Hardware Connection November/December 2023

2024 DEALER MARKET

& Spring Online

Buying Event

Score the best buys of the year! Register now for our in-person Dealer Market, happening Feb. 22 – 24 in Orlando, Fla. There you’ll see our industry’s newest products, talk to vendors, attend workshops and clinics, network with other dealers, and experience two concept stores – a pro store and a traditional hardware store. And don’t miss our red-hot Flash Deals.

Plus, our Spring Online Buying Event, which runs Feb. 19 – March 3, is your chance to round out your spring buys with online-only deals, offers, and more.

Register now for Dealer Market and be automatically enrolled in our Spring Online Buying Event. We’ll see you soon!

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 Editor: Doug Donaldson doug@thehardwareconnection.com 646-508-7904

Founder/Principal: Tom Chasteen tom@thehardwareconnection.com 305-852-6126

Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com National Account Manager: Dan Beck dbeck@thehardwareconnection.com 518-852-9624

Contributing Writers: Tom Bronson, Gary Pittsford, Craig Webb

The Hardware Connection is published eight times a year by The Hardware Connection, Inc. All editorial contents copyrighted 2023 by the publisher. No editorial may be reproduced without the prior permission of the publisher. The Hardware Connection, Inc. 91900 Overseas Highway Tavernier, FL 33070 www.TheHardwareConnection.com

By Chris Jensen

The Final Chapter of a Storytelling Career

I’m saying goodbye to two of my babies, but I’m OK with it. As I announced in my September column, I’m retiring as editor of The Hardware Connection at the end of this year—this is my last issue as editor. My hardware magazine baby is all grown up—from a first issue that came out in November 2009 with 38 pages and six advertisers, the magazine recently exceeded one million page views for the year.

I’m also looking forward to next May, when I walk my daughter Abby down the aisle for her wedding. Her fiancé, Andrew, is a Reds and Bengals fan, but there’s still time to convert him to Yankee fandom.

At this year’s Hardware Conference in Marco Island, I got to sit next to Rob Bantly at dinner one night, and that seemed serendipitous. Rob is the fifth-generation owner of Bantly Hardware in Johnstown, Pa., and he was featured in our December 2019 issue. I think that article—“Restoring Hope and Prosperity to a Dying But Resilient Town”—is the best article I ever wrote for the magazine. While that article won several awards, I give credit to the story more than the storyteller.

Rob was amazed that I was able to recite facts from the story to others at our table that night, but his story had left an

indelible impression on me. Back in 1977, 11 inches of rain fell in less than nine hours in Johnstown, causing six dams to fail. More than 128 million gallons of water came crashing through town, causing 84 deaths and completely wiping out his family’s 116-year-old hardware business. They didn’t have flood insurance.

Rob’s family took out a $160,000 loan to try and start over, but it was not enough to rebuild an entire business from scratch and they operated undercapitalized for many years. When Rob bought out his father and uncle in 1981, he had to guarantee that loan and put in $15,600 in goodwill. He paid $765 a month for 30 years to pay off that note, but he paid off every dime. That’s not just a definition of amazing resilience and persistence, that’s the perfect example of why I have enjoyed covering independent hardware retailers all these years—you don’t give up no matter the obstacles placed in your path.

As I pivot and adapt to the next chapter of my career, it’s important to leave The Hardware Connection in good hands. Craig, Dan and Tom will have a new editor to work with who’s talented and experienced.

Doug Donaldson will be taking over as editor of The Hardware Connection

on January 1, and he brings unique skills and talents. He’s been writing about hardware stores for 25 years including 10 years as contributing writer and the past year as senior editor for the Connection. Doug will put his own stamp on the magazine, and you’ll enjoy getting to know him.

Doug and I go back to Ball State, where we both wrote for the student newspaper. We spent many years serving on Ball State’s magazine advisory council, meeting with other BSU grads in the magazine field to share ideas. During my time as editor at NRHA, I tried many times to recruit Doug, finally bringing him on board in 1998 to serve as editor of Farm

Supply Retailing magazine and other projects. Doug left NRHA to take his dream job at Bicycling magazine, and later pivoted to embark on a successful career as a freelance writer for top consumer magazines like Men’s Journal, Better Homes & Garden and Men’s Health. He’s great at interviewing people and finding creative ways to spin stories.

If you have fond memories of me visiting your store, I’d love to hear from you at chris@thehardwareconnection.com or chris.jensen81@hotmail.com. Thanks for your loyal readership and ongoing support of The Hardware Connection. As always, I wish you all nothing but success in the future! n

Simpli ed. Supported.

By Craig Cope

Help Spread Awareness, Understanding of Mental Health Issues

Three years ago, I began dedicating my last article of the year to raising mental health awareness and action in the independent hardware channel. In the United States, one in five adults experiences mental illness each year. With a U.S. population of 332.9 million, that means more than 66.5 million adults experience mental illness annually. Since the average hardware store in the United States has about eight employees, the odds are high that someone in your business is experiencing some form of mental illness.

According to the American Psychiatric Association, “more than half of people with mental illness don’t receive help for their disorders. Often, people avoid or delay seeking treatment due to concerns about being treated differently or fears of losing their jobs and livelihoods. That’s because stigma, prejudice and discrimination against people with mental illness is still very much a problem.”

Left untreated, mental health issues can spiral and potentially lead to suicide. The Centers for Disease Control recently released data that shows suicide rates increased about 36 percent between 2000 to 2021. Suicide was responsible

for 48,183 deaths in 2021, which is about one death every 11 minutes.

The number of people who think about or attempt suicide is even higher. In 2021, an estimated 12.3 million American adults seriously thought about suicide, 3.5 million planned a suicide attempt and 1.7 million attempted suicide.

MentalHealth.gov lists a host of mental health early warning signs:

• Eating or sleeping too much or too little

• Pulling away from people and usual activities

• Having low or no energy

• Feeling numb or like nothing matters

• Having unexplained aches and pains

• Feeling helpless or hopeless

• Smoking, drinking, or using drugs more than usual

• Feeling unusually confused, forgetful, on edge, angry, upset, worried or scared

• Yelling or fighting with family and friends

• Experiencing severe mood swings that cause problems in relationships

• Having persistent thoughts and memories you cannot get out of your head

• Hearing voices or believing things that are not true

• Thinking of harming yourself or others

• Inability to perform daily tasks like taking care of your kids or getting to work or school

The good news is mental illness is treatable and is a call or text away. The process is confidential and may not cost money, regardless of insurance. There are numerous agencies and resources available to help, including:

• Center For Workplace Mental Health

– Employer Resources

• Right Direction – Free Workplace Resources, Poster, and More

• CDC Treatment Resources

• MentalHealth.gov

• Anxiety & Depression Association of America

• Substance Abuse and Mental Health Services Administration 800-662HELP (4357)

• National Suicide Prevention Lifeline

The 988 Lifeline

• CDC Preventing Suicide (English and Spanish help kit)

One of the first things an employer can do for their employees is to promote awareness about the importance of mental health. Promoting awareness can decrease the stigma associated

with mental health and lead to employees seeking assistance.

