April 14, 2014 Volume

xx, #15

“Knowing is not enough; we must apply. Willing is not enough; we must do.”

—Johann Wolfgang von Goethe (German poet, philosopher and dramatist, 1749-1832)

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Home Hardware’s new CEO delivers solidarity message at 50th-year market

ST. JACOBS, Ont. — Home Hardware dealers, with their staff and families from across Canada, converged on the co-op wholesaler’s main distribution centre in greater numbers than usual last week to attend Home’s 50th anniversary spring market.

The event was also a forum for the new CEO—only the company’s third during its half-century in existence—to speak directly with member-dealers.

Although Terry Davis officially steps into the top job May 1, he was front and centre at the dealer meeting in Graham Ferguson Hall on day two of the market. His message that morning was a simple one: “It’s your company,” he said emphatically. It’s a motto he has held personally since the early days of his career at Home, and it served as both a rallying cry and to set the tone for an event that provides a full-support environment for every aspect of hardware and home improvement retailing.

That support was further reflected at this show by the host of product introductions, new digital POS tools, and enhanced ancillary programs—everything from installed sales and tool rentals to signage and staff education.

An important aspect of Home’s delivery system for its well-entrenched culture is its Pre-Market Conference, a series of seminars at the Waterloo Inn in nearby Waterloo, Ont., that drew dealers to learn more about a range of topics, including how to make one’s store a destination for plumbing sales and how to increase add-on sales.

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RECOMMENDED VIEWING: German DIY ads get creative

COLOGNE, Germany — German DIY retailer OBI has found a fresh way to market its products. The solution was an eye-appealing program that showed tired corners of the city brightened up by a fresh coat of paint. Sections of run-down buildings near OBI stores were painted to look like ads. The concept was developed by ad agency Jung von Matt to counter the plethora of “ugly” print ads from other German home improvement retailers. (Definitely check this one out. It’s absolutely fascinating! —Michael )

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Paintings at Home Hardware Market raise cash for Kids

ST. JACOBS, Ont. — Home Hardware’s Beauti-Tone paint division raised over $15,000 for the Sick Kids Foundation at a silent auction held during Home’s Spring Dealer Market. The walls of the Home Hardware distribution centre were lined with paintings done by staffers and associates using Home’s own paint lines.

But it was also a way to draw attention to the new colour collection being launched by Home this spring. According to Bev Bell, creative director for Home’s Beauti-Tone paint brand, the line, called “the Everyday Extraordinary Colour Collection,” was developed with the editors of Canadian women’s magazine Chatelaine. It’s been arranged into nine colour palettes that are “very soft and muted, ideal for the home,” says Bell. It’s part of Home’s new “Colour Comes Home” collection, featuring 1,458 new shades.

The collection, which features oversized colour chips that can be pinned together for colour matching, will be in Home Hardware stores by the end of the month.

In anticipation of the launch, the colours were used at the market for a good cause, as featured in the paintings that went up for auction. “Staff, local artists, and even celebrities used Beauti-Tone paint to create 62 original pieces of art which were auctioned over the three days of market,” says Darrin Noble, vice president and general manager for Beauti-Tone Paint and Home Products. “Bidders paid as much as $3,000 per painting, with proceeds going to a wonderful cause.”

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Millennials, social media hot topics at NRHA conference

LAS VEGAS — They’re tech-savvy multi-taskers known to be motivated by instant gratification and recognition. By now, you’ve likely heard about the characteristics of the millennial generation, but how much do you really know about their homebuying preferences or how they could affect your businesses?

Jill Waage, editorial director of home content at Better Homes and Gardens, will be one of several featured keynote speakers at the NRHA All-Industry Conference who will discuss this and other trends that could affect how you run your operation. Joining Waage at the Conference is David Crowe, chief economist at the National Association of Home Builders, and Pat Murphy from the International Society of Social Media.

The Conference, held in conjunction with the National Hardware Show in Las Vegas, is free to all retailers and will showcase the theme “Trend Spotting.” In addition to the extensive educational lineup, which will take place on the NRHA Village Stage located right outside the entrance to the halls of the show itself, the NRHA All-Industry Conference will feature more intimate breakout sessions so retailers can speak candidly about topics that matter most to them.

On May 7, Waage will present data from the Better Homes and Gardens’s sixth annual survey of spending trends of homebuyers, revealing millennials’ preferences for their next homes. “Millennials are swarming into the home marketplace armed with information, ideas, and a passionate desire for personalization,” Waage says. “Home builders, designers, and remodelers should know this generation expects you to work with them as collaborators, not just contractors.”

Waage will reveal how millennials use a range of media platforms, including social media sites such as Pinterest and Instagram to express their personality and share ideas on home design and style.

Crowe from the NAHB will discuss the current state of the housing market, with forecasts of the state of the economy and home market. Murphy, an expert in social media marketing, will discuss how to leverage new trends through multiscreen marketing tactics. He will teach attendees not only how to get the most from new advertising media but will also discuss the importance of a comprehensive plan to target the latest trends.

The 2014 NRHA All-Industry Conference will be co-located with the National Hardware Show, May 6-8 at the Las Vegas Convention Centre. Attendance is free with registration for the National Hardware Show. (For more information, click here.)

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Classified Ads

TERRITORY SALES MANAGER – ONTARIO

LOXCREEN CANADA LTD.

MISSISSAUGA, ONTARIO

Loxcreen Canada Ltd., www.loxcreen.com / www.mdteam.com , is a leading supplier of floor trims, ceramic accessories and weatherstrip products in North America with head office in Mississauga, Ontario. Loxcreen products are widely known under the Shur-Trim, ProVa, and M-D brand names in the Canadian marketplace. The company is seeking a Territory Sales Manager for Ontario with experience in the retail building materials/hardware industry.

The Territory Sales Manager will call on retail Hardware and LBM locations across Ontario to promote Loxcreen products, develop new business, maintain and set up merchandising displays, provide product knowledge to store associates and work industry trade shows. Competitive compensation package offered.

To see more information on this exciting opportunity, please visit our ad on LinkedIn at http://www.linkedin.com/jobs2/view/10844147 or apply directly to employment@loxcreenflooring.com .

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Check out these other Hardlines products:

April 7, 2014 Volume

xx, #14

“He who will not reason is a bigot; he who cannot is a fool; and he who dares not is a slave.” —William Henry Drummond (Canadian poet, 1854-1907)

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Appointments enhance TIM-BR MART’s dealer connection

CALGARY — Last week’s announced promotions of Dave Dingwell and Phil Temple to regional dealer support roles mark an important step in TIM-BR MART Group’s strengthening of its relations with its member dealers. Dingwell, who had been a business development manager for TIM-BR MART since 2007, was named regional director of member services (RDMS) for Atlantic Canada. Two days later, Temple’s promotion from Prairie sales manager to the same role for Western Canada was also announced.

Both individuals will act as the liaison between TIMBER MART dealers and vendors, and the TIM-BR MART Group management team.

The latest appointments come just weeks after Daniel Rioux was hired back to serve in the RDMS role for the buying group and wholesaler in Quebec and Eastern Ontario. Rioux recently worked as general manager, Quebec for TIM-BR MART Group, before moving briefly to hardware supplier PrimeSource.

Temple, Dingwell, and Rioux are charged with ensuring the TIM-BR MART member dealers in their regions get maximum value from their membership and fully leverage the distribution and retail services resources available to them. They all report to Randy Martin, TIM-BR MART Group’s VP operations.

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RONA dealers give back during Jamaica trip

BOUCHERVILLE, Que. — Every year, with the support of its suppliers, RONA takes its dealers on a getaway to promote networking and the sharing of best practices. Meetings, training sessions, and networking activities are on the agenda and, for the second consecutive year, so is a community event.

Last year, the dealers went to Akumal, Mexico, where they contributed to the cleaning and renovation of the local library. “We wanted to establish an initiative that would engage all the participants in a very tangible way while offering the local community where our event took place a lasting gift that would make a real difference,” said Luc Rodier, executive vice president retail, at RONA.

Based on the success of that event, the company reprised the goodwill initiative at this year’s getaway meeting in February in Montego Bay, Jamaica. This time, the beneficiary of the attendees’ hard work was the Montego Bay Boys’ and Girls’ Club, thanks to a partnership between RONA and the Sandals Foundation.

More than 130 volunteers from RONA, including dealers, suppliers, and employees, cleaned and painted sections of the facility, and did landscaping to brighten up the exterior.

“With contributions from civil society becoming less and less, it was really a joy when RONA and the Sandals Foundation decided to contribute to the upgrading of our property, which needs a lot of work,” said Carl Mathews, chairman of the board for the Montego Bay Boys’ and Girls’ Club.

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Castle adds member in Alberta

MISSISSAUGA, Ont. — Castle Building Centres Group Ltd. welcomes a new member, Wolf Creek Building Supplies Ltd., a lumber and building materials retailer and manufacturer owned and operated by John deRegt and his family.

The business has two retail locations in Alberta. The first is a full-service 9,000-square-foot lumber, building materials and hardware outlet in Lacombe that sits on five acres. The second is a designer window and door showroom in Red Deer.

The business has grown to include truss manufacturing and an insulation supply and install company. Wolf Creek Building Products is also a drywall and ceiling texture installation supplier, which includes its own installation company.

The addition of Wolf Creek is considered “a significant step for Castle in Western Canada” as the buying group continues to grow in that region.

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Better margins boost Canadian Tire sales

TORONTO — Canadian Tire ended 2013 on a high note, with profits up, helped in part by healthy margins on the retail side. The improvements occurred in a tough competitive environment, which sees new players like Target gaining a foothold. While industry players such as RONA tightened their own margins last year, Canadian Tire’s ability to improve its margin position came from careful management of its promotions.

