May 1, 2017 Volume

xxiii, #18

“Never thought that I could shake and groove it, now I’m a dancin’ fool.”
—Burton Cummings & Dominic Troiano (watch the Guess Who lip sync “Dancin’ Fool on ’70s Dutch TV. Worth it just for the outfits!)

______________________________________________________________________

Delroc weathers drop in Western economy, eyes further expansion in the East

VANCOUVER — With most of its stores in the West, it’s no wonder that the past couple of years have posed their challenges for Delroc Industries. But 2017 is shaping up to be much more positive for the Vancouver-based buying group. Already in the first quarter, says Delroc General Manager Dave Boyce, “It’s been relatively strong.”

Noting that sales by all members dipped over 2015 and 2016, as Alberta—and Calgary in particular—and Edmonton, as well, had a pretty rough 2016. “But it bottomed out last year,” he notes.

Another factor putting a damper on sales and margins has been the ruling on gypsum imposed by the Canadian International Trade Tribunal, which has resulted in big price increases and corresponding shortages in Western Canada. “It’s been pretty disruptive to the industry.”

In British Columbia, despite one of the snowiest winters in years, sales keep growing for his dealers, Boyce says. “The snow slowed construction at the beginning of the year, but it picked up in March.”

But while 29 of Delroc’s stores are in Alberta and 69 are B.C. (source: 2017 Hardlines Who’s Who Directory), the company has been slowly adding stores in the East. “We’re still a small player in Ontario and Atlantic Canada,” he admits—and expansion into Quebec is not in the cards. “We would need feet on the ground to recruit effectively in Quebec.”

But last year alone he has added some “solid, smaller dealers” in the East, three or four each in both Ontario and the Atlantic. “They’re not big players, but they’re good, entrepreneurial independents.”

Delroc can offer them competitive pricing, significant purchasing power (the buying group’s overall sales from all members exceeded $700 million last year, (according to the 2017 Hardlines Who’s Who Directory), and lean operating costs. And in an increasingly crowded field, “We can pass along savings to members and provide an alternative to Home Hardware, Castle, and the like,” Boyce says. “We are an option for these guys.”

He also believes there’s more room for Delroc in those markets. “I think there’s still room for growth in the East. It’s just about finding the right opportunities.”

back to top

______________________________________________________________________

______________________________________________________________________

With a push to continued expansion, Canac sets sights on Montreal

QUEBEC CITY — Count on Canac to open two stores per year for the next two or three years. According to Groupe Canac’s president, Jean Laberge, two stores a year suits his company’s capacity to build out additional locations.

For this year, he’s pleased to see stores going into Thetford Mines, Que., but more significantly, a store is opening this month in Granby, about an hour east of Montreal. Built at a cost of $5.5 million and employing about 85 people, the 60,000-square-foot store will be Canac’s 25th. Sales from the new stores have provided solid returns, helping drive Canac’s sales to almost $600 million in 2016 (source: 2017 Hardlines Who’s Who Directory).

“We are getting big growth from our new stores in new markets.”

The giant chain is considered one of the country’s largest independent home improvement retailers. And while Quebec City and environs have been the company’s base for years, it has gradually expanded down the eastern part of the province, and is steadily encroaching on the Montreal market. Exactly a year ago, it erected its first store in the greater Montreal area, in Beauharnois, southwest of the city on the south shore on Autoroute 30.

Next year, he plans to erect a store even closer to the island. “We hope to have a store in Montreal in 2018, on the south shore.” That store will be in St. Hubert, in Longueuil. After that, he says, the company will expand on the north shore. “Mirabel and Laval are also on the books.”

Also in 2018, Canac has confirmed a store in Pont-Rouge, in the west end of Quebec City. This, he says, will complete Canac’s expansion efforts in that market. “It is now well served by Canac.”

back to top

_________________________________________________________________

Lowe’s relocates its Toronto offices to Mississauga today

MISSISSAUGA, Ont. — Lowe’s is moving its regional support centre in Toronto today. The offices, which were the original offices for Lowe’s Canada when the company launched in 2007, were in Toronto’s north end on Yonge Street above Sheppard Avenue. Following the acquisition of RONA inc. last year, Lowe’s made RONA’s Boucherville, Que., head office and distribution centre its new headquarters. The Toronto office was renamed the Lowe’s customer support centre.

Now it needs more space as well, and has been relocated to Toronto’s “airport corridor” at 5150 Spectrum Way, Mississauga, Ont., L4W 5G2. The main phone number for the new location is 905-219-1000. The move-in is effective today, May 1.

