Paint & Decorating Retailer April 2022 by NHPA

Plan of Action

How Texas Paint Identiﬁes

Strategic Opportunities

Page 24

Page 30

Which Hand Tools Make the Cut?

Page 42

People, Products & Tech at the NHPA All-Industry Conference

Paint Association

OPENING DOORS TO INSPIRATION

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1025 E. 54th St. Indianapolis, Indiana 317-275-9400 NHPA@YourNHPA.org YourNHPA.org

EDITORIAL, DESIGN & PRODUCTION

Melanie Moul Managing Editor mmoul@YourNHPA.org

Hans Cummings Products & Digital Editor hcummings@YourNHPA.org

Lindsey Thompson Associate Editor lthompson@YourNHPA.org

Carly Froderman Associate Editor cfroderman@YourNHPA.org

Aubrey Smith Senior Designer Autumn Ricketts Graphic Designer

Austin Vance Production Manager

Freda Creech Sales & Production Assistant Kevin Trehan Digital Media Specialist

MARKETING & COMMUNICATIONS

Whitney Daulton Executive Director, Marketing & Communications

Julie Leinwand Corporate Communications Manager & Editor

NHPA MEMBER SERVICES

800-772-4424 | nhpa@YourNHPA.org

LeAnn Day lday@YourNHPA.org Executive Director, Paint & Decorating Programs

Scott Wright swright@YourNHPA.org Executive Director, Advanced Retail Education Programs

Kim Pefﬂey kpefﬂey@YourNHPA.org Director, Organizational Development & Consulting

Katie McHone-Jones kmchone-jones@YourNHPA.org Director, Member Services & Events

Jesse Carleton jcarleton@YourNHPA.org Training Manager & Editor

Renee Changnon rchangnon@YourNHPA.org Retail Engagement Specialist

Natalie Harris Data & Information Coordinator

NHPA SALES

Scott Gilcrest

317-508-7680 | sgilcrest@YourNHPA.org

Field Sales Manager & Southern Sales Director

David Brodowski 440-520-9551 | dbrodowski@YourNHPA.org Midwest Sales Director

Jordan Rice 217-808-1641 | jrice@YourNHPA.org Northeast, Northwest & Canada Sales Director

COMING IN MAY

Meet the

2022 Top Guns

For 15 years, NHPA has recognized retailers who are pillars of innovation, commitment and passion for the independent home improvement channel through the Top Guns awards. The retailers honored in this program have helped grow their operations through strategic leadership with consideration for their communities and their teams. Next month, get to know this year’s Top Guns and the ways they’ve made a positive impact on their businesses and communities.

PAINT & DECORATING RETAILER

(ISSN 1096-6927): Published monthly except December by the North American Hardware and Paint Association, 1025 E. 54th St., Indianapolis, IN 46220. Phone: 800-737-0107.

Subscription rates: January through November issues, $50 in U.S., payable in advance. Canada $75 per year. All other countries $100 per year. Single copy $7, except July issue, $25. Periodicals postage paid at Indianapolis, Indiana, and additional mailing ofﬁces. Postmaster: Send address changes to Paint & Decorating Retailer, P.O. Box 16709, St. Louis, MO 63105-1209. Returns (Canada): Return undeliverable magazines to P.O. Box 2600, Mississauga, Ontario L4T 0A8. PM# 41450540. Copyright © North American Hardware and Paint Association, 2022.

OUR MISSION

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

NHPA EXECUTIVE STAFF

Bob Cutter President & CEO

Dan Tratensek Chief Operating Ofﬁcer & Publisher

David Gowan Chief Financial Ofﬁcer & Executive Vice President, Business Services

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

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

EXECUTIVE VICE CHAIRMAN

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

DIRECTORS

Alesia Anderson, Handy Ace Hardware, Tucker, Georgia

Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri

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

Scott Jerousek, Farm and Home Hardware, Wellington, Ohio

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

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

SECRETARY-TREASURER

Bob Cutter, NHPA President & CEO

NHPA CANADA

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

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES

CIRCULATION DIRECTOR

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

Stacy Bivona Builders

Elliot Greenberg JC Licht

Pat Sullivan Sullivan Hardware & Garden

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NEWS, PRODUCTS & TRENDS

Get

the Latest Updates

Scan this QR code or visit PDRmag.com/april to see these stories and more resources for your operation.

OPERATIONS

Creating Your Own Business Roadmap

Having an organized approach to your strategic planning process will help you create a detailed plan that considers all the important areas of your operation. Here are some resources to help you analyze your business and deﬁne your goals.

Starting a SWOT Analysis

A comprehensive understanding of your operation means taking a top-to-bottom look at strengths, weaknesses, opportunities and threats. This article will outline a few key questions you should be regularly asking about your business.

Key Retail Metrics Resources

NHPA offers a variety of resources to help you understand and use key retail metrics to evaluate your business. Topics covered in this guide includetransactionsizepayrollandGMROI.

include transaction size, payroll and GMROI.

Resources

Resources That Work

Hiring Toolkit

Finding and hiring high-caliber employees is a challenge for many retailers. Discover a variety of best practices, tools and guides to help you find quality employees for your business.

Strength MATTERS.

3M ™ High Strength Large Hole Repair

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CONNECTIONS

How to Reach Dan

Dan Tratensek YourNHPA.org/tcb-pod dant@YourNHPA.org

The Power of Association

Over the years, I have often thought about the different factors that have enabled independent hardware and paint retailers to thrive while similar retailers in other industries floundered.

There are certainly a variety of elements that have shaped the path of independent home improvement retailers. Whether it be operational agility and speed to respond to market trends or the support of a highly sophisticated distribution network, independent retailers in this industry have managed to maintain market share despite waves of chain and online competition.

While we could go on for chapters about each of the factors that have buoyed the industry, for the sake of this column, I want to focus on one—independent retailers’ willingness to associate.

During the weird last two years, this one factor that has supported and driven this industry for so long was conspicuously absent. Sure, we all hopped on Zoom calls and tried to stay in touch, but I think we all realized these efforts only fulfilled part of our need to associate. Now, as we are getting back to attending shows, sharing meals and engaging with one another face-to-face, I think it is important to reflect on how vital this kind of “associating” is to the overall health of our industry.

“Ultimately, we hope that making these connections will only make independent retailers stronger.”

There are tens of thousands of independent home improvement storefronts throughout North America. Each one faces their own set of challenges and comes up with their own set of solutions. Yet, without making efforts to associate at events like wholesaler markets or the National Hardware Show, they lose the opportunity to share those experiences. This is simply too valuable a resource to neglect.

