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September 5, 2016 Volume
xxii, #33
“The most dangerous strategy is to jump a chasm in two leaps.”
—Benjamin Disraeli (British politician and writer, 1804-1881)
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Executives at RONA show reaffirm Lowe’s commitment to independents
MONTREAL — With about 230 independent dealers in attendance, this year’s RONA show enjoyed the best attendance yet. And though it may not be the largest show in Canada by anyone’s estimation, the intimacy of the event ended up working in its favour.
The annual show, held September 1 at the Palais de congès in Montreal, is the third one by RONA (shouldn’t that be Lowe’s Canada? —Editor) geared specifically for its independent, or “affiliated” dealers. It featured 290 vendors, and most of them who spoke with HARDLINES were pleased with the traffic—and the opportunity to spend time with their customers. Show organizers worked with this aspect of the event, as well, creating lots of open spaces and lounge areas for dealers to speak with vendors, RONA reps, and each other.
One vendor observed that the show was working better for his company this year as his team had tailored its own assortments to best suit smaller independents, rather than the corporate proximity stores and big boxes. Another observed that the show’s “Hot Deals,” a standard part of many shows, required dealers to go back to the respective vendors’ booths to complete the orders. Once there, vendors could present more offerings and interact further with their customers.
An added buzz permeated the show floor, as this is the first one under the ownership of Lowe’s. The day before the show, dealers got a message from Lowe’s Canada executives that drove home their commitment to independent dealers. Sylvain Prud’homme, president and CEO of Lowe’s Canada, told the group that the company is firmly committed to building both the RONA and Ace brands on behalf of independents in Canada.
Those banners will constitute one of the pillars of the Lowe’s Canada organization, and be headed by Alain Brisebois, executive vice president, affiliate dealers and operations central services. Reporting to him, Philippe Element, vice president, dealer sales and support, oversees the RONA banner, while Ace is under the aegis of Bill Morrison, who is vice president of Lowe’s Canada, Ace Canada Division, based in its Winnipeg office.
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On relocating Lowe’s Toronto office, re-branding RONA stores, aligning the buying teams, and more
SPECIAL REPORT — HARDLINES had the chance to sit with executives from Lowe’s Canada in Montreal last week, during the RONA Show. Here’s what we learned in our conversation with President and CEO Sylvain Prud’homme and Alain Brisebois, EVP, affiliate dealers and operations central services, Lowe’s Canada:
- The Lowe’s Canada office, currently on Yonge Street in North York, a section of Northern Toronto, will not move to RONA’s old (and we mean old! —Editor) headquarters on Martin Grove Road, near the airport. That facility came with RONA’s purchase of Lansing Buildall, as part of its acquisition of Revy back in 2001. No, the Lowe’s offices will move to a new site in the Hewlett Packard building on Spectrum Way in Mississauga. The personnel at the Martingrove will move there, as well. The move is expected to be completed by spring 2017.
- “The RONA banner will definitely be used to support proximity and building centre affiliates,” said Prud’homme. There is no plan to turn all the RONA dealers into Ace dealers, or vice versa.
- However, many RONA big boxes may very likely be re-branded Lowe’s, he said. “There’s a very good chance that the big box stores outside Quebec will be branded Lowe’s.” In Quebec, they may remain RONA, but Prud’homme says he’ll let the customer decide. “I can’t confirm what the brand will be in Quebec.”
- The Toronto-area office will act as a regional support centre overseeing the big boxes operating under the Lowe’s banner. 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 Boucherville site is not just 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 commodities and a merchandising team for affliate dealers, led by Head of Marketing and Merchandising Igor Halencak, who now reports to Brisebois.
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Canadians gather in Vegas for Orgill Fall Dealer Market
LAS VEGAS, Nev. — Dealers from around the world gathered for the Orgill Fall Dealer Market, August 25 to 27 at the Sands Expo Convention Centre, including Canadians from every province and territory.
Ron Beal, president of the Memphis-based hardware distributor, told HARDLINES that the show drew a record number of dealers. The company further reports that the number of Canadian retailers registered for the show was more than double the number for last year's Fall Dealer Market. However, a number of vendors felt attendance was down somewhat from the previous event, held in February, which is typically the larger one overall for Orgill.
The market featured a range of sales and promotional opportunities, including Door Busters, Market Busters, Coupon Specials, New Items and Pallets. It also included a special promotions area just for its Canadian customers—more important than ever since Orgill expanded its reach in Canada with its 2015 acquisition of Chalifour. That promotional area drew the Canadian dealers for the bulk of day one of the show, with some increased traffic by Canadians reported on the main floor on day two.
The Canadian vendors at the show were confronted as well by the recent the recent closing of Orgill’s Canadian buying office. That loss means the end of a number of long-term relationships that underlie the buying process in this country. Among the vendors hoping to begin making that up with the Memphis buyers during the Vegas market, many expressed their concern over building these relationships anew—beginning with this show.
