February 15, 2010, Volume xvi, #7

“About the time we can make the ends meet, somebody moves the ends.”
—Herbert Hoover (31st President of the United States, 1874–1964)

Business conditions improve in third quarter

WORLD HEADQUARTERS, Toronto — Despite the slowdown in the economy last year, this industry showed positive signs that it’s recovering by the fourth quarter of 2009.

According to our 4Q Business Conditions Survey, which polls dealers, vendors, wholesalers and reps, 42.0% of respondents said business in the fourth quarter was up over the same period a year earlier, while 40.1% said business was down. Another 17.9% indicated that business remained the same.

The latest responses show a significant improvement from conditions in the third quarter. Then, only 31.0% of respondents indicated business was up, vs. 44.0% said it was down. One-quarter of respondents in 3Q said business conditions remained the same over the previous year.

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Castle ends year on profitable note

MISSISSAUGA , Ont. — Castle Building Centres has ended what was a tough year for many independents on an overall positive note, says James Jones, vice-president national marketing. “We expect that our overall volume [of orders by dealers] was down about 1% from 2008, but 2009 was our most profitable year ever for our membership.”

The increase to the bottom line, despite the flat top line, was, he says because Castle’s members “are managing their business well.”

The overall performance of Castle has reflected well on its appeal as a destination for new dealers. “That’s why we’re having such an increase with our membership,” he notes. The enthusiasm of the dealers for the Castle group is further reflected, he adds, in the registered attendance for the next annual Castle trip, which will be held in Orlando, Fla., March 3-6.

Castle had a net gain in members in 2009, with its ranks now numbering 270, up from about 235 last year.

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As Sexton celebrates 25 years, members
well positioned

WINNIPEG — Battling a slowed economy, depressed commodity prices and a stalled housing market has not deterred dealers in the Sexton Group buying group.

According to Steve Buckle, vice-president of the group, which comprises some 270 dealers across the country, sales were off last year by as much as 15%, due to lowered prices of gypsum, roofing and other products — which were down by as much as 8% — and by the performance of member dealers in urban centres, “particularly in the first six months of last year.”

Those dealers were especially vulnerable to the vagaries of the economy and high unemployment rates.

But all his dealers met the downturn head on, and by the third quarter they were seeing “a real difference,” he says. “I was impressed by how quickly they re-positioned.”

Sexton, which is celebrating its 25th anniversary this year, was founded in 1985 by Ken Sexton, who had founded Kenroc, a specialty gypsum dealership in Regina, almost two decades earlier.

At the beginning of this year, the group joined Independent Lumber Dealers Co-operative, and through that group enjoys membership in the hardware buying group Spancan. Access to Spancan has increased the availability and pricing for a range of hardware products.

“We’re seeing our group grow their hardlines side,” he says.

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Gibson retirement triggers reorg at North American Lumber

WINNIPEG — Dan Gibson, general manager of North American Lumber, is retiring at the end of February.

Gibson moved from Beaver Lumber to join North American Lumber in June 1993 as sales and marketing manager, a role he continued to handle even after he was promoted to gm in 1999. During his tenure, the company has grown from 17 stores to 20, including three new ones in the past two years, plus numerous store upgrades and replacements. Over the decade, the company’s sales have doubled, reaching about $35 million.

His duties will be split among three people: sales and marketing will be taken over by Mark Kennedy; Scott Andrus will handle operations, including lands, building and equipment, in the company’s construction division. Martha Peever, owner of the company, will take on some gm duties in addition to her position as president.

Although he grew up on the Prairies, Gibson says he already has plans to move to a new home in Nova Scotia, where he has children and grandchildren.

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Canadian vendor prepares to meet international buyers in Cologne

VANCOUVER — Next month The Vancouver Tool Corporation, will make the 22-hour journey to Cologne, Germany to take part in the world’s largest trade show dedicated to the home improvement industry: The International Hardware Fair, Feb. 28-March 3.

“We are one of only a hand full of Canadian firms who take part,” says Jayne Seagrave, marketing director for Vancouver Tool, which manufactures a range of patented tools for the application and removal of caulks and sealants. “It’s amazing as we generate a lot of our international business as a direct result of exhibiting at the show and I would have thought other companies with products for the home improvement market would also make the trip.”

Seagrave found that her company’s involvement in Cologne facilitates contacts with both European and North American buyers, as large retail organizations such as Home Depot, Lowe’s and Canadian Tire dispatch a number of key decision makers to the Fair to source new products and to ascertain the innovations that are occurring in the industry.

In fact, her company received an invitation to present at the Lowe’s head office in North Carolina following a meeting at the last Cologne show. (Many of these buyers will be at the Hardlines International Reception in Cologne on Feb. 28. Contact us for more details! —Michael)

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Classifieds

Commodities & Building Materials Buyer
IRLY Distributors

Commodities & Building Materials Buyer Surrey, BC This position will be responsible for the procurement and negotiations of short and long term agreements, including pricing, quality, lead time and shipment of commodities, lumber, building materials 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.

At IRLY Distributors, we offer a full benefit plan and compensation package. If you are interested in joining this fast paced and growth oriented team, send your resumé and cover letter, along with salary expectations to careers@irly.ca.

Maxtech Consumer Products Limited, in Waterloo, ON is a leading supplier of Hand Tools & Power Tool Accessories to major retailers in Canada, USA & Europe. The company has a reputation for designing new & innovative products & has nearly 100 patents. Maxtech has offices in USA, Germany, India & China. We are searching for a talented, energetic individual with drive, passion, and a proven track record, to join our growing organization as:

Manager Product Development & Quality

• A strong strategic thinker with proven Project Management & leadership abilities.
• Responsible for all techno-aesthetic & quality activities of the company including development of new products to meet functional & quality aspects.
• Establish quality systems to meet Maxtech & customer requirements.
• Must be well versed with Maxtech’s patent portfolio to incorporate them in development of new products.
• Lead a team of engineers, designers & Quality personnel.
• Travel within North America, Europe & Asia.
• Product development & quality experience preferably in hardware products /retail industry.
• Past experience working with vendor’s facilities in Asia would be an asset.
• Must possess at least 3 years Management experience in a similar role

  Please apply by submitting your resume to hr@maxtechconsumers.com

Looking for that perfect candidate?
Save time and money using online adveritsing
It’s cheaper than print and you connect directly with qualified candidates.

Only $2.99 per word for 2 weeks.

Have your ad right here this time next week!

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

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Resumés

• 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

Featured Product: Hardlines Retail Report

This important research is a marketer’s best friend. 157 powerpoint slides and it’s not available anywhere else.

How did Canada’s top home improvement retailers weather the economic storm of 2009?

And more important, what’s in store for 2010?

Find out in our latest “Retail Home Improvement Report”: The Annual Report on Canada’s Retail Hardware/Home Improvement Industry”, 2009-2010 Edition. This in-depth Report is a comprehensive study of the growth and trends driving Canada’s retail home improvement industry.

What you’ll learn in the new Retail Report:

• How independent dealers are regaining market share
• Which single store format is on the rebound
• How buying groups are changing their marketing strategies

Use Hardlines research to plan your growth in 2010.