Below are five good ideas to create a mental health awareness program in your store:

1. Display mental awareness signage in your breakroom or wherever you post employee notifications.

2. Display resources available to employees who may be struggling with mental health.

3. Add mental health awareness as a regular topic during store meetings.

4. If you provide health benefits, review the benefits associated with mental health or addiction.

5. Reassure employees there will be no discrimination or retaliation for anyone who asks for assistance, and all conversations are strictly confidential. In writing this article, I aim to raise awareness regarding mental health and implore everyone in the independent hardware channel to act. Do your part in helping spread awareness and understanding of mental health issues. Hopefully, with higher knowledge, the stigma, prejudice and discrimination will become a thing of the past. n

HARDWARE HUMOR

2-COMPONENT 2-COMPONENT 1-COMPONENT SPRAY PERFORMANCE EASE PERFORMANCE 1-COMPONENTEASE

SPRAY READY, FAST COVERAGE

DAP® TOUCH 'N FOAM PROFESSIONAL® WALL & CAVITY FOAM is a first-of-its kind, patent pending wide spray applicator and pre-mixed low-GWP formula that, like a 2-Component spray foam, air seals and insulates with ultimate spray control.

HARDWARE STORIES Amazing but TRUE

In 2021, we celebrated the 100th anniversary of our store. Leading up to the 100th anniversary date, we recreated every decade within the store. We had old labels from Benjamin Moore paint and taped it to packages. We remodeled the counter to make it look like an old hardware store. Employees would dress up in the fashion of each decade. That was a really fun celebration, and the customers loved it.

Kristy Ransdell Burney Hardware Co. Aberdeen, N.C.

Most of the time, it’s helpful if customers have a picture of the product they need to buy. However, last weekend, a husband sent his wife to the store to get boards for their porch. She took three different pictures of the porch. We had to ask the question: What size are the boards? She shows us the picture and says, “This size.”

Cindy Barbee

Ace Hardware of East Texas Center, Texas

Anyone with a paint center knows that paint spills happen. It seems like the spills happen at the worst time. Me and another employee were in the middle of cleaning up a gallon of paint that blew up on the shaker. A customer walks up right then and asks me to change Canadian coins for a five-dol- lar bill. There’s gray paint everywhere. I’m a mess. I signal to an employee to just give her the five dollars so I can finish the cleanup. Some people just can’t read the room, even if it’s covered in splattered, gray paint.

James Cote

Osterville Hardware Osterville, Mass.

*Comparing 80-gallon heat pump against pre-2015 similarly-sized standard electric using DOE EF to UEF conversion rates. Savings may vary.

HARDWARE PRODUCTS REVIEW ShopTalk

PRODUCT #1:

TOUCH ‘N FOAM® WALL & CAVITY FOAM WITH WIDESPRAY APPLICATOR

DAP

One of my favorite aspects of working in the independent hardware channel is witnessing the constant innovation and technology that give rise to new tools and products. I often flash back to my childhood and imagine how much easier all those home projects we did as a family would be today. Tasks that were once reserved for professionals are now achievable for DIYers. DAP has contributed to this revolution with its latest product, DAP® Touch ‘n Foam® Wall & Cavity Foam with Widespray Applicator.

By Craig Cope

Traditional one-component foam is bead-applied and used to fill and seal small cracks and voids such as those around door and window frames, sill plates and electrical devices where air leakage and energy loss can occur. Two-component, low-pressure spray polyurethane foam kits consist of an A-component (Iso, MDI) and B-component (Polyol) that are delivered from separate containers through

hoses to a spray-applicator gun. DAP’s Wall & Cavity Foam takes the convenience of a traditional, one-component application but delivers the benefits of two-component foam in a less complicated solution.

DAP Wall & Cavity Foam is in one container with both A & B components already mixed inside. With no mixratio concerns, this patent-pending combination of formula and unique

applicator provides a broadcast spray pattern like two-component systems. The wet foam cures with moisture, and the foam surface will be tackfree in 10 to 12 minutes. Plus, this foam can be used in a more comprehensive temperature range (40 degrees to 120 degrees Fahrenheit or 4 degrees to 49 degrees Celsius) than two-component kits.

The Wall & Cavity Foam is available in 10.5 lb., 20 lb. and 35 lb. cylinders, each equipped with a Widespray applicator. When applied, the foam effectively air-seals and insulates homes and buildings, enhancing R-Value and providing Class A fire resistance. Typical applications include stud wall cavities, rim joists, basements, attics and crawlspaces. The product can also be cleaned and stored for up to 30 days.

We supplied all our samples to an active DIYer so he could insulate his small, wooden work shed. His comments on the product were straightforward: “First, I could not have done this project without the product. Second, I never would have paid a professional to do the project, and lastly, it was an effortless application.”

DAP® Touch ‘n Foam® Wall & Cavity

Foam with Widespray Applicator should have a space in every hardware store that caters to the active DIYer, handyman and small contractor.

ShopTalk

PRODUCT #2: 3-IN-1 EXTREME FUN PACK: GIANT DICE, DOMINOES AND TUMBLING BLOCKS BOLABALL

In this month’s Shop Talk, I have the opportunity to review a completely different product category than traditional hardware products. Bolaball is a company that specializes in high-quality, solid-wood games for indoors and outdoors that can be enjoyed for years. The company shipped us their 3-in-1 Extreme Fun Pack containing six Giant Dice, 28 Dominoes and 45 Tumbling Blocks.

The outdoor living category has experienced rapid growth and shows no signs of slowing. In a survey published by the National Kitchen & Bath Association, interest in outdoor living

projects has grown by about 85 percent in the U.S. compared to the past few years.

A subset of this category is outdoor entertainment, and Bolaball has com bined dice, dominoes and blocks to create more than 20 different games. One game example: Roll the dice and remove the corresponding numbered block from the giant wood block tower while trying not to topple the structure. The dice choose which block you pick, adding an element of luck to this fun, family-friendly game.

Living in South Florida means living in perpetual summer, where outdoor living is a cornerstone of the culture. We supplied our samples to testers who frequently host outdoor gatherings, barbecues and movie nights to get their feedback. The reviews were overwhelmingly positive, with testers commenting on the high-quality materials and virtually limitless game options.

One tester’s comments stood out: “Getting kids and many adults off electronics to engage in traditional games is challenging, but the Bolaball Extreme Fun Pack brings all ages together.” n

How to BETTER SERVE CUSTOMERS with HANDYMAN SERVICES

By Doug Donaldson

Aquestion lots of retailers hear from customers is: “Do you know someone who can install this?” More and more independent retailers can now answer: “We do!”

Handyman services can be a valuable business venture for hardware retailers. In Tom Bronson’s article “5 Ways to Harness the Power of Recurring Revenue” (page 32), he mentions service contracts as a way to create

a steady revenue stream. At the Ace Fall Convention in Orlando this past September, Ace Hardware President John Venhuizen touted a new program called Ace Home Services, which would provide services that dovetail with products sold in store.

