March 19, 2012, Volume xviii, #12

“Never eat more than you can lift.” —Miss Piggy (Muppet, 1974- )

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Menards continues infiltration of Canada

PORT HURON, MI — This border town across the St. Clair river from Sarnia, ON, may soon have a Menards big box store. Based in Eau Claire, WI, the giant privately owned chain is number three in North America after Home Depot and Lowe’s. It already has more than 260 stores in 13 states throughout the American mid-west, and has been expanding aggressively into markets in Ohio and Michigan in recent years.

But Menards has been selling aggressively into Canada for years. Southern Manitoba, and communities in Northern Ontario such as Fort Frances, are familiar with the Menards flyer, which is dropped heavily into those markets. Winnipeg-area customers are only an hour’s drive from a Menards store in Grand Forks, ND. But Canadian customers can also make orders by phone or online; they need only meet the delivery truck at the border to sign the papers to bring their orders in.

The Port Huron location would be the first to have direct access to the Southwestern Ontario market. According to the Port Huron Times Herald, Menards is buying a former school property. The local school board has approved the $3.4 million sale, and Menard Inc. is currently doing due diligence on the deal.

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“Lâchez pas la patate”: delegates challenged at AQMAT Congrès

MONT-SAINT-HILAIRE, QC — Faced with mounting international competition and shifting consumer spending habits, dealers and vendors at last week’s Congrès des decideurs were urged to stay the course and embrace the very techniques that are driving the big retailers.

The conference, presented by the Quebec building supply dealers’ association, AQMAT, was emceed by Richard Darveau, president and CEO of the association.

HARDLINES’ own editor, Michael McLarney, offered a forecast of modest sector growth in the year ahead, despite the strong start to 2012. With housing starts expected to be flat or down slightly, renovation spending is also expected to flag. On top of that, he pointed out that the influx of international retailers to this country will increase. “Even if they are not direct competitors to home improvement dealers, these retailers will affect this industry. They are raising the bar, and raising expectations of service and selection among Canadian customers.”

He pointed out that the U.S. mass merchant, Target, has yet to open a single store in Canada, yet its impact is being felt already. Efforts by companies such as RONA and Home Depot to better integrate the web into their sales efforts anticipate the sophistication of Target in this area. And Canadian Tire’s current pilot of an electronic version of its famous Canadian Tire money will help that retailer to go up against Target’s data-driven online sales efforts.

Specialty retailers, such as Lumber Liquidators and Princess Auto, have aggressive expansion plans that will likely eventually include Quebec eventually. “And even in this industry, La Coop fédérée has opened its first full building materials store, in Thetford Mines,” said McLarney.

“The future of this industry is in your hands; hang in there and make it your business to understand how retail is changing, understand how the internet will affect your customers and your business,” he urged the audience.

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There’s an app for that at Home Hardware

ST. JACOBS, ON — Home Hardware Stores Limited has introduced a mobile web site and new apps for smartphones. The mobile site has a store locator for the banner’s 1,100 stores. Customers can also search for some 60,000 products, get local prices, view the current flyer, and create a shopping list – all on their mobile device.

Home’s new free app provides customers with the ability to access Home’s mobile web site on their mobile device. The Apple app also offers a QR code reader and a measurement converter for customer convenience. The same functionality will also be added to the next versions of the Blackberry and Android releases.

“We realize our customers lead very busy lives so we wanted our customers to be able to conveniently access Home’s online tools from anywhere,” said Paul Straus, president & CEO, Home Hardware Stores Limited.

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Canadian retailers can get PayPal’s retail payment service

TORONTO — Canada is one of the first global markets to receive “PayPal Here,” the company’s in-store payment service.

Known for its online transaction services, PayPal began a bricks-and-mortar pilot with Home Depot in the U.S., which quickly rolled the service out chain-wide.

Businesses that have been restricted to cash-only sales can now process other forms of payment with PayPal’s service, a free thumb-sized card reader and app that interact with iPhones to provide a secure mobile payment system. The system will soon be available for Google Android devices, as well. PayPal Here also accepts major credit cards.

The service is priced at 2.7% for swiped card transactions and PayPal payments. The company adds that the card reader device and app are free, and there are no commitments and no hidden fees.

The program is being offered to select merchants during an exclusive release period. Canadian retailers interested in receiving the free card reader can register at www.paypal.ca/here.

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New products take centre stage at Vegas hardware show

NORWALK, CN — The search for new products will be made easier this year at the National Hardware Show, say the show’s organizers.

The show, May 1-3 at the Las Vegas Convention Center, will feature more than 1,000 new products and inventions in a special “Innovation Station” located off the main show floors.

“We know that retail and wholesale buyers are very interested in the latest products and line introductions, so we wanted to make it as easy as possible for buyers to see these products in one easy-to-shop location,” says Sonya Ruff Jarvis, vice-president of attendee programs with the National Hardware Show. The Innovation Station area will house the New Product World display, which spotlights hundreds of new products.

Another feature of the show, the Inventor’s Spotlight, will give inventors the opportunity to pitch their business concepts and products to Kevin Harrington, investor Shark on the TV program, “Shark Tank,” and Steve Rogai, CEO and co-founder of TVGoods.

Green Product World will allow retailers to keep up with the growing demand for environmentally friendly products and gather information on the latest in green, eco-friendly and sustainable products. (For more info on the show, click here.)

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Quebec association will take dealers to Vegas

MONTREAL ― The National Hardware Show in Las Vegas, being held this year from May 1-3, will be the destination for a mission organized by the Quebec building supply dealers’ association, AQMAT.

Association president and CEO Richard Darveau has organized a delegation of 12 vendors, six dealers, and two banner representatives. The association will have a booth at the show, a “Pavilion of Innovation,” that will showcase the products of the 12 Quebec vendors in attendance, and will feature the benefits of a new website from AQMAT. The site, called MyHomePage.com, is a consumer hub for information about DIY products and projects, and a source for new product ideas.

Darveau adds that the Pavilion will be featured at the Canadian Home Improvement Show in Toronto, Nov. 28-29.

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Classifieds
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Position: Account Executive
Location: Western Canada ( flexible depending upon location of candidate: Alberta, Saskatchewan, or Manitoba)
This position will be responsible for selling and supporting retail store level opportunities. The primary focus on targeting line extensions, expanded Plan-O-Grams, Introduction of New Products, displacing competitive activity, securing incremental opportunities and overall store level support for the provinces of Alberta, Saskatchewan and Manitoba. This position will support both Regional and Independent businesses, as well as our National Account(s), at store level(ie. Home Hardware, RONA, TimBrMart, etc).

RESPONSIBILITIES: 

• Minimum 3 yrs Sales and or Sales Related experience 
• Experience and proven ability to conduct outside sales calls 
• Must demonstrate strong communication skills both oral & written 
• Must demonstrate problem solving skills and be able to effectively resolve conflict 

QUALIFICATIONS:  

• High School Diploma required; Bachelor’s Degree preferred 
• Must be able to travel 95% of time  
• Highly organized and extremely flexible to cover 3 provinces efficiently  
• Hardware industry experience an asset 
• Must be willing to work some weekends (Trade and Consumer Shows) 
• Must possess Valid Drivers License

E-mail: laura.a.weaver@sherwin.com
No agencies, please.
We appreciate your response; however, only candidates under consideration will be contacted.

_______________________________________________________________________

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
• A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. 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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March 12, 2012, Volume xviii, #11

“We must always change, renew,
rejuvenate ourselves; otherwise, we harden.” 
—Johann Wolfgang von Goethe (German writer and poet, 1749-1832

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Canadians enjoy momentum of Cologne Fair

COLOGNE, Germany — With small signs that the European economy may have bottomed out at last, dealers and buyers were out in force for Eisenwarenmesse, the International Hardware Fair, held here last week.

The show, which has a history that spans more than 50 years, went through a rough patch during the world recession of 2008-2009, but numbers are returning to pre-recession levels with this latest show.

Canadian presence was also stronger than in recent years, with a dozen companies taking booths at the show, almost double the presence of the last show, in 2010. A number of Canadians exhibited within a group stand hosted by the Worldwide DIY Council, an association of exporting companies from North America. WDIYC is currently headed by our own Jayne Seagrave of Vancouver Tool Corp. Other Canadian exhibitors included Sicom Industries, Cobra Anchors, Dynamic Paint Products, GRK Fasteners, Megapro Tools, RAD Torque Systems, Sun-Mar Corp., Rapid Tools, Regal Ideas and Invent Smart Inc. Companies walking the show included Richelieu, Super Remover and Masterlock.

Canadian retailers were also here. RONA reportedly sent six buyers, while a couple of members of the Lowe’s Canada buying team were here, too, complementing the presence of the Global Sourcing team from Lowe’s head office. Canadian Tire also sent over a contingent of buyers.

Overall attendance at the show is expected to reach almost 55,000 people over the four days, according to the show’s organizers.

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Innovation in abundance at Cologne show

COLOGNE , Germany — With some 2,600 exhibitors from 50 countries worldwide, the International Hardware Fair was a showcase for a range of new products, in everything from hand and power tools to imaginative fastener systems and ergonomic storage products.

Innovations included needle nose pliers from LightTools in the U.S. with a built in light for close work, a tradesman’s tool chest from Matador in the Netherlands that swings out of the back of the van and flips into a wheelbarrow configuration to transport to the job site, a ladder attachment from Hailo in Germany that adjusts to uneven surfaces, and a brush and roller extension with a flexible shaft from Canada’s Dynamic Paints.

(Click here for a quick TV clip that features some new products at the International Hardware Fair!)

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RONA proximity to replace some big boxes

BOUCHERVILLE, QC — RONA’s year-end results included a 2.6% increase in sales, but that was due to acquisitions, rather than organic growth, as same-store sales were down 2.3%. But despite negative overall same-store sales, RONA’s new proximity model, at 35,000 square feet, enjoyed 2.7% positive same-store sales. Because of the success of the model, RONA is going ahead with a dramatic downsizing or closing of at least 20 big-box stores across the country.

Those stores, while not finalized, will likely include a number of Ontario big boxes, including many in the Greater Toronto Area and Southwestern Ontario. In addition, one store in Edmonton and one in Calgary, as well as the company’s only big box in Atlantic Canada, in Dartmouth, NS, are reportedly under consideration. Ten of these will be transformed into smaller proximity stores. The existing buildings will be partitioned, with space devoted to a proximity store and the balance turned over to new, presumably non-competing, tenants. Another 10 boxes will be replaced by 15 smaller stores in the same markets, consisting of 10 proximity stores and five smaller hardware stores.

