Hardware Retailing June 2022

Go Beyond Basics

Evolving Education

With Employee Training

Page 28

Retailers Pick This Year’s Must-Have Products

Page 20

Cultivate the Right Mix for Farm, Pet and Ranch Page 40

“We’ve been in this industry for 46 years, we pride ourselves on carrying inventory that you can’t get at the “big box stores”, it’s one of the things that sets us apart.”

“We consider ourselves experts in old school quality and service, carrying Midwest allows us to provide our customers with an outstanding selection of quality fasteners.”

Exceeding Expectations. One Fastener Destination at a Time!

HEADQUARTERS

1025 East 54th St. Indianapolis, Indiana 317-275-9400

NHPA@YourNHPA.org YourNHPA.org

OUR MISSION

The North American Hardware and Paint Association (NHPA) helps independent home improvement and paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

Jared Smith, Jared’s Ace Hardware, Bishopville, South Carolina

EXECUTIVE VICE CHAIRMAN

Craig Bond, Tommy’s Paint Pot, Eugene, Oregon

DIRECTORS

Alesia Anderson, Handy Ace Hardware, Tucker, Georgia

Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri

Ned Green, Weiders Paint & Hardware, Rochester, New York

Scott Jerousek, Farm and Home Hardware, Wellington, Ohio

Ryan Ringer, Gold Beach Lumber Yard Inc., Gold Beach, Oregon

Jackie Sacks, Round Top Mercantile Co., Round Top, Texas

SECRETARY-TREASURER

Bob Cutter, NHPA President and CEO

STATE & REGIONAL ASSOCIATIONS

MIDWEST HARDWARE ASSOCIATION

Jody Kohl, 201 Frontenac Ave., P.O. Box 8033 Stevens Point, WI 54481-8033

800-888-1817; Fax: 715-341-4080

NHPA CANADA

NHPA CANADA

Michael McLarney, +1 416-489-3396, mike@hardlines.ca 330 Bay Street, Suite 1400 Toronto, ON, Canada M5H 2S8

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES

CIRCULATION DIRECTOR

Richard Jarrett, 314-432-7511, Fax: 314-432-7665

COMING IN JULY

Young Retailer of the Year

Each year, the North American Hardware and Paint Association identifies and promotes the next generation of aspiring independent home improvement and paint retailers through the Young Retailer of the Year recognition program. This award recognizes retailers 35 years or younger in the U.S. and Canada who have shown exemplary service to their operations and their communities. Next month, meet this year’s honorees and see what makes their experiences extraordinary.

Hardware Retailing (ISSN0889-2989) is published monthly by the North American Paint and Hardware Association, 1025 East 54th St., Indianapolis, IN 46220. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.

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

POSTMASTER: Send address changes to Hardware Retailing P.O. Box 16709, St. Louis, MO 63105-1209.

All editorial contents © 2022 North American Paint and Hardware Association. No editorial may be reproduced without prior permission of the publisher.

REPRINTS: For price quotations, contact the Editorial Department at editorial@YourNHPA.org. Printed in the U.S.

EDITORIAL, DESIGN & PRODUCTION 317-275-9400, editorial@YourNHPA.org

COMMUNICATIONS & CONTENT MANAGER

Melanie Moul, mmoul@YourNHPA.org

PRODUCTS & DIGITAL EDITOR

Hans Cummings, hcummings@YourNHPA.org

ASSOCIATE EDITOR

Lindsey Thompson, lthompson@YourNHPA.org

ASSOCIATE EDITOR

Carly Froderman, cfroderman@YourNHPA.org

SENIOR DESIGNER

Aubrey Smith

GRAPHIC DESIGNER

Autumn Ricketts

DIGITAL MEDIA SPECIALIST

Kevin Trehan

PRODUCTION MANAGER

Austin Vance

SALES & PRODUCTION ASSISTANT

Freda Creech

MARKETING & COMMUNICATIONS

EXECUTIVE DIRECTOR, INNOVATION & ENGAGEMENT

Whitney Daulton

MARKETING MANAGER

Julie Leinwand

NHPA SALES

FIELD SALES MANAGER & SOUTHERN SALES DIRECTOR

Scott Gilcrest, sgilcrest@YourNHPA.org, 317-508-7680

MIDWEST SALES DIRECTOR

David Brodowski, dbrodowski@YourNHPA.org, 440-520-9551

NORTHEAST, NORTHWEST & CANADA SALES DIRECTOR Jordan Rice, jrice@YourNHPA.org, 217-808-1641

EXECUTIVE STAFF

PRESIDENT & CEO

Bob Cutter

CHIEF OPERATING OFFICER & PUBLISHER

Dan Tratensek

CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES

David Gowan

MEMBER SERVICES & TRAINING 800-772-4424, NHPA@YourNHPA.org

DIRECTOR OF MEMBER SERVICES & EVENTS

Katie McHone-Jones, kmchone-jones@YourNHPA.org

TRAINING MANAGER & EDITOR Jesse Carleton, jcarleton@YourNHPA.org

RETAIL ENGAGEMENT SPECIALIST

Renee Changnon, rchangnon@YourNHPA.org

DATA & INFORMATION COORDINATOR Natalie Harris

EXECUTIVE DIRECTOR, PAINT & DECORATING PROGRAMS

LeAnn Day, lday@YourNHPA.org

EXECUTIVE DIRECTOR, ADVANCED RETAIL EDUCATION PROGRAMS

Scott Wright, swright@YourNHPA.org

DIRECTOR, ORGANIZATIONAL DEVELOPMENT & CONSULTING

Kim Peffley, kpeffley@YourNHPA.org

Specifically designed to grow your business, the PRO Hardware and Farm Mart programs provide the advertising, marketing and merchandising services you need so you can focus on reaching your goals. Expert teams create and manage print ads, mobile resources and digital tools so you can dedicate more time to customers, employees and meeting the needs of your community. The PRO Hardware and Farm Mart programs are also customizable, efficiently allowing you to use the tools that work and that matter the most for your business.

Learn more about the PRO Hardware and Farm Mart programs by contacting Katie Westervelt, Advertising & Communications Manager, at 303.792.3000 or katie.westervelt@hdaworks.com

us online at www.prohardware.com or www.farmmart.com.

Stay Informed

Scan this QR code or visit hardwareretailing.com/june to read these stories and more resources for your operation.

OPERATIONS

Growth From the Inside

Training is necessary for your employees to be able to complete their specific jobs, and it is also an important tool to increase retention rates and recruit high-quality workers. Utilize the following resources to boost your current training and development programs and encourage growth in your staff.

How Others Do It

Discover key takeaways from the employee development programs of companies outside the home improvement industry that you can use to improve your operation’s training programs.

Training Must-Haves

No matter the size of your operation, learn the five aspects that should be a part of any successful training or development program.

Find More Stories Online

MARKETING

Hosting Help

Nikiski Hardware uses special events as an easy and effective way to connect with their customers and community. Discover best practices for hosting your own in-store events.

PRODUCTS

The Best of the Best

Take a behind-the-scenes look at the 2022 Retailers’ Choice Awards and learn how the panel of independent home improvement retailers picked their favorite products.

Scan the QR code with your smart phone or visit hardwareretailing.com/retailers-choice.

