September 19, 2016 Volume

xxii, #35

“Hey, hey, my, my, rock and roll will never die.”
—Neil Young (Canadian musician, songwriter, author, and screenwriter,
1945- )

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Orgill expands Canadian infrastructure

MEMPHIS, Tenn. — Hardware wholesaler Orgill has been making changes to its Canadian operation in recent weeks. These include the continued expansion of its Canadian field service organization and accelerated plans to expand deliveries to Canadian retail customers on Orgill operated trucks. 

The recent consolidation of the buying function across the company into the Memphis head office meant the closure of the buying office in London, Ont., but it reflects a continuation of its North American approach to the market. This, says Orgill, will better facilitate the integration of goods from Canadian manufacturers into its worldwide product offering—available to all Orgill customers. 

Orgill adds that it has also significantly increased staffing at its London distribution centre to accommodate an additional 25,000 SKUs to the London assortment, bringing London’s total to nearly 60,000 items available to all Canadian customers.

Since Orgill Canada acquired Chalifour last year, the company has converted all procurement and replenishment over to the Orgill buying system. Orgill’s purchasing team in Memphis will work with all Orgill Canada vendors through the transition.

Currently, nearly three dozen Canadian territory representatives service Orgill customers throughout Canada, more than twice the number of a year ago. Similarly, the number of Canadian-based drivers has grown from just three last year to 13 currently, and is projected to more than double by the end of 2016.

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Lowe’s formalizes business units and banners

MONTREAL — At its recent RONA dealer show in Montreal, Lowe’s Canada unveiled the new structure for the company and its banners. They are: Big Box, including Lowe’s and RONA L’éntrepôt/Home & Garden; Proximity, the name RONA has historically used for its mid-sized home centres and building centres, all under the RONA name; Affiliate Dealers, using RONA and Ace; and the Pro/Reno-Depot business, which consists of Reno-Depot, Dick’s Lumber in Burnaby, B.C., Marcil in the Montreal region, and its fledgling Contractor First banner.

Within that structure, Lowe’s outlined five key “brand propositions.” For its large-format stores, it aims to move most RONA Home & Garden big boxes to the Lowe’s name within the next three years. The RONA big boxes in Quebec, which bear the L’éntrepôt name, will be reconsidered over time. (In a separate interview with HARDLINES, Lowe’s Canada President and CEO Sylvain Prud’homme said he’d “let the customer decide,” adding “I can’t confirm what the brand will be in Quebec.”)

The Lowe’s business falls under the aegis of Jim Caldwell, who heads up the Lowe’s banner’s regional support centre in the Greater Toronto Area.

RONA will remain the banner for the building centres. Serge Ethier is the EVP in charge of the proximity stores. For the stores that are independently owned, Philippe Element, VP, dealer sales and support, oversees those that are bannered under RONA. Ace will be targeted at smaller stores that specialize in hardware, seasonal, and paint. Bill Morrison is the vice president of the Ace Canada Division. Both men report to Alain Brisebois, EVP, affiliate dealers and shared services.

Reno-Depot is a large-format strategy that is aimed at the contractor and heavy DIYer. So far, that banner remains in the province of Quebec. Because of its pro focus, it remains within the pro business unit. Guy Beaumier is the EVP in charge of the pro/Reno-Depot business.

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Next year’s lawn & garden trends from the International Garden Fair

COLOGNE, Germany — A number of trends, including retro stylings, were in evidence at the recent international trade show for the lawn and garden sector, spoga+gafa.

About 2,000 exhibitors from 60 countries gathered in Cologne from September 4 to 6, showcasing the latest in open-air lifestyle furnishings and accessories.

A trend called “attentive gardening” focuses on getting personally grounded by immersing oneself in gardening and yard work in one’s outdoor space. The notion is to create a refuge that enhances a gardener’s sense of well-being in the midst of nature, offering a contrast to the hectic pace of everyday life.

“Classics reloaded” promises to be one of the big hits of the 2016-17 season. For example, manufacturers are re-discovering the classic garden furniture forms like the Hollywood rocking chair and the foldable beach chair. At the same time, classic indoor looks such as the ’60s-style sofa will make a statement on the deck or patio. Classics are turning up even among gardening preferences, which accounts for the current boom in old types of vegetables such as chard, parsnips, and turnips.

Manufacturers of sunshades are creating multi-functional umbrellas with integrated LEDs, infra-red heating, and even loudspeakers. As for the materials themselves, cement is in. Whether for tea-lights or small pieces of furniture, this robust material creates a clean, modern ambiance.

For outdoor cooks, barbecues are becoming increasingly multi-functional, with models that can grill, smoke, and roast all in one. High-tech innovations include food thermometers with sensors that transmit data on the food’s internal temperature directly to the user’s smartphone via Bluetooth. And some models can be controlled with a mobile phone. The user can link up with the “smart grille” on wifi and control the temperature, monitor the grilling time, or start the self-cleaning process with an app.

(For more info on these products and the show itself, go to www.spogagafa.com.)

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Back-to-school spending means more expenditures and more worries

TORONTO — Back-to-school spending just keeps climbing, according to a new report by savings website www.RetailMeNot.ca. And those costs have become more stressful for parents than ever before. In fact, 92% of Canadians agree that purchasing back-to-school items can be a financial burden on families.

RetailMeNot is a digital savings destination connecting consumers with retailers, restaurants, and brands, both online and in-store. 

This year, Canadian parents are expecting to spend an average of $472 on their child for back-to-school shopping, $143 more than what they expected to spend last year. 

What’s causing this increased spending? The survey suggests that part of the reason is the students themselves, with 73% of parents agreeing that kids today have lavish expectations when it comes to back-to-school shopping. In addition, parents are feeling the pressure to keep up. Four out of five believe kids are becoming increasingly spoiled each year and 78% of parents admit they spend more on their child’s wardrobe than on their own clothes. 

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Tanbir Grover at Lowe’s Companies Canada has a new title. He’s now vice president, ecommerce and omnichannel. He was formerly senior director, ecommerce. Also at Lowe’s Canada, Igor Halencak, formerly head of marketing and merchandising, is now in charge of global sourcing and procurement.