RONA intends to continue investing in the growth of its dealers and identifies “many opportunities for regional market consolidation,” according to a release. The dealers themselves plan to invest more than $60 million in 2012, many of them expected to convert their operations to the new proximity store concept.

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TruServ affirms support for Canadian vendors

TORONTO — “We are committed to Canadian vendors,” says Bill Morrison, president of TruServ Canada. In fact, his company’s first choice is to look domestically for supply, and “90% of all our purchases are supported by Canadian vendors.”

Speaking recently to a group of vendors at a meeting here hosted by the Canadian Hardware and Housewares Manufacturers Association, Morrison pointed out that U.S. suppliers, like Orgill, will continue to come over the border and he expects that Ace will be next. In the face of this intense competition, “Canadians have to quit being so d**ed humble – we should be more willing to blow our own horn. We should be competing confidently.”

To back up this assertion, TruServ has extended a low-price guarantee to its dealer customers to match prices with any other distributor operating in Canada, whether they are domestic or not.

“The values of buying Canadian are important, but I don’t think for a minute that we don’t have to be able to compete on price and on service,” Morrison added.

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Orgill tackles new regions in Canada

ORLANDO, FL — The Orgill Dealer Market made a strong pitch to the 150 Canadian dealers that attended last month with a complete “Canadian” hardware store right on the show floor. The 4,000-square-foot model store, called “North Lake Lumber,” featured more than 12,000 SKUs that Orgill claims meet standards of packaging and language and are Canadian compliant. Many of the products were packaged under Orgill’s private-label “MintCraft” brand, while brands like Weiser and Olfa were included to reflect Canadian brand preferences.

Like the products themselves, the store was completely bilingual, reflecting Orgill’s desire to expand in francophone markets in Canada.

Ron Beal, president of Orgill, told HARDLINES that his company “is serious about Quebec.” But first, the giant Memphis-based wholesaler had to figure out distribution, product packaging, and invoicing. “We’re working to get those documents so we have everything – from invoicing to advertising – in French.”

Orgill, in partnership in Canada with Castle Building Centres Group, is also shipping to well beyond the ribbon of population that resides near the U.S. border. Companies in Northern Ontario and Northern British Columbia are getting product, and Orgill’s biggest customer, Notre Dame Agencies, is in Newfoundland. In fact, Notre Dame is the first Canadian customer to earn Orgill’s “Pinnacle Award,” which is given to dealers who reach $1 million in sales. And Beal says he expects Notre Dame Agencies to triple its purchase volumes with Orgill over the coming year.

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International retailers will get VIP treatment at Vegas show

LAS VEGAS — The organizers of the National Hardware Show have developed a special program for international buyers and retailers who plan to come to Las Vegas May 1-3.

Reed Exhibitions, the organizers of the show, have put together a travel package that includes accommodations at any official NHS hotel that includes breakfast, lunch, and dinner for a flat rate of $145 per day. Reed says you simply have to indicate which days you will stay when you register for the show, and they’ll handle hotel details.

Other features of the program include an international reception on Wednesday, May 2 on the second-floor main lobby, and featuring networking and refreshments. A buyers’ lounge is being installed in the International Sourcing area (Hall C5), which will feature free refreshments and internet access daily throughout the show.

For more information visit nationalhardwareshow.com.

INTERNATIONAL RECEPTION

• Wednesday, May 2, 5:00pm – 7:00pm
• We invite all International Retailers to this Networking Reception with free cocktails and refreshments.

(NEW Innovation Station, 2nd Floor Main Lobby)

BUYERS LOUNGE

• International Sourcing area (Hall C5)
• Tuesday, May 1, 10:00pm – 5:00pm
• Wednesday, May 2, 10:00pm – 5:00pm
• Thursday, May 3, 10:00am -3:00pm
• FREE Refreshments and Wi-Fi

COMPLIMENTARY COCKTAILS |+|AMP|+| REFRESHMENTS (Retailers Only)

• Tuesday, May 1, 3:00pm – 5:00pm Happy Hours (Tailgate & Outdoor Recreation, Silver Parking Lot)
• Wednesday, May 2, 4:30pm – 6:30pm (Annual Tailgate Party, Tailgate & Outdoor Recreation, Silver Parking Lot)
• Thursday, May 3, 9am – 10:30am BBQ Breakfast (Tailgate & Outdoor Recreation, Silver Parking Lot)

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Classifieds
______________________________________________________________________

Position: Account Executive
Location: Western Canada ( flexible depending upon location of candidate: Alberta, Saskatchewan, or Manitoba)
This position will be responsible for selling and supporting retail store level opportunities. The primary focus on targeting line extensions, expanded Plan-O-Grams, Introduction of New Products, displacing competitive activity, securing incremental opportunities and overall store level support for the provinces of Alberta, Saskatchewan and Manitoba. This position will support both Regional and Independent businesses, as well as our National Account(s), at store level(ie. Home Hardware, RONA, TimBrMart, etc).

RESPONSIBILITIES: 

• Minimum 3 yrs Sales and or Sales Related experience 
• Experience and proven ability to conduct outside sales calls 
• Must demonstrate strong communication skills both oral & written 
• Must demonstrate problem solving skills and be able to effectively resolve conflict 

QUALIFICATIONS:  

• High School Diploma required; Bachelor’s Degree preferred 
• Must be able to travel 95% of time  
• Highly organized and extremely flexible to cover 3 provinces efficiently  
• Hardware industry experience an asset 
• Must be willing to work some weekends (Trade and Consumer Shows) 
• Must possess Valid Drivers License

E-mail: laura.a.weaver@sherwin.com
No agencies, please.
We appreciate your response; however, only candidates under consideration will be contacted.

_______________________________________________________________________

Retail Support Specialist
ON, AB, MB

Positions Summary
The new created position of Retail Support Specialist is responsible for the visual merchandising of product assortments for retailers such as lumberyards, hardware stores, home centres etc., within the assigned region. The incumbent is also responsible for the implementation of new retail programs and strategies, targeting the enhancement and the strengthening of the retailer’s business model.

Qualifications

• Post-Secondary Education in Marketing or Business Administration
• 1- 3 years of retail experience preferable with a solid knowledge of merchandising
• Ability to travel within Canada up to 80% of the time is required

Additional notes:
TIM-BR MART/Chalifour Canada is an equal opportunity employer. Please take note that only the applicants selected to be offered an interview will be contacted.

Contact
Please apply by sending your current resume and, if you desire so, your particularized motivation letter to:

HR.RH@chalifourcanada.com
C/o: Human Resources Department
Please note the job title in the subject line

This posting will close on March 06, 2012, no application received after that time will be considered

_______________________________________________________________________

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
• A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. 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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February 27, 2012, Volume xviii, #9

“We have too many people who live without working, and we have altogether too many people who work without living.” —Charles R. Brown (American clergyman and orator, 1862-1950)

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RONA’s year-end beats analysts’ estimates

BOUCHERVILLE, QC — Following a year that was not kind overall to the dealers, RONA released results last week that reflected that year.

While pockets of Alberta saw a rebound in 2011 and Newfoundland continued to be strong, that was not enough to lift RONA’s year-end, especially as many other parts of the country, such as Ontario and parts of Quebec, remained soft. The end of the year saw good sales throughout the industry, thanks largely to unseasonably warm weather. That was reflected in RONA’s sales for the fourth quarter, which were up 2.4% on gross profits that fell 2.0%. Same-store sales were down 2.3% in the fourth quarter and down 3.8% in the second half.

For the year, RONA’s revenues fell by only 0.3% to $4.805 billion and gross profits were down by 1.6%.

RONA used the year-end to announce its latest initiatives for growth. They include a newly rebuilt website, designed to “help orient each different type of consumer with their renovation projects and support all our retail activities,” according to a release.

RONA continues to invest in smaller stores, as well, with no big-box expansion planned for 2012. Instead, the company has launched a new proximity store concept with an average area of 35,000 square feet, considerably smaller than the 45,000-65,000 square feet the proximity model formerly utilized. RONA expects to roll the concept out to 20% of its corporate store network. This part of RONA’s updated strategic plan is intended “to bring us closer to consumers, which means being either just a click away, or no more than 10 minutes distance from a RONA store that perfectly meets their needs,” said RONA CEO Robert Dutton in a release.

The company says it will also sell off “non-strategic assets” to the tune of $70 million for future investment purposes. These will include almost two dozen big boxes, mainly in Ontario and Western Canada, which will be either sold off or downsized to fit with the new proximity model.

That will include a reduction in size of 13 big-box stores to remake them as proximity stores, says Luc Rodier, vp retail for RONA. The remaining space in those buildings will be sub-leased, he adds. RONA will reinvent its presence in another 10 markets across the country, replacing the big-box stores there with 15 proximity stores. “But we’re not exiting any markets,” Rodier stresses.

The company also has plans to build even smaller stores. “The final step in the plan is to deploy 10 satellite stores, ranging from five to 15,000 square feet, especially in urban markets. They are all going to be existing buildings converted into hardware stores.

“It’s all about getting closer to the Canadian consumer,” Rodier says.

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Home Depot reports positive year-end results

ATLANTA — The Home Depot reported sales of $16.0 billion for the fourth quarter of fiscal 2011, a 5.9% increase from the fourth quarter of fiscal 2010. Same-store sales for the quarter were up 5.7%, with same-store sales for U.S. stores positive 6.1%.

Net earnings for the fourth quarter climbed to $774 million, or $0.50 per diluted share, compared with net earnings of $587 million, or $0.36 per diluted share, in the same period of fiscal 2010. For the fourth quarter, diluted earnings per share increased 38.9% from the prior year.

Sales for the year grew 3.5% to $70.4 billion, with same-store sales for the year up 3.4%, and same-store sales for U.S. stores positive 3.0%. Earnings per diluted share in fiscal 2011 were $2.47, compared with $2.01 per diluted share in fiscal 2010, an increase of 22.9%.

In a conference call to analysts, Home Depot executives noted that president and CEO Frank Blake said that Home Depot is forecasting 4% growth enterprise-wide in fiscal 2012. The year will have a 53rd week and can typically account for a full 1% of that increase.

