November 11, 2013, Volume xix, #43

“Traveling is almost like talking with men of other centuries.”
—René Descartes (French philosopher and mathematician, 1596-1650)

______________________________________________________________________

______________________________________________________________________

Mixed year for industry sets sober tone at Hardlines Conference

  TORONTO — The year so far has not been one of significant growth for the hardware and home improvement industry in Canada. In fact, for the majority of dealers in this country, it will be a year of slow or negative growth.

This sombre message was presented by HARDLINES’ editor Michael McLarney at the 18th annual Hardlines Conference last month, as he set the stage for two days of presentations by some of the world’s foremost retail and trends leaders.

McLarney noted that retail sales in this industry are forecast by HARDLINES to be almost flat again this year, even as global e-commerce sales are expected to grow by almost 20% and top a whopping $1 trillion in 2013.

Sharing the preliminary results from the Hardlines Third Quarter Business Conditions Survey, he pointed out that just over half (55%) of dealers expect to end the year with increased sales over 2012. One-third expect sales to remain flat, and 12% expect sales to be down over last year. Suppliers are even more pessimistic: only 38% expect sales to increase this year; 41% expect sales to be down and 21% are facing negative growth.

back to top

______________________________________________________________________

French building materials show: ideas for construction

  PARIS — Batimat is a trade show for building and construction materials. Like Construct Canada or the National Builders Show in the U.S., it is a trade show for builders and architects, but it has a lot of appeal for dealers and wholesalers in home improvement retail.

A delegation of Canadians attended this year’s show—all of them, except for a lone journalist who speaks French badly, from Quebec—most of them as part of a delegation organized by the Quebec building materials association, AQMAT. In addition, the association was exhibiting with a stand of its own representing 10 Quebec manufacturers.

Some familiar companies were exhibiting at the show outside of the AQMAT pavilion, including Kaycan (under its European division) and Owens Corning. OC was showcasing its Masonry Products Europe division, featuring a new series of cement-faced panels backed by a thickness of Styrofoam insulation called Thermart. The facing comes in a range of finishes that simulate brick, stone, and even wood panelling. Slated for a rollout in spring 2014, the product is also being evaluated for possible North American launch.

The extensive bath displays at Batimat offered a range of decorative products, including a tub faucet with a 28 cm mouth and flat-panel radiators that can be installed right on the wall and decorated.

“They are five to 10 years ahead of us here,” said Daniel Rioux, general manager of Chalifour Canada in Quebec. He noted that the use of green technology is far ahead of what he sees typically in Canada. Rioux, who has been coming to the show for many years, also observed that European building systems are increasingly adopting North American-style systems, which employ more wood in their construction.

Marcel Couture, of Gabriel Couture et Fils in Richmond, B.C., an Ace dealer and member of the TIM-BR MART board of directors, echoed Rioux’s observations. He found the show interesting even as an independent dealer, looking for products that would give his store an edge, while on the lookout for innovations the entire TIM-BR MART group might benefit from. “They are way ahead of us,” he said, referring to the innovations in solar and green technology that he saw at Batimat.

One of the trends at the show that was considered ahead of North America was the advanced use of outdoor space. The pergolas and retractable awnings would certainly be better accommodated by the temperate weather of Southern Europe than the harsh Canadian climate, but the enthusiasm for outdoor recreational life was nevertheless impressive.

back to top

______________________________________________________________________

Quebec products attract attention at Batimat

PARIS — A group stand organized by the Quebec building materials association, AQMAT, brought Canadian products to the European market via its presence at Batimat last week.

Richard Darveau, president of AQMAT, believes the member companies of his association have much to offer in the way of new product ideas at this event.

The “Pavilion of Innovation” featured product displays and literature from Quebec-based companies such as Mur Design, Maax, and Garant. “We’ve had good response for these products,” says Darveau. He cites Novik, Vicwest, and Techniseal as examples of manufacturers that have been well received. A company like Mur Design, which sells exterior siding with arrange of fashion and colour choices, fits well with the style sensibility at Batimat.

Darveau’s one complaint about the show is the limited Canadian presence beyond his own initiative. “It’s a shame that Canada is so under-represented,” he says bluntly.

Next time (the show is every two years), he hopes to rally support from different levels of government to develop a larger Canadian group stand. Encouraging suppliers to seek wider markets is, he believes, part of the mandate of his association. “If we don’t help our vendors to prosper, we’ll just shoot ourselves in the foot as an industry,” he says.

back to top

______________________________________________________________________

Canadian Tire sees growth in Q3

TORONTO — Canadian Tire announced results for the third quarter, including retail sales growth of 3.1% with positive contributions from all retail banners. Consolidated revenue increased 4.5%. Consolidated net income grew 10.7% compared to Q3 2012 due in part to strong margin performance across the Retail and Financial Services segments.

Sales at the Canadian Tire retail banner increased 2.8% and same store sales increased 2.0% in the quarter driven by strong performances in automotive, seasonal, and kitchen categories.

FGL Sports’ retail sales increased 4.2% over the prior year, reflecting the acquisition of Pro Hockey Life Sporting Goods Inc. At Mark’s, retail sales grew 4.7% and same store sales increased 4.3%.

back to top

______________________________________________________________________

Spotlight on the ORA Winners: Kemptville RONA

HARDLINES is proud to present the Outstanding Retailer Awards, honouring some of the finest dealers in this country. The awards were given at a Gala Dinner on October 23 during the 18th Annual Hardlines Conference in Toronto. We’re focusing on a different winner each week—and our congratulations to all the winners!

l-r: Beverly Allen, Publisher of Hardlines, which hosts the Outstanding Retailer Awards; Sebastién Plourde, President of Super Remover, sponsor of the award; Eric Norenberg, Owner of Kemptville RONA; and Chris Sargeant, Store Manager at Kemptville RONA.

TORONTO — Kemptville RONA Building Centre in Kemptville, Ont., has been recognized as one of the country’s best home improvement retailers as the recipient of the 2013 Outstanding Retailer Award. Kemptville RONA won in the category of Best Building Supply/Home Centre over 25,000 square feet.

Kemptville RONA was recognized at the Outstanding Retailer Awards Gala Dinner, held during the 18th Annual Hardlines Conference in Toronto on October 23. Eric Norenberg and Chris Sargeant from Kemptville RONA were present to accept the award before an audience of retailers and suppliers from across Canada. The Outstanding Retailer Awards have been recognizing and honouring the best in home improvement retailing across Canada for more than two decades. The award was sponsored by Super Remover.

A family business that has built its reputation on exceptional customer service, knowledgeable and friendly staff, and support for its community, RONA Kemptville Building Centre is a leader in the industry and the community.

“Kemptville RONA is an example of hard work and the courage to take chances—and seeing that hard work pay off,” said Michael McLarney, Editor of HARDLINES. “In a highly competitive market, this store has become a destination for a range of products and services to help both contractors and do-it-yourselfers.”

back to top

______________________________________________________________________

Treat people well to combat online sales, says survey

   SPECIAL REPORT — A recent survey has tracked some of the qualities consumers look for in their shopping experience, including the desire for more personalized service. The survey, conducted at the Worldwide Business Research Future Stores conference, gleaned insights from over 1,000 customers and 60 retailers, including CVS, Neiman Marcus, and Macy’s. It was conducted by TimeTrade, an online scheduling platform and business consultancy based in Massachusetts.

The number-one thing that customers find is missing from their shopping experience is the personal touch that in-store personnel offer. According to the survey, 33% of customers want a more personalized experience; 30% want smarter, more helpful employees, and 29% want faster customer service.

“The simple way we think about it is ‘happy customers buy more,’” said Gary Ambrosino, president of TimeTrade.

Speaking of faster service, 80% will abandon an in-store purchase if they have to wait more than five minutes for services like help finding products, answering questions, or checkout. Among retailers, 80% revealed that sales increase by 25-50% when customers are assisted by product experts.

“A lot of them told us they’d be willing to even pay a little more if they got some personal attention,” said Ambrosino.

As for online shopping, the survey determined that only about 10-12% of purchases are made online, says Ambrosino. Those surveyed by TimeTrade are seeing an increase in online sales and expect to see that trend continue, but so far in 2013, retailers have found that 83% of their sales took place in the physical store.

back to top

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______________________________________________________________________

Classified Ads

To all my friends, business acquaintances, suppliers and category managers;

Beginning November 1, I will no longer be associated with Fonora Textile Inc.

