Paint & Decorating Retailer January 2021

Published

by the North Ameri

PAIN T D ECORATING &

WOOD STAINS THAT DELIVER

New Look | Same Great Stains

Introducing our New Label Design: Old Masters Gel, Wiping, and Fast Dry Stains feature updated product messaging and the addition of a color swatch for quick color recognition, allowing customers to select the right color quickly.

Gel Stain

•Use for doors, cabinets, crafts, and antiquing

•Achieve intense uniform color in an easy, single application

Wiping Stain

•Use for difficult to stain woods, veneers, and faux wood-graining

•Robust, thick formula allows for superior color control

Fast Dry Stain

•Use for wood floors, trim, interior doors, cabinets, and furniture

•Penetrating stain that enhances natural wood grain with depth of color and clarity

On the Cover 18

Meet the Chairman

Dan Harris is starting his second term as NHPA board chairman, leading through changes at the association and in the industry. Learn how his path to success wasn’t always straightforward, how he overcame challenges and why he is committed to giving back.

Color Communications

What Your Displays Say

Effective merchandising contributes to increased sales and return shoppers. Get tips from retailers on how to make your merchandising communicate directly to your customers.

Introducing the 2021 colors of the year from the industry’s leading paint and color companies. Also, get tips on how to use these shades to stay current on trends and help customers make design decisions.

The Lessons So Far

Take stock of key insights from original research and what retailers have learned throughout the COVID-19 pandemic to guide your decision-making in 2021.

COMING IN FEBRUARY

Knowing Your People

In next month’s cover story, see how the DiSC personality assessment has helped two retailers approach team work with a new perspective.

Join Us for a Webinar “Managing Through Personality Profiles” hosted by NHPA’s Kim Peffley Wednesday, Jan. 20 Register at YourNHPA.org/webinars

PAINT & DECORATING RETAILER (ISSN 1096-6927): Published monthly except December by the North American Hardware and Paint Association, 136 N. Delaware St. #200, Indianapolis, IN 46204. 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 St. Peters, Missouri, 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, 2021.

Viewpoint

Set Your Sights on Together

Everyone who has been tasked with writing a column that reflects on what a year 2020 was is likely writing the same thing: “Wow, I’m glad that’s over.” While I may harbor some of those same feelings, I hope that instead of reflecting too much on the past in this column, I can offer you a glimpse into the future, that I firmly believe is filled to the brim with hope and promise.

As independent paint and decorating retailers, you’re starting off this new year a little bit fresher than everyone else. You’re all brand new members of a reimagined trade association that is committed to helping you improve your operations and become better retailers. You’ve probably seen a few highlights in the pages of Paint & Decorating Retailer over the last several months, but this issue kicks off the new beginnings in a strong way.

While we may be stuck learning from each other virtually for now, I am confident in this channel’s ability to show how much stronger we are together.

Last spring, while in the thick of a pandemic and adjusting to their jobs in a remote work scenario, a handful of team members from the association came together to map out a plan to deliver retailers relevant, timely best practices, updates and on-the-ground stories in a variety of formats. From e-newsletters and webinars to training opportunities and the magazine content you know and connect with, the North American Hardware and Paint Association (NHPA) has a plan to get you the information you need any way you want it in 2021. This issue represents the rollout of that content, but it’s only the beginning. We are relying on you to help determine what comes next.

On Page 18, meet the chairman of the NHPA’s board of directors, Dan Harris. I’ve worked closely with Dan over the last decade, and I can assure you, he’s a great representative of the independent home improvement industry to have at the helm of your association. Like the rest of us, Dan is eager to get to know you, to learn from you and to share his successes so you can learn from him.

When it comes down to it, good ideas transcend sectors. Whether you’re a paint and decorating retailer or you deal more heavily in hardware, the successes you have and the challenges you face are all worth sharing with your peers so you can learn from each other. While we may be stuck learning from each other virtually for now, I am confident in this channel’s ability to show how much stronger we are together. Here’s to looking forward.

Bob Cutter

NHPA

President & CEO

bcutter@YourNHPA.org

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 Training Programs

Jesse Carleton jcarleton@YourNHPA.org

Training Manager & Editor

Renee Changnon rchangnon@YourNHPA.org

Retail Outreach Coordinator

Katie McHone-Jones kmchone-jones@YourNHPA.org

Event Manager & Retail Support

NHPA EXECUTIVE STAFF

Bob Cutter President & CEO

Dan Tratensek Chief Operating Officer & Executive Vice President of Publishing

David Gowan

Chief Financial Officer & Executive Vice President of Business Services

EDITORIAL, DESIGN & PRODUCTION

Melanie Moul Managing Editor mmoul@YourNHPA.org

Kate Klein Profiles Editor kklein@YourNHPA.org

Todd Taber Trends Editor ttaber@YourNHPA.org

Hans Cummings Products & Digital Editor hcummings@YourNHPA.org

Aubrey Smith Senior Designer

Autumn Ricketts Graphic Designer

Austin Vance Production Manager

Freda Creech Sales & Production Assistant

Kevin Trehan Digital Media Specialist

Natalie Harris Editorial & Research Production Coordinator

Graeme Haase Issue Contributor

MARKETING & COMMUNICATIONS

Whitney Daulton Director of Marketing & Communications

Julie Leinwand Corporate Communications Manager & Editor

ADVERTISING

Dan Simon Magazine Sales 800-737-0107 | dan@pdra.org

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

Daniel Harris Palos Ace Hardware, Palos Heights, Illinois; Lemont Ace Hardware, Lemont, Illinois

EXECUTIVE VICE CHAIRMAN

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

DIRECTORS

Craig Bond Tommy’s Paint Pot, Eugene, Oregon

David Dishke Grand River Home Hardware, Caledonia, Ontario

Scott Jerousek Farmand Home Hardware, Wellington, Ohio

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

JackieSacks Round Top Mercantile Co., Round Top, Texas MattWoods Woods Hardware, Cincinnati, Ohio

SECRETARY-TREASURER

Bob Cutter, NHPA President and CEO

This year, let your association do the hard work so you can focus on finding new ways to innovate in your business.

Think Innovative Thoughts

You probably have already created your business plan for this year, but we’re only in January, so there is still time to make some adjustments. I’m here to remind you to include opportunities to explore innovation in your business and to let you know that you can find many of those opportunities through your association.

The North American Hardware and Paint Association (NHPA) is committed to helping you get your dreams off the ground this year. Even though we aren’t able to meet in person yet at this point, there are dozens of ways you can connect with your association and with your peers in the industry to get you started on the right track. Here’s a preview of everything you gain from being a member.

Training. It’s a fact that well-trained employees lead to higher transaction sizes and to building repeat customers for your business. NHPA’s training opportunities span the entire spectrum of needs, from entry-level associate training and category-specific training to manager programs and owner and executive-level options. No matter who you’re looking to train or what you want them to be trained in, NHPA has a solution for you.

