Hardware Retailing May 2026

Leading With Integrity

2026 Top Guns Honoree David Enmark Puts People First Page 24

CONNECT THE FUTURE

4 Ways to Engage With Next Gen Customers and Employees Page 32

SAFETY FIRST Dig Into Safety Features to Expand Sales in Power Tools Page 42

July 29-30 | Orlando, FL

Strengthen Your Team. Secure Your Future.

Don’t wait to build the leaders your operation needs. NHPA’s Retail Management Certification Program (RMCP) prepares store managers, assistant managers and emerging leaders to tackle real challenges, drive measurable results, and secure your business’ future.

Confidence Growth

Elevate your leadership presence and leave ready to lead with confidence, influence key decisions and drive meaningful change in your business

Enroll Before June 5

Cody Goeppner Director of Education & Training | RMCP Class of 2017 cgoeppner@YourNHPA.org Scan the QR code or visit YourNHPA.org/rmcp

Real-World Application

Turn learning into action through your Business Improvement Project, solving real challenges and driving measurable ROI within your business

Mentorship and Support

Learn from university professors and industry experts while receiving ongoing mentorship and direct guidance from NHPA leadership throughout the program

Industry-Wide Networking

Build meaningful connections with high-performing peers across the industry, relationships that continue to support and challenge you long after the program ends

Leading With Integrity

2026 Top Guns Honoree David Enmark Puts People First Page 24

CONNECT THE FUTURE

4 Ways to Engage With Next Gen Customers and Employees Page 32

SAFETY FIRST Dig Into Safety Features to Expand Sales in Power Tools Page 42

July 29-30 | Orlando, FL

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, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia

EXECUTIVE VICE CHAIRMAN

Ash Ebbo, Clement’s Paint, Austin, Texas

IMMEDIATE PAST CHAIRMAN

Ned Green, Weider’s Paint & Hardware, Rochester, New York

DIRECTORS

Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia

Michelle Meny, Meny’s True Value, Jasper, Indiana

Jeremy Peterson, Family Hardware, Florida

Katie Prus, Abbotsford Paint and Decorating, British Columbia, Canada

Michael Sacks, FLC Holdings, LaGrange, Texas

Emily Wood, Wood’s Ace Hardware, Bolts & Brews

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

SUPPLY-BUILD CANADA

Rebekah Doerksen, Executive Assistant Direct: 204-953-1692 | Cell: 204-990-3536 Toll-Free: 1.800.661.0253 ext. 103 102-226 Osborne St. N. Winnipeg, MB R3C 1V4

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES

CIRCULATION DIRECTOR

Richard Jarrett, 314-432-7511, gcscs8@gmail.com

COMING IN JUNE

EXECUTIVE STAFF

CEO Bob Cutter

PRESIDENT & PUBLISHER

Scott Wright

CHIEF OPERATING OFFICER

Dan Tratensek

CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES

David Gowan

CONTENT AND PRODUCTION

317-275-9400, editorial@YourNHPA.org

EDITOR AND DIRECTOR OF CONTENT DEVELOPMENT Lindsey Thompson, lthompson@YourNHPA.org

Driving Growth Through Digital Sales

Becoming more of a must-have rather than a nice-to-have, e-commerce can differentiate your operation, bring in additional revenue streams and provide another way to engage with customers. In the June issue of Hardware Retailing, learn from retailers who have recently ramped up existing online sales or added e-commerce to their offerings. Plus, take a look at the different programs wholesalers and other organizations offer to help retailers navigate the e-commerce scene.

Hardware Retailing (ISSN 0889_2989), Copyright© 2026 by the North American Hardware and Paint Association (NHPA), is published eight (8) times per year (January/February, March, April, May, June, July/August, September/October, November/December) by the North American Hardware and Paint Association, 1025 E 54 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.

Business and Editorial Offices: 1025 E 54 St. Indianapolis, IN 46220

Accounting and Circulation Offices: The North American Hardware and Paint Association, 1025 E 54 St., Indianapolis, IN 46220. Call 317-275-9400 to subscribe.

Periodicals postage is paid at Indianapolis, IN and additional mailing offices.

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

DIRECTOR OF SALES & MARKETING

Austin Vance, avance@YourNHPA.org

MARKETING MANAGER

Olivia Shroyer

NEWS & DIGITAL EDITOR

Jacob Musselman, jmusselman@YourNHPA.org

CONTENT DEVELOPMENT COORDINATOR

Annie Dameworth, adameworth@YourNHPA.org

SENIOR DESIGNER

Autumn Ricketts

PRODUCTION & DESIGN ASSISTANT

Samantha Mitchell

SALES & PRODUCTION ASSISTANT

Freda Creech

SALES

REGIONAL SALES DIRECTOR Jordan Rice jrice@YourNHPA.org | 217-808-1641

REGIONAL SALES DIRECTOR—WEST COAST Renee Changnon rchangnon@YourNHPA.org | 217-621-7363

REGIONAL SALES REPRESENTATIVE—CENTRAL Jill Perdue jperdue@YourNHPA.org | 463-279-8989

ASSOCIATION PROGRAMS 800-772-4424, NHPA@YourNHPA.org

DIRECTOR OF EDUCATION & TRAINING Cody Goeppner, cgoeppner@YourNHPA.org

TRAINING MANAGER & EDITOR

Jesse Carleton, jcarleton@YourNHPA.org

MEMBER SERVICES & EVENT COORDINATOR Christina Kane, ckane@YourNHPA.org

Not only are they the future generation, next gen customers and employees are the future of your operation. Learn from fellow retailers on the creative ways they are engaging with this customer and employee demographic.

Leading by Example

Meet Top Guns Awards honoree David Enmark and learn how leading with a people-first mindset has led to exponential growth for his operation and his insights on how the independent channel can find success in the future.

A highlight for many attendees of past Independent Home Improvement Conferences, the breakout and general sessions provide valuable insights, practical takeaways and renewed focus on growth.

As power tools evolve with smarter built-in safety features and battery-powered designs, see how one retailer’s power tool category thrives on customer education and product innovation.

Learn how Ty Sordelet uses skills he learned while serving as a Navy submarine officer, including assessing situations quickly and executing solutions efficiently, in his role today at Do it Best.

Homeowners are shifting towards creating restful spaces that evoke feelings of comfort and connection. Discover the 2026 Colors of the Year and see how to keep customers on trend this year.

The Best is Even Better

FrogTape Advanced™ Painter’s Tape

FrogTape Advanced™ Painter’s Tape – the best painter’s tape we’ve ever made. Edge-treated with exclusive PaintBlock® Technology, FrogTape Advanced is engineered with everything you love about FrogTape® Multi-Surface plus advanced performance in conformability and shred-resistance, giving you the confidence of professional results – when it matters most.

TAKING CARE OF BUSINESS

dant@YourNHPA.org

Dan Tratensek

“Among the more progressive retailers in the industry today, AI is no longer a novelty—it is a top priority.”

Adopting AI in Retail I

distinctly remember a time, pre-COVID, when I had given a presentation on how to protect your business against the likes of Amazon. One of my suggestions, which almost seems quaint by today’s standards, was that you MUST have a functioning website for your business.

As elementary as the suggestion might seem, following my presentation one audience member sought me out to tell me how his customers didn’t want or need a website from his business.

He figured that he had been interacting with customers the same way for years, and his patrons had no need for such frivolities as online interaction and certainly not commerce.

Today, this retailer’s claims seem even more disconnected from reality. While I am certain there are businesses that still operate without a website, this seems to be the exception today and not the rule.

It’s amazing how, in less than a decade, the concept of something like having a website for your business went from a point that could be argued to a generally accepted rule.

Retailers in this industry today have passed through the window of simply having a website and continue to look for ways to maximize the impact of their online presence to better compete across the channel.

We are now sitting at yet another inflection point for technology in this industry (and society really). Only this time, the technology driving change in our industry isn’t online commerce, it’s artificial intelligence (AI).

