousands of readers within hours.

Home Hardware co-founder Walter Hachborn dead at 95: This story touched hearts across Canada—and well beyond—as we got comments and emails from round the world about the loss of this industry giant, who passed away just before Christmas.

(HARDLINES readers get breaking news as it happens. But are you subscribed to our free Daily News Service? Yes, it’s free! Click here right now to sign up!)                  

back to top

______________________________________________________________________

______________________________________________________________________

CITT upholds gypsum tariff, stands by dumping ruling

OTTAWA — Canada’s international trade regulator has upheld complaints made by domestic drywall manufacturers about the dumping of U.S. gypsum in the Western provinces.

The Canadian International Trade Tribunal found the dumping injurious to the domestic industry and recommended imposing final duties, putting an end to the provisional duties which have been collected to date.

In an olive branch to the community of Fort McMurray, where fears have been voiced that the finding could lead to higher construction costs, the tribunal suggested that the government could grant a special remission to alleviate the effect of the tariffs on rebuilding efforts in the wildfire-affected area.

The finding by the CITT is reportedly a recommendation only. The Tribunal will issue the reasons for its findings and recommendations on January 19, 2017. A final ruling is expected to be made by Finance Minister Bill Morneau.

back to top

_________________________________________________________________

Stanley Black & Decker to buy Craftsman brand from Sears

NEW BRITAIN, Conn. & HOFFMAN ESTATES, Ill. ― Stanley Black & Decker has announced it will purchase the Craftsman brand from Sears Holdings. The company will acquire the rights to develop, manufacture, and sell Craftsman-branded products outside of Sears stores in the U.S. and in other countries.

Sears Holdings will continue to sell Craftsman products, sourced from existing suppliers, through its current retail channels via a perpetual license from Stanley Black & Decker. For the first 15 years, the license will be royalty free, then 3% thereafter.

Under the terms of the acquisition, Stanley Black & Decker will pay Sears Holdings $525 million at closing and $250 million at the end of year three. Annual payments will then be made on new Stanley Black & Decker Craftsman sales through year 15 (2.5% through 2020, 3% through January 2023, and 3.5% thereafter). The net present value of all these cash payments is about $900 million. 

Currently, about 10% of Craftsman-branded products are sold outside of Sears Holdings―much of that through Ace Hardware in the U.S. Those sales were valued at about $200 million in 2016. Stanley Black & Decker intends to significantly increase sales of Craftsman through retail, industrial, and online channels.

The news comes on the heels of further closures of Sears stores across the U.S. and another cash infusion by Sears CEO Eddie Lampert (see Supplier News in this issue. ―Editor). Sears has reduced its store count by 60% over the past six years.

back to top

______________________________________________________________________

Canadian retail looking up in 2017: Desjardins

TORONTO — Canadian retail is looking at a strong year, according to a new forecast from Desjardins Securities. Growth in the GDP and employment will be a boon to retailers, and incursions from American competitors are less likely.

“The spectacular failure of Target in Canada and the collapse of oil prices are, in our view, the two primary reasons for this change in perception about Canadian retailing,” says the report by Desjardins’ Keith Howlett. “A few new retailers continue to enter Canada, such as Nordstrom, Saks, and Uniqlo, but generally in a tightly controlled and measured manner.”

At the same time, Sears’ continuing weakness will benefit an array of retailers, including Home Depot, Lowe’s, Canadian Tire, Sleep Country, Ikea, Leon’s, Brault Martineau, and Home Hardware for appliances. Likewise, the report says, its clothing business will likely be eaten into by Winners, Reitmans, Mark’s, Hudson’s Bay, Shoppers Drug Mart, Sephora, Walmart, and Real Canadian Superstore.

back to top

____________________________________________________________________

King Marketing has added to its ranks. In British Columbia, Jennifer King has joined as brand ambassador calling on Home Depot, RONA, and Lowe’s stores in the Lower Mainland and the northern part of Vancouver Island. In the Edmonton area, Nelson Villena and Donna Heidel will call on Home Depot, RONA, and Lowe’s stores in Northern Alberta. In Thunder Bay, Gerald Sas has joined in a part time capacity. In southwestern Ontario, Annette Cormier is now brand ambassador covering Home Depot, Lowe’s, and RONA stores. In the Ottawa region, Paula Wilkins joins King, bringing more than 20 years of experience in the retail and hospitality industries. In Quebec, Gilles Landry joins the team in the Montreal area.  

