• RONA acquires Bishop’s in Newfoundland
• CHHMA inducts Sales and Martel to Hall of Fame
• Canadian Tire signs NASCAR’s Scott Steckly
• Home Depot’s CEO Gives Up Bonus
• More calls for taxes on Canadian lumber imports
• RONA to begin charging for plastic bags at checkout
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“While I am proud of a number of accomplishments, there are real costs to being unreasonable. Long hours. Too little time with family. A near incapacity for, as they say, stopping and smelling the roses.” — Eli Broad (American business Leader and Philanthropist, 1933 –)

Including the Bishop’s acquisition, RONA now has 26 points of sale in Atlantic Canada, including both corporate and dealer-owned outlets.

“Bishop’s is an excellent addition to our network of Chester Dawe stores,” said Pierre Dandoy, RONA’s executive vice-president for retail operations. “We’re very happy to welcome Bishop’s Building Center employees to RONA. This transaction meets our rigorous standards for acquisitions and will contribute toward improving our results in the region from day one.”

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TORONTO — Two industry veterans were honoured last week when the Canadian Hardware and Housewares Manufacturers Association held its Hall of Fame Dinner.

Gaetan Martel, former president of RCR, and Wayne Sales, former CEO of Canadian Tire Corp., were recognized for their lifetime dedication to the industry. Martel, who began with RCR some 30 years ago and ended up leading a takeover of the company that took it private, thanked his family — and especially his two daughters — for enduring his many years of life on the road, building the business. His award was presented by Groupe BMR CEO and longtime friend Yves Gagnon.

Sales, now in retirement (though he sits on four boards, including Tim Horton’s), spoke fondly of his years working in Canada (he hails from the U.S. originally). “It’s been the experience of my life,” he said.  He added that, on the world scene, Canadian Tire had to attempt to “level the playing field” against larger hardlines retailers “by developing a strong relationship with our vendors, because we couldn’t leverage our size vs. those larger competitors.”

He also praised his former employer: “Canadian Tire always had a greater level of management closer to the consumer than any other retail organization in Canada,” he added.

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“Canadian Tire has a longstanding tradition of usupporting motor sports in Canada and we are thrilled to be teaming up with Scott Steckly as we head into the 2009 racing season,” says Tony Kuczynski, vice-president, automotive at Canadian Tire Retail.

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All of the executives have forfeited the use of company cars in 2009, and they are also losing long-term life insurance and “tax gross up” payments to cover income taxes. None of the executives will receive salary increases in 2009, according to the filing, and base salaries for top officers were essentially flat throughout 2008.

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Last week, Canada agreed to pay C$46.7 million after conceding that it had miscalculated lumber export quotas from four of its provinces in 2007. Stowe and the CFLI want the U.S. Trade Representative to impose tariffs on Canadian lumber to satisfy the penalty.

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To coincide with the new charge to consumers, RONA will introduce a new, large-size reusable bag, in addition to the medium-sized bag already available in stores. At the same time, the various sizes of plastic bags currently available in RONA stores will be replaced by a single plastic format that’s made from recycled and recyclable materials. The 5 cent charge will help support eco-responsible initiatives.

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BEACHWOOD, Ohio — Tremco Inc. has acquired Canam Building Envelope Specialists of Mississauga, Ont. The purchase of the building envelope contracting firm includes Zerodraft, a related company that provides specialized retrofit weatherstripping and distributes related insulation and sealant products. Terms were not disclosed. Canam will become part of the Tremco Roofing and Building Maintenance Division’s subsidiary, Weatherproofing Technologies, while Zerodraft joins Tremco Commercial Sealants & Waterproofing.

BOUCHERVILLE , Que. — RONA introduced 40 new products to its RONA ECO line last week. These products, which RONA calls “more respectful of the environment than similar conventional products over their entire life cycle”, were selected in partnership with the International Chair in Life Cycle Assessment. The new items are from a number of different product categories, and include a manual lawn mower, an algae-based fertilizer, a rainwater collector, and reconditioned tool blades and mouldings. In conjunction with the new RONA ECO products, the retailer is also launching recycling programs for tool blades and accessories, and for alkaline and rechargeable batteries. Consumers who bring back used RONA ECO tool blades will receive a discount on the purchase of a new blade or accessory of the same brand.

TORONTO — The Housewares and Hardware Independent Representatives of Canada (HHIRC) launched a newly revamped website. The HHIRC is composed of 15 independent sales agencies that provide Canadian representation for manufacturers in the housewares and hardware industries. The group has been in existence since 1978. For full details and further information, go to www.canadianreps.com.

NISKU, Alta. — Wood Composite Technologies Inc., manufacturer of decking components made from recycled materials, has announced its first sale into the Russian market. The company’s subsidiary, Millennium Decking Inc., has recently entered into an exclusive distribution agreement with Petrostroytrest, a construction business based in St. Petersburg, representing the first sale of the Millennium Decking System into the Russian market. The company’s board of directors has also approved consolidating its current manufacturing operations to one of its two locations here, likely involving the relocation of its extrusion plant and executive offices to Wood Composite’s pellet mill location.

MONTREAL — In a continuation of its on-going strategy to become a global leader in the recreation and leisure markets, Dorel Industries, through its Recreational/Leisure segment, has launched a multi-faceted Worldwide Centers of Excellence program. Five Centers of Excellence are being established around the world, with each location focused on market leadership in a specific market segment or expertise. These centers will be based in: Bethel, Conn.; Basel, Switzerland; Madison, Wisc.; Vancouver; and Taichung, Taiwan.

WASHINGTON — According to the National Retail Federation in the U.S., in 2007, retailers lost about $34.8 billion in stolen merchandise, an increase from 5 percent to 15 percent in 2008. The FBI reports that most of the loss — as much as $30 billion a year — is to organized, retail-crime groups who steal as a part of a commercial enterprise.

LONDON — Tesco, the U.K.’s largest grocery chain, is adding bank outlets in 30 of its stores this year, hoping to woo British customers who are outraged by high bonuses being received by many of the nation’s banking executives. Customers of the new banking service will be able to earn Tesco loyalty points, as well.

ECONOMIC INDICATORS

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• CanWel reports dip in annual sales
• Taiga offering gets low shareholder response
• Home Depot returns to its roots with new ad campaign
• Kingfisher reports year-end sales rise, unveils strategy for China
• Wood demand this year will dip to historic lows

“My husband once worked for a company that had a merit pay system. After six months they told him that he owed the company money.”
—Phyllis Diller (American comedian, 1917– )

The company made a profit of $16.9 million, down slightly from $17.3 million in 2007.

“Overall, I am pleased with the Fund’s strong performance in 2008 given the challenging macro-economic environment we have been working through,” says Amar Doman, chairman of CanWel, in a release. He says further that the company will “wait for signs of improvement in home renovation, housing starts and other long-term leading indicators of the prosperity of our business.”

Third-quarter revenues were $165.5 million, down from $188.7 million in 2007. Profits more than doubled, however, to $2.5 million from $1.1 million. “ As a result of the current weak economic environment and a deterioration of the home renovation market and housing starts in the second half of 2008, our focus has been to maintain the strength and stability of our operations,” says Tom Donaldson, CanWel president and CEO.

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Home Depot is also attempting to sustain some of its momentum from the last quarter, when it reportedly gained market share from rival Lowe’s in nine of 13 department categories. During that period, Home Depot made a major switch in its pricing strategy away from sporadic promotions and back to everyday low prices, which had been the company’s trademark up until a few years ago.

The new slogan appears to be part of a trend. Just last week, RONA inc. launched a new advertising campaign under the theme “Doing it Right”. The slogan replaces a former tag line, “The Canadian How-To People” and focuses on RONA’s commitment to sustainable development. Last fall, Home Hardware unveiled a new slogan of its own, “Home Owners helping Homeowners”, to put focus on the independent status of Home Hardware dealers in their respective communities.

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New home construction typically accounts for around 45 percent of annual lumber consumption, says WWPA. But production this year is expected to be only half of what it was in 2008, and one-fifth of what was consumed in 2005.

WWPA forecasts that imports from Canada will be down by nearly 35 percent from 2008.

