Issuu

INDUSTRY’S

STILL BUILDING

AFTER 100 YEARS

Five generations of the Lummus family show how putting people first supports long-term success. From left, Reid Lummus, Will Lummus and Ashlyn Jenkins

Innovation Starts Here

Don’t Miss the 2026 Orgill Dealer Market

Join us this February in Orlando, FL to experience nearly 1 million square feet of innovative retail solutions, exclusive products, promotions, and industry-leading workshops. Connect with top vendors, retailers, and retail experts, and see firsthand how Orgill can drive your business forward. Whether you ' re a valued Orgill customer or exploring new opportunities, our commitment to your success has never been stronger.

1,200+ 40+

Vendor Booths Educational Sessions

Discover the latest products and promotions from top vendors.

Learn best practices and strategies to grow your business.

Orgill Services

Get tailored advice to optimize your operation and drive sales.

30+ 02

Pro & DIY Concept Stores

Explore fully merchandised stores for fresh ideas and solutions.

Now part of Hardware Connection’s Century Club, Lummus Supply Co. marks 100 years in business while continuing to provide experienced service, quality lumber and building products to its Atlanta-area customers.

Ace Hardware’s owner explains how naloxone training and awareness became part of her Bay Area family business.

with David Mobley, Orgill’s executive vice president of sales, about market conditions, retailer resilience and where opportunity is likely to

What Store Managers Are Saying

“The team could not stop raving about how fast it is to put away the order! It was so seamless and organized. Everyone who helped put it away came up to me to express their astonishment at the efficiency!”

- Adam W., Manager Ace Hardware Store

Revolutionizing PUT-AWAY Efficiency Advantages

Enhanced FIND-IT-FAST™ labels featuring vivid imagery, bold names and colored location maps

Engineered to slash put-away time by 40-50%

Substantial weekly time savings equals significant annual labor cost reductions

More time for customer engagement, merchandising and up-selling

Easy learning curve for new hires

INew Year, New Cadence

f your email inbox looked anything like mine after January 1, you probably needed a highway department–approved plow just to dig out. Between leftover holiday promotions, nonprofit fundraising appeals and legitimate work notes that actually require a response, the count easily crept into the triple digits. Which makes this a good moment to share a heads-up about a small but meaningful change at Hardware Connection.

Heading into 2026, you’ll be hearing from us a little more often. We’re moving to two issues per month, which means one additional email in your inbox every month. But we don’t want to add noise and proclaim “breaking news” every other day. Our goal is to give you a timelier, more useful snapshot of what’s happening across the independent hardware channel. You’ll still get the in-depth dealer profiles, industry news, people moves and product reviews you’ve come to expect. They’ll just arrive in more compact, easier-to-digest issues that reflect how quickly news moves.

Any change like that works only if it works for you. So as we roll into this new cadence, I want to hear from you. Story

By Doug Donaldson

ideas. Product categories we should pay closer attention to. Leaders you want us to interview. Things you’re seeing in your market that deserve a bigger spotlight. Send it all my way: doug@thehardwareconnection.com .

This issue is a good example of what we’re trying to do with that extra frequency. “A Mother’s Grief Becomes a Mission That Saves Lives ,” the Retailer2Retailer feature by Michelle Leopold of Stan’s Ace Hardware in Northern California, is extraordinarily moving. Michelle has long woven community initiatives into her family business, but everything changed after she lost her son Trevor to fentanyl poisoning. That experience led her to launch naloxone training events in her stores, helping first responders and community members learn how to prevent overdoses. As fentanyl awareness has grown and overdose deaths have begun to decline, Michelle is shifting how she promotes that mission—but she hasn’t stopped speaking up. Her story is a powerful reminder of how deeply local hardware stores can connect to the people they serve.

Our cover story, “ Still Building After 100 Years ,” takes you to the Atlanta area

BUILT FOR YOU, BACKED BY LEGACY

SHELF LIFE

and into the five-generation history of Lummus Supply Co., which recently joined the Hardware Connection Century Club . What makes the Lummus family’s tale stand out is the company’s longevity, adaptability and peoplefirst culture. That spirit—from founder R.H. Lummus Sr. during the Great Depression to quietly helping neighbors make it through hard times even today—has never wavered. Lummus Supply continues to evolve with new products, markets and technology, but its underlying focus on taking care of people hasn’t changed. That’s how you stay relevant for 100 years.

With each issue in 2026, we’ll bring you voices from across the

industry who are thinking hard about what comes next. In our latest Q&A, “ Consultative Sales, the New Standard ,” Orgill’s David Mobley puts it well when we ask for a bold prediction about independent hardware. He points to the experience during the pandemic, when local retailers proved they’re their communities’ heartbeat. As long as customers value connection, service and expertise, he says, independent retailers will thrive.

As the year unfolds, that combination of adaptability and attentiveness will matter more than ever. Hardware Connection is committed to staying flexible, curious and in step with the retailers who make this channel what it is. n

VISIT OUR BOOTH AT HOUSE-HASSON AND ORGILL MARKETS

JANUARY 22–24, 2026 · NASHVILLE, TN

GAYLORD OPRYLAND RESORT & CONVENTION CENTER

ONE MARKET — ENDLESS OPPORTUNITIES

Discover new vendors, market-only specials, and direct connections to shape what’s next for your store, plus travel rewards and live entertainment that make attending easy and truly rewarding.

butAmazing TRUE HARDWARE STORIES

Ialways say I’m an accounting guy, so I don’t get many funny hardware stories. But my favorite was when a lady came up to the checkout, opened her purse and a bug launched out like it had somewhere better to be. Before I could even react, she calmly smashed it, finished paying and went on with her day like that was completely normal. I just about jumped over the counter; she didn’t blink. Then there was the guy who wanted to buy a kerosene heater—for his van. I suggested that sounded less like “staying warm” and more like “building a rolling blaze.” Thankfully, he reconsidered.

Work in hardware long enough and you learn: People will surprise you, and sometimes their purse does it first.

Jeff Tepe McCabe Lumber Cincinnati, Ohio

The Retail Sourcing Show.

How’s Business?

CENTRAL

How were sales and customer counts in 2025?

