Faces of the Future
Get to Know the Young Retailer of the Year Honorees
Page 20
Navigate Flooring Market Fluxes
Page 32
Lay the Groundwork for a Successful Flooring Department
Page 40
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.
1025 E. 54th St. Indianapolis, Indiana 317-275-9400 NHPA@YourNHPA.org YourNHPA.org
EDITORIAL, DESIGN & PRODUCTION
Melanie Moul Communications & Content Manager 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
Autumn Ricketts Graphic Designer
Austin Vance Production Manager
Freda Creech Sales & Production Assistant
Kevin Trehan Digital Media Specialist
MARKETING & COMMUNICATIONS
Whitney Daulton Executive Director of Innovation and Engagement
Julie Leinwand Marketing Manager
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 AUGUST
Taking on Technology
Technology is more important to retail than ever before, and it is important to curate technology offerings toward your customers’ needs and your company’s capabilities. Next month, Paint & Decorating Retailer takes a look at three retailers, sharing examples of technology at three different levels, from programs that any operation can implement to technology that seems lightyears in the future.
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
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
NEWS, PRODUCTS & TRENDS
Get the Latest Updates
Scan this QR code or visit PDRmag.com/july to see these stories and more resources for your operation.
The 2022 Young Retailer of the Year honorees represent the future of the industry and serve in home improvement operations across North America.
ON THE COVER
The Future Is Bright
The Young Retailer of the Year recognition program identifies and promotes the next generation of aspiring independent home improvement and paint retailers and recognizes individual achievement in the industry by retailers 35 years of age or younger. Learn more about this year’s honorees and the impact they are making on their operations and communities.
Honoring the Honorees
Don’t miss the Young Retailer of the Year virtual awards ceremony on July 20 at 2 p.m. EST, where we’ll learn more about the honorees and recognize their achievements. Register today at YourNHPA.org/yroty
PODCAST
One Goal, Different Roads
From finance to food service, this year’s Young Retailer of the Year honorees come from a wide variety of backgrounds. Hear from each of the honorees as they talk about their journeys into the home improvement industry.
EDUCATION
Upper-Level Learning
Over the years, a number of Young Retailer of the Year honorees have participated in NHPA’s Retail Management Certification Program. See how this college-level educational program gives retailers the skills to grow store profits in today’s changing retail landscape.
CATEGORY
Eco-Friendly Floors
More than a passing trend, eco-friendly options are in high demand for all parts of the home, including flooring. See the green options you can stock to give your customers sustainable options for their homes in a variety of textures, colors and materials.
CATEGORY
Who’s Who of Wood Floors
From neutral colors to wide planks to extra texture, discover the latest trends in hardwood flooring to share with your customers to help them choose the best option for their spaces.
CONNECTIONS
How to Reach Melanie Melanie Moul mmoul@YourNHPA.org
Take the First Step
When I was in kindergarten, I spent the morning at school, and then I would be home just in time to join my mom for her daily stories. In her case, it was “The Young & the Restless.” I’m not necessarily advocating for 6-year-olds to be subjected to the drama of soap operas, but I did develop an affinity for moody lighting and overly complex storylines that are the basis of any good daytime drama.
While I have fond memories of watching that show with my mom, I certainly didn’t get a realistic perspective of what it means to be young and determined. Luckily, in this issue of Hardware Retailing, you have the opportunity to meet eight young people who are the future of the independent home improvement industry, and determination is an inherent trait.
“This industry relies on tenacious and passionate young people to take charge.”
Starting on Page 20, we are recognizing the recipients of the 2022 Young Retailer of the Year Award, from the North American Hardware and Paint Association (NHPA). For 26 years, NHPA has been celebrating the achievements of young professionals who can be described as anything but restless. This year’s honorees are proud to have found fulfilling careers in this industry—whether they have been sweeping floors since they were children or only recently discovered the possibilities it offers. And they’re thrilled to share their stories and passion for what they do.
The highlights you’ll see here in the magazine are just the beginning. I invite you to visit YourNHPA.org/yroty to watch video clips to learn more about each honoree’s background and read about their successes. Additionally, you’ll be able to register to attend the virtual ceremony that will celebrate all of their achievements. On July 20 at 2 p.m. EST, join us to hear from each honoree about what this award means to them, to their teams and to the future of their operations.
This industry relies on tenacious, passionate young people to take charge, and the Young Retailer of the Year Awards have consistently shown that the next generation is out there, ready to engage. So, turn off the mood lighting and let go of 40 years of daytime TV grudges. It’s time to celebrate The Young & the Resolute.
