July 25, 2011, Volume xvii, #30

“Only the wisest and the stupidest of men never change.”
— Confucius (Chinese teacher and philosopher, 551-479 B.C.E.)

Lowe’s Canada prez, Mississauga mayor confirmed for Hardlines Conference

TORONTO — A new speaker program at this year’s Hardlines Conference has already attracted two important speakers.

We are proud to announce the confirmation of Alan Huggins, president of Lowe’s Canada, and Her Worship Hazel McCallion, mayor of Mississuaga, ON, as the keynotes in the Conference’s “Profiles in Leadership” series. The series turns to business, political, and other leaders to share the insights and wisdom that have enabled them to rise to the top of their fields.

Huggins came to Canada with the launch of Lowe’s in this country more than four years ago. During that time, he was put in charge of the entire Canadian operation, which now has 26 stores. His devotion to the Lowe’s operating process, while showing the flexibility and innovation to adapt to new markets and new business conditions, has firmly established Huggins as one of the industry’s true retail leaders.

At age 90, McCallion is legendary for being the longest-serving mayor in Canada, and possibly in the world. Over more than three decades, she has built Mississauga into one of the country’s largest cities, all the while surviving toxic spills, police standoffs and scandals. Her message of how business and government should work together is a compelling one that no business leader will want to miss.

The Profiles in Leadership Series is part of the lineup for the 16th Annual Hardlines Conference, being held in Toronto Oct. 27 and 28. Huggins and McCallion join an already-stellar lineup of speakers, including Terry Davis, vp and COO of Home Hardware Stores Ltd.; Ken Jenkins, president and CEO of Castle Building Centres Group; Ira Kalish, Director of Global Economics at Deloitte Research; and retail guru Anthony Stokan of Anthony Russell and Associates.

For more information and to register for the conference, click here.

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Feds re-introduce EcoEnergy Retrofit program 

OTTAWA — After being withdrawn in March 2010, the federal government’s EcoEnergy Refit – Homes program has been extended for one more year.

The program provides grants of up to $5,000 for homeowners, who can claim the tax credit by investing in renovation projects that will make their dwellings more energy efficient. The extension of this program is expected to help up to 250,000 Canadian homeowners. The feds further expect it to generate as much as $4 billion in economic activity across Canada.

Natural Resources Canada has allocated $400 million to the EcoEnergy Retrofit – Homes program. Once the financial limit has been reached, the program will close.

The revival of the program offers tremendous opportunities for home improvement retailers and suppliers. For example, insulation maker Owens Corning is ramping up awareness of its products: insulating an attic with OC’s Pink Fiberglass batts or its blown-in insulation system will make homes eligible for the EcoEnergy grants while enabling homeowners to cut energy costs.

“With over seven million under-insulated attics in Canada, Owens Corning is delighted that the EcoEnergy Retrofit – Homes program has been extended,” says Ric McFadden, vice-president of building materials at Owens Corning Canada.

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Canadian Tire offers sneak preview of Christmas

TORONTO — Canadian Tire held a “Christmas in July” event at the Soho Metropolitan Hotel last week. Hosted by home-grown design guru Debbie Travis, this year’s focus was on the expansion of her housewares line, as well as DIY decorating.

Buyers from various departments such as toys, power tools, and kitchenwares were on hand leading media through the tour. Tool kits, fitness products like treadmills, and the latest Christmas trees were on display, as well as innovations in kitchen appliances by Mastercraft, Cuisinart, and Noma.

With competitors like Home Depot carrying Martha Stewart’s expansive range of home décor and furnishings, and Walmart’s recent introduction of its own Hometrends lines, it’s a logical move for Canadian Tire to target the Christmas buying season to attract more women shoppers.

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Kitchen tops list of reno projects: Dremel study

NEW YORK — A new study reveals that the kitchen is the single most preferred room for renovation. Almost one-third of respondents in a new U.S. study by power tool accessories company Dremel chose the kitchen as the room that they most wanted to update. The bathroom came in second, identified by 17%.

However, the slower U.S. economy may be taking its toll: fully 35% of respondents said that they had no home improvement projects planned for 2011. For those who did have projects planned, organizing and cleaning were the most popular DIY projects for 2011.

Amount people expect to spend on renovations

Almost 40% of people surveyed expect to spend between $1,000 and $5,000 on their 2011 projects. (Source: Dremel study)

Demographics play a role in responses, as well. For example, women were significantly more likely than men to have four or more projects planned (10% vs. 4%), while people aged 35-44 were most likely to have projects planned. Those under 35 were significantly more likely than older homeowners to have a project planned for the bedroom (31%).

About a quarter of respondents said that they did not use power tools. That percentage was higher among women; 38% of women said that they did not use power tools, while only 11% of men said the same.

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Canadian Tire rolls out sustainable store initiative

TORONTO — Canadian Tire is attempting to deliver its strategy of corporate environmental policy down to the store level. It has opened what it touts as the most energy-efficient Canadian Tire store to date, the result of a commitment made in 2010 to develop a prototype store design that was 75% more efficient than current models by the end of 2011. The target was achieved in May, with the opening of its store in Kemptville, ON. It consumes 50% less gas and hydro than existing stores.

In addition, rooftop solar systems are being installed on 16 Canadian Tire stores and will be operational by the end of this year, with 24 more scheduled for completion by the end of 2013. The renewable energy generated by these systems will be fed back into the electrical grid and, when all 40 sites are complete, produce enough renewable electricity to power 1,000 average-sized Canadian homes annually for 20 years.

Stores in the Greater Toronto Area will be the first to see the rooftop installations. The program will then expand to stores in Waterloo, Windsor, and Kenora, ON.

Canadian Tire worked with MS Solar Solutions Canada ULC, a wholly-owned affiliate of Morgan Stanley, which has provided financing for the rooftop solar systems. This arrangement allows Canadian Tire to realize its goal of generating renewable energy for the local community without any capital expenditure.

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Classifieds

 

Western Region Sales Representative

WD-40 Company (Canada) Ltd. is seeking a Western Region Sales Representative ideally based in the Calgary area.   Will be responsible for development, planning and successful implementation of sales & marketing programs for Industrial, Automotive and other Retail direct accounts. Other duties will include servicing branch and satellite offices along with merchandising responsibilities of select box stores. The successful candidate will possess a minimum of 5 years sales experience in the Consumer Packaged Goods or the Hard Goods industries.  Extensive travel in the Western provinces, with a main focus in Alberta and BC, is required. Strong organizational, communication and presentation skills along with the ability to work both independently and as part of a team, be a self-starter. Must be proficient with Microsoft Office applications.

This is a contract position.

Respond by fax or e-mail only by August 12, 2011.

WD-40 Company (Canada) Ltd.
Fax: 416 622-8096
Email: gencan@wd40.com

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

 

 

 

Position: Territory Manager
Reports to: Dealer Development Manager – Western Canada
Location: Western Canada

Position Summary

The Territory Manager is responsible for developing sales within an assigned territory to achieve sales budgets, expand sales activity and achieve market growth to ensure maximum profitability. The Territory Manager is also responsible for monitoring sales in dealer’s stores, developing advertisements, coordinating promotional products and programs and prospecting for new customers.

Qualifications

College/University degree in sales and marketing
3-5 years’ sales experience in hardware products preferred or in a related industry
Strong interpersonal and negotiation skills
Strong territory planning and management skills
Solid sales experience demonstrated ability to effectively maintain updated product knowledge
Basic knowledge of computer applications (e.g. E-Cat or equivalent)

Contact

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

HR.RH@chalifourcanada.com
C/o: Director, Human Resources and Labour Relations
Please note the job title in the subject line

This posting will be closed on July 22, 2011, no application received after that time will be considered.

 

 

NATIONAL SALES MANAGER, TORONTO, ONTARIO

The Hillman Group (www.hillmangroup.com) is a leading manufacturer/distributor of fasteners, keys, numbers, letters, and signs to more than 21,000 retail locations worldwide . The Hillman Group has enjoyed over four decades serving the home improvement industry and is widely known for outstanding service and quality products. The company has 11 facilities across North America and service s over 58 countries with a significant presence in Mexico, South and Central America, and the Caribbean.

The company is seeking a National Sales Manager for its Canadian Division overseeing the Canadian Business Unit sales. As an integral part of the Canadian management team, the successful candidate’s responsibilities will include all activities related to driving Division sales. Competitive salary, incentive, and benefit program.

