July 12, 2010, Volume xvi, #27

“Our greatest glory is not in never falling, but rising every time we fall.” —Confucius (Chinese philosopher, 551 BCE–479 BCE)

Castle’s newest members include specialty dealers

MISSISSAUGA , Ont. — The six new members of Castle Building Centres Group Ltd. run the gamut from traditional LBM dealers to a specialty dock supplier. But that suits Castle President Ken Jenkins just fine.

“We’ve made two conscious ways in which we’re going to grow our business,” says Jenkins. “One is our core building materials products – and all our new members fit that.”

But specialty dealers are important, as well, he points out. Take for example, new member Reim’s Window & Doors in New Glasgow, N.S. A dealer like this can bring tremendous volumes in specific categories, Jenkins says. “That volume drives additional profitability on our rebates.”

“The specialty building materials business, frankly, is the future and we’ll be exploring that more in the future.”

In addition to Reim’s in New Glasgow, Castle has added Cottage Docks Ltd. – Bancroft, Ont. to its Castle Specialty business.

The following traditional LBM dealers have also joined Castle’s ranks of approximately 240 members: Goulais River Building Supplies, Goulais River, Ont.; Mistik North Building Supplies, Pickle Lake, Ont.; R&D Commercial Interiors, Saskatoon; and Vanderlaan Building Products Ltd., Brighton, Ont.

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Loewen Windows sold to Danish firm

STEINBACH, Man. — With less than half the workforce it had two years ago, window manufacturer Loewen has felt the brunt of the U.S. housing crash. Now, its owners have decided to sell to VKR Holding of Denmark.

Although it maintains strong sales in Canada, Loewen, which manufactures and distributes custom high-end wood and clad wood windows and doors, relies heavily on the U.S. for its sales. With markets still soft there, the Loewen family, headed by Clyde Loewen, decided that “the needs of the company and those of the Loewen shareholders would be best served through a transition of ownership to a new ownership group.”

VKR Holding owns companies in more than 40 countries, primarily in roof windows, vertical windows, thermal solar energy and ventilation, with a total of about 14,000 employees.

Loewen has been in business for more than a century (it was established in 1905 and has been owned by the Loewen family the whole time). The existing Loewen executive team will remain in place, with Al Babiuk, previously COO, stepping into the role of CEO. Clyde Loewen will stay on as executive responsible for products. The other members of the Loewen executive team will remain in their positions, as well. In addition, Charles Loewen will sit as a member of the board of directors of Loewen and Claes Warnander from VKR is the new Chairman.

Babiuk says Loewen’s head office and main manufacturing will remain in Steinbach, and it will continue its partnership with existing dealers and new dealers, as well as marketing through Loewen’s own retail network.

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GP adds new products with completion of latest acquisition

MISSISSAUGA, Ont. & ATLANTA — Georgia-Pacific recently completed the purchase of Grant Forest Products’ OSB facilities in Allendale and Clarendon, S.C., and Englehart and Earlton, Ont. The intention of these acquisitions was to expand GP’s product offerings. Thanks to the manufacturing capabilities at the new facilities, Georgia-Pacific is able to add oversized panels and FSC-certified products to the company’s current OSB offerings.

Georgia-Pacific now has access to FSC-certified products from the Englehart mill. FSC-certification provides assurance that wood is responsibly sourced from sustainable forests.

According to Jeff Key, Marketing Communications Manager at Georgia-Pacific Wood Products LLC, the Grant mill in Englehart offers a number of benefits to GP. “Grant has FSC-certified products, something that Georgia Pacific wants.” And, he notes, even though GP is one of the largest plywood manufacturers in the world, it doesn’t have as big a presence in OSB. Two of the newly acquired mills make a high-end product , DryMax High-Performance OSB, a moisture-resistant sub-flooring with ink-jet nail patterns that fits into the “best” range of a good-better-best assortment.

Another product now available through the acquisition is Blue Ribbon Shield Specialty OSB, a wall sheathing designed to reduce air infiltration.

For existing customers of Grant Forest Products, Key doesn’t expect anything to change, although, he admits, “It will still be a while before we work out the product mix.” However, he doesn’t expect distribution to change from the Englehart mill to Canadian building supply dealers.

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Business remains strong in Atlantic Canada

MONCTON , N.B. — The latest reports that growth in the housing market has been loaded into the first half of the year (see “Economic Indicators” in this issue) is corroborated by the level of activity at the dealer level, as well.

According to Don Sherwood, president of the Atlantic Building Supply Dealers Association, “In Atlantic Canada, we’ve experienced a very strong first half of the year.”

That lift began right in January, thanks to the deadline of the Home Renovation Tax Credit on Jan. 31, and then by good weather that brought in an early spring.

However, Sherwood says, nobody is taking for granted that the momentum will continue unabated. “What we’re hearing is a little concern, with big numbers to keep up with, especially as October and November were so strong last year. We’ve got to meet or exceed some very high numbers for the last quarter.”

A couple of other factors are supporting the need for a dose of healthy scepticism for the months ahead. The value of residential building permits (always a good indicator of building activity several months out) fell 5.3% in May from April. The biggest drop was in single-family intentions, down 9.2% from April.

In addition, our HARDLINES 1Q Business Conditions Survey indicated that dealers are more positive short term about business than they are long term. While 76.4% of retailers expect business to improve over the next six months, expectations of continued improvement over the next 12 months dropped to just 71.7%

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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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. 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!

July 5, 2010, Volume xvi, #27

We don’t receive wisdom, we must discover it for ourselves
after a journey that no one can take for us or spare us.
—Marcel Proust (French novelist and critic, 1871-1922)

Sexton Group expands indie mandate into Ontario

WINNIPEG — After a tough year, shared by many independents across the country, members of the LBM buying group, the Sexton Group, are reporting a big upswing in business in 2010.

According to Sexton Vice-President Steve Buckle, if purchases through the group are any indication, his members are generally very healthy. “The year’s looking very, very positive, certainly relative to 2009. And it should be a little better than 2008, which was a record year for us.”

Sexton’s roots, and its greatest strength, remains in the West. So which province is showing the greatest gains? “From a rebound perspective, the Alberta market was way over 2009,” Buckle says. “And both Manitoba and Saskatchewan remain healthy, while British Columbia has been very good for us.”

Now, much like groups such as RONA and Home Hardware, Sexton is focusing its expansion efforts on Ontario, where it is under-represented. Canada’s largest province also accounts for about one-third of Canada’s retail home improvement industry (according to our amazing HARDLINES Retail Report, coming out later this month — Shameless Mike). “We plan to expand into the Ontario market pretty aggressively, where we’ve added some dealers there in just the past month,” says Buckle.

“We think there’s a place for us there, with dealers who want to operate very independently.”

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RONA begins refurbishing its Chester Dawe stores

ST. JOHN’S, Nfld. — The grand reopening earlier this month of a former Chester Dawe store on O’Leary St. represents another part of RONA’s ongoing expansion of its presence in Atlantic Canada.

The $4.8 million refurbishment of the Chester Dawe acquisition – which occurred in early 2006 when RONA bought up Chester Dawe’s eight stores and truss plant – moves that chain more securely into the RONA fold, with new formats and signage that labels the stores simply “RONA,” according to the company’s new branding strategy.

“The other seven Chester Dawe stores are being slated for renovation, as well,” says Daniel Richard, spokesperson for the company. “Gradually, all the stores will now be RONA, using RONA’s marketing programs,” he adds.

RONA has also tweaked another acquisition there: the Bishop’s store in Bay Roberts gets a $2 million expansion, while the store about 30 minutes from St. John’s has been closed.

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Western dealers cautious about long-term prospects

WINNIPEG — The Western Retail Lumber Association has just completed a new survey of its members in the Prairie provinces. The results reveal that, despite the current buoyancy in the marketplace, dealers aren’t completely confident about a turnaround longer term.

The survey asked several questions about the dealers’ current business conditions and outlook. When asked about the state of the housing market, only 32% believed that market will increase through the rest of this year and in 2011. More than half expected it to remain the same; another 16% said they believe it will decrease.

The renovation market is expected to be more positive, however. More than half (54%) said they believe that residential renovations will increase through the end of 2011. Thirty-nine percent said that market will remain the same, while only 7% expected it to decrease.

The mood of the dealers’ customers was perhaps most telling in its indication of how far we’ve actually pulled out of the economic downturn of 2009. When asked if they felt consumer confidence among their customers had returned to its pre-recession levels, only 38.2% said yes, while almost half – 45% – said no. Another 16.7% said they weren’t sure whether their customers were as confident as before the recession.

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Classifieds

This well-established, successful Toronto-based Canadian company is thriving and looking to grow their retail hardware category share. This new position reports to the National Marketing Manager and involves leading the category strategy efforts, defining and launching new products and securing new product designs. You’ll also be involved in sourcing (including offshore), pricing and competitive analysis, all of which are important parts of this role.

Ideally you’ve developed and promoted multi-sku consumer products and can demonstrate five years’ plus business intelligence in both your creative and analytic abilities in new sku or line development. Familiarity with key customers such as Home Depot, Canadian Tire and Rona would be beneficial.  Your experience may be on the vendor or retail side. Post-education in marketing or business is strongly preferred.

Please respond to Wolf Gugler quoting PM-Toronto. You may also apply online on the” Opportunities” page at www.wolfgugler.com. Phone: 888-848-3006. SKYPE: hdhntr53

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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. 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!

June 28, 2010, Volume xvi, #26

“To stumble twice against the same stone is a proverbial disgrace.”
—Cicero (Roman philosopher, statesman and orator, 106 B.C.-43 B.C)

Solid signs of improvement for industry in 2010

SPECIAL REPORT — The retail home improvement industry has been gradually regaining steam since the middle of last year, with a significant increase in performance in the first quarter of 2010, according to our First Quarter Business Conditions Survey. Business was better in the first quarter, compared to the same quarter a year earlier, as reported by both retailers (65.4%) and vendors (70.0%).

That compares to only 42.0% of the industry reporting a year-over-year improvement in the last quarter of 2009. Those reporting that business was down in the latest quarter compared with the same period a year earlier were correspondingly down.