____________________________________________________________________

CLASSIFIED ADS

Sales Representative – DuPont Tyvek Specialist

We are currently looking for a dynamic and self-starting Tyvek® Specialist to represent our Alberta market.

You would be responsible for working with customers to identify, qualify and secure sales opportunities for our DuPontTM Tyvek® Weatherization Systems; develop, nurture and maintain close working relationships with key decision-makers; maintain a thorough and up to date knowledge of company products and services; develop new sales leads; as well as update and maintain the CRM system.

Position Responsibilities:

• Develop targeted sales plan for the territory. Manage and grow client relationships within the territory.
• Promote and sell Tyvek Weatherization Products and services in established sales territory. Focus on all segments to grow the business.
• Maintain timely and accurate data and records in sales records in CRM system.
• Provide training and education.   
• Identify and network with key market influencers.
• Provide feedback to corporate on market and industry trends, competitive data and regional building code changes.
• Continuing education required and provided by the DuPont Building Knowledge team.
• Requires the ability to travel as needed to cover the territory

Experience and Skills:

• Proven track record of high goal achievement and revenue building required.
• Three to five of experience in sales.
• Must be a self-starter, highly motivated and be able to work independently with minimal supervision.
• Strong interpersonal, time management and communication skills.
• Knowledge of Building Science and Building Codes an asset
• Understanding of local building market an asset
• Solid computers skills, particularly Excel, Word, Outlook and CRM software.

How to apply:
Send resume and cover letter to Darryll Penner
Email resume to: darryll.s.penner@dupont.com

_____________________________________________________________________

January 2, 2017 Volume

xxiii, #1

“Be at war with your vices, at peace with your neighbours, and let every new year find you a better man.”—Benjamin Franklin (diplomat, scientist, inventor, and writer, 1706-1790)

______________________________________________________________________
______________________________________________________________________

______________________________________________________________________

IN MEMORIAM: Walter Hachborn, founder of co-op hardware retail in Canada

SPECIAL REPORT — It is nothing less than the end of an era. Walter J. Hachborn, founder of Home Hardware Stores and the man who brought the co-op hardware model to Canada, has died.

He passed away on the morning of December 17 at the age of 95. Yet his legacy looms large over the Canadian retail landscape. Though Hachborn had not been involved actively with the company for many years, his imprint on it—and on this industry—endures.

Hachborn was born in Conestogo, Ont., but moved with his family at the age of four to nearby St. Jacobs, the town with which he would become synonymous. The Hachborns lived behind Gordon Hollinger’s hardware store, where the young Walter got his start in the industry as a stock boy at the store at the age of 17, earning $8 a week. A decade later, after Hollinger’s death, Hachborn took over the store with partners Henry Sittler and Arthur Zilliax.

In 1956, Hachborn read an article in a U.S. trade magazine, Hardware Age, that would change everything. The article outlined a dealer-owner model for retail and he was convinced it could be imported into Canada. In 1964, Hachborn and Sittler founded what would become Home Hardware, beginning with just 108 stores. Today, the co-op boasts almost 1,100 stores across Canada.

The tiny town of St. Jacobs sits squarely in the middle of Southwestern Ontario’s large Mennonite farming community. Though not a Mennonite himself (he was an active Lutheran), Hachborn’s work ethic reflected much of the old world character of the region. He steered the company for the first 25 years of its existence with a firm hand and a warm smile. He retired from active involvement in the day-to-day business in 1988 and retained the title of President Emeritus.

But despite stepping back, he remained the face and personality of Home Hardware, a familiar sight at every dealer market, greeting dealers with a seemingly limitless ability to recall names, family members, and store locations. He remained a fixture at the markets until just a couple of years ago, as his health continued to deteriorate.

Hachborn was predeceased by his wife, Jean Marie (née Brown), a former township councillor, in 2014. The pair served on the board of St. James’ Evangelical Lutheran Church in St. Jacobs. He served on the board of directors of Wilfrid Laurier University, and Jean Marie on that of its affiliated Waterloo Lutheran Seminary. Hachborn believed that good ethics also made for good business. He was a regular volunteer on Habitat for Humanity builds, including one in Kentucky with former U.S. President Jimmy Carter.