Business services. A key tenet of the association’s mission is to help independent home improvement and paint and decorating outlet retailers become better and more profitable. One way to become more profitable is to lower your expenses, and NHPA has programs to help you lower costs on necessary programs, like human resources support and establishing an online presence. Best practices. If you’re a regular reader of Paint & Decorating Retailer, you know the magazine has always been about delivering operations best practices, key industry trends and new products. Well, I’m here to tell you it’s only going to get better from here. Starting this month, the association is launching monthly webinars on topics that matter to you and to your business. On Jan. 20, learn how you can use personality assessements to better understand your employees and be sure they are where they need to be to best serve your operation. In February’s webinar, get tips on project management to ensure your team is working at peak efficiency.

This year, let your association do the hard work so you can focus on finding new ways to innovate in your business. Check out the NHPA Member Guide that came with this issue of Paint & Decorating Retailer or visit YourNHPA.org to get all the details about how your association can help you and please reach out if you have questions. We look forward to serving you.

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

The Big Picture

Displays Are Looking Up

The ceiling over the paint department at Ambridge Do it Best Home Center in Ambridge, Pennsylvania, has an art installation the staff spent three months developing and hanging. The home center sells a breadth of products including building materials, outdoor power equipment and lawn and garden supplies, but finding ways to make the store unique in areas like the paint department helps set Ambridge Do it Best apart from other businesses in the area that aren’t family owned and operated.

Store employees took about 100 paintbrushes, dipped each one in a different paint hue, let them dry and then hung them from the ceiling in a colorful cascade.

The staff talked about the project with customers while it was in progress, trying to build suspense and excitement, co-owner and general manager David Strano says. Strano got the idea for the art piece from a display in a clothing store.

“It’s like a waterfall of paintbrushes,” he says. “It’s a very good focal point in the department, and it makes people realize that we’re different from other stores.”

FEBRUARY 23 - 26, 2021

Join us for the Emery Jensen Edge, our semi-annual trade show featuring top vendors, great promotions, and pricing to drive your profitability. Attend our 4-day virtual event February 23-26 and gain an edge over your competition!

Not just a buying event, but a complete digital experience:

Broadest assortment in the industry

Massive savings on our biggest promotions of the year

Vendor demonstrations on the newest products in the market

To learn more about the Emery Jensen Edge and to register, visit emeryjensendisribution.com/edge

Product News

Recognizing the 2020 Retailers’ Choice Awards

Color-Matching Instrument

The Datacolor 45 portable spectrophotometer features a low-profile design, intuitive user interface and multiple connectivity options. It measures color and 60-degree gloss simultaneously and uses a circular array of full-spectrum LEDs to provide uniform illumination to achieve excellent repeatability, even on highly textured samples. It employs a dual 256 photo-diode array sensor coupled with holographic grating to deliver 2 nm resolution, capturing true spectral fingerprints of any color. Datacolor datacolor.com

For more than 50 years, Hardware Retailing magazine (published by the North American Hardware and Paint Association) has asked retailers to weigh in on their favorite products. Look for this icon through this section to see some of this year’s winners. Visit pdrmag.com/retailers-choice to see the rest.

Angle Surface Bracket

The Angle Surface Bracket fits the majority of walls and is designed to increase available storage. It has 25 different adjustment options and can fit most sloped wall angles. ASB is tested to support up to 125 pounds, is made from heavy-duty steel to prevent bending or warping and is coated with an electrostatic spray to keep it looking bright and white for years to come. It is designed by Warren Ignacio, a contractor with over 35 years of experience.

WEI Angle Surface Bracket anglesurfacebracket.com or 603-496-5228

Handheld Edger

The Accubrush is a patented combination of roller and cut-in brush that lets painters work within 1/8 inch of the wall, giving them a rolled texture virtually from wall to wall. Designed for handheld use, it is faster and more accurate than cutting in manually with a brush and less tiring than cutting in paint by hand along the top of a wall. It will work on textured walls and ceilings and includes a no-smear shield to keep paint from splattering on your trim or ceiling. Accubrush accubrush.com or 866-334-3776

Portable Telescoping Stool

Ecboo’s portable telescoping stool is adjustable from 2.4 to 18 inches in height. It is lightweight and compact enough to place into luggage. The adjustable strap makes it easy to carry by hand or hang over a shoulder. It is constructed of heavy-duty ABS plastic and has a maximum load of 350 pounds. It is suitable for indoor and outdoor us, including activities such as camping, fishing, hunting, hiking, gardening, and can be used on public transportation or at outdoor events.

Ningbo Laysun Import and Export Co. LTD. ecboo.com or sales@ecboo.com

Tool Holster

The Spider Tool Holster easily clips on to any regular belt or tool belt and allows freedom of movement while keeping tools in place. Its nylon composite and high tensile strength construction stand up to rough, everyday use. The adhesive tool tab locks securely into the holster without rotating and works on all devices.

Spider Tool Holster spidertoolholster.com or toolholster@spidertoolholster.com

Patio Stones

Pavestone ®’s Avant Patio Stones have the look of large format plank pavers and are available in six different face textures. They are 16 inches by 16 inches and are made of concrete that won’t decay, distort or attract pests. They feature iron oxide pigments that won’t fade with extended UV exposure.

Pavestone pavestone.com or 404-634-9100

Wall Scanner

The Walabot DIY Plus is a radio-wave wall scanner capable of penetrating up to 4 inches of drywall, concrete, lath and plaster to reveal studs, cables, conduit, pipes and more. It features built-in Teflon strips for a smoother scanning experience over the original Walabot DIY and has an enhanced product casing. It is compatible with Android phones only. An iPhone version is forthcoming.

Walabot

walabot.com/diy or 844-925-2268

Door Foot Pull

Available with a magnetic mount for metal doors or a direct through-hole mount for non-metal doors, this hands-free device lets people pull or push open doors using the sole of their shoe. It’s perfect for public restrooms, office buildings and shop floors and can be used with open-toed shoes. The Foot-Pull is made of a single piece of stainless steel.

Folding Portable Workbench

The SmartFold® portable workbench has an industrial-strength steel frame with locking casters, large working surface and a place to store tools. It folds in seconds, making it easy to store. Available in three different top options including butcher block, food-grade type 304 Stainless Steel or MDF. Cosco coscoproducts.com or 800-628-8321

Cleaning Wipes

RIDOF Wipes effectively remove all kinds of industrial grease and grime, such as silicone, oil, tar, paint, adhesive, sealant and more. These wipes contain no VOCs commonly used for industrial cleaning. They are safe to use on human skin, tools, machines and most surfaces. Donzee Enterprises Ltd. donzee.com or info@donzee.com

Paint Pail

The Purdy Pail features multigrip options to reduce hand fatigue, a mini roller ramp and rest that keeps mini rollers up to 4 1/2 inches wide out of the paint and a brush magnet to hold brushes out of the paint. Disposable liners are available and it includes a hands-free ladder hook bail.

Purdy purdy.com or 800-547-0780

Liquid Metal Finish

Liquid Metal FX is a waterproof interior and exterior coating suitable for multiple surfaces with proper preparation. Depending on the finish, it contains 80 to 90 percent metal and it behaves like metal when dry.

