Q&A WITH DO IT BEST PRESIDENT DAN STARR
March 2021 Vol. 13, No. 2
THE INDUSTRY’S DIGITAL LEADER
Cause Marketing:
COMMUNITY ACTIONS that Connect with CUSTOMERS ALSO INSIDE: Looking Back at Don Hasson’s Legacy Hand and Power Tool Buying Trends
A CUSTOMIZED APPROACH Orgill gives us the tools we need to compete and succeed! Why We Like Working With Orgill: • Innovative retail programs • Sales representatives who make our business stronger • Dealer Markets & Online Buying Events that offer an extensive look at the industry 1-800-347-2860 ext. 5373 information@orgill.com www.orgill.com
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CONTENTS March 2021 ■ Vol. 13, No. 2
32
CAUSE MARKETING: COMMUNITY SUPPORT THAT CONNECTS WITH CUSTOMERS
WHOLESALING: HARDWARE INDUSTRY LOSES A GREATE LEADER, DON HASSON
Editor’s Note: Chris Jensen Trend Watch: Craig Cope Digby’s Hardware Cartoon: Scott Jensen Amazing But True Hardware Stories How’s Business? Regional Reports on Business Conditions Shop Talk: Hardware Products Review Cause Marketing: Community Support That Connects With Customers 5 Questions for Dan Starr Dealer Profile: Rainey’s Feed & Hardware Product Spotlight Hardware Industry Loses a Great Leader, Don Hasson The Hardware Conference: Beacon Awards Set the Stage Category Report: Hand and Power Tools In the News Upcoming Events Retail Ideas Behind the Numbers The Hardware Connection app is available for iPhone, iPad, Android and Amazon. Download here.
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6 8 12 14 16 28 32 39 44 47 52 58 60 62 68 69 72
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THE HARDWARE Connection ■ March 2021 ■ 3
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ADVERTISERS’ INDEX A.O. Smith/Reliance Water Heaters | www.RelianceWaterHeaters.com . . 23 Do it Best Corp. | www.doitbestonline.com. . . . . . . . . . . . . . . . . . . . . . . . . . . . .4 Duracell | www.duracell.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 ECi Software Solutions | www.ecisolutions.com . . . . . . . . . . . . . . . . . . . . . . . 11 Epicor Corp. | www.epicor.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 Ettore Products Company | www.ettore.com . . . . . . . . . . . . . . . . . . . . . . . . . 19 Ganymede Technologies Corp./J3 Point-of-Sale | www.j3pos.biz . . . . . . . 15 Oakfair Industrial Inc. | www.tradecraftus.com. . . . . . . . . . . . . . . . . . . . . . . 25 Orgill Inc. | www.orgill.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2 Rescue/Sterling International Inc. | www.rescue.com . . . . . . . . . . . . . . . . . . 13 Retail Automation | www.retailautomation.biz . . . . . . . . . . . . . . . . . . . . . . . 26 Skeeter Hawk | www.nebotools.com/skh/ . . . . . . . . . . . . . . . . . . . . . . . . . . . .9 STIHL USA | www.stihlusa.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 WD-40 Company | www.wd40.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7, 21
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91900 Overseas Highway | Tavernier, FL 33070 | www.TheHardwareConnection.com Publisher/Principal: Craig Cope craig@thehardwareconnection.com 804-690-0666 Editor/Founder/Principal: Chris Jensen chris@thehardwareconnection.com 317-514-8864 Marketing & Creative Director/Principal: Dan Akers dan@thehardwareconnection.com 317-797-6609
Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com National Account Manager: Dan Beck dbeck@thehardwareconnection.com 518-852-9624 Contributing Writers: Doug Donaldson, Gary Pittsford, John Fix III
Founder/Principal: Tom Chasteen tom@thehardwareconnection.com 305-852-6126
The Hardware Connection is published eight times a year by The Hardware Connection, Inc. All editorial contents copyrighted 2021 by the publisher. No editorial may be reproduced without the prior permission of the publisher.
www.TheHardwareConnection.com
THE HARDWARE Connection ■ March 2021 ■ 5
EDITOR’S NOTE
S
By Chris Jensen
The Industry Loses Two Iconic Leaders
ome people leave an indelible mark on an industry and their contributions are defined by the values and wisdom they shared with others through the years. The hardware industry recently lost two giants who were widely recognized as iconic leaders: Dave Hight and Don Hasson. Don Hasson was a strong champion of the independent hardware retailer who spent half his life running the family wholesale hardware business, HouseHasson Hardware. Turn to page 52 for my in-depth look at his impact on the hardware industry. For six decades, Dave Hight was the innovative entrepreneur behind one of the industry’s best and most successful hardware stores: McGuckin Hardware in Boulder, Colo. He ran his business like he ran his life—by being kind to everyone and expressing gratitude and appreciation. Sounds simple, but Dave was very good at it. Once you started working for him, you didn’t want to work anyplace else. Once you started buying from his store, you didn’t want to shop anyplace else. In today’s society, where tearing others down seems to be in vogue, Dave always found ways to build people up. Boundless energy and enthusiasm
6 ■ THE HARDWARE Connection ■ March 2021
will take you far, but Dave perfected “the McGuckin Way”—hiring enough employees to offer high levels of service to customers, paying them enough to make a good living, keeping the store stocked full of inventory and finding ways to give back to the community. Dave was still going to the store every day into his 90s until family members convinced him to stay home once the pandemic kicked in last spring. Instead, he would continually ask to see the latest sales reports. Hardware retailing was in his blood, as was the work ethic that was a shining example for others. McGuckin Hardware’s legendary service was immortalized in a book: “Behind the Green Vest.” A 58,000-square-foot store that sells 200,000 items cannot be described as small, but McGuckin’s remained fiercely independent through the years with a store brand that has thrived in the face of all forms of competition. The last photo of Dave in the store was shared in The Hardware Connection last year for McGuckin’s recognition as a Beacon Award winner. Click here to see that story. Turn to page 64 for more info about Dave Hight, a retail giant who left a big mark on the Boulder community and the hardware industry. ■ www.TheHardwareConnection.com
trend watch
By Craig Cope
Do You Have Your Exit Strategy Nailed Down Yet?
T
he year was 2012. “Marvel’s The Avengers” was tops in movie theaters, gas hit a record average high of $3.60, Apple released the first iPad Mini and Hardlines Home Improvement Quarterly published an article addressing the growing age of Canada’s hardware dealers. The timing of that article coincided with my journey into the independent hardware industry. The topic has been widely discussed in industry trade magazines, associations and trade shows. The wholesalers understand the growing urgency in the market and have created vehicles to purchase stores that are unable to find a buyer. Has all the emphasis placed on succession/exit planning created a wave of new store owners? While there is a lack of hard empirical data to analyze my observation, insights gleaned from countless trade shows and anecdotal evidence from industry relationships reveals a simple no. Ask yourself, at the last in-person trade show did you see a wave of thirty-something owners wandering the aisles looking for the next great product or show special?
8 ■ The hARDWARe Connection ■ March 2021
The global COVID-19 pandemic was the greatest disrupter many of us will see in our lifetimes—even more disruptive than the internet, Amazon or even the microchip. The pandemic did not create some of the trends we are seeing today, but merely accelerated them out of necessity. No company would have told all their employees to work from home, stop traveling to see clients or completely alter their operating procedures if it wasn’t necessary. The largest trend to emerge out of the pandemic is the technology itself. Rapid change brings about opportunity, as well as the ability to reflect. We are coming off a year in which hardware store owners barely had time to breathe let alone reflect. However, another year is over and how much closer are you to the execution of your personal succession/exit plan? IHS Markit is projecting stable growth in the U.S. home improvement sector over the next three years. The U.S. home improvement spending is projected to exceed $500 billion by 2024. For comparison, shipments of food products in the U.S. reached $529 billion. www.ThehardwareConnection.com
TREND WATCH
For those store owners who have not begun their succession/exit plan or are somewhere along the path, this trend could create the perfect situation. Business valuations are growing with increased sales, interest rates are still low and people are searching for ways to control their destiny. The combination of these forces could create the perfect exit point. As someone who has both purchased businesses and attempted to sell a business, I feel I have a unique perspective from both sides of the table. However, I am also not foolish enough to believe my experience or advice is worth sharing as a guide to follow. That is best left to the professionals who do it every day and have countless deals under their belts. They understand the process, pitfalls and ways to maximize your profit during a sale. Therefore, The Hardware Connection magazine will be co-hosting a webinar, 10 ■ THE HARDWARE Connection ■ March 2021
sponsored by ECi, with Castle Wealth Advisors President and CEO Gary Pittsford. The webinar will take place Thursday, March 25, beginning at 1:00 EST. The webinar will enable participants to submit questions and will be recorded for those who cannot participate live. We will release sign-up information in the upcoming week. The webinar is designed as a starting point on the long journey of succession/exit planning. Castle Wealth Advisors has produced a simple but excellent Succession/Exit Planning guidebook breaking down all the key steps a business owner must take to sell or transition a business. The guidebook will also be available for free download when you sign up for the webinar. We hope you will join us on March 25 or catch up on the recorded version, because a more prosperous tomorrow starts with a detailed blueprint for action today. n www.TheHardwareConnection.com
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HARDWARE HUMOR
Amazing but TRU
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HARDWARE
STORIES
e couldn’t get uring the pandemic, w -year-old lady any toilet paper. An 80 had any toilet called up asking if we y to be had in town. an t n’ as w e er th t bu r, pape erheard us talking on ov e or st e th in r pe op A sh ld and volunteered r-o ea -y 80 e th to e on the ph toilet paper. to give the lady some Kermit Singelstad Hardware Singelstad Do it Best Lake Mills, Iowa
D
A
little while ago, a woman bought a digital thermometer from us and returned it because she said it was broken. She said it always read 72 degrees, no matter if it was in a turkey fresh from the oven or sitting on the counter. We found out there was a plastic cover over the readout that just showed what the screen looks like. And the temperature on that plastic cover? Seventy-two degrees. Maurice Fortune Fortune’s True Value Hardware, Tupper Lake, N.Y.
I
remember one customer a while back bought a wat er sprinkler for his lawn. He picked one that wasn’t th at high of quality. Really, it was a piece of junk. So, I tried to get him to buy a better one. But he insisted and boug ht it anyway. About two ho urs later, he comes back. An dI figured that he found ou t the sprinkler was junk and w anted his money back. No, turns out he put the sprinkler out in his front yard and som eone stole it. I was able to get him a better sprinkler for his money. Duane Meyers C&D Hardware Houston, Texas
W
e have very good relationships with employees, and we make fun of each other and aren’t above the occasional prank. We have a deck box and one of the employees told me that she couldn’t get the box open, that there was something wrong with the lock. So, with a drink in my hand, I go to look at the box. When I open the box, another associate pops out and scares me. They were planning this for some time and caught it all on video. My drink went everywhere and it was pretty funny. Jeff Reeves Reeves Ace Hardware, Clayton, N.C.
14 ■ THE HARDWARE Connection ■ March 2021
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COVID-19 UPDATE:
How’s
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How are sales and customer counts? What impact has COVID-19 had on your business? We’re up about 18 percent over the previous year. Customer count isn’t as high, maybe 5 percent. So far, we’re pretty flat in 2021. The weather has killed us, because we’ve had lots of snow. Lumber pricing has made 2021 slower. People are waiting, hoping lumber pricing comes down. New initiatives planned for 2021? We’ll continue our great customer service. We have a very senior sales force; most have been here over 20 years. Strongest niche categories? We don’t really have niches, more of a broad, good inventory selection in our 8,200-square-foot store. Biggest challenge facing your business today? Finding new employees. We keep a sign on our front window and post open positions on Facebook. We just can’t find good applicants, mainly thanks to the
16 ■ THE HARDWARE Connection ■ March 2021
Greg Beckner is the manager of Jerry’s Do it Center.
