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September 24, 2018 Volume
xxiv, #35
“Those who are at war with others are not at peace with themselves.”
—William Hazlitt (English writer, literary critic, philosopher and painter, 1778-1830)
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Behind the scenes: why Rick McNabb really left Home Hardware
ST. JACOBS, Ont. ― “Absolutely, it was his choice.” When asked why Rick McNabb left the organization, Rob Wallace, interim senior director of marketing for Home Hardware Stores Ltd., states emphatically that the former VP marketing and sales left of his volition.
Speculation has abounded over why he left the company so suddenly. McNabb, brought in two-and-a-half years ago, was the architect of sometimes controversial changes at the dealer-owned co-op, including updated branding with the tag line, “Here’s how”, and a new advertising campaign. He was considered by many to be a possible candidate for the role of CEO, and then presumed to have been either fired or pushed out by virtue of being passed over for the top job.
Kevin Macnab (no relation) was named recently as president and CEO, as incumbent Terry Davis prepares for retirement.
Wallace, speaking during the recent Home Hardware Fall Market, says the opposite was actually the case. “He never threw his hat in the ring. He never put forward that position.” Instead, Wallace suggests that McNabb’s role was always considered a fixer role, one which would not necessarily align with longevity at the company or McNabb's personal ambitions.
Wallace further vouches for the efficacy of Home Hardware’s current ad strategy—considered one of McNabb’s projects. While some vendors have indicated to Hardlines that their sales are down with the company this year and want to blame the advertising, Wallace says, “On the contrary, our research shows that the ‘Here’s how’ strategy is testing really well.” It’s resonating with the campaign’s target audience, young homeowners, he says, as Home Hardware works to develop a new generation of customers for its stores.
“Overall, our retail sales are up greater than plan.”
In the meantime, the company has reorganized to fill McNabb’s duties. “Dunc Wilson, who currently heads up dealer development, is now senior director of sales on an interim basis,” Wallace explains. “We’ll continue that arrangement until Kevin [Macnab] gets settled and is prepared to make some decisions.”
Wallace, who is already director of marketing, was given the senior marketing director role on an interim basis.
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New publication from Hardlines targets dealer issues to help them drive profits
WORLD HQ, Toronto — Hardlines has launched a brand new publication that is targeted squarely at store owners and managers. Hardlines Dealer News is an email newsletter with content designed especially for dealers and owners who are trying to run their businesses at peak effectiveness.
The first issue was emailed out last week, featuring news, tips and trends to help retailers operate more successfully. The content of HDN is focused on store management, competitive trends and operational efficiencies. It’s sent out monthly to stores and retail head offices across the country.
The first issue of Hardlines Dealer News has stories on everything from managing your commercial sales to getting the most out of your endcaps. Future issues of Hardlines Dealer News will continue to carry powerful content for retail owners and managers, including how to maximize online relationships with customers, why buying groups continue to gain ground in this market, ways that big boxes are going after the independents’ key customers and how to hire in a tight job market.
HDN tells the stories of successful dealers of all sizes from every part of Canada, such as the contractor yard in Vancouver that has an engineer consultant on staff, or the hardware store owner in cottage country who shares her insights on how to become more involved in one’s own community.
Hardlines Dealer News is produced monthly by the editors of Hardlines. Dealers who wish to get their own subscription can sign up right here at no charge.
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Changes at Home Hardware’s fall market reflect wider corporate shift
ST. JACOBS, Ont. ― The aisles were busy with dealers, their staff and families from across the country looking for new products and deals at the latest Home Hardware Dealer Market, which was held last week in St. Jacob’s, Ont.
But what was most noticeable about this familiar event, which has been running in Home’s own warehouse since 1979, is how much was different. The layout, which has had a similar format for years, had been altered to emphasize the range of services Home offers to its dealers, while emerging categories were given more prominence than ever.
Dealers entering the show found a showcase of outdoor living products to their right in what appears to be a larger space each show. To the left of the centre aisle, heavy appliances have a place of prominence, a statement about Home’s intention to capture more of this growing market.
Changes on the show floor reflect larger changes taking place currently within the organization itself. In fact, conversations with just about anyone wearing a red jacket at this show would elicit a thoughtful “change is good” response, as everyone from dealers to senior management company-wide are coping with the shift.
Those changes have been reflected in Home Hardware’s ad campaigns, service offerings and, not least, the lineup of senior management. A new CEO, Kevin Macnab takes the helm officially on October 10. He made an appearance on day two of the show to walk through it and get familiarized with Home’s culture.
Other parts of the business getting a push at this show included the Aeroplan loyalty program and Home’s marketing efforts to pro and contractor customers.
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Lowe’s Canada show launches Craftsman, new awards for RONA and Ace dealers
MONTREAL — Lowe's Canada last week hosted this year’s RONA and Ace Canada buying show recently at Montreal’s Palais des congrès. Beginning on September 12, the show brought together record numbers of participants, including some 300 dealers and 330 suppliers. The show aimed to underscore Lowe’s Canada’s commitment to its affiliate RONA dealers and independent Ace stores.
Highlights included the launch of the Craftsman brand, “something that's going to be major” for dealers in the words of Annick Day, national director, RONA dealer support, who had been at work on the show for the past six months. The tool line is exclusive to Lowe’s Canada’s banners, which are honouring the warranties on Craftsman products bought from Sears before the sale last year of the line to Stanley Black & Decker.
On the Ace end, Divisional Vice President Bill Morrison hailed Lowe’s Canada’s commitment to the banner: “We’ve had an incredible year, and it’s only with Lowe’s Canada’s support that we could do that.”
Front and centre at the show was a large seasonal section full of lawn and garden supplies and furniture for the spring selection. Power buys exclusive to the show this year featured special deals for larger purchases: buy more, save more. The LBM section offered sit-down booths to accommodate the in-depth negotiations that lumber transactions can entail.
On the first day of the event, dealers had the opportunity to take part in workshops on subjects ranging from merchandising to e-commerce. The following evening brought the annual gala recognizing outstanding local dealers. Three new categories were introduced this year under the “Builder of Success” heading.
This year’s winners in the new category are: Nancy Powell-Quinn, RONA Moffatt & Powell, London, Ont. (Up and Comer); RONA Forget, Mont-Tremblant, Que. (Community); and Bruce Allen, RONA North Vancouver (Lifetime Achievement). Ace dealers in the category are: Chad Camp, Ace County Farm Centre, Picton, Ont. (Up and Comer); Ace Armand Dumaresq matériaux de construction, Gaspé, Que. (Community); and Bryon Calvert, Ace Hardware Beaverlodge, Beaverlodge, Alta. (Lifetime Achievement).
The show closed with a visit from RONA-sponsored NASCAR Pinty’s Series driver Alexandre Tagliani, for a meet-and-greet with dealers and suppliers.
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CLASSIFIED ADS
The Field Sales Representative (ON) 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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