Paint & Decorating Retailer March 2026 by NHPA

A Fresh Coat of Leadership

New NHPA Board Chair Paints a Bright Future Page 16

Fulﬁll Your Sourcing Needs at the Reimagined NHS Page 28

Lean Into Paint Sprayers to Add Versatility to Your Assortment Page 34

RECOGNIZE RETAIL’S RISING LEADERS

For three decades, NHPA’s Young Retailer of the Year Awards program has honored the innovators, problem-solvers and next-generation leaders shaping independent retail. Now it’s your turn to help us ﬁnd the industry’s best young talent.

Nominate a young retailer under 35 who’s driving results, leading teams and strengthening their business and community.

Nominate a Standout Leader

Nominations Close March 29, 2026 NOMINATIONS FOR NHPA’S 2026 YOUNG RETAILER OF THE YEAR AWARDS ARE OPEN!

A Fresh Coat of Leadership

New NHPA Board Chair Paints a Bright Future Page 16

Fulﬁll Your Sourcing Needs at the Reimagined NHS Page 28

Lean Into Paint Sprayers to Add Versatility to Your Assortment Page 34

RECOGNIZE RETAIL’S RISING LEADERS

NOMINATIONS FOR NHPA’S 2026 YOUNG RETAILER OF THE YEAR AWARDS ARE OPEN!

Nominate a young retailer under 35 who’s driving results, leading teams and strengthening their business and community.

Nominate a Standout Leader

Nominations Close March 29, 2026

HEADQUARTERS

Follow Us Online

1025 E. 54th St. Indianapolis, Indiana 317-275-9400

NHPA@YourNHPA.org YourNHPA.org

COMMUNICATIONS

Lindsey Thompson lthompson@YourNHPA.org Editor and Director of Content Development

Austin Vance avance@YourNHPA.org Director of Sales & Marketing

Jacob Musselman jmusselman@YourNHPA.org News & Digital Editor

Annie Dameworth adameworth@YourNHPA.org Content Development Coordinator

Autumn Ricketts Senior Graphic Designer

Olivia Shroyer Marketing Manager

Samantha Mitchell Production & Design Assistant

Cassie Reed Marketing & Digital Content Assistant Freda Creech Sales & Production Assistant

ASSOCIATION PROGRAMS

800-772-4424 | NHPA@YourNHPA.org

Cody Goeppner cgoeppner@YourNHPA.org Director of Education & Training

Jesse Carleton jcarleton@YourNHPA.org Training Manager & Editor

SALES

Jordan Rice 217-808-1641 | jrice@YourNHPA.org Regional Sales Director

Renee Changnon

217-621-7363 | rchangnon@YourNHPA.org Regional Sales Director—West Coast

Jill Perdue

463-279-8989 | jperdue@YourNHPA.org Regional Sales Representative—Central

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES

CIRCULATION DIRECTOR

Richard Jarrett, 314-432-7511, Fax: 314-432-7665 gcscs8@gmail.com

COMING IN APRIL

Building a Culture of Building Relationships

Selling paint to the professional is based on building relationships and knowing their needs beyond business, building repertoire that creates a loyal customer. Next month in Paint & Decorating Retailer, learn how paint retailers have created a culture of building relationships in their operations.

PAINT & DECORATING RETAILER

Paint & Decorating Retailer (ISSN 0011_8910), Copyright © 2025 by the North American Hardware and Paint Association (NHPA), is published four (4) times per year (January, April, July, October) by the North American Hardware and Paint Association, 1025 E 54 St, Indianapolis, IN 46220.

Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.

Business and Editorial Ofﬁces: 1025 E 54 St. Indianapolis, IN 46220

Accounting and Circulation Ofﬁces: The North American Hardware and Paint Association, 1025 E 54 St., Indianapolis, IN 46220. Call 317-275-9400 to subscribe.

Periodicals postage is paid at Indianapolis, IN and additional mailing ofﬁces.

POSTMASTER: Send address changes to Paint & Decorating Retailer, P.O. Box 16709, St. Louis, MO 63105-1209.

OUR MISSION

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

NHPA EXECUTIVE STAFF

Bob Cutter CEO

Scott Wright President & Publisher

Dan Tratensek Chief Operating Ofﬁcer

David Gowan

Chief Financial Ofﬁcer & Executive Vice President, Business Services

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia

EXECUTIVE VICE CHAIRMAN

Ash Ebbo, Clement’s Paint, Austin, Texas

IMMEDIATE PAST CHAIRMAN

Ned Green, Weider’s Paint & Hardware, Rochester, New York DIRECTORS

Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia

Michelle Meny, Meny’s True Value, Jasper, Indiana

Jeremy Peterson, Family Hardware, Florida

Katie Prus, Abbotsford Paint and Decorating, British Columbia, Canada

Michael Sacks, FLC Holdings, LaGrange, Texas

Emily Wood, Wood’s Ace Hardware, Bolts & Brews

SECRETARY-TREASURER

Bob Cutter, NHPA President & CEO

NHPA CANADA

EXECUTIVE ASSISTANT

Rebekah Doerksen

Supply-Build Canada

Direct: 204.953.1692 | Cell: 204.990.3536 Toll-Free: 1.800.661.0253 ext. 103 102-226

That First Impression

If you’re not aware of what your digital “twin” is communicating about you online to current and prospective customers, now is the moment to take notice. Discover how to create a strong first impression online and ensure your message doesn’t get lost in the digital noise.

The NHPA board of directors welcomes Joanne Lawrie as its 2026 board chair. Learn more about her operation, her vision for the channel’s future and how she plans to lead growth in the years ahead.

A New NHS

A fresh take on the National Hardware Show, NHS Concept to Commerce remains in Las Vegas but features a new format created to meet the demands of today’s dynamic home improvement industry.

Gauging Growth

Data from the Q4 2025 Independent Retailer Index found average year-over-year sales growth of less than 1%. Dive into all of the data to see how your operation compares to your peers’.

Spraying Sales

A paint sprayer category offers various opportunities to create add-on sales in your operation. Discover how one retailer has made sprayer rental and repair a cornerstone of his business and become a go-to source for the category.

