April 8, 2013, Volume xix, #14

“Praises from an enemy imply real merit.”
—Thomas Fuller (English physician and writer, 1654-1734)
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Digital catalogue, smaller stores part of Canadian Tire’s strategy

              SPECIAL REPORT — Canadian Tire intends to bolster its bricks-and-mortar business in 2013 with the rollout of a new digital catalogue.

According to the latest Hardlines Executive Report, the key element of the digital launch has been the deployment of 7,000 in-store devices that will allow customers and staff alike to access the catalogue—anywhere, anytime.

Seen as a tool for increasing customers’ access to information about Canadian Tire products, it will also provide a platform for online purchases. Canadian Tire stores will be used to fulfil these online orders.

Canadian Tire is also testing its new smaller “Express Store” format. At about 10,000 square feet, these outlets join a trend that has already been followed by the likes of Walmart, RONA, and Tesco.

(The 1Q Hardlines Executive Report is available now, with details of the results and strategic plans of Lowe’s, RONA, Canadian Tire, and Home Depot. Click here to order now!)

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Chalifour will relocate its Vancouver distribution centre

LONDON, ON — Chalifour Canada has announced it will relocate its Vancouver distribution centre to a modern industrial park in nearby Delta, BC. Construction is expected to be completed by mid-2014.

In a release issued today, Chalifour said the new DC will be in a state-of-the-art facility in the Tilbury Industrial Park, approximately 20 minutes from its current site in Surrey. It’s being built to service Chalifour’s growing dealer customer base, and to and get improved access for commercial trucking.

“The facility will be customized to meet the needs of our business, and we are working with a group of professionals to ensure that infrastructure will be in place to support our operations,” says Bret Walters, general manager of Chalifour Canada.

Chalifour Canada Ltd., is part of the TIM-BR MART Group and serves i ndependent home improvement entrepreneurs in every province and territory. From five warehouses and offices in British Columbia, Ontario and Quebec

“We made a commitment to our dealers to maintain a strong presence on the West Coast, and our move to a new distribution centre reflects our ongoing efforts to improve workflow and streamline our business to be more responsive to the needs of our customers,” adds Tim Urquhart, president and CEO of TIM-BR MART Group (shown here speaking recently at a CHHMA breakfast).

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Hardware innovation showcased in Northern Spain

 BILBAO, Spain — This city in Spain was the scene for a recent showcase of some of the country’s finest hand tool and hardware makers—the combined  Ferroforma-Bricoforma show, held at the Bilbao Exhibition Centre March 12-15.

Despite a troubled economy in Spain that was exacerbated this year by poor weather throughout Western and Northern Europe, the show managed to attract 13,000 visitors. (Frankfurt airport was all but closed down by a snowstorm and driving winds, which held up many—including this editor—in their efforts to reach the show.)

 The show attracted the country’s main purchasing groups, co-operatives, and superstores and drew buyers from 39 countries including Germany, Saudi Arabia, Algeria, France, the Netherlands, Iran, Israel, Italy, Nigeria, Poland, and the U.K. Visitors even came from as far away as Argentina, Brazil, and Chile, and a few Canadians, including this editor (you mentioned that already!), made the trek to Spain’s Basque region to attend the show.

An important aspect of the show was its regional strength: the Basque region’s strong tradition of hand tool makers and hardware makers, in an area which has been historically a centre for steel production that is internationally renowned, made for a strong local representation by companies that have managed to resist the draw of manufacturing to the Far East. Many of them have established themselves supplying the OEM markets and developing private-label products for well-known international brands. Elene Cepeda Arzuaga, of the Spanish Hand Tool Manufacturers Association, took HARDLINES to meet some of these companies on the show floor.

 For example, one supplier, Koldo Ribera, managing director of a hand tool company called Bianditz , proudly showed off his line of tube cutters, with a proprietary system of needle bearings on the rollers, “to convince our customers that we have extra features,” he said. Despite the move of many companies to get their products offshore, he said his company has maintained a share of market “with quality. We can’t,” he admits, “compete on price.” This attitude was echoed by many of the suppliers at the show, who have held firmly to a tradition of quality to maintain their niche.  

  One Canadian at the show, Sébastien Plourde, head of paint chemicals company Super Remover, found the journey worthwhile. “I managed to make some good contacts, pick up some new business, and even met a supplier on the way,” he said.

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How Home Depot Canada is investing in its business

TORONTO — Driving down costs at retail remains the mantra of Home Depot Canada, and it is investing in its business in specific ways to achieve those goals, says its top merchant.

Jeff Kinnaird, Home Depot Canada’s vice president of merchandising, spoke recently at a breakfast seminar held by the Canadian Hardware and Housewares Manufacturers Association.

The first way, he said, was through online investment, and referred to the company’s newly redeveloped website. “We’re investing as an e-commerce retailer online.” Initiatives in-store are being tested now that aim to keep the company ahead of the curve electronically. New hand-held devices, along with new kiosks right in the stores, will help customers shop online, then pick up their orders right in the store. “We’re investing in wifi in our stores, Kinnaird said.

Second, the company is investing in the in-store experience. “We’re opening up the front of the stores.” Kinnaird added that Home Depot Canada is going through a comprehensive series of resets, “and these resets are performing three times better and more than our existing sets.”

Finally, the company is investing heavily in its supply chain. Following the supply chain model of its parent company in the U.S., HDC is building two regional distribution centres. The first will open in Vaughan, ON, in March 2014. The second will open a year later in Calgary. “We’re expanding the footprint of our supply chain by more than a million feet,” Kinnaird said.

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Companies are in hiring mode, poll reveals

OKLAHOMA CITY, OK — Almost 60% of companies polled recently indicate that they are hiring. The poll was conducted online by executive recruitment firm Wolf Gugler & Associates . With offices in both the U.S. and Canada, Gugler’s survey asked the question, “What’s your company’s 2013 hiring outlook,” of more than 200 companies on both sides of the border.