Liquid Metal FX liquidmetalfx.com or liquidmetalfx@gmail.com

Teak Panel Countertop

INTERBUILD’s teak panel countertops feature live edges on front long side and are oiled with clear Hardwax™ Oil, tested and approved for contact with foodstuff and containing zero VOCs. They are assembled with exterior-grade adhesive making them suitable for use indoors or outdoors.

INTERBUILD interbuild.eu or 630-215-9252

Air Purifier

Blueair’s Blue Pure 411 air purifier features a three-part filtration system that captures 99 percent of common airborne pollutants such as allergens, odors, smoke, mold spores, dust mites and pet dander. The activated carbon filter removes common odors caused by smoke, pets, cooking, dorm room smells and gases, as well as smoke caused by wildfires. It includes a washable prefilter to capture large particles and can be changed to match any decor. It is Energy Star rated and operates at 17-46 decibels.

Blueair

blueair.com or 888-258-3247

Peel-and-Stick Wallpaper

Waverly peel-and-stick wallpaper is repositionable and 100 percent safe for walls. It is available in 16 different drop match patterns and is suitable for bedrooms and other living spaces. It works best on smooth, clean surfaces and is guaranteed removable in full strips.

RoomMates Decor roommatesdecor.com or 800-236-4520

DUMOND™ CHANGES THE INDUSTRY...AGAIN!

Confined Space™ Paint Strip Gel

Works in small rooms, closets, hallways, sheds, attics, bathtubs, showers, etc.

HOMEOWNER & DIY-FRIENDLY

By Kate Klein

Leading Through Change

Meet NHPA Chairman Dan Harris

Dan Harris has accomplished a tremendous amount in the independent home improvement industry for a man who sought a hardware store job just to work his way through college.

Decades later, Harris now oversees two thriving retail businesses and is serving in his second term as chairman of the board of directors for the industry’s trade association, the North American Hardware and Paint Association (NHPA).

He owns Palos Ace Hardware and Lemont Ace Hardware, two suburban Chicago stores, with his wife Pattie. The stores provide essential goods and services to residents and businesses in their communities and have given the Harrises countless opportunities to serve their neighbors and actively support organizations locally and across the country.

Keeping employees and customers safe during the COVID-19 pandemic, while continuing to provide the essential goods and services local residents and businesses need, is important to store owners Dan and Pattie Harris and their teams at Lemont Ace Hardware in Lemont, Illinois, and Palos Ace Hardware in Palos Heights, Illinois.

Harris’ connection to the hardware industry started when he needed a job while pursuing a business degree at a small local college. During his sophomore year, he began working as a sales clerk at Park Ace Hardware in Tinley Park, Illinois.

Upon college graduation, Harris worked at Ace Hardware Corp. in Oak Brook, Illinois, providing inventory management programs to independent retailers. Three years later, Harris left Ace to pursue a job overseeing business operations at a manufacturing company.

After being away from the hardware industry for a while, Harris and his wife aspired to own a hardware store. Fortunately for them, there was an Ace Hardware store for sale in their hometown with an owner looking to retire quickly.

After careful consideration, Harris quit his job with the manufacturing company and his family bought their first store in Orland Park, Illinois.

Rising Above It

The Harrises’ first home improvement store, Orland Park Ace Hardware, was both a shining success and an eventual disappointment.

Upon purchasing their new hardware store, Harris and his wife spent countless hours optimizing their new business.

“We’ve grown, recovered and continue to take our business to the next level.”

—Dan Harris, Palos Ace Hardware and Lemont Ace Hardware

“We redid the store from top to bottom and expanded the retail selling space. New fixtures and additional merchandise were added to attract new customers,” Harris says.

The hard work proved effective and their store was thriving.

“Within about nine months, we almost tripled what the store was doing in sales when we bought it. It became our launching pad,” Harris says.

In 2003, six years after purchasing their first location, the Harrises bought a second promising store in nearby Palos Heights and began to renovate once again.

Business was going well in both stores when Harris and his wife found themselves facing an eminent domain lawsuit from the city that threatened to shut down their Orland Park location.

“We were taking a business we had put our heart and soul into and being forced to shut it down when there was no business reason to close,” Harris says.

After engaging in many legal hearings, the Harrises realized they could lose far more than their store by continuing the legal engagements, so they consolidated their business into the Palos Heights location.

Although their disappointment was deep, they remained steadfast in their ability to run a successful family-owned business.

Pressing On

After closing the Orland Park store, the Harrises rethought their goals while continuing to grow business at the Palos Heights location. They chose to press forward, and in 2013, they opened a new store located within a brand new building in Lemont, Illinois.

“We’ve grown, recovered and continue to take our businesses to the next level. I’m proud of the success,” Harris says.

The Harrises currently operate a thriving business with two locations that employ a staff of 30 people and serve both of their communities in meaningful ways.

Harris is engaged in volunteering with numerous industry and community organizations. In addition

More Than a Century of Service

NHPA has a long history of service. Learn about the association’s legacy at YourNHPA.org/NHPA-history

to serving as chairman of the NHPA board, he has served as group leader and board member for the local Chicago Ace retail group.

Harris recognizes the importance of volunteer work. He donates his time to the Blackfeet Volunteer Medical Corps board, which provides needed health care and educational services to a Native American reservation in Browning, Montana.

In his own community, Harris works with a local organization that provides mental health and other medical services to people with disabilities while also serving on his church’s board and volunteering with the local Rotary Club and chamber of commerce.

Throughout the COVID-19 pandemic, both of Harris’ stores have remained open, providing essential products, such as protective face coverings and cleaning supplies, to local residents and businesses. The stores provide the smaller shopping space and local access customers want when social distancing.

Moving Forward With NHPA

Craig Bond, former board chairman of the Paint and Decorating Retailers Association (PDRA), recently joined the board of directors for the North American Hardware and Paint Association (NHPA). NHPA expanded its membership to include paint retailers when PDRA closed permanently in September. Bond owns three Tommy’s Paint Pot locations in Oregon.

Paint & Decorating Retailer (PDR): Why is NHPA a good fit for independent paint retailers?

Craig Bond (CB): It just seemed like a very natural fit. There are certainly a lot of paint retailers who are into hardware and a lot of hardware businesses that identify themselves as paint stores. Ultimately, NHPA membership gives paint retailers access to a lot more training programs. Education is very important, so we’ll be able to keep up with all the changes in products and chemistry.

PDR: How does it benefit paint retailers to partner with independent home improvement retailers?

CB: As we partner, it will give hardware retailers significant access to a good knowledge base that paint retailers have held over the years. We will be sharing information and ideas at the board level, and that will be pushed down to the independent operators. Paint retailers should gain

significant and focused training through the association. Perhaps, with the expansion of a shared knowledge base, hardware retailers will expand their paint offerings, and through color training, expand their focus and bring in more customers by tapping into our paint knowledge. And paint stores are also expanding their product categories.

PDR: Why is it important to you to serve on the NHPA board of directors?

