Issuu

A STORY ABOUT NAVIGATING GROWTH

At City Lumber Company, growth has always been intentional Across our two West Tennessee locations, we’ve focused on building an operation that meets the evolving needs of contractors and DIY customers while creating a clear path for the company’s future.

We also know growth starts with a strong understanding of our market. That’s why we take a proactive approach regularly reviewing performance, keeping inventory fresh and making adjustments to ensure every part of the operation contributes to our success. Maintaining that mindset has allowed us to expand with confidence and pursue new opportunities

That approach is strengthened by our partnership with Orgill Their market-specific demographic insights bring clarity when evaluating opportunities, while their store planning tools and Smart Start programs provide a strong framework for execution At the same time, we retain the flexibility to tailor those strategies to fit our business we’re always in the driver’s seat.

Even with that control, we know Orgill is a trusted co-pilot. Our sales representative works alongside us, helping identify opportunities and providing insight, support and a clear perspective on the best path forward.

As we continue moving ahead, we’re confident we have the right roadmap and the right partner to navigate whatever comes next

Jason McDaniel Owner | City Lumber | West Tennessee

The JW Marriott Grande Lakes Orlando serves as home base for the 2026 Independent Home Improvement Conference, where retailers, wholesalers and manufacturers come together for three days of learning, networking and conversations featured throughout this special issue—including C-suite interviews, Partner Pavilion highlights and more.

PUBLISHER / PRESIDENT

Scott Wright swright@YourNHPA.org

EDITOR / DIRECTOR OF CONTENT DEVELOPMENT

Lindsey Thompson lthompson@YourNHPA.org

EDITOR

Doug Donaldson doug@thehardwareconnection.com 646-508-7904

NATIONAL ACCOUNT MANAGER

Dan Beck dbeck@thehardwareconnection.com 518-852-9624

SENIOR DESIGNER

Autumn Ricketts aricketts@YourNHPA.org

CONTRIBUTORS

Brian Dawson

Hardware Connection is published 24 times a year by The North American Hardware and Paint Association. All editorial contents copyrighted 2026 by the publisher. No editorial may be reproduced without the prior permission of the publisher.

The North American Hardware and Paint Association 1025 East 54th St. Indianapolis, Indiana 317-275-9400

NHPA@YourNHPA.org YourNHPA.org

TheHardwareConnection.com

LEARN MORE

The Power of a Good Conversation

By Doug Donaldson

The day this issue comes out, I’ll have the privilege of standing onstage at the Independent Home Improvement Conference to present the 2026 Beacon Awards. Every year, the ceremony is one of the moments I look forward to most because it begins before the winners walk across the stage. I get a sneak peek at the winners. I get to interview each one and learn how these businesses have grown into leaders in their communities.

Talking with this year’s recipients reinforced something I’ve admired about independent retailers for years. Every great store reflects the people and the place behind it. A coastal hardware store serves its market differently than a Midwest lumberyard. A fourth-generation family business grows differently than an entrepreneur opening a first location. Every decision— from merchandising and marketing

to community involvement and customer service—takes shape around the customers walking through that particular front door.

The Beacon Awards celebrate those diverse paths. Each recipient represents a different market and a different vision for serving customers, yet they all share a commitment to strengthening independent home improvement retail. Their stories remind us that success comes in many forms, and each one offers ideas worth borrowing.

You’ll meet every one of this year’s winners in the September issues of Hardware Connection, where we’ll feature complete Retail Beacon Award and Best New Store profiles along with the Beacon Award for Digital Excellence recipient and Digital Beacon Award category winners. Their stories deserve far more than a few minutes onstage.

Your Daily Dose of Microtraining

NHPA’s RetailWise Plus, an AI-powered program, delivers 365 two-minute lessons in English, Spanish and French-Canadian. Built for independent hardware, paint and lumber retailers, it fits seamlessly into your store’s day—no long classes, no complicated schedules. Strengthen skills, service and team culture, one lesson at a time.

WHAT’S NEW

365+ Microtraining Videos

14 Educational Categories

100% Device Accessibility Seasonal & Quarterly Updates

Subscribe Today! Scan the QR Code to sign up for RetailWise Plus or visit YourNHPA.org/retailwise.

Have Questions? Contact Cody Goeppner at cgoeppner@YourNHPA.org

“Two minutes may seem short, but when that time is intentional and focused, it becomes incredibly powerful. These micro-lessons help retailers strengthen their teams without pulling them off the salesfloor.”

Cody Goeppner Director of Education and Training, NHPA

SHELF LIFE

And sure, while we’ll be handing out hardware at the IHI Awards Gala, I’m also really looking forward to the conversations.

IHI has a personality all its own. The event gives retailers time to exchange ideas instead of rushing from appointment to appointment. Independent retailers from every corner of the industry—and every affiliation—sit down together to talk about what’s working in their stores, the challenges they’re facing and the opportunities they see ahead. Those discussions often become the most valuable takeaway of the week.

If you’re joining us in Orlando, you’ll spend three days exchanging ideas with retailers, wholesalers and manufacturers who are all working toward the same goal: making independent home improvement retail stronger. Those hallway conversations, dinners and chance meetings often become the ideas that shape businesses long after the conference ends.

If you can’t make it this year, we’ll share a small taste. Beginning on Page 14 , you’ll find perspectives from industry CEOs and senior executives discussing the opportunities

and challenges they believe will define the months ahead. It’s the closest thing to pulling up a chair for the conversations taking place throughout IHI.

As for me, I want to hear what makes retailers unique. I plan to ask about what product category is unexpectedly taking off. The display customers can’t stop talking about. The local tradition you’ve turned into an annual event. I want to know what gets you excited to unlock the front door every morning.

With industry leaders, my big question is a little different: How do we take a bigger bite out of the big-box market?

Not in theory. In practice. Through better merchandising, better service, smarter technology and stronger partnerships. Independent retailers have always had the passion. The opportunity is turning that passion into market share.