Lowe’s Companies in the U.S. has announced that James K. Han has joined its executive team as senior vice president of business development. He reports to Chief Development Officer Richard D. Maltsbarger. He was most recently VP for global marketing, product management, and business development with Tyco International’s retail business.

Burlington Merchandising & Fixtures has hired Bill Blackborow in support of its growing manufacturing operation. Bill brings more than 35 years of experience in quality, safety, and people systems. He helps BMF position itself for further expansion in support of new and existing clients.

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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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September 12, 2016 Volume

xxii, #34

“It is not enough to have a good mind; the main thing is to use it well.”
—René Descartes (French philosopher and scientist, 1596-1650)

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Size of gypsum tariff for Western Canada takes industry by surprise

SPECIAL REPORT — A ruling on September 6 by the Canadian International Trade Tribunal to impose a tariff on drywall being sold in Western Canada will impact prices as of September 8. The tariff will effectively raise the price of drywall in the West by as much as 60%, which has created a furor among drywall distributors, home builders, and contractors.

The tariff was triggered by a complaint filed with Canada Border Services by CertainTeed Gypsum. That complaint alleged that competitors were dumping gypsum wallboard in Western Canada below U.S. market price. In an email to HARDLINES, Matthew Walker, general manager of CertainTeed, laid out his company’s argument for the complaint, saying, in part: “Under Canadian laws, these unfair trade practices are sanctioned through an offsetting duty. Our actions are meant to stop this practice and bring a level playing field to the Western Canadian marketplace by having all manufacturers conform to regulatory and legal requirements as prescribed under Canadian law.” (To read Walker’s letter in its entirety, please click here. —Editor)

Doug Skrepnek at WSB Titan, a major drywall supplier selling across the country, is alarmed by the size of the increase. “This has changed the game for everybody, because there’s no way for us to sell the product without passing the price increase along.”The government, he says, “has made some really, really big mis-steps.”

Walker’s letter points out that CertainTeed is the only domestic gypsum board manufacturer in Western Canada, “due to the fact that, unlike other companies, CertainTeed has remained committed to local Canadian manufacturing.” However, Skrepnek says CertainTeed’s facilities in the West simply cannot meet all the demand there.

The effects of the price increase are expected to extend beyond just gypsum sales. “A 40-60% increase overnight is going to be a very big disruptor—even for our business,” says Ken Meinert, executive vice president of Bailey Metal Products, which supplies steel, including studs, to the construction industry. “It’s not just a drywall thing. It’s going to affect the entire industry.” He expects some slowdowns in the construction industry as a result of the price increase.

CGC, one of the companies named in the complaint, has countered through a letter to customers signed by Don Brandt, VP sales, which says in part, “We are vigorously challenging CertainTeed’s complaint.” Other companies accused of dumping are: Continental Building Products out of Virginia; Georgia-Pacific Gypsum in Atlanta; California-based Pabco Gypsum; and American Gypsum headquartered in Dallas, Tex.

At the dealer level, the Building Supply Dealers Association of British Columbia is bracing for a reaction from its members. BSIA President Thomas Foreman says, “We’ve been working with our members to get clarity and see if we can get assistance to deal with these new, imposed tariffs.”

He adds that he’s also been in discussions with the board of the Canadian Retail Building Supply Council, of which BSIA is a member, and with HARDLINES, to ensure that communications provincially and nationally are accurate and understood.

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Ace brand gets push for independents at RONA show
MONTREAL — This year’s RONA show featured more than just RONA. It also put the Ace banner, which RONA licensed for Canada two years ago, front and centre.

The annual show, held September 1 at the Palais de congrès in Montreal, was the first one under RONA’s ownership by Lowe’s. Dealers in attendance included 16 brand-new prospects interested in the Ace banner.

Bill Morrison, vice president of the Ace Canada Division, stresses that Lowe’s commitment to Ace comes right from the top: Lowe’s President and CEO Sylvain Prud’homme told the dealers in a meeting before the show that Lowe’s will support the Ace brand for independent hardware stores. Morrison clarifies further: “Ace is more focused on the dealer. It’s focused on hardware, seasonal, and even LBM where it suits that dealer.” The RONA name, he says, will be more likely to appear atop stores that are home centres or contractor focused.

Morrison is confident that Lowe’s is bringing the Ace brand to market properly, as his team is focused on delivering more than a wide product range. Ace has a strong culture of customer service and retail best practices, which Lowe’s is working hard to introduce to dealers along with the products and pricing. That program is based on four pillars: differentiated product, investment in store modernization, commitment to training and education for staff, and leadership best practices for owners.

‘The independent retailer that’s focused on their community and has the right tools can be very successful. We believe those tools lay with Ace.”

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Digital retail leaders will share insights at Home Improvement eRetailer Summit

TRUMBULL, Conn. — The fastest growth in retail today is happening online. That is why some of North America’s top online eRetailers will share their stories at the first-ever Home Improvement eRetailer Summit, October 26 to 28, 2016 in Fort Lauderdale, Fla.

The event, which is geared to sellers of hardware and tools, storage and organization, home décor, home environment, building materials, outdoor living, and decorative hardware, will learn from the thought leaders in digital selling—and from each other—in a unique, curated environment.

It’s been developed by Sonya Ruff Jarvis of Jarvis Consultants, who is producing the event in partnership with Hardlines Inc. (yup, that’s us! —Editor).  

David Goldsholle, is the founder of HardwareandTools.com, a giant online hardware store that has more than 150,000 brand-name hardware products and tools. Goldsholle will focus on maximizing the customer experience through interesting and “real” content that resonates with the online shopper and elevates sales.

Adam Sinoway, Senior Director of Wayfair.com, represents a US$2.25 billion company that had 71% growth in 2015. Sinoway will share “A Business Model for Reinvention,” the fascinating—and sometimes harrowing—story of his company’s tremendous rise as an online retailer. He will talk about the opportunities that abound for e-retailing of home improvement products.

