November 7, 2016 Volume

xxii, #42

“All wish to possess knowledge, but few, comparatively speaking, are willing to pay the price.”
—Juvenal (Roman poet, 1st & 2nd century AD)

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What’s hot for the holidays? Ask Home Depot Canada

TORONTO ― LED lighting, co-ordinated Christmas wrap and ribbons, and decorations inspired by the Canadian north were trending at a shindig last week to showcase the Home Depot Canada’s holiday product lines.

According to Dara Greenberg, seasonal and holiday décor buyer for Home Depot Canada, she and her team scour the globe for trends in Christmas, including attending the Christmas show in Cologne, Germany. And while Home Depot Canada works with its U.S. parent to some degree, she underscored that this year’s holiday lineup has been developed with Canadians in mind.

Greenberg talked enthusiastically about the potential of LED lighting, saying the company has “made a big investment to develop items that really work well.” She noted that “LEDs have evolved to the next level to have functionality.” That, she went on to explain, includes lights that can be programmed to light from the bottom up or top down, flash at different rates, and even change colours altogether.

Mixing old and new, strings of retro Edison lights featured flashing LED functionality, changing colours and flashing on and off in waves that can be controlled remotely.

When it comes to Christmas trees, Sylvain Larouche, the buyer for live goods―who is now moving over to outdoor power, by the way―said that with trees available in a range of sizes, from a couple of feet up to eight feet, customers can buy more than one, and even put some trees outside their homes for added decoration.

An interesting twist on an artificial tree aimed at condo dwellers and other tight spaces is one cut lengthwise down the middle so it can be pushed flat against a wall.

The innovations on display were rounded out by contemporary takes on classic themes, including nutcrackers, vintage car models, and big tree ornaments. The products are appearing in stores in time for the holidays and are already available online.

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TIMBER MART looks for ways to improve shipments and buys for dealers

LONGUEUIL, Que. — TIMBER MART is continually searching for ways to better serve its members, who consist of hardware and building supply dealers across the country. Bernie Owens, president of TIMBER MART, outlined some of these strategies recently at a breakfast meeting of the Canadian Hardware & Housewares Manufacturers Association.

Owens gave an overview of the evolution of the group since he took the helm and outlined what he regarded as some of the challenges facing independents. To help those independents compete more effectively, TIMBER MART has sought to improve the buying show experience. The group’s own show, he said, offers a better advantage through confidential show specials available only to dealers in attendance at the show. The group also provides an alternative in the form of a virtual buying show online platform, an industry first, he said, for North America.

Shipping costs will be further lowered, Owens said, as its key hardlines supplier, Orgill, will benefit from the addition of a distribution centre in Post Falls, Idaho, which will open next spring. This facility, he said, will be positioned to fulfill orders to members on the Prairies much more rapidly than Orgill’s existing London, Ont., and Surrey, B.C., facilities. The new centre will duplicate the inventory of the London DC. “Typically, the U.S. locations are very efficient,” he said, “and I expect it will be to the advantage of the dealers.”

Looking forward, Owens said his goal was to have LBM distribution in all regions, but added that caution and time were needed. “After I’m very comfortable that B.C. is growing, I truly think we need LBM distribution in every region,” he explained, “but it’s up to me to prove this is the way we’ve got to go,” noting that the board was still “a little gun-shy” following the sale of Chalifour.

He also urged vendors to maintain personal contact with stores, telling the audience to ensure they have “feet on the ground to support your sales.” Vendors, he said, have tended to focus on “distribution and large surface,” and they sometimes “have left the independents to the side.”

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eBay Canada: online is an opportunity for retailers both big and small

NIAGARA FALLS, Ont. ― How many Canadian retailers actually sell online? Only 13%. And Canadian retailers are behind the U.S. when it comes to e-commerce. Here, only 6% of retail sales come from online sales, while south of the border that number is 9%.

But Sumit Srivastava, who heads business development and merchandising at eBay Canada, believes Canadian retailers can do more. At the 21st annual Hardlines Conference, held in Niagara Falls, Ont., last month, he explained how his company can assist retailers to get set up and sell online. That includes making it easy for shoppers to access the online marketplace any way they wish.

“Omnichannel consumers today― their experience needs to be seamless across all channels.” With eight million customers per month, his company has a powerful presence online, which can provide a meaningful―and accessible―platform for retailers of all sizes. “eBay has one billion listings at any one time,” he noted. “And 57% of our sales are touched by mobile.”

But is the online space getting too crowded? He gave another sobering statistic to put this in perspective: “Only 8% of retailers consider e-commerce a priority,” which opens it up to the other 92% who are willing to make the plunge into the omnichannel world.

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Home Depot confronts Amazon with online strategies

NATIONAL REPORT — Home Depot’s technology and online business strategies are helping the company grow and compete in e-commerce, despite Amazon’s online retail dominance.

According to Forbes, Home Depot’s “largest and arguably most important investment has been the roughly $4 billion it will spend from 2016 to 2018 in improving the company’s e-commerce platform and physical stores, while bolstering the link between the two.”

The following techniques are being used by the big-box retailer:

• Giving customers the option to buy online but pick up products in store.
• Providing “customers delivery data and estimates based on their locations.”
• Managing orders through a system that “will help balance store and web inventories, as well as enabling buy-online, pick up in-store customers to choose the store with the shortest delivery time.”
• Offering an “easy-to-use website and mobile shopping platform that will make the customer experience more seamless and allow Home Depot to better collect customer data.”

An improving U.S. housing market is contributing to Home Depot’s successes there. And e-commerce remains a priority for Home Depot Canada, as well. Technology, ordering, and delivery strategies are among the reasons for Home Depot’s current growth trajectory, says the report in Forbes.

“Home Depot is using its wealth of data and tech-enhanced supply chain to get customers the products they want, at a price they’re willing to pay, all while ensuring that its inventory and shipping costs are as low as possible—a sure way to boost margins,” the article says.

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David Sparks, formerly national sales manager-Retail, Power Tools division at Robert Bosch, has moved to Freud Canada Inc., another Bosch company, as general manager. (david.sparks@ca.bosch.com; 1-905-364-5210)

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CLASSIFIED ADS

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With more than 20 years as the publication of choice, thousands of people in the Home Improvement Industry receive HARDLINES every week. A classified ad is the ideal means to promote your job posting needs. Whether you’re filling an unexpected opening or looking for top talent to grow your business, HARDLINES is your go-to place to reach people who match the skills and experience you seek.

For more information and a free quote, email Maggie MacKinlay at maggie@hardlines.ca or call 416-489-3396, extension 6.

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October 31, 2016 Volume

xxii, #41

“They that are born on Halloween shall see more than other folk.”

—Anonymous

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Industry leaders anticipate growth, with challenges, ahead

SPECIAL REPORT — A survey of attitudes of home improvement executives indicates that growth continues in the industry, despite macro challenges to the economy. One thing they all agreed on was that low energy prices have been the industry’s biggest challenge this year so far.

The largest concern retailers collectively listed was the economic conditions in Alberta and Saskatchewan. Steve Buckle, president of Sexton Group Ltd., says those two provinces represent more than 40% of his buying group’s purchasing volume in any given year. “That’s a big part of our picture, and it’s struggling greatly,” says Buckle.
Buckle says one of the toughest things for his members in Ontario and British Columbia, where they are actually experiencing a good amount of growth, is diminishing margins.

“The margin that our members are seeing continues to be challenged even in very good, strong marketplaces,” he says. “There’s just more competition out there and often the contracting firms and the home building firms are getting bigger and stronger and more demanding.”

Over at Home Hardware, Terry Davis, CEO of Home Hardware, echoes Buckle’s comments on the market in the Prairies. And he adds that other provinces, such as Newfoundland and Labrador, have also being impacted by the downturn—and it’s not necessarily just in energy-reliant businesses.