Only 19.2% of retailers reported that business was worse than 1Q 2009, and vendors were even more upbeat, with only 13.0% reporting business was worse. By comparison, more than twice as many respondents were still down in the previous quarter, as industry-wide 40.0% said business in 4Q 2009 was worse than a year earlier.

That vendors were more positive about their business conditions in the last quarter reflects how hard-hit they were during the same time last year, when they felt the brunt of retailer caution as those customers slashed inventories in the face of falling consumer confidence.

Looking ahead, both vendors and retailers are optimistic about the next two quarters, although retailers were more cautious in their expectations. While 84.0% of vendors said they expect their sales to increase over the next six months, slightly fewer, or 76.4%, of retailers had the same expectation.

Looking further out, vendors’ forecasts become even more upbeat, while retailers’ longer-term expectations become correspondingly dimmer. When asked if sales are expected to increase over the next 12 months, 89.0% of vendors replied in the affirmative, while retailer response dropped to just 71.7%.

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Superior Plus buys Western insulation dealer

CALGARY — Superior Plus Corp. has entered into a definitive agreement to acquire certain assets of Burnaby Insulation Supplies, a commercial-industrial insulation dealer based in Burnaby, B.C. The deal, worth approximately $18 million, is being paid with $16 million in common shares of Superior and $2 million in cash. The deal, subject to normal adjustments, is expected to close June 30.

Consisting of three operating branches (besides Burnaby, the dealer has outlets in Edmonton and Calgary), the latest acquisition by the parent of Winroc will facilitate expansion of the company’s commercial and industrial distribution business in Canada.

“We are very pleased to enter into this transaction to expand our construction products distribution business as part of Superior’s growth strategy,” says Grant Billing, Chairman and CEO of Superior. “The acquisition of a Western Canadian commercial and industrial insulation distribution business is a strategic fit and complementary with Superior’s construction products distribution operations in the U.S.”

In September 2009, Superior Plus purchased Specialty Products & Insulation Co., which has 70 locations in 28 states in the U.S. The purchase price was $138 million.

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Sexton’s Bob Mondy gets recognized for long-time service

WINNIPEG — Bob Mondy, former Vice-President and General Manager of the Sexton Group, was honoured last week at a retirement party at Mondy’s favourite golf club.

The fête was actually several months overdue, held up by Mondy’s own health issues. Nevertheless, he was in good form when industry representatives from across the country gathered to recognize his decades of service to the industry.

Mondy began as General Manager of Sexton at its inception in May, 1985. Prior to that, he had served as General Manager at Allroc. But, says Sexton Group President Brian Kusisto, “if you asked Bob, he would attribute his training to the ‘university of Beaver Lumber.’ “

Sexton started out with three Kenroc locations, but membership in the LBM buying group grew steadily under Mondy’s leadership. “He really took it from its inception to the size it is now,” says Kusisto. “In fact, if you asked a number of dealers why they became Sexton members, they would say, ‘Bob Mondy.’ Their trust in him and his integrity were instrumental in growing membership.

Today, the Sexton Group has 285 members representing about $1.3 billion in sales at retail.

Steve Buckle took over as Vice-President of Sexton in 2008, and Mondy stayed on working on key initiatives for the last two years. (Bob’s integrity and openness were always shared with HARDLINES. We thank him for his years of support and friendship.—Michael)

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RONA beefs up Atlantic presence with Piercey’s deal

BOUCHERVILLE , Que. — RONA inc. has closed its acquisition of Piercey’s, the building centre chain based in Dartmouth, N.S. That company’s financial statements will be consolidated within RONA’s financials starting June 21.

Piercey’s operates five building centres ranging in size from 17,000-69,000 square feet throughout the greater Halifax market. RONA also has a big-box store of its own in Halifax, which opened in April 2008.

RONA’s expansion in Atlantic Canada has not been as aggresive on the dealer recruitment front as in other parts of Canada, but it has made some significant acquisitions there besides the Piercey’s deal. It bought Chester Dawe, with eight stores, in 2006 in St. John’s, and acquired Bishop’s Building Center in Bay Roberts, Nfld., two years later. It has also opened corporate stores of its own.

RONA now has 31 stores in the Atlantic Provinces: 12 in Nova Scotia, 10 in Newfoundland and Labrador, and nine in New Brunswick, representing a total of 575,000 square feet of retail space.

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Survey reveals location is tops for consumers

EDMONTON — Location, location, location. The mantra rings truer than ever, based on the latest research by HARDLINES, in association with the University of Alberta’s Faculty of Retail Studies.

In exit surveys of home improvement shoppers in Edmonton, respondents were asked to indicate which factors were most important to them when shopping at home improvement stores. Unprompted, location was the major factor in determining their preferred shopping location, cited by more than one-third of respondents. Store selection (18.4%) and prices (14.3%) were also important factors in the decision process.

To further examine variables consumers consider when picking a retail home improvement store to shop at, the survey asked respondents to rank specific variables from 1 to 5, 1 showing the greatest importance, and 5 the least. (Respondents were able to rank more than one variable with the same rank if they saw them equal in importance.)

Once again, the factors that were rated with the greatest importance were location – rated number one by 48% of respondents, followed by prices (42%) and variety/selection (38%).

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RONA tweaks Noble name for ICI division

CONCORD , Ont. — The major part of RONA’s industrial-commercial-institutional business is Noble Trade, which it acquired in 2007. In fact, Noble Trade hence became the name for RONA’s entire commercial and professional plumbing specialties segment, which now counts 26 points of sale and distribution facilities in Quebec and Ontario.

Effective last week, however, that brand has been modified and the division is known simply as Noble, complete with a new logo. This new identity can be seen on Noble’s updated website.

RONA next acquired Best-MAR, a plumbing specialities company with three points of sale in the Ottawa area. In 2009, Noble Trade’s main distribution centre underwent a 188,000-square-foot expansion to allow it bring in more lines of heating, ventilation and air-conditioning appliances, and related products.

In March 2010, Noble entered the Quebec market with the acquisition of Plomberie Payette & Perreault.

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Classifieds

This well-established, successful Toronto-based Canadian company is thriving and looking to grow their retail hardware category share. This new position reports to the National Marketing Manager and involves leading the category strategy efforts, defining and launching new products and securing new product designs. You’ll also be involved in sourcing (including offshore), pricing and competitive analysis, all of which are important parts of this role.

Ideally you’ve developed and promoted multi-sku consumer products and can demonstrate five years’ plus business intelligence in both your creative and analytic abilities in new sku or line development. Familiarity with key customers such as Home Depot, Canadian Tire and Rona would be beneficial.  Your experience may be on the vendor or retail side. Post-education in marketing or business is strongly preferred.

Please respond to Wolf Gugler quoting PM-Toronto. You may also apply online on the” Opportunities” page at www.wolfgugler.com. Phone: 888-848-3006. SKYPE: hdhntr53

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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. 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

Click here to post your resumé

Connect with us!

June 21, 2010, Volume xvi, #25

“It is the mark of an educated mind to be able to entertain a thought without accepting it.” —Aristotle (Greek philosopher, 384 B.C.-322 B.C.)

RONA captures Halifax market with Piercey’s acquisition

BOUCHERVILLE , Que. — RONA inc. has made good on its promise to make at least one more major acquisition this year. The giant retail and wholesale company has acquired Piercey’s, a chain of five building centres based in Dartmouth, N.S.

Fulfilling the prediction made by RONA CEO Robert Dutton during the release of the company’s first-quarter results last month, the company has picked up one of Atlantic Canada’s leading dealers, owned by the Bragg Group. The Piercey’s stores range in size from 17,000-69,000 square feet and include two big boxes. They are located throughout the Halifax market, serving a contractor and builder trade, with about 25% of its business going to retail.

The chain has estimated sales exceeding $50 million, with more than 150 employees and a large fleet of delivery trucks.

It’s also one of the few true independents in the Canadian market. It was not even a member of one of the country’s LBM buying groups. Although its size would make it a prime candidate for a group like Independent Lumber Dealers Co-operative, which represents some of the nation’s largest and best dealers, it historically resisted any outside affiliation. (And in this case, Central Supply, also Halifax-based, is already an ILDC member.)

Like most of RONA’s retail acquisitions to date, the Piercey’s stores will all be converted to the RONA banner over time. “It’s like adding critical mass in Halifax,” says Daniel Richard, a spokesperson for RONA. “We’re really getting the RONA name out there.” He adds that Piercey’s, which is strong with its back-end sales, offers a good opportunity for RONA to add products to the front end.

RONA is financing the deal mainly by selling treasury stocks. The remaining portion will be financed by RONA’s cash on hand. The deal is expected to close on June 21.

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Home Hardware’s paint factory cuts ribbon on expansion

BURFORD, Ont. — Home Hardware’s paint factory, which manufactures the dealer-owned co-op’s own line of Beauti-Tone paints, as well as caulking, cleaning products and other chemicals, held a family day this past weekend, complete with barbecue, face painting and balloon clowns. Knowing my weakness for balloon clowns, Beauti-Tone General Manager Darrin Noble sent me an invitation, (which I readily accepted — Michael) . The event also served to officially announce a 55,000-square-foot expansion for the facility.

Paint is a major category for most hardware stores and many building centre dealers, so the establishment of its own 180,000-square-foot paint facility in 1979 made sense for Home Hardware. (It was also following in the footsteps of one of Home’s fellow co-ops, Chicago-based Ace Hardware Corp.) Before that time, Home had contracted Sherwin Williams to make Beauti-Tone under private label.

Other products were added along the way: caulking in 1985, drywall compound in 1986, and the Natura line of eco-friendly cleaning chemicals in 2003. Natura has since become one of the company’s fastest growing lines, with sales increasing by 10 times since 2006, and new products being introduced on a regular basis.

The latest expansion reflects the growth in Home’s various paint and chemical product lines. “The new property we’re developing prepares us for expansion for another 10 years out,” says Noble, “and it allows us to double our capacity.” He adds that the company has enough land to accommodate further expansion in 10 years time, as well.