While the survey revealed that 10% of companies are “downsizing our workforce,” 59% of the respondents indicated they are “hiring key people.” Another 31% replied that they are “remaining status quo.”

“This supports what we’ve seen so far in 2013,” Gugler says. The poll was open to individuals throughout North America and as such isn’t specific to either the U.S. or Canadian labour markets, he notes. But it does reinforce what has tended to be a mostly positive hiring outlook so far this year.

Gugler, who is one of a handful of executive recruitment professionals specializing in the hardware and home improvement industry, says most of his searches recently have been for additional people, rather than replacing underperformers. “In my 20-plus years in the talent management field, this is typical after the downturn bottoms out.”

The industry’s primary advertising vehicle, the Hardlines Classifieds Ads section, has seen a significant leap in usage in recent weeks, bearing out Gugler’s observations about the upturn in the retail home improvement market. Retailers, wholesalers, and manufacturers are currently all running ads. (Click here to get info on running an ad of your own; scroll down see this week’s amazing Classifieds!)

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Classified Ads

SALES REPRESENTATIVE POSITIONS

Orgill, Inc., in business for 165 years and the leading independent hardlines distributor in North America is seeking Sales Representatives for the following territories:

• Alberta
• Ontario
• Quebec
• Saskatchewan/Manitoba

RESPONSIBILITIES:

• Identify, qualify, and develop prospective customers
• Increase market share with existing customers
• Analyze each customer’s needs and address them by offering Orgill’s products and solutions

QUALIFICATIONS:

• 3 + years of sales experience with proven track record of success in the hardware/lumber/building materials industry
• In-depth, current hardlines product knowledge
• Experience with multi sku assortment and Plan-o-Gram selling
• Proficient user of email, internet and Microsoft Office computer applications
• Willing to travel; valid driver’s license; good driving record
• Eligible to legally work in Canada

WE OFFER:

Competitive compensation and reimbursement for travel expenses.

We welcome your interest in our company. Our employees are critical to the achievement of our mission to “Help Our Customers be Successful.”

TO APPLY:

Please submit resume, and salary history to: orgillcareers@orgillmail.com

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Business Development Manager – Newfoundland / Labrador Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada. We are currently seeking to add a position in the Atlantic region.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future growth in the Newfoundland & Labrador markets. This position requires an individual who is familiar with the Lumber and Building Supply industry, willing to travel, accustomed to working remote from Head Office and currently residing within the province of Newfoundland.

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

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

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

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

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National Account Manager

Summary: responsible for developing and guiding the implementation of the account specific business plan; achieving account profitability and sales targets; serving as the primary account contact; providing account leadership. This individual will also be responsible for increased distribution of key brand and private label items.

Key Responsibilities:

• Develop account strategies in accordance with overall business strategy
• Develop account goals and business plan with customer
• Conduct regular reviews of business performance, promotion strategies, planograms
• Partnering with the marketing department in promotional development
• Forecast, budget and track account revenues and cost
• Participate in the development and implementation of account’s financial support program, business building program and support logistics on supply chain programs

Education and Experience

• Bachelor’s degree in marketing or business related field.
• 5-8 years of sales and/or marketing experience
• Experience managing national retail customers (HQ level preferred)
• Demonstrated skills in achieving sales, profitability, and budget goals
• Ability to effectively implement sales and marketing strategies
• Ability to effectively monitor category performance versus plan and communicate accordingly
• Ability to understand trade spending effectiveness (efficiency of promotional activity is preferred)
• Demonstrated commitment to building strong business relationships with customer
• Ability to effectively communicate with senior leaders internally and with customer

Key Competencies

• judgment
• decision-making
• strong presentation and communications skills – verbal & written
• strong leadership skills
• planning and organizing
• problem analysis, problem solving and critical thinking skills
• motivating staff
• communication
• coaching and development
• high energy
• self-starter
• teamwork
• flexible

Qualified candidates may submit their résumé, cover letter and salary requirements to kammi.parker@positecgroup.com.

Positec Tool Corporation is an Equal Employment Opportunity Employer

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Resumés

• Award-winning sales professional skilled in relationship-building in order to continually enlarge sales territories view this resumé
• Experienced Sales Professional view this resumé

• Sales Professional view this resumé
• Professional with over 25 years of experience in Sales, Marketing, Merchandising and Administration view this resumé
• Marketing professional with over 10 years experience looking to secure a new full-time position. view this resumé
• A Sales Professional with over twenty years of experience.view this resumé
• Experienced District Manager with a proven track record with several national chains. view this resumé

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April 1, 2013, Volume xix, #13

“Better a witty fool than a foolish wit.”
— William Shakespeare (English poet and playwright, 1564-1616)
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TIM-BR MART members find value in two shows

              TORONTO — The latest dealer show by TIM-BR MART put a lot of emphasis on new proprietary products—including an expanded range available under the Ace brand for TIM-BR MART dealers using the Ace brand. These included the full rollout of Ace’s high-end paint brand, Clarke + Kensington (which, unlike other Ace products, is also available to all TIM-BR MART dealers), while a proprietary mid-range line of paint was also made available under the Blue Ribbon name (This brand was incorrectly identified in our last issue—Editor). And based on demand from dealers, the group is expanding its housewares offering, under the “La Maison” brand.

Along with about 400 “hot buys” and a full complement of services available from TIM-BR MART for its dealers, the event presented a full, professional package for its members.

Like all shows in this industry, it must contend with the challenge of getting out dealers in numbers sufficient for the vendors exhibiting. At this point, TIM-BR MART remains committed to two separate shows. The TIM-BR MART show, which is heavier on building materials for its buying group members, will be held next year much earlier than in the past, on February 22. The Chalifour Show, which focuses more on hardware and appeals to a wide range of independents across all banners, will be held again in Montreal, this year from October 3-4.