The hardware side has been down a bit more, probably 5 to 10 percent. It’s mainly because of the market and the Covid effect with the big push for projects from 2020 through 2022. Sales growth in that time was off the charts, so there’s been a pullback since then. We’re still up over 2019 numbers. On the lumber and building materials side, sales are about on par from the prior year.

What’s unique about your business? We have a lumber and building materials operation and three hardware stores—your typical family stores, about 10,000 to 15,000 square feet. What sets us apart is our inventory and our people. We have a large inventory, selling to remodelers as well as homebuilders. We also do a lot of pickup business, helping area contractors. Remodelers do a lot in the decking category, so I want a strong presence in our market for that type of product.

Best niches? Our niche is our inventory. There’s nobody in our market with the level of inventory investment

McCabe Do it Center pairs three familyrun hardware stores with a full lumber and building materials operation, serving remodelers, homebuilders and contractors. Despite a post-pandemic pullback in DIY traffic, sales remain above 2019 levels.

that we have. We have the product, and people know we have it, so they come from all over to pick it up. We do a lot of delivery as well. We also do services, including house packages, estimating and a full sales department. Deliveries are another niche. Our delivery schedules and the way we deliver product are a real strength. We try to narrow our delivery windows to about a half-hour, plus or minus, and that seems to be very strong.

Any new initiatives planned for 2026? Business as usual.

Jeff Tepe

McCabe Do it Center/ McCabe Lumber Cincinnati, Ohio

NORTHEAST

How were sales and customer counts in 2025? Sales were up slightly, about 1 to 2 percent. Customer count was down about 5 percent. I feel buyonline, pick-up-in-store is contributing to the lower customer count, along with Ace’s option to buy or order to ship— that cuts down on trips to the store. Our online portion was up over last year. In our area, home prices are still very high and not going down. Energy prices are a local economic factor for some.

What’s unique about your business? We’re almost 80 years in business. We’re in the center of our town, and because it’s typical Westchester County, we have some isolation from big-box stores, which is great for us. We make sure our store is staffed well—not just with numbers, but with people who know how to talk with people. The businesses that can weather the internet storm are the ones that understand people still crave human interaction. Full- and part-time staff is about 35. Best niches? In this store, I don’t have one single niche. We have Benjamin Moore paint, and that’s big for us. We do a good job with lawn and garden. What separates us is our salespeople’s knowledge of our products. Customers come in with more knowledge—they’re googling, reading reviews and doing research before they

Sports and Pokémon cards at Berger Hardware reflect a surprising sales boom; owner Chris Rubeo says such cards topped $50,000 in sales last year, driven by collectors and TikTok “unboxing” videos.

get here, and that’s good; it allows us to better steer them to the right products.

Any new initiatives planned for 2026? We want to continue to make the in-store experience great. We haven’t seen any major new product lines and have no plans for expansion. We’re focused on the experience and how we treat customers.

What surprise products did well last year? Sports cards and Pokémon cards. My sister came across them through another dealer we’re friendly with. There are TikTokers who will buy a case, and they do videos of themselves opening the packs—that’s how they get their views. We sold about $50,000 in sports cards last year. We had an endcap of all sports cards, and some people will come and buy $800 to $1,000 worth of cards at once. When cases of cards come in, we have to keep them safe in the office.

Chris Rubeo Berger Hardware Hawthorne, N.Y.

SOUTHEAST

How were sales and customer counts in 2025? Flat line between 2024 and 2025, but margins were a bit better. Tariffs had a net increase on

B.W. Burdette & Son Hardware balances retail and industrial wholesale business under one roof, pivoting between the two. While consumer traffic has softened amid tariffs and higher prices, industrial sales remain strong, with plumbing a key niche and e-commerce expansion ahead for 2026.

Sika® ROLLING RACK PRODUCT DISPLAY

Scan the QR code to request more information on exclusive display pricing!

g Maximize product visibility

g Four rows of shelves for any array of products

g Heavy-duty design with lockable wheels

g Dimensions: W 28.75" x D 26" x H 58"

prices, but we’ve also seen our retail consumerism die down, while industrial sales remained strong.

What’s unique about your business? We can pivot almost instantly between retail and industrial wholesale and do fairly well navigating both divisions.

Any new initiatives planned for 2026? E-commerce.

Best niches? Plumbing is a big niche for us, but we tend to be very balanced across the board.

For the Fountain Inn, S.C., store, Leigh Country dark stain Aspen rocking chairs became an unexpected hit, with the store’s initial order of six growing to about 50 sold by spring’s end.

What was a surprise bestselling product last year? Leigh Country dark stain Aspen rocking chairs. We brought in six on our initial order and ended up selling roughly 50 or so by the end of spring.

Connor McCraw B.W. Burdette & Son Hardware Fountain Inn, S.C.

HOW’S BUSINESS?

WEST

How were sales and customer counts in 2025? Very good up until the last month and a half of the year. We send products up to Alaska, and our sales season is usually wrapped up by September. After that, we take a fresh look at inventory for next year. We’ve already started doing bids and putting things together. The first boat leaves in March. This year has been very good so far. Interest rates affect us substantially, especially in Seattle. It’s probably about the same as last year in many ways. I wouldn’t say much better or worse—just a little different.

What’s unique about your business? We send things into remote Alaska—that’s our focus. We’re a small company, just three of us, all family. It’s a unique operation. It’s not just lumber. Put anything on the list—quads, cars, loader tires, whatever needs to go to remote Alaska. We do that for everybody. That’s what we like about it. It’s not just sticks and plywood. It’s a little bit of everything, and that’s what makes us unique.

What’s your best niche?

Everything goes on a barge, and meeting those barge deadlines is critical. If we put something on a bid, it almost always makes it up there, just like we say it will. We’ve been doing this a long time—I’ve been here 37 years now.

“This year has been very good so far,” says owner Donnie Taylor. As a small, family-run operation, Uresco Construction Materials continues to focus on one thing: reliably moving everything from building materials to equipment into remote Alaska.

My wife and son work here. It’s a good place to work. Remote customers can ask for anything, and we’ll get it up there for sure.

Any new initiatives planned for 2026? I don’t think we’ll do anything different. It’s a family-owned company. We’re on generation number three now, which has been fantastic.

Donnie Taylor

Uresco Construction Materials Kent, Wash.