Noble is shown here (right) with Doug Parsons, sales and marketing manager for Beauti-Tone Paint and Home Products, in front of a range of Natura products inside the paint factory.

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JELD-WEN receives Energy Star Award

WINNIPEG — Door and window manufacturer JELD-WEN was honoured with the 2010 Energy Star Award for Sustained Excellence for making products that are consistently energy efficient. The award is given by Natural Resources Canada and underscores JELD-WEN’s commitment to promoting Energy Star certification.

The manufacturer has created a number of ways to keep consumers informed about energy efficient products. These include communicating through its own website (www.jeld-wen.ca) and retail websites such as www.eco-reno.ca, and creating a contest – “Make Your Home a Star” – which gave Canadians the chance to win $50,000 to carry out energy efficiency renovations and improvements on their homes.

While past winners of the Energy Star Award include Hydro-Québec and Whirlpool, JELD-WEN earned an additional Energy Star Award for Sustained Excellence.

In 2007, JELD-WEN, which has eight factories in Canada, became the first door and window manufacturer here to be licensed by the Government of Canada to promote the ecoENERGY Retrofit – Homes program.

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AFA announces new DC in B.C.

LANGLEY, B.C. — AFA Forest Products Inc. has announced it will open a new distribution centre in Kelowna, B.C., on Sept. 1. According to a letter from company CEO Al Jack, the new location marks the latest step in AFA’s strategy to expand its reach and product offerings, and it “furthers AFA’s commitment to our industry, vendor partners and customer base alike.”

The new DC is being erected at 1165 Gordon Dr. in Kelowna and will have a team dedicated to service, sales, customer support and promotional activities throughout the region.

Expansion by AFA in recent years includes the acquisitions in Atlantic Canada of Lighthouse Lumber in August 2007 and Breton Distributors in October 2008.

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Walmart launches banking in Canada, introduces credit card

MISSISSAUGA , ONT. — Just two weeks after receiving federal approval to create its own bank in Canada, Wal-Mart Canada has launched Walmart Canada Bank.

Walmart tried for years, without success, to launch its own bank in the U.S., but gave up in 2007 following intense lobbying by the banking industry there.

The first product from the newest subsidiary of Wal-Mart Canada Corp. is a rewards credit card in partnership with MasterCard. Purchases made with the card will earn users “Walmart Rewards” that are earned in dollar equivalents, not points, to simplify the redemption process for cardholders.

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Ikea to phase out incandescent bulb sales

BURLINGTON, Ont. — Ikea Canada will begin to phase out the sale of incandescent light bulbs in its Canadian stores starting Aug. 1. The retailer wants all incandescents out of its stores by Jan. 1, 2011, ahead of the federal government ban set to take effect in 2012.

Ikea claims it will be the first Canadian retailer to completely phase out incandescent light bulbs, reflecting the company’s commitment to environmental and sustainable practices. A similar phase-out program has been launched by Ikea in the U.S., as well. Although government regulations aren’t as rigorous there, a ban on 100-Watt incandescent bulbs will come into effect in 2012.

Ikea will increase its alternative bulb offerings, including compact fluorescent bulbs, LED lamps and halogen lamps to meet the expected increase in consumer demand.

back to top

Classifieds

This well-established, successful Toronto-based Canadian company is thriving and looking to grow their retail hardware category share. This new position reports to the National Marketing Manager and involves leading the category strategy efforts, defining and launching new products and securing new product designs. You’ll also be involved in sourcing (including offshore), pricing and competitive analysis, all of which are important parts of this role.

Ideally you’ve developed and promoted multi-sku consumer products and can demonstrate five years’ plus business intelligence in both your creative and analytic abilities in new sku or line development. Familiarity with key customers such as Home Depot, Canadian Tire and Rona would be beneficial.  Your experience may be on the vendor or retail side. Post-education in marketing or business is strongly preferred.

Please respond to Wolf Gugler quoting PM-Toronto. You may also apply online on the” Opportunities” page at www.wolfgugler.com. Phone: 888-848-3006. SKYPE: hdhntr53

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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. 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

Click here to post your resumé

Connect with us!

June 21, 2010, Volume xvi, #25

“It is the mark of an educated mind to be able to entertain a thought without accepting it.” —Aristotle (Greek philosopher, 384 B.C.-322 B.C.)

RONA captures Halifax market with Piercey’s acquisition

BOUCHERVILLE , Que. — RONA inc. has made good on its promise to make at least one more major acquisition this year. The giant retail and wholesale company has acquired Piercey’s, a chain of five building centres based in Dartmouth, N.S.

Fulfilling the prediction made by RONA CEO Robert Dutton during the release of the company’s first-quarter results last month, the company has picked up one of Atlantic Canada’s leading dealers, owned by the Bragg Group. The Piercey’s stores range in size from 17,000-69,000 square feet and include two big boxes. They are located throughout the Halifax market, serving a contractor and builder trade, with about 25% of its business going to retail.

The chain has estimated sales exceeding $50 million, with more than 150 employees and a large fleet of delivery trucks.

It’s also one of the few true independents in the Canadian market. It was not even a member of one of the country’s LBM buying groups. Although its size would make it a prime candidate for a group like Independent Lumber Dealers Co-operative, which represents some of the nation’s largest and best dealers, it historically resisted any outside affiliation. (And in this case, Central Supply, also Halifax-based, is already an ILDC member.)

Like most of RONA’s retail acquisitions to date, the Piercey’s stores will all be converted to the RONA banner over time. “It’s like adding critical mass in Halifax,” says Daniel Richard, a spokesperson for RONA. “We’re really getting the RONA name out there.” He adds that Piercey’s, which is strong with its back-end sales, offers a good opportunity for RONA to add products to the front end.

RONA is financing the deal mainly by selling treasury stocks. The remaining portion will be financed by RONA’s cash on hand. The deal is expected to close on June 21.

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Home Hardware’s paint factory cuts ribbon on expansion

BURFORD, Ont. — Home Hardware’s paint factory, which manufactures the dealer-owned co-op’s own line of Beauti-Tone paints, as well as caulking, cleaning products and other chemicals, held a family day this past weekend, complete with barbecue, face painting and balloon clowns. Knowing my weakness for balloon clowns, Beauti-Tone General Manager Darrin Noble sent me an invitation, (which I readily accepted — Michael) . The event also served to officially announce a 55,000-square-foot expansion for the facility.

Paint is a major category for most hardware stores and many building centre dealers, so the establishment of its own 180,000-square-foot paint facility in 1979 made sense for Home Hardware. (It was also following in the footsteps of one of Home’s fellow co-ops, Chicago-based Ace Hardware Corp.) Before that time, Home had contracted Sherwin Williams to make Beauti-Tone under private label.

Other products were added along the way: caulking in 1985, drywall compound in 1986, and the Natura line of eco-friendly cleaning chemicals in 2003. Natura has since become one of the company’s fastest growing lines, with sales increasing by 10 times since 2006, and new products being introduced on a regular basis.

The latest expansion reflects the growth in Home’s various paint and chemical product lines. “The new property we’re developing prepares us for expansion for another 10 years out,” says Noble, “and it allows us to double our capacity.” He adds that the company has enough land to accommodate further expansion in 10 years time, as well.

Noble is shown here (right) with Doug Parsons, sales and marketing manager for Beauti-Tone Paint and Home Products, in front of a range of Natura products inside the paint factory.

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JELD-WEN receives Energy Star Award

WINNIPEG — Door and window manufacturer JELD-WEN was honoured with the 2010 Energy Star Award for Sustained Excellence for making products that are consistently energy efficient. The award is given by Natural Resources Canada and underscores JELD-WEN’s commitment to promoting Energy Star certification.

The manufacturer has created a number of ways to keep consumers informed about energy efficient products. These include communicating through its own website (www.jeld-wen.ca) and retail websites such as www.eco-reno.ca, and creating a contest – “Make Your Home a Star” – which gave Canadians the chance to win $50,000 to carry out energy efficiency renovations and improvements on their homes.

While past winners of the Energy Star Award include Hydro-Québec and Whirlpool, JELD-WEN earned an additional Energy Star Award for Sustained Excellence.

In 2007, JELD-WEN, which has eight factories in Canada, became the first door and window manufacturer here to be licensed by the Government of Canada to promote the ecoENERGY Retrofit – Homes program.

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AFA announces new DC in B.C.

LANGLEY, B.C. — AFA Forest Products Inc. has announced it will open a new distribution centre in Kelowna, B.C., on Sept. 1. According to a letter from company CEO Al Jack, the new location marks the latest step in AFA’s strategy to expand its reach and product offerings, and it “furthers AFA’s commitment to our industry, vendor partners and customer base alike.”

The new DC is being erected at 1165 Gordon Dr. in Kelowna and will have a team dedicated to service, sales, customer support and promotional activities throughout the region.

Expansion by AFA in recent years includes the acquisitions in Atlantic Canada of Lighthouse Lumber in August 2007 and Breton Distributors in October 2008.

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Walmart launches banking in Canada, introduces credit card

MISSISSAUGA , ONT. — Just two weeks after receiving federal approval to create its own bank in Canada, Wal-Mart Canada has launched Walmart Canada Bank.

Walmart tried for years, without success, to launch its own bank in the U.S., but gave up in 2007 following intense lobbying by the banking industry there.

The first product from the newest subsidiary of Wal-Mart Canada Corp. is a rewards credit card in partnership with MasterCard. Purchases made with the card will earn users “Walmart Rewards” that are earned in dollar equivalents, not points, to simplify the redemption process for cardholders.

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Ikea to phase out incandescent bulb sales

BURLINGTON, Ont. — Ikea Canada will begin to phase out the sale of incandescent light bulbs in its Canadian stores starting Aug. 1. The retailer wants all incandescents out of its stores by Jan. 1, 2011, ahead of the federal government ban set to take effect in 2012.

Ikea claims it will be the first Canadian retailer to completely phase out incandescent light bulbs, reflecting the company’s commitment to environmental and sustainable practices. A similar phase-out program has been launched by Ikea in the U.S., as well. Although government regulations aren’t as rigorous there, a ban on 100-Watt incandescent bulbs will come into effect in 2012.

