September 12, 2016 Volume
xxii, #34
“It is not enough to have a good mind; the main thing is to use it well.”
—René Descartes (French philosopher and scientist, 1596-1650)
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Size of gypsum tariff for Western Canada takes industry by surprise
SPECIAL REPORT — A ruling on September 6 by the Canadian International Trade Tribunal to impose a tariff on drywall being sold in Western Canada will impact prices as of September 8. The tariff will effectively raise the price of drywall in the West by as much as 60%, which has created a furor among drywall distributors, home builders, and contractors.
The tariff was triggered by a complaint filed with Canada Border Services by CertainTeed Gypsum. That complaint alleged that competitors were dumping gypsum wallboard in Western Canada below U.S. market price. In an email to HARDLINES, Matthew Walker, general manager of CertainTeed, laid out his company’s argument for the complaint, saying, in part: “Under Canadian laws, these unfair trade practices are sanctioned through an offsetting duty. Our actions are meant to stop this practice and bring a level playing field to the Western Canadian marketplace by having all manufacturers conform to regulatory and legal requirements as prescribed under Canadian law.” (To read Walker’s letter in its entirety, please click here. —Editor)
Doug Skrepnek at WSB Titan, a major drywall supplier selling across the country, is alarmed by the size of the increase. “This has changed the game for everybody, because there’s no way for us to sell the product without passing the price increase along.”The government, he says, “has made some really, really big mis-steps.”
Walker's letter points out that CertainTeed is the only domestic gypsum board manufacturer in Western Canada, “due to the fact that, unlike other companies, CertainTeed has remained committed to local Canadian manufacturing.” However, Skrepnek says CertainTeed’s facilities in the West simply cannot meet all the demand there.
The effects of the price increase are expected to extend beyond just gypsum sales. “A 40-60% increase overnight is going to be a very big disruptor—even for our business,” says Ken Meinert, executive vice president of Bailey Metal Products, which supplies steel, including studs, to the construction industry. “It’s not just a drywall thing. It’s going to affect the entire industry.” He expects some slowdowns in the construction industry as a result of the price increase.
CGC, one of the companies named in the complaint, has countered through a letter to customers signed by Don Brandt, VP sales, which says in part, “We are vigorously challenging CertainTeed’s complaint.” Other companies accused of dumping are: Continental Building Products out of Virginia; Georgia-Pacific Gypsum in Atlanta; California-based Pabco Gypsum; and American Gypsum headquartered in Dallas, Tex.
At the dealer level, the Building Supply Dealers Association of British Columbia is bracing for a reaction from its members. BSIA President Thomas Foreman says, “We’ve been working with our members to get clarity and see if we can get assistance to deal with these new, imposed tariffs.”
He adds that he’s also been in discussions with the board of the Canadian Retail Building Supply Council, of which BSIA is a member, and with HARDLINES, to ensure that communications provincially and nationally are accurate and understood.
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Ace brand gets push for independents at RONA show
MONTREAL — This year’s RONA show featured more than just RONA. It also put the Ace banner, which RONA licensed for Canada two years ago, front and centre.
The annual show, held September 1 at the Palais de congrès in Montreal, was the first one under RONA’s ownership by Lowe’s. Dealers in attendance included 16 brand-new prospects interested in the Ace banner.
Bill Morrison, vice president of the Ace Canada Division, stresses that Lowe’s commitment to Ace comes right from the top: Lowe’s President and CEO Sylvain Prud’homme told the dealers in a meeting before the show that Lowe’s will support the Ace brand for independent hardware stores. Morrison clarifies further: “Ace is more focused on the dealer. It’s focused on hardware, seasonal, and even LBM where it suits that dealer.” The RONA name, he says, will be more likely to appear atop stores that are home centres or contractor focused.
Morrison is confident that Lowe’s is bringing the Ace brand to market properly, as his team is focused on delivering more than a wide product range. Ace has a strong culture of customer service and retail best practices, which Lowe’s is working hard to introduce to dealers along with the products and pricing. That program is based on four pillars: differentiated product, investment in store modernization, commitment to training and education for staff, and leadership best practices for owners.