CB: Serving on the PDRA board seemed like a natural way to help the retailers. In joining NHPA, paint retailers needed somebody to represent them on the NHPA board so they would have a voice and an impact on the association. As a small independent paint retailer, I’m going to focus on bringing to the association what I know about the industry from my point of view and sharing my stories and concerns with hardware retailers. Hopefully we can together develop some programs that are meaningful. I’m going to stay true to my roots and talk about paint. It’s sad to lose an association like the PDRA, and it definitely weakens the industry. To have paint retailers carry forward with NHPA is incredibly meaningful for all independents, including retailers in our channel. Hopefully the growing support for NHPA helps the entire industry.

Broadening Its Membership

NHPA now welcomes paint and decorating retailers as members. Learn more at YourNHPA.org/new-era

The Harris children, Dan Jr., Meghan and Kaylee, grew up working in the stores and are invested in the family business. Meghan is a pediatric nurse and Kaylee is in college pursuing an accounting degree. Harris’ daughters both help with merchandising, fundraising and accounting work for the business. Dan Jr., who is a physician, recently did a cooking demonstration on grills at one of the family’s hardware stores.

Looking Behind and Ahead

The Harrises’ first store was unfairly shut down, but they have worked through hard times and moved forward.

Harris and his wife are proud of the businesses they have built and the myriad ways they have been able to serve their communities. Harris plans to continue the success in the future.

“Maybe there’s one more store left in me,” he says.

Right now, Harris and his wife’s main goals include safely running their stores through the pandemic and appropriately growing business in light of current challenges. To Harris and Pattie, their staff is like family. They recognize the risks

their employees face and maintaining a safe environment is of utmost importance to them.

In terms of business operations, the COVID-19 pandemic has changed customer demographics and purchasing habits. Harris has noticed that younger customers have been attracted to his two stores.

Harris has also seen rapid growth in online ordering, with buy online, pick up in store becoming increasingly popular.

Customers are also browsing in person, searching for essential products. The pandemic has reinforced the necessity of shopping in a smaller, less-crowded environment within a hometown hardware store.

“We have learned, especially during pandemic times, that people are still shopping and they like to shop locally,” Harris says. “We’ve been rediscovered by a broader, younger audience.”

Serving the Industry

Harris’ involvement with NHPA has provided opportunities for him to support other independent home improvement retailers.

He has served on the association’s board of directors since 2011 and gotten to know other independent operators throughout the industry.

Beyond the local communities his stores serve, he has found ways to support other retailers throughout North America. Harris is now serving in his second term as NHPA board chairman, leading through a time of transition.

The North American Retail Hardware Association (NRHA) expanded its membership to independent paint and decorating retailers following the closure of the Paint and Decorating Retailers Association (PDRA) in September 2020. To formally recognize the expansion in membership, the association changed its name to NHPA.

TJ Comstock, a former NRHA board chairman, believes Harris is uniquely equipped to lead the association’s expansion to serve paint and decorating retailers.

“Dan has been a part of the association for several years and has been involved in some of our more recent, larger and more challenging transitions,” Comstock says. “He understands our mission as well as the vision of the management staff. Put these things together, couple them with his integrity and there is no better person for the job. You would be hard-pressed to find a more honest and solid individual than Dan Harris. He is undoubtedly

a solid asset to our association and a well-grounded leader.”

Harris is sold on the association’s mission of helping independent home improvement and paint and decorating stores become better and more profitable businesses. He believes NHPA can benefit other retailers in the ways it has helped him.

“Getting involved with this organization was one of the best business decisions I’ve made in my career,” Harris says. “It has helped me grow as a retailer. Plus, I’ve made a huge amount of friends in the industry who share a lot of the same problems and successes. We all have very similar operations, goals and pathways in getting there.”

By Jesse Carleton

If These Aisles Could Talk

What Your Merchandising Tells Your Customers

Merchandising has a lot to say to shoppers. It shapes their perception of your pricing, inventory position and expected level of customer service, and it can influence how much they buy.

Powerful merchandising can build your average transaction size and help customers find what they need quickly.

Paint & Decorating Retailer editors have been collecting photos of compelling displays that send customers a message. Each display can influence shoppers in a specific way, such as help them with projects, alert them to a bargain price or encourage add-on sales.

Use these ideas from your peers for inspiration as you develop your merchandising strategy for the new year. As we head into springtime home renovation projects, you will want to be ready with fresh display ideas to help lead them to the right tools for the tasks they have at the top of their lists.

Projects Start Here

Wendy Weiler, owner of Sunbury Ace Hardware in Sunbury, Ohio, says an effective project display inspires customers to start projects. “Maybe they weren’t thinking about painting, but if they come into the store and it’s 50 percent off, they might change their mind,” she says. “We also put something in there they may not have thought about, like the ladder, as a suggested add-on sale.”

Find Something Unique

Homemade endcap displays at Harris Home Hardware slow down customers and encourage them to browse. They also give the signal that there’s something unique about the store’s product selection. “These displays add flair to the area that a regular endcap would never be able to do,” says Harris. “They add something a little different than what customers normally see, and that can make all the difference in retail.”

Reinforce

By Todd Taber

The Color QUOTIENT

Help Customers Find the Right Solution With Modern Color Trends

Every retailer has heard the old adage that says you don’t sell paint cans, you sell color. In 2021, that notion may never be more important when serving your customers. Throughout 2020, e-commerce for home improvement products grew, but paint proved particularly resistant to online sales. For many shoppers, seeing color options in person was a critical motivator for visiting paint and decorating outlets in person.

According to retail sales projections from the Home Improvement Research Institute and research firm IHS Markit, the paint and sundries market grew 10 percent from 2019 to arrive at $23

billion in annual sales last year. Taking stock of major paint manufacturers’ color of the year selections can help you introduce new color trends to customers. From a sales perspective, you can leverage their national marketing campaigns highlighting these new color options to boost sales at your own store.

On the following pages, explore the brilliant highs of 2021 color of the year selections to learn how paint makers’ color outlooks could both inspire customers and boost sales at your operation.

To learn more about how to connect with customers, visit YourNHPA.org/training for a wealth of free and premium training resources to improve your team’s selling skills.

Benjamin Moore

Aegean Teal

Benjamin Moore named Aegean Teal 2136-40 as its 2021 color of the year selection that sought to celebrate memories made in homes across the world.

“Amid uncertainty, people yearn for stability. The colors we surround ourselves with can have a powerful impact on our emotions and well-being,” says Andrea Magno, Benjamin Moore director of color marketing and development.

In addition to the blue-green hue, the company also named 11 supporting colors as part of its Color Trends 2021 palette.

“Aegean Teal 2136-40 and the corresponding Color Trends 2021 palette express a welcoming, lived-in quality that celebrates the connections and real moments that take place within the home,” Magno says

Brush Up on Paint Knowledge

Learn more about NHPA’s training opportunities and give your team the tools they need at YourNHPA.org/training

Diamond Vogel

Dreaming of the Day

Diamond Vogel has announced Dreaming of the Day as its color of the year selection for 2021, explaining the blue-green shade invites feelings of relaxation and calm.

“‘Dreaming of the Day’ offers a harmonious feel, an awakening to a more relaxed state of mind,” says Sandy Agar-Studelska, Diamond Vogel marketing manager. “This muted blue-green harkens a feeling of nature, clarity and a desire for wellness and healthy living.”