In fact, CTR has been focusing for well over a year on margin management. The gains, says Allan MacDonald, COO of Canadian Tire Corp., have come from improved promo activity. That doesn’t mean the company has pulled away from promos, “but being much more thoughtful and selective in how we’re promoting our products to drive traffic,” says MacDonald. He explained the strategy during a call to analysts following the release of Canadian Tire’s annual results.

Despite its positioning as a hardlines mass merchant, the company has been targeting key categories as destinations for Canadian Tire shoppers. Foremost among these has been automotive. But CTR has also introduced a strategy for its Living division, and boutiqued sporting goods in a “Pro Shop” strategy. “Our ‘Tested for Life in Canada’ products are really resonating with customers,” he adds.

He attributes some of the improvement to capitalizing on the seasonal opportunities that come from the severity of this past winter. “But primarily I’d attribute it to just much more careful management of our promo strategies.”

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National Hardware Show adds emergency preparedness

NORWALK, Conn. — The National Hardware Show has added a new category, “Emergency Preparedness & Disaster Recovery,” to this year’s show, May 6-8 at the Las Vegas Convention Centre.

Show organizers have watched the rise of this category, as regions of North America get hit yearly by storms, floods, and power outages, creating a retail niche for merchants who supply their communities with the necessary survival and recovery supplies. Some of the companies exhibiting in this category will include Absorbent Specialty Products, Adventure Medical Kits, Aquamira Technologies Inc., Biocide Labs, Briggs & Stratton, CSA US Corp, Eton Corp., Shield Fire Protection, Statgear, and Swiss+Tech Products.

According to Richard Russo, vice president of the National Hardware Show, the decision to feature the new category was a natural extension to the show. “We have a fantastic representation of manufacturers that understand the importance of providing products that help communities when disaster strikes.” (To register for NHS, click here.)

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March 31, 2014 Volume

xx, #13

“I’ve got all the money I’ll ever need−if I die by four o’clock.”

—Henny Youngman (American comedian, 1906-1998)

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Terry Davis named CEO of Home Hardware Stores

ST. JACOBS, Ont. — Terry Davis, executive vice-president and COO of Home Hardware Stores Limited, has been selected by Home’s board of directors to assume the role of chief executive, effective May 1.

The appointment of a new leader for the dealer-owned co-op—only its third since Home’s inception—takes place during the company’s 50th anniversary year.

Davis (shown left) succeeds current president and CEO Paul Straus (r), who will stay on as president and retain a seat on the co-op’s board of directors. He will also serve as an advisor to both the board and senior management team.

In his new role, Davis will report to the board and be accountable for the control of the business and the general conduct and affairs of Home Hardware Stores and its wholly-owned subsidiaries. He assumes responsibility for the financial control and long-term health of the company.

“Today’s announcement is a result of a planned and considered process carried out by our board of directors,” said Christine Hand, chairman of the board for Home Hardware Stores. “Our succession planning was thorough and thoughtful and the board has determined that Terry is the right choice to lead our company.” Hand also thanked Straus for his commitment to the company, which he has been with since it was started in 1964. “Our company is stronger as a result of Paul’s leadership and devotion to our company’s mission and core values.”

Straus called Davis “a great leader and an innovative executive,” adding, “I am thrilled that my new role as president permits me the continued opportunity to work with Terry, and I am confident that Home Hardware’s future remains bright under Terry’s leadership.” Straus had been president and CEO since taking over from Home’s co-founder, Walter Hachborn, in 2010.

Davis joined Home Hardware more than four decades ago in a junior warehouse position in the distribution centre in St. Jacobs, Ont. In the interim years, he held increasingly responsible managerial and executive positions including dealer support and dealer development, marketing, IT, dealer finance, and strategic planning, until becoming EVP and COO in 2010.

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Chalifour to add hardware at new B.C. distribution centre

LONDON, Ont. — Chalifour Canada has announced that it will expand the product offering at its new distribution centre in British Columbia’s Lower Mainland. The DC, which is currently being relocated to a new facility in another part of Surrey, is expected to be completed by the end of May.

Now, the new warehouse will include “a far greater offering of hardware products than was previously announced by the company,” says Chalifour.

Originally it was slated to carry just building materials, with hardware for West Coast dealers to come out of Chalifour’s London, Ont., distribution centre. Hardware shipped from the east has historically been a challenge, as getting across the Rockies adds to shipping times for dealers and adds costs for distributors. The former Chalifour DC carried a mix of both hardware and building materials for B.C. dealers. That facility was originally the warehouse for IRLY Distributors, before that wholesaler and buying group was acquired by TIM-BR MART Group, which also owns Chalifour Canada. Chalifour serves independents across Canada from five warehouses and offices in British Columbia, Ontario, and Quebec.

“Following further analysis and ongoing discussions with our customers, we re-evaluated our product selection and are pleased to be able to offer our customers a similar selection of product to what they have at the current location,” said Bret Walters, general manager of Chalifour Canada.

The company’s effort to maintain a full-line DC in the Lower Mainland would certainly serve the specific needs of the region, where strong local wholesalers, including Coast Distributors and Holland Imports, have been beefing up their own hardware assortments. According to the 1Q edition of our sister publication, Hardlines Home Improvement Quarterly, Coast has been adding to its core plumbing and electrical categories, and expanding in lawn and garden. Burnaby, B.C.-based Holland Imports has seen an opportunity to increase its outdoor living sales.

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Canadian Tire to host “Dragon’s Den” type event in Vegas

TORONTO — Canadian Tire sent out an invitation recently to vendors to present at “The Canadian Tire Tool Box Challenge” during the National Hardware Show in Las Vegas. The call for products was across the full range of categories Canadian Tire carries. Deadline for applications was March 28. (Notification of this event was sent early last week to our weekly subscribers. —Editor)

 At this event, which gets its inspiration from TV’s “Dragon’s Den” series, vendors will have the opportunity to pitch their product in a time-limited scenario (about 20 minutes) in front of a panel of Canadian Tire associates. If successful, their products could be launched as early as this fall, says the company.

As one Canadian Tire merchant told HARDLINES, “The cycle for innovation is very rapid now.” His company wants to capitalize on that speed with this event.

(NOTE TO VENDORS: If you missed the deadline for Canadian Tire’s Tool Box Challenge, you can still meet face-to-face with other key hardware and LBM buyers at the Hardlines “Meet the Buyers” Breakfast on April 30. Click here for more information and to register! —Michael)

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Home Hardware dealer named NRHA Young Retailer of the Year

INDIANAPOLIS — Eight home improvement retailers were recently named “Young Retailer of the Year” for 2014 by the North American Retail Hardware Association. One of those winners is a Canadian.

Trevor Kowalchuk, dealer-owner of Brandon Home Hardware Building Centre in Brandon, Man., won in the category of stores with annual sales over $2 million. This North America-wide program identifies and promotes the next generation of independent home improvement retailers and recognizes individual achievement in the industry by retailers 35 years of age and younger. Criteria for the award include career accomplishments, community involvement, hardware industry education, and extracurricular activities.

When Kowalchuk decided to merge his business with a local building centre, he faced a difficult, but ultimately rewarding task. Integrating the two stores meant keeping a store that was shoppable in the midst of extensive renovations to the building. Because of his efforts, the sales have increased by double digits in categories across the store, including a 63% increase in plumbing sales and a 54% increase in flooring sales over two years.

Kowalchuk and the other Young Retailer winners will be honoured at an industry reception hosted by the NRHA on May 5 at the Renaissance Las Vegas Hotel prior to the opening of the National Hardware Show.

(HARDLINES is proud to represent NRHA in Canada. Our congratulations to Trevor Kowalchuk for this great accomplishment! —Michael)

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HTV: Why RONA and its vendors must work together

WORLD HEADQUARTERS, TORONTO — RONA is making dramatic changes to its business as it reinvents its big box model, consolidates its operating systems, sharpens the focus on its independent dealer base, and streamlines relationships with its vendors.

The country’s largest home improvement chain is reaching out to both vendors and franchise and affiliate dealers. Our Editor, Michael McLarney, examines RONA’s latest initiatives in light of global trends in retail, and urges vendors to work with RONA as it transforms itself.

(Click here to watch this 2 ½-minute video from Hardlines TV.)

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Classifieds

TERRITORY SALES MANAGER – ONTARIO

LOXCREEN CANADA LTD.

MISSISSAUGA, ONTARIO

Loxcreen Canada Ltd., www.loxcreen.com / www.mdteam.com , is a leading supplier of floor trims, ceramic accessories and weatherstrip products in North America with head office in Mississauga, Ontario. Loxcreen products are widely known under the Shur-Trim, ProVa, and M-D brand names in the Canadian marketplace. The company is seeking a Territory Sales Manager for Ontario with experience in the retail building materials/hardware industry.

The Territory Sales Manager will call on retail Hardware and LBM locations across Ontario to promote Loxcreen products, develop new business, maintain and set up merchandising displays, provide product knowledge to store associates and work industry trade shows. Competitive compensation package offered.

To see more information on this exciting opportunity, please visit our ad on LinkedIn at http://www.linkedin.com/jobs2/view/10844147 or apply directly to employment@loxcreenflooring.com .

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March 24, 2014 Volume

xx, #12

“It wasn’t raining when Noah built the ark.”

—Howard Ruff (American business consultant and author, 1930-)

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Top buyers will share secrets at HARDLINES Breakfast

WORLD HQ, Toronto — No meeting is more sought after—yet more dreaded—than that face-to-face with a major buyer. So who better to help you prepare for these meetings than the buyers themselves?

Hardlines is proud to bring back our popular “Meet the Buyers” Breakfast Series. “Meet the Buyers” brings vendors and buyers together in a casual information session, with lots of networking time available to talk one-on-one with the buyers themselves.

