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September 3, 2018 Volume
xxiv, #32
“Tomorrow is always fresh, with no mistakes in it.”
―Lucy Maud Montgomery (Canadian author, 1874-1942)
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More changes at Home Hardware as Rick McNabb announces retirement
ST. JACOBS, Ont. — Yet another executive at Home Hardware has announced their pending retirement. Rick McNabb, the vice president of marketing and sales at Home Hardware Stores Ltd., will depart effective September 12.
The news was announced by President and CEO Terry Davis, who had previously announced plans of his own to retire, pending the naming of his replacement. According to Davis, “Rick joined Home with a mandate to review and evolve our marketing efforts into a cohesive, integrated approach, a mission that he accomplished. It was a pleasure for me to have Rick on my leadership team and I wish him well on his retirement.”
Home Hardware is also close to naming a replacement for Davis in the top job, just months after Davis, a 48-year veteran of the company, was given the title of president in addition to his CEO role.
To add to the changes, one of the founding employees of the company, Ray Gabel, retired as Home Hardware’s senior merchandise advisor at the end of June. Gabel joined Hollinger Hardware in the summer of 1950 and was present at the landmark 1964 meeting that evolved that wholesaler into Home Hardware.
McNabb, then, is the relative newcomer. He joined Home Hardware two and a half years ago in a move that caused a stir in the industry. Although his family has been involved with Home Hardware—his brother owns a store in Parry Sound, Ont.—he was considered an outsider—virtually the first key executive not to be hired from within over the company’s 79-year history. (The only other exception would be Darrin Noble, hired in 2007 as vice president and general manager of Home’s Beauti-Tone Paint division.) McNabb’s presence resulted in a number of changes, the most visible one being the introduction of a new slogan for the company, “Here’s how”.
Home Hardware was down to a short list of candidates for Davis’s position by mid-August, and the company has been actively seeking a replacement for McNabb. With the company’s fall market just two weeks away, any formal announcements could well be timed to correspond with that event.
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BMR hosts its first-ever summer show to highlight seasonal products
BOUCHERVILLE, Que. — Groupe BMR hosted a new show last week, focused entirely on seasonal products. Unlike the annual dealer show held mid-November in Quebec City, this event was held near the company’s Boucherville headquarters, at the Hotel Mortagne on Montreal’s South Shore.
The creation of a separate show reflects the growing popularity of the seasonal category, and the fact that most groups rely heavily on their own Asian-sourced import programs for products such as outdoor furniture and accessories. At the November show, outdoor living has been growing rapidly in recent years, while the timing was not ideal for lawn and garden buying.
“The main goal of this new formula was to make life simpler for our dealers,” said Martin Menard, vice president of hardware and imports for Groupe BMR. “It’s much easier for them to target their needs in this category during the summer.”
Despite being a busy time for most dealers in their stores, the timing of the new show appears to have worked for them. The company reports that teams from almost all its BMR and Unimat stores, which number more than 300 (source: the 2018-2019 Hardlines Retail Report—your ever-helpful Editor), were in attendance to check out the new offerings on display. Close to 600 people in total walked the aisles of the show.
BMR rounded out the event with booths and information kiosks representing the range of programs and supports it offers, including a service zone where dealers could place orders directly. BMR’s marketing team used the event to map out the group’s media plan for 2019, as well.
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Orgill fall market provides plenty for Canadian dealers, including a get-together
LAS VEGAS, Nev. — Orgill’s presence continues to grow in Canada, a fact that was reflected in the large number of Canadian dealers who attended the Memphis, Tenn.-based wholesaler’s fall dealer market in Las Vegas late last month.
The Orgill Fall Dealer Market covered nearly one million square feet over two floors at the Sands Expo and Convention Centre. It featured two concept stores, numerous product showcases and workshops about Orgill’s various retail programs and services.
Orgill reports that a record number of attendees from more than 50 countries gathered to see new home improvement products, find great deals and network. They included at least 300 Canadian dealers, managers and family members. The majority were from major buying groups, particularly Castle and TIMBER MART, but delegates from every banner and every part of the country were walking the show floor.
“We’re excited to see so many of our customers here in Las Vegas,” said Ron Beal, Orgill’s chairman, president and CEO. “Our team and vendors have worked hard to put together a show that will deliver on our customers’ expectations.”
One concept store had a distinctly Canadian twist: “Cider Mill Home Centre” was designed to cater to a broad mix of both contractors and DIYers within 11,500 square feet of retail. It featured plumbing, HVAC, fasteners and electrical as dominant departments—all adjacent to the store’s service counter. All products in the store were Canadian compliant and advertised as available through Orgill’s London, Ont., and Post Falls, Idaho, distribution centres.