I know that AI is a hot topic and it seems that everyone is talking about its potential benefits and potentially terrifying pitfalls. The truth, however, as it usually does, lies somewhere in between.

There is no doubt that AI is changing the world. At its very heart, AI is simply another tool that when used appropriately, can help you better run your business.

Over just the last year or so, I talked to a handful of retailers who were experimenting with AI in some form to do basic functions like taking meeting notes, helping craft social media posts or assisting with scheduling.

Among the more progressive retailers in the industry today, AI is no longer a novelty—it is a top priority. AI is a tool that can be transformative for an operation and applied to assist nearly every aspect of operations.

That said, there is a lot of chatter about AI from nearly every corner of your industry, and as with a lot of innovations, AI “experts” are now a dime a dozen. That’s why I would encourage each and every one of you to reach out across the industry to learn from fellow retailers about what they are actually doing with AI that is helping them.

A great place to do this will be at the upcoming Independent Home Improvement Conference (ihiconference.org). During this event, not only will we be talking about AI, but we will be bringing together retailers from throughout the industry who are eager to share their experiences. While you might not come away with all the answers you need about AI, you are sure to come away with a better understanding of its real-world applications, and at worst, you likely won’t be arguing that AI has NO place in your operation.

Dan M. Tratensek Chief Operating Officer

EDITORIALLY SPEAKING

lthompson@YourNHPA.org

Lindsey Thompson

“Embrace those nontraditional experiences for leadership and use them to lead with confidence.”

You’re More Equipped Than You Think

When I first became a manager two years ago, I’ll admit I was both excited and terrified. I had never managed anyone before but was simultaneously up for the challenge and worried I would screw it all up. My wise husband, who patiently waited for me to word-vomit all my concerns along with all the reasons I was pumped to become a manager, spoke some truth that has stuck with me as I have added to my team and grown as a leader.

Instead of focusing on the ways that I had never been a manager before, he encouraged me to look at those times when I had been a leader and lean into those experiences to help guide me in my new role in leadership. As I chewed on his advice, I realized I had led more than I thought I had.

One of the biggest ways I had leadership experience was also the most obvious—mom. Being a mom to Liesl and Gavin has given me practice in developing those skills needed to be a good leader, including practicing patience, being willing to admit when I’m wrong, showing grace, working with different personalities and having hard conversations, just to name a few.

I also didn’t realize that during the eight years I’ve been coaching basketball, I’ve been honing and developing leadership skills. Coaching is teaching me how to put others first, make decisions for the good of others and guide others through hard times, easy times and everything in between.

In this issue, we get to meet the first of four Top Guns Awards

honorees for 2026, David Enmark from The Helpful Hardware Company (Page 24). In upcoming issues, we’ll meet the other honorees: Ash Ebbo from Clement’s Paint, Jason Blair from TAL Building Centers and Denise Brookhouse from Koopman Lumber.

Our Top Guns honorees are prime examples of what bold leadership looks like in independent home improvement retail today. And many of them haven’t always held traditional leadership roles, but relied on past experiences and opportunities to grow as leaders.

As you’ll learn in his story, David didn’t even plan to be a part of the independent home improvement channel, but took advantage of every opportunity to learn how to lead in the industry. He and his leadership team also take seriously their role in helping employees develop leadership skills in various ways and through different experiences to keep the company strong and growing.

If you’re like me and more of a reluctant leader, embrace those nontraditional experiences for leadership and use them to lead with confidence. You got this!

Lindsey Thompson Editor & Director of Content Development

Effective Employees

See why training is important and the tangible results it can have on your business at hardwareretailing.com/trainings-big-payoff INDUSTRY VIEWPOINT

Cross-Training for Survival

What’s the shortest amount of time a new hire has lasted on the salesfloor before quitting or being fired? A month? A week? A day? An hour? For me, it was 10 minutes.

“I don’t sweep or dust,” the new associate said. That sentence ended the shift and the job. As extreme as it sounds, it captures the uncomfortable reality of modern home improvement retail: rising wages, collapsing patience and entry-level turnover that routinely lands between 50% and 80% annually. Managers spend more time recruiting and interviewing than coaching and selling, while wages increase far faster than sales ever will.

I experienced this firsthand when I owned a chain of Ace Hardware stores. A decade ago, Chicago adopted one of the most aggressive minimum wage paths in the country, moving from $8 an hour to $12 over three years. Today the city’s minimum wage is $16.60 per hour. Sales did not increase at anything close to that pace.

That forced me to answer three questions critical to survival: How do I reduce headcount without sacrificing service? What is the minimum acceptable skill set for an entry-level sales associate? And how fast can I make someone productive?

The first answer was blunt. The salary cap is the salary cap. To keep labor near 20% of sales, we could no longer staff stores the same way. Fifteen employees at $10 an hour had to become 10 employees at $15 an hour. The math is the math. The only viable path was fewer people earning more money and doing more work. That meant eliminating silos. There were no longer cashiers, floor associates or key cutters.

Every entry level new hire had to be a fully functioning and crosstrained sales associate, or they didn’t belong in the store.

The second answer required ruthless clarity. I defined the minimum skill set with a simple acronym: S.K.I.P.P.—sales, keys, inventory, point of sale and paint. If an associate couldn’t sell, cut keys, stock shelves correctly, ring a register and mix paint, they couldn’t work for me. As I acquired stores, two realities forced expansion. Everyone had to know how to assemble grills, lawn mowers and snow throwers, and everyone had to lift 40-pound bags of dirt into a customer’s trunk. The standard became S.K.I.P.P.A.L. Candidates were interviewed and new hires were tested for every letter. If they couldn’t meet the bar, they were terminated. It wasn’t personal. It was an operational necessity.

The third answer came from football. NFL teams script the first 10 to 15 plays of an opening drive because preparation matters. I applied the same thinking to onboarding. My goal was simple: a fully functional sales associate within the first 100 hours of employment. Those hours were documented, structured and measurable. Full-time associates were productive in two and a half weeks; part-timers in five. Expectations were clear from hour one.

Which brings me back to that ten-minute hire: “I don’t sweep or dust.” Fair enough—but it revealed everything. Turns out I needed one more letter.

C is for cleaning.

Jeremy Melnick NHPA Strategic Consultant LJB Advisors

About Jeremy

Jeremy Melnick brings deep expertise in accounting, lease negotiations and business valuation, helping retailers make informed financial and operational decisions that drive growth. Jeremy is the former COO of JC Licht, overseeing 60 locations, and the previous owner of Gordon’s Ace, a 7-location retail chain. He has been recognized as an NHPA Young Retailer of the Year (2006) and as an NHPA Top Gun (2016).

CONNECT

Send Jeremy a Message Jmelnick@ljbadv.com

Jeremy Melnick

Scan the QR Code to book a consultation with Jeremy.

INDUSTRY VIEWPOINT

Pricing Strategy Basics

See five pricing best practices that can help you keep your business competitive at hardwareretailing.com/profit-power

Inside the Margin: Pricing Direct Vendor Items

In a recent post on social media, I recounted a question I am often asked by retailers: “What is the easiest way to improve margin?” My answer is always the same: “Start with the margin you are losing right now that you don’t know about.”

I think it would be fair to say we have seen some volatility in the cost of goods recently, and there is more to come, so in this edition of the Inside the Margin series I am going to focus on how effective your cost and retail price maintenance is with your direct vendors. This is where retailers suffer margin erosion unintentionally due to a lack of proper pricing discipline. If you think that your business doesn’t suffer from this, I want you to ask yourself these two questions:

1. Have I ever run a report by a direct vendor that shows every current item and includes the column “last retail change date”?

2. In my business, is the only time the cost price is changed on direct vendor items at the moment of purchase order or receival?

If you have never run this report, please do so. Then sort that column oldest to newest and take a deep breath. In my work with retailers over the past 15 years, I have seen items that have had cost price changes that have not changed in retail price for up to 10 years. That is what I call giving your margin away accidentally.