Dan Tratensek dant@YourNHPA.org

“Selling a business is not a failure. In many cases, it is the best way to ensure that a legacy business continues to have a positive impact on its employees and community long after the original owners step away.”

FROM THE ASSOCIATION

Writing Your Own Final Chapter

Idon’t know that I have courted much controversy in my column over the past 20 or so years that I have been writing it, but this month I do want to bring up what may be a bit of a touchy subject.

Recent discussions in the industry have centered around certain “mindsets” that go along with succession planning. Namely, asserting that the concept of “preparing to sell your business” might be akin to “giving up” on your family’s legacy. This vein of thinking supposes that this “seller’s” mindset could also have negative implications on how the business is run, replacing an aggressive commitment to grow the operation with tendencies toward conservative preservation.

I have been an active observer of family businesses in this industry for three decades now. Myriad times I have seen how business legacies begin and end. Sometimes it is through a thoughtfully executed succession plan but many times it is a disjointed last chapter in a multigenerational story.

The reason for this sad, final stanza in many of these cases comes down to a lack of planning on the part of owners. Why? Because owners of these businesses were certain someone in their own family would eventually warm to the idea of stepping in to run the operation started so many years ago.

Other times, the decision is forced upon owners by an illness or unexpected life event that simply overtakes their ability to adequately run the operation.

When any of these scenarios unfold, unprepared owners are left with few decisions: close the business and liquidate assets or search for a buyer whose valuation of the company is rarely influenced by the charm of a rich family history.

Watching so many businesses come to an end in this fashion compelled me to write this column.

I wholeheartedly agree with the idea that no one should operate a business with a mindset fixed on how to exit the business. But I also find it a bit unsettling for anyone to assert that selling a business or preparing to sell a business is somehow akin to betraying a family legacy. Selling a business is not a failure. In many cases, it is the best way to ensure that a legacy business continues to have a positive impact on its employees and community long after the original owners step away.

In fact, I would put forward that the day anyone steps in as steward of a family business, they should begin planning for how they want that story to end. Many times, this requires consideration of multiple scenarios, one of which is always selling the business.

This is responsible leadership. It is not a failing any more than buying life insurance or drafting a will is a failing—to suggest any different is simply irresponsible.

Of course you should always invest in your business, improve your operations, plan for growth and prepare for the future. One of the most valuable ways you can ensure that your business and family legacy are secured is by planning for your own exit. This way, all the hard work, sweat and tears that your family has poured into the business for so long will not come to a sad end.

Dan M. Tratensek Chief Operating Officer

lthompson@YourNHPA.org Lindsey Thompson

“When it comes to your operation’s digital twin, you want to be as identical to your brick-and-mortar presence as possible.”

FROM THE ASSOCIATION

Twinning Is Winning

Growing up, I never really wanted to have children. Sorry Liesl and Gavin, it’s true. Rest assured, I cannot live without the two of you now! Obviously, God knew what I needed more than I did, which is typically the deal. Even though I never really wanted children, I always thought it would be so neat to have twins. I blame the TV shows, movies and books like “Sister, Sister,” “The Parent Trap” and “Sweet Valley High” for making having a twin look so amazing and fun.

The reality is, I could have never handled twins. However, my best friend Melissa has twin boys, and while it was rarely easy, Melissa has thrived as a twin mom, raising three (the twins have an older sister) incredible humans who are already making this world a better place. My unbiological nephews—Lukas and Caleb—are two of my favorite humans on earth.

They are fraternal twins, with one favoring their mother’s side of the family when it comes to looks and the other looking more like their father’s side, and they have different personalities and interests. It’s been a privilege and honor to watch them grow up and be a part of their lives since they came into this world.

That’s all very sweet Lindsey, but what does this have to do with the independent home improvement industry? Well, a lot actually. This month, we’re talking about digital twins (see Page 22). As different as my bestie’s twins are and awesome because of those differences, the reality is, when it comes to your operation’s digital twin, you want your digital you to be as identical to your real-life you as possible.

In the article, industry experts share how your digital presence is more important than most retailers realize and share best practices for assuring that your online presence is giving off the right impression.

We also hear from a number of retailers who created a digital presence that fully represents their operation and mirrors their brick-and-mortar identity. These insights are easy-to-implement and provide a stepping stone to creating that digital footprint that will hopefully (literally) open more doors by bringing more customers into your store. These best practices also will help assure that no matter where your customers find you, they experience your brand the way you want them to.

Here’s to all the twins out there, digital and otherwise.

Lindsey Thompson Editor & Director of Content Development

TRENDS

Focus on Experience

See three ways to create top-notch customer experiences to keep your customers coming back at PDRmag.com/service-strategies

FROM THE INDUSTRY

Dr. Rob Mathews specializes in how to build highly effective teams. His teaching style combines theory of human capital development mixed with practical knowledge that comes from previously owning a home center and growing up in his family’s chain of hardware and grocery stores. At Ball State, Mathews teaches entrepreneurship courses including finance, business planning, decision-making and management ethics.

CONNECT

Dr. Rob Mathews rmathews@bsu.edu

CONSULT

Rob Mathews is an NHPA Strategic Consultant. To schedule a consultation, scan the QR code below.

Examine the Customer Experience

Today’s average customer is hypersensitive and not overly loyal. With 43% of consumers reporting a poor customer service experience prevents them from making a repeat purchase, there is little margin for error in the modern marketplace. Some elements of customer experience are obvious, such as first impressions, online presence and purchase transactions. However, others may not be so apparent.

Let’s explore some of those drivers of experience so you can examine critical moments in your customer journey.

Processes

The Savannah Bananas are thriving. The founder and owner, Jesse Cole, has been very up front about wanting to control everything about the brand. While much of it is good business, I do wonder if the ticketing process has become too cumbersome. Customers can enter one ticket lottery for the year. If they are caught making multiple entries in the same year their entries are deleted. Further, customers can either win the right to purchase tickets outright in the lottery or go into a secondary group should the first group decline their tickets, but they have very limited time to claim and purchase their tickets. What happens if you can’t make the game after you’ve purchased the tickets? Cole and company controls the resale market as well. While demand is still extremely high for tickets across the nation, what’s the long-term impact on the brand of this process? When the path is winding, long, overly controlling and confusing, customers can lose energy and trust in your brand. Do you have unnecessary steps in your processes? Could steps be eliminated to make the experience more seamless?

