Hardware Retailing July 2017 by NHPA

Serving Hardware, Home Center & Building Material Retailers

A New Class VOLUME 213 • ISSUE 1 • JULY 2017 • HARDWARERETAILING.COM

Introducing NRHA’s 2017 Young Retailers of the Year 46

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Standing Up to the Competition Orgill Allows Our Business to Shine!

“Working with Orgill, we have been able to grow our profits and expand our selection to keep customers shopping locally.” Kelly Armstrong l Cook’s Home Center, New Mexico l An Orgill customer since 2015

Goodbye, Big Boxes

New Ideas

“We know our service gives us an edge over the big boxes.

“We go to Orgill’s Dealer Markets to check out trends and

With help from Orgill we can sharpen our prices and expand

brainstorm new ideas. The new and unique products we find

our selection and run the boxes out of town.”

at the Markets, keep our customers coming back for more.”

A Fresh Perspective

Future Plans

“Our Orgill sales representative helped us find ways to

“Orgill’s Markets aren’t just about pricing and programs. We

enhance our selection and freshen up categories that had

were inspired to remodel our register area and front end of

lost their luster.”

the store based on a concept store we saw at the Market.”

For more information about how Orgill can help you grow your business, contact us today! 1-800-347-2860 ext. 373 • information@orgill.com • www.orgill.com • Orgill, Inc. P.O. Box 140, Memphis TN 38101-0140

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REAL PEOPLE. STIHL PEOPLE. Hugh Durham | True Value Home Center

JOIN US. #RealSTIHL

Success through service. As the fourth generation to run his family business, Hugh Durham believes exemplary service and superior products have always been the key advantages that set his business apart from the competition. “Offering quality STIHL products, sold and serviced by our professional staff, is a winning combination the big box stores just can’t match,” says Durham. “And through training programs like STIHL iCademy® my staff is equipped to sell solutions – not just products – keeping our customers coming back.” To become a dealer: STIHLusa.com/dealer *“Number one selling brand” is based on syndicated Irwin Broh Research as well as independent consumer research of 2009-2016 U.S. sales and market share data for the gasoline-powered handheld outdoor power equipment category combined sales to consumers and commercial landscapers. ©2017 STIHL

VOLUME 213 • ISSUE 1 • JULY 2017 • HARDWARERETAILING.COM

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Serving Hardware, Home Center & Building Material Retailers

A New Class VOLUME 213 • ISSUE 1 • JULY 2017 • HARDWARERETAILING.COM

Introducing NRHA’s 2017 Young Retailers of the Year 46

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NEXT MONTH

Teaming Up and Grilling Off

n the August issue of Hardware Retailing, we send off the summer season with lessons retailers can use all year long. Our cover story next month takes readers to Hawaii to learn team-building exercises that go beyond trust falls and motivational speakers. Find out the tools HPM Building Supply uses to keep morale high and employees engaged at work.

Also in the next issue, find out how to make your store’s next grilling event sizzle. We highlight three retailers who make grilling a prime opportunity to showcase products and create remarkable customer experiences. Finally, we speak with retailers who weathered natural disasters and returned to business when their communities needed them most.

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July 2017 | HARDWARE RETAILING

Headquarters Staff PUBLISHING EXECUTIVE VICE PRESIDENT AND PUBLISHER Dan Tratensek

COMMUNICATIONS

Don’t Forget to Subscribe Get the latest news and updates from your association and discover dynamic new ways to improve your business with the monthly North American Retail Hardware Association (NRHA) Newsletter. Subscribe today to be the first to learn about all NRHA has to offer.

DIRECTOR OF COMMUNICATIONS Whitney Daulton FEATURES EDITOR Liz Lichtenberger

136 N. Delaware St. #200 Indianapolis, Indiana 46204 Phone: 317-275-9400 Fax: 317-275-9403 Email: nrha@nrha.org Website: nrha.org HEADQUARTERS STAFF PRESIDENT AND CEO Bill Lee COO Bob Cutter DIRECTOR OF FINANCE AND BUSINESS SERVICES David Gowan

MEMBER SERVICES TRAINING MANAGER Jesse Carleton, 317-275-9418, jcarleton@nrha.org MEMBER SERVICES AND COMMUNICATIONS COORDINATOR Hilary Welter, 317-275-9435, hwelter@nrha.org MEMBER SERVICES AND MEETING COORDINATOR Kamille Stokes, 317-275-9419, kstokes@nrha.org

ASSISTANT EDITORS Renee Changnon Kate Klein Melanie Moul Chad Husted Todd Taber SENIOR DESIGNER Lynnea Chom GRAPHIC DESIGNERS Graeme Haase Kelsey Truex

PRODUCTION SERVICES PRODUCTION MANAGER Nancy A. Vondersaar SALES AND PRODUCTION ASSISTANT Freda Creech

CIRCULATION DIRECTOR Richard Jarrett

EVENT MANAGER AND RETAIL SUPPORT Katie McHone-Jones, 317-275-9426, kmchone-jones@nrha.org

PHONE 314-432-7511 FAX 314-432-7665

NATIONAL SALES MANAGER Lowell Huffman

EXECUTIVE DIRECTOR-RETAIL LEADERSHIP INSTITUTE Scott Wright, 317-275-9417, swright@nrha.org

MIDWEST REGION MANAGER Tony Sarantakis, 404 Afton Circle, Barrington, IL 60010; 847-934-9515, Fax: 847-934-2494, tonytakis@aol.com

DIRECTOR OF RECRUITMENT Tom Marcum, 317-275-9430, tmarcum@nrha.org

WEST/MIDWEST REGION MANAGER Chris Miller, 506 Citadel Circle, Westmont, IL 60559; 630-234-3272, Fax: 847-934-2494, cmiller7288@gmail.com

NRHA CANADA

NORTHEAST REGION MANAGER Jason Harper, 136 N. Delaware St. #200, Indianapolis, IN 46204; 317-275-9414, Fax: 317-275-9403, jharper@nrha.org

PACIFIC NORTHWEST REGION Ronald F. Moore, 3857 Wolverine NE, Suite 20, Salem, OR 97305 (UPS, FedEx); P.O. Box 17819, Salem, OR 97305 (U.S. Mail); 503-375-9024; Fax: 503-375-7980; AK, ID, OR, WA SOUTHWESTERN REGION Jeff Flora, 638 W. 39th St., Kansas City, MO 64111; P.O. Box 419264, Kansas City, MO 64141; 816-561-5323; Fax: 816-561-1249; AR, KS, LA, MO, NE, NM, TX

College-level courses to advance your team and your business.

SALES/NRHA VENDOR PARTNER

RETAIL LEADERSHIP INSTITUTE

MIDWEST HARDWARE ASSOCIATION John Haka, 2301 Country Club Drive, Suite A, P.O. Box 8033, Stevens Point, WI 54481-8033; 715-341-7100; 800-888-1817; Fax: 715-341-4080

Insightful, up-to-date market research to stay one step ahead.

CIRCULATION

CIRCULATION/SUBSCRIPTION/ LIST RENTAL INQUIRIES

STATE AND REGIONAL ASSOCIATIONS

Free training courses to help your team be productive and efficient.

WEB DEVELOPER Kevin Trehan

MEMBER GROWTH AND DEVELOPMENT MANAGER Marci Taschler, 317-275-9421, mtaschler@nrha.org

NRHA CANADA Michael McLarney, 528 Queen St. E., Toronto, Ontario, Canada M5A 1V2; +1 416-489-3396, mike@hardlines.ca

Business services to stay agile and boost your bottom line.

GREAT LAKES REGION MANAGER Bill Mancuso, 136 N. Delaware St. #200, Indianapolis, IN 46204; 317-275-9424, Fax: 317-275-9403, bmancuso@nrha.org SOUTHEAST REGION MANAGER Nick O’Connor, 136 N. Delaware St. #200, Indianapolis, IN 46204; 317-275-9409, Fax: 317-275-9403, noconnor@nrha.org WEST REGION MANAGER Tyler Norris, 136 N. Delaware St. #200, Indianapolis, IN 46204; 317-275-9420, Fax: 317-275-9403, tnorris@nrha.org CANADA John Magner, 500 Queens Quay W., #101 W. Toronto, Ontario M5V 3K8; 416-598-0101 x220, Fax: 416-598-9191, jmagner@yorkmedia.net

You can find all this and more at TheRedT.com/subscribe. NRHA MISSION

The North American Retail Hardware Association’s (NRHA) mission is to help independent hardware stores, home centers and lumberyards, regardless of wholesale affiliation, become better and more profitable retailers. NRHA BOARD OF DIRECTORS CHAIRMAN OF THE BOARD Megan Menzer, Newton’s True Value, Cherryvale, Kansas EXECUTIVE VICE CHAIRMAN T.J. Comstock, Northwest Hardware, LLC, Billings, Montana DIRECTORS Greg Schlecht, Greg’s True Value, St. Francis, Wisconsin Daniel Harris, Palos Ace Hardware, Palos Heights, Illinois; Lemont Ace Hardware, Lemont, Illinois Will Aubuchon, Aubuchon Hardware, Westminster, Massachusetts Jared Smith, Jared’s Ace Hardware, Bishopville, South Carolina

Hardware Retailing (ISSN0889-2989) is published monthly by the North American Retail Hardware Association, 136 N. Delaware St. #200, Indianapolis, IN 46204. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50.00 year. Canada $75.00 year. All other countries $100.00 year. (Air Mail $60.00 year additional). Single copy $7.00. The Annual Report issue can be purchased for $30.00.

David Dishke, Grand River Home Hardware, Caledonia, Ontario

Periodical postage paid at Indianapolis, Indiana, and additional mailing offices.

Steve Fusek, Fusek’s True Value, Indianapolis

POSTMASTER: Send address changes to Hardware Retailing, P.O. Box 16709, St. Louis, MO 63105-1209. All editorial contents copyrighted 2017 by the North American Retail Hardware Association. No editorial may be reproduced without prior permission of the publisher. REPRINTS: Contact the Editorial Department at 317-275-9400 for price quotations. Printed in the USA.

HARDWARE RETAILING | July 2017

SECRETARY-TREASURER Bill Lee, NRHA President and CEO IMMEDIATE PAST CHAIRMAN James Cabirac, Kief Hardware, Cut Off, Louisiana

Contents JULY 2017 | VOLUME 213 | ISSUE 1

64 CATEGORY SPOTLIGHT

Rev Up Your Power Tool Department Sponsored by STIHL Inc. Are you selling your customers the right power tools for their tasks, or do you just give them what they ask for? Learn from other independent retailers who have figured out how to merchandise and sell power tools to each segment of their customer base.

INDUSTRY AWARDS

2017 Young Retailers of the Year These eight retailers represent the future of independent home improvement. While they all have uniquely different stories, they all work to strengthen the industry.

38 RESEARCH

Home Sweet Home Pros’ Edition Bring billions back to local communities across the country by sharing the results of this study with your pro customers. Conducted by the North American Retail Hardware Association (NRHA) and Independent We Stand, the study shows how much money stays in a community when pros shop local.

Independent hardware retailers return 2x more to local economies than national big-box chains.

73 MADE IN AMERICA

Retailers and Consumers Agree NRHA asked independent home improvement retailers and consumers about American-made products, and the results are clear: made in America matters.

Departments 06 . . . . . . . . . . . . . . . . . On the Web 08 . . . . . . . . . Independent Thinking 10 . . . . . . . .Taking Care of Business 12 . . . . . . . . . . . . . . . . NRHA News 16 . . . . . . . . . . . . . . . . . . . . . Trends 18 . . . . . .Retailers’ Choice Products 32 . . . . . . . . . . . . . . . . . . Checkouts 82 . . . . . . . . .Newsmakers/Calendar 86 . . . . . . . . . . . . . . . . . . Last Word

On the Cover The 2017 Young Retailers of the Year, clockwise, from bottom left: Jackie Sacks, Jarrod Haines, Bobby Heuser, Jason Plummer, Joseph Franquinha, RJ McDaniel, Matthew Payzant, and Camille Gibson .

Source: Home Sweet Home Pros’ Edition, NRHA and Independent We Stand

HARDWARE RETAILING | July 2017

NRHA photo by Whitney Daulton

Crush it. Grip hard. Then grip harder. New Crescent Locking Pliers. DEEP RIB

KNURL

HEX KEY

INCLUDED

ANGLED

TEETH

MAX

Adjuster knob has hex key recess for extra tightening — even after pliers are locked down

ATG-3266

Deep rib knurl on adjuster knob for easier gripping and turning

GRIP

Angled tooth design for maximum torque

Cushioned release lever for added comfort

www.CrescentTool.com

More Innovation from

When Precision is Your Top Priority

So tough you’ll never think of scissors the same way again.

New Micrometer Torque Wrenches are dependable, fast, and accurate

Reversible ratcheting heads Audible target torque alert n Laser-etched markings n n

www.CrescentTool.com

www.wisstool.com

On the Web

RETAILER PROFILE

Iowa Retailer Leaves Lasting Legacy with Business LeRoy Whannel of Whannel Hardware in Traer, Iowa, which opened in 1932, was the second-generation owner. He was a World War II veteran and spent his life building and operating the store. Whannel recently died, but his legacy of service and community remains. Learn more about him at TheRedT.com/whannel-hardware. INDUSTRY AWARDS

Meet the 2017 Young Retailers of the Year Get to know the eight outstanding retailers who were recently named Young Retailers of the Year. These individuals were honored for their career accomplishments, community involvement, retail knowledge, innovation and extracurricular activities. Get a glimpse of each retailer in this issue and visit TheRedT.com/yroty-2017 for links to profiles and videos of each honoree.