According to Randy Martin, VP of merchandise for Chalifour Canada, despite the possible synergies derived from combining a hardware show with one that puts more emphasis on LBM, the two events do focus on different customer bases. “The TIM-BR MART members get great value from the two shows,” he says.

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Home Depot is a “good partner” says its chief merchant

TORONTO — “We love exclusive products.” Jeff Kinnaird, Home Depot Canada’s vice president of merchandising, spoke last week to a roomful of hardlines vendors and the message he delivered was loud and clear: his company is looking for new and innovative products that will create excitement for customers. He was speaking at a breakfast seminar of the Canadian Hardware and Housewares Manufacturers Association.

Kinnaird said, “Product is becoming the hero at Home Depot Canada again.” New products that bring innovation, quality, and value are creating excitement among staff and customers alike. And the retailer, he says, wants to prove to vendors that it is a “good partner” for launching new products on behalf of its vendors.

The company is willing to do a product test on a limited basis, and “we can do a full rollout within weeks,” he added. As examples of vendors with whom Home Depot has successfully partnered, Kinnaird cited Ridgid and Ryobi, both of which provide proprietary or exclusive brands for Home Depot.

Kinnaird brought up value and the issue of cross-border pricing. “Help us,” he said to the audience, “to drive costs out of home improvement retailing in Canada so we can be better priced in a global market.”

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Myths debunked at e-Retailing Conference

TORONTO — Last week, the first-ever Hardlines Canadian e-Retailing Conference delved into the benefits of e-commerce and the challenges and opportunities it presents for bricks-and-mortar stores.

The event, which drew vendors and retailers alike from Canada’s home improvement industry, struck a balance between new and established online marketplaces. Robert Scott, partner at PwC, shared the results of a new study by his company that examines multi-channel marketing worldwide. While Canada is among the top users of the internet, he pointed out that use of mobile devices is much higher in China. There, many people don’t even have computers and rely on their hand-held devices for internet access.

And even though Canadians are inveterate browsers, they don’t shop online as much as other countries. Scott said that could be due to a number of factors. “Canadians like stores. And we have cars. Going to stores is easy, for the most part, with parking.” He added that Canadians still enjoy “the traditional shopping experience.”

On the other hand, he said Canadians don’t yet have the online opportunities available in other countries. “I don’t believe the Canadian shopper has been as well served as in other countries.”

(If you missed the Hardlines e-Retailing Conference, worry not! You can purchase the full half-day conference on video plus the PowerPoints of the speakers by clicking here.)

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Big buyer turnout expected at National Hardware Show

NORWALK, CN — From the Home Shopping Network to Home Depot, a wide range of buyers from across the retail and distribution spectrum plan to attend the 2013 National Hardware Show, which will be held May 7-9 at the Las Vegas Convention Center.

According to NHS, major hardlines distributors, including representatives from Ace Hardware Corp., Do it Best Corp., Orgill, True Value Co. and Home Hardware Company Ltd., are expected to attend the show. On the retail side, the presence of independent retailers from around the world also continues to grow.

Online heavyweights like Amazon and eBay, as well as non-traditional specialty retailers like SkyMall and QVC, plan to attend, while some of the less traditional buy-side attendees plan to be on hand, as well. Cabela’s, Tuesday Morning, Marmaxx, Sam’s Club, Costco, and BJ’s Wholesale Club will be walking the aisles alongside general merchandisers like Walmart and Sears, and grocers like Price Chopper.

“It’s great to have so many attendees from both within and outside the home improvement sector attending the National Hardware Show,” says Sonya Ruff Jarvis, vice president of attendee programs for the National Hardware Show.

(Click here for more information on the National Hardware Show.)

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RDTS grand winner at Dunamis Gala

LAVAL, QC, March 28th, 2013 – RDTS merchandising society was awarded as “Service Company of the Year” at the 32nd edition of the Dunamis Gala. The event was presented by the Chambre de commerce et d’industrie de Laval at the Château Royal and awards the talent and creativity of entrepreneurs who invest in Quebec and forge the economic profile of the city. Robert Di Tomasso, president and founder of RDTS, accepted the award.

Besides that award, RDTS was also one of the nominees in the “Innovation” category for its unique merchandising program, “Imagine.”

In recent years, RDTS has entirely reviewed its business model and its services to differentiate itself from the competition. The company has acquired new tools and resources, and implemented new protocols to offer support to its clients, which are mostly retail chains and national suppliers of consumer goods, in order to increase their sales. The team has now set foot in Europe by developing business partnerships in France and Italy, with other business opportunities being negotiated worldwide.

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Classified Ads

SALES REPRESENTATIVE POSITIONS

Orgill, Inc., in business for 165 years and the leading independent hardlines distributor in North America is seeking Sales Representatives for the following territories:

• Alberta
• Ontario
• Quebec
• Saskatchewan/Manitoba

RESPONSIBILITIES:

• Identify, qualify, and develop prospective customers
• Increase market share with existing customers
• Analyze each customer’s needs and address them by offering Orgill’s products and solutions

QUALIFICATIONS:

• 3 + years of sales experience with proven track record of success in the hardware/lumber/building materials industry
• In-depth, current hardlines product knowledge
• Experience with multi sku assortment and Plan-o-Gram selling
• Proficient user of email, internet and Microsoft Office computer applications
• Willing to travel; valid driver’s license; good driving record
• Eligible to legally work in Canada

WE OFFER:

Competitive compensation and reimbursement for travel expenses.

We welcome your interest in our company. Our employees are critical to the achievement of our mission to “Help Our Customers be Successful.”

TO APPLY:

Please submit resume, and salary history to: orgillcareers@orgillmail.com

______________________________________________________________________

Business Development Manager – Newfoundland / Labrador Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada. We are currently seeking to add a position in the Atlantic region.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future growth in the Newfoundland & Labrador markets. This position requires an individual who is familiar with the Lumber and Building Supply industry, willing to travel, accustomed to working remote from Head Office and currently residing within the province of Newfoundland.

