May 10, 2010, Volume xvi, #19

“The biggest enterprise, and the only one we
should take seriously, is to live happily.”
—Voltaire (French writer and philosopher of the Enlightenment, 1694-1778)

Hardware Show attracts international visitors, including Canadians

LAS VEGAS — The 65th annual National Hardware Show featured a marked increase in pre-registered visitors from abroad, with attendance by overseas guests now comprising 22% of the 20,000 pre-registered attendees, double the rate of years past.

And Canadian support for the show appears to have only increased this year. Canuck vendors were exhibiting, buyers were walking the aisles and agents, reps and entrepreneurs were on the hunt for new products and new opportunities.

Even American exhibitors noted on several occasions the number of Canadians they encountered during the show. The focal point for Canadians was the Canadian Hardware and Housewares Manufacturers’ annual Maple Leaf Night, held at the Mirage Hotel. Buyers from most of the of the majors were on hand, including Canadian Tire, Home Hardware, TIM-BR MARTS Ltd., Home Depot Canada, TSC Stores, Peavey, Loblaw, TruServ Canada, Coop fédérée and FCL. RONA sent buyers, including Vice-President of Merchandising Luc Nantel, as well, after a two-year absence from Las Vegas.

Attendance at the show appears to be on the rebound, following the recession-mired event of 2009, when attendance was almost half of years past. In fact, by the last day of the show, Reed Exhibitions, the owners of the show, expected a 20% increase in attendance.

(For a Hardlines TV tour of the National Hardware Show, click here)

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TIM-BR MART reprises Junior Hockey sponsorship

CALGARY — TIM-BR MART will once again support the International Ice Hockey Federation as a major event sponsor of 2011 IIHF World Junior Championship. The national LBM buying group will offer its World Junior Video Challenge again this year as a way for Canadian minor league hockey teams to win a chance at being rink-side during the games, being held December 2010, in Buffalo, NY.

An eligible team can video their team spirit, then upload it to TIM-BR MART’s own designated site, timbrtube.ca . Canadians will then be able to vote for their favourite video. The team with the winning entry — along with their parents or guardians and coaches — will receive round-trip transportation, accommodations, meals and tickets to World Juniors games.

As a major sponsor of the World Juniors, TIM-BR MART will receive high exposure throughout the 31-game tournament, including rink boards, HSBC Arena power ribbon and the official Buffalo tournament website.

“Last year the response from Canadians was fantastic, especially since it was our first time running a contest of this scope and format,” said Steve Stremecki, VP, Retail Services, of the Video Challenge, which also leverages Facebook and Twitter. “We believe we’re going to see the same calibre of enthusiasm from entrants as well as from TIM-BR MART dealers who support the contest at their local stores across the country.”

(Click here for more info on the 2011 IIHF World Junior Championship.)

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Tailgate Party puts American-style stamp on NHS

LAS VEGAS — There were several big events at the latest National Hardware Show, including the “Tailgate Display and Party”, which was held outside the front doors of the show. It featured refreshments and live entertainment.

New this year, the tailgate area featured about 40 companies, reflecting the growth of this uniquely American category in the home enhancement channel. The tailgate area featured a range of products, from barbecues and accessories and auto maintenance such as Loctite, to promotional items including Fabrique Innovations, which has the NCAA and NFL license for the Snuggie blanket.

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Canadian Tire expects to reach optimum store count

TORONTO — Canadian Tire Corp. has unveiled a strategy to generate growth over the next three to five years that will focus on its core retail business and increase efficiencies in its operation. In the retail division, growth will not come so much from new stores, but from its existing stores. The focus will be on Canadian Tire’s “Smart” store concept, and to a lesser degree, its “Small” store format. The target is 3%-5% top line growth per year.

The company says it will not need to expand its store network significantly to drive growth. Instead, it will look to maximize productivity of the existing retail footprint. Existing stores are being converted to the Smart store program as the primary focus for concept renewal, a process that Canadian Tire says is helping generate increased traffic and basket sizes.

Another concept that is part of Canadian Tire’s expansion plans is its Small Market store, which includes a Canadian Tire gas bar and Mark’s wherever possible.

The cornerstone of Canadian Tire’s core business is automotive. The company recently integrated its automotive retail, petroleum, PartSource and roadside assistance assets under a new President of Canadian Tire Automotive to focus its resources and capture a larger share of this growing market. Canadian Tire hopes to grow its overall automotive business at 4-6% per year over the next five years.

(For a Hardlines TV tour of a Canadian Tire “Small” Store, click here)

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RONA’s new ads reinforce sustainable product choices

BOUCHERVILLE, Que. — RONA inc. launched the second phase of its “Doing it right” advertising campaign last week. The new messages take the approach of acknowledging consumers who choose to undertake repairs and renovations that use eco-responsible products.

“The spots highlight RONA’s commitment to meeting customers’ expectations and helping them successfully get their projects off the ground in a personalized yet professional way,” says Pierre L’Heureux, Vice-President of Marketing, Image and Sponsorships at RONA. He gives credit to Canadian consumers who are making shopping decisions based on sustainability when renovating, decorating and improving their homes. “We know that our customers share our respect for the environment and our determination to do things right by making the right choices.”

The new campaign adds to RONA’s nationwide “Doing it right” campaign launched in spring 2009, using the theme, “Here’s to smart choices and a job well done.”

(To see RONA’s new ads, click here)

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Classifieds

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

*Your company must have a current subscription
Click here or call 416-489-3396 to place a classified ad

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 3, 2010, Volume xvi, #18

“We become what we hire. If we hire sharp, world-class people, we become a world-class business. If we hire mediocre people, we become a mediocre business … and it will end badly.” —Donald Cooper (Canadian business speaker and educator, 1941- )

Kent makes acquisition in Nova Scotia

ST. JOHN, N.B. — Kent Building Supplies, the privately held chain owned by the Irving family, has purchased another independent dealer. The new signs went up last week in front of Nauss TIM-BR Mart in Bridgewater, N.S. Kent now has eight locations in Nova Scotia.

The Nauss family will continue to own and operate the contracting side of the business, Nauss Brothers General Contracting, at a new location.

Kent continues to scout out acquisition targets. In the fall of 2008, it purchased Petitcodiac, N.B.-based Fawcett Lumber. Fawcett, a third-generation building centre founded in 1932, became the 17th Kent store in New Brunswick.

Kent now has a total of 36 outlets, including two truss plants and a drywall facility.

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Rationalization of ranks continues at Stanley Black & Decker

NEW BRITAIN, Conn. & OAKVILLE, Ont. — The newly merged company Stanley Black & Decker turned in its first quarterly results under its new structure last week, and began a program of rationalization among staff.

Stanley Black & Decker had a first-quarter loss of $108.6 million, or $1.09 per share. Excluding one-time charges related to the acquisition of Black & Decker, the company earned 70 cents per share. Stanley’s acquisition of B&D was completed on March 12. First-quarter financials are inclusive of Black & Decker’s operations for the period from March 13 to April 3.

Net sales for the period were $1.3 billion, up 38% versus prior year due to the inclusion of Black & Decker’s results for that period.

On the heels of the results, layoffs began around the world. According to the Baltimore Sun, 37 people were let go at the Towson, Md., offices. The Jackson Sun reports that another 69 people are being laid off from the Stanley Black & Decker manufacturing plant in Jackson, Tenn.

The company initially said it expected to cut up to 4,000 jobs worldwide from a work force of 38,000. A total of 330 staff are being cut in this round of layoffs, including a number of people in Canada. They include former President Dave Howe, a 29-year veteran of B&D. Jeff Crews is now President of Stanley B&D’s Construction and DIY Group. He was formerly Vice-President and General Manager of Stanley Canada Corporation-CDIY. Greg Lavigne, formerly director of marketing for all Canada, is also gone.

Penny Mauro was VP & General Manager, Price Pfister at B&D’s Hardware and Home Improvement Division, but she resigned before the cuts began. The HHI division in Canada is now being managed by Jerry Manko, who has the title of Vice-President for Canada’s Stanley Black & Decker’s Hardware and Home Improvement (HHI) Division. Jerry held responsibility for Black & Decker’s Canadian division previously, and will now become involved in the Canadian business from HHI headquarters in Lake Forest, Calif.

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Home Depot agrees to vendor meetings to explain MET

SPECIAL REPORT — The recently announced initiative by The Home Depot Canada to move its in-store service and detailing operations in-house has put the country’s agencies that deliver those services currently on alert. And those concerns came flooding into the Hardlines World Headquarters.

Agents say that thousands of jobs will be lost across the country as the very teams they have built up over the years to manage stock and shelves at Home Depot stores are expected to become redundant.

In turn, Home Depot plans to build its own in-store team, called the Merchandising Execution Team, or MET, comprising between 1,000 and 1,400 people. However, the vendors, either on their own or through their rep agencies, will be expected to continue performing other tasks, including in-store product knowledge sessions, store resets and planograms.

Hardlines made numerous calls and emails to Home Depot’s head office to bring vendors’ concerns to the forefront with management, and especially with Gino DiGioacchino, Vice-President of Merchandising for Home Depot Canada. We further encouraged the retailer to step up plans to explain the MET program more directly with the vendor community in a public forum.

It looks like our efforts have paid off.

To assuage the concerns of the vendor community, Home Depot Canada have finalized two one-on-one meetings in June and September. The meetings were announced in a memo last Thursday signed by Joe Allen, the new Director of Vendor Services, who oversees the MET program. The first meeting will be held June 4.

Home Depot Canada will complete its MET implementation in two phases following a pilot implementation in September. The first phase of the formal implementation begins in December, 2010; the second and final phase begins in June, 2011.

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Click here or call 416-489-3396 to place a classified ad

RONA upbeat at annual meeting

BOUCHERVILLE, Que. — Addressing shareholders at its AGM last week, RONA President and CEO Robert Dutton said, “businesses with staying power … continue to prepare for the future, no matter how troublesome the present may be. That is exactly what RONA did in 2009.” Those measures included improving gross margin and reducing inventories.

