May 28, 2012, Volume xviii, #22

“I believe that every right implies a responsibility;
every opportunity, an obligation; every possession, a duty.”
―John D. Rockefeller, Jr. (American financier and philanthropist, 1874-1960)

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TIM-BR MARTS CEO seeks vendor input to grow

MONTREAL — At a breakfast meeting here last week, Tim Urquhart, president and CEO of TIM-BR MARTS Ltd., told a room full of vendors that he wanted their input to make his distribution business better. The meeting was hosted by the Canadian Hardware and Housewares Manufacturers Association.

Two years ago, when TIM-BR MARTS bought CanWel Hardware and renamed it Chalifour Canada, the business was operating below a 92% fill rate. Now, Urquhart said, “At Chalifour Canada, we’re focused on supplying dealers with the right product at the right time. We’re looking for 100% fill rates.”

But he turned to the vendors in the room to support that goal. “We’d like you to commit to a 100% fill rate for your products, and to be our distribution partners.”

He talked about the threat of American distributors bringing up low-priced product to Canada. “We need to work together to combat that threat.” With that in mind, he asked for vendor input: “What can we do better for you?” He said that Chalifour is in the middle, between the dealer customers and the vendors themselves. “We’re looking for ways to legitimately do things better.”

While Chalifour represents the hardware side of the business, the bulk of TIM-BR MART dealers’ volume is in building materials. In fact, thanks to a core group of high-volume gypsum supply dealers, TIM-BR MARTS accounts for fully one-third of all drywall sold in Canada, Urquhart said, and in recent years those dealers have been expanding into roofing more than ever.

He admitted that there is room for improvement with the Chalifour selection, especially in areas such as housewares and cleaning supplies, and he invited the vendors to find opportunities here. “We’ve got to be competitive all the way through,” he added.

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Exclusive interview: Home Hardware’s Paul Straus

ST. JACOBS, ON — Coming off a tough year in 2011, but upbeat following a strong first quarter, Home Hardware’s president and CEO Paul Straus shared his thoughts on the home improvement market recently.

In an exclusive HARDLINES interview, Straus talks about vendor-side expertise, the importance of new products, and the role of Home in helping dealers sort out succession planning.

He also shares his thoughts on the economy. “Forecasting for the year was difficult because of a different set of circumstances last year,” he notes. But, so far, the year has been very positive for his dealers, as Home was up almost double digits in the first quarter over last year.

“Maybe that’s a sign that our recession and our global problems are coming to an end and we’re looking for better things.”

(To view the full six-minute interview with Paul Straus, click here for HTV!)

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Chalifour will realign distribution channels

  MONTREAL — With a full network of hardware distribution centres across the country, TIM-BR MARTS Ltd. is now working to maximize the efficiency of that network on behalf of its hardware distribution business, Chalifour Canada.

According to Tim Urquhart, president and CEO of TIM-BR MARTS, the Chalifour facility in London, ON, ships product to Ontario and Western Canada, while the warehouse in Victoriaville, QC, serves dealers in Quebec, and more recently began handling the Maritime Provinces.

However, Newfoundland dealers are shipped out of the more distant London facility.

Urquhart, who was speaking here last week to a group of vendors at a breakfast meeting of the Canadian Hardware and Housewares Manufacturers Association, said, however, “That’s going to change,” with Victoriaville being readied to take over that route.

“But to do that, realistically, if we take that Newfoundland route away from London, we’ll deplete the efficiencies in London. So we need to increase volume there, and we can’t do it [only] with hardware.” That’s why the company is looking at using the site to carry building materials, as well, mainly to serve Ontario customers.

He noted that a lot of existing regional LBM distributors do a very good job supplying the region already, but sees room for some select lines to move through the London DC.

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Lowe’s makes gains in first quarter

MOORESVILLE, NC — Lowe’s Cos. reported net earnings of $527 million for the quarter ended May 4, a 14.3% increase over the same period a year ago. Sales for the quarter increased 7.9% to $13.2 billion, up from $12.2 billion in 2011.

Same-store sales for the quarter increased 2.6%, while same-store sales for the U.S. business increased 2.7%.

Fiscal year 2011 included 53 weeks. The week shift aided the first quarter sales increase by $514 million or 4.2%, and contributed approximately $0.05 to the diluted earnings per share growth. The results, however, took a hit from a charge related to a series of cuts at head office early in the year. This charge reduced pre-tax earnings for the first quarter by $17 million and diluted earnings per share by $0.01.

“We delivered solid results for the quarter, consistent with our expectation at the beginning of the year,” said Robert Niblock, Lowe’s chairman, president, and CEO. “While we capitalized on better than anticipated weather during most of the quarter, demand for seasonal products slowed toward the end.

“We continue to maintain a cautious view of the housing and macro demand environment, and are focused on what we can control,” Niblock added.

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True Value conversion made easy

ELORA, ON — TruServ Canada’s switch from the U.S.-based True Value banner to a distinctly Canadian store brand, TRU, has been catching on throughout the ranks of TruServ’s dealers.

According to TruServ president Bill Morrison, dealers can switch without incurring any costs themselves. This hardware store in Central Ontario caught our eye right away – what a great example of low-cost store re-branding, we thought.

However, it turned out to be an example of the “get-it-done” attitude of the store’s owners, one of whom explained that they’d just run out of paint as they were covering up the old name.

They expect the new store signage program to be delivered sometime in the coming weeks.

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Classifieds

Schlage
Marketing Communications Specialist

Schlage is currently seeking a Marketing Communications Specialist to fulfill the following responsibilities: 

1. Marketing communications and advertising plan that encompasses both print and on-line media, consumer and channel lead generation. 

2. Leverage Schlage’s digital assets including newsletters, price books, sales tools, bulletins and literature to maximize the cost-effective impact our sales and marketing materials have on the marketplace.

3. Develop and deploy an online presence including websites, e-newsletters, e-blasts and viral campaigns, lead generation and tracking tools.

4. Manage the flow of communications to other functional departments (database administration, accounting, customer service, operations) as required to keep marketing programs and promotions on track.

3/4 year College degree in Marketing or Business, coupled with 3-5 years related experience.

Click here to submit you resume.

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Retail Account Manager

Emerson Tool Company a business unit of Emerson Electric Co. is a world class, manufacturer of wet/dry vacs for premier brands (RIDGID, Craftsman).

We currently have an immediate opening for a Retail Account Manager – Toronto based

RESPONSIBILITIES:

Manage existing account operations including: pricing, programs, promotions, and inventory management. Identify and capitalize on new business opportunities. Build strong and lasting relationships with each key account.

QUALIFICATIONS:

• College or University
• 3-5 years of experience in positions of progressive responsibility in sales account management
• Experience within the retail Hardware industry is a strong asset
• Bilingual in English / French would be an asset

Submit Cover Letter, Resume and Salary Expectations to:
HR@emersonelectric.ca

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SQUARE DEAL
TERRITORY MANAGER POSITIONS AVAILABLE

We are a leading, privately-owned Canadian hardware distribution company that provides a high level of service and quality products to retail lumberyards and building supply centres.

We are currently seeking candidates to fill 2 positions: Territory Manager for the GTA and surrounding area, and Territory Manager for Northern Ontario. Candidates must be self-motivated, possess a positive attitude and exhibit above average communication and organizational skills.

Previous sales experience within the building supply industry is an asset and a reliable vehicle is necessary. Travel within the territory will include overnight stays.

Excellent compensation is offered and travel expenses are covered.

Please send a resume along with a cover letter detailing why you are the right candidate to sqdealhelp@gmail.com.
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General Manager, Consumer DIY Products

A brand champion selling to home improvement retailers and mass merchants, this Canadian subsidiary is pursuing additional business and would be the perfect home for a sales driven, customer-intimate leader who wants responsibility for driving sales through innovative marketing and motivating his/her staff. Lead and guide sales/marketing strategies and tactics through team leadership and executive level selling and relationship development. Help the team achieve with the aid of your U.S. parent, but it’s your business to plan, run and be accountable for re: sales and operating income…but you’ll have the resources and support of a multi-division FORTUNE-listed corporation that’s in GROWTH mode. This market leader seeks a Toronto=based general manager that is passionate and can quarterback Sales, Marketing, Finance and Operations and facilitate a cohesive team in a very competitive market.

