Dec 13, 2010, Volume xvi, #48

“Heap on more wood! – the wind is chill; But let it
whistle as it will; We’ll keep our Christmas merry still.”
—Sir Walter Scott (Scottish author and poet, 1771-1832)

Holiday publishing schedule:

This is the last issue of HARDLINES in 2010. Please note: the HARDLINES World Headquarters will remain open until Dec. 22. We’ll resume our regular publishing schedule on Jan. 4. Thanks to everyone for being part of our 15th anniversary celebration throughout this past year. We would like to wish everyone in our HARDLINES Family a safe and happy holiday at Christmas time, and a happy and prosperous New Year. —Michael, Beverly, Brady and Chiaki

BREAKING NEWS: Castle forges alliance with Orgill

MEMPHIS & MISSISSAUGA, Ont. — A long-distance courtship between Castle Building Centres Group in Canada and Memphis-based hardware wholesaler Orgill has finally been consummated.

“After a lengthy process working with Orgill, we are excited to form a partnership that will see Orgill enter the Canadian marketplace in a significant and serious way,” says Ken Jenkins, president of Castle. “We’re proud to partner with them.”

Orgill, a full-line distributor that has, in recent years, become a national presence in the U.S., has in fact been eyeing the Canadian market for the last 15 years, says Orgill president Ron Beal. In fact, the company has been active here, on a limited basis, for the past three years, shipping to independents in various parts of the country.

Orgill distinguishes itself from other wholesalers, such as Ace and Home Hardware, by not tying its customers into any banner or brand programs. However, it does offer a full range of assortments and merchandising programs.

“This is not an experiment,” says Beal. “We are integrating Canada into our operations and making Canada part of a complete North American focus.” He points out that the logistics are in place for this. A distribution centre in Utah is ramping up to serve Western Canada, while Central and Eastern Canada will be shipped out of a DC in West Virginia.

Already, some 30,000 of the 75,000 SKUs in that latter facility are Canadian compliant (packaging, language, CSA, etc.) and include builders’ hardware and hand and power tools. By March 2011, that will be up to 60,000 and include paint, sundries, farm, plumbing and electrical. “Our goal is to be 100% compliant by the end of 2011,” says Beal.

Part of Castle’s job now is to introduce Orgill’s programs to its members. To that end, Castle is in the midst of hiring four “hardlines specialist representatives” to manage Central Prairies, Ontario, Quebec and Atlantic Canada (see classified ads below). “They will be Orgill experts,” says Beal.

Besides selling Orgill to its own members, Castle is now in the position to make a more complete offering to potential new members. “Now we have a front-end solution,” says Jenkins. This is a strong step and a strong commitment to the Orgill model.”

“This is a total, total commitment from our standpoint,” says Beal. “From our standpoint, Canada is now part of our core business.”

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 Castle partners with TSC to supply hardlines

MISSISSAUGA, Ont. — Castle Building Centres Group Ltd. has partnered with TSC Stores through its new wholesale operating division, TSC Country Pro Services, to provide hardlines to Castle members in Ontario and Manitoba. This marks Castle’s first move to establish a new source for hardware for its dealers since the sale of CanWel Hardware to competitor TIM-BR MARTS Ltd. last month. (The most recent move is reported in our lead story. —Your Helpful Editor).

TSC Stores is a retail chain of more than 40 stores based in London, Ont. It supplies hardware and agro products to the rural farm and home improvement market in Ontario and Manitoba.

“Castle members will be provided access to our online web ordering tool offering over 18,000 SKUs including hardlines and TSC rural lifestyle assortments. The program will include competitive freight rates, field support, strong service levels and special offerings catered specifically to Castle,” says Greg Hicks, newly promoted to the role of president of TSC Country Pro Services.

Although just serving Ontario and Manitoba for now, that reach is expected to grow over time, as TSC beefs up its logistics and infrastructure to support the new business. So far, the service offers about 18,000 SKUs, 14,000 from TSC’s DC, and 4,000 on a vendor-direct basis.

“We are extremely happy to have come to a commercial agreement with London, Ontario based TSC. They are very well positioned to offer our members in Central Canada an excellent level of service and help to fulfill the hardlines needs of our members,” says Castle vice-president James Jones.

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Home Depot wants vendors to localize assortments

      TORONTO — One of Home Depot Canada’s stated objectives for 2011 is to reconnect with the home improvement customer, something for which the retailer is turning to its vendor partners for help.

Faced with a stalled economy at the back end of 2010, Home Depot is not alone in looking for ways to maximize its relationship with that elusive Canadian homeowner. “It’s all about understanding the consumer’s mindset,” says Gino DiGioacchino, vice-president merchandising for Home Depot Canada.

To that end, DiGioacchino says, the company wants to assert its dominance as the project and product authority, “driving on value, price and quality, not trading our customers down, but ensuring that the customer has the best product for the project at hand.”

Getting that mix of products right is where the vendor comes in, he adds. Even though in-store detailing is now being taken over by Home Depot’s own Merchandising Excellence Team (MET), vendors will still be relied on for strategy and good-better-best assortments, plus localizing selection in all 179 stores. “We need you in our stores,” says DiGioacchino.

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RONA decentralizes vice-president roles

      BOUCHERVILLE, Que. — Pierre Dandoy, formerly evp retail operations for RONA, is no longer with the company. Just last year, he had been put in charge of all RONA corporate stores, including proximity and big box operations. His departure reflects a major re-organization of RONA’s management of its stores nationwide, which will now become more regionally focused.

RONA has instead put in place a network of regional vice-presidents who will oversee all of RONA’s stores – whether they are corporately owned or independents, big boxes or small hardware stores.

“We believe we can optimize our ways of doing things and make major gains in efficiency as a result,” says Daniel Richard, spokesperson for RONA. “So from now until spring 2011, we’re going to introduce a new organizational and staffing structure, which will group affiliate store operations with those of corporate stores, based on an overall regionalization of our activities.”

Richard says the decentralized structure will allow the regional vps to develop their own territories with more autonomy to meet their growth and development objectives. They will report to an executive vice-president for retail activities – a newly created role – a position that is currently being recruited.

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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
• National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé
• Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. 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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December 6, 2010, Volume xvi, #47

“Vacation is time off to remind employees that the business can get along without them.” —Earl Wilson (American newspaper columnist, 1907-1987)

Holiday publishing schedule:

Next week, Dec. 13, will be the last issue of HARDLINES in 2010, so if you’ve got any big news to share, let us know by Dec. 9! We’ll resume our regular publishing schedule on Jan. 4. Please note: the HARDLINES World Headquarters will remain open until Dec. 22.—Michael

PrimeSource Canada expands nationally with Langtry acquisition

MISSISSAUGA, Ont. — PrimeSource Canada has signed an agreement to acquire fastener supplier Langtry Industries.

PrimeSource Building Products Inc. is a major U.S. construction fastener and building products distributor. It entered the Canadian market almost four years ago with a DC in Mississauga, Ont. Its acquisition of Langtry, an independent distributor of building materials and fasteners servicing the wholesale fastener, building supply, plumbing, electrical, and industrial supply markets, gives PrimeSource important geographic reach through Langtry’s facilities in Vancouver, Calgary, Winnipeg, London, Ont., Montreal and Dartmouth, N.S.

The deal, which is expected to close by the middle of this month, also gives PrimeSource an entry into the electrical and industrial segments through Langtry’s own private brand, says Mike Gibson, regional vice-president – Canada, for PrimeSource Building Products. “Lily Fasteners are known among the electrical, lumberyard and industrial sectors. This acquisition gives us another good brand to help us open doors into new markets.”

The recent spate of acquisitions among hardware wholesalers opened up an opportunity for PrimeSource, says Gibson. However, he also believes the acquisition of CanWel Hardware by TIM-BR MARTS Ltd. won’t overlap with his business, but rather help PrimeSource focus on its specialty. “We want to be the number-one leader in fasteners in the hardware category to lumber dealers, GSD and the industrial OEM market.”

Gibson says the expansion of PrimeSource will anticipate the expansion of one of its big box customers in Canada, Lowe’s, which has recently opened its first store in Calgary. However, he stresses that his company’s goal is to be a reliable supplier for all the majors, including Home Hardware and RONA – something PrimeSource has set its sights on ever since entering Canada.

To that end, the Langtry purchase is just the beginning, he notes. “But it won’t be the last. We are going to go down an acquisitional path.”