If the only time your business is updating the cost price from direct vendors is when the PO or receival is processed, trust me—you will be suffering from this margin erosion. Why? Because the retail price is never adjusted 100% of the time. And that only accounts for the times when the

cost price is increasing. The other end of that is when the cost price decreases and the retail price stays the same. Sounds great, we make more margin, correct? Yes, if it keeps selling.

But this is a key reason why retailers get overpriced in certain categories. Inventory productivity falls, and in many cases, a perception is created that everything in that store is expensive. Even if your business is efficient and does adjust the cost and retail price on an item when it is ordered and received, there is often a gap in your pricing that can lead to confusion amongst your customers. If that updated item is part of a range, it will often sit in the store at a different retail price than others that need to be at the same or similar price.

So what to do? What are the best retailers doing? First, the retailers I have worked with that do this the best are utilizing their Margin Master or Pricing Planner software for much more than just setting pricing on their wholesaler items. They are building disciplined pricing rules for their main direct vendor items, as well as using it to help set discount rates for category price plans.

Using this process will not only help you grow margin but it will also eliminate the pricing errors causing poor price perception, stop the inconsistent pricing causing confusion for your customers and help you achieve a better level of freight recovery on those vendors that carry a lot of freight cost.

I look forward to bringing you the next topic in our Inside the Margin series.

Mike

Aylen

Industry Expert and NHPA Strategic Consultant

About Mike

Mike Aylen has been working with hardware store owners in Australia and the U.S. to help them improve their retail pricing for over 15 years. With a no-nonsense approach, he guides retailers in using his SMART Pricing Program to develop more accurate and disciplined pricing strategies. These will grow sales and margin dollars on all items in the business, and importantly give retailers more confidence in their overall pricing direction.

Mike Aylen CONNECT Send Mike a Message mike@bloomretail.net

Scan the QR Code to book a consultation with Mike.

Improve Your Cost and Retail Price Maintenance on Direct Vendor Items

1 4

2

Clean up your inventory file. How accurate has your allocation of these items been into department, class and even fineline? How updated and accurate are the UPCs and MFR part numbers? Have this file easily accessible in Excel.

Ensure you are getting monthly Excel price files from your top 15-20 direct vendors and have someone in your business that uses Excel at an intermediate level who can match these two files together.

3

Does the vendor have a suggested retail (MSRP)? If so, am I going to follow it on everything, not just MAPP price items? If the answer to that question is yes, then the data import and update of the new replacement cost and retail price into your system is easy. If the answer to that question is no, then you should be using a pricing matrix to help set the pricing (see below).

Direct

Vendor Pricing Matrix Vendor / Dept /

Vendor ABC - Dept 1

Vendor ABC - Dept 2

Vendor ABC - Dept 3

Vendor XYZ - Dept 1

Vendor XYZ - Dept 2

5

Your pricing matrix will help you set the retail price using MSRP by either adding a percentage increase in certain departments or classes to the MSRP, adding a rounding plan or both. This is why accurate allocation of the items in your product file is so important. Again, this should be on items with no MAPP price only, and be careful on vendor items that you buy in a pack and split up.

Your pricing matrix will help you set your own margins and rounding where there is no MSRP. You will notice on the example shown that I have not set a flat margin across the board but tailored the target across the cost breaks. There are very few examples of a department or class of products where you should be setting the same margin target on all items included. This will lead to underpricing of lower priced items and overpricing of higher priced items. This costs you margin at one end and slows down sales at the other. If the cost of the item is less than $10, focus on margin percentage. If it is greater than $10, focus on margin dollars.

MSRP or GP% Item Cost Price

ASSOCIATION

Leadership Lessons

Hear from former Top Guns Awards honorees on what leadership looks like to them at hardwareretailing.com/top-guns-lessons INDUSTRY VIEWPOINT

A Celebration of Excellence

irst and foremost, I would like to congratulate this year’s class of Top Guns recipients. Take a moment and let it sink in—you’re being recognized by your industry as the best of the best. This is a tremendous accomplishment and a well-deserved acknowledgment of hard work, dedication and the ongoing pursuit of excellence.

Conversations with people who reach this level of success always feel different. They start by giving praise to their teams and those who supported them along the way. Then they share the steps, challenges and mistakes that shaped them into the leaders they are today—reminding us all that we’re playing an infinite game.

I was honored to be recognized as a Top Guns recipient in 2017. With that honor comes the responsibility to continuously improve my business and contribute to the home improvement industry

“I highly encourage you to take the time to connect with industry leaders outside your market. Start conversations—and listen more than you speak.”

as a whole. We do this by giving back whenever possible, helping develop the next generation of professionals and sometimes simply being available to let another leader vent outside their local circle.

My greatest accomplishments have come from relationships forged with other critical thinkers across the country. In 2017, with the help of Scott Wright and the North American Hardware and Paint Association (NHPA), we started the Young Guns Roundtable, which has since evolved into today’s Top Guns Roundtable. The members of this group are engaged, driven and committed to growth. Our ability to connect has helped each of us significantly increase efficiency and profitability in our businesses.

I highly encourage you to take the time to connect with industry leaders outside your market. Start conversations—and listen more than you speak. You’ll be amazed by the similarities you share with other leaders. The old saying, “If you feel you are the smartest person in the room, find a new room,” has never been more relevant as competition scales and challenges each of our businesses to do the same.

In closing, I would once again like to congratulate the 2026 Top Guns recipients and extend my gratitude to NHPA for all they contribute to our industry. Their selfless dedication to the home improvement and paint community continues to be a guiding light for all of us.

Stay curious…

Scott Jerousek CEO Farm and Home Hardware

About Scott

Scott Jerousek became president of Farm and Home Hardware in 2007, continuing the legacy established by his grandfather, Ray Jerousek, who founded the company in 1960. Under Scott’s leadership, Farm and Home Hardware continues to uphold its commitment to providing quality products, exceptional service and an unwavering dedication to the customers they serve. His strategic vision extends to leveraging data-driven insights to inform business decisions, ensuring the company remains agile and competitive in a rapidly evolving marketplace. Scott received the NHPA Top Guns award in 2017.

CONNECT

Send Scott a Message

Scott Jerousek

THE BEST PAINT JOBS START WITH

Read the full list of projects that are worth the investment at hardwareretailing.com/highest-roi-projects

Profitable or Painful?

The Home Improvement Projects That Deliver the Highest ROI

For homeowners, deciding which home improvement projects are worth the time and money required to complete a renovation can be a difficult task. Ace Handyman Services compiled a list of the 25 home improvement projects that offer the highest ROI, helping homeowners choose the best project for them and signaling to professionals where renovation dollars could land.

To calculate ROI, Ace Handyman Services gathered data on average project costs and resale value increases from a number of sources and calculated ROI with the formula of resale value added divided by average job cost. This calculation allows for comparability across projects, even when individual home upgrade costs vary.

Check out the list to learn what projects to direct your customers to tackle to get the best bang from their buck and be sure to stock the products they need to get these jobs done.

Top 5 Projects With the Biggest ROI

For over a century, independent retailers have used NHPA’s Cost of Doing Business Study to benchmark performance and improve profitability. Your participation ensures this year’s results reflect today’s market and gives you actionable insights.

Why Participate?

Strengthen industry benchmarks

Round out the results with real-world data

Provide meaningful comparisons for independent retailers

Deliver insights you can act on

Scan the QR Code to learn more and take the survey.

Participate in the survey, share your data and help shape this year’s industry benchmark.