As the exiting President of Fonora responsible for sales, marketing and
product development; I wish to take this opportunity to thank everyone who
I have had the pleasure of working with, serving and otherwise had a chance
to meet over the many years that I have been at the helm.

The time has come for me to step away and seek out new challenges with
excitement and a renewed eye for the years to come.

I will now be reachable at my new email address: Eric@ejaholdings.com

My mobile number remains unchanged (514) 502 3197

…and I look forward to the future as we all follow and explore life’s
meandering and crossing paths.

Best of luck and again a sincere thank you for your support and friendship
over the years.

Best regards
Eric Aronoff
Eja holdings inc.

Loxcreen Canada Ltd., Subsidiary of M-D Building Products Inc. 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, Dura-Trim and M-D brand names in the Canadian marketplace. The company is seeking a Key Account Manager with national and regional account experience across Canada in the retail building materials/hardware industry.

The company requires a Key Account Manager who will be the day-to-day sales contact with selected major national accounts, primary contact with major regional accounts across Canada, and manage agency sales representatives. Reports directly to the VP, Sales & Marketing, Retail Distribution Channel. Competitive salary + bonus, benefit package.

Black Eagle Executive Search is conducting this search on behalf of Loxcreen Canada Ltd.

KEY COMPETENCIES

• Excellent communication skills both written and verbal
• Disciplined self-starter
• Proven negotiation skills – “sales closer” mentality
• Team player able to communicate effectively within the company particularly with customer service, marketing, other sales representatives; and externally with the retail distribution channel and sales agencies.
• Excellent analytical, forecasting abilities. Able to develop and analyze spreadsheet data (e.g. P.O.S.) and develop go-forward sales and merchandising solutions from this data.
• Organizational and planning ability
• Motivated to learn and succeed in a fast-paced work environment.

KEY QUALIFICATIONS

• Post-secondary business degree/diploma
• 5-7 years of national/regional account sales experience in the retail building materials/hardware industry across Canada required.
• Experience in working with and managing sales agencies
• Knowledge and understanding of doing business with Big Box Home Improvement retailers and previous participation in line reviews, negotiations, merchandising development with these retailers. Will be first point of contact.
• Proven sales track record with demonstrable accomplishments
• Experience with:
  • Multi-SKU product lines involving 1,000+ individual products
  • Program/assortment/plan-o-gram selling
  • In-store and trade show set-ups/tear downs and planning/organizing
• Experienced with Microsoft Office Applications including: Excel, Word, and PowerPoint. Ability to develop and effectively deliver PowerPoint sales presentations.
• Ability to travel regularly across Canada – travel approximately 25% of work time
• Bilingual (English/French) not required, but would be an asset.  

Please submit résumé via email to Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca
Only candidates of interest with be contacted

back to top
 
 

______________________________________________________________________
 

Resumés

Click here to view the resumés online

back to top

November 11, 2013, Volume xix, #43

“Traveling is almost like talking with men of other centuries.”
—René Descartes (French philosopher and mathematician, 1596-1650)

______________________________________________________________________

______________________________________________________________________

Mixed year for industry sets sober tone at Hardlines Conference

  TORONTO — The year so far has not been one of significant growth for the hardware and home improvement industry in Canada. In fact, for the majority of dealers in this country, it will be a year of slow or negative growth.

This sombre message was presented by HARDLINES’ editor Michael McLarney at the 18th annual Hardlines Conference last month, as he set the stage for two days of presentations by some of the world’s foremost retail and trends leaders.

McLarney noted that retail sales in this industry are forecast by HARDLINES to be almost flat again this year, even as global e-commerce sales are expected to grow by almost 20% and top a whopping $1 trillion in 2013.

Sharing the preliminary results from the Hardlines Third Quarter Business Conditions Survey, he pointed out that just over half (55%) of dealers expect to end the year with increased sales over 2012. One-third expect sales to remain flat, and 12% expect sales to be down over last year. Suppliers are even more pessimistic: only 38% expect sales to increase this year; 41% expect sales to be down and 21% are facing negative growth.

back to top

______________________________________________________________________

French building materials show: ideas for construction

  PARIS — Batimat is a trade show for building and construction materials. Like Construct Canada or the National Builders Show in the U.S., it is a trade show for builders and architects, but it has a lot of appeal for dealers and wholesalers in home improvement retail.

A delegation of Canadians attended this year’s show—all of them, except for a lone journalist who speaks French badly, from Quebec—most of them as part of a delegation organized by the Quebec building materials association, AQMAT. In addition, the association was exhibiting with a stand of its own representing 10 Quebec manufacturers.

Some familiar companies were exhibiting at the show outside of the AQMAT pavilion, including Kaycan (under its European division) and Owens Corning. OC was showcasing its Masonry Products Europe division, featuring a new series of cement-faced panels backed by a thickness of Styrofoam insulation called Thermart. The facing comes in a range of finishes that simulate brick, stone, and even wood panelling. Slated for a rollout in spring 2014, the product is also being evaluated for possible North American launch.

The extensive bath displays at Batimat offered a range of decorative products, including a tub faucet with a 28 cm mouth and flat-panel radiators that can be installed right on the wall and decorated.

“They are five to 10 years ahead of us here,” said Daniel Rioux, general manager of Chalifour Canada in Quebec. He noted that the use of green technology is far ahead of what he sees typically in Canada. Rioux, who has been coming to the show for many years, also observed that European building systems are increasingly adopting North American-style systems, which employ more wood in their construction.

Marcel Couture, of Gabriel Couture et Fils in Richmond, B.C., an Ace dealer and member of the TIM-BR MART board of directors, echoed Rioux’s observations. He found the show interesting even as an independent dealer, looking for products that would give his store an edge, while on the lookout for innovations the entire TIM-BR MART group might benefit from. “They are way ahead of us,” he said, referring to the innovations in solar and green technology that he saw at Batimat.

One of the trends at the show that was considered ahead of North America was the advanced use of outdoor space. The pergolas and retractable awnings would certainly be better accommodated by the temperate weather of Southern Europe than the harsh Canadian climate, but the enthusiasm for outdoor recreational life was nevertheless impressive.

back to top

______________________________________________________________________

Quebec products attract attention at Batimat

PARIS — A group stand organized by the Quebec building materials association, AQMAT, brought Canadian products to the European market via its presence at Batimat last week.

Richard Darveau, president of AQMAT, believes the member companies of his association have much to offer in the way of new product ideas at this event.

The “Pavilion of Innovation” featured product displays and literature from Quebec-based companies such as Mur Design, Maax, and Garant. “We’ve had good response for these products,” says Darveau. He cites Novik, Vicwest, and Techniseal as examples of manufacturers that have been well received. A company like Mur Design, which sells exterior siding with arrange of fashion and colour choices, fits well with the style sensibility at Batimat.

Darveau’s one complaint about the show is the limited Canadian presence beyond his own initiative. “It’s a shame that Canada is so under-represented,” he says bluntly.

Next time (the show is every two years), he hopes to rally support from different levels of government to develop a larger Canadian group stand. Encouraging suppliers to seek wider markets is, he believes, part of the mandate of his association. “If we don’t help our vendors to prosper, we’ll just shoot ourselves in the foot as an industry,” he says.

back to top

______________________________________________________________________

Canadian Tire sees growth in Q3

TORONTO — Canadian Tire announced results for the third quarter, including retail sales growth of 3.1% with positive contributions from all retail banners. Consolidated revenue increased 4.5%. Consolidated net income grew 10.7% compared to Q3 2012 due in part to strong margin performance across the Retail and Financial Services segments.

Sales at the Canadian Tire retail banner increased 2.8% and same store sales increased 2.0% in the quarter driven by strong performances in automotive, seasonal, and kitchen categories.

FGL Sports’ retail sales increased 4.2% over the prior year, reflecting the acquisition of Pro Hockey Life Sporting Goods Inc. At Mark’s, retail sales grew 4.7% and same store sales increased 4.3%.

back to top

______________________________________________________________________

Spotlight on the ORA Winners: Kemptville RONA

HARDLINES is proud to present the Outstanding Retailer Awards, honouring some of the finest dealers in this country. The awards were given at a Gala Dinner on October 23 during the 18th Annual Hardlines Conference in Toronto. We’re focusing on a different winner each week—and our congratulations to all the winners!

l-r: Beverly Allen, Publisher of Hardlines, which hosts the Outstanding Retailer Awards; Sebastién Plourde, President of Super Remover, sponsor of the award; Eric Norenberg, Owner of Kemptville RONA; and Chris Sargeant, Store Manager at Kemptville RONA.