KEY COMPETENCIES:

• Customer Focus
• Excellent negotiation skills
• New business development abilities
• Superior supervisory skills in managing and developing sales personnel – provide leadership and mentoring
• Strategic planning ability
• Team Player
• Excellent analytical ability

KEY QUALIFICATIONS:

• Post secondary undergraduate diploma/degree in business or equivalent
• Minimum 10-15 years field sales management experience  ideally in a consumer goods, high SKU, distribution environment
• Experience in the Canadian hardware and/or building materials industry required
• Senior level contacts with national/regional hardware retailers/ wholesalers required
• Ability to develop and execute sales and management programs and policies
• Excellent planning, organization, time management skills
• Strong written and verbal skills
• Advanced User of Microsoft Office – Word, Excel & PowerPoint
• Strong interpersonal, communication and presentation skills
• Ability to travel extensively

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

 

 

This is a great career opportunity with one of Canada’s dominant national retailers. Toronto-based, you’ll be responsible for:

• Reviewing sales/financial analyses for various product categories, post mortem on what sold and did not sell, and determine which categories have potential to move upward
• Scan business and industry-wide trends for their class, scan competitive landscape, analyze consumer data
• Identify trends in consumer lifestyle, style and technology for their class
• Provide significant input for breaking top-line financial targets into class level targets by buying period
• Review current vendor lines and attend relevant trade shows
• Provide significant input into assortment guidelines based on merchandise strategy at class level around critical item type, breadth and depth comparisons and space allocation
• Establish expected turn and in-and-out dates at class level based on item type

Candidate qualifications

• 5 – 7 years proven merchandising experience managing a larger retail portfolio. You may have been involved in seasonal, housewares, lifestyle, decor or home fashion areas
• Strong negotiation skills demonstrated through several successful vendor negotiations
• Ability to build effective relationships cross functionally both internally and with vendors
• Ability to multi-task and prioritize key business priorities and see them through to completion
• Strong analytical ability to extrapolate pertinent information from various sources (customer reports, vendor’s reports, and spreadsheets) and analyze data for decision making purposes
• University degree in a related field
• Strong verbal and written communication skills
• Ability to adapt to a fast pace, cross-functional and dynamic environment

DIVERSITY is key to the company; we welcome applicants regardless of race, gender, age, and those with disabilities.

We’re looking for talent with leading edge retail experience. In return, our Client offers a competitive salary, bonus, shares and career growth for achievers.

All inquiries will be treated in strict confidence. For an initial exchange of information, please contact Wolf Gugler at (888) 848-3006 or apply here.

 

 

 

Not for profit organization requires retail business leader with 5 – 7 years experience. Growth opportunity to lead four stores selling new and gently used renovation materials.  See torontohabitat.ca for details. Send resume to hr@torontohabitat.ca  

Resumés

• A results driven sales professional and strategist 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. 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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July 18, 2011, Volume xvii, #28

“Blessed are the pure of heart for they have so much more to talk about.” —Edith Wharton (American author and designer, 1862 – 1937)

Dealers wait out tough first half of the year

SPECIAL REPORT — Canada’s much anticipated recovery, already thwarted in 2010 by poor weather and soft consumer confidence, had still failed to materialize in the first quarter of this year.

Well into the first quarter of 2011, dealers were still waiting for good weather — and for consumers to open their purse strings — with the second quarter limping along behind it. According to the latest HARDLINES Quarterly Business Conditions Survey, done in conjunction with the North American Retail Hardware Association Canada, dealers’ hopes of a buoyant beginning to the year simply did not materialize. (The survey measures the business conditions experienced in the latest quarter compared with the same quarter a year earlier.)

By the end of the quarter, more than two-thirds of dealers (68.0%) reported that their business was down vs. the same quarter a year earlier. By comparison, only 29.8% reported negative conditions in the previous quarter. Another 19.2% of dealers surveyed reported sales being up in the first quarter, an improvement from the 12.3% who reported an increase in the fourth quarter of 2010.

As of press time, preliminary second-quarter survey results indicate that more than half of dealers responding reported negative sales in the second quarter, compared with the same period a year ago. Almost one-quarter of them found sales to be flat in the second quarter.

(The full report on business conditions among Canada’s hardware and home improvement dealers appears in the next issue of HHIQ, our quarterly trade magazine for retail decision makers. Click here to subscribe to our new print trade magazine. —Michael)

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Hardlines Conference will prepare dealers for new retail reality 

TORONTO — The HARDLINES Conference will be held on Oct. 27 and 28 in Toronto. Now in its 16th year, it will provide valuable retail insights while giving delegates the opportunity to meet fellow dealers and suppliers face to face.

Featured speakers this year include experts on trends forecasting, global economic issues, expanding your target market, and how the growing “shop local” movement will help independents succeed in a big box world. Headliners include: Anthony Stokan, principal at Anthony Russell and Associates; Ken Jenkins, president of Castle Building Centres Group Ltd.; and Gina Schaefer, owner of seven Ace Hardware stores in the Washington, DC area, who will talk about the viability of urban hardware stores and the importance of the growing “shop local” movement.

Terry Davis, vice-president and COO of Home Hardware Stores Ltd., will offer insights into his company’s move to a more décor and style oriented approach to its product mix. Ira Kalish, director of Global Economics at Deloitte Research, and an expert on global economic issues, will speak on the effects of economic, demographic, and social trends on the global business environment.

The HARDLINES Conference will be held Oct. 27 and 28 at the Toronto Sheraton Airport Hotel in Toronto. It will offer an important forum for reaffirming professional connections – with special discounted pricing for independent dealers. Click here for more information and to register.

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RONA tests in-store iPad technology

WINNIPEG — RONA is testing technologies in its stores that will help sales staff sell better.

According to Robert Dutton, president and CEO of RONA, a new iPad program has been tested in the Greater Toronto Area that enables an employee to show a short how-to video to customers right on the show floor, using an iPad. Then, that customer can have a discount coupon printed out for them on the spot.

Dutton revealed details of the program to western dealers in a presentation at the TruServ Market last spring.

The technology is also capable of providing immediate price comparisons with other retailers, and it lets customers send in their comments by email.

“We’re working with the people at Apple to find out how we can use this tool as a way to help retail,” said Dutton.

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Retail advertising: print VS. e-flyers

TORONTO — Many retailers now offer online versions of their printed advertising flyers. But how do print and e-flyers work together, and how much can a retailer rely on e-flyers and save the costs of printing and distributing the paper version?

The 2011 edition of KubasPrimedia’s Major Market Retail Report provides some hard numbers on flyer usage. For example, 85% of consumers use retail advertising flyers “often” or “sometimes”. This is consistent with MMRR findings from previous years and bears out that both formats remain in vogue.

The study revealed that 56% of consumers use both print and e-flyers, representing about two-thirds of all flyer users. Another 23% use the print version exclusively, but only 6% use e-flyers exclusively. According to Ed Strapagiel at KubasPrimemedia, e-flyers do provide a boost to flyer readership, but the “lift” from the flyers is only about 7.5% on top of print flyer usage.

“This is probably enough to justify the effort of producing an e-flyer, but not nearly enough to run a retail business on,” says Strapagiel.

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Bosch provides technologies for zero-energy homes

BATHURST , NB — Can a family of six live their everyday life without dependence on fossil fuels for an entire year? Bosch helped live a net zero existence, by integrating its leading efficient geothermal, solar and home appliance technologies.

To prove that an average consumer’s home can achieve net zero status at a reasonable price of about $300,000, Bosch designed the EcoPlusHome in partnership with Tight Lines Productions, Maple Leaf Homes and local partners in New Brunswick. Between December 2009 and December 2010, the home consumed approximately 14,000 kilowatt-hours, at the same time generating roughly 15,000 kWh more electricity than it consumed.

Currently 12 homes are in construction and pre-sold in Dartmouth, NS, and Moncton and Bathurst, NB. More homes are planned for Saskatchewan and British Columbia.

“By providing a highly efficient geothermal heat pump, solar thermal system, photovoltaic panels, and home appliances for the EcoPlusHome, we have demonstrated that climate protection pays off and that net zero living can be achieved comfortably and affordably,” said Peter Marks, chairman, president and CEO, Robert Bosch LLC.