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 Vendors get update on Home Depot’s MET program

TORONTO — During the latest meeting of Home Depot Canada with its supplier partners, vice-president merchandising Gino DiGioacchino took a few minutes to update HARDLINES on those discussions. One of the things he clarified was the latest progress of the company’s controversial Merchandising Excellence Team initiative.

The program, which brings the retailer’s in-store merchandising services in-house, began in Canada Sept. 7, 2010. The second phase is currently in roll out, representing about 30% of the stores’ stock. A full roll out across all departments is planned by June 2011.

To ramp up its new team, Home Depot hired more than 1,000 people to its merchandising department, at the same time reducing its reliance on agencies and service companies that had been supplying the in-store service previously.

MET is definitely working, says DiGioacchino. Vendors who had been skeptical in the past are now seeing the value of the program. “We’re seeing incredible two- and three-times comp increases from previous weeks in all departments that have the program. And we’re experiencing increased customer service – and in-stock, which is king.”

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 New colours, new technology at latest RONA show

CALGARY — The latest RONA show held here recently featured the launch of a new graphic platform for RONA and RONA Collection private brand paints. It includes more colours than the previous series, new colour matching tools, colour swatches and brochures with design suggestions and ideas – plus new packaging on the paint cans themselves.

“We’ve really relaunched the brand,” says Normand Dumont, evp merchandising for RONA.

For dealers, the new paint program offers an incentive to switch from a national brand: a rebate on purchases of up to 4.75%. “This is a real incentive that will build margin for dealers,” Dumont says.

Another innovation at the show was on the tech side – an app that lets customers scan a square bar code on the company’s new horticultural lines, which will pull up more info on the products and their application right on the customer’s smartphone. The app is part of RONA’s roll out of a program to provide fresh flowers to RONA stores across the country, under the Vitalium brand, in partnership with a network of regional growers working to RONA’s own specifications. 

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Classifieds

 

REGIONAL SALES MANAGER – ONTARIO

Task Tools, a leading Canadian hardware and building materials manufacturer is seeking a Regional Sales Manager – Ontario responsible for managing territory managers and key regional accounts in Ontario. Attractive compensation package including salary, performance bonus, and benefits.

MAJOR RESPONSIBILITIES:

• Territory Management:
  • Develop and grow existing sales territories
  • Develop, coach, and motivate territory managers
  • Establish and maintain sales budgets
  • Evaluate and monitor actual sales performance
• Regional Key Account Management:
  • Manage and develop assigned regional key accounts
  • Achieve key account goals
  • Develop promotional sales
• Corporate
  • Optimize customer interactions and maximize sales.
  • Co-ordinate the introduction of new products and merchandising displays
  • Assist in developing company pricing strategies

 KEY COMPETENCIES:

• Negotiating ability and proven ability to acquire new accounts
• Strong communication, presentation, and business relationship skills
• Good analytical skills, e.g., budgeting, sales forecasting, etc.
• Detail oriented, organized and disciplined, attention to accuracy
• Self-motivated and ability to work independently as well as in a team environment
• Regular travel to current and potential customers

 KEY QUALIFICATIONS:

• 5 – 7 years sales management experience in the Ontario hardware and building materials markets
• Post secondary diploma or equivalent ideally in business or related field
• Proficient in key Microsoft platforms including Excel, Word, PowerPoint, Outlook

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

 

 

Hardlines Specialist Representative

Central Prairies, Ontario, Quebec & Atlantic Canada

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada. We are seeking candidates in four regions of the country; Central Prairies, Ontario, Quebec and Atlantic Canada.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future hardlines growth. This position requires an individual who is knowledgeable of standard concepts, practices and procedures within the hardlines industry, willing to travel extensively and accustomed to working remote from head office. Qualifications include a minimum two years experience in the wholesale or retail hardware / lumber and building materials industry.

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

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

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

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

 

 

Représentant spécialisé en quincaillerie

Région des Prairies, Ontario, Québec et les Provinces Atlantiques

Le groupe Centres de rénovation Castle est l’un des plus importants groupements d’achat de bois et de matériaux de construction au Canada et est à la recherche de candidats à l’emploi dans quatre régions du pays : la région des Prairies, l’Ontario, le Québec et les Provinces Atlantiques.

Pour obtenir un de ces postes, vous devez être extrêmement motivé, posséder une grande aptitude à communiquer avec les autres et pouvoir stimuler et gérer notre croissance dans le secteur de la quincaillerie. Vous devrez également connaître les concepts, les pratiques et les procédures standard au sein de l’industrie des produits de quincaillerie, être disposé à voyager souvent et être autonome. Parmi les qualifications requises figure un minimum de deux ans d’expérience dans l’industrie de la vente en gros ou au détail de produits de quincaillerie ou de bois et de matériaux de construction.

Sous la direction du directeur du développement des affaires régional, vous aurez le plaisir de travailler auprès d’un groupe dynamique de détaillants indépendants de bois et de matériaux de construction tout en planifiant et en mettant en œuvre les projets de croissance de nos gammes de produits de quincaillerie. Pour réussir, il sera essentiel de communiquer de manière proactive et continue avec nos membres tout en comprenant leurs besoins. Il est impératif que vous possédiez de solides compétences en informatique et en présentation ainsi que de bonnes capacités en matière d’administration.

Le groupe Centres de rénovation Castle offre un système de rémunération complet incluant un programme exhaustif d’avantages sociaux.

Tous les dossiers de candidats seront traités dans la confidentialité la plus complète. Veuillez faire parvenir votre curriculum vitae à :

Yvonne Patton
Groupe Centres de rénovation Castle ltée
100, rue Milverton, bureau 400
Mississauga (Ontario)
L5R 4H1
Courriel : ypatton@castle.ca

 

 

BOSCH is recognized worldwide for high-quality products, technical innovation and outstanding service. Due to continued growth and expansion, we require an enthusiastic professional for the following position:

Brand Manager – Skil Tools

Taking on the role of partner, you will assume overall business responsibility for the assigned products. This entails proactively developing and implementing a brand strategy to achieve sales, market share and margin targets. You will accomplish this by creating and implementing a marketing plan, which includes the definition of targets, budgets and strategies, and managing all aspects of entire marketing mix. As a result, you must be a strong communicator and creative entrepreneur with initiative, a commitment to teamwork, and 3 to 5 years of experience in marketing and sales. A Business Administration degree or diploma, with specialisation in marketing, preferably industrial consumer products, is also required.

We offer a competitive salary and an excellent group benefit and vacation plan. If you are a team player looking to demonstrate your drive and initiative, please send your resume, in confidence, to: Robert Bosch Inc., Human Resources, 6955 Creditview Road, Mississauga, Ontario, L5N 1R1. E-mail: Chrissy.Stanesic@ca.bosch.com No agencies, please.

We appreciate your response, however, only candidates under consideration will be contacted.

 

 

 

DIRECTOR OF SALES, TORONTO, ON

Leading Toronto–based housewares manufacturer/distributor with multi brands is seeking a Director of Sales to lead, develop, and direct sales activities to achieve profitable revenue growth. Attractive compensation package including salary, performance bonus, and benefits. Reporting directly to President.

MAJOR RESPONSIBILITIES

• Develop and maintain strong partner relationships at national account level with major retail accounts
• Capitalize on these relationships to ensure retail execution of company strategies and category management processes
• Provide leadership, training and guidance to the Sales and Customer Service teams
• Identify market trend/commercial opportunities in collaboration with marketing to ensure successful new product launches and best-in-class retail execution of marketing promotions and programs.

KEY COMPETENCIES

• Leadership skills – motivator
• Team builder
• Results orientation – instilling a sense of urgency in the team.
• Strategic thinker
• Proven negotiation skills
• Relationship building – strong communication and listening skills
• Organizational and planning ability

KEY QUALIFICATIONS

• University business degree
• 8 – 10 years of both sales/marketing management experience in housewares or related industries and/or fast moving consumer goods (FMCG) industries.
• Bilingual (French/English) a definite asset
• Experienced in Category Management.
• Proven track record with demonstrable accomplishments.
• Excellent analytical abilities
• Proficient in Microsoft Office Applications including: Excel, Word and Power Point program

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

 

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November 29, 2010, Volume xvi, #46

“Energy and patience in business
are two indispensable elements of success.”
—P.T. Barnum (American showman and circus impresario, 1810-1891)

Atlantic dealers weathering downturn best

MONCTON, N.B. & HALIFAX — Dealers and suppliers from across Atlantic Canada gathered last week for two information seminars hosted by the

Andrew Payzant (l) at his Home Hardware store in Sackville, N.S., accompanied by Don Sherwood, president of the ABSDA.