Handoffs

Disney Parks and Resorts are still the golden standard in their respective industries. I’ve booked team development trips to Walt Disney World for nearly 20 years through Disney Group Travel, yet I still don’t have a great understanding of the handoffs that occur during that group booking and planning process. A simple flow chart graphic with names, titles, contact information and roles would instantly solve that problem. How many times do you hand the customer off from one associate to another? Are the handoffs clear to them?

Paths (Decisions)

I’ve loved Southwest Airlines for decades because of the simplicity of their system. Coupled with highly engaged, friendly and fun employees, Southwest really kept things as simple as possible for their customers. The new Southwest isn’t so simple. There are many decisions to be made regarding fare type, luggage, seat choices, boarding group and even loyalty program and points levels. While people love choice, those decisions need to be intuitive, limited and simple. Otherwise, you overwhelm and frustrate your customer. Are your paths straightforward and fairly limited in scope? Do you effectively communicate the options?

Consider how your processes, handoffs and paths impact your customer experience. It’s more important now than ever before to streamline and provide clarity around your customer touchpoints and journey to create a positive experience.

Rob Mathews

Executive

Director

of the Ball State University Entrepreneurship Center

Meet Rob Mathews

Scan the QR code to request more information.

DISPLAY DIMENSIONS:

W 28.75" x D 26" x H 58"

FRESH COAT

TRENDS

Moody Moments

Dark stains allow customers to add warmth and depth to their spaces. See the trending colors at PDRmag.com/trending-wood-stains

Wood Is the Finish of Choice for Renovating Homeowners

According to the 2026 U.S. Houzz Kitchen Trends Study, 84% of homeowners upgrade their cabinets when completing kitchen renovations, and 58% add or update an existing island. Out of these, many are opting for wood tones over other shades.

CABINETRY

Wood tones have taken the top spot for cabinet shades.

29%

FLOORING

Wood tones remain the favorite for ﬂooring choices for renovating homeowners.

49%

of homeowners choose wood for ﬂooring renovations and updates

COUNTERTOPS

Renovating homeowners are also choosing wood for a contrasting countertop color.

OTHER FLOORING OPTIONS

Customers who did not choose wood opted for brown, grey, beige and off-white shades.

of homeowners choose wood over the longstanding white cabinet norm

Our newest hardwood floor finish delivers the amber-rich finish pros love with faster recoat times, low odor, and rock-solid durability.

•Traditional Oil Look

• Recoat in 2-3 hours

• Superior Durability

• Available in Gloss, Semi-Gloss, Satin, and Matte Scan for more information

• Low Odor Water-based Formula

• VOC compliant in all U.S. states and Canada

• Easy Water Cleanup

Retailer Recommendations

Send an email to editorial@YourNHPA.org telling us about the products your customers love and why they are a hit in your business.

Buy Smart, Sell Strong

Stay Ahead of Shifting Customer Needs With Curated Spring Products

Being prepared for the spring selling season is important. As you prepare, take time to analyze trends, assess emerging customer needs and consider how new products can enhance your current offerings. Whether it’s seasonal essentials, new sundries or the latest paint colors,

having the right mix of products can set your business apart. To help you make informed purchasing decisions, Paint & Decorating Retailer has identified some of the most sought-after products that will capture your customers’ interest and drive sales this year.

BRUSH SLEEVE

The Wooster GripTech brush sleeve is a soft rubber cover that slides over a brush handle and ferrule to provide a cushioned, non-slip grip. It’s designed to improve control and reduce hand fatigue during extended painting and detail work.

THE WOOSTER BRUSH COMPANY | WOOSTERBRUSH.COM

PAINTER’S TAPE

FrogTape Advanced is a painter’s tape made with a washi paper backing and PaintBlock Technology to help reduce paint bleed. The tape is designed to conform around curves, hold clean edges and remove cleanly without tearing or shredding.

SHURTAPE TECHNOLOGIES | FROGTAPE.COM

PAINT

Pittsburgh Paints Anti-Scuff Interior is a zero-VOC epoxy-fortified acrylic wall paint engineered for high-traffic areas, offering strong resistance to scuffs with high hiding, smooth application and quick drying across all sheens and tint bases—suitable for hallways, stairwells, offices, lobbies and other busy spaces.

PITTSBURGH PAINTS | PPGPAINTS.COM

PAINT STORAGE KIT

The StopLossBags Sampler Craftsman Kit includes a range of solvent bags in assorted sizes with a funnel and filler clip, all built with a 3-ply oxygen-barrier design to help prevent solvent loss and keep stored paint fresh.

STOPLOSSBAGS | STOPLOSSBAGS.COM

FLOOR PAINT

EnduraTread Epoxy Floor Coating is a two-part epoxy floor paint designed for concrete and masonry surfaces, offering a finish that resists abrasion, chemicals and frequent traffic. It cures to a smooth semi-gloss sheen and can be applied with a roller or brush.

RICHARD’S PAINT | RICHARDSPAINT.COM

New NHPA board chair

Joanne Lawrie has spent her entire career in the independent home improvement channel.

Retail for Life

Growing Together

New NHPA Board Chair Joanne Lawrie Builds on a Foundation of Relationships

BY LINDSEY THOMPSON

When it comes to the independent home improvement industry, it is the only career that Joanne Lawrie has known.

Joanne, who has been in the industry since she was a teenager, currently co-owns The Lawrie Group of Home Hardware Stores with her husband Rob. The Lawrie Group includes eight Home Hardware, Home Hardware Building Center and Home Furniture bannered stores in several rural communities in Nova Scotia, Canada. In 2026, she can add another milestone to her professional journey: serving as the North American Hardware and

Paint Association’s (NHPA) newest board of director’s chair.

At 15, Joanne began working part-time as a cashier at a Canadian Tire store, gaining firsthand exposure to customer service, store operations and the importance of product knowledge on the salesfloor. She went on to attend university and worked at a variety of jobs, and the fundamentals she learned in retail stayed with her. Joanne returned to the home improvement industry, recognizing it as a field where relationships and community engagement could create long-term opportunities.