CATEGORY

Easy on the Eyes

Because the farm, pet and ranch department is vast and includes a wide variety of products, merchandising can be a challenge. Discover best practices for displaying these products so customers can easily shop the items they need.

EDITORIALLY SPEAKING CONNECTIONS

Send Melanie a Message mmoul@YourNHPA.org

Melanie Moul

“If you’ve been intending to invest in your team, this is your sign to take action. Good intentions don’t pay the bills.”

What Are You Intending?

MOST OF MY COMMUTE to and from NHPA headquarters is spent listening to podcasts and music that I can’t listen to when my son is in the car with me. It’s rare that I choose regular old FM radio, so I’d like to think that my decision the other day to not immediately turn it off was a little bit of kismet.

It’s the season in my area, maybe in yours too, when the local public radio affiliate makes its biannual call for donations. Usually these fundraising drives have the opposite effect. Interrupting traditional programming asking for money is like a door-to-door salesperson knocking as soon as you sit down to dinner. Stay quiet so they think no one’s home.

To be clear, I’m a big fan of public radio. To also be clear, I have never donated in support of my local station.

As I was letting the chatter go in one ear and out the other, one of the hosts said something that made me stop and listen. He said, “Good intentions don’t pay the bills.”

Over the last several years, we’ve talked to a lot of retailers who are testing unique solutions to boost morale, to say ‘thank you’ for hard work and to retain good employees. We’ve covered a lot of those solutions in the pages of this magazine, especially over the last six months. And this issue is no exception. On Page 28, we’re highlighting how Turkstra Lumber has made a comprehensive investment in developing its staff into high-performing, knowledgeable associates. One way they’ve made that investment is using online training programs available from the North American Hardware and Paint Association (NHPA). From basic training and leadership development to advanced programs, the NHPA Academy for Retail Development has solutions for any level of employee at any size operation.

If you’ve been intending to invest in your team, this is your sign to take action. Good intentions don’t pay the bills, train the staff or keep people engaged. You can learn more at YourNHPA.org/academy or reach out to Member Services to find the right solution for your business at nhpa@YourNHPA.org.

Now, let me go make a pledge to my local public radio station, like I’ve always intended.

Melanie Moul Communications & Content Manager

Tratensek

TAKING CARE OF BUSINESS

“After we went through the DiSC profiling, it opened my eyes as to how different people like to contribute to goals in diverse ways.”

Becoming a Self-Aware Leader

IT’S KIND OF CHILD PSYCHOLOGY

101 THAT , as we mature, we become more self-aware. When we are infants and toddlers, we don’t quite understand that the entire world is not there to provide for our needs.

Hopefully, as we grow older we begin to understand that we are just part of the larger world and everyone around us has their own motivations, needs and ambitions.

I say this because I think this self-awareness is also part of the process of becoming a better leader.

I have been managing people and projects for the better part of a quarter century, but I distinctly remember the first half of my management career when I approached most situations like a toddler. For example, any meeting that I was a part of, I viewed as an opportunity to “win” the meeting. This meant outtalking and outperforming everyone else in the room. I would look at the other folks who didn’t talk or “try to win” the meeting as if they were not engaged.

I fully believed that everyone would approach meetings the same way I did. It took me the better part of a decade to figure out this wasn’t the case.

What opened my eyes?

About 15 years ago, the management team at the North American Hardware and Paint Association began engaging in leadership and communication classes, and one of the first tools we used was the Everything DiSC ® assessment. DiSC is the leading personal assessment tool to understand and improve work productivity, teamwork and communication.

After we went through the DiSC profiling, it opened my eyes to how different people like to contribute to goals in diverse ways. They like to communicate with different styles, and they like to be challenged and rewarded in various ways.

My mind was blown.

Seeing the results of this study and where the other members of our team fell on this scale allowed me to better understand how we could work together and bump heads less.

In today’s environment, where retailers are trying to get the most out of their employees and build high-functioning teams, going through this kind of process can be a critical starting point to moving forward.

This is also why DiSC profiles are an important part of NHPA’s Foundations of Leadership program and our consulting efforts.

If you’d like to learn more about how DiSC can set the stage for your professional growth (and maturity), I encourage you to go to YourNHPA.org/team-training.

At the least, DiSC can teach you more about your team, but at best, it will also teach you something about yourself. I know, I learned a lot from it.

Dan M. Tratensek Chief Operating Officer & Publisher

As Do it Best continues to introduce many innovative new programs unique to the industry, our goal will always be the same — to help you grow and achieve your dreams. A complete store design program overhaul is just one of the many examples, combining modern style, bright open floor plans, and engaging displays to create a superior customer experience. Add a wide range of products and resources with the flexibility to run your business your way, and you see why Do it Best is the first, best, and only choice to move your business forward.

Embrace what Do it Best can do for you. Join the thousands of Do it Best members who feel like they are our only member.

RESEARCH

Numbers You Should Know

Participation in the Cost of Doing Business Study is free, easy and confidential. Visit YourNHPA.org/codb.

RESEARCH

Benchmark Your Business

To learn more and participate in the 2022 Cost of Doing Business Study, visit YourNHPA.org/codb

THE TIME IS NOW to identify new financial opportunities for your operation. The deadline to participate in the North American Hardware and Paint Association’s (NHPA) 2022 Cost of Doing Business Study is June 30. The Cost of Doing Business Study delivers data and insights that allow retailers to increase their profits and strategize for the future—and includes information from hardware stores, home centers, lumberyards and paint and decorating outlet retailers.

For your participation in the study, you will receive a free copy of the study ($499 value), a personalized financial analysis with your company’s financial results compared to industry averages, a what-if scenario generator to calculate how small changes can make a big impact and your company’s financial ratios and other financial metrics.

OPERATIONS

Are You Looking to Sell? Valuation Is the First Step

Get started with a valuation or learn more about the NHPA Retail Marketplace at YourNHPA.org/marketplace

ARE YOU LOOKING TO SELL your business, but you don’t know where to start? NHPA has launched a new service to help home improvement owners looking to sell their businesses. Gary Pittsford, CFP®, partner and chief valuation officer of Castle Valuation, a division of Creative Planning, can help guide you through the valuation process as a first step. This new service complements the existing NHPA Retail Marketplace seller listings.

“The No. 1 issue I hear when a retailer approaches me about selling their business is that they don’t have any idea what their business is worth. We wanted to help solve this problem in an economical way, which is why we partnered with Gary Pittsford, the face of valuations in the home improvement industry,” says Dave Gowan, NHPA chief financial officer and executive vice president of business services. “Valuing a business is one of the first steps—and is the most important step—in selling a business.”

What is the NHPA Retail Marketplace? NHPA frequently receives inquiries from retailers who are looking to sell their stores, those who are looking to acquire additional stores and those who are looking for key talent in a challenging employment landscape. We created the Retail Marketplace to give operators a cost-effective way to advertise their businesses for sale, their interest in buying or open job positions.

You should know what your business is worth. Our Valuation + Seller Listing package will provide you with a business valuation and a seller listing on the NHPA Retail Marketplace where you can advertise your business to 40,000 independent home improvement retailers.