Click here for more information or to purchase this product

back to top

Connect with us!

February 8, 2010, Volume xvi, #6

“If you haven’t got anything nice to say about anybody, come sit next to me.”
—Alice Roosevelt Longworth (American socialite and eldest daughter of President Theodore Roosevelt, 1884-1980)

CanWel completes Broadleaf acquisition,
corporate conversion

VANCOUVER — CanWel Building Materials Income Fund has completed its acquisition of Broadleaf Logistics Company. At the same time, it successfully completed its conversion from an income trust into CanWel Holdings Corporation.

As part of the conversion, all of the outstanding units of the fund and Class B exchangeable limited partnership interests of CanWel Holding Partnership were exchanged for common shares of the “New CanWel” on a one-for-one basis.

In its new incarnation as a corporation, CanWel has acquired all of the outstanding shares of Broadleaf from Rudy Holding II S.à r.l, which is affiliated with Platinum Holdings. The $81 million acquisition was in the form of $20 million in cash, 10.25 million common shares of CanWel and a secured subordinated promissory note in the principal amount of US$18,500,000.

“The completion of these transactions marks a very significant event in CanWel’s evolution, of which we are all very proud,” said Amar Doman, CanWel’s chairman and CEO, in a release. Approximately 23.8% of shares are directly or indirectly owned by Doman and about 20% by Rudy Holding.

The new CanWel will change its name to “CanWel Building Materials Group Ltd.” following its annual shareholders meeting in May 2010. Until then, it will carry on business under the name “CanWel Building Materials.”

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Latest Castle signups reflect increased rivalry for independents

MISSISSAUGA, Ont. — The latest announcement from Castle about its newest member is as significant for the way the message is positioned as for the stores themselves.

Castle, a dealer-owned group that prides itself on leaving dealers to run their businesses as best suits them for their respective markets, has signed Lise Godin, a dealer with three stores in francophone Canada, where the group is working to build its presence. The hiring last fall of a bilingual dealer development manager, Robert Legault, is evidently proving fruitful.

Godin has two stores in Quebec: Quincaillerie Godin in Namur and Matériaux Godin & Fils in Grenville; and a third store, Groupe Matériaux Godin, in Hawkesbury, Ont. She founded the company in 1979.

She is also a former RONA dealer, a fact that Castle has been very clear about in its announcement — a distinct departure from the tone of Castle’s messages in the past. But RONA itself has been well known for years for making the provenance of its new members a matter of public record. Now, it looks like some of its competitors are prepared to use the same tactics, as the battle to recruit strong independent dealers gets ever more competitive.

In fact, a new trade ad from Castle reads, “Independence is not a slogan … It’s a belief,” which reaffirms the group’s commitment to independent dealers while subtly responding to a recent ad from Home Hardware Stores, which promotes the slogan, “Declaration of Independents.”

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IRLY to host own show in fall

SURREY, B.C. — IRLY Distributors, the West Coast buying group and wholesaler, has decided to go ahead with a show of its own in the fall of this year. The show, which will play host to IRLY’s 43 dealer members, is tentatively scheduled for October. For the first time this year, IRLY will also invite its distribution customers, independents representing a range of banners and affiliations, mainly in British Columbia.

The show will be held at IRLY’s Surrey, B.C., distribution centre. It will be very much a local show, where more than 100 vendors will be invited to participate, says IRLY president Susan Robinson. She adds that the fall is the best time in the buying cycle for her dealers.

“We’ve done a show in our warehouse a couple of times over the years,” says Catherine Brownlow, advertising & communications manager for IRLY. “Last year we combined it with our AGM and did the show at Whistler. We’re doing it by itself this year because we’re combining our AGM with the BSIA show.” That event, the Westcoast Building and Hardware Show, is being put on by the B.C. building supply association, the Building Supply Industry Association, is being held in Penticton May 6-7, 2010.

While regional shows continue to work hard to make their events true buying shows, other groups are taking a hard look at their own offerings to members. Castle hosts a series of one-day shows throughout the country in the summer; TIM-BR MARTS Ltd. continues to evaluate a proposed show of its own announced for 2011.

However, Robinson is adamant the IRLY show makes sense. “Our dealers are screaming for it,” she says. “And our vendors are asking for it, too.”

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DeWALT announces sponsorship of Leaf players

RICHMOND HILL , Ont. — DeWALT, the industrial power tools and accessories maker, has forged a partnership with Dion Phaneuf and Luke Schenn of the Toronto Maple Leafs for 2010.

The announcement comes on the heels of the announced trade of both players to the Leafs, with Phaneuf coming over from the Calgary Flames and Schenn moving up from the Rookie ranks.

Phaneuf is a two-time NHL All-Star and was a finalist in 2008 for the Norris Trophy, a prize awarded to the league’s top defenceman. He has represented Canada internationally three times in his career, winning silver and gold medals at the World Junior Hockey Championship in 2004 and 2005 respectively while being named to the first all-star team both times.

An avid woodworker, Phaneuf says he uses DeWALT tools in his workshop.

Schenn, who was named to the NHL’s 2009 All-Rookie Team, has represented Canada in the 2007 Super Series against Russia, as a member of the gold-medal team for Canada at the 2008 World Junior Hockey Championships and at the silver-medal team at the 2009 World Championships.

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TΔSK Tools introduces new branding and packaging

DELTA, B.C. — TΔSK Tools was unveiling more than new products at the recent Prairie Showcase in Saskatoon. The company, founded in 1968, has had a makeover, replacing its former trademark grey packaging with all-new branding, including a logo and package design that reflect the company’s efforts to increase brand projection, provide key product information and environmental stewardship.

“We’re very excited and everybody’s coming by and saying ‘wow’,” said Gerald Spier, vice-president of TΔSK, (shown here with IRLY president Susan Robinson).

TΔSK is a family owned and operated business that sells power tool accessories, hand tools, abrasives, worksite accessories, and cargo security under the TΔSK and Tuf-E-Nuf brands. At the center of the brand launch is a new tag line: “Trade Proven. TΔSK Tough.” that takes aim at TΔSK’s professional contractor end users.

“From distribution, to sales, to marketing — in every area of our business — TΔSK’s new branding demonstrates our singular commitment to building excellence in everything we do,” said TΔSK president and CEO Craig Caplan.

While the new red packaging stands out on the shelf, it also features a number of practical improvements. The recyclable packaging features multilingual instructions and pictograms, plus perforations for ease of opening and reclosing, and has been reduced in size wherever possible, reducing waste and freeing up shelf space for the retailer.

Following the launch at the WRLA show, TΔSK Tools will be at CHIS in Toronto, Feb 11-12 and at the Atlantic Building Materials Show in Moncton, Feb. 25-26.

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Cologne show offers online matchmaking for trade visitors

COLOGNE, Germany — International buyers and agents preparing for the International Hardware Fair here, Feb. 28-March 3, now have the opportunity to contact any of the 2,700 exhibitors before the start of the fair by using an online matchmaking service. Beginning February 15, the online matchmaking service will be available at www.hardwarefair.com.

The service lets visitors to the show inquire about the product lines that will be presented and what terms vendors are expecting — anonymously and free of charge. Thanks to this Internet-based exchange, one can effectively prepare for the show and set up meetings with potential business partners before the start of the fair.