You may be in a similar role or possibly the senior sales/marketing leader ready to add operations and warehousing to your responsibilities. Delivering consistent profits through continuous sales growth is demonstrated in your record of achievements. Bachelor’s level education complements your business expertise. Account familiarity is essential.

If teamwork and a burning desire to win are missing in your role and you are qualified with matching skill sets listed please contact Wolf Gugler in complete confidence via email or phone, quoting GM-Canada. You may also apply directly on our web site.

Wolf Gugler & Associates Limited, Executive Search & Recruitment. Phone; (888)848-3006. resumes@wolfgugler.com, Web site; www.wolfgugler.com.

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Resumés

• Marketing professional with over 10 years experience looking to secure a new full-time position. view this resumé
• Fluently bilingual, highly motivated Business Development Professional with excellent strategic and operational capabilities. 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
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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May 21, 2012, Volume xviii, #21

“Start with what is right rather than what is acceptable.”
―Peter Drucker (American writer and management consultant, 1909-2005)

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New store will be a prototype for BMR – and beyond

SAINT-ANDRE-AVELLIN, QC ― The new BMR store in this small town, between Ottawa and Montreal north of the Ottawa River, is being considered so revolutionary that it will become the prototype for other BMR dealers throughout the province.

And it may well become a prototype for the future of retail in general.

Natural and engineered wood construction. Skylights and geothermal climate control. A hot air exchange. Even a living plant wall. According to Geneviève Gagnon, CEO of Group Yves Gagnon, a chain of four stores, the store’s commitment to green technologies means the store is both more inviting and relaxing for customers and more comfortable for staff who work there. “People tell me they’re comfortable in the store,” says Gagnon.

 The interior of the building is dominated by a wooden ceiling and beams, which were also the starting point for the entire concept. It all came about, says Gagnon, during discussions about the development of her next store, which was originally to be in Saint-Jean-sur-Richelieu, fully three years ago. Her management team went back to the basics of what home improvement stores sell when they decided to make natural wood the primary architectural feature. From there, the ideas kept coming. The materials throughout the store were chosen for their energy efficiency, green status, and non-toxic properties.

 Gagnon BMR is also the first BMR store to have wireless electronic bin tags.

A store in Sainte-Agathe will open with the new elements in just a few weeks, and a second store will open in Saint-Jean-sur-Richelieu by the end of June, bringing the chain’s total to five.

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TIM-BR MARTS launches largest campaign ever

CALGARY ― When TIM-BR MARTS CEO Tim Urquhart’s cell phone starts ringing, the sound it emits isn’t a canned ring or even the latest ditty by Adele. Instead, his ring tone is a catchy jingle proclaiming, “You can do anything.”

That jingle is just one part of a comprehensive marketing campaign launched by the national buying group and distribution company. The goal of the campaign, which began this month, is to inform consumers that TIM-BR MART has knowledgeable staff and quality products to help them with their project’s, making TIM-BR MART top of mind with homeowners for home improvement and renovations. TIM-BR MART developed this initiative with its agency of record, Halifax-based Revolve.

“Our goal is to build awareness among consumers that TIM-BR MART can help them build their dreams,” says Jon Irwin, vice-president of retail services. “With the helpful guidance of their local TIM-BR MART, their only limit is their imagination.”

This will be one of the largest media campaigns in TIM-BR MART’s history. The brand positioning will be supported by national television and radio advertising, print ads, in-store POP, and a consumer website. 

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Castle increases ranks with seven new dealers

 MISSISSAUGA, ON — Castle Building Centres Group Ltd., the national LBM buying group, continues to expand its footprint. Seven new independent dealers, representing 10 locations, have joined in recent months, bringing Castle’s total membership to more than 280 retail, commercial, and specialty dealers.

 The dealers are: Saddle Lake Building Supplies Ltd., Saddle Lake, AB, involved in the construction of new homes & RTMs and now opening a new retail hardware and building supplies business on five acres; Alberta Drywall & Stucco Supply, a gypsum supply dealer with two 14,000-square-foot facilities in Calgary and Edmonton; TJ Windows, Doors & More, Charlottetown, a specialty operation that supplies and installs exterior products; Eastway Building Supplies Ltd., Scarborough and Markham, ON, which has served the Greater Toronto Asian Community since 1988 and specializes commercial millwork and custom kitchen cabinetry; R&D Lumber Inc., Rosthern, SK, now implementing a retail area expansion, new interior and exterior signage, added staff, and extended store hours; and Aluminium L. Hawkins et Fils Inc., whose stores in Sainte-Agathe des Monts and Tremblant, QC, sell both to both consumers and contractors.

In addition, an existing member, Rehill Building Supplies in Peterborough, ON, has purchased Peacock Building Supplies in Belleville, ON.

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Home Depot enjoys “stronger than expected start to the year”

ATLANTA — The Home Depot reported sales of $17.8 billion for the first quarter of fiscal 2012, a 5.9% increase from 1Q 2011. Same-store sales were positive 5.8%, and same-store sales for U.S. stores were positive 6.1 %.

Net earnings for the first quarter were $1.0 billion, up from $812 million. Diluted earnings per share increased 36.0%.

“We saw a stronger-than-expected start to the year, driven by record warm weather and continued demand for core products,” said Frank Blake, chairman & CEO.

Based on its year-to-date performance, the company updated its fiscal 2012 guidance and now expects sales to be up approximately 4.6% for the year on a 53-week basis.

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Home Hardware turns to social media

ST. JACOBS, ON ― Along with conventional promotional efforts such as television ads and national flyers, Home Hardware dealers are turning to social media to build awareness – and sales.

According to Jack Baillie, director of marketing at Home Hardware Stores Ltd., 125 dealers are already on Facebook. And the initiative is being driven at the dealer level. “We don’t want to talk to our stores. We want our stores to talk to their customers,” he says. “The conversation should be from the stores to their customers.”

However, head office is supporting the Facebook presence with a landing page on the Home Hardware site that guides consumers to their local Home dealers’ Facebook page. Baillie’s team is also supplying the stores with a data hub that provides content for their own social media profiles. “We have plenty of stores that have thousands of friends on Facebook, and we want to grow that,” he adds.

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Classifieds

Schlage
Marketing Communications Specialist

Schlage is currently seeking a Marketing Communications Specialist to fulfill the following responsibilities: 

1. Marketing communications and advertising plan that encompasses both print and on-line media, consumer and channel lead generation. 

2. Leverage Schlage’s digital assets including newsletters, price books, sales tools, bulletins and literature to maximize the cost-effective impact our sales and marketing materials have on the marketplace.

3. Develop and deploy an online presence including websites, e-newsletters, e-blasts and viral campaigns, lead generation and tracking tools.

4. Manage the flow of communications to other functional departments (database administration, accounting, customer service, operations) as required to keep marketing programs and promotions on track.

3/4 year College degree in Marketing or Business, coupled with 3-5 years related experience.

Click here to submit you resume.

______________________________________________________________________

Retail Account Manager

Emerson Tool Company a business unit of Emerson Electric Co. is a world class, manufacturer of wet/dry vacs for premier brands (RIDGID, Craftsman).

We currently have an immediate opening for a Retail Account Manager – Toronto based

RESPONSIBILITIES:

Manage existing account operations including: pricing, programs, promotions, and inventory management. Identify and capitalize on new business opportunities. Build strong and lasting relationships with each key account.

QUALIFICATIONS:

• College or University
• 3-5 years of experience in positions of progressive responsibility in sales account management
• Experience within the retail Hardware industry is a strong asset
• Bilingual in English / French would be an asset

Submit Cover Letter, Resume and Salary Expectations to:
HR@emersonelectric.ca

______________________________________________________________________

SQUARE DEAL
TERRITORY MANAGER POSITIONS AVAILABLE

We are a leading, privately-owned Canadian hardware distribution company that provides a high level of service and quality products to retail lumberyards and building supply centres.

We are currently seeking candidates to fill 2 positions: Territory Manager for the GTA and surrounding area, and Territory Manager for Northern Ontario. Candidates must be self-motivated, possess a positive attitude and exhibit above average communication and organizational skills.

Previous sales experience within the building supply industry is an asset and a reliable vehicle is necessary. Travel within the territory will include overnight stays.

Excellent compensation is offered and travel expenses are covered.