Get your Valuation + Seller Listing package today for $10,000. The price includes a valuation for a business with up to two stores and a public seller listing. For larger operations or private listing options, additional fees apply.

NHPA Retail Marketplace

List your business for sale through the NHPA Retail Marketplace to secure the next generation of ownership. Visit YourNHPA.org/marketplace.

EDUCATION

Retailers Receive NHPA Retail Management Certification Program Scholarships from STIHL Inc.

Read the full story online at hardwareretailing.com.

EIGHT HOME IMPROVEMENT RETAILERS recently graduated from NHPA’s Retail Management Certification Program (RMCP) after they each received a $5,000 scholarship to attend the leadership program from Virginia Beach-based STIHL Inc.

The college-level program teaches future leaders within the independent home improvement retail industry advanced retail management and leadership skills that will help them further their careers.

“We’re delighted that STIHL provided these scholarships for students to attend RMCP,” says Scott Wright, executive director of NHPA’s Advanced Education Programs. “This is just one of the many ways they continue to support the future success of the independent home improvement retail channel.”

STIHL will be providing scholarships for the 2022 RMCP class that begins in July. For information about the program or scholarship opportunities, visit YourNHPA.org/rmcp.

SHOP

Get Swaggy W

Get Swaggy With It

The NHPA store has added ne adcusto designs. Stock up on merch a

new and customizable shirt at YourNHPA.org/shop

THE ONLINE NHPA ST O new and customizable designs g f T-shirt offerings. Retailers can shirt designs with their own sto front and a fun graphic on the Outfit your team or stock you home improvement-themed de h tailored toward industry profes and the youngest members of th Choose from adult T-shirts, ha totes or toddler and baby shirts

STORE has added to its range of now customize store logos on the back. your shelves with designs that are professionals, DIYers their families. Choose from adult T-shirts, hats, mugs and and onesies.

EDUCATION

Explore Free Educational Offerings

Visit YourNHPA.org/training for Train the Trainer, Trainer’s Toolbox and other free tools for home improvement retailers.

TRAINING

Are You in Need of Compliance Training?

Visit the NHPA Training Store at YourNHPA.org/training-store

DO YOU NEED an easy way to get your employees trained on specific compliance issues? Through a partnership with JJ Keller & Associates Inc., a trusted name in compliance training, NHPA offers online HR compliance and workplace safety training courses in some of the most common topics affecting home improvement stores. Courses are available for individual sale on the NHPA Training Store.

Available Courses

To see a full list of courses with descriptions, visit the NHPA Training Store.

• Back Safety

• Diversity and Discrimination (2 courses)

• Fire Extinguisher Use

• FMLA for Supervisors

• Forklift Training

• How to Prepare & Respond to an Active Shooter Threat (2 courses)

• Sexual Harassment Prevention Training (7 courses)

• Workplace Bullying and Violence (2 courses)

• Workplace Safety Basics (4 courses)

TRAINING

Improving Your Key Retail Metrics

Tools and resources for strategic planning and more are available at YourNHPA.org/operations

KEY RETAIL METRICS offer the best look at the trajectory of your business, and the good news is that there are ways you can have a direct impact on how those numbers trend. For example, invest in add-on sales training with your employees and you can boost your transaction size. Or, set up a loyalty program so you can create greater customer loyalty and encourage repeat traffic.

A focus on key retail metrics will aid you in meeting your goals, and NHPA has resources that can help you and your team understand and manage your key retail metrics.

Boost Your Key Retail Metrics. This booklet outlines a few important metrics along with suggestions for improving them. Use it as a training tool for new managers so they understand how they can impact profitability. You can also use this guide hand-in-hand with NHPA’s annual Cost of Doing Business Study to better understand how to use data in that report.

Financial Glossary. This guide is useful for any employee who wants to know more about the numbers that drive your business. Employees who understand the operational aspects of retail will be equipped to identify issues when they see them. Use it as a handy reference as you’re looking through financial reports or helping a new manager understand the business.

Leading Dealers Choose the Industry Leader.

For over 116 years, House-Hasson has been the wholesale hardware supplier of choice for the world’s most successful dealers. Why? Because we customize a store solution just for you.

Whether store set design and fixtures, point-of-sale, pricing and bar-coding, marketing and advertising, market feasibility demographics research, or digital merchandising and inventory control, we integrate it all for you, so that together, we can help you operate your store successfully in a world that’s changing by the hour. Supply chain issues? We have our own fleet of trucks and logistics systems so that we can deliver when others can’t.

Our industry experts work hard to ensure that we design and deliver the programs, products, and services that make you profits. And isn’t that what it’s all about? Join us.

TRENDS

RESOURCES

Deliberate Digital Marketing

Discover how to improve your online reach at hardwareretailing.com/digital-marketing

TRENDS

Hitting the

BACK-TO-SCHOOL TRENDS FOR 2022

ACCORDING TO THE National Retail Federation’s Annual 2021

Back-to-School Survey, 51 percent of K-12 and college shoppers begin shopping for the items they need as early as July. Make the grade by taking note of trending back-to-school items and the data about what people are buying.

Where Are They Shopping?

Electronics Rule

Back-to-school shopping has included a sharp increase in the purchase of electronic equipment in the past few years. Display electronics like mini fridges and microwaves front and center to establish your business as a school shopping destination.

SCHOOL STYLE

PARENTS’ POCKETS

Average amount 25-44 year olds spent on school supplies in 2021:

$1,006.17

In 2021, clothing and accessories comprised the second largest category of planned back-to-school spending, reaching $11.1 billion. If your operation sells clothing, merchandise your school products (backpacks, pencils, etc.) near your clothing department to create a consolidated shopping experience.

Product Selection

Need additional product selection assistance? Locating local school supply lists is a great way to tailor your store’s product selection to your customers and establish your operation as a back-to-school shopping destination.

SCHOOLS

Contact local schools and ask for that year’s supply lists. Be sure to merchandise products for all age groups.

TEACHERS

Directly contact local teachers and ask for their supply lists or locate their Amazon wish lists. Advertise to your community that you have all the products on the lists in stock and ask them to support local instead of big-box stores or Amazon.

ACTING ON IMPULSE

Highlight fun products, like fidget toys or colorful pencil pouches, and basic supplies, such as pencils and pens, near checkout registers This practice boosts impulse add-on sales and creates a conversation about your operation in relation to school shopping.

Source: Annual 2021 Back-to-School Survey, National Retail Federation and Prosper Insights & Analytics.

PRODUCTS

Retailer Recommendations

Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and reasons why you love it.

2022

Round of the

For the past 56 years, the Retailers’ Choice Awards have shared insights from independent retailers on the best products on display at the National Hardware Show.

The awards, presented by the North American Hardware and Paint Association during the show in Las Vegas, honor manufacturers for their innovation.

The Retailers’ Choice Awards differ from most award programs in that they rely on the opinions of actual retailers who know what their peers need in a product to attract customers. The judges were all independent home improvement retailers who walked the show floor and selected products they felt were unique and interesting.

Retailers’ Choice Awards

NEW INNOVATIONS FOR SUMMER PRODUCT MIXES

This year’s panel included:

• Diana Newton, Bay Hardware Store

• Jay Donnelly, Flanagan Paint & Supply

• Coreen Pierce, Koopman Lumber Co.