The system enables trade visitors to automatically reach several exhibitors from the requested product group at once when submitting a query (e.g., concerning the type and availability of a certain product). Exhibitors receive only the queries that fit their specific product group. If an exhibitor wishes to reply, he or she will send an e-mail to the visitor, allowing them to make personal appointments in a targeted manner in advance.

Admission tickets for the Cologne International Hardware Fair can now be purchased at www.hardwarefair.com at an advanced sale price. The admission tickets also serve as free travel tickets on all local public transport systems in the region.

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Walmart reorg creates new divisions, slashes jobs

BENTONVILLE, Ark. — In an effort to manage the merchandising strategies of its 3,700 U.S. stores more efficiently, Walmart is reorganizing into three divisions: Walmart North, Walmart South and Walmart West. Raul Vazquez, former head of Walmart.com in the United States, is now president of Walmart West. Hank Mullany is in charge of Walmart North; Walmart South will be run by Rosalind Brewer.

Andy Barron will be in charge of store merchandising execution for all three divisions, which will attempt to develop assortments that are more reflective of regional differences among Walmart customers.

A new division, Global.com, has been created, as well, to manage the retailer’s global e-commerce business. Wan Ling Martello has been named its COO. She was formerly CFO of Walmart International. Store operations, real estate and logistics will be consolidated nationally, however, under Bill Simon, COO for the United States.

The reorg is designed to eliminate some overlap in duties, and will result in the cutting of about 300 jobs at head office.

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Classifieds

Maxtech Consumer Products Limited, in Waterloo, ON is a leading supplier of Hand Tools & Power Tool Accessories to major retailers in Canada, USA & Europe. The company has a reputation for designing new & innovative products & has nearly 100 patents. Maxtech has offices in USA, Germany, India & China. We are searching for a talented, energetic individual with drive, passion, and a proven track record, to join our growing organization as:

Manager Product Development & Quality

• A strong strategic thinker with proven Project Management & leadership abilities.
• Responsible for all techno-aesthetic & quality activities of the company including development of new products to meet functional & quality aspects.
• Establish quality systems to meet Maxtech & customer requirements.
• Must be well versed with Maxtech’s patent portfolio to incorporate them in development of new products.
• Lead a team of engineers, designers & Quality personnel.
• Travel within North America, Europe & Asia.
• Product development & quality experience preferably in hardware products /retail industry.
• Past experience working with vendor’s facilities in Asia would be an asset.
• Must possess at least 3 years Management experience in a similar role

  Please apply by submitting your resume to hr@maxtechconsumers.com

Looking for that perfect candidate?
Save time and money using online adveritsing
It’s cheaper than print and you connect directly with qualified candidates.

Only $2.99 per word for 2 weeks.

Have your ad right here this time next week!

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

back to top

Resumés

• 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

Featured Product: Hardlines Retail Report

This important research is a marketer’s best friend. 157 powerpoint slides and it’s not available anywhere else.

How did Canada’s top home improvement retailers weather the economic storm of 2009?

And more important, what’s in store for 2010?

Find out in our latest “Retail Home Improvement Report”: The Annual Report on Canada’s Retail Hardware/Home Improvement Industry”, 2009-2010 Edition. This in-depth Report is a comprehensive study of the growth and trends driving Canada’s retail home improvement industry.

What you’ll learn in the new Retail Report:

• How independent dealers are regaining market share
• Which single store format is on the rebound
• How buying groups are changing their marketing strategies

Use Hardlines research to plan your growth in 2010.

Click here for more information or to purchase this product

back to top

Connect with us!

February 1, 2010, Volume xvi, #5

“If all economists were laid end to end, they would not reach a conclusion.” —George Bernard Shaw (Irish playwright, 1856-1950)

Optimism pervades Saskatoon show

SASKATOON, Sask. — The latest edition of the WRLA’s Prairie Showcase, held here last week, hosted almost 3,000 delegates from across the country, most of whom shared a long-awaited sense of optimism.

The show is the first of the 2010 “show season,” to be followed in quick succession by regional shows by the WRLA’s sister associations, the LBMAO (Feb. 11-12), and the ABSDA’s Moncton, N.B., show (Feb. 25-26). In between, a number of Canadian vendors and buyers will hie over to Cologne, Germany, for the International Hardware Fair.

If these shows can be half as upbeat as the Saskatoon event, then the industry turnaround may be closer than we could hoped.

Western dealers were largely pleased with the return of orders and the rebound of business in their markets. Projects that had been put on hold over the past 18 months or had been stalled due to lack of financing are, said a number of dealers with whom Hardlines spoke, starting to materialize. The result was strong orders for product, giving many vendors one of the most successful shows in recent years.

Companies with show specials or something new to show were especially well poised to benefit from the dealer optimism. “We were so busy that it’s been absolutely nuts,” said Jim Roach, regional sales manager for Can-Cell. The Edmonton based distributor was on hand with a number of new lines, including price pfister faucets, new toilets, a line of stainless steel sinks and a new RTA kitchen cabinet program. “This was probably the busiest show we’ve had in — I don’t know how long,” Roach said enthusiastically.

He was not alone in his enthusiasm. “This show was the best show I’ve ever been to for buying,” said Tom Lee, vice-president sales and marketing for Roxul, the insulation maker.

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Beauti-Tone partnership part of Home’s shift to higher style

ST. JACOBS, Ont. — Home Hardware Stores Ltd. has formed a partnership with Style at Home magazine to develop Style at Home colours, which will be a Beauti-Tone paint exclusive. The announcement was made at last week’s Interior Design Show at the Metro Convention Centre in Toronto.

“We are excited by this partnership with Style at Home and Beauti-Tone paint to bring Canada 50 of the most gorgeous new colours,” says Darrin Noble, general manager of Home Hardware’s Beauti-Tone Paint and Home Products. The colours are arranged in 10 palettes.

The tie-in is a natural as Home, through its Home Furniture division, is making moves to a more stylish image. Like Beauti-Tone, Home Furniture was also at the Interior Design Show. “We want to make a statement that we’re in that business, too,” says Noble.

“Going forward, there’ll be ever increasing cross-pollination of ideas,” says Ryan Van Stralen, marketing manager for Home Furniture Stores.

More offerings, he adds are being tried out in a few Home Furniture stores, including décor accessories such as lighting, and even Beauti-Tone colour chips. “It’s a way to make the square footage work harder in this offering.”

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Jon Eakes, OGC round out JM Hardlines Dealer Conference

TORONTO — The Second Annual Johns Manville Dealer Conference will again co-locate with the LBMAO’s Canadian Home improvement Show at the Congress Centre in this city, Feb.11-12.

And once again the event will offer a powerful series of information sessions to help dealers build their sales and run their operations better.

Two important keynotes have been added to the program. The first is “Take Your Management Information System to the Next Level” by Al Holton, regional sales manager for OGC. Holton has decades of experience on the dealer side, having worked for a who’s who of home improvement retailing, starting with Beaver Lumber and including Castle Building Centres, RONA and Moffatt & Powell.