Dutton reported that phase one of the company’s strategic plan, called “PEP” (Productivity, Efficiency, Profitability) proved to be “the right approach to help RONA weather the worst of the economic storm.” Improvements included an increase in gross margin by 123 basis points; improved profitability for under-performing stores; increased penetration of private-label products from 16 to 19%; and a $168 million reduction in inventories.

Phase two of RONA’s strategic plan, called the “New World” program, focuses on renewed growth. Dutton said the program, which is being implemented during 2010 and 2011, includes initiatives aimed at providing an enhanced customer experience attracting next-generation entrepreneurs to RONA. For example, RONA has introduced a succession-planning program for store owners.

During 2010 and 2011, RONA will focus primarily on growing its market share in Ontario and Western Canada while reinforcing its strong position in Quebec. Development of the professional and commercial market is another priority.

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BMR launches home staging program

BOUCHERVILLE, Que. — BMR Le Groupe has launched a service, “BMR Home Staging Signed by France Arcand.” The program offers consumers ways to showcase a home and facilitate its sale. BMR has partnered with France Arcand, a columnist and popular host of the “Bye Bye Maison” television program, who has extensive experience in design and teaching.

Customers get an in-home consultation service followed by an in-store meeting, during which recommendations are made and a plan of action instituted. More than 100 BMR store staff have been trained by Arcand, who also helps participating BMR store employees with their selection of products such as floor coverings, lighting fixtures, faucets and fittings, and decorative accessories.

So far, about 40 BMR stores are preparing to launch “Home Staging” and “Relooking” services.

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Classifieds

DIRECTOR OF VENDOR RELATIONS, PURCHASING, EDMONTON, AB

 A leading distributor of building materials in Edmonton is seeking a Director of Vendor Relations/Purchasing responsible for overall company purchasing as well as maintaining and developing vendor relations. Knowledge and experience with buying groups is required.

MAJOR RESPONSIBILITIES:

• Vendor Relations
  • Vendor relations on local level as well as national level with buying group
  • Participate and represent the company for vendor product negotiations with buying group
  • Negotiation/collection of vendor volume rebates
• Purchasing
  • Direct and coordinate activities of purchasing and inventory control personnel  
  • Develop and implement purchasing policies and programs 
  • Analyze market information for commodities and other product categories 
  • Maximize margin for purchasing department and compan

KEY COMPETENCIES

• Team builder/player
• Ability to provide mentorship and leadership to team members and make key decisions.
• Customer focus
• Detail oriented, organized and disciplined, attention to accuracy
• Ability to multi-task in a fast-paced environment
• Excellent analytical ability
• Willing to accept responsibility and advancement
• Self starter – able to work with little supervision

KEY QUALIFICATIONS

• Minimum 10 years experience in purchasing management/vendor relations
• Knowledge and experience in the lumber/building materials commodity markets
• Post secondary diploma or equivalent preferred
• Proficient in Microsoft Office applications especially Microsoft Word and Excel programs

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

DEDICATED ACCOUNT EXECUTIVE

Reporting to the CEO, the Dedicated Account Executive will advance efforts and activities aimed at developing, maintaining and deepening relationships with new and existing Earth Innovations Inc. clients across North America, with a particular focus on the US market.

The primary sales focus will be on our flagship product and category leader ecoTRACTION, a volcanic mineral used for traction on icy winter sidewalks. It is already carried coast-to-coast in Canada in Home Depot, Canadian Tire, Home Hardware, Acklands-Grainger, and Unisource among others, and was featured on the CBC television show Dragons’ Den in 2008 & 2009.

Duties and Responsibilities:

• Develops new business in retail and industrial markets in Canada and the US
• Manages the entire business development cycle
• Develops and manages relationships with independent sales agencies
• Leads a small internal team of Customer Service Representatives who assist with business development efforts
• Responsible for quarterly forecasting, annual budget planning, channel marketing and promotional campaigns

Requirements:
• Minimum of ten (10) plus years of demonstrated sales success
• Proven experience in consumer and industrial markets in both Canada & US
• Successfully developed and managed 3rd-party sales agencies in Canada and the US
• Working knowledge of Salesforce is considered an asset
• Bilingualism (English and French) is considered an asset

Key Competencies:
• Driven and goal oriented
• Entrepreneurial spirit
• Loves a fast paced environment
• Strategic thinker
• Strong planning and organizational skills

Please send your resume to Heidi Hauver, Human Resources Coordinator, at heidi@ecotraction.com. Thank you.

Please note that we are accepting applications until April 23rd 2010.

Resumés

• 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!

April 26, 2010, Volume xvi, #17

“Winning is not a sometime thing; it’s an all time thing. You don’t win once in a while, you don’t do things right once in a while, you do them right all the time. Winning is habit. Unfortunately, so is losing.”
—Vince Lombardi (American football coach, 1913-1970)

Now President, Straus outlines vision for Home Hardware

ST. JACOBS, Ont. — An upbeat mood pervaded the latest dealer market held here last week for Home Hardware’s dealers. The show, which played host to more than 10,000 dealers, their families, and the vendors who supply them, was newsworthy for the new programs and products developed by Home for its dealers. (More on those in upcoming issues! — Michael)

However, the biggest news at the market was the retirement of Home Hardware co-founder Walter Hachborn. The announcement, made at Home Hardware’s annual shareholders’ meeting last week, also introduced Paul Straus, Home Hardware’s Vice-President and CEO, as President and CEO. Hachborn will remain on as President Emeritus.

In addition, Terry Davis, Home Hardware’s Vice-President Administration and Strategic Planning, was appointed Executive Vice-President and COO.

In an exclusive interview with Straus at the dealer market, he shared some of his thoughts and vision for Home Hardware. He started by pointing out that 2009 was a strong year for his dealers, despite the downturn in the economy. In fact, retail sales by all dealers were down by only 1.4%, while the bottom-line increase to the co-op’s surcharge adjustment profit-sharing allotment was up 9.47%. “We had the best results in the history of the company,” he says.

The reasons, he says, were simple. “The independents all have skin in the game and they know their community. And they know how to adjust when things get tight.” From head office, Home tried to help dealers stay focused on their business. “We were coaching our people to continue focusing on their customers.”

The company also used the recession as a chance to step up advertising and promotion when other companies might have pulled back. Home’s advertising budget was up 20% last year.

The company has also been positioning its dealers as destination shops for more upscale, design-minded products. Home’s own paint brand, Beauti-Tone, gave a new look to its high-end label, “Designer Series”. That positioning was backed by a series of paint seminars conducted for 720 staff across the country.

“There’s more awareness of Beauti-Tone paint through the designer world,” says Straus.

(To view a full interview with Paul Straus
on Hardlines TV, click here. —Michael)

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TruServ cleans up books in 2009

WINNIPEG — On the heels of its latest dealer market here, TruServ Canada, the dealer-owned co-op corporation, reports that 2009 wasn’t such a bad year after all.

According to Bill Morrison, President and CEO of TruServ Canada, the direction from the board has been to clean up its balance sheet. As a result, the company is working to manage its cash flow more efficiently and pay off debt — such as the investment in new computer systems introduced a year earlier — in anticipation of higher lending interest rates.

As a result, even though sales were down by an estimated $70 million to $600 million for all TruServ dealers, profits improved over 2008 by $500,000. That money gets turned back to the dealers themselves.

“The decline felt by the industry was also felt by TruServ,” says Morrison, “mostly in Alberta and British Columbia. But those dealers were in a much better mood at last week’s show,” he adds.

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RONA stops selling inefficient toilets

BOUCHERVILLE, Que. — RONA, the giant Canadian home improvement distributor and retailer, will stop selling conventional toilets with tanks over six litres in volume. The announcement, made on Earth Day (April 22), reflects RONA’s recognition of the technological advances in low-flow toilets and a belief that tanks over six litres no longer represent an ecological option.

“According to Environment Canada, Canadians consume over 300 litres of potable water per day, nearly a third of which goes into toilets,” said Normand Dumont, RONA’s Executive Vice-President of Merchandising. “For RONA, ending sales of toilets over six litres is a way of supporting our customers in their efforts to adopt responsible practices for a sustainable community.”

RONA is also encouraging consumers to further conserve water by using low-flow shower heads, aerated faucets and rainwater recovery systems.

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*Your company must have a current subscription
Click here or call 416-489-3396 to place a classified ad

Why Home Depot wants Canadians to go green

TORONTO — The recent release by Home Depot Canada of a “Green Index” gauging the environmental responsiveness of Canadians does more than just give the home improvement retailer another headline in the news.

“It goes beyond the Green Index,” says Gino Digioacchino, Vice-President Merchandising for Home Depot Canada. It gives the retailer a way of measuring the concerns of its consumers against Home Depot’s own environmental initiatives. “We’re trying to understand where the Canadian consumer stands with the environment. It helps tell us how to understand the needs of consumers so we know what to do to educate those consumers — and our vendors.”

A leadership role is what Digioacchino insists Home Depot take. He cites the company’s move to ban synthetic pesticides in its stores. “That’s a bold step and that’s a leadership role.”

He also believes that leadership means educating consumers. That education includes a number of programs that help promote Home Depot, but also build awareness of lifestyle choices among its customers. For example, The Home Depot Canada’s annual Mow Down Pollution program is running all this week. Now in its 10th year, the program, a marketing partnership with Summerhill Impact, challenges consumers to bring in their gas-powered lawn and garden equipment to Home Depot stores and receive a rebate ranging from $10 to $100.

Environment Canada estimates that lawnmowers, leaf blowers and weed trimmers create about 9% of Canada’s total mobile air emissions. Over the past nine years, Mow Down Pollution has recycled more than 34,000 gas lawnmowers and trimmers, preventing the release of more than 1,100 tonnes of greenhouse gas and smog-forming emissions.

Another promotion, “Go Low-Flow”, is a program to reduce water use. “We sold more than 40,000 low-flow toilets in two days — vs. about 4,000 in a typical week — and we tie in vendors to the program that can provide solutions.

“We’ve saved a huge amount of water by converting people to low-flow.”

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Classifieds

DIRECTOR OF VENDOR RELATIONS, PURCHASING, EDMONTON, AB

 A leading distributor of building materials in Edmonton is seeking a Director of Vendor Relations/Purchasing responsible for overall company purchasing as well as maintaining and developing vendor relations. Knowledge and experience with buying groups is required.