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TORONTO — Sears Canada Inc. is continuing its new incentive program that adds to the federal government’s new Home Renovations Tax Credit program (HRTC) for residential renovations and improvements. The latest offer saves customers 10 percent on the cost of installed custom blinds and shades from Hunter Douglas, Levolor, Shade-O-Matic, and Boutique, and includes free basic installation. This offer applies to bookings made from March 26 to April 2, 2009. The HRTC kicks in for eligible expenditures of more than $1,000 up to a maximum $10,000 before taxes, but Sears latest offer allows customers to begin saving on the first $1,000 they spend towards the HRTC, with a minimum $500 purchase before taxes.

BENTONVILLE, Ark. — Wal-Mart has increased its cash bonuses to about one million hourly staff by more than 46 percent. The average bonus works out to $933.60 per person in cash, plus another $788.60 in profit sharing and pension contributions. Combined contributions will total some $2 billion, up 11 percent over last year’s $1.8 billion.

SAN FRANCISCO — Housewares retailer Williams Sonoma saw its net income plummet by 90 percent in the three months ending Feb. 3 to $12.2 million, on revenue that was off 26.7 percent to just over $1 billion. The chain — whose banners include Pottery Barn and West Elm — reported a 14.8 percent drop off in sales, to $3.36 billion, for its fiscal year, during which its earnings fell by 84.7 percent to $30 million. Williams Sonoma will concentrate on five key strategies in fiscal 2009: repositioning its stores’ inventories to emphasize value, improving customer service, boosting direct marketing and ecommerce, driving efficiencies in its global supply chain and controlling overhead expenditures.

STONEY CREEK, Ont. — Selkirk, the HVAC and venting company, has introduced an online literature order system for its customers. The service provides a range of order options for literature and includes complete shipping information. Customers receive email confirmation of the order, which is processed within 24 hours direct from Selkirk’s literature supplier. (www.selkirkcorp.com)

BURLINGTON, Ont. — Ikea has made a global commitment to reduce greenhouse gas emissions from its stores. By actively implementing new practices and technologies, the giant retailer will, by the end of April, have reduced its energy consumption in its stores by 25 percent. The milestone was marked by participation by all of Ikea’s Canadian stores in World Wildlife Fund’s Earth Hour, held 8:30 p.m. on March 28 to show support for action on climate change. Globally, Ikea is cooperating with WWF on several projects to reduce the negative impact on the climate. These include promoting responsible forestry and better cotton production.

ECONOMIC INDICATORS

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Experienced Sales Accounts Manager – Senior Buyer with 20 years of knowledge and contacts in the building supply industry. Click here to download this resumé

Seasoned Territory Manager – skilled in building and maintaining customer relationships in the retail building supply channel and industrial tooling & consumables sector. Click here to download this resumé

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• Anti-competition legislation may challenge buying groups
• RONA is “Doing it Right” in newest ad campaign
• B.C. association postpones trade show until next year
• Quebec association hosts first-ever conference
• Quebec convention-goers learn about small-store strategies
• “Dream Ace” dealer announces plans to close
• Green building products could yield big sales by 2013
• Our Classified Ads

“Men are the only animals who devote themselves assiduously to making one another unhappy.” —H.L. Mencken (American editor and essayist, 1880-1956)

“The Competition Bureau looks upstream and downstream,” says Richard Annan, Counsel for Goodmans LLP in Toronto. In the case of competing buying groups that have joined forces, “it could be problematic.” He adds that his observations do not constitute legal advice, especially as the law has yet to be tested. However, he says as a policy matter, a strong argument could exist for the Bureau to test the buying group arrangement that involves competing groups.

Andrew Battagliotti is general manager of Independent Lumber Dealers Co-operative. This national buying group counts now in its membership some other groups, including Sexton and Delroc, and two co-ops, Federated Co-operatives and Coop fédérée, whose members compete against one another in certain markets nationally. In addition, ILDC is a member, along with another competing group, TIM-BR MART, in the hardware buying group Spancan. He notes that, although the member groups buy together, they have no relation on the selling side and none of the members ever fixes or discusses pricing with another member.

ILDC’s organization was based on an interpretation of the anti-competition law from more than a decade ago. Nevertheless, Battagliotti is doubtful that the revised legislation will have an impact. “I don’t think that either ILDC or Spancan are in any way affected by this.”

However, that may not be enough. “Basically, the policy here is to get at the hardcore cartels that covertly fix prices and allocate customers,” Annan admits, but adds, “The fact that it’s above-board doesn’t necessarily mean it’s legal.”

The latest revisions to the Competition Ace will not be implemented for one year. The delay will enable companies and groups to review their structures and get guidance from the Competition Bureau.

(For a summary of the new bill, click here)

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The new campaign was developed by the advertising agency BOS, RONA’s new marketing partner, in collaboration with Carat, RONA’s media planning partner.

The “Doing it Right” slogan aims to focus on the steps RONA has taken towards sustainable development. These include the sale of eco-responsible products — including the RONA by Design brand and its private-label Eco products, plus its paint recycling initiatives and its new policies on pesticide sales and wood products procurement.

In its first phase, the advertising campaign will centre on four Canada-wide TV messages. One of the spots dealing with RONA’s paint recycling will be broadcast in Quebec, Ontario and Maritimes. Two other spots deal with renovation projects. A fourth message, which will hit the airwaves in the coming weeks, will feature the RONA Eco line. Print ads in daily newspapers, focusing on sustainability, will include a personal message from RONA President and CEO Robert Dutton.

Radio spots will feature promotional offers on products or renovation projects plus Air Miles promotions and financing options. Outdoor billboards in the Greater Toronto Area will also be used.

The campaign’s second phase, planned for fall 2009, will focus on RONA’s 70th anniversary and the 2010 Vancouver Olympic and Paralympic Winter Games.

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The show is rescheduled for May 6-7, 2010, in Penticton.

The release says, “We heard concerns from retail and supplier members throughout the province, regarding the current economic condition in B.C., and its impact on our industry. Many suppliers are telling us it would not be an opportune time to participate in a trade show, when retailers need their support directly in the marketplace.”

BSIA President Thomas Foreman says a number of surveys were conducted of the membership, which comprises retailers, manufacturers and suppliers. “Given the economy, and the fact that so many stores have reduced staff and increased workloads, they’ll have a tough time justifying sending people to the show.” Some suppliers, as well, “breathed a sigh of relief.” The revised dates, however, are being well received by the industry, he notes.

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MONTREAL — This past weekend, the Quebec Hardware and Building Materials Association (AQMAT) brought together retailers, wholesalers and vendors from around the province for a one-day “Congrès des décideurs”. The association used the event to reaffirm its new mandate, under President and General Director Richard Darveau, to represent the province’s industry more comprehensively than in the past.

It also presented results of a newly-commissioned survey undertaken by Impact, a division of Cossette, which found that 38 percent of Quebecers intend to undertake some sort of renovation project over the next 12 months. Of those respondents, 31 percent will do exterior work, while 18 percent will take on an interior reno project. Eleven percent intend to do both exterior and interior renovations in the year ahead.

People will be doing it themselves in the majority of cases, with 69 percent saying they’ll do exterior renovations themselves, and 58 percent saying they’ll do interior work on their own.

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In a letter in an online forum for Ace dealers, Tally gave a little more information about his decision. He insists he was committed to the business, but costs kept mounting. The cost of occupancy alone at the store was “well over” $300,000 per year. He further insists that liquidating was a measure of last resort. “We went into this for the long haul. We bought the house behind our store. We will lose money when we sell it.” His comments on the website, he added, were vetted by his lawyer.

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The researcher also foresees faster growth for such “green” products as water-saving plumbing fixtures and energy-efficient electrical items. Freedonia expects demand for such products to increase by double-digit annual rates over the next five years. Freedonia also believes that the greatest gainer could end up being floor coverings made from renewable resources, such as bamboo.

The same could be true for concrete made from recycled materials, whose demand Freedonia expects to increase by 8.4 percent per year, to $14.3 billion in 2013.

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MONTMAGNY & DRUMMONDVILLE, Que. — Mercier Wood Flooring has been registered as compliant with the International Standard ISO 9001:2000. Founded in 1980 in Montmagny, Mercier is a hardwood floor designer and manufacturer that has grown by developing leading-edge technological processes. The company has 230 employees.

BENTONVILLE, Ark. — Wal-Mart is revamping much of its product line under its Great Value house brand. The private label will benefit from a reformulation of hundreds of grocery and household products as the giant retailer looks for more ways to capture consumer dollars during the downturn.