Tony Steier is the director of home and building supplies for Federated Co-operatives Ltd. (FCL). He notes that warm temperatures and lots of rain have only added to those economic concerns in the West. “The weather has been so unusual, it has affected business differently than in the past,” says Steier. In the face of these difficulties, shoppers are much more reticent to spend on items they don’t consider to be necessities.

Pascal Houle, CEO of Quebec-based BMR, echoes that sentiment. He adds that 2016 has been a year of consolidation, with the big news being the takeover of RONA by Lowe’s. The increasingly smaller selection of retailers has created “its own challenges in order to remain competitive.”

(This is an excerpt of the cover story in the latest issue of our sister publication, Hardlines Home Improvement Quarterly magazine. It’s in the mail now to 11,000-plus dealers and store managers across Canada. Click here to learn more about HHIQ!)

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Exclusive: TIMBER MART’s Bernie Owens talks to CHHMA members

LONGUEUIL, Que. — The Canadian Hardware & Housewares Manufacturers Association welcomed TIMBER MART President Bernie Owens as guest speaker at its fall breakfast seminar last week.

Addressing members at the Holiday Inn Montreal-Longueuil, Owens stressed the importance of independent dealers rallying under a flexible buying group to compete in a market that increasingly favours big boxes. He began by noting that he has experience from the vendor’s perspective. “As much as I’m on the buying group side of the fence,’ he told the gathering, “for 21 years I was on your side of the fence,” adding that he can relate to the challenges vendors face.

Owens gave an overview of the evolution of the group since he took the helm, recounting how a formerly loose cluster of regional banners learned to start “pulling in the same direction.” At the same time, he took pains to make it clear that in centralizing the direction of the company, its leadership has not sacrificed its flexibility in responding to diverse regional and local needs. Noting that member stores represent an array of formats and specialties—from gypsum dealers to lumber yards to garden centres—he acknowledged that there is no one-size-fits-all approach, and emphasized that TIMBER MART has “no cookie-cutter format to impose.”

Pointing to data from HARDLINES’ own Retail Report and a Washington Times report showing the decline in market share among independent hardware dealers in the U.S., Owens said he sees this trend extending to Canada. Membership in a buying group like TIMBER MART offers independent stores the kind of clout they need to compete with larger players, while respecting their independence and offering personalized support to stores.

He listed several ways the group keeps costs down for members—such as opting for a simple banner identity over a more expensive brand development, eliminating spot programs, and providing for pool buying and flexible shipping options. For example, he suggested, a local dealer may choose to serve as a pickup point for one or more neighbouring stores on a group order.

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Female panellists share insights at Hardlines Conference

NIAGARA FALLS, Ont. — The retail home improvement industry has long been a male-dominated industry. And while that is changing, is it changing fast enough? This question was examined by a panel of industry leaders—all women—at the 21st Annual Hardlines Conference.

The event, which gathered 165 people at the Sheraton on the Falls hotel in Niagara Falls earlier this month, was a forum for the latest ideas and intelligence on retail in general, and the direction of this sector in particular. The panel consisted of Sherri Amos, Director, Dealer Support, Home Hardware Stores Ltd.; Sara Clarkson, President, Storesupport Canada; Christine Joannou, Key Account Manger Retail Canada, MAAX Bath Inc.; and Jillian Sexton, COO of Hector Building Supplies, a TIMBER MART dealer in Pictou County, N.S. The panel was moderated by Beverly Allen, Publisher of Hardlines Inc.

Allen, who joined Hardlines almost 20 years ago, introdcued the panel by pointing out how much has changed in those two decades. Sexton from TIMBER MART reinforced that notion by saying that she prefers not to have to evaluate employees or customers on the basis of their gender. “I prefer to be gender blind now,” she emphasized.

Joannou of MAAX observed that home improvement has been rounded out over the years by the rise of housewares and décor, categories which traditionally cater to women. Allen reminded the audience of a survey conducted by ACNielsen for Hardlines in the early 1980s that determined that more than 80% of buying decisions about home improvements and renovations involve the woman in a household.

Retailers have to change how they cater to women, said Clarkson of Storesupport. Where she once loved to wander through a store, today her shopping tactics are much more targeted. “I am time-pressed, so I plan ahead before I step into a store,” she added. And she’s not the only one. Home Hardware’s Amos, a mother of four, said she always researches her purchases online so as not to waste any time in the store.

The service aspect of home improvement stores is a large part of helping customers successfully save time, Sexton added.

All the women on the panel made it clear that they don’t need to be treated differently from men. Yet opportunities abound for dealers who are imaginative, said Amos. Events in-store such as ladies’ nights can work well, if done appropriately.

For the future, all the panellists agreed that women need to be encouraged to build careers in this industry. Sexton summed it up when she said she looked forward to a future “where it’s an industry where everyone works in it and gender is not an issue.”

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LBM/L&G sector bucks retail trend with strong sales

TORONTO — Last week’s release of retail sales by Statistics Canada was full of mixed messages. For August, retail sales edged down 0.1% to $44.0 billion from the previous month, with lower sales at motor vehicle and parts dealers and general merchandise stores being the greatest contributors to the decline.

According to retail expert Ed Strapagiel, the bigger picture on retail in Canada is brighter. Total actual (not seasonally adjusted) retail sales were up 2.6% in August compared with a year ago. However, this rather modest gain was still an improvement compared to the prior month of July, he points out.

Retail overall is up 3.7% year to date. “That’s strong performance, especially considering that the gain for all of 2015 was just 1.7%,” Strapagiel says. “On the other hand, most of 2016’s gain so far happened in the first few months of the year.”

There is even more good news here for this industry: year-over-year sales by building material and garden equipment and supplies dealers were up 10.1%. In actual terms (not seasonally adjusted), sales were up 7.2% year over year, and up 7.3% year to date.

Strapagiel says this sector is not typical of retail in general, or where he sees retail going in the near term. “Home improvement and lawn and garden seems to be on a planet by itself,” he notes. “It’s bucking the trend.”

He notes that both housing and automotive are showing strength, “because those are not really bought. They’re financed. And with low interest rates, that’s pretty darned appealing.”

Strapagiel believes retail is at the top of a 12-month cycle and expects it to soften in coming months, citing factors such as lack of growth in the GDP, employment numbers, and even uncertainty around the upcoming election in the U.S. He anticipates that retail overall may grow by only 2.8% in 2016. “In short, Canadian retail is slowing down going into the final third of 2016 and the all-important holiday sales season.”

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Coast Distributors has announced the addition of Charles Cho to its outside sales force. Born and raised in British Columbia, Cho started his retail career in high school when his parents moved to Mission, B.C., where they owned a grocery store. From there, he worked at Safeway’s distribution centre for 15 years in Burnaby, B.C., then switching to the hardlines field, where he cut his teeth with King Marketing and RDTS.

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CLASSIFIED ADS

Make Hiring Easy with HARDLINES Classifieds

With more than 20 years as the publication of choice, thousands of people in the Home Improvement Industry receive HARDLINES every week. A classified ad is the ideal means to promote your job posting needs. Whether you’re filling an unexpected opening or looking for top talent to grow your business, HARDLINES is your go-to place to reach people who match the skills and experience you seek.

For more information and a free quote, email Maggie MacKinlay at maggie@hardlines.ca or call 416-489-3396, extension 6.

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October 24, 2016 Volume

xxii, #40

“A designer knows he has achieved perfection not when there is nothing left to add, but when there is nothing left to take away.”
—Antoine de Saint-Exupéry (French writer, poet, aristocrat, and aviator, 1900-1944)

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Outstanding retailers awarded during gala awards dinner at Hardlines Conference

NIAGARA FALLS, Ont. — The Canadian home improvement industry gathered last week to recognize its top retailers during Hardlines’ 2016 Outstanding Retailer Awards. The awards were part of a gala dinner that concluded day one of the 21st Annual Hardlines Conference, held in Niagara Falls, Ont.