Ikea will increase its alternative bulb offerings, including compact fluorescent bulbs, LED lamps and halogen lamps to meet the expected increase in consumer demand.

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Classifieds

This well-established, successful Toronto-based Canadian company is thriving and looking to grow their retail hardware category share. This new position reports to the National Marketing Manager and involves leading the category strategy efforts, defining and launching new products and securing new product designs. You’ll also be involved in sourcing (including offshore), pricing and competitive analysis, all of which are important parts of this role.

Ideally you’ve developed and promoted multi-sku consumer products and can demonstrate five years’ plus business intelligence in both your creative and analytic abilities in new sku or line development. Familiarity with key customers such as Home Depot, Canadian Tire and Rona would be beneficial.  Your experience may be on the vendor or retail side. Post-education in marketing or business is strongly preferred.

Please respond to Wolf Gugler quoting PM-Toronto. You may also apply online on the” Opportunities” page at www.wolfgugler.com. Phone: 888-848-3006. SKYPE: hdhntr53

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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. 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

Click here to post your resumé

Connect with us!

June 14, 2010, Volume xvi, #24

“Before borrowing money from a friend, decide which you need most.”
—Anonymous

Home Hardware increases private-label lines

ST. JACOBS, Ont. — Like so many other retailers today, Home Hardware is increasing its range of private-label products. Brands like Benchmark for tools, Natura for its eco-friendly products, and its burgeoning Beauti-Tone paint lines are not only popular with Home dealers (thanks to better margins), but with customers, as well. “We’ve had increased acceptance from consumers on our private label,” says Joel Marks, Director, Merchandising-Hardlines at Home Hardware Stores Ltd.

He sees the trend to more private label as a natural way to offer more value for both his dealers and their customers. “Home Hardware will continue to convert to private-label or controlled brands, providing customers with tremendous value and quality product,” says Marks.

Home’s own brands are being supported in a number of ways. The company’s reload centre in China, near Shanghai, is, says Marks, up and running and “providing us with speed to market.”

With more than 65,000 SKUs in its warehouse, to serve the diverse customer tastes of its 1,070 dealers coast to coast, Home has always been very receptive to new product ideas from vendors. While its mandate for more house brands puts pressure on its own sourcing, Marks says the company has in no way turned its back on innovators here at home. “Our number-one preference is to buy from domestic sources, but importing has become a reality,” he adds.

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U.S. Home Depot exec says MET program is working

TORONTO — Vendors attending Home Depot Canada’s Merchandising Excellence Team meetings last week had a visit from a special guest. Paul West, Vice-President of Vendor Services for The Home Depot in Atlanta addressed the vendors to explain how the MET program is working in the U.S.

The program, which replaces vendors’ and agents’ own in-store service teams with a new in-house team of Home Depot employees, is already in place south of the border. While many vendors say it had a rocky start, U.S. suppliers are beginning to report that the program is actually working there.

And that’s the message West was on hand to deliver.

“What Paul has been able to relate is that this is already been the best thing Home Depot has rolled out in terms of execution and focus on the customer,” says Gino DiGioacchino, Vice-President Merchandising for Home Depot Canada.

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Taiga reports positive year-end results

BURNABY , B.C. — Taiga Building Products Ltd. reported a profit for the fiscal year ended March 31 of $12.0 million, an increase of $11.8 million from $0.2 million last year. Sales for the year were down, however, by 7.4%, to $931.5 million from $1.006 billion last fiscal year.

During the first six months of the fiscal year, sales slumped by 17% year over year as both builders and retailers reduced inventories in response to the general business slowdown. However, demand and commodity prices began to improve in the last six months of the year in response to low levels of inventory in the supply chain. Sales increased by 8% compared to the same period last year.

Sales for the fourth quarter were $223.1 million, up $44.3 million or 24.8% from a “very weak” quarter in 2009. Gross margin for the fourth quarter was $21.2 million compared to $17.6 million in the same quarter last year, an increase of $3.6 million or 20.5% as sales volume increased.

Net earnings for the fourth quarter were $1.1 million, a healthy rebound from the net loss of $4.5 million in the same quarter last year. EBITDA was $8.6 million, compared with negative $1.8 million in the same quarter last year.

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Engineered wood innovator celebrates 50th anniversary

BOISE, Idaho — RedBuilt, the former commercial division of Trus Joist Corp., is celebrating its golden anniversary in 2010. Founded in Boise in 1960 by wholesale lumberman Harold “Red” Thomas and inventor Art Troutner, the commercial division of Trus Joist became an innovator in engineered wood products. It all started with a product called the open-web truss that Trus Joist — which was actually called Trussdeck Corp. at the time — introduced in 1960. The company then released two more technologies – the engineered wood I-joist in 1969 and laminated veneer lumber in 1970. Both use wood more efficiently than traditional “solid-sawn” lumber and have since transformed the building industry.

Last August, private equity firm Atlas Holdings LLC, in partnership with a group of former Trus Joist execs, acquired the commercial division of Trus Joist from Weyerhaeuser Co. They moved the headquarters back to Boise and renamed the company RedBuilt.

According to RedBuilt President and CEO Kurt Liebich , Weyerhaeuser’s business model was not a good fit when it came to the needs of the commercial construction industry. “Theirs is a production-and-distribution system that delivers an array of relatively standard engineered wood products to dealers who then sell to residential builders and contractors,” he says. The new facilities enable RedBuilt to focus on custom orders for the commercial construction industry.

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Classifieds

Major consumer packaged goods company is seeking a creative, dynamic, “hands –on” marketing professional to manage marketing activities nationwide. Reporting to the Director, Sales & Marketing and working with the company sales mangers and Grocery/Drug brokers, you would be responsible for planning, coordinating and implementing marketing and sales programs to support the WD-40, 3-IN-ONE, Spot Shot and 2000 Flushes brands. This includes marketing strategy, promotions, sales support programs and the communication mix – plus contributing to strategic customer planning through the sales force and brokers.

Qualified candidates would have a minimum of 7-10 years combined consumer brand marketing and sales experience within a consumer packaged goods environment. Preferred background would include advertising, market research, consumer and marketing data interpretation, packaging development, product introduction, promotion, public relations and sales processes. Successful candidate will have experience in the management of grocery brokers, manufacturer’s agents and working knowledge of the grocery market.

Knowledge of Microsoft Office applications is a mandatory requirement.

See our website at www.wd40.com for further company information.

Respond by fax or e-mail only by June 21st, 2010.
WD-40 Company Canada (Limited)
Fax: 416 622-8096
Email: gencan@wd40.com

This well-established, successful Toronto-based Canadian company is thriving and looking to grow their retail hardware category share. This new position reports to the National Marketing Manager and involves leading the category strategy efforts, defining and launching new products and securing new product designs. You’ll also be involved in sourcing (including offshore), pricing and competitive analysis, all of which are important parts of this role.

Ideally you’ve developed and promoted multi-sku consumer products and can demonstrate five years’ plus business intelligence in both your creative and analytic abilities in new sku or line development. Familiarity with key customers such as Home Depot, Canadian Tire and Rona would be beneficial.  Your experience may be on the vendor or retail side. Post-education in marketing or business is strongly preferred.

Please respond to Wolf Gugler quoting PM-Toronto. You may also apply online on the” Opportunities” page at www.wolfgugler.com. Phone: 888-848-3006. SKYPE: hdhntr53

Key Accounts Manager—Are you a Top Gun?

Are you already an experienced key accounts manager looking for a new challenge? If so, this premiere opportunity will excite you. Our Client is expanding and as such requires a Toronto-based account manager. They’re in need of a high performer to take full advantage of Canadian market opportunities with customers such as Home Depot, Lowe’s, Rona, Canadian Tire and Home Hardware. There may in fact be two opportunities available.

Manage and direct the sales process for these customers, working in conjunction with the Marketing team. The team is lean, so you’re used to and prefer being involved in all aspects on the Retailer‘s behalf including taking the lead on category management issues including competitive positioning, sales data and forecasting, and cross-selling opportunities. You’ll work with a cohesive, dynamic retail products team on merchandising, customer product knowledge/education, and achieving growth through organic and new revenue streams.

Looking for an employer who continually demonstrates a commitment to improving Customer satisfaction and their competitive positon? Contact Wolf Gugler in complete confidence demonstrating your key account Retail expertise and business development. Toronto—based. Apply by clicking this link: http://www.maxhire.net/cp/?E55F6F361D43717B76561A653951526E04

Wolf Gugler & Associates Limited. Telephone: 888-848-3006.

Email: wolf@wolfgugler.com Web site: www.wolfgugler.com

Administrative Sales Support

Prime Source Building Products, Inc., one of the North American’s largest wholesale distributors of building supply products, is seeking administration sales support for their Canadian expansion

Responsibilities would include amongst others sales support, credit and inventory control

If you are an individual who welcomes the opportunity to work in a challenging and financially rewarding environment, we want to meet you. PrimeSource offers attractive salaries, and competitive benefits package.

Please send Resumes to Phil Brown General Manager PrimeSource Canada At brownp@primesourcebp.com

NATIONAL ACCOUNTS MANAGER, TORONTO, ONTARIO

A leading North American hardware and building materials manufacturer is seeking a Toronto-based National Accounts Manager responsible for managing several Canadian national retail accounts of the company as well as developing business with potential new national accounts.

MAJOR RESPONSIBILITIES:

• Sales to existing National Retail Accounts:
  • Continually build strong business relationships
  • Provide product training as required
  • Identify customer needs and provide solutions
• Development of New Accounts and Opportunities:
  • Identify opportunities for new National Retail Account business
  • Identify new applications and markets for existing and new products

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.
• Very detail oriented, organized and disciplined, attention to accuracy
• Self-motivated and ability to work independently as well as in a team environment
• Ability to multi-task in a fast paced environment
• Regular travel to current and potential customers

KEY QUALIFICATIONS:

• 7-10 years sales experience in the Canadian hardware, building materials, paint sundries markets calling on National Retailers
• Post secondary diploma or equivalent ideally in business or related field
• Bilingual (English/French) preferred but not required
• 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

Resumés

• 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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. 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

Click here to post your resumé

Connect with us!