It was through the home improvement industry that Joanne met Rob, whose family owned an independent hardware store. Together, they took ownership of the family business and began the work of building and expanding the operation. What started as a single-store responsibility evolved over time into a multistore organization, driven by careful growth, a focus on people and a commitment to serving the unique needs of each community where their stores are located.

The Roots of Success

Nearly three decades later, Joanne says their secret to success has

been embracing the roots of what makes independent retail shine: personalized service, community engagement, product knowledge and being authentic.

“I think when customers come into our operation, they feel that they’re being served and that they matter,” Joanne says. “We have a tagline that we use on a lot of our marketing: Where service matters. Everything comes from that idea of treating our customers like we would like to be treated.”

Before the eight stores that Joanne and Rob run now, they had two locations—one in Joanne’s hometown and one in Rob’s. The Lawrie’s divided

“I think when customers come into our operation, they feel that they’re being served and that they matter.”

—Joanne Lawrie, The Lawrie Group

Local Support

Joanne and Rob Lawrie own eight Home Hardware stores in small, rural communities throughout Nova Scotia.

their time equally between the two communities as well as they could for them being an hour and 15 minutes apart, staying involved with local organizations and donating to area causes. Since the operation has expanded, Joanne and Rob have mentored the leadership teams at each store and their employees to be the ones involved in their communities.

“We’re in very small rural towns and so being present matters. In today’s day and age and especially since the pandemic, being present matters to people,” Joanne says. “During the pandemic, people trusted us to be a safe place for them and to be there for them as an essential business. I think that resonated then and still does now. We’ve always been essential and a core part of our communities, but I think it’s even more important now than ever.”

Learning to Lead

As she has grown into a leader, Joanne says she falls back on several pieces of professional advice she’s received.

“I was a female entrepreneur in an era when there weren’t very many female entrepreneurs. At that time, I was told to focus on building relationships because this is a relationship business,” she says. “As I grew in leadership, someone encouraged me to focus on creating a strong team culture and invest in training. When you do that, your people will be the foundation of your success. I think that’s the gift that I give—I invest my time and energy in my employees to make them better.”

Joanne takes that advice into each day and loves that each day in the independent channel is different. Being a part of the industry has been challenging but has also brought her great joy and validation.

“It takes a little while to get this game underway,” Joanne says. “You have to be comfortable with the fact that you’re not going to know all the answers, but if you’re willing to learn and invest in and educate yourself, that will get you where you need to be.”

While Joanne is grateful for the awards and accolades she and the company have received over the years, it’s the growth of the business and the ability to serve customers and communities that drives her.

“We’re running a substantial little entity here, and it has all been self-taught. There’s no written textbook on how to run an independent store and grow it successfully,” Joanne says. “Every community where we have stores has its own needs, and being able to service those needs with our stores has been the success I am most proud of.”

Steps Ahead

As Joanne starts her tenure as board chair, she looks forward to being a part of the next phase of growth for NHPA. The association celebrated 125 years in business last year and future growth will depend on strengthening the collaboration between members and industry partners.

“We have to focus on what the independent home improvement retailer is going to be looking for, whether it’s innovation, employee engagement or just what it takes to survive in the industry,” Joanne says. “I’m looking forward to building more on that strong foundation. Regardless of where we head, we need to go with the mindset of being collaborative.”

When looking at the future of the independent channel, Joanne says she has been telling her teams to focus on going back to the basics because her operation is at a crossroads. With several veteran employees getting ready to retire and the need to share that knowledge with the next generation of employees, Joanne is looking at employee training as one of those basics. For her, the advancement of training delivery that cuts down on time for the employer and employee will be key.

“NHPA’s RetailWise AI training program is a great example of how automation and accessibility in training will be the future,” Joanne says. “No matter where technology goes, we will always be in the people business, and our employees need that knowledge base. The easier we can get that knowledge to them, the better.”

Along with Joanne becoming board chair, the NHPA board underwent several other changes. Ash Ebbo, CEO of Clement’s Paint in Austin, Texas, is now serving as vice chair. The board also welcomed three new directors: Emily Wood, Wood’s Ace Hardware and Mercantile; Katie Prus, Abbotsford Paint and Decorating, Abbotsford Commercial Paints, Chilliwack Decorating Centre and Garrison Village Paint and Decorating; and Jeremy Peterson, Family Hardware.

“We have some new young leaders in director roles. How they think of their business isn’t how I think of my business, so I’m excited to learn from them,” Joanne says. “I think NHPA has established itself as the channel authority and is setting up to confidently continue leading the industry, making retailers better and more profitable.”

ALTEREGO OPERATIONS

Take a Look Into Your Digital Mirror to Enhance Your Online Presence

BY LINDSEY THOMPSON

Whether you want it or not, your store has a digital “twin” living online and providing a first impression to existing and potential customers online. Not only is your digital twin interacting with customers, it’s what artificial intelligence (AI) is using to determine whether or not your online presence is trustworthy and worth sharing in search results.

Rather than leaving what your digital footprint is telling customers to chance, you have the ability to mold it and provide the first impression you want your operation to give. Discover best practices for influencing how AI views your digital content and controlling what current and potential customers are gleaning from your digital presence.

“Your Google Business Profile is often AI’s first and most trusted source of basic information.”

—Jaz Seehra, Ignite Digital

Brick-and-Mortar Meets Digital

Every day you enter your store, you’re looking—or should be looking—at it from a customer’s point of view. That same critical eye should be on your digital storefront, which starts with a strong Google Business Profile, says Jaz Seehra, business development manager for Ignite Digital, a digital marketing company that specializes in a comprehensive suite of services, including search engine optimization (SEO), pay-per-click (PPC) advertising, social media management and website development. Ignite Digital also creates free-to-use tools for individuals curious about digital marketing, including a Google Ads grader, a website audit tool.