That is why I have always, and will always, urge all independent retailers to seek out events and opportunities to associate with like-minded operators. It is also why the North American Hardware and Paint Association is such a vocal advocate for events like the National Hardware Show. While the National Hardware Show has changed over the years and will continue to change as we move forward, it remains a singularly unique opportunity for independent retailers of all affiliations to gather together, share best practices and support one another.

Our goal at the National Hardware Show is to showcase best-in-class independent home improvement retailers and do our best to connect retailers. Ultimately, we hope that making these connections will only make independent retailers stronger.

So, as you look at your schedules moving forward and your calendars start to fill up, I would strongly encourage you to make sure you take the time to associate with your fellow retailers and put events like the National Hardware Show on your calendars—the future of our industry may depend on it.

Dan M. Tratensek Chief Operating Officer & Publisher

Think Paint. Think Corona.

For more than 60 years, our fourthgeneration family company has been committed to providing the finest paintbrushes and rollers in the industry. Each professional applicator is handmade in Tampa, Florida, USA, to meet the needs of the professional contractor as well as the DIY painter.

Corona’s professional tools are constructed to exacting standards. Using a combination of traditional and innovative techniques, we deliver the highest level of performance and durability, the finest finish, and ease of use and cleanup with today’s coatings.

For the next paint job, big or small, think Corona.

OUTREACH

Share Your Stories

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

OPERATIONS

Merchandising That Matters

Goleta Valley Paint Displays Products in Colorful Ways

When a customer walks into Goleta Valley Paint in Goleta, California, they are greeted with colorful displays that show off the paint tools and accessories the store sells. Owner Steve Ozab believes ordinary white pegboards actually draw customers’ attention away from the products, making their eyes gravitate to the empty space instead of the merchandise on display, so he painted all the displays in his store.

Ozab chose a juniper gray-blue color for all the shelves, pegboards and eye-level surfaces. He picked that color because none of the goods he sells are packaged in the same color, so merchandise stands out.

Displays are important to selling because they provide a way to demonstrate the product, Ozab says. On the store’s header boards, he hung a distressed rustic metallic

wallpaper that complements the juniper-colored pegboard and showcases one of the wallpaper patterns the store sells.

“Every paint store can demonstrate wallpaper, faux finishes, metallic coatings, wood graining techniques, textures and other exotic finishes on displays,” Ozab says. “One place overlooked by most paint and hardware stores to demonstrate products is their store’s bathroom. We’re in the middle of remodeling ours and have installed wallpaper we sell there for customers to see.”

Ozab spends the time and money on his displays because they are crucial to sales.

“Store displays introduce new items, show sale items, guide customers in a certain direction, reinforce a store’s image and remind customers what items a store carries,” he says. “They are incredibly important to sell products.”

Owner Steve Ozab painted the pegboards and displays in Goleta Valley Paint to draw attention to the products the store sells and add color and interest to the space.

Sharing Samples

When the team at Brackin Paint & Supply in Dothan, Alabama, was looking for additional ways to connect with customers, they decided to offer a custom magazine every quarter.

The store’s buying group offers the magazine program, which publishes custom magazines for independent paint retailers who give them away in their stores, says manager Tyler Brackin, who owns the business with his father.

The magazine includes tips and tricks for painting, color inspiration and the latest decorating and home decor trends. Issues are free for customers and include a coupon for a complimentary paint sample that customers can redeem in the store.

“We started offering the magazine at the end of 2021 and have had great response so far from our customers,” Brackin says.

Last year, Brackin Paint & Supply started offering customers a free design and decor magazine that includes a free paint color sample.

To remind employees of the importance of the company’s culture, Ring’s End has posters hung throughout the employee areas, sharing the organization's mission statement, vision and values.

OPERATIONS

Mission Made Obvious

At Ring’s End in Darien, Connecticut, employees are reminded of the company’s mission on a daily basis.

The store has posters outlining the company’s culture, including strategic vision, mission statement and values, hung throughout the common employee areas, says Scott Herling, director of paint operations and marketing.

“Our company culture posters are found in the lunch rooms, conference rooms, near the time clock and in the managers’ offices,” he says. “Basically, anywhere our team members spend time when they are off the salesfloor.”

He says the company focuses on hiring good people with positive team mentalities who also fit the company’s core values and understand the vision.

“Culture is important to our business, so it is important to us that our vision and values are visible to team members throughout the day,” Herling says. “We feel like we can train them to sell the products we stock, but we can’t train them to have a good attitude. Culture is key to driving our business forward.”

MEMBERSHIP Get Started

Visit YourNHPA.org to download the 2022 NHPA Member Guide.

10 WAYS NHPA

Can Help

Each year, the North American Hardware and Paint Association (NHPA) adds new programs, services and partnerships to better serve independent retailers. Learn about the association’s programs and services here, and visit YourNHPA.org for more information about how we can help.

TWO MAGAZINES

NHPA publishes two monthly magazines, Hardware Retailing and Paint & Decorating Retailer, that feature operations best practices and strategic solutions along with new products and trends.

EMPLOYEE TRAINING

The association has a growing library of online training, including more than 250 five-minute modules that cover product knowledge, project sales, customer service, operations and more.

LEADERSHIP TRAINING

NHPA offers online training courses to help retail employees with leadership, finances, team building and more. Head to YourNHPA.org/fol to apply for the Leading Your Team course by May 6.

COMPREHENSIVE MANAGEMENT TRAINING

The Retail Management Certification Program teaches business owners, managers and key staff the details of running a business. Learn more at YourNHPA.org/rmcp and apply by June 1 for the next class.

ROUNDTABLES

NHPA hosts and moderates nearly a dozen annual retailer roundtables on topics such as finance, human resources, IT, young retailers and more.

Receive the News You Need

Visit YourNHPA.org/subscribe to sign up for newsletters that are right for you!

HIRING TOOLKIT

This comprehensive kit features job description templates, website best practices and more to help you find your next great hire

Visit YourNHPA.org to download this resource.

PROJECT POINT

This social media package includes every post and image you need to highlight trending DIY projects

Visit YourNHPA.org/project-point to download this resource.

10 VIRTUAL AND LIVE EVENTS

NHPA hosts several events throughout the year, including the Young Retailer of the Year Awards and NHPA All-Industry Conference (see Page 30). Virtual events also take place throughout the year.

9 BUSINESS SERVICES

The association offers a wide range of business services, including workers’ compensation and liability insurance, health insurance, credit card processing and others to help retailers save time and money.

DIGITAL PRODUCTS

NHPA offers a wide range of digital products to help you stay up to date. Listen to a podcast, subscribe to a newsletter or follow along on social media.

7 RETAIL MARKETPLACE

NHPA launched the Retail Marketplace to give retailers an industry resource for selling their stores, buying other businesses and posting jobs.