Hardlines, the information service for the retail home improvement industry, again celebrated the industry’s finest from across the country, who were honoured in seven categories covering the range of hardware and home improvement retailing formats.

“There is something about each of this year’s winners that impressed the judges, not only for their business acumen and leadership skills, but for their ability to connect with their customers and their communities in a profound way,” said Michael McLarney, editor and president of Hardlines Inc.

The winners of the 2016 Outstanding Retailer Awards are:

• Best Hardware Store – Brantford Home Hardware, Brantford, Ont.;
• Best Building Supply/Home Centre under 15,000 square feet – Home Building Centre-Salmon Arm, Salmon Arm, B.C.;
• Best Building Supply/Home Centre over 15,000 square feet – Vanderhoof and Districts Co-op Home Centre, Vanderhoof, B.C.;
• Best Contractor Specialist Store – Sen Western Wholesale Lumber (TIMBER MART) in Vancouver, B.C.;
• Best Large Surface Retailer – RONA Home & Garden, Kelowna, B.C.;
• Young Retailer of the Year – Cindy Caron and Raphaël D’Amours, Quincaillerie Palmarolle (TIMBER MART), Palmarolle, Que.;
• Marc Robichaud Memorial Community Leader Award – Orillia Home Hardware Building Centre, Orillia, Ont.

The ORAs were founded more than two decades ago as a way to honour and recognize the finest retailers in the hardware/home improvement industry. This year’s winning entries operate their stores, motivate their employees, connect with their customers, and contribute to their local communities in ways that put them ahead of their peers and identified them as truly outstanding to the Hardlines panel of judges.

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Differentiate or die: lessons from the Hardlines Conference

NIAGARA FALLS, Ont. — Staying focused on the customer was a message that came through loud and clear at the 21st Annual Hardlines Conference.

The event, which gathered 165 people at the Sheraton on the Falls hotel in Niagara Falls, kicked off with Jay Heubner, president of Ace International, who warned the audience to “differentiate or die.” He stressed the importance of dealers staying focused on customer service, “because service is our only competitive differentiation.”

He also said the partnership in Canada with Lowe’s could be mutually beneficial, as the big box and traditional store both appeal to their own groups of customers.

Dan Tratensek, vice president of publishing at the North American Retail Hardware Association, provided the results of a recent poll of dealers in Canada and the U.S. The eye-opening findings identified how dealers are evolving their businesses and where they are looking to invest. Tratensek pointed out that the biggest growth categories by far for Canadian dealers are plumbing, paint and sundries, and lawn and garden-outdoor living.

Nicholas Couture is general manager of Gabriel Couture & Fils Ltée, a TIMBER MART dealer in Richmond, Que. He gave his grassroots story of growing up in the family business and being challenged now to grow it while maintaining the spirit and passion that typifies an independent operation.

While many of the presentations over the two days were devoted to the inexorable rise of online selling, one online leader gave some sobering statistics. Sumit Srivastava of eBay Canada told the delegates that only about 13% of Canadian retailers are selling online. However, online sales are expected to grow by 3% annually over the next three years, while bricks-and-mortar sales are forecast to grow by only 2.6%.

Along with top retail and economic speakers, the delegates at the Hardlines Conference benefitted from two days of networking, great food, and an incredible view of Niagara Falls. (We’ll announce the date and location for next year’s conference soon. Stay tuned! —Editor)

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Home Hardware real estate acquisition strategy aims to help dealers grow

ST. JACOBS, Ont. ― Part of Home Hardware’s growth strategy is to help and encourage its existing member dealers to expand their existing operations. That can be either by adding to an existing store, or moving to a new location and building a larger outlet, one that typically carries a full range of hardlines and LBM, often under the Home Hardware Building Centre banner.

To assist those dealers with that transition and to manage that kind of investment, Home is increasingly buying the land under those stores and leasing it back to the dealers.

The dealer-owned co-op has “a big annual capital fund to help dealers grow their business,” says Terry Davis, CEO of Home Hardware Stores. He adds that the fund can also help dealers buy real estate of their own. And Home will also be proactive, buying up real estate in various communities in a pre-emptive strike to keep competing banners from moving in.

While Home has always carried a small inventory of “corporate” stores, often to hold onto a site while searching for a new owner to take it over, it got into the real estate business more seriously first with the acquisition of Crown Stores, a Calgary-based chain of 55 home centres, in 1988. But with the takeover of Beaver Lumber in 2000, Home found itself with another 90-plus properties.

Davis says that by becoming the landlord for some of its dealers, it can remove some of the risks involved in managing the real estate and focus on running their retail businesses.

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Dealer associations announce formalized union under CRBSC umbrella

NIAGARA FALLS, Ont. — Leaders from each of Canada’s home improvement dealers’ associations met during the recent Hardlines Conference to formalize their union under an umbrella association, the Canadian Retail Building Supply Council (CRBSC).

Those associations: The Atlantic Building Supply Association (ABSDA), Quebec Hardware and Building Materials Association (AQMAT), Lumber and Building Materials Association of Ontario (LBMAO), Western Retail Lumber Association (WRLA), and the Building Supply Industry Association of British Columbia (BSIA), have been working behind the scenes to create a unified voice for the industry under the umbrella council. Each group will be an equal shareholder in CRBSC.

Richard Darveau, president and CEO of AQMAT, and current CRBSC chair, took the occasion of the conference, which had gathered 165 leaders from retail, wholesale, and vendor sides of the industry in one room, to announce the formalization of the CRBSC and its first board meeting, which took place following the conference itself.

“The potential force we will represent together is impressive,” Darveau told the group. “The total membership of our five associations is more than 3,000 retailers, more than 500 suppliers, and all the buying groups and distributors involved in the market.” He added that the drive to unify efforts is a direct response to the needs and desires of the retailers, buying groups, and suppliers in this industry.

Key initiatives of CRBSC will be to provide a forum that allows members to share ideas, information, and best practices for the betterment of the hardware and building materials industry in Canada. It intends to represent this sector before federal government authorities and to promote and defend the interests of its members by undertaking communication initiatives, taking policy positions, and offering educational activities.

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WANTED: VENDORS INTERESTED IN INCREASING THEIR E-COMMERCE SALES

We’re seeking vendors who want to meet top North American e-Retailers. HARDLINES is hosting meetings with senior buyers at the first-ever Home Improvement eRetailer Summit.

The eRetailer Summit, October 26-28, 2016 in Fort Lauderdale, Fla., has been developed to connect home improvement manufacturers and distributors with prominent online retailers who are interested in increasing online sales of home improvement products.

The Summit will provide a forum for eRetail leaders to share their vision and objectives with a select group of vendors, who will get face time and the chance to share strategies. The intimate environment of the eRetailer Summit will help all sides work better together to optimize the Internet as a distribution channel. Click here to see the full lineup of eRetailers confirmed so far: http://eretailersummit.com/.

This is an invitation-only event that will be held at the Hilton Fort Lauderdale Beach Resort, October 26 to 28, 2016 in Fort Lauderdale, Fla. Special Introductory rates for Hardlines Subscribers. Contact Beverly Allen: 1-647-880-4589 or bev@hardlines.ca.

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October 17, 2016 Volume

xxii, #39

“The important thing is not to stop questioning.”
—Albert Einstein (German theoretical physicist, 1879-1955)

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Lowe’s ups price for RONA with new offer to buy preferred shares

MOORESVILLE, N.C. & BOUCHERVILLE, Que. — Lowe’s Cos. says it has entered into a definitive agreement for the acquisition of RONA’s outstanding Class A preferred shares for $24 per share in cash. Lowe’s will make the purchase through its wholly owned Canadian subsidiary.