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Target Canada will bring strong branding, online sales

TORONTO — “Probably, if there’s one thing that’s different about Target compared with Walmart, it’s that Target is about fashion marketing. They are very much about creating a market for the products they sell.”

This was just one of many insights into the inner workings of the next big competitor to enter Canada’s heated retail arena provided by David Marcotte, senior vice-president of retail insights, Americas at Kantar Retail. He spoke Feb. 15 at a “Target Preparedness Workshop” put on by HARDLINES. The room was filled with vendors and retailers keen to learn more about the giant Minneapolis-based mass merchant that will open as many as 135 stores in 2013 alone.

Unlike Walmart, against which Canuck retailers have been battling for 17 years, Target, said Marcotte, looks for unique products that provide it with room for more margin vs. competing retail assortments. But it also provides Target with something different to promote and create demand around, making it proactive in taking its products to market.

It creates that demand by carefully tracking the buying habits and demographics of its customers (“guests”) in order to better anticipate which products to attract them with.

The Workshop opened with insights from Ed Strapagiel, executive evp at Kubas Primedia. “What does Target sell?” he asked rhetorically. “Almost everything.” Like Marcotte, Strapagiel emphasized the growing importance of Target’s online sales, even if Target’s site still lacks the sophistication and user-friendliness of many other sites. “I know many people think that, if it’s online only, it doesn’t count. But just wait about five years. I expect that 20% of retail sales will be online,” said Strapagiel.

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RDTS takes store service model to Europe

LAVAL, QC — RDTS, the merchandising service and in-store support company based here, has created a partnership with the Bricomarché group in France. RDTS will supervise the implementation of its “Imagine” merchandising service program for the Bricomarché home improvement stores in October 2012.

RDTS’s Imagine business model offers a dedicated service team to execute marketing directives and standardize programs through the store network for large retail chain stores and their suppliers. RDTS is already the service provider of choice for RONA in more than 600 of its locations across Canada. The success of the program allows the company now to export its merchandising service concept to France. From there, says RDTS president Robert Di Tomasso, he expects the company’s services to spread eventually to other countries within the European Union.

Bricomarché is a chain of stores specialized in distribution of DIY materials, decoration, and gardening. It has 530 outlets across France as well as stores throughout Europe.

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True Value outlines 2012 strategy

ORLANDO, FL — At the opening session of the True Value Spring Buying Market, held Feb. 17-22 in., president and CEO Lyle Heidemann made it clear the True Value Company was optimistic about the future and offered members several ways to help grow their businesses in the coming year.

The show came just days before the co-op released its annual results, which reported revenue of $1.87 billion, an increase of 3.4% over 2010. Same-store sales were up 4.7%. Earnings, however, fell 0.7% to $60.3 million.

Much of the growth will come from the company’s Destination True Value (DTV) store format.

“We now have over three million square feet of DTV completed and anticipate another million square feet this year. We plan on completing between 70 and 80 DTV remodels this year, and we’re already well on our way to achieving that goal,” said Heidemann.

He also noted that the company has made an increased effort to make the DTV format accessible to smaller stores, which will help increase the number of retailer stores using the DTV format.

Heidemann says he also lamented the fact that there seem to be fewer independent hardware stores in the market today. To help reverse that trend and to build the company’s market share, he announced a new initiative to aid both new business owners who want to open a hardware store and existing True Value members who want to add an additional location.

“We will now offer a 10-year equity loan at our interest rate and a 100% free opening stock order, based on our DTV planogram assortments and recommended inventory levels. This would cut the cost of opening a new store by as much as 60%, he added.

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______________________________________________________________________

Classifieds
______________________________________________________________________

Retail Support Specialist
ON, AB, MB

Positions Summary
The new created position of Retail Support Specialist is responsible for the visual merchandising of product assortments for retailers such as lumberyards, hardware stores, home centres etc., within the assigned region. The incumbent is also responsible for the implementation of new retail programs and strategies, targeting the enhancement and the strengthening of the retailer’s business model.

Qualifications

• Post-Secondary Education in Marketing or Business Administration
• 1- 3 years of retail experience preferable with a solid knowledge of merchandising
• Ability to travel within Canada up to 80% of the time is required

Additional notes:
TIM-BR MART/Chalifour Canada is an equal opportunity employer. Please take note that only the applicants selected to be offered an interview will be contacted.

Contact
Please apply by sending your current resume and, if you desire so, your particularized motivation letter to:

HR.RH@chalifourcanada.com
C/o: Human Resources Department
Please note the job title in the subject line

This posting will close on March 06, 2012, no application received after that time will be considered

_______________________________________________________________________

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
• A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. 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

Want more reading?

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February 20, 2012, Volume xviii, #8

“There is no such thing as ‘hard sell’ and ‘soft sell.’ There is only ‘smart sell’ and ‘stupid sell.’” —Charles Brower (American advertising executive and author, 1901-1984)

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Canadian Tire stores up 2% for year-end 2011

TORONTO — Canadian Tire Corp. reported fourth-quarter consolidated revenues of $3.1 billion, up 21.1% over the fourth quarter of 2010. The increase reflects the acquisition of Forzani Group, now called the FGL Sports division. But the company also reported higher retail revenues across all banners.

For the year, consolidated revenues totalled $10.4 billion, up a healthy 12.7% from 2010, again as a result of FGL Sports and increased revenues from existing businesses. Consolidated retail sales rose 21.0% in the quarter to $3.7 billion, 12.3% to $11.6 billion for the year.

Sales at Canadian Tire Retail increased by 2.7% in the quarter and by 2.0% for the year. Quarterly same-store sales rose 1.8% and were up 1.1% for the year.

CTR enjoyed good sales in its Living, Fixing, and Playing categories, including kitchen, home organization, paint, and tools. Sales of winter tires, light automotive parts, and outdoor tools suffered from the warm winter weather in the fourth quarter. While automotive sales were down slightly in the quarter, the category recorded positive growth for the full year.

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Walter Hachborn recovering after fall

ST. JABOBS, ON — Walter Hachborn, co-founder and president emeritus of Home Hardware Stores Ltd., is home recovering from a fall that left him with an injured back.

Showing the same determination that made him, to many, the father of independent dealers in Canada, Hachborn, at age 90, was repairing a deck at his vacation home in the Bahamas when the structure gave way and he dropped several feet to the ground.

He was airlifted to a hospital in Nassau, where a couple of fractures in his back were treated. He was later flown back to Canada and is now recovering at home.

Hachborn began his career as a stock boy in a hardware store in 1938. In 1964, along with Henry Sittler, he founded Home Hardware, creating the first co-op for hardware dealers in this country. He stepped down as president in 2010, and the company is now headed up by Paul Straus, president and CEO.

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Housing market expected to remain flat

OTTAWA — Housing markets are expected to remain steady in 2012 and 2013, according to CMHC’s first-quarter Housing Market Outlook. With only moderate expansion of the Canadian economy forecast for 2012, mortgage rates are expected to remain low and both new home construction and existing home sales will stay close to 2011 levels, says CMHC.

Housing starts will be in the range of 164,000 to 212,700 units in 2012, with a point forecast of 190,000 units. In 2013, housing starts will be in the range of 168,900 to 219,300 units, with a point forecast of 193,800 units.

Existing home sales will be in the range of 406,000 to 504,500 units in 2012, with a point forecast of 457,300 units. In 2013, MLS sales are expected to move up in the range of 417,600 to 517,400 units, with a point forecast of 468,200 units.

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Canadian Tire money goes plastic!

HALIFAX ― Canadian Tire is will begin testing a loyalty program here that may spell the end of its famous Canadian Tire money.

Beginning Feb. 24, the company will introduce the Canadian Tire money “Advantage” program, which offers members the option to collect points electronically with a new loyalty card or key chain fob – instead of the paper money. Rewards can be redeemed for products in-store or donated to Canadian Tire Jumpstart or other eligible community groups. Customers not participating in the program can still collect paper money as it has existed for 54 years. The pilot program will be available initially only in Nova Scotia’s 21 Canadian Tire stores and eight gas bars.

The evolution away from paper money is a response to customer research that indicated many consumers wanted a more convenient, electronic option for collecting Canadian Tire money, even as some Canadians continue to value the paper money. According to a release, Canadian Tire’s new program “provides customers with the best of both worlds.”

To reassure those traditional customers, Canadian Tire even promises a new release of Canadian Tire money later this year. “Eighty percent of Canadians visit a Canadian Tire store each year,” said Rob Shields, senior vice-president, marketing at Canadian Tire. “We value our customers’ loyalty and the Canadian Tire money Advantage program gives us one more way that we can be loyal to them.”

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Sears offers lower prices on 5,000 products

TORONTO — Under new leadership, Sears Canada Inc. has made its first move to recreate itself. It has announced it will lower prices on more than 5,000 items.

“Our customers are demanding great value every day of the week,” said Calvin McDonald, president and CEO of Sears Canada, in a release.  “We also know Canadians love sales, and Sears will continue to offer sale prices and time-limited special promotions that will surprise and delight customers,” he added.

The company itself admits this is part of a major transformation being undertaken. It laid off 70 people before Christmas and another 400 early this year.

In addition to the lower prices and ongoing promotions, Sears is introducing weekly specially-priced must-have “Wow” items. It claims that in-store merchandising will align more directly to what is promoted in the flyers.

New signing has been introduced to help Sears customers find key items, while last week’s flyer included an introductory message from McDonald, who joined Sears Canada in June of last year, coming over from Loblaw Cos. The flyer also included a selection of lower-priced products that reflect the new pricing initiative.

“We invite Canadians coast to coast to come in and see the difference,” said McDonald. “We believe they’ll be pleasantly impressed.”

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______________________________________________________________________

Classifieds
______________________________________________________________________

Hitachi Power Tools is seeking an Account Executive for the Maritimes provinces.

The successful candidate will possess:

• at least 3 years experience in a territory sales role
•   strong organizational skills with ability to plan and manage a territory
•    strong communication and presentation skills
• ability to work both independently and as part of a team, be a self-starter
• knowledge of trades (ie. Construction, electrical, woodworking, etc.) an asset
•   ability to lift product weighing max 65lbs
• a clean driving record and a valid driver’s license

Please visit our website at www.hitachipowertools.ca/en/CompProfile/Careers for more details. If interested please forward your resume and cover letter to melissaf@hitachi-powertools.com. No phone calls please.