Agar-Studelska says disruption brought by COVID-19 influenced the 2021 color selection.

“After a long period of quarantine, separation and our desire for connection, we all dream of the day we can return to family, share a direct smile and participate more freely within our community and more fully in life,” she says.

Diamond Vogel also released a 2021 Color Trend Report called “Comfortable, Nurturing and Optimistic.” It includes 20 colors in four trend palettes which provide inspiration for customers’ desires to stay healthy and strong.

Glidden

Aqua Fiesta

Glidden, a subsidiary of PPG, has chosen its first accent color of the year for 2021. Aqua Fiesta is a cheerful and fresh aquamarine color that works well as a complement in bedrooms, bathrooms, living rooms and kitchens.

Amy Donato, marketing manager for Glidden, says Aqua Fiesta pairs well with the company’s 2020 color of the year selection, the calming gray Whirlwind.

“Last year, we already knew that Whirlwind would be a staple color for 2020 and beyond, and the anxiety of this year has only made people crave this no-frills gray even more. We have gone one step further to help you stop ‘procrastipainting’ by unveiling Aqua Fiesta as the go-to accent color. Now, it’s time to put down that homemade banana bread and pick up a paint brush,” Donato says.

She says paint and decorating retailers can help customers achieve a truly comforting space by recommending Aqua Fiesta in tandem with lush white fabrics and comfortable pillows.

Kelly-Moore

4 Main Color Trends

Kelly-Moore is highlighting multiple colors as trending options for 2021, says color marketing manager Shannon Kaye. She says emerging color trends balance comfort, reassurance and focus in the new year.

Kaye says the Kelly-Moore team initially focused on a single color to define 2021: a red-based blue called Cloudy Day. However, the company noticed several emergent trends that reflected the diversity and opportunity of a new year.

Alongside Cloudy Day, Kelly-Moore is monitoring Ocean Cruise, which balances deep greens with a subtle gray undertone. The company also saw an appreciation for California Chamois, a golden yellow that invokes confidence and energy, Kaye says. Clay colors also represented a strong design path, and Kelly-Moore is also highlighting Himalayan Salt to offer stability and warmth in uncertain times.

“We’re seeing a move away from white, impersonal rooms with a surge in feature walls, accent colors and lots of creative painting projects filling the social media wave,” Kaye says. “We couldn’t be more thrilled and hopeful about people embracing color and individual expression in the new year.”

Pantone

Ultimate Gray & Illuminating

Though Pantone doesn’t manufacture paint, keeping tabs on the company’s dual color of the year selections for 2021 can help you engage customers looking to highlight new decorating trends at their homes or offices.

Pantone selected Ultimate Gray and the lively Illuminating as its 2021 colors of the year, with Pantone Color Institute executive director Leatrice Eiseman saying the two options work in harmony.

“The union of an enduring Ultimate Gray with the vibrant yellow Illuminating expresses a message of positivity supported by fortitude,” she says. “Practical and rock solid but at the same time warming and optimistic, this is a color combination that gives us resilience and hope.”

Eiseman says combining the two shades in table linens, sheets and home accessories conveys a welcoming message and is ideally suited for offices, where the shades invoke feelings of curiosity, originality and resourcefulness.

PPG

‘Be Well’ Color Palette

Instead of a single color of the year, PPG has unveiled a 2021 color palette called “Be Well.” The calming collection includes three main hues: Transcend; Big Cypress and Misty Aqua.

“With the world sheltering in place for the better half of the year, we have begun to crave human connection and embrace simple activities, including walking, hiking, baking and gardening,” says Dee Schlotter, PPG senior color marketing manager of architectural and industrial coatings. “This organic and hopeful palette represents what we have been longing for after decades of overstimulation and overconsumption— simplicity and restfulness.”

Specifically, Transcend is a midtone oatmeal-colored hue that is reminiscent of earthy colors. Big Cypress, a robust ginger color with persimmon undertones and Misty Aqua, a cerulean blue, provide an unexpected pairing that denotes freshness against warm, natural tones.

York-Wallcoverings, Blue Jean Denim

York Wallcoverings

Blue Jean Denim

In a year when many sought comfort, York Wallcoverings announced Blue Jean Denim would be its 2021 color of the year selection to symbolize the timeless comfort of the fabric.

“From an aesthetics perspective, it’s a beautiful color found in many of our most popular wallcoverings, and we’ve seen a big shift toward styles that evoke feelings of comfort and casual togetherness at home,” says Carol Miller, York’s in-house trend and color expert. “There have been a lot of challenges this past year, and looking into 2021, people are craving spaces that provide relaxation—similar to the familiar happiness you get from wearing your favorite denim jacket.”

Miller says choosing Blue Jean Denim as York’s color of the year represents a return to comfortable, cozy interiors.

“It feels very right to recognize Blue Jean Jacket as emblematic of strength, warmth and the centerpiece of a confident tomorrow,” Miller says.

3 Ways to Leverage Colors of the Year

Every year, paint and coatings manufacturers and color authorities select the hues they think encapsulate the customers’ moods and style preferences. Retailers should be familiar with colors of the year and understand how to sell them when a customer comes looking for inspiration. Here are three ways to make the most of popular colors of the year selections.

01 BE COMPLEMENTARY

Over the last few years, it’s become more common for companies to announce multiple colors of the year or entire palettes in some cases, which can help you show your customers how to use families of color to update their spaces. Understanding a color of the year’s complementary companions can boost your add-on sales.

02 FIND THE VALUE

A common tip for people selling their homes is to freshen up the paint before prospective buyers come through the door. It’s important for you to be able to coach people on how to maximize the appeal of current trends while also maintaining a neutral palette to ensure it’s ability to sell. Using a trendy color as an accent can help highlight a home’s modern appeal to buyers.

03 BRING IT HOME

While in-home consultations may not have been easy this year, you can still help customers in their homes. If a customer asks for a sample, be sure to guide them through the process—the larger the swatch, the better the test. Also consider hosting Zoom consultations so you can get a better sense of someone’s style before recommending colors, patterns and accessories.

By Todd Taber

Essential Insights

What a Turbulent Year Is Teaching Retailers

Measuring Success in 2021

Are you evaluating business through the right lens? Register to learn key new retail metrics at YourNHPA.org/webinars

In the final weeks of 2020, it was clear COVID-19 had affected every person in some way: physically, financially, emotionally.

Amid the volatility of the year, U.S. retail sales rose and fell dramatically and ultimately ended on a positive note for home improvement operators. Throughout 2020, shifting retail trends and local safety ordinances pushed operators to see their businesses from new vantage points and redefine the customer experience entirely.

As the months continued, insight emerged. Behind each graph was a story; behind each data point a retailer who had persevered and met new shopper demands safely throughout 2020. As a new year begins, review some key retail findings from trusted institutions, including The Farnsworth Group and the Home Improvement Research Institute, to discover how the pandemic reshaped retail.