• Alexandria Lavaroni, Treat’s General Store

• Cory Rhynehart, Milton Hardware & Building Supply

• Ned Green, Weiders Paint & Hardware

On the following pages, discover which products retailers felt had the most potential to excite customers and boost sales in their operation.

A Constructor Engineering Sets

The Constructor Engineering set line helps hone children’s STEM skills while simultaneously providing them a great time. Constructor Engineering sets can enhance the STEM skills of critical thinking, spatial awareness, problem-solving, innovation, adaptability and more.

RED TOOLBOX | red-toolbox.com

B Infrared Gazebo Heater

The Westinghouse™ HEA-21568 hanging water-resistant gazebo infrared heater uses clean and odorless infrared technology so it is completely safe for family, friends and relatives. The heat can be adjusted to 700 or 1500 watts, and it features LED ambient lighting and has a remote control. The HEA-21568 is ideal for gazebos, patios, balconies, workshops, garages and more. It uses standard 110V, 60Hz household electricity and has a 5,000-hour life expectancy.

EBI DISTRIBUTION | westinghouse-ebi.com

C Pellet Heater Griddle Top

The griddle top for Timber Heaters allows users to cook their favorite meals and enjoy the ambiance of a wood fire all at once. The griddle is another accessory that accompanies Timber Stoves’ one-of-a-kind gravity fed pellet heaters. It features easy on and off for storage and portability and over 400 square inches of cooking area. Users can prepare party-sized meals and keep their guests warm and fed. The griddle top is made in the U.S.

TIMBER STOVES | woodpelletproducts.com

D Mosquito Trap

The Enoz Trap N Kill A-G-O Mosquito Trap works by imitating a breeding spot for mosquitoes. The design allows mosquitoes to enter the chamber where they will be unable to escape due to the metal screen and sticky trap inside. It controls mosquitoes that may carry West Nile virus, Dengue Fever, yellow fever and Chikungunya. Trap N Kill A-G-O Mosquito trap offers season-long mosquito control.

WILLERT HOME PRODUCTS willert.com or 800-325-9680

E Solar Powered Portable Battery

The Lion Safari LT™ is a portable lithium solar generator that can power a variety of devices like phones, computers, lights, grills, CPAP machines and more. It can be recharged in just over three hours from the wall using the fast charger, from the sun using solar panels or even using a vehicle’s 12V output. It is lightweight, weighing just over 10 lbs, and has 1000+ life cycles with 500W output.

LION ENERGY | lionenergy.com

F Stemmed Glassware Holder

The wineGrasp® is a stemmed glassware holder that solves the problem of where to set a top-heavy stemmed glass when the hands need to be free to Grasp the Good Times™. The sturdy spring and rubber padded grips allow wineGrasp to firmly grip surfaces up to 1 inch thick and safely hold a glass with 10 ounces of fluid. The wineGrasp is made in the U.S. and works with wine, martini and margarita glasses and even champagne flutes.

WINEGRASP | winegraspco.com

G Portable Sawhorse

BORA Tool’s Speedhorse™ is the ultimate upgrade for job sites, workspaces or workshops. With quick-deploy and quick-collapse legs, set up and tear down are instant. Each sawhorse has best-in-class weight capacity with support up to 1,500 lbs. Nonsequential leg folding lets workers fold in either leg first when closing. The longer top provides more length and more stability, and the pre-drilled holes allow workers to screw in a 2x4 as a sacrificial top, saving equipment from damage.

BORA TOOL | boratool.com

H Wing Seasoning

Fire & Flavor’s Wing Finishes are intended to be used after grilling chicken wings ‘naked’. Simply toss generously in a bowl while still hot. These award-winning products come in three flavors: Sea Salt & Vinegar, Lemon Pepper and Georgia Q. FIRE & FLAVOR fireandflavor.com or 866-728-8332

Wheelbarrow Garden Tray

The Burro Buddy is an organizational garden tray that sits on 4-, 5- or 6- cubic foot wheelbarrows. It holds long handle tools, short handle tools, drinks and even has a water-resistant compartment for cell phones. The Burro Buddy keeps tools organized and in one place so workers make fewer trips going back and forth. It is made in the U.S.

THE LITTLE BURROS | littleburros.com

Hose Bib Faucet Handle

Faucet Grip attaches quickly and easily to any existing latticework or “T” type hose bib faucet handle. It provides leverage so that anyone can tighten the faucet to eliminate wasteful leaks or turn the water back on. Faucet Grip makes a great gift for people with small, weak or senior hands, arthritis or other disabilities or even just wet hands.

FAUCET GRIP, INC. | faucetgrip.com

DIY and Pro Installed Gutter Guards

Gutterglove is an innovation company focused on products, programs and technology for the home improvement space. They manufacture the Nation’s Most Trusted Gutter Guards® made with stainless steel micro-mesh that can filter out even the finest debris. Gutterglove has patents for its advanced technology such as the trough that maximizes water filtration and the v-bend design that creates rigidity throughout the guard. Gutterglove is the leading gutter guard in its category with 180,000+ reviews.

GUTTERGLOVE | gutterglove.com or 877-662-5644

Isolation Valve

The Easyfit Isolator is a quick-fit, permanent plumbing isolation valve for pressurized systems. There’s no need to shut down an entire system to work on a single fixture or section of pipe. Just clamp, cut and isolate.

EASYFIT ISOLATOR USA | easyfitisolator.us

Solitary Bee Hive

The Solitary Bee Hive is one of Wildlife World’s best-selling and most exciting wildlife-friendly products for the garden. Each of the hole sizes of this bee habitat has been specifically designed for solitary bees like the Mason Bee. Built from durable, sustainable timber, its stacking trays can be opened and inspected, giving you a glimpse into the secretive world of these friendly, nonswarming bees that are vital to the pollination of our backyards, trees and community vegetable gardens.

WILDLIFE WORLD | wildlifeworld.co.uk

Dashboard Phone Mount

This Apple® MagSafe® compatible dash kit allows drivers to mount and secure MagSafe iPhones onto car dashboards for hands-free viewing, providing a secure magnetic hold with smooth 360º rotation. The Dash Kit includes an Orbiter Plus Magnetic Socket, dash mount and optional metal ring. The Orbiter Plus Magnetic Socket is specially designed to align with the magnets inside MagSafe iPhones, cases and chargers and features a powerful neodymium magnet and silicone center.

NITE IZE | niteize.com

PRODUCTS See More Products

To stay informed about new innovations and trends, subscribe to the twice monthly Hot Products newsletter at hardwareretailing.com/subscribe

Gate Lock

YARDLOCK’s Gate Lock features an easy-to-use no-battery system. It can be opened from both the inside or the outside of the gate. The protective latch cover prevents people from reaching over the fence to easily operate the latch, and it can double as a key box for a house’s spare keys. Gate Lock is weather-proof and won’t freeze or rust. It can be installed on wood or vinyl posts of various sizes.

YARDLOCK CORP. yardlock.com or sales@yardlock.com

For outstanding value and performance, dependable D-L products can’t be beat. We don’t stop here. Dutton-Lainson Company has sales and merchandising programs to increase profits – including competitive pricing, attractive margins, smart packaging and more.