“With over 95% of the independent dealers currently having a POS/Management system in their business, their competitive edge now relies in the way to use it as a profitable asset to improve their bottom line,” says Holton.

Jon Eakes is a familiar face — and voice — on TV and radio, with decades of experience advising both DIYers and contractors on the ins and outs of repairs, renovations and home building. He’ll provide the keynote on Friday, Feb. 12, with “Increase Your Contractor Sales in the New Economy.”

These events are part of a larger program at the upcoming Canadian Home Improvement Show, Feb. 11-12, designed to help dealers manage their business profitably as an economic recovery looms. For more information, click here.

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Kent will host product knowledge day

Saint John , N.B. — Kent Building Supplies will host its third annual product knowledge day for managers and senior staff. About 400 Kent employees are expected to come from all 34 of its stores throughout Atlantic Canada. They’ll meet vendors in a six-hour marathon of product seminars.

The session will take place Feb. 2.

Unlike a buying show (Kent’s buying is done centrally), the event will focus on delivering practical knowledge about products in the stores from participating vendors, who will pay upwards of $5,000 for the opportunity to present to staffers.

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RONA plans aggressive recruitment in 2010

TORONTO — RONA inc. unveiled phase two of its 2008-2011 strategic plan, as well as its financial objectives for the next two years, at RONA’s 2010 Investor Day here last week.

The strategy calls for a renewed focus on growth as the economy begins to show signs of recovery. The company will focus primarily on strengthening its position in Ontario and the West through targeted renovation, expansion, relocation and consolidation of existing stores, while continuing to develop markets in Quebec and Atlantic Canada. It says it will open two stores in Ontario in 2010.

RONA also continues to seek acquisitions. Potential targets include Canadian retailers and commercial and professional specialists, as well as distributors or buying groups — all of which would have to meet, says the company, “stringent criteria.” Development of the professional and commercial market, worth an estimated $70 billion, is another priority.

RONA also intends to launch an aggressive cross-country campaign targeting hardware and lumber-and-building-supplies dealers to either acquire them or help them plan their succession through RONA’s unique new succession planning program.

In this second phase of its strategic plan, which it is calling the New World program, RONA will seek growth through the four methods it has relied on historically: new store construction, development of its affiliate network, acquisitions and same-store growth. This latter track will get renewed emphasis, and is being renamed “customer growth.” RONA wants to increase its share of the Canadian retail home improvement market by 2.5%. (More on the latter in next week’s edition—Editor)

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Home Depot gets ready for Chinese New Year

RICHMOND , B.C. — Home Depot Canada has launched its first-ever Chinese specific marketing with a campaign here that caters to the community’s large Asian population. A series of advertising and in-store events in Cantonese for the Chinese New Year will run until Feb. 14.

“By reaching out to a group of consumers that we haven’t directly communicated with before, and doing so in their native language, we hope to build strong relationships with the local Cantonese-speaking community while giving them the confidence to invest in their most important asset — their homes,” said Peg Hunter, Home Depot’s vice-president of marketing and communications in a release.

The New Year activities include DIY workshops, personalized Fei Chun banners with good luck messages that are hung in the home for the Chinese New Year, and free packets of Lai See — traditional money envelopes that are given to family and friends. The in-store promotions will be supported by radio, television and newspaper advertisements.

The campaign was developed in partnership with Home Depot’s media partner, Publicis Diversitē.

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Classifieds

Looking for that perfect candidate?
Save time and money using online adveritsing
It’s cheaper than print and you connect directly with qualified candidates.

Only $2.99 per word for 2 weeks.

Have your ad right here this time next week!

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

back to top

Resumés

• 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

Featured Product: Hardlines Retail Report

This important research is a marketer’s best friend. 157 powerpoint slides and it’s not available anywhere else.

How did Canada’s top home improvement retailers weather the economic storm of 2009?

And more important, what’s in store for 2010?

Find out in our latest “Retail Home Improvement Report”: The Annual Report on Canada’s Retail Hardware/Home Improvement Industry”, 2009-2010 Edition. This in-depth Report is a comprehensive study of the growth and trends driving Canada’s retail home improvement industry.

What you’ll learn in the new Retail Report:

• How independent dealers are regaining market share
• Which single store format is on the rebound
• How buying groups are changing their marketing strategies

Use Hardlines research to plan your growth in 2010.

Click here for more information or to purchase this product

back to top

Connect with us!

January 25, 2010, Volume xvi, #4

“Action should not be confused with haste.”
—Lee Iacocca (American businessman and
former CEO of Chrysler Corp., 1924- )

Orgill increases logistics support for Canada

MEMPHIS, Tenn. — Orgill, the giant U.S. hardware distributor, continues to test out the market in Canada, shipping a range of hardware and building materials to select dealers across the country.

Those customers, including Castle and TIM-BR MART dealers and other independents, are part of Orgill’s experiment to gauge the viability of the Canadian market for its range of products. Already shipping successfully to 60 other countries, Orgill is working with local service providers to work out the bugs in cross-border shipments, dealing with logistics and tariff arrangements.

Derringer is one such provider. The Maine-based logistics provider is handling Orgill’s brokerage needs into Canada. According to Jerry Cardwell, vice-president corporate development for Orgill, delivering into a market is more than just category, price and product. “We work with customers to manage the landed cost,” he says.

“It took a couple of years to get our arms around that,” Cardwell admits. “It’s all about taking the burden off our customers, so those customers can spend their time marketing and selling the products,” he says.

Orgill didn’t make a move in Canada until it had filled in its distribution network in the U.S. Now able to serve all of the United States through a network of DCs, the company has the infrastructure to service Canada, as well, says Cardwell. For example, Orgill’s facility in Inwood, West Va., ships product to Eastern Canada. “Many Canadian customers are closer to this distribution centre than even some U.S. customers that are served by that facility,” he says. Orgill’s DC in Saxon, Mo., handles Central/Western Canada.

“We are starting to see the Canadian border fade,” says Cardwell. “The political borders are becoming less and less of a challenge.”

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Home Furniture collection features high-end furniture, appliances

ST. JACOBS, Ont. — Home Furniture, the specialty retail division of Home Hardware, held its dealer show here recently, unveiling for its 80-plus Home Furniture dealers the latest highlights of its spring collection.

The showcase, taking up 18,000 sq.ft. of space in Home’s one million-sq.ft. warehouse, featured an array of furniture and appliances, as well as a growing selection of furnishings and accessories, such as pictures frames, lamps and even artwork.

Trends identified in the new collection include higher end outdoor furniture sets, as consumers continue to set up casual spaces in yards and on patios to match the luxury of indoors. Another trend reflects Home’s desire to cater to condo and inner-city lifestyles with a range of smaller furniture in the “Urban Spaces” collection.

According to Morgan McCabe, Home’s merchant for furniture and appliances, this year’s lines feature more colours of what were once referred to as “white goods.” Refrigerators, stoves and washing machines are now available in fire engine red, royal blue and deep gray. “The stores are trying on more and more higher priced special appliances,” McCabe says. He notes that customers coming into a Home Furniture store are already prepared to spend more than they would expect to spend in a traditional Home Hardware outlet, making the appliance lines a good tie-in.