TORONTO — Kemptville RONA Building Centre in Kemptville, Ont., has been recognized as one of the country’s best home improvement retailers as the recipient of the 2013 Outstanding Retailer Award. Kemptville RONA won in the category of Best Building Supply/Home Centre over 25,000 square feet.

Kemptville RONA was recognized at the Outstanding Retailer Awards Gala Dinner, held during the 18th Annual Hardlines Conference in Toronto on October 23. Eric Norenberg and Chris Sargeant from Kemptville RONA were present to accept the award before an audience of retailers and suppliers from across Canada. The Outstanding Retailer Awards have been recognizing and honouring the best in home improvement retailing across Canada for more than two decades. The award was sponsored by Super Remover.

A family business that has built its reputation on exceptional customer service, knowledgeable and friendly staff, and support for its community, RONA Kemptville Building Centre is a leader in the industry and the community.

“Kemptville RONA is an example of hard work and the courage to take chances—and seeing that hard work pay off,” said Michael McLarney, Editor of HARDLINES. “In a highly competitive market, this store has become a destination for a range of products and services to help both contractors and do-it-yourselfers.”

back to top

______________________________________________________________________

Treat people well to combat online sales, says survey

   SPECIAL REPORT — A recent survey has tracked some of the qualities consumers look for in their shopping experience, including the desire for more personalized service. The survey, conducted at the Worldwide Business Research Future Stores conference, gleaned insights from over 1,000 customers and 60 retailers, including CVS, Neiman Marcus, and Macy’s. It was conducted by TimeTrade, an online scheduling platform and business consultancy based in Massachusetts.

The number-one thing that customers find is missing from their shopping experience is the personal touch that in-store personnel offer. According to the survey, 33% of customers want a more personalized experience; 30% want smarter, more helpful employees, and 29% want faster customer service.

“The simple way we think about it is ‘happy customers buy more,’” said Gary Ambrosino, president of TimeTrade.

Speaking of faster service, 80% will abandon an in-store purchase if they have to wait more than five minutes for services like help finding products, answering questions, or checkout. Among retailers, 80% revealed that sales increase by 25-50% when customers are assisted by product experts.

“A lot of them told us they’d be willing to even pay a little more if they got some personal attention,” said Ambrosino.

As for online shopping, the survey determined that only about 10-12% of purchases are made online, says Ambrosino. Those surveyed by TimeTrade are seeing an increase in online sales and expect to see that trend continue, but so far in 2013, retailers have found that 83% of their sales took place in the physical store.

back to top

______________________________________________________________________

______________________________________________________________________

Classified Ads

To all my friends, business acquaintances, suppliers and category managers;

Beginning November 1, I will no longer be associated with Fonora Textile Inc.

As the exiting President of Fonora responsible for sales, marketing and
product development; I wish to take this opportunity to thank everyone who
I have had the pleasure of working with, serving and otherwise had a chance
to meet over the many years that I have been at the helm.

The time has come for me to step away and seek out new challenges with
excitement and a renewed eye for the years to come.

I will now be reachable at my new email address: Eric@ejaholdings.com

My mobile number remains unchanged (514) 502 3197

…and I look forward to the future as we all follow and explore life’s
meandering and crossing paths.

Best of luck and again a sincere thank you for your support and friendship
over the years.

Best regards
Eric Aronoff
Eja holdings inc.

Loxcreen Canada Ltd., Subsidiary of M-D Building Products Inc. 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, Dura-Trim and M-D brand names in the Canadian marketplace. The company is seeking a Key Account Manager with national and regional account experience across Canada in the retail building materials/hardware industry.

The company requires a Key Account Manager who will be the day-to-day sales contact with selected major national accounts, primary contact with major regional accounts across Canada, and manage agency sales representatives. Reports directly to the VP, Sales & Marketing, Retail Distribution Channel. Competitive salary + bonus, benefit package.

Black Eagle Executive Search is conducting this search on behalf of Loxcreen Canada Ltd.

KEY COMPETENCIES

• Excellent communication skills both written and verbal
• Disciplined self-starter
• Proven negotiation skills – “sales closer” mentality
• Team player able to communicate effectively within the company particularly with customer service, marketing, other sales representatives; and externally with the retail distribution channel and sales agencies.
• Excellent analytical, forecasting abilities. Able to develop and analyze spreadsheet data (e.g. P.O.S.) and develop go-forward sales and merchandising solutions from this data.
• Organizational and planning ability
• Motivated to learn and succeed in a fast-paced work environment.

KEY QUALIFICATIONS

• Post-secondary business degree/diploma
• 5-7 years of national/regional account sales experience in the retail building materials/hardware industry across Canada required.
• Experience in working with and managing sales agencies
• Knowledge and understanding of doing business with Big Box Home Improvement retailers and previous participation in line reviews, negotiations, merchandising development with these retailers. Will be first point of contact.
• Proven sales track record with demonstrable accomplishments
• Experience with:
  • Multi-SKU product lines involving 1,000+ individual products
  • Program/assortment/plan-o-gram selling
  • In-store and trade show set-ups/tear downs and planning/organizing
• Experienced with Microsoft Office Applications including: Excel, Word, and PowerPoint. Ability to develop and effectively deliver PowerPoint sales presentations.
• Ability to travel regularly across Canada – travel approximately 25% of work time
• Bilingual (English/French) not required, but would be an asset.  

Please submit résumé via email to Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca
Only candidates of interest with be contacted

back to top
 
 

______________________________________________________________________
 

Resumés

Click here to view the resumés online

back to top

November 4, 2013, Volume xix, #42

“Experience is not what happens to you.
It is what you do with what happens to you.”
—Aldous Huxley (British writer, 1894-1963)

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BREAKING NEWS: Groupe BMR and La Coop confirm alliance

  MONTREAL — Two giants of Quebec home improvement retailing have confirmed a deal that had first been revealed months earlier. Groupe BMR and La Coop fédérée have entered into a commercial agreement whereby La Coop, through its Unimat hardware and home improvement banner, is acquiring a minority interest in Groupe BMR.

“Our company is pleased with this new partnership with La Coop fédérée, a leader in Quebec’s economy for 92 years,” said Yves Gagnon, President and CEO of Groupe BMR.

Through this association, the two companies will offer some 360 retail locations to consumers and contractors in Quebec, Ontario and the Maritime Provinces under the BMR and Unimat banners. Based on figures in the Hardlines Who’s Who Directory, the deal will create a retail entity that represents close to $2 billion in retail sales annually.

“Groupe BMR’s expertise in the renovation industry is well established. The strength of its brand and the trust of its customers represent major advantages from which we are sure our 100,000 members will greatly benefit,” said Claude Lafleur, CEO of La Coop fédérée.

According to the release, the alliance is a response to “the arrival of foreign competitors, in particular from the United States, and the highly competitive level required to survive in the home renovation centre and hardware store industry.”

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Home Depot Canada commits $10 million to homeless youth

  OTTAWA — Following a study done of homelessness in Canada, The Home Depot Canada Foundation is committing $10 million to relieve homelessness among Canada’s youth. The study notes that breaking the cycle of youth homelessness goes beyond providing shelter.

A supporter of affordable housing since its inception in 2009, The Home Depot Canada Foundation has narrowed its focus to youth after completing a study of the affordable housing landscape in Canada. The $10 million pledge, which is spread over three years, aims “to harness the capabilities of The Home Depot Canada Foundation and its network, focusing on renovation and repair projects, life skill development programs, and research and collaboration programs,” according to a release.

The foundation’s direction is supported by a white paper on youth homelessness developed by Impakt Corporation, a corporate social responsibility consultancy. Its research revealed that homelessness affects tens of thousands of Canadian youth and comes with high personal and socio-economic costs.

“Research shows that reaching homeless youth early with housing and life skills support solutions will decrease the likelihood they will become chronically homeless adults,” said Peg Hunter, chair of the board of The Home Depot Canada Foundation. “By focusing our efforts on youth and housing, we can maximize our resources, help youth realize their potential, and build brighter futures.”

