Mar. 17, 2008

	Michael McLarney, President mike@hardlines.ca Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
March 17, 2008, Vol. xiv, #11

In This Issue

International Hardware Fair makes comeback after hiatus
RONA better positioned than competition, says Dutton
Smart buying will help independents in 2008
Canadians connect with European buyers
Koelnmesse acquires Spanish hardware show

“May you get to heaven half an hour before the devil knows you’re dead.”
— Irish proverb

International Hardware Fair makes comeback after hiatus

COLOGNE, GERMANY — More than 3,400 trade exhibitors arrived here from 62 countries for the latest edition of Practical World, the International Hardware Fair, March 9-12 at the giant Koelnmesse event facility on the banks of the historic Rhine.The show returned here for the first time since becoming a biannual event. Despite taking a year off, it appears to have lost little momentum, with traffic light but steady on day one, and becoming much brisker during the following two days.

The show is newly configured this year as well, with some new halls and a tighter layout than in past years. It also tried opening two halls to the public. While this strategy worked well for retailers such as OBI, which had a huge presence, response was mixed from vendors in those halls that had to contend with queries from consumers while key buyers may have been walking by. Show organizers will review this strategy for the next show in 2010.

North American presence at this year’s show was not as strong as in years past. Ten Canadian companies exhibited, while the U.S. had 85 companies on hand.

About 40 of those U.S. companies were organized in a group stand sponsored by the American Hardware Manufacturers Association. Canadians, on the other hand, had to fend for themselves, spread through various halls. They included SPG, RCR and Vancouver Tool Corp. Buyers came from Canadian Tire, Home Hardware and Groupe BMR.

U.S. buyers were light from companies such as Home Depot and Lowe’s (although the latter had senior representatives from its Global Sourcing division), while Ace Hardware had to pass due to the overlap of its own dealer show back home.

In fact, said John McGraw, president of Wolfcraft, which had a large booth in the tool hall, the buyer representation was better from Canadian customers than from the Americans. John Peters, vp of global sales for Roebic, was in the American group stand. He admitted he was concerned that buyers might overlook the show after the one-year hiatus. But, he said, his concerns were unfounded. His customers came from markets such as the Netherlands, Scandinavia and the U.K. “We’ve had a good turnout.”

Companies large and small take a long view of their involvement in the Cologne show, where European sensibilities do not make for quick business relationships. Says McGraw, “It’s an investment you have to make, and you have to look long-term for a return on that investment.”

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RONA better positioned than competition, says Dutton

TORONTO — RONA president and CEO Robert Dutton told investors at a CIBC World Markets Conference on March 5 that while the company expects to see negative same-store sales of -3% in 2008, it will fare better than Home Depot, which expects mid-to-high single-digit negative same-store sales and Lowe’s, which is forecasting same-store sales declines of 5% to 6%. RONA is also predicting slightly better gross profit margin expansion – boosted by more private label and import penetration – than Home Depot.Analysts were also told that RONA believes that there is only room for 20 big-box sites in Canada, and will focus on opening mid-size stores with footprints of between 50,000 sq. ft. and 75,000 sq. ft.

The soft market has meant that new stores, which have traditionally taken three years to achieve 15% ROI, are now taking longer than that.

The company will continue to pursue dealer recruitment and acquisition through the year, but reiterated that it would only look at profitable companies with good management.

In terms of competing with Lowe’s, RONA management says that the impact of newly-opened Lowe’s stores has been less than that of competitors opening stores near RONA locations in the past. The company also believes it has a competitive advantage over Lowe’s because it carries more in-stock inventory – between 35,000 and 45,000 SKUs — than Lowe’s, which has more special order items.

RONA also believes it’s better positioned to weather rocky economic conditions because of the relative strength of the Canadian housing market over the U.S.

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Smart buying will help independents in 2008

AJAX, ON — While indications of a slowdown continue to appear, independents in Canada are well-poised to face the challenges of the year ahead. That’s the message of Andrew Battagliotti, general manager of the Independent Lumber Dealers Co-operative.

ILDC represents a small but powerful group of some of the industry’s largest building supply retailers. Battagliotti is “cautiously optimistic” about conditions facing dealers. He foresees that the same problems facing the U.S., which include a collapsed housing market and precarious consumer confidence, will trickle back here, but with much less impact.

The Canadian economy is forecast to grow by only 1.7% in 2008, higher than the U.S. forecast of 1.5%, but lower by half compared with the international average.

The industry here is facing lower prices for commodities such as gypsum, insulation and drywall as manufacturers south of the border try and move more product up here. “It is a challenge for Canadian suppliers,” Battagliotti notes. “However, Canadian home improvement chains will weather it, as Canadian consumer confidence and the housing market here are in a positive position. All these things add up in favour of dealers, although they will vary from region to region.

“The Canadian players will just have to be a little cautious with their inventory levels and how they buy,” he concludes.

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Canadians connect with European buyers

COLOGNE, GERMANY — While North American buyers may not have been out in force, vendors received overwhelming support from European buyers, as German market leader OBI sent a full contingent, and other companies, such as Praktiker, Leroy Merlin and B&Q were represented as well.For smaller companies like Vancouver Tool, and companies keen on expanding their international presence, like RCR, those international buyers represented a gold mine of opportunities. “The show is very good for us this year,” said André Daigle, of RCR. “Our regular customers have come again this year.”

RCR had to contend with the presence of consumers in their section of the show, who were allowed in for the first time to two halls. “But,” said Daigle, “other than that, it’s been very good.”

For Jayne Seymour of Vancouver Tool, smaller turned out to be better. She and her husband — and business partner — Andrew have been coming to the show for almost a decade, selling their small range of plastic caulk removing and smoothing tools. “European customers were relieved to learn our product is manufactured in Canada,” she said. “It means they don’t have to wait two to three months for a container to come from China and they don’t have to contend with fluctuations in Asian currencies. It wasn’t that way two years ago. There’s been a real sea change.”

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Koelnmesse acquires Spanish hardware show

COLOGNE, GERMANY — Spain’s national hardware show, Ferroforma, has been taken over by Koelnmesse, which owns the International Hardware Fair.Why should you care? Quite simply because North Americans looking to do business in Mexico and South America will have to follow Spain’s lead. The Spanish Show will be promoted in alternate years from the biannual Cologne event. Koelnmesse already offers a showcase for Asian suppliers in alternate years to the International Hardware Fair. Called Asia-Pacific Sourcing (APS), it will be held March 1-3, 2009. Ferroforma will be held March 25-28, 2009.

Hans Kampen, of Koelnmesse, says APS will remain a broad-category show to bring European and North American buyers together with Asian manufacturers, while Ferroforma will have a more European focus. “It’s more or less a regional show, even though our focus is to internationalize it somewhat. But APS remains the international platform.”

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Classifieds

180, rue de Normandie
Boucherville, Québec J4B 5S7 Canada

Territory Manager (Toronto/GTA)

RCR International is a leading manufacturer of complete lines of products for professionals and do-it-yourselfers. The company is recognized as a pioneer in the door and window insulation market, and is proud to expand its innovative expertise to encompass various other quality product lines. RCR International currently manufactures over 3000 products including weather-stripping, insulation components, floor protection products, screen and squeegees. Being the supplier to the most prestigious retailers in America, RCR International wants to offer the best to its customers. We have in place an effective and efficient distribution network with facilities in key regions: Montreal, Toronto and Chicago. This allows RCR International to distribute its vast array of products all over the world.

We currently have an opening for a dynamic individual to join our team as a Territory Manager for the area of Toronto, Ontario (Mississauga, Brampton etc).

JOB DESCRIPTION – TERRITORY MANAGER

Under the immediate responsibility of the Western Sales Manager, the sales representative plans and organizes all activities related to the business development of his assigned territory. More specifically, he is responsible for the increase in sales and profits of his current customers and the development of additional accounts. His past history proves without a doubt that he is results oriented and capable of working with a minimum of supervision.

Main Tasks:

Drive sales in territory by:

Analyze sales reports to understand your market;
Visit your customers: this may require out-of-town overnight reservations
Take physical inventory of Company displays in stores; refilling of empty shelves;
Install racking and shelves in new stores and fill the shelves with Company products;
Set up numerous trade shows (this may require installing the booths using different power tools, putting in racking and shelves and carrying heavy cases of products);
Offer and demonstrate Company products during trade shows;
Contact your customers by telephone to offer special promotions;
Prepare product catalogues;
Transmit all orders to the order desk;
Write and forward weekly sales and expense reports to the office;
Maintain your customer files up to date and file customer invoices.

This position requires:

Minimum of a Junior College degree in administration;
A minimum of 3 to 5 years experience in a similar position;
Experience in the hardware industry and computer literacy are a definite asset;
Ability to analyze and make a diagnosis of current problems;
Occasional week-end availability during trade shows.

Please submit your resumé to Nathalie Charbonneau through email (n.charbonneau@rcrint.com)or fax your resumé to (450) 670-1669.

Roxul is a leading manufacturer and marketer of mineral wool insulation products in the North American marketplace with our head office in Milton and production facilities in both Milton (ON) and Grand Forks (BC). Our expanding company is a subsidiary of Rockwool International, manufacturing quality, high performance mineral wool products. We are searching for talented, energetic individuals with drive and determination to join us at our Milton facility.

Product Manager

Reporting to the Marketing Manager, you will be responsible for product management and overall coordination of the product management function.You have the ability to develop detailed marketing/business plans, market analyses, competitive analyses as well as propose actions and strategies. A university degree in marketing, business or the equivalent coupled with 5-10 years’ experience including at least two years’ sales experience are essential. Excellent strategic thinking, decision-making, planning, organizational, and computer skills are also requirements.

We offer a dynamic environment with significant growth potential and have an excellent benefit and remuneration package. If you feel you meet the above requirements, please apply to:

Human Resources
ROXUL Inc.
420 Bronte St., Suite 105
Milton , ON L9T 0H9
e-mail: jobs@roxul.com
fax: (905) 878-8077

National Account Manager

Graham & Brown Limited supplies some of the largest and most well known retailers around the world with innovative home enhancement products designed to meet our consumers’ needs. In Canada, the company sells its’ Wallpaper and Art products through well recognized retailers like Home Depot, Wal-Mart, Canadian Tire, Home Outfitters and Lowe’s.

Rapid growth in Canada requires us to seek a candidate to fill the position of National Account Manager to manage and grow several of these key National customers. This is an excellent opportunity for a highly motivated, driven and enthusiastic individual looking for career advancement in a fast paced, entrepreneurial environment.

Key Responsibilities

– Exceed sales & profit targets by growing current products & introducing new products.
– Develop & implement a Business Plan for target accounts. Present to retail buyers.
– Achieve results through strategic Category Management with assigned accounts.
– Work & communicate effectively with all support functions.
– Monitor & report on sales & profit by account as well as forecasts & inventory.
– Manage account expenses to ensure that activities are carried out on Budget.
– Analyze & report on POS with customers utilizing their in-house reporting systems.

Qualifications

– 5+ years experience as a National Account Manager selling consumer goods to National accounts in the Hardware/Home Improvement/DIY segment
– University or College graduate
– A proven track record of partnering with retail buying teams to drive sales
– Experience working with retailers & their POS reporting systems (i.e. Retail Link)

Graham & Brown offers a competitive compensation package that consists of a base salary, bonus program, car allowance and comprehensive benefit plan. The company is located in Oakville just off the QEW at Trafalgar Rd.

Interested applicants should submit their resumés along with compensation expectations to gary.gill@grahambrowncdn.ca. No phone calls please.

Territory Manager – Alberta South Freud Canada, Inc.

We are a well established & respected Canadian wholesale company with direct links to a world class European manufacturer of high quality woodworking tools. Your duties as Freud Canada’s Territory Manager for the Alberta South area will be to develop and maintain our market share. The ideal candidate will have experience calling on Hardware chains, Building Supply outlets and Big Box stores. Strong organizational skills with the ability to work independently are prerequisites for this position.

Preferably you possess a College or University degree.
Frequent overnight travel will be required of this position.
We offer a highly competitive performance based remuneration structure and car allowance.
Please email your resume to the attention of:
Mark Mossman
National Sales Manager
Freud Canada Inc.
7450 Pacific Circle
Mississauga, Ontario
L5T 2A3
mmossman@freudcanada.com

Marketplace

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Are you ready for 2008? Do you know the four hot trends that will help you prosper this year? How Canadian Tire infiltrated Lowe’s merchandise mix? Which pivotal events in 2007 will guide your business in the year ahead? Find out in the 1Q edition of HQR, available now!

For a free preview, click here!

COMPANIES IN THE NEWS

CARLETON PLACE, ON — RONA opened its new Carleton Place store last week. The $15 million store, which replaces an existing RONA Cashway operation, is 52,000 sq. ft. It includes a 9,000 sq.-ft. indoor lumberyard, a 64,000 sq.-ft. outdoor drive-through lumberyard, and a 15,000 sq.-ft. garden centre.MISSISSAUGA, ON — Castle Building Centres has added three new members. They are Ouellette Bros. Building Supplies in Fort St. James, BC, El-Tech Windows & Doors in Listowel, ON, and Layton’s Lumber in Sydney Mines, NS.

VANCOUVER — Canwel Building Materials saw revenues drop 5.4% in 2007 to $862 million, from $911 million in 2006, a decrease the company said resulted mostly from a sharp falloff in U.S. demand and in drops in the price of lumber, down an average of 37%, and in oriented strand board, down an average of 32%. Despite the decline, the company was able to post an annual profit of $17.3 million, up 23% over 2006.

TEMISCAMING, QC — Tembec will shut down its Bearn, QC sawmill for three months at end of March due to a depressed lumber market, throwing about 150 employees out of work. “This shutdown is a reflection of the severe decline in overall market conditions, driven primarily by the dramatic fall in the number of housing starts in the United States and the related impact on lumber pricing,” said Dennis Rounsville, president of Tembec’s forest products group, in a prepared statement.

TORONTO — Loblaw Cos. earned $330 million on sales of $29.39 billion in 2007, up from a loss of $219 million on earnings of $28.64 million in 2006, and saw same-store sales grow 2.4%. But that was not enough to offset margin declines that resulted from targeted promotional pricing aimed at drawing back customers to the troubled chain.

CHARLOTTE, NC — Lowe’s Cos., the industry’s second-largest dealer, will delay about 20 of the 120 store openings it had planned for 2008. Those delays will be in markets that are depressed by the current housing downturn, including California and Florida.The Houston Chronicle quotes Larry Stone, Lowe’s president, as telling analysts last week that while he’s optimistic about the housing market moving towards recovery, he also says his company can’t wait for the “housing gods to help us.”

WASHINGTON — Dealers who sell home improvement products took a deeper hit to their revenue in February than retailers in general, according to advanced monthly estimates released last week by the U.S. Commerce Dept. Overall, retail and food service sales, seasonally adjusted for inflation, rose 2.6%, to $380.2 billion in February, compared to the same month a year ago. However, February sales were off 0.6% compared to January. Building material and garden equipment and supplies dealers generated $28.3 billion in sales in February, down 4.2% from February 2007.

ATLANTA — More than 3,000 Home Depot store managers gathered here last week for an annual pep talk by CEO Frank Blake. According to employees quoted in a report by the Atlanta Journal Constitution, the event was more low-key than it was under the hand of former CEO Bob Nardelli. Blake continues to focus strategy on customer service and the store experience with a plan that includes more employee bonuses, increased numbers of trade specialists, and pulling in more professional home improvement customers. But even with the plan, Blake has warned that 2008 will be a difficult year.

MEMPHIS — Orgill Inc., the giant independent distributor of home improvement products, is planning two new distribution facilities. One will be a conventional DC in the Pacific Northwest, while the other will be a “Supercenter” that will measure more than one million sq. ft., and will serve customers throughout the midwestern region. It will replace Orgill’s Vandalia DC, and act as a system-wide import flow-through center. Sites are expected to be chosen by fall of this year, with construction to start shortly thereafter. The new facilities will complement Orgill’s current distribution network, which includes locations in Memphis and Inwood, WV; Tifton, GA, Hurricane, UT, and Kilgore, TX.

MOLINE, IL — Deere & Co. has signed an agreement to buy 50% of Xuzhou Xuwa Excavator Machinery, the third largest domestic excavator manufacturer in China.

LONDON — Wal-Mart may be preparing to float a “significant stake” in Asda, a chain of supermarkets in the U.K., according to a report in the Sunday Telegraph. Funds from the sale may be used to finance new store openings or to acquire a convenience store chain. Wal-Mart bought Asda in 1999 for £6.7 billion.

People on the Move

Curt Barker has been named vice-president, sales for Owens Corning. Barker will be responsible for building materials distribution sales in North America, including insulation, foam, roofing and asphalt products. He was previously president and COO of Suncoast Roofers Supply.Ace Hardware has named a new CFO, Dorvin Lively, who was most recently executive vice-president and chief financial officer for Maidenform Inc.

Economic Indicators

Contractors’ selling prices for new homes rose 6.5% between January 2007 and January 2008, a faster pace than the year-over-year increase of 6.2% in December. (StatsCan)Canadian companies exported $38 billion worth of merchandise in January, a 3.6% increase from December. (StatsCan)

Housing starts reached 256,900 units in February, up 18% from January. (CHMC)

Noted…

This year’s CHHMA Spring Conference features an impressive lineup of speakers. It also includes HARDLINES’ own Michael McLarney, who will conduct a session entitled “Hardware and home improvement industry update”. Be sure to attend and learn the latest statistics on the size of the industry, and what’s in store for Canada’s home improvement retailers in the year ahead. (For more info on the CHHMA Spring Conference, April 1-2, click here.)

Mar. 10, 2008

	Michael McLarney, President mike@hardlines.ca Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
March 10, 2008, Vol. xiv, #10

In This Issue

Newfoundland dealer celebrates 100 years
Boomerang Paints to collect used paint in Ontario
CHHMA inducts Johnstone and Lapidus to Hall of Fame
Signature acquires Bonnell Aluminum
Foreclosures hit record high in the U.S.
Ace hit with air-pollution fine

“Difficulties are things that show what men are.”
— Epictetus (Greek philosopher, 55-135 A.D.)

Newfoundland dealer celebrates 100 years

SPRINGDALE, NF — For a building supply company that’s been in existence since 1908, business has never been better. According to Brian Warr, general manager of Warr’s Castle Building Centre, “2007 was the best year of retail sales for us.”The company was started by Brian’s great-grandfather, George Warr, in the mining community of Pilleys Island, then moved to Springdale in 1910. Brian says his great-grandfather operated the business with his wife Maryann in those days. The business was later run by Brian’s grandmother, with the help of her sons. Brian’s father was not as involved in the business because he was a master shipbuilder who spent most of his time away.Today, Brian represents the fourth generation to operate the business. It had almost $4 million in sales last year – the best on record – with a staff of 14. He plans a series of celebrations throughout the year, “about one every quarter or so, although we sort of left out the first quarter,” he notes, blaming the fierce winter. The store will hold a gala celebration toward the end of the year, as well.

This year is shaping up to be a good one in more ways than one for Warr. His business will be inducted into the Newfoundland-Labrador Business Hall of Fame later this spring. “It’s a passion for me,” says Warr. “It’s a great business to be in. I’ve got a great staff and have always been strongly supported by the community.”

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Boomerang Paints to collect used paint in Ontario

TORONTO — A new program developed by the Ontario government, to help homeowners either dispose of hazardous or special household waste safely or divert it from the landfill, is set to launch in Ontario on July 1.The program is expected to recover 23,000 tonnes of special waste materials in its first year. About 80% — $28 million — of the cost will be paid for by manufacturers of designated products. Municipalities will cover the balance.The diversion program is good news to Steve Blasiak, who oversees sales for Ontario and points west for Boomerang paints, a Quebec-based company that’s been manufacturing and selling recycled paint for the last 15 years. In 2007, the company collected more than three million litres of used paint in Quebec and Atlantic Canada.