Jim Caldwell, executive vice president for Lowe’s Canada Big Box Retail, heads up the facility. He will continue to drive that business from the Mississauga offices, rather than from Boucherville. Lead merchant is Alan Blundell, divisional vice president, merchandising for the Lowe’s stores.

Rona Inc. owns the master license rights to use the Ace brand in Canada and those operations are moving from Winnipeg to Toronto, as well. Bill Morrison, divisional vice president for Ace, has relocated to Toronto, as have some of the support and buying functions for that banner, including Kim Leclair, Ace Canada’s new merchandising director.

back to top

______________________________________________________________________

Lumber industry braces for new round of tariffs from the U.S.

SPECIAL REPORT ― New countervailing duties imposed by the U.S. Commerce department last week met with swift denunciation from Canadian lumber industry groups, who decried the move as bowing to protectionist pressure from the U.S. lumber industry.

Susan Yurkovich, president of the B.C. Lumber Trade Council, said in a statement that “American demand for lumber exceeds what the U.S. lumber industry currently produces,” and is great enough to allow room for U.S. producers to grow their business alongside Canadian imports. The Forest Products Association of Canada warned that the measures would threaten Canadian jobs—a concern echoed by federal Natural Resources Minister Jim Carr—and harm customers in both countries.

Softwood lumber has been a perennial sticking point in trade relations between the two countries since 1981. The dispute has seen countervailing tariffs imposed intermittently on Canadian softwood, but adjudicators for both the North American Free Trade Agreement and the World Trade Organization have consistently overturned them as violations of free trade.

U.S. President Donald Trump had made revisiting the NAFTA agreement a point of his election campaign. Taking to Twitter last week, he hinted that other industries may be targeted next, complaining that Canadian dairy imports hurt farmers in Wisconsin and the border states. (Trump has since backed off on his threat to dismantle NAFTA.)

In the meantime, prominent voices are weighing in on the dispute. Two diplomats who served as U.S. Ambassadors in Ottawa under Trump’s Democratic predecessors have criticized his comments as detrimental to U.S.-Canadian relations. Bruce Heyman, appointed by Barack Obama, told a panel organized by the Council of the Great Lakes Region that the president’s words “have not been constructive” and called for a shift to “a different tone and style.”

James Blanchard, who was governor of Michigan before being appointed ambassador by Bill Clinton, called Trump’s intervention “goofy stuff, unbecoming of our relationship and frankly unbecoming of the leader of our country,” adding that it will pose an obstacle to any renegotiation of NAFTA.

back to top

____________________________________________________________________

Sven Johnson has joined Taiga Building Products as General Manager – Flooring. He comes over from Primco Limited, where he spent 36 years, working his way up to become a co-owner. Charged with growing Taiga’s floor business, he will be based out of Calgary. Flooring Product Manager Paul McDonald and Eastern Canadian Flooring Sales Manager Rick Churchill will report directly to Johnson. (sjohnson@taigabuilding.com; 403-805-5815)

____________________________________________________________________

CLASSIFIED ADS

April 24, 2017 Volume

xxiii, #17

“Blues means what milk does to a baby. Blues is what the spirit is to the minister. We sing the blues because our hearts have been hurt, our souls have been disturbed.”
—Alberta Hunter (African-American jazz and blues singer, 1895-1984)

______________________________________________________________________

Ace Canada team takes shape amidst move to Lowe’s Toronto-area offices

TORONTO — Following the announced closing of Ace Canada’s Winnipeg operations later this year, Ace’s operations are in the process of relocating, mainly to Lowe’s Canada’s Toronto-area offices. That facility, known officially as Lowe’s customer support centre, is also in the process of moving from its original digs in Toronto to 5150 Spectrum Way, Mississauga, Ont. The move-in is expected to happen by May 1. The new offices will have new phone numbers as well. (Watch the pages of HARDLINES for further updates. —Editor)

Bill Morrison, who has headed up Ace (and its previous incarnation as TruServ Canada) since 2004, is moving to Toronto. His title is divisional vice president. Also moving: Guy Lichter, director, dealer support. Reporting into the Mississauga office, he will continue to travel extensively to the various regions across the country. Debra Raven, who heads up training for Ace Canada, will also move.

New to the Ace team is Kim Leclair, who has just joined Ace Canada as merchandising director. Her retail merchandising background includes Ikea, Hudson’s Bay, and, most recently, Home Depot Canada.