“Your Google Business Profile is the new Yellow Pages,” Seehra says. “It must be perfectly optimized with your correct services, hours, photos and a constant stream of fresh reviews. Your Google Business Profile is often AI’s first and most trusted source of basic information.”

consistent. Your operation’s name, address and phone should be the same—and correct—on any online directory, including

claiming it by searching for your business on Google and then clicking on “Claim this business.” Second, check that your Google Yelp, HomeAdvisor or any local business website, like a

Business Proﬁle is complete and accurate with your business’ name, full store address and any service areas, phone number and website address. Your proﬁle should also include a primary category and any relevant secondary categories.

Another way to enhance your Google Business Profile includes adding products that you sell in your store, including quality photos, prices and descriptions for each product. Adding products helps your store rank in product-specific searches, such as “paint near me.” Collecting customer reviews and adding high-quality photos of your store, employees and events to your profile also improves your visibility online.

Once your Google Business Proﬁle is polished, it is critical to check that any information you share on the internet is

chamber of commerce listing.

“Inconsistencies create doubt and erode trust,” Seehra says.

For decades, a key value proposition of the independent home improvement retailer has been the connection to local. That value proposition is still alive and well, and an area retailers need to embrace in the digital realm as well. Seehra suggests creating speciﬁc service pages for every neighborhood and suburb you serve, embedding maps of local neighborhoods and including local landmarks in your content to prove your deep community ties.

“Your website can’t be generic, it needs to be infused with local signals,” Seehra says.

CONTENT THAT COUNTS

When evaluating what content to share during a search, Google will reward content that demonstrates experience, expertise, authoritativeness and trustworthiness, Seehra says.

“For independent local hardware and paint stores, this means going beyond just listing the services that you oﬀer. It’s about strategically building and signaling credibility with your content,” Seehra says. “This is exactly what the AI is trained to ﬁnd. AI wants to cite sources that are genuinely helpful, comprehensive and written by experts. That’s your authority blueprint.”

When it comes to showing experience and expertise, home improvement retailers should look to include content that shows experts solving real-world challenges. Detailed guides and how-to posts go a long way to show your operation has the know-how customers need and want. Here are a few examples of how paint retailers have demonstrated their expertise online to provide the content AI is looking for and attract customers.

• The Born Paint Company in Peoria, Illinois, has a website (bornpaint.com) with an extensive list of helpful hints, covering everything from paint application temperature to wallpaper removal to painting cabinets. The company also oﬀers a selection of YouTube videos covering additional how-to topics and paint-related insights.

• A How-To and Tips page on the home page of the Hoover Paint Store website (hooverpaint.com) answers many commonly asked questions about paint and provides DIY tips and tricks. The Hoover Paint Store website also features a blog with posts on design trends, new products and paint-related information to connect with customers.

• The Paint Bucket’s blog (thepaintbucket.com) and FAQs pages cover paint and decorating topics that apply to both DIYers and pros. The FAQs page also provides helpful information on The Paint Bucket and the products and services available at the operation’s four Colorado locations.

WEBINAR Stay Connected for More Retail Insights

In partnership with Ignite Digital, NHPA brings you SEO Made Simple: An AI-Enhanced Local Playbook for Independent Retailers. Scan the QR code to watch the webinar.

To demonstrate authoritativeness, your website should include mentions of your business in the local news, highlight partnerships with local businesses and share those ways you connect with your community.

The News page on Spectrum Paint’s website shares stories on the operation’s acquisitions, involvement in the community and personnel changes to keep customers up to date and show how the company stays engaged in the industry and the community.

At Paint ‘N Stuﬀ in Newburgh, Indiana, store manager Sierra Kurzynowski relies on a combination of third-party assistance and employee help to manage the store’s website, social media and marketing.

Kurzynowski provides input on website design and content choices. One important content addition was adding testimonials so customers visiting the website can hear from past customers how Paint ‘N Stuﬀ served their needs.

“We feel that our website and online presence has helped new customers ﬁnd us and has also helped us stay relevant

to previous customers,” Kurzynowski says. “We take a broad approach to marketing by also marketing in small local ways, such as sponsoring sports teams or local events. Word of mouth is still a wonderful tool for us as well, which is why providing great customer service—and sharing that customer service through testimonials—is a top priority for us.”

Showing trustworthiness is the easiest way to get Google’s attention and is as simple as providing clear pricing, easy-to-ﬁnd contact info and abundant positive reviews on your website, Seehra says.

“AI and Google don’t care how much money you’re willing to spend, they just care how authoritative you are and how organic your content is,” Seehra says. “So if you’re able to allocate your budget and focus your SEO eﬀorts on improving your authority and your organic reach, you have the ability to actually dominate where the big-box chains can’t, because they’ll just keep pumping money into the ads. This is your secret weapon as a smaller or midsized business.”

CONCEPT TO C OMMERCE

INDUSTRY EVENTS

Faster, Better, Stronger

Growth Awaits at the Newly Imagined National Hardware Show

BY LINDSEY THOMPSON

Providing the space to source smarter and scale faster, NHS Concept to Commerce is one of the industry’s premier events, connecting retailers, product development teams, wholesalers and distributors with inventors, private label partners and global factories, streamlining product discovery, supplier sourcing and speed to market.

The National Hardware Show (NHS) has evolved into NHS Concept to Commerce to

better meet the needs of a dynamic home improvement industry.

“We’re excited that this year the event has evolved into NHS Concept to Commerce,” says Joelle Cohn, VIP attendee manager. “We listened to our exhibitor and attendee feedback, and our new show will reflect that. We know seeing new products is one of the main reasons retailers come to NHS, and that certainly will be the case in 2026, along with offering even more.”

INDUSTRY EVENTS

Don’t Miss Out

Learn more and register for NHS Concept to Commerce at nhsconcepttocommerce.com

What to Expect at NHS Concept to Commerce

Discover the latest innovations, emerging creators and trend-driven solutions across every major retail category.