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Classifieds

 

Position: Territory Manager
Reports to: Dealer Development Manager – Western Canada
Location: Western Canada

Position Summary

The Territory Manager is responsible for developing sales within an assigned territory to achieve sales budgets, expand sales activity and achieve market growth to ensure maximum profitability. The Territory Manager is also responsible for monitoring sales in dealer’s stores, developing advertisements, coordinating promotional products and programs and prospecting for new customers.

Qualifications

College/University degree in sales and marketing
3-5 years’ sales experience in hardware products preferred or in a related industry
Strong interpersonal and negotiation skills
Strong territory planning and management skills
Solid sales experience demonstrated ability to effectively maintain updated product knowledge
Basic knowledge of computer applications (e.g. E-Cat or equivalent)

Contact

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

HR.RH@chalifourcanada.com
C/o: Director, Human Resources and Labour Relations
Please note the job title in the subject line

This posting will be closed on July 22, 2011, no application received after that time will be considered.

 

NATIONAL SALES MANAGER, TORONTO, ONTARIO

The Hillman Group (www.hillmangroup.com) is a leading manufacturer/distributor of fasteners, keys, numbers, letters, and signs to more than 21,000 retail locations worldwide . The Hillman Group has enjoyed over four decades serving the home improvement industry and is widely known for outstanding service and quality products. The company has 11 facilities across North America and service s over 58 countries with a significant presence in Mexico, South and Central America, and the Caribbean.

The company is seeking a National Sales Manager for its Canadian Division overseeing the Canadian Business Unit sales. As an integral part of the Canadian management team, the successful candidate’s responsibilities will include all activities related to driving Division sales. Competitive salary, incentive, and benefit program.

KEY COMPETENCIES:

• Customer Focus
• Excellent negotiation skills
• New business development abilities
• Superior supervisory skills in managing and developing sales personnel – provide leadership and mentoring
• Strategic planning ability
• Team Player
• Excellent analytical ability

KEY QUALIFICATIONS:

• Post secondary undergraduate diploma/degree in business or equivalent
• Minimum 10-15 years field sales management experience  ideally in a consumer goods, high SKU, distribution environment
• Experience in the Canadian hardware and/or building materials industry required
• Senior level contacts with national/regional hardware retailers/ wholesalers required
• Ability to develop and execute sales and management programs and policies
• Excellent planning, organization, time management skills
• Strong written and verbal skills
• Advanced User of Microsoft Office – Word, Excel & PowerPoint
• Strong interpersonal, communication and presentation skills
• Ability to travel extensively

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

 

 

This is a great career opportunity with one of Canada’s dominant national retailers. Toronto-based, you’ll be responsible for:

• Reviewing sales/financial analyses for various product categories, post mortem on what sold and did not sell, and determine which categories have potential to move upward
• Scan business and industry-wide trends for their class, scan competitive landscape, analyze consumer data
• Identify trends in consumer lifestyle, style and technology for their class
• Provide significant input for breaking top-line financial targets into class level targets by buying period
• Review current vendor lines and attend relevant trade shows
• Provide significant input into assortment guidelines based on merchandise strategy at class level around critical item type, breadth and depth comparisons and space allocation
• Establish expected turn and in-and-out dates at class level based on item type

Candidate qualifications

• 5 – 7 years proven merchandising experience managing a larger retail portfolio. You may have been involved in seasonal, housewares, lifestyle, decor or home fashion areas
• Strong negotiation skills demonstrated through several successful vendor negotiations
• Ability to build effective relationships cross functionally both internally and with vendors
• Ability to multi-task and prioritize key business priorities and see them through to completion
• Strong analytical ability to extrapolate pertinent information from various sources (customer reports, vendor’s reports, and spreadsheets) and analyze data for decision making purposes
• University degree in a related field
• Strong verbal and written communication skills
• Ability to adapt to a fast pace, cross-functional and dynamic environment

DIVERSITY is key to the company; we welcome applicants regardless of race, gender, age, and those with disabilities.

We’re looking for talent with leading edge retail experience. In return, our Client offers a competitive salary, bonus, shares and career growth for achievers.

All inquiries will be treated in strict confidence. For an initial exchange of information, please contact Wolf Gugler at (888) 848-3006 or apply here.

 

 

 

Not for profit organization requires retail business leader with 5 – 7 years experience. Growth opportunity to lead four stores selling new and gently used renovation materials.  See torontohabitat.ca for details. Send resume to hr@torontohabitat.ca  

Resumés

• A results driven sales professional and strategist 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. 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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BIG SUMMER READING ISSUE!
This Special Bonus Edition of HARDLINES features exclusive executive interviews and tons of news. We are sending this to our entire distribution list to give everyone a sneak peak at what Weekly eNewsletter Subscribers read every Monday morning. To subscribe please see the bottom of this newsletter for information. If you already receive this newsletter, we thank you for your support and encourage you to forget about our “Fair Play” Policy just this once. Go ahead – forward this Special Bonus Edition to your friends and colleagues. — Michael McLarney, Editor, Hardlines.

July 11 , 2011, Volume xvii, #27

“Reading maketh a full man.”
—Sir Francis Bacon (English philosopher,
statesman, lawyer, and author, 1561 – 1626)

Canadian Tire re-merchandises to emphasize project sales

TORONTO — Canadian Tire is trying to reinvent the project approach to hardware sales, with a focus on smaller projects. This strategy, tried by other retailers and to varying degrees, is an attempt to simplify shopping for the accessories and extra bits that are so important to a project sale.

“We’re changing the way the store is laid out,” says Rob Shields, vp marketing for Canadian Tire Corp. “It’s being laid out according to the project. For example, if you want to change a faucet, you’ll find everything to do that with in one spot.” Whereas décor items such as faucets would traditionally have been located in another department than the stuff needed to install them with, CTR’s new strategy rethinks that approach. “Instead of putting the flux solder and pipe in another location, now everything is in one spot.”

It’s all part of an effort by the giant retailer to get more customer-centric. “That’s what we mean by innovation,” Shields adds.

The program is being tested at 20 stores across the country in three categories: auto performance chemicals, including fuel additives; household cleaning; and plumbing. The pilot program is already turning in positive results, so it’s going to be rolled out at some point in the future.

Shields says the program won’t result in the relocation of any of these departments within the store, but linear shelf space may be adjusted up or down as needed.

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Bosch CEO talks about growing the Canadian market 

TORONTO — While Bosch is a leading brand in Europe and around the world, its presence here, especially on the power tool side, has a more specialized cache. Nevertheless, Canada represents a $123 million market – one that is strong and growing, says Peter Marks, the chairman, president, and CEO of Bosch worldwide.

Marks, who was in Toronto recently, met with HARDLINES to talk about the direction his company is taking in Canada.

He’s big on innovation – lithium-ion batteries, for example – as key to category growth, especially for power tools and power tool accessories. “We feel that the power tool innovation has a lot of potential in terms of ergonomics, noise reduction, and energy efficiency.” These advantages, he adds, are especially effective for sales into the contractor channel.

Besides improving existing lines, Bosch is leveraging into other products, as well. “We have launched into some new products on the DIY side, like abrasives and saw plates. We have acquired Freud, and that is a good business which is growing.” Watch, he says, for more and more branding of power tool accessories under the Bosch name, as well.

Bosch’s Dremel grinding tools business is growing in Canada, as that brand is being positioned to appeal to more than just the hobby user. “We’re expanding the versatility of this line, and making it more appealing to contractor users, not just hobby users, when it comes to our marketing.”

Bosch has also moved heavily into the outdoor power equipment business. “That’s another opportunity for growth in Canada,” he says.

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Dulux builds on brands to reposition at retail

TORONTO — The re-launch of ICI Paints, Glidden, and Color Your World stores across Canada under the Dulux name reflects a major thrust by Dulux Paints to play on the strengths of its own paint brands. (See our June 13, 2011 issue for more on the store renaming. —Editor)

The move by Dulux, which is owned by Amsterdam-based AkzoNobel, is also a response to a series of acquisitions over recent years that has given the company a range of brands. “It’s really amazing when you go through so many acquisitions,” says Vince Rea, senior vice-president of Dulux Paints Stores. “But we really wanted one identity. There was this need for us to become as one.”

He says Dulux was the “obvious choice,” as it is a market leader internationally, including number one in the UK and throughout Asia. “And I think there was a lot of opportunity to leverage this in Canada,” he adds. Here, the brand has grown steadily over the past decade to the point that “it became our number-one brand in terms of sales in our corporate stores last year.”