MAJOR RESPONSIBILITIES:

• Vendor Relations
  • Vendor relations on local level as well as national level with buying group
  • Participate and represent the company for vendor product negotiations with buying group
  • Negotiation/collection of vendor volume rebates
• Purchasing
  • Direct and coordinate activities of purchasing and inventory control personnel  
  • Develop and implement purchasing policies and programs 
  • Analyze market information for commodities and other product categories 
  • Maximize margin for purchasing department and compan

KEY COMPETENCIES

• Team builder/player
• Ability to provide mentorship and leadership to team members and make key decisions.
• Customer focus
• Detail oriented, organized and disciplined, attention to accuracy
• Ability to multi-task in a fast-paced environment
• Excellent analytical ability
• Willing to accept responsibility and advancement
• Self starter – able to work with little supervision

KEY QUALIFICATIONS

• Minimum 10 years experience in purchasing management/vendor relations
• Knowledge and experience in the lumber/building materials commodity markets
• Post secondary diploma or equivalent preferred
• Proficient in Microsoft Office applications especially Microsoft Word and Excel programs

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

DEDICATED ACCOUNT EXECUTIVE

Reporting to the CEO, the Dedicated Account Executive will advance efforts and activities aimed at developing, maintaining and deepening relationships with new and existing Earth Innovations Inc. clients across North America, with a particular focus on the US market.

The primary sales focus will be on our flagship product and category leader ecoTRACTION, a volcanic mineral used for traction on icy winter sidewalks. It is already carried coast-to-coast in Canada in Home Depot, Canadian Tire, Home Hardware, Acklands-Grainger, and Unisource among others, and was featured on the CBC television show Dragons’ Den in 2008 & 2009.

Duties and Responsibilities:

• Develops new business in retail and industrial markets in Canada and the US
• Manages the entire business development cycle
• Develops and manages relationships with independent sales agencies
• Leads a small internal team of Customer Service Representatives who assist with business development efforts
• Responsible for quarterly forecasting, annual budget planning, channel marketing and promotional campaigns

Requirements:
• Minimum of ten (10) plus years of demonstrated sales success
• Proven experience in consumer and industrial markets in both Canada & US
• Successfully developed and managed 3rd-party sales agencies in Canada and the US
• Working knowledge of Salesforce is considered an asset
• Bilingualism (English and French) is considered an asset

Key Competencies:
• Driven and goal oriented
• Entrepreneurial spirit
• Loves a fast paced environment
• Strategic thinker
• Strong planning and organizational skills

Please send your resume to Heidi Hauver, Human Resources Coordinator, at heidi@ecotraction.com. Thank you.

Please note that we are accepting applications until April 23rd 2010.

Resumés

• 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!

April 19, 2010, Volume xvi, #16

“The trick is in what one emphasizes. We either make ourselves miserable,
or we make ourselves strong. The amount of work is the same.”
—Carlos Castenada (Peruvian-born American author, 1925-1998)

Home Hardware builds momentum with new dealers

ST. JACOBS, Ont. — More than 1,050 Home Hardware stores represented at the company’s Spring Market will welcome 12 new dealers who have joined Home Hardware since the beginning of the year. The Market is being held this week at the company’s distribution centre here.

“Our company has experienced solid growth over the past two years despite the tough economic environment,” said Paul Straus, Vice-President and CEO, Home Hardware Stores Limited. “We had 47 new stores join Home last year and we’re very excited that these 12 new stores have joined the Home family so far this year. The Market is where they will see firsthand how Home dealers
draw strength from each other.”

New stores that joined Home Hardware in the early part of 2010 are: Allen’s Home Building Centre, Paisley, Ont.; Herlehy Home Building Centre, Westport, Ont.; Home Furniture Kingston, Kingston, ONT.; Maple Leaf HBC, Canning, N.S.; Northway Home Hardware, Inverary, Ont.; Pellerin Home Building Centre, Grande-Digue, N.B.; Quincaillerie Hogg in Nun’s Island and Westmount, Que.; Shellbrook Home Hardware, Shellbrook, Sask; St. Martins Home Hardware, St.
Martins, N.B.; Tignish Co-Op HHBC, Tignish, P.E.I.; and Westport Home Hardware, Westport, Ont.

TIM-BR MART adds members in Atlantic and Ontario

CALGARY — TIM-BR MART, the giant LBM buying group, continues to add members with six new locations for representing both new and existing dealers across the country.

The father-and-daughter team of Don and Jillian Sexton run Hector Building Supplies in Stellarton and Pictou, N.S. This year, both stores will become fully branded TIM-BR MART locations.

Northeast Builders Ltd. in Durrell, Nfld., is owned by the Rogers family. It’s been operating for 25 years, building homes and providing electrical contracting services for customers on New World Island in northern Newfoundland. Over the next few months, this new TIM-BR MART store will undergo extensive exterior and interior renovations and re-brand as “Northeast TIM-BR MART”.

Another northern Newfoundland location, Burton’s Hardware and Building Supplies Ltd. in Robert’s Arm, has also joined TIM-BR MART. Owner Harold Burton wants to expand the business to offer more hardware, lumber and building materials.

Next month on May 15, Springmount TIM-BR MART in Owen Sound, Ont., will hold its grand opening. The brand new store will be run by new dealers, Dennis Hertz and his son Bryan. They’ll offer homeowners, cottagers and contractors alike a full assortment of hardware and LBM products with a special focus on landscaping.

TIM-BR MARTS Ltd. represents more than 700 member locations across Canada, almost $2 billion in annual purchases and more than $3 billion in retail sales.

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PARA Paints creates designer collection

TORONTO — PARA Paints held a reception last week to launch a celebrity partnership with designer and TV personality Sarah Richardson (shown here (l) with Hardlines’ very own Beverly Allen). This partnership ties in with a previously announced distribution that puts PARA Paints in all Lowe’s Canada stores. Lowe’s will carry PARA Ultra specialty finishes, PARA Lifestyles paint for consumer markets (a Lowe’s exclusive), and the PARA Professional Precision line.

The “Sarah Richardson Designer Palette” is the first for the designer, known for her long-running program on HGTV, Sarah’s House. Sarah’s collection, featuring 75 colour chips accompanied by a trend brochure, will inspire as well as provide helpful tips on colour coordination for the consumer.

The launch was part of an overall re-positioning by PARA to capture a more design-minded, home enhancement customer, while playing on the company’s 96-year Canadian heritage. “With the success of Canada at the Winter Olympics, it’s in style to be Canadian,” said Garry Belfall, senior brand manager, Para Paints, during the launch.

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Click here or call 416-489-3396 to place a classified ad

RONA accelerates recruitment of independents

BOUCHERVILLE, Ont. — In 2009, RONA inc. was able to recruit 14 independent dealer-owners to join its ranks. Those dealers added more than $30 million in retail sales to RONA’s network. The company is continuing its dealer development efforts this year, having completed 96 expansion and renovation projects totalling nearly $50 million in investments by the end of its first quarter.

RONA’s dealer recruitment efforts were fortified with the appointment last year of Jean-Luc Meunier as Senior Vice-President, Affiliate Dealer-Owner Network Development. Meunier’s team is in charge of recruitment and development of the affiliate dealer-owner network, and for providing support to existing dealers.

Meunier’s strategy will include assisting existing dealers to expand their operations or invest in new stores. This will tie in with RONA’s new succession planning program, which was introduced at the end 2009. This program is designed to facilitate store acquisitions by family members of independent dealer-owners, by RONA employees or by aspiring entrepreneurs from outside the company.

Recruitment efforts were stepped up in February of this year, with the launch of a nationwide campaign targeting hardware and building materials dealers with a view to acquiring their businesses or helping them develop their own succession plans based on RONA’s new program.

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Industry veteran pens hardware history

SPECIAL REPORT— “Surviving…In Spite of Everything: A Postwar History of the Hardware Industry,” a book chronicling the postwar history of the hardware industry, is now available.

The book, by author Bob Vereen, traces the postwar history of the hardware industry in the United States and explains how and why independent retailers are surviving. It profiles many of the dedicated individuals who provided the leadership and innovation which made survival possible.

Vereen’s book also discusses:
• the beginning of retail changes;
• the emergence of home centres and other big-boxes;
• the ever-changing merchandise mix;
• the changing role of wholesalers;
• the role of associations and trade magazines;
• the computer age; and
• influential individuals in the industry.

For more information on how to purchase the book, click here.

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Classifieds

DIRECTOR OF VENDOR RELATIONS, PURCHASING, EDMONTON, AB

 A leading distributor of building materials in Edmonton is seeking a Director of Vendor Relations/Purchasing responsible for overall company purchasing as well as maintaining and developing vendor relations. Knowledge and experience with buying groups is required.

MAJOR RESPONSIBILITIES:

• Vendor Relations
  • Vendor relations on local level as well as national level with buying group
  • Participate and represent the company for vendor product negotiations with buying group
  • Negotiation/collection of vendor volume rebates
• Purchasing
  • Direct and coordinate activities of purchasing and inventory control personnel  
  • Develop and implement purchasing policies and programs 
  • Analyze market information for commodities and other product categories 
  • Maximize margin for purchasing department and compan

KEY COMPETENCIES

• Team builder/player
• Ability to provide mentorship and leadership to team members and make key decisions.
• Customer focus
• Detail oriented, organized and disciplined, attention to accuracy
• Ability to multi-task in a fast-paced environment
• Excellent analytical ability
• Willing to accept responsibility and advancement
• Self starter – able to work with little supervision

KEY QUALIFICATIONS

• Minimum 10 years experience in purchasing management/vendor relations
• Knowledge and experience in the lumber/building materials commodity markets
• Post secondary diploma or equivalent preferred
• Proficient in Microsoft Office applications especially Microsoft Word and Excel programs

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

DEDICATED ACCOUNT EXECUTIVE

Reporting to the CEO, the Dedicated Account Executive will advance efforts and activities aimed at developing, maintaining and deepening relationships with new and existing Earth Innovations Inc. clients across North America, with a particular focus on the US market.

