April 18, 2016 Volume

xxii, #16

“It is not who is right, but what is right, that is of importance.”
—Thomas Huxley (English biologist and educator, 1825-1895)

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eBay Canada managing director will headline Hardlines Conference

WORLD HQ, Toronto — Hardlines is pleased to announce that Andrea Stairs, who heads up eBay Canada, has agreed to join our roster of speakers at the 21st Annual Hardlines Conference, October 18 to 19, in Niagara Falls, Ont.

As eBay Canada’s managing director, Stairs leads the Canadian strategy and operations of one of the world’s largest online marketplaces—and Canada’s second largest e-commerce business. Stairs is responsible for cultivating eBay’s community of Canadian users. That includes everything from individual consumers to established brands and retailers. In addition, she oversees all of eBay’s Canadian functions, including product management, marketing, business development, and public and government relations.

Stairs joins an already-impressive lineup of speakers, which includes Ron Beal, president of Orgill Inc., the Memphis-based hardware wholesaler which owns Orgill Canada Hardlines; and Jay Heubner, president and general manager of Ace International.

Ibrahim Ibrahim, the retail futurist from the U.K. and long-time conference favourite, has also been confirmed to return to the Hardlines stage. Aron Gampel, vice president of Scotiabank Economics, is another speaker who’s been invited back after a resounding reception last year. Rounding out our lineup so far is Dan Tratensek, vice president of publishing for the North American Retail Hardware Association, with his insights into the issues facing independent dealers.

The 21st annual Hardlines Conference will be held at the Sheraton on the Falls Hotel in Niagara Falls, Ont., from October 18 to 19, 2016. It will play host to more than 175 dealers, managers, and executives in home improvement retailing in North America. For more information and to register, click here now.

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RONA takeover inches closer to finalization

BOUCHERVILLE, Que. — Lowe’s bid to acquire RONA cleared another hurdle last week as the Superior Court of Quebec issued a judgment to green-light the deal under the provincial Business Corporations Act.

The fate of the proposal now rests with the federal Competition Bureau and the Investment Canada agency, having already won the unanimous recommendation of major stakeholder Caisse de dépôt et placement du Québec (which manages provincial pensions) as well as the approval by RONA’s common shareholders. Preferred shareholders, who were asked to take a loss on the original purchase price, overwhelmingly voted against the offer, but their numbers—representing only about 10% of outstanding shares—weren’t enough to defeat it.

To pay for the deal, as well as to pay off existing debt, Lowe’s has offered up to US$3.3 billion in senior unsecured notes.

The administrative approval of the deal is a setback for nationalists hoping for last-ditch government intervention to prevent the sale of one of Quebec’s most prominent retail success stories. Quebecor founder and opposition leader Pierre-Karl Péladeau, of the pro-independence Parti Québecois, deplored the sale of yet another Quebec company, echoing a popular sentiment that has since intensified with the announcement of Ontario-based Cara Operations’ acquisition of Saint-Hubert. The iconic restaurant chain’s fate was announced the same day as the RONA shareholder meeting.

In an effort to mollify those concerns, Lowe’s, which hired Quebecer Sylvain Prud’homme as head of its Canadian operation, has promised that head offices will remain in their current location on Montreal’s South Shore (pictured above). The Canadian Press reported that departing RONA CEO Robert Sawyer was confident the RONA and Reno-Depot brands would be maintained in Quebec. “Outside of Quebec it’s another ball game, probably the big box stores will be eventually merged (into the Lowe’s brand),” he added.

In addition, Lowe’s has pledged not to slash existing RONA jobs, agreeing to retain several key members of RONA’s current executive team. Shareholder rights group MEDAC has called on both federal and provincial governments to hold Lowe’s to those commitments. Spokesman Jean Dorion also expressed his dissatisfaction at the English-only publication of parts of the agreement.

Report on Business has noted that the number of corporate headquarters operating in Montreal has gone down in the past few years compared to other cities. Aluminum manufacturer Alcan, grocer Provigo, and even Cirque du Soleil are among the businesses bought up by out-of-province interests in recent years.

Xavier Barsalou-Duval, the Bloc Quebecois’ economic development critic, has called for Innovation, Science, and Economic Development Minister Navdeep Bains to block the sale of RONA, alleging that its former CEO, Robert Dutton, was laid off after the rejection of Lowe’s unsolicited first bid in 2012 in order to clear the way for a future deal.

Industry insiders consulted by HARDLINES anticipate that the deal will close by early summer.

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Low prices make Canac a tough competitor in Quebec

QUEBEC CITY — Canac, the giant Quebec-based home improvement chain, is on an aggressive expansion track that is currently aimed squarely at the Montreal area (see last week’s issue! —your ever-helpful Editor). That expansion has been fuelled by a successful business model that has brought the retailer up to 24 stores. “We emphasize good service and we’re very aggressive on price,” says Jean Laberge, president of Canac. And that last point especially is what makes Canac a tough competitor.

Laberge says his company’s stores are the right size, around 25,000 square feet, with another 10,000 square feet for a garden centre, plus about 35,000 square feet of warehouse space. “We find it’s a good size for the market. We can still give good service to our customers.” By avoiding the big box model, he says, “we can see everyone in the stores.”

While Laberge considers the big box a big competitor, he is confident of Canac’s ability to endure. “They’re big and cannot move well. But me, I’m smaller than them and can work from one vendor to another, who may already support Home Depot but cannot supply RONA. It may cost me 2% more, but I can make it up at the distribution centre, where I don’t have to make a markup,” he says. “So I’m able to manage my way among these big groups.”

All that, plus lower administration costs, lets Canac keep its retail prices down. “We are good competitors for them and I can tell you, we bother them a lot.”

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CHHMA inducts industry leaders into Hall of Fame

TORONTO — Two manufacturers and one publisher were inducted into the industry Hall of Fame last week, courtesy of the Canadian Hardware and Housewares Manufacturers Association.

At an awards lunch during the CHHMA’s annual general meeting and conference, James Mumby of Dynamic Paint Products, Bill Calisina of Bissell Canada, and Laurie O’Halloran, co-founder and editor/publisher of HomeStyle magazine (shown here, accepting the award from CHHMA President Vaughn Crofford and Jerry Cayne, founder of Cayne’s the Super Houseware Store). In accepting the award, O’Halloran thanked her parents, who took out a mortgage on their home to finance the startup of the magazine 26 years ago. Cayne, himself a past Hall of Fame recipient, referred to the magazine as “the life blood of the [housewares] industry.”

The Hall of Fame annually honours individuals who have made a mark in the hardware or housewares industry, both from the retail and the manufacturing sectors. It was established in 1984 and since that time has recognized 60 industry leaders, inventors, business founders, and builders.

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CLASSIFIED ADS

Castle Building Centres Group Limited

Business Development Manager — Ontario

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future growth in Ontario. This position requires an individual who is familiar with the Ontario Lumber and Building Supply industry, willing to travel extensively and accustomed to working remote from head office.