This is a live, interactive event that puts vendors face-to-face with the country’s top merchants for a morning of education and networking. (Note: this is not an open to buy day. —Michael)

Our presenters:

• Bob Sherwood, former Vice President of Merchandising, Lowe’s Canada;
• Catherine Vaugh, Category Manager, paint & décor, Chalifour Canada;
• Doug Keeling, Buyer for LBM, lawn & garden, carpet & floor coverings, and paint, Castle Building Centres Group;
• Brett Hammers, Sr. Vice President Merchandising & Marketing, Orgill.

These top hardware and home improvement buyers, representing their respective merchandising teams, will each make a brief presentation. Vendors will learn first-hand what preparations they need to make and what expectations they should have when they sit down with these buying teams. (Click here for more information and to register for the Hardlines Meet the Buyers Breakfast.)

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Colour and style highlight Cologne Hardware Fair

COLOGNE, Germany — The International Hardware Fair, held here every other year, is a lively meeting place for new ideas in products and packaging. Bright colours and imaginative designs were hallmarks of much of the product and packaging on display. HARDLINES was there to identify what’s new in hardware and home improvement products.

Everything from innovative power tools and grinding tools to multi-hued wheelbarrows, innovative tool kits, and storage boxes could be found at the show, which featured nearly 2,800 exhibitors from 50-plus countries. That includes about 500 companies presenting their products in an industrial supply section.

New abrasives program from Norton: The premium abrasives brand of Saint-Gobain featured a new merchandising concept at the show. Derk Vruwink, Saint-Gobain’s product manager for Northern Europe and South Africa, says the program will differentiate Norton’s retail and DIY lines from its pro and industrial products. The products, in four categories—coated blades, diamond blades, bonded wheels, and cutting and grinding—are being branded under the Quantum name, identified by a range of three, four, or five plus-sign symbols to indicate levels of good-better-best quality.

Ford-branded tools: A Chinese company has secured the license to use the Ford automotive brand for a range of hand and power tools, including some portable equipment. Power tools are featured in two ranges: “Basic” for DIY and “Premium” for contractors. The line got its launch two years ago in Brazil, says Songbo Li, a representative from the company, and it is now moving into Europe and Asia. The supplier said the Ford line has yet to enter Canada or the U.S. and will exhibit at the National Hardware Show in Las Vegas in May. (We did, however, find it last month at the Orgill Show in Orlando, Fla. —Michael)

Colourful tool packaging: Maxado, a company from the Netherlands, was showing a range of tool kits, and accessories storage units in bright, primary colours. The company offers turnkey programs for packaging to protect everything from power tool accessories to sensitive measuring instruments.

Balanced hand tools: Ox Group Global is a fairly new company out of Australia that sources “from all over,” says its international sales manager, Ben Howgate. The company prides itself on the quality of its tools for pros. “You’ve got to get the steel right in a hammer,” Howgate explains.

Compact compressor: Prebena was introducing a new compressor, its smallest yet. The device weighs just 10 kg, making it suitable for small jobs or hard-to-get-at places for both pros and DIYers, says Marco Strauch, Prebena’s export manager.

Greenworks battery powered chainsaw: A lithium-ion battery gives this variable-speed chainsaw 40 watts of power. “This is the future,” says Gustav Dafinās, who handles marketing for Europe. Runtimes are getting better for battery-powered tools, he says, and the torque on this chainsaw is better than gas. Greenworks is already in Canadian Tire, he adds, where that retailer is “doing a very good job for us.”

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Home Depot reveals spring-summer trends

TORONTO — Patio furniture and barbecues were the centre of attention at a spring product preview held recently by Home Depot Canada. Aaron Jarosz, Home Depot’s senior merchant for seasonal, showed the latest in patio sets, including a new line by Brown & Jordan, which has begun making a private-label line for Home Depot under its Hampton Bay brand. Next he showed deck and patio tiles made from recycled rubber tires.

KitchenAid, known for counter-top kitchenwares, now has a line of grilles that is exclusive to Home Depot. They range from three to five burners. The “Hot Red” portable grille was another outdoor cooking option: an electric grille that sells for under $200. “It really speaks to the trend of indoor-outdoor,” said Virginie Martocq, a design consultant working with Home Depot Canada. “These pieces really look like they should be indoors.”

Jarosz showed an innovation in space saving—a lawn mower that folds up and then stands on end. He pointed out that more and more products are being designed for small spaces such as condos and small balconies.

Blair Maynard, divisional online merchant at Home Depot, introduced innovations such as a barbecue with flip-down lights in the lid and an integrated garbage bin, and a new charcoal grille from Napoleon with a lid that flips sideways so the unit can fit right up against a fence or deck rail.

“We are not just lumber and drywall,” said Jennifer Hills, PR specialist for The Home Depot Canada. “We’re a whole lot more and we want to get that message out.”

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Retailers face common challenges around the globe

COLOGNE, Germany — New store formats, changing customer tastes, and trends like less private label and more emphasis on domestic production are just some of the challenges facing retailers everywhere. Messages emerging from the International Hardware Fair in Cologne, Germany, earlier this month shed light on some of those changes.

John Herbert, general secretary of the European DIY-Retail Association (EDRA), stood in front of a packed room of delegates with representatives from associations such as the North American Retail Hardware Association, International Hardware Association and the European DIY-Retail Association, as well as distributors and retailers from around the world.

Herbert, who has held prominent retail positions around the globe, including a stint with Home Depot’s Expo division in California and president of renowned German DIY chain Knauber, used his experience to share his impressions on the future of the industry.

While he cautioned against the increased challenges online purchasing will create for bricks-and-mortar businesses, he noted many current consumer trends—the desire for meaningful emotional connections; smaller, more intimate store formats; and better quality products—will likely give independent retailers a competitive advantage in the future.

“Quality brand names­—both national and private label—continue to gain sales share despite bad economies,” he says, “and trends such as Made in America, Made in Britain, and Buy Local can help all retailers differentiate their assortments and gain more consumer loyalty and business.”

Herbert continued his positive message by noting an increase in the do-it-for-me consumer, who would prefer to hire out certain home improvement projects due to lack of time, skill, or financial constraints. He encouraged the retailers in the room to re-evaluate opportunities this trend could offer in installation services and contractor references.

While Herbert’s message was generally positive, he shared a few words of caution in the areas of social media and sustainability.

“Consumers are fanatical about what you do and they share it all online through social formats,” he says. “Additionally, the media will make it nearly impossible for the home improvement channels—or any retailer—to ignore consumer concerns regarding sustainability.”

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Classifieds

TERRITORY SALES MANAGER – ONTARIO

LOXCREEN CANADA LTD.

MISSISSAUGA, ONTARIO

Loxcreen Canada Ltd., www.loxcreen.com / www.mdteam.com , is a leading supplier of floor trims, ceramic accessories and weatherstrip products in North America with head office in Mississauga, Ontario. Loxcreen products are widely known under the Shur-Trim, ProVa, and M-D brand names in the Canadian marketplace. The company is seeking a Territory Sales Manager for Ontario with experience in the retail building materials/hardware industry.

The Territory Sales Manager will call on retail Hardware and LBM locations across Ontario to promote Loxcreen products, develop new business, maintain and set up merchandising displays, provide product knowledge to store associates and work industry trade shows. Competitive compensation package offered.

To see more information on this exciting opportunity, please visit our ad on LinkedIn at http://www.linkedin.com/jobs2/view/10844147 or apply directly to employment@loxcreenflooring.com .

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March 17, 2014 Volume

xx, #11

“Even if you fall on your face, you’re still moving forward.”

— Victor Kiam (American entrepreneur and former

owner of the New England Patriots football team, 1926 – 2001)

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Cologne Fair remains a key international destination

COLOGNE, Germany — The gradual recovery in the Eurozone, and especially in Germany, is reflected in the attendance—and energy—at this year’s International Hardware Fair.

The advantage of this show is its international scope: 80% of exhibiting companies are from outside Germany (up from 60% a decade ago). Cologne offers a vibrant showcase for new products and packaging from around the world. And, with some 50,000 delegates expected again this year, it is by far the largest show for this industry in the world.

It’s held every two years and most exhibitors HARDLINES spoke with agreed that attendance was up over the last show in 2012. Interest among delegates is also considered more positive: countries such as Spain, which was one of the hardest hit by the economic downturn in the Eurozone, are expecting modest positive growth this year. That outlook is translating into orders.

However, Canadian buyers were woefully absent this year. Aside from a team of Canadian Tire buyers, who participated in an open to buy event and were going to take some store tours while in Europe, the only other retail buyers from Canada that we could confirm were individuals from Princess Auto and Réno-Dépôt. On the other hand, a number of Canadian suppliers were present, searching for new products, reaffirming relationships with existing suppliers, and looking for new relationships. These included The Mibro Group, Vancouver Tool, SuperRemover, Techniseal, Task Tool, ITW, and Exchange-A-Blade.

The increases seen at this year’s show come despite the challenges facing trade shows everywhere: falling attendance as consolidation occurs among retail customers, even as world economies struggle to return to pre-recession levels. Nevertheless, Cologne, with its global diversity and sourcing opportunities, remains an important destination, one that Canadians—vendors and buyers alike—are remiss to overlook.

(Next week: cool stuff we saw at the Cologne International Hardware Fair. Stay tuned! —Michael)

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RONA EVP gives straight talk on vendor relations

BOUCHERVILLE, Que. — A RONA executive gave an update on the company’s relations with its vendors at a recent breakfast meeting here. The event, hosted by the Canadian Hardware and Housewares Manufacturers Association, provided a forum for RONA’s new executive vice president and chief commercial officer, Alain Brisebois, to inform suppliers of the progress his company has made to reorganize and operate more efficiently.

The presentation was well timed, as vendors have been feeling financial pressure as the giant wholesaler and retailer turns itself around. Brisebois spoke with a welcome frankness, saying “Things that need to be fixed will get fixed. Things that are good, we are going to keep.”