Please send a resume along with a cover letter detailing why you are the right candidate to sqdealhelp@gmail.com.
______________________________________________________________________

General Manager, Consumer DIY Products

A brand champion selling to home improvement retailers and mass merchants, this Canadian subsidiary is pursuing additional business and would be the perfect home for a sales driven, customer-intimate leader who wants responsibility for driving sales through innovative marketing and motivating his/her staff. Lead and guide sales/marketing strategies and tactics through team leadership and executive level selling and relationship development. Help the team achieve with the aid of your U.S. parent, but it’s your business to plan, run and be accountable for re: sales and operating income…but you’ll have the resources and support of a multi-division FORTUNE-listed corporation that’s in GROWTH mode. This market leader seeks a Toronto=based general manager that is passionate and can quarterback Sales, Marketing, Finance and Operations and facilitate a cohesive team in a very competitive market.

You may be in a similar role or possibly the senior sales/marketing leader ready to add operations and warehousing to your responsibilities. Delivering consistent profits through continuous sales growth is demonstrated in your record of achievements. Bachelor’s level education complements your business expertise. Account familiarity is essential.

If teamwork and a burning desire to win are missing in your role and you are qualified with matching skill sets listed please contact Wolf Gugler in complete confidence via email or phone, quoting GM-Canada. You may also apply directly on our web site.

Wolf Gugler & Associates Limited, Executive Search & Recruitment. Phone; (888)848-3006. resumes@wolfgugler.com, Web site; www.wolfgugler.com.

______________________________________________________________________

Resumés

• Marketing professional with over 10 years experience looking to secure a new full-time position. view this resumé
• Fluently bilingual, highly motivated Business Development Professional with excellent strategic and operational capabilities. 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
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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May 14, 2012, Volume xviii, #20

“There is a crack, a crack in everything; That’s how the light gets in.”
― Leonard Cohen (Canadian poet and singer,
from the song, “Anthem,” 1934- )

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Slow January impacts RONA’s first-quarter same-store sales

 BOUCHERVILLE, QC — RONA’s sales were up in the first quarter, reflecting the unseasonably warm weather during the winter. Consolidated sales (sales through the warehouse, plus sales from corporate stores, not including sales from its affiliate dealers) were up 1.8%, thanks to higher distribution sales, the impact of new store openings in 2011, and expansion of RONA’s commercial division.

Same-store sales for the company were down 0.8%, due entirely to slow sales in January. However, February and March picked up, resulting in a healthy 4.2% increase in 1Q same-store sales for building materials dealers, while the company’s proximity stores were up 2.2%.

Those proximity stores are what RONA is betting the farm on. According to its latest report, these mid-sized home centres have again outperformed all of RONA’s other stores in recent quarters.

The company’s strategic plan, called “New Realities, New Solutions”, is expected to have a positive impact on sales and operating efficiency, including pumping an estimated $40 million contribution to EBITDA in coming quarters.

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Same-store sales up for Canadian Tire in first quarter

TORONTO — Canadian Tire Corp. reported healthy first-quarter results, with consolidated profits up 21.5% to $71.0 million compared with the same period in 2011. That growth was due to the acquisition of FGL Sports (Forzani Group), which was acquired in August 2011, and to strong growth in Financial Services.

Consolidated revenue was up 23.4% to $2.4 billion, again thanks to the inclusion of FGL Sports. However, the company says it enjoyed solid growth across all major categories on the retail side of its business.

For Canadian Tire Retail, consolidated retail sales rose 22.7% to $2.4 billion. Retail sales at CTR increased 3.8% and same-store sales were up 3.3% over the same period last year. The company credited good weather in March for strong sales in backyard living, cycling, and gardening. Promotional activity throughout the quarter supported growth in kitchen and household cleaning. Overall revenue for CTR reached $1.185 billion, up 7.3% from $1.104 billion a year earlier.

At the end of 2011, there were 488 CTR stores across the country, one more than at the end of 2010.

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Marketing department drives Home’s brand strategy

ST. JACOBS, ON ― While the buzz at the recent Home Hardware spring market pervaded the entire show floor, a definite hub of activity was the company’s marketing department. There, the marketing teams provided Home dealers with the latest information on everything from the latest advertising and flyer programs to custom home building and installed sales.

Heading up the department is Jack Baillie, director of marketing for Home Hardware Stores Ltd. He points to the company’s slogan, “Home owners helping homeowners,” as the starting point for a recurring promotion at the market that featured a new wrinkle this year. Dealers at the show were eligible to win a Toyota Tundra truck. But the prize this time included a compact Toyota Scion IQ, which the winning dealer can then use to donate to a local cause in their own town.

“Home dealers don’t blow their own horns very much,” says Baillie. “So we give them something they can do to raise their profiles locally.” The theme of the promotion is “Home owners helping home towns.”

Television has played an increasingly major role in Home’s promotional efforts in recent years, as well. And it’s being tied in more closely than ever the company’s other marketing efforts. “Television now, more and more, supports our flyer,” says Baillie, “so we’re trying to make sure we have ads that coincide with those flyers.” A promotion running until May 26 features a mail-in offer of a $100 gift card when a customer spends at least $1,000 on a backyard project.

TV commercials are planned for every week of the year. One of them, an ad specifically for the Maritime market, was developed and paid for by the dealers in that market and focuses on Home Installs, the retailers’ home installations services.

Baillie also pointed out that the company has raised more than $1 million over the years for the Sick Kids Foundation, a national foundation for the prevention and cure of childhood diseases.

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RONA restructures commercial teams

TORONTO ― A recent series of 16 contractor appreciation events, hosted by RONA inc., was part of a larger initiative that reflects a restructuring of the company’s entire commercial division.

Part of that restructuring involved increasing the division’s sales team from 14 last year to 28 regional reps today. That realignment gives them more of a regional mandate to drive sales to all RONA stores, whether corporate or affiliates. Mike Argue, national sales director – sales and development for RONA, is confident that the new formula will help the company grow its commercial sale. “The recipe is going to work,” he says confidently.

The other groups can’t figure this out, he continues. “We have no problem sending business into our independents’ stores. On the contrary, our teams have a mandate to do this.”

Argue’s team has benefited from the addition of Martin Lavoie, who spent 10 years at the giant contractor-oriented dealer in the Montreal area, Matériaux Coupal Inc., of which RONA bought 51% interest in 2006. Today, Lavoie is national director of contractor services.

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Dealer carves niche with ladies’ only night

ORILLIA, ON — The Home Hardware Building Centre dealer here held a “ladies’ night” last week. “You have to work for your sales today,” says co-owner John Locke. “You just used to have to open the doors, but now consumers have so many options.”

With that in mind, he’s consistently taken steps to make his store an option that is top of mind for the women customers in this community, about two  hours north of Toronto. The ladies’ night attracted more than 300 attendees – who lined up across the parking lot for the doors to open on an evening of barbecue cooking, health and beauty demos, and giveaways. And, of course, there were specials on products throughout the store, on everything from lawn and garden products to window fashions and organic cleaning products.

“When we took over the store [in 2008], it was 80% contractor business,” Locke explains. Today, half the sales are to retail customers, drawn to the expanded departments of soft DIY. The store has just added a bedding department, ladies’ travel bags, and a whole line of scarves. “And I just took on a whole line of clothing for infants and children,” Locke adds.

Photos: M. Smith Photography

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Classifieds

Retail Account Manager

Emerson Tool Company a business unit of Emerson Electric Co. is a world class, manufacturer of wet/dry vacs for premier brands (RIDGID, Craftsman).

We currently have an immediate opening for a Retail Account Manager – Toronto based

RESPONSIBILITIES:

Manage existing account operations including: pricing, programs, promotions, and inventory management. Identify and capitalize on new business opportunities. Build strong and lasting relationships with each key account.

QUALIFICATIONS:

• College or University
• 3-5 years of experience in positions of progressive responsibility in sales account management
• Experience within the retail Hardware industry is a strong asset
• Bilingual in English / French would be an asset

Submit Cover Letter, Resume and Salary Expectations to:
HR@emersonelectric.ca

______________________________________________________________________

TERRITORY MANAGER POSITIONS AVAILABLE

We are a leading, privately-owned Canadian hardware distribution company that provides a high level of service and quality products to retail lumberyards and building supply centres.