Above: Larry Hassett, left, is the second generation of family to run Hassett Ace Hardware in the San Jose, Calif., area. Eric Hassett, right, kicked off the company’s handyman services this past January and it’s been a resounding success.

Hassett Ace Hardware purchased handyman vans and covered them in store-branded wraps, which draws attention and spurs new business while out on service calls.

Offering handyman services also extend a store’s brand into the community and convey your staff’s deep knowledge of the products you sell.

Eric Hassett, co-owner of Hassett Ace Hardware, with seven stores in the San Jose region of California, began offering handyman services in January 2023.

“I firmly believe that offering handyman services is the future of retail hardware,” Hassett says. “We can’t just sit back and sell. Brick and mortar are relevant, but hardware stores need to adapt, sell more business-to-business or provide outside services.”

After three months of preparation, recruiting craftsmen and securing contractor licenses, Hassett Ace Hardware rolled out a range of services including cabinet installation, drywall fixes, electrical and plumbing repair, and painting. Hassett has found the handyman

Adding handyman services has expanded the opportunities at Hassett Ace Hardware in California, according to co-owner Eric Hassett.

services usually fit within two demographics: older baby boomers and younger millennials.

Hassett Ace Hardware employs 160, and the handyman service includes five craftspeople and an office manager who is dedicated to taking customer requests, scheduling service and billing. Hassett said the most difficult aspect of running handyman services is finding qualified craftspeople.

So far, the Hassett handyman service has been a resounding success, with craftspeople in the field and busy about 85 percent of the time. Hassett bought trucks for the handyman service and wrapped them with storebranded signage.

Some hardware stores offer more extensive services, such as this porch renovation from 113 Ace Hardware in Shelby, Ohio.

“This year was an investment year and the service won’t make money this year, but I do think it can easily see 8 to 18 percent margin for hardware stores,” he said. “Each craftsperson you have in the field could add $140,000 to $175,000 in annual revenue.”

Hassett has sought to bring the same level of customer service provided in his stores to the handyman service. Craftspeople are trained to deliver thorough service and to be

HANDYMAN SERVICES

aware of other opportunities and suggest additional products and services to customers while in their homes. Since Hassett Ace Hardware’s handyman service began, it has received more than 100 five-star reviews on Google.

A handyman service can lead to even more business. Simply the presence of a handyman service truck can spur more sales. While repairing a pergola with rotted supports, the Hassett handyman discovered hundreds of other homes were built at the same time and needed similar pergola repairs. Also, Hassett has developed a partnership with a senior services agency that was approached in Palo Alto to provide home repair services for seniors.

HANDYMAN SERVICES TIED TO COMMUNITY NEEDS

Other hardware store owners have found handyman services a valuable addition to their businesses, too.

Darin Fleming, owner of 113 ACE Hardware in Shelby, Ohio, started a handyman repair service in April 2023. To simplify pricing, Ace Handyman Services Mid Ohio offers repair packages by the hour, with two-, four- and eight-hour packages available based on the type of job or repair. The service offers one-year warranty on their work. Customers in this north-central Ohio town have already utilized Ace

Handyman Services Mid Ohio for work including fencing, painting and installing shelves.

In Pickerington, Ohio, Zettler Hardware provides a full suite of services, including installing grounded outlets in basements, adding fluorescent lighting to laundry areas or workshops, closing drafty gaps around foundations and many more.

Customers have responded to Zettler Hardware’s handyman services with several glowing reviews, such as this one: “I was shown several products to help with my floor cleaning and sealing. I love working with a smaller hardware store because of the personalized attention I get. All the workers are very knowledgeable and helpful. I highly recommend this location.” n

3 SMART TIPS FOR RUNNING A HANDYMAN SERVICE

Recurring revenue is the secret sauce for successful businesses, and handyman services are a natural extension for hardware stores. Here, Eric Hassett, co-owner of Hassett Ace Hardware with seven stores in California, shares his tips for running a handyman service.

1. Staff up with experience.

An organized, efficient office manager is the heartbeat of a handyman service, according to Hassett. Ideally, the craftspeople who go in the field will have already worked in the field but don’t enjoy dealing with the paperwork and scheduling aspects of handyman services.

2. Start in-house training, development. Hassett Ace

Hardware began an apprenticeship program to train employees to become craftspeople with their own van to make house calls. One employee has already gone through the program and more are on track to finish by spring 2024.

3. Match services to in-store assortment. Hassett suggests that retailers who want to start handyman services should align those services with store assortment. Check with the craftspeople about their preferred type of products, such as mud for sheetrock, and be sure you stock such products. “We don’t stock 100 percent of the products used for our handyman services, but I aim for close to 75 percent,” Hassett says.

CAPITAL IDEA: Boost Your Bottom Line with Government Sales

Apress stop for two U.S. presidents, W.S. Jenks & Son in Washington, D.C., has endured for more than 137 years by adapting and being known for strong niches such as government sales, woodworking tools and Genie lifts.

Claiming the title of “Washington’s Oldest Hardware Store,” W.S. Jenks & Son has been serving the Washington, D.C., area for 137 years. Current fatherson co-owners Jerry and Mike Siegel credit this astounding longevity to being agile and readily adapting.

This Century Club retailer has been in the Siegel family since 1952, and

Above: Throughout its more than 137-year history, W.S. Jenks & Son has changed locations numerous times. The current store on Bladensburg Road in the northeast section of the nation’s capital was originally built as an auto dealership.

In September 1993, U.S. President Bill Clinton and Erskine Bowles, director of the Small Business Administration, came to W.S. Jenks & Son to talk about health care.

during their more than seven decades of stewardship, the family has endured real estate crises, banking collapse, almost going out of business in the early ‘90s and, most recently, COVID.

“During the pandemic, we learned that our business is capable of adapting quickly,” Mike Siegel says. “We also learned not to make any long-term decisions based on that time period.

In March 2021, U.S. President Joe Biden stopped by W.S. Jenks & Son. Biden purchased a pair of pliers and had a 10-minute conversation with owner Mike Siegel (right).

My biggest takeaway was how great it is to adapt and be agile.”

During the course of the store’s long history, it has had several homes in Washington, moving in 1986, 2003 and 2014. The building W.S. Jenks & Son occupies today on Bladensburg Road was originally NE Ford, an auto dealership. To honor that past, customers now stroll by a 1930 Ford Model A Woodie in the center of the salesfloor.

“Because we’ve bounced around from neighborhood to neighborhood, we’re not a store that our customers have been going to for 50 years,” Siegel says. “We kind of mirror D.C., because it’s a transient place.”

A Do it Best member since 2013, the store has 15,000 square feet of retail space for hardware, tools and other hardlines. Located in the northeast side of Washington, the store boasts another striking feature: a 4,000-square-foot rooftop garden center stocked with a large assortment of plants suitable for urban needs, such

DEALER PROFILE

as those that can be placed on balconies and in smaller backyards.