Melanie Moul Communications & Content Manager
OUTREACH
Share Your Stories
Send your merchandising tips, event recaps, employee morale boosters and other stories to editorial@YourNHPA.org
Colorful Future
Student Shadows Paint Store for School Project
Nicole Durant didn't let her lack of industry or business experience hinder her when she purchased Exeter Paint in Exeter, New Hampshire, when she was in her early 20s. Durant took the time and effort to educate herself in all things paint and decorating, and still feels strongly about education and experience. So, when a seventh grade student asked to shadow her at her paint store for a school project, Durant jumped at the opportunity to share her world with the next generation.
Freddy, who attends a local middle school, chose Exeter Paint to shadow because he loves the paint store. Durant says there wasn’t much he didn’t love about his day at the paint store.
General manager Crystal Christian had the pleasure of spending the day showing Freddy the ropes, and she says he helped with all aspects of the business, from mixing paint to visiting job sites to driving the forklift.
Freddy loved his experience so much he’s even thinking about applying to work at Exeter Paint when he’s old enough.
“Driving the forklift and helping on the different job sites was my favorite part of the shadow day,” Freddy says. “I might even like to work at the paint store when I’m old enough.”
Freddy models the yellow hard hat he wore on his shadow day, which Exeter Paint owner Nicole Durant gifted to him.
Puppies and Paint
The staff at Mountain Colors Paint Store loves the outdoors, loves their customers and especially loves dogs. Owner Kim Raines says she and her staff also love their jobs helping contractors and DIYers with paint and decorating needs, and they have a ton of fun in the process. Part of that fun is having their furry friends in the Crested Butte, Colorado, store with them. Mona, a Boston terrier, belongs to Raines, and if Raines is in the store, Mona is right there with her, she says. Lemon is manager Jacinda Mahan’s golden retriever, and she is also a frequent fixture in the store.
“We work in a pretty dog-friendly town, so most of the time, people really enjoy seeing our dogs in the shop,” Raines says. “And we love having them be a part of our work days too.”
MARKETING
Family Resemblance
O.F. Richter and Sons has been serving its communities for over 75 years, and honors the company’s heritage with hand painted murals.
Owner Maria Schultz says one of the painters in the mural at the Cullman store is the likeness of company president Tim Richter, who shares many of the same features of Schultz’s grandfather, O.F. Richter, the founder of the company.
At the Jasper location, the mural also features two painters, one that resembles loyal customer Tony Richardson and the other painter is Chuck Dunn, who was the manager at the Jasper store before he passed away.
“The mural has become a normal part of the landscape that our customers enjoy seeing," Schultz says.
Lemon and Mona are fixtures at Mountain Colors Paint Store, welcoming customers and keeping their owners company during the work day.
O.F. Richter and Sons has three locations in Alabama. The Cullman and Jasper stores feature murals that share a piece of the company's heritage and honor important people who have shaped the business.
ENGAGE Register to Attend
Join us as we celebrate the 2022 Young Retailer of the Year honorees in a one-hour virtual event on July 20 at 2 p.m. Reserve your seat at YourNHPA.org/yroty
You’re Invited
ATTEND THE 2022 YOUNG RETAILER OF THE YEAR VIRTUAL EVENT
Meet the next generation of independent home improvement retailers at the 2022 Young Retailer of the Year virtual celebration hosted by the North American Hardware and Paint Association (NHPA) on July 20.
Through the Young Retailer of the Year program, NHPA highlights the achievements of independent home improvement retailers
THANK YOU TO OUR SPONSORS
INDUSTRY EVENTS RESEARCH
35 years old and younger. The program honors retailers in three categories: sales under $3 million; sales above $3 million; and multistore operations.
The Young Retailer of the Year virtual ceremony is open to the public, but seats are limited. Visit YourNHPA.org/yroty to learn more and register to attend. Meet the 2022 honorees on Page 20
This program would not be possible without the support of our sponsors. The following companies have invested in the future of the independent home improvement channel.
2022 Cost of Doing Business Deadline Extended
Complete the survey by July 15 to receive a free copy of the study. Visit YourNHPA.org/codb to get started.
Do you know how your operation measures up to typical and high-profit operators in the home improvement industry?
NHPA’s Cost of Doing Business Study is a financial benchmarking tool that delivers data and insights to help retailers increase profits and strategize for their financial future and success.
The final day to submit your operation’s financial data is July 15. For your participation in the study, you’ll receive a free copy of the study along with a personalized financial analysis of your operation with ratios and other financial tools.