Plant Grow Ring

The Grow Rings from Rooted Promise are 7-inch plastic plant protectors made of UV-stabilized plastic that help plants keep water and direct downward for optimal absorption, nourishment and growth. The Grow Rings also act as a protective barrier against bugs. Rooted Promise | rootedpromise.com

Work Boot

The Excavator 6-Inch Work Boot from CAT Footwear is a waterproof work boot with a composite safety toe and slip-resistant outsole. It features a cushioned midsole with Power Spring technology to deliver comfort and stability on demanding job sites. Cat Footwear | catfootwear.com

“Imagine a paint applied in schools, offices, retail locations and busy homes that still comes out looking as fresh as the day it was applied. With the tenacity of cement and the elegance of wallpaper, Scuff-X gives any substrate a strong foundation that embraces vibrant sheens and colors. This is a go-to for commercial and residential painters.”

—Rick Wachowski, Koopman Lumber

Interior Paint

The Scuff-X Matte Interior Paint from Benjamin Moore is a single-component latex paint designed for high-traffic areas where walls take frequent impact and wear. It resists scuffs, stains and repeated washing, dries quickly and provides a matte finish that helps hide surface imperfections on drywall, plaster and other interior surfaces.

Benjamin Moore benjaminmoore.com

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 why you love it.

Shower Grab Bar

The Voss Brushed Gold 24-Inch Grab Bar from Moen is a stainless steel support bar with a corrosion-resistant finish designed for use in bathrooms and accessibility applications. It supports up to 500 pounds and meets ADA specifications. Moen | moen.com

Decorative Trellis

The Plant Trellis from Treleaf is a sealed, wooden plant trellis that stakes into a pot to help hold plants and adds a wooden accent. The trellis is made for indoor use only and is available in multiple sizes to support both large and small plants. Treleaf | treleaf.shop

Peel and Stick

Popcorn Ceiling Repair

You no longer need specialized equipment for minor popcorn ceiling repairs. Introducing the Peel and Stick Popcorn Ceiling Repair Patch, from Hyde Tools. The all-in-one kit includes high-quality patches – circular and rectangular – with unique scalloped edges that blend into existing texture. Use the included blending compound to make the seams virtually disappear. Designed for speed and efficiency, each Popcorn Patch kit provides a uniform finish with a short dry time, allowing you to reclaim your ceiling in minutes. Whether you are tackling a small scuff or a larger blemish, this professional-grade solution ensures a clean, seamless repair.

For more information, contact your Hyde Tools sales representative at 800.872.4933 or custrelations@hydetools.com.

©2026 Hyde Tools, Inc. All rights reserved.

Food Storage Tub

The Secondz from BBQ DripEZ is a food storage container set with two stackable tubs and matching lids. The containers are sized for holding leftovers or prepped ingredients and the lids snap on to help keep food fresh. BBQ DripEZ | bbqdripez.com

Cooling Towel

The Original Cooling Towel from Mission uses water-activated cooling technology to help lower body temperature during outdoor activities. It provides UPF 50 sun protection and stays cool for up to two hours when wet. Mission | mission.com

Socks

These Novelty Socks feature colorful patterns and soft fabric designed for everyday comfort. They provide a stretch fit for casual wear and travel and make a great gift item.

Two Left Feet | 247dm.com

Grip Tape

The ClearGrip Treads and Tape from Handi-Treads are self-adhesive, nonslip strips made from soft rubberized vinyl that improve traction on stairs and floors without covering the surface. They install with a peel-and-stick design, work in wet or dry areas and can be trimmed to fit a range of indoor and outdoor applications. Handi-Treads | handiproducts.com

DRIVES 2” TO 3”1/2 “ 15 DEGREE WIRE WELDED COIL NAILS

DRIVES 2” TO 3”1/2 “ 15 DEGREE WIRE WELDED COIL NAILS

Drywall Finishing Conditioner

Muddskip finisher and conditioner concentrate is a specialized drywall finishing additive formulated to fine-tune the consistency, open time and smoothness of topping compounds. It is added in small doses to improve trowel glide, reduce drag and lap marks and help finishers achieve a more uniform, professional-looking surface with less effort.

Muddskip | muddskip.com

Paint Sprayer

The Wagner FLEXiO 1500 Sprayer is a compact, single-speed handheld HVLP sprayer equipped with the X-Boost turbine, offering adjustable spray width, flow and pattern controls. This sprayer features a Lock-N-Go quick-disassembly system, five cup liners and two interchangeable nozzles for versatile use on small to medium interior and exterior painting and staining tasks. Wagner Spraytech | wagnerspraytech.com

To an independent retailer of any size focused on growing their business, the benefits of working with an independent distributor are immense. HDA’s Member Distributors are uniquely positioned to flexibly serve markets of all sizes while offering products that ignite brand recognition at competitive pricing. In addition, HDA supports several services and programs including merchandising tools and marketing and advertising programs that drive customer and community engagement.

Join our network by contacting Katie Bravo, Advertising & Communications Manager, at 303.792.3000 or katie.bravo@hdaworks.com • Find us online at www.hdaworks.com HDA Vendor Partners

Looking ahead: Mark your calendar for the Executive Planning Conference Join us November 10-12, 2026 in Tucson, AZ. Contact Michele Simes at michele.simes@hdaworks.com for details.

OTHERS FIRST

Top Guns Honoree David Enmark’s Focus on People Drives Success

BY LINDSEY THOMPSON

Celebrating its 20th year honoring trailblazing retailers in the channel, the North American Hardware and Paint Association (NHPA) has named its 2026 Top Guns Awards honorees, including David Enmark, CEO of The Helpful Hardware Company, based in Cumming, Georgia.

“Top Guns honorees are pillars of innovation and forward-thinking, and have helped grow their businesses through strategic leadership with consideration for their communities, their teams and the industry,” says Scott Wright, NHPA president and publisher. “They’ve grown their businesses,

challenged the status quo and led their teams through some of the industry’s toughest moments—and they’re not done yet. This year’s Top Guns are prime examples of what bold leadership looks like in independent home improvement retail today.”

David says he is honored and humbled by the recognition.

The Best of the Best Learn more about NHPA’s Top Guns Awards program and see how these outstanding retailers are positively impacting the independent channel at YourNHPA.org/top-guns.

Top of Their Game

Meet the Other NHPA Top Guns Awards 2026 Honorees

Ash Ebbo, Clement’s Paint

The independent paint channel is in Ash Ebbo’s blood. Her father opened the store in 1986, so it has been a part of her entire life. Joining the operation full time 12 years ago, Ash went into the business with a desire to continue the legacy her father started. While she has been building future leaders, she’s been growing as a leader herself and recently earned a master in business administration. As the CEO of the nine-store operation, Ash manages the back-end financials and oversees all operational areas. Learn more about Ash in the May issue of Paint & Decorating Retailer

Jason Blair, TAL Building Centers

Achieving his goal of becoming a CEO by the age of 50, Jason Blair serves as CEO of TAL Building Centers, leading with a focus on the basics and building up future leaders by setting an example of accountability. Jason’s journey in the independent home improvement channel began after he finished high school and started working at Payless Cashways. His journey in the industry would take him to Foxworth-Galbraith, Higginbotham Brothers, True Value and Wilco Farm Stores.

Learn more about Jason in the June issue of Hardware Retailing

Denise Brookhouse, Koopman Lumber

Denise Koopman was born into the industry, as her grandfather founded Koopman Lumber. While in college, Denise continued working at the stores but moved on to work as a Certified Public Accountant (CPA) at a Fortune 500 company after graduating. After several years in the corporate world, Denise joined the company full-time, and in January 2026, she celebrated 30 years with Koopman Lumber.

Learn more about Denise in the July/August issue of Hardware Retailing

Scan the QR code to subscribe to Hardware Retailing and Paint & Decorating Retailer and meet all of our 2026 Top Gun Award honorees.

“But it’s not the work that I do. It’s the work that The Helpful Hardware team does and the leaders in our organization,” David says. “It probably means more to me for our team to be recognized for the work that we’re doing and what we will continue to do as much as it is an individual honor, because it really is about them.”

This people-first mindset has led not only to personal growth but also to growth for one of the fastest growing operations in the industry.