Join us for this important recognition program that honors the best of the best dealers who represent the future of the industry. The Beacon Awards are held annually at Independent Home Improvement Conference and are presented by Hardware Connection magazine. The IHI Conference will be held July 28-30, 2026 in Orlando, FL. For more information about attending this event along with all other educational seminars, open floor discussions and social activities at the 2026 IHI Conference, visit www.ihiconference.org . Sponsors:

LUMMUS SUPPLY CO., WITH FIVE LOCATIONS IN THE ATLANTA AREA, APPROACHES GROWTH WITH CONSISTENCY AND A CUSTOMER-FIRST APPROACH.

By Doug Donaldson

STILL BUILDING AFTER 100 YEARS

Five generations of the Lummus family have now worked in and helped manage Lummus Supply Co. as it reaches its 100-year milestone.

(From left) Reid Lummus, vice president of operations; Will Lummus, CEO; and Ashlyn Jenkins, human resource and accounts receivable manager.

(Right) Now part of Hardware Connection’s Century Club, Lummus Supply Co. marks 100 years in business while continuing to provide experienced service, quality lumber and building products to its Atlanta-area customers.

When Will Lummus talks about carrying on his family’s legacy, he doesn’t reach for grand statements. He talks about people. About culture. About lessons that have been passed down quietly for a century and reinforced every day in the lumberyard, behind the counter and in the office.

CEO Will Lummus continues the company’s tradition of family leadership, focusing on strong customer relationships and high-quality building material solutions as Lummus Supply Co. enters its second century.

“It’s an honor to be able to continue it,” Will Lummus says of leading the business, which boasts five generations of family members who have worked there. “Very few companies last past three generations. I’m proud of the people before me and the lessons they taught me along the way.”

Founded in 1925 as a sand business in Atlanta, Lummus Supply Co. has grown alongside the city itself. What began with R.H. Lummus Sr. pumping sand from Proctor Creek evolved through coal, drywall, lumber and engineered products as each generation responded to changing markets and customer needs. Through the years, one principle has remained constant: Take care of people, and the business will take care of itself.

Now, with its 100th anniversary, Lummus Supply Co. joins more than 1,000 independent hardware and

COVER STORY: RETAILER PROFILE

building supply dealers nationwide as members of the Hardware Connection Century Club , a recognition reserved for businesses that have reached the milestone of 100 years in operation.

BUSINESS SHAPED BY ADAPTABILITY

The company’s early history was rooted in adaptability. Founder R.H. Lummus Sr. traded a cotton farm for a dairy farm on Bolton Road in Atlanta, only to discover that sand offered a more reliable livelihood. During the Great Depression, when construction slowed to a crawl, the family pivoted again. Lummus Sr. sold insurance door to door and even started a truck farm— a small farm producing vegetables for the local market—to stay afloat. Even as the business adapted to survive, caring for neighbors and customers remained central to how the family operated, with help often extended quietly and without expectation.

“My grandfather would give a guy a sack of coal and say, ‘Pay me when you can,’ ” recalls Robert Hugh Lummus II, the third-generation owner, grandson of the founder and former president and CEO. “That was really the beginning of Lummus Sand & Coal.”

World War II brought rationing and workforce shortages, but the company endured. When soldiers returned home, the family recognized the demand for

housing and shifted fully into building materials. Many of the homes along Bolton Road were furnished with materials supplied by Lummus, tying the company’s story directly to Atlanta’s postwar growth.

By the late twentieth century, Lummus had expanded to as many as nine locations and became one of the Southeast’s largest drywall distributors. Then came the 2008 economic downturn.

“We were very fortunate that we didn’t have any debt,” says Bill Lummus, the third-generation family member who led the company through that period. “That’s what saved us.”

CULTURE BEFORE EVERYTHING ELSE

When Will Lummus stepped into the role of president and CEO in July 2021, preserving the culture was

Lummus Supply Co. has evolved from sand and coal into drywall, lumber and engineered products—always anchored by a focus on people and long-term relationships.

nonnegotiable. “We’re not a corporate company,” he says. “Culture is huge with us. I never expect anyone to do anything I wouldn’t do.”

That mindset shows up in practical ways. Lummus Supply Co. employs close to 100 people, many of whom have been there for decades. Managers with 30 or 40 years of service are common. Entire families have worked at the company across generations.

“If you take care of your employees, they’ll take care of you,” Lummus says. “Nobody works for me. I work with everybody in my company.”

Employees echo that sentiment. Phil Tyson, who started in 1982, remembers

COVER STORY: RETAILER PROFILE

when the company helped him build his first home, even cosigning his loan.

Gary Hicks, manager of the Roswell, Ga., location, recalls being fully supported during a monthlong hospital stay in 2018, including continued pay and even a bonus.

Dennis Hughes, a branch manager with more than four decades at Lummus, tells a similar story about battling cancer. “They said, ‘Take your time. Do what you need to do,’ ” he says. “That meant a lot.”

PREPARING THE NEXT GENERATION

With the family’s fifth generation now active in the business, Lummus has been deliberate about developing leadership.

“Just because your last name is on the building doesn’t mean this has to be your career,” Will says. “They had to show me they wanted to be here.”

Family members are encouraged to attend college, explore other paths and choose the business intentionally. For Will’s daughter, Ashlyn Jenkins, that journey deepened her connection to the company’s history.

“I had no idea what the family company was about growing up,” says Jenkins, who works in human resources, accounts receivable and social media. “The more I learned the history, the more I fell in love with it and wanted to be a

part of growing it and serving customers here in Atlanta.”

Billy Lummus, another member of the fifth generation, works in the mill shop as an operations manager and describes an open-door culture in which hierarchy takes a back seat to accessibility.

“You can walk into Will’s office, my office, Ashlyn’s,” Billy says. “Everybody knows everybody. We know all 98 employees by first and last name.”

MODERN INVESTMENTS, LONG-TERM VIEW

While tradition anchors the business, Lummus Supply Co. continues to make investments aimed at supporting its probuilder customers as they work today. That includes an expanded focus on millwork, engineered wood products, siding and decking, along with the operational support needed to deliver those products reliably across the Atlanta market.

Those shifts are supported in part through Lummus’s longstanding partnership with Orgill. Will Lummus points to Orgill’s distribution capabilities, consistent fill rates and category expertise as critical advantages, particularly during periods of disruption: “Even during Covid, their fill rates were strong. We knew what we were getting, and there weren’t a lot of back orders.”