Over the next three years the organization will collaborate with non-profit, government, and other corporations to share knowledge and best practices addressing youth homelessness. Actions will include: helping to ensure more homeless youth have access to housing that is safe and supportive; establishing a thought leadership advisory council with some of Canada’s leading authorities on the issue; and creating a youth advisory council to ensure their commitments align with the needs of homeless youth.

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Holland Imports show lets dealers do late-fall buying

BURNABY, B.C. — Currently celebrating its 40th anniversary, Holland Imports is hosting its sixth annual fall BuySmart show today. The company, an importer and wholesale distributor, runs two shows per year out of its Burnaby warehouse.

The fall show is the smaller of the two, running just one day, while the spring-summer event, held annually in June and now in its ninth year, runs for two days.

Nevertheless, this show is expecting to draw up to 200 dealers, who will come from as far away as Quebec and the Maritimes to see the wares of 12 key vendors, says Keith Brown, general manager of Holland Imports. This show is also an important showcase for Holland’s own brands, reflecting its three main product categories: My Patio for outdoor furniture, Shopro for tools, and Holland Greenhouse for garden and landscaping products.

The 40th anniversary promotion, which kicked off at the June 2013 show, continues at this event. “Dealers get red-hot specials and travel allowances to help them pay for the show—and we feed them well while they’re there—so they get a good bang for their buck,” Brown adds. “The show is a great opportunity for last-minute Christmas and fill-in orders. Our trucks will start shipping the orders within a week of the show.”

Brown says his company is a supplier for most of the major banners, including RONA, Peavey, TSC, and Independent Lumber Dealers Co-operative (ILDC). The business generated by the show exceeds the business Holland Imports gets from other shows, though Brown notes that the Prairie Showcase in Saskatoon in January is strong. “It’s a good writing show, but at our own show we’ve got their undivided attention.”

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Spotlight on the ORA Winners: POPS Home Hardware

HARDLINES is proud to present the Outstanding Retailer Awards, honouring some of the finest dealers in this country. The awards were given at a Gala Dinner on October 23 during the 18th Annual Hardlines Conference in Toronto. We’ll focus on a different winner each week—and our congratulations to all the winners!

l-r: The winners of Outstanding Retailer Award in the category of Best Building Supply/Home Centre under 25,000 square feet: Mary Ann and Jim Peyre of POPS Home Hardware; Peter Thompson of Taymor Industries, sponsor of the award; and Ron and Trina Shunter of POPS Home Hardware.

TORONTO— POPS Home Hardware in High Prairie, Alberta, has been recognized as one of the country’s best home improvement retailers as the recipient of the 2013 Outstanding Retailer Award. POPS Home Hardware won in the category of Best Building Supply/Home Centre under 25,000 square feet.

POPS was recognized at the Outstanding Retailer Awards Gala Dinner, held during the 18 th Annual Hardlines Conference in Toronto on October 23. Ron  Shunter and Jim Peyre from POPS Home Hardware were present to accept the award before an audience of retailers and suppliers from across Canada. The Outstanding Retailer Awards have been recognizing and honouring the best in home improvement retailing across Canada for more than two decades. The award was sponsored by Taymor Industries.

A positive mindset and the pursuit of something greater for the community have driven the success of POPS Home Hardware. The POPS Home Hardware team’s perseverance through difficult economic conditions and their creativity in revitalizing their store are the characteristics that stuck out to the judges.

“POPS Home Hardware is a great Canadian turnaround story,” said Michael McLarney, Editor of HARDLINES, the news and information company which presents the Awards. “The owners of POPS Home Hardware, Lorne and Jim Peyre and Harold Taylor, understand that successful retailing is about more than just selling products. They were able to partner effectively with both their retail customers and the local builders to succeed. This store stood out for its ability to be part of the community and integral to keeping the community alive.”

Click here to view the full award video!

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RONA buys out franchise dealer

   BOUCHERVILLE, Que. — RONA is acquiring the RONA Le Regional store in Chateauguay, Que., from one of its franchise dealers. The 35,000-square-foot proximity store carries about 24,000 SKUs and has a 32,000-square-foot lumberyard. Despite the acquisition, it will continue to employ 65 people, says the company.

“We are pleased to have concluded this transaction with one of our long-time franchise dealers. Louise Faubert has spent 15 years building a flourishing business in Châteauguay,” said Robert Sawyer, president and CEO of RONA. Faubert had been owner and general manager of the store since 1998. “She has earned the trust of customers in the region and we will continue with the same solid approach. We salute the work of this accomplished business woman and her contribution to the RONA network,” Sawyer continued.

Under new GM Dave Collangelo, the store will be integrated into RONA’s corporate-store network in Quebec. RONA says the location has been profitable for a number of years and will continue to contribute to the development of the RONA store network in Quebec.

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Classified Ads

To all my friends, business acquaintances, suppliers and category managers;

Beginning November 1, I will no longer be associated with Fonora Textile Inc.

As the exiting President of Fonora responsible for sales, marketing and
product development; I wish to take this opportunity to thank everyone who
I have had the pleasure of working with, serving and otherwise had a chance
to meet over the many years that I have been at the helm.

The time has come for me to step away and seek out new challenges with
excitement and a renewed eye for the years to come.

I will now be reachable at my new email address: Eric@ejaholdings.com

My mobile number remains unchanged (514) 502 3197

…and I look forward to the future as we all follow and explore life’s
meandering and crossing paths.

Best of luck and again a sincere thank you for your support and friendship
over the years.

Best regards
Eric Aronoff
Eja holdings inc.

Loxcreen Canada Ltd., Subsidiary of M-D Building Products Inc. 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, Dura-Trim and M-D brand names in the Canadian marketplace. The company is seeking a Key Account Manager with national and regional account experience across Canada in the retail building materials/hardware industry.

The company requires a Key Account Manager who will be the day-to-day sales contact with selected major national accounts, primary contact with major regional accounts across Canada, and manage agency sales representatives. Reports directly to the VP, Sales & Marketing, Retail Distribution Channel. Competitive salary + bonus, benefit package.

Black Eagle Executive Search is conducting this search on behalf of Loxcreen Canada Ltd.

KEY COMPETENCIES

• Excellent communication skills both written and verbal
• Disciplined self-starter
• Proven negotiation skills – “sales closer” mentality
• Team player able to communicate effectively within the company particularly with customer service, marketing, other sales representatives; and externally with the retail distribution channel and sales agencies.
• Excellent analytical, forecasting abilities. Able to develop and analyze spreadsheet data (e.g. P.O.S.) and develop go-forward sales and merchandising solutions from this data.
• Organizational and planning ability
• Motivated to learn and succeed in a fast-paced work environment.

KEY QUALIFICATIONS

• Post-secondary business degree/diploma
• 5-7 years of national/regional account sales experience in the retail building materials/hardware industry across Canada required.
• Experience in working with and managing sales agencies
• Knowledge and understanding of doing business with Big Box Home Improvement retailers and previous participation in line reviews, negotiations, merchandising development with these retailers. Will be first point of contact.
• Proven sales track record with demonstrable accomplishments
• Experience with:
  • Multi-SKU product lines involving 1,000+ individual products
  • Program/assortment/plan-o-gram selling
  • In-store and trade show set-ups/tear downs and planning/organizing
• Experienced with Microsoft Office Applications including: Excel, Word, and PowerPoint. Ability to develop and effectively deliver PowerPoint sales presentations.
• Ability to travel regularly across Canada – travel approximately 25% of work time
• Bilingual (English/French) not required, but would be an asset.  

Please submit résumé via email to Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca
Only candidates of interest with be contacted

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Resumés

Click here to view the resumés online

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October 21, 2013, Volume xix, #40

“If you can keep your head when all about you are losing theirs,
it’s just possible you haven’t grasped the situation.”
—Jean Kerr (Irish-American author, 1923-2003)

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Dealers honoured at Outstanding Retailer Awards

  TORONTO — Five hardware and home improvement dealers from across Canada have been recognized as the country’s best, as this year’s winners of the Outstanding Retailer Awards. The awards were presented at the recent Hardlines Executive Conference and identified excellence in a range of categories.