CHANDIGARH, India — Moen India will open two more faucet boutiques in the coming months. The two stores are in Bangalore and Mumbai, which will join 15 other cities in the country that now feature Moen outlets.

LONDON — Sales by the U.K. retail group Argos fell 1.6 percent, and its home improvement subsidiary, Homebase, suffered a 10.2 percent drop in sales for the first two months of the year.

TORONTO — Loblaw Companies Ltd., the giant Canadian grocery chain, has launched a line of cosmetics under its “Joe Fresh” label. The “collection of stylish and well-priced” cosmetics is called Joe Fresh Beauty and will be available this month in more than 250 stores across Canada.

HARDLINES Quarterly Report 1Q

* How many new home enhancement store formats were introduced to Canada last year?

* How many buying groups disappeared last year?

* What one thing are RONA, Canadian Tire and Home Depot all doing to compete with independents?

* Where is Home Depot quietly offering a new at-home service through its stores?

PEOPLE ON THE MOVE

During his 52 years with the company, Davidson helped build Guardian into one of the world’s largest manufacturers and distributors of float glass and glass insulation products. Along the way, Guardian acquired the employee-owned distributor Builder Marts of America in 1989 and the national distributor Cameron Ashley Building Products in 2000.

Guardian filed for bankruptcy protection in 1957, two years after he became the company’s president. (It emerged from Chapter 11 in 1960.) But he took the company public in 1968, and its shares began trading on the New York Stock Exchange five years later. Davidson oversaw the global expansion of a company that now has 19,000 employees in 21 countries.

Davidson’s interests beyond his manufacturing businesses included his ownership of the Detroit Pistons professional basketball team. (Davidson was inducted into the NBA’s Hall of Fame last September.) He also owned the Detroit Shock in the WNBA and until last year owned the Tampa Bay Lightning professional hockey team.

As a philanthropist, Davidson reportedly gave away more than $80 million of his wealth. Recipients included the University of Michigan, where he was one of its largest donors. Today, the centerpiece of the college’s new Ross School of Business facility bears his name: The Davidson Winter Garden.

To place a listing in our “People on the Move” section, please send me the information, including the person’s name, title and contact email or phone number, if desired at mike@hardlines.ca. We reserve the right to edit items for length.—Michael

ECONOMIC INDICATORS

Wholesale sales declined 4.2 percent to $41.1 billion in current dollars in January. Lower activity in the automotive products sector was a major factor behind the decrease. Excluding the automotive products sector, which fell 22.9 percent, wholesale sales fell only 0.9 percent. However, the building materials sector was down by 6.2 percent. (Stats Canada)

Manufacturing sales decreased 5.4 percent to $41.7 billion in January, falling to the lowest level in almost 10 years. The auto industries, particularly in Ontario, reported record decreases during the month. Excluding motor vehicles, parts, and accessories, manufacturing sales decreased by a more moderate 1.2 percent compared with December. (Stats Canada)

For more information and to register, contact Don Droesch at ddroesch@cox.net.

Well-spoken, energetic, confident, and personable, the type of person on whom your customers and employees will rely. Click here to download this resumé

A seasoned veteran with a wealth of experience, on the front lines of Retailing. Personable, energetic and dedicated to providing Exceptional Customer Service. Click here to download this resumé

A sales leader experienced in coaching, managing and developing sales teams. Click here to download this resumé

A high energy, results oriented, hands on sales professional with proven successes. A leader and team player , able to get the job done. Click here to download this resumé 

A problem solving Sales and Marketing Manager with over 25 Years of marketing, sales and communication experience with major retail, industrial and automotive accounts in Canada. Click here to download this resumé

LBM and home improvement industry specialist looking for a position that he can add value to the corporation or buying group. Click here to download this resumé

Accomplished strategic marketing management professional and team leader who leverages strong interpersonal skills, flexibility and teamwork to achieve business objectives. Click here to download this resumé  

A Senior Marketing Professional with extensive experience in the non-food CPG industry, focusing on product and channel management.. Click here to download this resumé

I am an accomplished sales professional and solution-oriented person who thrives in challenging, fast paced environments where my performance directly impacts the bottom line. Click here to download this resumé

Experienced Sales Accounts Manager – Senior Buyer with 20 years of knowledge and contacts in the building supply industry. Click here to download this resumé

Seasoned Territory Manager – skilled in building and maintaining customer relationships in the retail building supply channel and industrial tooling & consumables sector. Click here to download this resumé

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• Can-Save wants to “take back the business”
• Lowe’s confirms Calgary location
• UFA acquires U.S. sporting goods outlets
• Conference Board predicts drop in construction profits
• Asian factories converge at Cologne fair
• European vendors get tips on North American market
• Lowe’s and Home Depot assert their positions in down market
• Executive search firm expands U.S. capability
• Ace Hardware reports financial results
• Our Classified Ads

“The weather for catching fish is that weather, and no other, in which fish are caught.” —(William Hume Blake, Canadian author, 1861-1924)

Cully and Larry Koza, the brothers who own Can-Save, want dealers to “take back the business”. That’s the mantra they preached at last month’s Canadian Home Improvement Show, where they had a strong presence featuring their programs for kitchen cabinets, doors and windows, and trim. Can-Save is focusing on bundling its products and programs so dealers can effectively provide these specialties right in their own stores.

According to Can-Save President Dan McArthur, the proliferation of specialty shops, in everything from kitchen and bath to roofing and closet organization, can eat into the business of traditional dealers. But dealers are the point of first contact for home building and renovations. Why, he asks, should the finish work go to somewhere else?

“If someone is doing a reno at home or new construction, it all starts with the lumber package,” McArthur says.

(Can-Save’s Summer Buying Expo will be held this year in Barrie on May 28.)

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ORLANDO, Fla. — Executives from Lowe’s Cos., speaking here at the Raymond James 30th Annual Institutional Investors Conference, confirmed their plans to open a store in Calgary in fiscal 2010 (Subscribers to our sister publication, HQR , already knew this, of course, three months ago! —Your irrepressible Editor). “We still think there are opportunities for 100-plus stores in Canada,” said Larry Stone, vice-president and COO. He added that “it might be five or six years before we get there.”

The company, which has 11 stores in this country, plans to open at least three more — all still in Ontario — by September. They’ll be in South Oshawa, North Scarborough, and West Scarborough . Three Lowe’s stores have already been opened this year, all in January (i.e., in Lowe’s fiscal 2008 year): Whitby, Windsor, and Barrie.

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“UFA is advancing a deliberate and controlled diversification strategy,” says Dallas Thorsteinson, UFA president and CEO. “The specific Sportsman’s Warehouse locations we have acquired fit perfectly with our outdoor-adventure marketing and long-term financial strategies.”

In 2008, UFA acquired Wholesale Sports, a leading Western Canadian outdoor outfitters’ chain with seven locations from Winnipeg to Kamloops, B.C. The new U.S. stores will operate as part of UFA’s outdoor adventure division.

Of the remaining Sportsman’s Warehouse stores, 23 are being closed, while the owners look for ways to keep the remaining 29 outlets open.Though Thorsteinson won’t comment on the viability of the remaining Sportsman’s Warehouse stores, he is confident of the prospects for UFA’s latest acquisitions. “We are certain the acquisition of these specific locations is good news for the growth and sustainability of UFA.”

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Residential construction industry revenue growth is expected to fall drastically this year, recording its largest decline since 1995. A small price drop is expected to contribute to the fall in industry revenues, but the primary cause will be the decline in housing starts.

With consumer confidence at levels not seen since the 1982 and 1990-1 recessions, consumers are postponing expenses such as undertaking renovations or buying a home. As well, the tighter credit conditions are further dampening new home demand. Residential construction profits will drop to $3.2 billion in 2009 and are expected to fall further in 2010 to below $3 billion.

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COLOGNE, Germany — The third edition of Europe’s major Asian sourcing fair, Asia Pacific Sourcing, concluded last week in this city on the banks of the Rhine. More than 400 exhibitors from 10 countries were on hand to showcase a vast range of goods and services, including tools, locks and fittings, do-it-yourself supplies, hardware, and garden furniture and tools.

The show spanned more than 300,000 square feet and drew an estimated 5,300 visitors from 60 countries. In addition, 700 trade fair guests attended the event at the invitation of Koelnmesse, despite the difficult economic situation hanging over most of Europe.