Atlantic Building Supply Dealers Association. They heard from HARDLINES’ own editor, Michael McLarney, who also toured a number of stores in the region). He offered some sober insights into the current state of building supply dealers in Canada – and specifically in Atlantic Canada.

The bad news – that dealers here have not been alone in the face of a slowdown that hit the industry country-wide back in July – was tempered by the fact that Atlantic dealers collectively fared better than in other parts of the country during last year’s recession. While the industry shrank by almost 3% in 2009, Atlantic dealers saw their sales drop by only 1.6%. That compares to the Western provinces, whose sales fell collectively by 7.3% last year.

Participants, who included members of Castle, TIM-BR MART and Home Hardware, as well as suppliers such as Eddy Group and Marwood, also got a snapshot of how the banners are represented province-by-province. For example, Castle represents almost 10% of the market in New Brunswick, while TIM-BR MARTS holds a similar share of the market in Newfoundland and Labrador. In Nova Scotia, Kent holds about 10% of the market, while Home Hardware has 27% and Central Home Improvement has 8%.

The presentation ended with the dealers being urged to focus on increasingly tough competition, to stay on top of retail technology, and to maintain their internal operations at maximum efficiency. “You can strengthen your position with your customers, your community and your future, by focusing on consolidation, succession and training,” said McLarney.

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 BMR launches proprietary, upscale brands

QUEBEC CITY — The recent BMR dealer show held here was the launching point for two new proprietary brands for the LBM buying group. Both lines are designed as more upscale alternatives to BMR’s existing BMR brand, and positions price-wise below BMR’s national brand products.

The first is “Evolution,” which is being branded on a line of faucets made by Taymor. “It’s an extension of BMR,” says Bruno Baldessari, marketing director for the group. “It’s a plus for the stores that want to expand a section.”

The other brand is “Torkk,” a premium power tool line. It will be positioned between BMR’s own “Easytool” brand and national brands. “Both brands will be available in March 2011,” says Baldessari. He adds that these brands will be expanded to other lines over time.

BMR’s packaging also got a makeover, one that reflects the company’s expanding lines of eco-friendly products. “We already have all kinds of eco products from all kinds of suppliers. But we didn’t want to ‘greenwash’ in any way. So we decided to establish a brand with packaging that is 100% recyclable, unbleached cardboard, printed with vegetable inks.

“So you’ve got the eco-friendly product – and the package.”

All of this new product goes against a backdrop of a new store look that features natural timber beams as structural elements, and a redesigned BMR Inspirations department for décor accessories, with greater use of steel and brick to modernize the look.

The first store to feature the look will open in St-Jean-sur-Richelieu by spring 2011. It features pre-cast insulated panels for quick erection of the structure, around the wooden frame. In-store signage will feature simple generic product shots against plain white background.

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 RONA gets behind controlled brands at latest show

CALGARY — The latest RONA show was held here recently for the first time in the company’s 71-year history. And while the show, which drew 850 dealers and managers from across the country, relies on the support of its vendors to realize the event, Normand Dumont was keen to talk about the company’s growing house brands.

Walking the 145,000-sq.ft. show floor, housed within the Calgary Stampede, Dumont, executive vice-president, merchandising for RONA, explains that its 11 proprietary labels, which include Uberhaus PRO, Uberhaus Design, Haussmann, RONA, and Facto, currently account for 22% of the company’s product mix. He expects that to grow to 30% by the end of 2011.

RONA now has 6,000 SKUs under its private and controlled lines, and 1,059 of them were added this year — 968 of them controlled brands and the rest of them RONA brand, mainly paint. The initiative is being driven from RONA’s Asian sourcing office. Called simply “RONA Shanghai,” the overseas office, headed up by Manon Bouchard, has a sourcing team of about 20.

More than 3,000 containers representing $175 million in turnover have been brought in since the office was established about 18 months ago.

That commitment even found vendors facing a team of Asian product people who walked the floor photographing vendors’ products, much to the dismay of the vendors themselves.

RONA’s controlled brands were developed as a way of offering more upscale products to consumers while carving out better margins for its stores. In the case of power and benchtop tools, RONA has partnered with Mecanair, which has 180 repair shops nationwide, to provide after-sale service. Mecanair will expand its available services this year to include air conditioners, faucets, showers and toilets. 

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German fair will bring Far East to Europe

      COLOGNE, Germany — Buyers from Europe and North America will gather here next spring to meet face-to-face with sourcing partners from the Far East at Asia-Pacific Sourcing. The fourth edition of the event, which is held biannually, will run from March 9-11, 2011.

Already, more than 500 suppliers have confirmed their participation at the fair, reflecting optimism and a desire to do business despite the economic slowdown that is currently burdening so much of Western Europe. “The good registration level is also an indication of the Asian economy’s recovery from the crisis, which was still seriously affecting the markets just two years ago,” says Oliver P. Kuhrt, executive vice-president of Koelnmesse, the organization which owns and manages Asia-Pacific Sourcing.

Products featured will include tools, locks and fittings, building materials, hardware, fastenings, garden furniture, garden tools, barbecues, camping articles, sporting goods and toys.

Day two of the fair will feature a “Buying Day” matchmaking program, organized by the Presidents Council in collaboration with Koelnmesse. Buyers, mainly from North America, will have a chance to meet Asian suppliers. U.S. big-box retailer Menards is among the retailers that have confirmed their participation so far.

Register free online beginning Dec. 1 at www.asia-pacificsourcing.com.

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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
• National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé
• Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. 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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November 22, 2010, Volume xvi, #45

“There is only one success – to be able to spend your life in your own way.” —Christopher Morley (American writer, 1890-1957)

Third-quarter sales inch up for Home Depot

ATLANTA — Sales for The Home Depot for the third quarter totaled $16.6 billion, a 1.4% increase from the third quarter of fiscal 2009. Same-store sales were up 1.4% as well, the dealer’s fourth consecutive quarter of same-store growth, with same-store sales for U.S. stores up 1.5%.

Through nine months, Home Depot’s earnings jumped 18.6% to $2.75 billion, and its sales rose by 2.4% to $52.9 billion. The company raised its guidance for fourth-quarter and fiscal-year earnings per share. It expects sales to be up approximately 2.2% for the year.

At a time when Home Depot isn’t expanding much in North America – it will open seven stores in fiscal 2010, and “maybe 10” in 2011, says CFO Carol Tome – its financial successes hinge on improving the productivity of its existing stores. “Productivity and efficiency are the keys to our growth in the future,” Tome says.

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 Lowe’s profit jumps in third-quarter

MOORESVILLE, N.C. — Lowe’s revenue for the third quarter ended Oct. 29 increased 1.8%, to $11.59 billion, and its same-store sales grew by only 0.2%. On the positive side, Lowe’s profit for the quarter jumped more than 17%, to $404 million.

Through nine months, the company’s net income increased by 9.3% to $1.73 billion on sales that rose by 0.9% to $38.34 billion. Same-store sales through nine months were up 1.4%.

However, Lowe’s same-store sales in Canada in the third quarter fell by 8%, primarily due to the implementation of Harmonized Sales Tax in Ontario, which went into effect in July.

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 Trends, insight and information at HARDLINES Conference

TORONTO — Where the industry and the economy are headed, and how different retail companies are coping with the changes ahead, were just some of the topics at the 15th annual HARDLINES Conference, held here recently.

Under the theme, “Making the most of the recovery,” retailers and suppliers from across the country gathered to gain executive-level insights. Derek Holt, vice-president economics for Scotia Capital, started the two-day summit off with a mixed message about the economy. “It’s not great. But it’s not bad either.”

One of the biggest fallouts from the recession was the decline in new product development and testing. The result has been a wave of product recalls in recent months. Part of the problem, said Sue Dempsey of OnSpeX, the testing and standards organization, is that, “whether you are a manufacturer or a retailer doing your own direct importing, everyone has moved themselves into a manufacturing mode that they can no longer see.”

Companies must protect their brand by carefully testing all products that come out of those factories in the Far East. “The cost of a recall is huge and the cost of testing is minimal.”

Jon Eakes, veteran contractor, woodworker and TV and radio personality, offered some valuable insights into the changing needs of the all-important contractor customer. “During a slow time, they’ll stretch out their jobs and spend more time nit-picking on the quality and price of the sticks in your store. Everything becomes a commodity,” he said. But when things pick up again, their most valuable commodity becomes their time. The ability to get them in and out of your store quickly becomes very important.