This year’s collections will be supported by a 100-page catalogue that will be distributed to more than 800,000 Canadian homes, and by a 12-time flyer program. All the products are warehoused right in Home’s own distribution centre.

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Dealer Conference offers insights into economy, merchandising

TORONTO — The second annual Johns Manville Hardlines Dealer Conference is fast approaching, to run concurrent with the LBMAO’s Canadian Home Improvement Show, Feb. 11-12 at the Toronto Congress Centre. The conference will be an important educational adjunct to the show specials on the exhibition floor.

One presenter, Bill Wilson, retail advisor for the North American Retail Hardware Association, says dealers he’s spoken with in recent months report that sales were up or down by about 1% or 2% last year. “Any decline in sales can put big pressure on margins,” he points out. “That’s why it’s more important than ever for dealers to understand how to manage their balance sheet.”

Wilson will be one of the presenters at the conference, explaining just that very topic. Other seminars at the conference include:

“Where’s the economy headed?” Dealers will also get a handle on where the state of the economy in Canada, with Derek Holt, vice-president economics for Scotia Capital. Will the housing market go up or down? How will interest rates and consumer confidence e affected? Learn what’s ahead for the Canadian economy and what that means for your business.

“Merchandising Trends that will Drive Sales and Margins.” Rob Wilbrink, president of BMF Merchandising will give valuable insights into what’s working and what’s not working in hardware and building centres today.

The Johns Manville Hardlines Dealer Conference runs in tandem with the Canadian Home Improvement Show at the Congress Centre near Toronto International Airport. For more information or to register, click here.

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National Hardware Show will highlight historic legacy

NORWALK, Conn. — The National Hardware Show will be held May 4-6, 2010 at the Las Vegas Convention Center and this year celebrates a rich history spanning 65 years of service to the home improvement marketplace.

From its early beginnings in New York during the post-World War II housing boom and eventual move to Chicago in the 1970s to today’s current location in Las Vegas, the National Hardware Show has continually evolved to reflect the industry.

Today, NHS is well established as a destination for global manufacturers, associations and the media to unveil their new products, ideas and insights to a broad spectrum of home improvement resellers. The show is organized into seven product areas: Hardware & Tools; Homewares; Lawn, Garden & Outdoor Living; Paint & Accessories; Plumbing & Electrical; Storage & Organization and an international sourcing area.

Contributing associations and partners include:

• North American Retail Hardware Association hosting their second annual Industry Summit & Village;
• Paint & Decorating Retailers Association Show at the National Hardware Show presenting “Future Fair” and “Top of the Line” Retailer Awards;
• Home Channel News’s 26th Golden Hammer Awards;
• The Worldwide DIY Council, comprised of some 130 exporting manufacturers from the U.S. and Canada, will hold its annual meetings, seminars and a reception sponsored by the NRHA.

For more information, visit www.nationalhardwareshow.com.

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Walmart Canada hosts suppliers, competitors for Green Business Summit

VANCOUVER — Walmart Canada is holding a convention here to encourage more green practices within the industry. The Green Business Summit here will bring together almost 300 CEOs, business executives, government officials and NGOs on Feb. 10, 2010, including suppliers, service providers — and even competitors.

The list of delegates is already impressive: Leaders from 3M, Alcan Packaging, BC Hydro, Bullfrog Power, Busby Perkins + Will Architects, Cadbury, Canadian Business for Social Responsibility, Canaccord Capital, Canadian Tire, CN Rail, Coca-Cola, Domtar, Ernst & Young LLP, JWT Canada, Kellogg Canada, Kraft, Loblaw Companies, L’ORÉAL Canada, Maple Leaf Foods, Maersk, McDonald’s, Methanex, Mountain Equipment Co-op, PepsiCo Beverages Canada, SC Johnson, Ryerson University, SFU, Shoppers Drug Mart, Sony, TELUS, Unilever, UBC, Vancity, VANOC and GM Canada are among those who will participate.

Dr. David Suzuki, award-winning environmentalist, scientist, author and broadcaster, will provide the keynote address.

“We are bringing some of Canada’s top business leaders together to accelerate change for a better environment,” said David Cheesewright, President and CEO of Walmart Canada in a prepared release. “These business leaders can make significant transformations in their own organizations and, by working in collaboration with other businesses, can literally change the way business is done across Canada.”

Many of the participants have submitted case studies that demonstrate sustainable business initiatives. These will be shared during the full-day Summit, which will be held at the Pan Pacific Hotel Vancouver.

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Classifieds

OPERATIONS MANAGER – ADMINISTRATION
LOXCREEN FLOORING GROUP, CANADA 

Loxcreen Flooring Group is the leading supplier of residential/commercial floor mouldings in North America, see http://www.loxcreen.com , head office in Mississauga. The company is seeking an “Operations Manager – Administration” responsible for managing customer service, purchasing, cost accounting, and administrative staff of Loxcreen’s Canadian division.

Key competencies required: customer service oriented, self-starter, excellent analytical skills, team player.

This position requires: minimum of 10 years experience in management roles including customer service supervision priority; purchasing and inventory control knowledge; thorough understanding of budgeting, financial statements, general financial/accounting concepts; post secondary education (business preferred); excellent knowledge Microsoft Office applications; advanced skills in Excel and “ Crystal” reports. Bilingual (English/French) would be an asset.

Competitive salary plus bonus, benefit package.

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

Click here to place a classified ad

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Resumés

• 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

Featured Product: Hardlines Retail Report

How did Canada’s top home improvement retailers weather the economic storm of 2009?

And more important, what’s in store for 2010?

Find out in our latest “Retail Home Improvement Report”: The Annual Report on Canada’s Retail Hardware/Home Improvement Industry”, 2009-2010 Edition. This in-depth Report is a comprehensive study of the growth and trends driving Canada’s retail home improvement industry.

What you’ll learn in the new Retail Report:

• What’s happening to the big box format in Canada
• How independent dealers are regaining market share
• Which single store format is on the rebound
• Why just four retailers account for more than half the industry
• How buying groups are changing their marketing strategies

This important research is a marketer’s best friend. And it’s not available anywhere else.

Click here for more information or to purchase this product

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Connect with us!

January 18, 2010, Volume xvi, #3

“He has half the deed done, who has made a beginning.”
—Horace (Roman poet, 65 B.C.–8 B.C.)

Alpa not for sale as partners in dispute

“Hardlines wishes to correct a report in its Jan. 11, 2010 edition in which it reported that Alpa Lumber Group is for sale. Alpa has confirmed to Hardlines that it is not for sale and has not placed any advertisements relating to any offer to sell.”

That’s the correction we agreed to run after getting a call from Orest Matkowsky, CFO of Alpa Lumber, to clarify the circumstances surrounding a mysterious ad that has been running in the Globe and Mail and National Post newspapers for the past two weeks.

The large, half-page ads offer a “Rare Opportunity: Business Available, Alpa Lumber Group (Basis 100%)”. Donald MacIvor, listed as one of the contacts at the bottom of the ad, is a minority partner who’s been given a shotgun buy-sell offer. MacIvor’s contact company in the ad is Western Larch Ltd., a building contracting company that is, according to Internet listings, a division of Alpa Lumber.