Lifestyle bloggers are the internet’s “front line” influencers, who can set the direction for maximum consumer response. Our panel of high-profile bloggers, led by blogger Lauren Kelp of LaurenKelp.com, will share tips to help you develop genuine content that is the lifeblood of successful online shopping sites.

Mag Ruffman, a well-known home improvement personality and video content expert, will provide one of the eRetailer Summit’s most compelling presentations. In her session, “How to crush your content marketing with inexpensive social video,” this popular celebrity, actress, and television host will offers a road map to creating engaging, shareable video.

The Home Improvement eRetailer Summit has been developed to connect home improvement manufacturers and distributors with pre-qualified online retailers who are interested in increasing online sales of home improvement products through collaboration and partnerships. It 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.

For more information or to request an invitation to attend the Home Improvement eRetailer Summit, please visit www.eretailersummit.com.

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Lowe’s divides services between Boucherville HQ and GTA support centre

NEWS UPDATE — HARDLINES continues to report on the changes taking place at Lowe’s Canada, including this important clarification of previously reported news. 

The Toronto-area office will remain the focus for the Lowe’s-bannered business, acting as a regional support centre overseeing the big boxes operating under the Lowe’s name. It is led by Jim Caldwell, who formerly headed up furniture retailer The Brick. That office will maintain its own merchandising team. The Milton, Ont., distribution centre that Lowe’s purchased last year from Target will continue to serve the Lowe’s stores nationally.

The Lowe’s regional support centre in the Toronto area will also house some departments for the company nationally, namely real estate and HR support for retail.

The Boucherville site is the head office for Lowe’s Canada. It is also the wholesale distribution centre for sales to independents. Lowe’s will maintain a procurement team there for hardware and commodities, and a merchandising team for affiliate dealers, led by Head of Marketing and Merchandising Igor Halencak, who now reports to Alain Brisebois, executive vice president, affiliate dealers and shared services.

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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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September 5, 2016 Volume

xxii, #33

“The most dangerous strategy is to jump a chasm in two leaps.”
—Benjamin Disraeli (British politician and writer, 1804-1881)

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Executives at RONA show reaffirm Lowe’s commitment to independents

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MONTREAL — With about 230 independent dealers in attendance, this year’s RONA show enjoyed the best attendance yet. And though it may not be the largest show in Canada by anyone’s estimation, the intimacy of the event ended up working in its favour.

The annual show, held September 1 at the Palais de congès in Montreal, is the third one by RONA (shouldn’t that be Lowe’s Canada? —Editor) geared specifically for its independent, or “affiliated” dealers. It featured 290 vendors, and most of them who spoke with HARDLINES were pleased with the traffic—and the opportunity to spend time with their customers. Show organizers worked with this aspect of the event, as well, creating lots of open spaces and lounge areas for dealers to speak with vendors, RONA reps, and each other.

One vendor observed that the show was working better for his company this year as his team had tailored its own assortments to best suit smaller independents, rather than the corporate proximity stores and big boxes. Another observed that the show’s “Hot Deals,” a standard part of many shows, required dealers to go back to the respective vendors’ booths to complete the orders. Once there, vendors could present more offerings and interact further with their customers.

An added buzz permeated the show floor, as this is the first one under the ownership of Lowe’s. The day before the show, dealers got a message from Lowe’s Canada executives that drove home their commitment to independent dealers. Sylvain Prud’homme, president and CEO of Lowe’s Canada, told the group that the company is firmly committed to building both the RONA and Ace brands on behalf of independents in Canada.

Those banners will constitute one of the pillars of the Lowe’s Canada organization, and be headed by Alain Brisebois, executive vice president, affiliate dealers and operations central services. Reporting to him, Philippe Element, vice president, dealer sales and support, oversees the RONA banner, while Ace is under the aegis of Bill Morrison, who is vice president of Lowe’s Canada, Ace Canada Division, based in its Winnipeg office.

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On relocating Lowe’s Toronto office, re-branding RONA stores, aligning the buying teams, and more
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style=”mso-ansi-language: EN-US”>SPECIAL REPORT — HARDLINES had the chance to sit with executives from Lowe’s Canada in Montreal last week, during the RONA Show. Here’s what we learned in our conversation with President and CEO Sylvain Prud’homme and Alain Brisebois, EVP, affiliate dealers and operations central services, Lowe’s Canada:

• The Lowe’s Canada office, currently on Yonge Street in North York, a section of Northern Toronto, will not move to RONA’s old (and we mean old! —Editor) headquarters on Martin Grove Road, near the airport. That facility came with RONA’s purchase of Lansing Buildall, as part of its acquisition of Revy back in 2001. No, the Lowe’s offices will move to a new site in the Hewlett Packard building on Spectrum Way in Mississauga. The personnel at the Martingrove will move there, as well. The move is expected to be completed by spring 2017.

• “The RONA banner will definitely be used to support proximity and building centre affiliates,” said Prud’homme. There is no plan to turn all the RONA dealers into Ace dealers, or vice versa.

• However, many RONA big boxes may very likely be re-branded Lowe’s, he said. “There’s a very good chance that the big box stores outside Quebec will be branded Lowe’s.” In Quebec, they may remain RONA, but Prud’homme says he’ll let the customer decide. “I can’t confirm what the brand will be in Quebec.”

• The Toronto-area office will act as a regional support centre overseeing the big boxes operating under the Lowe’s banner. It is led by Jim Caldwell, who formerly headed up furniture retailer The Brick. That office will maintain its own merchandising team. The Milton, Ont., distribution centre that Lowe’s purchased last year from Target will continue to serve the Lowe’s stores nationally.

• The Boucherville site is not just the head office for Lowe’s Canada. It is also the wholesale distribution centre for sales to independents. Lowe’s will maintain a procurement team there for commodities and a merchandising team for affliate dealers, led by Head of Marketing and Merchandising Igor Halencak, who now reports to Brisebois.

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Canadians gather in Vegas for Orgill Fall Dealer Market

LAS VEGAS, Nev. — Dealers from around the world gathered for the Orgill Fall Dealer Market, August 25 to 27 at the Sands Expo Convention Centre, including Canadians from every province and territory.