We thank all applicants, however only those selected for an interview will be contacted.

______________________________________________________________________

SPG International Ltd, part of the Geelong Sales Company, is a manufacturer of metal toolboxes and industrial storage systems.  Located in Drummondville, QC we have been manufacturing tool storage solutions since 1960.  We have an immediate opening for a:

USA NATIONAL SALES MANAGER

POSITION SUMMARY:

Reporting directly to our Vice President of Sales & Marketing your main tasks will be to:

• Grow sales in the US market, specifically the Automotive, Industrial and Tier 2 retail sectors;
• Focus resources and energy into opening up new markets and accounts.
• Be responsible for achieving sales objectives, and profit objectives for your assigned accounts
• Contact and service your customers on a regular basis and effectively assess and understand their needs;
• Maintain and improve our customer satisfaction levels;
• Develop and coordinate a network of manufacturer agents throughout the US
• Regular sales analysis of account base, providing clear and decisive plans for account and market growth
  • Participate in solution development and follow-up;
  • Participate in sales budgeting and marketing planning;
• Identify market trends and implement sales initiatives;
• Provide sales support which includes sales calls, sales & marketing planning;
• Organize and attend industry trade shows and conferences;
• You will work from a home office; candidate must have a designated area to conduct business – file records, etc.

QUALIFICATIONS:

• Relevant academic training. Minimum of College degree;
• 5 years experience performing similar duties;
• Proven track record in the aforementioned market sectors
• Possess strong presentation and communication skills;
• Must be available to travel up to 50% of the time;
• Strong practical knowledge of Office software;
• Self motivated and energetic, people oriented and a team player;
• Be able to set sales goals and objectives;

If you’re interested please send us your résumé with reference number: 01-012:

SPG International Ltd
Human Resources department
4275, St-Joseph blvd, Drummondville (Québec) J2B 1T8
Fax : (819) 477-0705, Email : rh@spg-toolbox.com

_______________________________________________________________________

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
• A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. 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

Want more reading?

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February 13, 2012, Volume xviii, #7

“The telephone is a good way to talk to people
without having to offer them a drink.” 
—Fran Lebowitz (American author and humorist, 1950- )

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Orgill show features “Canadian” model store

ORLANDO — At 700,000 square feet, the latest dealer market by Orgill was the U.S. hardware wholesaler’s biggest to date. But the section of the show that garnered the most attention from the Canadian dealers who attended was a 4,000-square-foot Canadian model store right on the show floor.

“North Lake Lumber” featured about 12,000 SKUs, all of them, according to Orgill president Ron Beal, Canadian compliant. Those products featured trilingual (English, French, and Spanish) packaging, while the store signage and fixtures were in both English and French. “This is for a lumber and hardware-type dealer. All the categories are covered,” said Beal.

Orgill has spent the last three years testing, and expanding, its sales to Canadian dealers. A landmark partnership with Castle Building Centres has proved pivotal to establishing both credibility and critical mass for Orgill’s efforts here. (Of the 150 dealers from Canada attending the show in Orlando, at least 125 of them were Castle dealers.)

Beal was especially proud of the way the Canadian assortments have been rounded out and filled in with specialty items that are typical of, or distinct to, Canadian store shelves. He pointed out the addition of Rust-Oleum and TremClad to Orgill’s Valspar paint line, calling it “a microcosm of what we are doing in every category through the store. And it shows our commitment,” he added.

Orgill claims to now have 50,000 SKUs that are Canadian compliant.

For Castle president Ken Jenkins, this evolution of Orgill’s commitment to Canada fits well with the needs of his dealers – and of independents in general up here. “This is without a doubt an important step for Orgill. And this is a home run for Canadian independents,” he said.

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Kent is on the expansion track

SAINT JOHN, NB — Kent continues to add stores in Atlantic Canada, with both new sites and acquisitions.

Its latest takeover target was a yard in St. André, NB that has been, in recent years, both a Home Hardware and a BMR. It’s typical of the smaller stores that Kent has been focusing on of late, after years focusing on locations ranging from 45,000-65,000 square feet. (The acquisition last year of Nauss in Bridgewater, NB is just 7,000 square feet).

Kent is reportedly on the acquisition trail, looking for going concerns that can maintain sales through a banner conversion. However, it continues to build new stores of its own, as well. Another store in New Brunswick, in Riverview, as well as a store being built in a new power centre in Conception Bay South, NL, are both expected to open around April 1.

Kent now has 35 stores in Atlantic Canada, including seven big boxes.

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Contractors going mobile to make purchases

Contractors and other trade professionals are relying on mobile technology, like smartphones, tablets, and laptops, to make more purchase decisions, according to research released by Eric Mower + Associates Group B2B.

Fifty percent of contractors use a smartphone to help with their decision-making, while 49% use a laptop to access the web. Another 21% used an iPad or other tablet while on the job site. This suggests that more product research is being conducted online from the jobsite rather than behind a desk or in a store.

“With so many professional contractors accessing the web from the jobsite, brands need to be sure their websites are mobile-, video- and app-ready,” says John O’Hara, partner and leader of EMA’s Contractor Insight specialty. “Brands need to think beyond search—even if prospective customers find a manufacturer’s website, will they be able to see it on their phones or watch videos to see how the products work?”

The survey found that 91% of contractors use websites to assist in purchase decisions and the majority (88%) said manufacturer websites are the best sources for brand and product information. Another 70% said that product demonstration videos are important.

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Social media and your retail business

Neil Bearse, social media expert from the Queen’s University School of Business, addressed the pros and cons of social media marketing during the Hardlines Conference, held last fall in Toronto. He talked about the extent to which big corporations are monitoring those Twitter conversations with dedicated staff, or, in some cases, specialized “web reputation” agencies.

Bearse offered some real-life Twitter examples. A student tweeted to his friends that he had just dropped their collective Friday night case of beer on the ground, trying to put it in his trunk, and they were going to have to buy some more. “Hey, I just read about your broken case,” replied an eager Twitter monitor working for the Moosehead beer custom service department.

The company rep was able to arrange a replacement case of beer, at no charge, within minutes. The reputation of the Moosehead brand got a Twitter-sphere jolt of love with a key target audience.

(The full article appears in our latest edition of HHIQ magazine, which has just been mailed to independent dealers across the country! —Editor)

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Retailers face online price shoppers

NEW YORK — Retailers are facing tougher competition from online sites, as customers come into their stores to investigate a product, then look it up online on the spot. They often end up buying it cheaper from Amazon.ca or Overstock.com. The phenomenon has been coined “showrooming,” and even the big boxes and mass merchants are having trouble competing with online retail sites, according to an MSNBC report.

In an attempt to ward off online price shoppers, Target has asked its vendors to create Target-exclusive products. However, experts say that there really isn’t much that even big retailers can do to counteract this new trend.

“The bottom line is that the more commoditized the product is, the more people are going to look for the cheapest price,” Morningstar analyst Michael Keara says in the report. “If there’s a significant price difference [among retailers] and you’re using it on a regular basis, you’re going to go to Amazon.”

Analysts say that other mass merchants will likely follow suit and work to increase the number of exclusive products in their stores and ramp up their shopper loyalty programs.

During November and December of last year, consumers spent $37.2 billion online, up 15% over the same time a year ago.

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Increased U.S. competition for Canadians: Ernst & Young

TORONTO — Canadian retailers will have no time to enjoy the post-holiday season, as 2011 challenges spill into 2012. Retailers face numerous challenges, including an influx of foreign competitors, weak consumer sentiment, and decreased consumer buying power, says Ernst & Young.

Retailers will also need to contend with the ripple effects of new U.S. competition in the Canadian market. As Canadian retailers continue to reel from the entrance of numerous U.S. companies in 2010 and 2011, they’ll need to focus on differentiating themselves. We’re likely to see more patriotic “buy Canadian” marketing in the year ahead.

“In 2011, Black Friday and Cyber Monday events were much more common among Canadian retailers, demonstrating the impact of US marketing in Canada,” says Daniel Baer, Ernst & Young Partner and National Retail Industry Leader.

“Expect Canadian retailers to emulate their U.S. brethren in 2012, particularly through the adoption of social media, more aggressive online strategies, and international expansion.”

What’s more, many Canadian retailers will look beyond the country for growth opportunities. Baer explains: “a number of Canadian retailers have been very successful in the US and in other countries around the world, and these success stories will be examples to other Canadian retailers looking for a competitive advantage.”

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______________________________________________________________________

Classifieds
______________________________________________________________________

Hitachi Power Tools is seeking an Account Executive for the Maritimes provinces.

The successful candidate will possess:

• at least 3 years experience in a territory sales role
•   strong organizational skills with ability to plan and manage a territory
•    strong communication and presentation skills
• ability to work both independently and as part of a team, be a self-starter
• knowledge of trades (ie. Construction, electrical, woodworking, etc.) an asset
•   ability to lift product weighing max 65lbs
• a clean driving record and a valid driver’s license

Please visit our website at www.hitachipowertools.ca/en/CompProfile/Careers for more details. If interested please forward your resume and cover letter to melissaf@hitachi-powertools.com. No phone calls please.

We thank all applicants, however only those selected for an interview will be contacted.

______________________________________________________________________

SPG International Ltd, part of the Geelong Sales Company, is a manufacturer of metal toolboxes and industrial storage systems.  Located in Drummondville, QC we have been manufacturing tool storage solutions since 1960.  We have an immediate opening for a:

USA NATIONAL SALES MANAGER

POSITION SUMMARY:

Reporting directly to our Vice President of Sales & Marketing your main tasks will be to:

• Grow sales in the US market, specifically the Automotive, Industrial and Tier 2 retail sectors;
• Focus resources and energy into opening up new markets and accounts.
• Be responsible for achieving sales objectives, and profit objectives for your assigned accounts
• Contact and service your customers on a regular basis and effectively assess and understand their needs;
• Maintain and improve our customer satisfaction levels;
• Develop and coordinate a network of manufacturer agents throughout the US
• Regular sales analysis of account base, providing clear and decisive plans for account and market growth
  • Participate in solution development and follow-up;
  • Participate in sales budgeting and marketing planning;
• Identify market trends and implement sales initiatives;
• Provide sales support which includes sales calls, sales & marketing planning;
• Organize and attend industry trade shows and conferences;
• You will work from a home office; candidate must have a designated area to conduct business – file records, etc.