The primary sales focus will be on our flagship product and category leader ecoTRACTION, a volcanic mineral used for traction on icy winter sidewalks. It is already carried coast-to-coast in Canada in Home Depot, Canadian Tire, Home Hardware, Acklands-Grainger, and Unisource among others, and was featured on the CBC television show Dragons’ Den in 2008 & 2009.

Duties and Responsibilities:

• Develops new business in retail and industrial markets in Canada and the US
• Manages the entire business development cycle
• Develops and manages relationships with independent sales agencies
• Leads a small internal team of Customer Service Representatives who assist with business development efforts
• Responsible for quarterly forecasting, annual budget planning, channel marketing and promotional campaigns

Requirements:
• Minimum of ten (10) plus years of demonstrated sales success
• Proven experience in consumer and industrial markets in both Canada & US
• Successfully developed and managed 3rd-party sales agencies in Canada and the US
• Working knowledge of Salesforce is considered an asset
• Bilingualism (English and French) is considered an asset

Key Competencies:
• Driven and goal oriented
• Entrepreneurial spirit
• Loves a fast paced environment
• Strategic thinker
• Strong planning and organizational skills

Please send your resume to Heidi Hauver, Human Resources Coordinator, at heidi@ecotraction.com. Thank you.

Please note that we are accepting applications until April 23rd 2010.

Factory Sales Representative

“Well known leading USA manufacturer of paint rollers and paint sundries with D.C. in Toronto area seeks experienced independent factory sales representative to sell their products in Canada. Must have knowledge of the paint and hardware industries, and contacts with current buyers in those categories.

Candidate will possess minimum 5 years experience in the category selling to major chains and distributors”.

Email detailed resume including other lines carried and references to brady@hardlines.ca with P.O. Box 12 in the subject line.

Resumés

• 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!

April 12, 2010, Volume xvi, #15

“”Reckless words pierce like a sword, but the tongue
of the wise brings healing.” —Proverbs (12:18).

Canadian Tire to strengthen brand, customer experience

TORONTO — Canadian Tire Corp. has unveiled a strategy to generate growth over the next 3-5 years. It wants to do it “by focusing on its core retail business, exceeding customer expectations and driving efficiencies across the business.” The retail division will grow through its existing stores, rather than adding new stores, with a focus on its “Smart” store concept, and to a lesser degree, its “Small” store format. The target is 3%-5% top line growth per year.

“The strength of our core brand is at the heart of all of our growth strategies,” all centred on the Canadian Tire retail business, said Stephen Wetmore, Canadian Tire president and CEO, in a release.

Canadian Tire claims it is the market leader in 17 of its 20 top selling categories. And it’s continuing to increase its focus on categories such as backyard and exercise, pet care and household consumables.

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TSC to open franchise store in Barrie

LONDON , Ont. — Late in 2008, TSC, the farm and hardware chain, launched a franchise program for independent dealers under the “TSC Villager” banner. The program, announced at the 2008 Hardlines Conference by Greg Hicks, COO of TSC, was inaugurated with the acquisition of a former Country Depot in Milton, Ont. That store became a lab for the new program.

Judging by the latest additions to the Villager banner, the experiment was a success. TSC later purchased a Country Depot store in Kingston, Ont., and then another in Orillia, Ont.  Formerly part of the Simcoe District Co-op, the site is an important one for TSC because of its existing association with farm supply. â€œThe deal closes on April 15 and we expect to be operating shortly thereafter as a TSC Villager store,” says Hicks.

The latest addition to the Villager ranks will be a site in Barrie, Ont. Formerly a corporately owned Country Depot that had been shuttered for about a year, it will be owned and operated by a local entrepreneur.

“Barrie is also a market that we have coveted for quite some time. The Barrie market scores very well on our market assessment tool and fills a significant gap in our objective to penetrate the Ontario market with our brand,” Hicks says. â€œWorking with our TSC Villager dealer, we intend to take large positions in businesses like feed, fencing, work wear, animal and lawn and garden.”

The Barrie store will open before the end of April.

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*Your company must have a current subscription
Click here or call 416-489-3396 to place a classified ad

Home Depot gauges Canadians’ environmental efforts

TORONTO — Home Depot wants to know how aware Canadians are of their efforts to “go green,” and then help them through their products and in-store service. According to the results of the company’s second annual Canadian Green Home Index, it has its work cut out for it.

The Index, developed by Environics Research for Home Depot Canada, tracks Canadian attitudes and behaviours as a means to measure progress toward making households better for the environment. This year, it assigned Canadians a 56.6 out of 100 rating when it comes to environmental initiatives and actions taken at home. That’s actually down 3.4 points from last year. Not only that, but fewer Canadians report they’ve taken actions to reduce their household impact on the environment — that marker is down nine points since 2009.

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FCL’s hardware business is growing

CALGARY — They may be farm co-ops, but their sales of hardware, household products and small appliances is huge, thanks to the sheer number of outlets operating as members of Federated Co-operatives Ltd. FCL has 270 retail co-ops, plus a number of non-members that use FCL as a key supplier, and fly the Valumaster banner.

These stores generate approximately $450 million in annual sales.

Rod Baergen is manager of the general merchandise division of FCL, which is one of five retail divisions within FCL. The others are food, petroleum, livestock and feed, and crop supplies.

In Baergen’s operation, electrical, paint and plumbing constitute 60% of the business; farm and agro accounts for 15%;and household products, including housewares, small appliances, seasonal, gardening and camping products, make up another 20%.

“But our growth has been in our hardware and agro departments,” says Baergen. Some housewares products are growing, too, he adds. “It’s a matter of getting the product.”

He admits that sales were off for hardware in 2009, but business is recovering now. “We’re just looking to continue to grow our business.”

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Private label continues to grow for RONA

BOUCHERVILLE , Que. — Growth of private-label and proprietary products remains one of the cornerstones for RONA’s strategic plan over the next 3-5 years. In fact, penetration by RONA’s private-brand and controlled-label products increased from 17% at the beginning of 2009 to more than 19% by the end of the year.

RONA has been putting special emphasis on its high-end controlled-label Haussmann and Haussmann Xpert lines of tools, which were launched at last year’s dealer market. The company continues to expand its eco-friendly cleaning and maintenance products, with the addition of some 40 new RONA ECO products in the past year.

Proprietary brands have expanded into the home décor side of the business, as well. Four new controlled labels — Facto, Uberhaus, Uberhaus Design and Uberhaus Pro — and four new product categories were launched at last fall’s show.

Between now and 2011, the final year of the current strategic plan, RONA intends to push the penetration rate for its private-brand and controlled-label products from 19% to 24%.

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Classifieds

DIRECTOR OF VENDOR RELATIONS, PURCHASING, EDMONTON, AB

 A leading distributor of building materials in Edmonton is seeking a Director of Vendor Relations/Purchasing responsible for overall company purchasing as well as maintaining and developing vendor relations. Knowledge and experience with buying groups is required.

MAJOR RESPONSIBILITIES:

• Vendor Relations
  • Vendor relations on local level as well as national level with buying group
  • Participate and represent the company for vendor product negotiations with buying group
  • Negotiation/collection of vendor volume rebates
• Purchasing
  • Direct and coordinate activities of purchasing and inventory control personnel  
  • Develop and implement purchasing policies and programs 
  • Analyze market information for commodities and other product categories 
  • Maximize margin for purchasing department and company 

KEY COMPETENCIES

• Team builder/player
• Ability to provide mentorship and leadership to team members and make key decisions.
• Customer focus
• Detail oriented, organized and disciplined, attention to accuracy
• Ability to multi-task in a fast-paced environment
• Excellent analytical ability
• Willing to accept responsibility and advancement
• Self starter – able to work with little supervision

KEY QUALIFICATIONS

• Minimum 10 years experience in purchasing management/vendor relations
• Knowledge and experience in the lumber/building materials commodity markets
• Post secondary diploma or equivalent preferred
• Proficient in Microsoft Office applications especially Microsoft Word and Excel programs

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

DEDICATED ACCOUNT EXECUTIVE

Reporting to the CEO, the Dedicated Account Executive will advance efforts and activities aimed at developing, maintaining and deepening relationships with new and existing Earth Innovations Inc. clients across North America, with a particular focus on the US market.

The primary sales focus will be on our flagship product and category leader ecoTRACTION, a volcanic mineral used for traction on icy winter sidewalks. It is already carried coast-to-coast in Canada in Home Depot, Canadian Tire, Home Hardware, Acklands-Grainger, and Unisource among others, and was featured on the CBC television show Dragons’ Den in 2008 & 2009.

Duties and Responsibilities:

• Develops new business in retail and industrial markets in Canada and the US
• Manages the entire business development cycle
• Develops and manages relationships with independent sales agencies
• Leads a small internal team of Customer Service Representatives who assist with business development efforts
• Responsible for quarterly forecasting, annual budget planning, channel marketing and promotional campaigns

Requirements:
• Minimum of ten (10) plus years of demonstrated sales success
• Proven experience in consumer and industrial markets in both Canada & US
• Successfully developed and managed 3rd-party sales agencies in Canada and the US
• Working knowledge of Salesforce is considered an asset
• Bilingualism (English and French) is considered an asset

Key Competencies:
• Driven and goal oriented
• Entrepreneurial spirit
• Loves a fast paced environment
• Strategic thinker
• Strong planning and organizational skills

Please send your resume to Heidi Hauver, Human Resources Coordinator, at heidi@ecotraction.com. Thank you.

BUSINESS DEVELOPMENT MANAGER
Prairie Region (Manitoba, Saskatchewan, Alberta)

 The Sexton Group, Canada’s leading Buying Group for independent building material retailers is seeking a highly motivated, sales oriented and customer focused person to fill the position of BUSINESS DEVELOPMENT MANAGER for the Prairie Region. The successful applicant, reporting to the Vice President and General Manager will be responsible for developing and maintain positive working relationships with current and potential Sexton Group Members.

Key Responsibilities include:

• Developing and implementing plans for increasing member purchases through the Sexton Group;
• Targeting and aggressively pursuing new members; and
• Providing excellent customer service and communication skills as you work with each of the Members to determine what their business needs are and help them understand the programs and services offered by Sexton Group.