Ron Beal, president of the Memphis-based hardware distributor, told HARDLINES that the show drew a record number of dealers. The company further reports that the number of Canadian retailers registered for the show was more than double the number for last year’s Fall Dealer Market. However, a number of vendors felt attendance was down somewhat from the previous event, held in February, which is typically the larger one overall for Orgill.

The market featured a range of sales and promotional opportunities, including Door Busters, Market Busters, Coupon Specials, New Items and Pallets.  It also included a special promotions area just for its Canadian customers—more important than ever since Orgill expanded its reach in Canada with its 2015 acquisition of Chalifour. That promotional area drew the Canadian dealers for the bulk of day one of the show, with some increased traffic by Canadians reported on the main floor on day two.

The Canadian vendors at the show were confronted as well by the recent the recent closing of Orgill’s Canadian buying office. That loss means the end of a number of long-term relationships that underlie the buying process in this country. Among the vendors hoping to begin making that up with the Memphis buyers during the Vegas market, many expressed their concern over building these relationships anew—beginning with this show.

Vendors were particularly pleased to have the Canadian presence at the market re-integrated into the overall event. Previously, they had been hived off into a special Canadian area on the show floor.

Although Orgill does not support a banner of its own, it nevertheless offers a wide range of services and merchandising programs for independent dealers. This year’s event featured three fully merchandised model stores, including one strictly for Canucks: Maple Ridge Home Centre, with a 50-50 DIY-pro customer mix and completely Canadian-compliant products.

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Could the Quebec government have blocked the sale of RONA?

QUEBEC CITY — Questions surrounding the conduct of Quebec transportation minister Jacques Daoust over the sale of RONA inc. have led to his resignation.

Daoust has come under fire for his involvement as economy minister in giving the Investissement Québec agency the green light to unload its shares in RONA, thereby forfeiting the chance to block the shareholder supermajority needed to approve the company’s sale to Lowe’s.

Daoust has steadfastly denied either approving the share dump or being in the loop on the sale of RONA, but an email exchange uncovered by TVA Nouvelles reveals his then-Chief of Staff Pierre Ouellet gave Investissement Québec the minister’s blessing to sell the shares. Daoust’s denials have worn thin since June when a report from the province’s auditor general said Investissement Québec minutes showed he had attended a meeting where RONA’s potential sale was discussed, and gave the agency’s board of directors the go-ahead to sell its stock.

In stepping down, Daoust has continued to maintain his version of the events. Daoust’s former chief of staff, however, contradicted him in a hearing held in the National Assembly late in August. Pierre Ouellet told a legislative committee that the ex-minister was apprised of Investissement Québec’s intention to sell its shares. Daoust’s response, according to Ouellet, was, “It’s [Investissement Québec’s] responsibility; they’ll live with the consequences.”

Opposition parties, not content with Daoust’s resignation, are lining up to question how high up knowledge of the plans went. Both PQ economy critic Alain Therrien and Amir Khadir of the left-wing party Quebec Solidaire have expressed their scepticism that the sale could have taken place without the foreknowledge of Premier Pierre Couillard himself.

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CLASSIFIED ADS

Job Title: Territory  Manager, Schlage (Two Opportunities)

• Territory Manager, Ontario
• Territory Manager, Western Canada

Company Profile
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin, is hiring two Territory Managers (Western Canada and Ontario).
Position Summary
Reporting directly to the National Sales Manager, the ideal candidate is a self-motivated, driven sales professional with a passion for excellence.  The Territory Manager, Schlage Canada, is part of an energetic team responsible for developing our growing Schlage residential business across Canada.  They are detail oriented, strategic and analytical with the ability to think outside the box.
Responsibilities

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

Knowledge/Experience Required: 

• 3-5 years’ experience in a sales and marketing role
• University or college degree in Sales and/or Marketing
• Good attitude and good work ethic and willing to learn
• Exceptional computer skills
• Strong communication and written skills. Bilingualism is an asset
• Must possess a valid driver’s license
• Must be willing to travel up to 45% of the time
• The ability to multi task and handle various priorities
• Strong ability to work in a collaborative, supportive way
• Experience with both electrical and mechanical door hardware an asset

If you believe you have the skill set that matches our position requirements please apply using the links below.
https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Calgary-Canada/Territory-Manager—Alberta_JR4824-3

https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Territory-Manager—Ontario_JR4738-6

For more information please visit Allegion.com.
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Rep or Distributor Wanted
U.K.-based manufacturer seeks rep or distributor for Canada and North America for new product line. Products are absorbent rolls to protect houses from excess surface water flooding. Looking for existing distribution network into the large retailers such as Home Depot, Lowe’s. Potential for own branding of products for distributor. Contact: info@ubersorb.com

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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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Job Title: Territory Sales Manager
Reports to: Provincial Sales Manager
Department: Sales
Location: GVRD – Vancouver, B.C.

Company Profile: JELD-WEN Windows and Doors is Canada’s largest manufacturer of high quality windows and doors. Due to an upcoming retirement, JELD-WEN is currently seeking an individual for the position of Territory Sales Manager to provide exceptional service to our Vancouver and surrounding area Dealer network.

Summary: The responsibility of the Territory Sales Manager is to take continuous action to maximize sales with existing customers and aggressively pursue new sales opportunities with prospective customers.  By continually maintaining a professional image of the company, the Territory Sales Manager should be able to display passion and in-person presentational skills.  They will report directly to the Provincial Sales Manager.

Essential Duties and Responsibilities include the following and other duties assigned.

Key Responsibilities:

• Service and maintain existing accounts (Travel to accounts and build customer relationships);
• Develop and expand new accounts to grow our business with our Window & Door product categories
• Perform all other projects as assigned by Management (Attend Trade shows, completing surveys, providing market specific information, participating in conference calls etc.);
• Maintain strong internal/external relationships (Inside sales, pricing coordinators, VP Sales & Marketing, Sales Leads, store owners/personnel, etc.);
• Outside Sales (travel within assigned market territory);
• Manage Customer issues and concerns as they arise.