QUALIFICATIONS:

• Relevant academic training. Minimum of College degree;
• 5 years experience performing similar duties;
• Proven track record in the aforementioned market sectors
• Possess strong presentation and communication skills;
• Must be available to travel up to 50% of the time;
• Strong practical knowledge of Office software;
• Self motivated and energetic, people oriented and a team player;
• Be able to set sales goals and objectives;

If you’re interested please send us your résumé with reference number: 01-012:

SPG International Ltd
Human Resources department
4275, St-Joseph blvd, Drummondville (Québec) J2B 1T8
Fax : (819) 477-0705, Email : rh@spg-toolbox.com

_______________________________________________________________________

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
• A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. 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

Connect with us!

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February 6, 2012, Volume xviii, #6

“Fortune smiles on the audacious.” 
—Virgil (Roman poet, 70 BC-19 BC)

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______________________________________________________________________

TruServ one year later: Morrison gives update

TORONTO — Besides offering what he refers to as state-of-the-art logistics, TruServ Canada president Bill Morrison says his company can deliver a first-class retail model for independents in the form of the TRU banner, which replaces True Value in the Canadian marketplace. Morrison spokerecently to members of the Canadian Hardware and Housewares Manufacturers Association, who got an update on the evolution of TruServ one year after being taken over by RONA inc.

He started by giving some numbers: TruServ had 135 new customers last year, consisting of 118 hardware independents, seven farm and agro dealers, and 10 general merchandise stores. In addition, the company is now also supplying 322 independent RONA stores. TruServ now supplies 725 independents across the country, he noted.

The TRU banner for building centres has been tested in four locations, Morrison said, and is getting a wider rollout right now. It relies on the best practices developed by other RONA building centres, including Dick’s Lumber in Burnaby, BC and Coupal in the Montreal area.

Other accomplishments in the first year under RONA: a new marketing strategy that includes new flyers, a new website for TRU, and advertising to support the banner.

Morrison explained how the mix of products from TruServ helps round out the offerings of many RONA dealers. TruServ can supply a wider range of products suited for smaller stores, such as cleaning products and seasonal items, which has been well received by independent RONA dealers. His company can do that, he stressed, because it now offers a 95% fill rate coupled with 95% on-time delivery. “And we’ve reduced prices on 1,300 of our best-selling SKUs.”

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Buying strong at WRLA show despite cold snap

SASKATOON — Despite temperatures that dropped to almost -40 degrees here, the Prairieland Showcase recently drew more than 1,200 people from more than 400 stores across Western Canada – plus 12 from Ontario, 17 from the U.S., and two from down east. The range of dealers who attended, coupled with the amount of purchases made, helped keep this show in the front ranks of Canadian buying shows for another year.

The show, put on by the Western Retail Lumber Association, featured 266 exhibiting companies in 630 booth spaces – including about 40 first-time exhibitors.

Entertainment and networking played an important role in the show again this year, with Colin James performing at the Gala event and a double-header of April Wine and Lover Boy playing during the Closing Night Party. The Gala was also the scene for the presentation of the Industry Achievement Award, which went to Ernie Penner of E.G. Penner Building Centre in Steinbach, MB.

Awards were presented for product innovation, as well, at the show. First place for best new Canadian product went to Techniseal for its Carbopoxy garage floor sealer. Runner up was Alu Rexfor its Clip’N Guard eavestrough protector. Goodfellow won first prize for the best new imported product for its Abaco Decking. Runner up was Stanley Black & Decker for its Hardware.

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RONA rolls out trade shows for contractors

CALGARY — RONA is hosting a series of 17 commercial “trade fairs” for its pro customers this spring. The program begins in Kamloops, BC on Feb. 16 and ends in Saint John’s, NF on May 1. It’s designed to appeal to contractors, builders, tradespeople, and property managers, featuring “the very latest home renovation goods and services.”

According to Bob Ulrich, who manages the program from RONA’s Calgary office, in conjunction with RONA’s commercial marketing team, the program has been growing steadily and gaining in popularity in recent years. The events feature professional emcees and lots of food stations throughout the halls.

“Last year, we did nine of these in the West and had just under 6,000 people attend, so this year we decided to do them across the country.” He says the company expects 16,000 to attend the invitation-only fairs this spring.

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______________________________________________________________________

TruServ readies for spring market

WINNIPEG — TruServ Canada will hold its Spring National Buying Market April 14-16 at the Winnipeg Convention Centre. The event will feature products and services from more than 400 manufacturers, including a wide selection of the seasonal products and specials on everyday products.

The Market will kick off with a “Customer & Partner Welcome” on April 14; Olympic gold skeleton racer Jon Montgomery will be the featured speaker. The main show floor will open April 15 and highlight the upcoming fall and winter seasonal categories such as Christmas décor and toys.

The market is expected to attract independent dealers from within the ranks of some 725 TruServ customers across Canada.

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Target makes deal with Fairweather over Target brand

TORONTO — Target has reached an agreement with Fairweather Ltd., International Clothiers Inc. and Les Ailes de la Mode inc. for the naming and branding rights in Canada. Under the agreement, Fairweather and Les Ailes have agreed to cease use of the Target mark by Jan. 31, 2013. This agreement is designed to eliminate potential confusion among Canadian consumers about what Target stands for. No additional details of the agreement will be disclosed.

The deal comes exactly one year after Fairweather filed a lawsuit against Target. Fairweather sought up to $250 million in copyright infringement damages and attempted to block Target’s use of the brand in Canada. Fairweather had been operating “Target Apparel” stores in Canada since 2005.

Target’s first Canadian stores are scheduled to open in March or April of 2013. (Are you ready? Click here to join our Target Boot Camp on Feb. 15)

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______________________________________________________________________

Classifieds
______________________________________________________________________

Hitachi Power Tools is seeking an Account Executive for the Maritimes provinces.

The successful candidate will possess:

• at least 3 years experience in a territory sales role
•   strong organizational skills with ability to plan and manage a territory
•    strong communication and presentation skills
• ability to work both independently and as part of a team, be a self-starter
• knowledge of trades (ie. Construction, electrical, woodworking, etc.) an asset
•   ability to lift product weighing max 65lbs
• a clean driving record and a valid driver’s license

Please visit our website at www.hitachipowertools.ca/en/CompProfile/Careers for more details. If interested please forward your resume and cover letter to melissaf@hitachi-powertools.com. No phone calls please.

We thank all applicants, however only those selected for an interview will be contacted.

______________________________________________________________________

SPG International Ltd, part of the Geelong Sales Company, is a manufacturer of metal toolboxes and industrial storage systems.  Located in Drummondville, QC we have been manufacturing tool storage solutions since 1960.  We have an immediate opening for a:

USA NATIONAL SALES MANAGER

POSITION SUMMARY:

Reporting directly to our Vice President of Sales & Marketing your main tasks will be to:

• Grow sales in the US market, specifically the Automotive, Industrial and Tier 2 retail sectors;
• Focus resources and energy into opening up new markets and accounts.
• Be responsible for achieving sales objectives, and profit objectives for your assigned accounts
• Contact and service your customers on a regular basis and effectively assess and understand their needs;
• Maintain and improve our customer satisfaction levels;
• Develop and coordinate a network of manufacturer agents throughout the US
• Regular sales analysis of account base, providing clear and decisive plans for account and market growth
  • Participate in solution development and follow-up;
  • Participate in sales budgeting and marketing planning;
• Identify market trends and implement sales initiatives;
• Provide sales support which includes sales calls, sales & marketing planning;
• Organize and attend industry trade shows and conferences;
• You will work from a home office; candidate must have a designated area to conduct business – file records, etc.

QUALIFICATIONS:

• Relevant academic training. Minimum of College degree;
• 5 years experience performing similar duties;
• Proven track record in the aforementioned market sectors
• Possess strong presentation and communication skills;
• Must be available to travel up to 50% of the time;
• Strong practical knowledge of Office software;
• Self motivated and energetic, people oriented and a team player;
• Be able to set sales goals and objectives;

If you’re interested please send us your résumé with reference number: 01-012:

SPG International Ltd
Human Resources department
4275, St-Joseph blvd, Drummondville (Québec) J2B 1T8
Fax : (819) 477-0705, Email : rh@spg-toolbox.com

_______________________________________________________________________

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
• A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. 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

Connect with us!

back to top

January 30, 2012, Volume xviii, #5

“It is wonderful to feel the grandness of Canada in the raw, not because she is Canada but because she’s something sublime that you were born into, some great rugged power that you are a part of.” 
—Emily Carr (Canadian post-impressionist artist, 1871-1945)

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______________________________________________________________________

Sexton introduces merchandising program at WRLA show

SASKATOON — At the latest Prairie showcase here, Sexton Group introduced a staged merchandising concept. In a private room adjacent to the show floor, the Winnipeg-based buying group featured a fully realized 800-square-foot front-end concept for its independent member-dealers.

The merchandising program, developed by the Brampton, ON-based store merchandising and design company BMF, has been developed to help dealers expand their front ends more effectively. And it proved to be popular with dealers at the buying show, which was hosted by the Western Retail Lumber Association and drew a strong turnout of dealers from across the West. The Sexton team dealt with a steady stream of visitors, many of whom requested all or part of the program on the spot.

“It really crystallizes a vision for Sexton Group for hardlines for most of its membership, which is first of all focused on that which supports building materials and contractor trade. We wanted to demonstrate that variety of product in one place at one time,” said Steve Buckle, vice-president and general manager of Sexton Group. “Second, you don’t need a huge amount of retail space to show these products successfully. And third, our dealers’ brand, which we believe is the number-one brand and should be supported in their local markets, can be shown very, very professionally with the signage packages that we’ve shown here today.”

The store program featured a range of hardware products, merchandised on space-saving slider racking, endcaps, and self-replenishing racking for everything from paint rollers to ABS pipe.

“The dealer reaction has been very positive and I think they’ve been waiting for us to show them the whole thing in one place at one time,” Buckle added.

(Click here to take a video tour of the new Sexton program on Hardlines TV!)

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Chalifour to open retail development centre

LONDON , ON — With the consolidation of more of its operations into its London facility (see last week’s edition —Editor), Chalifour Canada Ltd. has revealed it will build an 8,500-square-foot “Retail Development Centre” right in the warehouse.

