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February 12, 2018 Volume xxiv, #6

“When we are no longer able to change a situation, we are challenged to change ourselves.”
—Viktor Frankl (Austrian neurologist, psychiatrist and Holocaust survivor, 1905-1997)



How big is the retail home improvement industry? And how do we know that?

WORLD HEADQUARTERS, Toronto — A key indicator of the health of Canada’s retail home improvement industry is the annual release of the size of the industry. This measure of how much is sold at retail by all the stores in this sector—including hardware stores, home centres and building centres, and big boxes—is a calculation that reveals how much the industry has grown (or, in the case of the worldwide recession a decade ago, has shrunk).

The data, and the corresponding analysis of which provinces that growth has occurred in, and who the leading retailers are that have effected that growth, becomes part of Hardlines’ annual Home Improvement Retail Report. And that report has become a vital piece of research for marketers and sales teams across Canada every year.

But to complete this report, Hardlines needs the support of the industry. So, if you’re a retail chain, large dealer group, or buying group, please check your inboxes in the coming days for an email from us requesting information about sales and store locations. The survey will take only a few minutes to fill out, and we guarantee confidentiality on a number of questions.

With your help, we can complete our annual Retail Report and calculate the industry’s Top 20 players with more accuracy than ever before. Then we can all benefit from the insights this research provides, making the industry even stronger than before.

Oh, and how big is the industry? In 2016, it grew to almost $46 billion in sales. Can’t wait to find out how much it grew in 2017!

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Peavey completes buyout of TSC Stores one year ahead of schedule

RED DEER, Alta. — Peavey Industries, which operates Peavey Mart and MainStreet Hardware, has completed its acquisition of TSC Stores, based in London, Ont. The acquisition was finalized on December 22, 2017, one year sooner than originally anticipated.

TSC had been in the hands of a Toronto equity company, Birch Hill Equity Partners since 2005. With the finalization of the acquisition, Peavey has purchased all remaining shares of TSC that had been held by Birch Hill.

“In the last 18 months there has been a lot of energy, commitment, and grit demonstrated by both companies,” said Peavey CEO Doug Anderson. “Our strong financial and operational results from both operations in 2017 allowed us to accelerate the acquisition and continue the path of working together more closely.”

Anderson said it’s clear that the two companies serve the same customer, but in different markets, creating “countless opportunities to learn from each other—allowing us to ultimately serve our customers better.”

The two companies have been working actively to combine company cultures and share best practices. “I truly believe that team members from both TSC Stores and Peavey are cut from the same fabric and our cultures are becoming more and more integrated every single day.”

The company has already announced a second Peavey Mart location in Winnipeg and a new location in Sherwood Park, Alta., for 2018. Completion of the two new locations will boost the total number of stores from all three brands to 91 locations in five Canadian provinces.

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Lowe’s shares Ace’s training mandate with dedicated buying and marketing teams

MISSISSAUGA, Ont. — The Ace banner has been gaining traction in Canada, thanks in large part to support for the Ace program coming from Lowe’s Canada, which owns the license for Ace in this country.

According to Bill Morrison, divisional vice president for Ace Canada, a big part of Ace’s success among independent dealers is its intense commitment to training. Lowe’s, he says, has a tremendous commitment to training, as well. “Ace Canada benefits from the partnership with Lowe’s—more than benefits from it. It’s been tremendous.”

That commitment reportedly goes right to the top of the Lowe’s Canada organization. Morrison says CEO Sylvain Prud’homme has “done a deep dive” into what Ace is and what it stands for.

Morrison says Prud’homme has expressed from the outset how important having the independent is to Lowe’s and has invested heavily into that part of the business. With Ace Canada, Lowe’s can cater to smaller independents, both hardware and building supply dealers, while RONA’s proximity stores address the mid-sized store niche. And the Lowe’s banner is reserved for the company’s big boxes.

From a structure standpoint, the Ace Canada team resides in two locations. The marketing department and Ace buying teams are at the Toronto-area office that is also the head office of the Lowe’s big boxes. Growth and training are run out of Lowe’s Canada’s national headquarters in Boucherville, Que.

Those buyers, by the way, are 100% dedicated to the Ace dealers, says Morrison. The efforts of Ace teams is “to help independents achieve a higher topline, a fatter bottom line, and more return on the tremendous amount of work that being an independent entails,” says Morrison.

“From a dealer’s view, Lowe’s Canada has a deep interest and has deep support for this banner, to invest and make Ace Canada the number-one banner for independents in Canada.”

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Canadian Tire’s Mike Magennis: presenting a unified offering online, instore

TORONTO — Mike Magennis has a new role at Canadian Tire Retail, one that moves him out of a senior buying function to vice president, business development and operations. The new position focuses Magennis on integrating elements of two other Canadian Tire businesses, FGL Sports Ltd. and clothing retailer Marks, into the Canadian Tire stores.

As Canadian Tire gets its bricks and mortar aligned with its online initiatives, the company can now act effectively on its “one company, one customer” strategy. Those other divisions share some common elements and product lines. Working closer with them could mean a greater emphasis on sporting goods and bigger ranges of workwear at Canadian Tire stores. For example, Magennis explained how the Mark’s clothing banner division does business with industrial and commercial customers. That’s something, he said, that other stores could tap into.

Magennis told the group about the evolution of Pro Hockey Life, a sporting goods chain bought by Canadian Tire in 2013. That brand is now the lightning rod for any hockey equipment needs by a Canadian Tire customer.

The PHL website combines all the related sporting goods available in any of Canadian Tire’s banners on one online destination. In addition, PHL assortments are now being installed in some Canadian Tire stores.

The store-within-a-store approach mirrors what Canadian Tire has done in the past with fishing and hunting at some of its locations. The product mix will get fairly sophisticated, he promises. “Now, when you search hockey on canadiantire.ca, you’ll see a much broader assortment than you’ve ever seen before.”

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Brian Mahoney has joined Taymor as national sales manager − retail. He brings with him many years of experience in DIY home improvement and related industries. He has served in senior positions at Beaver Lumber, RONA, Home Outfitters, TJX Canada (Winners and HomeSense), and Ceratec. In this new role, Taymor’s retail sales team will report to Mahoney, who will in turn report to Peter Thomson, VP − retail. (bmahoney@taymor.com)

CVS Pharmacy President Helena Foulkes has been appointed as the new CEO of Hudson’s Bay Co., the parent of The Bay, Saks Fifth Avenue, and Lord & Taylor. Foulkes, who will start her new job on February 19, succeeds Jerry Storch, who stepped down in October.

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Career Opportunities

Soo Mill is the leading building materials supplier in the Algoma District with stores in Sault Ste. Marie and Elliot Lake, and a Roof Truss Manufacturing plant also located in Sault Ste Marie.  

Soo Mill & Lumber promises to Reliably Deliver Quality Products & Outstanding Customer Service through a Knowledgeable & Trusted Professional Team. We are truly dedicated to our Customers and the Communities that we reside in.

Our Sales Team is growing and we are now accepting applications for an Installed Sales Associate and an Estimator/Contractor Desk Associate based in Sault Ste. Marie, Ontario.

We are also hiring a Contract Sales/Installed Sales Associate for our Elliot Lake Ontario location.

For more information on these positions and what Soo Mill has to offer, please visit www.soomill.com/contact/job-opportunities