COST OF DOING BUSINESS STUDY

For more than 100 years, NHPA has fielded this study to help retailers compare their businesses to industry averages to make more informed decisions for their operations.

Just the Basics

Looking for beginner training? Check out Level 100 and Level 200 training options at YourNHPA.org/academy

How Are You Investing in Your Leaders?

Take the next step to invest in your team with advanced training opportunities. Head to YourNHPA.org/academy to find the right fit for your operation.

If you’re looking for a new opportunity to build up your key team members, NHPA can help.

The NHPA Foundations of Leadership program and the Retail Management Certification Program offer advanced retail training opportunities for everyone from new managers to next-generation executives.

Online Leadership Training DEADLINE: MAY 6

The Foundations of Leadership program offers industry-specific online training to help key employees develop effective communication and problem-solving skills and learn how to build and lead teams. Interactive group sessions and self-paced options are available. Visit YourNHPA.org/fol to apply and to learn more about each course.

Advanced Management Training DEADLINE: JUNE 1

The Retail Management Certification Program is designed to teach key employees, future owners and retailers effective business practices for owning and operating a home improvement operation. Sessions are taught by successful retailers, university professors and industry experts. Head to YourNHPA.org/rmcp to apply.

“There is so much information to absorb in RMCP. It gave me a confidence boost that I can make it in management, and most importantly, that I don’t have to do it alone. There are so many people willing to give advice and help in this industry.”

—Roman Chavez, Bleyhl Co-op | 2020 Retail Management Certification Program Graduate

BUSINESS FOR SALE

Hoosick True Value

Location: Hoosick Falls, New York

Gross Revenue: $1.26 million

Price: $1.875 million

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

SEEKING BUSINES SES FOR SALE

The Aubuchon Company

For our next acquisition, we are looking for:

• Single-store and multi-store hardware operations

• Located in northeast and southeast United States

• Store size of 5,000-30,000 ft2

• At least $3 million in average store sales

see full listings, visit YourNHPA.org/marketplace

To learn more about the 2022 Young Retailer of the Year honorees, visit YourNHPA.org/yroty.

2022 Young Retailer of the Year Honorees

NHPA is pleased to announce the 2022 Young Retailer of the Year honorees. Selected from a field of inspiring independent home improvement retailers under the age of 35 across North America, these eight honorees represent the future of the industry.

These retailers will be recognized at a reception ahead of the NHPA All-Industry Conference in Las Vegas. Read the July issue of Paint & Decorating Retailer for complete coverage of the honorees.

Thank You to Our Sponsors

NHPA would like to recognize the program’s sponsors for their dedication to the independent channel. Thanks go to American Hardware & Lumber Insurance, Arrow Fastener, Epicor, Fluidmaster, Intertape Polymer Group (IPG), Midwest Fastener, MiTek and Pony Jorgensen.

Under $3M in Annual Sales

Kyle Adair Co-owner, Maycrest Hardware Savannah, Georgia

Over $3M in Annual Sales

Cory Rhynehart Minority owner, Milton Hardware & Building Supply Milton, New York

Multiple Stores

Nicole Anderson Marketing Manager, Wilco Co-op Mt. Angel, Oregon

Brandon Donahue Owner, Westerly Paints Rhode Island & Connecticut

Jade Haynie General Manager, Northwest Hardware, Montana

Adam Moulton Dealer-Owner, Allandale, Ingersoll & Woodstock Home Hardware Building Centres Ontario, Canada Coreen Pierce Branch Administration Manager, Koopman Lumber Co. Massachusetts

Brandon Wright Owner, Stan’s Merry Mart Washington

Retailer Recommendations

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

OIL-BASED INTERIOR STAIN

Old Masters | myoldmasters.com

Fast Dry Stain is a quality oil-based interior stain that applies easily and enhances the wood’s natural grain with its intensified depth of color and clarity. Its rapid 30-minute dry time and superior performance allow every project to be top coated more quickly, granting a more efficient turnaround. The stain may be brushed, sprayed or wiped onto the surface, making it a great alternative to lacquer stains. Experience optimal results on all interior wood surfaces such as cabinets, doors, floors, furniture and woodwork.

Products to Round Out the

Spring Buying Season

MORE PRODUCTS TO BOOST YOUR INVENTORY

Despite supply chain challenges and continued pandemic surges, manufacturers have continued to innovate and adapt to changing market conditions. As buying season continues, it’s crucial to implement strategies to bolster your inventory.

Paint & Decorating Retailer’s Hot Product Preview brings some of the latest product updates to independent retailers. On the following pages, see the latest offerings from trusted manufacturers

across the channel who have supported this publication through advertising. From your core coatings and sundries to those unique differentiators, these products can give your operation the boost it needs to make this uncertain season the best it can be for your business.

This is just the beginning of product research opportunities this spring. Discover products from many of these manufacturers and others during the National Hardware Show April 5-7 in Las Vegas.

3M | 3m.com

3M™ High Strength Crack Repair makes repairs three times faster. The precision tip applies the fiber reinforced compound directly into surface cracks in both interior and exterior fills. Ideal for drywall, ceilings, stucco and concrete fractures with no shrinking, cracking or sagging.

5” SANDING DISC

3M | 3m.com

3M Ultra Durable 5-Inch Sanding Discs are ideal for all stages of sanding wood, plastic or metal. 3M premium ceramic mineral technology cuts fast and lasts long. They are intended for use with a random orbital sanding tool. The HookIt™ attachment system allows for quick, secure attachment and easy removal. The unique universal hole pattern provides efficient dust extraction on both 5-hole and 8-hole sanders.

CRACK REPAIR CAULK TUBE

AUTOMATIC PAINT DISPENSER

Fluid Management | fluidman.com

Fluid Management’s AccuSmart Series AS7500 and AS9500 are the latest in dispensing innovation. The AccuSmart 7500’s and 9500’s DPI™ nozzle technology reduces the need for daily picking and purging, advanced diagnostics and IoT capability assist machine maintenance to increase uptime, and improved ergonomics and efficiency tools optimize operator experience and increase productivity.

More Products

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

INTERIOR PAINT

Benjamin Moore | benjaminmoo m

Unparalleled color depth and rh long been the hallmark of ultra AURA®, an interior paint that st by itself. Benjamin Moore impr AURA’s perfection with a new p resin and other enhancements l AURA to even greater heights of performance, including unbea improved application and a lon benjaminmoore.com

richness have ultra-premium , stands in a class improved upon proprietary resin and other enhancements, elevating to of beauty and unbeatable hide, long-lasting finish.