On the merchandising side, he credits Orgill sales representative Todd Schroeder with understanding the company’s pro-builder focus and helping

5 TIPS FOR SUSTAINING A FAMILY BUSINESS ACROSS GENERATIONS

After five generations, Lummus Supply Co. has learned that successfully working with family doesn’t happen by accident. It requires clarity, respect and shared expectations. Here, the Lummus family share their tips with other home improvement retailers.

1. Passion matters more than bloodlines. CEO Will Lummus made it clear to the next generation that the family name alone doesn’t guarantee a role. Family members were encouraged to pursue education and careers outside the business before deciding to join. That approach ensures commitment and reduces any sense of entitlement.

2. Accessibility must be balanced with accountability. Lummus has an open-door policy, but roles and responsibilities are clearly defined. Family members work alongside nonfamily employees, earning trust through performance rather than position.

3. Extend all communication beyond just business. Leaders make a conscious effort to know employees as people, learning about families, challenges and milestones. That same principle applies within the family, where transparency helps prevent assumptions and resentment.

4. Guide decisions with longterm thinking. During economic downturns, leadership prioritized keeping people employed and maintaining financial stability. That discipline has helped the company survive recessions without sacrificing its culture.

5. Respect the past but don’t be bound by it. Lummus honors its history while at the same time investing in technology, new product categories and emerging markets. Family members such as Ashlyn Jenkins emphasize adapting to current realities while preserving the company’s core values.

COVER STORY: RETAILER PROFILE

align assortments accordingly. That support has included new product introductions, planograms and targeted displays that reflect how contractors shop. “He knows our business,” Will says. “He’s always looking at what fits us, not just what’s new.”

Orgill markets and online buying events also play a role, Will adds, giving Lummus access to suppliers, early looks at new products and buying opportunities that support margin and inventory planning.

Technology is another area of forward focus. A recently launched online customer portal provides builders with access to statements and online payments, offering the kind of visibility customers expect while preserving the personal relationships Lummus considers essential.

Looking ahead, Lummus sees continued opportunity in multifamily construction along with further investment in engineered products and specialty services. The goal, he says, is steady, thoughtful growth supported by partners who understand the business and a culture that keeps decisions grounded.

A CENTURY DEFINED BY PEOPLE

As Lummus Supply Co. marks its 100th anniversary, the celebration is about more than just longevity.

At Iron Horse Golf Club in Alpharetta, Georgia, the Second Annual Lummus Invitational raised nearly $15,000 to support Extra Special People (ESP), a nonprofit that provides programs for those with intellectual and developmental disabilities.

“My goal is the best experience for our customers,” Will Lummus says. “They have access to me. My door is always open.”

Employees see that accessibility as legitimately genuine. “Everybody’s a necessity here,” says Peyton Williams, a fifth-generation family member working in inside sales and purchasing. “No matter what role you have.”

For Ashlyn Jenkins, that legacy is measured in lives, not balance sheets. “The biggest impact we’ve made is on our employees and their families,” she says.

After a century of change, economic cycles and industry shifts, Lummus Supply Co. continues to operate by a simple standard: Do the right thing, take care of people and keep building.

“We’ve been here 100 years,” Billy Lummus says. “We don’t plan to go anywhere anytime soon.” n

Welcome to the Hardware Connection Century Club!

The Hardware Connection Century Club, sponsored by the National Hardware Show®, recognizes “The Innovators and Survivors Who Helped Build America.” Our Century Club currently includes 804 hardware and LBM retailers, 21 wholesalers and 207 manufacturers that were founded in the United States of America and remain in business after 100 or more years.

You can find the complete list of Century Club members including old store photos and links to company history by clicking here. We congratulate the following retailers who have been added to the Hardware Connection Century Club this past year:

Andrew Posey & Son Hardware, Jasper, AL—1924

Bourassa True Value Hardware, New Bedford, MA—1924

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

Braun Building Center, Manitowoc, WI—1905

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

Chairtown Lumber Company, Gardner, MA—1924

Clark Devon Hardware, Chicago, IL—1924

Congleton Lumber, Lexington, KY—1905

Denver Lumber Company, Denver, CO—1923

Gennett Lumber Company, Fletcher, NC—1901

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

Hamilton Building Supply, Hamilton, NJ—1924

Heller Lumber Company, Arlington Heights, IL—1924

Holman Supply Company, Moultrie, GA—1920

Howell Hardware, Millville, NJ—1924

Hunter’s Hardware, Berkley Spring, WV—1870

H&W Hardware, New York, NY—1924

A MOTHER’S GRIEF BECOMES A MISSION THAT SAVES LIVES

By Michelle Leopold

STAN’S ACE HARDWARE CO-OWNER MICHELLE LEOPOLD, WHO OPERATES SIX STORES ACROSS THE SAN FRANCISCO BAY AREA, HAS BECOME A LEADING VOICE FOR FENTANYL AWARENESS.

Michelle Leopold, co-owner of Stan’s Ace Hardware, has turned personal tragedy into a community mission, helping thousands of people learn how to recognize and reverse an overdose.

Ioften describe myself as the mom in our mom-andpop Ace Hardware stores. My husband and I operate six Stan’s Hardware locations in the Bay Area, and I’ve learned that running a store sometimes means stepping into roles far beyond recommending fasteners, mixing paint or helping

someone choose the right drill bit. More than a decade ago, I pushed for pesticide-free plants to support pollinators long before it became mainstream. That taught me that being a retailer can overlap with being a responsible global citizen.

In the years since we lost our older son, Trevor, to fentanyl poisoning, that overlap has defined my life. Since we began our naloxone training events four years ago, the landscape has shifted dramatically: Awareness of illicit fentanyl has grown; naloxone, used to treat overdoses, has become widely available—often at no cost—and overdose deaths are declining in nearly every state. Because of this encouraging progress, 2025 was my final year hosting our large store events. But I’ll always use my voice to raise awareness that #OnePillCanKill, and I’m happy to train any first responder who asks. I carry naloxone with me everywhere.

I never imagined how personal this mission would become. On November 17, 2019, Trevor died in his college dorm room after taking a single counterfeit pill that contained a lethal dose of fentanyl. He was 18. I am a mother to two boys—our younger son, Parker, and Trevor, whom I also carry with me everywhere.