The paint department at Jerry’s Do it Center has seen an uptick in business during the pandemic.
government paying people more to stay home than find a job. What have you learned during COVID that will make your business stronger for the future? Customers are concerned about safety. We are cleaning constantly, wiping and sanitizing surfaces, before we open and about every hour or two during the day. Greg Beckner Jerry’s Do it Center Wellston, Ohio www.TheHardwareConnection.com
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How’s Business?:: COVID-19 UPDATE
NORTHEAST
How are sales and customer counts? What impact has COVID-19 had on your business? Sales are up about 15 percent, and customer count is about same or slightly better than the previous year. This year, we’re off in February and that’s bringing the whole year down. There’s been no letup to the snow, so contractors and homeowners aren’t coming in. The biggest impact of COVID-19 is the uncertainty. We’re in an area of about 13 to 18 summer camps, and in the winter those accounts are about one-third of the store’s business. Last summer, the camps were closed, and if they have to close this summer, a lot are going to close permanently. Real estate here has gone nuts, with new properties being built and renovations being done. But I don’t know if that will continue in 2021. Last year, as a data point in evaluating our business, has to be thrown out. New initiatives planned for 2021? We’re always looking for new products, especially products catering toward self-sustainability. We’ve seen more people getting into gardening and growing their own food and preserving. This past year, we had an issue getting canning products. We’ll also push Facebook and our online presence to be more up to date. 18 ■ THE HARDWARE Connection ■ March 2021
Bisbee Lumber caters to the many summer camps in the area.
Strongest niche categories? We do a lot of lumber and pressure-treated lumber sales. But last year, pressuretreated lumber was almost impossible to get. There just wasn’t product out there. We also do good business in all types of decking. Biggest challenge facing your business today? It’s the dwindling of small towns. We’re in a small town, a small community. For us, if the summer camps don’t come back, we’re done. What have you learned during COVID that will make your business stronger for the future? The biggest thing is that we can’t settle for normalcy. Before, we’d order from the warehouse on a week-by-week basis. That was fine before COVID-19, but last year, the supply chain went haywire. There were some weeks where we couldn’t get dirt. We had to wait two weeks before we could get topsoil. Balancing in-stock with orders is very tricky these days. But we can’t wait and depend on what has always been done. We’re now always asking if there’s a better way to get products. Ken Salvestrini Bisbee Lumber | Hancock, N.Y. www.TheHardwareConnection.com
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How’s Business?:: COVID-19 UPDATE
SOUTH
How are sales and customer counts? What impact has COVID-19 had on your business? Customer counts stayed steady. At the beginning of the pandemic, they dipped but rebounded. For the year, we’re probably up 5 to 10 percent. This year, January was a little bit below last year, but February seems to be keeping up with the previous year. The largest impact of COVID-19 has been with the supply chain and pricing. New initiatives planned for 2021? We did a drive-through service during COVID, and we’re looking to implement that again. It takes a lot of workers, so we need to set up a new division for drive-through service. Strongest niche categories? One product that we’re becoming known for is a cavity slider pocket door frame. It’s a high-end door frame made in New Zealand. It’s quality and the construction is superb. We will try to seek out products that are superior quality and bring good value. Biggest challenge facing your business today? Not as much with hardware, but with the lumber side of the business, it’s been the supply chain. Vendors have had a hard time getting the raw materials to build windows. On the hardware side, we have a bit 20 ■ THE HARDWARE Connection ■ March 2021
Michael Siewers and Jamie Naab, who runs the hardware section at Siewers Lumber & Millwork, are checking out a deck wrecker tool.
of an issue with epoxies. What have you learned during COVID that will make your business stronger for the future? Hard work does pay off. We had to work very hard to keep the business afloat during COVID-19. Everyone pitched in, getting orders together, and there was a lot of hard work to get the orders into customers’ hands. Michael Siewers Siewers Lumber & Millwork Richmond, Va.
SOUTHWEST
How are sales and customer counts? What impact has COVID-19 had on your business? We’re a new store, only two-anda-half years old. Our sales were up 40 percent over the previous year. We saw growth because people were stuck at home, looking for something to do and not spending money on vacations. New initiatives planned for 2021? Nothing really new. We’re www.TheHardwareConnection.com
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looking to do more marketing and get away from circulars and go more digital. Between Google and Facebook, digital marketing seems the way to go. People just pick up their phones and Google what they need. Strongest niche categories? We’re trying to create an outdoor living niche with pool supplies, patio furniture and other outdoor living products. Here, winter is when everybody gets to enjoy their backyards. We’re trying to capture that market. We also do good business with grills. This year, we’ve already sold 10 grills. Biggest challenge facing your business today? The government. It’s scary right now with the new president’s actions, not knowing what he’s going do that will affect business, such as taxes or raising minimum wage. What have you learned during COVID that will make your business stronger for the future? www.TheHardwareConnection.com
We really didn’t change our business much with the pandemic. We took precautions and disinfected and cleaned, but we didn’t really change much how we operated. We changed inventory for temporary sales, but those things have already slowed down. We run a tight ship and we’re all about customer service. Gary McKay McKay’s True Value Hardware Chandler, Ariz.
WEST
How are sales and customer counts? What impact has
Alan Medina has owned Parsons Lumber & Hardware since 1988.
COVID-19 had on your business? We’re up more than 20 percent and we have a strong beginning to
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Recent Features From The Hardware Connection February 2021: How to Snag the Best Employees--Discover tips from other hardware retailers on the most effective methods for attracting and hiring new employees, as well as retailer feedback on the impact of proposed minimum wage changes. December 2020: Breathing New Life Into a Tired Store— Stace Heston took a big leap of faith when he bought an iconic store that had fallen on hard times and closed. See how he has breathed new life into Miller’s Do it Best Hardware in Spokane, Wash. November 2020: Unleashing the Power of Digital Marketing—Discover how two retailers, Town Hardware & General Store in N.C., and Nabors Do it Best Home Center in Miss., are taking advantage of digital marketing tools to help them attract new customers and grow their businesses. Sept.-Oct. 2020: Striving Toward a More Diverse and Inclusive Industry—Gina Schaefer of A Few Cool Hardware Stores explains what diversity, equity and inclusion mean for her 13 Ace Hardware stores in the Washington, D.C. area.
July-August 2020: Dealer Profile: Developing a Unique Identity—Read the inspiring story how Tony Powers turned a parttime job at Intown Ace Hardware 35 years ago into an ownership stake in 1996. His hard work and ideas have helped turn the Decatur, Ga., store into one of Ace’s “Coolest Hardware Stores on the Planet.” July-August 2020: Down on the Farm: Farm and Ranch Segment Showing Strong Growth—The farm and ranch segment continues to enjoy strong growth. Discover how farm and ranch retailers are taking their business to new heights while meeting the unique needs of their customers.
Click here to see our archive of past issues.
How’s Business?:: COVID-19 UPDATE 2021. COVID-19 has increased sales. We’re an old-fashioned hardware store for repairs and minor improvements. April and May last year, we were off the charts. People were looking for things to do and had more disposable income. We were so busy, deliveries would come in on Friday, and we couldn’t get everything on the shelves until Sunday. We started closing one day a week and reduced hours to give employees a break. From opening until close, we had constant lines, no breaks, no down time. Even closing that additional time, we still stayed 20 percent above last year. We really had a tiger by the tail. Because of COVID-19, we’ve seen a lot of new faces who otherwise wouldn’t have shopped here before. We’ve taken great
Parsons Lumber & Hardware dates back to 1950.
measures to protect employees and customers, putting up barriers on the counter in front of the cash register. New initiatives planned for 2021? We’re still trying to catch up. We do inventory control by eye, so we’re looking to upgrade inventory levels to
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THE HARDWARE Connection ■ March 2021 ■ 25
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where we need to be. We need to find some new people. We have put a sign on the door and looked for a new manager, but it’s very, very difficult, especially when people are collecting $350 week and more from the Feds. They don’t want to go back to work. Strongest niche categories? We have a niche that’s becoming nonextinct: Service and product knowledge. When people come in, they’re greeted and approached by at least one employee. We are very high service. We walk customers to the aisle to find products. We’re a 3,000-squarefoot store with 32,000 SKUs. People are amazed what they can find here that they can’t find at the big box. Biggest challenge facing your business today? The biggest challenge has always been managing people, but that’s less of a challenge when you treat them right. Another big problem is finding qualified help. What have you learned during COVID that will make your business stronger for the future? People love our service. They love coming into a store and finding that they’re treated like how their grandfathers would be when shopping with old-fashioned, friendly, knowledgeable service. Alan Medina Parsons Lumber & Hardware Boyes Hot Springs, Calif. www.TheHardwareConnection.com
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S T R I V I N G TO WA R D A M O R E D I V E R S E A N D I N C L U S I V E I N D U S T R Y
THE HARDWARE CONNECTION HONORED FOR OVERALL EDITORIAL EXCELLENCE
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THE INDUSTRY’S DIGITAL LEADER
THE INDUSTRY’S DIGITAL LEADER
THE INDuSTRy’S DIGITAL LEADER
REGION-BY-REGION LOOK AT BUSINESS CONDITIONS
Q&A With Do it Best PresiDent DAn stArr
February 2021 Vol. 13, No. 1
ThE INDUSTRY’S DIGITAL LEADER
ALSO INSIDE:
Breathing New Life Into a tireD store
Recognizing the
Industry’s Top Retailers
ALSO INSIDE:
Profiles of Beacon Award Winners Latest Lawn & Garden Trends
T&M Hardware and Rental
Unleashing the Power of DIGITAL MARKETING ALSO INSIDE:
McGuckin Hardware
Frager’s Hardware Celebrates 100th Anniversary Executing a Retail Turnaround in Kansas
Q&A With Orgill President Boyden Moore Paint and Decorating Category Trends
How to snag the best employees
March 2021 Vol. 13, No. 2
the inDustry’s DigitAl leADer
ALSO INSIDE: Turning Your Website Into a Selling Tool Are You Selling or Buying a Business?
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k l a T Shop HAR
S REV T C U D O R DWARE P
By Craig Cope
IEW
PRODUCT #1: EZ-REACH® WD-40 If your childhood was anything similar to mine, weekends were spent on various indoor/outdoor house projects with the parents. There were always two products in the old toolbox that aided countless projects: the iconic blue and yellow can of WD-40® and a roll of duct tape. There were two other constants in our house: the WD-40 red cap and detachable straw were always missing. While so many things have changed over the past 40 years, the blue and yellow can of WD-40 remains a staple. Now the red cap is integrated into the spray nozzle and the straw is part of a two-way spray application. Gone are the days of digging to the bottom of the toolbox hoping to find the little red straw. WD-40 EZ-REACH® expands the traditional straw uses with an 8” flexible straw that bends and maintains its shape. We supplied our testers with a can of WD-40 EZ-REACH and asked for their review of the flexible straw design. The water-displacing
lubricant has been around for more than 60 years and needs no review or discussion surrounding a unique application. WD-40 is such an iconic brand it has a page on its website to “Explore Myths, Legends & Fun Facts of the Blue & Yellow Can”—click here to read a few. Similar to this WD-40 video, our testers bent the flexible straw to reach those tight locations, but also to see if the straw would break. One reviewer said it best: “I bent the straw almost into a pretzel to see if it would break or interfere with the product flow. Try as I did it, EZ-Reach worked flawlessly.” I cannot imagine any hardware store not carrying at least a few different SKUs of WD-40. If you are not currently stocking EZ-REACH, then make sure to include it on your next order as this is a must-have for any hardware store.
