September 17, 2018 Volume
xxiv, #34
“To know oneself, one should assert oneself.”
—Albert Camus (French-Algerian philosopher, author, and journalist, 1913-1960)
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Home Hardware’s new CEO expected to bring outside expertise
ST. JACOBS, Ont. — Would they hire from within or from without? The mystery was solved last week when Home Hardware Stores Limited announced the appointment of the former head of Toys “R” Us, Kevin Macnab, as president and CEO. His role becomes effective October 10.
Macnab has more than 30 years of retail industry experience, including heading up Toys “R” Us for Canada, then as president of the company’s international operations. His CV also includes stints at Marks & Spencer and the D’Allaird’s clothing store chain.
That outside experience, both nationally and internationally, is apparently just what Home was looking for.
“Kevin brings a combination of global retail experience and a deep understanding of the Canadian market,” said Christine Hand, chairman of the Home Hardware board. “He understands the importance of adapting to the fast-changing retail landscape and has a track record of increasing market share through omni-channel strategies and new store growth. Most importantly, he understands the unique value and potential of the Home Hardware brand.”
Macnab will replace Terry Davis, who has served as CEO since 2014, and as both president and CEO since May. Davis announced back in July his intention to retire before the end of this year. He has been with the company for 48 years. He stated in a previous interview that he would stay long enough to manage a smooth transition of duties. But now, Hardlines has learned, his last day will be October 10, when Macnab steps in officially.
“I am honoured to have been selected to lead such an iconic Canadian retailer with a storied past and strong, dependable brand,” Macnab said in a release. “I look forward to working with the dealer-owners and the entire team at Home Hardware to develop and implement strategies focused on engaging with our customers in new and innovative ways, both in-store and online.”
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Western regional wholesaler continues expanding its ranks and operation
NANAIMO, B.C. — Coast Distributors is adding to its team and its distribution network as it expands its reach in the West. The Nanaimo, B.C.-based hardware wholesaler has opened a second distribution centre in Surrey, B.C. Both facilities in that community are designed to better serve Coast’s direct import program and its customers in the Lower Mainland. Coast also has two main DCs, in Nanaimo and Kelowna, which serve all of British Columbia and Northern Alberta.
Coast Distributors was established in 1986 by Alex Guy―in his garage. In 1998, Brad McCluskie joined as a sales rep for Southern Vancouver Island and eventually moved into the office as Guy’s second in command. In 2006, McCluskie bought into the company. In 2010, a group of senior employees and managers purchased the final shares when the founder exited.
The team continues to grow at Coast, as well. Bonnie Kellogg has recently joined as purchasing manager. She will work out of the company’s Surrey office, connecting with Coast’s re-buyers in the Nanaimo and Kelowna branches. Kellogg takes over from Anthony Snell, who has moved to the Nanaimo operation in the role of general manager.
These expansion efforts will, in part, support the push that Coast is making on its own private-label lines. Under the “TerraTuff” name, the company offers more than two dozen lines, including hand tools, paint brushes and paint accessories. Coast’s full range of products also includes electrical and plumbing, garden supplies, automotive accessories and housewares.
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Outdoor trends on display at German lawn and garden show
COLOGNE, Germany — Visitors from around the world gathered at the Koelnmesse exhibition centre in Cologne, Germany, for spoga+gafa, the annual international lawn and garden trade fair. The event, held September 2 to 4, drew 40,000 visitors from 114 countries and some 2,000 exhibitors spread across nearly 2.5 million square feet of floor space.
“Our share of international visitors rose again by 4%, to 64% overall,” says Katharina Hamma, COO of Koelnmesse GmbH, which owns the show. “This growth from abroad underlines the strong international significance of spoga+gafa. Both those in specialized trades and large-scale retailers were strongly represented.”
Visitors could see new furniture designs that responded to consumers’ desire for more sustainable products, while maintaining durability and creative designs. One vendor experimented with polypropylene webbing stretched across a frame to create an ergonomic lounge chair. Another vendor developed an umbrella that easily fit above a narrow balcony, reflecting a move by more designers to offer space-saving solutions to urban dwellers.
Another common theme throughout the show presented sustainable alternatives to common products. Several vendors showed planters made of recyclable materials. One offered fireplace logs made from recycled coffee grounds. For gardeners concerned about the negative impact of peat moss farming on the environment, another vendor offered an eco-friendly alternative.