SHOP LOCAL

Marketing ‘Shop Local’ to Pro Customers Do your pro customers know how they impact your community when they choose to buy local? Home Sweet Home Pros’ Edition, detailed on Page 38, shows that professionals who buy from independent retailers keep nearly twice as much money in the local economy compared to when they make identical purchases at bigbox chains. Use these free marketing materials from NRHA to educate the professional contractors, builders and other tradespeople who shop in your store. Download the package at TheRedT.com/pro-shop-local. 6

HARDWARE RETAILING | July 2017

This series of quick lessons on topics such as selling skills, merchandising, product knowledge and operations is geared toward all levels of employees. Visit nrha.org/freetraining to download this month’s lesson, listed below. Infographic: The Impact of Shopping Local Do your employees know the true impact of shopping at an independently owned local business? Use this infographic to remind your team of the value your operation brings to your community.

SOCIAL MEDIA LINKS

@hardwareretail facebook.com/HardwareRetailing

Espresso

Aged Oak

Weathered Wood

Independent Thinking

Are You Emotional Enough?

“There are so

many ways for an independent retailer to become more relevant locally, and this should be an easy emotional win with your customers.

”

once heard a speaker report that, as consumers, we make 95 percent of our decisions based upon intuition and emotion, and 5 percent on logic and reason. We can debate the actual percentages, but we probably all agree that these numbers are in the ballpark. So, put yourself in the shoes of a customer entering your store. What part of their decision-making personality are you speaking to—logic or emotion? In the hardware business, we believe that most of our customers buy rationally. Our customers come to us to help them solve a specific problem. Someone has a leaky toilet, and we have the solution. They have bugs in their garden, and we sell them the right insecticide. Our business is very neat and very rational, and our customers thank us for being great problem-solvers. If this is how you think about your business, congratulations: You just appealed to 5 percent of what motivates your customers. We tend to focus on product, functionality and operational performance. All basic and necessary things, but things big-box and online competitors can do as well or better. Identifying our strengths and being different is how we win the battle. In confronting our competitors, this “emotional” thing is one place where independents can win big. Today’s consumers, and especially younger consumers, want things independents can deliver better than anyone. They want to shop at places that are locally relevant, that offer experiences and are authentic—all things that appeal to our emotional and intuitive sides. If you can connect emotionally with your customer who “just came in to buy insecticide,” you’re beginning to connect with the other 95 percent of what influences him or her as a consumer. So how do we become more locally relevant and authentic and offer more experiences? I’ll offer a few suggestions, but this is really where your intuitive and emotional side goes to work. This is about finding imaginative ways to connect with the human side of our customers, by using all that we know about them and our community. There are so many ways for an independent retailer to become more relevant locally, and this should be an easy emotional win with your customers. Obviously, having a locally relevant mix of hardware products is a given, but why not support local producers, craftspeople, artists and growers by featuring their products in your store? Joining together with other local businesses in your community to support and promote each other is a powerful way to engage emotionally with your customers. And, of course, encouraging your staff to get involved with local charities, churches and schools can’t be forgotten. Being authentic means being genuinely who you are. Today’s consumers respond to this authenticity; it’s why they are flocking to food trucks, microbreweries and local retailers. They want to connect with something real. You can be great at this; just be yourself and let your business reflect that. Today’s consumers are also looking for experiences. This is an easy one for you; use your imagination and make it happen. Think about engaging with your customers around decorating, grilling, gardening, how-to demos, charity events, farmers markets and art fairs. The ideas are truly limitless. And, whatever you do, don’t forget to make having fun a top priority! Appealing to your customers’ emotional side creates deeper, longer-lasting relationships and taps into the 95 percent of what really motivates their purchasing decisions.

Bill Lee, President and CEO

blee@nrha.org

HARDWARE RETAILING | July 2017

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Taking Care of Business

Keep Chopping Away at Consumer Misconceptions

“I understand how

important it is to patronize independent businesses, and I also understand that there are certain advantages inherent to shopping locally.

”

recently had an important decision to make. I found myself in need of a chainsaw, and not just because I have a beard. There were a bunch of trees from the western edge of the Tratensek compound that my wife and I had cut down late last fall that still needed processing. Solution: Buy a chainsaw. But whether or not to purchase a chainsaw wasn’t the important decision I faced. The decision I faced was where and how to make that purchase. For me, the decision was actually a pretty easy one. I went to my local hardware store and made my purchase. Before heading down to the store, though, I did some research online and checked out other options. So why is my chore list and new chainsaw in any way important? Because the process I went through to purchase this tool was no different than the process any consumer goes through. I had a need. I did research online. I looked at multiple options. I went and made my purchase. The difference for me is that I understand how important it is to patronize independent businesses, and I also understand that there are certain advantages inherent to shopping locally. Unfortunately, most other consumers looking to buy chainsaws, power drills, kitchen faucets or light bulbs might not understand any of this. They make their decisions about where to purchase based solely on the prices they see online and the convenience of where to get that item. I bring this up because I truly believe that one of the things we can all do in this industry is to educate consumers the way I have been educated. We need to tell them about how convenient it is to shop at a local hardware store. We need to debunk the myth that big boxes always have better prices (in fact, the chainsaw I bought was $3 cheaper at the local store than the big box). And, we need to make them aware that, when they spend money at a local home improvement store, more of that money remains in the local economy. This last point is also the subject of this month’s feature, beginning on Page 38. In this story, we look at the new Home Sweet Home Pros’ Edition Study. This research is a follow-up to the Home Sweet Home Study NRHA conducted in 2015 with Independent We Stand. Both of these studies prove a dollar spent at a local merchant has a far greater impact on the local economy than when that dollar is spent at a big box. Here’s the problem though. None of this information or the ideas about shopping locally that I mentioned above mean a thing unless consumers are aware of them. That’s why the 35,000+ independent home improvement retailers have to help share this information. It’s great to send out circulars, tweets and emails about sales and promotions, but don’t forget consumers also need to be educated about the value of shopping locally. And we are here to help. Together with groups like Independent We Stand, NRHA offers a variety of tools (from posters to press releases) that you can use to spread the word to your consumers about the impact of shopping locally. Just visit the TheRedT.com/pro-shop-local. So, what are you waiting for? Let’s get out there and start chopping some trees.

Dan M. Tratensek, Publisher

dant@nrha.org

HARDWARE RETAILING | July 2017

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The Power of Connections.™ Connect With Us #SOUTHWIRE

NRHA News

Encourage Your Community to Shop Local Ready-to-Use Resources NRHA released multiple free marketing resources to help you tell the Home Sweet Home Study story.

HOME SWEET HOME STUDY MARKETING PACKAGE This free package of marketing tools includes more than 10 different resources you can use to let DIY customers know that when they shop at your store, their dollars are being invested back into your community. Download at TheRedT.com/shoplocal.

HOME SWEET HOME PROS’ EDITION MARKETING PACKAGE While many factors influence where professional contractors, builders and tradespeople in your community shop, they may not realize how their purchases can strongly impact your hometown. Let them know using the marketing package, which can be downloaded at TheRedT.com/pro-shop-local.

HOLIDAY SIGNAGE Holiday seasons are a great time to remind your customers that where they spend their money matters to your community. Download the free marketing packages for the holidays listed below and utilize the press releases, social media graphics, posters, shelf talkers, bag stuffers and more to tell your customers how important their patronage is not just for your business, but for the whole community. • Black Friday and Christmas Signage TheRedT.com/holiday-signage

t’s a fact—when your professional and DIY customers choose to shop at your store for their home improvement needs instead of big-box chain stores, nearly twice as much money stays in your local community. At the 2017 North American Retail Hardware Association (NRHA) All-Industry Conference and National Hardware Show®, NRHA and Independent We Stand released the findings of the recently conducted study, Home Sweet Home Pros’ Edition. (Read the details on Page 38.) Study findings show that independent home improvement and building supply dealers recirculate twice as much money back into the local economy as their major chain competitors. If professional contractors, builders and tradespeople shift 10 percent of their purchases from national chains to independent retailers, economies around the nation would reap the benefits of an additional $1.5 billion in economic activity, according to the study. This data comes two years after the two organizations announced the findings of the original Home Sweet Home Study in 2015, which detailed how much money stays in communities across the U.S. when consumers shop locally.

HARDWARE RETAILING | July 2017

• Mother’s and Father’s Day Signage TheRedT.com/mothers-fathers • Halloween Signage TheRedT.com/halloween

NRHA understands how, as an industry, independent home improvement businesses benefit communities across the country. However, your customers—pro and DIY alike—may not. To help retailers leverage the findings of these studies to communicate to their professional and DIY customers the power of their purchase decisions, NRHA and Independent We Stand created the Home Sweet Home Economic Impact Calculator, available at TheRedT.com/impact-calculator. Customers can type a ZIP code into the online tool to calculate the approximate dollar impact that buying products from a local home improvement retailer can have on a specific community. Share this calculator with your customers so they can crunch their own shop-local numbers.

NRHA Pops In to Stores Across North America

s your trade association, NRHA’s main goal is to help retailers across wholesale affiliations become better and more profitable retailers by providing resources and opportunities to educate, advocate and associate. In order to share our mission with the independent industry, we need to know more about you. That’s why NRHA looks for any opportunity to visit and talk with independent retailers near and far about their businesses. Here is a glimpse of the stores and retailers our staff has recently visited. Hopefully we’ll be in your neighborhood soon, too!

Picton Home Hardware, Picton, Ontario NRHA staff member Dave Gowan (right) visited NRHA immediate past chairman Adam Busscher at his store, Picton Home Hardware. Gowan stopped by while visiting the Home Hardware corporate office in St. Jacobs, Ontario.

Webb Home Center, Abilene, Kansas NRHA staff member Tom Marcum (left) spends his days connecting with retailers all over the United States and Canada. In May, he visited with Matt Engle, owner of Webb Home Center.

Brewer’s True Value, St. Peters, Missouri NRHA staff members Renee Changnon and Graeme Haase (right) visited store owner David Brewer at Brewer’s True Value to learn about the homebrewing niche and take cover photos for a recent issue of Hardware Retailing.

City Mill, eight locations in Hawaii During their trip to Hawaii, NRHA’s Jesse Carleton (left) and Whitney Daulton stopped by one of City Mill’s stores where they met company president Steven Ai to learn more about his business and hardware in Hawaii.

Garber Hardware, two locations in New York City Behind-the-scenes special! You might recognize Garber Hardware owner Nathaniel Garber Schoen from the June issue of Hardware Retailing. During our store visit, Kang stopped by the photo shoot to buy a treat.

July 2017 | HARDWARE RETAILING

NRHA News

NRHA Presents: Behind the Scenes With Dan Tratensek

he NRHA team is always on the hunt for the latest and greatest in hardware products to feature in Hardware Retailing’s New Products. This section is a chance to showcase innovative and eyecatching items that can help boost your sales, engage your customers and set your store apart from the competition. Beyond the New Products section, Hardware Retailing publisher Dan Tratensek also hosts a series of videos that lets you see some of the featured products up close and personal. The latest batch of videos includes some warm-weather accessories, including a floating pool noodle cooler for your favorite summertime beverages, plastic wine glasses that won’t tip over on the beach and a gardening cart that carries all your tools and doubles as a stool for long hours outside. Tratensek and the team recently filmed a series of videos at Sullivan Hardware & Garden in Indianapolis. Visit TheRedT.com/product-videos to see a library of videos and learn more about the hottest products to feature at your store.

NRHA executive vice president and Hardware Retailing publisher Dan Tratensek (right) is semi-famous for his online video series, “Dan Tratensek Presents.” In his videos, Tratensek introduces new products, and each video has its own entertaining theme.

W LO C R VWO ATE UP AN

CLE

TWP® WS Series

All the benefits of TWP now available in a water based formula. For additional information visit our website www.usetwp.com or call 1-800-969-4811 TWP® is a registered trademark of AMTECO Inc.

PROUDLY MADE IN THE U.S.A.

HARDWARE RETAILING | July 2017

Leadership Training Scholarships Awarded to 3 Retailers

hree home improvement retailers have been awarded scholarships to attend the Retail Leadership Institute’s Retail Management Certification Program (RMCP). This comprehensive, college-level education program aims to develop leadership and management skills through classroom education and individualized business coaching. Twice a year, employees from independent hardware stores, home centers and lumberyards are invited to apply for scholarships to attend RMCP courses. To learn more about the course and available scholarships, visit nrha.org/RLI.

Travis Hellvig Operations Manager, Hartford Building Center Hartford, South Dakota Hellvig, a 2016 Young Retailer of the Year, received the NRHA Marcus Moran Jr. Scholarship. He took over his family’s store after his father suffered a stroke, and he has continued to grow the business. Hellvig is also a firefighter and EMT.

Brenda Taylor

Matthew Carlson

Manager, Cascade Home Center Gold Beach, Oregon

President, Russ’ True Value Queen Creek, Arizona

Taylor received the National Hardware Show®’s RMCP Scholarship. Through RMCP, she plans to hone her leadership skills and continue her industry education. Taylor wants to inspire her employees to be knowledgeable and dedicated to the industry they serve.

Carlson is also a recipient of the NRHA Marcus Moran Jr. Scholarship. He and his wife purchased Russ’ True Value in 2014 from his parents, and since then, he has focused on providing exceptional customer service through transparency and ease of purchase.