Take the Survey
Participation in the Cost of Doing Business Study is free, easy and confidential. To learn more or participate, visit YourNHPA.org/codb
EDUCATION
Foundations of Leadership
Visit YourNHPA.org/fol to download the Foundations of Leadership Learning Guide.
EDUCATION
Invest in Your Employees With Online Training
The deadline to enroll in the upcoming Foundations of Leadership courses is July 29. Visit YourNHPA.org/fol to learn more.
Are you looking for ways to encourage and retain your managers, supervisors and key employees? Today’s employees are looking for companies that are willing to invest in them, and NHPA’s Foundations of Leadership program courses can help give new and developing leaders the confidence, knowledge and skills they need to succeed.
Foundations of Leadership is an online, industryspecific leadership development program designed to fit students’ busy schedules. The nine-week courses offer self-paced and cohort session options.
TRAINING
About the Foundations of Leadership Courses
Complete all three to get a certificate in leadership.
Your Leadership Style
Apply by July 29
Students will learn about their unique leadership style and strengths for their ongoing leadership growth and development.
Leading Your Team
Apply by Oct. 8 This course teaches students the critical components of building and leading a team.
Financial Management
Apply by July 29
Students will focus on the key financial management skills that developing leaders need to manage the financial side of business.
Help Your Team Master Add-on Sales
Enroll in the Project PRO training series by becoming an NHPA Premier Member. Visit YourNHPA.org/membership
One tangible way retailers can increase their level of customer service is to make sure customers have everything they need before they leave the store. One-stop shopping helps solidify your place as a destination for their next project.
Merchandising tactics, such as project endcaps, impulse displays and cross-merchandisers, can remind customers of something they may have forgotten. Even more effective are knowledgeable employees who can help customers find everything for a project.
NHPA designed the Project PRO series of online training courses to help employees be more proficient at add-on sales. The series of courses explores 15 projects commonly sold in home improvement stores, such as fixing a leaky toilet, deck maintenance and repair and exterior painting.
Each course helps employees understand:
• Why project sales are important
• Step-by-step instructions for completing the project
• How to recognize a customer’s product needs
• Critical add-on sales for the project
• Answers to customers’ frequently asked questions
PRODUCT NEWS
OUTREACH
Retailer Recommendations
Send an email to editorial@YourNHPA.org telling us about the products your customers love and why they are such a hit in your business.
SPRAY TENT
WAGNER | wagnerspraytech.com or 800-328-8251
Wagner Spray Shelters are tent-like structures that provide a contained space for spraying paint and stain. While painted items are drying, the shelters also prevent dirt and debris from coming into contact with the wet paint or stain. Available in three sizes, they’re ideal for projects of all sizes, from small crafts to large pieces of furniture.
MOISTURE METER
PRIME-LINE PRODUCTS | primeline.net or 800-255-3505
The PREXISO PMX42A Moisture Meter is designed to measure moisture content in drywall, sheetrock and plaster walls, in addition to sawn lumber, paper, cardboard and materials that harden, like mortar and concrete. It features auto shut-off after 15 seconds at idle, metal contacts and a temperature sensor, and it uses four LR44 button cell batteries.
BLACKOUT CURTAINS
ECLIPSE | eclipsecurtains.com or 800-613-7322
Eclipse Blackout Collection curtains block 99% of outside light, including harmful UV rays. Patented Thermaback technology also reduces unwanted noise and provides an insulated barrier against summer heat or winter chill. Eclipse blackout curtains are 100% polyester and machine washable.
DECORATIVE TILE
WALKER ZANGER walkerzanger.com or 818-280-8300
Walker Zanger’s Pietra Gris stone tile collection features subtle, unique and naturally occurring color variations embodied in mosaics and field tiles with a foundational palette centered around natural whites and cloudy gray veins. The tiles are robust enough for residential and commercial applications and are suitable for kitchens, bathrooms and other interior spaces. The Pietra Gris collection includes 12 items: 10 sophisticated mosaic patterns and field tiles in two size options, 12 inch x 24 inch and 4 inch x 16 inch.
Visit YourNHPA.org/subscribe to join the mailing list for the Paint & Decorating Retailer Hot Products & Trends newsletters.
FIRE RETARDANT PAINT ADDITIVE
WALLA WALLA ENVIRONMENTAL environmental.com or 509-522-0490
Liquid Flame Guard is a fire retardant additive for latex coatings that provides Class A fire protection on interior surfaces. It is designed to slow the flame spread when added to a coating. It is suitable for use with stain and eggshell coatings and has been tested in accordance with ASTM E-84 Standard Method of Testing for Surface Burning Characteristic of Building Materials. It meets UL 723, NFPA 255 and UBC 42-1: Class A standards, and 8 ounces of Liquid Flame Guard treats one gallon of paint.