The day Trevor died, I told my husband, “We can’t be quiet about this.” I

A simple idea—six days of naloxone training across six stores—became a turning point for Stan’s Ace Hardware. Leopold has now ended the large-scale events, saying access and awareness have caught up.

chose immediately to speak openly about fentanyl poisoning and the circumstances of Trevor’s death. Stigma never entered my mind—my focus was preventing other families from ever having to stand where we were.

In those early months, I even had to learn what fentanyl was. I didn’t know the phrase “one pill can kill,” or that teens and young adults were dying after taking counterfeit pills they believed were safe. That lack of understanding troubled me. Parents felt alone. Kids assumed they were indestructible. So I began talking— first with small groups, then at schools and parent meetings, and eventually to anyone who would listen.

When Covid struck, those conversations moved online. I hosted a Zoom event for International Overdose Awareness Day in August 2020, explaining fentanyl and how to recognize an overdose. Local news picked it up, and more conversations followed. I

became one of the early parent voices in the Bay Area explaining the crisis. Trevor’s story began to travel far beyond our family.

PARTNERSHIPS AND A GROWING MISSION

By 2021, I was collaborating with local harm reduction organizations such as RxSafe Marin for Overdose Day. They had deep community roots and welcomed a retailer willing to stand on a sidewalk and teach overdose prevention. Together we organized naloxone pop-ups, handing out kits and showing people how to use them. At the

time, access to naloxone (also known as Narcan) was still uneven, and overdose education and naloxone distribution met a real need.

The turning point for our stores came in 2022. International Overdose Awareness Day falls on August 31, and a group of parents who had also lost children to this scourge were planning a Fentanyl Awareness event on August 21. I wanted to support both efforts. During a managers’ meeting, I floated a crazy idea: What if we used the week between those events to offer naloxone training at each of our six stores? I had barely finished the sentence before every manager said yes.

That changed everything.

We set up tables outside our stores and partnered with harm reduction groups to supply naloxone. We invited employees, customers and neighbors to take part. I handed out flyers to nearby businesses and kept the message simple: Whoever shows up, we’ll teach you. Throughout the week, we trained hundreds—one family, one carload, one curious teenager at a time. Employees felt empowered, customers felt welcomed and the community saw a hardware store taking on an unexpected but meaningful role.

Inside the stores, we framed Narcan as another safety tool. When someone buys a fire extinguisher, I don’t assume they live with an arsonist— they’re preparing to protect someone else. Naloxone is similar. You can only save another person’s life with it. That

For Leopold, sharing the story of her son Trevor is both an act of grief and an act of service—and it’s changing how communities understand fentanyl and naloxone.

comparison helped reduce stigma and let people understand why carrying naloxone matters.

As the work expanded, so did the reach of Trevor’s story. Because I had spoken out from the beginning, reporters sought our perspective. Articles appeared locally and internationally. I use the hashtag #TrevorIsEverywhere because his story has traveled farther than he ever got to in life. Each time I talk to parents, students, Scouts or seventh graders, I think of his friend in his dorm that fateful night, who didn’t know the signs of an overdose and didn’t have naloxone. Knowledge changes

RETAILER2RETAILER

outcomes, and I want young people to have information Trevor didn’t.

HEARTWARE AND COMMUNITY MOMENTUM

Around this time, Ace’s Heartware program learned about our efforts. Their team created Ending the Stigma, a mini-documentary that later became part of a film called OnePill. When OnePill won an Emmy, it was surreal— but the award wasn’t the goal. It simply meant the message was reaching people who needed to hear it.

Training also spread within the Ace community. At the 2025 Ace Northern California Summit for store owners and managers, my friend and fellow store owner Linda Roark invited me to show the Heartware video and train the full group. More than 100 people participated, and several stores reached out afterward for guidance on hosting their own trainings. Retailers are problem solvers, and once they saw how accessible naloxone training was, they recognized they could strengthen their communities too.

Naloxone is now an indelible part of our company’s safety culture. I keep Narcan in my car and can train a new team member in minutes. Some of our locations have unhoused people sleeping nearby, and those teams are grateful to know what to do if they encounter an overdose. In every training, we

emphasize the same steps: Recognize the signs, call 911, administer naloxone and stay with the person until help arrives. Employees aren’t expected to solve everything; they’re there to buy time for first responders.

The ripple effects are powerful. At an Oakland street festival our store helps sponsor, our harm reduction partners gave out more than 400 naloxone boxes in a single day. Later, someone used one of those kits to revive a person overdosing in a grocery parking lot. You never know who will save a life because you showed up with a table, a tent and a willingness to teach.

I once thought I would spend my life teaching my sons about the world. Instead, I now teach the world about my son. This has erased the boundary between my personal grief and my professional life, and I’m grateful it did. Sharing Trevor’s story has helped others feel less alone. Training people has equipped them to act instead of freeze. And watching retailers join this work shows that a hardware store can be more than a place to buy tools. It can be a place to strengthen a community’s resilience. n

Michelle Leopold is a longtime San Francisco Bay Area hardware retailer who co-owns Stan’s Ace Hardware. She has spent years weaving community initiatives into her family business.

7 WAYS HARDWARE RETAILERS CAN BRING NALOXONE TRAINING TO THEIR COMMUNITIES

“Most of all, remember that hardware retailers are trusted neighbors. When you stand on the sidewalk and say, ‘We are here to teach you how to save a life,’ people listen,” Michelle Leopold says. “You may never know every story that flows from that decision, but you will know you used your store’s footprint for something that matters.”

Here are Leopold’s seven lessons about naloxone training within a hardware store environment.

1. Start with your own why. Your motivation may be personal, professional or both, but your team needs to understand why this work matters to you. When employees see that this reflects your values as an owner, they are more likely to embrace it and share it confidently with customers.

2. Partner with harm reduction organizations. You don’t need to be the overdose expert; most communities already have coalitions, public health departments or harm reduction groups eager to collaborate. They can supply naloxone, provide trainers and answer technical questions while you offer the venue, visibility and foot traffic.

3. Invite your team first, then your neighbors. When we set up naloxone tables, every staff member on duty came through the training first, which built confidence and ownership. From there, we shared flyers with nearby

businesses, posted signs at the counter and welcomed anyone who wanted to learn.