28 ■ THE HARDWARE Connection ■ March 2021
www.TheHardwareConnection.com
Product #2: MorF L300 HeadLaMP PoLice Security In our July/August issue, we tested the MORF R230™ Headlamp + Magnetic Flash from Police Security. Click here to read the review. When approached to review the MORF L300™ headlamp I was initially hesitant. Let’s be honest, how much different can one headlamp be from another? When I initially saw the headlamp I completely understood how one product enhancement can make all the difference. A few years ago I took my son on his first camping trip with 30 six- to nine-year-olds. When the sun dipped below the horizon all the kids who had camped before ran to their tents to get their headlamp. Now picture a large group of kids running around temporarily blinding the adults when they looked at our faces. When it was time for the kids to return to the tents for the night, all headlamps were turned off and either battery lanterns or flashlights illuminated the tents. This is where the MORF L300 sets itself apart from the traditional headlamp. Similar to the R230, the L300 headlamp features a detachable www.TheHardwareConnection.com
flashlight with a magnetic base. However, the L300’s flashlight has two additional features. The first is a slide that changes the flashlight into a small lantern. The second is integrated hooks for hanging that collapse back onto the base for reattachment to the headlamp base. Our product testers utilized the L300 in numerous ways from camping, DIY engine repairs to an attic project with limited lighting. Everyone was impressed with the overall power of the 300 lumens but also the virtually endless uses. You can easily attach the magnetic base for direct placement or lantern mode to disperse the light over a greater area. The L300 is a great addition to your store since it can solve so many different needs. THe HARDWARe Connection ■ March 2021 ■ 29
k l a T p o h S E PR HARDWAR
ODUCTS R
EVIEW
PRODUCT #3: PRO GRADE PAINTER’S TAPE FROGTAPE® Anyone who has painted undoubtedly has experience with painter’s tape. If those experiences are similar to mine they ended up disappointed with paint bleed or stuck tape. The pros know different tricks or application techniques that deliver the sharp lines everyone envisions when they begin the project. Enter FrogTape® with patented PaintBlock® Technology. PaintBlock
is polymer-based and reacts with the water in latex paint to create a microbarrier that seals the edges of the tape. Click here to view a demonstration of PaintBlock’s super absorbent technology and the final results when the tape is removed from a wall. Normally when we receive paintrelated materials we utilize a few pros to perform the review and give their feedback. The logic being if a pro has a favorable review then the traditional DIYer should receive similar results, making it a great product for hardware stores to stock. When we contacted our usual pros they all
had extensive experience with the product. So we recruited d-i-yers to solicit their feedback. Each used FrogTape on multiple surfaces windows, baseboards and corners, and everyone was amazed by the clean lines usually only possible with pros. No one had any instance of paint bleed or difficulty removing the tape even after it stayed in place for over a week. If you currently do not stock FrogTape, then bring in a few SKUs of their Pro Grade Painter’s Tape and Pro Grade Orange Painter’s Tape, which offers higher adhesion. ■
www.TheHardwareConnection.com
THe HARDWARe Connection ■ March 2021 ■ 31
feature
Cause Marketing: Community ACtions That Connect With Customers By Chris Jensen
Bart Raser, president of Carr Hardware, stresses the importance of cause marketing as part of the culture of the business.
C
arr Hardware, which is closing in on a century of operation, includes five stores in Massachusetts and two in Connecticut. The business was bought by the Raser family in 1962 and Bart Raser has followed in the footsteps of his father Marshall as president. The Do it Best member has become known for its cause marketing and community involvement, which has helped it be named the National Independent Small Business of the Year in 2017 and be voted Best of the Berkshires 23 years in a row. Raser and Amy Goddard, director of marketing, shared insights into how to find the right balance of being a good community citizen and reinforcing that connection to their customers. At a time when all retailers are working to grow their relevance in a crowded retail arena and build customer loyalty, Carr Hardware has developed a winning formula. As Raser points out, “It’s about developing an organization that has significant local outreach. We’re integrated fully in the community and it’s a core part of our culture. We’ve always been community oriented since the business was founded in 1928. We have focused on organizations that help with kids, food and shelter, animals and the local economy.” Adds Goddard, “We make sure we’re involved in different www.TheHardwareConnection.com
Much of their cause marketing efforts such as bucket sales and round-up campaigns take place in Carr Hardware stores.
organizations that are important to our employees and are something they’re passionate about.” With more than 100 total employees, each Carr Hardware location prides itself on offering years of specialty experience. The business supports many organizations including Rotary Club, Pittsfield Economic Redevelopment Commission, multiple Chambers of Commerce, Downtown Pittsfield Association, Boys & Girls Club, Berkshire Humane Society, Volunteer Dogs for the Blind and The Vocational & Technical Scholarship Fund. In addition, employees are encouraged to volunteer in their communities and have served on volunteer THe HARDWARe Connection ■ March 2021 ■ 33
feature
The team at Carr Hardware is engaged and involved with cause marketing efforts.
fire departments and coached local sports teams. Raser recommends that retailers engage and involve employees in their cause marketing efforts. “It encourages other folks who would not have got engaged. It’s great for employees and for the organizations they support,” he says. “Sometimes non-profits have a hard time finding volunteers, so our employees help those efforts.” 34 ■ THe HARDWARe Connection ■ March 2021
supporting the CoMMunitY In January, Carr Hardware donated $1,221.82 to the Enfield Dog Park and $1,423.25 to Gifts of Love (which distributes goods and services to neighbors in need) as a result of a successful “Round Up with Carr’’ campaign over the holiday season. The original plan to support these organizations with a bucket sale had to be scrapped due to COVID. www.TheHardwareConnection.com
Another “Round Up with Carr” campaign in November, with their customers’ help, led to $5,735.35 being donated to the Berkshire Humane Society. “Our friends over at the Berkshire Humane Society do an amazing job for the community and we are thrilled to help them raise funds during these challenging times,” Raser says. “It’s always great when customers come through and recognize what you’ve been doing with social media to promote various causes,” adds Goddard. “We’ve been supporting the Humane Society for many years—they’ve been a great partner. All our stores are petfriendly and we give out dog treats, so that helps build the connection.” When Carr Hardware won the National Independent Small Business of the Year Award in 2017, it donated the $5,000 cash award to a park revitalization project in Pittsfield, Mass., home to the company’s main branch. Also in 2017, Carr Hardware provided its customers with a platform to support hurricane relief efforts for those affected by Hurricane Harvey in Houston. “Our community supports us, and we support them. We www.TheHardwareConnection.com
Left: When Carr Hardware was honored as National Independent Small Business of the Year in 2017, they donated the $5,000 cash prize to a park revitalization project in Pittsfield, Mass. Marshall Raser (2nd from right) bought the business in 1962. Right: The business has a long relationship supporting the Berkshire Humane Society.
saw that come full circle with our hurricane relief efforts in Houston,” said Raser. “It’s nice to know we live in a community that appreciates the value and impact of independent small businesses. Shopping local is part of our culture; it’s how we build community.” Raser adds, “We encourage other folks to get involved, whether it’s employees or people in the community. We keep a database on customers and that can be used to support community actions too. For causes that are important to our employees, we let them know we will use our time, energy and resources to support them. If they are a member of Rotary or coach soccer, we’ll give them support and create hyper local involvement.” Combining a “Round-up for the Schools” campaign and change collection jars with a company match, Carr THe HARDWARe Connection ■ March 2021 ■ 35
feature Hardware was able to donate more than $8,500 worth of personal protective equipment this past fall to three local school districts. Raser stated, “Our kids and schools need our help more than ever and school safety is paramount. We are thrilled to be in a position to do our part and appreciative of the generosity of our customers who supported our teachers and our students.” Lee Superintendent Michael Richard commented, “The efforts of Carr Hardware is what distinguishes their stores from others—they truly care about the communities that they serve.” “The goal during COVID was to reapply our efforts and help those in need. There’s now a bigger percentage of our marketing budget going into these community efforts,” Raser points out. “We raised $20,000 through our various round-up campaigns for targeted local organizations that can really help those in need. We got great feedback from the community, and we received press coverage and a lot of social media coverage.”
spreading through soCial Media Raser credits Goddard with helping Carr Hardware enter the 21st century with its marketing efforts, noting their approach has changed with the times and is more intentional. “When we engage with an organization that has 36 ■ THe HARDWARe Connection ■ March 2021
Bart Raser and Carr Hardware donated $8,500 of personal protective equipment to three local school districts.
their own database, it ends up expanding our reach,” he says. Adds Goddard, “We have a really great mix. We always make sure we’re getting good photos, there’s a special section on our website, we send out press releases, share on social media and then use non-profits’ reach to help get the word out.” Carr Hardware’s cause marketing strategy is designed to dovetail with their overall social media strategy. “With our social media we’re trying to dial in customer connections on an emotional level,” Goddard says. “Putting tips and reminders and helpful hints and showing how great our employees are. It’s great to tie in cause marketing and highlight cause marketing.” Adds Raser, “It is all about building an emotional connection with customers. We’re trying to build relationships.” www.TheHardwareConnection.com
Goddard says it is a hard habit to get into to always take pictures of community involvement and cause marketing efforts, so those can be posted on social media. “Our advice is to take some of those opportunities and get employees involved with what’s going on in the store,” she says. Carr Hardware has three different Facebook accounts for their stores. There is one for their five stores in the Berkshires, which Goddard manages. Then two others that have their own content but sometimes use centralized content. “What’s great is we encourage employees at each store to share content and know what’s happening in their community. That really helps us connect with all stores,” she says. Their community outreach was forced to change during the pandemic. “We went to social media very quickly. When the pandemic first hit it was all about the supply chain and when we’re receiving masks,” Raser says. “We worked with a group of local women who made masks when no one had masks. We were sending cars and trucks to get product for folk and got the word out.” Raser still remembers a Halloween storm many years ago when they got in a truckload of generators and had www.TheHardwareConnection.com
Bart Raser and Amy Goddard of Carr Hardware have found a winning formula for building close connections with customers.
to call around to all the stores in the area to tell them they had generators available. “Today, you can spread the word very quickly on social media,” he points out. Carr Hardware’s long history makes it easier to project credibility with the cause marketing projects it supports. “Because of that history we have a reputation for being a community business that gives back. We have gotten a lot back from our community. It feels good to our customers to support us because we give back.” Raser and Goddard both say it’s alright for retailers to toot their own horn, while also allowing nonprofits to toot their horn for them. “It’s not bragging, but taking the achievements of the store and getting everyone involved,” Goddard points out. THe HARDWARe Connection ■ March 2021 ■ 37
feature Bart Raser, shown here with a customer, learned the value of giving back to the community from his father, Marshall, who bought the business in 1962.
Ultimately, the success of any cause marketing effort has to come from the top of the company, according to Raser. “It’s all about the culture of the
business. My father before me and I have always been involved in the Rotary, various boards, the Chamber of Commerce, hospital, Boys and Girls Club, the Humane Society. By encouraging these organizations to let us know how we can help them we’ve found a way to form a tighter bond to the communities we serve,” he says. n
the World’s Worst do-it-Yourselfers—the deWitts Carr Hardware has found a fun and creative way to further build their store identity through a series of humorous videos starring a bumbling husband-wife team called the Dewitts. “We’ve been doing the Dewitt videos about five years,” Bart Raser says. “They are the brainchild of a previous marketing person with a film background. The actors come up every other year and film a bunch of spots.” “It’s been fun to attach our name to it and just showcase our stores in a fun 38 ■ THe HARDWARe Connection ■ March 2021
way,” says Amy Goddard, marketing director. “The Dewitts are great—they are the worst DIYers.” She adds, “Bart and I are very active and collaborative with the ideas. We also do a lot of content with store managers so the community will recognize the themes. We use these videos across social media, online, digital, local TV, streaming TV and as in-store videos.” The Dewitts Do Lawn Care The Dewitts Mask Up The Dewitts Decorate www.TheHardwareConnection.com
Wholesaling
5 Questions for Do it Best President
Dan Starr
L
aunching a series of interviews with key wholesaler execs this year, Editor Chris Jensen interviewed Do it Best Corp. President and CEO Dan Starr. 1. How has Do it Best and its members weathered the pandemic so far, and in what ways has this made the company and its members stronger for the future?