“The store really serves the needs of its urban customer base,” says John Ludeman, Do it Best territory sales and business development manager. “The store has a lot of charm and they’re always looking to update products and add new planograms.”

TRADITION OF SUPPLYING GOVERNMENT

Almost since its founding in 1866, W.S. Jenks & Son has been supplying hardware, tools and other products to the federal government. They have the receipts to prove it. Filed away in the company’s archives are Department of Interior purchase orders from the 1800s. On a wall in the store, a certificate thanks W.S. Jenks & Son for their contribution to the war efforts—World War I war efforts.

Like other store operations, W.S. Jenks & Son government sales have evolved over time. For about a quarter century, the company has been a General Services Administration (GSA) Schedule holder, which is a long-term contract that assists federal agencies in purchasing products and services. Managed by the GSA, this designation provides pre-negotiated prices, delivery terms, warranties, and other terms and conditions that streamline the buying process.

Siegel says that recent technological advances have enabled small businesses like his to better compete for such

Providing hardware, tools and other material to the federal government has been a longstanding tradition for W.S. Jenks & Son. This certificate was presented to the store after World War I.

government sales. With online government sales, Siegel says he can offer quick shipping and the ability for government customers to track purchases.

MULTIPLE DESTINATION NICHE STRATEGY

In addition to the store’s government sales, W.S. Jenks & Son has carved out two distinct niches—woodworking and Genie lift—that have made their store a destination and sought out because of their deep selection, in-store displays and employee know-how.

Their extensive woodworking assortment includes table saws, dust collectors, planers and woodworking hand tools. W.S. Jenks & Son boasts one of the largest in-store showroom displays of JET Tools table saws and is one of the few dealers to have a complete line on display on the showroom floor. The store’s robust in-stock inventory of table saws means that

Honoring the building’s past, a workingcondition 1930 Ford Model A Woodie is the centerpiece of the store’s showroom floor.

customers can take home saws that day. The store also assists table saw customers with delivery and assembly. Another niche that has made the store a destination is lifts. Being a former Ford dealership building has the advantage of high ceilings and lots of floorspace. W.S. Jenks took advantage of this feature by bringing in Genie lifts. The store has two staffers with the primary job of managing the Genie sales and service. The store has become so well known for Genie sales that it recently shipped three massive Genie lifts to Puerto Rico.

In more conventional assortments, the store recently updated its paint department, consolidating the number of lines of paint, now featuring Valspar Accolade® and utilizing a new tinting platform. The store has also updated hardware lines and is following the design trend by offering more products

With one of the largest displays of table saws and planers on the East Coast, W.S. Jenks & Son is known as a destination for woodworking tools.

with black finishes including hinges and door hardware, according to Ludeman.

TWO PRESIDENTIAL VISITS

In September 1993, when Mike Siegel was five years old, U.S. President Bill Clinton and Erskine Bowles, director of the Small Business Administration, visited the store to talk about health care.

“That was pretty cool, and what I thought was a once-in-a-lifetime opportunity,” Siegel says.

Then, about 28 years later, history repeated. In 2021, after President Joe Biden was sworn into office, he stopped by the store. The Biden administration was overseeing the second installment of the Paycheck Protection Program, and the president’s visit to W.S. Jenks & Son was his first public appearance with the White House press corps.

“Any time the leader of free world wants to take time and give it to you,

DEALER PROFILE

that’s a really unique experience,” Siegel says.

Biden purchased a pair of Stanley pliers and Siegel had a 10-minute conversation with the president. “He was receptive to what I was saying even though we had different ideas on moving forward out of the pandemic,” Siegel says. “I was struck by his response, and we were able to have a civil and spirited debate.”

Upper: Much of the 4,000-square-foot, rooftop garden center is devoted to live plants, which is a strong seller for W.S. Jenks & Son during the spring and summer.

Lower: Despite the store being in a bustling, urban area, the store’s open-air, rooftop garden center provides an oasis to display planters, soil and gardening tools.

7 TIPS FOR BECOMING A GOVERNMENT SUPPLIER

Mike Siegel, co-owner of W.S. Jenks & Son, shares his advice for other retailers looking to boost their bottom line with government sales:

1. Brace for seasonal ebb and flow. For other retailers looking to dive into government sales, Siegel points out that the busiest months are the end of the fiscal year, between July and the end of September. Before then, sales and demands on staff time

steadily increase. Then, the slowest months are November and December.

2. Be tech savvy. In the past four years, Siegel says the biggest change in government sales has been on the technology side of his business. Being up to speed on the technology side of government sales enables W.S. Jenks & Son to keep up with changing product demands, especially

during the pandemic, when demands shifted significantly.

3. Designate dedicated staff. The store has about 18 to 22 employees, some have worked for the company for more than 30 years. It’s one employee’s full-time job to manage the scheduling and pricing of government sales, and five to eight other employees regularly devote time to that portion of the store’s business as well. Two or three employees do additional data entry, and two or three other employees scan government bid boards looking for sales opportunities.

“It’s a labor-intensive job,” Siegel says. “You need someone skilled with comparing data and can accurately upload vendor price lists into our system and figure out pricing on items for the GSA. You need someone with a good sales background, and we’ve had really good success with former military.”

4. Have a broad base of vendors. Siegel depends on Do it Best to provide access to vendors crucial to ensuring government order fulfillment. The large variety of vendors means that W.S. Jenks & Son can offer timely delivery at good prices. “We’re able to be priced as competitively as almost anybody,” Siegel says.

5. Keenly follow buying trends. Keeping up with government

buying during the pandemic was a test in adaptability. In the past year and a half, Siegel has noticed a return to more traditional buying patterns. However, the ability to be agile continues to be a valuable tool. “If we notice a particular item bought in large quantities, we buy more and make sure to have it in stock for the next order,” Siegel says.

6. Be accurate with product descriptions, shipping time.

Companies that don’t meet delivery timing standards may find a tougher time earning repeat government sales, says Siegel. Also, he has noticed that government purchasers value detailed, honest product listings. “When a buyer sees our listing, I want them to recognize our name or see that we have the best price,” Siegel says. “We want to be known as easy to buy from and for quick shipping.”

7. Balance government, retail sales. When considering adding government sales, Siegel has a few words of caution: “The biggest challenge is separating the government side of business with retail side,” Siegel says. “Government sales can put a lot of stress and remove bodies from retail sales. If you have a healthy retail business, it might not be the best thing. It does create a lot of stress in the business.” n

RECURRING REVENUE

5 WAYS TO HARNESS THE POWER OF RECURRING REVENUE

By Tom Bronson

These innovative, new avenues can provide stable cash flow, improved customer loyalty and enhanced business valuation.

In the ever-evolving business landscape, recurring revenue has transformed how businesses project their income and ensure sustainability. Unlike one-off sales, recurring revenue generates a steady income stream through ongoing transactions. For hardware stores, traditionally known for transactional relationships, adopting recurring revenue models promises stable cash flow, improved customer loyalty and enhanced business valuation.