Hachborn received a number of accolades during his lifetime, including an honorary Doctor of Laws degree from Laurier in 1985. Four years later, he was inducted into the Canadian Hardware Hall of Fame. Hardware Merchandising magazine named him Hardware Retailer of the Century in 1999. He was appointed a Member of the Order of Canada in 2000, and received the Queen’s Golden Jubilee Medal in 2003. In 2007 the Retail Council of Canada conferred on him a Lifetime Achievement Award in recognition of his business and community leadership, and in 2015 he was inducted into the Order of the Business Hall of Fame.

Walter J. Hachborn is survived by his children, Susan Heard, Elizabeth Hachborn, and Bill Hackborn, and five grandchildren.                       

back to top

______________________________________________________________________

______________________________________________________________________

Mark your calendars: a year ahead of learning and networking with Hardlines

WORLD HEADQUARTERS, Toronto — Meetings with key buyers, networking with top executives, and major research initiatives to keep you better informed than ever are among the activities you can expect from Hardlines in 2017.

Be sure and mark your calendars for these important events:
February 16, 2017: Canada Night at the Orgill Dealer Market in New Orleans. This is a dealer-only event, with limited space for sponsoring vendors. Contact us if you’d like to get face to face with 250-plus dealers at this one!

April 26, 2017: Meet the Buyers Breakfast. Vendor-only event. Details to come, but we promise some great retail decision-makers at this one.

May 9 to 11, 2017: National Hardware Show in Las Vegas. Just be there. We will, and so will most of the Canadian industry.

June 21, 2017: Retail Conditions Breakfast Seminar. We release our annual Hardlines Retail Report, with top-line data unveiled and a chance to get the inside scoop on some of the changes going on in the industry (plus an incredible deal on the Retail Report itself for attending!).

August 24, 2017: Canada Night at the Orgill Dealer Market in Boston. This is a dealer-only event, with limited space for sponsoring vendors. Contact us if you’d like to get face to face with 250-plus dealers at this one!

September 13-15, 2017: The Second Annual Home Improvement eRetailer Summit in Orlando, Fla. After the success of this inaugural event, we have many of North America’s top eRetailers lined up to join us next year. Other retailers will want to learn from these business leaders and vendors will most definitely want to develop more business with them. Confirmed attendees include Sears.com, HSN.com, and Organizeit.com. Contact bev@hardlines.ca for more info.

November 14-15, 2017: The 23rd Annual Hardlines Conference. This is it—the big one. We’re holding it again in Niagara Falls, so please join us for two incredible days of learning and networking with some of the world’s leading retail experts. Plus, the Outstanding Retailer Awards will honour some standout retailers on the evening of the 14th!

back to top

_________________________________________________________________

Home Depot and Lowe’s say Canadian stores are pulling their weight

SPECIAL REPORT ― Even though they are the number-one and two retailers by sales in this country, the Canadian divisions of Home Depot and Lowe’s are small divisions for their parent companies, often with more than their share of challenges given their international status. Yet both businesses are flourishing here, despite a comparatively slower economy north of the border than in the U.S.

In a call to analysts following the release of its third-quarter results late in 2016, Home Depot chair and CEO Craig Menear admitted that the market has been slow in parts of the country, but was pleased overall with the Canadian performance.

“As it relates to Canada, clearly what you’ve seen in Canada and what we’ve experienced is in the provinces of Alberta and in Saskatchewan, where they’re more dependent upon energy. Clearly we have seen pressure there that we haven’t seen in the balance of the country. But the team has worked hard to offset that pressure and grow the business overall,” Menear said, adding that “we’re very pleased with our business in Canada and the team has done an amazing job to offset that pressure in the West.”

While Home Depot does not break out its Canadian sales, Menear did admit early last year that sales here exceed $7 billion.

For Lowe’s, the addition of RONA’s sales were represented for the first time in its Q3 results. According to Bob Hull, CFO at Lowe’s, RONA will be included in Lowe’s comp sales calculation starting with the second quarter of 2017.

Lowe’s enjoyed a healthy 9.6% increase in sales in its third quarter. Approximately $900 million, or 6.3% of that sales growth, came from RONA. Total average ticket increased 2% to $68.68. The sales increase was driven by the addition of RONA, and an increase in comp sales and new stores. Lowe’s opened a dozen stores in Canada last year and combined sales following the takeover of RONA amount to more than $6.6 billion.