The winners of the 2013 Outstanding Retailer Awards are:

• POPS Home Hardware in High Prairie, Alta, in the category of Best Building Supply/Home Centre under 25,000 square feet, sponsored by Taymor;
• Kemptville RONA Building Centre in Kemptville, Ont., in the category of Best Building Supply/Home Centre over 25,000 square feet, sponsored by Super Remover;
• TRU Hardware Breton in Breton, Alta., in the category of Best Hardware Store, sponsored by Schlage;
• Chad Sonnenberg, the owner of two RONA stores in Northern Ontario, RONA Elliot Lake and RONA Massey, in the category of Best Young Retailer of the Year, sponsored by Techniseal;
• Wellington Home Hardware, in Wellington, Ont., winner of the Marc Robichaud Award for Community Leader, sponsored by Orgill.

This year’s winners had to meet a range of criteria. These included excellence in customer service, overall store appearance, merchandising, marketing, employee management, community involvement and sales growth. The winners were flown to Toronto to attend the 18th Annual Hardlines Conference and ORA Gala Dinner on October 23.

“Each of these stores stood out for their strength in providing strong customer service, meeting the needs of their communities, and maintaining a staff of dedicated and well-trained employees,” said Michael McLarney, Editor of HARDLINES. “They prove that some of the best and freshest retailing in this country is coming from one of the country’s most venerable retail sectors.”

The Outstanding Retailer Awards have been recognizing and honouring the best in home improvement retailing across Canada for more than two decades.

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Owens’ appointment completes executive re-org at
TIM-BR MART Group

  CALGARY — The board of directors of TIM-BR MART Group has announced the appointment of Bernie Owens as president.

Owens, most recently vice president of Certainteed Canada, steps in to the top job at Canada’s largest LBM buying group following the abrupt departure of Tim Urquhart back in the summer of this year. Urquhart had been president and CEO.

“Bernie’s proven leadership skills and wealth of experience in our industry made him a clear choice to lead our company forward,” said TIM-BR MART Group chair Michael Westrum in a release.

A day after this announcement came out in the middle of last week, the company announced that Barbara Hopper, executive vice president and COO of TIM-BR MART, had also left the company. She had worked with Urquhart to reshape the buying group after its acquisition of CanWel Hardware. The wholesale division, renamed Chalifour Canada, was part of a larger restructuring of the company that included the formation of a holding company to oversee the various divisions.

Both Urquhart and Hopper were asked to take a paid leave of absence in July. The board then brought in outside consultants to examine the books. By the end of August, they had found “isolated incidences of failure to adhere to corporate reporting structure and corporate governance,” according to a release from TIM-BR MART Group. Urquhart’s resignation was announced at the same time. Hopper remained on paid leave throughout that time.

During the weeks that Hopper was in limbo, TIM-BR Mart’s vice-president of merchandise and general manager for Western Canada, Randy Martin, was promoted to VP operations, essentially filling in for Hopper’s role. The hiring of Owens completes the re-organization of TIM-BR MART Group’s executive team.

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Hardlines Conference a hotbed of trends and insights

Rafe Petkovic, head of industry at Google Canada, spoke on day one of the conference about technology trends and their impact on retail.

TORONTO — It’s fitting that several of the speakers at the 18th annual Hardlines Conference brought up the topic of Lego in their presentations.

Those little plastic sbricks served as a perfect metaphor for the overarching themes of this year’s conference—getting back to the basic building blocks of what makes independent retailers great, and using that to bring your business creatively into the future.

 From the start, Frances Sologuk, from Osoyoos Home Hardware in Osoyoos, B.C., reinforced how important it is to be a part of one’s community. Whether through your interactions with your customers in a small resort town or over the internet, those connections are crucial.

It’s an old-fashioned idea that suits the vintage, old-timey feel of Sologuk’s shop. But she’s still adamant about having all the advantages of modern technology to help maintain her edge in the field.

To keep up with the big box stores and rising threat of American companies, independent retailers need to stay on the cutting edge. And for a long time, that has meant extending your presence beyond bricks and mortar locations.

As Bill Morrison, president of TruServ Canada and vice president of wholesale for RONA inc., put it to the group, the future is already here and we in this industry have to catch up. Retailers need a web presence, and more than just a somewhat functioning website. Dealers need to build the story of their store through various media including Facebook, Twitter, Instagram, and Pinterest.

But with all the fear of e-commerce taking over retail, retail expert Anthony Stokan, of Anthony Russell, Inc., reassured the crowd that Canadians remain tactile customers—even more so statistically than our southern neighbours. If they play their cards right, retailers should be able to use their web presence to drive customers into their stores—in what is being coined reverse showrooming.

When HARDLINES’ own Beverly Allen showed a slide of a Lego store in Germany during her presentation of great merchandising from around the globe, the hands-on interaction of the children in that store with the product itself drove home the message of the value of the in-store experience.

As Ibrahim Ibrahim, managing director of Portland Design in the U.K., put it, “The internet will not kill retail; the internet will liberate retail.”

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ANALYSIS: What is the future for big-box retailers?

   SPECIAL REPORT — At a time when Canada’s big-box home improvement retailers are once again weighing the future of gigantic stores as part of their growth strategies, Saint John, N.B.-based Kent this fall opened its first new big box in more than a decade, and its first in Charlottetown, P.E.I.

The retailer’s decision comes at a time when other dealers are re-thinking whether store size is an impetus or impediment to increasing customer traffic and gross margins.

“Canada is at a point of saturation” when it comes to big boxes, says Mike Rowe, CFO for Home Depot Canada. In fact, that retailer has no immediate plans to open any new stores, large or small, beyond the 180 warehouses it operates already.

“The market for big boxes is pretty much exhausted in Atlantic Canada,” adds Steve Smith, president of Central Home Improvement, which operates three stores over 50,000 square feet, as well as four traditional yards. But it has no new stores on the horizon, either.

Meanwhile, other retailers are trying smaller formats. Canadian Tire is testing a smaller store on two floors in a dense commercial strip on Toronto’s Greektown neighbourhood. And Lowe’s in the U.S. has purchased the bulk of the Orchard Supply chain, giving it a stable of smaller stores in the highly prized California market.

(Excerpted from the cover story of the latest edition of our sister publication, Hardlines Home Improvement Quarterly , in the mail now to more than 10,000 dealers across the country.)

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Classified Ads
 

Loxcreen Canada Ltd., Subsidiary of M-D Building Products Inc. 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, Dura-Trim and M-D brand names in the Canadian marketplace. The company is seeking a Key Account Manager with national and regional account experience across Canada in the retail building materials/hardware industry.

The company requires a Key Account Manager who will be the day-to-day sales contact with selected major national accounts, primary contact with major regional accounts across Canada, and manage agency sales representatives. Reports directly to the VP, Sales & Marketing, Retail Distribution Channel. Competitive salary + bonus, benefit package.

Black Eagle Executive Search is conducting this search on behalf of Loxcreen Canada Ltd.

KEY COMPETENCIES

• Excellent communication skills both written and verbal
• Disciplined self-starter
• Proven negotiation skills – “sales closer” mentality
• Team player able to communicate effectively within the company particularly with customer service, marketing, other sales representatives; and externally with the retail distribution channel and sales agencies.
• Excellent analytical, forecasting abilities. Able to develop and analyze spreadsheet data (e.g. P.O.S.) and develop go-forward sales and merchandising solutions from this data.
• Organizational and planning ability
• Motivated to learn and succeed in a fast-paced work environment.

KEY QUALIFICATIONS

• Post-secondary business degree/diploma
• 5-7 years of national/regional account sales experience in the retail building materials/hardware industry across Canada required.
• Experience in working with and managing sales agencies
• Knowledge and understanding of doing business with Big Box Home Improvement retailers and previous participation in line reviews, negotiations, merchandising development with these retailers. Will be first point of contact.
• Proven sales track record with demonstrable accomplishments
• Experience with:
  • Multi-SKU product lines involving 1,000+ individual products
  • Program/assortment/plan-o-gram selling
  • In-store and trade show set-ups/tear downs and planning/organizing
• Experienced with Microsoft Office Applications including: Excel, Word, and PowerPoint. Ability to develop and effectively deliver PowerPoint sales presentations.
• Ability to travel regularly across Canada – travel approximately 25% of work time
• Bilingual (English/French) not required, but would be an asset.  