Corner Connector

The Simpson Strong-Tie® APRTC2 corner connector is uniquely designed to install easier and stronger than angled fastening. Manufactured to high-quality standards to ensure solid performance, this connector features ZMAX® galvanization with a black powder-coat finish for added corrosion resistance. As part of the Outdoor Accents® Accessories line, this decorative hardware connector can be used with either the Mission Collection® or Avant Collection™, as well as separately to add flair to any outdoor project.

SIMPSON STRONG-TIE | strongtie.com or 800-999-5099

PRODUCTS

Retailer Recommendations

Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and reasons why you love it.

Seed Ball Kit

Make up to 20 seed balls with Modern Sprouts’ Seed Ball Kits. They include all the essentials needed to make up to 20 nutrient-rich seed balls, along with planting instructions for starting a bountiful garden.

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Insect Bite Relief

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Portable Disposable Grill

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Outdoor Pizza Oven

Perfect for the backyard or on the go, the HALO Versa 16 Outdoor Pizza Oven provides an excellent outdoor cooking experience. Through innovative design, it features a patent-pending dual burner system, a battery-powered rotating cooking stone, a hinged lid and a hook up for either a 1-pound or 20-pound propane tank.

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Propane Cylinder & Exchange Program

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The industry’s marketplace for buying and selling independent home improvement businesses and posting jobs.

BUSINESS FOR S A LE

Hoosick True Value

Location: Hoosick Falls, New York

Gross Revenue: $1.26 million

Price: $1.875 million

This opportunity offers a turnkey sale of a general hardware operation located in northeastern Rensselaer Co., New York. The business serves five towns, southwestern Bennington Co., Vermont, and 25 miles east of Troy, New York

BUSINESS FOR SALE

Private Business

Location: Alabama

Gross Revenue: $2.21 million

Price: $649,000

SEEKING BUSINESSE S

The Aubuchon Company

For our next acquisition, we are looking for :

• Single-store and multi-store hardware operations

• Located in northeast and southeast United States

• Store size of 5,000-30,000 ft2

• At least $3 million in average store sales

SEEKING BUSINESSE S

Bolster Hardware

We are looking for:

• Geography agnostic

• With or without real estate

• Store revenues of $1.5M+

• We prefer to honor the family name and heritage in the local community by not changing the name

• We prefer to keep all employees as part of the acquisition

To

Outside the Industry

Discover key takeaways from the employee development programs of three well-known companies at hardwareretailing.com/outside-development

Goals

WHY YOUR OPERATION NEEDS EMPLOYEE DEVELOPMENT Growth

BY LINDSEY THOMPSON SPONSORED BY

n the human body, atrophy occurs when a person does not use a muscle for a period of time, resulting in limited or lost function. Atrophy of sorts can also occur in the workplace; when employees aren’t working toward goals and continually growing in their roles, they can become complacent and inefficient. Employee development and training programs are crucial to keeping your employees engaged, growing and learning. They also help retain quality employees, improve customer service and add to your operation’s bottom line.

Studies show that employees want to grow, but companies are not providing the right training tools. A study from PwC found that 74 percent of workers are ready to learn new skills or retrain to remain employable in the future. In Axonify’s 2021 Annual Global State of Frontline Work Experience Study, nearly 20 percent of respondents reported rarely or never receiving additional training, and 36 percent only take part in training during big job changes. Less than half of respondents had access to programs to develop career advancement skills even though more than one-third had requested it.

LIVE LEARNING

The Build-It-Better Program, which offers in-person, hands-on training, is part of Turkstra Lumber University.

While new employee training is necessary for incoming staff members to learn the standards in your operation and to be able to fulfill their job duties, additional programs that go beyond introductory training can result in more satisfied and productive employees. Training and development programs show employees you are invested in their careers and you want to see them grow and succeed.

No matter the size of your operation, advanced training and development should become a part of your business strategy. To help you get started, Hardware Retailing shares best practices from Turkstra Lumber on managing a successful employee development and training program.

Training to the Core

Employee development and training has been a part of the Turkstra Lumber company culture since its inception. A Dutch immigrant, Peter Turkstra Sr. arrived in Burlington, Ontario, in 1927 and in 1940, he opened Turkstra Construction.

A decade later, Turkstra secured a loan to open his own lumberyard, and in 1953, the first Turkstra Lumber location opened on Wentworth Street in downtown Hamilton to provide building supplies to local customers.

Since then, the operation has seen large growth and now includes 11 retail locations and five specialty divisions, employs more than 250 people and has evolved its approach to training over the last six decades, says Matthew Presz, retail sales manager.

About 10 years ago, Turkstra Lumber’s leadership team was looking to improve its existing training programs and launched Turkstra Lumber University (TLU). TLU elevated the current training programs, adding a mix of courses that each culminates in a certification similar to a college program, Presz says.

Prior to TLU, all of the training programs were specific to their functions, such as point-of-sale system and sales training or safety certifications, Presz says. Now, every training piece falls under the TLU umbrella, including the mandatory orientation training every employee takes when they start at Turkstra Lumber.

TLU courses focus on training sessions for the building industry and are open to all Turkstra Lumber employees. Contractors and construction professionals are also welcome to take courses from TLU to earn the same industry certifications.

“Some contractors will send their teams to our training, which is another great touchpoint and a way for our company to connect with them and introduce them to the products and services Turkstra offers,” Presz says. Programs under TLU include specific product training, called Build-It-Better, installation training with access to a professional installer designation from major vendors and region-specific safety training and certification.

“The Turkstra family wanted to provide a very safe environment and world-class customer service for our employees and customers,” Presz says. “Reaching that level requires many hours of training and education to get it right, but the end result is being able to provide a higher level of service. Turkstra Lumber University has allowed us to achieve those goals.”

Currently, TLU offers training in six product categories under the Build-It-Better program, including fence and deck; trim; interior doors and hardware; siding; windows and exterior doors; and garages, sheds, barns and steel.

Once a student completes a course in a product category, they are considered an expert in that category and earn the designation of coach. Each course completion also comes with an hourly wage premium.

“If an employee is willing and eager to provide a higher level of service to our customers and advance within the company, we want them to accumulate Build-It-Better product category certifications,” Presz says. “With our hourly wage premiums, our employees are incentivized to master certain product categories, which ultimately provides more value to our customers, and employees in turn earn higher wages.”

Training Program Tips

No matter the size of your operation, learn the top five components your training programs should include at hardwareretailing.com/training-tenets

PRO KNOW-HOW

“Our employees are incentivized to master certain product categories, which ultimately provides more value to our customers, and employees in turn earn higher wages.”

—Matthew Presz, Turkstra Lumber

All of the courses are voluntary, and employees can take courses whether they are a brand new employee or veteran staff. Company managers will often recommend employees to participate in TLU if they think the employee would be a good fit for a certain training program, Presz says.

“The sky’s the limit on the number of courses they can take,” he says. “If you’re willing to become an expert, you should be compensated accordingly. If you’re a master of six product categories, you’re worth the additional wage we’re paying you.”

Reaping the Benefits

When it was first conceived, the leadership team at Turkstra Lumber envisioned that

TLU would be managed by the human resources team. The program grew and evolved quickly, so the company invested in a full-time training coordinator, promoting Shari Reaume from within. Health and safety coordinator Marianne MacDonald also joined TLU for new employee orientations and safety training.