Reporting to the Director of Business Development, you welcome the opportunity to work with a dynamic group of independent LBM dealers while planning and executing our future growth initiatives. Providing continual communication to our Ontario Members while understanding their needs is fundamental to your success. Sound computer and presentation skills combined with good administrative qualities are imperative.

Castle Building Centres Group offers a comprehensive compensation package including full benefits.

All submissions will be treated with complete confidentiality. Please forward by email your resume in confidence to:

E-mail: jobs@castle.ca
Castle Building Centres Group Ltd.
100 Milverton Drive, Suite 400
Mississauga, Ontario
L5R 4H1

____________________________________________________________________

Sales Manager Sherwin Williams Diversified Brands Canada
Quebec & Atlantic

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

Basic Qualifications:
High School Diploma or equivalent required
Must be able to operate a computer and communicate via the telephone
Preferred Qualifications:
Bachelor’s degree in business related field is preferred

Required Skills:
Bilingual (French/English), prior experience in a management or supervisory role, experience with employee development/coaching & sales budget attainment.
Preferred Skills:  Prior experience selling architectural coatings, prior experience selling to independent dealers, coop, contractors or architects.  Prior sales success utilizing Customer Relationship Management software.

You can search the job by clicking on current openings and click on Careers@Sherwin-Williams. There you can find the posting by searching the job number 160003VE in the advanced search.

April 11, 2016 Volume

xxii, #15

“A good traveler has no fixed plans and is not intent on arriving.”
—Lao Tsu (the “Old Master,” ancient Chinese philosopher and author of the Tao Te Ching, ca. 4 BC)

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Orgill, Ace, U.K. futurist to headline Hardlines Conference—at new location

WORLD HEADQUARTERS, Toronto — The 21st edition of the Hardlines Conference will feature some the world’s top retail executives and experts from around the world—including one of the most powerful individuals in Canadian hardware wholesaling today. With the theme, “Renovating the Art of Retail,” the industry’s brightest minds and biggest players will once again present their ideas and insights, but in a fresh, new location, in Niagara Falls, Ont.

The conference, from October 18 to 19, will feature Ron Beal, president of Orgill Inc., the Memphis-based hardware wholesaler which owns Orgill Canada Hardlines. Beal will provide an update on Orgill’s expansion in Canada and offer insights into the conversion of Chalifour to Orgill Canada and how it will affect dealers and vendors alike.

Another big name in hardware wholesaling is Ace, which in Canada falls under Ace’s International Division. This year’s conference will host Jay Heubner, president and general manager of Ace International.

Bringing his international expertise and perspective, Ibrahim Ibrahim, the retail futurist from the U.K., has been confirmed to return to the Hardlines stage. A favourite among attendees, he had to cancel his visit last year at the last minute. But he’s coming back with more insights into how the world of retail is evolving worldwide.

Aron Gampel, vice president for Scotiabank Economics, is another speaker who’s been invited back after a resounding reception last year. Gampel will provide a thoughtful—and accessible—explanation of the economic and housing factors affecting the economy and the retail home improvement industry.

Rounding out our lineup so far is Dan Tratensek, vice president of publishing for the North American Retail Hardware Association. A dynamic and engaging speaker, he will share some of the NRHA’s latest research on the trends and challenges confronting dealers in the U.S., conditions that are sure to resonate for Canadians!

The 21st annual Hardlines Conference will be held at the Sheraton on the Falls Hotel in Niagara Falls, Ont., from October 18 to 19, 2016. It will play host to more than 150 dealers, managers, and executives from home improvement retailing in North America. For more information, click here now.

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Canac plans huge growth in Montreal-area markets

QUEBEC CITY — As one of the country’s largest independently owned home improvement retailers, Canac can afford to play by its own rules. With 24 stores and more than half a billion dollars in sales, it is moving aggressively into the markets of its competitors in the province of Quebec—and perhaps even beyond.

Jean Laberge, president of Canac, says the opening of a new distribution centre in Drummondville, Que., will help drive that expansion. The new DC, located mid-way between Canac’s home town of Quebec City and Montreal, opened just three weeks ago. It will give the giant retailer the ability to supply stores in the Montreal area, a market that is an important focus for growth.

In fact, the next store scheduled to open will be in the Saint-Hubert neighbourhood of Longueuil, on Montreal’s south shore. That one will break ground next month, followed by another a little farther east in Granby—with more in the works.

With the focus on moving south, the Drummondville DC will become the main facility for Canac, says Laberge. Already, the existing DC in Quebec City is beyond capacity, and Canac has been renting an additional 100,000 square feet of warehouse to handle the overflow. With the opening in Drummondville, the distribution function will be transferred south, ending the need for extra space in Quebec City.

The next step will be to maximize the efficiency of the new DC. He expects that between 15 and 20 stores could be served out of the new location. “I want to open two stores per year for the next two or three years to maximize output and reach a break-even point with the distribution centre,” says Laberge. “So that’s why I’ll be aggressive for the next few years.”

Canac has already expanded east to Rimouski; he expects to continue to develop markets south of Montreal and north of Quebec City. Laberge says there is lots of room for expansion in Quebec, but would consider eventually going beyond the provincial border. “I don’t think that would be a problem. Maybe not to the U.S., but in Ontario, why not?

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Lee Valley Tools hones customer experience in its newest stores

OTTAWA — Specialty tool and hardware retailer Lee Valley Tools may have been founded as a catalogue business, but its retail presence has grown across the country. Starting with its first store in Ottawa in 1978, Lee Valley Tools has gradually rolled out more bricks-and-mortar locations and now has 16 stores.

But since last year, the company has been stepping up its expansion plans. The first store to open in this latest wave of growth was in Kingston, Ont., on October 1, 2015 (shown here). This will be followed by a store in Kelowna, B.C., which will open April 23. Another dozen locations are on the go, “based on real estate and availability,” says President Robin Lee, who is also the son of company founder Leonard Lee. Robin Lee grew up in the business—he built the showroom for that first store back in 1978—and has been at the helm since 2002.

While once known only as the go-to place for serious woodworkers, Lee Valley Tools has expanded its product lines through the years. It now features lawn and garden products, cabinet hardware, toys and puzzles, and just plain cool stuff for grownups. “As the product lineup grew, it became possible to open stores in new locations that can accommodate Lee Valley’s greater range of products,” says Lee.

The Kingston location is a perfect example. “It’s a smaller store, but it has a larger showroom,” Lee explains. “We’re being more open with the layout to create more customer-friendly space.” That includes a network of wooden, glass-topped showcases that form the centrepiece of the store and help manage customer flow.

Lee Valley specializes in quality products, another thing makes the stores attractive, he says: “We have a product line that means we don’t have to compete only on price. Price is no longer the sole determinant that it was just a few years ago—and customers have had it with cheap products.”