Dulux is also a sub-brand at Home Depot stores in Canada. Rea says the line is doing very well and doesn’t expect any changes there.

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Orgill takes North American view of the market

MEMPHIS — Orgill has steadily been making inroads in this country. Its partnership with Castle Building Centres Group, which was formalized at the end of last year, has given the U.S. hardware wholesaler direct access to a significant potential customer base.

The key to Orgill’s strategy, says company president and CEO Ron Beal, is that Canada is no longer viewed as part of an international initiative. Instead, this country was reconsidered as part of an overall North American strategy. “What is different is that we’ve taken a totally different view of Canada as a result of the activities we’ve had up there,” Beal points out.

The heart of that strategy is a north-south flow of products, rather than viewing Canada in a strictly east-west fashion.

“What we’ve tried to do is eliminate the 49th parallel,” he continues. “Logistically, our distribution patterns will be north-south. Traditionally, Canadian distribution patterns have been east-west. Nobody has done that before.”
 

(The full interview with Ron Beal appears in the upcoming edition of Hardlines Home Improvement Quarterly, our new print publication. Watch for the next issue of HHIQ to arrive soon!)

Click here to subscribe to HHIQ

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Classifieds

Resumés

• A results driven sales professional and strategist 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. 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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On October 27-28, 2011
Toronto, Ontario
Click here for more information

July 4 2011, Volume xvii, #27

“There are times when parenthood seems nothing
but feeding the mouth that bites you.”
—Peter De Vries (American author and satirist, 1910 – 1993)

UFA renews focus on core farm customer

CALGARY, AB — A shift in focus, driven by changes at the executive level, has marked a new direction for United Farmers of Alberta over the past year. The co-op, which serves mainly rural markets throughout the province, had begun expanding into other “lifestyle” sectors, mainly sporting goods, in 2009. That expansion effort was based on the belief of then-CEO Dallas Thorsteinson that that UFA brand was entrenched enough with Albertans to carry over successfully into other retail sectors.

The UFA board did not see it the same way, however, and parted company with Thorsteinson at the beginning of last year. Under the aegis of Bob Nelson, formerly vp of petroleum operations, who now serves as president and CEO, the company is returning to its agro roots. While much of the $1.74 billion in sales generated by UFA derives from fuel, fertilizer, and feed, the retail farm and hardware side remains a big part of the business. That retail consists of 35 UFA stores plus a single building centre operation, Spruceland, in Fort McMurray.

As vp of agricultural operations, Ron Schinnour oversees UFA’s farm and hardware business. He’s one of the new faces there, as well. Schinnour had spent 12 years with Monsanto, mainly in the U.S., before joining UFA. “We have a relatively new management team in all parts of the business,” says Schinnour. “I handle all retail, including farming supplies, along with hard goods for making a farming operation successful. We serve all your needs in that sector.”

One of the initiatives being implemented in the stores is a return to a more localized product mix. At the same time, the look of the stores themselves is being redone to make them more consistent. “We’re going through an intense program that will be continued for the next two months to tailor assortments in each store more closely to the needs of those markets,” says Schinnour. “A lot of existing planograms and marketing tools are still being employed, but we’re giving autonomy to the local stores to manage their assortments.”

Meanwhile, UFA has not turned its back on the sporting goods side of its business. On the contrary, the recent hiring of Glenn Bingley, formerly a vp at Home Depot Canada, reflects the co-op’s commitment to this sector, as well.

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Overseas merchandising has a distinct flavour

HANOI — Hardware retailing can take on many different faces, especially in developing countries.

Mike Springer, vp sales and marketing for Horizon Plastics International Inc., spent time in Vietnam earlier this year and sent us some pictures.

“The streets in the old quarter in Hanoi all sell the same type of goods,” he points out. “There’s the shoe street, the shirt street, the Buddhist home shrine street, the stainless steel street, and the hard goods street.”

(Click here to view more pictures from the trip.)

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New collection ramps up Walmart’s home décor offerings

MISSISSAUGA, ON — Walmart has launched “Hometrends,” a collection of furniture, decorative accessories, and functional items. According to the company, the new collection is inspired by “nature and new world influences, and delivers on style, quality and price.”

Products range from comforter sets, sheets, and duvet covers for the bedroom to shower curtains, rugs, and towels for the bathroom. For the living room, the collection includes throws, decorative pillows, and mirrors. Walmart is also introducing furniture in faux leather and ultra-suede within the Hometrends line. For the kitchen, products include dinnerware sets, decorative place mats, and runners.

“The Hometrends collection rounds out the 360-degree, one-stop shopping approach that families on the go have come to expect from Walmart,” says Shelly Kiroff, Walmart Canada’s vp of homelines.

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Wealthy shoppers choose discount stores

STEVENS, PA — Rich people love a deal in this economy just as much as normal folks. According to a study by Pam Danziger of Unity Marketing, America’s wealthiest shoppers, whom she refers to as “ultra-affluents,” earning $250,000 or more, are just as eager as shoppers with less disposable income to find good quality at reasonable prices. That’s why, she says, they shop at discounters like Target, Kohls, Costco, and Walmart.

Trends in where luxury consumers shop reveal how a new values orientation has taken hold of the affluent shopper,” explains Danziger, who has authored a new book, “Putting the Luxe Back in Luxury:  How new consumer values are redefining the way we market luxury.”

According to Danziger, the wealthiest shoppers look at their luxury spending as a long-term investment in their lifestyle – “something that must deliver a meaningful return as measured in greater pleasure, comfort, superior performance, and longevity of wear and use.”

But, in the final analysis, if wealthy shoppers don’t see the value in the price tag, they will trade down to a cheaper yet acceptable alternative. That’s why more ultra-affluents shopped at Target (39.5%) in the first three months of 2011 than shopped at Neiman Marcus (20.1%), while Macy’s drew more high-end spending (34%) than did Bloomingdales (19.4%).   

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Classifieds

Resumés

• A results driven sales professional and strategist 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. 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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June 27, 2011, Volume xvii, #26

“Mistakes are the portals of discovery.”
—James Joyce (Irish author, 1882 – 1941)

RONA assumes full ownership of Duncan Pacific’s retail operations

NANAIMO, BC — RONA has bought out the owners of a major dealer on Vancouver Island. Duncan Pacific Building Supplies, owned by the McKinnon family, and led by brothers Wayne and Grant, had been an affiliate member of RONA since November 2005. The family has since chosen to shed the retail division to focus on its other businesses, including truss and floor fabrication, factory built custom homes, and Canarc Construction – a turnkey commercial and institutional building division.

According to Jean-Luc Meunier, senior vice-president, affiliate dealer-owner network management at RONA, his company was invited to get further involved and now the retailer and wholesaler has full ownership of Duncan Pacific’s business through its four stores: Campbell River (15,000 square feet), Cobble Hill (22,000 square feet), Duncan (at 60,000 square feet, it is the largest independent RONA store in Western Canada – new in 2008), and South Nanaimo (35,000 square feet – new in 2009). However, the McKinnon family still owns the land and buildings.

Ray Cyr, formerly general manager of all four stores, has been hired by RONA directly and is now part of RONA’s recruitment team in British Columbia.

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Castle hosts regional summer buying expos 

MISSISSAUGA, ON — Castle Building Centres Group has begun its series of summer buying expos. The first was held two weeks ago in Toronto. Last week, the round of Western negotiations took place. The expo for Castle’s Atlantic members will be held in August.

The Toronto event typifies the format, wherein 56 dealers met with vendors face-to-face. In fact, says James Jones, vp market national marketing for Castle, each dealer must meet with every vendor who participates. “This is industry leading, because it provides the ability of the vendor to develop a relationship with the dealers” — regardless, he adds, of whether or not a sale is made first time out.

The intimacy of the setup appears to work. Jones says more than $5 million in sales were generated over the 10-hour time period in Toronto.

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Delta Power Equipment creates new Canadian distribution

ANDERSON, SC — Delta Power Equipment Corporation, maker of portable, stationary, and benchtop woodworking machinery and equipment, is ramping up the brand’s presence in Canada following the sale of the business by Black & Decker in February of this year.

Under new owners, Taiwan-based TOTY, Delta is now based in Anderson, but has put in place a new sales and distribution network to manage the business in Canada.

Sam Purdy, based in Cambridge, ON, will oversee the independent reps and organizations in Canada, and will be responsible for the Yukon, Northwest Territories, and Nunavut. “I’ve been in tool and equipment sales for more than 25 years,” says Purdy, “and I believe we have put together a top flight group that will make Delta the premiere woodworking machinery supplier in Canada once again.”