The idea behind the show is to bring Asian factories to the European marketplace, allowing key buyers and agents to source out new lines and uncover innovative products without making a trip to the Far East. They included many of Europe’s top DIY/home improvement retailers, such as Bauhaus, Praktiker, Obi, Hornbach, Zeus, and Home Depot, along with buyers from major hypermarket chains such as Metro, Rewe, Kaufland, and Plus.

“The exhibitors and visitors at Asia-Pacific Sourcing have taken the opportunity once again this year to work towards their successful future with new, global business,” said Oliver P. Kuhrt, executive vice-president of Koelnmesse GmbH.

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The seminar was an introductory session for European vendors who wish to participate in Hardlines’ next Gateway to the Americas program, which will be held again in tandem with the Hardlines Conference, Oct. 21-23 in Toronto. (For more information contact Bevely Allen at 416-489-3396 or bev@hardlines.ca )

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Ellison may have been responding to a piece in Barron’s magazine that considered Lowe’s stock a better buy than Home Depot right now, based on its forecast earnings, market value per retail square foot, and cash flow.

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Wolf Gugler & Associates offers executive recruitment and management appraisal services for both large and entrepreneurial retailers and their suppliers throughout North America and the Caribbean, with offices in Canada and the U.S.(www.wolfgugler.com)

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Ace activated 117 new stores and cancelled 242 stores in fiscal 2008, bringing the total store count to 4,581 at the end of 2008, as compared to 4,706 for the prior year.  On a category basis, domestic sales were negatively impacted by declines in the tools, plumbing and paint categories and were partially offset by a sales increase in the lawn and garden category.

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LAS VEGAS — At the opening of its Spring Convention here on March 3, Ace Hardware executives shared information on the current financial state of the co-op and detailed its go-forward Vision 21 retail initiatives. The three Vision 21 categories now include Vision 21, Vision 21 Gold and Vision 21 Platinum. While details of the distinctions between the levels are forthcoming, Griffith said that retailers achieving gold and platinum levels will be recognized and honored as some of the best hardware stores in America. “In these tough economic times, being the best we can be is important, and Vision 21 performance will ensure that your customers still think of you as their shopping choice,” he says.

BENTONVILLE, Ark. — Wal-Mart Stores reported strong sales figures for the four-week period ending Feb. 27. Net sales increased from $29.2 billion to $30 billion compared to last year. For February, overall Wal-Mart U.S. net sales increased by 8.1 percent. Considering the lower gas prices and fuel costs, same-store sales for Wal-Mart have increased by 5.1 percent. Wal-Mart is expected to be one of the few companies that will expand business during this tough economy.

STOCKTON , Calif. — Looks like Home Depot is getting serious about customer service. A report from Fox40 News in this California community tells of a greeter who meets customers as they come into the local Home Depot. And the aisles are staffed with service associates during peak hours of 9 a.m.-6 p.m. No word yet on whether we’ll see the same in Canada.

FEDERAL WAY, Wash. — The forest products giant Weyerhaeuser Co. disclosed that it would indefinitely close several mills that produce iLevel-branded veneer and engineered wood products. The mills are located in Evergreen, Ala., and Dodson and Simsboro, La. A mill in Chavies, Ky., which makes its TimberStrand-branded product, is also being shuttered. Weyerhaeuser will also permanently close iLevel service centres in Albuquerque, N.M.; Cincinnati and Columbus, Ohio; and Las Vegas and Reno, Nev. Nearly 500 employees at these nine locations are affected by the cutbacks.

LONDON — Wolseley plc, the giant building products distributor, is trying to find a buyer or joint-venture partner for Stock Building Supply, Wolseley’s pro dealer business unit in the United States. If it can’t find an investor, Wolseley is committed to exiting Stock’s business by Aug. 1.

CHICAGO — Grainger, the facilities maintenance products supplier, reported a 10 percent sales decline for February, primarily the result of weak customer demand. Sales were further affected negtively by approximately 2 percentage points due to foreign exchange. While the Grainger business was down 9 percent, the Acklands-Grainger (Canada) division was down by 19 percent.

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• Home Hardware CEO shares outlook
• Business conditions erode in fourth quarter
• Home Depot reveals strategies for surviving 2009
• Home Hardware recruits celebrity chef Anna Olson
• Quebec retail sales increase in 2008
• Vise-Grip saves life on battlefield
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Today, Home Hardware’s dealers are located mainly in smaller, secondary and rural markets across Canada. These regions, he says, are less vulnerable to highs and lows of urban markets, especially Toronto and Montreal, which are impacted by the falling markets and dropping stock market. What is also helping independents in these communities is the rising cost of gasoline, which discourages long drives to go shopping, keeping people close to home; and the increased attention to repairs and renovations, in lieu of major expenditures.

“There’s a lot of stamina in the industry,” he noted.

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Home Depot generates about 10 percent of its annual revenue outside of the U.S., said company CFO Carol Tomé. Six of the 12 store openings announced will be international, including three in Canada.

During the teleconference, Blake and other officers identified areas where Home Depot has to do better this year:

• The company needs to improve its supply chain. In January, the company has opened its fifth regional distribution center, in Allentown, Pa., and by the end of 2009 its RDCs will handle product for more than 1,000 of its stores. By 2010, all of its stores will be served by RDCs.

• It needs to improve its merchandising tools. While every department reported negative same-store sales growth last year, the company managed to hold the line on its gross margins, which Craig Menear, Home Depot’s executive vice president of merchandising, attributes in part to Depot’s “portfolio” strategy, where it is trying to capture project sales. (The company has some work to do here, as customer transactions over $500 fell by double-digit percentages last year.) Home Depot also returned to what was once its calling card: everyday low prices as opposed to promotional pricing. And while the company scaled back its inventory, its in-stock position in 2008 was the strongest in five years, said Blake.

• It needs to continue to improve its customer service and in-store processes. Blake said that Home Depot invested $250 million last year in increasing manpower hours in its stores and improving its associates’ efficiency.

• Home Depot also installed a new SAP computer system into its Canadian operations, and will evaluate that system this year to see whether to expand it to its American operations.

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Home Hardware’s product assortment ranges from small to large appliances and includes cooking accessories and decor items. Home plans to leverage the exclusive relationship in advertising, fliers, promotions, POP materials and its in-store magazine.

“Creating a warm and inviting kitchen is like building a home. Everyone has a vision of what they want, but most of us need advice to pull it together — which appliances to choose and how to care for them,” says Olson. “That’s why I am excited to partner with Home Hardware. Home Hardware dealers and staff are equipped with the knowledge and products to help anyone create an inspired living space.”

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Personal disposable income increased from $24,505 in 2007 to $25,560 in 2008 in Quebec. The personal disposable income of Canadians was $28,511 in 2008. The gap in disposable income between Quebec and Canada grew to -10.4 percent, from -9.2 percent in 2007.

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TORONTO — Sears Canada Inc. has introduced a new service, “Sears Certified Real Estate Services”, that will tie the buying or selling of a home in the Greater Toronto Area with Sears gift cards. Anyone who uses a Sears agent for their purchase or sale can earn 0.6 percent of the home’s selling price in the form of Sears gift cards. For example, on a $350,000 home, the rewards would equal $2,100 in gift cards.

CHICAGO — True Value Company reported revenue of $2.01 billion for the year ending Jan. 3, a decrease of 1.4 percent, or $27.9 million, compared to $2.04 billion for the prior year. Same-store sales were down 2.1 percent during fiscal 2008.

OAK BROOK , Ill. — Ace Hardware Corp.’s 2008 year-end results included sales of $3.86 billion, down 2.7 percent from 2007. Profits for 2008 totaled $85.8 million, a decrease of 1.3 percent from the previous year’s net income. Total operating expenses for 2008 came in $11 million less than 2007 figures and $25 million less than 2006.

PORTLAND , Ore. — Louisiana Pacific, a leading supplier of OSB and other engineered wood products, reported a 19.2 percent decline in net sales, to $1.38 billion, in 2008, during which it lost $578.8 million, compared to a net loss of $179.9 million in 2007.

STOCKHOLM — Apparel retailer H&M is quietly rolling out sales of home décor products to customers in Europe. Products such as curtains, towels, and pillows are so far available in Scandinavia , Germany, Finland, Austria and the Netherlands, but only through online and catalogue sales.