“Shopping today is all about the customer experience,” said Patrick Du Paul, vice-president and general manager of OGC, a retail systems supplier for home improvement dealers. He outlined how that experience can be improved with focused technology. In many cases, dealers already have much of the technology they need in their company databases and should avoid costly upgrades. “Instead, go back to basics – use the assets and information you already have.”

The 15th Annual HARDLINES Conference gathered more than 165 retail executives and managers from across Canada, the U.S. and Europe for two days of information sessions and networking. (Photos: Tizzard Marketing)

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Gagnon says BMR is an option for some independents

      QUEBEC CITY — The recent closings both of CanWel’s sale of its Hardware Division to TIM-BR MARTS Ltd. and RONA’s takeover of TruServ Canada have left the country’s remaining hardware distributors evaluating their options.

For Yves Gagnon, CEO of BMR, the shakeup came as no surprise. “It was time for a change – simple,” he says.

Noting that his buying group is unique for having its own hardware distribution system already, he adds, “The wild card is us. We all knew that CanWel’s days were over.”

As for RONA’s takeover of TruServ Canada, “That’s a good move. But it doesn’t leave a lot of options for independents in Canada.” Then, perhaps alluding to a rumoured deal forming between Castle Building Centres and U.S. distributor Orgill, he adds, “I’m not sure a wholesaler from outside Canada can do it. I’m not saying they can’t do it; it’s just going to be tough.”

“BMR is the last group,” says Gagnon. “It’s a very good fit for some people – not all – but some.”

“I think we could be an alternative for some dealers – but not beyond the BMR brand,” he continues. “We don’t believe in that. Our whole model is based on a whole basket. If people cherry pick, that throws off the whole basket.”

With hardware and LBM distribution of its own, BMR attempted five years ago to go beyond its own dealer base by supplying to TIM-BR MART Ontario. That deal was made just as the Ontario organization joined up with Calgary-based TIM-BR MARTS Ltd. The result was an eroded commitment to BMR as a primary supplier, leaving Ontario dealers to cherry pick the best deals from BMR rather than purchasing full assortments. The arrangement ended soon after that, leaving a bad taste in Gagnon’s mouth.

Now Gagnon makes sure BMR’s distribution focus remains firmly on his own dealers as an integrated solution for his retail organization. “My answer is always the same: we don’t want to be a wholesaler.”

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RONA launches online eco-responsible guide

BOUCHERVILLE, Que. — RONA inc. has introduced an online eco-guide to help consumers choose products based on how sustainable or eco-friendly they are.

The Eco-Responsible Renovation Guide is divided in two sections: products (construction materials, paint, etc.) and projects (kitchen, bathroom, etc.). Each product has a fact sheet that details its features across the five stages of its life cycle: resource acquisition, manufacturing, packaging and transportation, use, and end of life. This is measured against five environmental issues recognized by the international scientific community: climate change, availability and quality of water, human health, quality of eco-systems, and depletion of resources.

The guide was developed in collaboration with the International Chair in Lifecycle Assessment at École Polytechnique de Montreal. (Click here to see a quick video on the new program.)

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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
• National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé
• Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. 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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November 15, 2010, Volume xvi, #44

“War will never end until babies begin to come into the
world with larger cerebrums and smaller adrenal glands.”
—H.L. Mencken (American journalist and essayist, 1880-1956)

RONA’s results slip in third quarter

BOUCHERVILLE, Que. — Canada’s largest home improvement retailer saw sales and profits drop in the third quarter, reflecting a sag in the overall home improvement industry that set in by mid-year. RONA has also re-shuffled its buying team, reducing its category managers by one and re-distributing some duties. (See “People on the Move”.)

Consolidated sales in the third quarter were $1.314 billion, down 0.5%. The decrease was the result of a 0.2% decrease in corporate and franchised stores sales and a 1.7% decrease in distribution sales. (Consolidated sales refer to sales through its distribution network, plus retail sales by corporately owned stores.)

The decline in same-store sales reflects mainly the continued decline in consumer confidence over the quarter, lower housing activity compared to last year, unfavourable weather, particularly in Western Canada, and the bump in sales generated last year by the Home Renovation Tax Credit. This was reflected in decreased store traffic and lower weekend and installed sales. However, the average size of the basket was up slightly.

Same-store sales dropped 2.25%.

There was good news, however. Year to date, RONA’s sales were actually up 3.6% from the nine-month period last year. Also, during the third quarter, sales growth relating to acquisitions, new stores and the Commercial and Professional Market division helped to offset this downward pressure. New dealer recruitment has added about $90 million in annual sales.

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 BMR show offers new products, new logo

 QUEBEC CITY — At the BMR show held here last week, about 180 dealers, along with family and staff members, encountered new products, a new store look – and even a new logo. 
 
 Most distinctive was the launch of a new identity – and refined brand – for the LBM buying group. Formerly known variously as BMR the Group, Le Groupe BMR and the Group BMR, the company has honed the name simply to “BMR.” And while it struck a nerve for some longtime dealers, the clarity of the message, for a company that is actively marketing in both English and French, soon became evident, says Bruno Baldessari, marketing director for the group (shown here with our own Beverly Allen).

 The name was accompanied by a revised logo, one that features a graduated series of indents on the left side of the “B”, creating an image reminiscent of a tree, the heart and soul of a building supply dealer’s sales. That focus on timber translates into a new prototype look for its stores, as well. A new store in St-Jean-sur-Richelieu will feature unfinished wood beams as the exposed skeleton of the store’s interior. It is expected to open sometime in spring 2011.

BMR has a new domain name to accompany the new name: www.bmr.co.

The new logo was actually borne out of a redesign of BMR’s own private-label paint line. “It needed a clear logo to suit the clean label design. The look has now been flowed through to all our products,” says Baldessari. Those products include new proprietary brands for BMR, under the Evolution and Torkk names.

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 Canadian Tire posts gains in third quarter

TORONTO — Canadian Tire has reported a 21.0% increase in its third-quarter consolidated net earnings. Adjusted net earnings were up 31.0% from the prior year. For the Canadian Tire Retail division, consolidated retail sales increased by 2.6% to $2.5 billion. Total retail sales for CTR increased 2.0% and same-store sales were up 1.4%.

Key categories such as backyard, cleaning, exercise and outdoor recreation saw year-over-year sales increases and automotive saw positive sales growth, although heavy auto maintenance parts, auto fluids and tires were slower.

Canadian Tire continues to drive growth with the expansion of its new-store concept. The company has completed 43 real estate projects to date in 2010 and expects to open three new Smart stores and three new Small Market stores this year. In addition, it will complete 59 Smart store retrofits before year’s end. 

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NRHA Convention to be held in Las Vegas

      INDIANAPOLIS , Ind. — The North American Retail Hardware Association has announced that the Bellagio hotel will play host to the 2011 All-Industry Convention, which will be held in conjunction with the National Hardware Show, May 10-12, 2011 in Las Vegas.

“We are excited to announce the Bellagio as our host hotel for our upcoming convention,” said Bill Lee, president and CEO of the NRHA. “Retailers attending the convention will have the opportunity to come together in a beautiful and intimate setting and learn how to grow their business through top-notch business seminars and from each other.”

Like previous NRHA conventions, the 2011 NRHA All-Industry Convention will offer retailers both education and retailer-to-retailer networking sessions at the Bellagio, in combination with new products and show floor opportunities at the National Hardware Show. The show will be held concurrently at the Las Vegas Convention Center.

NHS will provide transportation to the show, where convention attendees can walk the show floor and attend additional educational seminars at the NRHA Village and All-Industry Summit.

The NRHA’s 15th Annual Young Retailer of the Year Awards will become the opening-night gala event for both the NRHA All-Industry Convention and the National Hardware Show. It will take place at the Las Vegas Convention Center. Canadians have been well-represented in the Awards over the years. One of last year’s winners was Patrick Guilbert, a Home Hardware dealer from Neepawa, Man.

(For more information and to register for the Convention, click here.)

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Canadian tool box maker celebrates 50 years

DRUMMONDVILLE, Que. — November 2010 marks the 50th anniversary for SPG International. The company was formed in 1960, when Guy Guerrette made and sold his first toolbox here. During his first year in business, he would take his toolboxes across Canada in his truck, often showing potential customers his products in their company parking lot. (His very first sale came at the end of a long week on the road – and that first customer is still with SPG today.)