Lowe’s expects RONA to punch above its weight for year-end 2016. “We now expect a total sales increase of 9% to 10% driven by a variety of factors,” said Hull. “First, we are forecasting a comp sales increase of 3% to 4%. Second, we expect RONA to contribute 4% to sales growth.”

While neither as large nor as dramatic as the results from their domestic sales, the performance of the Canadian stores remains important to both Lowe’s and Home Depot. And the RONA business is already having a positive impact on Lowe’s topline and same-store performance.

back to top

______________________________________________________________________

“Dynamic” pricing practices on the rise for online retailers

TORONTO — Retailers are increasingly turning to “dynamic pricing” practices to manage online sales. This practice customizes prices on an ongoing basis, based on a variety of factors including timing, supply and demand, and the customer’s location and purchase history.

As the Toronto Star reports, this trend, also referred to as surge pricing, brings retail up to speed with already established developments in other industries. “Retailers are very much emulating where travel went five or 10 years ago,” said Jenn Markey of the retail data analysis firm 360pi. “In the electronics sector on Amazon, we’ve seen a price change eight times, nine times in one day.”

While experts tend to welcome the trend, they acknowledge that the practice, which is unpopular among consumers, needs to be handled in a way that doesn’t undermine confidence. Sears Canada announced this summer that it would revise prices on a daily basis for appliances and mattresses, with the option of branching out into other product categories later.

Walmart Canada insisted through a spokesperson that it differentiates prices only on a regional basis. “We don’t adjust prices frequently throughout the day for an item—we lower prices, online and in-store simultaneously,” said Alex Roberton, spokesperson for Walmart Canada. “Typically this is done overnight.”

back to top

____________________________________________________________________

Gary Hamilton is about to retire. The outgoing president of the Western Retail Lumber Association has been in place since taking over the WRLA in December 2002. His replacement is Liz Kovach, who was formerly president of the Manitoba Camping Association. Hamilton is assisting with her transition and will exit at the end of this month, following the WRLA’s Buying Show in Calgary, January 18 to 20. Until then, you can reach him at ghamilton@wrla.org or mobile: 204-791-5370. Liz can be reached at lkovach@wrla.org or 1-800-661-0253 ext. 1. 

____________________________________________________________________

CLASSIFIED ADS

Sales Representative – DuPont Tyvek Specialist

We are currently looking for a dynamic and self-starting Tyvek® Specialist to represent our Alberta market.

You would be responsible for working with customers to identify, qualify and secure sales opportunities for our DuPontTM Tyvek® Weatherization Systems; develop, nurture and maintain close working relationships with key decision-makers; maintain a thorough and up to date knowledge of company products and services; develop new sales leads; as well as update and maintain the CRM system.

Position Responsibilities:

• Develop targeted sales plan for the territory. Manage and grow client relationships within the territory.
• Promote and sell Tyvek Weatherization Products and services in established sales territory. Focus on all segments to grow the business.
• Maintain timely and accurate data and records in sales records in CRM system.
• Provide training and education.   
• Identify and network with key market influencers.
• Provide feedback to corporate on market and industry trends, competitive data and regional building code changes.
• Continuing education required and provided by the DuPont Building Knowledge team.
• Requires the ability to travel as needed to cover the territory

Experience and Skills:

• Proven track record of high goal achievement and revenue building required.
• Three to five of experience in sales.
• Must be a self-starter, highly motivated and be able to work independently with minimal supervision.
• Strong interpersonal, time management and communication skills.
• Knowledge of Building Science and Building Codes an asset
• Understanding of local building market an asset
• Solid computers skills, particularly Excel, Word, Outlook and CRM software.

How to apply:
Send resume and cover letter to Darryll Penner
Email resume to: darryll.s.penner@dupont.com

_____________________________________________________________________

December 19, 2016 Volume

xxii, #47

“What I don’t like about office Christmas parties is looking for a job the next day.” —Phyllis Diller (1917-2012, American stand-up comedian, actress, and voice artist.)