June 7 , 2010, Volume xvi, #23

“He who laughs most learns best.”
—John Cleese (British actor, comedian and writer, 1939- )

Home Depot meets with vendors to explain MET program

TORONTO — A series of meetings with more than 300 of its active vendors was held last Friday at Home Depot Canada’s Innovation Centre. The purpose of the meetings was to familiarize the vendors directly with the giant retailer’s new in-store servicing initiative, its Merchandising Excellence Team. MET will eventually replace vendors’ own in-store service teams.

Phase One of the program deals with the lighting and electrical categories. The pilot will be rolled out in mid-late fall across all 179 Home Depot Canada stores. Phase Two will involve seasonal products that have to be ready by spring 2011.

MET is overseen by Joe Allen, Director of Vendor Services, who along with his head-office team, will manage more than 1,000 new employees. He reports to Gino DiGioacchino, Home Depot Canada’s Vice-President of Merchandising. DiGioacchino updated HARDLINES on Friday’s meetings, which aimed to lay out how Home Depot will actually execute its new program. That includes how the new servicing staff will be trained and how their performance will be measured.

DiGioacchino says sales will be a benchmark, for sure, but adds that the in-stock position of the products will be critical, as well. “Our goal is always to get it at 100%.”

Vendors themselves will have a say in measuring the process. “A monthly ‘Voice of Supplier’ survey will have about 20-30 questions in it so vendors can report back themselves, based on what they see happening with their products on the store shelves.”

Vendors are also expected to turn over detailed information about how they did the servicing job themselves before. “One of the key elements we need from the vendors to work on this is their Key Services Guide,” says DiGioacchino. It will be used to help MET manage the vendors’ products – and the entire category.

“It used to be product-centric,” he says. “Now it’s category-centric, to help us see the category the way the customer views it. Servicing that strategy is what MET does.”

Vendors have expressed concern that some major vendors, such as Moen and Behr, which have dedicated teams of their own, may be allowed to leave those teams intact. “Depending on the level of service they provide, there will be a few,” DiGioacchino admits. “These teams are world class and we can learn from them.”

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U. of Alberta and HARDLINES partner to develop retail careers

WORLD HEADQUARTERS, TORONTO — The University of Alberta’s School of Retailing has partnered with HARDLINES to promote and develop careers in hardlines retailing. The Home Hardware SIRE Program (Studies in Retail Excellence) encourages hardlines retailing as a career goal, highlighting the potential for growth within the industry while providing mentoring.

SIRE will develop activities to raise the profile of the University of Alberta, while increasing HARDLINES’ role as a networking and industry facilitator. The key initiatives of the Program are: proprietary research on home improvement retailing in Canada; the mentoring and sponsorship of students from the University to meet a broader network of home improvement executives at the annual HARDLINES Conference; and the endowment of an ongoing scholars program for prospective students following the establishment of a sponsorship base.

Home Hardware Stores Limited is the founding sponsor for the SIRE Program.

Professor Kyle Murray, Director of the University of Alberta’s School of Marketing, will work jointly with Michael McLarney, Editor and President of HARDLINES Inc., to deliver these programs. “We intend to develop research projects to further understanding of consumer habits and traits,” says Professor Murray. This enables the faculty to display the potential of its student body, as the students gain hands-on experience in their desired field.”

The results of those surveys will then be presented each fall at the Annual HARDLINES Conference.

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Home’s Paul Straus honoured by retail community

TORONTO — Vendors and retailers alike were on hand last week to pay tribute to award-winning retailers, including this year’s inductee into Canada’s Retail Hall of Fame, Paul Straus, President and CEO of Home Hardware Stores, by the Retail Council of Canada. The induction, considered one of Canadian retailing’s top honours, took place in Toronto at the RCC’s annual Excellence in Retailing Awards dinner.

“This recognition reflects the strength of the entrepreneurial spirit and ambition of Home Hardware’s 1,070 independent dealers across Canada,” said Straus (shown here with RCC President and CEO Diane Brisebois). “Without their hard work and determination to make independent retailing in Canada not only a possibility, but a profitable career path, I would not be receiving this honour.”

Inductees to the Canadian Retail Hall of Fame are executives working in retail who have demonstrated leadership in advancing and promoting retail as a career within their company and in the industry, and are strong advocates of retail education and training.

Straus has worked for Home Hardware since its founding in 1964. He became Vice-President Controller of Home Hardware in 1978, Vice-President Finance and Administration in 1985 and was appointed Executive Vice-President and General Manager on January 1, 1989. On April 19, 1999 he was appointed Vice-President and Chief Executive Officer.

At the company’s annual meeting in April, 2010 he was appointed President and CEO.

“Mr. Straus is passionate about the future of Canadian retail,” said Brisebois at RCC. “He has made a considerable commitment to dealer and employee education at Home Hardware and actively promotes the tremendous prospects of retail as a career. His work benefits the entire industry and helps to build the next generation of leaders in retailing.”

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Ontario dealers turn out for CanSave show

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

The show provided a forum for dealers from a range of groups, including Castle, TORBSA, Sexton Group, TIM-BR MART and Home Hardware, to view products – and get show specials – from vendors such as Jeld-Wen, Industrial Thermo Polymers, Weathershield, Typar and Henry/Bakor, which list their products through CanSave.

Business was conducted against a backdrop of vendor seminars, live music and charity manicures – plus complimentary meals for dealers and vendors alike. The show’s well-organized, yet casual, atmosphere reflected the unique style of the company’s owners, Larry and Cully Koza (shown here demonstrating their hospitality to our man Brady Peever).

The CanSave Expo is now in its 19th year.

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Home Depot and RONA tied for green awareness

TORONTO — Canadians perceive themselves to be more “green” than they actually are, says a new survey. According to the second annual Canadian Green Gap Index, by Optimum Public Relations and Summerhill, the largest gap is still in the area of fuel consumption (over 40%) due to low adoption of alternatives such as public transport, hybrid vehicles and carbon offsets.

The Green Gap Index measures environmental behaviours in six key areas: fuel conservation, home energy conservation, purchase preference for green products, recycling, waste reduction, and food and household goods.

Among home improvement retailers, there was no clear winner when it comes to green awareness among consumers. RONA and The Home Depot tied for being the greenest home improvement stores with just 6% of respondents. The primary reason? They are seen to offer environmentally-friendly products.

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Classifieds

Major consumer packaged goods company is seeking a creative, dynamic, “hands –on” marketing professional to manage marketing activities nationwide. Reporting to the Director, Sales & Marketing and working with the company sales mangers and Grocery/Drug brokers, you would be responsible for planning, coordinating and implementing marketing and sales programs to support the WD-40, 3-IN-ONE, Spot Shot and 2000 Flushes brands. This includes marketing strategy, promotions, sales support programs and the communication mix – plus contributing to strategic customer planning through the sales force and brokers.

Qualified candidates would have a minimum of 7-10 years combined consumer brand marketing and sales experience within a consumer packaged goods environment. Preferred background would include advertising, market research, consumer and marketing data interpretation, packaging development, product introduction, promotion, public relations and sales processes. Successful candidate will have experience in the management of grocery brokers, manufacturer’s agents and working knowledge of the grocery market.

Knowledge of Microsoft Office applications is a mandatory requirement.

See our website at www.wd40.com for further company information.

Respond by fax or e-mail only by June 21st, 2010.
WD-40 Company Canada (Limited)
Fax: 416 622-8096
Email: gencan@wd40.com

FARLEY, LAW & ASSOCIATES
Recruiting Specialists

Based in Oakville, your initial role will be to help increase sales and profitability working with the DIY Retail Channel. Your career to date has had you involved with Home Depot, Canadian Tire, Lowes and Rona. You may have been exposed to these companies through marketing, sales or perhaps merchandising.

You have just started to be recognized for your skills as a sales/marketer but have not found the right culture in which to succeed. You take great pride in your ability to be thorough, equipping yourself with competitive analysis, market trends, and new product initiatives. You have a creative analytical mind, an ability to infiltrate new opportunities and are looking for progressive environment where you can realize your goals.

The successful candidate will be a College or University graduate. It is assumed you possess all the attributes of a professional business person that would include a buttoned down image, great attitude, time management skills, thoughtful articulate communicator, quick study, ability to multi-task and a keen desire to succeed.

This is an outstanding organization where careers are built. If interested please forward resume in strict confidence to bill@farleylaw.net.

Key Accounts Manager—Are you a Top Gun?

Are you already an experienced key accounts manager looking for a new challenge? If so, this premiere opportunity will excite you. Our Client is expanding and as such requires a Toronto-based account manager. They’re in need of a high performer to take full advantage of Canadian market opportunities with customers such as Home Depot, Lowe’s, Rona, Canadian Tire and Home Hardware. There may in fact be two opportunities available.

Manage and direct the sales process for these customers, working in conjunction with the Marketing team. The team is lean, so you’re used to and prefer being involved in all aspects on the Retailer‘s behalf including taking the lead on category management issues including competitive positioning, sales data and forecasting, and cross-selling opportunities. You’ll work with a cohesive, dynamic retail products team on merchandising, customer product knowledge/education, and achieving growth through organic and new revenue streams.

Looking for an employer who continually demonstrates a commitment to improving Customer satisfaction and their competitive positon? Contact Wolf Gugler in complete confidence demonstrating your key account Retail expertise and business development. Toronto—based. Apply by clicking this link: http://www.maxhire.net/cp/?E55F6F361D43717B76561A653951526E04

Wolf Gugler & Associates Limited. Telephone: 888-848-3006.

Email: wolf@wolfgugler.com Web site: www.wolfgugler.com

Administrative Sales Support

Prime Source Building Products, Inc., one of the North American’s largest wholesale distributors of building supply products, is seeking administration sales support for their Canadian expansion

Responsibilities would include amongst others sales support, credit and inventory control

If you are an individual who welcomes the opportunity to work in a challenging and financially rewarding environment, we want to meet you. PrimeSource offers attractive salaries, and competitive benefits package.