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

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

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

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

______________________________________________________________________

National Account Manager

Summary: responsible for developing and guiding the implementation of the account specific business plan; achieving account profitability and sales targets; serving as the primary account contact; providing account leadership. This individual will also be responsible for increased distribution of key brand and private label items.

Key Responsibilities:

• Develop account strategies in accordance with overall business strategy
• Develop account goals and business plan with customer
• Conduct regular reviews of business performance, promotion strategies, planograms
• Partnering with the marketing department in promotional development
• Forecast, budget and track account revenues and cost
• Participate in the development and implementation of account’s financial support program, business building program and support logistics on supply chain programs

Education and Experience

• Bachelor’s degree in marketing or business related field.
• 5-8 years of sales and/or marketing experience
• Experience managing national retail customers (HQ level preferred)
• Demonstrated skills in achieving sales, profitability, and budget goals
• Ability to effectively implement sales and marketing strategies
• Ability to effectively monitor category performance versus plan and communicate accordingly
• Ability to understand trade spending effectiveness (efficiency of promotional activity is preferred)
• Demonstrated commitment to building strong business relationships with customer
• Ability to effectively communicate with senior leaders internally and with customer

Key Competencies

• judgment
• decision-making
• strong presentation and communications skills – verbal & written
• strong leadership skills
• planning and organizing
• problem analysis, problem solving and critical thinking skills
• motivating staff
• communication
• coaching and development
• high energy
• self-starter
• teamwork
• flexible

Qualified candidates may submit their résumé, cover letter and salary requirements to kammi.parker@positecgroup.com.

Positec Tool Corporation is an Equal Employment Opportunity Employer

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ONTARIO ACCOUNTS MANAGER:

A major North American building materials manufacturer located in Mississauga, Ontario is seeking an Accounts Manager with regional account experience for the Ontario building materials/hardware/paint industry.

The Company requires an Account Manager who will detail the day-to-day sales with national and regional key contacts in Ontario. Reports directly to General Manager.
Competitive Salary + Bonus, vehicle & benefit package.

KEY QUALIFICATIONS:

• POST SECONDARY BUSINESS DEGREE/DIPLOMA
• 3 YEARS + OF REGIONAL ACCOUNT SALES EXPERIENCE IN THE BUILDING MATERIALS/HARDWARE INDUSTRY
• PROVEN TRACK RECORD WITH DEMONSTRATABLE ACCOMPLISHMENTS
• EXPERIENCE WITH MULTI SKU PROGRAM ASSORTMENT, PLAN-O-GRAM SELLING; IN-STORE AND TRADE SHOW PK
• ABILITY TO TRAVEL
• PROFICIENCY WITH MICROSOFT OFFICE APPLICATIONS

SPECIFIC DUTIES will include:

• development of relationships with key retailer personnel merchants and buyers
• filed analysis, recommendations, competitive and market activity reporting
• Assist in corporate projects including but not limited to new product launch, pricing and training programs
• Key account and local account management
• Self-driven, competitive and success oriented

Please submit resume, to include Salary Expectations via email to: sales@ghinternational.ca

ONLY CANDIDATES OF INTEREST WILL BE CONTACTED

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Regional Account Manager – Henkel – Lepage Adhesives

We have an exciting role as a Regional Account Manager to manage our Quebec and Maritimes home improvement retail customers. This position is responsible for the management of Customer Relationships, as well as generating revenue and maintaining profits as it relates to the territory. Responsibilities may also include management responsibilities for internal sales support functions.

Essential Responsibilities:

• Responsible for driving additional revenues and profits at the dealer base
• Responsible for the annual territory business plan through the utilization of Category Management, Promotional Planning, Financial Analysis and Program Planning
• In accordance with Henkel’s goals and objectives and in tandem with the Director of Sales, Trade Marketing and Product Managers, annually develop product placement and promotional strategies for the assigned accounts in the territory
• Increase distribution of core Henkel branded products via a placement in both current and new retail locations
• Consistently review with Customer Care, Logistics, Marketing, Finance and other internal parties, the necessary requirements needed in serving key account customers

Position Requirements:

• Post-secondary education, BA in business strongly preferred
• Three or more years Regional and/or National Account Manager experience
• Must be competent in the verbal/written use of the French and English languages
• Proficiency with Microsoft Word, Excel, PowerPoint required
• Must be able to work from candidate’s home office

Click here to apply

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Resumés

• Award-winning sales professional skilled in relationship-building in order to continually enlarge sales territories view this resumé
• Persuasive, conscientious and intuitive sales professional who acts as the champion for the customer view this resumé
• Sales Professional view this resumé

• Sales Professional view this resumé
• Professional with over 25 years of experience in Sales, Marketing, Merchandising and Administration view this resumé
• Marketing professional with over 10 years experience looking to secure a new full-time position. view this resumé
• A Sales Professional with over twenty years of experience.view this resumé
• Experienced District Manager with a proven track record with several national chains. view this resumé

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March 25, 2013, Volume

xix, #12

“We leave behind a little bit of ourselves/wherever we have been.”
— Edmond Harecourt (French poet, 1856-1941)
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RONA appoints grocery exec as its new CEO

BOUCHERVILLE, QC — RONA inc. has named Robert Sawyer as president and CEO, effective April 2013. With a 30-year background in grocery, he was most recently executive vice president and COO at Metro inc. Sawyer is expected to bring experience in distribution to RONA’s continued implementation of its new transformation plan.

Acting CEO Dominique Boies, who has been instrumental in forging the new business plan for RONA, will continue in his role as executive vice president and CFO, working with Sawyer and remaining active on the company’s management committee.