See the data in motion with the story of Chris Hyatt, owner of Hemly Hardware in Ohio. Learn how he oversaw a massive store expansion virtually and entered 2021 a more capable retailer and turned his new location into a true destination. Plus, get insights on how you can continue the sales momentum of 2020 into the new year.

Home improvement retail proved essential.

On March 16, leaders from the North American Hardware and Paint Association (NHPA) and every major home improvement co-op and wholesaler banded together in an open letter to campaign for state lawmakers to deem home improvement businesses as essential operations.

Soon after, government leaders across North America deemed home improvement stores essential, acknowledging the integral role home improvement retail plays in not only the economy, but also in the needs of an entire society. It was a key moment that both unified retailers across the world to continue serving safely, and led to strong sales throughout the year.

7 out of 10 retailers say the COVID-19 pandemic had “a significant impact” on their bottom line in 2020.

In June, U.S. Census Bureau data showed home improvement sales soared nearly 20 percent higher than in 2019, the highest month-to-month sales increase observed for the sector last year. As of October, home improvement sales hovered more than 13 percent higher than at that point in 2019, proving while painful and hectic, 2020 was a banner year for industry sales.

Looking Ahead

NHPA recently asked retailers how they think overall sales will look in 2021 after a strong year. budgeting for sales to STAY FLAT 39.7% 41.3% budgeting for sales TO DECREASE

19% budgeting for sales to INCREASE

Online Opportunities

60% of MILLENNIALS bought a home improvement product online in September.

Source: NHPA and The Farnsworth Group

Almost 40 percent of retailers have hired additional employees during the COVID-19 pandemic.

Earlier this year, NHPA surveyed roughly 300 retailers across the industry, representing 1,500 storefronts. nearly 90 percent of retailers reported a year-to-date sales increase in 2020, with the average sales increase hovering just above 24 percent.

Conversely, other retail sectors that were not deemed essential saw stark spring sales declines. Clothing stores (NAICS 448) saw sales drop more than 86 percent from April 2019 to April 2020. Additionally, sporting goods stores, bookstores and music stores (NAICS 451) saw sales plummet nearly 45 percent in the same period, according to the U.S. Census Bureau.

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Learn More About COVID-19’s Impact

Discover how home improvement retailers are adapting amid COVID-19 at pdrmag.com/covid-impact

DIY Renaissance

68%

77% of homeowners STARTED A NEW PROJECT in July and August.

of those homeowners say COVID-19 was the MOTIVATION FOR NEW PROJECTS

Source: The Farnsworth Group

Put It to Use

The new year is an opportunity to teach these customers about the importance of routine home maintenance.

Nearly 3 out of 4 retailers say business increased in the first months of the pandemic.

Shoppers saw their homes in a new light. After home improvement stores across North America were given the green light to continue sales while social distancing and following other safety measures, customers began to arrive in droves, in search of the items they needed to reimagine their homes into offices, gyms, classrooms and entertainment centers.

For shoppers who now needed to convert their homes into offices and classrooms, storage devices became increasingly important and many retailers saw a run in that category. Small electrical goods like powerstrips rounded out those sales, helping keep consumers connected to colleagues, classmates and family.

Shoppers with time on their hands found returning to classic categories like lawn and garden, paint and electrical to be rewarding. Retailers saw opportunities to organically increase transaction size among a new class of engaged shoppers.

Customers also wanted the bare essentials to protect their spaces from COVID-19. Almost every home improvement retailer can share a story about an initial run on N95 masks and cleaning supplies. In addition, consumables and paper products were also critical for this category of shopper.

Aiming Higher in 2021

Whatever 2021 holds for retail and the home improvement marketplace, using the insight you’ve gained from the COVID-19 crisis can help you plan for the future. Get a few final pointers on how COVID-19 has changed the marketplace as you begin a new year.

01

COVID-19 REINFORCED CONSUMER INDEPENDENCE.

Customers grew more comfortable with seeking information on their own. Independent retailers have to focus on delivering insights and inspiration to customers outside the traditional in-store experience.

Revive your social media channels and consider how webinars can engage your customer base in new ways.

02

CUSTOMERS WANT SAFE, SPEEDY OPTIONS.

Shoppers have grown increasingly accustomed to the convenience and speed of low-contact transactions.

Whatever COVID-19 or other retail disruptions may have thrown your way in 2020, continuing to offer online and phone orders, curbside pickup and delivery could be a differentiator throughout the year.

03

EMBRACE YOUR LOCAL ROOTS.

Data from The Farnsworth Group shows customers see independent home improvement stores as safer, more responsive and more reliable than big-box counterparts.

Ensuring your social media and marketing outreach includes messaging specifically about your reputation as a local leader can convert customers and solidify your position as a safe store.

New opportunities emerged for retailers.

Even with the burden of COVID-19, retailers didn’t sit idle through the events of 2020. Roughly 33 percent of retailers sought to use tax mitigation strategies in 2020 as sales increased, data from NHPA shows.

From buying additional business equipment and increasing employee bonuses to making structural improvements and investing in technology, retailers saw new paths forward for their businesses.

That was the case for Chris Hyatt, owner of Hemly Hardware in Thompson, Ohio.

Like many other retailers, he saw an immediate rush on cleaning supplies and N95 masks in March, followed by a lull in sales. But, as spring arrived, sales rose again.

Throughout the tumult of COVID-19, Hyatt and his team were busy converting to a new wholesaler and moving from the location they had occupied for years into an entirely new facility.

In October 2019, construction began on a 24,000-square-foot facility to fit Hemly Hardware’s inventory and create a true shopping destination for Thompson and surrounding communities.

As COVID-19 began to spread throughout the U.S. and necessitate social distancing, only the walls of the new facility were complete.

yatt and his team had to oversee the final pieces of the construction puzzle virtually, collaborating remotely with designers and construction pros to ensure the store’s location not only met their initial vision, but could also pivot to serve customers through the pandemic.

Get the Latest COVID-19 Guidance

Stay aware of the latest safety protocols for your state or province at pdrmag.com/covid19-guide

“We had to design the store virtually,” Hyatt says. “We spent hours on the phone, going through every section of the store item by item.”

The new facility balances a home improvement operator’s basic needs with shopper-focused details. A stamped concrete walkway resembles wood planks, welcoming customers inside. Elsewhere, LED lighting under the company’s perimeter racking features rocker-style switches, making it easy for associates to quickly turn lights on and off with their feet.

The new location gave Hyatt the opportunity to expand existing categories. The Hemly Hardware team was able to double the size of its existing workwear and shoe department in the new space.

It also gave them space to introduce a completely renovated paint department, quadrupling the size of its former offering.

Data from The Farnsworth Group shows paint and sundries was one of the most popular DIY home improvement categories during the pandemic, and Hemly Hardware was able to meet that rejuvenated demand.

“We bought the newest technology in paint mixing machines and started offering paints. We had mixed paint very little paint before, so adding that equipment has revived this service,” Hyatt says.

Local businesses gained new prominence. In the days leading up to the official opening of the new location in early June, Hyatt says he and store manager Robyn Gillett were working 20-hour days, motivated by their desire to see Hemly Hardware emerge as a one-stop shop for DIYers and pros across Thompson.