Please send Resumes to Phil Brown General Manager PrimeSource Canada At brownp@primesourcebp.com

Leading Canadian manufacturer of building products has the following National – Regional account development and field sales based career opportunity:

Regional Sales Manager – Ontario

We are looking for a college/university educated sales star who is a passionate, energetic, self starter with a minimum of 3 yrs sales management experience and 3-5 yrs of territory sales in building materials who will aggressively grow our market share within Ontario. The successful candidate will:

Drive National / Regional account development
Direct small Ontario sales force
Build upon and foster relationships with existing and new customer partners
Prioritize sales opportunities, develop recommendations and execute sales plans
Take initiative to prospect new accounts and generate new business
Provide regular communication with emphasis on customer calls including action & follow up plans and competitive activities.
Deliver effective product knowledge training
Work independently without supervision

In addition to National – Regional account responsibilities this position requires multiple sales calls on a daily basis throughout Southern Ontario. We offer a competitive compensation package which includes a salary, commissions, car allowance, and benefits.

Please forward resume to brady@HARDLINES.ca with “PO # 7” in the subject line.

NATIONAL ACCOUNTS MANAGER, TORONTO, ONTARIO

A leading North American hardware and building materials manufacturer is seeking a Toronto-based National Accounts Manager responsible for managing several Canadian national retail accounts of the company as well as developing business with potential new national accounts.

MAJOR RESPONSIBILITIES:

• Sales to existing National Retail Accounts:
  • Continually build strong business relationships
  • Provide product training as required
  • Identify customer needs and provide solutions
• Development of New Accounts and Opportunities:
  • Identify opportunities for new National Retail Account business
  • Identify new applications and markets for existing and new products

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.
• Very detail oriented, organized and disciplined, attention to accuracy
• Self-motivated and ability to work independently as well as in a team environment
• Ability to multi-task in a fast paced environment
• Regular travel to current and potential customers

KEY QUALIFICATIONS:

• 7-10 years sales experience in the Canadian hardware, building materials, paint sundries markets calling on National Retailers
• Post secondary diploma or equivalent ideally in business or related field
• Bilingual (English/French) preferred but not required
• 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

Regional Sales Manager

TASK DESCRIPTION

Position: Regional Sales Manager (Central – west)

Responsibilities:

Managing sales in a territory with existing accounts and sales agencies. Developping new sales and new accounts.

• Identify opportunities and develop a plan of action for growth with the home centres and small chains in the territory.
• Manage the existing accounts and unveil new opportunities in other product categories to grow sales.
• Manage and work with Sales agents to reach sales objectives.
• Understand our competition in each specific market. Perform price shop analysis and indentify the actions required to maintain our competitiveness.
• Coordination of sales projects with merchandising and marketing dept.
• Lead sales meeting with major customers.
• Generate regular calls and follow-up to major accounts merchant.
• Perform product knowledge to our sales force and/or customers.
• 3 to 5 years experience
• Knowledge of the renovation centre market
• Salary: according to experience
• Mobility required

Please fax your resume at 514-640-4307 or via e-mail at : aleaunier@colonialelegance.com

Resumés

• 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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. 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

Click here to post your resumé

Connect with us!

May 31 , 2010, Volume xvi, #22

“Facts do not cease to exist because they are ignored.” —Aldous Huxley (British author, 1894-1963)

Home Hardware dealer wins NRHA’s Young Retailer of the Year

INDIANAPOLIS & TORONTO — The North American Retail Hardware Association has announced its 2010 Young Retailers of the Year – including Canadian NRHA member Patrick Guilbert of Neepawa Home Hardware in Neepawa, Man.

For the past 14 years, NRHA has hosted the Young Retailer of the Year Program in conjunction with the NRHA Annual Convention. The program highlights young hardware retailers and honours them for outstanding achievement as owners and managers of independently owned hardware and building supply stores in both the United States and Canada.

Guilbert and his fellow award winners will receive their award at the upcoming NRHA Annual Convention, July 19-21, in Savannah, Ga. To date, the program, sponsored by 3M, the American Hardware Manufacturers Association, Cooper Tools, Scotts and Fluidmaster, has honored 100 young retailers.

(For more information about the NRHA Annual Convention, click here.)

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First-quarter successes poise RONA for renewed growth

BOUCHERVILLE , Que. — Home improvement retailer and wholesaler RONA inc. continues to seek growth through acquisition and dealer recruitment, especially in Ontario, over the coming year. The company seeks to build on the achievements of the first quarter of 2010, which include the positive aftermath of its “Made in Canada” advertising campaign for the Vancouver 2010 Olympic Winter Games. RONA has enjoyed a rise in consumer awareness from coast to coast thanks to its leading sponsorship role in the Olympics.

In addition, it has managed to grow the penetration of its private-brand and controlled-label products to almost 20% of its sales. Over the coming year, that rate is expected to grow to 24%.

Growth of its store network included two new 52,000-square-foot RONA proximity stores, one in Sherwood Park, Alta., and the other in Welland, Ont., and a full-sized big-box store in Aurora, Ont. Dealer recruitment continues, as well, with two new independent dealers representing more than $5 million in annual retail sales signed in the first quarter. (See “News in Brief” for the latest expansion of RONA’s affiliate network.)

In February, the company launched a nationwide campaign targeting dealers with a view to acquiring their businesses or helping them develop their own succession plans based on RONA’s own succession program.

On the acquisition front, RONA bought the Quebec plumbing wholesaler Plomberie Payette & Perreault, a big step toward establishing a national platform in the commercial and professional market and the first step in the company’s development plan for this market in Quebec. More strategic acquisitions are planned before year’s end.

“First-quarter developments have reaffirmed our view that an economic recovery is underway and it is time for a renewed focus on growth,” said Robert Dutton, President and CEO of RONA.

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Canadian Tire strengthens automotive strategy

TORONTO — While Canadian Tire Retail is on track to open approximately 60 Smart store retrofits, three new Smart stores, five replaced or expanded stores and three new Small Market stores this year, the company’s Automotive Initiative remains a strategic priority.

With about 25% of the division’s sales being generated by automotive, Mike Medline was put in charge of the entire company’s automotive initiatives as president of automotive and dealer relations. He’s been charged with everything from keeping tires in stock to improving technology and supply chain capability.

For example, customers can now look up information about tires online and find out whether the ones they’re looking for are available at their local store.

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KitchenAid partners with celebrity chefs

TORONTO — KitchenAid, the small kitchen appliance maker, has assumed sponsorship of Food Network.ca’s first online cooking show “Cooking Moments”, giving viewers access to some of Canada’s well-known celebrity chefs.

KitchenAid celebrity chef Rob Rainford shares the kitchen with special guests – and fellow KitchenAid celebrity chefs – the husband-and-wife duo Anna and Michael Olson, along with nutritional expert and restaurant consultant Rose Reisman. The first two “Cooking Moments” episodes launched mid-May and will run on www.Foodnetwork.ca until the end of 2010.

This KitchenAid partnership reflects parent company Whirlpool’s efforts to foster loyalty for each of its brands, which also include Whirlpool, Maytag, Jenn-Air and Inglis. In the case of KitchenAid, “We were looking to broaden beyond the traditional TV media buy into the evolving digital space in an effort to break through the clutter,” says Kim Astley, brand manager, KitchenAid Canada.

For several years, Chefs Michael and Anna Olson have been ambassadors for the KitchenAid brand, and Anna Olson is also the celebrity spokesperson for Home Hardware and that co-op retailer’s kitchenwares lines.

(Click here to watch KitchenAid “Cooking Moments”)

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Classifieds

CHANNEL MANAGER / MASS MERCHANTS

Based in Oakville, your initial role will be to help increase sales and profitability working with the DIY Retail Channel. Your career to date has had you involved with Home Depot, Canadian Tire, Lowes and Rona. You may have been exposed to these companies through marketing, sales or perhaps merchandising.

You have just started to be recognized for your skills as a sales/marketer but have not found the right culture in which to succeed. You take great pride in your ability to be thorough, equipping yourself with competitive analysis, market trends, and new product initiatives. You have a creative analytical mind, an ability to infiltrate new opportunities and are looking for progressive environment where you can realize your goals.

The successful candidate will be a College or University graduate. It is assumed you possess all the attributes of a professional business person that would include a buttoned down image, great attitude, time management skills, thoughtful articulate communicator, quick study, ability to multi-task and a keen desire to succeed.

This is an outstanding organization where careers are built. If interested please forward resume in strict confidence to bill@farleylaw.net.

Key Accounts Manager—Are you a Top Gun?

Are you already an experienced key accounts manager looking for a new challenge? If so, this premiere opportunity will excite you. Our Client is expanding and as such requires a Toronto-based account manager. They’re in need of a high performer to take full advantage of Canadian market opportunities with customers such as Home Depot, Lowe’s, Rona, Canadian Tire and Home Hardware. There may in fact be two opportunities available.

Manage and direct the sales process for these customers, working in conjunction with the Marketing team. The team is lean, so you’re used to and prefer being involved in all aspects on the Retailer‘s behalf including taking the lead on category management issues including competitive positioning, sales data and forecasting, and cross-selling opportunities. You’ll work with a cohesive, dynamic retail products team on merchandising, customer product knowledge/education, and achieving growth through organic and new revenue streams.

Looking for an employer who continually demonstrates a commitment to improving Customer satisfaction and their competitive positon? Contact Wolf Gugler in complete confidence demonstrating your key account Retail expertise and business development. Toronto—based. Apply by clicking this link: http://www.maxhire.net/cp/?E55F6F361D43717B76561A653951526E04

Wolf Gugler & Associates Limited. Telephone: 888-848-3006.

Email: wolf@wolfgugler.com Web site: www.wolfgugler.com

Administrative Sales Support

Prime Source Building Products, Inc., one of the North American’s largest wholesale distributors of building supply products, is seeking administration sales support for their Canadian expansion

Responsibilities would include amongst others sales support, credit and inventory control

If you are an individual who welcomes the opportunity to work in a challenging and financially rewarding environment, we want to meet you. PrimeSource offers attractive salaries, and competitive benefits package.