Today, SPG’s product line includes more than 300 tool storage and job site products for the DIY, contractor, automotive and industrial professional.

The majority of SPG’s products are still made in Drummondville, in a one-million-sq.ft. facility. “We have a wealth of experience in our workers. We have also invested in new manufacturing equipment and techniques. The combination of these assets allows us to develop new products quickly and efficiently,” says Eric Lemieux, president of SPG International Tool Boxes.

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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
• National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé
• Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. 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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November 8, 2010, Volume xvi, #43

“When in charge, meditate. When in doubt, mumble.
When in difficulty, delegate.” —Anonymous

RONA vp outlines ICI growth plans

TORONTO — RONA’s commercial business is in full expansion mode and it’s about to be ramped up even further. Delegates at the 15th annual HARDLINES Conference learned the details of that expansion first-hand last week from keynote speaker Michael Storfer, president of Noble and vice-president of RONA’s company’s commercial professional market.

Just three weeks before the Conference, Storfer’s fast-growing business unit snapped up Don Park Ltd., an Ontario HVAC distributor and manufacturer. RONA’s commercial division will stay mainly in plumbing and HVAC, Storfer said, “because of the synergies” between the two categories. When asked by an audience member why RONA hadn’t yet got seriously in the electrical side of the commercial business, Storfer said that he viewed the commercial electrical business as one with “higher technologies but lower margins.”

“So [an electrical wholesaler] is part of our future, but not part of our near future,” Storfer said. “Unless, that is, you have a really great one that you want to sell – cheap,” he added, drawing laughter from the audience.

Following the Don Park acquisition and the purchase, On Nov. 1, of a distributor in British Columbia, Storfer’s division now comprises a $650-million operation with 62 branches and stores, four distribution centres and three manufacturing plants in Quebec, Ontario and British Columbia. It will be further supported by the construction of two new distribution centres and 17 new outlets in Quebec, the news of which was announced at the conference.

Noble will also open high-end plumbing fixtures showroom aimed at the commercial market, in downtown Toronto, by early next year. (Photo: Tizzard Marketing)

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 La Coop introduces new-look Unimat store

TROIS-RIVIÈRES, Que. — A strategy to convert its coop stores to the Unimat banner is taking on a new dimension for La Coop fédérée.

“When we took the decision to change all the Coop stores to Unimat, the vision was that agricultural customers were declining and needed hardware and building materials rather than simply a farm store,” says René Labrecque, general manager, Harware and Agricultural Implements of La Coop fédérée. The strategy also positions La Coop for a more urban customer, which is becoming more important for the company.

“We’re putting more emphasis on hardware and less on agriculture – even though it remains strong, especially categories like horses and pets.”

As a result, La Coop has developed a new look for its stores, which is being rolled out even as the final conversions to Unimat are being completed. Labrecque says those conversions should be done by March 2011. He adds that 35 stores will remain La Coop outlets – at least for now.

This strategic plan also places emphasis on décor and accessories, as well, and includes the company’s private label Inov and Fédécor brand paints, which are supplied by Laurentide Paints.

The new-look Unimat program is being supported by extensive promotion, with TV and a new look for the sales flyers. “So far, the feedback has been great,” Labrecque adds.

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 RONA Closes acquisition of TruServ Canada

BOUCHERVILLE, Que. — On Nov. 3, RONA closed the deal to buy TruServ Canada Inc., the dealer-owned distributor headquartered in Winnipeg. TruServ Canada is a fully owned subsidiary of RONA effective Oct. 3, 2010.

TruServ Canada operates two distribution centres, a 400,000-sq.ft. DC in Winnipeg and a 250,000-sq.ft. facility in Kitchener, Ont. Together, they supply 40,000 SKUs and generate distribution sales of over $100 million.

TruServ serves more than 650 independent dealers across Canada, consisting of 250 stores under the True Value, V&S, Country Depot and other specialized banners, and 400 non-bannered stores.

What’s unique about this RONA acquisition is that RONA intends to, at least for now, to maintain the True Value banner as alternative to independent dealers who don’t want to become affiliated with RONA or in markets that already have RONA stores. TruServ Canada will also continue serving dealers without banners.

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Independent dealers continue to weigh sourcing options

      SPECIAL REPORT — Two deals to consolidate the country’s hardlines distribution have put Canada’s Competition Bureau into overdrive. The first deal, RONA’s bid to purchase TruServ Canada, received approval by the Bureau on Oct. 28 and closed last week..

The Competition Bureau is now turning its attention to the TIM-BR MART deal, which had to wait its turn.

Meanwhile, independents across the country are shopping around to weigh their options while TIM-BR MART awaits the Bureau’s decision. For example, Castle members were sighted at the Federated Coop show last month, and Castle and Sexton dealers were walking the CanWel show, held in Montreal Oct. 23-24. In addition, groups like TORBSA and Castle are entertaining overtures by U.S. wholesaler Orgill.

The latest round of consolidation presents a definite opportunity for Orgill. “As a result of the growing encouragement and support of many independent hardware retailers, we are continuing to develop our product and retail services offering specifically for our Canadian customers,” says Jerry Cardwell, vice-president corporate development for Orgill.

TruServ, under new ownership by RONA, hopes to continue to ship to Castle and Sexton dealers, even though they are competitors to RONA’s stores. The wild card remains Quebec-based Groupe BMR, which continues to knock on doors in both Atlantic Canada and Ontario, with an LBM offering and the group’s growing hardware assortments from a dedicated hardware distribution centre.

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Lowe’s supports Skills Canada with grant

OTTAWA– Skills Canada, a national not-for-profit organization that promotes careers in skilled trades, marked the launch of Skilled Trades and Technology Week last week with a major funding contribution from Lowe’s Canada.

The contribution amounts to $1.25 million over five years to help Skills Canada promote skilled trades and technology professions to youth. It supports high school based projects currently in place in Alberta and Ontario, and will expand to other provinces as Lowe’s establishes retail locations in those communities.

“Through our investment, we will work with Skills Canada to help prepare the next-generation work force with the world-class skills needed to become the contractors and industry leaders of tomorrow,” says Alan Huggins, president of Lowe’s Canada.

Huggins notes that his parent company already has a similar involvement south of the border. “We’re doing this in the U.S., but up here it makes further sense because it ties in with looking forward to the shortage of workers in Canada in the future. This will help create a pipeline to ensure that there’s a good supply of workers and trades who can build and renovate houses for people.”

According to the Conference Board of Canada, a shortage of more than one million skilled workers is forecasted by 2020, with an estimated 40% of all new jobs in the skilled trades and technology industries.

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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
• National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé
• Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. 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!

November 1, 2010, Volume xvi, #42

“Take time to deliberate; but when the time
for action arrives, stop thinking and go in.”
—Andrew Jackson (7th president of the United States, 1767-1845)

Industry gathers for 15th HARDLINES Conference

 TORONTO — More than 150 industry representatives from as far away as Tennessee, Georgia, Belgium, Germany and the U.K. gathered at the Toronto Airport Sheraton Hotel last week for the one of the biggest Hardlines Conferences in its 15-year history.

The event drew a record audience of managers, owners and executives from home improvement retailing and manufacturing, all seeking insights into how to “Make the Most of the Recovery,” the theme of this year’s event. Speakers included Michael Storfer, vp of Commercial and Professional Market at RONA and President of Noble, the company he sold to RONA; Derek Holt, vice-president economics at Scotia Capital; and Craig Hutchison, sr. vice-president of marketing for Loblaw Cos.

Besides a powerful presentation program, delegates also benefited from great networking opportunities, as leading executives from Canada’s top retail chains exchanged thoughts – and business cards.

Delegates came from as far away as Tennessee, Belgium, Germany and the U.K. to participate in two days of industry sessions and workshops.

“I definitely made contacts that will turn into business for me,” said Chad Murray of Quest Plastics, and a longtime attendee at the Hardlines Conference.

(We’ll have more on what we learned at the HARDLINES Conference in upcoming issues. —Michael)

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 Competition Bureau approves RONA acquisition of TruServ

BOUCHERVILLE, Que. — Ottawa’s Competition Bureau has approved RONA’s acquisition of all of the issued and outstanding shares of TruServ Canada, says Robert Dutton, RONA’s president and CEO.

The ruling in favour of the transaction came down on Oct. 28, a month after RONA and TruServ had announced their agreement – and just two days after TruServ Canada’s shareholders had voted 99.7% in favour of the deal.