The appointment of Sawyer, with his background in operations and distribution, reflects RONA’s stated intention to re-focus on its wholesaler roots, supplying its network of corporate and independent stores.

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RONA: meet the new boss

SPECIAL REPORT — The appointment of former Metro exec Robert Sawyer as CEO of RONA reflects the company’s need for a strong bilingual operator with strong Quebec roots.

According to our editor, Michael McLarney, who spoke about the new appointment recently on BNN, the recruitment of someone from the outside sends a clear message to shareholders that RONA wants to move in a new direction. (Dominique Boies, evp and CFO of RONA, who had been serving as interim CEO and was a contender for the top job, had been hired by former CEO Robert Dutton.)

The hire also reflects RONA’s predilection for hiring from the grocery and consumables sectors. However, the differences with grocery, including higher turnover and higher margins, means Sawyer will have a new set of challenges working in the home improvement sector. These include the need to harmonize the various systems operationally that RONA has acquired through the years.

Some observers see this latest move as strictly a way to get Lowe’s back to the table following a failed takeover bid last summer. In fact, RONA could fit with the kinds of growth Lowe’s has achieved elsewhere. “Lowe’s has been trying to integrate the kind of business that RONA represents,” McLarney says, citing the acquisition of Australian wholesaler Danks, through a joint venture with Aussie retail giant Woolworths.

“Everything is on the table, but RONA has a good future on its own, as well, regardless of whether Lowe’s comes back to the table, and it just needed some new blood to make that happen.”

(Click here to see the full interview on BNN.)

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E-retailing conference: eye-opener for delegates

TORONTO — Last week, the first-ever Hardlines Canadian e-Retailing Conference delved into the benefits of e-commerce and the challenges and opportunities it presents for bricks-and-mortar stores.

The event, which drew vendors and retailers alike from Canada’s home improvement industry, struck a balance between new and established online marketplaces. eBay Canada’s Andrea Stairs and Shop.ca’s Drew Green both spoke about what makes their e-retailing platforms unique—and provided solid guidelines for both retailers and brands that wish to grow capacity online. Shop.ca is a new kid to the block but provided valuable insight about how this start-up is on the path to becoming one of Canada’s largest multi-merchant marketplaces and the challenges of getting there in the Canadian market.

Andrea Stairs surprised everyone by explaining that eBay has shifted with the growth of e-retailing to now mainly offering fixed price new goods, an evolution from eBay’s roots of an auction site with used products. eBay and shop.ca gave a timely look at what is involved in entering and thriving in ecommerce.

To round out the event, Robert Scott from PwC presented on PwC’s latest research about the myths of online shopping, providing insight into where consumers are really spending their money. Surprisingly shoppers are still entering bricks and mortar stores. Each speaker presented e-retailing as a complement, not a competitor, to traditional retail.

(If you missed the Hardlines e-Retailing Conference, worry not! You can purchase the full half-day conference on video plus the PowerPoints of the speakers by clicking here.)

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Proprietary programs highlight latest TIM-BR MART show

TORONTO — The third annual TIM-BR MART National Buying Show was held at the Toronto Congress Centre this past weekend, with an enhanced focus on proprietary product lines for TIM-BR MART dealers.

The show featured 261 suppliers, including 130 hardware and more than 100 building materials vendors, spread across almost 100,000 square feet at the Toronto Congress Centre. It played host to about 450 TIM-BR MART and Ace dealers and managers from across the country.

One highlight of the show was the full launch of Ace’s Clarke + Kensington paint line. The brand, exclusive to Ace dealers (Ace is licensed in Canada by TIM-BR MART Group and is available as a co-brand for TIM-BR MART dealers), is designed as a premium offering, alongside another new house brand, Blue Line, a mid-range line which will be available through Chalifour to all independents.

These lines reflect an increasing emphasis by Ace, which is being picked up by TIM-BR MART Group in Canada, to carry more house brands. According to TIM-BR MART’s Randy Martin, vp of merchandise, the company will pick up another six or seven proprietary lines from Ace in the near future. TIM-BR MART is also developing more of its own lines, including a new TIM-BR MART-branded paint applicator line that was introduced at the show.

“We’re really trying to sell more programs and access more real estate that will benefit our customers, rather than sell just products,” says Martin.

Other highlights of the show included a new LED lighting line, a “Winter Wonderland” program of Christmas products, a new line of animal control products, and an expanded plumbing fixtures program.

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Lowe’s is making big sales on the internet

A year ago, Lowe’s, the world’s second largest home improvement chain, vowed to increase its Internet sales. It succeeded, perhaps beyond its wildest expectations.

Online sales during 2012 increased more than 50% and reached an estimated total of $757.5 million, according to Internet Retailer, the trade magazine serving web retailing.

In 2011, Lowe’s ranked 47th on the magazine’s list of the top 500 web retailers, several spots behind Home Depot, which at that time had recorded several hundred million dollars more in sales than Lowe’s.

One reason for Lowe’s big sales increase: the retailer’s site provides access to approximately 600,000 items, organized by department and category, available to both consumers and ICI (industrial-commercial-institutional) trades.

Lowe’s site ( www.lowes.com ) also provides lots of DIY help, with videos and other educational information.

back to top

______________________________________________________________________

Classified Ads

Business Development Manager – Newfoundland / Labrador Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada. We are currently seeking to add a position in the Atlantic region.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future growth in the Newfoundland & Labrador markets. This position requires an individual who is familiar with the Lumber and Building Supply industry, willing to travel, accustomed to working remote from Head Office and currently residing within the province of Newfoundland.

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

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

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

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

______________________________________________________________________

National Account Manager

Summary: responsible for developing and guiding the implementation of the account specific business plan; achieving account profitability and sales targets; serving as the primary account contact; providing account leadership. This individual will also be responsible for increased distribution of key brand and private label items.