Our member-owners have responded very well and continue to benefit from the increased consumer focus on home improvement and outdoor living projects, as well as the strong demand for housing. For Do it Best Corp., eight months into our fiscal year, we’re on pace to break the records we set in 2020 in both hardlines and lumber and building materials. Overall, the pandemic has made Do it Best members and the co-op stronger in several important ways. First, with so many disruptions cropping up on a nearly daily basis, we’ve all gotten better at staying focused on the main thing— putting our members’ businesses in the best position to serve their customers. We’ve also strengthened our readiness, www.TheHardwareConnection.com
Dan Starr is the president and CEO of Do it Best Corp.
agility and speed of decisions. Whether it’s overcoming supply chain challenges, setting up safety protocols in-store, creating curbside delivery, implementing same day in-store pickup or any number of other ways our store owners and their employees have worked to exceed customer expectations, everyone has learned that those who are decisive, nimble and action-oriented are going to be more successful. The last way we’ve gotten stronger is through more effective communication. It’s been especially important as the pace of change has picked up that we don’t forget to communicate early, often and differently. We’ve developed podcasts and text alerts to supplement emails, along with relaunching our member website, to keep our members better informed. They, in turn, have leveraged social and digital media to get the word out quickly to their customers as in-demand products become available. THe HARDWARe Connection ■ March 2021 ■ 39
Wholesaling We were fortunately able to hold an in-person market last February before everything shut down. Since then, our teams embraced the challenge and used new technologies to provide our members and vendors a virtual fall market experience that became another record-setting event for Do it Best Corp. We continued to make investments and enhancements for our 2021 spring market, which our members have responded to very favorably. We’ve also driven increased activity with members aggressively investing in their businesses. We’re partnering with them on a record number of merchandising resets and store expansion projects right now. We also have members adding new locations, both ground up and through acquisitions, and we’re providing support with design, merchandising and a variety of financial incentives and tools. 2. E-commerce capability, BOPIS and curbside pickup service have all taken on increased importance during the pandemic. How ready was Do it Best for these challenges, how have you stepped up your efforts in these areas and how have Do it Best retailers embraced these retail programs? This is an area where lots of advance planning and some good timing have 40 ■ THe HARDWARe Connection ■ March 2021
Dan Starr is just the fifth leader in Do it Best’s 76-year history.
worked out well for our members. In 2018, our team mapped out the anticipated future needs of our e-commerce platform. We realized that our system couldn’t support the enhancements we knew our members would need, although it’s fair to say no one anticipated that need would come as quickly as it did. So we partnered on a new platform and began getting everyone ready for a launch in December of 2019. During that transition, we were already at work building out the elements to support curbside delivery, same day in-store pickup and our members’ ability to feature and sell their own sourced products and prices. We also introduced our Pick N Pack app to streamline the in-store order fulfillment process. That’s where the great timing came into play. Just as the pandemic started driving more shoppers online, our members were positioned with a more robust platform that could handle the tremendous volume increase and support new functionality. And we’re not done by any means. Among the other www.TheHardwareConnection.com
increased activity our members are experiencing in their businesses. Our merchandising and LBM teams have also worked very closely with our vendors to secure product for our members by collaborating daily with our key vendors for accelerated recovery while also finding alternative sources of product. Even though there has been improvement in our service level to members, it’s not where we want it to be and this continues to be our top priority. Today, we’re talking about a relatively small group of vendors contributing to about half of all service level concerns. Our LBM traders have also been partnering closely with home center and lum3. 2020 was a challenging year beryard members to firm up their buyfor the industry’s supply chain. ing strategies so they can leverage every What are some of the steps you opportunity to secure product. have taken to address this, and The pace of business hasn’t slowed when do you anticipate all of any during the first quarter of 2021. Do it Best’s distribution centers Warehouse sales are continuing to far being back to normal fill rates? exceed both last year’s results and our plan for this year. Lumber is running even Providing dependable, uninterrupted stronger. We’re seeing increases not just service to our members without restricin pricing, but also in footage. That’s a tions or limitations on ordering quantigreat combination! All of this activity is ties has been a top priority for us over making it harder for our vendors, mills the last year. The supply chain challenges have been severe for hardlines as and manufacturers to move into recovery mode. But there are some bright spots well as lumber and building materials. ahead with a steady but gradual recovWe’ve expanded our distribution capaery of our overall service level over the bilities by investing in operational efficiencies, more storage space and adding next three months. Most of the manufacturers we work with have made major more shifts at our warehouses. We’ve investments to increase their capacity in worked diligently to provide safe work order to support the sustained growth. environments for our team, who has worked tirelessly to meet the sustained, Their main challenge continues to be features in development, we’re currently pilot testing a home delivery option. I’m really excited by how our team was able to move from concept to execution and how our members have embraced these new features. We had already been working on a new warehouse management system, to be followed by some substantial small parcel processing enhancements. As the pandemic took hold, we made the decision to move up the small parcel work, because that would enable us to better serve our members. That’s where our agility really shined.
www.TheHardwareConnection.com
THe HARDWARe Connection ■ March 2021 ■ 41
Wholesaling rebuilding appropriate inventory levels while overcoming COVID-related quarantines and shutdowns along with those raw material issues. 4. What can you share about opening up a new prototype location for a next generation of store design? Did the pandemic cause you to rethink any of the design elements? At our virtual fall market, I previewed our plans to introduce a new store design option for our members, one that we’ve spent two years developing. We completed construction on the prototype home center in partnership with a member-owner who couldn’t have been more excited to collaborate with us. Honestly, I was hoping to unveil it by now, but like so much else, COVID had other plans. Construction was temporarily delayed early on due to a statewide shutdown, but I was happy to join the owner for a late October grand opening. What’s interesting is that the pandemic didn’t cause us to rethink the design. Instead, it validated the research we’d done to appeal to a much broader range of today’s home improvement shoppers and delivered in the way they want to shop. For the prototype location, the owner had run a very successful second-generation business that catered almost exclusively to contractors. In their new home center built nearby, they 42 ■ THe HARDWARe Connection ■ March 2021
immediately started drawing in more retail customers—DIYers and female shoppers—while still serving the needs of their pros. The store’s bold look inside and out, attractive merchandising and assortments, easy-to-navigate layout, featured departments like paint, power tools, grills, and lawn and garden, and an overall better use of space all work together to drive higher customer counts and sales. We’ll have more to share this summer and I’m looking forward to our members getting to see the design components in person this fall at our market in Indy. 5. What major initiatives are on tap for Do it Best in 2021 and how are you planning for growth in these still uncertain times? The times may still be uncertain, but I’m certain about this: We are committed to helping our members grow. And there’s never been a better time to invest in growth. Interest rates are low. Millennials, a group now larger than the baby boomers, are moving into home ownership. More customers are rediscovering the value their local home improvement store brings to the community. There’s certainly renewed interest in the buy local movement. All of that is good for growth in our industry. Many of our members have had their best sales year ever. They’re in a good cash position to reinvest in their www.TheHardwareConnection.com
businesses and we’re fully engaged to help them with our Gear Up 4 Growth initiative. We want to help those successful members who have many locations, as well as members who have one, two or three locations add another one to grow their business. We’re actively doing that across the country and it’s very rewarding to be able to assist owners as we help them achieve their goals and dreams. In addition, we will continue to invest in our distribution excellence with the
rollout of the new warehouse management system across our network. We’re already developing even more enhancements for our members’ ecommerce platform. And we are working on a series of business playbooks to provide our members a resource to strengthen their operational practices. There’s much more to come as we further strengthen Do it Best as the first and best choice in the home improvement industry. n
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DEALER PROFILE
By Chris Jensen
A rainbow was spotted recently over Rainey’s Corner Market.
A True
I
One-Stop Shop
n the quiet town of White City, Ore., one local business has been serving the small community for the past 43 years. Rainey’s Feed and Hardware started out as a small grocery store with gas pumps that was bought by Mike and Bobbie Rainey in 1978. It has now grown into a large complex, having added a hardware store, animal feed, a butcher shop, deli and hair salon. As a true family operation, Chloe Ellis has taken over running the store her parents turned into a community staple, while her husband, Travis, runs the butcher shop, and her sister Christal Rainey handles the bookkeeping and helps in grocery. And although he is officially retired, Mike Rainey can still be found working on rentals, picking up bales of hay from area farmers or taking over the store for a little while so Chloe and Travis can have the occasional vacation.
44 ■ THE HARDWARE Connection ■ March 2021
“My father met my mother in the store, which had been just a grocery store,” Chloe points out. “On my first birthday he announced that they were buying the store. On April 1, 1978, they opened up as the new owners.” Gas has always been part of the business, and they installed new gas pumps last year. Purina feed has been there over 20 years, while hardware has been an integral part of the business since the 1980s. The butcher shop, Rogue Meats, is owned by Travis and operates in leased space. The full-service shop handles everything from skinning and processing to cuts, wraps and smoking. “Travis is full time running the meat shop,” Chloe says. “He processes beef and hogs for people and wild game such as deer and elk. He also offers in-house custom smoking and makes three flavors of jerky and pepper sticks.” The hair salon space is also leased, while City Grinders is a good place to www.TheHardwareConnection.com
grab a quick bite to eat such as a sandwich or burger. While all these ancillary businesses help bring in regular customer traffic, Rainey’s Corner is primarily focused on serving the community with grocery, hardware and feed. “We are 12 miles to the nearest grocery or hardware store, and we serve five zip codes here in an unincorporated area,” says Chloe. “The Rogue River runs between us and the three closest towns, and people are reluctant to cross the river to shop.” They have 6,000 square feet for feed and hardware, 6,000 square feet for grocery, 4,000 square feet for storage and 10,000 for extra storage and hay. Hardware has its own entrance and grocery has a separate entrance, which goes all the way back to the meat shop. The hardware store started out where the hair salon is now, with feed added in the late ‘90s. They were later able to expand hardware from 1,500 square feet to the current 6,000, and have been Do it Best members since the 1980s.
Stepping Up DUring the panDemic Establishing Rainey’s as a complete one-stop shop has been vitally important during the pandemic. “For our www.TheHardwareConnection.com
Left: Rainey’s sells frizzante artisan wine from a local winery. Middle: Rainey’s Grocery includes a full produce department and in the back is a full-service butcher shop. Right: Rainey’s Feed & Hardware sells everything from hardware and feed to animal and pet supplies, tack and gift items.
community, it’s about taking care of people’s basic everyday needs whether it’s food, hardware or feed. If you can’t get it at Rainey’s Corner store, then it’s an hour to somewhere else,” Chloe points out. “If there were people in more need this past year during the pandemic we wouldn’t know,” Chloe says. “Most people are very independent and reluctant to have you do anything for them. We might get two customers a month who wanted curbside service.” She says their biggest issues once the pandemic kicked in were mostly stocking and staffing. “We had to diversify our offering to meet the level of need in the community and to maintain cleanliness. Hardware fared best with finding substitute items. We were fortunate on the feed side that we were able to stay ahead during periods of allocation,” Chloe adds. They could see that people changed their shopping habits during COVID. THe HARDWARe Connection ■ March 2021 ■ 45
Dealer prOfile
Left: Rainey’s website contains blog posts with tips on raising poultry, the importance of a chicken coop and winterizing chicken coops.