Recently, Mike Rabjohn, manager of the customer service branch and Build-It-Better training, has been responsible for launching additional Build-It-Better Course Certifications, part of the overall TLU vision.

“The training role is shared so that we can leverage expertise from multiple parts of the business. It is not an easy role to hire for, which is why we have always promoted internally,” Presz says.

Choose the Right Tools

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From our signature High-Strength Concrete to specialty repair mixes like Fast-Setting Cement Patcher and resurfacing mixes like Flo-Coat, Sakrete products are built on a commitment to quality, performance and superior support for our dealers and your customers.

In addition to world-class products, Sakrete also invests heavily in the tools, knowledge and resources your team needs to be successful. From national marketing campaigns designed to build brand loyalty to our extensive library of Project Pro Tips “how to” videos created to help every job go right to in-the-store training and merchandising to help your team sell concrete like pros, we’re here for our independent partners 24/7/365.

For better products, superior availability and the support your team deserves, it’s time to make the switch to Sakrete.

Learn more about the strength of Sakrete at sakrete.com/dealer

5 Tenets for Successful Training

Whether your employee development program is large or small, here are five aspects that should be a part of any training process to help your employees grow.

1 2 3 4 5

Clearly defined goals. Let employees know what they are expected to learn and take away from training.

User-friendly channels. Whether online or in-person, make the training easy to follow and engage with.

Frequent feedback. Don’t wait until the end of training to let employees know how they’re doing; provide consistent reviews so they can improve as they go.

Engaging content. Even the most dull topics can be more engaging with well-written and presented content.

Buy-in from leadership. Involve owners and managers in the training process so employees can see their leaders are engaged and believe training is important.

“We want to be sure we’re creating a program that can be done in a reasonable amount of time and still provide our staff with the expertise they need to provide that extra value to our customers.”

—Matthew Presz, Turkstra Lumber

The company adds new training programs based on industry and internal needs, health and safety concerns, recent events, the addition of a new product line or simply to raise the bar on customer service and experience. One of the biggest challenges the program faces is the creation of each training program because of the time and effort involved and the difficulty in achieving the right level of detail necessary for each course to be successful, Presz says.

“It can be a challenge to find the right amount of detail,” he says. “We want to be sure we’re creating a program that can be done in a reasonable amount of time and still provide our staff with the expertise they need to provide that extra value to our customers.”

Getting a new program in place can take as little as a few weeks up to a full year, depending on whether the company chooses to outsource any of the training courses.

Presz says the company has been able to overcome the challenges of creating new training by adopting a team effort approach. The company has a “power team” that meets together in-person and over Zoom to curate the information needed for each course and to make sure the information is vetted by external industry experts when required.

In spite of the challenges, TLU has yielded positive outcomes for the company. Presz says the employees feel more empowered and are earning higher wages after completing training courses, which leads to better employee retention and allows Turkstra to recruit higher-quality employees. Turkstra is transparent in the wages employees can earn; the company created a wage grid that shows how much in additional wages an employee can earn for completing courses.

“When employees know they have the ability to advance their careers and also make more money, while providing greater service to customers, everybody wins,” Presz says.

“We can always raise the bar in the industry, and that is exactly what we are doing.”

—Matthew Presz, Turkstra Lumber

“Many times when you’re in a retail role, you don’t always know when you’re going to get a wage increase, you just go along hoping you’re doing a good job and will eventually make more money. Our employees know that if they do A and B, they’ll get X amount more money. Our employees know they can bank on it.”

Currently, TLU is undergoing major improvements in the product category training under the BuildIt-Better program, continually investing in those categories and looking to raise the bar with the highest quality training.

Presz says the company plans to add two more Build-It-Better categories, general home renovations and basement renovations, by the beginning of 2023. Other improvements include adding more hands-on, practical experience that relates to the challenges customers face and creating additional videos to show step-by-step expertise.

“We can always raise the bar in the industry, and that is exactly what we are doing,” Presz says.

The addition of TLU to the Turkstra Lumber family also fits into the company’s culture of investing in their employees and treating employees as family. The company experiences little turnover with employees who are proud to have been with Turkstra Lumber for 20, 30, 40 years and longer.

“Turkstra Lumber University is a boost to morale. People enjoy helping each other earn more money and better help customers, truly everyone wins,” Presz says. “Our customers are getting more value by being able to come into our stores and talk to a certified coach, employees are happy because they are learning and earning more and the company continues to grow.”

COMPANYWIDE GROWTH

RETAILER

Modern Pioneers

Nikiski Hardware Paves the Way as a Community Hub

BY LINDSEY THOMPSON

PODCAST Where It Started

NHPA’s Renee Changnon spoke with some of the owners of Nikiski Hardware & Supply on Episode 12 of her podcast, “Tell Me More…” Listen now at YourNHPA.org/tmm-pod

ikiski, Alaska, is one of those towns that is quintessentially Alaskan, and while the town is home to just 4,316 residents and has no stoplights, it is a thriving community with deep roots.

One family has been a part of the town’s tapestry since homesteaders settled the land and Alaska became a state, and they continue to keep their family and the town’s history alive. These modern-day homesteaders run the town’s only hardware store, Nikiski Hardware & Supply, which provides the products residents need and serves as a community hub.

The store opened in October 2019, and is owned and managed by six family members, Louis and Stacy Oliva, their daughter Amber Douglas and her husband Jon Douglas, the Olivas’ other daughter, Jakie Oliva, and John Quick, whose wife is a cousin to the Olivas.

Nikiski had been home to a small hardware store for about 30 years, but when the owner passed away, the family shut the store down. Quick says he and his family members decided to open up a hardware store because they were tired of driving to the next town for a two-by-four or nails.

“A hardware store is one of those essential pieces of a town and we wanted to bring that back to Nikiski,” Quick says. “We have deep roots in this community and want to see it succeed.”

Building a Business

Each of the six owners also own other full-time businesses outside the hardware store, and brought together their talents to open and manage the store.

“We’ve all dabbled in everything from owning a construction company to being an interior designer, from oil field services to online businesses,” Quick says. “We merged all of those skills together to make the store look cool, serve the construction industry, utilize online marketing and have connections in the oil field business who purchase supplies from our store.”

While working with family often gets a bad rap, Quick says all of the owners work well together, meeting about once a week to discuss business goals and operations.

“We decided early on that we weren’t going to take offense to things; we have a business to run and a community to serve,” he says. “If we didn’t have a business together, we would be friends, as well as family. The business is a bonus; it's not the anchor of our existence.”

While they all had experience owning a business, none of the owners came in with hardware experience. They partnered with their hardware wholesaler to determine the best product mix, which helped them get the store stocked.

The store currently has five employees, and Quick says they have been fortunate to have no issues hiring, receiving dozens of applications each time they announce a job opening.

“While there is a national workforce shortage, when we have job openings for part-time staff, we’re getting the who’s who to apply with us, and they are leaving jobs at big-box stores to come work for us,” he says.

Customer service is the No. 1 component of Nikiski Hardware’s company culture. Quick says the management team does not tolerate substandard customer service from their employees. Everyone on staff works to treat everyone with respect and in turn, hopefully receive the same respect from their customers.