In Quebec, the company collects used paints and sells its recycled products at specialty stores and at big box chains such Home Depot and RONA, both of which have indicated that they would like to provide collection points in Ontario, says Blasiak. Those same retailers are expected to pick up the program when it begins in July.

Depending on consumer response, Boomerang may also open a recycling facility in Ontario. “We’ll see how that goes,” says Blasiak. “It’s certainly part of our five-year business plan, but if we see the kind of growth here that we saw in Quebec, we may need it much sooner.”

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CHHMA inducts Johnstone and Lapidus to Hall of Fame

TORONTO — Al Johnstone, president of housewares supplier Salton Canada, and Leon Lapidus, president of The MIBRO Group, a hand-tools and power-tool accessories company, are the newest members of the Canadian Industry Hall of Fame. The awards are sponsored by the Canadian Hardware and Housewares Manufacturers Association.

Johnstone and Lapidus will be inducted April 1 at an Industry Gala Dinner following the CHHMA’s spring conference and AGM. The Industry Hall of Fame was established in 1984 to recognize the achievements of industry leaders and pioneers. (www.chhma.ca)

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Signature acquires Bonnell Aluminum

MIAMI, FL — Bonnell Aluminum, the ladder-manufacturing company, has been bought up by U.S. interests and renamed Signature Aluminum Canada Inc. WXP Holdings, Inc., an affiliate of HIG Capital, a global private investment firm headquartered here, has completed due diligence with Tredegar Corp. in the acquisition of Bonnell Aluminum’s Canadian operations. The acquired operations comprise facilities in Pickering and Richmond Hill, ON, plus an extrusion plant in Ste-Therese, QC and a tool and die fabrication plant in Woodbridge, ON.Signature Aluminum is a vertically integrated aluminum extrusion company with four U.S. manufacturing sites: Greenville PA; Hamel, MN; Franklin Park, IL; and Lumber Bridge, NC.The purchase of Bonnell’s Canadian operations is in line with Signature Aluminum’s continued growth strategy to become the sixth-largest producer of aluminum extrusions in North America. Jon Louch, formerly sales manager for Bonnell’s ladder business, has been named business manager — ladders for Signature Aluminum Canada. (905-508-3247)

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Foreclosures hit record high in the U.S.

WASHINGTON — The Mortgage Banking Association reports that the percentage of mortgages that were in foreclosure in the fourth quarter of 2007 hit a 23-year high.A record 2.04% of U.S. mortgages were somewhere in the foreclosure process at the end of the year, and a record-high 0.83% of loans entered foreclosure in the fourth quarter, according to surveys the trade group conducted.

An astonishing 5.82% of loans were past due in that quarter, the highest delinquency rate since 1983. There have been several reports in recent weeks that homeowners are skipping loan payments in favor of paying off other debt — like credit cards or car loans — a nascent trend that suggests foreclosure no longer has the same stigma it once did.

Doug Duncan, MBA’s chief economist, attributes the rise in foreclosure rates to declining home prices, as homeowners are unable to refinance loans that are valued for more than what their homes are now worth, and continue to have trouble selling their homes — even at discounted prices. Last month, the amount of unsold housing inventory in the U.S. reached 10.3 months’ worth.

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Ace hit with air-pollution fine

SAN DIEGO — The California Air Resources Board has fined Ace Hardware Corp. $850,000 for air-quality violations stemming from the sale of windshield-wiper fluid whose emissions exceed the state’s air-quality requirements.The NBC affiliate in San Diego reports that Ace sold nearly 25,000 one-gallon containers of the fluid in the state from 2003 through 2007. The Board claims that fluid includes volatile organic compounds, or VOCs, that prevent freezing in colder weather, but which also produced 20 excess tons of pollution emissions.Three years ago, Ace was cited for selling windshield-wiper fluid and settled the complaint with a $40,000 payment, according to the news station.

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Classifieds

Classifieds

180, rue de Normandie
Boucherville, Québec J4B 5S7 Canada

Territory Manager (Toronto/GTA)

We currently have an opening for a dynamic individual to join our team as a Territory Manager for the area of Toronto, Ontario (Mississauga, Brampton etc).

JOB DESCRIPTION – TERRITORY MANAGER

Main Tasks:

Drive sales in territory by:

Analyze sales reports to understand your market;
Visit your customers: this may require out-of-town overnight reservations
Take physical inventory of Company displays in stores; refilling of empty shelves;
Install racking and shelves in new stores and fill the shelves with Company products;
Set up numerous trade shows (this may require installing the booths using different power tools, putting in racking and shelves and carrying heavy cases of products);
Offer and demonstrate Company products during trade shows;
Contact your customers by telephone to offer special promotions;
Prepare product catalogues;
Transmit all orders to the order desk;
Write and forward weekly sales and expense reports to the office;
Maintain your customer files up to date and file customer invoices.

This position requires:

Minimum of a Junior College degree in administration;
A minimum of 3 to 5 years experience in a similar position;
Experience in the hardware industry and computer literacy are a definite asset;
Ability to analyze and make a diagnosis of current problems;
Occasional week-end availability during trade shows.

Please submit your resumé to Nathalie Charbonneau through email (n.charbonneau@rcrint.com)or fax your resumé to (450) 670-1669.

Product Manager

We offer a dynamic environment with significant growth potential and have an excellent benefit and remuneration package. If you feel you meet the above requirements, please apply to:

Human Resources
ROXUL Inc.
420 Bronte St., Suite 105
Milton , ON L9T 0H9
e-mail: jobs@roxul.com
fax: (905) 878-8077

National Account Manager

Key Responsibilities

Qualifications

Interested applicants should submit their resumés along with compensation expectations to gary.gill@grahambrowncdn.ca. No phone calls please.

Territory Manager – Alberta South Freud Canada, Inc.

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

For a free preview, click here!

COMPANIES IN THE NEWS

BARRIE, ON — Can-Save, the specialty building materials distributor, will host its 17th Annual Summer Buying Expo on May 29, 2008. This year, the one-day buying show, to be held at the Barrie Molson Centre, will feature two “ Business Opportunities” seminars hosted by Can-Save suppliers Merillat and Baldwin. The event is known for its fun atmosphere and will close with a concert by Canadian rock and roll legends April Wine.MONTREAL — Tembec Inc., which has been struggling to refinance following a series of losses on its timber sales, has been able to complete a recapitalization transaction first outlined in December 2007. New common shares of Tembec will now be listed on the Toronto Stock Exchange under the stock symbol “TMB”.

WINNIPEG — Guertin Coatings, Sealants and Polymers Ltd. has been sold to Cloverdale Paint Inc. of Surrey, BC. Guertin, founded in 1947 by Antoine and Norbert Guertin, produces liquid and powder industrial coatings, resins, sealants and adhesives in a 78,000-square-foot manufacturing facility. Cloverdale Paint operates manufacturing plants in Surrey, Portland, OR, Winnipeg, Edmonton and Calgary. It distributes architectural and industrial coatings and related products through 107 corporate branches throughout Western Canada and the U.S. Pacific Northwest.

RALEIGH, NC — Stock Building Supply, a supplier of building materials and construction services, opened its newest facility, in Yorktown, VA, last week. The 10,500-square-foot facility features local inventories of architectural doors, frames and finish hardware and a rated hollow metal shop. Stock has 299 locations in 34 states throughout the U.S. and is part of UK-based Wolseley plc.

ISSAQUAH, WA — Costco Wholesale Corp. had second-quarter net sales of $6.62 billion, up 12% from $14.80 billion. Year-to-date net sales increased 12% to $32.09 billion, from $28.66 billion, while sales for February were up 11%. Same-store sales for the second quarter and the first half of the year were both up 5%. Profits for the first half were up from $486.4 million to $589.8 million.

DENVER — Pro-Build Holdings, the industry’s largest pro dealer, has acquired the assets of Northeast Panel & Truss and Collins Truss Systems, component manufacturers serving New York state’s Hudson Valley region, where Pro-Build has 10 branches. Northeast, based in Kingston, NY, makes and distributes floor and roof trusses and wall panels. Its owner, Ed Collins, who also owns Collins Truss Systems, intends to leave both companies upon completion of this deal.

NEW YORK — Newell Rubbermaid will acquire Technical Concepts Holdings LLC, a maker of hygiene systems for public toilets. The deal is worth about $445 million. Technical Concepts had sales last year of $147 million, and will be added to Newell Rubbermaid’s Commercial Products global unit.

NEW YORK — 3M made Fortune magazine’s list of top 20 most admired companies, coming in at number 14. Last year it squeaked onto the list at number 20. Target made number 14 on the list, and Costco and Wal-Mart reached numbers 18 and 20 respectively.

People on the Move

Jerry Fairborn was appointed as national sales manager, commercial, for Moen Canada. He will work with the wholesale sales force to grow Moen’s commercial business nationally. With 20 years of sales and marketing experience, Fairborn worked most recently as sales and marketing manager for eastern Canada at Dobbin Sales, a distributor for major commercial plumbing products.Sharon Mathers will join Canadian Tire Corp. on March 17 as the vice-president, corporate affairs and investor relations. Formerly senior vice-president, investor relations and external communications at MDS Inc., global health and life sciences company, she replaces Scott Bonikowsky, who left Canadian Tire to join Tim Horton’s.

Ian Cheshire, the CEO of UK home improvement giant Kingfisher, is cleaning house, and the latest indication is the announced departure of George Adams, managing director of European development for the B&Q stores. Adams, 50, is also managing director of European development at European Home Centre Retail Association (EDRA).

Economic Indicators

OTTAWA — The total value of residential construction investment for 2007 reached $88.7 billion, an increase of 8.5% compared with 2006. The biggest increase was in Saskatchewan, which was up 37.5%. (Stats Canada)

Noted…

Mar. 3, 2008

	Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
March 3, 2008, Vol. xiv, #9

In This Issue

U.S. slump hits retail giants hard
Lowe’s, Home Depot on track for openings in 2008
RONA has plan to gain market share
Can-Save partners with Merillat
Ace restates earnings after accounting error
Int’l Hardware Fair takes on illegal copying

“Success didn’t spoil me, I’ve always been insufferable.”
— Fran Lebowitz (American writer, 1950 – )

Retail giants reel from U.S. housing slump in ’07

SPECIAL REPORT — The industry’s two largest home improvement retailers, Home Depot and Lowe’s, reported weak sales and profits for fiscal 2007, which each company attributes primarily to the ongoing downturn on homebuyer demand. For the first time in its 30-year history, Atlanta-based Home Depot reported a sales decline for a full year. In the 12 months ended Feb. 3, the company’s revenue was off 2.1% to $77.35 billion. The retailer’s same-store sales for the year fell 6.7%, and its net income plummeted by 23.7% to $4.39 billion. Home Depot’s fourth quarter was particularly tough (see chart below).

Lowe’s, which is based in Mooresville, NC, managed a 2.9% gain in sales, to $48.29 billion, for its fiscal year, which ended Feb. 1. But its same-store sales were off 5.1% and its earnings dropped 9.5%, to $2.81 billion. The company’s CEO, Robert Niblock, pointed to “an unprecedented decline in housing turnover, falling home prices in many areas and turbulent mortgage markets that impacted both sentiment related to home improvement purchases as well as consumers’ access to capital.” Larry Stone, Lowe’s COO, told the Financial Times that in his 38 years of retailing “I can only recall one time—in the mid-1970s—when we have experienced so many headwinds.” Niblock added, though, that he expects 2009 to be better than 2008.

Top

Slowdown won’t dampen openings for Lowe’s, Home Depot

SPECIAL REPORT— Home Depot and Lowe’s continued to open new stores last year, and plan to do the same in 2008. Lowe’s—which added 153 stores last year, and opened its first Canadian stores—ended fiscal 2007 with 1,534 stores. It intends to open another 120 units in a year when it expects sales to increase marginally and same-store sales to be off by 5% to 7%. Home Depot, which ended last year with 2,234 stores, will add another 55 and relocate five others in 2008. However, the company expects sales this year to be down 4% to 5%, to report negative same-store sales, and to see “flat to slightly positive” gross margin expansion. “We see the home improvement market in 2008 as challenging, but we are going to continue to focus on our five priorities and build on the progress we made in 2007,” said Home Depot’s CEO Frank Blake. One of those priorities is upgrading stores and personnel. Home Depot has also budgeted $2.3 billion for capital improvements this year.

Home Depot’s biggest challenge continues to be getting more people into its stores spending more money. For the year, its customer transactions inched up 0.5%, but what the average customer spent was off 2.4% to $57.48. More to the point, its stores’ weekly sales average was down 9% to $658,000 per unit.

How They Measure Up
	Home Depot	Lowe’s
4Q Revenue ($mil)	$17,659	$10,379
Percent Change	1.5%	0.3%
4Q Earnings ($mil)	$671	$408
Percent Change	– 27.5%	– 33.4%
4Q Same-store Sales	– 8.3%	– 7.6%
Stores Opened	10	72 ( + 2 relocations)
*Source: company reports*

Top

RONA unveils five-year growth plan

MONTREAL — RONA will increase its market share from 17% to 20% over the next five years, RONA president and CEO Robert Dutton told investors here last week. In laying out the strategic plan for 2008-2011, Dutton said that a difficult market will keep annual earnings per share in the low single-digits for the first half of the plan, adding that the company will look for double-digit growth after that. The first phase focuses on getting more profit out of the corporate store network, optimizing the supply chain, investing in employee training, improving information systems, and further integrating acquisitions.

The second phase targets growth in same-store sales through standardization of the network, expanded product lines and new retail concepts. The ambitious dealer recruitment process won’t slow down, and RONA will continue to grow its commercial and professional business through both organic growth and further acquisition.

RONA also wants to build its Air Miles sales from 53% to 60% of total retail sales, and to increase the sales made with the RONA credit card from 1.4% to 4% of sales. Private brands are expected to go from 16% to 20% of sales. The company also plans to launch 15 renovation projects annually through the RONA by Design series, and increase the sale of installation services from 2% to 5% of retail sales. A stronger web presence is also part of the strategy; RONA wants the monthly visits to rona.ca to go from one to two million.

RONA also plans to distinguish itself with a commitment to sustainable development.

Top

Can-Save partners with Merillat

BARRIE, ON — Can-Save has added the Merillat program to its offering of lumber and building materials to retailers in Ontario and the Maritime provinces. Based in Adrian, MI, and part of the Masco Builder Cabinet Group, Merillat has been making cabinets since 1946 and is now one of largest North American cabinet manufacturers. It has nine manufacturing plants located throughout the United States. Merillat has recently been featured on several television shows, including A&E’s Flip this House, Today’s Homeowner with Danny Lipford and HGTV’s Dream House. It was also recently in the news with the launch of an interactive marketing program on its website called Kitchen Chronicles (www.merillat.com) that features four kitchen vignettes that showcase cabinetry and finishes for different lifestyles.

Top

Ace restates earnings to adjust for accounting snafu

OAK BROOK, IL — Ace Hardware Corp., the industry’s largest dealer-owned buying group, has restated its earnings for the years 2004, 2005 and 2006, which was necessitated by the discovery that it had made a $152 million mistake in how it accounted for payments to members for purchases made through the co-op over the past several years. The company said it adjusted its net income for the three years by $33.5 million, $19.3 million and $18.9 million. It also took the opportunity to record “out of period” adjustments and reclassifications in its financial statements. Consequently, the results are as follows:

Year	Previously Reported Net Income	Restated Net Income
2004	$101,947,000	$64,971,000
2005	$100,419,000	$79,485,000
2006	$107,420,000	$94,531,000

Top

Int’l Hardware Fair to stem illegal copying

COLOGNE, GERMANY — Posters and brochures that show an out-stretched arm with a red card – the universal sign on the sports field for an infraction of the rules — and the message “No Copy!” will appear this year at the International Hardware Fair/Practical World Koelnmesse, being held here March 9-12. The idea is to highlight the problem of illegal product copying, and to reduce copyright infringements at the fair. The program will include a No Copy! Stand, which will offer show participants advice and information from industry experts. The initiative will be supported by the relevant authorities, especially customs and excise officers. Mobile investigation groups (MIG) will patrol the halls to monitor suspicious activity.

Classifieds

National Account Manager

Key Responsibilities

– Exceed sales & profit targets by growing current products & introducing new products.

– Develop & implement a Business Plan for target accounts. Present to retail buyers.

– Achieve results through strategic Category Management with assigned accounts.

– Work & communicate effectively with all support functions

– Monitor & report on sales & profit by account as well as forecasts & inventory.

– Manage account expenses to ensure that activities are carried out on Budget.

– Analyze & report on POS with customers utilizing their in-house reporting systems.

Qualifications

– 5+ years experience as a National Account Manager selling consumer goods to National accounts in the Hardware/Home Improvement/DIY segment

– University or College graduate

– A proven track record of partnering with retail buying teams to drive sales

– Experience working with retailers & their POS reporting systems (i.e. Retail Link)

Interested applicants should submit their resumes along with compensation expectations to gary.gill@grahambrowncdn.ca. No phone calls please.

The MIBRO Group is a leading supplier of Power Tool Accessories, Chain & Chain Accessories, Rope & Cordage, and Lawn & Garden Products.

MIBRO is proud to be a winner of the Canada’s 50 Best Managed Companies award. Check us out at www.mibro.com

We currently have an opening for an experienced National Account Manager, to sell to and manage major retail accounts in Canada and the U.S.

As the ideal candidate you have:

5+ years experience in selling consumer products to Key Accounts in the retail sector
Intermediate to Advanced level proficiency in MS Office
Ability and willingness to travel
Strong verbal/written communication and presentation skills
Excellent analytical, organizational, and follow-up skills.
Excellent project management and problem-solving skills.
Systems and procedures oriented.

Please submit your resume hrc@mibro.com

We thank all candidates for their interest, however, only those under serious consideration will be contacted.

Territory Manager – Alberta South Freud Canada, Inc.

DELIVERING ON THE PROMISE

National Account Manager

This Ontario based position has direct sales and sales development responsibilities for a number of major J&R customer organizations that have locations throughout the country. These customers represent significant revenue opportunities. An advanced level of own and competitive product knowledge is required. This important and strategic role requires making recommendations regarding the planning, development and execution of objectives pertaining to customer groups and business imperatives.

The role also relies on extensive experience and judgment to plan and accomplish goals, perform a variety of tasks and will interface with all departments in the organization. A wide degree of business acumen, creativity and latitude is expected, along with excellent communication and judgement skills.

Minimum 5-10 years of senior sales level exper ience or sales management is required in the Ontario marketplace. Existing networks and strong industry relationships would be an important asset.

The position reports to the President and CEO.

“Must have” – skills and abilities:

Sales and related skills:

Understand the selling process and buyer behaviour
Customer centric focus
Territory planning and management
Presentation skills
Communication skills
Persuasion skills
Relationship development skills
Sense of urgency
Goal and metric driven
Understands “getting to yes”
Well organized and planful
Comfortable interacting at all levels, including management and “C” suite

Business Skills:

Understanding of home improvement markets and industry
Able to have in depth meaningful business discussions
Good understanding of product marketing
Good understanding of supply chain and distribution
Good negotiating skills
Excellent problem solving skills
Understand financial concepts and processes
Understand basic financial reporting (example’s; Budgets, Balance sheets, Income statements)
Up to date knowledge in use of technology and computer software skills

Behavioural style;

Able to work independently
High emotional intelligence
Friendly, outgoing, engaging
Balanced between flexible and demanding
High achiever, self motivated
Empathetic and Intuitive (able to see things from customer perspective and read and anticipate reactions)
Focused, excellent listening skills
Relaxed communication style

Replies to: bonnie.macmillan@jrhome.com

Marketplace

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Toronto, Ontario, Canada M5R 1V9

Beverly Allen, Publisher – bev@HARDLINES.ca
Vicky Sanderson – Editor – vicky@HARDLINES.ca
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COMPANIES IN THE NEWS

MISSISSAUGA — Castle Building Centres has added eight new members to its network. They include Lumberworld Operations Ltd. and Mouldings Plus in, respectively, Victoria and Prince George, BC, and Done-Rite-Here Homes in Leask, SK. In Ontario, Castle picked up Sioux Narrows Building Supplies in Sioux Narrows and Rideau Lakes Building Centre in Elgin. Thompson’s General Store in Bass River, NB, has also joined the Castle network, as have Home Place Building Supplies, Hilden, and Knol Window & Door Ltd., Oxford—both in Nova Scotia. TORONTO — Sears Canada has bought Excell Duct Cleaning, which has licensees from Montreal to Vancouver, according to the Canadian Press. The company, which has been providing services under the name Sears Clean Air Services since 1991, was sold for an undisclosed amount.