4. Make naloxone feel like any other safety tool. Including it alongside fire extinguishers and first-aid kits reinforces the message that preparedness is not an accusation—it is an act of care. I often explain that owning a fire extinguisher doesn’t mean you expect a fire; having Narcan on hand likewise simply means you’re ready to help.

5. Lean on Good Samaritan protections. All 50 states have laws safeguarding people who call for help or use naloxone in good faith. Reminding employees and customers of this reduces hesitation and encourages them to act quickly in an emergency.

6. Keep the training simple and action-focused. Our core steps are straightforward: Recognize the signs of overdose, call 911, administer naloxone and stay with the person until help arrives. Employees’ role is to respond swiftly and safely, then hand off to professionals.

7. Bring training into community events. Do not limit it to your parking lot. Offer your booth at festivals or street fairs to harm reduction partners. At one Oakland event, that approach helped distribute hundreds of naloxone kits—some later used to save lives.

David Mobley describes Orgill’s Innovation Center— shown here during its grand opening in October 2025— as a collaborative space where retailers and Orgill teams can experiment with layouts, pricing strategies and emerging trends to see what truly works.

CONSULTATIVE SALES, THE NEW

DAVID MOBLEY, ORGILL’S EXECUTIVE VICE PRESIDENT

OF SALES, OUTLINES HOW SHIFTING

CUSTOMER

Q&A: THOUGHT LEADERSHIP

Mobley, Orgill’s executive vice president of sales, has spent more than two decades with the company in sales leadership roles and now helps guide its consultative sales strategy for independent retailers.

STANDARD

After more than two decades in sales leadership positions at Orgill, David Mobley assumed his current role as the company’s executive vice president of sales. Promoted to the executive team

at the end of 2021, he has helped guide a quiet but significant shift in how the sales organization operates—moving from traditional order support to a truly consultative model centered on strategy, profitability and long-term growth for independent retailers.

Q&A: THOUGHT LEADERSHIP

Mobley emphasizes practical, datadriven tools such as market-based pricing, assortment planning and tailored retail programs, while also championing initiatives such as Orgill’s new Innovation Center that enable new concepts to be tested and refined before they reach customers. In this exclusive conversation with Hardware Connection, he offers

a behind-the-scenes look at how the Orgill sales team works with retailers and where its support is headed.

Hardware Connection: How has the Orgill sales team’s role changed most during your tenure, and what new capabilities are you prioritizing?

Mobley emphasizes consultative sales as the future of retailer support, shifting focus from transactions to collaboration on market-based pricing, assortment planning and long-term strategy.

Mobley: While the role of the Orgill sales team has transformed significantly over the past decade, our core mission—“Helping Our Customers Be Successful”—remains unchanged. The needs of the independent home improvement retailer have shifted from a traditional focus on products to a highly technical and strategic approach

to retailing. Success in today’s market requires a comprehensive loyalty program, an informative, shoppable website and a precisely curated assortment mix—all delivered at a retail price that reinforces market competitiveness. The Orgill sales team is dedicated to serving as a trusted partner, working side by side with our retailers in a consultative role.

Q&A: THOUGHT LEADERSHIP

Of all the tools Orgill provides, which do you think are the most underused by retailers, and why do you believe they represent untapped opportunity?

I’d point directly to our Custom Market Retail Pricing solution. To win today, retailers must shift from being margin-driven to being market-based. Today’s shoppers are highly informed; they know what a product should cost. If you price solely on margin percentage, you risk being uncompetitive on high-visibility items. Our tool separates gross margin goals from retail price setting, allowing you to match big-box competitors on key products while recovering margin elsewhere. It’s a proven way to build consumer trust without sacrificing your bottom line.

Across your customer base, what separates the retailers who consistently handle volatility well from those who struggle? Are there common behaviors or operational habits you notice?

Most retailers are natural problem solvers, so handling volatility often feels like just another day at the office. However, true volatility management means maintaining unwavering stability, service and profitability despite rapid and unpredictable market shifts. Whether driven by consumer demand, supply chain disruptions or economic

instability—challenges we’ve seen plenty of recently—the retailers who thrive are those who expect change. They don’t just react; they get ahead of it and embrace it. Change creates opportunity, and when handled correctly, opportunity drives sustainable growth.

Where is the line between consultative selling and traditional order support, and how do you ensure your sales staff consistently offers consultative selling?

While the Orgill sales team is always available to assist with replenishment, their primary objective is much more strategic: to drive top-line growth, reduce operational expenses and enhance dealer profitability. We provide our retailers with a unique competitive advantage by sharing exclusive insights from our own Central Network Retail Group retail operations. This includes field-tested best practices, lessons learned from the latest retail technologies and critical KPIs that help our partners optimize their stores. Our sales team brings many of these lessons learned to our customers. By serving as a trusted consultative partner, we ensure a path toward mutual success for both Orgill and the retailer. Twice a year, we bring our entire sales team together to sharpen our skills and work

together on ways we can be a better partner to our customers.

How will the Innovation Center change the way your sales team helps retailers?

At Orgill, customization isn’t just a buzzword—it’s our strategy. The Innovation Center is our latest investment in this mission, acting as a proving ground for store designs, remodels and cutting-edge retail trends. Our goal is to demonstrate what works for today’s market while preparing for the needs of tomorrow. After hosting hundreds of retail stores at our recent Marketplace Live, we’re expanding our event schedule for 2026 to bring more of these collaborative experiences to our customers. Detailed announcements regarding our next steps are coming soon.

How does Orgill balance pushing digital transformation with respecting the operational realities of small, rural or lightly staffed stores?

The landscape of store promotions has shifted fundamentally, moving from a print-heavy focus to an almost entirely digital ecosystem since the pandemic. While our Orgill Brand Building solutions fully embrace this digital-first reality, we maintain a flexible approach by offering high-quality print media where it still drives value for our retailers. Our mission is to provide modern, practical

“

AT ORGILL, CUSTOMIZATION ISN’T JUST A BUZZWORD—IT’S OUR STRATEGY. ”

—DAVID MOBLEY

advertising solutions that empower our customers to customize a promotional mix that makes the most sense for their unique market and business goals.