Please submit résumé via email to Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca
Only candidates of interest with be contacted

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______________________________________________________________________

Resumés

Click here to view the resumés online

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October 21, 2013, Volume xix, #40

“Each friend represents a world in us, a world not born until they arrive,
and it is only by this meeting that a new world is born.
—Anais Nin (French author and essayist, 1903-1977)

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Sexton adds members in third quarter

  WINNIPEG — The third quarter has been extremely busy at Sexton Group Ltd. The buying group reports that purchase volumes are running at “a record pace.”

“No doubt in some markets our members’ success has been aided by a strong local economy,” says Steve Buckle, vice president of Sexton Group. “However what is really striking is the increased breadth of products and services most members are expanding into.” He notes that dealers are not just increasing sales, but enhancing their overall businesses. “They are also increasing market share by improving facilities, particularly their store fronts.

That expansion has come from both the West and Central Canada. In the Prairies, the group added Farmland Supply Centre in Medicine Hat, Alta., and Demby Trailer in Weyburn, Sask. Farmland specializes in environmental products, pumps, hydraulic materials, large pipes, and irrigation. Demby Trailer manufactures well-site living accommodation and office trailers for the oil and gas industry.

In British Columbia, Pacific Homes and Pacific Truss in Cobble Hill specialize in trusses, prefabricated building systems, custom homes, and cottage packages. Tru Line Truss, in in Creston, B.C., produces engineered wood products, including roof trusses and floor joists.

In Ontario, Sexton Group added Builders Direct Buy Corp. Located in Leamington, Ont., this dealer specializes structural frame component manufacturing.

Including these new additions, Sexton Group has added 19 locations so far this year.

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Home Hardware launches colour range with a “wow”

  ST. JACOBS, Ont. — Beauti-Tone unveiled an entirely new range of designer-chosen colours and haute hues at its recent fall market. Before a standing-room only crowd, and hosted by celebrity designer Simon Chang, the new range was presented to the Home dealers. The purpose of the new program, which will roll out in January, is to help guide and inspire DIYers and design specifiers alike in their colour selections, says Darrin Noble, vice president and general manager, Beauti-Tone Paints, for Home Hardware Stores Ltd..

“Eight new ‘Colour Comes Home’ collections feature soft, as well as bold, colours that harmonize beautifully together. The palettes are on trend and reflect styles that are most relevant to Canadians today,” Noble adds.

Another 1,288 colours zone in on top shades ranging from warm and neutrals to bright and bolds. Rounding it out are 42 Essential Whites that will work easily in any decor to showcase your home like a fine gallery.”

There are 1,458 new colours in all, “and they work wonderfully with our popular collections by Simon Chang and Style at Home,” Noble points out.

He stresses that the new range will convince consumers that Beauti-Tone is a brand that is both trendy and stylish. “I can promise you that they are going to be pleased and excited to learn how sophisticated we are. We can’t wait to wow them when we roll out Canada’s best colours in January.”

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ANALYSIS: Quebec—the next retail battleground?

   SPECIAL REPORT — It may be the hardest hit in terms of a sluggish economy, but the retail home improvement market in Quebec is seeing lots of activity.

The entire industry there has been watching two key players, BMR and La Coop fédérée, expecting them to announce a takeover of BMR by La Coop in the coming weeks. Meanwhile, BMR held its first-ever liquidation sale at the company’s head office. According to a staffer at BMR who answered our questions, the purpose of the sale was to liquidate overstock of seasonal products following a slow spring season—one more reflection of sluggish sales that plagued the province.

However, any slowdown has not stopped other players from stepping up their efforts to gain market share. Ace Hardware ads have been highly visible during the fall season, and Home Hardware appears to be stepping up its ad campaign on Quebec TV.

According to Jack Baillie, director of marketing for Home Hardware Stores Ltd., the province is an expansion target for the Ontario-based co-op. “Quebec is very important to Home Hardware. We see high potential for growth in that market.” Home is backing up that growth by investing heavily in ads in Quebec. “We are advertising aggressively in all media in Quebec. That includes print, TV, digital, and social media, plus in-store local promotions,” Baillie adds.

Ace, licensed in Canada by TIM-BR MART Group, has about 100 dealers in the province flying the Ace banner. However, trade ads now reflect the combined membership—and overall strength—of the entire group, which has more than 4,000 stores in the U.S. and abroad. Also on the trade side, Castle Building Centres is also investing heavily in advertising to dealers in Quebec.

And, of course, the province’s—and the country’s—largest player, RONA, is going through changes of its own as it repositions under a new executive team. While all eyes have been on its big boxes outside of Quebec, some changes are taking place at home, as well. The Anctil Group, owners of a RONA big box in Sherbrooke, Que., have purchased a nearby Réno-Dépôt, renaming it Brico Max by RONA. This new banner for RONA will follow the new Réno-Dépôt format, with pallets and case lots geared for contractor customers.

On top of all this, U.S. retail giant Target has opened its first stores in Quebec, with 16 scheduled to be open this fall.

Should RONA become the subject of another takeover bid, as it was last year when Lowe’s tried to buy it, or if its new executive team decides to break the company up by, for example, selling off more of its big boxes, then the activity in Quebec will only heat up more. The current changes, however, are enough on their own to indicate that la belle province will be the scene of much shifting of banners and market shares over the coming months and years.

This new banner, the result of the purchase of the Réno-Dépôt store in Sherbrooke, Que., by RONA member Groupe Anctil, reflects the changes going on both with RONA and the industry as a whole in that province.

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Classified Ads

Loxcreen Canada Ltd., Subsidiary of M-D Building Products Inc. 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, Dura-Trim and M-D brand names in the Canadian marketplace. The company is seeking a Key Account Manager with national and regional account experience across Canada in the retail building materials/hardware industry.

The company requires a Key Account Manager who will be the day-to-day sales contact with selected major national accounts, primary contact with major regional accounts across Canada, and manage agency sales representatives. Reports directly to the VP, Sales & Marketing, Retail Distribution Channel.

Black Eagle Executive Search is conducting this search on behalf of Loxcreen Canada Ltd.

KEY COMPETENCIES

• Excellent communication skills both written and verbal
• Disciplined self-starter
• Proven negotiation skills – “sales closer” mentality
• Team player able to communicate effectively within the company particularly with customer service, marketing, other sales representatives; and externally with the retail distribution channel and sales agencies.
• Excellent analytical, forecasting abilities. Able to develop and analyze spreadsheet data (e.g. P.O.S.) and develop go-forward sales and merchandising solutions from this data.
• Organizational and planning ability
• Motivated to learn and succeed in a fast-paced work environment.

KEY QUALIFICATIONS

• Post-secondary business degree/diploma
• 5-7 years of national/regional account sales experience in the retail building materials/hardware industry across Canada required.
• Experience in working with and managing sales agencies
• Knowledge and understanding of doing business with Big Box Home Improvement retailers and previous participation in line reviews, negotiations, merchandising development with these retailers. Will be first point of contact.
• Proven sales track record with demonstrable accomplishments
• Experience with:
  • Multi-SKU product lines involving 1,000+ individual products
  • Program/assortment/plan-o-gram selling
  • In-store and trade show set-ups/tear downs and planning/organizing
• Experienced with Microsoft Office Applications including: Excel, Word, and PowerPoint. Ability to develop and effectively deliver PowerPoint sales presentations.
• Ability to travel regularly across Canada – travel approximately 25% of work time
• Bilingual (English/French) not required, but would be an asset.  

Please submit résumé via email to Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca
Only candidates of interest with be contacted

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______________________________________________________________________

Resumés

Click here to view the resumés online

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October 14, 2013, Volume xix, #39

“If the nation’s economists were all laid end to end, they would point in all directions.” —Arthur H. Motley (American publisher and president of the U.S. Chamber of Commerce, 1900-1984)

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Chalifour Canada announces e-catalogue at expo

 MONTREAL — Chalifour, the hardware distributor owned by TIM-BR MART, held its third annual buying expo for independent dealers on October 4 and 5 at Place Bonaventure in downtown Montreal. The show, which featured 260 hardlines and building materials vendors in more than 120,000 square feet, features show specials and pallet deals. According to TIM-BR MART, more than 760 dealers attended from across Canada.