Formal closing of the deal may now be able to proceed as quickly as this coming week. “There are further documents to sign and there’s a small process but it will be in the coming days,” Dutton says.

Consummation of the deal will mean the addition of 650 of TruServ’s dealer customers to RONA’s network, along with TruServ’s distribution centres in Winnipeg and Kitchener, Ont. Approximately 250 TruServ dealers fly TruServ-managed banners (True Value, V&S or Pet Junction, Country Depot and FS) and the other 400 are independents, many of which belong to LBM buying groups.

Of the 144 True Value stores in the mix, only 16 are located in close proximity to competing RONA stores, Dutton says. Officials from both companies have said that the True Value banner will be maintained, with its unique product mix, helping to provide differentiated offerings and separate shopping experiences.

The Competition Bureau will now turn its attentions to the proposed purchase of CanWel Hardware by TIM-BR MARTS Ltd. That deal was announced Oct. 4, just one business day after the RONA-TruServ agreement.

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Acquisition is part of Moffatt & Powell’s succession strategy

     LONDON, Ont. — The handing over of control of one of Southwestern Ontario’s leading retail home improvement chains marks an important step in succession planning for Moffatt & Powell – one that ties in with further expansion plans.

David Powell is transferring the business to his daughter Nancy Powell Quinn, who, with her husband D’Arcy Quinn, has assumed the helm. Although complications can arise when there are two families involved, Powell notes, he will buy out his partner, Keith Moffatt, by year’s end. The Quinns will buy the company from him over time, Powell explains.

Part of the succession strategy has been Moffatt & Powell’s recent affiliation with RONA. And that new affiliation, Moffatt & Powell last week acquired RONA’s Exeter, Ont., store, which formerly operated as a RONA Cashway.

The addition of the Exeter store, which is located some 60 km north of London, Ont., brings Moffatt & Powell’s store count to six. The Exeter location is the former flagship of the Hensall District Co-op building supply group, which had seven locations operating under the Do-it Center banner in the 1990s. The Hensall group was sold to Cashway just before RONA acquired it in 2000.

The Exeter transaction has the effect of transferring another RONA-run company store into the hands of local owner-operators, a strategy that RONA has been increasingly deploying since it unveiled what it dubs its “New World” expansion strategy earlier this year.

“We look to RONA to be able to leverage their resources,” says Nancy Powell Quinn. “Their brand is very important for developing our business going forward. Combined with our own focus on local markets, we will continue to grow in those markets.”

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Timber producers get hopeful news

TORONTO — “I’m cautiously optimistic about the U.S. They are a fine neighbour, and we will be selling them wood again.”

Rick Doman shared this outlook with members of the North American Wholesale Lumber Association at their regional meeting here recently. He said manufacturing jobs are expected to return south of the border. For now, prices are so depressed there that only mills in the interior of British Columbia can keep producing at those levels.

“But that may change over the next several weeks, when prices should move back up.” Doman anticipates prices rising by $50 or $75 per 1,000 by year end.

But until demand picks up in the States, he expects about 15-20% of Canadian lumber production to be exported to markets like the U.K. “We will have to become less reliant on the U.S., he noted.

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Home Depot offers support to small manufacturers

TORONTO — To assist new vendors – especially smaller manufacturers – to get their products to market, Home Depot Canada and the Ontario Ministry of Economic Development and Trade have partnered to launch “Innovation for Sustainability.” The program is designed to give qualified small companies with innovative, environmentally-preferred products the opportunity to build the resources needed to work with a large Canadian retailer. 

Until Nov. 19, any small or medium-sized Ontario manufacturer can submit information about its innovative home improvement product or technology at www.homedepot.ca/innovationforsustainability. After reviewing entries, the merchandising team at Home Depot Canada will invite prospects with potential to the first of four “Meet the Buyer” events on Dec. 13 in London, Ont. Products that pass muster will be stocked in three London-area Home Depot stores and assessed for expanded distribution.

Home Depot is looking for the following types of products: indoor/outdoor building materials, lawn and garden, shelving, storage and organization, plumbing, paint, electrical, power equipment, hardware, outdoor furniture, lawn mowers, kitchen and bath, appliances, window treatments, flooring, sheds, décor, heating and cooling, safety and security, lighting, fans, cleaning and janitorial products.

“This project not only supports our business goal of bringing innovative home improvement products and technologies to market, but offers important insights on existing gaps, opportunities and how business and government can best support manufacturers looking to move beyond research and development to retail success,” said Gino DiGioacchino, vice-president of merchandising at Home Depot Canada. 

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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
• National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé
• Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. 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!

October 25, 2010, Volume xvi, #41

“The secret of joy in work is contained in one word – excellence.
To know how to do something well is to enjoy it.”
—Pearl S. Buck (American novelist, 1892-1973)

Business sessions key to upcoming HARDLINES Conference

  WORLD HEADQUARTERS, Toronto — The country’s leading building supply dealers, home improvement vendors and hardware retailers are preparing to gather this week in Toronto for the industry’s biggest information and networking event of the year.

The 15th Annual Hardlines Conference will feature sessions aimed specifically at helping building centre dealers navigate their way out of the downturn and make the most of the recovery (however slow it may be). Jon Eakes, renowned radio and TV home improvement expert, will share valuable tips on how to “Maximize Your Connection with Your Contractor Customer in the New Economy”.

One of the cornerstones of evolving your business will be understanding and utilizing new technologies. Get important insights with “What’s Ahead for Retail Technology: an Industry Forecast”, presented by Patrick DuPaul of OGC. Technology meets sustainability with “Manage your brand reputation”, presented by Sue Dempsey, vice-president and general manager of OnSpeX, Consumer Product Evaluation, a division of CSA Group, and Dave McNeil, President of 4th Strand.

“Sustainability Can Equal Profitability” will outline how retailers and vendors can partner to create energy-saving promotional programs that will drive consumer traffic – and increase sales. it features Garry Tollefson, the manager, Demand Side Management, at SaskPower Eneraction, and special retail guest John DeFranco (shown here) of Home Depot Canada.

If you never joined us before, I invite you make 2010 the year you expand your brain – and your business network – by signing up today for the 15th Annual HARDLINES Conference. Click here for more info. —Michael

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TSC unveils online distribution strategy

LONDON , Ont. — TSC Stores, the Ontario-based farm and hardware chain, is the latest company to throw its hat into the wholesale distribution ring, offering an online farm and hardware distribution strategy. However, says TSC’s COO Greg Hicks, the development of the new business has been several months in the works. It sprang, he says, out of another part of TSC’s business, its growing franchise dealer network, which now numbers four TSC Villager stores, in Milton, Kingston, Orillia and Barrie, Ont.

“As a part of this initiative, we have been having conversations with independents in the farm supply sector, who have expressed interest in TSC supplying our assortments on a wholesale basis,” Hicks says.

The new business unit will be named TSC Country Pro Services (Love the name! —Editor), and it aims to provide the rural independent with a source for wholesale farm supply products and other country focused assortments such as lawn and garden, work wear, pet and general hardware. Out of the gate, the program offers more than 17,000 SKUs supported by everything from spring seasonal and discount bookings to delivery schedules, terms and competitive freight rates.

In light of recent developments in the industry, timing couldn’t have been better, says Hicks. “All of a sudden, the phone is ringing off the hook.” Interest is coming mainly from farm supply retailers, but with TSC’s offerings in core categories such as plumbing, electrical and hand and power tools, he’s also heard from hardware and building materials retailers and from garden centres.

The program comes complete with retail support services for those independents, including store design, planogram set-up, inventory management and advertising. Hicks says the strategy could lead to more independent dealers choosing to become TSC Villager franchisees.

“We are very excited about this new strategy. We are actively working with independents via wholesale and under the TSC Villager brand today and strongly believe that we can add value to the industry.”

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La Coop steps up partnership with Laurentide Paint

      TROIS-RIVIÈRES, Que. — La Coop fédérée is increasing its focus on the paint department with a renewed partnership with Laurentide Paint. Cooperation between the two companies currently extends to the manufacture by Laurentide Paint of private-label Fédécor and Inov brands, as well as the sale of Laurentide brand paints in Unimat and La Coop hardware stores and building centres.