Elsewhere in the show, promotional areas, which included door busters, coupons, market busters, new items and pallet buys, again proved popular with attendees. All Canadian promotional areas were located on the lower level of the convention centre, so Canadian retailers could find them easily.
Canadian dealers had an additional opportunity to get together, thanks to Hardlines’ own Canada Night reception, which was held at the end of day one of the show at Señor Frog’s restaurant on the Las Vegas strip. Sponsored in part by a dozen exhibiting vendors, the event drew about 350 people to share drinks and snacks and to network.
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Lowe’s new CEO upbeat about Canada despite closure of Orchard Supply
MOORESVILLE, Ont. — While turning in healthy numbers for its second quarter, the news that Lowe’s would shutter its Orchard Supply Hardware chain came as a surprise to many in the industry.
The giant home improvement retailer reported net earnings of $1.5 billion for its second quarter, compared to net earnings of $1.4 billion last year. Sales for the quarter rose by a healthy 7.1% to $20.9 billion, while comparable sales increased 5.2%.
The Orchard Supply Hardware business contributed $600 million in sales to Lowe’s fortunes, but lost $65 million. As a result, the chain, which consists of 99 stores in California, Oregon and Florida, will be closed by the end of the year. That sudden departure from Orchard and its home centre format raises questions about Lowe’s inclination to invest long-term in retail formats outside of the big box footprint.
That investment is a big part of Lowe’s acquisition of RONA in Canada.
Marvin Ellison, president and CEO of Lowe’s, addressed this concern, which was shared by analysts during a call. He remained upbeat about the Canuck experiment. “I would say Canada—and RONA—has been a very positive benefit for the company.”
He added that his team is pleased with the way Lowe’s and RONA are meshing. “The introduction of unique and different categories to RONA, like appliances, has been met with really strong response from the customers. We feel very, very good about the Canadian business performance... and we think that it’s exactly where we want it to be, if not exceeding expectations from the original pro forma.”
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Richard Leclerc has joined Taiga Building Products as territory manager for Quebec. His background in this industry includes a decade at RONA as a dealer development manager and head of an in-store merchandising company, dotmarketing inc. Most recently, he served as director of retail sales for Novik.
Lanart Rug has announced the promotion of Jean-François Roberge, formerly an account manager, to sales director for Eastern Canada. Americo Fernandes has been named national sales director, Central and Western Canada. He was previously a national account manager.
Ventilation Maximum has announced the appointment of Jean-Richard Boulé as national sales director. The marketing grad took over the position last month. His nearly 30 years of experience in the building materials sector include 14 as sales director at Taiga Building Products.
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CLASSIFIED ADS
Positec – Canada
Customer Development Manger
The Customer Development Manager is responsible for both sales goals as well as product planning and product marketing. This includes gathering and prioritizing product requirements for the market, proposing product assortments that support channel management strategies and working with customers to optimize assortments. This position is responsible for elements of product and sales in customer’s private brands.
This position is also responsible for working with internal teams to manage product roadmaps that meet the customers’ expectations. The CDM will ensure that the product and marketing efforts support the company’s overall strategy and sales goals through professional sales techniques and good customer service, maintaining quality relations with existing accounts, and providing sales and marketing coverage.
Send resumes to jobs@Positecgroup.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 Agency – Quebec, British Columbia
Briggs & Stratton (NYSE: BGG), headquartered in Milwaukee, Wisconsin, is recognized worldwide for its strong brand name and a reputation for quality, design, innovation, and value.
The Canadian Products Division, based in Mississauga, Ontario, manages finished goods products including; lawn & garden power equipment, snow blowers, turf care, pressure washers and portable generators, and is currently seeking a Sales Agency partner to manage its Independent Outdoor Power Equipment Dealer business in the provinces of Quebec and British Columbia. Two separate agencies may be selected.
The appropriate partner will support the go-to market sales growth strategy in the associated provinces and cultivate a new Dealer base. The partner will act on behalf of Briggs & Stratton Canada, managing the Ferris Mowers, Simplicity Mowers and Snow Blowers, Snapper Mowers and Briggs & Stratton Pressure Washers and Generators brands and product lines. The partner agency will be accountable for growing the number of Dealers, market share, and maintaining the end user experience in these markets.
The suitable partner will bring a strong knowledge of, and relationship with, Independent Outdoor Power Equipment Dealers in the assigned provinces. They will also bring a professional Team of sales representatives with full geographic coverage. Strong business leadership and acumen are required to represent, and interact, with the Briggs & Stratton organization.
All interested parties should submit a one page cover letter and organizational overview to Steve Burgess, Country Manager, Briggs & Stratton Canada at burgess.stephen@basco.com.
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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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