A few months ago, I spoke at The Hardware Conference in Marco Island,

Fla., and we explored the untapped potential of recurring revenue for hardware stores. Here, in this exclusive to The Hardware Connection, let’s explore that concept a little further by delving into innovative avenues business owners can leverage for continual financial growth, maximizing business value and, eventually, a dream exit.

Do-it-yourself classes, seminars and workshops based on a subscription model can create an education revenue stream that also engages the communities and establishes a store as a go-to resource for repair know-how.

UNDERSTANDING RECURRING REVENUE

Let’s start by understanding the difference between recurring revenue and re-occurring revenue. Recurring revenue is when customers pay you a regular monthly fee for a service you are providing—think cable or satellite television. Re-occurring revenue is when customers don’t pay a fee but buy the same things over and over—think oil changes or car washes. Hardware stores can enjoy the benefits of either, or both, of these models. For simplicity in this article, let’s just use RR, which you can consider interchangeable with these terms.

RR is highly predictable, stable and expected to continue. This financial model is a strategic cornerstone for businesses such as streaming services, where customers pay a subscription fee to enjoy uninterrupted services. This predictability and consistency make recurring revenue a beautiful financial structure for businesses across various sectors, including hardware stores. It also attracts buyers to businesses who can successfully demonstrate recurring revenue growth.

Integrating a recurring revenue stream can be transformative for a hardware store, which traditionally relies on the

Creating a subscription service for consumable products such as mulch, bird seed and firewood allows customers access to benefits such as free delivery, discounts and early access to new products or sales.

purchase-when-needed approach. RR provides financial predictability, aids in better inventory management, strengthens customer relationships and offers competitive market advantages. To harness these benefits, though, hardware stores must step out of the conventional framework and adopt innovative strategies tailored to customer retention and consistent revenue generation.

5 RECURRING REVENUE STRATEGIES FOR HARDWARE STORES

Hardware retailers have several RR opportunities already in place. Here are five RR strategies you may want to consider for your business:

1. Membership/Subscription Programs: One of the most straightforward methods to introduce a recurring revenue model is through membership or subscription programs. Hardware stores can create a system where customers pay a regular fee to access exclusive benefits. These privileges could include discounts, free delivery, early access to new products or sales, and more.

RECURRING REVENUE

For instance, a DIY Enthusiasts Club could cater to frequent buyers or homeimprovement aficionados, offering them valuable resources, exclusive tutorials and special discounts on tools and materials. Hardware stores encourage customers to remain engaged and loyal by providing these targeted value propositions, ensuring a consistent revenue stream.

2. Auto-Replenishment Services:

Most hardware stores sell consumables that customers must replace regularly. Think about the things that your customers need on a routine basis—products such as air filters, light bulbs, watersoftener salt, batteries, pool chemicals, mulch, fertilizer, grass seed, pest control, firewood, charcoal, holiday lights and many, many others.

By offering an automatic replenishment service, stores can ensure customers receive these items at regular intervals without the hassle of reordering. You could set up a route to deliver the items you know they’ll need on a quarterly basis, and then give them the option to add other purchases through your website or an app. If your customers need help with installation, you can add that as a premium service. This convenience not only enhances customer satisfaction but also secures ongoing sales.

If you really want to be advanced, try leveraging predictive analytics so you can forecast individual customer needs based on past purchases and suggest personalized replenishment schedules.

Auto-replenish services for products such as pool supplies provide customers a convenient, easy way to restock and offer hardware retailers a reliable, steady income.

This customized approach strengthens the customer-business relationship and encourages a shift toward a reliance on your store for their regular needs. It creates loyal customers.

3. Extended Warranties and Service Contracts: Hardware tools and machinery are prone to wear and tear. By offering extended warranties or service contracts for a periodic fee, hardware stores can build a recurring revenue stream while providing customers with peace of mind. These services could include regular maintenance, repairs or discounted replacements, ensuring that customer investments are protected, and hardware stores continue generating revenue beyond the initial sale.

4. DIY Classes and Workshops:

We all know most millennials are in adulthood and the next generation is close behind them. Many of them don’t know how to fix things. The growing DIY trend is a lucrative avenue for

hardware stores to explore. By organizing classes and workshops, stores can engage with the community and establish themselves as thought leaders in the DIY space. Charging a subscription fee for an ongoing series of seminars or offering premium classes can create an educational revenue stream. Moreover, these classes can stimulate product sales, as attendees may purchase the tools and materials they need for their projects. Collaborating with skilled tradespeople or influencers in the DIY sphere can enhance your store’s reputation and draw enthusiasts willing to invest in learning.

5. Renting and Leasing Equipment: Many customers need specific tools or machinery for occasional use and may find purchasing them outright impractical. Hardware stores can tap into this need by offering rental or leasing options. You can generate recurring revenue from high-ticket items that would otherwise contribute only a one-time profit.

This model ensures that customers are not only paying for the products but also for the convenience and flexibility of avoiding an outright purchase. Consequently, it establishes an ongoing relationship between the store and customers, who might return for future rentals or eventually decide to purchase.

TAKING THE NEXT STEP

The hardware business is ripe for disruption. Someone is going to do it. Why

not you? Embracing a recurring revenue model marks a strategic paradigm shift for hardware stores. It requires an innovative approach, breaking free from traditional retail norms and focusing on value-added services that foster customer loyalty and consistent revenue. Hardware stores can diversify their income streams and secure financial stability by offering memberships, auto-replenishment services, extended warranties, educational content and rental options.

A transition to this model entails thorough planning, understanding customer needs and investing resources to offer these services effectively. Stores must ensure that their value propositions are strong enough to justify recurring customer payments. With a well-strategized plan in place, hardware stores can grow their customer base (and loyalty) and enjoy the financial predictability and sustainability that come with recurring revenue models. In a highly competitive retail environment, these strategies could dictate which hardware stores thrive and which falter in the years to come. n

Tom Bronson is a serial entrepreneur and business owner. He is currently the founder and president of three businesses: Mastery Partners, Mastery Mergers & Acquisitions, and the Business Transition Summit. All three companies empower business owners to maximize business value and serve business owners in different capacities to help them achieve their dream exit. Bronson recently published his second book, “Maximize Business Value Playbook,” (2023), which is the follow-up to his first book, “Maximize Business Value, Begin with the EXIT in Mind” (2020). Both are available on Amazon.

PRODUCT SPOTLIGHT

POWERLITE ® HIGH-PRESSURE DECKING, SHEATHING & SIDING COIL NAILER

• Used for applications including exterior siding, floor decking, sheathing and subflooring.

• Includes interchangeable contact noses, giving contractors and builders the ability to utilize a wide range of nails.

• Dynamic firing option modes allow users to easily change between bump and single-fire functions without needing to make manual adjustments.

• The anti-double fire trigger helps safeguard from multiple shots being released, increasing safety.

DROP CEILING TILES

• Available in more than 40 styles with molded relief ranging from historic to contemporary decorative motifs.

• Panels and tiles have Class A rating for fire safety. Resistant to water and humidity and can be used in shower rooms and swimming pools.