He said the company had expended too much effort in recent years developing its private labels, which eventually accounted for more than 25% of the company’s mix. That is going to change. “We will keep private label. We’ll have much fewer SKUs—with better quality—where it makes sense.” At the same time, he expressed a renewed commitment to national brands, adding that the buyers’ decisions will not be Quebec-centric. “Our goal is to get the right brand, the right size, and the right price for every part of the country.”

As the company consolidates suppliers, it will reduce what Brisebois called “erratic buying.” While RONA will always insist on the best pricing available, ordering will not be based solely on year-over-year metrics. “We must also rely on good business sense to manage our inventory.”

Brisebois also told vendors that they will no longer be faced with complicated, multi-page, multi-year agreements. Instead, count on RONA to negotiate simple contracts that will extend, with some exceptions, for just a year.

He stressed that his company wants to stay at the forefront of innovation and challenged suppliers to support that. “We are seeking innovation. We are seeking new suppliers. We want a ‘wow;’ we want it now.”

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HARDLINES hosts international party at Cologne Fair

COLOGNE, Germany — The world gathered last week in Cologne for the International Hardware Fair, where delegates came to meet new buyers and find new business contacts. As in years past, the best party at the fair was the Canada Night International Reception, hosted by HARDLINES and sponsored by Koelnmesse, which owns and operates the world’s largest trade show for hardware and home improvement.

Among the attendees at the bash were buyers from Canadian Tire, Orgill, and Princess Auto, as well as guests from the UK, Spain, Australia, Italy, Portugal, and Germany. The high point of the evening came when the party’s hosts, Beverly and Michael, led the group in a rousing rendition of “O Canada.”

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Survey reveals hottest outdoor design trends for 2014

WASHINGTON — Consumer demand remains strong for attractively designed residential landscapes that are perfect for entertaining and relaxing, according to the 2014 Residential Landscape Architecture Trends Survey conducted by the American Society of Landscape Architects. The survey also shows continuing popularity for both sustainable and low-maintenance design.

Landscape architects who specialize in residential design across the country were asked to rate the expected popularity of a variety of residential outdoor design elements in 2014. The category of gardens and landscaped spaces received a 94.2% rating as somewhat or very popular. Outdoor living spaces, defined as kitchens and entertainment spaces, were second most popular at 92.0%. Outdoor recreation came in third at 75.8%.

Across all categories, 98.3% of respondents rated lighting as somewhat or very in-demand for 2014, followed by seating/dining areas (97.7%), fire pits and fireplaces (95.4%), grills (94.3%) and installed seating (89.6%), which includes benches, seatwalls, ledges, steps, and boulders.

In the realm of landscape garden structures, terraces, patios, and decks are high on people’s lists (97.7%), as are fencing (88.5%), pergolas (82.8%), and decks (82.3%).

Survey respondents noted that the most popular landscape and garden elements for 2014 include low-maintenance landscapes (95.4%), native plants (84.5%), and fountains or ornamental water features (83.9%). Slightly more than three quarters of respondents (76.4%) noted food and vegetable gardens, including orchards and vineyards, will be in demand this year.

Decorative water elements—including waterfalls, ornamental pools, and splash pools—were predicted to be in demand for home landscapes (86.1%). Spas (76.4%) and swimming pools (73.8%) are also expected to be popular.

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Changes at National Hardware Show will benefit Canadians

NEW YORK — Organizers of the 2014 National Hardware Show report that the event is 99% sold as it prepares to host over 2,500 exhibitors in Las Vegas from May 6-8, including a record number of Canadians. North American brands including Benjamin Moore, 3M, SC Johnson, Craftsman, and for the first time in years, Black+Decker, are all booked to participate. The show further promises to offer a platform for the launch of 600 new products.

The event also features some changes behind the scenes, with Richard Russo in the role of vice president of the National Hardware Show. “I am looking forward to my 15th year at the National Hardware Show,” says Russo, who was a driving force behind the changes that took the show from Chicago to its current Las Vegas venue.

“Our Canadian attendance has always been an important part of the National Hardware Show and I’m proud to say our Canadian buyer participation has increased from just under 200 attendees in 2010 to over 800 in 2013. In addition, we will host over 120 Canadian manufacturers,” he adds.

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HARDLINES READERSHIP SURVEY

Dear Hardlines eNewsletter Subscribers:

In our ongoing effort to bring you the latest news and information on the Home Improvement Industry, we want to make sure we are fulfilling the needs of our subscribers. In order to do this, we have put together a quick survey. If you have not done so already, please take a moment to complete this survey.

As a thank you for filling this survey out, you have the option to enter your name and contact info to be entered into a draw for a free BOSE SoundDock® Series II digital music system!

Thank you!

______________________________________________________________________

Classifieds

Loxcreen Canada Ltd., www.loxcreen.com / www.mdteam.com , is a leading supplier of floor trims, ceramic accessories and weatherstrip products in North America with head office in Mississauga, Ontario. Loxcreen products are widely known under the Shur-Trim, ProVa, and M-D brand names in the Canadian marketplace. The company is seeking a Territory Sales Manager for Ontario with experience in the retail building materials/hardware industry.

The Territory Sales Manager will call on retail Hardware and LBM locations across Ontario to promote Loxcreen products, develop new business, maintain and set up merchandising displays, provide product knowledge to store associates and work industry trade shows. Competitive compensation package offered.

To see more information on this exciting opportunity, please visit our ad on LinkedIn at http://www.linkedin.com/jobs2/view/10844147 or apply directly to employment@loxcreenflooring.com .

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March 10, 2014 Volume

xx, #10

“We’re so happy and that’s how we’re gonna stay; singin’ doo wah diddy, diddy dum, diddy doo.” —Jeff Barry and Ellie Greenwich (American song-writing team)

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FCL sees opportunity for growth with independents

SASKATOON — Following a strong year in 2013, Federated Co-operatives Ltd. is poised for growth, which includes developing its independent dealer base.

While it does big business in fuel and feed and seed, the hardware business is an important part of its retail strategy, one that reflects the company’s farm roots. “Backed by the fuel and crop input, we’re basically into all these products that sell into the farm category,” says Tony Steier, director of FCL’s home and building supplies department.

Steier anticipates continued growth in 2014. The economy overall in the Prairie provinces is expected to stay strong, and FCL wants to take advantage of that through aggressive marketing and new stores.

He stresses too that FCL is “truly a Canadian company. It’s 100% Canadian owned.” Whether through its Coop stores or its independents, says Steier, “FCL’s strength is in our people in our stores.”

Many of those independents operate under the ValuMaster banner. While FCL offers the full range of services and programs for independents to operate successfully, he says, the ValuMaster program comes with no strings attached. Dealers can pick and choose whether to take on flyers, etc., as suits them. The goal for those independents, he says, is to “get product on time at a fair price.”

Headquartered in Saskatoon, Steier says the co-op offers “a strong alternative to buying south of the border or from Eastern Canada and British Columbia.” FCL is now even shipping to the Yukon, and he sees an opportunity to grow even further geographically.

“And we can tailor assortments to serve local communities. For us to be able to support the independents with all their needs is quite remarkable actually.”

(See our January 27/14 edition for more on FCL’s year-end results. —Editor)

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“Paint Essentials” are focus of latest TIM-BR MART show

TORONTO — This year’s TIM-BR MART buying show showcased an array of services to support the retail operations of its members. Attendees were introduced to TIM-BR MART’s “Solutions Centre,” which presented marketing, merchandising, distribution, and LBM support.

Chalifour Canada, TIM-BR MART’s wholesale distribution arm, had another strong presence at the show this year, with category managers stationed throughout the show.

At last year’s show, Chalifour put a big emphasis on its then newly expanded plumbing department. That category saw even more refinements this year, including a big focus on fashion plumbing that presented ideas for inspiring dealers to develop more upscale plumbing and bath showrooms of their own. “It’s a growing trend in our industry,” said Andrew Pantelides, procurement and merchandising manager at Chalifour Canada. “It’s all about showing the dealers how to get more margin.”

This year, however, the merchandising spotlight was on a new “Paint Essentials” program that featured 1,400 square feet of merchandising and planograms for paint and paint sundries. The modular program offers a range of services to help the dealer become a destination for paint supported by retail, distribution, merchandising, and marketing initiatives. The message, Pantelides pointed out, is that “We are a one-stop shop for paint, hardware, and building materials.”

It also it reflects a cohesiveness within the TIM-BR MART Group to deliver turnkey merchandising solutions to its members, he said.

Chalifour’s main paint lines are PPG, Sico, and Ace’s proprietary, upscale Clark + Kensington brand.

“Whether you’re big or small, whether you’re Ace or TIM-BR MART, it’s your chance as a dealer to become more profitable in your field,” Pantelides added.

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Orgill show features new programs for independents

ORLANDO, Fla. —Orgill continues to add products for its Canadian customers, and now claims to have more than 50,000 Canadian-compliant SKUs. Almost 200 Canadian dealers were down recently at the Orange County Convention Centre for the Memphis-based hardware wholesaler’s dealer market. There, a 14,000-square-foot model store named “Kodiak Trail Hardware & Supply” featured a completely Canadian-compliant assortment. This new store was almost double the size of a similar model, called “Windsor Falls Hardware,” that was featured at last year’s show.

“The number of Canada flags featured on our product displays has become so impressive in the last three years that soon there will be no need for differentiation,” said Ron Beal, president of Orgill. “Vendors are motivated and willing to do what it takes to become Canadian compliant.”

The Kodiak Trail model offered dealers the opportunity to develop a self-contained hardware business for their own location, with customized, regionally based, product assortments backed by merchandising aids from Orgill. The store also featured several niche programs, including a rental program and an assortment for the maintenance, repair, and operations (MRO) market.

Orgill also launched a North American e-commerce platform called “Boost,” which includes a complete e-catalogue of Orgill products and e-commerce software that enables independents to add, price, and manage hardware and other LBM products in a fully-functional online store within their own existing website.