People want to come into the stores to see and touch that quality and benefit first-hand from the staff expertise. “With tools especially, you have to get your hands on them. You have to pick them up,” Lee adds.

“You add value through information and story-telling.”

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Castle sees growth with independents in Atlantic market
MISSISSAUGA, Ont. — With two recent additions to its dealer network in Atlantic Canada, Castle Building Centres Group sees the region as a good one for growth.

Just last week, a new specialty dealer, Window World in Moncton, N.B., signed on under General Manager Jay Milton, who has been in the home improvement industry for more than 15 years. This latest recruit underscores how important the Atlantic market is for Castle. Only last month, Castle added a member in Newfoundland and Labrador, B.W. Powell in Charlottetown, Labrador. Owned by Marie and Irving Powell, children of founder Ben Powell, it’s a broad-line general store supplying the town’s LBM and hardware, along with groceries and gasoline.

Bruce Holman is director of business development for Castle. He admits that Castle is strong in Atlantic markets—and especially in Newfoundland and Labrador. There, he counts 142 stores in total selling hardware and building materials, of which fully 40 are Castle members. “We’ve had a lot of traction there,” he notes.

He’s proud of the gains Castle has made there, attributing them in part to Castle’s business model, which doesn’t require an independent to join a banner. A lot of these dealers, many of them smaller operators in discrete markets, don’t need the sophisticated offerings of some banners, he says.

“They are true entrepreneurs that want simplicity. They don’t want to be told how to run their business. Many of them are destinations, so having Air Miles or a banner isn’t as important. They don’t want a lot of fanfare.”

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Marianne Thompson, vice president of sales and marketing at Alexandria Moulding, is moving over to Jeld-Wen to take over a new role as vice president sales there.(226-220-1423; mthompson@jeldwen.com). She is being replaced by Donna Gerrits, who takes over the VP sales and marketing role. Gerrits was formerly general manager of Royal Woodworking, a business unit of Alexandria Moulding.(905-717-2755; dgerrits@alexmo.com).

At Sears Canada, Becky Penrice has been appointed executive vice-president and COO. She was most recently senior vice-president and interim COO.  Prior to that, Penrice was SVP human resources and information technology.

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CLASSIFIED ADS

Castle Building Centres Group Limited

Business Development Manager — Ontario

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future growth in Ontario. This position requires an individual who is familiar with the Ontario Lumber and Building Supply industry, willing to travel extensively and accustomed to working remote from head office.

Reporting to the Director of Business Development, you welcome the opportunity to work with a dynamic group of independent LBM dealers while planning and executing our future growth initiatives. Providing continual communication to our Ontario Members while understanding their needs is fundamental to your success. Sound computer and presentation skills combined with good administrative qualities are imperative.

Castle Building Centres Group offers a comprehensive compensation package including full benefits.

All submissions will be treated with complete confidentiality. Please forward by email your resume in confidence to:

E-mail: jobs@castle.ca
Castle Building Centres Group Ltd.
100 Milverton Drive, Suite 400
Mississauga, Ontario
L5R 4H1

____________________________________________________________________

Sales Manager Sherwin Williams Diversified Brands Canada
Quebec & Atlantic

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

Basic Qualifications:
High School Diploma or equivalent required
Must be able to operate a computer and communicate via the telephone
Preferred Qualifications:
Bachelor’s degree in business related field is preferred

Required Skills:
Bilingual (French/English), prior experience in a management or supervisory role, experience with employee development/coaching & sales budget attainment.
Preferred Skills:  Prior experience selling architectural coatings, prior experience selling to independent dealers, coop, contractors or architects.  Prior sales success utilizing Customer Relationship Management software.

You can search the job by clicking on current openings and click on Careers@Sherwin-Williams. There you can find the posting by searching the job number 160003VE in the advanced search.

April 4, 2016 Volume

xxii, #14

“Have patience. All things are difficult before they become easy.”
—Saadi Shirazi (Persian poet, 1213-1291)

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IMPORTANT MESSAGE FROM HARDLINES: Meet the Buyers update

We regret to inform you of changes to our Meet the Buyers Event on April 28. We were delighted to have both RONA and Lowe’s Canada commit to this event. Now, however, both companies have withdrawn from the event.

We understand this decision. A lot is bound to change over the coming months, and to ask either company at this time to give our vendors any meaningful insight into the next steps would be very difficult, if not impossible.

This change may be an inconvenience for many of you. And for that, we apologize. We realize the impact this will have on those of you who will have to cancel flights and change itineraries.

Please note: We have a commitment from Lowe’s to reschedule. Once a date has been set, more information will be available.

Please feel free to contact me directly if you have any questions, either by email or telephone: 416-489-3396, ext. 1. —Michael

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RONA shareholders OK Lowe’s deal, but without preferred shareholders

BOUCHERVILLE, Que. ― RONA inc. held a special meeting on March 31 at which its shareholders voted to pass a special resolution to approve the company’s sale to U.S.-based Lowe’s Cos. through the acquisition of all of RONA’s common shares $24 per share in cash, and all of the preferred shares $20 per share in cash.

The deal, which had already been approved by RONA’s board of directors, was approved by 99.9% of the shareholders at the meeting, representing 70.2% of the total common shares outstanding as of February 25, 2016.

However, preferred shareholders did not approve the arrangement, with just 25.2% of their votes cast in favour of the arrangement, which required the approval of two-thirds of the votes cast by such shareholders. The votes cast by preferred shareholders represented 43.01% of the total of outstanding five-year preferred shares.

Completion of the deal is not conditional on approval by the preferred shareholders, so those shares will be excluded from the deal. They will continue to trade on the Toronto Stock Exchange under RONA at a price that will be determined by the market, based on rate and credit rating. And current shareholders can still redeem them in five years at a value of $25.

RONA Chairman Robert Chevrier expressed that he was “very, very, very pleased” with the outcome, and affirmed his faith in Lowe’s pledge to maintain head office operations and not to slash jobs. Activist shareholder Jean Dorion, however, called on the federal and provincial governments to hold Lowe’s to its word. “We hope that government authorities pressure [Lowe’s] so that the commitments made by Lowe’s are respected,” he said. RONA CEO Robert Sawyer will be succeeded by Lowe’s Canada President Sylvain Prud’homme.

Finalization of Lowe’s acquisition of RONA still needs to be approved by the Quebec Superior Court, the receipt of required regulatory approvals, and other closing conditions.

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Latest openings and conversions reflect Home Hardware’s growth in Quebec

ST. JACOBS, Ont. — While it’s Canada’s second-largest province for home improvement sales (Source: Hardlines Market Share Report —shameless plug here!), Quebec is under-represented by some of the country’s large national banners.

Home Hardware Stores Ltd. is no exception. While the chain has almost 1,100 stores nationwide, only 122 of them are in Quebec, even though la belle province represents about 25% of the Canadian market (Source: Hardlines Market Share Report —yes, another even more shameless plug!). But Quebec has been a focus for the dealer-owned co-op in recent years, and all the upheavals that have taking place there have provided added opportunities for growth.