BEESWAX PASTE
INTERSTATE WOODWORKS
bwaxpaste@gmail.com or 203-506-0966
Interstate Woodworks Beeswax Paste is hand mixed in small batches, all natural and nontoxic. Beeswax Paste is perfect for cutting boards, bowls, wooden spoons or any woodworking project whether it needs to be food safe or not. It brings new life to old, faded furniture finishes and is a great chalk paint sealer. Beeswax Paste is easy to apply, penetrates, seals and leaves a beautiful, velvety luster. Please contact for a free sample.
EASY APPLICATION SUPERIOR COLOR CONTROL
Wiping Stain
•Thick, robust stain ideal for general woodworking and difficult to stain wood, veneers, and faux wood graining
•Excels on previously finished surfaces including fiberglass, metal, and composition surfaces, achieving a rich, uniform color in a single application
•Available in 24 trend forward colors
Second Chance
Catch up on products you may have missed in previous issues of Paint & Decorating Retailer at PDRmag.com/products
TEXTURE STENCIL
MARSHALLTOWN | marshalltown.com or 800-888-0127
MARSHALLTOWN’s Knockdown Texture Stencils make it easy to add knockdown texture to walls or ceilings after patchwork. Made of durable plastic, they’re reusable and easy to clean. The stencils are 8 inches by 10 ½ inches and include light, medium and heavy stencils to match existing textures.
CRACK REPAIR CAULK TUBE
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.
DUST-CHANNELING BLOCK SPONGE
3M | 3m.com
Keep your surface clean as you sand with the 3M™ Pro Grade Precision™ Dust Channeling Sanding Block Sponge. Featuring innovative channels on one side and a flat surface on the other, this two-in-one sanding sponge is great for detail work and flat sanding. An innovative coating helps reduce clogging, and you can rinse the sponge and reuse it. Made with premium materials and ultra-durable foam, this sponge lasts from one job to the next.
MAGNETIC DOOR KIT
ZIPWALL® | zipwall.com or 800-718-2255
Self-closing magnets on this reusable door kit provide easy hands-free access while maintaining a tight seal. The kit includes one 48-inch x 87-inch door panel with sewn-in self-closing magnets, three rolls of 1-inch by 24-foot ZipWall® double-sided tape and one sheeting cutter.
BUSINESS FOR S A LE
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
BUSINESS FOR SALE
Private Business
Location: Alabama
Gross Revenue: $2.21 million
Price: $649,000
SEEKING BUSINESSE S
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
SEEKING BUSINESSE S
Bolster Hardware
We are looking for:
• Geography agnostic
• With or without real estate
• Store revenues of $1.5M+
• We prefer to honor the family name and heritage in the local community by not changing the name
• We prefer to keep all employees as part of the acquisition
To
Different Paths
Listen to the “Taking Care of Business” podcast at YourNHPA.org/tcb-pod to hear industry insights from each of the honorees.
The Future Is BRIGHT
Meet the 2022 Young Retailer of the Year Honorees
BY LINDSEY THOMPSON
Each year, the North American Hardware and Paint Association (NHPA) honors the best and brightest in the independent home improvement industry through its Young Retailer of the Year awards. Honorees are chosen based on criteria such as career accomplishments, community involvement, ongoing education within the industry and extracurricular activities.
The honorees are selected from three categories: Under $3 million in annual sales, over $3 million in annual sales and operations with multiple locations.
On the following pages, each of the honorees shares industry insights and the ways young retailers can make a difference in their operations and communities.
THANK YOU TO OUR SPONSORS
Don’t miss the Young Retailer of the Year virtual awards ceremony on July 20 at 2 p.m. EST, where we’ll learn more about the honorees and recognize their achievements. Register today at YourNHPA.org/yroty
YOUNG LEADERS
The Young Retailer of the Year awards program recognizes high-achieving young people who are the future of the industry.
Head to hardwareretailing.com/yroty to learn more about each honoree. 2
What advice would you give to a young person considering a career in home improvement or retailing?
KYLE ADAIR
“Go for it. Sometimes you get caught up in the path you think you have to go on, but that path can absolutely change. Coming out of high school and college, I would not have thought I would own a hardware store ever. But then I realized I can build something to have an impact in my community.”
BRANDON WRIGHT
“You need to immerse yourself in everything, but you also have to build the team. If you want to actually be successful in the long term, it can’t just be on you. You have to build a team to help you accomplish your goals. If you don’t, you will either fizzle out, or you’ll be a flash in the pan because you can’t carry the load by yourself forever.”