Orgill’s efforts on behalf of its Canadian customers appears to be gaining traction, especially among members of Castle Building Centres, with which Orgill first partnered upon its entry into Canada. “Castle members now enjoy a well-rounded product assortment through our partners at Orgill,” said James Jones, vice president, national marketing for Castle, “and additional Canadian vendor products are being added weekly.”

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AQMAT celebrates innovative Canadian products

BELOEIL, Que. — Ten hardware and home improvement products took centre stage at this year’s Pavillon Innovations. The awards were presented by AQMAT, the association for the Quebec home improvement industry. The event was part of the 5th Congrès des Décideurs, held recently at the Hotel Rive Gauche in Beloeil, Que.

The products that were awarded had to be “Canadian Products,” i.e., products having undergone their last significant transformation in this country, with at least 98% direct production or manufacturing costs conducted in Canada; or products “Made in Canada,” which had their last significant transformation in Canada and at least 51% of the production or manufacturing costs from within Canada.

The winning products were chosen by a jury consisting of dealers from four different retail banners. The winners are:

BioLub BLC-446 Environmentally-Friendly Degreaser (biolubcanada.com)

BP Canada R-4 HP Thermal Exterior Sheathing made with wood fibres and type 2 extruded polystyrene (bpcan.com)

Dural PVA AW0020 liquid adhesive for high-humidity areas (adhesifsdurapro.com)

Fertilec All-In-One Lawn Care that combines soil, moss, and manure (fertilec.com)

Garant Shovels with glass fibre core engineered resin handles (garant.com)

InsulFloor Sound-Proofed Engineered Sub-Flooring−an alternative to poured cement (insulfloor.com)

Isolofoam Flexible, Inter-Locking Insulating Panels to insulate concrete slabs (isolofoam.com)

King PSI 6000 High-Performance Pre-mixed Concrete withstands freeze/thaw cycles and flaking (kpmindustries.com)

Matériaux Spécialisés Louiseville ’s SONOpan2 Sound-Proofing Panels made with recycled wood fibres in a variety of profiles. (mslfibre.com)

TGV1A Rot-Proof Fibreglass Balcony with naval construction type wood doesn’t absorb any water. (tgv1.ca)

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HARDLINES READERSHIP SURVEY

Dear Hardlines eNewsletter Subscribers:

In our ongoing effort to bring you the latest news and information on the Home Improvement Industry, we want to make sure we are fulfilling the needs of our subscribers. In order to do this, we have put together a quick survey. If you have not done so already, please take a moment to complete this survey.

As a thank you for filling this survey out, you have the option to enter your name and contact info to be entered into a draw for a free BOSE SoundDock® Series II digital music system!

Thank you!

______________________________________________________________________

Classifieds

World Kitchen, LLC.

National Account Manager – OLFA Business.

(Oakville, ON)

Reporting to the VP/GM, this role is charged with managing a customer
portfolio totaling $8M-$12M plus in annual sales revenue, and requires a
Bachelor’s degree as well as 3-7 years of large account management skills required. We need someone who has strong financial acumen, adept in all aspects of trade management, who has strong critical thinking skills and a track record in improving customer profitability. This position requires 25%-50% travel.  If interested, please click here.

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March 3, 2014 Volume

xx, #9

“It is not the strength, but the duration, of great sentiments that makes great men.” —Friedrich Nietzsche (German philosopher and author, 1844–1900)

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Home Depot’s 2013 sales up 5.4%

ATLANTA — The Home Depot posted fiscal 2013 sales of $78.8 billion, an increase of 5.4% from fiscal 2012. The prior year had a 53rd week; not counting that week, sales for fiscal 2013 were up 7.2%. Same-store sales for the entire company for the year were up 6.8%, and same-store sales for U.S. stores were positive 7.5%. The company reports that this was the strongest same-store sales growth since 1999.

Earnings per diluted share in fiscal year 2013 were $3.76, compared to $3.00 per diluted share in fiscal year 2012, an increase of 25.3%. Excluding the 53rd week in the prior fiscal year, earnings per diluted share increased by 28.3%.

Commenting on the company’s performance in Canada, Frank Blake, president and CEO of Home Depot, said in a call to analysts that “We’re very pleased with our Canadian business,” noting that same-store sales here have been improving for several consecutive quarters. In fact, fourth-quarter results for the Canadian division outperformed the company as a whole. The Canadian business, Blake added, “is doing well in an environment where our competitors, RONA and some others, are having great difficulty.”

For the fourth quarter, total sales reached $17.7 billion, down 3.0%, reflecting the extra week in fiscal 2012, which had added approximately $1.2 billion in sales for the fourth quarter and fiscal year in 2012. Excluding the additional week in 2012, sales for the fourth quarter were up 3.9%.

Net earnings for the fourth quarter of fiscal 2013 were $1.0 billion, flat with 2012, but reflecting a 7.4% increase in diluted earnings per share. Excluding the extra week in the prior year, earnings per diluted share increased by 19.7%.

The company forecasts growth of 4.8% and same- store sales growth of approximately 4.6% in 2014, based on continual improvements in the U.S. housing market and rising house prices there.

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Core categories carry Lowe’s to strong 4Q results

MOORESVILLE, N.C. — Lowe’s Cos. saw sales rise 5.7% for fiscal 2013, to $53.4 billion. Same-store sales increased 4.8%. Sales for the fourth quarter increased 5.6% to $11.7 billion, and same-store sales for the quarter increased 3.9%.

Profits were up as well, with the company turning in net earnings of $2.3 billion for the year, an increase of 16.7%. For the fourth quarter, net earnings rose 6.3 % to $306 million and diluted earnings per share increased 11.5% to $0.29.

“During the quarter, we delivered solid performance in core home improvement categories, balancing softer sales of seasonal gifts, and holiday decorations,” said Robert Niblock, Lowe’s chairman, president, and CEO.

For 2014, the company expects total sales to increase by about 5% and same-store sales are expected to increase approximately 4%.

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Orgill show draws Canadian interest

ORLANDO, Fla. — American hardware wholesaler Orgill held its fall dealer market here last week, and once again the event attracted a large number of Canadian dealers. While the bulk of them—at least 100—were Castle members, most other Canadian banners were also represented.

This year, Orgill’s efforts to provide a full assortment that is available to its Canadian customers translated into a model store on the show floor that featured 100% Canadian compliant products. Called “Kodiak Trail Hardware,” the 14,000-square-foot “store” featured expanded assortments for Canucks in areas such as electrical and barbecues.

Charles Osborne, branch manager for Star Building Supplies based in Winnipeg, was down with three colleagues for the first time at the show. “It’s impressive,” he said, adding that the show offered “some great deals.” While Star is a member of Independent Lumber Dealers Co-operative, which in turn sources hardware through its membership in Spancan, Osborne and his team found the range of products and the pricing to be attractive. “Next year I would bring our hardware buyer,” he added.

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Superior’s construction business down in 2013

CALGARY — Superior Plus Corp. posted results for the fourth quarter and year-end 2013, including results for its Construction Products Distribution division. EBITDA for that business, which includes Winroc and Allroc, was $9.8 million, down from $10.2 million in the prior year quarter. These latest results benefited from higher average selling prices and improved average sales margins, offset by higher operating costs. For the year, EBITDA was $27.3 million, down from $33.2 million a year earlier.

Fourth-quarter gross profit for the Construction Products Distribution business was higher than the prior year quarter, thanks to improved average selling prices and modestly higher margins. Gypsum sales volumes were a bit lower overall, as improved U.S. sales volumes due to ongoing improvements in residential construction activity were not enough to offset lower sales volumes in Canada. Canadian sales were affected by the closing of a number of branch locations as part of 2012 restructuring activities, combined with a slowdown in housing starts and general construction.

Superior anticipates that EBITDA from operations in 2014 will be higher than in 2013 due to continued improvements in U.S. residential construction markets as well as benefits resulting from ongoing business initiatives. Superior further expects that the U.S. commercial market will be modestly improved in 2014 compared to 2013 and that the Canadian residential market will continue to be challenging. In light of the ongoing improvements in the U.S. construction industry, Superior is currently assessing strategic alternatives for its Construction Products Distribution business.

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Home Depot Canada opens first rapid deployment centre

TORONTO — The Home Depot Canada has opened its first Canadian Rapid Deployment Centre. Located in Vaughan, Ont., this new 657,600-square-foot facility will service the retailer’s 123 stores from Winnipeg east to its store in St. John’s.

“This site is part of The Home Depot Canada’s ongoing changes to benefit its supply chain,” said Serge Carestia, vice president of supply chain, The Home Depot Canada. “The Rapid Deployment Centre will help us deliver the right amount of stock to ensure we help customers by having the products they need available for their projects.”

The Vaughan RDC is big enough to house 12 football fields. It features over two km of conveyor belts where cartons from suppliers are received, sorted, and immediately distributed to Home Depot stores every week. Home Depot is also building an RDC in Western Canada, reportedly near Calgary, which will serve Home Depot’s 57 stores west of Winnipeg. Home Depot has 180 stores in Canada.

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Classifieds

World Kitchen, LLC.

National Account Manager – OLFA Business.

(Oakville, ON)

Reporting to the VP/GM, this role is charged with managing a customer
portfolio totaling $8M-$12M plus in annual sales revenue, and requires a
Bachelor’s degree as well as 3-7 years of large account management skills required. We need someone who has strong financial acumen, adept in all aspects of trade management, who has strong critical thinking skills and a track record in improving customer profitability. This position requires 25%-50% travel.  If interested, please click here.

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TREE ISLAND STEEL

Product Manager

Located in Richmond, BC

Tree Island Steel seeks an experienced Product Manager. The Product Manager will report to the Sales Manager, Retail/ Residential Products and will lead the launch, execution and support of a new product initiative, including procurement, inventory recommendations, logistics, customer product support, while ensuring the new product exceeds business targets, customer needs and expectations. Experience with fasteners is an asset.