DELTA, BC —Taymor Industries, a designer, manufacturer and distributor of decorative hardware, is celebrating its 60th anniversary. The company, founded in 1948 by Jim Taylor, Len Morris and Jake Zalkow, grew from a small warehouse in Vancouver to an industry leader with distribution centres in Delta, BC, Mississauga, ON, San Francisco, Atlanta and Phoenix. The company is still owned and operated by the Zalkow family, who have planned celebratory events throughout the year.

OTTAWA — The Canadian residential construction industry can expect last year’s trend—a 22% drop in profits—to continue in 2008, according to a new report from the Conference Board of Canada. Profits are expected to fall to $3.3 billion in 2008. Profitability is expected to drop another 4% in 2009, before showing improvement in 2010. Profit margins will, however, remain above their 17-year average over the next four years.

MONTREAL — Quebecor, whose print division is struggling, has finalized a five-year deal with RONA to print all of the retailer’s advertising material, including retail flyers and to provide other services, including advertising campaign management software. According to Reuters, the deal is worth between $25 million and $30 million.

OTTAWA — Canadians spent an average of $48,770 on goods and services in 2006, a 4.6% gain from 2005, according to a report from Statistics Canada. Much of the increase came in Alberta, where household spending jumped 14%—the largest provincial increase recorded in the history of the survey. According to the report, 20% of consumer spending went to taxes, 19% to food, 14% to transportation and 5% to shelter.

HOFFMAN ESTATES, IL — Sears Holdings, the parent company of the Sears and Kmart retail chains, saw its net income fall by 44.6%, to $826 million, for the fiscal year ended Feb. 2. The company’s revenue also dipped 4.4%, to $50.7 billion. For the year, its gross margins declined 1% to 27.7%. Sears Holdings reported a 47.5% decline in its fourth-quarter earnings, to $426 million, on sales that fell 6.8% to $15.1 billion. Sears ended the year with $1.6 million in cash on hand, which was down 57.9% from a year ago. The company’s domestic inventories were down slightly — to $9.1 billion from $9.2 billon at the end of fiscal 2006.

TAYLOR, MI — Masco Corp. plans to realize over $140 million through the sale of several European business units, according to MarketWatch. Masco representatives said last week that these units, which had combined 2007 net sales of over $270 million and total operating losses of $95 million, are not core to the company’s long-term strategy. The sale is expected to be completed over the next year.

CHICAGO — Building maintenance supply company W.W. Grainger Inc. saw January sales rise 8%, buoyed by a 2% boost from foreign exchange. Grainger Branch-based sales climbed 6% and the Acklands unit showed a jump of 22%.

LONDON — Overall sales by Kingfisher plc were down 5.1% in the fourth quarter, but its DIY chain, B&Q, reported sales of £874 million, up 0.2% over last year. European sales rose 14.3% in the same period, while Asian sales were down 6.4%, largely due to the slowdown in new apartment sales across China.

BUENOS ARES — Sodimac, the giant Chilean home improvement retailer, opened its first store here last week as part of a US$300 million move into the Argentinean market. The new store cost roughly $14 million of the $46 million the company intends to spend in Argentina this year on three more stores.

People on the Move

Sam Purdy, who formerly headed up Ryobi Canada, has been named national director for Habitat for Humanity’s Re-Store services.

IRLY Distributors has expanded its dealer development and sales team to include Brad Dixon, Lee Dicken and Bradd Austin, who will be responsible for existing IRLY stores and regional TIM-BR MARTs, reflecting the fact IRLY has joined the TIM-BR MART buying group.

Germain Voyer, formerly general manager for Roland Boulanger Moulding, has been named vice-president of sales and logistics for Maibec.

Gerald Böse has been named CEO of the Koelnmesse executive board. He was formerly executive director at Karlsruher Messe- und Kongress-GmbH.

Economic Indicators

Monthly lumber production by sawmills dropped 22.5% in December to 4,322 thousand cubic meters, a drop of 19.3% from November. From November to December, stocks of prepared wood fell 2.7% to 7,976 thousand cubic meters. (StatsCan) Retail sales rose to $35.1 billion in December, an increase of 0.6% over November. While new car sales were up, home furnishings dropped 1.1% and building supplies were down 1.2%. Toronto, Montreal and Vancouver, showed rises in sales, but fell behind the national average. (StatsCan)

	Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
March 3, 2008, Vol. xiv, #9

In This Issue

U.S. slump hits retail giants hard
Lowe’s, Home Depot on track for openings in 2008
RONA has plan to gain market share
Can-Save partners with Merillat
Ace restates earnings after accounting error
Int’l Hardware Fair takes on illegal copying

“Success didn’t spoil me, I’ve always been insufferable.”
— Fran Lebowitz (American writer, 1950 – )

Retail giants reel from U.S. housing slump in ’07

Top

Slowdown won’t dampen openings for Lowe’s, Home Depot

How They Measure Up
	Home Depot	Lowe’s
4Q Revenue ($mil)	$17,659	$10,379
Percent Change	1.5%	0.3%
4Q Earnings ($mil)	$671	$408
Percent Change	– 27.5%	– 33.4%
4Q Same-store Sales	– 8.3%	– 7.6%
Stores Opened	10	72 ( + 2 relocations)
*Source: company reports*

Top

RONA unveils five-year growth plan

RONA also plans to distinguish itself with a commitment to sustainable development.

Top

Can-Save partners with Merillat

Top

Ace restates earnings to adjust for accounting snafu

Year	Previously Reported Net Income	Restated Net Income
2004	$101,947,000	$64,971,000
2005	$100,419,000	$79,485,000
2006	$107,420,000	$94,531,000

Top

Int’l Hardware Fair to stem illegal copying

Classifieds

National Account Manager

Key Responsibilities

– Exceed sales & profit targets by growing current products & introducing new products.

– Develop & implement a Business Plan for target accounts. Present to retail buyers.

– Achieve results through strategic Category Management with assigned accounts.

– Work & communicate effectively with all support functions

– Monitor & report on sales & profit by account as well as forecasts & inventory.

– Manage account expenses to ensure that activities are carried out on Budget.

– Analyze & report on POS with customers utilizing their in-house reporting systems.

Qualifications

– 5+ years experience as a National Account Manager selling consumer goods to National accounts in the Hardware/Home Improvement/DIY segment

– University or College graduate

– A proven track record of partnering with retail buying teams to drive sales

– Experience working with retailers & their POS reporting systems (i.e. Retail Link)

Interested applicants should submit their resumes along with compensation expectations to gary.gill@grahambrowncdn.ca. No phone calls please.

The MIBRO Group is a leading supplier of Power Tool Accessories, Chain & Chain Accessories, Rope & Cordage, and Lawn & Garden Products.

MIBRO is proud to be a winner of the Canada’s 50 Best Managed Companies award. Check us out at www.mibro.com

We currently have an opening for an experienced National Account Manager, to sell to and manage major retail accounts in Canada and the U.S.

As the ideal candidate you have:

5+ years experience in selling consumer products to Key Accounts in the retail sector
Intermediate to Advanced level proficiency in MS Office
Ability and willingness to travel
Strong verbal/written communication and presentation skills
Excellent analytical, organizational, and follow-up skills.
Excellent project management and problem-solving skills.
Systems and procedures oriented.

Please submit your resume hrc@mibro.com

We thank all candidates for their interest, however, only those under serious consideration will be contacted.

Territory Manager – Alberta South Freud Canada, Inc.

DELIVERING ON THE PROMISE

National Account Manager

Minimum 5-10 years of senior sales level exper ience or sales management is required in the Ontario marketplace. Existing networks and strong industry relationships would be an important asset.

The position reports to the President and CEO.

“Must have” – skills and abilities:

Business Skills:

Replies to: bonnie.macmillan@jrhome.com

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

For a free preview, click here!

COMPANIES IN THE NEWS

People on the Move

Sam Purdy, who formerly headed up Ryobi Canada, has been named national director for Habitat for Humanity’s Re-Store services.

Germain Voyer, formerly general manager for Roland Boulanger Moulding, has been named vice-president of sales and logistics for Maibec.

Gerald Böse has been named CEO of the Koelnmesse executive board. He was formerly executive director at Karlsruher Messe- und Kongress-GmbH.

Economic Indicators

Feb. 25, 2008

	Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
February 25, 2008, Vol. xiv, #8

In This Issue

RONA sees sharp drop in sales in 2007
New plan aims to reposition RONA
Designer Depot may be on sale block
Selkirk celebrates 75th anniversary
Builders Show a barometer of industry’s struggles

“I never think of the future – it comes soon enough.”
Albert Einstein

RONA sees sharp drop in sales in 2007

BOUCHERVILLE, QC — RONA reported 2007 earnings of $185.million on $4.8 billion in sales, down 2% from 2006, a drop the company is attributing to the fact that 2006 had an extra selling week. On a comparable basis, the company says, sales actually increased 7.1%, spurred by acquisitions that included Noble Trade, Curtis Lumber, and Mountain Building Centres, and by new store openings. Consolidated sales for 2007 stood at $4,785 million, or 5.1% higher than the $4,551 million posted in 2006. Excluding a drop caused by a fall in the average price of forest products and the impact of the 53rd week in 2006, same-store sales decreased by 0.8% over the year.

But the fourth quarter of 2007 was undeniably tough for RONA. Net earnings stood at $30.5 million, down 20% from $38.1 million in 2006. Consolidated sales for the quarter were down 4.8% from the previous year, while operating income stood at $75.9 million, down 12.5% from the corresponding quarter in the previous year.

RONA president and CEO Robert Dutton says the slowdown is reflective of what’s happening across the sector, adding that same-store sales rose in Western Canada, where the economy continues to boom, but Quebec and Ontario felt the effect of heavy losses in manufacturing jobs in 2007.

Top

New plan aims to reposition RONA

BOUCHERVILLE, QC — RONA CEO Robert Dutton stresses that although the company did not achieve its objective of $7 billion in annualized retail sales in 2007, it will take action to combat the increasing effect of a slowing economy. Those measures will be explained in detail on Feb. 27, when the company unveils its strategic plan for 2008-2011. That plan is expected to expand on some of the initiatives to which Dutton alluded during a conference call last week to announce the company’s year-end results. They include improving staff training and customer service, promoting loyalty programs such as Air Miles more heavily, speeding up the launch of new stores, and reducing shrinkage.

More importantly, RONA will review the performance of some of its long-established corporate stores that chronically underperform. These would likely include its big boxes in Ontario, which continue to struggle to be profitable.

Top

Designer Depot may be on sale block

TORONTO — Hudson’s Bay Co. is in talks with Isaac Benitah, who runs several Canadian retail chains, about selling its Designer Depot division, according to a report in the Globe and Mail. Hbc spokeswoman Hillary Marshall was quoted in the report as saying that Hbc is “looking at its options” for the nine-store chain that launched in 2004. The report also cited industry sources who suggested that the sale might be part of larger plan by owner Jerry Zucker to shed other Hbc formats, which include The Bay, Zellers, Home Outfitters and Fields. Designer Depot, a discount chain that has a home and housewares component, has stores in Ontario and Alberta.

But a separate report by the Canadian Press said that the sale did not in fact indicate a broader disposal of assets. “No, no. That’s ridiculous,” that report quotes Marshall as saying. “There’s just nothing to it.”

Zucker, who bought Hbc two years ago, said at the time that he wanted to improve performance across the company by providing customers with better assortments and enhanced service.

Earlier this year, after a disappointing holiday season, Hbc cut 100 employees, a move the company said was tied to its decision to transfer most head office operations from Toronto to Brampton. Hbc has more than 600 retail outlets and nearly 70,000 associates in Canada.

Top

Selkirk celebrates 75th anniversary

SELKIRK, MB — This year marks the 75th year that Selkirk Corp. has been selling hearth products in Canada. The company started its business life as Selkirk Metal Products. It began manufacturing chimney and gas vents in 1933, the same year it invented the insulated prefabricated chimney. In Canada, Selkirk Corp. goes to market under the Selkirk, SuperVent, SuperPro, Vesta, and Selkirk Metalbestos brands. It operates manufacturing facilities in Brockville, Nobel, and Stoney Creek, ON, and has a distribution centre in Prescott, ON. Now headquartered in Stoney Creek, Selkirk also manufactures products in the United States and Mexico and has corporate headquarters in Dallas, TX.

Top

Builders Show a barometer of industry’s struggles

ORLANDO, FL — Are you green enough? And are you going to survive? Those were the two questions that were on the minds of the builders and suppliers who attended the annual International Builders Show here this week. Attendance at the show was about 92,000, down 12% from last year, reflecting an industry that’s in the depths of a housing slump and credit crunch which is negatively impacting the entire U.S. economy. In fact, some the best-attended seminars at the show dealt with the topic of how to survive the downturn.

The news, right before the show, that Wheeler’s, a once-highflying pro dealer based in Georgia, had filed for bankruptcy protection only accentuated the vulnerability of dealers that cater to the construction industry. However, not everyone sees the downturn or the show’s lighter attendance in dire terms. “The people who are at this show are the ones who are going to survive,” predicts Frank Cicero, executive vice-president of operations for 84 Lumber, one of several dealers that exhibited at the show. Others included ProBuild, Carter Lumber, and Home Depot and Lowe’s, which each had huge booths.

Many of the exhibitors promoted the “greenness” of their products, and green building took centre stage with the National Association of Home Builders’ launch of its National Green Building certification program.

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Classifieds

The MIBRO Group is a leading supplier of Power Tool Accessories, Chain & Chain Accessories, Rope & Cordage, and Lawn & Garden Products.

MIBRO is proud to be a winner of the Canada’s 50 Best Managed Companies award. Check us out at www.mibro.com

We currently have an opening for an experienced National Account Manager, to sell to and manage major retail accounts in Canada and the U.S.

As the ideal candidate you have:

5+ years experience in selling consumer products to Key Accounts in the retail sector
Intermediate to Advanced level proficiency in MS Office
Ability and willingness to travel
Strong verbal/written communication and presentation skills
Excellent analytical, organizational, and follow-up skills.
Excellent project management and problem-solving skills.
Systems and procedures oriented.

Please submit your resume hrc@mibro.com

We thank all candidates for their interest, however, only those under serious consideration will be contacted.

Territory Manager – Alberta South Freud Canada, Inc.

DELIVERING ON THE PROMISE

National Account Manager

Minimum 5-10 years of senior sales level exper ience or sales management is required in the Ontario marketplace. Existing networks and strong industry relationships would be an important asset.

The position reports to the President and CEO.

“Must have” – skills and abilities:

Business Skills:

Replies to: bonnie.macmillan@jrhome.com

Retail Brand Manager:

American Standard, an industry leader in Bath and Kitchen products, is seeking a Retail Brand Manager.

A strong understanding of the Canadian retail Faucet and home improvement market is preferred, along with at least 5 years experience with both national and regional accounts.

Preference given to candidates with;

1. 5 years overall sales/marketing experience in working with Canadian retailers.
2. Proficient in Microsoft Office, Excel and PowerPoint.
3. Exposure to national retail accounts.
4. Strong analytical and presentation skills.
5. Self starter who can work independently.

Education equivalent to college diploma or university degree required, preferably in marketing.

American Standard is located in Mississauga, within close proximity to the intersection of Dixie and Dundas.

Qualified applicants should send resume and salary requirements via email to hrmississauga@americanstandard.com. No phone calls please.

Richard Simms, President of Black Eagle Consulting
is pleased to announce the introduction of
EXECUTIVE SEARCH SERVICES
Richard’s years of consulting experience in the home improvement industry have provided a wealth of industry contacts and the expertise to match the right person to the right corporation and position.
For more information:
905-842-3010
rsimms@blackeagle.ca
www.blackeagle.ca

ONTARIO DISTRICT SALES MANAGER

We are a long established, national specialty building materials manufacturing company with a Vancouver Head Office. We sell to all of the leading building supply retailers including: Home Depot, Lowes, and Rona.

You will operate from a company owned Mississauga sales office and distribution centre.

Description:

You are responsible for all Ontario sales to a large, province-wide dealer network including building supply dealers, roofing companies, window and door manufacturers, glass shops, etc.

You will be entrusted with maintaining and growing our expanding Ontario dealer network, assisted by a marketing support agency.

Qualifications:

College education
Min 3 years sales experience
Had success in developing new business.

Compensation:

Attractive base salary
Bonus
Full benefits
Car and phone allowance

Email: career@columbiaskylights.com

Fax: (604) 437-4443

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

Our client, Exchange-A-Blade, a Canadian Company with over 30 years of proven success in supplying power tool accessories to the retail lumber, home center and hardware industry. Their main method of marketing has been through independent distributors selling directly to retailers within a protected territory. The Company takes great pride in the success of their Distributors which is evidenced by the longevity of many of their relationships.

There are currently openings to take over established territories in Ontario and Saskatchewan.

If you are a high-energy achiever, people oriented with exceptional communication skills and ready for the challenge of running your own business then we would like to hear from you.

Ideal candidates will a minimum of 5 years sales experience within the hardware industry a sound track record of growing business, possess a valid driver’s license and be comfortable with some overnight travel.

An investment will be required.

Interested candidates should forward their resume to:

David Hughes at davidh@icaconsult.com

We thank all applicants for their interest but will only reply to those of interest.

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

COMPANIES IN THE NEWS

BOUCHERVILLE, QC — RONA has partnered with a new television channel just launched in Quebec. Titled “Les idees des ma maison,” it will feature original content produced by RONA, including “Les idees des Martin,” a short program hosted by Québécois actor Martin Thibaudeau that will run three times daily. Thibaudeau will invite RONA experts into his workshop to give advice and tips. RONA hopes that the channel will mirror the success of specialty home-and-garden programming being produced in the U.S. and provide a direct link to Quebec television viewers. NEW YORK — Manulife Financial Corp., Canada’s largest insurance company, has entered the resources sector with a $1.7 billion deal to acquire a 9,000-acre land portfolio spread across Texas, Arkansas and Louisiana. The move is expected to shield the company from volatile stock prices. With a log shortage looming for the lumber and paper industries, the land’s value is expected to increase sharply.

SAN FRANCISCO — Wal-Mart will no longer carry Toshiba’s HD-DVD format, choosing instead to offer Sony’s Blu-Ray technology. The announcement came in the same week that electronics giant Best Buy announced that they too would stock only Blu-Ray titles. Toshiba reacted to the news by cancelling development of any new HD-DVD devices. The company will continue to sell HD-DVD equipment in stores but has ceased new production.

People on the Move

Eric Hodson has been named manager of the IRLY Building Centre in Sorrento, BC. Hodson had previously managed IRLY Building Centres in Clinton, Prince Rupert and Salmon Arm. Ronald L. Jadin has been promoted to senior vice-president and chief financial officer at W. W. Grainger Inc.