“When we first added the meat department people went from convenience shopping here to grocery shopping. So, grocery had been established here before the pandemic,” she says. Throughout the pandemic Rainey’s sales have been up more than 25 percent for both grocery and hardware. Rainey’s hardware store is open 7:30 to 7:30, which is longer hours than many hardware stores are open, and then the grocery is open 6 a.m. to 8 p.m. seven days a week. “The increased demand for products increased our staffing needs during the pandemic. We’re hopeful that we can see things breaking back to normal soon,” Chloe says. “Customer service is something we focus on, and we’ve been sure to let employees take vacations so they can keep their energy up.” She points out that their grocery customer count is significantly higher than that of feed and hardware, but some of the feed and hardware customers come from two hours away. According to her, 60 percent of their customers shop both grocery and hardware. Gas, hardware/feed and grocery all operate with separate POS systems and with separate financials and there are 46 ■ THe HARDWARe Connection ■ March 2021
Middle: During the pandemic many customers wanted to start growing their own vegetables. Right: A stock show success seminar was held recently in the store for local 4-H students.
different managers for grocery and hardware, Chloe points out, adding that marketing is also handled differently. “Grocery and hardware are two different businesses and need to be run separately. You need to have freshness on the grocery side,” she says. “If you don’t have a grocery store nearby, then it’s wonderful to take care of your customers’ food needs. This model doesn’t apply as much to city living, but it’s an excellent model for rural service.” They have to deal with many more suppliers on the grocery side. “We have one main grocery supplier, but there are 10 different suppliers for wine, alcohol and soda; four different suppliers for snacks and chips; meat has its own supplier; and there are two suppliers for paper products,” Chloe notes. “Each month we’re dealing with about 30 vendors on the grocery side, while billthrough with Do it Best is a huge advantage for us with the buying power on the hardware side,” Chloe says. n www.TheHardwareConnection.com
PRODUCT SPOTLIGHT
JAPANESE BEETLE TRAP
• This trap catches the Japanese beetle, a destructive garden pest that infests and destroys over 300 varieties of ornamental plants. Also catches the Oriental beetle. • The trap uses a scientifically designed method to control the release of natural floral and sex attractants to lure both male and female beetles to the trap. The convenient plastic cone design prevents the user from having to handle the actual attractants. • Central attractant placement disperses pheromone in all directions. New easy-lock bottom allows trap to be emptied and reused.
• Once attracted by the pheromone scent, Japanese beetles fly into the large yellow panels of the trap and are stunned on impact. They then fall into the attached bag. Once inside, they cannot fly out of the trap. Rescue/Sterling International 509-926-6766 www.rescue.com
SOY GEL PAINT & URETHANE STRIPPER • Blue Bear Paint Stripper is an effective stripper without using Methylene Chloride or NMP. • Using BLUE BEAR’s new Safenol™, this stripper effectively removes multiple layers of paint, varnish, enamel, urethane, other simple coatings and lead-based paint. • Paint Stripper is a safe, low odor, paint and more, removing multiple biodegradable, non-caustic coating layers in one application. remover for any DIY project. Franmar • Removes paints, urethanes, enam800-538-5069 els, sealers, some epoxies, lead www.franmar.com www.TheHardwareConnection.com
THE HARDWARE Connection ■ March 2021 ■ 47
PRODUCT SPOTLIGHT DIGITAL TWO-WAY RADIOS • The DLR1020 radio provides the perfect solution that best fits the needs of your staff operations including multiple call options, 2 channels and special features. • With the DLR digital technology, voice communications are louder and clearer across an extended range without static, ensuring that your voice is crisp and clear even at the outside edge of coverage. • The DLR Series is license free and hassle free, eliminating the need for regulatory paperwork, licensing applications and fees.
HSA 26 GARDEN SHEARS • The fastest, most precise tool of its kind that fits in the palm of your hand. The STIHL HSA 26 batterypowered garden shears will join the revolutionary STIHL GTA 26 battery-powered garden pruner in the expanding AS battery-powered garden tool line. • With cutting speeds faster than the previous model, the HSA 26 provides precise and clean cuts for tasks such as trimming ornamental shrubs. • Lightweight and compact cordless shrub shears with shrub cutter to trim and maintain smaller, evergreen 48 ■ THE HARDWARE Connection ■ March 2021
• The DLR provides interference free and private communications on a closed network, making it virtually impossible for anyone to hear your conversation, except for the intended audience. ACS/Motorola Solutions 800-248-5391 www.acsradios.com
hedges and small-leaved ornamental trees. Also includes grass trimmer with cutting width of 12 cm for cutting lawn edges. • Non-slip control handle for perfect ergonomics, rapid, tool-free blade change and battery charge-level indicator so you can keep an eye on the remaining battery capacity at all times. STIHL 800-467-8445 www.stihlusa.com www.TheHardwareConnection.com
COUNTER STEP™ LADDER
• There is no task too tall for the Counter Step™ Ladder. It functions as a standard A-frame ladder so you can quickly change light bulbs, but it also folds up with a fly-arm that balances it against walls or counters for use throughout your home and garage. • Features padded fly-arm brace to protect your counter, slide-up top tray and thick rubber feet covers with deep anti-slip pattern at the bottom. • Measures 51-5/8” x 21-7/8” x 7-1/4”, extends to 60-3/4”; 250-lb weight capacity. • Lightweight 12 lbs. for easy carrying wherever you need. Oakfair Industrial 201-851-8951 www.tradecraftus.com
ECLIPSE™ RAPID WALL REPAIR PATCHES • Unique and innovative drywall repair solution that is perfect for completing permanent repairs on damaged walls and ceilings. • No more waiting for spackling to dry or messy sanding. DAP Eclipse™ allows you to patch drywall damage and paint immediately, allowing you to finish your project faster. • This all-in-one, mess-free solution not only provides a permanent, long-lasting repair but also superior DAP impact resistance for areas that may 410-675-2100 see reoccurring impact, such as www.dap.com behind a door. www.TheHardwareConnection.com
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PRODUCT SPOTLIGHT T-REX® DOUBLE SIDED SUPER GLUE TAPE • A necessity for on-the-go contractors looking for an easy, mess-free replacement for traditional liquid glues, T-Rex® Double Sided Super Glue Tape instantly adheres to surfaces without staining them and it won’t bond to skin. Plus, the tape won’t dry out over time. • The aggressive acrylic adhesive on both sides of a thin polyester film backing provides a near-invisible bond to a variety of surfaces, including concrete, metal, wood, tile, glass, plastic, ceramic and fabric. • The tape is ideal for contractor jobs that require permanent mounting like attaching chair rail or
molding to walls, adhering foam insulation around windows and doors, and installing LED lighting underneath cabinets. It also works well for quick carpentry repairs such as reattaching wood veneer. • Meets the standards of the U.S. Consumer Product Safety Commission as safe for use in crafting and schools. Shurtape Technologies 800-321-1733 www.trextape.com
RHINO CART ALL TERRAIN MOVER • The Rhino Cart all terrain moving cart was created from the frustrations faced when using a traditional moving dolly. • Door thresholds, small stones, cracks in the sidewalk and uneven surfaces all stop a traditional dolly in its tracks. When you’re moving an awkward and heavy item, abrupt stops can be dangerous. • The Rhino Cart is specifically designed to conquer uneven and rough surfaces while carrying a heavy load. With 8 heavy-duty urethane wheels, 50 ■ THE HARDWARE Connection ■ March 2021
the Rhino Cart can roll up and over cracks, thresholds, ramps, transitions, stones, cords and even 2x4’s. • Safe rating of 1,500 lbs. Rhino Cart/Midwest Innovative Products 866-744-6628 www.rhinocart.com www.TheHardwareConnection.com
QUIKRETE® MOBILE APP
Product Information, Technical Data, • Handy app with free download proMSDS, Guide vides homeowners and contractors Specifications, easy one-touch access to the inforDirect Link to mation they need for building and Technical Services, repair projects from start to finish. Where-To-Buy with • For Homeowners: Quantity Geolocation, Scanner Calculators, How-To Videos, Product for Accessing Product Search, Project Search, Where-ToInformation from Buy with Geolocation, Favorites Product Package for Tagging Product and Project Bar Codes, Tag Product Information Information, QUIKShare Project Photo for Specific Projects and Share Feature, Customer Service Telephone Product Photos and Videos Through Access in one-touch and Scanner for QUIKShare Function. Accessing Product Information from The QUIKRETE Companies Product Package Bar Codes. 800-282-5828 • For the Pros: Quantity Calculators, Product Search, Collect and Manage www.quikrete.com
QUIET 3-GALLON AIR COMPRESSOR • New quiet 3-gallon air compressor is designed for outdoor and indoor use. Hand-carry model features a 1/5 HP electric motor, high-performance oil-free pump and dual industrial interchange quick-connect fittings for universal use. • Compressor produces 4.0 CFM at 90 PSI and works great for contractors and homeowners. Used for powering nail guns, brad staplers and small air tools. • Features a protective roll cage to keep components secure and comes with one-year warranty. • With a noise level of less than 70 decibels, this quiet air compressor is ideal for indoor projects where noise is a concern. Mi-T-M Corp. 800-553-9053 | www.mitm.com www.TheHardwareConnection.com
THE HARDWARE Connection ■ March 2021 ■ 51
WhoLESALINg
By Chris Jensen
hardware Industry Loses a great Leader, Don hasson
D
on Hasson had two families that he cared greatly about: one comprised his wife Cathy, children Taylor and Carrie, his step-children, grandkids and other relatives. The other family was his hardware family—the customers and employees he interacted closely with in his role as president and CEO of the family hardware distribution company—House-Hasson Hardware Company, a Century Club distributor based in Knoxville, Tenn., that was cofounded by his grandfather in 1906. Don lost his battle with COVID-19 at Duke University Medical Center on February 15 after being hospitalized for one-and-a-half months. He was 70 years old. Despite his valiant efforts, he was unable to recover from the effects of the virus and the continued immune system suppressants attributable to his successful lung transplant a year and a half ago. Don grew up working in the family business, with his first trips to the seven-story brick warehouse building on Western Avenue in Knoxville starting when he was five years old. One of his first responsibilities was building
bicycles, a task he took seriously. He worked his way up through the company, working in many different departments before being named president in 1986 at the age of 35. He would end up spending exactly half his life in that role, becoming the third generation of his family and the fifth president to head House-Hasson Hardware Company, which he led to become the industry’s largest independent regional hardware distributor. The 1972 University of Tennessee graduate followed in the footsteps of his father, James; his uncle Jack; and his grandfather and company co-founder, C.S. Hasson, who formed the company
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www.TheHardwareConnection.com
Don Hasson served as president and CEO of House-Hasson Hardware for the past 35 years.
with Sam House in the year the Wright Brothers’ patent for a flying machine was granted. Don followed their example by working to expand the company, improve its facilities and enlarge its sales force to accommodate the needs of a growing base of customers.
AN INDUSTRY LEADER
Don Hasson was a visible presence at House-Hasson’s dealer markets, greeting dealers, employees and vendor friends.