Trends Existing-Home Sales

Quarter 1 of 2017 Shows Economic Upswing The largest spike was in consumer confidence. The March 2017 score was 125.6, the highest level since December 2000, The Conference Board reports. That growth helped deliver a year-over-year increase of 22.4 percent for the quarter. “Consumers’ assessment of current business and labor market conditions improved considerably,” Lynn Franco, director of economic indicators at The Conference Board, says in a statement.

Existing-Home Sales (in millions)

The first quarter of 2017 continued 2016’s upward swing, key U.S. economic indicators show.

At a seasonally adjusted rate 6.0

The housing sector showed gains as well, with existing-home sales rising 5.7 percent and the median price for a home rising nearly 7 percent.

5.5

5.0

4.5

4.0

O N D J F 2017 Months

2016

Manufacturing and Consumer Confidence Show Growth Economic Metrics

Definition

Housing Starts (in thousands)1

The per-month average number of new residential single-family and multifamily homes that have begun construction, using seasonally adjusted rates.

Consumer Confidence2

The level of optimism that consumers express about the state of the economy, shown through saving or spending money.

Existing-Home Sales (in millions)3

The number of completed sales involving single-family homes at an adjusted annual rate.

Existing-Home Price (in thousands)3

The average of the median prices for all existing housing types.

Purchasing Managers’ Index (PMI)4

The health of the manufacturing sector based on measuring new orders, inventory levels, production, supplier deliveries and the employment environment.

Percentage Change

7.7% 1,242

96 117.5

22.4%

5.3 5.6

5.7%

$216 $231

49.8

6.9%

14.5% 57

Source: U.S. Census Bureau 1, The Conference Board 2, National Association of Realtors 3, Institute for Supply Management 4

HARDWARE RETAILING | July 2017

Q1 2017

1,153

All numbers are derived from January, February and March data.

Q1 2016

Meet the Phillips family. Left to right: Jon, Connor, Morgan, Amy, Lindsey and Dylan

FREEDOM TO RUN THEIR COMPANY THEIR WAY WITHOUT INTERFERENCE

FIRST QUARTER 2017 RESULTS

+100% SHIP-TO-STORE ONLINE SALES

WELCOME BACK TO THE +17.5% TRUE VALUE FAMILY, JON ®

Jon Phillips is a man of action. In his world, family and relationships are everything. When Jon made the bold move to change the direction of his family’s 131-year-old business, he needed the right partnership to put the wheels in motion. So, he returned home to True Value®. “My favorite thing about True Value is how quickly everyone reacts to change,” says Jon. “They create momentum by helping me solve the complex challenges I deal with every day. The company has a solid business plan and is willing to modify processes to better serve us, the Retailers.”

LAWN & GARDEN

“Our customers are very excited and support our change to True Value. They like the expanded assortment and variety of new products. It’s made a big impact on my company’s growth and expansion. Sales have increased dramatically in key departments and our online business is booming. In the future, we’ll take even greater advantage of the programs offered by True Value.” We’re glad you’re back, Jon.

+3%

SALES TRANSACTIONS

+2.5% GROSS MARGIN DOLLARS

Phillips True Value proudly shares the results his business achieved as a member of our company. (Your individual results may vary.)

Retailers Honor Products at the 2017 National Hardware Show® With Retailers’ Choice Awards

or the past 51 years, the North American Retail Hardware Association (NRHA) has held its Retailers’ Choice Awards, which recognize some of the standout products on display at the National Hardware Show®. The lively and entertaining ceremony is always a crowd favorite, as it brings together manufacturers and retailers in a fun environment to showcase innovative products hitting the market. The program honors manufacturers for their innovation and provides retailers and distributors with new products to check out on the last day of the show. The Retailers’ Choice Awards differ from most awards programs in that they rely on the opinions of retailers who know what they need to do to attract customers.

HARDWARE RETAILING | July 2016

Winning products selected at the show this year range from grilling accessories to cleaning products, gardening gear and more. The judges, all independent home improvement retailers, included: James Cabirac of Kief Hardware in Louisiana; David Dishke of Grand River Home Hardware in Ontario, Canada; Jake Smith of Jared’s Ace Hardware in South Carolina; Daniel Harris of Palos Ace Hardware in Illinois; RJ McDaniel of B&B Hardware in Illinois; and Ian McNaughton of Gravenhurst Home Hardware in Ontario, Canada. The retailer panel was asked to shop the floor as they usually would and select products they felt were unique, interesting and held a great promise for sales in their businesses. Continue reading to discover which products were considered the best among retailers in the industry at this year’s show.

Table-Top Pizza Oven The BakerStone Table Top Pizza Oven Box is a stand-alone unit capable of baking at temperatures similar to that of a wood-fired oven. The box can bake pizzas in two to four minutes, bake breads and cookies and roast meat, fish and vegetables. BakerStone International 855-657-6836 or bakerstonebox.com

Collapsible Ladder TELESTEPS® Engineered Climbing products are designed to be strong and are manufactured with aircraft-grade aluminum alloys to make them light and easier to move around. The ladders are easy to use, easy to carry and easy to store, allowing contractors, professionals and homeowners to get multiple uses with multiple heights in just one ladder. TELESTEPS® has been trusted by the U.S. military, paramilitary and police SWAT teams for over a decade. Regal Ideas 800-819-4344 or telestepsworldwide.com

Gas Can The SureCan Gas Can features a patented flexible rotating nozzle, thumb control trigger, self-venting valve and durable design. SureCan is the only gas can available with the spout at the bottom. It allows for one-handed use to feed machines. SureCan 801-827-0500 or surecanusa.com

Outdoor Toys Get Outside, GO!™ is a line of easy-to-use, outdoor toys that encourage kids to move. Get Outside, GO! toys deliver rewarding junior sports experiences. These toys engage kids with a variety of play patterns and build self-confidence while introducing the benefits of exercise. Toysmith 800-356-0474 or toysmith.com

July 2017 | HARDWARE RETAILING

Retailers’ Choice Awards 2017

ENGINEERED CLIMBING

BIG when

you need it, small when you don’t.

Surface Repair Material

Telesteps is the world’s most convenient ladder to use, transport and store! Get multiple heights in just one • Patented One-Touch Release • Fully Automatic • Aircraft Grade Aluminum • Patented Swivel Feet • Retract to 2.3-2.7ft • Weigh 18-30lbs • Available Type1/ 1A/ 1AA

SHA ®

ANSI 14.2 Tested

The Inventor of the World’s Original Telescopic Ladder! Inquiries: marketing@regalideas.com

HARDWARE RETAILING | July 2017

telestepsworldwide.com

BLUFIXX® is a light-cured repair material, created for DIY surface repair. Made in Germany, it is used for filling, repairing and remodeling hard-to-replace items. Once applied to metal, glass, stone, plastic or wood, it is cured by the included LED light within 3 to 10 seconds and can be sanded, drilled, varnished or polished afterwards. BLUFIXX is nontoxic, solvent-free and durable. It is available in six colors. BLUFIXX 3D SYSTEMS 713-325-9130 or blufixx.us

Gardening Accessory The Miracle-Gro Roll N’ Kneel 4 in 1 is a great backyard companion. It comes as an easy-rolling scooter with a large oversized storage compartment. Pop open the two locking snaps and the removable cover becomes a gardening stool, or flip it over and use the comfortable thick foam pad as a kneeler. The tall side supports help you stand up easily. It is weather-resistant and UV protected for years of use. D.F. Omer USA 720-584-0278 or dfomer.com

Outdoor Cooker The Pit Barrel Cooker features high-quality construction with durable steel and porcelain enamel coating. A cross between a grill and a smoker, this cooker offers the option to hang meat over charcoal or use one of the many accessories to grill on a grate. Pit Barrel Cooker 502-228-1222 or pitbarrelcooker.com

Painting Harness King’s Harness is a set of suspenders with various attachment mechanisms capable of holding different tools for painters. The safety device provides workers with a hands-free way of securing an open paint can and all the necessary tools. The use of King’s Harness is a way to help fulfill OSHA requirements for a safe climbing ladder. King’s Harness 219-614-5892 or kingsharness.com

July 2017 | HARDWARE RETAILING

Retailers’ Choice Awards 2017 Wall Hangers High & Mighty® Wall Hanging Hardware is used for a stronger hold to hang photos, artwork, mirrors and more. It utilizes a unique design that will support a wide range of weights. The Hillman Group 800-800-4900 or hillmangroup.com

Decorative Hooks High & Mighty® Decorative Hooks hold up to five times the weight of other tool-free hooks, yet only require four pin-size holes to mount. The hooks are perfect for hanging anything between 15 and 25 pounds, depending on style. The Hillman Group 800-800-4900 or hillmangroup.com

Changing the way the world buys light bulbs. One room at a time.

For every room, there’s a light that’s just right.

Light LED 22

HARDWARE RETAILING | July 2017

• MASKING TAPES • DUCT TAPES • FOIL TAPES • CARTON SEALING TAPES

8 8 8 - 898 -7834 www.itape.com | info @ itape.com

Cleaning Lubricant Superzilla is a nonhazardous lubricant, cleaner and penetrating oil made from plants. As a lubricant, it is slicker than oil, and its non-ionic coating doesn’t attract particles. It cleans a variety of messes, from grease and oil to tar, asphalt, ink, wax and more. Superzilla combines natural capillary action with rust removal to free the most difficult rusty nuts and bolts. TopDuck Products 517-322-3202 or superzilla.us

At-Home Saunas The Almost Heaven Saunas product line includes dozens of sauna room designs. The company manufactures saunas for any home application. The saunas are unique in that each utilizes only solid, thick lumber in the construction. This creates a naturally insulated sauna that is easy to assemble. Almost Heaven Saunas feature genuine Finnish heaters and include a limited lifetime warranty. Almost Heaven Saunas 888-355-3050 or almostheaven.com

Garden Discovery is yours. NEW Product Scouting & Facetime with Garden Vendors Are Yours in 2017

When you’re at IGC Show, you’re at the only event exclusively for garden goods & plants. You’ll ﬁnd everything you need for your store. Efﬁcient ordering in a three-day format allows you plenty of time with your favorite vendors and the opportunity to establish ties with new ones. And this year, we’re adding even more excitement! #IGCshow The Must-Attend Event of the Year August 15-17 | Navy Pier, Chicago RIGHT BEFORE ACE FALL • AUG 17-19

Free Concert Tuesday Blue …yster Cult, Live! brought to you by your friends at

www.IGCChicago.com | Trade Show, Keynotes, Conference 100% Garden Product Exhibitors + Over 550 Garden-Focused Booths + Largest Garden Center Event In The World

Retailers’ Choice Awards 2017

Mason Bee House The Welliver Mason Bee House is made of ¾-inch Eastern White Cedar. It features corrosion-resistant screw hardware and replaceable corrugated tubes for nesting. Mason bees are essential pollinators that cannot excavate their own holes for nesting. Eggs are laid during the spring and tubes are capped with mud. A new generation emerges the following spring. Welliver Outdoors 717-566-1231 or welliveroutdoors.com

Sun-Powered Grill The GoSun Grill roasts healthy meals for eight in as little as an hour using only the sun. It cooks more than just meat, as the grill can roast vegetables, bake breads and stew hearty soups. With no installation or maintenance requirements, GoSun makes clean energy affordable and practical. GoSun 888-868-6154 or gosunstove.com

Belt Buckle Drink Holder The BevBuckle is the world’s first retractable belt buckle that holds a can, bottle or anything that fits. All designs are antique silver, with new designs on the way. Buckles weigh 8 ounces. Not intended for hot beverages or heavy items. BevBuckle 605-306-3494 or bevbuckle.com

Grill Smoker The BBQueCan was originally designed to barbecue and roast almonds, nuts and snacks. Now it has grown into a great tool for grilling and smoking many different types of food while saving space on the grill. The BBQueCan allows users to contain smaller food items while grilling, smoking or roasting everything from nuts to shrimp, veggies and more. All About BBQ 720-778-6304 or allaboutbbque.com

HARDWARE RETAILING | July 2017

Adjustable Wrench The Bionic Wrench is an adjustable wrench that adjusts like pliers and performs like a wrench. With the simple squeeze of the hand, six jaws come down on a bolt like a camera shutter, automatically finding the right size. The Bionic Wrench is made in the U.S. and has a lifetime warranty. LoggerHead Tools 888-564-4374 or loggerheadtools.com

Weed Steamer DynaSteam combines ordinary tap water, super-heated to over 300 degrees Fahrenheit, and the mobility of a wheeled tank to allow users to take out the toughest weeds anywhere outside. No glyphosates, no herbicides. Just add water and apply steam for 5 to 10 seconds. Weeds wilt immediately and die in 24 to 48 hours. There are three attachments for weed killing, plus a bonus garment steamer attachment that gently removes even the toughest wrinkles. Dynamic Solutions Worldwide 877-403-8727 or dynasteam.com

Outdoor Smokers Innovation meets the outdoors with Pit Boss’ all new Vertical Smokers, featuring a Pellet Series, Analog Series, Electric Series and Gas Series. The double-walled construction lets users smoke from 100 degrees Fahrenheit to temperatures reaching 450 degrees. The large front windows eliminate the need for peek-a-boo cooking, and the elevated frame makes transferring a meal from the smoker to the table easy. Dansons 877-303-3134 or pitboss-grills.com