The RDC will be, in effect, a model store that will feature product displays and merchandising as they would appear in an actual store, with all signage and shelving, including a checkout counter. Chalifour’s merchandising team and category managers will work with vendors to create new retail concepts, and test planograms and merchandising strategies. Dealers will have the opportunity to use the model store to view new programs and to get trained in new strategies. The RDC will also be the site of focus group sessions.

The RDC teams will utilize the talents of students enrolled in the retail training programs of local community colleges. The project is expected to be completed by the end of the second quarter.

Chalifour Canada is a hardware and building materials distribution company owned by TIM-BR MARTS Ltd. It serves independents in every province and territory from five warehouses and offices in British Columbia, Ontario, and Quebec.

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Canadians prepare to attend Cologne Fair

COLOGNE , Germany — “Rock your business” is the theme of this year’s International Hardware Fair, being held here March 4-7. The world’s largest marketplace for hardware attracts suppliers from Germany and around the world.

An increased number of Canadians have expressed interest in attending this year’s show, which is held biannually in this city in Northern Germany. Vendors and retailers alike have been in touch with the HARDLINES World Headquarters to inquire about the show, which has historically been a valuable source for new products, plus merchandising and packaging ideas.

In addition, Canucks abroad will have the opportunity to join a tour of DIY and home improvement stores in the area. And, as in years past, HARDLINES will host its Canada Night International Reception for buyers and vendors around the world, sponsored by Koelnmesse, the company that owns the show.

For more information about attending the Cologne International Hardware Fair and the Canada Night Reception, contact Beverly Allen; 416-489-3396.

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Ace dealer promotes “Shop Local” movement

TORONTO — Gina Schaefer is the owner of seven Ace Hardware stores in Washington, DC, Baltimore, and Takoma Park, MD. With her emphasis on local neighbourhoods, she has capitalized on the growing “shop local” trend. She shared her urban hardware secrets with Canadian retailers and vendors at the 16th Annual Hardlines Conference last fall.

In 2003, wearying of her high-tech job, Schaefer told her husband and business partner, Marc Friedman, that she wanted to quit the corporate world and open a hardware store in Logan Circle, their residential neighbourhood in northwest Washington. “He asked me if I was on crack,” Schaefer recalls.

Schaefer’s unique selling proposition is a simple one: “Convenience is what we sell,” she explains. “People don’t want to drive 15 to 20 minutes to buy a gallon of milk in [American big box grocery chain] Wegmans.”

Schaefer urges city hardware store operators in Canada to get involved with their neighbourhood’s shop local movement (or to start one). Newsletters, publicity and events can be orchestrated with other merchants.

(The full article appears in our latest edition of HHIQ magazine, which is in the mail to dealers across the country right now! —your ever-helpful Editor)  

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Retailers face tough year ahead: Ernst & Young

TORONTO — Canadian retailers will have no time to enjoy the post-holiday season, as 2011 challenges spill into 2012. Retailers face numerous challenges, including an influx of foreign competitors, weak consumer sentiment, and decreased consumer buying power, says Ernst & Young.

“National holiday sales to date increased approximately 2% in 2011, in line with expectations,” says Daniel Baer, Ernst & Young Partner and National Retail Industry Leader. “Consumers will continue to focus squarely on price in 2012. Retail sales are expected to rise marginally.”

Meanwhile, higher gas prices, taxes and costs for groceries and certain manufactured goods will further erode buying power and combine to squeeze retailers’ bottom lines.

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Classifieds
______________________________________________________________________

Hitachi Power Tools is seeking an Account Executive for the Maritimes provinces.

The successful candidate will possess:

• at least 3 years experience in a territory sales role
•   strong organizational skills with ability to plan and manage a territory
•    strong communication and presentation skills
• ability to work both independently and as part of a team, be a self-starter
• knowledge of trades (ie. Construction, electrical, woodworking, etc.) an asset
•   ability to lift product weighing max 65lbs
• a clean driving record and a valid driver’s license

Please visit our website at www.hitachipowertools.ca/en/CompProfile/Careers for more details. If interested please forward your resume and cover letter to melissaf@hitachi-powertools.com. No phone calls please.

We thank all applicants, however only those selected for an interview will be contacted.

______________________________________________________________________

SPG International Ltd, part of the Geelong Sales Company, is a manufacturer of metal toolboxes and industrial storage systems.  Located in Drummondville, QC we have been manufacturing tool storage solutions since 1960.  We have an immediate opening for a:

USA NATIONAL SALES MANAGER

POSITION SUMMARY:

Reporting directly to our Vice President of Sales & Marketing your main tasks will be to:

• Grow sales in the US market, specifically the Automotive, Industrial and Tier 2 retail sectors;
• Focus resources and energy into opening up new markets and accounts.
• Be responsible for achieving sales objectives, and profit objectives for your assigned accounts
• Contact and service your customers on a regular basis and effectively assess and understand their needs;
• Maintain and improve our customer satisfaction levels;
• Develop and coordinate a network of manufacturer agents throughout the US
• Regular sales analysis of account base, providing clear and decisive plans for account and market growth
  • Participate in solution development and follow-up;
  • Participate in sales budgeting and marketing planning;
• Identify market trends and implement sales initiatives;
• Provide sales support which includes sales calls, sales & marketing planning;
• Organize and attend industry trade shows and conferences;
• You will work from a home office; candidate must have a designated area to conduct business – file records, etc.

QUALIFICATIONS:

• Relevant academic training. Minimum of College degree;
• 5 years experience performing similar duties;
• Proven track record in the aforementioned market sectors
• Possess strong presentation and communication skills;
• Must be available to travel up to 50% of the time;
• Strong practical knowledge of Office software;
• Self motivated and energetic, people oriented and a team player;
• Be able to set sales goals and objectives;

If you’re interested please send us your résumé with reference number: 01-012:

SPG International Ltd
Human Resources department
4275, St-Joseph blvd, Drummondville (Québec) J2B 1T8
Fax : (819) 477-0705, Email : rh@spg-toolbox.com

______________________________________________________________________

This well established Canadian entrepreneurial firm has weathered the storms of what retail suppliers have suffered and come out the better for it. With a national presence and representing top brands in a variety of categories, they’ve analyzed their bench strength and identified the need to add a key Toronto-based sales leader to their management team.

Reporting to the President, the National Sales Director will both develop and execute the company’s business strategy with P&L responsibility which includes:

• Talent assessment, identifying development opportunities while providing leadership to the national sales team and their managers in identifying and implementing sales and marketing strategies
• P&L responsibility including sales budgeting, forecasting and development of a strategic plan to improve efficiencies, increase sales and profitability and ultimately delight the customer
• Collaborate on expanding sales channel distribution and both develop and deploy for national market expansion
• Developing a customer feedback system to allow two-way interaction, satisfaction measurement and opportunities for improvement
• Market analysis to identify underperforming products/categories to aid in focusing on profitable lines and products
• Regular analysis of profitability, sales team performance, issues and forecasts

You’ve not only run a national sales organization but analyzed a team and put successful structure into place. Your experience includes analyzing revenue and profitability targets and then made it happen. Qualities others would use to describe you should include coach and motivator, relationship builder, customer focused, and strategic thinker. Character qualities must include integrity, trust, and receptiveness. Ideally you’ve pursued a business education and ongoing skills development as the company typically promotes from within.

Interested? Please contact Wolf Gugler in strict confidence, quoting NSD or apply on our web site at www.wolfgugler.com and click on the “Opportunities” page.

Wolf Gugler & Associates Limited, offices in the U.S. and Canada. 888-848-3006

_______________________________________________________________________

Loxcreen Flooring Group is the leading supplier of residential and commercial floor mouldings and related products in North America – see http://www.loxcreen.com with head office in Mississauga, Ontario. The company is seeking a Marketing Manager with advanced technical skills responsible for managing the Marketing Department/Product Development of Loxcreen’s Canadian division with major brands “Bengard”, “Dura-Trim” and “Shur-Trim”. Competitive salary plus bonus, benefit package.

The Company requires a professional marketing manager with skills in strategic business development; an analytical and innovative problem solver in an engineering/technical product environment.

A major orientation of this position is new product development including product sourcing, costing, and vendor management. However, marketing skills and proficiency in product/brand/channel management, pricing, packaging, merchandising, advertising, and website development are also required.

KEY COMPETENCIES

• Technical background in new product development required
• Customer service oriented
• Team player
• Detail oriented, organized and disciplined, attention to accuracy
• Excellent analytical ability
• Able to work to deadlines and schedules
• Self starter – able to work with little supervision

KEY QUALIFICATIONS

• Post secondary degree/diploma in business and/or in manufacturing/engineering technology – e.g. industrial/ manufacturing/ mechanical engineering degree or Certified Engineering Technologist diploma.
• Minimum of 5-7 years of experience in marketing/product development roles in a manufacturing environment.
• Knowledge and experience in the building products industry with retail and commercial channels would be an asset.
• Retail sales experience in effective presentations would also be an asset.
• Advanced User of Microsoft Office Suite including Word, Excel, PowerPoint and Access.
• Background in graphic artwork/MAC experience would be beneficial.
• Ability to travel in Canada and USA for client visits, trade shows. Must have valid passport/driver’s license.

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

_______________________________________________________________________

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
• A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. 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

Connect with us!

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January 23, 2012, Volume xviii, #4

“When choosing between two evils,
I always like to try the one I’ve never tried before.” 
—Mae West (American actress and playwright, 1893-1980)

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Chalifour will close its Montreal office

LONDON , ON — With the lease coming to an end, Chalifour Canada has decided to close its 20-person office in downtown Montreal and relocate it to the company’s distribution centre here. The move is effective April 20. Seven category managers currently work out of the Montreal office.

According to a letter co-signed by Andrew Allen, vice-president of Chalifour Canada, and Randy Martin, vice-president procurement, “The consolidation of the Montreal office into our London location will facilitate improvement to service through centralization, and give vendors one centralized location in which to meet with their buyers.”

HARDLINES has confirmed that, “All employees have been given the opportunity to relocate to London,” according to Catherine Brownlow, communications manager for TIM-BR MARTS Ltd., which owns Chalifour Canada.

The move will also streamline operations. “Having the complete procurement team centralized and working closely with sales, operations, and customer service teams will result in clear and effective communications between departments, our vendors, and our customers,” the letter continues.