'The independent retailer that’s focused on their community and has the right tools can be very successful. We believe those tools lay with Ace.”
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Digital retail leaders will share insights at Home Improvement eRetailer Summit
TRUMBULL, Conn. — The fastest growth in retail today is happening online. That is why some of North America’s top online eRetailers will share their stories at the first-ever Home Improvement eRetailer Summit, October 26 to 28, 2016 in Fort Lauderdale, Fla.
The event, which is geared to sellers of hardware and tools, storage and organization, home décor, home environment, building materials, outdoor living, and decorative hardware, will learn from the thought leaders in digital selling—and from each other—in a unique, curated environment.
It’s been developed by Sonya Ruff Jarvis of Jarvis Consultants, who is producing the event in partnership with Hardlines Inc. (yup, that’s us! —Editor).
David Goldsholle, is the founder of HardwareandTools.com, a giant online hardware store that has more than 150,000 brand-name hardware products and tools. Goldsholle will focus on maximizing the customer experience through interesting and “real” content that resonates with the online shopper and elevates sales.
Adam Sinoway, Senior Director of Wayfair.com, represents a US$2.25 billion company that had 71% growth in 2015. Sinoway will share “A Business Model for Reinvention,” the fascinating—and sometimes harrowing—story of his company’s tremendous rise as an online retailer. He will talk about the opportunities that abound for e-retailing of home improvement products.
Lifestyle bloggers are the internet’s “front line” influencers, who can set the direction for maximum consumer response. Our panel of high-profile bloggers, led by blogger Lauren Kelp of LaurenKelp.com, will share tips to help you develop genuine content that is the lifeblood of successful online shopping sites.
Mag Ruffman, a well-known home improvement personality and video content expert, will provide one of the eRetailer Summit’s most compelling presentations. In her session, “How to crush your content marketing with inexpensive social video,” this popular celebrity, actress, and television host will offers a road map to creating engaging, shareable video.
The Home Improvement eRetailer Summit has been developed to connect home improvement manufacturers and distributors with pre-qualified online retailers who are interested in increasing online sales of home improvement products through collaboration and partnerships. It is an invitation-only event that will be held at the Hilton Fort Lauderdale Beach Resort October 26 to 28, 2016 in Fort Lauderdale, Fla.
For more information or to request an invitation to attend the Home Improvement eRetailer Summit, please visit www.eretailersummit.com.
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Lowe’s divides services between Boucherville HQ and GTA support centre
NEWS UPDATE — HARDLINES continues to report on the changes taking place at Lowe’s Canada, including this important clarification of previously reported news.
The Toronto-area office will remain the focus for the Lowe’s-bannered business, acting as a regional support centre overseeing the big boxes operating under the Lowe’s name. It is led by Jim Caldwell, who formerly headed up furniture retailer The Brick. That office will maintain its own merchandising team. The Milton, Ont., distribution centre that Lowe’s purchased last year from Target will continue to serve the Lowe’s stores nationally.
The Lowe’s regional support centre in the Toronto area will also house some departments for the company nationally, namely real estate and HR support for retail.
The Boucherville site is the head office for Lowe’s Canada. It is also the wholesale distribution centre for sales to independents. Lowe’s will maintain a procurement team there for hardware and commodities, and a merchandising team for affiliate dealers, led by Head of Marketing and Merchandising Igor Halencak, who now reports to Alain Brisebois, executive vice president, affiliate dealers and shared services.
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CLASSIFIED ADS
Position: President – Soo Mill
Company Background
Soo Mill & Lumber Company Limited is a family owned business that was founded in 1915, and now has celebrated it 101st anniversary. Soo Mill has two stores in Northern Ontario; one located in Sault Ste. Marie and one in Elliot Lake, combined employing 100 employees. Soo Mill also operate a Truss Plant in Sault Ste. Marie focused on manufacturing trusses for residential and commercial building throughout Northern Ontario and the upper Michigan Peninsula.