While he quickly proved his leadership abilities in his new position, Don went on to play a key leadership role in the home improvement industry. He served as chairman of the International Hardware Distributors Association in 1994, president of HGA in 2009 and was a past president of the Southern Wholesale Hardware Association. He served several stints as chairman of Distribution America, the national buying group to which House-Hasson belongs. House-Hasson was not immune to the pressures facing distributors as the home improvement market reached its mature phase in the mid to late 1980s. While many regional distributors were forced to close or sell their operations, HouseHasson was embarking on a growth cycle that continues to this day. With Don’s visionary leadership, in 1991 the company added 30,000 square feet to its warehouse space. At the time, the company served retail customers in eight states: Tennessee, Alabama, Georgia, North Carolina, South Carolina, Virginia, West Virginia and Kentucky. In 2002, House-Hasson picked up eight field sales reps as well as the
former president of Wagner Hardware, a regional distributor in Ohio. The company had expanded into Ohio the previous year by picking up sales reps from The Kruse Company. House-Hasson had previously acquired other local and regional distributors including Paris-Dunlap Hardware in Gainesville, Ga., in 1988 and Sheffield Hardware in Americus, Ga., in 1997. Capitalizing on this type of opportunity throughout its history is how the Hasson family has managed to grow the family wholesale business in an industry where consolidation and competition are constants. Jim Kaiser joined the company in 1986 after the demise of his former employer, Belknap, and he served as sales manager and later vice president of sales from 1988 until his retirement in 2003. He credits Don’s steady leadership with helping House-Hasson survive and thrive in an industry where the dealer-owned co-ops and the big-box stores were beginning to command the lion’s share of attention. “We didn’t grow in leaps and bounds, but in small steps. We didn’t promise things we couldn’t deliver,” Kaiser says.
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WhoLESALINg More recently, House-Hasson acquired Persinger Supply in 2007, Moore-Handley in 2009 and Long-Lewis Hardware in 2015. When House-Hasson bought Moore-Handley, it was actually buying a larger company. In 2019, House-Hasson spent $2.5 million to purchase inventory from Hardware Distribution Warehouses while also hiring eight key HDW salesmen. By adding new salesmen, territories and customers from other wholesalers, HouseHasson has been able to enjoy a sustained period of growth. The company now serves customers in 22 states. Don also saw the benefits of expanding internationally, and under his direction the company began servicing customers in Bermuda, Jamaica, the Dominican Republic, Panama, Guatemala, Aruba, Grenada, U.S. Virgin Islands, Curacao, Antigua and the Cayman Islands. During the 1990s, House-Hasson survived a shakeout that saw many independent distributors sell or close their operations. Don attributed several reasons to his company’s lasting success. “First, House-Hasson has a strong financial base. The company has been run conservatively and it has a good strong balance sheet, including no bank debt. Additionally, the company has invested heavily in technology, including early computerization of all office and distribution functions,” he said.
Don had an early lesson in the importance of computers, as he outlined in an interview with the Knoxville News Sentinel in 2013. By the mid-1970s, hardware distributors had migrated to computers to manage their catalog sales. Using a labor-intensive system with punch cards and card readers, all orders had to be sent via phone lines to one company in Columbus, Ohio— Management Horizons Data Systems, which handled all the processing across the industry. As Don tells the story, a married couple who had been at House-Hasson for years left the company in 1975. Unfortunately, he ran the computer department and his wife ran the catalog department. All of a sudden, Don had to learn how to run the computer department, which necessitated lots of trips to Columbus, Ohio. The end result, however, was that by 1978 House-Hasson had a state-of-the-art computer system and expertise that Don would use to keep House-Hasson’s
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Don Hasson (left) gave a tour of House-Hasson’s latest warehouse expansion to Knox County Mayor Glenn Jacobs.
retail customers competitive against the encroaching big boxes. Another pivotal moment came in early 1980, when the 74-year-old company and 140 employees moved into a new headquarters and warehouse in the Forks of the River Industrial Park in Knoxville. That facility has expanded numerous times since, with the latest expansion last year being 100,000 square feet of new warehouse space that brought it to 500,000 square feet. The company’s Prichard, W.Va., distribution center was expanded by 50,000 square feet in 2018. Don was a hands-on leader who was intimately familiar with every department of the company. Employees were aware that Don knew as much about their jobs as they did, which was why his suggestions for improvement were so readily followed. He was decisive and had a knack for making the right decision at the right time. Don shared what he felt were the two biggest moments in company history. “I would say building a new warehouse in Knoxville in 1980, which was a huge milestone. And the second was the purchase of Moore-Handley in 2009. That was our single largest acquisition and it wouldn’t have been possible without the second warehouse in Prichard. We also added 15 good salesmen with that deal,” he pointed out. When asked the key to HouseHasson’s ability to survive and thrive for so long, Don responded, “We www.TheHardwareConnection.com
constantly reinvested earnings into the business. We built net worth and net earnings over 100 years. Eliminating debt so we are totally debt free is one of our greatest assets.” When Don was asked what business lessons he learned from his father and grandfather, he replied, “The main tenets were to keep the company strong and be conservative in business practices but be aggressive in the market.” Don recently explained how the company has been able to progress by adopting the right technology at the right time. “One of our great strengths has been the use of technology and implementing technology in our businesses and in our retailers’ businesses. Our website helps customers do a lot of things like order merchandise, look at purchase history, change retail pricing and set order quantities. It’s a very effective and affordable way for small stores to operate efficiently,” he said. Don was a visible presence at HouseHasson’s three annual dealer markets, greeting customers and inquiring about their families and businesses. He often said he learned the most by visiting stores and finding out what was on customers’ minds. House-Hasson dealers say one of the things they liked most about the company was the fact you could call up Don Hasson and share feedback directly. Don was immensely proud of his family’s longevity in the hardware business, and he was equally proud to see THe HARDWARe Connection ■ March 2021 ■ 55
WhoLESALINg his two children—Taylor Hasson and Carrie Hasson—carrying on the tradition by representing the fourth generation of the Hasson family to be involved in the business. Both have been appointed to the board of directors. Taylor is vice president of marketing, while Carrie is the human resources manager.
A VISIoNARY LEADER Jonathan Mize is the fifth-generation president of Blish-Mize Company, which is a fellow Distribution America (DA) member celebrating its 150th anniversary this year. Jonathan had followed in the footsteps of his father, John Mize, who retired in 2018 after working for the family business for 56 years. Jonathan remarks that it was a sad day when he learned of Don’s passing. “He and my dad were good friends for years, but especially since DA was established in 1999. They would look around the industry for deals together,” he recalls. In 2009, House-Hasson acquired Moore-Handley and immediately partnered with Blish-Mize to jointly operate the Hardware House private-label line of import products. “We became partners in that business until eventually we took over and House-Hasson became a customer of ours. It’s funny, but we referred to Don as Partner Hasson and he referred to us as Partner Mize. We were friendly business associates and shared the family ties of working for a 56 ■ THe HARDWARe Connection ■ March 2021
long time in the family wholesale business,” Jonathan shares. “I know Don grew up in the business, visiting customers in stores. His father and grandfather instilled in him the importance of taking care of customers and employees, because you wouldn’t be around without them,” he points out. Don served multiple stints as chairman of DA and he served as chairman last year, with Jonathan set to take over as chairman this year. “We were on a Zoom call with (DA President) Dave Christmas in December, and I was giving Don a hard time about our company being older than his,” Jonathan recalls. “Don was very well respected in the industry and his employees had a great deal of respect for him. He continually expanded their distribution centers and found ways to keep growing the company. He always had good ideas that helped us improve what we had in place at DA,” he adds. “I just heard from Mike Jensen (retired CEO of Jensen Distribution Services), who was reminiscing about how he and my dad would get together at the old Hardware Show in Chicago with Don, Dave Cook (of L.G. Cook Distributors) and Howard Vaughan of Vaughan & Bushnell. They called themselves the Silver Spoon Club, but it was the shared experience they all had of knowing what it was like to run a family business in the hardware industry,” Jonathan shares. www.TheHardwareConnection.com
“All of us at Blish-Mize pass on our condolences to Cathy Hasson and the entire team at House-Hasson. Don will certainly be missed by so many people in our industry. He was a great leader,” Jonathan says. Dave Christmas, president of Distribution America, said, “Don Hasson was truly a giant in our industry. He dedicated his entire career to the success of the independent hardware channel. At DA, Don constantly drove us to develop programs and tools to help retailers across the country thrive in highly competitive times. In business he demanded excellence and for that he made us all better. Personally, he was a great friend and for that he made me better. Don’s absence will leave a tremendous void in our industry. As a result of his leadership, he leaves behind a talented and capable team at House-Hasson Hardware, his legacy will continue with their hard work and success. Our thoughts and prayers are with all of Don’s family.” A.L. Thompson’s, a longtime HouseHasson customer in the Cayman Islands, announced their gift donation of 200 trees that will be planted by the Arbor Day Foundation in WallowaWhitman National Forest in Oregon in memory of Don Hasson. In a company statement shared by Chief Operating Officer and Executive Vice President Steve Henry and Chairman James Hasson Jr., Don’s www.TheHardwareConnection.com
brother, they noted Don built a strong team at House-Hasson to continue his work. “Don learned much from his father, whom he followed in the role of company president, and his father always emphasized the importance of teamwork in providing goods and services across the Southeast and beyond. The company will continue the work of Don and his predecessors under the leadership of Steve Henry, Bill Hauge, Pat McCutcheon, Taylor Hasson, Carrie Hasson and others, along with its highly accomplished sales force, warehouse and operations teams, drivers and administrative support group.” Don Hasson was predeceased by his mother, Elaine Biggers Hasson, in 2009; and by his father, James K. Hasson, in 2000. A sister, Sara, died at birth in 1948. He is survived by his wife Cathy and her kids Mia and Maria; son Taylor Hasson and his kids Andrew and Madison; daughter Carrie Hasson and her kids Cal and Jamie; brother Jim and sister-in-law Jayne Hasson; sister Nellaine and brotherin-law Leslie Sutton and their kids Rachael and Stephanie; nephew Keith Hasson (Betsy) and their kids Cooper and J.K.; and his step-grandchildren Xander and Evelyn. His family has requested contributions in Don’s memory to Knox Area Rescue Ministries (KARM), P.O. Box 3310, Knoxville, TN 37927. Click here to view his obituary. n THe HARDWARe Connection ■ March 2021 ■ 57
THe HArdwAre ConferenCe
Beacon Awards Set the Stage at Hardware Conference
A
fter dealing with the stress of operating during the pandemic, hardware retailers are ready for some serious relaxation. Why not kick back on a sandy beach while learning new ways to improve your business? Start making plans to attend the 2021 Hardware Conference, set for August 13-15 at the JW Marriott Marco Island Beach Resort in Marco Island, Fla. It is designed to be affordable and family-friendly. The event, preparing for its 32nd edition, is the industry’s largest event bringing together independent retailers regardless of wholesaler affiliation. The Hardware Conference offers the perfect opportunity to find ways to improve your business while having fun and relaxation at a world-class resort right on the Gulf of Mexico, with miles of sandy white beaches. Upgraded in 2017 to JW Marriott status, the resort offers an oasis of luxurious comfort with activities designed for the whole family. The JW Marriott has adopted a COVID-based safety initiative,
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Upper: The Hardware Conference is set for August 13-15 at the JW Marriott right on the water in Marco Island, Fla. Lower: Retail attendees have a chance for one-on-one dialogue with vendors.