“Whenever there’s movement in the industry, not everybody is happy with it. Some will look elsewhere,” says Mario Durocher, Home’s director of operations for Quebec, alluding to the string of changes that have included Ace’s move to RONA, the acquisition of Groupe BMR by La Coop fédérée, and RONA’s imminent sale to Lowe’s Canada.

Indeed, other groups have beefed up their efforts in Quebec: Groupe BMR has announced it will pursue RONA dealers, offering a Quebec-based solution. Castle Building Centres has made big gains with large dealers there in recent years. And just last week, TIMBER MART Group announced it had hired two more Quebec recruitment managers.

Durocher stresses that opportunities abound, and with three regional managers of its own in the province, Home’s growth has been good. In fact, 2014 was a record year, with 15 new dealers signed; last year another six joined. Since 2009, Home has increased its store count in Quebec by 45%. Three more have joined year to date: a dealer conversion located just north of Montreal, plus two more that will be announced soon (we’ll keep you posted! —your enthusiastic Editor).

Growth also includes expansion of existing businesses. Quincaillerie Sainte-Julie Inc. in Sainte-Julie expanded into a new location with a grand opening last week. The owner, Michel Robidoux, and his wife Marie-Josée Hébert (shown above, with Mario Durocher on the left, and Claude Bissonette, retail sales and operations manager for that area), joined Home Hardware two years ago. Another existing dealer, Centre de Rénovation FDS Home Hardware in Arvida, is also moving into a larger space, a former Super C store in Jonquière, to better serve the Saguenay region. Grand opening is slated for June 2016.

Durocher is anticipating a banner year for conversions, because of “too much instability in the market. Are we the right fit for everybody? No—but we feel we have a lot to offer to dealers changing banners in 2016. There’s still tons and tons of potential.”

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La Coop fédérée garners retail excellence award from Quebec association

MONTREAL ― La Coop fédérée has received an Award of Recognition from the Conseil québécois du commerce de détail (CQCD). This award highlights the contribution and part played by La Coop fédérée through its Sonic, BMR, and Unimat brands in developing the Quebec retail trade.

“In 93 years of history, La Coop fédérée has had the chance to receive several awards for its contribution to the agricultural community—our core business—but its contribution to retail trade remains largely unknown. However, retail represents one third of our $6 billion in revenues,” said François Dupont, senior vice-president of retail and innovation, on receiving the award on behalf of La Coop.

Throughout the past few years, La Coop fédérée has positioned itself as a major player in retail trade in Quebec. The acquisition of Groupe BMR in 2015 has allowed the group to consolidate its presence in the hardware and renovation market. Today, BMR lays claim to being the largest hardware retailer held exclusively by Quebec interests (That will certainly be true within a few months. —Editor).

“Our goal is clear: we want to be recognized as a leader in the retail sales industry in Eastern Canada. This Award of Recognition is testimony to the increasing contribution of La Coop fédérée in retail trade and its economic impact in Quebec,” Dupont added.

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Jeff McCully and Paul Montgomerie have joined DAP Canada as national account managers. (Jmccully@dap.com; pmontgomerie@dap.com)

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_____________________________________________________________________

CLASSIFIED ADS

Castle Building Centres Group Limited

Business Development Manager – Ontario

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future growth in Ontario. This position requires an individual who is familiar with the Ontario Lumber and Building Supply industry, willing to travel extensively and accustomed to working remote from head office.

Reporting to the Director of Business Development, you welcome the opportunity to work with a dynamic group of independent LBM dealers while planning and executing our future growth initiatives. Providing continual communication to our Ontario Members while understanding their needs is fundamental to your success. Sound computer and presentation skills combined with good administrative qualities are imperative.

Castle Building Centres Group offers a comprehensive compensation package including full benefits.

All submissions will be treated with complete confidentiality. Please forward by email your resume in confidence to:

E-mail: jobs@castle.ca
Castle Building Centres Group Ltd.
100 Milverton Drive, Suite 400
Mississauga, Ontario
L5R 4H1

____________________________________________________________________

Sales Manager Sherwin Williams Diversified Brands Canada
Quebec & Atlantic

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

Basic Qualifications:
High School Diploma or equivalent required
Must be able to operate a computer and communicate via the telephone
Preferred Qualifications:
Bachelor’s degree in business related field is preferred

Required Skills:
Bilingual (French/English), prior experience in a management or supervisory role, experience with employee development/coaching & sales budget attainment.
Preferred Skills:  Prior experience selling architectural coatings, prior experience selling to independent dealers, coop, contractors or architects.  Prior sales success utilizing Customer Relationship Management software.

You can search the job by clicking on current openings and click on Careers@Sherwin-Williams. There you can find the posting by searching the job number 160003VE in the advanced search.

March 28, 2016 Volume xxii, #13

“The world is a book, and those who do not travel read only a page.”
—Saint Augustine (early Christian philosopher and patron saint of brewers and printers, 354-430)

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Lowe’s gives preview of spring and summer assortments

TORONTO — Reflecting more emphasis on the female customer, Lowe’s Canada offered a seasonal preview recently of what’s in store for spring. That included pushing the range of products beyond the traditional lawn and garden furniture and outdoor power equipment. Case in point: a sideboard to accompany the barbecue and provide a full-line kitchen outdoors.

There was lots of emphasis on accessorizing with outdoor décor items, including pillows and throws. In fact, everything on display at this event would be available at a Lowe’s store this spring, except the dishes—and even those are coming next year.

The move overall is upscale: “As time goes by, we want to be stepping it up a notch,” said Cindy Jardim, director of styles and trends at Lowe’s Canada. “Overall, we’re offering a higher price point” on a number of items, with no opening price point at all. That includes flexibility of installation, such as a patio fire pit that can use either wood or accommodate a gas insert.

Jardim was especially eager to show off a backyard gazebo, which she labelled the “ ‘she shack,’ for mom’s half of the yard.”

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Provincial association plays role in achieving Quebec reno tax credit

MONTREAL — AQMAT, the hardware and building materials industry association in Quebec, has welcomed the Quebec government’s announcement of a tax credit to stimulate the renovation market. The leadership of the organization, which was heavily involved in lobbying the provincial government on this issue, described itself as “happy, but not sated” with the RénoVert program.

The program offers a 20% reimbursable tax credit up to $10,000 on expenditures exceeding $2,500 related to home repairs and renovations. The credit is applicable to professional contracts settled before April 1 of next year. “We were really happy with the tax credit and with the Quebec budget generally, as it offered a number of ways to help retailers, including money set aside to help them catch up on their e-commerce expertise,” said AQMAT President and CEO Richard Darveau.

He added that his association worked with the builders’ associations and the green movement in Quebec to push the renovation tax credit through.

AQMAT however continues to push for a permanent tax credit without a dollar cap and sees this as a model that can be rolled out to the rest of Canada. “The residential owner should be able to count always and when needed on the best possible conditions for fixing a problem with their home or adding value to it,” Darveau stressed.