But the show was also the scene of the announcement of an “e-cat,” an enhanced online platform that promises to make ordering easier for Chalifour customers.

Highlights of the show included a 5,500-square-foot “Store on the Floor,” a fully merchandised model store with 55 planograms, a full light cloud, and a new paint essentials program featuring 20 paint planograms. The show also featured a 2,500-square-foot plumbing and bath showroom and a 2,000-square-foot outdoor living patio showcase.

There was a prize draw for a new 2013 Ford F-150 pickup truck, as well.

“Chalifour Canada’s distribution network provides a tremendous competitive advantage for our dealers,” said Rich Huisman, national director of sales. “This show is a terrific demonstration of our strength, and reflects the strength of our relationships with our vendors.”

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Titan makes amicable departure from TIM-BR MART Group

   VAUGHAN, Ont. — The resignation of Doug Skrepnek from the board of directors of TIM-BR MART Group (as reported in these pages last week —Editor) signaled the departure of his group, WSB Titan, from TIM-BR MART at the end of 2013.

Titan was formed in 2009 when three giant gypsum supply dealers (GSDs)—Watson Building Supplies in Vaughan, Ont., Shoemaker Drywall Supplies in Lethbridge, Alta., and Beauchesne, headquartered in St-Mathieu de Beloeil, Que.—united to form one buying group. Together, they represent 22 locations with more than $300 million in sales. Drywall volume alone is reportedly in excess of 300 million board feet annually.

“TIM-BR MART Group has done a great job of expanding, but a lot of their focus has been on the retail side, which does not affect us,” said Skrepnek. Because of the high volumes generated by the member companies in Titan, it is not expected to seek membership in another buying group.

Nevertheless, says Jennifer Paige, director of communications for TIM-BR MART Group, “There are a lot of TIM-BR MART dealers for whom the retail services are increasingly important. And TIM-BR MART Group remains the country’s dominant buying group for independents,” she adds.

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B.C. dealers celebrate 75 years at latest show

  WHISTLER, B.C. — After a one-year hiatus, the buying show of the British Columbia dealers’ association, BSIA, made a strong comeback last week in the resort town of Whistler, two hours outside of Vancouver. The show drew almost 200 dealers to see new products and attend social events that included a gala dinner atop Whistler Mountain.

A breakfast session featured local builder Bob Deeks and former B.C. Minister of Finance Kevin Falcon, moderated by HARDLINES editor Michael McLarney. Deeks observed that eco-friendly building is growing among homebuilders, but new systems require product knowledge—something that builders rely on their building centres for. Falcon reinforced the importance of a buoyant, resource-based economy for the province, which all dealers would benefit from.

To celebrate the association’s 75th anniversary, the BSIA issued a commemorative book. It featured an introduction by current BSIA president Thomas Foreman, who points out that “a handshake still means something with our members.” (The association’s first AGM was held at the Hotel Vancouver, where the meeting’s minutes refer to the two-dollar five-course dinners!)

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Vendors get chance to present products to Lowe’s Canada

  TORONTO — Lowe’s Canada has developed a venue for vendors to present their products to the company’s buyers. The first-ever Innovative Products Forum will be held October 31, using technology “to raise the bar for retailers and product creators to bring new and innovative products online and to market shelves,” the company said in a release.

Lowe’s says it is looking for vendors who can “present new and innovative products, lower priced alternative products, and clearance buy opportunities to Lowe’s Canada merchants.” Up to two people per vendor company can participate and each session lasts a maximum of 15 minutes.

Lowe’s says that “adding revolutionary products to its existing categories of home products and tools will help to further provide added value to customers, while providing entrepreneurial vendors an opportunity to showcase their ground-breaking new concepts.”

Interested vendors can click here for a time slot. (NOTE: Lowe’s Canada advises interested vendors not to test the form by trying to register, as this will lock down times on the schedule.)

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Home Hardware’s 50th will include online shopping launch

ST. JACOBS, Ont. — Home Hardware Stores Ltd. will turn 50 next year and the company plans to play up the milestone in a big way. Promotions will take place at both the consumer and dealer levels, while a new e-commerce initiative will be rolled out.

“We’re doing some very interesting things for our 50th, including an ‘Ode to Ownership,’ which will start with TV,” says Jack Baillie, Home Hardware’s marketing director. The promotion will celebrate the independent dealer. “Then, in early 2014, we’ll be covering all the bases—TV, fliers, and digital.” The messages will celebrate the company’s history, “but focus on the future, as well,” says Baillie.

Baillie confirmed that Home will launch an e-commerce site next year, one that will enable shoppers to buy online and pick the products up in-store. The program is currently being tested in select stores across the country. “It will just supplement our business—for people who only like to buy online and for smaller stores that don’t have the full assortment.”

He adds that the company will roll out some “big national events” later in the year, but wouldn’t reveal any more details.

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Classified Ads

Unlock your competitive advantage

Creative Transition Resources (ctr) helps companies and individual leaders unlock your key competitive advantage. CTR helps you build a powerful business or communication strategy that engages your key people in its development.

The right strategy unlocks your key advantage and that’s where ctr comes in. We bring two decades of proven success facilitating, developing, executing and communicating strategies and solutions that work. See the full range of services at ctr.ca or contact Yasmin Glanville, Chief Strategist, yasmin@ctr.ca, for further information.

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Resumés

Click here to view the resumés online

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October 7, 2013, Volume xix, #38

“I went to a fight the other evening and a hockey game broke out.”
— Rodney Dangerfield (American comedian and actor, 1921-1984)

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TruServ Canada announces key personnel retirements

WINNIPEG — TruServ Canada announced the retirements of four key managers at its National Buying Market this past weekend.

“We have several managers, with a long history in our company, who will transition into retirement at the end of October,” said Bill Morrison, president of TruServ Canada, during the market presentations. “It has been an honour to work with them.”

Wilf Gerhardt , national manager, business development, will retire after 43 years. His career started at Macleods in 1973, where he eventually rose to the position of store manager. He moved to the Winnipeg office in 1983 where he has held several positions, working closely with independent dealers across Canada. He was recognized as a source of knowledge and expertise for his co-workers and for many store owners over the years. Gerhardt’s responsibilities will be transitioned to Guy Lichter, director of dealer development & support.

After 40 years with the company, Donna Glasman will retire. Through the years she held various positions: sales promotions, assistant buyer, buyer for homegoods, and then merchandising manager. In 1992, she was named manager, marketing and advertising. Over the last 20 years, leading the marketing and advertising team, Glasman has been instrumental in building a marketing program for TruServ Canada dealers. Her responsibilities will be transitioned to Lora Deighton, marketing and communications manager.

Terry Derraugh, vice president of merchandising, has played an integral role with the company for the last 31 years. He was a store manager, moving to head office to become director of store operations, then director of merchandising and advertising. In 2002, he became vice president of merchandising. Derrraugh’s responsibilities will be assumed by Greg Hollander, merchandising manager; and Luc Roy, merchandise program manager.

Although not retiring, Serge Vezina, director of sales and business development – east, will leave TruServ Canada at the end of October. He joined TruServ Canada in 2011, bringing over 30 years of experience in recruiting and supporting independent retailers from his former role as senior director, for dealers in Canada for RONA.

In a release, TruServ Canada stated it “is proud to serve independent retailers across Canada and has benefited from the expertise and knowledge of these long-term employees.” (We can echo that sentiment. Each of these individuals has been a staunch supporter of this industry and of HARDLINES. —Editor)

“They will be missed,” said Morrison, “but we have a solid group of people moving up the ranks to take over for those who will retire at the end of October.”

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Randy Martin promoted at TIM-BR MART

 CALGARY — TIM-BR MART Group has announced Randy Martin’s appointment as vice president, operations. Formerly vice president of merchandise and general manager for Western Canada, Martin joined TIM-BR MART in 2000, overseeing Chalifour and TIM-BR MART’s Spancan contracts and negotiations, as well as procurement. All the senior managers now report to Martin.

Martin brings to the role more than 35 years of experience in the building materials and hardware industry, and has worked for public and private companies prior to joining the TIM-BR MART team. Based in Calgary and supported by the senior leadership team, Martin will report directly to the interim CEO, Michael Westrum.

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Home Depot expands its Redbeacon service

   ATLANTA — Home Depot is accelerating the national rollout of its online referral service Redbeacon to tap demand from homeowners who don’t want to do fix-it projects themselves.