We are currently seeking candidates to fill 2 positions: Territory Manager for the GTA and surrounding area, and Territory Manager for Northern Ontario. Candidates must be self-motivated, possess a positive attitude and exhibit above average communication and organizational skills.

Previous sales experience within the building supply industry is an asset and a reliable vehicle is necessary. Travel within the territory will include overnight stays.

Excellent compensation is offered and travel expenses are covered.

Please send a resume along with a cover letter detailing why you are the right candidate to sqdealhelp@gmail.com.
______________________________________________________________________

General Manager, Consumer DIY Products

A brand champion selling to home improvement retailers and mass merchants, this Canadian subsidiary is pursuing additional business and would be the perfect home for a sales driven, customer-intimate leader who wants responsibility for driving sales through innovative marketing and motivating his/her staff. Lead and guide sales/marketing strategies and tactics through team leadership and executive level selling and relationship development. Help the team achieve with the aid of your U.S. parent, but it’s your business to plan, run and be accountable for re: sales and operating income…but you’ll have the resources and support of a multi-division FORTUNE-listed corporation that’s in GROWTH mode. This market leader seeks a Toronto=based general manager that is passionate and can quarterback Sales, Marketing, Finance and Operations and facilitate a cohesive team in a very competitive market.

You may be in a similar role or possibly the senior sales/marketing leader ready to add operations and warehousing to your responsibilities. Delivering consistent profits through continuous sales growth is demonstrated in your record of achievements. Bachelor’s level education complements your business expertise. Account familiarity is essential.

If teamwork and a burning desire to win are missing in your role and you are qualified with matching skill sets listed please contact Wolf Gugler in complete confidence via email or phone, quoting GM-Canada. You may also apply directly on our web site.

Wolf Gugler & Associates Limited, Executive Search & Recruitment. Phone; (888)848-3006. resumes@wolfgugler.com, Web site; www.wolfgugler.com.

______________________________________________________________________

Territory Sales Representative

Our client is a leader in supplying power tool accessories to retail lumber, home center, hardware and industrial accounts. To support their continued growth, the company is adding territory sales resources, in South-Western Ontario.

If you are a high-energy sales achiever, people oriented with exceptional communication skills and ready for the challenge of growing your own territory, please reply, promptly.

Ideal candidates will have a minimum of three years sales experience within the hardware industry, a sound track record of growing a territory and be comfortable with some overnight travel.

A comprehensive package including, salary, incentives, benefits and a company vehicle will be offered to the right individual.

Interested candidates should forward their resume to: margaret@hardlines.ca citing project # 4-25-2012.

______________________________________________________________________

Resumés

• Fluently bilingual, highly motivated Business Development Professional with excellent strategic and operational capabilities. 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
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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May 7, 2012, Volume xviii, #19

“About the time we can make the ends meet
somebody moves the ends.”
―Herbert Hoover (31st President of the United States, 1874–64)

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National Hardware Show attracts independents

LAS VEGAS ― Canadian retailers, buyers, and vendors landed in Sin City this past week for the National Hardware Show and the NRHA Convention. The combined event managed to draw more than 20,000 people, with early estimates by show organizers that attendance was up slightly from the previous year.

While some vendors who were exhibiting might dispute that count, they nevertheless admitted that quality retailers and buyers came through the show floor, especially on day one. Those in attendance appeared to include a greater number of independents than ever before, as well. According to Sonya Ruff Jarvis, vice-president at Reed Exhibitions, which owns NHS, some 4,800 independent dealers were registered this year. Those independents enjoyed not just the benefits of new products on the show floor, but also the added attraction of a full ― free ― program of workshops hosted by the North American Retail Hardware Association. They also benefited from participation in a “Channel Leaders Club,” which gave them VIP access to the show and to new product information.

While the U.S. economy continues to stumble, the mood overall was a positive one at this show, according to most attendees interviewed by HARDLINES.

Canadians were out in force again this year, as well. Two buyers from RONA, three from Kent, plus teams from Chalifour, Home Hardware, Canadian Tire, and other leading Canuck companies, were all walking the show.

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Lowe’s Aussie buyers looking for vendors at NHS

LAS VEGAS ― At a meeting of the Worldwide DIY Council, a North America-wide trade association for DIY exporters, three buyers from Lowe’s new joint venture in Australia, called Masters, talked about their desire to connect with North American vendors during their visit to the National Hardware Show.

The Masters chain, a partnership with the country’s largest retailer, Woolworths, has grown to a dozen stores throughout Australia in just 35 weeks. That means the company is reaching the critical mass it needs to bring in container loads. James Allen, senior merchandising manager for hardware and garden, told HARDLINES, “We’re here to do business.”

As the number of Masters stores grows, so does the chain’s popularity. “We are becoming a real destination for tools,” said Allen, pointing out that the stores offer a range of entry level and high-end products, including well-known global brands, many of them new to Australia. As Masters gets bigger, its need for new suppliers is increasing. “The main reason I’m here is to see if I can get more support from North American suppliers,” he told the manufacturers in the room.

“We want to get more people involved. Each order means container load after container load.”

(If you missed that amazing meeting, you might want to learn more about the Worldwide DIY Council. Contact Jayne Seagrave, WDIYC president.)

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Lowe’s Canada invests in kids with online building series

TORONTO ― Mag Ruffman, Canada’s original DIY celebrity (and long-time friend of HARDLINES), will star in a new online series in partnership with Lowe’s Canada. The Family Fun Projects pilot series, produced by Ruffman Entertainment Inc., will feature 20 kid-friendly building projects designed by Mag Ruffman for kids aged three and up. The first five projects are now live on lowes.ca/kidsvideos.

From chalkboard tables to hockey nets built with PVC pipe, Family Fun Projects gives families video instruction – plus free downloadable plans. “The videos are shot with real kids, not actors, and the plans are insanely detailed with tonnes of photos, because text without pictures makes learning frustrating, especially for kids,” says Ruffman, who also serves as series creator and producer.

Kids can learn clamping, gluing, sanding, driving screws, painting and taping. No worries, mom – adults do most of the cutting.

Ruffman and partner Daniel Hunter (executive producer) pitched the series to several television networks last year, but the liability issues around kids using tools became a barrier.

So they turned to Lowe’s Canada.  “Lowe’s already conducts regular Saturday workshops for kids.  They’re the only retailer that focuses on kids.  They were quick to respond to our proposal and I’m really proud of this partnership,” says Ruffman, whose previous television series taught women and beginners to take on home repairs and build their own furniture.

Family Fun Projects will launch officially in mid-June when all 20 pilot videos are online.

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Home’s new colour palette aims to simplify choices

BURFORD, ON — Home Hardware’s own paint brand, Beauti-Tone, has partnered with Style at Home magazine to create the “Style at Home Country Colour Collection,” 50 shades that have been designed, says the company, to help take the guesswork out of finding the right paint colour.

While Beauti-Tone offers thousands of shades, the new collection, in nine palettes, is a “short list” of favourite colours to simplify the selection process. The colours were picked by Style at Home editor-in-chief Erin McLaughlin. The alliance with the home lifestyle magazine and the use of colour names such as Mugwump, Laval, and Beaudelaire, all reinforce an up-market shift for the Beauti-Tone brand by Home Hardware Stores.

“With thousands of colours to choose from, the decision can be overwhelming,” says Bev Bell, creative director, Beauti-Tone Paint and Home Products Division, Home Hardware Stores Limited. The new collection, she points out, aims to simplify that choice.

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Lowe’s takes the competitive offensive

MOORESVILLE, NC ― Lowe’s is taking a number of strategic steps to improve its performance against its biggest rival, Home Depot. Lowe’s will invest in in-store technology and its online business in an attempt to win shoppers back.

“We recognized that a lot of our ills aren’t just housing-related or macro-related; just some things we needed to fix ourselves,” Robert Hull, Lowe’s CFO, told Reuters.

Lowe’s online sales currently account for about 1% of total sales, but the company is hoping to increase that to 5% or even 10%. Lowe’s, which recently bought online home-goods chain ATG Stores, said more acquisitions have the potential to boost that business.

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Classifieds

Territory Sales Representative

Our client is a leader in supplying power tool accessories to retail lumber, home center, hardware and industrial accounts. To support their continued growth, the company is adding territory sales resources, in South-Western Ontario.