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Orgill pushes integration of Canadian DC

MEMPHIS — U.S. hardware wholesaler Orgill, Inc. has been converting systems and operations at its facility in London, Ont. The distribution centre was the home of Chalifour Canada before its takeover by Orgill earlier this year. Now, it’s in the process of being converted to a full-line DC for Orgill—its first in Canada.

“What we’ve had to do is get the systems together so they could talk to each other,” explains Ron Beal, president of Orgill. “So the next step is to get the assortments combined, so that over the next few weeks everything we ship in Canada will be through the London DC.”

Beal notes that many Canadian vendors are already suppliers to Orgill and will ship directly into London, as will a number of U.S. suppliers that previously shipped product to Orgill’s Inwood, West Virginia, facility. Meanwhile, the company is working to ensure that retail customers don’t miss out on products that were formerly available from Chalifour. “Our goal is to transfer everything to London.”

The London DC’s transition to the Orgill platform is “ahead of schedule,” says Beal, which means it can communicate now with Orgill’s U.S. operations. The next step will be to integrate London with dealers’ own POS systems.

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Vendors will meet top e-retailers at first-ever eRetailer Summit

TRUMBULL, Conn. — Top retailers in hardlines, housewares, and building materials are lining up to be part of the first-ever Home Improvement eRetailer Summit, October 26 to 28, 2016 in Fort Lauderdale, Fla.

The eRetailer Summit is a top-level conference for industry-leading companies doing business online. The range of North American retail leaders that have committed to the Summit is impressive: the iconic Sears.com; storage and organization retailers The Organizing Store and Organize-It.com; HSN, which was ranked number 25 in the Internet Retailer Top 500 Guide; BuildDirect.com, which ranked number 195; and SupplyHog.com, a fast-growing seller of building and renovation products.

The eRetailer Summit will provide a forum for these eRetail leaders to share their vision and objectives with a select group of vendors, who will get face time and the chance to share strategies. The intimate environment of the eRetailer Summit will help all sides work better together to optimize the internet as a distribution channel.

“The response to the invitations extended to retailers has been extremely positive,” said Sonya Ruff Jarvis, Manager, Jarvis Consultants, who is mounting the event in partnership with Hardlines Inc. “This Summit was developed directly from customer feedback and the response shows that this event clearly fills a void in the marketplace. We’re proud to offer an environment for these retail leaders to share their goals for increasing online sales with select supplier partners.”

Home Improvement vendors specifically interested in expanding their online presence and learning more about how to optimize the internet as a distribution channel can contact Sonya Ruff Jarvis; or contact Beverly right here at the World Headquarters.

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CLASSIFIED ADS

Senior director – Business development

Under the supervision of the CEO, the candidate selected will assume the following responsibilities:

• Creating and contributing to the implementation of strategies to develop the hardware and LBM market (Quebec, Ontario, Maritime Provinces);
• Making sure our dealers receive a high-quality service and maintaining a high level of loyalty;
• Optimizing and developing marketing on the territory (analyzing market studies to optimize store localization, participating to store expansions and acquisitions, etc.);
• Managing and mobilizing a team of advisors, merchandisers and customer service clerks;
• Monitoring and developing the sales of Groupe BMR;
• Contributing to the improvement of the corporate image of Groupe BMR stores;
• Other related duties.

Required skills:

• Client oriented
• Business development
• Strategy development
• Leadership and courage to take action
• Persuasion skills
• Good judgement
• Ability to motivate and mobilize a team
• Ability to monitor performance indicators
• Interpersonal communication skills

Must have:

• Excellent knowledge of the retail market
• Great IT skills: MS Office Suite
• Bilingualism: Mandatory

Training and experience:

A combination of:
Bachelor’s degree in business administration or the equivalent, and a minimum of 10 years of experience in the retail industry.

Groupe BMR offers a competitive total compensation package

Please email your candidacy at the following address: rh@bmr.co.

Thank you for your interest; however, only selected candidates will be contacted.

March 21, 2016 Volume

xxii, #12

“It is only in adventure that some people succeed in knowing themselves—in finding themselves.”
—André Gide (French author and winner of the Nobel Prize in Literature, 1869-1951)

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Canac continues expansion with push into Montreal area

L’ANCIENNE-LORETTE, Que. — Canac, the Quebec City-based independent hardware chain, is pouring $100 million over the next five years into expansion in the suburbs of Montreal. It’s even hired a public relations firm, Turbulences, to boost the launch of its first Montreal-area store, opening later this year in Beauharnois, Que.

In December, the company made a bid for a 540,000-square-foot lot in Sorel-Tracy, with a view to installing a store there by the end of this year. Construction on the store in Beauharnois, which is about half an hour from the Ontario border, is slated to wrap this summer. It is the 24th location for the chain known until 2010 as Canac-Marquis Grenier.

Last summer, Canac broke ground on its third distribution centre at a 350,000-square-foot site in Drummondville, near Sherbrooke, to relieve pressure on its overburdened existing facilities in L’Ancienne-Lorette and Saint-Augustine-de-Desmaures.

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Lowe’s will maintain vendor relationships with RONA acquisition

TORONTO — While there’s been much talk about the future of RONA and Ace dealers once Lowe’s takeover of RONA is approved by shareholders and the Canadian Competition Bureau, vendors to both companies have concerns of their own.

But ownership of RONA by Lowe’s will not mean a betrayal of the Canadian vendor community, says Lowe’s Canada President Sylvain Prud’homme. He talked with HARDLINES recently about the commitment he and his company have to maintain existing relationships with both RONA and Lowe’s vendors.

Lowe’s will keep its office in Toronto, but on a smaller scale. Most of the Lowe’s team, including its buyers, are being asked to relocate to RONA’s head offices and distribution centre in Boucherville, Que. Depending on completion of the acquisition, that move could begin as early as July, say some insiders.

But would RONA, which will continue to supply a network of independent dealers, have its own buying team? “It’s too early to say,” Prud’homme admits, noting that details of the integration still have to be worked out. He does look forward to tapping the knowledge and contacts of the RONA buyers. “We’ll have access to the team in Boucherville’s expertise.”

Prud’homme also insists that the Lowe’s Canada buyers are masters of their own domain. “All our decision-making by our merchants is being [made] in Canada. That’s the model we’re taking going forward.”

With the recent addition of Alan Blundell in a newly created role as divisional vice president, merchandising (see our January 18 edition—your helpful Editor), Lowe’s Canada is reviewing its category management and line review processes. Blundell will focus on the vendor community in Canada, working to improve internal practices.

The multiple store formats that Lowe’s will own with the RONA acquisition will provide a growth platform, not just for the retailers, but for vendors, says Prud’homme. He is comfortable with the vendor relationships that currently exist and expects those relationships will continue, both through its bricks-and-mortar locations and online.