Please send Resumes to Phil Brown General Manager PrimeSource Canada At brownp@primesourcebp.com

NATIONAL ACCOUNTS MANAGER, TORONTO, ONTARIO

A leading North American hardware and building materials manufacturer is seeking a Toronto-based National Accounts Manager responsible for managing several Canadian national retail accounts of the company as well as developing business with potential new national accounts.

MAJOR RESPONSIBILITIES:

• Sales to existing National Retail Accounts:
  • Continually build strong business relationships
  • Provide product training as required
  • Identify customer needs and provide solutions
• Development of New Accounts and Opportunities:
  • Identify opportunities for new National Retail Account business
  • Identify new applications and markets for existing and new products

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.
• Very detail oriented, organized and disciplined, attention to accuracy
• Self-motivated and ability to work independently as well as in a team environment
• Ability to multi-task in a fast paced environment
• Regular travel to current and potential customers

KEY QUALIFICATIONS:

• 7-10 years sales experience in the Canadian hardware, building materials, paint sundries markets calling on National Retailers
• Post secondary diploma or equivalent ideally in business or related field
• Bilingual (English/French) preferred but not required
• 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

Leading Canadian manufacturer of building products has the following National – Regional account development and field sales based career opportunity:

Regional Sales Manager – Ontario

We are looking for a college/university educated sales star who is a passionate, energetic, self starter with a minimum of 3 yrs sales management experience and 3-5 yrs of territory sales in building materials who will aggressively grow our market share within Ontario. The successful candidate will:

• Drive National / Regional account development
• Direct small Ontario sales force
• Build upon and foster relationships with existing and new customer partners
• Prioritize sales opportunities, develop recommendations and execute sales plans
• Take initiative to prospect new accounts and generate new business
• Provide regular communication with emphasis on customer calls including action & follow up plans and competitive activities.
• Deliver effective product knowledge training
• Work independently without supervision

In addition to National – Regional account responsibilities this position requires multiple sales calls on a daily basis throughout Southern Ontario. We offer a competitive compensation package which includes a salary, commissions, car allowance, and benefits.

Please forward resume to brady@hardlines.ca with “PO # 7” in the subject line.

Regional Sales Manager

TASK DESCRIPTION

Position: Regional Sales Manager (Central – west)

Responsibilities:

Managing sales in a territory with existing accounts and sales agencies. Developping new sales and new accounts.

• Identify opportunities and develop a plan of action for growth with the home centres and small chains in the territory.
• Manage the existing accounts and unveil new opportunities in other product categories to grow sales.
• Manage and work with Sales agents to reach sales objectives.
• Understand our competition in each specific market. Perform price shop analysis and indentify the actions required to maintain our competitiveness.
• Coordination of sales projects with merchandising and marketing dept.
• Lead sales meeting with major customers.
• Generate regular calls and follow-up to major accounts merchant.
• Perform product knowledge to our sales force and/or customers.
• 3 to 5 years experience
• Knowledge of the renovation centre market
• Salary: according to experience
• Mobility required

Please fax your resume at 514-640-4307 or via e-mail at : aleaunier@colonialelegance.com

Sales Representatives

Fast paced and growth oriented company serving the hardware & building supply industry seeking experienced Sales Representatives for BC & QC. Please fax your resumé to 905-326-5451 ref#225

Resumés

• 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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. 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

Click here to post your resumé

Connect with us!

May 24, 2010, Volume xvi, #21

“The secret of happiness is not in doing what one likes, but in liking what one has to do.” —J.M. Barrie (Scottish author, best known for creating Peter Pan, 1860-1937)

Home Depot’s results are “better than planned”

ATLANTA — The Home Depot’s sales growth in the first quarter of fiscal 2010 “was better than we planned,” said Frank Blake, the retailer’s CEO. Following a year during which the Atlanta-based company’s revenue had fallen by 7.2% to $66.2 billion, Home Depot reported that sales for the three months ended May 2 rose by 4.3% to $16.9 billion. Its net income for the quarter popped by 41.1% to $725 million, which included $73 million related to the company’s closing of its Expo Design Center business unit.

Home Depot opened one store and closed one during the quarter, so virtually all of its sales growth came from stores opened more than a year. Same-store sales increased by 4.8%, marking the company’s first comp gain since the fourth quarter of 2005.

The retailer reported positive comps in all but three of its top 40 U.S. markets, and in all regions except the Gulf Coast of the United States. Its stores in Canada grew positively, too, although Depot’s international stores (which include its operations in Mexico and China) increased their business at a slower rate than its U.S. stores.

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Verschuren no longer running Home Depot Asia

SPECIAL REPORT — Annette Verschuren, the dynamic leader of Home Depot’s operations in Canada, has seen her role in the company changed with her exit from additional duties as president of Home Depot Asia.

Verschuren was put in charge of the retailer’s then-new Asian division in September 2006. Two months later, the company acquired a Chinese home improvement chain, The Home Way, and currently has 12 stores in that market. Her new duties found Verschuren dividing her time between Canada and China, and she would spend as much as eight days a month overseas.

According to Tiziana Baccega, Manager, Public Relations and External Affairs for Home Depot Canada, “Annette’s involvement with The Home Depot China began in 2007, with the mandate to get the company’s Chinese business up-and-running.

“With that goal accomplished, the next step in the evolution of the Chinese business involves transferring day-to-day responsibilities to Bill Lennie, The Home Depot’s Senior Vice-President, International Merchandising.” As head of the company’s international sourcing operation, Lennie visits China regularly, making him a natural fit to play a more involved role, she adds.

Speaking to analysts during the company’s latest quarterly earnings conference, Home Depot President and CEO Frank Blake conceded that the company’s effort to make its stores in China more productive “is certainly [taking] longer than I expected.” He called it “a work in progress. We think it is an important opportunity, and so worth the time, but it is very distinctly different.”

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Canadian stores contribute to Lowe’s 1Q improvement

MOORESVILLE, N.C. — Lowe’s Canada, where the retail home improvement giant operates 16 stores and counting, was among the regions that contributed to Lowe’s 2.4% increase in same-store sales for the three months ended April 30, its first positive comps in 15 quarters.

In 2009, sales fell by 8.1% and net income dropped by 18.8%, so Lowe’s officials breathed a sigh of relief that business conditions in North America are finally improving. In the first quarter of 2010, its revenue rose by 4.7% to $12.4 billion. Its earnings inched up 2.7% to $489 million.

CEO Robert Niblock singled out Canada as a “solid performer” in the quarter, where stores contributed 20 basis points, or 0.2 percentage points, in positive comps.

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Home opens first Furniture store in Toronto

TORONTO — Last week, Imperial Home Furniture hosted a grand opening celebration for its new store located in the city’s west end. It’s also the first Home Furniture in Toronto. Dealer-Owner Joe Cimicata has worked for Home Hardware for more than 40 years, has been a Home Hardware dealer for 36 years, and has owned Imperial Home Hardware down the road at 2775 Dufferin St. for more than 30 years.

Located in the heart of Toronto’s décor fashion district, the new Furniture store features furniture, appliances and décor accessories. At 3,600 square feet, it’s barely half the size of regular furniture store and the first in a major urban space.

It is run full-time by Cimicata’s daughter, Amanda and part-time by his second daughter, Aimee. They lead a team, some of whom have been with Cimicata for decades, that focuses on customer service.

Home now has more than 70 Home Furniture locations across Canada.

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Independents rank high in customer satisfaction

WESTLAKE VILLAGE , Calif. — Home improvement retailers that are customer-focused are better able to attract and retain loyal customers who might have otherwise shopped at a more conveniently located retailer, according to the J.D. Power and Associates 2010 U.S. Home Improvement Retailer Satisfaction Study. The study measures customer satisfaction with home improvement retail stores, based on performance in five factors: merchandise, price, sales and promotions, staff and service, and store facility.

For the fourth consecutive year, Ace Hardware ranks highest in satisfying home improvement retail store customers.  With a score of 791 on a 1,000-point scale, and it performs particularly well in two factors: staff and service and store facility. True Value (779) and Menards (761) follow Ace Hardware in the rankings.

While the convenience of the store location is often the main reason for shopping at a specific home improvement retailer, Ace Hardware and True Value have been able to differentiate themselves and draw larger proportions of customers due to perceptions of good customer service, compared with other major home improvement retailers.

* Based on a 1,000-point scale
** 5 – among the best, 4 – better than most, 3 – about average, 2 – the rest

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Classifieds

Administrative Sales Support

Prime Source Building Products, Inc., one of the North American’s largest wholesale distributors of building supply products, is seeking administration sales support for their Canadian expansion

Responsibilities would include amongst others sales support, credit and inventory control

If you are an individual who welcomes the opportunity to work in a challenging and financially rewarding environment, we want to meet you. PrimeSource offers attractive salaries, and competitive benefits package.

Please send Resumes to Phil Brown General Manager PrimeSource Canada At brownp@primesourcebp.com

NATIONAL ACCOUNTS MANAGER, TORONTO, ONTARIO

A leading North American hardware and building materials manufacturer is seeking a Toronto-based National Accounts Manager responsible for managing several Canadian national retail accounts of the company as well as developing business with potential new national accounts.

MAJOR RESPONSIBILITIES:

• Sales to existing National Retail Accounts:
  • Continually build strong business relationships
  • Provide product training as required
  • Identify customer needs and provide solutions
• Development of New Accounts and Opportunities:
  • Identify opportunities for new National Retail Account business
  • Identify new applications and markets for existing and new products

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.
• Very detail oriented, organized and disciplined, attention to accuracy
• Self-motivated and ability to work independently as well as in a team environment
• Ability to multi-task in a fast paced environment
• Regular travel to current and potential customers

KEY QUALIFICATIONS:

• 7-10 years sales experience in the Canadian hardware, building materials, paint sundries markets calling on National Retailers
• Post secondary diploma or equivalent ideally in business or related field
• Bilingual (English/French) preferred but not required
• 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

Leading Canadian manufacturer of building products has the following National – Regional account development and field sales based career opportunity:

Regional Sales Manager – Ontario

We are looking for a college/university educated sales star who is a passionate, energetic, self starter with a minimum of 3 yrs sales management experience and 3-5 yrs of territory sales in building materials who will aggressively grow our market share within Ontario. The successful candidate will:

• Drive National / Regional account development
• Direct small Ontario sales force
• Build upon and foster relationships with existing and new customer partners
• Prioritize sales opportunities, develop recommendations and execute sales plans
• Take initiative to prospect new accounts and generate new business
• Provide regular communication with emphasis on customer calls including action & follow up plans and competitive activities.
• Deliver effective product knowledge training
• Work independently without supervision

In addition to National – Regional account responsibilities this position requires multiple sales calls on a daily basis throughout Southern Ontario. We offer a competitive compensation package which includes a salary, commissions, car allowance, and benefits.