Those conversations begin at IHI. If you’re not reading this in Orlando, we’ll do our best to bring the conference to you through reporting and profiles of Beacon Award winners. We’ll ask the questions, gather the insights and share what we learn in the pages of Hardware Connection. It’s kind of our thing.

Amazing but TRUE HARDWARE STORIES

We had a customer who grew cucumbers every year for homemade pickles. Every spring he’d come into the store and ask, completely straight-faced, “Where are the pickle plants?” We’d remind him there was no such thing, and he’d laugh. One year we finally decided to play along. We stuck a pickle on a wooden stake, set it in a flower pot and labeled it “Pickle Plant.” When he walked in and saw it, he got the biggest grin. It became one of those running jokes everyone looked forward to each spring.

Eric Kingsland BDK Feed and Supply Blanchester, Ohio

Do you have an amazing but true hardware story? Email your tall tales and funny anecdotes to doug@thehardwareconnection.com

Welcome to the Hardware Connection Century Club!

The Hardware Connection Century Club, sponsored by the NHS Concept to Commerce, recognizes “The Innovators and Survivors Who Helped Build America.” Our Century Club currently includes 804 hardware and LBM retailers, 21 wholesalers and 207 manufacturers that were founded in the United States of America and remain in business after 100 or more years. You can find the complete list of Century Club members including old store photos and links to company history by clicking here. We congratulate the following retailers who have been added to the Hardware Connection Century Club this past year:

Andrew Posey & Son Hardware, Jasper, AL—1924

Bourassa True Value Hardware, New Bedford, MA—1924

Bowling’s Feed and Hardware, Catlettsburg, KY—1924

Braun Building Center, Manitowoc, WI—1905

Carl Eliason & Company Lumber & Hardware, Sayner, WI—1924

Chairtown Lumber Company, Gardner, MA—1924

Clark Devon Hardware, Chicago, IL—1924

Congleton Lumber, Lexington, KY—1905

Denver Lumber Company, Denver, CO—1923

Gennett Lumber Company, Fletcher, NC—1901

Guy C. Lee Building Materials, Smithfield, NC—1924

Hamilton Building Supply, Hamilton, NJ—1924

Heller Lumber Company, Arlington Heights, IL—1924

Holman Supply Company, Moultrie, GA—1920

Howell Hardware, Millville, NJ—1924

Hunter’s Hardware, Berkley Spring, WV—1870

H&W Hardware, New York, NY—1924

CONVERSATIONS MOVE THE INDUSTRY

Every Independent Home Improvement Conference (IHI Conference) agenda features educational sessions, keynote presentations and networking events. Equally valuable are the conversations that happen between them— around breakfast tables, in the Partner Pavilion, after a session wraps up or while walking the

show floor. Throughout the sessions in Orlando, Florida, the IHI Conference gives independent retailers direct access to the executives, innovators and decision-makers helping shape the future of the channel. Those exchanges spark new ideas, challenge assumptions and give attendees fresh perspectives to bring back home.

To capture conversations, Connection industry very much they’ll floor. the priorities independent from leadership to merchandising, and customer

THAT INDUSTRY

capture a few of those conversations, Hardware Connection asked a group of industry leaders a few questions, much like the conversations they’ll have on the conference Their responses reflect priorities shaping the independent channel today, leadership and technology merchandising, operations customer experience.

For those with us in Orlando, these pages will likely prompt some follow-up questions and further explorations when talking with these industry leaders. For everyone else, consider this a small taste of the ideas, insights and access to high-placed executives that define the IHI Conference experience.

Q&A: THOUGHT LEADERSHIP

Boyden Moore

President and CEO, Orgill

Hardware Connection: Orgill’s Wholesale Partner Day has become an important part of the IHI experience. What do you hope retailers walk away with after spending that first day learning from your team and their peers?

Moore: We just love the opportunity to connect with our customers midyear and see how it’s progressing. Of course, we’re happy to share our perspectives and discuss opportunities to grow together, but I’d say we learn as much as anyone from listening to the perspectives shared at the IHI Conference both onstage and in more casual conversations.

Independent retailers compete against some of the largest companies in the world. In your view, what continues to make this channel uniquely positioned to succeed, and where does collaboration play a role in that success?

Independent retailers have a lot of advantages in how they customize their assortments, promotions, pricing

strategies and services to their local markets or targeted customers. Additionally, the agility independent retailers have in adapting to trends or opportunities is unmatched by the large companies. We collaborate with our customers on their chosen strategies and work to help them execute the strategic differentiators that give them a competitive advantage.

What topic or conversation are you most eager to explore during the IHI Conference?

I don’t know that there is one topic. Every conversation at the IHI Conference offers an opportunity to learn something new. I usually walk away with a lot of ideas anytime I’m around a gathering of the best independent retailers in the world— both ideas that we can help leverage and new things we should explore.

EVERY CONVERSATION

AT IHI OFFERS AN OPPORTUNITY TO LEARN SOMETHING NEW.”

—BOYDEN MOORE, ORGILL

Boyden Moore

Dan Tratensek Chief Operating Officer, NHPA

Hardware Connection: Your State of the Industry presentation will highlight the trends shaping independent home improvement. What’s one development from the past year that surprised you most— and why should retailers pay attention?

Tratensek: One of the most important things is that the way consumers are interacting with their businesses is fundamentally changing. Retailers need to recognize these changes and adapt to them.

For example, all our data show that transaction counts are in consistent decline. It has been something like ten straight quarters where retailers are reporting this slowdown in footsteps. At the same time, transaction size has trended up. What this means is that consumers are simply visiting stores less frequently than they used to but are tending to buy more while they are there.

So if a retailer isn’t asking questions like “how do I improve my closure rate, how do I drive basket size even higher or what can I do through marketing, promotions and advertising to drive footsteps,” they’re putting themselves at a serious disadvantage.

And this is just one example of how things are evolving. But it’s a critical example of a fundamental change in behavior that can have a major impact on a retailer’s sales and profitability if not addressed.