“Connect with Confidence,” to ensure the safety of Conference attendees. “We are actively monitoring the COVID-19 virus outbreak for this year’s Hardware Conference based upon the CDC guidelines for mass gatherings. The safety of our guests, employees and hotel staff is our number one priority,” said Craig Cope, who directs the Conference with his wife, Shanti. Discover the latest new products from leading vendors during open exhibit www.ThehardwareConnection.com
The 2020 and 2021 Beacon Award winners will be honored during awards banquets on Friday and Saturday evening.
hours, then pick up new ideas for your store while interacting with fellow retailers at three cocktail receptions, two breakfasts and two dinner banquets. The Conference schedule leaves you and your family plenty of time to enjoy three swimming pools, a wide variety of water activities, spa services at the Spa by JW® or a relaxing walk along the white sand beach. The industry’s premier event for the independent retail hardware channel offers an awards program that was launched in 2013 to recognize the “best of the best” retailers. The Beacon Awards are co-sponsored by The Hardware Conference and The Hardware Connection. Epicor, Ettore Products, Do it Best Corp. and Orgill provide additional sponsorship support for the program. Since The Hardware Conference was forced to cancel last year due to the pandemic, the 2020 Beacon Award winners will be recognized during Friday evening’s banquet. Two Retail Beacon Award winners will be honored along with eight retailers recognized for their community service initiatives during the pandemic. Then on Saturday evening the 2021 Beacon Award winners will be honored, including Retail Beacon winners www.TheHardwareConnection.com
for each sponsoring wholesaler and Best New Stores. All Beacon winners will receive all-expense paid trips for two to the 2021 Hardware Conference including conference registration, airfare, hotel and meals. They will also receive a special Beacon Award trophy and be featured in an article in The Hardware Connection. Get your nominations in now for the Best New Store category—the entry deadline is May 3, 2021. For more information on the nomination process, contact Editor Chris Jensen at chris@thehardwareconnection.com. Leading vendors participate in the Conference with tabletop booths showcasing their latest product introductions. Dealers can engage in informal conversations with manufacturers without the pressure of buying, both during exhibit hours and at meal functions and receptions. The Conference is designed for the whole family, with Saturday afternoon set aside with vendor-sponsored golf, beach activities sponsored by Wooster Brush, a shelling excursion and Everglades airboat excursion. For more information, go to www.thehardwareconference.com or contact Craig or Shanti Cope at 305-853-0049. n THE HARDWARE Connection ■ March 2021 ■ 59
caTegorY rePorT
HAND AND POWER TOOL TRENDS Sales of Oscillating Accessories (Independent Hardware Channel) 12 Months % Change vs. Year Ago Oscillating Accessories: Units . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21.3% Oscillating Accessories: Dollars . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22.6% Source: Vista Information Services, div. of Epicor Software Corp.
Unit Sales Breakdown for Oscillating Accessories Total of 690 Items with Sales Total Category Top 5 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18.7% Top 10 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31.4% Top 20 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48.7% Top 30 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 58.8% Source: Vista Information Services, div. of Epicor Software Corp.
Seasonality of Sales of Oscillating Accessories (Index=100) 170
170 146
146
122 98
93 86 87 122
74 50
87
105
116 113 107 107 109
97
94
98 Jan. 2020
Feb. March Apr. 74 2020 2020 2020
May June July Aug. Sept. Oct. Nov. Dec. 2020 2020 2020 2020 2020 2020 2020 2020
Source: Vista Information 50 Services, div. of Epicor Software Corp.
Oscillating Accessories Share of Sales (Latest 12 Months) End/Cut Plunge Blades 0 20 40 Segment Blades Grout Removal Blades Mixed Product Accessory Kit Sanding Sheets Other
84.2% 6.4% 80 2.4% 2.3% 2.1% 2.7%
60
0
20
Manufacturers and retailers use Vista’s retail POS and Consumer Panel data to better sell to their customers. Go to www.vistainfoservices.com.
100
40
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Source: Vista Information Services, div. of Epicor Software Corp.
60
80
100
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Hand and Power Tool MercHandising: Upper Left: Hartville Hardware in Hartville, Ohio, holds a semi-annual tool sale and the current sale that runs through March 31 features an interactive buyer’s guide. Middle Left: Hartville Hardware stocks unique drill bits that cannot be found in other stores. Lower Left: Keim in Charm, Ohio, holds periodic tool promotions for pros and homeowners. Upper Right: PaulB Hardware, with two stores in Pennsylvania, uses tool events to attract customers from far away and also offers tool repair service. Middle Right: Riles Home Hardware Supply in Linton, Ind., has the area’s deepest assortment of hand and power tools. Lower Right: With 14 retail outlets in Texas, Texas Tool Traders has a wide selection of hand, power and automotive tools and is an authorized dealer for brands like Bosch. www.TheHardwareConnection.com
THe HARDWARe Connection ■ March 2021 ■ 61
IN THE NEWS NEW STORES:
Canaan, N.H., was selected by the New Hampshire Union Leader for their 40 Under 40 list. • Schurman’s True Value Hardware in Clarkston, Wash., is marking its 75th anniversary.
• Bryan Spangler has acquired Goyer Ace Hardware in Fort Atkinson, Wis., from Jim and Donna Goyer. • Phil Akers Sr. and Phil Akers Jr. are opening a True Value Hardware in Bluefield, W. Va. • R.P. Lumber Co. has acquired Century Club retailer Dick-N-Sons Lumber, located in Blue Grass, Iowa. • Nation’s Best has acquired BTU Do it Paint donated by Brownsboro Hardware Center, a Do it Best member based in & Paint to Habitat for Humanity ReStore. Las Vegas, N.M., and also Hometown Hardware in Longview, Texas. • Many homes in the Louisville area will • Jerod and Emily Johnson, be getting a colorful facelift, thanks owners of Rothbury Hardware, to the generosity of Brownsboro are opening a new Ace Hardware Hardware & Paint. The company store in Whitehall, Mich. recently donated some $10,000 in new • Central Network Retail Group paint to Habitat for Humanity ReStore. has opened a new Outdoor Supply ReStore will have the paint available Hardware store in Millbrae, Calif. for customers at reduced rates at their • M and B Group is acquiring Bisett two retail locations, and proceeds Building Center & True Value from the sales will go to help more Hardware in Bradford, Pa. local families in need of affordable • David and Angela Lake Majure housing. “We are passionate about are opening Bear Creek Ace helping our community,” added Jim Hardware in Tuscaloosa, Ala. Lehrer, co-owner of Brownsboro • Trussville Ace Hardware is Hardware & Paint. “The loyalty and opening in Trussville, Ala. support of our existing customers • John Dunlap and Ashley enables us to ‘pay it forward’ with Johnson are opening Five Oaks this gift of paint to the Habitat for Ace Hardware in San Antonio. Humanity’s ReStores.”
KUDOS TO:
PEOPLE ON THE MOVE:
• Robin Dow Parker, owner of Canaan Hardware & Supply in
• Stanley Black & Decker names Don Allan as president and CFO.
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• Granite Gold Inc. has hired Troy 53rd week). Net income for fiscal Johnson as national sales manager. 2020 was $316.9 million, an increase • True Value Company has hired of $176.5 million, from fiscal 2019. Dario Skocir as vice president of supply chain. OTHER NEWS: • National Lumber has promoted • The National Hardware Show Dean Wager to senior vice announced that the 75th anniversary president-sales and David Pelletier event will now take place October to executive vice president, with 21-23, 2021. The show will remain in Michael McDole retiring as senior the Las Vegas Convention Center in vice president-sales. Las Vegas, Nev., but will move to the • Do it Best Corp. has hired Bobbi newly opened West Hall. Krayer as new member conversion • January 2021 marks 10 years of specialist and Jim Scalfani as merIndependent We Stand (IWS). This chandise manager in outdoor living year, the national small business and promoted Celeste Stevens as movement celebrates a decade of human resources manager and Magpromoting the vital economic role gie Radyn as associate merchandise independent businesses have on manager in hardware. our communities’ success. For a decade, IWS has aimed to educate consumers about the importance WHOLESALERS IN THE NEWS: and strong economic benefits of • Ace Hardware Corp. reported buying local and encouraging small record 4Q 2020 revenues of $2.1 business owners to tout their locally billion, an increase of $577.6 owned status. million, or 39.2 percent, from 4Q • Mayhew Steel Products (Mayhew 2019. Fiscal 2020 consisted of 53 Tools) is partnering with SGB Racing in weeks compared to 52 weeks in a new sponsorship that supports the fiscal 2019. Excluding the 53rd week, teams’ riders in all of the 2021 Pro Morevenues in the fourth quarter tocross Nationals, and in a few select increased $477.7 million, or 32.4 rounds of the 2021 AMA Supercross. percent, from 4Q 2019. Net income • Tractor Supply Company is was $43.1 million for 4Q 2020, an acquiring Orscheln Farm & Home, increase of $39.6 million from 4Q which operates 167 stores in 11 states. 2019. Full-year revenues were a • Groupe Turcotte and Home Hardrecord $7.8 billion, an increase of ware Stores Ltd. have announced $1.7 billion, or 27.9 percent, from the acquisition of Quebec-based home 2019 revenue (an increase of $1.6 improvement retailer Patrick Morin billion or 26.2 percent excluding the www.TheHardwareConnection.com
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his family urged him to stay home. Dave was inducted into the Boulder County Business Hall of Fame in 2006, and Dave and Dee were recipients of the Boulder Chamber Lifetime Achievement Award in 2014. In 2020, IN MEMORY: McGuckin Hardware received the Retail Beacon Award from The Hardware Connection. He is survived by his wife of 70 years, Dee; three sons, Brent (Lori); Barry (Vicki); and Robb Hight; eight grandchildren: six greatgrandchildren; and brother-in-law, Ron McGuckin (Monica). • William Round, retired owner of Round’s True Value Hardware in Stoneham, Mass., passed away February Dave Hight 5 at the age of 93. Up until 16 • Dave Hight, co-founder and driving months ago, he force of iconic McGuckin HardWilliam Round was still repairing ware in Boulder, Colo., for over six windows and screens at Round’s decades, passed away January 18 Hardware, where he was the mayor at the age of 91. His innovative apof the fastener aisle. His was one of proach to business and commitment the first stores in the Boston area to to principal was known as the Mcjoin True Value in 1965. He is survived Guckin Way and best exemplified by by sons William (Karin), Mark the Green Vests that came to stand (Margaret), Bruce (Kimberlee) and for legendary service. A U.S. Navy Winslow and seven grandchildren. He veteran, he joined his father-in-law at was predeceased by his wife Olive. McGuckin Hardware in 1960, taking over as sole owners with his wife Dee • James “Ray” Fulford, founder of Southern Home & Garden Ace after his father-in-law died in 1966. Hardware in Carrolton, Ga., passed He came to the store every day until away February 14 at the age of 78. the pandemic kicked in last year and Inc. The deal will see Group Turcotte and Home Hardware Stores Ltd. purchase 21 stores and one distribution center in the province of Québec.
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After being diagnosed with Parkinson’s disease and ALS, Ray set out to establish a neurology department at Tanner Medical Center so that those effected by Parkinson’s, ALS, Alzheimer’s and other diseases of the brain could be treated and cared for locally. This past year he seeded the endowment with a sizable donation. Ray is survived by wife Linda, daughters Kristi (Ben) Garrett and Andrea (Josh) Chapman, six grandchildren, brothers Don and Harold, sister-in-law Betty, numerous nieces and nephews. • Andrew Pisulak, owner of Palmerton Lumber Company in Palmerton, Pa., passed away January 20 at the age of 64. He is survived by wife Kathy, children Stephen (Heather), Bethany (Kevin), Tanya (Jeffrey) and five grandchildren. • John “JP” Sippel, owner of Sippel True Value Hardware in Universal City, Texas, passed away January 5 at the age of 71. A Navy veteran, he is survived by daughter Joan (Lawrence), son John Jr. (Courtney), daughter Lori (Mike), brothers Lewis and David and three grandchildren.