(Senior buyers from Lowe’s and RONA will present at our Meet the Buyers Breakfast, April 28 from 8 a.m. to 11 a.m. It’s at the Hilton Mississauga Meadowvale Hotel, 6750 Mississauga Road, L5N 2L3. No surprise: this one is filling up fast, so click here now to reserve your spot!)

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Coast Distributors celebrates 30 years with new lines, expanded focus

NANAIMO, B.C. — West Coast hardware distributor Coast Distributors has weathered the ups and downs of Canada’s fickle hardware wholesaling sector to celebrate 30 years in business.

Established in 1986, Coast Distributors began in founder Alex Guy’s backyard garage on Vancouver Island. With a vision to become a complete hardware supply source on the West Coast, Guy steadily built the business—and his team. In 1993, Alex’s brother Scott and brother-in-law Ken opened a second location in Kelowna.

Basing its reputation on “good old-fashioned service,” Coast has grown to become one of Western Canada’s largest independent two-step hardware and building supply distributors. Boasting a team of 10 outside sales representatives in British Columbia and Alberta, the company has since grown to three locations with an office in Vancouver, and offers more than 17,000 SKUs and its own fleet of trucks.

In recent months, it has rounded out its offering with the addition of Reliable Fasteners, filling a niche following the withdrawal of Stanley/National from Canada. Coast has also added rods and shapes from Onward, Madico casters, chair tips, glides, and felts.

The company plans to celebrate its anniversary with a number of special promotions throughout 2016.

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Home Depot Canada goes upscale with spring collections

TORONTO ― Home Depot Canada gave the media a sneak preview of its spring outdoor living collections last week, with everything from “English garden” and European-inspired furniture to what the company claims is the largest assortment of Weber barbecues in the country.

Besides the more traditional English styles, furniture design embraced bold “Parisian” styling, with aluminum-framed chairs and tables that look like wood, finished with black and white webbing. And style complemented technology, as Home Depot’s Ego line of outdoor power equipment sported a heavy-duty 18-volt lithium-ion battery, while a portable propane gas oven lets outdoor chefs cook a pizza right in the yard.

Besides product, the event managed to highlight a new Home Depot service: a heavy-duty, four-foot-high nylon bag for soil and stones that can be delivered right to one’s own driveway or front lot.

Furniture, outdoor power equipment, and barbecues were rounded out by decorative accessories, including flameless candles. All the lines are available in stores now.

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TIMBER MART has announced the addition of two industry veterans to its recruitment team in Quebec. Berchmans Vignola and Ronald Dion join TIMBER MART as membership development managers and will be responsible for building the group’s membership in the province. Both have more than 40 years of sales experience in the building materials industry. For more than 15 years they were territory managers for CertainTeed Saint-Gobain in Quebec. The appointments “reflect our group’s commitment to the Quebec independent market and our aim to grow our membership in the province,” said TIMBER MART president Bernie Owens.

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CLASSIFIED ADS

Senior director – Business development

Under the supervision of the CEO, the candidate selected will assume the following responsibilities:

• Creating and contributing to the implementation of strategies to develop the hardware and LBM market (Quebec, Ontario, Maritime Provinces);
• Making sure our dealers receive a high-quality service and maintaining a high level of loyalty;
• Optimizing and developing marketing on the territory (analyzing market studies to optimize store localization, participating to store expansions and acquisitions, etc.);
• Managing and mobilizing a team of advisors, merchandisers and customer service clerks;
• Monitoring and developing the sales of Groupe BMR;
• Contributing to the improvement of the corporate image of Groupe BMR stores;
• Other related duties.

Required skills:

• Client oriented
• Business development
• Strategy development
• Leadership and courage to take action
• Persuasion skills
• Good judgement
• Ability to motivate and mobilize a team
• Ability to monitor performance indicators
• Interpersonal communication skills

Must have:

• Excellent knowledge of the retail market
• Great IT skills: MS Office Suite
• Bilingualism: Mandatory   

Training and experience:

A combination of:
Bachelor’s degree in business administration or the equivalent, and a minimum of 10 years of experience in the retail industry.

Groupe BMR offers a competitive total compensation package

Please email your candidacy at the following address: rh@bmr.co.

Thank you for your interest; however, only selected candidates will be contacted.

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March 14, 2016 Volume

xxii, #11

“The advancement and diffusion of knowledge is the only guardian of true liberty.”
—James Madison (American statesman and fourth president of the United States, 1751-1836)

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Canadians connect with the world at Cologne Hardware Fair

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COLOGNE, Germany ― For many vendors, North America has plenty of trade shows, thank you very much. But for about a dozen Canadian companies that braved the overseas travel―and attached costs―to attend Eisenwarenmesse, the International Hardware Fair, the results have paid off with often surprising effectiveness.

The International Hardware Fair was held last week in this city that flanks the Rhine in Germany’s North Rhine-Westphalia region. It attracted buyers from more than 50 countries, giving Canucks here a bonanza of potential new home improvement customers. Not only that, but Canadian buyers were well-represented here, as well.

Vendors included veterans of the event, such as Pierre Filiatrault of Montreal-based Cobra Anchors. “For us it is a very, very busy show,” he said, noting that the last time he was at the show he managed to secure German DIY retailer Bauhaus as a customer. His company sells wall anchors that are compatible with drywall, a technology that is slowly catching on in Europe. This, he says, puts his company in a good position to offer a solution to European buyers. This year, he’d already seen representatives from Leroy Merlin and Castorama, in addition to buyers from Turkey, China, France, and Eastern Europe. “We sell all over the place,” he added.

Other Canadian companies were also excited about their presence at the Cologne Fair. Representatives from Yardlock, a Mississauga, Ont.-based company with an innovative DIY gate lock, managed to pick up customers from six new countries on the first day alone.

Dave Martin of Home Hardware Stores Ltd. shared that, as the tool buyer, it made sense for him to represent his company at this show. “I’m always surprised at the potential suppliers you meet from countries you wouldn’t expect to see,” he observed, adding that the surprise factor is part of the appeal of the show. “Whether a meeting materializes into a solid connection remains to be seen,” but he added that he’d seen some interesting products, including a range of coloured plastic toolboxes from Poland. Even one good new vendor makes the trip worthwhile, Martin added.

An important aspect of the Hardware Fair for Canadians is the Canada Night International Reception, held at the end of day one of the fair. The event, hosted by HARDLINES and sponsored by the show’s organizers, Koelnmesse, attracted about 75 people. Manufacturers included Task Tools and Swift Greenfilters from Vancouver, Cobra Anchors of Montreal, Ben-Mor from Saint-Hyacinthe, Que., Ingersoll Products from Ingersoll, Ont., and TC Tools out of Edmonton, who all got the chance to drink some German beer and meet buyers from Canadian Tire, Sears Canada, True Value, and Home Hardware.

The evening was rounded out by an enthusiastic HARDLINES-style rendering of “O Canada,” a requisite part of Hardlines Canada Nights everywhere!