This year’s IHI Conference marks a meaningful milestone as you prepare to retire after a career spent serving independent retailers. When you think about the conference’s evolution, what makes you most optimistic about the future of the industry and the role IHI will continue to play?

I’ve been a part of this industry for 30 years now, and I’ve seen a lot of changes: the rise of the big boxes, the emergence of e-commerce, the housing market crash, the pandemic and now things like AI.

One thing that has been a constant has been the ability of independent retailers to react and respond as the market evolves.

Dan Tratensek

Q&A: THOUGHT LEADERSHIP

Sometimes this has happened more slowly than I would like it to, but every time, independent retailers have leaned into their agility, responded to challenges and continued to remain a vibrant part of the channel.

A big reason for this agility and their ability to respond to market shifts is the support these independent retailers continue to get from their channel partners—their wholesalers, vendors and their association. On top of that, they have always leaned on each other in the past, looking to their peers for advice, insights and ways to build the scale they need to compete.

I think the IHI Conference is an offshoot of that. It’s a living example of independent retailers coming together with the rest of the channel to support one another, share ideas and continue to address changes and challenges head-on.

What topic or conversation are you most eager to explore during the IHI Conference?

Solutions for driving more footsteps, converting more sales and increasing basket size are all very critical right now.

I also think AI is having such a rapid and meaningful impact on society and business that it’s always interesting to hear updates on what best-in-class retailers are doing with this technology to drive innovation and better manage their operations.

And while AI is kind of the “sexy” topic right now, solid retailing also comes down to being able to do the basics right: attract customers, provide good service and manage your team at the highest levels. So while these topics might not be as glamorous as how AI or robots can help you create efficiencies, they’re still the heart of what highperformance retailing is all about.

I THINK IHI IS A LIVING EXAMPLE OF INDEPENDENT RETAILERS COMING TOGETHER WITH THE REST OF THE CHANNEL TO SUPPORT ONE ANOTHER, SHARE

Q&A: THOUGHT LEADERSHIP

Eric Lane

Vice President of Field Sales, Do it Best Group

Hardware Connection: One of the advantages of a member-owned co-op is having direct access to leadership. How important is that two-way conversation, and what do you hope retailers bring to discussions like you’ll have at the IHI Conference?

Lane: That two-way conversation is essential. One of the great strengths of Do it Best Group is that our relationship with members goes well beyond the transactional phase. It goes much farther than just selling products in their stores. We are working alongside independent business owners who are making real decisions every day about how to grow, how to serve their communities, how to manage costs, how to compete and how to protect the independence that makes their businesses special.

For us, direct access to leadership is not just about being available. It’s about listening carefully enough to understand what’s really happening at the store level and then using that

AT IHI, I HOPE RETAILERS BRING CANDOR. BRING US WHAT IS WORKING, WHAT IS FRUSTRATING, WHERE YOU SEE OPPORTUNITY AND WHERE YOU NEED STRONGER SUPPORT.”

—ERIC LANE, DO IT BEST GROUP

insight to make better decisions as a company. The best ideas often come from those conversations because retailers are closest to the customer, closest to the competitive pressures and closest to the opportunities.

At the IHI Conference, I hope retailers bring candor. Bring us what is working, what is frustrating, where you see opportunity and where you need stronger support. The more direct and specific the feedback, the better we can align our programs, services, field support, merchandising, marketing and operational resources around what helps independent retailers run better businesses.

Eric Lane

After spending the latest phase of your career helping independent retailers connect with customers through marketing, you’re now leading field sales and working directly with retailers every day. Has that changed the way you think about the role cooperation plays in strengthening the independent channel?

I’ve been fortunate to spend a lot of my career working closely with independent retailers, particularly through sales leadership roles. More recently, I had the opportunity to help lead our marketing efforts following the True Value acquisition, which gave me an even deeper appreciation for how important it is for independent retailers to connect with customers in clear, compelling and relevant ways.

Stepping back into field sales has really reinforced how connected all that work is. Marketing matters because it helps retailers tell their story, drive traffic and build loyalty. Field sales matters because it brings those ideas into the day-to-day realities of each business. And collaboration matters because independent retailers need both the freedom to run their businesses their way and the support, scale, programs and resources that help them compete more effectively. What I see every day is that these retailers are entrepreneurial, resilient

and deeply committed to their communities. But they are also managing a lot at once, including customer expectations, labor challenges, pricing pressure, inventory, technology, competition and growth opportunities. The role of Do it Best Group is to help make that load more manageable and help them move their businesses forward.

So yes, my perspective continues to evolve, but the core belief has not changed. The independent channel is strongest when retailers are not trying to solve every challenge alone. Our job is to listen, understand what they’re facing and bring them practical solutions that help them grow profitably, operate with confidence and compete on their own terms.

What topic or conversation are you most eager to explore during the IHI

Conference?

How independent retailers continue to differentiate in a market that keeps getting more complex. There is no single answer to that question. For some retailers, it may be stronger customer engagement. For others, it may be better use of technology, sharper assortments, improved inventory productivity, stronger paint and LBM programs, a more effective digital presence or a more disciplined

Q&A: THOUGHT LEADERSHIP

approach to local marketing. What the IHI Conference does well is bring those perspectives together so retailers can learn from one another, not just from the stage.

From a Do it Best Group standpoint, I’m especially interested to hear where retailers see the greatest need for practical support. What would help them make better decisions, serve customers faster, capture more share in their local market, simplify their operations?

The independent channel has always been built on people who are willing to adapt while staying true to what makes their businesses unique. That’s the conversation I’m looking forward to most: How do we help retailers keep that independence strong while giving them more ways to be better for their business?

David Mobley Executive Vice President—Sales, Orgill

Hardware Connection: You spend much of your time working alongside retailers in their businesses. Across the stores you’ve visited this year, what’s one change or adaptation successful retailers have made in the current market environment?

Mobley: The biggest adaptation isn’t hardware—it’s digital execution.