REUSABLE

CULK TUBE

Tower Sealants | towersealants.com

wersealants.com

Tower Sealants provides which has been affected shortages, with quality The paint industry reducing plastic cartridges end up solution, Tower has which reduces landfill are reversible for cycles and work with

T ovides the professional paint channel, w ffected by numerous product sh huality caulks, including caulk tubes. y has also faced the challenge of waste, as approximately 1 billion plastic in landfills in the U.S. As an eco-friendly sl hs launched the Reusable Caulk Tube, w dfill waste by 85 percent. The tubes fast reloading, reusable for hundreds of l d kwith all standard caulk guns.

Get Organized

Discover the paint and housewares products customers need to stay organized this year at PDRmag.com/organized

PAINT ORGANIZER

The Paint Organizer | thepaintorganizer.com

The Paint Organizer maximizes floor and storage space by securely storing paint cans. They allow for easy labeling by location and eliminate rust rings on floors. The Paint Organizer is available in pint-, quart- and gallon-sized cans and is patented and manufactured in the U.S.

WATERBORNE ACRYLIC PAINT

Richard’s Paint | richardspaint.com

Richard’s THOR Waterborne Acrylic Satin Enamel offers the ultimate finish for both appearance and durability. Superior flow and leveling make doors, trim and cabinets appear as though they were factory finished. This advanced formula is tough enough for many industrial and institutional applications, yet it’s very user-friendly to both pro painters and consumers alike. THOR Acrylic Enamel bonds strongly to aged alkyds and other tough-to-paint surfaces. It is ideal for use over primed or previously painted wood, metal, drywall and masonry surfaces. Provides excellent color and gloss retention and weather resistance.

Foundational Skills

To make employee training a part of your strategic plan, see the library of training options NHPA has to offer at YourNHPA.org/membership

Opportunity Answering

BEST PRACTICES FOR CREATING A STRATEGIC PLAN

BY JESSE CARLETON

If you’re like most business-minded people, you have no shortage of ideas. Put on your retailer glasses and you might see opportunities everywhere. If the past couple of years have given you above average sales and you have money in the bank, it may be time to reinvest in your business. But not all good ideas are worth doing; not all opportunities are equal. How do you know which is the best one for you? Most retailers have figured out a way to make decisions, whether it’s through a gut feeling or by discussing the pros and cons with other

leadership. As you’re thinking of investing in your business, thinking strategically means sorting out the best opportunities that align with your goals and position you for the most success in a competitive environment.

To offer more insights into the decision-making process, Paint & Decorating Retailer talked to retailers leading successful companies about strategic planning. Their insights and best practices will help you think strategically about your business so you can take advantage of the right opportunities to move your business forward.

UPWARD MOVE

Since

four

2018, Joseph Long has helped Texas Paint grow from

locations to 10 in the Dallas market.

Define specific goals.

REGULAR REVIEWS

As you work through a business analysis, start setting specific goals, which should arise when you take an introspective look at your business. Matt Lambert is currently an operations leader at Nation’s Best, a holdings company focused on the home improvement industry. Before coming to the company, he was working at the family business, Lambert Lumber in Broken Bow, Oklahoma, which is now a part of the Nation’s Best group of stores.

In 2008, when leaders at Lambert Lumber met to cast their vision for the business, they felt the biggest opportunity for growth lay in enhancing customer service. Customer service wasn’t failing; it was good. However, the leadership team didn’t want to stop there.

“Our vision for customer service was to blow away any expectations shoppers might have had for service and set a new standard for what they should expect,” Lambert says.

A business analysis revealed the two areas where they could make that happen.

“We informally did a SWOT type of analysis of our business on a regular basis. In this case, we focused on opportunities and challenges, and most of them would come in one of two areas, either vendor relations or employees. Those were the areas where we decided to focus our efforts.”

Lambert says they narrowed their focus to three specific goals: Offer same-day delivery, facilitate the relationship between customer and contractors and cross-train all employees. Each of those specific goals would contribute to an overall improvement in customer service.

Create a detailed business plan.

Nation’s Best vice president Robert Debs says careful planning plays a central role in keeping the business on track. Nation’s Best is comprised primarily of industry veterans with a strong track record and long history in the home improvement industry. As of April 2022, it has expanded to approximately 30 locations in nine states with nearly 700 associates in just two and a half years. And the company continues to grow. In addition to growth via acquisitions, the company focuses on careful strategic planning at each store, creating organic growth opportunities across the Nation’s Best family of companies.

“We ask our store managers to create detailed business plans and revisit them at least once a quarter,” Debs says. “Our store managers work closely with their teams, as well as Nation’s Best’s operational leadership,

in tracking progress on those plans. They are critical self-evaluation tools for every store and our organization as a whole. The plans help us stay organized and keep us accountable for our performance and success.”

There are many components to creating a strategic plan, and core to the process is an analysis of a company’s strengths, weaknesses, opportunities and threats. Often known as SWOT, this type of analysis helps clearly identify the internal and external factors affecting your business. Once you’ve identified them, you are better able to set goals.

Update goals regularly.

Acquisition and growth is also a central part of the business plan at Texas Paint & Wallpaper. Since joining the company in 2018, general manager Joseph Long has spearheaded the company’s growth from four stores to 10 in the Dallas area, and he has no intention of slowing down.

Whether he’s eyeing a new store location or reviewing operations at an existing one, Long says the strategic planning process guides his and his team’s decision making. Every year, Long spends a day with his staff, creating a plan for the coming year. They consider the business as a whole and what’s changed in the market around them. They may, for example, look for opportunities they may be missing or consider where they should invest their money. But the reviewing and planning process doesn’t stop at the annual meeting.

“I meet with the management staff for quarterly meetings,” he says. “We talk about our progress with what we planned for, what’s working well and what isn’t. We also evaluate the strengths of our employees and look for potential next managers, because as we

Leadership at Texas Paint analyzes business performance quarterly to keep their srategic plan on track.

Getting Started

For a worksheet that helps you shape a strategic plan, go to PDRMag.com/plan-template

POINT

Frequently getting the customers’ perspective plays a key role in shaping Texas Paint’s strategic plan.

“The plans help us stay organized and keep us accountable for our performance and success.”

—Robert Debs, Nation’s Best

expand, we will need to keep grooming new managers to fill new positions.”

Long also uses monthly progress reviews to compare his plan with what’s actually happening in the market. That process allows him to react to changes and correct his course quickly, rather than waiting to make a new plan at the annual meeting.

Organize your approach.