______________________________________________________________________

A Holiday Message from TEAM HARDLINES: All of us at the World Headquarters would like to extend our sincere wishes for a safe and happy holiday to you and your loved ones. Remember, there’s no issue next week. See you January 2! —Margaret, Sigrid, Katherine, Maggie, David, Beverly & Michael

______________________________________________________________________

______________________________________________________________________

BMR classifies its stores with new banner options

BOUCHERVILLE, Que. — Groupe BMR has unveiled a new banner strategy for its member dealers. Starting in 2017, BMR stores will gradually be segmented into four banners. The aim, says the company, is “to better serve customers” and “position dealers to reflect their specific expertise.” BMR will cover the costs of the conversions for dealers.

The banners will be as follows:

• BMR Extra will be used by the group’s big box stores, offering a wide selection of products and services.
• BMR Expert is designed for building centres that offer a wide variety of building materials and cater mainly to contractors.
• BMR Express will identify smaller hardware stores, whether local or in small towns, that hold everyday hardware products and provide customers with personalized service.
• BMR as a standalone banner will be used on home centres that cater to the general DIY customer with a mix of hardware and building materials.

While all BMR stores will benefit from the new banners, the group’s Unimat-bannered dealers will be unaffected. BMR says it will retain about 60 Unimat dealers in its network.

Along with the new classifications, BMR has developed a new exterior signage façade, which aims to be more streamlined and modern than its predecessor. The program will be available for all 325 of BMR’s hardware and building supply stores in Quebec, Ontario, the Maritimes, and Saint-Pierre et Miquelon.

(Click here to see the full lineup of new banner logos. —Editor)

back to top

______________________________________________________________________

______________________________________________________________________

RONA conversions, support for affiliates all part of Lowe’s growth strategy

BOUCHERVILLE, Que. — Lowe’s Canada has big plans for both its legacy Lowe’s banner and for the RONA banner it acquired last spring. That includes the conversion of some 40 existing RONA big box stores to the Lowe’s format, 23 of them outside Quebec, starting in spring 2017.

The conversion of RONA stores within Quebec, meanwhile, is hampered by systems software conversion, which won’t be resolved earlier than 2018. By 2019, another 17 big boxes in Quebec are slated for conversion.

Speaking to the media six months after Lowe’s acquisition of RONA, company president Sylvain Prud’homme and EVP Alain Brisebois laid out a multi-banner strategy aimed at more consistently meeting customer expectations.

Under the plan, the Lowe’s banner will serve the big box segment, with RONA stores being primarily mid-sized proximity stores and smaller neighbourhood dealers represented by Ace. This strategy is not a “pure model,” but will provide a guideline for how stores will be structured to offer customers a range of options designed to meet the needs of different demographics. Some smaller RONA stores, for example, are reluctant to trade in their long-standing banner for Ace. Ace dealers, who have smaller stores, are also a priority, says the company.

RONA intends to support the dealer growth with enhanced distribution services for its affiliate dealers.

In fact, the RONA brand has been fingered as a key driver of growth for Lowe’s Canada. “We have begun to reposition the RONA banner, with the goal of making the banner the number-one retailer in the proximity store market—small and medium surfaces—which currently accounts for about 56% of the home improvement market in Canada,” said Prud’homme.

back to top

_________________________________________________________________

Home delivery from Home Depot stores still to come in Canada

ATLANTA — Home Depot is staking a lot on blending its online business with its extensive bricks-and-mortar footprint throughout North America. That represents more than 2,000 stores in the U.S. and Mexico, and another 182 in Canada.

During the past several months, the company has been rolling out a new delivery service that lets people who are ordering online have their purchases delivered right to their homes. It’s now in about 1,600 stores and, according to the company, the program has resulted in double-digit growth in deliveries. About half of that growth is believed to be from incremental sales. The service is seen as a way to grow both the pro and DIY sectors of the business.

However, it has yet to come to Canada.

The Canadian operation considers the investment in interconnected capabilities “one of our top focuses,” says Emily de Carlo, a spokesperson for Home Depot Canada. “At this time, the BODFS or ‘buy online deliver from store’ program has not been implemented yet in Canada and is still in its planning phase. When the project does launch for the Canadian market, it will serve both our DIY and pro customer bases to create a frictionless customer experience end-to-end.”