Key Responsibilities:

• Develop account strategies in accordance with overall business strategy
• Develop account goals and business plan with customer
• Conduct regular reviews of business performance, promotion strategies, planograms
• Partnering with the marketing department in promotional development
• Forecast, budget and track account revenues and cost
• Participate in the development and implementation of account’s financial support program, business building program and support logistics on supply chain programs

Education and Experience

• Bachelor’s degree in marketing or business related field.
• 5-8 years of sales and/or marketing experience
• Experience managing national retail customers (HQ level preferred)
• Demonstrated skills in achieving sales, profitability, and budget goals
• Ability to effectively implement sales and marketing strategies
• Ability to effectively monitor category performance versus plan and communicate accordingly
• Ability to understand trade spending effectiveness (efficiency of promotional activity is preferred)
• Demonstrated commitment to building strong business relationships with customer
• Ability to effectively communicate with senior leaders internally and with customer

Key Competencies

• judgment
• decision-making
• strong presentation and communications skills – verbal & written
• strong leadership skills
• planning and organizing
• problem analysis, problem solving and critical thinking skills
• motivating staff
• communication
• coaching and development
• high energy
• self-starter
• teamwork
• flexible

Qualified candidates may submit their résumé, cover letter and salary requirements to kammi.parker@positecgroup.com.

Positec Tool Corporation is an Equal Employment Opportunity Employer

______________________________________________________________________

National Sales Manager – Mass Retail

Taymor is a successful nationally recognized custom manufacturer of doorware, bathware, faucets and commercial hardware serving the home improvement and builder markets across North America. We design and deliver products for the home that are Functional, Fashionable and Affordable. Our customers include Fortune 100 companies, national and regional retail brands, specialty retail stores and major commercial, single family and multi-unit home builders. This position will operate out of our Mississauga office.

We are positioning for our next level of growth and require an experienced National Sales Manager – Mass Retail to drive our growth in this sales channel. The primary function of this role is to develop and implement strategic and tactical selling plans, while building strong relationships with Canada’s largest home improvement and big box retailers. Please visit www.taymor.ca/careers for complete details and to apply.

______________________________________________________________________

ONTARIO ACCOUNTS MANAGER:

A major North American building materials manufacturer located in Mississauga, Ontario is seeking an Accounts Manager with regional account experience for the Ontario building materials/hardware/paint industry.

The Company requires an Account Manager who will detail the day-to-day sales with national and regional key contacts in Ontario. Reports directly to General Manager.
Competitive Salary + Bonus, vehicle & benefit package.

KEY QUALIFICATIONS:

• POST SECONDARY BUSINESS DEGREE/DIPLOMA
• 3 YEARS + OF REGIONAL ACCOUNT SALES EXPERIENCE IN THE BUILDING MATERIALS/HARDWARE INDUSTRY
• PROVEN TRACK RECORD WITH DEMONSTRATABLE ACCOMPLISHMENTS
• EXPERIENCE WITH MULTI SKU PROGRAM ASSORTMENT, PLAN-O-GRAM SELLING; IN-STORE AND TRADE SHOW PK
• ABILITY TO TRAVEL
• PROFICIENCY WITH MICROSOFT OFFICE APPLICATIONS

SPECIFIC DUTIES will include:

• development of relationships with key retailer personnel merchants and buyers
• filed analysis, recommendations, competitive and market activity reporting
• Assist in corporate projects including but not limited to new product launch, pricing and training programs
• Key account and local account management
• Self-driven, competitive and success oriented

Please submit resume, to include Salary Expectations via email to: sales@ghinternational.ca

ONLY CANDIDATES OF INTEREST WILL BE CONTACTED

______________________________________________________________________

Regional Account Manager – Henkel – Lepage Adhesives

We have an exciting role as a Regional Account Manager to manage our Quebec and Maritimes home improvement retail customers. This position is responsible for the management of Customer Relationships, as well as generating revenue and maintaining profits as it relates to the territory. Responsibilities may also include management responsibilities for internal sales support functions.

Essential Responsibilities:

• Responsible for driving additional revenues and profits at the dealer base
• Responsible for the annual territory business plan through the utilization of Category Management, Promotional Planning, Financial Analysis and Program Planning
• In accordance with Henkel’s goals and objectives and in tandem with the Director of Sales, Trade Marketing and Product Managers, annually develop product placement and promotional strategies for the assigned accounts in the territory
• Increase distribution of core Henkel branded products via a placement in both current and new retail locations
• Consistently review with Customer Care, Logistics, Marketing, Finance and other internal parties, the necessary requirements needed in serving key account customers

Position Requirements:

• Post-secondary education, BA in business strongly preferred
• Three or more years Regional and/or National Account Manager experience
• Must be competent in the verbal/written use of the French and English languages
• Proficiency with Microsoft Word, Excel, PowerPoint required
• Must be able to work from candidate’s home office

Click here to apply

back to top

______________________________________________________________________

Resumés

• Persuasive, conscientious and intuitive sales professional who acts as the champion for the customer view this resumé
• 
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  Sales Professional view this resumé

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  
  
  
  
  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  
  
  
• 
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  Sales Professional view this resumé

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  
• 
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  Professional with over 25 years of experience in Sales, Marketing, Merchandising and Administration view this resumé

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  
• 
  

  
  

  
  

  
  

  
  

  
  

  Marketing professional with over 10 years experience looking to secure a new full-time position. view this resumé
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  
• A Sales Professional with over twenty years of experience.view this resumé
• Experienced District Manager with a proven track record with several national chains. view this resumé
  
  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  
• 
  

  
  

  A relationship builder who passionately sells for profit through quality service view this resumé

  
  

  
  
• 
  

  
  

  A conscientious, highly motivated manager with a results-oriented
  track record in developing new business. view
  this resumé
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  

  
  
• An experienced merchandising executive possessing passion, vision, and a
  strategic approach to delivering bottom-line. view
  this resumé
• Senior
  sales/marketing leader with experience in all classes of trade wishing new HARDLINES
  career. view
  this resumé

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March 25, 2013, Volume

xix, #12

“We leave behind a little bit of ourselves/wherever we have been.”
— Edmond Harecourt (French poet, 1856-1941)
______________________________________________________________________

RONA appoints grocery exec as its new CEO

BOUCHERVILLE, QC — RONA inc. has named Robert Sawyer as president and CEO, effective April 2013. With a 30-year background in grocery, he was most recently executive vice president and COO at Metro inc. Sawyer is expected to bring experience in distribution to RONA’s continued implementation of its new transformation plan.