TAILORED DISCOVERY

Receive curated recommendations tailored to your unique needs and criteria

VIP MEETING SPACES

Enjoy private meeting space for VIPs complete with your branding

GLOBAL SUPPLIER ACCESS

Meet hundreds of manufacturers, brands and inventors all in one place

NETWORKING & CONNECTIONS

Engage with peers, partners and experts across multiple networking events

EXPERT TALKS EDUCATION

Experience actionable insights on consumer trends, private brand strategy, sourcing best practices and margin-driving innovation

NEW PRODUCT SHOWCASES

Discover the latest innovations, emerging creators and trend-driven solutions across every major retail category

Q A& With Lauren Csire

Inside the Event: From Idea to Shelf

NHS Marketing Director Highlights What’s Coming

Paint & Decorating Retailer (PDR): What will NHS Concept to Commerce offer that past National Hardware Shows did not?

Lauren Csire, NHS marketing director (LC): NHS Concept to Commerce expands beyond merchandising to reflect how products are developed and sourced today, building on what made the National Hardware Show valuable and giving retailers clearer insight into the decisions shaping what reaches store shelves.

The event will still feature the ready-for-market product showcases, established and emerging brands and inventors, the elements long associated with the National Hardware Show, while broadening to include product development, private brand growth, global sourcing and supplier collaboration. Attendees can engage earlier in the process by exploring materials, manufacturing partners and design expertise that impact cost, speed to market and margins.

For corporate sourcing teams, this creates a more strategic

environment to evaluate suppliers and reduce risk. For hardware retailers, wholesalers and distributors, it offers greater visibility into where innovation begins and how sourcing decisions are made earlier in the process.

PDR: Will there be any aspects of NHS that will still be a part of NHS Concept to Commerce?

LC: Absolutely. The core strengths of NHS remain, but they’ve been refined and expanded.

Attendees will still find product discovery and innovation showcases, be able to engage in face-to-face supplier meetings and discover category-spanning assortments relevant to home improvement and hardware. What’s new is how those elements are organized and supported. NHS Concept to Commerce introduces purposeful environments based on business need, deeper educational content, curated exhibitor recommendations and networking designed to connect the right people faster, whether that’s a buyer evaluating finished goods or a sourcing team vetting manufacturing partners.

In short, the familiarity and energy of NHS are still there but with a clearer structure and stronger focus on helping attendees make smarter, more profitable decisions at every stage, from idea to shelf.

PDR: What are you looking forward to most at NHS Concept to Commerce?

LC: The quality of conversations and the outcomes that result from partnerships formed on the show floor. NHS brings together the full retail supply chain to solve shared challenges—from margin pressure and lead-time volatility to private brand growth and cost control.

The 2026 event is designed to encourage more meaningful, solution-driven discussions, supported by conference tracks that help initiate and accelerate real-world results. We’re especially excited to see crossfunctional retail teams—buying, sourcing, product development and innovation—coming together to align decisions that ultimately impact profitability across the organization. That collaboration is where real value is created, and it’s what the new NHS is designed to enable.

Bringing together the people and processes that shape modern retail products, at NHS Concept to Commerce retailers will be able to compare capabilities, capacity and quality across a wide range of manufacturing and private label partners in one place, helping you make better-informed decisions that support margin and growth.

The show will oﬀer a spot for retail buyers seeking exclusive, early-stage access to new products and innovation.

“We’ve redesigned the show to reﬂect our customers’ needs today, who have more pressure and less time to bring new products to market in order to stay competitive,” says event director Hector Morﬁn Chong. “This event is about helping attendees move smarter and faster—so they leave with connections, products and partners that actually drive business.”

In the Global Manufacturing and Private Label Pavilion, attendees will meet vetted international suppliers from over 40 countries, while the Brand Pavilion will feature a curated showcase of new products from leading brands and emerging creators debuting at NHS. The Inventor Pavilion will be

expanded for 2026 and new this year is the Product Journey Experience, an immersive experience where you can sketch a product and leverage technologies and AI tools to make the product shelf ready in an instant.

“We’re focusing on efficiency this year; attendee feedback was very strong about this. Attendees will be able to shop between 20 to 40 countries in one stop in Vegas,” Morfin Chong says. “We are also encouraging retailers to bring their entire team, and we’re giving them meeting room space so they can hold meetings in private to discuss business they might not necessarily want to discuss on the show floor. NHS Concept to Commerce will be a great opportunity for operations to bring a number of team members.”

For independent retailers, NHS Concept to Commerce offers a unique way to walk the show floor and find new and innovative products they won't see at other shows, Cohen says.

“This allows them to bring in something new and diﬀerent to their retail location that might not be oﬀered to them at other shows,” she says.

Building Knowledge and Relationships

Along with exploring the show floor, retailers can learn from real-world case studies, educational sessions led by industry experts and on-floor conversations that focus on practical ways to improve profitability, manage risk and build products that succeed in the market.

Sessions that are a part of NHS Expert Talks will include “State of the Industry: The New Realities of Home Improvement and the Acceleration of Private Label” with Scott Wright, president of the North American Hardware and Paint Association, Grant Farnsworth, president of The Farnsworth Group and Marine Sargsyan, head economist at Houzz.

Other presentations will cover how artificial intelligence is transforming procurement, pricing and demand forecasting, how to drive margins and loyalty

with private brands and ideating with generative AI. Several sessions will also focus on women in the industry, with female leaders sharing how to become unmistakable and seen in the industry, how they built successful businesses and buying, sourcing and shelving products from a woman’s perspective.

On Tuesday evening, attendees are invited to Atomic Golf for an evening designed to bring the industry together in an exciting and unforgettable setting to strengthen existing relationships and spark new ones.

“Events exist to support the industries they serve, and this is the evolution of the NHS,” Morﬁn Chong says. “It’s collaborative, global and built for real results—NHS Concept to Commerce puts the full ecosystem in one room. Find new products. Source smarter. Build your brand with speed and conﬁdence.”

Develop Stronger Leaders. Strengthen Your Business.

Build the leadership your operation needs with NHPA’s Retail Management Certification Program (RMCP). Designed for store managers, assistant managers and emerging leaders, the industry’s premier management course exists to accelerate your business’ growth and future.

Confidence Growth

Enter the program unsure of your leadership abilities; leave ready to lead teams, present ideas and drive change.

Real-World Application

Apply every lesson immediately to solve challenges in your own store.

Mentorship and Support

Learn from university professors and industry experts and receive guidance from NHPA leadership.