According to Alpa’s Matkowsky, the partners at Alpa are having a dispute and “the [minority] partner has taken the dispute public against our wishes,” he said. “You can quote me, it is not for sale.”

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Improve margins at Johns Manville Hardlines Dealer Conference

TORONTO — A series of seminars have been developed to help dealers boost margins and trim the flab from their balance sheets, and train their staff to increase service levels. The education program comprises the Johns Manville Hardlines Dealer Conference, which is part of the LBMAO’s Canadian Home Improvement Show, Feb. 11-12 at the Toronto Congress Centre.

Here are just two of the incredible seminars that will be featured:

Inventory and Financial Management for Owners: What can you do to operate smarter and leaner in today’s economic climate? Learn how you can manage your business, your staff — and your customers — more effectively and profitably. Presented by Bill Wilson, Retail Advisor, NRHA Canada, and former vice-president at TSC stores and Sodisco-Howden Group.

Train your staff to better margins: The latest product knowledge training is now available to Canadian dealers, and the North American Retail Hardware Association’s Dan Tratensek will explain how it can work in your store. Tratensek will also make a presentation of techniques being used by U.S. dealers to weather the severe downturn that has stricken the economy there. “Best practices: top guns share their secrets” will offer a wealth of useful — and practical — tips for Canadian dealers.

For more information or to register, click here.

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Can-Cell beats recession with new programs

CALGARY — Although 2009 was a tough year, and especially tough for dealers in the West, building materials wholesaler Can-Cell Industries Inc. has managed to weather the economic storm.

“It’s been an interesting year for us,” admits Jim Roach, regional sales manager for Can-Cell. “The economy obviously had an impact on us, as anything related to new home construction was down quite a bit.”

But new business generated during 2009 helped to offset the decline. He cites, as an example, Can-Cell’s expanded import business. “We’ve always done it, but last year we really grew that side, especially in the kitchen and bath area. We now offer more kitchen sinks, bathroom sinks and toilets.” Another program that’s been added is “eco” pavers — rubberized patio squares, along with roofing felts and black paper.

“We added a number of lines that impacted our business and we’ll continue to do so,” says Roach. Most of the import products come directly from China.

Can-Cell has also expanded its kitchen cabinet program, with both ready-to-assemble and fully assembled products. Other new lines include the Price Pfister faucet line. Roach says another six or eight programs will be introduced at the upcoming WRLA Prairie Showcase, Jan. 20-22 in Saskatoon.

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Home Hardware vp carries Olympic Torch

ST. JACOBS, Ont. — The Olympic relay that’s steadily making its way across Canada has been helped by one of the industry’s own. Bruce White, Home Hardware’s vice-president, merchandise & marketing – lumber and building materials, became one of 12,000 Canadians to carry the Olympic Torch on Dec. 18. White, cheered on by a number of members of the retail home improvement industry, carried the torch down Parliament St. in Toronto as the country and hundreds of spectators looked on. 

“It’s amazing to watch the Olympic Torch Relay bring Canadians together in communities large and small,” said Paul Straus, vice-president and CEO, Home Hardware Stores Limited. “On behalf of more than 1,000 Home Hardware Dealers from coast-to-coast, I would like to congratulate Bruce on his run with the torch.”

White was nominated to be a torchbearer by Sam Yee of Dow, a long-standing Home Hardware vendor-partner. Following his selection, White was assigned a route and day, information about the Relay and even his torchbearer uniform (so that’s why he wasn’t wearing a red parka!—Editor).

“It was the thrill of a lifetime to hold the Olympic Torch in my hands,” said White.

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Western dealers ready for Vegas NASCAR trip

WINNIPEG — The Western Retail Lumber Association is taking its members on a “Sprint Cup Race weekend” in Las Vegas, Feb. 26-28. The event, which will include a number of NASCAR races at the Las Vegas Motor Speedway, features VIP seats for attending WRLA members in the Richard Petty Terrace.

Members will stay at the Paris Las Vegas, which is featuring a reduced price thanks to the current dollar exchange rate. For more info, call WRLA at 800-661-0253 or visit www.wrla.org/events/.

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Canadian Tire pushes storage expertise with new website

TORONTO — Long identified as a hot category for its dealers, Canadian Tire Corp. is boosting its presence in storage and organization with a new interactive web presence. Available here, the site offers customers a variety of products and organization tips “to make de-cluttering and maintaining a beautiful space this year easy and affordable.”

The website features storage systems for the kitchen, garage, closet, laundry and basement. It features options for customers to zoom in and view storage solutions in close detail.

A special addition to the site will allow customers to submit questions on managing clutter from now until February 4 in an “Ask the Expert” section at this site. Clare Kumar, a professional organizer who has appeared as an expert on a variety of shows and in home décor magazines, will personally post a response to questions submitted during this time and provide advice.

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Classifieds

OPERATIONS MANAGER – ADMINISTRATION
LOXCREEN FLOORING GROUP, CANADA 

Loxcreen Flooring Group is the leading supplier of residential/commercial floor mouldings in North America, see http://www.loxcreen.com , head office in Mississauga. The company is seeking an “Operations Manager – Administration” responsible for managing customer service, purchasing, cost accounting, and administrative staff of Loxcreen’s Canadian division.

Key competencies required: customer service oriented, self-starter, excellent analytical skills, team player.

This position requires: minimum of 10 years experience in management roles including customer service supervision priority; purchasing and inventory control knowledge; thorough understanding of budgeting, financial statements, general financial/accounting concepts; post secondary education (business preferred); excellent knowledge Microsoft Office applications; advanced skills in Excel and “ Crystal” reports. Bilingual (English/French) would be an asset.

Competitive salary plus bonus, benefit package.

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

Click here to place a classified ad

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Resumés

• 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

Featured Product: Hardlines Retail Report

How did Canada’s top home improvement retailers weather the economic storm of 2009?

And more important, what’s in store for 2010?

Find out in our latest “Retail Home Improvement Report”: The Annual Report on Canada’s Retail Hardware/Home Improvement Industry”, 2009-2010 Edition. This in-depth Report is a comprehensive study of the growth and trends driving Canada’s retail home improvement industry.

What you’ll learn in the new Retail Report:

• What’s happening to the big box format in Canada
• How independent dealers are regaining market share
• Which single store format is on the rebound
• Why just four retailers account for more than half the industry
• How buying groups are changing their marketing strategies

This important research is a marketer’s best friend. And it’s not available anywhere else.

Click here for more information or to purchase this product

back to top

Connect with us!

January 11, 2010, Volume xvi, #2

“What is success? It’s a toy balloon among children armed with pins.”
—Gene Fowler (American journalist and biographer, 1890-1960)

Alpa Lumber goes on the block

MISSISSAUGA, Ont. — Alpa Lumber Group, the giant independently owned building supply dealer, is up for sale — but it may already have a buyer. A well-known pro dealer business, with 19 yards, plus truss and millwork plants, Alpa’s sales are primarily to tract builders, especially in the low-rise residential housing market throughout the Greater Toronto Area. However, its businesses, which operate under names such as Central Fairbank, Argo and Home Lumber, stretch from Cambridge to Ottawa.