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RONA, Lowe’s buyers to outline opportunities at Meet the Buyers

WORLD HQ, TORONTO — At the next Hardlines Meet the Buyer’s Breakfast, April 28 in Toronto, you will hear from senior merchants from two of Canada’s leading home improvement retailers: Lowe’s Canada and RONA inc.

Nick Malone, merchandising director, seasonal for Lowe’s Canada, will present. Malone will be accompanied by Igor Halencak, head of marketing and merchandising, and Neil Calhoun, merchandising director, home décor.

From RONA, we are pleased to announce that Marie-Soleil Tremblay, senior merchandising director, will also present. As senior merchant for RONA, she’ll represent the company’s entire buying team.

These buyers will explain to vendors what it takes to get―and stay―listed in their stores. They will represent their respective merchandising teams to tell vendors first-hand what preparations they need to make and what expectations they should have when they sit down with someone from their buying team.

The 2016 Hardlines Meet the Buyers Breakfast will be held April 28 from 8 a.m. to 11 a.m. at the Four Points by Sheraton Mississauga Meadowvale Hotel, near Toronto Pearson Airport. For more information, click here or contact: kate@hardlines.ca.

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Lowe’s Canada president connects with Ace execs

BUTLER, Ill. & TORONTO — The countless Ace dealers in Canada who may be worried about the future of their banner now that it belongs to Lowe’s Canada got some reassurance last week.

Lowe’s Canada president Sylvain Prud’homme spoke with the president and CEO of Ace Hardware, John Venhuizen, and Jay Heubner, president of Ace International, the division that liaises with Ace Canada. In the call, Prud’homme reiterated his commitment to the Ace brand (see our February 15, 2016 edition. —your ever-helpful Editor), adding that Lowe’s intends to maintain the master license for Ace in Canada and “to support independent hardware retailers.”

The Ace executives were so heartened by the call that, at the urging of Prud’homme, they sent out a letter to all Ace dealers in Canada recapping the highlights of the call.  “Frankly, we were very encouraged after our discussion with Lowe’s Canada,” said the letter, which was signed by Ace’s Heubner, along with Ace Canada President Bill Morrison.

The letter goes on to state Ace’s commitment to keep growing the brand here: “For now, we want to underscore our commitment to advancing the Ace brand in Canada and our support of you. As previously stated, our allegiance and loyalties remain in support of our existing and prospective independent Ace owners.”

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CanWel will acquire forest products producer Jemi Fibre

VANCOUVER ― CanWel Building Materials has reached an agreement to acquire forest products firm Jemi Fibre Corp. The transaction will result in Jemi Fibre becoming a wholly-owned subsidiary of CanWel and will combine Jemi Fibre’s operations with CanWel’s distribution platform.

With the addition of this forestry products company, CanWel will become a vertically integrated enterprise, with access to raw materials, value-added production, and full distribution capabilities to dealers across Canada.

Jemi Fibre has extensive holdings of forests and facilities. It owns about 136,000 acres of private timberlands, strategic crown licenses and tenures, log harvesting and trucking operations, several post and pole peeling facilities, two pressure-treated specialty wood production plants, and one specialty saw mill.

The deal involves CanWel acquiring all of Jemi’s common shares, which will be exchanged for CanWel shares on the basis of 31.13:1 basis. Approximately 2.53 million CanWel shares will be issued to Jemi shareholders.

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Julie Pinard is now vice president of sales at Globe Electric Company. She’s been with the Montreal-based lighting company for more than 10 years, most recently as director of sales.

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CLASSIFIED ADS

Senior director – Business development

Under the supervision of the CEO, the candidate selected will assume the following responsibilities:

• Creating and contributing to the implementation of strategies to develop the hardware and LBM market (Quebec, Ontario, Maritime Provinces);
• Making sure our dealers receive a high-quality service and maintaining a high level of loyalty;
• Optimizing and developing marketing on the territory (analyzing market studies to optimize store localization, participating to store expansions and acquisitions, etc.);
• Managing and mobilizing a team of advisors, merchandisers and customer service clerks;
• Monitoring and developing the sales of Groupe BMR;
• Contributing to the improvement of the corporate image of Groupe BMR stores;
• Other related duties.

Required skills:

• Client oriented
• Business development
• Strategy development
• Leadership and courage to take action
• Persuasion skills
• Good judgement
• Ability to motivate and mobilize a team
• Ability to monitor performance indicators
• Interpersonal communication skills

Must have:

• Excellent knowledge of the retail market
• Great IT skills: MS Office Suite
• Bilingualism: Mandatory

Training and experience:

A combination of:
Bachelor’s degree in business administration or the equivalent, and a minimum of 10 years of experience in the retail industry.

Groupe BMR offers a competitive total compensation package

Please email your candidacy at the following address: rh@bmr.co.

Thank you for your interest; however, only selected candidates will be contacted.

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March 7, 2016 Volume

xxii, #9

“Ill habits gather by unseen degrees, as brooks make rivers, rivers run to seas.”
—Ovid (Roman poet, 43 BC-18 AD)

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La Coop fédérée woos RONA dealers

MONTREAL — La Coop fédérée is positioning itself to pick up RONA’s affiliate dealers if they opt not to follow the banner into business with Lowe’s.

According to CEO Gaétan Desroches, La Coop, which operates Groupe BMR and the Unimat retail chain, is in a “courtship phase” with independent RONA merchants. Interviewed by phone during the company’s AGM, Desroches told La Presse canadienne that RONA’s acquisition by Lowe’s could contribute to the expansion La Coop is seeking in Quebec.

The Retail and Innovation Division went through a year of transition. The purchase of 100% of Groupe BMR during the fiscal year is expected to be positive over the long haul for the organization and its network. However, the company admits that an acquisition of this size “necessarily involves short term adjustments.”

The Retail and Innovation Division, which consists of hardware and building supply outlets, energy, and innovation, enjoyed total sales of $1.41 billion in 2015. That’s up from $981.5 million in 2014, due mainly to the acquisition in January 2015 of all outstanding shares of Groupe BMR. While this increase helped offset a large decrease in oil product prices in La Coop’s Sonic Energy Sector, the co-op retailer still faces a challenging market for renovation and building materials in Quebec.

To overcome those challenges, it has been working to integrate BMR and Unimat through signage conversions, logistical procurement adjustments to serve twice as many stores, integration of the two cultures, and rationalization of selected corporate stores.

Amidst these changes, the desire to pursue more stores in Quebec has increased. While acknowledging that other banners like Home Hardware will also be looking to scoop up affiliates, La Coop’s Desroches hopes to appeal to dealers who want to keep their business in Quebec.

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Atlantic buying show will move to Halifax in 2017

MONCTON, N.B. —After more than 30 years in Moncton, the Atlantic Building Supply Dealers Association announced its annual trade show will be moving to Halifax next year.