Redbeacon, which connects consumers with painters, plumbers, carpenters and maids, expanded last week through Home Depot to Oregon, Washington, Idaho, Utah, Montana, and Alaska. The service is now in 11 states and it expects to be nationwide over the next two years.

Founded five years ago, Redbeacon is Home Depot’s third acquisition since 2012 aimed at selling more home-installation projects. While those services account for only 4% of the retailer’s revenue, it supports Home Depot CEO Frank Blake’s push to drive more sales as rising home prices spur renovation.

Home Depot bought two other companies in 2012: MeasureComp LLC, a flooring measurement company, and U.S. Home Systems Inc., which refurbishes kitchens and bathrooms.

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Survey reveals importance of price and assortment

   CINCINNATI — A new survey is getting a lot of attention for identifying the best retailers based on something called “Customer Centricity.” However, the research fails to take into account the value that customers place on factors such as customer service, focusing instead on the importance of price and product availability.

As a result, the “Customer Centricity Index,” by U.S. consulting firm Dunnhumby, puts companies like Menards and Ikea at the top of the list. According to a release by Dunnhumby, the survey measures “how well retailers are responding to the needs and wants of their customers—through the eyes of their customers.” The Customer Centricity Index provides quantifiable data across seven areas: loyalty, assortment, communications, assortment, promotions, price, and feedback.

The survey, which focused on home improvement and housewares retailers, ranked Menards as the top home improvement retailer, with Home Depot a close second. In housewares, Ikea scored highest among a total of seven retailers.

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Resumés

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September 30, 2013, Volume xix, #33

“Example is not the main thing influencing others. It is the only thing.”
—Albert Schweitzer (humanitarian, philosopher,
musician and physician, 1875-1965)

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Vendors feeling effects of possible BMR-Coop merger

SPECIAL REPORT — It all started with an enigmatic press release in January 2013, when La Coop fédérée and BMR announced jointly “that discussions are currently underway towards an eventual business relationship.”

While the original release would not specify, the conventional wisdom holds that BMR would be taken over by La Coop. That makes sense: Boucherville, Que.-based BMR generates about $1.4 billion in retail sales through almost 190 member dealers, most of them in Quebec. La Coop’s hardware and home improvement revenues, mainly through its Unimat-bannered stores, are about $300 million. However, thanks to huge holdings in energy, meat processing, and farm and feed, its overall revenues are closer to $5 billion.

La Coop has also had a couple of strong years, despite current economic conditions in Quebec. Growth in recent years has included acquisitions in agriculture, grain marketing, and propane storage companies, both in and outside of Quebec. As a result, La Coop’s sales were up 15% in 2011 and 10% in 2012.

How close are the two sides to an agreement? HARDLINES has spoken with individuals from at least one competing company who have been questioned by the Competition Bureau regarding the deal. This is a common scenario when two competitors unite—and BMR and Unimat stores are often in competing markets, especially in small-town Quebec.

Vendors, as well, report that they are facing interesting new policies when they sit down with Unimat buyers. For example, some Unimat vendors received a new commercial agreement in recent weeks and months that is reportedly a virtual replica of the BMR contract. Other vendors report being told by the Unimat buyers themselves that BMR’s buying team will likely remain intact on the hardware side, while La Coop’s own buyers will handle farm and agro products in a the event of a merger.

Other incidents suggest the winds of change will only blow harder. La Coop cancelled its fall dealer show this year. René Labrecque, general manager of La Coop’s hardware and machinery division, which oversees the Unimat business, reportedly left the company on Friday.

The Journal de Quebec reported recently that BMR is “in talks with La Coop fédérée toward selling the latter its Potvin et Bouchard stores, which BMR has owned since 2008.” The article quotes Potvin et Bouchard general manager Michel Leclerc as saying, “It’s not sold, but it’s being discussed by BMR and La Coop fédérée.”

However, all indications are that the deal would not be restricted to BMR’s Potvin et Bouchard stores only, but to the entire BMR network.

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Home Hardware welcomes dealers to Fall Market

ST. JACOBS, Ont. — Last week, more than 10,000 dealer-owners, staff, suppliers, and guests from across Canada gathered for Home Hardware’s 101st semi-annual Fall Market. This year’s Market featured a number of initiatives being rolled out by Home for its dealers. These include a new partnership with Fedex to put outlets in select Home Hardware stores, and a warm-up to the company’s 50th anniversary in 2014, which will include a range of advertising and promotional initiatives across multiple media.

The market also had a special appearance by His Excellency the Right Honourable David Johnston, Governor General of Canada. Johnston, whose farm is in the St. Jacobs area (not far from that of Home Hardware president Paul Straus), spoke to the dealers at a general session to recognize and celebrate the continued commitment of Home dealers to serve local communities across the country.

(More on new programs and strategies introduced at the latest Home Hardware Market exclusively in upcoming issues of HARDLINES! —Michael)

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Dealers show mixed growth entering back half of year

SPECIAL REPORT — Talking with dealers at the recent Home Hardware Market, and across the country in general, continues to bear out the reality that the industry is moving up slowly at best.

Yes, we spoke with dealers who are making great gains, but they are innovating, finding new markets, and working at taking market share from competitors. And the mood in general at the show in St. Jacobs, Ont., remained positive, despite prevailing conditions, with most vendors we spoke with enjoying positive sales on the show floor.

However, the latest figures from Statistics Canada bear out the fact that business in 2013 is not booming by any means.

Retail sales rose 0.6% seasonally adjusted in July to $40.3 billion, led by higher sales at gasoline stations. In volume terms, retail sales increased 0.5%, a fourth increase in five months. The home improvement sector (designated by Statistics Canada as the “building material and garden equipment/supplies sub-category”) was up 0.4% seasonally adjusted, but in real terms the numbers are more dramatic.

Ed Strapagiel, a Toronto-based retail consultant, examined the numbers without seasonal weighting. “Canadian retail sales continue to improve, according to July 2013 results released by Statistics Canada. Total retail was up 4.8% from July a year ago [vs. 3.0% seasonally adjusted], the best same month gain so far this year. The increase more than makes up for a relatively weak showing in June.”

Strapagiel notes that retail sales for the first seven months of the years are up 2.0% compared to 2012. “This should improve by the end of the year if current trends continue.”

However, despite strong real gains in overall retail sales, the home improvement sector is lagging behind, showing growth of only 0.7% in July from the same month a year ago. That, despite being up a healthy 3.6% in July from the previous month, as the weather in most parts of the country finally improved. But year-to-date, LBM sales are up just 0.2%.

This aligns with HARDLINES’ outlook: a slow first half of the year was shored up by activity in July and August, which is expected to help boost industry sales overall in 2013 by between just 1% and 2%.

(Get full analysis of the industry, and the key players in it, including market shares and forecasts for 2013 and 2014, in the 2013 Hardlines Retail Report. With more than 150 PowerPoint slides filled with charts and graphs, it’s the only tool for measuring the growth and market shares of the key sectors and retail companies in this industry. Click here to order your copy now and view sample slides!)

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True Value show focuses on changes, consumers

   CHICAGO — At the recent True Value Fall Reunion, the message from the co-op’s leadership was clear: Change is here.

The company’s new CEO, John Hartmann, and chairman of the board Brent Burger, were formally introduced during the event’s general session on September 20. Since beginning his job four months ago, Hartmann has traveled across America, meeting with True Value retailers.

The dealer-owned co-op is continuing to support a new branding initiative aimed at helping True Value dealers create stronger connections with their customers. The importance of making an emotional connection with a customer and enhancing the customer experience was stressed. “Independent stores need to stay relevant in the eye of the customer,” said Burger.

Another focus of the market was growth—including the growth of existing members, attracting new entrepreneurs to the industry and conversions from other co-ops. In fact, there are reportedly 30 True Value stores under development right now.

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Creative Transition Resources (ctr) helps companies and individual leaders unlock your key competitive advantage. CTR helps you build a powerful business or communication strategy that engages your key people in its development.

The right strategy unlocks your key advantage and that’s where ctr comes in. We bring two decades of proven success facilitating, developing, executing and communicating strategies and solutions that work. See the full range of services at ctr.ca or contact Yasmin Glanville, Chief Strategist, yasmin@ctr.ca, for further information.

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Resumés

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