January 25, 2016 Volume xxii, #4

“People of accomplishment rarely sat back and let things happen to them. They went out and happened to things.”
—Leonardo Da Vinci (Italian Renaissance artist, inventor, and architect, 1452-1519)

IN THIS ISSUE:

• Calgary location gains momentum for WRLA show in second year

• Jeff Kinnaird named president of Home Depot Canada

• Westcoast Show partners with Hardlines to feature dealer education

• Canadian Tire expands CANVAS brand for spring and summer

• PLUS: TORBSA adds member, former TIM-BR MART CEO passes away, Richelieu and Panasonic, Lowe’s to exit Aussie market, Allegion and Jeld-Wen form partnership, new hire at BMF, promotion at Saniflo, wholesale sales rise—and more!

Calgary location gains momentum for WRLA show in second year

CALGARY — The second appearance of the Western Retail Lumber Association in Calgary, after decades in Saskatoon, drew dealers and vendors alike. After the “show me” attitude of some companies last year, the event has proven itself. The result: strong support by exhibiting vendors and an apparent bump in dealer attendance.

The show faced a drop in attendance by dealers from Saskatchewan last year, which generally seemed to be the case again this year. However, attendance from Alberta and British Columbia dealers remained high, and traffic on day one of the show was brisk, according to most vendors HARDLINES spoke with.

While the show remains a venue for special buys, a number of vendors were content to be present mainly to reinforce customer relations and provide product information. Travis Reynolds of Steel-Craft, whose booth was front and centre at the BMO Centre, was one such exhibitor. Other vendors were using the show to launch new products.

At the Bosch booth, the relaunch of the Skil brand as “Skilsaw” for the company’s line of professional circular saws was getting a big push. According to Greg Lavigne, national sales manager for Bosch’s power tool division, eight new products were being featured. Jamey Paterson of Paterson Products based in Langley, B.C., was rolling a new line of tape measures, thanks to a new listing with Keson out of the U.S.

Jeld-Wen of Canada was promoting a new distribution agreement with Allegion’s Schlage brand of locksets. “For us it’s about bundling products to best serve our customers’ needs,” said Laura Fisher, marketing director for Jeld-Wen. “This opportunity ties tightly to our core product. Our focus will continue to be being the world’s biggest window and door company and we’re not going to lose focus.”

The presence of two wholesalers was also garnering a lot of attention among dealers. RONA was there with Ace Canada, presenting a range of products and programs for independents. Two aisles over, representatives from Orgill Canada kept busy fielding queries from dealers interested understanding more about this new company, which is the result of Orgill’s acquisition of Chalifour Canada last year.

Jeff Kinnaird named president of Home Depot Canada

TORONTO ― Jeff Kinnaird, a 19-year veteran of Home Depot Canada, has been appointed to take over the Canadian division’s top job. Kinnaird, who is vice president of merchandising, will assume the role of president effective February 1. Pamela O’Rourke, senior director of merchandising, strategy, planning, and sourcing, will replace Kinnaird as VP merchandising.

Kinnaird, who has been with the company since 1996, started out as a store associate at Home Depot in Richmond, B.C., at the age of 22. He moved up through the ranks, getting his executive MBA along the way, and eventually becoming regional vice president. He took over as VP merchandising when Gino DiGioacchino left that position in 2011 and joined Walmart Canada.

Kinnaird takes over a job that was up in the air for several months. Outgoing president Bill Lennie was given the added role of EVP of outside sales and service for Home Depot's newly created MRO, pro and installation business in July 2015. This position was created following the company’s acquisition of Interline Brands, a large maintenance, repair, and operations company based in Florida. Lennie continued to lead Home Depot Canada while a successor was being sought.

Westcoast Show will feature dealer education track

SURREY, B.C. — The next edition of the BSIA Westcoast Building & Hardware Show & Ultimate Home Show will feature a new location―and a number of new features to set it apart from other industry trade shows―including a seminar series to help dealers run their businesses better.