We are looking for someone with a proven track record in sales, excellent customer follow-up skills and tenacity. The successful applicant will be able to develop and maintain effective relationships with current and future Sexton Group Members, has business acumen and is able to work independently in a team environment. If you are competitive, can be persuasive and prefer travelling to the customer rather than an office job, this position may be for you. We are looking for the right person to fill this position in Manitoba, Saskatchewan or Alberta.

The Sexton Group offers a competitive base salary along with a comprehensive benefit package that includes health, disability, dental, vision, life insurance, pension, car allowance and profit sharing for all employees.

Interested and qualified candidates are asked to submit their resumes to: Human Resources at korpan@kenroc.com .

Factory Sales Representative

“Well known leading USA manufacturer of paint rollers and paint sundries with D.C. in Toronto area seeks experienced independent factory sales representative to sell their products in Canada. Must have knowledge of the paint and hardware industries, and contacts with current buyers in those categories.

Candidate will possess minimum 5 years experience in the category selling to major chains and distributors”.

Email detailed resume including other lines carried and references to brady@hardlines.ca with P.O. Box 12 in the subject line.

Resumés

• 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!

April 5, 2010, Volume xvi, #14

“If you want to encourage people to try a lot of stuff and keep what works,
then you have to remove penalties for honest mistakes.”
—James C. Collins & Jerry I. Porras
(American business authors, from “Built to Last”)

Home Depot prepares for new in-store service program

TORONTO — The announced creation of a new in-store service team within Home Depot Canada continues to create concern throughout the vendor community. But it’s not a step the giant retailer has taken lightly — or made quickly.

The program, called MET, for “Merchandising Execution Team,” will involve the recruitment of more than 1,000 people to work within a newly formed vendor services team under Joe Allen, who was promoted last month to director, vendor services from his previous role as field merchandising for Eastern Canada. According to an internal memo from Gino DiGioacchino, vice-president merchandising for Home Depot Canada, the new team will be “an extension of the merchandising department, they will provide dedicated resources to our stores while playing a key role in driving in-store merchandising excellence for our division. A core leadership team [under Allen] will be assembled by April, beginning the development of the new vendor services team.”

The program will be piloted in November or December of this year, reportedly beginning with electrical, lighting and seasonal, but Home Depot couldn’t confirm which categories would get tested first. Following an undetermined trial period, the program will be rolled out to all stores — across all product categories — by the middle of 2011.

The MET program has already been tested and implemented in the U.S., “and it’s a disaster,” says one vendor who asked not to be named. It resulted, he says, in the vendors and their agencies effectively losing touch with their own products on the store shelves.

However, says DiGioacchino, the move to bring in-store service under Home Depot’s aegis has to do with centralizing the servicing of the stores. Home Depot is also introducing technology that will let vendors have full access to, and be able to track, their products throughout the system. “They will get accountability,” he stresses.

One of the things that hinders the current system, which leaves the service role in the hands of detailing or service companies, usually an outgrowth of existing manufacturers’ rep agencies, is their reliance on store associates to physically move the product. “The new team,” says DiGioacchino, “will be trained and certified to handle machinery in the stores, moving skids or palettes on lift trucks when needed.” This, Digioacchino adds, is important to his own mantra of “speed to market.” Home Depot calls this a “huge efficiency.”

The vendors will still have an important role, he adds. Product knowledge, instructing associates about the products on the shelves, will still be their responsibility. However, keeping those shelves tidy and stocked won’t be. Special projects, such as resets, will also remain the purview of the vendors. “Resets are only four times a year. This is about weekly service in the stores.”

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AFA realigns Atlantic operations

BOLTON , Ont. — AFA Forest Products Inc. has made a significant change to its organizational structure in the Atlantic region. Effective immediately, it will operate under four individual division managers, rather than a single divisional general manager.

This realignment, considered a key benchmark in the company’s strategy, is one of several initiatives designed to accelerate AFA’s corporate growth, improve service, provide velocity to new national product programs and expedite future location expansion. It follows on the heels of the departure of John Morrissey, who had been the general manager of Lighthouse since it was taken over by AFA (see next story for the update on Morrissey).

That takeover occurred in 2007, giving the building materials wholesaler a truly national presence. The acquisition shortly thereafter of Cape Breton Distributors enhanced the company’s commodities shipments to Newfoundland and Labrador.

As of May 1, however, the Lighthouse division of AFA will no longer exist, and the entire group coast to coast will operate under AFA Forest Products, solidifying its position across Canada.

“There’s a strategy where the company wanted to operate nationally, with division managers,” says Andy Dolan, national sales & marketing manager, Allied Products. Each of the branches, he points out, were operating much like independent companies. “With all the acquisitions by AFA, we can now orchestrate national programs more effectively.”

AFA has 12 building materials divisions across the country, plus a facility in Portland, Ore., and its Visulam melamine plant in Lachute, Que.

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Click here or call 416-489-3396 to place a classified ad

Morrissey rejoins TIM-BR MART

John Morrissey has joined TIM-BR MARTS Ltd. in the newly created position of vice-president building materials. He’ll be looking after the LBM programs nationally for the dealer-owned buying group, working out of TIM-BR MART’s Halifax office. He reports directly to TIM-BR MART president and CEO Tim Urquhart.

Morrissey was most recently general manager – Atlantic Canada, for Lighthouse Lumber, a division of AFA Forest Products. He resigned last month (his last day was on Friday) to take the position with TIM-BR MART, where he’d worked before joining Lighthouse. “I’m moving back to the same desk I was in three years ago,” says Morrissey. “I’m delighted to be back. It’s like going home in a lot of ways.”

Besides handling the group’s building materials needs nationally, he’ll look after the Atlantic region as well.

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Home Hardware gets dealer intranet forum

TORONTO — Northcore Technologies Inc., an asset management technology provider, has completed the initial launch of an intranet for Home Hardware Stores Limited. The site features an online forum to connect the more than 1,000 Home Hardware stores and their key suppliers.

“Our objective is to make it more efficient for these dealers to purchase the products they need to operate their businesses,” said Duncan Copeland, Northcore’s CEO. “As an additional benefit, dealers can improve their working capital position by having a new channel to sell surplus or under-utilized assets and evaluate both new and used equipment in their ongoing purchasing decisions.”

Home Hardware anticipates adding even more services, making the intranet site “a one-stop source” for the dealers’ business needs, including computers, security systems, signage, store fixtures, racking, forklifts, vehicles, leasing programs and other related information and contacts.

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Expanded strategy to lead RONA as economy recovers

BOUCHERVILLE , Que. — RONA has updated its 2008-2011 strategic plan, which aims to increase earnings per share by an average of 10% to 15% over the period. Coined the “ New World” program, the plan calls for growth through an increase in its store base and through growth of its customer sector. The first part, increased points of sale, will continue through RONA’s three established modes, i.e., store construction, development of the affiliate network, and strategic acquisitions.

The second part, which RONA calls “the customer growth vector,” reflects the company’s efforts to create organic growth — in other words, same-store growth. RONA’s wants to increase its market share by more than 10%.

(RONA touts its share of the market against key competitors as 17.5%. Hardlines’ own measure of the size of the industry includes related home enhancement sales by mass merchants, club stores and Canadian Tire, which puts RONA’s market share at 15.5% in 2009.)

That customer growth will be stimulated, says the company, by a number of initiatives aimed at improving customer experience. These include new store concepts and new product categories, as well as new private-label and controlled-label products. RONA also promises to introduce new programs for improving customer loyalty, and to create new training programs for store employees.

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Ace introduces Craftsman, Moore at market

NEW ORLEANS — A record number of retailers attended the Ace Hardware convention here recently, where they got their first good look at how the co-op is going to go to market with new programs like its alliances with Craftsman Tools and Benjamin Moore paints.

John Surane, vice-president of consumer marketing, said the promotion of the Benjamin Moore paint line would complement Ace’s own brand of paint to help make Ace dealers “number one in paint.” Surane also touted the co-op’s new relationship with Craftsman Tools, as a way for Ace retailers to offer a multitude of new products to consumers.

Craftsman Tools had a large presence at the convention and showcased many of their products on the show floor. Ace retailers will begin selling tools and accessories bearing the Craftsman brand name this June. The line offered through Ace will include some 600 SKUs in categories such as mechanics’ hand tools, tool storage, bench-top power tools, compressors and pneumatic tools.

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Classifieds

BUSINESS DEVELOPMENT MANAGER
Prairie Region (Manitoba, Saskatchewan, Alberta)

 The Sexton Group, Canada’s leading Buying Group for independent building material retailers is seeking a highly motivated, sales oriented and customer focused person to fill the position of BUSINESS DEVELOPMENT MANAGER for the Prairie Region. The successful applicant, reporting to the Vice President and General Manager will be responsible for developing and maintain positive working relationships with current and potential Sexton Group Members.

Key Responsibilities include:

• Developing and implementing plans for increasing member purchases through the Sexton Group;
• Targeting and aggressively pursuing new members; and
• Providing excellent customer service and communication skills as you work with each of the Members to determine what their business needs are and help them understand the programs and services offered by Sexton Group.

We are looking for someone with a proven track record in sales, excellent customer follow-up skills and tenacity. The successful applicant will be able to develop and maintain effective relationships with current and future Sexton Group Members, has business acumen and is able to work independently in a team environment. If you are competitive, can be persuasive and prefer travelling to the customer rather than an office job, this position may be for you. We are looking for the right person to fill this position in Manitoba, Saskatchewan or Alberta.

The Sexton Group offers a competitive base salary along with a comprehensive benefit package that includes health, disability, dental, vision, life insurance, pension, car allowance and profit sharing for all employees.

Interested and qualified candidates are asked to submit their resumes to: Human Resources at korpan@kenroc.com .

Factory Sales Representative

“Well known leading USA manufacturer of paint rollers and paint sundries with D.C. in Toronto area seeks experienced independent factory sales representative to sell their products in Canada. Must have knowledge of the paint and hardware industries, and contacts with current buyers in those categories.

Candidate will possess minimum 5 years experience in the category selling to major chains and distributors”.