Acting CEO Dominique Boies, who has been instrumental in forging the new business plan for RONA, will continue in his role as executive vice president and CFO, working with Sawyer and remaining active on the company’s management committee.

The appointment of Sawyer, with his background in operations and distribution, reflects RONA’s stated intention to re-focus on its wholesaler roots, supplying its network of corporate and independent stores.

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______________________________________________________________________

______________________________________________________________________

RONA: meet the new boss

SPECIAL REPORT — The appointment of former Metro exec Robert Sawyer as CEO of RONA reflects the company’s need for a strong bilingual operator with strong Quebec roots.

According to our editor, Michael McLarney, who spoke about the new appointment recently on BNN, the recruitment of someone from the outside sends a clear message to shareholders that RONA wants to move in a new direction. (Dominique Boies, evp and CFO of RONA, who had been serving as interim CEO and was a contender for the top job, had been hired by former CEO Robert Dutton.)

The hire also reflects RONA’s predilection for hiring from the grocery and consumables sectors. However, the differences with grocery, including higher turnover and higher margins, means Sawyer will have a new set of challenges working in the home improvement sector. These include the need to harmonize the various systems operationally that RONA has acquired through the years.

Some observers see this latest move as strictly a way to get Lowe’s back to the table following a failed takeover bid last summer. In fact, RONA could fit with the kinds of growth Lowe’s has achieved elsewhere. “Lowe’s has been trying to integrate the kind of business that RONA represents,” McLarney says, citing the acquisition of Australian wholesaler Danks, through a joint venture with Aussie retail giant Woolworths.

“Everything is on the table, but RONA has a good future on its own, as well, regardless of whether Lowe’s comes back to the table, and it just needed some new blood to make that happen.”

(Click here to see the full interview on BNN.)

back to top

______________________________________________________________________

E-retailing conference: eye-opener for delegates

TORONTO — Last week, the first-ever Hardlines Canadian e-Retailing Conference delved into the benefits of e-commerce and the challenges and opportunities it presents for bricks-and-mortar stores.

The event, which drew vendors and retailers alike from Canada’s home improvement industry, struck a balance between new and established online marketplaces. eBay Canada’s Andrea Stairs and Shop.ca’s Drew Green both spoke about what makes their e-retailing platforms unique—and provided solid guidelines for both retailers and brands that wish to grow capacity online. Shop.ca is a new kid to the block but provided valuable insight about how this start-up is on the path to becoming one of Canada’s largest multi-merchant marketplaces and the challenges of getting there in the Canadian market.

Andrea Stairs surprised everyone by explaining that eBay has shifted with the growth of e-retailing to now mainly offering fixed price new goods, an evolution from eBay’s roots of an auction site with used products. eBay and shop.ca gave a timely look at what is involved in entering and thriving in ecommerce.

To round out the event, Robert Scott from PwC presented on PwC’s latest research about the myths of online shopping, providing insight into where consumers are really spending their money. Surprisingly shoppers are still entering bricks and mortar stores. Each speaker presented e-retailing as a complement, not a competitor, to traditional retail.

(If you missed the Hardlines e-Retailing Conference, worry not! You can purchase the full half-day conference on video plus the PowerPoints of the speakers by clicking here.)

back to top
______________________________________________________________________

Proprietary programs highlight latest TIM-BR MART show

TORONTO — The third annual TIM-BR MART National Buying Show was held at the Toronto Congress Centre this past weekend, with an enhanced focus on proprietary product lines for TIM-BR MART dealers.

The show featured 261 suppliers, including 130 hardware and more than 100 building materials vendors, spread across almost 100,000 square feet at the Toronto Congress Centre. It played host to about 450 TIM-BR MART and Ace dealers and managers from across the country.

One highlight of the show was the full launch of Ace’s Clarke + Kensington paint line. The brand, exclusive to Ace dealers (Ace is licensed in Canada by TIM-BR MART Group and is available as a co-brand for TIM-BR MART dealers), is designed as a premium offering, alongside another new house brand, Blue Line, a mid-range line which will be available through Chalifour to all independents.

These lines reflect an increasing emphasis by Ace, which is being picked up by TIM-BR MART Group in Canada, to carry more house brands. According to TIM-BR MART’s Randy Martin, vp of merchandise, the company will pick up another six or seven proprietary lines from Ace in the near future. TIM-BR MART is also developing more of its own lines, including a new TIM-BR MART-branded paint applicator line that was introduced at the show.

“We’re really trying to sell more programs and access more real estate that will benefit our customers, rather than sell just products,” says Martin.

Other highlights of the show included a new LED lighting line, a “Winter Wonderland” program of Christmas products, a new line of animal control products, and an expanded plumbing fixtures program.

back to top
______________________________________________________________________

Lowe’s is making big sales on the internet

A year ago, Lowe’s, the world’s second largest home improvement chain, vowed to increase its Internet sales. It succeeded, perhaps beyond its wildest expectations.

Online sales during 2012 increased more than 50% and reached an estimated total of $757.5 million, according to Internet Retailer, the trade magazine serving web retailing.

In 2011, Lowe’s ranked 47th on the magazine’s list of the top 500 web retailers, several spots behind Home Depot, which at that time had recorded several hundred million dollars more in sales than Lowe’s.