The latest offer is worth $165.5 million to the holders of the 6.9 million preferred shares. The initial offer from Lowe’s for RONA, which totalled $3.2 billion, included an offer of only $20 per share for the preferred shares. Those shares at the time were valued at $25, which left a lot of those shareholders opposing the deal outright. Lowe’s says the new offer reflects the company’s desire to simplify accounting around the RONA takeover—but it also means dividends would no longer have to be paid to the preferred shareholders.

RONA’s board of directors has unanimously approved the transaction and will hold a meeting for preferred shareholders to vote on the decision sometime in November. The deal needs approval by two-thirds of the shareholders to be accepted. However, Fidelity Investments Canada, a major holder of the preferred shares, has announced it will vote in favour of the sale.

If it goes through as planned, the deal is expected to be completed before the end of the year.

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Home Hardware ranked one of Canada’s top brands

ST. JACOBS, Ont. — Home Hardware Stores Limited has once again been recognized as one of the most influential brands in the country. According to this year’s ranking by Canadian Business magazine, Home Hardware came in at number two. Sports equipment and clothing company MEC (aka Mountain Equipment Co-op) held on to the top spot for the second year in a row.

The list of Canada’s Top 25 Brands is reserved for companies that connect most with their customers. An online survey asked approximately 1,500 Canadians to provide their opinions on key aspects of a company’s reputation, including the quality of its products and services, customer service, commitment to innovation, and community involvement. A score is then given to each brand based on the results. 

“We are extremely proud to be recognized as one of Canada’s top brands,” said Terry Davis, CEO, Home Hardware Stores. “Canadians know our brand stands for exceptional customer service, quality products, and expert advice.” The dealer-owned co-op climbed in the rankings from number 12 last year.

In the category of “Product and Service Quality,” Home Hardware took first place, with a 99.6% overall brand rating.

The list included companies from all sectors of business, including WestJet (number three) and Tim Hortons (number four). In the retail home improvement sector, RONA weighed in at 21st spot, down from 18 last year. Canadian Tire was number six, climbing seven spots from number 13 last year.

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Store management lessons: leading by example

SPECIAL REPORT — For Jillian Sexton, COO of Hector Building Supplies in Pictou County, N.S., leadership is about your actions. As a young girl, she worked her way up in the family business rather than walking into a management position. And she continually works to prove her commitment simply through her presence.

“I think showing up, being there, that’s really key,” says Sexton. “If we hold a big event on the weekend, I show up too. I’m not just asking them to go in and do things. I really think that’s the secret to both your customers and your employees feeling like you’re invested.”

Susan Robinson took over Fletcher Ace in Princeton, B.C., in 2012. She moved to the small community of 2,700 from the Lower Mainland, nearly three hours away. The resource-dependent town has changed a lot since a local mine reopened, but it still faces the challenge of isolation. Princeton is at least an hour and a half away from any major centres.

Robinson’s charitable efforts in town focus on addressing those needs. She says the store contributes to about 50 to 75 charities in a year, with a focus on medical-related support, since there are only a few doctors in town.

It’s easiest for staff to get on board when their boss is passionate about their work. That kind of enthusiasm is catching. As Kim Ytsma, from Alliston Home Hardware in Alliston, Ont., says, “When you lead by example, others will follow.”

(Our full article on leadership appears in the upcoming edition of our sister publication, Hardlines Home Improvement Quarterly magazine. Free to dealers across Canada! Click here to see a recent digital edition and subscribe yourself! —Editor)

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Canadian housing starts shoot up in September

OTTAWA — Housing starts climbed in September, rising 19.8% to 220,617 units, up from 184,201 units in August. Urban starts increased by 19.7% seasonally adjusted to 201,848 units, with the biggest gains in multiple urban starts, which were up 22.3%. However, single-detached urban starts showed healthy gains, as well, increasing by 14.5%.

“Housing starts were on an upward trend in September, as residential construction increased across the country, with the exception of Ontario, where the multiples segment softened to levels that are more consistent with household formation,” said CMHC Chief Economist Bob Dugan. “Quebec saw the largest gain in housing starts due to the development of new rental apartments intended for seniors.”

In September, the seasonally adjusted annual rate of urban starts increased in British Columbia, Quebec, the Prairies, and Atlantic Canada, but decreased in Ontario.

In the Greater Toronto Area, Canada’s single largest market, housing starts dipped to 30,232 units seasonally adjusted in September, down from 40,406 units in August. The decrease was mainly a result of fewer apartment starts. “September saw fewer apartment starts in Toronto than earlier in the year, slowing the overall housing starts trend in the GTA,” said Dana Senagama, CMHC principal market analyst for the GTA.

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The Western Retail Lumber Association has chosen a new president. Liz Kovach will take over managing the WRLA, effective November 14. She will replace Gary Hamilton, current president. A native of Winnipeg, Liz has dedicated the past 10 years to the non-profit sector, most recently as executive director for the Manitoba Camping Association and Sunshine Fund, whose mission is to send underserved children and youth to organized summer camp. Prior to that, she held senior positions with the Heart and Stroke Foundation and Folklorama.

Vince Morency has joined TSC Stores as category business manager for tools, power equipment, hardware, and automotive. He was formerly senior category manager at Orgill Canada.

At Armstrong Flooring, COO David Schulz is leaving the company. Just six months after a split from its parent company Armstrong World Industries, Armstrong Flooring will eliminate the COO role on its executive team, effective Oct. 15. He will receive a $1.26 million severance payment, plus a pro-rated annual incentive bonus. Formerly with Procter & Gamble, Schulz joined Armstrong in 2011.

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CLASSIFIED ADS

WANTED: VENDORS INTERESTED IN INCREASING THEIR E-COMMERCE SALES

We’re seeking vendors who want to meet top North American e-Retailers. HARDLINES is hosting meetings with senior buyers at the first-ever Home Improvement eRetailer Summit.

The eRetailer Summit, October 26-28, 2016 in Fort Lauderdale, Fla., has been developed to connect home improvement manufacturers and distributors with prominent online retailers who are interested in increasing online sales of home improvement products.

The Summit will provide a forum for eRetail leaders to share their vision and objectives with a select group of vendors, who will get face time and the chance to share strategies. The intimate environment of the eRetailer Summit will help all sides work better together to optimize the Internet as a distribution channel. Click here to see the full lineup of eRetailers confirmed so far: http://eretailersummit.com/.

This is an invitation-only event that will be held at the Hilton Fort Lauderdale Beach Resort, October 26 to 28, 2016 in Fort Lauderdale, Fla. Special Introductory rates for Hardlines Subscribers. Contact Beverly Allen: 1-647-880-4589 or bev@hardlines.ca.

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October 10, 2016 Volume

xxii, #38

“Life shrinks or expands according to one’s courage.”
— Anais Nin (author, essayist, and lecturer, 1903-1977)

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Hardlines Conference will unveil important new home improvement research

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SPECIAL REPORT — This year’s Hardlines Conference has a heavyweight lineup of retail speakers, including Ron Beal of Orgill, Jay Heubner of Ace International, Nicolas Couture, an important TIMBER MART dealer, and Robin Lee of Lee Valley Tools.

But this year’s event will also feature tons of data. Drawing on the theme, “Renovating the Art of Retail,” presentations will include results of a special study of millennial shopping and renovation habits. The Hardlines Conference takes place October 18 to 19 at the Sheraton on the Falls hotel in Niagara Falls, Ont.

Drawing on brand-new research sponsored by HARDLINES, Sean Copeland from the Parent Life Network will give delegates the scoop on how retailers can cater to the growing millennial demographic. From shopping habits and the brands they prefer to who they look to for renovation tips and their future home project plans, Copeland will fill us in on what these young, savvy shoppers seek from their hardware stores.

Dan Tratensek, vice president of publishing for the North American Retail Hardware Association, will present brand-new data regarding which areas of their business retailers are investing money and manpower. This NRHA survey will shed light on what challenges and opportunities take precedence for independent retailers on both sides of the border.