Competencies: To perform the job successfully, an individual should demonstrate the following competencies:

• Analytical – Collects and researches data; Uses intuition and experience to complement data; Compile, process, summarize, and analyze data accurately in a timely manner.
• Problem Solving – Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions.
• Detail Oriented– Strong ability to provide accurate detail in analysis.
• Collaborative – works well in unison with the Canadian Sales Team, and team stakeholders.
• Customer Service – Responds promptly to internal and external customer needs; Responds to requests for service and assistance; Meets commitments.
• Change Management – Builds commitment and overcomes resistance.
• Leadership – Exhibits confidence in self and others; Effectively influences actions and opinions of others.
• Ethics – Treats people with respect; Works with integrity and ethically; Upholds organizational values.
• Strategic Thinking – Supports strategies to achieve organizational goals; analyzes market and competition; Identifies external threats and opportunities; adapts to changing conditions.
• Career orientated and results driven.
• Have the ability to cultivate relationships within the local building and dealer network.
• Negotiation skills;
• Excellent people skills and the working knowledge of contact management
• Strong presentation and public speaking skills
• Overnight travel required
• Proficient in Microsoft Excel and Microsoft Word.
• Must have a valid driver’s license.

Education/Experience:

• A university degree, preferably in a business related program would be a definite asset.
• A proven sales track record with a minimum of 5 years’ experience in window and door sales.
• Training in sales and/or Leadership;

If interested in this position please forward your resume in confidence by September 14th, 2015 to:

Brett Sigurdson Provincial Sales Manager
bsigurdson@jeldwen.com
Attn: Territory Sales Manager
We thank you for your submission, but only those applicants selected for an interview will be contacted.

August 15, 2016 Volume

xxii, #32

“Summer time, and the livin’ is easy.”
—George Gershwin, DuBose Heyward, and Ira Gershwin
(from the opera, “Porgy and Bess,” 1935)

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SUMMER PUBLISHING SCHEDULE: Please note there will be no weekly edition of HARDLINES for the next two weeks, August 21 and 29. The World Headquarters will remain open, however, during this time. The regular weekly schedule will resume September 5.

(Click here to receive FREE Daily News updates all the time!)

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Orgill to open Western DC that will serve Alberta and B.C. dealers

MEMPHIS — U.S. hardware wholesaler Orgill has announced the addition of a distribution centre in Post Falls, Idaho. Orgill has signed an agreement to acquire the facility and is expecting to close on the purchase September 1.

“We are excited to announce this expansion to our distribution network and look forward to the enhanced efficiencies this will create for our customers as we move forward,” says Ron Beal, Orgill’s chairman, president and CEO.

The 500,000-square-foot facility will be Orgill’s seventh full-service distribution centre, in addition to existing locations in Tifton, Ga.; Inwood, W.V.; Sikeston, Mo.; Hurricane, Utah; Kilgore, Texas; and London, Ont. The new facility will service Canadian customers in British Columbia and Alberta, as well as customers in five states throughout the American Northwest. It’s expected to be fully operational by March 31, 2017.

“Orgill’s investment in this distribution centre will further enhance our ability to provide retailers with access to all the products, programs, and services they need to compete effectively,” says Orgill COO Brett Hammers.

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Following departure of Michael Medline, Canadian Tire ramps up digital initiatives

TORONTO — The recent ouster of Canadian Tire CEO Michael Medline marred the otherwise positive news of reasonably strong second-quarter results for Canadian Tire Corp. However, some insiders have speculated that the company’s tepid growth online was a contributor to Medline’s departure.

Under Stephen Wetmore, who originally preceded Medline in the CEO role and has replaced him since, Canadian Tire has revealed it has 30 online initiatives currently in the works. These initiatives have been active over the past 18 months, corresponding approximately to the timeline during which Wetmore quietly began stepping back into day-to-day operations at the company.

“The journey to become an omnichannel retailer, able to satisfy the customers’ needs in whatever manner they want to shop, has brought about a major shift in culture for [Canadian Tire], building on our test-and-learn orientation in every banner, and creating even greater collaboration within our businesses and with our dealer partners,” Wetmore said recently in a call to analysts.

Of the 30 projects currently under way, he admits, “not all of these will be home runs,” but they will all be part of the company’s learning curve to master the online space. The Canadian Tire Retail stores are already using a pay online and pick up in-store model.

Wetmore indicated that Canadian Tire Corp., which includes Sport Chek and Mark’s Work Wearhouse, will continue to build on its strength as a bricks-and-mortar retailer. “I don’t believe that we should aspire to be the number-one digital player in the world. It’s an impossible aspiration. But I think we have to be extremely creative and innovative in our marketplace.”

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Lowe’s Christmas preview features products designed for Canadian customers

TORONTO — For the first time, Lowe’s Canada has opened up its holiday products preview to the media. Cindy Jardim, the director of style and trends for the company, added that it was the first time the company presented exclusively Canadian-designed products that they felt were more suitable to Canadian consumers.

Held in an event space in Toronto’s trendy Entertainment District, the décor was divided into four distinct themes: comfort and joy, sweet Noel, deck the halls, and cold spell. Everything on display, save for the dishes, was available at Lowe’s Canada stores.

And for another first, this will mark the first year the company has done open-stock ornaments, which Jardim anticipated Canadian shoppers will like. “A lot of thought went into these collections,” she says. “We’re really taking the look up a notch, bringing more sophistication, but still at an accessible price for our customers.”

In addition to the seasonal products, Lowe’s also took the opportunity to showcase its appliance lines and in-stock kitchen lines. One new product Jardim was especially enthused by was a clothing steamer from LG. Apparently, demand for the product was so high when first released in Europe that the North American launch had to be delayed. She jokingly added that it was going to be on her own Christmas list.

Jardim has been very impressed with the appliance assortment, and the variety of aesthetics they appeal to. Ranging from a vintage look, complete with a fridge, toaster, and kettle by Smeg—the Italian appliance company for which Lowe’s is the exclusive retailer—and more traditional looks that evoke turkey dinner served on “the good china” to a contemporary, condo-sized look, Lowe’s is tailoring its offerings to a diverse range of customers.