Ace’s management includes Christian Roy, VP of shared services and operations, who will spend his time travelling between Boucherville, Mississauga, and Winnipeg; and Josée Desrosiers, Ace’s director of business development, who remains based in Boucherville. Her team of business development managers consists of Tony Perillo for the West, Chris Morton, Ontario, Marc Blouin, and Serge Vezina in Quebec and the Eastern regions.

back to top

______________________________________________________________________

______________________________________________________________________

Orgill begins shipping from Post Falls DC, promising freight reduction to Western Canada

MEMPHIS — Orgill, Inc. has announced that its Post Falls, Idaho, distribution centre is now fully operational and serving customers throughout Western Canada. Because of the efficiencies created by the new facility, says Orgill, retailers throughout this region can expect an immediate 25% reduction in their freight costs, as well as shorter delivery times and more efficient service.

“We are very pleased that customers throughout Western Canada will now have access to a broad assortment of products that they can have delivered in a timely manner and in a very cost-effective way,” says Ron Beal, Orgill president, chairman and CEO. “By locating a facility this far west, we are able to offer a significant savings to retailers on freight costs.”

According to Randy Williams, Orgill’s general manager of distribution, dealers can also expect faster order turnaround times. Customers in British Columbia will receive their deliveries within two days, Williams says. Trucks will service Alberta and Saskatchewan customers within three business days of their orders filling.

Using Orgill’s own truck fleet to deliver the majority of shipments out of Post Falls also offers benefits to customers, Williams says. They will be able to rely on a familiar driver and a consistent pre-scheduled delivery route. Customers will also benefit from heated trailers to protect product from damage due to freezing temperatures.

The Post Falls facility is Orgill’s seventh distribution centre overall and, together with the London, Ont., DC, provides service to Orgill’s retail customers throughout Canada.

back to top

_________________________________________________________________

Unique products, including bees, help Peavey’s expansion with new Winnipeg store

RED DEER, Alta. — Peavey Mart’s second Winnipeg location will carry on the company’s agricultural focus when it opens this fall. The new location is closer to home for the many customers who travel from the south end of the city to the existing store.

The primarily rural chain is known in Western Canada for offering everything from honeybees to baby chicks.

Peavey began importing live bees from Tasmania, one of only a handful of regions from which bees can be brought into Canada, about three years ago. At the time, it “seemed like a crazy idea,” Peavey’s customer experience director Jest Sidloski told the Winnipeg Free Press. “But our customers said there just weren’t many places across Western Canada where you can get bee supplies. So we got into it and it’s been successful year after year after year.”

The Winnipeg store represents continued greenfields expansion by Peavey Industries, following the acquisition last year of a controlling interest in TSC Stores, a farm and hardware retailer based in London, Ont.

back to top

______________________________________________________________________

Gypsum dealers still feel the impact of tariffs in Western Canada

SPECIAL REPORT — While Canada’s international trade regulator has upheld complaints made by a domestic drywall manufacturer about the dumping of U.S. gypsum in the Western provinces, the ruling continues to impact Western dealers.

The original complaint was filed by CertainTeed Gypsum, which has six gypsum board manufacturing facilities in Canada, including plants in Vancouver, Calgary, and Winnipeg.

The Canadian International Trade Tribunal found the dumping injurious to the domestic industry and recommended imposing final duties, which were initially as high as 276%. However, a final ruling by Finance Minister Bill Morneau reduced those tariffs.

In an effort to support rebuilding efforts in Fort McMurray, 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.

However, the impact on dealers remains onerous. According to Dave Boyce, general manager of Delroc Industries, his dealers are facing shortages in Western Canada, where most of his group’s dealers are located. “We’re seeing some Atlantic Canada board come into British Columbia,” he says, as a result of both high costs and lessening availability in the West. “It’s been pretty disruptive to the industry.”

Doug Skrepnek of WSB Titan, which has locations across the country, warns that a lot more board will come in from Eastern Canada. And though the cost of gas, trucks, and other logistical considerations will increase the cost, it’s still cheaper than board in the West because it has no tariff. “It’s not the way it should have gone,” he says of the CITT ruling. “Titan is taking a massive beating.”

back to top

____________________________________________________________________

At Lowe’s Canada, Kim Leclair has been appointed the new merchandising director for Ace Canada. Leclair joins Ace with more than 25 years’ experience with national retailers. Most recently the merchant for storage and organization at Home Depot Canada, she has also worked in the merchandising divisions at Ikea and Hudson’s Bay Co.

Christine Joannou has been promoted to director of sales, retail for Canada at MAAX Bath. She was formerly key account manager for retail sales at the Lachine, Quebec-based tub and shower maker.