JADE HAYNIE
“I never thought I was going to be in this industry, and so just doing hands-on training and learning and being a part of a group like NHPA’s Retail Management Certification Program (RMCP) has definitely rubbed off on me. Especially if they’re new like me and never had any retail experience period, join different organizations like RMCP.”
ADAM MOULTON
“My uncle told me before I got into the business that there are going to be a million decisions coming your way. And the part that really hinders people in this type of role is they get bogged down. They freeze because they can’t make a decision because they don’t want to make a wrong decision. His advice to me was to make the best decision you can as quickly as you can at the time, and at the end of the day just make more right ones than wrong ones. You’re going to learn from the wrong decisions.”
Allandalle, Ingersoll & Woodstock Home Hardware Building Centres
LOCATION
Woodstock, Ontario
CATEGORY
Under $3 Million in Annual Sales HONOREE
CONNECT WITH THE STORES
AllandaleHHBC IngersollHHBC WoodstockHHBC
Why is training and employee development important to your operation?
NICOLE ANDERSON
“We need to be taking part in ongoing education all the time, as things are changing in this world daily. The only way to keep up with the changes is to keep learning. I have taken part in RMCP, I’ve done Dale Carnegie programs. When it comes to our team, I always encourage my team to find free webinars, YouTube videos or other learning outlets, and keep learning. If you are eager to learn, you will do it.”
BRANDON DONAHUE
“I attend a lot of the paint shows and seminars, which are helpful because there are so many different companies showing new products and you can get more hands-on information on them at the shows. We also give our employees a new product and let them try it out to see how it performs, how it works and if they have any questions before they start selling it.”
ADAM MOULTON
“I think a lot of it boils down to different mentorship opportunities. For me, one of those mentors is my older brother who owns a number of Home Hardware locations across Ontario as well. I take the time to discuss and understand how he managed that growth, how he managed that stress. What does it look like as a leader to be able to step in and work with your teams? How do you accomplish that? He’s achieved all those things as he’s been going through and has taught me so much.”
COREEN PIERCE
“I love to learn, no matter what it is, I love to soak up new information. Just this past year, I completed the RMCP courses, so I’m really proud of that and I’m looking forward to sponsoring future attendees from Koopmans. For next year, and hopefully years beyond, we want to send a team every year and keep our business improvement projects going.”
EDUCATION
Build Your Knowledge
Learn more about the NHPA Retail Management Certification Program at YourNHPA.org/rmcp
What are some of the biggest opportunities home improvement retailers have?
BRANDON DONAHUE
“Being an independent business, we’re able to go to different companies to find those products that can fill in for other products that might not be in stock. We have more opportunities to serve the customers; if there’s something that might not be available from someone, we can get it from someone else. We can better stay on top of orders every day; right now, I put in an order five days a week. There’s a lot of opportunity to grow your customer base by being able to provide products.
JADE HAYNIE
“We get that one-on-one connection with our customers and get to build relationships, whether they buy something at your store that day or not. We also have the opportunity to walk a customer over to a product, explain it and show them how to use it versus just pointing to an area and making them figure out what they need.”
CORY RHYNEHART
“I think the generations coming up are fed up with the large retailers, they like that personal hometown feel, that service that goes above and beyond. If you look at the Google reviews on a lot of these smaller businesses, they’re filled with people who love that company. As people move away from those bigger retailers back to independents, I think we have an opportunity to capitalize on that.”
BRANDON WRIGHT
“The biggest opportunity I see is being customer focused. The internet has changed the game for everybody, and it’s really easy to order products online. Customers now expect the same convenience they get online at the store level as well. I think being convenience-focused is going to be what independent retailers have to do well in order to succeed. And then a lot of the convenience part for our organization is customer service where if you’re not waiting on customers, you’re not more convenient than your competitors, and therefore they’re not shopping with you.”
What are some of the most valuable lessons that you’ve learned from the pandemic?
KYLE ADAIR
“COVID-19 beat a lot of people down, but it actually inspired us to just do what we do even better. The world changed; everyone put on masks and everyone was just trying to distance themselves. But the hardware store was a place where everyone could almost come back together. We could just be light in the community, be a place where someone knows your name and asks, ‘How are you doing today?’ in a time when that just didn’t happen.”
NICOLE ANDERSON
“One of the things I love about Wilco is that we are a planning company, we plan everything to a tee. But when the pandemic started, we had all these plans ready to go but we couldn’t execute on those plans. One of the most valuable things I’ve learned is that you really need to be flexible, you need to be adaptable. You can have plan A, B and C in place, but potentially, they could all go out the window.”