“We’ve got a lot of fun, feel-good things this season,” says Jardim. “They’re really thinking about the end user.”

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Christmas in July: a preview of holiday products at Canadian Tire

TORONTO — Canadian Tire held a promotional event recently in Toronto to showcase the new lines and colours for its Christmas assortments. The preview was an invitation to press and TV types to get an insider’s look at coming trends.

But as it turned out, it was somebody’s birthday at the World Headquarters and, well, we just never made it to said event. Nevertheless, a helpful PR person working on behalf of Canadian Tire did their best to shore us up with additional information, including a digital copy of the product booklet. It showcases the latest in holiday décor, trees, and lights. Canadian Tire’s proprietary label, Canvas, was prominent in the assortments, with Spiced Plum, “a shadowy, sophisticated tone inspired by twilight hues,” being the company’s designated hue of the season.

Hey, why don’t you just take a look for yourself? Enjoy!

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Selkirk Home Hardware manager receives scholarship for NRHA Management School

SELKIRK, Man. — Wendy Lang, Store Manager of Selkirk Home Hardware Building Centre is the recipient of the Home Hardware NRHA Retail Management Certification Program Scholarship valued at US$6,250 ($8,166). The program, offered through the North American Retail Hardware Association (NRHA), will take place in Indianapolis this fall.

To apply, scholarship candidates completed an essay and participated in a phone interview with program administrators. Following this process, a successful applicant was chosen by an NRHA selection committee.

“The scholarship selection committee was very impressed with Wendy’s superior organizational skills and her vision for expanding Home Hardware’s future use of technology,” says Scott Wright, executive director of the Retail Leadership Institute at NRHA. “Wendy will bring a great deal of experience to the class and will be able to share many of the best practices she has gleaned while working in an award-winning store over the past 20 years.”

The NRHA Retail Management Certification Program provides up-and-coming retail leaders with the skills they need to engage in strategic planning, decision-making, and leadership activities.

The fall session for the NRHA Retail Management Certification Program begins September 13, 2016 in Indianapolis, Ind. (For more information about this incredible program, please click here.)

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NRHA brings together dealers for an afternoon of baseball

TORONTO — The North American Retail Hardware Association (NRHA) and the National Hardware Show brought together Canadian dealers for an afternoon of baseball, hot dogs, and hardware in Toronto on July 31. Dealers from the area were invited down to a box at the Rogers Centre to watch the Toronto Blue Jays take on the Baltimore Orioles.

Hosted by Dan Tratensek and Bob Cutter of the NRHA, and joined by the team from NRHA Canada, about 30 dealers from 12 different stores came out to talk and share ideas, enjoy some food and drinks, and take an afternoon off from the store.

The NRHA has been helping independent home improvement retailers in North America become better and more profitable merchants for more than 100 years. The organization provides members with a wide array of educational and training programs, financial management resources, and human resource tools—all available online with unlimited access.

The game itself was an intense one—going into 12 innings—and was neck and neck until the Orioles hit a homerun with the bases loaded in the top of the 12th. In the end, the Orioles won 6-2. A disappointing loss, but it was still a great day for dealers to get out of the store for an afternoon, get to know their fellow dealers, and learn more about the NRHA.

(NRHA offers a range of online training programs, including Basic Training in Hardware Retailing and Basic Training in Building Material Retailing. For more information, click here!)

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CLASSIFIED ADS

Job Title: Territory  Manager, Schlage (Two Opportunities)

• Territory Manager, Ontario
• Territory Manager, Western Canada

Company Profile
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin, is hiring two Territory Managers (Western Canada and Ontario). 

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

Responsibilities

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

Knowledge/Experience Required: 

• 3-5 years’ experience in a sales and marketing role
• University or college degree in Sales and/or Marketing
• Good attitude and good work ethic and willing to learn
• Exceptional computer skills
• Strong communication and written skills. Bilingualism is an asset
• Must possess a valid driver’s license
• Must be willing to travel up to 45% of the time
• The ability to multi task and handle various priorities
• Strong ability to work in a collaborative, supportive way
• Experience with both electrical and mechanical door hardware an asset

If you believe you have the skill set that matches our position requirements please apply using the links below.
https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Calgary-Canada/Territory-Manager—Alberta_JR4824-3

https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Territory-Manager—Ontario_JR4738-6

For more information please visit Allegion.com.
_____________________________________________________________________

Rep or Distributor Wanted
U.K.-based manufacturer seeks rep or distributor for Canada and North America for new product line. Products are absorbent rolls to protect houses from excess surface water flooding. Looking for existing distribution network into the large retailers such as Home Depot, Lowe’s. Potential for own branding of products for distributor. Contact: info@ubersorb.com

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August 1, 2016 Volume

xxii, #31

“Some of us think holding on makes us strong; but sometimes it is letting go.”
—Hermann Hesse (Nobel prize-winning Swiss-German author, 1877-1962)

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SUMMER PUBLISHING SCHEDULE: Please note there will be no weekly edition of HARDLINES next week, August 8, or August 21 and 29. The World Headquarters will remain open, however, during this time. The regular weekly schedule will resume September 5.

(Click here to receive FREE Daily News updates all the time!)

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Federated Co-op realigns buying team

SASKATOON — Federated Co-operatives Ltd. has made some changes to its buying team so we thought we’d give you a full update on the farm and hardware co-op’s category management team:

Erin Scrobe is in place as category manager for Section 1–Tools, Section 6–Paint & Accessories, and Section 18–Caulking and Adhesives.

But some categories have new faces. Jason Goodwin (effective July 25) is category manager for Section 2–Lawn & Garden, Section 17–Power Equipment, and Section 24–Pet Supplies. Byron Mann (effective August 1) oversees Section 3–Heavy Hardware, Section 4–Builders Hardware, and Section 14–Home Electronics & Home Furnishings. Johnnie Fong (effective July 25) is responsible for Section 7–Housewares, Section 16–Small Appliances, and Section 24–Pet Supplies.