____________________________________________________________________

CLASSIFIED ADS

April 17, 2017 Volume

xxiii, #16

“If at first you don’t succeed, blame your parents.”
—Marcelene Cox (American humourist and columnist for Ladies’ Home Journal, 1899-1998)

______________________________________________________________________

Meet the Buyers: update on our event with Lowe’s top decision makers

WORLD HEADQUARTERS, Toronto — At our upcoming Meet the Buyers Breakfast, HARDLINES is proud to present senior buying executives from Lowe’s Canada. The event will take place April 26, from 7:30 to 10 a.m., at the Hilton Mississauga-Meadowvale hotel near Toronto’s Pearson International Airport.

We do want to announce one change to the lineup as originally presented. Igor Halencak, Vice President National Procurement, Central Merchandising, and Global Sourcing for Lowe’s Canada, will be replaced by Maxime Harvey, Lowe’s Canada’s Director of Building Materials.

Harvey joins these other top buying influences: Alan Blundell, Divisional Vice President, Merchandising, Lowe’s; Marc Gingras, Divisional Vice President, RONA Proximity Stores; and Christian Dauphinais, Divisional Vice President, Merchandising for Réno-Dépôt.

This vendor-only event is a must-attend for any supplier looking to grow their business with one of this country’s second-largest home improvement retailer.

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

back to top

______________________________________________________________________

______________________________________________________________________

Canadian Tire puts push on private-label products

TORONTO — A decade ago Canadian Tire was, like many retailers, getting behind its private-label products, in an effort to drive margins for dealers. But in those days, many of those house brands were also part of the feeding frenzy that was coming out of China. And, like many of its competitors, private label became another name for cheap. Back then, under Mark Foote, the company was gaining about 25% of its sales from house brands, and aspiring for 50%.

Then, with a notion to return to quality, many retailers distanced themselves from putting their names on Asian imports and began looking again at national brands, as well as beefing up their private label.

So, by Q4 2016, private label accounted for one-third of Canadian Tire’s sales, with fully 88% of its Christmas products.

The camping category had become “fairly stagnant” for Canadian Tire, said Allan MacDonald, president of Canadian Tire Retail, in an analysts’ call following the release of the company’s year-end results. Woods is the company’s own brand in this category. He noted that other categories that need a shot in the arm could likewise benefit from the introduction of an in-house brand. He wouldn’t confirm which categories might be considered “underperforming.”

Categories such as home décor have benefited from the rollout of the Canvas line three years ago, while Canadian Tire has expanded into cleaning products and consumables—everything from paper towels to snack foods—with its Frank line, introduced in 2014.

back to top

_________________________________________________________________

Buyers cite outdoor living as a strong growth category

SPECIAL REPORT — When winters are as long and harsh as they can be in Canada, it’s natural that summer becomes a highly anticipated season. One trend retailers have picked up on in recent years is that Canadians are eager to make the most of their longer days by effectively living outside during the summer months.

Valérie Brien, BMR’s director of purchasing for hardware, says the company started to focus on outdoor living and seasonal back in 2012, and launched its first seasonal catalogue the following year. “People want to make the summer last as long as they can and they want to spend their time outside,” says Brien. “We see changes in the sales; we’re seeing increases in sales of sectionals and seating sets because people want to sit outside, comfortably.”

At Home Depot Canada, Megan Schroeder, divisional merchant for patio, has noticed the same thing. She says the trend right now is to turn the patio space into an outside living room, complete with garden décor items like carpeting, lanterns, and string lights to give it that homey feel. And she adds shoppers are not looking to sacrifice style, either.

Other major retailers have been responding to the demand for stylish outdoor furniture and accessories. Canadian Tire for its part has been releasing more trendy outdoor items under its Canvas brand, promoting all the accessories to make an outdoor space a “stylish retreat” such as lanterns, throw pillows, and planters.

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

back to top

______________________________________________________________________

Lowe’s finds Canadian division’s diverse formats ideal for testing new ideas

BOUCHERVILLE, Que. — Lowe’s announced last week the roll-out of its new Holoroom How-To technology at a second Canadian store, after an initial Boston-area pilot. Building on the first generation of the Holoroom program released in 2014, the How To app combines the former’s augmented and virtual reality visioning capabilities with instructional features and real-time practice for DIY users.

The Holoroom How To, which has made its debut in the Toronto area and is coming to a store outside Montreal in the next few weeks, is “a different experience” from the original Holoroom, with a different objective―actually teaching how to do home improvement projects, says Claire Bara, VP of Strategy and Business Insights for Lowe’s Canada.

Bara has already taken it for a spin herself. “It really feels like you are actually doing the tiling of the shower yourself, with the sensation of the tools in your hand.”

Bara says the system is great for customers who lack the skills, or even just the confidence, to take on a DIY project on their own: “The beauty of it is you can mess up, because it’s not real!” She notes that consumer tests compared the Holoroom How To experience against a control group who simply watched tutorial videos on YouTube.