As you’re creating a strategic plan for your business, it’s helpful to use an organized approach such as a SWOT analysis to help you ask the right questions. Unless you’re analyzing a specific part of your organization (your website, for example)

then you’ll be looking at some broad categories. You want to consider every area of the business to get a full picture. There are many questions you can ask about your business during a strategic planning process. Consider all areas of the business, from the service shoppers receive when they walk in the front door to the way you’re keeping track of inventory in the back office. Understand your competitors and the threats they pose to your company or the opportunities the market offers. You may even want to get the opinion of someone not involved with the daily operations to give you an outsider’s perspective of your company’s strengths and weaknesses.

Question Everything

If creating a strategic plan is your road map for the future, then a SWOT analysis gets you headed in the right direction. Doing a SWOT helps you identify the strengths, weaknesses, opportunities and threats in your operation. Robert Debs, vice president of Nation’s Best, suggests including the following areas when performing that analysis.

Culture. Your business success has a lot to do with the attitude of your staff.

Financials. Key retail metrics are a good gauge of a business’ overall health.

Inventory. Don’t miss a sale just because you can’t keep track of what you have.

Technology. Your digital presence and services should keep up with customer expectations.

Overall growth. Measure your willingness to embrace change and new opportunities.

Market. Look at how the competitive landscape is changing.

VANTAGE

Your SWOT Analysis

Use this list of questions as a starting point for doing a SWOT analysis at PDRmag.com/strategic-questions

“We have to be proactive and not reactive in sales.

The big account you had last year may not be your big account this year.”

—Joseph Long, Texas Paint

To start, make a list of areas you want to cover. Ask questions of each area and then decide if your answer represents a strength or a weakness.

“Ask yourself, ‘What am I doing better than the competition?’” Long says. “Look at what you’re selling the most and who you’re selling it to. Then look at what you are not selling but should be. Is there a certain customer market you’re not focusing on but should? Do you need to expand your portfolio? The needs of your customer could change on a daily basis.”

Use a benchmarking tool.

Benchmarking helps quantify your goals. One way is to compare previous year financials to evaluate current progress. If you have multiple locations, set your highest performing store as the standard you want every location to meet.

Another tool is the Cost of Doing Business Study from the North American Hardware and Paint Association (NHPA). This annual report compiles the financial data of participating home improvement retailers and determines industry averages for key profit indicators. Retailers can use the report to compare their income statement and balance sheet against average and high-profit retailers. The report illuminates areas where you are above average or where you need work.

“The Cost of Doing Business Study was extremely beneficial for us early on as we were growing,” Lambert says. “Eventually, we started using our previous year’s growth as a benchmark, but NHPA’s survey was a good place for us to start. We still use it as a valuable comparison tool for some areas.”

Take the customers’ perspective. For a successful business plan, Lambert recommends retailers consider their customers’ perspective. Don’t assume you know everything about what customers think, because their needs are always changing.

“Always consider your audience. Put yourself in a customer’s shoes and ask, ‘What do I want to experience when I come into this business?’ If you’re not sure, then ask a few customers,” he says.

There are many ways to get your customers’ perspective, such as hosting roundtable discussions, creating surveys for them to complete or having informal conversations next time they’re in the store. Ask them questions, such as, “Where do you usually shop for hardware?” or “What could we be doing better?”

“Have a discussion with your customers and ask them why they choose your business over another,” Long says. “Analyze your competition and see why people might be going there instead of coming to you.”

It could be worthwhile to conduct a secret shopping exercise at your competitors to see how a customer experience there compares to your own.

Prioritize your findings.

After listing and categorizing your strengths, weaknesses, opportunities and threats, it’s time to determine what to do with that information. Look at what threats or weaknesses need to be addressed or what opportunities you can take advantage of. You’ll likely find that not all weaknesses or threats should have equal weight.

As a holdings company, Nation’s Best’s acquisition strategy is to look for best-in-class retailers who are already operating a strong business. Company culture is one of the chief indicators of strength, Debs says.

“We might check off a lot of other boxes, but if we look at them in order of priority, it all goes back to culture,” he says. “Does the store have a culture where the managers act like owners, and do they treat their people well?”

He recommends that any retailer taking a hard look at their business should understand their company culture and how that affects the rest of their operation. When employees feel valued and empowered, they are

NEW TERRITORY

A proactive approach to finding new customers is a critical part of the selling strategy at Texas

Paint

more likely to provide better customer service and help the company become more profitable.

After prioritizing your goals, create a manageable plan for meeting them and decide how to evaluate. One of the main reasons for establishing a business plan is to hold yourself accountable, so determine upfront the timetable for review and who will be involved.

“Prioritize your list of goals in a manageable way and focus on the top few at a time,” Debs says. “Put your business plan in writing and be diligent in how often you revisit it. Measure yourself against the goals created. Hold yourself and others on the team accountable.”

Emphasize people over process.

When they created a new goal of improving customer service at Lambert Lumber, it meant getting every employee on board. Lambert says they invested in intensive training for the entire staff.

“We cross-trained everyone,” he says. “No employee should tell a customer, ‘That’s not my job’ when they ask for help. Everyone was trained in all areas of the store, and we gave them a level of authority to make decisions so customers didn’t always have to wait for a manager to help.”

When creating a strategy for meeting goals, don’t put a new process or plan in place before first considering how it will impact your employees. It should fit well with your company culture and the unique needs and talents of your employees.

“As you’re deciding the solution for meeting your goal, remember that the process isn’t the solution, it’s the people. Don’t put your process before your employees,” Lambert says. “Stay invested in your people.”

Don’t rest on last year’s sales.

More than 10 years later, the result of the strategic planning process focusing on customer service at Lambert Lumber has been consistent double-digit year-over-year sales increases. Delivery vehicles over that time increased from one to six with currently more than 45 deliveries a day. That’s because the owners knew that even if one way of doing business works today, that doesn’t mean it’s going to be the best way tomorrow.

“When doing a SWOT analysis of their business, one key mistake retailers should avoid is to approach the process with the ‘We’ve always done it this way and it works just fine’ attitude,” says Debs. “Many independent retailers and business owners live with that mindset, which can be detrimental to growth and competing in this ever-evolving marketplace.”

Retailers who stick to doing “business as usual” without any long-term planning can be blindsided when a new competitor arises or sales plummet. A long-term strategy looks for new opportunities while understanding a company’s strengths and weaknesses and their desired position in the marketplace. In short, successful companies have a business plan to guide their growth. It gives them a snapshot of where they are and where they’re headed in the future.

At Texas Paint, Long says continually looking forward is a mindset he instills in his sales representatives as they’re looking for new business.

“The needs of the independent channel change constantly,” says Long. “We have to be proactive and not reactive in sales. We tell our sales reps every year that we can’t rely on last year’s big customer to carry us through this year; we need to find new customers every year. The big account you had last year may not be your big account this year. This is not your grandfather’s paint market anymore.”