No timeline was given for when home delivery from Home Depot stores would be available in Canada.

back to top

______________________________________________________________________

Canadian Tire squeezes lower prices for products to drive sales

TORONTO — Canadian Tire is looking for ways to drive efficiency and sees improved margins and same-store sales growth drivers for improvements. According to Stephen Wetmore, the company has been concentrating on products, revenue, and the nature and timing of promotional activities.

In a call to analysts following the release of the company’s third-quarter results, Wetmore referred to “some really hardcore initiatives to drop our pricing to get better products” that includes selling higher-quality products, but at lower prices. The products are being tested and evaluated to ensure good quality, while pricing goes back to what Wetmore called “excellent sourcing.” He also referred to the importance of getting the correct mix of product by season, by month, and by category.

Private label plays an important role for Canadian Tire stores, as well. A range of lines that are exclusive to Canadian Tire and sourced directly from Asia include power tools, camping, outdoor living, and décor categories. “…[N]ow we can control them from manufacturing to shelf, [which] allows us to have control in terms of costs, but quality across the board, as well.”

Wetmore added that the company has to deliver on product quality, noting that initiatives like the “Tested in Canada” campaign, which has regular Canadian Tire customers trying out the products themselves, puts onus on the company to deliver.

back to top

____________________________________________________________________

At Taiga Building Supplies, Chris Jones will retire as VP, Allied Products, at month’s end. Jones got his start with the company in 1993 and since then has moved from overseeing roofing and insulation lines to his current position. Succeeding him will be Dave McNeil, currently VP Eastern Canada and National Accounts. McNeil, who joined the company in 2001, will combine his National Accounts responsibilities with the Allied Products portfolio. His role as VP Eastern Canada will be assumed by Bruno Jean, a 25-year veteran of the industry who has managed both of Taiga’s Quebec branches since 2010. Both appointments take effect on New Year’s Day.

At Dow Building Solutions, Martha Swinn, formerly national account manager for Canada, assumes the role of regional sales director for all markets in Eastern Canada. Swinn joined Dow Canada in 1991 and was named to her most recent position in 2012. David Kelly succeeds Swinn in the national account manager role. He joined the company in 1989 and was most recently senior account manager for the Ontario residential market.

Jon Louch has joined Condor Chemicals, a Drummondville, Que.-based company that manufactures roof vents, plastic cements, and coatings for flooring and foundations. As Ontario and Western Canada sales manager, he will be working with key accounts to build the company’s business in these regions. Louch was formerly with Exchange-A-Blade (now EAB) as national account manager in Ontario. (647-999-6634; jlouch@condor.pro)

____________________________________________________________________

CLASSIFIED ADS

Sales Representative – DuPont Tyvek Specialist

We are currently looking for a dynamic and self-starting Tyvek® Specialist to represent our Alberta market.

You would be responsible for working with customers to identify, qualify and secure sales opportunities for our DuPontTM Tyvek® Weatherization Systems; develop, nurture and maintain close working relationships with key decision-makers; maintain a thorough and up to date knowledge of company products and services; develop new sales leads; as well as update and maintain the CRM system.

Position Responsibilities:

• Develop targeted sales plan for the territory. Manage and grow client relationships within the territory.
• Promote and sell Tyvek Weatherization Products and services in established sales territory. Focus on all segments to grow the business.
• Maintain timely and accurate data and records in sales records in CRM system.
• Provide training and education.   
• Identify and network with key market influencers.
• Provide feedback to corporate on market and industry trends, competitive data and regional building code changes.
• Continuing education required and provided by the DuPont Building Knowledge team.
• Requires the ability to travel as needed to cover the territory

Experience and Skills:

• Proven track record of high goal achievement and revenue building required.
• Three to five of experience in sales.
• Must be a self-starter, highly motivated and be able to work independently with minimal supervision.
• Strong interpersonal, time management and communication skills.
• Knowledge of Building Science and Building Codes an asset
• Understanding of local building market an asset
• Solid computers skills, particularly Excel, Word, Outlook and CRM software.

How to apply:
Send resume and cover letter to Darryll Penner
Email resume to: darryll.s.penner@dupont.com

_____________________________________________________________________

December 5, 2016 Volume

xxii, #46

“Knowledge speaks, but wisdom listens.”