The show, produced by the Building Supply Industry Association of British Columbia, will be held in Surrey, B.C., at the Cloverdale Fair Grounds in the Agriplex, March 11-13, 2016. There will be 100 booths offering new products and show specials to dealers from across the province. In partnership with Hardlines inc., the show will also feature a series of keynotes by top individuals in the areas of online retail and store management.

Liz Drayton is part of the retail team at Google Canada, which means she works with the country’s largest retailers to help them best translate their brand and customer experience through digital media. She has strong experience working with some of Google’s largest home improvement and furniture retailers.

Roy Prevost is a “customer service activist.” Through insightful, often humorous presentations, Prevost provides tips on how independent dealers can make their businesses more successful. Based in Vancouver, he has developed his approach over more than 25 years of experience in all facets of marketing, wholesale, retail, and manufacturing.

The BSIA Westcoast Building & Hardware Show and Ultimate Home Show, in partnership with the Hardlines Seminar Track, will be held in Surrey, B.C., at the Cloverdale Fair Grounds in the Agriplex, March 11-13. For more information about the show, contact the BSIA at 1-888-711-5656; or info@bsiabc.ca.

Canadian Tire expands CANVAS brand for spring and summer

TORONTO — Canadian Tire continues to focus on expanding its style and décor brand, Canvas. The company, which recently offered a mid-January preview of its summer and patio furniture to journalists, has added even more accessories such as rugs, lighting, and cushions to the line.

Tracy Platt, the style and design manager for Canadian Tire, says her team focused on four main design themes for the coming season: green, blue, black and light, and terracotta. For the patio furniture, the team worked with Canadian designers and travelled the world, drawing inspiration from both far-flung and local trends. One of the focal points in the showroom was a cantilever umbrella, which Platt calls a “showstopper,” with solar-powered LED lights built into the umbrella. It also comes with optional netting, which Platt says gives it an almost gazebo-like effect.

She adds that all this season’s patio furniture is mix-and-match. From the use of mixed materials to cushions drawn by a Toronto textile designer, and plants displayed as décor, the line taps into all the current home design trends. “We have some really fun new pieces,” says Platt. “They don’t look like what you’d expect to find at a Canadian Tire.”

The preview event also gave visitors a glimpse of what’s in store for the Canvas brand for next fall. Along with more lighting and a complete redo of the rug selection, Canadian Tire will also introduce more white pieces and home furniture.

“It’s all new,” says Platt. “I think with every launch, my team is really challenging our buying team to take more risks with items. Of course, they also really know the Canadian market, so it’s just building on that.”

DID YOU KNOW…?

RETAILER NEWS

BOLTON, Ont. ― TORBSA Limited has announced the addition of a new independent member. Arrlin Interior Supply Inc. in Toronto has joined as a shareholder member of the buying group. Over the last 31 years Arrlin has built a successful distribution business. According to Bob Holmes, general manager of TORBSA, the group continues to seek out opportunities to build its base of independent building materials dealers.

TORONTO ― With 40 stores already in Canada, Lowe’s is about to open two more, both in Ontario: locations in Ancaster and Mississauga will hold their grand openings on January 28.

PENNANT HILLS, Australia ― Lowe’s is exiting its joint venture with retail giant Woolworths in Australia, while Woolworths has announced it will try and sell off the business or wind it down. The JV consists of the Masters big box chain, which has 63 stores, along with a wholesale and retail business, Home Timber and Hardware Group. Woolworths owns two-thirds and Lowe’s owns one-third. While the Timber Group business is considered viable, the Masters chain has lost at least AU$600 million over the past four years. Lowe’s has invested US$930 million into the JV since the deal was forged in 2009. The first Masters stores opened in 2011; they compete against the popular Bunnings chain in that market. (See next story. ―Editor)

PERTH, Australia — Wesfarmers, parent of retail giant Bunnings, is investing $700 million to acquire the UK’s Homebase from Home Retail, which also owns Argos. The 265 Homebase stores in Britain and Ireland would be rebranded under the Bunnings banner.