One reason for Lowe’s big sales increase: the retailer’s site provides access to approximately 600,000 items, organized by department and category, available to both consumers and ICI (industrial-commercial-institutional) trades.

Lowe’s site ( www.lowes.com ) also provides lots of DIY help, with videos and other educational information.

back to top

______________________________________________________________________

Classified Ads

Business Development Manager – Newfoundland / Labrador Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada. We are currently seeking to add a position in the Atlantic region.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future growth in the Newfoundland & Labrador markets. This position requires an individual who is familiar with the Lumber and Building Supply industry, willing to travel, accustomed to working remote from Head Office and currently residing within the province of Newfoundland.

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

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

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

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

______________________________________________________________________

National Account Manager

Summary: responsible for developing and guiding the implementation of the account specific business plan; achieving account profitability and sales targets; serving as the primary account contact; providing account leadership. This individual will also be responsible for increased distribution of key brand and private label items.

Key Responsibilities:

• Develop account strategies in accordance with overall business strategy
• Develop account goals and business plan with customer
• Conduct regular reviews of business performance, promotion strategies, planograms
• Partnering with the marketing department in promotional development
• Forecast, budget and track account revenues and cost
• Participate in the development and implementation of account’s financial support program, business building program and support logistics on supply chain programs

Education and Experience

• Bachelor’s degree in marketing or business related field.
• 5-8 years of sales and/or marketing experience
• Experience managing national retail customers (HQ level preferred)
• Demonstrated skills in achieving sales, profitability, and budget goals
• Ability to effectively implement sales and marketing strategies
• Ability to effectively monitor category performance versus plan and communicate accordingly
• Ability to understand trade spending effectiveness (efficiency of promotional activity is preferred)
• Demonstrated commitment to building strong business relationships with customer
• Ability to effectively communicate with senior leaders internally and with customer

Key Competencies

• judgment
• decision-making
• strong presentation and communications skills – verbal & written
• strong leadership skills
• planning and organizing
• problem analysis, problem solving and critical thinking skills
• motivating staff
• communication
• coaching and development
• high energy
• self-starter
• teamwork
• flexible

Qualified candidates may submit their résumé, cover letter and salary requirements to kammi.parker@positecgroup.com.

Positec Tool Corporation is an Equal Employment Opportunity Employer

______________________________________________________________________

National Sales Manager – Mass Retail

Taymor is a successful nationally recognized custom manufacturer of doorware, bathware, faucets and commercial hardware serving the home improvement and builder markets across North America. We design and deliver products for the home that are Functional, Fashionable and Affordable. Our customers include Fortune 100 companies, national and regional retail brands, specialty retail stores and major commercial, single family and multi-unit home builders. This position will operate out of our Mississauga office.

We are positioning for our next level of growth and require an experienced National Sales Manager – Mass Retail to drive our growth in this sales channel. The primary function of this role is to develop and implement strategic and tactical selling plans, while building strong relationships with Canada’s largest home improvement and big box retailers. Please visit www.taymor.ca/careers for complete details and to apply.

______________________________________________________________________

ONTARIO ACCOUNTS MANAGER:

A major North American building materials manufacturer located in Mississauga, Ontario is seeking an Accounts Manager with regional account experience for the Ontario building materials/hardware/paint industry.

The Company requires an Account Manager who will detail the day-to-day sales with national and regional key contacts in Ontario. Reports directly to General Manager.
Competitive Salary + Bonus, vehicle & benefit package.

KEY QUALIFICATIONS:

• POST SECONDARY BUSINESS DEGREE/DIPLOMA
• 3 YEARS + OF REGIONAL ACCOUNT SALES EXPERIENCE IN THE BUILDING MATERIALS/HARDWARE INDUSTRY
• PROVEN TRACK RECORD WITH DEMONSTRATABLE ACCOMPLISHMENTS
• EXPERIENCE WITH MULTI SKU PROGRAM ASSORTMENT, PLAN-O-GRAM SELLING; IN-STORE AND TRADE SHOW PK
• ABILITY TO TRAVEL
• PROFICIENCY WITH MICROSOFT OFFICE APPLICATIONS

SPECIFIC DUTIES will include:

• development of relationships with key retailer personnel merchants and buyers
• filed analysis, recommendations, competitive and market activity reporting
• Assist in corporate projects including but not limited to new product launch, pricing and training programs
• Key account and local account management
• Self-driven, competitive and success oriented

Please submit resume, to include Salary Expectations via email to: sales@ghinternational.ca

ONLY CANDIDATES OF INTEREST WILL BE CONTACTED

______________________________________________________________________

Regional Account Manager – Henkel – Lepage Adhesives

We have an exciting role as a Regional Account Manager to manage our Quebec and Maritimes home improvement retail customers. This position is responsible for the management of Customer Relationships, as well as generating revenue and maintaining profits as it relates to the territory. Responsibilities may also include management responsibilities for internal sales support functions.

Essential Responsibilities:

• Responsible for driving additional revenues and profits at the dealer base
• Responsible for the annual territory business plan through the utilization of Category Management, Promotional Planning, Financial Analysis and Program Planning
• In accordance with Henkel’s goals and objectives and in tandem with the Director of Sales, Trade Marketing and Product Managers, annually develop product placement and promotional strategies for the assigned accounts in the territory
• Increase distribution of core Henkel branded products via a placement in both current and new retail locations
• Consistently review with Customer Care, Logistics, Marketing, Finance and other internal parties, the necessary requirements needed in serving key account customers

Position Requirements:

• Post-secondary education, BA in business strongly preferred
• Three or more years Regional and/or National Account Manager experience
• Must be competent in the verbal/written use of the French and English languages
• Proficiency with Microsoft Word, Excel, PowerPoint required
• Must be able to work from candidate’s home office

Click here to apply

back to top