ISSAQUAH , Wash. — Costco Wholesale Corp. reported net sales for the second quarter of $16.49 billion, down one percent from $16.62 billion during the second quarter of fiscal 2008. Net sales for the first half of fiscal 2009 increased one percent, to $32.52 billion. Same-store sales for the second quarter were down by 3 percent. Net income for the second quarter was $239.7 million, down from $327.9 million. Net income for the year to date was $502.2 million, compared with $589.8 million.

DES MOINES, Iowa — Meredith Corp., a media and marketing company, has reached a multi-year agreement with Wal-Mart Canada Corp. to launch a line of home and garden products based on the Better Homes and Gardens brand. Wal-Mart Canada will work with the Better Homes and Gardens creative staff to design products, eventually including bedding and bath accessories, dinnerware, and kitchen textiles, that will be available by this fall. A similar deal has been rolled out already in Wal-Mart stores in the U.S.

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• Lowe’s to take over Sam’s Clubs in Ontario
• Home Depot reports fourth-quarter loss
• Home Hardware forms strategic alliance with Toyota
• Sales strong at Atlantic show despite bad weather
• Positive outlook pervades Orgill show
• U.S. home sales and prices plummet in January
• NHS to host Black & Decker “seasonal outdoor store”
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Three Lowe’s stores have already been opened this year, all in January (i.e., in Lowe’s fiscal 2008 year): Whitby, Windsor, and Barrie, bringing the total number of Lowe’s stores in Canada to 11.

The Sam’s Club outlets, meanwhile, never appeared to really take off with Canadian consumers, where Costco is firmly entrenched. When the format was introduced to Canada five years ago, with much fanfare by Wal-Mart Canada, the company at the time announced plans for up to 60 such stores. However, it never expanded beyond the initial six.

“Despite our best efforts and the commendable work of our Sam’s Club associates, our six Clubs have not met our expectations,” said David Cheesewright, president and CEO of Wal-Mart Canada. About 1,200 jobs will be affected.

Wal-Mart will focus its further Canadian expansion on its supercentre format, which combines the traditional Wal-Mart offerings with fresh groceries. The company has plans to relocate or refit existing stores, and open new ones, this year for a total of 26 more supercentres this year in Canada. This will bring the number of Canadian supercentres to 82 and Wal-Mart Canada’s overall store count to 316.

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For one thing, the quarter had one fewer reporting week than in 2007. Second, during the fourth quarter the company announced that it was closing 34 Expo Design Centers, five Yardbirds outlets, and two design centers. To cover the costs of those closings, it took a $387 million pretax charge. There was residual impact in the quarter from a $564 million charge that Home Depot took earlier this year to cover both the closing of 15 warehouse home centers and the removal of 50 more locations from its future new-store opening pipeline.

In the fourth quarter, Home Depot also wrote down $163 million, or 50 percent, of its 12.5 percent stake in HD Supply, a business that Depot sold off in 2007. Settling a dispute related to that sale resulted in a $52 million loss from discontinued operations.

For fiscal 2008, Home Depot generated $71.29 billion, or 7.8 percent less than in fiscal 2007, with same-store sales off by 8.7 percent. The company’s earnings for the year were down 48.6 percent to $2.26 billion. For the year, its discontinued operations contributed $927 million in revenue, but also recorded an operating loss of $43 million.

During fiscal 2008, the company’s stores transacted 4.8 percent fewer sales than in fiscal 2007 and the average ticket of those sales fell by 3.3 percent to $55.61, although some of that decline might be attributable to a new competitive pricing strategy that Home Depot put in place late last year.

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Toyota Canada supports more than 300 dealerships across Canada, with its head office in Scarborough, Ont., and regional offices in Vancouver, Halifax, Montreal and Calgary.

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His optimism was shared by a number of the exhibitors, many of whom were there for the first time. While some felt traffic was down, those companies selling commodities, and rep houses with a range of lines, reported favourable response — and healthy sales.

The show featured, for the first time, a breakfast meeting that featured Paul Straus of Home Hardware, Robert Dutton of RONA, Castle’s Ken Jenkins, and Tim Urquhart of TIM-BR MART. Each industry leader offered insights into the direction of the Canadian — and Atlantic — economy, including some good news, for the independents in the packed room.

For example, Jenkins from Castle limned the evolution of consumer spending, noting that vacations, furniture, electronics and other non-essentials would suffer in today’s economic climate. “However, when a window breaks or a roof leaks, [consumers] will spend.”

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Beal also reported that both registrations for the Spring Dealer Market and sales during the market were up over Orgill’s Fall Dealer Market held in Chicago last August. “All in all, this registered as our third-largest Dealer Market of all time,” said Beal. “Considering that we were unsure about what to expect given the current economic conditions, we were very pleased with the event.”

Another highlight of the three-day buying show was the number of retail prospects on hand during the event, said Beal. “We had 188 prospective customers attend the show from all over the country and we got a lot of positive feedback from this group as well.” Many of those prospects were Canadians, including McDiarmid Lumber in Winnipeg, Preston Hardware from Ottawa, Vineland Hardware from Ontario’s Niagara region, and representatives from Castle Building Centres.

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TORONTO — Sears Canada Inc. had total revenues for the year ended Jan. 31, 2009 of $5.73 billion, down 1.9% from $5.85 billion in fiscal 2007. Same-store sales decreased 1.6% for the year. Net earnings decreased 5.1% to $288.6 million, from $304.2 million. For the fourth quarter, sales were down 5.8% to $1.62 billion and same-store sales fell by 6.2%. Profits for the fourth quarter were down 19.7% to $95.5 million.

OAK BROOK, Ill. — Ace Hardware Corp., which has dealer-members in more than 60 countries worldwide, will add one more nation to its list this year when it extends its brand to stores in the North African nation of Libya. Ace has signed a licensing agreement with Technology Corner, a consulting and franchising company in Libya. Technology Corner will develop the Ace brand through Libya, and has agreed to open six Ace-named stores over the next decade. The outlets will reportedly be Libya’s first freestanding hardware stores. Mel Gregory, Ace’s International regional director, added that this franchise agreement has been in the works since November 2007. “We’ve had a lot of interest in the Mediterranean, so we’re excited to bring Libya into the fold.”

TORONTO — IKEA, through its corporate philanthropy arm, IKEA Social Initiative, is further expanding its support for children with a $48 million donation for UNICEF programs in India. This most recent donation will support UNICEF programs aimed at improving the health and survival of tens of millions of women and children in some of India’s most deprived areas. UNICEF also announced that, with this donation, IKEA Social Initiative has become the agency’s biggest corporate partner, with total commitments of more than $180 million from 2000 to 2015.

BENTONVILLE, Ark. — Wal-Mart saw its profits for the fourth quarter fall 7.4 percent to $3.79 billion. Sales for the period, however, were up, reaching $109.12 billion from $107.34 billion. Same-store sales rose 2.8 per cent in the quarter.

DALLAS — Former President George W. Bush recently visited Elliott’s Hardware to pick up a few items and joked that he was looking for a job. Earlier last month, Kyle Walters, president and CEO of Elliott’s Hardware, had written a letter that was published in a Dallas newspaper offering Bush a job as a store greeter. Bush jokingly said that he was “looking for a job” when he visited the store, but ended up buying batteries, flashlights and WD-40, the store said in a news release. Bush has not accepted the position. “We are thrilled Mr. Bush was able to stop and get a few items for his new home,” says Andrea Bond, a spokeswoman for Elliott’s Hardware.

DALLAS — The pro dealer Builders FirstSource continued to suffer from a weakened housing market in 2008, during which it reported a net loss of $139.5 million, on top of the $23.8 million it lost in 2007. The company’s revenue fell last year by 32.4 percent to $1.03 billion. During its fourth quarter, which ended Dec. 31, 2008, Builders FirstSource generated $201.3 million, or 30.6 percent less than the same quarter a year earlier. During that period, the company lost $58.9 million, vs. a $20.4 million loss in the fourth quarter of 2007.

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The annualized rate of new-home sales in the U.S. in January was 309,000 units, or 48 percent below the same month a year earlier. The median price of a new home, at $201,100, was the lowest it’s been since December 2003. (Commerce Dept.)

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• RONA’s sales up on acquisitions and strength of affiliate stores
• Sales up, profits down for Canadian Tire
• Lowe’s profit in 2008 falls by nearly 22 percent
• Housing will continue to slow in 2009
• Cologne Fairs teams up with Indian show
• Taiga reports y-t-d sales drop
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“Let thy words be few.” —Ecclesiastes, 5:2

Operating income (EBITDA), including unusual items, stood at $377.1 million for fiscal 2008, down from $400.2 million in 2007. In 2008, unusual items of $16.0 million ($11.0 million after tax) were recorded for the cost of store closures and cancellation of future commitments for new stores.