David Mobley

Successful dealers are leaning heavily into modernizing their back-end technology—from automated inventory replenishment to streamlined mobile checkout and integrated item files—to eliminate operational friction. Crucially, they’re doing this in a way that automates the repetitive busywork so their store associates can spend more face-to-face time with customers on the floor. They’re proving that high-tech efficiency and high-touch local service aren’t mutually exclusive; they’re complementary.

You’ve also built much of your career around helping retailers grow profitably. What’s an opportunity independent retailers might be leaving on the table these days?

The biggest opportunity independent retailers are leaving on the table is capturing and structuring commercial and pro business with the same discipline they apply to consumer retail. Many independent stores treat contractor business as just a large-volume retail sale—offering generic discounts without formalizing the relationship.

I WANT TO EXCHANGE IDEAS ON HOW WE, AS AN INDUSTRY PARTNER, CAN CONTINUE BUILDING SEAMLESS, SECURE TECHNOLOGY.”

—DAVID MOBLEY, ORGILL

Winning in today’s environment requires building dedicated pro pipelines: offering integrated jobsite fulfillment, automated order staging, specialized commercial SKU depth and customized digital ordering portals. Pros prioritize reliability, speed and billing efficiency over a minor price variance. Independent dealers who build professionalized, frictionless commercial programs are capturing sticky, high-margin revenue while their competitors fight for fluctuating foot traffic.

What’s one topic or conversation you’re most eager to explore this year?

Diving deep into conversations about how independent retailers can practically harness AI and back-end automation without losing

their local, high-touch advantage. Everyone in our industry recognizes that tech is evolving rapidly, but the real challenge for an independent dealer is implementation—how to use automated tools to streamline inventory planning, order processing and administrative workflows so their staff can spend more time on the floor with customers. I want to exchange ideas on how we, as an industry partner, can continue building seamless, secure technology solutions that remove operational friction for store owners and give them a distinct competitive edge.

Sharms Bala

Chief Digital and Information Officer, Orgill

Hardware Connection: As part of your upcoming presentation during IHI Partner Day, you look at the big picture at Orgill. Without giving too much away, what’s been your biggest takeaway or insight from having that enterprise-wide perspective?

Bala: Seeing how connected every part of the business really is. Technology is an important part of the equation, but what has impressed me most is how closely our teams work together with a Sharms Bala

Q&A: THOUGHT LEADERSHIP

shared focus on helping our customers succeed. When you step back and look across the enterprise, you realize that the best innovations aren’t about a single technology or department. They happen when people, processes and technology come together to solve business challenges and better serve our customers. That’s what excites me most about where we’re headed.

One theme that came through in our conversation earlier this year was building technology that scales without becoming more complicated. How do you see balancing giving retailers more powerful tools while keeping those tools simple enough to fit businesses of every size?

Simplicity must be intentional. As technology becomes more embedded, there’s a natural tendency to add more features and complexity. Our responsibility is to make sure those advances actually make life easier for retailers. That means designing solutions that are intuitive, flexible and scalable, whether someone operates a single store or a large multilocation business. A good example is creating technology that works efficiently behind the scenes, so retailers spend less time navigating multiple systems and more time focusing on their customers and growing their business.

What’s one topic or conversation you’re most eager to explore this year?

Since this will be my first IHI Conference, I’m especially looking forward to hearing directly from retailers about the opportunities and challenges they’re seeing in today’s market. I’m always interested in conversations about how technology can simplify day-to-day operations, giving retailers more time to focus on serving their customers and strengthening their communities. Those real-world experiences often spark the best ideas for where we should be heading next.

SINCE THIS WILL BE MY FIRST IHI CONFERENCE, I’M ESPECIALLY LOOKING FORWARD TO HEARING DIRECTLY FROM RETAILERS ABOUT THE OPPORTUNITIES AND CHALLENGES THEY’RE SEEING IN TODAY’S MARKET.”

—SHARMS BALA, ORGILL

Q&A: THOUGHT LEADERSHIP

Greg Stine

Executive Vice President of Marketing & Communications, Orgill

Hardware Connection: Retailers are inundated with advice, trends and technology. From a marketing and brand perspective, what trend or technology represents legitimate opportunities?

Stine: Branding fundamentals will always matter more than the latest trend or technology. Retailers with a distinctive brand—one they clearly define, consistently communicate and reinforce through every customer touchpoint—will always have an advantage. For independent retailers especially, a strong brand isn’t a luxury; it’s the foundation that differentiates them from big-box competitors.

Technology sh ould strengthen that foundation, not replace it. AI, personalization, digital marketing and e-commerce tools all offer tremendous opportunities, but only when they’re aligned with a clear brand strategy and focused on improving the customer experience. If there’s one area where retailers can consistently generate results, it’s loyalty marketing. Existing customers

are almost always the most valuable customers. Whether they’re using Orgill’s FanBuilder platform—custom-branded for each independent retailer—or another proven customer loyalty program, dealers should be leveraging these tools to stay connected with customers, deliver relevant offers and give shoppers compelling reasons to return. Driving repeat visits from existing customers remains one of the highest-return marketing investme nts a retailer can make.

A goal of Orgill’s Innovation Center is to bring retailers and vendors together in a more collaborative environment. What’s been the biggest success story or takeaway from those collaborations so far?

Seeing what’s possible when you bring every part of the independent channel together under one roof. That came to life during our Built for Summer event in May.

The event brought together a few hundred Orgill dealers during one of the busiest times of the retail year. Beyond the buying event itself, attendees had the opportunity to meet one-on-one with Orgill service experts, explore our three concept stores and collaborate with vendors in a hands-on environment designed to generate

Greg Stine

ideas they could immediately take back to their businesses.

What made the event especially meaningful, however, was everything happening around it. At the same time, the Innovation Center hosted Cleveland Research focus groups examining the future of retail and a Home Improvement Research Institute board meeting. Dealers, vendors, researchers and industry leaders were all sharing ideas in the same building, creating conversations that simply wouldn’t have been able to happen in a traditional conference setting.