Industry-Wide Networking

Connect with peers facing similar challenges— relationships that often continue long after the program ends.

Nancy Balleza | Miller Hardware

RESOURCES

The Data You Need

NHPA conducts industry research throughout the year, providing data to help retailers be better and more profitable. Learn more at YourNHPA.org/research

A MEASURE OF SUCCESS

Looking at how fellow independent home improvement operations are performing throughout the year gives retailers in the channel a benchmark to make improvements to their own operations.

Since 2022, the North American Hardware and Paint Association (NHPA) has partnered with The Farnsworth Group to produce the Independent Retailer Index, which tracks key performance metrics quarterly.

Every quarter, the index asks independent home improvement retailers to share year-over-year changes in:

• Transaction size and count

• Inventory investment

• Cost of goods

• Profit margin dollars

• Future operational investments

The most recent Independent Retailer Index shares some insight on how retailers are performing amid economic uncertainty.

According to the index, which fielded responses from 57 different companies, representing hundreds of independent stores across the U.S., 57% of respondents reported increased year-over-year sales growth, an increase of 29% from Q4 2024 and continuing the upward trend from 2023.

“The data reflects what we are hearing anecdotally from the market,” says NHPA chief operating officer Dan Tratensek. “While sales are managing to stay in positive territory, they have yet to show solid positive momentum. We are also continuing to see sluggishness in transaction counts and significant increases in cost of goods over the last several quarters. We are hopeful that a strong start to 2026 might help break some of these patterns and help the industry gain more traction heading into the months ahead.”

ACCESS THE INDEX

Be sure you’re on the list to receive the newest data from the Independent Retailer Index quarterly. Head to YourNHPA.org/research to subscribe today.

CHANGES IN TOTAL SALES (YEAR OVER YEAR)

In Q4, 41% of retailers reported higher total sales year over year, up 11 percentage points from last year though down 16 percentage points from last quarter. Average total sales increased 0.6% year-over-year, indicating that growth persisted but at a slower pace than the prior two quarters.

< 5% of respondents were unsure

CHANGES IN TRANSACTION COUNT (YEAR OVER YEAR)

In Q4, 32% of retailers reported higher transaction counts year-over-year, up 4 percentage points from last year, though below last quarter’s levels. Average transaction count was flat at 0.0% year-over-year, down from modest growth in Q4 last year.

< 5% of respondents were unsure

ANTICIPATED BUDGETED REVENUE NEXT YEAR OVER THIS

Anticipated budget growth softened in Q4, with fewer retailers planning increases compared to last quarter. The average expected increase of 8.3% held steady from last quarter, indicating that those planning growth remain relatively optimistic.

OPERATIONS PERFORMANCE THIS YEAR TO DATE OVER THE PREVIOUS YEAR

About two thirds of retailers reported higher cost of goods year to date in 2025 compared to 2024, reflecting continued but easing cost pressures relative to earlier in the year. Increases across other operational metrics were reported by a smaller share of retailers, pointing to narrower growth year to date.

CHANGES IN TRANSACTION SIZE (YEAR OVER YEAR)

A larger share of retailers reported higher transaction sizes year-over-year, with 42% seeing increases, up 5 percentage points from last year but down from last quarter. Average transaction size increased 0.5% year-over-year, down sharply from both last year and last quarter.

< 5% of respondents were unsure

CHANGES IN GROSS PROFIT MARGINS (YEAR OVER YEAR)

Gross profit margins showed clearer improvement, with 43% of retailers reporting higher margins year-over-year, up 14 percentage points from last year and the highest share observed in the past two years. Average gross profit margins increased 1.4% year-over-year, up 1 percentage point from a year ago.

< 5% of respondents were unsure

CATEGORY FOCUS

Mastering Sprayers

Service Meets Selection for Success in Paint Sprayers and Accessories

BY ANNIE DAMEWORTH

Paint sprayers are an essential tool for professional contractors working on large-scale projects and DIYers looking to upgrade their painting abilities. Whether you opt for a full department with rentals

or just a few linear feet of accessories, the paint sprayer category can provide versatility for your operation. Leaning into sprayer rental and repair, see how one retailer has positioned his operation as the go-to in this category.

Primed and Prepped

Learn four ways to curate your primers and sealers category for cabinet refinishing PDRmag.com/primers-and-sealers

Sprayer Destination

Norberg Paints serves as a one-stop-shop for paint sprayer product replacements, repairs and rentals.

Repaired and Ready

At Norberg Paints in Sioux Falls, South Dakota, sales and technical support technician Sam Norberg focuses on curating a well-rounded paint sprayer category.

“Spray equipment is important, as it is an everyday tool for many painting contractors,” Norberg says. “We carry a variety of pump manufacturers and accessories.”

Sprayer rentals and repair services provide an extra layer of service for when a professional’s equipment breaks down or when painters prefer to rent for a shorter period of time instead of purchasing these hefty and pricey pieces. Norberg Paints is a certified service center offering services for spray repair issues and rental spray pumps. Customers bring their sprayers in for general maintenance and cleanouts, filter replacements and packing kits replacements. On average, the store services anywhere from 10 to 20 repairs per month.

While not as often, Norberg occasionally sees more technical issues that need

repairs—like faulty transducers—in the winter months. Rental activity also varies seasonally, with more customers renting pumps in the summer months. Although most of Norberg’s paint sprayer customers are professionals, DIYers tend to rent this equipment the most.

“Rentals are more common with homeowners and DIYers, and our rentals usually double in the summertime,” Norberg says.

Maintaining a clear and streamlined process for any rental or repair category is essential in staying organized and reducing opportunities for confusion among customers. At Norberg Paint, the sprayer repair process operates on a basic ticketing system. Units are tagged as they are brought into the store and an employee opens a sales ticket for that repair. Once the work is completed, the sales ticket is finalized with parts and labor. Similarly for rentals, the store runs an inventory checkout system to monitor the status of rental pumps available.

Trusted Expertise

Norberg keeps spray equipment in the central area of the salesfloor with accessories and pumps nearby. Most of his customers for sprayers and spray equipment are contractors, which requires an extra level of expert knowledge and customer service.