In other categories, Mikael Drabyk takes care of Section 5–Farm Hardware, and Section 12–Plumbing and Heating. Josh Farrell has Section 8–Sporting Goods/Backyard Living, and Section 10–Automotive. Mike Yantz handles Section 9–Home Office Products, Section 11–Electrical, and Section 22–Toys & Decorations.

On the building materials side, Sean Gilchrist has responsibility for Section 19–Building Products (Warehouse); while Gil Parent has Building Products (Direct).

Finally, Garth Doell is in charge of Import Products.

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Bill Douma gets senior procurement role at TIMBER MART
VAUGHAN, Ont. — TIMBER MART has promoted Bill Douma to the role of senior building material procurement manager.

Douma enters the role with more than 40 years of industry experience, which includes store experience as a manager, and then a purchaser, for Turkstra Lumber in Stoney Creek, Ont. In 1999, he moved to TIMBER MART (then TIM-BR-MARTS Ltd.) as building materials manager. In addition to his current responsibilities negotiating the group’s national and regional buying programs, and developing and organizing TIMBER MART’s flyer program and national buying show, Douma will assume additional responsibilities during TIMBER MART’s program negotiations.

He reports to Randy Martin, vice president of procurement for TIMBER MART, out of the company’s Vaughan office.

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Add-on sales can drive up your average ticket

SPECIAL REPORT — Upping your store’s average sale is one of the best ways to increase your top-line sales. The average dollars spent per transaction can be a reflection of a lot of things done right or wrong in your store.

A recent survey determined that North American retailers lose $129.5 billion in sales annually due to out-of-stocks. That’s equivalent to 4.1% of sales. Since that field includes many highly sophisticated chains with high-tech inventory systems, we have to assume that the percentage of lost sales for independents is likely much higher. Home improvement retailers should think in terms of projects, since that’s the way customers shop. That means stocking all the products customers will need to complete identifiable projects in the appropriate quantities. Alternatively, you risk losing the entire sale or at least the opportunity of profitable add-on sales.

An impulse purchase is any purchase a customer makes that wasn’t pre-planned or “on their list.” A 2012 Bank of Montreal study found that the average Canadian spends more than $3,700 on impulse purchases a year. Impulse products should be prominently displayed in a main aisle, clip-stripped, adjacent to related categories, and visible at service areas or the cash. Ideal items are high-margin products priced under $10.

And the longer a customer stays in the store, the more they’ll see, and the more they’ll buy.

(This article, penned by merchandising expert Rob Wilbrink, is excerpted from our sister publication, Hardlines Home Improvement Quarterly. Full story in the latest issue, in the mail right now to dealers across Canada! —Editor)

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The Building Supply Industry Association of B.C. has presented the Industry Merit Award to Brian Higgins. Higgins was general manager of UAP Inc. for Ontario in the 1980s before overseeing the national launch of the Autopro franchise. Settling in Victoria in 1986, he set up a Beaver Lumber franchise and married his wife and business partner Sylvia in 1989. The Higgins’ franchise moved to the Home Hardware banner in 1995 and relocated to Victoria West as BayWest Home Building Centre. It operated under that name for a decade before joining RONA as BayWest RONA. Brian and Sylvia sold the business in 2015 and retired.

Norske Tools Ltd., a manufacturer and distributor of power-tool accessories (PTAs) for professional users across North America, has announced that Claude Dion has joined as sales director, Eastern Canada. Dion has a broad range of experience in the power-tool accessory category, both from a buyer and vendor perspective. He has worked at BMR, Home Depot, Innovak, and RONA and Réno-Dépôt before joining the Norske team.

Sears Canada is shaking up its organizational structure under the guidance of executive chairman Brandon Stranzl, with Heywood Wilansky, a veteran CEO of several retailers and a director of the company, newly named as senior advisor for merchandising, marketing, and retail. The company is focusing on four components of its corporate strategy. “Sears 2.0” is updating the banner’s retail layout with a view to increasing inventory turnover. Initium Commerce Lab is an initiative to develop technologies in support of Sears’s current business as well as improving its e-retail platform. At the same time, the company is targeting its real estate portfolio and cost structure for greater efficiency.

Weyerhaeuser Distribution has promoted Brad Brubaker from division inventory manager to area general manager for the Carolinas. A 16-year Weyerhaeuser employee, Brubaker has previous experience with MacMillan Bloedel and wholesale/retail cedar sales in Canada.

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CLASSIFIED ADS

Job Title: Territory  Manager, Schlage (Two Opportunities)

• Territory Manager, Ontario
• Territory Manager, Western Canada

Company Profile
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin, is hiring two Territory Managers (Western Canada and Ontario). 
Position Summary
Reporting directly to the National Sales Manager, the ideal candidate is a self-motivated, driven sales professional with a passion for excellence.  The Territory Manager, Schlage Canada, is part of an energetic team responsible for developing our growing Schlage residential business across Canada.  They are detail oriented, strategic and analytical with the ability to think outside the box.
Responsibilities

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

Knowledge/Experience Required: 

• 3-5 years’ experience in a sales and marketing role
• University or college degree in Sales and/or Marketing
• Good attitude and good work ethic and willing to learn
• Exceptional computer skills
• Strong communication and written skills. Bilingualism is an asset
• Must possess a valid driver’s license
• Must be willing to travel up to 45% of the time
• The ability to multi task and handle various priorities
• Strong ability to work in a collaborative, supportive way
• Experience with both electrical and mechanical door hardware an asset

If you believe you have the skill set that matches our position requirements please apply using the links below.
https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Calgary-Canada/Territory-Manager—Alberta_JR4824-3

https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Territory-Manager—Ontario_JR4738-6

For more information please visit Allegion.com.
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Rep or Distributor Wanted
U.K.-based manufacturer seeks rep or distributor for Canada and North America for new product line. Products are absorbent rolls to protect houses from excess surface water flooding. Looking for existing distribution network into the large retailers such as Home Depot, Lowe’s. Potential for own branding of products for distributor. Contact: info@ubersorb.com

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July 25, 2016 Volume

xxii, #30

“And so I wake in the morning and I step outside, and I take a deep breath

and I get real high, and I scream from the top of my lungs, what’s going on?”