This change is explainable primarily as a result of downward pressure on sales in the construction and renovation industry attributable to the drop in consumer confidence. That pressure was felt especially in the fourth quarter, when same-store sales fell by 1.4 percent, due in large part to deflation of timber products. Profits dipped, to $25.7 million or 22 cents per diluted share, from $30.5 million in 2007, or 26 cents per share, in 4Q 2007. However, consolidated sales climbed to $1.12 billion, up 3.5 percent from the $1.09 billion recorded in 2007.

The company’s strongest markets in the fourth quarter were Quebec, the Prairies, and Atlantic Canada.

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During the year, Canadian Tire completed 36 Concept 20/20 projects in 2008, launched its new Smart store format in Welland and Orleans, Ont., and opened four of its new “Small Market” stores.

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During a teleconference on Friday, Lowe’s CEO Robert Niblock acknowledged that unemployment, consumer confidence, a bad housing market, and consumer spending were all factors that hurt Lowe’s last year and would continue to do so in 2009. The company’s installed sales business incurred 6 percent negative comp-store growth for the year, and special orders were down 10 percent.  Cabinets, countertops and flooring, which alone contribute 17 percent of Lowe’s annual sales, suffered double-digit negative comps. Customer transactions fell by 4.2 percent and the average ticket sale was off 3.1 percent.

Still, Niblock pointed to some bright spots, mostly in the area of expense control. For example, Lowe’s store count and square footage over the past two years have risen 19 percent even as the company imposed a corporate hiring freeze during that period and left open 400 positions. In 2009, Lowe’s is freezing salaries for all of its vice presidents.

Lowe’s intends to open between 60 and 70 stores in 2009, including five in Canada and two in Mexico.

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For 2010, starts are forecast to reach about 163,350.

“The new home market is moderating due to a number of key factors,” says Bob Dugan, Chief Economist for CMHC. “The economic downturn will result in a decrease in demand for home ownership leading to a decline in housing starts and existing home sales in 2009. Housing market activity will begin to strengthen as the Canadian economy rebounds in 2010 and the level of housing starts over the forecast period will be more in line with demographic fundamentals.”

Existing home sales, as measured by the Multiple Listing Service, are expected to decline 14.6 percent during 2009 to 370,500 units. In 2010 the level existing home sales is expected to increase by 9.3 per cent to 405,000 units. Prices for homes are expected to keep falling through this year, as well. Average prices are forecast to be $287,900 for 2009, a decline of 5.2 per cent, while 2010 will see little change from 2009 average prices.

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With the India International Hardware Show, Koelnmesse is spreading its expertise in tools and all its related segments across the world. In addition to the International Hardware Fair, Koelnmesse became involved in a strategic partnership last year with Ferroforma, Bilbao, (March 25-28, 2009) and together with the China National Hardware Association, Koelnmesse also organizes the China International Hardware Show in Shanghai (Sept. 18-20, 2009). For more info, go to: www.hardwareshowindia.com.

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In addition, the Company will be launching a $10 million rights offering, in which shareholders wills have the ability to participate and at least maintain their current equity stake at a discounted offering price through the basic and additional subscription privilege.

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TOLEDO, Ohio — Owens Corning reported a $839 million net loss for the year ended December 31, 2008, compared to a $96 million gain for the same period a year ago. OC’s revenue last year rose by 17.5 percent to $5.8 billion, and a bigger piece of that came from countries outside of the United States, which contributed 38 percent of the company’s sales in 2008, versus 31 percent in 2007 and 22 percent in 2006.

HOFFMAN ESTATES, Ill. — Sears Holdings, the parent of retail giants Sears and Kmart, has launched a new Web site that allows homeowners, not only to hire remodelers and contractors, but to have some say about what they will pay for those services. ServiceLine.com is a wholly owned subsidiary that Sears Holdings has been working on for more than a year. During that period, the corporation has put together its network of thousands of service providers that include basic handymen to home electronics pros, plumbers and electricians. Sears has done criminal, vehicle and civil background checks on all providers in its network.

ATLANTA — Blue Linx, the giant building products distributor, has announced a three-year agreement to be the exclusive distributor of Georgia-Pacific’s GP LAM laminated veneer lumber, Wood I Beam joists, and FiberStrong rim board engineered lumber in the United States and Canada.

EIGHTY-FOUR, Pa. — 84 Lumber confirmed that it is continuing to close stores throughout the U.S. in an attempt to consolidate its operations. Jeff Nobers, the company’s vice-president – marketing and public relations, confirmed that 84 Lumber closed units in Bolivar, Mo., West Jordan, Utah; Lynchburg, Va.; Ocala, Fla.; Shelbyville, Ky.; Pocomoke City, Md.; Mt. Hope, W.Va.; New Oxford, Pa. and Circleville, Ohio.

TEMISCAMING, Ont. — Forest products company Tembec has announced a series of initiatives aimed at reducing costs. These include: cutting about 100 jobs, through a combination of terminations, layoffs and retirements; a salary freeze for 2009 affecting management and staff personnel; reduced travel and related expenses; and a review of Tembec’s participation in all associations and research institutes.

BENTONVILLE, Ark. — Will hardware be next? Wal-Mart is reintroducing its “Great Value” line of food. The private label will hit store shelves in March. The aim of the brand will be to save money for consumers, putting increased pressure on national brands to stay value-priced. Private-label grocery sales in the U.S. grew by 10 percent last year, according to research by ACNielsen.

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• Exclusive interview: Home Hardware CEO Paul Straus
• Dealers turn out in strength for LBMAO show
• RONA continues upgrading existing stores
• Training means learning how to close the sale
• Home Depot International buyer will give tips
• Successful independents have Home Depot and Lowe’s thinking small
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—Dale Carnegie (American writer and self-improvement pioneer, 1888-1955)

One area which did not grow is the lumber side of the business. LBM dealers, impacted by continued deflation of lumber and some commodity products, fell short of their target, he admits. But strong product and service areas in other departments continued to drive total sales.

One of the key factors that attracts customers to Home Hardware stores, he adds, is the experience and knowledge of the dealers and their staff. “At Home Hardware we know that the greatest product we can offer our customers is the expertise of our dealers and staff,” said Straus.

“Our stores have always been known for service and our research shows consumers get better service from independents than they do from big boxes.”

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From the dealer side, turnout was strong by most of the groups, including Castle, Home Hardware, TIM-BR MART and TORBSA. Though final numbers weren’t available at press time, anecdotal information indicated that attendance was up over last year. Even Lowe’s Canada was there — buyers spotted walking the show included the building materials buyer and the buyer for rough electrical.

The show is also a forum for the groups to wave their own flag. As recruitment efforts heat up by all the retail groups, everyone from RONA and Home Hardware to Groupe BMR and Castle had a strong presence, with booths of their own and their people walking the show.

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RONA has 16 Réno-Dépôt stores, all of which are in the province of Quebec only. RONA is focusing on upgrading existing stores as new-store development slows this year.
(A full description of RONA’s big box strategy — along with Lowe’s Canada and Home Depot Canada — is in the 4Q 2008 edition of our sister publication, “Hardlines Quarterly Report”.—your ever-helpful Editor

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He was one of the speakers at the first-ever Johns Manville Hardlines Conference, held in conjunction with CHIS.

He suggested that staff be regarded, not just as a variable cost, but as an investment that will grow with proper training and tools. “Some dealers invest more in their trucks than they do in their people. Yet their people can directly affect your sales, your profitability, and the way you go to market.”

In a slower economy, cuts often have to be made to staff. Tratensek encouraged the dealers to evaluate carefully the strengths and weaknesses of each employee. If a weakness can’t be fixed, then some tough decisions have to be made. Then, with the team that’s in place, provide them with employee training and product knowledge training to empower them to do their job better.

Tratensek offered one final suggestion: “Train staff to close the sale.” How many times has someone explained in detail how to identify the features of one tool over another, to perform a repair, or to do a project, only to have the customer go price-shopping in a competitor’s store?

“If they don’t ask for the sale and do the proper close, that sale can walk out the door.”

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Massimiliano Zampella, European sourcing manager for Home Depot, will provide information on his company, Home Depot International, and explain how vendors can ready themselves for doing business with the world’s largest DIY retailer.