“I truly believe the best way to merchandise on the contractor level is to have a knowledgeable and effective sales staff that your customers understand are working for them,” Norberg says.

Norberg is often asked about sprayer costs and the right size equipment for projects. To build trust with customers, Norberg ensures his employees are equipped with the training and expertise they need to deliver accurate and thorough information to contractors looking for paint sprayers.

“Our employees gain the basics of spray equipment through our online training and vendor reps providing in-store and off-site training opportunities,” Norberg says.

Meeting Demand With Rentals

At Northwood Paint & Supply in Traverse City, Michigan, general manager Kyle Rosinski saw a need in the community and met it, offering paint sprayer rentals to professional and DIY customers. Several local companies discontinued paint sprayer rentals, so Rosinski added the service to Northwood Paint & Supply to fill that void.

“We started out slow, just offering one sprayer that was rented a few times a month,” Rosinski says. “We also have a power washer we rent at the beginning of the season and sell toward the end of the exterior season each year.”

The sprayer is rented by customers who need a backup when their sprayer breaks down, and Rosinski has also had several of his handyman and DIY customers rent the sprayer rather than owning, storing and maintaining their own.

“We have seen some new faces looking for a sprayer to rent, which has led to added paint and sundry sales,” he says. “And we are always more than happy to help customers who own paint sprayers find the parts they need and coach them on maintenance.”

News to You

Subscribe to our weekly newsletters at PDRmag.com/subscribe to get the latest news and trends.

Do it Best and True Value Spring Market

March 6-8 | DENVER, CO

The Inspired Home Show

March 10-12 | CHICAGO, IL

Blish-Mize Spring Buying Market

March 19-21 | OVERLAND PARK, KS

PACOA Spring Dealer Market

March 21-22 | QUEENS, NY

National Hardware Show Concept to Commerce

March 30-April 2 | LAS VEGAS, NV

Coverings 2026

March 30-April 2 | LAS VEGAS, NV MAR

Today

now for the 2026 Independent Home Improvement Conference at ihiconference.org

Industry Impact

Take Your Business to the Next Level at the 2026 Independent Home Improvement Conference

Sunny Florida awaits as the home of the 2026 Independent Home Improvement Conference (IHI Conference) hosted by the North American Hardware and Paint Association (NHPA) and The Hardware Conference.

Independent retailers, industry experts and channel vendors will gather for two days of networking, learning and leisure at the J.W. Marriott Orlando Grande Lakes in Orlando, Florida, from July 29-30, 2026.

Each year, attendees walk away from the IHI conference equipped with the knowledge and expertise to face the industry’s biggest

challenges and inspiration to take their businesses to the next level.

“The conference gave me a renewed focus on my business and highlighted areas for improvement, whether it’s inventory management, technology or merchandising,” says Kerry Thomas, owner of Stan Dawe Building Centers.

The 2025 show was impactful for attendees from all affiliations, so much so that 93% of last year’s attendees plan to return to the conference in 2026 to participate in informative breakout sessions, hear from experts at six main stage events, celebrate fellow retailers at the Independent Awards Gala and network with each other at partner events.

Connect Through Hands-On Learning

A highlight of the IHI Conference are the breakout sessions led by industry powerhouses, covering the most-relevant topics like employee engagement, executive leadership, retail operations and technology and marketing, merchandising and advertising.

• Employee Engagement: From addressing labor challenges to navigating generational gaps with employees and customers, these sessions provide solutions to guide employers to help their employees avoid burnout and provide a framework to develop committed, highly productive teams.

• Executive Leadership: In today’s ever-evolving landscape, leadership requires a blend of vision, strategic thinking and emotional intelligence. These sessions take a deep dive into confidently becoming a leader who can foster innovation, guide through change and inspire high-performance teams.

• Retail Operations and Technology: When you get into the weeds of day-to-day operations, it can be difficult to take a broader look at those processes and strategies that could improve overall operations. These sessions will highlight how retailers can take on today’s operational challenges through small-scale tools or enterprisewide solutions.

• Marketing, Merchandising and Advertising: Independent retailers hold various roles in their operations, especially in marketing and merchandising. These sessions

will showcase effective marketing trends or merchandising strategies that even the least experienced retailers can use to save time and find success.

“The breakout sessions were of great value and gave me different thoughts on approach, risks, marketing ideas and an overall feel that my team is on the right path and can open up and explore different ideas and find that success,” says Gilbert Orona of Valle Vista Home Center. “I feel stronger knowing we have support in our industry from others on the same level, same struggles and need for advice, support and relationship.”

Secure Your Spot

Attendees have endless opportunities to network with other retailers, vendors and channel partners over the two-day event. Don’t miss the opportunity to forge new relationships with peers facing similar industry challenges, exchange ideas and discover new partnership opportunities that can elevate your business long after the conference ends.

“The interaction with the other store owners during IHI is priceless, “ says Ty McClellan, co-owner and vice president of Hardware Sales Inc.

Registration is live for this year’s can’t-miss event. Visit YourNHPA.org/ihiconference to learn more about the event and secure your spot.

“The overall atmosphere of the conference was very productive, professional and constructive,” says Matthew Spinks, store manager of Lumber King, Inc. “IHI was a breath of fresh air for retail burnout.”

You’re Invited

peers, explore new ideas and take home solutions that drive your business forward.

Why Attend?

Unlock Business Potential: Get practical strategies and tools from industry experts, keynote speakers and educational sessions to solve challenges and boost profitability.

Forge Valuable Connections: Discover new products, tools and solutions from trusted, industry-leading service providers and manufacturers in our robust exhibit hall.

Lead Through Change: See how top retailers embrace emerging trends and leverage smart strategies to stay competitive in a constantly evolving market.

Honor the Best of Independent Retail: Recognize innovation, leadership and excellence at our Independent Awards Gala featuring NHPA’s Top Guns, NHPA’s Young Retailer of the Year and The Hardware Connection's Beacon Award recipients. For information on sponsorship, or to become an exhibitor, contact Austin Vance | avance@YourNHPA.org

to return in 2026 covering four topics celebrating excellence

ORLANDO