Al Meyers of Kalypso will weigh in on the importance of e-commerce and how retailers can deliver the omnichannel experience consumers have come to expect. What does it take to make your customer drive past your competition to buy from you? Drawing on his years of experience in retail planning, Meyers will tell us about the different approaches high-performance retailers are using to innovate—and stay afloat—in today’s tough retail environment.

Emceed by Mag Ruffman, acclaimed television personality of Road to Avonlea and ToolGirl fame, and located in Niagara Falls, Ont., the 21st annual Hardlines Conference will give you two days of business-building insights, networking, and some fun surprises.

(Hurry and register right now! Visit hardlines.ca/events/hardlines-conference.)

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TIMBER MART strengthens commercial dealer base in Atlantic Canada

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VAUGHAN, Ont. — TIMBER MART has signed a new dealer in Atlantic Canada. City Drywall Ltd., in Notre-Dame, N.B., is a specialty gypsum and roofing dealer, and the latest member to join the ranks of TIMBER MART’s commercial arm.

In business since 1973, City Drywall specializes in the sale of drywall, blue board, roofing, insulation, T-bar, and steel studs, as well as ceiling tiles and accessories to contractors, builders, and DIYers in the Moncton area. The business has four warehouses and retail space with 40 full- and part-time staff year round.

“As soon as we joined the group last month, we were able to take advantage of multiple buying programs in our key categories and saw immediate value,” says Ricky Boucher, owner of City Drywall. “We were looking for a buying group who could offer us better buying and connections to more vendors—and we found it.”

City Drywall is the second commercial member for TIMBER MART in Atlantic Canada, “which will,” says Mark Finucane, vice-president of TIMBER MART’s commercial division, “strengthen our commercial arm in the region and fortify our national dealer network.” The other member is Coastal Drywall, which has three locations, in Dieppe and Hanwell, N.B.; and in Dartmouth, N.S. The business is owned by the father-and-son team of Claude and Marc Comeau.

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Home Hardware dealers enjoying strong sales as co-op looks to urban growth

ST. JACOBS, Ont. ― With the arrival of autumn, most dealers at the recent Home Hardware Fall Market reported that business was looking strong coming into the fourth quarter. Home Hardware CEO Terry Davis underscored that healthy outlook, while pointing out the regional differences in dealers’ experiences across the country.

In conversation with HARDLINES, he said that the oil and gas based markets, as well as Newfoundland and Labrador, which has been a source of workers for the Alberta oil fields, are down. And the province of Quebec is a bit slower than its neighbour in Central Canada, Ontario, to recover. But the rest of the country is generally strong.

While Home Hardware has long supported dealer growth in traditional hardware and building centre stores in largely rural and secondary markets, it is actively pursuing new areas of growth—which includes focusing more on urban stores. This market, historically most vulnerable to the big box invasion, has become a renewed opportunity, especially for hardware stores, as urban centres keep growing. Urban stores are establishing themselves as integral parts of neighbourhoods within cities such as Toronto and Vancouver.

One such store, a startup in Toronto’s Liberty Village, which is a condo development inhabited by a predominantly young, millennial demographic, opened just over a year ago. Under dealer-owner Todd Coffell, the store has flourished selling everything from kitchenwares and lighting to electric barbecues (gas and charcoal are banned from most high-rise condo balconies). Davis was also eager to share details of another new store, which opened in Vancouver’s Davie Village this past summer. Dealer-owner Jeffrey Ho already owns two other Home Hardware stores in the city.

Looking ahead, Davis said he is “much more optimistic about Home Hardware’s performance for 2016, after hearing from dealers at the show,” despite some anticipated headwinds: “I think the Canadian economy is not going to slow down before the end of the year.” And his dealers, he adds, expect business into the fall season to remain strong.

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Four top retailers keep growing as industry consolidation continues

SPECIAL REPORT — The large home improvement retailers in Canada just keep getting bigger. However, that consolidation has been accelerated by Lowe’s takeover of RONA earlier this year. As a result, the market share of just four retail groups got bigger than ever in 2015, according to the latest findings in a new report.

The latest Hardlines Retail Report reveals that Home Depot remains number one with sales exceeding $7 billion. However, Big Orange faces tough competition: Lowe’s $3.2 billion acquisition of RONA inc. moved Lowe’s Canada up into the number-two spot with combined sales of approximately $6.6 billion.

That merger also helped increase the overall heft of the Top Four retailers. Their collective sales at retail increased by more than 8% and their market share grew by more than 6% in 2015.

According to the Hardlines Retail Report, even though two U.S.-based companies now dominate the scene here, the number-three position is held by a group of independents. Through a combination of aggressive dealer recruitment, in combination with growth by existing dealers, Home Hardware Stores Ltd. maintains third place in the Top Four. Following in fourth place is Canadian Tire Retail.

(Find out how much the Top Four Retailers have grown—and are forecast to grow. Order the 2016-2017 Hardlines Retail Report, along with our incredible Hardlines Market Share Report, for a special low price! Click here to buy them both and save big! —Editor)

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Spectrum Brands Canada, which manages the Pfister and FORTIS plumbing brands, has appointed Emily Milford-Clare as associate national account manager for Spectrum’s Wholesale Plumbing division. She will be responsible for working with wholesalers, while establishing relationships with the builder community across Canada for Pfister and Fortis. Prior to joining Spectrum Brands, she worked as a retail sales specialist for Saint-Gobain’s CertainTeed Gypsum division, and at plumbing wholesaler Wolseley as a category manager and field marketing co-ordinator.

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CLASSIFIED ADS

WANTED: VENDORS INTERESTED IN INCREASING THEIR E-COMMERCE SALES

We’re seeking vendors who want to meet top North American e-Retailers. HARDLINES is hosting meetings with senior buyers at the first-ever Home Improvement eRetailer Summit.

The eRetailer Summit, October 26-28, 2016 in Fort Lauderdale, Fla., has been developed to connect home improvement manufacturers and distributors with prominent online retailers who are interested in increasing online sales of home improvement products.

The Summit will provide a forum for eRetail leaders to share their vision and objectives with a select group of vendors, who will get face time and the chance to share strategies. The intimate environment of the eRetailer Summit will help all sides work better together to optimize the Internet as a distribution channel. Click here to see the full lineup of eRetailers confirmed so far: http://eretailersummit.com/.

This is an invitation-only event that will be held at the Hilton Fort Lauderdale Beach Resort, October 26 to 28, 2016 in Fort Lauderdale, Fla. Special Introductory rates for Hardlines Subscribers. Contact Beverly Allen: 1-647-880-4589 or bev@hardlines.ca.

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HOME HARDWARE STORES LIMITED
RETAIL SALES AND OPERATIONS MANAGER – NOVA SCOTIA

About Home Hardware:

Home Hardware Stores Limited is Canada’s largest Dealer-owned cooperative with close to 1,100 Stores and annual retail sales of nearly $5.8 billion.  Located in rural St. Jacobs, Ontario, Home Hardware remains 100% Canadian owned and operated.  Home Hardware has received designations as one of Canada’s Best Corporate Cultures and Best Managed Companies and is committed to providing local communities with superior service and expert advice.

Job Description:

Responsible to the Director, Retail Operations Atlantic for the implementation of Home Hardware’s strategic growth plan, as well as, developing, expanding and supporting company programs in the area by providing store assistance, recommendations and standards, by encouraging profitable store expansion and growth, by seeking Dealer and company growth opportunities and initiatives in both new and existing markets and across all banners, and by making recommendations concerning product selections.
Assists and educates new and existing Dealer-Owners on Retail operations and Home’s Systems & Services.
Prepares and submits quarterly industry updates and objectives.
Evaluates stores on an annual basis.
Conducts Sales and Dealer meetings.
Visits Dealers on a scheduled basis providing guidance and assistance, serving as a liaison between them and Home Office and building strong valuable relationships with Dealer-Owners and store Staff.
Maintains an up-to-date knowledge in retail methods and systems.
Coordinates occasional direct ship buys between area stores.
Assist with special projects as requested.