If you are a high-energy sales achiever, people oriented with exceptional communication skills and ready for the challenge of growing your own territory, please reply, promptly.

Ideal candidates will have a minimum of three years sales experience within the hardware industry, a sound track record of growing a territory and be comfortable with some overnight travel.

A comprehensive package including, salary, incentives, benefits and a company vehicle will be offered to the right individual.

Interested candidates should forward their resume to: margaret@hardlines.ca citing project # 4-25-2012.

______________________________________________________________________

Branch Manager – Halifax

Canada’s largest building products distributor requires a
Branch Manager at its Halifax Branch.

COMPETENCIES:

MUST HAVE – Min 5 years building products industry exp.
MUST HAVE – 3 years industry management exp.
MUST HAVE – knowledge of distribution & sales of branch
Selling commodity/building products an asset
Excellent communication skills, professional appearance
Travel within territory, relationship building abilities
Computer literate & thrive in entrepreneurial environment

Key Responsibilities: Maintain/develop client base & generate new business; Ensure maximum sales revenues, meet & exceed sales target; Oversee all aspects of Branch operations within budget; Oversee maintenance of property, buildings & equipment

SUBMIT COVER LETTER, RESUME & SALARY EXPECTATION TO:

Email : hr@taigabuilding.com

Deadline: May 15, 2012

Resumés

• Fluently bilingual, highly motivated Business Development Professional with excellent strategic and operational capabilities. 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
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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April 30, 2012, Volume xviii, #18

“Power is goodness, and goodness is power.”
―Pope Benedict XVI (1927- )

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HARDLINES exclusive: Millwork joins RONA

OSHAWA, ON — Millwork & Building Supplies, one of Canada’s signature independent chains, has joined RONA inc. In a move reminiscent of the affiliation made by Moffatt & Powell, a six-store chain in Southwestern Ontario, almost two years ago, Millwork has become an affiliate member, and will convert all three of its stores in markets east of Toronto to the RONA banner.

The company, founded in 1951 by Ed Lupton, is still owned by the Lupton family, headed by president Rob Lupton and vice-president Gail Lupton. It has stores in Oshawa, Ajax, and Peterborough, ON, which comprise about 75,000 square feet of retail and storage operations on 25 acres of land. Millwork also has a truss plant in Bowmanville, ON.

According to the Hardlines Who’s Who, it has estimated sales of about $40 million.

The first store to put up the RONA sign will reportedly be the Peterborough store. In that community, next door to the Millwork outlet, an existing RONA store (a former Cashway), had already been slated for closing. Staff there were notified last week of that store’s closing.

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Weather gives Home dealers a boost at latest market

ST. JACOBS, ON ― There’s nothing like good weather to boost hardware and home improvement sales, and many dealers at the latest Home Hardware market reported brisk sales, even if those sales aren’t consistent across the country. (Dealers from parts of Ontario and regions of British Columbia reported they are still waiting for sales to pick up in a significant way.)

But regardless of conditions back home, the market was a busy gathering place for the dealers, and their families and staff, who attended. As ever, new products remained a focal point on the show floor, along with new marketing and ad campaigns.

“The theme for this year’s market is ‘ Building Something Great Together’,” said Paul Straus, president and CEO of Home Hardware Stores Ltd. ““This is our 98th market,” he told HARDLINES. “We have new products and a new advertising program – everything we do at this show is help the dealers improve their business.”

With more than 1,080 members across the country, the show was also the first for six new dealers, who have joined the group since the beginning of the year.

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RONA introduces colour palette and paint-primer combo

TORONTO — RONA used a toney downtown loft space to launch its latest home improvement offering – the RONA Collection of paint – complete with a new range of colours. The colours were turned over to seven interior designers across the country to work with, and RONA has coined them its “Group of Seven.”

The paint launch was focused around one new product, a paint and primer in one. According to Marie-Soleil Tremblay, merchandising director for paint, electrical, and plumbing at RONA, the new line, which features 1,345 shades, was inspired by Canada’s natural beauty. It brings together “Canada’s most iconic natural backdrops, including greys from the Canadian Shield, greens from the pines of Quebec, tranquil blues from the Pacific Ocean, and hues of yellow from the wheat fields of Alberta.”

Marie-Claude Brousseau (l), colour and design specialist for RONA, and Marie-Soleil Tremblay, merchandising director for paint, show off the latest colour palette from RONA’s “Group of Seven.”

Marie-Claude Brousseau, colour and design specialist for RONA, explained how the colour palette was inspired by the latest colour trends worldwide. She also gave a preview of the up-and-coming colours that her team is working with for the year ahead. “The colour for RONA in 2013 is red,” she declared. (Don’t touch that one with a 10-foot pole! —Editor)

The paint colours featured in the RONA Collection are also available in RONA’s private label paint line.

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Worldwide DIY Council to host party in Vegas

VANCOUVER — The Worldwide DIY Council, North America’s premier trade association for DIY exporters, will be hosting a penthouse party and networking reception prior to the National Hardware Show for members and guests.

The Council’s Penthouse Networking Reception will take place after its AGM on April 30. It will feature international speakers and presentations on conducting business across the globe, attending international trade shows, and the use of social media to facilitate sales.

“We recognize a lot of business is undertaken away from the show floor, so have planned a networking party and booked the penthouse of the Riviera Hotel for members to relax and catch up with old friends and colleagues, and make new contacts prior to the start of the show in an informal relaxed environment,” says Council president Jayne Seagrave. “It’s another advantage of being a member of the WDIYC.”

For more info, contact Jayne Seagrave.

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Spending on shelter tops expenditures for Canadians

OTTAWA — Canadian households spent an average of $53,016 on all types of goods and services in 2010. Of this total, shelter accounted for 28.3% of spending, transportation for 20.7%, and food, 14.0%. Spending on clothing represented 6.5% of the total, health care amounted to 4.1%, and communications 3.3%.

On average, couples with children spent $74,126 on goods and services, the highest total of all household types. The lowest spending was for one-person households, at $30,563.

Provincially, the biggest spenders were in in Alberta, where households spent an average of $61,134 on goods and services. Next was British Columbia, where the average household expenditure was $56,812. Households in Prince Edward Island reported the lowest spending, at $44,856.

Canadian households spent an average of $14,997 on shelter in 2010. Homeowners spent an average of $17,026, while renters spent about two-thirds of this amount, or $10,874. Provincially, households in Newfoundland and Labrador had the lowest average shelter expense, at $10,395. Alberta households reported the highest dollar spending on shelter, at $17,268.

The highest percentage share of spending on shelter was for households in Ontario, at 30.4% of total spending on goods and services. This was followed by households in British Columbia, at 29.5%. The lowest share was for households in Newfoundland and Labrador, at 23.0%.

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Classifieds

Territory Sales Representative

Our client is a leader in supplying power tool accessories to retail lumber, home center, hardware and industrial accounts. To support their continued growth, the company is adding territory sales resources, in South-Western Ontario.

If you are a high-energy sales achiever, people oriented with exceptional communication skills and ready for the challenge of growing your own territory, please reply, promptly.

Ideal candidates will have a minimum of three years sales experience within the hardware industry, a sound track record of growing a territory and be comfortable with some overnight travel.

A comprehensive package including, salary, incentives, benefits and a company vehicle will be offered to the right individual.

Interested candidates should forward their resume to: margaret@hardlines.ca citing project # 4-25-2012.

______________________________________________________________________

Branch Manager – Halifax

Canada’s largest building products distributor requires a
Branch Manager at its Halifax Branch.

COMPETENCIES:

MUST HAVE – Min 5 years building products industry exp.
MUST HAVE – 3 years industry management exp.
MUST HAVE – knowledge of distribution & sales of branch
Selling commodity/building products an asset
Excellent communication skills, professional appearance
Travel within territory, relationship building abilities
Computer literate & thrive in entrepreneurial environment

Key Responsibilities: Maintain/develop client base & generate new business; Ensure maximum sales revenues, meet & exceed sales target; Oversee all aspects of Branch operations within budget; Oversee maintenance of property, buildings & equipment

SUBMIT COVER LETTER, RESUME & SALARY EXPECTATION TO:

Email : hr@taigabuilding.com

Deadline: May 15, 2012

Resumés

• Fluently bilingual, highly motivated Business Development Professional with excellent strategic and operational capabilities. 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
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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April 23, 2012, Volume xviii, #17

“Knowing is not enough; we must apply. Willing is not enough; we must do.” ―Johann Wolfgang von Goethe (German poet and dramatist, 1749-1832)

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TRU banner for farm featured at TruServ market

WINNIPEG — Dealers from across Central and Western Canada who attended TruServ’s recent dealer market last week got updated on the latest products and programs from the hardware wholesaler. These included the newest iteration of its TRU banner – for farm and garden retailers, called TRU Country & Garden.