Industry Partnerships

The NHPA All-Industry Conference is held in conjunction with the National Hardware Show, giving retailers a comprehensive experience. Learn more and register at nationalhardwareshow.com

WHAT’S INSIDE

31 Keynotes, Featured Speakers & Panelists

Get details about the industry experts and retail leaders who will take the stage at the conference. Highlights include five retailer panels, two keynotes and many other insightful, timely presentations.

3 2-33

Conference Schedule

Mark your calendars for the presentations and panels that matter most for your business.

See keynote presentations on Tuesday, April 5 and Wednesday, April 6!

34 Industry Awards

The NHPA All-Industry Conference is a time to celebrate achievement. Meet the 2022 Top Guns Awards winners and the 2022 Young Retailer of the Year honorees.

Attend the Top Guns Awards panel on Tuesday, April 5, and the Young Retailer Insights Panel on Wednesday, April 6.

35 The National Hardware Show

Learn about the National Hardware Show and its support of the independent channel.

The show returns to the brand new West Hall of the Las Vegas Convention Center, a state-of-the-art facility.

IThe NHPA All-Industry Conference Brings the

Together People, Products & Technology

Industry

f you’re looking for a new opportunity for product discovery and want to learn strategies to invest in your business this year, the NHPA All-Industry Conference is the place to find it all. The North American Hardware and Paint Association (NHPA) is co-locating its conference on the floor of the National Hardware Show, which takes place April 5-7 in Las Vegas. The combination of events makes it easy to explore exhibitors in between insightful presentations and panel discussions featuring industry experts and leading retailers.

“We’re excited to be back at the Las Vegas Convention Center working with our partners at the National Hardware Show to bring a comprehensive event to independent retailers,” says NHPA chief operating officer and publisher Dan Tratensek. “This event brings the industry together in a way few others can, as it aligns independent retailers regardless of wholesale affiliation. It combines networking, industry-specific presentations and product discovery all in one place.” Head to YourNHPA.org/conference to learn more about this year’s event.

Keynotes, Featured Speakers & Panelists

The theme of this year’s conference is “Investing in People, Products & Technology,” and each speaker and panel discussion applies a component of that theme to the independent home improvement channel. Whether you’re looking for industry trends and data or investment strategies for your team and your business, we’ve got it covered here.

KEYNOTE

Grant Farnsworth

President, The Farnsworth Group

Industry Fundamentals and Customer Behaviors Impacting Home Improvement

Jim Close

Managing Partner, Risk Management Services Loss Prevention

How to Leverage Technology to Reduce Shrink

KEEP YOUR PRO PROMISES

Retailers talk about their contractor loyalty strategies.

Panelists: Brian Johnson, Sunpro; Dave Hoglund, Builders

KEYNOTE

Kevin Hancock

President and CEO, Hancock Lumber

Employees First: Disrupting Assumptions for More Loyal Customers and Stronger Sales

Melanie Moul

Managing Editor, NHPA

The Hiring Strategies You Need to Try

Kim Peffley

Director of Organizational Development & Consulting, NHPA

Creating Innovative Problem-Solvers in Your Business

PANEL TOPICS AND PARTICIPANTS

HOW RETAILERS ARE TAKING ON TECH

Retailers discuss how technology is a necessary component of retail.

Panelists: Eric Hassett, Hassett Ace Hardware; Adam Gunnett, Busy Beaver; Jade Haynie, Northwest Hardware

CREATING THE ULTIMATE CUSTOMER EXPERIENCE

Retailers relay their strategies for focusing on a comprehensive customer experience.

Panelists: Rodney Bullion, TAL Holdings LLC; Ned Green, Weiders Paint & Hardware; Darryl Zunker, Pintura Paint

INSIGHTS FROM YOUNG RETAILERS

Recipients of the 2022 Young Retailer of the Year Awards discuss their retail achievements.

Panelists: Kyle Adair, Maycrest Hardware; Adam Moulton, Allandale, Ingersoll & Woodstock Home Hardware Building Centres

APRIL 5

Tuesday

9:30 a.m. - 11:30 a.m.

Presented by the National Hardware Show

Independent retailers are invited to join this workshop to come away with tangible actions to improve their operations. Retail Solutions Workshop

3:00 p.m. - 3:45 p.m. KEYNOTE

Employees First: Disrupting Assumptions for More Loyal Customers and Stronger Sales

Presenter: Kevin Hancock, Hancock Lumber

Hancock Lumber president and CEO Kevin Hancock discusses the social and economic benefits of creating an employee-centric company. The first mission of work should be enhancing the lives of the people who do it. Hancock explains how starting the flywheel of corporate success with the employee experience creates enhanced results for customers, communities and corporations. In this presentation, Hancock revisits and reclassifies several long-standing assumptions about business.

1:00 p.m. - 1:45 p.m.

Creating Innovative Problem-Solvers in Your Business

Presenter: Kim Peffley, NHPA

Now more than ever, you need to ensure you have a team of innovative problem-solvers. Join us for this session to learn essential techniques to teach your team, not only the importance, but also the skill of being an innovative problem-solver in your business. You will learn how to help your employees become better problem-solvers and how to create a culture that encourages innovation. We will dive into the importance of companywide communication to ensure the path for innovation is open and available to everyone. Finally, leadership teams will return to business with the tools they need to establish the innovative problem-solvers of the future.

2:00 p.m. - 2:45 p.m. AWARDS

NHPA Top Guns Awards

Moderator: Melanie Moul, NHPA

Panelists: Stacy Bivona, Builders; Elliot Greenberg, JC Licht; Pat Sullivan, Sullivan Hardware & Garden

The NHPA Top Guns Awards recognize retailers who are pillars of innovation, commitment and passion for the independent home improvement channel. The retailers honored in this program have helped grow their operations through strategic leadership with consideration for their communities and their teams. In this panel discussion, learn how these retailers plan for continued growth and are paving the way for future leaders.

Thank you to our partners.

4:00 p.m. - 4:45 p.m. Keep Your Pro Promises PANEL

Moderator: Lindsey Thompson, NHPA

Panelists: Dave Hoglund, Builders; Brian Johnson, Sunpro

For retailers who serve contractors and other home improvement professionals, offering perks for loyalty can be the difference between a recurring customer and a long-term relationship. Listen to retailers who have developed comprehensive— and often generous—contractor loyalty programs and learn from them how you can get started on setting up or revising your own program.

APRIL 6

Wednesday

9:00 a.m. - 9:45 a.m.

The Hiring Strategies You Need to Try

Presenter: Melanie Moul, NHPA

Using real-world examples from retailers who have found success in developing high-performing teams, this presentation will give you actionable ideas for how to fill gaps in your staff. This isn’t just about upping wages and being a flexible employer. The significant changes in the labor market over the last several years require independent home improvement retailers to think critically and try new hiring strategies to ensure growth.