“We give veteran’s discounts and have dedicated parking spots for veterans and moms with kids,” Quick says. “Instead of just talking about these things to show respect, we actually go and do them. A lot of people talk about how they want to be kind to others, but we go and create a parking spot in the front for them.”

“We try to make our marketing an extension of who we are as people, positive and affirming.”

—John Quick, Nikiski Hardware

Even the company’s marketing strategy aligns with their culture of family and respect with a focus on being positive. The owners want the Nikiski Hardware brand to be something people want to be a part of and get behind.

“Our brand strives to be an authentic arm of who the owners are naturally. If you were to meet us, the last thing we want to talk about is trying to get you to buy a hammer at our store; we’d rather talk to you about our community and the cool things going on,” Quick says. “We try to make our marketing an extension of who we are as people, positive and affirming.”

Making It Work Remotely

See how two other hardware retailers have created successful operations in remote locations in the U.S. at hardwareretailing.com/remote-locations

“We do these events with no hidden agenda of wanting people to buy a bunch from us; we do them to serve the community and to have fun. We love our community, and this is a tangible way to show our love.”

—John Quick, Nikiski Hardware

Building From Scratch

Nikiski Hardware & Supply also had to build the physical part of the business—buildings and products— from the ground up. Jon Douglas, who is a master craftsman, built the physical store with his brother, who also now works at the store. Amber, Stacy and Jakie provided the vision for the look of the store and took over the design piece of the building. The original building had no heat and running water, so Quick says they had a blank slate to work with when putting together the store. The owners decided to take a nostalgic approach and honor the homesteading history of their family and the town.

The store is full of reclaimed wood from the homes, barns and buildings the original homesteaders built in Nikiski. They added sheet metal for a rustic look.

“The materials come from the first people who lived in our town, which is a really cool connection to Nikiski,” Quick says.

Even the shelves are reclaimed wood because Quick says buying new shelving was cost-prohibitive. So, he sought reclaimed shelving and was able to find it for pennies on the dollar.

Along with building the physical business from the ground up, the owners have built a positive reputation in the area. The store stocks many items residents need, like tools, housewares and clothing,

and residents know they can rely on the owners to help out whenever they can.

“Someone can come into our hardware store and have one of the owners help them find what they need, and even have them go to their house and install it for free,” Quick says. “On days we’re closed, we’ll open the store if a customer has a pipe burst or some other emergency. They all know us in the town and will call us on our cell phones if they need something.”

When it came to stocking the store, the ownership team relied on their wholesaler’s expertise but also their own shopping experiences. When Nikiski didn’t have a hardware store, the owners would shop at the big-box store 30 minutes away and a hardware store 35 minutes away. They stocked their own store with products they need the most and some items residents can’t find anywhere else in town.

Quick recognizes that they cannot compete with the big-box prices on large home improvement projects, so the store focuses on providing the products residents need for smaller DIY projects. The store also caters to workers in the oil industry, selling items such as work boots and fire-retardant clothing.

Engaging Events

From the beginning, the owners decided they wanted the store to become a community hub. There were very few community events throughout the year, so they wanted Nikiski Hardware to be a spot where the community could gather for fellowship and entertainment. The store’s first events brought in over 500 people, more than 10 percent of the overall population of Nikiski.

Nikiski Hardware hosts an annual holiday event, Christmas Extravaganza, where it partners with local nonprofit Operation Children First to hand out Christmas gifts to kids and families. Event attendees can cozy up to the outdoor bonfire, make s’mores, go sledding on a specially made hill and take pictures with Santa’s reindeer. Kids can also visit and take pictures with the “real” Santa and receive a special surprise. Last year, one of the owners also organized several pop-up shops featuring local stores in the area so the adults could shop while the kids played.

“It was great to see kids tell Santa they wanted a big yellow Tonka truck for Christmas, and then we literally pulled out a big yellow Tonka truck for them right then

and there,” Quick says. “Last year, we were able to hand out around 450 gifts to kids. It was a blessing for us to be able to do this.”

Every Saturday morning, Nikiski North Star Elementary PE teacher Colby Way reads to kids and their parents at the store. The free book reading is recorded and posted on the store’s Facebook page. Nikiski Reads started during the pandemic, when there was no in-person school and the store owners were looking for a way to make a positive impact during a challenging time.

“Every adult has that one teacher they remember when they were a kid who impacted them in a big way. Mr. Way is that kind of teacher for our little school in Alaska,” Quick says. “He is always going above and beyond. He is the real deal.”

One week, children’s author Chris Van Dusen did a live reading of one of his books for the store. He ended up reading to every elementrary school in the district over Zoom wearing his Nikiski Hardware hat, Quick says.

Along with Christmas Extravaganza and Nikiski Reads, Nikiski Hardware & Supply hosts a summer car show, a farmer’s market and other events during the year.

“We do these events with no hidden agenda of wanting people to buy a bunch from us; we do them to serve the community and to have fun,” Quick says. “We love our community, and this is a tangible way to show our love.”

Looking Toward the Future

THE PLACE TO GO

Nikiski Hardware & Supply serves local residents by stocking a wide array of home improvement products and hosting family-friendly and fun events throughout the year, including a summer car show.

In the short time it’s been open, Nikiski Hardware has evolved from a simple hardware store to a community hub and local hangout.

Several months after the store opened, Jakie opened and now runs a coffee shop inside the store called the Olde Goat Cafe, named after one of her favorite pets.

The cafe serves coffee, sandwiches, soups, salads and baked goods and has a sitting area with tables and chairs for enjoying a hot cup of coffee on a cold Alaska day and time with friends and family. Customers can also purchase to-go sandwiches, wraps and snacks from the Grab + GOat fridge.

This fall, Nikiski Hardware & Supply will celebrate its third anniversary, and the ownership team looks to what’s next for the business. Quick says they want to continue doing what they’ve been doing, which is running a hardware store that focuses on customer service, provides the products residents need and serves as a community hub for Nikiski.

“We don’t have plans to open 15 stores; we have plans to keep doing what we're doing and keep on doing it well. If we can look back in 10 years and have accomplished those things, then I think we’re doing what we're supposed to be doing,” Quick says. “It’s simple, but it’s how we think about things.”

CATEGORY SPOTLIGHT

CATEGORY

Barn-Busting Sales

Gain more insights into successfully selling the farm, pet and ranch category at hardwareretailing.com/fpr-niches

IMPRESSIVE PRODUCTS

Family Farm Stores, located in Dumas, Texas, works hard to provide its customers with the specific products they need, increasing customer loyalty.

Saddle UP

TBY CARLY FRODERMAN

he farm, pet and ranch category can be broad, so to avoid being overwhelmed by what to stock in this vast category, catering to your local area is an easy way to get started.

TIPS FOR THE FARM, PET & RANCH CATEGORY

The first Family Farm Stores was opened by Patrick Ansel in Dumas, Texas, in October 1998. The son of a Nebraskan rancher who became a feed store owner, Ansel spent 16 years working for a chain of farm stores before opening his own 10,000-square-foot store on 2.5 acres of land. Ansel shared his insights with Hardware Retailing on how to create a successful farm, pet and ranch department in your own operation.