Building Material Holding Corp. has named Stanley Wilson as its new president and COO.

Economic Indicators

Consumer prices rose 2.2% during the 12-month period leading into January, just below the 2.4% posted in December. The merchandise trade surplus shrank to its lowest level in nine years in December 2007. Exports fell 3.1% to $36.7 billion, while prices rose 3.6%.

Manufacturing sales dropped 3.4% to $48.6 billion in December 2007, the lowest level in three years. Wholesale sales fell 2.9% in December to $42.7 billion. The decline was the largest since April and brought monthly sales to their lowest level since November 2006. (StatsCan)

In Memoriam

Bob Hilton, formerly manager of sales for 3M Canada, passed away last week. Bob was a good friend and a loyal supporter of HARDLINES. We’ll miss him.

	Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
February 25, 2008, Vol. xiv, #8

In This Issue

RONA sees sharp drop in sales in 2007
New plan aims to reposition RONA
Designer Depot may be on sale block
Selkirk celebrates 75th anniversary
Builders Show a barometer of industry’s struggles

“I never think of the future – it comes soon enough.”
Albert Einstein

RONA sees sharp drop in sales in 2007

Top

New plan aims to reposition RONA

Top

Designer Depot may be on sale block

Zucker, who bought Hbc two years ago, said at the time that he wanted to improve performance across the company by providing customers with better assortments and enhanced service.

Top

Selkirk celebrates 75th anniversary

Top

Builders Show a barometer of industry’s struggles

Top

Classifieds

The MIBRO Group is a leading supplier of Power Tool Accessories, Chain & Chain Accessories, Rope & Cordage, and Lawn & Garden Products.

MIBRO is proud to be a winner of the Canada’s 50 Best Managed Companies award. Check us out at www.mibro.com

We currently have an opening for an experienced National Account Manager, to sell to and manage major retail accounts in Canada and the U.S.

As the ideal candidate you have:

5+ years experience in selling consumer products to Key Accounts in the retail sector
Intermediate to Advanced level proficiency in MS Office
Ability and willingness to travel
Strong verbal/written communication and presentation skills
Excellent analytical, organizational, and follow-up skills.
Excellent project management and problem-solving skills.
Systems and procedures oriented.

Please submit your resume hrc@mibro.com

We thank all candidates for their interest, however, only those under serious consideration will be contacted.

Territory Manager – Alberta South Freud Canada, Inc.

DELIVERING ON THE PROMISE

National Account Manager

Minimum 5-10 years of senior sales level exper ience or sales management is required in the Ontario marketplace. Existing networks and strong industry relationships would be an important asset.

The position reports to the President and CEO.

“Must have” – skills and abilities:

Business Skills:

Replies to: bonnie.macmillan@jrhome.com

Retail Brand Manager:

American Standard, an industry leader in Bath and Kitchen products, is seeking a Retail Brand Manager.

A strong understanding of the Canadian retail Faucet and home improvement market is preferred, along with at least 5 years experience with both national and regional accounts.

Preference given to candidates with;

Education equivalent to college diploma or university degree required, preferably in marketing.

American Standard is located in Mississauga, within close proximity to the intersection of Dixie and Dundas.

Qualified applicants should send resume and salary requirements via email to hrmississauga@americanstandard.com. No phone calls please.

ONTARIO DISTRICT SALES MANAGER

You will operate from a company owned Mississauga sales office and distribution centre.

Description:

You are responsible for all Ontario sales to a large, province-wide dealer network including building supply dealers, roofing companies, window and door manufacturers, glass shops, etc.

You will be entrusted with maintaining and growing our expanding Ontario dealer network, assisted by a marketing support agency.

Qualifications:

College education
Min 3 years sales experience
Had success in developing new business.

Compensation:

Attractive base salary
Bonus
Full benefits
Car and phone allowance

Email: career@columbiaskylights.com

Fax: (604) 437-4443

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

There are currently openings to take over established territories in Ontario and Saskatchewan.

If you are a high-energy achiever, people oriented with exceptional communication skills and ready for the challenge of running your own business then we would like to hear from you.

An investment will be required.

Interested candidates should forward their resume to:

David Hughes at davidh@icaconsult.com

We thank all applicants for their interest but will only reply to those of interest.

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

COMPANIES IN THE NEWS

People on the Move

Building Material Holding Corp. has named Stanley Wilson as its new president and COO.

Economic Indicators

In Memoriam

Bob Hilton, formerly manager of sales for 3M Canada, passed away last week. Bob was a good friend and a loyal supporter of HARDLINES. We’ll miss him.

Feb. 19, 2008

	Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
February 18, 2008, Vol. xiv, #7

In This Issue

RONA renovates Réno-Dépôt
Canadian Tire rolls out smaller stores
MatPlus hosts first show for Quebec dealers
Winter weather doesn’t hamper LBMAO show
Wal-Mart to expand in Mexico

“What’s the use of happiness? It can’t buy you money.”
Henny Youngman (American comedian, 1906 – 1998)

RONA invests in Réno-Dépôt renovations

BOUCHERVILLE, QC — RONA will invest close to $20 million this year to redesign 11 Réno-Dépôt stores. The company made the announcement last week at an event to mark the completion of a $2 million renovation of the 115,000-sq.ft. Réno-Dépôt in Gatineau, Hull. It will serve as a prototype for the redesign of the other ten stores, all of which are located in Quebec. Work on Réno-Dépôt stores in Rosemère, Montreal, Brossard and Québec City, will be finished this spring. An additional six stores will be revamped during the second quarter.

The new store format is anchored by a “Project Area”, where consumers can meet with “Project Guides” — staff trained in various aspects of home renovation and décor. It is divided into a reception counter where shoppers can get information quickly, and an “expertise” area where staff can review projects with customers in detail. Project Guides can also help with installation services, including getting estimates, setting up appointments and discussing financing.

A wide central power aisle spotlights top-selling items, and branches out into open aisles and in-store boutiques for flooring, doors and windows, kitchens, bathrooms, paint and decor. A new boutique for storage, with a range of items for garages, kitchens, basements, and cabinets, sits near the store entrance.

The new stores feature an upgraded, enlarged product assortment, positioned to encourage cross-category shopping. Signage has also been improved, and lighting has been brightened and softened to eliminate the harsh warehouse lighting effect.

Meanwhile, the contractor counter has been expanded to ensure faster service for that customer segment.

Top

Canadian Tire tests small-format stores

TORONTO — Canadian Tire has begun testing a new infill store format for markets that are underserved by its current network. The prototypes will be between 12,000 sq.ft. and 16,000 sq.ft. Each will have a Mark’s Work Wearhouse and an expanded outdoor area to better serve the seasonal business—which the company says is especially important to communities that cater to tourists. The first of four new-format stores to open this year is in Hearst, ON, a town of about 6,000 that lies north-west of Kapuskasing. That location, which replaces an existing store, measures 18,000 sq.ft.—11,000 sq.ft. larger than the original location. It will also include a 7,000-sq.ft. garden centre and 7,000-sq.ft. outdoor canopied display. Construction of the new building is scheduled to wrap up at the end of May, with a tentative grand opening in July.

Top

MatPlus hosts first show for Quebec dealers

VICTORIAVILLE, QC — Canada’s newest buying group, Groupe MatPlus, held its first-ever buying show for its building supply dealer members last week. The show managed to attract about 120 of the 180 dealers who were formerly served by CanWel’s Servimat division. MatPlus is headed up by Daniel Thibault, general manager, who was formerly at Servimat. “For a first time, it was a good start,” says Carl Strulovitch, a partner in Probex Building Supplies in Roxboro, QC and one of the founders of MatPlus. “We had 40 exhibitors and we turned away 16, so we’ll probably have to get a bigger venue next time.” This year’s event was held at the new Centre des congrès here.

MatPlus joined TIM-BR MARTS shortly after it was formed just over a year ago. The fit was a natural one, given both MatPlus link to CanWel Distribution and TIM-BR MARTS’ lack of presence in Quebec. Both these groups rely, in varying degrees, on their association with PRO Retail Services to manage the dealers’ purchasing and store management needs. However, this new buying show was held separately from PRS’s own show, held annually in Montreal in November.

“The PRS show is the wrong time for building materials. February is better for buying LBM,” says Strulovitch. “However, it doesn’t diminish the group’s relationship with TIM-BR MARTS,” he adds. “They had a booth at this show,” he notes. “It’s a true win-win for both of us. We add volume for them and they add purchasing power for us – which is the name of the game.”

Top

LBMAO show weathers winter storm

TORONTO — Severe winter weather didn’t stop some 400 lumber and building material dealers, vendors and suppliers from attending the yearly LBMAO dinner here last week. The event, held on the second evening of the association’s annual two-day buying show, included the presentation of the 2007 LBMAO Industry Achievement Award, which went to Keith Moffatt and Dave Powell, owners of The Lumber Store in Strathroy, ON, and the presentation of the 2007 Student Achievement Awards.Keynote speaker Mike Holmes spoke about his Make it Right Foundation, which encourages young people to enter the trades, and to gain the skills needed to work to the high standard that Holmes espouses. Holmes predicts that within the next decade, Canada will face a severe shortage of skilled tradespeople. That shortfall, he says, will have significant negative effect on the LBM industry.

The event also marked the formal recognition of the 120th anniversary of Hardware Merchandising, one of Canada’s oldest trade magazines. After the dinner, the crowd was treated to a performance by the Jim Cuddy band.

Wal-Mart to invest in Mexico in 2008

MEXICO CITY — Wal-Mart de México will invest 12.5 billion pesos in Mexico this year, opening 205 new units, including Wal-Mart Supercenters, Superama and Bodega Aurrera self-service units; Sam’s Club; Suburbia apparel stores; Vips and El Porton restaurants. That number will also include 79 prototypes for the Bodega Aurrera banner, which combines discount and convenience formats in a smaller footprint.In 2008, Walmex will lower prices between 5% and 20% as part of a pact it made with Mexico’s government to help consumers cope with the slowed economic growth that’s expected here. Walmex’s sales for 2007 stood at 224.1 billion pesos, up from 206.4 billion pesos in 2006.

Top

Classifieds

DELIVERING ON THE PROMISE

National Account Manager

Minimum 5-10 years of senior sales level exper ience or sales management is required in the Ontario marketplace. Existing networks and strong industry relationships would be an important asset.

The position reports to the President and CEO.

“Must have” – skills and abilities:

Business Skills:

Replies to: bonnie.macmillan@jrhome.com

Retail Brand Manager:

American Standard, an industry leader in Bath and Kitchen products, is seeking a Retail Brand Manager.

A strong understanding of the Canadian retail Faucet and home improvement market is preferred, along with at least 5 years experience with both national and regional accounts.

Preference given to candidates with;

Education equivalent to college diploma or university degree required, preferably in marketing.

American Standard is located in Mississauga, within close proximity to the intersection of Dixie and Dundas.

Qualified appl icants should send resume and salary requirements via email to hrmississauga@americanstandard.com. No phone calls please.

ONTARIO DISTRICT SALES MANAGER

You will operate from a company owned Mississauga sales office and distribution centre.

Description:

You are responsible for all Ontario sales to a large, province-wide dealer network including building supply dealers, roofing companies, window and door manufacturers, glass shops, etc.

You will be entrusted with maintaining and growing our expanding Ontario dealer network, assisted by a marketing support agency.

Qualifications:

College education
Min 3 years sales experience
Had success in developing new business.

Compensation:

Attractive base salary
Bonus
Full benefits
Car and phone allowance

Email: career@columbiaskylights.com

Fax: (604) 437-4443

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

There are currently openings to take over established territories in Ontario and Saskatchewan.

If you are a high-energy achiever, people oriented with exceptional communication skills and ready for the challenge of running your own business then we would like to hear from you.

An investment will be required.

Interested candidates should forward their resume to:

David Hughes at davidh@icaconsult.com

We thank all applicants for their interest but will only reply to those of interest.

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

************************************“ HARDLINES and Koelnmesse will once again host a very special reception in Cologne – and you’re invited! Join us Sunday, March 9 at the International Hardware Fair/Practical World. Click below to download your invitation. Questions or to RSVP, call Brady Peever, 419-489-3396, or email brady@hardlines.ca
************************************

Click here to download your invitation.

COMPANIES IN THE NEWS

MONTREAL — Tembec had 1Q sales of $545 million, down from $649 million in the same period last year. That represents a loss of $60 million, compared to earnings of $138 million in the corresponding quarter of the previous year. The company blames a weak market, maintenance downtime and a strong Canadian dollar for the results. It is, however, cautiously optimistic about the pulp market in 2008.MONTREAL — Retail sales in Quebec and Canada posted their 12th consecutive year of growth in 2007. According to the Retail Council of Quebec’s annual report, retail sales in Quebec grew 4.5% to $90.7 billion. That compares with growth of 6% to $412.7 billion Canada-wide. In Quebec, sales were pushed up by above-average growth in pharmacies (16.9%) and electronic and appliance stores (12.4%). Household furnishing, however, dipped by 0.6%. The RCQ also reported that disposable income in Quebec households increased to $24,505 in 2007 from $23,267 in 2006, and is calling for growth of 3.5% in 2008. According to the 2007 Hardlines Retail Report, Quebec comprises 25.1% of the Canadian home improvement market.

SHERBROOKE, QC — Clarke Inc. signaled its interest last week in privatising Shermag Inc., the residential furniture maker based here that recently announced it is reducing its workforce from 1,050 to 730. Clarke, a Halifax-based investor with a portfolio that includes companies in the transportation and services sectors, sent a letter of interest to Shermag’s board of directors, offering to pay below Shermag’s current trading price. It has also said that it will invite other major shareholders to participate.

TORONTO — The man who helped torch the Woodbine Home Hardware and Building Supply store here, causing the death of another man, was sentenced last week to 6 1/2 years in prison, according to report in the Toronto Star. The fire, one of the largest in the city’s history, was started in the early hours of Dec. 25, 2001. Because Shaun McMaster has served the equivalent to 6 1/2 years in pre-trial custody, he walked free from Ontario Superior Court. McMaster will be on probation for two years. Building owner John Magno is accused of getting McMaster and others to burn it down so that he could make a fraudulent insurance claim. He awaits trial on a charge of second-degree murder.

TAYLOR, MI — Masco Corp. saw sales decline 7% in 2007 to $11.8 billion, compared with $12.7 billion in sales for 2006. The drop came from lowered North American sales, which declined 12%, pushed down by a slow U.S. housing market, and by lower sales of cabinets, windows and doors, and corresponding installation services. Results were positively affected by increased retail sales of paints and stains and by international sales, which rose 15%.

FEDERAL WAY, WA — Weyerhaeuser had sales of $16.3 billion in 2007, down from $18.7 billion in the previous year. The company also saw a loss of $63 million in 4Q 2007, compared with earnings of $507 million in the same period for the previous year. It blamed the drop on the depressed U.S. housing market, which created unfavorable market conditions for timberlands, wood products and real estate businesses.

MINNEAPOLIS — Valspar Corp. had sales of $765.1 million for the quarter ended Jan. 25, a 10.2% increase from the first quarter of 2007. Net income for the first quarter was $24 million, up from $23.6 million in 1Q 2007. During the earnings report webcast, Valspar also announced that it had acquired Aries Coil Coatings in December 2007. Located in Monterrey, Mexico, Aries had 2007 sales of approximately $40 million.

CLEVELAND — Sherwin-Williams Co. plans to buy the liquid coating division of Inchem Holdings International Ltd., according to a report in Associated Press. The Singapore-based Inchem produces coatings in China, Vietnam and Malaysia that are sold in 18 countries in Asia. The deal will further expand Sherwin-Williams’ reach in the region, and comes at the end of year in which it made acquisitions in India, Uruguay and Mexico. Inchem has 400 employees at four factories and generates annual sales of about $30 million.

LONDON — Jaruary UK retail sales rose 2.6% on a same-store basis, compared with January 2007, when sales were up 3.1%, according to the British Retail Consortium. That was the third straight month of growth. Food, health and beauty sales picked up, while clothing sales were down. Homewares and furniture showed only a modest improvement.

MOSCOW — Swedish furniture giant Ikea has bought a 50-hectare plot in the city’s northeast end, on which it plans to build its fourth store in the city, according to the Moscow Times. “IKEA is very successful in Russia,” Ikea spokesperson Oksana Belaichuk was quoted as saying. “It has the highest turnover in Europe, if not the world.”

BEIJING — Severe weather over the last few weeks has resulted in a loss of about one-tenth of China’s forest resources, according to the China Daily website. The report says that 17.3 million hectares (43 million acres) of forest in more than half of all the country’s provinces have been damaged. The worst-hit regions have seen nearly 90% of their forests destroyed. At the end of January, winter weather had cost China’s forestry sector 16.2 billion yuan. The State Forest Administration warns that trees killed by winter frost also raise the risk of forest fires, and may add to the negative impact of the weather.

Economic Indicators

Seasonally adjusted housing starts stood at 222,700 units in January, up from 184,700 units in December. Urban multiples jumped 64.1% to 108,000 units in January, while singles fell 4.8% to 81,500 units. (CMHC)New house prices rose 6.2% between December 2006 and December 2007. The highest increases were in Saskatoon, with an increase of 45.1% from December 2006, and Regina, where the increase was 25.9% over the same period. (StatsCan)

Exports fell 3.1% to $36.7 billion in December 2007. Imports inched up 0.7% to $34.3 billion. Prices increased 3.4%, while volumes declined 2.7%. (StatsCan)

In memoriam

Dave Tonkin, former director of national accounts for Broadleaf Logistics Co., died suddenly last week. Tonkin, who had just retired after 40 years in the industry, was making his last official industry appearance, at the Home Hardware Lumber and Building Materials Convention in Nuevo Vallarta, Mexico.

	Beverly Allen, Publisher bev@hardlines.ca Vicky Sanderson, Editor vicky@hardlines.ca John Caulfield, Contributing Editor Phone: 416-489-3396
February 18, 2008, Vol. xiv, #7

In This Issue

RONA renovates Réno-Dépôt
Canadian Tire rolls out smaller stores
MatPlus hosts first show for Quebec dealers
Winter weather doesn’t hamper LBMAO show
Wal-Mart to expand in Mexico

“What’s the use of happiness? It can’t buy you money.”
Henny Youngman (American comedian, 1906 – 1998)

RONA invests in Réno-Dépôt renovations

Meanwhile, the contractor counter has been expanded to ensure faster service for that customer segment.

Top

Canadian Tire tests small-format stores

Top

MatPlus hosts first show for Quebec dealers

Top

LBMAO show weathers winter storm

Wal-Mart to invest in Mexico in 2008

Top

Classifieds

DELIVERING ON THE PROMISE

National Account Manager

Minimum 5-10 years of senior sales level exper ience or sales management is required in the Ontario marketplace. Existing networks and strong industry relationships would be an important asset.

The position reports to the President and CEO.

“Must have” – skills and abilities:

Business Skills:

Replies to: bonnie.macmillan@jrhome.com

Retail Brand Manager:

American Standard, an industry leader in Bath and Kitchen products, is seeking a Retail Brand Manager.

A strong understanding of the Canadian retail Faucet and home improvement market is preferred, along with at least 5 years experience with both national and regional accounts.

Preference given to candidates with;

Education equivalent to college diploma or university degree required, preferably in marketing.

American Standard is located in Mississauga, within close proximity to the intersection of Dixie and Dundas.

Qualified appl icants should send resume and salary requirements via email to hrmississauga@americanstandard.com. No phone calls please.

ONTARIO DISTRICT SALES MANAGER

You will operate from a company owned Mississauga sales office and distribution centre.

Description:

You are responsible for all Ontario sales to a large, province-wide dealer network including building supply dealers, roofing companies, window and door manufacturers, glass shops, etc.

You will be entrusted with maintaining and growing our expanding Ontario dealer network, assisted by a marketing support agency.