COREEN
REEN PIERCE
BRANDON WRIGHT
“No twice our I think So I
industry is immune to the craziness. One day we wke up and the whole world was different, we were doing ce the business with half the staff. We realized that communities are strong, and the home improvement sment became even more important as peoples’ attention wnt to their homes. I think that trend is going to continue; Ihink people are realizing how important their homes are. don’t think this industry is going anywhere.”
RY RHYNEHAR T
CORY RHYNEHART
“e learned you just have to be very fluid and willing to k quickly. Maybe a vendor doesn’t have this one product looking for, but this other vendor has it temporarily, smaybe I’ll switch to that. And just using the technology we’re paying for, utilizing that to help us with these porary shifts of product lines and availability.”
“We look quickly. Maybe a vendor doesn’t have this one product I’m so maybe I’ll switch to that. And just using the technology that temporary shifts of product lines and availability.”
IPG®
Congratulations
888-898-7834 www.itape.com
Insights From The Home Improvement Research Institute
BY MATT CRAIG
e at the Home Improvement Research Institute (HIRI) are routinely asked, “Where is the home improvement market headed?” The answer to this question has always been, “Well, it depends on which segment or category of the industry.” This question has become even more common over the last couple of years thanks to the chaos a global epidemic brought us. The flooring market is a great example of this point, showing that not all product categories act similarly and in unison with one another.
Based on recent estimates, there will be a drop in floor sales for renovation and remodels compared to the year of 2021. This is one of the only categories we see dipping in 2022, alongside kitchen and bathroom cabinets. It’s important to mention the spend is going to drop on flooring products in 2022, but this is following a year that saw nearly 24% year-over-year growth over 2020. The total spend on flooring products from 2020 through 2022 would equate to a 3% annual growth rate with an $8.4 billion bonus in 2021.
Top Trends
Stay up-to-date on home improvement trends by checking out additional trends from HIRI at PDRmag.com/hiri-trends
The Nature of the Product
Inflation stemming from material shortages, high demand and shipping delays continually act as headwinds on the sale of flooring products. Other product categories face the same issues, so what makes flooring different? Most of the differences can be explained by the nature of most flooring products. Flooring is a durable, long-lasting product that has a much longer usable life than other product categories, and as such, the lifecycle to replace flooring is longer than most other aspects of a home. The massive influx of renovation spend on flooring in 2021 caused a pull-forward effect on many flooring projects; the influx was potential future-year spend that was pulled into 2021. Compounding on the longer lifecycle is the way in which flooring is installed. Pro installation is much more prevalent in this category than in others. Our data shows that lockdowns and general health concerns had a significant impact on limiting pro activity across most trades throughout much of 2020. As work began to resume, the high demand quickly saturated the skilled tradesman workforce leading to backlogs that many are still working through. To that end, while the total flooring sales are expected to decrease, purchases made by professionals are expected to increase in 2022 and on into 2023.
Dipping in the Short Term, Growing in the Long Term
Looking beyond this year, we see 2022 as a blip in the market for flooring or a slight correction to more historical growth patterns following a year of immense growth. As to how that will affect the long-term product lifecycle, time will tell as it is dependent on which products were installed, where they were installed and the quality of the installation.
“Looking beyond this year, we see 2022 as a blip in the market for flooring or a slight correction to more historical growth patterns following a year of immense growth.”
Matt Craig is the director of research for the Home Improvement Research Institute, a nonprofit organization dedicated to informing and advancing the market research of those in the home improvement and remodeling industry. After earning a B.S. in Microeconomics, Matt spent five years in wireless and mobile technology consulting before moving to HIRI where he has spent the last six years delivering insights to its members.
If you are interested in learning more about this topic, other home improvement product categories, or the Home Improvement Research Institute, visit HIRI.org or contact us at contact@hiri.org
RETAILER PROFILE
EYE FOR DESIGN
PAINT RETAILER WALKS CUSTOMERS THROUGH DESIGN AND DECOR
BY LINDSEY THOMPSON
Interior Interest
This year’s spoga+gafa home and garden trade fair will include an interior design pop-up event to welcome and connect the interior design industry. Learn more at PDRmag.com/spogagafa-interior-design
Established 30 years ago from a desire to own a small business, Tri-City Paint & Design has transformed into a full-service paint and design store that serves the colorful design needs of consumers in Port Coquitlam, British Columbia, and the surrounding areas. The store was the dream of Thoma Doehring and her husband, Dave, who wanted to work together in a local independent business, and it has grown into a family business.