“We had a vision, and we weren’t going to let anything slow us down,” Hyatt says. “We knew we were going to get it done and we did.”

This move allows Hemly’s industrial tooling, hardware and trucking divisions to be located side by side, making the customer shopping experience truly a one-stop shop no matter what product or service customers need, Hyatt says.

While customers were seeing new possibilities from their local home improvement stores, the Hemly Hardware team was no exception. Gillett says the company relied largely on local construction crews, and that decision was an advantage in the long run as construction crews were smaller and able to socially distance.

Safe shopping became paramount.

As customers began shopping again in the spring and summer, Hyatt quickly moved to offer delivery and curbside service when customers requested it.

“We had always offered delivery services, but curbside pickup was entirely new,” Hyatt says.

Hyatt and his team were not alone. Many retail sectors embraced curbside pickup options, and data from NHPA shows roughly 7 in 10 home improvement operators instituted the service at their businesses amid COVID-19.

As COVID-19 spread, roughly 70 percent of home improvement operators encouraged their employees to wear masks on the salesfloor, and Hemly Hardware was no exception.

“We really stressed the importance of wearing personal protective equipment at the store,” Gillett says. “No one had an issue with that; everyone knew

it was a small thing they could do to keep themselves and the other customers safe.”

As store manager, Gillett oversaw many of the on-the-ground developments the pandemic caused. She helped implement a system by which each employee had their temperature taken before starting their shift. She also ensured hand sanitizer was available throughout the store and employees diligently wore masks. She also oversaw the regular disinfecting of the entire sales floor, as well as shopping carts and baskets.

“It’s not easy to wear a mask for 10 hours at a time, but as the situation got worse, staff members knew they had to protect themselves and our customers,” Gillett says. “In a pandemic, you can never predict what you’re going to need, but we did a great job at having items available that became necessities.”

Hyatt and Gillett say no matter what 2021 holds for retailers in terms of the pandemic, they know no challenge is too great for their store.

“We had our vision. When COVID-19 started, we had a lot full of trees. We cleared it and built a running business all during the pandemic, and for that we’re incredibly grateful,” Hyatt says.

Fresh Coat

Welcome to a New Space

Popular Projects for Recent Homebuyers

Arecent study reveals what projects new homeowners are undertaking. The Home Improvement Research Institute (HIRI) partnered with market research firm Decision Analyst for the 2020 Recent Home Buyer tracking report. Their goal was to learn more about new homeowners’ DIY priorities.

The report includes responses from 809 people who had purchased their home within 12 months of September 2020. The responses include insight from first-time buyers and people who had purchased homes before. Roughly 80 percent of respondents made some kind of improvement to their homes after purchasing them. On average, those improvements cost $5,000.

The quantity of new homes available for purchase fell to a three-year low in October. That limited supply could drive home prices higher, and may strain the budgets of new homeowners who want to complete DIY projects on their new dwellings. Analyzing which projects are popular among recent homebuyers can help you strategize for continued success in 2021.

For more insights into DIY behavior, contractor concerns and opportunities in the home improvement market, visit HIRI online at hiri.org

10 Ways NHPA Works for You

Take Advantage of Our Resources, Tools, Events and Training

There are nearly unlimited ways the North American Hardware and Paint Association (NHPA) works toward its mission to help independent home improvement, paint and decorating retailers, regardless of affiliation, become better and more profitable retailers. Discover how your association can help you by taking advantage of our resources, tools, events and training. We’ve created a Top 10 list of ways NHPA works for you below—and be sure to consult the membership guide that arrived with this issue.

1. Two Magazines

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

2. Employee Training

The association has a library of online training with more than 40 courses that cover product knowledge, project sales, customer service, operations and more.

3. Manager Training

NHPA offers online training courses to help new and seasoned managers with leadership, finances, team building and more.

4. Comprehensive Training

The Retail Management Certification Program teaches business owners and key employees the ins and outs of running a successful business.

5. Roundtables

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

6. Podcasts

NHPA offers three different podcast series that feature unique perspectives on industry trends, retail success stories and how-to management advice.

7. Newsletters

NHPA produces several digital newsletters to help retailers dive into the topics most important to them, including new products, strategy and leadership.

8. Cost of Doing Business Study

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

9. Business Services

The association offers a wide range of business services, including health insurance, to help retailers save time and money.

10. Virtual and Live Events

NHPA hosts events throughout the year, including the NHPA All-Industry Conference and the Young Retailer of the Year Awards along with free monthly webinars.

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New Course: Intro to Leadership

Stepping into a management role brings new responsibilities and challenges. Intro to Leadership is a 9-week, online course designed to help new managers understand their leadership style and strengths to better communicate and guide teams.

Class starts in February. Apply today!

Subscribe to NHPA News and Content

NHPA is rolling out a new series of educational content in 2021 that covers association updates, industry news, magazine highlights and more, so stay tuned and update your email preferences by visiting YourNHPA.org/subscribe

Check out all the choices below from the various emails NHPA offers and choose the ones you want to receive that best meet your interests and needs.

Paint & Decorating Retailer

Once a month, get the latest digital edition of Paint & Decorating Retailer in your inbox.

Hardware Retailing

Once a month, get the latest digital edition of Hardware Retailing in your inbox.

NHPA Association Updates, Events and Products

Subscribe for association updates throughout the year.

Industry and Economy News

Every Monday, receive industry news, exclusive resources and how-to articles.

New Products and Trends

This twice-monthly newsletter features articles on today’s popular category trends and hot products.

Strategy and Data-Driven Insights

This monthly newsletter provides resources to help you build long-term plans and growth strategies.

Tune in to Podcast Episodes

LLeadership and Culture

This monthly newsletter provides resources to help you build a strong company culture and leaders in your organization.

Operations and Retail Best Practices

This monthly newsletter provides resources to help you improve your processes and teams.

isteners of NHPA’s podcast series have much to look forward to in 2021 with new episodes and special guests. Hosted by three NHPA staff members, each podcast highlights different topics and features a variety of guests, including key trends and challenges independent retailers take on; industry experts, wholesale executives and retailers; and retail stories straight from the source. Subscribe today at YourNHPA.org/podcasts.

Editorially Speaking

Episode 7 – Aubrey Smith

On this episode, NHPA managing editor Melanie Moul talks to NHPA senior designer Aubrey Smith about updates to the magazines and the association’s new approach to content development and delivery in 2021.

Taking Care of Business

Episode 30 – Jim Robisch

Dan Tratensek sits down with The Farnsworth Group’s Jim Robisch to reflect on 2020 and look forward to what 2021 might have in store for the industry.

Tell Me More

Episode 22 – Shayna Roberts

Renee Changnon chats with Shayna Roberts of Morris Hardware in McConnelsville, Ohio. The store has been serving the community since 1845.

Episode 31 – Bob Cutter and LeAnn Day

NHPA president and CEO Bob Cutter and LeAnn Day, NHPA’s executive director of paint and decorating programs, talk about the association’s expanded membership.

Episode 23 – Cody Goeppner

Cody Goeppner of Blehyl Co-op returns to the podcast to discuss the challenges and bright spots of 2020, as well as how retailers can focus on 2021 goals.