While TRU Hardware and TRU Building Centre have already been launched, the new banner is gaining traction with farm and hardware retailers. So far, 10 Country Depot stores have converted to TRU Country & Garden, says Lora Deighton, communications manager for TruServ Canada. (Originally to be called “Farm & Garden,” Deighton admits the name was modified based on feedback from dealers themselves.)

The strong categories for this banner include pet supplies and workwear, as well as farm supplies, and lawn and garden.

Dealers were introduced to TRU’s expanded web presence at the show, as well. Ongoing seminars gave the dealers first-hand training on how the new site works. Leveraging RONA technology (the parent company has recently overhauled its own website), the new TRU site includes a micro-site function that lets each dealer hook into the main site with its own “shadow” website. And there’s no charge to the dealers themselves.

“We’re making it as easy as possible, because some of our dealers are uncomfortable with technology, while others are asking about doing their own blogs, etc.,” says Deighton. “So the program is flexible.”

Another important program from RONA that’s now available to TRU dealers is the RONA succession program, including its support and funding programs.

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TIM-BR MARTS hosts young dealers

TORONTO — TIM-BR MARTS Ltd. gathered dealers from across the country for that buying group’s second annual buying show earlier this month. But right before the big show, a small group of dealers gathered in a downtown hotel for a meeting of their own.

TIM-BR MARTS’ first-ever Emerging Leaders Summit met under the aegis of the group’s president and CEO, Tim Urquhart, at the uber-hip Thompson Hotel for a series of leadership seminars, team-building exercises, and networking opportunities.

The purpose of the group, which met for the first time, was to give the younger managers and owners within the national buying group a chance to get mentored and motivated by senior people within the organization, the industry, and other business sectors.

According to Urquhart, the participants, all 35 and under, got to share their experiences and concerns, while getting a taste of the country’s largest city. This included an ice-breaking “amazing race” that took them to the top of Canada’s tallest structure, the CN Tower.

“Our younger generation wants to grow with TIM-BR MART, and TIM-BR MART wants to support them in their development,” said Urquhart. “These young leaders are the future of our group. This summit helped to provide the tools they will need to be successful independent entrepreneurs.”

Urquhart says he will expand the program next time, to include more francophone participants, with the next summit in French at the Chalifour Expo in Montreal in October.

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RONA shows appreciation for contractors

MISSISSAUGA, ON ― Buses brought Ontario contractors from as far away as Midland and Collingwood to RONA’s contractor appreciation night at the International Centre last week. Organizers said they expected up to 2,000 trades to attend.

Dozens of exhibitors were on hand to share the latest product knowledge and innovations from their companies. Vendors in the booths were consistently upbeat about the attendance at the event, and said they welcomed a forum that let them talk directly to end users.

There was also a cash bar, lots of free food – and draws to win one of the four half-ton trucks RONA is giving away in this year’s contractor event series. Sixteen shows in total are being held this spring across the country – three of them in Ontario (Belleville, Waterloo, and Mississauga).

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PrimeSource becomes a key supplier to TIM-BR MARTS

VANCOUVER — PrimeSource Building Products Canada, the North American nails and fasteners supplier, is partnering as a key supplier for TIM-BR MARTS Ltd., the national buying group.

Long established south of the border, PrimeSource has expanded its footprint in Canada to provide distribution from coast to coast. “This part of our strategic growth plan enables PrimeSource to provide increased service levels to our growing customer base, and fulfills the need of just-in-time requirements for our customers,” says Michael Gibson, regional vice-president, PrimeSource Canada.

PrimeSource will use the partnership to continue to gain exposure for its proprietary brands of Grip-Rite nails and Pro-Twist construction grade screws into the Canadian market place. “We have 70 years of fastener sales and service behind us in the United States, and we are looking forward to providing that proven expertise to the Canadian market and the TIM-BR-MART group in Canada,” says Ken Fishbein, CEO of PrimeSource Building Products Inc.

TIM-BR MARTS represents more than $2 billion in purchases on behalf of more than 700 dealers across Canada.

PrimeSource has more than 40 North American distribution centres, including six in Canada, and more than 1,100 employees. It claims to be one of the largest distributors of building products in North America, and its lines include insulation, roofing, and steel reinforcing products.

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Lowe’s releases sales by category in its annual report

MOORESVILLE, NC — According to its annual report, one of Lowe’s weakest categories last year was millwork, while building materials was its strongest.

Lowe’s reported total sales were up 3% in 2011 and 2010.

Building materials sales were up 10%, the highest percentage growth across all categories; millwork sales were down 6%, the lowest percentage growth.

Categories that performed above 3% growth for Lowe’s were lighting, building materials; paint; home fashion, storage and cleaning; rough plumbing; tools; and hardware. Categories performing below 3% were appliances, lawn and garden, lumber, flooring, seasonal living, millwork, fashion plumbing, nursery, cabinets-countertops, and other.

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RONA supports reforestation of urban park

BOUCHERVILLE, QC — RONA inc. has announced a $100,000 commitment to reforest what will be Canada’s first near-urban National Park, the Rouge Valley. The Rouge sits on the northeast edge of Toronto in Scarborough, and is a haven for all kinds of flora and fauna, right in the city.

RONA’s project that supports reforestation in urban areas across Canada is the first initiative of RONA’s new partnership with the David Suzuki Foundation. This partnership is a continuation of RONA’s commitment to the sustainability of natural resources and of its leadership in sustainable development.

To support this program, RONA is also offering a special range of trees and shrubs grown to Ontario to encourage homeowners to “reforest” their own backyards.  They will be available April 29 in select RONA stores across Ontario.

“We have the responsibility to make smart choices that minimizes the impact on our environment,” said Robert Dutton, RONA’s president and CEO, in a release. “This partnership is part of our commitment to make sustainability core to our business.”

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Appointments at North American Lumber reflect strategic growth

WINNIPEG ― North American Lumber is looking for ways to continue growing its presence in smaller communities throughout the Prairies. The TIM-BR MART dealer, which has 24 stores, has been updating those stores and tying them together with a new retail POS system. Reflecting these growth initiatives, the company has made some changes to its management.

Scott Andrus has assumed the newly created position of manager – corporate purchases. Working closely with the vice-president operations, Andrus will be responsible for the procurement of commodities, supplies, services, and equipment for the chain’s Retail, Home Building, Concrete, and Truss divisions. His role will include building and maintaining strategic relationships with key suppliers.

“Scott has a proven track record in budgeting, tracking, and analyzing operating expenses and I believe his skill set will be a huge asset to us in this new position,” says company president Martha Konantz.

Mark Kennedy has assumed the position of vice-president operations, responsible for overall sales and marketing for all of North American Lumber’s divisions. He will seek out new business opportunities by growing existing store sales, developing strategic partnerships, and expanding into new markets. He will also be responsible for renovations to existing stores.

Kennedy will work closely with Andrus on product assortment, purchasing, and inventory management. He will also develop and promote staff training and build North American Lumber’s brand identity through advertising and media.

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Classifieds

ACQUISITIONS WANTED

Q.E.P. Co., Inc. (Roberts,Harris Wood, etc.) is seeking synergistic acquisitions in the flooring and hardware industry. Minimum sales of $10,000,000.  No retail.  Accessory products considered.

Please feel free to contact Lewis Gould, C.E.O. at Lewis_gould@qep.com or by fax, 561-994-1530.

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Branch Manager – Halifax

Canada’s largest building products distributor requires a
Branch Manager at its Halifax Branch.