“Our kids kind of grew up under my desk,” Thoma says. “As soon as they were old enough, they worked in the store for us. One of my daughters still helps with design consultations.”
When the store opened, Thoma intended to spend her time working on the administrative side of the business, but soon discovered she had a knack and passion for design.
“When we decided to start this family business in 1992, I thought I would be doing the bookkeeping and such, considering that the bulk of our customers would be contractors, painters and husbands,” Thoma says. “As it turns out, the DIY decisions were predominantly made by the women. Before I knew it, I was out there on the showroom floor helping customers and loving it. And 30 years later, it is still my passion.”
Over the years, Thoma has taken design classes and engaged in other educational opportunities to hone her skills.
“I am a design professional with 30 years of hands-on experience,” she says. “I learned that it all comes down to having a good ear for listening and a creative eye for the possibilities.”
Beyond Paint and Sundries
Thoma & Co., an extension of the paint store, offers additional services including color consultations for interior and exterior spaces in residential and commercial settings, helping customers choose cabinets, countertops, flooring, lighting and other finishes.
“Design is fundamental to an enjoyable and full life,” Thoma says. “It can support well being in the home, in an office and wherever you spend your time.”
The store’s customers, which are 75% DIYers, appreciate Thoma’s natural eye for design and willingness to go the extra mile to help them turn their houses into homes. She has chosen to carry high-end paint and stain brands that offer high-quality products and fit her customers’ needs. Tri-City Paint and Design is also known for its variety of design and in-home services and offers a
“Design is fundamental to an enjoyable and full life. It can support well being in the home, in an office and wherever you spend your time.”
—Thoma Doehring, Tri-City Paint & Design
At Tri-City Paint & Design, owner Thoma Doehring and her staff walk customers through design and color choices. COLORFUL CHOICES
Wonderful Windows and Walls
Discover the trends influencing window and wallcoverings this year to keep your customers up to date on what’s hot at PDRmag.com/window-wallcovering-trends
“The store is filled with natural light, and we also have different areas with different types of lighting, which is important to show customers how colors and patterns look in different sources of light.”
—Thoma Doehring, Tri-City Paint & Design
DESIGN
FOR LIFE
From paint to furniture, employees at Tri-City Paint & Design walk customers through a myriad of design choices for their homes.
comprehensive, one-stop shop for most design needs, including wallcoverings, window coverings, countertops and more.
Her husband, Dave, is a contractor by trade. He works in the store in the mornings and then uses the afternoons to do kitchen and bathroom renovations and provide handyman services to customers.
“We have customers who have small projects, like changing out a light fixture, or assorted home repairs they can’t complete themselves or don’t have the time to do,” Thomas says. “We’ve taken up that niche to help them check off their honey-do lists.”
Around 14 years ago, Thoma added custom furniture and reupholstery services to diversify the store’s offerings even more.
“We were one of the first to offer in-home color consultations 30 years ago, which was a natural fit for the paint store,” she says. “From there it was an organic progression to get into other home decor items like custom furniture and reupholstery.”
Thoma is a major advocate for supporting local businesses and suppliers whenever possible.
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Tri-City Paint & Design is designed to encourage customers to shop and provide inspiration for their spaces.
The majority of the custom furniture pieces the store sells are manufactured locally, and if she can’t find that perfect piece for her clients, she strives to find items within Canada.
“It is important to support other local businesses and have that mutually beneficial relationship,” Thoma says. “We also want to be conscious of our environmental footprint and impact.”
Along with a wide selection of products and helpful services, Tri-City Paint & Design is known for its exceptional customer service and friendly and knowledgeable employees, who are more like family than staff, Thoma says.
The store’s design and layout mirror the full-service design offerings and allow customers to see different designs and finishes in a real-life setting. The floors are finished in a metallic epoxy finish to showcase that product, and the store has numerous countertop and fabric samples on-site for customers to see and feel.
“The store layout is indicative of us being more than just a paint store,” Thoma says. “There is a lot of natural light and various lighting sources so that customers can see how colors, fabrics and textures can transform in different spaces.”
Beyond the Store
Outside the walls of Tri-City Paint & Design, Thoma uses her design talents and knowledge as a member of the Color Marketing Group, an international
association for color design professionals that identifies the direction of color and design trends.
The organization looks globally for upcoming color trends, taking into account the current events influencing our everyday lives. Thoma says the organization looks at color trends two years in advance and predicts what textures, styles, colors, fabrics and more will be coming in the future.
“I am lucky to have found my color tribe,” she says. “The trends are based on what’s happening in the world, which end up influencing our buying decisions and ultimately, the trends in color in the next few years.”