To see more information regarding this exciting opportunity, please visit our careers page which can be found here.

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National Retail Sales Manager, The Hillman Group Canada

Our client is a leading distributor of hardware, signs and key duplication equipment to more than 21,000 retail locations worldwide. The company has 11 facilities across North America and services over 58 countries with a significant presence in Mexico, South and Central America, and the Caribbean. The integration of the H Paulin business unit has provided the company with dominant North American market share in all categories they serve.

We’ve been retained to search out a Retail Sales Manager for the Canadian division overseeing growth of the sales encompassing LBM and other independent retailers nationally. Big Box and mass merchandise retailers would be excluded. Primary objectives are: driving revenue, developing business relationships, managing field sales organization and controlling expenses. He/she will provide hands-on leadership in developing an existing field sales team including both factory sales staff and independent agents. The position will involve some time in the Toronto east end office, but the majority of time will be spent in the field with sales staff assisting them in overachievement of their goals and providing excellent customer satisfaction as a direct result.

Key qualifications include:

• Minimum 10 years field sales management experience
• Experience in the Canadian hardware and/or building materials industry preferred
• Extensive senior sales experience and contacts with national/ regional hardware and building materials retailers and wholesalers
• Ability to develop and execute sales and management programs and policies
• Excellent planning, organization, time management skills
• Strong written and verbal skills . French a definite asset.
• Advanced User of Microsoft Office – Word, Excel & PowerPoint
• Strong interpersonal, communication and presentation skills
• Post secondary undergraduate diploma/degree in business or equivalent
• Ability to travel extensively

Interested? Please contact Wolf Gugler in strict confidence by phone (888-848-3006), by clicking this link or by applying online on our web site at www.wolfgugler.com . We reply to all responses.

Wolf Gugler Executive Search, 200-100 Consilium Place, Toronto, ON. Offices in Canada and the U.S.

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February 24, 2014 Volume

xx, #8

“We are so lightly here. It is in love that we are made. In love we disappear.”

—Leonard Cohen (Canadian poet, songwriter and musician, 1934- )

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RONA year-end reflects turnaround efforts in tough market

BOUCHERVILLE, Que. — RONA inc. saw year-end sales drop 5.7%, from $4.44 billion in 2012 to $4.19 billion. Same-store sales fell 1.9%. The company’s fiscal year and fourth quarter in 2012 had one more week than in 2013. Excluding the extra week, the decrease reflects the closure of under-performing stores and a difficult year for most of the industry.

Net loss from continuing operations was $45.9 million in 2013, down from profits of $12.3 million in 2012. Adjusted profits for the year fell to $49.9 million or 41 cents a share, from $73.5 million or 60 cents a share a year earlier.

On the upside, RONA managed annualized cost savings of $110 million, a goal the company had set out to achieve last year. In addition, it has not had to dip too deeply into its credit lines: as of year-end, it had used $45.0 million on credit facilities of $700 million, compared to $171.9 million in 2012.

“Fiscal 2013 was a year of profound organizational change at RONA, against the backdrop of a difficult market context for our industry,” said Robert Sawyer, president and CEO of RONA. “Although consolidated results are down, we are satisfied with the progress made in the implementation of the restructuring measures and the team reorganizations.”

He added that the coming year will see RONA focus on deploying a new positioning for some banners and stabilizing profit margins after having revised the pricing strategy and disposed of some excess inventory in 2013 (see story in this issue—Your ever helpful Editor).

For the fourth quarter, RONA had revenues from continuing operations of $941.1 million, down 12% from $1,071.5 million in 2012. Same-store sales were down 3.5%. During the quarter, RONA closed the sale of its Commercial and Professional Market division, which negatively affected sales but added $214 million to its coffers—money that was used to pay down debt. The company also repurchased 1,177,300 common shares worth $15.4 million.

The company managed to narrow its loss in the fourth quarter, reporting a net loss from continuing operations of $1.1 million, compared to a net loss of $17.3 million in 4Q 2012. Adjusted profit was $4.6 million, or $0.04 per basic and diluted share, compared to $6.4 million, or $0.05 per basic and diluted share a year earlier.

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Training and services highlight latest TIM-BR MART show

TORONTO — “Hot buys” and new retail support services were the focus of TIM-BR MART’s fourth annual National Buying Show at the Toronto Congress Centre.

The show, filling over 100,000 square feet of space, featured more than 200 vendors offering lumber and building materials, as well as core hardware categories. The event also featured marketing programs and value-added services available to TIM-BR MART’s 700-plus members.

More than 400 of those dealers, with managers and families, were expected at this year’s event.

“I’m really pleased that so many dealers attended the show and are taking advantage of the fantastic deals,” said Bernie Owens, president of TIM-BR MART Group. “There are some incredible specials here and the show is such a great way for our members to foster good relationships with their fellow dealers and with vendors, and to learn about ways to build their businesses.”

This year’s show featured an array of services to support the retail operations of its members. A “Solutions Centre” was introduced, which presented marketing, merchandising, distribution, and LBM support. “The new Solutions Centre concept really highlights how we can offer independent entrepreneurs all the support they need to be successful in their markets,” said Jon Irwin, VP of retail services.

Chalifour Canada, TIM-BR MART’s distribution arm, had a strong presence at the show. Its category managers were stationed in dedicated buyers’ booths within their category throughout the show.

A new “Paint Essentials” program featured 1,400 square feet of new merchandising and planograms for paint and paint sundries. Dealers also visited Chalifour’s retail technology and support section, where Chalifour showcased its new electronic catalogue, ECAT 2.0, with demos and training sessions.

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RONA EVP outlines company’s new direction

BOUCHERVILLE, Que. — Alain Brisebois is the new executive vice president and chief commercial officer of RONA. At a recent breakfast meeting of the Canadian Hardware and Housewares Manufacturers Association, he explained the reorganization of the company and outlined its efforts to focus on growth. In fact, he promised to the group, “You’ll understand what the new RONA stands for now.”

The company is taking a three-step approach to its turnaround, he said: fix, improve, and grow. The fixes have come from store closings, layoffs, and cost reduction at head office and within its supply chain. Improvements have come from reorganizing the management structure, including reducing the number of direct reports to CEO Robert Sawyer from 13 to just four. And improvements will come, said Brisebois, from four “growth vectors.”

Those are RONA’s 66 big boxes (50,000 square feet and up), which are both corporately and privately held; its 16 Réno-Dépôt big boxes in Quebec—all corporate stores; its proximity stores, including 144 corporate stores and 239 independent and affiliate dealers; and its contractor business.

Each vector needs its own marketing, promotions, assortments, and pricing, says Brisebois. “It’s time to drop the gloves and go after market share,” he said emphatically.

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B.C. show to continue as Prairie show moves to Calgary

SURREY, B.C. — The Building Supply Association of B.C. has confirmed it will reprise its annual buying show, Westcoast Building and Hardware Show. The last show, held in the resort town of Whistler in September 2013, was considered by many to be the final instalment, garnering strong regional support from both vendors and dealers.

“After a successful show in Whistler last year, and based on surveys and all the positive feedback, the association wants to fill the needs of the members in hosting a B.C. show,” says Thomas Foreman, president of the BSIA of B.C. “Many of our suppliers are B.C. members only and use our show to promote and network with B.C. retailers and suppliers.”

The show will return to Whistler from September 10-13, 2014, just four months before the Western Retail Lumber Association moves its show from Saskatoon to Calgary.

Some dealers from B.C. have expressed mixed feelings about the Calgary show, which will require all current non-members of the WRLA to become full members in order to attend the show. Membership criteria differ from association to association in Canada. By being accepted as a member of the WRLA, all retailers attending the show would meet the same criteria and be the same business model—in fairness, says WRLA president Gary Hamilton, to current WRLA members.

To that end, the WRLA will be mounting an awareness campaign through the spring to explain the new criteria to non-members who may wish to attend the show in future.

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Classifieds

World Kitchen, LLC.

National Account Manager – OLFA Business.

(Oakville, ON)

Reporting to the VP/GM, this role is charged with managing a customer
portfolio totaling $8M-$12M plus in annual sales revenue, and requires a
Bachelor’s degree as well as 3-7 years of large account management skills required. We need someone who has strong financial acumen, adept in all aspects of trade management, who has strong critical thinking skills and a track record in improving customer profitability. This position requires 25%-50% travel.  If interested, please click here.

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TREE ISLAND STEEL

Product Manager

Located in Richmond, BC

Tree Island Steel seeks an experienced Product Manager. The Product Manager will report to the Sales Manager, Retail/ Residential Products and will lead the launch, execution and support of a new product initiative, including procurement, inventory recommendations, logistics, customer product support, while ensuring the new product exceeds business targets, customer needs and expectations. Experience with fasteners is an asset.

To see more information regarding this exciting opportunity, please visit our careers page which can be found here.

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National Retail Sales Manager, The Hillman Group Canada

Our client is a leading distributor of hardware, signs and key duplication equipment to more than 21,000 retail locations worldwide. The company has 11 facilities across North America and services over 58 countries with a significant presence in Mexico, South and Central America, and the Caribbean. The integration of the H Paulin business unit has provided the company with dominant North American market share in all categories they serve.

We’ve been retained to search out a Retail Sales Manager for the Canadian division overseeing growth of the sales encompassing LBM and other independent retailers nationally. Big Box and mass merchandise retailers would be excluded. Primary objectives are: driving revenue, developing business relationships, managing field sales organization and controlling expenses. He/she will provide hands-on leadership in developing an existing field sales team including both factory sales staff and independent agents. The position will involve some time in the Toronto east end office, but the majority of time will be spent in the field with sales staff assisting them in overachievement of their goals and providing excellent customer satisfaction as a direct result.