Bob Weber, based in Burlington, ON, will be responsible for the Golden Horseshoe, Niagara Peninsula, and Eastern and Northern Ontario. BD&M Marketing, based in Lac du Bonnet, MB and led by Larry Domes, will cover Manitoba west including Thunder Bay. Tizzard Marketing & Management Inc., based in Caledon Village, ON and led by John Tizzard, will cover Southwestern Ontario.

Agences Roger Boutin Inc., based in St-Bruno, QC and led by Francois Boutin, will cover the Province of Quebec. F.H. Flinn Ltd., based in Halifax and led by Denis Flinn, will cover The Atlantic Provinces.

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TruServ Canada announces dates for fall Buying Market

WINNIPEG — TruServ Canada will hold its Fall National Buying Market on Oct. 1-3, 2011 at the Winnipeg Convention Centre. Categories being showcased include lawn & garden, barbecues, and patio sets. More than 400 manufacturers will showcase a wide selection of the seasonal products, as well as timely specials on everyday products.

Despite new ownership under RONA inc., TruServ is marketing and branding the event strictly under the TruServ name. This year’s event will be rounded out with a series of best practice seminars, a “Variety Product Showcase,” and the Customer & Partner Welcome Event on the first evening of the market, Saturday, Oct. 1.

The market will also coincide with the official roll out of TruServ’s new banner program, “TRU,” which replaces the True Value hardware name in Canada. TruServ, and the market, will support dealers from each of its banners: TRU Hardware, TRU Building Centres, V&S, and Country Depot stores.

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Ontario dealers turn out for CanSave show

BARRIE, Ont. — Dealers from across Ontario came to the Molson Centre earlier this month for the annual one-day trade show by CanSave, the specialty building materials distributor.

Now in its 20th year, the show provided a forum for dealers from a range of groups, including Castle, TORBSA, Sexton Group, TIM-BR MART and Home Hardware, to view products – and get show specials – from vendors such as Jeld-Wen, Weathershield, Typar, Eldorado Stone, and Henry/Bakor, which list their products through CanSave.

Business was conducted against a backdrop of seminars that included a series of lifestyle seminars in addition to business sessions from vendors. The keynote speaker was Dan Mallory, who took his entire family up Mount Everest.

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Weyerhaeuser sells off hardwoods division

NEW YORK — American Industrial Partners, a private equity firm, has entered into a definitive agreement to acquire the worldwide hardwoods and industrial products business unit from Weyerhaeuser Company. The transaction is expected to close in August.

The newly acquired business will operate as Northwest Hardwoods, Inc., headquartered in Tacoma, WA. It will continue with operations in the U.S., Canada, China, Japan, and Hong Kong.

Northwest, with approximately 1,000 employees, manufactures and sells 15 species of hardwood lumber, specializing in alder, oak, maple, cherry, walnut, ash, and hickory. It operates through a network of seven primary sawmills, four concentration yards, four remanufacturing plants, and one merchandising log yard, all in the United States.

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Classifieds

Resumés

• A results driven sales professional and strategist 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. 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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June 20, 2011, Volume xvii, #25

“When you come to a fork in the road, take it.”
—Yogi (American baseball player and manager, 1925 –)

Lowe’s opens first store in Edmonton 

EDMONTON — Lowe’s opened its first store in Edmonton this morning. It’s in South Edmonton Common, a power centre on Hwy #2. This is the fourth Lowe’s store in Alberta (there are three already in Calgary), and the 25th in total for the retailer in Canada.

Lowe’s has plans to open up to 100 stores in this country, although expansion plans in the U.S. have been slowed by the economic funk there. Lowe’s expects to open 25 stores in 2011. It has 1,774 stores in total.

At least six of those openings will be in Canada, according to HARDLINES estimates. In addition to the two Edmonton openings, Lowe’s is expected to open at least four more stores during its 2011 fiscal year, which ends Jan. 31, 2012.  Other likely locations include the first store in Saskatchewan, in Regina; and the first for British Columbia, now being built in New Westminster. Two more stores – both in Ontario – in Niagara Falls and Chatham, are expected to open around Christmas.

Last year, Lowe’s opened eight stores here during its fiscal year. By the end of that year, estimated sales in Canada exceeded $250 million, according to our Who’s Who Directory of Retailers. (For more information on our latest edition of the Who’s Who, click here.)

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RONA’s Meunier talks succession at CHHMA event  

Jean-Luc Meunier of RONA (l) in Montreal with Pierre Vachon os Sico.

MONTREAL — Jean-Luc Meunier, senior vice president, affiliate dealer-owner network development at RONA inc., spoke recently to members of the Canadian Hardware and Housewares Manufacturers Association in Quebec. Meunier explained to CHHMA’s vendor and agency members how ΩΩRONA has created succession opportunities for its independent dealers.

As he did at a similar presentation held last fall by HARDLINES, Meunier brought along a RONA dealer who has benefited from the program. Vincent Legault, a second-generation hardware dealer in Rivière-des-Prairies, QC, talked about his own experience working with RONA to get the financial guidance and mentoring to enable him to acquire his own store.

“Seventy percent of independents in Canada don’t have a succession plan,” said Meunier.

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IRLY holds AGM and buying show

WHISTLER, BC — IRLY Distributors held a buying show for the IRLY members here on June 3.  The show was held in conjunction with IRLY’s annual meeting and hosted IRLY dealers from all over B.C.

This was the second time the group has held a show with their AGM. In 2009, IRLY also held an AGM and vendor show in Whistler.

“We had such a positive response from both the vendors and the dealers that we knew we would do it again soon,” says Catherine Brownlow, IRLY’s advertising and communications manager. The event, she adds, allows vendors to meet with all of the IRLY dealers in one place. “And Whistler is always popular. There is something for everyone there.”

Apart from the show and AGM, the event included dealer meetings, a gala dinner, and activities.  Following the gala dinner, two of the three founding members of IRLY joined the group to share a brief history of IRLY, which was founded in 1963, and their personal backgrounds.  “We all learned a little more about our roots,” Brownlow says.

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President’s Camp will coach RONA’s young leaders

MONTREAL — RONA is reprising a program for young retail leaders, the President’s Camp, again this year. The initiative, a personal project for RONA CEO Robert Dutton to connect with up-and-coming individuals within the RONA organization, is a discussion and learning forum for RONA’s young leaders from across Canada and a development platform for the network’s business succession.

This year, it will be held in Montreal Aug. 23-27.

The program was created based on Dutton’s own belief in the importance of understanding the ambitions and vision of these young people. The President’s Club is designed to nurture them into leadership roles. This year, the participants will be coached to develop a better understanding of themselves and their environment, while building their own development plan. They will share work moments with members of the RONA management team.

The schedule of activities includes work and coaching sessions, meetings with inspirational business leaders, and personal reflection time.

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Orgill ramps up Canadian compliance

MEMPHIS — U.S. wholesaler Orgill continues to develop its presence in Canada, including its efforts to expand the range of products that conform to Canadian compliance laws. These can include language requirements for the country’s two official languages, as well as differing standards for a range of products, especially in electrical and plumbing. The company is busy upgrading its product lines to the point that roughly 60,000 of the 75,000 SKUs in its warehouse in Inwood, WV, are now Canadian compliant.

Orgill’s Canadian Compliance Team at their weekly meeting. (l-r): Randy Williams, senior vp of operations and Logistics; Delores Coble, vp of merchandising; Ron Beal; and Eric Divelbiss, vp, controller. Photo: Dennis Sills

Orgill has added 35 fully Canadian-compliant vendors to its product offering in recent weeks.

Our goal is to be 100% compliant by the end of 2011,” says Orgill president and CEO Ron Beal. “We do have a plan to have more dedicated Canadian-only product in West Virginia. But what we really want to do — and have made tremendous headway in that — is to make our product North American compliant.”

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“Plant Park” among innovations at spoga+gafa garden fair

COLOGNE, Germany — spoga+gafa, the garden and outdoor products fair being held here Sept. 4-6, will feature an expanded communication forum this year. The show’s “Plant Park” will be bigger and more interactive, according to show organizers, Koelmesse.

Five product segments will cover garden creation, garden living, garden care, garden unique, and garden basic. The Plant Park sets floral accents in combination with products from the areas of water and lighting technology, biochemistry, garden technology and decorative items, which will be presented by the spoga+gafa exhibitors. New products will be displayed in another new feature, “Green Alley.”