Thoma also takes part in local education and speaking engagements, sharing her 30 years of knowledge and experience in interior design with various groups and organizations. Thoma supports several local nonprofit organizations, and before the pandemic, she would host events at the store for customers to enjoy.
Looking back over the last 30 years, Thoma has enjoyed serving her customers and assisting them in their design needs. She hopes to attract new customers looking for a full-service design service and explore gaining more commercial and professional customers.
“I want to continue digging deeper into design because it’s such a big part of what we do here,” she says. “I want to show my customers how to turn their design dreams into reality, creating a comfortable, realistic and liveable space.”
PAINT AND MORE
• Hire and retain quality employees?
• Lead productive teams?
• Champion a positive workplace culture?
• Communicate and problem-solve effectively?
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A Focus on Floors
By Lindsey Thompson
WHAT’S TRENDING IN FLOORING IN 2022
he Home Improvement Research Institute is predicting a decrease in flooring sales this year, but retailers can prepare for the downturn by staying up to date on what’s trending and stocking the flooring that customers are most likely to purchase (see Page 32). Darrin Johnson, owner of Ultimate Flooring & Paint, shares what his customers want this year and what you should be stocking to stay on top of flooring trends.
Earth-Friendly Floors
Learn more about the different types of eco-friendly flooring available and the various benefits each offers at PDRmag.com/eco-flooring
Flooring Trends
Durability
Johnson says his customers have been choosing luxury vinyl plank and tile options for their water- and scratch-resistance properties.
Made in the U.S.
Most of the flooring products available for purchase at Ultimate Flooring & Paint are made in the U.S., which appeals to its customer base and has helped alleviate some of the company’s supply chain issues.
Sustainable Flooring
Consumers are looking more for eco-friendly options such as carpets and hardwoods made from recycled and upcycled materials and renewable resources like cork and bamboo.
Hardwoods
More consumers are choosing hardwood over carpet and want smoother finishes. Wider planks are popular for creating a more cohesive look in a room.
Darrin’s Keys to Success
Darrin has expanded the store’s offerings to sell paint, blinds, flooring and countertops. He believes that more paint stores will become one-stop decorating centers because customers like the idea of one trusted company to help them with all projects.
“We have been successful in the flooring business for the same reason we have been successful in the paint business—service, service, service! We have a knowledgeable staff and top-shelf installers, and we stand behind our products. When you care, it shows.”
—Darrin Johnson, Ultimate Flooring & Paint
$474.5B By 2026, the global market for flooring is estimated to reach
RESOURCES
Primed to Paint
Discover painting tips to share with new movers at YourNHPA.org/trainers-toolbox
UP Moving
WHY NEW MOVERS MAKE GOOD CUSTOMERS
ACCORDING TO V12’s 2021 New Mover Trends Report, 83% of new movers take on home improvement projects and 64% purchase home improvement items before their move. As consumers relocate, retailers have the opportunity to gain new customers and cash in on new movers.
$4,500
$4,000
70% of new movers anticipate moving again in the next 12 months.
Source: V12’s 2021 New Mover Trends Report; National Association of Home Builders’ Economic Report; U.S. Bureau Of Census; 2021 Migration Report, North American Moving Services.
Industry Events
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RESOURCES
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Building the Future
3 WAYS TO INVEST IN THE NEXT GENERATION
According to the National Kitchen and Bath Association, 41% of skilled professionals will age out or retire by 2030 and for every five boomers who retire, there’s only one person to fill those jobs. Here are steps retailers can take to ensure that future generations enter the skilled trade workforce.
Team up with competitors
1
Establishing relationships with competitors to grow the skilled trade workforce is mutually beneficial.
Rethink your marketing
2
3
Use your marketing budget to encourage skilled trade development in your community and bring positive attention to your business.
Engage with local schools
Hold career fairs at your store or at local schools and fund scholarships for skilled trade schools.
Trade School Perception
Trade school is often not associated with high pay or job security, which is why it is vital to educate the students in your area.
11%
Only 11% of students think trade school leads to high-paying jobs.
Source: “The New Normal for Kitchen and Bath” presented by Bill Darcy, president and CEO of the National Kitchen and Bath Association at the 2021 NHPA All-Industry Conference
The customer has spoken, and when it comes to choosing the best for their paint projects, Benjamin Moore and our network of independent retailers are the BEST! We couldn’t have ranked #1 among Interior Paints and Paint Retailers in the 2022 J.D. Power Paint Satisfaction Study* without you. THANK YOU, RETAILERS!