Adjustable Straps The Kuvu can be used to wrap, hold, tie, hang and secure any or all tools, sports equipment, hoses and cords. The Kuvu is made from a high-strength compound, infused with rubber from recycled truck tires. The Kuvu can be used in multiple applications in a house, RV, boat, shed, garage or cottage. Rylor info@thekuvu.com or thekuvu.com July 2017 | HARDWARE RETAILING

Retailers’ Choice Awards 2017 Magnetic Work Gloves Pro Impact Magnetic Utility Gloves are ideal for a variety of uses, including automotive, industrial, DIY and more. Magnets in the back of the glove allow users to store metal parts and fasteners easily. Touch-screen technology allows for use of smartphones and tablets without removing gloves. Molded TPR provides impact protection to knuckles and fingers. MagnoGrip 888-751-5975 or magnogrip.com

Stud Finder The ProSensor T6 is a compact stud finder with Franklin Sensors’ patented Multi-Sense Technology. Conventional stud finders have only one or two sensors, but the ProSensor T6 more than triples the sensing area, with six sensors that scan the wall in multiple locations and triangulate the readings for pinpoint accuracy. The LED display shows the stud’s center and edges simultaneously so that the user can easily visualize studs in the wall. Franklin Sensors 208-918-2409 or franklinsensors.com

Wood-Fired Grills The Traeger Timberline series achieves competition-worthy smoke rings with features like Super Smoke mode and the TRU Convection® system. Users can grill on the go with the Timberline’s WiFIRE® controller. Users can change temperatures, set timers and access a recipe arsenal from their phones via the Traeger app. Traeger Pellet Grills 800-872-3437 or traegergrills.com

Adjustable Universal Hook Attach one end of the line to whatever the anchor point might be and the other end through the line passage in the Danik Hook. The line slides freely through the passage when the Danik Hook lever is pushed down, but is held firmly in place when released. A unique mechanism grips the line at the desired location, easily adapting the line to any length. Danik Hook 844-527-0082 or danikhook.com

July 2017 | HARDWARE RETAILING

Retailers’ Choice Awards 2017

Eco-Friendly Cleaning Products

NEW

Sal Suds are designed for tough cleaning jobs, while Dr. Bronner’s Pure-Castile Soaps are made for 18-in-1 uses. Both are concentrated and economical. The 4-in-1 Sugar Soaps are designed for hands, face, body and hair. The Organic Hand Sanitizer can disinfect, deodorize and refresh.

FROM

Dr. Bronner’s 844-937-2551 or drbronner.com

2IN x27FT

RATCHETING

TIE DOWN

Medium Length Wide Handle Ratchet Durable Aluminum Grip

Triple Layer Stitching Durable Latex Coated Webbing

Releasable Chalk Line

556-WHK

Double J-Hook

556

Flat Hook

Easy Merchandising

Lower Price, Same Ancra Quality 3,333lbs Working Load Limit Flat or J-Hook Superior UV & Abrasion Resistance 9-Piece Display Box Meets WSTDA & DOT Standards Contact Ancra Consumer / Industrial Customer Service at 800-626-8353. www.ancra.com 28

HARDWARE RETAILING | July 2017

The Snap Back™ is a releasable chalk line designed to reduce trips across the work site to retrieve the line. The fanged tip grips the work surface, locking in place until it is released. A durable, fat body design ergonomically crafted to fit a user’s hand, nonslip rubber grips, planetary gear system, built-in belt clip and more make it easier to use. CE Tools 615-540-1084 or cetoolsinc.com

Portable Beverage Cooler The nICE Thermafoam 6-Can Cooler allows customers to invest in just the right amount of cooler size for their needs. It keeps cans cold with thermally efficient construction. The cap screws on tight to conserve energy, and the straps adjust to any height. Made in the USA. nICE Coolers 404-505-5900 or nicecoolers.com

Hot Dog Slicer The SLOTDOG fills the role of impulse item for any grilling or kitchenware section. Stainless steel blades slice crisscross slots in a hot dog prior to cooking. The slots open as the hot dog cooks, so gases escape evenly, which prevents blisters and splits in the hot dog. Juices caramelize, creating crispy edges, while the center stays juicy. Grill flavor and smoke penetrate deeper, and the slots grab hold of toppings. SLOTDOG is dishwasher-safe. Muskoka Maverick 905-580-6740 or slotdog.com

July 2017 | HARDWARE RETAILING

Retailers’ Choice Awards 2017 Portable Water Filter LifeStraw Personal is a straw-style filter that turns up to 1,000 liters of contaminated water into safe drinking water, removing waterborne bacteria, including E. coli and salmonella as well as waterborne protozoa. LifeStraw Personal meets U.S. EPA drinking water standards, weighs two ounces and is BPA-free. It allows users to drink from streams and lakes or from any container when camping, traveling or preparing for emergencies. LifeStraw 571-527-2180 or lifestraw.com

Waterproof Tape FLEX TAPE™ is a strong, rubberized and waterproof tape that can patch, bond, seal and repair multiple items. FLEX TAPE™ is formulated with a thick, flexible and rubberized backing that conforms to any shape or object. It can be applied hot or cold, wet or dry or underwater. FLEX TAPE™ is UV-resistant, environmentally friendly and VOC-free and has a wide temperature range, so it can be used in extreme weather conditions. Flex Seal Products 800-313-8772 or flexsealproducts.com

Safety Masks SoftSeal® respirators were developed by medical device designers to improve protection against global pandemics. The respirators have a soft, comfortable, 360-degree medical-grade silicone seal. SoftSeal® offers both head attached cup and behind ear attached V-fold styles. SoftSeal® mask come in four sizes. DDME, Inc. & AOK Tooling 800-513-9337 or softsealmask.com

Grill Smoker The A-MAZE-N TUBE-SMOKER is a lightweight, durable and portable smoke generator that produces smoke for cold and hot smoking. It is designed to burn pellets and supplement smoke at higher temperatures. It can be used in many types of smokers or grills where grate space is limited. The 12-inch version will burn up to four hours, depending on the smoker temperature, type of pellets and draft inside the cooking area. A-MAZE-N Products 651-352-2831 or amazenproducts.com

HARDWARE RETAILING | July 2017

Wood Wall Paneling The new mywoodwall™ is a fast and easy-to-install wood wall paneling system made from 100-percent sustainable sources. Just ‘Peel and Press’ to create a feature wall from any bare surface or add stylish highlights to any room by using mywoodwall wood paneling. The paneling system is designed to be applied by one person or few people. The DIY system eliminates extra installation costs, compared to other wall product options. mywoodwall 206-801-9233 or mywoodwall.com

Outdoor Grills The Genesis II® LX line of gas grills is available in two-, three-, four- and six-burner models, each with Weber’s exclusive GS4™ High Performance Grilling System and available in liquid propane or natural gas versions. Other features include a side burner with 12,000 BTU-per-hour input, High+ Heat setting, 7-millimeter stainless steel cooking grates and a grill cabinet. Weber-Stephen Products LLC 800-446-1071 or weber.com

Propane Cylinder The one-pound Refillable Propane Cylinder Kit from Flame King is compatible with all appliances that use propane cylinders. It is a refillable and transportable 20-pound propane tank. The cylinders are eco-friendly and have a powder coating for durability. Flame King 310-715-1122 or flameking.com

Garden Broom The Ultimate Coconut Garden Broom is designed for cleaning outdoors. It keeps its full shape and can be cleaned simply with water without rotting or building up mildew. Uses include household, garage, garden, driveway, cobwebs, gutters, lawn, mulch, floors, patio, carpet, tile, slate, grout and snow. Ultimate Innovations 949-492-8968 or shopdepalma.com

July 2017 | HARDWARE RETAILING

Checkouts UNIQUE DISPLAY

Paper Chandelier Charms Customers at Anniversary Event

ustomers visiting Keim Lumber in Charm, Ohio, during the store’s recent anniversary sale saw a stunning sight as soon as they walked in the door. In the store’s lobby hung a large chandelier made of more than 1,700 paper flowers, all handmade by several of the store’s employees. “Each year, we try to do something creative for our annual anniversary sale,” says Abe Troyer, Keim Lumber’s executive sales director. “We had a team put together some ideas for something unique or eye-catching, and they decided on the chandelier,” he says.

A group of about five store staff contributed their talents to creating the chandelier. They cut colored craft paper and tissue paper and folded them into the shapes of different flowers, Troyer says. Another staffer helped with the project by building the metal frame they could suspend from the ceiling. When the flowers were finished, staff arranged them on the frame. The four-day anniversary sale brought in about 14,000 customers, and the chandelier was definitely noticed, he says. “We had a great reaction from our customers when they saw the chandelier,” he says. “It was awesome.”

The paper chandelier hanging in the main lobby during Keim Lumber’s anniversary event was the handiwork of a group of store staff. They used craft and tissue paper to create more than 1,700 handmade paper flowers.

Looking for creative ways to engage customers? Whether it’s promotions, merchandising, special events or unique advertising, we cover it here. Have an idea? Contact Liz Lichtenberger, llichtenberger@nrha.org, to have your story considered for publication.

HARDWARE RETAILING | July 2017

Safety is all we do. And we do it well.

For over 10 years, SAFETY WORKS has provided customers a full-line of high quality safety products, carefully selected and merchandised for maximum sell-through. Today, as part of Protective Industrial Products, Inc., we renew our commitment to you as your most trusted one-stop solution provider of Safety products for your professional and Do-it-Yourself customers. CONTACT SAFETY WORKS TODAY 800-969-7562 | sales@safetyworks.com | www.safetyworks.com

SAFETY WORKS, INC. YOUR PERSONAL SAFET Y SPECIALISTS™

Checkouts

COMMUNITY RELATIONS

Store Hits Bull’s-Eye with Archery Addition

ocial Circle Ace Hardware in Social Circle, Georgia, has found one of its newer niches to be right on target. Since 2012, the hardware destination has also been home to an archery pro shop and program. With the addition of the in-store archery range, the store has become the focal point for a thriving archery market in the area. Steve Pittman, who previously owned an independent archery pro shop before combining with the family-owned hardware store, says the sport dovetails well with a hardware offering due to the similar customer demographics. “If you go 100 years back, there weren’t gun and archery stores; everything was sold through hardware stores,” says Pittman, the pro shop manager. “Now we have a gun department and archery shop that are doing well with the hunting, fishing and recreational outdoor sports enthusiasts in the area.” Social Circle puts on a range of events for archers of all skill levels, Pittman says, from open leagues and range time

HARDWARE RETAILING | July 2017

Social Circle Ace Hardware recently expanded its archery pro shop to include an in-house archery range where staff members conduct lessons as well as train teams for competition.

to group lessons, individual coaching and birthday parties. Fees range from $10 for one hour of open range time to the $20, one-hour introductory class. Pittman and his team have coached archers to multiple awards and honors, including three who have qualified for the U.S. archery team, he says.

UNIQUE DISPLAY

A Drive Back in Time

alking into Snodderley Lumber in Clearmont, Missouri, you’re likely looking for a tool, a bucket of paint or maybe a new faucet from the plumbing showroom in the back. But if you happened to look above the checkout counter, you’ll be able to take a trip back into the past. Just above the counter sits a long row of miniature classic vehicles, from pickup trucks to classic cars to tractors from multiple generations. Sitting alongside the tractors are multiple accessories and trailers used for farming duties through the years. The collection has been a part of the lumberyard’s character for years, says manager and owner Steve Snodderley. When the family purchased a piece of farm equipment, they often received a miniature version of their new vehicle. That collection continued to grow as their farm business grew, before they made the move into hardware retailing. “Growing up on a farm and in the store, we just kept picking up the miniatures. It’s grown into quite a collection that we’ve put together, the kinds of vehicles that you just don’t see too much of these days,” Snodderley says. The collection also shows the endurance of the family-owned store, with many of the vehicles and pieces of equipment stretching back decades. The store has been in the Snodderley family since 1964.

The pint-sized replicas of classic cars, pickup trucks and farm equipment on display at Snodderley Lumber remind customers and employees alike of old times.

Stock The Product That Will Be Leaping Off Your Shelves! FrogTape® is the only painting tape treated with PaintBlock® Technology which delivers sharp paint lines the ﬁrst time, every time. Available in off shelf displays, make sure your store has FrogTape® stocked so customers can experience the FrogTape® difference!

frogtape.com

July 2017 | HARDWARE RETAILING © ShurTech Brands, LLC 2016/65245 35

Checkouts

PROMOTIONS

Teaming Up For Craft Night Helps Profits Bloom

After participants complete part one of their craft at Langdon Hardware, they go to the local floral shop to finish the project.

American Made & Profitable For Over 80 Years

With a variety of clearly marked spring assortments, Ajax offers your customers ease of selection for their specific needs. Each assortment comes in their own unique case. Our storage cabinets and kits, provide assortments of Steel Lock, Brass Lock, Music Wire, Stainless Steel, Extension, Compression and more, each making dispensing efficient and economical. Ask for our Product Catalog which provides product descriptions and size specifications.