For the first time Koelnmesse is also organizing a Garden Centre Day, which will take place on the Monday during the fair and feature special activities and information for garden centre owners. For more information, click here.

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As Americans spend more, Canadians spend less

TORONTO — More Canadians are adopting the frugal shopping habits they picked up in the recession even though they feel relatively optimistic about the economy’s future, according to new global research from Boston Consulting Group, The Globe and Mail reported.  Americans, on the other hand, feel more confident about spending than they did two years ago, although they’re much more pessimistic than Canadian consumers about the fate of the economy.

Many Canadians are still feeling financially strained as policy makers warn against the dangers of taking on too much debt. Americans, in contrast, began saving during the economic meltdown and now feel less stressed than in 2009. These shifting trends are reverberating with retailers. While consumers on both sides of the border are watching their spending as food and gas prices soar, Canadians in many instances are scaling back even more.

Merchants in segments ranging from home improvement to apparel and office supplies saw their first-quarter sales pinched more in Canada than in the U.S. It’s the reverse of what happened during the recession, when businesses in Canada often outperformed their U.S. counterparts. Today’s disparities could widen later this year as retailers try to raise prices to cover their spiraling costs amid the prospect of an interest rate hike.

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Classifieds

Resumés

• A results driven sales professional and strategist 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. 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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June 13, 2011, Volume xvii, #24

“Remember that as a teenager you are in the last stage of your
life when you will be happy to hear that the phone is for you.”
—Fran Lebowitz (American author and humourist, 1950 –)

Paint stores re-branded under Dulux banner 

TORONTO — Dulux Paints is rebranding 230 stores across Canada. The stores, previously bannered as ICI Paints, Glidden, and Color Your World outlets, will now share one common banner under the Dulux Paints name . The company’s Bétonel stores will become Bétonel Dulux outlets.

“All that is changing is the name of our retail outlets and the labels on our paint cans — the store staff and operations, and high quality of our products, will remain the same,” said Vince Rea, senior vice-president of Dulux Paints Stores.

“While the ICI Paints, Glidden, and Color Your World store banners will cease to exist, Glidden remains an important paint brand for the new Dulux Paints stores and will be sold along with the Dulux brand,” Rea continued.

The rebranding is being tied in with a $1 million promotion to rejuvenate neighbourhoods around the globe. Each new Dulux banner store will provide the paint for a public structure or local organization and participate in neighbourhood painting events.

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TruServ adopts RONA brands for new TRU banner 

WINNIPEG — The purchase of TruServ’s distribution business by RONA inc. has given the Winnipeg wholesaler an arsenal of weapons that range from marketing to branding to products. So it was no surprise to find a number of RONA’s proprietary brands of tools being introduced at the TruServ Spring Market last month.

These included the Facto and Pro-Pulse names, “for dealer margin and competitive price points,” says TruServ president Bill Morrison.

But the most significant introduction at the show was a completely new name. The launch of TRU effectively ends the True Value name in Canada, one that has cost TruServ $750,000 every five years for decades. With the latest five-year licensing agreement coming due this fall, not to mention the takeover by RONA (“the ultimate change,” says Morrison), the time was right for a new approach, one that the marketing minds at RONA helped concoct.

Morrison says the name, and what it stands for – independents, family, and community – was borne of a series of focus groups with consumers in the small towns where the True Value banner is strongest.

“We also talked to our dealers, which gave us an opportunity to re-think our offerings in light of the importance of the dealer in the community, and the importance of being Canadian.” What the TruServ team identified was that dealers are becoming younger, they are connected to the internet, and they are concerned about the vitality of their communities.

For now, TruServ will focus on converting dealers to the TRU Hardware and TRU Building Centre banners. The pre-launch will take place in August with the launch in September. The TRU Farm & Garden rollout will happen in the new year. All hard costs attached to converting dealers from the True Value name will be assumed by TruServ Canada. Dealers also have the choice of remaining strictly independent.

Ultimately, says Morrison, the new program will marry the strength of RONA’s many programs with the small-town approach that has built TruServ through the years. “We can leverage the strength of RONA’s programs, and still remember people by their first names.”

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Sears looks to expand Craftsman brand

LAS VEGAS — Sears knows it’s got a good thing. When it comes to power equipment, the Craftsman brand is one of the best known in North America, and something Sears executives have announced they want to leverage more. In fact, says Scott Freidheim, evp Sears Holdings, and president of the Kenmore, Craftsman and DieHard brands, Craftsman power tools have 18% brand recognition in the U.S., and Craftsman outdoor power equipment has 23% recognition.

When asked if it has the same exposure in Canada, he says there’s room to grow.

“Generally, we have in Craftsman the brand that speaks very powerfully to the customer in the U.S. and we feel it’s being under-leveraged,” Freidheim says. “There’s an opportunity to increase its presence in Canada as well.”

That brand leverage was increased beyond the Sears banner last year when the retailer made a landmark deal with Ace Hardware, Americas’ largest hardware co-op, to carry Craftsman in its stores. Freidheim says there are no plans to replicate the move here in Canada but does hint at more to come in the Canadian market.

Sears recently licensed its DieHard battery brand to battery maker Dorcy International. The U.S.-only agreement will result in rechargeable batteries and flashlights sold at retail under the DieHard name.

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Home Depot showcases vendors’ sustainable products

TORONTO — New products from 13 Ontario manufacturers are being sold in select Home Depot stores, the result of a partnership with the Ontario Ministry of Economic Trade and Development – Innovation for Sustainability. The two-year project aims to open new retail channels for small and medium Ontario-based businesses and bring products to market that will drive innovation, sustainability and economic opportunity.

The products range from an indoor “living” wall and lightweight concrete deck block to fire starter made from recycled cooking oil.

Home Depot Canada’s merchandising team reviewed entries from vendors and invited prospects to a series of buyer meetings late last year. As a result, 20 products were chosen, then Home Depot’s team worked with the vendors to get their products to retail in select stores in London and Ottawa, as well as some availability online at www.homedepot.ca. Each will be assessed for expanded distribution in the Canadian market.

“We’re committed to nurturing and assisting the 13 manufacturers as they build the capacity to do business with a large-scale retailer.” said Jeff Kinnaird, newly appointed vp of merchandising at Home Depot Canada.

Submissions for the next “Meet the Buyer” event to be held in fall 2011 are now being accepted. Qualified small and medium-sized Ontario manufacturers with an innovative home improvement product can submit information for consideration here.

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Recycled tire product vendors have grant opportunity

TORONTO — Ontario Tire Stewardship has unveiled a unique grant program that will award eligible Ontario communities and organizations up to $50,000 towards the purchase and installation of Ontario-manufactured recycled rubber products. Products can include rubber mulch, roof shingles, underlayment, subflooring, and sidewalk tiles. The initiative is designed to help the environment while supporting Ontario’s economy.

The grant is open to municipalities, registered non-profit community groups or organizations, schools, colleges and universities, as well as First Nations communities throughout Ontario. To qualify, projects must use products made from Ontario recycled rubber and be completed within 12 months of approval.

“The Community Grant Program is a natural next step to build on this success by encouraging applicable Ontario communities and organizations to think green when planning their projects, build green by using recycled rubber products, and grow green by using products made by Ontario recyclers and manufacturers,” says Andrew Horsman, executive director, Ontario Tire Stewardship.

(For information about the Community Grant Program, click here or e-mail info@OntarioTS.ca.)

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Classifieds

Resumés

• 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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June 6, 2011, Volume xvii, #23

“You can never plan the future by the past.” —Edmund Burke
(Anglo-Irish statesman, author, and philosopher, 1729 –1797)

Sears Canada to ban incandescent and halogen lighting 

TORONTO — Sears Canada will ban the sale of inefficient incandescent and halogen lighting in its stores nationally by September 2011. Instead, it intends to grow its offering of energy efficient LED and CFL lighting in its full-line and Sears Home stores across the country. The retailer claims it’s the first national Canadian retailer to take such a step.

The move is designed to help Canadians take advantage of the energy-saving benefits of LED lighting, which uses up to 75% less energy and lasts up to 10 times longer than traditional incandescent lighting.

“Replacing inefficient lighting products with LED and CFL options is a major move to save customers energy and money, while empowering them to take sustainable steps at home,” says Dr. James Gray-Donald, sustainability leader and associate vice-president, Sears Canada.