Qualifications:

College education
Min 3 years sales experience
Had success in developing new business.

Compensation:

Attractive base salary
Bonus
Full benefits
Car and phone allowance

Email: career@columbiaskylights.com

Fax: (604) 437-4443

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

There are currently openings to take over established territories in Ontario and Saskatchewan.

If you are a high-energy achiever, people oriented with exceptional communication skills and ready for the challenge of running your own business then we would like to hear from you.

An investment will be required.

Interested candidates should forward their resume to:

David Hughes at davidh@icaconsult.com

We thank all applicants for their interest but will only reply to those of interest.

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

Click here to download your invitation.

COMPANIES IN THE NEWS

Economic Indicators

Exports fell 3.1% to $36.7 billion in December 2007. Imports inched up 0.7% to $34.3 billion. Prices increased 3.4%, while volumes declined 2.7%. (StatsCan)

In memoriam

Feb. 11, 2008

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
February 11, 2008, Vol. xiv, #6

In This Issue

Canadian Tire posts gain in 2007
Wal-Mart Canada develops ethnic offerings
CMHC predicts another strong year in housing
U.S. housing marker remains bleak

“ Ignorance is the night of the mind, but a night without moon and star.”
— Confucius (Chinese philosopher, 551-479 BCE)

Canadian Tire records healthy profits in 2007

TORONTO — Canadian Tire Corp. reported a healthy increase in profits for 2007, with net earnings rising 17.8% to $417.6 million, on gross sales of $8.6 billion, which were up 4.3%. The company ended the year on a strong note, with fourth-quarter net earnings climbing 15.5% to $125.1 million. Adjusted net earnings for the quarter, which exclude non-operating gains and losses (and the severance package for ex-CEO Wayne Sales), were $127.6 million, a 29% increase compared to $98.8 million last year.

Canadian Tire’s retail division, CTR, had fourth-quarter retail sales of $2.17 billion, up only 0.4% from 4Q 2006. Same-store sales did not fare well either: they were down 1.8% in the fourth quarter. Despite double-digit sales increases of seasonal merchandise, led by strong snow-thrower and automotive accessories sales, a significant decline in the tool category had a negative effect on sales.The company blamed “changes to the pricing and promotional strategy, combined with a challenging retail environment associated with this category.”

For the year, CTR’s retail sales by all dealers grew 1.5%, to $5.5 billion, while same-store sales remained essentially flat over 2006. Excluding the negative impact of sales in the tool category, same-store sales would have been up 0.9% year-over-year. Fourth-quarter earnings before taxes were $81.7 million, a 14.2% increase over the $71.5 million recorded in 2006.

CTR completed 67 Concept 20/20 projects during the year, opening eight new stores, retrofitting and expanding 49 stores and replacing ten others. Canadian Tire now has 192 Concept 20/20 stores and 32 CTR-Mark’s combination stores within its network of 473 stores.

Top

Wal-Mart Canada caters to Asian customers

MISSISSAUGA, ON — Wal-Mart Canada is selling traditional Chinese New Year food, greeting cards and decorations for the first time at 51 stores nationally. The move is part of a “Store of the Community” program, which was described by Jim Thompson, senior vp of merchandising for Wal-Mart, at the 2007 Hardlines Conference. The program uses AC Neilsen and Census data to target ethnic population clusters and tailor merchandise to those consumers. Wal-Mart Canada’s Chinese New Year products are the same as those found in Wal-Mart stores in China. They include traditional couplets, ornaments, lanterns, and banners, as well as a specially-commissioned Year of the Rat plush toy. Live orchids, lucky bamboo, orange and money trees will also be available, as will specialty food and cookery.

The community store plan will extend, however, beyond the holiday period in seven Wal-Mart Canada stores, which will offer more small sizes in apparel, Asian newspapers, martial arts DVDs and jade jewelry. In the Markham store, signage is in English and Chinese, a practice RONA instituted in select locations of its network a few years back.

Top

Residential construction to fall in 2008: CMHC

OTTAWA — A record $74.3 billion worth of building permits were issued in 2007, up 12.1% from the previous record of $66.3 billion in 2006, according to Statistics Canada.Every province posted gains, except Prince Edward Island and Nova Scotia. In Quebec, growth accelerated from 5.2% in 2006 to 9.2% in 2007. In Ontario, the value of permits grew 14.7%, jumping ahead from a 3.5% decline in 2006. Toronto posted the largest dollar gain among metropolitan areas, followed by Calgary, Montreal, Vancouver and Edmonton.New records were also set for intentions in both non-residential and residential sectors. In the non-residential sector, the value of permits totaled $28.7 billion, up 13.8% from $25.2 billion in 2006. In the residential sector, municipalities issued $45.6 billion worth of permits, up 11.0%. The number of new dwellings approved increased 2% in 2007 to 237,875 units.

Meanwhile, Canada Mortgage and Housing Corp.’s Housing Market Outlook for 1Q 2008, calls for housing starts, which reached 228,343 units in 2007, to decline in 2008 to about 211,700 units. But CMHC still sees a strong year ahead, and notes that it will be the seventh consecutive year in which starts exceed 200,000 units.

Top

U.S. pending home sales continue to fall

WASHINGTON — Sales contracts for the purchase of previously owned homes were down 1.5% in December, from the prior month, based on a monthly index compiled by the National Association of Realtors (NAR). At 85.9, the index was 24.2% lower than in December 2007. The association expects existing-home sales to be at 4.9 million in the first half of this year, rising to 5.8 million in the second half, and totaling 5.6 million in 2009. The aggregate existing-home price should decline 1.2% in 2008 to a median of $216,300, and then rise 3.2% to $223,200 in 2009. However, critics of the association say that NAR is overly optimistic about current market conditions.

NAR projects that new-home sales will decline 17.7% to 637,000 in 2008 before rising 7.6% to 685,000 in 2009. “Builders will further lower new-home construction throughout this year and into 2009 to bring inventory under control,” Lawrence Yun, NAR’s chief economist says. Housing starts, including multifamily units, are estimated to fall 20.1% to 1.08 million this year, and decline another 1.3% to 1.07 million in 2009. The median new-home price is expected to fall 4.3% to $236,300 in 2008, and then increase 5% in 2009.

Top

Classifieds

Retail Brand Manager:

American Standard, an industry leader in Bath and Kitchen products, is seeking a Retail Brand Manager.

A strong understanding of the Canadian retail Faucet and home improvement market is preferred, along with at least 5 years experience with both national and regional accounts.

Preference given to candidates with;

Education equivalent to college diploma or university degree required, preferably in marketing.

American Standard is located in Mississauga, within close proximity to the intersection of Dixie and Dundas.

Qualified appl icants should send resume and salary requirements via email to hrmississauga@americanstandard.com. No phone calls please.

ONTARIO DISTRICT SALES MANAGER

You will operate from a company owned Mississauga sales office and distribution centre.

Description:

You are responsible for all Ontario sales to a large, province-wide dealer network including building supply dealers, roofing companies, window and door manufacturers, glass shops, etc.

You will be entrusted with maintaining and growing our expanding Ontario dealer network, assisted by a marketing support agency.

Qualifications:

College education
Min 3 years sales experience
Had success in developing new business.

Compensation:

Attractive base salary
Bonus
Full benefits
Car and phone allowance

Email: career@columbiaskylights.com

Fax: (604) 437-4443

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

There are currently openings to take over established territories in Ontario and Saskatchewan.

If you are a high-energy achiever, people oriented with exceptional communication skills and ready for the challenge of running your own business then we would like to hear from you.

An investment will be required.

Interested candidates should forward their resume to:

David Hughes at davidh@icaconsult.com

We thank all applicants for their interest but will only reply to those of interest.

National Key Account Manager

Task Tools & Abrasives is a family owned company that has been in the hardware industry in North America since 1968. Due to strong growth, they are looking for a National Key Account Manager that can contribute to the strategic direction and goals of the company as well as continue to drive results among their key customer base. You must have a proven, stable, track record of establishing trust and long- term relationships with Key Account customers as well as buyers and/or other senior executives. In addition you will have a minimum of 3-5 years Key Account Man agement experience in retail (big-box and chain accounts). A post secondary education as well as conversational French would be an asset.

Interested candidates can forward their resumes in confidence to SteveSampson@nrpsearch.com.

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

Click here to download your invitation.

COMPANIES IN THE NEWS

WINDSOR, ON — Lowe’s Canada will build an 118,000-sq.-ft. store here, according to the Windsor Star. While’s Lowe’s policy is not to confirm locations until all real estate transactions are finalized, the report says the proposal is going through the City of Windsor’s site plan application process, and a store employee, who declined to be identified, confirmed the location.VICTORIAVILLE, QC — Groupe MatPlus held its first-ever buying show for building supply dealers on Feb. 7 and 8 at the Centre des congrès here. Close to 200 dealers formerly served by CanWel’s Servimat division were expected to attend. Another dozen or so dealers who are not yet members of MatPlus were also invited. MatPlus is headed up by its general manager Daniel Thibault, who was formerly at Servimat. The group was formed one year ago.

MONTREAL — Opposition to a proposal by the company’s largest shareholder last week threatened to push financially troubled Tembec closer to creditor protection, according to the Canadian Press. Several creditors rejected what they saw as the disproportionate power that would flow to Emanuele Saputo, who recently resigned from Tembec’s board of directors, and is the chairman of Jolina Capital Inc., which owns 19.4% of Tembec’s stock. Late last week, the company announced that noteholders would support the company’s original recapitalization proposal.

TORONTO — Loblaw Cos. same-store 4Q sales climbed 2.6% from the same period a year ago. Overall sales stood at $6.97 billion, up by 2.7% from $6.78 billion in the previous period.

WHISTLER, BC — A U.S. recession won’t necessarily cause a steep drop in Canadian retail sales this year, International Council of Shopping Centers chairman Rene Tremblay told a conference here last week. While the Canadian retail environment will be “challenging”, the industry should grow by about 5% this year, compared with 5.7% last year, he says.

CHICAGO — W. W. Grainger, the wholesale distributor of maintenance supplies, has increased its product line by 44,000 SKUs. Several key categories have been beefed up, including power transmission, raw material, and fleet maintenance products. Plumbing, electrical, tools, and material handling categories saw the bulk of the increase, with 30,000 items being added to those lines. The company has also launched a line of private-label professional cleaning supplies called “Tough Guy” that includes degreasers, disinfectants, soaps, dispensers and trash containers.

ISSAQUAH, WA — Costco Wholesale Corp. reported January net sales of $5.11 billion, an increase of 11% from $4.62 billion last year. Year to date, the company reported net sales of $29.64 billion, up 11%. Same-store sales for January were up 7%; and up 8% year to date. Same-store sales for the international division, positively affected by the strong Canadian dollar, were up 19% in January and up 17% year to date.

LONDON — Ian Cheshire, the newly named CEO of Kingfisher plc, will not immediately abandon the company’s largest and least productive stores, according to the Financial Times. Given a collapsing property market, the move would not make sense, Cheshire told a meeting of shareholders last week. Instead, he pledges to upgrade customer service and extend the product range of the B&Q chain to include more environmentally friendly products and items for older consumers. He also plans to “feminise” stores with soft furnishings, and launch rebate cards for contractors, who will also be lured with free coffee and bacon rolls.

People on the move

Derek Matysik has joined Techtronic Industries as director of sales, Home Depot Division. Matysik previously worked at Black & Decker and Delta International Machinery. To place an item in the People on the Move section, please send information, including the person’s name, title and contact email or phone number, if desired, to Vicky@hardlines.ca. Hardlines reserves the right to edit items for length.

Correction:

Last week, incorrect information was given about personnel changes at Robert Bosch Tool Corp., where Steve Mather has been named national account manager for Dremel and RotoZip, part of the Robert Bosch Tool Corp. group with responsibility for Sears, Canadian Tire, and Wal-Mart.

Noted…

“We have to make our properties more fun and more comfortable because consumers want to feel like VIPs when they shop.” — Rene Tremblay, chairman, International Council of Shopping Centers.

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
February 11, 2008, Vol. xiv, #6

In This Issue

Canadian Tire posts gain in 2007
Wal-Mart Canada develops ethnic offerings
CMHC predicts another strong year in housing
U.S. housing marker remains bleak

“ Ignorance is the night of the mind, but a night without moon and star.”
— Confucius (Chinese philosopher, 551-479 BCE)

Canadian Tire records healthy profits in 2007

Top

Wal-Mart Canada caters to Asian customers

Top

Residential construction to fall in 2008: CMHC

Top

U.S. pending home sales continue to fall

Top

Classifieds

Retail Brand Manager:

American Standard, an industry leader in Bath and Kitchen products, is seeking a Retail Brand Manager.

A strong understanding of the Canadian retail Faucet and home improvement market is preferred, along with at least 5 years experience with both national and regional accounts.

Preference given to candidates with;

Education equivalent to college diploma or university degree required, preferably in marketing.

American Standard is located in Mississauga, within close proximity to the intersection of Dixie and Dundas.

Qualified appl icants should send resume and salary requirements via email to hrmississauga@americanstandard.com. No phone calls please.

ONTARIO DISTRICT SALES MANAGER

You will operate from a company owned Mississauga sales office and distribution centre.

Description:

You are responsible for all Ontario sales to a large, province-wide dealer network including building supply dealers, roofing companies, window and door manufacturers, glass shops, etc.

You will be entrusted with maintaining and growing our expanding Ontario dealer network, assisted by a marketing support agency.

Qualifications:

College education
Min 3 years sales experience
Had success in developing new business.

Compensation:

Attractive base salary
Bonus
Full benefits
Car and phone allowance

Email: career@columbiaskylights.com

Fax: (604) 437-4443

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

There are currently openings to take over established territories in Ontario and Saskatchewan.

If you are a high-energy achiever, people oriented with exceptional communication skills and ready for the challenge of running your own business then we would like to hear from you.

An investment will be required.

Interested candidates should forward their resume to:

David Hughes at davidh@icaconsult.com

We thank all applicants for their interest but will only reply to those of interest.

National Key Account Manager

Interested candidates can forward their resumes in confidence to SteveSampson@nrpsearch.com.

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

Click here to download your invitation.

COMPANIES IN THE NEWS

TORONTO — Loblaw Cos. same-store 4Q sales climbed 2.6% from the same period a year ago. Overall sales stood at $6.97 billion, up by 2.7% from $6.78 billion in the previous period.

People on the move

Correction:

Noted…

“We have to make our properties more fun and more comfortable because consumers want to feel like VIPs when they shop.” — Rene Tremblay, chairman, International Council of Shopping Centers.

Feb. 4, 2008

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
February 4, 2008, Vol. xiv, #5

In This Issue

Home Hardware optimistic about ’08
Canadian consumers like Lowe’s offering
New appointments at BMR
Lay offs at Home Depot
Black & Decker reports modest sales gain in 2007

“If everything seems under control, you’re just
not going fast enough.” — Mario Andretti

Home Hardware predicts growth in 2008

ST. JACOBS, ON — Home Hardware Stores Ltd. saw growth in 2007 from both existing dealers and the 21 stores that joined its network during the year. The company posted retail sales of $4.8 billion in 2007—up from $4.6 billion in 2006—and is on track to continue its growth in 2008. “We’ve seen some solid growth over the past two years and that’s because Home dealers are making the most of the innovative programs available to help them to strengthen their businesses,” Paul Straus, vice-president and CEO, Home Hardware Stores, said in a prepared statement. Initiatives include the Build a Better Home Store program, a partnership with Aeroplan and a new cross-docking facility in Jiaxing, China, which allows the company to better direct containers to its three Canadian distribution centres.

Top

Lowe’s opens second round of Canadian stores

TORONTO — The location of Lowe’s first Toronto store—a northwest corner of the city that’s a destination for designers— is ideally suited to the retailer’s broad offering of design and décor-focused categories, says Alan Huggins, vice-president of store operations for Lowe’s Canada. “I think we’ll be able to deliver a compelling offering to the neighbourhood,” Huggins said during a pre-opening store tour given to Hardlines.

One of three new 117,000-sq.-ft. stores that opened last week, the Castlefield Ave. location will be managed by Colin Mackenzie, whose background includes stints with a Revelstoke store in Calgary, and with the Beaver Lumber chain.

Two other locations, in East Gwillimbury and North Brampton, ON, also opened last week, and another store, in Maple, ON, is slated to open its doors to the public on Feb. 8.

Consumer response to Lowe’s first Canadian stores has been “outstanding”, says Huggins, who notes that categories such as fashion plumbing, lighting, as well as energy-efficient appliances, are doing even better than expected.

The company has already added to its number of store employees. “We had to go back to the well and add staff at all the stores,” says Huggins, in part to maintain the high customer service levels with which the company hopes to distinguish itself in the Canadian market.

Lowe’s already has three Canadian stores — in South Brampton, Brantford and Hamilton, ON. It plans to open up to 100 stores in Canada over a ten-year period, and is currently looking at 15 additional sites on top of the four latest openings. Meanwhile, a report last week in the Kingston-Whig Standard claims that Lowe’s has applied to the municipality for a zoning amendment to a build a 174,000-sq.-ft. store in Kingston, ON, one of several cities cited as possible Lowe’s locations in the 4Q 2007 edition of Hardlines Quarterly Report.

Top

Latest appointments strengthen BMR’s executive team

LONGUEUIL , QC — Hot on the heels of changes in its buying affiliations, Groupe BMR, the privately-owned buying group and wholesaler, has, under its CEO Yves Gagnon, promoted some key members of its team.Jean St-Maurice has been appointed senior vice-president. With BMR since 1996, St-Maurice served as director of finance, executive assistant to the president and, most recently, as vice-president, finance. His former role has been assumed by Martin Juneau. Previously, Juneau served as BMR’s director of finance.Reflecting BMR’s growing presence in hardware distribution, and its increased reliance on proprietary products, Christian Nadeau has been promoted to the position of vice-president, hardware. Considered one of the top buyers in the country, Nadeau joined BMR as director of hardware in 2001. There, he developed the import market which today plays an important part in BMR’s purchasing strategy. BMR most recently led a defection from the hardware buying group Mutual Hardware, which resulted in the demise of Mutual. BMR and several other former Mutual members went on to join the OCTO Purchasing group.

BMR comprises some 160 building centres in Quebec, New Brunswick, Nova Scotia, Prince Edward Island, Ontario, Nunavut and on the islands of Saint-Pierre and Miquelon. Sales by all members are in excess of $1 billion annually. BMR comprises some 160 building centres in Quebec, New Brunswick, Nova Scotia, Prince Edward Island, Ontario, Nunavut and on the islands of Saint-Pierre and Miquelon. Sales by all members are in excess of $1 billion annually.

Jean St-Maurice

Martin Juneau

Christian Nadeau

Top

Home Depot to lay off 50 workers

ATLANTA — Home Depot is laying off 500 of the 5,000 employees who work at its headquarters here. Ron DeFeo, the retailer’s corporate spokesman, told the Atlanta Journal-Constitution that the cutbacks are in response to the ongoing downturn in the housing market in the United States, which Home Depot believes will continue through 2008. The newspaper reports that this is the first time that Home Depot— Atlanta’s fifth-largest employer—has cut personnel at its headquarters since it let go 300 employees in the summer of 2006. The affected employees in the recent layoff will be paid through Apr. 4.

The company does not plan to reduce its workforce employed in it 2,200 stores. In fact, Home Depot recently announced that it would spend more money in 2008 on bolstering in-store customer service through a program it calls “Aprons on the Floor.”