Toll Free: 855-966-AJAX (2529) www.ajaxwire.com ajaxwire@aol.com 119 Bloomingdale Road, Hicksville, NY 11801

HARDWARE RETAILING | July 2017

olding a DIY craft workshop is an effective way to get customers together and promote your store’s categories. Michelle Schefter, owner of Langdon Hardware in Langdon, North Dakota, finds it’s also an opportunity to support other local businesses. Earlier this year, Schefter teamed up with an independent florist in town to hold a craft design class for their customers. Customers signed up ahead of time and paid a small fee to be a part of the class, which consisted of two parts held on two separate nights. On the first night, participants gathered at Langdon Hardware, where Schefter and her daughter, Alicia, guided them in creating a flower vase out of a mason jar decorated with chalk paint attached to a small piece of wood. All products used for that craft were sold in the store, making it easy for customers to pick up whatever they needed to replicate the project at home. On the second night, the project continued at the local floral shop. There, the florist showed participants how to arrange artificial flowers in the vase. “This is a great way to allow customers to socialize with each other and get them in our store,” says Schefter. “We teamed up with the owner of the floral shop and decided this is something we could do to support each other’s businesses.” Schefter limits the number of participants to 12, which makes it easier for her to interact with everyone and to allow space for everyone to comfortably fit around the tables. The small fee for the project is just enough to help cover the cost of materials, and she says customers don’t mind paying it. Since the owner of the floral shop also advertises the event, Schefter sees a few new customers she hopes will become regulars. She’s already planning the next project, which will also include flowers, so both businesses can share in the opportunity to connect with their customers.

INCREASING TRANSACTION SIZE

Employees Win With Add-On Sales

dd-on sales are adding up fast at Mark’s Ace Hardware. General manager Camille Gibson knows her employees play a key role in encouraging customers to make add-on purchases, which raise the average transaction size. But to keep that top of mind for her employees, she takes it a step further. At different times throughout the year, Gibson has an “Item of the Week” contest. She selects an impulse-type item to feature, something that she thinks would make an easy add-on sale that most customers would be able to use. Then, she encourages all employees to suggest it to customers. The employee with the most sales of that item at the end of the week gets a prize. “Every week, we come up with an item that would make for an easy add-on sale; something that’s cool and new and that we think every household should have,” Gibson says. She also gives her employees a few pointers or product knowledge tips they may need to know to help sell that product. The idea started when Gibson was using her co-op’s mystery shopper program. “The program recommends you suggest an add-on sale during each customer transaction. You get a point marked off if you don’t do that,” she says. “That’s when I decided to find a way to make more of an effort to encourage employees to make add-on suggestions.” The contest is mostly honor-based— employees need to report when the customer they’ve been helping purchases the add-on item—but Gibson is able to check results on her POS. Last year, there was an average 500-percent sales increase on the items used in the contest. “Employees get creative and competitive, and they have a lot of fun with the contest,” she says. “They will move the add-on items to different departments where they think they will sell better. Some of them even carry the products around with them so they remember to suggest the sale to the customer.”

At Mark’s Ace Hardware, employees such as Victoria Gainous have played a big role in increasing add-on sales at the store as part of the “Item of the Week” contest.

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July 2017 | HARDWARE RETAILING

Building Homes, Building Communities Study Highlights the Positive Impact of Local Sourcing By Dan Tratensek, dant@nrha.org

rive through just about any neighborhood in any state, from Pennsylvania to Oregon, and you’re likely to see homes being remodeled, subdivisions growing out of once-empty fields and contractor vans parked in driveways. It’s building season. And unlike the darker days of the recent recession, new homes are going up at a steady pace, consumers are investing in home improvements and remodeling projects are once again getting the green light. While all of this progress in the housing and renovation market will surely have a positive impact on the communities where it is taking place, one part of the building and remodeling process that is often overlooked is how pros are sourcing the supplies for these projects. And according to a new study from the North American Retail Hardware Association (NRHA) and Independent We Stand (a nationwide movement dedicated to promoting shop-local efforts), where contractors and builders

HARDWARE RETAILING | July 2017

buy their supplies can have a dramatic impact on local communities. In fact, the new study, titled Home Sweet Home Pros’ Edition, shows that for every dollar a contractor or builder spends at locally owned home centers, lumberyards and power equipment dealers, nearly twice as much of that revenue stays in the local community compared to when it is spent at a big-box chain. This revelation is particularly important to consumers engaging in remodeling and building projects, because they are highly likely to have vested interests in the overall health and well-being of the communities where they are living. In the following pages, we discuss the results of this study in detail and share how NRHA and Independent We Stand will communicate this message to consumers. We also discuss some of the tools available to independent home improvement retailers to help spread the word about shopping local and its impact.

July 2017 | HARDWARE RETAILING

Methodology

o field this research and crunch the numbers, NRHA and Independent We Stand enlisted the services of Civic Economics, a well-known research firm that provides data to clients throughout the country about the impact of businesses on community development. Over the years, Civic Economics has developed a reliable methodology for evaluating the level of economic impact particular businesses will have on their local communities. NRHA and Independent We Stand first worked with Civic Economics on the original Home Sweet Home Study, which was conducted in 2015 and showed that for every dollar a consumer spends at a locally owned home improvement store, nearly twice as much of that revenue stays in the local community versus spending that same dollar at a big-box store. (See more on page 42). This time, the study applies the same principles of research, but examines the local economic impact created when builders and professionals concentrate their purchases at locally owned merchants versus big-box chains. To determine this impact, Civic Economics first creates a hypothetical building project

and determines the different areas where expenditures for this project are allocated. For this study, the hypothetical project budget was $1 million, and these expenses fell into four different buckets. • Labor: This accounted for 45 percent of the overall project budget and included the hiring of subcontractors and other laborers to finish the projects. Because local labor is used regardless of where products and materials are acquired, these expenses would not have a measurable impact on the outcome of our study. • Building Materials: This accounted for 35 percent of the overall project budget and included all of the lumber, cement and other building-related materials required to complete the home. • Hardware and Finishing Materials: This accounted for 15 percent of the overall budget and included all of the various fasteners, supplies, fixtures and other items required to construct a home. • Power Tools and Equipment: This accounted for 5 percent of the budget and included the purchase of any specialty tools or power equipment that might be needed on the job site.

Budget for the Home Sweet Home Study‘s Hypothetical Project

Building Materials . . . . . . . . . . $350,000

Hardware Supplies . . . . . . . . . . $150,000

Project Budget

$1 Million

Power Tools/ Equipment . . . . . . . . . $50,000

Professional Fees/Labor . . . . . . . . $450,000 Source: Home Sweet Home Pros’ Edition, NRHA and Independent We Stand

HARDWARE RETAILING | July 2017

Methodology & Findings

With the budget determined, Civic Economics used real-world data from different merchants to determine the anticipated local economic impact that would be generated when these funds were spent. For the data from locally owned retailers, Civic Economics worked with real-world data from retailers in U.S. markets who provided their detailed financial information, and also utilized aggregated industry financial data from NRHA’s Cost of Doing Business Study. The data for the big-box contributions to local economies came from the annual financial reports filed by publicly traded companies. To determine “local impact,” Civic Economics looks at four primary activities that businesses engage in that have the greatest potential to recirculate revenue back into local communities.

• Labor: The salaries of employees who live and spend money in the local community. (Although chain stores typically have more employees, functions like marketing and human resources are often outsourced to headquarters.) • Profit: The percent and amount of net profit a company generates and where those profits end up. (Local owners typically reinvest profits back into their businesses or their employees who live and spend locally.) • Procurement: The goods and services a business patronizes to maintain operations. (Again, locally owned businesses typically use services of other local providers.) • Charitable Giving: The money, goods and services donated by a business. (Many chains give to national organizations instead of local charities.)

Findings

pon fielding the information, the results were clear. When builders choose to make their purchases at a locally owned retailer, nearly twice as much of that revenue recirculates back into the local economy. “The contractor, for our one hypothetical home, with $550,000 in goods purchased, recirculates an additional $65,000 back into the local economy just by directing his purchases to other local business owners,” says Daniel Houston of Civic Economics. The impact of this kind of localized purchasing becomes even more dramatic when you consider what it could mean at a macroeconomic level, Houston writes in the report findings.

Nationwide, there is roughly $243 billion spent on single-family residential construction every year, according to Houston. If just 10 percent of those purchases were shifted to local suppliers, hometowns would enjoy the benefits of an additional $1.5 billion in economic activity for local communities. “Where local business thrives, the communities benefit. Owners and employees invest in local homes in a way that chain store workers can rarely do; their profits feed Little Leagues and collection plates all over town; and the enhanced tax revenue they drive ensures that the community can provide the services those businesses and their customers require,” Houston concludes.

Cumulative Local Advantage

Building Materials

Amount of money from purchases that recirculates into the local community

Hardware Supplies Power Tools/Equipment

Chain $64,025

Local $129,650 $0

$30,000

$60,000

$90,000

$120,000

Source: Home Sweet Home Study Pros’ Edition, NRHA and Independent We Stand

HARDWARE RETAILING | July 2017

$150,000

BUILDING HOMES, BUILDING COMMUNITIES When professional contractors and builders buy their supplies at locally owned retailers instead of national chain stores, nearly twice as much money stays in the local economy.

PARKS will be upgraded with renovated 1 CITY playgrounds and more maintenance.

CREATION will increase, providing 2 JOB opportunities for community members.

STATIONS will benefit from better 5 POLICE training and equipment.

will be able to make a greater impact 3 CHARITIES in their hometowns, helping family and friends.

PATHS will expand, creating a safe, 6 BIKE environmentally friendly means of transportation.

SCHOOLS in the community will receive additional art and craft supplies for classrooms.

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Infographic available with marketing material.

POLICE

Source: Home Sweet Home Study Pros’ Edition

July 2017 | HARDWARE RETAILING

Marketing Material

Spreading the Word

ooking at the results of the Home Sweet Home Pros’ Edition, it is easy to see how this kind of insight might convince consumers, builders and contractors to consider shifting a percentage of their purchases to local businesses. That’s why it is so important to make these groups aware of these findings. NRHA and Independent We Stand are both engaging in ongoing educational campaigns to inform the public about these important findings, but the greatest impact can be made at the local level. NRHA and Independent We Stand are making a variety of informational and marketing materials available to retailers. These materials are free and can be downloaded at TheRedT.com/pro-shop-local. Materials are available for the Home Sweet Home Pros’ Edition as well as the original Home Sweet Home Study. They are designed to help retailers share with consumers and pros the impact they can make on their communities when they shop locally for home improvement products and supplies.

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HARDWARE RETAILING | July 2017

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Home Sweet Home: The Beginning In 2015, NRHA and Independent We Stand first partnered together on a study called Home Sweet Home. The aim of the initial study was to quantify the real-world impact consumers have when they choose to spend their home improvement dollars at a locally owned hardware store, home center, lumberyard or power equipment dealer as opposed to a big-box chain. The results of the research were impressive. Using real-world data from retailers, the research showed that, for each dollar a consumer spends at a locally owned home improvement store, nearly two times the amount of that money remains in the local community, compared to spending that same dollar at a national chain store. Both NRHA and Independent We Stand took this information to the public to help spread the word about the impact of shopping locally for home improvement products.

NRHA and Independent We Stand also developed a wide variety of materials for independent retailers to use to promote these findings in their own stores—from posters and press releases to bag stuffers and seasonal signage. Visit TheRedT.com/shoplocal to download the materials. These ongoing efforts have made an impact. Newspaper articles, social media posts and countless signage downloads have all helped make consumers aware of the importance of shopping local. “We were very encouraged by the results of the first Home Sweet Home Study,” says Bill Brunelle of Independent We Stand. “For the first time, we could really show how shopping locally for your tools, equipment and home improvement supplies was directly correlated to building stronger communities. Now, we are excited to show that the same correlation exists between pros spending locally and the impact it has on communities.”

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HARDWARE RETAILING | July 2017

Head of the Class NRHA Honors the 2017 Young Retailers of the Year By Jesse Carleton, jcarleton@nrha.org, Hilary Welter, hwelter@nrha.org

he millennial generation in today’s workforce is looking for opportunities where they can find personal fulfillment, give generously within their communities and grow professionally. Eight retailers who were named 2017 Young Retailer of the Year honorees by the North American Retail Hardware Association (NRHA) have fulfilled these goals in their home improvement careers. They have dedicated their minds and time not only to achieving success in their individual business ventures, but also in moving the entire industry forward. This year’s honorees deeply value the independent industry and have been honored for their creativity and dedication to building successful businesses. Additionally, these young retailers keep their minds sharp, always pushing to learn and implement new ideas. They serve as leaders in their communities both in their stores and in their personal lives. “This year’s eight honorees make me confident that the future is bright for the independent home improvement industry,” says Bill Lee, NRHA president and CEO. “Their business acumen, innovative spirits and dedication

to their communities make this year’s group outstanding and truly representative of the independent retailer.” The eight honorees were celebrated May 8 in Las Vegas at the NRHA All-Industry Conference, which is held in conjunction with the National Hardware Show®. The Young Retailer of the Year program, sponsored by Apex Tool Group, Fluidmaster Delta Faucet Co., Intertape Polymer Group and Midwest Fastener Corp., recognizes winners in three categories: stores with less than $2 million in annual sales; stores with more than $2 million in annual sales; and multiple-store operations. You can read more about each honoree on the following pages. For a full profile and video presentation for each 2017 Young Retailer of the Year, visit TheRedT.com/yroty-2017.

THANKS TO ALL OUR SPONSORS

July 2017 | HARDWARE RETAILING

HARDWARE RETAILING | July 2017

RJ McDaniel Vice President/Co-Owner B&B Hardware Milan, Illinois Under $2 Million in Annual Sales

“Customer feedback totally drives our product mix. If they want something I can get, I start carrying it.”