Alpa has sales of more than $300 million annually, making it one of the country’s top ten home improvement retailers, according to the latest Hardlines Retail Report.

Alpa is closely held, primarily by members of the DiPoce family, although it is structured as a corporation. John DiPoce is president and chairman and Mark DiPoce is general manager. The sale is being held due to “repetitive management/ownership succession disputes” among the company’s three surviving owners.

The offer for sale, as advertised in the Jan. 5 edition of the Globe and Mail, sets out a “Mandatory Buy-Sell Timing Schedule,” which requires purchaser qualification by Jan. 10, and signed letter of intent by Feb. 12. With such a tight deadline, a buyer may already be waiting in the wings.

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ILDC adds Quebec member

AJAX, Ont. — Independent Lumber Dealers Co-operative, the country’s largest building materials buying group, has added a new member to its ranks. Lefebvre & Benoit, an independent, family-owned dealer in Laval, Que., joined ILDC effective Jan. 1, 2010.

Founded in 1958, the company has grown over the years to include two locations in Laval. The second was acquired in 1985 when L&B took over a major competitor, Marcel Benoit. That outlet still operates under its original name.

Now in the hands of the second generation of the Lefebvre family, supported by about 250 staff and 75 delivery trucks, the company does a strong business with contractors and builders.

ILDC has a mandate to accept a maximum of 25 members that are not direct competitors regionally. L&B effectively replaces Potvin & Bouchard, which left ILDC in August 2008 when that company was acquired by a syndicate of dealers within Le Groupe BMR. ILDC’s other members include two farm co-ops, Federated Co-op out of Saskatoon and La Coop fédérée, based in Trois Rivières, Que.

Two other members are buying groups in their own right: Sexton Group and Delroc. In total, ILDC now represents more than 1,000 outlets and in excess of $4 billion in sales.

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Johns Manville Hardlines Dealer Conference will ready dealers for recovery

TORONTO — Hardlines has joined with global building products manufacturer Johns Manville (JM) to mount the second annual Johns Manville Hardlines Dealer Conference. Keynotes and workshops will be offered on a range of topics aimed at helping independent building supply dealers maximize their business in the face of a slow economic recovery.

The JM Hardlines Dealer Conference will be presented in conjunction with the Canadian Home Improvement Show, a must-attend buying event for dealers from across Ontario and beyond. The combined event will be held Feb. 11-12, 2010 at the Toronto Congress Centre. The show is held by the Lumber and Building Materials Dealers Association of Ontario.

The following seminars will be featured:

• “Where’s the Economy Headed?” with Derek Holt, Vice-President Economics, Scotia Capital. Will the housing market go up or down? How will interest rates and consumer confidence be affected? Learn what’s ahead for the Canadian economy and what that means for your business.
• “Merchandising Trends that will Drive Sales and Margins” with Rob Wilbrink, President of BMF Merchandising.
• “Inventory and Financial Management” with Bill Wilson, NRHA Retail Advisor.
• “Increase Your Contractor Sales in the New Economy” tba. As housing sales slow, so does contractor spending. In this hands-on session, you will learn how to maintain a strong relationship with your pro and contractor customers, while keeping a close rein on your own business.
• “Build Your Dream Team to Drive Sales” with Dan Tratensek, Director of Publishing, North American Retail Hardware Association.
• “Taking Your Management Information System to the Next Level” with Al Holton, Regional Sales Manager, OGC.

For more information or to register, click here.

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WRLA Show to host retail leaders’ panel

WINNIPEG — The Western Retail Lumber Association has confirmed speakers for its Leaders Forum Breakfast at the 2010 Prairie Showcase Buying Show and Convention. The panel has been devised as a way to offer delegates and exhibitors insights from some of the industry’s top retail and buying group executives.

Speakers for the Leaders Forum Breakfast are:

• Susan Robinson of IRLY,
• Robert Dutton of RONA,
• Ken Jenkins of Castle Building Centres,
• Steve Buckle of the Sexton Group,
• Lance Shipley of Home Hardware and
• Tim Urquhart of TIM-BR Marts Ltd.

The panel will be moderated by Richard Simms, owner of Black Eagle Executive Search.

“One of our main goals at the Leaders Forum Breakfast during the Prairie Showcase is to educate attendees with current information that is integral to their professional development within the industry,” says Gary Hamilton, executive director of the WRLA. “Due to the current economic situation, I think it is important that our show focuses on helping attendees to build their business.”

The Breakfast is open to all registered delegates at the Prairie Showcase and will take place on Friday, Jan. 22 from 7 a.m. to 8:30 a.m., at Prairieland Park, Hall B. For more info, click here www.wrla.org.

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Castle starts new year with expanded membership

MISSISSAUGA, Ont. — Castle Building Centres Group, the national building materials buying group, is starting off the new year with new members to both its core Castle group and the group’s commercial arm, CBS.

The new Castle members are: Meetah Building Supplies, Onion Lake, Sask.; a new operation consisting of a retail showroom, a 12,000-sq.ft. enclosed warehouse, and a two-acre lumberyard; Superior Seamless Exteriors, a 30-year-old business with three locations, in Altona, Winkler and Winnipeg, Man., which manufactures steel and steel log siding, and exterior building envelope products; and Boulons L.P.G. in Sept Iles, Que., which has grown over 20 years with a focus on specialized hardware, tools for the area mines and has a strong contractor base.

On the CBS side, new members are: London Panel Corp, Mount Bridges (London), Ont., which specializes in factory panelized wall and floor units for commercial and institutional buildings; and Fairway Building Supplies, Ancaster, Ont., supplies gypsum board, insulation, steel, ceilings, stucco and landscaping products to the commercial and residential construction industry, primarily in Southern Ontario’s Golden Horseshoe region.

Castle represents about 230 independent dealers in 12 provinces and territories across the country, with combined sales in excess of $1 billion, according to the Hardlines Who’s Who Directory.

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Classifieds

OPERATIONS MANAGER – ADMINISTRATION
LOXCREEN FLOORING GROUP, CANADA 

Loxcreen Flooring Group is the leading supplier of residential/commercial floor mouldings in North America, see http://www.loxcreen.com , head office in Mississauga. The company is seeking an “Operations Manager – Administration” responsible for managing customer service, purchasing, cost accounting, and administrative staff of Loxcreen’s Canadian division.

Key competencies required: customer service oriented, self-starter, excellent analytical skills, team player.

This position requires: minimum of 10 years experience in management roles including customer service supervision priority; purchasing and inventory control knowledge; thorough understanding of budgeting, financial statements, general financial/accounting concepts; post secondary education (business preferred); excellent knowledge Microsoft Office applications; advanced skills in Excel and “ Crystal” reports. Bilingual (English/French) would be an asset.

Competitive salary plus bonus, benefit package.

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

Click here to place a classified ad

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Resumés

• Sales Professional Power Tools / Consumer Products with extensive big box retail experience 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

Featured Product: Hardlines Retail Report

How did Canada’s top home improvement retailers weather the economic storm of 2009?

And more important, what’s in store for 2010?

Find out in our latest “Retail Home Improvement Report”: The Annual Report on Canada’s Retail Hardware/Home Improvement Industry”, 2009-2010 Edition. This in-depth Report is a comprehensive study of the growth and trends driving Canada’s retail home improvement industry.