10:00 a.m. - 10:45 a.m. KEYNOTE

Industry Fundamentals and Customer Behaviors Impacting Home Improvement

Presenter: Grant Farnsworth, The Farnsworth Group

Featuring recent research from The Farnsworth Group, this presentation will highlight key supply and demand factors impacting the future of home improvement. Attendees will also learn about recent sales activity to better understand future demand. While fundamentals are key to understanding where we’ve been and where we’re headed, it’s also important to understand changing customer behaviors that are impacting manufacturers and retailers. Research presented will include actionable data on contractor and DIY brand preferences, how shoppers use technology before buying and online and in-store shopping activities.

11:00 a.m. - 11:45 a.m. PANEL

How

Retailers Are Taking on Tech

Moderator: Melanie Moul, NHPA

Panelists: Eric Hassett, Hassett Ace Hardware; Jade Haynie, Northwest Hardware; Adam Gunnett, Busy Beaver

Independent retailers have continually invested in strategic technology solutions to attract and retain customers. Especially as consumers’ expectations for a comprehensive retail experience have changed over the last two years, technology is becoming an essential component of business. These independent retailers from diverse operations will share how technology helps elevate and differentiate their businesses.

1:00 p.m. - 1:45 p.m. PANEL

Creating the Ultimate Customer Experience

Moderator: Katie McHone-Jones, NHPA

Panelists: Rodney Bullion, TAL Holdings LLC; Ned Green, Weiders Paint and Hardware; Darryl Zunker, Pintura Paint

With all the competition in the marketplace, creating an inviting experience is key to customer retention. Independent retailers have the flexibility to adapt to their customers’ shifting expectations, from store hours and special orders to omnichannel solutions and project knowledge. On this panel, retailers will share their strategies for making customer service in their stores a first-rate experience.

3:00 p.m. - 3:45 p.m. PANEL

Insights From Young Retailers

Moderator: Scott Wright, NHPA

Panelists: Kyle Adair, Maycrest Hardware; Adam Moulton, Allandale, Ingersoll and Woodstock Home Hardware Building Centres

For over 26 years, NHPA has recognized the successes of young independent home improvement retailers through its Young Retailer of the Year program. Meet some of the 2022 honorees as they share their retail journeys, why they have chosen this industry as a career and what their goals are for the future.

5:30 p.m. AWARDS

Retailers’ Choice Awards

Moderator: Dan Tratensek, NHPA

For more than 50 years, NHPA has been helping retailers discover the best of the best products through its Retailers’ Choice Awards. Products selected in this program are chosen by retailer judges who scout the floor of the National Hardware Show to find new and innovative products that will drive sales and help independent retailers stand out in their markets. This program celebrates manufacturers for their innovations and encourages their support of the independent home improvement channel.

Hosted on the NHS Backyard Stage. By invitation only.

APRIL 7

Thursday

9:30 a.m. - 11:30 a.m.

Retail Solutions Workshop

Presented by the National Hardware Show

Independent retailers are invited to join this workshop to come away with tangible actions to improve their operations.

1:00 p.m.

National Hardware Show closes

2022 Top Guns Award Winners

Stacy

2022 Young Retailer of the Year Honorees

Kyle

Brandon

Jade

SOCIAL MEDIA

Behind-the-Scenes Coverage

Follow Paint & Decorating Retailer and NHPA on Facebook and Instagram to see in-themoment action at the NHPA All-Industry Conference and the National Hardware Show. Paint &

Opportunity Is Waiting

3 Must-See Spots at the National Hardware Show

In addition to featuring thousands of exhibitors with the latest home improvement products on the main show floor, the National Hardware Show continues to diversify the opportunities for retailers at the event. See three spaces that need to be at the top of your list when you arrive at the show.

LANCASTER

Paint and sundries distributor Lancaster has partnered with the National Hardware Show to bring a new experience for the paint channel. Visit the Lancaster Demo & Deals Pavilion under the Big Top in the NHS Backyard for ongoing exhibitor demonstrations. Show attendees have access to exclusive deals, including healthy savings and extended payment terms.

Always an attendee favorite at the show, the NHS Backyard offers a comprehensive experience for fans of grilling, outdoor power equipment—and free samples. Make your way outside to continue your product discovery journey in key industry categories. See products in action with hands-on demonstrations and get inspiration for your own in-store events with on-stage demos from exhibitors throughout the day.

HABITAT

Centrally located on the show ﬂoor is HABITAT, the space at the show dedicated to innovation and ingenuity at the National Hardware Show. This year, HABITAT has highlighted ﬁve key areas that will impact the industry in 2022 and beyond. This year’s themes include: rest and wellness; nature and the environment; safety and security; DIY style; and water management.

NHS BACKYARD

More From the Road

See more highlights from the first stop of Renee on the Road at PDRmag.com/renee-in-florida

Over the last two years, we’ve all had to make adjustments to our daily lives, and along the way have found a new normal at home, at work and everywhere in between. For the team at the North American Hardware and Paint Association (NHPA), we had to make major changes in how we did business just like you, the retailers we serve. From forming a hybrid work environment to connecting with retailers at virtual markets or meeting over Zoom calls, we made the necessary changes to stay connected as best we could.

While we were grateful to be able to have those virtual interactions, this year, we wanted to return to connecting with retailers in person in their stores.

In addition to returning to wholesaler markets, NHPA has kicked off a new series called Renee on the Road. If you’ve ever called the association to ask about membership, training or other programs and services, you probably talked to NHPA retail engagement specialist Renee Changnon. With this traveling series, Renee gets to talk about all of that—and see your stores and meet your teams—in person.

On the following pages, see the highlights from the recent trip Renee and senior designer Aubrey Smith took touring independent home improvement businesses in central Florida for the first installment of Renee on the Road.

Tanner Paint has its own line of paint that has been produced since the beginning. It is still made today and is designed for the Florida climate.

Bay to Bay Ace Hardware in Tampa takes up two floors. Customers can run upstairs for an item and look down on the paint department as they head back down.

Walker and Massiel Tanner own and operate Tanner Paint Co. in Tampa, Florida. The business has been in Walker’s family since 1933.

LEADING THE WAY

As a leader in paint-dispensing equipment, mixers and shakers, Fluid Management’s new and improved AccuSmart Dispenser Series increases efficiency, reliability, and profitability. The new AS7500 and AS9500 dispensers feature:

• Dew Point Intelligence (DPI™) – reducing the need for daily nozzle picking and purging

• Queuing and Alignment Tools – including LED lights to help prevent costly mistints

• DVX Pump Technology – with 3X life and dispenser algorithm for smoother dispensing and higher speeds

The team at Sarasota Paint in Bradenton, Florida, was very welcoming to NHPA. Jonathan Jasik gave Renee and Aubrey a tour of one of their five locations and talked about the trends that are popular among his customers.