J McDaniel doesn’t mind pushing the boundaries of typical hardware categories if it means he can create new customers. As the fourth-generation owner of the family store, McDaniel started his career by modernizing the business and preparing it for future growth. He spearheaded the move to a new location, which offered three times the square footage of the old building. With the additional space, McDaniel was able to expand his offerings in nearly every area and add a rental department. These changes began attracting more DIY customers. Overall sales increased 45 percent and the average transaction size increased 16 percent. His secret to that increase is simple: Listen to the customer. Many of the items he’s added are a result of their suggestions. “I know more than half of my customers by their first name, and most of them have my cell number, so they call and text me often with feedback,” he says. “I want to know why they shop elsewhere.” While most of the growth was built on traditional product categories, he’s had a lot of success in unusual niches. In college, McDaniel discovered the sport of disc golf. As a retailer, when he realized no one in his area carried the supplies disc golfers needed to play the game, he started selling a few discs and accessories. Today, the category outperforms some of his hardware categories. He’s even turned his involvement in the sport as a way to benefit his community. He helped build a professional disc golf course at a local park, bringing in several national tournaments. McDaniel also found ways to leverage his Federal Firearms License, which allows him to issue permits for gun owners. He listed his store’s information with all of the major online gun retailers, and then lowered his fee for the service below that of his competitors. The number of permits he issues has increased exponentially, which has increased the number of customers coming through his store.

July 2017 | HARDWARE RETAILING

HARDWARE RETAILING | July 2017

Joseph Franquinha Owner Crest True Value Hardware and Urban Garden Center Brooklyn, New York Over $2 Million in Annual Sales

“Hosting events is a marketing tool we use to draw people in while simultaneously connecting with the community.”

oseph Franquinha may be just as well known for the special events he holds at his store as he is for his urban retail environment. With a strong commitment to community and a tireless creative spirit, he has created a store that is as unique and diverse as the Brooklyn community surrounding it. He grew up watching his father, Manny, and uncle, Joe, keep their business relevant and successful, despite the many changes to the city around them. When he decided to return to the store in 2005 after college, Franquinha began to make his own mark on the business. One of his first projects was to fill what he saw as a major void in the local market. Many customers had been requesting lawn and garden supplies, so he decided to renovate a vacant lot behind the store to make a full garden center. Today, the 5,000-square-foot department has a year-round greenhouse and five full-time staff members. He even rents out the space for weddings and small events. During his time at Crest Hardware, Franquinha has also remodeled the building and worked to build a new brand for the business. “I’ve found that a willingness to truly listen and learn from customers, take calculated risks, instill confidence in employees and encourage creativity, and to do all of that with enthusiasm and humor, are critical to success,” he says. Crest Hardware has become a destination for local artists, which has helped propel many of his special events. During the annual Crest Hardware Art Show, more than 150 artists install their artwork throughout the store. Crest Fest is an annual festival that includes live music, performance art, vendors, food and crafts for children. Attendance usually tops 5,000 people. And the list goes on. Whether it’s his popular Crest Pumpkin Carving contest, the Quickie Crest Film Fest featuring local filmmakers or a field trip for local schoolchildren, there is always something going on at Crest Hardware.

July 2017 | HARDWARE RETAILING

HARDWARE RETAILING | July 2017

Bobby Heuser Co-Owner Heuser Ace Hardware Bluffton, South Carolina Over $2 Million in Annual Sales

“When Hurricane Matthew hit, we were the last to close. We want customers to know that when times get rough, we’re here for them.”

obby Heuser was searching for a more fulfilling career when he decided to open Heuser Ace Hardware with his parents, Bob and Renee, in 2015. Heuser had a vision, and he hit the ground running. Heuser and his parents searched from the tip of Florida to the coast of Maine before choosing Bluffton, South Carolina, as the perfect location for the store. Heuser designed the store around the customer experience, incorporating high ceilings and glossy floors and splashing bright colors on the walls that evoke a sense of “Main Street America” and nostalgia. In only two years, he has built an award-winning business with more to offer than the average hardware store. Heuser has transformed his business into the top spot to buy grills in his town by creating a well-stocked department with high-end brands. Heuser also opened “The Bike Shop” inside his store, offering a full line of bikes, service and repairs, attracting families, tourists and retirees alike. To ensure he is efficiently providing the products his customers want, Heuser created a custom reporting program to track revenue and profitability per linear foot, organized by department. This system has allowed him to grow over-performing categories like birding and lawn and garden chemicals. Additionally, he’s built a strong rapport with his town through strategic branding and marketing. People in the area can rely on him to help with community service work and give generously to local causes. When Hurricane Matthew hit, Heuser Ace Hardware was the last store in town to close. Heuser and his staff worked day and night to make sure the city of Bluffton would be stocked in preparation for the hurricane. His store is considered a designated disaster command center by the local police department. Heuser also stays close to the community by sponsoring and participating in fundraisers and other events.

July 2017 | HARDWARE RETAILING

HARDWARE RETAILING | July 2017

Jackie Sacks Co-Owner Round Top Mercantile Round Top, Texas Over $2 Million in Annual Sales

“We’ve gone from a convenience store to a destination store. We wanted to keep our customers from going out of town to shop.”

hat started out as a part-time summer job at Round Top Mercantile for Jackie Sacks turned into a career. Now, she and her husband, Michael, own the business and have transformed it from a convenience store to a destination for a diverse customer base. That transformation started not long after the couple purchased the store from Michael’s parents in 2014. They embarked on a major construction product to more than double the size of the building. Sacks designed the new layout and helped select more than 5,000 new SKUs to add to the store’s product mix. In the paint department, for example, she purchased a paint mixer and expanded the selection to include more items for DIY customers. In the lawn and garden area, she added more organic products, along with items for professional landscapers, such as outdoor power equipment. The store that had once catered mostly to consumers now has more to offer contractors. Round Top Mercantile is unique in that it also includes a grocery store. Along with the basics, customers can find high-end foods, local produce and a deli counter offering fresh-made sandwiches. Managing two different types of retail operations does present challenges, but Sacks, backed by a hard-working staff, handles it with ease. “Overall, business on both the grocery and hardware sides continues to grow,” she says. “We’ve exceeded all of the expectations that we set for ourselves when we purchased it.” Outside of the store, Sacks has established herself as integral to the community, helping local organizations wherever she can. Among her many volunteer activities, Sacks has been president of the parent’s club at the local school, where she has helped raise money for technology for the classroom and educational field trips. As vice president of the Do-Your-Duty ladies’ organization, she helps raise money for maintaining the town’s courthouse.

July 2017 | HARDWARE RETAILING

HARDWARE RETAILING | July 2017

Camille Gibson General Manager Mark’s Ace Hardware Tucson, Arizona Multiple-Store Operations

“I am proud of the stores that we have created and the people I work with. I look forward to more challenges and opportunities ahead.”

hen Camille Gibson started part-time at Mark’s Ace Hardware 10 years ago, she thought it would be a short-term gig to get her through college. Today, she’s accomplished great achievements and has been instrumental in the growth of the company. Gibson worked side by side with owner Mark Rios to open a second store location and transform the business into a functional multistore company in 2016. She assisted with designing the new space, planning merchandising and selecting the product mix. She also oversaw hiring, ensuring the new store was staffed with high-quality employees, all while taking care of integral back-end details, like opening new bank accounts and acquiring licenses to get the new store up and running. Gibson strives to continuously improve the business. She’s implemented 18 major department resets and has expanded niche categories including candles, coolers and pet and bird supplies. She also started a clip-strip program that increased sales more than 300 percent for the category. “Customers leave our store with more than just merchandise. They leave with knowledge about the product they have purchased and confidence in the decisions they make while shopping at our stores,” she says. Additionally, Gibson has increased sales by implementing a new business-to-business strategy, and she has driven cost-savings by revamping back-end procedures. For example, she brought bookkeeping in-house, adjusted the company’s hiring strategy and converted the stores to LED lighting throughout. Gibson is respected by her staff. Employee retention has increased by 35 percent since she became general manager. She is also highly valued in her community. She and her team volunteer at local events to support law enforcement and the environment, among other causes. She also lead the store to participate in an annual shop-local celebration for area businesses.

July 2017 | HARDWARE RETAILING

HARDWARE RETAILING | July 2017

Jarrod Haines Store Manager Buchheit House Springs, Missouri Multiple-Store Operations

“I’m a big advocate of letting employees use their own ideas. It’s important to encourage their creativity.”

hen Jarrod Haines joined the Buchheit family of stores in 2012, it didn’t take long for him to become one of the company’s rising stars. He quickly demonstrated a natural talent for motivating employees to do their best, and he led by example. Haines already had a solid foundation in the retail hardware industry. He spent eight years working at Lowe’s, where he received formal management training and advanced to assistant store manager. During his first assignment at Buchheit’s Herculaneum, Missouri, location, he took the lead in a complete store remodel and created a new sporting goods category. Next, Haines moved to the company’s House Springs, Missouri, location, where he used his knack for creative merchandising to boost sales in several departments. He also encouraged his employees to contribute their ideas by introducing internal competitions for employees to see who could create the best displays. Training is another area where Haines excels. To improve customer service, he began a cross-training program so employees would be able to work in any department. He introduced morning employee meetings where he could address training topics such as product knowledge and selling skills. Since he took leadership at the House Springs store, sales and profits have increased by double digits. Recently, Haines was promoted to join the teams responsible for merchandising and buying decisions for the company’s nine locations. Haines is also a leader in the community. Since many of his customers are farmers, he supports local FFA and 4-H groups. He’s also known in the community for his support of local veterans groups, including Wreaths Across America, AMVETS and the local VFW chapter. One outstanding example is how he worked with a local school group to decorate two parking spots at his store, which are reserved for Purple Heart recipients.

July 2017 | HARDWARE RETAILING

HARDWARE RETAILING | July 2017

Matthew Payzant General Manager Payzant Home Hardware Building Centre Lower Sackville, Nova Scotia, Canada Multiple Store Operations

“Now we need to build excitement in our stores. We want to make sure that every day, we live up to our marketing.”

hile pursuing a career in wholesale food service after college, Matthew Payzant missed the customer interactions that come with retail. So, he constructed a plan on how his skill set could benefit the family business, Payzant Home Hardware Building Centre. Soon after, Payzant had his first job at the company working at the order desk of one of the company’s five store locations. Today, Payzant is the head of merchandising, marketing and inventory. Payzant completed renovations to several store locations. He made considerable changes to the flagship store by incorporating old warehouse space into the existing retail area and building a 15,000-square-foot drive-thru warehouse facility. He’s minimized dead inventory and overbuying by taking control of purchasing and inventory management and adjusting procedures to take advantage of the company’s multi-store buying power. Payzant has significantly improved the employee onboarding process by creating new training policies and tools. He’s also improved the customer experience by renovating stores and creating bathroom, window and door showrooms to make the spaces more appealing. One of his greatest passions is marketing, and Payzant has created his own successful flier and advertising program geared toward individual stores. He’s also implemented merchandising standards to maintain expectations and build consistency. Payzant’s hard work and business developments have contributed to a companywide sales increase of several million dollars. Additionally, Payzant values community giving. He and his team host events like parades, which helps reinforce the Home Hardware brand. The company also hosts tree plantings, birdhouse building contests and other events, in addition to donating materials to family-focused community projects.

July 2017 | HARDWARE RETAILING

HARDWARE RETAILING | July 2017

Jason Plummer Vice President R.P. Lumber Edwardsville, Illinois Multiple-Store Operations

“I love every minute of it. I enjoy knowing you are never really done; there is always something you can do a little better.”

ason Plummer started working in the home improvement industry before he was even old enough to read. His parents, Robert and Donna Plummer, started the business 40 years ago. Today, as vice president of the company, Plummer is committed to improving and growing R.P. Lumber. Involved in numerous business functions, including new store development, finance, merchandising, purchasing and operations, Plummer led the company in growing into a 66-store operation across Illinois and Missouri. Recently, he launched a new inventory and merchandising program that will roll out to all locations during 2017. Plummer puts great emphasis on the development of his team. For him, ensuring existing stores are operating successfully is more important than opening new locations. He works closely with each location to establish sales goals and expectations for training, safety, cleanliness and service. “My goal is to make sure our team members and existing stores are constantly improving,” he says. “We want to perform at our best so we can deliver R.P.’s Best Service and Best Value, our hallmark.” He’s also working to expand R.P. Lumber’s digital capabilities. Plummer recently rolled out a new, more interactive website, which allows the company to offer more than 100,000 items for sale online. In addition to R.P. Lumber, Plummer is involved in other family business ventures, including real estate and related businesses. He stays involved in the community through his church, serving on the board for a local children’s home and participating in other charitable organizations. Plummer also helps with campaigns and events for local governmental candidates who value economic growth, strong families and small government. In 2010, he was even the Republican Party’s nominee for lieutenant governor in Illinois.

July 2017 | HARDWARE RETAILING

10 64

HARDWARE RETAILING | July 2017

By Jesse Carleton, jcarleton@nrha.org

Tips From Tool Masters Boost Sales In This Popular Department This month’s Category Spotlight is sponsored by STIHL Inc.

ravis Andrews at Strasser True Value Hardware has a take-no-prisoners approach to selling power tools. His tool department spans nearly one-quarter of his 40,000-square-foot store. This past April, sales in the category reached $255,000 during the store’s annual tool sale alone. Aggressive promotions and a large selection have given Andrews the advantage over his specialty tool store and big-box neighbors. But those aren’t the only ways to compete in this category. There are strategies any retailer can use, and to find out what those are, Hardware Retailing spoke with the following three retailers who dominate their local power tool markets.