—Linda Perry (American Grammy-nominated rock singer-songwriter and record producer, 1965- ) Click here to start your week off with a great tune!

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SUMMER PUBLISHING SCHEDULE: Please note there will be no weekly edition of HARDLINES on August 8, 21, or 29. The World Headquarters will remain open, however, during this time. The regular weekly schedule will resume September 5.

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Peavey and TSC: a match made in farm hardware heaven

RED DEER, Alta. & LONDON, Ont. — In a move that unites two of Canada’s largest farm hardware retailers, Peavey Industries LP has acquired a controlling interest in TSC Stores LP from Birch Hill Equity Partners.

The union marks a natural fit between two privately held retail chains that share a similar retail model, while being distinct geographically.

TSC Stores is a farm and hardware supply company based in London, Ont. Peavey, based in Red Deer, Alta., where it has a 200,000-square-foot distribution centre, has 36 stores that range in size from 10,000 to 35,000 square feet. The stores feature a wide assortment of hardware, farm and pet, automotive, and home improvement products. Serving Western markets, most of Peavey’s stores are in Alberta and Saskatchewan.

TSC has 51 mid-sized hardware stores that average 16,000 square feet in size. Except for one store in Manitoba, all of its business is based in Ontario.

The investment in TSC includes a transition period that will allow Peavey to acquire complete ownership in TSC. Throughout the transition period, Birch Hill will remain a minority stakeholder in TSC.

The two companies will continue to operate as separate entities under separate banners. Doug Anderson, president of Peavey Industries, will take on the role of executive chairman of TSC, and Darryl Jenkins will continue on as president to run the day-to-day operations and leadership of the company.

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Deliveries: a valuable way for dealers to cultivate loyal customers

SPECIAL REPORT — Delivery is one of those can’t-do-without services for most home-improvement retailers. And while it’s a valuable way for dealers to cultivate loyal customers, it can get expensive—and must be managed.

“Over the years, it has become one of the top reasons contractors and retail customers enjoy shopping with us,” says Felicia Hyra, COO with McMunn & Yates Building Supplies, the Manitoba-based dealer with 19 locations in three provinces.

Three-fifths of the annual sales generated by six Moffatt & Powell stores based in London, Ont., are delivered to pros and homeowners, says branch manager Jason Sims. Five trucks with dedicated drivers deliver within a 200-kilometre radius of those stores, “but depending on the customer and the size of the order, we’ll deliver anywhere,” he says.

Dealers are reconciled to the fact that, while delivery may be a loss leader, their stores probably wouldn’t get business from a lot of customers without the service.

Hanna Building Supply in Hanna, Alta., includes an ag and chemicals business for which delivery is critical, explains owner Dale Crowle, because some of the biggest specialty suppliers won’t ship direct, and farmers don’t like to pick up stuff at the store themselves.

“We deal with the majority of the big builders in our market, and a lot has to do with service,” says Craig Geerlink, vice president of sales for Geerlinks Home Hardware Building Centre in St. Thomas, Ont., which generally doesn’t charge its big pro customers for delivery.

Dealers are less forgiving when it comes to charging homeowners for delivery, and fees can range from $15 to a couple of hundred dollars, depending on the load and distance.

(This story is excerpted from a larger article in our sister publication, Hardlines Home Improvement Quarterly. HHIQ is sent free to dealers across Canada. If you’re not receiving your own copy, or if you want to renew your subscription now, you could win a free tablet. Just click here. Vendors and suppliers can subscribe, as well, also by clicking here! —your ever-helpful Editor)

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Industry reports improvement in first-quarter business conditions

SPECIAL REPORT — After a mild winter, both retailers and vendors agree that Q1 has started 2016 on a positive note. Having experienced a modest increase of three percentage points in sales compared to Q1 2015 for retailers, and a huge jump for vendors of more than 25 percentage points, both groups are optimistic about the rest of the year.

Retailers’ outlook for the year ahead has been steady since Q1 2015; the percentage expecting increased sales rose 0.4 percentage points from a year ago to 57.2%. In Q1 2015, 56.6% of retailers were expecting sales increases throughout the year.

We then asked retailers if they felt the effects of showrooming in their stores and 64.3% indicated yes—which is down from 72.1% in Q1 2015. For vendors, 73.3% reported that they plan to invest in buildings, machinery, or equipment over the next 12 months—nearly 40 percentage points higher than 31.3% in Q1 2015.

The top issues for retailers are staffing, customer retention, and decreasing margins, whereas vendors are concerned about the exchange rate with the U.S. dollar, retail consolidation, and higher raw material/shipping costs.

(This data all comes from our most recent quarterly Business Conditions Report in our sister publication, Hardlines Home Improvement Quarterly. We’ll be sending out emails to you in a few days asking you to report on your second-quarter business conditions. Please take two minutes to fill out this very confidential HHIQ survey when it lands in your inbox! —Editor)

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Credit card battles escalate as Walmart drops Visa

MISSISSAUGA, Ont. — Walmart Canada has begun its refusal of Visa payments at its three stores in Thunder Bay, Ont. And it promises to roll out the policy to the rest of its nearly 400 stores in this country, if its dispute with the credit card issuer is not resolved.

The two companies have been feuding publicly over the fees Visa charges retailers per transaction. Walmart says it pays $100 million annually in card fees. Visa counters that Walmart pays rates comparable to other retailers, while Walmart believes it can find better deals for a retailer its size with Visa’s competition. Visa still had the largest market share of credit card issuers in Canada as of last year, according to an analysis by The Nilson Report.

Walmart’s corporate affairs director Alex Roberton explained the choice of Thunder Bay, pointing to the area’s “strong leadership team and the right infrastructure to do this as seamless [sic] as possible for our customers here.”

Meanwhile, Costco in the U.S., which has historically accepted only American Express, is now taking Visa instead. Amex has sold its Costco portfolio to CitiGroup, which will manage Costco’s own cash-back credit card.

And at Ikea Canada, PayPal has become an option for online purchases from the giant furniture and accessories retailer, in addition to Visa and MasterCard.

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