Back to Business

For someone who had no intention of being a part of the independent home improvement channel, David has made a major impact in the industry. During his time earning a criminology degree from Ball State University, David set his sights on becoming a federal agent.

After graduation, David spent his time working at his wife’s family’s hardware store in Indianapolis while he waited through the process to become an agent. In a short time, he moved into the general manager role.

“As I went through that process, it got in my blood,” David says. “Taking care of the customer and being in the hardware space stuck with me.”

David pivoted his career goals and worked with his family in that store for five years. Ultimately, the business closed when competition constricted the market, and he started working in the software business in the automotive segment. David took a job with Epicor, which brought him back into the independent home improvement channel, and would go on to work on the wholesaler side at Do it Best and True Value, ultimately ending up at The Helpful Hardware Company, joining the company as CEO in November 2023.

“I enjoy being back on the retail side,” David says. “It’s where I started, and I certainly missed that side of it.”

Along with being back on the retail side, David appreciates being a part of a business with deep roots.

The first iteration of The Helpful Hardware Company came in 1918, when the Boling & Bettis General Store opened in Cumming. In 1979, the store joined Ace Hardware and by 2019, the operation had expanded into South Carolina and Tennessee and had eight stores. JPB Partners, a family office, purchased the eight stores and The Helpful Hardware Company. Now, The Helpful Hardware Company operates 21 stores in four states: Georgia, North Carolina, South Carolina and Tennessee.

David says he is fortunate to work with a mix of leaders who have not been in the

channel but who have fallen in love with it and some experienced leaders who he’s known in different stops in his career.

“I came into the business to guide that next phase of growth,” David says. “The past two years I’ve been here, it’s been fantastic with our ability to re-channel the organization, get it focused on growth and build a leadership team that can take it into the future.”

Putting People First

Growth for The Helpful Hardware Company has come through a purposeful focus on people, David says.

“We are very focused on where we acquire talent and making sure we are giving people the opportunity to make the best contribution they can to the organization,” David says. “More importantly, we look at how we partner with other independents, work in the channel and put good out into the world.”

With most of The Helpful Hardware Company’s growth coming through acquisition, David says he is keenly aware that they are being entrusted with continuing someone else’s legacy.

“If you think about the independent retailer and what they work to build,

they want to ensure their legacy continues on in some form or fashion,” David says. “It has been a challenge for us at times as we grow, but a fun one to be stewards of that legacy and growth.”

The team strives to maintain the identity of the former operator while bringing that operation into The Helpful Hardware Company fold.

“As we’ve grown, I think one of the most successful areas for us is our ability to integrate multiple stores,” David says. “We don’t have any footprints that look the same. We’re in different markets, different niches. And making all those things meld together, it takes an entire village. The Helpful Hardware team does a really good job of perpetuating legacy.”

The company’s focus on people can be seen in customer engagement as well. David says that as the business has grown, leadership realized that the company would need to engage customers differently and turn up the focus on that engagement.

“We were finding at our stores that we were coming in the door the same way every day and walking through the business with blinders on,” he says. “We realized we had an opportunity to challenge our team to look at and think about each store differently.”

That change in mindset led to the implementation of a shift readiness tool managed in SmartSheets. Each day, at the beginning of a shift and during the midday shift change, the store manager or assistant manager walks the store with tablets, identifying areas that need improvement.

Starting from the outside of the building in the parking lot, employees walk through the store, looking at the building through the customer’s eyes and paying attention to areas that need to be cleaned, tidied up or are missing product.

“It’s been amazing to me how much better we’ve gotten at retail because we’re just paying attention to the small details,” David says. “It’s about being accountable and having a process that just ensures that we do it.”

Living a Life of Leadership

David says he has been fortunate to work with a number of excellent leaders in the industry and has had fantastic leaders who have challenged and pushed him to move the needle and embrace servant leadership in his career.

“For me, it always comes back to people and the communities that we serve. I remind our team all the time that it’s about the communities we have the honor to serve. They have a choice, and we want to be the ones they choose,” David says. “When I think about leadership, it’s really about what we do in the communities and the impact we have, whether it’s a customer or an associate.”

Those leadership ideals aren’t kept within the exec team, but rather David wants to be sure they are developing future leaders. Leadership at The Helpful Hardware Company recently launched a pilot program on departmental management, putting together a steering committee of associates to define the various roles in a department. The leadership team outlined several expectations with specific key performance indicators (KPIs) but left it up to the team to fully develop the rest of the program.

“I remind our team all the time that it’s about the communities we have the honor to serve. They have a choice, and we want to be the ones they choose. When I think about leadership, it’s really about what we do in the communities and the impact we have, whether it’s a customer or an associate.”

—David Enmark, The Helpful Hardware Company

David says he is fortunate to be able to give employees opportunities outside of their day-to-day tasks and the ability to contribute in a meaningful way to the direction of the company.

“When you give them those opportunities, it becomes more than a job to them. You see those things start to manifest and they see they can have an impact to grow the business,” David says. “Empowering people is really where we’re starting to see them grow.

Several company associates are going through NHPA’s Retail Management Certification Program, and David says the company is continually evolving to open new opportunities for employees to grow.

“We’re constantly pushing our team to think about where they have an opportunity to make an impact,” he says. “We would much rather grow that talent internally than have to go find it.”

Plan Your Next Leadership Investment

What the Future Holds

After David joined the company, he offered town hall meetings at every store because he wanted to give every associate a voice. The one common denominator that came out of these meetings—which has become a North Star of sorts for the company—is not failing in front of the customer.

From there, David became focused on empowering employees so they won’t fail, making sure each employee has the equipment they need and the skills and training to complete their tasks.

The operation’s new focus on not failing in front of customers includes five tenants: Own the moment and take pride in every customer interaction; be prepared and know your products, tools and resources to provide confident answers; stay committed and follow through on promises and ensure every customer leaves satisfied; support each other and collaborate as a team to solve challenges quickly and effectively; and exceed expectations and always aim to deliver more than what the customer anticipates.

Even with these guidelines in place, mistakes will happen, and David looks at those as coachable moments. The goal is to empower employees to make decisions in front of the customer without getting paralyzed.

“We can always clean up behind a mistake,” he says. “It’s when we don’t make a decision, when we stress the customer out, when we’re not frictionless in how we work, that’s when we have problems.”

Not failing in front of the customer is what David says will continue to set independents apart in the home improvement industry.

“When I look at the channel and what it’s going to take for us to be successful and the pressure we get from big boxes, we can’t fail,” he says. “As a channel, I think if we don’t start to embrace the empowerment of our people and give them enough rope to be successful, we’ll never get there as a channel. And we have to do that to differentiate.”

David also believes that independent retailers need to embrace evolving customer expectations to continue to be relevant. Like many retailers, customers of The Helpful Hardware Company are coming in having done research online and are looking for validation that what they’ve read or watched is correct.

“It’s our associate’s job to encourage that person to take that step, to tell them that they can do it and that we’ll support them along the way,” David says. “With technology always evolving, we need to lock arms with the customer and help them get to the finish line.”

Hiring Next Gen

Take these three steps to ensure that future generations enter the skilled trade workforce. Learn more at hardwareretailing.com/invest-next-gen

Ahead Looking

Creative Ways Retailers Engage With the Next Generation

BY LINDSEY THOMPSON

arlier in this issue, we met this year’s first Top Guns Awards honoree, David Enmark, who shared how important it is to empower the next generation in the independent home improvement channel to become those next leaders.

Engaging with the next generation at the store level is crucial for the success and future

growth of an operation, but it is also important to connect with your next generation customers, as they will eventually become your largest group of consumers.

“Understanding the next generation more fully is almost a science, and as leaders we need to educate ourselves in what that means and what is important to the next generation,”

says Rodney Bullion, northwest regional manager for Lumbermens Merchandising Corporation. Many retailers in the independent home improvement channel are already embracing next gen engagement with employees and customers. They share their best practices below and why the next generation is crucial to the success and future of their operation.