Register to Attend NHPA Webinars

Each month in 2021, NHPA will host a webinar tailored to a specific topic that will also be addressed in the pages of Paint & Decorating Retailer magazine. Get a head start on the feature stories every third Wednesday of the month to hear from industry experts, true retailer solutions and other key guests. To register for upcoming webinars and to catch up on past webinars, visit YourNHPA.org/webinars.

Upcoming Webinars

Personality Profiles - Jan. 20 at 2 p.m. EST

NHPA’s Kim Peffley talks with TJ Comstock, Kandis Albertson and Jade Haynie from Northwest Hardware to learn about their experience implementing the Everything DiSC Personal Development personality assessments.

Project Management - Feb. 17 at 2 p.m. EST

Brian Landis, president of Ancrage Consulting LLC and an instructor in NHPA’s Retail Management Certification Program, will discuss how leaders can successfully navigate projects and change within their organizations.

Showcase Your Employees’ Training

Through NHPA, independent paint retailers can train their employees on essential product knowledge so they are ready to provide the best customer service. Now, NHPA offers retailers a way to publicly recognize their employees’ proficiency with the new Certified to Help distinction. To be eligible for this designation, retailers must have their employees successfully complete a prescribed set of retail sales training courses from NHPA. Then, retailers will receive marketing materials from NHPA with the message, “Certified to Help.” Materials will include window clings and electronic files you can use to print out as signage or put on your website. As a bonus, eligible retailers will be entered into a drawing to receive a free lunch, sponsored by NHPA. It’s also a great way to recognize the hard work your employees have done to pass an array of training courses.

Past Webinars

2020 Market Measure - December

NHPA’s Dan Tratensek and The Farnsworth Group’s Jim Robisch discuss the factors impacting the industry’s performance in 2020 as part of NHPA’s 2020 Market Measure report.

The Disruption Series - November

Access educational webinars from the 2020 NRHA All-Industry Conference, which was held virtually in conjunction with the 2020 National Hardware Virtual Show. These presentations feature industry experts and leaders discussing the theme of “Industry Disrupters.”

3 Steps to Get Certified to Help

• Have employees take the required courses

• Apply for Certified to Help designation at YourNHPA.org/membership

• Use marketing materials to promote your outstanding customer service

CALL FOR 2021 NOMINATIONS

Recognizing young leaders who represent the future of independent hardware and paint retailing

Nominations are open for the 2021 Young Retailer of the Year awards. Do you know someone outstanding? The deadline to submit nominations is February 28, 2021. Learn more at YourNHPA.org/yroty

the NHPA Board of Directors Finish

The North American Hardware and Paint Association (NHPA) board of directors helps the association communicate and prioritize the needs of independent retailers like you.

As a not-for-profit, NHPA is governed by a board of directors, which is made up of independent retailers. With the guidance of retailers on the board, the association has existed since 1900, and has provided independent home improvement retailers with a range of educational tools, industry advocacy and opportunities to gather and share ideas and best practices.

This month’s cover story introduces Dan Harris, chairman of the NHPA board of directors. Learn more about Harris, who owns two hardware stores in the Chicago area, on Page 18. Here, meet the retailers who compose the current NHPA board of directors.

CHAIRMAN

Palos Ace and Lemont Ace Hardware Palos Heights, IL

EXECUTIVE VICE CHAIRMAN

Jared’s Ace Hardware Bishopville, SC

Craig Bond

Tommy’s Paint Pot Eugene, OR

Harris and his wife, Pattie, opened their first store after Harris first pursued a career on the corporate side of hardware. They opened a second store shortly after. Some domain challenges with their city led to the closure of their first store, but they were determined. They opened another location in the Chicago area and both stores are successful today. Now, Harris is starting his second year as chairman of the board of the NHPA, which he has been active on for nearly a decade.

Smith owns Jared’s Ace Hardware and Crossroads Outdoors in Bishopville, South Carolina. He has spent most of his life working in the home improvement industry, first working for his family’s business and then working for several years in the wholesale hardware industry. He returned to Jared’s Ace Hardware to work full time in 1981, expanding his father’s business into the thriving enterprise it is today.

Bond bought Tommy’s Paint Pot in 2002, fulfilling a dream to own his own business after working in retail management and sales in other sectors. He operates three locations in western Oregon. Bond was formerly chairman of the Paint and Decorating Retailers Association, which served retailers for more than 75 years. When NHPA opened its membership to paint and decorating retailers, Bond was eager to represent independent paint retailers on the NHPA board.

David Dishke

Grand River Home Hardware

Caledonia, ON

Dishke’s family started Grand River Home Hardware nearly 50 years ago, and Dishke began working for the hardware store in 1986 at age 15. In 1996, Dishke became manager and part owner of the business. In 2004, NHPA honored him as a Young Retailer of the Year. He has overseen store remodels and business expansions over the years, steadily growing the family business. In 2018, he purchased a second store in Hagersville, Ontario.

Jackie Sacks Round Top Mercantile Co. Round Top, TX

Scott Jerousek Farm and Home Hardware

Wellington, OH

Jerousek is the third generation of his family to own Farm and Home Hardware in Wellington, Ohio, which originally opened in 1960. Jerousek grew up working at the store and bought the business from his father and uncle in 2007. He went on to buy the company’s second location in 2017, and as a result, was able to more than double his operation’s sales volume. NHPA honored him as one of the industry’s Top Guns in 2017.

Ryan Ringer

Gold Beach

Lumber Co.

Gold Beach, OR

Ringer represents the fourth generation of his family to own and operate Gold Beach Lumber, which he bought from his parents in 2015. Ringer has worked full time for the company since 2001 and has led the company’s growth in recent years. Under Ringer’s leadership, the company expanded its store count from one to seven locations in the past 12 years, including a handful of acquisitions. NHPA named Ringer a Young Retailer of the Year in 2015.

Sacks is co-owner and managing partner of the business, which opened in 1984. She started at the company in high school and became an assistant manager in 2005 after she graduated from college. She and her husband Michael bought the business from Michael’s parents in 2014, the same year they expanded the store to its current size of 20,000 square feet. Sacks was named an NHPA Young Retailer of the Year in 2017 for her efforts growing the business.

Matt Woods Woods Hardware Cincinnati, OH

Woods is president and CEO of his family’s business, which has four locations in Ohio and one location in Kentucky. He oversaw the move of a 1,500-square-foot hardware store and locksmith business to an 8,000-square-foot location after a $1.5 million remodel. He also led the company’s acquisition of a local multistore hardware operation and online business. He oversaw development of the company’s virtual store tours and expansion of its e-commerce business.

Committed to the Industry

The NHPA board of directors represents high-achievers who are committed to giving back to the independent retail industry.

Four of the current North American Hardware and Paint Association (NHPA) board members are former Young Retailer of the Year honorees, a program that recognizes the accomplishments of retailers age 35 and younger. Learn more about the board members’ early accomplishments at YourNHPA.org/YROTY-board and nominate the young retailer in your life at YourNHPA.org/yroty