COMPETENCIES:

MUST HAVE – Min 5 years building products industry exp.
MUST HAVE – 3 years industry management exp.
MUST HAVE – knowledge of distribution & sales of branch
Selling commodity/building products an asset
Excellent communication skills, professional appearance
Travel within territory, relationship building abilities
Computer literate & thrive in entrepreneurial environment

Key Responsibilities: Maintain/develop client base & generate new business; Ensure maximum sales revenues, meet & exceed sales target; Oversee all aspects of Branch operations within budget; Oversee maintenance of property, buildings & equipment

SUBMIT COVER LETTER, RESUME & SALARY EXPECTATION TO:

Email : hr@taigabuilding.com

Deadline: May 15, 2012

Resumés

• NEW: Fluently bilingual, highly motivated Business Development Professional with excellent strategic and operational capabilities. view this resumé
• NEW: A Sales Professional with over twenty years of experience.view this resumé
• NEW: 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
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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April 16, 2012, Volume xviii, #15

“Power is not revealed by striking hard or often, but by striking true.”
―Honoré de Balzac (French novelist, 1799-1850)

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Chalifour Canada finalizes London buying team

LONDON, ON — The rationalization of its hardware distribution business has been a key part of TIM-BR MARTS’ recent corporate re-structuring. With the imminent closing of its Montreal buying office, Chalifour Canada has been beefing up its buying team and support staff at the DC here in London, including several new appointments:

Vince Morency has assumed the position of category manager for tools and hardware. Matthew Strong-Clarke is now category manager for electrical. Sylvia Magnotta has joined the team as category manager for paint and décor. Carissa Moser has been appointed junior category manager. She will be managing automotive, holiday décor, and sporting goods. She will also work as a merchandising assistant with Magnotta in paint and décor.

In addition, some existing buyers have been promoted. Andrew Pantelides has been named senior category manager and is taking over the plumbing and HVAC categories. He was previously category manager for electrical. Phil Temple has been promoted to category manager for the seasonal category. Temple was formerly in the TIM-BR MARTS Calgary office as import buyer and logistics coordinator. Catherine Vaugh has been promoted to the position of junior category manager, managing housewares and household products. She was formerly an inventory planner. She will also be working as a merchandising assistant with Vince Morency in tools and hardware.

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Home Hardware sponsorship gives business students a boost

BANFF, AB — Canada’s longest-running student-organized business conference, the Rocky Mountain Business Seminar (RMBS), got a boost from Home Hardware Stores Limited recently. The Seminar series has a 46-year history of connecting speakers and business representatives from across North America with students pursuing a future in commerce.

Students won $500 scholarships from Home Hardware through the HARDLINES SIRE Program (from l-r): Aileena Minhas and Cindy Lee, University of Alberta; Dr. Paul McElhone of the University of Alberta’s School of Retailing; Alix Kendall and Hailey Misanchuk, University of Manitoba; and Chris Menzies, University of Saskatchewan.

Home Hardware Stores Limited, a key sponsor of the Hardlines Studies in Retail Excellence (SIRE) Program, sponsored a luncheon event for approximately 130 student delegates from across Canada where Dr. Paul McElhone, executive director of the School of Retailing, gave an overview of the SIRE program. Home Hardware also provided five $500 prizes to cover the delegate fees of five student attendees, which were drawn randomly.

“The future of retail and the home improvement industry is with young people,” said Paul Straus, President and CEO of Home Hardware Stores Limited. “Hardware and home improvement is one of the most dynamic retail sectors in this country today. At Home Hardware, we strongly believe in encouraging innovative minds at the university level to consider this field as a viable career option.”

RMBS allows for education outside the classroom, giving students the chance to learn not only from today’s experienced business leaders, but also through networking with peers from across North America. Corporate representatives are able to leverage their participation to recruit future business leaders from among the delegates and also have the opportunity to meet and learn from other business leaders.

The Studies in Retail Excellence Program was developed by HARDLINES in partnership with the University of Alberta to foster awareness and career opportunities in hardlines retailing at the university level.

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Wilson, Turgeon inducted to CHHMA Hall of Fame

CHHMA Hall of Fame admits two more: Bill Wilson (l), former executive vice-president of D.H. Howden and currently Retail Advisor for NRHA Canada; and Marc Turgeon of SEB.

TORONTO — Besides being the Retail Advisor for NRHA Canada, Bill Wilson has more than 45 years’ experience in hardlines retail, mainly at D.H. Howden (later Sodisco-Howden), and then TSC Stores.

Last week, he was one of two individuals who were inducted into the CHHMA’s Industry Hall of Fame. He was joined by Marc Turgeon, the former president of Groupe SEB Canada Inc.

The Industry Hall of Fame was established in 1984 by the Canadian Hardware and Housewares Manufacturers Association to recognize the achievements of our industry’s leaders and pioneers.

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Canadian wins NRHA’s Young Retailer award

INDIANAPOLIS, IN — Eight young home improvement retailers are being honoured for outstanding achievement as owners and managers of independently owned hardware and building supply stores in the United States and Canada. They are honourees in the 2012 Young Retailer of the Year program, now in its 16th year. The program was developed by the North American Retail Hardware Association to recognize outstanding performance and encourage talented young people to pursue a career in hardware retailing.

In the category over $2 million in sales, Tyler Knight, general manager, Knights’ Home Building Centre, Meaford, ON, is the award winner. Knight, along with his cousins Scott and Kandace, are owners of this long-time family lumber operation in Central Ontario. But everything has changed at the store since they took over in 2006.  The young team quickly realized that the lumber and construction business was headed for tough times and they needed more of a retail focus. This strategy resulted in the construction of a larger store in late 2009, expanding to 14,000 square feet from the original store’s 5,000-square-foot size. The new location was open for business by the following June.

The sales are now split 50% consumer, 45% contractor and 5% institutional, as opposed to 80% contractor and 20% consumer in the old operation.  When Home Depot opened close by, the store actually had record sales – and continues to grow. Knight is working hard to increase his institutional business and credits his store’s success in large part to customer service.  

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Castle takes over Marco Island for AGM

MARCO ISLAND, FL — More than 475 Castle members, supplier partners, staff, and their families (including more than 80 children) headed to the Hilton Marco Island Beach Resort for the buying group’s 49th annual general meeting recently.

With more than 90 Castle locations and 60-plus individual supplier partners represented, Castle says this was one of its largest retreats ever. The week combined recreational events with educational programs and special guest speakers. The focal point of the week’s activities was a 10,000-square-foot tent, which organizers claim was the largest ever erected on Marco Island beach.

Business sessions included guest speakers Neil Bearse, Queen’s School of Business associate director of marketing; Dr. Peter Andersen, former chief economist with BMO Nesbitt Burns; and keynote speaker Arlene Dickinson of CBC’s “The Dragons Den.”

The 2013 AGM will be held at the Hotel del Coronado Resort in San Diego, CA.

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Canuck among North America’s retail “Top Guns”

DUNDAS, ON — The North American Retail Hardware Association has named four retailers this industry’s “Top Guns” for 2011. The Top Guns program highlights independent home improvement retailers who are best-in-class and go above and beyond the retailing norm.

Ron Cicuttini, owner of three Home Hardware stores near Hamilton, ON, is the Top Gun from Canada. Not only has Cicuttini managed to grow his hardware operation from one unit to three locations, but he has also devoted significant time and energy to serving on the board of directors for his distributor, Home Hardware. This year, Cicuttini will be retiring from his position on Home Hardware’s board after 17 years of service.

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Appointments at North American Lumber reflect strategic growth

WINNIPEG ― North American Lumber is looking for ways to continue growing its presence in smaller communities throughout the Prairies. The TIM-BR MART dealer, which has 24 stores, has been updating those stores and tying them together with a new retail POS system. Reflecting these growth initiatives, the company has made some changes to its management.

Scott Andrus has assumed the newly created position of manager – corporate purchases. Working closely with the vice-president operations, Andrus will be responsible for the procurement of commodities, supplies, services, and equipment for the chain’s Retail, Home Building, Concrete, and Truss divisions. His role will include building and maintaining strategic relationships with key suppliers.

“Scott has a proven track record in budgeting, tracking, and analyzing operating expenses and I believe his skill set will be a huge asset to us in this new position,” says company president Martha Konantz.

Mark Kennedy has assumed the position of vice-president operations, responsible for overall sales and marketing for all of North American Lumber’s divisions. He will seek out new business opportunities by growing existing store sales, developing strategic partnerships, and expanding into new markets. He will also be responsible for renovations to existing stores.