Exchanging Fresh Ideas

NHPA to Launch Next Gen Roundtable

This roundtable will bring together emerging leaders from across independent retail to share perspectives, challenge assumptions and explore how we can evolve as an industry to meet the demands of the future. This will be a space where the next generation of retailers can step back from day-to-day operations and think critically about where our industry is headed and how they want to help shape the future of the channel.

Scan the QR Code to learn more about NHPA’s roundtable events.

Mentor the Future

Connecting with the next generation comes in the form of mentoring for Megan Menzer, owner of Newton’s True Value in Cherryvale, Kansas. The program started after Menzer realized that she was losing excellent employees to other pursuits.

“So many people see the hardware store as an afterthought, not a career,” Menzer says. “I wanted a way to help people think of the hardware store as a viable career option and the mentorship program was a great solution.”

The mentorship program covers basic soft skills like making eye contact, answering a phone, talking to customers and properly sending an email. Employees in the mentorship program also write thank you cards and other notes to customers.

“If we find out a customer’s child won an award or they are going through a major milestone, our mentorship employees will write cards to learn how to correspond with people,” Menzer says.

The mentorship program also includes completing Dave Ramsay’s Financial Peace University to learn how to save money and budget for purchases. Menzer also takes time to teach general life skills on top of training to work in a hardware store.

“Our mentorship program has led to several employees staying after high school,” Menzer says. “It’s getting a younger generation seeing us as a career path and seeing the growth that can continue their entire lives.”

Meet Next Gen Where They Are

Making better connections with next gen customers meant meeting them where they were—online—so Porters Ace Hardware Building

Centers partnered with DoorDash. Putting each of the operation’s five stores on DoorDash has resulted in a boost in not only sales but also engagement, says Natalie Porter Thompson, vice president of marketing & merchandising for Porters Ace Hardware Building Centers in Missouri.

Not only does DoorDash introduce new customers to the stores, it also exposes each of the Dashers to what each store offers.

“That dasher may have never visited my store before, but now he knows where I am and received excellent customer service from us while in the store,” Thompson says. “DoorDash has been a really cool opportunity for us.”

Look Outside the Box

At Randy’s Do it Best Hardware, which has four locations in Virginia, connecting with next gen led to the creation of a YouTube mini-series. The fully produced videos take a fun and lighthearted look at the hardware world and resonate with customers in the younger generations, but they also provide a way for CEO Christian Herrick and director of retail operations Austin Diehl to engage with next gen employees.

“We realized we didn’t need to become the next YouTube sensation to stand out, but we did need something different from everyone else,” Diehl says. “We took a chance, tried something new and showed our brand in a genuine, authentic way. This method is not one-size-fits-all, as we all serve communities with different wants and needs.”

Herrick and Diehl understand that developing brand awareness with that next generation is crucial to growth, especially as these younger demographics want to believe in and align with the businesses that they

align with the businesses that they choose to shop.

“The age demographic that will carry your store through the next 30 years is probably younger than the demographic carrying you now,” Diehl says. “By integrating your people and highlighting what makes them unique into your marketing plans, you can start to build those relationships and attract customers to shop at your store and website for years to come.”

Be an Influence

Taylor’s Do it Center, which has 21 locations across Virginia and North Carolina, has been focused on relationship building with the next generations online since Meg Taylor Walbridge started leading company communications in 2017.

“Over 60% of our customers’ journeys start online,” Walbridge says. “And probably a good deal more of the younger generation’s shopping starts online with the addition of social channels.”

When Walbridge’s team wasn’t getting the traction they wanted, they started a partnership with a local company, Mix+Shine Marketing, which led to investments in influencer marketing and Instagram reels.

“We began working with micro-influencers, or influencers with fewer than 100,000 followers, who weren’t working with bigger brands or big-box stores,” Walbridge says. “The goal is to find local influencers who are tailored to the areas we serve.”

While Walbridge has found some of the influencers on her

own, the marketing company the business teamed up with has been able to help identify people who are a good fit, she says.

The operation is now at a point where it utilizes influencer marketing fairly consistently and creates content a month in advance so it is ready to go when sales or other promotions are available.

Using influencer marketing also allows the operation to better measure

how successful the efforts are and how many people are being reached, along with what influencers their customers connect with the most.

Outside the Box

“Being able to pinpoint influencers who we know connect well with our customers is instrumental to building trust, which is a big part of building that relationship with the next generation of shoppers,” Walbridge says.

Learn Today Grow Tomorrow

Industry Leaders Share Insights at the 2026 Independent Home Improvement Conference

As the only event uniting the entire independent channel, the 2026 Independent Home Improvement Conference (IHI) promises to deliver practical takeaways, interaction with top industry vendors and chances to connect. Taking place July 29-30 at the JW Marriott Orlando Grande Lakes and hosted by the North American Hardware and Paint Association (NHPA) and The Hardware

Register Now!

Conference, IHI will send attendees home with fresh inspiration and a renewed spirit of growth.

A key component of IHI is the educational opportunities, including breakout sessions and main stage general sessions, featuring industry heavyweights sharing real-world best practices covering the topics that matter most to independent retailers.

“Getting to know and learn from different people in the industry was my biggest takeaway from attending

Save your spot and register today for the 2026 Independent Home Improvement Conference (IHI) at IHIConference.org

IHI in 2025. The breakout sessions were of great value and gave me different thoughts on approach, risks, marketing ideas and an overall feel that my team is on the right path,” says Gilbert Orona, district manager at Valle Vista Home Center in Hemet, California. “I feel stronger knowing we have support in our industry from others on the same level, who are facing the same struggles and need for advice, support and relationship.”

Partner With Us

Learn more about sponsorship and exhibitor opportunities to support the independent channel at IHI 2026.

The educational lineup at 2026 IHI will be just as dynamic, with a renewed focus on the independent home improvement channel and a lineup of speakers and panelists who have walked in the shoes of retailers. Learn more about this year’s breakout session lineups and why IHI needs to be on your calendar in 2026.

Breaking Out the Topics That Matter

Each morning of IHI, attendees have the opportunity to attend breakout sessions following four unique tracks that cover operational areas most important to retailers: employee engagement; executive leadership; retail operations and technology; and marketing, merchandising and advertising.

From addressing labor challenges to navigating generational gaps with employees and customers, the employee engagement sessions provide solutions to guide employers to help their employees avoid burnout and provide a framework to develop committed, highly productive teams. Dr. Rob Mathews, executive director of the Ball State University Entrepreneurship Center, will lead sessions covering talent relationship management, what really matters in employee engagement and hiring business builders.

In the executive leadership track, attendees will take a deep dive into confidently becoming a leader who can foster innovation, guide through change and inspire high-performance teams. Webb Analytics president Craig Webb will take a deep dive into store consolidations and how those mergers and acquisitions will impact construction supply.

Curtis Gillman, founder of Legacy Retail Advisors, and Cody Goeppner, NHPA director of education and training, will share on succession planning and building a strong foundation for any operation.

Goeppner will also lead panels on strategic and innovative approaches to succession planning and building the next generation of leaders.

The retail operations and technology track will highlight how retailers can take on today’s operational challenges through small-scale tools or enterprisewide solutions. Specific topics include operational agility, protecting your business with margin management and the AI tools that are changing independent retail.

Founder of Bloom Retail Mike Aylen will take a look at the real story behind gross profit margin and how retailers can protect their business through margin management. Attendees can learn more about the AI tools that are changing the channel with NHPA editor and director of content development Lindsey Thompson.

For those retailers wearing multiple hats, the merchandising, marketing and advertising track will showcase must-know marketing trends and merchandising strategies that even

the least experienced retailers can use to save time and find success. In this track, attendees will dig deep into branding, online visibility and store merchandising.

Merchant5 founder Tony Corsberg will present two sessions on merchandising best practices and making marketing work smarter not harder for your business, tapping into his decades of experience to leave attendees with helpful takeaways they can immediately apply in their stores. In another session, Thompson will show how fellow retailers have been able to turn online visibility into foot traffic in their stores.