HOFFMAN ESTATES, Ill. — Sears Holdings has indicated it will close “a handful” of Kmart locations by spring, the Associated Press reports. The parent company of Sears and Kmart did not elaborate on the number of stores or personnel to be impacted, but said that they will be consistent with last year’s closures. A spokesperson for the company described the affected stores as a “small percentage” of the 952 Kmart stores. Sears narrowed its losses in the third quarter by cutting costs, but continued to see sales decline at both its Sears and Kmart stores.

SUPPLIER NEWS
MISSISSAUGA, Ont. ― Panasonic Canada Inc. has struck an exclusive partnership with Richelieu Hardware to bring Panasonic Storage and Organization solutions to the North American market through close to 70,000 cabinet makers, designers, and builders. Richelieu, an importer and distributor of specialty hardware for cabinet manufacturers, kitchen dealers, and woodworkers, will distribute the products, which reflect the Japanese attitude of “Shimau,”an intelligent use of space and a place for everything in the home.

VAUGHAN, Ont. — Allegion Canada, manufacturer of Schlage residential locks, and Jeld-Wen Windows & Doors announced that they have agreed on a distribution partnership effective January 22, 2016. Beginning late in the quarter in Alberta, the two companies will seek to combine the forces of their respective inventories in order to better meet consumer demand. Jeld-Wen Canada VP Bill Donaldson said the partnership is “consistent with our strategy to provide the highest performing products to the Canadian marketplace.”

AUSTIN, Tex. ― Epicor Software Corporation, a supplier of retail business software, will provide the retail management systems for Lukas Nursery, a fourth-generation family-owned agri-business that has operated in Florida since 1912. Lukas will use the Epicor Eagle N Series, aiming to reduce inventory, develop a customer loyalty program, and make better business decisions through advanced analytics.

PEOPLE ON THE MOVE
Burlington Merchandising & Fixtures has announced that Greg Thomas, formerly national director of Install Sales for RONA, is now part of the BMF team. During his 25 years with Lansing and RONA, Thomas worked his way up from yard shipper to store manager. Previously a key player in building the installation business for RONA, he will now work at BMF with independent dealers, helping them to design and renovate their stores.

Phil Warren has a new role at Saniflo Canada. After two years with the Guelph, Ont.-based bath products company, he has been named Eastern Canada account manager, in charge of overseeing growth in Eastern Ontario, Quebec, and the Maritime provinces. His role will include implementing the national marketing strategy, product training, and support to the local sales force. 

IN MEMORIAM: Barrie Sali
Barrie Sali, former president and CEO of TIM-BR Marts Ltd. (now TIM-BR MART Group), passed away suddenly on Thursday, January 14, while he was on vacation in Maui, Hawaii. He was 78. Sali joined TIM-BR MART in 1970 when a group of 18 dealers approached him to take over as general manager of the group, which had been founded three years earlier. Their combined purchases at that time totalled $1 million. He vowed to get that volume up to $10 million, which he did within a few years. By the time he retired at the end of 2003, TIM-BR MART was one of the largest buying groups in the country, both in terms of dealer locations and purchasing volume, with more than 150 member locations and sales exceeding $1 billion. Sali was notorious for his tough negotiating practices, which did not always endear him to many of the vendors that sought his attention—and his group’s business. Nevertheless, he was tremendously generous to his own members, longtime key suppliers, and to the people who were close to him, including his wife, Roxanne, and their two sons, Max and Harrison.

ECONOMIC INDICATORS
Wholesale sales rose for the first time in five months, up 1.8% to $55.9 billion in November. Sales were higher in four of seven sub-sectors, led by motor vehicle and parts. Excluding this sub-sector, wholesale sales were up 1.2% in November. In volume terms, wholesale sales increased 1.6%. Sales in the building material and supplies sub-sector increased 2.8% to $7.8 billion, more than offsetting the combined declines of September and October. Gains in all industries contributed to the increase. (StatCan)

In the U.S., privately-owned housing starts in December were at a seasonally adjusted rate of 1,149,000. This is 2.5% below November, but is 6.4% above the December 2014 rate. Privately-owned housing units authorized by building permits in December were at 1,232,000. This is 3.9% below November’s rate of 1,282,000, but is 14.4% above December 2014. (U.S. Census Bureau)

CLASSIFIED ADS