Qualifications:

Results-oriented individual with a strong understanding of retail operations and the strategy needed to succeed in a highly competitive market.
Must be self-motivated, results-oriented and organized, with excellent time management skills.
Post-secondary education or equivalent.  Business financial knowledge would be an asset.
Retail or sales experience at a supervisory or managerial level.  Home Hardware experience preferred.
Willingness and flexibility to travel extensively and work varying hours.
Excellent communication and leadership skills.
Knowledge of Account Management an asset.
Good computer skills including MS Outlook, Word and Excel.
Successful applicant must be willing to locate centrally within the area.

Interested applicants, please submit your resume to:
Dayna Weber, Recruitment, Human Resources
hr@homehardware.ca

Fax: 519-664-4711
Phone: 519-664-4975
34 Henry St W, St. Jacobs, ON, N0B 2N0

*While we appreciate all applications received, only those to be interviewed will be contacted.

October 3, 2016 Volume

xxii, #37

“The highest and most beautiful things in life are not to be heard about, nor read about, nor seen but, if one will, are to be lived.”
—Søren Kierkegaard (Danish philosopher, poet, and social critic, 1813-1855)

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Exclusive with CEO Terry Davis: good gets great at Home Hardware

ST. JACOBS, Ont. ― At the recent Home Hardware Fall Market, dealers were generally, and sometimes surprisingly, consistent in their reports that business is up year to date. Against this positive backdrop, Home Hardware CEO Terry Davis spoke with HARDLINES about internal changes that are geared to driving the company, reflecting the latest market’s theme, “From good to great.”

Big changes in the marketing department indicate Home is keen to stay abreast of what the new customer looks like. That means encouraging new ideas and getting more analytical than ever before. Davis says the hiring of Rick McNabb, formerly with Cara Foods (Harvey’s and Swiss Chalet), as VP sales and marketing, is a big part of the refresh at the dealer-owned co-op. McNabb has been responsible for pushing Home Hardware to dig deeper into its numbers to best understand the motivations and habits of millennials, and for shaking up its advertising side (see story in this issue —Editor).

Davis points out that his efforts, since taking over in 2014, to enforce company standards among all dealers have been successful in securing a consistent image and brand among Home Hardware customers country-wide. He had a target of 42 stores to be terminated for choosing not to adopt what he calls Home’s standard operating procedures initiative. But new owners have been found for some of these stores.

“We want the stores to be well branded and live up to the expectations of customers. But we don’t want them to be cookie cutter,” he emphasizes. “Each dealer must be free to add their own personality.”

As for the notion of taking an already well-run company to another level of greatness, Davis is frank about business conditions. “The expectations of customers out there are getting greater and greater all the time. So it’s not good enough for dealers to work the way they always did. We have to keep pushing and pushing.”

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Hardlines Conference tackles challenges facing home improvement industry

SPECIAL REPORT — Drawing on this year’s theme “Renovating the Art of Retail,” the speaker line-up at the 21st annual Hardlines Conference is filled with innovators, retail leaders, and branding experts. It takes place October 18 to 19 at the Sheraton on the Falls hotel in Niagara Falls, Ont.

On the first day, audience members will hear from Jay Heubner, president and general manager of Ace International, on how the company equips its dealers to deliver on a promise of being the helpful hardware brand and how support will continue with its growing ranks of dealers in Canada.

Nicolas Couture, now the third generation of his family to work for Gabriel Couture & Fils Ltée, will tell the story of how the business grew from a modest shop with five employees to 50 employees and four TIMBER MART locations. Dustin Kaehr, a retail motivator, formerly with Do it Best, will then provide insights into how all stores can experience such growth—simply by keeping customer experience top of mind.

Audience favourites Aron Gampel from Scotiabank and Ibrahim Ibrahim of U.K.-based retail consultancy Portland, return to offer their predictions on the year ahead for the economy and the future of retail, respectively.  

On day two, Sumit Srivastava from eBay Canada and Al Meyers of Kalypso will weigh in on the importance of ecommerce and how retailers can deliver the omnichannel experience consumers have come to expect. Drawing on brand-new data sponsored by HARDLINES, Sean Copeland from the Parent Life Network will give us the scoop on how retailers can cater to the growing millennial demographic.

Finally, you won’t want to miss Ron Beal, Orgill’s president and CEO, who will update the audience on the company’s presence in Canada.

Emceed by Mag Ruffman, acclaimed television personality of Road to Avonlea and ToolGirl, and located in the heart of Niagara Falls, Ont., the 21st annual Hardlines Conference promises to be equal parts fun, thought-provoking, and educational.

(For full agenda and to register, visit hardlines.ca/events/hardlines-conference.)

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Home Hardware signs John St. as agency of record

ST. JACOBS, Ont. — After more than four decades with Morris Saffer Agency, Home Hardware Stores Limited has signed with a new advertising agency. John St. is a downtown Toronto firm (its address is, wait for it… 172 John Street—Editor) that provides a range of creative, design, and digital services with a client roster that includes Loblaws, Tangerine Bank, Maple Leaf Foods, Mitsubishi Motors, Shoppers Drug Mart, and Winners.

Home Hardware is legendary for its loyalty to suppliers—and that included Saffer, which in turn was instrumental in making Home Hardware one of the most recognizable brands in the country. But since the arrival of Rick McNabb, Home’s new vice-president, marketing and sales, the dealer-owned co-op has been confronting change on several fronts.

“We are proud of our accomplishments—strong brand attributes, recognizable brand awareness and a higher level of service that sets us apart from the competition,” says McNabb. “We want to build on that success story and reach a new generation of customers on the channels they use most often. We met with some of the most accomplished and talented agencies in the country, and in the end, we felt that John St. was best suited to meet our needs.”

John St. is an integrated ad agency that opened a Montreal office at the beginning of last year and was purchased by London-based holding company WPP in 2013. The search for a new agency took place during the past summer and was led by McNabb, who applied his experience as a senior executive with a history of working in the advertising world, both as a senior executive at Ted Bates Advertising Agency and as a former senior executive at Cara Foods.

“We were looking for specific things: strong brand and channel planning, strong digital, design and retail experience, a track record of powerful and insightful creative, and perhaps most importantly, a really good DNA fit,” explains McNabb.

Home Hardware will spend the fourth quarter of 2016 transitioning the account and hopes to have new work from John St. flowing in the spring of 2017.

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It’s time: recycled paint saves waste and budgets

BOUCHERVILLE, Que. — While traditional paint companies continue to count on trends and finishings to drive their sales, at Laurentide Paint, its Boomerang collection presents special marketing challenges. This line of recycled paints was originally acquired from Norman Maurice, a retired school principal in Victoriaville, Que., who developed a technique for making eco-friendly paints low in volatile organic compounds by remixing discarded returns with just 1% new paint.

Isabelle Huot, sales and marketing co-ordinator at Laurentide Re-sources, explains that marketing involves informing the customer. “Recycled paint isn’t ‘virgin’ paint, so people often need to be educated. Otherwise they’re afraid to buy it.” Consumers unfamiliar with the concept might, for instance, think it’s going to be “dirty” paint, she says.

The education pays off, however. “We’ve been doing two consumer shows a year, spring and fall. Now people know what it is.” And the values are hard to beat. Boomerang gets paint from Benjamin Moore and Sico, and even old Boomerang paint gets returned to create a third generation.

Because the “raw” material is already paint, overhead is cut dramatically. Returned paint is often high quality, as the cheaper stuff tends to get used up first time around. “If you have a lower budget for paint, you’re more likely to use all of it.”