Please forward resume to brady@hardlines.ca with “PO # 7” in the subject line.

Regional Sales Manager

TASK DESCRIPTION

Position: Regional Sales Manager (Central – west)

Responsibilities:

Managing sales in a territory with existing accounts and sales agencies. Developping new sales and new accounts.

• Identify opportunities and develop a plan of action for growth with the home centres and small chains in the territory.
• Manage the existing accounts and unveil new opportunities in other product categories to grow sales.
• Manage and work with Sales agents to reach sales objectives.
• Understand our competition in each specific market. Perform price shop analysis and indentify the actions required to maintain our competitiveness.
• Coordination of sales projects with merchandising and marketing dept.
• Lead sales meeting with major customers.
• Generate regular calls and follow-up to major accounts merchant.
• Perform product knowledge to our sales force and/or customers.
• 3 to 5 years experience
• Knowledge of the renovation centre market
• Salary: according to experience
• Mobility required

Please fax your resume at 514-640-4307 or via e-mail at : aleaunier@colonialelegance.com

Sales Representatives

Fast paced and growth oriented company serving the hardware & building supply industry seeking experienced Sales Representatives for BC & QC. Please fax your resumé to 905-326-5451 ref#225

Resumés

• 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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. 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

Click here to post your resumé

Connect with us!

May 17, 2010, Volume xvi, #20

“Share your lunch.” —Anonymous (found on a poster created by youth at a teen crisis clinic in downtown Toronto)

Lowe’s Canada alerts vendors to timetable for openings

TORONTO — Lowe’s Canada has given vendors valuable information to help them prepare for the further expansion of the big box chain in this country. According to a memo to vendors sent out last week, signed by Lowe’s Canada President Alan Huggins, the big-box retailer will open nine more stores here during the second half of its fiscal year (which ends Jan. 31, 2011). Four of them will be in the West and five will be in Ontario.

Hardlines has already reported that the Western stores will comprise three locations in Calgary (CrossIron Mills, the Shepard Industrial Area-McKenzie Towne and in the Sunridge Industrial Area),and at least one in Edmonton as zoning comes through. So far, the Ontario stores will be in Northwest London, Pickering and Vaughan, all former Sam’s Club locations. Another location in the Ottawa area, this one in Kanata, is also reportedly on the books.

An additional four stores will be erected during the company’s first quarter of 2011. The specific dates and locations for these openings “will be provided in a date closer to the opening dates,” says the memo.

Huggins uses the memo to exhort vendors to adhere to scheduled ship and arrival dates indicated on new-store purchase orders, and to advise against missing important deadlines.

“When freight doesn’t show up as scheduled, valuable time and resources are wasted. You need to make arrangements within your company to be open to ship if your facility will be closed during our required ship window or with your carriers to pick up early to hold and deliver on the purchase order arrival dates,” he says in the note.

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CanWel’s 1Q sales up on Broadleaf acquisition

VANCOUVER — CanWel Holdings Corporation reported strong first-quarter results — and a new name for its LBM business — for the period ended March 31. The fiscal improvement was due in large part to its acquisition of rival Broadleaf Logistics on Feb. 1. Net income amounted to $4.2 million, compared with a net loss of $448,000 during the same period in 2009. Net income excluding the impact of one-time items was $3.6 million.

During the three-month period, CanWel reported sales of $272 million, up from $136 million in the prior-year quarter. Sales were doubled due to the inclusion of the operations of Broadleaf for the months of February and March, an overall increase in the selling prices of lumber and panel products, and a rebound in the Canadian economy compared to “a very weak first quarter in 2009.”

“The first-quarter results are a reflection of the strength of the economic recovery and its impact on CanWel’s business, as well as having only two months of Broadleaf’s results now included,” said CanWel Chairman and CEO Amar Doman in a release.

He was not available for a comment to Hardlines before press time.

CanWel’s LBM distribution business, which now includes the Broadleaf operations, has been renamed CanWel+Broadleaf, and is now the largest building materials distributor in Canada, with 30 DCs in 17 locations. Doman, who is chairman of CanWel’s parent, Futura Holdings, remains head of CanWel following the resignation of Tom Donaldson at the beginning of this year, until a permanent replacement is named.

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Canadian Tire enjoys strong first quarter despite weather

TORONTO — Encouraging first-quarter results from Canadian Tire Corporation reflected strong retail sales growth and increased earnings over 1Q 2009. Consolidated retail sales reached $1.89 billion, up 5.7% from $1.79 billion, thanks in the main to a 2.1% increase at Canadian Tire Retail, sales growth of 3.8% at Mark’s and 19.5% in Petroleum.

Net earnings slipped by 0.6% to $49.4 million from $49.7 million. However, adjusted earnings before taxes increased 13.0% from the prior year as a result of the strong performance in Financial Services, which was up 41.8%.

Sales by Canadian Tire Retail increased 2.1% and same-store sales were up 1.7%. A decrease in gross operating revenue of 0.7% reflects a decrease in net shipments of 0.6% for the quarter, compared with the first quarter of 2009.

While Canadian Tire Retail had a very slow start to the quarter due to soft sales in weather-related categories and in automotive, stronger sales in March improved the first-quarter results.

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Home Hardware formalizes designer magazine partnership

BURFORD, Ont. — Home Hardware Stores Limited announced officially its partnership between its Beauti-Tone Paint and Home Products Division and Style at Home magazine last week (see our May 3, 2010 edition for the breaking news on this one —Michael).

The partnership was created as part of Home Hardware’s overall efforts to market itself as a design and décor destination, with its Beauti-Tone paint as a key part of that décor strategy. Working with Beauti-Tone’s paint experts, the Style at Home design team created nine different colour palettes.

“Whether you’re a professional designer, or just love surrounding yourself with fabulous décor, paint is every decorator’s secret weapon,” says Bev Bell, Creative Director, Beauti-Tone Paint and Home Products Division, Home Hardware Stores.

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International Lowe’s buyer meets with Canuck vendors

MOORESVILLE , N.C. — Lowe’s continues to look for opportunities with Canadian vendors. And that initiative seems to be coming, not just from the Lowe’s Canada buying office, but from Lowe’s head office in North Carolina.

Ben Mauceri, a vice-president working for Lowe’s international sourcing division (and former vice-president merchandising for Lowe’s Canada), arranged a junket to Canada recently to meet with vendors here. The meetings, organized through the Canadian Consulate in Raleigh, N.C., with the assistance of the Ontario government, put about eight Canadian suppliers, both hardware and LBM, in front of Lowe’s. The meetings reportedly went well, with some of the companies securing actual line reviews in the coming months with the Lowe’s buying team in Mooresville.

Lowe’s recently showed its commitment to Canadian vendors with a new partnership with PARA Paints, the Brampton, Ont.–based company. The Canadian paint manufacturer’s products have been available in all Lowe’s Canada stores since mid-April.

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Classifieds

Leading Canadian manufacturer of building products has the following National – Regional account development and field sales based career opportunity:

Regional Sales Manager – Ontario

We are looking for a college/university educated sales star who is a passionate, energetic, self starter with a minimum of 3 yrs sales management experience and 3-5 yrs of territory sales in building materials who will aggressively grow our market share within Ontario. The successful candidate will:

• Drive National / Regional account development
• Direct small Ontario sales force
• Build upon and foster relationships with existing and new customer partners
• Prioritize sales opportunities, develop recommendations and execute sales plans
• Take initiative to prospect new accounts and generate new business
• Provide regular communication with emphasis on customer calls including action & follow up plans and competitive activities.
• Deliver effective product knowledge training
• Work independently without supervision

In addition to National – Regional account responsibilities this position requires multiple sales calls on a daily basis throughout Southern Ontario. We offer a competitive compensation package which includes a salary, commissions, car allowance, and benefits.

Please forward resume to brady@hardlines.ca with “PO # 7” in the subject line.

Regional Sales Manager

TASK DESCRIPTION

Position: Regional Sales Manager (Central – west)

Responsibilities:

Managing sales in a territory with existing accounts and sales agencies. Developping new sales and new accounts.

• Identify opportunities and develop a plan of action for growth with the home centres and small chains in the territory.
• Manage the existing accounts and unveil new opportunities in other product categories to grow sales.
• Manage and work with Sales agents to reach sales objectives.
• Understand our competition in each specific market. Perform price shop analysis and indentify the actions required to maintain our competitiveness.
• Coordination of sales projects with merchandising and marketing dept.
• Lead sales meeting with major customers.
• Generate regular calls and follow-up to major accounts merchant.
• Perform product knowledge to our sales force and/or customers.
• 3 to 5 years experience
• Knowledge of the renovation centre market
• Salary: according to experience
• Mobility required

Please fax your resume at 514-640-4307 or via e-mail at : aleaunier@colonialelegance.com

Sales Representatives

Fast paced and growth oriented company serving the hardware & building supply industry seeking experienced Sales Representatives for BC & QC. Please fax your resumé to 905-326-5451 ref#225

Resumés

• 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
• Results oriented sales professional with a strong record of achievement in strategic and tactical roles. view this resumé
• Senior sales/marketing leader with experience in all classes of trade wishing new hardlines career. view this resumé
• Very Experienced Business Unit Manager, great passion for generating sales and building relastionships.view this resumé
• Worked through my career within the manfucaturer, wholesale and consumer goods industries. view this resumé
• Senior Sales Manager with vast experience in retail and wholesale sales growth in Canada. view this resumé

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