(l-r): André Buisson, president and CEO of Laurentide Inc., and René Labrecque, general manager, Hardware and Agricultural Implements, La Coop fédérée

But by December, La Coop fédérée will provide Laurentide Paint exclusive advertising space on a range of promotional vehicles, including the weekly Unimat flyer. Laurentide, in turn, has committed to develop and enhance brand exposure across the Unimat and La Coop network of stores, which comprises more than 175 Unimat and La Coop hardware stores and building centres in Québec, Ontario and New Brunswick.

La Coop fédérée has also entrusted Laurentide with the distribution of its private-label Fédécor and Inov paints.

“This partnership will enable retailers and customers to benefit more fully from Laurentide Paint expertise. Laurentide Paint is indeed recognized for product quality and distribution know-how,” says René Labrecque, general manager, Hardware and Agricultural Implements with La Coop fédérée.

This strategic agreement coincides with the implementation of a new paint concept that will be unveiled in the near future. The concept will place the emphasis on private-label Inov and Fédécor brand paints, as well as Laurentide and Para brand paints. “So far, the feedback has been great,” says Labrecque.

La Coop fédérée annually provides thousands of customers with access to an inventory of over 25,000 products. It represents 90,500 members grouped together in 109 cooperatives. The network boasts a business volume of $3.9 billion and employs some 11,500 persons.

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Loyalty, private label and sports figure in RONA’s strategy

BOUCHERVILLE , Que. — RONA inc. is moving ahead with phase two of its three-year strategic plan. Called the “ New World program,” it places renewed emphasis on growth over the 2010-2011 period. And while growth through dealer development remains central to this retail giant, RONA is seeking incremental growth through a number of other initiatives, as well.

A customer loyalty program called RONAdvantages has been fine-tuned and made into a permanent program. Customers can earn up to 5% cash back annually in RONA gift cards and get up to double Air Miles reward points when using RONA’s own private-label credit card. The company claims that just 14 weeks after the launch of the program, the number of new cards issued already surpassed the number of cards issued for the whole year last year under the company’s previous loyalty program.

The Canadian Football League promotional partnership remains an important element of the company’s efforts to increase consumer awareness. The sponsorship, launched in 2001, has now been extended to 2012.

Penetration of RONA’s private-brand and controlled-label products reached over 21% in the first half of 2010, up from 19% at the beginning of the year.

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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
• National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé
• Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. 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

Only 3 more days until the Hardlines Conference!

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October 18, 2010, Volume xvi, #40

“Selling focuses on the need of the seller; marketing focuses on the need of the buyer.” —Theodore Levitt (American educator and author, 1925-2006)

Industry leaders prepare for HARDLINES Conference

  WORLD HEADQUARTERS, Toronto — What do the top executive from RONA’s commercial division, the top marketer from Loblaw, the retail expert who designed the retail at the Dubai Airport and one of the top merchants from Home Depot Canada have in common?

These are just some of the people who will be speaking at the 15th Annual HARDLINES Conference Oct. 28-29.

The event, developed around the theme, “Making the most of the recovery,” will be a forum for the leading retail minds in the country, including RONA vp Michael Storfer, Loblaw’s svp of marketing Craig Hutchison, OSRAM Sylvania president and CEO Abbas Khan, Scotia Capital’s Derek Holt and TruServ Canada’s president Bill Morrison.

As in years past, the audience will comprise some of the leading vendors, wholesalers and retailers in the retail home improvement industry, making the Conference a valuable networking event. Companies represented so far include Home Hardware, RONA, Castle, Home Depot Canada, CanWel Building Materials, Taiga, 3M Canada, BMR The Group, Can-Save, Goodfellow, Ideal Industries, ITW Construction Products, Moen, and Masco.

The Conference has been built over the years on a reputation for presenting cutting edge information and trends. In addition, in an age of faceless electronic communication, the event offers important forum for meeting one’s industry colleagues face-to-face.

if you haven’t considered coming before, make 2010 the year you expand your brain – and your business network – by signing up today for the 15th Annual HARDLINES Conference. Click here for more info.

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Castle evaluates suppliers following consolidation

MISSISSAUGA, Ont. — Last week, Canada’s last two remaining national full-line hardware wholesalers got bought up. That has left a lot of independents not affiliated with the new owners of TruServ Canada (RONA) or CanWel Hardware (TIM-BR MARTS), looking for alternative sources of supply for their hardware needs.

In fact, many dealers had been casting their nets further afield even before the double takeovers occurred. “We’ve seen this coming for the last 18-24 months,” says Ken Jenkins, president and CEO of Castle Building Centres Group Ltd. CanWel had been plagued by inconsistent fill rates and TruServ Canada was, in the final months, suffering from cash flow problems.

“What our independent members strive for is having continuity in their hardware supply and in many ways that has not been available to them in the past few years,” says Jenkins.

Within hours of the news of the CanWel takeover, Jenkins had received calls from every hardware distributor in the country. “This has really opened up the doors for our business.”

But Castle is already in talks with new partners. “Watch for another solution for hardware distribution in the next 60 days – and we intend to be part of that solution.” He adds that the deal will involve a major North American distributor.

However, Jenkins stresses, Castle itself will not get involved in any way with its own hardware distribution. “We are not today, nor in the future, going to become a distribution-based buying group.”

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Lowe’s Canada re-organizes buying team

      TORONTO — While Lowe’s continues to expand its business in Canada, the organization here is working as a separate business unit, leveraging its strengths, wherever possible, with its U.S. parent. Lowe’s had been given room to accommodate consumer tastes north of the border with its merchandising team, which is populated with buyers plucked from many of Canada’s leading hardlines retailers.

Now that team has been re-organized to better align with the structure in the U.S. The structure establishes four categories, each with its own head merchant.

The main change is the combining of Building Products and Hardware, with Neil Calhoun expanding his duties as Merchandising Director beyond building products to include hardlines. Calhoun oversees millwork, lumber, building materials, tools and hardware.

Bernie Snider stays in place as Merchandising Director for Home Décor. He’s in charge of paint, flooring, walls and windows, home organization, fashion lighting, and rough electrical.

Heather Arts maintains her status leading Kitchen and Bath as Merchandising Director for cabinets and countertops, appliances, home environment, fashion plumbing, and rough plumbing.

In Outdoor Living, Cliff Pike continues as Merchandise Director there to oversee seasonal living, nursery, lawn and landscape, and outdoor power equipment. Bob Vaillancourt, who was formerly head of the hardlines category (now rolled into Calhoun’s department), has assumed the position of Merchandising Manager in the Outdoor Living area.

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TruServ will function as alternative banner for RONA

WINNIPEG — When RONA bought TruServ Canada Cooperative Inc. on Oct. 1, RONA execs made the decision to leave TruServ to operate as a separate entity – one, by the way, that’s been renamed TruServ Canada Inc.

And while some True Value dealers will be invited to join the RONA banner, the strength of the acquisition lies in keeping TruServ at arm’s length to ensure, at least nominally, an independent source of hardware supply for dealers. In addition, the True Value banner will become an alternative in markets that already have RONA or for dealers who simply want another choice.

Morrison is a long-time admirer of Loblaw’s model of retail, and says True Value can serve as another choice for both dealers and consumers, much the way the Valu-mart and No Frills banners do for that grocery chain.

“The dealers will continue to operate as True Value and give RONA a second brand offer distinct from RONA,” explains Bill Morrison, president of TruServ Canada. “So we’ll be actively looking for business from independents.”

But, like CanWel, TruServ is now part of a banner that competes with those independents. So time will tell whether the new scenarios will work for those independents. Morrison says TruServ has an opportunity to bring a lot more hardware SKUs to independent dealers and expects to add thousands of new products to the Winnipeg distribution centre.

“Our goal is that we’d like to serve all the Castle dealers and the Sexton dealers.”

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China Show positioned as leading Asian hardware fair

SHANGHAI — The China International Hardware Show recently welcomed more than 35,000 trade visitors from 85 countries, who sourced for and obtained information about the latest products and innovations on tools, DIY and building hardware, security systems, locks and fittings. Some 2,300 companies from 19 countries and regions exhibited at the show, occupying over 1000,000 sq.ft. of floor space.

It claims to be the world’s second largest hardware show after the International Hardware Fair in Cologne, Germany. (The Cologne Show is owned by Koelnmesse and the China show is organized in partnership with the China National Hardware Association.)

The largest product segment at the show, tools, was strongly represented. Other product categories included fasteners, building hardware, and locks and security.

Besides major local Chinese manufacturers, over 10% of the exhibitors at CIHS came from abroad to seek new business partners in China and to develop their Asia contacts. Overseas exhibitors hailed from all parts of the world, including Europe, North and South America, as well as many parts of Asia.