Soo Mill has been recognized on multiple occasions for its strong community involvement and pro-activeness to help improve the communities they are involved in. Soo Mill will continue to strive to increase their community participation as a partner.
Soo Mill is searching for its next President.
Reporting to the Board of Directors, the President of Soo Mill is responsible for the successful leadership and management of the organization according to the strategic direction set by the Board of Directors. The President has overall authority and accountability to ensure the appropriate systems, processes, policies, and staff are in place for Soo Mill to function effectively and safely, while recognizing and addressing risks to the organization and its stakeholders. As chief spokesperson, the President is also responsible for the ethical conduct of Soo Mill management and staff, internally and within the community.
The ideal candidate will bring the following professional attributes, experience and knowledge
- 7 to 10 years of executive management experience in a Building Materials & Supplies setting
- Strong experience reporting to, and working with, a Board of Directors
- Strong experience with building and maintain relationships with outside contractors
- Demonstrated leadership, team building and decision making skills
- Excellent negotiations, conflict resolution and consensus building skills
- Superior written and verbal communication skills
- Budgetary planning and financial management acumen
- Demonstrated ability to delegate, combined with performance management
- Demonstrated success at team building through accountability
- Senior management experience with a unionized work place is desirable
- Experience in retail, lumberyards and heavy equipment
- University or College degree, or equivalent experience
Contact and Application Process:
This search is being conducted by Credence HR, a HR recruitment and service group, on behalf of our client. To submit your resume, please visit: credencehr.ca/careers to upload your resume and cover letter for this position (in one document) by September 23rd, 2016.
For additional information please reach out to Chris Shamess at 705-256-9706.
We thank all applicants for applying, however, only qualified candidates selected for an interview will be contacted.
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JR. ACCOUNT MANAGER
Positec is a new breed of global company engaged in the manufacture and marketing of power tools, lawn and garden equipment and accessories, which are sold around the world to professional contractors and home improvement enthusiasts. Since its founding in 1994, Positec has achieved industry-leading growth and employs almost 4,000 people in 12 countries to become a truly global competitor in the power tool industry.
Positec is a company built on a passion for innovation, best-in-class customer care and a commitment to make a difference in the world.
Due to growth, we are currently seeking a Jr. Account Manager in Ontario, Canada
Positec is proud to offer world-class benefits, including:
- Competitive base salary
- Up to 3 weeks paid time off
- 401K with company match after 30 days of employment
- Work from home
- Growth opportunities
- Exposure and visibility to senior management to make a real voice of change
Position Summary
Reporting to the Senior National Account Manager, this position is focused on delivering exceptional service to new and existing customers. It is instrumental in assuring focused and productive communication with new and existing customers as it relates to product information, POS results, sales growth and supply chain. Working with the Canadian Sales Team, you will be responsible for maintaining and communicating relevant market and customer data to the team. You will also be responsible for analyzing customer sales data and identifying opportunities for incremental sales. You will be responsible for resolving complex inquiries from customers, delivering solutions and results.
Key Responsibilities
- Working with customers on a daily basis, responding to customer requests, coordinating with various internal departments and overseas offices to provide answers and solutions.
- Support the sales team in attaining sales targets. Communicate with sales team regarding the collection, analysis and evaluation of POS and inventory data be it on a weekly, monthly or annual basis.
- Assisting in the implementation of sales strategy as prepared by management including maintaining and completing customer quotes and sku databases, contributing to customer presentations and execution of account plans.
- Maintain customer websites to ensure accuracy and relevance.
- Develop and maintain Canadian market benchmark database for power tools and outdoor power equipment.
- Reevaluate work opportunities with assigned accounts, produce reports on progress and outline strategies for improvement.
- Attend customer meetings with senior account manager(s), provide summary notes and conduct all necessary follow up.