Seek Success

3 Selling Tips for the Farm, Pet & Ranch Category To Apply to Your Operation

Partner Up

High-volume demand for specific products initiated a system where Family Farm Stores purchases particular products from other independent stores that they sell in large volumes and vice versa, Ansel says. Family Farm Stores provides products like southern cedar and steel posts to operations in the area and purchases high volumes of feed from other close independent stores.

Add Animals

Consider the Customer

The majority of customers who visit Family Farm Stores’ are highly experienced and want specific products, like special fencing materials or tools, and adjusting the store’s product mix to fit the customer base has been a key aspect of growth, Ansel says.

“We can have the best price and the best service, but if we don’t have the right product, we won’t get the sale,” Ansel says.

Drive-Thru Success

A U-shaped driveway behind the store allows customers to pull in and have their feed loaded directly into their vehicles, Ansel says. It also allows feed to be kept off the salesfloor, freeing up retail space inside. This service simplifies the customer experience, increasing sales and customer loyalty.

3 Best Practices To Apply to Live Animal Sales in Your Business

Family Farm Stores has live chicks, ducks, geese and turkeys availabl e f purchase daily and hosts free puppy and kitten adoptions on Saturd a the margins are low and the upkeep is extensive, Ansel says the busi money through add-on sales. Plus, the presence of the animals make customers feel nostalgic and brings excitement to the young ones, h

Develop a strict schedule for staff to replace all food, water and shavi daily. Customers are less likely to purchase animals if their living con d are poor and animals will stay healthier in a clean environment. Keep it clean.

Moving live inventory out of your operation at a fast pace is imperative. As animals age and younger batches are ready for sale, offer deals to customers to move out the old and replace with the new. Deals are necessary.

Live animal sales have low margins, but trigger add-on sales like feed. Merchandise add-on products close to the live animals and make sure you customers can see you have everything they need to care for their new an Advertise add-ons.

available for Saturdays. While business makes makes adult he says. shavings conditions your animals.

OUTREACH

Share Your Stories

Send your merchandising tips, event recaps, employee morale boosters and other stories to editorial@YourNHPA.org CHECKOUTS

MARKETING

Art Meets Hardware

HARDWARE

MANAGER HOSTS IN-STORE ART CLASSES

AN ARTIST AND PAINTER, Jon Wisthoff is the store manager at Williston Ace Hardware & Flooring and wanted the residents of Williston, North Dakota, to have a local place to purchase art supplies. So, he added the niche category and came up with the idea to hold art classes in the store to promote the new art department. He posted signs about the classes around the store, and customers immediately started showing interest. Wisthoff hosted the first class in 2017, and he has been hosting around one class a month during the winter since then.

During the pandemic, Wisthoff had to put the classes on hold, but he was able to host them again earlier this year. Typically, Wisthoff will have five to nine people per

class, and some have been in almost every class since they started. The classes are open to all experience levels.

Wisthoff has been a painter since 2012, when he took his first painting lesson and fell in love with the medium. He had a long-time interest in art and did pottery, sculpting and carving before taking up oil painting. When he paints, he primarily focuses on landscapes, so that is what he teaches in the classes.

“Most of the subjects I paint are abandoned farms close to where I live, so that is what we work on in class, focusing on everything from the sky to the buildings to water,” he says. “Each subject has its challenges, but it’s really fun to see how the paintings will vary between the artists and the style they put on the canvas.”

COMMUNITY

Wrangling Up Customers Through the Rodeo

Penn Valley True Value owner Scott Gutierrez stays connected to the Penn Valley, California, community by supporting local causes like area Little League teams and the chamber of commerce. His store also sponsors the Penn Valley Rodeo, which is located behind the store. He says many of the farmers and ranchers in the area see how Penn Valley True Value is connected to the rodeo and turn to the store when they need supplies.

“To be able to tie yourself in with the community and give back, it comes back tenfold,” Gutierrez says. “Supporting the community has been a big focus since I’ve taken over the business.”

The support goes both ways; when the store hosts its anniversary sale, Penn Valley Rodeo Association volunteers cook hotdogs for the event.

“Supporting the community is the best way to get your foot in the door with people,” Gutierrez says.

COMMUNITY

Fair Rides for Sweet Dreams

Last summer, Northwest Ace Hardware, with 13 locations in Virginia and North Carolina, supported a local charity in a unique way. In the weeks leading up to the annual Salem Fair, most of the Northwest Ace Hardware stores sold Megapass unlimited ride tickets for the fair, which is held every July in Salem, Virginia.

The tickets could be exchanged for an unlimited ride bracelet at the fair, giving the bracelet holder endless access to over 40 midway rides. After the ticket sale, Northwest Ace then donated part of the proceeds, nearly $9,000, to Sleep in Heavenly Peace, a nonprofit that gives beds to families in need.

“We love giving back to our community, and Sleep in Heavenly Peace is an amazing organization that provides a bed to the many kids in Virginia who don’t have one,” says Diara White, director of advertising for Northwest Ace Hardware. “The organization builds the beds and gets the mattresses, sheets and pillows. All the family has to do is apply.”

The Megapass sale also brought in lots of customers to the store, White says.

“It was fun to see the excitement everyone has around fair time and fun to see families come in and get the tickets,” she says. “We are definitely doing the sale again this summer and look forward to helping Sleep in Heavenly Peace.”

EVENTS

Honoring Old Glory

Using his passion for flag etiquette, high school junior Will Becker is working to earn the rank of Eagle Scout. He recently partnered with Brownsboro Hardware & Paint in Louisville, Kentucky, to promote proper flag retirement. Customers can bring in their flags to either of the company’s two locations and Boy Scout Troop 30 collects the flags from the store’s boxes and retires them according to U.S. flag code.

LAST WORD

RESOURCES Stay in Compliance

NHPA has partnered with a trusted name in compliance training, JJ Keller & Associates Inc., to offer HR compliance and workplace safety training. Learn more at YourNHPA.org/qr-jjkeller

OPERATIONS

Creative Coaching

3 OUTSIDE-THE-BOX WAYS TO DEVELOP YOUR EMPLOYEES

WHEN IT COMES TO TRAINING your employees, there is more than one right way to reach your development goals. Employees learn and absorb information in a variety of methods, and while you cannot accommodate everyone’s individual needs, offering different training options along with traditional learning allows you to meet the needs of most.

Mentorships

Assign employees a more experienced employee as a mentor to walk that employee through training and development. Mentorships create connections between employees that strengthen your team and company culture and give employees a stake in your operation’s success.

Online Training

Some positions require hands-on, in-person training, but there are other parts of a job that can be taught through online courses. Offering online training allows an employee to complete training anywhere and easily fit in training between other job duties.

Stretch Assignments

To develop and train employees for a promotion or higher role, consider using stretch assignments. With these assignments, an employee is given duties beyond their current job role to give them real-life experience in a higher position while still under supervision.

Source: Society for Human Resources Management, Development Employees Toolkit

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Do you know how your business stacks up?

When you participate in the Cost of Doing Business Study, it can help you to identify future financial opportunities and set goals for your business. It’s free, easy and confidential.

Participate by June 30 to get a free copy of the study.