• Gary Dumont, whose store, Dracut Hardware in Dracut, Massachusetts, may be a modest 8,500 square feet in size, but whose pricing strategy and single-brand focus catapulted power tools to one of his strongest categories. • Mike Karch, president of Nue’s Hardware and Tools in Menomonee Falls, Wisconsin, has more than 30 years of experience, a 12,000-square-foot power tool department and a repair shop that services more than 50 lines of tools. • Travis Andrews, assistant general manager of Strasser True Value Hardware in Kansas City, Kansas, has grown the store’s annual tool sale from a $30,000 one-day event to a $255,000 one-day event in just a few years.

May July 2017 | HARDWARE RETAILING

Travis Andrews chose to bring two major power tool brands into his store so he could widen his customer base. He uses manufacturer signage and a deep selection to express his dominance in the category.

Tip 1—Make a brand commitment. Retailers who have strong power tool sales tend to make a strong commitment to a brand rather than carrying a sampling from several manufacturers. How many brands you can handle may depend on your available sales space. Early on, Dumont says his power tool department looked similar to that of a lot of other home improvement stores. He had several brand names scattered throughout the department, as well as a few private labels. But as he started listening to his contractor customers, he discovered they were usually brand loyal. With a limited amount of space to dedicate to the category, Dumont decided to go deep in a single brand name. A strong brand presence would give cohesion to his department and be more likely to attract the attention of his contractor customers. Power tool sales increased significantly after the change. While Dumont may only have had space for a single brand, Andrews took a different approach. After many years of only having a single brand name dominating the power tool area at Strasser Hardware, he decided it was time for a second. “I discovered we were missing a big part of the market,” Andrews says. “There was a big segment of the pro-customer market that typically purchased a different brand of tool.” He found customers in the building trades tended to be loyal to one tool brand, while those in electrical and HVAC tended to be loyal to a different brand. Bringing in both expanded his customer base.

HARDWARE RETAILING | July 2017

Tip 2—Build a reputation for low prices. Go with low prices—that’s the reason Andrews is able to pull in such high sales numbers during his annual tool sale. He’s willing to lose margin dollars and sell his tools below big-box prices just so he can get customers in the door. “I’m selling these tools cheaper than my customers can buy anywhere, even online,” he says. “I decided that during the tool sale, I would run the most aggressive prices I could get.” Margins are not what he’s after in the sale, anyway; it’s about establishing himself as a place to buy tools. As contractors buy tools at the sale and tell their friends, those friends come to the sale the next year. Some retailers could be concerned that having a low-price sale would cannibalize sales throughout the rest of the year when tools could be sold at full price. But Andrews has built a base of commercial customers who only buy tools when they need them. They buy them at full price, which could be any time of the year. Dumont’s strategy is to price power tools as low as he can every day. “For every item in that area, I’ve already price shopped for the customer,” he says. “I typically price about $2 below big-box and internet pricing. I never have any price resistance from the customers. I’d rather take less margin and build my customer base.” He uses the low prices on tools to get customers in the door. Margins on accessories, a category that drives repeat business, are significantly higher.

Tip 3—Merchandise for greater visibility. “One of the best things I did to help power tool sales was to relocate the department across from the fasteners,” Dumont says. The fasteners department is one of the busiest aisles of the store, so putting the power tool aisle nearby gave it some much-needed visibility. “That’s a high-visibility area, and just moving the department has increased our accessories and tool sales dramatically,” he says. Also when merchandising, remember that customers want to see products out of the box. Keep batteries on those samples fully charged. You don’t want customers to be disappointed when they reach for a tool to see how it works.

Tip 4—Fill up on accessories. The accessory displays must be full. “I put as much on every peg as will fit,” says Andrews. “Nothing will frustrate the customer more than not having what they need, and as much as they need.” Contractor and commercial accounts can be some of your best customers in the tools category. If you want to attract their business, make sure you have more than just two or three pieces on the peg—fill it up.

is better than another, rather than just sell based on brand or price. That’s where Nue’s repair shop comes in handy. Karch and his staff are accustomed to taking tools apart. They can tell when a tool is well-constructed, and when it’s not. “Since we’re involved in tool repairs, we can tell how well tools are built internally,” he says. “When we get a new tool design, oftentimes the first thing we do is pull that tool apart so we can get a good idea about the durability and serviceability of that tool.” Because he knows the construction of the tool—and how it works since he has used it himself—Karch has confidence when he counsels a customer about a purchase. If Nue’s sells a tool that fails a customer on the job site, they risk losing that trust. The customer is more likely to hold Nue’s responsible for that failure than blame the manufacturer. When that tool holds up to the rigors of the job site, Nue’s gains a loyal customer. “We want to give our customers good counsel, and we’ve built up a lot of trust with them,” Karch says. “We take responsibility for what we sell. When we sell that tool, we stand behind it. That’s a promise we make with them when they come in the door.”

Tip 5—Be first with new products. Andrews has a simple rule for what new products he stocks in power tools. “If it’s new, I want it,” he says. He also wants to be able to use it. As soon as that new product arrives, Andrews will take it home and try it out so he can give his customers a firsthand report on that product’s various features and his experience with it. He gives his employees the same opportunity so they can give the best sales advice. Having new products is critical to keep customers’ interest and to maintain your reputation as a leader in the category. Even if it takes time to sell that new product, you’ve not wasted your inventory dollars. A new and unique item will generate conversation, and customers will trust that if you have that item, you’re offering them the latest products in the rest of the category, too.

Tip 6—Stand behind what you sell. Karch at Nue’s Hardware and Tools considers himself more of a consultant than a salesman. He wants to personally recommend the best tool for the job and talk intelligently about why one tool

Andrews wants to be the first retailer in his market with new products as a way to strengthen his position as a power tool destination.

July 2017 | HARDWARE RETAILING

Tip 7—Ask the right sales questions. Andrews sees employees make two common mistakes when selling power tools. First, they typically want to show customers their own personal brand preference instead of first asking what the customer actually needs. “If a customer comes in and says ‘I’m looking for a drill,’ that employee needs to first ask, ‘What kind of job are you going to do with that drill?’ Next, ask if they work on a job site,” he says. Answers to those questions will play a big part in determining what tool brand they should use. Contractors working on a job site will be best served if they get a cordless tool similar to what their colleagues are using. Using the same brand makes it easier to exchange batteries among users. Their preferred brand may also have features particularly well-suited to the job they’re doing.

Tip 8—Talk features with contractors.

At Nue’s annual tool sale, customers have the opportunity to pick up tools, feel their weight and see how they work.

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In the more than three decades Karch has been selling power tools, he says technology is changing faster than ever. “In the ’80s and ’90s, tools were

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very similar in design, and manufacturers would hold the design for five and 10 years at a time,” he says. “Now, tool designs are changing nearly every year.” Keep in constant contact with vendors about changes to their product lines and communicate that to employees. That will help them feel less intimidated when approaching contractors. “It’s intimidating to approach a contractor who uses that tool every day, because they are likely to know more about it than you,” says Karch. The best approach is to focus the sales conversation on the tool’s new features or what may have changed since the customer last purchased the tool.

Tip 9—Offer full-service repair. A tool repair service center can potentially draw customers from big-box stores that don’t offer that service. Dracut Hardware features a tool repair center. Customers who need repairs know they won’t get any resistance if they need to return an item, and they can get warranty work done faster at Dracut than at a big-box store. Offering tool repair is also an added value you can provide better than online retailers, who cannot offer the personalized, fast service you can.

Tip 10—Let customers talk to vendors. Nue’s annual tool sale is about communication as much as it is about driving high-volume sales. The sale gives customers a chance to talk directly with the vendor to ask any questions they may have and express feedback. It also offers valuable feedback from customers. Personal one-on-one time with vendor reps is critical because it shows customers that Nue’s values their opinions, Karch says. Customers can talk directly with representatives from the manufacturer, so they feel they have an outlet for talking about the products they use every day. He considers the face time he can provide between vendors and customers to be his competitive edge over online tool outlets, which can be difficult to compete with because of their low prices. “This is really one of the added values we have over buying online; we have a salesperson and a vendor representative where customers can direct their questions and concerns,” he says. “We want to be really open to what our customers have to say, and continuously take needed actions toward improvement. Without our customers, we don’t exist.”

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July 2017 | HARDWARE RETAILING

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Category Q&A Sponsored by STIHL Inc. | STIHLusa.com

STIHL Gives Independent Retailers a Competitive Advantage ince Andreas Stihl founded STIHL in 1926, it has remained a family-owned business that supports and values other independent businesses. That’s why, for the past 90 years, STIHL has continued to support the local markets it serves.

From choosing to sell its products through a network of servicing STIHL dealers to founding Independent We Stand, a national movement of independent businesses dedicated to educating their communities about the benefits and importance of “buying local,” STIHL continues to grow year after year. To learn more about STIHL and the opportunities it provides for independent retailers, Hardware Retailing spoke with STIHL Inc.’s Business Development Manager Chris Long. In this Q&A, he highlights the benefits of being a STIHL dealer, the programs available and more. Why should hardware retailers offer STIHL products in their businesses? Chris Long (CL): STIHL has a proven track record with products and service that creates an unparalleled niche for your business—one that big-box stores cannot duplicate.

You will also find that the STIHL brand name adds value unmatched by many competitors and can also outperform other items not typically sold in the lawn and garden category. Additionally, by adding STIHL, you can expand your portfolio of premium products and customer service to become a destination instead of a convenience location. Not only will you appeal to new customers, but you’ll be equipped to provide knowledgeable service and expert advice to deliver customized lawn care solutions to all your customers as well. This service advantage provides an added value to your customers right at the point of sale and allows your operation the opportunity for repeat customer business. STIHL also offers great opportunities for an increase in profits. A profit margin on STIHL products can equate to up to $633 gross profit per linear foot. For many dealers, this is up to two to three times the gross profit return on other brands—as well as other product categories sold in-store. What support programs does STIHL provide? CL: As a STIHL dealer, you and your team will receive first-class online and classroom training through exclusive STIHL programs, like STIHL iCademy® and STIHL MasterWrench Service®, which train and educate employees and technicians on products, merchandising, customer service, troubleshooting and repairs and more. STIHL dealers also receive in-store and external marketing support. These programs include the Marketing Advantage Program (MAP), which delivers sales-driven advertising campaigns at the regional and local levels, and in-store marketing to ensure STIHL merchandising displays remain consistent and complement your professional, comfortable retail environment. What are the most popular STIHL products for retailers to offer? CL: STIHL is the number one selling brand of chain saws worldwide, however we sell far more than our legendary chain saws. From dependable trimmers, powerful blowers and industry-leading construction tools to the new STIHL Lightning Battery System™, hand tools, product accessories, and protective apparel, STIHL dealers are able to offer a full range of products, allowing customers to “pick their power” for the task at hand.

Jarrett and Malinda Milam, owners of M Kay Supply located in Benton, Missouri.

To learn more about becoming an authorized servicing STIHL dealer, visit STIHLusa.com/dealers or contact your regional branch or distributor.

July 2017 | HARDWARE RETAILING

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HOME GROWN Retailers, Consumers Agree: Made in America Matters

ndependent home improvement retailers are emphasizing their made-in-America product offerings, and customers are demonstrating that the emphasis hits home for them. A large portion of retailers who participated in a study from the North American Retail Hardware Association (NRHA) indicate that they have been intentionally adding more made-in-America products to their stores within the past two years than before. They are also primarily promoting those items through conversations with shoppers at the cash register and store signage. Survey respondents also believe their customers are willing to spend more money on those items. About 90 percent of them think their customers will pay upward of 4 percent extra on American-made items than they would on products manufactured in other countries. NRHA also checked in with shoppers to find out if they agree with how retailers perceive their loyalty to

domestic products. NRHA’s consumer research reveals retailers aren’t off track in highlighting those American-manufactured products. In fact, they’re in tune with what matters to shoppers. About 65 percent of a sampling of more than 1,000 consumers say buying American-made is moderately to extremely important to them when they’re making purchasing decisions. Even more eye-opening is consumers’ willingness to shell out additional cash for those products. The NRHA research shows that, of a group of about 1,000 consumers, 72 percent are willing to spend more money on items that are made in America. In fact, 32 percent say they’re willing to spend 10 percent or more on a product if it is American-made. On the following pages, you will find a more detailed look at how retailers like you responded to NRHA’s 2017 made in America survey.

July 2017 | HARDWARE RETAILING

Have you made an effort to add more made-in-America products to your inventory in the past two years?

23.7%

61%

of retailers believe the baby boomer generation is the consumer age group most interested in buying products that are made in America.

76.3% Yes

65%

When looking to add new product lines, how important to you is it that a product is made in America? Retailers rated importance on a scale of 1 to 10, with 10 indicating highly important.

HARDWARE RETAILING | July 2017

of retailers chose 7 or higher when answering.

63% 79%

of retailers believe customers are willing to spend more on made-in-America products, and 91 percent of those retailers believe customers are willing to spend 4 percent or more.

of retailers have noticed more customers are seeking out Americanmade products.

of respondents actively promote madein-America products. The top three ways they do so are: 1 In-store signage 2 Shelf talkers 3 Point-of-sale conversations

62%

of retailers have noticed that manufacturers are offering more made-in-America product options.

73% don’t believe manufacturers do enough to promote that their products are made in America.