What’s your bold prediction for the independent hardware channel for the next five years?

While I prefer to focus on execution rather than predictions, it’s easy to be bullish when you see the strength of our retailers firsthand. At Orgill, our faith in the independent home improvement industry is absolute. We saw it during the pandemic—when the world slowed down, our retailers stepped up, proving they are the essential heartbeat of their communities. They aren’t just businesses; they’re the backbone of our neighborhoods. If I were to make a prediction, it’s that as long as there are communities that value service and expertise, the independent retailer will thrive for decades to come. n

UPCOMING EVENTS

JANUARY 2026

House-Hasson Dealer Market

January 22-24, Gaylord Opryland Hotel and Convention Center, Nashville, Tenn.

International Roofing Expo

January 20-22, Las Vegas Convention Center, Las Vegas, Nev.

Mid-States 2026 Toy Extravaganza

January 28-29, Phoenix Convention Center, Phoenix, Ariz.

Mid-States 2026 Winter Rendezvous

January 30-31, Phoenix Convention Center, Phoenix, Ariz.

The International Surface Event (TISE: Surfaces | StonExpo | TileExpo)

January 26-29, Mandalay Bay, Las Vegas, Nev. World of Concrete

January 19-22, Las Vegas Convention Center, Las Vegas, Nev.

FEBRUARY 2026

Ace Hardware Spring 2026 Convention

February 24-26, Kentucky Exposition Center, Louisville, Ky.

AHR Expo (HVACR)

February 2-4, Las Vegas Convention Center, Las Vegas, Nev.

Florida Hardware Spring 2026 Dealer Market

February 13-14, Myrtle Beach Convention Center, Myrtle Beacon, S.C.

International Builders’ Show

February 17-19, Orange County Convention Center, Orlando, Fla.

Orgill Spring Market

February 5-7, Orange County Convention Center, Orlando, Fla.

Orgill Spring Technology Symposium

February 4, Orange County Convention Center, Orlando, Fla.

Retail Supply Chain Conference

February 1-4, Gaylord Palms Resort & Convention Center, Orlando, Fla.

Toy Fair New York (North American International Toy Fair)

February 14-17, Jacob K. Javits Convention Center, New York, N.Y.

MARCH

2026

Blish-Mize Spring Customer Buying Market

March 19-21, Overland Park Convention Center, Overland Park, Kan.

Cameron Ashley Dealer Show

March 8-12, Walt Disney World Dolphin Resort, Orlando, Fla.

CONEXPO-CON/AGG

March 3-7, Las Vegas Convention Center, Las Vegas, Nev.

Do it Best, True Value Spring Market

March 6-8, Colorado Convention Center, Denver, Colo.

Eisenwarenmesse (International Hardware Fair)

March 3-6, Cologne, Germany, Koelnmesse exhibition center

LBM Advantage

March 2-4, Gaylord Opryland, Nashville, Tenn.

2026 LMC ANNUAL

March 10-12, McCormick Place, Chicago, Ill.

NLBMDA Spring Meeting & Legislative Conference

March 17-18, Washington, D.C.

NHS Concept to Commerce

March 31–April 2, Las Vegas Convention Center, Las Vegas, Nev.

PACOA Spring Dealer Market

March 21-22, Queens College, Flushing, N.Y.

The Inspired Home Show

March 10-12, McCormick Place, Chicago, Ill.

For a complete listing of calendar dates, click here.

IN THE NEWS

NHS 2026 REGISTRATION OPENS

AS SHOW ADOPTS NEW FORMAT

Registration has opened for the 2026 National Hardware Show, where hardware retailers will find a reworked event designed to connect inventors, manufacturers and buyers in one place, streamlining the path from new ideas to products on store shelves.

The 2026 event will run March 31–April 2 at the Las Vegas Convention Center and will be held under the show’s new “Concept to Commerce” format. A Day 0 International Exhibitor Summit is scheduled for March 30, giving attendees an early start on sourcing, networking and product discovery ahead of the main exhibit days.

Show organizers say the Concept to Commerce approach is designed to better reflect how products move from ideas to retail shelves, bringing together inventors, global manufacturers, private-label teams and retail buyers in a single environment. Dedicated exhibit areas will focus on brand discovery, sourcing and early-stage innovation,

giving hardware retailers more ways to evaluate products and build supplier relationships that support their business strategies.

Along with the expanded exhibit floor, the 2026 National Hardware Show will feature a broad education program covering trends, merchandising and product development. The conference agenda and expert talks are being rolled out, giving attendees early visibility into sessions aimed at delivering practical takeaways and industry insight.

Additional elements of the event include hosted buyer programs, networking opportunities and awards presentations intended to create more meaningful connections among retailers, manufacturers and solution providers.

With registration now open and programming details taking shape, the 2026 National Hardware Show is positioning itself as a more focused, business-driven event for the home improvement and hardware channel.

IN THE NEWS

NEW STORES, ACQUISITIONS

• Aubuchon Company, which operates 134 stores, is expanding its footprint in Pennsylvania with the acquisition of Spangler’s Ace Hardware in Dover, Pa. Read the full story here

• Avon Home & Hardware in Avon, Colo., opened this past December.

• Trio Hardware in Plainview, N.Y., was acquired by Brinkmann’s this past December.

• This month, The Helpful Hardware Company, based in Cumming, Ga., is expanding its footprint with the acquisition of Jones Hometown Hardware in Jackson, Ga., bringing its total to 21 locations.

• Ace Hardware of Walnut Lake, West Bloomfield Township, Mich., has been acquired by Jason and Melanie Haley, who also own Ace Hardware of Commerce, Commerce Township, Mich., and Ace Hardware of Clarkston, Mich.

• Capps Home Building Center has expanded into central Virginia with its acquisition of English’s— The Complete Home Center in Altavista, a business founded in 1909.

KUDOS

• In 2025, Aubuchon Hardware, with matching support from the Aubuchon Foundation, donated more than $520,000 to charities in

& Rose Foundation

communities the company serves.

• The Dubuque, Iowa–based Spahn & Rose Foundation’s 2025 Community Day awarded $150,000 in grants to support 110 local nonprofits, reinforcing the company’s commitment to community impact.

• Taylor’s Do it Center , based in Virginia Beach, Va., raised more than $28,500 for Wreaths Across America to help place wreaths at veterans’ cemeteries in honor of fallen heroes.