Top

Black & Decker reports modest sales gain in 2007

TOWSON, MD — Black & Decker saw its revenue increase by 1.8% to $6.56 billion for the year ended Dec. 31, 2007. Its profit for the year would have been off were it not for one-time tax and accounting gains in the fourth quarter. For the year, B&D reported earnings of $518.1 million, a 6.6% increase over 2006. However, those gains included a $153.4 million tax settlement, $31.7 million in pretax charges relating to environmental remediation, and a $19.7 million pretax restructuring charge. Without those factors, B&D’s earnings for the year would have been down 20.6% to $398.1 million.

The one bright spot was B&D’s fastening and assembly systems product group, whose sales rose by 6% in the fourth quarter and 4% for the year, mostly on the strength of business in Asia and Europe.

Top

Classifieds

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

There are currently openings to take over established territories in Ontario and Saskatchewan.

If you are a high-energy achiever, people oriented with exceptional communication skills and ready for the challenge of running your own business then we would like to hear from you.

An investment will be required.

Interested candidates should forward their resume to:

David Hughes at davidh@icaconsult.com

We thank all applicants for their interest but will only reply to those of interest.

National Key Account Manager

Task Tools & Abrasives is a family owned company that has been in the hardware industry in North America since 1968. Due to strong growth, they are looking for a National Key Account Manager that can contribute to the strategic direction and goals of the company as well as continue to drive results among their key customer base. You must have a proven, stable, track record of establishing trust and long- term relationships with Key Account customers as well as buyers and/or other senior executives. In addition you will have a minimum of 3-5 years Key Account Management experience in retail (big-box and chain accounts). A post-secondary education as well as conversational French would be an asset.

Interested candidates can forward their resumes in confidence to SteveSampson@nrpsearch.com.

SENIOR ACCOUNTANT – OAKVILLE FACILITY,
CDN H/O (100mm) of US PARENT

Candidates who previously responded are encouraged to respond again as we recently experienced some email issues.

Summary:

A great home improvement supplier company! This financial position is the right hand to the Controller and leads and supports divisions within this company in managing monthly Forecasting, Reporting and Budgeting aspects. The individual selected for this position must possess excellent analytical and communications skills, have a strong background in financial modeling, working knowledge of all P&L and Balance Sheet aspects, understanding of key financial statistics, and works well in teams.

Major Tasks and Level Accountability:

Drive monthly closing and reporting activities
Support Annual Budgeting process
Provide monthly & quarterly forecasting
Support Annual Strategic review process
Drive effective decision making through financial analysis
Create ad-hoc reporting or analysis to support any necessary financial requirements.Knowledge and Skills:

Excellent interpersonal, communication (oral and written) and analytical skills required
Advanced MS Excel, MS PowerPoint, & MS Word skills required
SAP Enterprise & Hyperion Financial Management knowledge
Working knowledge of cost accounting principles & internal controls
Ability to prioritize multiple tasks is necessary
Organize and run effective meetings with business units and peers
Possess leadership qualities in Accountability, Integrity, Respect, Vision, Boundary-less, Stretch, and Speed.Education and Experience:

Professional Accounting Designation required
4+ years of Industry experience (manufacturing or distribution is ideal)

Travel:

North America travel – <5%

Position Reports to: Controller-Canada

Please contact: Wolf Gugler quoting SA-HL. Candidates who previously responded are encouraged to respond again as we recently experienced some email issues. You can also call Wolf direct at (888) 848-3006 for a confidential exchange of information.

Wolf Gugler & Associates, Limited, www.wolfgugler.com

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

************************************
Mark your calendar now—October 23 & 24 for the amazing Annual Hardlines Conference. And watch for more details in next week’s action-packed issue!
************************************

COMPANIES IN THE NEWS

MISSISSAUGA, ON — Wal-Mart Canada has launched a communication and advertising campaign to promote its environmental goals, which include producing zero waste, being entirely powered by renewable energy, and increasing its selection of environmentally-friendly products. The campaign includes a 30-second television spot and online ads that support a website for consumers at www.forthegreenergood.ca. BURNABY, BC — A $2.1 million charge related to the discontinuation of an enterprise resource planning project by Taiga contributed to a $1.9 million loss for the company in 3Q 2007. That compares with a gain of $2.1 million for the same period in 2006, which included Canada/US softwood refunds. Revenue for the same period was $235 million, compared to $232 million a year earlier, despite benchmark average prices for lumber being 12.5% lower than the third quarter of the prior year.

TORONTO — More than three quarters (87%) of small and medium-sized businesses in Canada experienced retail crime over the past year, according to a survey conducted by the Retail Council of Canada and the Royal Bank of Canada. The retailers surveyed estimate that employee or customer theft and break-ins cost an average of $1,005 per month.

NEW YORK — More than half of all Internet users bought products online in the last month, according to a Nielsen survey. Last year, 85% of the online population across the globe used the Internet to make a purchase, an increase of 40% over the last two years. Among Internet users, the highest percentage of online shopping is found in South Korea, where 99% of those with Internet access have used it to make purchases.

ATLANTA — Newell Rubbermaid Inc. reported a 3.1% rise in profit on essentially flat sales in 4Q 2007. The company earned $105.4 million, compared to a profit of $102.2 million for the same period a year earlier. CEO Mark Ketchum described the progress made by the company as “good”, adding that it has worked hard at “executing numerous restructuring projects, making the necessary investments to become a more consumer-centric and global branded marketing organization, and embracing cultural change, all while delivering on our full year financial commitments.”

TYNESIDE , UK — Ikea’s first generation of pre-fabricated housing, called BoKlok concept homes, went on show here last week when a two-bedroom apartment, one of 93 planned, was opened for viewing by the media. Prices start at £99,950 for a one-bedroom flat, and rise to £124,950 for a two-bedroom apartment, while houses start at £132,500. The British firm Live Smart@Home has the exclusive rights to build the homes in the U.K.

People on the move

Dino Policelli has been named national account manager for the Robert Bosch Tool Corp. with responsibility for Sears, Canadian Tire, and Wal-Mart. At Fiskars Brands, Jeff Bates has been added to the national accounts team…Deb Sreiberg has joined the product management team…Carolin Pabon is the new customer service manager.

Sears Holdings will install W. Bruce Johnson, its executive vice-president of supply chain and operations, as its new CEO after the company accepted the resignation of its current chief, Aylwin Lewis.

Kingfisher plc has appointed Ian Cheshire as its new CEO. He succeeds Gerry Murphy, who held the post for five years.

John Menzer, vice-chairman of Wal-Mart, will retire on March 1.

Economic Indicators

In January, the proportion of manufacturers planning to decrease production over the next three months stood at 33%, a nine-point jump from October. Ontario, Quebec, Alberta, New Brunswick and Newfoundland and Labrador posted negative forecasts, while opinions were positive in the five remaining provinces. (StatsCan)Economic activity increased 0.1% in November, when output of the service industries increased 0.2%, while the production of goods declined 0.2%. Retail trade, which came in with a 0.4% gain, posted one of the strongest advances. Small increases were also registered in construction and utilities. Forestry, manufacturing, mining and wholesale trade declined. (StatsCan)

Correction

In the Jan. 28 edition of Hardlines, an item about the Western Show incorrectly identified the company sponsoring an appearance by Mike Holmes. Holmes appeared courtesy of SuperSeal.

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
February 4, 2008, Vol. xiv, #5

In This Issue

Home Hardware optimistic about ’08
Canadian consumers like Lowe’s offering
New appointments at BMR
Lay offs at Home Depot
Black & Decker reports modest sales gain in 2007

“If everything seems under control, you’re just
not going fast enough.” — Mario Andretti

Home Hardware predicts growth in 2008

Top

Lowe’s opens second round of Canadian stores

Two other locations, in East Gwillimbury and North Brampton, ON, also opened last week, and another store, in Maple, ON, is slated to open its doors to the public on Feb. 8.

Top

Latest appointments strengthen BMR’s executive team

Jean St-Maurice

Martin Juneau

Christian Nadeau

Top

Home Depot to lay off 50 workers

Top

Black & Decker reports modest sales gain in 2007

The one bright spot was B&D’s fastening and assembly systems product group, whose sales rose by 6% in the fourth quarter and 4% for the year, mostly on the strength of business in Asia and Europe.

Top

Classifieds

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

There are currently openings to take over established territories in Ontario and Saskatchewan.

If you are a high-energy achiever, people oriented with exceptional communication skills and ready for the challenge of running your own business then we would like to hear from you.

An investment will be required.

Interested candidates should forward their resume to:

David Hughes at davidh@icaconsult.com

We thank all applicants for their interest but will only reply to those of interest.

National Key Account Manager

Task Tools & Abrasives is a family owned company that has been in the hardware industry in North America since 1968. Due to strong growth, they are looking for a National Key Account Manager that can contribute to the strategic direction and goals of the company as well as continue to drive results among their key customer base. You must have a proven, stable, track record of establishing trust and long- term relationships with Key Account customers as well as buyers and/or other senior executives. In addition you will have a minimum of 3-5 years Key Account Management experience in retail (big-box and chain accounts). A post-secondary education as well as conversational French would be an asset.

Interested candidates can forward their resumes in confidence to SteveSampson@nrpsearch.com.

SENIOR ACCOUNTANT – OAKVILLE FACILITY,
CDN H/O (100mm) of US PARENT

Candidates who previously responded are encouraged to respond again as we recently experienced some email issues.

Summary:

Major Tasks and Level Accountability:

Drive monthly closing and reporting activities
Support Annual Budgeting process
Provide monthly & quarterly forecasting
Support Annual Strategic review process
Drive effective decision making through financial analysis
Create ad-hoc reporting or analysis to support any necessary financial requirements.Knowledge and Skills:

Excellent interpersonal, communication (oral and written) and analytical skills required
Advanced MS Excel, MS PowerPoint, & MS Word skills required
SAP Enterprise & Hyperion Financial Management knowledge
Working knowledge of cost accounting principles & internal controls
Ability to prioritize multiple tasks is necessary
Organize and run effective meetings with business units and peers
Possess leadership qualities in Accountability, Integrity, Respect, Vision, Boundary-less, Stretch, and Speed.Education and Experience:

Professional Accounting Designation required
4+ years of Industry experience (manufacturing or distribution is ideal)

Travel:

North America travel – <5%

Position Reports to: Controller-Canada

Wolf Gugler & Associates, Limited, www.wolfgugler.com

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

COMPANIES IN THE NEWS

People on the move

Kingfisher plc has appointed Ian Cheshire as its new CEO. He succeeds Gerry Murphy, who held the post for five years.

John Menzer, vice-chairman of Wal-Mart, will retire on March 1.

Economic Indicators

Correction

In the Jan. 28 edition of Hardlines, an item about the Western Show incorrectly identified the company sponsoring an appearance by Mike Holmes. Holmes appeared courtesy of SuperSeal.

Jan. 28, 2008

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
January 28, 2008, Vol. xiv, #4

In This Issue

Lowe’s opens four more stores
Mood buoyant at Western buying show
Showcase offers new opportunities for vendors
Sears Holdings to restructure its operations
B&Q launches environmental action plan

“It’s okay to let yourself go, just as long as you let yourself back.” — Mick Jagger

Lowe’s opens four more stores

TORONTO — Lowe’s Canada will open locations in northwest Toronto and in East Gwillimbury and North Brampton, ON on Feb. 1 and will open another location in Maple, ON on Feb. 8. Each of the 117,000-sq.-ft. stores will have grand openings for consumer and contractor clients on the same day. This is in contrast to Lowe’s openings in the U.S., which typically unfold over a week, with a soft opening on one day followed by a day focused on contractor events and then a grand opening with a board-cutting ceremony on the Thursday of that week.

A flyer from the northwest Toronto location invites contractor customers to meet with in-store commercial sales specialists, who will offer store tours, and a free lunch.

Pent-up consumer demand is behind the opening strategy for Canadian stores, says Maureen Rich, public relations manager for Lowe’s Cos. “Everyone in Canada is so excited abut the openings, as soon as the stores are open people want in,” she says. “So the story happens the day the doors open.”

The flurry of openings will mean a busy day for Don Stallings, president of Lowe’s Canada and Alan Huggins, vice-president of store operations, who are scheduled to attend board-cutting ceremonies at 9 a.m., 11 a.m. and 1 p.m. It will also put more pressure on sales staff at the new stores, who face the challenge of living up to the much-vaunted service being touted in Lowe’s media campaign.

Lowe’s already has three Canadian stores — in South Brampton, Brantford and Hamilton, ON. The company has stated publicly that it would like to open up to 100 stores here over a ten-year period. In December, it said it was looking at 15 additional Canadian sites on top of those opening this week and next, but would not comment on the locations of those stores.

Top

Mood buoyant at Western buying show

SASKATOON — Any hint of a slowdown in the economy has not touched the market here, as dealers from throughout Western Canada congregated at Prairieland Park for the Western Show, Jan. 17-19.

The show, hosted by the Western Retail Lumber Association, is the largest of the regional shows, this one drawing close to 3,000 delegates to see 250-plus exhibitors in 600 booths.

The show was “very positive,” says Gary Hamilton, executive director of the WRLA. And despite soft commodity markets, the event was a strong selling show, as well, he adds.

A number of major buying groups, including TIM-BR MARTS, Sexton and Castle, held dealer meetings in conjunction with the show, while major suppliers organized sales meetings around the event. Other highlights included a strong contingent from RONA, including president and CEO Robert Dutton, who was present on the second day of the show; and renovation guru and TV personality Mike Holmes, who was there courtesy of Supervent. “[Mike Holmes] found it very interesting to see the scope of new products being featured,” says Hamilton.

Top

Showcase offers new opportunities for vendors

WORLD HEADQUARTERS — Increased consumer demand for new and innovative products is currently fuelling growth in home enhancement sales. That trend is behind a new web-based product showcase created by HARDLINES Inc. that allows vendors to position their new products with the industry’s top retailers and buyers.

“Product innovation is the lifeblood of this industry,” says Beverly Allen, publisher of HARDLINES. “Because HARDLINES Weekly News is the sector’s primary information tool, we want to connect those with new products with Canadian retailers and vendors.”

To get your product or service listed with this new, interactive program, contact Barb Hills at the New World Headquarters at 416-489-3396.

Top

Sears Holdings to restructure its operations

HOFFMAN ESTATES, IL — Sears Holdings, the broad-based retailer with about 4,800 stores in North America, is reorganizing its operations into five separate business units, with an eye toward simplifying their respective managements. The units will consist of the businesses themselves, and operational and administrative support that will include marketing, customer strategy, and finance. A branding business unit is now responsible for expanding the value of the various brands in Sears’ portfolio, which include Lands’ End, Craftsman and Kenmore. A fourth unit will focus on real estate and a fifth on Sears’ online sales.

Sears did not say how these units might interact, as each will have its own leader and advisory staff. But the Wall Street Journal suggests that Sears’ chairman, Edward Lampert, is attempting to move his company closer to the business model of Berkshire Hathaway, Warren Buffett’s conglomerate of various businesses that include insurance companies, utilities, and several home-improvement related operations such as Benjamin Moore Paint, Shaw Industries, Johns Manville and MiTek.

HedgeFund.net speculates that Lampert’s real intention might be to restructure Sears Holding in a way that, if he wanted to, he could break up. However, it’s just as likely that Lampert is looking for a way to shore up Sears’ sagging profitability, as its margins through Feb. 2 will have dropped for the third consecutive quarter.

Top

B&Q launches environmental action plan

LONDON — B&Q, the UK’s largest home improvement retailer will work over the next three years with One Planet Living, a global environmental program developed by environmental consultants BioRegional and the World Wildlife Federation. The company will develop sustainability action plans for both its own operations and for consumers who want to reduce the environmental footprint of their homes. Consumer opinion supports the move; in a recent B&Q survey two thirds of respondents said a company’s green credentials are important deciding factors when they’re considering buying a product.

As part of the plan, B&Q will make changes to its product mix, phasing out, for example, the sale of patio heaters and stocking more sustainable outdoor heating solutions such as chimineas and fire pits.

Top

Classifieds

National Key Account Manager

Task Tools & Abrasives is a family owned company that has been in the hardware industry in North America since 1968. Due to strong growth, they are looking for a National Key Account Manager that can contribute to the strategic direction and goals of the company as well as continue to drive results among their key customer base. You must have a proven, stable, track record of establishing trust and long-term relationships with Key Account customers as well as buyers and/or other senior executives. In addition you will have a minimum of 3-5 years Key Account Management experience in retail (big-box and chain accounts). A post secondary education as well as conversational French would be an asset. Interested candidates can forward their resumes in confidence to:

SteveSampson@nrpsearch.com.

SENIOR ACCOUNTANT – OAKVILLE FACILITY,
CDN H/O (100mm) of US PARENT

Candidates who previously responded are encouraged to respond again as we recently experienced some email issues.

Summary:

Major Tasks and Level Accountability:

Drive monthly closing and reporting activities
Support Annual Budgeting process
Provide monthly & quarterly forecasting
Support Annual Strategic review process
Drive effective decision making through financial analysis
Create ad-hoc reporting or analysis to support any necessary financial requirements.Knowledge and Skills:

Excellent interpersonal, communication (oral and written) and analytical skills required
Advanced MS Excel, MS PowerPoint, & MS Word skills required
SAP Enterprise & Hyperion Financial Management knowledge
Working knowledge of cost accounting principles & internal controls
Ability to prioritize multiple tasks is necessary
Organize and run effective meetings with business units and peers
Possess leadership qualities in Accountability, Integrity, Respect, Vision, Boundary-less, Stretch, and Speed.Education and Experience:

Professional Accounting Designation required
4+ years of Industry experience (manufacturing or distribution is ideal)

Travel:

North America travel – <5%

Position Reports to: Controller-Canada

Wolf Gugler & Associates, Limited, www.wolfgugler.com

SENIOR SALES MANAGER

Maxtech Consumer Products Limited, based in Waterloo, ON is an innovative company that supplies Hand Tools & Power Tool accessories in North America & Europe. Maxtech is a major supplier to many major Home Improvement Retailers and Big Box stores in USA & Canada.
The company is looking for a highly motivated result-driven Senior Sales Manager based in the Waterloo office to complement the present Sales Team.

The candidate will be responsible for devising sales strategies primarily for the US market & some Canadian accounts, increasing the customer base in both the markets, and increasing the product base to existing customers in order to ensure that budgeted sales numbers are met or exceeded. This opportunity affords the candidate to set their own total compensation based on a lucrative commission structure.

Experience in the industry & willing to travel is essential. Prior experience in US market is desirable. Salary & perks based on experience, qualifications & previous achievements.
If you are a self-starter, a goal setter & an achiever that is able to recognize market & customer needs, please contact Arvinder Hanspal at arvinderh@maxtech-mfg.com.

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada.

You are a highly motivated individual with strong relationship and communication skills that can manage and develop our future growth in British Columbia. This position requires an individual who is familiar with the British Columbia Lumber and Building Supply industry, willing to travel extensively and accustomed to working remote from head office.

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

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

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

Yvonne Patton

Castle Building Centres Group Ltd.
6375 Dixie Road, Suite 400
Mississauga, Ontario
L5T-2S1
E-mail: ypatton@castle.ca

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

************************************
Your opinion matters! If you haven’t already done so, click below and take our Hardlines 2008 Conference planning survey. Watch for October 2008 dates and location.
************************************

To take the survey click here.

COMPANIES IN THE NEWS

TORONTO — Canadian Tire is one of several Canadian companies that have joined a national effort to address a looming shortage of IT professionals. The impact of such a shortage was highlighted in a recent Conference Board of Canada study that details the economic cost of not filling the estimated 90,000 IT positions expected to open over the next five years. “The repercussions to the Canadian economy will be severe if those positions go unfilled,” Dr. Michael Bloom, vice-president, organizational effectiveness and learning for the Conference Board of Canada, said in a prepared statement. “Based on an average annual contribution of $120,000 per IT worker, the economic impact will be more than $10 billion.” AMHERST, NS — Atlantic All-Weather Windows, one of the largest window and door manufacturers in Eastern Canada, is expanding, according to the Daily News. A new location here will create up to 200 jobs, and allow the company to extend its market share in the province. The company is also growing in Quebec, Ontario, Bermuda, the Caribbean, Iceland and Spain, and is developing key markets for its hurricane-rated products. Based in Port Elgin, NB, it has a sister company,
S & D Smith Central Supplies — a five-store building-supply chain.