Denis Melanson, president of the ABSDA, made the announcement to more than 700 members and sponsors at the annual gala dinner last week. After experiencing a steady decline in attendance over the last few years, Melanson asked everyone—dealers and vendors alike—to commit to bringing the show back to its past glory.

“We can’t sit here and say there’s less and less people here every year and not do anything about it,” he said. He especially called on the vendors to emphasize the buying aspect of the event by offering show-exclusive deals and inviting their customers to attend. Melanson estimated they could see a 25% to 30% increase in attendance if everyone committed to the effort.

On the show floor, vendors were positive about the new location, and were hopeful that it may involve an uptick in attendance next year.

This year’s show also introduced a contractor afternoon on the second day. Wayne Duplantis, Henkel Canada, said he was looking forward to seeing how that would go. “It will be interesting to do some demos and talk to the guys who use the products.”

In typical Canadian fashion, the most talked about topic on the floor was the weather, or lack thereof. Melanson joked that 2016 will be, “the year forever known as the year of no snow.” However, snowstorms in Ontario and Quebec and a number of cancelled flights did delay many vendor representatives travelling east for the show.

Melanson concluded his remarks with a call to arms, encouraging attendees to work on attracting more people, not just to the buying show, but to the industry as a whole. “This industry is changing and evolving and we have to provide more value and more services. And we have to stop talking about jobs, and make people aware of the careers they can have in this industry.”

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Quebec connection helped Lowe’s expand spring product lines

MONTREAL — A meeting held in November 2015, with Lowe’s Canada and a group of Quebec home improvement vendors has turned out to be another part of a larger plan for Lowe’s to acquire Quebec market leader RONA.

The meeting gathered about 80 vendors in an event in Montreal that was organized by the Bureau of Quebec in Toronto. Lowe’s already has 42 stores in Canada, but none in Quebec. The event gave Lowe’s the chance to meet and begin doing business with Quebec companies, some of whose products are appearing in Lowe’s stores this spring.

In anticipation of eventual expansion into Quebec, which since this meeting took place includes the landmark takeover of RONA, suppliers at this event heard from Lowe’s Canada President Sylvain Prud’homme about the company’s growth plans and commitment to omnichannel marketing.

“This was definitely a first step to get more familiar with the Quebec marketplace, both in terms of vendors and market demands,” said Igor Halencak, head of marketing and merchandising at Lowe’s, who also presented at the meeting in November.

He adds that a number of new listings came from the meeting and many of them will be rolled out with Lowe’s Canada’s spring and summer product launches, including “a tremendous seasonal program.” He says the first of them will appear mid-April.

While establishing some good vendor relations in Quebec, the meeting turned out to be a well-timed public relations gesture, as well, helping Lowe’s connect with a vendor base that will become more important than ever, given the acquisition of RONA by Lowe’s, which is expected to be finalized sometime late in the spring or early summer.

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Home Hardware begins offering digital gift cards

ST. JACOBS, Ont. — Home Hardware Stores Limited is now offering gift cards online. The eGift cards can be purchased online at homehardware.ca in both French and English and are redeemable at any Home store location. The option for purchasing physical cards is still available to customers.

Home has partnered with Buyatab, a digital ecard provider, and is claiming that the program, which launched on March 1, is the first of its kind in the Canadian hardware industry.

A purchaser of the eGift card can customize it using an assortment of gift card designs to create a personalized message. The card can be scheduled to send at a desired time and date. Upon receiving the eGift card, the recipient is emailed a card number and activation pin that can be redeemed by displaying the information on their mobile device or presenting a printed copy. The card balance can be tracked online.

“Our partnership with Buyatab to offer digital gift cards is another way that our dealers continue to offer flexible and secure shopping to customers,” says Bruce Hammer, retail payment services manager at Home Hardware Stores.

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At its 94th annual meeting last week, La Coop fédérée appointed a new president, Ghislain Gervais. Gervais is a poultry and crop producer from Saint-Guillaume, Que., who has been on the board since 2011 and since 2014 as first vice-president. He replaces Denis Richard, who occupied the position since 2003.

Lumber Liquidators has appointed Dennis R. Knowles as COO. Knowles will be responsible for the company’s stores and related operations and will report directly to CEO John Presley. The new COO has more than 25 years of experience in store and business operations, most recently as chief store operations officer at Lowe’s.

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CLASSIFIED ADS

Senior director – Business development

Under the supervision of the CEO, the candidate selected will assume the following responsibilities:

• Creating and contributing to the implementation of strategies to develop the hardware and LBM market (Quebec, Ontario, Maritime Provinces);
• Making sure our dealers receive a high-quality service and maintaining a high level of loyalty;
• Optimizing and developing marketing on the territory (analyzing market studies to optimize store localization, participating to store expansions and acquisitions, etc.);
• Managing and mobilizing a team of advisors, merchandisers and customer service clerks;
• Monitoring and developing the sales of Groupe BMR;
• Contributing to the improvement of the corporate image of Groupe BMR stores;
• Other related duties.

Required skills:

• Client oriented
• Business development
• Strategy development
• Leadership and courage to take action
• Persuasion skills
• Good judgement
• Ability to motivate and mobilize a team
• Ability to monitor performance indicators
• Interpersonal communication skills

Must have:

• Excellent knowledge of the retail market
• Great IT skills: MS Office Suite
• Bilingualism: Mandatory   

Training and experience:

A combination of:
Bachelor’s degree in business administration or the equivalent, and a minimum of 10 years of experience in the retail industry.

Groupe BMR offers a competitive total compensation package

Please email your candidacy at the following address: rh@bmr.co.

Thank you for your interest; however, only selected candidates will be contacted.

February 29, 2016 Volume

xxii, #8

“Be yourself. No one can say you’re doing it wrong.”
—Charles M. Schultz(American cartoonist, 1922-2000)

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Canadians gather in unprecedented numbers at Orgill Market

ORLANDO, Fla. — Some 400 retail outlets from Canada were present at the latest Orgill Dealer Market, held at the Orlando Convention Centre this past weekend.

The show has been gaining popularity among Canadian independents in recent years, especially among Castle dealers, thanks to an earlier partnership between Orgill and Castle. But the recent acquisition by Orgill of hardware wholesaler Chalifour Canada effectively doubled that number of attendees.

The show marked that stunning increase by creating a Canadian “show within a show,” putting the Canadian vendors into a special section of the show floor. The move forced a number of exhibitors that had both U.S. and Canadian operations to essentially add an extra booth at an additional cost. However, most vendors admitted the focused venue was a great draw for Canadian dealers, who made a point of heading there early on, resulting in a positive experience of the show for the Canadian vendors.

Another indicator of the overwhelming presence of Canadians was a Canada Night reception held at the end of day one. Hosted by HARDLINES, the event drew more than 400 people to a casual meet-and-greet at the nearby B.B. King Blues Club.

For first-time attendees, the show featured an overwhelming array of products and support services for independents, which more than one dealer referred to as “overwhelming.”

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