European vendors eager to crack the big retailers in North America will learn how to make first contact with their Canadian divisions. CSA International will provide tips on compliance with North American standards. The workshop will end with an explanation of the general regulations regarding purchasing and delivery conditions in North America, and concrete tips on how to take the next steps in making contacts with foreign sales channels. The workshop will take place March 2 from 9:00 a.m. to 12:00 noon in the Congress Centre East, Room 1 and 2.

Participation in this English-language event costs €99.

Further information and registration, contact: Beverly Allen, Hardlines, bev@hardlines.ca; 01.416.489.3396; or Sascha Stuckmann at the Canadian German Chamber of Commerce and Industry in Toronto: sascha.stuckmann@germanchamber.ca; 01.416.598.7079

Register online for Asia Pacific Sourcing and avoid the €70 admission: www.asia-pacificsourcing.com/thefair/admission_tickets_catalogue.php.

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BURLINGTON, Ont. — Ikea Canada conducted a survey of Canadian homeowners to gauge consumer attitudes toward the new Home Renovation Tax Credit (HRTC). According to the findings, 73% of Canadian homeowners believe that the HRTC will positively impact the economy, and 64% of respondents are planning to renovate at least one room in 2009. The kitchen and bathroom are the two most popular rooms.

MOORESVILLE , N.C. — Lowe’s Cos. has disclosed that it is revising its compensation policy for executives. Its board of directors has approved a measure that will allow Lowe’s, the industry’s second-largest dealer, to recover compensation based on performance if it determines that the executive who received it had engaged in fraud, intentional misconduct, or had done something that “substantially” caused the company to make a “significant” restatement in its financial results.

SURREY, U.K. — B&Q is celebrating the opening of its greenest ever store this week, at New Malden, Surrey. The 159,000-sq.ft. store will be at least 50% more efficient in its carbon emissions than the rest of the chain’s stores through innovative developments such as the biggest single wind turbine on a building and 108 underground bore holes, 100 metres deep which heat and cool the store with energy from the earth. The store will become the latest benchmark for meeting B&Q’s objective of a zero carbon store by 2012. Kingfisher’s DIY chain B&Q, recently announced it would cut 40 positions at head office. Areas such as real estate and HR were to get hit hardest.

ATLANTA — Home Depot announced plans to open its newly built 600,000-square-foot distribution centre in Birmingham, Ala., later this year. Once opened, the centre will employ several hundred people and serve more than 100 Home Depots in Alabama and the surrounding states. The distribution centre was completed in less than a year.

CHICAGO — Industrial wholesaler W.W. Grainger reported a 9% sales drop in January, primarily the result of weakened demand across all customer end-markets and regions and fluctuations in currency with regard to its Canadian Acklands-Grainger division. The company has also launched its 2009 catalogue, with 240,000 products listed, an increase of 64,000 over last year’s catalogue. Grainger is also enjoying a promotional partnership with the Discovery Channel’s TV series, “Dirty Jobs”. In fact, Mike Rowe, creator, executive producer and host of “Dirty Jobs”, is featured on the catalogue’s cover. Grainger had 2008 sales of $6.9 billion.

Successful independents have Home Depot and Lowe’s thinking small

Lowe’s is looking to improve whole-project sales via an expansion of its endcap initiative. With an eye on the upcoming spring selling season, Lowe’s Deck Design Centre endcap delivers tips for design, installation and finishing touches and includes examples of decking material that span the price spectrum. It also features aspirational graphics showing finished installations.

Critical for success will be enhancements to service and knowledge levels among associates, which have lagged at Home Depot, according to TNS Retail Forward ShopperScape survey findings.

TNS Retail Forward’s Home Improvement Program identifies emerging issues, examines significant trends and analyzes primary consumer research to help you better understand the home improvement shopper. The program delivers an informed perspective on shoppers, formats, merchandising, marketing, best practices, channel forecasts, economic trends and other key factors that shape the industry. To discuss membership benefits, contact Katherine Clarke at kclarke@retailforward.com. Join TNS Retail Forward’s home improvement industry analysts for a complimentary Webinar, HOME IMPROVEMENT 2009 AND BEYOND: A NEW BLUEPRINT FOR GROWTH, on Feb. 26. To register, click here.

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ECONOMIC INDICATORS

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• Lowe’s Canadian expansion continues in 2009
• “Cautious optimism” sets tone for WRLA show
• TSC Stores forms marketing partnership with Viterra
• TIM-BR MART introduces online employee training
• NRHA to host Industry Summit at National Hardware Show
• Severe ice storms catch many U.S. dealers unawares
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“An investment in knowledge always pays the best interest.”
—Benjamin Franklin (American inventor and statesman, 1706-1790)

Lowe’s opened its first three Canadian locations in December 2007 (South Brampton, Brantford and Hamilton). Four more followed a month later, then another four almost exactly a year after that, in December 2008 and January 2009, bringing the total stores in Canada to 11. Each store is 117,000 sq.ft. of retail sales space, with an adjacent garden centre of approximately 31,000 sq.ft. The cost of erecting these latest stores is around $23 million; each one creates up to 175 jobs.

With 274 big box home improvement stores in Canada at the end of 2008 (according to the latest report by our sister publication, HQR), Lowe’s enters a big-box market that is rapidly getting saturated. Home Depot Canada will open three stores this year, RONA only one big box.

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The level of activity on the show floor remained steady on day one especially, and the opening night event drew 1,000 people. Saturday night’s gala, which featured Canadian rock legend Burton Cummings and his band, the Carpet Frogs, played host to more than 700 people.

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LONDON, Ont. — TSC Stores, a chain of farm and hardware stores throughout Ontario and into Manitoba, has forged a marketing alliance with Viterra Inc., a publicly traded agri-business with operations and distribution capabilities across Western Canada, plus operations in the U.S., Japan and Singapore.

Viterra is diversified into sales and services of crop inputs and equipment, grain handling and marketing, livestock feed, agri-food processing and financial products. Viterra has strong relationships with more than 50,000 farmers in Western Canada.

The benefits of the partnership for Viterra customers include the ability of Viterra customers who already utilize that group’s financial services, through a relationship with Scotiabank, to use their Viterra financing lines when shopping at TSC Stores. In addition, TSC Stores will regularly send special offers to Viterra customers on seasonally relevant products available in TSC Stores. Viterra customers will also receive a year-end rebate ranging from 3%-5% of their total annual purchases.

Approximately 5,000 of these farmers are within 150 kilometres of TSC’s Brandon and Winkler stores in Manitoba. The first phase of the marketing partnership, which will extend throughout 2009, will focus on these Viterra customers in the Manitoba market.

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“Training is an integral part of an exceptional customer experience. When a staff member is able to answer their questions and tell them more about a product, the customer walks away happy,” said Steve Stremecki, vice-president of retail. “timbrU puts that knowledge right at the employee’s fingertips in an easy-to-navigate environment.”

As the timbrU site evolves, plans include webinar capabilities that would enable dealers and staff to watch, say, a vendor’s product launch, or work with subject matter experts reach a wide network of dealers.

Along with a yearly tuition (per store), dealers will pay student monthly fees that will grant access to all of the available information on timbrU. Vendors participating will reach a national audience with the payment of a yearly fee plus upfront publication costs (varying depending on the content to be produced). In the first two weeks after launch 20 stores have signed up.

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According to Bill Lee, NRHA’s managing director, “With the National Hardware Show widely recognized as the gathering place for the entire industry, we think it provides us with the ideal setting to share important industry research with every channel of the home improvement community.”

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BURLINGTON , Ont. — With the recently announced closing of Giant Carpet and Flooring Ltd., a chain of 12 stores in the Greater Toronto Area, another flooring company, Floor Coverings International (FCI) in Burlington, has stepped in with an offer to service any Giant customers left with unfilled orders. Jim Mathewson, owner of the FCI franchise, says he’ll provide a free consultation and match any Giant quote with an equivalent product and an additional 15% off the quote. He’ll also offer Giant customers no interest and no payments for six months.

ATLANTA — Home Depot announced two weeks ago that it will exit its EXPO business, and shutter other stores that represent its retail diversification efforts under former CEO Bob Nardelli: two Design Centers, five Yardbirds pro yards, and seven HD Bath locations, affecting a total of 7,000 people. To account for the costs related to these closings and cutbacks, Home Depot expects to take a pretax charge totaling $532 million, of which $390 million will be recognized in the fourth quarter of fiscal 2008, which concludes at the end of this month. Those charges break down this way: $379 million in fixed-asset sell offs, $80 million in severance, $53 million in closing costs and $20 million in inventory liquidations.