OAKVILLE, ON — Multi-service consulting company Black Eagle Consulting has added an executive search feature to its offerings, after having completed over 60 career transition assignments over the last several years. Contact Richard Simms, president at 905-842-3010 or rsimms@blackeagle.ca.

VANCOUVER — Canfor Corp. is closing two mills in Fort Nelson, BC, putting 435 people out of work. The PolarBoard site, which has an annual production of 640-million-sq.-ft. of oriented strand board mill, is expected to close this summer, while Tackama, which has an annual capacity 270-million-sq.-ft. of plywood, will probably shut down in April. Canfor has been slashing production in recent months as a downturn in the U.S. housing market dried up demand for wood. A 15% export tax and the strong Canadian dollar have added to the company’s problems.

CLIFTON, NJ — Linens ‘n Things reported 2007 4Q sales of $962.9 million, up 0.6% over the same quarter in 2006. The increase resulted mostly from the opening of four news stores. Same-store sales dropped 1%.

MOSCOW — Attracted by the potential of an economy that is expanding for a 10th consecutive year, Wal-Mart may move into Russia within the next two years, according to the St. Petersburg Times. The report cites analysis done by UBS that suggests that the company could use a joint venture or acquisition to enter the market. Possible partners are the X5 Retail Group or Dixy Group.

MOSCOW — Ikea plans to invest $500 million in two stores in shopping malls in Kazakhstan, according to Kazinform, which says the retailer will spend $250 million on a shopping centre in Almaty, the nation’s commercial centre, and the same amount on a centre in Astana.

People on the move

Leanne Vatcher has joined Roxul as Western Regional Manager-Retail. Vatcher comes from Steelhorse Freight. Prior to Steelhorse, she was with BPB Westroc. (403- 601-569-1121) Lowe’s Cos has hired Cedric T. Coco as vice-president learning and organizational effectiveness. Prior to joining Lowe’s, Coco was general manager of engineering excellence
at Microsoft Corp.

Richard Darveau has been appointed president and general manager of the Building Materials Retailers Association of Quebec (ADMACQ), and publisher of its magazine, Quart de Rond. Darveau has held positions as executive vice-president and board member of the Laval Chamber of Industry and Commerce and manager of store relations and development for IKEA France. He replaces Donald O’Hara, who left to become Pesident & CEO of Promotional Product Professionals of Canada Association.

The National Hardware Show has realigned its management… Dennis MacDonald, senior vice-president, will oversee strategic brand development for the National Hardware Show… Dean Russo joins the team as senior vice-president, business and financial operations…Sonya Ruff-Jarvis, formerly marketing director, will become executive director, event strategy. Visit their website at www.nationalhardwareshow.com.

Economic Indicators

Strong gasoline station sales and a recovery in general merchandise store sales helped push up retail sales by 0.7% in November to an estimated $34.8 billion. (StatsCan) November sales of furniture, home furnishings and electronics stores rose 1.4%, while building and outdoor home supplies stores saw sales decline 2.4% drop. (StatsCan)

In Memoriam

Our condolences to industry veteran and Hardlines supporter Steve Duplantis, whose son Steve, passed away last week. Steve, the younger, was a renowned golf caddy on the PGA Tour.

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
January 28, 2008, Vol. xiv, #4

In This Issue

Lowe’s opens four more stores
Mood buoyant at Western buying show
Showcase offers new opportunities for vendors
Sears Holdings to restructure its operations
B&Q launches environmental action plan

“It’s okay to let yourself go, just as long as you let yourself back.” — Mick Jagger

Lowe’s opens four more stores

A flyer from the northwest Toronto location invites contractor customers to meet with in-store commercial sales specialists, who will offer store tours, and a free lunch.

Top

Mood buoyant at Western buying show

SASKATOON — Any hint of a slowdown in the economy has not touched the market here, as dealers from throughout Western Canada congregated at Prairieland Park for the Western Show, Jan. 17-19.

The show, hosted by the Western Retail Lumber Association, is the largest of the regional shows, this one drawing close to 3,000 delegates to see 250-plus exhibitors in 600 booths.

The show was “very positive,” says Gary Hamilton, executive director of the WRLA. And despite soft commodity markets, the event was a strong selling show, as well, he adds.

Top

Showcase offers new opportunities for vendors

To get your product or service listed with this new, interactive program, contact Barb Hills at the New World Headquarters at 416-489-3396.

Top

Sears Holdings to restructure its operations

Top

B&Q launches environmental action plan

Top

Classifieds

National Key Account Manager

Task Tools & Abrasives is a family owned company that has been in the hardware industry in North America since 1968. Due to strong growth, they are looking for a National Key Account Manager that can contribute to the strategic direction and goals of the company as well as continue to drive results among their key customer base. You must have a proven, stable, track record of establishing trust and long-term relationships with Key Account customers as well as buyers and/or other senior executives. In addition you will have a minimum of 3-5 years Key Account Management experience in retail (big-box and chain accounts). A post secondary education as well as conversational French would be an asset. Interested candidates can forward their resumes in confidence to:

SteveSampson@nrpsearch.com.

SENIOR ACCOUNTANT – OAKVILLE FACILITY,
CDN H/O (100mm) of US PARENT

Candidates who previously responded are encouraged to respond again as we recently experienced some email issues.

Summary:

Major Tasks and Level Accountability:

Drive monthly closing and reporting activities
Support Annual Budgeting process
Provide monthly & quarterly forecasting
Support Annual Strategic review process
Drive effective decision making through financial analysis
Create ad-hoc reporting or analysis to support any necessary financial requirements.Knowledge and Skills:

Excellent interpersonal, communication (oral and written) and analytical skills required
Advanced MS Excel, MS PowerPoint, & MS Word skills required
SAP Enterprise & Hyperion Financial Management knowledge
Working knowledge of cost accounting principles & internal controls
Ability to prioritize multiple tasks is necessary
Organize and run effective meetings with business units and peers
Possess leadership qualities in Accountability, Integrity, Respect, Vision, Boundary-less, Stretch, and Speed.Education and Experience:

Professional Accounting Designation required
4+ years of Industry experience (manufacturing or distribution is ideal)

Travel:

North America travel – <5%

Position Reports to: Controller-Canada

Wolf Gugler & Associates, Limited, www.wolfgugler.com

SENIOR SALES MANAGER

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada.

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

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

Yvonne Patton

Castle Building Centres Group Ltd.
6375 Dixie Road, Suite 400
Mississauga, Ontario
L5T-2S1
E-mail: ypatton@castle.ca

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$285 (Canadian subscribers add $14.25 GST = $299.25 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $46 (Canadian subscribers add $2.30 GST = $48.30).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

To take the survey click here.

COMPANIES IN THE NEWS

People on the move

Economic Indicators

In Memoriam

Our condolences to industry veteran and Hardlines supporter Steve Duplantis, whose son Steve, passed away last week. Steve, the younger, was a renowned golf caddy on the PGA Tour.

Jan. 21, 2008

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
January 21, 2008, Vol. xiv, #3

In This Issue

BMR leads departure from Mutual
International manufacturers optimistic in 2008
Plan to help forestry sector gets mixed reaction

“Do not weepm do not wax indignant. Understand.”
– Baruch Spinoza (1632-1677)

BMR leads departure from Mutual

OAKVILLE, ON — Mutual Hardware Inc., the hardware buying group for a range of specialty wholesalers, hardware retailers and home improvement buying groups, has dissolved, effective Jan. 3. Dave Nisbet, general manager of Mutual Hardware, sent out a letter to Mutual vendors confirming the status of the group. In the letter, Nisbet states that “all vendor programs negotiated for 2008 will no longer be operative because there are no shareholders remaining in the group to purchase from this coming year.” However, the Mutual office will remain open for the next three or four months, as existing 2007 vendor programs are wound down and rebates are passed along to members.

The termination of Mutual comes after the departure last year of two leading groups, Federated Co-operatives Ltd. in Saskatoon and Coopérative Fédérée de Québec. Both have moved — as of the beginning of this year — to Spancan, the umbrella hardware buying group dominated by TIM-BR MARTS and ILDC.

Just before these two groups announced their departure from Mutual, Canac-Marquis Grenier, the giant independent chain based around Quebec City, was pushed out of Spancan, ending its membership as well in ILDC. Canac immediately moved over to Mutual.

Much of the void left by Mutual’s demise has already been filled by a new hardware division within the OCTO Purchasing Group. Based in Montreal, the group already has a number of Mutual members in its ranks, including Castle Building Centres, Groupe BMR, and Canac-Marquis Grenier.

As of press time, 13 of the 17 Mutual members had signed with OCTO, according to Claude Beaulac, general manager for OCTO, who adds that more may be coming on board. To help service the new members, OCTO is aggressively expanding it supplier base, which Beaulac expects to grow from 220 to about 350 by mid-February.

According to Yves Gagnon, president and CEO of Groupe BMR, the Mutual members are making a “good move, because OCTO is a comprehensive group.”

Also factoring into all this is Matreco, which was once the umbrella buying group for BMR, TIM-BR MARTS in Western Canada and Ontario (formerly Homecare) and Atlantic Canada (formerly AWARD). When TIM-BR MARTS pulled out of Matreco to join Spancan, BMR was last man standing at Matreco.

Will Matreco be resurrected? “Not at the moment,” says Gagnon. His last attempt to supply hardware from his own distribution centre to other Matreco members ended in disaster, and triggered the beginning of the end of the Matreco alliance. He’s reluctant to jump into another such situation, even though the opportunity may be there for him to supply other OCTO members within the new hardware division. “There could be some opportunity for BMR Hardware, but I have other things on my plate. Our vision is not to sell to non-members [of BMR]. We want to sell strictly to our own members.”

Top

International manufacturers optimistic in 2008S

COLOGNE, GERMANY — In the run-up to the International Hardware Show/Practical World, which will be held here from March 9–12, manufacturers are sounding confident about the economic outlook for the current year. William Liao of Fastener World told show organizers that his sector is expecting annual growth of 3%–5% for the European Union, and that approximately 100 Taiwanese manufacturers of fastening systems will be at the show. The Spanish Hand Tool Manufacturers’ Association is also forecasting growth for this year, and will bring 17 of its member companies to Cologne. The Israeli DIY and hardware sector, which comprises around 400 companies that exported about $1.5 billion in products in 2006, will also be in attendance.

For more information about the International Hardware Show, click here.

Top

Plan to help forestry sector gets mixed reaction

OTTAWA — The Federal Government is proposing to give $1 billion to help the Provinces and Territories deal with the fallout from volatile international economic conditions. The monies — $10 million to each province and $3 million to each Territory, with the balance to be divided on a per capita basis — are intended for job training, and economic, infrastructure, industrial, and technology initiatives. Delivery of the funds is contingent upon the passage of the federal budget this spring.

The Forestry sector, which the Forest Products Association of Canada says saw the shutting down of over 50 mills and laying off of 6,500 workers in the first nine months of 2007, would be a major focus of the proposed program. In fact, Prime Minister Harper announced news of the program in New Brunswick, which has been deeply affected by recent economic upheaval. That province’s government says the money would fund R&D into uses of engineered wood, biofuels and energy efficiency, as well as an analysis of the New Brunswick forest industry’s competitive position in world markets.

Dave Coles, president of the Communications, Energy and Paperworkers Union, dismissed the news, saying in a prepared statement that the plan “doesn’t even put a stitch in the wound of an industry that is bleeding jobs”. Meanwhile, the U.S. Coalition for Fair Lumber Imports said it was “deeply concerned” about what it’s calling a “subsidy,” which the Coalition suspects will be used “to aid the already heavily taxpayer-supported Canadian forestry industry.” If so, the Coalition contends, the aid package would violate the U.S.-Canada Softwood Lumber Agreement.

Top

Classifieds

SENIOR ACCOUNTANT – OAKVILLE FACILITY, CDN H/O (100mm) of US PARENT

Summary:

Major Tasks and Level Accountability:

Drive monthly closing and reporting activities
Support Annual Budgeting process
Provide monthly & quarterly forecasting
Support Annual Strategic review process
Drive effective decision making through financial analysis
Create ad-hoc reporting or analysis to support any necessary financial requirements.

Knowledge and Skills:

Excellent interpersonal, communication (oral and written) and analytical skills required
Advanced MS Excel, MS PowerPoint, & MS Word skills required
SAP Enterprise & Hyperion Financial Management knowledge
Working knowledge of cost accounting principles & internal controls
Ability to prioritize multiple tasks is necessary
Organize and run effective meetings with business units and peers
Possess leadership qualities in Accountability, Integrity, Respect, Vision, Boundary-less, Stretch, and Speed.

Education and Experience:

Professional Accounting Designation required
4+ years of Industry experience (manufacturing or distribution is ideal)

Travel:

North America travel – <5%

Position Reports to: Controller-Canada

Please contact: Wolf Gugler quoting SA-HL.
Wolf Gugler & Associates, Limited, (888) 848-3006, www.wolfgugler.com

SENIOR SALES MANAGER

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada.

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

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

Yvonne Patton

Castle Building Centres Group Ltd.
6375 Dixie Road, Suite 400
Mississauga, Ontario
L5T-2S1
E-mail: ypatton@castle.ca

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$265 (Canadian subscribers add $15.90 GST = $280.90 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $42 (Canadian subscribers add $2.52 GST = $44.52).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

************************************
The International Hardware Fair/Practical World runs from March 9-12, 2008 in Cologne, Germany. Don’t miss this amazing show – and the HARDLINES Canada Night International Reception on March 9. If you haven’t already done so, make your reservations now! make your reservations now!
************************************

COMPANIES IN THE NEWS

OWEN SOUND, ON — The third-generation Fulford Hardware operation located here is merging with RONA. Under the deal, the corporately-owned RONA Cashway Building Centre store in Springmount – just west of here — will close by March 1 and Fulford’s TIM-BR MART building centre will take on the RONA name. Fulford’s downtown store will remain largely unchanged, although more product lines will be brought in. BOWMANVILLE, ON — Home Depot has finally opened a store here, after years of negotiations with local residents. According to durmanregion.com, the company agreed to use red brick, rather than grey for the store’s exterior, in order to gain acceptance in this small community about an hour east of Toronto. It is only the second LEED-certified Home Depot store in Canada, and the first in Ontario, and includes energy-efficient initiatives such as a reflective roof membrane and low-flush toilets.

TEMISCAMING, QC — Tembec is shortening the work week at its Elko sawmill and planer mill, and will over the next three months take the equivalent of three weeks of downtime. The reductions will reduce production by about 24,000 million board feet, and are, the company says, due to the poor housing market conditions in the United States, low lumber prices and the high Canadian dollar.

BENTONVILLE, AR — The first of Wal-Mart’s second generation of high-efficiency stores, which use 25% less energy than conventional Wal-Mart Supercenters, will open this week in Romeoville, IL. The new store is designed to reduce greenhouse gas emissions by lowering refrigerant by 90%. Speaking to the National Retail Federation’s Annual in New York City last week, Leslie Dach, Wal-Mart’s executive vice-president of corporate affairs and government relations, said the store is a step toward achieving the goal of making new stores 25%-30% more energy efficient than they were in 2005.

FORT WAYNE, IL — The dealer-owned buying group Do-it Best Corp. is launching a new private-label credit card program for its 4,100 dealer-members, and has hired Shoppers Charge Accounts, a Mahwah, NJ -based division of TD Banknorth, to develop and administer the card. The co-op, based here, said that the new card, which is currently being offered to its members, will include such features as 90-days and six- months “same-as-cash” extended payment terms.

OAK BROOK, IL — The $152 million accounting shortfall at Ace Hardware Corp. was the result of an employee error, not fraud, according to a report by law firm Skadden Arps and audit firm Protiviti Inc., who investigated the error. The Chicago Tribune reports that the review concludes that problems arose — over a period of years — from of lack of controls and human error. “They found no missing inventory, no missing money and no fraud,” CEO Ray Griffith said last week in an interview with the Tribune. Griffith added that Ace plans to restate financial reports between 2005 and 2006, and will update its systems to prevent further errors.

HOFFMAN ESTATES — Same-stores sales for both Kmart and Sears declined in the nine-week period ended Jan. 5. Sears domestic numbers were down 2.8%, while Kmart’s same-store sales dropped by 4.2%. Total domestic same-store sales declined 3.5%. Lower sales were seen across most categories, but were partially offset by increased sales within home electronics at both formats. Gross margin rates for the period also declined by about 200 basis points. The company blamed the results on increased competition, the weak housing market and consumer credit concerns.

LITTLE NECK, NY — Leviton Manufacturing Co., a producer of electrical and electronic wiring devices in North America, will acquire ControlThink LC, the Orem, UT-based home and building control software and services company. The merger will bring together Leviton’s strengths in manufacturing and distribution with ControlThink’s software for smart homes. ControlThink will operate as a separate, wholly-owned subsidiary.

FEDERAL WAY, WA — Weyerhaeuser will sell its iLevel European engineered wood products operations to Finnforest of Finland, which sells to the building and construction sector, transport vehicle industry, and other industrial customers. With sales of €1.3 billion, Finnforest employs 4,400 people in 20 countries. “This sale will allow iLevel to focus on its core North American residential wood products business,” Carlos Guilherme, vice-president of sales for Weyerhaeuser’s iLevel wood products business, said in a prepared statement. Weyerhaeuser will exit only its iLevel engineered wood products business in Europe, and will hold on to its South American plywood and hardwood sales office and cellulose fibers presence in Europe.

LONDON — Homebase, the U.K.-based home improvement retailer that accounts for about a third of annual revenue for the Home Retail Group, saw sales for the five-week period ending Jan. 5 drop 1.7%, with same-store sales for the period falling 3.9%. Sales for the company’s general merchandising format, Argos, rose by 3.5% for the same period, with same-store sales edging up 0.6%.

BAAR, SWITZERLAND — Sika AK, a global supplier in the specialty chemical market, has acquired the commercial and industrial polymer flooring business of Valspar, which made about US$17 million in 2007. The transaction closed on Jan. 9, but the sale price was not disclosed. The move gives Sika a chance to strengthen its position in polymer flooring market in North America, where the company has historically been weak.

BEIJING — China’s forestry production rose 9.9% last year to an estimated 1.17 trillion yuan (US$160 billion), according to its State Forestry Administration (SFA). Total foreign trade of forest products was US$57 billion. China View reports that the SFA’s head, Jia Zhibang, predicts that the industry will generate 1.4 trillion yuan this year, which would put it ahead of the 2010 goal of 1.2 trillion yuan. He added that China is now the top world producer of fabricated boards, wood flooring, carbon and furniture.

People on the move

Soft Solutions has named Bob Harlond as managing director of its Canadian operations. Tom Newton has moved from Deft Inc. to Colonial Elegance, where he is director of sales USA.

Wal-Mart Stores has named Vicente Trius as executive vice-president, president and CEO of Wal-Mart Asia.

Economic Indicators

A strong economy in Western Canada helped push up investment in non-residential building construction to $39.8 billion, up 10.8% from 2006. Commercial and institutional investment both hit records, 18.3% and 3.9% respectively, while industrial investment fell 3.4%. (StatsCan)

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
January 21, 2008, Vol. xiv, #3

In This Issue

BMR leads departure from Mutual
International manufacturers optimistic in 2008
Plan to help forestry sector gets mixed reaction

“Do not weepm do not wax indignant. Understand.”
– Baruch Spinoza (1632-1677)

BMR leads departure from Mutual

According to Yves Gagnon, president and CEO of Groupe BMR, the Mutual members are making a “good move, because OCTO is a comprehensive group.”