—James Marshall “Jimi” Hendrix (American rock guitarist, singer, and songwriter, 1942-1970)

______________________________________________________________________

HOLIDAY PUBLISHING SCHEDULE: We take a bit of a break during the holidays, so there will be no weekly edition of HARDLINES on December 12 or 26. The World Headquarters will remain open until December 22, however, as we put the finishing touches on the next issue of our sister publication, Hardlines Home Improvement Quarterly magazine, which gets mailed to more than 11,000 dealers across Canada. Our regular weekly schedule will resume January 2.

______________________________________________________________________

______________________________________________________________________

Home Depot and Lowe’s count on contractor sales

SPECIAL REPORT — While Home Depot and Lowe’s enjoyed strong third-quarter sales growth, both big box retailers acknowledge how important the contractor customer has been to that growth.

Home Depot reported positive comps across all merchandising departments during the latest quarter, which ended October 30. While both pro and retail customers drove that growth, the company admits that pro sales grew faster than DIY sales in the quarter.

“Our pro business continues to be driven by a strong offering of brands that pros demand, [and] consistent product innovation, as well as enhanced delivery and credit offerings to help them more efficiently manage their business,” said Home Depot Chairman, CEO, and President Craig Menear in his Q3 call to analysts.

Likewise, Lowe’s is investing heavily to woo contractors and trades. Expecting that “housing will continue to be a bright spot in the economy” for its U.S. business, Lowe’s CEO and chairman Robert Niblock said he expects the company’s contractor and pro business to keep growing. “Pro continues to outperform and we remain focused on deepening our relationship with this important customer,” he noted.

Like Home Depot, Lowe’s sees its focus on proprietary brands as an important driver of pro sales. Those brands include Marshalltown, which Niblock considers “a trusted pro brand,” as well as exclusive brands such as Hitachi and Bostitch pneumatic tools, Vaughan hammers, and its own private-label line of Kobalt tools.

At Home Depot, pro sales are driving big-ticket sales as well. Sales over $900 were the fastest growing for the company in the last quarter, most of that attributable to contractors. These large basket sales, which account for 20% of Home Depot’s overall turnover, were up 11.3% in the quarter. Other factors affecting big sales are heavy appliance sales and Home Depot’s services business. Other strong categories were commercial and industrial lighting, fencing, plywood, pressure-treated decking, and interior doors.

back to top

______________________________________________________________________

______________________________________________________________________

LBM sales stay strong amidst overall sluggish retail scene

OTTAWA — Total Canadian retail sales were up 3.0% in September 2016 versus a year ago, according to the latest real, not seasonally adjusted, numbers from Statistics Canada. While some press releases saw this as an improvement, according to retail analyst Ed Strapagiel, “it’s really not worth getting too excited about.”

He points out that 2016’s quarterly year-over-year sales gains: total retail in Q1 was up 5.6% and Q2 was up 3.8%, but the third quarter increased by only 2.0%. And, he adds, the trend lines don’t look good for Q4.

However, the building material and garden equipment-supplies sub-sector continues to perform well, remaining steady throughout 2016. Sales were up 7.0% for the latest quarter and up 7.2% year over year.

Strapagiel’s downbeat outlook for the fourth quarter should not impact the LBM side of this industry, as the holiday season is not necessarily a big driver of renovation and home improvement sales. That being said, Q4 tends to be slower historically for most dealers on the LBM side, while hardware and home centre dealers would look forward to an uptick, especially in housewares and power tools.

back to top

_________________________________________________________________

Ikea Canada cracks $2 billion in sales on double-digit growth

BURLINGTON, Ont. — Ikea Canada announced total sales of $2.05 billion in Canada for the financial year ending August 31, 2016, an increase of 14.2% on the previous year, marking its second year of double-digit growth.

The company claims it increased its market share in the furniture and home furnishings category by 1.0% to 9.4% in fiscal 2016, giving it the number-one share position in the that sector for the third consecutive year. Store sales grew by 12.7% over the past year, while online sales soared by 41.3%.

Acting President David McCabe attributes the success to staying focused on its customers and “really understanding how people live here in Canada and presenting our unique product range in a relevant and inspiring way.” Ikea has also been working to make the brand more accessible and available, he says, “and [we] are pleased that in the last year over 115 million customers visited either our bricks-and-mortar units or online platforms.”