For further information, please visit www.chinahardware.org.cn.

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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
• National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé
• Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. 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

Only 10 more days until the Hardlines Conference!

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October 11 , 2010, Volume xvi, #39

“In a negotiation, he who cares less, wins.” —Anonymous“

TIM-BR MART enters distribution business with CanWel purchase

  CALGARY — TIM-BR MARTS Ltd., the giant national LBM buying group, has entered into an agreement to acquire CanWel Hardware from CanWel Building Materials Group Ltd. The deal includes CanWel’s hardware distribution facilities operations in Victoriaville, Que. and London, Ont., plus two Chalifour building material warehouses in Quebec. It also provides TIM-BR MARTS Ltd. ownership of the “Pro” name and licensing rights to the Ace brand in Canada.

The deal was approved by the TIM-BR MART board, headed by its chair, Ron Slegg, of Slegg Lumber on Vancouver Island. The acquisition is worth $50 million, and is expected to close in the fourth quarter. Financing for the transaction will be provided by HSBC. CanWel Hardware’s parent company, CanWel Building Materials, which began the year by acquiring rival Broadleaf Logistics, will use the money to pay down debt – with a mind to future growth.

According to Tim Urquhart, president and CEO of TIM-BR MARTS Ltd., the deal will increase the ability of his dealer members to strengthen their hardlines assortments. “They are the leading purchasers of building materials in Canada and now they will be the leaders in hardware as well,” he said in a prepared release.

TIM-BR MART represents more than 700 dealers and about $2 billion in buying power. Its ranks include IRLY Distributors on the West Coast and Groupe MatPlus in Quebec.

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TIM-BR MART plans “business as usual” for CanWel acquisition

SPECIAL REPORT — TIM-BR MART’s acquisition of the hardware distribution business of CanWel puts that company into the hands of one buying group. That banner also competes against other groups, such as Castle Building Centres and TORBSA, which are also customers of CanWel Hardware. Nevertheless, TIM-BR MART fully expects to continue selling to these customers.

Indeed, some of them – Sexton Group, Delroc, Federated Cooperatives, and La Coop fédérée – are all members, along with TIM-BR MART and CanWel Hardware, in Spancan, an umbrella buying group for hardware purchases. TIM-BR MART intends to continue using the preferred suppliers that work with CanWel Hardware through Spancan. (For a full explanation of the Spancan group, including IHDA and ILDC, check out our Annual Buying Group Report, available now in our sister pub, HQR! —Editor)

Tim Urquhart, president and CEO of TIM-BR MART, noted in a release, “It is business as usual – actually, we aim to be better than usual,” adding that the acquisition will not disrupt supply from CanWel’s four warehouses.

But TIM-BR MART actually intends to use five warehouses.

The group’s sister buying group, IRLY Distributors, has a DC of its own in Surrey, B.C. TIM-BR MART and IRLY are working together to ramp that facility up to supply dealers beyond its current market area of British Columbia, and ship all the way to Saskatchewan with products imported into Surrey by the container-load from China.

CanWel Hardware’s DCs in London, Ont. and Victoriaville, Que., are expected to supply TIM-BR MART dealers in Central Canada and the Atlantic region. Two LBM warehouses in Quebec will continue to supply lumber and building materials to dealers within that province.

TIM-BR MART will hold its own buying show, which will include IRLY dealers, on March 31-April 2, 2011.

(NOTE: TruServ is no longer a member of Spancan, the umbrella hardlines buying group. According to a letter from Spancan, those sales volumes will be replaced internally. Please click here to see the full letter sent to Spancan members and suppliers. —Michael)

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RONA plans to expand dealer options with TruServ acquisition

     WINNIPEG — RONA president and CEO Robert Dutton was here last week, meeting with TruServ Canada staff and dealers at TruServ’s dealer market. “It was,” says Bill Morrison, CEO of TruServ, “nice to have the face of RONA here and learn about his background.”

RONA has signed an agreement to buy TruServ, pending shareholder approval. When the deal is done, Morrison says TruServ will continue to operate as a distinct operation from RONA – and his dealers will continue to operate under the True Value banner.

By continuing to operate as a separate unit, the TruServ facility in Winnipeg will continue to offer hardlines to both True Value dealers and other independents. “Some dealers prefer to have more freedom, and choose to rely on good pricing and good marketing programs. We respect that,” says Dutton.

“We realize that CanWel Hardware is going to disappear and the independents need a wholesaler.”

TruServ’s distribution business is currently worth more than $100 million, but Dutton believes that can be doubled over the next two or three years, in part by catering to other banners besides True Value. “So we can be there for some orders, and fill-in shipments, for other banners, including Castle and TIM-BR MART.”

RONA already has a DC in Calgary, but that facility is nearing capacity, says Jean-Luc Meunier, senior vice-president, affiliate dealer-owner network development at RONA. The company plans, he says, to work out how best to leverage the two warehouses.

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Independents weigh options amidst latest consolidation

NATIONAL REPORT — In the space of two business days, Canada’s two remaining national hardware distributors were taken over by rival companies. RONA’s acquisition of TruServ Canada on Oct. 1 and TIM-BR MART’s acquisition of CanWel Hardware can potentially put a large number of independent dealers in a position of deciding whether to support, at least indirectly, a direct competitor.

Ken Jenkins, president of Castle Building Centres Group, says neither deal comes as a surprise. “With TruServ, this was a question of ‘when’ rather than ‘if’. TruServ has had trouble over the past couple of years as vendors were getting faced with longer wait times on their payables,” he says. “CanWel has, to be honest, been struggling for the last few years,” he continues.

Jack Crombie, for one, has found his answer south of the border. Crombie, who owns a Castle dealership in Hudson, Que., already gets about 25% of his front-end needs supplied by Orgill, a large independent hardware distributor based in Memphis. “I could probably increase that to 75%,” he says.

The other 25%, he adds, involve items that are subject to domestic regulations, including herbicides and pesticides, as well as some plumbing and electrical products that must meet Canadian standards. The majority of those items could be sourced, he says, from distributors such as Cathelle, Emco, USCAN Fasteners and Richelieu.

Kim Emmerson, of Haliburton Lumber in Haliburton, Ont., is another Castle dealer who will look elsewhere for his hardlines needs. “It makes me wonder if Castle and other competitors will continue to buy from CanWel,” he muses. He too has been approached by Orgill. “I believe there’s some opportunity for us there.”

Orgill, which announced its entry into Canada at the HARDLINES Conference in 2008, has been supplying dealers across the country on a fill-in basis. At the Orgill dealer market in Chicago in August, more than two dozen Castle dealers, along with TIM-BR MART and TORBSA representatives, were in attendance.

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RONA’s commercial division to buy Don Park

BOUCHERVILLE, Que. — RONA inc. has made yet another acquisition this week, this time on its commercial side. Through its subsidiary Noble, it has signed an agreement to purchase the assets of Don Park Limited Partnership in Canada. This HVAC distributor operates 14 branches, three manufacturing facilities and one distribution centre in Ontario. Owned since 2005 by TerraVest Income Fund, Don Park has more than $90 million in sales and 400-plus employees.

The deal, pending regulatory approvals and other conditions, is expected to close by the end of December.

According to Michael Storfer, vice-president of RONA’s Commercial and Professional Market division, this latest acquisition gives his business unit a stronger presence in Ontario, and is part of a larger strategy to establish a national presence in the commercial and professional market. “Most of Noble’s business had been in plumbing,” he explains. “The HVAC initiative started a year ago. This is a natural extension of our HVAC side.”

The Don Park deal also gives RONA an injection of knowledgeable employees with a wealth of product knowledge and customer contacts. “I expect the expertise that we’ve acquired will help us expand beyond Ontario,” Storfer says, hinting at further acquisitions – “the next one in “an ‘A’ province.” However, he adds, growth will come from within, as well, as his division continues to open new branches.

(Michael Storfer is our keynote speaker at the 15th Annual HARDLINES Conference, Oct. 28-29 in Toronto. For more information about this important event, click here —Michael)

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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
• National Field Sales Manager with twelve plus years in power tools and hardware sales/merchandising. view this resumé
• Business Manager with U.S. & Canadian experience with retail & industrial customers seeks a new opportunity. 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

Only 17 more days until the Hardlines Conference!

Overview	Agenda	Register	Speakers	Sponsors

Connect with us!