That’s exactly what we envisioned when we created the Innovation Center. Our long-term goal is for it to become the home of the independent home improvement channel—a

place where learning, innovation, collaboration and industry leadership come together. During those three days in May, we saw that vision become a reality.

What’s one topic or conversation you’re most eager to explore this year?

I’m most interested in the conversations around the future of the independent channel and how retailers, wholesalers, manufacturers and industry organizations can work together to strengthen it.

The past year has brought significant disruption to the independent channel. While those events have created uncertainty, they’ve also created an opportunity for the industry to think differently about collaboration.

ONE OF THE THINGS I VALUE MOST ABOUT THE IHI CONFERENCE IS THAT IT BRINGS TOGETHER PEOPLE FROM EVERY CORNER OF THE CHANNEL.”

—GREG STINE, ORGILL

One of the things I value most about the IHI Conference is that it brings together people from every corner of the channel. I look forward to hearing perspectives from dealers of every affiliation and discussing the challenges and opportunities we all share. At the end of the day, independent retailers compete far more with big-box chains and online marketplaces than they do with one another.

The stronger we become as an industry—sharing ideas, identifying common challenges and learning from one another—the stronger every independent retailer will be.

Kelley Stone-Castro

Strategic Accounts Manager, WD-40 Company

Hardware Connection: Earlier this year, Steve Brass, WD-40’s CEO, said in a Hardware Connection interview that WD-40’s success is tied to the success of its retail partners. As you work with retailers across the country, what’s one opportunity you think independent stores are still leaving on the table?

Stone-Castro: One of the biggest opportunities is merchandising products where the customer is already thinking about the task, not simply where the category has traditionally lived. Independent retailers are exceptionally good at understanding their local customers, but many still rely heavily on the primary shelf to generate sales. Secondary placements near tools, equipment, seasonal projects or problem-solving destinations can help shoppers discover the right product at the exact moment of need.

We have seen that thoughtful, task-based merchandising can create meaningful incremental growth. It does not always require more space or deeper discounting. Often, it’s about connecting the product to the project and making the solution easier for the shopper to find. Independent retailers have the agility to test, learn and act

quickly. That’s a competitive advantage they should continue to lean into.

WD-40 has long been recognized as a leader in using digital channels to educate, engage and build community around its brand. What does it mean for WD-40 to sponsor the Digital Beacon Awards and recognize independent retailers who bring that same spirit of innovation to their own businesses?

For WD-40 [the brand], education and engagement have always been central to how we build trust with end users. Sponsoring the Digital Beacon Awards gives us an opportunity to celebrate independent retailers who apply that same mindset within their own communities.

Digital innovation is not simply about having the newest platform or the largest following. It’s about using technology to solve problems, share knowledge, strengthen relationships and make the customer experience better. Independent retailers have a unique ability to combine digital reach with authentic local relationships.

Recognizing those who are doing this reinforces the importance of experimentation, creativity and continued learning across the industry. Their innovation helps keep the independent channel relevant, connected and positioned for future growth, and that is something WD-40 [the company] is proud to support.

Kelley Stone-Castro

What’s one topic or conversation you’re most eager to explore this year?

How independent retailers can make product knowledge more relevant for today’s shopper. We already have tools that make information easier to access, but the greatest opportunity is helping people understand products within the context of their everyday needs. Shoppers are not always thinking about a specific product category—they’re thinking about a squeaky hinge, a rusted bolt, equipment

STONE-CASTRO,

that needs maintenance or a project they want to complete. I’m interested in discussing how we can better connect digital education, in-store merchandising and associate knowledge of uses versus features to those real-world moments. When we make it easier for customers to understand not only what a product is, but how it can help them solve a recurring need or problem, we create greater confidence, stronger engagement and more opportunities for growth. n I’M

The entrance to the Partner Pavilion marks the start of one of the IHI Conference’s busiest destinations, where retailers discover new products, evaluate business solutions and strengthen industry relationships.

THE PARTNER PAVILION MOVETHE

INDUSTRY

WHERE CONVERSATIONS BECOME CONNECTIONS

From new products and emerging technologies to conversations with manufacturers and service providers, the Partner Pavilion at the Independent Home Improvement Conference (IHI Conference) brings together many of the people and ideas that help independent retailers move their businesses forward.

Open Wednesday and Thursday from 7 a.m. to 3:30 p.m., the Partner Pavilion offers retailers a relaxed place to connect with manufacturers, service providers and industry partners. The pavilion encourages attendees to slow down, ask questions and spend time discussing the products, services and ideas shaping independent home improvement retail.

IHI CONFERENCE

Whether retailers are searching for a new product line, exploring operational tools, evaluating technology or reconnecting with longtime vendor partners, the Partner Pavilion provides an environment where conversations often become just as valuable as the products themselves.

That atmosphere has become one of the hallmarks of the IHI Conference. Retailers can discuss merchandising strategies, compare notes with peers, learn about emerging technologies and hear directly from manufacturers about new products and programs.

Service providers are available to answer questions about everything from retail operations and marketing to software and business solutions, while manufacturers gain valuable insight into the everyday challenges retailers face.

The Partner Pavilion reflects the more collaborative spirit of IHI. Attendees can move at their own pace, revisit exhibitors throughout the conference and continue discussions that began during educational sessions or networking events.

For first-time attendees, the pavilion offers an easy introduction to the

conference community. For longtime IHI participants, it has become a familiar gathering place where friendships are renewed, partnerships strengthened and new business opportunities discovered.

It’s where many of the conversations that begin during conference sessions continue—and often lead to practical ideas retailers can take home and put to work.

PRODUCTS CHOSEN BY RETAILERS

The Partner Pavilion is also home to one of the conference’s most anticipated annual displays: the NHPA Retailers’ Choice Awards.