What you’ll learn in the new Retail Report:

• What’s happening to the big box format in Canada
• How independent dealers are regaining market share
• Which single store format is on the rebound
• Why just four retailers account for more than half the industry
• How buying groups are changing their marketing strategies

This important research is a marketer’s best friend. And it’s not available anywhere else.

Click here for more information or to purchase this product

back to top

Connect with us!

January 4, 2010, Volume xvi, #1

“It may be those who do most, dream most.”
—Stephen Leacock (Canadian economist, author and humorist, 1869-1944)

TIM-BR MART to launch own show

CALGARY — TIM-BR MARTS Ltd., one of the country’s largest LBM buying groups, has confirmed to Hardlines that it will hold a trade show of its own. Rumours abounded late last year that a show was being considered for spring 2010, specifically about a week before Home Hardware hosts its own dealer market in late April. TIM-BR MART now confirms that it will indeed go ahead with a show, but in the spring of 2011.

The show will be a forum for the group’s 600-plus member dealers across the country to have direct contact with a range of TIM-BR MART’s building materials suppliers. Vendors further told Hardlines that participation in the show would cost $2,500 for a booth.

TIM-BR MART would provide no other details on the event as of press time, but insiders speculate that the location will likely be in Toronto. While the group’s head office is in Calgary, a trade show held here by CanWel in November 2009 was hampered by low dealer attendance, which may serve as an indicator for TIM-BR MART as it finalizes details of its own event.

TIM-BR MARTS Ltd. has some 660 dealers in 11 provinces and territories, representing total retail sales in excess of $3.45 billion, according to the Hardlines Who’s Who Directory.

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Retailers make year-end push on sales

SPECIAL REPORT — Faced with sluggish consumer confidence during the latest holiday period, many retailers started Boxing Day sales well before Christmas. As a result, the arrival of the post-Christmas promotion, considered one of the most important in the retail calendar, required even more imagination — and price cuts — to inspire consumers.

Sears Canada started Boxing Day prices fully five weeks before Christmas, so for Boxing Day itself, the mass merchant distributed a full-size 24-page flyer in mailboxes and community newspapers across Canada. The promotion included two full pages of televisions and home theatre equipment, seven pages of family fashions, nine pages of home furnishings and appliances, and many “door crasher” specials available in limited quantities. Plus, in all but a few locations, Sears opened its doors at 6 a.m. that morning.

Not to be outdone, Canadian Tire’s post-Christmas flyer offered Canadians savings of up to 80%. Like Sears and others, Boxing Day was a week-long affair at Canadian Tire, complete with daily door crashers.

In addition, some retailers are using the looming deadline of the Home Renovation Tax Credit as an incentive to motivate homeowners to spend. At Sears Canada, the “Installation Time Guarantee” ensures that qualifying home renovations contracted through Sears’ Home Services division would be completed in time to meet the eligibility period requirement of the HRTC program, which ends Jan. 31.

Some independents are also enjoying a lift in sales thanks to the HRTC deadline. According to CBC, the Home Hardware dealer in Grand Bay-Westfield, N.B., saw sales jump 10% in the months leading up to Christmas, all thanks, says owner John Jarvis, to the tax credit.

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CanWel’s acquisition will create synergies, says chairman

VANCOUVER — The previously announced acquisition of Broadleaf Logistics by CanWel Building Materials Income Fund will create the largest building materials distributor in the country.

It also represents the desire by CanWel’s chairman, Amar Doman, to make his company “the consolidator in the Canadian home improvement industry.”

Consolidation, Doman points out, is occurring among vendors (Stanley and TTI internationally, Richelieu and MIBRO domestically) and at the retailer level (RONA, Home Hardware, Home Depot Canada). While distribution went through a round of consolidation a decade ago (Sodisco bought up one company after another to become Sodisco-Howden Group) and CanWel itself — which represented the merger of the building materials distribution arms of both Canfor and Weldwood bought by Doman in 1999 — the national building materials distribution business has been in the hands of three main players. CanWel, Broadleaf (formerly Weyerhaeuser Building Materials) and Taiga shared the business with a range of regional players, including Can-Save out of Calgary, Barrie, Ont.-based Can-Save, and Marwood in Atlantic Canada.

The combined business of CanWel-Broadleaf (as the new entity will be called) will represent about $1.5 billion in sales.

The net result of the merger, which has been in the works for more than eight months, will be positive for dealers, says Doman. “Dealers will be excited that this company can now offer more under one roof.” That offering is something that he will handle directly. In addition to his role as chairman, Doman is taking over the role of president and CEO of CanWel. He replaces Tom Donaldson, who has left the company effective the beginning of this year, to return to his home in Atlantic Canada.

“We’re buying an excellent company with excellent product lines,” Doman adds.

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RONA boosts commercial biz through its big boxes

BOUCHERVILLE, Que. — While increasing sales at RONA’s Ontario big boxes has posed a challenge for the giant retailer over the past year, one area of growth for its large-format stores has been commercial and professional sales.

By the third quarter of 2009, commercial and professional sales for big-box stores in Ontario were up by 15%. The increase, says the company is due to “close cooperation with the specialized sales team in our Commercial and Professional Market Division.”

In addition, RONA’s ICI (industrial-commercial-institutional) business under its Noble Trade division, enjoyed same-store sales growth, despite a declining market. Other areas of growth for RONA during the first three quarters included the opening of two new 52,000-square-foot proximity stores: a Totem Building Supplies outlet, in Strathmore, Alta.; and a RONA bannered store in Saint-Georges, Que. The proximity concept is designed to offer a balance between the product assortments in a big box and the expertise available in smaller stores.

These two stores are also the first by RONA to seek LEED certification (Leadership in Energy and Environmental Design). LEED is an environmental evaluation system for new buildings.

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Stanley-B&D deal moves a step closer to completion

NEW BRITAIN, Conn. — Stanley Works’ $4.5 billion merger with Black & Decker jumped over one regulatory hurdle when the U.S. Securities & Exchange Commission’s review of the possible antitrust implications of that deal expired last week.

This deal, which would create an $8.4 billion company, still needs approval from foreign governments as well as the companies’ shareholders, some of which have filed lawsuits to block the merger.

However, company officials still assert that the merger will be consummated by the end of first quarter 2010, at which point B&D’s operations would be run out of Stanley’s headquarters here. To facilitate the merger, the two companies have formed a six-person transition team, comprised of B&D’s chairman Nolan Archibald and five senior executives from Stanley, which will meet weekly, according to the Baltimore Business Journal.

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Classifieds

COMPANY IS SEEKING NEW LINES IN ONTARIO

Horta has over 8 years of in-store experience delivering full-service vendor managed inventory programs for several live goods vendors selling to a major home improvement retailer.

Team of seasoned reps able to drive sales and execute retail merchandising programs tailored to your needs. Year-round market coverage or special project focus for gardening lines or any other category.

Contact Deb Ondejko at debbieo@horta.ca to explore how this team of professionals can assist your company with its in-store presence.

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Resumés

• Sales Professional Power Tools / Consumer Products with extensive big box retail experience 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
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