Email detailed resume including other lines carried and references to brady@hardlines.ca with P.O. Box 12 in the subject line.

Resumés

• 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!

March 29, 2010, Volume xvi, #13

“Something’s lost but something’s gained in living every day.”
—Joni Mitchell (from her song “Both Sides Now”)

In Memory of Danny Payne 1993-2010

Home Depot merchandising reorg causes vendor concern

TORONTO — The recent promotion of Home Depot Canada’s Joe Allen to the role of director, vendor services, puts him in a role that has a lot of vendors — and more importantly, their in-store service providers — really, really worried.

Hardlines has obtained a copy of a confidential letter that went out to the vendor community last month from Home Depot Canada’s vice-president merchandising, Gino DiGioacchino. The letter outlines a plan for a new structure within the merchandising division, whereby Home Depot will bring its vendor-managed in-store merchandising services in-house.

Under Allen, Home Depot will form a “key leadership team … beginning the development of a new vendor services team”, says the letter. Home Depot is reportedly going to add up to 1,400 people to the merchandising division, creating a team that will supplant all the existing store service teams — a whole segment of the industry in Canada.

Those in-store merchandising services have historically been the role of the vendors themselves, usually through merchandising service, or detailing, companies. These companies reflect the reinvention of sales agencies to ensure that the products on the shelf remain in stock and properly merchandised. Some of these companies have up to 200 people on staff across the country, all going into stores on a regular basis.

Some vendors have expressed their concern over the efficacy of the program in America. However, DiGioacchino stresses the weight that was given to the decision to go ahead with it here after studying carefully how it performed in the U.S. “This was not an easy decision for me to make,” he says. “This was four years in the making.”

He adds that the vendors themselves play a key role in the success of Home Depot Canada. “Without our vendor partners, we cannot build our business. They are critical to our success.”

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Lowe’s deal fits Para’s rebranding strategy

BRAMPTON, Ont. — The recently announced supply deal between Para Paints and Lowe’s Canada comes amidst a major rebranding of the venerable coatings company “to reflect our Canadian heritage,” says Garry Belfall, senior brand manager, Para Paints. “We’ve been in business since 1915.”

Belfall adds that, following the success of Canadian athletes at the Olympics, being Canadian is very much in style these days. (RONA inc., the leading home improvement retailer, is a major sponsor of the Olympics, which resulted in a big boost in awareness and sales for that company.) Para is makingthe Canadian connection an important part of its new look, which gets an official relaunch on April 14. Belfall says Para will announce a partnership with a well-known Canadian interior designer at the relaunch.

Para’s “new look” reflects both the Lowe’s Canada deal and Para’s commitment to its network of independent dealers.

The 95-year-old company has gone through some changes over the years. At one point, it was purchased by Sico, Canada’s largest paint company, for $16.9 million in May 2003. However, when Sico purchased ICI three years later, it was required by the Competition Bureau to divest itself of some assets so it sold off its Para and Crown Diamond brands to Vancouver-based General Paint Corp. in June, 2008. General is, in turn, owned by Comex Group, a coatings company based in Mexico City that is the largest in Mexico, and the fifth-largest in North America. (PLEASE NOTE: we incorrectly stated Para’s ownership structure in our last issue. —Michael)

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*Your company must have a current subscription
Click here or call 416-489-3396 to place a classified ad

RONA’s first big box of 2010 is FSC friendly

AURORA, Ont. — RONA opens its first big box store of the year with a grand opening here on March 24. The store features 100,000 square feet of hardware, renovation and gardening products and represents an investment of more than $14 million into the local community.

Continuing its commitment to step up the presence of certified wood in its stores, the Aurora location will also carry softwood lumber from FSC-certified forests. Currently, wood from FSC-certified forests is not widely available in Canada and RONA wants to make it easier for consumers to have access to these products. The RONA Aurora store will be the sixth store in Canada and the fourth in Ontario to offer softwood lumber from FSC certified forests.

“The RONA Aurora store benefits from all the latest innovations in terms of specialized boutiques and services, including our Project Guide service as well as our installation services,” says Pierre Dandoy, executive vice-president of store operations.

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CanWel’s sales dip in 2009

VANCOUVER — CanWel Building Materials had revenues for the year ended Dec. 31 of $650 million, down from $804 million in 2008. The drop was attributed primarily to the slowdown in the Canadian economy and the continued downward price pressure in lumber and panel products.

However, CanWel’s focus remained on the sales of higher margin products, resulting in a year-over-year improvement in gross margin percentage to 12.9% ($84 million) from 12.6% ($101 million) in the prior year. And for the last quarter of the year, CanWel reported revenues of $140.2 million, down from $165.5 million. Fourth-quarter net earnings slipped to $1.7 million, from $2.5 million.

“2009 proved to be a trying period for many businesses due to the economic environment. This was not an exception for CanWel, however, given the strength of our business, we had the ability to stay focused on driving the business forward, [and] protect margins, while identifying a transformational acquisition in Broadleaf,” said Amar Doman, chairman and CEO of CanWel, referring to the purchase of rival building materials distributor Broadleaf Logistics, in a deal that was finalized at the end of January.

CanWel intends to change its name to “CanWel Building Materials Group Ltd.” following its AGM in May 2010.

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Classifieds

BUSINESS DEVELOPMENT MANAGER
Prairie Region (Manitoba, Saskatchewan, Alberta)

 The Sexton Group, Canada’s leading Buying Group for independent building material retailers is seeking a highly motivated, sales oriented and customer focused person to fill the position of BUSINESS DEVELOPMENT MANAGER for the Prairie Region. The successful applicant, reporting to the Vice President and General Manager will be responsible for developing and maintain positive working relationships with current and potential Sexton Group Members.

Key Responsibilities include:

• Developing and implementing plans for increasing member purchases through the Sexton Group;
• Targeting and aggressively pursuing new members; and
• Providing excellent customer service and communication skills as you work with each of the Members to determine what their business needs are and help them understand the programs and services offered by Sexton Group.

We are looking for someone with a proven track record in sales, excellent customer follow-up skills and tenacity. The successful applicant will be able to develop and maintain effective relationships with current and future Sexton Group Members, has business acumen and is able to work independently in a team environment. If you are competitive, can be persuasive and prefer travelling to the customer rather than an office job, this position may be for you. We are looking for the right person to fill this position in Manitoba, Saskatchewan or Alberta.

The Sexton Group offers a competitive base salary along with a comprehensive benefit package that includes health, disability, dental, vision, life insurance, pension, car allowance and profit sharing for all employees.

Interested and qualified candidates are asked to submit their resumes to: Human Resources at korpan@kenroc.com .

Factory Sales Representative

“Well known leading USA manufacturer of paint rollers and paint sundries with D.C. in Toronto area seeks experienced independent factory sales representative to sell their products in Canada. Must have knowledge of the paint and hardware industries, and contacts with current buyers in those categories.

Candidate will possess minimum 5 years experience in the category selling to major chains and distributors”.

Email detailed resume including other lines carried and references to brady@hardlines.ca with P.O. Box 12 in the subject line.

Resumés

• 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!

March 22, 2010, Volume xvi, #12

“To a brave man, good and bad luck are like his left and right hand.
He uses both.” —St. Catherine of Siena (Italian philosopher,
visionary and theologian, 1347-1380)

Lowe’s Canada makes paint deal with Para

TORONTO — Lowe’s Canada and Para Paints have formed a strategic alliance to make the Canadian paint manufacturer’s products available in all Lowe’s Canada stores by mid-April. Lowe’s will carry two Para sub-brands, Para Lifestyles paint for consumer markets, and Para Professional Precision, which caters to both consumer and painting contractor customers.

Since Lowe’s arrival in Canada, the retailer has made efforts to source from national and regional suppliers, even as many merchandising decisions, especially at the outset, were dictated by head office in Mooresville, N.C.

“Partnering with well-established Canadian paint brands like Para allows us to continue our efforts to offer Canadians the best products at the best prices,” said Bob Sherwood, vp of merchandising for Lowe’s Canada, in a release. “By partnering with a trusted brand, we are ensuring that our customers have even more choice when it comes to choosing the right product to compliment their design and home improvement needs.”

Brampton, Ont.-based Para was purchased by Sico, Canada’s largest paint company, for $16.9 million in May 2003. Sico, which is based in Longueuil, Que., is just down the road from RONA’s head office, and is a key supplier to that retailer. Sico was itself acquired by global coatings giant Akzo Nobel in April 2006.

Lowe’s will use Para’s home colour system, which features more than 2,150 designer shades, along with Para’s Canadian Heritage Collection. The program will be supported by new themed colour brochures and colour coordinating idea cards when it’s launched later this spring.

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Latest market positions Orgill as source for pro dealers

ORLANDO, Fla. — The latest dealer market by U.S. hardware wholesaler Orgill featured a new custom store plan for DIY and one for pro customers. The latter really reflects Orgill’s effort to offer independents an effective means to build their front end.

That front end is what is attracting a lot of Canadian independents, many of whom went down to the Spring Dealer Market, held in Orlando, Fla., Feb. 25-27, as either existing or prospective Orgill customers. They included a number of Canadian dealers from across the country.

“Every time we hold a market, it is our goal to provide our customers with the types of products they need to drive their businesses and the world-class retail programs they need to run better and more profitable operations,” said Ron Beal, Orgill’s president and CEO. “Particularly now, when home improvement retailers are facing a challenging economic climate, it is important that we not only live up to this goal at our Markets but continue to find ways to exceed our customers’ expectations.”

The Market featured two model stores, which showcased a range of goods and services that Orgill offers its customers. The model store idea was launched last year at Orgill’s Fall Dealer Market in Boston.

In addition to the model hardware store, Orgill also featured a complete store set on the floor that featured its “Pro Source” program, which is aimed at the pro-oriented retailers. “We know that today’s pro-oriented retailer is looking for ways to drive more sales,” said Philip Walker, vice-president of marketing. That offering for pro dealers is one of the things that is attracting Canadians, as they look for new ways to expand their retail, or “front end” offering.

Pro Source is an Orgill program designed to help pro-oriented lumber retailers capture more under-roof sales.