“This year at IHI, we are leaning even more into what is most important to our channel and to our retailers,” says Cody Goeppner, director of education and training for NHPA. “From the breakout sessions to the main stage, we chose topics that resonate and speakers who can provide valuable insights that speak directly to those topics.”

THANK YOU TO OUR CONFERENCE SPONSORS

SUBMARINES TO SUPPLY CHAINS

Ty Sordelet’s Transition From the Navy to the Independent Channel

BY ANNIE DAMEWORTH

Ashared commitment and the ability to contribute to something greater than himself are what pushed Ty Sordelet to join the U.S. Navy in 2006.

“I wanted to serve my country and lead others who had the same commitment to service,” Sordelet says. “The military provided

an opportunity to develop leadership skills and work with highly motivated teams.”

Sordelet served in the Navy until 2018 as a nuclear submarine officer, where he was responsible for overseeing the operation, maintenance and strategic execution of nuclear-powered submarines.

ASSOCIATION

An Honor to Serve

NHPA will share the stories of these hometown heroes in all of its media brands. Visit YourNHPA.org/veterans to learn more and nominate a veteran from your business to honor.

A New Way to Serve

NHPA Program Honors Military Veterans Who Have Served Our Country, Channel

While there is no way to repay the sacrifi ces made by veterans of the armed forces, the North American Hardware and Paint Association (NHPA) recognizes that not only have these individuals made a lasting impact on their country, but they are also a prominent and positive infl uence within the home improvement industry. NHPA honors the ongoing impact military veterans make throughout the home improvement industry through its Helmets to Home Improvement recognition program, with NHS Concept to Commerce and DIY Con as the program’s official founding sponsor and venue partner.

Nominate a Veteran

Help us honor those who have served our country and our channel. Visit YourNHPA.org/veterans to nominate a veteran from your business to be recognized.

“This role required a deep technical understanding, leadership in high-stakes environments and the ability to make critical decisions under pressure,” he says.

The relationships Sordelet built during his military service are the most rewarding parts of his time in the Navy.

“There’s an inherent trust among those who serve, even with people you’ve just met, because of the shared mission and reliance on one another,” he says. “The camaraderie and teamwork in the military are unmatched, and those bonds last a lifetime.”

After his time in service, Sordelet found his way to the independent home improvement channel through networking, connecting with friends, neighbors and past classmates.

“Those personal connections helped me transition from military service into the business world,” Sordelet says.

New Opportunities to Lead

Today, Sordelet serves as vice president of logistics at Do it Best, where he oversees logistics operations across multiple distribution centers, ensuring supply chain efficiency and optimizing distribution strategies.

“Working in the independent channel, I appreciate the flexibility and ability to approach and solve problems in different ways,” he says. “Unlike large, rigid corporate structures, the independent channel allows for creativity, adaptability and direct problem-solving that impacts businesses and communities in a meaningful way.”

The sense of grit and prioritization are traits Sordelet learned during his time in military service and characteristics he took to the independent channel and still uses in his role today.

Bonds for Life

Navy veteran Ty Sordelet (fourth from left) is grateful for the strong friendships he developed while serving.

“The ability to assess situations quickly, identify what truly matters and execute solutions efficiently translates directly to managing operations, leading teams and navigating challenges in the business world,” he says.

Sordelet believes military veterans’ ability to process situations quickly, apply resources effectively and track and lead initiatives to 100% completion prepares them well for careers in the independent channel.

“A veteran’s leadership experience, problem-solving mindset and ability to operate in dynamic environments make them a strong fit for the independent channel, where adaptability and execution are key to success,” he says.

THANK YOU TO OUR PROGRAM SPONSORS

Taking Precautions

Employees at Nena Ace Hardware are equipped to educate customers on the latest safety features included in the store’s power tools assortment.

Powered for Sa fety

How a Safety-First Approach Can Drive Power Tool Sales

BY ANNIE DAMEWORTH

ower tools have gone through many evolutions in recent years, becoming more accurate, energy efficient and safe for users. Many power tool manufacturers have added safety features built into the product and moved to battery-operated designs, aiming to decrease the chance of user injury.

Building a power tool category around these features, through merchandising accessories and safety equipment alongside tools, displaying compatible tools alongside each other and staying ahead of product trends can set your operation’s power tool section apart from the crowd.

CATEGORY SPOTLIGHT

TRENDS Heads Up

See four head protection products to help customers prevent head injuries on the job at hardwareretailing.com/head-protection

At Nena Ace Hardware, which operates four locations throughout central Illinois, manager Douglas Hausam relies on innovation in this category, keeping products up-to-date and educating customers about power tools’ newest safety features and uses.

“Product innovation is by far the primary driver of change in our power tool selection,” Hausam says. “The shift from corded or gas-powered tools to battery-powered options has been quite dramatic, and the demand for the battery option is only increasing every year.”

The shift to battery-powered tools can be an important sales conversation for customers discovering a new tool or brand of tools. When a customer purchases their first tool in a new battery ecosystem, helping them understand how those batteries and chargers work across an entire product line can turn a single sale into a return customer.

“Customers have told me stories about getting electrocuted when they cut through power cords, and how battery options are so much safer,” Hausam says.

Drills, impact drivers, circular saws, chainsaws, weed trimmers and blowers are the store’s top-selling power tools, many of which are equipped with safety measures, like trigger lockouts, chainsaws equipped with technology designed to quickly stop chains, autostop control on drills and built-in battery sensors signaling when a battery is too hot or cold.

“A good number of these features are so well incorporated into the tool that a customer may not realize they are there,” Hausam says.

Training employees to speak knowledgeably about these built-in features is key to making a sale in this category. Customers want confidence that their purchase is a smart investment, and an employee who can walk them through a product’s specific safety technology builds trust.

“The shift from corded or gas-powered tools to battery-powered options has been quite dramatic, and the demand for the battery option is only increasing every year.”

—Douglas Hausam, Nena Ace Hardware

Risky Business

Household Tools That Cause the Most Injuries

According to Pro Tool Reviews’ analysis of data from the United States Consumer Product Safety Commission (CPSC), power home workshop saws were ranked third in a list detailing most tool injuries reported in 2023, with lawn and garden equipment and workshop manual tools slightly ahead.

Protective Equipment Brings In Sales

When customers purchase a power tool at Nena Ace Hardware, they often leave the store with more than just the tool. Employees recommend that customers purchase personal protective equipment (PPE)—like safety glasses, hearing protection or gloves—when making their selection.

“One of our power tool brands includes complimentary safety glasses with many of their units, and we ask every chainsaw purchaser about buying a pair of chaps with their saw for their safety,” Hausam says.

Power tool accessories and PPE should be merchandised alongside power tools, allowing customers to

easily find them on store shelves and pick them up when browsing. Nena Ace employees also get questions about product compatibility, specifically with battery platforms, and often want to know about the parts included with the product and the tool’s warranty.

“Some customers are more concerned about tool power and durability, while others are more concerned about product weight and versatility,” Hausam says. “The exact questions may vary, but what does not vary is the goal to determine what model best fits their needs.”

The majority of Nena Ace’s power tool buyers are DIYers, who often need guidance on choosing additional parts or accessories needed to complete their project.

Nena Ace Hardware is constantly sourcing and stocking new power tools, keeping customers informed on the most recent safety improvements. Powerful Inventory

“When purchasing a brush cutter for string trimming, for example, customers will sometimes move up to a larger unit because it gives them the option to add a brush cutting blade on it in the future,” Hausam says.

Committed to offering the best options to customers, Nena Ace Hardware stays up-to-date with the latest trends and developments in the power tool space by taking advice from product reps who stop by the store and being an early adopter of new products from their wholesaler.

Independent retailers have the advantage of being able to adapt to trends quicker than big-box stores, keeping product selection fresh and being the first destination for customers searching for new tools, Hausam says.