• Fiber-free with easy-to-clean surfaces, these panels can be used in health-care facilities and food-preparation areas.

Other features include depth adjustment dial, slim guide contact nose, trigger lock, tangle-free swivel fitting.

• Designed with a lightweight body up to 30 percent lighter than conventional tools, it’s made for heavy-duty applications. Provides consistent performance with fastening hard materials up to 500 psi. MAX USA CORP.

• Easily installed and removed for maintenance or to access wiring or lighting in ceiling. No sharp edges to avoid when installing and can be cut with scissors.

• Ceilume products use 80 percent less material to manufacture and ship than fiber acoustic panels.

• Lightweight, easily portable and excellent for maneuverability and extended use.

• Chain tension can be adjusted quickly with the Stihl Quick Chain Adjuster.

• Can run for up to 45 minutes when paired with the AK 30 and packs plenty of power for yard maintenance and firewood cutting. Variablespeed trigger allows precise control for each task.

• Carries the Stihl “Caring for Nature” seal, which means this product is environmentally friendly, producing zero or low exhaust emissions.

• Includes the Stihl Quickstop® chain brake designed to stop the rotation of the chain if activated by the operator’s hand or by inertia if the saw forcefully kicks back. Stihl

www.stihlusa.com 800-467-8445

RATCHETING 13-IN-1, MULTI-BIT SCREWDRIVER

• Fewer turns required to secure, meaning faster work and less hand strain.

• Ratchet mechanism with low drag saves time and effort. Durable bit means users can apply more force when fastening a screw.

• Delivers over 225-inch lbs. of torque strength.

• Loaded with six double-end bits sized for most common types of screws, including Phillips, square, Torx, flat within a ¼-inch hex driver.

• Ergonomic, comfortable grip with palm-saver cap reduces wear and tear on hands.

PRODUCT SPOTLIGHT

QUICKFITTING PLUMBING FITTINGS

• No open flames or sealants needed, just clean the end of the pipe and push the fitting into place.

• Ideal for do-it-yourselfer plumbers or professionals who want to save time, these fittings can connect to copper, PEX, PE-RT and CPVC and install in seconds, saving 70 to 90 percent of time normally required for conventional soldering or welding.

• Designed to be reusable, durable and permanent plumbing connections, these fittings are warranted

to last longer than any other conventional method.

• Leading innovator in push-to-connect technology with more than 100 patents.

SMOKELESS, TOBACCO-FREE SNUFF

• Herbal snuff contains no tobacco or nicotine and utilizes FDA-approved, food-grade ingredients.

• Provides alternative to tobacco snuff while providing the same consistency and experience as chews that contain nicotine.

• Countertop displays promote impulse purchases and make customers aware of this new, tobacco-free option.

• Several flavor options including Wintergreen, Arctic Mint, Coffee, Grape, Peach and Cherry.

Welcome to The Hardware Connection Century Club!

The Hardware Connection Century Club, sponsored by Intermatic Inc., recognizes “The Innovators and Survivors Who Helped Build America.” Our Century Club currently includes 767 hardware and LBM retailers, 18 wholesalers and 192 manufacturers that were founded in the United States of America and remain in business after 100 or more years.

You can find the complete list of Century Club members including old store photos and links to company history by clicking here. We congratulate the following 45 retailers who have been added to The Hardware Connection Century Club this year:

Adams Building Supplies, Hartwell, GA—1917

Allers Lumber Company, Lindenhurst, NY—1923

Anawalt Lumber & Hardware, Los Angeles, CA—1923

Andrews Ace Hardware, Citronelle, AL—1923

Arlington Coal and Lumber, Arlington, MA—1923

Bivens Hardware, Pickens, SC—1923

Canaan Hardware and Supply, Canaan, NH—1923

Caribou Jack’s Trading Company, Soda Springs, ID—1903

Carthage Hardware, Carthage, MO—1878

Christensen Lumber Company (now part of Kodiak Building Partners), Fremont, NE—1923

Davis-Hawn Lumber, Dallas, TX—1923

Duvall Ace Hardware & Garden, Duvall, WA—1912

Family Hardware, Bluffton, OH—1912

Farr’s Hardware, Coquille, OR—1916

Fink Brothers Hardware Supply, Tyrone, PA—1923

Fort Worth Lumber Company (formerly H.H Hardin

Lumber Co.), Fort Worth, TX—1893

Fremont Hardware, Fremont, IN—1902

Gasser Hardware & Farm Supply, Boscobel, WI—1923

Gerretsen Building Supply (div. of TAL Building Centers), Roseburg, OR—1923

Heuser Hardware, Jeffersonville, IN—1923

Jim’s Point Marion Hardware, Point Marion, PA—1903

Kredo Hardware, Broadview Heights, OH—1898

LeVahn Brothers Plumbing and Hardware Hank, Maple Grove, MN—1923

Liberty Lumber Yard, New Orleans, LA—1923

Lozon Hardware, River Rouge, MI—1923

Lyon & Billard Lumber, Meriden, CT—1847

Markel Lumber Company, New Orleans, LA—1923

Maxwell’s Hardware, Downingtown, PA—1897

McDougald’s, Clarkton, NC—1917

Miller Hardware Company, Valdosta, GA—1908

Morrison Terrebonne Lumber, Houma, LA—1923

Mt. Pleasant Hardware, Providence, RI—1923

Nitterhouse Masonry & Hardware Supply, Chambersburg, PA—1923

Olson’s Ace Hardware (formerly Dressel’s Hardware), Oak Park, IL—1923

P.C. Smith & Son Hardware, Saugerties, NY—1914

Pilot Lumber Company, Bellevue, KY—1919

Plummer’s Hardware, Buxton, ME—1923

Prince Lumber, Newark, NJ—1923

Rockingham Cooperative, Dayton, VA—1921

San Antonio Lumber, San Antonio, FL—1923

Schneider Hardware, West Orange, NJ--1923

Shattuck Heights Hardware (formerly Wanamaker Hardware), Arlington, MA—1923

Shelly’s Building Supply (now part of US LBM), Telford, PA—1923

Smith Lumber Company, Valley City, ND—1923

Swarthmore Hardware, Swarthmore, PA—1923

ELECTRICAL & LIGHTING TRENDS

Unit Sales Breakdown for Light Fixtures

Source:

Source: Epicor’s Industry Data Analytics Epicor’s Industry Data Analytics tracking information is based on sales from a representative sample of hardlines retailers located throughout the U S For more information, call 512-278-5800 or email epicorindustryanalytics@epicor com

Source: Epicor’s Industry Data Analytics

ELECTRICAL & LIGHTING MERCHANDISING

Upper Left: Hartville Hardware, Hartville, Ohio

Middle Left: COR Building Products, Hanceville, Ala.

Lower Left: Loomis Ace Hardware, Loomis, Calif.

Upper Right: Engel’s Hardware & Lumber, Cincinnati, Ohio

Middle Right: Swenson’s Hardware, Britt, Iowa

Lower Right: Volga Ace Hardware, Volga, S.D.