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Click here or call 416-489-3396 to place a classified ad

BMR launches rewards card

BOUCHERVILLE, Que. — BMR Le Groupe launched its new 360 BMR Reward Program last week. The program allows consumers and contractors to accumulate BMR points on all products and services purchased at any of the participating BMR merchants.

In fact, the card’s name reflects the comprehensive nature of the program, “a full 360-degree view of construction and renovation products, and much more” according to a release from BMR.

BMR has also partnered with Transat Holidays and Nolitours, so that cardholders can exchange their BMR points for travel credits for trips to the Caribbean, Mexico, Central America, South America and Europe, as well as cruises.

“The BMR 360 Reward Program is innovative and meets consumers’ and contractors’ expectations. The program is also flexible and can be adapted as our customers’ needs evolve,” says Yves Gagnon, president and CEO of BMR Le Groupe Inc.

BMR is an umbrella association of independent merchants who operate some 180 renovation centres and hardware stores in Quebec, Ontario, New Brunswick, Nova Scotia and Prince Edward Island. Annual retail sales of BMR’s members are estimated at more than $1.2 billion.

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Quebec home improvement sales flat in 2009

MONTREAL — In 2009, both Quebec and Canada saw a decline in retail sales after fourteen consecutive years of growth. In Quebec, sales were down by only 1.4%, or $94 billion, compared with a decrease of -3.6% to $410.9 billion in all of Canada.

These are just some of the results of the latest survey by the Retail Council of Quebec on the status of the retail industry and consumer spending in Quebec and Canada for the year 2009 and its outlook for 2010. The study was conducted with the cooperation of Groupe Altus.

In Quebec, two sectors showed negligible variations in sales compared with the previous year: renovation, hardware, building and gardening centres (+0.1%) and miscellaneous store retailers (-0.1%).

Five retail sub-sectors saw an increase in sales, including home furnishings stores (+3.7%) and general merchandise stores (+2.9%). However, sales underperformed in seven sub-sectors, including furniture stores (-5.2%) and electronics and appliance stores (-4.1%).

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Lowe’s, Home Depot prepare for 2010

ATLANTA & MOORESVILLE, N.C. — Following year ends that found both Home Depot and Lowe’s better off than a year earlier, the world’s two largest home improvement retailers are looking for ways to make 2010 even better.

The Home Depot projected that its revenue in 2010 would increase by 2.5%, its comp-store performance would improve by the same percentage, and the company would open six new stores, after a period when it had put store expansion on hold. Lowe’s, on the other hand, expects to open between 40 and 45 new stores in 2010 (11 of them in the first quarter of the year). Its officials project 2010 sales increases between 4% and 6%.

During the fourth quarter, Lowe’s repurchased 21.9 million shares of its outstanding stock for $500 million. It has $1.7 billion in repurchase capacity left under a 2007 authorization by its board of directors, which in the last quarter authorized the repurchase of another $5 billion in stock, which the company expects to do over the next three years.

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Classifieds

Sales Representative ( Eastern Ontario)
 

A building materials distributor has an immediate opening for an Outside Sales Representative for its Eastern Ontario territory. The successful incumbent will possess;

• Proven successful sales call background in the building materials industry;
• Consultative, front-line experience working with customers in a sales capacity.
• Established communication and business relationship skills
• A keen interest to analyze, develop and carry out sale’s strategies so as to ensure sales growth for customers and suppliers.

The ability to work within a variety of disciplines and organizational functions, including call reporting, sales strategy execution, and identifying potential opportunities.

If interested please forward your resume to the attention of the Director Human Resources, 9251 Yonge Street, Suite 884, Richmond Hill, Ontario, L4C 9T3.

Hitachi Power Tools is seeking a Junior National Account Executive based in Mississauga.

The successful candidate will possess:

• A minimum of 3 years experience in a territory sales role
• Strong organizational skills with ability to plan and manage territory
• Strong communication, presentation and business relationship building skills
• A self-starter with ability to work both independently and as part of a team

Knowledge of trades (i.e. construction, electrical, woodworking) an asset
Please visit our website at www.hitachipowertools.ca/en/CompProfile/Careers for more details. If interested please forward your resume and cover letter to melissaf@hitachi-powertools.com

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

Resumés

• 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!

March 15, 2010, Volume xvi, #11

“Criminals are a superstitious cowardly lot — so I have to wear a disguise that will strike terror into their hearts! I must be a creature of the night, black, terrible, like a… a… a bat!” —Bob Kane (American comic artist, 1915–1998, transforms Bruce Wayne into Kane’s greatest creation, the Batman)

Wholesalers vie for market share following Broadleaf buyout

SPECIAL REPORT — The takeover of building materials wholesaler Broadleaf Logistics by rival CanWel Building Materials Ltd. creates, with one fell swoop, the largest LBM distributor in the country.

But it also creates some opportunities for smaller competitors, who have been eyeing manufacturers that don’t “make the cut” as CanWel-Broadleaf rationalizes overlapping lines, if and when CanWel decides which suppliers it will stick with.

“There are going to be some lines that will be coughed up,” predicts Richard Goodfellow, president of Goodfellow Inc., the Delson, Que.-based building products distributor that specializes in hardwood flooring.

AFA Forest Products, will add allied (hardware) lines this year based on how CanWel consolidates its own mix of suppliers, says AFA’s chief executive Al Jack. Jim Bradshaw, CEO of Taiga Forest Products, based in Burnaby, B.C., also thinks his company might pick up market share as CanWel streamlines its operations — depending on how the market shakes out.

( Excerpted from “Wholesale distributors face new challenges”, a special report in the latest edition of our sister publication, Hardlines Quarterly Report. Click here for more info! —Michael)

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Edmonton store is latest from RONA

EDMONTON — RONA inc. opened its latest store here, in the city’s Sherwood Park area. The 52,000-square-foot store, located at 301 Wye Rd., represents a $16 million investment in Sherwood Park and provides 72 local jobs, 40 of which are new positions.

It replaces an older, existing store in the same neighborhood, and is twice the size. It will also be the first of the company’s RONA-bannered stores to apply for LEED (Leadership in Energy and Environmental Design) certification in Alberta. A new Totem store in Strathmore, Alta., and a RONA in Saint-Georges, Que., have also applied for the certification.

The evaluation criteria includes measures to protect air quality, such as using low-emissions materials (like paint, adhesives and waterproofing materials), and measures for reducing energy consumption, including a white energy-efficient roofing system; additional insulation in the building envelope; T5 fluorescent lighting; a high-end control system for store lighting; timers to regulate lighting, air-conditioning, and heating throughout the day; and low-flow sanitation equipment.

Included in the new store are a 9,500-square-foot outdoor garden centre, a 20,000-square-foot lumber yard inside and a 68,400-square-foot outside yard. The outlet carries more than 22,000 SKUs.

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Castle adds members in all divisions

MISSISSAUGA, Ont. — Castle Building Centres Group Ltd. continues to grow its ranks with members in each of its three divisions: Retail, Commercial and Specialty.

Joining the Retail ranks is True Value in Neepawa, Man. Under owners Darryl and Michelle Gerrard, the store is expanding to include lumber and building materials. Another new member, Canadian Trade International in Saskatoon, has just completed a new retail showroom and has joined Castle to add hardware and building materials. The third new Retail member is Victoria Carpet Shoppe, Victoria, Nfld. This family-owned business added a showroom in 2008 and expanded into windows and doors. The dealer has joined Castle to further expand its building materials offering.

Castle’s Commercial division, CBS, has added one new member, Broadway Drywall Distribution in Williams Lake, B.C. This brand new business will specialize in the supply and service of building material products to the commercial and residential construction industry. Major product lines will include lumber, panel boards, engineered wood products, gypsum, insulation, steel and hardware.

Castle’s newest division, for specialty dealers, welcomes Maritime Truss in Truro, N.S. This family-owned operation has supplied prefabricated wood roof, floor trusses and LVL beams to the Atlantic Provinces for more than 20 years. MTL joined Castle to diversify its product offering with related building materials.

Castle comprises more than 270 dealers from coast to coast, representing about $700 million in purchases annually.

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TSC steps up expansion strategy through franchise model

LONDON, Ont. — The  announced purchase last week of a Country Depot store by TSC is the second such acquisition, and the latest step in testing of TSC’s franchise-driven expansion model.

Country Depot, a farm and hardware banner owned by TruServ Canada, has similarities to TSC’s own agro-focused merchandising. The two acquisitions, one in Milton, Ont., and the second in Kingston, Ont., have become test stores for a new “Villager Hardware” concept.

“We did some major leasehold improvements in late 2008, re-merchandised the store in early 2009, dropped in our systems in the late spring, and started to drop flyers in the market place in the fall,” says Greg Hicks, COO of TSC Stores, of the Milton store. Early this year, we implemented a pull replenishment system that will be the basis of our inventory management system for TSC Villager.”

The TSC Villager program is aimed at attracting independent farm supply retailers looking for scale, retail knowledge and marketing support. But, says Hicks, he expects to attract independent farm supply retailers looking for a succession plan, as well. “We will look to consolidate the market and convert existing businesses to the TSC Villager brand,” he says.

There is a big opportunity for traditional hardware retailers, operating in rural communities who wish to differentiate themselves from other hardware banners, and for entrepreneurs looking to build a branded farm supply business, Hicks adds. “Our retail value proposition is one of true differentiation in the hardware industry and we are looking at this new strategy to expand our store footprint.”

Hicks says that, in addition to the Villager program, he is “very bullish on our opportunity to continue to drive exciting organic growth within the four walls of our existing corporate store network. The development of our TSC Villager franchise business model allows us to further penetrate and embed our brand into smaller, rural communities.

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Overseas opportunities ignite at Cologne Hardware Fair

COLOGNE, Germany — The International Hardware Fair closed last week with results that reflect the tough economy in Germany and throughout Europe. Nevertheless, some 56,500 trade visitors from 124 countries obtained information over four days about the new products and innovations in tools, industrial supply, fastenings and home improvement. The satisfied delegates included a number of Canadian vendors and buyers.

“During troubled economic times, the International Hardware Fair has generated positive market impulses for the national and international hardware industry,” says Oliver Kuhrt, executive vice-president of Koelnmesse GmbH, which owns the show.