FOR THE FULL STORY: • Century Club wholesaler Blish-Mize celebrating 150th anniversary. Click here. • STIHL introduces new and improved learning management system. Click here. www.TheHardwareConnection.com
STEVE HENRY
STEVE HENRY NAMED NEW PRESIDENT OF HOUSE-HASSON House-Hasson Hardware’s board of directors unanimously voted to make Steve Henry the new president of House-Hasson Hardware, America’s largest independent regional hardware distributor. House-Hasson’s leadership change follows the February 15 death of company President Don Hasson. Henry has served as House-Hasson’s executive vice president since March 2017. The announcement of Henry as HouseHasson’s new president was made by James Hasson, House-Hasson board chairman, who said that it fulfills a succession plan designed by Don Hasson. To read more, click here. THE HARDWARE Connection ■ March 2021 ■ 65
PLATFORM ENHANCEMENTS HIGHLIGHT SUCCESSFUL ONLINE BUYING EVENT FOR ORGILL Orgill Inc. successfully concluded its Spring Online Buying Event, where it saw strong participation and set sales records, while rolling out a series of enhancements that made the two-week virtual event more intuitive and userfriendly for both exhibitors and retailers. “We are pleased with customers’ response to our second Online Buying Event, which was highly attended and drove record sales. We learned a lot from our first event last fall and our team and vendors incorporated some great improvements into this event designed to make ‘working the show’ as easy and efficient as possible,” says Boyden Moore, Orgill president and CEO. Preliminary results for the show, which took place February 8-19, indicate that more than 9,200 retailers attended the Spring Online Buying Event, and sales during the buying window topped those posted during the fall show and set another new record for Orgill markets. In all, nearly 1,000 vendors participated in the event offering retailers special buys, unveiling new products and helping retailers prepare for the upcoming selling season. For more information on Orgill’s spring online buying event, click here. Moore delivered a virtual keynote presentation during the company’s online buying event that outlined how the wholesaler plans to build on a successful 2020 by capitalizing on industry 66 ■ THE HARDWARE Connection ■ March 2021
Orgill President and CEO Boyden Moore gave an online keynote address during their online buying event.
trends, investing in technology and expanding distribution capacity. Moore noted that Orgill’s sales grew 21 percent in 2020 to a record $3.04 billion. After reaching $1 billion in sales in 2006, it took Orgill a decade to hit $2 billion but just four more years to exceed the $3 billion mark. With the pandemic causing such a spike in demand combined with ongoing line stockouts, Moore said the company was forced to make the difficult decision to temporarily suspend orders from retailers who use Orgill as a secondary supplier. Orgill’s approximately 10,000 retail customers include 700+ True Value retailers, 600+ Ace retailers and 250+ Do it Best retailers who use Orgill as a secondary supplier. “We worked our way out of all those restrictions,” he said. “We’ve had more new business possibilities than we’ve ever had, and while we’re excited about these new opportunities and continued growth, we will stay true to our mission to help our customers be successful.” Orgill is continuing to work through some supply chain issues and hopes to return soon to its traditional high fill rate of 96 percent, with Moore pointing out that 30 vendors count for half of Orgill’s product shortages. For more on Moore’s presentation, click here. ■ www.TheHardwareConnection.com
CONFERENCE2021 AUGUST 13-15
REGISTER HERE TODAY!
“Where Relationships Are Formed”
3 Days of Networking, Relaxing and Learning Meet colleagues and new friends at the industry’s largest conference for independent hardware retailers. Share ideas with top retailers on how to grow your business, interact with key vendors on how to increase sales in your store and attend educational seminars, all-industry cocktail receptions and dinners in an exclusive 5-star resort setting.
Learn More About Your POS System at the Hardware Technology Forum Epicor will offer full-day, hands-on training sessions for their retailers. Bring your tablet or laptop so you can log right into your store as you learn new “tips and tricks” to make your POS software more productive in your store.
Honor the Industry’s Best Retailers at the 2021 Beacon Awards The Beacon Awards are an important recognition program that honors the best of the best dealers who represent the future of the industry. Sponsors:
Co-Sponsors:
FOR MORE INFORMATION ABOUT ATTENDING THE BEACON AWARDS ALONG WITH ALL OTHER EDUCATIONAL SEMINARS, OPEN FLOOR DISCUSSIONS AND SOCIAL ACTIVITIES AT THE HARDWARE CONFERENCE, VISIT WWW.THEHARDWARECONFERENCE.COM
UPCOMING EVENTS MARCH
JUNE
Ace Hardware Spring Digital Show March 9-12
Hearth, Patio & Barbecue Expo June 23-26, Kentucky Expo Center, Louisville, Ky.
Blish-Mize 150th Anniversary Spring Dealer Market March 18-20, Overland Park Convention Center, Overland Park, Kan. Do it Best Spring Virtual Market March 7-19 Home Hardware Spring Virtual Market March 22-29
House-Hasson Hardware Summer Dealer Market June 17-19, Sevierville Events Center, Sevierville, Tenn. PRO Group 2021 Virtual Group Merchandising Conference June 21-24
Home Improvement eRetailer Virtual Summit March 16-17
United Hardware Fall and Winter Buying Market June 18-20, Minneapolis Convention Center, Minneapolis
LMC Virtual Annual Meeting March 22-26
AUGUST
Wallace Hardware Spring Online Dealer Market March 29-April 4
APRIL Hardware Eurasia Fair April 1-4, Istanbul, Turkey
MAY spoga+gafa May 30-June 1, Koelnmesse, Cologne, Germany
Orgill Fall Dealer Market August 26-28, McCormick Place, Chicago The Hardware Conference August 13-15, JW Marriott, Marco Island, Fla. The Inspired Home Show 2021 August 7-10, McCormick Place, Chicago Wallace Hardware Co. Fall Dealer Market August 11-13, LeConte Center, Pigeon Forge, Tenn.
For a complete listing of calendar dates, click here. 68 ■ THE HARDWARE Connection ■ March 2021
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Ace HArdwAre Honors 2021 ‘coolest HArdwAre stores’ Ace Hardware Corp. has recognized two Ace Hardware stores with the company’s 10th annual “Coolest Hardware Store” awards. Ace Hardware selects only a handful of Ace stores annually to receive this coveted recognition—all based on how well the store differentiates its offerings, services and culture to meet the needs of the community. The winning stores are Gemmen’s Home & Hardware in Hudsonville, Mich., and Strand Ace Hardware in Escalon, Calif. These stores share common traits yet offer unique product assortments and locally relevant flavor above and beyond most hardware stores. “With more than 5,400 Ace locations around the world, no two stores are the same,” said John Kittell, vice president, retail operations and new business at Ace. “Each independently owned and operated store provides a shopping experience that is locally relevant to the communities they serve. The teams at Gemmen’s Home & Hardware and Strand Ace Hardware embody the unique and helpful spirit that makes Ace great.” www.TheHardwareConnection.com
Gemmen’s Home & Hardware has served Hudsonville, Mich., since 1955.
Andrew Gemmen is the third-generation owner of Gemmen’s Home & Hardware.
Gemmen’s Home & Hardware has served the Hudsonville, Mich., community since 1955. Customers travel from afar to see the vast product selection that the store has to offer and experience the outstanding service from expert staff in each department. Gemmen’s Home & Hardware is 42,000 square feet of retail space that boasts unique store decor and a locally relevant product assortment. In addition to offering top brands in paint, power tools and grills, Gemmen’s has an innovative toy department, an expanded housewares department with local and regional gifts, and niche decor from local artisans. The store also features brands such as Red Wing Boots, Carhartt and Cub Cadet. THe HARDWARe Connection ■ March 2021 ■ 69
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Reaching out to the community has always been at the heart of the Gemmen’s team. Whether it is the store’s annual Mother’s Day and Father’s Day events, special visits with Santa during the holidays or the annual “Ladies Night,” which has grown into a highly anticipated local event, Gemmen’s continues to engage the community in fun and relevant ways. In 2020, Gemmen’s adapted and created new, safe ways to connect with customers including virtual visits with Santa and allowing children to virtually nominate parents to receive a special gift for Mother’s Day and Father’s Day. In addition to fun events and store promotions, Gemmen’s gives back to the Hudsonville community by sponsoring the local Little League team and the Hudsonville “Green Team,” which helps keep the local parks and nature center clean. The store also offers a series called Gemmen’s Workbench, free informational webinars for the community on topics related to home, crafting and hardware. To view the video of Gemmen’s, click here. Originally founded by the Strand Brothers in 1946, Strand Ace Hardware was purchased by the Swanson Family in 1975 and has grown from a 70 ■ THe HARDWARe Connection ■ March 2021
Left: Strand Ace Hardware has been owned by the Swanson family since 1975. Right: Three generations of the Swanson family work in the Escalon store.
2,500-square-foot building to more than 28,500 square feet of retail space to better serve the Escalon, Calif., community. Strand Ace Hardware currently consists of two buildings and an outdoor garden center. The south building has 16,500 square feet with more traditional hardware department including paint, plumbing, electrical, lawn and garden in addition to product assortments specific to the local community. The north building has 12,000 square feet of retail space dedicated to outdoor living products including grills and patio furniture. The north building also features a small engine repair shop and lumber department. Strand Ace Hardware also creates fun and unique experiences that engage the community. From in-store events such as grill demo days, kid craft days and an annual “Party on the Patio” customer appreciation night to participating in the “Christmas on Main” downtown light parade, Strand Ace Hardware is focused on connecting with the Escalon community. The Swanson family takes pride in supporting local organizations in their www.TheHardwareConnection.com
community including the Boy Scouts, FFA, the high school football team, the Sportsman Club and the Garden Joy Community Garden. Strand Ace Hardware also participates in Ace Children’s Miracle Network events throughout the year. The Swansons opened a second store in 2019 in Modesto, Calif. The 44,000-square-foot facility was formerly an Orchard Supply Hardware store. To view the video of Strand Ace Hardware, click here.
and offers personal guidance to beginners as well as seasoned business veterans. “There are four elements that any successful entrepreneur must have or learn,” Andrew says. “Those are a fervent work ethic, a humble and healthy pride, mental toughness and faith.” By faith, Andrew doesn’t mean religion, but instead, the absence of doubt. “Faith is deeper than belief,” he says. “And it’s essential.” “If we are lucky, we have been taught to dream since the time we were very young. If we are luckier still, we have also been taught to establish FollowinG A MotiVAtionAl a study foundation for those dreams to stand upon. When building the busiBlUePrint ness of which you’ve always dreamed, to BUsiness you must first establish a rock-solid foundation,” Andrew writes in the sUccess opening chapter. He adds, “I learned a long time ago “Success is that when a leader tells people what they yours if you want should do, it is wise to always explain why it to be.” Those they should do it and how it will impact are the words of them. Remember these words: ‘A man serial entrepreneur Scott Andrew, who convinced against his will is coerced.’” has built more than 30 national and Andrew notes that one common facinternational businesses with his wife tor preventing people from building and Daphne. In his new book, “The Rugged harnessing drive and purpose is their Entrepreneur: What Every Disruptive Business Leader Should Know,” Andrew lack of honesty with themselves. “Highly successful Ruggeds learn to be blatantly describes what it takes to achieve your dreams and shares a wealth of personal honest with their reflection in the mirror. They learn not to let frivolous distractions stories to motivate and inspire. and social pressures throw them off the With a mentor’s passion, Andrew lays path of what they really want,” he writes. out the “Rugged” qualities needed for For more information, visit the author’s building a solid foundation for any busiwebsite: www.RuggedEntrepreneur.com. ■ ness startup, looks at market disruption www.TheHardwareConnection.com
THe HARDWARe Connection ■ March 2021 ■ 71
e h t d n i h e B Numbers 35%
Percentage of homeowners who plan to do many more home projects in 2021 compared to 2020, with 26% planning to do slightly more home projects, according to Cleveland Research Company.
$1,004.90
Price for lumber per 1,000 board feet on February 18, a record and double the price from three months ago, according to Random Length Lumber Future.
201
Number of new Ace stores added in 2020, bringing the co-op’s store count to 5,463 at the end of the year.
272%
Increase in e-commerce revenue in 2020 from Acehardware.com.
167 -6%
Number of Orscheln Farm & Home stores in 11 states that Tractor Supply Company is acquiring.
Decline in January housing starts from December, and starts were down 2.3% from January 2020, according to the U.S. Census Bureau. Permits for future housing projects rose 10.4% in December. 72 ■ The hARDWARe Connection ■ March 2021
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