Key qualifications include:

• Minimum 10 years field sales management experience
• Experience in the Canadian hardware and/or building materials industry preferred
• Extensive senior sales experience and contacts with national/ regional hardware and building materials retailers and wholesalers
• Ability to develop and execute sales and management programs and policies
• Excellent planning, organization, time management skills
• Strong written and verbal skills . French a definite asset.
• Advanced User of Microsoft Office – Word, Excel & PowerPoint
• Strong interpersonal, communication and presentation skills
• Post secondary undergraduate diploma/degree in business or equivalent
• Ability to travel extensively

Interested? Please contact Wolf Gugler in strict confidence by phone (888-848-3006), by clicking this link or by applying online on our web site at www.wolfgugler.com . We reply to all responses.

Wolf Gugler Executive Search, 200-100 Consilium Place, Toronto, ON. Offices in Canada and the U.S.

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February 17, 2014 Volume

xx, #7

“The beginning of wisdom is found in doubting; by doubting
we

come to the question, and by seeking we may come upon the truth.”

—Pierre Abélard (medieval philosopher and theologian, 1079-1142)

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Changes at RONA reflect focused approach to its businesses

BOUCHERVILLE, Que. — RONA spent more than a decade under former CEO Robert Dutton amalgamating a lot of businesses and a lot of processes. New leader Robert Sawyer has spent the last year examining—and unraveling—the complexities of RONA’s massive structure. One result has been to restore a more autonomous operating structure to its different businesses.

A prime example is its Réno-Dépôt stores in Quebec. Once one of the most profitable big box chains in the world, over the years since it was acquired by RONA in 2003, the stores grew more and more like the rest of RONA’s big boxes. Now, that business unit, including everybody from store designers to buying teams, is functioning with much more autonomy. (See our January 27/14 edition for the full story on Réno-Dépôt’s new look. —Editor)

The company is making other changes, as well. Dominic Prégent has been appointed vice president to oversee RONA’s professional and contractor market. That channel includes Dick’s Lumber in Burnaby, B.C., two yards in Alberta and two in Ontario, plus Coupal in Quebec and Pierceys in Nova Scotia. Prégent was formerly executive VP and general manager at Belanger UPT. He now reports to Luc Rodier, executive vice president, retail. “His mandate is to put greater focus on that end of the business,” says Rodier.

Rodier spoke with HARDLINES on the eve of a presentation by his associate, Alain Brisebois, RONA’s new executive vice president and chief commercial officer, to members of the Canadian Hardware and Housewares Manufacturers Association in Quebec. (More on that presentation in next week’s edition of HARDLINES! —Michael)

The team managing RONA’s big boxes and proximity stores has been rounded out with the addition of Lucie Guimond as vice president of merchandising strategy for those stores. She was formerly vice president of sales at Via Rail Canada and was also a VP at Loblaw. Jean-Charles Doucet, formerly a VP with Coupal, is now vice president, national procurement for lumber and building materials, reporting to Alain Brisebois.

Rounding out the new members of RONA’s senior team are Claire Bara, vice president marketing, and Manon Bouchard, vice president national procurement, hardware.

The changes, says Rodier, are all pointing RONA in a direction that puts the customer first. He notes that RONA president and CEO Robert Sawyer now has just four direct reports, where once there were 13. (They are Rodier, Brisebois, Christian Proulx , senior VP of human resources and communications, and Dominique Boies, executive vice president and CFO.)

“We really made a major turn. It’s a company and a structural change—with a customer focus. I see tremendous potential in what we’re doing now. It will only make us stronger,” adds Rodier.

“I stand behind that.”

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RONA’s strategy includes renewed support for independents

BOUCHERVILLE, Que. — Recognizing its function as a wholesale distributor to its independent (franchise and affiliate) RONA dealers, the company has established that business as a separate entity, as well. “We consolidated an existing team that was part of the merchandising group, but is now focused on the independents,” says Luc Rodier, RONA’s executive vice president, retail.

That team operates under

Philippe Element, who is senior director of wholesale. Responsible for the entire dealer team across the country, he has been mandated to develop a product mix, different from RONA’s big box stores, that really focuses on the needs of independents and proximity stores. He reports to Lucie Guimond, vice president of merchandising strategy.

RONA continues to offer products and programs for smaller independents who still want wholesale support, but not necessarily with a banner. TruServ Canada, owned by RONA and based in Winnipeg, offers a pure wholesale function for dealers who need a source of supply for their hardware needs. Those dealers also have the choice of adopting the TRU banner if they wish.

“We have a lot of dealers,” adds Alain Brisebois, executive vice president and chief commercial officer. “We want them to succeed. We want them to re-invest in their business and we want them to grow.”

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Chalifour’s new West Coast DC will focus on building materials

LONDON, Ont. — Chalifour Canada has announced that its Surrey, B.C. distribution centre will be relocated to a new facility in Surrey by the end of May 2014. The move ties in with a plan to solidify Chalifour’s overall national structure while improving its efficiency and the array of services offered to its members in British Columbia.

Originally the hardware and building materials warehouse for IRLY Distributors, before it was bought by TIM-BR MART Group in January 2012, the new Chalifour Surrey facility will focus on warehousing building materials. It will also be used as a cross-dock facility by the B.C. dealers, offering them access to a larger selection of hardware products. The move will see the hardware business consolidated into Chalifour’s existing 400,000-square-foot distribution centre in London, Ont.

Chalifour, the hardware distribution business owned by TIM-BR MART Group, is headquartered in London, Ont. Besides its facilities in Surrey and London, Chalifour has three DCs in Quebec.

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HTV Special: Lowe’s sharpens focus on contractor customer

BURLINGTON, Ont. — Seeking to understand why contractors shop—or choose not to shop—in its stores, Lowe’s Canada underwent extensive field research and customer surveys to better understand the mind of this valued customer segment. “We wanted to understand how they were thinking so we could make it easier for them to shop,” said Sylvain Prud’homme, president of Lowe’s Canada. He gave a tour of the new Burlington, Ont., store recently, to point out the retailer’s latest innovations.

Changes were made to the contractor desk and products such as lumber have been sorted, as Prud’homme points out, by project, not by size. “It’s a subtle difference, but for any customer who wants to be here and out quickly, it’s really helping them.”

(HARDLINES was there! Click here to watch Sylvain Prud’homme explain the company’s contractor-focused strategy on HARDLINES TV! —Editor)

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Travel and hotel discounts simplify getting to Cologne Fair

COLOGNE, Germany — Eisenwarenmesse, the International Hardware Fair Cologne, runs from March 9-12. In addition to special travel and hotel conditions awarded by the Koelnmesse partners, early bookers can profit from the presale prices in the ticket shop and from a show pass that also gives access to unlimited local transport on Cologne’s sophisticated network of trains and subways.

Trade visitors can find further information on public transport connections and can also look up cheap flights with the travel partner, Germanwings, via the “Arrival and travel” link on the Eisenwarenmesse website.

Once in Germany, rail transport on the Deutsche Bahn is quick and efficient—and Cologne’s central train station, lies directly across the Rhine from the exhibition grounds. In addition, the Koelnmesse/Deutz station puts attendees just a five minutes’ walk away from the show. Rail bookings can be made by telephone directly: +49-(0)180-6311153 or online on the Eisenwarenmesse website.

Koelnmesse is also co-operating with partner hotels in Cologne and the surrounding region for online hotel reservations. For last-minute bookings, it is possible to reserve hotel rooms for the same night via the JustBook app on a mobile phone. Koelnmesse visitors will receive a

€20 discount on entering the “koelnmesse” voucher code.

The entrance tickets to the International Hardware Fair Cologne are available from the online ticket shop. (HARDLINES has a few complimentary passes, as well. Just contact Beverly Allen at the World Headquarters for info. —Editor)

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Classifieds

World Kitchen, LLC.

National Account Manager – OLFA Business.

(Oakville, ON)

Reporting to the VP/GM, this role is charged with managing a customer
portfolio totaling $8M-$12M plus in annual sales revenue, and requires a
Bachelor’s degree as well as 3-7 years of large account management skills required. We need someone who has strong financial acumen, adept in all aspects of trade management, who has strong critical thinking skills and a track record in improving customer profitability. This position requires 25%-50% travel.  If interested, please click here.

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PRODUCT MANAGER

Tree Island Steel seeks Product Manager for champion new a new product line- experience with fasters is an asset. To read more about this exciting opportunity and to apply, please visit our careers page at http://www.treeisland.com/careers/job-postings

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National Retail Sales Manager, The Hillman Group Canada

Our client is a leading distributor of hardware, signs and key duplication equipment to more than 21,000 retail locations worldwide. The company has 11 facilities across North America and services over 58 countries with a significant presence in Mexico, South and Central America, and the Caribbean. The integration of the H Paulin business unit has provided the company with dominant North American market share in all categories they serve.

We’ve been retained to search out a Retail Sales Manager for the Canadian division overseeing growth of the sales encompassing LBM and other independent retailers nationally. Big Box and mass merchandise retailers would be excluded. Primary objectives are: driving revenue, developing business relationships, managing field sales organization and controlling expenses. He/she will provide hands-on leadership in developing an existing field sales team including both factory sales staff and independent agents. The position will involve some time in the Toronto east end office, but the majority of time will be spent in the field with sales staff assisting them in overachievement of their goals and providing excellent customer satisfaction as a direct result.

Key qualifications include:

• Minimum 10 years field sales management experience
• Experience in the Canadian hardware and/or building materials industry preferred
• Extensive senior sales experience and contacts with national/ regional hardware and building materials retailers and wholesalers
• Ability to develop and execute sales and management programs and policies
• Excellent planning, organization, time management skills
• Strong written and verbal skills . French a definite asset.
• Advanced User of Microsoft Office – Word, Excel & PowerPoint
• Strong interpersonal, communication and presentation skills
• Post secondary undergraduate diploma/degree in business or equivalent
• Ability to travel extensively

Interested? Please contact Wolf Gugler in strict confidence by phone (888-848-3006), by clicking this link or by applying online on our web site at www.wolfgugler.com . We reply to all responses.