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TIM-BR MARTS takes team to hockey championships

CALGARY — From the minor leagues to the big leagues, the Lillooet Junior Girls Pistons have experienced what most young hockey players only dream of – standing centre ice at the World Junior Hockey Championships.

The players took their team spirit online for the TIM-BR MART World Junior Hockey Video Challenge. In their winning three-minute video, the Pistons demonstrated their love of the game, team spirit, and pride in Canada. Their hard work was rewarded with an all-expense paid trip to the 2012 World Junior Hockey Championships for the entire team, including coaches and parents.

The contest became the target of tampering and hacking with thousands of votes being registered in a matter of minutes for certain teams. As a result, the winner was selected through a random draw instead of online voting.

TIM-BR MART flew the Pistons to Edmonton where they attended four games, including Canada’s impressive 10-2 win over Denmark on Dec. 29. Their winning video was played at that game on the big screen at Edmonton’s Rexall Place as the team stood at centre ice.

“The girls were incredibly excited when they found out they had won,” said Leanne Lane, coach of the Lillooet Junior Girls Pistons. “It truly was a trip of a lifetime and we couldn’t have asked for a better experience.”

The TIM-BR MART World Junior Hockey Video Challenge was open to minor hockey teams between the ages of seven and 14 across Canada, excluding Quebec.

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Home launches 2012 contractor shows

St. Jacobs, ON — Home Hardware Stores has reprised its popular contractor trade shows for 2012. The events, labelled “Tough as Nails,” kicked off on Jan. 16 in Peterborough, ON.

The annual invitation-only event enables groups of Home’s building centre dealers in various regions to combine forces to attract contractor customers. The events feature booths and product demonstrations from suppliers that focus on contractor and renovator business.

Six shows will be held this year, in Peterborough, Sudbury, and Waterloo, ON; and in Saskatoon, Edmonton, and Moncton. A total of 5,000 contractors are invited to the shows, representing, says Home, approximately $310 million in annual business in their local economies.

“With over 507 Home Hardware Building Centre and Home Building Centre locations across Canada, we strive to be the destination of choice for contractor customers,” said Bruce White, vice-president, merchandise and marketing – lumber and building materials at Home Hardware Stores.

The shows are also known among the trade customers for their competitions in areas like sawing, nailing, and drilling. “The trade show is a great way to cut loose and have some fun. The contractors receive free products, a free meal, and the chance to win great prizes, including a Toyota truck,” said White.

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Lowe’s not a threat, says RONA CEO

MONTREAL — With the onslaught of 24 new Lowe’s stores in its own markets over the past three years, RONA has been investing in its own big boxes to defend itself. “We have good big box locations,” says Robert Dutton, president and CEO of RONA inc. “And we have great management.”

Dutton spoke to HARDLINES about how Lowe’s expansion into this country has affected his own big boxes. To hear him tell it, not very much, it would seem. “Our same-store sales grew in 2012 more than Lowe’s. Lowe’s has not affected our big-box stores.”

He points out that the challenge for Lowe’s is inherent in the marketplace, as there are already two strong big-box players in Canada. “Other players in the big box stores don’t bring anything new.”

CLARIFICATION: In last week’s interview with Robert Dutton, we stated that expansion will include a big box and a corporate store. That should have read: “Expansion will not involve big box or corporate stores,” as emphasis is being placed on the affiliate dealer base at RONA.

(If you didn’t see it last week, click here to see a short interview with Robert on HTV!)

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RONA to relocate Studio stores into big boxes

MONTREAL — RONA has revealed it will relocate its Studio by RONA stores, integrating the stand-alone sites into big-box RONA stores in nearby markets within Montreal. The stores, in Saint-Leonard, Vaudreuil, and Rosemère, were test stores for a new concept by the giant retailer to offer a stand-alone paint and décor store. A fourth store was launched on MacLeod Trail in Calgary.

Initially, the company had big plans for Studio. RONA claimed it was the first concept of its kind to provide a retail solution to three customer groups – consumers, designers, and professional painters – under one roof. The stores offered paint, wallpaper, and accessories, as well as a wider range of décor products including mouldings, floor coverings, and window treatments. In addition, a whole range of services, including design and decoration consulting, was also made available.

It was being promoted, at the time of its launch at the RONA show in November 2009, as a way for existing dealers to expand their own business. Now, the concept is being re-invented as a value-added concept for big box stores.

The Studio by RONA stores were initially planned as a pilot project to analyze a possible expansion plan across Canada,” says Nadia Goyer, senior communications advisor for RONA. But after studying trends in the market, including the slowdown in the economy, the company revised those plans. “People are looking for various specialists and a wide range of products under one roof. This clearly showed that it was becoming imperative for RONA to adapt its offer to the constantly changing market.”

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World retail sales improve, but 2012 looks weak

NEW YORK — The world’s 250 largest retailers recorded sales growth of more than 5% in fiscal year 2010, according to the 2012 “Global Powers of Retailing” report from Deloitte Touche Tohmatsu Limited, in conjunction with STORES Media. The figures mark a substantial improvement on the previous year, when the group surveyed recorded weak growth of just 1.2%.

The report also found that profitability improved, with net profit increasing to 3.8% in 2010, up from 3.1% in 2009. While this performance has been impressive, retailers will have been concerned by the deterioration in the global economy over the latter half of 2011.

“The global economy is decelerating, with growth in 2012 likely to be slower than in 2011 in many of the world’s leading markets,” says Dr. Ira Kalish, director of consumer business for Deloitte Research. “The Eurozone crisis continues to drain investor and consumer confidence, while growth in the United States next year is unlikely to significantly reduce unemployment.”

Kalish, who delivered a similar message to delegates at last fall’s Hardlines Conference in Toronto, suggests there might be a “silver lining” for retailers. “One positive effect of slower global growth will be the continued dampening of commodity prices. For retailers, this means some improvement on the cost side of the ledger while retail price inflation in some economies presents an opportunity for improved profit margins, even in the context of slow top-line growth.”

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______________________________________________________________________

Classifieds
______________________________________________________________________

SPG International Ltd, part of the Geelong Sales Company, is a manufacturer of metal toolboxes and industrial storage systems.  Located in Drummondville, QC we have been manufacturing tool storage solutions since 1960.  We have an immediate opening for a:

USA NATIONAL SALES MANAGER

POSITION SUMMARY:

Reporting directly to our Vice President of Sales & Marketing your main tasks will be to:

• Grow sales in the US market, specifically the Automotive, Industrial and Tier 2 retail sectors;
• Focus resources and energy into opening up new markets and accounts.
• Be responsible for achieving sales objectives, and profit objectives for your assigned accounts
• Contact and service your customers on a regular basis and effectively assess and understand their needs;
• Maintain and improve our customer satisfaction levels;
• Develop and coordinate a network of manufacturer agents throughout the US
• Regular sales analysis of account base, providing clear and decisive plans for account and market growth
  • Participate in solution development and follow-up;
  • Participate in sales budgeting and marketing planning;
• Identify market trends and implement sales initiatives;
• Provide sales support which includes sales calls, sales & marketing planning;
• Organize and attend industry trade shows and conferences;
• You will work from a home office; candidate must have a designated area to conduct business – file records, etc.

QUALIFICATIONS:

• Relevant academic training. Minimum of College degree;
• 5 years experience performing similar duties;
• Proven track record in the aforementioned market sectors
• Possess strong presentation and communication skills;
• Must be available to travel up to 50% of the time;
• Strong practical knowledge of Office software;
• Self motivated and energetic, people oriented and a team player;
• Be able to set sales goals and objectives;

If you’re interested please send us your résumé with reference number: 01-012:

SPG International Ltd
Human Resources department
4275, St-Joseph blvd, Drummondville (Québec) J2B 1T8
Fax : (819) 477-0705, Email : rh@spg-toolbox.com

_______________________________________________________________________

This well established Canadian entrepreneurial firm has weathered the storms of what retail suppliers have suffered and come out the better for it. With a national presence and representing top brands in a variety of categories, they’ve analyzed their bench strength and identified the need to add a key Toronto-based sales leader to their management team.

Reporting to the President, the National Sales Director will both develop and execute the company’s business strategy with P&L responsibility which includes:

• Talent assessment, identifying development opportunities while providing leadership to the national sales team and their managers in identifying and implementing sales and marketing strategies
• P&L responsibility including sales budgeting, forecasting and development of a strategic plan to improve efficiencies, increase sales and profitability and ultimately delight the customer
• Collaborate on expanding sales channel distribution and both develop and deploy for national market expansion
• Developing a customer feedback system to allow two-way interaction, satisfaction measurement and opportunities for improvement
• Market analysis to identify underperforming products/categories to aid in focusing on profitable lines and products
• Regular analysis of profitability, sales team performance, issues and forecasts

You’ve not only run a national sales organization but analyzed a team and put successful structure into place. Your experience includes analyzing revenue and profitability targets and then made it happen. Qualities others would use to describe you should include coach and motivator, relationship builder, customer focused, and strategic thinker. Character qualities must include integrity, trust, and receptiveness. Ideally you’ve pursued a business education and ongoing skills development as the company typically promotes from within.

Interested? Please contact Wolf Gugler in strict confidence, quoting NSD or apply on our web site at www.wolfgugler.com and click on the “Opportunities” page.

Wolf Gugler & Associates Limited, offices in the U.S. and Canada. 888-848-3006

_______________________________________________________________________

Loxcreen Flooring Group is the leading supplier of residential and commercial floor mouldings and related products in North America – see http://www.loxcreen.com with head office in Mississauga, Ontario. The company is seeking a Marketing Manager with advanced technical skills responsible for managing the Marketing Department/Product Development of Loxcreen’s Canadian division with major brands “Bengard”, “Dura-Trim” and “Shur-Trim”. Competitive salary plus bonus, benefit package.

The Company requires a professional marketing manager with skills in strategic business development; an analytical and innovative problem solver in an engineering/technical product environment.

A major orientation of this position is new product development including product sourcing, costing, and vendor management. However, marketing skills and proficiency in product/brand/channel management, pricing, packaging, merchandising, advertising, and website development are also required.