• Ace Hardware’s John Surane, executive vice president and chief growth officer, has been named the 2026 Spirit of Life honoree by City of Hope in recognition of his leadership and philanthropic contributions.

• LP Building Solutions and the LP Foundation donated $1.6 million in 2025 to support education, workforce development and community programs in the building products industry.

• Hamilton Building Supply raised more than $50,000 during

Spahn

John Surane

Hamilton Building Supply

its November Wellness Month for Type 1 diabetes research, bringing its four-year total to more than $160,000 through its Driving for a Cause truck-wrap initiative supporting Breakthrough T1D and other causes.

• James Hardie Industries appointed Jonathan Skelly as president and general manager of its North America Building Products Group and John Madson as chief sales officer.

• The Miter Foundation raised $5 million through its annual golf outings and partnered with Sarasota Memorial Health Care System for its holiday season celebration, supporting the foundation’s mission to provide meaningful resources and experiences for home improvement retail employees and their families.

• The Hardware Group Association has joined the Hardware Connection Century Club as it marks 100 years in business. The association helps independent hardware store owners

through shared services and cooperative programs.

PEOPLE ON THE MOVE

• BlueLinx Holdings Inc. announced that Mike Wilson retired as chief commercial officer effective Jan. 4, 2026; Leo Oei succeeded him in the role the next day.

• Effective Jan. 1, 2026, Darrin Stern became president and managing director of Koelnmesse Inc., succeeding Mette Petersen, who will retire June 30 after 22 years leading the North American operation.

• LP Building Solutions has named Kaycee Casteel as vice president of human resources, where she will lead HR strategy and support talent development across the company.

• Guerry Lumber promoted William “Will” Guerry Wheat to president effective Dec. 31, 2025, making him the fifth-generation family leader as Steve Chick continues in a transition role following Lindy Wheat’s retirement.

• Jeske has added Jake Sitarz as an account manager for Minnesota and northern Iowa, bringing his regional experience and customer-focused approach to the company’s sales team.

• ABC Supply has named

Miter Foundation

Kaycee Casteel

Jake Sitarz

William “Will”

Guerry Wheat

IN THE NEWS

Coe Steele to lead Town & Country Industries after the retirement of longtime managing director Kurt Lackore, expanding Steele’s responsibilities in operations, new products, team development and customer experience.

• Curtis Pratt has joined Hancock Lumber as safety director, where he will lead and enhance the company’s safety programs across its operations.

• Maze Lumber , based in Peru, Ill., announced the retirement of fifthgeneration family member Pete Loveland and named sixth-generation Andrew Kreofsky as general manager, with Amy Davenport stepping into the operations manager role.

• Friedman’s Home Improvement named Sushil Singh vice president and Jake Wilson vice president of merchandising and replenishment, expanding leadership at the four-store Northern California company.

• Fastenal announced a planned CEO transition in which current CEO Dan Florness

will step down and Kelly Teague , the company’s president and COO, will assume the role of chief executive officer effective March 1, 2026.

• Brad Jacobs, chairman and CEO of QXO, Inc., stepped down from his chairman roles at XPO, Inc. and GXO Logistics, effective Dec. 31, 2025, and will serve as senior advisor to XPO through June 30, 2026, as he focuses on growing QXO and Jacobs Private Equity.

DISTRIBUTORS/ MANUFACTURERS

• Country musician Dierks Bentley will perform a private concert for registered attendees at the 2026 Do it Best and True Value Spring Market, scheduled for March 6-8 at the Colorado Convention Center in Denver. Read more here .

• True Value has launched its new “Your Project, Your Way” national brand campaign starring Nick Offerman , celebrating creativity, independence and real-world DIY solutions. For the full story, see here .

• Ace Hardware earned national recognition for both customer service and digital shopping experience, landing on Forbes’ 2026 Best Customer Service list and winning

Curtis Pratt

Dierks Bentley

Nick Offerman

Sushil Singh Jake Wilson

a 2025 Baymard Ecommerce UX Award . For the full story, see here .

• As of Jan. 7, A.O. Smith has completed its acquisition of Leonard Valve Company , expanding its water heating and plumbing products portfolio.

• Sika has acquired Swedish specialist H&B FASTIGHETSCHEM AB , expanding its presence in the Nordic construction chemicals market.

• Mayhew unveiled its redesigned website, offering updated features and resources to better serve customers and showcase its products and services.

• Feit Electric has acquired Good Earth Lighting , adding the eco-friendly LED lighting manufacturer’s products to its lineup to broaden its residential and light commercial offerings.

• Threaded Fasteners Inc. , headquartered in Mobile, Ala., has acquired Omaha, Neb.–based TSA Manufacturing Inc. , strengthening its vertical integration by bringing specialized fastener production in-house.

IN MEMORIAM

• Verna Hammond , 99, of Belgrade, Maine, passed away Jan. 5. She was cofounder of Hammond Lumber Company , helping

build the business from its start in 1953 and working there 58 years.

• Jimmy Doss Simmons , 85, of Columbus, Tex., passed away on Dec. 28, 2025. He was the owner of Simmons Lumber Company .

• Merle Jay Royer , 96, of Quincy, Wash., passed away on Dec. 9, 2025. For 38 years he operated Coast to Coast Hardware and later Royer’s True Value .

• H. Edward Tracy, 88, of Manlius, N.Y., passed away Jan. 2, 2026. He spent his entire career with B.H. Tracy & Sons, the Fayetteville, N.Y.–based lumber and building materials company founded by his grandfather in 1909.

• Gilbert E. Boser , 90, of St. Cloud, Minn., passed away Dec. 26, 2025. Boser was part owner of Pierz Lumber Supply in Pierz, Minn., before launching and operating a series of Coast to Coast and True Value hardware stores across the Midwest and Colorado.

• Jeffrey James Mitsch , 69, of St. Paul, Minn., passed away Oct. 24, 2025, and together with his uncle built and owned Mitsch Total Hardware on Snelling Avenue in St. Paul.

• George Giehl Evertz , 94, of Syracuse, N.Y., passed away Dec. 20, 2025. He was the owner of Dotter and Becker Hardware , which he operated for 15 years.

Verna Hammond

H. Edward Tracy