HOFFMAN ESTATES, Ill. — Sears Holdings laid off 300 corporate employees on January 30, which represents about 4% of the retailer’s headquarters staff. Sears also hired Timothy Kasbe as senior vice-president and chief information officer.

ISSAQUAH, Wash. — Costco Wholesale Corp. had January net sales of $5.10 billion, almost flat with $5.11 billion in the same month last year. Year-to-date net sales were $30.02 billion, up 1% from $29.64 billion during the similar period last year. Same-store sales for January were down 2%; for the year to date they were down 1%.

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At Grainger, the industrial distributor, Court Carruthers, 36, has been named to a newly created position as president of its international businesses in Canada (Acklands-Grainger Inc.), Mexico (Grainger S.A. de C.V.), and China. Carruthers’ new responsibilities include growing and improving Grainger’s international business operations, which had sales of more than $800 million in 2008. He is currently president of the company’s Canadian subsidiary, Acklands-Grainger. He joined Acklands-Grainger in 2002 as vice-president, national accounts and sales, where he has been responsible for the company’s sales strategy and operations. He was promoted to his current position in 2006.

ECONOMIC INDICATORS

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• Federal budget offers incentives for reno spending
• Layoffs, store closings at Home Depot in U.S.
• Home Depot Canada’s cuts are less drastic than U.S. parent’s
• Orgill continues to explore Canadian expansion
• RONA expands recycling efforts in-store
• Tony DiEmanuele leaves TruServ Canada
• Our Classified Ads

“Money is not the most important thing in the world. Love is. Fortunately, I love money.” —(Jackie Mason, American comedian, 1931-

A number of major home improvement retailers, including Home Hardware, RONA, and Home Depot, are all examining the new program and considering ways to offer further incentives to attract the customers seeking to capitalize on the new program.

The budget also proposes to invest $15 billion in infrastructure and social housing, including up to $500 million to accelerate infrastructure projects in small communities. These measures could spell some good news for the forestry industry in general, and for pro, commercial and industrial dealers in particular.

The federal government plans to provide more than $43 billion on programs to stimulate economic growth and job creation. However, according to a report from the Conference Board of Canada, the government expects to run a cumulative deficit of $76.5 billion over the next three years.

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Apparently, the oversized design centers were not profitable for Home Depot: during a recent teleconference with analysts, chairman and CEO Frank Blake admitted that EXPO “never reached our financial goals.” Even during the recent housing boom, EXPO “was not a strong business,” according to the company’s statement. “The EXPO business has not performed well financially and is not expected to anytime soon.” Carol Tomé, Home Depot’s CFO, said that the EXPO and other specialty stores being closed incurred a $50 million operating loss on $950 million in revenue in 2008, and were projected to lose another $80 million in 2009.

The closings will affect 5,000 employees, while another 2,000 management-level positions are being cut in an effort to streamline continuing operations. All told, the company is reducing its workforce by 2%, and 10% of its officer ranks, whose salaries have been frozen. The company stated that the cuts would not include any “customer-facing” associates.

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A few additional cuts have been made more recently, mainly at mid-manager store levels, in response to the economy and seasonality of the business. However, says Jeff Kinnaird, vice-president operations, Home Depot East, “We’re looking to hire another 5,000 associates in the stores in coming weeks and months to prepare for the spring season.”

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According to Ron Beal, president of Orgill, despite the end of the relationship with Wylie, Orgill remains very interested in Canada. “It’s the status quo in Canada, and we really haven’t put on a full-court press there.” Beal and his team are currently busy preparing for Orgill’s upcoming market in Orlando. That event is expected to draw a number of Canadian dealers and buyers, as the last Orgill show, held in August in Chicago did. There, a number of groups, most notably Castle, were strongly represented, and exhibiting vendors which were able to supply the Canadian market had red maple leafs flying in their booths.

“The valuation of the Canadian currency is a challenge for all U.S. vendors, but Orgill definitely has an opportunity in Canada,” says James Jones, vice-president national marketing for Castle.

Beal notes that existing customers in the U.S. are facing challenges. “As we know, things are tougher here.”

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The batteries will be broken down, recycled and disposed of in an ecological manner. Tool blades are also being reconditioned and offered back to consumers under the RONA ECO brand. Consumers who return used RONA ECO tool blades receive a credit applicable toward a new blade purchase. RONA says its products bearing the RONA ECO brand are much more environmentally friendly than equivalent conventional items, as they are selected based on a life-cycle analysis and a rigorous assessment process.

“Stewardship Ontario’s Do What You Can campaign is a great fit with RONA’s recent initiatives aiming at helping consumers adopt eco-responsible comportments, including the launch of RONA ECO and eco-responsible products, our participation in energy-efficiency programs, the recovery of various hazardous waste, and our new policies pertaining to wood products and pesticides,” said Claude Bernier, executive vice president, marketing and customer innovations at RONA. (Click here to see Bernier’s announcement on Hardlines TV.)

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MONTREAL — Tembec reported consolidated sales for the fourth quarter of $511 million, down from $545 million in the comparable period a year earlier. The company generated a net loss of $60 million, compared with a net loss of $60 million in 4Q 2008. Of this latest loss, $50 million was related to the loss on translation of foreign debt. Sales in the Forest Products segment decreased by $21 million, due to lower prices and volumes for lumber. Engineered wood sales declined by $9 million as a result of lower volumes, as well. The Temlam engineered wood joint venture declared bankruptcy in early September and the company ceased consolidating its 50% share of sales and costs.

BRENTWOOD, Tenn. — Tractor Supply Company, the giant retail farm and ranch store chain, saw fourth-quarter net sales increase by 10.5% to $799.5 million, from $723.3 million in the prior year’s fourth quarter. Same-store sales increased 1.3%, driven mainly by core consumable categories, including animal and pet-related products, clothing, and footwear. Net income for the quarter was $24.7 million, compared with net income of $30.0 million. For fiscal 2008, net sales increased 11.3% to $3.01 billion, from $2.70 billion; same-store sales increased 1.4%. Net income for the year was $81.9 million, down from $96.2 million. Tractor Supply opened 91 new stores and relocated one last year.

CHICAGO — Grainger, the industrial supplier, had a 7% increase in sales for the year ended Dec. 31, 2008, to $6.9 billion. Net earnings were up 13% to $475 million, from $420 million in 2007. “Grainger had another record year in 2008,” said president and CEO Jim Ryan in a release. “We were pleased with our operating performance, particularly given the challenging economic environment in the fourth quarter. Our 11.4% operating margin was an improvement of approximately 100 basis points over 2007.” Grainger’s fourth-quarter sales were $1.6 billion, a 1% decrease versus the 2007 fourth quarter.

TORONTO — Deloitte & Touche Inc., interim receiver in the bankruptcy of CPI Plastics Group and its affiliates, including CPI Plastics Group (Canada) Ltd., announced that the Ontario Superior Court of Justice issued an order approving a sales process for the business and assets of the CPI Group. The Receiver also brought a motion to the United States Bankruptcy Court for the Eastern Division of Wisconsin for an order recognizing the Canadian Order and the application of the sales process in the U.S. Offers are being sought for the assets of CPI.

LONDON — Wolseley Plc, the heating and electrical supplier, reported a 45% decline in profit for the five-month year-to-date, even though sales were up 3%. The biggest drag on results came from Wolseley U.K., facing a tough economy in that country, and from the company’s building supply business in the U.S., Stock Building Supplies. Stock’s poor performance resulted in a 16% drop in profits for that country’s operations.

MOORESVILLE, N.C. — Lowe’s, which operates 1,625 home improvement stores in the U.S. and Canada, announced it will cut 31 jobs in its real estate and accounting departments. Spokesperson Chris Ahern attributed the layoffs to the slowing economy and the downturn in the housing market.

Cologne, Germany
1-3 March, 2009
www.asia-pacificsourcing.com

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CHHMA Hall of Famers named:

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A highly qualified sales/marketing and senior buyer with over 25 years experience and a proven track record is seeking a senior management position with a growth-oriented corporation where leadership and strong communication skills will have an impact on profitability, productivity and market share.

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