OUTDOOR POWER EQUIPMENT TRENDS

Growth Forecast of Outdoor Power Equipment Market From 2023 to 2030, the compound annual growth rate of outdoor power equipment (OPE) market is expected to be 5.9%.

Source: SkyQuest Technology Consulting

Snapshot of Outdoor Power Equipment Consumers

OUTDOOR POWER EQUIPMENT BUYING UPDATE

• Opportunities for brick-and-mortar sales of OPE will remain strong. Because outdoor power equipment includes higher-cost products, customers prefer offline channels to minimize the risk of buying damaged products. Customers also prefer stores that provide personalized customer service with these higherticket purchases.

• In addition to the homeowner demand for more environmentally friendly outdoor power equipment, the landscaping service industry is increasingly adding green lawn care technology to reduce greenhouse gas emissions. Commercial landscaping looks to incorporate green lawn care technology that’s efficient and sustainable. Also, lower vibration, noise and emissions levels are beneficial for landscaping crews.

• Demand for outdoor power equipment is also being driven by government programs to create more environmentally friendly cities. Green spaces—such as parks, sports fields and playgrounds—are credited with benefits such as better air quality, cooler temperatures and less noise. Maintaining these green spaces presents opportunities within the outdoor power equipment market.

Upper: Hartville Hardware in Hartville, Ohio, recently hosted the Woodsman Sale & Expo to show off their expansive line of outdoor power equipment.

Lower: Outdoor power equipment parts and accessories such as trimmer line are essential, in-demand products at Steelman’s Ace Hardware in Advance, N.C.

• Smart technology, will earn a bigger share of the market. Such technologies include app-controlled robotic mowers and outdoor power tools with IoT integration for remote monitoring and control. Other examples of smart tech being used in outdoor power equipment include Stihl’s MSA 300. n

HOLIDAY DISPLAYS

This issue, The Hardware Connection shares how hardware retailers celebrate the spirit of the season. Send pictures of your store to doug@thehardwareconnection.com.

IN THE NEWS

NEW STORES:

• Wolf Family Hardware, which operates four Ace stores in Connecticut, has acquired Bethlehem Hardware in Bethlehem, Conn.

• John and Melanie DeBault are the new owners of Vicksburg Do it Best Hardware in Vicksburg, Mich.

• The Building Center has acquired Contractors Building Supply with stores in Ocean Isle Beach and Monroe, N.C.

• Clark Porter has opened his fifth Ace Hardware store in Canton, N.Y.

• An Ace Hardware store will be opening in 2024 with a Needler’s Fresh Market grocery store in Anderson, Ind.

Gillman Do it Best Home Center

• Gillman Do it Best Home Center has opened a new store in Shelbyville, Ind.

• Great Lakes Ace Hardware opened in Finneytown, Ohio.

• Long-time employee Vinnie Pagano is the new owner of Beman True Value Hardware in Granby, Conn.

• E.C. Barton opened Home Outlet in Mishawaka, Ind.

• JC Licht Ace Logan Square opened in Chicago.

• Bryan Sheldon has opened Kerry’s Ace Hardware in Mechanicsburg, Pa.

• Shop N’ Save in East Rochester, Pa., celebrated a grand reopening that included the addition of True Value Hardware.

• R.P. Lumber hosted a grand opening for new Sparta, Ill., location.

KUDOS TO:

• Ace Hardware of Clarkston in Clarkston, Mich., and Kendall’s Ace Hardware in St. Paul, Minn., were named 2023 Coolest Stores by Ace Hardware Corp.

• Jeds Hardware in Houston marked its 50th anniversary.

• La Crosse Lumber Co. in Louisiana, Mo., celebrated its 150th anniversary.

• Plummer’s Hardware, with four stores in Maine, is marking its 100th anniversary this year.

• Sunny Bowman, CEO of Dakota County Lumber, was recognized as one of 2023’s Most Admired CEOs by the Minneapolis-St Paul Business Journal.

• H&H Home and Hardware in Marion, Ky., was honored with the Community Spirit Award by

the Crittenden County Chamber of Commerce.

• Bryant’s Lumber in Port Henry, N.Y., marked its 60th anniversary.

• Wilson Lumber Company, with six locations in Alabama and Tennessee, is celebrating 75 years of business.

• Berry Home Centers in Chilhowie and Abingdon, Va., is celebrating its 50th anniversary.

• North Lowndes Hardware in Hahira, Ga., and True Value Hardware in Valdosta, Ga., are working with FEMA to help homeowners rebuild after Hurricane Idalia.

• Fremont Hardware in Fremont, Ind., celebrated a grand reopening in October.

• Lake Isabella True Value in Lake Isabella, Calif., hosted a Domestic Violence Awareness March.

PEOPLE ON THE MOVE:

• Sebastian Hein has been appointed new director of the EISENWARENMESSE – International Hardware Fair and AsiaPacific Sourcing.

• Gordon Staley has been hired as director of sales for Wilson Lumber in Huntsville, Ala.

• Do it Best has hired Joe Burcham as retail performance manager, Ashley DeVille as associate merchandise manager and Elizabeth Duncan as training and development specialist.

• Sherwin-Williams has promoted Heidi Petz to CEO.

• The Home Depot named Ann-Marie Campbell senior executive vice president with responsibility for pro sales, installation services, U.S. stores and operations, The Home Depot Canada and The Home Depot Mexico business units. The company also named Hector Padilla executive vice president of U.S. stores and operations.

• Ambassador Supply named Chad Urban as national sales manager.

• Stanley Black & Decker added Susan K. Carter as part of the company’s board of directors.

• M&W Precast & Construction Supply, a division of Wehrung’s Family of Businesses, named Paul Agnese vice president of sales.

WHOLESALER NEWS:

• Ace Hardware ranked No. 5 on the Franchise Times Top 400 List.

• Do it Best’s distribution center in Mesquite, Nev., has achieved top safety recognition with renewal of the Safety and Health Achievement Recognition Program (SHARP) from the State of Nevada for the past 10 years.

IN OTHER NEWS:

• Simpson Strong-Tie is investing $110 million in a new, expanded manufacturing facility in Gallatin, Tenn. The new location will allow Simpson Strong-Tie to better meet its growing product demand and relocate a portion of its fastener manufacturing operations to Gallatin.

IN MEMORY:

• Charles “Phil” Smiley, retired founder and owner of The Great Ace stores in Chicago, passed away October 30 at age 88. When he started opening The Great Ace stores around Chicago in the 1970s and ‘80s, they were the largest Ace stores in the world and were known to revolutionize retail.

• Dave Jasso, owner of Cantonment Ace Hardware in Cantonment, Fla., died October 13 at age 53. After retiring from the U.S. Navy, Dave and his wife Amy opened their hardware store in 2018.

• Harold “Joe” Stuck, retired owner of Ralph Stuck Lumber Co. in Mount Pleasant Mills, Pa., and a U.S. Army veteran, passed away October 2 at 88.