KEY COMPETENCIES

• Technical background in new product development required
• Customer service oriented
• Team player
• Detail oriented, organized and disciplined, attention to accuracy
• Excellent analytical ability
• Able to work to deadlines and schedules
• Self starter – able to work with little supervision

KEY QUALIFICATIONS

• Post secondary degree/diploma in business and/or in manufacturing/engineering technology – e.g. industrial/ manufacturing/ mechanical engineering degree or Certified Engineering Technologist diploma.
• Minimum of 5-7 years of experience in marketing/product development roles in a manufacturing environment.
• Knowledge and experience in the building products industry with retail and commercial channels would be an asset.
• Retail sales experience in effective presentations would also be an asset.
• Advanced User of Microsoft Office Suite including Word, Excel, PowerPoint and Access.
• Background in graphic artwork/MAC experience would be beneficial.
• Ability to travel in Canada and USA for client visits, trade shows. Must have valid passport/driver’s license.

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

_______________________________________________________________________

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
• A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. 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

Connect with us!

back to top

January 16, 2011, Volume xviii, #3

“Wise men learn by other men’s mistakes, fools by their own.”
 —H.G. Bohn (British publisher and author, 1796-1884)

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______________________________________________________________________

TIM-BR MARTS completes purchase of IRLY

SURREY , BC — The previously announced takeover of IRLY Distributors by TIM-BR MARTS Ltd. has been finalized. IRLY’s distribution facilities here, which have historically served the group’s 40-plus members in British Columbia, plus independents as far east as the Prairies, is now officially part of TIM-BR MARTS’ own distribution business, Chalifour Canada.

In fact, that’s the first thing you notice that’s different about this office when you call it. The receptionist answers with “Chalifour Canada.” Officially, says Catherine Brownlow, spokesperson for TIM-BR MARTS, the business will be known as Chalifour Canada – Vancouver Division.

Structurally, the biggest difference right now at the West Coast office is the departure of Susan Robinson, formerly president and CEO of IRLY. Everyone else there, however, remains in place, Brownlow adds, including Garry Anderson, general manager, and Brad Olsen, director of purchasing.

The IRLY banner will continue to be offered as a brand for dealers within the TIM-BR MARTS organization, Brownlow says (IRLY dealers are already members of TIM-BR MARTS.). HARDLINES could not confirm as of press time whether the management of that banner would remain in Surrey or be moved to either TIM-BR MARTS’ head office in Calgary or its Ontario office in Vaughan, ON.

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Housing starts end the year strong

OTTAWA — Canada’s rate of new housing construction rose significantly in December, climbing almost 8% above the previous month. The seasonally adjusted annual rate of housing starts was 200,200 units in December, according to CMHC, up from 185,600 units in November.

Urban starts were up 10.1% seasonally adjusted to 181,900 units in December, with Ontario and Atlantic Canada leading the increase. Urban single starts Canada-wide increased by 3.8% to 70,600 units, while multiple urban starts were up by 14.5% to 111,300 units.

Regionally, December’s rate of urban starts increased by 52.9% in Atlantic Canada, 35.3% in Ontario, and by 9% in Québec. Urban starts decreased by 19.8% in British Columbia and by 11% in the Prairies. Rural starts were estimated at a seasonally adjusted annual rate of 18,300 units in December.

Year over year, seasonally adjusted starts Canada-wide were up 16.8% from 171,500 units in December 2010. Atlantic Canada was up a healthy 71% from December 2010 and Ontario’s rate of starts was up 64%.

However, on a quarterly tracking basis, housing starts came in at 198,000 in the fourth quarter of 2011, down slightly from 204,000 in the fourth quarter of 2010.

Source: CMHC
*Urban centres with a population of 10,000 and over.

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Dutton positive about dealer growth

MONTREAL — “We have the same challenge of many retailers have – the confidence of consumers is down. Homeowners are worried about pushing down their debt. And bad weather in the spring affected our results.”

In one sentence, Robert Dutton, president and CEO of RONA inc., has pretty much summed up the woes of most dealers in Canada last year.

But even in a year that did not shape up the way it was expected to, Dutton says his company did many things right to combat the downturn. “We’ve reduced our expenses by almost $14 million, we’ve reduced our inventory by $68 million, and we opened five stores with dealer-owners, an investment of $5 million.”

His dealers are staying upbeat long term. “We have commitments from dealers to invest another $60 million in expansion next year.”

Where will RONA’s growth come from in 2012? He says the first two will be a big box and a corporate store. And thanks to RONA’s investment in young dealers and succession strategies, especially ones that involve recruiting a younger generation of dealers and managers, RONA will assist expansion plans for its independent dealers. “We will ensure that we have some growth from our independent dealers,” Dutton says.

(Click here to watch an exclusive interview
with Robert Dutton on Hardlines TV!)

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______________________________________________________________________

Construction spending in U.S. rises more than forecast

WASHINGTON — The increase in construction spending in the U.S. in November was more than double what was expected, indicating the industry helped boost growth at the end of 2011, according to a Bloomberg report.

Building outlays increased 1.2%, exceeding the median estimate of 46 economists in a Bloomberg survey that called for a 0.5% gain, Commerce Department figures showed. Estimates in the Bloomberg survey ranged from a drop of 0.6% to an increase of 1.4%.

Recent gains in the housing market, spurred in part by mortgage rates near record lows, are helping the construction industry south of the border to recover from the 18-month recession that ended in June 2009. Public expenditures also climbed during the month, a sign that budget constraints may be easing.

“Residential construction and even business construction have been favourable,” says Russell Price, a senior economist at Ameriprise Financial Inc. “I expect that to continue.”

Private construction spending climbed 1% in November from the prior month to $522 billion, the highest level since December 2009. Homebuilding outlays increased 2%, including a 2.6% gain in home improvement. Expenditures on single-family and multi-family housing also improved.

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______________________________________________________________________

Classifieds

______________________________________________________________________

This well established Canadian entrepreneurial firm has weathered the storms of what retail suppliers have suffered and come out the better for it. With a national presence and representing top brands in a variety of categories, they’ve analyzed their bench strength and identified the need to add a key Toronto-based sales leader to their management team.

Reporting to the President, the National Sales Director will both develop and execute the company’s business strategy with P&L responsibility which includes:

• Talent assessment, identifying development opportunities while providing leadership to the national sales team and their managers in identifying and implementing sales and marketing strategies
• P&L responsibility including sales budgeting, forecasting and development of a strategic plan to improve efficiencies, increase sales and profitability and ultimately delight the customer
• Collaborate on expanding sales channel distribution and both develop and deploy for national market expansion
• Developing a customer feedback system to allow two-way interaction, satisfaction measurement and opportunities for improvement
• Market analysis to identify underperforming products/categories to aid in focusing on profitable lines and products
• Regular analysis of profitability, sales team performance, issues and forecasts

You’ve not only run a national sales organization but analyzed a team and put successful structure into place. Your experience includes analyzing revenue and profitability targets and then made it happen. Qualities others would use to describe you should include coach and motivator, relationship builder, customer focused, and strategic thinker. Character qualities must include integrity, trust, and receptiveness. Ideally you’ve pursued a business education and ongoing skills development as the company typically promotes from within.

Interested? Please contact Wolf Gugler in strict confidence, quoting NSD or apply on our web site at www.wolfgugler.com and click on the “Opportunities” page.

Wolf Gugler & Associates Limited, offices in the U.S. and Canada. 888-848-3006

_______________________________________________________________________

Loxcreen Flooring Group is the leading supplier of residential and commercial floor mouldings and related products in North America – see http://www.loxcreen.com with head office in Mississauga, Ontario. The company is seeking a Marketing Manager with advanced technical skills responsible for managing the Marketing Department/Product Development of Loxcreen’s Canadian division with major brands “Bengard”, “Dura-Trim” and “Shur-Trim”. Competitive salary plus bonus, benefit package.

The Company requires a professional marketing manager with skills in strategic business development; an analytical and innovative problem solver in an engineering/technical product environment.

A major orientation of this position is new product development including product sourcing, costing, and vendor management. However, marketing skills and proficiency in product/brand/channel management, pricing, packaging, merchandising, advertising, and website development are also required.

KEY COMPETENCIES

• Technical background in new product development required
• Customer service oriented
• Team player
• Detail oriented, organized and disciplined, attention to accuracy
• Excellent analytical ability
• Able to work to deadlines and schedules
• Self starter – able to work with little supervision

KEY QUALIFICATIONS

• Post secondary degree/diploma in business and/or in manufacturing/engineering technology – e.g. industrial/ manufacturing/ mechanical engineering degree or Certified Engineering Technologist diploma.
• Minimum of 5-7 years of experience in marketing/product development roles in a manufacturing environment.
• Knowledge and experience in the building products industry with retail and commercial channels would be an asset.
• Retail sales experience in effective presentations would also be an asset.
• Advanced User of Microsoft Office Suite including Word, Excel, PowerPoint and Access.
• Background in graphic artwork/MAC experience would be beneficial.
• Ability to travel in Canada and USA for client visits, trade shows. Must have valid passport/driver’s license.

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

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Sales Manager – Canada
Liberty Hardware

Liberty Hardware, a leader in high-quality decorative and functional hardware products and a division of Masco, seeks a creative, dynamic and customer-focused Sales Manager looking to do big things in a big territory -Canada.

We will count on you to increase customer base and grow our market share based on your business plan. Additionally, you will provide input regarding customer priorities and product needs to help drive new product development and launch. We also expect you to be a creative thinker, possess unequalled
presentation skills in any setting and have an uncanny ability to accurately predict future trends. You must have a bachelor’s degree and at least five years of national sales experience specifically related to The Home Depot or Wal-Mart. Experience should include three years of direct account management responsibility; and have the ability to travel 30 percent of the time.

In an effort to provide personal growth for our associates and a world-class service for our customers, Liberty Hardware offers an associate friendly and team oriented work environment focused on constant im provement. Please visit us online for full details or to apply: www.libertyhardware.com.

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DISSTON TOOLS, makers of Blu-Mol hole saws, Recip Blades, Jigsaw Blades, Hacksaw Blades & Drill Bits requires agents across Canada. Please email your resume to either jms@eagleindustrial.ca or lpl@eagleindustrial.ca

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A Sales Professional is required WITH PROVEN SALES ABILITY selling hardware, home improvement and seasonal lawn and garden products to retailers and wholesale distributors in the province of Quebec.

As a member of our team you will conduct presentations to key retail and wholesale accounts. You are bilingual, have related sales experience and have above average computer skills.

Please forward your resume to: grantbros1@rogers.com

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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
• A goal oriented sales director that has superior management skills, customer oriented, with in depth knowledge of the industry and the ability to achieve results. 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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