(The full article on paint trends appears in the upcoming edition of our sister publication, Hardlines Home Improvement Quarterly magazine. Free to dealers across Canada! Click here to see a recent digital edition and subscribe yourself! —Editor)

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At All Weather Windows, Stephen Burgess has joined in the role of general manager for the company’s Ontario operations. Burgess brings a strong track record in the industry that includes Master Lock and Newell Rubbermaid. With this hire, says the company, All Weather reaffirms its commitment to the Ontario market. (sburgess@allweatherwindows.com; 905-696-1505)

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CLASSIFIED ADS

WANTED: VENDORS INTERESTED IN INCREASING THEIR E-COMMERCE SALES

We’re seeking vendors who want to meet top North American e-Retailers. HARDLINES is hosting meetings with senior buyers at the first-ever Home Improvement eRetailer Summit.

The eRetailer Summit, October 26-28, 2016 in Fort Lauderdale, Fla., has been developed to connect home improvement manufacturers and distributors with prominent online retailers who are interested in increasing online sales of home improvement products.

The Summit will provide a forum for eRetail leaders to share their vision and objectives with a select group of vendors, who will get face time and the chance to share strategies. The intimate environment of the eRetailer Summit will help all sides work better together to optimize the Internet as a distribution channel. Click here to see the full lineup of eRetailers confirmed so far: http://eretailersummit.com/.

This is an invitation-only event that will be held at the Hilton Fort Lauderdale Beach Resort, October 26 to 28, 2016 in Fort Lauderdale, Fla. Special Introductory rates for Hardlines Subscribers. Contact Beverly Allen: 1-647-880-4589 or bev@hardlines.ca.

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September 26, 2016 Volume

xxii, #36

“Only the mediocre are always at their best.”

—Jean Giraudoux (French diplomat and novelist, 1882-1944)

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Gypsum tariff is creating widespread shortages

NATIONAL REPORT — Following the imposition of a tariff on gypsum drywall sold in Western Canada, reports of shortages are coming in from as far away as Ontario.

Suppliers in Ontario have confirmed that product is being shipped out west, creating shortages locally. One supplier calls the current state of affairs “complete chaos” as builders and contractors look for new sources of supply.

They are also faced with huge increases in raw materials for jobs that would have been quoted on previous to the imposition of the tariffs. The Canadian International Trade Tribunal found reasonable evidence of gypsum dumping by U.S. suppliers selling into Western Canada and imposed the tariff on drywall imports to that part of the country. This action is increasing drywall costs by as much as 50 to 60%. As the only drywall producer with manufacturing in Western Canada, CertainTeed Gypsum Canada filed the original complaint in opposition to the dumping.

A spokesperson for Georgia Pacific, one of the suppliers required to pay the tariff to the Canadian government, said, “We intend to strongly oppose the imposition of these import measures. GP objects to Canadian government interference in the market,” adding that “we believe in a free market.”

Even though that market spans two borders, with built-in disparities in pricing and availability, the GP spokesperson said the prices paid by U.S. and Canadian customers “are comparable,” and that the tariff was extreme. “The tariff charges do not reflect the disparity in the pricing and regional differences.”

Home builders are speaking out, as well. “The scope of the anti-dumping investigation only considers the domestic market for drywall producers, not the impact on the rest of the industry and end-users,” said Kevin Lee, CEO of the Canadian Home Builders Association. “There was not sufficient attention paid to the unintended downstream effects of this decision or the implications for the public interest.”

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Home Hardware gets serious about the building materials department

ST. JACOBS, Ont. — Twice a year, at Home Hardware’s dealer markets, a model store up in the mezzanine of the company’s giant distribution centre showcases the latest merchandising. But one setup in particular is entirely new for the Home dealers: a program for lumber and building materials. Home Hardware CEO Terry Davis says the company has always been solidly focused on hardlines, but did not provide its dealers with a plan for setting up LBM in their stores.

Until now, when working with new stores, Home Hardware has typically drawn up a floor plan that has provided detailed planograms for the hardware and housewares departments. But building materials had been left up to the dealers themselves, who would often rely on their vendors to merchandise the sections.

Now that has changed, thanks to a deal struck with Burlington Merchandising & Fixtures Inc. “We said, now we’ve got to merchandise building materials the way we merchandise hardlines,” says Davis. “We’re taking the same kind of merchandising approach to LBM as we do for the rest of our products.”

The model store’s new section includes an eight-foot section with giant vertical “drawers” that have sample doors customers can pull out and examine. Plywood sheets get similar treatment, while moulding and even steel studs are displayed. To make the section as attractive as possible, project-oriented feature ends are used to catch customers’ attention and draw them to the products on the shelves.

According to Greg Thomas, general manager at BMF, two main sets have been developed, a convenience assortment for smaller stores and a dominant assortment. In each case, the LBM department is moved toward the front and centre of the store. As LBM becomes more important for the dealers, the move, he says, just makes sense.

“We used BMF’s experience in LBM to develop merchandised sets of LBM products,” explains Thomas. “In the model store we didn’t have the space to display a full set but we were able to present an example of how the products are best merchandised.  We installed our fixture systems and utilized specific accessories that have been created by BMF to better merchandise LBM products.”

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CertainTeed responds to industry concerns about gypsum tariff

SPECIAL REPORT — It may be a case of “don’t shoot the messenger.” CertainTeed Gypsum Canada pointed the spotlight on illegal dumping of gypsum wallboard in Western Canada, but the resulting tariffs are being blamed on CertainTeed.

In a statement issued last week, the company’s leadership says they are “disappointed and surprised at the recent call for boycotts of our drywall products.” The statement maintains that “dumping creates material injury to domestic manufacturers,” and that the company’s actions are “meant to stop this practice and bring a level playing field and fair competition to the Western Canadian marketplace.”

CertainTeed is trying to keep the issue focused on the letter of the law, which did indeed identify the occurrence of U.S. suppliers dumping product, i.e., selling it in Western Canada “at prices materially lower than those at which they are sold in the U.S.” This puts domestic suppliers at a disadvantage and threatens manufacturing jobs in the domestic drywall manufacturing sector.

The statement from CertainTeed points out that, “since the financial crisis in 2008, [we] are the only manufacturer to have kept all of our Western Canadian plants and operations open, while U.S. companies closed theirs.” CertainTeed has drywall plants in Vancouver, Calgary, and Winnipeg, and mines in Windermere, B.C., and Amaranth, Man.

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Building materials, lawn and garden all show healthy growth in 2015

OTTAWA — Sales at building material and garden equipment and supplies dealers rose 7.7% in 2015, the category’s largest sales gain since 2006. According to Statistics Canada’s annual review of retail trade, hardware and  lawn and garden products were up 8.6% in 2015, led by lumber and other building materials (+9.1%), and plumbing, heating, cooling, and electrical equipment and supplies (+13.0%).

According to the Consumer Price Index, the homeowners’ maintenance and repairs index grew by 2.8% in 2015, following a 1.0% increase in 2014.

Building material and garden equipment and supplies dealers increased their market share for hardware and lawn and garden products by 1.3 percentage points in 2015, while general merchandise stores posted a decline of 1.4 percentage points in the market share for the same commodity group.

Increases in home building contributed to stronger sales for the LBM sub-sector, with the number of new residential construction permits rising 1.1% in 2015.

Building material and garden equipment and supplies was also one of the sub-sectors that showed the strongest gains in hiring in 2015. Dealers increased staffing levels overall by 2.6% last year.

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Canadian Tire has promoted Greg Hicks to the new role of group senior vice president, consumer products and retail experience. In this role he will oversee the company’s general merchandise and automotive businesses and take on the responsibility for its store experience. At the same time, Oliver Horton has been promoted to SVP, general merchandising, and Andrew Davies to SVP, automotive. Both will continue to report to Hicks.