Celebrating its 60th anniversary in 2026, the Retailers’ Choice Awards recognize the year’s best, most creative and most innovative products. Sponsored by the North American Hardware and Paint Association, the awards program has been an industry tradition since its debut at the National Hardware Show in 1966.

What continues to distinguish the program six decades later is its judging process.

Rather than relying on editors, product experts or industry analysts, NHPA assembles a panel of independent home improvement retailers to evaluate new products introduced throughout the spring market season. Judges visit

wholesaler and distributor buying markets, along with the National Hardware Show’s Concept to Commerce, looking for products they believe would perform well in their own stores and resonate with fellow independent retailers.

Their evaluations go beyond eye-catching packaging or clever demonstrations. Judges consider whether a product solves a real customer problem, offers merchandising potential, fills an emerging market need or provides a unique opportunity for independent retailers to differentiate themselves.

Once the spring markets conclude, the judges meet to compare notes, discuss their nominations and select the year’s Retailers’ Choice Award winners.

This year’s judging panel included Ash Ebbo of Clement’s Paint; Katie Prus of Abbotsford Paint and Decorating; Franklin Cloninger of Triangle True Value Hardware; RJ McDaniel of B&B Hardware; Diana Newton of South Bay Hardware; Emily Wood of Wood’s Ace Hardware;

Celebrating its 60th anniversary in 2026, the NHPA Retailers’ Choice Awards highlight innovative products chosen by independent retailers during the spring buying season.

IHI CONFERENCE

The Partner Pavilion gives retailers direct access to the people behind the products, creating opportunities for candid conversations that extend beyond the sales pitch.

products that have already earned the endorsement of experienced independent retailers. Manufacturers will also be available to answer questions and demonstrate why their products stood out among hundreds of introductions during the spring buying season.

For retailers walking the pavilion, the display serves as a curated collection of ideas worthy of a closer look. Rather than sorting through every product introduced throughout the year, attendees can begin with items that have already passed perhaps the industry’s most meaningful test: the approval of their peers.

Katie DeMaris of DeMaris Hardware; Brookelyn McClellan of Hardware Sales; Joe Franquinha of Crest True Value Hardware and Urban Garden Center; Jared Brown of Aubuchon Hardware; Karen Mayer of Busy Beaver Building Centers; and Megan Menzer of Newton’s True Value.

Attendees can see all this year’s winning products together in a special Retailers’ Choice display inside the Partner Pavilion, creating an efficient way to discover

Together, the Partner Pavilion and the Retailers’ Choice Awards capture what makes the Independent Home Improvement Conference unique. The event is built around meaningful conversations, practical ideas and relationships that extend well beyond the conference itself.

Whether those conversations begin over a new product, an innovative business solution or a chance meeting between longtime industry colleagues, they reflect the collaborative spirit that continues to define the independent home improvement channel. n

6 WAYS TO MAKE THE MOST OF YOUR IHI STAY W

hen the Independent Home Improvement Conference agenda wraps up for the day, the JW Marriott Orlando, Grande Lakes offers plenty of reasons to stick around the property. Shared with the Ritz-Carlton Orlando, Grande Lakes, the 500-acre resort has evolved into much more than a convention-friendly hotel. Here are six ways to take advantage of the amenities.

IHI CONFERENCE

ESCAPE TO THE ADULTS-ONLY SPA POOL.

The Grande Lakes Water Park and lazy river get plenty of attention, but those looking for a quieter escape should head next door to the Ritz-Carlton Spa.

By the spa is an adults-only heated lap pool surrounded by lounge chairs and gardens. Unlike the main resort pools, access is limited to guests who book a spa treatment or purchase a Spa Day Pass, creating a calmer atmosphere between conference sessions. It’s an ideal spot to recharge before an evening reception or dinner.

SLIP AWAY TO THE EVRBAR TERRACE.

Most conference attendees gather in the JW Marriott lobby after sessions, but one of the property’s more relaxed gathering spots sits just steps from the water park.

EvrBar combines craft cocktails, local beers and a menu of shareable plates in a setting that’s noticeably quieter than many convention hotel bars. With indoor seating and a terrace overlooking portions of the resort, it’s well-suited for informal meetings, catching up with colleagues or simply winding down after a full day of education sessions. Its location adjacent to the water park also makes it an easy stop after an afternoon by the pool.

LOUNGE IN A LAZY RIVER CABANA.

The quarter-mile lazy river has become one of Grande Lakes’ signature attractions, and the premium cabanas overlooking the water are an excellent way to enjoy some pool time.

Reservations can be made online through Marriott’s Day Pass portal, with options ranging from daybeds to larger cabanas that include televisions, refrigerators stocked with beverages, fruit platters, dedicated cabana hosts and food-and-beverage service. Check-in is handled at the hotel before guests are escorted to their reserved space.

SCHEDULE AN EARLY A.M. TEE TIME.

Designed by Greg Norman, the Ritz-Carlton Golf Club, Orlando, Grande Lakes, has earned certification as an Audubon Cooperative Sanctuary for its environmental stewardship while winding through natural wetlands, cypress stands and live oaks rather than rows of homes. The course recently completed a significant renovation, introducing TifEagle greens and reshaped bunkers while maintaining its reputation as one of Central Florida’s more strategic resort courses.

Morning tee times are recommended during the summer months, and conference attendees should allow extra time before their round. Practice facilities are extensive, and the course’s resort pace tends to encourage players to enjoy the experience rather than rush through 18 holes. Hotel guests have direct access to tee times through the resort concierge.

IHI CONFERENCE

EXPLORE THE RITZ SIDE OF THE PROPERTY.

Guests staying at the JW Marriott sometimes forget they have access to many of the shared amenities across the pedestrian bridge connecting the two hotels.

The Ritz-Carlton offers a distinctly different atmosphere, with quieter pool areas, landscaped courtyards, boutique shopping and several dining options that feel removed from the convention environment. Even a short evening walk through the property provides a change of pace after spending the day in meeting rooms.