In fiscal 2016, Ikea Canada kicked off a coast-to-coast expansion plan to double the number of stores by 2025. It announced a new store in Halifax, set to open in fall 2017. It also opened six pick-up and order points in new markets, and introduced its first “Collection Point” in Halifax, a pick-up station for online purchases operated by a third-party service provider. And investments were made into its e-commerce platforms in an attempt to provide a more seamless shopping experience across all channels.

back to top

______________________________________________________________________

Kent buys up Central Home Improvements

ST. JOHN — Central Home Improvements, a fixture in Nova Scotia since 1976, will become part of the Kent Building Supplies group of stores on January 1, according to founder Steve Smith. Noting that the company had reached “a crossroads,” Smith said in an email that “demographics are changing and with [that] has come greater pressures to invest heavily in infrastructure and technology in order to grow and expand.”

He was persuaded to sell to Kent, a division of J.D. Irving, in part because of the New Brunswick-based conglomerate’s roots and track record in the Maritimes.

The business, which is wholly owned by Smith, is part of the Central Group of Companies, along with Atlantic Windows, Central Truss, and a number of other companies related to residential and commercial real estate and land development.

Central has seven Nova Scotia stores, primarily in Northeastern Nova Scotia, with one location in Windsor. Stores range from big boxes in Stellarton, Antigonish, and Sydney; as well as small and mid-sized stores in Guysborough, Inverness, Windsor, and Port Hawkesbury. They will be added to Kent’s existing network of 43 stores throughout Atlantic Canada. The new owner has said Central’s current employees will keep their jobs.

back to top

____________________________________________________________________

Darryl Pollock is now product manager at Mitten/Ply Gem Building Products. He comes over from CanWel Building Materials, where he had worked for the past 15 years, most recently as national inventory co-ordinator. He reports to John Vukanovich, vice president, marketing at Ply Gem Canada.

Isabella Di Bratto has joined Rust-Oleum Consumer Brands Canada as brand manager reporting to Lawrence Genga, senior director, marketing and R&D. Di Bratto was most recently brand manager with Frank T. Ross-Weldbond. The appointment is effective today.

____________________________________________________________________

CLASSIFIED ADS

Sales Representative — DuPont Tyvek Specialist

We are currently looking for a dynamic and self-starting Tyvek® Specialist to represent our Alberta market.

You would be responsible for working with customers to identify, qualify and secure sales opportunities for our DuPontTM Tyvek® Weatherization Systems; develop, nurture and maintain close working relationships with key decision-makers; maintain a thorough and up to date knowledge of company products and services; develop new sales leads; as well as update and maintain the CRM system.

Position Responsibilities:

• Develop targeted sales plan for the territory. Manage and grow client relationships within the territory.
• Promote and sell Tyvek Weatherization Products and services in established sales territory. Focus on all segments to grow the business.
• Maintain timely and accurate data and records in sales records in CRM system.
• Provide training and education.
• Identify and network with key market influencers.
• Provide feedback to corporate on market and industry trends, competitive data and regional building code changes.
• Continuing education required and provided by the DuPont Building Knowledge team.
• Requires the ability to travel as needed to cover the territory

Experience and Skills:

• Proven track record of high goal achievement and revenue building required.
• Three to five of experience in sales.
• Must be a self-starter, highly motivated and be able to work independently with minimal supervision.
• Strong interpersonal, time management and communication skills.
• Knowledge of Building Science and Building Codes an asset
• Understanding of local building market an asset
• Solid computers skills, particularly Excel, Word, Outlook and CRM software.

How to apply:

Send resume and cover letter to Darryll Penner

Email resume to: darryll.s.penner@dupont.com

_____________________________________________________________________

Product Manager

Location: Brampton, Ontario or Blainville, Quebec

Full-Time

CanWel Building Materials Division is a leading Canadian wholesale distributor of building materials and home renovation products.

Through our 16 distribution warehouses across Canada, we provide a comprehensive range of building products to dealers, lumberyards, and home improvement centres.  Builders and homeowners use our products primarily in new construction, repair, and remodelling.  We carry a full line of structural, exterior, interior, and specialty products that provide quality and value for all types of projects. 

SUMMARY

Reporting to the National Director of Products and Marketing, the Product Manager is responsible for product planning and developing the marketing strategy for national and regional product lines.

For further position details, please go to the career section of our website: www.canwel.com

_____________________________________________________________________

General Manager 

Ontario

Full-Time