Vendors were particularly pleased to have the Canadian presence at the market re-integrated into the overall event. Previously, they had been hived off into a special Canadian area on the show floor.
Although Orgill does not support a banner of its own, it nevertheless offers a wide range of services and merchandising programs for independent dealers. This year’s event featured three fully merchandised model stores, including one strictly for Canucks: Maple Ridge Home Centre, with a 50-50 DIY-pro customer mix and completely Canadian-compliant products.
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Could the Quebec government have blocked the sale of RONA?
QUEBEC CITY — Questions surrounding the conduct of Quebec transportation minister Jacques Daoust over the sale of RONA inc. have led to his resignation.
Daoust has come under fire for his involvement as economy minister in giving the Investissement Québec agency the green light to unload its shares in RONA, thereby forfeiting the chance to block the shareholder supermajority needed to approve the company’s sale to Lowe’s.
Daoust has steadfastly denied either approving the share dump or being in the loop on the sale of RONA, but an email exchange uncovered by TVA Nouvelles reveals his then-Chief of Staff Pierre Ouellet gave Investissement Québec the minister’s blessing to sell the shares. Daoust’s denials have worn thin since June when a report from the province’s auditor general said Investissement Québec minutes showed he had attended a meeting where RONA’s potential sale was discussed, and gave the agency’s board of directors the go-ahead to sell its stock.
In stepping down, Daoust has continued to maintain his version of the events. Daoust’s former chief of staff, however, contradicted him in a hearing held in the National Assembly late in August. Pierre Ouellet told a legislative committee that the ex-minister was apprised of Investissement Québec’s intention to sell its shares. Daoust’s response, according to Ouellet, was, “It’s [Investissement Québec’s] responsibility; they’ll live with the consequences.”
Opposition parties, not content with Daoust's resignation, are lining up to question how high up knowledge of the plans went. Both PQ economy critic Alain Therrien and Amir Khadir of the left-wing party Quebec Solidaire have expressed their scepticism that the sale could have taken place without the foreknowledge of Premier Pierre Couillard himself.
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CLASSIFIED ADS
Job Title: Territory Manager, Schlage (Two Opportunities)
- Territory Manager, Ontario
- Territory Manager, Western Canada
Company Profile
Allegion Canada, a market leading manufacturer of door hardware and access control products with key brands such as Schlage, LCN and Von Duprin, is hiring two Territory Managers (Western Canada and Ontario).
Position Summary
Reporting directly to the National Sales Manager, the ideal candidate is a self-motivated, driven sales professional with a passion for excellence. The Territory Manager, Schlage Canada, is part of an energetic team responsible for developing our growing Schlage residential business across Canada. They are detail oriented, strategic and analytical with the ability to think outside the box.
Responsibilities
- The successful incumbent will be responsible for managing the sales growth of the sales region through effective account management. This includes store resets, new store coordination, store walks, event implementation and special projects.
- Grow market penetration by developing strong relationships with assigned accounts store level associates, Department Managers and Store Operators and Managers.
- Develops a territory business plan and customized business plans for assigned accounts, promotional activity, shelf management programs, product training, investment strategies, and revenue goals.
- Utilizes existing marketing programs to maximize market-share growth and ensures that selling strategies align with revenue and profit goals outlined in Annual Operating Plan. Responsible for meeting budget and expense parameters for optimizing operating profit.
- Supervises and manages the development and execution of the regional field sales team.
- Represents Allegion Canada with the highest integrity. Conducts regular business reviews and other analyses to be able to make recommendations that will improve our business performance.
- Represents Allegion Canada at national, regional, and local dealer and builder shows as required.
Knowledge/Experience Required:
- 3-5 years’ experience in a sales and marketing role
- University or college degree in Sales and/or Marketing
- Good attitude and good work ethic and willing to learn
- Exceptional computer skills
- Strong communication and written skills. Bilingualism is an asset
- Must possess a valid driver’s license
- Must be willing to travel up to 45% of the time
- The ability to multi task and handle various priorities
- Strong ability to work in a collaborative, supportive way
- Experience with both electrical and mechanical door hardware an asset
If you believe you have the skill set that matches our position requirements please apply using the links below.
https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Calgary-Canada/Territory-Manager---Alberta_JR4824-3
https://allegion.wd5.myworkdayjobs.com/en-US/careers/job/Remote-Location-Canada/Territory-Manager---Ontario_JR4738-6
For more information please visit Allegion.com.
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Rep or Distributor Wanted
U.K.-based manufacturer seeks rep or distributor for Canada and North America for new product line. Products are absorbent rolls to protect houses from excess surface water flooding. Looking for existing distribution network into the large retailers such as Home Depot, Lowe’s. Potential for own branding of products for distributor. Contact: info@ubersorb.com
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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. |