Kennedy will work closely with Andrus on product assortment, purchasing, and inventory management. He will also develop and promote staff training and build North American Lumber’s brand identity through advertising and media.

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Resumés

• 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
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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April 9, 2012, Volume xviii, #15

“All happiness depends on a leisurely breakfast.”
―John Gunther (American journalist, 1901-1970)

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TIM-BR MARTS’ re-org reflects full-service evolution

TORONTO — The realignment of TIM-BR MARTS’ corporate structure (see last week’s edition —your ever-helpful Editor) solidifies the buying group’s relationship with its other businesses, in particular its hardware distribution company, Chalifour Canada, and its West-coast business, Chalifour Vancouver (formerly IRLY Distributors).

In fact, the group’s latest dealer show, held here last week (where HARDLINES had a chance to talk with TIM-BR MARTS’ management team) is a reflection of that re-org. That event, which drew about 500 dealers and their teams (EDITOR’S NOTE: Not 1,500 as we mistakenly wrote last week!) to see 233 hardlines and building materials vendors, was as much about buying as it was about sharing best practices.

“Dealers want to learn from each other”, said Jon Irwin, newly promoted to the role of vice-president of retail services. “This venue gives them the opportunity to network and exchange ideas with other independent entrepreneurs.”

TIM-BR MARTS’ Chalifour business had a major presence at the show, while the group’s Ace Hardware brand was represented by a number of private-label products. But front and centre on the show floor was the services area, reflecting the group’s evolution into a full-service organization, with solid vertical integration. Called TIM-BR MART Essentials, this area featured everything from couriers and training to trucks and long-distance phone service. “It’s all about providing more value to our dealers,” said Randy Martin, Chalifour’s vp merchandising.

Martin added that his company is evolving as a retail group, not just “a typical wholesaler. We need to keep our dealers competitive.”

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Chalifour restructures, expands reach in Eastern Canada

MONTREAL — With the pending closing of Chalifour’s offices here at the end of this month, parent company TIM-BR MARTS Ltd. decided to move that buying function back into its warehouse in London, ON. None of the buyers here chose to make the move westward, and a new team has been recruited, including support staff. (We’ll announce the new buyer lineup soon —Michael).

However, Chalifour will maintain a presence here, with a smaller office on the south shore, headed up by Daniel Rioux, with Eddie Durocher, who is in charge of the Ace business for Canada. Two other staff will round out this new office.

Chalifour is also beginning to ship some building materials from its Quebec distribution centre into Southern Quebec – and into the Maritimes.

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“Back-to-basics” repositioning reflected in UFA’s 2011 year-end

CALGARY — After two years of losses, UFA Co-operative Limited announced a turnaround year – also reflected in the performance of its retail stores – that generated surplus earnings. Revenues for the co-op were $2.1 billion, up from $1.7 billion from the previous year, driven primarily by petroleum volume at UFA’s 113 petroleum agencies, the largest cardlock network in Alberta.

UFA’s AgriBusiness is represented by 35 bannered Farm & Ranch stores and a team supporting goods and services to agro professionals in Alberta. A single building centre, Spruceland Lumber in Fort McMurray, is also part of this division, along with three bulk fertilizer plants. In its latest annual report, which was just released last week, UFA said 2011 “represented the first year in a three-year turn-around strategy for our AgriBusiness. With strong leadership and focused execution, the results in 2011 were very positive, with all financial metrics exceeding targets.” It adds that the positive response to the changes at UFA has been reflected in sales results – and an increase in booking orders for this spring.

As a result of the earnings in 2011, UFA’s board approved a patronage allocation of $7.0 million.

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Alexandria Moulding buys Royal Woodworking

ALEXANDRIA, ON — Moulure Alexandria Moulding Inc., a manufacturer and distributor of mouldings and related millwork products, has acquired Bradford, ON-based Royal Woodworking Co. Ltd., a family owned company founded in 1976 by the Rowe and Gerrits families that manufactures hardwood solid and custom mouldings, boards, and stair components.

“This partnership solidifies our hardwood supply and product offering,” said André Cholette, president of Alexandria Moulding. “Royal has a strong specialized team and is a cultural fit. We will leverage each other’s strengths to further enhance the value we bring to our customers.”

Royal Woodworking will operate as a standalone business, while leveraging Alexandria’s logistics and sales network to grow its geographical coverage. Donna Gerrits, Rick Gerrits, and Tom Hayes will join the Alexandria management team. One of the founding owners of Royal Woodworking, Frank Gerrits, has announced his intention to retire as planned.

Aurora Timberland Wholesale Hardwood Lumber Inc., an Ontario-based wholesale lumber distributor, is also part of the acquisition. Aurora Timberland will continue to operate as a standalone business with founder Ted Rowe staying on board. The Royal Wood Shop, a retail outlet owned by Frank Gerrits, is not a party to this transaction, and will continue to operate independently out of Aurora, ON.

“We have been business partners with Alexandria Moulding for over a decade,” said Donna Gerrits, general manager of Royal Woodworking. “Through our discussions with Alexandria Moulding, we believe their values and approach to business match ours.” She adds that the Royal business serves as a natural extension of Alexandria’s business, offering “significant growth potential.”

Integration of the two companies will take place over the upcoming months.

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Independents, chains, and non-traditional retailers coming to Vegas

NORWALK, CN — The National Hardware Show is expected to play host to many of the industry’s top retail and wholesale companies in Las Vegas next month.

From the home improvement industry’s leading big boxes and independent retail powerhouses to distributors and specialty suppliers, thousands of attendees representing billions of dollars in annual sales will be on hand for the 2012 National Hardware Show, May 1-3 at the Las Vegas Convention Center.

Companies such as Home Depot, Lowe’s, Marvin’s Building Materials and Home Centers, Sears, Sherwin Williams, Westlake Hardware and are registered. In addition, buyers from Home Hardware, Canadian Tire, Ace Hardware, Distribution America, Do it Best, Orgill, PRO Group, and True Value have signed up to attend.

But the show is attracting non-traditional retailers, as well. In addition to the likes of Amazon, Costco, Meijer, Target, and Walmart, buyers are registered to attend from Big Lots, Organize.com, Pep Boys, Home Shopping Network, TJMAXX, Home Goods, Marshalls, Ross Stores, and Shop Rite.

“In addition to buyers from the home improvement space who attend the event, we now have more and more buyers from across the retail, distribution, and online spectrum who feel the show is a must-attend event for their buying teams,” says Sonya Ruff Jarvis, the National Hardware Show’s vice-president of attendee programs.

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Classifieds
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SENIOR NATIONAL ACCOUNTS MANAGER for GROUPE SEB CANADA INC.
TORONTO, ONTARIO

Groupe SEB is the global leader in Small Household Appliances with a number of leading brands including T-Fal, Moulinex, Krups, and Rowenta & All-Clad. The company is seeking a Senior National Accounts Manager who will provide leadership and strategic direction to increase revenue, drive strategy and execute sales initiatives to maximize Groupe SEB Canada’s sales volumes and profitability. The Senior National Accounts Manager will lead all sales strategies specifically at Wal-Mart Canada and will manage a small portfolio of other accounts. Attractive compensation package including salary, performance bonus, and benefits. Position reports directly to the Commercial Sales Director for Canada.

 MAJOR RESPONSIBILITIES

• Develop and maintain strong partner relationships at national account level with Wal-Mart Canada and designated other retail accounts
• Capitalize on these relationships to achieve sales objectives, insure alignment with customer objectives, and develop action plans to drive POS revenues, profitability and inventory turns.

KEY COMPETENCIES

• Leadership skills
• Strategic thinker
• Proven negotiation skills
• Relationship building – strong communication skills in developing new and existing business opportunities.
• Organizational and planning ability

 KEY QUALIFICATIONS

• Post secondary business degree/diploma
• 7 – 10 years of senior national account sales/category management experience in housewares or related industries and/or fast moving consumer goods (FMCG) industries.
• National account experience with Wal-Mart Canada required
• Proven track record with demonstrable accomplishments.
• Excellent analytical abilities
• Proficient in Microsoft Office Applications including: Excel, Word and Power Point programs

Please submit résumé via email to:
Black Eagle Executive Search
c/o Richard Simms at rsimms@blackeagle.ca

Only candidates of interest will be contacted.

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Resumés

• Results driven National Account Manager in the Hardware and Housewares industry.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
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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