Wolf Gugler Executive Search, 200-100 Consilium Place, Toronto, ON. Offices in Canada and the U.S.

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RENIN CANADA CORP

National Account Manager

Renin is an International market leader in Wall Mirror, with its Canadian head office based in Brampton, Ontario. We are currently seeking an experienced National Account Manager to join our team.

SCOPE

• Managing portfolio of North American retail accounts
• Promotional planning and sku/category management.
• Development and preparation of customer presentations and meeting materials.
• Coordinate and attend customer/ industry trade shows and events, as required.
• Create and maintain competitive market price shops on a regular basis.

CORE SKILLS

• Excellent written and verbal communication skills.
• Strong organizational skills – ability to work independently and within a team.
• Participate effectively with cross functional departments internally and externally.
• Experience in product forecasting and sales data analysis required.

QUALIFICATIONS

• 5+ years of national/regional account sales experience in the retail home improvement/plumbing.
• Post-secondary education.
• Knowledge of big box DIY and Mass home products channel is essential.
• Ability to travel within Canada required and USA.
• Advanced Microsoft Office Applications including: Excel, Word, and PowerPoint.

Interested applicants should email resumes to hr@renincorp.com .

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February 10, 2014 Volume

xx, #6

“Well done is better than well said.”—Benjamin Franklin

(American author, politician, inventor and diplomat, 1706-1790)

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Coop fédérée to close Trois-Rivières distribution centre

TROIS-RIVIÈRES, Que. —La Coop fédérée announced last Friday that it will begin closing its hardware and building materials distribution centre here. That facility operates under the Unimat banner.

However, the DC’s agricultural machinery and parts activities will be maintained, as will the Unimat banner. La Coop fédérée estimates that the closure will occur over the next 12 to 15 months and be completed by the spring of 2015. The closure is part of the consolidation of the resources of BMR, which La Coop took a 20% interest in late last year. Much of the activities of this DC are expected to be taken over by BMR’s infrastructure.

The first impact on La Coop employees will be in the spring of 2014 and will affect administration personnel, followed by warehouse employees in the summer and fall of 2014. The process will affect 236 staff, who will be taken care of through La Coop’s assistance programs. La Coop fédérée represents a total of 175 retailers, which employ 4,500 people.

“Our organization will ensure a fair and equitable transition for all our employees as has always been the case,” said La Coop’s CEO, Claude Lafleur. The company has hired Vézina Nadeau Labre, a career transition firm, to manage the layoffs.

Lafleur admits that, given the nature of the BMR acquisition, “The status quo was not a responsible decision. We looked at a lot of scenarios, including specialization, regionalization, and even bringing back certain activities. We also conducted technical analyses that were studied seriously. However, we arrived at the conclusion that we were up against the wall.”

He further noted that the increased consolidation within the retail hardware and home improvement industry has moved La Coop to seek ways to remain competitive. “The involvement of La Coop fédérée and its network in this sector remains a priority and it intends to remain a full player,” said the company in a release.

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Lowe’s Canada committed to Canadian expansion

BURLINGTON Ont. — Sylvain Prud’homme is the fourth head of Lowe’s Canada since the company established itself here in 2007 and its first Canadian president. Despite the turnover, Prud’homme says definitively, “We are really committed to this market.”

When Lowe’s first arrived, its stated goal was to open 100 stores within 10 years. More than halfway into that timeline, its store count still falls short of its original objective. However, timing is everything and Lowe’s timing was, it turned out, less than auspicious. Just one year after opening its first stores here, the worldwide recession hit, affecting economies—and retailers—everywhere. Big boxes in Canada were especially hard hit. Head office admitted to losses in Canada, even as Prud’homme’s predecessor, Alan Huggins, assured us that each new store was reaching U.S. levels of profitability quickly.

Then, as Lowe’s was getting back on track, another American retailer, Target, announced it would take over the leases of more than 200 Zellers locations. This in turn spurred its chief rival, Walmart, to step up expansion plans of its own.

The result was a tight supply of large-surface retail real estate, putting pressure on Lowe’s own “pipeline” of store sites it was trying to develop. Next came a “friendly” takeover bid for RONA inc., in the same week that la belle province announced provincial elections. RONA became a hot potato politically, and Lowe’s retreated from the offer.

Now, with two consecutive quarters of double digit growth from its Canadian stores, Lowe’s is once again voicing the possibility that it would attempt another acquisition.

“We are ready to grow,” Prud’homme says, hinting at more than just organic growth. “We are looking at every opportunity.”

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Benchmarking reveals Quebec operating conditions

QUEBEC CITY — In Quebec, only 34% of dealers say they use a loyalty program. Similarly, just one-third reported that they use electronic tagging in their stores. However, gift cards and certificates are much more popular: fully 91% of dealers reported offering those.

These are just some of the results of a report released by the hardware and building materials association of Quebec, AQMAT, called the Planning Strategy Guide (le Guide de planification stratégique—or GPS). The report, presented recently to members by AQMAT president and CEO Richard Darveau, provides the results of a survey conducted online to the association’s membership during the autumn of 2013. It provides a benchmark for a range of business conditions and operations.

Expansion plans of dealers in Quebec are tentative at best, reflecting the relatively slower market there, compared with many other parts of Canada. Only 6% of responding dealers said they intend to add another store over the next three years. However, that rate goes up among stores in the greater Montreal region, where 13% plan to expand with another outlet within the next three years.

The GPS is a rich data source, tracking everything from customer types (37% of the business on average was from DIYers, while 20% came from contractors) to staff relations (less than half the dealers offer any kind of dental coverage).

(The full GPS report, which is free to AQMAT members who participated in the survey, can be obtained by clicking here.)

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Home Depot ramps up hiring for spring

TORONTO — The Home Depot Canada is in the middle of its annual spring hiring spree, in search of an additional 6,300 employees across all 180 locations, representing an increase in staffing levels of about 22%.

The company, which has 180 stores and 28,000 employees in Canada, is hosting 500 career events across Canada, hiring full-time, part-time, and seasonal positions. In addition, the retailer is adding a new event to its hiring strategy. It will host its very first National Hiring Day on February 12 at all Home Depot Canada locations.

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Classifieds

National Retail Sales Manager, The Hillman Group Canada

Our client is a leading distributor of hardware, signs and key duplication equipment to more than 21,000 retail locations worldwide. The company has 11 facilities across North America and services over 58 countries with a significant presence in Mexico, South and Central America, and the Caribbean. The integration of the H Paulin business unit has provided the company with dominant North American market share in all categories they serve.

We’ve been retained to search out a Retail Sales Manager for the Canadian division overseeing growth of the sales encompassing LBM and other independent retailers nationally. Big Box and mass merchandise retailers would be excluded. Primary objectives are: driving revenue, developing business relationships, managing field sales organization and controlling expenses. He/she will provide hands-on leadership in developing an existing field sales team including both factory sales staff and independent agents. The position will involve some time in the Toronto east end office, but the majority of time will be spent in the field with sales staff assisting them in overachievement of their goals and providing excellent customer satisfaction as a direct result.

Key qualifications include:

• Minimum 10 years field sales management experience
• Experience in the Canadian hardware and/or building materials industry preferred
• Extensive senior sales experience and contacts with national/ regional hardware and building materials retailers and wholesalers
• Ability to develop and execute sales and management programs and policies
• Excellent planning, organization, time management skills
• Strong written and verbal skills . French a definite asset.
• Advanced User of Microsoft Office – Word, Excel & PowerPoint
• Strong interpersonal, communication and presentation skills
• Post secondary undergraduate diploma/degree in business or equivalent
• Ability to travel extensively

Interested? Please contact Wolf Gugler in strict confidence by phone (888-848-3006), by clicking this link or by applying online on our web site at www.wolfgugler.com . We reply to all responses.

Wolf Gugler Executive Search, 200-100 Consilium Place, Toronto, ON. Offices in Canada and the U.S.

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RENIN CANADA CORP

National Account Manager

Renin is an International market leader in Wall Mirror, with its Canadian head office based in Brampton, Ontario. We are currently seeking an experienced National Account Manager to join our team.

SCOPE

• Managing portfolio of North American retail accounts
• Promotional planning and sku/category management.
• Development and preparation of customer presentations and meeting materials.
• Coordinate and attend customer/ industry trade shows and events, as required.
• Create and maintain competitive market price shops on a regular basis.

CORE SKILLS

• Excellent written and verbal communication skills.
• Strong organizational skills – ability to work independently and within a team.
• Participate effectively with cross functional departments internally and externally.
• Experience in product forecasting and sales data analysis required.

QUALIFICATIONS

• 5+ years of national/regional account sales experience in the retail home improvement/plumbing.
• Post-secondary education.
• Knowledge of big box DIY and Mass home products channel is essential.
• Ability to travel within Canada required and USA.
• Advanced Microsoft Office Applications including: Excel, Word, and PowerPoint.

Interested applicants should email resumes to hr@renincorp.com .

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TERRITORY MANAGER

(ONTARIO – EASTERN, CENTRAL, GTA)

ISOLOFOAM Group is a well establish company, manufacturer and distributor of innovative rigid foam insulation panels (EPS) for all types of buildings.

We are currently seeking a talented, energetic individual with strong drive to success and determination to join our growing team.

This position requires an individual who is familiar with the Lumber and Building Supply industry, as well as building techniques and specifications.

Reporting to the District Manager, this position will develop and expand relationships with LBM dealers, retailers, contractors and architects. Manage and direct the sales process for these customers to achieve and surpasse sales and corporate goals. Enhance market positioning. Support the organization in competition and market requirements analysis. Competitive compensation package offered.

Please forward your resume in confidence to rh@isolofoam.com

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