BOOK A DINNER WITH A SEAFOOD VIBE.

While Primo and Knife & Spoon draw much of the attention—deservedly so—another worthwhile culinary option flies under the radar. Bleu, located beside the Ritz-Carlton pool, serves fresh seafood, salads, sandwiches and tropical cocktails in an open-air setting that feels surprisingly secluded for a resort of this size. During the evening, it provides a relaxed alternative to the busier lobby restaurants and can be an excellent choice for casual conversations with customers, vendors or fellow retailers away from the conference bustle. n

One Industry. One Authority.

THREE MEDIA BRANDS. ONE MISSION. HELPING INDEPENDENT HOME IMPROVEMENT RETAILERS BE BETTER AND MORE PROFITABLE.

For more than 125 years, NHPA has been the trusted resource for independent retailers across North America. Today, that commitment is stronger than ever. With the addition of Hardware Connection to the NHPA media network, independent retailers now have access to the industry’s most respected collection of media brands. Together, these brands provide unmatched coverage, trusted expertise and practical solutions for hardware stores, home centers, lumberyards and paint retailers. When the independent channel needs insight, education, benchmarking, product information or business guidance, it turns to NHPA.

MARK YOUR CALENDAR!

AUGUST

Orgill Online Fall Buying Event

August 3-16

House-Hasson Summer Dealer Market

August 6-8, Wilderness at the Smokies and Sevierville Convention Center, Sevierville, Tennessee

SUPERZOO

August 12-14, Mandalay Bay, Las Vegas

Florida Hardware

August 14-15, Caribe Royale Resort and Convention, Orlando, Florida

Garden Center Conference & Expo

August 18-20, Loews Vanderbilt Hotel, Nashville, Tennessee

For a complete listing of calendar dates, click here .

SEPTEMBER

Blish-Mize Fall Buying Market

September 11-13, Overland Park Convention Center, Overland Park, Kansas

Bradley Caldwell Fall Show

September 15-17, Atlantic City, New Jersey

LMC Leadership Summit

September 15-17, Seattle

Horizon Distribution Inc. Tradeshow Expo

September 16-17, Yakima Convention Center, Yakima, Washington

Ace Hardware Fall 2026 Convention

September 22-24, Orange County Convention Center, Orlando, Florida

Do it Best, True Value Fall Market

September 25-28, Indiana Convention Center, Indianapolis

OCTOBER

Equip Exposition

October 20-23, Kentucky Exposition Center, Louisville, Kentucky

Hardlines Conference

October 20-21, Fairmont Château Laurier, Ottawa, Ontario

LMC Expo

October 28-30, Pennsylvania Convention Center, Philadelphia

NOVEMBER

DIY CON

November 6-8, Fair Park Dallas, Dallas

LBM Advantage Fall Planning Conference

November 9-11, Encore Boston Harbor, Boston

HDA Executive Planning Conference

November 10-12, The Westing La Paloma Resort & Spa, Tucson, Arizona

ISSA Show North America

November 16-19, Mandalay Bay Convention Center, Las Vegas

DECEMBER

LBM Expo 2026

December 9-10, Earth Expo & Convention Center, Mohegan Sun, Uncasville, Connecticut

Northeastern Retail Lumber Association Annual Meeting

December 10, Earth Expo & Convention Center, Mohegan Sun, Uncasville, Connecticut

Automated Retail & Kiosk Innovation Show

December 14-16, Miami Beach Convention Center, Miami Beach, Florida

IN THE NEWS

AFTER DISASTER, HARDWARE RETAILERS FIND NEW PATHS FORWARD

The Orlandini family celebrates the acquisition of Arnold’s Hardware in Sierra Madre, California, giving the third-generation hardware family a new home while rebuilding efforts continue at their Altadena Hardware.

More than a year after the Eaton Fire destroyed Altadena Hardware in Southern California, owner Jimmy Orlandini and his family have taken the next step in their recovery, purchasing Arnold’s Hardware in nearby Sierra Madre while continuing plans to rebuild their longtime store.

The acquisition includes both the business and the property, returning the store to its original Arnold’s Hardware name, which dates to its

opening in 1949. For Orlandini, whose family’s independent hardware roots span three generations, the purchase provides an opportunity to continue serving customers while work progresses on rebuilding Altadena Hardware, which was destroyed in January 2025.

The transition also preserves another longtime independent business. Seller Basil Kruger chose to pass Arnold’s Hardware to another

hardware family rather than see the store close, ensuring the business remains independently owned as it begins its next chapter.

“It’s about continuing a tradition of serving our communities while keeping independent hardware strong,” Orlandini said in the acquisition announcement.

The move follows months of recovery efforts after the Eaton Fire devastated Altadena, destroying thousands of structures, including Altadena Hardware, a community fixture for decades. Even after losing the store, the Orlandini family remained committed to rebuilding and maintaining its connection to customers.

The Orlandini family acquisition comes as another independent hardware retailer works to recover from disaster. In Potsdam, New York, Evans & White Ace Hardware & Rental has announced plans to rebuild and reopen after a July 13 fire caused significant interior store damage. No injuries were reported.

The owners have said they too are committed to rebuilding. Together, developments at Arnold’s Hardware and Evans & White underscore a recurring theme across the channel: Even after devastating setbacks, many independent hardware retailers are finding ways to rebuild, preserve their local business and continue serving their customers.

Recovery stories continue to emerge across the industry. In California, Hassett Ace Hardware in Redwood City reopened in May after a December 2025 fire caused by a vehicle crash. The retailer marked its return with a community celebration in July.

NEW STORES, ACQUISITIONS

• Deer Park, New York–based Costello’s Ace Hardware , which now operates 66 locations across six states, has acquired Anchor Ace Hardware in Denville, New Jersey, with plans to renovate and expand the store.

• Grand Rapids, Minnesota–based L&M Fleet Supply has announced plans to acquire Family Center Farm & Home , adding the retailer’s seven stores in Missouri and Kansas.