Sears Canada will also replace all spotlights in its stores with LED lighting. By the end of August 2011, Sears Canada will replace more than 130,000 incandescent spotlights with LEDs. The retrofit is expected to save Sears Canada more than 16 million kilowatt hours of electricity per year and reduce its carbon footprint by 3,611 tonnes annually.

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Expect LEDs to dominate, says OSRAM Sylvania CEO 

MISSISSAUGA, ON — James Johnson is the new head of OSRAM  Sylvania Canada. Although his background is in OSRAM’s automotive and OED sides of the business, one thing that strikes him as different on the retail side is that the automotive industry reflects an early adopter mentality. Automakers represented customers who were quick to pick up on new technologies such as solid-state lighting (SSL).

However, he expects SSL, which includes LED and its next generation, OLED lighting, to catch on quickly at retail. “In the next five years, my feeling is that 70% of all lighting sold will be SSL.“

The reason, he says, is simple. Bulbs using this technology last 10 times longer than incandescents and use 60-80% less energy. He points to the latest announcement by Sears Canada as an example: that retailer has made the decision to ban incandescent and halogen lighting in its stores by this fall. Not only will Sears Canada stop selling them, it will stop using them in its stores – and replace them with OSRAM’s bulbs.

He adds that this kind of innovation is more important than ever for retailers. When tied to a reputable national brand, the combination offers retailers a tool for driving their top-line dollars, and driving more volume from the same retail footprint.

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Canadian Tire buys house to showcase small projects

SCARBOROUGH, ON — Canadian Tire has positioned itself through the last recession as the starting place for small household projects. Now, the retailer has bought a house of its own to put that strategy into practice.

Tucked away in a small street in suburban Toronto, the 1960s-vintage back-split house is like a lot of its customers’ homes: tired, run down, but not needing any major renovations. It is, says Rob Shields, vp marketing for Canadian Tire, a great showcase for Canadian Tire’s ability to satisfy the homeowner’s need to get small jobs done – “Change a light, change a room colour — that’s exactly where we’re positioned.”

The process of fixing up the house, which has so far included reseeding and fertilizing the lawn, adding a barbecue and furniture to the backyard, painting walls and adding dimmer switches, will be supported by a website, complete with how-to videos (40 already are posted). As more projects are completed through the coming year, they will be posted, as well, and visitors will have the opportunity to make comments of their own.

“At Canadian Tire, it’s about how to make life easier for people without a
lot of time or money – that’s our sweet spot,” says Shields.

(Click here for a tour of Canadian Tire’s new project home.)

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Amidst uncertainty, Lowe’s focuses on customer experience

CHARLOTTE, NC — Lowe’s held its annual general meeting last week, during which chairman and CEO Robert Niblock updated shareholders on the retailer’s plans. With so much uncertainty still pervading the U.S. marketplace, he said Lowe’s plans to transform from a home improvement retailer to a home improvement company by providing inspiration, products, and support to “transform the shopping experience for customers wherever and however they choose to interact with Lowe’s.”

Niblock said Lowe’s continues to deliver on its promise of great value, products, and services by implementing operational programs to enhance the customer experience, including renewed emphasis on staff training. He also thanked shareholders and Lowe’s 234,000-plus employees for their “continuing support, dedication, and resilience throughout the recession and start of the recovery.”

Lowe’s plans to open about 25 stores this year. The board also declared a 27% increase in Lowe’s quarterly cash dividend to fourteen cents per share. Lowe’s has declared a cash dividend each quarter since going public in 1961.

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Habitat for Humanity Canada broadens mandate

TORONTO — Habitat for Humanity Canada has launched a program to address the affordable housing crisis that intends to go beyond simply funding affordable home building. The program, called the 360 Built Smart Partnership, will take a holistic approach to affordable housing in local communities.

The partnership is made possible through the support of concrete products producer Holcim (Canada) Inc. and The Home Depot Canada Foundation. It intends to assist Habitat’s 72 local affiliates to access critical funding to so they can better serve families in their respective communities. Right now, those affiliates struggle to find the land, products, and financial donations.

Activities that the 360 Partnership will coordinate include green building to help reduce homeowner and environmental costs; providing financial education to help families succeed as homeowners; creating volunteer engagement programs that keep volunteers coming back to help build more affordable homes; developing strong local partnerships to help strengthen the local community; and fostering safety both on build sites and within the community.

“Habitat for Humanity Canada’s 360 Built Smart Partnership will take the next step in the fight to eradicate the country’s housing crisis and by doing so will build stronger, healthier, and more productive communities,” said Stewart Hardacre, president and CEO of Habitat of Humanity Canada.

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spoga+gafa: international forum for garden and outdoor living

COLOGNE, Germany — A full range of gardening and leisure living products will be displayed at spoga+gafa, the trade fair for the sector, being held Sept. 4-6 in Cologne. About 1,700 suppliers from 53 countries will present their outdoor innovations, offering a comprehensive, global market overview. “We are delighted that the garden market is being presented this year in such a broad scope again at spoga+gafa,” says Metin Ergül, vice-president of house, garden & leisure at Koelnmesse GmbH.

The garden trade fair has a truly international character, with nearly 80% of the companies coming from abroad, including large contingents from the Netherlands, Italy, and the UK. These countries will be rounded out by participants from exotic locales such as Macao and El Salvador.

Besides garden products, the show will feature upscale and design-oriented outdoor furniture, a grilling and barbecue section, sports and games, camping and leisure activities, and decorative products. For more information on spoga+gafa, click here.

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Classifieds

Resumés

• A results driven sales professional and strategist with an extensive record of achievement. 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. view this resumé
• An experienced merchandising executive possessing passion, vision, and a strategic approach to delivering bottom-line. view this resumé
• Senior sales/marketing leader with experience in all classes of trade wishing new HARDLINES career. view this resumé
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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May 30, 2011, Volume xvii, #22

“I’m a great believer in luck, and I find the harder I work the more I have of it.” —Thomas Jefferson (third President of the United States, 1743 –1826)

Target confirms first Canadian locations 

TORONTO — Target, the giant discount mass merchant, has announced where it will open its first stores in this country. According to the Toronto Star, Target’s first international foray will consist of more than 100 locations across Canada, including 45 in Ontario – and six in the Toronto area.

Those six, says the Star report, will be in Cloverdale Mall, Shoppers World Danforth, East York Town Centre, Bridlewood Mall, Centrepoint Mall, and Woodbine Centre. (Click here for a map of Target locations in the GTA.) Four more locations will be in Winnipeg at Grant Park Shopping Centre, Kildonan Place Shopping Centre, Polo Park Shopping Centre, and Southdale Centre – with another one at Shoppers Mall in Brandon.

Target says the stores will begin to open in spring 2013. They will be conversions from Zellers, which Target bought from Hudson’s Bay Company for $1.82 billion in January 2011. Each store will represent a $10 million investment and a staff of 100-150 people. More store locations will be announced in September.

The retailer is also setting up its head offices in Mississauga, ON. The entire executive team consists of Americans.

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Lumber Liquidators on track for Canadian openings 

TORONTO — Lumber Liquidators held an official “launch party” recently for its presence in Canada (the news of which we first broke in our April 4, 2011 issue —Editor).

Tyler Greenan, COO of Canadian operations for the specialty flooring retailer, confirmed with HARDLINES that the company is still on track to open a total of eight stores here this year. In fact, with four already open (East York, Vaughan, Brampton, and Barrie, ON), the other four are expected to open before the end of August. Those openings will be in Cambridge, Pickering, Windsor, and Stoney Creek. The stores are supplied by a distribution centre at Highway 400 and Steeles Ave. West, in Toronto’s north end.

“What we’re focusing on right now are stores we can service from our distribution centre in Toronto,” says Greenan, “basically anywhere from Windsor to Ottawa for now.”

Each Lumber Liquidators store is 1,100-1,200 square feet in size, and carries about 340 different flooring samples. It also features unfinished products and a range of transitions and trims – all of which are proving popular with Toronto-area contractors.

(Click here to take a photo tour of the Lumber Liquidators store in East York, Ont.)

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RONA’s ICI division eyes retail customers

BOUCHERVILLE, QC — While RONA keeps mum about any plans to acquire retail hardware wholesalers in the U.S., CEO Robert Dutton has told HARDLINES that RONA’s commercial-industrial division, Noble, is actively looking, with people “on the road” right now.