• Dennis Schmidt, retired owner of Smith Center Building Center in Smith Center, Kan., and a U.S. Army veteran, died October 8 at 73.

• Vincent Farney, a U.S. Army veteran and co-founder of Farney’s Home & Building Center in Carthage, N.Y., passed away August 13 at age 98.

• Fred Millspaugh Jr., a U.S. Army veteran and founder of Bethlehem Hardware & Lumber Co. in Bethlehem, Pa., died August 10 at age 78.

• Rick Haberacker, co-owner of MRD Lumber Co. in Bethel, Pa., passed away September 1 at age 70.

• Bob McDonald, retired president of McDonald Lumber Co. in Fayetteville, N.C., passed away August 9 at 76.

• William Harvey, former owner of Empire Lumber & Supply Co. in Kingwood, W.Va., passed away October 3 at 87.

• Dean Baker, retired president of Pike Lumber in Akron, Ohio, died September 12 at 86.

• Billy Hedrick, retired co-owner of Hedrick Brothers Lumber Co. in Lexington, N.C., died August 29 at 71.

FOR THE FULL STORY:

• True Value sponsors Habitat for Humanity’s Carter Work Project. Click here.

• Aubuchon Company acquiring Curry Ace Hardware. Click here.

• Nyberg’s Ace celebrates 65 years. Click here.

• Blish-Mize’s John Mize passes away. Click here.

UPCOMING EVENTS

JANUARY 2024

Allied Building Stores Winter Market

January 10-12, Gaylord Opryland Resort, Nashville, Tenn.

House-Hasson Hardware Dealer Market

January 26-27, Gaylord Opryland Resort, Nashville, Tenn.

FEBRUARY

Hearth, Patio & Barbecue Expo

February 13-15, Music City Center, Nashville, Tenn.

International Builders’ Show

February 27-29, Las Vegas Convention Center, Las Vegas

LBM Advantage 2024 Annual Buying Show

February 20-22, Rosen Shingle Creek, Orlando, Fla.

Monroe Hardware Spring Market

February 16-18, Myrtle Beach Convention Center, Myrtle Beach, S.C.

Orgill Spring Dealer Market

February 22-24, Orange County Convention Center, Orlando, Fla.

Orgill Spring Online Buying Event

February 19-March 3

True Value Spring Reunion

February 2-4, Ernest N. Morial Convention Center, New Orleans

United Hardware Spring Buying Market

February 14-16, River’s Edge Convention Center, St. Cloud, Minn.

iCalendar

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MARCH

Ace Hardware Spring Convention

March 12-14, Kay Bailey Hutchison Convention Center, Dallas

Blish-Mize Spring Dealer Market

March 21-23, Overland Park Convention Center, Overland Park, Kan.

Do it Best Spring Market

March 23-25, George R. Brown Convention Center, Houston

Emery Jensen Edge

March 12-13, Kay Bailey Hutchison Convention Center, Dallas

International Hardware Fair / Eisenwarenmesse

March 3-6, Kolnmesse, Cologne, Germany

LMC 2024 Annual

March 5-7, George R. Brown Convention Center, Houston

National Hardware Show

March 26-28, Las Vegas Convention Center, Las Vegas

The Inspired Home Show

March 17-19, McCormick Place, Chicago

Wallace Hardware Spring Dealer Market

March 26-28, 2024; Sevierville Convention Center, Sevierville, Tenn.

For a complete listing of calendar dates, click here.

MARTIN ACE TAKES COMMUNITY INVOLVEMENT TO NEXT LEVEL

Throughout the nation, hardware stores donate millions of dollars to local community organizations such as Little Leagues, Boys & Girls Clubs and Habitat for Humanity. In times of disaster, hardware stores are where communities begin to rebuild. Along with these traditional types of community involvement, some stores have found other, creative ways to take their community service to the next level.

The owners of Martin Ace Hardware in Middlebury, Ind., built an on-site prayer chapel as a reflection of their faith and devotion. Larry Martin has owned the store located in northeast Indiana since 1989, and after several years of steady growth, the family expanded the store.

At the suggestion of Larry’s son, Kyle, the family built a prayer chapel adjacent to the store. Called “The Carpenter’s House,” the log cabin on a hill next to Martin Ace Hardware was built from an Amish kit in 2017. Featuring stained-glass windows, an

Upper: The Carpenter’s House is a place for locals and passersby to pause and pray. Martin Ace Hardware Owner Larry Martin built the prayer house as a reflection of their faith and the log cabin has served as a community meeting venue.

Lower: Built next door to Martin Ace Hardware in Middlebury, Ind., The Carpenter House is open during store hours and also has a porch with a swing and rocking chairs.

altar and cedar cross, The Carpenter House also has a prayer wall for handwritten notes asking for prayers from visitors. Outside, a wraparound porch offers swings and rocking chairs for visitors.

Listed among local attractions on a local tourism website, The Carpenter House is open during hardware store hours. Visitors include local residents and passing-by travelers on U.S. Highway 20. Those staying at a nearby hotel and working in local factories also visit. Along with being used for Bible studies and a summer Bible camp, The Carpenter’s House was also where Larry and his wife, Gloria, renewed their wedding vows.

“It’s fun to give,” says Larry. “You can do everything and be smart business-wise, but if you don’t have that relationship with that person that walks in the door, you’re not going to make it. So, smile and be friendly!”

Lower: One wall inside The Carpenter House allows visitors to create and hang handwritten notes asking for prayers from visitors.

SPECIAL VETERANS DAY TRIBUTE

Whitmore Ace Hardware in Illinois carries items from veteran-owned and supported businesses (left), while DeRonne True Value in Eastpointe, Mich., has special parking reserved for veterans (right).

BEHIND THENUMBERS

16

With Editor Chris Jensen overseeing every detail of the magazine’s editorial content, The Hardware Connection has won 16 awards for editorial excellence in the past nine years, including an Eddies Digital Award from FOLIO for Best Standalone Digital Magazine in the B2B category.

2,000+

Chris began writing about the hardware industry in 1988, and during his more than three and a half decades writing about the industry, he has visited more than 2,000 hardware and LBM stores.

7,051

Under the direction of Chris, The Hardware Connection has published 7,051 pages since the magazine’s founding in 2009. Several issues have topped 100 pages, and the average number of pages per issue is a little more than 69.

10 Million+

Content created by Chris has driven more than 10 million page views to The Hardware Connection, making it the most-viewed publication in the hardware industry.

1,330

103

Chris has edited and written for 103 issues of The Hardware Connection. His awardwinning writing earned him 2021 FOLIO Eddie Awards for Best Profile and Best Single Article and the 2020 FOLIO Special Recognition Award for Editor of the Year.

Number of regular-season wins by the New York Yankees since Chris began editing The Hardware Connection in 2009.

Diehard Yankee fans, Chris and his wife, Tiffany, plan to spend more time cheering on the Yankees. From your friends on the staff at The Hardware Connection, we share a deep appreciation and thanks for your impressive body of work throughout your career. Wishing you the very best! n