“We also take advantage of different times of product training offered by power tool manufacturers,” he says. “Doing these things has propelled our product selection forward, moving more and more towards battery units over the years.”

Wax-It-All

Comfort Zone Colors

2026 Colors of the Year Focus on Solace and Connection

BY ANNIE DAMEWORTH

Bringing a calm and a nature-inspired feel to interior and exterior spaces, the 2026 color palette is a myriad of warm browns, muted greens and slate grays. Shades providing a sense of timelessness have also been selected, serving as a reliable foundation for other decorative elements in a space.

“In 2026, we anticipate consumers will embrace opportunities to rest, rejuvenate and connect with others, prioritizing their wellness across all aspects of their lives,” says Ashley McCollum, color expert at The Pittsburgh Paints Company.

“The desire for increased social intimacy requires spaces that

promote togetherness, a core design focus that moves away from abiding to trends and delivers refined aesthetics that feel timeless and classic.”

Lisbeth Parada, color marketing manager at Dutch Boy Paints, says the company’s 2026 Color of the Year, Melodious Ivory, offers a sense of comfort for homeowners seeking to make their home a sanctuary.

“Our 2026 Color of the Year invites homeowners to embrace what matters most—comfort, quality and connection,” she says. “Melodious Ivory offers a classic backdrop that beautifully supports the textures, elements and personal touches that make a space truly feel like home.”

CATEGORY SPOTLIGHT

INDUSTRY NEWS

Top Paint Picks

To read more about each color of the year and see the shades' complementing palettes, visit hardwareretailing.com/2026-roundup

2026 Colors of the Year

RESOURCES News to You

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Retail’s AI Shift Gains Ground

Independent Retailers Find New Ways to Compete With Smarter Tools

As artificial intelligence (AI) becomes a part of everyday life for many consumers, retailers must adapt to meet the needs of their customers. Big-box retailers have been rapidly expanding their AI usage from product discovery to agentic shopping and have been reshaping how customers shop, blending digital tools with the in-store experience, making shopping faster, more personalized and efficient.

Companies like The Home Depot, Lowe’s and Walmart have all partnered with AI development companies to use their technology to improve associate support, simplify decision-making and create a seamless path throughout the purchase process.

Lowe’s

In May 2025, Lowe’s announced the launch of Mylow Companion, an AI tool aimed at improving customer service and accelerating associate onboarding. The app provides access to product details, project advice and inventory information for salesfloor associate devices. Lowe’s launched the tool to all associates across more than 1,700 stores, marking the first time a retailer has successfully implemented this kind of technology at scale.

“Mylow Companion is another example of Lowe’s living out its commitment to elevate the customer and associate experience,” says Seemantini Godbole, Lowe’s chief digital and information officer. “Whether associates have been on the job for five weeks or five years, they can be confident they’re delivering expert-level advice and assistance, and customers can trust they’re getting the best service and experience of any retailer.”

The Home Depot

The Home Depot currently offers more than a dozen AI-powered capabilities, with numerous others in development. Through new artificial intelligence tools, the company is delivering its home improvement expertise directly to millions of DIY customers and professional contractors.

“Everything we build is to improve the customer and associate experience,” says Angie Brown, The Home Depot executive vice president and CIO.

Walmart

In March, Walmart reworked its approach to AI-powered shopping, reevaluating its partnership with OpenAI to help customers find products faster. After early results fell short of expectations, Walmart and OpenAI are pivoting. The company plans to integrate its own AI assistant, Sparky, into ChatGPT and Google’s Gemini, allowing customers to search, compare and build carts through conversation

while keeping more control over the transaction experience.

“Shopping can start anywhere now, whether that’s Walmart or a question in ChatGPT,” says Daniel Danker, executive vice president of AI acceleration, product and design at Walmart.

Independent Retailers

Hassett Hardware in the Bay Area of California, has implemented everything from employee communication technology to electronic shelf labels, and recently implemented Fast Query.

Fast Query is an AI integration tool that gives employees immediate access to information about every product in their store right in the aisle where they are most likely to engage with customers.

“I think for the independent channel, using AI in this way through this model works really well when we’re empowering the associates,” says owner Eric Hassett. “This tool puts limitless information into their hands.”

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Contractors Embracing Technology

Discover how cutting-edge technology is reshaping the home improvement industry at hardwareretailing.com/professional-tech

Tech Trends

How Retailers Are Using Technology to Attract and Engage Customers

According to the 2026 Store Operations & Experience Benchmark study from Retail TouchPoints, retailers are adopting a wide range of technologies to enhance in-store experiences and better tell a brand’s story visually. Some of the top technologies that retailers have implemented include digital signage (64% of respondents), QR codes (62%), mobile POS (56%) and self-checkout stations (44%).

Retailers in the independent channel are also embracing many of these same technologies to enhance the in-store customer experience.

AI Assistants

Located in the Bay Area of California, Hassett Hardware recently implemented Fast Query, an AI integration tool that provides immediate access to information about every store product.

“Employees can ask Fast Query a question and get an immediate response,” says Fast Query founder Anton Kulikalov. “Even if they are working for the first day in a new store, they can get up to speed with the locations of products, inventory and more.”

QR Codes

At Van Well Building Supply in Dallas, Oregon, QR codes have helped Geoff Saunders solve an issue many retailers are currently facing—not enough workers to serve customers.

“I thought it would be great if we could refer customers to a QR code they could scan with their phone to get a brief tutorial on whatever project they’re working on,” Saunders says. “The QR code could keep them in the store until an employee could get to them, or best-case scenario, it provides all the information they need.”

Shelf-Scanning Robots

Every night at Busy Beaver Building Center’s Delmont, Pennsylvania, and Irwin, Pennsylvania, locations, an autonomous robot roams the store, looking for misplaced and missing products.

Adam Gunnett, director of information technology (IT) and marketing, heads up the robot project for the operation, which has 25 stores in three states. Gunnett and the staff have access to a dashboard with the robot’s report from each night, which they use to fill in empty spaces, correct wrong prices and move products to where they belong.

Gunnett estimates the robot saves about 80 hours of employee time each week, completing its work in two hours each night. Along with increasing efficiencies, the robot has also improved employee morale.

“The robot isn’t replacing anyone’s job, but it’s doing the menial tasks so they are free to focus more on helping customers,” he says.

Strengthen Your Team. Secure Your Future.

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Cody Goeppner Director of Education & Training | RMCP Class of 2017 cgoeppner@YourNHPA.org

Real-World Application

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Mentorship and Support

Learn from university professors and industry experts while receiving ongoing mentorship and direct guidance from NHPA leadership throughout the program

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A STORY ABOUT COMMITTING TO GROWTH

My dad was an electrician when our family bought Caldwell Hardware in 1979 At the time, it was just an 800-square-foot store, and he saw it as a way to support his electrical business while also serving the community. I was just 10 years old then but I grew up in the aisles Dad continued wiring houses while my mom ran the store, learning the business and building relationships in the community.

As Hot Springs expanded, we worked hard to expand with it I took on more responsibility as a teenager, and over the years we’ve continually looked for ways to better serve our customers whether retirees moving into the area, weekend DIYers or contractors who depend on us Today, Caldwell Hardware is about 22,000 square feet Recently, we added 6,500 square feet, completed major resets and invested in modernizing the operation. Those efforts have resulted in double-digit sales growth and renewed energy throughout the business.

Our long-standing relationship with Orgill has played a meaningful role in that success. Since the early 1980s, they’ve provided not just products, but tools to help us grow Smart Start assortments allow us to fine-tune categories for our market Their competitive pricing helps us maintain our margins. The FanBuilder loyalty program helps us connect with customers in new ways. And having a dedicated sales partner who understands our business gives us clarity and confidence

With that foundation and partners who share our commitment we’re well positioned to keep building on 40+ years of steady growth.

Phillip Taylor Owner | Caldwell Hardware | Hot Springs, Arkansas