Urban gardening is a trend that continues to gain steam. Visitors at spoga+gafa saw many options for products that helped consumers grow fruits and vegetables in a small space, whether it was self-watering planters that hung easily on a balcony or a vertical container for growing strawberries. Multiple grill vendors offered portable cooking units designed for balconies or tailgate parties.
Another popular area at the show was Outdoor Kitchen World. Consumers still have an appetite for spending big on outdoor entertainment areas, and that includes a growing trend to create a gourmet experience when eating outdoors. Besides traditional barbecuing, consumers want other cooking options such as smokers and woks.
Consumers also desire to marry form with function when purchasing a grill or fire pit for their yard. While it may be functional, they also want something that makes an artistic statement in their living spaces.
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Legalized cannabis: a potential new niche for hardware dealers?
SPECIAL REPORT — The imminent legalization of cannabis, and the uncertainty attached to just how it will be sold, has put a whole new sector of retailing into confusion. But the opportunities for selling accessories for this industry are more clear cut—and could provide new opportunities for dealers in select markets after legalization takes effect on October 17.
A recent visit to a cannabis trade show and conference in Toronto revealed a lot of optimism about the future of this nascent industry. And while the big focus was on start-ups and venture-capital plays, a number of exhibitors on the show floor were interested in finding new channels for the hardware and equipment that will drive the business.
Dealers in downtown, vacation or university markets may find they can stock up on paraphernalia, including the pipes, rolling papers and various vaping devices for preparing and using cannabis.
But another part of the upcoming legislation involves the ability for individuals to grow up to four plants of their own each year. But the challenge is in developing a healthy yield. And that creates another opportunity for retailers. Makers of soils, nutrients, lights, watering systems, hydroponics and heating units were at the cannabis show trying to find merchants to carry their products.
In fact, some of these items are already finding their way into conventional home improvement channels. At the latest National Hardware Show, held in May, at least one vendor was offering pots specifically designed for growing marijuana plants, while sales of hydroponic planting equipment are turning up at traditional home improvement retailers.
A lot of money will be spent—and made—in the cannabis sector in the next couple of years as legislation is finalized and this market settles out. As popular acceptance of cannabis, both recreational and medicinal, grows, traditional dealers may be able to take advantage of a completely new niche.
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Acceo Profitmaster has made some changes within its sales team. Richard Barker has joined as senior account manager for Ontario and the Atlantic Provinces. Along with an extensive knowledge of the hardware industry, he has 18 years’ experience selling a range of ERP software platforms. He will be based out of London, Ont. Trevor Schellenburg takes over supporting Acceo Profitmaster in the Western and Central Canada regions that were previously under Jason McIntyre’s responsibility.
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CLASSIFIED ADS
The Field Sales Representative will be responsible for territory sales growth by implementing plans and strategies to create end user demand for the Henkel LePage portfolio. This individual will be the primary contact and responsible for fostering solid relationships within their region.
What We Offer (Position Description)
- Deliver NES and GP1 annual growth per pro sales plans
- Establishes targets, develops and implements sales plans accordingly for achieved results to be measured against.
- Develop and maintain relationships with distributors, dealers, alliance partners, builders, contractors, remodelers, architects, sealant specifiers and Henkel team members
- Conduct jobsite inspections and testing along with education of LePage products.
- Participate in dealer and training events, where business opportunity is identified.
- Assist in product complaint resolution. This may include; jobsite inspection, product complaint form completion and submission in addition to, immediate or suggested resolution.
- Manage and communicate activity and results via CRM tool, meeting calendar, requested reporting and presentations
- Manage special projects and provide market intelligence as requested to include competitive activity and price shops
- Contribute to Henkel’s success by professionally challenging status quo, sharing your ideas and experience.
- Assume responsibility for other duties as assigned by National Sales Manager
Job specification and competencies
- Minimum 5 years selling experience
- Minimum 5 years’ experience in relevant market (residential/light commercial)
- Professional written and verbal communication
- Proficient with Microsoft Office Suite
- Bachelor’s degree preferred
https://www.henkel.com/careers/jobs-and-application/-/874012
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70 Years of Building Value Into Building Products
OEM Sales Agencies – Quebec, Prairies, Atlantic Canada
ODL Canada, with distribution centres in Vaughan, ON and Calgary, AB is recognized as a leading supplier in Canada’s fenestration industry. Our products include Door Glass and Enclosed Blinds for doors, patio doors and windows.