More than 80% of the exhibitors were from outside Germany, including large contingents from China, Taiwan, India and the U.S. The largest European exhibitor country was Italy, followed by Great Britain, France and Spain.

Canadian presence at the show remained strong, relative to the size of the country and the drop in attendance from other countries. For example, U.S. exhibitor numbers were down from 89 at the previous show in 2008 (it’s a biannual event) to 64 this year, while the Canadian exhibitors actually increased from nine to 10.

Attendance at the show overall was down 20%, reported Hans-Joachim Kampen, product manager of the International Hardware Fair. However, he added, attendance from Asian suppliers, especially China and Taiwan, remained constant from show to show, reflecting the recovery in Asia that is occurring more quickly than in Europe.

In 2012, the International Hardware Fair Cologne will be held March 4-7.

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Classifieds

Sales Representative ( Eastern Ontario)
 

A building materials distributor has an immediate opening for an Outside Sales Representative for its Eastern Ontario territory. The successful incumbent will possess;

• Proven successful sales call background in the building materials industry;
• Consultative, front-line experience working with customers in a sales capacity.
• Established communication and business relationship skills
• A keen interest to analyze, develop and carry out sale’s strategies so as to ensure sales growth for customers and suppliers.

The ability to work within a variety of disciplines and organizational functions, including call reporting, sales strategy execution, and identifying potential opportunities.

If interested please forward your resume to the attention of the Director Human Resources, 9251 Yonge Street, Suite 884, Richmond Hill, Ontario, L4C 9T3.

Hitachi Power Tools is seeking a Junior National Account Executive based in Mississauga.

The successful candidate will possess:

• A minimum of 3 years experience in a territory sales role
• Strong organizational skills with ability to plan and manage territory
• Strong communication, presentation and business relationship building skills
• A self-starter with ability to work both independently and as part of a team

Knowledge of trades (i.e. construction, electrical, woodworking) an asset
Please visit our website at www.hitachipowertools.ca/en/CompProfile/Careers for more details. If interested please forward your resume and cover letter to melissaf@hitachi-powertools.com

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

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Resumés

• 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!

March 8, 2010, Volume xvi, #10

“Competition brings out the best in products and the worst in people.” —David Sarnoff (Russian-born American businessman,
president of RCA and founder of NBC Radio, 1891–1971)

Hardware Fair proves successful for Canucks abroad

COLOGNE, Germany ― The International Hardware Fair, held here last week, drew healthy attendance from international delegates, which was good news for Canadian companies exhibiting. First-time exhibitors such as Dynamic Paint and Metaltech-Omega joined veterans including Vancouver Tool to present Canadian innovation and reliability.

Simon Medhurst of Burlington, Ont.-based Rapid Tool said the show was even better than the previous show held in 2008 (the Hardware Fair is a biennial event), and found the quality of leads to be better than he finds in some North American shows.

Richard Davidson, director of sales and marketing for Metaltech, Laval, Que., said his experience as a new exhibitor had been nothing but positive. “I find it good for us,” he said. His goal was to line up five distributors in five countries; he expected to exceed that goal before the show had finished.

In addition, a number of Canadian buyers found value in the trip overseas. First-time visitor Bruce Webster, from Home Hardware Stores in St. Jacobs, Ont., found the show “overwhelming at first,” but looked forward to spending day two looking more intently at specific suppliers’ offerings. Along with fellow Home Hardware buyer David Martin, buyers from Canada also included Costco and Canadian Tire.

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Hardware party cheers Team Canada’s Olympic win

COLOGNE , Germany ― A focal point for Canadians and many Americans who came here for the International Hardware Fair was the annual Hardlines Canada Night Reception.

The party, considered one of the best in town during the show (as anyone who has been to our conference or networking events can attest to ―Editor), drew a packed house to a great little nightclub at the local train station beside the fair grounds.

There, attendees, who included our friends from Koelnmesse (which hosts the International Hardware Fair), NRHA, the European DIY association EDRA, and buyers from Home Hardware and Lowe’s Global Sourcing, had the benefit of a TV set up above the bar (thanks to our amazing organizer and publisher, Beverly Allen). Everyone watched, and cheered on to a nail-biting Canadian victory, the final hockey match of the Olympic Games.

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Year-end results position RONA for next phase of strategic plan

BOUCHERVILLE , Que. ― RONA inc. posted consolidated sales of $1.14 billion in the fourth quarter of 2009, up 1.5% from 2008. This growth stems from a 0.7% increase in same-store sales, new-store openings and higher distribution sales. The fourth quarter also saw a return to increased profits for the giant home improvement retailer, with net earnings of $30.9 million, up $1.1 million from 2008.

The fourth quarter helped lift RONA’s results for the year (by comparison, consolidated sales fell 4.4% and same-store sales were down 5.3% in the third quarter). As a result, consolidated sales for 2009 totalled $4.68 billion, a 4.4% decrease from the previous year. Same-store sales suffered a 4.8% decline. In addition, net earnings were off by $18.2 million or 11.6% to $138.3 million.

“This improvement in our performance reflects the beginnings of an economic recovery, plus the success of RONA’s own efficiency improvement program and our many renovation stimulus initiatives,” said RONA president and CEO Robert Dutton.

That program, called the New World program, is designed to help guide RONA through the post-recession recovery and initially involves two key components, customer experience and talent, and succession management. Two initiatives announced late in 2009, the launch of the STUDIO by RONA décor store concept and a succession planning program designed to attract next-generation entrepreneurs to become store owners, form the first pillars of the New World program.

The company’s new succession-planning program “demonstrates our resolve to appeal to next-generation dealers and sustain RONA’s role as the consolidator of the Canadian hardware and renovation industry,” said Dutton.

RONA intends to capitalize on consumer demand for higher quality at reasonable price points with a revamped private-label strategy that includes several new controlled brands, including its new Haussman line of power tools. RONA’s target for private -label penetration is 24% of sales by the end of 2011, up from the current 19%.

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TSC announces sales increase, acquisition

LONDON , Ont. ― TSC Stores, the farm and hardware chain based here, announced year-end sales up 8%, with an improvement of 4% in same-store sales. The company has developed a number of initiatives over the past year, which contributed to this success, including a recent acquisition.

The company also reported higher profitability over 2008, though it did not disclose those numbers.

Now, TSC is looking to continue growing through a strategy that includes a realignment of most of its stores during the first quarter of 2010. That realignment is aimed at creating a stronger merchandising presence for core categories that support farm activities, such as fencing, animal care, pet and birding, and work apparel. It is also expanding its cross-marketing programs with the Ontario Federation of Agriculture (OFA).

Late in 2008, TSC launched a franchise program for independent dealers under the “TSC Villager” program, buying a former Country Depot store in Milton, Ont., as a lab for this program. But now that banner is being expanded with a new acquisition: TSC has purchased a Country Depot store in Kingston, Ont., from owner Bill Havekes and plans to convert it to a franchise operator within the next few months.

TSC’s strategy also includes the creation of a wholesale partnership program with independent farm supply retailers.

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A. Richard celebrates 120 years

MONTREAL — A. Richard is celebrating 120 years in business this year. The paint tool and surface prep tool company began as a tool company in 1885, when Alfred Richard and his brother, toolmakers from Massachusetts, came to Canada. They established their home, and the new business, in Saint-Denis-sur-Richelieu in 1890.

In 1942, the Gregoire and Panfili families bought the Richard Tool Company, continuing the tradition of family-owned enterprise. In 1997 the company was bought out by the third generation of the Panfili and Gregoire families. During those years, Richard was able to double its sales in six years.

At the end of 2003, seeking additional financing to continue growing the company, Francois Panfili sold Richard to the Hyde Group of companies, returning the know-how back to its roots. “It’s one of the best things we’ve ever done,” says Panfili, “because it’s a great group.”

Today, Richard manufactures more than 1,200 products and sells in 14 countries.

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Classifieds

Sales Representative ( Eastern Ontario)
 

A building materials distributor has an immediate opening for an Outside Sales Representative for its Eastern Ontario territory. The successful incumbent will possess;

• Proven successful sales call background in the building materials industry;
• Consultative, front-line experience working with customers in a sales capacity.
• Established communication and business relationship skills
• A keen interest to analyze, develop and carry out sale’s strategies so as to ensure sales growth for customers and suppliers.

The ability to work within a variety of disciplines and organizational functions, including call reporting, sales strategy execution, and identifying potential opportunities.

If interested please forward your resume to the attention of the Director Human Resources, 9251 Yonge Street, Suite 884, Richmond Hill, Ontario, L4C 9T3.

Hitachi Power Tools is seeking a Junior National Account Executive based in Mississauga.

The successful candidate will possess:

• A minimum of 3 years experience in a territory sales role
• Strong organizational skills with ability to plan and manage territory
• Strong communication, presentation and business relationship building skills
• A self-starter with ability to work both independently and as part of a team
• Knowledge of trades (i.e. construction, electrical, woodworking) an asset

Please visit our website at www.hitachipowertools.ca/en/CompProfile/Careers for more details. If interested please forward your resume and cover letter to melissaf@hitachi-powertools.com

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

Hardware Buyer, Surrey, BC
IRLY Distributors

This position will be responsible for the procurement of hardware inventory and maintaining pricing, quality, lead times and shipment of all hardware products and related products. Interested applicants will have working knowledge and experience within the industry and have a strong business sense of future trends and opportunities.

If you are interested in joining our fast paced and growth oriented team, send your resume and cover letter, along with salary expectations to:  careers@irly.ca.  NO PHONE CALLS PLEASE.

Outside Sales Representative, Surrey, BC
IRLY Distributors

We are looking for an experienced Sales Representative to sell our hardware and building materials products and programs.  This position will be based in the Okanagan and will also service the east and west Kootenays.

Candidates must have previous “on the road” sales experience within the lumber, building materials and hardware industry.  Excellent customer service skills and an aptitude for building relationships is a must.

If you are interested in joining our fast paced and growth oriented team, send your resume and cover letter, along with salary expectations to:  careers@irly.ca.  NO PHONE CALLS PLEASE.

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Resumés

• 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

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