Steve Miller (left) and Renee chat about the history of his family owned business, Miller's Hardware, as well as the industry at large. The store has been in the same location in Winter Park, Florida, since 1945 and has continued to grow and evolve to serve its loyal customers.

Renee and Aubrey pause for a rare photo with each other during one of their store visits. They worked together as a team to learn about the businesses, snap photos and post fun videos and images to social media

Customers shop at Toole’s Ace Hardware in Groveland, Florida, for their home improvement needs and a wide variety of outdoor recreation and sporting goods clothing and gear.

CATEGORY FOCUS

Under the Radar TOOLS

HAND TOOLS YOUR CUSTOMERS NEED TO GET THE JOB DONE

BY LINDSEY THOMPSON

When it comes to painting projects, some tools, like paintbrushes, rollers and trays, are must-haves. Other implements are lesser-known but no less important for DIY and professional painters to accomplish their projects and should be a part of the hand tools department in your operation.

“Our counter displays are a good reminder to our customers of the hand tools they may have forgotten.”

—John Sheehan, Tri-County Paint & Spray

THE RIGHT PRODUCT MIX

THE HAND TOOLS YOUR CUSTOMERS NEED

Many DIY customers are not familiar with hand tools and the ways they can use them to complete their painting projects. Stock these hand tools and educate your customers on their many uses.

IN PLAIN SIGHT MERCHANDISING TIPS

To merchandise hand tools, Tri-County Paint & Spray in New Braunfels, Texas, displays these items on traditional pegboards, but also has a smaller display of hand tools next to the cash register. The store has these items, along with others like paint can openers and brushes, near the point-of-sale to encourage impulse and add-on sales, says co-owner John Sheehan.

SCRAPER

Comes in both flexible and rigid versions

Removes old caulk, grout and putty

Opens paint cans

Scrapes off paint and wallpaper

UTILITY KNIFE

Easy to carry on a job site and a must-have for any painting project

Cuts dropcloths, plastic, masking and more

Scores wallpaper

Cuts drywall for repairs

PUTTY KNIFE

Stock a variety of widths for different uses

Works as a paint guard

Use to apply filler before painting

Safely removes baseboards and trim

MULTITOOL

Comes in a variety of versions, from 2-in-1 to 21-in-1 and everything in between Removes outlet covers

Takes off door hinges

Use to uninstall and reinstall doorknobs

“Our counter displays are a good reminder to our customers of the hand tools they may have forgotten,” he says.

Along with merchandising well, Sheehan says it’s important to educate customers on what you offer in hand tools.

“Many customers believe they can get a better deal on hand tools at the big-box stores,” he says. “Our store actually has a better selection and the same or better pricing.”

TOOLS & GUIDES

Let Us Do It for You

Project Point is a one-stop department that offers project ideas and downloadable assets you can share with your DIY and crafty customers.

UNDER

WRAP

From holidays to birthdays, wrapping paper can be hard to keep neat and organized. Help your customers turn a blank wall into a functional wrapping paper organizer with this DIY project that also adds visual interest to any space.

BUILD A WRAPPING PAPER ORGANIZER TO KEEP ROLLS UNDER CONTROL

CATEGORY All Wrapped Up

See what gift wrapping products you should be stocking so your customers can give gifts year-round at PDRmag.com/gift-giving

What’s in Your

Project Point Package

Visit YourNHPA.org/project-point to download your Project Point Package for this DIY today.

DIY Instructional Guide

This downloadable and printable PDF makes it easy to share this project with your customers. The guide includes step-by-step instructions, a supply list, necessary tools and color photos of each step. There is also a editable version to include your company’s logo and information. 01

Merchandise Planogram

The merchandise planogram lists all of the supplies and tools a customer would need to complete the project. It offers suggestions on how to display and merchandise the supplies and tools so you can easily promote and sell the project to your customers. 02

Social Media Posting Guide

The social media posting guide provides everything you need to share this project on your own social media channels. The guide includes suggested copy for Facebook and Instagram, project photos and customizable posts to fit your company’s branding and needs.

RESOURCES

Overcoming Obstacles

Discover product knowledge resources to build your customer service skills at YourNHPA.org/product-knowledge

Consumer Reading Into the

According to the Home Improvement Research Institute (HIRI), 59.2% of customers shop at the same store for home improvement products regardless of what products they are shopping for, but 73.8% will buy a product at another store before waiting on stock to return. As product and material shortages continue, understanding your customers is the key to success.

KNOWLEDGE

39.7%

of consumers are indifferent or disagree that hardware stores have more helpful or knowledgeable employees than other home improvement stores.

As big-box stores improve their employee training and knowledge, independent retailers must strive to advance as well.

CONVENIENCE

79.8%

Acquiring all necessary products at one location gives customers more time to complete projects and enjoy leisure activities. of shoppers agree that home centers usually have everything they need.

Source: Home Improvement Research Institute, Home Improvement Consumer Shopping Choice Report

COMPETITION

67.4%

Customer service and product knowledge, selection and availability will put you ahead of competitors. of customers have many home improvement store options nearby to purchase products from.

RETAIL MANAGEMENT CERTIFICATION PROGRAM

NHPA’s Retail Management Certiﬁcation Program was built for owners and managers in the home improvement industry. The program focuses on learning skills to grow store sales and proﬁts in today’s changing retail landscape.

Learn from 13 faculty members including university-level instructors, home improvement industry experts and leading retailers who o er a wide range of experience to provide learners with a well-rounded education.

Length: 6 months

Format: 3 in-person visits with intersession assignments

Outcomes: ROI-focused business improvement projects

Application deadline: June 1, 2022

Starting date: July 2022

Scholarships available: 26

Visit YourNHPA.org/rmcp to apply, download the full learning guide or learn more.

These companies are advocating for independent retailers by supporting this program.

Industry Events

CALE NDAR

OPERATIONS

HR Help

From job descriptions to employee evaluation forms, check out NHPA’s human resources tools and guides at YourNHPA.org/human-resources

Benefits

While perks like health and life insurance, flexible spending accounts and 401(k) accounts are important to offer employees, companies can go above and beyond for their staff by providing a comprehensive wellness program that includes resources to

improve mental and physical health. Fortunately, implementing these types of programs doesn’t have to cost a lot of money or take too much extra time. Here are several wellness program amenities that are free or inexpensive and easy to add to any size operation.