- Create professional, customized proposals to meet specific customer requirements in an efficient manner.
- Stay abreast of market conditions regarding products, product updates, service offerings and new technologies through various in-house digital tools and external resources such as weekly flyers. Provide updates to sales team.
- Provide information and/or follow up with customer as requested.
- Handle and submit all customer required documents in a timely and accurate fashion.
- Preparing monthly, weekly or daily sales analysis, agreements, sales reports, and presentations.
- Manage supply chain requests and sales orders
- Collecting, analyzing, evaluating and accounting the information in order to increase productivity of sales.
- Maintaining an efficient work environment.
Education/Training
Completed post secondary degree or diploma, business degree preferred.
French Bilingual is a plus
Experience
2-5 years of Home Improvement Industry Experience.
Good level of knowledge of power tools and outdoor power equipment.
2-3 years of sales experience
Proven track record of meeting/exceeding sales goals
Forward resumes- kammi.parker@positecgroup.com
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Job Title: Territory Sales Manager
Reports to: Provincial Sales Manager
Department: Sales
Location: GVRD - Vancouver, B.C.
Company Profile: JELD-WEN Windows and Doors is Canada’s largest manufacturer of high quality windows and doors. Due to an upcoming retirement, JELD-WEN is currently seeking an individual for the position of Territory Sales Manager to provide exceptional service to our Vancouver and surrounding area Dealer network.
Summary: The responsibility of the Territory Sales Manager is to take continuous action to maximize sales with existing customers and aggressively pursue new sales opportunities with prospective customers. By continually maintaining a professional image of the company, the Territory Sales Manager should be able to display passion and in-person presentational skills. They will report directly to the Provincial Sales Manager.
Essential Duties and Responsibilities include the following and other duties assigned.
Key Responsibilities:
- Service and maintain existing accounts (Travel to accounts and build customer relationships);
- Develop and expand new accounts to grow our business with our Window & Door product categories
- Perform all other projects as assigned by Management (Attend Trade shows, completing surveys, providing market specific information, participating in conference calls etc.);
- Maintain strong internal/external relationships (Inside sales, pricing coordinators, VP Sales & Marketing, Sales Leads, store owners/personnel, etc.);
- Outside Sales (travel within assigned market territory);
- Manage Customer issues and concerns as they arise.
Competencies: To perform the job successfully, an individual should demonstrate the following competencies:
- Analytical - Collects and researches data; Uses intuition and experience to complement data; Compile, process, summarize, and analyze data accurately in a timely manner.
- Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions.
- Detail Oriented– Strong ability to provide accurate detail in analysis.
- Collaborative – works well in unison with the Canadian Sales Team, and team stakeholders.
- Customer Service - Responds promptly to internal and external customer needs; Responds to requests for service and assistance; Meets commitments.
- Change Management – Builds commitment and overcomes resistance.
- Leadership – Exhibits confidence in self and others; Effectively influences actions and opinions of others.
- Ethics - Treats people with respect; Works with integrity and ethically; Upholds organizational values.
- Strategic Thinking – Supports strategies to achieve organizational goals; analyzes market and competition; Identifies external threats and opportunities; adapts to changing conditions.
- Career orientated and results driven.
- Have the ability to cultivate relationships within the local building and dealer network.
- Negotiation skills;
- Excellent people skills and the working knowledge of contact management
- Strong presentation and public speaking skills
- Overnight travel required
- Proficient in Microsoft Excel and Microsoft Word.
- Must have a valid driver’s license.
Education/Experience:
- A university degree, preferably in a business related program would be a definite asset.
- A proven sales track record with a minimum of 5 years’ experience in window and door sales.
- Training in sales and/or Leadership;
If interested in this position please forward your resume in confidence by September 14th, 2015 to:
Brett Sigurdson Provincial Sales Manager
bsigurdson@jeldwen.com
Attn: Territory Sales Manager
We thank you for your submission, but only those applicants selected for an interview will be contacted. |