• Brinkmann’s True Value Hardware is targeting a December opening for its new 30,000-square-foot Miller Place, New York, store, which will triple the size of its current location and add a garden center, expanded paint department and small-project lumber selection.

Anchor Ace Hardware

• Pullman’s Ace Hardware is scheduled to open in early October at the former Pullman Building Supply located on North Grand Avenue in Pullman, Washington.

• Rocky’s Ace Hardware has acquired Kennebunk Ace Hardware in Kennebunk, Maine, which will become the company’s 52nd store and its second in Maine.

• Great Lakes Ace Hardware has opened a new 12,000-square-foot store in Perrysburg, Ohio, expanding the retailer’s presence in the Toledo market.

• Sunpro has celebrated the grand opening of a new 23,265-square-foot facility in Sugar City, Idaho, featuring a contractor lumberyard, material storage, offices and a retail sales floor serving customers across Southeast Idaho.

• Merrill Ace Hardware has relocated to a larger store on Pine Ridge Avenue in Merrill, Wisconsin, expanding its retail space and adding a drive-through lumberyard, expanded lawn-and-garden departments and additional services.

• Boucherville, Quebec–based Rona Inc. has acquired a direct delivery

center and five stores in Atlantic Canada from Rona Atlantic Ltd. , expanding its network to more than 425 corporate and affiliated locations.

• Home Hardware Stores Limited has acquired Lumberworld in Victoria, British Columbia, where the Central Builders Group–owned store will operate as Central Builders Lumberworld .

KUDOS

• Bruce Phillips , president of Crowder Bros. Ace Hardware , has been named a 2026 National Retail Federation America’s Retail Champion, recognizing his leadership in public policy advocacy for independent retailers and communities.

• Johnson’s One Stop in Seneca, Wisconsin, owned by Artie and Debbie Johnson and their family, has been named Wisconsin’s Small Business of the Year, with the achievement celebrated at a recent community event attended by customers, residents and state officials.

Bruce Phillips

Sunpro Johnson’s One Stop

• The Aubuchon Company has celebrated grand reopenings at six stores in Norway, Falmouth, Newport and Rumford, Maine, and Webster and Cohasset, Massachusetts.

• Hammond Hardware Store in McArthur, Ohio, partnered with residents of Vinton County to assemble and deliver appreciation baskets to first responders, law enforcement officers, firefighters, EMS crews and other public servants in recognition of their service.

• Miner’s Ace Hardware is celebrating its 70th anniversary after growing from a single Grover Beach, California,

store opened in 1956 to a ten-location family-owned chain serving San Luis Obispo, Santa Barbara and Ventura counties.

• Southeast Ace Hardware has celebrated the grand opening of its new store in Moody, Alabama, expanding the retailer’s presence with a location at Crossroads Plaza Shopping Center.

Hammond Hardware Store

• Friedman’s Home Improvement has celebrated the completion of a remodeled kitchen-and-bath department at its Ukiah, California, store.

• Schaefer’s Greenhouses & True Value in Montgomery, Illinois, has celebrated its 100th anniversary, marking a century of serving the Fox Valley.

PEOPLE ON THE MOVE

• Do it Best has named Helge Hininger communi cations director. Hininger joins the company from Novae , where he led enterprise marketing and communications across 13 brands and more than 20 manufacturing facilities.

• Kea‘au, Hawaii–based HPM Building Supply has promoted Colin Thompson to vice president of manufacturing and construction and moved Adrian Murphy to senior advisor–lumber and vendor strategy as the company prepares to open a new wood-treating facility in Washington State this fall.

• Owens C orning , based in Toledo, Ohio, has promoted Todd Fister to executive vice president and chief financial and operating officer.

• Bonide Products, based in Oriskany, New York, has appointed Karen Lindsay as human resources manager.

• Pennsauken, New Jersey–based Arett Sales has appointed Jackie Giuntoli as vice president of key account sales–West. The company also recently appointed Tom Medhurst as executive vice president–West, where he will lead the company’s Western operations and expansion efforts from its Fairfield, California, distribution center.

WHOLESALER, MANUFACTURER NEWS

• Winch ester, Virginia–based Trex Company has been named to Time magazine’s “America’s Best Companies 2026” list, recognizing its performance in financial results, employee satisfaction and sustainability.

• Ace Hardware moved into the No. 19 spot on the National Retail Federation’s 2026 Top 100 Retailers list, replacing Dollar Tree as the only change among the top 2 0 retailers.

IN MEMORIAM

• Duke Arnold Raulerson Jr. , 64, who worked in his family’s Rauler son’s Ace Hardware in Blackshear, Georgia, passed away July 11 in Waverly, Georgia.

Helge Hininger

Colin Thompson Adrian Murphy

Duke Arnold Raulerson Jr.

Guidance From a Name You Trust Why NHPA Strategic Consulting?

NHPA now offers one-on-one consulting that connects independent retailers directly with trusted industry experts who’ve spent their careers leading top-performing home improvement and paint and decorating operations.

Our consultants are seasoned pros—unbiased, vetted by your association, and deeply experienced in every major area of running a successful retail business. They’ve been in your shoes, led teams, solved complex challenges and driven growth from the ground up.

With NHPA Strategic Consulting, you get practical, real-world solutions tailored to your store’s needs. It’s our mission to connect you with experts who can strengthen your operation, solve challenges and move your business forward faster, with confidence.

As a trade association, it’s our mission to connect you with the best retail minds in the industry who can provide the best solutions for your specific needs.

Extensive Retail Experience

Decades of experience in leadership roles at leading independent home improvement stores.

Specialized Areas of Expertise

Each consultant specializes in core areas that drive your business.

Proven Industry Thought Leaders

Renowned experts shaping NHPA’s programs, education and trade magazines.

Trusted & NHPA-Vetted

Active in NHPA’s roundtables, guiding key industry discussions for independent retailers.

Mission Focused & Non-Biased

Our consultants are NHPA-focused and loyal only to your business.