Top

International manufacturers optimistic in 2008S

For more information about the International Hardware Show, click here.

Top

Plan to help forestry sector gets mixed reaction

Top

Classifieds

SENIOR ACCOUNTANT – OAKVILLE FACILITY, CDN H/O (100mm) of US PARENT

Summary:

Major Tasks and Level Accountability:

Drive monthly closing and reporting activities
Support Annual Budgeting process
Provide monthly & quarterly forecasting
Support Annual Strategic review process
Drive effective decision making through financial analysis
Create ad-hoc reporting or analysis to support any necessary financial requirements.

Knowledge and Skills:

Excellent interpersonal, communication (oral and written) and analytical skills required
Advanced MS Excel, MS PowerPoint, & MS Word skills required
SAP Enterprise & Hyperion Financial Management knowledge
Working knowledge of cost accounting principles & internal controls
Ability to prioritize multiple tasks is necessary
Organize and run effective meetings with business units and peers
Possess leadership qualities in Accountability, Integrity, Respect, Vision, Boundary-less, Stretch, and Speed.

Education and Experience:

Professional Accounting Designation required
4+ years of Industry experience (manufacturing or distribution is ideal)

Travel:

North America travel – <5%

Position Reports to: Controller-Canada

Please contact: Wolf Gugler quoting SA-HL.
Wolf Gugler & Associates, Limited, (888) 848-3006, www.wolfgugler.com

SENIOR SALES MANAGER

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada.

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

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

Yvonne Patton

Castle Building Centres Group Ltd.
6375 Dixie Road, Suite 400
Mississauga, Ontario
L5T-2S1
E-mail: ypatton@castle.ca

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$265 (Canadian subscribers add $15.90 GST = $280.90 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $42 (Canadian subscribers add $2.52 GST = $44.52).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

COMPANIES IN THE NEWS

People on the move

Soft Solutions has named Bob Harlond as managing director of its Canadian operations. Tom Newton has moved from Deft Inc. to Colonial Elegance, where he is director of sales USA.

Wal-Mart Stores has named Vicente Trius as executive vice-president, president and CEO of Wal-Mart Asia.

Economic Indicators

Jan. 14, 2008

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
January 14, 2008, Vol. xiv, #2

In This Issue

RONA acquires heating specialist Best-MAR
NRHA Canada inks deal with regional associations
Increased interest in Canadian Home Improvement Show
Home Furniture presents new trends showcase
Wal-Mart Canada uses technology to spur sales

“Discipline is the bridge between goals and accomplishments.”
(Anonymous)

RONA acquires heating specialist Best-MAR

BOUCHERVILLE, QC — RONA has bought Best-MAR Plumbing and Heating Supplies Inc., further bolstering its position in specialized plumbing and heating market in Ontario. The acquisition of Best-MAR, which generates annual sales of about $20 million from three locations in the Ottawa-Gatineau,ON region, will also boost RONA’s plans to expand in the rapidly-growing institutional, commercial and industrial market. Best-MAR, which employs 45 people, will be integrated into Noble Trade, the heating and plumbing distributor that RONA acquired in February 2007. The transaction is expected to close in the first quarter of this year.

Representatives for both RONA and Best-MAR spoke of the potential synergies between the two companies. “Best-MAR represents an excellent fit with our existing operations and provides us with a springboard in the greater Ottawa-Gatineau region,” Michael Storfer, RONA’s vice-president and president of the commercial and professional division, said in a prepared statement.

Top

NRHA Canada inks deal with regional associations

TORONTO — The North American Retail Hardware Association Canada will begin providing product knowledge training to Canada’s regional building supply associations.
The Building Supply Industry Association of British Columbia, the Western Retail Lumber Association, the Lumber and Building Materials Association of Ontario, L’association des détaillants de matériaux du Québec, and the Atlantic Building Supply Dealers Association, are represented collectively under the Canadian Retail Building Supply Council (CRBSC), which will now make NRHA Canada’s product knowledge training available to all members at discounted rate.

“Our associations have an important mandate to offer training to our members, such as Forklift Operation, Estimating, Yard Foreman, Plumbing and Electrical and Health and Safety. The product knowledge training from NRHA Canada makes an excellent addition to our existing programs,” says Gary Hamilton, executive director of the WRLA, and current chair of the CRBSC.

“We are pleased to make this important training available to CRBSC members,” says Michael McLarney, managing director of NRHA Canada, and president of HARDLINES Inc., which manages NRHA Canada. “Product knowledge is what sets the independent apart from their larger competitors.” Plans are under way to translate the program into French, as well.

For more information about NRHA Canada, contact Michael McLarney at 416-489-3396; mike@HARDLINES.ca.

Top

Increased interest in Canadian Home Improvement Show

TORONTO — Exhibitors at the 2008 Canadian Home Improvement Show, formerly the LBMAO Winter Buying Show, will increase by about 15% over last year, according to LBMAO president Dave Campbell.

With its new location in Toronto, the show is also attracting more visitors, especially from northern and eastern Ontario, says Campbell. “We won’t have numbers until after the show, but indications are that we’re going to have an overall increase as well.”

Exhibitors and visitors are responding to the expanded assortment in the show, which now includes building materials, hardlines, lawn and garden, paint and décor, and power tools.

Asked about recent news that the National Hardware Show Canada, organized by Reed Exhibitions, has been cancelled, Campbell says he was not surprised. “We were approached to consider co-hosting, but we were uncomfortable trying to promote a national show at a time of year when so many national groups have their own dealer shows,” he explains.

Campbell added that the LBMAO changed the name of its event to reflect the expanded scope of vendors, rather than because of any aspirations to mount a national buying show of its own. “We are a regional show to Ontario, and I don’t see that changing,” says Campbell.

The HARDLINES team will report next week on the 2008 Prairie Showcase Buying Show & Convention, which runs Jan 18 – 19 in Saskatoon. For a full list of upcoming shows, click here to see HARDLINES Calendar.

Top

Home Furniture presents new trends showcase

ST. JACOB’S, ON — Home Furniture dealers, staff and vendors gathered here last week for an annual three-day event that allows dealers to preview and purchase new furniture and share information on both the business and décor side of their businesses.

This year’s show is particularly significant in that it marks Home Furniture’s 30th anniversary. Over the last three decades, Home Furniture has grown to over 70 stores.

Trends emerging this year are smaller pieces suited to lofts and condos, and a continued focused on darker woods and distressed finishes, says Morgan McCabe, merchandise manager for Home Furniture stores. “Pieces are definitely getting smaller, even the sofas, and they tend to have clean, simple lines,” says McCabe. He adds that there’s growing demand for stylish, but practical, pieces for the den and home office. “I call it common sense furniture,” he says.

Home Furniture is also rolling out additions to the Irish Coast line it introduced last year, which is crafted from reclaimed lumber. This year, redesigned bedroom furniture, as well as items for the living and dining room, is being added to the line.

While Home Furniture stores are currently only found in what McCabe refers to as “B and C” markets, he expects that at some point there will be a move into key urban centres. Already, the company is shipping furniture on a weekly basis to larger centres, such as Toronto and Kitchener, as consumers become acquainted with the product through the company’s website.

Top

Wal-Mart Canada uses technology to spur sales

TORONTO — New instore “narrowcasting” programming, designed to build customer loyalty and improve the shopping experience, has been launched in 60 Wal-Mart Canada stores. Created by the London,ON-based EK3 Technologies Inc., the broadcasts revolve around “Lisa”, an animated character with a husband and three children.

Narrowcasting uses a company’s customer data to deliver timed electronic messages to shoppers, which are designed to influence buying decisions. Lisa “hosted” Wal-Mart Canada’s narrowcasting content during the holiday season with five 30-second pieces shown on 42- and 48-inch monitors throughout the stores. The animations also featured national advertisements and other narrowcasting elements, such as store-specific content and local information.

Wal-Mart Canada expects to have displays in all its Canadian stores by the end of 2008.

Top

Classifieds

SENIOR ACCOUNTANT – OAKVILLE FACILITY, CDN H/O (100mm) of US PARENT

Summary:

Major Tasks and Level Accountability:

Drive monthly closing and reporting activities
Support Annual Budgeting process
Provide monthly & quarterly forecasting
Support Annual Strategic review process
Drive effective decision making through financial analysis
Create ad-hoc reporting or analysis to support any necessary financial requirements.

Knowledge and Skills:

Excellent interpersonal, communication (oral and written) and analytical skills required
Advanced MS Excel, MS PowerPoint, & MS Word skills required
SAP Enterprise & Hyperion Financial Management knowledge
Working knowledge of cost accounting principles & internal controls
Ability to prioritize multiple tasks is necessary
Organize and run effective meetings with business units and peers
Possess leadership qualities in Accountability, Integrity, Respect, Vision, Boundary-less, Stretch, and Speed.

Education and Experience:

Professional Accounting Designation required
4+ years of Industry experience (manufacturing or distribution is ideal)

Travel:

North America travel – <5%

Position Reports to: Controller-Canada

Please contact: Wolf Gugler quoting SA-HL.
Wolf Gugler & Associates, Limited, (888) 848-3006, www.wolfgugler.com

SENIOR SALES MANAGER

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada.

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

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

Yvonne Patton

Castle Building Centres Group Ltd.
6375 Dixie Road, Suite 400
Mississauga, Ontario
L5T-2S1
E-mail: ypatton@castle.ca

Marketplace

To ensure you receive your HARDLINES newsletter each week, please add admin@HARDLINES.ca to your address book.

Did your email system make this newsletter unreadable? You can read it online instead .
Publishing Details:

HARDLINES is published weekly (except monthly in December and August) by HARDLINES Inc.
360 Dupont Street
Toronto, Ontario, Canada M5R 1V9

The HARDLINES “Fair Play” Policy:

Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair!

$265 (Canadian subscribers add $15.90 GST = $280.90 per year/ GST #13987 0398 RT).

Secondary subscriptions at the same office are only $42 (Canadian subscribers add $2.52 GST = $44.52).

Ask about our reduced rate for branch offices.

You can pay online by VISA/MC/AMEX at our secure website or send us money. Please make cheque payable to HARDLINES.

************************************
Effective presentations use the latest information from the HARDLINES Retail Report 2007-2008. Updated information on the Buying Groups is included. If you don’t already have this powerhouse presentation, order it now! Contact Brady Peever or click here to order online.
************************************

COMPANIES IN THE NEWS

MONTREAL — The void left by the demise of Mutual Hardware on Jan. 2 has been partly filled by the creation of a new hardware division within the OCTO Purchasing Group, which is based here. Primarily a plumbing and heating buying group, it already has a number of Mutual members within its ranks, including Castle Building Centres, Groupe BMR, and Canac-Marquis Grenier. These three have signed on with OCTO’s new hardware division, and all of Mutual’s remaining members are expected to sign eventually, says OCTO. NEW YORK — A state judge has dismissed Wal-Mart’s request for a $33.5 million tax rebate. Superior Court Judge Clarence Horton Jr. ruled that the company’s practice of paying itself rent, then claiming tax deductions for it, does not “have any real economic substance” other than to reduce Wal-Mart’s tax obligations. Wal-Mart has paid the amount owing and has declined to comment.

NEW YORK — Bed Bath & Beyond, which opened its first Canadian store in December of last year, reported 3Q 2007 earnings of $138.2 million, down from $142.4 million for the same period of the previous year.

ISSAQUAH, WA — Costco reported net sales of $7.55 billion for the five weeks ending Jan. 6, an increase of 10% over the same period last year. Same-store sales were up 7% across the company, with a 5% rise in sales in the U.S. and a 16% jump in international sales. Excluding gasoline price inflation, U.S. same-store sales would have been up 4%. Favourable foreign exchange rates, particularly in Canada and the U.K., contributed to the strong international results, which rose 5% on a local currency basis.

BENTONVILLE, AR — Wal-Mart saw sales rise 8.4% to$46.5 billion in 1Q 2008. Sales at Wal-Mart stores were up 5.6% to $29.6 billion, while Sam’s Club sales rose 4.3% to $4.9 billion. When fuel sales are excluded, those numbers drop to 2.6% and 1.3%, respectively. The strong performance was driven by sales in grocery, pharmacy and electronics, according to a company report.

LAS VEGAS — Retailers and wholesalers interested in trends in retailing and new products in the U.S. can tour some of America’s most successful retailers during the 2008 National Hardware Show, being held here May 6-8. The paid tour, which is being organized by show management and the Worldwide DIY Council, will include visits to Home Depot and Lowes, Costco, Wal-Mart and Target stores. The Council will also provide participants with a profile of each store—its sales, strategy, profits, etc., and will lead discussions about these stores during the tour. For more information, contact Don Droesch, executive secretary of the Worldwide DIY Council (www.wdiyc.org) at ddroesch@cox.net. The National Hardware Show has also expanded its international retailer program to include a state-of-the-sector presentation, an international reception, a visitor’s lounge and a host hotel to provide a community setting for international visitors to the show.

GLENFIELD, NZ — A battle is shaping up between Bunnings, the Australian big-box retailer that entered New Zealand in 2001, and Mitre 10, the co-operative group which, like RONA, has dealer-owned big boxes of its own. Mitre 10 operates 15 Mitre Mega 10 warehouse stores, while Bunnings currently operates 14 warehouse stores and has plans for another two or three to open annually. Analysts expect market saturation to slow the opening of new stores here, pointing to signs that spending on discretionary goods is dropping.

LONDON — UK retail sales rose only 0.3% on a same-store basis, compared with December 2006, when sales were up 2.5%, according to the British Retail Consortium. December’s growth was the weakest since the decline in March 2006, when sales were hit by Easter falling in April. It was the worst December figure since 2004.

SARAJEVO — IKEA may form a joint venture with Bosnia’s indebted state-owned furniture maker Krivaja, according to Reuters. The report quotes Bosnian privatization official Enes Ganic, who said IKEA representatives were willing to invest in a new production facility in Krivaja, in the central Bosnian town of Zavidovici.

People on the move

Mona Caplan has joined Richelieu Hardware as sales manager for the Nystrom division for North America. (416-663-4448, ext. 33) The addition of Ron Craighead to its commercial division is just the latest change at Castle Building Centres, the national LBM buying group. Craighead, whose background on the vendor side includes a stint at LaFarge, has been named business development manager for Commercial Builders Supplies (CBS), which specializes in serving commercial and pro yards. The appointment comes on the heels of the surprise announcement that Castle would leave the umbrella buying group Reliance.

Lora Deighton has been promoted to communications manager for TruServ Canada Inc. (204-453-9526)

George Tracey has retired as president of the Building Supply Industry Association of BC. He has been replaced by Thomas Foreman. (604-513-2205)

Economic Indicators

Housing starts reached an estimated 229,600 in 2007, up 1% over 2006. But drops in the multiple and single-detached segments caused starts to fall from 233,000 in November to 187,500 in December. Housing starts are forecast to decrease to 214,300 units in 2008. (CMHC) 2007 3Q retail sales stood at $106.8 billion – their lowest since 2Q 2004, but still 4.1% up over 3Q 2006. Furniture, home furnishings and electronics sales were up 7.0% to $9.7 billion. Within the category, home furnishings were up 12.5%, while indoor furniture rose 5.7% and home electronics were up 4.5%. Hardware, lawn and garden products amounted to $8 billion, up 5.0% from 2006, but the lowest increase since 1Q 2005. Hardware and home renovation products climbed 6.1% and LBM rose 7.2%. (StatsCan)

Building permits fell in November to $6 billion, down 9.9% from October, with drops in both starts in residential and non-residential buildings. From January to November, permits hit $68.1 billion, up 12.4% from the same period a year earlier, and 2.8% higher than the previous annual record of $66.3 billion set in 2006. (StatsCan)

	Beverly Allen, Publisher Vicky Sanderson, Editor John Caulfield, Contributing Editor Phone: 416-489-3396 Email: bev@HARDLINES.ca
January 14, 2008, Vol. xiv, #2

In This Issue

RONA acquires heating specialist Best-MAR
NRHA Canada inks deal with regional associations
Increased interest in Canadian Home Improvement Show
Home Furniture presents new trends showcase
Wal-Mart Canada uses technology to spur sales

“Discipline is the bridge between goals and accomplishments.”
(Anonymous)

RONA acquires heating specialist Best-MAR

Top

NRHA Canada inks deal with regional associations

For more information about NRHA Canada, contact Michael McLarney at 416-489-3396; mike@HARDLINES.ca.

Top

Increased interest in Canadian Home Improvement Show

TORONTO — Exhibitors at the 2008 Canadian Home Improvement Show, formerly the LBMAO Winter Buying Show, will increase by about 15% over last year, according to LBMAO president Dave Campbell.

Exhibitors and visitors are responding to the expanded assortment in the show, which now includes building materials, hardlines, lawn and garden, paint and décor, and power tools.

Top

Home Furniture presents new trends showcase

This year’s show is particularly significant in that it marks Home Furniture’s 30th anniversary. Over the last three decades, Home Furniture has grown to over 70 stores.

Top

Wal-Mart Canada uses technology to spur sales

Wal-Mart Canada expects to have displays in all its Canadian stores by the end of 2008.

Top

Classifieds

SENIOR ACCOUNTANT – OAKVILLE FACILITY, CDN H/O (100mm) of US PARENT

Summary:

Major Tasks and Level Accountability:

Drive monthly closing and reporting activities
Support Annual Budgeting process
Provide monthly & quarterly forecasting
Support Annual Strategic review process
Drive effective decision making through financial analysis
Create ad-hoc reporting or analysis to support any necessary financial requirements.

Knowledge and Skills:

Excellent interpersonal, communication (oral and written) and analytical skills required
Advanced MS Excel, MS PowerPoint, & MS Word skills required
SAP Enterprise & Hyperion Financial Management knowledge
Working knowledge of cost accounting principles & internal controls
Ability to prioritize multiple tasks is necessary
Organize and run effective meetings with business units and peers
Possess leadership qualities in Accountability, Integrity, Respect, Vision, Boundary-less, Stretch, and Speed.

Education and Experience:

Professional Accounting Designation required
4+ years of Industry experience (manufacturing or distribution is ideal)

Travel:

North America travel – <5%

Position Reports to: Controller-Canada

Please contact: Wolf Gugler quoting SA-HL.
Wolf Gugler & Associates, Limited, (888) 848-3006, www.wolfgugler.com

SENIOR SALES MANAGER

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Castle Building Centres Group is an industry leader among Buying Groups in the Lumber and Building Materials segment in Canada.

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

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

Yvonne Patton

Castle Building Centres Group Ltd.
6375 Dixie Road, Suite 400
Mississauga, Ontario
L5T-2S1
E-mail: ypatton@castle.ca

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COMPANIES IN THE NEWS

People on the move

Lora Deighton has been promoted to communications manager for TruServ Canada Inc. (204-453-9526)

George Tracey has retired as president of the Building Supply Industry Association of BC. He has been replaced by Thomas Foreman. (604-513-2205)

Economic Indicators

Territory Manager – Alberta South Freud Canada, Inc.

Territory Manager – Alberta South Freud Canada, Inc.

Territory Manager – Alberta South Freud Canada, Inc.

Territory Manager – Alberta South Freud Canada, Inc.

Territory Manager – Alberta South Freud Canada, Inc.

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

Territory Manager – Alberta South Freud Canada, Inc.

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

OUTSTANDING BUSINESS OPPORTUNITY

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

INDEPENDENT DISTRIBUTOR/BUSINESS PARTNER

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Yvonne Patton

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Yvonne Patton

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Yvonne Patton

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Yvonne Patton

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Yvonne Patton

Castle Building Centres Group Limited

Business Development Manager – British Columbia Region

Yvonne Patton

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