Robert Greene has joined Jacobs & Thompson Canada as vice president consumer products division. Previously, he held vice president roles at RCR International Inc.

Lowe’s Canada has appointed Antonio (Tony) Cioffi as senior vice president for administration and group financial officer. He was previously CFO at ADT Canada. In his new role, he will lead all finance-related activities, as well as analysis and reporting for company-wide operations, loss prevention, internal audit, corporate accounting, and credit treasury. He reports directly to President and CEO Sylvain Prud’homme for day-to-day business and has a direct line to Doug Jennings, group financial officer.

Bélanger-Upt has announced the appointment of Harry Kandilas as CEO. He previously served as CEO of American Standard Brands Canada. Kandilas is also a member of the Canadian Institute of Plumbing & Heating and the Canadian Home Builders’ Association.

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CLASSIFIED ADS

Position:  President – Soo Mill

Company Background

Soo Mill & Lumber Company Limited is a family owned business that was founded in 1915, and now has celebrated it 101st anniversary.  Soo Mill has two stores in Northern Ontario; one located in Sault Ste. Marie and one in Elliot Lake, combined employing 100 employees.  Soo Mill also operate a Truss Plant in Sault Ste. Marie focused on manufacturing trusses for residential and commercial building throughout Northern Ontario and the upper Michigan Peninsula.

Soo Mill has been recognized on multiple occasions for its strong community involvement and pro-activeness to help improve the communities they are involved in.  Soo Mill will continue to strive to increase their community participation as a partner.

Soo Mill is searching for its next President.

Reporting to the Board of Directors, the President of Soo Mill is responsible for the successful leadership and management of the organization according to the strategic direction set by the Board of Directors. The President has overall authority and accountability to ensure the appropriate systems, processes, policies, and staff are in place for Soo Mill to function effectively and safely, while recognizing and addressing risks to the organization and its stakeholders. As chief spokesperson, the President is also responsible for the ethical conduct of Soo Mill management and staff, internally and within the community.

The ideal candidate will bring the following professional attributes, experience and knowledge

• 7 to 10 years of executive management experience in a Building Materials & Supplies setting
• Strong experience reporting to, and working with, a Board of Directors
• Strong experience with building and maintain relationships with outside contractors
• Demonstrated leadership, team building and decision making skills
• Excellent negotiations, conflict resolution and consensus building skills
• Superior written and verbal communication skills
• Budgetary planning and financial management acumen
• Demonstrated ability to delegate, combined with performance management
• Demonstrated success at team building through accountability
• Senior management experience with a unionized work place is desirable
• Experience in retail, lumberyards and heavy equipment
• University or College degree, or equivalent experience

Contact and Application Process:

This search is being conducted by Credence HR, a HR recruitment and service group, on behalf of our client. To submit your resume, please visit: credencehr.ca/careers to upload your resume and cover letter for this position (in one document) by September 23rd, 2016.

For additional information please reach out to Chris Shamess at 705-256-9706.

We thank all applicants for applying, however, only qualified candidates selected for an interview will be contacted.

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JR. ACCOUNT MANAGER

Positec is a new breed of global company engaged in the manufacture and marketing of power tools, lawn and garden equipment and accessories, which are sold around the world to professional contractors and home improvement enthusiasts. Since its founding in 1994, Positec has achieved industry-leading growth and employs almost 4,000 people in 12 countries to become a truly global competitor in the power tool industry.

Positec is a company built on a passion for innovation, best-in-class customer care and a commitment to make a difference in the world.

Due to growth, we are currently seeking a Jr. Account Manager in Ontario, Canada

Positec is proud to offer world-class benefits, including:

• Competitive base salary
• Up to 3 weeks paid time off
• 401K with company match after 30 days of employment
• Work from home
• Growth opportunities
• Exposure and visibility to senior management to make a real voice of change

Position Summary                                                                              

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

Key Responsibilities

• Working with customers on a daily basis, responding to customer requests, coordinating with various internal departments and overseas offices to provide answers and solutions.
• Support the sales team in attaining sales targets. Communicate with sales team regarding the collection, analysis and evaluation of POS and inventory data be it on a weekly, monthly or annual basis.
• Assisting in the implementation of sales strategy as prepared by management including maintaining and completing customer quotes and sku databases, contributing to customer presentations and execution of account plans.
• Maintain customer websites to ensure accuracy and relevance.
• Develop and maintain Canadian market benchmark database for power tools and outdoor power equipment.
• Reevaluate work opportunities with assigned accounts, produce reports on progress and outline strategies for improvement.
• Attend customer meetings with senior account manager(s), provide summary notes and conduct all necessary follow up.
• Create professional, customized proposals to meet specific customer requirements in an efficient manner.
• Stay abreast of market conditions regarding products, product updates, service offerings and new technologies through various in-house digital tools and external resources such as weekly flyers.  Provide updates to sales team.
• Provide information and/or follow up with customer as requested.
• Handle and submit all customer required documents in a timely and accurate fashion.
• Preparing monthly, weekly or daily sales analysis, agreements, sales reports, and presentations.
• Manage supply chain requests and sales orders
• Collecting, analyzing, evaluating and accounting the information in order to increase productivity of sales.
• Maintaining an efficient work environment.

Education/Training

Completed post secondary degree or diploma, business degree preferred.

French Bilingual is a plus

Experience

2-5 years of Home Improvement Industry Experience.

Good level of knowledge of power tools and outdoor power equipment.

2-3 years of sales experience

Proven track record of meeting/exceeding sales goals

Forward resumes- kammi.parker@positecgroup.com

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HOME HARDWARE STORES LIMITED

RETAIL SALES AND OPERATIONS MANAGER – NOVA SCOTIA

About Home Hardware:

Home Hardware Stores Limited is Canada’s largest Dealer-owned cooperative with close to 1,100 Stores and annual retail sales of nearly $5.8 billion.  Located in rural St. Jacobs, Ontario, Home Hardware remains 100% Canadian owned and operated.  Home Hardware has received designations as one of Canada’s Best Corporate Cultures and Best Managed Companies and is committed to providing local communities with superior service and expert advice.

Job Description:

Responsible to the Director, Retail Operations Atlantic for the implementation of Home Hardware’s strategic growth plan, as well as, developing, expanding and supporting company programs in the area by providing store assistance, recommendations and standards, by encouraging profitable store expansion and growth, by seeking Dealer and company growth opportunities and initiatives in both new and existing markets and across all banners, and by making recommendations concerning product selections.

Assists and educates new and existing Dealer-Owners on Retail operations and Home’s Systems & Services.

Prepares and submits quarterly industry updates and objectives.

Evaluates stores on an annual basis.

Conducts Sales and Dealer meetings.

Visits Dealers on a scheduled basis providing guidance and assistance, serving as a liaison between them and Home Office and building strong valuable relationships with Dealer-Owners and store Staff.

Maintains an up-to-date knowledge in retail methods and systems.

Coordinates occasional direct ship buys between area stores.

Assist with special projects as requested.

Qualifications:

Results-oriented individual with a strong understanding of retail operations and the strategy needed to succeed in a highly competitive market.

Must be self-motivated, results-oriented and organized, with excellent time management skills.

Post-secondary education or equivalent.  Business financial knowledge would be an asset.

Retail or sales experience at a supervisory or managerial level.  Home Hardware experience preferred.

Willingness and flexibility to travel extensively and work varying hours.

Excellent communication and leadership skills.

Knowledge of Account Management an asset.

Good computer skills including MS Outlook, Word and Excel.

Successful applicant must be willing to locate centrally within the area.

Interested applicants, please submit your resume to:

Dayna Weber, Recruitment, Human Resources

hr@homehardware.ca

Fax: 519-664-4711

Phone: 519-664-4975

34 Henry St W, St. Jacobs, ON, N0B 2N0

*While we appreciate all applications received, only those to be interviewed will be contacted.