See our complete catalogue at https://odl.com/canada.htm.
To support growth with exciting new products, ODL Canada is currently seeking sales agencies to represent our OEM product line for Quebec, Atlantic Canada and the Prairies. If your agency is a team that calls on door pre-hangers, door component distributors or window manufacturers in any of these market areas, then we would like to hear from you.
Interested agencies should submit a company profile to Tom Newton, Managing Director of ODL Canada at tom.newton@odl.com.
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Pioneering Safety
At Allegion, our vision is to make the world safer. As a company of experts, we secure the places where people thrive. Security will always be a top concern, so we are inventing new and innovative technologies to keep people protected wherever they are; anytime, anywhere. Whether at home or school, in a hospital or commercial building, we pride ourselves on providing safety for today and for the future. Spanning across 130 countries, Allegion is committed to the protection of our employees and the public.
Our Values
We are very passionate about our values and live them daily. How do you celebrate your successes? Do you take pride in the work you have accomplished?
Have a knack for curiosity and creativity? How do you live out your passion for excellence? What does living safely and healthy mean to you?
If these are values that keep you motivated, you have come to the right place. Take a look at our available opportunities to join our winning team today!
Channel Marketing Manager
The Channel Marketing Manager will maximize the long-term Schlage brand volume and growth, while delivering short-term volume and sales across the national customer base. This role is responsible for strategizing, creating, communicating and supporting Schlage national initiatives, policies and standards against Distribution, Shelving, Pricing and Promotion goals. Other key responsibilities include identifying, developing and implementing account specific promotional tie-ins. Lastly, communicate our customers’ needs across the Allegion organization to ensure business-building programs are created.
What You Will Do:
- Work closely with the Sales and Marketing team, to identify growth opportunities within National / Key accounts
- Establish productive, professional relationships with key personnel in assigned partner accounts
- Develop account specific programs and promotions that grow our business to new levels
- Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Oversee the planning, production and implementation of the various projects / programs, etc. to ensure that quality and excellence is attained, exceeding our customers’ expectations
- Key link to Marketing and Sales, ensuring that direction, communication and feedback is continual and accurate, ensuring that we fully optimize our effectiveness in the selling process
- Benchmark Schlage in the industry to ensure we are providing sales and marketing excellence to our accounts.
- Work with management, sales and customers to develop and manage annual promotional calendar, evaluate financial impact, execute promotion and track results.
- Lead solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
- Manage and execute RSS Merchandising Program targeting channel segments
- Provide sales and market analytics and price execution support
What You Will Need:
- Bachelor’s Degree in Sales, Marketing, Business or equivalent years of experience
- 3 to 5 years’ experience in a channel, product or marketing category management position preferred
- Previous experience with Home Depot, Canadian Tire, Lowes, Amazon and LBM channel would be an asset
- Door Hardware experience; electrical and mechanical door hardware experience would be an asset
- Exceptional computer skills; advanced excel, PowerPoint and data mining skills
- Strong communication and presentation skills all levels of business
- Strong analytical and negotiating skills
- Proven experience with strong account planning that achieved positive business results
- Ability to build strong cross functional relationships with Finance, Marketing and Customer Care
- Bilingualism is an asset
Why Work For Us?
- Rewarding and Challenging Career
- Comprehensive Benefits
- Global Opportunities
- Employee Discounts
- A Culture of Wellness and Balance
- Tuition Reimbursement
- Training and Development
- Community Involvement
Apply Today
Join our team of experts today and help us make tomorrow a safer place.
www.allegion.com
We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.
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Sales Territory Managers | Ontario, Western Canada and Atlantic Canada
Regal Ideas is the innovative leader in Aluminum Railing and associated outdoor living products to the Canadian Home improvement Industry. We require experienced Building Materials Professionals to expand our sales team and drive sales growth across Ontario, Western Canada and Atlantic Canada. If you are a motivated and highly organized team player with Building Materials Sales experience on the wholesale side, then we would like to speak with you.
Please send resume and salary expectations to Marketing@regalideas.com and you will be contacted if qualifications are commensurate with our requirements
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