“Customers who used the Holoroom How To had a 36% better recall” of the steps involved, compared with the YouTube viewers, Bara told HARDLINES, a result she attributed to the value of muscle memory. “People learn more easily by doing. This is why the virtual reality is so efficient.”

The Canadian launch of the Holoroom How To represents “a true partnership” between Lowe’s Canada and Lowe’s Innovation Labs in the U.S., according to Bara, and Canadians “can expect to see more innovation” out of that collaboration.

The lab is especially interested in Lowe’s Canadian operation because of its diversity of store types and customer profiles. With Lowe’s operating a single banner in the U.S., the Canadian company offers unique opportunities for the lab to test out new devices, applications, and innovations. That makes the Canadian stores “a nice playground,” says Bara.

back to top

____________________________________________________________________

Brampton, Ont.-based door manufacturer Renin has named Mitchell Burke as chief sales officer. Burke was previously VP of sales and customer service for the company’s retail division. He has assumed responsibility for the global sales operations of all Renin’s divisions.

Mark Spanswick has been appointed president and general manager of Ace Wholesale Holdings LLC. He joins Ace from W. W. Grainger, where he spent the last 27 years in a variety of leadership roles. Also at Ace: Kerilyn M. Johnson has been promoted to the position of vice president, general counsel, and secretary. In her new role, Johnson will lead legal affairs at Ace Hardware. Johnson joined the company in 2013 as senior corporate counsel and was promoted to assistant general counsel in 2015.

____________________________________________________________________

CLASSIFIED ADS

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

April 10, 2017 Volume

xxiii, #15

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

______________________________________________________________________

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

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

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

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

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

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

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

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

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

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

back to top

______________________________________________________________________

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

______________________________________________________________________

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

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

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

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

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

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

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

back to top

_________________________________________________________________

Ace Canada welcomes three new stores in Quebec

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

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

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

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

back to top

______________________________________________________________________

Who are the top home improvement retailers by province?

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

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

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

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

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

back to top

____________________________________________________________________

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

____________________________________________________________________

CLASSIFIED ADS

Want originality?

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

_____________________________________________________________________

April 3, 2017 Volume

xxiii, #14

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

______________________________________________________________________

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

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

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

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

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

back to top

______________________________________________________________________

______________________________________________________________________

Craftsman sale to Stanley could be jeopardized if Sears goes bust

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

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

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

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

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

back to top

_________________________________________________________________

Seeking a unified national agenda, CRBSC holds forum in Halifax

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

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

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

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

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

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

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

back to top

______________________________________________________________________

National Hardware Show boosts offerings for independent dealers

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

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

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

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

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

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

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

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

back to top

____________________________________________________________________

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

____________________________________________________________________

CLASSIFIED ADS

March 27, 2017 Volume

xxiii, #13

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

______________________________________________________________________

ABSDA hosts buying show in Halifax for the first time

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

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

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

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

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

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

back to top

______________________________________________________________________

______________________________________________________________________

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

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

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

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

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

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

back to top

_________________________________________________________________

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

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

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

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

back to top

______________________________________________________________________

Lowe’s recruits the retail magic that touched Home Hardware

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

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

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

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

back to top

____________________________________________________________________

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

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

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

____________________________________________________________________

CLASSIFIED ADS

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

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

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

_____________________________________________________________________

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

March 20, 2017 Volume

xxiii, #12

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

______________________________________________________________________

Addition of Home Hardware VP completes lineup for Hardlines Conference

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

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

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

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

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

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

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

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

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

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

back to top

______________________________________________________________________

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

______________________________________________________________________

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

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

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

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

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

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

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

(Click here for more information.)

back to top

_________________________________________________________________

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

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

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

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

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

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

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

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

back to top

______________________________________________________________________

BuildDirect launches open platform for home delivery of heavyweight goods

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

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

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

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

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

back to top

____________________________________________________________________

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

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

____________________________________________________________________

CLASSIFIED ADS

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

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

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

_____________________________________________________________________

Want originality?

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

_____________________________________________________________________

March 13, 2017 Volume

xxiii, #11

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

______________________________________________________________________

New products and services awaited Canadians at latest Orgill show

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

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

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

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

back to top

______________________________________________________________________

______________________________________________________________________

Home Depot listens to its customers to tweak the pro desk

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

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

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

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

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

back to top

_________________________________________________________________

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

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

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

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

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

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

back to top

______________________________________________________________________

Lancaster expanding in Canada following Dynamic acquisition

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

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

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

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

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

back to top

____________________________________________________________________