We have a huge opportunity to consolidate this [U.S.] market, but we have to be prudent,” he says. And while the emphasis may be on the wholesale side for now, RONA’s retail expansion in the U.S. is considered just a matter of time.

Meanwhile, the wholesale division is also looking to expand its reach in Canada: watch for Noble to position its wholesale business to go after traditional hardware and home centre customers, as well, Dutton says.

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The Bay gets a facelift

TORONTO — The Bay announced last week that it is renovating 80 of its 91 stores across Canada in an effort to improve the shopping experience.  Renovations are already underway and the majority are expected to be complete by August 2011.

The multi-million dollar investment ties in with other initiatives: a partnership with Compass Group Canada and Oliver & Bonacini Restaurants to manage all of The Bay restaurants and foodservices, a more open concept with brighter visual elements, the expansion of men’s and women’s apparel departments, and improved customer service.

The Bay will conduct renovation sales across Canada to tie in with the facelift.

To its credit, Hudson’s Bay has delved deep into the company’s historic roots and expanding the Hudson’s Bay brand since being taken over by a U.S. holding company, NRDC Equity Partners (the same company that owns Lord & Taylor), three years ago. Hudson’s Bay Company was incorporated in 1670 by a British royal charter under King Charles II and its growth was, for many years, the story of the birth of Canada as the fur trade was the driving force in opening up the West. Today, The Bay operates 91 stores in eight provinces as well as an online store.

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Online tool sales on the increase

PORT WASHINGTON, NY — A new report from the NPD Group indicates that consumer behaviour is changing when it comes to power tool purchases. According to the report, the category (in the U.S.) represents about $5.3 billion in outdoor power equipment, $1.7 billion in power tools, and $1.3 billion in hand tools.

Customers are also getting older – and shopping online like never before. Online sales are up 9% for power tools and 7% of outdoor power equipment. Hand-tool purchases by users 45 years and over increased 11% over the past year, while those 65 and over accounted for 30% more in power tool sales, and 16% more in outdoor power equipment.

Popular items, the report revealed, were snow blowers (sales were up 6% from last year), electric staplers and brad nailers, up 7%, and wrench sales, also up 7%.

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Do it Best focuses on dealer recruitment

INDIANAPOLIS — At the recent spring market of Do it Best Corp., president and CEO Bob Taylor announced the creation of a sales team whose sole purpose is to search out new retail converts to the Do it Best banner.

The new team is being backed by what Taylor called the industry’s first performance satisfaction guarantee. If any retailer who converts to Do it Best is not completely satisfied with the service they receive in the first three years, the wholesaler will help convert them back to their previous supplier and compensate them financially.

Taylor also told his dealer-members that Do it Best’s year-to-date sales are up 4%, despite a slow April. He added that the company’s future is strong, as members are on track for the eighth consecutive year to receive a total of more than $100 million in rebates, the company has no long-term debt, and no gasoline surcharge has been added to deliveries, despite rising fuel costs.

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Classifieds

Resumés

• 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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May 23, 2011, Volume xvii, #21

“Happiness is a way station between too little and too much.”
—Channing Pollock ( American playwright, critic and writer, 1880-1946)

Lowe’s and Home Depot post first-quarter returns 

MOORESVILLE, NC & ATLANTA — As housing starts continue to flag in the U.S., the nation’s two leading home improvement retailers are feeling the effects. Both Home Depot and Lowe’s released their first-quarter results last week. And while both companies’ results exceeded expectations, bad weather took its toll as much in the U.S. as it has in Canada.

The Home Depot had first-quarter net earnings of $812 million, up from $725 million in the same period of fiscal 2010. While profits were up, sales slipped 0.2% to $16.8 billion. Same-store sales were -0.6%, with U.S. stores showing a 0.7% drop in same-store sales. Frank Blake, chairman and CEO of Home Depot, attributed the sales decline to “a slow spring selling season.” However, the company expects sales to rise by approximately 2.5% for the full year.

For Lowe’s Cos., both sales and profits fell in the first quarter, while same-store sales decreased 3.3%. Sales for the quarter were down 1.6% to $12.2 billion from $12.4 billion; net earnings decreased 5.7% from the same time last year. During the quarter, the retailer opened four stores, including one re-location, and closed one store that was damaged by a tornado. At the end of the first quarter, Lowe’s operated 1,751 stores in the U.S., Canada, and Mexico.

“We delivered earnings per share within our guidance for the quarter, despite lower than expected sales,” said chairman and CEO Robert Niblock in a release. “During the quarter, we faced ongoing economic pressures, unfavourable weather conditions, and tough comparisons to last year’s government stimulus programs.”

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Sexton Group beefs up dealer development team

WINNIPEG – The Sexton Group, the national LBM buying group based here, has made some significant changes to its management team in a clear effort to maintain its dealer ranks and promote its brand.

Dave Leonzio has joined the group as business development manager for the Prairies. In this role, Leonzio is responsible for working with Sexton members in Alberta, Saskatchewan, Manitoba, and Northwestern Ontario. He comes over from TruServ Canada, where he spent seven years as business development manager.

Phil Brown joins as business development manager for Eastern Canada. With senior leadership experience in the construction materials and hardlines industry, Brown was most recently responsible for the introduction of Prime Source, a U.S.-based construction fasteners supplier, to the Canadian market.

In addition to these newcomers, Norm Bougie, a veteran of the Sexton team, is relocating to Winnipeg and effective July 1 will take on the role of marketing manager. Bougie has several years’ experience leading the group’s expansion efforts in Eastern Canada.

The Sexton Group has added more than 50 new dealer locations in recent years, and added to its ranks of suppliers on both the hardlines and building materials side. It currently has 280 member locations coast to coast. 

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New products and new contacts at combined National Hardware Show and NRHA Convention

LAS VEGAS — The 2011 National Hardware Show managed to draw a healthy attendance by retailers and buyers from North America and around the world, despite the still-faltering economy domestically.

The North American Retail Hardware Association closed the book on another successful convention today. This year’s All-Industry Convention was filled with informative seminars, award ceremonies and, of course, networking.

The convention, held at Bellagio hotel in Las Vegas, marked the first year NRHA co-located its convention with NHS. This co-location gave retailers the chance to attend seminars in the morning at Bellagio and shop the National Hardware Show floor in the afternoon. “This year’s convention was unlike any other convention we’ve held so far,” said Bill Lee, president and CEO of NRHA. “By holding our convention concurrently with the National Hardware Show, this week of learning, networking and show floor shopping has given attendees the chance to maximize their time.”

Other highlights of the event included the workshop series on social media and internet marketing. Retailers packed the Bellagio to listen in on how to better utilize these mediums to increase awareness of their brand and help drive traffic to their stores.

Each afternoon after the convention, attendees were shuttled to the National Hardware Show and the NRHA Village Stage. On the last day, they were able to take part in a day-long Independents’ Day celebration that included awards, seminars and a cookout in the show’s “Tailgate Party” area.

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Home Hardware dealers win NRHA achievement awards

LAS VEGAS — Canadians garnered recognition at the All-Industry Convention of the North American Retail Hardware Association, held here last week. Two Home Hardware dealers have been named recipients of retail awards from the NRHA.

From left to right: Tim Dietrich, Home Hardware Stores Ltd; Conrad LeBlanc; and Bill Wilson, retail advisor, NRHA Canada.

Conrad LeBlanc of Tediche Home Hardware Building Centre in Cap-Pele, NB was recognized as a Young Retailer of the Year. Fresh out of school in 1998, he started working at his uncle’s store. Eight years later, he bought the business outright.

Currently in its fifteenth year, the Young Retailer of the Year Program highlights the young, aspiring hardware retailers and honours them for

outstanding achievement as owners and managers of independently owned hardware and building supply stores in the United States and Canada.

From left to right: Tim Dietrich, Home Hardware Stores Ltd; Allison Kilby; and Gary Thulin.

Gary, Glen and Dean Thulin and Allison Kilby, dealer-owners of Pioneer Home Hardware Building Centre in Campbell River, BC, were honoured with the Retail Innovator of the Year award by NRHA. Pioneer Home Hardware Building Centre has been described as a contractor’s one-stop-shop. The 35,500-square-foot store has been designed and merchandised with contractors, renovators, builders, and developers in mind. It includes a contractor centre and has a 10,870-square-foot drive-in materials storage facility.

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Classifieds

Resumés

• 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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