July 2017 | HARDWARE RETAILING

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Newsmakers

Long-Term Impact of Tariffs on Canadian Lumber Unclear

Upcoming Events July 28-30 United Hardware Fall and Winter Buying Market Minneapolis

August 15-17 Independent Garden Center Show Chicago

17-19 Ace Hardware Fall 2017 Convention & Exhibits Chicago

24-26 Orgill Inc. Fall Dealer Market Boston

September 3-5 Spoga+Gafa Cologne, Germany Klingbeil Lumber Co. in Medford, Wisconsin, buys about 80 percent of its lumber from Canadian mills, which produce high-quality softwood used in homebuilding.

ariffs the U.S. government implemented in late April on Canadian softwood lumber haven’t had a jarring impact on lumber prices in the U.S. so far, according to some American lumberyard owners. U.S. Secretary of Commerce Wilbur Ross explained in an April 25 press briefing that a 20-percent tariff wasn’t expected to increase the price of lumber drastically and would help American lumber mills by decreasing the pricing advantage Canadian lumber sellers could offer due to government subsidies. Bill Klingbeil, owner of Klingbeil Lumber Co. in Medford, Wisconsin, was concerned that lumber prices would jump due to the tariffs, but he hasn’t seen much of an impact yet. “It was such an awfully wet spring, so building was not at a robust time,” he says. “It didn’t affect people as much as we might think.” Klingbeil had expected prices to go up on the 80 percent of lumber he sources from Canada. Klingbeil Lumber’s two-by-four and two-by-six lumber, which is commonly used in homebuilding, is typically a high-quality Canadian spruce. “If they cut back on their shipments to the U.S., people are going to want to pay for that better product, and I think that’s going to affect pricing across the board,” Klingbeil says. “But, we’ll see what happens. I don’t know if everything has panned out yet.” Koopman Lumber in Massachusetts also buys about 80 percent of its lumber from Canada and experienced price increases on Canadian lumber initially. “The price has gone down since then,” Dirk Koopman, owner and CEO, says. “I think it’s because of demand. It’s been a slow, wet spring, and I think people knew this was coming, so they had a little more lumber bought than normal.”

HARDWARE RETAILING | July 2017

8-10 Horizon Distribution Annual Conference & Trade Show Yakima, Washington

8-10 HDW 2017 Fall Dealer Market Shreveport, Louisiana

15-16 Blish-Mize Fall Buying Market Overland Park, Kansas

21-23 The Bostwick-Braun Co. 2017 Fall Dealer Market Toledo, Ohio

23-26 Home Hardware Fall Dealer Market St. Jacobs, Ontario

25-27 True Value Fall Reunion Chicago Find more details about these events and others online at TheRedT.com/calendar. To have your event added, contact Kate Klein at kklein@nrha.org.

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Newsmakers

Orgill Opens New Idaho Distribution Center

Sears Sues a Manufacturer, Loses Different Lawsuit

Orgill, Inc. announced that its Post Falls, Idaho, distribution center is now fully operational and has begun serving retailers in five states, as well as Western Canada. TheRedT.com/orgill-idahodc

Sears Holdings Corp. recently filed a lawsuit against one manufacturer and lost a suit brought by a different toolmaker. TheRedT.com/sears-lawsuits

Sherwin-Williams’ Valspar Acquisition Approved Federal regulators approved Sherwin-Williams’ acquisition of Valspar Corp. because the companies agreed to sell a Valspar subsidiary. TheRedT.com/sherwin-valspar-approved

Home Depot Reports Q1 Growth The Home Depot’s first-quarter 2017 financial results highlight growth and topped analysts’ expectations. TheRedT.com/home-depot-2017q1

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Lowe’s Reports Q1 Growth Lowe’s reported sales growth of 10.7 percent over the same period last year in its first-quarter financial results for 2017. TheRedT.com/lowes-2017q1

Lowe’s to Buy Texas Distributor for $512M

True Value Reports Small Q1 Declines True Value Co. reported a decrease in both revenue and gross billings for the first quarter of 2017. TheRedT.com/true-value-2017q1

Lowe’s Cos. announced in May that it is buying Texas distributor Maintenance Supply Headquarters in an effort to grow its pro business. TheRedT.com/lowes-distributor

New Products, Services Rolled Out at Do it Best Spring Market

Ace’s New Wholesale Chief Talks Mergers, ‘Growing Pains’

Do it Best Corp. is prepared to offer its retailers any product or service they need. This was evident at the co-op’s spring market.

President and general manager of Ace Wholesale Holdings, Mark Spanswick, spoke about Ace Hardware’s wholesale business.

TheRedT.com/sp2017-dib

TheRedT.com/ace-wholesale-chief

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JC Penney Hires Another Exec From Home Improvement Sector

CANADA

Canac Looks to Expand in West Side of Quebec, Then Ontario

J.C. Penney hired Marci Grebstein as executive vice president and chief marketing officer. Grebstein previously worked for Lowe’s. TheRedT.com/grebstein

Home Hardware Makes E-Commerce the Big Push for 2017

Retail giant Canac recently opened a store in Granby, Quebec. After actively expanding into new markets in the east side of the province, the company is looking westward for new markets.

Ace Hardware’s Income Up, Store Traffic Down in First Quarter Ace Hardware Corp. experienced increases in revenue and net income during the first quarter of 2017, as well as a slight dip in same-store sales. TheRedT.com/ace-2017q1

Target Q1 Results: ‘Strong’ in ‘Choppy’ Retail World Target Corp. cited a comparable sales decline of 1.3 percent in its first-quarter financial results for 2017. TheRedT.com/target-2017q1

According to Rick McNabb, vice president of marketing and sales for Home Hardware Stores Ltd., the company will launch a ship-to-home capability at the beginning of 2018.

Lowe’s Promises Best of Both Worlds With Conversion of Edmonton RONA Store Lowe’s Canada will gradually convert RONA’s home and garden stores to the Lowe’s banner. The first, Namao RONA in Edmonton’s north end, is currently undergoing full remerchandising, and staff is being trained according to Lowe’s guidelines. The conversion is expected to be complete by the end of this summer.

Slegg Lumber Celebrates 70th Anniversary With Trade Show, Acquisition Slegg Lumber, a dominant dealer on Vancouver Island, added a 12th location with its acquisition of Dodd’s Lumber in Duncan, British Columbia. “Buying Dodd’s was a big one for us, because it fills a geographic hole on the island,” says Slegg president Tim Urquhart. Slegg had a small, older facility, which the Dodd’s acquisition replaces. For the full story of each of these briefs, visit hardlines.ca/hardwareretailing.

AD INDEX Abatron Inc. ............................................................. 37 www.abatron.com; 800-445-1754

Hillman....................................................................IFC www.hillmangroup.com; 800-800-4900

Sakrete ...................................................................... 9 www.sakrete.com; 866-725-7383

Ajax Wire Specialty Co.......................................... 36 www.ajaxwire.com; 855-966-2529

Indeck Ladysmith LLC............................................. 76 www.grillersgold.com; 715-532-3042

ShurTech Brands/Frog Tape.................................. 35 www.frogtape.com; 877-376-4827

Allway Tools Inc. ..................................................... 81 www.allwaytools.com; 800-42-ALLWAY

Independant Garden Center Show.......................... 23 www.IGCChicago.com

SoftSeal Masks..................................................... 26 www.softsealmask.com; 800-513-9337

Amteco Inc. ............................................................. 14 www.usetwp.com; 800-969-4811

IPG..................................................................... 22, 69 www.itape.com; 888-898-7834

Southwire Company LLC ...................................... 11 www.southwire.com; 770-832-4242

Apex Tool Group ............................................... 5, 68 www.apextoolgroup.com; 410-773-7800

MAG Instruments Inc. ..................................... 78-79 www.maglitenation.com; 800-289-6241

Starrett..................................................................BC www.starrett.com; 888-674-7443

Blufixx...................................................................... 15 www.blufixx.us; 724-856-3662

Midwest Fastener........................................... 45, 84 www.fastenerconnection.com; 800-444-7313

Stihl.................................................................. 70-71 www.stihlusa.com; 757-486-9100

Bonide ..................................................................... 44 www.bonide.com; 315-736-8231

NRHA Retail Management Certification Program......... 83 www.nrharmcp.com

Sun Gro Horticulture ............................................. 34 www.blackgold.bz; 800-732-8667

Channellock Inc....................................................... 1 www.channellock.com; 800-724-3018

NRHA Training Resources ........................................87 www.nrha.org/freetraining

Telesteps ................................................................. 20 www.telestepsworldwide.com

Cole’s Wild Bird .................................................... 72 www.coleswildbird.com; 877-426-8882

Old Masters ............................................................ 7 www.myoldmasters.com; 800-747-3436

True Value............................................................. 17 www.truevaluecompany.com; 888-291-7229

Delta Faucet Company.......................................... 84 www.deltafaucet.com

Onward Mfg. Co. .................................................. 80 www.omcbbq.com; 800-265-2150

Ullman ..................................................................... 29 www.ullman-devices.com; 203-438-6577

Do it Best Corp. ................................................ 3, 41 www.independentsdoitbest.com; 888-364-8237

Orgill Inc. ........................................................88-IBC www.orgill.com; 800-347-2860

Warner Tool............................................................. 77 www.warnertool.com; 800-444-0606

Flair-It.................................................................... 21 www.flairit.com; 800-842-2543

Red Lion .................................................................. 27 www.redlionproducts.com; 844-250-4981

Fluidmaster.............................................................. 68 www.fluidmaster.com; 949-728-2000

S-Line by Ancra International ................................ 28 www.ancra.com; 800-626-8353

G.E. Lighting............................................................ 22 www.gelighting.com; 800-435-4448

Safety Works Inc. .................................................... 33 www.safetyworks.com; 800-969-7562

*This index is provided for the convenience of our advertisers and readers. The Publisher assumes no liability for errors or omissions.

July 2017 | HARDWARE RETAILING

Last Word

Retailers Cheer On Shopping Local

here’s more than one way to communicate the importance of shopping local. The best way is to lead by example—by forming partnerships with area businesses and organizations. Retailers across the country have found many different avenues for doing just that. The following images show how a few retailers connect with their communities.

Connect with local artists. The giant mural of a Hawaiian bird on the outside of HPM’s store in Kailua-Kona, Hawaii, is the product of a local group of artists. “People love it,” says Tracie White, talent development manager for HPM. “We want to emphasize we are a locally owned company and different from our chain competitors.”

Get local businesses together. Aimee Nichols, owner of Berger Hardware in Hawthorne, New York, helped organize an annual community celebration day through her chamber of commerce, where local businesses set up booths at a street fair. Last year, 48 local businesses participated and drew a crowd of 1,000 people.

Use in-store signage. Susan Harlan at Vickery Do it Best in Smyrna, Georgia, reminds customers why it’s good to shop local by selling locally made products and reinforcing it with signage. “I think when people shop local, they make a commitment to their community,” she says. “It’s a small thing for individuals, but it’s big for our economy!”

Sell local products. Customers shopping Nunda Lumber and Hardware in Nunda, New York, can purchase peanut butter and other items produced in a factory across the street from the store. The food is part of a “Community Corner,” where owner Dana Russell and hardware manager Tim Paul sell a variety of locally made products.

HARDWARE RETAILING | July 2017

NOW AVAILABLE : Free Training Resources If you are looking to establish a training program or enhance your current offering, NRHA has you covered! Download these valuable FREE training resources today!

Trainer’s Guide

Financial Basics

Trainer’s Toolbox

This quick-start guide gives trainers the knowledge they need to start a formal training program, or make their existing program better.

This library of resources will help retailers and employees better understand and use the data from NRHA’s Cost of Doing Business Study.

This series of short videos, worksheets and PowerPoint presentations gives trainers easy-to-use lessons on a variety of valuable topics.

Visit www.nrha.org/freetraining to download your free training resources today!

“At the NRHA State of Independents Conference, I mentioned a few issues I had with vendors. They reached out to me directly wanting feedback on how to change their programs.”

Megan Menzer | Newton’s True Value | Member since 2009

We’re Stronger Together. While you are hard at work, the North American Retail Hardware Association (NRHA) works hard for you. NRHA cultivates industry relationships and creates opportunities, like the State of Independents Conference, for independent home improvement retailers to communicate directly with channel partners. Joining NRHA makes sure your voice is heard.

JOIN US TODAY AT NRHA.ORG/MEMBERSHIP

Kelly Armstrong Cook’s Home Center New Mexico

“Working with Orgill, we have been able to grow our profits and expand our selection to keep customers shopping locally.”

Standing Up to the Competition Orgill Allows Our Business to Shine!

Goodbye, Big Boxes

New Ideas

“We know our service gives us an edge over the big boxes.

“We go to Orgill’s Dealer Markets to check out trends and

With help from Orgill we can sharpen our prices and expand

brainstorm new ideas. The new and unique products we find

our selection and run the boxes out of town.”

at the Markets, keep our customers coming back for more.”

A Fresh Perspective

Future Plans

“Our Orgill sales representative helped us find ways to

“Orgill’s Markets aren’t just about pricing and programs. We

enhance our selection and freshen up categories that had

were inspired to remodel our register area and front end of

lost their luster.”

the store based on a concept store we saw at the Market.”

Starrett Combination Squares Watch how many ways to use a combo square! www.starrett.com/ u?ex082115

Invented by our founder, Laroy S. Starrett in Athol Massachusetts, the combination square was our first product and continues to be a valuable tool in any craftsman’s workshop.

Your name depends on ours...

Today, our brand is considered to be the best available. We also offer a range of solid squares, tri-squares, specialty products and accessories that offer the same exceptional quality as our combination squares.

What company provides quality and value?

The Starrett combination square has been manufactured in America since 1880 starrett.com

Innovation Rules